\ RD rw x ( 3° 5 Meta: ay ) x a aD) I Hl EN SS 7 Alife} eA oat es aN G a>) a (| ws (EES : , § eS SS on S CDG : 2 ath AiR | Oe A Oe Nae SY A xX 4 BN way et X : 9 A ai} i Sg SS F; 2» EX { A F Yj : A i¢ x) | yi | Gl 5 Q XG S\ ke ES NA | CAT MV ri DMN ¥) ire (AN a arent EDS am eo eed (Gee) eee eS AK SMO KN OY) DN es PUBLISHED WEEKLY 2 x a o~ So Es So ¢ P PUBLISHED WEEKLY © 7728 oe RK 0S) QUASI $2 PER YEAR cS rey Gp SSN mh Se SN wi A CFs) ey SF oF ra a C7 = SS =e 5 a iD UDF SSS OVE Twenty-Fifth Year GRAND RAPIDS, WEDNESDAY, JANUARY 1, 1908 Number 1267 a FHiG, that you are an actor of just such a part as is assigned you by the Poet of the play, of a short partvif the part short; of a et sa if it belong Should He wish you. to act the part of a beggar, take care to act it naturally and nobly, and the same if 1t be the part of a lame manvor atruleror a private man, for this is in your power, to act well the part as- signed toyou, but to choose that part is the function of DO IT NOW Investigate the Kirkwood Short Credit System of Accounts It earns you 525 per cent. on your investment, We will prove it previous to purchase. It prevents forgotten charges, It makes disputed accounts impossible. It assists in making col- lections. It saves labor in book-keeping. It systematizes credits. It establishes confidence between you and your customer. One writing does it all. For full particulars write or call on A. H. Morrill & Co. 105 Ottawa St.,oGrand Rapids, Michigan Bell Phone 87 Citizens Phone 5087 Reciie 29g» aeGen, S$. CaS 50 OD lent Signature 0 § 3 = By nae o eng EAST. gh S ope jee’ 8 The Fleischmann Co., Detroit Office, 111 W. Larned St., Grand Rapids Office, 29 Crescent Av. of FLEISCHMANN’S YELLUW LABEL YEAST you sell not only increases your profits, but also gives complete satisfaction to your patrons. of Michigan Well, -How Were Your a Profits For 1907? If the time and expense of taking care of your accounts had been saved, would you have been better off? If there had been no forgotten charges, would your bank book look better to you? Did you loose any customers through disagreements or disputes? If so, there was a LOSS OF PROFIT. Have you known at-all times just how your accounts stood with each and all customers? INFORMATION is PROTECTION. PROTECTION is PROFIT. The McCASKEY ACCOUNT REGISTER SYSTEM puts you in posi- tion to KNOW ALL THE DETAILS of the business—accounts handled with only ONE WRITING. YOU are the Boss when you use the MCCASKEY. BEWARE OF INFRINGEMENTS. A lot of VALUABLE INFORMATION in oyr Catalog, FREE. THE McCASKEY REGISTER CoO. 27 Rush St., Alliance, Ohio On account of the Pure Food Law there is a greater demand than ever for a ee Cider Vinegar Pure We guarantee our vinegar to be absolutely pure, made from apples and free from all artificial color- ing. quirements of the Pure Food Laws of every State in the Union. we Our vinegar meets the re- Mfrs. of the Famous Multiplex Duplicate and Triplicate Pads; W sili also End Carbon, Side Carbon and Folded Pads. The illiams Bros. Co. ] ey We don’t ask you to sign notes when you Manufacturers fi purchase a McCCASKEY : ‘ & aiias ee | Picklers and Preservers Detroit, Mich. 5 Agencies in all Principal Cities 4 TGR Cea icy SL) y The ae OTe Nid GOOD GOODS — GOOD PROFITS. dal hag ban NPY Ed Twenty-Fifth Year meNT COUNTY SAVINGS BANK Corner Canal and Lyon Streets GRAND RAPIDS, MICHIGAN OFFICERS JOHN A. COvopk,’ President HENRY IDEMA, Vice-President J. A. S. VERDIER, Cashier A. H. BRANDT, Ass’t Cashier DIRECTORS JOHN A. COVODE IRED’K C. MILLER T. J. O'BRIEN LEWIS H. WITHEY EDWARD LOWE T. STEWART WHITE HENRY IDEMA J. A.S. VERDIER A. W. HOMPEB Our prices for multigraphed imitation typewritten letters on your stationery: 100...... #1.50 1000; .... $3.00 Pon =... 2.00 2000.....- 5.00 DOO. =... 2.50 CO)... 10.00 Write us or eall. Grand Rapids Typewriting & Addressing Co. 114 Mich. Trust Bidg., Ground Floor GRAND RAPIDS INSURANCE ! AGENCY THE McBAIN AGENCY FIRE Grand Rapids, Mich. The Leading Agency Commercial Credit 60., Lid. Credit Advices and Collections MICHIGAN OFFICES Murray Building, Grand Rapids Majestic Building, Detroit ELLIOT 0. GROSVENOR Late State Food Commissioner Advisory Counsel to manufacturers and jobbers whose interests are affected by the Food Laws of any state. Corre- spondence invited. 2321 Majestic Building, Detroit, Mich. TRACE FREIGHT Easily and Quickly. We can teil you how. BARLOW BROS., Grand Rapids, Mich YOUR DELAYED FIRE AND BURGLAR PROOF SAFES Grand Rapids Safe Co. Tradesman Building GRAND RAPIDS, WEDNESDAY, JANUARY 1, 1908 SPECIAL FEATURES. Page. 2. Window Trimming. Around the State. Grand Rapids Gossip. The Human. Side. Editorial. A Bargain-Sale Shoes. Quarter-Off Sales. Cld Sam. The Movement Cure. Parcels Post. Good Advertising. Only a Sample Crank. Woman’s World. “Stickers.”’ Clerks’ Corner. Butter and Eggs. Ginseng Growing. Dry Goods. Commercial Drugs. Drug Price Current. Grocery Price Current. Home. Travelers. SINCERITY WINS. Do you remember how, the other day, when the temperature was below zero, with a wind that cuts things ca- pering up your street, that clerk of yours suddenly put his hat on his head and ran out of your store to help old Mrs. Blank out of the sleigh in which she had ridden about eight miles in order to come to town? And do you remember how, after he had escorted her into the store and back to a seat beside the stove, that same clerk hurried into the street again and presently returned bearing two two gallon crocks of butter and a generous basket filled with fresh eggs? You were busy just then traveling salesman, but you ber it all right, because you excused yourself for a minute and stepped over to the old lady and greeted her cordially, at the same time stirring up the fire and putting another wood chunk into the stove. Meanwhile, the grizzly old farmer husband had driven his team around to your shed, blanketed the horses warmly and whipping his mittened hands smartly against his shoulders stood just outside your store survey- ing your street up and down with a sort of refreshed and interested air. And that same clerk, just at the right moment, opened the front door and shouted: “Come on inside and look out!” And then, as you will recall, the old ian came in with: “Pretty sharp weather,” and the clerk responded with: “How’d you find the sleigh- ing?” and next, as you nodded a “How d’ do, Uncle Ben?” the old man re- sponded, “Finer ’n a fiddle,’ which was the last you knew of the visitors until, having finished his call, the traveling man took his leave with, “Tl expect you at the hotel at 12 o’clock then.” Joining the com*fortably-at-home group about the stove, you talked and they talked. The clerk stepped to the front of the store to wait up- on a young man who was looking for something suitable for a Christmas gift and the traveling man was push- ing his way against the wind and with a remem- toward the hotel to open up trunks, What episode? That can not be answered off hand and at once. reached without careful considera- tion of all factors. But immedi- ate result was that the traveling man did not notice the keen biting of the wind and paid little attention snow flurries that whirled face now and then he along. He was warm all through. Not with the satisfaction of a pros- pective order shortly after 12 o’clock. And his interest was not centered on the certainty that he was to reach his home and family Christmas eve and for a three No, it was none of these things that made him indifferent to the bleakness of a blustering town. The immediate result phatic resolve on the part of the was the net result of this ye the to ce his into as scrambled weeks’ vacation. winter day in a country Was ah Cm . tr av- eling salesman to keep a close watch | on that clerk of yours, followed various silent congratulations sent in| be- | your direction by the traveler cause of your having such a clerk your He allowed tl service. also with vourself on his list of custom-| had | | 1 Mean- | that he work, result ers, he might consider achieved a good day’s while this immediate was be- ing amplified by the farmer and his | 1 wife as they enjoyed your hospitality and it was still further enlarged an ; valuable when, while their way home later in the day, Un- cle Ben observed how I like that store to trade in, be- feel at home added: “Yes genuine.” made more to his wife, “Some- cause they make there.” And and their you wife attentions his are URBAN VS. INTERURBAN. lt as ome of the strange facts in human nature that the business men | of almost any city or village will, as they drive about through the cultural district surrounding home town, indulge cism of roadways, fences, farm build- the appearance of crops, and the like, and complaining- ly, as a rule. On the hand, these men of merchandise rarely give y agri- their freely in criti- ings, live stock, other a thought as to what may be th turn opinions expressed by the farm- ers as they drive into town over this road or the other. All cities or villages have their neg- lected features and, as a rule, they Fe- are most apparent along the princi-| pal entrances to the town. One road has a steep hill very inadequately kept and an eyesore as well as a continuous injury to business just at the edge of town; another road cross- | es a bit of low, muddy territory with a creek just at the town limits, cross- ed by a dilapidated, unsafe bridge; at the far end of the main street stands Net results can not be| the | by | a that, | Ov | Number 1267 jthe skeleton of a worthless group of abandoned barns and sheds telling of the of the community their presence. Up town, probably flanked on either side shiftlessness which permits by good, trim business structures, oc- with refuse kinds; here and there are lot filled c catch-all of various 1 irs a neglected ge and “down by the depot’ is yulsive and every It iting tes, fences and sidewalks the re typical backdoor of near- town. I ly idle to suppose that the vis- farmers do not blemishes and ridiculous to imagine is notice these that the impressions thus renewed day after day fail to work to the material the business and indus- And the the better of the argument detriment of trial farmer h interests of a town. as as between defects upon his own imperfections visi he property of the large com The k farmer more personal and individual; he can lictate always as to whether that 1 i property and ble on munity. work of the is NOE ¢ shall be done with or without of | Separated ay © . = = Vrppae and with a large area territory a nd many it some items to control strange if |once in awhile 1 1 show negiect. or vil- It |has men, money and joint interests. | Most of appreciation city On the other hand, lage has re t an organized resource. ail, it has should have OF of the value ot | that |civic pride which shou detrimental! 7 d remove all tO SUreets, its 1 l | conditions the and order meatness of its business houses, public buildings and homes. Opposed to the operation of these influences the game of politics—strange as it may seem to governmental practices as obstructions. But with all diplomacy, and we indulge in our politics so deeply 1S €Ver-present rank our of our wisdom discretion, fand surely in cunning and wary ma- | nipulation that penuriousness, selfish- ness, avarice, deceit, impudence and yretense cut entirely too large a fig in Our practices, and it is 41 > tn I ure these latt which cities large atter qualities from é and villages suffer more ly than do the farmers. Thus it comes about that residents lof the rural homes and interests are in the cities districts and those whose scan their re as to the general public, and villages may well spective shortcomings du- ties they owe to the and may even analyze they must do these things fairly and animus. We of attain a broad spirit of co-operative citizenship where |we will be to advise and ladvised without offense; where |may contribute of our influence, our | best judgment and our’ material |means toward the promotion of the | seneral welfare. conditions: but | without must, all | : |us, strive to ee | kindly able be we Acquaintance With Carpentry for Backgrounds. That window trimmer, young, mid- dle-aged or old, who would be the most versatile—the most all-around— man must be the trimmer who is able to hold his own with the first class carpenter. It goes without saying that the young and the middle-aged window dresser stand more of a chance in their work-a-day corner, other things being equal, than the old fellow. The latter, from the very limita- tions of his years, is less liable to find it easy to keep apace with the business world in general and _ his own little niche of it in particular. As to ability to use the common tools of carpentry, his hand generally trembles—a great physical impedi- ment to best work along this line— and, leaving this disability out of the question, he is, as intimated, slow about assimilating new ideas as to backgrounds and other parts calling for knowledge of manual training. The middle-aged window trimmer naturally is less hampered by tradi- tion than his older brother in this employment. He is more willing to ollow in the lead of others—less “sot” in his ways, to use a colloquial- ism. Also, he is more amenable to advice. He takes trade papers, us- ually, and if he is deficient in inven- tiveness he ‘draws assistance from this valuable source. I know several window dressers in Grand Rapids who are untversally credited with un- limited ingenuity, whereas, as a mat- ter of fact, they are really only copy- ists. But they are such experts at copying, and what they imitate is so meretricious, that they pass among laymen for clever professionals. Out- siders know nothing—or next to nothing—about these periodical com- pendiums of information and so they are none the wiser in regard to the excellence of these so-called profes- sionals’ windows. But the young man (ah, the young man!) in whatever vocation—he has the world at his feet, be it in the window art or anything else he may attempt. If he have it in him to amount to a power in this chosen means of livelihood-making he will advance by leaps and bounds until he stands at the head of his kind. If, in addition to an understanding of the use of carpenters’ tools, the young man have by nature or by ac- quisition a knack at getting up at- tractive—catchy—window cards_his success is assured, provided he is tasty in his methods of arrangement. No matter how superior a window- man may be in every other direction, if he have not this last characteristic in his attainments it is useless for him to try to hold his situation. One window employe—also in Grand Rapids—in a certain store easi- ly walks in the vanguard. Not con- tent with what Mother Nature has done for him, he embraces every op- MICHIGAN TRADESMAN portunity to improve—takes -any number of papers pertaining to his calling, goes to Chicago twice a year to pick up suggestions from the stores of merchant princes and makes a tri or biennial trip to New York for the same purpose. He never shuts his eyes while in these big cit- ies; takes notes on every help possi- ble, and when he returns is able to plan and prepare trims for weeks ahead. He has a large clean light room in the basement of the store where he is safe from intrusion and, therefore, can work quietly and with celerity. Where interruptions con- tinually happen work drags and the half can not be accomplished that is possible if these do not occur. The mind is not distracted from _ that which is under the eye and the fingers can work quicker. Every windowman should have some employe at his disposal who is apt and has enough leisure materially to aid him in the small details and rough work incident to the carrying out of his designs and to help him get them in place in the window, as well as to convey to him desired goods from various parts of the store. This greatly expedites things, leaving the trimmer’s time for the more valuable item of devising. + * * Some of the advance samples of the coming spring in shoes for the wom- an are marvels of style and beauty. Never before have been seen such handsome productions in footwear. Any costume may be matched with the shoe that is just appropriate. These are now beginning to be shown in local windows, although not yet in stock, which makes it somewhat provoking when a lady gets her mind on a smart shoe in a pre-spring dis- play and wants that special one on the drop of the hat. * ok x Listen to what a keen shoeman has ts say as to proper shoe-selling meth- ods: It has been said that poor shoes advertise themselves, and that good shoes, even the best, need the assist- ance of experts to attract much no- tice from the public. The general manager for one of New York’s large department stores used the following as an illustration that good buyers are not more neces- sary than good salemakers. He said: “We once had a glove buyer who could tell which side of the hill a goat grazed on; indeed, he could ap- parently tell from which particular animal’s skin any pair of gloves were made. Knowledge about gloves— why, that man seemed to eat gloves! “But we found that his sales each month, each six months, each year, instead of presenting gains as did the other departments, fell off. “We put a younger and less ex- perienced man in his place, one who would have admitted his ignorance of the habits of the animals from which certain skins were taken. a plunger when it came to advertis- ing. He almost camped out in the advertising man’s office. He helped te trim the glove window. He put up beautiful interior exhibits of But he was. gloves and enlivened his section in every other way possible. At the end of six months his sales had shown a gain of over 30 per cent., and when the first year closed he had sold twice as many gloves as we had ever disposed of in any one year previously.” It can be taken as a truth that in the majority of cases it is a bad in- vestment for a store to have as a buyer for the shoe department a man who is a failure in creating business, no matter how sharp he may be as a buyer. _A young buyer who has served as a window trimmer, and taken a few lessons in writing advertisements, and who is active and persistent until his merits are recognized, will gener- ally do more to bring in new busi- ness than a dignified buyer whose pet saying is, ‘Oh, what’s the use?’ There are many buyers who have forged steadily to the front, and, in looking for the secret of their suc- cess, the principle of the old Bibli- cal adage is exemplified: “Do not hide your light under a bushel.” Without good publicity the best shoes in the best store, and the best clerk’s system and everything else good may not create good business. Leaving the merchandise itself out of the proposition, there are at least four excellent mediums: First. vertising. ‘ Second. . Skillful window exhibits. Third. Well-designed illustrated booklets issued regularly and distrib- uted judiciously. Fourth. A handsome and com- fortable department with attention- compelling displays on fixtures and in cases, These and many other means should be adopted to create and hold trade. But the above mentioned four, in the order given, have, as a rule, prov- en trump cards. Be sure you play them. Intelligent newspaper ad- —~. 2. —___ The poison law of Ohio is so com- prehensive that a strict and litera} enforcement of its provisions will work unendurable hardships upon the retail druggist, and none but ex- perienced druggists who are perfect- ly familiar with all the conditions involved in the sale of drugs should be entrusted with this difficult and delicate task. To illustrate: A tinner sends his “cub,” to a drug store with an old, rusty black bottle for a pint of “‘muriatic” acid for soldering pur- poses. Shall the druggist send him back because he is not 21 years oi age, or if he concludes to violate the age limit of law must he question the stupid youngster as to the pur- pose for which the acid is to be used and ascertain if he knows the nature of the stuff? Then is he to wash the bottle to find a place whereon to stick a label and then register the sale of the acid in the poison regist- er? And all this for the munificent sum of not more than ten cents? ——>- 2 ——————— The pessimist hesitates to put his best foot forward for fear of stubbing his toe. New Egypt To Be Fertile. The new Egypt promises to return to the ancient fertility of the land of the Pharaohs. The overflow of the Nile is under definite control bv great modern engineering tects. This, together with systems of irrigation, increases the crops and the value of the land a hundredfold, not meta- phorically but in hard figures. Nu- merous schemes for more extended irrigating will distribute water to regions naturally fertile but lackin water. : The cultivation of cotton is tne principal industry of Egypt. Its pre duction has tripled in the last thirt. years and ranks Egypt third in the ection countries of the world, com- ing afier the United States and Brit- is! India. There is a big future for the weaving of cotton into fabrics, as almost none of this is now done in the country where it is produced. The great profit of cotton growing is reckoned as clear gain, because the fertility of the soil is such that sec- ondary crops of cereals, lentils, etc., are alternated with the cotton crops in amounts big enough to pay for the cotton and themselves. Cultivation of cane sugar is another important industry. Large quantities are grown with ease, and, contrary to the custom of exporting cotton in a crude state, there has been a defi- nite attempt to complete all the proc- esses of sugar refining before ex- porting the product. —_—_e-o-e__—_ The strength of a man’s will is like- ly to be in opposite proportion to that of his breath. ne If you are a true friend you never need to put on an air of friendliness. \ > Wanted SECOND-HAND SAFES Grand Rapids Safe Co. Grand Rapids, -Mich. TRADESMAN ITEMIZED [ EDGERS SIZE—S8 1-2 x 14. THREE COLUMNS. 2 Quires, 160 pages... ...$2 oo 3 Quires, 240 pages........ 2 50 4 pain 320 pages. ...... 3 00 uires, 400 pages........ 3 Quires, 480 canes eater uae : = £ INVOICE RECORD OR BILL BOOK 80 double pages, registers 2,880 TRVOMOEB nei os es ce ces sas 82 00 2 Tradesman Company : Grand Rapids, Mich. BOEOECROROROROROROCEOHORO asin Scr om panei — a RR a OY ap a Arbitrary Ruling By Ohio Food Commissioner. The Food Commissioner of the State of Ohio, in a recent ruling, has taken the position that a preparation sold under a name official in the U. S. P.-or N. F. must conform in strength and purity to the standards laid down by these authorities, and further states that no preparations bearing these official titles may be sold unless they so conform, even though a statement of the variation from these standards is distinctly stated in print upon the label on the package. This is to the effect that Spirits Camphor must be Spirits Camphor 1900 and that no other Spir- its Camphor can be sold within the borders of the State. It would nor be proper to prepare a Spirits Cam- phor 1880 and offer fos sale, even though it was distinctly stated on the label that it was prepared by the formula of 1880. More than this, it the customer should especially de- sire a preparation similar to Spirits Camphor, or a Spirit Camphor made ¥ or 4 U. S. P. strength, it would not be legal, according to his posi- tion, to label it “Spirits Camphor” although its standard is well known to the purchaser and desired by him. According to the Commissioner, such a preparation must be labelled by a name distinctly different from that recognized by the Pharmacopoeia; as for instance, it might be called “So- lution Camphor;” but it would be il- legal to say “Spirits Camphor 1880” or “Spirits Camphor Diluted” or in any manner to use the words “Spir- its Camphor” in labelling anything other than the 1900 official strength. To us it seems that this position is not well founded; *the Nationa} Law governing this point is explicit, and distinctly allows the use of the official title for preparations which vary in strength from the official, provided such variation is distinctly stated on the label. It would seem a restriction of personal rights to prohibit a customer desiring a prep- aration of ‘different strength from purchasing same under the official title, with the modifications he de- sired distinctly stated. We do not wish to antagonize the Commissioner in any particular, but do believe that his position on this point is somewhat arbitrary and should be modified to permit the use of official names where no fraud is intended or possible and where con- ditions are clearly understood by both the producer and the purchaser. —__ ~~... Merely Preparatory. “I don’t mind telling you,” said the pretty girl confidentially, “that I want to take a thorough course in cooking in order to fit myself to be a good wife.” : “You are doing the right thing, my dear,” said the matron in charge of the cooking school. “May I ask how soon you expect to be married?” “How should I know?” rejoined the pretty girl, daintily rolling up her sleeves. “I haven’t found the man yet.” ——_+>-+—____ The happiness reaped to-day de- pends on that sown yesterday. MICHIGAN TRADESMAN Tradesman Company’s Classified List of Poisonous Drugs THE LAW H.S. Sec. 9320. Every apothecary, druggist or other person who shall sell and deliver at retail any arse- nic, corrosive sublimate, prussic acid or any other substance or liquid usually denominated poisonous, without having the word “‘poison’’ and the true name thereof, and the name of some simple antidote, if any is known, written or printed upon a label attached to the vial, box or parcel containing the same, shall be punished by a fine not exceeding $100. To enable druggists and country merchants to meet the requirements af the above statute without going to the expense of putting in a large assortment of labels we have compiled and classified a list of drugs which are poisonous, or become so in overdoses. They are arranged in fourteen groups, with an antidote for each group; that is, an antidote for any of these poisons will be found in some one of these fourteen antidotes. This arrangement will save you money, as it does away with the need of the large variety of antidote labels usually necessary, as with a quantity of each of the fourteen forms you are equipped for the entire list. There are 113 poisonous drugs which must all be labeled as such, with the proper antidote attached. Any label house will charge you but 14 cents for 250 labels, the smallest amount sold. Cheap enough, at a glance, but did you ever figure it out—113 kinds at 14 cents—g15.82? With our system you get the same results with less detail and for less than one-third the money. By keeping the labels in a handsome oak case they never get mixed up and they do not curl. Price, complete, $4.00. Order direct or through any wholesale house Tradesman Company $iz.r Se Ri RE anni Ne doo opie i AGAROSE Sad ALIA AECL AERTS SEO ARR AR Tm RRA ARR tng eee al nb Be MICHIGAN TRADESMAN Movements of Merchants. Royal Oak—L. F. Freystag_ will open a new drug and music store. Owendale—C. T. Purdy, of Gage- town, will here. Grape—Elmer Smock has purchas- ed the hardware stock of John P. Seitz. Ypsilanti—Louis K. Foerster has purchased the Fred L. Shaefer hard- ware stock. Midland—-A. J. Fosdick has opened a jewelry department in Owen Mid- land’s bazaar store. Mosherville—Harvey Rhinard will occupy the Culver store with a new general stock of goods. Lapeer—H. C. Gillett will engage in the grocery business at the corner of Neppsing and Fox streets. Harbor Beach—L. M. Dekker, of Zeeland, will open a jewelry depart- ment in the C. E. Pettit drug store. Tower—Laur Bros. have opened a feed store. The business will be managed by Willard Wells, of On- away. Marshall—Jay Cronin has _ suc- ceeded C. D. Bristol as manager of the grocery department of S._ E. Cronin. Charlotte—A. F. Andrews has opened a general store in the Mike- sell building, formerly occupied by Lamb & Spencer. Gladwin—L. S. David has disposed of his stock of groceries and _ will put in a general stock of dry goods, clothing and shoes. Union City—F. R. Bentley will en- open a_- general store gage in the general store business, | having purchased the Ralph Robbins general stock, at Mosherville. Vassar—Claude D. Cooley, of Caro, and William R. Sweet have pur- chased the Frank LaZelle stock of hardware. Mr. LaZelle expects to go West. Tower—A. R. McKenzie has open- ed a generdi store here. He has al- so opened a feed store in the La Fayette building, which is conducted by Elmer McGirr. Oxford—Chas. DeShon has sold his clothing business to H. W. Warnica & Son, of Harbor Beach. Mr. War- nica has been engaged in business at Harbor Beach for over twenty years. Stanton—O. D. Buccanning has purchased the Thos. Evans meat market business. Mr. Evans and fam- ily will leave for Texas, where they expect to make their future home. Grand Ledge—Lewis W. Richard, of the firm of Richard Bros., plumb- ers and dealers in hardware and bi- cycles, has purchased the interest of Thos. Richard and will continue the business under the style of T. W. Richard. Wacousta—The frame store build- ing and general stock of goods own- ed by Andrew J. Burnes was entirely destroyed by fire. The loss is esti- mated at about $12,000, with insur- ance for about half this amount. A defective chimney was the probable cause of the fire. Port Huron—A_ corporation has been formed under the style of the Enterprise Garment & Shoe Co., which will conduct a general cloth- ing and shoe business. The company has an authorized capital stock of $25,000, all of which has been sub- scribed and paid in in property. Shares are held equally by Henry McMorran, Wilbur F. Davidson and -has. F. Harrington. Charlotte—Fred Murray will short- ly resign his position in the bank and engage in the shoe business with his father-in-law, M. L. Lamson. The gentlemen will occupy the Levy clothing store room. Mr. Murray has had several years of experience in his brother’s shoe store. Mr. Lam- son has had many years of experience in traveling on the road and conduct- ed a china store here for several years. Mattawan—Fire starting in the store of Ed. N. Bailey early Saturday morning destroyed his building ana stock of groceries, furniture, drugs and meats and also the building and general stock of C. F. Hosmer ad- joining. Bailey’s loss is about $5,500, with $4,500 insurance. Hosmer’s loss is about $5,000, with $3,000 insurance. As there are no vacant stores in the town, both merchants will be obliged to suspend business for the present. Manufacturing Matters. Detroit—The Detroit Auto Vehicle Co. has renewed its mortgage of $75,000 given the Detroit Trust Co. Gaylord—The Dayton Last Block Co. started its plant at Gaylord last week. The company employs about 100 men and its renewal is addition- al evidence that business conditions are returning to a normal status. Detroit—The Fischer-Hughes Gel- atine Co. has been incorporated under the style of the Fischer Gelatine Co., with an authorized capital stock of $10,000, of which amount $5,000 has been subscribed and $1,000 paid in in cash. ' Cadiliac--Richard Rybold has pur- chased Joseph Reiter’s cigar manu- facturing stock and will continue the business at his factory at 613 Divi- sion street. Mr Reiter will conduct a retail cigar business in the store now occupied by V. Roussin as soon as vacated. Cadillac—Haynes Bros., who con- duct a general planing mill business, have merged their business into .a stock company under the style of the Haynes Bros. Co., with an authoriz- ed capital stock of $125,000, of which amount $100,000 has been subscribed and paid in in cash. Detroit—A corporation has been formed under the style of the Ran- dolph-Ford Co., which will conduct a general sheet metal and tin manu- facturing “business. The new com- pany has an authorized capital stock of $20,000, of which amount $10,000 has been subscribed and paid in in property. St. Ignace—Richard Jones, of Bay City, who is erecting a saw mill at this place, is extending his original plans. He will install a much larg- er boiler and engine and will add a lath and shingle mill and refuse burn- er. The Mackinac Lumber Co. op- erated a sawmill plant on the same site a number of years, which went out of commission when the timber owned by the firm was’ exhausted. Mr. Jones has assurance of stock enough to keep his plant busy for several years. ———s > Presence of Mind. A negro minister from Georgia, who was visiting friends in New York City, went one Sunday to the Cathe- dral on Fifth avenue. He was very much impressed by the service, especially by the choir- boys in the processional and reces- sional. When he returned to the South he resolved to introduce the same thing into his church; so he collected fifteen or twenty little dar- kies and drilled them until he had them well trained. One Sunday the congregation were greatly surprised to see the choir- boys marching in, singing the pro- cessional. The minister noticed that something was wrong; the boy in front was not carrying anything. He icaned over the pulpit, and in order to avoid attracting attention, he chanted in tune to the song they were singing: ~ What—have you done—with the incense-pot?” The little darky, with great pres- ence of mind, chanted back: “I—left it in—the aisle—it was too —damn hot.” —_-+>—————__. Drew’s Latest Fashions. John Drew always can be counted on to give at least one new touch to masculine styles with each recurring season, and this year he shows two of the “latest things.” They are both confined to his evening coat and con- sist of the introduction of an outside pocket for a handkerchief and an un- usually liberal display of buttons on the coat in front. That the pocket is for a handkerchief there can be no doubt, for in the manner in which Drew uses it fully half of his hand- kerchief protrudes from the pocket, loosely doubled up. The buttons con- sist of two rows of four on each side of the coat above the waist, and they are about halfway between the edge of the coat and the seam under that arm. - There is at least one advantage to this new breast pocket style: It will bring an end to the effeminate cus- tom of carrying one’s handkerchief in the-sleeve, a fad that has been push- ed to an extreme of late. —_—_s--o Definition of Political Economy. Senator Platt, of New York, re- cently permitted a pretty little girl, a Western millionaire’s daughter, to be presented to him. The little girl, in the course of one of her many delightful chats with the aged statesman, said: “Tell me, won’t you, Senator, what political economy is?” “Political economy, my dear child,” Senator Platt replied, “is the art of never buying more votes than you actually need.” + Religion should be a good sword, but it makes a poor shield. Revival of Interest in Apple Grow- ing. Written for the Tradesman. The high price of apples during the past season is stimulating apple culture in the State. Successful growers of Fennville recently went over into Ionia county and, tried to buy an orchard. The owners did not care to sell the orchard alone, so the entire farm was bought at $100 pe acre, a record-breaking price for land in that section. Similar invest- ments are being made throughout the State. Alpena county has never been con- sidered as a fruit section, yet a fruit growers’ association has been formed there and it is planned to ship out fruit by the carload next season. Eaton is not generally looked up- on as a fruit producing county, yet T. A. Farrand, one of the best post- ed growers in the country, formerly in charge of the state experiment sta- tion at South Haven, has located at Eaton Rapids, is setting out orchards and says that he means to demon- strate to his neighbors the possibili- ties that lie at their doors. Growers who attended the recent State meeting held at Battle Creek were aroused by J. H. Hale and oth- er speakers, as well as by the fine display made of apples, on the com- mercial side of fruit growing. They were stirred especially by Mr. Hale’s plea to specialize in this branch of horticulture, to listen to the trees with eyes open, to feed them liber- ally -and start them running away from the aphis and other pests, then by sharp pruning to shock the or- chards into their greatest fruitfulness. This Connecticut grower has made a success of his business and his ad- vice has weight. He insists on use of the term “fruit manufacturing” and’ places the business alongside that of making furniture or shoes, where good sense and economy must not be lost sight of. He urges co- operation among growers in the pur- chase of fertilizers. He shows that trees must be thheaded low, to make pruning, spraying, thinning and _har- vesting opcrations as economical as possib’e. It is surely significant when we find hhard-headed and successful fruit growers advising the young men of Michigan to go into this vocation primarily for the money there is in it? Yet this is just what is being done and it points to the develop- ment of a diversified fruit culture in the State which is destined to multi- ply its present proportions and place Michigan at the very front in apples and all orchard and small fruits, as it ranks first now in peaches and plum production. - Michigan ranks second among the states of the Union in strawberries, raspberries, blackberries and currants, third in pears and cherries and fourth in grapes. Lake-protected, with the right soil and growers of grit and intelligence, and with Chicago and other big markets close at hand, Michigan surely has in its fruit in- dustry possibilities that can not be measured. Almond Griffen, a ae eal fener nner eo ea a ee MICHIGAN TRADESMAN 5 The Produce Market. Apples—The market is steady on the basis of $2.75@3 per bbl. for ac- ceptable winter varieties. The mar- ket continues fairly steady, although the almost entire absence of demand for quantities has a depressing effect, and many are confident that prices will shortly decline sharply. Beets-—40c per bu. Butter—The market is still in a very firm condition. The receipts of fancy fresh are extremely light, and are immediately absorbed on arrival at top prices. The above conditions applies both to fancy prints and un- der-grade solids. Stocks of butter in storage are being reduced satisfac- torily and the market is very healthy. If there is any change in the near fu- ture it will probably be an advance. Creamery is held at 30c for tubs and 3ic for prints. Dairy commands 24c for No. 1 and 17c for packing stock. Cabbage—$1o per ton. Carrots—35c per bu. Celery—25c per bunch. Cocoanuts—$4.50 per bag of go. Cranberries—Wisconsin Bell and Cherry and Howes fetch $7.50@8 per bbl. Late Blacks from Cape Coa range around $7.50 per bbl. The market is weak, with good sized stocks on hand. It looks as if the growers and those who handled the deal made their opening prices too high; certainly something scared off consumption, which has not been of its usual proportions. Cucumbers—-$1.50 per doz. for hot house. Eggs--The receipts of new-laid eggs continue to increase, and in con: sequence the market is a little weak- er. Stocks of storage eggs are grad- ually decreasing and prices show no change. The future price of fresh eggs depends on the receipts, and if any change comes it will porbably be a decline. Storage eggs will like- ly remain about the same, however. Local dealers pay 24c for fresh case count, holding candled at 26c. Stor- age, 20¢. Grapes—Malagas command $3.50@ 4.50 per keg, according to weight. Grape Fruit—Florida commands $5 for 80s and 90s and $5.50 for 54s and 648. Honey—16@r17e per th. for white clover and t2@r4ec for dark. * Lemons—California command $3.50 per box and Messinas $3.25 per box. Lettuce—8@roc per fb. for hot house; 12c per th. for Florida head. Onions—Red and _ yellow Globe command 65¢ per bu. Spanish are in moderate demand at $1.25 per crate. Oranges—Continue to be one oi the cheapest things on the list, and even at that, demand is none too good. California navels have ad- vanced to $2.75 per box for choice and $3 for fancy, Redlands, $3@3.25. Floridas, $2.75. Nuts—There is an easier tone to the market, although there have as yet been no reductions. The greater part of the wholesale business in nuts is over now, and there will beno further gains. Parsley—soc per doz. bunches. Parsnips—75c per bu. Pineapples—$4.50@5 per crate for Cubans. Potatoes—The market is without particular change. A moderate amount of stock is moving and de- mand is about seasonable for good stock. Local buyers pay 40@45c. Squash—ic per tb. for Hubbard. Turnips—soc per bu. Sweet Potatoes—$5 per bbl. for Iilinois kiln dried. Dressed Hogs—rs0@175 ths., 6c; 175@260 ths. 61%4c; stags and old sows, 5c. These are the paying prices at this market. Veal—Dealers pay 6@7c for poor and thin; 8@gc for fair to good; 9@ o’2c for good white kidney from 90 Ibs. up. Poultry—The market cleaned up for Christmas pretty well on the top grades of chickens and turkeys, but there was a large amount of medium and low grade stock carried over Christmas. Really fancy dressed tur- keys and chickens commanded fancy prices, but the medium stuff sold slowly. Local dealers pay 7%c for live hens and oc for dressed; 8c for live spring chickens and toc for dressed; 9c for live ducks and tr1c for dressed; 14c for live turkeys and toc for dressed. —_~+-.—____ Meeting of Michigan Canners. A special meeting of the Michigan Canners’ Association was held in Grand Rapids last Friday for the pur- pose of discussing trade conditions and. the subject of futures. This As- sociation was organized in Grand Rapids last May and is officered as follows: President—W. Rapids. Vice-President — W. R._ Roach, Hart. Secretary and Gerber, Fremont. Executive Committee — W. § Thomas, Grand Rapids; W. R. Roach, Hart; L. A. Sears, Chillicothe, Ohio; W. E. Wilson, Berrien Springs; M. E. Dunkley, Kalamazoo. ae It is understood that the new schedule of prices which will be pro- mulgated to-morrow by the United States Rubber Co. will. show no change from the schedule now en- forced. S. Thomas, Grand Treasurer—Frank The Dennis Bros. Salt & Lumber Co. has declared a 20 per cent. divi- dend from the profits of 1906. One- half of the dividend was paid De- cember 24 and the remainder will be paid on or before April 1. ———2 Fay Wenzel ‘has engaged in the grocery business at Edgetts. The Lemon & Wheeler Company _ fur- nished the stock. ————_s-22——___ Idle admiration of the master’s teaching is no better than utter re- jection of it. —— There is in this world for any of us what we see in it and no more. The Grocery Market. Sugar—Raws are higher in Europe and stronger in New York. The Cuban season is being badly interfer- ed with by the rains and only thir- teen factories are grinding, as against I12 at the same time last year. This, with some other collateral causes, ‘s likely to cause a sharp shortage in raw sugar next month, and possibly an advance in the price of refined if it continues long enough. Refined grades have been marked down 5@ Io points at this market to meet lo- cal conditions. Tea—There have been no changes of any character during the week. The consumptive demand is moder- ate. The market is quiet, as it al- ways is around the holidays, but there is absolutely no sign of weak- ness anywhere. Some business has been done during the week, and holders are looking forward to a good business in January, as stocks, particularly low grades, are low. Coffee—Receipts of Rio and San- tos coffee at shipping points in Bra- zil still show a radical deficiency as compared with 1906. Lately they have hardly been equal even to the record of 1905. The Brazil coffee is light. Mild coffee is steady and unchanged. Java and Mocha are steady and unchanged. Canned Goods —- Tomatoes are weak, but an advance is confidently expected soon. Corn is dull and featureless. Peas are without change. String beans and baked beans con- tinue steady. Mushrooms are strong. French peas continue scarce. The rest of the list shows no. change. Gallon apples are strong and_ the market will probably advance 5oc per case during the next month. New York packers have less than 50,000 cases on hand and Michigan packers have only about 40,000 cases, ot which 15,000 cases are held by the two canners of this city. With less than 100,000 cases in packers’ hands unsold, the market is sure to be strong and tending higher from now on. Until trade opens up after the demand _ for ‘|first of the year, no new develop- ments can be expected in California canned fruits. Statistically, the en- tire list is strong. It looks as ii some of the lines are entirely sold up with the exception of what is in jobbers’ hands. Everything in the canned fruit list can be said to be steady at this writing. Just what will develop after January 1 is being guessed at and that is the interesting part of the situation. The entire gro- cery trade seems to have a great deal of faith in canned salmon _ holding its own, at least. In fact, there are many good judges of values who be- lieve that all lines of salmon will ad- vance after January rt. On the oth- er hand, there are good authorities who contend that if salmon holds its own it will do well. That salmon is in a strong position — statistically can not be doubted. Stocks of all lines on the west coast are cleaning up fast. Domestic sardines show no change. Lobster iis steady. Cove oysters are firm and will probably continue so for some time. Dried Fruits—Apples are unchang- ed and not especially strong. Rais- ins show no important change for the week, though some Eastern hold- ers of seeded are quoting “4c lower. The coast is a little above the pres- ent Eastern parity and _ feeling stronger. The recent declines in the price of seeded raisins have increas- ed the consumption very materially. Prunes are moderately active and show some _ underlying strength. Eastern markets are still a fraction below the coast, but some of the coast holders are talking strong, and after the first of the year, if a good brisk demand develops, prices may do better. Peaches are dull and un- changed, as are apricots. Currants are still moving, though the big de- mand is over. Cheese—The consumptive demand is at present very light. Stocks are light and prices high. Under grades seem just as scarce as the better grades. There is probably not likely to be any change in prices for some time. Syrups and Molasses—Sugar syrup is moderately active at ruling prices New-crop molasses is now becoming a factor and is wanted. Prices show no further change from the last ad- vance. It has developed that of the current crop the proportion of firsi grades will be light, while seconds and thirds will be plentiful. Spices—Prices rule exactly where they were at last report and where they have been for some time. Rice—-There is a lack of feature at the year end, the same as the rest of the grocery list. Farinaceous Goods—Rolled oats are in about the same position as week ago. tapioca and steady. Prices are steady. Sago pearl barley continue Cornmeal is firm. No new feature in beans and peas. Buck wheat flour continues in good de mand and market is strong. Provisions—Both pure and com pound lard is unchanged, and th market is steady. There will prob- ably not be any change in prices during the coming week. barrel pork and canned unchanged and dull. Fish—Cod, hake and haddock are in moderate demand at ruling prices. Salmon is steady and quiet. Do- mestic sardines are in light demand at unchanged prices. Most holders, however, are hinting that an advance may come after January 1, owing to light stocks. Imported sardines are still firm, high and quiet. After the turn of the year, when the demand for mackerel reopens, the scarcity in Norway fish may become pro- nounced. —————— a. A Clean Record. “Maggie,” said the inexperienced young thing to the cook, “the biscuits were a sight. If you can’t do bet- ter next time, I will have to dis- charge you.” “Ye will, will ye?” Maggie retort- ed. “T’ll have ye know, mum, that I’ve bin workin’ out two years, an’ I’ve worked for eighty-nine of the best families in town, an’ I ain’t never bin discharged yet. -I’m leavin’ this place this afternoon fer a_ better place.” meats are Dried beef, Rb FEAR MONET: Si SA a ALENT NE Ria EDEL TEIN Lanett Sea AOS i A A NORTEL NS MICHIGAN TRADESMAN THE HUMAN SIDE. The Interesting Tracings of Dormant Money by Banks. Banks are not always the hard- hearted propositions that some bor- rowers would make you believe they are. Savings banks, for example, are depositories of enough romance to make a corner in “human inter- est.” Nearly all the money that trickles into these bulwarks of the people’s savings has reached life in some picturesque way, for it represents some effort, denial, ambition or “touch.” The light-fingered gentry do not use savings banks, because it nails the money down too long; but their brothers and sisters of the patched eye and the long wail often do. But no side of the savings banks is more human than that which re- lates to what is called “dormant ac- counts.” A dormant account is one that has not been increased or drawn on for twenty-two years. In other words, the depositor has done nothing to ii during all that period. It is very natural to suppose that when some- body does not claim this money there is something really the matter with him. There is no law to com- pel banks to hunt down the missing depositor, or his representative. But some of the great banks of New York, the largest of the kind in the world, make a special effort to find these lost depositors and restore their money to them or their heirs. By doing this, they have stirred up much in real life. And, incidentally, they have acted as guides to a lot of “easy money” and been first aid to the needy. One of the most remarkable achievements in running down a dormant account, resulted in a family reunion. Back in the sixties, a German wood turner started an account, and, upon his death, the widow transferred it to her own name as trustee for three sons. When the account became dor- mant, in answer to the usual adver- tising, there came a letter from a man who proved that he was the woman’s son. It appears that she had become in- sane and her three sons had been sent to a public institution, after which they were indentured out Two of them ran away and came back to New York, while the third was lost sight of. The man had never learn- ed the fate of his mother. Through an investigation started by the bank, it developed that she died in an insane asylum. But the third son remained missing. The dormant account clerk, in prowling around for information, discovered that the mother had an account in another bank, and that it was in trust for a daughter, about whom there had been no previous mention. Then came a chase that lasted for years, and which was faithfully kept up by the bank The daughter was traced from the place where she had been indentured to a small town in Connecticut, where she had married and settled down. For years she had believed herself to be an illegitimate child without a name. Thus, the bank gave her both kin and a name. The missing boy was Iocated after a search that extended all over New York State—and a few years. On Christmas day, very much after the fashion of the melodramas, and the old-time stories, the family, re- united after forty years of separation, sat down to dinner. The bank had played Santa Claus for them. Lena was a pretty Jewish girl who came to the bank regularly every week. She worked on the East Side, and, by frugality, had established a good-sized account. Then she stopped coming. In due time the account be- came dormant, and an investigation was begun. The only clue the bank becomes dormant. Letters are then sent to every person in the city di- rectory who bears the name of the missing depositor. When it to Brown,.Jones and Smith, the cor- respondence is certainly large. This comes always starts a flood of answers, for. despite the fact that the bank does not show its hand, and directs all answers to be sent to a box in the postoffice, the average scent of the layman for money is_ surprising. There are always a hundred people who are sure that the much sought depositor is their long-lost and (in this emergency) much beloved kin. Cousins, aunts and “in-laws” spring up like magic over night. It is only when the bank is absolutely sure that it is in touch with the rightful rela- The two kinds of mean ple who lean. Wherever you go world’s masses classes. And, too, I ween. who lean. the road? bear care? Which Are You? Are the people who lift and the peo- Are always divided in just these two oddly enough, you will There is only one lifter to twenty In which class are easing the load Of overtaxed lifters Or are you a leaner, who lets others Your portion of labor and worry and Ella Wheeler Wilcox. people on earth I you will find the find, you? Are you who toil down had was the recollection of one of the clerks that she owned a house some- and that it had once been mortgaged. Diligent enquiry showed that this house had been sold by or- This showed that she was dead. A second investiga- tion proved that she had died in an insane asylum; while a third search revealed her will and showed that her beneficiary was an old Jewish rabbi, who had befriended her when she had first come to the United States, a refugee from Russia. where, der of an executor. This running down of dormant ac- counts, which puts the bank in the role of good angel, is done with busi- ness precision and organization. The work begins a year before the account tive or heir that it discloses the ob- ject of the search, which by this time has frequently included press, police and detective co-operation. Since all this investigation has a money prize at the end, it is quite natural that a picturesque gallery of human nature should be turned up. The idea, first, last and all the way through the period of waiting is, “When do I get the money?”—Trade Gazette. 2-2-2 When you write Tradesman adver- tisers be sure to mention that you saw the advertisement in the Trades- man. —_-2..——_ There is a remedy for ignorance but none for knowing too much. Would Make Puppets of Retail Merchants. The publishers of the leading monthly magazines of the country and certain manufacturers who are trying to force their wares on the retail merchants of the country through advertising directly to the consumer with a clause which reads: “If you can’t get our goods of your retailer send $—— to us and we will supply you,” are making a systematic campaign against the right of the re- tail merchant to sell such goods as he deems best suited to conditions in his trade territory. These maga- zines are running each month, in the editorial section of their publications, a page of reading, in which they ad- vise the consumer to “demand the goods that he sees advertised,” and to “take no substitutes.” This is not a square deal. If they could carry out their policy it would confine the retail merchant to the handling of only such goods as are the most liberally advertised to the consuming public. It is a policy in- augurated by the magazine publish- ers and publishers of mail order pa- pers to enable the manufacturer to sell his goods direct to the consumer and to force the retail merchant to give up his constitution given right to conduct his own business accorad- ing to his own ideas. It is also a fact that a majority of the manufacturers advertising direct to the consumer, in an effort to force the merchant to stock their goods, make a selling price on their goods that leaves the merchant little, if any, profit for handling the lines. There is little danger of these manu- facturers winning in their campaign, even with the help of the magazines who are thus willing to prostitute themselves for the patronage of the consumer advertisers, because it will take more consumer advertising than all the consumer advertisers in the country have money to pay for to make one consumer demand an ad- vertised article over the assurance of the store’s delivery boy or the clerk at the counter that it is not as good or any better than some similar ar- ticle in stock. The merchant has the best of this argument every time. But it is the principle of the thing that makes the merchant’s blood boil, and if we were a merchant we would make these consumer adver- tisers sit up and notice. Consumer advertising, rightly han- dled so as not to conflict with the sales methods of the merchant, is a good thing, and unquestionably helps sell goods by making them bet- ter known. But it is another thing to attempt to force goods down the throat of the retailer without con- sidering him in any way.—St. Paul Trade Journal. —~++.—___ Progress. “My wife knew nothing of hiouse- keeping to begin with, but she’s learning fast.” “That’s encouraging.” “Oh, she’s a bright little woman, if I do say it. It thas taken only two cooks to teach her to keep away from the kitchen, and I suppose that’s at least half the battle.” MICHIGAN TRADESMAN 7 Don’t Call Any Man a Failure. Next time you are tempted to speak of a man as a failure in life, be care- ful; the person to whom you are speaking may be wise enough to call you a fool! How do you know whether or not a man is a failure? What elaborate laboratory methods have you evolved whereby under the microscope of your sociological pathology you can determine that a man’s life is a fail- ure? In the United States alone are 80,000,000 people. You—a mere unit out of 80,000,000—look upon another mere unit of these 80,000,000 and de- cide that this other unit is a failure in life! No failure of man that can be pointed out is other than a logical effect of an existing cause. No man ever failed in life who never had in- centive to try to do something. So- ciety merely failed to give him the brain or the schooled impetus for do- ing. On the other hand, no man who ever had the ambition to do and who has tried honestly and earnestly in the doing can be called a failure. It is the buffeted, storm-tossed man in this great sea of life who most bids for the hasty judgment of “Failure.” But in the marks of this buffeting alone the wise observer reads the story of this man’s fight. Cana man fight a stronger force than himself and not grow stronger provided so- ciety in negligible quantity has not handicapped him too far already in heredity and early environment? When that man, equipped for suc- cess, goes out against the world pre- pared to fight his way to that goal, the hardness of the fight and the handi- caps and discouragements which he faces on his way to success become as stars in the crown of his final attain- ment. Shall one deny that men have fought as valiantly, as bravely, and as untiringly in order that in the end the unthinking may commiserate them as failures? Here is a man* who went out into the world, strong and ambitious. He- redity gave him the temperamental stock. Environment and training gave him the knowledge of himself which led to his first step toward success. But somewhere, through some _ cir- cumstance which might have been beyond human power to remedy, he failed of the goal. Ts this man a failure? If he is, then some of us should be thankful that here and there it has been our rare privilege to know and admire and respect some of these failures of this type. No man ever made a strong, earn- est, honest fight for worldly success and, failing, felt himself a _ failure. Honest earnestness no more could be called failure than innate virtue can be called vice. It is the rare fortune of many a dishonest success that he has as trusted employe an occasional man who has made an honest failure! These honest failures may have been the leaven of his success, without which the successful man must have gone upon the rocks. Not every sailor can be captain of a ship. Without the work of the hum- ble “dock walloper” at the pier not even the ship would have been built for the sailing. And father and grand- father of the best “dock walloper” on the greatest pier of the greatest seaport in the world to-day in their time may have been the best men that handled the ocean commerce of the world. A few years ago, when the anchor ice in Lake Michigan stopped the intakes of the cribs and threatened the water supply of Chicago, a diver, at the risk of his life, went down and cleared them. He was only a diver, he may have failed at half a dozen other things in life. But he passed the supremest test that can come to a diver—the risking of his life for the community’s good—and a great preacher in a pulpit the next Sunday took that diver for a text and ac- corded him place for one day, at least, as “the greatest man in Chi- cago!” If that diver might have failed in a possible half dozen other things in life, could you tell how much these failures have contributed to his suc- cess—as a diver? John A. Howland. —_——2.-2— sa" Fading Food Fads. Out of justice to a great many food manufacturers it should perhaps be said that the following has no spe- cial bearing upon their products as these goods are erroneously classed as fads sometimes by the unschooled when as a matter of fact they are the most staple of food products. But there is a class of purely periodical food fads calculated to relieve the public from a portion of its money that ceases to exist under one name, but almost simultaneously appears in another place under guise of an- other high sounding name. How- ever, food faddists who have been whooping it up for the peanut and various others of the guild who have been contending for a greatly reduced diet are getting jaw jolts these days without number. The time seems to be past when a tooth- pick and a glass of lukewarm water are considered a satisfactory din- ner, or pleasant smile and a maxim from the food book of the proprietor of Pre-Digested Grape Shot a good square breakfast. People are getting so they know once more that they have to eat if they want to live. They are even told by men who ought to know that the true cause of the physical and moral degeneracy which the starvation school has at- tributed to over feeding is really an insufficiency of food, or bad food, or both. People who have decent digestive organs don’t go much on food fads and never have. Most of them have kept on eating such full meals as they were lucky enough to get and have left humming bird banquets to the anaemic and the cranky, who— the Lord be praised—seem to be al- most entirely routed, though occa- sionally one meets a person who is trying to satisfy a 40-horse-power ap- petite with a handful of bird-seed, and finds him invariably sour, un- happy and full of woes—likewise bothered with wind on the stomach. There is no question that the hap- piest man ‘s the one who has a well traveled roa:! ‘to his stomach—not a roid overburdened with traflic, but having just enough business to keep things we!l greased, es it were. The absurdity of a man trying ‘o keep happy and do business on a s),0::0°"1! of bran when his interior mechanism is fairly yelling for a good beefsteak has struck so many people “where they live” that food fads are no more and there is once more hope for the country.—-Wichita Price Current. -_—_+ Races Moving Their Homes. The world is exchanging its popu- lations. For centuries the negroes have been transported to America and then have become an element of the population. From America ana also to a certain extent direct from Africa the negro is distributed in in- dividuals all over the great ports and cities of importance, especially those in warmer climes. From China and Japan flows a steady stream of labor toward all tropical and subtropical countries, unless they are prohibited. In the gold and diamond fields of South Africa they have a Chinese question, and London and Hamburg already have quite a number of Chin- ese among their seafaring people. The German coal industry mag- nates and agricultural land owners of prominence are contemplating whether they should import Chinese. From southern and western Russia, from Poland, Galicia, and Roumania great hosts emigrate either to Amer- ica or to Germany and England. The German baronial estates are already unable to get along without these migratory laborers, and in the min- ing regions there have arisen colonies with foreign populations. Italy sends to Germany and Austria numerous masons, diggers, and foundry work- ers. In all large German cities col- onies of Italians are found. At the same time the Italian populates north- ern Africa and South America, and he also is yenerally represented in North America. The Irish leave their thome country and become numbers. The same applies in a certain degree to the Scotch and Norwegians. Americans in large contributed largely to the colonization of North The Germans have America, and in earlier times sent considerable numbers of laborers to France. Through all these migra- tions the ractal character of entire nations is changed. This fact is most apparent in the United States Here the English-German race, to- gether with a certain French ele- ment in formerly French territory, forms teh core o f population. But with every yea rthe foreign element increases so that the English stock augmenting. ——__—_ pj —__ Correct. “Wihy didn’t you vote for my friend?” asked the politician. ‘He's the most popular man in the state.” bhats the Farmer reason,’ answered Corntossel. “I never yet see a man that made a business of being popular who had much of a lik ing for real hard work.” TRADESMAN BUILDING COMPANY ENGRAVERS PRINTERS i]}) A FURNITURE CATALOGUES ahve aa STEEL STAMPING FOR STATIONERY STW Za GRAND RAPIDS MICHIGAN us = r Zar — f SRP ONE ND ee ARNE RISD 5 LETS RAIL AIH = 4 } ‘ : ® $ ; Se PBA GOS EAI PLE i] oe aa seating netlenaphie Ia ink opal ® ctt in aoa MICHIGAN TRADESMAN SDs, 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, Five dollars for three years, payable in advance. Canadian subscriptions, $3.04 per year in advance. No subscription accepted unless ac- companied by a sign 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, 6 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, January 1, 1908 "WARE THE NEVER-WAS-ER. Some famed actor—Wnm. Terriss, it is said-—once evolved the happy epi- gram: “It is better to be a Has-Been than a Never-Was-Er;” and Ellen Terry, gracefully naming the author, quoted it. Then Elbert Hubbard used it without credit, permitting those who did not know better to believe that Fra Elbertus invented the good thing. In the natural course of events there are and will be always the conventional number of Has-Beens, and no discredit whatever attaches to that rank, provided it is honestly as- sumed. But the great difficulty lies in the fact that a large number of Never-Was-Ers are continually try-. ing to assume the pose of the better class. And so as you are bending every effort in the conduct of your daily affairs, that at last you may at least be entitled fairly to rate as a Has- Been, take careful note of the ear- marks worn by the Never-Was-Er. He will come into your store with a look of doubt and pity and in an oracular way will tell you how he used to keep track of his stock so that at a minimum of shelf-wear and original outlay he carried a maximum of variety and’quality; he will volun- teer in patronizing fashion the full details as to his methods of display- ing his goods and the system he observed in winning patronage. In- cidentally, he will enquire if you do not find that electric lights are very expensive and will venture to com- miserate you on the butting in upon your trade by the mail order houses; he will express regret that the inter- urban roads are taking all your trade to “the city,” and is liable to wind up with: “Well, keepin’ store isn’t what it was twenty-five years ago.” And this last confession is worth considering. “Keeping store” isn’t, by very wide differences, what it was in 1882. The methods of buying and selling are changed, the aggregate of cash transactions is greater, store fix- tures are more convenient and attrac- tive, as are the methods of preparing all classes of merchandise for the consumers’ use. Telephones were not in 1882 as widespread in their service as at present, and such a thing as rural mail delivery was unknown. Twenty-five years ago there were less than ten miles of electric rail- way operating in Michigan, while the express and freight service by the steam railways at that time is not to be compared with what those car- riers provide at present. And, finally, the average merchant of to-day knows that he is obliged to “keep up with the procession” or his fate is sealed; whereas the merchant of the early eighties still fondled the hope that the traditions of his father and grandfather—also merchants— would answer. “And so, dear reader,” as the late T. S. Arthur was fond of observing in his works of fiction, “’Ware of the Never-Was-Er.” THE SAME OLD STORY. For a number of weeks, ante-dat- ing, perhaps, the National feast day and intensified by the Christmas hol- idays, an introspective review has been going on which conveys the idea that when the New Year comes in there is going to be a tremendous turning of new leaves, a sharp halt- calling and such a thorough-going re- form that the poor old world will not know itself. Here on the last day of the departing year is smoked the last cigar. Here goes the last drop of alcohol, no matter what the form of its development, Not an- other breath’ of profanity — shall shock the air. Here is the last bet and here is the last throw of the card that stands for it. As it was recently expressed: “Here’s good-by to the ‘dog-gone’ and a hearty ‘Hello!’ to the side of life worth living!” There can be no pleasanter reading than this. With the back to the dark and the bad and the face to the light and the good that glorifies it the fu- ture is going to take good care of itself and the wickedness of the past is to be only the cloud that enhances the splendor of the sunset. Into that golden Western sea, after a long and useful life, gladdened by the white light that comes alone from good deeds done, our lives shall fade “and all the world shall mourn for us!” The picture and the dream that goes with it, due to the last swallow, or the last puff, or the memories of the old home and the holy influences centering there, are common enough —too common, in fact, to mean any- thing. It is an old, old story, the old story repeated so many times for sO many years and always with the same result and always for the same good reason: because there is no real conviction of wickedness and so no real repentance. The man who has smoked his last cigar and taken his last drink on the last night of the year knows that he would be scared half to death if he were satisfied that either was his last; and there lies the foolishness of the whole ridicu- lous business. Men may thus sud- denly reform; but it is the excep- tion confirming the rule that they never do. Such sudden changes are not common in nature—certainly not when that nature is human, and the goodness so culminating is always the result of continued effort. The phrase is common that this or that man “awoke one morning to find himself famous;” but he knows, as all of us know, that it is only another in- stance of “He, while his companions slept, Was toiling upward in the night.” The opposite of this is equally true. The man arrested for stealing was not all at once a thief any more than the man who killed Governor Steunen- berg did so on the inspiration of the moment. “Between the acting of a dreadful thing and the first motion” there is much that happens, and the years that sometimes intervene be- tween the first thought and its cul- mination are made use of by the con- stant dallying with the growing sin. It makes no difference whether it is the black rascal dangling at the lamp-post or the victim of a beer- garden brawl, the merited punishment has come at last because it was merit- ed and because in the eyes of an out- raged Providence the seventy-times seven limit of forgiveness has been reached and passed. There is no denying that the dis- tance between the last glass on New Year’s eve, with the “swearing off” that follows, and the committing of a dreadful crime is great—too great even to point a moral here; but if the swearing off is to amount to any- thing and crime is to be prevented the sudden impulse that is sure to follow with the incoming of the New Year can never be depended upon. Regret, sorrow, grief—these are the prelimin- aries of reform. They never come at once and they never wait for the turning of the tide or the opening of the year. So the cigar, if it is to be really the last one, and the swallow is to be the very last, must be the re- sult of something more than an “I believe I will.” It remains to be said, however, that New Year resolutions as bad-habit breakers are not to be despised. They may be the beginning of the far-off and much-longed-for end, and even if that end be not in sight there is faith enough in the world to believe that some good must follow—does follow—the longing after better things, which thoughts of a happy past and a hope-brightened future are sure to engender, and so to include among the world’s best inheritances the old, old story of what we have made up our minds to do when Time on New Year’s day shall have turned the page that lies stainless before us. A ragman, who was gathering wornout clothing, purchased a pair of discarded trousers of a union man and remarked to the man of the house as he paid for the stuff he had bought: “TI see, sir, that you are about to lose your home on a mortgage.” “Guess you are right,” said the dis- couraged looking workman, “but will you tell me how the Sam Hill you found that out?” “Easy enough,” said the cheerful ragman, as he settled back on the seat of his peddling wagon, “I noticed that these old pants are completely played out, so far as the part of ’em you sat down on is concerned, but they show mighty little wear anywhere else.” When you write Tradesman adver- tisers be sure to mention that you saw the advertisement in the Trades- man. MUCH ADO ABOUT NOTHING. What about anything? How is your business to be affect- ed by the political row between Rear Admiral Brownson and Senator Hale, on the one hand, and Surgeon Gen- eral Rixey and the American Medi- cal Association on the other? Very little. You will observe that Rear Admiral Bob Evans: and the sixteen battle- ships, with the thousands of men un- der his command, have not changed their course and you will also bear in mind that the Presidential elec- tion is less than a year away. Our mutual friends, President Roosevelt, Uncle Joe Cannon, Frigid- ity Fairbanks, Gov. Hughes, John D. Rockefeller, J. Pierpont Morgan and others, are not talking very loudly or very earnestly on the subject, and you will find, if you take the trouble to investigate, that the bankers and the builders of railways and great industrial establishments are not throwing fits over the matter. About all there is to this tempest in a teapot is the fact that the Japanese army and navy taught the world va- rious valuable lessons in the caring of soldiers and sailors who were ex- pected to fight on call. And our up- to-date President is not so self con- ceited or so bigoted as to fail to utilize any good thing available, even although it comes from the little Brownies of Japan. With this fact established the rutty, kiln-dried Bu- reaucracy, over which Rear Admiral Brownson had control—the Bureau of Navigation or something—becomes nifty; its dignity and the © shore- leave-after-dinner luxuries are threat- ened. And then, too, the present is an opportune time to get even with someone. Congress is in session, naval appropriations are wanted, a President of the United States is to be elected and, besides, the Associat- ed Press must be fed with current news. The combination is “a corker!” What of it? Nothing. Our splendid fleet of warships will nose its way around the Horn and up the coast to the tune of state and municipal receptions such as_ this hemisphere has never before wit- nessed; our President will hold fast to his position in support of the doctors, if he is not in error, and if he finds that he is mistaken he is man enough to say so and apologize; a couple of national party conven- tions will be theld, a President will be elected, Rear Admiral Brownson ‘will be forgotten and people will be asking, “What is the name of that Surgeon General?” within a year from the present time. Meanwhile, the farmers will have delivered another bumper crop. of everything, the railroads will have ordered thousands of new cars, the wheels and dynamos and motors and the steam engines will be pushed to their limits, the merchants every- where will have, and at a profit, all they can do, the bankers will be serene and safe and the Associated Press will be “playing up” something current and unimportant. Some think they are firm in the faith who are only frozen in heart. MICHIGAN TRADESMAN 9 NEW THEORY OF EVOLUTION. In an article published in the Revue de Belgique, and reproduced in a con- densed form in the current number of the American Review of Reviews, M. Goblet d’Aviella, after remarking that no one who has followed the move- ment of religious thought during the last fifty years can have failed to note that a great change has taken place in men’s attitude toward relig- ion, adds: “I do not refer to the reaction which has thrown the ruling orders, in their fear of Socialism, in- to the arms of intrinsically conserva- tive institutions, but to the position which men of enlightenment, litera- teurs, savants, sociologists, and oft- en political men have taken up as regards religion and its value to man- kind.” After referring to the investi- gation made this year by the Mer- cure de France among the illuminati of the world, and after citing the opinions expressed by the 141 well- known men mentioned in the _ list made out by that periodical, M. d’Al- viella finds the cause of this return to religion, to study it as a quasi- scientific emanation, “in the progress of science itself, which admits that it is powerless to furnish us with an ex- planation of the mystery of life. Even the boldest scientific thinkers admit that the theory of the universe re- poses on one act of faith, namely, the undemonstrable affirmation that noth- ing can either create itself or be lost, although there is a growing school of physicists which declares that energy is dissipated in ether, and which doubts the tenets once universally prevalent as to the _ indestructible atom.” The reaction noticed here has no doubt resulted in great part from the failure of Herbert Spencer’s mechani- cal philosophy of evolution to satisfy the minds of thoughtful men as an explanation of the great facts of na- ture end of human history, and from the growing disposition of the scien- tific world to reject the Darwinian theory of the origin of species. Pro- fessor von Hartmann, for example, is reported to have said: “In the first decade of the twentieth century it has become apparent that the days of Darwinism are numbered * * * * among its latest opponents are such savants as Elmer, Gustav Wolf, De Vries, Hookcke, Von Wellstein, Fleischmann, Reinske, and many others. Similarly Professor Fleisch- mann maintains that the Darwinian theory of descent has not a single fact to confirm it in the realm of nature, that it is not the result of scientific research, but purely the product of the imagination.” Scientific men still, for the most part, believe that different species of plants and animals have become what they are now in increasing numbers inclined to reject the doctrine of “natural se- lection.” The disposition at present is to refer new species to an innate tendency in all organisms to adapt themselves to their environment, or, as it has been more precisely put, “to a responsive power residing in pro- toplasm and the nucleus, which at once set to work to construct tissues in adjustment to the influences. of any changed environments.” This general rule is demonstrated, its ex- pounders claim, by the actual proce- dure of nature, and by experiment, whereas Wallace—sharing with Dar- win whatever credit is due to the original enunciation of the doctrine of natural selection—says: “It is, of course, admitted that direct proof of the action of natural selection is wanting.” Darwin describes the ac- tion of natural selection as follows: “Let the external conditions of a country alter * * * such changes of external conditions would, from acting on the reproductive system, probably cause the organization of those beings which were most affect- ed to become, as under domestica- tion, plastic. Now, can it be doubted, from the struggle each individual has to obtain subsistence, that any mi- nute variation in structure, habits, or instincts, adapting that individual better to the new conditions, would tell upon its vigor and health? In the struggle it would have a better chance of surviving; and those of its off- spring which inherited the variation, be it ever so slight, would also have a better chance.” It will be observed that according to this statement nat- ural selection is determined by indi- vidual differences of an _ inheritable sort, whereas the new school holds that entire species, not individuals merely, undergo changes of form in response to external influences. M. Constantin, for instance, says: “We are led to think, so to say, invinci- bly, that one can only explain the general characters of Arctic plants by adaptation—e. g. if all Arctic plants are perennial, it is because they live near the pole. It is the condi- tions of life which have created this hereditary character.” A perfectly consistent evolutionist of the school of Darwin regards all vital power and all mental power as the product of evolution, and can not admit that there is anything in plant, or animal, or in man that does not exist potentially in crude matter and physical force. A very different view is open to the adherents of the new school. There is evidence of design, of purposeful power, in the simplest organism, and in the inexhaustible plasticity and adaptativeness of pro- toplasm, the physical basis of life. Life, something quite distinct from that basis, goes where a due prepara- tion has been made for its uplifting activity. Lord Kelvin, who died the other day, offended some eminent biologists by asserting a conviction that a vital principle, or vital power, existed in all organisms—a power es- sentially different from any force, or form of energy, at work in the in- crganic kingdom. The public was admonished by that great scientist’s virulent critics that he was not known to the learned world as a bi- ologist, and that his opinion was therefore not very valuable where any question of the explanation of vital phenomena was concerned. But while biology leaves the mystery of life wholly unrevealed, its professors can not be permitted to silence other men of science when they venture to de- clare an opinion like that. expressed: to believe that life, distinct from matter, enters into matter that has been prepared for it, and that mental life is perhaps an expression of a higher degree of that form of that power. This conception of nature and humanity is compatible with faith ina Supreme Being who is gradually perfecting the universe over which he reigns. The living thing becomes conscious, and later on begins to think, when it has been fashioned into a fit instrument for mind. Well, it may be said that all this is theory, too. Certainly; but theory against theory, which is the more _ philo- sophic, the more credible. Language is an evolution, and so are alphabeti- cal writing, arithmetical notation, commerce and monetary circulation, civil government and law, and so on through all the institutions that are indispensable to modern civilization. But all these things are the products of mind, and mind looms up more and more as the one great factor of evolution wherever the fact of evolu- tion can be demonstrated. If the brain in the human skull is an evo- lution, it has been evolved, brought to its present serviceableness, by mind using it. THE HASTE TO BE RICH. While we are censuring those who have overstrained credit in_ great ways, and who by excess of specula- tion brought on the recent bankers’ panic, let us not forget that the gen- eral extravagance of the people, in their ways of living, was a contribu- tory cause. And a powerful one. All felt they were growing rich fast —all felt that way who had any cred- it, or who could get it. Their prop- erty and their prospects were improv- ing so rapidly they felt they could indulge their hope of getting rich. So they made investments—some in one direction and some in another. An attendant consequence was extrava- gance in living. The old furniture was sold and modern furniture was substi- tuted. There were finer weddings. The evening parties became what the French call “en regle”’ and “recher- che.” On dress there was splendid expenditure. The table ware had to be the finest. Nobody could go about in old clothes or in clothes of old cut or of old material. Most people earn- ed some money, but they had credit beyond their earnings. Growth of values in city lots, and expectation of growth of values in farm lands and timber lands and mines to be de- veloped, and herds and flocks yet to be brought into being, and in stocks and bonds to be supported by the labor of others—you will observe the man who was getting rich fastest wasn’t working much himself, but had access to the easy money deposited in the banks by people of thrift— satisfied everybody for a time; but, again, as always heretofore, the foun- dation was giddy and unsure. The tax assessor, also, caught the fever. Why shouldn’t he? It was in the air. He doubled, trebled, quadrupled and quintupled the value of all property rapidly. Government in all its branch- es, municipal, county and_ state, caught the new spirit of quick and easy riches. But after a while some- body began to doubt, and soon com- municated the doubt to his neighbor. This unlimited prosperity was to be measured in limited money. Strange it hadn’t been thought of sooner. But the spirit of the times makes a peo- ple, as a people is made by the spirit of the times. It goes on finely for a time, until pessimism tells you, and makes you hear it, that you must work for what you get. Then there is a panic, and we begin to find again, perhaps for the thousandth time, that we are treading on air and are but the moving pictures of a show. It is true, and too true, that a mul- titude of honest, frugal, hard-work- ing people are the dupes of this busi- ness. They apply themselves with in- tense earnestness to humble industry. They practice self-denial and save every dollar, and even every dime, they can. The multitude of them is so great that the sum of their savings is immense. Wishing their savings to be secure, and at the same time to be earning something, they yield to the offers and accept the promises of persons who engage to hold their money and pay them a return upon it. Usually these offers and promises are associated wih the names of men believed or known to be responsible: but often there is found to be a juggle in it, and the men supposed to be re- sponsible, on the full disclosure of af- fairs, are not there. . This happens over and over, in every community. Every Michigan city has ‘had lessons of the kind, lessons written in losses followed by tears and want and des- titution—losses never made good. How many more lessons of the kind will be necessary here? We trust not many more. This whole scheme of things has a tendency to separate wealth from those who earn it, and to bestow it on those who actually earn nothing. The remedy is with the humble work- ers, with them alone. have money which they wish to be safely kept they should be careful how they entrust it to those who are most eager to get it and willing te pay most for it. Men of this sort have nothing of their own to lose; and, of course, are willing to take all chances with the money of others. Safe borrowing and safe lending de- pends on character, as well as on tangible security. Banking especially is character. There are sound mer- cantile banks and sound savings banks. It requires little discernment, when you come to select those with which you are to deal. It is excel- lent to do your own business so far as you can. The industrious person or family will often have money to invest. Better put it into land ana wait slow growth, or into bonds that pay very small interest, yet for that reason are sure, than to entrust it to those who promise large returns yet use the money for plunges into spec- ulation. All the interests of a pro- gressive society are best cared for when the money earned is kept in the hands of the earners. We have steady growth then, and sure; few abortive undertakings, and escape the recurrence of financial disaster. When a pessimist expects to be disappointed he is disappointed if he isn’t. When they — Ai aoe asnahaa Leagan ne samp eign 2 AR A i RRR SRI ASI At BR CBE ES: seoabatetbin t 10 MICHIGAN TRADESMAN PRACTICAL EDUCATION. How Our Schools Could Be Made More Efficient. W. P. Johnson, Superintendent of public schools at Hannibal, Mo., asks to be put into’ communication with the managers of textile mills who are willing to furnish him finished and partially finished samples of their goods to be used as object lessons for his pupils, in order that they may un- derstand the different processes of the manufacture of cloth. He has intro- duced a novel, attractive and practi- cal form of instruction, which may be imitated with profit by other schools. His idea is to inject vitality into the daily lessons of the children; to as- sociate the information derived from school books with actual facts; to en- liven the geography, the arithmetic, the grammar and the history with practical illustrations, as in a kinder- garten. To illustrate, he has taken a letter published in these columns on the 2oth of August last, describing the mills of the American Printing Com- pany of Fall River, Mass., and has used it as a lesson for the pupils of the public schools of Hannibal, illus- trated by samples furnished by F. B. Failey, manager of those mills. He has written to the managers of other mills producing a variety of textiles, such as Collins, Aikman & Co., who manufacture plush, brocades and sim- ilar upholstery fabrics, at Manayunk, Pa., and they have furnished him with full lines of samples showing the dif- ferent stages of the processes by which their particular goods are made. He is anxious to receive all the infor- mation and samples he can obtain" from other manufacturers of textile fabrics. In describing his methods of instruction Mr. Johnson says: “I gathered all the facts from your letter concerning Fall River, geo- graphical, topographical; the size of the factories, the number of opera- tives employed, wages, hours of em- ployment, nationality, educational and social advantages, raw materials, mar- kets, etc. I taught the children from it geography, with Fall River as the center and its bearings relative to - Boston, Hartford, New York, Chica- go, New Orleans; the routes of trans- portation by which the raw material was brought to the mills and by which the finished products were shipped to the various markets. This involved the great problem of trans- portation, freight rates and passenger rates, and railway time tables were freely used, arousing impulses and furnishing that kind of knowledge which ought to be in our text-books, where it could be correlated with geography and history. And it is in- teresting not to children alone, but to adults as well. “The samples showed materials which are wrought into fifty various kinds of wearing apparel. That led to a consideration of the relative ad- vantage of the different kinds, pat- terncutting, garment making, sew- ing, the passion for styles, the evils of extravagance, the benefits of econ- and other twentieth century problems. By this form of study the children can get a clear, natural con- ception of the different manufactur- omy ing industries and their bearings upon every-day life. “I propose to take up foodstuffs next and treat that subject in the same manner, keeping constantly in view the impulses, and work along the line of the human qualities. and not the mere mental possession of facts. Character is the glow one feels in his work and culture flows from industrialism. T believe that the whole scheme of education should be to arouse impulses and to awaken thought. One’s life should be a pe- riod of continual discovery. This doctrine, you readily see, shifts. the activities of childhood, partially at least, from the musty past to the living present. Show me a successful business man and I will point to one whose life has been a period of con- tinual discovery. “Carroll D. Wright has demon- strated that over 90 per cent. of the pupils in our public schools drop out before they reach the high school. This is a pretty strong indictment against prevailing tendencies in edu- cational affairs. The reason is not far to seek. The average course of study reads like an obituary and an average recitation sounds like a cry for lost souls. Educators have plan- ned the cemetery at the wrong end of the course of study. Let educa- tors try for a while to place initiative and introspection at the beginning of the course of study and let medita- tion and retrospection come later. There is nothing complex about the training of children if people would only let them proceed through the aetural and normal proccmwfmfdy] natural and normal processes. “T have often wondered if right around us are not all the influences necessary in the normal training of childhood, and I have _ attempted, with varying success, to bring them into the school room, to place _ be- fore the vision of the child a few of the humanities, to articulate the mo- notonous school function with life. “When I was teaching in Carroll. Towa, we organized a ‘Producers’ Club’ among the school schildren for vacation work. The boys did gar- dening and we aimed in other ways to consume daily that store of vital energy which otherwise would have been wasted. They took care of the lawns, they cleaned up the back yards, they cleaned up the alleys in Carroll, they raised chickens and vegetables, and they got not only the proceeds from the sale of their products, which was an incentive to keep them at work, but we fastened upon them the industrial habit, which is of far more importance. Many of our boys and girls now have individ- ual bank accounts and do business at the cashier’s window the same as any business man. The manual train- ing and the formation of these hab- its of industry were entirely outside of school hours, and the work was not compulsory. That fact gave it a relish and removed all the offensive- ness of discipline. Every day every child will expend a certain amount of vital energy, and it is the fault of the parents or theteacher if it is wasted or misdirected. Habits of idleness and habits of industry are always striving to master a_ child, and one is about as easily managed as another. Stir the self-activity of boys and girls into the right direc- tion and I am satisfied that good re- sults will always follow. “IT have been much impressed with the nonutilitarian tendency in educa- tion. I have seen so much time wasted and the instincts of children diverted and dulled by useless study and uninteresting instruction, I have seen hundreds of children go out of the public schools with no expres- sion of strength whatever, yet when they came into them they had ideas and some to spare. I have’ seen these same boys and girls in life vol- unteering to assume the awful re- sponsibilities of parenthood with no conception of what they mean. I have seen them training children of their own, principally on the streets. I have listened to the wail of these same mothers when they have heard police courts pronounce sentences up- on their boys, and I have wondered a thousand times if there is not some- thing better to feed school children on than the woodenness of text- books. I have come to the conclu- sion after this experience and ob- servation that the education of the child as a process should be derived, so far as possible, from the actual and normal experiences of life, and that their school instruction should not be entirely divorced from practical and ordinary industry. “Industry, economy and education should go together. In driving over this country I have seen thousands of dollars’ worth of farm machinery, plows, wagons, binders and_ thresh- ers exposed to the elements and eat- en up by rust within sight of a school building where some little urchin was being punished because he could not do a sum in mental arithmetic or parse a sentence in grammar or re- cite the names of the Presidents or tell where the Yang-tse River is lo- cated on the map. I have seen young girls make themselves slaves to fash- ion and suffer mortification because their last year’s winter wraps were not good enough for them, although they were in almost perfect condi- tion and their parents were not able to buy new ones. They might have been taught different ideas in school; they might have been taught the ad- vantages of such economy. I have watched with interest the develop- ment of the taste and the vanity of young women and have seen the ex- traordinary wastefulness of the Amer- ican people, which was entirely use- less and did no good to anyone. “This national fault was impressed upon me in a way I shall never for- get by an educated Chinaman with whom I had a conversation a few years ago. He said: ‘Young man, while your ancestors were living in 1907 Glide Automobile forsale. Fine condition, 34 Dunlop tires, eost $800. Best offer over $300 takes it. E. H. DAVIS, Evart, Mich. MAYER Martha Washington Comfort Shoes hold the trade are rectified—yes, and often prevented—by the use of the telephone. No business man can af- ford to be without one. “Use the Bell” WORDEN (GROCER COMPANY Grand Rapids, Mich. The Prompt Shippers Strangers Only is a nice house to ship to. Need to Be Told That L. 0. SNEDECOR & SON (Egg Receivers), New York 4 They candle for the retail trade so are in a position to judge accurately the value of your small shipments of fresh collections. = ee cS ' « paecimeieeenee SP en Sut ] j y MICHIGAN TRADESMAN 11 caves and were clothed with skins, mine were computing the distances from star to star. We are a people whose history dates back to antiqui- ty. It took us a very long time to learn our lesson, but we now wear a garb that does not change; we have a diet which has been adopted by the experience of ages, and to-day 400,000,000 Chinese live on much less than is annually wasted by the Amer- ican people.’ “T do not advocate the adoption of either the diet or the custom of the Chinese; yet I am satisfied: that the remark of my friend contains the germ of a doctrine that educators ought to incorporate into the instruc- tion of every public school, and that is the doctrine of correct living, the application of economy, a compari- son of values and other actualities of life that underlie the intense struggle of mankind throughout our country. “Tt is of importance that a child should know how the cloth has been manufactured from which his clothes are made, and the comparative amount of nourishment contained in the food it eats. These facts can be fastened in the youthful mind, and such instruction can be made attrac- tive by introducing illustrations in the form of samples from the mills which supply the markets in which we buy. That is what I am trying to do, and as we are studying the mate- rial and the processes we can learn other important facts relating to the industry they represent.”—William E. Curtis in Chicago Record-Herald. ——__+-+.—_____ Special Features of the Grocery and Produce Trade. Special Correspondence. New York, Dec. 28—The pinch of hard times is showing more and more in the increasing number of applicants at municipal lodging hous- es and in the number of such who are flocking hither from the country. It is the worst place in the world just now to get a “job,” but the army of unemployed seems to think if they reach New York they are all right. The Associated Hebrew Char- ities have had to close their offices, owing to lack of funds, and there are 650,000 of the race in this city. Rents in the tenement districts have in- creased 20 per cent. within a year and have doubled within five years. There is a mighty protest, but “what are you going to do about it?” is a question the landlords ask with com- posure. On the other hand, the “other half” lives in great shape, and it is said that seats in some restaurants have sold for as much as $50 to individuals who will gather there to watch the old year out. Money? There is “gobs” of it here, but it is not divided to suit all tastes. The general markets are somewhat listless. Coffee, especially, has had a quiet time and the speculative ele- ment has seen a decline of about 5 points. Jobbers have had simply an ordinary volume of business and lit- tle, if any, change is to be noted in quotations. Rio No. 7 is worth 6@ 6%&c. In store and afloat there are 3.790,386 bags, against 4,011,052 bags at the same time last year. Mild grades have been quiet, but there is a firm feeling and holders look for better business after the turn of the year. In the sugar market there has al- ready been considerable enquiry for next month and holders look forward with much confidence. At the mo- ment there is hardly anything trans- piring except small withdrawals un- der previous contract. The tea market is steadily gaining, and while orders are not for large lines there is a constant number of orders coming in, and in the aggre- gate the amount is quite satisfactory. As has been the case for a good while, the demand is very largely for low grade Formosas and Congous, but there is also widening enquiry for the better sorts. The demand for rice has simply been for small lots to repair broken assortments. Dealers are confident and quotations are well sustained. Supplies here are not especially large, but there is enough to meet all re- quirements. Prime to choice domes- tic, 544@6%c. Spices are about the dullest goods on the list Trading is of the small- est and there is no enquiry as to the future, as is the case with some other staples. Molasses is firm, but the volume of trade is not large. Quotations show not an atom of variation, good to prime centrifugal being held at 22@ 30c. Syrups are in better request at former rates. Canned goods are “in the dumps.” Not for a long time has such abso- lute quietude prevailed, and this is true of almost every thing on the list. The general quotation for Mary- land tomatoes, 3s, is 82%c, although an occasional sale is reported at 8oc. Peas are utterly neglected and the quotation is about 90c for Early Junes. Butter is quiet. Almost all the de- mand is for top grades, and such are quoted at 30c; extras, 29@29%c; held stock, specials, 28c; Western imita- tion creamery, 20@21c; Western fac- tory, 181%4@20c; process, 21@23c. Cheese is without appreciable change and full cream is still quoted at 1534c. Stocks are moderate in size. : A decline of 25 per cent in the price of fresh-gathered eggs is a_ great event. Such are now quotable at 34 @36c; Western fresh-gathered extras, 26c; extra firsts, 25c; refrigerator, 17 @19¢. —_—— o-oo Best He Could Do. It was his first circuit, and, more- over, he had to defend his first client, who was a better known than re- spected burglar. In an interval he approached a veteran member of the bar and sought for advice. “And how long do you think I ought to make my speech to the jury, sir?’ he finished up. “T should say about an hour,” said the old hand. “An hour! Why, I thought ten minutes would be ample! Why so long?” “Well,” said his adviser, “you see, they can’t sentence him until you're finished, and the longer you talk the longer he will be out of jail!” Call For the Tenth Annual Con- vention. Port Huron, Dec. 31—The tenth annual convention of the Retail Gro- cers and General Merchants’ Asso- ciation of Michigan will be held at Jackson, on Tuesday, Wednesday and Thursday,. February 4, 5 and 6, 1908, and a cordial invitation is here- by extended to you to be present at this meeting. From present indica- tions, we will witness a new record in the matter of attendance, for in- terest in the affairs of the Associa- tion has spread to practically al parts of the State. An unusually attractive has been prepared, included in which are some important questions, which includes discussions on a number of business propositions 4n which we are all interested, and delegates should come prepared to do their share toward securing a satisfactory settlement of these questions. Soap club schemes, box car merchants, peddlers, parcels post, mail business, mutual fire insurance for the merchant are only a few of the subjects which will come before the meeting. The Jackson grocers have been| working for several months to pro- vide a series of entertainments for the delegates and visiting members program | order | and all who attend are assured of having an _ exceedingly interesting and profitable three days’ session. The basis of representation will be one delegate for every dollar paia into the Association aS per capita tax by local associations, while each individual member in unorganized cities is entitled to a seat upon pay- ment of $1. Since the 2 cent rate law went into effect, mo special convention rates are made by the railroads, but the present rate of 2 cents a mile makes \it as cheap as when we formerly re- ;ceived a rate of a fare and a third. W. H. Porter, Secretary of the Jackson Retail Grocers’ Association, will be glad to arrange for your ho- tel accommodation and you are re- quested also to notify the State As- sociation of the names and number of delegates who will attend the con- vention from your city. J. ¥. Percival, Sec y. An Oklahoma girl advertised for a husband, and got him. The total ex- pense for advertising, wedding out- fit, etc., was $11. He died within a year, leaving her an insurance policy lof $10,000. And yet some _ people lclaim that it doesn’t pay to advertise. aero pnp pee earn Getting on to the ropes of trick- ery ends in getting into them. Prosperous New Wich an abiding confidence in the financial stability of the best country the sun shines upon, and sanguine that there’s a year’s good business ahead for all, we wish the trade a 1908 finds our books well filled with orders for early shipments of the finest 5c cigar rolled today— The Ben Hur and Happy Year GUSTAV A. MOEBS & CO. Makers Detroit, Mich. BEN-HUR CIGAR WoRDEN GROCER COMPANY Wholesale Distributors for Western Michigan MADE ON HONOR SOLD ON MERIT eres 2 Aaa 22ST ORRIN peters Oooh wen nang aire ReRESaiarRaRNIT I ERC HeRN in 12 MICHIGAN TRADESMAN A BARGAIN-SALE HOME. Anything Half Done Is Never Worth While. Written for the Tradesman. “Yes, indeed,” said the clothier, “the place looks mighty fit in June, with the roses getting ripe, and the| bees in bloom, and the trees in the orchard standing like sheeted ghosts in a row because of the anti-scale treatment.” The shoe man put his hands in his pockets and walked out to the front door. He had heard all about that place just over the city line many and many a time. “T don’t remember just now,” con- tinued the clothier, “whether I sprayed the orchard twelve or fifteen times last summer, but I do remem- ber that the Bordeaux mixture, or the lime-and-sulphur baths, or the Paris green, or something, caused the trees to resemble objects that used to ap- pear before my youthful eyes with white things over their heads.” “It strikes me that a place like that ought to be mighty fit at any old time.” This from the cigar-store man, who lives in a flat and hankers for the sweet and healthful breezes blowing over the hills, just like Major Ozone of the comic newspaper supplements. That is, he pines for the invigorat- ing, germ-destroying air of the morn- ing until it is time to get a move on and push the beautiful snow off the sidewalk, and tunnel around to the back porch. Then he has business at the store, important business, and goes off down town followed by the reproachful glances of his wife. “It is mighty fit at any time,” re- plied the clothier, “if you seek that sort of life. Just now I’d sell out at quarter-off rates. I feel like getting down town, where things come handy.” The shoe man came back to the radiator and suggested: “Come handy? Look outside and see how much better things are in town.” Out in the street men were excavat- ing for a street car track which had been noticed there just before the storm, and linemen were ascending into the blue sky on poles to find out what was the matter with the wires. Great drifts of snow lay heap- ed in the gutters, and they were grow- ing faster than any gang of laborers could cart the snow off to the river. “That will be all right in a little while,” replied the clothier. “Besides, one can get around, even now, and buy things, if he has the price. Now, out at my beautiful villa, if you for- get to take something home for breakfast, you fast until you get down town, because the nearest trading point is two blessed miles away, and the snow is so deep that you leave the impression of your new haircut in the drifts as you meander through the level pasture fields. “Yes, indeedy, the scenery out there looks like the picture in the third reader of Dr Kane’s Arctic resi- dences, only there are no bears in the background. If you fellows want a sweet old summer time under the shade of the orchard, you negotiate with me. I’ve wearied of the sweet lush grass and the birds. The grass |takes the shine off your shoes, and the ibirds wake you up quarreling over | the division of plunder from your | Cherry trees. The trouble is that I 'didn’t rig the place out right. I didn’t |have the price. There’s no use of go- ling off half-cocked on a_ suburban home. Anything you half do is not ‘worth while.” | “You might put a nice hot water iswimming pool in the orchard, and 'a steam-heated, canopied walk to the city,’ suggested the shoe man. “Is there any way you can cross a kitchen range, a red-headed servant, and a peach tree so that you can go out in ithe dewy morning and pick canned fruit off the trees? The trouble with you is that you want Waldorf-Astoria conveniences mixed with the pure delights of farm life.” “The neighbors come in the morn- ing and clean a path, thirty rods of it, from the house to the car track,” continued the clothier. “I manage to do the shovel stunt around the house. It makes me think of the days when I was a pirate out near Bellevue, in old Eaton county, and dug caves in the side hills, only the caves stayed dug, whiie the tunnels I make in the beautiful snow shift about, and drift and fill, and move over the landscape in the sweet breath of the breeze like a new map of Europe in the imagina- tion of a war correspondent from Bat- tle Creek, Michigan. “When the neighbor’s hired man has the way to civilization open, the street cars get paralysis, or take some disease of the circulatory system, and stop running. Mighty fine transpor- tation system out there The com- pany waits to see if it is going to snow some more, and, if the signs are favorable, they put about four low-browed men to disinterring the track.” “You ought to promote a line of palace cars, with sleepers, buffet, and all that,” observed the cigar man. “Then you could ship your stuff into town with the blush of youth still on the potatoes.” “Tf you lived out there,” responded the clothier, “you’d keep the street car track in serviceable condition by tucking it up by the coal stove nights, or putting your overcoat over it.” “Anyway, said the shoe man, “there’s no exercise so good as walk- ing.” “Put that advice in your advertise- ments, at four cents the agate line,” responded the clothier.” “Tt ought to read, ‘There’s no exer- cise so good for the bank account of the shoe man as walking,’” added the cigar man. “This is no department of humor,” began the clothier. “This is the real thing. A lot of merchants have gone into the suburban villa game since the ‘Up-the-Hudson’ craze opened up, and most of them are taking their punishment right now. For a few weeks in the year it is all right to drive out home in a public convey- ance, with the long shadows of the trees weaving figures on the scenery, but there’s a good many months when it is better to have one steam- heated furnished room than all the ozone you can pile into a farm just across the city line. “The trouble is that merchants lay their plans in the glad summer time, when there is little need of radiators, or gas jets, or electric lights. They want to live the simple life. They do for a time, but when the winter comes they find out that they Fave only about half done the rural home rack- et. Anything half done isn’t worth while. I don’t care whether it is a mess of greens or a company organ- ized to float the natural debt. If it is only half done it is worse than use- less.” “We begin to feel cheerful when we think you are half done,” cut in the cigar man. “T’m talking to you for your own good,” said the clothier. “I’ve heard both of you talking about suburban homes, nibbling at the alluring bait of the real estate man. If you ever buy a home out by the hills, with a babbling brook winding through the orchard, you just put a lid on the babbling stream and make a sewer of it, sO you can put modern conve- niences into the house. Get some- where within reach of an electric line, so you won’t have to go poking about your rural palace with a greasy old kerosene lamp in your hand. Put in steam heat, so you won’t have to live in one room or spend all your time prescribing for fires. These se- cluded nooks are all right on a hot afternoon, but they give you horri- ble dreams in winter. If you will go out into the open country, don’t half do it.” “You said something like that be- fore,” observed the shoe man. “Twice before,” added the man. “All right I'd like to make a song of it and sing it to every man, woman and child in the world. Don’t half do anything. How would it answer to have some tickets printed and put my place up at a lottery before another winter?” “Uncle Sam would be after you.” “Oh, he would? Well, Uncle Sam has been after me now. The post- man out our way is the President himself. If you don’t keep the snow away from the mail box you won’t get any mail. Mighty funny how important a fellow gets as soon as he puts on a uniform. This chap can send his horse through drifts up to his belly out on the country roads, but he’s got to have a smooth spot around the mail boxes. I guess he’s the boss, and can have things his own way, until some crank gets sore and puts up a big kick. I’m thinking of laying Brussels carpet around the mail box so the horse won’t get his feet soiled. But about this lottery? How would it do to—” “Suppose some of your should draw the place?” “That would be rotten,” meditated the clothier. “I haven’t a friend I’d want to serve such a trick as that. I’d like to saw it off on the fellow that made me a Christmas present of a box of sawdust cigars.” “T’ll play you a game of seven-up for it,” suggested the cigar man. “T’ll throw you the dice,” said the clothier, “to see who goes out there cigar friends to-night and shovels off forty rods of path. The path is always full of snow whether it snows or not. The wind always blows out there. Say, if you fellows want a rural home, I’ll take my pay in trade. I haven’t got $5,000 to make the place habitable, and so I’ll swing it off on some one who has. The beautiful villa is one of those ‘good enough’ places—not half done—and you know my senti- ments on the subject.” Alfred B. Tozer. —_—__*-2 2___- Michigan Hide Dealers Organize. About twenty-five hide dealers of Michigan recently held a meeting at Grand Rapids and formed the Michi- gan Hide Dealers’ Association. Offi- cers were elected as follows: President—G. W. Ziegler, Lansing. Secretary—Wm. D. Batt, Grand Rapids. Treasurer—S. A. Rosenberg, Bay City. A set of five rules was drawn up, which the members agreed to abide by on and after Jan. 1, 1908: 1. Abolish buying hides flat, which means No. 1 hides must be free of grubs, cuts, brands, hair slipped and properly taken off. All No. 2s must be bought one cent per pound less. All bulls shall be bought on the same classification. 2. All cut throats three apiece besides tare. 3. All hides must be free of tail- bones, sinews, headmeat and all other foreign substance. 4. No hides shall be bought on less than one pound tare. 5. No manure hides taken for less than three pounds besides regular tare: Attention is called to the fact that if butchers were to deliver hides to dealers free of cuts, scores and for- eign substances and in as good con- dition as dealers are compelled to deliver them to tanners better prices could be obtained by the butchers and at the same time dealers would be taking less risk. It is alleged that the rules drawn up by this new or- ganization will, if enforced, be as bene- ficial to the butchers as to the deal- ers. It is said that throughout Mich- igan from 10 to I5 per cent. of all the hides received by dealers are No. 2, and this percentage is almost en- tirely caused by carelessness on the part of butchers. —_———_2. Her Antidote. A Washington doctor was recently called to his telephone by a_ negro woman formerly in the service of his wife. In great agitation the darky ad- vised the physician that her youngest child was in a bad way. “What seems to be the asked the physician. “Doc, she done swallowed a whole bottle of ink.” “T’ll be over there in a short while to see her,” said the medico. “In the meantime have you done anything for her?” “I done give her three pieces o’ blottin’ paper, Doc,” said the negress, doubtfully. pounds trouble?” ———_---s—___. Cupid and women sometimes feign a blindness that passes for the real thing. 5 e 4 ‘ MICHIGAN TRADESMAN 13 Perpetual Half Fare | rade Excursions To Grand Rapids, Mich. Good Every Day in the Week The firms and corporations named below, Members of the Grand Rapids Board of Trade, have established permanent Every Day Trade Excursionsto Grand Rapids and will reimburse Merchants visiting this city and making purchases aggregating the amount hereinafter stated one-half the amount of their railroad fare. All that is necessary for any merchant making purchases of any of the firms named is to request a statement of the amount of his purchases in each place where such purchases are made, and if the total amount of same is as stated below the Secretary of the Grand Rapids Board of Trade, Board of * Trade Building, 97-99 Pearl St., will pay back in cash to such person one-half actual railroad fare. Amount of Purchases Required If living within 50 miles purchases made from any member of the following firms aggregate at least................ $100 mS 00 If living within 75 miles and over 50, purchases made from any of the following ems aggrepate .................. 150 00 If living within too miles and over 75, purchases made from any of the following firms aggregate ......... ~«ees 200 O80 If living within 125 miles and over 100, purchases made from any of the following firms aggreeate ,...............-. 250 00 If living within 150 miles and over 125, purchases made from any of the following firms aggregate ........ ......... 300 00 If living within 175 miles and over 150, purchases made from any of the following firms aggregate .................. 350 00 If living within 200 miles and over 175, purchases made from any of the following firms aggregate .................. 400 00 If living within 225 miles and over 200, purchases made from any of the following firms aggregate .............. <<: 450 06 If living within 250 miles and over 225, purchases made from any of the following firms aggregate .................. 500 00 Read Carefu ly the Names as purchases made of any other firms will not count toward the amount of purchases required. Ask for ‘‘Purchaser’s Certificate’ as soon as you are through buying in each place. ART GLASS COMMISSION—FRUITS, BUT- ; ae — wae Nee i i TER, EGGS, ETC, Clark-Rutka-Weaver 0. Doring Art Glass Studio. Bradford. & Co. Foster, Stevens & Co. W. P. Canaan AUTOMOBILES C. D. Crittenden Adams & Hart Richmond, Jarvis Co. BAKERS Hill Bakery National Biscuit Co. A. M. Scott Bakery BELTING AND MILL SUP- PLIES F. Raniville Studley & Barclay BICYCLES AND SPORTING GOODS W. B. Jarvis CO., Ltd. BOOKS, STATIONERY AND PAPER Edwards-Hine Co, Grand Rapids Stationery Co. Mills Paper Co. M. B. & W. Paper Co. * BREWERS Grand Rapids Brewing Co. CARPET SWEEPERS Bissell Carpet Sweeper Co. CEMENT, LIME AND COAL S. P. Bennett Fuel & Ice Co. A. B. Knowlson 8. A. Morman & Co. CIGARS AND TOBACCO Woodhouse Co. CIGAR MANUFACTURERS G. J. Johnson Cigar Co. Geo. H. Seymour & Co. CLOTHING AND KNIT GOODS Clapp Clothing Co. Ideal Clothing Co. J. G. Doan E. E. Hewitt Yuille-Zemurray Co, CONFECTIONERS A. E. Brooks & Co. Putnam Factory Nat’! Candy Co. CROCKERY, HOUSE FUR- NISHINGS ” Leonard Crockery Co. G. R. Notion & Crockery Co. DRUGS AND DRUG _ SUN- DRIES Hazeltine & Perkins Drug Co. DRY GOODS Grand Rapids Dry Goods Co. P, Steketee & Sons ELECTRIC SUPPLIES Lewis Electric Co. Lynch & Ball Co. M. B. Wheeler Co. FLAVORING EXTRACTS AND PERFUMES Jennings Manufacturing Co. GAS ENGINES Lynch & Ball Co. GRAIN, FLOUR AND FEED G. R. Grain & Milling Co. Valley City Milling Co. Voigt Milling Co. Wykes & Co. GROCERS Judson Grocer Co. Lemon & Wheeler Co. Musselman Grocer Co, Worden Grocer Co. HEARSES AND AMBULANCE Michigan Hearse & Carriage Co: HOT WATER—STEAM AND BATH HEATERS Rapid Heater Co. : ICE CREAM Kelley Ice Cream Co. LOOSE LEAF GOODS AND MANUFACTURING STATIONERS Edwards-Hine Co. MEATS, FISH, OYSTERS & FANCY GROCERIES. Dettenthaler Market MEN’S FURNISHINGS. Otto Weber Co. MILLINERY Corl, Knott & Co. MUSIC AND MUSICAL IN- STRUMENTS Julius A. J. Friedrich OILS Standard Oil Co. PAINTS, OILS AND GLASS V. C. Glass & Paint Co. Harvey & Seymour Co. Heystek & Canfied Co. Pittsburg Plate Glass Co. PIPE, PUMPS, HEATING AND MILL SUPPLIES Grand Rapids Supply Co. SHOES, RUBBERS AND FIND- INGS Herold-Bertsch Shoe Co. Hirth-Krause Co. Geo. H. Reeder & Co. Rindge, Kalmbach, Logie & Co. Ltd. PLUMBING AND HEATING SUPPLIES Ferguson Supply Co, Ltd. The Federal Co. Wolverine Brass Co. READY ROOFING AND ROOF- ING MATERIAL H. M. Reynolds Roofiing Co. SADDLERY HARDWARE Brown & Sehler Co. Sherwood Hall Co., Ltd. SAFES Grand Rapids Safe Oo. SAUSAGE MANUFACTURER Bradford & Co. SEEDS AND POULTRY SUP- PLIES A. J. Brown Seed Co. SHOW CASES AND STORE FIXTURES Grand Rapids Fixtures Co. STOVES AND RANGES Wormnest Stove & Range Co. TELEPHONE COMPANIES Citizens Telephone Co. Mich. State Telephone Co. TINNERS’ AND ROOFERS’ SUPPLIES Wm. Brummeler & Sons W. C. Hopson & Co. UNDERTAKERS’ SUPPLIES Durfee Embalming Fluid Co. Powers & Walker Casket Co. UPHOLSTERING SUPPLIES A. F. Burch Co. WALL FINISH Alabastine Co, Anti-Kalsomine Co. WALL PAPER Harvey & Seymour Co, Heystek & Ganfield Co. WHOLESALE FRUITS Vinkemulder & Company WINES AND LIQUORS Dettenthaler Market If you leave the city without having secured the rebate on your ticket, mail your certificates to the Grand Rapids Board of Trade and the Secretary will emit the amount if sent to him within ten days from date of certificates. MICHIGAN TRADESMAN Some Comments on Fitting Folks That'll Let You. A popular and enterprising shoe dealer in a Western town has this original and wholesome admonition painted in attractive jet black letters to the right and the left of the door: Don’t ask for your Size—ask to be Fitted.” I presume the idea originated in the fertile imagination of this partic- ular dealer. Anyhow it’s a brilliant idea, and I am quite sure it has saved that firm many fruitless hours and much weariness of the flesh just by having that sane bit of advice so conspicuously set forth. “Do you have any trouble fitting people?” I asked of a veteran dealer friend—and I asked it with as much assumed innocence as I could put into the tones of my voice and the expression on my face. My friend turned on me with a cyn- ical look, started to answer, but thought better of it. He vouchsafed no answer to my question. Not to be discouraged I said: “Evi- dently you are a fortunate man. I seem to have heard or read some- where about shoe merchants having trouble fitting certain notiony peo- ple. Do you always fit people?” And I put a naive emphasis on the al- ways. My friend grunted in‘a rather cor- dial, but decidedly ambiguous man- ner: I chose to assume that I had inter- preted the grunt as an affirmation. “How do you manage to fit all these people?” I persisted blandly. “Just fit ’em!” And he said it with a vicious snort. “But that is a trifle indefinite. What tactics do you use?” I asked. “Mental suggestion, mild hypnosis, and lying in the third degree—that together with the measuring-stick sums up whatever secrets I have in that line.” Much depends upon the start you make in this thing of fitting a pair of shoes on your customer’s foot. Your mental attitude must be easy and nat- ural, but it must be at the same time positive. Be assured in your own mind that you can fit this man—or any other man for that matter—and that you ‘will fit him whether or no. When you are through with your preliminary skirmish, your man seat- ed and his measure taken—and you go right on taking his measure no ‘matter how ardently he insists that his size is such and such a number in such a width—pause, look him in the -eyes good naturedly, and say: “T presume you want a fit, do you not?” or— “You must pardon my sticking to this stick; it tells me more about the size of men’s feet than al] the Arabic numerals put together.” I merely give these as specimens of little inconsequential pleasantries that should be thrown in to bridge a pause that might be awkward. The only point to be observed in framing your remark is that it ought to help free him from the tyranny of a fixed size. All the while you must let him see that you believe absolutely in the value of that measuring stick. If he insists upon the number you can say something like this: “Oh, numbers vary more or less”’— and that’s true—“the swing and con- tour of the last has much to do with the shoe’s capacity for foot-contents” —and that’s true, too—“you’d better depend on the stick! This is not ‘the Big Stick,’ but it’s a good stick to go by.” And then after the shoe is-on and the man’s foot is obviously fitted, and it develops that he is one of those mulish fellows that won’t see it that way, you will of course get down to the hard-pan of persuasion—and there all the rules and suggestions under the canopy will not avail. Your method of persuasion is yours. Mine is mine. J can’t use your method, you wouldn’t feel comfortable with mine. But the point is that you must per- suade to beat the very band. Try by all that is in you to knock the silly conceits out of the fellow’s head. The fitting of his feet has much to do with the store’s retention of him as a customer. Even after you reach the point where regard for his per- sonal comfort is swallowed up by a consuming desire to punish his in- fernal head, you must go on trying to sell him shoes that fit. By and by you'll come to the point where you say something like this: “D’you think I’d sell you a shoe a size off, or even half a size off? Nixy; a good fit means as much to me as it does to you. My reputation as a salesman is at stake. If I should sell you a pair of shoes that don’t make good, the chances are ten to one it would be because they didn’t fit. And it’s a cinch if they don’t fit they can’t make good. Better take an expert’s advice for once even if you do have to charge it to profit and loss.” But suppose with all your persuad- ing you can not convince him; sup- pose he insists upon taking a pair of shoes that are a full size too small for his feet; what then? Let him have them. You’ve done your level best—-and failed. Give him what he wants. Send him out with a prophecy more sympathetic than vindictive, and perhaps the next time he comes in he will come in softly (a la Ahab) and perchance by that time he is willing to be yours. obediently for- ever thereafter. Patience, brother, patience! There is an epic universality in the wails that go up from the members of our beloved fraternity over the consum- mate bull-headiness of customers who will not let us fit their feet! And then just think! if everybody placidly al- lowed his feet to be fitted, what would hecome of the chiropodists and the venders of corn-cure dope? “But why,” insists the student of human fads and follies, “why do sane people persist in punishing their ped- al extremities?” The answer, my boy, is a long one. ; Properly speaking it belongs to the Shoes That, Qualify Our shoes are money-makers because they ale wes WN TTT qualify with the wearer in every way. They give the expected service. They have a fit that is satisfactory from the time they are first put on until worn out. And whether a work shoe or a fine Goodyear Welt they have the pronounced good looks that win admira- tion. In fact, the wearers’ good will toward them is such that they naturally buy them again. You should use shoes that qualify. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. Have you ever tried the ‘“Glove’”’ Brand Rubbers The best made rubber The best fitting rubber The best wearing rubber Send us your sizing order and give them a trial Send for catalogue HIRTH-KRAUSE CO. Grand Rapids, Mich. vane MICHIGAN TRADESMAN 15 Philosophy of History, and unfor- tunately the Philosophy of History hasn’t been written yet. Patiently bide your time for a few millenniums, and your question will be duly an- swered. In the meantime we may suggest a brief and tentative answer to your enquiry which may help to allay your curiosity. To begin with, lots of otherwise ra- tional people are under the tyranny of a number. Somehow, somewhere, and at some time, they got the im- pression that the exact shoe for their feet was of a certain number; let us say, for instance, an 8 D. Now that man, let us assume, got the impres- sion that his foot was just that— nothing more, nothing less. He got the impression deeply fixed in his mind. Having gotten it there, it is there to stay. Argument, persuasion, demonstration, testimony, and_ all other methods of conviction do not affect him in the slightest. Nothing can make him budge. Expert testi- mony cuts no ice with him. Loving entreaties and dire prognostications of forthcoming foot-troubles affect him not. Trying to change the sta- tus of his mental convictions with ref- erence to the size of his feet is analo- gous to moistening a goose’s. back with aqua pura. The beginning, the middle and the end of his immobility is intellectual cocksureness. He is static. He’s got it fixed in that two- penny brain-box of his that he must wear shoes marked with the Arabic numeral 8, the width thereof being symbolized by the fourth letter (capi- tal) of the alphabet. He’s under the tyranny of a number. And then there are Fashion’s dev- otees—that ever-lengthening, _ bril- liant processional of the sumptuously- clad, frivolously-inclined children of the earth! It’s a limpy bunch—this poor, dumb-driven host of Dame Fashion’s. Many of them are lame and halt. It must make them wince inwardly to go at all, but they go forth valorously at Fashion’s _ be- hest. It is theirs to wear the least shoe into which their full foot may be crowded. What boots it that toes are telescoped and squeezed together into one agonizing mass of nerves and bones? that there’s torture in the instep, and obstruction at the end of the great toe? that the ball of the foot is made to ache and the heel of it elevated far beyond the limits of propriety? Fashion has said the word. Fashion has decreed that a shoe, to be stylish, must fit snugly. “Therefore, Mr. Dealer, give us a snug fit. There, now, you pull and I’ll push. That’s it! Yes; just right!” And out he limps, and limpingly joins the ever-lengthening procession of the limpers. He does it in the name of Fashion; and yet, strange as it may sound, that fellow’s perfectly ra- tional in other things. Truly, my hoy, this is a big world in which we live, and there are startling things enacted under the canopy of heaven. But the sombrousness of the situa- tion depicted above is now and again relieved by cheer-bringing flashes of light.’ Occasionally the man comes in in whom your soul delights. He 1s frank and guileless and as open to reason as flowers to sunshine and dew. He pays you the tacit compliment of assuming that your years of ex- perience in fitting the feet of mor- tal bipeds to shoes made for that purpose have taught you a few things. And so he drops easily into the chair, leans back with a tranquil smile, and presents his stockinged footsy with- out any mental reservations, stipulat- ed conditions, or impossible exac- tions. What a pleasure it is to wait on a customer of that sort! Fit him? Well, I should say so. The fellow who wouldn’t do his level best to ad- just the proper shoe to that foot would be unworthy of fellowship in our ancient and honorable craft. We of the retailers’ guild know how to appraise that man at his true value, for he is one of the sort—and there are not too many of them at best— who encourage us to remain loyal to the code. Were it not for him and the like of him the last one of us would ultimately gravitate to the abyss of roguery and cynicism.—Cid McKay in Boot and Shoe Recorder. ne Distribution of Sample Now Prohibited. Grand Rapids, Dec. 31—We donot veny often catch the Tradesman napping—it is usually ahead of us all in matters of news, legislation and mercantile topics generally—but I think we have one on the editor this time. In the issue of Dec. 25 the Tradesman suggests that a law be en- acted prohibiting the distribution of sample medicines. As a matter of fact, such a law was enacted by the last Legislature. It is known = as Act No. 309 and is as follows: Medicines Section 1. The free distribution of all medicines of every kind and na- ture from house to house, or from any vehicle, is hereby prohibited. Section 2. Any person, firm or corporation, or any servant, agent or employe thereof who violates the provision of this act shall be deem- ed guilty of a misdemeanor and up- on conviction thereof shall be pun- ished by a fine not exceeding one hundred dollars or imprisonment in the county jail not exceeding ninety days, or by both such fine and im- prisonment in the discretion of the court. jy. L. ——_+-2—____ A statement recently published has caused the Postoffice Department to call attention to the law governing writing upon mail matter of the third and fourth classes. It appears that the Department has been accredited with a statement to the effect that holiday greetings written upon mail matter of the classes mentioned might subject the offender to a fine of $10. As a matter of fact the law govern- ing this subject reads as_ follows: “Such inscriptions as ‘Merry Christ- mas,’ ‘Happy New Year,’ ‘With Best Wishes,’ etc., together with the name and address of the addressee and of the sender may be written upon mail matter of the third and fourth class- es, or upon a card enclosed therewith, without affecting its classification.” Hood’s Royal Oak Boots The best wearing rubber boot on the market. Duck Vamp, Gum Leg, Capped Toe, Heel and Top Heavy Weight. eae ‘Old Fashioned Quality’’ HOOD RUBBER COMPANY) JUS Trademark Look for BOSTON. Grand Rapids Shoe & Rubber Co. Grand Rapids, Mich. State Agents for Hood Rubbers. The Best Yet Our Holdfast Shoes Strong and as solid as a rock These shoes are made expressly for Hard Wear and will stand the test If you are open for a good reliable line of strong work- shoes it will pay you to put them in Wayne Shoe Mfg. Co. Fort Wayne, Ind. Our salesman will be pleased to show you. om “I think they are. 16 MICHIGAN TRADESMAN QUARTER-OFF SALES. Valuable Knowledge Was Gained by Watching Stock. Written for the Tradesman. It was the very last of January, a bright day, with the sun warm on smooth pavements and walks crowd- ed with ladies out shopping and vis- iting. Two dry goods merchants stood on a main street in the retail dis- trict of a large city, chatting and watching the crowd. Just beyond where they stood was the entrance to a theatre, through which a stream of ladies and children were passing. One of the men laid his hand on the other’s arm to attract his special at- tention. “You see those two girls coming down the street?” he asked. “The ones in the swell coats? Yes.” “That’s why I called your attention to them—the swell coats. They were bought at my place yesterday.” “Well? You talk like the event of sale was a momentous one. What pt it?” “At the quarter-off sale.” “Ah! That’s different.” The first speaker puffed his cigar reflectively. “I can’t see,” he said, “why coats like those should get into the ruck of a quarter-off sale.” “It is odd.” “Two of the finest coats I had in stock.” “How do you account for it?” “2 dont account for it” “Perhaps they were left over be- cause of the price.” The merchant shook his head. “T sold coats for a good deal more money than I asked for those,” he said. “Well, there must be some reason for garments like those hanging on until the get-rid-of sales come on. It may be the color.” “Those are popular shades.” “Are they samples?” Mighty fine ma terial and well made.” The men stood watching the crowd for a moment, and then the man who was guessing how the fine coats came to be in the quarter-off sale nodded his head down the street. “There are more of my quarter-off goods,” he said. “Doesn’t it seem strange that such articles should hang on through the brisk buying season?” “It surely does. You'll have to dig down for the reason. Why don’t you give up this reduction sale notion?” “How can I? I’ve got to get ria of my stock. I want the money, and I need the room for spring goods.” “Then buy less.” “That would cut the variety in style, size and material, and I can’t do that. I’ve got to take chances on selling at a profit.” “Don’t you think that it business?” “Of course not. I think it helps business when I take a roll out of the store like I banked yesterday, and the day before that.” “Don’t you have about the same customers every year at these reduc- tion sales?” injures “Come to think of it, I believe thar|- I do. But what difference does thai make? I like to see familiar faces in the store.” “IT can best tell you what I mean by quoting what my daaghter said when she came home from a woman’s club, or something, the other afternoon When she got into the house she ask- ed me if I was going to have a re- duction sale. I told her that I was not, that I had passed those things up with advertising in fake pro- grammes and time-tables. “Well,’ she said, ‘all the girls at the club were talking about winter coats and suits, and about three- fourths of them declared that they were not going to buy until the Jan- uary quarter-off sales commenced. They said they always waited. I thought you might make a hit by sending them circular letters if you were going to have a cut-price sale.’ “The girl, you see, is keen for her father’s interests. Now, this talk struck me in this way: These girls have come to depend on_ reduction sales. They know that such sales are sure to come, and they put off buy- ing until they can purchase at prices which leave the dealer no profit at all. This is all right from the standpoint of the customer, but it doesn’t pay rent and clerk hire. In the old days, when I was in the cut-price game my- self, I sold $20 suits for $4, just to get rid of them.” “T have done the same thing, though that is an unusual proceeding. Us- ually I get out a little better than even on these reduction sales.” “You are spoiling your trade,” in- sisted the other. “You are supplying about half your customers. with goods out of pure benevolence. If they can always depend on buying at cut-price sales, they won’t buy at any other. You may be sure of that. If the quarter-off sales came irregularly, only now and then, after a bad sea- son, or a financial break-up, it would not be so bad. Then people could not settle down and wait for them. As it is, they know that they can buy a $30 coat or suit for about $22 if no one grabs it before the first of the year. This is what makes cut-rate sales, old man.’ “Have you never heard of such a thing as a woman wanting to be in style with her new things?” laughed the other. “Have you never heard of women who wanted to have the new styles when they were new, without waiting until the close of the season?” “I'd like to know how you can keep track of the whims of women,” re- plied the other. “You walk down the streets to-day, and you will see all sorts of garments. Those coats you called my attention to were as stylish as anything at the price on the street. If a score of women belonging to a club decide to wait for cheap sales, they will all have new suits at the same time, won’t they? They will probably have the latest styles, too, and your profit will be somewhere up in the blue sky. “You don’t have these sales. How do you get rid of your {feft-overs?” “I watch my stock, and I don’t have many left-overs, If I did I would- Dollars and Sense Both Say Buy the Angldile $49.5 Write to Angldile Computing Scale Co., Elkhart, Ind. Scale The Best Price Lowest “[ HE only first-class, high-grade Automatic Computing Scale ever offered the trade ata reasonable price. The Angldile is springless, automatic, 30 |b. capacity (10 lb. tare), has chart showing every penny of value in figures— no lines to count. All the good features of all other scales and many new and exclusive ones are in the Angldile. Grand Rapids Safe Co. Fire and Burglar Proof Safes Vault Doors Tradesman Building E 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 indi- vidual. 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 information as to the size and general description desired. eis sau oa j Sea EAA ener Sea EAA MICHIGAN TRADESMAN 17 n’t sell them here at cost. I would send them away tO some other town to be sold. This is a matter of busi- ness with us all. Rather than supply suits and coats at no profit to myself, I'll stand a loss in getting rid of the goods. When a customer does buy, then, she'll pay me a profit that will make up for the loss on the other. Besides, a stock drags when people know there is sure to be a quarter- off sale, or a third-off sale, and I want to turn my money as often as I can. I wish you could find out why those fine coats were left over. It is enough to set a fellow to thinking.” “Oh, I'll find out, all right. Have you anything like that left over?” “IT have not, and you ought not to have. When you find out let me know.” The merchant who was having a big sale went back to his store in a brown study. He couldn’t under- stand why he had so many fine things left over to be grabbed up on the very first days of the sales, when they had lain unnoticed for four months. He walked back to the suit depart- ment and stood looking out of a win- dow, a long row of suits on hangers between him and the place where the clerk was talking with a couple of young girls who were looking over the stock. Presently one of the girls said: “Where did you put that $40 suit and the velvet jacket?” There was silence for a moment, and then the same voice said: “Oh, this is Mame! She’s all right. No one will ever get anything out of were cheating him in this way, but he saw that they had a chance to favor friends to his cost by hiding goods until prices were cut. He be- gan to believe that reduction sales should not come about every year like clockwork. Too many people waited for them! People who had the money to buy at regular prices, but who were foxy in the matter 01 shopping! His next “sale” will not be adver- tised so far ahead that his customers will stop buying until it comes on. He wants a profit for all his hard work, Alfred B. Tozer. —_2 7. >____ The Origin of Right-Handedness. Some interesting information on the origin of right-handedness is giv- en in a paper by Dr. Gould in a recent issue of the Bos- ton Medical and Surgical Journal. The author sums up his subject as follows: Physiologically the reason why an infant puts forth the right hand to grasp objects is because the right eye is the one which is near- est perfect visually, anatomically or optically. The law derived from the phylum of the entire past is that the right eye and right forefoot, or right hand, must work together. In all an- imals the right eye governs the plac- ing and action of the right front foot to the right side of the body, the guarding agains dangers on the right side, etc. The left eye has the same office for the left side. Heredity has played in the creation of the more nearly perfect right eye. If the left eye of the infant is the better seeing “cc George M.|« Ought To Have Been a Lawyer. John J. Lavelle, a saloonkeeper in| Cleveland, charged with violating the| Sunday liquor law, proved himself a| clever lawyer and obtained his own} discharge. | Sergeant Howlett testified that he} found the saloon open, a number of people drinking found pretty good evidence that a) chicken fight had been in progress a short time before his | therein, and even arrival. Lavelle conducted his own case. | When the state rested he made tion for his own discharge. Prose- cutor Baer smiled blandly. The mo-| tion seemed to him to be the usual} formality observed by the defense. “On what Judge Fiedler. 2 THO- grounds?” inquired “For the reason,” replied Lavelle, | that the state has failed my saloon is not a drug store, as the statute provides must be done.” | The smile left the face of Prose-| cutor Baer. There was a_ scramble! for the latest revised ordinances. The | contention of Lavelle was well found-| ed and Judge Fiedler upheld it.! Prosecutor Baer made a motion for} a new trial, but the judge head. to show that shook his! Lavelle was discharged. —_>-~_____ You can not cure your sorrows by taking them out in a wheel chair. | ‘Fun for all—All the Year.” Wabash Wagons and Handcars The Wabash Coaster Wagon— A strong, sensible little wagon s for children; com- bining fun with er usefulness, it is .) adapted for gen- /} eral use as well as Ky coasting. Large, roomy. ad removable box, hard wood gear aad steel wheels (Wabash patent). Spokes are drawn tight so there is no bumping or pounding. Front wheels turn to the center, so os can turn com- pletely on anarrow Walk Wabash Farm Wagon—2 reat farm wagon on a small scale, with end boards, reach and fifth wheel and necessary braces— strongly built, oak gear. Waba sh wheels; front, 11 in. in diameter—back wheels 15 inches. Box 34x16x5% Pit The Wabash Limited—A safe, speedy, geared car— aregular flyer. Built low down and well balanced so there is no danger of up- K}setting. ~ 36 inch frame, with Wa- bash 11 jnch steel wheels, Hand- somely painted in red ond ae Affords sport and exercisecombined. Recommended by physicians. Manufactured by Wabash Manufacturing Company Wabash, Indiana Geo. C. Wetherbee & Company, Detroit, an¢ |Morley Brothers Saginaw, Michigan, Sellin; | Agents. PBVUEBVIESVS™ESVI*SVIEVSNSVIEVSVIIAVSVSISTIESTess GRAND RAPIDS PAPER BOX CO. Made Up Boxes for Shoes, Candy, Corsets, Brass Goods, MANUFACTURER Folding Boxes for Cereal Foods, Woodenware Specialties, her. If you've got that suit and coat eye it will grasp at objects with the Hardware, Knit Goods, Etc. Ete. | Mil take them to-day.” left hand, and become left-handed. “Yes,” replied the clerk, who was] Handedness, if one may devise the not a regular employe, but a girl put] word, becomes either right-handed- in as an extra just before Christmas,| ness or left-handedness, according to “I’ve got them both. They’re buried} the dictating condition of the better under a lot of things no one ever eyedness, right or left. looks at.” — iat “You're a dear!” said the customer. “] had trouble enough saving them ” continued the clerk. “I had calls in The Trade can Trust any promise made could have sold a doen suite kel the name of SAPOLIO; and, therefore, that this month, before the sale be- ” . aa e 2 e The merchant listened with a new th d b h t t b t t k g be ceaiddes ie in his mind. He ere nee e no esi a ion a ou Ss oc in was finding out why one fine suit had . been left over. The clerk had hidden it in the interest of a friend who wanted to buy it at the “reduction sale!” Here was a pretty kettle otf ' fish! “The suit was $40,” said the clerk, “and the velvet jacket was $30. That’s $70. Now you will have to pay only $50 for both. Just see what I’ve saved you!” “But, then, you know, I’ll have to pay you the commission you would have made,” said the customer. “That will be something.” “Yes, but you save $20 on the clothes, just because I kept them out of the way of customers, and said things against them when a woman did get hold of them.” The merchant went away almost tearing his hair. This was one rea- son why his quarter-off sales were so well patronized on initial days. He did not believe his regular clerks ; Spices, Hardware, Druggists, Ete. Estimates and Samples Cheerfully Furnished. Prompt Service. Reasonable Prices. 19-23 E. Fulton St. Cor. Campau, GRAND RAPIDS, MICH. on -n, 2 @ Se Me e It is boldly advertised, and will both sell and satisfy. HAND SAPOLIO is a special toilet soap—superior to any other in countless ways—delicate enough tor the baby’s skin, and capable of removing any stain. Costs the dealer the same as regular SAPOLIO, but should be sold at 10 cents per cake. Ce en eee a : {8 MICHIGAN TRADESMAN OLD SAM. True Story of His Desertion and Re- generation. Written for the Tradesman. He was known by all the boys in the regiment as Old Sam. Not that he was so very old, but for his peculiar Sam might have been 40 or thereabouts, the muster roll said 25. but Sam had a son in the same com- pany registered as ‘20 past.” Having been brought up inthe lumber woods of Michigan, there was nothing missing in his physical make- up, but there was a slight hitch in his moral combination that caused many deviations from the straight and narrow path prescribed for mortals. The title “Handy Man” was his by right. He could shoe a horse or mule, ways. who was repair a wagon, wash clothing, butch- er cattle, cook a square meal out of almost nothing, rob a hen roost un- detected while the owner guarded it with dog and gun, talk horse, tell fishy stories, and during the absence of the Chaplain preacha funeral sermon. He could do heroic work at the slightest look of an officer he liked. He would shirk any duty, no matter how light, when it was imposed by an officer not in his good graces. If there were any forms of “cuss words” that he did not know or prac- tice daily they must have been in Latin or Greek, or otherwise unwor- thy of his attention. Starting out in military life with the rank of pri- vate, he was, in spite of countless ob- stacles, able to hold this rank until the close of the war. He never miss- ed a battle participated in by his regi- ment. At Chickamauga, surrounded by a score of the enemy, he clubbed his rifle and fought his way out, risk- ing death rather than capture. In the matter of drawing rations he was the very impersonation of en- terprise. Five fingered requisitions were always in order and to his mind justifiable. The endurance and energy so often displayed in the chase after shoats and roasting ears would have reformed this wicked world if it had been used in the pursuit of truth. With the courage to stand up against a hundred foes, he yet lacked the courage to keep “hands off” the blankets and camp equipage of other regiments. He always had frying pans to sell and coffee pots to give away. He scented distilleries from afar and always had “something in his canteen” unless he himself was full. If he escaped anything, or anything escaped him during the war it was religion, for there was devilment enough in him when the war ended to break the windows of a meeting house. The nearest he came to get- ting religion in the army was when he charmed the Chaplain in a horse trade at Chattanooga, but that is an- other story. About the last of June the army was floundering through the rain and mud in Middle Tennessee. Occasion- ally there was an hour during the day when it did not rain, then the sun came out blistering hot and the boys from head to foot were parboiled in steam. Our regiment, being in ad- vance, one day came upon the citi- zens of a small town rather unexpect- edly. A thrifty housekeeper, taking advantage of the shining hour, was hanging her washing out to dry. I wish I could adequately tell my read- ers of the part the women in the South played in the war. Theirs was a peculiarly hard lot. The fact that every man went into the army gave to every woman in the South a per- sonal interest in every battle, but this woman of whom I write seemed to waver in her allegiance and tempted Fate by hanging out “flags of truce.” Artemas Ward said just after the war, “You may reconstruct the men of the South with your laws and things, but how are you going to re- construct the women?’ Sam’s. eye wandered over the picket fence, which kept the garden spot from straying animals. The woman at the clothes line was not particularly tempting, but as Sam stood gazing upon her tramped away for Michigan. Back to the rear, mile after mile, through ranks of marching men, in and out among the trains of army wagons he went. He passed the rear guard by a story well told of property left in camp the night before. A few hard- tack, a piece of bacon and a handful of coffee kept company in his haver- sack, scarcely more than one day’s ra- tions. A pocket knife and plug of to- bacco were tucked away in his inside pocket, but more important were a Colt’s rifle and forty rounds of cali- ber 54. By mysterious ways known only to those of the human race endowed with unlimited courage and cheek, through 600 miles of highways, pa- trolled by provost guards and _ garri- sons of troops, through towns and cities, crossing rivers on_ bridges guarded at both ends and in the mid- Captain Charles E. Belknap - she took one by one from out the laundry basket articles of apparel the like unseen since he left Michigan the year before, dainty garments white as Arctic snows. Who cares to explain the thoughts that came to the men so long from home as they watched the simple scene? A few gave but a hasty glance as they hurried along the village street. Not so with Sam. He ttarried by the fence. He was lost in thoughts of “Home, sweet home,” and blue eyed maidens of the Wolverine State. It is said that “love is the secret of the world,” the cup we drain and still de- sire to drink. The regiment passed on, the tramp of warriors grew dis- tant, leaving Old Sam and his wan- dering thoughts behind. With one long lingering look at the feminine drapery dangling from the line, he turned his face to the North and dle, the soldier safely made his way. Railroad travel in that country was uncertain, unsafe and slow. Dining with guards at river crossings, lunch- ing with citizens in wayside cabins, borrowing articles along the way to keep his outfit good, Old Sam finally reached Louisville. Swallowing a square meal at the depot lunch coun- ter, he told the waiters to “chalk it down on the wall until he got his bounty,” then hastily boarded a North bound train and secured a seat in the first class coach. After trials in- numerable and vexations seemingly without end he found himself at the shadows of night in Toledo. He was hungry, tired and travel worn, “a soldier from the front.” “Yes, God bless you; come in. We will get you a supper. There’s nothing too good for a soldier from the front,” and Old Sam was soon feasting at the best table in the city. The next morning Sam clambered down from the top of a freight car in the city of De- troit. With gun at right shoulder shift he sought the public fountain and made his toilet, then proceeded to the old Michigan Exchange, the best hotel in the city, where his sim- ple statement of “a soldier from the front” procured for him the best meal to be had. In the westbound coach Old Sam was soon speeding onward. “Where you going?” enquired the conductor. “On duty, secret service,” replied Sam, looking the Captain of the train squarely in the eye. The sight of the Colt’s rifle, every cham- ber of the cylinder full and capped, was ticket enough and the shadows of night caught up with Sam as he de- scended from the car at Grand Rap- ids. “It’s a mighty nice town,” solil- oquized Sam, “but I don’t care to stand guard over it to-night,’ and he tramped away to the North, where nestled his cabin by the Little Mus- kegon. The rays of the morning sun glistened on the bright barrel of his rifle as he stepped upon his own threshold. “I guess the Johnnies have got Old Sam,” said the Captain. of the company as the days passed by. “I wonder what they will do with him,’ said the boys. They did not know that Sam was pulling the weeds, hoe- ing potatoes and otherwise helping the good wife to make a crop. One evening, as the sun was set- tling down behind the forests in the West, Old Sam picked up the Grand Rapids Eagle to look for war news. “By thunder, mother,” he ejaculated, “Old Rosey is catching up with Bragg. There will be a fight. Joe’s there and Tom and Jim and the other boys and some of them’s going to get hurt, sure as you're born, and Old Sam’s here, mother. Pick up some grub to put in my haversack.” And Old Sam set out his war traps. “Bet- ter wait until morning, Sam,” coun- seled mother; “no use going to- night.” “They can’t fight, mother, un- til Old Sam’s there, and ’taint fair to keep them waiting.” The canteen was filled from the spring, the blanket yoked about the shoulders, the haversack filled, the mother kissed good-bye and Old Sam disappeared down the road with the sighing of the summer winds through the great pines and the man in the moon for company. The next morn- ing he stepped upon the platform at the station a few minutes before train time. ‘“Where’s your pass?” asked a well-dressed, sleek-looking individual. “My pass?” said Sam, “is here,” slap- ping his rifle affectionately. “It can give a Johnnie the password he can hear six hundred yards.” “Yes, but T am looking after deserters; IT am a Provost Marshal.” “That’s your biz, is it? Well, neighbor, do you see the top of that sand hill,” pointing to the bluff half a mile away; “well, you git up thar just as fast as you can git!” The flashing eyes of the old soldier and the bright muzzle of the rifle under his nose, with Sam’s thumb pressing the hammer, convinced the man hunt- er that it was best for him to go to the top of the bluff Sam’s parting words were: “This ’ere gun is my countersign and it will git me te Sees Ne Mtsase Seca tnd i HMRC i Pan ee = MICHIGAN TRADESMAN 19 Drones PIMA che the front or somebody will git shot full of holes.” Ten days later Old Sam, ragged, dusty and barefooted, joined his com- pany in the mountains on the road to Chickamauga, stepping into his place in the ranks as easily as if he had but returned from an hour’s goose chase. The rattling fire of the skirm- ishers and the booming of the cannon away toward Crawfish Springs were plain signs of the coming conflict. “Hello, Dad!” shouted Joe, “where you been so long? Thought the John- nies had your hide on the fence sure.” “No, Joe, your old daddy’s just been home for a spell helping mam to pull the weeds out the corn and taters.” Everybody shook hands with Old Sam. The Captain, glad to see him alive, asked few questions, and the days of desperate battles that follow- ed washed away all errors of the past. A new set of double entry books were opened in which Old Sam fig- ured both as saint and sinner on many pages. That was years ago, but a few months ago the busy throngs up- on the streets passed by without com- ment the old soldier, grizzled and gray, clothed in the garb of the “Home.” Then one day the com- rades planted him on the hillside un- der the oaks, the great oaks twist- ed, torn and bent by the storms of years, the old soldiers of the forest, and the reverend gentleman _ said, “Old Sam’s gone. For once his foot has slipped and he has gone from our midst.” No great loss anyway when he was mustered out! How soon we forget all that is good in man! How easy it is for men who were invisible in war to find flaws in the lives of the old soldiers. Saint and sinner, it is true, fought for mastery in Old Sam’s mortal body, a sort of nip and tuck battle with vic- tories about evenly divided; but the loyalty and patriotism displayed and the sufferings endured for his coun- try have earned for him a camp in the better world, where the grass is ever green and the waters cool and sparkling. Charles E. Belknap. —_———_-_.2o Ozone in the Air. Surely it’s a bad wind that brings no gentle zephyrs to some brow, to paraphrase an old saying, for with all the commotion and confusion over the National Pure Food and Drugs Law the good which this heroic act is bringing to some may be shown by some ludicrous incidents connected with inquiries at this office since Jan- uary I. No. 1 is a fireman on a railway en- gine. He says he has been cured of locomotor ataxia and that he has the formula for the remedy, which he has been selling to others similarly af- flicted. He has had it put up in bot- tles without any label and hands it out to his railway comrades at so much per bottle. Now he hears that it is unlawful under the law to sell it after that fashion and someone di- rects him to the office of the Board of Pharmacy for information. He has the name of the article on a slip of paper which he hands me, _ the spelling of which is esperanto or vol- apuk or simplified as you _ choose, “kimoter taxsha’ he calls his remedy and it is a “sure cure.” The formula is a pharmaceutic “bird” of varied plumage but since it contains neither alcohol, narcotics, nor analgesics he is told that the Federal law does not prevent his selling it as heretofore, but that he is transgressing a state law in dealing it out and that he must put it up in bottles with printed labels and wrappers in the form of a pro- prietary remedy or he is liable to a penalty for every bottle he sells. This he says he can not do on account of the expense and because he is unable to prepare the matter for wrapper and and labels. So the will quit treating “kimoter taxsha,” for which heaven be praised. The next is a machinist who has a “cure” for dropsy which he has been selling in the same manner, even shipping it out of the © state. His formula contains cannabis indica and alcohol. He is told that the must label it with the proportions 0} these two substances and that his label must be printed, and that he must drop the word “cure” from his remedy. He _ departs sorrowfully, saying he will have to give up his efforts to “relieve suffering humanity.” Good! The next is a young man “down on ‘his luck” and with one or two wheels in his head. This one has a “tonic” which is made by “soaking” roots in water and preserving the “juice” by formaldehyde. He has “no continuing city,’ and is seeking, not a residence, but a method of live- lihood without working very hard. When told that he could not use formaldehyde as a preservative but must use alcohol and print on the label percentage he seemed much dejected, “for to use alcohol,” he said, “is to make it too expensive for my pur- pose.” Is any stronger argument needed to prove the necessity of some legal restriction against this class of ignorant and unscrupulous persons? And is it not a satisfactory endorse- ment of the Federal Food and Drugs Law that already people of this type are being frightened out of the prac- tice of medicine and pharmacy by the simple knowledge of what the new law requires? A few years of experience will serve to show some needed changes in the national law to render it more satisfactory in its operation. Then let the state laws be made to conform as far as practicable to the federal act and the pharmacists as well as the people will be much better off. W. R. Ogier. 22. One of the b‘g hotels in New York City, it is said, now keeps in its em- ploy reliable chaperones, who will accompany women guests, traveling alone, to any places they wish to visit in the city. It is not long since that a woman traveling alone would be re- fused entertainment at the leading ho- tels. Managers of other hotels are watching the new departure, and if it promises to be a success it will be generally adopted. —_>--— Many a man mistakes a floating indebtedness for a sinking fund, Mo-KA COFFEE Oa, "yy A Trade Winner The Best High Grade Popular Priced Coffee Ever Offered to the Trade TRADE MARK REGISTERED Sales 100% more than last year. 25,000 sample packages given out at the Detroit Pure Food Show. Start in the New Year right and order S. B. & A. Caramels Made only by Straub Bros. & Amiotte, Traverse City, Mich. White House Coffee © OFFERS TO RETAIL A GROCERS QUALITY, SS UNIFORMITY, RELIABILITY COFFEE is the staple beverage—the very bone and sinew of the breakfast table in many thousands of American homes—a solace, comfort and support. DON’T give your patrons trash—poor, cheap stuff. Give them ‘‘WHITE HOUSE”’ and thus do your duty LIKE A MAN. TF PRINCIPAL COFFEY ROASTERS OST oo WALL AGG SYMONS BROTHERS Wholesale Distributing Agents for Saginaw, Michigan 20 MICHIGAN TRADESMAN THE MOVEMENT CURE. How Recent Health Fads Affect the Drug Business. Written for the Tradesman. The man who sells drugs to the trade entered the corner pharmacy with a face about as long as a Roose- veltian He dumped his grips on the floor by the stove and chair by the desk. message. appropriated a The corner pharmacy is in a country | town, and there are no radiators in view. “How’s asked. The druggist carefully sized up the quantity of ink on the tip of his pen, shook a portion of it back into the bottle, and made an entry in his ledger. Then he glanced up with a far-off look in his eyes. your stock?” he finally “TI don’t know of anything we need just now,” he said. There was a short pause, and then, | as if to break the shock of doing,’ and to appear social, he asked: “Hows trade?” The salesman lighted a cigar and sat back in his chair, his feet out and his hat tipped forward until the rim sheltered his eyes. “Trade?” he repeated. “There isn’t any trade.” “People don’t get sick any more, eh?” “Oh, yes, they get sick. You can not take a seat in a railroad station or a car that you don’t bump up against some galoot with something the matter with him. You’d think to hear the people talk that a drug store would be about the thing to run Rockefeller a race with.” “TI can’t imagine where the sick people go for their pre escriptions,” remarked the druggist. “They don’t come here.” “They don’t get prescriptions,” said the salesman, sadly, “they don’t go to the doctors at all. The doctors are up against the same proposition that = am.’ “Perhaps that is the reason why there are so many people sick,” sug- gested the druggist. “There are fresh cases every day, and the old ones do not get well.” The salesman sat teetering in his chair for a minute and then asked: “Do you know anything about the portal vein?” The druggist grin. “What's that?” he asked. "Its aiid that restores some- thing and renders medicine unneces- sary. it is knocks drug stores out in one round if kept in correct condition. You do some- thing to your portal vein and you immediately become young again. I read about it in the newspapers the other day.” The druggist dropped his pen and sat listening with an amused look on his face. “Whenever there’s anything wrong with you,” continued the salesman, “take a movement. Buy all the daily newspapers, and you'll find move- ments enough to take. If you are too fat, take a movement. If you are too lean, take a movement. Say, old looked up with a something that “nothing | man, if we could bottle movements and sell ’em by the ounce, we’d soon be whizzing merrily through the scenery in a private car.” et ES there a new ments?” “New crop? crop of move- asked the merchant. There. is always a new crop. People who used to buy things when anything ailed them now go out into the woodshed and take movements. I wonder if you’ve isold ten dollars’ worth of medicines this year?” “Trade “Then you haven’t got the same kind of cranks out here that inhabit the large cities. Whenever a man or woman had something the matter with their lungs, in the old days, we used to sell ’em something for it, did- nt we? Now they go out on the ifront porch and sleep, and take move- iments from the waist up.” | The salesman paused to get a fresh and resumed his oration. “Ti it wasn’t for the new lines you druggists are taking on,” he _ said, “vou would have to go out of busi- ness. That is, unless you get up some system of bottling movements. If a man has indigestion or dyspepsia, | does he come to you and buy a rem- edy? He does not. He takes move- ments! If he has indigestion he twists this way nineteen times every morning, and that way nineteen times every evening. If he has a paunch like a cartooned captain of industry he doesn’t buy a remedy for it. He bends over in front so many times in the morning and so many times at night, just before going to bed’ it’s a se thing for you fel- lows that you're taking on new lines.” “T haven’t got any new lines,” said the druggist. “Well, most of the druggists have. Some of them sell lunches, fountain lunches, they call them, where you can take your girl and subdue a por- terhouse appetite with ten _ cents’ worth of fudge, or something like fudge. I approve of those fountain lunches.” “] might put one in here,” ed the druggist. “If you want to make some easy money,’ said the salesman, “you get out a volume on movements. Just dig around in the newspapers until you find some movement that will make hair grow on a bald head, or will make an old man’s eyes as good as new, and you'll be President and Board of Directors of all the banks in the State in no time. Movements! That’s the ticket!” “You seem to have movements on the brain,” observed the druggist. “Do you often have such _ spells? Can’t you find a movement that will cure the mollygrubs?” “Yes, I’ve got one now. When you feel blue, and dull, and disgust- ed, just agitate your portal vein. If you stroke it the right way it will inundate your cupola with good red blood and make you feel like a phy- sical culturist all to the good. But I’m not in that row just at present. I’m talking this movement cult over candidly, and from a scientific stand- point. Honestly, old man, there isn’t a thing in the world in the way of is about as usual.” | cigar suggest- diseases that some crank won’t rec- ommend a movement for.” “And you think it is injuring the drug trade?” “It is sure. sanitarium or a Why, they’ve got a sanitorium on every blooming hilltop, and they’re all do- ing well. When business gets dull the professors go out and pose be- fore mixed audiences, just to show how the human form divine looks when it is kept up on the movement diet. They’ve got magazines to tell you how many times to swing your arms out if you’ve got the rheuma- tism, and how many minutes to lie over a log of wood if there’s any- thing the matter with the small of your back. That doesn’t look like bank accounts for the druggists, does ae" COLEMAN’S Vanilla-Flavor and Terpeneless-Lemon Sold under Guaranty Serial No. 2442 At wholesale by National Grocer Co. Branches at Jackson and _ Lansing, Mich., South Bend, Ind., A. Babo, Bay City, Mich., and The Baker- Hoekstra Co., Kalamazoo, Mich. Also by the Sole Manufacturers FOOTE & JENKS JACKSON, MICH. Send for recipe book and special offer i wie e197 3 yh S ae FY “Olea f! SK rea memeat is here to stay. fited many a grocer because it sells readily the year around and every buyer ‘‘tells an- other.” advertised. The sales showa steady increase. jobber or write us. Holland Rusk It has bene- Thus the grocer is -Ask your HOLLAND RUSK CO., Holland, Mich. Every package of Holland Rusk bears a Dutch Windmill as trade-mark and is guaranteed under the National Pure Food Laws X-strapped Truck Basket A Gold Brick is nota 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 CoO. Its quarterly cash dividends of two per cent. have been Investigate the proposition. Wie ee ee a | if A Be Saaiewesm coatee Sn ana San Se Saat eee once So MICHIGAN TRADESMAN ry The merchant only smiled. The salesman was an amusing chap, and every time he called there was some- thing doing. The druggist began to wonder what there was that he could order. “And that isn’t the worst of it,” continued the salesman. “They've got churches where they give move- ments of the gray matter of the brain. I’m not trying to belittle any relig- ion, or any form of worship, or any means whatever of acquiring health, understand, but I sometimes wonder what is to become of the drug busi- ness when people are taught to wig- wag their brain convolutions in the interest of a man that’s got a broken leg or a bad case of typhoid fever. I guess I'll get up some kind of movement to bring the glow of youth and beauty to the drug trade.” “T’m a customer!” said the mer: chant. “The other morning,” resumed the salesman, “I took breakfast with a fellow who was working in the for- tieth degree of the Fletcher movement business. He got a piece of steak between his teeth and sat for half an hour with his eyes on the ceiling and his chops moving like a gang saw in motion. That was the jaw move- ment. He allowed that he saved a dyspepsia tablet every time he took nourishment in the fortieth degree. If you think you have enough drugs to last you until I come around again l’ll be on my way. There’s no train until night, and I'll make movements up the track to the next station. It is only five miles.” “And carry those heavy grips?” “What's the dif.2 You put your arms out in front to strengthen the muscles of the chest, and you hang ‘em stiff down by your side to get the best of an aldermanic paunch, and you hold your legs out straight, one at a time, if there’s anything the mat- ter with your abdomen, and_ you throw your arms above your head if there’s any Jack of circulation. I guess I can walk five miles before night if a woman 8o years old and ill for a year can get out of bed and take knee-chest positions to remind the vermiform appendix of its duty.” The druggist handed over a small slip of paper which he had been fill- ing with memoranda concerning drugs. “When you get back to the house.” he said, “send that stuff in. There is no hurry, you know.” Before the salesman got out of the store the door was‘banged open and a couple of constables came in carry- ing a man who had fallen off a three- story building and was pretty well broken up. They laid the sufferer on the floor and one of them went to the phone to call a surgeon. The salesman opened the door and look- ed back with a smile as he shook the order in his hand. “Wihat’s the use of calling a sur- geon?’ he demanded. “Give him movements!” Alfred B. Tozer. _—_————.-o-o Herat, in Afghanistan, is the city which has been most often destroyed. Fifty-six times have its walls been laid in ruins, and fifty-seven times have they been built. No Coal Found in All Ontario. Canada is menaced with fuel fam- ine. Not a pound of coal of any kind has ever been discovered in the Province of Ontario. In the older part of the province the timber is practically exhausted. The grotesque looking stump fences, the last re- mains of the once gigantic pine for- ests, are now being replaced with wire fences and the stumps convert- ed into fuel for the furnace and stove. Hard coal is 40 per cent. higher than it was ten years ago, and the supply of late years is not equal to the de- mand during part of the long, severe winter. This condition has caused many ex- periments to be made during the past decade to convert the inexhausti- ble peat bogs into fuel for domestic use. It is said that one mantifactur- ing firm alone lost $880,000 in trying to solve the difficult problem of man- ufacturing peat fuel. The peat deposits of the provinces cover thousands of acres, where the crude material to furnish fuel for a century can be obtained at a small cost. The peat that has been manu- factured so far has been a_ success as a fuel, but the expense has been too great for the process to have been a financial success. Experi- ments are constantly going on not- withstanding that great fortunes have been sunk in the past. —__+2 os ___ Poor George. Miss Iva de Chipenham, a lecturer of New York, holds that beautiful thoughts make beautiful faces and figures, and that ugly thoughts de- form, even as unwholesome work does, says an exchange. “By taking thought,” said Miss de Chipenham, in an interview in Chi- caso, “you can not, perhaps, add a cubit to your stature, but you can eradicate round shoulders and sponge wrinkles away. “Our thoughts mold our faces, form our expression. Thus they give us away. They give us away as much as the spoken thought of a Chicago girl once gave her away. “This girl sat in a dim-lighted par- lor on a winter evening with a young man. A fire of oak logs blazed in the grate and, looking into the pink and gold heart of the flame, the girl, who was very pretty, murmured: ““How divine, my dearest Hil- ary—-’ “But the young man frowned and started. ‘CPilarye’- he said. ‘You George, don’t you, pet” “The girl flushed and bit her lip. ““Oh, dear,’ she said; ‘how silly of me? I thought this was Saturday night” mean ——_22—____ An English electrical expert has discovered a means of ripening ba- nanas to order. The bunches are hung in an air-tight glass case, in which are a number of electric lights. The artificial light and heat hasten the ripening process in proportion to the number of lights turned on. Rec- ords have been made which enable the operators to make delivery of any quantities at any agreed date. —_. >.> Many a man thinks he is mellowing when he is only getting moldy. Mr. Grocer— Do you remember the number of brands of coffee that seemed popular a few years ago? Can you recall the number of brands that are seeking the public’s favor to-day? Then Think of Bour’s “Quality” Coffees which have been the Standard for Over Twenty Years Don’t experiment Sell the Coffees of Proven Qualities Sold by Twelve thousand satisfied grocers The J. M. Bour Co, Toledo, Ohio Detroit Branch 127 Jefferson Avenue Simple Account File A quick and easy method of keeping your accounts Especially handy for keep- ing account of goods let out on approval, and for petty accounts with which one does not like to encumber the regular ledger. By using this file or ledger for charg- ing accounts, it will save one-half the time and cost of keeping a setof books. Charge goods, when pur-hased, directly on file, then your customer’s bill is always ready for him, and can be found quickly, on account of the special in- dex. This saves you looking over. several leaves of a day book if not posted, when a customer comes in to pay an account and you are busy waiting on a prospective buyer. Write for quotations. TRADESMAN @OMPANY, Grand Rapids 22 MICHIGAN TRADESMAN PARCELS POST. How It Looks To the Country Mer- chant. Written for the Tradesman. “Well, Jake, what do you think of the plan of the Postmaster General for a parcels post?” asked Steve Ben- son, coming from behind the cotinter to poke the fire before which his neighbor Truefast was warming him- self after a few miles’ ride through the country. “I reckon it isn’t so bad as it might be after all.” “Nor so good either, Steve.” “Eh? I thought it would suit you to a T. You've been wanting a pos- tal law of that kind enacted; you and the mail order houses have been a unit on that point.” “Which shows how easily a man may be mistaken,” said the farmer, producing his pipe and settling com- fortably into a chair by the stove. “I have advocated a postal law that would give the people an equal show, but not an emasculated measure like the one Meyer has brought forward I wouldn’t give two cents for such 3 law; it wouldn’t benefit anybody in particular that I can see.” “Well, there’s one thing about it, it would give the country merchant a show, and put a stop to the mail or- der fellows.” “Exactly, and that is why it would- n’t amount to anything,” said True- fast, lighting his pipe. “It looks as though the Postmaster General has taken his cue from a few small mer- chants and wants to placate them at the expense of the rest of the country. Ifa parcels post law is to be enacted it should be broad enough to include the whole country and not specify a few favorites. The oppo- nents of a general postal law that would benefit all the people are the "express companies. Now, what effect will this spindle-shanked idea of Meyer’s have on that monopoly, do ye think? Why, they’re laughing in un- holy glee to think how the Postmaster General has fallen down at their be- hest. I tell you—” “You’re too fast there, Jake,” broke in Benson, smoothing his knee with his palm and smiling benignly upon the other. “All the ones to be hit will be the mail companies, and they are a curse to the land.” “And who will be benefited, think you, by the proposed law?” “Why, a good many people.” “Specify, please.” “Well, everybody in the country ex- cept the big cities.” “How do you make that out, Steve?” “It’s this way: The law proposed permits merchandise up to eleven pounds to be sent from places having rural routes and from no others. Now that would benefit the small mer- chants and you farmers. Isn’t that all right?” Jake Truefast removed his pipe and gaze keenly into the other’s face. “Why, yes, I think it is about right,” declared the merchant in a half hearted manner, however. “T think you have too much sense to believe anything of the kind,” burst out Truefast. “It is class leg- islation pure and simple. The Con- gress of the United States has no right granted it by the people to legislate for one class against an- other. This new parcels post law is an emasculation; a law that pleases only village merchants and the ex- |press companies. You will admit thar these are only a small minority of the American people. The farmers ought to oppose the law as a unit; so also ought every laboring man and small householder. The Postmaster General’s heart may be all right, but he’s got his brains badly muddled on this question.” “But, you are surely mistaken as to express companies,’ said Benson. “The law can not benefit them.” “Does it cut off the least paring of their monopoly?” “Yes, I think it does.” “Specify, please.” Farmer Truefast continued to smoke and look thoughtful. Benson cleared his throat and was thinking for something to say when a customer came in, relieving him of his em- barrassment for the time. Having finished his smoke Truefast dusted the ashes from his pipe and- rose to go. “Don’t be in a hurry, Jake, said the merchant. “IT am going on to Sam Dennison’s place,” grunted Jake. “Here’s a few articles you may put up and I'll call for ’em when I come back.” He hand- éd Benson a slip of paper. At the door Jake turned back, saying: “About this blamed parcels post law, Steve, it isn’t going to amount to shucks; no good for anybody that I can see. The main thing we want- ed a postal package law for was to save us from the clutches of the big grafters called express companies. A genuine parcels post law would take the wind out of their sails.” “But the law proposed will hit ’em a little,’ suggested Benson. “Not even a love tap, Steve. The rural districts will have to patronize the express fellows just the same. They have no lines over rural routes, only on railroad and boat lines, so you see that octopus won’t be even ruffed by the Postmaster General’s much lauded parcels post bill.” “It may prove an entering wedge, though,” suggested the merchant. “Do you think so?” “T have an idea that way.” “I don’t then. These entering wedges may be all right sometimes, but when the people demand some reform it seems to me it is the duty of Congress to enact laws in compli- ance therewith, without beating about the bush. That there is a general de- mand for a parcels post law no one will deny. Why not, then, enact a clear, sensible law to meet that de- mand? It was the same with the primary election law. The demands of the people were ignored again and again, until at last in fear and trem- bling the cowardly Legislature gave them in part what was asked. Now those up to the mark will be sat down en good and heavy. Our members of Congress who vote for an emasculat- ed parcels post law will hear some- thing drop the next time they come up for office.” “Everybody. was for primary re- form,” said the merchant, “but this question of a parcels post has sides to it—” Farmer Truefast had opened —— +> Method in the Judge’s Severity. The routine of the Police Court proceedings had been marked only one unusual incident, and that ears. was the alacrity with which a cer- tain hard character was sentenced for sixty days to the county jail. “Judge,” observed the Prosecuting Attorney at the close of the dreary session, “you seemed to relish privilege of sending that man jail. Did his case impress you?” “Now, look here,” whispered the judge, as he beckoned the attorney aside, “that man is a worthless fel- low. Always drunk and never con- tributes a cent to the support of his wife, who is a most deserving woman. I feel sorry for her, and whenever he is in prison she comes to our | the |The Case And,” chuckled the- judge, as he tapped the attorney’s shoulder cheerfully, “she does know how to home and assists my wife in kitchen. bake apple pie.” —_2-____ Finding Out His Mistake. Mother: ‘You've’ been little boys never fight?” Johnnie: as I hit him I found he wasn’t. two the door. He did not seem to hear Ben- son’s last remark, but went out, step- ped into his rig and drove away. The merchant smiled, muttering: “Jake is a mighty good fellow, but he is a little off sometimes.” J. M. Merrill. fighting again. Haven’t I told you that good “Yes, and I thought he was a good little boy, but as soon When you come to Grand Rapids drop in and see us. We sell automobiles The Franklin The Peerless The Babcock and always have on hand some by|{ good bargains in second hand We also handle carriages and harness and gasoline engines. Write us if interested. ADAMS & HART ee 47-49 North Division St. to With a Conscience easily judge for yourself by comparison. GRAND RAPIDS FIXTURES CO. Grand Rapids, Mich. Jefferson and Cottage Grove Avenues Although better made than most, and the equal of any, is not the highest priced. We claim our prices are right. You can We are willing to wait for your business until you realize we can do the best by you. Have You An Oil Tank Like This? Then you are losing from $50 to $500 a year You are losing the amount through leakage, evaporation, spilling and careless handling. Besides the wasted oil there are the time and labor lost in drawing the oil, measuring it and washing the hands after every operation. Here’s the Remedy Cut 19—First Floor Outfit It’s the Bowser Self-Measuring Oil Tank. In one operation it will pump the exact amount of oil de- sired directly into your customer’s can and at the same time compute the money value. You can sell every drop of oil you buy—none of it is lost. You can sell the oil with as much cleanliness and con- venience as though it were sold in package form. Catalog M will give you complete information. Sent free upon request. S. F. BOWSER & CO., Inc., Fort Wayne, Indiana If yeu have an old Bowser and want a new one, write for our liberal exchange offer. ¢ PIE Ss 6 PD ee ORD EER NCIC aE TET p . MICHIGAN TRADESMAN 23 STORE ATMOSPHERE. It Is Felt by “Finer Senses of Cus- tomers. Written for the Tradesman. Are you a winner, Mr. Merchant? If not you are a “wonner” for the Failure Boneyard, and that sounds too unpleasant for placid contempla- tion. Now, I’m not speaking of the usual avenues that lead to financial disas- ter, but I’m going to talk some about. the “store atmosphere.” For every store that ever existed had an “at- mosphere.” It couldn’t be seen any more than may the ether surrounding us in our own domiciles, but it is a very tangible something that may be keenly perceptible to the - “finer senses” of customers. ? Sometimes the owners of the store and the members of the clerking force get along together about as well as some mothers-in-law and their daugh- ters-in-law and then the air is quite apt to get considerably more than murky. If the Weather Man were predicting the sort of weather for that establishment it would be likely to read: “Lowery weather in this immedi- ate locality. Skies threatening, with probable squalls along toward night.” When a person enters a_ store where it is known that disagreements are frequent between all hands he feels as if he were going to the place under protest. It is no pleasure to patrons to listen to “scraps,’ and when it gets bruited abroad that any store’s clientele are continually at swords’ points the reports are quite apt to drive people to trade elsewhere. No one wants to be obliged to take an inventory of the “family washing” every time there is a little shopping to do. Then there’s the dignified—not to call it austere—shop where you are afraid to “crack the enamel.” Such a place is repelling, to say the least-—you almost feel as if you must tread on tiptoe, you are so fearsome you will offend some of the high and mighty dignitaries. In a certain store of this descrip- tion one of those fellows is always standing near the door—not to open it for customers, they have a cheap boy to do that—and why on earth he is pushed to the front is what most folks gave up guessing long ago. You step into the opened door, and good- ness, gracious! there is that ugly old Jack-in-the-box! Ugh! Coming upon him thoughtlessly—unsutpect- ingly—-you are mentally thrown off your balance and it is an appreciable moment before you are able to regain your equilibrium. Such a frigid au- tomaton, it would seem, has no busi- ness to be in a store anyway; how- ever, if for some occult but (to the proprietor) good and sufficient rea- son he has to be there he should be relegated either to the background or to innocuous desuetude in the base- ment or the upper regions where he may not offend. There’s a sort of establishment where the clerks seem in a state of chronic unrest. They produce the same effect on you as do a swarm of bees. They move around and move around and move around until you wonder if they are attached to some invisible wires that are ever stirred by some concealed machinery. Ifyou have occasion to pause for any length of time you fall to wondering if it will ever run down. I suppose that their uneasiness is caused by some nervous affection. If so they are not to blame for the affliction; they are rather to be pitied than censured. But these ‘perpetual mo- tion machines” are very annoying. Repose is an element that more clerks would do well to cultivate. There’s the shop where only the rich feel privileged to enter. The place carries some very reasonably priced merchandise, but the large majority of it is for extravagant buyers. This atmosphere of catering only to the oppulent militates against acquiring the money of the masses. More money could be made here if this course were relaxed somewhat. Pos- sibly, however, these proprietors pre- fer to have matters as they exist— have no desire to desist from their present method of doing business. Fvidently so or they would unbend more when a commoner comes in to trade. People say: “Well, if they don’t want my mon- ey they needn’t have it, I can go else- where.” There’s no gainsaying such remarks. Everybody loves cheerfulness, and when its benign influence radiates like a great big coal stove there’s sure to be something doing all the time. Here the proprietors and clerks greet customers with a contagious geniali- ty that spells “direct profit” increas- ing all the while. The force are aware of their own ability, yet do not obtrude it on patrons. They are com- posed, yet alert enough not to give the impression of sleepiness. Ig fact, everything they do seems to be just what should be done. This is the store that catches everybody from high to low by its peculiarly pleas- ant “atmosphere.” J. Jodelle. 22 __ How a Man Weighs. How much do you weigh? The average weight of man is 140 pounds, but the force of gravity on Mars is so much less than on earth that the 140-pound man would weigh only 53 pounds if transported thither. With such light weight and still retaining| the same. strength, an _ individual would be able to run with the speed of an express train, go skipping over 1o-foot walls, and do various othe: extraordinary things. On the moon a man would be even lighter. But on the sun our 140- pound man would have his troubles. Instead of being an airy individual he would weigh a ton and _ three- quarters. He probably would have the greatest difficulty in raising his hand, for that member would weigh 300 pounds. According to. scientific computa- tion a man who on the earth weighs 140 pounds would go to the other celestial bodies with the following weights: Moon, 23; Mars, 53; Venus, 114; Mercury, 119; Neptune, 123; Uranus, 127; earth, 140; Saturn, 165; Jupiter, 371; sun, 3,871. - Watches Baked and Frozen. “L will be with you in a moment. [ must finish baking this batch ot watches first.” The speaker was said, as he worked: a jeweler. He “I suppose you are surprised at the idea of watch-baking. I will ex- plain: The machinery of a watch is delicate; yet it must work the same in winter as in same in Russia as in Cairo, the same in Sahara as in Iceland. There is only one way to accomplish this. The watch must be regulated to heat and cold. summer, the “I am regulating these watches to heat. Afterward, in a refrigerator, ] will regulate them to cold. Then. when they go out in the world they won't disgrace themselves in any cli- mate, “Chronometers must be regulated more carefully than watches. They are often kept for weeks in temper- atures that are now zero and now 120 degrees.” > A Noble Work. A suburban during his discourse one Sabbath morning, said: “In each sermon.” minister, blade of grass there is a The following day one ot his flock discovered the good man pushing a lawn mower about his gar- den and paused to say: “Well, par- son, I’m glad to see you engaged in cutting your sermons. short.” ee We tiptoe looking for to-morrow and overlook the possibilities of to- day. Grand Rapids Notions & Crockery Co. Importers and Jobbers of DRY GOODS NOTIONS Laces, Embroideries, Handkerchiefs, Neck- ties, Hosiery, Gloves, Suspenders, Combs, Threads, Needles, Pins, Buttons, Thimbles, ete. Factory agents for knit goods. Write us for prices. 1 and 3 So. Ionia St. W. J. NELSON Expert Auctioneer Closing out and reducing stocks of merchandise a specialty. Address 152 Butterworth Ave. Grand Rapids, Mich. Our registered guarantee under National Pure Food Laws is Serial No. $0 Walter Baker & Co.'s Chocolate ) Our Cocoa and Choco- ;\ late preparations are ABSOLUTELY PuRE— i} free from ccloring matter, chemical sgol- ed be ipl or adulterants . of any kind, and are oeeeinteredy 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. Mr. Retail Dealer: that results. pense to merchants. cash trade, with very profitable results. Have you ever used a Piano for increasing cash business? Would you be interested in a plan and piano to be given away absolutely free will increase your cash business anywhere from 20 per cent. to 75 per cent.? Our plan and this high grade, standard piano unsurpassed for cash-bringing Our way the new way, the only way to increase cash business without ex- We have just such a plan and proposition, including piano, for one retail mer- chant only in a town. Our plan requires no investment or ready cash. We can serve only one merchant in a town. ask for letters from dealers who have tried giving away a piano to their patrons, for Send today for particulars and lowa City, lowa AMERICAN JOBBING ASSOCIATION @ 40 Dearborn St., Chicago, Ill. 24 MICHIGAN TRADESMAN GOOD ADVERTISING. How To Get People To Come to Your Store. Samuel Brill spoke recently at the Young Men’s Christian Association in New York as follows: Your prospectus this year tells me that those desiring to enter the field of advertising who come here are less in number than those merchants who wish to secure such a knowledge of the principles of advertising as will enable them to greatly extend their -own business. It is to this latter class, anxious to know the A B C of retail advertising, that I am _ to talk. I speak on four topics: 1. What you may do to bring ple to your store. peo- 2. Value of specal sales and in- dow displays. 3. Necessity of studying the pub- lic’s taste. 4. Making the store attractive. The A B C of advertising, in my mind, means advertising without the direct use of printer’s ink, as_ tle term is understood. Before you walk you must learn to creep, and be- fore you read you must learn the alphabet; consequently, before you use printer’s ink in newspapers you must know the A B C of advertis- ing. Regarding this I want to talk as I would to a kindergarten class— to give you our actual experiences before we used printer’s ink. I want to impress clearly upon your mind that we advertised before we used printer’s ink, and, as you are begin- ners, this subject should be of in- terest to you. You should have your store clean; become personally acquainted with your customer; get to know him; cal] him by name (he will like that); es- cort him to the door; say “Thank you, call again. I wish you would send some of your friends to us.” I am now relating to you what we did when we started, so you can get this information and use it on particular occasions. We remembered the mot- to in our school books, “Waste not, want not,” and the paper and twine that came around the packages that the wholesale houses sent us was saved and utilized. We brought peo- ple back to our store by giving them good service, keeping our store clean, our windows well dressed and changed often. We dressed our win- dows at night so as to have new things on view the next day. I remember an organ grinder who came to Cortlandt street every day and attracted considerable attention by his good music. I made arrange- ment with him and his organ to pay him so much per hour from 12 to 1 to play popular airs. The result was that crowds gathered around. They did not know we paid for it, and while some wanted to listen to the music and were perhaps ashamed to stand there doing nothing, they gaz- ed in our window. That is advertis- ing without the use of printer’s ink. One day, after we had been in business only a short time a man entered our store breathless and said hurr‘ edly: “Here is a watch that drop- ped to the sidewalk as I brushed past a woman. I evidently brushed it from her dress. If I carry the watch I might be arrested. Hold it until to-morrow morning and I will be here.” There was a chance for me, and I immediately sent for the re- porters of the daily papers, told them what happened, asked them to publish it and stated that the lady could have the watch by calling at our store, also giving the name of the man who brought the watch in, so as to make it an exciting story. All the papers published it, the woman saw it and came in for her watch. The man who had found it was indig- nant because we published his name, but that soon blew over and we made friends and customers and got adver- tising without spending money for printer’s ink. When we waited on our customers during those days we told them something of our history and our struggles. They took interest, patronized us and _ brought their friends. After we were one year in business we stretched a banner across. the street, window to window, _ stating that we were one year old, that “Mr. Croaker” and “Mr. I Told You So” said we would not last six months at Cortlandt street, but we were now a year old, healthy, growing, happy, and that if people would come in we would present them with a cigar aft- er making a purchase. This created many smiles and more new custom- ers. This was advertising and cost nothing for printer’s ink. We had showcases out in front of our doors. A neighbor objected to them and asked us to remove them. This we would not do because he obstructed the sidewalk with boxes, barrels and cases. Our neighbor com- plained to the Bureau of Incum- brance. We were notified to remove our cases, did not do so, but prepared signs, so that when the cases were removed it would cause excitement. One morning trucks drove up from the Bureau, ordering us to take out our merchandise, as they were going to take our cases. Immediately out went one of our signs stating as fol- lows: “Our neighbor next door (we had a hand pointed next door) com- plained about our showcases to the Bureau of Incumbrance, now remov- ing them, while his sidewalk is filled with boxes, barrels and skids. Is this fair? Is this just? Is this right?” We hoped the public would take no- tice and, not seeing any goods on our side, would come in and ask for them. A great crowd collected to read the sign, while one of us very slowly removed the contents of the cases. The police, seeing the crowd gather- ing around, threatened to arrest us if we did not take the sign down. We did take it down, but very slowly, because I had sent for the newspaper reporters, who, seeing the crowd’s excitement, published a copy of our sign and thus advertised us and our store. We did not have the money to ad- vertise, so had to resort to other means. We exchanged goods freely, we refunded money, all of which brought people back to our _ store. We .always smiled at our customers, treated them pleasantly, and that, too, brought customers back. If a cus- tomer wished for something and our little store did not have it, we said we would get it. If they said not to bother, that they would look around, we said we would spend our time looking for it. This pleased, and the customer would come back and express thanks, when-we would say we wanted him to patronize us and bring friends. A crank, a dis- agreeable man who is not pleasant, can not advertise in this way or hope to be a big merchant. This is worth much to a beginner and should receive daily attention. A special sale of something shown in your window that a customer can easily recognize should be sold at cost price. We did this, did this oft- en, which brought people to our stores and made our windows attrac- tive and noticeable. Pedestrians used to read our comic signs, our serious and clever signs. At that time I was not afraid to buy a big lot and mark the goods within a few cents of their cost, just to get money to pay bills then due. Our window cards al- ways stated something else besides the price. We frequently used some popular event to call attention to the goods. We used articles about the races, prize fights or an_ election, which we got out of the daily pa- pers. ‘O. J. Gude, the sign advertiser, told me personally some years after, that, at night, when he was but a be- ginner, he used to come to our win- dows and read our signs because they were terse, sometimes witty, always up to date. These points are the A B C of ad- vertising without printer’s ink, and we did it twenty years ago, success- fully. Right here I want to impress upon your minds that almost every large and flourishing concern that started twenty years ago, and_ is prosperous, could to-day duplicate it. You can be a Wanamaker, a Mar- shall Field or an Altman if you per- sonally -attend to your store, look after your window displays, watch your business and study it thorough- ly. You men can become success- ful advertisers and business men just as easily to-day as these big men whom I have mentioned have done before. It depends upon how you study your business and how much you love your business. Speaking of how you love and attend to your business brings me to subject No. 3: Give your customer what he wants, and if you have made a purchase of aw ey 1 qi = te is, and ever will be. =" J ! of bY y ae “Ul ad a roe e oT pm aN Z ebay ' ers ie iy y Bp tip e | * ‘ ' one es merchandise that they don’t want, cut the price. They will then buy it at your store, because, if the public does not just want it, the price will ap- pease them for the lack of style or attractiveness. All merchants must study the public’s taste, or, properly speaking, the taste of the public. I mean by this if a merchant has ideas of his own he can soon build a clien- tele around his store. People will like his ideas, and his business will grow as he unconsciously caters to the public’s wants. This really takes in all the items I have mentioned. Keep your front clean, your interior clean, papers pick- ed up, sweep often and don’t -stand around doing nothing or read a pa- per. [I never read a newspaper in my store in my early days, nor do I do it to-day. I have never smoked a ci- gar or a cigarette in my store, nor have any of my brothers. The day we started in business we did not have a chair in our store so we could sit down, but were always up and ready for business. Consequently we were ready to make our store attrac- tive, ~ Many years before we used print- er’s ink, in the term that it is under- stood by using it in newspapers. we did use some circulars, but we were known from Maine to California, and the people who came into our stores said, “You fellows are great tisers; we hear of you all Now, how did this happen the use of printer’s ink? By special sales; by attractive windows; by at- tractive window cards, changed .oft- en; by politeness to customers and knowing their names. On the day before the Fourth of July we pinned in the lapels of each one of our cus- tomers a red, white and blue ribbon. On the Saturday before Easter we had a number of carnations put in the buttonholes of customer’s coats. On St. Patrick’s day we pinned a shamrock on the lapel of all of those who wanted one. adver- over.” without I am giving you personal experi- ences because I have compared these with the personal experiences of other advertisers who have gone through similar events. I want you to be care- ful when you go into business to re- member all the points that have been given you at these lectures, and when the emergency arises be ready for it and not forget to read, read, read. If you are in a business in which there is a trade paper published, read it faithfully, for it reflects the ideas of others and gives you food for thought. There is many an idea that you can get from the trade paper that you can utilize. Some: years after we were in busi- ness, our Sixth avenue store was en- tered by burglars and our safe rob- bed. We complained to the police and told them they had taken $600 in cash. We felt that we could never get this money back, so we immedi- ately put this safe in our window, one or two burglars’ tools that we had found, added some of our own ideas, such as a candle, saw and ham- mer-—made an especial display of burglars’ tools and our safe. Our windows were packed for three or four days and the matter was talked MICHIGAN TRADESMAN about. Finally the police captain asked us to remove the display, as it was a reflection upon him. I be- lieve they caught the burglars, but we never had anything returned to us. That, too, was advertising with- out the use of printer’s ink. I saw a toy for sale on the streets of New York which permitted you to slip a piece of paper in between two rollers made similar to a wash wringer, and as this white slip of pa- per went in one roll another piece passed out of the other roll and made a paper dollar, which, of course, had been previously inserted in the roll- ed. We put a boy in the window with this machine. Of course, our mérchandise was hung above and around him, and we even went so far as to hang up some dollars in the window, tear them a little and advertise a dollar, damaged very lit- tle, for 95 cents. This created talk, and that was advertising. The day we opened our Sixth avenue store we asked each customer for his name and address and promised him that the next year, upon the anniversary of our opening, we would send him a souvenir. I could continue to name many things, and I would like to name them for your education if I had the time, but I want you to get the idea that you can do very much by calling attention to your _ store. Make friends and advertise your busi- ness wiiheut the use of printer’s ink when you can not afford the latter, but when you do get on, use print- er’s ink—-as we understand it in news- papers—-in circulars, ‘f you like, in the beginning, and then in the news- papers. Of course, the experienced newspaper advertiser talks against circulars and against theater pro- prammes, but this is valuable to the beginner. The beginner may be but a local merchant, consequently the things advertised will be local, and when he finds that it pays he will outgrow that, just the same as when we first come into the world we live upon milk; later on we do not use so much milk, but want something more substantial. Watch the little things in the beginning of your busi- ness career and attend to the little things of your business. If you are having a house built and the builder leaves out a brick here and there among many _ thousands that he is using you notice it, ask him to put these bricks back, even if the house would stand withoui them. Next time you give the job tc someone else. Just so with busi- ness, you will find that it will weak- en your structure. Whatever you do, if you have partners or help, do not depend upon their doing all; do as much as you can yourself. Do not depend upon the other fellow; the other fellow may nof do it; the re- sult may be a mistake, which re- minds me of a little story, and I want you to think of this story and the result: In a little town upon the Rhine, where they gather grapes and make wine, the burghers met one evening and decided that the burgomaster’s birthday should be celebrated with some special event. These folks, not having any money, but all having wine, decided that on the night be-| possibly can afford. fore the master’s birthday and after | he had gone. to bed, they would roll | up a big empty hogshead in front of} his door, and during the night each villager was to pour a quart of wine into the hogshead. The eventful night came, and here is where the mistake | occurred. | Each thought that, inas- | much as the other was bringing a} bottle of wine, he could bring a bottle | of water, and that in the hogshead} no one would notice the one quart of | water. The morning came, the mas-'! ter opened-his door and found the great hogshead filled with clear wa- ter. Each one thought that the other had brought the wine. Another bit of advertising to the beginner is upon writing letters. Let- ters that you write in an angry mood keep until the next day—and then tear them up. This comes under the head of advertising, of making friends and enemies. When you do write letters, write them carefully. Now to-day we spend a great deal of money in the newspapers and in sending out literature and booklets. We know that if we should stop us- ing printer’s ink in mewspapers it would stop our business growth. In case you open a store you must put in attractive goods, injecting some personality into the enterprise, you must be attentive to customers, make your windows attractive. You must be satisfied with small profits and you should refund money. I advise you, whatever business you choose, that you subscribe to as 25 These trade pa- pers tell you what the other fellow is doing—give you some ideas to feed on. Your opinion of life may be but a reflection of life’s opinion of you. We Are Millers of Buckwheat, Rye and Graham Flour. Our Stone Ground Graham Flour is made from a perfect mixture. of white and red winter wheat. You get a rich flavor in Gems from this flour not found in the ordinary mixed or roller Graham. Give us a trial. Your orders for St. Car Feed, Meal, Gluten Feed, Cotton Seed Meal, Molasses Feed, etc., will have our prompt attention at all times. Grand Rapids Grain & Milling Co. L. Fred Peabody, Mgr. Grand Rapids, Michigan many of the trade papers as you Pure Buckwheat Flour Car lots or less. Write for prices and sample. Traverse City Milling Co. Traverse City, Mich. We Sell the Celebrated Penn Yann Buckwheat Flour Made at Penn Yann, New York and Pure Gold Buckwheat Flour Made at Plainwell, Michigan Geld Leaf Vermont Syrup New Goods Just In JUDSON GROCER CO. Wholesale Distributors for Western Michigan 26 MICHIGAN TRADESMAN ONLY A SAMPLE CRANK. Real Estate Dealer Collides With Hard Luck Story. Written for the Tradesman. “Speaking about cranks,” said the real estate man to the grocer, “you are not acquainted with the tribe. If you want to find out just what sort of idiotic cranks there are in the world, open a real estate office.” “It appears to me,” said the gro- cer, “that men who have real estate to seli, or the cash to invest in prop- erty, ought te be a rare lot.” ~ “Bless your soul,” said the real es- tate man, “it isn’t the buyers and sellers. It is the renters who make the trouble. You sit here for half an hour and you'll get next to more de- formed intellects and more hard luck stories than you will hear in your store in the course of a year. This looks like something quaint now.” As the real estate man concluded his last sentence a door leading to the private room in which the two were. seated was pushed open. The dealer had seen the visitor crossing the outer office and had sized him up as a freak. The first thing one noticed about the visitor was the spink-and-span newness of his glossy silk tile. This tile dominated a fat, pink face and a stout figure clad in a black suit which showed green where years of wear had vanquished the first fresh- ness of youth. He walked softly to the desk where the real estate man sat and laid down a card which read: “G. Howard Farling, President and Manager of the Anglo-Germanio Surething Anti-Fat Association, Eta” “I’d like to look at a small suite of offices in some central building, he said, petting his glossy tile with a silk handkerchief. “Owing to an unfortunate combination of circum- stances, I am obliged to start in at the foot of the ladder once more, and it is imperative that I secure a low rental.” “Certainly,” said the real estate man, “I have a couple of rooms that will suit you, I’m thinking. They are away up, but they’re all right. Just over here in the Ide building, good elevator service, and all that.” A smile which was an apology without words, a pink smile which conciliated for a second and disap- peared, swept over the visitor’s face. “I prefer,” he said, “a front base- ment.” “You'll find better accommodations up nearer the roof,” said the dealer, “and rents are lower.” “As I said before,” observed the visitor, “owing to a combination ot evil influences, I am obliged to start in at the foot of the ladder of suc- In other words, I put on the hummer. afford to engage assistance of an quired. have been Still, I can not rooms where the elevator is re- To be perfectly frank with you, it was an elevator that tempor- arily landed me in the commercial discard. Haven’t you got something where one can mount to an office by easy staircases?” ._ “Not to-day,” said the real estate man. cess. The grocer leaned back in his chair and laughed as the visitor bent over the dealer’s desk to argue the point. Sure this was one of the visitants his friend had told him of. “In the abstract,” continued the visitor, “I have nothing against the modern elevator as a means of going up and coming down. However, in the concrete, I can’t stand for them. Did I mention to you the fact that it was an elevator that gave me mine?” The real estate man nodded and pulled out his watch. “Only a few short months ago,” resumed the visitor, “I was standing within reach of a steam yacht and an automobile with a snout nine feet long. It is a strange thing that a common electric lift, insensate and built of cold metals and wood, should have the power to put a great intel- lect on the hog, so to speak, but I believe you are already acquainted with the fact that it was a low-brow- ed elevator that sent me into the ruck.” “I have heard something of the sort before,” said the real estate man, with a smile in the direction of the grocer. “I sympathize with you, and will give you a pointer. When you get out into the corridor you will find a policeman there. Tell him that he is to show you out of the building and then knock off for the day.’ The visitor looked scared, for a moment, at the mention of the po- liceman, but was too full of his hard luck story to take to his heels just then. “One moment, please,” he — said, leaning far over the top of the rea: estate man’s desk. “As I observed be- fore, the Anglo-Germanio Surething Anti-Fat Association, Ltd., can not at this time pay excessive rentals, and ll tell you why. I'll be quite frank with you. We have just emergea from a catastrophe. We are just re- covering from a_ head-on collision with a merger of five fat men and an electric elevator.” he real estate man winked at the grocer and confessed a look of en- couragement. The scene was becom- ing amusing. “You may have heard,” continued the visitos; “of the Universal Benevo- lent Accident and Loan Association cf the British Empire and Elsewhere? Yes. I thought so! I had the hon- or of being chosen president of that company. It was the merger IT have mentioned which put it on the dump. Therefore, IT beg to decline a suite connected in any way with elevator service.” “You must have met with a- dis- aster?” suggested the dealer. “The home office of this company,’ continued the other, “were on the *steenth floor of a great office build- ing which, unfortunately, was well provided with elevators. The build- ig might have suitably been called the Lair of the Fat. I never saw so many fat men in one building at one time in my life as I saw there. I den’t think a lean man could have rented an office there if he had tried. Even the clerks and stenographers, were fat.” “Pleasant company,” observed the grocer. “Very jolly, good-natured,” replied the visitor, nodding in the direction “They building a distinct atmosphere of its of the speaker. gave the own. When they moved about the corridors they made one hungry. They seemed to boil out of their clothes at the neck and wrists. They reminded me of prime beef going about in shiny shirt, clean shave and poiished shoes. They actually gave Steam Established in 1873 Best Equipped Firm in the State 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. Fire Arms and Ammunition Big Game Rifles Automatic Guns Double Shotguns, Single Shotguns Hunters’ Clothing, Carryall Bags, Ponchos Base Ball Goods FOSTER, STEVENS & CO. Grand Rapids, Mich. A Gasoline Lighting System That Requires No Generating and Pull the Chain Instantly it Lights No climbing ladders or chairs Is as convenient as electricity or gas and costs less than one-twentieth as much to operate. like the latest Nernst electric arc lights. lutionize the lighting of stores and homes. Looks It will revo- Anyone can install and own a lighting plant at a-cost of from $20.00 up, according to the size of the space to be lighted. 500 Candle Power, two hours a night for a Nickel a Week. on one gallon of gasoline. Will actually run 4o to 60 hours Every outfit carries an eleven year guarantee backed by a responsibility that is unquestionable. lighting, viz.:—having to generate the lights before using, entirely overcome. Send for our 48 page catalogue showing many beautiful designs. Gloria Light Company 5-7 N. CURTIS ST., CHICAGO The only objection to gasoline President, Geo. J. Heinzelman 20 Pearl St. Vice-President, Ulysses S. Silbar Secretary and Treasurer, Frank VanDeven Grand Rapids Paper Co. Representatives of Manufacturers and Wholesale Dealers in PAPER BAGS, CORDAGE AND WOODEN WARE Grand Rapids, Mich. AGENTS FOR MUNISING FIBRE PAPERS 3 oe eee eG MICHIGAN TRADESMAN shaft. the building an air of prosperity which boosted the rents.” “And your five fat men?” “They were there,’ replied the vis- itor. “Also the elevator and the time and the cause and the excuse. They were ali there. These denizens of the building looked so corn-fed and hap- py that I resolved to get ’em into the Universal Benevolent. I began with a fat man who weighed three hundred pounds and insured him against accidenc. In case of disabii- ity he was to receive two hundred a week. I took his note of hand for the first premium. “Did I state that this. three-hun- dred-pounder was our first risk? He was. The next four were also three- hundred-pounders. They also gave their notes of hand for the first pre- mium payment. I had fifteen hun- dred dollars’ worth of risk and not a cent in the treasury.” The real estate man and the grocer bounced their feet on the floor and roared. “I was proud of my risks. I ex- hibited ’em to the capitalists who were nibbling at the treasury stock I had for sale. Next to selling blue sky, the sale of treasury stock is about the most lucrative proposition T ever struck, but in this stock hung on my hands. “One day there was a formed to take ten thousand of the stock. I hastened to the office in the morning to get the money. I knew where a modicum of it might be placed to advantage. While waiting in my office for the yellow boys to connect with my fingers, the pected happened. Do you wonder that I tremble at the thought of go- ing into an office building provided with an elevator?” “You don’t mean to say—” “TI do. The whole five,’ replied the visitor, with a sigh. “At one fell swoop?” “At one stroke of destiny. I found the five fat policy holders lying in a mess at the bottom of the elevator Do you wonder that I—” “Not all dead?” asked the grocer. case the syndicate unex- “Worse,” said the visitor. “Alive, with broken bones, claiming their indemnity. I went up to my office while the ambulance carted ’em away. There I figured it out. I stood to pay out one thousand dollars a week to the five fat ones, and I had two cents less than a nickel. As I ob- served when I came in, I desire a small suite in the basement. I feel that 1 can never trust an_ elevato1 again.” “And the Universal Benevolent?” asked the real estate man. “] don’t know,” replied the other. “It might have resumed. I did not wait to see. I slipped out by a back door and hiked to the next town, where I got a train when the train- men were not looking. As I said be- fore, I’m now ready to start-—” “That’s right,” said the real estate man, “it is time to start. No, I don’t wonder that you eschew elevators. What do you think of the sample, grocer?” The grocer smiled the visitor to the door. Alfred B. Tozer. and followed Waste Problem in Timber Supply. Less than 50 per cent. of the aver- age tree as it stands in the woods comes into the market in the form of merchantable products, according to the statistics of Government ex- perts. The remainder is allowed to go to waste. Some trees supposed to be of little value have been habit- ually neglected altogether and left in the woods to fall and decay. The seriousness of this waste ques- tion made little impression on lum- bermen and the users of lumber until forests began to fail and prices reach- ed a point where building operations were handicapped. Lumbermen have too often gone into the richest for- ests of the country and merely “skim- med the cream,” taking only choice parts of the trees and wasting the remainder. Scarcity has now called a halt and made it necessary to put the whole tree to its best use. The Forest Service early realized the need of turning to account what was thrown away, and it began in- vestigations with that end in view. 3ecause of lack of facilities in Wash- ington, laboratories were established in other cities, the location of which seemed to be most advantageous for the particular study concerned. The first of these was at New Haven, Connecticut, in the old chemical lab- oratory of the Sheffield Scientific School of Yale University. Experi- mental and analytical work was car- ried on, such as the analyzing of pre- served timbers, the determination of the quantity of tanning material and cellulose in various woods and bark, experiinents to discover the quantity of material leached out by allowing logs to stand in water for varying periods, and_ studies to establish standards and values of commercial creosotes. Work progressed even with a lim- ited force, and shortly a laboratory was established in Boston to investi- gate the value for pulp purposes of various abundant woods, and to save the valuable spruce and poplar for- ests for lumber. The results of this work were most encouraging. A number of wood fibres were shown to be valuable raw material for pa- per. Some of these were, so-far as rcolor, strength and various other qualities are concerned, better for cer- tain purposes than spruce. The wood distillation industry was also given careful study with most satisfactory results. An expert made an extended tour of investigation through the South, and furnished an exhaustive report on the condition of the industry of that section. Lat- er experimental studies resulted in a method of chemical examination which not only demonstrates the rel- ative value of turpentine obtained from the pine tree by various meth- ods, but also shows that it is possi- ble by steam distillation processes to obtain from refuse Southern pine a grade of turpentine equal for all practical purposes to gum _ spirits, which is the product obtained by scarifying the trunks of living trees. Circulars setting forth the results in detail are now in preparation by the Forest Service. The investigations of the Govern- ment to discover uses for waste ma- terial were from the first carried on under something of a disadvantage because of laboratories being in dif- ferent cities. Consolidation of and close co-operation were almost impossible. This was remedied last July by the transfer of headquarters to Washington. A building suited to the special requirements of the work was erected, in which the apparatus previously used elsewhere has been installed. Here the field of enquiry will be extended to cover additional phases of the waste problem as it af- fects the timber supply. forces _—_—_. oo The Triumph of White Bread. “It is probable that one reason for the growing demand for wheat on the Continent is an extending use of white bread and a corresponding discarding of rye bread.” So says Milling, of Liverpool, and then it adds: “This change is becoming more pronounced every year, but as the wheat production in the rye- consuming countries does not in- crease pro rata, it is throwing more demand on wheat from other grow- ers. In the Far East the tendency to replace rice by wheat is another instance of the triumph of the lat- ter. As knowledge grows dietary customs give place to more enlight- ened foods. Growers of rice and rye will become wheat producers, but probably not as fast as the consum- ers change from one to the other food.” Hidden in every vice we plant lies the seed of otr own punishment. The Sun Never Sets where the Brilliant Lamp Burns And No Other Light HALF SO GOOD OR CHEAP It’s economy to use them—a saving of 50 to 75 per cent. over any other artificial light, which is demonstrated by ath Aeneas the many thousands in use ony for the last nine years all i Pas over the world. Write for a M. T. catalog, it tells all (81 about them and our systems. BRILLIANT GAS LAMP CO. 24 State Street Chicago, II. Blankets and Fur Robes This cold weather is just what is needed to move them. Send _ us your order to fill in be- fore your stock is too low. Quick Shipments Brown & Sehler Co. Grand Rapids, Mich. WHOLESALE ONLY Obey the Law By laying in a supply of gummed labels for your sales of asoline, Naphtha or Benzine in conformity with Act No. 178, Public Acts of 1907, which went into effect Nov. 1. We are prepared to supply these labels on the following basis: 1,000—75 cents 5,000—50 cents per 1,000 10,000 —40 cents per 1,000 20,000—35 cents per 1,000 2 Tradesman Company Grand Rapids MICHIGAN TRADESMAN Partnership Relations Between Hus- band and Wife. I have said many a time and oft! that my ideal of a perfect marriage was an unlimited partnership. I do not believe, on principle, in autocra- cies and I take no stock in the head- of-the-house theory. No happy family was ever run by a dictatorial hus- band or a bossy wife. We want an equal privilege government in_ the home as well as the state. If I were a girl and two suitors came wooing me, one of whom said: “Come, be my angel, my inspiration, my ideal,” and the other said: “Come and go into life partnership with me,” it would not take me two minutes to pass up the angel proposition and close with the business deal. And I’d never regret it. A man who is broad enough and liberal enough to make his wife an equal sharer in his business, his hopes, his sorrows, has the right idea of life, and if exist- ence isn’t one long, sweet dream with him, it will at least always have some- thing in it that is a mighty good sub- stitute. I am quite aware that very few men take to the partnership idea of marriage. There are two reasons for this—one is that if a man is a good man, and loves his wife, he wants to protect her from many of the hard- ships that he has to bear. The other that if he is a man he doesn’t want to share the perqui- sites with her. In one case it gives us the doll wife, and in the other the slave wife, and so far as the women themselves are concerned, it is hard to say which been done the greater wrong. reason is mean has Almost all of women’s helplessness and incompetency comes in right here. Not one wife in a hundred is her husband’s business partner or knows what he makes. She has never been taught the simplest business forms, and so if the time ever comes when she is left without the protect- ing arm on which she has leaned, she is utterly incapable of taking care of herself or her money and is the vic- tim of the first thief who comes her way. Every bit of this could be avoided if women were their husband’s busi- ness partners—not active always— but trusted and taught. -As a matter of fact, there are just as many women with good business there are men if they only had the chance to develop them. JI once heard Miss Kate Gordon—who is now sitting high in the councils of the National Woman’s Suffrage Association—dis- cussing the question of woman’s wid- er opportunities with a man. heads as “Pooh!” he cried, scornfully, “wom- en are fit for nothing but the home. They don’t know anything about business. Why, half of ’em don’t know how to fill out a check.” “Can you work out a_ perforated paper pattern at sight?” wittily re- torted Miss Gordon, and it seemed to ‘not speak, because no me no amount of argument could have better answered the objection. We know the things we have been taught, and the men, who have kept us in swaddling clothes long after we ought to have been able to fend for ourselves, have a big slice of the misery of the world to answer for. If a girl hasn’t enough honor and honesty to be trusted with half a man makes; if she hasn’t enough dis- cretion not to run and blab business secrets; if she hasn’t enough to understand a man’s occupation and profession, she is certainly no fit per- son for him to marry. sense Don’t marry any girl you wouldn't be willing to go into business with, boys. And right here I want to say that I have never known any man who made his wife his business part- ner who was ever entirely crushed by financial losses. It is the women who spend in the dark who bankrupt their husbands. Many a level-headed wife is the ballast that keeps her too san- guine and speculative husband from backing wildcat schemes, and if mis- fortune and losses and hard times do come, the man who knows that his wife—his partner—is going to say, “Oh, well, don’t worry. We _ have pulled through many a hard place be- fore and we can again. Brace up and let’s get to work,” is never the one who commits suicide. He has that at home which puts fresh courage in his heart, and gives him strength to be- gin the fight all over again. Of the wife’s right to an equal share in the family pocketbook I need man would dream of denying that to his part- ner. No man would expect another man to invest his all in the business, to give to it his entire thought and labor and to receive as his share of the profits only his board and clothes and a little doled out car fare, yet that is what many women get as the sole reward for their sacrifice and service, The woman’s side of the partner- ship I hold to be just as binding as the man’s. No firm can really pros- per when one member is a drone who has to be carried and who makes reckless drains on the firm’s capital. The prosperous enterprises are where both partners bring their varied tal- ents and united talents to the support of the firm. A woman’s end of the bargain may be described as the office end. Bad book-keeping has wrecked many a firm; little leaks in the office bank- rupt many a good business. A waste- ful woman can throw more out of the kitchen door with a teaspoon than her husband can throw in at the front door with a scoop Every young couple starting out in life settle with- in the first two years whether they are always going to be poor or are going to achieve prosperity, and nine- ty-nine times out of a hundred the woman settles it The man who mar- ries a thrifty wife goes up into the firm or starts a store of his own. The man who marries a trifling one lives stool. I honestly believe that the crime that calls for reforming more than drink or gambling or anything else and dies on the same clerk’s is the way giris are raised and the total ignorance of everything a wom- an ought to know with which they are rushed into matrimony. It may not be poetical or romantic, but it is the solid truth that domestic happiness rests on good cooking and good housekeeping. The man whose meais are never on time can not hold his own in the business world; the man who acquires dyspepsia through mean cooking or who is not properly nourished by reason of ill-chosen food breaks down at the critical time, when a little more strength would have carried him past the win- ning post; the man who gets nervous prostration is the man who comes home at night to a place that is not a temple of peace, but a home that is ill-ordered, upset, full of nagging servants and querulous complaints. One of our leading financiers said once that when he was preparing to run a gigantic corner in stocks—a deal that would involve millions and require not only clearness of mental vision, but iron nerve, so that he would be able to hold on until the critical moment—he went into train- ing for it like a prize-fighter and got himself into perfect physical condi- tion before he attempted it. There is a lesson in this for every wife; for the body is, after all, nothing but a machine, and it can not do its best work unless it is properly cared for. I know of no thought more de- pressing than the fact that the life, the happiness, the well-being of the family, are daily given into the hands of girls who are absolutely untaught, It would be too bad to deco- rate your home in the ordi nary way when you can with ae IADASL The Sanitary Wall Coating i secure simply wonderful re sults in a wonderfully simple manner. Write us orf ask local dealeé Alapastine Co Grand Rapids, Mich, New York City A L A B etna ea EY 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 upin &%, 1 and 5 gallon cans. STANDARD OIL CO. GRAND RAPIDS, 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 3 : = 2 a * 4 3 3 eae i aie ‘Guelitiealies “G6 ahead’ Da goods. I am always talking quality, y ae Se ee eee as a general thing, anyway, so that’s SAUL ( f Kad not give up your profession. Add : See : STS AS Py ehh . : ne . not a very hard proposition with me. S ~ SEEe tw) es your earnings to your husband’s, be a : RES AEM TTC Ke IEILILIC \ a cual patie: both pull I am always trying to get my cus- = Ane hellope 3 4 t a ing == MICHIGAN TRADESMAN and incapable of caring for the trust 3y the determined tone of her voice committed to them. When the engi-jas she asks to see a certain piece of neer does not know what wonder that the matrimonial train so often goes to. smash? It is dishonest. It is taking an un- her business,|lace you can pretty nearly tell that she means business. Your heart bounds at the thought, for the lace for which she enquires fair advantage of a man for any girl |is rare and costly, and, moreover, the to marry him unless she has qualified to make a comfortable home and thus fulfill her end of the partnership. Another view of the partnership of matrimony has recently forced itself upon my notice, and that is when the woman is fitted to become not only a silent but an active partner. The question raised itself in connection with a charming young girl who is about to follow the happy American ices, and when she asked my advice, together, and in a few years you will be rich. Then, when you have helped him up the hill, you can quit teaching if you like, but now is when he needs you.” She is going to do it. People may gossip a little, but if we waited for the world to approve all we do, we should do very little, and no one will criticise when that young couple “get|. ” along,” as they will. I can see no shame to either when a woman can help her husband, and lady can well afford to possess her- ‘self of it if she desires it—and it is very evident that she does. She endeavors, however, it may be, to make a feint, concerning this es- pecial lace, of not buying it, remark- ing that possibly she had better not get it now, etc., etc. You indulge her a trifle in her ca- price, but steadily keep your mental eye on the result. you would attain. tomers to “trade up.” Kate Walton. ————_2-2>___ Keep the Peace. And the Lord spake unto Fra El- bertus, saying: Verily, the most nec- essary thing in a shop, store, bank, railroad office or factory, is to keep the peace. He scrappeth not with his neighbor, and shutteth up and clos- eth his gab, is getting a cinch on the foremanship. who hd bw) Great American Food Staple DAVENPORT, IOWA. gustan of marrying a young man} Perhaps she feels as if she ought who is all that one could ask in a not pay quite so much for the mer- een - ici ete se and chandise as the price charged and so f industrious—but who has only just she demurs tree: . ‘ ; : s 3 ‘ arding same. i gotten his foot upon the first round 3 Ss \ See is Ai cee he was Under such circumstance, knowing 4 cee ae a 2 the lady to be reputed quite wealthy, 4 i ee ee eres Oy if you stick to your original pfice she Thi Id Sh 3 3 4 Small sglaig—-$ino 2: month=-ana | °°" ’ 8 : mis golden extract of corn, with its unequalled e as : .,,| Will likely purchase the lace. Where ' : : ‘ with a wife to support on that, it will oe a es flavor and quality, stands in the front rank of pop- : Be year. Sven with the best of tuck) CORE tO con > Deb : ; bie ie ae tiwh to og |Stmer is advanced it is well to be ular food staples. Pure, delicious, unquestionably i ~~ oO oC = Ce ee ee tO 80 firm. Given desire to have and riches * wholesome. Everybody raves over it: } or th: 3 is Eames toy Mince on esome., Everybody raves over it; better than q fie : : on the lady’s side, and desire to dis- : f : a Pee girl, however, has a specialty, oe oe : any other syrup for every use from griddle cakes "4 Hot cae Ene - a 4, | Pose on yours, you practically have| | 5 4 ee ee oo ee the ation all in your own hands. | i} \ to candy, money in acquiring, and that.would) 4,.,_ Bs ee eee : fae enable her to earn more than her hus- nee ee ay a cape) if | Stock uP on Karo—the big advertising cam- i : : ! ;,| Price and dwell with a great deal o . - es : 4 band if she practiced it. In the small i oe at eee a: paign now on will keep things moving. 3 tomy ta which they are: to live there sind ences roe uality. Pin on % will be much demand for her serv- : : : liecasline CORN PRODUCTS MANUFACTURING c0., : quality your faith to sell her the Your Profit on ARIOSA does it. For, after all, it comes back] And the foreman who smothereth to the partnership question—the|, feud, and turneth the hose on the ; = . equal sharing in prosperity and ad-| clique, is already engaged to the The idea some emits have that they cant : versity, and the pleasures and __ per- proprietor’s daughter, and the painter make a good profit on Ariosa Coffee is incorrect. plexities of life. Of one thing I am iS busy putting his name on the sign. certain—no family run on that basis Ariosa Coffee is the largest package Coffee Those who say “Ha, Ha! See me de seller in the world. As with all widely-sold things vg can ever come to bankruptcy in love. Dorothy Dix. him!” are already done for. For what anybody says is naught Some Caprices of Lace Customers. |°“Y¢ alone for him who says it. Wiottien dor the Teadesan: Beware of the clerk who dealeth I can almost always discern: by a woman’s ways whether or not she is going to take the goods she is in- specting—goods, I mean, for which she has enquired and for which, pre- sumably she has a use or desire. She betrays herself in many little tricks— many little mannerisms: Often such an one will sit in front of you and allow you to go on with a learned or lengthy dissertation on the merchandise in question, at the same time that she knew before she entered the door that she should pur- chase that identical lace. The lady has been thinking about it for days back, perhaps, and has made up her mind to get it as soon as she has the money to spare. When she has it she hies herself down to the store that keeps what she wants. in fairy tales about his fellow work- ers ,and for them maketh life diffi- cult, for he is already putting salt on the tail of a blue envelope. A civil tongue and a deaf ear mean money in the bank. My son, deal not in Chicago tongue, and it is you for a raise. He who doeth his work and cutteth out the gabfest shall on the Great Day of Readjustment stand in—Phil- istine. Few ladies are aware that they carry some forty or fifty miles of hair on their heads; the fair-haired may even have to dress seventy miles of thread of gold every morning. ——_>2.—_____ Don’t tell a man you are as good as he is; show him that you are bet- ter. it is sold closer than things that sell in one-quarter the your own package Coffee a week and make 10 cents a pound profit, or sell 100 pounds of Ariosa and quantity. Which is better—to sell twenty-five pounds of make 5 cents a pound profit? Not to speak of the Ariosa vouchers that are practically like finding several hundred dollars a year. Don’t forget that we have already created the . demand for Ariosa Coffee; there is nothing left for you to do but satisfy it. ae a Arbuckle Brothers NEW YORK oo 30 MICHIGAN TRADESMAN “STICKERS.” Two New Methods Adapted for Their Disposal. Written for the Tradesman. “Tt’s the funniest thing how goods and people act,” began a clerk in the lace department of a store in—well, to be exact, between Maine and Cali- fornia. “It seems as if the witches fre- quently get into both,’ she went on. “I am the buyer for the lace sec- tion of the place where I clerk. I always endeavor to select what will sell best in our locality, to our own of some other for the customers of one store patrons—not to those srore, are not exactly like those of anoth- two establish- similar lines. er, even although the ments carry somewhat “Our patrons are people of radical- ly different them right straight through, and thus I am oblig- a variety of riptions. I try tastes, take ed to keep in stock quite laces of many desc these constantly to the front, so that there shall be as few ‘stickers’ as possible. But, in of all my caution, we do get ‘stuck’ As I remarked in looks as if the to bring spite on some patterns. the first place, it witches had Then it gotten out. entered some of the goods. appears as if they never could be “We will say that the design that gets the evil spirits in it is that of an oak leaf. I will push it to the front, and so will all the clerks under my but no one is interested. the. last thing supervision, An oak leaf seems to be in the world that the feminine Everything por- want. the sun is called for but that. and all other leaves of and eke the leaves of the leaves, chrysanthemum leaves, tion of the public under Maple leaves the forest, garden—rose leaves, myrtle leaves—all apparently prominence in the and why oak the go-by is for the find out. We extol oak to the skies, dwell on their that they are not so passion-vine these and many _ others suddenly spring into minds of buyers, leaves should be given chicky-biddies to leaves— laud them artistic outline, common looking as other leaves, etc.. etc.—but the lace with the oak leaf scheme remains unsold. “Of late : have means of eral | will it to you unfold, as the Germans would tence: “1 have methods o adopted a subtile iminating goods in gen- arrange the sen- his fall been studying new t f increasing business in my department. I have been reading up the subject in numerous treatises on merchandising, and have also origin- ated some I have fixed upon is this: “First, I will state that I have al- there is only a goods left that little seems all at once to strike the pop- ular fancy and there. is a great call for that particular sort. Also, if a marked “Sold” that thing takes on a new value in the eyes of plans, and among others : : ways noticed that 1 little of any thing is buyers; it is the very object that is wanted above all others. “So I have tried out these ideas on I have taken from the boxes the slow-moving patterns, have wrap- ped them up in the very neatest man- laces ner in blue tissue paper, labeled them on end of box as to figure, number of yards and price and laid them all on a shelf in a particular spot where I can put my hand on them in a jiffy. Then when nothing in the ordinary cartons meets up with a wealthy and fussy patron’s caprice I say in a very impressive way: ““Now I really believe I have the very thing you would like. You are one who always wants something tasty—something out of the ordinary run—something that the common shoppers would pass by. You want articles that have a style of their own—goods that can’t be duplicated, so that you will not see them on every fifth person you encounter goods that are so expensive that they can’t be afforded by most people. Now I’m going to show you an ex- tremely choice lace that I open up to but few. I have been keeping it back for just such a customer as yourself and I am sure it can’t fail to please you.’ “Here I turn to the shelf and run my finger slowly and meditatively over the boxes in the ‘stickers’ corner. ‘Ts it possible my girls have sold that piece!’ I ruminate vexedly. ‘They have the strictest of orders never to touch these laces in this special cor- ner. Oh, dear!’ I exclaim disappoint- edly as again I trace the inscriptions on the boxes. “T keep the patron waiting just to get her curiosity whetted and impatience at delay aroused and then I suddenly light up- on, we will again say, the oak leaf box. “T wipe the top of it carefully with a pretty, soft piece of silk I have put away for that very purpose, as if even the outside of the box is extra precious, go and wash my hands un- der the counter, wiping them half- conspicuously in a small clean linen towel, also kept for such an occasion and come back and open up the box with the most impressive bearing, I take off the blue tissue coverings as if I were removing the wrappings from the queen’s crown. I pick up the oak leaf lace with the tips of my fingers. I spread it out with the statement that I must be very care- ful how I handle it. “The wealthy and fussy customer almost invariably walks out of the door considerably poorer in pocket- book but satisfied in the proud con- viction that she has struck the great- est kind of a bargain in the way of exclusiveness. “And she has—no one else would have the oak leaf lace! “What I tell her is strictly within the truth, and there is no earthly need for her to be possessed of the knowl- edge that what she pays her good money for is a ‘sticker’ of the ‘stick- iest.’ She is pleased with, her pur- chase—and I am sure I am! “What if she did get lace that no one else would deign to pick up and paid an extra price for it? Laces are goods that the average purchaser knows very little about, and almost any amount may be charged if a plausible explanation is forthcoming. The sale is a perfectly legitimate one. I am only playing on a well-known long enough characteristic of humanity: The de- sire to own an article that ordinary people can not get hold of. “Then there’s another phase _ I’ve noticed quite a few people exhibit: It’s the longing to get hold of an article that has been ‘laid away’ for some other person. “That idea, too, I am employing to get rid of ‘difficult’? merchandise. “If a lady displays a liking for any peculiar lace I ‘lay it away’ in a box which I tuck in another out-of-the- way corner on a shelf, and when I 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 Cu. Burlington, Vt. TRADE WINNERS. ~ Pop Corn Poppers, a) Peanut Roasters and See Combination. Machines, ss Many STYLES. Satisfaction Guaranteed. Send for Catalog. KINGERY MFG. CO., 106-108 E. Pearl St. ,Cincinnati,0, a an ena a ee ig) Ten years of prosperity lies before us Up-to-date Fixtures Spells Success Write for our new catalogue ‘‘A’’ showing the latest ideas in modern store outfitting. GRAND RAPIDS SHOW CASE CO. GRAND RAPIDS, MICH. The Largest Show Case Plant in the World carton. Putnam’s Menthol Cough Drops Packed 40 five cent packages in Price $1.00. Each carton contains a certificate, ten of which entitle the dealer to One Full Size Carton Free when returned to us or your jobber properly endorsed PUTNAM FACTORY, National Candy Co Makers GRAND RAPIDS, MICH. 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 . I C. W. Jennings, Mgr. Jennings Flavoring Extract Co. ESTABLISHED 1872) | Grand Rapids, Mich. find it hard to please a finicky cus- tomer I produce that box and say enthusiastically: “*I have a piece of lace “laid away” that perhaps | might sell you. One of my hardest-to-suit customers was in yesterday and was looking at it. She didn’t say, in so many words, that she would take it, but I may get a telephone message from her any minute concerning it. She admired the pattern exceedingly. I have only eight yards of it and if she takes it she will need it all for her dress— even then will have to scrimp a lit- tle. If she wants the lace, however, she will have to decide pretty soon, for I have another lady who is look- ing at it and she thinks she will take it.’ “The one who has in her hands the lace under discussion, examining the design and quality, has no inkling that the last one I mention is her very self; and, to get it away from two other women, she snaps it up quicker’n a wink. “Possibly you may think that these two tactics do not seem strictly with- in the pale of honesty. “Not so. I am telling not a single untruth. I am but playing on the credulity of feminine human nature— taking advantage of certain traits of womankind which redound to the coffers of my employer.” Elizabeth. —_.2.-2s—__ Evils of the Price Temptation. The price of an article plays so im- mediate a part in the decision of the customer that many dealers are en- ticed by this delusive will-o’the-wisp into the midst of that commercial slough, cheapness. A low price al- ways seems attractive to anyone. It draws attention more quickly, .cre- ates a greater impression, attracts more new customers and appeals to more old ones than the fully prepared demonstrations of quality. What wonder there is a temptation to foist extremely low cost article public atten- tion? Bear this in mind, however, before catering to the popular demand of the hour: the quality will be remem- bered after the price has been for- gotten. It is a good motto to stock up on and to sell by. It isn’t a bad one to advertise on or to do business under, for shrewd people will not be long in seeing the point. The man who buys a cheap pair of shoes will come to you in the course of a few weeks with complaints about their wearing qualities. Ask him the price he paid, and he will have for- gotten; that was settled at the time of purchase and escapes his mind The service he got out of them is fresh before him; their failure upper- most in his mind. That is what he remembers the transaction by and what he will remember you by for some time to come. Make it clear to your customers, your public, through your advertising and in every other way that it is the quality, not the price, they will have occasion to remember longest. Qual- ity is what affects them afterwards. Price is only a temporary considera- tion, soon to be forgotten; a sort of commercial carton in which the pur- most care- some upon MICHIGAN TRADESMAN chase is originally done up. Once put it into service, the use for which it was intended, the wrapping is dis- carded and the fairness of the transac- tion estimated by the wear that is ob- tained from the shoes themselves. There is altogether too much cater- ing to this craze for low prices, and the more merchant caters to it the more surely he at- tracts unto himself the tag end of the trade. Only a little custom would be lost and much commercial prestige would be gained by meeting the issue squarely and firmly with a straight stand for quality. successfully a It is all right to be prepared in limited way to take care of the cheap trade; but the merchant who directs his appeal to the public through the avenue of cheapness makes a serious mistake. It identifies his store with shoddiness and attracts around him a class that, whatever the price ask- ed, will clamor for something cheap- er. Cheapness is what they are there for rather than for shoes. The merchant who will hang over the doorway of his business methods, if not over that of his store, the mot- to, “The Quality will be remembered after the Price has been forgotten,” and who will instruct all his clerks in the art of talking up to such a motto, will have a better satisfied constituency to point to at the end of the year, and a more satisfactory class of customers to do business with, than will the one who caters to a popular demand for something that is cheap.—Shoe Retailer. ——_—__.- 2. Handling Delicate Goods With Dirty Fingers. Written for the Tradesman. “I dropped into a store the other day where they sell first-class goods and are supposed to have first-class help behind the counters,” remarked a young man who is a fine himself and, frequently buying presents for his friends and numerous relatives. “The clerk showed me seven ofr eight ties, but I did not seem to find just what I wanted,” continued the speaker. “Then he brought out one more and that happened to be the very thing I had had in mind; it suit- ed me to a T. ““T will take this tie, I told- the clerk- ‘I am very well pleased with this one. me I don’t like at all.’ “While the clerk was putting away the last mentioned neckwear along came a second employe. He stepped right up and, without so much as saying, ‘By your leave,’ picked up the necktie of my selection and began to handle it with fingers to which a thorough application of soap and wa- ter would have been an object les- son—something in the nature of a surprise, in fact. “T was angry. In the first place, at the impertinence of the fellow in dar- ing to be tying a necktie he could not help but see, from the progress of the transaction, I had purchased; and, as I said, his hands weren’t above suspicion of uncleanliness, and to be fussing with my white tie un- der such a condition was utterly in- excusable. “T could scarcely keep my temper. I dresser besides, is ’ Those others you showed 31 felt like doing one of two things: walking out of the store without my parcel or telling the offending clerk my opinion of his uncalled-for (al- though perhaps unintentional) dis- courtesy. Holding myself for a gentleman, I did neither. But I was certainly entitled to the big think that was stirring in my brain, and I haven't felt an inclination to enter that store since.” T Alcott. —~—> << - The fear of reputation is often tak- JUST A LITTLE HONEY It’s in the comb; in the popular I lb. section. Gathered by the bees, owned by the most extensive honey producer in Michigan. Sold direct to the groceryman at from I5c to 20c a pound, f.o.b. Write the producer, E. D. Townsend, Remus, Mich. en for the love of righteousness. El Portana 5c Cigar Now Made in Five Sizes Each size is numbered and every box is marked with its respective number. When ordering by mail, order by number. G. J. Johnson Cigar Co., Maker 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 manutacture four kinds of coupon books, selling them all at the same price. We will cheerfully send you samples and full informa ss tion. Tradesman Company Grand Rapids, Mich. MICHIGAN TRADESMAN Clerks Can’t Catch Customers With Crusty Coldness. Written for the Tradesman. I was talking, the other day, with a lady who is observant of store methods: Said she: “The ways are innumerable by which a young woman clerk may ce- ment herself to her trade or drive them to seek the service of others. “Recently, | had an experience with employes of both sort. “T will tell “It was a rainy day old clothes. I never put on garments when there is a downpour. In the can’t afford to spoil nice dresses by slopping around in them in the rain, and, in the next, I wouldn’t if I could, for I don’t be- lieve in wastefulness. “Being a bad day, I knew the stores about them: and I had on good you c hirst place, I would present a much emptier ap- pearance than if the sun were shin- ing, so, having a lot of little odds T attending to, i ween ends that needed lied forth to get them off my ping memorandum book. “There were garments change, matching to be done small she p- some 13 Cx and 2 annoy- miscellaneous list of ances to be rectified “So I bundled all my large silk on hand for stuff into a that j requirements. shopping bag such “The contents includ | keep | ed a silk petti- i } } | coat, the deep lace-trimmed knife- plaited flounce of which was still in| good condition but the top of which | just from wardrobe. You know worse by not wearing it than it does by actual hard usage. That sounds paradoxical, but, never- theless ‘tis perfectly true. “Well, you that that shopper of mine was decidedly ing, and that, I did not cut the most stylish « Then my umbrella did not add very much to the gaiety was all cracked to pieces, hanging in a silk wears out may imagine bulg- with my old duds on, f fig- ures. dripping and, altogether, chic. of nations, as ’twere, I didn’t feel “Arrived at my exactly first stopping place I saw to a number of things on the first floor. Taking the elevator to the second story, I sauntered along to the counter where my list next called me. “Dispatching my there, and business then shoes must be purchased and spats. put there was the silk “up 4 +1 +1 k rubbers petticoat bag in had not yet still swelling the sides of the which it reposed. I bought the silk for the new top. Why do I lug this skirt around until all my other needs are attended to?’ I questioned of “Why don’t I surreptitiously remove it and ask that clerk at the ladies’ wear counter if I may not leave it in her care, and then I won’t be carry- myself. under- ing around quite such a disreputable- looking receptacle?’ “Suiting the action to the word, I adroitly—and wunobserved—dug out ithose of my dear ones is free | monetary | stood ithe ill-bred woman's my old skirt, folding it in a jiffy so as not to attract any more attention than I could possibly help, and, with the premeditated query on my lips, approached the clerk at the ladies’ underwear department. “An ostensibly rich lady sat there nonchalantly examining some _ of these brassieres that the women of embonpoint are going so crazy over just now as a possibility of assistance in further ‘reducing’ their too abun- dant flesh in certain parts of their anatomy. “The ostensibly rich lady turned and threw me a swift glance as 1 neared the counter. “As it happened, I knew her. That I should qualify that statement: “The lady had known me, in the past, whenever she met me if I were dressed up! “As I have told you, this particular morning wasn’t one of those times. “So now the dowager's stare was cold and haughty, and when I had got it she turned quickly to the un- dergarments that were guaranteed in the advertisements to ‘hold one in.’ “The work of inspecting them conveniently allowed her to use her eyes in front of her rather than to waste them in greeting a shabby per- | sonage. “This snobbishness didn’t worry me in the least. I happen to know that the big house she lives in is mortgaged for every cent there is in it, while the roof over my head and of any entanglemert. “This thought comforted me as I from the intended my embarrassment from act was of short recovering slight and duration. “As she talked to the clerk about the brassieres she did not pronounce her r’s. “The clerk seemed greatly im- pressed by the elisson, evidently as- suming that a lady(?) who could ac- complish that particular linquistic omission was a person of great im- portance. Also the brassiere cus- tomer’s raiment was expensive, an], moreover, she dared to wear it on a day that would ruin it. “T stood. “Then I stood some more. “Then some. “Really the position was getting monotonous—I wondered if I were no: becoming rooted to the spot. “Should I sit down on a chair which stood near the one in which the lady was seated? “Obviously not. “All this while that clerk knew I was waiting for her to deign to see me. As I had walked towards her from the opposite counter she had distinctly looked at me, and I now watched her closely to find out if she would repeat the acknowledg- ment of my existence. “Not she. “Finally, ages, in talked woman after what seemed to be which she had talked and and talked to the rich(?) about the pronounced ad- vantages of the fat-reducer (only she didn’t call the waist with the high- sounding foreign name by such a plebeian term), and there was really not another word to say in its favor, and and talked and talked about it, and the customer had talked the latter was at last silently regard- also, ing the pattern of the embroidery with which it was embellished—I say, after all this rigmarole had _ been gone through with, and the clerk couldn’t seem to think of any more ruses, she oh, so disdainfully turned her eyes in my direction, with the merest hint of questioning in their to me disagreeable depths. “By this time I had gotten. over all emotions of anger over the dou- ble cut and was simply regarding the episode from the comedy view- point, “In a polite tone of voice and a cordial manner I requested, halt holding out my rolled-up silk petti- coat: ‘““Would you mind taking care of this skirt for me while I go to the shoe department ! have to get some over yonder? shoes and rubbers and spats and I have so many par- cels with me that they will incon- venience me in selecting my _ foot- wear—oh, thank you so much, you are very kind.’ . “All this I said just as if I hadn’t been delayed fifteen minutes by that girl’s—well, I can’t think of any Cameron Currie & Co. Bankers and Brokers New York Stock Exchange Boston Stock Exchange Chicago Stock Exchange N. Y. Produce Exchange Chicago Board of Trade Michigan Trust Building Telephones Citizens, 6834 Bell, 337 Direct private wire. Boston copper stocks. Members of CHILD, HULSWIT & CO. INCORPORAT£D. 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 411 MICHIGAN TRUST BUILDING, GRAND RAPIDS BELL 424 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 RAPIOS BANK ACCOUNT VERY CONVENIENT Successful Progressive Capital and Surplus $1,200,000.00 Assets $7,000,000.00 1 Canal St. Commercial and Savings Departments aa 4 a 4 - : word that suits her conduct so well as the simple word ‘brass!’ “A snappy yank and a snappy ‘Yes’ were all I got. “She received another _ pretty ‘Thank you’ when I returned in twenty minutes for my property. “T suppose that clerk is chuckling yet, whenever she thinks of it, over the way she treated me on _ that gloomy day. “Well, her behavior didn’t hurt me (after my resentment had had time to cool—and it had a plenty of that!), and it pleased her immensely. “But she will never be troubled by my stopping again in my life at any counter behind which she may chance to be employed. “In dismissing her—and if I were the proprietor of a store, and it came to my ears how she had succeeded in alienating forever a patron from her department, she would be dis- missed, and that summarily—I may state that, after all, where that clerk had judged by her apparently wealthy customer’s clothes, the corset cover selected was the very cheapest one she showed her, and they ranged in price from one dollar to nine. “And, somehow or other, I could- n’t feel sorry when I returned for my petticoat, and could not help but hear the price-statement! “From this encounter I went down to the hosiery section, where I ran across a most charming young lady clerk. “And say! She gets my trade wherever she may work. “She had a round full face, with not a wrinkle of dissatisfaction in it, and the kindest dark gray eyes into whose soul I ever looked! * “We exchanged a little talk about the beauties in silk hosiery. “She didn’t have oa so very nice clothes, but everything about her ap- parel was so neat and tasty. She said that she did so love _ pretty things. Then she told me how she had one pair of lovely silk stockings that a well-to-do aunt had given her a long time ago; that she had never worn them, because she got more comfort out of their careful preserva- tion than she would in putting them, on and treading them out. “Tf IT keep them nicely put away in a box in my trunk, I know that I own a little treasure, and it makes me very happy.’ “And, do you know,” said the nar- rator of these two store experiences— the one fraught with so much of un- pleasantness, the other breathing of a sensitive heart, “do you know,” she repeated, “I could hardly keep back the tears—to think of my having seven pairs of that elegant silk hos- iery and that poor little clerk hoard- ing her one pair so cherishingly that she never allowed herself the luxury of wearing them!” And a real tear was whisked out of the corner of her luminous blue eye. “The girl went on to tell me about other presents that different ones had given her, speaking in such a guile- less way that I could follow her in my mind and conjecture exactly how the girl lived. “Then I told her about a few of my MICHIGAN TRADESMAN own loved and lovely things and we waxed so chummy (but not familiar— the girl held herself properly aloof) that I forgot where I was, only en- joying the girl’s enjoyment over beautiful belongings, “After this, as I said, I shall al- ways seek that clerk to wait on me. ““But the other?’ “‘Nevaire!’” Jo Thurber. eee Taking Her Out. There were two of them—a little Italian cherttb of seven of eight years, some three feet in height, and a little lady about a_head shorter, and younger. It was his treat. Both sat dowt at the soda fountain and the gentle- man called for one ice cream soda. when it arrived the glass was tight- ly grasped in both male hands and tilted downwards, so that She could take the first sip. He took a cor- responding sip from the other side of the glass. The first spoonful of ice cream was gravely thrust into Her mouth. He absorbed the sec- ond, gave Her the third, and so on. Regularly as clockwork, the glass went from mouth to mouth, until it held no more. Then the boy care- fully wiped both mouths, using a gorgeous bandana handkerchief. He helped his sweetheart down from the stool and both went out with hap- py smiles, at peace with all the world. ——_ + —-__ Patrick’s Strategy. Patrick Brannigan had contracted to dig well in the sandy part of the town, and he had dug down some forty feet when, on coming to work one morning, he found that the last twelve feet of his well had caved in and would have to be dug out again. He sat down by the well to wait for his helpers, when a happy thought struck him. -He arose, took off his coat, hung it up in plain sight, hid his tools, and walked away. A few minutes later his helpers came, and finding Pat’s coat and see- ing that his tools were gone, came to the conclusion that their boss was buried under the fallen sand, and with the help of all the neighbors immediately set to work to dig him out. Not until all the fallen dirt was taken out did the men in the least suspect that they had been hoaxed into doing just what the boss was trying to dodge. —_2+<-___ Jim Jackson was brought before a Western judge charged with chicken stealing. After the evidence was all in, the justice, with a perplexed look, said: “But I do not understand, Jack- son, how it was possible for you to steal those chickens when they were roosting right under the owner’s win dow, and there were two vicious dogs in the yard.” “Hit wouldn’t do yer a bit o’ good jedge, far me ta ’splain how I kotched dem chickens, fer you couldn’t do hit yerself if yer tried it forty times, an’ yer might get yer hide full er lead. De bes’ way fer you ter do, jedge, is jes ter buy yo’ chickens in de market, same ez odder folks does, and when yer wants to commit any rascality, do hit on de bench, whar you’ is at home.” NAR PAN = SSS Se your customers. \ Latte ea) $$$ an American. We assume that can get. The American w Investigate the its users. THE NATIONAL DEBT could quickly be paid with what the merchants of this country could make and save if everyone would install the AMERICAN AC- COUNT REGISTER and SYS- TEM. Weare or 10% but of 500% when we talk about what you can make and not talking of 1% save on your investment by buying you are in business ecsastacaicngelsaretaiseuemant sitemeesant to make money, either from necessity or for the game of it. In either event you will want all the assistance you ill help you to make money by more cleverly and effectively advertising your goods than by any means vou eyersaw. It will make you monev by increasing the number of It willsave you money by saving your time and labor; by post- ing all your accounts to the minute ready forinstant settlement. by avoid- ing jangles and disputes and by inspiring instead mutual confidence between you and your customers, by stopping for- gotten charges; by acting as your best collector and a positive and intelligent credit man. “He who avails himself of the latest and best appliances pertain- ing to his business increases his chances for success.”’ American and see what it can do for you. It is the only Account Register in all the world that both makes and saves money for The American Case and Register Co. Allian ce, Ohio Cut off at this line. LLL LG LG Sears PROPEL LLY Send additional information about Towsl <..--.-; the American Account Register and System. INGO 6 a os co leanne sce cee eds asd ns ay oeee J. A. Plank, General Agent Cor. Monroe and Ottawa Streets Grand Rapids, Mich. McLeod Bros., N o. 159 Jefferson Ave. Detroit, Mich, a MICHIGAN TRADESMAN Observations of a Gotham Egg Man. We have reached that stage of the year’s egg market where values are likely to fluctuate rapidly, especially for fresh gathered eggs, with every change of weather conditions. Inthe South and Southwest December has been free from severe winter condi- tions and there has doubtless been an increase of production. Whether this moderate bank of fresh goods will be forced upon the markets or not depends largely upon the charac- ter of the later weather and the ex- tent to which further production may be realized. The situation in the South and Southwest has evidently been such as to make operators expect the break that has now occurred, but it is hard to say whether this is be- cause of evidence of material in- crease in production, or because of the usual expectation of break in high December prices as we approach the turn of the year. There are, however, evidences of larger supplies of fresh eggs coming in at all points from the Ohio Val- ley southward, and scattering re- ports from Central and Western sec- tions also indicate some increase in supply although snow is reported over much of the Central Western country. On the whole it is generally safe to figure that a fairly mild and open December brings a considerable in- crease of fresh gathered eggs in Jan- uary, and while the occurrence of se- vere weather might result in reserv- ed offerings it is usually the case that speculative holding very rarely supports prices og the recent high level unless based upon very unusual conditions of weather. Therefore the chances of the present situation must be considered as favoring a further decline and shippers should antici- pate this outcome in their current purchases, even when their immediate territory is yielding them a very scant supply. Receipts of eggs at New York and the range of prices during January have corresponded more or less close- ly with the quantity of storage eggs unsold on January 1. It is evident that the range of January prices de- pends upon the scale of fresh produc- tion, the quantity of storage eggs to be moved and the volume of gen- eral demand; but from the records of the past four years it seems as though the volume of storage stock to be closed out is the predominat- ing influence. In this connection it may be said that present advices indi- cate that the storage accumulations unsold in the above cities January 1, 1908, will be at least 550,000 cases and may probably be somewhat above that. This is not much below the quantity that led to the very low average for storage eggs in January, 1906, and it is far above any quantity previously held at turn of the year. But this year a favorable feature is to be noted in the phenomenally large | | that is likely to make the January re- consumptive output stimulated dur- ing November and December by a very urgent offering of storage eggs at low prices—a momentum of trade quirements unusually large—N. Y. Produce Review. — ~-7>—____ Expect 1908 Will Be a Record Breaker. Battle Creek, Dec. 31—Local manu- facturers declare that 1908 will be a record-breaker for this city’s large and small industries. Nichols & Shepard’s threshing machine shops will nearly double their working forc- es in 1908. The business requires it and nothing but a complete failure of the grain crops can change the de- cision. The Advance Thresher Co. also sees a bright outlook. Following an inventory that wil! take one more week, the Duplex Printing Press Co. will: reopen with a full force of employes, and since the floor space has been doubled by the addition of more buildings the payroll will be extended considera- bly within a few weeks. The cereal companies are equally encouraged. The Postum Cereal runs night and day and has finished new buildings to help in meeting the de- mands. The Toasted Corn Flakes Co.’s immense new building is al- ready doing a rushing business. Even the old Malta Vita is coming back to its own and at least seventy-five more employes are to be added. The National Cereal plant will resume after the New Year. Other food con- cerns do not announce their plans. The American Steam Pump Co., having ended the largest year in its history, will close two weeks for in- ventory and resume thereafter with full force on an eight-hour schedule. The Advance Pump & Compressor Co. hasn’t time to stop and the Union Pump Co. sees continued prosperity ahead. The business of the Lyon & Healy organ plant in this city is being clos- ed out and some time in February this industry will cease locally. How- ever, aS a piano concern of impor- tance is already figuring on buying the plant, formerly the Compensat- ing Pipe Organ factory, the city is not likely to be the loser. Lyon & Healy’s reason for closing the local plant is contained chiefly in a desire te confine their efforts more closely to the retail and jobbing ends of their business. Present methods of doing business, say the directors, do not successfully combine with the manu- facture of pipe organs. Hence as soon as existifig contracts are ful- filled the organ factory will close. Mr. Healy, Jepresenting Lyon & Healy, declares the business has not been profitable, and lets out the news that last July a merger of eight lead- ing pipe-organ manufacturing cerns was attempted to problem. con- solve the It failed to go through, so the plant here will close. he said, “Mr. Bones will now give his address.” ‘My address,” said Mr. Sones, rising, “is 551 Park Villas, S. W., and I wish you all good night.” ATLAS MASON JARS Made from superior quality of glass, by special process which insures uniform 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. 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. 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 uy. COME ON. The Vinkemulder Company Grand Rapids, Mich. Dairy Feeds are wanted by dairy- men and stockfeed- ers because of their milk producing value. We make these a specialty: Cotton Seed Meal 0. P. Linseed Meal Gluten Feed Dried Brewers’ Grains Malt Sprouts Molasses Feed Dried Beet Pulp (See quotations on page 44 of this paper) 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 lenia St. GRAND RAPIDS, MICH GRAND RAPIDS, Yuille=-Miller Co. Commission Merchants We buy and sell all kinds of Fruit and Produce. Keep in touch with us— It will pay you. MICHIGAN’ Ship us your rabbits. Have You Any FRESH EGGS? We want all the strictly ‘‘fresh gathered”’ eggs and good dairy butter you can ship and will pay highest prices. References: Commercial Savings Bank, Michigan Tradesman. Bradford-Burns Co. Phone when you have any to offer. 7 N. Ionia Street Grand Rapids, Michigan Be Conservative and ship to a conservative house—you are always sure of a square deal and a prompt check. - L. 0. SNEDECOR & SON, Egg Receivers, 36 Harrison St., New York A lecturer was invited to speak at a local gathering, and being nobody in particular he was placed last on the list of speakers. The chairman also introduced — several speakers whose names were not on the list, and the audience was tired out when, oH een Eas | ALWAYS WANTED 13 Years’ Square Dealing F. E. STROUP, Grand Rapids, Mich. Successor to Stroup & Carmer OFFICERS__DIRECTORS RESIDE ANYWHERE ARIZONA corporations can keep offices and do business anywhere. No franchise tax. Private property exempt. Complete incorporation $50. RED BOOK of full information and annotated laws FREE. Valuable work on ‘‘Cor- porate Management”’ given each company. THE INCORPORATING COMPANY OF ARIZONA Box 277-L Phoenix, Arizona References—Valley Bank and Home Savings Bank. eit oa arrives. the AMAT ERG yi, PAR OS MICHIGAN TRADESMAN 35 Fattening and Preparing Geese for Market. half fat- teed on stubbles or turnips do not require to be confined so long for finishing as if they were brought di- rect from the grass to the fatiening sheds, and in the case of stubble- fed or turnip-fed geese, it is generally found that finishing does not take more than three weeks. During the finishing season the birds must be confined, as they must have no ex- ercise, if best results are to be at- tained. A suitable place would be an airy shed, in a quiet part of the farm yard, and the birds will thrive all the better for being kept dark, or in semi-darkness. The floor should be well littered with straw, and_ this should be kept dry by renewal once a-week or so. Flocks- of from twen- ty to thirty may be kept together; but if the flock as it runs on the farm is larger, it is advisable not to divide it, and if there are two or more smaller flocks it is best not to unite them. Geese fret and _ pine when they lose some of their num- ber, or when they are unnecessarily disturbed, and, accordingly, it is well that they should be taken quietly, and that when the time for killing whole batch should be killed on the same day. Geese will fatten well and readily on a judicious mixture of cooked roots and potatoes and meals made from various home-grown grains, and also upon the unground grains, and, this being so, it is to be recommend- ed that farmers who fatten geese should utilize those foods which are at hand rather than buy anything for the birds. Two meals a day are suf- ficient, and best results are obtained by feeding a mash once a day, and steeped corn for the second meal. The mash may consist of one-third boiled potatoes or turnips and two- thirds meal. Barley meal is about the best for mixing with cooked veg- etables, as it makes a crumbly mash, whilst ground oats would make it too sticky. Middlings and maize- meal also mix well with vegetables. Middlings or pollard is said to pro- duce flesh of better quality than any other meal, and a favorite mixture is one-third barley meal, one-third middlings, and one-third boiled pota- toes. Maize-meal is highly fattening, but gives meat a coarser quality. Meal from peas and beans is some- times used, but it has a tendency to produce hard flesh, and it is not ad- visable that it should be largely fed. Oalts produce excellent meat, and may be fed with advantage. If ground, the meal from them may be fed dry in troughs, or may be mixed with other meals in a mash; but, gen- erally spéaking, it is preferable to feed oats. whole, having previously steeped them in water. It is advis- able to steep all whole grains, which are fed to geese, in water for a few Geese which have been hours before use, and they may also be fed in water. All kinds of grain may be utilized, such as oats, barley and wheat. Whilst in confinement for finishing, geese are not allowed any water for . . 1 swithming, and, of course, they are kept in the house night and ‘day, but they mtst have an ample supply to drink. Grit, which is most necessary to all birds in confinement, may be placed in the water trough, and the geese will fish it out as required. Charcoal is equally necessary, for we have found that it is almost impos- sible to fatten geese without it, and when it is liberally supplied the cost of food is ¢onsiderably reduced. Geese will consttme a_ surprisingly large qttantity of charcoal, and_ it sefves as an appetizer and bowel cor- rective of the first order. Wood charcoal is best, but failing this, the cinders from coal, peat (half burned), etc., may be given, in a heap in a cor- ner of the house, where the birds can reach it at all times. As the time for killing approaches, there are two things which it is necessary to attend to, in order to in- sure full profits, and these are: First, the geese ought to be allowed access to a pond or brook for half a day or so, two or three days before they are killed, so that they may cleanse their feathers, which invariably be- come soiled in the course of fatten- ing; and while the birds are out of their pens, the latter should be clean- ed and littered with a thick layer ot dry straw. This will prevent the feathers from becoming soiled again before the geese are killed. Second, geese musit be kept fasting for a period of from twelve to twenty hours before killing. This is most important, for it is probable that from the time of killing until the birds are actually cooked, a period of five or six days will elapse, and geese or any other kind of poultry will not keep well if killed with the crop and intesitines full. Geese must be killed in accordance with the custom of the market to which they are to be sent, and poul- terers generally give instructions as to the manner in which they wish the birds killed. One method is ito pierce the brain, through the roof of the mouth, with a sharp knife, and hang the goose up by the legs to bleed; but a more humane method ts to stun the bird by giving it a sharp blow with a short stick on the poll, and then bleed through 'the mouth by sev- ering the arteries of the throat. In this way the blood flows more quick- ly, and plucking can be begun almost immediately. The sooner the feath- ers are taken off the better, as there is least difficulty with them while the body is warm.—Irish Homestead. —— oo “The venom of the rattlesnake has been known to cure locomotor ataxia and scarlet fever,’ said a chemist. “Homoeopathic physicians often pre- scribe it. You know the curara, the deadly poison that the South Ameri- can Indians smear on their arrow tips? Well, curara is very helpful in hydrophobia. There is a_ sea- weed called ‘bladderwrack.’ They make of this an anti-fat, a marvel- ous anti-fat. By the use of this anti- fat I know a man who reduced his weight forty pounds in three months. There is a deadly fungus, the fly agaric, which unfortunate people sometimes eat in mistake for mush- rooms. They make a medicine of the fly agaric, a medicine called mus- carine nitrate, which, injected undef the skin, causes a copious flow of tears. French actresses, in weeping scenes such as ‘la Dame aux Camel- las’ have sometimes used this drug. Cocaine causes wakefulness. I once worked forty-eight hours at a stretch, thanks to cocaine. Cocoa stimulates, exhilarates and removes all desire for food or drink. An Andean guide will chew fifty or sixty grains of it before commencing a_ difficult as- cent.” In Vaudeville. Why is it that comedians when ap- pearing at entertainments managed by butchers do not get off something like this: “Dey say dat meat is going down.” “Sure. I put some down myselluf.” “No, no. Dey are going to give de price a few chops.” “Vell, it’s stew high, aindt it?” ‘Eruly, iss # [| prices.” “It makes me vant to gif my butch- er a roast.” “Me, too, Goodpy. meat again.” never sausage I hope ve soon ——_2++>—___ A little boy from the Far South, visiting in Chicago, on seeing the first snow-storm, exclaimed, “O mamma, it’s raining breakfast food.” BEAN to offer either for prompt or future shipment, write us. ALFRED J. BROWN SEED CO., GRAND RAPIDS, MICH. OTTAWA AND LOUIS STREETS We are in the market for all kinds. When any W. C. Rea Beans and Potatoes. Marine National Bank, Commercial Agents, ris Sh 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 Correct and prompt returns. REFERENCES ress Companies. Trade Papers and Hundreds of ppers Betabiished 1872 Wm. Alden Smith Building Potato Bags new and second hand. Shipments made same day order is received. bags for every known purpose. ROY BAKER I sell Grand Rapids, Michigan in gallon jugs or barrels. butter wanted. 41-43 S. Market St. Comato Catsup To jobbers only. Write for prices to C. D. CRITTENDEN CO. Both Phones 1300. Fresh eggs and dairy Grand Rapids, Mich. All varieties. BOTH PHONES 1217 ESTABLISHED 1876 WE BUY BEANS Mail us large sample with quantity to offer. MOSELEY BROS., wuo esate DEALERS AND SHIPPERS Office and Warehouse Second Ave. and Railroad. GRAND RAPIDS, MICH. Sherwood Hall Co., Ltd., Bodies now in use can, with very little work, be fitted and changed to these bobs and you have a first-class sieigh with sleigh track. They have been universally adopted by all the dry goods, grocery, confectionery and laundry trade. 26 North Ionia St., Grand Rapids, Mich. VALLEY CITY BENT KNEE BOBS No. 6 Bobs finished and painted (no body) with shafts 1% 417, 144 $18, 1% $21. (With pole and no shafts $2 extra.) ” &: # 7 8 money 8 PR es Aenean atone hc A TR NO eel Bisse, 36 MICHIGAN TRADESMAN GINSENG GROWING. Michigan Producers Are Increasing Their Acreage. Written for the Tradesman. Despite the bad slump in the cul- tivated ginseng market two years ago, when the wholesale dealers in Chica- go and the big centers refused to buy a pound of the root and the in- dustry seemed likely to die an early death, the situation has materially im- proved, so that the ginseng product has practically reached its old fig- ures of $6 to $6.50 per pound. This is the statement of officers of the Michigan Ginseng Growers’ As- sociation, an organization with nine- ty-two paid-up members. The gin- seng growers of the State organized at Battle Creek in 1904, and while the society is probably not any stronger numerically now than it was three years ago, Secretary A. -E. Cook, of Durand, states that the gar- dens of members have been growing in extent, so that the total acreage is larger. Ginseng seems to do better on the sandy lands in the western portion of Michigan, so that the gardens are more numerous in this section, and for the convenience of growers the conventions of the society have been held in Grand Rapids since the Bat- tle Creek meeting. Probably the larg- est ginseng gardens in Michigan are the property of Frank T. Hosmer, at Mancelona, and they cover about two and a half acres. Geo. A. Roof, of Big Rapids, Pres- ident of the Association, has two- thirds of an acre of ginseng, located almost within a stone’s throw of the Mecosta county court house, and there are gardens at Lakeview, Port- land, Durand, Cassopolis, South Frankfort, Lake Odessa, Dowagiac, Sanford, Lansing, Homer, Grand Rapids and elsewhere throughout the State. : To say a word further in regard to the recent slump in the market, some of the Michigan growers firmly believe that it was due to concerted action on the part of the few whole- sale houses handling the product for the purpose of getting the ginseng at their own figures. The growers have great faith in the future of gin- seng and are continuing to increase their investments. While cash returns from commer- cial apple growing can not be ex- pected within ten years, the ginseng grower has to wait nearly as long and this feature of the business keeps most people from going into it. The ginseng seed requires about eighteen months for germination, and it is usually seven years before the grow- et begins to realize from his crop. Of course, he sows a little seed each vear, so that there will be no fur- ther waiting. The programme of the convention included talks and papers along prac- tical lines in connection with gin- seng culture, among the speakers be- ing Dr. Beal, of the Michigan Agri- cultural College. W. W. Warren, Cassopolis, Wm. G. Voorhies, of South Frankfort, A. E. Cook, of Du- rand, Geo. A, Roof, of Big Rapids, D. H. S. McMaster, of Dowagiac, and Geo. B. Losee, of Sanford. The paper of Dr. McMaster treated of the general use of ginseng as a medicine in the home, and was in part as follows: The people of this country have taken the cue from the Oriental whose distinguishing characteristic is his queue and have begun to use more or less of ginseng, the cure-all of the “Chinee.” Would the Chinese have, used this herb so universally for countless ages as a remedy for nearly every ill that flesh is heir to if there was no medicinal virtue in it? Ginseng is a mild, non-poisonous plant, well adapted to domestic uses. In this respect it may be classed with boneset, oxbalm, rhubarb and dande- lion. The medicinal qualities are known to be a mild tonic, stimulant, nervine and stomachic. It is espe- cially a remedy for ills incident to old age. Two well known general prepara- tions are on the market. One of these, called “Seng,” has been for many years on. druggists’ shelves. Another. called “Ginseng Tone” is a more recent preparation and is high- ly recommended as a remedy. But for home use we would suggest the following methods of preparing this drug: 1. The simplest preparation, and one formerly used by the pioneers of our forests, is to dig, wash and eat the green root, or to pluck and chew the green leaves. Ginseng, like bone- set, aconite and lobelia, has medicinal qualities in the leaves as well as in the remainder of the plant. To get the best results, like any other medi- cine, it should be taken regularly three to six times a day and in me- dicinal quantities. The leaves would be pleasanter if taken in infusion with a little milk, sweetened and used as a warm drink at meals, as other teas are. 2. The next simplest form of use is the dried root carried on the per- son, and a portion as large as a ker- nel of corn, well chewed, taken every two or three hours, will give benefi- cial results. It is well known that the Chinese use in this way much of the root that is sent to them. A Western man suffering greatly from indigestion recently visited at the home of a member of this society. He was given one large ginseng root and told to eat some of it three or four times a day. In two weeks he had gained fourteen pounds in weight and was nearly cured. 3. Make a tincture of the dried root or leaves. The root should be grated or pounded fine; then the root, fiber and leaves, together or sepa- rately, may be put in a fruit jar and barely covered with alcohol and wa- ter, equal parts Macerate in this way ten to fourteen days, strain, and the dose of this tincture would be ten to fifteen drops for adult. The tincture may be combined with the extracted juice of a ripe pineapple for indiges- tion. 4. Lastly, I will mention ginseng tea made from dried leaves or blos- som umbels. This tea, prepared as you would ordinary teas, is excellent for nervous indigestion. These preparations are efficacious in neuralgia, rheumatism, gout, irri- tation of bronchi or lungs from cold, gastro-enteric indigestion, weak heart, cerebro-spinal and other nervous af- fections. They are especially adapted to the treatment of young children and of the aged. I shall not be great- ly surprised if in the near future “dried ginseng leaves, put up in one-quar- ter to one pound packages, will be sold by all druggists, and it may be in grocery stores quite generally, as a healthful drink for invalids, old and young. Almond Griffen. —_——_ eo 2s_—___ The judge may not ask what you have done but why you did it. SELLING RIBBON. It Beat the Job of Amateur Detec- tive. Written for the Tradesman. Algernon moped disconsolately be- hind the ribbon counter, for Alger- non dreamed beautiful dreams. In his youth he. had dreamed of becoming President, but this beautiful project had taken flight years before. Now he seemed doomed to spend the remain- der of his life in doling out ribbons to the fair damsels of Burnip’s Junc- tion. Idly Algernon picked up the Week- ly Apology, the official organ of Bush ‘county, and scanned its pages. Suddenly he clutched at his hair. Yes, he would do it. It would never be said that Algernon Huckleberry filled a ribbon clerk’s grave. There was a way out of it and it was be- fore his eyes at that moment. One little advertisement solved the whole problem in the following language. Wanted Detectives—The Skinnem Detective Agency will take on a few young men of good character as de- tectives. Good pay. No experience required. Address Skinnem, X. 42 C. B., Station X., New York. Algernon composed an epistle and waited. He didn’t have long to wait. Two days afterward a long, legal- looking envelope arrived, setting forth the advantages of being a member of Skinnem’s Secret Service. All the young man would be required to do would be to send $2.50 and await in- structions. The envelope contained a number of handbills which offered fabulous rewards for various murder- ers, thieves and other criminals. Algernon took a look at the hand- bills and threw up his job. The next day he sent the $2.50. Two days aft- erwards a commission which gave him permission to be a detective and to search for criminals arrived. With it was a large tin badge which bore the inscription, “Skinnem’s Secret Service;” also a contract by which he was to pay Skinnem half of any re- ward he might capture Algernon signed the contract and then studied the handbills. Prominent among them was one offering a seward of $5,000 for Freckle Faced Mike, alias Lemon Faced Kid, Mulberry Street Slasher and many others. Mike had committed no less than ten murders. "Til caten Mike” said and he believed it. The next day Algernon set out for the county seat to attend the wed- ding of his sister, who was to b> married to a farm hand. He trudged slowly along the dusty road, now and then mopping his heated brow, for the sun had a death grip on 102 above. Finally asmall copse of woods hove in sight. Algernon decided to rest. He hied himself to a grassy knoll which was prominent among the trees only to find it occupied. A stranger lay asleep on the cool green grass. Beside him lay an open note book. Algernon took possession in the name of Skinnem’s Secret Serv- ice. Then he was glad he had done so. There on the first page was the en- iry: The safe combination is 441144. Next Saturday night the money must Algernon, be ours. If murder must come, let it come. Members of the band—Murderous Mooney, Cutthroat Bill, Jack, the Stabber, and Baldy, the Bloodthirsty. The remainder of the book was blank, but Algernon had seen enough. He took one look at the stranger, then his hair stood on end. “Freckle Faced Mike!” he gasped. “T must have help!” Then he spied a pasture on the opposite side of the road. A cow occupied the pasture and the animal was prevented from leaving by a long rope attached to her horns. Al- gernon secured the rope. Then came the task. He warily approached the stranger, who slept peacefully on. Algernon made several nooses in the rope. He passed one noose over the stranger’s feet and one over his head, gently raising the head from the ground to accomplish the purpose. The stranger was evidently a hard sleeper. Then he tied one end of the rope to a tree and clasped the other end. Then he gave a jerk. Then the victim tried to rise only to be thrown violently to the ground. He essayed the task several times, but only succeeded in bruising his face on the grassy covering which concealed several thousand small sharp pebbles. He also received a good choking. Then Algernon tied the other end of the rope to a tree. He took a small piece of the rope, which he had cut off, and wound it tightly about the arms of the now al- most senseless victim. When the stranger had been se- e : The “Ideal” Girl in Uniform Overalls All the Improvements Write for Samples ra CmHNG F GRAND RAPIOS, MICH. ania MICHIGAN TRADESMAN 37 ‘ sijumaeimpexladiaen uit oe cured Algernon started on his way to the county seat, and in spite of the heat of the day ran most of the way, bursting in upon Sheriff Corncob with the exclamation: “T’ve got Freckle Faced Mike!” “Who’s that?” asked the Sheriff. Algernon showed him the handbill “Tl give you a third,” said Alger- non. Sheriff Corncob routed out a few trusty deputies and, armed with hay forks, the valiant posse started out. The details of the fight may be found in the Weekly Apology, for the stran- ger fought like a regiment of Zulus. It did him no good, however, and he was landed in the county bastile, bruised and bleeding. His protests that he did not know Freckle Faced Mike, when confronted with the ac- cusation that he was that noted cut- throat, availed him nothing. Alger- non went rejoicing on his way to the wedding. Everything was ready. The wedding march from Lohengrin pealed sweet- ly on the air. It pealed some more and when it was done the pianist pealed it again. But the preacher came not. Rev. Wood B. Pious had been engaged, but he did not show up. The bride was in tears. But the minister came not. It grew late. Suddenly the door was almost burst from its hinges and the dirty be- grimmed face of Freckle Faced Mike appeared. “Run!” bawled Algernon. “From whom?” queried his sister, who now seemed brighter. “From Freckle Faced Mike, the murderer,” yelled Algernon. “Why, this is the Rev. Pious,” said sister sweetly, ‘but, oh, such a plight.” “He had a plan for breaking a safe in his note book,’ said Algernon. “He is an author,” said sister. Then the Rev. Pious caught sight of Algernon. When Algernon’s fu- ture brother-in-law and the _ Rev. Pious got through with Algernon he started for home. Sadly but wearily he plodded along, for he had been the recipient of many kicks and blows. The next day he wrote his resigna- tion as a member of Skinnem’s Secret Service and again took up his em- ployment at the ribbon counter, for his former employer was kind enough to give Algernon his old situation. Archibald could only resume his po- sition -because he could stand up and attend to his duties. Charles R. Angell. -_——. a Meat Is Staff of Life. That meats are more easily digest- ed and more completely assimilated than any other class of food is the conclusion of Dr. H. S._ Grindley, Professor of General Chemistry at the University of Illinois. He _ has prepared a bulletin in which he re- counts a series of experiments con- ducted on a which he himself was a member. The net result is to dethrone bread as the staff of life and set up beef, pork and mutton in its place, for Dr. Grindley says the protein in all meats is such _it is more thoroughly digested than that in vegetable foods. “digestion squad,” of|5 Hardware Price Current AMMUNITION. Caps. G. D., full count. per m......<:...... 40 Hicks’ Waterproof, Per MM... ose. 65. 50 MUSKGE DOM MW... se eee. . 75 Ely’s Waterproof, per m............. 60 Cartridges. INO. 22 short, per mr)... 6... ke 2 50 INO. 22 IONS Per M...2. 2.2.26. : ING. 32 SROFE Per WM. 2... el ke INGO: 32 lone Mer Mm. .....22..0.. 6... 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. C... 60 Black Edge, Nos. 9 & 10, per m.... 70 Blaek Mdge, No. 7, per m............ 80 Loaded Shells. e New Rival—For Shotguns. Drs. of oz. of Size Per No. Powder Shot Shot Gauge 100 120 4 1% 10 10 $2 90 129 4 1% 9 10 2 90 128 4 1% 8 10 2 90 126 4 1% 6 10 2 90 135 4% 1% 5 10 2 95 154 416 1% 4 10 3 00 200 3 I 10 12 2 50 208 3 I 8 12 2 50 236 3% 14% 6 12 2 65 265 3% 1 5 12 2 70 264 3% 1% 4 12 2 70 Discount, one-third and five per cent. Paper Shells—Not Loaded. No. 10, pasteboard boxes 100, per 100 72 No. 12, pasteboard boxes 100, per 100 64 Gunpowder. Kers, 25° Ibs,. per Kem .............- 4 75 l% Kegs, 12% Ibs., per % keg ....... 27 % Kegs, 6% Ibs., per 4% keg ......... 1 50 Shot. In sacks containing 25 Ibs. Drop, all sizes smaller than B ....... 2 10 i AUGERS AND BITS Snell's 6.025.035. 052-5 5 eee cueeeecs ss--- 60 JONNINES SBEMUIMG: 2 os... ccc cece wee 25 Jenmings imitation .........:........ 50 AXES First Quality, S. B. Bronze ....... ...-6 00 First Quality, D. B. Bronze .....<..< 9 00 Birst Quality: S. B.S. Steel ........-. 7 00 First Quality, D. B. Steel .......... 10 50 BARROWS Railroad . 2. ..c.. eee eee eg die dudes 16 00 GaPGCM oo ee acc oe ccs 33 00 BOLTS SEOVG) ou cide ect aces sce clecccasce « 80 Carringe, new lst ......- ce ecce ceca ce + a0 PIO ccs sce c ces cee eee laces. 50 BUCKETS WOH. DlAIN ©. 0s ol cee tase 4 50 BUTTS, CAST Cast Beose, Pim. figured .....:........ 65 Wrought, narrow -....:.-...-:......- 15 CHAIN % in, 5-16 in. % in. % in. Common ..... 7. - 64c....5%c..5 3-10e RPE tice. OmeG en... c..6% c BRE 2... 9 aa c. ..7ae..7 c CROWBARS Cast Steel, per pound................. 5 CHISELS MOCKCE HIBMGR 2.0... coc. ell... 70 Hocker BPraming .........2065..002- 06 70 Socket Gormer -......5...:.<..-...06- 70 Socket SUCKS 2200... ee. 70 ELBOWS Com. 4 piece, 6in., per pepe eunee ba Corrugated. per: GOZ........c.ccnass PAIUIUSEADIG oo. bec cent cee a . dis. 10810 EXPANSIVE BITS Clark’s small, $18; large, $26........ 40 Ives’ 1, $18; 2, $24; 3, $30 ..... Utes. 25 FILES—NEW LIST New American ............ eececeale 70&10 INIGNOISON' S22 oc cc coc ccc wesc ce 70 Heller’s Horse Rasps ............. 70 GALVANIZED IRON Nos. 16 to 20; 22 and 24; 25 and 26; 27, - List 12 13 14 15 15 Discount, 70. IRON man BEOM .0 oc 225 rate Wine Hand ... 2.06. os... 3 00 rate KNOBS—NEW LIST Door, mineral, Jap. trimmings ...... 15 Door, Porcelain, Jap. trimmings .... 85 LEVELS Stanley Rule and Level Co.’s ..... dis. 50 METALS—ZING GOO; powmd easks _-.................. 814 Ben DOUNd (210... eo 9 MISCELLANEOUS Bird @aves ... ieee. 40 Pumps: @1Sterh 6 oo. % perews: New lst .........2........... 874 Casters, Bed and Plate ......... 50&10&10 Dampers, American MOLASSES GATES 50 % gal. flat or round Crockery and Glassware STONEWARE No charge for packing. Butters “a weal per dea. 2. ee. 52 Ef tO G sal. per dom ................. 6% o Sob GAOn 56. 1 60 $0 @al each 2...5....5..0 2. 75 2 fal ene 2... 90 td Gal. meat tubs, each ............ 1 28 20 gal. meat tubs, each ............ 1 7 20> gal meat tubs, each ............ 2 38 aU Sal. meat tubs exeh ............. 2 85 Churns 4,00 G gal per gab |. 2c... i4e Churn Dashers, per doz, ........... 84 Milkpans ottom, per doz. 52 gal. flat or round bottom each.. 6% Fine Glazed Milkpans Stebbins’ Tee | ee ee 60&10 | % gal. flat or round bottom, per doz. 60 Enterprise, self-measuring ........... 30; 1 gal. flat or round bottom, each 7 ae PANS % gal. Gvenrout Tat ca doz ....... 86 Common, polished Soe re 70&10 1 gal. fireproof, bail, per doz. ...... 1 10 “- : ugs PATENT PLANISHED IRON Wo Sal per dom ................. . 68 rat’ Wood's pat pland Ne 34-97. .10 s0|'4 eal per doz .................... 51 “Bi Wood's pat. pland, No. 26-27.. 9 80) = to 5 gal, per gal .............. 82 Broken packages \%c per Ib. extra. SEALING WAX Per doz PLANES Pontius, each stick in carton ....... Onio Tool Co.'s faney .....:.......... 40 LAMP BURNERS meigea Benen od ae. 50;/No. 0 Sun 40 Sandusky Tool Co.'s fancy ........... 40|No. 1 Sun 42 Benen: fnst quality ..... 006.0... 5... 45 No. 2 Sun 85 NAIL 2 un Advance over base, on Toth Steel & Whe Pubular 6 SLGG eviGe Ec 3 00 | Nutmeg 60 Wire ie tee 2 40 MASON FRUIT JARS a MG GO advanee! ......0.....0.2..... Base With Porcelain Lined Cue t é i in ei ee ees BT erie ee is ae see... UU 20 Q@darts ............)....5....... 4 75 i. 30 We SOOM oe 6 68 9 aauanee ee 45 Caps ofc 210 Ais Fruit Jars packed 1 dozen in box. Ueee ogee coos UG. « Bite 3s AGVANCE -..............-......0.5. 50 LAMP SE gee a Ossie 10 advance ..................4 5 ce oe. 2 Mone Cacnie S Agvanea ooo z Anchor Carton Chimneys Casing @ a@vance | 2... 0... ll. . 35 No. eon eee in corrugated tube 17 Budem 16 gavance _.................. 28 c POD SOW xen sc unnceaass sees 0 Wintsh: & advance .................... 35 ae 1, Crimp top ....-. sees eee eee eee 4 85 Binich @ advance .................... 45| No. 2, Crimp top ...........-.seeeeees 2 85 Barrell % advance ...:............... 381, 0, Be os Glass in C=‘-ns oO. Yimip tap ........ : : RIVETS No. 1, Crimp top ...... ij Iron and tinned =o... 6... 50| No. 2. Crimp tOp .2........... ‘4 10 Copper Rivets and Burs ...........:. 30 eat Lead Glass. ee ROOFIN Lead Flint Glass In Cart 14x20 IC, Choco dd eee. 7 agi Ne. @ Critap tap .........55.. vee 30 14x20 IX, Charcoal, Dean ........... 9 00| No: 1, Crimp top ..............ceeeee 4 00 20x28 Ic Charcoal, Bean... 15 001NO. 2, Crimp top ............. «ccee. su GG x20, harcoal, Allaway Grade 7 50 Pearl Top—1 doz. in Cor. 14x20, IX, Charcoal, Allaway Grade 9 00 " e an 20x28, IC, Charcoal, Allaway Grade 15 00|No. 1, wrapped and labeled ......... 75 20x28 IX, Charcoal, Allaway Grade 18 00|No. 2, ee pe labeled ........ 85 ochester in Cartons ROPES No. 2 Fine Flint, 10 in. (85¢ d a : 2 0z.)..4 60 Sisal, 4¢ inch and larger ............ 09 No. 2, Fine Flint, 12 in. ($1.35 doz.) 7 50 SAND PAPER No. 2, Lead Flint, 10 in. (95¢e doz.) 5 60 Wi week 19 “Ge. dis. 50|No. 2, Lead Flint, 12 in. ($1.65 doz.) 8 74 Electric in Cartons ia o Snett WEIGHTS No. 2, Lime (@5e doz.) .....-........ -4 20 olid Eyes, per ton ................, 32 00|No. 2, Fine Flint, (85¢ doz.) ........ 4 60 : SHEET IRON No. 2, Lead Flint, @SGe dow.) ...... 5 50 Nos. 10 to 14 ............. 2. secon eee 3 60] LaBastie, 1 doz. in Carton INOS 15 to de 30) 8, 3 7(|No. 1, Sun Plain Top, ($1 doz.) ...... 1 00 INOS: 18 to St el 3 9 |No. 2, Sun Plain Top, ($1.25 doz.)..1 25 INOS: 25 66 24 8 a 06000 Opal siobes 0... 8. i 40 a a HO 20 ee cs, 4 00 ag ae a “aan Pee ese uaa 1 35 OC ae ee ie 410,565 Air Hole Chimneys ........... - 1 20 A sheets No. I§ and Hebter, over 30;Case lots, of §$ doz. ............... Zt 16 inches wide, not less than 2-10 extra. OIL CANS 1 gal. tin cans with spout, d 1 20 SHOVELS A 5 Dp per doz. First Grade, per a hia -6 50 beret ih iron va ge = + --1 60 2 gal. galv. iron wi spout, per doz..2 50 Second Grade, per doz. .............. 5 75/3 gal. galv. iron with spout, per doz..3 50 a. SOLDER " « cay. iron a a per _: -4 50 Me ee ee a 26 gal. galv. iron wi auce er doz. 4 50 * The prices of the many other qualities|9 gal. galv. iron with faucet, vee doz. 5 2d of solder in the market indicated by pri-|5 gal. Tilting CONS ......2:. eideneeeeus 7 00 vate brands vary according to compo-|5 gal. galv. iron Nacefas ............ 9 00 sition. i“ 6 on aa INOG: OO RUOUIAE, Sige ME 2... .k ceca SQUARES No ‘ Bee side lift 4 60 ican a1 o | No. URES ec ace cece ccs acl 6 75 eel an BOM cee oe oak. 70% ae oy aaa, dash Le ee 7 00 TIN—MELYN GRAD No. oO ast Lanter ......66..., 8 25 i@nt4 TC. Chaveoal ............. F eeeee0 50{No- 12 Tubular, side lamp °222212011) ae $6530 16 Clavedal .................. 10 50| No. 3 Street lamp, each seecees 3 50 10x14 Ix, @NarCOal 2. ccc cole: . : Each ‘additional X on this os 23 No. 0 Tub., cases 1 doz. each ...... 55 No. 0 Tub., cases 2 doz. each ....... 55 TIN—-ALLAWAY GRADE No. @ Tab Ruby ................. sccee 10x14 IC, Charcoal 14x20 IC, Charcoal 10x14 IX, Charcoal 14x20 3. Charcoal 10 Each additional X on this grade ..1 50 GAUGES BOILER SIZE TIN PLATE Stanley Rule and Level Co.’s ...... 60&10 | 14x56 IX, for Nos. 8 & 9 boilers, per th. 13 TRAPS a oa di 90 mreeer. Game) oo. 0 ou si. k we ee ee 75 Single Strength, by box ....... ++ dis. Oneida Community, Newhouse’s ..40&10 Double Strength, by box .......... dis. 90! Oneida Com’y, Hawley & Norton’s 65 By the Bent o.oo i. ee cee se we dis. 90 Mouse, choker, per doz. holes ....... 12% HAMMERS Mouse, delusion, per doz. .......... Maydole & Co.’s new list ...... dis. 3314 WIRE Yerkes & Plumb’s ........... Gis. 40@10) Brieht Market. ooo. co.cc cee cece cece 60 Mason’s Solid Cast Steel ....... 30c list 70 Annealed Miereret gece cs eee 60 Coppered Market ........ gic tweece: 50&10 HINGES (immed Market 22. .... 6 ee cece csc ccs 50&10 Gate, Clarks 1, 2.8 .....:...% dis. 60&10|Coppered Spring Steel ............... 40 Ol ce ccc ects cccicceus acces 50| Barbed Fence, Galvanized ........ «ecea GO Kettles 10... ce eee e eee cece cece cece ee ‘ Barbed Fence, Painted .............. 2 55 SSPIGOUS oo ce eo ete ces a 5 WIRE GOODS HOLLOW WARE pright eeeae cesta cesartg tex canes nee oY ee i Gisercw Even . 2... cc. sce occ ee CROR rome ciel ie, +17 agua Ia as glee te *2 2280-10 HORSE NAILS Gate Hooks and WGOS: . 5 ence 80-10 Au Sable Cane Cebeeecuees ee wa Gee dis. 40&10 WRENCHES HOUSE Lilggnysinge ey GOODS Baxter’s Adjustable, Nickeled ......... o Stamped Tinware, new list ........... @nes GObuIMG 2... ose ec esc ns cc ac eee Japanese Tinware eae Coe’s Patent “agricultural, Wrought “70- io No. 0 Tub, Green : No. 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. 0 % in. wide, per gross or roll. 28 No. 1, & 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 Cold Blast wf Bull’s Eye 1 COUPON BOOKS 50 books, any denomination .......1 5u 100 books, any denomination ......2 50 500 books, any denomination ..... 11 50 1000 books, any denomination ...... 20 Ov 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. HOES . 2.2... ace, sevgek GO H0Q DOORS 2... ol: dceeceese sedece OG SOG BOGS 0.0006. co 11 50 TOO: HOGeS ................... .....), 20 00 CREDIT CHECKS 500, any one denomination eeseny sha 00 1000, any one denomination .......... 3 00 2000, any one denomination ........ -6 00 Steel punch ........ casesss OW ' | | | : MICHIGAN TRADESMAN Weekly Market Review of the Prin- cipal Staples. Domestics—Interest in domestics center chiefly around the recent opening of dress ginghams, and the announcements in other lines which have been made subsequent to the latter. Salesmen on the road are sending in good orders and before long the lines will in all probability be withdrawn. The sale of these goods if of no particular inportance as showing the condition of the mar- ket, as the production is in no way equal to the demand and therefore buyers will get aboard as quickly as possible. Some objections are raised to the high prices, as they are pleased to term them. However, these ob- jections have no bearing of impor- tance on the volume of business that is being done and will be done upon them, as buyers realize that it is a take or leave offer. The effect on sentiment was more or less magical, and the supporting influence of other lines referred to can be calculated upon to have an important bearing on the trading after the first of the year. Otherwise the trading in do- mestics is decidedly slim, having the character of goods bought for a pur- pose only. Bleached Goods—There is no lack of interest in these goods, but rather, on the contrary, an indication that the future will be productive of a considerable quantity of business as soon as the situation clears suffi- ciently. Goods are being charged up as usual. However, new business is remarkable for its absence. Gray Goods—There is a steadying influence being infused into these goods, despite the fact that current business is small.. Some trading is being indulged in and _ indications point to a general resumption of buy- ing after the first of the year. Wheth- er or not results justify anticipations remains to be seen. However, a gen- eral turn for the better is universally anticipated, and as a matter of fact buyers have indicated their intention tc come into the market about that time. It is important that the atti- tude of many buyers has changed wonderfully during the past two weeks. Cancellations which were in- dulged in are absent, and in their place in many a case the same buyers have been anxious to get re- instated on the same price basis at which they let their contracts go. There are several conspicuous in- stances in which such action will cost the buyer at least a cent a yard on several hundred thousand dollars’ worth of goods. It is safe to say that the experience acquired during the recent past will be a safeguard against action of a similar character in the future. Prints—A decided improvement in sentiment is observable in the mar- ket for prints, although the increase in actual business is not large. A small business has come forward, covering a very general field. While it is not by any means large, it is significant of a decided improvement and shows an interest on the part of buyers which has been almost totally absent for about a month. Stocks are, as stated before, in the hands of re- tailers only. Therefore, it is mani- fest that any activity at all, or a dem- onstration in this direction, is, in all probability, the forerunner of a de- cidedly active . market. Hosiery—There is a well-constitut- ed strength about this market, al- though talk is indulged in here and there about concessions. Little or no new business is being taken by any one. Goods are ordered as they are needed, but naturally the market is of a circumscribed character, and such orders are small. The chief con- cern of the. market at the present time is the possibilities that exist in the future for the turning in of busi- ness. It is doubtful if there is a great deal done before stock-taking is completed, and as this is distribut- ed variously over a period of three weeks, it is at once clear that there will be no movement of importance very soon. One thing in the situation offers immense satisfaction to the seller, and that is the fact that it will not be necessary to inventory large stocks. The buyer has kept out of the market so persistently of late that when he does come in it will be for a fairly good quantity of merchan- dise. Cancellations have almost en- tirely ceased, and in their place re- quests for the deferring of deliveries have become more numerous. Re- garding the extent of the future ac- tivity of the buyer opinions vary; however, in the long run, the volume of business must come, and the price that it comes at is largely up to the sellers themselves. As far as prices are concerned sellers will undoubted- lv stand together, at least such is their intention at the present. Until the banking position improves there can be no great rs0vement of mer- chandise, although the position of merchandise in general is considered healthy and promising. The fact that for a period of four weeks the atti- tude was characterized by marked in- difference renders the stock on hand at a minimum and will necessitate some sort of action on the part of the buyer before long. Underwear—The condition of this trade for the moment is best illus- trated by the volume of sales made by a house selling direct to the re- tail trade. In every instance the largest retail buyers are covering their needs only. Orders aggregat- ing a sixth or a twelfth of a dozen are received from houses in the habit of ordering twenty or thirty dozen of each style in question. It is obvious from this that they do not intend to materially increase their stocks, but rather on the contrary to get them as low as possible by the first of the year. As explained in hosiery, it is not because of the indifference of the buyers themselves, but because of the inadequate facilities that the banks are offering. The merchandising end of business itself is all right. Could the banks be persuaded that it would be a good business proposition to Burnham, Stoepel & Co. Wholesale Dry Goods Detroit WE take pleasure in informing the Dry Goods trade of Western Michigan that we have leased Rooms 207, 208, 209 and 210 Ashton Building (formerly Pythian Temple), where we will carry a complete sample line of Staple see Fancy Dry Goods, Carpets and Men’s and Women’s Furnishing Goods. We have placed this department in charge of Mr. Edward Formsma, who will be at the command of the trade at all times. Visiting scale are cordially invited to call and inspect our line and make our Rooms their headquarters while in the city. Telephone, 1474. Our Spring Lines Ready for Inspection 4 Grand Rapids Dry Goods Co. Exclusively Wholesale Grand Rapids, Michigan s ite Seanad HEEL MICHIGAN TRADESMAN 39 follow the course that they have ad- vocated to everyone else, viz., stop hoarding money, business would be on a good footing in a very short time. Doubtless, when stock-taking is completed, and merchants realize how low supplies are, there will be a considerable resumption of business. There is a whole lot of spring busi- ness to be done yet, besides the fall opening scheduled for the first of the year. Regarding the latter, no one believes that there will be the mad rush to cover that has charac- terized other openings of a like na- ture, but all are rather inclined to look upon the possibilities of the fu- ture as being much after the nature of the avowed intention of a West- ern jobber who advised those sellers intimately connected with him that where he had bought 250 cases on former occasions, he would now buy twentty-five cases. As far as this is concerned, sellers of a far-sighted make-up are not greatly displeased that such is the case. If they buy twenty-five cases now, and feel their trade in that way, the chances of a satisfactory business in the long run are far greater than if they overesti- mate their requirements and try to dodge the shipments later on. It is obvious to everyone that the chances of immediate improvement, in full, are slim; however, that it will grow is also equally obvious. > Why the Young Man Should Keep Up To Date. A young and ambitious salesman often may have more knowledge of his business than an older and more experienced man. This may be due to the fact that the younyster, anx- ious to get on in the world, studies everything connected with his line of work, while the older man, secure in his knowledge gained by years of ex- perience, forgets that new things are being invented and new methods being used of which the knows no more than an inexperienced man. Some time ago, wishing to buy a certain kind of a spring scale, I en- tered a hardware store in a small city near Chicago. The salesman, a bright young fellow, but probably having little experience, told me that his firm did not handle that particu- lar kind of a scale because there was such a small demand for it. In fact, he never had had a call for a scale of that kind. Furthermore, he explain- ed, since he tried to keep track of the other fellows’ stock as well as their own, and since he did not know of any firm handling that kind of a scale, he did not believe that I could get one anywhere in the city. “There is, however, one firm in Connecticut that makes them,” he said. “If you'll wait a minute I will get their catalogue and show you.” He fetched the catalogue and turn- ed to the page on which the scale was described, thus showing that he had been studying up for just such an emergency. I said that I would try the other stores first before giving an order, as I did not wish to wait for the scale. The young clerk courteously told me that if I could not get a scale to suit me at another store he hoped that I would allow him to order one for me. I then went to another store a short distance down the street and asked an old clerk for the kind of a scale I wanted. He told me that they did not have a scale of that kind, but he would give me some- thing “just as good.” As no other kind of a scale would answer for my purpose, I started away, but the old clerk followed me to the door volu- bly orating upon the merits of the scale that was just as good. Under the impression that he was following a rule of salesmanship in trying to substitute something they did have for the article I wanted which they did not have, he was, in fact, telling me that he knew what I wanted bet- ter than I did, although he had not enquired for what purpose I wanted the scale. The clerk in the next store I vis- ited referred me to the proprietor, as he himself did not know of any such scale. The proprietor, who was one of the type that knows it all and certainly knows more than you do, politely told me that there was no such scale made. When I told him that I knew there was and mention- ed the name of the firm that made it, in place of looking up the catalogue he grew angry and wanted to know if I were better posted in the hardware business than he was. He had been in the business twenty- |’ five years and he guessed he ought to knew “what was what” about it. As I went out the door he still was waxing eloquent on the subject of his knowledge and long experience, but he had turned one man away who never would go back to _ his store. At the next store I went to I was told by a young clerk that, al- though his firm did not handle a scale of that kind and although he never had heard of one, there might be such an article listed in one of the catalogues of the wholesale houses, and if I would wait he would look it up. But I went back to the first store I visited and gave my order to the young salesman who knew his business. Which one of the four clerks I visited do you think will bring the most business to his firm? Oscar Johnson. ——_2+____ Who Is a Hustler? He’s the chap that always leaves an early call. He bounds out of bed when he gets it. He. doesn’t linger over bath and breakfast. He gets these little chores done while another man is yawning over the paper. He has a plan mapped out. He gets information from all sorts of sources and gets it accurately. You can tell him in the street—he’s the man that walks with his head erect, his chest bulging out with deep breaths of fresh air, and'his legs “getting there” rather more rapidly than the pictures in a biograph. He’s the man who has no use for the upholstery in the hotel office. He likes the streak of asphalt that leads to his prospect better. He isn’t put off by the announce- ment of the door official that “Mr. Blank is too busy to see you at pres- ent.” He’ll get in anyhow. it his selling talk. to the point. What he says is He doesn’t waste time in talk that has nothing to do with business. He doesn’t regale his hearers in the hotel lobby with tales of the money he used to make. All his attention is on making it now. He’s a stiff proposition to competi- tors because he always “gets there first,” and secures the business while they are planning how they will go about it. He makes everybody wake up when he enters a place, by the air of vigor and ability and enthusiasm that he carries about. with him. He doesn’t leave little details hang- ing over unfinished, to be pottered with to-morrow. He winds up each day’s work with all of it done. He begins each day with action. He doesn’t loiter over packing until the train’s gone. He doesn’t stay longer in one place than his business requires. For all he’s in a hurry, he’s thor- ough. He “knows how,” and doesn’t have to go back and do things over because he forgot or neglected a part. He doesn’t tell you that he would have got on faster to-day if he had not dissipated a bit last night. Last night he was thinking about to-day and its responsibilities. So he con- served his energies. He’s always turning up new pros- pects and surprising the salesmana- ger by sending in orders from unex- pected sources. But he knows that these orders are “good.” He doesn’t take a chance of trouble later on with the credit department. When you hear him coming you He doesn’t “beat around the bush” | cheer up. You feel the way you do when the music starts and the pro- cession heads down the street. This is the hustler, and he’s get- ting things done. Luck simply can’t lose him. Are you one of this kind, too? Will Mulholland. >? — Fond of Both. He—‘‘Are you a vegetarian?” She—“Oh, no; I love good beef.” He—“Ah! I wish I were a beef!” She—“Well, I like veal, also.” HAT S .-... For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Div. St.. Grand Rapids. Largest Exclusive Furniture Store in the World When you're in town be sure and eall. Illustra- tions and prices upon application. Klingman’s Sample Furniture Co. Grand Rapids, Mich. lonia, Fountain and Division Sts. Opposite Morton House cy the finest import- ed piano wire; only the best selected and sea- soned wood; clear white ivory: first quality of felt; put to- gether with skill that is the product of forty years’ experi- ence. That's what Crown Pianos are. Geo. P. Bent, Manufacturer Chicago WASH Full Line of GOODS For January Delivery Samples Now Ready Wholesale Dry Goods . P. Steketee & Sons Grand Rapids, Mich. “Mishoco” Retails $2.50 Made in Patent Colt, Vici, Box Calf and Gun Metal No Better Boys’ Shoe Made The New Specialty Shoe for Boys—Absolutely all Solid Send for Samples Michigan Shoe Co. = Detroit, Mich. i rat Mee REN RID ean AIM De FR EA NEN ES AAR ARE 15 OMA ARN by Hed a> ec RRR AR NR ce a eae REG NEL SORES RRR AAR SLs ORL RR ee sell Sp St gio et eee MICHIGAN TRADESMAN SUNSHINY SALESMEN. They Soften the Heart of the Frost- iest Buyer. “Not yet, but soon”’—the “near- salesman’s” motto—explains the rea- son why more salesmen measuring calico at $8 a week are not earning $1,800 a year or more at the silk or dress goods counter. Yet there is room for real salesmanship behind the calico counter, and the essentials are the same there as anywhere else. It is an honorable occupation, to be sure; but when a young salesman is content to remain at it longer than a year his gumption i sseveral de- grees below ambition. If he can not, it some manner, raise it up a few degrees at a time, until it reaches an ordinary man’s thinking and working capacity, he will be rooted there for the remainder of his days. Many retail salesmen drudge along satisfied with a mere tread-mill ex- istence. “Oh, what’s the use,” they argue, “there’s no chance in a retail store, anyway?” If there is no chance for you where you are, it is a dead certainty that you are not suited for the work you are doing, and the sooner you get cut and give someone else a chance the sooner you will be giving both yourself and your employer a square deal. As a rule, the salesman’s posi- tion behind the counter is a pretty fair measure of his capabilities. Some salesmen have the capacity to draw molasses from the bunghole in a barrel without smearing it over the measure and on the floor; they can weigh out a dollar’s worth of sugar and do it so well that the balance is a hair’s weight in favor of the customer; but if they are put in charge of the general order-filling de- partment, with several salesmen un- der them, they would fizzle out com- pletely. They have not the breadth of mind to grasp the requirements of a large position, and they attempt to apply their small conception of trot- ting from the molasses barrel to the sugar box to the more important matter of mastering many details. It can not be done; and naturally they fail. As the retail salesman broadens his position he assumes new _ responsi- bilities, and he must change his view- point to fit the expanding scope of his greater undertaking. Floaters, life buoys and danger ropes are all right for timid surf bathers, but to swim out into the broad, deep water re- quires physical courage and well-sea- soned powers of endurance. Inability to leave the shore line marks the man who would better stay in close to shore, where little boats are safe. There is, oh, so much for a sales- man to be, to do, to get, to earn, to try, in every retail establishment. that there are little excuse and less hope for the man who says there is no chance. I have no desire in my heart to say one thing derogatory to your posi- tion, no matter how humble it may be. The man whom I am after, whether he is at the five-cent counter or tak- ing orders that run up into the hun- dreds, is the self-important, small- caliber “near-salesman,” who so thoroughly neglects his customers that they grow chilly in his pres- ence, even although the day is hot. Few retail shoppers escape frequent experiences of that kind, and it is safe to say that no one ever becomes a better customer of the house where salespeople’ of that stamp are toler- ated. The house may be a good one, but one goes away feeling that they do not appreciate his trade. Now, if you “near-salesmen” don’t like what I am writing about you and to you, don’t look at me. Get your eyes open so that you can see your- selfi—that is the first sight to look at. What are you cutting up about! Putting on airs with a $12-a-week po- sition! That’s what everyone who patronizes your counter is trying to figure out. Your house does not pay you to strut around like a farmyard bantam rooster. All that your customers want from you, and have a right to expect, is courteous, business-like at- tention, without frills of any kind. I want to get you mad. That is why I’m using unceremonious lan- guage in developing your picture. When a man gets good and angry be- cause someone has told him the truth about himself, he can generally be depended upon to go out and “clean up” in a thorough, wholesome man- ner. If he makes a good job of it, it won’t be long before you hear of him doing something of real ac- count. I never saw an uppish salesman in my life in whose salesmanship I had any confidence. A “smart” salesman is a man whom no one cares to have much to do with. When a man becomes inoculated with the germs of true salesmanship. he gets it in his blood, muscles, head and soul, all over from head to foot. and it makes a sensible, industrious man of him. Carry a smile through your work. Whenever a salesman can not be sun- shiny with his customers he is in need of a liver tonic. Blessed is he who, having found his own work, clutches it, clings to it, directly, consecutively and always. Therein lies the secret of accom- plishment. When a salesman has lit- tle or no conception of the obliga- tions his position imposes upon him, to say nothing of the lack of* desire for advancement, then it is that soft platitudes and high-sounding phrases are of no avail. Begin by being polite and obliging to every customer that visits your counter, whether you think there is a chance for a sale or not. Make it plain that it is not only no trouble for you to show goods, but a pleas- ure. Make your customers feel at home with you on the instant by an immediate willingness to serve them intelligently There is considerable difference be- tween the salesman that attempts to force facts down the buyer’s throat and the one that offers information in reasonable, smooth and pleasing doses. Do not thrust your ideas up- on your customers, but in an easy, natural and pleasing way attract their sympathy and secure ‘their con- fidence. You will then experience little trouble in making sales, even where desire is totally lacking, as in- dicated" on the surface. Get over the idea that where there is no desire there is no chance to make a sale, and that almost everyone entering a retail store has his mind fully made up on what he intends to purchase. Nothing could be farther from the real facts. The average shopper is glad to have suggestions when he knows they are honestly and intelligently given. But the whole matter rests on _ confidence. You can do nothing to aid a cus- tomer in making selections until you have first secured his goodwill by that indefinable something in your man- ner that leads him to believe that you are to be trusted, and that you really wish to be of service to him. It is important also that you do not fool yourself into believing that your employers are unmindful of your presence in their establishment, and that whether you are serving them ill or well makes no difference, be- cause either way it escapes their no- tice. This mistaken idea is at tne toun- dation of many a clerk’s failure. De- pend upon it, your weekly sales are closely scanned, and your general de- portment keenly observed. That you do not receive’ periodical lectures from your superiors or that you are not discharged, as you might have expected, is not good evidence that you are not being watched. On the contrary, every move you make is mentally or otherwise recorded. If you are a half-hearted, go-as- you-please salesman, the chances are that you would have been discharged long ago but for the fact that your employers know from experience how hard it is to get capable, trustworthy salespeople, and that the best they can hope for is a fair average. Where are you, Mr. Salesman? Above or below the average? It matters not so much to your employers to which class you belong. so long as the average remains good, but it is of the utmost importance to yourself. If you are below the aver- age, the responsibility rests solely with you to get on the other side of the dead-line. That there is plenty of room goes without saying; it only remains for you to show your real worth, and the transfer will take place without your giving notice that yon are ready to move up. How many customers visit your counter or department every month and go away. without buying any- thing is a question for you to de- cide. One thing is certain to the man who is familiar with the man who knows, and that is that many sales are lost at retail in large estab- lishments every day from lack of at- tention and proper selling ability, such as are absolutely necessary on the part of the traveling salesman. If every retail salesman could take a trip on the road for a few weeks he would return to his counter and increase his sales 50 per cent. the first month thereafter. The best way for a retail salesman to decide on how to treat his cus- tomers is to pay an occasional visit to other retail houses for purchases, and to take particular notice of the treatment accorded him by the sales- men in each place, and the effect it has upon him. Then he should re- member to put himself in the place of the salesman who made the best im- pression on him whenever his cus- tomers come to buy. Now, -Mr. Salesman, stop and give this matter some thought. Remem- ber that, while behind the counter in your employer’s store, you take the place of your employer to every cus- tomer with whom you come in con- tact. Also remember that in other stores, and perhaps at other coun- ters in the one in which you are em- played, there are plenty of sales- men who are cold and “chesty” to their customers, and if you can man- age to never be out of sorts with any customer, you gain a signal advantage over your grouchy neighbors. There is a chance for you if you will about face and take up the line of action in real earnest. In an interview by a well-known writer on business subjects with one of the leading State street depart- ment stores in Chicago, he was told by the manager that a young man once applied to his house for a posi- tion as salesman. He was asked what his qualifications were, and he an- swered: “My stock in trade consists of knowing the faults of ordinary salespeople through having to put up with them during many years of shopping.” He was given a place and the first day sold more goods than any other salesman in his department. He had the knack of putting a customer into a good humor by laying himself out to please. He studied his customer’s first. enquiry intently, and followed that up instantly and intelligently. At the end of a year he was earning $25 per week in that store. A short time afterward he was offered $50 a week by a gentleman accompanying 1 cross-grained customer whom he, without losing his temper, had suc- cessfully waited upon under exceed- ingly vexing circumstances. On leaving to accept the new posi- tion, one of his fellow-salesmen ask- ed him how he accounted for his re- markable ability to effect sales. Promptly came the reply: “The great majority of salespeople lack tact, enthusiasm and sympathy with customers.” A great many high-salaried travel- ing salesmen, and nearly all of the most successful retail merchants in the country, have themselves been be- hind the counter. There is no better place te get a selling education. Walter D. Moody. es waa The Herkimer Hotel eaux Grand Rapids, Michigan 130 rooms, steam heated, electric lighted, finely furnished. Hot and cold running water and telephone in every room. Rates, 50c and up per day — f : s i — f : s i MICHIGAN TRADESMAN 41 Out After Mote Members, Kalamazoo, Dec. 31—The Commer- cial Club has started a crusade to increase its membership. One of the members of the committee engaged in this work is W. L. Brownell, the well-known humorous ~ writer, who sent out the following letter in ad- vance of the calis of the committee: Do you know that strangers com- ing to this city frequently say, “Well, Kalamazoo is a nice town all right enough, but, Jerusalem, the people are mighty chilly.” Too bad we give people that impression isn’t it? And yet they are more than half right about it. Now of course you must adinit, neighbor, if we do not warm up to our family we certainly are not in practice so that we can create a very genial atmosphere for strangers. As a resident of this city we as- sume that what you want is what we all want, and that is not only a big- wer, but a better Kalamazoo, and that is just what the Commercial Club in this city stands for. Perhaps you say, “bosh and fiddle- sticks, I dont ask any odds of Kala- mazoo, I can paddle my own canoe, and anyway it is just as great an hon- or for me to grace Kalamazoo with my presence as it is a privilege for me to live here.” You are absolutely right about that, provided you keep up your end of the evener, otherwise you are wrong, dead wrong, and if you will stop and think it over for a minute you must admit it. A balky horse not only doesn’t get anywhere himself, but he obstructs the road, preventing the horse behina him who is willing to pull and willing to go, from accomplishing anything, or making any progress. Don’t be balky! Lansing with a much smaller population than Kala- mazoo has a Commercial Club ot nearly 700 members, Battle Creek has 500, Grand Rapids has 1,000, and yearly dues more than twice the amount of ours. The above men- tioned cities have as they say, and are in a position to prove, been great- ly benefited through their unified ef- forts crystalized in a Commercial Club. Great good will come to Kala- mazoo if we unite and harmoniously work together, and that is the rea- son we want you with us. It will cost you only $10 a year, payable semi-annually, to join the ranks of those who are willing not only to receive benefits, but also willing te help a little along the line of the general good for all. If you together with others who are interested in our city will help by becoming a member of the Commer- cial Club, it will enable Kalamazoo to secure new industries, and lend added support to those we already have. —_22s—___ Movements of Michigan Gideons. Detroit, Dec. 31—Frank W. Red- fern, of Ovid, has engaged with his brother in the implement business at Owosso. His brother will conduct the business and he will continue on the road for a time. The ladies of Auxilary Detroit Camp conducted the Griswold House meeting Dec. 29. When a fifth Sun- day occurs in any month the ladies conduct the meeting, and they car- ried off the honors last Sunday eve- ning. Mrs. Aaron B. Gates acted as leader, Mrs. Jacob J. Kinsey offered prayer and Mrs. Gordon Z. Gage gave the opening address. The old and New Year and life were thoughts she touched on. Her illustrations were life grains of wheat—one plant- ed, growing, bringing forth more, and others dormant, decayed and lost— all having the same germ and pos- sibilities to grow. She did not be- lieve in New Year resolutions, made and broken as quickly. She thought a life given over to Christ did not make resolutions. There were ten present and all gave testimony. Gor. don Z. Gage, in his testimony, said he met Brother W. F. Parmelee a few days ago and found him feeling sad. His devoted wife and _ his daughter are both in the hospital. Alea W. Wilson, a new member, was present. His address is 203 Chamber of Commerce, Detroit. Mrs. Gates, in her talk, believed in New Year or any other good resolutions at any time and by any body. She illustrated her remarks, by refer- ring to an article she had read in the Michigan Tradesman Dec. 25, last page, “Paid His Bills.” She felt that the good in us was brought out from good Resolutions. Aaron B. Gates. ———~»-+ S. H. Hart, for twenty-three years with the sales departmient of the Acme White Lead & Color Works (Detroit), has severed his connections there and beginning January 2 will represent John Lucas & Co., paint and varnish manufacturers, Philadel- phia, Pa. His territory will be south- ern Michigan and _ northern Ohio. Mr. Hart is one of the old guard of Michigan paint men and _ traveling men. He established a paint manu- factory in Detroit thirty-five years ago under the name S. H. Hart & Co., and continued it until 1880, when he became associated with the Detroit White Lead works. Early in 188s, he left this concern for the Acme White Lead & Color works, and has continued with them ever since. For a large part of the time, he has been manager of the middle west territory. Recently, he was placed in charge of the concern’s school for salesmen, established for the equipment of new traveling men and coaching of old. He has been a Michigan man nearly all his life, and has many friends throughout the State. He is a mem- ber of Detroit Council, No. 9, U. C. T. William G. Logie will hereafter cover the territory heretofore at- tended to by Geo. J. Heinzelman. a The more a man uses the top of his head the morte careful he will be as to the use of the front of it. ——_—_s >. It’s no use praying for a clean city unless you are willing to do part ot the housekeeping. ——_-2.>———_— Many a man is a hero in battle be- cause he has not shirked the dull drill in days of peace. ———— The fruits of truth are not gath- ered by beating about the bush, Greetings To the Retail Merchants of Michigan. Grand Rapids, Dec. 30-—As the time is fast approaching when our annual convention will convene at Jackson, I would suggest that if you are not now satisfied with the conditions which surround you as a retail mer- chant, and are interested in the bet- terment and upbuilding of your con- dition as a retail dealer, I would re- spectfully invite you to attend the convention, especially if you are not a member of our Association. Many matters of interest to all will be tak- en up and discussed which can not help but educate us to be better mer- chants and assist us very materially in our dealings with the consuming public. The official call will soon be issued, giving dates and full informa- tion, and I trust the Jackson mer- chants may have the pleasure of en- tertaining you, which I know will be only too glad to do. I wish you all a Happy and Prosperous New Year. Fred W. Fuller. President R. G. and G. M. Ass’n. —_+~-.___ Danes Put Wind To Work. The Danes get electric power from the wind. Since 1897 the Danish gov- ernment has contributed about $28,- ooo for equipments, and has even late- ly erected an experimental station at Askoc. Experiments have been car- ried on at the initiative of the gov- ernment, and electric works which generate electricity by means they some of wind motors have been the result. | best results, since a small number of wings act detrimentally upon the wind current between the wings. If a medium large wind motor is used with a wing surface of about 48 square meters (one square meter equaling 10,764 square feet,) eight horse power is obtained at a wind ve- locity of six meters a second, one meter equaling 3.28 feet. At a ve- locity of eight meters the horse pow- er is more than doubled. t ponge y ngers Pound paces cose Sugar Crimp .......... No 4 Pane ee 3 50 COFFEE Vanilla Wafers ........ 16 |No. 6 Panel bes ae 00 Rio WAVOTY ....- 26s cecees 8 |Taper Panel ....11!: 2 00 Common cog : 13% Zanzibar oe nwt ae se caw 9 1 oz. Full Meas..... a 85 AM se 14% In-er Seal Goods 2 oz. Full eMas....... 1 60 Chere oo, 16% Per doz.|4 02. Full Meas.......3 00 WORE soi eeeacles iso. 20 | Albert Biscuit ....... 1 00|No. 2 Assorted Flavors 1 00 Santos Animals ............. . 100 GRAIN BAGS COUMRON no 0 00 sos'e ---13% | Butter Thin Biscuit.. 1 00|4moskeag, 100 in bale 19 WO ee tas ecto caee. 14% | Butter Wafers ........1 00|Amoskeag, less than bl 191% Oeiee 660 164% | Cheese Sandwich a GRAIN AND FLOUR PAnGy 2. secs as 19 Cocoanut Dainties Wheat READING, oc cce es Lao Faust Oyster ......... 00|New No. 1 White ..... 95 Maracaibo Fig Newton .......... 00 |New No. 2 Red ..... es OE 8 hin akon 16 | Five O'clock Tea .... Winter Wheat Flour hnite oo. coo ocae 29 j®rotana §..:..........; Local Brands Mexican Ginger Snaps, N. B. C. Patents ..... tereceeee 5 60 Mies 16% Graham Crackers 00 Second Patents resend 49 Maney 223026206 se: 19 mon Snap ......... se Cte o0 # ¢ ei:9 ala y G i Oatmeal Crackers ete 00 Second Straight peces ce 75 ie uatemala 156 |OQysterettes ........... (lear... 5; steasccees% 10 OPO os bee eee eeees teem Olid Time Sugar Cook. Subject to usual cash dis- Java Pretzelettes, Hd Md... count. Pivican 36.05.56... 3s: 12 Royal Toast .......... 1 Flour in barrels, 25c per Faney African .....2.. a7 Saitine 0.002. 1 00| barrel additional, : Os Me ee ee ee 25 |Saratozga Flakes ..... 1 60| Worden Grocer Co.’s Brand Pe 31 {Social Tea Biscuit...1 00 | Quaker, paper ......... 5 00 Mocha soda. =. . Co : = eer ee care 20 APOIAR: 2.650062 3 cu. 21 a, select ......... ykes Co. Biecte Sultana Fruit Biscuit 1 5¢|Eclipse ..... pee reek 4 80 New Yori Basis Uneeda Biscuit ...... 50| Kansas Hard Wheat Flour dee 16 09| Uneeda Jinjer Wayfer 1 Judson Grocer Co, Dil aC ee 14 75| Uneeda Milk Biscuit-:. Fanchon, %s cloth ....5 90 2 See fcc eae eee 15 00 Vanilla Wafers ...... Grand Rapids Grain & Mill- Sia. ott t eke eerie * 14 50| Water Thin .......... 1 00 ing Co. Brands. ihn doe dale oe oe o’|Zu Zu Ginger Snaps Wizard, assorted ..... 4 70 McLaughlin’s XXXX Zwieback ........... ; Tana foe. ces 4 50 McLaughlin's XXXX sold Holland Rusk Buckwheat .......... --5 50 to retailers only. Mail all|36 packages ........... 2 MVC 6662 4 90 orders direct to W. F.| 40 DBCEREECS | ou 55.5. 3 20 Spring Wheat Flour McLaughlin & Co., Chica- | 60 DAeKeeeE ...c... 475 Roy Baker’s Brand go. CREAM TARTAR Golden Horn, family..5 75 Extract Barrels or drums ...... 29|Golden Horn, baker’s 5 65 Holland, % ero boxes 95| Boxes ................... 80| Wisconsin Rye ...... -5 00 Felix, 4% gross ........ } 16) Seuare cans ............ 32 | Judson Grocer Co.’s Brand Hummel’s foil, % gro, 85|¥ancy caddies .... ....35 Ceresota, ta 2.6. 6 40 Hummel’s tin, % gro. 1 43 DRIED RFUITS Ceresita, (Ms 2.00, 3: 6 30 CRACKERS eu Apples oe a cet e .6 20 sede css .emon : National ‘ae Company | j; vaveretes pad 10@11 Wingold, %s — . “ oS prico Wineold. Wa. oo... ee eae oe q {Callformas ........... 22@24 Wincold’ igs Bo : co N. B.C. Square ...... 6 | 199 cu o eek isbury's Brand 64 - . . est, Sees cues Soda 90-100 25%. boxes..@ 6 | Best Ys cloth 222222776 $8 Nm, B. C. Soda ......... 6 80- 90 25Ib. boxes..@ Best, %s cloth ........6 20 Select Soda ........... 8 70- 80 25tb. boxes..@ Best, %s paper ........6 20 Saratoga Flakes ...... 13 60- 70 25Ib. boxes..@ Best. 4s paper .......6 7 Zephyrette ............ 13 50- 60 25%b. boxes..@ Best, wood ......c6002.6 40 3 Oyster 40- 50 25%. boxes..@ Worden Grocer Co.’s Brand 4 N. B. C., Round ....... 6 30- 40 25Ib. pbokes..@1 Laurel, %s cloth ......6 00 Gem 0 ee 06 %c less in 50%. cases. Laurel, 4s cloth ......5 90 Faust, Shell ........... 1% Citron Laurel, %4s&%s paper 5 80 Sweet Goods. Careican 2.65. Laurel, %s ...... estes 5 70 Boxes and cans Currants Wykes & Co. Animals ............:, -10 |Imp’d 1 th. pkg.. g Sleepy Eye %s cloth ..6 00 Atlantic, Assorted .....10 Sleepy Eye, 4s cloth ..6 90 Sleepy Eye, %s cloth ..5 80 Sleepy Eye, %s paper..5 80 Sleepy Eye, %s paper..65 80 ' Carlots MICHIGAN TRADESMAN 7 8 9 10 Meal MONG © oi e's Secces cee e es 3 Golden Granulated St. Car Feed screened 26 No. 1 Corn and Oats 26 Corn, cracked ........ 25 Corn Meal, coarse ...25 Winter Wheat Bran 26 Cow Heed ..0)....5. 25 Middlings ..... ei ccc 26 Gluten Feed .......... 28 Dairy Feeds Wykes & Co. O P Linseed Meal....31 Cottonseed Meal Gluten Feed ..... Malt Sprouts ........ 24 Brewers Grains ...... 28 Molasses Feed .......26 Hammond Dairy Feed 238 Oats Michigan, carlots Less than carlots Corn Less than carlots ... y No. 1 timothy car lots 15 40 00 No. 1 timothy ton lots 16 00 HERBS Sage .......eeeeseeeeeee 15 Hops ..... sein caste peas 1) Laurel Leaves ...... -» 1d Senna Leaves .......... 2a HORSE RADISH Per Gom. ..c..... aeceas: OO . JELLY i 6 Ib. pails, per doz. ..2 35 15 Ib. pails, per pail...... do 30 Ib. pails, per pail ....98 LICORICE MULE ects sce cease csee 3¢ ROIRDFIO. 6.56.0 s ccc ee ess 23 BIO ik. cee ss eecus ae TROQOG ooo ead ce cece ees 1l MATCHES | C. D. Crittenden Co. i Noiseless Tip ..4 50@4 7a MEAT EXTRACTS _ Armour’s, 2 OZ ....... 4 45 Armour’s, 4 0Z......... 8 ZU Liebig’s Chicago, 2 oz. 2 za Liebig’s Chicago, 4 oz. o 50 Liebig’s Imported, 2 oz. 4 do Liebig’s Imported, 4 oz. 8 du MOLASSES New Orleans wxancy Open Kettle .... 40 WRGICE ook cee cee cen cs e 3d WAI cise st es cae es 26 aieticc sce 6 eeeeae vee Half barrels 2c extra MINCE MEA Per case 3... -... ss 9u MUSTARD 44° 4b.; 6 ID. DOX ...... 18 OLIVES L Bulk, 1 gal. kegs......1 65 Bulk, 2 gal. kegs ......1 60 Bulk, 5 gal. kegs...... 1 5d Manzanilla, 3 0Z........ 90 Queen, pints ..........2 BU Queen, 19 oz. . oe e4 BU Queen, 28 02Z..... saceeet UU Stuffed, 5 oz...... oes. 90 Stuited, 3 oz..... ocak os ck. oo Stuffed, 10 oz.......... 2 40 PIPES Clay, No. 216 per box 1 25 Clay, T. D., full count 60 MOOD cbc ae ree cickss cess 90 PICKLES Medium Barrels, 1,200 count...9 00 Half bbls., 600 count ..5 00 Small Half bbls., 1,200 count 5 7 PLAYING CARDS No. 90 Steamboat .... No. 15, Rival, assorted 1 No. 20 Rover enameled 1 No. 572, Special ........1 No. 98 Golf, satin finish 2 No. 808 Bicycle ......2 No. 632 Tourn’t whist. .2 eeeecone PROVISIONS Barreled Pork Mess Clear Back b Sort Our 2... 16 Short Cut Clear ....16 Bean ea es 15 Dry Sait Meats S. P. Bellies MGHICS co a cece. Extra Shorts Smoked Meats eee eeeeee 00 Hams, 12 Ib. average. .10% Hams, 14 Ib. average..10 Hams, 16 Ib. average. .10 Hams, 18 Ib. average..10 Skinned Hams ........ Ham, dried beef sets. .15 California Hams ..... Picnic Boiled Hams..13 Boiled Ham 17 Berlin Ham, pressed 9 Mince Ham BOGOR. cases ecu s 12%@14 Lard Compound .2........5> 7 Pure in tierces ....... 10 80 tb. tubs....advance tubs....advance tins....avandce pails....advance ails....advance ails....advance 1 pails....advance 1 104 81 % Ye re 2 “4 Ye % % % % % q Sausages Bowenia 6.08 or Eiver ...3.. eect Ose e PYANKTOr |. oers soo 2 POUR to er 9 MOAR oo oe 7 WOMMUC foo ee 7 Headcheese ............ 4 : Beef duxtrea Mess 22.06... 9 75 Boneless 92000200): 13 50 Rump. new a. 14 00 Pig’s Feet 6 DISS os 1 25 im ObIS., 40° lbs... 3. 2 25 we POIs 2201 3 80 Uo) ee 9 00 Tripe Kits, 15 ths. 2.45... 70 Y% bbls. 40 tbs. ......... 1 50 % bbis., 80 Ibs. ....... 3 00 Casings Bogs, per Th 2... 30 Beef, rounds, set ...... 16 Beef middles, set..... 40 Sheep, per bundle - 90 Uncolored Butterine Solid dairy ...... 10 @12 Country Rolls ,.10%@16% Canned Meats Corned beef, 2 tbh. ...... 40 Corned beef, 1 th. ..... 1 35 Roast beef, 2 Ib........ 2 40 Roast beef, 1 Ib. ....... 1 30 Potted ham, \%s ...... 45 Potted ham, %s ...... 85 Deviled ham, \s ...... 45 Deviled ham, s ...... 35 Potted tongue, 4s .... 45 Potted tongue, %s .... 85 RICE Baney .........5..., 7 @7 SODAN 2.025520. --5%@ 6% Broken ...........; @4 SALAD DRESSING Columbia, % pint ....2 25 Columbia, 1 pint ...... 4 00 White Hoop, bbls. ....11 White Hoop, % bbls. 6 2 Durkee’s, large, 1 doz. 4 50 Durkee’s, small, 2 doz. 5 25 Snider’s, large, 1 doz. 2 35 Snider’s small, 2 doz. 1 35 SALERATUS Packed 60 Ibs. in box. Arm and Hammer ....3 15 DOGIAMO Ss 2.00. ek 3 00 Dwight’s Cow .......... 3 15 PMMpIGCM ooo. 3 ce 210 Bi yee eae eee uuinc eS 3 00 Wyandotte, 100 %s ...3 00 : SAL SODA Granulated, bbls. ...... 85 Granulated, 100Ib. es. 1 00 Lump, bbls. .......... ce 80 Lump, 145Ib. kegs ..... 95 SALT , Common Grades 100 3 T. sacks ........2 10 60 5 Ib. sacks .........2 00 28 10% Ib. sacks ......1 90 28 10% tb. sacks......1 90 56 Ib. sacks ...... meece OO 45 ID. SACKS {....... ae. 20 Warsaw 56 Ib. dairy in drill bags 40 28 tb. dairy in drill bags 20 Solar Rock 56 Ib. SsaecKSs ....20505... 24 Common Granulated, fine ....... 80 Medium, fine ....... «es. 80 SALT FISH Cod Large whole ..... @i7 Small whole ..... @ 6% Strips or bricks ..74%@10% Pouock ...0.:..s @ 5 : Halibut SOMOS bocce ek 8s 8 Chunks 2.2.2.5... Ss oe ke Holland Herring White Hoop, keg 65@ 175 White Hoop mchs. 85 Norwegian ...... - Round, 100 Ibs. ........3 75 Round, 40 Ibs. ........1 76 MEBIOO 2 oc ci ccee ecw cccs 12 Trout No. 1, 100%be. .......< 7 50 No. 1, 40!bs. e238 25 No. 1, 10lbs........... - 90 INO. 3, SIDS vic oe.. o. ae Mackerel Mess, 100Ibs. ........ 15 00 Mess, 40Ibs. .......... 6 20 Mess, LOIS. -...255..:: 1 65 Wess, SIb@: 0656.55 -. 1 35 INO. £. 200s. ool. 14 00 No. 1. 40%bas. ....: << «se OO mo. t, TORR. oc... oc ck 1 65 ING. 1) SIDS, ct, . ess 1 36 Whitefish No. 1, No. 2 Fam 200TD. coe 75 450 BOW ic ek cel 5 25 2 40 DVID | woecs cco s ou 112 60 OD. 6. ikl. 92 50 SEEDS BUBO gies eens 10 Canary, Smyrna ..... 4% COTAWEY «cic ec cee es 10 Cardamom, Malabar 1 00 COLCTY 65 obec e sc s cence 15 Hemp. Russian ..... - 44% Mixed Bird .......... 4 Mustard, white .......10 OUD ose i cc csies ae ccs 9 Rape ...... ee ueesiecaee 6 SHOE BLACKING Handy Box, large, 3 dz2 Bixby’s Royal Polish Miller’s Crown Polish... 50 %,|Handy Box, small ....1 25 85 85 SNUFF Scotch, in bladders ...... 37 Maccaboy, in jars...... 35 French Rappie in jars. .43 SOAP J. S. Kirk & Co. American Family ....4 00 Dusky Diamond,50 8 oz2 80 Dusky D’nd, 100 6 oz. 3 80 Jap Rose, 50 bars ....3 75 Savon Imperial ....... 3 50 White Russian ........ 3 50 Dome, oval bars ...... 3 50 Satinet, oval 2 15 Snowberry, 100 cakes if 00 Basket-fired, fancy ...43 ee at ae : SiGiige. oor tekiin. VFannings ........:- 14 Gunpowder Moyune, medium ...... 30 Moyune, choice ....... 32 Moyune, fancy ...... -.40 Pingsuey, medium ....30 Pingsuey, choice ..... 30 Pingsuey, fancy ......40 Young Hyson Ghetes ... 6.2.02... 30 PanOW oo 36 : Oolong Formosa, fancy ....... 42 Amoy, medium ....... 25 5|Amoy, choice 32 English Breakfast Proctor & Gamble Co. Medium Pi ae clare Ka ale Gac 20 PGnOe o.oo & FO ;Choice oe. 2. 30 EVOry.. 6 0f. (2) MOU ACY ee oo ccs &, 40 Every, £0 02.0 0008.2... 6 75 India Step ee 3 50 Govier. @hotce: . 2... 32 SHCY 2. ce 42 LAUTZ BROS. & CO. Acme, 10 bars ......... 3 60 TOBACCO Acme, 30 bars ........ 4 00| . Fine Cut Acme, 25 bars ........ 4 00 Cadillac wa a diguiwauee ce 54 Acme, 100 cakes ...... 50| Sweet Loma .......... 34 Big Master, 100 bars 4 25| Hiawatha, 5b. pails. 55 Marseilles, 100 cakes ..6 00| Lelegram ............. 30 Marseilles, 100 cakes 5c 4 00| Pay, Car ............... Marseilles, 100 ck toilet 4 00| Prairie Rose .......... 49 A. B. Wrisley Protection ..........<. 40 Good Cheer .....00.... oo | Sweet Burley ......... 44 Ola Comtry .........¢. 3 40| Tiger .............0... 40 Plug Soap Powders Lautz Bros. & Co. va Cross ee te kee ae ac 6 31 SHow Boy 2005005000 4 00 Hi on thas. Gold Dust, 24 large ..4 50|;71awatha ... 35 Gold Dust, 100-5c ..... 4 00 Bett ee ese 37 Kirkoline, 24 41D. ...... SO ea Pearline (2.200003. 3 75|merican Eagle ....... 33 Soapine (oy 4 10|/Standard Navy ....... 37 Babbitt’s 1776 ....1.72! 3 75| Spear Head, 7 oz....... 47 Meee & se; cpce eed, 14% on 4 Armour’s 3 70 Nobby Twist .......... 55 Wisdom oo 3 80 OU, PAE 60 oe 39 es ee Old Honesty ...........43 Soap Compounds WOES 6... 34 Johnson’s Fine ....... ee ee 38 Johnson’s XXX ...... 4 25} Piper Heidsick ......... 66 Nine: O'clock: . 2.0600. .| 3 35}Boot Jack ............. 80 Rub-No-More ......... 3 75 eney a oe a ee 40 Scouring ac tandarg@ ....:.. 40 Enoch Morgan's Sons. oeomoaga eiwis ge cee as ws oe a Sapolio, gross lots ....9 00 Ni a sais siecces 59 Sapolio, halt, gro ggltoae: | °°) age planing aa mae 39 ga. aiigle Wescn. © ge TE = <6: oe ur . S ete cca hak 40 and 50%. boxes 314@3% | °° SNOT Siver Barrels ..............- @38% No. 0 30 Gammon Goon o. 0 per gross........ 20%. packages ........ 5 |No. 1 per gross ...... 40 40D. packages ..... 4% @7 a : per gross pchineete aioe o. 3 per gross ....... ghee WOODENWARE Barrels ....... Se aeteds 29! bushel Baskets 1 00 Half Barrels ............ 1 nek wide Gand a 20ib. cans % dz. in cs 2 00| Bushes, wide band ...1, 10Ib. cans % dz. in cs. 1 95 3 a t Se 50 5Ib. cans 2 dz. in cs. 2 00 Splint’ pa a Seecey 3 00 vam Cone a ee te OF 20 ar mean 2 75 Pure Cane Willow, Clothes, large 8 25 Bair soc ees. ier se 6 Sele _ Willow, Clothes, me’m 7 25 GO0d ...-.....-e sees x Willow, Clothes, small 6 25 @noice 2... ccc e.. Bradley Butter Boxes TEA 2tb. size, 24 in case... 72 Japan 3Ib. size, 16 in case.. 68 Sndried, medium ...... 24 5Ib. size, 12 in case.. 63 Sundried, choice ...... = 10Ib. size, 6 in case.. 60 Sundried, fancy ...... ; Butter Plates Lap lgieo o0 hoa aa 32 |No. 1 Oval, 250 in crate 35 Regular, fancy ........36 |No. 2 Oval, 250 in crate 40 Basket-fired, medium 31 |No. 3 Oval, 250 in crate 45 Basket-fired, choice ..38 |No. 5 Oval, 250 in crate 60 Churns Barrel, 5 gal., each....2 40 Barrel, 10 gal., each...2 55 1B gal, each...3 70 ‘Clothes Pins Round head, 5 gross bx 55 Round head, cartons.. 70 Egg Crates and Fillers. Humpty Dumpty, 12 @oz. 20 No. 1 complete ........ 40 No. 2 complete ....... 28 Case No. 2 fillersl5sets 1 35 Case, mediums, 12 sets 1 15 Faucets Cork, lined, 8 in...... 70 Cork lined, 9 in....... 80 Cork lined, 10 in....... 90 Mop Sticks Trojan spring .......... 90 Eclipse patent spring.. 85 No. f common ....... No. 2 pat. brush holder 85 12Ib. cotton mop heads 1 40 Ideal No: 7 ............ 85 Pails 2-hoop Standard ...... 215 3-hoop Standard ...... 2 35 4-wire, Cable ..:......2 26 o-wire, Cable ......... 2 45 Cedar, ais red, brass ..1 25 Paper, Eureka ....... 2 25 Bibve ......0. 01... soa 40 Traps Mouse, wood, holes.. 22 Mouse, wood, 4 holes.. 45 Mouse, wood, 6 holes.. 70 Mouse, tin, 6 holes.... 65 Rat, woed ............ 80 mat, spring ........._. 7 Tubs 20-in. Standard, No. 1 8 75 18-in. Standard, No. 2 7 75 1o-in. Standard, No. 3 6 75 240-in. Cable No. 1..... 9 25 48-in. Cable. No 2 ~...8 35 i6-in. Cable No. 3 ..... t 2 Na. J Bibra 2000.2 11 75 No. 2 Bibre ...... 0... 10 25 No. 2 Pibte ...... 2... 9 30 Wash Boards Bronze Globe .........2 650 WO cee 1 75 Double Acme sececa a5 Single Acme .......... 2 2d Double Peerless .......4 25° Single Peerless ........ 3 60 Northern Queen ...... 3 50 Double Duplex ......... 3 00 GOOG isuck 275 Universal .......... see. 66 Window Cleaners ES be oe 1 60 i im, 5... 2... woceee -s § EG Oe oo 2 30 Wood Bowis 13 in. Butter ..... ecccek 26 IO in. Butter .........2 26 17 in. Butter ..... «cecea a0 19 in. Assorted, 13-15-17 Assorted, 15-17-19 WRAPPING PAPER Common straw ........ 1% Fibre Manila, white.. 2% fibre Manila, colored... 4 2 3 Butter ee 00 a No. 5 Manila ......... 4 Cream Manila ........ 3 Butcher’s Manila 2% Wax Butter, short c’nt. 13 Wax Butter, full count 20 Wax Butter, rolls ....16 YEAST CAKE Magic, 3 doz.......... 115 Sunlight, 3 doz. ...... 1 00 Sunlight, 14% doz. ..... 60 Yeast Foam, 3 doz.....1 16 Yeast Cream, 3 doz....1 00 Yeast Foam, 14% doz.. 658 FRESH FISH Per Ib. Whitefish, Jumbo ..... 20 Whitefish, No. 1 RFOUG 22.66 oe 14 EAQOUt. oo Uo 13 Ciscoes or Herring ... 8 ERUCGHSN 2000 15 bive Lopster ........: 32 Boiled Lobster ....... 34 COG cos. 12 IAOGOCK coos. eck cs. 8 Pickerel 2.02.0... 226). 12% PAR ve eee Ferch, dressed ....... 8% Smoked, White ....... 12% Red Snapper .......... 114 Chinook Salmon ..... 16 Migekerel 2.0. ey 22 Pinnan Eaddie ........ 316 HIDES AND PELTS Hides Green No. f 22.0.5... .: 5 Green NO 2 2... 2..2.. 4 Cared No. 2 i... 2.2... 6 Cured, No. 2 2.0... cs 5 Calfskin, green. No. 1 9 Calfskin, green, No. 2 7% Calfskin, cured, No. 1 10 Calfskin, cured No. 2 8% Peilts Old: Wood ........; 20 MAMAS oo occa cae 50@ 80 Shearlings ...... 40 80 Tallow NO 1... @ 4 INO: Bocce @ 3 Wool Unwashed, med. ...@18 Unwashed, fine 11 CONFECTIONS Stick Candy Pails SaNGHIG 2) 6. ik 8 Standard H WH ....... 84% Standard Twist ....... 9 Cases Jumbo: 32 ih. ........ Ble Petra oo... lu Boston Cream ........ 12 Big stick, 30 tbh. case.. 8h, Mixed Candy Grocers 2... ble Competition _.......... 7 SCC 5... ae Conserve (300 8 Royal ...... secee 8B Ribbon ..... -10 Broken ........ coos SIQ Cut Loaf ..... scacee § PCHOCe 6. 84% Kindergarten eesaeecee ck Bon Ton Cream ...._. yt french Cream ..... «e194 SE gcc) 1l Hand Made Cream :.17 Premio Cream mixed 14 O F Horehound Drop il Fancy—in Pails Gypsy Hearts ....., aol Coco Bon Bons ...... 13 Fudge Squares .... «eel Peanut Squares ......10 Sugared Peanuts .... -12 Saited Peanuts ... eoeedd Starlight Kisses San Blas Goodies Lozenges, plain . Lozenges, printed .....11 Champion Chocolate ..14 Helipse Chocolates Eureka Chocolates .. Quintette Chocolates: 217 Champion Gum Drops 9 Moss Drops ....... . 10 Lemon Sours Seescicscckl Pmperiaia, Ital. Cream Opera . Ital. Cream Bon Bons 12 Golden Waffles ...... ake Red Rose Gum Drops 10 Fancy—In 5th. Boxes Old Fashioned Molass- es Kisses, 10Ib. box 1 30 Orange Jellies ........ 50 Lemon Sours .......... 60 Old Fashioned Hore- hound drops ....... -60 ’?eppermint Drops ....60 Chocolate Drops ......765 H. M. Choe. Drops ..1 10 - M. Choc. Lt. and Dark No. 12 .....:1 10 Bitter Sweets, as’td 1 26 Brilliant Gums, Crys. 60 A. A. Licorice Drops ..90 Lozenges, plain .......60 zenges, printed ....65 imperiais <..005 «<-60 Mottoes 6s 6s eeedee ce cs Ge Cream Bar ...........6 G. M. Peanut Bar ... -60 Hand Made Criams . -80@9 Cream Wafers ...... -66 iting Hoek ......).. | Wintergreen Berries . -60 Old Time Assorted ..2 7 Buster Brown Goodies 3 30 Up-to-date Asstmt, ...3 75 Ten Strike No. 1.......6 50 Ten Strike No. 2 ......6 00 Ten Strike, Summer as- SOrtment 2 ....006c..6 Ws Scientific Ass't. ......18 00 Pop Corn Cracker Jack ..........3 25 Checkers, 5c pkg case 3 60 Pop Corn Balis, 2008 1 35 Azulikit 100s ..........3 00 Gh My 100m ... 2... 3 50 Cough Drops Putnam Menthol ..... 1 00 Smith Bros. ..... Geacek 1 2 NUTS—Whole Almonds, Tarragena ....18 Almonds, Avica Almonds, California ‘sft. : shell Braga ee: 12@13 Bilberts .2...... 23. @13 Cak No. 1 ..... cee Walnuts, soft shelled 16@18 Walnuts, Chilli eevee @14 Table nuts, fancy - 13@16 Peeans, Med. ....... @ 1b Pecans, ex. large @12 Pecans, Jumbos @13 Hickory Nuts per bu. Ohio new Cocoanuta ...<.....:. Chestnuts, New York State, per bu....... sete wees Shelled Spanish Peanuts ..8@ Pecan Halves @ Walnut Halves @ Filbert Meats’.... @ Alicante Almonds @ Jordan Almonds ... @ Peanuts Fancy H. P. Suns Fancy, H. P. Suns, Roasted 7 Choice, H. P. Choice, H. P. Roasted ROSES EAT AEG PE EE ee ine eee! “be Mea ae ne Nate tare 46 MICHIGAN TRADESMAN Special Price Current AXLE GREASE Mica. tin boxes....75 9% 00 Pemeen . |... 55 «6 (00 BAKING POWDER Royal 1@c size 90 %ib. cans1 85 6oz. cans 1 96 lb cans 2 50 &%Ib cans 3 75 iM. cans 4 80 B3ib. cans 13 60 51d cans 21 60 6. P. Bluing Doz. 4mall size, i doz. box. .40 Large size, 1 doz. box..75 CIGARS @ J Johnson — Co.’s bd. Any quantity El Portana Evening Press ee 32 Worden Grocer Co. brand Ben Hur PE OPTIOR oa ceec canons: 35 Perfection Mxtras ...... 35 ee ea ree 35 Londres Grand .......... 85 ME nike coc ceees 35 PESTON ogc ccc ccenend 85 Panatellas, Finas ....... 85 Panatellas, Bock ...... 85 Seeey CAUD ...cccccccee 86 COCOANUT Baker's Brazil Shredded Loins @ Dressed @ “ Boston Butts ... @ 8% Shoulders ....... @ 8% Leot i1a78 ...... @ 9% Trimmings ......° @i7 Carcass ......... @ 9% Lamba ....:.. net @10% Spring Lambs ... @10% Veal CASPASE 2. .o4sss: 6 @ 8% CLOTHES LINES Sisal 3 thread, extra.. . 3 thread, extra.. 90ft. ; thread, extra.. 6 ba ft fet et ~ o thread, extra.. thread, extra.. Galvanized Wire No. 20, each 100ft. long 1 90 No. 19, each 100ft. long 2 10 COFFEE Roasted Dwinell-Wright Co.’s. B’ds. White House, 1. ........ White House, 2th. ........ Excelsior, M & J, 1th. ..... Excelsior, M & J, 2th. ..... Tip Top, M & J, 1. ...... Royal ava cue cea ee se ese Royal Java and Mocha ... Java and Mocha Blend ... Boston Combination ...... Distributed by Judson Grocer Co., Grand Rapids; Lee, Cady & Smart, De- troit; Symons Bros. & Co., Saginaw; Brown, Davis & Warner, Jackson; Gods- mark, Durand & & Co., Bat- tle Creek; Fielbach’ Co., Toledo. Peerless Evap’d Cream 4 00 FISHING TACKLE a te 1 O8...........---2 6 1% te 2 in.............-- 1 1% to 2 in..........-... 1% to 8B im........-se00- ll OP ook ci ceca csse ese 15 OR cicccesenve chooses 20 Cotton Wines No. 1, 19 feet -....-... 5 Be. &. 16 TOO coco se ane 1 Me. BS, 1 Toot .... -..25- 9 Mo: 4, 18 feet .....-.-.- 10 No. 6, 16 feet .....---«. 11 Mo, 6 1) feet ....-cse05 12 Me: 7, 16 feet -...--..> 16 Ne. 8, 15 feet ...-.....< 18 Mo. 8, 165 feet .......--. 20 Linen Lines ee cg ee sa sker ee ee Medium ...... Seu babes 3 EO oe seca ca ccceee 84 Poles Bamboo, 14 ft., per dos. 55 Bamboo, 16 ft., per dos. > Bamboo, 18 ft., per dos. GELATINE COORG, 2 BOB vecevcis 1 80 Knox’s Sparkling, doz. 1 20 Knox’s Sparkling, gro.14 00 Me og. ee as oe 1 60 Knox’s Acidu’d. doz....1 20 ROR oo oe Soc a csc cee io 8 Plymouth Rock .......1 % SAFES Full line of fire and burg- lar proof ‘safes kept in stock by the Tradesman Company. Thirty-five sizes and styles on hand at all times—twice as many safes as are carried by any other house in the State. If you are unable to visit Grand Repids and inspect the line personally, write for quotations. SOAP Beaver Soap Co.’s Brands ONDER, 100 cakes, large size..6 50 50 cakes, large size..8 26 100 cakes, small size..3 85 50 cakes, small size..1 95 Tradesman’s Co.'s Brand Black Hawk, one box 2 60 Black Hawk, five bxs 2 40 Black Hawk, ten bxe 2 25 TABLE SAUCES Halford, large ......... 3 75 Halford, small ........ 2 25 — Use Tradesman Coupon Books Made by Tradesman Company Grand Rapids. Aleb. FINE CALENDAR MAIOTHING can ever be so popular with your customers for the reason that nothing else is so useful. No houseKeeper ever has too many. fhey area constant reminder of the generosity and thought- fulness of the giver. We manufacture every- thing in the calendar line at prices consistent with first-class quality and workmanship. Tell us what Kind you want and we will send you sam- ples and prices. TRADESMAN COMPANY GRAND RAPIDS, MICH. - MICHIGAN TRADESMAN BUSINESS-WANTS DEPARTMENT Advertisements inserted under this head for two cents a word the first insertion and one cent a word for each subsequent continuo is insertion. No charge less than 25 cents. Cash must accompany all orders. BUSINESS CHANCES. For Rent—Store room, 25x60, ‘‘Cor- ner.’’ No better location in Constantine, Mich. Any kind of business. Trade well established for clothing. Will H. Lamb. 398 Thirty-room hotel, the only hotel in town of over 2,200, equipped with gas and electricity, steam heat and water wérks; best reasons for selling; will give purchaser a good lease on building. Ad- dress R. R. Kennedy, Spencerville, a 97 Free! 25 word ad. three insertions, or Webster’s Vest Pocket Dictionary; gold edges, with patent index with one year’s subscrpton at 25c to ‘“‘Rural Home,” a family monthly. Address Rural diome, A. G. St., Thayer, Kan. 396 For Sale—-A good, thoroughly estab- lished coal and ice business in a hus- tling town of 3,000 inhabitants, pros- pects good for population to double in two years. Only ice business in the town. Three ice houses, 7 coal sheds, wagon scale, two teams, four wagons, office furniture and all ice tools. This business will be sold for less than the property inventories. No charge tor good will of business. Must be sold at once. Good reason for selling. Address Adin McBride, Durand, Mich. 395 Florida Orange Groves—Here is your chance to get a home in Florida cheap. I have 40 orange groves that must be sold either at retail or wholesale for cash. All in tine condition. No occupa- tion more pleasant or profitable. Write for descriptive catalog and prices. M. iu. Robinson, Sanford, Fla. 394 Jewelry and = optical business, doing nice paying business in a town with the largest farmer trade in Iowa. No com- petition. Stock and fixtures. invoice $2,000, can reduce. Will give good part of it on time. Lindsay, Anthon, Ia. 393 For Sale—LDelivery rig, consisting of horse, harness, covered wagon, with side entrance, @©. WB. Robinson, Portland, Mich. 392 For Sale—Tea, coffee and package gro- cery business in a city of 15,000 popula- tion in Western Michigan. Income from business $850 to $900 per year; can verify this statement. Business growing. Horse, harness and rig furnished by company and replaced when worn out. Business established six years. Work can be done in 18 days per month. Bond ean be given company for goods to do busi- ness with. Reason for selling, change o1 business. Price reasonable. Write if in- terested. EF. H. Stone, Manistee, Mich. 391 For Sale—Stock of general merchan- dise, invoicing about $6,000 and brick ve- neer building, two story, 30x100 ft. Stock 85 per cent. cost building at $2,500. En- quire of Nuzzall & Marvin, Coopersville, Mich. 390 Merchandise stocks converted into cash, our system is successful, where others fail. Spring dates afe being claimed. Booklet and references free. G &. Breckenridge, Edinburg, III. 389 For Sale—Drug store in Kalamazoo, Mich. Centrally located. Invoice about $2,000. A bargain if taken at once. Ad- dress W. C. W., 324 N. Rose St., Kala- mazoo, Mich. 388 For Sale—Four cylinder Dayton mar- ket scales, with plate glass platforms. In use one year. Less than half original price will take them. X. Y. Z., care Michigan Tradesman. 387 For Sale—One-half interest in thriving hardware and implement business in good live town; best of farming country. Lo- cated at Manito, Illinois. Good reason for selling. Address George Knollhoff, Manito, IIl. 383 For Sale—General stock, first-class, corner location, easy rent. First-class town, surrounded by the finest country in state. 90 per cent. cash business. My lease expires March 1. Reason for sell- ing, other business to look after. This is a rare opportunity for someone. If interested write F. H. Ballinger, Shep- herd, Mich. 382 Drug Stock For Sale—A desirable drug stock, consisting of drugs, medicines, paints, oils, wall paper and druggist’s sundries, with furniture all first-class, safe, roll top desk, cash register and four counter show cases with other cases as stock needs. Stock new and fresh. Is located at Crystal, Mich., and has had a trade of one hundred dollars per week cash. Will sell on time with good ap- proved paper at 6 per cent. Will invoice about $2.50 Will rent store building at reasonable rental. For particulars For Sale—One nearly new Burroughs adding and listing machine. Cheap. Box 82, Grand Rapids. 369 New general hardware stock, invoicing $1,500, Will sell stock and_ building cheap or stock and rent building. Lo- cated in best stock and grain market town in Southern Michigan. Population 400. Reason, sickness. Address 360, care Tradesman. 360 For Sale—On account of sickness, a good paying stock of general merchan- dise. Located in small town in good farming community in Northern Michi- gan. Will inventory about $3,000. Posi Office and telephone in connection. Wili sell or rent building. Address No. 374, care Tradesman. 374 For Sale—My _ stock of shoes, hats, furnishings and working clothing. Wik invoice about $4,000. Stock all new this fall. No old or out of date goods at all. If taken at once will discount 20 per cent. No trades considered. Spot cash only. Reason for selling, am going to remodel store building. It will pay you to investigate this. Call on or ad- dress Clyde H. Harris, Galien, oa For Sale—Clean up-to-date grocery stock and drug sundries. Sales $25,001 a year. Present invoice $4,800. Located in fine brick block, county seat, two rail- roads, factory and surrounded by the best grain and stock land in Southern Michigan. For particulars address Box 83, Cassopolis, Mich. 365 Exchange—Good 81 acres, Indiana good improvements, fine farm for general farming, poultry and gardening 114% miles from Kewanee, 75 miles from Chicago. Price $75 acre. Will take Indiana country stock of merchandise or city equity up to $5,000. J. H. Spindler, Lowell, ~ To Exchange—The finest 160 acre im- proved farm in Michigan, 15 acres beach and maple timber, clay loam soil. Fine buildings and within 5 miles of this town. Will exchange for merchandise, hardware preferred. Price $100 per acre. Evans & Holt. Fremont. Mich. 357 For Sale—Bakery, restaurant and con- fectionery in college town of 10,000. Ex- cellent opportunity for right party. No. 3 Middleby oven. Will bear investigation. For further information address J. Boule, Valparaiso. Ind. 380 For Sale—A 45-room hotel, modern in every respect, $2 per day; good trade; beautiful location. Call or write E. M. Worden, Ladysmith, Wis. 2 | WANT TO BUY] From 100 to 10,000 pairs of SHOES, new or old style—your entire stock, or part of it. SPOT CASH You can have it. I’m ready to come. PAUL FEYREISEN, 12 State St., Chicago To Exchange—Wholesale hardware store in Northern Michigan, invoicing $40,000, for farms or good income prop- erty free and clear in Grand Rapids or Detroit, Mich. Address Michigan Store & Office Fixture Co., 519 No. Ottawa St., Grand Rapids, Mich. 351 For Sale—Stock of groceries, boots, shoes. rubber goods, notions and garden seeds. Located in the best fruit belt in Michigan. Invoicing $3,600. If taken be- fore April 1st, will sell at rare bargain. Must sell on account of other business. Geo. Tucker, Fennville, Mich. 8 For Sale—Stock of shoes, dry goods and groceries located in Central Michi- gan town of 350 population. Living rooms above store. Rent, $12 per month. Lease runs until May 1, 1908, and can be renewed. Last inventory, $2,590. Sales during 1905, $8,640. Good reasons for selling. Address No. 386, care Michigan Tradesman. 386 For Sale—An _ old-established grocery and meat market, doing good business in good location. Will sell reasonable if taken at once. P. O. Box 981, Benton Harbor, Mich. Cash for your business or real estate. No matter where located. If you want to buy or sell address Frank P. Cleve- land, 1261 Adams Express Bldg., Chi- eago, Tl. 941 HELP WANTED. Wanted—A first-class meat cutter, neat, quick and accurate in figures. Cor- rect in character and habits. References required. State wages wanted. J. A. enquire of George W. Cadwell, Carson City, Mich. 373 I Shattuck & Co., Newberry, Mich. 371 Want Ads. continued on next page. you want to sell your business. If you want to buy a business. If you want a partner. If you want a situation. If you want a good clerk. If you want a tenant for your empty store-room. If you want to trade your stock for real estate. If you want at any time toreach mer- chants, clerks, traveling sales- men, brokers, traders—business men generally— ry a ichigan radesman usiness Want Ad. Paes, calories iret a