0) = CS \J WS — SESS Xa ——— 3 SS oe Y = Ca NG i NV? ae NW (3 Bal? : KE | ~2 PUBLISHED WEEKLY (GW ie ore , iS Ke C2 SUES? Twenty-Fifth Year DS PLA PEN (OO FASS eee RGSS ‘p Rar ARS eo KY GN No fe a, ((G py : Y J SS U Ie ee; eae Ci) WRN vA @ ( Ze Wi ANG v3 im 4 : OES qy NAS OY KAI ) eo Z AEN? EN OY SN ZZ SP rae On P) r= $2 PER YEAR re Bg SSF on PY 2 ZA ( GRAND RAPIDS, WEDNESDAY, OCTOBER 16, 1907 THE DEMOCRACY OF THE DEAD In the democracy of the dead all men are at last equal. There is neither rank nor station nor prerogative in the republic of the grave. At that fatal threshold the philosopher ceases to be wise and the song of the poet is silent. Dives relinquishes his millions and Lazareth his rage. The poor man is as rich as the richest, and the rich man is as poor as the poorest. The creditor loses his usury and the debtor is acquitted of his obligation. There the proud man surrenders his dignities; the politician his honors; the worldling his pleas- ures; the invalid needs no physician, and the laborer rests from unrequited toil. Here, at last, is Nature’s final decree in equity. The wrongs of the time are redressed. Injustice is expiated; the irony of fate is refuted; the un- equal distribution of wealth, honor, capacity, pleasure and opportunity, which makes life such a cruel and inexplicable tragedy, ceases in the realm of death. The strongest there has no supremacy and the weakest needs no defense. The mightiest captain succumbs to that invincible adversary who disarms alike the victor and the vanquished. John J. Ingalls ee THE TRUE GENTLEMAN A man that’s clean inside and outside; who neither looks up to the rich nor down on the poor; who can lose without squealing; who can win without bragging; considerate to women, children and old people; who is too brave to lie, too generous to cheat and too sensible to loaf; who takes his share of the world’s goods and lets other people have theirs—this is the ideal conception of a true gentleman. SONG OF THE OPEN AIR Give me the sweep of the rolling plain, The misty haze on the world’s fair rim; Give me the lash of the beating rain, The night wind chanting a requiem. Give me the winding, snakelike trail That leads to the hills and the stately pines, The scent of the sage, the pipe of the quail, The mountains looming in dim outlines. A rabbit leaps from yonder bushes; A pause, a look of mute surprise. Too late—a shot! —its lifeblood gushes, A human look in its big round eyes. Give me the open range to ride And the cattle’s wild and muffled notes, A pair of chaps and a pony tried And the lusty yells from cowboy throats. et OCTOBER VERSES The wind’s afraid of something. It whimpers all the day And scares the little leaves Till they fall and run away, Whispering, “Never, never Grow again in the sun; All our long dance ended, All our green joy done.” Up one tree and down another— Harvesting’s an awful bother; Skip from one branch to the next, Never worried or perplexed, Merely very avaricious, Possibly a little vicious; Really if we don’t work harder Some nuts may not reach our larder. Georgia Wood Pangborn. ee LAUGH IT OFF Are you worsted in a fight ? Laugh it off. Are you cheated of your right? Laugh it off. Don’t make tragedy of trifles, Don’t shoot butterflies with rifles— Laugh it off. Does your work get into kinks? Laugh it off. Are you near all sorts of brinks? Laugh it off. If it’s sanity you’re after There’s no receipt like laughter — Laugh it off. WS OGM | A Number 1256 DO IT NOW Investigate the Kirkwood Short Credit System of Accounts, It earns you 525 percent. on your investment. We will prove it previous to purchase. It prevents forgotten charges, It makes disputed accounts impossible. It assists in making col- lections. It saves labor in book-keeping. It systematizes credits. It establishes confidence between you and your customer. One writing does itall. 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, 4801. Every Cake See _ of FLEISCHMANN’S Se abel: Lae YELLOW LABEL YEAST you sell not as ae, M only increases your profits, but also ope a gives complete satisfaction to your OUR LABEL patrons. The Fleischmann Co., of Michigan Detroit Office, 111 W. Larned St., Grand Rapids Office, 29 Crescent Av. The Money You Save Is What Counts If you spend a large part of your PROFITS in doing needless work your BANK ACCOUNT will be correspondingly smaller. THE McCASKEY ACCOUNT REGISTER SYSTEM takes care of all your accounts, giving you COMPLETE DETAILS of every transaction, and every transaction is completed at the time it is made. Cash Sales, Credit Sales, Cash on Account, C. O. D., or Exchange Sales, Money Received on Account or Money Paid Out—all done WITH ONLY ONE WRITING. Credit sales handled as fast as cash sales. No forgetting to charge goods. No disputes with customers. No night work. It is a collector and a trade getter. Our 64-page Catalog is FREE. WRITE. The McCaskey Register Co. 27 Rush St., Alliance, Ohio Mfrs. of the Famous Multiplex Duplicate and Triplicate Pads; also End Carbon, Side Carbon and Folded Pads. Agencies in all Principal Cities On account of the Pure Food Law there is a greater demand than ever for w& s& &% & _ Pure Cider Vinegar We guarantee our vinegar to be absolutely pure, made from apples and free from all artificial color- ing. Our vinegar meets the re- quirements of the Pure Food Laws of every State in the Union. wt The Williams Bros. Co. Manufacturers Picklers and Preservers Detroit, Mich. Makes Clothes Whiter-Work Teme crc SNOW Boy siiiite GOOD GOODS — GOOD PROFITS. SHUR Rn naten ane Twenty-Fifth Year ELLIOT 0. GROSVENOR Late State Food Commissioner Advisory Counsel to manufacturers and jobbers whose interests are affected by the Food Laws of any state. Corre- spondence invited. 2321 Majestic Building, Detroit, Mich. TRACE FREIGHT Easily and Quickly. We can tell you how. BARLOW BROS., Grand Rapids, Mich YOUR DELAYED 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 COMMETCIal GTECIt GO. Lid. Credit Advices and Collections MICHIGAN OFFICES Murray Building, Grand Rapids Majestic Building, Detroit FIRE AND BURGLAR PROOF SAFES Grand Rapids Safe Co. Tradesman Building GRAND RAPIDS, WEDNESDAY, OCTOBER 16, 1907 SPECIAL FEATURES. Page. 2. Window Trimming. 3. Adulterated Butter. 4. Around the State. 5. Grand Rapids Gossip. 6. Desirable Customers. 8. Editorial. 9. Competitive System. 12. Shoes. 14. Essentials. 15. Love Hard Work. 16. Cornered the Market. 17. Wildcat Money Days. 18. Ciothing. 19. Headed for Failure. 20. The Stolen Certificates. 22. Woman’s World. 24. The Pure Food Stunt. 26. The Other Side. 28. Amusing Game. 32. Women Who Succeed. 33. Jewelry Shysters. 34. White Cotton Goods. 35. New York Market. 36. Hardware. 38. Butter and Eggs. 40. Commercial Travelers. 42. Drugs. SCOUNDRELLY METHODS. here are three branches of the Salvation Army—the religious, the philanthropic and the money-making. The original undertaken by the Army was of a religious character, the efforts of the organization being devoted almost exclusively to the re- ligious side of human nature. The philanthropic branch is repre- sented by the rescue home work un- dertaken by women who devote their time to the cause of betrayed and fall- en women. The money-making feature is rep- resented by the Industrial Homes Co., which is a stock company with $500,000 capital stock, on least 6 per cent. dividends are paid. This work is being undertaken in several cities, and during the past two weeks am effort has been made to establish an Industrial Home on a permanent basis in this city. Grand work which at Rapids people were solicited to contribute $6,000 with which to pur- chase a building suitable for the prosecution of this work, which con- sists in picking up old clothing, old shoes, old rags and old newspapers, which are sorted and culled and sold in the open market to the best pos- sible advantage. The net proceeds from these sales are forwarded to the — 1eadquarters in New York and cred- ited to the dividend This work has no real connection with the Salvation Army, being of a mercenary character and having no religious fea- account. ture connected with it. About two weeks ago Grand Rap- ids was invaded by William H. Bur- rows, who styled himself a Staff Cap- tain. Ele said he was sent here by the Treasurer, of the Industrial Homes Co., in New York—-who, by the way is not a member of the Salvation Army nor connected therewith in any way—for the funds with which to purchase a build- Williams suitable for the prosecution of His and his purpose of soliciting STFCeL this so peculiar ing on work. methods were conduct so reprehensible that he soon called down upon himself and his project the condemnation of every honest man in the community. He presented subscription papers headed} names of rever with the had leading who been seen by him. im Ome case, in which the the supposed donor had Europe tor three months, and in oth- er cases the offense was scarcely less tlagrant. the man and his project was discov- Clara Kummer, the young woman recently employed to pass on charity C. O. S. on the recommendation of the Grand Rapids Board of Trade, and the Evening Press put a quietus Miss ered by contributions by the on his activities by exposing him as a common swindler. He subsequently insist- published a card in the Press, ino that he “meant no harm’ and announcing that the soliciting of funds for the Industrial Home “temporarily abandoned.” would be if the people of Grand Rapids do their full duty, the project will never be permitted to find Grand Rapids, because it is lodgment in based on and is conducted along lines which are neither mercenary motives worthy nor honest. The attempt t raise money for such a purpose, Grand Rapids is already supportin two branches of the 4 + if an imposition in itself. The em ployment of deceit and chicanery in connection therewith is citizens | amount) ft ‘ - | alleged to be subscribed was $1,000, | t been inlfif The fraudulent character of}1 praise-| when| Salvation Army,|,_ evidently in| ‘” keeping with the character of the In-| dustrial connection with the State Only regret in that circumstances ts Burrows was not apprehended before] he left and made to term in the penitentiary. is the town The prison sneaks and proper place for swindlers. With the religious and charitable features of the Salvation Army the Tradesman has no controversy. It has frequently will causes, and eéontinue to do so if the local managers do their full duty | in the premises and insist on the ab- solute abandonment of the mercenary feature and the immediate dismissal in disgrace of Stafi Captain Burrows I Unless they do both, their interests in this city wi from the employ of the Army. will seriously suffer in the esti- mation of the charitable people of the city who have supported these in the past. made at Cornell University Medical School t I’xperiments are to be find the microbe of the dog distem per. The disease has of late been on the increase, and the owners of valuable dogs are anxious for a more /tri Flome work as a whole. The! Captain | S€EVEe 2} Number 1256 THE TWO CENT LAW. At the hearings before the Trans portation Committees of the Legisla ire last winter the learned epresen tatives OF } railroads nsisted that if the two cent law went into effect train service on all the roads would have to be curtailed. This threat has 4 been carried inte execut Nearly ever Carrying one mo passenge teach eh: 3 Aaa fead Coaci Lat it di t Yea! 19 Th Seo eae a =) C earned CPPCsecnialives daiso oa L . : ae Stated that IE CHACTMENE OF Ene Wo cent law woOuld render it necessary to abandon all excursion trains \s 7 matter £ , ~¢ fheara ] t a Hatter | FaCl, ClLere Rive evel been sO many exct MHS Fun Withi a Siven pertod as there have been during the two weeks ‘ \ ‘ ; a has been in ettec Instead cnarg ng € fill ga ir threatened passengers ire ch irged ess lan l : 1 1 1 €el t IBC tna ( ( S + + y ] Wm) SESE C \ EGY € S FOney 1 ¢ MIS ness even tat Fate ) l I1¢ CarHed Fepresentatives oO c : : Lire S > Stated Unlat if € (two nt law was enacted the w S of eir emp ves v 1 ] } ] nel PP l y< Wo YC i CG Ha t t 1umber employe would be Cur ta:le: Neither ) thes th its s been made good \ MW the Other dreadiul rebod . t Pee 1 ‘ : HES Une fearnea Fepreseiitatives nN fotos tet } Rae ] } } culged Il Nave Deen round to be with- out toundation, which natu eads to the conclusion that, in h ing the Ae enactment Of the two cent law, the ecole ad . -l ‘: Tauroads were working against their own best interests and that the peo nla } Iworatan +1 ] |pie who advocated the new law knew better what was good for the rail roads than the railway managers did contributed to both | themselves. JEWELRY SHYSTERS. The Tradesman publishes else- where this week a communication valued patron at Bath, detail | i experience with one of the I shy jewelry houses in Detroit, to | which the attention of the trade is | particularl ‘be word ‘shy | ster” because, while | most companies engaged in | this ire well-rated by the mercantile a es heir tac | tics he legal shyster. | John /0., Wholesale |grocers of Chicago, formerly used reliable remedy than is now known. | Ravages of the disease could be very much reduced by the destruction of the worthless curs that are a nuisance in every town and city. is well worth his keep, but the pro portion that are of any strvice that entitles them to a living is’ small. ef traveling salesmen similar contracts in the employment on commission They were full of catch words and technical features which were inge niously inserted with a view to en traping the unwary. The Supreme Court effectually put a quietus on ‘this form of contract and the Trades man believes that if one of the con ILFaActs 1 A good dog {lishments resorting to rents would be very quickly £ } + Fees ot the yewelry houses were to be presented to that tribunal, the estab such expedi put out of business. MICHIGAN TRADESMAN Green Grocers May Show Art in Windows. The fine color effects obtaining in a ea cs . } tie 2F ers store wincCows Rave be- ; The ort Of peppers cok — or the otnet parrot com- 2 in vain; not hiding his light under a bushe "7 1 *. a [The ideal window sé + 9 oat sc green groceries will not mistake that I frequently see in gro-| cery windows about town, where hem up has good of shapes— commendable ideas as to tions—but that is without . ce + nice Or coior sixth sense with many and window work is a sad Such an one cabbages to red feathery peppers as next to something its beauty. He either doesn’t know or doesn’t give a rap what and how he with the owners’ vegetables. Care be had that so vegetables are not placed in the win- dows that they will not get sold out As they are picked lettuce that shall bring out all does mus ot during the day. the at intervals, so that it may not get to looking what you might call “rag- ged,” a condition that gives the out pression to the buyer that you did/| assortment to} not ha nice ve a select from very even you started If there are any fruits and veg- of a perishable nature at night they proper attention and _ be utilized in the of waste- waste—goes on in the average grocery but a great deal of the window waste may be eliminated by a little looking out. when out. etables over should morrow’s trim. Lots -woful store, * * * Here is a trifle of advice to the beginner in window work. I ran across it in a contemporary trade journal the other day: “We have never had very much faith in a school devoted to the ‘Sci- | ence of Window Trimming.’ “From what we know of the prob- lem of arranging windows and the methods by which most successful window dressers acquired their knowledge, we could not conscienti- ously recommend that any one take up such a course. “Good trimmers learn what they know through actual experience, and through experience only. Each de- velops his particular method of go- | le |experience and trimmer inj- make the} propor- | utterly lacking in| failure. | is just as likely to put} n close proximity! “It has got so nowadays that we - s 1 | 1€ is to place the irule, prettier than high ones, many | display must be rearranged | im- | left | receive | carefully | ‘of the store front. “If you want to get on in the win-| dow trimming world, ask the biggest window dresser with whom you are acquainted to let - - + n ; his as- m get his stuff in art ac Gali ad windows and out of the and to see to its disposal after the trims are out. Working under a good man in this capacity, you will learn more about. practical window trimming in six months than you could possibly i out of books or through cor- respondence schools in six years. succeed as a window dress- € s: have no di culty whatever in securing a position of your own with a good house. Your chances of finding a situation with no merely the possession of a diploma from a correspondence ischoo! of assistant will you rimming wil! be about one in one million, or probably 1 sn i€ss. window window dressers expensive and no house is at all will- hire an untried recruit. As said, the chances for getting a lucra- tive position are much better if ‘begin as a windowman’s assistant and work up than if you try a 'respondence schoo] course and then attempt to get employment at once.” “First-class are +r . ng LO * %* * A salesman who also decorates the store’s windows was speaking, re- cently, about low shoes. Said he: have to carry all the year around all | Varieties of low as well as high foot- wear. Thefe isn’t one woman in fifty but what now wears low cut shoes iall summer long. They are, as a there are many styles to select from and they are cooler and easier to get into. All classes of women have suc- ‘cumbed to their fascinations, oldand young, rich and poor. They don them fearlier than the frost is out of the |ground and keep them on till autumn brings it again. They will freeze their and ankles before they will let them go, and now they have \adopted a way to get around discard- ing them when snow flies by taking soles to spats when Old Boreas gets fa- lmiliar and holds them in an_ icy clasp. “Qn this account we sell at least a third more rubbers than formerly, \for, whereas numerous women used ito wear thick-soled high shoes and no rubbers, now they are obliged to iwear rubbers to keep from taking with thin-soled shoes. “We can’t any more let our stock of these latter deteriorate for the ifrigid months. We keep all styles now all the year, per necessity. | “Girls cold low and young women prefer ithem to dance in and so we can’t let leven pumps run down. We _ never ihad such a call for them for street |wear as during this last summer sea- ison. Originally intended for dancing jonly, they have gradually worked \their way into use as a dressy street shoe. They give ample opportunity |to display handsome hosiery, with ino straps or ribbons to hide the imesh, so possibly that has had some- ithing to do with their popularity,” laughed the salesman. \ing after trade through the medium | “There’s not much opportunity for work on the leath- so he has to lay himself out on the only place to ornament pumps —buckles. And what beauties some of these are. Not in Grand Rapids, the designer to ers, j i lon Water |however, for this place is almost as'| j}conservative as i Boston. our feminine population afraid to wear anything don’t put on at once, women all look pretty much alike. I myself don’t think much of the style of Grand Rapids women. There are a few that know what in dress—who have the appearance of a chic New Yorker—but they are as scarce as hens’ teeth or angels’ vis- its. We can’t order what we'd like to in swell footwear because there’s no call for it in this burg. We tried it once and got hung up on our ex- ty of are that so that 1 } i what’s periment and after that we let wel! enough alone and stuck to reliables. 3ut it makes my eyes water when I go to some large city and see what we are missing here. The way the big stores lay in stocks of foot- wear finery for the women is a cau- tion; it would make a smal! towner’s eyes stick out. This applies especial- ly to pumps, for these being the most correct thing for tripping the ee light fantastic the designer can give his fancy free rein as to rich con- ceits.” “My time is somewhat limited this morning,” said I, “and I’m coming here sometime in the future and tell me all about these pretty-buckle ideas.” “All right,’ said the salesman pleasantly. “Step in any time and I'll talk more about them. I have some shoe trade journals that have whole pages devoted to the beauties and I'll have them ready for your inspection.” So I’m anticipating a. pleasure. ee New Flour Mill at Chelsea. have you Chelsea, Oct. 15—The new flour mill of the White Milling Co. is fast nearing completion and from present indications will be ready to start this week. The machinery is all placed in position and the mill- wrights are waiting for the belting, which is expected to reach here soon. The new mill has a flour grinding capacity of 125 barrels per day and the machinery is all of the most mod- ern make. The building has been wired and will be lighted with elec- tricity. It will also be heated with steam. A bin of 5,000 bushels ca- pacity runs from the basement to the roof, and another one of similar capacity is in the course of struction. con- a Glimpses of News from Wisconsin. Milwaukee—The Traveling Man is the title of a new monthly maga- zine shortly to be issued by Thos. J. Sullivan. It will be dévoted to the interests of the traveling fraternity and successful salesmanship. Fenwood—The Fenwood Cheese & Produce Co. has been incorporat- ed, with an authorized capital of $2,000. Racine—The Case Threshing Ma- chine Co. is disposing of all its roll- ing stock, consisting of eighty flat cars, which cost from $400 to $500 each, The majori-| New Wire Fence Factory. Port Huron, Oct. 15—The latest industry for this city is a factory for the manufacture of wire fence, which will be opened in the large building street owned by Jacob Meismer. The company, which is owned by Toledo parties, will em- iploy about forty men at the start, ‘they’ | our | and this number increased as the will be gradually business becomes i greater. | withdrawal I. W. Wilson has resigned as man- ager of the Wilson Saw Co., of this city. Since coming here from Chi- cago several years ago Mr. Wilson has built up a large business and his will be greatly felt at the plant. For the last year Mr. Wilson has acted as a member of the Police Commission. He _ will be succeeded by F. D. Keene, of Chi- cago. The Port Huron Engine & Thresher Co. is now employing 600 men at its different plants in this city, which is about the number otf men employed before the lay-off, a few weeks ago. At plant No. 1 there are 150 men at work, plant 2 has 200 employes and plant 3, 250. . The Washburn-Crosby Flour Com- pany, of Minneapolis, will open a warehouse here for the distribution of flour. Representatives of the com- pany have been in this city for the last few days looking for a suitable site on which to erect the building. ————_ 22 Already Enlarging Its Facilities. Lansing, Oct. 15—The Capital Furniture Co. has let the contract for a new three-story and basement building 4ox80 feet in dimensions. This company was only recently or- ganized here, but it has achieved suc- cess and is enlarging its facilities for handling its orders, which are steadi- ly increasing. This city is greatly interested in the outcome of the good roads agi- tation and the creation of the good reads district, which will come before the Supervisors at Mason next week. If the Board ratifies the action taken the model road to the College will be extended and thirteen miles. of country roads in this vicinity im- proved. The Lansing beet sugar factory will begin grinding beets to-morrow. The crop in this vicinity is large and the beets are of good quality. be eee Se Will Increase Its Capital Stock. Detroit, Oct. 15—The Pilling Air Engine Co., manufacturer of pneu- matic hoists, locomotive’ turntable motors and compressed air hoisting machinery, will change its name to the Detroit Hoist & Machine Co., a new corporation with capital stock fully paid in of $50,000. The Pill- ing corporation will be retained with a nominal capital to protect the name and good will. Both companies will be controlled by the same manage- ment. This company has just install- ed and is now operating its new plant. Other improvements will be added in the near future, provision having been made by the purchase of three acres of ground on the Grand Trunk at Milwaukee Junction, con- sidered one of the most advantage- ous shipping points in this city. pet eee ee eee A SERENITY TEENA AROS RR AR aire All Moen SS eel Pi saseeiigges caaens ainaneces oP resents Salil ea pe mainahinn : ; Hi : ADULTERATED BUTTER. Retailers Liable Only When They Know of Adulteration. A propos of the protest by butter dealers all over the country against being taxed to cents per pound for selling butter adulterated with more than 16 per cent. of water, where they bought the goods from the man- ufacturer believing it to be pure, the Internal Revenue Department has is- sued a statement to revenue agents and collectors. The statement clear- ly defines the status under the adul- terated butter law of the retail and wholesale dealer caught selling wat- ered butter innocently. The order, in part, is as follows: It has been developed by investiga- tions made by the officers of the Bureau that the adulterated butter act is and has been disregarded or ignored by many manufacturers of creamery, ladle and process butter, the result of which has been the cause of assessment and collection of the internal revenue taxes imposed by the act of Congress known as the adulterated butter law above referred to. Of course these taxes would not have become due had the persons in- terested kept their product within the limit fixed by the law and regu- lations. Practically all the trouble has arisen from failure on the part of buttermakers or manipulators to see to it that the moisture content of their product is kept below the 16 per cent. limit, thus placing on the market a class of butter designated by the law as adulterated butter, tax- able at 10 cents per pound, and fix- ing the liability of the producer as a manufacturer, requiring the pay- ment of a heavy special tax as well as the tax on the product. When these taxes have accrued no authori- ty exists for omitting their collection. In addition to the taxes imposed on the manufacturer who produces and markets the taxable product are the special taxes accruing against persons or firms who sell the same as wholesale dealers or retail dealers according to the quantity sold at one time. These latter taxes have neces- sarily been collected from dealers who have handled adulterated butter furnished them by the manufacturers, and their liability has been incurred without knowledge of the character of the butter handled and without intent to violate the law or carry on a business subject to tax. In this class of cases in almost every instance no liability would have been incurred had the proprietor of the creamery or other factory where the butter was produced furnished an article that did not contain an ab- normal quantity of water. Thus have innocent persons been caused ex- pense, loss of time and injury to business through no fault of their own, but by the handling of an illicit product which they had a right to suppose was free from liability to in- ternal revenue tax. From interviews with a number of prominent butter merchants and com- mission men, it is found that much of the butter handled by them is dealt in on commission and sold for account of the creameries, ladlers or renovated butter manufacturers, who retain the ownership of the goods until sold. In such cases it is held by this office that if the butter so consigned for sale is adulterated but- ter, the liability to special tax as dealer is on the creamery and not the commission merchant, who acts simply as an agent of the manufac- turer. Hereafter, in reporting persons or firms as dealers in adulterated but- ter it must be ascertained whether the sales were made by the manufac- turer through an agent, broker or commission merchant for account of the manufacturer, in which case the . MICHIGAN tax as dealer will be reported against such manufacturer and not against the agent so selling. When it is found that the mer- chant broker, etc., has become the actual owner of the adulterated butter by purchase or otherwise and has sold the same for his own account the liability to special tax as dealer is his and should be so reported for as- sessment. In such cases the name of the manufacturer or producer must if possible be ascertained and_ re- ported so that the business of such producer may be investigated with the view of requiring the payment of the special tax as manufacturer as well as the tax on the product remov- ed and sold illegally. As I view the matter the entire re- sponsibility for the exaction of any tax on the product of creameries and other manipulators of butter rests with the manufacturers. If the but- ter is so made as to avoid its being classed as adulterated butter or proc- ess or renovated butter, no tax ac- crues thereon under the internal rev- enue laws. It is believed that the manufacturers can control the per cent. of moisture in their product so as to keep it within the lawful limit. —_— oo Saginaw Jobbers Will Visit Their Customers. Saginaw, Oct. 15—The Saginaw Manufacturers’ and Wholesalers’ As- sociation has arranged for its sec- ond annual trade trip, over a_ por- tion of Saginaw’s trade _ territory. The trip will be taken on a special tfain on October. 22, 23; 24. Ehe first day the run will be from this city to Lansing on the Michigan Central, and Lansing to Saginaw on the Grand Trunk, 136 miles; the sec- ond day, Saginaw to Cass City, over the Pere Marquette, Grand Trunk and Michigan Central, 131 miles; third day, Cass City to Saginaw via Pere Marquette and Michigan Cen- tral; too miles; total, 367. miles Printed itineraries and circular let- ters, to be mailed to merchants at all of the points to be visited, are being prepared, and the trip will no doubt be as successful as that of last year. i Out After More Members. Kalamazoo, Oct. 15—For the pur- pose of boosting this city and keep- ing pace with all other cities of its size in the country a movement has been. started to interest every prop- erty owner here in the Commercial Club. The Club, which is now com- posed of about t00 merchants and manufacturers, has done good work. It is the intention to extend this or- ganization to all who have an inter- est in the city and by combined ef- forts enter into competition with other Michigan cities which will be hard to overcome. The interest in the organization is general and a committee is out soliciting members. —_—_>- + To Again Make Flour. Three Rivers, Oct. 15—-The Three Rivers flouring mills, which have been closed for some time, are ex- pected to resume -operations again in a few days, under the management of F. M. Rudd, of Bronson, and Deputy Oil Inspector Schellhous, of this city. The mills are of the very finest in this section of the State, and local capital is being subscribed to get the big institution going. ———_>-~2—___ Many a church is trying to make up for the putty in the pulpit by the starch in the pews. TRADESMAN CANDY PRICES Are About One-Third as High as in 1870. Grand Rapids, October 15—The Tradesman’s reproduction in a recent edition of an invoice from Putnam Bros. & Co. to Nelson Pike, of Mor- ley, bearing date of March 2, 1870, is indeed intetesting. If Mr. Pike were now alive and were to duplicate his order it would cost him at the present time only $4.29, as against $11.45, showing a reduction in the market price on sta- ple candy in this city of 62.5 per cent. since 1870. “his document is especially inter- esting to me, not only because of having been made thirty-seven years ago and by the writer’s own hand, but it marks the dawn of a now prominent and _ extensive industry and brings to mind some of the many struggles and incidents connected with the early history of the candy business in Grand Rapids. What is now known as the Put- nam Factory of the National Candy Co. was created by myself and my deceased brother, Joseph D., in 1865, and located in the old original one- story building at 11 Monroe street. Our assets were of very modest di- mensions, consisting largely of the elements of “protein” and “carbohy- drates” or muscle, nerve and good red New England blood, with a small percentage of “fat” or cash cap- ital. The latter was only $42, but, notwithstanding all this, it proved to be a well-balanced ration or combin- ation, as the results show that we built far better than we knew. The business thus established has been continuous. lt has passed through all the trials and misfor- tunes incident to the rearing of an ambitious child, but as a surviving parent it affords me much pleasure, at the end of forty-two years of ex- istence and at the golden period of my life, to know that the business resulting from a life’s work has suc- ceeded in building up and maintain- ing a reputation for pure and honest goods and methods surpassed by none and a volume already nearing a half million dollars annually, reach- ing not only into Northern Michi- ian, as at first, but to all the princi- pal markets in fifteen to twenty states, or practically from ocean to ocean. This record has been built on the “square deal” basis and I trust and believe will continue to the end. Ben W. Putnam. ——_~+~-.—__—_ He Doesn’t Believe in Ratings. “No, sir, I gave a commercial rating on myself to Dun or Bradstreet but once, and I never expect to do it again,” This remark was made a few days ago by a well known Kansas man of considerable wealth. “You see, the way of it was this,” he continued. “One of those agencies sent to me for a statement of my financial condition. I made a state- ment, at considerable trouble, going to great pains to have everything itemized and correct, and sworn to in legal fashion. Some time later, I was considerably surprise to find, on in- vestigation, that my sworn statement 3 had not been accepted, but that the statement of a certain man in my town, to whom the agency had writ- ten for information about me, had been taken instead. This man was a political enemy of mine and disliked me personally. He certainly gave me a good black eye. I was done with the commercial agency business right there. I give statements of my finan- cial condition to anyone of whom I ask credit. My standing with others makes no difference.” This man is happily situated. He is not asking much credit of any- body. But how about the business man who is obliged to put himself within, the recognized breastworks of business credit, and be prepared to show a clean bill of health on short notice to scores of people and firms who have never heard of him? In such instances, the commercial agency is indispensable. If in an isolated case here or there a personal spite is vented through the medium of the agency, it is unfortunate, and one of the things which the agency, no doubt, strives earnestly to eliminate. The work of the reliable commercial agen- cy, however, is one of the foundation stones of modern business methods, and has become well nigh indispens- able in the rapid and safe conduct of business.—Merchants Journal. ——.+-. Easily Turned. A small boy was asked to take din- ner at the home of a distinguished professor at Princeton. The ‘lad’s mother, in fear lest he should com- mit some breach of etiquette, gave him repeated directions as to what he should and should not do. Upon his return from the great oc- casion the mother’s first question was, “Harold, did you get along at the table all right?” “Oh, yes, mamma, well enough.” ~¥oOu are sure you didn’t do any- thing that was not perfectly polite and gentlemanly?” “Why, no—nothing to speak of—” “Then something did happen. What was it?” “But I fixed it all right, mamma.” “Tell me at once.” “Why, I got along pretty well un- til the meat came, but while I was trying to cut mine it slipped off on to the floor. But I made it all right.” “What did you do?” “Oh, I just said, sort of carelessly, ‘That’s always the way with meat ” tough _—_——o oo Already Employing Sixty Hands. Saginaw, Oct. r5—-Ihe latest new plant to begin operations in this city is the Saginaw Table & Cabinet Co.. one of the Herzog factories. This is located on the West Side. Ground was broken for the factory in July and it began shipping goods in Sep- tember, sending out last month goods worth about $5,000. During October it will send out $10,000 or more, and the output will be increased from month to month until the capacity of the factory, $200,000 a year, is reach- ed. The plant is now employing about sixty hands, and this force will be increased to too to 125 when run- ning at full capacity. ———_-.2>____ All helpful service is born of sym- pathy. nn were ener nn ana pores suse seea SaN On nea RSRNeNN: se aS SSS | ameeeamemmrmenimeeis mamanesnenonoaymnanne a vances tessa et _ — sn oc se OA SL TO NN aR i Neat as SS a a es MICHIGAN TRADESMAN Movements of Merchants. Hillsdale—J. A. Streifling, dealer in notions, has been declared a_ bank- rupt. Lawrence—Miller & Jennings suc- ceed C. R. Miller in the drug busi- ness. Mt. Pleasant—Mrs. C. H. Brown, of Manistee, has purchased the mil- linery and dress goods stock of H. Epstine. Manistee—F. W. Dunlap, who has been engaged in the grocery business here for several years, has retired from trade. Monroe—A. W. Blair, general deal- er, has added a line of groceries, which will be under the management of E. M. Batdorff. Ann Arbor—Wm. Illi has sold his bakery to Gottfried Schoettle and Fred J. Stoeb, who will continue the business at the same location. Yale—The Newell Furniture Co. has sold its stock to Arthur V. Parm- lee, of Almont, who will continue the business at the same location. Hastings—George Smith & Son is the name of the firm which will open a new meat market in one of the Newton buildings on Michigan .-ave- nue. St. Johns—W. J. Gonderman has sold his general stock to Burke Bros., of New London, Ohio, who will con- tinue the business at the same loca- tion. Plymouth—Roe & Partridge have sold their grocery stock to Cass and George Gittins, who will continue the business under the style of Gittins Bros. Manton—Will Bogart has purchas- ed the interest of Will Jones in the Jones & Moore meat market, and the firm will hereafter be Bogart & Moore. Delton—Peter J. Adrianson severed his connection with the Ald- rich Bros. hardware store and has purchased an interest in the Delton Mercantile Co. Lapeer—Stephen R. Bolton has purchased a half interest in the W. H. Tucker agricultural implement stock. The new firm will be known as Tucker & Bolton. Pontiac—R. L. Owen & Co. have sold their notion stock to S. 5S. Kresge, who will continue the busi- ness at the same location under the management of A. J. Hammond. St. Louis—Guy Eaegle has resign- ed his position in the shoe depart- ment at Tyroler’s Emporium and will remove to Shepherd, where he will has engage in the mercantile business with his father. Detroit—The Detroit Grocers & Butchers’ Supply Co. has been merg- ed into a stock company, with an au- thorized capital stock of $3,000, of which amount $2,000 has been sub- scribed and paid in in cash. Cheboygan—The firm of Chimner, Daley & McCallum, dealers in agri- cultural machinery, has been dissolv- ed and the business will hereafter be carried on by Peter Chimner, the senior member of the firm. ST TI IRE LIS a Petoskey—The Geo. Petrie grocery and bakery stock has been purchased at auction sale by Abram Smith, whose bid was $525. The former owner took the oven, show cases and cash register in lieu of a cash exemp- tion. Calumet—George G. Rodgers, of the firm of A. S. Putman & Co, druggists, stationers and _ jewelers, has sold his interest in the stock to A. S. Putman, the senior member of the firm, and will leave for Denver, where he may locate permanently. Bay City—The West Side Bazaar & Machine Co. has been organized and will carry on a merchandise business. The corporation has an au- thorized capital stock of $4,000, all of which has been subscribed, $500 being paid in in cash and $3,500 in property. Romeo—A corporation has been formed under the style of the Romeo Hardware -& Implement Co., which will carry on a general hardware, ag- ricultural implement and_ carriage business. The new company is capi- talized at $15,000, of which amount $9,000 has been subscribed and paid in in cash. Detroit—A corporation has’ been formed under the style of the S. A. Pasternacke Co., which will engage in the clothing, furnishing goods and boot and shoe business, with an au- thorized capital stock of $5,000, of which amount $4,000 has been sub- scribed, $3,000 being paid in in prop- erty and $1,000 in cash. South Haven—Adolph Ender has purchased the store building of John S. Malbone and the hardware and furniture stock of the Malbone Hard- ware and Furniture Co. and will con- tinue the business at the same loca- ton. The purchaser was formerly engaged in the wholesale and retail coal business in Chicago. Marshall—Mrs. Susan E. Cronin, owner of the large Cronin depart- ment store here, died Tuesday at the age of 70 years. She was the widow of Jeremiah Cronin and since his death, eighteen years ago, had con- ducted the business he left. Mrs. Cronin was prominent in literary, so- cial and philanthropic circles, an ac- tive worker in the W. C. T. U. and one of the wealthiest women in the country. Kalamazoo — The Baker-Hoekstra Co. has purchased a piece of ground just north of the old Lake Shore & Michigan Southern railway depot, be- tween the tracks and Porter street, and will begin the erection of a build- ing thereon in the near future. The structure will be of brick, three stor- ies and basement, about 30 by too feet in dimensions, to be used for a wholesale grocery and grocers’ spe- cialities warehouse, salesrooms and offices. The building will cost, it is estimated, about $10,000, and will be completed by early spring. The lo- cation is an ideal one for the busi- ness, sidings being run on the east side, and an open roadway on the west, giving ample facilities for the ijoading, unloading and hauling of freight. The house now makes a lead of grocers’ specialties, but will on completion of the new building en- gage extensively in the wholesale grocery business. Pe SENSIS erate Pontiac—H. Frank Messenger and R. D. Belt, two of the stockholders and directors of the Standard Vehicle Co., and who are also endorsers of notes of the company, have filed a petition for the appointment of a re- ceiver to take charge of the plant and property. All of the other parties are made stockholders to the suit. The petition alleges that L. W. Nich- ols, who has been the manager of the business, has mismanaged it, and having resigned and left town, there is no one with experience to run the business and that the appointment of a receiver is necessary to protect the interests of the creditors and stock- holders. Manufacturing Matters. Detroit—The Lee Chemical Manu- facturing Co. has increased its capi- tal stock from $10,000 to $20,000. Gaylord—The Frank Buell sawmil, one of the landmarks, is being dis- mantled and the machinery removed. It was operated by Mr. Buell many years. Dayton—The Dayton Creamery Co. has been incorporated with an authorized capital stock of $5,500, of which amount $5,200 has been sub- scribed and paid in in cash. Norway—The mill of the O’Cal- laghan Lumber Co. completed its sea- son’s run last week and the company has started logging operations. A number of jobbers are putting in tim- ber for this concern. Owosso—Sturtevant & Blood, of Owosso, have bought 500 acres of cut over cedar and hardwood lands near Lake City. Bolts are being cut and shipped to Grand Rapids, where they will be converted into excelsior. Grayling—The old Salling, Hanson & Co. sawmill is being greatly im- proved and its capacity increased. The circular saws have been taken out and a modern band saw outfit is taking their place. Other improvements are also being made. Detroit—The Enameled Steel Bar- rel Co., which will manufacture metal barrels, casks, drums and kegs, has been incorporated with an authorized capital stock of $50,000, of which amount $40,coo has been subscribed and paid in in cash. Talbot—The Talbot Lumber Co. closed its mill last Saturday after a successful run, 4,000,000 feet of lum- ber having been manufactured this season. The company’s camps have started and will put in about 5,000,000 feet of mixed logs next winter. McBain—James H. Carey, who op- erated a sawmill near McBain for some time, recently moved his plant to Channing, Iron county, for the pur- pose of cutting a tract of timber for the Foster & Porter Land & Lumber Co. After the machinery had been installed Mr. Carey sold out to the Foster-Porter people. Sturgis—A corporation has been formed under the style of the Stur- gis Steel Go-Cart Co., which will manufacture collapsible go-carts of all kinds. The authorized capital stock of the corporation is $97,000 common and $3,000 preferred, of which amounts $85,000 has been sub- scribed and $10,000 paid in in cash. Cadillac—The Cadillac Manufactur- ing Co., maker of heading, has just completed the erection of dry kilns to take the place of those destroyed by fire in July. They are double the capacity of those burned. The con- cern is doing a big business with a full force of men. Mr. Wilcox, the manager, says that it is not improb- able that the company will take up the manufacture of the Dolph folding crate, in which event there will be an- other factory for Cadillac. Ontonagon—The Nestor estate has bought the fine mill of the Metropoli- tan Lumber Co., on Iron River. It is not known where the new owners will move the mill, although efforts are being made by the Business Men’s Association of Ontonagon to have the mill removed to this city. Baraga is also making a strong bid for the loca- tion of the mill. The Nestors have large timber holdings near each of the towns. A meeting of the company will be held in a short time in De- troit and the final location will be de- cided. Bay City—Cedar operators predict that operations the coming winter will be on a less extended scale than usual. The big firms will put in the usual stock, but the high prices for supplies and for labor will keep many small jobbers out of the woods. Cedar railroad ties are held at 60 cents in the lower peninsula and 65 cents in the upper peninsula and there is an active demand. These prices are 16 and 20 cents higher than those of a year ago. Posts are 1o and 11 cents. The demand for poles is chiefly for the longer ones. Bay City—W. D. Young & Co. have decided to rebuild their saw- mill and flooring mill plant on their old site at Bay City and have a large force engaged in making ready the foundation. The flooring plant will be considerably larger than the old one. Several warehouses were saved froin the fire as well as the lumber in the yard. The buildings to be erect- ed include the sawmill, flooring and planing mill, power house and pump- ing station. The firm is making pro- vision for operating a force of 450 men day and night. Before finally deciding to rebuild at Bay City, W. D. Young & Co. took an option on the premises of the Haak Lumber Co., at Haakwood, Cheboygan coun- ty, about a mile and a half north of Wolverine, on the Mackinaw division. The Haak Lumber Co. started the town several years ago, having ac- quired several thousand acres of mix- ed timber, erected a sawmill, flooring and pianing mill and about thirty tenement houses. Subsequently the sawmill was destroyed by fire and the company disposed of its timber hold- ings and transferred its lumbering operations last spring to Oregon, with headquarters at Portland. This season the company quit operations at Haakwood and offered the plant and remaining holdings at a song to get rid of it. The logging road built to Haakwood and beyond by the Michigan Central to accommodate this company is being used by other lumbermen. Young & Co. have not yet exercised the option on the ptop- erty. The original investment at Haakwood amounted to $150,000. en You are free from any divinity so long as you despise any humanity. splash ari y pee ccioent A IEA 9 ED proses i i aetna Oca MICHIGAN TRADESMAN 5 The Produce Market. Apples—The market is strong and active on the basis of $2.75@3.25 per bbl. for fall varieties. Beets—soc per bu. Butter—The market is very firm. There is an active consumptive de- mand for all grades. The make is fully 25 per cent. below normal for the season, and stocks in storage are lighter than for years. The market is extremely firm, and if any change occurs during the coming week it will be an advance. The above describes the condition of all grades of butter. Creamery is held at 31c for-tubs and 32c for prints. Dairy grades com- mand 27c for No. 1 and 2tc for pack- ing stock. Cabbage—-5oc per doz. for home grown. Carrots—4oc per bu. Caulitlower—$r1 per doz. Celery—18e per bunch. Cocoanuts—$4 per bag of go. Cranberies —- Early Blacks from Cape Cod command $8.50 per bbl. Crabapples--$1@1.25 per bu. for Hyslips. Cucumbers—25c per doz. for hot house. Eggs—The market is practically un- changed. The receipts of fresh eggs are very light, and this grade there- fore commands outside prices. There are still some summer packed about, which must be sold at relatively low prices. Stocks in storage are decreas- ing satisfactorily and the consumptive trade is about normal. No radical: change is likely until freezing weath- er. Dealers pay 21c for case count, holding candled at 23c. Egg Plant—$r per doz. Grapes-—-Concords and © Wordens fetch 20c for 8 th. basket. Niagaras command 22c per 8 fb. basket. Dela- wares fetch 20c per 4 fh. basket. Bulk grapes range from $1@1.25 per bu. Green Onions -— 15c for Silver Skins. Honey—16@17c per th. for white clover and 1t2@14e for dark. Lemons—Californias and Messinas -are steady at about $5@5.50 per box. Onions—Red and yellow Globe (home grown) command 75c per bu. Spanish are in moderate demand at $1.40 per crate. Oranges—It is said that the Florida orange season will not open until about the middle of November, al- though stock is already being shipped from some districts. The new Cali-' fornia navels are expected by Thanks- giving. Valencias command $7 per box and Jamaicas fetch $4.50 per box. Parsley—2oc per doz. bunches. Parsnips—S8oc per bu. Pears — Kiefers fetch $1.25@1.50 per bu. Peppers—Green command 65c per bu. Red fetch $1.25 per bu. Pickling Onions—$2 per bu. for white and $1.50 per bu. for yellow. Potatoes—Local dealers pay 50¢ per bu., holding at 55c. Poultry—Local dealers pay 8%c for live hens and 12%c for dressed— spring chickens the same; 9%4c_ for live ducks and 13c for dressed; 14c for live turkeys and 16@2oc for dress- ed. Receipts are heavy, but there is no accumulation on account of heavy demand, both local and outside. Quinces—$2.50@3 per bu. Squash—tc per fb. for Hubbard. Tomatoes—soc for green and 65c, for ripe. Turnips—4oc per bu. Sweet Potatoes—$2.75 per bbl. for Virginias and $4 per bbl. for Jerseys. Veal—Dealers pay 6@7c for poor and thin; 8@o9'%c for fair to good; 9@o9'%c for good white kidney from go tbs. up. Le el Millersburg—The Michigan Han- dle Co. has begun the erection of a plant at this place. This company is composed of the two lumbering tool companies, the Champion Tool Co. and the Evart Tool Co The com- pany manufactures a large quantity of cant hooks, pike poles and other implements that require handles, and as there are ample timber resources at this place, that location was se- lected. The process is very simple. The logs are converted into plank, then ripsawed and turned into han- dles. Maple timber is used in the production of the handles. The main building is to be 30x60, boiler house 24x30, constructed of brick with stone foundations. —_—_—__2- 2 Cheboygan--The largest sawdust pile in the world is to be found at Cheboygan. It is a hill 1,080 feet long, 735 feet wide, 3,625 feet in circum- ference, ranging from 25 to 50 feet high, and covers twelve acres of ground. It has been accumulating from the saws of one company since 1877. Many years the company tried to burn the pile; but only the out- side would burn. Since then chemical uses have arisen for sawdust, and the huge pile increases year by year, pending conversion into charcoal, al- cohol or oxalic acid. On digging in- to the interior the sawdust is found as bright as on the day it was made. —_>-~~___ With a half hundred representa- tives of the jobbing and banking in- terests of the town off on a special train through Southern Michigan and Northern Indiana, renewing old ac- quaintances and making new ones, the local jobbing houses have a some- what deserted appearance this week. Judging by reports from the towns along the way, the party is being very handsomely received and much good is expected to result from the trip. —_——_2+»___ Peter Schuit, formerly engaged in the grocery business on Ottawa street, has engaged in the bazaar business at 47 Grandville avenue. The Leonard Crockery Co. furnished the stock. —_-s-e-a——— — Wm. Alden Smith has been elected a director of the Old National Bank, filling the vacancy caused by the resignation of FE. G. Studley. ———_»--~e__ H. J. Gerhardt will open a shoe store at Reed City. Hirth, Krause ‘& Co. furnished the stock. —_———_—__2- 2 Get heaven into people and you will not need to worry about getting people into heaven, The Grocery Market. Sugar — There is practically no change in prices and refined seems reasonably certain not to advance, although it is doubtful if the refiners are making much money at the pres- ent market. The Federat Refinery has secured a large number of orders on a basis below the Trust, and there is expectation in some quarters that the latter may decline its price to meet the Federal’s. Other authori- ties predict that the Federal may advance to meet the others. The demand for refined sugar is rather better than usual at the season. Teas—All grades of Japans are strong, some authorities insist that the market is stronger than it has been for three years. Coffee—The market for Rio and Santos grades has shown some slight fluctuations, but they have not been important. The consumptive demand is fair, but the speculative demand is still very narrow and dull. Mild coffees are strong, particularly Bo- gotas. Javas are also strong. Mocha is unchanged. The general demand is good. Canned Goods—Standard tomatoes have advanced about 2%c per dozen. The market is strong. Western pack- ers are drawing on the East for sup- plies. Jobbers are placing orders freely in the East. Corn is strong. Weather conditions continue to fav- or a strong market. Most jobbers are working hard to make full deliv- eries of fall contracts on peas. Near- ly all grades of peas are short. Pack- ers have advanced prices materially simce thenew pack came on to the market. All kinds of beans, includ- ing baked beans, are strong. White Wax are scarce. String beans are in short supply. Asparagus is so high as to be almost out of the running. Gallon canned vegetables are in short supply and prices rule very high. The market is firm. All Eastern canned fruits continue strong and most lines are in short supply. This includes raspberries, strawberries, blackberries and other small fruits of all grades. Eastern peaches and pears continue very strong. The entire list of Cal- ifornia canned fruits is held strong. Most packers will make full deliver- ies on fall contracts, but surplus on many lines will be very short. All lines of preserves are well maintained at advanced prices. Everything in gallon fruits is in short supply and very high. Gallon apples are espe- cially strong. All grades of salmon continue strong. No change from previous reports. The market is stiff all along the line. Lobster is scarce and high. An advance on sardines is predicted. Cove oysters are firmly held and not very plentiful. Dried Fruits—Apricots are selling in a small way. New currants are getting in and the market rules quiet at unchanged prices. New _ raisins are selling readily at good prices. Ap- ples are firm and unchanged. New prunes show a decided weakness on the coast, apparently due to a desire to sell. Old prunes are pretty well sold up. The new are quoted at 4@ tc below last quotations, and the market is rather soggy, since the slump promptly choked off every- thing but the necessary demand. Peaches are dull and unchanged. Cheese—The make of September cheese is about half what it was a year ago, owing to the continued short supply of milk and the demand for it for other purposes. All cheese manufacturers are much behind in the orders of September cheese. The future is very uncertain. Stocks are short and the future depends on consumers’ willingness to go on pay- ing the excessive prices. Rice—Shipments are moving out freely and the market is steady. The market on all lines of cereals can be described as steady all line, Syrups and Molasses—Corn syrups are firmly held, owing to high prices of raw materials and big demand. Maple syrups of every description are along the strong. New Orleans molasses shows no particular feature. Fish—Cod, hake and haddock are in good fall demand at unchanged prices. The advance in domestic sardines has not aroused much inter- est. The demand is fair. Imported sardines are firm and unchanged. Sal- mon is firm and unchanged. A _ nota- ble feature of this year’s mackerel catch is the exceedingly small per- centage of large fish. The percent- age of No. Is was only 3% of 1 per cent., and of No. 2s 5 per cent. The remainder were 3s, 4s and ss. This assures a scarcity of large Norway mackerel throughout the winter se:- son. Prices on all grades of macker- el have remained firm during the week, with an active demand. Provisions — Everything in the smoked meat line is about normal. Stocks are about average for the season. 30th pure and compound lard are firm and the demand is very active, but without change in price Barreled pork, canned meats and dried beef are all in satisfactory de- mand and unchanged in price. 2-2. New Hand at the Helm. The annual meeting of the Retail Grocers’ Association was held at the Board of Trade room Monday, Oc- tober 14, and the following officers were elected for the ensuing year: President—Fred W. Fuller. First Vice-President—Glen DeNise. Second Vice-President—Bert Pet- ter. Treasurer—Frank L. Merrill. Secretary—L. Johh Witters. Guard—John Lindemulder. It was arranged that the regular meeting of the Association be held in the Knights of Columbus hall in the Herald building for the present, on the second and fourth Thursday of each month. The next meeting will be held on Oct. 24. Committees for the ensuing year will be appointed at that meeting. The newly-elected Secretary has been a faithful member of the Asso- ciation for a good many years and those who know him need no as- surance that the duties of his office will be discharged in a satisfactory manner. ——__-- The Michigan Desk Co. has been re-organized, with an authorized cap- ital stock of $50,000, of which amount $40,000 has been subscribed and paid in in cash. —_——_~++.___ It is hard to stay blue when yoy are brightening the lot of another, nape tetuatanesarerensees ostansasesseesiaiaaaeaes remmcencccue er teranree eae NTN eS TTS ere NSS A US SS RT aa SNOT OT NT A NE PATS ao J | MICHIGAN TRADESMAN DESIRABLE CUSTOMERS. A Business Deal With a Young Girls’ Club. Written for the Tradesman. Two young girls, one in pale blue and one in a fetching costume of pink, came into the crockery store about a yard behind a stalwart young man who was carrying a hamper of dishes. The girls were pretty, and the best of it all was that they them- selves did not know how sweet and wholesome they were. They had leased the dishes for a picnic given by the West Avenue Girls’ Club, and were returning them. The merchant advanced to meet them, wishing that he had a pair like that in his own home. The stalwart young man placed the hamper on the coun- ter and stood waiting. “You tell him, Mayme,” said the girl in blue. “Tell him yourself, Estelle, the pink girl. Then the girls looked at each other and giggled and blushed. It is a fine thing for a girl to know how to blush. In the swift ways of the time most girls have lost the art of blush- ing. “We've brought the dishes back,” said the pink girl, in a moment. “IT see,” said the crockery merchant, with a smile. “Hope you had a good time at the picnit.” “Indeed we did,’ replied the blue girl, “Only—” “No accidents, I trust?” “N-o0-0-0-0, only—” The blue girl tapped the polished toe of her shoe with her parasol and the pink girl took up the tale of woe. “I'm. afraid,” she said, “that some of your dishes are broken.” “Nothing serious, I hope.” The merchant began to feel a trifle uneasy, but when one is doing busi- ness with a pretty girl in pink and a pretty girl in blue what is the use of permitting all the emotions of the soul to show in the face? ery man smiled. “It’s just this way,” began the girl in pink, “Johnny was carrying the hamper and some one threw some- thing, and—” “Never mind,” said the merchant. “We'll take a look at the hamper and see how the dishes look.” As he advanced to the counter where the hamper stood the stalwart young man made for the door. He had a notion that when the curtain went up on the next act there would be a special not on the bills. The merchant uncovered the ham- per and stood above a wreck of china. “Why,” he said, “I guess about ruined the set.” “The idea!” said the pink girl, “I saw several pieces in there that were almost whole. You'll find them in there if you look.” When the dishes ” replied you've had been taken from the store they possessed a value of about $50. Now it was the whole outfit to the garbage can. There were cross words on the crockery man’s lips, but he saw the sweet faces before him and held them in. “Tt’s just awful,” said the blue girl, “and I don’t know what we’re going to do about it. I told sister that I’d The crock- | rather die than bring the dishes back here.” “How did it happen?” crockery man. The girls blushed and giggled again, but there was a look of fright in their faces, for all their pretense of merri- ment. “Alonzo sat down on the hamper and the top collapsed,” said the blue girl. “Did Alonzo suffer any injuries?” asked the merchant. “Why,” replied the pink girl, “I guess the dishes got most of the dam- age. Do you think it was polite in Alonzo to sit on the top of the ham- per?” “No,” replied the merchant, regard- ing the wrecked dishes ruefully, “I don’t think it was nice of Alonzo to sit on the top of the hamper. Where is Alonzo?” “He had to go away on a train,” replied the pink girl. “He has gone to Detroit.” “T see,” mused the crockery man. “And when is Alonzo coming back?” The merchant was angry at Alonzo, not for breaking the dishes, but for permitting these two innocent kittens to come back and face the calamity alone. “T don’t think he’s coming back,” said the pink girl. “He’s awfully cut up about the dishes. I suppose it will cost us all themoney we’ve got.” “T’ll look the dishes over and see,” said the merchant. “It may not be as bad as you suppose. Some of the pieces at the bottom may be all right. Is this Alonzo a very heavy man?” ; “Oh, no,” from the pink girl. “He’s quite light.” “But the dishes are smashed clear to the bottom.” “T’ve been thinking,” said the pink girl, “that some of them might have got cracked when the hamper fell out of the carriage.” “Oh, the hamper fell out of the carriage, did it? How did that come about?” “Why, Willie was holding to it and Charley hit him with something, and there were the dishes in the road. But the road wasn’t very hard there— that is, not so very hard. Do you find any whole ones there?” “No, 1 do not.” “Tt’s just awful,” declared the blue girl, “and I know I sha’n’t sleep a wink to-night, for thinking of it. I thought I saw a whole dish down there.” ; “No, it’s broken, like the rest.” “Well, there’s only a little, tiny piece gone out of it. If we found the piece do you think you could stick it on?” : “Tm airaid not.” asked the “I don’t know what papa will say,” cut in the pink girl. “You won't tell papa, will you?” pleaded the girl in blue. “We would not hear the last of it for a year.” “But the dishes cost—” “Oh, dear! broke and have such things happen. How much will we have to pay?” The girls got out their purses and began counting over dimes and nick- els. There wasn’t more than two dollars in the whole outfit. It’s awful to be about! “I don’t care,” said Mayme, “I just think Alonzo ought to have stayed here and helped pay for the dishes.” The crockery man thought so, too, and was so earnest in his conviction that if Alonzo had been there at that time he would have heard something that would have made his ears burn. Still, the merchant liked the nerve of the girls, coming there alone, deserted by their escorts, to face the music. “Well, we'll give you all the money we've got and it will be midnight when we get home for we've got to walk, and mother will want to know where we've been, and there will be a scene. I just wish we could have an earthquake that would smash everybody’s dishes. I never want to see another dish as long as I live.” Now, the crockery man had just purchased that set for use at picnics, and was out the price at the first transaction, but there was an element of humor in the innocence of his cus- tomers that appealed to him strongly. “How much money have you?” he asked, The girls counted their coins over for the third time. “T made two dollars the first time,” replied the girl in pink, “but it falls short a dime. That makes it one ninety. You can take that.” “How much more shall we have to pay?’ asked the girl in blue. “I hope it won’t be much, for papa does not give up much money.” The crockery man said he’d go back to the office and find out how much the dishes cost. When he got back to his private room he sat down in a chair and laughed until the tears ran down his cheeks. The girls were so innocent, yet so willing, and so nervy, that he wanted to let them out of it with flying colors if he could. Of course it was expensive, but when one does business with a pretty pair like that he must not be too commercial. He went back to the girls and stood before the wrecked china. “T find,” he said, “that the dishes cost a dollar. Fil collect that of Alonzo when he comes back. No, I won't tell papa. Now go on home and cut out that crowd of four-flush- ers who left you girls to face this thing alone.” And the girls blushed and went on their way, hand in hand, rejoicing. “A man is a fool to sacrifice $50 to a pair of pretty faces,’ mused the crockery man, “but I admit that I am 2 fool,” All of which recalls Whittier’s sug- gestion of “Flowers in traffic’s led- ger pressed, and human hearts. in bulls and bears.” Alfred B. Tozer. —_+ 72> Not Discharged. An old antebellum negro in a small Southern town was_ arrested and brought before the village magistrate for drunkenness. He asked for a lawyer who had helped him out of scrapes before, and the magistrate sent for the attorney. The young man came into the little office where the usual crowd of spec- tators had gathered, and asked the old negro, “Well, William, what are you charged with this time?” Sadly the ancient darky replied, pp? “Ross, I’s charged with wh'sky! i Butchers and Drawn Poultry. It will be highly satisfactory to the butchers throughout this _ entire country that the master butchers’ or- ganizations are a unit against any suggestions of a law that poultry in- tended for sale’ shall be drawn at time of slaughter or before being sold by the master butchers. Within the last three years there has been a craze among many of the faddists and theorists who are permitted to be at large to upset and derange the poultry business, which in the main almost reached perfection. These gentlemen have been so plausible in their arguments that many good men have fallen under their sophistry and in a few cities ordinances have been enacted, making it a misdemeanor to offer for sale any poultry which had not been drawn within a few hours of slaughter. The germ technically known as “plausibility” had somewhat affected some of our butcher friends to the extent that they openly favored the new idea. Now, we are pleased to that after hearing arguments pro and con, they have joined their brethren and to-day finds the master butchers in one solid phalanx against any interruption of the trade and with a determination to bring about the repeal of laws or ordinances which compel the drawing of poul- try before offering for sale. This action on the part of the butchers has come about through communing with one another, and it speaks volumes in favor of organiza- tion. If the average butcher would but give a minute’s thought as to what can be accomplished through organization he would become one of the greatest of enthusiasts.—Amer- ican Meat Trade Journal. —_2>->—____ Points in Cow Psychology. A writer in the Chicago Tribune has formulated a series of rules of etiquette for milkers, framed after the discovery by the faculty of the Technical College at Chelmsford, England, that cows treated politely will give more’ milk: say, Always approach a cow from the right side, bow and say: “Good morning, does your cud suit you?” Always lift your hat when you en- ter the milking room. Always enquire if your cow slept well. Remember a kind word from the mouth is worth two quarts in the pail. Should the cow kick the bucket, slap her gently and playfully on the ankle. Should the cow dip her tail in the bucket and slash it across your face, say: “You mischievous thing!” Should the cow tread on your feet Or squeeze you against the side of the barn laugh merrily and make a jesting remark. Remember that addressing any self-respecting cow as “So-Boss” is an effront likely to cost you a quart of milk. When your cow has jumped the pasture fence and you find her tak- ing a stroll in your geranium bed, appear not to notice that she done anything wrong. has en eee ; Fy ees ee ee cnn seneaaicnaaakan Aaah Doi cn crews a sata py ene SS SO Peres 0 eee Salary Jumped from $600 To $40,000 Per Year. Ten years ago Mr. Conde Nast went to New York City and started to work for $12 a week; a few days ago, at the remarkably early age of 34 years, he resigned a position with a salary of $40,000 a year. During his ten years of service he remained always “on salary;”’ that is to say, none of his astonishing income—he has been receiving $40,000 a year for the last three years—has been due to dividends. Here is a man who does not have and has not had a bit of interest in the ownership of the concern that employed him. The dec- ade of his labor has been with one firm—Collier’s—and his rise from a job at a clerk’s hire, $12 a week, to a position with a salary nearly that of the President of the United States, has been due, surely, to business ca- pacity of a rare order. Mr. Nast is known to the publishing world as perhaps the greatest expert in the country on national advertis- ing. Probably he has been, during the last three or four years, the high- est salaried man of his age in the world. Young men, combining labor and capital, have frequently made a larger income than $40,000 a year—so frequently indeed that the fact ex- cites little comment. But labor alone at such an age has rarely produced this annual sum. There is a romance of business life in the story of such a success, and in the remarkable fact that a young man who had gone so far should give up such an income to venture for himself. Mr. Charles Schwab remarked not long ago that a college education un- fitted a man for business life or ex- ecutive duties, and some years past Mr. Horace Greeley expressed more than contempt for a young man who would waste four years of valuable time in such a cause. Brilliant exam- ples of success with and without col- lege education exist everywhere, and the question will probably never be settled. But whether or not these two authorities on success were right, in the instance of this particular young man their theories have been knocked higher than a kite; for Mr. Nast, with, in their judgment, the handicap of the degrees of B. A., M. A. aud LL: B., started his business career at 24, and in his early thirties has achieved a most notable success. He not only spent four years in col- lege, he spent seven years of prepara- tion, and all for a business career! Yet this proves nothing. There are thousands of young men who come to Chicago and start in every year at $12 a week—or less—and hundreds of them have excellent college train- ing. The city spells opportunity to them, and, with all sorts of imple- ments, from a pick to a diploma, they hope to carve out fortunes. Most of the thousands of yearly recruits are swallowed up in the rank and file of the business and professional armies of the country. There are few who make much of a success before 40, and, the Osler theory to the contrary notwithstanding, it is the middle aged man who is notable in business or professional life. Mr. Nast really started a business training while he was in college. He seemed responsible enough to his MICHIGAN TRADESMAN fellow students to be made manager of one of the athletic associations and during the third and fourth years of his life at Georgetown University he was business head of most of the student organizations. His reign over the athletic affairs of the insti- tution led many of his associates to predict for him a brilliant career in any line of business. At 22 Mr. Nast, M. A., fresh from the University, returned to his home in St. Louis. His parents wanted him to become a lawyer; the young man wanted to go into business, but de- cided that a training in law would better equip him for whatever busi- ness he undertook. At the end of two years he was graduated from the law school of Washington University and admitted to the bar. “Then I didn’t know what to do,” says Mr. Nast, relating his experi- ence in getting a start. “I was 24 years old and had little experience. I didn’t mind working for $10 a week, or nothing, for that matter, provid- ing I was put in a position where I could learn, could gain some experi- ence, but the possibility at my age of 24 of being pocketed for two or three years where, at the end of that time, I would have made no start, filled me with dismay, and I nearly wept over the seven years I had spent at college and law school. I knew that I didn’t want to be a law- yer, but I had no idea how to get into business. “Tt happened that my brother had put some money into a small printing establishment, and that fact gave me my first job. The manager of the place didn’t know what to do with me and I was of no use in the shop, so he sent me out to solicit business from the merchants. I asked him where I had best go to find busi- ness. He said, ‘You know a lot of people in this town; go to your friends.’ I did not like to do that, ;o I made a chance solicitation here and there. It resulted in no business. Then I recalled that during the next month there was to be a merchants’ exposition in St. Louis. The thought occurred to me that if I could only get a list of the exhibiters such a list ought to open up a fertile field, that most of them would want considera- ble printed matter. The list was at first refused me, but the next day I managed to get it. “My anticipations regarding the fer- tility were more than realized; in fact, every merchant I called on that day treated me as if I were doing him a favor, whereas the day before I was treated as a ntisance. The next afternoon I brought into the printing shop literally an armful of orders and requests for estimates. The manager thought I was playing a joke on him, for here in one day’s work was a volume of business that overtaxed the plant, but when he realized the situation I felt sure I had ‘made good’ at my first job.” Here was a simple and easy thing to do, once the idea was secured, and yet how few get the simple ideas that are so valuable. Even the manager of the printing plant had not thought of this obvious source of business for him. That incident was the start of a wonderful business career. It was simply the principle of business get- ting effort where business is to be had. An offer of partnership in the print- ing shop was made to Mr. Nast soon after his start, but he did not accept. Instead, he applied for a place in New| York City. His application resulted in a position at $12 a week, and he started East at once. At that time Collier’s was almost unknown; it had a small circulation and a smaller ad-| vertising patronage. Mr. Nast was set to work getting advertising, and he found it an impossible task. He knew. nothing of advertising at the start. No one wanted to use the pub- lication; indeed, all weekly publica- tions were out of favor. Everything | seemed against him. The year be- fore Mr. Nast started the whole year’s revenue from advertising was about $5,500. Mr. Nast then decided on an entire- ly new method of soliciting advertis- ing; he stopped asking advertisers to go into the paper. He sent the pub- lication regularly to every one in the advertising business, and, for six months, he kept away from any ad- vertiser or agent. In the meantime, however, he was not idle. He began the preparation of series of letters, he studied the inside of the business, he learned how to overcome the serious difficulties, and when he went back to the advertisers he began to make real progress. From this small start the business progressed rapidly. Mr. Nast evolv- ed a system of looking after every “individual unit.’ Chere never was a piece of copy too small to be can- vassed and as vigorously as the large This was done through letters that have become famed as samples of business literature. The Nast letters are known to every advertiser, agent. publisher and editor in the country. From an annual income from ad- vertising of $5,500 the advertising rev- enue of the publication rose for the tenth year of Mr. advertising manager to an income of ¢y,000,000. During his last three years in that capacity the publication carried more national advertising than any other periodical in the world. The growth of this business was the business growth of Mr. Nast. He grew along with the business. And _ his success was not accidental. His abil- ity appealed. to every active man in the publishing business. When he was only 3 years old one of the New York newspaper publishers offered him $30,000 a year to go with him in a managerial capacity. Now Mr. Nast, at 34, has decided to go into business for himself. Nast’s service as Mr. Nast has an interesting person- ality. He has no pride of position—his sole idea about work is to get it done in the quickest possible way. He has one characteristic that few men have —-the ability to “shed” work. His one desire once he has put a plan into action is to turn it over to a lieuten- ant, he himself going on to some other work. He is alert, active, ag- gressive, a sure judge of men, and, being at the age when most men are beginning to be successful, it would be difficult to express, without superl- atives, the opportunities and attain- ments that the future holds in store for him. Herbert McLeod. T Gold Watch in Cow’s Lung. The following timely and veracious |story of a calf came over the wire ilast week from Lexington, Ky., to }an astonished world: | Dr. D. B. Bell, one of the best |known veterinarians in this city, has been called in to vouch for the find- ung of ing of a gold watch in the g Dryden, a butcher, and so appointed referee in a contro- a cow by E. watch Israel lversy over the claim to the made by the original owner, Rudge. Dr. Bell says that in the spring of root Mr. Rudge was at work in his |barnyard when a calf got hold of his waistcoat and chewed it up. He could not find his gold watch, but he sold the cow a few months ago to Mr. Dryden he said he believed the animal had swallowed his gold watch six years before and jokingly told the butcher to look out for it. when Mr. Dryden found the watch in the left iung of the cow. He says the watch was running and recorded the correct time within ten minutes. Dr. Bell says the only way ‘he can account for the watch running is that the breathing of the animal kept it wound up, owing to the post- tion it occupied in the lung. He holds that the watch belongs to the butcher. The farmer is not. satis- fed and may go to court. 2s? His Neighbor’s Cat. A Lansing lawyer tells of a mer- chant living in that city whose sleep had been disturbed nightly by the howling, on his own back fence, of his neighbors cat. At last, in de spair, he consulted his lawyer. “There sits the cat every night on explained the man, “and he yowls and yowls and Now, I don’t want to have any trouble with this neighbor; but the thing has gone far enough, and [ want you to suggest a remedy.” our fence,’ unhappy yowls. The lawyer looked solemn and said not a word. “T am well within my rights if I shoot the cat, am I not?” asked the sufferer. “T would hardly say that,’ replied the legal light. “The cat does not belong to you, as I understand it.” “No” “And the fence does?” “Ves” “Then,” concluded the lawyer, “I think it safe to say that you have a perfect right to tear down the fence.” Quality Always Wins This is the reason our Harness Trade has increased so much and why we can guar- antee absolute satis- faction, as its ALL IN THE QUALITY. Sherwood Hall Co., Ltd. Grand Rapids, Mich. ss cine Ania tient alt aE ee MICHIGAN TRADESMAN DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Grand Rapids, Mich. Subscription Price Two dollars per year, payable in ad- vance. Canadian subscriptions, $3.04 per year in advance. No subscription accepted unless ac- companied by a signed order and the price of the first year’s subscription. Without specific instructions to the con- trary all subscriptions are continued in- definitely. Orders to discontinue must be accompanied by payment to date. Sample copies, 5 cents each. Extra copies of current issues, 5 cents; of issues a month or more old, 10 cents; of issues a year or more old, $1. Entered at the Grand Rapids Postoffice. E. A. STOWE, Editor. Wednesday, October 16, 1907 SOLO BY MR. UDELL. No better evidence as to the lack of public interest in and sympathy for the excellent work done—neces- sarily limited—by the Charit‘es Organization Society of this city could have been afforded than that which was offered Monday evening at the Ladies’ Literary Club audito- rium, the occasion being the annual] meeting of the society in question. 3etween 400 and 500 invitations to attend the meeting were sent out a fortnight in advance of the occasion and various reminders as to its ap- proach were published in the daily papers; and yet there were but sixty- six persons present. And this num- ber was made up of officers of the organization and members of their families, two or three clergymen, two representatives of the Salvation Army, one or two school teachers and perhaps twenty-five or _ thirty others who are members of the so- ciety. Aside from Messrs. Perkins, Udell, Wiley, Martin and Twamley, there was not a single member of the Board of Trade present, and yet at the last meeting of the directorate of that body a formal resolution was adopted commending the work of the C. O. S. and promising earnest co- operation. The programme presented was in- teresting in itself, particularly the music given by Mrs. Victor Duncan, who sang two solos beautifully, and Mr. Wellenstein, accompanist; and the talk on Organized Charity by H. L. Udell, of the Chicago Bureau of Charities. Unfortunately Miss Clara FE. Kummer, Assistant Secretary of the local Charities Society, was un- able to be present because of illness. and so those who were there lost the opportunity pose, the methods, the and the results obtained by a young woman skilled in her work, enthusias- tic as to its value and _ thoroughly alive as to the possibilities along such lines of effort. There is no department of human endeavor more dependent upon abso- lute sincerity, tireless energy and en- thusiasm over the purpose worked for than is the effort to ameliorate human suffering, and Mr. Udell, who presented an analysis of that work as it has been revealed to him, has, beyond all question, those qualities of sincerity, energy and enthusiasm, His of hearing of the pur- experiences conception of the work he has been engaged in for so long is cosmopolitan in its breadth and utterly untramel- ed by creed restrictions. Tersely did he classify the term “Scientific Char- ity” as the result of investigation, co-operation and regeneration for its basic essentals, and the reminiscen- ces and arguments which he offered made out his case thoroughly and convincingly. Aside from the music and Mr. Udell’s address, the annual meeting of the C. O. S. was extremely de- pressing. Whether this was because of the small audience, or whether it was because of lack of enthusiasm on the part of those who were at the meeting is beside the question. Such an occasion, if it is to be simply a cold, hard presentation of facts, should be observed in the _ funereal quiet of the closet; if it is expected and planned that the event shall be inspiring and regenerating in its in- fluence, it is the bounden duty of those having the affair in charge to show their own force, faith and en- thusiasm and compel the atmosphere of exaltation, zeal and determination which is so necessary to the welfare of an organization entitled to the confidence, the sympathy and_ the support of the public. Statistics, didactics, homiletics and painful dig- nity are not calculated to animate and cheer a miscellaneous audience how- ever small or large, except they are given zest by the ardent manner of those who are giving the instruction, those who are doing the preaching. Mr. Udell performed his share of the work well, but one man alone is at a tremendous disadvantage when those who secure his services are content to remain complacently grave, complacently sincere, com- placently faithful and complacently co-operative. BOARD OF TRADE METHODS. The Civic News editorially criti- cises the methods followed by the Grand Rapids Board of Trade in its creation of a committee to nominate officers and directors of that body, and in its form of a secret ballot. The methods thus criticised have been adopted as the result of a dozen or more years of various trials and ex- periments, and in the judgment of the sixty-five or seventy members of the directorate of that body they are best calculated to preserve harmony and secure the co-operation essential to the general welfare of the city and the usefulness of the organiza- tion. This judgment is no hasty nor care- less nor selfish conclusion. It is based upon most careful examination and analysis of all factors entering into the development of the policy of the Board; it has been most discreetly built up from experiences, from dis- cussions and recommendations by representative business men who, be- ginning as merely supporting mem- bers of the organization, have, through constant, loyal and intimate acquaintance with the multitude of problems that have come up during the past ten or fifteen years, been se- lected by the general membership of the Board to guard, develop, perfect and perpetuate the institution. Moreover, the plan in question is entirely fair and entirely secret, as is demonstrable to any person who cares to make an impartial and thor- ough investigation of the matter. A public welfare organization, large or small, is necessarily made up of ac- tive business men who indulge in guch membership as a matter of pub- lic spirit and loyalty to the best in- terests of the city where they live and where their interests are. Thisis quite as true of the membership of the Civ- ic League as of the membership of the Board of Trade. Nine-tenths of the members of the Civic League or of the Board of Trade are men who can not give the time to the practi- cal workings of the League (or the Board of Trade) that is given to those affairs by the remaining tenth of the members. And so the men who dominate the affairs of the League (or the Board of Trade) are looked to to continue their efforts by those who do not feel that they can devote much time or thought to any cause outside of their own personal enterprises. Occasional- ly, for one cause or another, a new “worker” develops in the League (or the Board of Trade), and there is no fact that is more readily recognized or more promptly utilized. The new worker is at once given duties to per- form in the League (or in the Board of Trade). He is most heartily wel- comed by the management of either organization, and it is inconceivable that any reputable citizen should be rejected as a worker by either asso- ciation in order to keep the manage- ment in the hands of a certain clique for their own personal interests. The make-up of the Nominating Committee of the Board of Trade is quasi secret because experience has taught that defeated candidates who were named by a known Nominating Committee have felt their defeat and have shown their feeling by break- ing long-established friendships with members of that Committee—a _ re- sult most deplorable and to be avoid- ed particularly, if possible, in a pub- lic welfare organization. Any member of the Board of Trade who believes that the balloting for officers is not secret has only to pre- sent himself at the polls on election day and deposit his own ballot. Such members as can not give the time to visit the voting place can rest assur- ed that the following plan is rigidly followed: Each member is provided with a printed ballot, a blank envelope and an envelope addressed to the Elec- tion Board of the Board of Trade, with a request that he will mark a cross opposite the names of the men for whom he wishes to vote, place the ballot in the blank envelope, seal the same and write his name outside the envelope, which he places in the addressed envelope, seals and posts. The Election Board consists of two members of the Board of Trade and the Secretary of the organization. As these votes by mail are received they are held unopened until the Election Board meets to conduct the voting. When the Board is in session the Secretary opens the addressed envel- opes, takes out the enclosed envel- ope, calls off the name written there- on—said name being then checked off from the membership list—-and hands the ballot, sealed, to a member of the Board, who opens the envelope, takes out the ballot and without unfolding it deposits it in the ballot box. As to the alphabetical arrangement of the ballot, the names of the candi- dates are set up in type, alphabeti- cally, and made up into a form. Then 125 impresssions are taken; then the form is transposed and 125 more im- pressions are taken; then the two col- umns are divided into halves and these halves are transposed six differ- ent times and 125 impressions. are taken of each transposition so that among the 1,000 ballots printed there are eight separate arrangements of the names of the candidates and whatever value there is in having a name beginning with A or B is com- pletely annihilated. THE FAT COLONELS. Not long ago President Roosevelt issued an order which carried dismay and astonishment to the hearts of the several score of superannuated staff officers located in Washington. The President commanded that in order to test their physical condition every staff officer detailed for duty at the War Department of the rank of Maj- or and above, including Colonel, should be compelled to take a fifteen- mile ride on horseback, going through all the paces, from walk to gallop. The President, in his usual strenuous manner, made it clear that his pur- pose was to force into retirement field officers no ionger able to stand the strain of mounted service in the field. It did not matter whether the field officers affected were commissa- ries, quartermasters or engineers, all must be able to ride and perform ac- tive field service, or they must go on the retired list. While the general opinion as to the President’s order is that it imposes some unnecessary rigors on quite a number of worthy officers, there can be no denying the wisdom of keeping all officers on the active list in good physical condition and able to perform such duties as may devolve upon them in the event of war. It was rather a hardship to compel a number of mid- dle-aged officers to submit to a rath- er hard test without previous notice. In pursuance of the President’s or- ders the whole company of “fat Col- onels,” as the unfortunates have been facetiously dubbed, reported a few days ago at Fort Meyer, near Wash- ington, for the fifteen-mile ride. Those who did not have mounts of their own were provided with troop horses. A physical examination prior to the ride showed that only two of the total number of officers were not in condition to risk the exercise. Ap- parently not a single one of the so- called fat Colonels failed to stand the test, as all made the fifteen miles without difficulty and without any ap- parent distress, hence if the Presi- dent expected that a number would go on the retired list as a result of the test he is likely to be disappoint- ed. Horsemanship will hereafter be- come more popular among the staff officers detailed at the War Depart- ment so as to keep in condition against the possibility of the Presi- dent's ordering an even more severe test than a fifteen-mile ride, Pein aR ee URE han OI SE ite oe) Fe : ; isco RRA SURE Mt Diesarnnentiad soos paar eee, ree tee: goer eo F \ Bi i 4 a ft eae eee eer MICHIGAN TRADESMAN 9 COMPETITIVE SYSTEM. Ethics Which Govern the World of Business.* In a letter to a friend Huxley de- clares that moral duty consists in the observance of those rules of conduct which contribute to the welfare of society and, by implication, of the individuals who compose it. These rules, he thinks, are discoverable, like the other so-called laws of Na- ture, by observation and experiment, and only in that way. The practical value of ethics con- sists in the discovery of these princi- ples by the analysis and comparison of types and consequences of con- duct. Thus the moral ideals which guide and inspire are disclosed to view. Thousands of years of human ex- perience have established many prin- ciples of conduct which may be ac- cepted as the coined wisdom of the race. The nature and consequences of a great deal of behavior are so well konwn that practically positive conclusions may be reached and ethi- cal principles applied with little dif- ficulty. In the problem before us, however, the respective merits and disadvantages of combination and competition are still undetermined. Some kinds of combination and com- petition stand condemned at the bar, not only of public opinion, but of ethical wisdom. Other kinds are not easily adjudged because their nature and effects have not disclosed them- selves with sufficient definiteness to warrant an intelligent opinion. We are now engaged in estimating the benefits and evils of vast combina- tions, observing their methods and results, and trying to eliminate evils upon which we have agreed by legis- lation and judicial procedure. Shall we destroy the combinations, or trusts, as evil in root and branch, necessarily a positive injury to so- ciety, a menace to government anda detriment to trade? Or, is the princi- ple of combination sound, the evil consisting not in the combination, per se, but in the methods used to pro- mote and to maintain it? Is compe- tition the life or the death of trade? What is the effect upon human char- acter of the competitive system and what, so far as experience will war- rant a prophecy, is likely to be the effect upon individuals and society of the present tendency toward com- bination? Before attempting any answer to these questions, let us survey the scope of our problem and indicate a few of the important issues involved in it. Herbert Spencer maintains that a regime of unrestricted competition— a struggle for the survival of the fittest—is necessary for and, in fact, does lead to the improvement of the species. The interest of the individ- ual is subordinate to that of the spe- cies. He concludes that what is true of the sub-human species is equally true of human beings. Mr. Huxley affirms that the cos- mic process works through the lower nature of man, not for righteousness, but against it. The thief and the *Paper by Dr. Alfred Wesley Wishart, Pas- tor Fountain St. Baptist Chureh, read at re- cent Unitarian Conference at Ann Arbor. murderer, therefore, follow Natureas much as the philanthropist. The cosmic process then has no relation to moral ends. Accepting this view, some tell us that Nature is a field where every creature struggles for itself alone, and this rule ought to be the rule for man, the weak going to the wall, where they belong. Mr. Huxley, however, does not co- incide with these deductions. “Ethi- cal progress,” he says, “depends not on imitating the cosmic process, still less in running away from it, but in combatting it. Social progress means a checking of the cosmic process at every step and a substitution for it of another, which may be called the ethical process, the end of which is not the survival of those who happen to be the fittest, in respect of the whole of the conditions which ob- tain, but of those who are ethically the best.” So, then, according to this view, all self-restraint, others-regarding mo- tives, helping of one’s fellows, al- though essential to ethical progress, are in violation of Nature’s process. Can we resist and supplant the cos- mic process by conduct directed to- ward moral ends? Mr. Huxley thinks so. “Man possesses,” he says, “a fund of energy, competent to influ- ence and to modify the cosmic proc- ess.” Assuming Mr. Huxley’s_ descrip- tion of sub-human nature as correct, is it logical to exclude from the cos- mic process this fund of ethical ener- gy which’ came from somewhere, and according to the evolutionist’s theo- ries could not have been injected in- to the world of man from without by some supernatural agency. It must have been evolved, then, as a result, a glorious fruitage, of the cos- mic process. Does not Mr. Huxley oppose one part of the cosmic proc- ess to another, the world of the brute to the world of man? The “economic man” of the earlier economists was surely a product of protracted contemplation of and ad- miration for the lower forms of the cosmic process. He was a creature who knew no motive but self. He was untrammelled by ties that might fetter the freest play of his self-seek- ing ambitions. No scruples of friend- ship, benevolence, sympathy or of any regard whatsoever for others im- peded the free flow of his movements along the line of his personal gain. In his “Political Economy” Fran- cis A. Walker defines competition as the operation of individual self-inter- est among the buyers and sellers of any article in any market. It is op- posed to combination and to senti- ment. “Whenever any agent,” says Walker, “does or for- bears anything under the influence of any sentiment other than the desire of giving the least and gaining the most he can in exchange, be that sentiment patriotism, or gratitude, or charity, or vanity, leading him to do anything otherwise than as self-inter- est would prompt, in that case, also, the rule of competition is departed from.” The theory of economists who hold to this conception of competition is that an industrial society composed of such self-seekers will progress and each individual will get what belongs to him in the long run, because such a strife between man and man will force land, capital and labor into the market where they will be utilized to the highest capacity of their pro- ductive power. Individual and _ so- cial interests are harmonized, so it is claimed, by .this struggle because it is impossible for the individual to advance his own interest without simultaneously promoting the gen- eral welfare. economists, and with some modifica- tions, this is still the theory of many modern economists who have tried to humanize the old economy by such ship and sympathy, and by redefining wealth. The practical business man and the academic economist have been try- ing to get away from that sort of competition. The political economist has come to feel that the “economic man,” the mere covetous self-seeker, kin admits that a science based up- on these assumptions as to the nature and logical in all its reasoning, as any conclusion might be sound if the premises were accepted. becomes of such a science,” Mr. Rus- kin asks, “if man was endowed with a liking for good work and a capaci- ty for self-sacrifice and was not con- trolled entirely by money?” “What is assuming that man is what he is not?” Te is’ mot to be men have tried to make of them- selves mere money-getting animals and have endeavored faithfully to live up to the law of competition by giv- ing the least and getting the most in exchange. There is no crime or op- pression or vice that may not be plausibly defended by the plea that it is “perfectly natural.” In a sense, as Mr. Huxley says, “The thief or the murderer follows Nature as much as the philanthropist.” Defended by the plea of obedience to the natural law of competition, men have made mon- ey by adulteration, sweat-shops and child-labor. They have dragged whole industries down to the level of a brutal struggle for existence by forcing competition between hungry men looking for work, by undersell- that dened economic | | | ods | vertisements. |that self-seeking motives in the / nomic man” will, of themselves, |essarily promote the | fare. ing to crush rivals, by viciots meth- in production and by lying ad- It does not seem true “eee nec- general wel- In some classes of goods “im- provement in quality and true cheap- ness’ do result from competition, but iin Others the quality deteriorates and ipeople are deceived into buying them iby misrepresentations and false | cheapness. This was the theory of the older| If money, profit, pay, be the only |personal loss to be avoided, and the 'only personal gain to be sought, then ;money becomes our master. making allowances for the friction of | non-economic forces as friend- | lunsound practices. As | Says, Many business men honestly _ be- lieve that the attempt to introduce high ethical principles into business will lead to chimerical and one of them “The purposes of business, the schemes isense of responsibility to others, the |danger of personal loss and the hope lorists better keep their of reward are the surest guarantees ifor the conduct of affairs in the mu- i tual the money-getting and money-spend- | ing animal, does not exist. John Rus- | interests of ployed” Edward Atkinson thinks social the- hands off employer and eim- | business, for, as a rule, they only ex- and aim of men might be consistent | ithe “But what | | pose their own ignorance of the true function and the interdependence of merchant, the workman and the laborer, by whom manufacturer, the ithe modern conditions of society thave been evolved. Commercial- lism this writer defines as “the pur- isuit of gain by service and fair meth- the use of a science which begins by | many | WHERE THE WIND, WATER .\ AND WEATHER GET IN) \ THEIR WORK ods in cenduct of business.” Undoubtedly a great many foolish the things have been said about commer- clalism, without defining the term, as if commercialism and petition were identical. If “commer- clalism” simply means inordinate de- ruthless com- {sire for wealth, and ior the power it |brings, irrespective of the means by which the wealth is gained or the uses of the power, then we have sim- ply a new term for the very old sin of selfish ambition, unprincipled con- duct and oppression. Commercialism, however, in other been one of the mighty civilizing forces. Marvelous has been the progress of commerce in the utilization of Nature’s_ re- sources, the development of new in- dustries, the distribution of necessi- ties, comforts and luxuries in the in- creasing ease of communication and transportation. True, also, it is, and not see how it could an- sense, has we do have 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. Every roll ener aaa eee a LS ee poner i cakeehttel stares ete tase es eo tee Mitesia oi te : 10 MICHIGAN TRADESMAN ae emaernonacnansipeatuneacnecnnnneeeninenconentntientne int Teste Tt SCI ANE etn ANN aliaNnemnecae bas _enmeeree\eninnemntanintpiintinnineitensct er eNO COLON L AS ACOA been avoided, that these changes, in- creasing the world’s natural wealth and ministering to all sides of hu- man progress, have not been unmix- ed blessings. Disasters have over- taken many by the necessary read- justments in industries, disorganized temporarily by inventions and dis- coveries. True, also, it is that “there never was a time when business honor, gen- erally speaking, was as high as it is now.” As Professor J. J. Stevenson says: “Dishonesty exists as it always existed, and as it always will exist, until man’s nature is changed.” But the fact remains that the whole com- mercial fabric is based upon honesty. There are modifications to be made later to this statement, which may be accepted at present as relatively true. Now there are two observations at this point which must be mentioned. It does not follow, because progress has been made, that the cause of such progress is the kind of competi- tion described as “the desire to get the most and to give the least.” Was it such competition that drove the sailing vessel off the sea by _ the steamship, the stage-coach off the land by the locomotive, and that invented the telescope, the telephone and wireless telegraphy? Is such competition responsible for the prog- ress of ethical standards and popular education? Did such competition produce the masterpieces of music, painting, sculpture and architecture? Or are these achievements the prod- uct of a passion for knowledge, for self-expression, for discovery and in- venticn? The men who have achiev- ed these triumphs in the field of com- merce, industry, art, education and religion were not dominated by “the desire to get the most and give the least.” On the other hand, commer- cialism, in so far as it is the desire for legitimate rewards for useful services rendered to society, is not to be charged with the crimes and sins of mankind. While honesty is unquestionably more common than some magazine writers would have us believe, yet there are many and serious evils in business not attributa- ble to commercialism itself, but to that kind of competition in business which is carried on by .men who make personal financial gain a pri- mary end. To say that the pursuit of self-interest, properly conceived, promotes social interests is to beg the question. What we desire to know is, What is self-interest? What should be the primary motive in real morality? Should this motive pre- vail in the economic world? Can men who make financial gain a ruling con- sideration be, in a real sense, moral? Experience proves that mere free- dom from competition does not nec- essarily alter the ethical standards of business men or produce a_ higher type of character. George W. Perkins, testifying in the insurance investigation in New York, declared that the era of com- petition was drawing to a close and must be succeeded by the era of com- bination. Competition is declared by. . trust magnates and socialists alike to be the death, not the life, of trade. Un- questionably ruthless competition forced combination. It is declared that combinations have developed old markets and opened new. ones, _in- creased the saving and efficiency of manufacturing, utilized the waste products, reduced the cost of selling, saved cross-freight rates, steadied prices, regulated production to meet demand—thus reducing the likelihood of panics—and bettered the condi- tions of labor. On the other hand, it is alleged that these benefits have been obtained by vicious methods, such as_ illegal rebates, the corruption of courtsan¢ legislatures, the debasement ot po- pitical dite, over-capitalization and stock-watering, and that they have been accompanied by a_ dangerous As Lord Justice Bowen, of England, said, in a suit brought by certain ship owners against rivals who had driven them out of the tea trade, “To say that a man is to trade freely, but that he is to stop short at any act which is calculated to harm another trades- man, and which is designed to at- tract business to his own shop, would be a strange and impossible counsel of perfection.” The legal view is that “all forms of competition which do not involve fraud, disparagement or coercion are lawful.” . The legislative and judicial attacks upon trusts, now going on, are not intended to deny the right of combin- ations to conquer competitors by all lawful means. The mere “bigness” of the corporation or the size of its accumulations is not deemed, at pres- Dr. Alfred Wesley Wishart centralization of wealth and power in the hands of a few men. So it re- mains to be seen whether vast com- binations must necessarily use vicious methods to stifle competition and to confer benefits upon. society or whether these are temporary and by no means essential features of com- binations of capital. It is doubtless true that if the current standards of political economy and legislation are sound, they do not change simply be- cause business is conducted on a large instead of small scale, under-selling, cutting prices/to get or keep a market, or to destroy rivals, joint agreements, gentlemanly understandings, buying in the cheapest market and selling in the dearest, if ethically defensible in the case of small business competi- tors, must be so in the case of trusts. ent, unlawful or unethical. But the point I am insisting upon is that mere absence of competition does not abolish business iniquity or create a higher type of character than under the unrestricted competitive regime. In the numerous cases of municipal monopolies, where from the nature of the business there is no competition, we find some of the worst evils of our business world. Public service corporations supplying gas, water, electricity, telephones and _ trolley cars are notorious corrupters of poli- tics. So it would seem that just as all the material benefits of commerce and industry are not to be ascribed to competition, so all the evils of business and politics are not due to that cause. Let us then look elsewhere for the ethics of business. The Hon. James B. Dill, now a member of the Court of Errors and Appeals in New Jer- sey, and a corporation expert, says: “If the character of every prominent combination or dominant company expressed the real intent of the or- ganization, instead of reading, ‘To manufacture, transport and market’ the particular product in question, it would state as the purpose of the company, “To dominate in the manu- facturing, to dominate in the trans- portation and, what is quite as impor. tant, to dominate in the market of the product.’ ” On a small scale that is the purpose of thousands of retail dealers in their limited spheres of operation. Is the mere aim “to dominate” ir- respective of the character and pur- poses of the domination, or the methods by which domination is to be achieved, an ethical end? Do men compete because it i- wrong to combine, or combine be cause it is wrong to compete? Or are competition and combination merely the forms and instruments of a purpose which may or may not be really moral? Have we been blind- ed to the real issue by material bene- fits? Have we not assumed that the ethical problem of business will be disposed of when we demonstrate to our satisfaction whether competition or combination will produce the greater amount of material wealth, primarily for the competitors or com biners and, of course, incidentally for the public at large, because we can not benefit ourselves without serving the public to some extent? “There is something half humor- ous, half pathetic,” says J. A. Hob- son, “in the efforts made by mod- ern political economy to assume a ri ifined and cultivated aspect, like the successful retired trader who buys pictures, grows orchids, subscribes to the hunt and does other polite and public-spirited things to make him- self agreeable. * * * Half civiliz- ed, like the inhabitants of some re- markable island just known to _ for- eign ships, it has stuck on bits of re- finement and humanity and _ wears them like foreign ornaments, a mor- tal offense to true ethical taste. A science which still takes money as its standard of value is, in the nature of the case, incapable of facing the deep and complex human problems which compose the Social Question.” So, then, it would seem that so far as the ethics of business is concern- ed the vice is not that men compete or that they combine. Some kind of combination has always existed in civilized society and even amid sav- age conditions. And some sort of competition must exist under every conceivable form of social co-opera- tion. The trouble is that we do not distinguish between false, convention- al, legal morality and real morality. James M. Whiton, Ph. D., of The Outlook staff, in an article on “The Moral Crisis Confronting the Church,” which deserves wide read- ing, declares that it is because of our unenlightened attitude toward morai conduct that we see such monstrous conduct lingering on side by side with the highest types. Dr. Whiton thinks the key to the situation is iia ee ee Sn cE. 4 ese ee MICHIGAN TRADESMAN 11 the “upward look and _ struggle,” which is the only abiding, essential element of morality. Stationary, conventional, legal morality is not Christian morality. It is the morali- ty of Pagan Greece and Rome, whence come not only our’ words, “ethics” and “morals,” but the very ideas attached to these words: Mor- ality meant, for the Pagans, conform- ity to the popular code. This is the first evil of business: The refusal to recognize any higher standard than that of current politi- cal economy or the conventional ideals of business. This leads men to resent what they call the intru- sion of ethics into business and to characterize all efforts to advance the ethics of business as_ idealistic, visionary, sentimental and_ philan- thropic. They are not in business “ior fun? or “for their health® or “for philanthropy.” So saying, they think they have disposed of ethics and social theorists. As Dr. Josiah Strong says: “It has dawned on few that production and distribution are necessary functions in the great social organization to which they owe the service of their lives, and that it is their special mis- ston, by the best possible perform- ance of these functions, to extend the kingdom of God upon the earth.” Now the fact that in the pursuit of gain these functions must to some extent be performed does not moral- ize the motive if it be wrong. The second evil is not that men compete or combine, but that they compete or combine for inferior ends. “In our present social perils,” says Dr. Whiton, ‘‘the teacher of morality would do well to strike at the great lie which blinds men’s consciences— that morality unsocialized is morali- ty; that self-interested virtue satisfies the moral demand; that a life plan- ned more for acquisition than for dis- tribution can be a moral life. The great lie is the tap-root of our social discords and dangers, in that it makes it possible for men steeped in anti- social principles and practices to en- joy social respectability, good stand- ing in our churches and even honor as Christian phuanthropists.” Do men compete or combine “to get” or “to give’ benefits? Is the primary purpose individual _ self-in- terest or social-interest? It is. an evasion of this issue to argue that the self-seeker incidentally serves so- ciety’s interest because, although true, it does not transform a selfish purpose into a truly moral purpose. Nor does the social use of gains made by pursuit of an immoral end cleanse the process and purify the “getter.” No reductions in price or economies in production and distribution, or im- provements in manufacturing, or phil- anthropic gifts of any sort, have the power to transform the character of a man whose principles in business and primary aim in life are immoral. It is the immorality in the under- lying aim of so many business men that leads to vicious methods, that tempts them to measure business con- duct by standards they would scorn in private life. It is immorality in primary purpose that allures from the path of strict honesty into the track- less swamps where the only guide is . the corporation lawyer, who knows how to evade the spirit of the law while keeping within the letter. When once the nature of real, as distinguished from spurious or con- ventional, morality is recognized anda real moral purpose dominates finan- ciers, employers and employed, then many of the subordinate economic problems will either vanish or be much simplified. For at heart many of our economic problems are moral problems, which no amount of leg- islation can reach, which are not caused wholly by industrial forms and organizations, which exist under either combination or competition, and which can only be solved by the substitution of “progressive” moral- ity for “stationary” morality, of “social or real morality” for “indi- vidual or spurious” morality. Ofthe stationary or conventional moral; man Jesus has said, “What do ye more than they? Do not even the publicans the same?” To the aspir- ant for progressive morality Jesus says, “Be ye perfect as your Heav- enly Father is perfect.” Of the individualistic moral man Jesus says, “He that seeks to save his life shall lose it.” Of the socially moral real, true moral man, Jesus. says, “He that loses his life for my sake,” man, the tthat is, for the sake of those in whom Christ dwells, for others, he who sinks self out of sight and so loses it as he pursues the good of his fel- lowmen, “he shall find it.” Competition between individuals with the view of giving benefits in- stead of getting benefits will elimin- ate all the evils of competition and combination and conserve all its ben- efits. The apparent conflict between the cosmic process and the ethical proc- ess, as stated by Huxley, is seen to be no real conflict. There is still the struggle, the subordination of the individual to Nature’s purposes, the survival of the fittest. But the strug- gle ceases to be ruthless and crue! as it becomes more rational, produc- ing less misery and more happiness as it becomes moralized. The survival of the fit still goes on, but the fit are morally fit, adapted to moral conditions. The end is dif- ferent because the kind of life to be preserved is different. So also the individual is subordin- ated to the species, but in the moral world such sacrifice is the pathway to the highest self-development and self-realization. All this is not in violation of the cosmic process. There is no substi- tution. It is the fruit of the evolu- tionary process. Nordau puts the case none _ too strongly when he says, “The larger the number of beings who place their own interests higher than all the duties of solidarity and the ideals of the development of the species, the nearer is the species to the end of its vital career. While, on the other hand, the more individuals there are in a nation who have an_ instinct within them impelling them to deeds of heroism, self-abrogation and _ sac- rifice for the community, the more potent are the vital energies of the race.” The Shepherd Carvers. | this uncouth being has one talent; he There are few lonelier lives in the} can carve. His amusement is carving world than those lived by shepherds | quaint sheep buckles out of bone. in the high meadows of the California] Every herd has its bellwether, about Sierras. All alone they follow their; whose neck hangs a bell. The bell sheep, seeing no one for many months | depends from a leather collar, and it of the year but the sheep, their dogs | is the buckles of these collars that and perhaps an occasional, a very oc-|this old Basque shepherd and some casional, traveler. Probably this soli-| of these other Sierra shepherds make tude dries up the springs of speech, |in the course of their lonely days. for they are said to be very silent|Sometimes a buckle represents a sum when they do encounter any one. | mer’s work, for some of them are very | Some are in the semblance Basque from the Pyrenees. A lean, | of saints or angels, some have the . at ° dark-visaged, ragged fellow, he is|monograms of the sheep owners or now and then overtaken by some wan-| of the shepherds in curious designs. derer in the mountains. Along the| All are patiently cut, bit by bit, with trail before him his sheep feed; his|the pocketknife of the shepherd. mongrel collie hangs at his heels. He oo. may raise his stick in mute salutation, he may slouch by without a sign. One of these strange men is ajelaborate. The double mind never comes from Yetlan excess of brain. We Sell the Celebrated Penn Yann Buckwheat Flour Made at Penn Yann, New York —and——_—— Pure Gold Buckwheat Flour Made at Plainwell, Michigan Just received our first car of Henkel’s Seli-Raising Buckwheat and Pan Cake Flour JUDSON GROCER CO. Wholesale Distributors for Western Michigan WoRDEN ([ROCER COMPANY Grand Rapids, Mich. The Prompt Shippers wo ne og reer en i i § } MICHIGAN TRADESMAN j Solution of Surplus Summer Stock | Problem. One of the problems which con- fronts the shoe retailer is the dis- posal of non-moving styles, the odds | ind ends, after the season is over. Shelf room is needed. Apart from this fact, it would be foolish to carry over to next summer | a lot of antique styles, which will be| more difficult to sell then than now. But the question is, “How to sell them.” They have remained on the shelves either because the public did not like} the style, or because the odd sizes} were unmarketable. There are two methods for dispos- ing of this stock: One is to hold special sales, mark the shoes down to figures that the public will find hard to resist, and have a general cleaning out at bar- gain prices. The other method is to offer clerks a commission on the sale of these slow-sellers. Special sales are fairly successful at doing the trick, but they are ex- pensive. The advertising bill alone is a very heavy item. Then, they break up the regular lines, because in order to make the successful one or two of these must be marked at special prices to bring the crowd. Many merchants have come to the conclusion that clearance sales do not pay. They require the services ta clerks—an extra expense, They require an immense amount of labor. They contribute wear and tear on the store furnishings. They bring little or no profit, as the goods are sold at a_ reduction. What profit exists is almost eaten up by the cost of the advertising and additional expenses. Finally, they hurt the reputation of the establishment in more ways than one. A customer buys a pair of shoes at the special sale price, and upon re- turning to the store a few months later is charged 50 cents more for the same style. } | j i } sey co saie of ex- He or she naturally expects to pay no more the second time than on the previous occasion. The clerk may explain until he is blue in the face; it will not prevent that customer from leaving the store dissatisfied. In nine cases out of ten the patron will go to another store thereafter. estab- sales are This occurs continually in lishments where clearance held regularly. Another injurious effect of the clearance sale is exercised upon the best class of trade. These people are apt to shun any- thing that is cheap. They do _ not care to patronize stores that flaunt great posters, or that advertise sen- sational shoe bargains in the news- ied by the commission, it papers. This class of trade worships “style,” and style is a synonym for exclusiveness with them. There is nothing exclusive about marked down iprices and sensational clearances. Then how shall the broken sizes and odds and ends of summer stock ibe disposed of? Simply by clever salesmansh‘p on ithe part of the help. Of course, the clerk will need an incentive. It is easiest to sell from new stock, | jand the salesman, being human, will naturally do the thing that is easiest. Therefore, the proprietor must give him a commission in order to secure the young man’s energetic co-opera- tion. : In the first place, the slow-moving stock must be gathered in one sec- tion of the shelves, where it can be easily reached. Here it should be inventoried, so that each salesman will know what sizes and styles have to be sold. What is equally important, he will know just where to locate them. Having done this, inform the clerks that a commission of Io cents, or I5 cents, will be paid on each pair of the most desirable goods disposed of, and 25 cents per pair for the slow- est sellers. Add the commissions to each clerk’s salary at the end of the week. To stimulate competition among them post up a card in some con- spicuous place, stating the commis- sion paid to each man, and commend- ing those who are making the most | progress. Encourage the young men by tell- ing them that the science of sales- manship does not consist of selling goods which people want, but in sell- ing stock that you want to. dis- pose of. : As many men are stimulated by fear, drop a hint that you have adopt- ed this means of disposing of the slow-movers in ‘order to ascertain who are your best salesmen. Without your saying so, the inference will be that the fellows who lie back and take things easy may, at some future date, lose their jobs. The effect of the commissions will be to make every clerk exert himself to sell the shoes that you want to get rid of. Of course, there will be some left-overs, but they will consist of odd sizes that would have remained after the most persistent clearance 'sale. As to the additional expense creat- will be found that the shoe dealer has dis- posed of his surplus stock at a less ‘expense than he would have found necessary had he conducted a well- ‘advertised clearance sale. Is it profitable to tell the truth in | business? Is it wise to advertise half-price sales, when they are not half-price sales? Is it safe to practice fake bargains on the public? Many merchants have conscien- |tious scruples about using such meth- ods, but practice them as they believe that mands it. They don’t pay. As P. T. Barnum said, “You can fool all the world some of the time, nevertheless business de- j | | i | The Best Yet Our E=Z-Walk Shoe Strictly Hand Welted The Most Comfortable Shoe in the Market A Shoe that Everybody Else Doesn't Have Get the Exclusive Agency in Your Town Wayne Shoe Mfg. Co. Fort Wayne, Ind. Our salesman will be pleased to show you. 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 SO nye een na Sean anus BE) 4 { ; Essa naeGhnapnaiendch cmc sencnuataeninmneaaten tteestee meee eerie nea eae MICHIGAN TRADESMAN 13 and some of the world all the time; but you can’t fool all of the world all the time.’ And Barnum was an authority on the question of faking. He coined the phrase: “The public likes to be fooled,” and put his the- ory into practice by painting a “white” elephant and _ gathering thousands of dollars with the most outrageous fake in history. But Barnum was a traveling show- man. He was not located in one store, as the shoe dealer is. He was drawing on a new public every week, and could fake with impunity as he was never long enough in one place to be detected and held responsible for the lies he perpetrated. Very different is the case of the shoeman. He can not get away from the rep- utation he makes for himself, even if he changes his location. He can cheat the public for a time, but every man and woman cheated becomes a press agent to blacken his business character, and the amount of mischief they do as the months go by is simply incalcula- ble. Leaving aside all moral considera- tions, honesty is the best policy, from a standpoint of dollars and cents. If you are holding a clearance sale —and hundreds of dealers will—try to arrange something novel in the window to draw a crowd. A broom display is excellent. For this purpose use a dozen or fifteen brooms, arranged in all man- ner of angles in the background. In large letters across the middle of.the rear partition have the words, “Making a Clean Sweep.” The window cards should suggest something about the great house cleaning effect of the sale, and its deep cut into prices. Possibly the limit of sensational advertising was achieved by a New York dealer last year who held a “Tob Lot Sale.” He filled his window with tall bas- kets containing indiscriminate lots of shoes. These were labeled Job Lot No. 1, Job Lot No. 2, etc. Each job lot had a special bar- gain price, which interested the pub- lic: As the season has arrived when rains are frequent, dealers will find it profitable to exploit rubbers. It is not advisable to wait until the rain comes to advertise these goods. A better plan is to advertise them day by day. A prominent shoe dealer of Lynn has adopted this method: Each day he has a new advertisement for rub- bers posted up on his window pane. The advertisement consists of only five or six words, upon a_= narrow sheet of paper, but some suggestion is made that will impress the man on the street. The advertisements are printed in green ink, upon white paper. The effect of this system is to let everybody know that the merchant carries: an unusually good line of rub- bers. Therefore, when people want rubbers they go to his store. Too many shoe dealers limit their advertising of rubbers to a small card marked “Rubbers,” which is posted on the window or door, on days. rainy This publicity is not. sufficient to attract a good trade, and such mer- chants are apt to have a_ surplus stock on hand at the end of the sea- son. A Buffalo firm last spring disposed of their surplus rubbers by giving the maway. A pair of rubbers was pre- sented to every customer who pur- chased shoes valued at $2. This was a good advertisement for the store, but decidedly. expensive — A. B. Northfield in Boot and Shoe Recorder. —— A Few Hints for the Notoriety- Seeker. Not since Dr. Osler set the world by the ears with his remarks anent the age at which a. man has outliv- ed his usefulness has there been a more startling theory advanced than that of the gentleman who recently gave it as his opinion that the liver, and not the heart, was the real seat of the soul, and backed up his opin- ion with quotations showing that such an idea had been accepted by philosophers in past ages. Now, the fact is incontrovertible that when one’s liver is deranged the entire sys- tem is affected—including the dispo- sition—but nevertheless we are not prepared to admit that this hitherto humble and always useful organ is entitled to the place of honor in our interior department, so long occu- pied by the heart. Such a_ belief, should it become general, would vir- tually create a revolution in many ways. For instance, it would neces- sitate an entirely new school of poesy, for how would a ballad sound worded: “Liver of my liver, I love you?” And we never, never would agree to call the only girl we ever could love our sweetliver! Not for worlds would we insinuate that this liver simply seeking self-advertising; but we can not help realizing what a_ sweetly simple way this is to secure it, and we wonder that more people have not in some such manner made their way into the public prints. For in- stance, why doesn’t some one start a crusade against stomachs? There have been well authenticated cases where people have had this organ re- moved and have still lived. Why not call the stomach a relic of bar- barism, and advocate its removal, es- pecially in infants, just as some pa- rents have their children’s vermiform theorist was appendices removed, so as to avoid possible trouble in the future? There can be no doubt that the human stomach has been the cause of a great deal of the trouble, not to mention expense, in this world. Or, why doesn’t some one point out how much better it would be for human beings to go on all-fours—and set the example in his own case? We venture to say that the newspapers would de- vote space to him—at least, so long as he remained at large. Another neat way would be to ad- vocate a device something like a glove fastener, so that the ears could be buttoned over on the cheeks. It is well known that the ceaseless noise and bustle of a big city are likely to have a bad effect on the constitution, considerable and in this way they would be done | away with. Of course, when one) wished to hear, the ear would sim-| ply be unfastened. This idea has) many good points. | ——_+2.—_—_ They Were Really Agreed. W. L. Brownell tells of his effort | to arbitrate between a man and his| wife who were airing their troubles | on the sidewalk one Saturday even-! ing. “Look here, my fellow,” exclaimed | the Kalamazoo man, at once inter-|} vening in the altercation, which was growing more and more violent, “this | won't do, you know!” “What business is it of demanded the male grily. “It’s my business only so far as I} yours?” combatant an-| tones from the would-be peacemaker. “Why, you—” “T tell you that it ain’t no dispute,” insisted the man. “She thinks she lain’t goin’ to get my week’s wages, and I know she ain't! | dispute!” That aint no —_—_~27 22 Would Have Bossed the Job. “1 must Mrs. Crabbe. [ believe there ever confess,” remarked don’t lwas a really perfect man.” “Well,” replied Mr. Crabbe, “Adam iwould have been perfect, I suppose, if Eve had only been made first.” “How do you mean?” “Well, she would have bossed the job of making Adam.” cee emma: A good hoe is a first class prayer iagainst weeds. may be of service in settling this CUS que MAYER Honorbilt Shoes Are Popular pute,’ answered the other mildly,| “and I should like very much to do | that.” | “This ain’t no dispute,’ | turned the man. “No dispute!’ came in astonished | sulkily re-| 1 > Safe li e@ / GRAND RAPIDS es, Shoes of Proved Quality Are Best To make a shoe sale satisfactory the shoes you sell must contain quality. The style may be right and the fit perfect, but the fate of future sales to that individual and his friends rests upon the quality the shoes contain. We have gained the good will of all our customers by a strict adherence to our rule which decrees quality first, last and all the time; and you can gain the good will of your patrons by selling these safe shoes. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. “WHITE STAR” SHOES FOR MEN Just the thing for fall and winter. Lots of service and style. Retail at $2.50. Michigan Shoe Company, a Detroit, Mich. 14 MICHIGAN TRADESMAN ESSENTIALS TO SUCCESS. Some Features the Business Beginner Must Master. To the long list of causes respon- sible for the myriads of failures that clog the business world there must be added one which it seems seldom is taken into consideration. This is} ignorance; not the ignorance that | implies lack of education, but ignor- ance of plain, everyday business ways and means. No man expects to en- ter into any trade or profession asa| full fledged member of the same; but every day men start in the merchan- dise business for themselves with ab- solutely no training in the matter of conducting a business of any sort. The result is, in ninety cases out of| hundred, failure. While it is impossible to tell every individual who goes into business just what to do to avoid the chance of such disaster, it is possible to cite examples which warn him what not to do. Here are a few instances of “horrible examples” which come within my scope of tion recently: B makes a comfortable one will have observa- living in the jewelry business by working for others. He saves a few hundred dollars, rents a small store in a smal] but lively country town, puts up his bench, hangs up a sign, and trade. AS he is 2 hard working young man he soon has all the work he can do and is on the sure road to prosperity. Then comes his. mis- take. Agents his success and as he course, give his and works in pleasant and goods, they, of months’ his sell who notice offer to has no sign him capital him four it, relying on the business which he| has remarkable and sells out the first small a few weeks. Then, inst ing for the first bill, which has not expired, other larger bill eling man, this ed by the same another follow at the end of has bought is doing. He success bill in ead of pay- the time on he buys an- from the next trav- venture being follow- success. Another and with the result that the four months B and sold $800 worth of fancy goods, realizing a large profit. If this young man had had the least conception of business methods he would have confined himself to the first house in buying goods, at least until he had _ established his credit. He would have paid off the first bill as quickly as he sold the goods, and the firm would have been glad to fill his second order. By living economically he would have increased his stock slowly, soon would have been able to discount his bills, and now would have been as prosperous and wealthy as my friend D, who started out in business at the same time and under exactly the same circumstances. But he did not follow this line of action. Instead, as soon as he com- menced to sell goods he took the money with which he should have paid his bills and invested it in fit- ting up the store. He bought fine show cases, took down the small sign and replaced it with a large and expensive one, had letter-heads print- ed, bought his wife an expensive dress, cred- | and the first bill came due he had} He pays insurance on stock, house no money with which to pay it. His|and store, but does not charge this eee became alarmed, sent a|up to expense account, because he |representative to investigate, and he,|keeps no account of expenses. He \finding an almost empty store, clos-|does not add freight and express led up the shop. charges, nor loss on “shopkeepers” | B was thunderstruck. He was as|nor on bad accounts to the cost of | honest as a gold dollar and would|goods. All these mistakes combined not have beaten any one out of aljhave been the cause of M losing ‘cent knowingly. But by his ignor-|money in his business instead of jance he found himself worse than|making it, and he did not know it. | penniless, for he was about $700 in Here is another mistake he made: debt. His career in It seems to me that such a case should prove a lesson and a warn- ling to every young man who thinks it such an easy matter to go into/on selling them at the old margin, business; who is a good salesman for thinking that he loses the dis- others, but who is utterly incompetent|count of $12 on a $200 bill. He to manage a business for himself.|should have added the lost discount like this I have seen almostjon the price of the goods and ad- every year. Not many of them fail-| vanced the price. : ed in four months through such ex- treme recklessness as B, but failure came to the majority of them with- ‘in a year or two, and sometimes their the town was|In the first years of his business he ruined, his ambition gone and for|always bought a bill of gloves and ‘the rest of his life he will have to|mittens amounting to $200. He dis- | work for others. counted the bill at 6 per cent., net- ting him $12. But a few years later goods advance in price and they are sold for “net,” but M keeps these not Cases These and. similar mistakes O pointed out to his friend. M was dumbfounded; he had no conception of such business methods. O made ‘liabilities were ten times as large asiy:., keep a book of his expenses and cee coe ; te “ thic 2 . : i in the instance which I have]... Pe stepped into the business cited. as silent partner with $3,000 capital. M has a general store in a lively This took M out of the deep water, aes town. He 1s goa and and, after following O’s advice for | Sells es goods. The rst twWOliwo years, he now is on his feet iyears he is prompt in his payments, again and is discounting his bills. Without the advice and help of his friend O he would have been a bank- rupt in a year. but gradually ting behind, finds that he is get- and finally that he is receiving statement after statement with threats to remit at once or ac- count will be placed in the hands of an attorney for collection. This worries M terribly; he can’t account for it. His business is as good as ever; in fact, he sells more goods than he ever did and yet, in There are hundreds of merchants in the country, mostly small ones, who never take stock, never keep account of their expenses; they do vot know their own standing; they think they are worth something, but are really bankrupts. If their stock | spite of this, he runs deeper into| |debt every year. He is careful in| WT sold they could not pay 50 |buying and is not overstocked. What |°eMts on the dollar. But they are lis the cause of these conditions? This | honest, still have some credit and keep on doing business until the cred- itors lose patience and close up the shop. And no one to blame but the merchant himself for mismanaging his business. question worries him night and day. He consults his friend O, an ex- perienced business man. O looks in- to the managemtnt of the business and there discovers the whole trou- ble. M does not keep account of his} A expenses and loss on goods. He sells his groceries at a certain percentage which he thinks will net him a fair merchant must make a certain amount of yearly profit above his store and living expenses. If he does not the quicker he sells out the bet- profit. He has to deliver the goods|ter for him and his creditors. to his customers, but he calculates} - One thing I would say to all young “that doesn’t cost me anything; I|men who intend to go into business |have two delivery wagons; they do/for themselves: Business is a profes- \the work.” sion. It is more than a trade. It is The man does not figure the in-|something the mastering of which terest on the’ money which is in-|requires much more experience than vested in the horses and wagons,|is required in the ordinary trade, and neither does he figure the repairs.| fully as much training and education the keeping of the horses, nor the/as are demanded by the average pro- salary of the delivery boys, one be-|fession. To be successful in it you ing his son, whose salary also should | have got to study it. You have got be added to the store expenses. Helto master its principles as well as owns his store and dwelling house,so/|the doctor masters the principles of he calculates: “I have no rent to medicine and surgery, as well as the pay, consequently my expenses are/attorney masters the principles of low.” law. If more business men would But he does not consider that thejrealize this there would be fewer fail- store and him a nice capital invested in stock, ures; and if the young man about to house would net income} start into active business life will if invested in safe mortgages, and!stop and soberly accept this doc- that this interest must be added to|trine as a solemn truth the chances the cost of the goods. His two/for his failure will, at least, be cut clerks are his daughters, therefore|in two. Frank Stowell. he thinks he’has no clerk hire to “2-2 pay. He does not know that what} The deed is the only indorsement they earn should be added to the|of a good sentiment recognized by and when the four months were up SS eeeN NS if itil aS a AL SH - § y CE eo SN No. 920 H. B. Hard Pan 8 inches high, bellows tongue, heavy outside back stay. 46 double sole. Chan- nel Standard fastened. Car- " ried in stock. Folks Who Nev- a So , i I GOES ZS SE 4 er Do More Than 4 They Get Paid "§ i % ) For. N never get paid for more ¥ “| than they do, sure as MN two and two make : ds ‘4 four. A Os Hi. B. ‘tHaed Pans’’ ya have increased in value “q out of all proportion to “f price. Couldn’t crowd ‘| any more value into this — > S ‘ line. So we putin, for i extra good measure, Ms prompt satisfactory “A service, goods right out ‘ yi of stock—shipped same y “| day orJer is received. y We are getting our pay & y in increased orders— v{ new customers, too. A K vi dozen new styles have J Nv been added to this line ZC for this season, for men and boys. You never made a_ better invest- ment than you have a chance to make now, if the not already placed in your town—good business to send a postal today and find out about the. orig- inal H. B. Hard Pans. Address the makers Herold-Bertsch Shoe Co. 4 Grand Rapids, Mich. SSN Sins line is RRR LILLIES LS OLS ma aa 242 és QELS LS ——— amare cost of the goods. heaven ee scien cena tana al LOVE HARD WORK. All the Great Men Are Necessarily Drudges. Nothing great ever has been ac- complished in the world without hard work, and what people in their sim- plicity call genius merely is the knack of putting one’s shoulder to the wheel of life and never taking it therefrom until inch by inch and step by step you have rolled it up the steep hill on whose crest is the mansion of suc- cess. Genius is the capability to work, to work hard, unremittingly and unceas- ingly, until your object is attained. We hear and read of intellectual giants, industrial giants, and giants in every field of action, but if we take time to analyze their lives and works, we will find that they were not giants at all, just ordinary indi- viduals like ourselves, save that they so trained themselves and so dom- inated their wills that they availed themselves of every possible moment of time they could and put it to good use, while others were standing idly by letting the golden gems of time slip through their fingers, never real- izing that once lost they were lost forever, and that no art or device could recover them. If a man sets out on a journey with a certain objective point in view and at intervals sits down by the roadside to rest himself, or if he has a chat with every individual he meets, he can not expect to reach his destin- ation anywhere near so quickly as the man who started for the same goal, but who did not tarry on the way or allow his neighbors to detain him. The most mediocre of men can at- tain great things and be looked up- on as geniuses if they only try—it 1s the want of trying that keeps them behind when others push to the front and causes them to write their name on water when they might have carv- ed it on porphyry. What costs a man little usually is worth little. Examine into the great lives and you will find the amount of toil that lies behind them is im- mense and that every laurel in their crowns was placed there by down- right, honest, hard work at the ex- pense of body or brain. Walter Raleigh was a man _ who gave the impression of achieving things with ease, yet it was of Ra- leigh that Queen Elizabeth said, “He could toil terribly.” Much of the world’s hard work has been done un- der the pressure of poverty. Dr. Johnson wrote “Rasselas” in order to raise money to bury his mother. Lee invented the spinning jenny to earn bread for his children. Drudgery, that is, work in itself not pleasant, establishes the habit of work which alone can make high achievements possible. Carlyle was a good example of the pains and ‘gains of drudgery; he always spoke of literature as an uncongenial trade, for he only obtained its prizes at the expense of almost inconceivable la- bor: his books literally were wrung out of him; he went twenty times over the confused records of the bat- tle of Naseby to be quite sure as to the topography. Dante wrote his great epic under intense strain; he could take no rest , MICHIGAN from the time he conceived the work and every waking moment was de- voted to evolving situations to suit his sublime conceptions, so that be- fore the Divine Comedy was com- pleted he had grown old and lean, a corporeal shadow amid the shadows of his brain. Alfred the Great, the Saxon King of Britain, was a paragon of attain- ments for his time and shed as great a luster over the ninth century as Charlemagne did over the eighth. When asked how he found time to accomplish the multifarious tasks he set for himself, he answered: “I find time by never losing it.” And this reply is also the answer to the riddle of success. The successful men of the world found time by never losing it; at an early age they realized that the mill can not be turned with the wa- ter that is past. All the great men of our own day are hard workers. It was hard work that built a strong body for Theodore Roosevelt and so brought him to the presidential chair. There may be such things in the world as luck and chance, but wise men never take a risk on them, they make their own luck and get their own chance. If you sit down and wait until something comes your way, it is probable that something will go the other way and you can sit there as long as you please. You must be up and doing, utiliz- ing every minute of your time if you would be successful. Never put off; procrastination is the thief of time, you have no lease on the future, to-morrow’s sun never may dawn for you. Don’t linger in the street of By and By, for if you do you will come by it to the town called “Nev- er,’ and drop into the ocean of eter- nity as you cross its threshold, with your hopes unfulfilled, your ambi- tions unrealized, your life altogether negative. Some may think that constant work will make a man a drudge, without any pleasure in the world at all. So it would if the man did not train him- self to have an aptitude and a love for the work, which all can do, and then the drudgery in itself becomes a kind of pleasure. In the end we all may be divided into two classes, the drones and the drudges, or the idlers and the workers—the drudges or the workers “get there,” the drones or the idlers are left behind in the race. Constant dropping wears away the hardest stones, and constant drudging can accomplish wonders. Slow as is the pace at which a snail travels, in time it could reach Jerusalem. If you get tired at one thing take up something else equally as useful. Some men get relaxation from one labor by taking up another. Try to be so enamored of your work that you won’t get tired; try to fat in love with your work and be an ar- dent wooer. John Adams became tired of his Latin lessons and asked his father to excuse him from them. “Certain- ly, John,” said the father, “instead you may dig some ditches—the bog needs draining.” Digging was so productive of reflection by that first night that young John begged per- TRADESMAN mission to resume his Latin on the morrow. He became one of the pil- lars of the revolution and the suc- cessor of Washington as President. Cyrus Field entered A. T. Stew- art’s store as an errand boy at $50 a year; he said he was there before the partners came in the morning and did not leave until after they had gone in the evening. Then he spent every evening in the Mercantile li- brary and joined a Saturday night de- bating society. He was rewarded for his faithfulness and his example is worthy of imitation. A. T. Stewart himself owed his success to down- right drudgery. John Wanamaker valked four miles every day to Phil- adelphia and worked in a book store for $1.25 a week. It was to drudgery that the old masters owed their success and fame. Angelo studied anatomy twelve years, posting himself on every curve, and convolution, and angle, and eleva- tion, and depression of the human body, and this drudgery determined his style. In painting he prepared his own colors; neither servants nor students dare mix them. Raphael, who died at the early age of 37, gain- ed his success by keeping constantly at his chosen profession. “I’ve made it my principle,” said he, “never to neglect anything.” Da Vinci often went to work at daybreak and did not come down from the scaffolding to eat or drink until the light had left him. Millais said: “I work harder than any plowman; my advice to boys is, ‘Work.’” Charles Darwin collected his facts with almost incredible care and per- 15 severance. the action of the earth worm in the On one of his subjects— formation of the mold—he spent a period of forty-four years from _ its commencement to publication. Pla- to wrote the first sentence in his “Re- public’ nine times before he had it to suit him. Gibbon wrote the first chapter of “The Decline and Fall of the Roman Empire’ ten times and spent twenty-five years on the whole work. Rufus Choate declared that success was not an accident, “you might as well let drop a Greek alphabet and expect to pick up the Iliad.” Drudgery is the secret of success every time. The old German inscrip- tion on a key, “If I rest FE rust,” is as true of men as it is of the iron in the key. to be successful and To be bright and shining consequentl: happy, we must keep ourselves po! ished with the oil of work. One of the chief lessons young men must learn is the nobleness of drudg ery, doing that which may not have any immediate effect in stimulating the best powers, and which but re- motely may serve the purpose of gen- eral advancement. It is our business to contribute to the general wealth of life—others sacrificed for us—and the one who ignores his obligation to serve his generation is a traitor to the race. Madison C. _———_—_.- > Peters. Some folks never appear to enjoy life’s roses until they sit down among its thorns. 2 2-2 The man who stops. for praises misses perfection. Are you supplying the ladies in your locality with fine shoes, or are they going elsewhere? If so, you ought to stop them, and you can do it effectually by putting in the following lines: “Ruth” “Ah-wah-ne-tah” “Furniture City Girl” and you will win the hearts and clothe the feet of the best women in your neighborhood. Write us and we will have our salesman call. HIRTH-KRAUSE CO. Grand Rapids, Mich. ee eee ei oes a RIND ORO Das IY Le a ok der ee ok aL aT ee 16 MICHIGAN TRADESMAN CORNERED THE MARKET. Unfortunate Result of Accumulating Too Many Jokes. Written for the Tradesman. To begin with, Diogenes McGann was the possessor of $10,000, left to him at the death of his male parent, Patrick McGann, better known in his lifetime as “Stubby” McGann and ene of the best ‘soap boilers in all the country around. Of course, $10,- ooo seemed a large sum to Diogenes, who had always been accustomed to run in debt for his cigarettes, peg top pants, flaring neckties and open- work socks, but he, being of a rath- er grasping disposition when it came to parting with his own money, felt that it wouldn’t be at all bad to in- crease his legacy, providing he could do so without subjecting his cash to too much of a risk. Being a steady reader of the Monthly Muck Raker, in which the lives of the present rich were bared, he felt that he had a cinch on high finance and that it was up to him to make his debut into the world of frenzied finance with a large noise. After puzzling his brains for a method of getting rich and finding that all his schemes had been used up by the steel trust, the oil trust and a few others, Diogenes gave up in despair. During his early child- hood he had been noted for the great workings of his brain, having at one time committed half a page of the Congressional Record to memory, but now he was stumped. “This is worse than the ‘How old is Ann’ proposition,” thought Diog- enes, as he wandered sadly about the streets of the village in quest of an idea. Then suddenly one struck him, the blow of a whole idea hitting at once almost making him stagger, but he bore bravely up. The idea was shot into his brain from a window display in the village drug store. Scores upon scores of comic post. cards, most of them bearing a joke of some kind, met his happy gaze. “Aha,” said Diogenes aloud. “Why shouldn’t I corner the joke market? The stock market has been cornered, the wheat market has been cornered and, in fact, almost every market has been cornered, but I never yet heard of anyone cornering the joke mar- ket.” He ran joyfully to his home and planned far into the night. Next day advertisements for jokes appeared in the village paper and on the day fol- copies of the advertisement were to be found in many metropoli- tan papers. The advertisements were alluring and offered a prize of $5,000 for the funniest joke. A request was also made for all kinds of jokes, for which the best of prices were to be paid. lowing Then Diogenes hied himself to the village printery and ordered a mil- lion circulars. The printery, by working day and night for ten years, would be unable to furnish that amount, so Diogenes sent the larg- est part of his order to metropolitan print shops. Then he engaged two dozen young ladies as clerks. Then the jokes began to arrive. Large and small, good and bad, old The house was too small to hold them all, so Diog- enes and new they came. rented an old grist mill and stored the overflow. Then the work of the two dozen young ladies be- gan. They sent a circular-to each aspiring joker, setting forth the fact that the joke or jokes were under consideration and a decision would be rendered in a month or two. The village postoffice hummed with activity and extra clerks were added to its force to take care of the jokes. Special trains were run to accommo- date the mail, for Diogenes and the town were forced to import wagons, carryalls, omnibuses, automobiles and wheelbarrows to cart the jokes to the old mill. This building finally refus- ed to hold any more and Diogenes was forced. to rent all the vacant buildings in the place. Still the ad- vertisement was run and the mail in- creased. About the time that speculators be- gan to purchase land in the village, with a view to erecting storehouses for rent, the publishers of humorous magazines began to be alarmed over the scarcity of jokes. A council of editors was held and a committee was appointed to wait upon Diog- enes. He calmly informed the com- mittee that none of his jokes were for sale. “he editors advertised for jokes, offering large prices, but to no avail. Diogenes had all the jokes to be had. In the next issue the magazines con- tained very little outside the book reviews and a few breakfast food ad- vertisements. Circulations fell off and the editors were in despair. They wrote to Diogenes, imploring him to let go of some of his jokes. Diogenes, being aware that he had at last cornered the market, replied that the jokes were for sale, but when the editors saw the prices they were astonished. Diogenes asked a price over five times that which they had been accustomed to pay. Then there was some profanity, but the editors were forced to accept the terms. They notified Diogenes that they would purchase all the jokes he had, but that he would be forced to classify them, so that each magazine might receive its own particular class. Just about this time, however, Di- ogenes ran short of funds and was obliged to discharge his mail clerks. He started in to classify the jokes himself. He worked day and night in the attempt and finally became a nervous wreck. He pursued his em- ployment, confident in the fact that the sale of the jokes would net him a profit of over five millions. Then one sad day missing. No more peals of laughter heard from his storehouses. A search was institut- ed and he was found lying on the floor of the old mill. He was quite dead and the strange part of it was that his head lay several feet from his body. The coroner made an ex- amination and, by his instructions, the jury rendered the following ver- dict: “We, the jury, find that Diogenes McGann came to his death as the re- sult of too much joking. The jar of laughing at jokes evidently softened his spine and eventually his head fell Diogenes was were his wild off, the young man thus decapitating himself.” Following the inquest an adminis- trator was appointed. The jokes were put up at auction and the editors se- cured them at their own prices. Bare- ly enough money was received to pay the rent of the warehouses, and as Diogenes had used all his legacy in advertising and paying his clerks there was no money for a funeral. The editors put up the cash for the funeral and also for a small monu- ment, which stands to this day in the village cemetery. The _ inscrip- tion on the stone reads: “He died laughing.” Charles R. Angell. + Success Just An Accident. The way to success is a funny sort of road. You fly by junctions, twist round loops, tear through cut- tings, ascend gradients of tortuous lengths, and rush down slopes of perilous declivity. Through scenes of all sorts, animation and desola- tion, life and strife, mirth and _ sor- sow, you flash—then suddenly pull up. There’s no station—there never was intended to be. You are shot out on the line. You are there. The sudden jerk has aroused you; you were nearly asleep. It’s a rude awakening. There’s nothing to see except a few persons hurrying to- ward you. “Are you hurt?” they en- quire pathetically. They evidently were not expecting to see you. “No, l am not hurt,” you say, “but I sooner would have stopped in the train.” “Of course you would,” say the folk around you; “nobody ever gets out here but what gets pitched out. Its an accident.” And upon going into facts and other cumbrous items, you soon be- gin to understand things. Of course it’s an accident; but you don’t say so—you endeavor to persuade the bystanders it is where you wished to alight. Sydney Johnson : —_—__+-2 2 ____- The religion you can live by will do to die by. No. 585 Fancy Delivery Wagon WE BUILD RELIABLE WAGONS of every description for delivery purposes. Ma- terial and workmanship the best in the world. We have so much confi- dence in the merits of our wagons that we guar- antee every one. You can’t buy a delivery wag- on any place as good as ours for as small amount of money. You need a de- livery wagon in your busi- ness, but don’t buy one until you get our hand- some 84 page catalog and price list. You will be the one to profit by it. Ask us about ‘‘The Kiblinger” $250 to $450 Automobile. AUBURN WAGON & BUGGY WORKS Box No. 101 Auburn, Ind. “DON’T FORGET IT.” THE INCORPORATING COMPANY OF ARIZONA makes a SPECIALTY of the LEGAL ORGANIZATION and REPRESENTATION of corporations under the VERY LIBERAL and INEXPENSIVE corporation laws of Ari- zona. Has the BEST legal advice to carefully guard the interests of its clients. RED BOOK ON ARIZONA CORPORATION LAWS gives complete forms, mode of procedure and a copy of the law revised to date. Request a copy — it is free. Box 277-L. PHOENIX, ARIZONA References: Phoenix National Bank, Home Savings Bank. A 5c Cigar in a Class by Itself G. J. JOHNSON CIGAR CO., Makers, Grand Rapids, Michigan ier hides siaaaa eee ee Sr eee ed Seater alas a Me SRA a ON cs Naa ohana esas ataNcad cheba date cra gage MilamicemmeneesenDicuekagesactust asin arches oe eee Re, MICHIGAN TRADESMAN sr mea en oe 2 _asgeenon nance cuissgn Set Psat ; Seo beetagesaae eae MESSE Ua Hia A Ben RA See El TOE ED te ee IE TTS 17 WILDCAT MONEY DAYS. Business Hampered by Unstable Sys- tem of Exchange. Written for the Tradesman. The Valley City was, in the old days, closely identified with her sis- ter city of Muskegon, only neither was anything but a straggling village in those brave days of old. It was in the forties sometime that politics ran hot in the village on the Grand. I can not recall the exact date of the election, but do know that Whigs and Democrats made a big fight and that the partisans of Henry Clay were snowed under too deep to be resuscitated until the ad- vent of the new party under the oaks at Jackson. One election, in particular, I call to mind, not from my own knowl- edge, but from hearing a relative, an actor in the drama, tell the story. Who was the Democratic candi- date for village Preesident is not quite clear, but the Whig standard bearer bore the name of Pettibone, and his few followers made up in noise and strenuosity what they lacked in numbers. Not all the graft and cheating are confined to the present generation. There was plenty of lowdown politi- cal trickery, and at the particular ~election in question the followers of Old Hickory got the credit for do- ing their full share. Isaac Millard was a lusty partisan of gallant Harry of the West. He put in the day elec- tioneering for Pettibone. Hot words led often to blows, and much bad blood was engendered. The Board was in the hands of the Democrats. The count revealed some- thing like 300 votes cast, “of which,” said the chairman in a_ drawling sneer, “there are 270 Democratic votes and thirteen Pettibones!” The handful of Whigs were mad, but could do nothing. There was cheating done, they felt sure. This may have been true, since Isaac Mil- lard declared he knew of no less than twenty men who vowed they voted the Whig ticket and he believed them. That was the day of wildcat money, when a twenty dollar bill would not buy a meal of victuals. About this time Daniel Ball, of Grand Rapids, came to the rescue and saved the situation. Dan Ball money was all the go in the lumber woods and at Muskegon. His _ pa- per was for a long time as good as gold It created confidence and helped to tide over one of the worst seasons of hard times and almost absolute panic. The older citizens will remember that Mr. Ball finally went to the wall and his paper became worth- less. That was an incident of the times. The ewar cam on with its depreciated currency, yet backed by a Government fighting for existence. “Lincoln skins,” “Old Abe’s scabs,” and the like, went into circulation and their real value depended on how the battle for the Union resulted. Small change disappeared as by magic. One man buried upwards of ¢s.000 rather than risk losing it. That money afterward became the subject of much conjecture. The man who buried it—gold fifty-dollar pieces of California mint and others of lesser value—never recovered the treasure, and there is a belief strong in. some minds that this treasure trove is still in hiding near the bank of the Muskegon River. The writer would not advise a search for this gold at this late day, however. Undoubtedly it was un- earthed and put in circulation long years ago by someone whom the dying man let into the secret of its place of hiding. Be that as it may, although the fact of its burial can not be disputed, there is no doubt but the finding of it now would prove as idle a task as the long years of search by credulous humans for the buried treasure of Captain Kidd. The ups and downs of the bank- ing system were of a somewhat risky and harrowing nature in those wild- cat days. The war came, a black shadow cast upon the Jand, which, however, resulted in a_ stronger Union, a better feeling between the sections and a circulating medium the peer of any on the earth. In many respects that war was a god- send to the American people. It cost thousands of lives and millions of treasure, and in the time of its aw- ful work seemed a most appalling calamity. Presidet Lincolm- viewed the bloodshed and scattered treasure as a visitation from the Almighty in punishment of the nation for the sin of human _ slavery. Who is there to-day who will have the hardi- hood to stand up and declare that such was not the fact? No one can read Abraham Lin- coln’s second inaugural message with- out a profound respect for the great man who uttered it. Without being a member of any church, the Pres- ident was of a profoundly religious turn and his practical Christianity was something that no man can deny. While we as a nation were in the throes of war there were those who cried out against the issue by the Government of “irredeemable paper.” These critics stood for the good old money, the “dollar of the daddies,” and professed to see only dire dis- aster in the inflated paper. A few years afterward these same men de- nounced the Government for a_ re- turn to the solid basis of coin re- demption and out-shouted their old selves in a demand for a continu- ance of irredeemable currency. Such is the inconsistency: of the human animal. : Paper money was the staff on which the Government leaned in time of stress. When the. trouble passed then that paper was made good as gold and time has demon- strated the wisdom of the fathers. In the days of wildcat money business was sadly hampered for want of a stable system of ex- change. A bank note detector was on every merchant’s counter, and no bill was taken until this was con- sulted. There weer absolutely no bank notes at par—from 2 to 20 percent. discount on every paper dollar that flourished before the war. And from this sad state the laboring man suf- fered even more than the capitalist. The great Civil War wrought a change. Besides wiping out the stain of slavery it built up for the Nation the safest and most perfect money system ever enjoyed by man. The woodsman who toiled through a stormy winter was not fearful of losing his winter’s wages when paid off in the spring. The employer of labor knew that when his lumber was sold and paid for the bank notes were as good as gold, not likely to “bust” before he could get to the bank and exchange for The good old times were all right, but in most respects the present times beat them all hollow. Old Timer. -——_2-- Where Folly Beats Wisdom. Dr. Emil Reich, the famous lectur- er and historian, was once discussing marriage at a dinner in New York. coin. “That was a wise saying of the old} murmured an} Greek philosopher,” electrician—‘ ‘Whether you marry her| or not, you will regret it.’ “I knew an old maid in my native| Eperjes,” said Dr. Reich, “who once | got off a saying almost as good as the| E a & 5 immortal Greek one. Auntie, said her little niece to) her, ‘what would you do if you had| your life to live over again?’ sour | “The lonely spinster, with a smile, answered: ““Get married before I had sense} enough to decide to be an old maid.’”’ Cameron Currie & Co. Bankers and Brokers New York Stock Exchange Boston Stock Exchange Chieago Stock Exchange N. Y. Produce Exchange Chicago Board of Trade Members of Michigan Trust Building Telephones Citizens, 6834 Bell, 337 Direct private wire. Boston*copper stocks. CHILD, HULSWIT & CO. BANKERS GAS SECURITIES — DEALERS IN STOCKS AND BONDS SPECIAL DEPARTMENT DEALING IN BANK AND INDUSTRIAL STOCKS AND BONDS OF WESTERN MICHIGAN. ORDERS EXECUTED FOR LISTED SECURITIES. CITIZENS 1999 BELL 424 411 MICHIGAN TRUST BUILDING, GRAND RAPIDS THE NATIONAL CITY BANK GRAND RAPIDS Forty-Six Years of Business Success Capital and Surplus $720,000.00 Send us Your Surplus or Trust Funds And Hold Our Interest Bearing Certificates Until You Need to Use Them MANY FIND A GRAND RAPIDS BANK ACCOUNT VERY CONVENIENT Successful Progressive Strong Capital Surplus $1,200,000.00 Assets $7,000,000.00 No. 1 Canal St. Commercial and Savings Departments haalnier oli ssa pried mee eben i cai espe Grats MICHIGAN TRADESMAN Status of the Hat and Cap Trade. The hats show no marked the styles of last season. have been heightened brims show a trifle more and rear than did last spring’s shapes. The changes, although few, mark an improvement in the effect of stiff changes in fall styles of from The crowns and dip in front shapes slightly general men’s headwear. The majority of stiff hat styles are conservative in shape, and will doubtless be popular for that reason. As is usual, a few extreme novelties are offered, but as they have few worthy of consideration the sales will be very limited. The much-mooted question of whether brown stiff hats will be worn this fall is being answered in a most satisfactory and_ practical manner. The answer is to be noted on highways and byways, and at every hat store and hat department in nearly every city and town in the land. 3rown derbies are selling, most certainly. The earnest endeav- ors of the many hat manufacturers, assisted by the numerous and varied means of publicity, have at last secur- ed a response from a none too fickle features public, and many men who for years have clung to their black hats are now wearing a brown derby. It is to be hoped no one has imagined that brown hats would supersede black ones. Such a thing never has been and never will be. But the brown derbies are very much in evidence everywhere, and in comparison with the number of them worn in recent seasons, they are now extremely pop- ular. Never has there been a time more opportune than the present fall season for the popularizing of brown stiff hats. First of all, the time of year itself is most appropriate; and next, the brown derby looks well with the popular fall suitings, and maintains the harmony of color tone that marks the appearance of every well-dressed man. One of those “op- portunities” of which so much is talk- ed and written is at hand. Every retail hat department should grasp the opportunity and “push” brown hats. If brown derbies are not sold and worn this fall in every town in the country, then some one has miss- ed his opportunity. Soft hat productions for fall offer a most extensive variety. Colors, trimmings and various shapes in crowns and brims all lend their as- sistance in producing the novel styles to be seen in every sample line. Be- cause of the wide variety of shapes, no one style may be said to be most popular. The majority of soft hats now being shown have crowns that may be worn creased, dented or tel- escoped, and al! of these effects are popular. The brims are medium width. The treatment of the brims increases the variety of effects, which includes the flat set, rolled, curled and flanged. Some of the latest produc- tions have the brim rolled at the sides and in the rear, with the front dipped considerably, affording protec- tion to the eyes. The effect is natty, ulthough somewhat “rakish.” Fancy bands are receiving more and more attention. The color range in soft hats is wide, and includes all shades of fawn, nutria and brown from light to dark, and shades of pearl and grey as well. It is difficult to go amiss on soft hats this season. straw hat season of 1907 is rapidly forgotten and the at- of the retail trade has been next summer through the efforts of the traveling selesmen, whose efforts have been successful. Straw hat styles for next season have been more those of di- mensions than of varieties of braid, for there is every indication that the yacht shape straw hats of split or sennit braid will continue in populari- ty. There is no indication at present that fancy and rough braids will re- ceive more than a modicum of atten- tion. The being tention called to persistent Panama hats of the better grades will continue in popularity next sea- Many orders have already been taken for these popular hats, and the firms making a specialty of dealing in them have prepared for a_ good season. The demand for Java, Ma- nila and palm hats, which are varie- ties of tropical headwear, seems to be increasing, the sales so far made being almost exclusively for the real Panama article. Retailers should not fail to investigate this department of their straw hat business. Panamas appeal to the better trade, which, it is assumed, every retailer desires, and consequently every retailer should be prepared to meet the demand, if in- deed he does not create one by rea- son of displaying them. son. Now is the time to begin prepara- tions for correcting a great and glar- ing evil that exists in the hat trade— the early cutting of prices on straw hats. The past season saw less of this evil than usual, because of the backward summer season and_ the scarcity of merchandise—so much the better as the habit will be a trifle broken. Every retailer knows that straw hats can be made to yield a profit, and yet nearly every retailer lessens or loses altogether the profit he should have made, and all because of his cutting the prices early in the season. The practice is a custom only, and no good reason exists fora reduction on any straw before either August fifteenth. Customs have been changed and can be again changed, and now is the time to be- gin the work of changing this one. It can be accomplished far more easily than one would at first imagine. What is necessary to bring about the good results desired is a little unanimity of thought and action. First of all, the straw hat manufacturers and dealers should “get together,” and, after having decided that early price- cutting is a nuisance and a detriment to all business interests, to prepare a circular-letter to that effect which should be sent to every retailer in the country. The circular ought also to contain a request that each retailer should refrain from reducing his first or prices on straw hats until a certain date—to be mentioned in the circu- lar-letter—also that the retailer wil! acknowledge receipt of the request and agree to abide by the provisions contained in it. Furthermore, there should be provided a penalty of some sort for the retailer who the interests of others, by ‘ the price on the first warm day.” There is no doubt whatever but that the matter can be worked out suc- cessfully, and with results most grati- fying to retailer and maker as well. Many persons do not purchase their straw hats until late in the for the sole reason that a consider- able saving can be made by waiting until the prices have dropped. Every retailer knows of a dozen such cases in his own town. Should it once be- come known that the prices will not change until August first to August fifteenth, the tardy customer would buy his hat early, and the retailer would profit thereby. Something should be done, and at once, in order season that the retailer may get his just profit—Clothier and Furnisher. ——_>+._____ Corrected. A commercial traveler who makes frequent trips to the West from New York is on friendly terms with the porter of the sleeping car, who re- joices in the name of Lawrence Lee. “Well, Lawrence,” announced the salesman, gleefully, “I have good news for you. We've had a birth in our family—twins, by George.” “Dat am no birth, sir,” said Law- rence; “dat’s a section.” ——_.2>—____ The handsomest people are those who let happiness get into their faces. works | against his own interests, as well as ‘chopping | The “Ideal” Girl in Uniform Overalls All the Improvements Write for Samples pea (LOT GRAND RAPIDS. MICH. Coupon Books are used to place your business on a cash basis and do away with the de- tails of bookkeeping. We can refer you to thousands of merchants who use coupon books and would never do business without them again. We manurtacture four kinds of coupon books, selling them all at the same price. We will cheerfully send you samples and full informa- tion. Tradesman Company Grand Rapids, Mich. ere ee MICHIGAN TRADESMAN 19 HEADED FOR FAILURE If You Do Not Thoroughly Like Your Job. Don’t ever stick to any business you don’t like. Be happy in your work if you would be successful. They used to say that “a _ rolling stone gathers no moss” and people believed it. But it is not true. Some of our most successful men to-day are men who always were changing around, trying new lines of work until at last they found just what they were fitted for and stayed there, and that is why they are successful. A man never knows just what he wants until he gets it. When most of us started to work our minds were not yet formed. We had not decid- ed fully what kind of work we liked best; we took the first opportunity that came to hand, and if we liked it we stuck and were successful. Some of us who didn’t like it are still sticking because we were not born quitters. We take a certain pride in sticking to a task no matter how distasteful it is. It is a wrong idea; we should look around and try out businesses which we think we would like. There is something intended for each of us and if we find it and are reason- ably industrious we win and merit the title of success. A man must be happy in_ his work; that is essential. If you spend leisure hours making the house look prettier, devising little home- made artistic things for it, why don’t you turn decorator? You'll make more money out of it than by manufacturing cheese if you do not like the smell of it. If you spend your spare time dig- ging in the garden and like it, like the feel of the outdoors, buy or rent a farm, turn farmer, and the chances are I,000 to one that you'll be twice as successful. One of the best photographers in the United States to-day started out in the real estate business and stuck to it for twenty years, not that he liked it, but he was in a rut. He got out of the rut suddenly. One’ day he realized that he spent most of his time taking pictures and fooling around the dark room. His work was good, and he decided that as he was letting his pastime inter- fere with his business he might as well make a business of his pastime. He did and his success has been phenomenal. There is a young man in one of the large cities, not yet 30, whose father owns one of the largest whole- sale grocery businesses in the city. For five years his son was with him, but the business proved distasteful. There was something that the young fellow was always itching to do, and that was to make furniture. He left his father, where his prospects were good, and went into the business of making artistic furniture, with no prospects at all, but a great love for his work. Inside of a year he had made good at his new business. He would have been a rich man if he had stayed in the grocery busi- ness, but his ambition was to be more than rich in money, and he will realize it, because he has found himself and found his work. A big insurance company recently received a shaking up and as a re- sult their Western manager was out | of work. Even after all his years | of experience in the insurance busi- ness he decided to leave it and do what he wanted to do; that was, to} go into the manufacturing business. | He always had a love for tinkering | with machines and had taken great enjoyment in it. When he had an opportunity he changed his business | completely and now is much more successful than he ever was in the insurance business. The real father of the automobile business in the United States used to work in his father’s carriage factory. He didn’t like carriages; he liked machines. After work every night! he used to go home and work down in the cellar with engines and things that he was perfecting. He decided that he would leave his father and branch out for himself in the business he liked and, accord- ingly, started up a little machine shop in his home city. He was not suc- cessful at first, because he was work- ing, on a great thing which took time. He achieved it; he made a good au- tomobile, and now he is making more than he can count and is hiring thousands of men. He is rich, suc- cessful and happy. Jack London used to shovel coal because he couldn’t sell stories; fin- ally he decided he would rather starve than do work he didn’t want to do. kind. No man is born with a loashes| ing for work. We all want occupa-| tion and we all want the right kind. | You can’t afford to waste your life. if you don’t like your work. There} is a certain exhilaration of spirit, the accompaniment of success, which is | one of the greatest things in this life. You can’t afford to miss it. Behap-| py in your work, get into the work in which you can be happy and make sure of success. oe Dandelion Vegetable Butter Color A perfectly Pure Vegetable Butter Color, and one that complies with the pure food laws of every State, and of the United States. Manufactured by Wells & Richardson Cv. Burlington, Vt. MATT, OOTE ENKS) , Qeeroore Sema EXTRACt Wisdom From Babes. COLEMAN’S In a recent examination in one of eed ne geet Nase “tines Vannilla-Flavor and Terpeneless-Lemon classes of people?” One of the an-| Sold under Guaranty Serial No. 2442 swers was, “Men, women and_ ba-| bies.” | In answer to “Name one animal | At wholesale by National Grocer Co. which provides you with food and) Branches at Jackson and Lansing, clothing,” one boy said, “My mother.” Mich., South Bend, Ind., and The = 4 | Baker-Hoekstra Co., Kalamazoo, Mich. | Also by the Sole Manufacturers J.W.York & Sons FOOTE & JENKS Manufacturers of | JACKSON, MICH. Send for recipe book and special offer Send for Catalogue secs | BUGGY DEALERS Grand Rapids, Michigan | Don't forget that we still Errors He did almost starve for awhile, but | when he got the work going at which | he used to play, he lost himself in it | and made money and progress. He who plays at drawing pictures | is an artist; he who plays at building | mud houses and things is an arti- | san; he who plays at keeping store | is a born merchant; .and he who | plays at telling stories is either a/| liar or a writer, and there is but | little choice. 4 If your business makes your head | ache it is a bad business and not the | one in which you can do your best. | If you hate the sound of the word | “work” you are not doing the right ! A Sia. Beene ss iis ta Lai its Cut 10 Outdoor Cabinet are rectified—yes, and often prevented—by the use of the telephone. No business man can | afford to be without one. | | have a large stock and assortment of Top Bug- gies, Bike and Driving Wagons, Surreys, etc., to fill rush orders the rest “Use the Bell” of the season. Brown & Sehler Co. Grand Rapids, Mich. WHOLESALE ONLY Why a Gasolene Stove Smokes Have you ever been told by a customer that the gasolene she bought of you doesn’t burn with a clear blue flame, but has a yellow streak and flickers, blackening the pots and pans? It’s very annoying to her and if not remedied will cause her to buy elsewhere, taking the rest of her trade to the new store. This smoky gasolene is caused by dirt and water getting into the gasolene. It cannot be prevented with the old style tank. It cannot happen with a Bowser. The Bowser Self-Measuring Gasolene Tank keeps the gasolene as pure and clean as when it left the refinery. It means satisfied customers, the backbone of a successful business. Send for Catalog M S. F. Bowser & Co., Inc. Fort Wayne, Indiana “If you have an old Bowser and want a new one write us for our liberal exchange offer.” en PRASa TEAL ceases py erate ae 20 MICHIGAN TRADESMAN THE STOLEN CERTIFICATES. How the Kleptomaniac Purloined the Marriage Papers. William Knickerbocker communicative was as as a fairly healthy clam on subjects which he deemed it mecessary to keep silent. It had taken him about a words to tell me that his son Gregory was a kleptomaniac and that he wanted to dozen engage me to cover up his. son’s thefts. I had accepted his proposi- tion in half of that number. That was one of the reasons why Knicker- bocker and myself got along well to- gether. “Jewels?” I continued, quite as lo- quacious as my employer. “No. shifted. Not jewels this time. his is his loot this time.” He picked up two papers lying on blotter him desk to and tossed me. before the the them across It needed make of the papers. of “Marriage only a glance for me to of the larger It was folded, but on the center fold was written: Certificate” | opened it and read the names of the cMatna (1, 1 K. Coolidge.” I turned to the second paper. It was that out the nature outside the contracting parties. Washburn and Samue : : of the date as same which ap- peared at the top of the certificate of marriage, and it read simply: ‘This is to certify that I, Samuel K. Coolidge, being of sound mind and conscious of what I do, do hereby affirm that I have this day made Martha L. Washburn my legal wife. Signed Ione Samuel K. Coolidge.” back on the Knicker- I dropped the deck bocker. I can coun that | ) five years. I nuimbe papers and stared over at on my fingers the times startled in the can enumerate the that |i been that approach- ed being shocked on the of 3ut one of the when | both — sensa- tions handed to me in one jolt. “The Coolidge certificate!” I cried, when I could speak coherently. “This isn’t that for me about?” t have been 2r of times have surprised to a degree fingers this was had one hand. occasions ~you don’t mean to say this is what you sent "it is.” ” “Gregory hasn't stolen these? “Hasn't he!” Knickerbocker had gotten over his shock at finding these papers in his son’s possession, and he had little man who surprise. “Oh. xo. papers aren't worth anything; nobody would take the trouble them. They just left ‘em lying around loose and the wind picked them up and blew them about two miles across town through a locked window into Gregory’s closet. Oh, no, of course sympathy for a the of he!” he repeated. These was in first “Hasn't of stage course not, to guard he didn’t steal them!” I let him have his fume out. Mr. Kaickerbocker,” 1 said, “I merely asked a question prompted by a most natural surprise. Unless Iam these papers are the cer- tificates of the marriage of Million- mistaken, aire Coolidge to his housekeeper, Miss Washburn, which the _ old man’s children are trying to prove never existed, and which Miss Wash- burn calmly announces that she holds irightfully belong. H e's | steal over the estate as a club. are—" “They are, they are.” “Then they are the most sought after papers in the world to-day, and—” “They are, they are.” “Then, good heavens, man, do you realize the possibilities that are in- volved in the possession of them?” “Do 1? Do I realize the possibili- ties?” Knickerbocker arose and pac- ed up and down before his desk. “Do | realize the possibilities that lie in their possession? Yes, I do. Further, I realize fully the possibilities that lie in their absence from the posses- of the parties to whom they That 1s Baldwin, he’s done _ his time; those papers are worth 000.” “Two million. Yes, “and that’s something prise pardonable—even in a man who works occasionally for you.” Knickerbocker laughed. “All right, Baldwin, all right. Fact is, this thing has put me way up in the air. Don’t know when I ever was up against anything that upset me like this. He’s as irresponsible as a monkey, that boy. He doesn’t care what he steals, except that he will steal things that are hard to get away with. The effect of his work is nothing to him. Here he’s gone ahead and placed Sam Coolidge’s last wife in a position to lose her dower right to Sam’s estate. Two million, lf they sion worst this 2,000,- sic, saad, to make sur- ;and he throws it away like a yester- paper, the fool!” “No-o, not a fool, exactly,” I murred. “I don’t know these but any that are day’s de- got can how he man watched papers, who things as |closely as these have been isn’t even last | within speaking distance of being a fool. He be distorted—but a fool? No.” “A fine way for a detective to talk,” laughed Knickerbocker, derisively. “in the contrary,” said 1; “at is only a detective of wide and varied experience who has a right to talk this way. He and he alone knows what difficulties the thief encounters and overcomes, and while of course he can not hold any brief for them or their ways he must, if he is fair, take off his hat and give them credit for their cleverness. And as for Gregory, Gregory isn’t a com- may successful mon talented thief. Gregory is a genius at stealing, | am sorry to Say.” “T wish he was a genius at some- thing honest,’ grumbled the old man. “Well, Gregory isn’t maliciously dishonest, anyhow,’ I said. “Look at this case. Here’s he’s stolen some papers which you say are worth $2,000,000 to the right parties. And yet he hasn’t made any move to real- ize a cent on them. That alone ought to admit him to the Society of Ge- niuses.” “He doesn’t have to make any move to make these papers worth two million to one of the parties concerned. You've’ probably read something about this case in the pa- pers, but here’s the real situation: Sam Coolidge married Miss Wash- burn against the wishes of his chil- dren. But he married her, just the why— same, as these papers show, and that gives her a right to the widow’s part of the estate. There are three chil- dren. They never forgave their step- mother. Now they are taking advan- tage of the fact that Coolidge died without making a will to fight her. They claim that no marriage ever took place between their father and Miss Washburn. They don’t know that Miss Washburn was an astute business woman as well as a charm- er of the old man. She’s been say- ing nothing, relying on this certifi- cate and Sam’s letter to knock ’em cold when the thing comes to a fo- cus. The children have been doing the talking. And here Gregory comes along and steals the proofs of the marriage, putting Miss Wash- burn—Mrs. Coolidge, that is—out of the running and giving the children a chance to win their case. All he had to do was to leave the papers where he threw them, in his closet at home, and Mrs. Coolidge would have lost and the children would have won $2,000,000.” “exactly, isa 1 “Amd you're quite sure that these are the genuine papers?” “What?” “You know Samuel Coolidge’s sig- nature, don’t you?” “Ought to. Sam and I were asso- ciates in several enterprises.” “IT thought so. Then you can say positively whether or not these pa- pers bear his true signature?” Knickerbocker looked at me in puz- zled then reached for the he scrutinized careful- fashion, papers, which ly. After a most careful examina- tion he handed them back. “These papers bear the true signa- ture of Samuel K. Coolidge,” he said formally. “Now, why did you ask?” “Because, if these are the true pa- pers, then my theory at present is that Mrs. Coolidge has in her posses- sion forged copies of the same.” “You—” “Wait a minute! Here are two pa- pers which give the widow her rights to her share of the dead Coolidge’s Our registered guarantee under National Pure Food Laws is Serial No. $0 Walter Baker & Co.’s Chocolate "& Cocoa Our Cocoa and Choco- late preparations are ABSOLUTELY PuRE— free from ccioring matter, chemical sol- segue - adulterants = of any kind, and are oeeristereds. therefore in full con- formity to the requirements of all National and State Pure Food Laws, 48 HIGHEST AWARDS in Europe and America Walter Baker & Co. Ltd. Established 1780, Dorchester, Mass. Se a pee ae i ; eg X-strapped Truck Basket A Gold Brick is not a very paying invest- ment as a rule, nor is the buying of poor baskets. It Pays to get the best. Made from Pounded Ash, with strong cross braces on either side, this Truck will stand up under the hardest kind of usage. It is very convenient in stores, ware- houses and factories. Let us quote you prices on thi or any other basket for which you may be _ in market. BALLOU MFG. CO., Belding Mich. has proved popular. paid for about ten years. A HOME INVESTMENT Where you know all about the business, the management, the officers HAS REAL ADVANTAGES For this reason, among others, the stock of THE CITIZENS TELEPHONE CC. Its quarterly cash dividends of two per cent. have been Investigate the proposition. Petia raised ail atioraetia. setae taaeaieraivaralnsetsaranonsens atvacteeanaaenarisemennr kanes saneeeteeenee eet ee MICHIGAN TRADESMAN 21 estate. They’re all she’s got to base her claims on. She knows this. The papers are all that she has in the world. With them she is a million- airess; without them she is an aged, penniless housekeeper. Consequent- ly she would guard them better than her life itself. She would be in con- stant fear of their being stolen by agents of her opponents in the fight for the estate. She would keep them about her all the time, hiding them somewhere near so that she could see them and assure herself of their se- curity whenever prompted by her fears to do so. Once let her see them missing and—whew!—the hue and cry of. her accusations against the Coolidge children would ring in every newspaper office in the coun- try. Possibly she would cause ar- rests. Certainly she would cause a stir. And you may have noticed that not a whisper of any sort relating to these papers has entered the dis- cussion of the Coolidge estate af- fairs? “Right,” said Knickerbocker. “And they were stolen at least thirty-six hours ago. Then you think that Gregory—but how could he make a copy of them? To copy them in a way to deceive would require many hours of expert work. You see—” “How did you find the papers?” “The same as ever; looked in his closet, and there they were under a rug.” “J mean in what condition.” “Oh, come to think of it, they were inclosed in an envelope. I have it here, in the waste basket, where I threw it. Here it is; just a plain white envelope marked, ‘Dec. 23, 1899,’ in a woman’s handwriting, is- me it?’ “Yes. Mrs. Coolidge’s, probably. And when were Miss Washburn and Mr. Coolidge married?” “Why, come to think of it, that’s the date of their marriage on the en- velope.” “To be sure, and this envelope was sealed. Probably sealed and put away somewhere on the date of their mar- riage. So you see all that Gregory really had to copy was that date.” “And then what?” “After that it simply was—” “Simply nothing! I tell you thisis the worst case ever. There is noth- ing simple about it. You take pa- pers like that and people don’t leave ’em around in a way to make their theft a simple matter. Not by along shot. They hide ’em too well. There will be more trouble getting them back, if we do it, than we’ve had with him yet. And the first hearing of the case comes up in a week and there Mrs. Coolidge will walk into court carrying an envelope contain- ing, probably, a couple of entirely blank papers.” “On the contrary, she will, of course, bear these papers into court,” I hurried to say. ‘Whatever way we do it, we must get the things back to her before she has need to use them. But as for this being the worst case that we’ve had Gregory mixed up in, I can’t agree with you. It’s comparatively simple. I’m _ sat- isfied that my theory of substitution is correct. After that it’s merely a matter of finding where Mrs. Cool- idge keeps her papers, and of mak- ing another trade with her. I want you now to copy that date on to an- other plain envelope, like the other one. Being Gregory’s father you'll do it better than) |. could. That's right. Now I'll put the papers in it, so, seal it, so, and now I’m off to see if I can’t repeat Gregory’s trade.” “Tf he did trade,” added Knicker- bocker. But I was on my way out and did not stop to answer. As I closed the door I heard him = say: “Besides, Mrs. Coolidge is in hid- ing.” Which was quite right, but I felt that she couldn’t be quite as well hidden as she might have been. My reason for thinking this was the ex- clusive news story which one of the evening papers had published the day before regarding her attitude and plans in the legal fight. It wasn’t an authorized story and it contained no interviews with the woman herself, but it contained information and dis- played a familiarity with her affairs which nobody could have possessed without having seen and talked with her. Charlie Glade, I knew, had writ- ten the story. It was the kind of news that he handled, and I had been fortunate enough to earn his gratitude a couple of years before when I turned over to him informa- tion which enabled him to scoop the town on a big story. He always had been willing to reciprocate, and to him I went as fast as a hansom could take me. ' “Mrs. Coolidge,’ I said when I found him. “Which hotel is she stopping at and under what name?” “Whoa back up, boy! be ered. “Aren’t you going a little too swift for the circumstances? Who said I knew where Mrs. Coolidge was, who said she was stopping at any hotel, and who said she was under an as- sumed name?” “Nobody. It’s common sense to deduce all three. Don’t beat around the bush; I know you saw her be- fore you wrote that big story.” “Vou know a lot, all right,” he erumbled, but nevertheless he sat down and wrote with a pencil on a4 card: “Mrs. Evan Townsend and daughter, Gramont Apartments,” and handed it to me. “Phat's cieht” [ said. “And now, have you entree to the woman’s rooms? If so, youre to take me there.” “Mrs. C. is living there with her maid,’ he said. “Even her lawyers don’t go there to see her. They gave me the story, but I wouldn’t print it unless they let me personally ask the woman if it was right. I saw her— for ten minutes. It’s a fine place to hide in that she picked out. I know of just one other man besides her lawyers who knows where she is.” ‘“Who’s the man?’ I asked. “Voung Gregory Knickerbocker,” replied Glade. “He and Mrs. Cool- idge have been great friends ever since she used to be the old man’s housekeeper and Gregory was the kid visitor.” George Adair. ——_ ~~. A frown on the face does not in- sure a crown on the head. ——_- ooo —_——_ No man happens to stub his toe on 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 ? Bour’s “Quality” Coffees Then Think of Standard for Over Twenty Years Sell the Coffees of Proven Qualities which have been the eee ieee Don’t experiment Sold by _ Twelve thousand satisfied grocers The J. M. Bour Co, Toledo, Ohio Detroit Branch 127 Jefferson Avenue the nugget of character. Simple Account File A quick and easy method of keeping your accounts Especially handy for keep- ing account of goods let out on approval, and for petty which one does not like to encumber the regular ledger. By using this file or ledger for charg- it will save one-half the time and cost of keeping a setof books. Charge goods, when purchased, directly on file, then bill is always 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 accounts with ing accounts, > your customer’s 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 Husband Masquerading as a Star Boarder. Cincinnati has a judge who is, in good truth, a second Daniel come to judgment. The other day he was called to pass upon the marital woes of a young couple who testified that they led a cat and dog life together and that they could only agree to disagree. The case was complicat- ed, as divorce cases are apt to be, by the fact that there were children, whom both parents desired to keep and whom the father must support. In this dilemma the wise judge ad- vised that instead of separating, the warring parties go back home and see if they could not get along more peaceably with the man occupying the altered status of star boarder, in- stead of husband. The idea is one so luminous with good, hard common sense that it sug- gests its extension, with modifications and .alterations to fit the case, into other households which are still a long ways on the sunny side of ‘the divorce court, but whose bickerings are sufficiently frequent to keep them perpetual storm centers. The great- est charm, as well as the greatest misfortune, of family life is its con- tinual association, its intimacy and lack of reserve. When this means a love and sympathy so acute that it divines, as if by instinct, our every thought and feeling; when it means a comradeship so true and so. con- genial that it doubles every pleasure and halves our pains, heaven has given us its best gift, and we may well be thankful for it. When it sim- ply means that because a person is kin to us, or married to us, they feel that it gives them liberty to offer us insulting criticisms and tell us un- pleasant truths, as they would not dream of doing to a stranger, it can make the family circle as good an imitation of an unmentionable place as anyone need desire to see. There are many people their bad manners, as they their old clothes, for home wear, and there is no doubt that in many families an element of formality could be intro- duced as a peace measure with bene- ficial who reserve do results. From the woman’s side of the sub- ject there are various things to rec- ommend a husband in the role of star boarder. For one thing, it offers a satisfactory way of laying that spec- tre that haunts so much domestic life—the financial problem. Sordid as it seems, it is nevertheless true thit the money question is just as dis- turbing in the home and just as pro- vocative of a row as it is in national politics. It is Mrs. Benedict’s per- sistent and continual demands for money for the butcher and baker and candlestickmaker, and Mr. Benedict’s tart replies in consequence, that pre- cipitate nine-tenths of the arguments that end by Mr. B. jamming his hat on his head and slamming the front door behind him, and Mrs. B. sobbing out that she wishes she had never left her mo-mo-mother! In no other thing are men so illog- ical and unreasonable as in the way they treat their wives about money. Every man worthy of the name ex- pects to support his family when he gets married. In reality, he probably does not object to doing it. He is perfectly well aware that servants must be paid, supplies for the table purchased, clothes bought, and that children are apparently born for the sole purpose of enriching the shoe- maker and the school book publisher. Yet, knowing all this, about half the men you know seem to take it as a personal injury and grievance when their wives come to them for money for the common family needs. “Great snakes, you want wash money again?” they cry. “What, the flour out again! You need a half dollar to pay for getting Johnny’s shoes mended! By George, I believe you think I am made of money!” and alas for human frailty, the woman is more than apt | not to return the humble answer that ‘extracts money and turns away wrath, but to remark, instead, that if she were a miracle worker and could run a house without money, she wouldn’t be working for any man for her board and clothes—she would be Secretary of the Treasury. There are plenty of such homes— and the men in them are not neces- sarily mean, only thoughtless and in- considerate—where every single item of expense is argued out at as much length as if it were a Mississippi River improvement appropriation bill, and where a pair of shoes can’t be bought for the baby or a calico frock for the wife without a debate that is hot enough to leave a blister. The inevitable result is continual friction that spells disaster to the family, and the very best thing any woman under such circumstances can do is to take her husband as a boarder, charge him enough to run the house on and spend the money in peace and as she pleases. As long as she makes him comfortable he has no more right to interfere in her management than he would with any other methods. Women confide too much, anyway. There is no earthly use in telling beforehand everything one thinks she is going to do, particular- ly if it is liable to be objected to. Do it first and discuss it afterwards. Saw wood and say nothing is a wise motto for wives as well as__ politi- cians. Another advantage that many women would gain if they could in- duce their husbands to regard them- selves more in the light of a board- er, and less in the light of a boss, would be a very superior article of manners to that to which they are now accustomed. No man _ would think, for a minute, that because he paid his board it gave him a right to sneer at his landlady’s opinions, de- ride her views, ridicule her senti- ments. These are privileges that matrimony alone bestows upon a man and many a woman’s fondest dream of happiness is to wish that her husband was as polite to her as he is to other ladies. He will listen with apparently absorbed attention while another woman airs her views on the South African war; he is quick enough to respond to another woman’s witticism, but let his wife undertake to expound the political situation or tell a story and he has not the slightest hesitation in shut- ting her up by telling her that she does not know what she is talking about and that he read that joke in Punch during. the deluge. Likewise, as a boarder, he might even be aroused to express some gratitude. and appreciation for the 20 Second Hand Automobiles For sale at bargain prices. Now is the right time to buy. Send for our latest second hand list. ADAMS & HART, 47-49 No. Division St. Grand Rapids A Cood Investmenr PEANUT ROASTERS sata and GORN POPPERS Great Variety, $8.50 to $350.0@ Bas ee EASY TERMS. Ay Catalog Free. tireless devotion to his interest, the KINGERY MFG, CO.,106-108 E. 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It should be goed coffee, all the greenness must be taken out in These are FLINT’S STAR BLENDS They will please your customers—they will make mew customers. Write us today for samples; tell what class of coffee you sell. SUIT YOU 6-8-10-12 Clybourne St. THE J. G. FLINT COMPANY 10-112 W. Water St. MILWAUKEE, WISCONSIN unceasing study of his pleasure and comfort, the love that never fails, that now, as a husband, he takes for granted, and doesn’t even think worth mentioning. So, too, when he is sick. He feels that he is at perfect liberty to reward his wife’s sleepless nights, her worry and care, with grumbles and growls and ill temper, but he would never dare to treat an angelic landlady, who was nursing him, that way. He would feel that he never could) repay such self-sacrificing goodness, and besides he would be afraid that if he didn’t behave him- self she would turn him over to a hir- ed nurse and go off and leave him. Nor would all the advantages be on the side of the woman. Many a man would have everything to gain in being promoted from the rank of the husband to that of the star board- er. It can not be denied that if there are cantankerous husbands—and_ I am talking now not of the happily married, but of the disgruntled of both sexes, to whom matrimony has brought more kicks than ha’ pence— there are also neglectful wives. There are women, good women, in whom the mother kills the wife, and who after the coming of the first baby simply exist for their children. Such a woman goes dowdy in her clothes, because baby hands pull so at frills. She puts away ll. the pretty things in the house because she does not like to interfere with the children’s enjoyment of playing train with the parlor chairs. Nobody dares laugh aloud for fear of waking the baby. She considers it of infinitely more importance to hold a spoiled child’s hand while it goes to sleep in the evening than to try to cheer and entertain a tired and worried husband, and in one case which I knew she kept the table down to an almost sterilized baby food standard because it was so hard for the precious little darlings to see rich and highly-seasoned food that they were not permitted to eat. In such a family, and there are plenty of them, the husband merely exists as a kind of animated cash reg- ister. He is of no consequence in the home. None is so poor as to do him reverence and he is right to strike for the position of star board- er—the gentleman who pays the rent and who is entitled, on that account, if no other, to the best of everything. “Ah, Colonel,’ says the lady in one of Maurier’s cleverest cartoons, “after all, the liver wing is the choicest bit of the fowl, isn’t it2" “I dont know,” replies the poor Colonel. “I have never tasted it. In my youth they gave it to the old people and now the children get it all.” The liv- er wing and other perquisites, like the best of his wife’s society, her pret- tiest manners and prettiest looks, the Colonel might claim as no more than the star boarder has a right to ex- pect. A small matter, but still worth mentioning in this connection, is the fact that the landlady does not feel free to lecture the star boarder. That way lies peace. She may perceive his faults, but she does not consider it her duty to call his attention. to them. She notices his mistakes, but refrains from saying, “I told you so.” She MICHIGAN TRADESMAN has heard his old stories time and again, but it is her business to laugh at them and she does it. She de- fers to his tastes, she studies his whims, and the star boarder stays on, and the establishment prospers. The moral of all of which seems to be the rather cynical one, that in or- der to get along harmoniously and peacefully with one’s family it is only necessary to treat them with the same courtesy, consideration and deference that we show to strangers. Dorothy Dix. 2a Putting His Logic To Practical Test. The old couple were eating their first meal with their son after his re- turn from college. “Tell us, John,” said the father, “what have you learned at college?” “Oh, lots of things,” said the son, as he recited his course of studies. “Then,” he concluded, “I also studied logic.” “Logic,” said the old man; “what is thate? “It’s the art of reasoning,” said the son. “The art of reasoning?” said the father. “What is that, my boye”’ “Well,” replied the son, “let me give you a demonstration. How many chickens are on that dish, father?” “Two,” said the old man. “Well,” said John, “I can prove there are three.” Then he stuck his fork in one and said, “That is one, isn’t it?” “Yes,” said the father. “And this is two?” sticking his fork in the second. “Yes,” replied the father again. “Well, don’t one and two. make three?” replied John triumphantly. “Well, I declare,” said the father; “you have learned things at college. Well, mother,” continued the old man to his wife, “I will give you one of the chickens to eat and I’ll take the other, and John can have the third. How is that, John?” ——_+ 2 —__—__ The Way the Czar Proposed. It is a pretty story which surrounds the betrothal of the present Czar Nicholas and the Czarina, for, al- though the great question had been planned and thought out for them by their respective parents, they both were determined to have a say in the matter. That they were in love with each other every one knew, and between themselves a mutual understanding had been arrived at in the summer- house of York cottage; but as Czare- witch the future Czar -had to make the formal and old fashioned offer of his hand. a i “The Emperor, my father,” he said, addressing the blushing bride to be, “has commanded me to make you the offer of my hand and heart.” “My grandmother, the Queen,” re- plied the present Czarina, “has com- manded me to accept the offer of your hand”—she broke into a rippling laugh—‘“and your heart I take of my own free will.” —_—_—eo Oo The devil can beat any of us at the business of making fine — senti- ments. Ae It takes more than sentiment to make a saint, Success SIECAUSE we want the best trade and the most of it, we do printing that deserves it. There is a shorter way to temporary profits, but there is no such thing as temporary success. A result that includes dis- appointment for some- body is not success, although it may be profit- able for a time. Our printing is done with an eye to real suc- cess. We have hundreds of customers who have been with us for years and we seldom lose one when we have had an opportunity to demon- strate our ability in this direction. Tradesman Company Grand Rapids, Michigan pen ser senate spire Hm INTE AOR il eee smcmanetitE pia ventory tune ihn wenn ss meray siesta ae seguro a aa 24 MICHIGAN TRADESMAN THE PURE FOOD STUNT. Where Some Effective Work Might Be Done. Written for the Tradesman. “This pure food law,” said the gro- cer, “tends to oratory.” The customer looked the question he did not ask. “It takes half my time explaining,” continued the grocer. “Wherefore?” asked the customer. “Because the new food product does not look like the old, does not smell like the old, does not taste like the old, and the consumer wants to know all about it. Hence the ora- tory.” “But the newspapers have printed whole pages about the new law and the change in foods.” “Me son,” said the grocer, “the people do not read articles of that class. If there is a sensational mur- der story, or an account of a runa- way bank cashier, people can tell you all about the details, but they do not read articles about pure food.” “Then, of course, you have to ex- plain that pure foods do not always look like the stuff that a strictly commercial packing industry has been serving up for so many years. That must take time.” “And patience, too. You may well imagine what the prudent and sus- picious housewife will say when she orders catsup and finds it green in- stead of the deep red known to other days. You've got to explain to her that it is tomatoes and not dye stuff that she is getting.” “Can you make her believe it?” “Usually, but there are some tough cases. One woman said her hus- band wouldn’t use the green kind. Said it was made of immature fruit. She brought the bottle back and lug- ged home some of the old red kind.” “It is the same in other lines. I presume?” “Indeed it is. There are the can- ned peas. Formerly they were nicely greened with sulphate of copper. Now they look bleached out, but they are richer to the taste and more nutri- tious. Women kick on serving them as they come now. There is little use in trying to talk them into liking the new style.” “Barnum was right. be humbugged.” People like to “Now, there are the dried fruits. I couldn’t sell them at all at first. They look withered and dried up as com- pared with the old swelled up kind. But they are richer in flavor and are more nutritious than formerly. We get the real fruit now, unimpaired with strong doses of sulphur.” “Don’t the consumers soon see the differenc2?” “Some do, but, as I said before, the new pure food laws require plenty of oratory. Suppose I bring out can- ned corn. Now it is a delicate yel- low instead of a ghastly white, but it has the flavor of the field, and the swectening and bleaching processes of the packer are seen no more, but many want the old white kind—the kind all bleached away and sweetened to give the stuff some sort of taste. And we are watched by these pure food experts, too. We dare not fill orders for the old stuff, even if we have it, which we do. Why can’t those fellows turn their attention to some other branch of business for a time? The groceries are not the only ones.” “For instance?” “Yes, for instance, why don’t the pure food and health authorities take a poke at the promiscuous soda foun- tains and hokey-pokey carts which thrive in all the large cities? There is a chance for missionary work.” “Perhaps they do.” “If they do the news has not yet been given out. There are thousands of these soda fountains in the large cities where one can buy disease and death for a cent. I have yet to hear of an inspector getting next to one of them. They are too busy making trouble for the grocers. I am not kicking on the pure food laws, mind you, but I am kicking on the way they are being enforced.” “Perhaps they will get to the others in time.” “Yes, after a few hundred children are buried as the result of the stuff sold at these fountains. The stuff dealt out not only destroys. the stomach, but it plants in the human body the germs of innumerable dis- eases. The glasses in which these villainos compounds are served are unsanitary, in many cases they are filthy.” “What is this alleged soda made of?” : “It is a cheap mixture of saccharine and a carbonate of some unknown in- gredients. The lemonade is compos- ed of water, coloring matter and saccharine. The root beer is made of tar dye, benzoic acid and water. Nice dose, that, to put in the stomach. But, as I remarked before, the inspectors are too busy watching the grocers to find out about the poison which is being fed to the children of the large cities.” “And this stuff is sold at a cent a glass? How can it be done?” “Me son,” replied the grocer, “I have been looking into this thing, and I’m going to tell you how it can be done. I sent a man to one of the poisoners, pretending that he wanted to get into the soft drink business, and did not care to manufacture. He was offered four dozen bottles of as- sorted drinks for seventy-five cents. Sold by the drink, each bottle brings ten cents, sometimes more. There you get a profit of $4.05 on an invest- } ment of seventy-five cents. Pretty good, that, eh? When you consider that a stand will sell ten dozen a day, you see that the profit beats any- thing else in the commercial world. And the dealer this man of mine talk- ed with offered to supply a cheaper grade at less cost. There you are! Why don’t the pure food men get after them? TI’ll tell you why: It is easier to go after the grocers, and they get more credit for going after an established dealer than they would if they went after a common street fakar.”” “They can’t do everything at once,” suggested the customer. “No, but they can get out a posse of twenty men to chase down a deal- er who sells oleo contrary to law. The inspectors make a hit with the farmers when they do that. The farm- ers got that law passed. I’ll gamble that the oleo in use in this State is purer and of better flavor than half the butter the farmers bring to mar- ket. We buy the butter the farmers bring to us, but more than half of it goes through the creamery process before it is sold.” “I know how they make butter,” said the customer. “I was once a hired boy on a farm. The good wife used to hide her butter under the bed until she got enough to take to town. Nine old place, that, to keep butter.” “Well, they got Congress to pass the law, and they got the other laws passed, too. I am glad of the legis- lation so far as the goods I handle are concerned, but I don’t like to see the fight made on the grocers all the time. It looks one-sided. I wonder how it would answer for them to go after the men who sell us ‘pure’ buckwheat flour?” “Or ‘pure’ maple sugar?” “Or ‘pure’ candy? Oh, well, there is no use in kicking. I broke loose this morning just because I felt like it. In time we will hear fewer kicks, and then we won’t have goods return- ed by the bushel basket. It has been pretty discouraging lately with the tinned goods trade. If the pure food laws enable us to sell really good goods we shall be satisfied. It is not pleasant to have a bad smelling can of corn or peas set before you by an angry woman when the store is full of customers. But the point of this lecture is that the grocers are not the only ones. Again, if the inspectors would haunt the factories where these goods are put up they would save both time and work. It is easier to stop a batch of bad food at the fac- tory than it is to follow that same shipment to a dozen retail stores and stop the sale there.” The door opened while the grocer talked and a girl with a white wrap thrown over her head came in with an open bottle of catsup in her hand. The catsup must have conformed strictly to the new law, for it was green and not red. The girl set the bottle down on the counter and threw back her wrap. “Mother says for you to take this back,” she said. “What is the matter with it?” ask- ed the grocer. “It is too cheap.” “Costs the same as the other.” “Well, we don’t want it. We want the red kind.” The grocer fished out a dusty bot- tle of the old red variety, wiped off the grime, and passed it over. The girl smiled knowingly, as if saying to herself, “You can’t cheat my ma,’ and left the store. “Why didn’t you explain?” asked the customer. “What’s the use?” said the grocer. “That is an illustration of what we get every day. That’s what I’ve been telling you about. I won’t talk to a girl. My oratory is of adult size. All changes for the good bring both toil and pain. This pure food law ought to work wonders, considering the trouble it is making grocers.” Alfred B. Tozer. —_++.____ It will take more than the small change in your Sunday pocket to work any great change in this world. Maxims Which Many Housekeepers Observe. With so much battling with the ser- vant problem there has sprung up a little code of servant superstitions which many housekeepers observe. “I always shiver when a new cook burns a hole in her apron,” says one woman, “for it means that she will not stay with me long. I don’t like to have my girls come to me dressed in black, either, for it is asign they won't stay the year out.” Questioned as to some of the other superstitions which influence a house- keeper in dealing with her servants, she said: “Don’t allow your new servant to come just as the old one is depart- ing; it’s very unlucky. “It is unlucky for a maid to reach her place of service so long as there is light enough for her to see to hang up her wraps. “If you hire a maid on Friday you may expect smashed china. “A girl hired on Monday gives the best satisfaction. “It is unlucky to forbid a servant eating hearty meals the first day she is with you, for, if not permitted, her appetite will never be satisfied and she will eat you out of house and home. “If you praise your servant before breakfast you will have occasion to scold her before dinner. “If your new. servant has many scars from burns on her hands it is a sign she will be a good cook. Look for them if you are hiring a cook. “If a maid has short, stubby fingers it is a sign she is wasteful and ex- travagant in the extreme. “Do not hire a maid with hair of the tight curling variety, for it’s a sign she will not be neat in her work. “If a servant calls you ‘lady’ fre- quently in conversation beware of her, for she is probably dishonest.” ——_+~--.—_____ Characteristic Story of Bob Evans. There are not many religious sto- ries told about Rear Admiral Bob Evans, but now they say on the best authority that recently Admiral Fighting Bob was the cause of some unpleasantness in a certain very aris- tocratic Episcopal church in New York. When the Admiral arrived in the church a bit early on Sunday forenoon he found only two or three worshipers ahead of him scattered about the dim interior, and so he picked a good, comfortably cushion- ed pew a few rows from the chancel. Scarcely had he sunk against the cushions when the banker who owns the pew bustled up the aisle, but halted with chagrin when he saw the interloper. The pew owner stamped to the rear of the church and, after scribbling on his card, sent an usher with a note that said: “Do you realize sir, that you are Occupying a pew for which I pay $1,500 a year?” The Admiral fingered the card with a smile of amazement. Then he pulled out his own card and wrote: “Well, it’s an excellent pew, but you're paying too —— much for it.” And all alone throughout the sub- sequent service he sat and sat and sat. -« ae MICHIGAN TRADESMAN 25 eo * } —_ ene kine P 4 Pa 2-44 rd A ay, qs ; ——————— jc ERIE y iS 7 —_ = Macao ie | ey EB ie : i j PI KENAND EAT | 2 P SUT LL, ttl & {i} i) , . trdencehe in leas On I CIE | iy 1 Yi AO Y : ae lj Ade \ = a | tel 7? Ie —- oi y } 4 is | | 5 : SS || Hs ins = Hi Hi ee 2 WY : ete Pare Just Push and Profit. You'll have wheat cereal calls, so anticipate your needs and profit by so doing. Our Order-ahead-Plan is profitable—you get a cereal you can readily sell your customers and get something for nothing as well as obtain a cereal you can with confidence give them—send them—or just tell them to test. Order from Your Jobber 2 Cases to be delivered in October, 2 Cases in November and 1 Case in December and get with the December delivery Y Case Free. This will mean you only pay $2.52 net per Case, yet you don’t invest more money than you ordinarily would—just order ahead and save 33c a Case—yet get the goods when you want them and get them fresh. If 5 Cases are too much order 3 and get 11 packages Free “e 2 ce Ce 7 «e a6 c¢ 1 “ ce 3 ce a6 Jobbers will bill you for the full cases less the free packages. This Deal is on only till November Ist, so you’d better order Now--today. MALTA VITA PURE FOOD CO., BaTTrLe CREEK, MICH. alta-Dita 26 MICHIGAN TRADESMAN THE OTHER SIDE. Three Cases Where Bartenders Were Clever. I am an average young man. My home is in Iowa and that is where my parents live. Like thousands of other young men who are not satis- fied with the chances for advancement in a small town, I went to Chicago to seek my fortune. I did not have much money when I got there and was a stranger in the city. As far as I know I had no friends in Chica- go, nor did I know where I was go- ing to live, or what I was going to do for a living. I had the consola- tion of knowing, however, that I could rely on my father for help if I ever got as badly up against it as some of the young men of whom I had heard. I was resolved to make my own way and as one means to this end I determined to use discretion in my selection of friends. Other young men, so I had heard, had ruined their chances for success by drifting into the companionship of gamblers and saloonkeepers and other men of ques- tionable occupations. These I made up my mind to shun, for I wanted every step to be one of progress. No false move should hinder my chanc- es. My career was to be honorable and above board. It was with a sense of disappoint- ment, then, that I met, a few days after I got there, a young fellow whom I had known in my home town. I knew of my own knowledge that he had been a frequenter of sa- loons before he left home, and I had heard that he had not changed his ways after going to Chicago. Of course, I realized that I would be able to avoid any temptation that he might put in my way, but at the same time I did not want to offend him. His family was a good one; one of the best, in fact, in our home city, and his parents, both excellent peo- ple, were friends of mine. He, being one of my old school- mates, greeted me cordially. He ask- ed me when I came to the city, how long I was going to stay, where I liv- ed and what I was doing. i an- swered his questions as pleasantly as I could, and admitted to him that. as yet, I had failed to secure a posi- tion. “Are you looking for a job?” he asked. I assured him that nothing was closer to my wishes than a job. At that time, in fact, I was debating the wisdom of relaxing a bit in my form- er determination to get along with- out father’s aid. “Easy money,” he said, clutching me by the arm. “Come with me, I’l! get you a dozen jobs.” We walked briskly down the street, while he kept up a running fire of questions about the folks at home and the events that had happened there since he left. During a lull in his interrogative cannonading I asked him what sort of a job he was going to get me. He brushed the question aside. “Anything,” he said carelessly. “Any old kind of a job you want. If you are a stenographer I can place you easily. If you prefer a place as book-keeper, clerk, salesman, or in a good first.class office of any kind, just say the word. I can get you any- thing you want. I know a man that can push a button at his desk and bingo, you are nailed to a job. Fine business. It’s a cinch.” While I was basking in the thought that my days of hopeless job hunting and disappointment were at an end and while I was conscious of a growing admiration for my friend, he, in a single instant, brought me face to face with a larger problem than I ever before had been called upon to meet. We were passing a saloon at 14 State street when suddenly, and as a mere matter of course, my friend took hold of my arm, turned ab- ruptly, and started to lead me into the saloon. Here was a situation for your life and my brain fairly whirled as I tried to grasp it. Never, in all my twenty-four years of life, had I been on the inside of a saloon. My father, who also is my chum and confidant, had warned me against such places when I was still young, and later, as I grew up, I developed a religious turn of mind, which, of course, made any further paternal injunctions un- necessary. To mea _ saloon was a sort of earthly inferno. A saloon- keeper, to my mind, always took the shape of a semi-barbarous creature with a red neck, small, beady eyes, bristly hair and mustache, and a thick, brutal face. Bartenders I thought of as only slightly dissimilar to their employers. Their necks were not quite so red, nor their mustaches so. bristly, perhaps, but in all other re- spects they were much the same. . These thoughts and a_ thousand others were whirling rapidly through my head as my companion, scarcely noting my hesitancy, pushed open the door of the saloon before I could reach any definite conclusions in the matter, and almost before I knew it I was standing by the bar, my foot on the railing, my heart in my mouth and my eyes riveted on the bartender. He was a_ revelation. I noticed, first of all, that his neck was as white as any girl’s I ever had seen, and that his face was the clear, healthy face of a trained athlete. His hair was not bristly, but soft, and inclin- ed to curl about the temples. His eyes were mild and blue, more like a woman’s than a man’s, and were so friendly and smiling that I warmed to him instinctively. In the mean- time my friend, with some remark about the extreme heat, had ordered a glass of beer and was waiting for me to make known my choice of the many liquids, in bottles of shimmer- ing neatness, that were ranged along on the counter behind the bar. In some way I managed to stam- mer that I couldn’t—that I didn’t like beer and was about to add that I was not thirsty anyway. But the bar- tender, noting my embarrassment, came to my rescue at once. “You don’t like beer?” he enquir- ed, laughing. “You’re a queer chap. Perhaps you'd like a glass of lemon- ade or something of that sort?” Until then I did not know that lem- onade could be purchased in a sa- loon. I half way thought the bar- tender was making fun of me from the way he smiled at my eagerness to accept the lemonade as a substitute for beer, and it was with no slight interest, and relief, that I watched him prepare the beverage. That lem- onade certainly helped me out of a perplexing situation. His smile was so kindly and _ his interest in me so evident that I was on the point of replying myself when my friend, with a wink, assured him that I was a “rube” and that I had drifted in to the city to look for a job. Turning to me, the bartender ask- ed me what kind of work I was look- ing for, and when I told him that I had had a long experience as a ste- nographer and would like to engage in that work he slapped his fist down on the bar with a bang and exclaim- ed enthusiastically that he knew just where I could land. Less than an hour before, he said, a patron of the place and a friend of his had come in to buy a drink and had complained because his stenographer had quit him. “You just wait here an instant,” he said, “and I will call him up.” While he was in the telephone booth I asked my friend if he had referred to the bartender when he had spoken of finding a job for me, and was surprised when he told me that he hadn’t. “The man I had in mind has his office in the Monadnock building,” he said, “but, then, perhaps this block has something just as good as any- thing my man could get for you. We will wait and see.” In a minute or so the bartender returned from the booth, and I knew by the smile on his face that he had arranged for an interview between his friend and me. My surmise was correct. The bartender said his friend had asked him to have me come over at once, and from what he said I gathered that the vacated position must be an extremely good one. My friend, who had ordered another glass of beer in the meantime, thank- ed the bartender, jokingly, for hav- ing “saved him a long walk.” The bartender poured out a glass of beer for my friend, mixed another glass of the most delightful lemon- ade I ever tasted, and forgot to fix anything for himself. I reminded him of his oversight and in so doing I got another jolt. “Thank you,” he said, pleasantly, “I never drink.” President, Geo. J. Heinzelman 20 Pearl St. Secretary and Treasurer, Frank VanDeven Grand Rapids Paper Co. Representatives of Manufacturers and Wholesale Dealers in PAPER BAGS, CORDAGE AND WOODEN WARE Grand Rapids, Mich. AGENTS FOR MUNISING FIBRE PAPERS Vice-President, Ulysses S. Silbar wisi! EHOUSE Cop Is Always Satisfactory LEp DWINELL-WRIGHT CO. Boston—Principal Coffee Roasters—Chicago Because IT’S HONEST; because it’s. the GENUINE, SIMON-PURE Coffee of the olden time, when adulteration and substitution were unknown—- a DEPENDABLE coffee—what your patrons WANT. imitation and JUDSON GROCER CO. Wholesale Distributers GRAND RAPIDS a Ee It didn’t take me three minutes to enter on terms of employment w’th the bartender’s friend. The position he had open was a good one; far bet- ter, in fact, than I ever had held be- fore, and the salary that went with it was double what I had expected to receive. The man who employed me, and for whom I now am work- ing, is a lawyer of-the better class, and as I am thinking of studying law myself, I don’t think there is a po- sition in all Chicago that I would rather have than the one I got through the aid of that bartender at 14 State street. After I became settled in my new position I began to wonder if my bartender friend at 14 State street was not an exception to the general rule of bartenders. And so, one night after supper, I walked down Dearborn street until I came to a saloon not far from the corner of Madison. Without hesitat- ing I pushed open the door and step- ped inside. I had resolved previous- ly that I would do or say nothing to attract the bartender’s attention and that I would note carefully dny ef- fort that he made to win my confi- dence and friendship. After entering the place I stood in a sort of secluded nook at one end of the bar, plainly within sight of the bartender, but not in the way of the other customers. The © bar- tender’s name was Andy. He was a pleasant mannered Irishman with blue eyes and a kindly, sympathetic face, After a few minutes he noticed me and came down to take my order. I shook my head negatively. “Waiting for some one, are he enquired, with a smile. I told him that I had made an ap- pointment to meet a young man who had promised to show me a room. | said I did not know the young man in question personally, but that I had met him in my work. He had told me, [ said, that I could catch him almost any evening in the saloon. Andy asked me what he looked like and a few other questions, to all of which I gave unsatisfactory answers. I wanted to antagonize him slightly, wet could, After he had waited on a few more customers Andy came back again. This time he opened conversation by asking me if I was thinking of mov- ing. “You mentioned a room,” he _ be- gan, tentatively. “Are you thinking of moving?” I told him that I was not well sat- ished with the room in which I then was living and that I wanted to change. “What part of the city do you live in?” I told him I lived on the North Side and that I was thinking of moving out south. “Speaking of rooms,” Andy contin- ued, “if you want a good room on the South Side I think I can direct you to as good a place as you would find anywhere. I have a friend liv- ing out that way, a fine, clean cut fellow, and I heard him say the other day that he would like to rent one of his rooms.” With that Andy offered to tele- phone the man in question, but I re- quested him to wait. I said I would you?” MICHIGAN TRADESMAN see what my friend had in view be- fore making any other arrangement. Andy agreed to this, and as he went away to wait on a new customer he invited me to sit down in one of the chairs that were in the rear of the place. I thanked him for his cour- tesy, and told him that I guessed I wouldn’t wait any longer. He offered me a fine cigar, which I accepted. Leaving Andy’s place, I walked down toward Monroe street and stop- ped in front of a saloon in the Ma- jestic Theater building. After mak- ing sure that no one whom I knew was on the street, I entered this sa- loon and took a station at one end of the bar. Both bartenders were busy at the on the bar. Presently one of the bartenders, a young, light haired fel- low, walked down my way and stop- ped near me. In a minute or so I looked up from the chart to see what would happen. He asked me if [ had been waited upon, and I told him that I didn’t want anything. To that he smiled slightly and began to clean some glasses. "Well? he said, “Chicago is not a hard place to get acquainted in. There are lots of people here and some of them are good and some of them are bad. A young fellow like you ought to be careful about mak- ing acquaintances. If a guy gets started right in this town it’s easy sailing for him, but if he gets off on the wrong foot it’s all day with him. He’s a down and outer in no time.” I concluded after these experiences that it would be useless for me to continue the search for a red necked and thick faced bartender. In the three saloons I had visited I had se- cured a good job, a good cigar, an offer for a good room, and some good advice. In each of the three places I time, and I began to study a base-| ball and racing chart that was lying | . cache : |allowance,” he said, “in fact, they did visited I am sure I could have got, free of charge, enough food from the free lunch counter to last me a day. Sometimes I feel a desire to know more of the philosophy of life that is held by that young fellow in the Majestic bar and I wouldn’t be hu- man if I didn’t feel grateful toward that white necked young man at 14 State street, who got me a job and who can mix lemonades fit for a queen, James Brown. So Appetites of Strangers. A waiter who always endeavored to give the best possible service to his customers supplemented an_ or- der to the kitchen attendants with the request for “a little extra” in each dish. “They didn’t ask me for an extra not know enough to ask for it, but I could see that their appetites would be equal to the supply. That is be- cause they are strangers here. New- comers in any restaurant or boarding house always eat more than the old- timers. Everything has a new flavor and whets their appetites. It is noth- ing new for customers who are just getting acquainted with a place to eat as if they had been starved for a month. As a matter of fact, they have fared quite well; it’s the change that makes them so voracious.” >> Her Recipe. A lady famed for her skill in cook- ing was entertaining a number of her friends at tea. Everything on the table was much admired, but the ex- cellence of the sponge cake was es- pecially the subject of remark. “Oh!” exclaimed one of the guests, “it is so beautifully soft and light! Do tell me where you got the recipe.” “T am very glad,” replied the host- ess. “that vou find it so soft and light. I made it out of my own head.” 27 Largest Exclusive Furniture Store in the World When you're in town be sure and call. Ilustra- tions and prices upon application. Klingman’s Sample Furniture Co. Grand Rapids, Mich. lonia, Fountain and Division Sts. Opposite Morton House W. J. NELSON Expert Auctioneer Closing out and reducing stocks of merchandise a specialty. Address 215 Butterworth Ave. Grand Rapids, Mich. 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. The Case With a Conscience is precisely what its name indicates. Honestly made—exactly as describ- ed—guaranteed satisfactory. Same thing holds on our PENDABLE FIXTURES. DE- So. lonia and Bartlett Sts. Grand Rapids, Mich. GRAND RAPIDS FIXTURES CO. You have had calls for HAND SAPOLIO If you filled them, all’s well; if you didn’t, your rival got the order, and may get the customer’s entire trade. 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. LARNER Ba a yA es ae tad a he A Menem pemegee al ra Pe Be fe hy MICHIGAN TRADESMAN AMUSING GAME. Dupes Our Shrewdest Men May Be Made. The grimy little laboratory of Ig- natius Black, F. A. S., M. B., and sev- eral other things, and an experiment- ing chemist of such high repute that the Metropolitan University had seen fit to endow him and his assistant with an annual salary of $1,500 each, in order that the results of the re- searches of Black in the hitherto un- explored realms of inorganic chem- istry might accrue to that institution, was located in one of the few grimy little buildings which have withstood the onslaught of the modern — sky- scraper craze, and which stand like sailing schooners in a fleet of liners as reminders of what twenty years ago were regarded as marvels in their lz What wn elac Cids The Fosburg block—it was a joke to call it a “block”’—squatted grimly down in the center of great Wall street, hemmed in on every side by great twenty story structures which dwarfed its own eight to insignifi- cance, and which, with their varnish- ed elegance, rendered almost con- temptible the antiquated little build- ing which time had failed either to improve or efface. Around it the hurry, and pomp, and power of the money kings of the world, exercising their strength, rolled and thundered in a roar which lasted from one end of the business day to the other; within the Fosburg block the echo of it all was the only sign of the greatness about it. Across the street a whose millions corporation constantly were a source of state and national investi- gation had its office. Men whose names scarcely ever were out of the daily prints, and signatures were more powerful than those of the governors of states, came and went hourly in their colossal auto- mobiles. The stir, the hue, the rush, the shock of finance at its white heat struggle were visible, almost touch- able, to the tenants of the Fosburg block, and none of them had any part or share in it. whose In the main the tenants were quiet little business men with legitimate connections. They and Wall street were miles apart so far as dealings were concerned, and so far as the laboratory of Ignatius Black, experi- menting chemist, was concerned, it might have been in some quiet little European university city for all the connection it had with the powerful 1 1 worldly laboratory of Ignatius Black was not monster outside. For the of the modern, hurry up, hurry tip world. It was a thing apart, buried rather in results of the past and in theories formulated on these results than in the active practices of mod- ern-day life. Its activities—if the carefully reckoned movements of Ig- natius Black and his young assistant might be accounted as such—had nothing to do with the moneymaking of the outside world. Despite its lo- cation, it was as a cloister, immured from the outer world, consumed in itself with the speculative which it had in hand. Millions might be made every hour in the street outside; the laboratory work knew nothing of it. A clerk might rise from his shabby desk and coat to the power of a magnate in a day; the two in the laboratory bowed over their crucibles and their books and had nothing to do with it. Outside was the power of the world, moving on recklessly, impatient of trifles, al! powerful; inside was the minute, me- thodical movement of two men do- ing what they could in quite another realm—the realm of experimental chemistry. “Confound it all!” said young Dav- id Campbell, as he looked out of the laboratory window at the pageant of prosperity and power that moved outside, “I don’t believe the game is worth the candle. I believe I’ll drop it and get into a game where [’ll deal with men and present-day reali- ties, not with dead formulas and hidden forces. I believe I'll chuck this—and be somebody.” 3eyond the window whence _ the young assistant looked the spectacle of Wall street beginning the day’s feverish activity was being unroll- ed. Clerks—but not poorly paid and ill dressed clerks—were_ stepping from street cars and walking briskly towards their various offices, serene in the consciousness of the know!l- edge that, while they themselves might not be powerful factors in the world of which they were a minute part, they and their destinies were united with the careers and destinies of men of whom the tongues of the nation spoke in awe—and sometimes anger. Officers of corporations, such corporations as only modern Ameri- ca can show, rolled up in fine cabs; magnates, such magnates as_ only Wall street would own, honk honk- ed up in their big cars. “Huh! said David Campbell, strik- ing the table before him, “and here I am at $1,500 a year, and just as strong, intelligent and aggressive as any of that bunch of men who are doing things to-day. Blame it, I believe T’ll chuck this and get into the game.” He closed the formula book before him and sat on the table, looking dis- mally out of the window, while at the entrance of the building oppo- site, Willie Gerald, one time left field- er on the college ball team where David himself had played second base, drove up and entered the office of the electrical company of which he was Vice-President. afterward laboratory It was some minutes that the door of the saueaked slowly. “Good morning, David, good morn- ing, my boy.” The voice was as slow and pains- taking as the opening of the door. A thin, little haired and gray, wide across the brow and thin in the lower part of the face, and dressed in the most old fashioned of black clothes, came in, carefully clos- ed the door behind him and _ stood smiling upon his assistant. “Good Ignatius,” said David, without withdrawing his gaze from the scene that held him en- tranced. man, long morning, Despite the discrepancy in their ages, their experience and their po- sitions as chief and assistant the two were such close friends that any thought of addressing the other save by his Christian name would have been repulsive. “A fine morning,” continued Black, rubbing his hands and standing near the door, “a fine morning, David. I think I have solved the secret of the last grouping of chlorides. Yes, in- deed, I do, David; I do,. indeed.” Without removing his hat or coat the little man moved slowly toward a combined work table and desk that stood in one corner of the room and stood looking at the instruments thereon with eyes that were looking far beyond. “David, my boy,” he said, dreamily, “I believe the thing is done at last. I have discovered the idea—this morning. A fine morning it was. Few people on the car. In another month we ought to have the task well started.” It was the final straw on the camel’s back; the last drop in the bucket. David Campbell could stand it no longer. Heaving himself up from his seat near the window he crossed the room determinedly. “Tenatius,’ he said, dropping his hand on the old man’s shoulder, “lis- ten to me. I’ve got something to tell you; I intend to leave you. Look out there.” He flung his hand with an impatient gesture toward the great street. “Look at that, Ignatius; look at it. Out there is where things are being done to-day, out there among men. There is where young men are working and becoming some- thing. Ignatius, that’s the game that’s worth while, and—and—I’m going to play. it.” : It would be too bad to deco- rate your home in the ordi nary way when you can with ca \ ; —— { — i Gee? Va Oe: The Sanitary Wall Coating secure simply wonderful re sults in a wonderfully simple manner. Write’‘us or? ask local deale’ Alapastine Co Grand Rapids, Mich, New York City Get our prices and try our work when you need Rubber and Steel Stamps Seals, Etc. Send for Catalogue and see what we Offer. Detroit Rubber Stamp Co. 99 Griswold St. Detroit, Mich. Everything Is Up Excepting Mother’s Oats Same good quality Same old price, but an additional profit for the grocer Why? . Because of our Profit Sharing Plan which applies to MOTHER'S Oats Twos Oats, Family Size Cornmeal Encourage economy by pushing these brands and make MORE PROFIT The Great Western Cereal Co. Chicago W, vcs or Ignatius Black turned around and blinked behind his spectacles. “What did you say, David, my boy; what did you say?” he said, gently. “I’m going to get out of this. It isn’t a man’s game. I’m going to get into a man’s game, and that’s the game out there.” Campbell dropped his gaze under the other’s gentle scrutiny, but his words and his air were full mination. “What do you mean, David?” “Tgnatius, I mean this: I am not satisfied with myself here. child’s play, this pottering crucibles, and books, and things. It useless. And out there, out there in the street, there are things to be done that pul- sate with real vital importance. I’m going to give this thing up—this dreaming—and go in for the other of deter- It seems around inorganic seems so thing—the real thing.” Ignatius Black came toward his pupil and assistant, faltering but smiling. “It’s the money, David?” Campbell hung his head. roo thars it) Well, David. with the work of the last three months to our credit, I’ve no doubt the Uni- versity will advance your to $2,000 a year. I am—’ “Oh, $2,000! Bosh!” Campbell turn- ed petulantly away and strode to the allowance window. “Two thousand dollars a year! What do you suppose that is in this day of big things? Nothing at all. No, Ignatius, you don’t even think in the same line that I do. It isn’t so much the money, old friend; it’s the game, the sense of being in something worth something that is worth a man’s time and energy and soul to do.” Black took off his tacles, rub- bed them carefully, put them on again as if the better to hear what had been spoken, and regarded Dav- id in puzzled fashion. while, of doing spec other you call note in think the game, as with a new “It isn’t that you is more a man’s i lad?” he said, his voice. “Thats it; exactly,» said | David, doggedly. He was standing looking out of the window again; Black was re- garding him quizzically; a tiny clock ticked monotonously on the mantel, otherwise the office was still. Suddenly the silence was broken by a harsh laugh, and Campbell swung around to find Black regard- ing him with a look of amusement tinged with a little contempt. Again the great little chemist laughed. He was amused and sorry, “So that’s it,” he said sternly. “You think the other is a man’s game, that the mere gathering of money is a vocation more worthy of a man’s time and efforts and intelligence than this? Foolish boy! You still have a lot to learn. Why, that, David, that is the child’s play. This—this is the game where the man, the real man with a brain and a heart and a feel- ing for work must be the player. That, money gathering, is nothing compared to it.” “Nonsense, Ignatius,” cried Camp- bell. “You know better than that. Any of those fellows over there— the big fellows, I mean—might work MICHIGAN TRADESMAN out our formulas. How many of us do you suppose could go over there and get the money they have got?” “Any of us!’ Black’s voice was as curt as it was loud. Usually he spoke slowly and gently. Now he spoke with the air of an autocrat driving home his own opinions. “Any of us who really wanted to do it--and not one of them could do ing.” what we are. do- Campbell sneered. “Any of us,” laughed he. “Why, man, if we could we'd all be in that game.” Black came nearer. ‘Davids! he said, “David, [ , could beat them at their I wanted to.” OWehate “David, there and get a milion for my own within, say, three months. I could them at their game. Their game is mostly swindling. I could -go them one bet- ter; I could go among them and be- come an open man con- fessedly outside the pale of the law, and I could come away a millionaire in the time I have stipulated. It is nothing. Just primitive wit primitive wit; animal cunning against animal cunning. It is the old, old fight over there, the fight that peo- ple fought when they skins and used stones stick for weapons, nothing else; one strong animal pitting his instinctive cunning—that’s the cunning of how to get and hide, David—against an- other, “The -the one with the most thoroughly developed prim- itive cunning, David—is the one that Not the one with the _ best mind you, lad, but, the ome with the most of this cunning in his system. Why, given a certain cumstances and tain amount of even own game [I could go over beat swindler, a against dressed in lashed in a most cunning— wins. mind, David, a truck driver. combination of cir- advantages, a power and prestige, cer- would be on an equal footing with any of them. Yes, he would be m a position to fight on equal terms with these money kings whom you so admire; yes, he would beat them probably, because he is the better animal, the better man, considered from their cheap little standpoint. “Rot! Ignatius, you know I can’t argue with you. But look here now. Regard the number of people who have left this sort of work and gone into business. Good people, big peo- ple. I could mention a dozen names. Look at what they’ve got now; and doesn’t it stand to reason that the thing that draws everybody is the line that everybody wants to follow? I am young. I want to get into the big game. And your statement of beating these big fellows at their own game, of taking their money away from them, of a million in three months—Ignatius, as good friends as we are, I am afraid that I’ve got to say that I don’t think you know what you are talking about.” The little man smiled. “You don’t believe me, then, David?” “Believe nothing! Ignatius, you know what I think of your opinion in chemistry; it’s everything. But this is different—you—you don’t un- derstand.” Again Black smiled, It was a Le fell mio get too and money small smile, but it had mountains of “What do you mean?” “I mean: onstrate to you- strating the fusibility of two elements in metals— laimed, "VOU méan: OWS! Yes.” simple it was to make K | poo haa ney: how easy it was to take | Large, roomy. because of their shrewdness in money then ting, Davide’ I would—lI 1g “AK tool {his —tor took this money Black looked up at his as- sistant hungrily. “Yes, if I showed how from the cepted all over the world as marvels the other 29 NOTIONS confidence behind it. cm : . aes s : Buy your “NOTIONS” from us and be as- At av s : 1 \nd suppose, David, uppose | Phot aud aeedd at cedacuatia eines should make a demonstration for ou: sell Decorated PS, Crockery and ae . assware direct from the f rite your exclusive benefit,’ he said ab- ee ee ruptly Grand Rapids Notions & Crockery Co. 1-3 So. lonia St. Grand Rapids, Mich. Suppose I should dem- -as if I were demon- ‘Fun for all—Ali the Year.’ Wabash ‘Wagons and Handcars The Wabash Coaster Wagon— A strong, sensible little wagon _ for children; com- bining fun with usefulness, it is adapted for gen- -how easy it is to .do what what then?” If you actually went from these big went and | removable box, hard wood gear aan steel wheels (Wabash patent). Spokes are drawn tight so there is no bumping or pounding. Front wheels turn to the center, so wagon can turn com- pletely on a narrow Walk Wabash Farm Wagon—2 real farm wagon on a small scale, with a end boards, reach men who are ac-| what would you say, would say IT was and fifth wheel and ey braces— a fae. ‘ - trongly built, oak for thinking of quitting gear. Wabash, sy wheels; front,1rin,S in diameter—back “OF course, but—” wheels 15 inches. tie saiadicell laitiens “And you'd stay here with me,|{ The Wabash ® Limited—A safe, speedy, Dacia? geared car— aregular flyer, Built low “Why yes i balaiced. ao there y, Sy . ISnNO danger of u Phen, said David Black F. A. S, ae Gh Path wi inch etc, Fo will do 16” : J bash 11 inch. steel Twenty minutes later the door of somely painted in red and green. Affords Ignatius Black’s private room opened is a Recommended and out stepped a dapper little man Mamshieueed ie wearing gold spectacles and an air Wabash Manufacturing Company of general self-satisfaction and con- sciousness of power. The clothes — er were the same black, carefully worn | Geo. C. Wetherbee & Company, Detroit, and clothes which Black had worn twen- |Morey Brothers, Saginaw, Michigan, Selling ty minutes before when he stepped Rees Grand Rapids Safe Co. TRADESMAN BUILDING Dealers in Fire and Burglar Proof Safes We carry a complete assortment of fire and burglar proof safes in nearly all sizes, and feel confident of our ability to meet the requirements of any business or individual. Intending purchasers are invited to call and inspect the line. If inconvenient to call, full particulars and prices will be sent by mail on receipt of detailed information as to the exact size and description desired. iS cia i RRR SS a i a He oe r i ‘ ra t 30 MICHIGAN TRADESMAN into the room, but the appearance of the man was so changed that David Campbell could only stand and stare and gasp. “Well,” said Black, “what do I look like now?” His tones were sharp, rasping, em- phatic, and authoritative. “You look like a banker—if you'll pardon my saying so,” replied Camp- bell, when his surprise permitted him to speak. “Ignatius—if it is really yourself, which seems impossible— what have you been doing to your- self? You look fifty pounds heavier, and you’ve changed the line of your hips from the indulgent to the im- perious. What is it—have you been a detective once upon a time?” “Nothing of the sort, David. I have been, as you ought to know, nothing more or less than a chem- ist and a student all the active years of my life. A detective? No, no; far from it. Neither an actor nor a criminal. Just a chemist, David, that is all, just a chemist. A little know!- edge of a certain composition which will swell the human flesh to any desired degree at one harmless ap- plication; familiarity with something that only an experimenting chemist could hope to be familiar with: a liquid which actually changes’ the color of the eyes, and such simple things as skin and hair coloring, and you have before you the result: a man who can change _ himself, not merely disguise himself, exactly as he wishes. You see, even for a criminal there are advantages in being 2 chemist, David—yes, big advantages, my boy.” “But your voice, Ignatius,” said David. “How in heaven’s name have you been able to give it that volume? Your customary tone is—well, it’s almost squeaky, you know.” “IT know. But a certain astringent exists, which, while too powerful for regular use, is not harmful for one application, and which combined with another drug produces a hoarseness which may be controlled in a way to resemble power of tone, even as i am doing as I speak these words. Do you see, David, how a_ chemist—a drudging, self-buried chemist, Dav- id—may have advantages along these lines which no other class of men may possess?” “Ye-es. That is, I see how nobody could hope to equal you in the matter of disguise. But that is only a mere incident to what you have promised to do. Making yourself up to look like a senior president of some bank —like a retired capitalist, rather— doesn’t necessarily argue that youare going to get the capitalist’s capital. It is only a beginning.” “On the contrary, it’s the whole thing, David. At least in this case. Boy, look at me carefully and see if you don’t recognize me as some- body else.” Campbell scrutinized his old teach- er for a minute and turned and made his way to a book shelf. The volume which he selected was an expensive- ly bound “show book,” titled in gold letters, “Prominent Financiers.” How the book made its way into Black’s laboratory was a mystery to David. Certainly it was the last sort of a book that he would expect Ignatius to buy. On page 235 David found what he sought. It was a half tone cut. “Parkins!” he cried, pointing one finger at Black and the other at the cut. “C. W. Parkins!” he repeated. “President Interborough Trust Com- pany. Ignatius, you're Parkins to the last line in your face. How in the world did you do it?” “Would anybody knowing Parkins slightly recognize me as him?” asked Black, ignoring the question. “Surely,” replied David with con- wiction. “But, L—’ “Never mind, then.” Black waved his hand easily. “Wait a week. I will see you before the end of that time. Then I will show you proof of how easy it is to rob the great robbers of the country.” “A week?” cried David. “You do not mean to have anything to show in a week.” “In less than a week I will come into this office with—well, how much do you want me to get, David? Will a hundred thousand do?” “A hundred thousand? > “Then let it go at that. Call me a cab, David, a cab for ©. W. Par- kins, the millionaire banker, and let me go without further questions.” Four days later Campbell opened the dusty little laboratory door and stepped back with an exclamation of surprise on his lips. In front of him, seated in the well worn chair that had known him for so long, was Ig- natius Black, Black in his real per- sonality, not the Black who had been Parkins, the millionaire. He was sitting with his long, thin fingers idly drumming upon the ta- ble beside him, a contented smile up- on his lips and a twinkle in his eyes that betokened possession of an ex- clusive bit of humor. As Campbell entered the smile grew into a grin, and he arose and shook hands with an enthusiasm that was unmistaka- ble. “Good morning, my boy,” he said, heartily, in his old tones. “A fine, fine morning.” Why, man Before David could do more than acknowledge the, greeting Black had drawn from his pocket a slip of pa- per and was holding it out toward the younger man. “You said you wanted the money, David,” he said. “There’s a_ begin- ning. Take it, keep it if you want to, or give it back to me to tear up.” Campbell looked at the check and staggered. “One hundred thousand dollars to bearer,” he read. “Signed by George P. Murphy. Black, what does this mean?” “It’s plain enough, isn’t it? The check is certified, isn’t it?’ Black was smiling easily, as only a winner can hope to smile. “It means just what it says, and I mean just what I say: $100,000 to have and to hold.” Campbell looked again at the check and handed it back. “It’s all right,” he said, weakly. “It is a hundred thousand all right. But you've knocked the wind out of me; I don’t understand. Sit down and tell me how it happened.” “There’s not much to tell,” said the other cheerily. “I told you it was the easiest thing in the world to get money. Nothing is so easy, if you go at it the way the average busi- ness man goes at it, unscrupulously and with no other aim. That is what I did now, David. And I got it. The story of how is the simplest thing in the world, as simple, my boy, as getting the money. “You saw me disguised or chang- ed, to look like C. W. Parkins. Well, do you think for a minute that C. W. Parkins’ face and name isn’t worth 100,000 any day in the week in Wall street? Of course it is. Oh, no; I didn’t go and ask for a loan, David. Everybody who is in the street knows that Parkins doesn’t need to ask for loans from anybody. There was a chance for doubt, there, David; the way I took had no doubt, considering the character of Mr. George P. Mur- phy’s son, Patrick. “As you know, Patrick recently opened his own brokerage office in the street. Patrick is the typical young American of Wall street pro- genitors. He is the kind of a young man you might be, David, if you had been born by his mother and trained by his father. Patrick’s one aim in life up to two years ago, when he was 20 years old, was to spend money; now it is to make it. He couldn’t make it fast enough to suit him in his father’s bank, so-he start- ed an office of his own. And the old gentleman, the original Murphy himself, has been paying his debts ever since. “How did I know all this? Easy enough, David, easy erough. Mur- ATLAS MASON JARS Made from superior quality of glass by special process which insures uniforn thick- ness and strength. BOOK OF PRESERVING RECIPES_ FREE to every woman who sends us the name of her grocer, stating if he sells Atlas Jars. HAZEL-ATLAS GLASS CO., Wheeling, W. Va. Mica Axle Grease Reduces friction to a minimum. It saves wear and tear of wagon and harness. It saves horse energy. It increases horse power. Put up in 1 and 3 lb. tin boxes, 10, 15 and 25 lb. buckets and kegs, half barrels and barrels. Hand Separator Oil is free from gum and is anti-rust and anti-corrosive. Put up in ¥%, 1 and 5 gallon cans. STANDARD OIL CO. GRAND RAPIDS, MICH. Wanted SECOND-HAND SAFES Grand Rapids Safe Co. Grand Rapids, Mich. Lady Vernon Chocolate Creams and a bottle of Dorothy Vernon perfume in every box. Packed in one pound boxes only. ‘“‘One of the most beautiful boxes ever put on the market.” PUTNAM FACTORY, National Candy Co. Grand Rapids, Mich. BRILLIAN M. T. Catalog. LIGHT YOUR STORE Your Home, Factory or Business Place of Any Kind Better than Your Neighbors and Save 50 to 75% by Using Our or Bohner Inverted Gasoline Gas Lamps that are always ready for use and can be handled by anyone, or our Climax Lighting Systems Millions of these lamps are in use all over the world. If you want the best home or reading lamp, or the brightest store in your town, for the least money, send us your order at once or write for our BRILLIANT GAS LAMP CO. EXCLUSIVE MANUFACTURERS OF THESE GOODS PE OEE RN eae) 42 State St. CHICAGO, ILL. phy is one of the supporters of the Metropolitan University School of Social Economy, and Barker, who is in that school, tells me the most amusing experiences which he has with Murphy. Such acquaintance is useful, even to a chemist, you ‘see, David. So I knew in the beginning that Patrick Murphy was in the cus- tom of doing things which cost his father large sums of money to keep him out of serious trouble; and | was in the character of C. W. Par- kins, dealer in money and papers. “IT committed forgery at the out- set, a new kind of forgery, David. 3eing only an experimental chemist I long ago had discovered a solution which will transfer writing, even a year old, from one sheet of paper to the other. I wrote a_ personal letter to old Murphy, and received a personal letter from him in return. The same with young Murphy. “IT didn’t care for the letters. I wanted the signature; that was all. I then made out an order upon C. W. Parkins for 1,000 shares of Monon- gahela gas stock, and at the bottom of the order I put Murphy’s signa- ture—fresh from the letter I had received from him—with just enough of the young Murphy characteristics introduced into it to show that he had forged his father’s name. ‘T had them at once, don’t you see, David, for Parkins deals in Monon- gahela gas stock, and old Murphy’s account with him is good for a mil- lion. I could have gotten the stocks and marketed them, David; I hadno more to do. But I did nothing of the sort. I wanted the money with- out the trouble of selling anything. So, with the order in my pocket, I waited until a day when I heard that young Murphy had gone up to the Maine shore in his yacht. That was all 1 had to wait for. Then I went straight to the office of old Murphy in the guise of Parkins. Parkins him- self, David, was out at his Long Is- land farm; there was no danger that I should meet him in Murphy’s of- fice; even an old fogy of a chemist knew enough to provide against that. “Murphy knew me—knew Parkins —just enough to recognize me, Il should say him, when he saw me. I was severe with him from the out- set. I had to be; I—Parkins—had been made the victim of scurrilous business conduct on the part of young Murphy. “‘What’s he done now?’ asked the old man, nervously. “Without a word I thrust out the order. “‘Our Vice - President honored that order before I saw it, and saw that it was not your genuine signa- ture, Murphy,’ I said. ‘The order came from your boy, Patrick.’ money “‘Patrick’s got the stock,’ he said, reaching for his check book. Think of it, David, how simple! “T nodded grimly and said: ‘He has, and I find that we have in our possession a forged order for the same.’ “‘Forged nonsense,’ said the old man. ‘The boy simply forgot to have me QO. K. the order.’ “*Monongahela’s cash, Murphy,’ I said, MICHIGAN TRADESMAN “David, he was writing the check, even then. ‘Of course,’ he. said: ‘of course it is; and here’s a check for $100,000-——it was at par when the boy ordered it, Parkins—and you'll find the check not irregular.’ “And that was all, my boy. There is the check. It’s. as geod as so ;much Government money. You want- ed money; take it and be happy.” Campbell looked at the check fool- ishly. “You had lots of luck, lonatius,” he said: ‘You couldnt do it again.” “As many times as you _ please, David,” was the reply. “As many times as you please, as you shall see in the near future. I find the game amusing, after all. It’s really laugh- able when you think of what dupes our shrewdest men may be made.” “And what are you going to do with the loot?” asked Campbell, re- garding his teacher dubiously. “This,’ said Black, tearing the check in four pieces and searching his pockets for a match. Lee MacQuoddy. ————~..—_____ Sunbeams Converted Into Power. Can we make a power plant out of the sunbeams? The only solar engine which has yet been made successful is the waterfall. A fraction of the solar radiation energy reaching the surface of the earth is expanded in converting surface ocean water into steam or water vapor, and in raising that steam to an elevation among the clouds. Part of this energy is re- leased in rainfall, but only an insig- nificantly small fraction of the rain- fall occurs on elevated land in such a manner that a waterfall can be made available. There is at least one other type of solar engine possible, and that is a surface.of chemical substance exposed to solar radiation and capable of being chemically transformed to a stable substance which subsequently will give up its energy for consumption. A grass meadow supporting horses is a crude form of such a machine. A _ small fraction of the incident solar energy is usefully absorbed by the chloro- phyll in the grasses, permitting them to build up a hydro-carbon structure from an environment of gaseous wa- ter and carbondioxide. The horses consume and assimilate the grass, and each is capable of delivering a few kilowatt hours a day of solar energy —an infinitesimal fraction of the to- tal solar energy incident on the meadow. It might be possible, some one proposes, to find a chemical sub- stance much superior to chlorophyll as a recipient or storage material and |’ capable of releasing its energy in an electrical way. —_+++—____ Air Famine Threatens Great Cities. Atmosphere famine is the colossal catastrophe that civilization must avert. Dr. H. Henriet, of Paris, sounds the warning note. With the development of city systems, of water supplies and transportation facilities, the atmosphere of the metropolis has been converted into a_ deleterious vapor—the unheeded warning of so- cial peril yet to be manifest, al- though it is already effective. In a poisoned atmosphere we can not di- gest our food, nor sleep with refresh- ment. Certain organic diseases, es- pecially those affecting the lungs, the kidneys and the stomach, show a re- markable increase with the progres- sive deterioration of atmosphere in large centers of population. In a word, the race is facing an atmos- pheric crisis of such severity that all the resources of chemistry may be inadequate to cope with it. Dr. Hen- riet has made profuse experiments and formulated .laws regarding the atmosphere of cities. In a large city he finds that the lower layers of the atmosphere are stirred by the winds, but are not renewed as rapidly as they are polluted. The air of the country and the sea always possess- es strong oxidizing properties, but the air of large cities always exerts a deoxidizing action. 31 ROWN PIANOS $s are made in a factory that has the finest and most com- piete privately compiled piano-building library in the country. Piano dealers know what this means. Piano players realize what it means when they play on a Crown Piano. Geo. P. Bent, Manufacturer Chicago STRAUB BROS. & AMIOTTE Zzise_sit_tict In this factory at Trav- erse City, Michigan, is where those delicious Viletta Chocolates are made. If you wish to increase your candy trade and enjoy its profits give them a trial and they will do the rest. Manufactured by A TRADESMAN BUILDING TRADESMAN COMPANY( ENGRAVERS PRINTERS /] A FURNITURE CATALOGUES} lv e ans “AAA . | NY A) rH! ty \) () y a = oe = a SS i MICHIGAN 32 aT MICHIGAN TRADESMAN WOMEN WHO SUCCEED. They Must Possess the Requisite Qualities. There are many women in Chicago who in a small way are captains of in- dustry—widows, deserted wives, wom- en whose husbands have been crip- pled, or for other reasons are unable to work. The business of these wom- en does not go into thousands, in some cases not even into hundreds of dollars, but is enough to keep them and their children fed and clothed. The amount of work, patience and perseverance put in by such women in their business in some cases would rival that of any other captain of in- dustry, whose profits go up into the thousands or even millions. A typical case of such a woman captain of industry, whose profit is counted not in dollars but in food and clothing for her seven children, was found in the person of a widow hav- ing a small grocery store, located on a quiet avenue on the northwest side of Chicago. Immediately back of the store were three small rooms, in which the woman storekeeper was living with her seven children. At the counter the proprietress of the store, a neat Dutch woman of 38 or 40 years, with a face which one often sees in Dutch paintings of fish- erman’s wives awaiting their hus- bands at the edge of the sea, was wrapping up butter and other articles for a customer who was waiting for them. “Really, there is nothing to say about me,” she began. “I have only done my duty and people have been kind to me and have given me a chance to make a living and to sup- port my children. I started in busi- ness at the settlement with $75 which my friends lent me. “T began with that money five years ago and paid out the $75 little by little every year, the last $10 having been paid out only two months ago. Now all this stock that you see is my own. My oldest son is 17 and is earning a little. So we can hope for better times.” The story of the woman’s life was gleaned partly from a_ settlement worker and partly from the woman herself. She came to America from Holland fourteen years ago, after her hus- band had found work here and sent for her and their two children. The woman was a milliner in Hol- land, but had no occasion to work at her trade in Chicago, as her husband was making a good living. As he learned more of the English language he earned more at his trade—he was in the printing business. By the time he was nine years in this coun- try he was earning from $80 to $100 a month. Both husband and wife were beginning to enjoy their new home in a new country when pneu- monia came and in three days laid the man in the coffin and prostrated the wife with grief. The tragedy was not without its irony, Just before the man was taken sick he was negotiating with an insurance agent for a policy of $3,000. The agent brought the papers to be signed. They were filled out and just when the man was ready to sign them it was discovered that there was some slight technicality which had to be corrected before they could be signed. The agent then said that he would come three days later. When he came to the house on the third evening the man was dying. The grief stricken woman received a little over $100 from the union in which her husband was a member, but before she had time to map out her course for the future she herself was taken sick and when she got. well again she was penniless. “It was hard for me then,” the woman began, and her fair eyes seemed to dip into a sea of memo- ries, “and as I lay on my bed, re- covering from my illness I often thought, like Naomi, to return to the land of my fathers. But Naomi had no children and I had seven. And if Holland was my country, America belonged to five. So I _ stayed here. Then came my friends from the settlement, for I was a member of the Settlement Women’s Club, and they were kind to me and offered me their assistance. They rented this place for me, got in a stock of goods and in the first few months assisted me in every way possible. “T don’t know how much I earn or what I make. I know we take every- thing we need to live on from the store, and in all the five years my children have known no want. I have managed to take out a dollar, occa- sionally, to get dresses for the girls and buy a suit or a pair of overalls for the boys. “But now it is better. My oldest son is heginning to earn some mon- \ ey and it comes in just in time, for my two girls, one of 13 and one I5, need dresses—decent and neat dresses have a great deal to do with the building of the character of a girl. “Then, too, money is needed to provide my girls with an education so that they can earn a decent and honest living. When I was a girl I insisted upon learning a trade, and I learned the millinery business in spite of the opposition of my parents, who thought I was wrong to learn a trade. But I was not. It helped me over there while I was a girl. It helped me marry the man I wanted, and not the man I had to. It helped me in this country after my husband died. It I had not had the experience in the millinery business in Holland I] could not have carried on the gro- cery business in this country. “Yes, I shall send my girls to business collegee; and the boys, well, they can shift for themselves. A man always has more of a chance than a woman anyhow. I will see that my girls profit by my experience. “In the five years that I have been in business now not a single customer had a complaint to make that he did not get the right change or that he was overcharged, or that his bill was incorrect—for you see I do a little business on credit, too.” “But it is a slavelike life. I am on my feet from 5 o’clock in the morning until to or a little after in the evening, six days in the week. There are innumerable small things one has to look after, and many large things, like washing, scrubbing and scouring, to do. But, still it is better now than it was before. The chil- dren are growing up; the girls help me with the housework, a boy can run out on errands. It was much worse five years ago, when I had to do everything myself and take care of a baby not three months old be- sides. “IT have no complaint to make. My friends have been generous to me, my neighbors have been kind, and all the people of the neighborhood— and it is a mixed neighborhood—have treated me with consideration and kindness. “There are a number of such wom- en captains of industry,” a settlement worker said, “who support their fam- ilies one way or another. Not all of course succeed like the woman you just saw. A good deal depends up- on the woman herself, upon her quick- ness and ability, as well as her form- er experience. “We have attempted to. establish possibly 100 women, widows or those who have been deserted by _ their husbands, in business. But this is one of the few cases where we-actually succeeded in establishing the woman in business permanently. Most wom- en lack one quality or another, and no matter how honest they may be in their endeavor, they fail, neverthe- less. It is with women captains of industry of that type or of any other type the same as with men. Only those succeed who have the qualities in them for success.” Elias Tobenkin. ——-_-. << A little care for others is worth a lot of prayer for them. 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, 11! East 3rd St. CLEVELAND BRANCH, 425 Woodland Rd., S. E. JEWELRY SHYSTERS. Why Dealers Should Fight Clear of Them. Bath, Oct. 15—-Having noticed in the Tradesman recently something about jewelry shysters, I wish to give my experience in this line for the benefit of others. In March, 1906, a Mr. Brooks, rep- resenting the American Standard Jewelry Co., of Detroit, called upon me, showed a pretty good looking line of jewelry, explained that it was only to be paid for when sold, that the sale of a certain amount was guaranteed, etc., and finally persuad- ed me to sign an order for an as- sortment of the goods. Many years of good luck had made me careless. While some salesmen are apt to exaggerate the mer'ts of their goods, they do not generally place themselves on a level with con- fidence men and those who secure signatures to contracts which after- wards turn out to be promissory notes, but in a few weesk I received a bill of the jewelry and four “ac- ceptances,” or, in other words, prom- ises to pay the full amount of the bill, which I was informed the con- tract that I had signed provided must be signed on arrival of the goods, and the four equal quarterly payments made in full, regardless of the amount of sales made. The com- pany’s guarantee as to sales, etc., was a separate matter and not to be considered until the end of the year. I wrote the company at once, pro- testing that- their agent had mis- represented the terms of sale, that I would not have bought the goods up- on such terms and that I did not want them except on the terms prom- ised by Mr. Brooks. They replied, with nauseating expressions of good will, regrets for misunderstanding, etc., that I was bound by the con- tract which I had signed. I had already discovered that while Mr. Brooks made out the order in dupli- cate, I never saw a copy after he left the store, so I had no proof as to whether I actually signed such a contract. I have concluded that sales- men of the Brooks variety should spell their names with a C. After considerable correspondence and get- ting legal advice I concluded that a verbal agreement with Mr. B. was of no value, if a written contract was signed, so I accepted the jewelry, signed the acceptances, put the goods on sale, and prepared to live up to my part of the agreement at least. Now, the A. S. J. Co. guaranteed that sales in one year would equal one and one-half times the amount of the original bill. If less than that, they agreed to buy back at the end of the year all goods on hand, provided I sent them every two months—between the tst and the sth—-a list of goods on hand. At the end of the year, finding that the sales were nearer I5 per cent. than 150 per cent., I notified them that I wished to return the goods on hand. I received no reply. Writing again and again, I was finally told that I had failed to comply with the requirements of the contract. After putting the case in an attorney’s hands, I finally: succeeded 10 getting MICHIGAN TRADESMAN their exact grounds for refusing to live up to the agreement. These were, in short, first, that the first list was sent in a month too late; sec- ond, that another list was sent in a week or two too late; third, that other lists were a day or two too late. Now, through my attorney, I showed that the first list was exactly on time; that while the contract was signed in March and the goods shipped in April, the acceptances were not sign- ed until May 9, after they had in writing definitely extended the time of the contract. Therefore, July 1 to § was the proper time for sending the first list. Second, | was away from home during one period for sending in the list, and while the list was practically completed ready for sending, it was overlooked and not sent for a week or more after my re- turn. The company made no com- plaint, did not notify me that my list was overdue, and, in fact, at no time made any acknowledgment of receipt of any of, the lists. The third excuse was too trivial to consider, as any delays in receiving the lists, except on the one occasion mentioned, were something of which I had no knowledge, and possibly the result of delays in the mails. So it was clear that there was but one possible breach of the contract, and that only a technical one, which would be noticed only by a firm look- ing for technicalities. The company still claimed to be free from obligation to repurchase the goods, but finally agreed to take half of them (not because they must, but simply out of the kindness of their hearts). My legal adviser said the case was doubtful, that while it seemed probable that if the case came to trial it would be held that the re- quirement for sending in the _ lists exactly on time was not an essen- tial part of the contract, still there was some doubt about it; and, on ac- count of the expense of litigation, etc., I at last decided to accept their offer. I now have an assortment of jewel- ry (the best half of the original lot) to dispose of cheap. I don’t warrant it. I have not enough confidence in the firm’s warranty for that. In conclusion, let me warn the dealers of Michigan against having anything to do with jewelry concerns of this kind, and the A. S. J. Co., of Detroit, in particular. I presume neither the company nor its agents did anything to make them liable to the penalties of the law, but I had rather meet three highwaymen with loaded revolvers on a_ dark night than buy any more goods of such a house. Ray Robson. —_~-22>—___ Had a Tender Heart. A young man had worked up quite a trade in dressed chickens. One of his customers, a tender-hearted wom- an, said to him: “I should think that you would hate to cut off the heads of those poor chickens.” “T do,” said the young man, “but I manage to get around that pretty well.” “How is that?” “Why, I just chop off the chick- ” ens, ~ Flavoring Extracts? to be exactly as we claim. Are you supplying your customers with Jennings These are guaranteed to comply with the food laws and to give satisfaction in their use. Jennings Extract of Vanilla Jennings Terpeneless Lemon None better, and they have proved themselves C. W. Jennings, Mgr. Jennings Flavoring Extract Co. ESTABLISHED 1872 Grand Rapids, Mich. Co CFa057.\ nse breadth in the quality which has made placed before smokers. them the most famous 5c goods ever The Old Fashioned Way Of doing things has in many ways never been improved. Lots said these days about artificial blends and new ways of improving tobacco flavor looks more like a cover for doping cheap stuff so that the natural poor flavor will be covered up by an artificial substitute. Ben-Hurs are made today in the same dependable way as back through more than a score of years’ history; they are hand-made by skilled work- men, in perfectly sanitary surround- ings, from natural tobaccos blended in the natural way, and through all their more than two score years of history they have not varied a hair’s GUSTAV A. MOEBS & CO., Makers Detroit, Michigan BEN-HUR CIGAR WorDEN GROCER COMPANY Wholesale Distributors for Western Michigan MADE ON HONOR SOLD ON MERIT ee & a 5 & 34 MICHIGAN TRADESMAN WHITE-COTTON GOODS. Best Way To Increase Sales in This Department. Written for the Tradesman. “They say a good deal nowadays about ‘not letting a customer. es- cape,’” remarked the clerk at one of the local white-cotton-goods coun- ters. “That may be all very well, so far as some other departments are concerned, but when it comes to the goods I’m hired to dispose of there is not much chance of persuading people beyond their inclination on entering the store. “Take embroideries, for instance. In those goods there are all kinds of opportunities to induce a lady to change her mind. With hundreds of different patterns and numerous qualities from which to choose, she is apt to get fairly bewildered and to walk out of the place with some- thing radically at variance with her ideas on leaving home. The proba- bilities are always in favor of a woman’s buying more and_ better trimmings than she had any mind to purchase at the start. Why, many a time have I seen a poorly dressed person (and what can a_ stranger judge by excepting the raiment?) in- vest in an amount and sort of em- broidery that one would have no idea she could afford nor would be likely cottons. They usually conclude be- forehand just about what they want and how much they are willing to pay for it. There is nothing especial- ly attractive about plain white-cotton goods, I mean no luring prettiness. Quality is about all one can _ talk about, and with quite a good many buyers that doesn’t count. Some- times I happen to have in my stock several pieces of cotton at the same price, bought under varying condi- tions, and there will perhaps be as much as 2 or 3 cents a yard differ- ence in the value, and even when I explain this these indiscriminating buyers fail to detect it; they ‘all look alike’ to them. So, when I find I have an ignorant customer, I merely quote prices and let it go at that. “IT have found, in a long run of merchandising, that in the white-cot- ton-goods line the best thing to do, generally speaking, is to lay out the goods, try to interest patrons in a little talk on weaving and other work done at the mills (with which proc- esses the clerk ought by all means be familiar) and, what is of great importance, try to impress your per- sonality on them in such a pleasant, cordial—never a ‘mashy’ or ‘fresh’— way that they will like to be waited on by you and will enquire for you if you are not Johnny-on-the-spot when they want something in your | department; in other words, cultivate to admire. Then, again, I've ob- |, strong personal following. Be so served quite rich people selecting | senuine and agreeable that people cheap stuff in the embroidery section! 14 not help but like you. That’s that a washerwoman ‘wouldn't be about the best way you can increase seen dead in.’ Of course, I didn't sales in the white-cotton-goods de- know for whom they were getting it; partment. but it was too shabby looking for There’s one other way to help themselves or immediate family to wear and, as for a gift to any one outside of it, you could scarce imag- ine their even presenting it to the indigent. What on earth they .could do with it I could not fathom. And, besides, they would haggle over the price in a way that was belittling to their dignity and their station in life. “Quite frequently we hear it said of such, ‘Well, maybe that’s the way | they got their riches: pinching the American vogel until he hollers.’ Ii so I’d rather be clerking for my living than reside on Easy Street and do as they do in shopping. “That makes me think of a little circumstance I heard of, the other day, about one of Grand _ Rapids’ wealthy Four Hundred: “Mater Familias was buying rib- bon for her child’s plain little hat, and she asked the clerk who was waiting on her if it would wear! On sales here, and that is to thoroughly co-operate with the window _ trim- mer in getting up good displays from your particular line. Let there be no ‘hitches’ with him. By ‘co-oper- ate’ I don’t mean to ‘have a stand- in’ with him, for that’s a tricky way of doing business, but I mean _ that there should be no working at cross both should have the best linterests of the store at heart.” A. M. M. purposes; _—_ Oo - Thought He Saw Double. A wealthy professor was invited to dine at the house of a lady of fash- ion. The day was hot, the wine cool, the professor’s thirst great, and the fair neighbor with whom the profes- sor was engaged in a lively conversa- tion filled his often as it was emptied. When the company rose from the glass as : table, the professor noticed to his being told by the clerk that she | ereat consternation that he was un- couldn’t recommend it very highly | steady on his feet. the rich lady asked to see better.’ The clerk put out five more bolts of ribbon on the counter for the affluent patron’s inspection. the former’s surprise—and _ disgust at not making a bigger sale—when the customer picked out from the lot the next priced ribbon, which was only 5 cents more a yard! “Here I’m talking to you embroideries and ribbons meant to keep to my own ment. Well, well! “No, there isn’t much chance to exercise cajolery or advance argu- ments to induce customers to buy about when I depart- something | Fancy | In his anxiety to save appearances, he repaired to the room, where the lady of the house yielded to the wishes of her lady friends and ordered the nurse to the baby twins. The pair were lying together on a pillow, and the nurse presented them for inspection to the person nearest the door, who happened to be the professor. The latter gazed intently at them for a while, as if deciding whether or not they were two or one, and then said, somewhat huskily: “Really, what a bonny little child!” drawing bring in Edson, Moore & Co. Wholesale Dry Goods x DETROIT Tam Q’Shanters Square style with tassel, angora, white, black, red, blue, gray, castor - $9 00 Round _ style, angora, white, red, blue, gray, cas- tor . _ 2 $9 00 Square style with tassel, white, red, blue, gray—$4 50 Round style, white, red, blue, gray - - $4 50 Toques Infants’ worsted, white, navy and red - - - a Child’s single, white with fancy stripes = - - - - Child’s double, mercerized, white with fancy stripes - - - Cnhild’s single, wool, red, brown, navy, striped, assorted - Boys’ double, cotton, assorted dark colors’ - - - - Boys’ double, worsted, assorted dark colors, striped - - Boys’ single, worsted, assorted light colors, striped - - - Boys’ double, worsted, assorted dark colors, striped - - Boys’ double, mercerized, assorted light colors, striped - - Boys’ double, worsted, dark, mercerized, striped - - - Boys’ double, worsted, white, mercerized, striped - . Boys’ double, worsted, white - - - - - Boys’ worsted, red, blue, brown, gray, fancy striped - ~ Boys’ angora, red, blue, brown, gray, fancy striped Boys’ mercerized, wool lined, white, navy, red, mode, fancy striped Boys’ mercerized, white, wool lined - - - - Boys’ double, worsted, plaid, red, white, navy, assorted - - Boys’ camel’s hair, white, red, navy, gray - - - Boys’ white silk, striped - - - - - - Boys’ white silk - - - - - - - Boys’ white silk, worsted lined, striped - - - to , AOUUMUUNNMNINMNNHNHNNHNHWKH OHNO Se Ne NE we OS COODOOCSCOOMMMmuUMnoUMm on NSOLNHPAHPAPHLHH HAN HN KHKHNNHNHWNNH Ask our salesmen or send order by mail. GRAND RAPIDS DRY GOODS CO. Exclusively Wholesale Grand Rapids, Mich. es Nant ate NA ERA AR ARSE Nn AEF ea panama an aa nna na CAS AES ah ARON AER ARN De ECAR Ee See eet ee MICHIGAN TRADESMAN 30 Special Features of the Grocery Produce Trade. Special Correspondence. New York, Oct. t2—This week we are rejoicing over the placing of a ball on top of the flagstaff on the new Singer building at a height of and 703 feet above the sidewalk. How is that for high? Elevated as it is, it is exceeded in height by the “high” finance that is being explored through its intricate mazes by Mr. Ivins, of the Public Utilities. These revela- tions pertain to our traction system and, perhaps, do not touch quite so wide a field as did the insurance in- vestigations of two years ago; but they are simply amazing and next week promise to get secret of the whole thing. A man sells a road that does not exist for $250,000. He is paid something like $965,000, and then he divides up this surplus among some of our eminent financiers. He acknowledges that he does not know why he was paid this amount, and the explanation furnish- ed by the others is awaiting further explanation. It makes the grocery trade seem mighty insignificant unprofitable in comparison. Coffee has moved along in a fairly steady way, but, as a rule, the de- mand has been comparatively slow among jobbers. Buyers are taking small quantities and seem to be per- fectly willing to let the other fellow do the holding. Rio No. 7 6™%4c in an invoice way. In store and afloat there are 4,046,448 bags, against 3,610,705 bags at the same date a year ago. Within a short time a very active demand has sprung up for certain mild coffees and the mar- ket is closely sold up, while quota- tions show some advance. There is no new business in sugar and there is simply an average trade in the way of withdrawals on pre- vious contracts. Granulated, 4.70@ 4.80c, less I per cent. cash. Teas are generally well sustained, although most of the business is coming from out of town. Supplies are not overabundant, but there seem to be enough to meet requirements. Rice is firm, but the demand is only moderate, sales, as a rule, be- ing confined to small lots to repair broken assortments. Good to prime, 5@534c. Some disappointment is felt inthe spice trade at the small amount of business thus far developed. While the supplies of stock are not large and a good brisk demand would soon clean up the market, the fact is that buyers are simply taking such sup- plies as they need from day to day. As a result, there is a downward ten- dency, although quotations as yet show no alteration. near to the and closed at Molasses shows little, if any, change. Sales are of rather small lots, as dealers in the interior are fairly well stocked, 2nd no great de- tivity may be looked for until we have colder weather. Syrups are steady and without change. Canned goods are humming, but the week has hardly been so exciting as some previous ones. It is quite evident that no corn is to be obtained from Maine or New York State pack- ers, nor is there much to be had from jobbers. The retailer, in fact, is the boss in a number of lines and job- bers will soon be taking off their hats to him. Maryland corn, Maine style, has been quoted at 75c f. o. b. factory. For tomatoes 87%%4c is the asking price by packers there for re- lable 35. —. 0. Bb. Cannery, At this figure buyers hesitate and the week has been guiltless of any great amount of business. Some Jerseys— not many—-have been offered at $1@ 1.05 for 5-inch and $3 for gallons. Sellers of peas are not disposed to part with holdings of standard grades for less than $1.10 and buyers are loath to purchase ahead of current wants. Other goods are selling well and at prices showing no weakness in any line. Except for the finest grades of but- ter there is not so firm a feeling as existed last week, although quota- tions do not seem appreciably lower. Special creamery is worth 30%c and extras, 30c; firsts, 28@29c; held stock works out at 28@3oc, the latter for special; Western factory firsts, 23@ 241%4c; process works out at 23@ 2614c, the latter, of course, for de- sirable stock. Cheese continues its upward course and full cream is quoted at I6c, a figure that one will have to go back a long time to find equaled. Large sizes, %c less. Buyers feel that these prices represent about the very ex- treme that can be paid and some re- action may set in. Eggs are firm and extra firsts, Western, are worth 24@26c; firsts, 22(@23c; seconds, 19@2Ic; refrigera- tor stock, 18@z21t4e. ~~. ——_—. Advantages of New Method of Quot- ing Butter. The lists of butter scores that have: lately been coming from the state fairs and educational contests have been studied carefully by those who are competent to judge such matters to see if they indicate any change for the better in our butter product. For several years there was a steady low- ering of the grade of what were con- sidered the best creameries until last season when the turn seemed to be perceptible, the average being a tri- fle higher. Those who have handled the big lines of stock this season think that there has been some furth- er improvement in the body and flav- or, although the proportion of strict- ly fancy quality may not have been any larger. : An instance of the marked falling off in the grade from four or five years ago was brought to my atten- tion the other day when I asked a salesman what had become of a cer- tain well known creamery his house handled at one time and which I once saw scored 98 points. He replied that the old whole milk factory was now getting mostly hand separator cream and that the owners had so much trouble that he doubted if the butter would score over QI to 92 points at the present time. “We are, however, getting a few creameries that have partially survived the change and and I tell you it is a pleasure to han- dle that class of stuff. If I were to give my candid opinion of the goods we are handling at the present time I should say that the bulk of the fine marks would come within the of 90 to 93 points.” range Last Friday a number. of the but- ter merchants were discussing the question as to what class of butter should be entitled to the grade “spe- cials” and what “extras.” As quali- ties are now running it was generally thought that 91 to 92 points is still about the right standard, with all above the latter to go as specials. At first thought this would seem to make so wide a range in the latter grade as to necessitate quite a range in quotations to cover all qualities. But ket values 93 to 94 points actually in- cludes a very large share of the spe- cials, and when. something finer is found it usually secures a place with some special trade at a premium above any quoted rate. The occasion requires it the Butter Com- lower the score. A flexible standard will be found beneficial when we get into the season that is most trying for butter production. In this con- termined in their own minds that the 93 would probably be used as a max- imum. It has been erroneously re- ported that the standard at would be lowered to 88 or 89 points, likely. I am convinced by close observa- the market, i. e., giving as nearly as in the practical working out of mar-| advan- | tage of the rules under which the} trade are now working is that when| mittce of the Exchange can raise or | nection, however, it may be well to} state that the Butter Committee de-| minimum score of extras should nev-| er go below 90 points, and that in) . - . ~ | June when the quality is at its finest} times | but that does not seem to be at all | tion that the new method of quoting} possible actual selling values, will eventually lead to a closer discrim- ination of quality and a higher price for fancy goods in comparison with other grades. It is the intention of the market reporters to establish a quotation for strictly high class stock, not a fictitious or over-reached value, but a price that can be realized open- y from buyers who appreciate quali- ty and will pay for it. If that plan s carried out fully it will certainly make a wider range of quotations than we have had of recent years, and Jit will encourage the making of the 'highest possible that tends couraged by all. Anything that result or direction should be en- -N. Y. Produce Re- quality. bring about in that will view. HATS --... For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Div. St.. Grand Rapids. 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 Bank, Office, Store 47 First Ave. Wolverine Show Case & Fixtures Co. Manufacturers of We are prepared to make prompt shipments on any goods in our line. Write for catalogue. and Special Fixtures Grand Rapids, Mich. Dott fl nt NOW Buy from P. Steketee & Sons holiday handkerchiefs, mufflers, suspenders, perfumes, hair ornaments, mirrors, fancy handkerchiefs, glove boxes, etc., while lines are still complete. attention to suspenders, mufflers and ties put up one each in fancy box. Would call special Wholesale Dry Goods that will now go 95 to 96 points, P. OTENETEE & SOND Grand Rapids, Mich. sta a. ii aa es SBE Ete aban ON «HG Wb OL AER RAL ALS ABEL ILE NORE ILE PSO MICHIGAN TRADESMAN Making Steel Direct from Iron Ore. In a dingy laboratory in the yard of a steel-working company at Los Angeles, California, lies a 380-pound ingot of pure steel. It is the most remarkable piece of steel in the world, for it never saw coke or coal; never went through a Bessemer con- verter or open hearth process; in fact, its production quite upset all the established methods of making the most-used metal of the present century. Behind the ingot is the mysterious furnace in which it was made, and the story of the making of the in- got reads like a romance—a romance of iron and oil and lime and fire- brick, with the persistent student of steel as its hero, the elusive spirit of discovery its heroine. All his life long John Potter has been connected with steel in some one of its many forms. Finally, when he came to Los Angeles fresh from an Eastern blast furnace, he had so clear an idea of the new method that he succeeded in impressing its worth on three or four men of means on the Coast, and was told by them to go ahead; if he made good there would be plenty of money to finance his discovery. He went ahead, he made good, and now he has backing running into the millions; the com- pany is a close corporation, and the building of a large furnace at either San Pedro or San Francisco is prom- ised at an early date. Potter’s idea was that of an oil blast furnace; his finished apparatus is an oil-blast furnace, and this is the way he has worked it up to suc- cess: He began with a little two-by-four bake oven, down in the laboratory, and immediately succeeded in making small pieces of steel of the size of a fifty-cent piece. He has some of them now, lying beside his 380-pound ingot, just to show that his idea has been right all the time. But the little furnace could do nothing practical. Then he erected a big, upright affair, out of brick and steel rails, lined with firebrick. Into it he turned his jet of oil and pro- duced a chunk of steel so refractory that he had to take down every brick in the new furnace to get it out. This would not do, so the inventor picked over the slag and the waste, studied the piece of steel he had made and built another furnace. This one was not so satisfactory as the other two, so he tore it down, studied a bit more—and built still an- other furnace. This was bigger and hotter than any of the others. So simple it was that one could look through a chink in the bricks and see the liquid met- al, white hot, sweating out of the iron ore and trickling down to the lake at the bottom of the furnace, incidentally knocking the old blast furnace idea all to flinders in a min- ute. ; In the center of Potter’s furnace, when he is ready to make a “run” of steel, he piles the crude iron ore, and a mixture of lime and asphaltum. The proportions of this mixture are the whole secret, and it is guarded well, for no man but John Potter, he who discovered it, knows the formu- la, and he is not telling it, not even to the men who are backing him in the great game for millions. When this composite mass is all piled up, a jet of crude oil is turned on and lighted. With a terrific heat— up to 3,200 degrees and farther if pos- sible—the whole is fluxed, and the resultant steel flows down into a lake in the bottom of the furnace, thence to be drawn off into puddles, outside the brick wall. With this last furnace, when the ore was all smelted and the furnace had cooled off, there was an_ 1,100 pound chunk of pure steel in the bot- tom. The inventor, did not have to study this; he had found that for which he had been seeking for half his life, and he had but one more step to take in the perfection of the new steel. He had demonstrated that he could produce the steel; next he pud- dled a bit and put it through the rolls of the miniature steel works where he is employed, and found it came out in good shape. But his main idea, and the thing for which he was working most as- siduously, was to get the steel so hot in its liquid form that it would run out of the furnace into molds. The main trouble he found was with his oil burners. Their heat was varia- ble; sometimes it varied so much that the whole mass of flux and ore would solidify on him when almost at the melting point. He ran up and down the gamut of oil burners, East and West—and at last did the only thing left to him—made his own. With a burner capable of generat- ing the ierrific heat to which this mixture of ores had to be exposed to get the desired results, the fire brick melted, and he had to go to work io find brick which would re- sist the heat the’ burner threw upon them. After much searching, after trying practically every known fire brick, he found one that suited his needs, and he started in on his last furnace. This was built, not by him, but to his order, for those who stood behind holding the purse strings were convinced that he had won the great fight, had uncovered a secret such as had not been found in a decade. Into this new furnace, built almost entirely of firebrick, so great was the volume of heat to which resist- ance must be offered, was put the mixture of iron ore, asphaltum and lime, the proportions of which Pot- ter alone knows. The oil was turn- ed into the blast and lighted, and then, as evening fell, the inventor went home, leaving the plant in charge of a workman who had been employed around the steel plants of the East. To him he gave the final admonition that if he got a lump of steel by morning he would also get a new suit of clothes. Some time during the small hours, ‘along toward the dawn of a new day, the heat became intense enough to do its own work. The steel began to trickle down the bed of the furnace, together with the slag. When the bath became large enough the man knocked out a plug and let the white- kot liquid run into a mold which had been arranged for it. It seemed so much like slag, and had been so easi- ly obtained, that he did not bother to look at it closely; in fact, he, al- ready thought he had lost the suit of clothes. Then, in the morning, back came the inventor, John Potter. By the time he arrived the mold was cool enough to be opened, and when he was told that it was full of slag, he struck it with a hammer to see. In- stead of the soft, crunching sound the waste matter would have made, he got the clear ring of steel. Without opening the mold the inventor drew from his pocket a check book, signed a thin blue slip of paper and handed it to the workman. It was for a suit of clothes. After a while another ingot was run out, then another and another, until there were four all told. After this first run the furnace was shut down. The experiment, outgrowth of years of trial, was a success. Steel had been made without the double process, a thing unheard of in one of the greatest industries of the New World. A tremendous saving in time and cost had-been accomplished at a stroke. Three of the big ingots were roll- ed into bars and cut up. Some pieces were hammered into points; others stood most successfully all physical and chemical tests. They were as good steel as ever came through Bessemer process from Eastern mills. They are not pig, such as has to be run into a converter and turned into steel, but the real article, made at one process from iron ore which is among the lower grades, and not comparable to that from which the steel workers of Pennsylvania and Ohio draw their supplies. Potter’s idea is not new. It has been tried time and time again be- fore by men who know steel, but they one and all have foundered on one great obstacle. They produced the steel, but the loss was so great during the process—as high as 40 in some cases—that they gave it up. The loss in the present methods of making steel is from 8 to 10 per cent. The loss the Potter process on the average, about 6 per cent. With better ore than has been used in the working of his furnaces Mr. Potter expects to be able to reduce even this low aver- age; in any event the knocking off of 4 per cent. in the cost of production of steel in the furnace alone is a matter of millions in the course of a single year. per cent. in is, ART MONOGRAM You should know all about this wonderful stove. The latest and best of all hard coal base burners. A letter from you will bring circular giving all the details. Wormnest Stove & Range Co. Grand Rapids, Mich. Complete stock of up-to-date Fishing Tackle ae Base Ball Goods Talbot Spaulding & Victor Athletic Goods Sa MICHIGAN TRADESMAN 37 The inventor is now at work on plans for a plant of furnaces which may be worked singly or as a bat- tery, from each of which when in operation there will flow a continuous stream of molten steel, ready to be sent to the rolling mills. A new in- dustry thus will be born for the Pacific coast, where, although there are large tracts of low-grade iron ore, there has never been a concert- ed attempt ‘at the establishment of a plant for its utility. Like the mixture of asphaltum and lime and iron ore with which he fluxes this new furnace, Potter’s burner also is a secret. It is a blast, of course, blown in by steam at a high pressure, but blown through a larger hole than the ordinary burn- ers used under boilers for the genera- tion of steam. John Potter is the only man who knows how this burn- er is made—for he made it himself— and he is not talking about it to his dearest friends. But there, mute witness to the effi- cacy of those burners and of the flux, that 380 pound ingot of steel lies in the yard of the little steel works, just beside the ruins of the furnace which gave birth to its predecessors, and which rings like an anvil head when struck with a hammer. It is large and heavy, oblong and rough; it looks like any chunk of pig metal, and those who pass it by each day seldom pause to think that it represents one of the greatest discoveries of this generation, or that it really amounts to. anything at all more than the run of scrap iron and brass and _ steel which cumbers the waste places of every iron-working plant. The walls of the furnace which Potter built were not thicker than those of the average blast furnace, for at first it seems he did not know how great a heat he was going to be able to generate with his new burn- ers. Afterwards he was compelled to build them considerably _ thicker, and introduce the jets of burning oil closer to the bottom of the great melting pot than is customary with ordinary oil heaters. For out and out picturesqueness Mr. Potter’s career, which is large- ly identified with smelting other than by blast furnaces, rivals that of any of the men who have ridden to pros- perity on the crest of the steel wave. He began as a greaser boy in a steel plant at Johnstown. From there he went up and up until he became gen- eral manager and superintendent of the Carnegie plant at Homestead, Pennsylvania. For fourteen months he worked in the shipyards near London, England. He helped build, as mechanical engineer, some of the plants of the present steel trust. He assisted in perfecting the first rail table in the United States at Chicago. Then Mr. Potter went to work for John D. Rockefeller, at Cleveland. While in the employ of the oil king he had more time to devote to his studies, and there first saw the dis- tant glimmerings which have resulted in his present success. Later he went to California, and there, with a little more leisure time on his hands, has found the golden fleece he sought.— Harry H. Dunn in Technical World Magazine. Hardware Price Current AMMUNITION. Caps. (De follveoumt, per mo. ol... 40 bicks’. Waterproof, per m....)...02.. 50 NuUSKeE Pel Ml ee, 75 biy’s Waterproof, per m....,..:-.... 60 : Cartridges. INO. 22 short, per mie.2 ol .0 2. eke 2 50 No: 22 lone perm...................3°00 INO. 32 ShOre. Der Mm... 2.20.6... 5 00 INO« 82 TONS, POP Woy. ei es 5 50 Primers. No. 2 U. M. C., boxes 250, per m....1 60 No. 2 Winchester, boxes 250, per m..1 60 Gun Wads. Black Edge, Nos. 11 & 12 U. M. CG... 60 Stel Dips; PAttern -. <1... «22.4... - bas Black Edge, Nos. 9 & 10, per m.... 70|lMnterprise, self-measuring ........... Black Hdge. No. 7, per m............ 80 PANS iL d Ils. WO OCUG ee eee es 50 New Ree wor onhtewnd. Common. polished -:......0.......... 70&10 Drs. of oz. of Size Per No. Powder Shot Shot Gauge 100 | war Sree reeN Ste oer iy A’’ Wood's pat. plan’d, No. 24-27..10 80 ry 4 1% 10 10 $2 90) «RB Wood's pat. plan’d. No. 25-27.. 9 80 ue ‘ if 3 a 5 = Broken packages %c per Tb. extra. or ‘ P ma 130 4% if e a 3 oe Ohio Tool Co.'s Sb it eee e eee eee ss 40 154 414 1% 4 10 ie GO eeiOta. IONGD oe oe ea k, 50 200 3 1 10 12 250; Sandusky Fool Co.’s faney ........... 40 208 5 1 8 12 2 ou mpenen. first quality ..........000 2.2.6. 45 236 3% 1% 6 12 2 65 265 1 1 NAILS 564 ai i : - 2 7 Advance over base, on both Steel & Wire Discount, one-third and five per cent. eee “i ta ieee Sis eels 3 . Paper Shells—Not Loaded. Bete Gl a@vatce .._.........-... ce. Base No. 10, pasteboard boxes 100, per 100 72/110 to 16 advance .................... 5 No. 12, pasteboard boxes 100, per 100 G4; $ advance ......2......-05 ccc wees 10 G SGvaMeGe. oo. ek tc ee el ee 205. Gunpowder. kaa Kees 25 ibe, por ee .. 1 -<.-..02- Be retire ne secer rene tene ss = % Kegs, 12% tbs., per % keg ....... 2 75| 3 AAVANCE ..... ee eee eee eee eee eee 4 E tees 64 the 14 “hee 1 50/2 AOVONEG 2.602 e. Sc ck 70 4 kegs, 04 IDS., per Ce assess Fine 3 naene ee. ag @asmia Te advance ............-..+2<. 5 — Casmne § advance ..........6.2502....- 25 In sacks containing 25 Ibs. ; Casine 6 advance 35 Drop, all sizes smaller than B ....... 210|iinish 10 advance ......cc.0c.22ll.. 26 AUGERS AND BITS Iinish S§ advance ~.....<.... 22.5... 30 Snaps oe. 60 | Finish 6 HOVURUCG ooo ee. sk. 45 Jennings’ Senwine .....06605. ecules = Barrel: % advanee .........-...¢..... 35 PONDINES -TOIEATION 22. ek a 5 RIVETS AXES i 50 First Quality, S. B. Bronze .......... oi en ee 20 First Quality, D.-B. Bronze .........- 9 00 ? oe First Quality, S. B. S. Steel .......... 7 00 ROOFING PLATES First Quality, D. B. Steel, ...*...... 10 50} 14x20 IC, ok Fata Uo eek. : 50 14x20 IX, Charcoal, COM. 6.0 c se! 00 BARROWS seue| tee TC. Charcoal, Dean ......-...- 15 00 MSNPOOG occ cs ee cea we eee 3 00 14x20, IC, Chareoal, Allaway Grade 7 50 CrePOlGhy os ees te cata she eees 33 14x20, 1X. Charcoal, Allaway Grade 9 00 BOLTS 20x28, 1C, Charcoal, Allaway Grade 15 00 Shove (2). 5 oe eo acca. go | 20x28 IX, Charcoal, Allaway Grade 18 00 Carriage, new MSU ee cance es 70 ROPES Vo oe 0 Sisal, % inch and larger ee bee 9% BUCKETS SAND PAPER Weel, Dlain 2.0... ceo 460) Bist acet. 19 8G ......2.........% dis. 50 BUTTS, CAST u SASH WEIGHTS Cast Loose, Pin, feured ............. 79|Solid Eyes, per tom .........-.+-+05- 32 00 Wrought, marrow .......-.-eeeeeeeees 7d SHEET IRON CHAIN ae % in. 5- ae Mm Ae a te 8. ee. eek .3 90 Common ..... The... WAG... 0G. OSs | Mas 2S ta 84 oko... cee eee eee 3 00 BB. oo. eee eee a Tec. rene GoM Cl Man Se to 96) oie oe es is cose ne ss 4 00 BBB. ......+-- fo..4 o..44e% 4 Mo.-77 ...... Rettig ta aap 4 10 All sheets No. 18 and lighter, over 3 Vee eee inches wide, not less than 2-10 extra. Cast Steel, per pound............-<-.. 5 CHISELS Seees SNO SPADES a Mirst Grado, per dod, ..............5. Soe@ket - Witmer: 62.6056... ce celles. - v4 Second Grade, per doz. .............. 5 75 Soeket Brtaming@ ........225-.-2..5<«< 3D Socket Corner ....-ee eee cece ee eeeee = 4 @ VY : ee 30 Socket SHCKS . 2.6.6. is eee. 6 The prices of the many other qualities |: ELBOWS of solder in the market indicated by pri- Com. 4 piece, 6in., per doz net 65 vate brands vary according to compo- Yom. ; “7 POP GOZ:....... ation. Corrugated, per doz....... So eecues 1 00; AGIUStaDIe: 6600.62. ee dis. 40&10 SQUARES ; EXPANSIVE BITS merece? BG Fim Cg ace eens 60-10-5 Clark’s small, $18; large, $26........ 40 TIN—MELYN GRADE hee 1, $48: 2, $24; 3, $30 Se cats oe oe 96} 10u04 JC. Charcoal |. . 22-3... 5.2... 10 50 een20 TC. Charcoal ...............--- 10 50 FILES—NEW LIST f0x14 EX. Charcoal .............-...-- 12 00 New ‘Amorican 2). .....2 0c ssl... 7OG}0 Each additional X on this grade..1 25 INIGCHOISON SS) 0. oc cae sees sce ca andl ual aoc oda a eae Piacoa... oe GALVANIZED IRON be ret a Bee ocala oe ee B o 5 x me Charcoal... ce. e ec. y ieee ee a6 Oe ee VE Charcoal. ..............-- 10 50 Discount, 70. GAUGES Stanley Rule and Level Co.’s ...... 60&10 GLASS Single Streneth, by box .......... dis. 90 Double Strength, by box .......... dis. 90 By (he HONG ook. ose ves ape cece dis. 90 HAMMERS Maydole & Co.’s new list ...... dis. 3314 Yerkes & Plumb’s ............ dis. 40&10 Mason’s Solid Cast Steel ....... 30c list 70 HINGES Gate, Clark's t.2:'3 2. ..4:.,.. dis. 60&10 PS ee, ice ce wee aes aa 50 Pept les foe ec ie os aes Oe eas oak eae 50 BGR S hae eat eee er ues cee eacc 50 OLLOW WARE COMMON ssc eee eee ee dis. 50 HORSE NAILS AM SaWlen el eae kee 6 dis. 40&10 HOUSE FURNISHING GOODS Stamped Tinware, new list ........... 7 Japanese Tinware ......... seveces oc G0G@10 IRON Mor MOn 6.50... 66. 225 rate Wiuent Band 6.2... oe ce ccc s eke 3 00 rate KNOBS—NEW LIST Door, mineral, Jap. trimmings ...... 75 Door, Porcelain, Jap. trimmings .... 85 LEVELS Stanley Rule and Level Co.’s ..... dis. 50 METALS—ZINC GOO pound CASES 2202.26. 91% MGR MOMMNG 2.00006. oe eel ec ccc. 10 MISCELLANEOUS MIVOe CUMOR ey acne cc clk ans «6 40 Pumps, Cistern We tual eulesrugelc ccaae gems 75 Serews: New HSt 222000... ce cs 874 Casters, Bed and Plate ......... 50&10&10 Pampers, American .....0........... 50 MOLASSES GATES Bach additional X on this grade ..1 50 BOILER SIZE TIN PLATE 14x56 IX, for Nos. 8 & 9 boilers, per tb. 13 TRAPS : Steel Game oi... 2 6. aes 5 eke ss TE Oneida Community, Newhouse’s 40&10 Oneida Com’y, Hawley & Norton’s 65 Mouse, choker, per doz. holes ....... 12% Mouse, delusion, per doz. .......... 3 2 WIRE Parione MACRO Coos ce eee ce ee e's 60 mmmonleth MIOPRGl (cog. 6 5 oe oes 60 Coppered Market .........:.-.-...-- 50&10 inved Wiarket <..........-..:..... 5O0&10 Coppered Spring Steel ............... 40 Barbed Fence, Galvanized ............ 2 $5 Barbed Fence, Painted .............. 2 55 WIRE GOODS é Merten oe ee ss ct ns wae ce 80-10 Boeraw ISVS < o.c . cei oe coe c cs sce ees 80-1 ROG Se ee ae c ee 80-10 Gate Hooks ana WEG 05. 5 oly, wo. 80-10 WRENCHES Baxter’s Adjustable, Nickeled ......... * nes Genuime ©... 0.0... eho ssc oes. ) Coe’s Patent Agricultural, Wrought 70- io orety and Glassware STONEWARE No charge for packing. Butters te SON OP GOA oes ook cw cece ce ws 52 1 to Geat per dee | ...2..5......2 4. 6% S Sal Cael 2... 2. lol 2. eee. 60 tO Gal Caen .. 52-2... c...s..s 7d ea aA CACM og. eo. 90 bO Sal, meat tbs, cach .... 2.22.05. 1 28 20 gal. meat tubs. eaeh ..........2. 1 70 25 #al. meat tubs, each ~............ 2 38 30 gal. meat tubs, eaeh ............. 2 85 Churns 2 tO 6 gal, Der Sal 24... kc. t% Churn Dashers, per dow .........<. 84 Milkpans 1% gal. flat or round bottom, per doz. 52 1 gal. flat or round bottom each... 6% Fine Glazed Milkpans % gal. flat or round bottom, per doz. 60 1 gal. flat or round bottom, each 7 Stewpans % gal. fireproof, bail, per doz........ 86 I gal. fireproof, bail, per doz. ...... 1 10 Jugs 1 Mal Per GOA. 5... . 1... ce 68 M SAL per G0z 14.00.27. t se .. 51 I te 6 pal per @at .. 4. 2... 86 SEALING WAX Per doz. Pontius, each stick in carton ....... 40 LAMP BURNERS me. °@ Som oo... os. kek. 40 ING: § SOD 42 ING. 2 SH Co. os ee ee: 55 INO Se SO oc ek ve. 90 SPUR ee ea 60 INGEMICe 22... 5. ae, 60 MASON FRUIT JARS With Porcelain Lined Caps Per gross Le a ee 4 45 CHISRES 8 ee ee ge ee 4 80 Os ee ee 6 70 BS ee ce aes cag ayia asa 2 25 Fruit Jars packed 1 dozen in box. LAMP CHIMNEYS—Seconds Per box of 6 doz. Anchor Carton Chimneys Each chimney in corrugated tube ro. 0 Crimn ton... 0.06. oe sa 1 7 Wo. k. @viny ton... 8... ieee. 1 85 INO: 2, Crimp (Op) 3.2.11 66k ie 2 85 Fine Flint Glass in Cartons No Critap tOp 22.0... ..2.. 0... 4, 3 00 Crim tOn .- 2.5... esl... a, 3 Crimp (Ot) 7.2... ......44.3...... 4 Crimp (Op ........-22.65204,... 3 30 . Crimp top 4 @ritin tap... 22... a, 5 Lead Flint Glass in Cartons 2 < . . he = . WH OWS Noa: € Grim top .................... 3 30 NG © Crimp too ............4.55...4 4 00 ING: 2 @rimp tom .-.....5.2..5.04..5, 5 00 Pearl Top—1 doz. in Cor. Carton Per doz. No. 1, wrapped and labeled ......... 75 No. 2, wrapped and labeled ........ 85 Rochester in Cartons No ine Flint, 10 in. (85c doz.)..4 60 F Fine Flint, 12 in. (31.35 doz.) 7 50 Lead Flint, 10 in. (95ce doz.) 5 50 Lead Flint, 12 in. ($1.65 doz.) 8 75 Electric in Cartons , Z ° bonorors ING: 2 Eime (ioe dog.) .....5...2...-. 4 20 No. 2. Fine Nimmt, €Sae doz.) ........ 4 60 No. 2 Lead Flint, (95e doz) ...... 5 50 LaBastie, 1 doz. in Carton No. 1. Sun Plain Yop, €S1 daz) ...... 1 00 No. 2, Sun Plain Top, ($1.25 doz.)..1 25 OIL CANS 1 gal. tin cans with spout, per doz. 1 20 1 gal. galv. iron with spout, per doz...1 60 2 gal. galv. iron with spout, per doz..2 50 3 gal. galv. iron with spout, per doz..3 50 5 gal. galv. iron with spout, per doz...4 50 3 gal. galv. iron with faucet, per doz. 4 50 > gal. galv. iron with faucet, per doz. 5 25 > fal. “Piting Gans .................... 7 00 > gal. @alv. iron Nacefas .........<.. 9 00 LANTERNS No. @ Tubular, side Ht ............ 4 60 No. 2 B Vebuler . 22.25... i. ies. ce. 6 75 Ne. 15 Tubolar, dash ..........<.. 2.2, 7 00 No. 2 Cold Blast Lanterm ..........-. 8 25 No. 12 Tubular, side lamp .........- 12 00 No. S Street lamp, edeh ............. 3 50 LANTERN GLOBES No. 0 Tub., cases I doz. each ...... 55 No. 0 Tub., cases 2 doz. each ....... 55 No. 0 Tub., bbls., 5 doz. each, per bbl. 2 25 No 0 Tub., Bull’s eye, cases 1 dz. e. 1 25 BEST WHITE COTTON WICKS Roll contains 32 yards in one piece. No. 6 33 in. wide, per gross or roll. 28 No. 1, 5% in. wide, per gross or roll. 38 No. 2, 1 in. wide, per gross or roll. 60 No. 3, 1% in. wide, per gross or roll. 9v COUPON BOOKS 50 books, any denomination ....... 1 ov 100 books, any denomination ...... 2 50 500 books, any denomination ..... 11 50 1000 books, any denomination ...... 20 00 Above quotations are for either Trades- man, Superior, Economic or Universal grades. Where 1,000 books are ordered at a time customers receive’ specially printed cover without extra charge. COUPON PASS BOOKS Can be made to represent any denomi- nation from $10 down. BO WOONS (ose gia os cae oes eb ae cae 1 56 TOG HOOKS ... 2.0225. 2.3. ccc ca dees 2 50 O00 DOORS 202. Lt. 6" TOOU DOGES 5.2. .30 6 ees cuss. 20 00 CREDIT CHECKS 500, any one denomination .......... 2 00 1000, any one denomination .......... 3 00 2000, any one denomination ......... 5 On Steel punch ........ ee ee aueccuee «0 si Cermenrar earn Fe ABA aR ga BI 7 2B ES aR Hh RS MICHIGAN TRADESMAN i Suggestions Relative To Creamery Butter. There has been such irregularity in the quality of the butter received here the past week that I have sought for some explanation of the trouble. and a dealer who was once a _ but- termaker and knows the conditions prevailing in most sections of the West ventured the opinion that it was due mainly to the irregular de- liveries of milk and cream at the creameries. A taking place in the deliveries that always cause trouble,’ he remarked. “The whole milk plants that were getting milk every day are now beginning to get every other day deliveries, and the gathered cream factories that re- ceived cream daily or others that got already changing to every second or third day delivery. As a rule the trouble is with the small patron located off the route. The hauler knows there Changes are it four times a week are is only a little mess of cream out there and he skips him to-day, bring- ing in twice’ the quantity to-morrow, but of a quality that affects the whole output. It gives the butter an old smell and an old taste. The fellow has got so little cream he doesn’t take care of it, and unconsciously to creamery with the wrong kind of a starter. Un- til the weather gets cold enough to insure sweet cream we shall expect defects of this kind, but the butter- maker should do all that he can to himself he furnishes the guard against it.” This is the time of year when the fromthe owner or manager of the creamery. During the busy summer season a lot of things get out of repair or the factory is half filled up with old tin, pipes or other stuff that ought all be cleaned out. The floors often get in bad shape, boards are broken off the outside and especially from the. en- gine room where they are often taken Window panes are broken out, and before one knows it a cold storm sweeps down and it is difficult to control the tem- perature of the room. Too often the manager does not wake up to these little things until winter is upon us. Not only should everything within the plant be repaired and put in good shape, but it pays to go outside and buttermaker needs help for use in hauling coal. clean up in the best possible man- ner. The weeds should be cut down not lodge there and make heavy driving for the milk teams. All the apparatus needs to be overhauled and made ready for the changed conditions that come with the fall. The milk heaters, for instance, are not much used in They should now be gotten out and made so that snow will summer. ready for use. The time has come when the buttermaker thas got to change the temperature of ripening the milk or cream, the temperature of the wash water, etc., which if not attended to properly will cause seri- ous trouble with mottles or give him a lot of otherwise defective butter. Within another week the great dairy conventions begin and_ they will come along rapidly during the next three or four months. The im- portance of these as an educational agency has never been overestimat- ed, and I feel like pleading again for the buttermakers that they may spend a few days at their State meet- ing. It does a fellow a whole lot of good to brush up against the other fellow, and to talk over what is go- ing on at the other creameries be- side his own. He gets a larger view of the occupation that he has chos- en, and with that view comes a de- termination that if he can not climb to the top of the ladder he will at least strive to show improvement. A buttermaker may feel that his sav- ings hardly warrant the expenditure for carfares, hotel accommodations, etc., but in nine cases out of ten it is the best investment that he can make. It seems to me that the Man- ager or Board of Directors ought to arrange to have the buttermaker at- tend the convention and learn all that he can about the business, and then expect better work from him after- wards.—N. Y. Produce Review. ———_ 2 Deacon Forgets Himself. At a prayer meeting in Fair Hav- en, Conn., last Tuesday night, the leader, a worthy deacon, who is the enthusiastic owner of a motor boat, astonished all present in the church by asking a member to lead in “Brother Jones,’ he said, “will you start the power?” i Feeds re wanted by dairy- men and stockfeed- ers because of their milk producing value. We make these a specialty: Cotton Seed Meal O. P. Linseed Meal . Gluten Feed Dried Brewers’ Grains Malt Sprouts Molasses Feed Dried Beef Pulp (See quotations on page 44 of this paper) prayer. Straight car loads; mixed cars with flour and feed, or local shipments. Samples if you want them. Don’t forget We Are Quick Shippers Established 1883 WYKES & CO. FEED MILLERS Wealthy Ave. and Ionia St. GRAND RAPIDS, MICH If you are shipping current receipts of fresh gath- ered eggs and want an outlet for them at full prices— | regularly—write for our proposition. L. 0. SNEDECOR & SON, Egg Receivers, 36 Harrison St., New York We handle dairy butter, ladles and packing stock. Butter, Eggs, Potatoes and Beans I am in the market all the time and will give you highest prices and quick returns. Send me all your shipments. R. HIRT, JR.. DETROIT, MICH. W. C. Rea A. J. Witzig REA & WITZIG PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. We solicit consignments of Butter, Eggs, Cheese, Live and Dressed Pouitry Beans and Potatoes. Correct and prompt returns. REFERENCES Marine National Bank, Commercial Agents, Express Companies; Trade, Papers and Hundreds o¥ Shippers Established 1873 Butter We are in the market every day in the year for Packing Stock Butter. Write or wire us for prices, or let your shipments come along direct to the factory and get outside prices at all times. We are also manufacturers of fancy Renovated and Creamery Butter, and can supply the trade at all times in any quantity, 60 pound and 30 pound tubs or | pound prints. Write for prices. American Farm Products Co. Owosso, Mich. WE’RE DAILY BUYERS Don’t sell your orchard or farm products before we have made you our cash offer We have the orders to fill, so can pay you top of the market for apples, grapes peaches, plums, pears, potatoes, cabbage, ete., carlots or less. ; Wire us for quotations or call us at any time. Citizens phone 5166, Bell 2167, or drop us a line informing us what you have to offer. Yours truly, YUILLE-MILLER CO., Grand Rapids, Mich. in the market BEANS craic: to offer either for prompt or future shipment, write us. We are When any ALFRED J. BROWN SEED CO., GRAND RAPIDS, MICH. OTTAWA AND LOUIS STREETS How Cheese Is Paraffined at New York. During the past few years paraffin- ing has come to be so_ generally adopted by dealers and storers. of cheese and the chief advantages of the practice are so well understood that they are now considered as an- cient history by the trade. There are, however, a many of our readers who are probably not ac- quainted with the effect which the wide application of paraffining has had upon the cheese industry, nor how the practice is viewed by the large dealers at our principal dis- tributing centers. In order to gath- er this information a reporter called upon a number of the largest han- dlers of American cheese on _ this market, and the opinions may prove interesting: Practically all cheese to be held for any length of time in cold storage are now paraffined as soon as receiv- ed on this market. The paraffining is done either by the large receivers or the cold storage houses at a cost of l%c per pound, half for wax and half for iabor. Steam heated tanks large enough to permit the dipping of sev- eral cheese at the same time are used the temperature of the kept good expressed wax being between 200 and 210 The cheese are allowed to remain in degrees. the paraffine only a few seconds and are left on the rack after dipping un- til the coating has hardened. The majority color the wax a light straw shade, a few apply it uncolored, while one is now using a new preparation already colored, which erably more costs consid- than the refined paraftine As is generally known the chief ad- vantages of the process lie in the pre- vention of mold development and a saving in shrinkage due to evapora- tion. Before the days of paraffining, spring held in throughout the summer came out in the fall showing loss in weight and generally covered with a thick coat of mold. But all this is now chang- ed and the paraffined spring cheese are taken out, aiter a years holding, practically unaltered as far as appearance and weight are’ con- cerned. This improvement in condi- tion has tended to increase the value of spring and early summer cheese and has permitted them to be sold somewhat closer to the fall make in consequence. Thus the practice of paraffining, as well as cold storage, has been a factor in securing a more uniform price for cheese throughout the year, the benefits being felt not only by the dealer who carries the cheese in store for a higher market, but by the producer as well. cheese storage even There is some difference of opinion among the trade as to the effect of paraffining upon the flavor and cur- ing of the cheese. Many claim that the wax retards the curing and pre- vents the development of a sharp flavor, and they attribute the scarci- ty of sharp cheese at the present time to the prevalence of paraffining. Others take the view that neither the flavor nor rate of curing is af- fected by the wax oating, the re- tention of the moistuce and the softer body being the only noticeable ef- fects upon the internal character of the cheese. The scarcity of sharp MICHIGAN TRADESMAN cheese they explain by the shorter time the make is held outside of cold storage, buyers now taking the cheese from the factories nearer the hoops than in former years. They contend that the exclusion of air and the prevention of mold development on the rind have little influence upon the curing of the cold of experiments to determine this point would be of in- cheese while in Storage. A series terest. Since paraffining is generally only practiced when the cheese are held in cold storage the effects of the two processes have what confused. Although the paraffining of cheese for storage has generally been found of decided advantage, cases where it has had the opposite effect are by no means unknown to the trade. It has been proved unadvisable to paraffine cheese of high moisture content, such being inclined to mold and rot un- der the wax no matter how fully the operation is done. Only one of the dealers interview- ed favored the parafhining of cheese at the factory, and one house claim- ed that it would accept no cheese so treated owing to the likel:hood of imperfect work and a tendency to ap- ply the wax become some- care- when the cheese were too young in order to take advan- tage of the extra weight. Experience has proved to the satisfaction of ali that well made cheese can be paraftin- ed at the age of a week or ten days, but no earlier if the best results are insured. Less complaint from retailers has + CO be followed the introduction of paraffin- ing in this country than in England there are still keepers who claim that the shrinkage of the where many store- waxed cheese after cutting is much heavier. As far as the sumer is concerned, he, as a rule, pre- fers the COn- waxed cheese, the rind be- ing thinner and the waste less.—N. Y. Produce Review. —_~»3+<>—____ Wisconsin Cheesemakers Form a Union. ~heesemakers of Wis- consin have organized a labor union, in consequence of which they have formulated the following demands fot the season of 1908: Five hundred dollars cash per Free house rent. Free fuel. Free milk. Free cheese. Free beer, not to exceed one keg per week. No deduction on account of sick- ness. No work Saturday afternoon. Use of patrons’ horses and buggies one evening a week and one Sunday a month. Free pew in church. Free schooling for children. It is understood that the keg of beer is for the man—because beer and unionism are one and insepara- ble—and the church pew for the woman and children. _———_s- soa -— Women Nearly Freeze Man. John Elliot, employed in a Foun- dryville, Pa. slaughter house, was stripped to the skin and just about to take a bath in a pool in the place recently when several women — sud- denly entered intent on weighing Some of the ¢ year. themselves. Elliot, cooler, They did not notice who promptly ducked into a not even having time to se-| cure his clothes. Not knowing any- w®men took Elliot, almost one was around, the their time, and at last blue | with the cold and frost bit-| ten, had to ery for help. One of the women looked into the refrigerator, | and finally Elliot’s clothes cured and he came out, "hot. at the were pro-| cool, but still | intruders. We want competent Apple and Potato Buyers to correspond with us. H. ELMER MOSELEY & CO. 504, 506, 508 Wm. Alden Smith Bidg. | GRAND RAPIDS, MICH. | 39 We Are Buying Apples, Peaches, Pears, Plums, Grapes, Onions, Potatoes, Cab- bage. CAR LOTS OR LESS. We Are Selling Everything in the Fruit and Produce line. Straight car lots, mixed car lots or little lots by express or freight. OUR MARKET LETTER FREE We want to do business with you. You ought to do business with us. COME ON. The Vinkemulder Company Grand Rapids, Mich. BOTH PHONES 1217 Clover and Timothy Seeds. Orders will have prompt attention. MOSELEY BROS., WHOLESALE DEALERS AND SHIPPERS Office and Warehouse Second Ave. and Railroad. ESTABLISHED 1876 FIELD SEEDS All Kinds Grass Seeds. GRAND RAPIDS, MICH. Today we are paying 22 Highest Price Paid for Egos We buy them case count, f. o. b. your station. We also want your Butter, Cheese and Poultry. Money right back Bradford-Burns Co. 7 N. lonia Street Grand Rapids, Michigan 41-43 S. Market St. Apples Wanted “Sect The New Canning Factory Write, Phone or Wire C. D. CRITTENDEN CO. Grand Rapids, Mich. hatch—all at the same price. basements till all are stale and musty. He pays a good price to farmers you a proposition: market goes higher. Two Classes of Egg Shippers Class 1 buys anything with a shell on—old and rotten eggs, and pickled eggs, small and dirty eggs, incubator and nest eggs that will not He holds them on a rising market in damp This class can get best price by ship- ping to firms offering to buy eggs case count. Class 2 carefully inspects eggs as to size, cleanliness and freshness. s who will market their eggs while fresh. He refuses to buy rotten eggs, and buys old and dirty eggs at a discount. r. Egg Shipper, if you belong to the second class I want to make packed Iam paying 22'%c for fresh eggs today (Oct. 16) and more soon as 13 years’ square dealing in butter and eggs. F. E. STROUP, Successor to Stroup & Carmer Grand Rapids, Mich. new and second hand. ceived. Wm. Alden Smith Building Potato Bags Shipments made same day order is re- I sell bags for every known purpose. ROY BAKER Grand Rapids, Michigan CL ae ee Modern Problems Confronted in Sell- ing Goods. A salesman who handles a general line is usually accompanied by a great number of trunks containing anywhere from fifty to several hun- dred samples of the different articles which his house has to sell. The task of looking out for all this baggage is more or less impedi- mental and it also involves the ex- penditure of a good deal of money in the way of excess baggage, dray- age, etc But if 1s a necessary task, and one which will never be slighted by a salesman who knows his busi- ness, very If quantities of samples are to be regarded to extent as a nuis- they be re- to making money. How to the greatest possible benefit from his samples, with the minimum of inconvenience, is one of the most important problems _ to which a salesman must give his at- tention. some ance still more to spected as aids are get The subject is worth a careful study, especially to beginners, who have evolved no system of their own as a result of experience in han- dling samples, and who perhaps have been scantily instructed in the matter before starting out. As a general proposition, it is more difficult now-a-days than form- erly to get customers to leave their stores and accompany you to the hotel sample room. Unless the deal- er whom you wish to sell is very friendly with you, or unless you have some startling inducement to offer him, you will find that it is a more precarious undertaking to get him to interrupt his day’s work and go with you to the hotel than it 1s to close a sale when once you have him there. This is because the average dealer. even in a small town, is so constantly petitioned by salesmen to inspect their samples that he has become blase. Formerly the visit of a salesman was an event to be looked forward to with of curiosity; the storekeeper was eager to inspect new styles and the news of the trade. A trip, even to town, in bargain some degree hear the other end of interest of a possible seemed to ‘tthe dealer but little trouble compared to the older method of making a yearly pilgrim- age to some city market with the in- tent of purchasing new stock. The growth of industry in the last twenty years has made things a great deal easier for the dealer; he has be- come mightily independent in view of the fact that, where once he looked to one house to supply him, there are now tens of houses to choose from, all of them clamoring for his trade. Also, his own store is a busier place than it used to be and the demands on his time more exacting. He does not care to spend much time with the MICHIGAN TRADESMAN salesmen. He has formed a habit of getting rid of them in a cavalier manner if he does not want to buy; or if he is persuaded into taking an interest he gets through transactions with the least expenditure of time and effort. It takes a clear brain and a deter- mined will on the part of the sales- man to lure this autocrat into a hotel sample room and to keep him there until his interest is fully awakened and the deal well under way. Before the salesman actually sees the customer there are some .ar- rangements he can make with a view to getting the greatest benefit from his samples. If the town which you intend to make next is a thriving one which is likely to be visited by many sales- men, it is often a good plan to en- gage a sample room in advance by letter or telegram. Then you run no danger of finding, on your arrival in the town, that all the decent ac- commodations have been snapped up by fellows who have got ahead of you. Good light, cleanliness and a cen- tral location for a sample room are most important considerations. In selling shoes, as in selling many other lines, it is customary for the salesmen to select “leaders” from their samples and convey these, in a couple of telescopes, directly to the customer's place of business. Great care should be taken in the selection of these “leaders,” not only to choose the ones which will make a favorable impression upon the customer and appeal to him as being best adapted to the requirements of his trade, but to leave him something to anticipate as being still more attractive in the remainder of the stock. If he gets a notion that the best and most appropriate things are con- tained in the telescope which you have brought to his store he may order from this allotment and after- ward refuse to examine the other items in the line. For this reason it is desirable not to talk to him of buy- ing at this stage of the proceedings, but to put all your effort into ‘nter- esting him in the line in general in order to secure his promise to examine it at the sample room. If he shows interest in some spe- cial item which you have brought to the store, and proposes to give you an order for it then and there, you can possibly display some reluctance to book the order, on the grounds that some other item which you have at the sample room might be perhaps better suited for his trade. The fact that you have deferred tak- ing his order solely in his interest as it appears can not help but make a favorable impression, and his curiosi- ty with regard to the balance of your line is also stimulated. Most salesmen make it a rule nev- er to call on a cystomer without hav- ing something to show him. No mat- ter how long a customer has been dealing with the house—or how thor- oughly he has been instructed with catalogue and advertising matter—it is poor salesmanship to enter his place of business and try to interest him and get his order without hav- ‘ing something to show him. It is not safe to rely on what he remem- | to suggest to salesmen some impor- bers about your line or has been 'taught about it through your cata- ‘logues and advertisements even al- though he might tell you that there could be no new item in your line with which he was unfamiliar. ~+ 2 ____ Good Method for Cleaning Oily Bot- tles. Introduce two heaped tablespoon- fuls (for every quart of capacity) of ifine sawdust or wheat bran, and shake well to cover the interior surface thoroughly; let stand a few minutes and then add about three ounces of cold water. If the bottle be then ro- tated in a horizontal position it will usually be found clean after a single treatment. In the case of drying oils, specially when old, the bottles should be moistened inside with a ilittle ether, and left standing a few hours before the introduction of saw- dust. This method is claimed to be more rapid and convenient than to ‘use strips of paper, soap solution, etc. P. W. Lendower. —_—_..._____ Clothing Cleansed by Fire. The Russians manufacture a fab- iric from the fiber of a_ filmentous stone from the Siberian mines which is said to be of so durable a nature that it is practically everlasting. The (material is soft to the touch and pli- lable in the extreme, and has only ito be thrown into a fire when dirty ito be made absolutely clean. oo You are wasting affection if you lare pining for angels before you have learned to love folks. —_>--2—____ Folks who expect failure seldom are disappointed. | { | | | Poor Kind of Store Front Adver- tising. About as poor a bit of store front advertising as could well be imagined was seen recently in a Pennsylvania establishment in the shape of the following notice, posted near the door: “The recent advance in prices was made necessary by the high- er cost of material and labor. We are sorry, but it can’t be helped.” In effect the visitor was told at the threshold, before he had a chance to become interested in the goods on sale: “We know our prices are too high and are ashamed of them. We are making every effort to throw the blame upon some one else. Now is a poor time to buy.” Only one effect was possible with such an advertisement. Few would waste their time looking at an arti- cle that they were told in advance was too high-priced unless compelled by force of necessity; even then the attention would be grudgingly given as it might be to some usurious mon- ey-lender. People like to be fairly dealt with and appreciate frankness; still they hardly expect a merchant to stand at his door and advise them not to enter until prices drop a little. That would not be good business sense and one of the commercial ingredi- ents that inspires the greatest con- fidence with the public is the busi- ness judgment of the merchant. If the goods are really priced so much beyond their true value that no rea- sonable condition will justify their purchase the time for a sensible deal- er to find it out is before he invests his own capital in them and _ not afterwards; if there is a_ possibility that the need of the articles may war- rant their purchase, better show the goods up for what they are and let the purchaser decide whether he can afford to buy them or not. So long as the advance merely involves the probable protest of the customer and not the honor of the dealer, let it be met as all other individual com- plaints are met, with individual ex- planations when the point arises, This really treats the customer more fairly than to frighten him away at the door without his having a chance to find out for himself either the price or the quality of the goods. No merchant should forget that value is after all only a relative term, determined by the benefit to the purchaser, and not by what the article sold for at some previous tune. So long as goods of merit are sold upon their merit there is no call for any dealer to make public apology for his prices. The articles are worth what they are selling for to the public or else the public would not buy them. It 1s the province of the merchant to show up the use, the value, the merit of his stock;. the customer looks after the price. He knows what 50c is and what $1 is and can best judge for himself whether he can afford to pay the lat- ter price for what once cost the form- ef or. not. No merchant, whatever price the market has forced upon him, has any cause to be ashamed of the ad- vance, if it is an honest one, and no occasion to apologize for it. Many of his customers so thoroughly un- derstand the market conditions that the advance is no surprise to them. For those who complain he must be prepared with the explanation, which should be given truthfully and as a straight business matter, without any suggestion of humility. Then, having previously shown up the quality of the article, it rests with the custemer whether it would be of sufficient value to him to justify the purchase. In any event the visitor leaves the store with the impression that he kas been treated fairly, and has been in- terested in some of the stock there before the question of price came up at all. If he buys it is because the use to which he will put the article makes it worth the'price to him. if he does not buy he at least retires with the feeling that the place is neither without tact in its business management nor merit in its stock. Xeno W. Putnam. a a Cleaning Toothbrushes. Toothbrushes that have been soiled by handling may be cleaned by im- mersing in a mixture of alcohol 4 parts and ammonia water I part, and when clean washing with alcohol slightly acidulated with tartaric acid, and then drying. _——————>-_-- oe" Talking about the road to Heaven is not the same as walking in it. ————__2- eo » ___ Patience with lesser lives is born of the larger life. YOUNG MEN WANTED — To learn the Veterinary Profession. Catalogue sent free. Address VETERINARY COLLEGE, Grand Rapids, Mich. L.L. Conkey, Prin. LIQUOR a MORPHINE 27 YearsSuccess Onty One In MicH. INFOR ITE FOR © GRAND RAPIDS, 265SoCollege Ave, CURED ... without... Chlioroform, Knife or Pain ( Dr, Willard M. Burleson 103 Monroe St., Grand Rapids Booklet free on application POST CARDS Our customers say we show the best line. Something new every trip. Be sure and wait for our line of Christ- mas, New Year, Birthday and Fancy Post Cards. They are beautiful and prices are right. The sale will be enormous. FRED BRUNDAGE Wholesale Drugs Stationery and Holiday Goods | 32-34 Western Ave. Muskegon, Mich. ARNESON NOREEN OEE ne tighesuae spear M ICHIGAN TRADESMAN 43 — LE DRUG PRICE CURR A Acidum ENT Li or Baa aged 6@ 8 Cc opaiba Hodracg tee et R id Wm -az-:+ 6@ 8|Cubebae ...-.- ss i j } Boracie .. Gar. wh ah Gabebae -..-----; 1 75@1 85 | Scill == | Liq P lod .. @ 2 ubia Tinctorum 12 i c EB isewee Erigero ....1 35@1 ae Co. otass Arsinit Sacchar @ 14} Vanill i Snot oe 17 fverheht ee 2 395@2 Bitte 59 | Magnesia, S 10@ 12l5 um La’s. 22@ 25) Zi ila .....+e.. 9 00 rieum ic... >-- a Sie Cee 50| Prunus virg..... 50 | Ma , Sulph. ..3@ 65 alacin ..... 45 5) Zinci Sulph .. 9@ Hydrochlor ee, B@ 48 oo eee B04 Ob on 50 | as as eM Dace “— = 7 \3 pki pe gece 4 a Gossce Son ies : a Tinctures eee S FF. ... 46 ‘a Sapo, W rag it 50 i Olls a if Phospho Beas 14@ 15 Hedeoma gal 70@ 75 Anconitu enthol §....... 2 75@ Sapo, M eis: @ 16 a winter . 1. gal. i og le ail. @ 15 oe — : co: 50 Anconitum woe go | Morphia. SP&W 3 ca = Sapo, ae. “Se = ph — sane 350 30 ! Sulphuricum ...: 44@ 47| Limon ae gee loes . * 50|Morphia, SN Wl dctsien Mixture. . @ 15| Linsee O12. 6O@ 65 it mcdeee 1%¥@ 5 Tien 5... 8... 90@3 60 | Arnica Sa 60 | Morphia, YQ 3 45@3 70 seidlitz Mixture.. 20 ° ripen pure raw 44 = = a4 Tartaricum .®... ts@ 85| Mone” Bier 4 es Aloes & Myrrh «- Cae co” “Se Sinapis ..... 2@ Ml nears fot w " fa o if. S8 40 enta Verid +. 90@2 10 Asafoetida o* 60 Myristic: Canton. 4 Sinapis, opt se @ 18is ts s-foot, w str 65 a i a ieAmmonta Morrhuae aS 2503 35 Atrope Belladonna 50 vcica oa 6 25 0 Snuff, Maceaboy, @ 30 Spts. Turpentine Bg i : eg... ol .- @1 85 anti Cort 60| Os Sepi oO @ 10/s face) Pai : he Aqua, 20 deg.... 6 fre 3 00@3 50 | Benzoi same So an : Snuff, S’t a 6 @ Stee Y aints t Carbonas — we iu Sg ne gig 00 Benzoin a a oe go oe". 6 Ochre, Sa ta te 2 @i ry ridu eoee 5 icis L Se ros [ll oa pisie Lic NON i Soda, B ona @ 10 j oe ars % 3 = a. a PB lnicina iquida gal. @ : oe _ wists Liq N'N'&% @1 00| Soda’ et Pot's Tar 8@ 10 Qere, yel Ber in: @4 Bl Anlline Rosmart: if tee eeee 1 06@1 10 Capsicum ....... 75 | Pi GOe 26.0.2. Soda, Cart = art 25@ 28 Putty. mmer’l 2% 2%@ a ie cee clear 00@2 Rosae . eee @1 00 tata 50. — Lia ata... 00 | Soda, Bi-Carb cca 1%@ : sie ase pr 2% 383 ; i oo i‘ na 80@1 25 Succini ete acetal pie 6 50@7 00 Cardamon CG oe mele 75 | Pil oe pints.. 00 Soda, Ash : oe 3@ 5 nae Prime ti fe 80@1 00/ Sabina .......... 40@ 45 | Gatechu 2. sey | Piper Nigra po 80 80 | Sone” aipies 3 Vermillion, Eng. ue ; ee 2 50@3 00 Enoki ae 901 on Catechu es 1 09 Piper pee = 22 18 ae caoers Le @2 es Green, Fitvin ng. 5@ 80 afr oe m4 501 a : Spts, Ethe @2 60 | Gre ‘is. ..297%2@33%2 Ssalesinory ae Sinapis, ess, oz. a 35 ones aot oe ett tee 3 | Spts! Riyreia ‘Dom Be 00 Lead, ted ye resees "3a 18 uniperus ...:... o5| Tiglil ..... 65 wmbla ....... 60 | Pulvis 12@ 15 , Vini Rect b @2 00| Lead, White ...... 7%@ 8 Sunthesyium Lose. RS 19 Thyme pees 1 ae 20 a. ee 50 Pyrethrm, beg Ht 30@1 50 oe wa Hees “ g woe aaa oe 8 was . yme, opt ..... 50 ss cutifol : PD ba ‘ t 16 ‘el rit ing Gi ; 90 c Balsamum Nieto 8 @1 60 oa oe Co 50 pene doz. g 75 ae Vi'i R't 5 gal @ White, ine a . € Copeine gnpsunibe a ee 15@ 20 oe apis Es Gunssias + eee ng 25 cone Cryst 1, 05 al “oe ac @1 2% ise 0 Slee via aks uina, se Ww g 1 ubl... . 23; 25} cliff .... . Terabin, pais OG? 5° | pt socal Ferri Chioridum 50 | Quina 5 & & W..e 20 Cap amare Rol... aoe ai) Shaker Prep'd . @1 40 Clue. a 65@ 70 i-Carb ... Gentian . 35|Quina. N Gf... 13@ 28 Jamarinds -269 3% | p’d ..1 25@1 35 Deuces 40@ 45 hae 15@ 18 Gentian a 50 a MN Vio... tSen. 38 che Venice eae 10 Varnishe Abi Cortex proms Rs 13@ 15 Guiaca nee ae 60 = nehrromae ... oo 30 No. 1 Turp Cc . Avice. Canadian. — ee a@ 30 | Guiaca aoe 50 on 73 Extra Turp oach 1 20 1 20 ee eis 13 | Chlorate... --- 2@ 18 \toane ==. - 60 siiiheettae te Cinehons Wava.. 20 |Cvanide ....... ' 429@ 14|"odine ..... sees 50 fue atro. 1g|Todide 2a, T i. coloriess | 75 . pte ca Cerifera.. 60 | Potassa, Bitar op o@2 go} Kino. ....... 2 75 ; co Slew: Mice ot le we Lobelia. -...-.... 50 ae laia, gr’d . 15 |Potass Nitras pt 7@ 10 Myrrh ........... 50 : U ssafras.. .po "95 12 Prussiate <5 6@ 8 Mic Vomtea ..... 50 ; Mrmie ook oe 94|Sulphate po ..... ete se tO oii. 50 ; ae ‘ ae 15@18 ore eamphorated 1 25 : Glycyrrhiza. Gia.” 24@ 30/4 Radix Opi, deodorized.. 2 00 yrrhiza oe conitum ao’ : Haem ne inne ag mite. atany .... 50 ITnematox so Be B er 300 38 Bhel anaes 30 ; aoe a ua is Syme pO ........ i0@ i2|Serpentaria. 1 "| 50 Iaemato 15 | Cal see @ a. x, %48 .. 16@ 1 ee a” ue of Stromonium .... 50 c Ferru Gentiana, po 16. 12g 49|Folutan ......... . | ewe and Cae is[Hee | Can is 18@. 18| Veratrum’ Vertae 50 . Git and Quina 2 Hyd i nada @1 90| Zingib m_ Veride 5 rate Soluble 00 | Hel . Can. po @2 giber .... 50 Ferrocyanidum § . ae, E, Alba, 12@ = a 60 1 + PO weeeeees 9 Fates pola a 15 ee ee” eee 2 Tee a Aether oo u ee com’, by 21 Jalapa, ae ee et ee 35@ 40 Aether, Sts bat 3f 30@ 35 Guhnele gure -” qo | Maranta, ws... $82 401 Atumen, gra po 7 a4 , pure .. 9| Podophyitim ate _@ 35 Tae 3@ 4 W ‘ : Flora Pa ||... po. 15@ 18|Antimoni, a na € are Importe pyle ee 9 Rhett cub 0. 1 er 00 Antimoni et po T 4 4@ 5 rs and Jobbers f nthemis ....... og ih hel ov. .......- o@1 27|Antipyrin .. 09@ 50 Cc . 0 Drugs : Matricaria ...... 50@ 60|Svigella .. 2... eee 4a) Auiifebrin. ...... @ 25 hemicals and atecces 30@ 35 | Sansuinari oe 45@1 50| Arsenti Wittas cs @ 20 nd Patent Medici Folla Serpentaria 8 @ 15|Arsenicum a @ 58 icines. Barosma .... 4 Gee 50@ 65 | balm Gilead buds 10@ 1° W bar re io: eS Smilax, offs H.- om Glace & > tome sf e are dealers 1 . cetinnevelly | ---- 15 —s. le SS Calcium Chior, asa 4 in Paints, Oil ae Acutifol.. 25 20 Scillae po ao “a a5 oe Chlor, 3 @ 9 V = : Us and ee officinalis, 30 Sap tariue Be 2 = PS case i Leet a8 @ ag arnishes a ’ va ¢ sae i OF ¢ ari 9 ° Uva Uret git 18@ 20 Valeriana a @ 2% Capsicl Fruc’ on @1 75 eis sae 8 10 | Zingiber : oY 2. be). 20 oes Fruc’s ne @ 20 We h i Gummi. meee 12@ 16 ons Frue’s B po @ 22 ; ave a full line of Te ee 95@ 28| Carphyilus @ of Staple D . ~ React ia ona. 65 a Carmine, No. 40 25@ 27 S ; B ruggists’ Acacia, 3rd _- 45] 4. vial Cera Alba .... ne 25 undries. Acacia. sifted sts. 35 | Anisum po 20 Gua Winen 0. @ 55 gf poem il gag s. 1g | Apium (gravel’s) 0 40} Crocug ......5:. 40@ 42 oe 45 65 din a 4 15|Cassia Fructus .. 60@ 70 W i oe. 22@ 25 Cor ih 120 6|Centraria ....... @ 35 e are the sole propri Aloe, Socotri .... a5|Cardamon ..... 70 14|Cataceum ....... @ 10 proprietors of Weath ‘ Ammoniac cae 45 laa age ae 12a 90 |Chloroform ...... @ 35 Mi : eat erly Ss Ammoniac -..-.: B5@ 60 | Cannabis fain 48 14|Chloro’m Squibbs 34@ 54 ichigan Catarrh Beason 35 40 Gavan eo A g|Chloral Hyd Crss i 90 rrh Remed atechu, ee erix Odorate. 8 inchonidine P-¥ 25 Catechu, $8 @ 14 eattieadape rate. ae! 00 Cinchonidine “P-W ia 48 We always have : Comphorae ree 16 oenugreek, po : 1a 18|Cocaine .. ARM AR in stock a full 1 Euphorbium "... Biwi a ys - 7G Geeta nist! Tess 75% T0@2 9% Whiski line of Gaibanum Le » 40 on grd. bbl. 2% 3a 6|Creosotum . iskies Brandi ‘ Jamboge ....po..1 1 90 | Lobelia. .....-.. ae fie a ee : ies, Gins, Wi Gamboge.-B0,:1 2601 #8] Pana ca 8 shlCretn, ‘peepee mF Rums f «eee a ei here ..--....- 9@ i oe 5 : aa a @ 45 aoe Alba ..:. | 6 | Creta, fa” @ or medical purposes oO l Myrrh .....01 ence 58 10] Cudbear es -. @ 8 my: Fi Ps wl 8 ad YS Ras oo We give ee i Spl oo sum 12 O A 50@ 60 piritue ee a 7@ 10 ur personal att ; T leached 60@ 65 Frumenti W D wT all Nos @ ention to ee ee ten > tegigieee ee ae orders and san Juniperis Co O T on. po 65 60 uar : , ‘ Herba { Juniperis a + : a: q°| Ether Sulph .. oo . § antee satisfaction ‘ ee oe 45@ Saccharum NH 1 3002 50| Flake White .... 124 - A Blupatoriuin ot pie 30 Spt Vind Galli" 4 Jams a0 | Gon i ll orders shipped and invoi sODCHA .-+6- eet. r Pb ea SY ace con ‘3 d oo ene : ntra Pip. o : ie elatin Hah a i M z pk , Cooper.. rec ; a Mentra Ver. oz DK 23 nidinges a s 60 y received. Send a trial order Tanacetum..V- pk = Florida sheeps’ wool SS fit boo 75% ° . mus : carriz UeSS — To 25 meee emcee week Aa Glue poke oe Magn carriage ...... i wn .... I eas = esia _ Velvet extra ao 75 |Glue white ...... He : Carbonate Pat. 55 60 wool, carriage Glycerina Dp 2o Carbonate, at:) 18@ 20 | Extra, yellow @2 lg vesereee 16@ 25 pS achiany ag K-M. 18 wool sheeps’ rana_ Paradisi : arbonate : @ 20lg pol carriage .. @1 25) 4 er @ 2% so ee wie ee ee apes ee Ha | i ) arria , E Sal Gis: ' Oleum Hard, 4 Secne * @1 25 yararg Ch...Mt @ 90 Ze tine e ee es mente ce oy Sa a a Harare oo Se erKins alae Dul slat : ydrar ’ aout aaa Ama 8 00 8 35 2 ee @1 40 are roa o1 Auranti Cortex. . 1 90@2 00 Ss Hydrar; : 110 D Bergami os 2 aoe et cuts yrups i mg m 50@ 60: rug O nes es ee a ee wo Ichthyobolla, Am. e % " orn sees 1 35@1 40 Flee oe ar @ es Indigo , Am. 90@1 00 , Chenopadii ...... 50@ 90 ook Boe ae ea tidine. Hesubi 75@1 00 ; i isa mo. 60 ne, Resub d 1 Cinnamoni ...... eee een om oS @ 50 | lodoform i ..3 85@3 90 ran a ids i Baneila ; Smilax on 50 a. 3 90@4 00 ich Conium Mac .... $00 70 Senega . tt gg ge eet ’ ° ones 90 Scillae . : : a @ 50 Lycopodium @ 40 eG 50 Macis 1 We Coa ha wees 65@ 70 MICHIGAN TRADESMAN GROCERY PRICE CURRENT These quotations are carefully corrected weekly, within six hours of mailing, and are intended to be correct at time of going to press. liable to change at any time, and country merchants will have their orders filled at market prices at date of purchase. . Prices, however, are ADVANCED DECLINED Index to Markets By Columns Col A Reeth «5-65 +-s-05-- ante Gireeeb ......-+--. & B Baked Beans .......--.-- 1 Bath MWrisk ...-.,..++-- 4 Bluing .. 1 Brooms . 1 Brushes .. 1 Butter Color ........--. 1 Cc Cann Carbon Oils .... : Cereals ee as Sioa . caewing Guin ea Chicory ....2---es-eeees 3 Chocolate Cee i eeeee a Lines Boece net Ree cece 8 ont sa ones Lc bekceee ; Soman cou oeees Oe Cream Tartar .....---- 4 5 Dried Fruits .....------ 4 foods & a and Oysters ...... 16 Fishing Tackle ..... ne ss extracts .... BOGE ..<+->--o>= @ Gelatine .......-------- Grain Bags .......----- 6 Grains and Flour ...... 6 H erbs eeceeereeeeseseoeee 6 ihaee and Pelts ....... 16 i J TO non cue ce eee e L SMARNEOD nooo oe ee ees & Matches ..... ke ee 6 Meat Extracts .......-- é Mince Meat ..... ee Molasses ....... cee 6 SS er 8 N ee oe cehoese 11 ° a 6 Pp ee kee ee sce, eo cceee OS Playing Cards ..... sue ; Provisions ............. 6 R s ane oo an Sem ...... pebecere : Shoe Blacking ......... 7 um 3 ee jeclbessouecuwe 7 I oo kere curceoeces oe Vv w OD «os .s000- . 8 Wrapping isco Vv ROE Te oo ss-scceess 1 ARCTIC a OZ. 12 oz. ovals 2 doz. box...75 AXLE GREASE Frazer’s 1b. wood boxes, 4 dz. 3 00 il. tin boxes, 3 doz. 2 35 3%41tb. tin boxes, 2 dz. 4 25 10%. pails, per doz....6 00 15%. pails, per doz...7 20 251. pails, per doz....12 00 BAKED BEANS au. can, per dos... 63. 90 2D. Can, per doz....... 1 40 3tb. can. per doz...... 1 80 BATH BRICK BIMerICAM 20. q5 repute oe 85 BLUING Arctic 6 oz. ovals 3 doz. box $ 40 16 oz. round 2 doz. box 75 Sawyer’s Pepper Box Per Gross. No. 3, 3 doz. wood bxs 4 00 No. 5, 3 doz. wood bxs 7 00 BROOMS No. 1 Carpet, 4 sew....2 75 No. 2 Carpet, 4 sew....2 40 No. 3 Carpet, 3 sew....2 25 No. 4 Carpet, 3 sew....2 10 Parlor Gem ...:....... 2 40 Common Whisk ....... 0 Wancy Whisk ........; 1 25 Warchouse .-..... 3 00 BRUSHES Scrub Solid Back 8 in......... 75 solid Back, 11 fn...... 95 Pointed Ends ......... 85 Stove 0) 8 oe ee 90 Re ee 1 25 NO. ft .. 6.4... 1 75 Shoe wa 8 8 1 00 Me. 7 2. ese 1 30 m0. 8 oo as 1 70 m0. 3 ook. 1 90 BUTTER COLOR W., R & Co.’s, 15¢ size 1 25 W., R & Co.’s. 25c size 2 00 CANDLES Paratine, Gs ............. 10 Perasne. 198 .. 43.6... 10 Witenes 3 20 CANNED GOODS pples aim. Standaras ........ 1? aml 4 00 Blackberries 2%. cee 90@1 75 Standards gallons .. 6 5 Beans AMOR 22 6c eee cle 80@1 30 Kea Kidney .....:. 85@ 95 Birine 8 70@1 15 WVAR 40. 5c5. cee 75@1 25 Blueberries tna 6. 1 25 anon ..5 6c 6k. 7 00 Brook Trout 216. cans, spiced....... 1 90 Clams Little Neck, 1tb. 1 00@1 25 Little Neck, 2th. @1 50 Clam Bouilion Burnham’s % pt......-. 1 90 wma Ss pts... 2s. 3 69 Burnham's ots. .....-.. 7 20 Cherries Red Standards 1 30@1 50 MUTI 6 cece cc cce Corn ele oe tees ues 65@75 00e 2c eke. 85@390 Peney - oil, a4) French Peas Sur fixtrea Fine ........-2e80 PORea Fe gs cee sees 19 Pine 2. Se 15 MOV CN eo lease 11 Gooseberries FCAIMIOT oo ow tw nce s Hominy Pianta . ooo. sk it 85 Lobster Oe ts ok ae ee ae 2 25 Se ee ee he ees 4 25 Pienic Tans _...-...;.- 2 71d Mackerel Bitister, 32. 4.444555. ... 1 80 Mustard, 2. ....-..555 2 80 Bovucet, 1% . ........ 1 80 PMMGU, 2. eo wa cs 2 80 eee, AID. oi i cs 1 80 Tomato: TB... ... 63.4: 2 80 Mushrooms PIES: 6s he, 4 20 BRIOUE 23 65556 Gas 24 25 Cove, 1th. Oval... Peas Marrowfat ....... Karly June ...... 9 Early June Sifted 1 15 2 25@2 Mamey .. -.. .66 se. CARBON OILS D. S. Gasoline Deodor’'d Nap’a.. Cynder ........- 29 ONBINe .......... . @22 814° @10 Pillsbury’s Vitos, ay 36 small pkgs..... Crescent Flakes ‘Freight allowed. @2 @2 nue iesias Caviar — (econ ed 12 Ss Cola River, talls 1 95@2 Col’a River, flats : 15@2 1 35@1 Pink Alaska sous 1 00@1 -8%@ 4 eoFi mM Domestic, Must'd 64%4@ 9 @14 @24 @14 @28 Shrim oes “1 20@1 40 1 bee eee 1 25@1 40 @1 05 @1 10 @1 40 @3 5 @10% @10 @17 @24 @14 @34% Breakfast Foods Bordeau Flakes, 36 1Ib. 2 Cream of Wheat 36 2b 4 5 Excello Flakes, large pkgs....4 5f th 5 ib. 4 Vs 36 1b.....8 4 3 doz 4 25 Sl eceeee a 45 Sunlight Flakes, 36 1fb. 2 Sunlight Flakes, OO DMPA: oo. ss 2 75 Voigt’ Cream Flakes... 2tb 20 Igs 4 0 4 One case free with = one- half case free with One- ‘fourth case free with Rolled Avenna Dbbl.... 4 nse a8 . sacks 3 45 Ci eea oe es 15 Cracked Wheat peewee ese sees Ze pis...... 4 15 Snider s fo 5 ten 4 5 Emblem ........ @ eM ky oasis @16 mee 2... @14 BOIREY sais iu eck: @16% Riverside ........ @ Springdale ........ 15 Warner's: ....:... @16 MICK euch e Se @16 Gpiden .5.0655..6 @15 Limburger ....... @i5 Pineapple ........ 40 @60 Sap Sago ........ @22 Swiss, domestic .. @i6 Swiss, imported . @20 CHEWING GUM American Flag Spruce » ‘teeman’s Pepsin ...... /-Adams Pepsin ........ 66 Best Pepsin .......... 45| Hippodrome ........... 10 Sest Pepsin. 5 boxes..2 00| Honey Cake, N. B. C. 12 HMinck Jack ......4..0.: 55| Honey Fingers, As. Ice 12 Largest Gum Made .. 55|Honey Jumbles ....... 12 Men Hen oo. oka 55| Household Cookies .... 8 Sen Sen Breath Per’f 1 00! Household Cookies Iced & mueer LOAr ...°........ 55|Iced Hioney Crumpets 10 AMCATAN 64 cha ck ce Soi eMperial 2s ekiissaccee 8 CHICORY Iced Honey Flake ..... 12% Bulk ..... Cece cence ss ce Ieed Honey Jumbles aa ie ee Island Picnic ......... 1 MIR ge eS 5| Jersey Lunch ......... g PTOMNCE'R 65s cc eek. Kream Kiips .......... 20 Schener’s ........ 5 berm YOM coo .cck sss 11 CHOCOLATE. Lemon Gems .......... 10 Walter Baker & Co.’s Lemon Biscuit, Square 8 German Sweet ........ Lemon Wefer ......... 16 Rreminm: 26,75.0 555: 38 goon i ocien sine CATACAR ous ose ee $1\ Mary Ann ........<.-:% Walter M: Lowney ~ Marshmallow Walnuts 18 Premium; W448 2.0.0... MOTINES joc o4 cscs eek 11 Premium, 448 ..:...... 38 Molasses Cakes ....... ‘ DIOAICRR ee ssee aces Baker’s on ee _:. 421 Mixed Picnic .......... 11% (Aeveland: ..o 4... 41 |Nabob Jumble ...... 14 Colonial, %s .......... 95| Newton ......... decane 12 Colonial. %a ......... 23 | Nic Nacs .............. 8 Bans oe ee 42 | Oatmeal Crackers 8 River. _ 4§ |Orange Gems .......:. 8 fowney. 8 2.00200. 2 42| Oval Sugar Cakes .. 8 Downey, Us... 30. 42| Penny Cakes, Assorted 8 Downey, 168. ..0.25. 2. 42| Pretzels, Hand Md..... ; Downey, 48 6:63.64. 42| Pretzelettes, Hand Md. Van Houten, %s ..... 12] Pretzelettes, Mac. Md. 1% Van Houten, \%s...... 90 | Raisin Cookies ....... Van Houten, Ks fo 40 Revere, Assorted ...... 114 Yan Houten. Te. FR TUNG ose cee kee sense oe es [2 a6 oot ‘Style Cookies "10 witee. Be asia. 39|Snow Creams ......... 16 Wilbur, $s ee eas 40|Sugar Fingers ...... 12 Sugar Gems ......... 08 COCOANUT Sultana Fruit Biscuit 16 Dunham’s %s & %s 26%|Spiced Gingers ...... punhnam's %S ......:. 27 Spiced Gingers Iced . Dunham’s %s ......... 28 Sugar Cakes .......... CEST TGA eS Seg yee saree roar 14 Sugar Squares, large or COCOA SHELLS SON os os co coe ss g PO ONG iii 4 |Superba ............... 8 Less quantity ....-:.... 41 |Sponge Lady Fingers 25 Pound packages ........ Sugar. Crimp .......... 8 COFFEE Vanilla Wafers ........ 16 Rio NVAVERIY. ooo ois ce eee e. 8 Common ....45., Se 18% Zanzibar ......... seeee @ Rate sya In-er Seal Goods CROCE 6k 6d eks du adasccs 16% Per doz. Fancy Albert Biscuit ....... 1 00 ASUMOIS os oS i eee ca ccs 1 00 Common Butter Thin Biscuit.. 1 00 Fair Butter Wafers ........ 1 00 Choice Cheese Sandwich .... 1 00 Fancy Fair NOIGS oo a eke 19 Mexican Cholee ..,.5.. Site ela 16% PARC 2 sis es PS, Guatemala PUGS isi cs asap cic 18 Java Arrican . 66)... 12 Pancy African ..2..... AT POM (2 gau a ee ue k ee 25 aes sie k 31 Mocha ATapian §-2 6s. jessaass 21 Package New York Basis ATGUGKIS (0... oat 16 00 RUUD eos cy so oe 14 75 DOUBOW gc po. ess cece a 15 00 RAO ic ee ee os 14 50 McLaughlin’s XXXX McLaughlin's XXXX sold to retailers only. Mail - orders’ direct to vi McLaughlin & Co., Chica- go. Extract Holland, % gro boxes’ 95 Felix, %6 2ross ...5.2.: 1 15 Hummels foil, % gro. 85 Hummel’s tin, % gro. 1 43 CRACKERS National Biscuit Company Brand Butter Seymour, Round ..... 6 nN: 3. C., Square ...... 6 Soda m:. B.C Boge -..:...... 6 Select Soda ........... 8 Saratoga Flakes ...... 13 PROUTTOUC 2 ons ckcscnes 13 Oyster NN. 8B C.. Round .....:. 6 OSOOE os ose ve cakes cess 06 Faust, Shell 2.2.6... sss 1% Sweet Goods. Boxes and cans Asirmele (2 2. a es 10 Atlantic, Assorted .....10 BOCES gh ok k vc inn seas a CAriweOMs 4... 2.5... Currant Fruit Biscuit 10 Crachkneian ....:6c¢icee 16 Coffee Cake, - or iced 16 Cocoanut Taffy ....... 12 Cocoanut Bar ......... 10 Cocoanut Drops .......12 Cocoanut Honey Cake 12 Cocoanut Hon. Fingers 12 Cocoanut Macaroons ..18 Dandelion .......... 10 Dixie Cookie .......... 9 Frosted Cream ........ 8 Frosted Honey Cake 12 Fluted Cocoanut ...... 10 rut: TAS oes ese _ Ginger Gems .......... Graham Crackers ..... 3 Ginger Nute ........... 10 Ginger Snaps, N. B. C. 7 Cocoanut Dainties ... 1 00 Faust Oyster ......... 1 00 rie Newton ......2..- 1 00 Five O’clock Tea 1 00 Protea... .--ceeiees 1 00 Ginger Snaps, N. B.C. 1 00 Graham Crackers 1 00 Lemon Snap ......... 50 Oatmeal Crackers .... 1 00 Oysterettes ........... 50 Old Time Sugar _ 1 00 Pretzelettes, Hd Md... 1 00 Royal Toast .......... 1 00 MAMI 5a. ese was - 1 00 Saratoga Flakes ..... 1 50 Social Tea Biscuit...1 00 Soda, N. B. C........ 1 00 Soda, Select ......... 1 00 Sultana Fruit Biscuit 1 50 Uneeda Biscuit ...... 50 Uneeda Jinjer Wayfer 1 00 Uneeda Milk Biscuit.. 50 Vanilla Wafers ...... 10 Water Thin .....-...- 1 090 Zu Zu Ginger Snaps 50 WWICDACK 25.5 08-2506 10 CREAM TARTAR Barrels or drums ...... 29 ORCS ee eisai ees eee 30 Square CANS ..........:. 32 Fancy caddies ......... 35 DRIED RFUITS Apples Sundried ........ Evaporated ...... @i1 Apricots California 2.7.23... ... 22@24 California Prunes 100-125 25T. boxes. 90-100 25tb. boxes..@ 6 80- 90 25%. boxes..@ 6 70- 80 25tb. boxes..@ 7 60- 70 25Ib. boxes..@ 7 50- 60 25Ib. boxes..@ 8 40- 50 25tb. boxes..@ 8 30- 40 25tb. boxes..@ 9 4¢ less in 50Ib. cases Citron Orsican 3. .456Kks: @20 Currants Imp’d 1 th. pke.. @ 9 Imported bulk @9 Peel Lemon American ,....13 Orange, American ,...14 eR eR Raisins London Layers, ; cr London Layers, er Cluster, 5 es Loose Muscatels, 2 cr Loose Muscatels, 3 er Loose Muscatels, 4 cr 10 Loose Muscatels. 4 cr. 10 L. M. Seeded 1 fb. 1644 14, Sultanas. bulk Sultanas, package .. FARINAQEOUS GOODS Btans Dried Lima ..... ieee as my Mod. Hd. Pid. oc... 2 45 Brown Holland ....... Farina 24 tb. packages...... 1 75 Bulk, per 100 fbs...... 8 00 Hominy Flake, 50tb. sack...... 1 00 Pearl. 200. sack... 3 70 Pearl. 100%. sack...... 1 &5 Macecc roni_ and Vermicelli Domestic, 10%. box... 60 Imported, 25th. box...2 50 Pearl Barley COMUMNOn 2. 40 CRGSTEY ce cceeed 43 Mmpire: oo. 4 5 00 Peas Green, Wisconsin, bu. 2 15 Green, Scotch, bu....... 2 25 mpMe Te 04 Sago Mast India 6.7... 6% German, sacks ........ 7 German, broken pkg... Tapioca Flake, 110 th. sacks .. 7 Pearl, 130 tb. sacks ... 6% Pearl. 24 m DRER. 6.8 7% FLAVORING EXTRACTS Foote & Jenks Coleman’s Van. Lem. 4 02. Panel ...... 1 20 75 4 0Z. Taner ..... 200 1 40 No. 4 Rich. Blake 2 00 1 50 Jennings D. C. Brand. Terpeneless Ext. Lemon Doz. No. 2 Panel 2.50050. 75 No: 4 Panel (2... 1 50 Wo. 6 Panel 2.0.60 .2:. 2 90 Toper Panel srttceseeed se : 2 oz. Full Meas........ 4 oz. Full Meas........ 2 By Jennings D C Brand Extract Vanilla Doz. No. 2. Panel ......0..,; 1 20 No: 4 Panst 300. 2 00 No. 6 Panel. ........;. 3 00 Taner Panel 4.6.0... : 2 00 1 oz. Full Meas........ 85 2 oz. Full eMas...... 1 - 4 oz. Full Meas....... 20 No. 2 Assorted Flavors 1 00 GRAIN BAGS Amoskeag, 100 in bale 19 Amoskeag, less than bl 19% GRAIN AND FLOUR Wheat New No. 1 White ..... 1 00 New No. 2 Red .......1 00 Winter Wheat Flour Local Brands Patents .. 560 Second Patents Siraient ....05.5 0. Second Straight AOOP 240 ee 4 10 Subject to usual cash dis- count. Flour in barrels, 25c per barrel additional. Worden Grocer Co.’s Brand Quaker, paper ........ Quaker, oloth <)....... 5 20 ykes & Co UCIINSS fa 9 Kansas Hard Wheat Flour Judson Grocer Co. Fanchon, %s eloth ....5 90 Grand Rapids Grain & Mill- ing Co. Brands. Wizard, assorted GGTaAam 2.0.6... oem BUCEWHEAL 622644 Se 5 25 RYO. eee es 4 25 . Sprina Wheat Flour Roy Baker’s Brand Golden Horn, family..6 7 Golden Horn, baker’s 6 00 Wisconsin Rye ....... 5 20 Judson Grocer Co.’s Brand Ceresota, ks 6 60 Ceresota, Us oo. 0... ek 6 50 Ceresota, $69 202.02: --6 40 Temon & Wheeler's erere Wingold, ~...6 45 Wingold, Wingold, s Pillsbury’s Brand Best, %s cloth Zest 348 GClOEN ....526¢ 6 30 Best, 14s cloth .......- 6 20 3est, Yes DARE? . 5.654, 6 20 gest. W448 Paper ...< es 6 20 Best, ora Meas saas 6 40 Worden Grocer Co.’s Brand Laurel, %s cloth ...... 6 60 Laurel, 4s cloth ..... 6 50 Laurel, %4s&%s paper 6 40 tauee, S68 ee -6 40 Wvrkes & Co. Sleepy Eye Ys cloth..6 40 Sleepy Eye, %s cloth..6 10 Sleepy Eye, %s cloth..6 00 Sleepy Eye, %s paper..6 00 Sleepy Eye, % paper..6 00 MICH IG AN TRADESM AN 45 en Pm oregpat fim: ven nape Sap a ne artemis Bolted Meal ———. | —— 7 ao a en Giranula | a st. C Granulated .. oe a Pood imared — 40 Bologn Sauies oe Cc Cor reen : oU | Liv ie ges Orn, Cr nando ed 25 50 Fi ee es pa See ce oe Frankfort 0.00 Pe ¢ cate pak COnISe 27 OU get ate T Vagos eee 9 bow Ff Wheat bran “Bi oy eas pettterteerees 9 peeccemts meaeors 3 F é Q 2 27 0 H y attests 9 re ich _” n is 3 tees ee a7 oe mnie 29 $ Fendhesse ae Spit, ars. | Moyune Gunpowde | 10 : : op Wi vhs ea vy | xtra Soap ae ae i «er 2 jars. 43 | | Moyune, a c | Co Linseed & CO aoa cef 88 Amerie: S Kirk & | See ees a — 30 \ ble q ttonseed Meal . | Run ee Dusk can F* «& Co | Pi gsuey, a... 32 Round h thes P | 11 coer 2 ae? .32 60 Stee unre 9 75 Ducky Scone at ag . 'Bingsuey, oa “0 Round head, 5 Pins Se . alt Pernt 2 30 | L OW aes neeneees 11 25| Jap ky D'nd 1d.50 so 00} ingsuey choice ef Eg head, oe bx 351 — Brewer outs ais BU bls g’s Fe an o21 88 Rosa § 100 ¢ oz2 8b! . fane a W g Crat artons. 35 | CON snes Grains _.... 23 vd | j4 bbls., 40 tt < a0] eee rie 50 ba 6 oz. 3 gn | Choi You eu. ima Fe r es and 70| = s FECTI lasses BF 18 88 uv | 28 nis | Whi ; mperi ars ....3°%5 oice ng H ae ie Jump Fill tick ONS Wried Be Bod 2 Salt. 4 Moa. Da, ck oe | Dor te Russi: Mab... i 3 ta} i Fancy | Bost oe se : oo aoe at te | Hogs, Bare oo 1 50 Ivory, Soe ae Co. | Medi English teen eens a3 Gore ined 3 in big aa LEE weeer esses Z cos Wen cnriots 6 Beef, bt Tb. ngs --3 00 Star" 6 0% vrereeeeees : 00 | note < Breakfast e ork lined, i a 70 tick, 30 tb easeuas - : No : H Big g| Beet rounds, woetteeees : 10 02. 22.0006. 6 00 ee | , ea) oan 80 : aa 1 ir ae : timothy ¢: cee 70 | Sheep. middles Sob 6. 4 28 ‘ a ’ 13 | ate aaee = Troje ae Mop St 2 ea Gro Mixed C io Se 3 . 1 timothy peared lots 15 | oa Smeal gar ce : feeme, 70 BROS 50 | Ceyl deiner aa = isclipse spring icks ooo a andy ‘ Sage HERBS lots 16 OG | Rene gohan es an ue, 2 os | Far a coun ae (ee 1 eatees sorkun. _ |Sp apetition 21111 Hops ...... = wy | Contes i ae es 10 noe 25 oe te eeeee 3 60. cy --. ce... 32 so 2 or pring. i ~ oe fons... eee. 61, ee ae | Acme, 1 aol el a ae PT ee es at Weak uch 85 RK v pe ee Laurel Ce 14 | Corn Sanne cic aie Big By a rey TOBACCO. $2 | Ideal cotton — ee aici ee eas. i aurel Leaves +1... Is | Corned beef, 2 Meats 2@1b% Marseilles, 4 100 ee 00| San wo st aba —— eh, ae ne ares si. 13 i tiebig s Cu na selene large. 1 doi. "4 30 eas a Spear ‘Head 8 Mouse, wood, § holes... 22) Sin sd Peanuts” a i ee ee apt zy | Snider's s, large, : doz. 5 = Johnson's POnear tens 3 80 Jolly 7 oe 14% oz. “7 Rat ge tin, 6 h holes. 45 Le : _— Es itsass 13 i iy ebig's in cagyu, + 04 . 2 Zo small, 2 doz. 2: 2 Tehincead’ s Fin pounds old) Tar tte _ 43 Rat, ood oles. -- @Q]1 “nodies il = jebig’s 1 aported, 2 OZ, 2 oU Pp SAL 2 dom i 35 Nine ae XXX oe og To eet pe 55 spring ...... -- Goa; plain me +e e seo % dmported, ao a oe : 7 33 | Rub-No-Mor ae omer ss SE ela 392 eeu 80 ipion plain |. ...--10 : cane MOLASSES OZ. 8 OV Deland's. 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