a -- Wr ee SR DOS IN LAV) 29 ROTA FLERE SRE MAE LLL ROA BAIT y SSS SA = \ Oy rm ot ae v)/ vy d LW sh US Q SS 7] WY ORLA . ro CORD) an Na 3 MS OH A Nee ORO wes Oy wy Ss MAS A \ WHET ACRES AL Pee NAA N UI SEA BEC 55S / AS iM \) ( PD Ry ¢ 9 DB. __ Wa QW 2) ae IVT AARC AT? Za WIDE we (A % ee SN MA) md oo Ay) SRS OBS B pe | ms WW LZ ENO ee Nr SN : oe BTRADESMAN COMPANY, PUBLISHERSB——>s St) ARTS + 37 ADCS OK pT NS 2 LSS Twenty-Fifth Year GRAND RAPIDS, WEDNESDAY, JANUARY 15, 1908 Number 1269 owney’s Chocolates We have been appointed distributors of the celebrated chocolates---the-most popu- lar superfine bonbons in the world---man- ufactured by The Walter M. Lowney Company of Boston, Mass. and we shall carry a full line of these goods at all times. We solicit your patronage and guaran- tee that your orders will receive prompt attention. PUTNAM FACTORY, National Candy Co. Grand Rapids, Mich. DO IT NOW Investigate the Kirkwood Short Credit System of Accounts It earns you 525 percent. on your investment. We will prove it previous to purchase. It prevents forgotten charges, It makes disputed accounts impossible. It assists in making col- lections. It saves labor in book-keeping It systematizes credits. It establishes confidence between you and your customer. One writing does itall. For full particulars write or call on A. H. Morrill & Co. 105 Ottawa St.,oGrand Rapids, Michigan Bell Phone 87 Citizens Phone 5087 Every Cake of FLEISCHMANN’S YELLOW LABEL YEAST you sell not see HAG iter % as sii ar Ox FLA aN only increases your profits, but also > Cry ¥. “aay Cope ote OUR LABEL gives complete satisfaction to your patrons. The Fleischmann Co., of Michigan Detroit Office, 111 W. Larned St., Grand Rapids Office, 29 Crescent Av. The Keith System Obviates Errors, Disputes, Omissions and Manipulations A view of our No. 100 Keith System with one tray removed Each customer’s account is kept in a SEPARATE BOOK alpha- betically arranged in the cabinet. Each customer gets with every purchase made an exact duplicate of the order that remains in the book. Each customer knows with every bill of goods purchased the total of his bill to date. No customer can dispute his account, as the slips in the book which constiture your record are numbered from 1-50 the same as the duplicate slips in the customer’s possession. No clerk or customer can manipulate a charge without detection as the original slips are not perforated, but numbered, and each number must be accounted for. No possibility of forgetting to make a charge. Your customers won't let you, for they want to préserve the duplicate numbered slips so they will know at all times just where they are at. The Kei h is the SAFE and PRACTICAL WAY. The Simple Account Salesbook Co. Sole Manufacturers, also Manufacturers of Counter Pads for Store Use 1062-1088 Court Street Fremont, Ohio, U. S. A On account of the Pure Food Law there is a greater demand than ever‘for #§ £ Sf A HA SH re Cider Vinegar We guarantee our vinegar to be absolutely pure, made from apples and free from all artificial color- ing. Our vinegar meets the re- quirements of the Pure Food Laws of every State in the Union. s% st The Williams Bros. Co. Manufacturers Picklers and Preservers Detroit, Mich. tena TONGUE Ca OLerie ar Cleaner. Sdn bet GOOD GOODS — GOOD PROF GRAND RAPIDS, WEDNESDAY, JANUARY 15, 1908 Number 1269 Our prices for multigraphed imitation typewritten letters on your stationery: 100... .... #1.50 1OOO. ... $3.00 250... .. 2.00 2000. ..... 5.00 SOQ... 2. 2.50 5000... ... 10.00 Write us or eall. Grand Rapids Typewriting & Addressing Co. 114 Mich, Trust Bldg., Ground Floor GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY Grand Rapids, Mich. FIRE The Leading Agency GOmmercial Credit C0., Lid. Credit Advices and Collections MICHIGAN OFFICES Murray Building, Grand Rapids Majestic Building, Detroit ELLIOT 0. GROSVENOR Late State Food Commissioner Advisory Counsel to manufacturers and jobbers whose interests are affected by the Food Laws of any state. Corre- spondence invited. 2321 Majestic Building, Detroit, Mich. TRACE FREIGHT Easily and Quickly. We can tell you how. BARLOW BROS., Grand Rapids, Mich YOUR DELAYED KENT COUNTY SAVINGS BANK Corner Canal and Lyon Streets GRAND;RAPIDS, MICHIGAN OFFICERS JOHN A. COVODE, President HENRY IpeMA, Vice-President J. A. S. VERDIER, Cashier A. H. BRANDT, Ass’t Cashier DIRECTORS JOHN A. COVODE FRED’K C. MILLER T/ J. O'BRIEN LEWIS H. WITHEY EDWARD LOWE : T. STEWART WHITE HENRY IDEMA J. A. S. VERDIER A. W. HOMPE FIRE AND BURGLAR PROOF SAFES Grand Rapids Safe Co. Tradesman Building SPECIAL FEATURES. A) © ge. Window Trimming. Around the State. Grand Rapids Gossip. Twenty Travelers. Editorial. Sturdy Pioneers. Woman’s World, The Coming Year. Dry Goods. Swinging the Jolly. At the Florists. - The Making of a Man. 22. No Home Market. ee NOPE OHMOTEN to — © $0 24. Employing Relatives. 26. The Music Box. 28. Penobscot Paige. 30. Told By a Milkman. 32. Why He Stuck. 33. Shoes. 34. Butter and Eggs. 35. New York Market. 36. The Ninth Annual. 40. Commercial Travelers. 42. Drugs. 43. Drug Price Current. 44. Grocery Price Current. 46. Special Price Current. COMMON CLEARING HOUSE. It is remarkable with what serene confidence and unqualified enjoyment the average city man will indulge in reminiscences as to life in the country, even although, as happens more often than otherwise, his ex- perience is limited to a vacation of a week or so one summer during his boyhood. And one of his best be- loved topics is the country store and scenes typical of such establishments. He will descriptions and, to do him justice, they are noi half bad because a country store is picturesque and rather easy to de- pict orally. great American illustrators, like A. #. Frost and E. W. Kemble, have pic- tured them so often and so various- ly, and always accurately as to local color and atmosphere, that taey are revel in his Moreover, the very familiar to the general public. Where the city man fails in his reminiscental portrayal of the coun- try store and its frequenters is his misconception as to facts in connec: tion therewith. Accustomed as he is to the ever changing crowds in the metropolitan stores, he is unable to account for the “at home” aspect presented by the farmers, their sons and hired farm hands, as they loiter about a store in the smaller villages and hamlets; he can not understand how it is that everybody seems on familiar terms with everybody else, because in his observations he notes that all people who visit the stores at home appear to be each other. strangers to They do not even salute one another, and as for sitting down and visiting awhile, such a thought is never entertained. They are too busy and, besides, there is that ever- lasting problem of the city, “Does he belong to our set?” And so the city man proceeds to call the rural citizens lazy, says they do nothing during the winter months but hang around the village store, whittle, chew tobacco and swap lies as they hug the stove. Let the enthu- siastic critic and careless story teller follow the winter routine of the aver- age farmer and he wil j more truthfully. Let him attempt to attemd fo the details of caring for a pair of horses, four or five cows, a few hogs, a hundred hens and of sheep, perhaps. Then let him sec that the fuel is all right: that the vegetables are supply, wood or coal, safe from the possibility of freezing, that the fruits are not beginning to decay, that the properly implements and after. Incidentally, let him snow for awhile and smoked me: noe is cured and the vehicles is looked shovel wife ask him to go over to town for 3 aoe a a ¢ ee + - kerosene oil or coffee or some otne article essential to harmonious, com-| fortable life on a farm. through crisp winds, with cutting snow covered or slushy, muddy roads, | he drives three or four miles to town. 1 It would be foolish to assert that | the enlightened story teller, passing | through such experiences, would hur- riedly get his oil or coffee or wha mot and then get risht out of store. Not much. He would be to s@e the storekeeper, glad to his neighbor from over on the Five Mile Road, glad to catch the latest gossip dispensed by the — traveling man who had just happened in. “The store’ serves the farmer as i house for the exchanrze Opinions, advice and goox and by comparison with the busier and more strenuous StOT< ‘ity is comfortable, hospitable, satisfying and companionable. And, as most cOouUNTrY merchants know g coun- their business thoroughly, the try store is intimately an institution in which its patrons take a deep in-| terest and for which they hold the highest regard. And so let the ur- ban yarn master tell his little fictions; they are harmless. SPECIAL DAY PROPOSITION. Last week reference was made in the Tradesman and suggestions were offered as to towns having 5,000 or| 8,000 inhabitants indulging ng in Special £ | Days for the purpose of bringing all the people in contiguous territory in- to town for a day of companionable good fellowship. received with inter- most favorable est, and in reply to various questions | that have been asked in regard to the’ matter the following given: answers are The chief essential for the success } of any such effort is that everybody in town must work together. All dif- ferences of opinion must be harmon- ized and every citizen must give a square deal to every other citizen. It | must be an enthusiastic example of! € public spirit and hospitality for the good of the whole town. Every- one must willingly stand ready to do whatever he can reasonably do to achieve such a result, with no half- a Grove | a h- Tas toem Nave His} And s$o,| 1 | The idea is being} ! concealed thought as to what his or her individual gain will be. | | ry. ° | Che enterprise need not be so ex- {pensive as to be prohibitive. Fifty leuhacwihers aia Gea dallas eact |} SUDSCIIDErS, Ziving tive dOliars each, |with those and others contributing |toward the free dinner to be given |coffee, milk, butter, bread, pastry, ts, pickles, cold meats and chief dish (whether it be baked pumpkin pies, baked lor what not)—can provide a dinner for potatoes, 15,000 people and a day of pleasure | uA r L an 11e land profit for both hosts and guests. ; a 1 ft Ehe surest way to &: iny suchi event 1s for societies—mutual benefit or other semi-secret organizations {to get up separate dinners for taeir members or friends. There must be nothing of the church dinner feature must be a Vil- inner or a City Dinner in ever: about the thine. It Special attractions may be expen | sive, HeECess iY} SO. The local band must give its services; the must contribute, as base ball teams. Pro tions may be secured, |but this is hazardous unless the ac- ity of the attractions is posi- known, by selling concessions o perform in town on the day se- ilected. If this be done, carefully and ert ally hs fo4 - aie 7 ¢ . intelligently, funds may be raised to help toward meeting the general ex pense. Le . “11 (}t cOurse, 1 will be mecessary te a alae aA ee a . aGVeCreise SUCH events. By far the |best way to gain this end is to de- |pend upon the newspapers of your town and adjacent towns. These newspapers will naturally donate, twice over, as much space to the giv- ling of publicity to your enterprise as they will ask you to pay for; but 1 don’t make the fatal error of asking [them to do it all gratis, As a mat- ter of good business judgment give | : i : leach of paid newspaper a good bit | advertising. wait until after harvest for the holding of such a fes- ; 1 tival You will have to | i and you wil | { | | | take have to |chances on tne weather, but you can |advertise your proposition to take ;Place on a certain date “or in case jof rain, on the first pleasant day thereafter.” You are not conducting a circus which “must make the next ‘town next Your {dinner preparations can be held over daw 91 r chi 99 day, rain or shine. a day or two, and if your street dec orations are wisely selected and plac e ed they can wait if necessary. Events such as contemplated in suggestions have been in many villages and these given cities East, West and South and invariably they have | Proved to be beneficial to the entir |interests of the town ithem. In the sense of tire presenting advertising alone undertak- they are valuable ings. MICHIGAN TRADESMAN > Entire Store Front Was Used as a Trim. Sometimes an entire store front is made to do duty as a sort of win- dow trim. One ago. Without mentioning any.names we will say it a shoe store— and that the name of the owner was Delzell. The building a five- story one and all the windows of all the floors had a tale to tell of the goods dealt in by Delzell, which were for men, women and. children. Above each window nailed a large flat signboard, straight on the top and sides and curved upward on side. On each floor the twice. The top- such I saw a while was was was the lower wording appeared most floor read: Delzell’s Shoes For Men The fourth said: Delzell’s Shoes For Women On the third one saw: Delzell’s Shoes For Kids The second floor had a big wire sign that reached nearly across the building and bore the one word: DELZELL The ground floor had the names of two styles of shoe that Delzell makes a big run on, one on each side of the entrance. All the windows were curved at the top, and the half-circle on the lower side of the wooden signs fitted the tops of the windows, the upper (straight) edge of the sign coming just under the window ledge above it, there thus being no obscuration of the light. This dealer certainly got his mon- ey’s worth out of the front of his building in an advertising way. I would say that the lettering on these signs was easily decipherable from the opposite side of the street— even the fifth story. You would think that so many signs would have a plastered, a patchy look. But no. Being uni- form in size, color and material, and of a pleasing shape, they looked as if a part of the building, and were ‘-eally ornamental. * * x Speaking of shoes reminds me taat I saved a clipping from a recent shoe trade journal which will be of inter- est to others as well as the Saint Crispins: “It may not be out of place to tell a story of the prettiest advertis- ing that was done for the late Au- gustus Saint Gaudens, and while the sculptor, with his genius, left his mark on the times, it is safe to say that there are in New York City many women who have a closer in- terest and a more personal admira- tion for his work because of this episode of his earlier career. “Mr. Saint Gaudens’ father was a shoemaker and carried on business in the early ’7os in a little bit of a shop on Fourth avenue, between Twenty-third and Twenty-fourth streets. “That the shoes were as much works of art as fine book bindings goes without saying, and after more than thirty years the picture of the gentle-faced old man, somewhat bent, his shoulders always covered by a queer little gray plaid shawl, is as clear as if it were yesterday that he was seen about the neighborhool, always carrying home his charming shoes himself. “The pretty part was his worsaip of his gifted son, and in one corner of the dim fittle shop was a desk where a light always burned and on which were photographs of the younger man’s work. One of these— tne reredos in Saint Thomas’ church, representing the Adoration of the Angeles—was reproduced in several sizes, and these pictures would be handed to favored customers with the invariable proud speech: ““You have never been so. well shod, and you are shod by the father of the man who can do such work as this.’ “It is related that one unapprecia- tive patron failed to carry away her photograph, and the offended old man pattered down the street after her, asking sharply if she realized what she was leaving behind. “Much too soon for the shoe- wearers of the neighborhood the prosperous sculptor took his old: fa- ther out of business; but it is safe to say that in after year there was never such worshiping publicity giv- en to the works of his genius as that which emanated from the little Fourth avenue shop.” ++ + The following, from a good author- ity on the to-the-women-all-impor- tant subject of the vagaries of Fash- ion shows what is seen in the win- dows of merchants who keep up with the pace she sets: “For the more dressy sort of the ‘robe d’interieur,’ ‘Zanna’ (a sort of Satin crepon), soft weaves of satin, cloth, Pekin fabrics, in a mingling of silk or cloth and velvet, and such like materials are preferred. Need- less to say that among these the Japanese type of cut and arrange- ment is conspicuous, with the loose, shapeless body portion and short or long flowing sleeves, with one side drawn across the front to the oppo- site one, and there fastened. This description is generally well scoop- ed out around throat and framed by bands of embroidery, where occa- sionally lace is mingled. Others have small decollete arrangements and small lace yokes, or, again, long, nar- row facings of embroidered white cloth or velvet which closes at the waistline. Rarely are the skirts in any manner adorned. Occasional ex- ceptions are narrow tucks or some- what broader folds of the material. “Dresses of any but tailor type are at present complicated and elab- orately trimmed and constructed. It is even rumored that tailor suits are likely, during this height of winter, to follow more or less this trend The date given sufficiently indicates that costumes of this description will be launched rather on the Riviera than in Paris, their ultimate fate de- pending on the reception they there meet, I I IR nl “For select gatherings, nothing is more fashionable than a white cloth costume of semi-tailor type; that is to say, with long skirt, trimmed with fur. One lately seen, although sim- ple, was the perfection of elegance. On the foot of the long, single skirt was a four-inch broad band of seal- skin. The long-fitting jacket had col- lar and breast and sleeve revers of the same fur, with which the four large buttons closing the garment were also covered. There was a- waistcoat of crimson cloth, embroidered in dark brown and gold. “All light shades of cloth look well with fur garnitures, either in the shade or contrasting. Frequently are to be seen trimmings of chinchilla or gray squirrel on semi-tailor suits of gray cloth, while those of brown cloth or velvet have adornments of brown or black fur. These fur hem trimmings are extremely effective. They require, however, the long skirt, although occasionally short skirts of dark fabrics have a narrow band of astrakhan or broadtail as foot trimming. “More than one of the most ele- gant of our fashion leaders have or- dered broadtail tailor suits, the skirt slightly touching the ground. The jacket is short and almost fitting, with trimmings of handsome _ self- colored silk galloons and frogs on the bosom and crossing over the top of the sleeve. “This pretty, supple skin is greatly favored in Paris, being the only one possible for an entire suit. Sealskin was tried a season or two ago, but the weight was found excessive. “An unpretending but comfortable looking little garment seen in a lo- cal window was the short sacque- jacket of crimson cloth, braided all- Overwise in very narrow black sou- tache. The seams were concealed by a narrow band of broadtail. This is much seen, as well as on dark green cloth. “Very fashionable are marabout scarfs, with accompanying muffs of the same feather. They are very warm, light and pretty in their va- rious shades of brown and occasional gray. The ends of the scarfs are sometimes fringe, fourteen inches long, of coarse chenille, terminated by passementerie balls. The same fringe, but somewhat narrower, ornaments the muff.” — How To Make a Show Window Pay. The show window, rightly used, is one of the strongest factors for at- tracting trade in the modern retail business world. To make the win- dow pay, to make it a vital force in enlarging a business by constantly drawing new customers into the store, requires time and labor, and the exercise of good taste and judg: ment. If a merchant buys advertis- ing space in a newspaper or else- where, the devotes considerable thought to filling it with attractive matter. He makes frequent changes, so that his advertisements are always new and fresh and suited to the vary- ing needs of the ‘buying public. The show window is a valuable advertis- ing space which costs the merchant something in rent and other expens- es. He has it on his hands and can turn it to good account or he can neglect it, letting it remain a constant bill of expense from which he de- rives no. benefit. The slovenly show window knocks business. It drives away trade. It deters many from entering who fear to find the interior as poorly manag- ed as the exterior. The show window is an index to the store. A_ neat, tasty display, with goods shown to their best advantage, indicates a well kept, business like establishment. The customer who enters and finds that the interior bears out the promises made by the window display goes away Satisfied and is sure to return Constant changes in the window will keep the world informed of the changes going on within the store, the new bargains, the beginning of special sales and the arrival of new goods. The desire for possession is one of tne strongest human characteristics. The man or woman who sees a good article tastily put on view, if it is seasonable and suited to their needs, will long to own it. They may pur- chase it at once, or make a mental note of the store and return later. The man who can exhibit goods so that those who see them want them for their own is the man who be- comes a successful window trimmer and who draws trade to his establish- ment. Display seasonable goods for which there is a demand or soon will be. Set your goods in attractive sur- roundings. A beautiful easy chair, marked with a low price, but shown in the middle of a meadow, would not “Money From Home” Our Check goes to Retail Grocers as follows: 4% extra on total purchases of Postum, Grape-Nuts and Elijah’s Manna (bunched) between $20.00 and $25.00 (about 4 doz. each.) 5% on total between $40.00 and $45.00 (about 8 doz. each.) 6% on total of $60.00 the limit (about 12 doz. each.) Applies between February 1, 1908, and March 15, 1908. Ask jobbers to bill on separate invoice from regular goods. Send their bills to us March sth to check over. They will be returned to you with our check. Buy freely, use the windows, get busy und earn the extra money. The goods are as staple as Gold Dollars on the shelves. ‘‘There’s a Reason’’ . POSTUM CEREAL CO., LTD., Battle Creek, Mich. nee ae Pen eel rear Te tears MICHIGAN TRADESMAN tempt any one to buy it. But place the same chair, marked with the same price, in a cosy corner, beside a grate fire, with pipe racks on the wall, and a table with magazines or workbox close at hand, and that chair will possess attractions on a fall or winter day which many a man or woman will find it impossible to re- sist. The object of all good window trimming is first to draw spectators to the window; then to hold their at- tention, and finally to induce them to enter the store. For this reason every trim should have some novel feature, unique in itself and belonging peculiarly to the exhibit of which it is a part. Any unusual arrangements of the goods in hand will attract at- tention. The massive style, in waich a large number of the same article are grouped in a window, or at a par- ticular spot, is often effective: For variety use the light, delicate style, in which a few objects are grouped in a graceful, artistic fashion which compels attention and admiration. Set pieces, in which various objects are used to create outdoor scenes or other pictorial effects, can be used in thousands of varieties and to good advantage. Articles in motion will invariably draw spectators to a win- dow. A flag waving in a breeze creat- ed by a concealed electric fan, a wind- mill operated by motor, or mecaani- cally moving lights, are commonly used to good purpose. The idea can be employed in a thousand different ways. Special exhibits, such as cook- ing, the making of shoes or weaving of rugs, in which the construction or use of the article advertised is shown in actual operation, are sure means of obtaining publicity if not used too often. One or more show cards should be in every window. If neatly and artistically made they add a touch of color to a display and give all necessary information. By saying enough, but not too much, the show card leads the customer into the store for fuller information, a sale is made and the card writer has played his part in making the show window pay.—Show Card Writer. ——__+---____ Ready For Big Cut. Elk Rapids, Jan. 14—The extensive sawmill operated by the Elk Rapids Iron Company, which has been clos- ed since last summer, started last week on the season’s cut. Enough logs are banked in the different camps, ready for transportation, to keep the mill running to its full ca- pacity well into the summer. The Elk Rapids Savings Bank on December 31 closed the most pros- perous year in its history. A divi- dend of Io per cent. was declared and the taxes on the stock paid for the shareholders. Besides this a vast sum was carried to the surplus fund. re The Reason. “Why is Jones growing a beard?” “Oh, I believe his wife made him a present of some ties.” —~2+___ Success is apt to beget success, un- less the successful party is unable to stand prosperity. Creditors of Central Lake Bankrupt. The following is a list of creditors of A. M. Lichtenstein, the Central Lake bankrupt merchant: Cohn, Frank & Co., Buffalo ....$ 777.00 Robenson & Golluber, New York 173.28 C. W. Mills Paper Co., Gr. Rp’ds. 42.38 James A McDougall & Co., Glov- ersville, Ni Yo. 201.75 Brown & Sehler Co. ........... 220.25 Parrotte, Beals & Co., Chicago 390.75 J. H. Bishop Co., Wyandotte... 474.2b Hamburger & Silberman, Detroit 456.00 Hartman Trunk Co., Chicago.. 103.72 Strouss, Eisendrath & Co., Chi- : OREO ees ote ec ee, 457.75 J. Solomon & Co., 220 Madison St. Chtedeo <2... ce. 70.50 Beecher, Peck & Lewis, Detroit 16.48 The Thread Agency, 200 Monroe Se, Chieaeo 2. ees. 54.01 Bloom, Goldberg Co., 308 W. 12th mt OChicde) (oo 333.50 The Wagner Mfg. Co., Cleveland 17.50 J. A. Selling & Co., Detroit..... 151.35 A. Goldenberg & Co., 177 Adams Se, Chicawo ~... 2... 63.2... 166.38 David & Jacobs, 13 Washington Piaee: New York ..:......... 919.75 J. Richardson & Co., Elmira, N. Y. 171.55 The Sunshine Cloak & Suit Co., CTGVGIANG | ove. oc sk. 6 ks 927.13 Grand Rapids Shoe & Rubber Co,, Grand Rapids ......-.... 100.80 A. J. Brumbach, Reading, Pa... 225.00 a. Go Huth Aurora UE ........ 137.62 The Western Pants Co., 153 Mar- Ket St.. Chicago -.....2....., 163.50 LaCrosse Knitting Works, La- Grosse. Wiss ccs. cae. 93.83 Adolph Landauer & Son, Mil- WHURCG | eo. 364.97 Koropp, Samowich & Moe, 225 Jackson St., Chicago ......... 628.31 The New York Cotton Batting €o.: Bockport, N.Y. 100... Le. 48.00 M. J. Berkson & Co., Chicago.. 563.70 Clapp Clothing Co., Gr. Rapids 352.88 Detroit Neckwear Co., Detroit.. 169.51 B. Berman & Co., 257 Gratiot NG IGUrOl 2. oe. 760.88 Hirth, Krause & Co., Gr. R’ds. 529.03 Samuel Kaplan & _ Bros., 718 Broadway, New York ....... 420.62 Ellsworth & Thayer Mfe. Co., WRIPWAUROG 00 oo 40.90 Watson Plummer Shoe Co., 230 Adams St., Chicago .......... 315.00 D. S. Zemon & Co., Detroit... 1,207.00 The Fremont Suspender Co., Bremont. ORIG ..2............ 133.00 Detroit Umbrella Co., 224 Jeff. weves, DCO . 26 cee... 72.30 Sumner, Cohn & Co.. 199 Market St CHICAGO. | cecil eee. es. 274.00 F. H. Mead Mfg. Co., Richmond, Ce Ge 171.19 Kahn Bros & Co., 168 Market Se. Chiesse 2 459.75 Stone LBros., 243 Adams St., Chi- CR ee aii be eran gee G, 97.70 Detroit Cap Mfg. Co., 11 Wood- bridee, Petroitt ..-.2.......... 139.25 The Spool Cotton Co., 180 Mar- ket St. Chicare ....). 2. 59.82 Vassar Knitting Works, Vassar 100.55 J. Mendelson & Bros., 740 Broad- Way New : Yorn 22.0203... 646.25 Keith Bros. & Co., 239 Jackson wie, | CRIOCAS ot 128.00 George F. Dittinan Boot & Shoe Co., 1107 Wash. St., St. Louis 1S6.: Glueit, Peabody & Co, Chicago 124.90 S. Deiches & Co., 195 Market St., CRICSZO §..5,...5.....:......... 85.50 American_ Clothing Co., Louis- We eee ville, 5 265.30 Curtis, Leggett & Co., Chicago 5.50 L.. Goldstein & Son, 114 Bleecker oe, Now York... |... 186.50 Wolfe Bros. Shoe Co., Colum- bug, Obie =... 2 2, 262.20 Kabo Corset Co., Chicago ...... 90.47 Unger & Grenwold, 7 Great Jones Se NGW Work -..2).0....... 6.00 Three Rivers Knitting Works, ‘buree Mivera 0,000. 79.8% I. M. Riegelhaupt, Cleveland... 238.46 M. We © Co... Buffalo......... 59.00 McKibbin, Driscoll & Dorsey, St. Paul, Minn... 3.22.1... 224.00 Universal Tailoring Co., Chicago 25.00 Coronet Corset Co., Jackson.... 37.50 Carson, Pirie, Scott & Co., Chi- CORO | ee ie ei ceca se cc G.. 3.50 W. M. Cary Central Lake...... 30.00 Central Lake Electric Light Co., Central Lake ...2..,.04.....| 10.00 Fisk & Carpenter, Central Lake 18.00 Traverse Bay Tel. Co., Central ERR fo 4.50 Nelson Upthegrove, Central Lake Deo COE ee ee eee 125.00 First State Bank, Central Lake 20.00 $16,839.61 _— OOO A Decided Opinion. Elsie—Bobby, when you grow up what kind of a wife are you going to marry? Bobby(promptly)—One that does- n't button up the back. _——— oa Inability to obtain a seat at the ‘political pie counter begets reform. A DOUBLE PROFIT Royal Baking Powder Pays a Greater Profit to the Grocer Than Any Other Baking Powder He Sells. Profit means real money in the bank. It does not mean “percentage,” which may represent very little actual money. A grocer often has the chance to sell either: J. A baking powder for 45c a pound and make a profit of 5c or 6c, or, 2. A baking powder for 10c a pound and make “20 per cent. profit,” which means only 2c actual money. Which choice should you take? Royal Baking Powder makes the customer satisfied and pleased, not only with the baking powder, but also with the flour, butter, eggs, etc., which the grocer sells. This satisfaction of the customer is the foundation of the best and surest profit in the business——it is permanent. Do not take the risk of selling a cheap alum baking powder; some day the customer may find out about the alum, and then your best profit—viz., the customer’s confidence—is gone. Royal Baking Powder pays greater profits to the grocer than any other baking powder he sells. ROYAL BAKING POWDER CO., NEW YORK vi die de Sa we nionasee Shp nua aye rae MICHIGAN TRADESMAN Movements of Merchants. Belding—Geo. O. Tooley has sold his confectionery stock to Earl Cole. Orion—Mrs. John Wells has open- ed a new bakery in the Smalley block. Charlevoix—R. S. Shapton has pur- chased the E. E. Shelters bakery stock. Alma—J. C. Foster, of Cadillac, has bought the R. B. Ephraim cigar stock. Lakeview—-The Kirtland Mercan- tile Co. has added a line of groceries to its drug stock. Paw Paw—R. A. Goldsmith has sold his furniture and undertaking stock to E. C. Hawley. Hartland—The Adams Mercantile Co. has sold its general stock to Wil- liam MckKane, of Cohoctah. Detroit—The capital stock of the Kolb-Gotfridson Horse Co. has been increased from $60,000 to $150,000. Jackson—The capital stock of the Jackson Cushion Spring Co. has been increased from $25,000 to $165,000. Hastings—G. M. Fox has purchased the grocery stock of Chas, Sherwood and will continue the business at the same location. Ada—-H. H. Bradfield has sold his stock of groceries to Robert Harris & Son, who will continue the business at the same location. Cadillac—George Moutsatson, of Manistique, will open a confectionery, ice cream and fruit store in the American House block. Constantine — Shafer & Schulte have removed their stock of cloth- ing to Elkhart, Ind., where they are also engaged in business. Lakeview—L. Hyatt and son, E. J., who are engaged in the implement and livery business, have purchased the Lakeview Hardware Co.’s stock. Linden—-A. B. Hyatt, general mer- chant, has admitted his son, Claude, to partnership. The new firm will be known in the future as A. B. Hyatt & Son. Traverse City—George J. Barney and son, F. R. Barney, of Charlotte, will open an exclusive ladies’ furn- ishing goods store in the Beadle block. Thompsonville—J. P. Winters has purchased the harness and shoe shop formerly conducted by D. Ford, ana will continue the business at the same location. Jackson—J. O. Gilbert has again taken possession of the bakery and confectionery store on West Main street formerly owned by him but lately conducted by H. C. Northrup. Belding—L. D. Pierce has sold his grocery stock to A. B. Batchelor, of Ionia, and George Curtis, of this city, who will continue the business under the firm name of Batchelor & Curtis. Sault Ste. Marie—J. Vanderhook, who is now engaged in the undertak- ing business on Ashmun street, will also engage in the furniture busi- ness and will be located in the Goetz block. Hancock—Anton Wendel has pur- chased the F. W. Wagner '& Co. grocery and fruit stock in the Mason building. Neither Mr. Wagner nor Mr. Ryan have announced his plans for the future. Bradley—Hines, Gardiner & Fox have sold their general store and cut- ter business interests to Clark, Bush and Fred Sacket, of Goble, who will continue the business under the firm name of Bush & Sackett. Berlamont—O. E. Cheesman has exchanged his general stock for the farm, hotel and resort property of L. A. Ingraham. Mr, Cheesman will probably embark in general trade again in the near future. Kalkaska—The Seath Bros. meat market recently caught fire from an electric wire back of the building and the structure was damaged to the ex- tent of $400 or $500. The damage to the meat was, mostly by water. Bay City—The Little Current Lumber Co., which deals in logs, lumber, lath, shingles, etc., has been incorporated, with an authorized cap- ital stock of $50,000, all of whica has been subscribed and paid in in cash. Sherman—A. B. Jourdan has _ sold his hardware stock to Chas. Hecox, who will continue the business at the same location. Mr. Hecox was in the hardware business eleven years in Mancelona and during the past five years has had charge of the tin shop and plumbing department of the Drury & Kelley Co., at Cadillac. Constantine—The firm of Vail. & Newcomer have dissolved _ partner- ship. P. L. Vail has purchased the interest of V. B. Newcomer and will continue the business at the old loca tion. V. B. Newcomer has purchased the J. W. Comstock & Co. stock of general merchandise. J. W. Com- stock is as yet undecided as to future plans. Detroit--Thomas A. Esling & Co., who conduct a general house furn- ishing goods business, have merged their business into a stock company under the style of the Thomas A. Esling Co., with an authorized capi- tal stock of $15,000, of which amount $12,000 has been subscribed and $361.53 paid in in cash and $9,238.47 in property. Shares are held equally by Thomas A. Esling and Fred. A. Stratemeger, of Detroit, and Albert Esling, of Toronto, Ont. Pentwater—E. D. Richmond, who for the past fifty-six years has work- ed regularly from twelve to eighteen hours a day, retired from his position as Cashier of the G. T. Sands Bank and will take a vacation. He is now past seventy, although still active, and deserves a good time for the remain- der of his days. He is now in Cleve- land to visit a brother and with him will go to Atlanta to visit another brother, and will spend some time in Florida. Mr. Richmond owns a very profitable fruit farm which yielded 5,000 bushels of peaches last year and upon which he will make a large ad- ditional setting of peaches and small fruits in the spring. E. W. Shober, who had charge of the Sands & Max- well Lumber Co.’s interests at Mears, succeeds Mr. Richmond as Cashier. Manufacturing Matters. Manistee—Maurice Goldberg’ of Goshen, Ind., will be in this city nex. month to select a site for the new shirt factory. It must be at least 200 feet square and be centrally located, with railroad spur no far distant. Thompsonville—A corporation has been formed under the style of the National Wood Dish Co., which will manufacture butter dishes and other woodenware. The new company has an authorized capital stock of $50,000, of which amount $30,000 has been subscribed and paid in in cash. Ann Arbor—The capital stock of the Ypsilanti Hay Press Co. has been increased from $25,000 to $50,000. Fenton-—-George A. Mitchell has sold his cigar factory to Ross Mc- Curdy and Ed. Heath, both of this place. Jackson—George A. Keel & Co, Ltd., manufacturers of sheet metal specialties, will continue business un- der the style of the Sparks-Withing- ton Co., Ltd. The officers of the new company are: Phillip H. Withington, President; Winthrop Withington, Vice-President; William Sparks, Sec- retary, Treasurer and Business Man- ager. . Cadillac—The Williams Bros. Co.’s last block factories in this city and Manton are again running full time and are employing full crews. The lumber mill resumed work this week after a shutdown of several weeks and will run eight hours a day. Cadillac—Cobbs & Mitchell’s saw- mill at Sunnyside is running ten hours a day, with a full crew, in or- der to supply their chemical plant with fuel. The No. 2 mill is running seven hours a day. The flooring plant is closed down for two weeks, presumably for repairs. The chemi- cal plant is running full time with its full crew. Cadillac—Cummer, Diggins & Co.’s sawmill is running eight hours a day with a full crew. The planing mill is closed down for a short time. The chemical plant, whicn was put out of commission by the destruction of the still house, will be idle until about February 15, when the new one will probably be in readiness for business. The copper work is being made at Buffalo. Cadillac—Murphy & Diggins’ mill is running full time with a large crew. Sleighing is good and _ no trouble is experienced in getting the logs from camp in Boon township to the Ann Arbor road, whence they are shipped to this city. Detroit—The |Morton-Morehouse Co., which manufactures electric spe- cialties, has changed its name to the Detroit Fuse and Manufacturing Co. Detroit—A corporation ‘nas been formed under the style of the Abel- Bauer Grille & Manufacturing Co., which will manufacture wood grilles and general woodwork, with an au- thorized capital stock of $5,000, of which amount $3,400 has been sub- scribed, $190 being paid in in cash and $3,210 in property. Port Huron—A corporation ‘has been formed under the style of the Handy Jack Manufacturing Co:, which will manufacture machines, tools and implements, with an au- thorized capital stock of $1,000, of which amount $500 has been sub- scribed and paid in in property. Battle Creek—A corporation has been formed under the style of the Graves & Evans Co., which will man- ufacture candies and confectionery, with an authorized capital stock of $4,000, of which amount $2,000 has been subscribed, $1,000 being paid in in cash and $1,000 in property. Coldwater-—-The Tappan Shoe Man- ufacturing Co. has increased its cap- ital stock from $40,000 to $100,000. ———_2-2—e— Uncle Sam’s Trade Balance Is O. K. Uncle Sam sold 1,900,000,000 dol- lars’ worth to his friends over seas in 1907, and he has bought of them probably about $1,400,000,000 worth of merchandise. The totals of both imports and exports are larger than in any preceding year in the _his- tory of United States commerce. For the first time the monthly export record has crossed the $200,000,000 line, the total for November, 1907, being $204,444,860, while the import record of $133,110,700, made in March, is the largest total of impor- tations in any single month in the history of our commerce. The growth in foreign commerce occurs chiefly in manufacturers’ ma- terials and manufactures. In im- ports crude materials for use in man- ufacturing show for the ten months for which figures are available an in- crease of about $40,000,000 over the corresponding period of last year, and manufactures for further use in manufacturing show an increase of 29,000,000, while manufactures ready for consumption show an increase of about $46,000,000. On the export side raw materials for use in manufacturing show an in- crease of $48,000,000, manufactures for further use in manufacturing an increase of $13,000,000, and manufac- tures ready for consumption an_ in- crease Of $29,000,000. In foodstuffs there is a slight increase in the im- portations, but a decrease in exporta- tions, as measured by values. These figures cover the first ten months of 1907. A Rare Town. Is there a town that is so dead that none within it lifts his head be- neath a stovepipe hat and _ bows, while solemnly he lifts his brows? Is there a town in this fair land that has no man who grabs your hand and shakes it with a hearty grasp and holds it’ warmly in his clasp? Is there a town that has no man that’s pointed out as just the one to lead his party through the fight and guide it sure and guide it right? Is there a town that has no man to whom its happy natives point as the one whose honored name is being glorified by fame? Is there a town—no odds how small-~-that has not heard the clarion call and spread itself to make more room for some _ one’s _ presidential boom? ————_2-2.-.—___ This world is none the brighter for those who have money to burn. The Produce Market. Apples—The market is without change on the basis of $2.75@3 per bbl. for acceptable winter varieties. Prices remain unchanged, with a steady movement of good barrel stock on a small scale. While there is lit- tle demand for quantities the volume of small buying amounts to a good deal in the aggregate. Beets—4oc per bu. Cabbage—$10 per ton. Carrots—35c per bu. Celery—3oc per bunch. Cocoanuts—$4.50 per bag of 9o. Cranberries—Wisconsin Bell and Cherry and Howes fetch $7.50@8 per bbl. The market continues to be characterized by dullness and lack of interest. Supplies are of good pro- portions and the quality of the stock is very good, Cucumbers—$1.50 per doz. for hot house. Dressed Hogs—Dealers pay 5%c for hogs weighing 150@175 lbs. and 53%c for hogs weighing 175@260 lbs.; stags and old sows, 4c. The market is Ic lower than a week ago, due to heavy receipts in the local market. Receipts in Chicago Monday were the heaviest ever recorded—8o,o00 hogs. Butter—The market is (firm and creamery has been marked up Ic per pound. The receipts of fresh new creamery are very light, as the bulk of the butter arriving shows frost and other defects. The percentage of ex- tras is thus very light and the market is very healthy for all grades. Con- siderable butter is being taken out of the refrigerators and storage stocks are reducing satisfactorily. If there is any further change in the market during the week it will probably be a slight advance. Creamery is held at 31c for tubs and 32c for prints. Dairy commands 24c for No. 1 and 16c for packing stock. Eggs—Receipts of fresh-laid eggs are increasing and the market is weak on the current basis. Prices for the coming week depend on the receipts of fresh. At the present writ- ing it doesn’t look like enough of an increase to interfere with prices. A larger supply of fresh eggs is about due, however, and if there is any change it will be a slight decline. Refrigerator eggs are about exhaust- ed at last. No holder of refrigerator eggs made any money on them this Local dealers pay 24c for fresh 26c. year. case count, holding candled at Storage, I9@20c. 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 64s. Honey—16@17c per tb. for white clover and 12@14c for dark. Lemons—California command $3.25 per box and Messinas $3 per box. Lettuce—8@toc per th. for hot house. Onions—Red and _ yellow Globe command 7oc per bu. Spanish are MICHIGAN TRADESMAN in moderate demand at $1.25 crate. per Oranges—Prices of California nav- els are 10@15c per box higher this week. Demand has picked up some- what and supplies are moderate. Cal- ifornia good stock navels, $2.75 per box; Redlands, $2.85; Floridas, $2.75. Parsley—soc per doz. bunches. Parsnips-—-75c per bu. Pineapples—$4.50@5 per crate Cubans. Potatoes—The demand is now in excess of the supply and the situa- tion is bothering the local trade, as it is almost impossible to make a true size-up. One fact seems quite evi- dent and that is that ;warehouses are empty of stock and that farmers are the speculators this year. Greenville buyers are paying 55c and _ buyers along the line of the G R. & I. North are paying 48@52c, with the indications favorable for still higher prices. The growers are holding for a higher range of values. In some localities they are praying for snow, so they can market their stores more readily. Buyers are now able to se- cure cars without trouble, their great- est difficulty being to obtain supplies to fill their orders. Poultry—The receipts last week were in excess of the demand, but local handlers cleaned up the market by shipping the surplus stock East, so that it is now in a normal condi- tion. Local dealers pay 8c for live hens and 11c for dressed; 8c for live spring chickens and 12c for dressed; toc for live ducks and 12c for dress- ed; 15c for live turkeys and 19c for dressed. for Squash—tec per th. for Hubbard. Sweet Potatoes—$s5 per bbl. for Illinois kiln dried. Turnips—soc per bu. Veal—Dealers pay 5%4@6%c for poor and thin; 8@8'%c for fair to good; 8%4@oc for good white kidney from 90 ths. up. Receipts are mod- erate and the demand is fair. Coun- try shippers invariably meet loss when they undertake to dispose of bob veal at this market. A Grand- ville shipper sent in five carcasses last week, but they were promptly seized and confiscated by the Board of Health. —_—_——_+~+.___- Allegan Board of Trade Annual. Allegan, Jan. 1r4--At the annual meeting of the Allegan Board of Trade, the following officers were elected: President—T. M. Cook. Vice-President—Gustav Stern. Secretary—I. C. Montague. Treasurer-—-L. W. Stein, The Board voted to deed the re- mainder of the lot occupied by the Allegan Mirror Plate Co. factory to the company, reserving the road run- ning north. It was also agreed to permit the directors to exchange any lots owned by the Board at High- land Park with owners of other lots there, to get the Board’s lots all to- gether in the western part of the ad- dition. Action to hold a banquet similar to the one last year was taken, arrange- ments of time, place, committees, etc., to be made later. It is likely the event will come early in February. The Grocery Market. | 5 Rice—All grades are in good sup- Sugar—Arbuckle and Howell both| ply. The market is steady. advanced their quotations 10 points| this (Wednesday) morning. The sit-| uation is strong. The firmness will | probably continue only a month on) six weeks, as by that ime there will} be plenty of raws; enough, perhaps, | to cause a slight decline in both raw| and refined. The demand for re-| fined sugar is fair and seems likely) to show some increase within the} next few weeks. Nearly all of the} have closed and have given out that) there will be no beet sugar for sale} east of Pittsburg. That gives the| Eastern refineries an enlarged terri-| tory, and will naturally increase the | output. | Tea—The demand is_ seasonably | small, but most holders seem to be) Spices—Prices are uncnanged. The demand is fair. Cheese—Stocks are lighter than trey have been at this time for years. |The price is ruling 10o@15 per cent. higher than usual. No change is looked for during the coming week. Fish-—Cod, hake and haddock are unchanged and in moderate demand. No advance has yet occurred in do- : . , .jmestic sardines, although the supply large Western beet sugar refineries |. : er is very low and an eventual advance seems almost sure. Imported sar- dines, meaning more particularly; French, are extremely scarce ané high. The demand for Norwegian sardines shows an increase by rea- ison of the French situation, and the caance is that the end of the season will see the Norwegian product more looking forward to a good demand firmly established than it has ever very shortly. Prices remain un-|been before. Salmon is unchanged changed and steady. It is quite prob-|/and in fair demand. Mackerel are in able that if a good active demand |some little demand, but nothing like developed for low’ grades would advance. | fluc- | Coffee—Rio and Santos have | tuated slightly both up and and close the week showing no ma- terial change. The demand is ligat. Mild coffees are firm and demand. Java and Mocha are steady. The demnd is fair. | Canned Goods — Tomatoes are firmly held. Canned corn ts well maintained. All kinds of beans are strong—string beans hard to _ get. Peas are growing scarcer every day with prices holding stiff. All gallon goods are high and many lines very scarce. While no new features have developed in California fruits, the statistical position is such as_ to thoroughly maintain confidence in present values. Jobbers’ stocks right now are in fair shape, although some items are in short supply. Stocks on the West coast are badly broken. The rest of the canned fruit list is steady to strong with the exception of gal- lon apples, waich are easing off. All kinds of salmon are firm; there are prospects of advances in parts of the list later on. Sardines are slow and packers are holding up prices by main force. Cove oysters and lob- sters are steady. Dried Fruits—Apricots are dull and unchanged. Currants are in fair re- quest at unchanged prices. Raisins are a trifle higher, speaking particu- larly of seeded, and the demand is good. Loose raisins are unchanged. Citron is a snade lower, but the de- mand is very light. Figs and dates are unchanged and only moderately active. Apples are easy and quiet. Prunes are about unchanged and in some demand. Peaches are still dull, although one or two cheap lots which have come out have been readily taken. Syrups and Molasses—Fine grades of molasses are hard to get and are very firm. Glucose is unchanged for the week, and so is compound syrup, which is in fair demand. Sugar syr- up is unchanged and fairly active on a ruling basis. Farinaceous Goods — Rolled oats and cornmeal are steady. Sago, tap- ioca and pearl barley are in the same notches at last report. prices |what they probably will be down. |about %c lower for the week. | later. Prices are firmly held. Provisions—Pure lard is dull and Com: pound lard shows a decline of Me. |The weakness on the part of smoked in good | | meats and lard is due to the dull itrade, coupled with the large supply |of hogs. Barrel pork, dried beef and canned meats are dull and unchanged —_>--.___ |Proposed Co-operation By Three Cities. Jan. o-—Members recently appointed by Mayor Glasgow to consider the for- mation of a Men’s Associa- Jackson, committee of a Zusiness tion on plans as perfected in the Battle Creek organization met to-day and will take active steps in the formation of an association for Jack- son. They propose a visit to Battle Creek and Grand Rapids and it is suggested by one of the committee that an attempt be made to inaugu- rate a sentiment among the three as- sociations to work in harmony on subjects that naturally come before bodies of this kind that pertain to a universal interest in the State. While it is not intended to inter- fere with the general purposes of the associations in their respective tricts as regards location of manu- facturing industries, there are ques- tions of railroad rates, coal contracts, power and lighting contracts, etc., that affect all cities alike, and all working in the interests of the other on an understanding would material- ly result in the benefit of the three organizations. —_—_—_.>2 At the annual meeting of the Michigan Paper Co., held at Plain- well yesterday, G. W. Rouse and F. C. Miller were elected directors. Mr. Rouse succeeded FE. W. Bowman, who was formerly engaged in the banking ‘business at Kalamazoo. —_—__—_.- 2.2 —_—_ The year 1908 will make a great record for centennial anniversaries. Abraham Lincoln and Charles Darwin were born on the same day in 1800, and in the same year occurred the birth of Tennyson, Mendelssohn, Poe and Oliver Wendell Holmes. this section of dis- MICHIGAN TRADESMAN TWENTY TRAVELERS. Reunion of Sales Force of Nationa Biscuit Co. Co-operation, quality and industry | were the factors which were sound- | ed as the keynote in the annual meeting which the Grand Rapids }j branch of the National Biscuit Com- pany held with its traveling sales- men Saturday, January 11. While this progressive holds frequent and regular gether meetings with its traveling | men to enthuse, instruct and educate, | the big affair is the annual, which al-| ways follows the close of the year. company | get-to- The last occasion was graced with the presence of several prominent | guests, among whom were Director S. A. Sears, Chief of tne manufactur- ing department; Frank P. Bush, Manager of the Detroit factory; E. | R. McPherson, Chicago, special sales | representative, and _ the following | sales agency managers: M. J. Moore, Jackson; J. E. D. U. Morton, Bay City. The meeting opened at 9:30 a. m. at the presided Walter K. of the far. He said m part: eo nas made it factory over by Local Plumb, Manager splendid sales organization possible for us to refer to the closing year as the best year in point of sales and general increase we have ever enjoyed. Our adver- tising has been more forceful and ex- "2 tensive; our high standard of quali- ty and the broadness and attractive- ness of our line can not by any means alone be credited with tiis growth, but it is the application of salesmanship, closer acquaint- ance with our product and stronger better salesmen which possible. Besides, the public are coming to the realiza- tion that in the selection of foods it pays to have the best. The growth of our trade-mark line of packages has been almost phenomenal, and we have every reason to believe that it is only a matter of a few years when the public demand will divert the bulk of the cracker business to the In-er-seal dust and moisture proof carton, which, after all, is the ideal plan, bringing as it does to the con- sumer baked goods as fresh and crisp as when first from the oven, free from the contact of hands and impervious to all undesirable ele- ments. We also have every reason to look forward to the best in 1908. We are better equipped in our manu- facturing department and stronger in every respect by an added year’s ex- perience to make the coming year a banner one.” co-operation by our have made this Mr. S. A. Sears, whose supervision over the manufacturing part of the business brings him in intimate touch with all of the factories and terri- tories of the company, called atten- tion to the perpetual growth of the business and the possibilities of the future. He referred to the recent financial situation and thought, now that money was easier, all lines would soon resume usual activities, and as a result of the recent quietness stocks of merchandise in general were far Zimmerman, Saginaw; | salesroom and was! who gave a review | > progress made during the past | ilo normal, and the reaction jing, which would increase factory | producti ons. He also urged the sales- |men to strive toward higher sales- | manship, and, above all, to follow instructi ons and co-operate in every possible manner with their house. | Mr. Bush referred to the time when jhe carried a_ grip, traveling in | Michigan territory for William Sears , & Company, and later the New York | | Biscuit Company. He spoke of the |changed conditions which have grad- jually come to the business during |the past sixteen years—the improve- |ment in every way for the salesmen |of to-day; how a salesman, by con- | centration, in a small territory, could | get more business than by scattering | jand only partially working a large | recently became a benedict, gracious- " hee be inclined towards heavy buy-/|ly received congratulations and gave a very spirited and instructive talk | along In-er-seal carton lines. He | said the mission of the special sales |representative was not alone to travel | with the regular man, assisting him |with his sales, but, by observing his 'method of working the trade, mak- jing suggestions which would lead to larger sales. As Mr. McPherson has traveled |for the company in nearly every part |of the United States, graduating from la regular territory to the special field, his talk was well received and |brought out much enthusiasm. M. J. Moore, of the Jackson sales | agency, who was formerly a product of the local sales organization and |later promoted because of his fitness Walter K. Plumb field; how the sales force of the Grand Rapids branch had been aug- mented in numbers from six men to twenty first territory as- signment. He cautioned against a salesman too freely criticising a piece of goods which the house desired to push, but to apply enthusiasm and effort, and thereby create sales, as one individual saying a piece would not sell did not make it so; for time and again it nad been demonstrated that another salesman would go over the same field and build up a large and successful trade on the criticise article. Mr. Bush pointed out in a graphic manner how desirable it was for a salsman to strive to elevate him- self; to rise above and become too big for his territory; that promotions were waiting for such men. Special Salesman McPherson, who since his and ability for his present responsi- ble position, extended a most happy greeting, and told how helpful these sales meetings were to him; how he always returned to his business wit'a more enthusiasm, which he profita- bly applied. Likewise Mr. Morton referred to the growth of the company’s busi- ness in his home town, Bay City, and | the benefit of sales meetings; how helpful was the influence of an inter- change of ideas and experiences, and spoke of the additional results he had secured on his return from a former meeting because of new enthusiasm. Mr. Zimmerman talked convincing- ly of biscuit future, optimistically basing his prediction on past achieve- ments; also touching on the advan- tages of quality in product as the stepping stone to successful sales in- ceases, attributing his success to this element and hard work. Mr. H. W. Sears responded to the toast, “Relation of Credit Man to Salesman,” bringing out the impor- tance of harmony and helping each other. He said the results of the last year had proven that the sales- man who made the greatest increase in his sales also had the least losses, because a dealer will positively buy more goods if his account is kept in proper condition. Also that it was the duty of the salesman to keep tie credit man posted regarding the con- dition of his customers, so the credit department could pull with and not against him. Office Manager A. G. Packard gave some very excellent advice as to the office and the salesmen co-operating, describing particular departments as so closely related that the least friction on the part of either would be harmful. He emphasized the need of a salesman promptly replying to his house correspondence and prop- erly caring for necessary reports. Mr. W. H. Wanamaker spoke on “Landing Difficult Orders” and gave a vivid description of the obstacles which are encountered is every sales- man’s career, making suggestions based on actual experience as to how best to convince a contrary prospect. Persistency properly tempered was one of the assets which he had turn- ed into profitable results. Mr. C. O. Whitbeck, in treating his topic, “Actual Ways of As- sisting Dealers,’ claimed a sale was not actually made until the goods had moved from the dealer’s possession, and a good salesman would therefore educate his customers regarding the selling points of articles under con- sideration. He also pointed to the need of properly displaying goods and the value of the house assisting by judicious and effective advertising. His argument in the main was for the salesman first to sell his line and thereby become familiar with the less salient features so as to impart his knowledge and enthusiasm to his dealer. Mr. J. N. Riste said of his topic, “Enthusiasm,” that it was to sales- manship what steam was -to a loco- motive—that a salesman properly en- thused could overcome opposition and turn indifferent customers into active and interested ones. That while other elements were needed in the salesman’smake-up, without enthu- siasm practically nothing was possi- ble. Mr. H. R. Bradfield described his recent visit to the “Western Home of Uneeda Biscuit,” taking his audi- tors with him in a most delightful trip through the Uneeda Biscuit Works, Chicago, and laying partic- ular emphasis on the modern machin- ery and up-to-date features which form such an important part of that modern plant. He feferred to the popularity of Uneeda Biscuit, which to-day has become almost a house- hold word in every home and is sold in almost every part of thé world. In speaking of its growth he refer- red to the sales of Uneeda Biscuit during its first year of fifty million packages, comparing the same with ie MICHIGAN TRADESMAN 7 present sales, which are in excess of over one hundred thirty million pack- ages annually. Mr. A. C. Rockwell was called be- fore the Chairman and presented with the In-er-seal trophy because of his December sales, which showed a higher percentage of increase than that secured by any other salesman during that month, and gave a very interesting talk on “Personal Friend- ship and Selling Goods.” He de- scribed how a salesman could make personal friends of his customers and why it was absolutely necessary if perpetual orders were to be secured. Mr. H. H. Herrick, who looks aft- er the company’s interests in South- western Michigan and resides at Elk- hart, Indiana, was called upon to speak of “His Honor—the Mayor of Niles.” He humorously described the incident which occurred on the Grand Rapids Wholesale Dealers’ Extended Trade Excursion last fall, when he was introduced to the party by sev- eral of the members as the Mayor of Niles, and participated in the decep-f tion for some time. He also gave a strong talk on points relating to sales work the past year with a look for- ward to even better results the com- ing year. Mr: J. J. McMahon said that a salesman should work with the future in view—that while present effort and accomplishments were essential, the man should have his eye on the big job farther up, and to secure it must remember that there is no elevator in business—that success is reached only in climbing the stairs step by step. Mr. C, C. Collins brought from his Upper Peninsular territory a message on “Co-operation.” He skillfully han- dled his topic, showing that his fa- miliarity with Co-operation must come from daily and constant applica- tion with that essential. He urged the boys to pull with their house and pull with each other. Mr. F. J. Seibel explained how to open and retain new accounts—sug- gesting the value of stick-to-it-iveness properly apphed. He said when a salesman had a little spare time on his hands in a town, instead of spend- ing it about the hotel, he should make it a point to turn it into account, by making the acquaintance of new deal- ers and endeavoring to cement their friendship to his line. Mr. Fred Hanifin touched on one of the most prosaic topics of the meeting, but at the same time one of the most important, viz., Collec- tions.” He insisted that aside from the salesman’s duty to work with his house on collections it meant every- thing to give this co-operation, be- cause the credit man could do more to put obstacles in the salesman’s way than almost any other member of the house organization; besides, he realized that it facilitated the passing on orders, if the salesman gave tne credit department proper information and assistance in handling the col- lection work. Mr. C. W.: Anderson, of Albion, whom the traveling boys sometimes refer to as a “Ladies’ man,” spoke of what his house was. doing to assist the salesmen in tne upbuilding of He said that the interests of the employer and employe were identical and that if it were possible ways and means for stronger co-operation should be stud- ied and developed. Mr. A. H. Wise was assigned “Mak- ing Work Pleasurable,” and he re- sponded with his usual enthusiasm, showing that while he was a_ hard worker, the secret of real pleasure was to be found in one’s daily work. He also emphasized that the sales- man’s work could be made pleasurable by pulling with his house in every possible way, thus avoiding criti- cism and making his vocation much easier and brighter. Mr. R. N. Bird spoke of his ex- perience in the display department of the Company, and carried this adver- tising thought to the field work of the salesmen, pointing out how essen- tial it was that a dealer should display in a prominent manner the goods which the manufacturer was adver- tising, so that the cansumer upon en- tering the store would be attracted by the display, making it easier for the retailer to land the sale. He said that the window of the grocery store was the soul of the business, as the eye is the window to the human soul. and that the salesmen in general should pay more attention to having the goods well displayed. Mr. O. E. Rasmus, of the Kalama- zoo sales agency, gave a_ delightfu: and intensely interesting talk on “Quality as a Salesman’s Ally.” He brought out many new thoughts on this subject and urged upon his broth- er salesmen the helplessess of a man in selling work, who did not have quality behind it. He said that goods of best quality would always be best, and goods of second or third quality could always be beaten. Mr. A. H. Scholtens of the Muske- gon sales agency, described the growth of In-er-seal trade mark pack- age sales with a thought to the future, urging, that while the package train was running under higher speed than before, that it was necessary to keep shoveling in the coal for the accom- plishment of bigger things. Mr. P. J. Van Anrooy, of the Lans- ing sales agency, thought that “Cul- tivating Other Salesmen” was about as important a matter to consider as anything relating to sales work. He gave a practical talk showing how much each salesman owed his brother salesmen for ideas and experiences, and that this cultivation of men was a study worth while. Mr. Hollway, who looks after a portion of our city trade, gave a fine talk on “Saturday Advertising.” He referred to the salesmen of the old school and the salesman of the new regime. The salesman of to-day he said, no longer is content as a five day-per week man, but feels that the hustle of the age demands six days application in selling work, to the same degree that the need of this is felt in other fields. He thought Satur- davs could be devoted to demonstra- tions and store advertising to excel- lent advantage—that it gave the sales- man an opportunity to become better acquainted with his trade and to teach their respective territories. the grocers and clerks about his goods. Mr. W. A. Smith spoke in a feeling | and eloquent manner of Seymour But- | ter Crackers, describing what it meant to a salesman to have behind him a} piece of goods of this character,| which proved to be the entering wedge. to the sale of a broader line of baked goods. He compared the present price with that of forty years ago, and referred to the success of this cracker through all of the interven-| ing years—while to-day, it is being] manufactured, sold and consumed, it.| larger quantities than any other but ter cracker in the world; also that ail other Butter Crackers were com- pared with the Seymour—that it was the standard. Mr. G. W. Leichner, who had spent many years as a clerk in a retail gro- cery store, pointed to the importance of cultivating the retail clerk. He said that it was the salesman who al- ways had a smile and a cheery word with a handshake for the boys be- hind the counter whose goods were pushed. He gave a number of strik- | ing illustrations told so convincingly that it would be impossible to dis- credit his statements. Mr. G. L. Chriswell had a message to the consumer and emphasized that at this age of the world the manu- facturer and wholesaler could not wait for the consumer to come to him to learn of his product, but car- ried the knowledge of it into the homes of the people through various | avenues; that this hastened the up- | 'own buyer and se building of the line by promoting an active demand for a product. Interesting talks on In-er-seal packages and their relation to the |consuming public were given by Mrs. |Nellie M. Slade and Mrs. Gracia Grey. The climax was reached when the venerable “Master Baker, Mr. John Bagley, arose and expressed his im- pressions of the occasion. He ac- quitted himself in his usual happy and humorous manner. This most successful meeting was followed by a complimentary dinner igiven by the local branch to its sales representatives and invited guests, and was held in the ordinary at the Morton House. Mr. E. A. Stowe, editor of the Michigan Tradesman, was the guest of honor and at the close of the menu gave a delightful talk pertinent to sales work, stating that the sales- man was “the man of the hour” and nothing was impossible for his ac- complishment. FE. —_——_+-.___ Necessity of Versatility. The smaller druggist, himself his ller, must needs cultivate all around qualities. Shou!d he possess, in addition to these quali- ties, energy and determination, the way is open for him to become some- thing more than a small druggist. —_—_-<___ A good many men who get credit for being close-mouthed are in real- ity too lazy to talk. i —-O—-o —— When a wise man is too tired te think his talk is sure to sound foolish Fire Vault « Grand Rapids Safe Co. Burglar Proof Safes Tradesman Building and Doors the. requirements of vidual. E carry a complete assortment of fire and burglar proof safes in nearly all sizes, and feel confident of our ability to meet Intending purchasers are invited to call and inspect the line. call, full particulars and prices will be sent by mail on receipt of information as to the size and general description desired. any business or indi- If inconvenient to te Nae MICHIGAN TRADESMAN DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Grand Rapids, Mich. Subscription Price Two dollars per year, payable in ad- vance, 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, 5 cents; of issues a month or more old, 10 cents; of issues a year or more old, $1. Entered at the Grand Rapids Postoffice. | E. A. STOWE, Editor. Wednesday, January 15, 1908 MOVE IN RIGHT DIRECTION. Gratifying returns are coming in to testify to the efforts made in the railroad world to reduce the death rate of the traveling public. From 2,097, the number of persons killed or injured in accidents on the Union Pacific in 1906 to 1,209 in 1907, while not so large as it might be, still shows that a turning point has been reached and that there is every rea- son to believe that better results can be hopefully expected. There is now no need of referring to the one-time opposition of the railroad manage- ment to the demands for safe trans- portation, which was urgently called for, other than to direct attention to the fact that the demands have been heeded. The block system which the Union Pacific has adopted at the expense of $1,000 a mile is an earnest of what that road nas made up its mind to do—and is doing— for the protection of human life on its lines. In a word the roads have made a move in the right direction, and the time has come for the pub- lic to ask if it is not somewhat to blame for the railroad death rate which has aroused such general alarm? If one fact is more prominent than another it is that the American rail- road official understands the wants of the traveling public and caters to those wants. For years now from the rising of the sun to the going down of the same the gospel of “Get there’ has been preached until only that road can be considered first-class of which the rate of miles per hour stands highest. So the distances between leading centers have been the basis of attain- ment, and whatever stood in the way of that attainment has been the ob- stacle to be overcome, and it has been overcome. Following the line of least resistancé, the roads found that line along the banks of winding streams. They “got there” and for awhile satisfaction prevailed. So far so good; but the satisfaction did not continue. It was taking too long. New York and Chicago, and espe- cially New York and San Francisco, were much too far apart. Too much time had to be spent on the road, and the murmur of discontent rapid- ly expanded to a how! of complaint; everlasting ‘and murmur and howl reached the l eager ear of competition, who heard ;and heeded. In theory the problem |of transportation was simple and |easy. It consisted in placing a ruler between the places named and draw- |ing two straight lines; but in prac- tice something more was called for than straight lead pencil marks. It is going to cost to tunnel this moun- tain range; engineering skill is not equal to the bridging of an inland sea. These obstacles, however, are in the path of the straight lines drawn, and to satisfy the exacting public these Herculean tasks must be performed to accomplish the journey first; and Hercules does his work! How much nearer now are the com- mercial centers? The time tables will answer that, and the _ increased amount of travel saows more plain- ly than anything else how much the shortened distance, and so the less- ened time, is appreciated. Sixty miles an hour, ninety miles an hour, with a possible one hundred and some- ‘thing miles an hour is “going some,” and so the public ideal of “getting there” is becoming realized. “Getting there”’—where? The question was a bolt out of a cloudless sky, revealing its existence by its flashing sarcasm, while the an- nual dead list of the railroads, ap- palling as it is, confirmed the as- tounding fact that in meeting the public (remember that) requirement of “getting there,” the element of safety had not apparently been tak- en into account; so that the number of miles per hour measured the time required between the locality terres- trial and—the one reached but not mentioned on the ticket of trans- portation! Is Hercules, the road-builder, alone to blame, or is Eurystheus, the un- reasonable and exacting public, a sharer of the direful death harvest? From the pagan king’s point of view the American public can afford to be fair with its railroad builders. To all intents and purposes, with in- surmountable obstacles in the way, an unheard of rate of speed was not simply asked for but demanded, and the demand implied the assuming of any attending risk. The speed has been reached, and the traveler can travel at the ninety-mile rate if he will, but he knows, as everybody does, that he does this at his own risk and he knows, too, as everybody does, that the appalling death rate of the railroads is due—shall we say wholly?—to the exacting require- ments and the assumption of the tre- mendous risk. The remaining question to consid- er is whether the time has not come for the public to put a stop to its exactions. It is ready to concede that the effort of the railroads to lessen the death rate at a cost of $1,000 a mile—at any cost—is a move in the right direction. Would it not be a similar move to stop asking for and wanting these increasing speed rates, which necessarily in- crease in the same ratio the chances of accident and death? It certainly seems so. The ticket that reads “From New York to San Francisco” ought to be a passport to the West- ern metropolis, not to Paradise; but if the ticket is bought only on the condition that transportation is to be accomplished at the rate of 100 miles an hour, it is the buyer of the ticket, not the seller, who is to be found fault with for buying such a ticket on such conditions at his own risk. After all it is well enough to ask if these ideal rates are worth realiz- ing? Is the world any better off if it meves at ninety miles an hour rather than at sixty? SELF CONSCIOUS CUSTOMER. One of the most interesting phases of human nature in the life of the retail merchant is the diffident cus- tomer—the man or woman who en- ters a store with a sort of apologetic air as though confessing that the premises are very much private prop- erty and admitting that it is the height of impudence to intrude; but such people do exist, and, now and then, every clerk or proprietor of a store has to deal with them. More- over, it is no easy matter to get within reach of such people and their wants at times. Their self conscious- ness seems to annihilate, for the time, all ideas and plans they had in- dulged in before starting out to “shop,” and, ignoring all attempts to serve them, they wander aimlessly about and sometimes leave the store unable to overcome their embarrass- ment. This latter resuit happens when a clerk or the merchant himself be- comes too insistent and sometimes loses his temper in the effort to gain the attention of the would-be cus- tomer. And it is an irritating ex- perience, walking in a parallel line to the customer, waiting for a sign as to what is wanted, making an en- quiry which receives no response or a suggestion which is not heeded in any way. Patience, courtesy and quick wit are the essential factors for the clerk or other attendant who finds himself confronted by a bashful customer. Let them look around awhile, but do not let them lose sight of the fact that you are awaiting their motion. Engage them in conversation upon some current local topic other than trading; if this fails try comments on the weather or some matter of world-wide interest. If an opportu- nity offers to extend a courtesy do not neglect to utilize it. In’ many establishments through the South short stories as to ante bellum times were commonly used to break the dignified silences indulged in by the chivalrous but poverty stricken old gentlemen who had had experiences during those times. As a rule, it is best to taboo poli- tics and religion. The fashions, sporting matters, crimes and casual- ties, the crop prospects or results or other commonplaces are certain to serve if taken up at the right time and in the proper way. These mod- est people are not to blame for their behavior. They are born that way, certainly, and as they goon through life that peculiarity is intensified. Afraid of making a mistake or of ap- pearing ridiculous, they adopt silence and timidity as their best resource so that it remains for the one waiting upon them to win them. And such a customer, once giving his confi- dence to a merchant that has at last made him feel at home, becomes a permanent patron. ATTRACTIVE MAIN’ STREET. Epigrams by the dozens have been written and spoken to show that co- operation is a good thing for all who participate, and the very large busi- ness communities have begun to ap- preciate the force of the claim in be- half of harmonious, united effort. The large interests all over the world are co-operating, but let some _ person suggest to the business man in a small city or village that the men of his town get together for the common good ef the place and he says: “What’s the use?” The use is manifold in the small community as in the larger one. For example, the average main street of the lesser city is not kept in an at- tractive condition. The funds raised by taxation for the care of that street are limited and, as a rule, are dis- bursed piece-meal and not with the best judgment. Moreover, while ten- ants may long for better walks and cleaner roadways, they turn to the landlords for relief and the land- lords put them off with makeshifts or turn them down altogether. Suppos- ing there are fifty business establish- ments, large and small, on that main street and that one-half of these con- cerns occupy rented properties and the other half own the premises they occupy. If those concerns would get together upon an equitable basis and raise a fund of $100 a month their street could be, ‘within a very short time, made a spic, span, attractive thoroughfare and could be maintain- ed in that condition. It is all a ques- tion of putting aside petty jealousies, personal grudges, penurious practicés and agreeing to a public spirit whica can not fail to help not only every business on the street but every in- terest in the town. Of course, in the smaller towns hitching posts have come to be look- ed upon as a necessity because, as the tradition goes, unless a farmer can hitch his team directly in front of one’s store ‘ne will not trade at tha: store. And equally is it that long rows of teams hitched on either side of the street on a Saturday give an appearance of business to the town — make things look lively. Better serv- ice would -be extended the farmers and better results would accrue to the merchants if a common shelter- ed and adequate hitching place were afforded away from the main street, as in the city of Kalamazoo, for ex- ample. A clean, well-kept street, without hitching posts every fifteen feet, with- out scraps of straw, manure and other refuse distributed indiscrimin- ately, without so many muddy cess- pools, with sidewalks in good con- dition, with store fronts trim and well painted and everything looking neat and prosperous, is one of the best assets any town can possess, And co-operation will develop such an asset. eet Tt is hard for most of us to be good when we have a chance not to. en ae aie STURDY PIONEERS. The Fur Traders of the Grand River Valley.* Part 1. In days of old, before the invention of stoves and furnaces, when dwell- ings were floored with earth or stone, when one fireplace was the heating plant for a whole castle, when human clothing had to be heavily padded for protection against cold and damp, the skins of wild animals were in great demand for floor cov- erings, for bedding and for raiment. The supply came easily when all the earth was forest-clad, and all men were hunters; but in the course of time advancing agriculture, growing towns and baronial preserves so lim- ited and diminished the forests and the wild beasts that fine furs in Eu- rope became rare and expensive, Rus- sia, Siberia and India furnishing the main supply. Then it was that kings and princes gloried in their furry possessions as insignia of wealth, ranking with jewels and tapestries. The distribution of coarser skins for the common people was through tae periodical fairs in leading towns. The discovery of the New World, with its unbroken forests and im- mense population of wild animals and Indians, opened up a fresh field for the operations of fur dealers. The French settlers of Canada were the first to perceive the great opportunities in America and sought by “grants” from the King to obtain control of this trade. About 1602 a grant was obtained from Henry IV. by Sieur de Monts “to colonize Acadie,” a region extending from Philadelphia north to beyond Mon- treal. This whole enterprise was not colonization, but an effort to obtain the monopoly of the fur trade. One of de Monts’ associates in this scheme was the afterwards celebrat- ed Samuel de Champlain. The value of the great monopoly soon became apparent and was a constant occasion for intrigue, even the clergy of both Old and New France striving to ob- tain control of this rich source of revenue. It was by the Canadian French that centers for trading with the In- dian trappers were first established in the region about the Great Lakes, the most important being at Michi- limackinac and Detroit. The history of the fur trade is one of the most exciting chapters in the story of the French in Canada. Park- man says, “Beaver skins had produc- ed an effect akin to that of gold in our own days, and the deepest re- cesses of the wilderness were invad- ed by the eager seekers after gain.” The English played their part in this quest for the Golden Fleece. In 1666, shortly after the settlement of Jamestown and Plymouth, Captain Gilliam was sent from England with a ship to search for a northwest pass- age to India, through Hudson Bay. Although unsuccessful in this endeav- or, he saw a promising commercial opportunity; he built a fort and laid the foundation of a fur trade with *Paper by Miss Rebecca L. Richmond before the Historical Society of Grand Rapids at its meeting on December 20, passed the globe, and his ships sail- MICHIGAN TRADESMAN the Indians. Two years later the | Hudson Bay Company was chartered. The original sum invested was about $50,000, but it became so profitable that the stock at one time netted 2,000 per cent. in one year. The reg- ular annual dividends averaged 25 to 50 per cent. The shares were never in the market, but were carefully handed down from father to son. The trading posts which were es- tablished at different points were called factories, and the traders fac- tors. The phenomenal success of the Englisa stimulated to greater activ- ity the hardy and adventurous Ca- nadian Frenchmen, and their cour- iers-dubois and half-breeds canoed the waters leading to Hudson Bay and intercepted the Indians laden with peltries and gave them more for their packs than the English had promised. At the head of one of the French ed every sea. For four generations the Astor family has ranked high among the multi-millionaires of the earth. | 9 route for their favorite breeding ‘places in the deep and placid waters | beyond. Heroically they plunged ithrough this great natural obstacle, These facts are stated to show how | iseason by well-aimed spears cast by much money there was in the fur trade and to demonstrate that the wilderness of Michigan, situated be- tween the rival companies of Astoria and Canada, would naturally be in- vaded by both; and so it was. The Astors had stations from La Pointe, at the west end of Lake Superior, to the Island of Mackinac, dealing with the Sioux Indians, the Sacs, the Fox- es and the Ojibways. The French had posts in the region of the Sault Sainte Marie, all through what is now known as the Saginaw region, and through the valley of the Owash- tanong, or Grand River. (This name in the Indian tongue is said to have meant “the far-away waters,” called Rix Robinson. companies was Joseph La France, of | Michilimackinac, traveler, hunter and trader, who penetrated the wilder- ness even to the Mississippi. The story of his adventurous life is most fascinating. The Germans, too, used America as a great hunting ground. John Jacob Astor, son of a peasant near Heidel- berg, came to New York in 1783, at the age of 20. Following the advice of a chance acquaintance on _ ship- board, he invested his little capital in furs and in six years had acquired $250,000. The blazed trails from one of his trading posts to another final- ly spanned the continent, and about 1812 he founded Astoria on the Northern Pacific coast and establish- ed there the headquarters of the American Fur Company. His com- mercial connections at length com- ,stream). of the so on account of the length of the The tribes occupying this central portion of the State were the Pottawattamies, the Chippewas, the Ottawas, the Wyandottes and the Hu- rons. The broad waters of the Owashtanong were teeming with the finny tribes which furnished summer food, and a winter supply as_ well, for the dusky denizens of the forest. Early in the last century the por- tion of the river opposite our city was known as “The Rapids.” For the distance of a mile the fall aver- aged from 15 to 18 feet. Three is- lands of several acres each divided the stream into two surging chan- nels, and a rough, rocky bottom further increased the noisy agitation water. Every spring there came to these rapids from Lake Michigan great shoals of the mam- moth fish known as the sturgeon, en | band but thousands were overcome each the Indians while balancing them- selves skillfully and gracefully onthe sides of their strong boats, called chemung or dug-outs. The most suc- cessful catches were at night by the light of pitch-pine torches. The white pioneers have described the scenes the river at this great annual rally of the red men as most exciting and picturesque. The Astor Fur Company discovered their ren- dezvous soon after the close of the war of 1812, and at once established a trading post on the Owashtanong at its junction with the Flat River, where Lowell now stands. Then the Indians, when coming to the fisher- ies in the spring, brought with them great packs of peltries, the result of their winter trapping. At that time there were found in this region most of the American fur-clad animals— bear, wolf, fox, badger, rabbit, mar- upon ten, mink, raccoon, wild-cat, otter, |squirrel, lynx, beaver, etc. The first agent at this trading post was Joseph La Framboise, of Mackinac.. His wife was a who had had a education in young convent Montreal. She is de- scribed ase “beautiful, brave and spir- itual.” Their relations with the In- dians were friendly and profitable, and. to their credit be it said, no > hive L-<; ees ; whisky was ever sold at their fac tory. Upon the death of her hus- Madame La Framboise contin- ued the business until 1821, waen she resigned her position and returned to her old home in Mackinac, having acquired quite a comfortable private fortune. Her only daughter mar- ried Captain Pierce, U. S. A, broth er of Franklin Pierce, President of the United States. The Romish church at Mackinac stands on land donated by Madame La shortly after her Framboise Felttiin to the [5- jland, and beneath the altar are inter- red her remains and those of her J. . - E z - daughter. On a memorial tablet is inscribed, “Magdalene La Framboise. died April, 1846. Aged 66 years;” “Josephine Pierce, died November 24, 1820.” After the war of 1812 the business of trading with the Indians had to be carried on under the license of the United States, which license was revoked on complaint of the Indians. The favor of the red man was so im- portant to the trader that many of the factors, in order to establish full confidence, married Indian wives. This was the case with Rix Robinson, the successor of La Framboise. The period between the years 1820 and 1840 covers the reign of the fur kings in the Grand River Valley. Rix Robinson, the Campaus and the God- froys were, for that day, as wealthy as are the lumber kings of the pres- ent. Rix Robinson at one time, with the Rev. Wm. Montague Ferry, own- ed the whole village plat of Grand Haven, besides tracts of land at sev- eral other points on the river. The Godfroys’ and Campaus’ real estate stretched from Grand River in acre- Ee i | Pe 10 MICHIGAN TRADESMAN properties away up to what is now College avenue, with Fulton street r + - r and Wealthy avenue for north and south boundaries. Rix Robinson’s name heads the list | “ ; 1 ap 2 . ie - ° |agriculturist died in 1873, at his farm permanent | “© g : 73; | of fur traders who made locations in S854, as a stalwart, youth, he left his father’s Acparm, N_ YX., in the Grand River Valley. energetic and struck out to seek his fortune in the West. He found employment in Detroit for < time, then with a trader’s pack on ir his shoulders he followed the Indian Illinois 1 Wisconsin, bartering with the natives, and final- Mackinac, trails into and ly reached where he en- tered the service of the Astor Fur Company, under its agent, Robert tuart. (This Robert Stuart remov- ed to Detroit in 1834 and later be- came Treasurer of the State of Mich- i Robinson married at Mack- inac an educated Indian woman, of whom there were many in that part of the State, after a varied career, at last became a missionary to his and their only son, Jonn, mother’s peo- ple. Jn 1821 Rix Robinson was sent Madame La + } . _ " et ie At ine pOSt ai tre to supersede ‘ramboise Flat River with the Grand. He al- so bought out Madame [a private interests Framboise had acquired. and in addition established trading posts at the mouths of the Grand and Kalamazoo Rivers. -When the Rey. Mr. Ferry, in 1834, returned from the mission at Mackinac to the mouth of the Grand he found his old acauaintance, Robinson, already es- tablished and conducting a thriving Indians on a scale most enterprising for that there business with the period. His line of trading boats plied the river from Lake Michigan to its Flat—his dubois penetrated the forest for hun- junction with the couriers- dreds of miles in different directions. Robinson, in his relations Indians, frank, him, land acquired 600 acres of now the village of Ada, and in order to cultivate that he retired from fur 1837. That farm became one of the finest in Kent county. At his death it passed into the hands of E. P. and S. L. Fuller and a part of it is now owned by our townsman, Mr. John B. Martin. In 1838 Mr. Robinson acted as Commissioner of Internal Improvements, at which time the TWegislature appropriated $60,000 for promoting navigation on the Grand River. A part of this appropriation went into the canal at Grand Rapids. Mr. Robinson’s first wife died in 1848 and in 1850 he mar- ried the granddaughter of a chief of one of the neighboring tribes, Sippi- quay by name. His domestic rela- tions are said to have been most hap- py. He seems to have understood the Indian character and customs sur- prisingly well and, we are old, spoke trading in several of the tribal dialects better than any other white man in the Territory. Five of his brothers in turn followed Rix Robinson into the West, all of whom settled in the Grand River region, Robinson’s Landing, a few miles below our city, being named for one. home in} ,| Grand River junction of the with the | was always honest, just and | and they loved and respected | Through their special favor he} where is | They were all ,men of unusual force of character and physique, Rix and two of his broth- ers being over six feet in height and |heavy in proportion. This leader of the Michigan fur traders and pioneer inear Ada, at the advanced age of 81. In 1887, fourteen years after Rix | Robinson’s death, a monument was ierected in his honor by the Associa- Old Residents of the Valley. The _ orator | was the Hon. Thomas B. Church, a | prominent lawyer of Grand Rapids, jand one of the most eloquent speak- lers in the State. The address made iby him on this occasion is said to |have been one of his best efforts. |The monument was first placed upon ithe public square at Ada, but was removed to the cemetery ition of the i i i i afterwards and father, a friend of the Indians, |their negotiator with the iment and a peacemaker.” Part 2. Louis Campau. In 1826 there came to the Indian jsettlement opposite the mouth of the 'Flat River a Frenchman about 35 years of age named Louis Campau. He was a member of a fine French family of Detroit and had, for sev- eral years previously, been trading with the tribes in the Saginaw re- gion, where he had _ distinguished himself by rendering valuable assist- ance to Lewis Cass in a Government treaty with the Indians. He found the Flat River country so well occu- pied by Rix Robinson that in about a year (1827) he moved down the Owashtanong some thirty miles and and placed on the grave where Rix|/established himself in the large In- i } tion taken from the Grand Rapids Daily Democrat, July 1, 1887: The monument is of white bronze and is a handsome piece of work, costing $675. It is 12 feet high and on the massive base areinscribed in raised letters the name of the de- parted and the legend, “Erected by the Old Residents’ Association of the Grand River Valley, 1887.” Upon the front of the shaft is an excellent bas-relief of Rix Robinson, a speak- ing likeness, which all commend for its life-likeness and truthfulness, and the words, “In memory of Rix Rob- inson, born 1792, died 1873.” Upon the remaining three faces are the following concise and terse expres- sions, each phrase of which speaks more than elaborate volumes: “In- dian trader on Grand River, 1821. Su- pervisor Ada township, 1840. Associ- ate Judge Circuit Court, Kent coun- ty, 1841. State Senator, 1845. State Commissioner of Internal Improve- ments, 1846. Member of State Con- stitutional Convention, 1850. Louis Campau | |Robinson lies. We give a descrip-' dian settlement about “The Rapids.” This village was one of the largest in the Territory and is said in the summer season to have numbered 600 lodges, or about 3,600 inhabitants. On the east bank, about halfway be- tween what is now Pearl and Bridge streets and at the base of the beauti- ful knoll called Prospect Hill, Mr. Campau built hewn log or block houses, one for his home, the other for his warehouse, where he kept the articles for barter with the In- dians, and stored up the furs receiv- ed in exchange. The goods for bar- ter generally consisted of woolen cloths, various colored blankets, guns, ammunition, tobacco, coarse sheetings, thread, twine, beads, brass and copper kettles, silk or cotton handkerchiefs in bright colors, print- ed calicoes, etc. These goods were Brave, | usually made up into packs, weighing Govern- | | honest, patriotic, a loving husband | ninety pounds, at the headquarters of ithe different fur companies and sent ;out in the spring to the traders. As far as possible the goods were trans- ported by water in large canoes, or bateaux, manned by from eight to ten men and carrying from fifty-five to sixty-five packs. It was for the storing of this stock that quite large warehouses were needed at the dif- ferent posts. For five years Mr Campau and his four assistants were the only white men on the east bank of the river, the few other settlers having located on the West Side about the Baptist Mission of the Rev. Leonard Slater, which had been es- tablished in 1824. About 1831-2 an- other Frenchman, Richard God- froy, came to this post and later was associated with Mr. Campau in the fur business. In 1834 the manufac- ture of lumber by Slater’s little saw- mill enabled Messrs. Campau_ and Godfroy to erect frame houses for their families, Mr. Campau’s house being built on the present site of the Widdicomb building. They also built each a capacious frame building for a general store and warehouse just below the Eagle Hotel on the west side of Waterloo, now known as Mar- ket street. Mr. Robert Barr (the first carpenter west of Detroit and_ still living at the age of 95) was the build- er. These stores were long and low, painted bright yellow, and in front stood a massive wooden machine for pressing bales of fur. An Indian could carry a pack of about fifty pounds and his pony three or four times as much. Mink skins were val- ued at from 50 cents to $1 per pound; buckskin, $1; beaver, marten and lynx, $1.25. It took twenty pounds of any of these furs to buy a yard of broad- cloth, which was the heart’s desire of every Ottawa or Pottawattamie lady. The rank of a squaw was strictly in- dicated by her costume. The wives of chiefs had great pride in their fine black broadcloth petticoats, squares for head and shoulders. decorate. with interlaced gay ribbons applied with fine sctitching, sacques of lus- trous black satin, and elaborately beaded leggings and moccasins. Tne plebeian squaws generally wore bright cotton petticoats and sacques and the ordinary Government blanket over head and shoulders. These blankets in scarlet, grey and white were mark- ed as to their quality with black points, one to three woven into one corner, one point being the finest. The men’s everyday wear consisted of bright colored cotton shirts hang- ing loose, leggings and moccasins of dressed deerskin and broad colored belts, to which were attached knives and a game-poucn, then a red blan- ket wrapped over all. Men and wom- en both delighted in handkerchiefs of the most vivid colors for head and neck. In 1834 the white population of the village of Kent numbered about too. Louis Campau was called “The Pro- prietor.” He made the first plat of the village and laid out the first road, on the line of the Indian trail which came in over the eastern hills down what is now Fulton street and around Prospect Hill to Campau’s trading post. The next street led from the amienenasaness eae nipiaeae 03s Se a a Seana ne ee ae ae eed trail at Mr. Campau’s new house down to the yellow warehouses and was named Waterloo street. A spa- cious garden surrounded Mr. Cam- pau’s house and the winding path, bordered by imported flowers and shrubs which led down to the canoe landing on the bank of the river, is said to have been the special ad- miration of the Indians. Imagine this all in the place of the Boston Store, Foster, Stevens & Co.'s, Spring’s and the Fourth National Bank. (The va- cated block houses Mr. Campau rent- ed in 1836 to Messrs. John Almy and Abel Page, who arrived with their families from New York and Yermont. Mr. Almy was a practical surveyor and drew all the early plats and maps of this region. Deacon Page planted the first orchard and nursery with trees brought from De- troit and Rochester.) When, in 1849, Mr. Campau remov- ed to the spacious and imposing house at the top of Fulton street hill, built by Mr. Bostwick and lat- terly the home of Mr. George Gay, his old home was converted into a tavern and gradually developed into the Rathbun House, for many years a popular hotel. Louis Campau had great control and influence over the Indians among whom he lived. He was just to them, but never allowed his decisions to be questioned, and was entirely fearless in his dealings with them. He was a devout Catholic and gave liberally to the church. In 1835 he erected for Father Viszoczky (the priest then in charge of the Romish mission) a house of worship on the corner of Monroe and Division streets, later sold to the Congregationalists when the Roman- ists built a church of stone where the Grand Rapids National. Bank now stands. Mr. Campau’s real estate comprised at one time the land bounded by Fulton street and Weal- thy avenue, Prospect street and Col- lege avenue and forty acres on Jef- ferson avenue, the last enclosed by a board fence. His properties were estimated at $100,000, a large for- tune for those days. He lost heavi- ly in the financial crash of 1837 and never recovered from the blow, as, with the rapid settlement of Michi- gan, the Indians retreated before the white man, and the fur trade dimin- ished accordingly. Enough, however, was saved from the wreck to furnish a moderate income for himself and wife. They had no children. We, the grey-haired children of tae pioneers, remember “Uncle” Louis Campau as a retired gentleman, and his wife as a most sweet representa- tive of the gentlewoman of the “Old School.” She was one of the six daughters of Captain de Marsac, who had served under General Lafayette and later settled in Detroit—Sophie de Marsac, after whom is named the Grand Rapids Chapter of the Daugh- ters of the American Revolution. In their dignified and imposing home upon tne heights, set in the midst of grand native trees, garden and orchard stretching down to Wash- ington street, with a sweeping view of the Owashtanong Valley and the western hills beyond, Monsieur and | MICHIGAN TRADESMAN Madame Campau dispensed for mae loiee whose public enterprise, and years a delightful hospitality. The French social circle was large, for Uncle Louis nad brothers, An- toine, Touissant and George, and four of Madame Campau’s sisters had married and located in Grand Rap- ids; then there were the families of Richard, William and John Godfroy and their sister, Mrs. Taylor, the Stanleys and others. The hospitali- ty of Monsieur and Madame Campau was not confined to vcrelatives and fellow townsmen—-the Indians were always welcome guests. Until tae discontinuance of tae annual pay- ments in 1856 the Campau’s spacious grounds were the favorite rendezvous of the older Indians, who loved to talk with Uncle Louis of the days of the early twenties, when Nature’s own children were sole proprietors of good citizenship were a power in tne community for nearly half a cen- tury. Among the papers left by Louis Campau is a copy of the Govern- ment “license to trade,’ issued to him as a dealer with the Indians, the text of which is as follows: Instructions to Louis Campau, this day licensed to trade with the Indian nation at : First. Your trade will be confined to the place to which you. are _li- censed. Second. Your transactions with the Indians will be confined to fair and friendly trade. Third. You will attend no coun- cils held by the Indians, nor send them any talk or speech accompanied by wampum. Fourth. You are forbidden to take any spirituous liquors of any kind in- to the Indian country; or to give Sa 1 ‘ =) Antoine Campau the forests and streams of the Penin-|sell or dispose of any to the Indians. sula between the Great Lakes. Many of us remember the childlike delight Uncle Louis took in being the earliest herald of winter. His sleigh bells were always the first heard over the new fallen snow, as the old white horse jogged down Fulton street hill, dragging the buf- falo-robed cutter and the master with flowing white locks and big fur muffler. All along Monroe street the dear old equipage was hailed and sa- luted year after year until 1871, when the sleigh bells jingled for the last time, Uncle Louis dying in April, at the age of 80. His wife had gone eighteen months before, and in three years his three brothers followed them. So suddenly vanished the first gen- eration of a French family to whom Grand Rapids owes its foundation— 1 Fifth. Should any person attempt to trade in the Indian country with- out a license, or should any licensed trader carry any spirituous liquors in- to the country, or give, sell or dis- pose of any to the Indians, the In- dians are authorized to seize and take to their own use the goods of such trader, and the owner shall have no claim on the Indians or the United States for the same. Sixth. Should you learn that there is any person in the Indian country trading without a license, you will immediately report the name of such person, and the place where he is trading, to some agent. Seventh. The substance of the fifth regulation you will communicate to the Indians. Eighth. You will take all proper Occasions to inculcate in the In- dians the necessity of peace, and to state to them that it is the wish of their Great Father, the President, to live in harmony with them, and that they must shut their ears to any 11 wild stories there may be in circu- lation. Given under my hand at the city of Detroit, this 15th day of Novem- ber, 1833. Wm. Woodbridge, Sec’y, and at present vested with the pow- ers of Superintendent of Indian Af- fairs therein. Part 3. Richard Godfroy. Associated for many years. with Louis Campau by ties of both friend- ship and business, Richard Godfroy inherited his knowledge of, and apti- tude for, the fur trade from his grandfather, Jaques Gabriel God- froy, of the French firm of Godfroy & Beaugrand, who, as early as 1770, were operating several trading-posts between Fort Vincennes and Mon- Richard (born in 1809) was the son of Jaques Gabriel Godfroy and Klizabeth May—his wife was Ann Lewis, of Sandwich, Canada; and Mrs. Dr. Wooster, of Grand Rapids, is their daughter. Many relatives are living to-day in Detroit. Mr. God- froy joined Mr. Campau at the rap- ids of the Owashtanong about 1831, and roe, assisted in managing trading posts also at Haven Cam- the corner of streets, Mr. Lowell, Grand Muskegon. When pau built his home, at Monroe and Waterloo Barr, the village and Louis framed one also for Mr. Godfroy and _ his family of six on the block of ground Morton Monroe, carpenter, House, and opposite the present Ottawa, streets. between lonia Louis The fur trade proved very profita- ble and Mr. Godfroy was to furnish his home with all available comforts and with much of the then prevalent in the city of Detroit. He had a private tutor for his children, (the enter with steps and drawn by a span of notable black horses, was a marvel of elegance. style first to folding and his carriage this wildernees), Richard Godfroy placed the first steamboat on the Grand River in 1837, naming it “The Governor Ma- son,’ after our first territorial gov- ernor. Regular trips were made in the interest of his business to Low- ell, to Grand Haven and sometimes to Muskegon. In May, 1840, a party of Eastern capitalists overpersuaded Mr. Godfroy to send them by boat during a storm up the Lake to Mus- kegon, with the result that the lit- tle steamer was driven ashore and totally wrecked, although fortunately no lives were lost. This was a final financial Mr. Godfroy, as he had previously lost heavily in the collapse of the People’s Bank, in which he and Louis Campau were equally interest- ed. His property, which included Is- land number 3, the Woodward Farm, on the Lake road, and a large tract of land running north from Bridge street on the hill to the old D. & M. depot, was all turned over to his creditors, and the homestead prop- erty on Monroe street was bought by the Romanists for the placing of their new stone (St. Andrew’s) church. The death of his wife (who was a famous beauty) completed the de- pression of Mr. Godfroy and he re- moved from Grand Rapids to the Michigan headquarters of the Ameri- blow to can Fur Company at Mackinac. His MICHIGAN TRADESMAN last years were spent with his daugh-. ters at Muskegon and Grand Rapids. He died in 1883, aged 74. Richard Godfroy was in appearance tall and slender, very energetic and agile and ed by true French courtesy. He was | called by the Indians “Jaquance,” meaning Little Joseph, in distinction from his grandfather, among the tribes as Big It is said that his word, once who had been known Joseph. given, was never broken, and the In- dians and other trappers trusted him implicitly. The ing incident will illustrate their loy- alty: When visiting one of their camps Mr. Godfroy lost a pocket knife. Long afterwards it was found in the possession of an Indian boy, who was made to tramp through the forest thirty miles to Muskegon to restore the article; and only the earn- est intercession of Mr. Godfroy saved the lad from further punishment for follow- having appropriated a knife which he} knew belonged to their beloved Jaquance. Fart 4 Antoine Campau. A dozen years after Louis Campau settled at “The Rapids” he was joined by three brothers, one of whom, An-| toine, became actively identified with | fur -trade. He had been appointed agent of the Saginaw post the local as successor of Louis, managing that, as well as a farm, at Grosse Pointe, near Detroit. He had visited his brother at “The Rapids’ as early as 1833, but it was not until 1835 that he sold his farm and moved here with his family, making the long, rough journey through the timbered land in a covered wagon. He at once became agent for a prominent firm of fur dealers of New York City, Pierre Choteau, Jr, & Co., who were among the strongest rivals of the Astors, and for Buhl & Co., of Detroit. Mr. Campau located his warehouse near the foot of Pearl street, at tae rear of the present National City Bank, and his home was near his brother Louis’ on Monroe street. In 1845 he located on a fine farm of 120 acres, a couple of miles out on South Division street, or what was then called the Kalamazoo Stage Road. This farm house, with its four young people and hearty hospitality, was the scene of many a merry-making, especially in winter for sleighing par- ties. In 1855 Mr. Campau platted a portion of his farm into city lots, the sale of which, together with his suc- cess in trade, gave him an ample com- petence. Mr. Campau was a man of fine ap- pearance, slightly over six feet in height, with an erect and dignified carriage and an affable address. In all business relations he ranked high as to exactness, promptness and integrity. As illustrating the confi- dence placed in him by the Eastern firms for whom he was agent, we make a few quotations from letters loaned by relatives. In 1853 we find Choteau & Com- pany writing from New York: “We can not close this letter without ex- pressing to you our satisfaction at the manner in which you have acted his manner was characteriz- | loved and| throughout your long connection | with us. You have in all cases proved | yourself entitled to our confidence. | We regret that circumstances will no} longer permit the continuance of tae fur business at Grand Rapids.” Choteau & Company made over to | Messrs. Buhl & Company, of De- died in this section, and warmly rec- ommended Antoine Campau to their employ. This firm wrote to Mr. Campau in 1859: | “Please send in all the mink you ican by express, and tell Mr. God- ‘froy to do tne same; send as often las you get twenty-five skins on hand. | We want to keep them moving.” | Although the connection with |Choteau & Company had ceased in 1853, we find that in 1858 an English made gold watch was sent by Mr. Cnoteau, of which he begs Mr. Cam- |pau’s acceptance “as acknowledgment |of services rendered by you and as ia token of esteem entertained for | you after an agreeable business in- 'tercourse of many years’ duration.” |Buhl & Company’s relations with |Mr. Campau seem to have been as | Satisfactory as were Choteau’s, for in /1864 we find they wrote a warm ex- ipression of their esteem, accompan- ied by the gift of a handsome cane. Then again from Buhl & Company in 1868 a letter “enclosing an extra on last year’s salary” and a request for his services for another year. About 1870 Mr. Campau retired from active business. His death occurred on October 31, 1874. The crowds in attendance upon the burial services at St. Andrew’s church testified to the high honor in which Antoine Campau was held by his fellow citi- zens. We have in the beautiful “An- toine Campau- Park” on South Divi- sion street the conversion of the old homestead property into an affection- ate memorial, the gift of his appre- ciative grandson, Martin A. Ryerson, to the city of Grand Rapids. As a sort of postlude to the work of the trappers and factors came in 1863 the first plant at Grand Rapids for the manufacture and retail sale of furs, established by Mr. Homer B. Jarvis at 9 Monroe street, the present site of the Wonderly Block. By 1870 that also had closed its doors, and many years elapsed be- fore it had a successor. The old Indians were gone to hap- pier hunting grounds, the younger generation had been transferred to Government reservations, where the school and the plow supplanted the spear, the tomahawk and the trap. The dense forests had fallen by the pioneer’s axe; the wild animals, great- ly diminished by the reckless on- slaught of a hundred years, had re- treated to the distant north; the men who represented the greatest busi- ness industry of Territoria! Michigan had made a “final balance,’ and the curtain rang down upon the dramatic and picturesque scenes of the first half of the nineteenth century in the Valley of the Owashtanong. Note—For much of the material of this paper upon “The Fur Traders of Michigan” the writer is indebted to Everett’s, Baxter’s and Goss’ Histo- ries of Grand Rapids, to maga- j zine articles upon the fur trade at large, and to interviews with pioneer residents of our city, notably Mr. Ezra T. Nelson, who located here in | 1836 and had personal acquaintance with all the fur traders, and was for a time in the employ of Campau & Godfroy at their warehouses on Wa- terloo street. In order to make this history as }accurate as possible corrections and troit, the business that they had han-| additions are solicited. a Training Saves the Boys. Manual training in the modern scheme of education is based on the | universal instinct of the normal child! to reach out for things, to examine} them, to confirm not only the impres- sions received through the finer sens- es but to add to them knowledge which is positive from the first. —_—s How Manual From long observation as to the effects of manual training upon boys, it appears to me plain beyond argu- ment that it is the best possible basis of an education for the youth who is bright mentally, and also has a de- cided practical bent of mind. I remember one boy who, almost az a baby, would lie on the floor, kicking up his heels and designing labyrin- thian railroad yards, impossible main- line curves, and rickety turntables. The father would pat him on the heaa when, the construction over, the in- cipient draftsman and builder would run match-stick locals and fliers over the make-believe tracks. Later, the same urchin instituted a miniature ir- rigation system in the back yard, turning it into a malaria swamp; but, although the father made the boy fil! up the ditches, he presented him with a set of government topographic maps, executed jn the height of carto- graphic art, which brought the same joy to the young map-maker as if a struggling artist had _ received the ‘work of a master painter. Through manual training a large class of boys are not only benefited but saved to the world as valuable working factors. The bulk of the world’s work is done by mediocres, by those who in feats of pure men- tality are slow and cumbersome; even by those who in their boyhood were ridiculed by those of bright and ready wits. Now, it is these steady, useful beings, bound to the things which they can see and feel, that the sys- tem of manual training is saving to the world in an ever increasing ratio. A pupil more than usually dense was brought to the principal of a manual training school located in a poor district of one of our large cit- ies. The boy, a listless unprepossess- ing Jew, told his instructor plainly that he did not want to learn; that he was out for a good time, and his idea of pleasure was to sit around and do nothing. He didn’t like arithme- tic; couldn’t see any use to it, any- way. He never would have any use for geography, for he “wouldn’t nev- er go nowhere.” Grammar was “rot He had no friends to write.to; so what was the use of learning? The teacher told the youth that he might look around the shops, as long as he did not interfere with the work of the instructors or scholars. During the whole day the boy float- ed around the shops—not like an un- ” easy spirit, for that would suggesi life in some form, but like a loggy, watersoaked piece of driftwood. Sud- denly he stopped before a youth ener- getically planing some walnut boards for -a box, the shavings curling up over the plane with the crisp noise of the cutting. He watched until the work boy fitted the boards together, and briskly but carefully drove home the thin shiny nails. “That’s he mumbled. fun,” “Well, how are you getting along to-day, Ike?” asks the principal pleas- antly, as he meets the boy in the hall, after school. “Say, let me make a box—will ye?’ asks lke, ignoring the teacher's ques- tion. “Come around to-morrow morning and I’ll see what I can-do.’ “And from that simple request to be allowed to make a box,” said the principal, “that aimless, wooden boy has developed into an expert designer of fine glassware. He found he could not make his box without understand- ing the use of the square, the plane, and other tools; that he must know how to figure out dimensions when he wanted to make a box a certain size, and that he could make his box look better than that of the boy who worked next to him by putting some kind of a simple design on the cover. “Thus he became arithmetic, geometry, and mechanical drawing. As he mingled with other boys interested in these things and found that they could réad and write well, and understand something about the countries which grow mahogany, rosewood, walnut, and other fine woods, he became anxious to gain the information which would place him more on a level with his associates, and which would also enlighten him about the things which he saw and handled. “From wood he got to working in iron, became interested in the prop- erties of metals generally, and final- ly of glass. I saw how he admired the delicate processes of its manufac- ture and decoration, when I took him through some works one day, and now, as I say, he is an industrious, progressive young man in that line. And this transformation and its defi- nite origin in the manual training shops of my school.” H. G. Cutler. ——_2-.—_____ Georgia View of a Negro Official. Representative W. H. Rogers, of McIntosh county, the only negro member of the General Assembly, has resigned his office. A brief and re- spectful letter to this effect was re- ceived in the Governor’s office yes- terday. No reason was assigned for |this action. He rarely participated in the de- bates of the House, but voted on every question. He was quiet, unob- trusive and well thought of by the members of the House. ‘He spoke in opposition to the dis- franchisement amendment, and offer- ed an amendment to that bill which sought to exempt from its terms all slaves in involuntary servitude pre- vious to the Emancipation Proclama- tion and their descendants. interested in aD aR sce ee naa ne eee MICHIGAN TRADESMAN 13 ee enna ewan Responsibility of the Mother for the Child’s Looks. It must occur to every thoughtful person that the occupation of being a mother is a much harder job now- adays than it used to be. Time was when the comfortable belief prevail- ed that children were merely little animals, and if they were kept -ea- sonably clean, fed when they were hungry, kissed when they were good and spanked when they needed it, a woman felt that she nad done her full duty, and could leave the rest to Providence. Sometimes the children were pretty and healthy and strong, and then the mother complacently took credit to herself for them. Often they were homely and sickly and delicate, and when they died she wept bitter tears and spoke of mysterious afflictions, but it never occurred to her that she was in any way responsible for the tragedies she lamented. We have gotten a long ways now from those cheerful, happy-go-lucky views of a mother’s duties—so far, indeed, that the intelligent mother who tries to do her part by her fam- ily stands a good chance of being crushed under her load of responsi- bility. The present view of the caild is not of the little animal who will grow up the way he was born, but of something infinitely plastic that the mother’s hand may shape physi- cally, mentally and morally into wnatever she chooses. It is a platitude to say that the molding of character lies almost en- tirely with the mother. There is no luck in the way children turn out. The result is always the inexorable and inescapable logic of cause and ef- fect. Men do not sow tares and ex- pect to reap wheat and no parent who lets a child grow up uncontroll- ed, disobedient, undutiful has any right to look for his teachings to bear any harvest but sorrow and anx- iety. The days of miracles are past and nothing is going to happen to change the selfish, head-strong boy or girl into the loving and consider- ate man or woman. There is not a single silly girl who brings shame and misery on herself; there is not a wild boy who breaks his mother’s heart by his dissipation; there is not even an unsuccessful, no- account loafer who have not a right to reproach their parents with their fate and say, “This is your work. If you had controlled me while I was a child, if you had taught me to bri- dle my passions and my appetite, if you had instilled the habit of obe- dience in me and taught me persis- tence of purpose and industry, I should not now be the poor, ruined creature that you see. I blame you with my. wretched life and ruined happiness.” A few years ago I was sitting on a hotel piazza with a group of women, and one of them kept call- ing to her little daughter, a child of 10, who had been ill, and telling her to come into the house. The girl did not even pay her mother the courtesy of a reply, and the mother turned to me and said: “I can do nothing with her. She doesn’t obey a word I say and I have absolutely no control over her.” “Whether she comes in out of the rain or not,” I replied, “doesn’t mat- ter much, but what are you going to do when she gets grown? You have established no habit of obedience in her, she has no respect for your judgment, no care for your feelings. There will be nothing to which you can appeal if the day ever comes when you will need to save her from making some terrible mistake—when you will need to save her from her- self.” The other day I heard the sequel to the story. The girl grew up, and by and by she made the acquaint- ance on the street of people’ her mother could not know, and when her parents roused up to a sense of their duty at last, attempted to con- trol her, she laughed at them and defied them and went her way, and there came a day when her mother would have been glad to look upon her dead face and know that she was safe. This is an old view of an old sub- ject, and it is only of late that we have come to realize that the motaer is as much responsible for her chil- dren’s physical welfare as she is for their mental and moral development. The other day I had this subject forc- ibly impressed upon me in a curious way. I was talking to a “beauty doc- tor,” a man of deeply scientific attain- ments who devotes his great skill to making people ‘better looking, and he boldly declared that a mother who lets a child grow up ugly is a crim- inal. “Of course,” he said, “I am_ not speaking of those horrible deformi- ties that pass all human skill, but just the little blemishes that mortify and annoy people all their lives. Think. for instance, of dooming a man to go through the world bow-legged or knock-kneed when the simplest of surgical operations will remedy the defect. The same thing may be said about the teeth. Nothing is uglier than a tusk or crooked teeth, and half the time the whole matter could be remedied simply by having a tooth drawn in time and giving the other teeth room. “Then, there’s the nose. It is just as much a mother’s duty to train up a nose in the way it should go as it is for ‘her to cultivate proper man- ners in her little ones. There’s ab- solutely no use in a mother submit- ting to the affliction of permitting her child to have a hideous nose because it was born with one. The soft tis- sues can be molded early in life. A thick nose can be made thinner by regular treatment, such as compress- ing it daily, either with the fingers or with instruments made with springs and padded ends so as to clasp the nose. A clever woman I once knew adjusted a clothespin so it did the work perfectly. Many noses are wrung and twisted out of shape by the two vigorous use of the hand- kerchief. A pretty nose is one of the rarest and most important elements of good looks, and it is surely a mother’s duty to see that her child gets one naturally, if she can, arti- ficially, if necessary. “Flopping ears can be trained to grow close to the head by being kept bandaged back while the child is young. Pretty hair can, of course, be secured by proper brushing and cultivation, while a good complexion, woman’s crowning charm and _ beau- grave. From the time they were born their mother began to build up a constitution for them. They were reared on simple and nourish- ing food, their muscles trained, they were taught to breathe deeply and they grew up into splendid specimens of vigorous and joyous young man and womanhood. woman’s_ children,” went on the professor of beauty, “and I will tell you what sort of a woman she is. If they are rosy, bright-eyed “Show me a ty, is simply the result of proper food. Ninety-nine out of a hundred sallow, pasty skins are merely the visible and outward sign of a child- hood diet of pickles and pies and candy. good walk and a graceful as easily as the a, b, c’s, and, there- fore, I say that it is absolutely in the mother’s power to say whether her children shall be good-looking or not. If she has the intelligence, the industry and the patience she’ can cultivate beauty where exists, and outwit old ture herself. none really Mother Na- used to be that when a woman had delicate and sickly children she sim- ply resigned herself to what she call- ed the inscrutable will of Providence. and let them die or grow up into thin-chested, spindling girls and boys who were doomed to semi-invalidism all their lives. “Now, if she be intelligent enough, she fights disease for her children. The most robust family I know were all puny children what our grandmothers would have called a consumptive family and would have resigned to an_ early |gence and “A beautiful form can be secured | to any child by physical culture. Aj| carriage, | two elements of beauty that are not) sufficiently appreciated, can be taught | “Tt is also in a mother’s power to| determine the health of her family. It | who belonged to} and healthy she is a woman of intelli- industry. Lf they are | pasty-faced and sickly, nine times out 'of ten it is the direct result of taeir imother’s ignorance and laziness. | “Being a mother—’* | began. “Being a mother,” interrupted the |professor, “is the profes- lsion on earth, and the one that re- greatest iquires the widest knowledge, and it s that makes tne unanswerable plea for the higher education of It is ignorance; and not in- ltent to murder, that makes a woman give her baby a cucumber pickle tc cut its teeth upon, and with a race of educated mothers we _ shall duce 2 race that will not strong and healtny, but as beautiful as the ancient Greeks.” Dorothy Dix. is thi women. pro- only be 2... _____ The Post-Card as an Advertising As- set. Not only do we commend to the idruggist the keeping in stock of < | good line of these cards for sale te ithe public, but also the issue of cards |directly advertising his store. The lo this is to secure a best way to « igood photograph of the interior, and ithen for a moderate price the plate lean be made and printing done. Good 'work of this kind in either | color or by the effective three-color: | Process can be had in any of the large icities. single Flavoring Extracts? Extract Jen Are you supplying your customers with Jennings These are guaranteed to comply with the food laws and to give satisfaction in their use. Jennings Terpeneless Lemon None better, and they have proved themselves to be exactly as we claim. : w of Vanilla nings C. W. Jennings, Mgr. Jennings Flavoring Extract Co. ESTABLISHED 1872 Grand Rapids, Mich Paasche eee Ee a e ACER a pai! a ree NET 14 MICHIGAN TRADESMAN THE COMING YEAR. What Science Hopes To Do During | dustrial wor 1908. Among the marvels anticipated by! output inventions now pending are smokeless | fires, crossing the Atlantic in thirty hours, and harnessing to machinery both the air above us and the brim- stony fires that blaze deep in the earth beneath us. It is from England that the revo- plan comes for converting all coal into gas at the mine and dis- lutionary patching it thence by pipe to factory} This would be th. enc of coal ashes and smoke and would split in two the price of fuel. The London idea is to pipe the gas to stations to generate electricity. The electricity would then be supplied to and house. public and private dwellings for heat-! ing, lighting, and power purposes. Soft coal could be used at the mouth of the coal pit for generating gas. And this could then be distributed to the nearest cities without smoke or grime. It is believed by the London engi-| neers interested in the scheme that gas could be furnished from the coal mines into the heart of London for about 40 cents a thou- sand cubic feet. It is believed in America that these rates could be duplicated all over the United States and that the delivery of the cheap fuel gas would stimulate industry to such a degree that probably the con- sumption would increase fully so per cent. within a few years. The gas engine would become so important a factor in our industries as to create a manufacturing revolu- tion. It is said by A. S. Atkinson, an investigator of the English project, that more than half the charges made on coal used by city consumers is for freight and transportation. By utilizing the coal at the mouth of the mines and transmitting the energy in the form of gas to the cities the rail- roads would suffer, but the public and manufacturing interests would be enormously benefited. There would be large trunk lines for gas trans- mission from a large city to the near- est coal mine. And these could be tapped at any ' point to supply towns and cities along the route. The unsightly, sooty coal cars and coal wagons would vanish off the face of the earth. The cost of the original plant would be huge. The large compressors at the mines would have to be supplement- ed by a scientifically large and ex- pensive producer plant, A high pres- sure sufficient to carry the gas a hun- dred miles or more would also neces- sitate reducing pressure plants at the receiving stations. And the initial cost here would be considerable. In utilizing the gas for electrical gener- ation through the employment of gas engines in the cities the electrical transmission line would be abolishea and also the large substations and transforming _ stations. the price of generating electricity from gas engines, Mr. Atkinson de clares, would remain about the same as to-day if the fuel sold for the same price. The gas as a fuel, however, Otherwise colossal | jcould be _ furnished plentifully at | about half its present cost. The in- i tld would have the oppor- jtunity merely to double its present at scarcely any increase in icost for the power employed. | The Londoners jwould work with coal, however, is iless amazing than that which one, | Peter Croper Hewitt, the inventor, |of New York, proposes for the water. revolution the |He set ou to build a flying machine jand he ended by building a boat that lis to cross the Atlantic in thirty hours. | He applied his airship ideas to water | transportation and evolved a scheme ithat will raise the giant hulls ot liners clear of the resistance of the |waves, yet resting on water planes | so as to glide or skim exactly like ian airship, only in a medium 800 This means that the |tremendous resistance which ocean icraft now encounter is quite avoided. |At present the power must be in- ‘creased eight times merely to double I the ship’s speed, so that every knot after twenty entails a cost in power out of all proportion to the higher speed. times heavier. Mr. Hewitt’s invention is a water flying machine. His first model was twenty-seven feet long and carried an eight cylinder gasoline motor. It flew over the water above forty miles an hour, with hull quite clear and the planes skimming the surface like feathered oars. This model, Mr. Hew- itt has explained, was entirely sup- ported by the planes at sixteen miles an hour; the hull was entirely out of water. So far speed has been limited only by the propeller, but the craft will gradually improve with increased size so that the liners of the future will be practically independent of the weather and have no resistance from the waves. This means an end for- ever to seasickness. Albeit revolutionary and modern Mr. Hewitt’s idea is not new, but has been anticipated by a number of in- ventors abroad. The principle on which it is constructed has been no- ticed for centuries by kite flyers. And forty years ago the British govern- ment experimented with a_ contriv- ance that showed how a craft would lift were it provided with inclined planes made fast to its hull. Many inventors strove for the prize, among them Raoul Pictet, whose inventions astonished the simple Swiss on the famous shores of their lakes. But all the water flying machines of that period were fatally deficient because of their weight. The fault is overcome by the gasoline motors of to-day, which leaves Mr. Hewitt with but one problem, that of the pro- peller. And this it is expected will! be quite surmounted ere long by the 1ew methods of ocean engineering. A boat with a speed of seventy miles an hour is already projected by Mr. Hewitt, who regards this as a step toward the still larger craft which can bridge the Atlantic in a little over a day. There is little in the world of in- vention and discovery that is as im. portant as the problems of power. That*we shall find some practical way of using the heat of the earth’s Never Forget One Fact About The American Viz. It is the only Account Reg- ister in all the world that both saves and makes money for its user. Money saved on the inside. Money made on the outside. The alarm on the register is worth many times its cost as a check and safeguard on your cash sales. If you have never seen a Credit Account Register with an alarm on it look up the American. The American Case and Register Co. Alliance, Ohio J. A. Plank, General Agent Cor. Monroe and Ottawa Streets Grand Rapids, Mich. McLeod Bros., No. 159 Jefferson Ave. Detroit, Mich. ( allige Ges d oa PEG GEG = LE a SS No. 923 Elkskin Bicycle Cut, Men’s, Boys’ and Youths’, Black or Olive, Nailed and Fair Stitched. A Tip to The Waiter The man in the field Cc Pr. and the factory needs "A a pair of comfortable ¥ ys shoes right now. KEK SEE Having the means and the inclination to satisfy this need they will buy from the deal- SSSSESSE SS SRSA SS er who carries the shoes that they want in stock. ML a SSS CS KES Competition is keen- er now and there is no method so convincing in a business way as having H. B. Hard Pans, the goods that are in demand, on Te your shelves. You secure a position well up in the fore in the race for business with REE R ELIE a stock of our cool, durable Elkskins on Ship right away orders are your shelves. coming in fast. Don’t Wait a minute longer. Or- der a case made up in Blucher, Plain Toe or Bicycle Cut. SELENE LE ELLE LEE Ks BREIL HEROLD-BERTSCH SHOE CO. GRAND RAPIDS, MICH. Makers of the oeree Ce a ee ee eee oe pees eae oe MICHIGAN TRADESMAN 15 interior for industrial purposes is the opinion of a number of men of sci- ence, of Prof. T. C. Mendenhall, formerly superintendent of the Unit- ed States coast survey; of Prof. W. J. McGee, the geologist, and of Prof. William Halleck of Columbia uni- versity. Prof. McGee declares that we shall some day have artificial volcanoes, which we will control as we do the furnaces in our. houses, employing them to furnish both heat and power. They will operate our factories, run our street cars, and illuminate our cities. The cool crust of the earth is estimated by these men to be thinner proportionately than the shell of an egg. Ata depth of only twenty-five miles the temperature is something like 10,000 degrees, and all substances are molten. At some places the crust is still thinner, so that it is thought that it would not be difficult to con- struct conduits into the hot core of the planet. Pipes would be sunk as far in as wished to reach the desirea degree of heat. Such a pipe, Prof. Halleck calculates, would cost $10,000 a mile, and suggests two pipes be sunk to a depth of 12,000 feet for ex- periments. If connections were es- tablished between the lower ends of the pipes an inexhaustible supply of heat would be on tap at the top. The temperature at the lower ends of the pipes would be considerably above the boiling point of water if the sci- entific men are correct in computing that the temperature rises about one degree for every sixty feet. If the two pipes were sunk about fifty feet apart connection could be imade between them by simultaneous- ly exploding heavy charges of dyna- mite at their bases. The rocks would be so shattered that if the explosions were repeated it is thought the fis- sures would finally afford a channel between the two pipes. If a = small stream of water were to be diverted from a passing river into one of the pipes its water would fill the rocky crevices over two miles below and be converted into steam which would ke forced up and out of the other pipe. The descending stream would exert a pressure of something like 5,000 pounds to the square inch and would therefore quite suffice to keep the device working automatically. There have been expert investiga- tions, especially by the United States survey, as to the depth of the earth’s crust, which has been found uneven in thickness. It is comparatively thin in South Dakota, particularly thick in the southern states. The city of Yankton is calculated to be but twelve miles above the earth’s inner fires, whereas Philadelphia and New York are over twice that distance above the molten rocks. Prof. Halleck has proposed that subterranean heat could be got in almost limitless quan- tities in some of Yellowstone park and at slight expense for the Prof. Halleck has aiso pro- about parts digging. posed that inasmuch as only two years would be needed for sink- ing the pair of pipes the experiment need not be thought formidable. He is quoted as arguing that such a plant, once put into successful operation, would supply heat and power for all time to come at almost no expense. The cost of the experiment would be about the price paid by Mr. J. P. Morgan for an average old master and it would be money well invested even if no other end were aitainea than the advancement of our scien- tific knowledge. The idea of setting the sunlight to work direct is nearer immediate reali- zation than the harnessing of earth’s inner fires. It is, indeed, a fulfilled fact. Frank Shuman, a chemist of Philadelphia, has invented a solar en- gine. He has made a big hot box. It is a large wooden frame, eighteen by sixty feet, sunk into the ground and covered with a double top of ordinary hothouse glass with one inch fair space between the layers. Below this coating of glass are coiled iron pipes painted black. It is from these that the power comes. They are filled fwith ether, which is connected with vapor in the hot box, passes through the engine, developing the engine’s full power, thence again into the con- denser, and back again into the hot box. In tropical climates water could be substituted for ether. Mr. Shuman’s solar engine is so suc- cessful that he is now working on a fifty horse power engine that is to be placed in Florida next spring. He also plans to erect large solar power plants at prominent shipping points like the isthmus of Panama, Havana, the Suez canal, Mexico, and Cairo. The United States weather bureau has finished its plans for locating a plant at Washington for making pri- vate tests, and an Amherst college professor is to take another plant to a high mountain range to test its efficiency there, while the land of the Pharaohs ts to have a solar power trolley line if negotiations now in progress are satisfactorily consum- mated. When solar power shall be as fully developed as steam many delightful changes will be ushered into the industrial centers. Perhaps chief among them will be the untainted atmosphere and the power is now quiet operation of the power plant. Mr. Shuman says of his engine: “Tt as efficient and beautiful in its work and thus far has never failed for a single moment. Nor has it de- manded any repairs. Its simplicity is sO pronounced that any boy can operate the mechanism. ” There is nothing really new about solar power. Millions of dollars have been spent in the wrong direction and the experi- ments were actual failures. Nearly all the previous attempts were based on the idea of concentrating the rays of the sun with the aid of mirrors or lenses on a boiler, this boiler run- ning an engine and the whole device requiring complicated clock move- ments. Fhe solar rays, says Mr. Shuman, do not heat the atmosphere to the same point as his hot box be- cause the sun only shines on the same atmosphere half the time. The at- mosphere all the time is radiating The winds and air currents equalize the temperature be- tween night and day, and between the poles and the equator. heat into space. In consequence we receive in the atmosphere only an average tempera- ture, which is sufficiently low to be beneficial to all forms of life. When the sun shines into his hot box the radiant heat passes immediately through the glass on the blackened pipes. There is no circulation to al- low the radiation of heat into space. The blackened surface converts the light into ordinary heat. Ada: May Krecker. —_—_—_.o ae New Mill Almost Ready. Bay City, Jan. 13—The Richardson Lumber Co.’s lumber mill, the latest addition to local industries, will start January 20. The installation of ma- chinery is practically complete and the mill will begin at once upon both hemlock and hardwood, having a ca- pacity of about 75,000 feet of hem- lock per day, or about 50,000 hard- wood. The plant will give employ- ment to about Ioo0 men on the start, but will employ more as the yards are created. The Richardson Co. has a big plant in Alpena and has lumber enough now to keep both plants running twenty-five years. The company is now logging for the new mill in Montmorenci county and wil! rail its logs to this city. There is a possibility, it is said, that the Richardson Co. will, like some other local plants, go into the manufacture of by-products from lumber waste. Wood alcohol, acetic acid, charcoal, bases for paint, and host of tar coal products of medicinal or drug value are derived from waste wood. The best work shoes bear the MAYER Trade Mark. Largest Exclusive Furniture Store in the World When you're in town be sure and call. Ilustra- tions and prices upon application. Klingman’s Sample Furniture Co. Grand Rapids, Mich. lonia, Fountain and Division Sts. Opposite Morton House HATS At Wholesale For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Division St. Grand Rapids, Mich. “Mish Oc Q” The New Specialty Welt Shoe for Men We know that it is the best made shoe that can be bought to serve as a leader for $3.00 and $3.50. Made in all leathers on new and saleable lasts. A poste! will bring you samples. Michigan Shoe Co. = Detroit, Mich. The Prompt Shippers WORDEN (GROCER COMPANY Grand Rapids, Mich. Strangers Only ‘eed_to Be Told That L. 0. SNEDECOR & SON (Egg Receivers), New York is a nice house to ship to. They candle for the retail trade so are in a position to judge accurately the value of your small shipments of fresh collections. renee 1 et MEE SA Te. > 5 LR eee MICHIGAN TRADESMAN Show Special Interest When Selling | Women Linens. Written for the Tradesman. It’s an easy matter to sell towels 7 and handkerchiefs and similar goods | that count up into the dozen. Selling | these is on the same principle as the Ten Cent Store. Before she is well aware of the fact a woman has se- lected two or three times as many |} units as she intended to purchase when she entered the place. In order for the seller to accom- plish this result it is only necessary | to keep putting forward handsome or} pretty patterns, in which she is sure} to get interested in spite of herself. | Women go fairly daffy when it comes | i : |coffers the most is the one waere| to supplying linens for the home, be it bedding, napery or towels and face cloths and occasionally a rug. Linen appeals to their innate aestheticism. | I don’t believe the civilized woman} exists who hasn’t a love for this|7.. i'This counts for not only the now} fabric praised of the Bible. “Given love for it, the clerk has but | to satisfy that affection with sight | of fine qualities and beautiful pat- terns. If he does this, and at the same time extols their special mer- its to the skies, the woman will find it impossible not to succumb to. the attractions set forth. Always be sure to display quite a number of different designs of the same quality and price. This inva- riably and inevitably gets a woman razzle-dazzled—she wants ’em all, providing each is pretty. If you show but two or three figures—make no move to exhibit others—a woman jumps at one of two conclusions: that you have no others or that you are indifferent as to a sale, and either one of these is sure to prejudice her against your department. A_ clerk might just as well set it down as an axiom first as last, that, in buying linens, a woman desires a large va- riety of patterns from which to take her pick. Don’t, above all things, hurry her in choosing. If given good care linen lasts a long time and, this being true, she has to have it before her eyes for months and months. Hence she must give more than a _ passing thought to this matter in hand, other- wise she will be dissatisfied with the goods when they reach her house. If you do not possess it acquire a knowledge of the uses of the various centerpieces, doilies, etc., that are in your stock, so as to talk intelligent- ly about them. Take a fashionable lady, who naturally entertains and is invited out a great deal, and she knows all about good service as re- gards linen, dishes, and the like. But there’s the modest little woman who hasn’t had a chance for much of a fling in the world of luxury. She stands outside its pale. She goes some, to be sure, but would like to do a little more in the way of en- tertaining. She may be under obli- gations in several different smal! ways, and intends paying these lit- tHe social debts. But she lacks that | confidence in one’s self that comes ‘from practice, and so dreads the com- ling ordeals. She does not know just ihow to do things. Now the linen clerk, if he be adroit, ; ‘can drop a word here and there— jenough so that the customer is |drawn out, but so cautiously that she lis not aware of the fact—and from iher replies or observations he can form some idea as to. her standing. Then let him make the most of the intelligence thus gleaned and he will be able to effect a dozen ifuture sales where, ordinarily, he |would consummate but one or two. Where a woman is shown interest ‘like tnis she doesn’t care to go to fany other store—yours is plenty good enough for her. The attention you igave her on a previous sale has great influence with her on repeats. erally com’; with her lother older lation. And now is the itime you are to beam your very |pleasantest and to take infinite pains. There will be jlinens and linens and linens to sell 'but for the hereafter. itais new little hausfrau in the fu- ture. Once you secure the bride’s trade you are in clover. So look well to your knitting during this critical period. Be courteous with all. In the first place, because it is right and proper and, in the next, because politeness has a monetary value. N. ——_2.-.—_____ How the Farmer Got Even. “In my runs out into the country,” said the autoist, “I have had rather bad luck with a certain farmer for the last year. The highway is as level as a floor and as hard as a stone in |front of his farm, and, of course, I have let the machine out a notch or two along there. I killed two hens the first time I tried it. Then I kill- ed a goose. Then I struck his old dog and threw him over the fence as Then TI hurt a cow, killed a calf and smashed up a farm wagon. The last thing I did was to give the old farmer himself a lift that laid him up for a week. dead as a doornail. “Funny enough, although I stopped on each and every occasion and of- fered to pay damages, the man would accept of nothing.” ““Oh, that'll be all right,’ was his way of putting it, and I finally began to wonder what he had up his sleeve. I found out the other night, and it was one on me. I took a run out past his place in the afternoon and returned in the evening. When I got within half a mile of his house I saw lights moving in the road in an er- ratic manner, red and green and white lights. As I clipped along a green light suddenly showed up close ahead. and I gave the wheel a twist and went into the ditch. Half a dozen things broke at once, and then the tank caught fire and a $3,000 machine went up the spout.” “But what were the lights?” was asked. “Oh, the farmer was making it ‘all right.” He had tied lanterns to the social | 3ut the sale that swells the store’s | a bride-to-be is concerned. She gen- | mother or! | horns of his cows and turned the | cows into the road, and I couldn't | tell whether an express train had ‘taken to the highway or Japan had lat last declared war. He’ll be kind |o’ lonely not to see any more of me, |but I guess he’ll try to stand it some- | how.” —_—___2 + | Pittsburg Druggist Sued for Dam- ages. A Pittsburg druggist is being sued for $10,000 damages by a customer, | who claims that the druggist put two | grains of calomel in each dose of a |powder instead of two grains in the jentire quantity as per the prescrip- ition, in consequence of which his wife |was confined to her bed for two i months. The Case With a Conscience is precisely what its name indicates. Honestly made—exactly as. de- scribed—guaranteed satisfactory. Same thing holds on our DE- PENDABLE FIXTURES. GRAND RAPIDS FIXTURES CO. Grand Rapids, Mich, Jefferson and Cottage Grove Avenues } i | 1 | | 1 plete line of all makes orders by mail. PRINTS The price on all best prints is reduced to 6c, one cent cheaper than they have been. We have a com- and colors. Send us your Wholesale Dry Goods P. Steketee & Sons Grand Rapids, Mich. Exclusive Our Spring Lines are now Ready Inspection ett Grand Rapids Dry Goods Co. Grand Rapids, Michigan for ly Wholesale MICHIGAN TRADESMAN 17 SWINGING THE JOLLY. When You Attempt It Keep Some- thing in Reserve, Written for the Tradesman. The old book-keeper whirled around on his high stool and faced the junior clerk, who stood warming his hands before the open door of the wood-burning stove at the back of the store. The light of the blaze shone red on a discouraged face as the boy turned to the book-keeper. “What’s the kick?” “Not a thing.” The old man smiled and climbed off his stool to the boy’s side. “There’s something wrong,” he in- sisted. “I’m tired of being knocked by people who claim to be my friends,” replied the young man. “You'll get used to that, sonny.” “That’s what they told the man who was being hanged.” “You'll have to get used to it,” con- tinued the old man. “You'll experi- ence such treachery all your life.” The young clerk grumbled as he waved his hands to and fro over the fire. “That old maid up on Celery ave- nue told the boss I was trying to get up a flirtation with her, and the boss called me good and proper.” The old man laughed at the se- rious face of the other. “Anyone ought to know that wasn’t true,” he said. “If she really thought you were interested in her she would never have told of it. She’d have been afraid some other woman would charm you away from her.” “Then what did she tell it for?” “Probably because she had it in for you for some reason, and_ be- cause, too, she thought the boss would think more of her charms if he was made to believe that some fellow had been smitten by them. You see, she wanted to give you a knock and get a rise herself.” “T never did anything to her.” “Perhaps not, but you are too frank in speaking of yourself You open your heart to people too much.” “T’ve not been too frank with her.” “Yes, you have. You make your- self too common with every one you get well acquainted with. You must stop that.” The young clerk frowned and clos- ed the stove door with a bang. “Youve always told me to. be friendly,” the said. “Sure! Well, be friendly.” “And yet you—” “There’s a heap of difference be- tween being friendly and_ putting your heart on exhibition, young man.” “Yd like to know what you're get- ting at.” “Be pleasant, be cheerful, take an interest in the affairs of others, smile when they smile, grieve when they grieve, if you think it is necessary, but when it comes to yourself as a topic of conversation, cut it out.” “Tf one only could!” “One must. Young man, you must remain a mental mystery to those with whom you associate! Do you realize what that means? Let me tell you. If you see a snake lying in the road, what do you do?” “T kill it if I have time. go around it.” “But before you kill it what do you do?” “Why, I get a stone,” laughed the clerk. “No, you don’t . The first thing you do is to investigate and see if the snake has power of harm. If it is a constrictor that can choke you to death, or a rattler that can fill your veins with poison, you give it a wide swath, all the room it wants.” “You bet I do.” “And if you find that it is a little grass snake, or a garter snake, you cuff it and step on it, and finally snap its head off.” “Of course I wouldn’t go and get a gun to kill a harmless snake.” “Now, this is a homely sort of an illustration,’ said the book-keeper, “but I guess that it will serve. Some people size up other people just as you size up a snake. If they discov- er that a man has no power of harm in him they will abuse him. If they see that he is not aggressive, that he can not or will not strike back, they put it all over him. If they know that he will not slap their faces the first time he meets them they lie about him. They borrow money of him, they knock him, they betray him, just because they know they can do so with impunity.” If not, I “They do that anyway.” “Oh, no, they don’t.” “Well, I’ve heard some pretty se- cretive persons knocked pretty hard.” “My son, there are people. who would knock the Angel Gabriel if they thought they could profit by it. I am speaking of the average man and woman—the man and woman who is not hostile as a rule, who mean to do about the right thing. I can’t put it too strongly. If you show that you will not, or can not, strike back, you will be abused and imposed upon all your life. You’ve not got to fight to maintain the re- spect of your fellows, you’ve just got to make them think you will fight.” “That’s easy,” laughed the clerk “T had a bit of experience along the line I am talking on when I was a kid,” continued the old book-keeper. “IT was sent to school in a strange district, where I didn’t know a single boy. I was rather a husky-looking little chap, and the youngsters treat- ed me with great respect, until one day I made a mistake. I was urged into a friendly wrestling match, and the boy threw me easily, for I was not as strong as I looked. From that time on every low-down pup in the school thought he could take a fall out of me, and most of them did. “You see, I had disclosed my weak- ness, or what they mistook for my weakness I’m telling you right now, that the boys did just what men and women do, only in a different way. It is a joy in the heart of the average man or woman to have some crea- ture who is admittedly beneath them, in muscle or self-possession if not in brain. If you are beneath them don’t let them find it out. Permit them to guess. Make them think you can fight, morally or physically, if put upon, and they will let you alone.” “Your theory seems to me to be about right for a race of savages, out on a sandy tropical island some- where,” said the clerk, but there was in his face a look of interest, an ex- pression of determination, which had not been there before. | “Men and women are alike the | world over,” said the old man. “There are more brutal things done by the| landlord than by the African savage, | although the average landlord is a very considerate person. All will in- sult the weak. A man who has $10 in his pocket will lord it over one who has only ten cents. A million- aire will not bother to personally de- grade a poor man except by impu- dently ignoring him, but there is the spirit of superiority everywhere.” “Then I’ve got to keep my mouth shut about myself?” “That’s what.” “And learn all I can about others?” “Of course. That’s in the ness.” busi- “And make my associates think [ll fight like a tiger?” “If you can, yes. But don’t carry this too far. You may get yourself into a place where a bluff won’t go.” “Tl take the risk,” said the young man, and the session was closed. The next night when the junior clerk came to the back end of the store for his nightly chat with the old book-keeper there was a large contu- sion under one eye, and his nose look ed as if it was trying to rival a co- coanut in size. He sat down by the stove without saying a word. “Who won?” asked the old man. “It was this way,” replied the boy “There’s a gang of boys down on First avenue who have been putting it over me for about a month. It got so that the little kids insulted me. Last night, after hearing your dis- course on the delights of a fighting soul, I went down there and took a smash at the biggest loafer of the bunch. The fight was a draw, but when I passed there this morning the boys looked chummy and_ behaved themselves. You see it worked.” “Now, don’t become a bruiser, go- ing about with a chip on your should- er,’ said the other. “Keep up the jolly, but keep yourself out of it. Don’t exhibit your weaknesses. Make people think you will fight, and, as a rule, you won't have to.” Alfred B. Tozer. —_—__>+-2—___ A No Account Dog. A man in Missouri recently sued a railway company for damages for thi death of a hound killed om the track The company defended the following points: itself upon Said dog was chasing a rabbit up defendant’s track in violation of the game laws. Said rabbit lived on defendant’s right of way, and was therefore the property of the defendant. Plaintiff's dog was a trespasser, and was hunting defendant’s property without permission. Said deceased was not much of a dog anyhow, or it could easily have kept out of the way of defendant’s trains. And having fully answered, defend- ant prays to be discharged. Attention! Grocers and Butchers You Need Good Scales They are your most faithful servants and you place a lot of confidence in them, therefore you want and should buy only the very best—the kind you can depend on. A poor scale is a bad investment at any price, but have you not paid high prices for unsatisfactory scales because you had to do it? You could not buy a first-class scale at a price you felt it was really worth, could you? We can satisfy you with both scale and price, for our method of selling places the best within the reach of all. Do not buy a scale without first see- ing the ANGLDILE. Angldile Computing Scale Company Elkhart, Indiana 18 MICHIGAN TRADESMAN AT THE FLORIST’S. Flower Girl Was Innocent Cause of Divorce. Written for the Tradesman. “Do you often have such a siege?” I asked. The little flower girl looked tired. She clasped her hands over her breast, rolled her orbs to Heaven, gave a gasping sigh and made a movement as if she were going to drop in a dead faint. “Wasn't she enough to gels weep!” she exclaimed, catching herself out of the feigned faint. “Do I get ‘em often?’ Which—the fool women or the hypoes?” “Both,” I laughed. “Ves. I do,” was the rejoinder; “one is the result of the other. “Tt seems,” she continued, “as if I get every type of femininity a trot- ting on the face of the globe! They come in the store in droves, quad- ruplets, triplets, doublets and just as make an- common—or uncommon—individuals. The very worst I have to try my pa- tience are the ancient tabbies. of some gone-to-sleep old Rebecca Lodge, or some offshoot of Mason- the Eastern Star, | mean. “They have threshed the straw all here, and yet ry, like over before coming when once they step over the taresh- old they seem bereft of reason. They will flit from flower to flower like bees in search of honey. One will want one variety and another will prefer something else. It’s al- most like picking out the carpet for the church, the ladies make of it such a momentous occurrence. “When the committee is narrow- ed to two or three the nerve-racking has diminished accordingly. But, even with this small number to deal with, it’s no easy matter to suit. Why, I’ve seen a couple of apparently friendly women get into such a heated argu- ment over the respective merits of American Beauties and Easter lilies that they left the store sworn ene- mies and without having decided up- on the flowers to grace their pas- tor’s pulpit on the following Sabbath! Now what do you think of that?” and the dispenser of flowery sweet- ness grinned in unregenerate amuse- ment. “You'd you—tnat one woman flocking off al alone by herself could make up her mind without inordinate delay? Not so, begorrah! She seems to take a fiendish delight in making a girl lift out from the refrigerator jar after jar of flowers, which are so heavy they almost break her spinal column. And maybe by the time she has tak- en out four or five the woman’s fancy will have wandered to an en- tirely different flower and the girl’s back-breaking effort have been for naught. “There’s the stingy sort, the-want- to-get-extras-thrown-in kind. She says: ‘Can’t you tuck in a few of these little white flowers for nothing? They don’t cost you much.’ Or it’s ‘Throw in two or three pinks; they'll add so much to the beauty of the bouquet beyond the amount I pay for. And that even with carnations at 60 cents a dozen in the ‘up’ sea- wouldn’t 1 i imagine — now will son! I guess she’s the one to con- fiscate the entire National Biscuit Co.—the cheekiest of the cheeky. “Letting alone the customers, it tax- es our ingenuity to make the most of every flower; to see that things don’t go to waste on our hands. Of course, thousands of blossoms and bushels of greenery nave to be thrown away; but there’s one waste product that we are able to use even when the beauty is faded forever, and that’s the rose leaves. Every one is saved, to sell for rose jars and rose pillows and rose pads to hang in dresses and to lay in dresser draw- ers. Very fragrant and satisfying are these. We _ sell pounds and pounds of rose leaves to people of aesthetic taste. “It amuses me to observe the ways in which men buy flowers. As a rule, they purchase bunglingly. In the first place, their knowledge of flower varieties seldom extends be- yond roses, or possibly I should say roses and pinks; they rarely call the latter ‘carnations. They generally simply order thus: ‘Make me up a nice bouquet.’ Ask them of waat flowers it shall be composed and they reply: ‘Oh, anything you think will be pretty. Fhen you're as much at sea as before, for until you know a trifle about the person it is going to you can not make up what will be pleasing to the recipient. So you begin to ‘feel around’ a little. You have to do this very adroitly, so as not to seem to be prying into tae affairs of the buyer. You ask: ‘Do you wish the bouquet for an elderly person?’ Almost always the man will then get somewhat confidential and begin to give suggestions, although still knowing the names of but few flowers. ‘It’s for my dear mother’s birthday, so you needn’t count the cost, he beams. You ask her favor- ite color, and everybody likes white posies, and asparagus fern for green- ery, and there you are. You elimin- ate all ideas of stinginess as to price and make up a beautiful bouquet ‘for my mother’s birthday.’ Likely as not this man who is so dutiful as to re- member the date of his mother’s birthday will stop in the next morn- ing to tell you how pleased she and all the rest of the family were over her lovely flowers. “The boy just beginning to pay at- tention to a girl is the funniest of all our customers. He blushes so over the selection of the flowers for HER that he gives himself away at once. I always try to make it as unem- barrassing for the laddy as_ possi- ble, for I appreciate his feelings, which, for the life of him, he can’t choke sufficiently to keep from show- ing. “A young man may be head over heels in love with a girl or his sen- timent towards her may be of the most platonic of the platonic. And he may make the occasion of the sending of flowers mean everything or nothing. Flowers play a most momentous part in all of Cupid’s pranks. They are a help—never a hindrance—in his manoeuvres. The candy man, the stationer, the livery and the box office can each do their full share in assisting the florist to deplete the pocketbook of the young man hit with the darts of the merry little god. What one of the five can not accomplish along this line the other four are fully able to. Only with marriage or the breaking of the engagement may the lover hope to end the digging of the big hole that Love makes in his wages. Woe be to his aspirations if he thinks to win even the cold regard of the average girl with anything less. Her com- mon sense would have to be of the Spartan character to be willing to forego these concomitants of ‘being in love!’ ; “Once in a while a man comes in- to the store who wants everytaing done in secret. He doesn’t even wish to give us the name of the recipient of his bounty. We are to deliver the flowers or potted plant to such and such a number, at such and such a time of day. “What is the name, please?’ “*You needn’t put any name on the package, it'll get there all right,’ or- ders the man who has a secret to keep. “We never like to send out such orders as these, for they almost al- ways spell trouble in one way or another for the man. somebody else besides “T recall one suca incident last Au- gust. A fine home was broken up just through one of our bills. “Tell you about it?’ All right, I can do so as the divorce made things public property: “The man in the case had been buying flowers of us right along all summer, to be delivered to an incog- nita at a certain location—always no name, just the street and number. | knew the fellow was a married man and curiosity impelled me to look up his residence address in tne city di- rectory, which turned out to be—not the one where the summer’s expen- diture for flowers went to. “Queer, thought I; but the ‘af- faire du coeur’—if such it were—was none of my business. “The man always came to me to wait on him—pernaps sized me up as being more gullible than the oth- ers in the store. “Do you know I had an odd feel- ing of resentment towards him every time he was ordering flowers for that address. They were always the most expensive and the amount was lavish. “Perhaps one-tenth as often I was 16 mobile Show. stand it. F RANKLIN HOURS RUN Without Stop That’s the record made by a 28 H. P. Model D Franklin Air-Cooled Motor during the Chicago Auto- The engine ran continuously day and night for a solid week in a warm salesroom. No over-heating. No trouble of any kind. You won’t put your motor to such a test, but it will pay youto have an automobile that you know would Franklin Air-Cooled Motor Cars are reliable. No plumbing system to get out of order. Noexcess weight of a water-cooling system. Come in or phone & let us demonstrate to you the Frank- lin idea—high power with light weight and reliability. Adams & Hart 47 N. Division St., Grand Rapids, Mich. Pm o' ny 1908 Model D Roadster 28 Horse Power Price, $2850 ss MICHIGAN TRADESMAN 19 “ordered to send a skimpy little lay- out—‘half a dozen carnations, never mind the green’—to that other ad- dress, the one I hunted for in the directory. “T couldn’t help but feel sorry for that wife at the residence address. I tnink I almost watered the mean lit- tle pinks with a tear more than once; you see, it would come over me that I myself was really a party to the deception going on. “The divorce came about through me, you might say—at least it was my handwriting that fell into that wife’s hands and clincned her sus- picions, although I was perfectly in- nocent of any intention to do any- thing Iago-like. “The man used to have me ‘chalk it down,’ as he called it, and in Au- gust I was to send him a statement— to his office address. “T did as directed, writing in all the dates in their proper order, with tne names, in general, of what was sent on each date. “American Beauties are not grown under glass by_the greenhouse man just for the fun of raising them, and when three or four dozen—enough for a bower—are sent to an incognita she must fairly revel in roses. “Swansonia counts up, you may be sure, also, and palms and mammoth Boston ferns. “That man was a FOOL—all cap- itals as hign as a meetin’ house! For what did he do but carry that August bill around in his pocket—and drop it on the floor of the hall when he pressed a goodbye kiss on his wife’s unknowing lips! “Well, it was Goodbye HIM after that. “There was a dreadful scene enact- ed an hour later in the bower of roses and another and worse one liv- ed through shortly after in a par- ticular downtown office. “The divorced wife is now living in California and ‘Incognita’ is Mrs. So-and-So, at the residence address I curiously ferreted out in the city di- rectory!” Erminie Kenyon. —_+<- J. B. Martin, proprietor of an aris- tocratic restaurant in ,New York City, announced that with the open- ing of 1908 women would be given the privilege of smoking in his estab- lishment.- The announcement caused considerable advance discussion and the outcome was awaited with inter- est. When the clock indicated the opening of the new year the first cigarette was lighted by a young woman in a towering hat, and sev- eral others followed her example. The picturesque effect was noted by the company, and as the hours of the morning advanced rings of smoke rose to the embossed ceiling pro- pelled from feminine lips. It has long been suspected that many la- dies of the upper set are smoking on the quiet, and if they choose to come out in the open there is no law to prevent. There is no danger that it will become a prevalent prac- tice among refined and_ intelligent women. The most inveterate smok- er of the male persuasion would be tempted to abandon the habit if he should find his wife in a public place with a filthy cigarette in her mouth. GAY LOTHARIO Should Preside Over the Perfume Department. Written for the Tradesman. At the perfume counter in the drug store no other man need ever hope to approach,~in successful achieve- ment, the one who is’ confessedly known as “a ladies’ man.” The prosaic man, the stolid man, should never apply for the position of dispenser of these liquid sweets, for his name will be Mr. Dennis, Mr. Mud or any other cognomen signify- ing total failure. Those who, for the most part, pur- chase perfumery are members of the Fair Sex. They revel in its possession. I don’t, by this, offer the idea that women use much at a time. No, not that; that would be vulgar, ill-bred. I mean that they love to keep supplied with a goodly quantity of the olfac- tory-pleasing fluid; this does not ne- cessarily infer that they use it inor- dinately, or, as an observing maiden aptly describes it, “put it on in slath- ers.” Of course, there are some so foolish as to overdo the subject, but, generally saying, people are better brought up than to commit this er- ror. When a girl or woman purchases perfume she always wants to take her time about it. As to other items of shopping, she may rush through them to “beat the band,” but the detail of perfumery-buying requires thought- ful deliberation. Especially is this true if she be wedded to a certain brand or brands. She is then slow to try new sorts. In this event none but a “really and truly” ladies’ man will take the bother to open’ up strange odors for her to choose from; no other kind of clerks care to be engaged in such business. They call it “picayunish.” A man who _ is fond of women’s society does not look upon this painstaking as a bore— this careful sampling of different compounds for feminine personal use. I myself like so well to talk to a pretty, interesting or entertaining woman that I can well understand how one devoted to the Sex may de- light to serve them at the perfume counter—or any other, for the matter of that! Such a clerk enjoys gazing into the eyes of a fascinating wom- an, in the meantime gently waving the bottle-stopper under dainty nos- trils while waiting for a decision on the merits of peculiar qualities. Not a suspicion of onerousness in this performance for him—he rather do this task than eat, as the saying goes. He enjoys watching the discriminat- ing expressions that flash over a lady’s features as she estimates the worthiness of each particular scent. *Tis the taking of infinite pains that delights a woman shopping at the fragrance department. One who but indifferéntly recognizes the penchant of the Sex for the flattery of deli- cate attentions is not going to be- come a favorite clerk with them. “Once upon a time’—but this isn’t a fairy tale—there was a man-clerk in the largest drug establishment of my home town who was an ideal em- ploye for the perfume department. He was a “really and truly” ladies’ man if ever there was one. In the first place, he was a tall, well-set-up, handsome fellow, just the one, physi- | cally, to take a lady’s eye. He was a typical blond—flaxen hair inclined to waviness, dark blue speaking eyes that were full of the devil, a com-| plexion of peaches and cream _ that any woman might envy. His hand was large, well-shaped, firm and white, with nails evér kept in the pink-of-perfection condition—a hand that had a clinging sensation when €oming in contact with that of a woman. That was what the ladies said. I don’t know how it was with the men. If there was any clinging quality about the big blond’s hand with them they were mum on the| Either there was no percep- | tible emotional sensation or they did- | I will leave | subject. n’t care to talk about it. it with the reader to form a conjec- ture. So much for the physical appear- ance. As to dress this particular perfume clerk was a regular Beau He sometimes wore a purplish navy blue suit which intensified his blond coloring. When he was clad in a light tawny suit, the exact shade of Brumme! a lion’s mane, the women declared he | looked bonnier than ever. When he had on his long black overcoat with the wide Persian lamb turned up luxuriously around his ears, and the equally-wide cuffs, that came down comfortably over his hands, his jaunty cap of the same costly fur set rakishly on his curly head, if he | wasn’t a picture of magnificence then I’m grandly mistaken in my His bearing was that of a military guess. man; and every one woman dotes on anything suggestive of braid, buttons and_ epaulettes. Shoes were continually shining and | the time the perfume clerk in the big drug house was ever seen without im- | maculate gloves has yet to be re-|} corded. When waiting on the ladies, with- out seeming to make the least effort to be that, he was a regular Prince Charming. He always carried on a little chit-chat of a conversation with collar, that | knows that a| | customers; was always in a_ talka- itive, merry mood; always accompan- ied them to the door, which he would /open with a grand, a Chesterfieldian flourish, bidding them with gay bon- hommie to “be sure and call again.” Well, well! Can you imagine trade as not booming in the perfume de- {partment of that fine drug store with such a fine fellow presiding over its idestinies? I can not. This Apollo was with that firm for a term of years. When he finally | deserted these parts to accept a more lucrative position in a far-distant city, |many were the “girls he left behind” | with aching hearts, which his suc- icessor has been utterly unable to as- suage. Jo Thurber. ——_+-~2___ His Neighbor’s Cat. A Cleveland lawyer tells of a man living in a suburb of that city whose | sleep had been disturbed nightly by ithe howling on his own back fence iof his neighbor’s cat. At last, in de- spair, he consulted his lawyer. “There sits the cat every night on |our fence,” explained the unhappy iman, “and he yowls and yowls and Now, I don’t want to have | yowls. trouble with this neighbor; but any ithe thing has gone far enough, and |I want you to suggest a remedy.” The lawyer looked solemn and said not a word. “I am well within my rights if | shoot the cat, am I not?” asked the sufferer. “I would hardly say that,” replied ithe legal light. “The cat does not belong to you, as I understand it.” “NO? : “And the fence does?” “Ves” “Then,” concluded the lawyer, “I think it safe to say that you have a |perfect right to tear down the fence.” ———— Not the Third Degree. His Wife—Are you going to ask | that young Jenkins and_ his ;to our house party? Husband—Not much. “You dislike him, don’t you?” “Yes, but not enough for that.’ | fiancee El Portana 5c Cigar Now Made in Five Sizes r Each size is numbered and every box is marked with its When ordering by mail, order by number. respective number. G. J. Johnson Cigar Co., Maker Grand Rapids, Mich. 20 MICHIGAN TRADESMAN THE MAKING OF A MAN. Correct Training Is Not in Luxuri- ous Positions. Written for the Tradesman. “Kelley was an little lf wanted to do a thing that didn’t obstinate h+m always customer. you peal to his juvenile sense of the ap- propriate, you had to try to drive him exactly ap- | | Freddie by coming into the store in ‘overalls and wampus, with oil and metal black spread over him quite liberally. Freddie used to have busi- ‘ness in another part of the store when Daniel B. called. Daniel B. did smell of gasoline, and linseed oil, and machine grease, and numerous ,other things. There is no doubt of that. “One day I collared the young the other way, as you get a drove} of pigs to go south by pretending to| want them to go north. Yes, I’ve had many a hot time with Dan- iel D. Kelley.” The dry goods man laid the paper | +: i ie he had been reading down on the counter and looked meditatively out of the window. He had an audience Be > of two, a doctor and a lawyer, wo} had dropped in to talk over some lodge committee work in which the three | were interested. “I remember tne fellow,” said the doctor. “Red-headed little outlaw. Sroke his arm once falling off the roof, where he had climbed just be- cause you told him not to. I was called to put in the repairs. That} the fellow? What’s he been doing now?” The lawyer smiled at tine recollec- | tion, for he had been the one to lift jand I |what he had set about. ithat it would be a good thing for ‘him to get out of the Freddie row. |We’ve got to have clerks, of course, the boy from a heap of empty boxes when he rolled off the roof. “Nervy little customer,” he “He never batted an eye, with all the pain. He said that if lived he’d climb all over that roof without fall- gail. ne ing off. I wonder if he did?” “He was up there before his arm was out of splints,’ said the mer- chant. “Kelley certainly was the lim- it, but he was a speedy one when he got started. I’d like to see him right now.” “What’s he been doing now?” re- peated the doctor. “If he keeps out of jail he will be doing remarkably well.” “He came in here to learn the dry goods business,” the merchant, ignoring the twice-repeated question. “T put him at the remnant counter first. Everything marked, and _ all that, there, you know. He was keen enough when there were customers to wait on, but the very Old Nick was in him when he had nothing to do. His brother Fred was at the linen counter then, and he gave him all sorts of pains. Freddie parted his hair in the middle and wore blue ties, and put powder on his face. He wanted to be all to the good with said the girls.” “What has become of Freddie?” asked the lawyer. “I haven’t seen anything of him for a couple of years.” The merchant did not answer the question. He folded the paper he had been reading and put it aside. He went on with his story in his own way: “One day Kelley came to the office and told me that he was too strong to be in the ring with remnants all his life. He said they were out of his class. That is precisely the way he put it. I asked him what he wanted to do. Said he was aiming to put a railroad tunnel through a chain of mountains down in South Ameri- ca. I paid him off and he went his way. After that he used to disgrace led, and that foreigners are scamp and asked what he was up to. And right there I received a_ jolt. ‘I’m tryin’ to win out of the Freddie row, he said. ‘I’m still lookin’ fer that tunnel in Sout’ America. I’m dirty, an’ if | was a machine of some sort | wouldn’t need oilin’ fer a long time, I’ve got so much on me now, but I’m goin’ to get into somethin’ ibig. I’m down here in a macaine |shop workin’ for ten per, an’ I’m salt- in’ the scads to put me_ through Houghton. If I’m ever goin’ to make that big hole througn the Sout’ American Andes, I’ve got to learn how.’ ” “Did he learn how?” asked the doc- tor. Again the merchant ignored a question. “I had a long talk with the boy, hope I encouraged him in I told him and tne work is honorable, but we don’t want a fellow to come into the store and settle down at the linen counter and remain there all his life. We want young men to start in at the bottom and pass on up until they know the business from_top to bot- tom and can give merchants the ben- efit of their ideas and their knowl- edge. If Daniel D. had taken a no- tion to do that fne’d have made a winning, but he wasn’t cut out for the store. “There was a heap of sense in that boy right then. ‘Look here,’ he said to me, ‘if youse go into a place where t’ere’s big money you finds Dagoes, or Dutchmen, or Swedes, or Johnny Bulls hoggin’ all t’e best jobs. If youse wants to talk to a manager in a big shop you’ve got to go in wit’ an interpreter, an’ that’s no josh. I guess t’e Yankee boy is playin’ second to most of t’e other nations. I knows w’ere t’ere’s t’ree or four t’ousand a year after I gets t’rough Houghton, an’ that’s more t’an a rod of t’e Freddie row could earn. It’s me fer t’e mountains.’ “I couldn’t say much to tne boy. You can’t when a fellow talks to you like that. I know that he had a mighty hard row to hoe, but I thought he’d come out ahead of tine bunch in the Freddie row. I told him to come and see me if he ever came to the place where he thought he’d have to quit, but he never did.” “I wonder if the boy sized things up correctly?” asked the lawyer. “I know that the professions and most branches of business are over-crowd- pretty thick in the shops, but I had no idea that they were taking the best places.” “Of course they are taking the best positions,” said the merchant. “The tendency of the modern school is to fit a boy for a desk, or for one of the professions which are alleged to be learned. The boys seem to think that it is a disgrace to learn any me- chanical pursuit. They don’t like the ismell of oil, and they want the per- 'fume on their clothes to say they are gentlemen whether they are or not. And tnis condition exists in a coun- try which is being developed faster than any country was ever developed before. “Manufacturers are filling the good places with imported men. When they try to put the American boy ahead, the chaps won’t wash. They are not made of the right material. Their mothers cuddle them too much. They want them to go in the best company, and want them in one of AIT Reg oats ens » ET 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 BALLOU BASKETS ake BEST 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. 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. has proved popular. Its quarterly cash dividends of two per cent. have been Investigate the proposition. other. HOLLAND RUSK is here to stay. fited many a grocer because it sells readily the year around and every buyer ‘‘tells an- Holland Rusk It has bene- Thus the grocer is advertised. The sales show a steady increase. jobber or write us. Ask your CO., Holland, Mich. Every package of Holland Rusk bears a Dutch Windmill as trade-mark and is guaranteed under the National Pure Food Laws. MICHIGAN TRADESMAN the best professions. The making ofa . man has-not been considered. There are doctors and lawyers, old and young, who can’t pay their office rent, or get enough to dress decent- ly, and there are men in business who fail every other year, but these lines are continually being reinforc- ed from the schools and_ colleges, while men engaged in manufactur- ing, mining and the chemical field can not get capable young men.” “You are right about there being too many lawyers and doctors,” said the lawyer. “What our schools should do is to teach the boys to do things that are out-of-doors, out on the mountains, down in the mines, in the noise of the machine shop. There are too many boys taught things which girls can do just as well, or better. Man- ual training is the thing now. Then teach the boys to think, and to in- vent, and to take chances, not to be afraid. That is the way to make a man.” “Tt seems to me,” said the doctor, “that you started in to say some- thing about Daniel D. Kelley. I do not know what you have to say about him, but, whatever it is, say it. Keep on your trolley.” “T met Kelley one day after he had taken a year at the Michigan Col- lege of Mines at Houghton,” contin- ued the merchant. “He was dressed like a laborer, but his eyes were bright as diamonds. He was work- ing for the money for another year. I asked him if he had found a place for that big tunnel, and he said he thought he ‘had. He knew more of life than when I first talked with him. ‘I’m coming out all right,’ he said. “This is a mighty big country, and there are lots of things to be done—lots of big things. We are do- ing construction work that makes the work of the old Greeks and Romans look like the change out of a postage stamp, and I’m going to get into the game.’ “Well, the boy got through. I guess it took him five years to finish at the College of Mines, but that was not detrimental. It did him good to go out and work a year after a year of study. In the meantime Freddie was still selling linens. Daniel used to come in and laugh at him now and then. Freddie didn’t like to have him come. And now look here:” The merchant unfolded the news- paper he had been reading and held it up for the inspection of the oth- ers. There, in the middle of the first page, was a portrait of Daniel D. Kelley. Underneath was the line: “The man who carried the South American Central Railroad over and through the Andes.” ~ “There is the man,” said the mer- chant. “I’ve told you how he was made. Oh, about Freddie? Why, he is down there acting as office orna- ment for Daniel D. Kelley.” Alfred B. Tozer. —_—_». The Unities. Poker—TI see a laundry has moved into the building adjoining our church. Joker—Ah, a case in which clean- liness is next to godliness. |the most intelligent. Sitting Around the Store Stove. It was in a grocery store in a Northern Michigan village, and a doz- en of us were sitting around the red- hot stove of Skinner’s grocery. Of course, the talk was of the hard times, and Uncle Ezra Schermerhorn drew a long breath and said: “Gentlemen, I saw this coming at least seven years ago, and sounded a note of warning. I told the peo- ple of the country that there was too much speculation.” There were murmurs of approval, and then Deacon Hotchkiss shook his head in a solemn way and _ ob- served: “T don’t know how much breath I have wasted in telling the people that the era of prosperity could not last, and that it was bound to be fol- lowed by these hard times.” There was a moment of silence, and then Job Livingstone, who owns the only sandpit for miles around, nodded his head and added: “Aye; any man of acumen could see it coming. The country was speculation mad. Everybody was plunging. The only wonder is that the panic held off so long. There are plenty of men here to-night that I told to go slow more than three years ago.” Two or three of the sitters remark- ed that they had been warned by him, and then Uncle Philetus Smith had his say: “Five years ago Dan White come to me to borrow a dollar. I told him that we were in for a panic and to get ready for it. Why, gentlemen—”’ Just then a boy came running in and said that Abner White’s wood- shed was on fire, and while we sat dumb for a few seconds Peter Wil- liams called out: “Holy smoke and tall catnip! But I predicted this very thing nine years ago and have been looking for it every night since!” —_——_s2 Why He Paid. John G. Shedd, Marshall Field’s successor in the great Chicago busi- ness house, said recently that success and failure were matters of luck much oftener than the world supposed. “The race,” said Mr. Shedd, “is not always to the swiftest, nor is victory to the strongest, nor great the most industrious and No; luck plays its part often, just as it did in the case of the three men who bet one another a turkey dinner. It was luck, pure luck, that decided the bet. “These three men sat rather late over their bridge at the club one night. As they were separating, they discussed a little nervously the re- ception that awaited them at their wives’ hands, and, more for mischief than anything else, they agreed that he who didn’t do what his wife told him on getting home should have to treat the others to a turkey dinner. “Well, the first man, after reaching his house, stumbled about the dark bedroom until he kicked the cat. The cat yowled, and the man’s wife, rais- ing her head from the pillow, moaned: “Well, go on; kill the poor cat and have done with it,’ always SUCCESS .10 “The man frowned and muttered to himself: “Tt is a case of kill the cat or pay for the dinner.’ “So he killed the cat. “The second man on his could not find any matches. As he felt for some in the drawing room he bumped against the piano, and his wife complained: “Why don’t you break the piano, careless?’ “Determined not to lose his bet, the man got a hatchet, and the sound of crashing blows soon filled the house. “The third getting stumbled on the way upstairs. wife screamed angrily: home, His man, 70 on, fall downstairs and break | ro fall d t ind breal your neck, do! “Not me,’ said the third man, aft- er a moment’s thought. ‘I’ll pay for the turkey dinner,’ ” _— soa A Kentucky Breakfast. “Not to be outdone by the Presi- dent whose bear dinner at the White House is a fine campaign play,” said an Illinois member of Congress yes- terday, - “Uncle Joe’ is to Kentucky breakfast to a number of his intimates. I asked him what a Kentucky breakfast. consisted of, and he said: “*A bottle of whisky, a bulldog and a beefsteak.’ ““What is the bulldog for, Uncle Joe? I asked. “Why, he has to eat the steak,’ he replied.” —_>2+>—____ give a God has only one school for char- acter, that of daily life. arrival It would be too bad to deco- rate your home in the ordi nary way when you can with The Sanitary Wall Coating secure simply wonderful re sults in a wonderfully simple manner. Write ‘us or? ask local deale Alapastine Co Grand Rapids, Mich, New York City B alerealek eae 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 r 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. Simple ecount File 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 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 purchased, directly on file, then your customer’s posted, when a customer comes in to pay an account and you are busy waitihg on a prospective buyer. Write for quotations. TRADESMAN COMPANY, Grand Rapids 22 MICHIGAN TRADESMAN NO HOME MARKET. Weak Arguments Against Mail Or- der Buying. Written for the Tradesman. When a merchant wants arguments which weight with the farmer against buying goods from the mail order concerns he ought to study actual conditions and know that his arguments have foundation in facts. He should not pass. out second hand arguments without ex- amining their merits. Conditions are constantly changing, and those which were good once may have little force at present. One argument frequently used against mail order buying is tlfat it tends to destroy the home market for the farmer’s produce. It is ar- gued that if every one adopted this plan there would soon be no stores in the villages; there would be no grocers to buy the butter and eggs, fruit and vegetables; there would be few village consume farm products, and the home marker would be gone. will have residents to Let us consider present conditions and discover if possible to what ex- tent the villages provide a home market, or how much a home mar- ket benefits the farmer. Taking the State of Michigan as an example, we find that about 35 per cent. of its population reside in cities of 10,000 and upward inhabi- tants. These places are not depen- dent upon the trade of the immedi- ately adjacent farmers for their main- es in this State it would appear that the farmer has an almost ideal home market. Why should he not’ use every endeavor to maintain or strengthen this condition? The foregoing represents what might be, not what_actually is. Any one at all conversant with the facts in the case knows that the most im- portant products of the farm—those which return a large proportion of the money—such as_ wheat, hay, beans, barley, potatoes, apples, cat- tle, sheep and hogs are in large part to who ship to the cities. Apples, potatoes, butter, eggs, poultry, vegetables and small fruits are some extent used in the vil- lages; but the dealer who buys to retail at home seldom pays more than the one who ships away. The latter takes all the farmer has to sell, while the other only wants a few bushels at a time, and the farm- er has to go to several places to dispose of a load. Failing in this, he from house to house and peddles it out in little driblets. State’s products which are shipped|tons of hay to sell contracts it to é into them. the buyer, who goes through the GRAND RAPIDS PAPER BOX CO The towns of from 5,000 to 10,000] country in quest of it. The hay o inhabitants comprise only about|baler goes from farm to farm and MANUFACTURER bales it. When the farmer is noti- fied that cars are waiting at the sta- tion, the hay is quickly loaded, and 5 per cent. of our population; those of 2,000 to 5,000 about § per cent. and those from 1,000 to 2,000 another Made Up Boxes for Shoes, Candy, Corsets, Brass Goods, Rardware, Knit Goods, Etc. Etc. Folding Boxes for Cereal Foods, Woodenware Specialties, jj; Spices, Hardware, Druggists, Ete. j | 5 per cent. in all of the above mentioned we have about one-half the population of the State in less than 200 cities and villages. Then there are listed about 1,500 villages ranging from twenty-five to. I,000 in- habitants, making possibly another 25 per cent. Many of these are only crossroads podstoffices, or little ham- lets with no postoffice, store or rail- road facilities, and some of the resi- dents are farmers. From the appear that about one-third of our popula- tion reside on the farms and their own supplies, one-third in the large cities to whom farm products must be shipped, and one-third in the villages and towns which may be supplied directly from the farms. If the farm products were all consum- ed within the borders of the State and each village could be furnished exactly what it required from its locality there would surely be a home market for one-half the prod- acts. Every grocer butter, and some fruit. Almost every village has a meat market, a poultry buyer, either a flouring mill, an ele- vator or a grain and produce buyer, and a live stock buyer. The larger place may have more than one buyer in each line. With 1,500 such plac- above it would raise buys eggs hauling and delivering is a short job in comparison to hauling it loose to the livery stables or to the citizen who has only room for one or two loads at a time. More and more milk routes are coming into operation which gather the milk and cream from the farms for the cheese and condensed rnilk factories and the creameries. The time is also coming when eggs will be collected regularly and often in the same way so that the cities may have guaranteed fresh eggs. Makers of first class dairy butter can con- tract it to hotels, restaurants, board- ing houses, grocers or private fami- and deliver at stated intervals. They are not obliged to take their pay in trade. Grocers and general merchants handle butter and eggs with little or no prospect of profit in order to secure the farmers’ trade. They are losing this hold upon coun- try customers from causes altogether apart from mail order buying. When a new order of business is establish- ed and the grocer buys only the but- ter and eggs needed to retail, and refuses everything which will not satisfy home trade, he may find it more satisfactory than former meth- ods. The problem which we are endeay- i i1e@S Estimates and Samples Cheerfully Furnished. Prompt Service. 19-23 E. Fulton St. Cor. Campau, Reasonable Prices. GRAND RAPIDS, MICH. en] ee @ i i i te te ep or er LO A Gasoline Lighting System That Requires No Generating Pull the Chain and it Lights Instantly No climbing ladders or chairs Is as convenient as electricity or gas and costs less than one-twentieth as much to operate. Looks like the latest Nernst electric arc lights. It will revo- lutionize the lighting of stores and homes. 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 Will actually run 4o to 60 hours Every outfit carries an eleven year guarantee backed by a responsibility that is unquestionable. The only objection to gasoline a Nickel a Week. on one gallon of gasoline. 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 Anyone MICHIGAN TRADESMAN 23 lages where rents are small, property low in price, expenses much less than in the cities, and where they can oversee their farms and secure their butter, eggs, fruit and vegetables from the same. Many other village residents have a garden, fruit trees, a flock of hens and some even keep a cow. Let us look at some of the things the grocer sells and see if they are home products. The canned beans, corn, peas, tomatoes, pumpkin, ap- ples and berries may come from dis- tant states. It is not home consump- tion but home canning factories which make a market for these. Then there is flour. How many people in any given village use flour from wheat grown in the vicinity? The grocer keeps the brands most call- ed for. It may be made in a neigh- boring village, a distant city of the State, or it may be Western spring wheat flour. He may keep all of these while another grocer handles several other brands. At the same time there may be a flouring mill in the place which buys its wheat from elevators in other parts of the State and ships the manufactured product to Eastern cities. There are some things in this con- nection which seem strange to the uninitiated. One dealer is shipping away produce to distant cities, while another in the same place sends away to neighboring towns to secure the same kind and quality to retail to his customers. How can merchants ex- pect the farmer to work with him to their mutual advantage when they do not co-operate among themselves? How can they expect him to confine his patronage to home institutions when the village people set him the example of demanding goods from abroad which are no better than home products and no cheaper? These suggestions are not put for- ward with the desire to prove either side of the mail order contention. Rather that we may understand it as fully as possible and adopt means best suited to each case to improve conditions. And we would not overworking arguments are already weak. That second advise which hand goods have been in use a long time may not prove that they are still good. The farmer needs home stores of all kinds, depot, bank, repair shops, mills, lumber yards, etc., nearly as much as he ever did. But the buyer who takes his products in the larg- est quantities affords him the best market, no matter whether con- sumed in the town or shipped away. E. E. Whitney. —_——_+ Householder Must Get Radium. Radium wonders never cease. One gram of radium emits each hour enough heat to raise a gram of wat- er 100 degrees, and one gram of em- anation is enough to melt a gram of ice.. Five and a half grains of radi- um would boil away a grain of water every hour; twelve evaporate a pound hour. A ton would boil away 200 pounds of water each hour, and it would serve as efficient fuel to warm pounds would of water every a house, do all the cooking and af- ford plenty of hot baths for a large family, not only during their own lives, but it would continue to per- form these useful functions for about twenty generations without mutch falling off. - Theoretically it will last forever, but practically it falls off in the course of a long time to a minute fraction of its original powers. It was Newton who first used the old English word ray in a definite scien- tific sense. He employed it either in the sense of undulations or in the sense of corpuscles. consist or it SO a ray may of shotout particles be a bundle of ethereal To radiate-is to send radio-active substance is one which is active in sending out either may vibrations. out rays; a rays. We do not, however, speak of a candle as radio-active, nor a teakettle. The word has come to mean capable of emitting rays which will effect the discharge of an elec- troscope at a distance. Jecquerel discovered that salts ot the metal uranium continuously emitted radiations capable of dis- charging an electroscope near which they were placed, but without tact. Mme. Curie discovered a stituent of pitchblende nearly million times more radio-active To this substance gave the name radium. con- con- two than uranium. she No one has ever seen the metal. No doubt it could be prepared, but its salts are too eostly to risk the experiment. It would probably be a white, hard, easily oxidizable met- al, much like calcium, for its salts closely resemble the salts of calcium. +22 —______ Use Pleasant Voice Over the Tele- phone. Written for the Tradesman. How few clerks there be who, in replying to a call over the telephone, so modulate the voice as to give an agreeable impression at the other end of the wire. The majority of store help pay no attention whatsoever to its cadences, delivering an answer in a lackadaisical, don’t-give-a-rap sort of tone, leaving the customer to in- fer that his question carries not an iota of interest for the hearer and that the latter is not only bored but really put out by the compulsion of giving it even a slight consideration. Now this telephonic communication ‘may hold in itself the nucleus of a large amount of future patronage, and yet that entire future trade depend- ing on this small politeness on the part of the clerk—courtesy due the veriest stranger—may be jeopardized by that note in the human voice which suggests, as plainly as woulda declaration, that its owner would much prefer not to be pestered with the necessity of replying. I had just such an experience re- cently with a clerk in a_ clothing store: ‘ashions change so radically even in a few weeks sometimes that I wanted to be certain that I should be getting the very latest production as to color in a certain style of four-in- ,hand. Also I wished to know the exact width T should select and re- ceive some information as to. the weave, also what price would pur- chase me a fine article, as I desired to send away, as birthday presents to three stylish young-men cousins, as many modish pieces of elegant- quality neckwear. Imagine my surprise and humilia- tion, on calling up a certain reliable store, to have the answer to my two or three brief questions so curt as to be brittle enough to break in two. Besides this shortness of speech, the intonation was such as to convey to me the extreme reluctance that the clerk whom I had rung up felt at be- ing obliged to answer. With a cordiality I could not feel, I thanked the man and hung up the receiver. Subsequently, more out of curiosity than anything else, as to how a sec- ond store’s employe would comport himself under the same enquiries, I called up another well-known estab- lishment and put to the one who an- swered the telephone the identical questions asked the other clerk. This one was all smiles—I could see them a mile away! He not only answered. the few queries I made but even volunteered so much advice on the subject of fine-quality neckwear in the prevailing fashion that I felt fairly steeped in information. No need to tell the reader where I bought the good neckties for my three men-cousins. No need to affirm where I shall place possible patron- age along this line in the future. No need to declare that my tongue shalk sound words of praise for the neck- wear department .of the store which keeps such a commendable clerk. Tony Woolin. a Catching the Idea. Teacher (after explaining the char- of the Pharisee)—-And mean acter now, a hypocrite? miss, a man _ wot he isn’t, but he ain't! a_i Love’s music is never perfect with- out the chords of pain. by what do we Pupil—Please, he is wot Says Blankets and Fur Robes This cold weather is what is needed to Send us your order to fill in be- fore your stock is too just move them. 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 Tradesman Company Grand Rapids 24 MICHIGAN TRADESMAN EMPLOYING RELATIVES. Charley’s Experience with His Wife’s Brother. Written for the Tradesman. “Now, Charley,” pleaded the wife of six months, “I don’t see why you can’t give Benton a position in the| store. He’s out of a job, you know, and I just know that he hasn’t a cent to his name.” The young shoe man laid down his paper and looked up into Ma- bel’s pretty face. Benton is his wife’s brother, and Charley had heard about him on many previous occasions. Somehow, Benton was always out of a job. “Why didn’t he stay in the place I got him down at Garlow’s?” he asked. “That old = skinflint!’ exclaimed Mabel, in fine scorn. “Why, he treated the poor boy shamefully!” “Oh, he did! What did the cruel man do to Benton?” “Why, he made him tug great bas- kets, and bags, and boxes, about the store morning, noon and night. And he had to be there the first one in the morning, and the last one at night. It is a shame the way the poor boy was abused.” “And why did he down at Victor’s?” “Oh, ne never stood any chance there. They kept putting new men right over his head, and never paid him half what he was worth.” leave his job “T’d like to hear what Garlow and Victor say,” grumbled the shoe man. “Your little brother Benton seems to butt into the worst places. in town, if you let him tell it.” “Now, Charley, you know yourself that you wouldn’t like to work for xither of those men. Benton stood it just as long as he could, because you got him the places, but he had ‘o quit or lose his self respect. I don’t see why you can’t give him a ylace in your store. He’s just the best boy! I know he’ll draw trade for you, for he’s ever so popular with the Beech street crowd. I should like to have him with you, dear, because you know so muca about business, and could teach him lots of things.” This was a bribe! Abribe of flat- tery. Charley grinned and turned to his paper again. Mabel was a fem- inine diplomat if ever there was one! “If you want to talk with him I'll tell ‘him to call at the store in the morning,’ added wifey, hopefully. “He'll be awfully pleased to get in with you!” Charley groaned in spirit, for he had his own notions about Benton. The young man had worked himself out of a dozen places in a year, and Charley was about tired of trying to do anything for him. He had never given the boy a chance in his own store because he didn’t like to mix family matters with business. Be- sides, Benton knew about as much of the shoe business as a cow knows of the crime of 73. “T’l] have him call on you in the morning, anyway,” continued wifey. “You give him a chance and you'll find him just the nicest clerk you ever had.” ‘Benton, and you'll see! “Are you sure that Benton would- n’t have to quit because of his self respect?” asked Charley, with a grin. “That self respect of his seems quite a burden to lug about.” “You're just as contrary as you can be!” complained wifey. “You wait until you get acquainted with You will give him a place, won’t you, dear? He really is an awfully nice boy.” Charley thought of a little slip in his cash drawer with several items on it, not remotely connected with Benton and various touches, but he did not tell wifey how well ‘he was acquainted with little Benton. “Send him around and I'll talk with him,’ he said, and went back to his evening paper. The next morning Benton walked into the store about 9 o’clock. He was tall and slim, and he wore his hair long and put oil on it. His nose was too short, and his man- ner was that of one who -is_ en- tering into his own after being long deprived of his rights. Charley did not like his looks. He couldn’t bear his air of condescen- sion. He objected to the way he wore his clothes. Above all, he dreaded mixing family matters with business. He wanted to please his wife, but he would ‘have paid Ben- ton a salary to stay away from the store rather than have him about. However, he met the boy with a friendly smile and set him to work. It took a long time to tell him about the goods and prices, and tue hundred and one things there are about a city shoe store, for the boy wouldn’t keep his mind on what was being said to him. During the fore- noon two pretty young girls came into the store and Benton left a customer to chat with them. In the afternoon a flashily-dressed fellow sauntered in and visited with the boy for half an hour. When he left there was a slip showing that he had been trusted for a pair of shoes. Charley called the new clerk over to the desk. “Look here,” he said, “no credit goes ‘here. Itold you about that this morning.” Benton drew his shoulders back with an air of inde- pendence. “He’s all right,” he said. “I don’t care whether he’s all right er not,” declared Charley. “I do a cash business. I wouldn’t trust my own brother.” “T’ll see that you get your money,” said Benton. “T’ll see that I get it Saturday night, when your salary will be due,” said Charley, provoked at the manner of the young man. “Oh, all right, if you want to do that!” Benton walked away without promises for the future, and without apologizing for his open violation of the rules of the store. Only for that little woman up at the house Char- ley would have fired him out of the store bodily. That afternoon Charley was called out of the store for a time, and when he returned he found Benton order- ing the old salesmen around as if he owned the store. They all knew that he was related to Charley by marriage and created no row, but at night the best clerk in the store walk- ed up to Charley and resigned. The merchant told him to wait a few days and went home with a grouch. The next morning Benton came in late, with red eyes and_ shaking hands. He had evidently been cele- brating his advancement in life. Char- ley began to see why he had not made good in the other places. He was careless, disobedient, and his habits were not good. Besides all that, he was possessed of an exag- gerated idea of his own importance. He was domineering and assertive without any excuse for it. Charley saw that it was up to him to divorce business and family and told the young man to get out of the store. “Mabel said I was going to stay here right along,” said the young man. “Get out!” said Charley, and ‘he closed the door with a bang. That night Mabel was cross at dinner, and Charley waited for the attack which he knew would come. Presently it did come. “You didn’t give Benton much of a chance, did you, dear?” asked the pretty wife. “Benton,” replied Charley, “is too elevated in intellect and manners for the shoe trade. He would have own- ed the store by now. He ought to get into politics and run a ring of tainted money experts. You tell him to keep away from the store.” “He isn’t likely to go back there, after the way you treated him.” “Took here, dear,” he said, “Ben- ton is all right, but he won’t do. Sometimes I think the human race is nearer to plant life than to the lower grades of animal life.” “What has that to do with the way you treated Benton?” “T’'ll tell you. I often think of plants when sizing up men. There’s the plant that grows in the strong soil, sturdy, fruitful, of benefit to the world. That is the industrious man of affairs.” “I think you’re horrid to call Ben- ton a plant,” said wifey. “And there is the plant that will grow in water. It looks just as bright and as thrifty as the plant that grows in the earth, but it is not. It doesn’t have the right sort of food. It is fragile and can’t endure the least ‘hardship. You know those men, dear. When you get down to the bottom, there is nothing to them.” “Indeed, I do.” Wifey was becoming interested. “And there is the plant that lives in a sponge, on hot air, in the dining room. It Jeoks all right, but it is worthless. shat is the man who breathes in whisky and _ cigarettes and cheap literature. He lives on hot air, and he is hot air, from feet to head. He’s not worth — shelf room.” “Yes, I know,” ventured Mabel. “T think you’re real smart to know so much.” “And that hot air man, Benton!” Then Charley had business in an- other room! Alfred B. Tozer. dear, is highest (UR grades of Flour are the prices are fair. _CERESOTA FANCHON BARLOW’S BEST and our Grand Judson Grocer Co. Rapids ‘eer oa MICHIGAN TRADESMAN 25 GOOD REPUTATION. It Is the Best Asset a Man Can Have, “After all is said and done, and all the puff and wind taketi out of stie- eéss talk, what is the best asset fon the young man starting in to take his ambitious way?” This question was asked of the head of a large mercantile establish- ment, a man as conspicuous for his success as for his distaste for any- thing savoring of publicity; arid like a shot came back the atiswer: “A reputation for being square.” That was getting the thing down extreme simplicity, and in this day of scientific courses in the art of being a success it sounded uncon- vincing. to “You don’t mean that such a repu- tation is the best foundation for a career?” The thin nose glasses came off their perch and became, as they al- ways do when their owner desires to be emphatic, a thing to gesture with, the iron gray mtstache grew a little more stiffened, the great man was if earnest. “I do mean just that,’ said he. “Squafeness and a reputation for be- ing sqtiare make the best thing that the beginner can have to-day. I don’t care what line he is going to start in, he is going to. start, whether he is going to sell shoes or make matches, cure disease, or de- fend criminals, whether he is going to work for somebody else, or wheth- er he is going to be his own boss; how to be square is the best thing he can’ be, to let people know that he is sqttare is the best thing he can do in beginning. Because this—the rep- utation, at least—is essential to a worth while success; and that’s what makes it so important. “You hear talk.now about shrewd- ness and the capacity for fooling a competitor being the great thing in business. Nobody places a_ higher premium upon shrewdness than my- self; nobody is more anxious to get the best of the other fellow when he’s against us and the trick can be done on the square. But here is whete the shrewd man and the man who overvalues shrewdness are apt to overreach themselves and to grief; too often shrewdness, sistently practiced, and depended up- come con- on, means crookedness in the end, and no one can be crooked and achieve and hold a worthy position in the business world. “All this talk about honesty hav- ing ceased to be the best policy ts about as worthy of thoughtful con sideration as the that there longer is room for the beginner. All these tendencies which a certain class of publications are showing of mak- ing heroes of business swindlers, of putting the sanction of publicity and public acceptance upon fictional busi- ness half-crooks, is merely another instance of a demonstration of the astigmatism with which even the best equipped intelligences of the day may be afflicted. “Tt isn’t a true sign of the times; it isn’t what is. purports to.be, a wail no chtonieling of the moment’s history. It's interesting reading. That’s alli. And the young man who allows him- self to be influenced by it in the slightest shows that his experience with the world has not been a round and complete one. For it’s experi- ence, business experience, the hard- est, fiercest kind of competitive busi- ness experience, that teaches a mah that no matter what he’s doing, or what he has, he ean’t afford to be anythirig, any time, atiywhere, but square. “It’s useless to maintain that there are not dishonest men who ate high up in the commercial world--tseless and foolish. Everybody knows that they are there, because wherever you find a certain number of human be- ings together you'll find one dishon- est one. But these men are near the top in their lines not because of their lack of squareness, but in spite of it. They're never really big men, but sort of half way big, men who’ve made so much noise that they’ve at- tracted more attention than their importance justifies. “T can name a few on this same street. I won’t do it; but as I run their names over now there isn’t one who isn’t second grade in his busi- ness position as well as in his char- acter. They've won stccess of a cer- tain kind; they’ve made some money. So has the successful bookmaker, the successful keeper of the tough saloon, But I don’t think we consid- er either of these lines as eligible to the average ambitious young man when we sit down to consider the question of success. “In the regular, established lines of business the dishonest beginner is a dead fish from the start of the race. The business world is a cold, clammy sphere. Its business is to make money, and one sure way to lose money is to deal with dishonest people. The business world doesn’t want to lose money, and so it does} its Lest not to deal with people who! The newcomer in any} field or in any line may be dishonest. | are dishonest. There always is that possibility. The business world runs no chances if it| cafi help it; it won’t enter extensive- ly into any proposition where the possibility of losing much money ex- ists. “Such dealing isn’t business, it’s speculating. So it watches the begin- tier. He is on probation. Let show that he is square, that he is nat-| urally honorable, or that he realizes| that the rules of the business game} require that he be so, and he will be) received with open arms. Let and Mr. Square is locked out. “And then he’s done for. If had got inside the gates he would have been all right for awhile at least, for a reputation for honesty goes almost as far as one for the op- posite. ning and he’s locked out for good. Let him try to break in, let the ques- tion of his credit come up, no mat- ter where. ‘Jones? Jones? says the credit man. ‘No, you can’t do any business with him. that settles it. “Take the employe—the beginner on a salary. In this house we make it a point of trusting our people as) early as is justified. We lose some- thing by this, of course, but it’s the| quickest way of finding out if they| If they are not, out they | go. no matter how small and insig-| For | the fact that they are dishonest shows | are honest. nificant the position they hold. that they are fools, and we can’t use| such in our business.” him | him | show just once that he isn’t on the| square, and, slam! down go the gates| 3 eginner-Who-Is-Not- | he| But locked out at the begin-| Hes bad. And) | | | simple, | Young man, be square! Don’t be though. Watch the other fellow like a cat, but be square your- And you’ll beat out the other if he’s dishonest. Martin —__.- > ____ “Yellow” Journalism To Date. We reproduce the following from a London daily paper: | All juvenile digestion records have ibeen broken by Master Charles Price, of Mansfield Road, Hagger- ston, N. E. Three weeks ago this rastronomic pioneer, who is only II of committed a trifling ault at school and yas placed in a Rather than stand himself with a brass chain, 9 linches long, which he threw into the air and repeatedly mouth. He did it once too often. Suddenly the class was alarmed by ihis screams—Master Price had swal- ilowed the chain. He hurried off to St. Bartholomew’s Hospital, |when he was examined internally iwith the aid of X rays. The doctors |held a conference, and an operation ibeing thought impossible, to every self. fellow Arends. 6 x | years age, f< corner. idle he busied caught in his was |one’s astonishment, instead of emet- lics, the lad was given doses of acid | i : oe | to dissolve the chain. The wonder- ful digestive power possessed |small boys, aided by the acid, has |performed the seemingly impossible, now the by land little Charlie Price has |proud distinction of having digested nine inches of brass chain. He is a walking crucible. Examination der the X rays now shows no sign of the chain, and yesterday he re- turned to school as well as ever. We the reader. tii- leave comment to the ———_» 2 ____ The kingdom of heaven is manifest in any city not by the height of the steeples but by the level of the peo- iple. IT WILL BE YOUR BEST CUSTOMERS, or some slow dealer’s best ones, that call for HAND SAPOLIC Always supply it and you will keep their good will. HAND SAPOLIO is a special toilet soap—superior to any other in countless ways—delicate enough for the baby’s skin, and capable of removing any stain. Costs the dealer the same as regular SAPOLIO, fut should be sold at 10 cen2.s—————_ What Becomes of the Coke? A teacher was explaining to class the various ways in which gas is obtained: “Much of the gas we use is tracted from coal,” she _ said, after the gas has been. taken out the coal becomes coke. In some parts of this country gas is obtained by boring deep holes in the ground and such gas is called natural gas.” cuddy. her ex- “and “Does the natural gas come from the fires down in the bad place?” en- quired a boy eagerly. “If it does, what does Satan do with all the coke he has left?” It is needless to say that the teach- er did not answer the question. a A Happy Thought. Stranger—My friend, why are you swearing so? Cussity—Why? Because ot 4 blank fool of a doctor. I got some pills for a pain in my back, and the directions read: “Take one a _ half- hour before you feel the pain com- ing on.” VULCANITE ROOFING Best Ready Roofing Known Good in any climate. Weare agents for Michigan and solicit accounts of merchants every- where. Write for descriptive cir- cular and advertising matter. Grand Rapids Paper Co. 20 Pearl St., Grand Rapids 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 good bargains in second hand cars. We also handle carriages and harness and gasoline engines. Write us if interested. ADAMS & HART 47-49 North Division St. If You Happen to need ; stock of ang-u coffee J that'll make your customers “sit up and take notice”’ teres “QUAKER” Brand COFFEE always ‘‘on top” Worden Grocer Co., Grand Rapids MICHIGAN TRADESMAN 27 Two Open Winters and Their Ef- fects. The year 1907 opened auspiciously for the juvenile division of the cloth- ing business. January and Febru- ary proved exceptionally good _ re- tailing months. The coldest weatl+ er of the winter came during these months and was helpful in enabling dealers to clean up pretty effectually the stocks that had been carried into the new year by an open winter. Many who had become conservative iii their buying during the old year weit itito the néw oe with such light stocks of desirable kinds that it became a matter of record quite, titiusual that the better class of deal- ers were ordering in their spring weights, and together with their wash goods exploited these lines at that time with fairly good results. Be- cause of this activity there came prompt demand upon wholesalers for spring shipments. Deliveries were for a time very backward on account of sporadic labor troubles. Because of the conservative buying pursued as a result of experiences had with an open winter, dealers went along cau- tiously with such stocks as taey had on hand, and there was consequently less than the customary amount of unloading. Stocks having been re- duced to staples were held on to as good spring property at full or near- ly full profit prices. A watm March and early Easter in a brisk spring opening, result tnat the volume of for the month phe- nomenally large for that month, the receipts being augmented to no small degree by the active sale of fancy reefers and coverts for juveniles and boys. But the gains of March were later discounted by slowness of busi- “ness during April and May, caused by unseasonably cold weather. Manufacturers, doubtless encourag- ed by the retail business of March, got out in April with their heavy- weights considerably earlier than it was customary for them to go be- fore their trade. But buyers were depressed by the way their business dragged along during that month and May, and the business on heavy- weights was more or less handicap- ped by the discouraged state of the retail mind, and orders did not run as large as they were expected to, and were particularly light on over- coats, owing to the stocks that had been carried over from the open win- ter and the caution it had prompt- ed. On suits the business secured was satisfactory. ushered with the business was But there was no active duplicat- ing for immediate needs, as buy- ers had been ordered to reduce their stocks and refrain from buying until seasonable weather made _ further transactions necessary. As the off weather conditions, how- ever, had only been playing hide- and-seek with the retailers’ business, the hot weather of June gave trade a wonderful impetus and at once car- ried the dealers into summer. Murky skies had been dispelled by sun- shine and warmth. Staples got and held a remarkably strong position, and together with washable stuffs brought tne sales records up to very gratifying proportions. Collarless suit styles met with a popular wel- come and established a_ decided change in juvenile styles. Yoke Nor- folks were prime favorites, and a large business was recorded on this style. The making of larger sizes for boys, short pants suits, up to 19 years of age was a feature of the year. Another was the taking up of youths’ clothes by juvenile houses that had not hitherto manufactured long trousers suits. Many tried to enter the high-priced field, witn the result that they found a rather lim- ited market for their products and were finally forced to sacrifice stocks which they had accumulated in antic- ipation of success. With the opening of tne fall sea- son only a few of the most prominent dealers in the metropolitan towns made effort to stimulate an early in- terest in new lines by attracting at- tention thereto in published an- nouncements to parents of school children, and inviting them to outfit tneir boys with new apparel for the new school session. Autumn dragged from its begin- ning, opening slow and continuing below the normal mark on the monthly averages. Then came anend to the optimism engendered by the prosperity of 1907, and which ‘nad grown finally into a disastrous de- gree of overconfidence, and the coun- try was seized with financial stom- achache. There has since’ ensued business conservatism that ex- tremely beneficial. Impaired confi- dence has resulted in a wiser dispens- ing of credits. Conservatism and re- trenchment are general and are sav- ing the health of the business. This changed policy on the part of retail- er, manufacturer and mill has result- ed in a material reduction of the vol- ume of the big spring business that was booked prior to the depression. High colors and attractive patterns had materially helped manufacturers to do a large business for the spring of 1908. And it was done in tne face of much complaint against the de- bauchery of fabric manipulations which was so widely deplored by both manufacturer and retailer. In a way the latter had becom the scapegoat of the craze for style, with high colors concealing counterfeit quality—Apparel Gazette. —_+~+.___- Give Your Firm a Fair Chance. In their dealings with large firms many people do not use the same frankness they would accord to in- dividuals. If he had cause of com- plaint against individual the straightforward man would go to the other man, state his cause of com- plaint, and give the individual a chance to defend himself before nurs- ing a grouch. But in the case of a large corporation the same straight- forward man would “have it in” for the firm without giving them a chance to rectify the mistake or to apologize for the impoliteness. is an Some time ago the manager of the men’s furnishing department of a large store met an old customer of his who frankly told the manager that ne no longer traded with his firm. He didn’t like the clerks in that store. A few weeks before he had into the store just at closing time. He had been busy with important matters all day so that he had been unable to reach the store before that time, but, being in need of a new collar, fe apologized to the clerk for bothering him at such a late hour, gone and stated why he was unable to make his purchase earlier. The clerk answered ‘that if he | | waited on everybody that came in at! closing time he never would get nome | As the customer knew ex-| at night. actly what kind of a collar and what size he wanted and the whole transaction would have taken but few minutes, ne left the store in grea afiger. as a + t The mantiager replied that his dis-| should have He business satisfied customer a complaint of the matter. mitted that it was his ad- to see that his clerks treated their cus- tomers with politeness, but said in defense that unless the customers made complaints when ill treated it was impossible for him to know of every case. The customer answered that he was “no kicker,” and that he prefer- red to take his patronage elsewhere rather than “to have trouble.” He scemed unable to grasp tne fact that he was doing the firm an injustice | by condemning the whole store on account of the fault of a minor em-| ploye. The men of authority in stores feel this injustice keenly, they customers without hearing tne complaint being given a chance to defend them- selves. M. S. Watt. for even or lose cause of ee Tommy’s Blunder. Mrs. De Smytne—Tommy, do you want some nice plum jam? Tommy—Yes, mother. “T was going to give you some to put on your bread, but I’ve lost the key to the pantry.” “You don’t need the key, mothcr. I can reach down through the win- dow and open the door from the in- side.” “Taat’s what I wanted to’ know. Now just wait until your father comes home.” —_—_ oO OO Nothing makes one more tired than living only for a rest. | made | large | To Whet His Appetite. A convict of a Western prison had been extremely refractory, and dif- ferent means were tried, without suc- cess, to break his spirit. One morn- ing the superintendent said to the warden: “That scoundrel, No. 252, is be having worse than ever.” “Put him on bread and water,” the warden. “But he is already on fast diet,” re- plied the superintendent. “Then keep it up and give him a cook-book to read.” a No man ever prayed who did all his praying on his knees. said There is no such thingas ‘‘Telephone Competition.’’ The proper phrase is ‘‘Telephone Dupli- cation.”’ Avoid it. “Use the Bell” ROWN PIANOS made in a factory that are has the finest and most com- plete privately compiled piano-building library in the country. Piano dealers know what this means. Piano players realize what it means when they play on a Crown Piano. Geo. P. Bent, Manufacturer Chicago Mo-KA COFFEE Tas Corpegis SELECTED & Nene» 1p syst THEMOSTASTIOn, Trane MARK REciSTERED A Trade Winner The Best High Grade Popular Priced Sales 100% more than last year. 25,000 sample packages given out at the Detroit Pure Food Show. ™ Coffee Ever Offered to the Trade fig Gedbsgeenmneeechennocarsanueeaensueseanseneeteee ee eee 28 PENOBSCOT PAIGE. One of the Forerunners of Early Days. Written for the Tradesman. Michigan was the Far West in the thirties, and the men and women who dared its wilds to build homes were even more adventurous than those who now go to the uttermost parts of the earth for that purpose. Big John Paige was one of the forerunners in the settlement of Western Michigan. He had no family attachments, however, and did not settle permanently in the new Land of Promise. He came, flourished for a time, making his mark on the ter- ritory between the lakes, then passed on to the Greater Northwest, finally ending his days amid the wilds of the Upper Mississippi. : The tall pine from the Penobscot was a character. He made his mark with a big M and the Indians had good cause to long remember the giant lumberman from the State of Maine, whose stentorian voice echoed through the pine woods like the roar of an avalanche as he urged his three yoke of cattle along the snow-cov- ered road before a tremendous jag of pine logs. More properly speaking, they were trees, since Paige followed the New England custom of drag- ging whole trees to the river before cutting them into proper lengths for lumber. There were six men from the Pine Tree State lumbering on the Lower Muskegon at an early day, and Long John Paige was one of them. Isaac Millard was boss, the stalwart Pe- nobscotter being a very efficient sec- ond. Millard’s men were often designat- ed as the “Big Yankee Crew.” They were a host in themselves, and were often called upon to try titles with other early loggers of the north woods. Many stories are extant of these men from the East. Meat for the camps was supplied by Indians in the shape of venison. Paige was a dear lover of this deer meat, but he put his foot in it early in the winter by frightening an Indian visitor away from the shanty. “All redskins are lousey,” was the common remark of Big John. Com- ing to the shanty one day, the big man encountered a native of the for- est just coming out. Paige raised up- on his toes, shook his finger at the in- truder, shouting in a voice of thun- der: “Marchee, blankety blank you!” The frightened redskin bounded ten feet into the air and ran like a deer. From that time not an Indian could be coaxed to come near the shanty occupied by the Big Yankee Crew. Paige’s companions took him to task for his brusque manners. It was un- pleasant to go without meat for the remainder of the winter, which they had to do. “It does seem as though your're al- ways making a muss of things,” growled Tom Earle, the smallest man the crew. “I’ve a notion to take you down and sit on you.” “Maybe you'd like to try it, old man,” jeered the big Penobscotter. The trial came later, when Paige and Earle tried out, the little man getting the worse of the scrimmage. in On MICHIGAN TRADESMAN Millard was not present at the time and was extremely put out about it. Earle afterward quitted camp, joining his fortunes with a rival camp. Mil- | lard said so much about the bullying | manners of Paige that that worthy at last turned upon his boss and at- tempted to throw him out of the shanty. : And then occurred as _ pretty a catch-as-catch-can battle as ever grac- ed the annals of the north woods. Some of the men offered to assist their bess, but that worthy cried to them to stand back. The big Pe- nobscotter found his match for once. The well knit and wirey Isaac Mil- lard gave him the surprise of his life. “Look, boys!” exclaimed one, “it is Kennebec against Penobscot!” At the end of the bout Big John found himself laid squarely upon his back, with the knee of his contestant pressed upon his breast. At the sight of the big man’s downfall a fierce and delighted yell went up from _ the throats of the other members of the crew. “Let me up, Ike, you’re the better man,” said Paige. Millard complied at once. Paige sulked for a day, after which he came to his conqueror and extended the hand of fellowship. “Tt served me just right, Ike,” said he. “I was full and didn’t know what I was about. Let’s be friends again.” “T am your friend, John,” returned the boss, “but if you lay your defeat to whisky, why we'll have to try it over again, that’s all.” “Oh, I don’t; I don’t,’ quickly cried the big Yankee riverman. “I hadn’t whisky enough aboard to make any difference; I own up that you are a better man than I am. Will that do, boss?” “That’s all right, John,” laughingly returned the boss, and from that time these two men were never at enmity. From that hour, too, the crew were under stricter discipline and obeyed the orders of their boss without a murmur. John Paige continued in the woods until two years later, when he de- parted westward, and his after ca- reer is involved in uncertainty. It was after this that Millard drifted to Grand Rapids and engaged in lumber- ing there for some years. One of his first adventures in the new country was to preempt a piece of land somewhere in the now town of Alpine. He begat clearing, think- ing to make a farm out of the wild land, returning each to Grand Rapids. Business day called him from his la- for several weeks. On his re- turn he was surprised and disgusted to find a log cabin built in his little clearing. Someone had jumped his claim. Millard went to the house and looked in. Nobody was at home. He debated the situation for a short time, then deliberatély took his ax, marched to a nearby big tree and be- gan choppng. He felled the tree across the house, smashing it to the ground. He then left the vicinity and never returned. Of course, who his rival land-grabber was Millard never learned. bors This pioneer lumberman was a tem- perance man, yet sometimes drank a glass of liquor when he felt the need. At one time, after a forty mile walk along an Indian trail through a dense forest with two feet of snow on the ground, Millard and two companions reached the Rapids in an exhausted condition. Entering a grocery they called for liquor, which was at once set out. Millard drank a tumbler of whisky, then washed it down with a pint of water which the counter in a tin cup. “Did you drink all that gin?’ sud- denly asked the merchant. “Gin! Why, I thought it was wa- ter!” exclaimed Millard. stood on “It was gin all right,” said the other. Millard’s companions were alarmed for their friend. They at once hastened him over to the near- by tavern and made ready to put him to bed and send for a doctor. “Wait until I need one, can’t you?” said Millard. “I feel first rate. Fact is, I ain’t the least bit tired some- how.” No physician was summoned. The man so full of liquor felt no effects from his big drink. His tiredness, in- cident to a long tramp, vanished and all the evening he enjoyed his good feelings with as clear a brain as he ever had. Millard’s theory, when speaking of that experience, was that the big dose of liquor served to overcome his feelings of fatigue with- out affecting his brain. J. M. Merrill. co a The logic of love convinces more than the love of logic. “W. J. NELSON Expert Auctioneer Closing out and reducing stocks of merchatidise a specialty. Address 152 Butterworth Ave. Grand Rapids, Mich. 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. lonia St. Our registered guarantee under National Pure Food Laws is Serial No. $0 Walter Baker & Co.’s Chocolate late preparations are ABSOLUTELY PurE—- free from ccioring matter, chemical sol- vents, or adulterants of any kind, and are 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. ne - ~N Registered U.S. Pat. Off. Mr. Retail Dealer: results. pense to merchants. chant only in a town. 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 that 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 exe We have just such a plan and proposition, including piano, for one retail mer- 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, II. aE The World Yields To a Pleasing Man. Pleasing manners and polite ad- dress have brought many men to the top notch of success, when without these qualities they would ‘have failed. There is something irresistible in the man who has a kindly smile, a cheerful word, and a hearty, open, honest way about ‘him. He _ capti- vates us, and we are willing imme- diately to confide in him, to take him unto ourselves as a friend and lay be- fore him our plans, and schemes, and doubts, and difficulties. Somehow he seems to weave a hypnotic spell over all who come within his influence. Such a man not only gets along well in the world himself but he is a mighty power in assisting others up the ladder of success. His cheery voice is an uplift to greater effort, and his own bearing is so contagious that every one within reach catches it, with the result that there are cheeriness and charm which drive away despondency and act as stim- ulants to incite all to do the that is in them. People of winning ways have such a peculiar charm about them that they never are refused favors when they can at all be granted. History affords many examples of men of pleasing address who succeeded sole- ly on account of this one advantage. David’s pleasing address found fav- or in the sight of King Saul; Paul before Agrippa was distinguished by his courteous bearing; Cicero was a man of high dignity and to his suave manner is attributed the great sway he had as an orator over the Senate; Virgil, the poet, was beloved by al! his friends for his gentle manner and sweet smile. a best In our own day we have many ex- amples of famous men who _ built their greatness on charming manners and winning ways. Gladstone was one of the most lovable of men, his look inspired confidence, and any one who had the honor of talking to the Grand Old Man of England carried away memories of that pleasing, mo- bile countenance—memories time could not obliterate. Daniel O’Connell, the Irish agita- tor, was another man of such a pleas- ing, winning personality that he was simply magnetic. O’Connell was a rough, yet kindly Irishman, and he had not a lineament of beauty in his strong, rugged, Celtic face, but no man ever had more attractive pow- ers than he. His voice used to sway tens of thousands to the depths of their souls. As a lawyer he was the greatest success of his day, his own fascinating personality simply won the jurors to his side, and so he sel- dom -lost a case. Enemies with up- lifted hands to strike him he disarm- ed with a smile, and they rushed to embrace him. It would be invidious to mention the great men of our own country at the present time who can attribute both their financial and social success to good manners and pleasing ad- dress. These have been the founda- tion stones on which our merchant princes and captains of industry first reared the nascent structures of their afterwards colossal progress. which MICHIGAN TRADESMAN In every age of the world polite- ness has paid. From the gray dawn of civilization to the present men have arisen at intervals who have towered above their fellows as an Aquonkagus over a Mount Wasaing- ton, and while not all of these were remarkable for graciousness of man- ner or pleasing personality, neverthe- less, in each and all were certain in- nate qualities which separated them from the rest. Every man has certain inborn char- acteristics which never can be eradi- cated, but waich can be and brought out. Thus developed the great men of history achieved fame. Some | gave more attention to one quality | than another, hence they excelled in some particular line. Beauty of character is inherent in every one, it is more latent in some than in others, but in all it can be cultivated and made to bloom as one of the brightest flowers in the gar- den of life. Ixemplar, Christ himself, the Great nurturd and tended this beautiful flower, and he was the most perfect gentleman this world has known or ever will know; he taught the lessons of gentleness and love; he was gentle with all, and the lit- tle children ran after him to touch even his garments. The true gentleman never forgets that he owes a twofold duty—a duty towards himself and one towards the world. He who thinks only of self and forgets all about others, or does not care if he remembers, can not lay claim to that name which adorns the species. The selfish man never can be a pleasing personality. He is wrapped up in himself like a caterpillar in the chrysalis and shows only the shell of his ugliness to the world. The public wants to see the bright side of a man. It neither wants him eclipsed nor gibbous, but with his full face turned towards the people, il- lumining them with the beams of a shining countenance. Mirabeau was the ugliest man in Paris, yet he was a prime favorite with the women account of his engaging manners and persuasive po- liteness. It was politeness and an uniform courtesy that gave Washington much of his popularity and contributed to his success. He was accustomed to salute his colored body servant. Henry Clay was noted for his fine manner. QOne day he and a friend were walking down the street when they met a colored man; the negro doffed his hat and Clay saluted in return, whereupon his friend ques- tioned him for thus ‘honoring a ne- gro. “What!” exclaimed Clay, “would you have me outdone in politeness by a negro?” on Lincoln, although without early training in society, cultivated the habits of gentlemanliness. When a man sent to him by one of the Sena- tors and in conversation uttered an oath Lincoln turned to him and said: “T thought the Senator sent me a gentleman. I see I am _ mistaken. There’s the door. I bid you good day.” Madison C. Peters. Y ( lian WigZs= WN | i Mua Mili... 3 — — "As Staple as Bread mal Mt lee fas f. { We fie: ti ’ Wii ANG ce MON Y nnn , Hi ; HN ili | } iy CORN SYRUP is the great everyday sweet for all peo- ple. Itis pure, wholesome, nutritious, delicious—endorsed by food experts. People who appreciate good foods insist on Karo. Can you supply them ? CORN PRODUCTS MFG. CO., Davenport, lowa. Have You Said This? ‘‘You couldn’t hire me to sell Ariosa Coffee because I can sell my own package coffee!” But see what the sale of your own package coffee loses for you: It loses the advantage of the advertising we are doing to your customers, all of which helps actively to sell Ariosa. It loses the selling force of the fact that every man, woman and child in your town has heard of Ariosa and knows what it is. And it loses the vouchers that come to you with Ariosa; vouchers that, if you will work hand in hand with us, will bring you several hundred dollars of merchandise every year gratuitously. Arbuckle Brothers New York MICHIGAN TRADESMAN TOLD BY A MILKMAN. Flat-Dweller Learns How Milk Is Kept Sanitary. Written for the Tradesman. Tommy, the young clerk who open- ed the corner grocery in the morn- ing, was not partial to the job. He declared that all the kicks were reg- istered in the morning, and that he had to suffer for the faults of the other clerks, and the boss, too. Particularly, he disliked Mrs. Mag- gie Scanlon, who lived in the first flat against the grocery, counting the roof. over from “She comes in here every mornin’, with a shawl over her head,” he com- plained, whenever he found any one who would listen to him, “an’ kicks about everythin’ in the bloomin’ shop. If ’er baby ’as ’ad the tummyache in the night, it’s the milk she bought "ere the evenin’ before. If man gets drunk an’ wipes ’er over the ’ead with a chair, it’s because the food he bought ’ere made ’im nervous.” The boss of the grocery bought the best milk he could get, but there was a kick on it in the neighborhood. He lost customers by telling some of the kickers that if they would occasion- ally purify the dishes they carried the ] oF milk home in, it might keep longer without getting sour, but it was Oi no use. One morning when the milkman was just going away, after leaving a couple of big cans of milk, Mrs. Mag- with her She and the head, little pitcher in her look in her “Y ou re gie came into store, usual. hand shaw! over her had a as eyes. the milkman?” she azked. nodde toward the door. He Mrs. Maggie heen The milkman -d and edged had met women like before. “We've the you just talking about you,” said woman, “and we've decided that quite a rake-off this nei ighbor- if gets ( in lucky doctor thz you sell milk.” Tommy stopped sweeping and lis- back the ears open wide enough to catch every lisp of the talk. The milkman heen policeman, and a hood. it is a a practice where tened, his to two, but his had a newsboy, a “barker” 4t the fair, talk himself. he would give and he was long on The boy knew that a good account of him- self. “The doctors say there’s nothin’ do- in’,” said the milkman. “The milk we sell is better’n goin’ to a ’ospital. It’s that pure that no other food or medi- cine is needed.” “Oh, I wasn’t going to say any- thing about its not being pure,” said Mrs. Maggie, giving the knot. of shaw! under her chin a twist. “I was thinking of asking you to change the color of it a little. It’s quite nice to have such beautiful blue milk, only it doesn’t match the paper on the din- ing room wall.” “Next week,” said the milkman, “we're going to give a pint of liquid paint away with every pint of our cerulean fluid. If you think best, we will send a man up to make a sketch of your dining room and send the milk in to match anything you see fit to put next to it. We’re in the market to please customers.” “Oh, you needn’t mind about that,” said the flat-dweller. “We can change the furniture in the dining room to match the milk. Anyway, it sours so soon that it doesn’t matter much what color it is.” “We're getting out a milk in lay- ers,” said the milkman, settling back on the counter, as if he enjoyed the symposium, “and if the top layer doesn’t suit you can flop it off and expose the next one. Of course, where the dining room is as large as 6x8 we give more layers than where we do business with a smaller one.” “Why, yes, I noticed that layer in- vention,” replied Mrs. Maggie. “The milk we get has been in layers for a long time. The first layer seems to be quite wet, but after that comes the chalk. Little Johnny found a lay- er of sugar in the bottom of the can the other morning, and I was going to ask how you could afford that, with only seventeen pounds for a dollar.” “Tt is expensive, but we have to do it,” replied the milkman. “Next month, if the panic floats away, we’re going to put coffee in for the third layer. Anybody who spends three cents for milk almost every day ought to have about everything in sight.” “There was a pure food man up in the building yesterday,” said Mrs. Maggie, “looking at some of your milk. He said it wasn’t quite so dead- ly as some other things if we used it before the microbes got big enough to eat up the stomach. I thought you'd like to know how kindly he spoke of you.” “He’s a fine fellow, that pure food man,” replied the mlkman. “He comes out to hold social converse with the cows about once a month. The cows like him so well that one nearly kick- ed his head off the last time he was there. You see, our cows are some like school boys: They don’t care for the hot bath, and the inspector insists on their having a swim and a massage every other day. Sometimes he remains for an hour or two and manicures the bossies all by himself.” “T should think it would be quite nice to give the cows a bath,” replied woman. “T just thought some- iing of the kind was going on out there, for I’ve been finding soap in the milk.” “Any 1 tne 1 +7 soap you find will be set down in the bill,” said the milkman. “We can’t furnish soap for large fam- ilies with milk only six cents a quart. If you find any whitewash just let me know. We’ve been redecorating the cow houses, and some of the white- wash may have washed off.” “There isn’t anything so healthy as lime in the milk,” said the woman. “T shouldn’t wonder if you could get quite a lot of wood by straining your milk, though, for we often find large pieces of pine in it. T don’t suppose you have more than fifty cows in one small room without a floor?” “Every cow has an alcove bedroom and a private bath,” replied the milk- man. “We’re going to put carpets on the floors before the pure food man comes out again. The men who do the milking are sterilized by a committee of surgeons from Butter- worth Hospital every time they go to the cow houses. We're going to have our milk up to standard if we don’t make a cent.” “Yes, I thought you had doctors out there,’ said the woman. “Your milk smells like the back room in a dry-county drug store. I suppose you read good books to the cows while they are being milked?” “We have a brass band for them, madam,” replied the milkman. “We are going to hang old masters on the walls for them to gaze at just as soon as we can get a cargo from tae other side.” “J ” think you’re about the best retorted the woman. “I’ll tell the neighbors how careful you are of the cows. I suppose you keep men watching the well, too, so that the milk won’t get contaminated witin water?” ever, “Oh, we pulled up all the wells and carted them off the farm,” replied the milkman. “They’re piled up in a row just over the county line if you should want one. We get our water from bubbling springs and distill it for the use of the cows. Of course, if the customer lives six in a two- room flat, under the roof, rain may drizzle into the milk, especially if the fire escapes are used as refrigerators.” “Tm awfully glad I found out about the distilled water,” said the woman. “T have been accusing the water of in- noculating it with funny little in- sects, but now I think it must be the ice. Still, it doesn’t seem as if a frog two inches long could live long in a cake of ice.” “I’ve known animals to materialize out of the city tap,” replied the milk- man. “Have you ever tried washing your milk dishes now and_ then? About once every three months is about right, I guess. And it migat be a good idea to keep ice in flat. I'll bring you a letter from one the , of the cows the next time I come, and a picture of the upholstered beds where they sleep.” “Oh, never mind that. We'll be satisfied if we get milk from the cows. I presume the preservatives I find in the milk get there by way of the hot baths you give the cows? Of course you wouldn’t put them in- to the milk.” “We're going to have a new brand of formaldehyde next week that will keep milk until it gets bald headed. In the meantime, get along with ‘nalf a pint a day if you can. Milk is go- ing up every week—upstairs.” The milkman made for the door and got out before the woman could get hold of him. As he disappeared she turned to Tommy: “Did you ever hear anything like it?” she asked, with a frown. “No,” replied Tommy, truthfully, “T never did.” Alfred B. Tozer. —__ —_ >= _ He Came Back at Her. J. McKee Borden, Secretary of New York Department of Charities, was talking at a dinner about beg- gars, says an exchange. “Many of these men, of course,” he said, “are humbugs, and we do well to refuse their requests for help. What excellent digs, though, they sometimes give us in return. “IT remember the case of a farmer’s wife who refused a tramp a night’s lodging. “Well, then, ma’am,’ said the tramp, ‘would you mind if I slept in that big meadow there behind your barn?’ ““No,’ said the woman, ‘you may sleep there if you like.’ ““One thing more, ma’am,’ said the tramp, ‘before I say good-nigat: Will you please have me called at 4 sharp? I want to catch the cattle train to market.’ ” 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 Putnam’s Menthol Cough Drops Packed 40 five cent packages in carton. Each carton contains a certificate, ten of which entitle the dealer to Price $1.00. One Full Size Carton Free when returned to us or your jobber properly endorsed. PUTNAM FACTORY, National Candy Co Makers GRAND RAPIDS, MICH. BUYING BY MAIL. Seek the Causes in Order To Remedies. Written for the Tradesman. The physician should know what is the matter with his patient before he prescribes a remedy. In other words, he should diagnose the case. times this is very difficult. He can not decide immediately. He must enquire into the past ‘history of the patient, learn how long he has been ailing, his occupacion, habits of liv- ing, previous treatment and many other things. Having decided the ex- act nature ef the malady, he must al- so decide whether medical treatment will be of any avail. Knowing the disease, knowing the effect of his med- icines and which are adapted to the particular case, he proceeds gently. Apply Some- intelli- Mail order buying has developed to such an extent that it has become a malady injuriously affecting many a merchant’s trade and threatening the existence of various small stores. One person after another comes for- ward with plans which he declares will remedy this evil. Like patent medicine advertisements, they sound very fine, but the merchant who tries one of them may find that it does not have the desired effect. It not fit his case or else he does not know how to apply it. Every merchant should study the causes of this evil until he is sure he understands them. If he finds him- self to blame for any of these he may be able to eliminate them. If fellow dealers or townsmen are part- ly responsible he may be able to se- cure their co-operation and improve faulty conditions. If he comes to the conclusion that he is unable to cope with mail order competition and can not do a satisfactory and reasonably remunerative business be- cause of it, he should plan to get from under—get a location where it will not affect him or take up some other occupation. does Let us see if we can discover any of the causes of this malady. Why does the farmer patronize mail or- der houses? The following are some of the reasons: The mail order concerns advertise. They advertise constantly and abun- dantly in the field they seek to sup- ply. They advertise everything they have to sell. They give extended de- scriptions and illustrate freely the va- rious articles. The farmer believes he is saving money. He thinks he is getting as good goods as the home stores sell at a lower price. He does not know that many kinds of goods are made of the cheapest material on purpose for mail order houses. He does not know whether he can find everything he needs in the home stores. He does not enquire. He does not apprciate home stores. He may “miss the water when the well runs dry.” The Grange—otherwise the OrJer of Patrons of Husbandry—still teach- es that a large share of the “middle- men” are useless and expensive fac- tors in transmitting goods from man- MICHIGAN TRADESMAN ufacturer to consumer. The catalogue houses teach that the local retailer is an unnecessary ‘‘middleman.” Farm papers and others advertise largely implements, machinery and other goods which are not sold through the regular wholesale and retail channels. Some may be sold by agent-dealers in the home towns and some may not. These papers help to form or encourage the habit of buying by mail. very plan which promises benefit to the farmer must be tried out. It may take several years for a man to discover that he gains nothing by mail order buying. Before he tires of it his neighbor may begin Circulars, e“*~ertisements and cata- logues extol tne merits of the wares offered for sale in such glowing terms that the farmer imagines them to be far superior to those which he finds in the home store. The other fellow always has a bet- ter job; the distant climate the most agreeable; the residents. of other sections make money _ easier, and the goods in another town are better than those at home. This is human nature. is The farmer has a grievance, real or imaginary, against the local mer- chant, and will not deal with him if he can possibly avoid it. He tells his neighbors how he has been wrong- ed or cheated by the home dealer, but if he gets taken in by an adver- tisement or a mail order house he keeps mum. Many a farmer has grown up with the idea that the storekeeper does not work for a living, but lives off the laboring man. He is envious of him and thinks that if he himself had the capital or the education he would quit farming and go to keeping store. Some farmers’ idea of business that it is a game in which the shrewd- est win. Let the other fellow look out for himself, is their motto. They can not or will not believe a mer- chant who professes to look out for his patrons’ best interests. He imagines that a merchants’ as- sociation is a combine, a trust, to force greater profits from customers. Many do not understand the true causes of rise or fall of the mar- kets, and blame the merchant or prod- uce buyer for conditions altogether beyond his control. From the gorgeous window trims, the expensive show cases and fixtures, the magnificent appointments of some stores the farmer argues that profits are excessive. And it is often true that the plain, unpretentious stores sell on a closer margin. Those who cater to wealthy patrons can not ex- pect farmers and laboring classes to help foot that expense. The general store saves the farmer much time in trading, and perhaps he does not fully realize that where there are several stores carrying dis- tinct lines these offer more complete assortments, which may be to his ad- vantage. The farmer can take his catalogue and sit down at home of an evening or on a stormy day and make up an order of things he needs and not delay his farm work by going to town and spending the whole day go- is ing from store to store to find the same articles. The idea of reciprocity is entirely foreign to some people. Could they be persuaded that they would receive more than they gave they might prac- tice helping other people. The dealer who has much money invested in reliable, up-to-date goods, which will fully serve the farmers’ purpose, not, except special cases, send away for a single article for a customer. The farmer can not always see it that way, and goes off with the idea that the merchant is not very accommodating or does not want this trade. can in Some people want all the benefit of community enterprises, but do not care to bear any burden or share of responsibility. The farmer thinks 10° per cent. above wholesale prices ought to give the merchart a good profit. He will not know unless he tries storekeep- ing himself that 10 per cent. barely pays necessary expenses and leaves nothing for him to live on. it Sometimes is true that mer- chants drive away trade. There are misfit merchants and tricky dealers, just as there are scheming and dis- honest farmers. Human beings are not perfect, and many well meaning people do not hitch with their neighbors. Some of these may never have thought of their obligations to home institutions or of the benefits which they derive from having stores and repair shops close at hand. And most deplorable of all, some 31 men are very obstinate. If they find they are doing something which dis- pleases or injures others, for that reason alone they keep on doing it. Some men use the mail order cat- alogue prices to bluff or worry the home merchant. They not take the trouble to send away for goods anyway, but they want him to know they posted Many things the tions of which the heard and never felt the need Some, indeed, are very useful the home merchant might the first to introduce them. Doubtless there are other reasons than the above, but in many cases there may be but two or three which influence the individual. Could the merchant discover these he might be able to apply remedies which would correct the mail order evil to a large extent in his own locality. E. E. Whitney. ———+->~—___ Obstacle is often only another way of spelling opportunity. would are on prices. catalogue men- farmer never of. and well be . s The Sun Never Sets , where the Brilliant Lamp Burns And No Other Light HALF SO GOOD OR CHEAP It’s economy to use them—a saving of 50 to 75 per cent. over any other artificial light, which is demonstrated by the many thousands in use for the last nine years all over the world. Write for M. T. catalog, it tells all about them and our systems. BRILLIANT GAS LAMP CO. 24 State Street Chicago, Il. ie i i { 38 Hl i a. Ami SVN HUZ ‘a ete fo CTs are used to place the same price. tion. Coupon Books cash basis and do away with the de- tails of bookkeeping. you to thousands of merchants who use coupon books and would never do business without them again. We manutacture coupon books, selling them all at send you samples and full informa ‘b Tradesman Company Grand Rapids, Mich. your business on a We can refer kinds four of We will cheerfully 32 MICHIGAN TRADESMAN WHY HE STRUCK. One Day as a Bill Collector Was Enough. Did you ever, you fellows who sit in the office and handle figures, or yeu fellows who stand back of the counter and handle goods, did you ever stop to think about the fellows that the firm has on the outside go- ing around and handling the collec- tion end of the business? Probably, yes. You've thought: “Gee, but those collectors have a_ snap. All they've got to do is to come into the office in the morning and get their bills, hop on a street car and go around and around again, Willie, stopping here and there to get some money, then after they’ve enough time, come into the office and report and go-home. A cinch! And here we've got to stay indoors all day and plug away like sin.” I know. I used to think that way myself before I put in my first day as a collector. I had sat at a clerk’s desk for two years and I was pretty sick of it. The monotony of the work and the small prospects for any substantial position or salary had discouraged me, as _ it does most clerks who have had this amount of experience at the work. I wanted something different, some- increase in thing with more variety in the work | and more chance for promotion. I[ was tired of indoor work; I wanted something outside, and I _ looked around and there was the collecting department, and Oh! what a lovely thing it must be to be a collector, I thought. So I sought a change to that de- partment. The man in charge of the collections said: “Have you had any experience in| 599 this line of work? Of course I hadn’t; but I knew I could learn if given a chance. “Well, do you think you would like collecting?” Like it? Why, if there was any- thing in the world that I. would like above all others it was collecting. “How do you know, if you’ve never had any experience?” Of course I didn’t know how I knew, but I was sure of it, just the same. “Well, this work is all right if like it,’ said the man. “And you possibly can make good, if you like it. Anyhow, if you want to take the risk of giving up a sure thing for an you experiment, I’ll give you a trial. You | can begin to-morrow morning. Get down at 9.” Get down at 9! Bankers’ hours! And I had been killing myself for two years collecting? What a foolish question I was surprised the next morning at the size of the bunch of state- ments that was handed me. “Do I have to see all these people to-day?” I asked. “You'd ought to, course some of them may be out.” “I mean, have I got to go to all these places to-day?” “That’s the regular day’s stunt,” was the answer. “They’re put in or- killed | trying to ring in before | the time clock struck 8. Would I like | although of | der for your route. Begin at the top and go through to the bottom.” I looked at the first address and |saw that it was way down in a side |street near the southern end of Hal- isted street, so I jumped on a car and 'was off. I was a collector at last, iand I felt pretty good. At the end ‘of the car line I got off and began 'to look for my first stop. There was /not much in sight but prairie, and I ‘asked the saloonkeeper where _ the 'place was. “Right off there,” he said, pointing ‘at nothing somewhere to the south. “How far?” “Oh, about two miles. |to walk. ‘out there.” Did you ever walk two miles on (that soft bottom prairie down near jthe Little Calumet? That must be a ipleasant country—for ducks and | geese. For a man with a pair of thin ‘shoes it’s different. As near as I ‘could estimate I carried four pounds of black mud on each shoe when I ‘found my store, and already I had |begun to wonder if this collecting | game was such a cinch after all. And, toi welcome me, that storekeeper just | said: “Rause mit you! iplace! You'll have There isn’t any car line Get out of my I don’t pay for dose goods until I got ready. Dey war rotten!” I had figured on sitting down for ;a rest and a little talk at the end lof that stroll, but it was not to be. ‘Out on to the wet prairie I went again to walk back to the end of the car line and go east to hunt up another address. My reception here was something different from the first one. “Oh, so you’re the collector for |Slap & Bang, are you? Glad to see you, sir; glad to see you. I always am glad to see people from that firm; inever had dealings with a firm that lwas so square and upright and so generous in its treatment of its pa- trons. No, sir; they use you right when you do the same by them. “But about this bill, my boy—you are new to this work, aren’t you? Ah, of course. Then you couldn’t know about my arrangement with the firm. It’s all right; you needn’t apologize, |you didn’t know. I’ll keep this state- iment; thank you for bringing it out. “That’s all right; you can tell the boys in the office that there’s no hard feelings on my part for the mis- take they made; none at all. Tell them that, will you? Thank you. |Good day, good day to you.” | I didn’t get a grip on myself until jhe’d closed the behind me. i Then I had a suspicion that I’d been iconned, but it was too late to go 'back, and I went on my way feeling ‘sore and a little discouraged, door All that day it was about the same. |Somehow our customers seemed. all |to be off on a side street, where I had |to walk a mile to get at them. And |somehow they seemed to be able to |get rid of me before I could make ithe talk that had been drilled into ime in the office. At last I resolved |to do the talking myself. I went in | to one man, presented the statement and said: “We've waited long enough for ‘this little bill now, and I don’t want to be put off. I want the money or a check to take back with me, and no excuses go.” That man looked at me for a whole minute. Then he said something, and did something. So did I. I beat him to the door; I was a lightweight and had the advantage of speed. But it was such a close call that I didn’t care for it. I went sadly back to the office. I had tried to collect some- thing like forty accounts, and I had got just six. I was going to quit; the collector’s life was not for me. The boss looked up at me in amaze- ment. “What? You got six of those old accounts? Six of them! And we'd given up all hope of getting one. You’re a hit; evidently you’re cut out to be a collector.” Evidently I was, for I’ve been at it for three years now. But it took me a long, long time to begin really to like it—as I was sure I was going to do from the beginning. George Donahue. —_e-~-___ Acquiescent. “I don’t believe in these lovers’ quarrels,” remarked Mrs. Jones. “John and I never had the slightest difference of opinion when we were courting, did we, John?” “No, indeed,” assented John, “but we've made up for it since, Maria.” Cameron Currie & Co. Bankers and Brokers New York Stock Exchange Boston Stock Exchange Chicago Stock Exchange N. Y. Produce Exchange Chicago Board of Trade Michigan Trust Building Telephones Citizens, 6834 Bell, 337 Direct private wire. Boston copper stocks. Members of CHILD, HULSWIT & CO. INCORPORATED. BANKERS 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 BELL 424 MICHIGAN TRUST BUILDING, GRAND RAPIDS Successful Progressive Strong Capital and Surplus $1,200,000.00 Assets $7,000,000.00 No. 1 Canal St. Commercial and Savings Departments THE NATIONAL CITY BANK GRAND RAPIDS Forty-Six Years of Business Success Capital and Surplus $720,000.00 Send us Your Surplus or Trust Funds And Hold Our Interest Bearing Certificates Until You Need to Use Them MANY FIND A GRAND RAPIDS BANK ACCOUNT VERY CONVENIENT Handling Customers in a Shoe Store. Handling customers is an impor- tant factor in the success of a shoe store, because there are a right and a wrong way, and if the latter method is in vogue the establishment is cet- tain to lose trade. Rules for selling shoes are impos- sible to formulate. What will im- ptess one customer will utterly fail with another. One man wants the clerk’s advice; another resents it. A thitd is impressed with a shoe if the salesman admires it on his foot; a fourth becomes suspicious of any- thing that the clerk praises. Conse- quently, tact is needed; that indefina- ble characteristic that is born in a man and rarely cultivated. The ideal shoe clerk is an adept reader of human nature. Hence, ideal shoe clerks are rare. He must know when to praise and when to keep quiet. He must understand how to please children, and through the chil- dren to manage the parents. He must size up the “purchasing power” of the customer independent of what priced shoe is asked for, sold sold cus- Frequently $3 shoes are where a good clerk would have a $3.50 or $4 pair to the same tomer. When this occurs in fifty cas- es the loss to the establishment be- gins to be felt. A man enters a store and says he wants shoes. Too often the clerk un- derestimates the customer’s purchas- ing capacity. Because he does not wear a swell coat and nobby hat the salesman concludes that $3 is about his limit. He produces $3 shoes; the customer likes their appearance, and MICHIGAN TRADESMAN A good rule is to always begin on a customer with a high-priced shoe. Even if it is rejected, it will relieve the store of blame, in the customer’s mind, if the lower-priced footwear fails to give satisfaction. There is another advantage in this system: Suppose a $5 shoe is shown. (That is high-priced footwear for the ordinary run of trade.) The custom- er will say that it “is more than he wants to pay;’ nevertheless, he is impressed with its appearance, and the clerk’s description of the shoe. He volunteers the information that a $3 shoe “is about what he wants.” The clerk says he but he returns with selling at $4 and the shows the $4 shoes first; then the others. Now, the talk about the $5 footwear has impressed the customer with the value of good leather, and the chances are almost even that he will take the $4 shoes instead of a $3 pair, as he originally intended. If a customer can once be persuad- ed to buy the better class of goods he will not return to the cheaper shoes. Moreover, the store will hold his custom because the shoes that he buys are sure to give satisfaction. Of course, a lazy clerk will not go to all this trouble. His object is to dispose of customers as quickly as can be. Nor is it possible to give this attention to a patron during a Saturday rush; although even then an effort should be made to sell the best shoes.—A. B. Northfield in Boot and Shoe Recorder. —_— ——_2> > The Driver Wept. The coolest thing that has happen- ed for some; time occurred a few days ago in a provincial suburb. The electric car system has just been installed there, and the drivers and conductor go about their work with a great air of dignity. This ac- will get a pair, two pairs; one other at $3. He A Talk About Rubbers The durability of a rubber shoe is deter- mined in a great measure by its fit. Wherever it bulges or wrinkles it will crack. When it cracks it leaks. You lose. HOOD RUBBER COMPANY BOSTON. OLD COLONY RUBBER COMPANY BOSTON U.S A. TRADE MARK, Ui 6.A- TRADE MAR are perfect fitting because: They are made over scientific shoe lasts. They are made according to measurements that correspond exactly with your shoes. The vitality of the stock used makes the rubber keep its shape and wear well. We are selling agents for Michigan. Grand Rapids Shoe & Rubber Co. Grand Rapids, Mich. + resem Shoes With an co..* | centuated the audacity of a certain workman who was wending his way | GRAND RAPIDS SHOE. the sale is made. Assured Future A clerk of greater experience nev- er judges a mans or woman’s pocket- book by their clothes. He knows that the nobby dressers too _fre- quently have all their surplus cash upon their backs. What is more im- portant to his employer, he realizes that many poorly clad persons have money in bank. He knows that they will buy good shoes because they are the cheapest. In other words, the higher priced footwear wears the longer, and is the best investment for an economical customer. Popular-priced shoes do not wear any too well. Hence, if the makes the mistake of showing the customer a popular-priced article, he will probably make a sale; but the shoes will not come up to the high standard that the patron has been ac- customed to expect, the buyer will come to the conclusion that “Smith’s shoes are no good;” will inform his friends of the fact, and never enter the store again. This happens in hundreds of cases where popular-priced shoes are sold, although the proprietor never learns of it. But he is uncomfortably aware of the fact that his trade, for some unknown reason, is gradually falling behind its old standard. - clerk homeward, carrying his kit. | As a car approached in all its glory of a fresh coat of varnish he held up his hand, and the car drew up smart- ly. But the man did not get aboard. He had a tobacco pipe in one hand and a match in the other. He coolly struck the match on the side of the car, and said to the driver, between puffs, “All right (puff)—gov- ernor, you—can—go on!” In a Manner of Speaking. A Scotch witness was being ex- amined as to the sobriety of the de- fendant, and in his anxiety not to express an unfavorable opinion, had made so many evasive answers that both judge and counsel became ex- asperated. “Now, sir,’ cried the judge, ‘“ans- wer the question. Was he or was he not intoxicated?” “Aweel,” said Sandy. “I wullna deny that he was intoxicated in a manner o’ speaking.” “And pray, sir, what do you mean by that?” roared the justice. “T mean,” Sandy replied, very calmly, “that he could walk straight, but he couldna talk straight.” d9 ————-—22 The man who accomplishes things has learned to labor while he waits. i Pleased patrons work unconsciously in your behalf. If their shoes satisfy them they tell others how good they are. A great part of your success as a merchant consists in your ability to sell shoes of an as- sured quality, shoes whose style, fit’ and dur- ability are of extra good value for the price you ask. Our business is the manufacture and sale of shoes of just this character. We have the good will of our customers, gained by a strict adherence to our rule of quality first, last and all the time, and they in turn secure the good will of their patrons by selling these safe shoes. Safe because on the feet of the wearer they have an assured future, a future based solely on good shoemaking, good leather and the foot comfort we put into them. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. Abuses Peculiar To Live Poultry Shipments. Mention was made some time ago of efforts on the part of the Amer- ican Humane Socitey to secure the passage of a law regulating the ship- ment of live poultry. As stated at that time most of the live poultry coming to this city is forwarded by freight in the patent cars designed especially for the proper carriage of the poultry and in all cases stock ar- riving by freight is accompanied by men in charge to feed, water and care for it in transit. It is stated, however, that live poultry shipped in- to some Western cities by freight where the time of transit is shorter— is forwarded witnout proper facili- ties for feed and water. And there is also criticism that express ship- ments of live poultry to this market from points at a considerable dis- tance are often made in improper coops and with no provision for feed and water, with the result that the stock sometimes arrives in bad con- dition. There appears to be very little reason for complaint as to the handling of express shipments to this | market from nearby points, whence the stock is in transit twenty-four hours or less, and some years ago express service for live poultry ship- ment to New York was confined chiefly to nearby points of supply. But about three years ago, through the efforts of certain receivers, a con- siderable reduction in the express rate on live poultry from _ distant points was secured, as a result of which many of the smaller poultry- men in Ohio and Indiana and even arther west and southwest,.who had formerly been dressing their stock or shipping it to nearby cities, began to forward stock alive by express to this market. There has since been a2 very remarkable increase in the quantity of express poultry arriving here and whereas formerly the sup- ply of express stock amounted to only two or three full cars a week it is not unusual now, on favorable mar- kets, to receive theeequivalent of eight or ten cars in a week. Much of this express poultry now takes two or three days or more to come through from the Western shipping points and it is asserted that no prop- er provision is made for food and water, with the result that it often arrives in poor condition and unfit to be marketed until fed up and wa- tered for a day or two. Instances are reported where the stock has been actually sick and unfit for food. So far as these abuses actually ex- ist it is clearly for the interest of the trade—hboth receivers and shippers— that they should be corrected, not only for humanitarian reasons but in furtherance of proper trade methods. —N. Y. Produce Review. ————i-<—_—_. Large Increase in Output of Sugar. Saginaw, Jan. 13—The beet campaign in Michigan is over. |from weeds, the sugar | pending more upon the care the beets jreceive than anything else. | paid a flat rate, they say, the farmer |could let his beets go to weeds and lattain their growth without any at- ‘tempt to develop. their iquality. It is /may revise their demands and ask \for lar content, although in some MICHIGAN TRADESMAN are two or three factories still slic- ing and there is usually a straggler that works into February, but nearly lall of the sixteen factories in the State finished their runs this week. Figures now available in this city, which is the center of the industry, indicate that the sugar output ‘aas broken all records and that the com- panies have had the most successfu! and profitable year of their history. The present estimate for the total Michigan output of sugar is 187,200,- ooo pounds. The campaign of 1906-7 produced 177,383,000 pounds, so taat this year’s output is approximately 10,000,000 pounds greater. The Michigan Sugar Co., whose headquarters is in Saginaw, and which owns six of the sixteen fac- tories in the State, will this year pro- duce 70,000,000 pounds of granulated sugar. Its plants have sliced about 286,000 tons of beets, tor which the average price paid to the farmers was $5 a ton, making $1,430,000 received by growers from this company alone. The output of this company is an average of 11,700,000 pounds of sugar |per factory, and it is stated by offi- cials of the company that this aver- age will apply to all the factories, which gives a total output of 187,- 200,000 pounds for the State. Inas- muca as about the same price as last year, the value of this product will be in round figures $8,500,000, an increase in value of about $500,000. The farmers will get about $4,500,000 for their beets. The local factory at Carrolton, con- sidering its capacity, made one of the best runs in the State, turning out close to 14,000,000 pounds of sugar and slicing 55,000 tons of beets, an average of Ioo tons a day more than |last season. Another big record was that of the Caro plant, whic sliced 53,200 tons of beets and made 13,400,- 000 pounds of sugar. Farmers re- ceive from each of these factories about $275,000 for their beets and fac- tory labor was paid about $130,000 by the two. The Michigan Sugar Co. is con- tracting for beets and says the acre- age for next year will show a sub- stantial increase over that for 1907. None of the companies in the State will, it is said, grant the demands of the farmers, already made in cer- tain localities, for a flat rate of $6 a |ton for beets. They say that under /no circumstances could a flat rate be paid for beets. In that event farm- ers, they contend, would merely strive for bulk and endeavor to raise the largest possible quantity of beets. | This is obtained principally by culti- | vation and keeping the beets free content de- sugar is If they saccharine possible the farmers higher rates based on sug- parts of the State they are threatening to “strike” and raise no beets the com- sugar ling season unless the $6 flat rate de- There |mand is granted, 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. 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. (YX) TRAQE MARK Dairy Feeds are wanted by dairy- men and stockfeed- ers because of their milk producing value. We make these a specialty: Cotton Seed Meal O. P. Linseed Meal Gluten Feed Dried Brewers’ Grains Malt Sprouts Molasses Feed Dried Beet Pulp (See quotations on page 44 of this paper) We Are Buying Apples, Peaches, Pears, Plums, Grapes, Onions, Potatoes, Cab- bage. CAR LOTS OR LESS. We Are Selling Everything in the Fruit and Produce line. Straight car lots, mixed car lots or little lots by express or freight. OUR MARKET LETTER FREE We want to do business with you. You ought to do business with us. COME ON. The Vinkemulder Company Grand Rapids, Mich. Straight car loads; mixed cars with flour and feed, or local shipments. Samples if you want them. Don’t forget We Are Quick Shippers Established 1883 WYKES & CO. FEED MILLERS Wealthy Ave. and Ionia St. GRAND RAPIDS, MICH Office Stationery Letter, Note and Bill Heads Statements, Envelopes, Counter Bills Tradesman Company Grand Rapids 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. Phone when you have any to offer, Ship us your rabbits. References: Commercial Savings Bank, Michigan Tradesman. Bradford-Burns Co. 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 t ROLL BUTTER rresnh ecas; 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. Citizens Phone 5166 i Bell Phone 2167 We are in the market for Onions, Apples, Potatoes, Cabbage, Etc. Car Lots or Less) Write or 2 us what you have to offer Yuille-Miller Co., Grand Rapids, Mich, Special Features of the Grocery and Produce Trade. Special Correspondence. New York, Jan. 11—We have had a pretty quiet week in the coffee market, so far as speculation is con- cefned, and there is about the same condition in spot goods. A_ good maty enquiries have come to hand and there are indications that a buy- ing time will soon set in. In store and afloat there are 3,831,014 bags, against 4,017,951 bags at the same time last year. At the close Rio No. 7 is quoted at 6@6%c. Mild cof- fees are very firmly held and a goodly number of enquiries have been received from out of town. The receipts of Brazil coffee at Rio and Santos from July 1, 1907, to Jan. 9. 1908, ‘have been 7,536,000 bags. Last year for the same period, 12,726,000 bags. The sugar trade has been mighty quiet during the week, but, of course, no other condition is anticipated at tnis time of the year. Buyers take the smallest possible quantities, and until we see an improvement in the money market there is no great ac- tivity to be looked for in sugar. All refineries are quoting at 4.80c, less I per cent. cash. The improvement in the tea trade which has been noted in this corre- spondence for several weeks contin- ues. As usual, the call has been mostly for low grade Formosas, Pingsueys and Congous, but the whole line is in quite a satisfactory condition. Every week shows some improve- ment in ‘the rice trade and holders are not at all inclined to make con- cessions. Buyers are not taking sup- plies ahead of current requirements, but the total is quite satisfactory. Prime to choice domestic, 5'4@6%c. Since the turn of the year there seems to be a steady improvement in the spice market. Not that the increased volume of business is at- tracting any great amount of atten- tion, but it is something to have any signs of life exhibited in a market that has been dead for some time. Molasses is steady. Stock here are not especially large and holders are firm in their views. Good to prime centrifugal, 22@30c. Syrups are dull and unchanged. There is a disposition on the part of buyers of canned goods to ham- mer down the quotation on tomatoes, but holders are seemingly determin- ed to make no concession and hold for 80c. There are many well post- ed men, however, who say that the prevailing dull market in the finan- cial district will aid the buyer and a quotation of 77!14@75c is prophe- sied. The pack of peas this year is shown by the American Grocer to be 5,885,000 cases, against 4,500,000 cases a year ago—thus making a supply that will be probably ample for all requirements. The market is quiet, but, as a rule, firm. It is said, but MICHIGAN TRADESMAN not positively, that Maine corn for future delivery has been offered at 85c f. o. b. Portland, and New York State fancy at 80c. Other goods in the way of “tinned” stock are mov- Ing in about the usual way—showing some “panic-stricken” effects once in awhile, but generally pretty well sus- tained. Creamery special butter has made a little further advance during the week and closes at 31@3t%4c. The amount of stock that ‘will meet the “test of the best” is by no means overabundant and no surprise will be occasioned if a further advance ‘be made. Extras are firm at 30%c; firsts, 28@3o0c; seconds are fairly plentiful and demand is backward; holders are quite willing to let go at 24@26c; fine creamery storage goods are worth 28@29@29%c; fac- tory is quoted at 174%4@2oc; process, 20@23c; packing, firm at 16@18c. No change is to be recorded in cheese. There is just about the same call week after week. Of course, sup- plies are diminisaing and sellers are firm in their views. Full cream New York State, 1534c. Eggs are firm on almost all grades, as receipts are light. Extra Western fresh gathered, 29/@3o0c; firsts, 2714c; refrigerator stock, all the way from 16@20¢. ——~ > Too Much Money on Hand. Saginaw, Jan. 14—The | financial and industrial situation has so eased up in this part of Michigan money is rapidly becoming a drug on the market. Country bankers are snip- ping their surplus currency to the lo- cal institutions in large sums, and the latter are in turn shipping money to their correspondents in the big cities for deposit. One outside bank sent in $50,000 the other day from its ac- cumulating surplus which it was un- able to loan for deposit on interest. One banker Saturday estimated that there ‘have approximately $1,500,000 on hand in cash, which is double the amount they carried when the last bank statement was issued a few weeks ago. ° ———_.--s Lease a Veneer Plant. Ontonagon, Jan. 14—-The Ontonag- on Stave & Veneer Co.’s.plant has been leased on a lotig time lease by the Uniform Stave & Package Co., of Minneapolis, and it will be in opera- tion by February 1. The plant has been leased for five years, with the privilege of buying before the expira- tion of that time. About $5,000 will be spent in repairing and enlarging the same. Work was started in this direction last week. The Uniform Stave & Package Co. has a capital of $400,000. banks —_+-.____ May Move Auto Factory. Marshall, Jan. 14—-Representatives of the Steel Swallow Auto Company, of Jackson, conferred with the Com- mercial Club here relative to the re- moval of their factory ‘there. Most of the steel castings of this company are made in this city by the New Process Steel Co., and it is believed that the product can be more. eco- nomically manufactured here. The company wants to sell $30,000 worth of preferred stock to people here. 30 VALLEY CITY BENT KNEE BOBS No. 6 Bobs finished and painted (no body) with shafts 1% #17, 144 $18, 1% $21. (With pole and no shafts $2 extra’) 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, confeetionery and laundry trade. : Sherwood Hall Co., Ltd., 26 North Ionia St., Grand Rapids, Mich. L. J. Smith & Co., Eaton Rapids, Mich. Manufacturers of Egg Cases and Egg Case Fillers E can always furnish Whitewood or Basswood Sawed Cases in any quantities, which experience has taught us are far superior for cold storage or current shipments. Fillers, Special Nails and Excelsior, also extra parts for Cases and extra flats constantly in stock. We would be pleased to receive your inquiries, which will have our best attention. Apple Butter and Tomato Catsup Are Seasonable Appetizers We Manufacture and Sell Both C. D. CRITTENDEN CO. 41-43 S. Market St. Both Phones 1300. Grand Rapids, Mich. We are in the market B E A N for all kinds. to offer either for prompt or future shipment, write us. When any ALFRED J. BROWN SEED CO., GRAND RAPIDS, MICH. OTTAWA AND LOUIS STREETS W. C. Rea A. J. Witzig REA & WITZIG PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. We solicit consignments of Butter, Eggs, Cheese, Live and Dressed Pouitry Beans and Potatoes. Correct and prompt returns. REFBRENCES Marine National Bank, Commercial Agents, = ress Companies Trade Papers and Hundreds et ppers Established 1873 Potato Bags Shipments made same day order is received. bags for every known purpose. ROY BAKER new and second hand. I sell Wm. Alden Smith Building Grand Rapids, Michigan i ESTABLISHED 1876 WE BUY BEANS All varieties. Mail us large sample with quantity to offer. MOSELEY BROS., wnotesate DEALERS AND SHIPPERS Office and Warehouse Second Ave. and Railroad. BOTH PHONES 1217 GRAND RAPIDS, MICH. 36 MICHIGAN TRADESMAN THE NINTH ANNUAL Successful Banquet Held by Grand Rapids Grocers. The ninth annual banquet of the Grand Rapids Retail Grocers’ Asso- ciation, which was held at_ the Knights of Columbus _ hall last Thursday evening, was by all means the most enjoyable affair of the kind ever held under the auspices of the organization. The attendance was ample, the menu was satisfying and the after dinner speeches were both didactic and entertaining. Fred W. Fuller, President of the Association, officiated as toastmaster in a highly acceptable manner. The first address was by Guy W. Rouse, who spoke on the Relation of the Jobber and Retailer, as follows: In looking backward we realize that the jobbers’ customers years ago were largely, directly or indirectly, the lumbermen of the State who were clearing up the forests. It was cus- tomary in those days for some of the large operators to buy supplies in the fall to last them for a large part - of the winter. It was no uncommon thing to sell an operator twenty-five or thirty barrels of pork, large quan- tities of blackstrap, brown sugar, etc., and the sales to retailers in the lum- bering districts were on a compara- tive basis. The lumberman in those days-bought his goods in the fall and paid for them in the spring or summer when he began receiving re- turns for his lumber. The retail gro- cer in a large number of communi- ties was obliged to do business on a similar basis and, as a consequence, both the retailer and the wholesaler gauged their profits accordingly. In those days competition was not keen and it was an easy matter to make what is now called a “long profit.” I do not think that either the retailer or the jobber sat down and figured the cost of carrying accounts for so long a period, but in a general way the profit was large enough to cover the items of insurance, interest, etc., and allow a liberal margin to the seller. Then, too, in the earlier days of the grocery business another part of the retailers’ customers were largely farmers, who bought goods on credit and settled for them in the fall when they received the money for their crops. Their conditions were simi- lar and the retailer was obliged to charge long prices in this instance as well. As a consequence the retailer carried large lines of credit with the jobber, and a large part of the year asked for extensions of time allowed for payment. From this view of the conditions it is easy for us to understand that tre jobber and retailer did business in former days on the basis of large profits, large credits and long time for settlement. ' Since those days conditions have been gradually changing, but the in- terests of the jobber and the retailer have continued to be very close. Taey have both thoroughly learned the les- son resulting from changing condi- tions. With the decline of the lum- ber business and the growth of agri- cultural interests began the days of more careful buying, smaller profits and more prompt settlements: and with the prosperity of the farmer and the growth of cities these tendencies have continued to the present, To- day we find that the retailers’ cus- tomers are careful buyers. They are willing to pay a fair price for a good article, but inasmucn as they pay cash for their purchases or. settle at the end of the month or on pay day (as a great many of the working peo- ple do), they insist on buying their goods at a fair price. The buyers are in touch with the markets through advices in the papers, and their grocer must sell his goods on about the same basis as the other grocers. Tne retailer to-day knows the price of goods better than he ever did be- fore; he knows the value of goods in the package better than he ever did before. The jobber is forced to sell goods at a fair price if he re- tains his customers. When it comes to the matter of payments the gro- ceryman stands in the front rank of retailers. I believe it is safe to esti- mate that more than half of the re- tail grocers, possibly 75 per cent. of them, make additional profit each year by discounting their bills. The average retailer has acquired the practice of buying his goods in mod- erate quantities, practically as he needs them for his demands, and to- day he allows the jobber to carry whatever surplus stock is necessary, and thus conducts his business with a much smaller investment in mer- chandise than formerly. He has also come to the point where he believes that the margin of profit will not per- mit him to grant long time credits, and probably there is no branch of the retail business to-day where the credits are handled so _ intelligently and with so strong a hand as in the grocery trade. These two conditions of the retail trade have produced good results for the groceryman. This change of conditions with the retailer and consumer has not only made changes possible with the job. ber, but has compelled the jobber to adopt from time to time better meth- ods of conducting his business. The careful buying of the retailer witia the cash in hand has a tendency to constantly reduce the margin of profit with the jobber, and at the same time has resulted in his turn- ing his money over much more often taan he could under former condi- tions and made it possible to sell on smaller profit. Like the retailer, he has on different occasions shortened the time for payment. He has grown more cautious in his credits. He has been content with a smaller mar- gin of profit, and th result has been that the jobber and the retailer have both become better business men. There has gone on during all of these years a steady elimination from the ranks of both jobber and retailer until to-day I think T am safe in say- ing that the retailers and wholesalers are business men of the higher type. With this view of tne conditions, I want to suggest a few concrete thoughts regarding present day af- fairs and questions, and I trust any- thing I may say will be understood as suggestions for the better things which we are all striving to attain rather than any criticism regarding the methods of any particular retailer or jobber. The first thought in my mind is relative to the goods we are selling. We are all interested in selling a good article. We should all be in- terested in the pure food law. The National Wholesale Grocers’ Asso- ciation, through its officers, has help- ed to frame wise laws regarding the manufacture and sale of food prod- ucts. We believe they have accom- plished muca real good, and this has been made possible through the loy- alty, not only of the wholesale gro- cers, but of the retailers throughout the United States. I believe it is the duty of everyone of us to lend our moral support to the perfection, as nearly as possible, of our pure food laws. The matter of our relations toward one anotaer—jobber toward jobber, retailer toward retailer; jobber to- ward retailer and conversely—is a homely matter to talk about, but we can all help to improve our busi- ness from a moneymaking stand- point. We can help to improve the community in which we live by work- ing in harmony; by conducting our competition along honorable lines: by fair play and the “square deal,” and I believe such gatherings as this one to-night, which make closer friends among you retailers and among ourselves as jobbers, are steps in the right direetion, and I trust you will continue this work. There are purely business ques- tions, matters of detail, such as in- ventories, the insurance of our stock and many other subjects in which we are all interested. Quite frequently when some one of our customers has suffered a loss by fire we find he has overlooked his inventory or ‘has no insurance. Perhaps he has allowed his insurance to expire through care- lessness, and this particular man is obliged to start over. Perhaps the jobber, from his acquaintance wita so many retailers, is able to appre- ciate the value of these things more than the retailer, and I believe it is the duty of the jobber to suggest things of this kind to his customers There is, in addition to these things, a broader heading which may cover many other matters that I have not mentioned, which I will place under the head of business eth- ics. As you all know, we can not stand still. We are either going ahead or sliding backward. I have endeavored to show you that our conditions have been improving dur- ing the past. The last year, in most instances, has been a profitable one, and the next year promises to be just as good, and I believe, with contin- ued improvement in our metnods of doing business and closer relations between members and between the jobber and the retailer, that we can continue to improve the ethics of our business and also to improve the ap- pearance of our profit account. Walter K. Plumb spoke on Organ- ization, as follows: As members of one great family we are traveling the same road and shall arrive at the same goal. We breathe the same air—are subject to the same bounty. It is not becom- ing, then, that brother should hate brother; it is not proper that friend should deceive friend; it is not right that neighbor should trick neigh- bor. There is pity for the man who can harbor ill feeling toward his fellows. He loses half the enjoy- ment of life; he embitters his own existence. Apply this in social, civic, religious or business life, as it stands for the very essence of harmony, uni- ty, happiness and success, if you please. My theme treats with one of the large problems; it has vital bearing on yesterday, to-day and the future. Lack of organization has ruined homes; has_ shattered business; has made nations weep and_ empires crumble. Take from the home or- ganization between father and mother and child, and I will show you not a peaceful, happy fireside, but a do- mestic revolution of discord and fric- tion, which can not but react to a se- rious and most harmful degree. Show me the business which is not prop- erly organized and I will point to courts, trustees, receivers and bank- ruptcy. Recall a disorganized coun- try, and picture Atlanta, Bull Run. Gettvsburg and other red stains in the history of our own beloved coun- try. As I take it, you want to hear something of organization in its re- lation to your commercial vocation and your Association, and more di- rectly applied to your common in- terests and business problems. There- fore, what is organization? It means structure, form, suitable disposition of parts which are to act together in a manner for use or service. Only recently one of our merchant princes had this to say: “While character, ability, personal- ity and ambition may help to suc- cess, no single one of these or com- bination of two or three, or the pos- session of all four, will bring suc- cess unless they are hheld together by a fifth—the key-stone—organiza- tion.” Organization is power. The accu- mulated results of this factor are our inheritance ffom past generations. Every field to-day nas reached a high plain’ of perfection; every de- partment of human activity is crowd- ed. This creates keen competition and to meet this successfully every effort is made; every nerve strained to compete with and, if possible, out- do the competitor. A knowledge of your chosen busi- ness is more necessary than capital. You must first organize yourself and then transmit system and organiza- tion into your business. How many retail grocers and general mrrchants are a success beyond gaining a mere livelihood? How many have money to invest in bank stock, gas securi- ties and other current investmetits, How many are discouraged by the showing in their annual invetitory and are continually dropping out? How does the percentage of failures in this line compare with others? There is a reason. There must be one or many. I would not place at the head of the list lack of capital, but rather, incompetence because of the lack of organization; the want- ig of system, of knowledge of de- tails. Our local record shows that fully 50 per cent. of those who en- gage in the retail grocery business do not remain ten years. Now, let us turn to the successful elements which contribute to the ad- vancement of the grocer. Insepara- bly linked together are the buying and selling. As a chain is no strong- er than its weakest link, so is a flaw apparent if taese two factors do not. thoroughly co-operate. While it is said that goods well bought are half sold, the half remaining to do is an all important one. Again, regardless of sales skill, if the buying has been slighted and quality overlooked, no sales organization can make good the deficit. Following, there is need of an accurate cost system. Don’t take anything for granted, but see that you pay just what you agree to, and get what you pay for. Careful re- ceiving in manufacturing and whole- sale concerns is the first stop to leakage, and the retailer can not af- ford to overlook this. If your goods are bought delivered at your store, it is a simple matter to ascertain the cost; otherwise add freight and drayage. Now, what does it cost to run your business? Don’t overlook a fair interest on your capital invested, cost of rent if you lease, heat, light, insurance, depreciation on delivery outfit, help aire, depreciation of fixtures, tele- phone rental, shrinkage on fruit. veg- etables and sundry items, general maintenance, and any other expenses Or outgoes you may have, including a fair salary for yourself, for the busi- ness should be made to earn at least a fair profit. This means organiza- tion and system—not necessarily an expensive one, but to a degree con- sistent. with your means and in keep- ing with your business. Now we have arrived at the cost of goods and the selling expense. Spread this expense properly over each item in your store and make your selling price consistent with the percentage of profit you should have. Penmit me at this point to add a word on selling. The object, I believe, is to turn the stock over quickly at a profit and get your money for what you sell. I have in mind a local grocer who has been very successful and a vivid picture of his personality and his store is flashed on my memory; a store with clean windows, attractive- ly trimmed; well arranged interior. with the same eye to cleanliness. and freedom of dust; goods temptingly displayed; a place for everything and everything in its place; not expen- sive, but serviceable and attractive fixtures, and, above all, a house or- ganization of helpers courteous and obliging from the delivery boy u a unit organization, pulling together MICHIGAN TRADESMAN 37 as one, each imbued with the desire -to help the boss make business hum and, perhaps unconsciously, laying the foundation to a training which will later lead to the successful con- duct of a business of their own. Now, let me take you to the door where the wagons are loaded. See tae well groomed, well fed horse; note his neat, clean and well kept har- ness; see how the brass shines; ob- serve the delivery wagon only re- cently painted, looking as if it was washed frequently. Can you wonder why that bright, clean faced boy, as he mounts the seat, squares his shoulders and drives off as proud as the winner of a derby? - Let us pass back through the store as we leave and take off our hats to the man who dared to organize his business; the man who recognizes the value of advertising; the grocer who has time to tell you of the bene- fits he has derived from the Grand Rapids Retail Grocers’ Association. But what of this Association and its functions? Truly, in this modern age you can not afford to miss the benefits that come through associa- tion for the accomplishment of com- mon purposes. This kind of co- operation is the give and take of business ideas and knowledge; in other words, men are commencing to realize that no one man can know all. but through association work every man can make a profitable exchange by giving his knowledge and experi- ence for that of others. To your lo- cal Association you are indebted for many good things. I have in mind what has been accomplished toward a systematic closing hour and the establishment and regulation of the huckster’s license; the bringing about of Thursday half holidays during the summer months and the part your local Association has taken in making it possible for Grand Rapids to have a creditable market place; and then, again, the agitation last year on the crdinance relating to weights and measures, and your advice and efforts resulting in an improved garnishment law. There are many other beneficial conditions, such as your sugar and flour cards, but I am sure that you are. all familiar with the splendid work the local Association has done and is doing to make the retail gro- cery business in this field brighter, better and more desirable. Now, can you afford to be indiffer- ent to the service the Association is giving you? Can you permit a few to sacrifice time and money in their splendid efforts for you—yes, for each one of you? I say no—and the time is at hand right now for you to become a lifter and not a leaner. If a few faithful ones can secure these re- sults, what is impossible to two hun- dred or more grocers banded togeth- er for mutual good? The annual dues of the Association, $1, repre- sent less than most of you spend on a single entertainment, which sim- ply delights, with no permanent bene- fits. Don’t be afraid that your com- peting grocer will rob you of some experience or knowledge if you meet him on a friendly footing in Associa- tion work. Neither overlook the so- cial side of this meeting of men. It is_ more than worth while. Now, as to the larger Association— the State organization of retail gro- cers and general ‘merchants: If you have attended one of their annual conventions or have kept in touch with their excellent work, I don’t need to tell you of the enthusiasm, push and swing which characterize these events nor to speak of the fine work the State Association is doing right now, guided by your own worthy President, the peerless, self- sacrificing Fred W. Fuller; encourag- ed by our splendid fellow- townsman, the President of the National Whole- sale Grocers’ Association, William Judson, and assisted by the energetic, hustling President of the State Wholesale Grocers’ Association, Guy . Rouse, Hardware Price Current AMMUNITION. Caps. Gb.) full count, per m..-........... 40 Hicks’ Waterproof, per m....... eo--- Oe MIMSKCt, NEM MW. oe ee, 75 Ely’s Waterproof, per m..........;.. 60 Cartridges. NO. 22 (ShOrt, per m6. el 2 50 INO. 22 lOne per mo! 2 66.2... 3 00 INO. 32 SHOFt, PEF Mo lick, 5 00 INO. 32 Jone per me... oo. 5 50 Primers. No. 2 U. M. C., boxes 250, per m....1 60 No. 2 Winchester, boxes 250, per m. -1 60 ‘Gun Wa Black Edge, Nos. 11 & 3 U. Mz - 60 Black Edge, Nos. 9 & 10, per m. 70 Black Edge, No. 7, per m............ 80 Loaded Shells. New Rival—For Shotguns. Drs. of oz. of Size Per No. Powder Shot Shot Gauge 100 120 4 1% | 10 10 $2 90 129 4 1% 9 10 2 90 128 4 1% 8 10 2 90 126 4 1% 6 10 2 90 135 4y% 1% 5 10 2 95 154 4% 1% 4 10 3 00 200 3 1 10 12 2 50 208 3 1 8 12 2 50 236 3% 1% 6 12 2 65 265 3% 1% 5 12 2 70 264 4 2 2 70 3% wy 1 Discount, one-third and five per cent. Paper Shells—Not Loaded. No. 10, pasteboard boxes 100, per 100 72 No. 12, pasteboard boxes 100, per 100 64 Gunpowder. Kegs, 20 Ibs,, per kee .............- 4 75 le Kegs, 12% Ibs., per % keg .......2 75 % Kegs, 6% Ibs., per 4 keg ......... 1:50 Shot. In sacks containing 25 Ibs. Drop, all sizes smaller than B ....... 2 10 AUGERS AND BITS HG) Ce ee ea 60 JONHINSS MWENVINE ........6 6. cece cess 25 Jennings’ imitation: .................. 50 AXES First Quality, S. B. Bronze .......... 6 00 First Quality, D. B. Bronze ......... 9 00 First Quality, S. B. S. Steel .......... 7 00 First Quality, D. B. Steel .......... 10 50 BARROWS RAMPORG 2... oe. eee ose es 16 00 GARGGN oo ee ccc cec ce vaces oc «e-.-33 00 BOLTS OVC oe eos cc a as ce cla weet 80 Carriage, new Het .6.0.5 0.06. ce esac cn 70 PIGW oe a, 50 BUCKETS NVGEE DIRE 6 eis ea cho ns Cees ease oe 4 50 BUTTS, CAST Cast Loose, Fin, fizured .............. 65 Wrought, HArrow 2.25 ccc csc secu ess F 15 CHAIN % in. 5-16 in. % in. % in. Common ..... Oe -.64c....5%c..5 3-10c Be cea cree 8 ae «06 @..6% € Be oe oe 9 é weet aC. ot e CROWBARS Cast Steel, per pound................. 5 CHISELS Soeket. Hirmer 2... ... 22.25 02004... 70 S@ewcCt hramine 2... c. ce cole ce 70 moewar Corer 6.6.00 ese coe ee oo a 70 Socket SHekS 2.7.0.0... ke. ace ee 70 ELBOWS Com. 4 piece, 6in., per doz........ ae < Corrugated, per WB ele AGIUSEADIO ooo. os ac. ee ec ces dis. 10810 EXPANSIVE BITS Clark’s small, $18; large, $26........ 40 ives’ 1, $18; 2, $24; 3, $80 ......... ovo 25 FILES—NEW LIST New American cee Se eecesees COGELO Nicholson's ........2caes Sel eas Ce 70 Heller’s Horse Rasps ............. 70 GALVANIZED IRON Nos. 16 to 20; 22 and 24; 25 and 26; 27,28 List 12 13 14 15 15 ‘1 Discount, 70. GAUGES Stanley Rule and Level Co.’s ..... -60&10 GLASS Single Strength, by box .......... dis. 90 Double Strength, by box ..........dis. 90 By the Ui@ne .oo0 oes ck es csc eee dis. 90 . HAMMERS Maydole & Co.’s new list ...... dis. 33% Yerkes & Plumb’s ............ dis. 40&10 Mason’s Solid Cast Steel ....... 30c list 70 HINGES oe. Clarke 8 2, Se voces cee dis. _ on er 30 RNCGRS occ cece ode ke cee census ce dues 50 HOLLOW WARE COMMON. oo. cee css dis. 50 HORSE NAILS AU Game os o.oo. ici ke ee -.-. Gis. 40&10 HOUSE FURNISHING GOODS Stamped Tinware, new list ........... 0 Japanese Tinware Oedeesasieke sss ee IR Bar from <=.......::. mae 6 cee cues 225 rate Crockery and Glassware ignt Band 2.21... ecco ba. 300 rate; STONEWARE . Snare KNOBS—NEW LIST No charge for packing. Door, mineral, Jap. trimmings ...... 75 Butters Door, Porcelain, Jap. trimmings S51% eal per dow ..2.. 4.) 1... 52 . ta 6 gal per om. 2.8. 3.5.55... 6% LEVELS : S mar Gach oo. 6.5.5. ass... 60 Stanley Rule and Level Co.’s ..... Gis S010 sal cach 22... 15 M BA) Stel CAEN oo gs gs 90 600 pound ‘-ns No. 0, Crimp top .:...... eecceces 3 00 : : RIVETS Ne, Crimp Gn -6..050 4420.66: 3 25 Tron and tinned gees coc ee cc eesces cs: a0 No. 2 Cximip top ....-.<.............. 4 lv Copper Rivets and Burs ............. 30 Best Lead Glass. Lead Flint oe te oes No. & Coe te en 14520 EX Charcoal, Dean ........... ay No. 1 Crimp top o.oo coe. -+-4 00 20x28 IC, Charcoal, Dean ........... 15 00|No. 2, Crimp top 2.2.0.0 .2 22 & 00 14x20, IC, Charcoal, Allaway Grade 7 50 Pearl Top—1 doz. in Cor. Carton 14x20, IX, Charcoal, Allaway Grade 9 00 Per doz. 20x28, IC, Charcoal, Allaway Grade 15 00|No. 1, wrapped and labeled ......... 75 20x28 IX, Charcoal, Allaway Grade 18 00|No. 2, wrapped and labeled ........ 8a ROPES : a. at ten es o. 2 Fine in in c doz.)..4 60 Sisal, 4% inch and larger ............ 09 No. 2, Fine Flint, 12 in. ($1.35 doz.) 7 5¢€ SAND PAPER No. 2, Lead Flint, 10 in. (95c doz.) 5 50 Tit ten, OM... ; s,s. css dis. 50|No. 2, Lead Flint, 12 in. ($1.65 doz.) 8 75 Electric in Cartons cane ica big WEIGHTS i, & EMO CG GOR) oss sce ccdaes 4 20 yes, per tom ................. 32 00|No. 2, Fine Flint, (85c doz.) ........ 4 60 SHEET IRON No. 2, Lead Flint, (36e dom.) ...... 5 60 NOS) EO tO Ea oe oe te. 3 6C| LaBastie, 1 doz. in Carton ee Te OO UE ie cat ocd ess eae, 3 7 |No. 1, Sun Plain Top, ($1 doz.) ...... 1 00 ING ES CO ee a. 3 9 |No. 2, Sun Plain Top, ($1. 25 doz.).:1 26 INOS! 22 tO 248 oes. SG0) Guat globes ................... 1 40 ee = 0,20) oe 4 00 Sg sl ‘oe settee tee e eee ees 1 35 OMe ae oe 4 10)565 Air Hole Chimneys ....... ssoee 1 20 All sheets No. 18 and Hebter over 96: Case lots, of 3 doz. ......2..00.6., 1 10 inches wide, not less than 2-10 extra. OIL CANS 1 gal. tin cans with oe per doz. 1 20 pirst GAGS RE GANS SPADES. g go) gal: galv-iron with spout’ por do”1 80 2 bata G 2 gal. galv. iron wi spout, per oz. ‘ 0 Second Grade, per doz. .............. 5 75 3 gal. ate. iron with spout, per doz. .3 50 : SOLDER : gal. pe — oa Pe per : .-4 50 Ol Me a ec uae. 26;3 gal. galv. iron wi aucet, per doz. 4 50 The prices of the many other qualities 9 gal. galv. iron with faucet, per doz. 5 24 of solder in the market indicated by pri- 5 gal. Tilting CANS .cececcee Ccccccccces 7 00 vate brands vary according to compo-|°5 gal. galv. iron Nacefas ...... eee 9 00 sition. - ns — ‘ SQUARES ee : a aed Side MEG oc... ee. 4 60 Bice) al o | NO MOUNT 2... 65.6. ness eocccee. 6 75 eel an BO ceca ces. 70% No. 1 pauler Sash gogg titties : ge TIN—MELY No. o as eC | ee 5 10x14 IC, Charcoal -vs nse snes een ...-10 50|N° 12 Tubular, side lamp 220520000, oh (4a20 iC, Charcoal ................. 10 50 No. 3 Street lamp, each =.= steeees 3 50 10x14 IX, Ch eee ieee z Each S ddittienat ©. wi i wea. ” a No. 0 Tub., cases 1 doz. each ...... 55 ie a abay anh = : a oe 2 doz. each ....... = — No. Tu RUE occ nec cca n ees ceedeg 10x14 IC, Charcoal ro. © ‘Tol, Gréen 2... 25.0.6... 5.e 00 14x20 IC, Charcoal Coe’s Patent Agricultural, Wrought 79-10 . 0 Tub., bbls., 5 doz. each, per bbl. 2 Steel punch 7/14x20 TX, Charcoal 10 (ner ced Catteni x2 c arcoa 5 Each additional X on this grade ..1 50 xt —, = yards in one = vO. n. wide, per gross or roll. 28 BOILER SIZE TIN PLATE No. 1, % in. wide : Eo i , Per gross or roll. 38 14x56 IX, for Nos. 8 & 9 boilers, per th. 13/ No. 2, 1 in. wide, per gross or roll. 60 TRAPS Noo ‘ wo ye gross or roll, ¥ Stect Game «22.2122... 3... et. 75 | Cole ast wf Bull’s Hye .......... Oneida Community, Newhouse’s ..40&10 — Oneida Com’y, Hawley & Norton’s 65 COUPON BOOKS Mouse, choker, per doz. holes ....... 2%] 50 books, any denomination ....... 1 bu Mouse, delusion, per doz. .......... 25; 100 books, any denomination ...... 2 50 500 books, any denomination ..... 11 50 . WIRE 1000 books, any denomination ...... 20 00 piesa pac es i Res € Ke eee See Celene ee ste 60 Above quotations are for either Trades- on oh Ma tiee Sree sete ars 60 man, Superior, Economic or Universal Conner —— Rdg aise ms secu es es 0&10|srades. Where 1,000 books are ordered finned arke ‘Sted Sete wesceueencs 50&10 at a time customers receive specially Coppered Spring Steel ........ s+eeees 40] printed cover without extra charge. Barbed Fence, Galvanized ............ 2 85 COUPON PASS BOOKS Barbed Fence, Painted ........... wsca OG Can be made to represent any denomi- WIRE GOODS — — $10 down. : ; - OO as ood ong ne occ c ces c 50 Be errs ss SOF) ie toate «sess app aneaarinale 2 50 Hogks oo. tee caus Be a ttt tte e eee ee sense +088 a : OOS oo ecincnc cones. secu cue Gate Hooks as. eevee eee ces 80-10 Be CREDIT iCHECKS io , any one denomination ....... ea Baxter’s Adjustable, Nickeled ......... 80|1000, any one denomination ........ -.3 00 Coe’s Genuine ....... 40/2000, any one denomination ........ -6 00 ees cocanse OW 38 MICHIGAN TRADESMAN Can you wonder at the possibilities of organization when you stop, con- sider and reflect? We might go even farther in this same field and treat with the National Retail Grocers’ and General Merchants’ Association, of which that man, so rich in experi- ence, so forceful and lovable, Fred. Mason, was the honorable Secretary for many years, but these illustra- tions are sufficient, and in closing may I refer to the three strong char- acteristics which mean so much to you and me—nonesty, diligence and perseverance. An honest man is the noblest work of God. Be honest because it is right. Right is might and will al- ways finally win. By diligence you drive your business. Nothing is more precious than time. The Creator himself deems it so precious that he gives us but one moment at a time. Without perseverance, the most dili- gent fall by the wayside. General Grant said: “I will fight it out on this-line if it takes all sum- mer.” And, finally, friends, in the words of Longfellow: “The heights of great men, reached and kept, : Were not attained by sudden flight; But they, while their companions slept, Were toiling upward in the night.” Fred J. Ferguson spoke on Any Old Thing, as follows: President Roosevelt took the big stick and went after the trusts in great stvle. He ordered an investi- gation of their business methods and laid them bare to the public, but every one that he hit and fined came back at the public and made them settle by raising prices. The last one he hit was John D. Rockefeller, and hit him right on the bald head, and Judge Landis came to bat and hit the old man on the solar plexus with a fly ball and sent him around the bases to the home plate with a fine of $29,000.000. This would put most firms out of business, but not John D. He knows there are a great many grocers in the United States and by tacking on 4% per cent. a gallon on the oil they will pay the fine. The grocers are all good fellows and like tc do their share. 1 he I think we all ad- mire fighters, and when Teddy went into office he had a record for fight- ing and went after the bunch of suarks, and everybody cried, “Sick- em, Teddy.” and he kept on going until he whipped them all and expos- ed their little game and then what? Why, they got sore and said: “We can get his scalp. We will close down the factory, pull in our money, make the laboring man walk the streets and make him think Teddy is to blame, and we wil] nominate a can- didate to our liking and start up again in 1909 with the old prosperity 2 fellow 7} yelled th gag.” The fellows who yelle e loudest for Teddy to “sick-em” are standing on the street corners talk- ing against the gamest and best Pres- ident we ever had. So it goes, boys: you may do your best to serve the public or associations and you will have enemies as well as friends. But it doesn’t do to stay too long. That is what Homer Klap thought when he fell from the Secretary’s tree and John Witters climbed up in the branches and called out, “Come on, boys, and bring your ladies to the biggest and best annual banquet, to be given Jan. 9, 1908.” From appear- ances here to-night I think he an- nounced it right. John, you and Ful- ler and the rest of the bunch are all right. Did you notice how our friend Musselman took Wm. Alden Smith down to Lansing and groomed him: put the bridle and saddle on him: went to the post and when he got the word, “Go,” he rode him right into the United States Senate? You remember, boys, I told you at one of our former banquets that Amos had his eye on the Governor’s job. | | Now, Amos put William in the United States Senate and William, when it comes time, will put Amos in the Governor’s chair. Now listen, I am going to phophesy: It may not come right away, but some time in the future it may be Wm. Alden Smith for President, Amos Mussel- man for Governor, Huntley Russell for Congress (and he will sing songs for the bunch), Chas. B. Kelsey for State Treasurer and E. A. Stowe for Mayor of Grand Rapids. Don’t you think we would be on the map? The Deacon has tried hard to be Mayor and make a hit, but the Police Com- missioners are all good pitchers and | Struck him out. The umpire - said: |“Three strikes; you’re out. Go to jthe bench.” But the Deacon says: } “Sign me for another term and I will |put two new pitchers in the box | who will pitch my kind of a game and I will win.” McDonald has another year to antagonize the sports and liquor in- terests and has the backing of the Prohibition party, the churches and |the Sunday schools for another term. Well, if McDonald gets the office again and gets the Mayor and Com- missioners with him he is going to make a model city by hiring Carrie Nation for Assistant Prosecutor, with power to smash all saloons and turn all the booze into the street. The jail will not be a public resting place any more. The bums will have to fly and the county will not have to pay 16 cents a meal for bean soup. We will all do our garbage up. in sealed packages and deliver same to Mr. Brown’s piggies, thanks to out Council’s foresight in building a garbage burner, and then have Mr. Brown tell them it is no good and give Brown a contract on his own basis. “I will take care of you right,” says he. So he led them up to the post and tied them al] securely and now they have to take their medicine. In this model city, when McDonald gets the booze all out, won't it be fun to see the boys walk down to the City Hall and have the Plumbing In- spector look down their throats and tell them tnaeir pipes are rusty? Send them up to the Health Officer, who will give them a permit to go out to the new hospital and feed on fresh air with no microbes in it; but, alas, poor boozer, it won’t do. The undertaker will get you and Fergu- son will get a hack order. _ Have you noticed what a turn re- ligious affairs have taken in our city? Billy Sunday was here a few weeks ago and gave our people the gospel right off the bat, with base ball trimmings and slang, and then a Prominent preacher, who preaches new theology, took a fall om of Billy’s sermon and declared it out of order and not right, but Billy talked to 8,000 people in two days, and that is aS many as the other fellow talks to in_a year, so the people must like it. Give them what they like. The successful man in business is the man that gives the people what they want. I wish for the sake of the grocers they would agree on some kind of theology taat would lead to the right road that goes to that happy land where there are no sand in the sugar and no water in the vinegar and strawberries will run the same ali through the boxes, your scales will all be uniform and Mr. Atwood will be welcomed as a guest only, not as an official. I am going to stop talking on Any Old Thing and say a few words about the sweetest and most beauti- ful thing we have here to-night, the ladies. I spoke a few years ago at your banquet and my subject was, The Ladies, Our Absent Guests. I sug- gested that the ladies ought to be with us and I am pleased to see them here to-night. There is not one man here (married, I nfean) who does not owe his success, not only in business but his standing in the community, to the lady who sits on his left. It is said that from Adam and Eve's time to the present man’s troubles have been laid at the door of wom- an. I dispute this. It is just the op- posite. When our forefathers came to this new land with their families the women turned in and did not only household duties but tilled the soil as well. They were drudges and slaves for men, wita no voices in matters of business. They only spoke when they had: family quarrels and then they had the last word. It is different now. Women have, by the aid of schools, books, clubs” and churches, educated themselves until taey are head and shoulders above men in a great many things. In art, literature, politics and business they are there with the goods, and I am looking forward to the day when we poor men will have to stay at home and rock the babies while our wives go out to boss jobs. Go back to your boyhood days and think of your dear old mothers with their good’ ad- vice: “Be good, my boys, and you will come out all right.” When you grew up to young manhood and went to see your sweethearts and they let you out the door very late, after “papa” had made a loud disturbance. they advised you to be good and said you would be happy some day. You young men who are single, remember this is leap year, and if your girls get up courage to ask you to marry answer yes, for double harness prop- erly fitted works just as Casy as a single one, but do not Marry auto- girls on wheelbarrow salaries. You men who are married, be good to the ladies. They are your helpmates, your advisers and your equals. Buy them -new hats every time the styles change if they want them, for the la- dies are God’s greatest blessing to you. Glen Denise was down for a talk, but was unable to be present. His place was taken by 1. Maloney. who acquitted himself creditably. Wilber S. Burns responded to the topic, The Ladies, in his usual ceptable manner. ac E. A. Stowe made a few remarks relative to the work of the Grand Rapids Board of Trade. The programme was interspersed with musical selections which were greatly enjoyed by the audience. Those Gallant French. An exceptionally pretty girl with an English flag lieutenant at her side was standing on a chair on the pier watching the racing. On a chair be- hind were two Frenchmen. The lady turned around and said in French: “IT hope I do not obstruct your view.” “Madamoiselle,” quickly replied one of the men, “I much prefer the ob- struction to the view.” Answered an Advertisement for His Own Job. Neither of the partners had arriv- ed, and the clerks that morning were indulging in their usual bout of gos- sip. “Did I tell you chaps that I was leaving?” drawled the languid swell of the staff, whose incompetence was as palpable as the splendor of his at- tire. “Heard you got the sack,” replied the spectacled cashier, gruffly. “I answered an advertisement yes- terday for what looks like a first class job,” resumed the overdressed one, ignoring the remark. “I’ve told a strong yarn, but you’ve got to do that if you want to keep up with the times.” Just then the senior partner enter- ed and all wrote intently. Within five minutes the “old man,” who had been opening letters, call- ed the last speaker into ais room, and the following dialogue became plain- ly audible to those outside: “Have you been in service seven years?” UNG. “And is your salary $22 a week?” our sir; only fifteen months.” "EN, no, sir.’ “And are you in entire charge of the counting house?” No reply. “And are you leaving us because of a difference with the firm regard- ing the management of our city de- partment?” Dead silence and a short pause. Then tne old man said: “You should be more careful in your statements, sir. This is a small world. The advertisement you an- swered was for the situation you are leaving on Saturday. That will do.” -_————_>-2————_—_———— Did He Get the Job? sank president—What we need is a young man who has lots of pa- tience. Do you think you would do? Applicant—Yes, sir; the last time there was a run on your bank I stood in line for over four hours. DON’T FAIL To send for catalog show= ing our line of Z| — PEANUT ROASTERS, Ha — CORN POPPERS, &. C7 LY LIBERAL TERMS. KINGERY MCE FN INR Ne. Paarl St..C'ncinnatt.0. ap me eae elec eS ‘a 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 MICHIGAN TRADESMAN 39 VULGAR MONEY. Occasions When It Is Offensive To Offer It. Give your friend a cigar and he will beam on you for thalf an hour. Of- fer him a dime to buy one and you insult him. Invite him to your home for din- ner and ne will love you for life. Present him with a quarter to get one down town and he will be mad enough to kick you out of your own house. Give a friend’s wife a sack of can- dy for her little boy and she will compliment your wife’s new hat to all the neighbors. Give her a nickel to buy him one and she will hate you forever. Give a bride and groom any gift that you can think of from kitchen kettles to a grand piano and you will get a dainty scented note of thanks from the bride in due course of time.- But as you value your life don’t offer a five dollar bill. In matters of hospitality and friendship a silver coin is as cold as the nose of an Eskimo dog. One clasp of the hand is worth a thous- and gifts of money and a dry morsel garnished with a smile is more to be desired than the most sumptuous and lavish charity without it. I have a friend named just plain ordinary Smith who makes his living playing the piano. He touches the keyboard like a man drawing melody from the heart of a friend, and the harmony sweeps like an avalanche or lulls like a mother’s slumber song at the master’s will. I ‘have men and women sob listening to one of his melodies, and within fifteen minutes stand up in the aisles and cheer like rooters at a base ball game. I have seen his fingers sweep the keys like the Twentieth Century Limited passing a flag station, I have heard thim dred dollars’ Home, Joe in Now, when Smith came back from Europe after studying under Herr So-and-So and Madam Such-et-Such, he didn’t change his name to Mon- sieur Smitherini or Herr Schmitzlich, nor wear corsets, but there lot of other artistic characteristics Seen OVE and two nun- out of Black getting worth of music Sweet Home and Old fifteen minutes. WCTe 4 that stuck to him like barnacles to the bottom of a ship. oe. One of these characteristics was that he didn’t want to be patronized by the Newlyriches or the Gotitrexes. It happened one day that he was in- vited by a lady of fashion be present at a soiree, and, if he only would, please, to play, even if he could only play one lovely opus, or something. Smith came, and played, and at the end of the performance was invited to partake of refreshments by him- self in the back hall behind a potted to plant. He stood it for a while, in white anger, but presently wedged his way into the parlor to find out what was the matter, only to learn from the good lady that she always expected her entertainers to sit back between the house-palm and the bal- ustrade. Then Smith’s characteristic showed itself. He what he told the woman exactly thought of her in language that anybody over six years old could catch the meaning of, repeated his remarks to her husband, took the twenty dollar bill the man handed him and threw it in his face, and then spit on the piano. After that he left the house, feeling better. Smith didn’t act the people -arness but he of money Any true woman is, at bottom, more for loose heart-strings than for loose purse-strings. like a saint, expressed sentiment vulgar general toward and decent with man anxious cle force. or 3ut the shame of business relation is mad for money that no decency can hold us back most outrageous greed. in shames in that Our we are so decrees of from the On the street COPNer, the department SEQOEE, ae the sign of the three balls, and else- where in the market place, people want your money—and they will do anything not punishable by lightning from Heaven to get it. A man will bury his face in a newspaper while the conductor passes to make him believe he has already paid his street He let a bill run past discount day, pay it a week later, and take off the discount anyhow, he thinks the dealer He will morning and car fare. will because be afraid to church Sun- rent his building to a saloonkeeper or a gambler on Mon- will fo kick. go day day. He will put his property in ‘his wife’s name to avoid the payment of just debts. The same woman who would enquire into another woman’s pedigree six generations in the warm a dollar in her be fouled with disgrace of a dis- tillery, a questionable house plain theft—and for with the tears of widows who work at 90 cents a day, and girls who stand behind a counter for $3.50 a week, there are more automobiles and summer homes bought with _ it than this world of—and it dreams more topics than many of us think.—Business Monthly Mag for before set will bosom that may accepting her social the Or a ao money wet dreams on these azine. ——_-——»--] <2 ___- He Was the Limit. The dear girls were comparing notes on subjects of more or less im- portance. “Your beau seems rather bashful,” said Stella. “Bashful!” echoed Mabel. bashful is no name for it.” “Why don’t you encourage him?” queried her friend. “T have tried,” answered Mabel, “but the attempt was a measly fail- ure. Only last night I sat all alone on the sofa and he perched up in a chair as far away as he could get. I asked him if ‘he didn’t think it strange that the length of a man’s arm was the same as the distance around a woman’s waist, and what do you think he did?” “Just what any sensible man would have done—tried it—I suppose.” “Not any, thank you. He asked if I could find a piece of string so we could measure and see if it was a fact. Ain’t he the limit?” ———» > Writing poetry is easy enough; the uneasy part is to get it printed. “Why, The Work Shirt Situation. At no time during the past twenty- five years has it been so necessary ifor the retailer to use as much care in the selection of his line of work shirts as when he shall buy his stock for the spring of 1908. Cotton cloth from 30 to 50 per cent. higher than in previous years, when a good, roomy, serviceable work shirt sold regularly at $4.50 per dozen and re- tailed for 50 cents—also labor, cot- ton thread, buttons, labels, paper boxes, in fact, everything that en- ters into the manufacture of work shirts, has advanced in like propor- tion. Unscrupulous manufacturers and jobbers who have no reputation to uphold will, in order to quote old prices, the size of the shirt in width, length, size arm-hole, width and length of sleeve, omit linings, use poor quality thread, but- tons that will break in the wringer and employ thin starchy fabrics of cheap and inferior quality. The tailer handling of surely find Too the size of is its chief is reduce of r¢- such a line work shirts will gradually but his trade drifting away. stress can not be laid on the work shirt as this qualification. Naturally, work shirts are made of cloth of coarser ture than higher-priced shirts, fore are more likely to shrink. >. a Even Now. “Say, old chap, lend me a_ dollar, will you?” After complying the lender sudden- ly has his memory refreshed. “Look here!” he declared to borrower, the next moment, “come to think of it I lent you a dollar over a year ago and you never returned it!” “That was odd.” “What was odd?” “Dollar No. 1.’ "What of it?” “Well, this is dollar No. 2 makes it even.” - the aad that we size | FES <= Le ~ an Se i Sie wap Seem woe? eK} sso” ater Oe Oe << os J i) 4 e $ i : ‘ 4 ‘ RAILROAD OVERALLS COATS AND CAPS TO MATCH MADE OF THE CELEBRATED GERMANIA PURE INDIGO DRILL, THE STANDARD INDIGO CLOTH FOR SEVENTY YEARS. \_ BUY THE BEST AT ; N Your Name and Address Here > If you wish the above cut mortised for your name and address, to run in your local newspaper, please write us THE DEAL(LOTHINGG GRAND RAPIOS, MICH, MICHIGAN TRADESMAN sess. Dependableness, perhaps, the 1S most prized of all the qualities which | promise the young man preferment in life. and mediocre person who has earned for 1OT . 14 | 1 corners in the world for the himself the reputation things in calm, sober seriousness that | his | comes of his recognition of duty. Even the blockhead, who, un- der circumstances can be counted upon to be at his post and attempt the best that is in him, has a value} in many places where erratic bril- lance could not be trusted for a day. That young man who is entering life has need to consider these state- fact as the business world More than ever be- ments of has found them. fore is abroad the idea of the “short Men made these short cuts and succeeded; are making them and succeed- There is a profound impression at large that one to take the long, to the goal of an iS there cut to success. men ing. in for painstaking lanes ambition mean; only the loss of time and effort. “Took how Smith got on,’ is 4 standard form yof expression on the part of the young man who has in his mind a remarkable example of the “short cut. Well, perhaps Smith did get on. It is not known, however, that Jones, Black and Brown didn’t fail misera- bly in trying to imitate him. When you press the young man who would imitate Smith in the short cut, he can not tell you how Smith did it. But he may have a head full of inci- dents concerning Smith’s personality and vagaries while Smith was _ suc- ! ceeding! I know of nothing which may nave it to more of potential harm in average young man’s prospects than for that young man to make a study of the personal vagaries of some in- dividual man who has made a suc- cess. Some of the most erratic men in the world have succeeded in tneir lines of effort. In the work of a comparatively few men in compara- tively few lines, personal vagaries may have been assets upon which they have realized. In the great ma- jority of cases these men succeeded in spite of their erratic dispositions! Imitativene s, affectations, “bluff”?— all are forms of weakness in the man. Taey will not pass current long in the world’s serious work. When once any form of such weakness is ex- pressed and recognized, the element of dependableness is gone in the per- son expressing it. That employer, partner, Or man in any way called upon to share the responsibilities of such a person always must be under of that person’s uncertainties in disposition and temperament. One of the commonest and yet most dis- tressing of observations made every stress There are millions of nooks} doing | have | the | i day by the heads of responsible or- ‘ganizations may be epitomized: “Tnat man Jones is a wonder in his _way. Oh, if we only could depend /on him all the time!” Yet there are a hundred young men, perhaps, who are nursing a se- +cret admiration for this man Jones— ‘not an admiration especially for his ability but a sneaking emulation of ithe weaknesses and _ foibles which have been his undoing. I recall the experience of a friend of mine with o men in his employ. One of these jhad his full measure of earnestness. (In his work he had one fault as his employer it—he nursed some ideals that not always fitted in with his duties. When they did not, this |man’s conscience forced him to re- fuse to do the thing desired. It was awkward—it embarrassed the earnest man—but when his earnest refusal was considered he was told that be- tx. ivy Saw cause of that earnestness some one else would take the work off his ; hands. But a new man of mistaken ideas discovered this situation. He admir- ed the business weakness of the |other. At the first opportunity he, itoo, refused a task—from another motive—and was discharged on the spot. His shallow egotism was his undoing—an egotism so shallow that when he was undone he could not understand why! “Thoroughgoing; ardent and_ sin- cere earnestness!” What a multitude of minor shortcomings it covers up every day! John A. Howland. ———— How Not To Sleep. Don’t sleep on your left side, for it causes too great a pressure on the heart. Don’t sleep on your right side, for it interferes with the respiration of that lung. Don’t sleep on your stomach, for that interferes with the respiration of both lungs and makes breathing dif- ficult. Don’t sleep on your back, for this method of getting rest is bad for the nervous system. Don't sleep in a chair, for your body falls into an unnatural position and you can not get the necessary relaxation. Don’t sleep standing up, for you may topple over and crack your skull. Don’t sleep. Make Concrete Poles. The latest of the many uses to which conerete is being put is the making from it of telephone and tele- graph poles, and this is of especial im- portance on account of the scarcity of suitable pine poles. It is claimed that these poles may be used for any purpose for which wood or iron is used, such as trolley poles, block- signal poles, etc. A skeleton framework of four cor- rugated iron rods is covered with con- crete, the resulting pole being oc- tagonal in shape and tapering grace- fully. At the top, mortises are pro- vided for the cross-arms, which are fastened by iron bolts. There are al- sO mortises.for the use of linemen in climbing. [Imlay City Delegates To Jackson Convention. Port Huron, Jan. 10o—The Business Men’s Association of Imlay City held ja very interesting meeting last Tues- | day evening, at which I was present, and elected the following officers: President—Frank Rathburg. Vice-President—Geo. Titus. Secretary—Thomas Taylor. Treasurer—Joseph Marshall. Delegates to State convention: Geo. Titus, Chas. Hazeltine, M. J. Haskins, Thos. Taylor, T. T. Cran- dail and Wm, Muir. The Association members. has twenty-five Secretary Green, of the National Retail Grocers’ Association, will be with us on the 5th and give an ad- dress; also Fred Mason, Ex-Secre- tary of the National Grocers’ Asso- ciation. Everything points to a large attendance. On account of the fact that a great many merchants like to plan a little ahead when they go to attend a con- vention, by making reservations at the hotel at which they intend to stop, a list has been secured of the principal hotels in Jackson, with the rates charged by each, so that in case any readers of these columns care to engage their rooms now for the big convention they will be saved the preliminary trouble of communicat- ing with the hotels in regard to their various rates: Otsego Hotel, Main and Francis, 200 rooms, $3 to $4 per day, with meals. Hotel Dalton, Main and Francis, 44 rooms, 75 cents to $1.50 per day, Eu- ropean, Hotel Ruhl, Main and R. R. Cross- ing, 60 rooms, $2 per day, with meals. Hotel Stowell, Main and Milwau- kee, 40 rooms, $2 per day, with meals. Hotel Plaza, E. Main, opposite M. C. depot, 10 rooms, $2 per day, with meals. American House, E. Main and R. R. Crossing, 50 rooms, $1 to $1.25 per day, with meals. Eagle Hotel, E. Main and R. R. Crossing, 15 rooms, $1 to $1.25 per day, with meals. Blackman Hotel, W. Main, 4o rooms, 5¢ cents, 75 cents, $1 for rooms, meals 35 cents. Raymond, E. Main, 20 rooms, $1.50 per day, with meals. Murray Hotel, Jackson and Clin- ton, 30 rooms, $1, with meals. Park Hotel, W. Main, 20 rooms, $1 to $1.25, with meals. J. T. Percival, Sec’y. A Great Moral Lesson. The man with the red whiskers had been telling how greatly the money stringency had affected his business, when the gentleman with the white eyebrows observed: “Yes, we have all been bothered more or less, but there is a great mor- al lesson in these things.” “I don’t see it,” said the other. “When money is so durned close that you can’t pay your debts and your cebtors can’t pay you, where is the moral?” “T will tell you, sir. Take my case, for example. Just before this strin- gency developed I was going to buy a half interest in a grocery store for $500.” “It must have been a small con- cern.” “It was. After buying we were to water the stock up to $5,000. An increase of $4,500 on nothing, you see.” “And then what?” ; “We were to unload the thing on my father-in-law at the last named price. Yes, sir, we were going to work a barefaced swindle on him.” “And the stringency stopped you?” “It did. I couldn’t raise the $500 to buy into the grocery and there- fore I have escaped swindling my father-in-law. That’s what I counted. We get money panics and other things that retard progress and hurt busi- ness for the time being, and we are prone to call them great calamities. but behind them, sir, are great moral lessons intended to benefit mankind. I had to forego my plans, but I am a better man for it, and now, if you feel like paying 25 cents on the dol- lar for some mining stock that used to sell for 124 I have a small quanti- ty that I would be pleased to trans- fer to you.” ence AI er What He Wanted. A young man, having an impedi- ment in his speech that prevented him from pronouncing certain words plainly, went into a butcher’s shop to buy some sliced shoulder. The butch- er was unable to understand what his customer wanted and the young man repeated the order several times, much to the amusement of those pres- ent. Finally, becoming indignant at the ill-concealed ridicule, he slapped the butcher on the shoulder and blurted out: “I want some of this but I want it sliced off of the other. hog.” A Change. “He was utterly crushed when his wife died, wasn’t he?” “Seemed so. But he got utterly mashed on a young widow six months later.” You might as well try to get to Europe on a treatise on navigation as to get to heaven on a system of the- ology. It may be a little out of your way to Hotel Livingston but we went a little out of our wav to make our Sun- day Dinners the meals ““par excellence.’’ The Herkimer Hote] qmmmmmnemm Grand Rapids, Michigan Superior accommodations at moderate prices. All convehiences — steam heat, electric light, hot and cold running water and telephone in every room. Tiled pri- vate and public bath rooms. RATES 50¢ AND UP PER DAY MICHIGAN TRADESMAN 41 Movements of Michigan Gideons. Grand Rapids, Jan. 14—W. F. Par- melee has been at his home in Kala- mazoo for the past few weeks caring for a sick wife and daughter. Under his tender attention both have im- proved and this week he is in Chi- cago to attend the National Retail Furniture Dealers’ Association and will also attend the National Gideon cabinet session. It is expected at this session plans will be formulated for some definite work for Gideons and taken up by other Christian or- ganizations. Our National President, Charles M. Smith, feels that we as Gideons should have something defi- nite to do for our Master. At the last Griswold House meet- ing our President spoke of the work taken up by some of the Eastern camps. Some were preparing to put Bibles in hotels; others were getting cards printed with this motto, “If you could hear yourself swear you would never Swear again;” others were hav- ing attractive display cards printed for public places with “Pure thoughts, pure words. Please do not swear.” All this seems to be a field of work for Gideons. Our National President believes in some united, decide] work to this end. We believe in the goods we are handing out; in the firm we are work- ing for and the ability to get re- sults. We believe that honest goods can be passed out to honest men by honest methods. We believe in working not fainting, in boosting not knocking, and in the pleasure of our job. We believe that a man gets what he goes after and that one deel done to-day is worth two to-mor- row and that no man is down and out until he ‘has lost faith in him- self. We believe in to-day and in the work we are doing; in to-mor- row and in the work we hope to do, and in the sure reward which the future holds. We believe in cour- tesy, in kindness, in generosity, in good cheer, in friendship and in hon- est competition. We believe there is something doing somewhere for every Gideon ready to do it. We be- leve in being ready Right Now. We all have a niche to fill and unless we fill it, it is never filled. J. W. Van Brook, Kalamazoo, is one of the new members of Kala- mazoo Camp and aids in mission work. He sells candy and throws out sweetness in his travels, scatter- ing sunshine all along the pathway of life. There was a small beautiful white Fox about four months old on the train from Chicago last Friday which attracted the attention of many of the passengers, being play- ful and enjoying the petting. E. P. Fox and wife were caring for the treasure on their way home from Chicago. Isaac Van Westenbrugge, of Grand Rapids Camp, for some years in the produce business on Ottawa street, has accepted the appointment of as- sociational missionary and evangelist in the Grand Rapids Baptist Associa- tion. Bro. Van’s work will be with the weak churches—some of them with- out pastors—in the Grand Rapids As- sociation and we venture the opinion that any church he may visit and open with his store of enthusiasm that will not yield to his treatment and go at it afresh ought to have proper burial. Brother Van is using a number of the Grand Rapids boys regularly as supplies for these pul- pits, and they are going out to these churches and telling of the unspeak- able riches of Jesus. Aaron B. Gates. —_——_>~-.___ It Was All a Dream. | Written for the Tradesman. A woman entered the grocery store. Her bill had been running for montis. She purchased a large bill of goods. The grocer named several articles. “I haven't these in stock,” he said. “I will take substitutes,” said the woman. The grocer was shocked. He wrapped up the goods. “T will take them all with me,” said the woman. The grocer was paralyzed. He reached for the counter book to charge the amounts. “IT wish to pay cash,” said the wom- an, “and also my bill.” “R-rrer-r-r-ing!!1''? alarm clock. “2 ?$1&??%$!” said the grocer as he rolled out of bed. Charles R. Angell. 2-2. ____ Eggs, Poultry, Beans and Potatoes at Buffalo. Buffalo, Jan. 8—Creamery, fresh, 25@3Ic; dairy, fresh, 20@23c; poor to common, 17(@20c; rolls, 18@2oc. Eggs—Strictly fresh, candled, 20@ 30c; fancy white, 32c; cold storage, candled, roc. Live Poultry—Springs, 11@12%c; fowls, 1o@t12c; ducks, 13@14c; geese, T1@12c; old cox, gc. went the Butter, Dressed Poultry—Springs, 11@13c; fowls, 11@12c; old cox, 9@10c; ducks, 5c; geese, Io@12c; turkeys, 16@1Ioc. Beans—Marrow, hand-picked, $2.25 @2.35; medium, hand-picked, $2.25, peas, hand-picked, $2.25@2.55; red kidney, hand-picked, $2.00; white kid- ney, hand-picked, $2.25@2.50. Potatoes—White, 60@65c per bu.; mixed, 55(@6oc. Rea & Witzig. A writes Benton Harbor correspondent follows: W. D. Downey, who has traveled for the Kasper-Du- rand Co., has resigned and has signed for a year with the A. J. Kasper Co., which makes a specialty of teas, cof- fees and spices. Mr. one time a member of the house until recently emploved him. Mr. Downey’s territory is the entire State of Michigan. as Kasper was at which Edwin Donahue succeeds M._ J. Nash as traveling salesman for the Putnam Factory of the National Can- dy Co. Mr. Nash retires of his own volition to exploit his salted peanut vending machine, which he confi- dently expects will yield him a hand- some income. —_——_. 2.» ____- Some men find it infinitely easier to pray that the heathen may be brought to their opinions than to bring their practice to the standards of the heathen. MARRIED MEN. Why They Often Secure the Best Jobs. The rule announced by a Chicago bank a few years ago that marriage would mean discharge of clerks and messengers less than $1,000 a year caused a good deal of criti- cism for the bank getting and some sym- pathy for the employes. Many peo- ple jumped to the conclusion that big business houses gave single men the preference when it came to giv- ing out jobs. An investigation shows that the shoe really pinches the other foot. In a majority of cases where any dis- crimination is made, the married man gets the better of his bachelor broth- et. “T wouldn’t go to such an extreme as discharging a man -because he is single,” said the manager of a good' sized Chicago wholesale house, “but when I put on a new man I must confess I give the preference to one that has a wife. For any position above that of office boy or cub clerk, if two applicants are otherwise equal, the bachelor gets turned down. It isn't altogether that the married man needs the money worse, though per- haps that has a little to do with it, but my experience shows that the Benedicts are a shade steadier and more reliable than the bachelors. They hang on to their jobs more re- ligiously and they have fewer tracting outside interests.” “I figure that small peculations ments that come during the year gle men,” said connected with concerns. dis- nine-tenths of the and embezzle- under my _ notice are the work of sin- a business detective one of the bonding “T’m not saying that the man with a wife is any more honest than the man without, but he certain- ly is less exposed to that form of temptation that makes an employe short in his accounts. Now and then some fellow will steal for his wife’s sake, but he’s ten times more likely to it for some woman not his The wife knows her husband’s circumstances, and notwithstanding occasional of feminine ex- travagance, you can mark it down for a@ofact that a married woman isn't going to ruin her husband’s career and her own happiness by encourag- expenditures that the income won't stand. “Tt isn’t the married men, as a rule, who lead the gay life,” continued the detective. “Sometimes, no doubt, Smith feels a little bit mistreated at seeing what an awful lot of fun Jones has, but Smith, who is married, real- ly has no reason to be sorry for him- self. It’s a good thing for him that he is obliged to give his salary to the missus and the kids and cut out his share of the good times of Jones. I’m married myself and I know.” When business gets slack and men are laid off, there are few firms who do not give the sack to the bachel- ors. An inquiry among the Chicago firms who reduced their force this winter reveals that almost without exception the men with wives and families were retained. There is that do wife. stories ing much sentiment in business, at least. of the superintendents and managers confessed that they laid off the best men and kept the poorest in a number of Several instances. “A man who has only himself to look out for can make some sort of a shift f a living,” 1 | explained one manager, “but a sudden layoff is a mighty serious thing for a man with a family. I didn’t have the heart to tor let any of my married men go. In a few instances I gave the firm the worst of it by this discrimination, but I guess the stockholders are not going to kick. If they do I can’t help it.” There may be a little truth in the view that one bachelor takes of the question, though it is not quite com- plimentary to some of the employers. “Married men will stand for more than he. “Vhat's One reason why some of the bosses like them. A married man is a help- less, treadmill of a_ creature. Hfe’s got his neck in the yoke and the boss knows it. He dare not ask for a raise, for he can’t afford to quit in case it is refused. single ones,” said sort “Tf he belongs to the low salaried class of workers the chances are that he keeps a week or two behind pay envelope, and he is afraid to take his nose off the grindstone long enough to look for a better job. The boss can make him work overtime without extra money, or he can make him work short time and dock him for the hours he’s lost, whichever the needs of business may demand. The single man can quit, but the married man is tied hands and heels.” his There is one firm in Chicago em- ploying an average of ten men where no single man is eligible to a place on the pay roll. The applicant for a job who confesses that he’s a bach- elor is turned down at once, though, of course, the real reason for his re- fusal isn’t explained to him. The curious thing about this business house is that the managing owner is a confirmed old bachelor and never speaks two words to a woman if he can help it. What sort of dream of “what might have been” stirs his heart nobody knows, but it is cer- tain that he won’t give a job to the man that is not married. a lt is said that one of the employes of this bachelor lost his wife a few years ago, and he knew the rule so well that he was. afraid to confess his widowerhood to his boss. He hid his bereavement as best he could and there were only three men in the of- fice who knew that his companion had died, and they were pledged to secrecy. Whether the boss would have fired him for his misfortune if he had found it out nobody knows. Ben Burbanks. Arkansas has a stringent anti-cigar- took effect with the new year. It prohibits the sale or giving away of cigarettes or cigarette papers, and makes it a misdemeanor, punishable by fine, for anyone to have cigarettes or papers in their posses- sion. It is probable that the tobacco interests will test the constitutionality of the act before the courts. law, which ette MICHIGAN TRADESMAN Michigan Board of Pharmacy. President—Henry H. Heim, Sa Secretary—W. E. Collins, Owosso. naw. Treasurer—W. A. Dohany, Detroit. Other members—John D. Muir, Grand Rapids, and Sid A. A. Erwin, Battle Creek. Michigan State Pharmaceutical Assocla- tion. President—J. E. Bogart, Detroit. First Vice-President—D. B. Perry, Bay City. Second Vice-President—J. E. Way. Jackson. Third Vice-President—W. R. Hall, Man- istee. | Secretary—E. E. Calkins, Ann Arbor. Treasurer—H. G. Spring, Unionville. Executive Committee—J. Wallace, Kalamazoo; M. A. Jones, Lansing; Julius Greenthal, Detroit; C. H. Frantz, Bay City, and Owen Raymo, Wayne. ” Privileged Pharmacies in Sweden. By the year 1920 all privilegee Sweden will have pass- the and ate there will only be per- pharmacies in ed into the hands of State, nt 1at from th sonal concessions. Both Houses of Parliament, however, have presented | to the king a memorandum, his agiaaeeniags with regard to the} futu aspect of pharmacy 1920 a The document states most important points to he consid- ered are a cheap, good, and easily ob-| tainable supply of medicine, with a system of promotion smaller to coupled (from ) for the irger pharmacies members of the profession, guaran- teeing an adequate means of liveli- hood. It will be necessary to open a large number of new pharmacies in country parts, as in some districts the existing conditions are deplorable with regard to the supply of reme- dies. eeeraerety Many new busi- nesses should be opened to supply the wants of a well-defined area. This stop will, of course, bring a loss to Many existing pharmacies, but this might be obviated by the creation of an income regulation fund, to which all more profitable businesses woula have contribute this surplus could among less-favored Further, it will be ulate a set of regulations relative position of employee and owner, the question of the appoint- ment and salary of the former, the age and amount of pension to be granted to owners, the elabora- tion of the statutes of the pension in- stitute which is to be founded for the benefit of pharmacists. to fixed basis: be Of, a then divided the pharmacies. to form- the necessary fixing and ——_+<-.___ Adulterated Turpentine. Down in Georgia, from where the turpentine comes, the druggists have drawn up a severe indictment against the quality of the turpentine on the market. It seems that the turpentine is all labeled by the manufacturers “for mechanical purposes that druggists pure article to The steady pentine wasteful and find drug. cost tur- necessary result of the extravagant methods which have been pursued by the tur- pentine producers of the South for Indeed, it is a mat- ter of surprise and of congratulation only,” unable dispense in the are to a as 4 rise of is a and the last century. that we have any forests left at all, The diminution of the area of turpen- tine trees and the absence of any sys- tematic attempt to replace them on an adequate scale furnishes the best possible explanation of this increase in price of turpentine, and gives as- surance that the price will continue still further to increase. The Scarcity of the oil and the liberal margin o1 profit which the present price offers to the adulterator makes it reason- able to suppose that adulteration does exist, while the fact that the manu- facturer takes refuge in the phrase “for mechanical purposes only,” is in itself the best evidence of the truth of the charges brought by the drug- gists of Georgia. Here is one case in which the food and drugs act has de- veloped some interesting information. —_2-.____ Bulbs of Incandescent Lamps. The process generally recommend- for coloring globes is Coloring ed incandescent lamp to coat them with a solu- jtion praying | \To of collodion, in which has been dissolved aniline of the desired shade. “frost” omit the dye. “Frost- ‘ing’ may also be accomplished by (after Means of a solution of alum in water that the |r of white shellac dissolved in wood | alcohoi. In using the alum process make a saturated solution alum in water and dip the globe into this. holding it in a horizontal position while the of crystals are forming and the excess of liquid is draining. The drying ana cooling processes should be very siow, in order to impart a perfect crystallization to the glass. Repeat- ed dippings and dryings will make a heavier coating of crystals. To make red glass globes color the alum solu- tion with cochineal or logwood. Yel- low globes are made by coloring the solution with turmeric: blue by using indigo, and other colors by using Diamond dyes. Another method of frosting globes is by dipping them in a hot solution of Epsom salt, or a hot solution of sal ammoniac. In frosting globes they should be previous!y pol- ished carefully with a sheet of clean tissue paper to free them from all dust and grease. Randolph Reid. ge Is Counter Prescribing Legal? This practice is illegal in states and always questionable as a matter of business policy. If a man is not very sick and seems to be in doubt as to which of several reme- dies he will try, there no harm helping him come to his own deci- sion and selling him what he wants on his own prescription. If you think there is money or business in coun- ter prescribing should take a medical course and do it in the right way. many is you In your state a law which becomes effective on March 1, 1908, ingredients to be stated same as National Law. of and requires on label, with addition codeine omission of cocaine eucaine. (Applies only to pro- prietary medicines and patent food preparations.) It would be well to consult your local board of health from time to time on matters of this kind, M. Billere. and ET SRNR NORE oe RRR CRANE oe Mt 5 Formula for a Gasoline Soluble Soap. Try the following: Beee 4.651. Gasoline 500 parts pee hous sock 500 parts Soap, best white, shaved Water, Dissolve the soap in the warm wat- er, using from 50 to 60 parts. Mix the benzol and gasoline, and add the soap solution, a little at a time, shak- ing up well after each addition. Ii the mixture is slow in add at one time from 50 to 100 parts of warm water, and shake violently. Set the emulsion aside for a few days, or until it separates, then decant the superfluous water, and pour the resi- dual pasty mass, after stirring it well, into suitable boxes. The foilowing is an excellent ben- 5 parts sufficient. warm, emulsifying, up zine garment cleaning soap: Soap, white, shaved .I2 parts Ammonia water ........ 3 parts Bois water ......°.. 18 parts Dissolve the soap in the water ana when it cools down somewhat, add to the solution the ammonia water. Pour the solution into a flask of sufficient capacity (or holding about three times as much as the mixture) and add enough water to fill it about three-quarters full. Shake and add, a little at a time, under active agita- tion, enough benzine to make 100 parts. This constitutes the stock bot- tle. To make up the mass or paste put a teaspoonful in an 8-ounce bot- tle and add, a little at a time, constant agitation, benzine to about fill the bottle. This preparation is a rapid cleaner and does not injure the most delicate colors. Fr. W. with Lendower. i.e Some Drawbacks To Early Closing. You can not do any business with your store shut up. That is a fore- gone conclusion. Druggists have too long hours and in many cases in the larger towns and cities some of those hours can be spared, but in many other cases to close early means the loss of money that will never be cap- tured otherwise. If a man wants a cigar to-night, one to-morrow morn- ing will not do just as well. Same with a good many other things and especially soda water. If you are in a town that has any summer vis- itors or that is a resort of any kind, it seems that rather than close up be- fore the day’s business ends, one might better employ more help and keep open. There is good money in the late customers and it is worth getting. Think it over before you decide to cut down the working hours of the store. Better employ a relief man and accommodate the people. Look Out for Salco and Lacto Sal. Druggists are warned by N. A. R. D. Notes to beware of canvassers ex- ploiting Salco and Lacto Sal They recently visited Kansas City drug stores, presenting a clipping from a country paper which called for these preparations to be compounded with other simple ingredients after the manner of Kargon Compound and similar goods. Of course, the drug- gist did not have the “proprietary” which the recipe called for, but when asked by the canvasser if he could get it, said he could. The article was procured, but the pretended customer never came back. An examination of the “prepara- tions” by N. A. R. D. experts dis- closed the fact that Salco was noth- ing more than Epsom Salt and Lacto Sal was granulated sugar, but the price of the articles was $1.35 to $1.50 an ounce. ——-3> > o_—_. Selling Nipples. one nipple of each style car- in stock be kept in a small tray or box, in order that a customer may be allowed to select a desired kind without the clerk being put to the trouble of opening several boxes and putting them away after making the sale. This scheme of displaying many kinds of nipples will obviate the possibility of a customer finditig at some other store a more desirable nipple that she “did not know you kept.” Joseph F. Hostelley. —_2~-.—____ The Drug Market. Opium—Is lower on account competition among importers. Morphine—Is unchanged. Quinine—Is steady. Cocoa Butter—Is very firm and ad- vancing. Santonine—Has again declined. Arnica Flowers—Are scarce higher, Quince Seed—Is and has advanced. Linseed Oil—Has declined. Let ried of and in small supply —_—_»2-.__ Simple Corking Device. Take a small “riveting” hammer, slip a rubber crutch-tip over the head, and you have a bottle-corking ma- chine which is just as useful to cork one bottle as it is a thousand, and you don’t have to move the bottles to the machine, either! Soften the corks by steaming or moistening, and you can pound them in tight with never a broken bottle, chipped neck, or cut hands, Wrong Delivery a Costly Mistake. A Waltham, Mass., lady was awarded recently $520 more than the $2,000 she asked in her suit against the proprietors of a local store, whom she charged with delivering the wrong medicine at her home, there- by causing her an illness. The jury awarded $2,520. Her husband, who had brought suit for the loss of his wife’s services for illness, was award- ed $580. YOUNG MEN WANTED — To learn the Veterinary Profession. Catalogue sent free. Address VETERINARY COLLEGE, Grand Rapids, Mich. L.L, Conkey, Prin. CURED --» without. Chioroform, Knife or Pain Dr. Willard M. Burleson 103 Monroe St., Grand Rapids Booklet free on application af MICHIGAN TRADESMAN WHOLESALE DRUG PRICE CURRENT Acidum Aceticum ....... 6 Benzoicum, Ger.. 70 Boracic ....... Carbolicum ..... 26 Citricuim ...... 6. 62 Hydrochlor ...... 3 Nitrocum ....... 8 Oxalicum ....... 14 Phosphorium, dil. Salicylicum ...... 44 Sulphuricum .... 1% Tannicum ....... 75 Tartaricum ..... 38 Ammonia Aqua, 18 deg.. 4@ Aqua, 20 deg.... 6 Carbonas ........ 18 Chloridum ...... 12 Aniline Black ...........2 00@2 Brown ....... 80@1 Oe 64.55 eveuseee — 40 Yellow .......... 2 50@3 Baccae Cubebae ..... «-- 28@ Juniperus ....... 8 Xanthoxylum 30 Balsamum Copaiba ..... rece. 20@ POO oes ees Slee 2 75@2 Terabin, Canada 65@ POLUCAN = 6.6405 40@ Cortex Abies, Canadian. Cas@ine ic... Cinchona Flava.. Kuonymus atro.... Myrica Cerifera.. Prunus Vir, ini, . uillaia, gr’ assafras. . .po “26 UPRAUS | 60. . scenes Extractum Glycyrrhiza Gla.. 24 Glycyrrhiza, po.. 28 Haematox ...... 11 Haematox, ls. 13 Haematox, %s .. 14 Haematox, 4s .. 16 Ferru Carbonate Precip. Citrate and Quina 2 Citrate Soluble... Ferrocyanidum 8 Solut. Chloride .. Sulphate, com’! .. Sulphate, com’l, by bbl. per cwt. . Sulphate, pure .. Flora Aviles °c. ..54 90 Anthemis ....... 50 Matricaria ...... 380 Folla Barosma ........ 40@ Cassia Acutifol, Tinnevelly .... 16 Cassia, Acutifol.. 25 me ena ka s an 8 Uva Urst .-..... He Gumm!l Acacia, Ist pkd.. Acacia, 2nd pkd.. Acacia, 8rd pkd.. Acacia, — sts. Acacia, a Aloe San eae eee 22 Aloe, Cape ...... Aloe, Socotri .... Ammoniac ...... 55@ Asafoetida ...... ro Benzoinum . .... 50 Gatechu, ta. ....:. Catechu, @ Catechu, %s Comphorae ..... 92@1 Euphorbium Galbanum ....... 1 Gamboge ....po..1 25@1 Gaulacum . po 35 Kino: .c..3, po 45c WIGS o.oo sce ne Myrrh’ ....5% po 50 Only leo. 5 40@5 BheeG 2.25.55 6s 45@ Sheliac, bleached 60 Tragacanth ..... T0@1 Herba Absinthium ...... 45@ Eupatorium oz pk Lobelia .....0Z2 pk Majorium ..oz pk Mentra Pip. oz pk Mentra Ver. oz pk BMG co oe. oz pk Tanacetum..V... Thymus V..oz pk Magnesia Calcined, Pat.... 55 ‘Carbonate, Pat.. 18 ‘Carbonate, K-M. 18 Carbonate ....... 18@ Oleum Absinthium .....4 90 Amygdalae bDulc. 75 Amygdalae, Ama 8 00 AO oe ae w ene 1 90 Auranti Cortex. 3 75 Bergamli ....... 4 5Uw Cajiputi ..... 85 Caryophilli 11115@1 Cedar «oe Chancosalt cone DB T5Q@4 Cinnamoni ......2 00@2 Citronella ....... Oo Conium Mac .... 8 25 85 45 20 30 Copitha ........; 1 76@1 85 oo ene 50 Gubebne ........ 2 15@2 25| Prunus virg..... 50 Erigeron ....... wee Evechthitos ..... 1 00@1 10 Tinctures Gaultheria o 50@4 00 Geranium ea i 15 Anconitum Nap’ sR 60 Gossippli Sem nat i0@ 75|Anconitum Nap’sF 50 Hedeoma ....... 3 00@3 50| Aloes ........... 60 Junipera ......... 40@1 20|/Arnica ......... 50 Lavendula ...... 90@3 60|Aloes & Myrrh . 60 Toicee 00@2 15|ASafoetida ...... 50 Mentha Piper ..1 30@2 00|Atrope Belladonna 60 Menta Verid.....3 25@3 35|AUranti Cortex.. 50 Morrhuae gal :.1 60@1 35 | Benzoin ......... 60 Myricia ......... $ 00@8 60 | Rouse Co. 50 ns 1 00@3 00) Gore tas 50 Picis Liquida ./.. 10@ 12 Cantharides | 75 Picis Liquida gal. @ 40| Gapaamon o1¢! * 50 Ricma .....-..<. US Bic ane, Go * s Rosmarini ...... _fiaa. a Rosae oz. ....... 6 50@7 00 Catech ot 1 00 Suceint 1.2.02... Me @ ima = ies 2.2... 90@1 00] Ginchone Co. 3 Sel Seq." — Sassafras .... 90@ 95 Cuianas’ ene bs oo oz. 85/ Cassia Acutifol . 5 Se. 10@1 20 1 6 : Thyme 40 50 Cassia Acutifol Co 50 Thyme, opt 2... “ap Oe 50 Theobromas ..... 15 20} Ferri Chioridum | 35 Pot ; Gentian ......... 50 assium pie ag Co (2 24:. 60 tar ......... 1G@ 18) Bee ow eee ee 50 Bichromate ..... Bo 15 | Guiaca ammon .. 60 Bromide ........ 20@ 25| Hyoscyamus 50 OW ce, 12@ 15|lodine ........... 75 Chlorate 2217! po. 12@ 14| lodine, colorless 7 eens... Ce oe 50 fe SOE Cope ts 50 Potassa, Bitart pr 30@ 3°] 4 YTTA wee eee eee 50 Potass Nitras opt 7@ 10|NUux Vomica ..... 60 Potass Nitras 6@ 8 Opil eet a eked a ua aie 5 1 25 Brussiate | ...... 3 26 a a — o 4 e i Sniphate po'....... 15@18 Quassia ee 50 Mtany 20... 50 Radix ee 50 Aconitum ...... 20@ 25|Sanguinaria ..... 5A Althae: fo. cd: 30@ 35)Serpentaria ...... 50 ANCHiIsA 2... 10@ 12|Stromonium 60 AvaOm DO ...65 0: @ 25 | eitan ......... 60 Caigmue = 3 90@ 40|Valerian ......... 50 Gentiana po 15.. 12@ 15] Veratrum Veride 50 Glychrrhiza pv 15 16@ 18|Zingiber ........... 60 Hvydrostis, Canaua @2 50 Hydractis, Can. po @2 60 Miscellaneous . Oh 5 —. Alba. 12@ 151 sether, Spts Nit 3f 30@ 35 inocue “po ee 2 002 ry \ether, Spts Nit 4f 34@ 38 [ris plox .. 0... a3@ 4r| Alumen, erd po 7 3@_ 4 ir ae. 25@ 3 Annatto | Sinise wa wate & 40@50 Maranta, Ys ial @ 35 Agee ra. 7, an 5 Podophylium po. 15@ 18 ein sa ee @ = Heb oo ce. 75@1 00 A toa ane al @ 20 oe ae 1 0001 25] Apcenti witeas 6; en MOG oe... .... et lee ee Spigella 9.220 1777. @t 86) nn eitena Rcd: ae Sanguinarl, po 18 @ 15| o2lm Gilead buds, 60@ 65 Baron tarts 50@ Br ismuth § N ....2 190@2 25 ta pga a oO Calcium Chlor, 1s @ 9 tice ofits Hl. | @ 4s | Calelum Chior, %s @ 10 Stine Me 7 @ 9 | Calcium Chlor. {Zs @ 19 Sefltae’ po 7a 20@ oF Cantharides, Rus. @ 90 a enenas @ oF Capesict Fruc’s af 20 Valeriana Eng... @ os a Do eg 33 Valerfana, Ger. .. 15@ 20 Gar, fe asi pe 20 18 Zmneihber a ........ 12@ 16 Ccuine Ne : @ a @ingwiber j ....;.. 25@ 28 Cera Alba ae 50@ 55 “era ava 40@ 42 Semen Crocus | 00.8... 45@ 50 Anisum po 20 .. @ 16|Cassia Fructus .. 35 Apium (gravel’s) 13@ 15| Centraria 10 Bird, tn ...:....- 4@ 6|Cataceum 35 Carui po 15 ...... 144@ 15|Chloroform....... 34@ 54 Cardamon ...... 70@ 90|Chloro’'m Squibbs @ 90 Coriandrum ..... 12@ 14}Chloral Hyd Crss1 35@1 60 Cannabis Sativa 1@ @| Chondrus.......-. 20@ 25 Cydonium ....... 75@1 00| Cinchonidine P-W 38@ 48 Chenopodium .. 25@ 30] Cinchonid’e Germ 388@ 48 Dipterix Odorate. 80@1 00|Cocaine ......... 70@2 95 Foeniculum ..... @ 18| Corks list, less 75% Foenugreek, po.. 7@ 9{|Creosotum . @ 45 bint oo 4@_ 6|Creta ..... bbl 75 @ 2 Lini, grd. bbl. 2% 38@ 6|Creta, prep...... @ 65 Lobelia. :....... 715@ 80|Creta, precip..... 9@ 11 Pharlaris Cana’n 9@ 10|Creta. Rubra .... @ 8 es 5@ 6|Cudbear ........ @ 24 Sinapis Alba ........ 8 i0|Cupri Sulph .-..... 81%@ 12 Sinapis Nigra ... 9@ 10|Dextrine ........ 7@ 10 Emery, all Nos.. .@ 8 Spiritus Emery, po ...... @ 6 emens WwW Dz 2 eee 7 Ergota ..... po 65 60@ 65 rumenti ....... Juniperis CoO T1 65@2 0°| Ether Sulph 35@ 40 Juniperis Co. ....1 75@3 50| Flake White .... 12@ 15 eee — : a. : Galla oe @ 30 p ni Galli .. ¢ Vini Oporto "1 25@2 00 Gambler ........ 8@ 9 Vini Alba <...:... 1 25@2 00| Gelatin, Cooper.. @ 60 Gelatin, French... 85@ 60 Sponges Glassware, fit boo 75% Florida sheers’ wool Less than box 70% carriage seen e8 00@3 50} Glue, brown 11@ 13 ee stags 31 ne White ....:- 15@ 25 Velvet extra sheeps’ Glycerina ......... 18@ 25 on ae ere ,@2 00|Grana_ Paradisi.. @ 2% “xtra ye sheeps wool carriage .. @1 25 Flumulus .......:.. 35@ 60 Grass sheeps’ wool, Hydrarg Ch...Mt ce % ao at cas et Be Hydrarg Ch Cor. @ 9 ard, slate, ues: @1 0" tryararg Ox Rum — @1 w slate use ..... @1 40|Hydrarg Ammo’l @1 15 Hydrarg Ungue’m 50@ 60 Syrups : Hydrargyrum .... @ 80 ACACIA | cia cues ee 50|Ichthyobolla, Am. 99@1 00 at Cortex oe TAGNO sn. sis: 75@1 00 fame gp|Todine, Resubi ..3 85@3 90 vale re ee eas es Iodoform ....... 3 90@4 00 Rhe rom ..... Eioulin 0.6... @ 40 saier ons ey 50 & Lycopodium 10@ 75 Gcillne ......2-:. @ 60 Macias ...,.,..,.. 65@ 70 Liquor Arsen et Rubia Tinctorum 12@ 14| Vanilla ......... 00 Hydrarg lod @ 25) saccharum La’s. 22@ 25 Zinci Sulph 7 50 | Lia Potass Arsinit 10@ 12|saiacin .......... 4 50@4 75 Olls Magnesia, Sulph. ..3@ 5 Sanguis Drac's 40@ 50 bbl. gal. Magnesia, Sulph. bbl @ 1% Sapo, W 13%@ 16 Whale, winter 70@ 70 Mannia, S. F. ... 45@ 60 foe Sees “2G Berd, extra ...... 85@ 90 , : ape BW... cs... 1G@ Zi bard. No. 1 ..... 60@ 65 Menthol .......-. 2 65@2 85 Sapo @ 2.0.0... @ 15|linseed pure raw 41@ 44 Morphia, SP&W 3 25@3 50 Seidlitz Mixture 20@ 9 | Linseed, boiled ....42@ 45 Morphia, SNYQ 3 25@3 50/Sinapis . - iio a Se Morphia, Mal....3 25@3 50] Sinapis, at... 30 — urpentine ..Market Moschus Canton. g 40 | Snuff, Maccaboy, Paints bbl L. Myristica, No. 1. 25 DeVoes ....... @ 651|Red Venetian 1% 2 @8s Nux Vomica po 15 < 10] Snuff, S’h DeVo’s @ 51|Ochre, yel Mars 1% 2 @4 Og Sepia ...:..:... 35 40|Soda, Boras .... 8%@ 10/|Ocre, yel Ber ..1% 2 Pepsin Saac, H & Soda, Boras, po 7%@ 10} Putty, commer’! 24% 2%@3 Cos... @1 00|Soda et Pot’s Tart 25@ 2x| Putty, strictly pr 2% 2%@3 Picis Liq N N & Seda, Cark. ...... 1%@ 2} Vermilion, Prime gal doz 2.2... 2 00/Soda, Bi-Carb .. @ 65|_ American ..... 13@ 15 Picis Liq qts .... 1 00}Soda, Ash ....... 3%@ 4)] Vermillion, Eng. 75@ 80 ,Picis Liq. pints. 60} Soda, Sulphas .. @ Green, Paris 2914 33% Pil Hema po 80 50} Spts. Cologne .. @2 60/| Green, Peninsular 13@ 16 Piper Nigra po 22 18|Spts, Ether Co. B0@ 55| bead, red ......... 7144@ 8 Piper Alba po 35 30;Spts, Myrcia Dom @2 00/| Lead, White ...... 7%@ 8 Pix Burgum ee 8|Spts, Vini Rect bbl @ Whiting, white S’n 9¢ Plumbi Acet . 15|Spts, Vii Rect % b g Whiting Gilders’ g 95 Pulvis Ip’cet Opil1 3091 50]Spts, Vii R’t 10 21 White, Paris Am’r @1 25 Pyrethrum, bxs H Spts, Vi'i R’t 5 gal @ Whit'g Paris Eng. & P D Co. doz. 75 | Strychnia, Cryst’! 1 10@1 30 GUM ........:. @1 40 Pyrethrum, pv.. 20 25 | Sulphur Subl..... 2% @ 4|Shaker Prep’d ..1 25@1 35 Quassiae ........ 8@ 10/Sulphur, Roll ....2%@ 31% Quina, S P & W..-18@ 20; Tamarinds ..... 8@ 10 Varnishes Quina, S Ger..... 18@ 28 | Terebenth Venice 28@ 30!No.1 Turp Coach1 10 1 20 Quins, N. Y...... 18@ Thebrromae_......55@ 60 Extra Turp_....1 60@1 70 Peck-Johnson Co e eo Mig. Chemists Grand Rapids, Mich. Originators of The Ideal Tissue Builder and Reconstructant Carried in Stock by Drug Jobbers Generally We are Importers and Jobbers of Drugs, Chemicals and Patent Medicines. We are dealers in Paints, Oils and Varnishes. We have a full line of Staple Druggists’ Sundries. Weare the sole proprietors of Weatherly’s Michigan Catarrh Remedy. We always have in stock a full line of Whiskies, Brandies, Gins, Wines and Rums for medical purposes only. We give our personal attention to mail orders and guarantee satisfaction. All orders shipped and invoiced the same day received. Send a trial order. Hazeltine & Perkins Drug Co. ® e Grand Rapids, Mich. 44 MICHIGAN TRADESMAN i i o1s Emblem ......... 15 {Cocoanut Bar ......... 10 Raisins These quotations are carefully corrected weekly, within six hours of mailing, cca Meee aaa Bib Gocoanut Drops .......12 | Loudon Layers, and are intended to be correct at time of going to press. Prices, however, are _— steees seeees “ ot port Neon “s ppaees eerie, 4 ; . Re ‘. EIsey. 2 ..4.4555: D ocoanu on. Fingers uster, SOW ot | f liable to change at any time, and country merchants will have their orders filled at Rivursiac Sea Oi Cocoanut Wacaroons ..18 | ioose Muscatels, 2c _ market prices at date of purchase. Springdale ebeeea @16% Dandelion enn tee see 10 Loose Muscatels, 3 cr. 8% Brmmers ii.s3.33 biz Dixie Sugar Cookie... 9 Loose _Musceatels, 4 er. ADVANCED Patten 20101": Sig | erased Cream a --|8 | LM Seeded im. oi @10% Pe ahs en sees @1 roste oney Cake ,uitanas, bulk DECLINED pasather iecaa a os Fluted Cocoanut Bar 10 | Sultanas, package .. neapple ........ @ Bruit: Tarte ..... oo: 12 FAR Sap Sago ........ @22 |Ginger Gems .......... 8 cons GooDs wise, oes a @1s pee rackets pee e Dried Lima, eans ’ Wiss, ported .. @ eR CT MUTE gl. ss Meo pal ff fete. Amen EWING guM Ginger Snaps_N. B. C. 7 Brown ‘Holland ‘2202 . erican ag Spruce 55!Hippodrome Bar ..... 10 : eecvcee Beeman’s Pepsin ...... 55| Honey Cake, x. B. G. 12 %|; Farina Adams Pepsin ........ 55 Haney Fingers, AS. Ice 12 eat ms. packages -++.1 50 a — poe ees 45|Honey Jumbles ....... 1z Tee sed Pee Ids... 3 50 est Pepsin. oxes..2 00) Household Cookies .... 8 omin Index to Markets 1 9 Binck Jack .........:.. 55 | Household Cookies Iced § | Flake, 50m. sack eae a) Largest Gum Made .. * Iced Honey Crumpets 10 Seapl foe = Pca 4 60 e PW epee aoa Siimnerial 2.0 8 ari, - Sack...... By Columns ARCTIC AMMONIA Oysters Sen Sen Breath Per’f 1 19 Teed Honey Flake ..... 121%4| Maccrroni and candice 1 ak ovnis * tek ts = dn a steee ee ee er 59} Iced Honey Jumbles ..12 | Dometic, 10%. box... 60 Col “AXLE GREASE ee ol tease @1 85 |Yucatan ............... 55|/Island Pienic .......... 11 |{mported, 25t. box.!'2 59 - ea ‘ove, — @1 25 oon CHICORY Jersey Lunch ......... Pearl Barley Ammonia. -ve-e-ssss1++ 1|1ID. wood boxes, 4 dz. 300] Plums ........., i“Ohtinn UC re teens eee, 4 8 Axie Grease ........... q . tin boxes, oz. 2 35 Peas EMS oc ic, .. ca Sileoon Goma ..........18 | Bmore ("°° *°S- a in oe oa ; = er rewtat eee ee 1 00@1 5 | Franck’s ......... -+» 7]Lemon Biscuit, Square 8 Ber Preset hecneg ys 5 30 aid 89 vse = tarly June ..... 1 00.1 “4 | Schener’s oo -- Silemon Water ......-.. 16 eh eas Baked Beans ........ ‘++ 2/151. pails, per doz...7 20] Early June Sifted 1 25@1 80 CHOCOLATE Lemon Cookie ....! g |a@reen, Wisconsin, bu. 2 35 Bath Brick .........--. 3) 25%b. pails, per doz... .12 00 Peaches Walter Baker & Co.'s |Mary Ann ............. Green, Scotch, bu.....2 45 1 BAKED BEANS y coo 8 I ee err Bl ee nie $25@2 75 | cre rt tenes S Bee Welnuts 1a OP oe neo ° wore seseeesesere - Te i See ce reese Ce COM Co st Wa 19) © TOMI voce ee berece UPR eka c ceed ica. 11 Sago WreONOD ...-scccccersces 4] 21D. can, per doz....... 1 40 Pineapple CATACRS 6. cS 31] Molasse: East I Butter Color ........... 1/3. one, ser oe. A 80 Smntel bee a 50 een M. Lowney Co. a Pe 8 oo cave ++. 6% joe 2 A) Premium, Ys 2... 0... 36 | Mixe Dee German, broken pke aes c ‘ serine sabi once 75 ee Pumpkin Premium, %s "1.2.2.2 36 Nabob ok oe Tee 0000000000059 000 MEASURE 6S woes boo SG MAN chee sccee oe ce 85 Newton eee 12 Flake, 110 : Canned Goods ....... | BLUING Good 8 T, 90! Baker's a bel Wie Wate 52... sc... 5. § |Pearl’ 130 te a by — cha kesunses 2 Arctic a be Wabesccees, 4 = eee... Ce 41 pasineel Crackers oe ; Pearl, 24 th. pkgs. ..__!. 7%, reeeet ee 6 oz. ovals 3 doz. box A0G ee ee hee tne ee olonial, %8 .......... 85 | Orange Gems ......... coring Se ; 16 oz. round 2 doz, “erg 75 aaa @ Cononint, MO nao ay 33 — ay, od Cakes ... 8 ees i oe Gum : —e- —. ais “uD Russian Caviar 87 Hester ee Lo is Pretacts, “Hand Mant. 3 nee brand oo oe - nary... -.-..-- se So * 2 Ci... UC nT jecnsettl Bee Pestedeiien tana aia ee seas Chocolate | --- apenas eine 5 ; — = hn : = Helb. SADR 2 -- oo inen. 7 : Loan ee CRON Hele i proteeettee, Mac. Ma. 7 : ei CIEE 3 = : i. PR 2. <5.~s-- 1 BROOMS Salmon" Lonny: AB. +s. 154.0 Riles, setts ee eaten Brand Wak eee, Sie 8 | No. 1 Carpet. 4 27 : : sa OWREY, AB wstsssacs, 40 , sete ; Cocoanut .......- pet, 4 sew....2 75/Col'a River, talls 1 95@°? 0 Van Hout ; Rube g Sth bee nase eu 200 1 25 Cocoa Shells ......-..--- 8 | No. 2 Carpet, 4 sew....2 401 Gol'a River. flats 2 25@2 | yuten, ws .... 12 atin ec SOR 400 2 40 ee a No. 3 Carpet, 3 sew....2 25 Red Alaska ...... 1 35@1 45 oa pdr po ee = si gag Sir am Os 5 7 B Oe 8 00 450 cme ee arn 3 sew... Z = Pink eugene 00@1 10 Yan Houten, -... Snow Creams en i foe, : ie oo oo ‘¢ a ee e cesssececcceesse. 35} Spiced honey nuts ....12 : ' : Cream Tartar ........ - 4/Common Whisk ....__! 90 | Domestic Ys ....3%@ 4 Wilbur, i%s 39| Su : Doz. , , Aa ee PO gar Fingers ...... 12 “a wo (pote eee 4 = poneets, %s i @ ; WWE, 268 40|Sugar Gems ......... 08 - iat Lt an ee 1 75 os es ........--- 4 BRUSHES (salttornic. vs if# fe COCOANUT Sultana Fruit Biseult 16 Ino. § Panel 0777" : os caruh California’ 7 e @ Dunham’s %s & 4s 26%/Spiced Gingers ....... . iw mn alifornia, %8...17 @24 | Dunham's Me 27 | Spiced Gingers Iced ...10 P oe gg de ---1 60 F Solid Back 8 in 76|French, 14s 7 @l4 . . 2 oz. Full Meas 1 25 iin we ..-- Binge me co 4s fe < ose Dunham’s Xs ......... 2 Sugar Cakes .......... ‘i o = eee i= Fish and Oysters ...... ee ee On coos ats bp " qenatineuacicsenas” Jennings DC Brana ok ona es Stove Standard ........ 1 20@1 40/20%. bags ............ -< epee ee Extract Vanilla . _— Sl oe ee PEN aS rar Saecstauk Less quantity 2).5. 0). 4 Sponge Lady Fingers 25 No. 2 P 1 < No. 2 ......... Clink g5| Pound packages |: 1.’ Sugar Crimp .......... Sie ae th J c eerie see a 1 00 COFFEE Sylvan cookie ........ ie ee trees oo. sail — . Shoe ie 125@1 Vanilla Wafers i6 No. 6 panel haba . 8 50 Gela’ ee ee ee . } A ede eeec as Ey 8s eb a pees @ Gi ee eee eee % aper ee Z vy 4 ——. ee ie ; — , Ceeee ete Ge : = sie ries bedded oe eG : ; oz. Full Meas........ 85 j rains and Flour ...... MO € ce Standard ........ OO es ee ee? oz, Full Meas...... 1 80 ; moO. 8 1 90} Fancy @2 In-er Seal Goods 4 oz. Full Meas 3 50 Fr Per doz. ee eee Herbs ...--.sseereeeeeee 6 | wy hee ce ie — Albert Biscuit ....... oe ee eae * Hides and Pelts ....... Piw. BR ®& Go's S0c size 4 O0l ata @ SAARI ons ices oc ase s + -$ 5 ood a @1 10 Butter Thin Bi .. 1090|/Amoskeag, 100 in bale 19 1 CANDLES Fancy ... @1 Butter Wafers rt 00 | Amoskeag, less than bi 1944 ging “set = pope eee 2 Gemoos ...:.'....; @3 60 ected babes ee ieee 19 | Cheese Sandwich 1 00 GRAIN oon Tere, 40e .e.. CARBON OILS Caberry oe Cocoanut Dainties ... 1 00]. Cae MY onnneue bsceees Pee. 20 Barrels : Maracaibo Faust Oyster ......... 1 00 7 No. 1 White.... 98 CANNED GoopDsS Perfection ....... @ipic| Mair 16 Fig Newton .......... 100; New No. 2 Red ....... 99 L ; Edeorice 2. 8 Apples Water White @10 |Choice ...... beeches 19 | Five O'clock Tea 1 00 Winter Wheat Flour “a ater cea aa 3%. Standards ... __. 1 20!1D. S. Gasoline .. @15 : Mexican HUOtOMA oss 1 00 Local Brands ‘ . M aso 3 %5\Gus Machine... eeng. [Chie 0... 16% |Ginger Snaps, N. B.C. 1 00/Patents ...............5 60 Matches .... .... é Dtackberse Deodor’'d Nap’a.. @is | Banty 2.220 ee 19 |Graham Crackers .... 1 00|Second Patents --5 40 Meat Extracts ......... Rh ow, 1 25@1 75| Cylinder ......... 29 @34%s _ Guatemala Lemon Snap ......... 50| Straight ............. -5 10 Mince Meat ........-.-- ¢ | Standards gallons -: (ne... 16 @22. | Choice titnesteeeeens 15 Qatmeal Crackers St 00 — Straight ......4 o (oo ese eae es if er aol - ek, ....8%@ ava WECCVOCULCS (oases il. terete eee erc ene a 4 Beans — poet - eS lien 12 |Old Time Sugar Cook. 1 00| Subject to usual cash dis- N a he 850 os Breakfast Foods Raney African ........ ee tae a eet wes ce e € 2 1: | String — ee a 15 | Bordeau Flakes, 36 1Ib. 2 50 - - ee = a ee : barrel additional . cme Wee mere neetech nero ney Wax ...............75@1 25| Cream of Wheat 36 2m 4 50/"° % --*>gyeec sss eee e Saratoga Flakes ||... 1 50| Worden Grocer Co.’s Brand re) ivahinneins Egg-O-See, 36 pkgs...2 85 Aveliin, 2 e 21 Social Tea Biscuit...1 00 Quaker, paper ........ 5 10 Se Sitapiect oe 2 Package Ga Moe C... 1 00| Quaker, cloth ........ 5 30 aon 7 00| Bxcello, large pkgs....4 New York Basis Woe, Beet |... 5, 1 00 _ Wykes & Co. Pp niua : —— . a, caches : 4 Ate 16 00|Sultana Fruit Biscuit 1 5¢| Eclipse ............... 5 00 a ess Siem. cans, spiced. 1 90| Malta Ceres, 24 11. 112 49] Dilworth °2.°721/°21114 75|Uneeda Biscuit ...... 60|Kansas Hard Wheat Flour MW. 2. ‘ . ir | ahaa a eno se oe Vita. 36 an oe ae MOEN os 15 00 Uneeda Jinjer Wayfer 1 00 ‘ sen goed Co. o aVLé € > 0 Rees oes t : - n" pa } a” cc! Rie Neck. If). 1 00@1 25 Mapl-Flake, 36 IIb. ..4 05 a es ae ean we 1 00| Grand apids Grain & Milt Provisions ...... iieneee 6 | Little Neck, 2%. @1 50 poe — 3 ane = McLaughlin’s XXXX sold| Water Thin .......... 100/ ~~_—sing Co. Brands. ee, Bouilion talston, 30 2ID.......... -|to retailers only. Mail all| Zu Zu Ginger Snaps 60| Wizard, assorted ..... 5 00 R Sunlight Flakes, 36 1tb. 2 8 surnham’s % pt....... 1 90 Sunlicht Flakes 30 ae 00 orders direct to W. F.| Zwieback ............ 100/Graham ............++5 £ 50 ik a ‘| Burnham’s pts ........ 3 60) >; & A ae cggg & 9 75| McLaughlin & Co., Chica- Holland Rusk Buckwheat ..........- 5 25 Burnham's ats. _....... 7 20) ~'80r. C D oF a. < meee 4 50 go. 36 packages ...........2 90|Rye ...... eek eee eles 4 99 8 Cherries oa a ee 10 Extract = packages hse eess : a6 they reeat Flour Be te Red Standards .. Oi 401s fe ee ne ee es >|Holland, % gro boxes 95 DACKORES fevcceccs ss 5]. oy Baker’s ran ae jae @1 40 | Zest. Ss Vie ie OE ee 1 15 CREAM TARTAR Golden’ Horn, family..6 00 Pence ee eeseces 7 Corn One case 2 50 Hummel’s foil, % gro. 85|Barreis or drums -++++-28)Golden Horn, baker’s 5 90 j ie aes anal ne OGine cae ae tO re tn teste Tit ao ee ' — . : S€S ............ cans ............382} Judson Grocer Co. ran Sent onal inaned Ls 7 ce Ce ee is rong case free with ten/ National Biscuit Company | "ancy caddies... ...36| Ceresota, %s ........ 6 70 na ica 7| PAMCY -.-s sees esse nee c a ar nee res es Brand DRIED RFUITS Veresota, Ws .,...... 6 60 OE cer icce ks ee Tee pronch Meas i. Butter Z Apples Ceresota, %8 ........ 6 50 I hockey g| Sur Extra Fine ......... 22 oo rth case free with! mevmeur. Round ..... 6 |Sundried ........ Lemon & Wheeler’s Brand ae g Extra Pane 19 2 ne-fou cas Ze WN. B.C: Sauare ...... 6 Evaporated se een ee 10@11 Winecia: Ma =... 6 45 I oo ees eyes. 9 Fine Ce et ee eles 15 a. lowed Soda Apricots a Wingold, EB sake eons 6 35 on ee g | Moyen Foran oso. 11 reig tae Goes N. 5. C Soda Soe tases ‘ sinus ena ee Wingsia, nes it 25 ee 8g ooseberries - a : 7 9. | select Soda ........... Pillsbury’s Bran ae Si Sendiad oo... cs te Oa be te kg | ee Pee 13 |100-125 251. boxes. Best, %s cloth ........6 40 Hominy oe so 8 aig » 2 he, | eepnpette sl... 13 a Deg oe oi, Best, 4s cloth ieenneeyy 2 7 Mendam 3... SiS , He eas SA a Oyste 80- . --@ Best, %s cloth ........ u —— Lobster . Monarch, 90 Ih. sacks aig N. B. C.. eoua ee 6 70- 80 25th. boxes. .@ 7 Best. _ paper oe 6 ae aa. 2 25] Quaker, 18-2 ....... tO ei et 06 | 60- 70 25%. boxes..@ 7%| Best! ee eae — ip Be i ee Eo ame Go eee {fi feut, Gal ........... 7% | 50- 60 25tb. boxes..@ 8) | Best, wood ............6 40 me -.. ; Pens hs 2 75 cs. Cracked Wheat ‘ Sweet Goods. 40- 50 25%. boxes..@ 8% Worden Grocer Co.’s Brana v Mackerel Wear gg Bet ee tos wie % Boxes and cansj. 30- 40 25tb. poxes..@10 Laurel, %s cloth ....6 20 Vinegar , Meters, to. 1 99|9* 2 %. packages ...-25) |, vtmals ...... os... 0 %e less in 50%. cases Laurel, %s cloth ....6 10 rene Muntert, 31D. .....5.0.: 2 80 CATSUP \tlantic, Assorted .....10 : Citron Laurel, 4s&%s paper 6 00 Ww Boures, 15%4 TH. ......:. 1 80|Columbia, 25 pts...... £15 (Grittis ..., 2.42... 94 Corsican ...3.255 @22 LOUrel, MS ieee a sce 5 90 Wicking 9 | Soused,. 2b. ...... 5... 2 75| Snider’s pints 225] cartwheels ........... 8 Currants Wykes & Co. Woodenware ...._ : o( tomato, 1b. ........-. 1 50; Snider’s % pints ..... 1 35/ Cassia cookie ........ 9 Imp’d 1 th. pkg.. g $ |Sleepy Eye %s cloth ..6 00 Wrapping Paper ~) "” 19 | Fomato, 2%. ........... 2 80 CHEESE Currant Fruit Biscuit 19 |Imported bulk... 8% | Sleepy Eye, 4s cloth ..5 90 Ps Mushrooms Acme (05. @14%|cracknels ............. 18 Peel Sleepy Eye, ¥%s cloth ..5 80 al : Y Btls 62.5. @ 27! Climax .......... 16% | Coffee Cake. nl. or iced 14 Lemon American .....15 | Sleepy Eye, %s paper..5 80 3 FONE CD nr einees:5-s * Gittous ......: 32. - 32 Mis 16 j;Cocoanut Taffy Bar...12 |Orange American ....14 |Sleepy Eye. \s paper..6 80 4 MICHIGAN TRADESMAN Meal Bel Sausages BONS oo esicc cs ccs bs 8 40 Ologna ................ Golden Granulated ..3 50 eee Pees ies cues 7 St. Car Feed screened 20 ov Pork ONE eee ae as : No. 1 Corn and Oats 20 bv Veal ttt t eet ee ee eens : Corn, ‘cracked. ...,:. 24 00 T PEER Sain cee ese ; Corn Meal, coarse ..24 Oc Woatie tee t eee ees A Winter Wheat Bran 26 00 a ro gat tte e eee Cow Heed) oi... css: 25 5U Dxtra. Mase ce 9 75 MIGGIINES iss 5. 27 OU Boncless gorse. 6 13 50 Gluten Feed ......... 29 00 usa Ee a ere Dairy Feeds Pig’s Feet Wykes & Co. Pe DUIS. ee L 2: Q P Linseed Meal....31 60/1, bbis.. 40 ins) 111°! 2 00 Cottonseed Meal .....29 50/1 phils)... 3 Gluten Feed ......... SS OUR Dole ee dae 9 00 Malt Sprouts ........ 24 Ov Tripe Brewers Grains ...... an OP Mite 15 Hie ¢... 8. 70 Molasses Feed .......26 00/4 bbls. 40 Ibs. 111111177 1 50 Hammond poet Feed 2 Uv} % bblis., 80 Ibs. 11221"! 3 00 ats oy Casings Michigan carlots ....... 0 Hoes, per ib. 20 Less than ee Coe 56 Beet, rounds, set woe 16 orn eef mi CS; Set. .: .. 40 CavlOts ee oe os 65|Sheep, per bundle s- 90 Less than carlots ...... 64 Uncolored Butterine Hay solia dairy .. |... 10 @i12 No. 1 timothy car lots 15 00|Country Rolls ..10%@16% No. 1 timothy ton lots 16 00 es aan? eats o Sorne eef, Ree oe Sage ..... giovaciasten Se 15|Corned beef, 1 tb. ..... 1 35 Hops ..... ee ee 15| Roast beef, 2 th........ 2 40 Laurel Leaves ........ 16 seve gr 1 er ce 1 ” Regs ws os 2 otte am, “4S ...... o oe eel Bini (Rothe bam ie)” 85 Per a . 90 Pas ipsa ne Sela o = Bee ees eye Oe weds avila a 2. 5 JELLY : Potted tongue, 4s .... 45 5 Ib. pails, per doz. ..2 35 Potted tongue, 6s 85 15 Ib. pails, per pail...... du RICE 30 Ib. pails, per pail ....9> 7 73 LICORICE Raney 6 @7% Pure 30 a hese eect oes ae ees oes eh ecg eh oul s | waa C ae ewe woes oa 23 See eee cee 14 SALAD DRESSING I eee eee icc: 41|} Columbia, % pint ....2 25 MATCHES Columbia, 1 Pint... .. 4 00 Cc. D. Crittenden Co. Durkee's, large, 1 doz. 4 50 Noiseless Tip ..4 s0@4 Zu | Durkee’s, small, 2 doz. 5 25 ; : Snider’s, large, 1 doz. 2 35 a 45|Snider’s small, 2 doz. 1 35 Armour’s, Of. oe. ce. ais . . Armour’s, 4 02......... 8 2 SALERATUS Liebig’s Chicago, 2 oz. 2 zo Packed 60 Ibs. in box. Liebig’s Chicago, 4 0z. 5 50; Arm and Hammer J cuce) 46 Liebig’s Imported, 2 oz. 4 55 Deland oo oe 3 00 Liebig's Imported, 4 oz. 8 50 |Dwight’s Cow ..11..11"" 3 15 oe i. Pee cee ceo. : a ew Orleans eee sancy Open Kettle . 40| Wyandotte, 100 %s ...3 00 CHOICE eos cs. = SAL SODA eee eee ce ae eo ‘| 22|Granulated, ‘bbls, ...... 35 re ere ae outta lcm, bble....... cn ee og gg | bam, 1. kegs 3 95 Ce a eau % Ib., in oe” ee Ml Pa gino Grades _ OLIVES < See cces Bulk, 1 gal. kegs...... 1 65} 60 5 Ib. sacks ...... ae oe Bulk, 2 gal. kegs ...... 1 60| 28 10% tb. sacks ...... 5 28 10% tb. sacks...... 1 90 Bulk, 5 gal. kegs......1 55 S k 30 Manzanilla, 3 0z........ 90| 56 Ib. sacks ..... ce eeee Queen, pints . ; 50 28 Ib. sacks 84 2 6 biel cles 6 . io mGen, 19:04. 60... 0.0... 50 Warsaw poe MS OB. ec, 7 00/56 tb. dairy in drill bags 40 Stufled; 6 0Z...:......... 90/28 Ib. dairy in drill bags 20 Stuffed, 3 oz........ vieoek 40 Solar Rock ~ Stuffed, a poet ce 2 40/56 tb. sacks ............ 24 | S Common Clay, No. 216 per box 1 25 Granulated, fine ....... 80 Gan’ T. D., full count er Medium, fine .......... 85 pitediecect ce... SALT FISH PICKLES Cod Medium Barrels, 1,200 count...9 00 _oree bidini a sees @ ae Half bbis., 600 count ..5 00|Small whole fo ee Small Strips or bricks ..74%@ -* Half bbls., 1,200 count. 5 7, | Pollock oo @ PLAYING CARD alibu No. 90 Steamboat .... 8 SUVINS. 022, au. Laceaea 13 No. 15, Rival, assorted 1 25/Chunks ................ No. 20 Rover enameled 1 50 __ Holland Herring No. 572, Special ........ 1 75| White Hoop, bbls. ....11 00 No. 98 Golf, satin finish 2 00 White Hoop, % bbls. 6 00 No. 808 Bicycle ...., -2 00) White Hoop, keg 65@ 175 -No. 632 Tourn’t whist..2 25| White Hoop mchs. 85 POTASH Norwegian ....... 48 cans in case peo. - a sine bp al : ae Babbage. cc... -4 00} Round, Be “Analy oo gi od Scaled Pangaea stent ss: 12 Barreled Por Mees oe, 13 00}No. 1, 100%s. ........ 7 50 (year Back: 3.600022 £6 60 )No. E 40ia)... kw. 3 25 MOOre 2CUG eee. e. 16.00} No. FT, FOS .6.....:.. $0 Short Cut Clear iO OU TNO, 2, SIDS 1... 0.5222. . oo OR eee: 13 50 Mackerel Brisket, Clear ....... 17 00 aaeee Pda ee ae * . ee 19 00 ess pak daees os Gear Pamiy ie)... 14 00}Mess, 10tDs. .......... ; 6s Dry Salt Meats Mess, 8Ibs......0....; 1 SP. Beliés 0... 2... 10 _ ph Seisles e " = i ee o. 1, Le a ee OE EO ree 1 65 Smoked Meats ee Oe err Hams, 12 tb. average. .10 o. 1, No. 2 Fam Hams, 14 tb. average..10 lion 975 4 50 Hams, 16 Ib. average..10 | "goip) 12720720777 5 25 2 40 Hams, 18 Ib. average. .10 Vik .1 12 60 Skinned Hams ....... 10 wh - 92 50 Ham, dried beef sets..15 SEEDS California Hams ..... 8% Anise 0.0000. 0 Picnic Boiled Hams..13'5 Canary, Smyrna ..... 4% Bolled Ham .......... 16144 Caraway ee 10 Berlin Ham, pressed 9 Cardamom, Malabar 1 00 Mince Tam ............ alee ee 15 Celery : CON eae. 12%@14 Hemp. Russian ...... 4% Comuound 84s. 7% lnciee waits an Pure in canis pore: - POO0e cose 9 . tubs....advance BO scsice Sede eee 60 Ib. tubs....advance e ee BLACKING 50 Ib. tins....avandce 20 Ib. pails advance %/}|Handy Box, large, 3 dz2 50 fe es %|Handy Box, small ....i 25 10 Ib. pails....advance % ails 1 'Bixby’s Royal Polish 85 5 Ib. pi -.. advance y Polish 85 $ tb. pails....advance 1 Miller’s Crown Polish.. SNUFF Gunpowder Scotch, in bladders ...... 37|Moyune, medium ...... 30 Maceaboy, in jars...... 35 |Moyune, choice ....... 32 French Rappie in jars. .43 soyune, fancy ........ 9 SOAP ae oo 2 E: Ss. Kirk & Co. a Pin sue fancy oa 40 American Family ....4 0 8 y, im feae es Dusky Diamond,i0 8 022 80! Young Hyson Dusky D’nd, 100 6 oz. 3 80 Choice ue Gare vege ask 30 Jap Rose, 50bars.... 3 75) Mancy .....2....0 0.07 36 Savon Imnerial ...0 |. 3 50 ; Oolong White Russian 9.0.2. 50 | Formosa, faney..2.. 2. 42 Pome, oval bars 1... 3 50/Amoy, medium ......_ 25 Seem QVGA Lic. 2 15|}Amoy, choice ......... 32 Snowberry, 100 cakes 4 00 jf Proctor & Gamble Co. | meginn@lis? Breakfast | BenOxX oo. ol 3 50 Ohgiee ee 30 evory, § OS. esos. eas... 40 ivery, 10 62, 62.2.4) 00. 6 75 tiai PON eee, 3 50 — ; Ceylon. choice ........ 32 LAUTZ BROS. & CO. BANGW 2 0, 42 aceme, (0 bars) 0 3 60 TOBACCO mcme. S30) Bars |b. 4 00 Fine Cut ACING, ab Oars 6.00 4. aM sdities 2. 54 Acme, 100 cakes ..... oO Sweet toma...” 3 Big Master, 70 bars ..2 90 Hiawatha, 5tb. pails 55 Big Master, 100 bars 3 50 meloseany 0 20 Marseilles, 100 cakes ..5 86 may Cane 70 eee “3 Marseilles, 100 cakes 5c 4 OO! Prairie Rose ....... |. 49 Marseilles, 100 ek toilet 4 OG Protection §....,..... | 40 Marseilles, %bx toilet 2 10] Sweet Burley ....... 44 A. B. Wrisley TASCG ee 40 Good €heer oo. 00 lug Old Country 10600 3 40 Mei Gan 31 Soap Powders Pie 35 Lautz Bros. & Co. Biuwatia ....... 41 CROW Bey oo... 5: eee 35 Gold Dust, 24 large ..4 50 Battle Ax 22. 37 Gold Dust, 100-5c ..... 4 00! \merican Basle ....... 33 Kirkoline, 24 4th. 2. ci? 3 80 Standard Navy es 37 ee Tet tee reece eens 3 a Spear Head, 7 0z....._. 47 Babbitt's 1776 1111777"! 3 | Novy bem (f% 8 44 FROMGIMG) i oe ee 3 50 Jolly Tan ee 8 PeMOUNS oa 3 70 | Ola Honesty 2... |. 43 Wisdom = .. 22.0 3 80 Moday 3 Soap Compounds Wee 38 Johnson’s Fine ....... 10} Piper Heidsick ......... 66 Johnson’s XXX ...... 4 25} Boot Jack Sesias See cie s . 80 Nine O'clock (7.0.2. 0: 3 85|Honey Dip Twist ..... 40 Rub-No-More ......... 3 75 eee Standard ....... . Scourin : WOMERNI og hc oe doc cc ccs, au Enoch Morgan's Sons. eS, ‘waa Co = Sapolio, gross lots ....9 00 ‘ll ef Iwis eee Sapolio, half gro lots 4 50/| Mi Cae Pf cenolio, single boxes. .2 25 rea 1 NN ee ego plpee apOhO, hand ......... 5 kin Scourine Manufacturing Co| sweet Cn ou 34 Scourine, 50 cakes..... 1 80} mat Car ..... 222200007! y-- Scourine, 100 cakes....3 50) Warpath _...11.17777 7" 26 SODA Bamboo, 16 oz. ...... 25 BOtes a 542 {I X L, 5tb. So sd tenes « 27 Kegs, Engilsh .......... 4% /I X L, 16 oz. pails ..31 SOUPS Honey Dew oo. . 40 Columbia 2.06. 3 00 Se Block ........... a mea Letter ............ ieee 33 SPICES Kiln Dried | ....2_) 2). 21 Whole Spices Duke’s Mixture ...... 40 MUSDICR 22. 12} Duke's Camea .... - 3 3 Cassia, China in mats. 12 Myrtle Navy ......... 44 Cassia, Canton ........ 16} yum Yum, 1% oz. ....39 Cassia, Batavia, bund. 28 Yum, Yum, 1Ib. pails 40 Cassia, Saigon, broken. 40/Cream .........° . 38 Cassia, Saigon, in rolls. 65 Corn Cake, 2% oz.....25 Cloves, Amboyna ..... 25} Gorn Gane ij, 22 Cloves, Zanzibar ...... 201 Plow Boy, 134 o2..... 29 MaCe 55] Plow Boy, 3% oz.....39 Nutmegs, 75-80 ....... 3 Peerless, 336 oz. ...... 85 Nutmegs, 105-10 ..... - 25] Peerless, 124 oz. ... 111! 33 Nutmegs, 115-20 ...... SU isin Peake ........... 36 Pepper, Singapore, bik. 15|CGant Hook |... 1.1.27" 30 Pepper, Singp. white.. 25/Country Club 1. 117"” 32-34 Pepper, SHOt |... 2... AC horex-XXxN 30 Pure Ground in Bulk Good Indian basset ees 25 AUSDICG) o6 600. 16} Self Binder, 160z. 80z. 20-22 Cassia, Bataviva ...... 28 pSilver Hoam ........... 24 Cassia, Saigon ........ bobfSweet Marie .......... 3 Cloves, Zanzibar ...... _ Royal Smoke ......... 42 Ginger, African ....... 5 Ginger, Cochin ....._.. 18 Cotton, 3 — 26 Ginger, Jamaica ...... 25 Cotton’ 4 a 26 MACE 2600. eo 65 Tuts 3 ply Soe oe ee 14 MUSCAPG oe 18) tiem ‘wa. 13 Pepper, Singapore, blk. 17 Mee aan pate es 24 Pepper, Singp. white.. 28 Wool it nai 10 Pepper, Cayenne ...... 20 ; eer eee MOSG oo) 20 VINEGAR STARCH Malt White, Wine, 40 er 9 Common Gloss Malt White, Wine 80 gr 12% 1b. packages .....4%@5 Pure Cider, B & B....15 3Ib, packages ....... wi Pure Cider, Robinson 15 6Ib. packages ......... @5\. | Pure Cider, Silver ....15 40 and 50Ib. boxes “ee WICKING Barrela ........ seeeee-@35 1 No. 0 per gross........ 30 Common Corn No. 1 per gross ...... 40 20Ib. packages ........ 5 |No. 2 per gross ....._: 50 40Ib. packages ..... 4%@7 |No. 3 per gross |... |"” 75 oe. Weg en ARG orn Baskets Barrel: coco is. s+o+eee29] Bushels ............... 1 00 Half Barrels ee oes eeee cece Bushels, wide band oo oe 201. cans 4 dz. in cs 2 00| Market’ .......... 0.01) 40 10Ib. cans % dz. in es. 1 95| Splint, large 1" 3 50 5T. cans 2 dz. in cs. 2 00 Splint, medium ....... 3 00 2%Ib. cans 2 dz. in cs, 2 10 Splint; small ...... |: 2 75 Pure Cane Willow, Clothes, large 8 25 A ee os ee 16 Willow, Clothes, me’m 7 25 GO0G 6. cco. eo, 20 Willow, Clothes, small 6 25 OHoee 6056. oe 25 Bradley Butter Boxes TEA 2tb. size, 24 in case.. 72 Japan 3b. size, 16 in case.. 68 Sndried, medium ...... 24 5Ib. size, 12 in case.. 63 Sundried, choice ...... - 10Ib. size, 6 in case.. 60 Sundried, fancy ...... 6 Regular, medium ...... jo Ge ae fe 35 Regular, choice ....... 32 No. & Geral 256 tn crate 40 eye ee agg neti Ne 4 Oval ine in ceaie @ Basket-fired, choice ..38 |No. 5 ap ey crate 60 ae oe Barrel, 5 gal., each....2 40 Siftings ........... 9@11 | Barrel, 10 gal., each...2 55 cee vice cs AM@ld Sarrel, us gal, each. ..3 7 | 10 1 ; . ce Pins ‘ CONFECTIONS | Roun ead, 5 gross bx 55 : et ; Round head, cartons.. 70 dtenaeee oa Fe 7 Se | Egg Crates and Fillers. pStandsrd Hy... | 844 | Humpty Dumpty, 12 @oz. 20) Standard Twist ...... - 9 [No 1 complete’ ...... 40} Cases (No. 2 complete 2... | 28 | Sse me Loo 8le | Case No. 2 fillersldsets 1 3 Ls eae lu | Case, mediums, 12 sets 1 15 | Cream =... . 4... 12 | | Big stick, 30 Ib. case.. 81, ‘ en val | Cork, lined, See. | ; | Cork lined, 9 in....... 80 | Mixed Candy (Cork lined. 10 in ...... 20) GkOCGra 0 ble {Competition ........ . 7 | Mop Sticks ae 8 | rojam Spring .<....... iCckueue tte 8 | Eclipse patent spring.. 85 | Noval 2 ee 8% No. ft commen .... |.” ‘Ribbon 10 | No. 2 pat. brush holder Soroka 0 °°" 7" 8% |12Ib. cotton mop heads 1 40 [Cat bose a Costeetd aan 1) Ce eee 85 | Leader ee. ae | Pails | Kindergarten ....._. coukl |z-hoop Standard ...... 215;/Bon Ton Cream’ .:'*** vl |3-hoop Standard ...... 235|)French Cream .... 77"! 916 [e-wire, Cable... SIEM 6.0... 11 Fo-wire, Cable ......... 245)/Hand Made Cream | 17 | Cedar, ais red, brass ..1 25} Premio Cream mixed 14 | Paper, Eureka ....._. 2 25;0 F Horehound Drop 11 HQOEG 11-8 2 70 | Toothpicks | Fancy—in Pails | Hardwood -........... - 80 Gypsy Hearts ......__. 14 soltwood ......... -2 1 | Coco’ Bon BONS... , 13 | Banquet ee eves sete ok 50 Fudge Squares... .13 IRE ok concen cect ese. 1 50| Peanut Squares ©/2°°*' 10 | Traps ;Sugared Peanuts ..... 12 | Mouse, wood, holes.. 22/ Salted Peanuts .../7"! 13 | Mouse, wood, 4 holes.. 45 | Starlight Aste 6.1... 11 | Mouse, wood, 6 holes. - i) ioe a *s aa 1) se. = fc en. a5 | 44 ses, MAME aes. Jat, wood’ 088---- | Losengee, Pate "*--- 29 l Rat’ aie 75 | Champion Chocolate ..14 : rs Eclipse Chocolates ...15 | i Tubs _ _.|#ureka Chocolates . - 16 | 2U-in. Standard, No. 1 8 ‘9 | Quintette Chocolates wane | 18-in. Standard, No. 2 7 79 | Champion Gum Drops 9 | l6-in. Standard, No. 3 6 75| Moss EODS 2 10 | 40-1n, Cable No. 1... .. 9 29| lemon Sours ,._!" ...- 5 8% Hindquarters ....7%@10 ee 14 Moumie ........... 54@ 7 oe a 5 8% Pork Ralme £8. ; @ 9% ressed. ;......., @ 6 Boston Butts .. @ 8 Shoulders ....... @ 8% Leet tee ...... @ 8% Trimmings ...... @ 6 Mutton Carcess :....:... @ 9% Lams. . 2.5553... @10% Spring Lambs ... @10% Veal Cease 2. 6 @ 8% CLOTHES LINES Sisal 60ft. 3 thread, extra..1 00 72ft. 3 thread, extra..1 40 $0ft. 3 thread, extra..1 70 60ft. 6 thread, extra..1 29 72ft. 6 thread, extra.. Jute ee 2 75 oat ee 90 PO fo 1 05 come. 1 50 Cotton Victor BOM 635. 1 10 Oe ce 1 35 BO. vee ss ee 1 60 Cotton Windsor BOR eee es ee ee 1 30 Wee 1 44 Te ge 1 80 8Oft. ee cee te eee ee 2 00 Cotton Braided OO. ee 5 RO ce 1 85 WOM. ea 1 Galvanized Wire No. 20, each 100ft. long 1 90 No. 19, each 100ft. long 2 10 COFFEE Roasted Mwinel-Wright Co.’s. B’ds. White House, 1tb. ........ White House, 2%. ........ Excelsior, M & J, 1b. ..... Excelsior, M & J, 2th. ..... Tip Top. M & J, tib. ...... Howes SQUe |... .2..-2522..% 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 40 4 Wh... sss 6 oe i 8 0. oc cae 7 i to 8 in... ....... ee OD 8 TG... ance deve li Bh 4 15 BM 2.65. Se ee. 20 Cotton wines No. 1; fox ......... 6 Me: 3, 16 feet .......... 7 "=e. 2, 15 fot ... ...:.. 9 Mo. 4, 1 feet .......... 10 oe. b; 16 fee: .. 3... 11 Mo. 6, 15 feet ....... 12 Ne. 7, 365 feet ....2.... 16 mo. 8, 1) tet |... S 18 Mo. 9, 15 feet .......... 20 Linen Lines RN ok och ce vob eons ove Been oe 26 Re au 34 Bamboo, 14 ft., per doz. 55 Bamboo, 16 ft., per dos. 66 Bamboo, 18 ft., per doz. 80 GELATINE Coxe, 1 Ope -.......; 1 80 Knox’s Sparkling, doz. 1 20 Knox’s Sparkling, gro.14 00 OOO oc. io secs 1 60 Knox’s Acidu’d. dos..’..1 20 Ontere: ..... 3... 2k. co e 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 ‘00° cakes, large size. .6 50 50 cakes. large size..3 25 :00 cakes, small size..3 85 50 cakes, small size..1 95 Tradesman’s Co.’s Brand Black Hawk, one box 8 60 Black Hawk, five bxs 2 40 Black Hawk, ten bxs 2 26 TABLE SAUCES Halford, large ......... 8 75 Halford, small ........ 2 25 Use Tradesman Coupon Books Made by Tradesman Company Grand Rapids, Mich. FINE CALENDAR OTHING can ever be so popular with your customers for the reason that nothing else is so useful. No houseKeeper ever has too many. They 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. ve ve MICHIGAN TRADESMAN 47 BUSINESS-WANTS DEPARTMENT Advertisements inserted under this head for two cents subsequent continuous insertion. No charge less a word the first insertion and one cent a word for each than 25 cents. Cash must ‘accompany all orders. _ Southern Michigan, new 8,000 ft. BUSINESS CHANCES. $195 for a brand new $300 piano never aut of box. Maiuvganv case, extra fine tone. Box 36, Evart, Mich. 437 Bakery, ice cream, gars and lunch room. This is a first- class place, new and up-to-date. Will invoice about $2,500. Will give particu- lars in letter. S. D. Upham, Saugatuck, Mich. 436 - For Sale—Good clean stock general merchandise and drugs, invoicing about $5,000. Good farming community (coun- try town). Cheap rent, easy terms. Might take some city property in ex- change. Particulars enquire Merchan- dise, care Michigan Tradesman. 435 Department Store For Sale—Northeast- ern Indiana, general stock merchandise invoicing $6,000. No stock more than one year old. You can rent storeroom, which is new and up-to-date. Best location in soda, candies, ci- town. Must be sold at once. New town. German settlement. Productive country. Credit business. very light. Best reason for selling, going into manu- facturing business. Address A. B. C. care Tradesman. 433 $3,000 yearly. the _ real loans, ete. If you earn less, go into estate business, insurance, You may make $5,000 or $10,- 000 yearly. By our co-operative plan we turn business over to you. Our corres- pondence course shows just how to start, how te make the most of your oppor- tunities wherever located. If you can make money for your employer, you can make it for yourself. Be independent, successful, a man of affairs. Practically no capital required. Write for free book, endorsements, ete. American Real Es- tate Co., Dept. T, Des Moines, Lowa. 432 Wanted—To buy or exchange good in- come property for stock of merchandise from $5,000 to $8,000. The price must be right and some one that wants to sell. Address O. E. Cheesman, Berlamont, Mich. 431 For Sale—Cigar stand and three table pool room, $700. Address Henry Lutzke, Bay City, Mich. 430 Will Sell or Exchange—For property in mill. will take a Address J. T. Good timber, healthy, or partner with $2,500 cash. Goodman & Co., Manufacturer of pine, gum, oak and cypress lumber, Amory, Miss. 429 To Mxchange—Sixty acre farm for city property or drug stock in or near Grand Rapids. Address Box 333, Saranac, Mich. 427 For Sale—Store and stock general mer- chandise located in one of best railroad towns. Northern Michigan, surrounded by good farming country. Building val- ued $3,000. New clean stock, invoice $2,500. Will sell at discount. Good pay- ing business. Ill health, reason for seil- ing. Address No. 488, care ee 3 For sale or exchange for good im- proved farm 80 acres or more, only ex- clusive clothing and furnishing business. Town 800. Snap for right party. x care Tradesman. For Sale—$1,400 stock of groceries. Address 2043, Nashville, Mich. 424 For Sale—Two Toledo scales, good as new at $25 each. Address J. H., care Tradesman. 425 For Sale—Generai 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 To Exchange—Fine Red River Valley land and cash to exchange for stock general merchandise. Address O. L Sateren, Grand Forks, N. D. 40 For Rent—New two-story brick store, 60x80 feet. Best retail corner in this thriving town of nearly 2,000 prosperous, liberal buying people. Very low rent for an early lease. Address O. F. Fyffe, Sumner, Ill. 402 Exclusive dry goods, carpets, millin- ery, clothing and shoe stock for sale in Southern Michigan town of 1,200 inhab- itants. No competition. A sure money- maker. Address S. T. W., care Michi- gan Tradesman. 421 $6,000 stock of clothing and _ gents’ furnishings in town of 1,800. One com- petitor. Established business. Address W. HL, care Tradesman. 417 Wanted—To exchange for merchan- dise, hardware or’ groceries preferrea, equity of $1,500 in fine modern home in best residence district in Detroit, value $4,500. Address H. W. Smith, 299 Alger Ave., Detroit, Mich. 415 For Sale—Good livery and undertak- ing. business West Side; well-established; doing good business; have two places, will sell for less than value or will trade or sell 4% interest for good piece Chicago real estate, house or flats, or take stock merchandise up to $5,000. Lock Box 47, Lowell, Ind. 419 To Exchange for unimproved land, double store building, opera house over- head; first-class condition. Best town in Southwest Wisconsin. Address Box 403, Fennimore, Wis. 416 Our Children In The Other Life by Giles; Doughty’s “Tne Secret of the Bible;’’ Swedenborg’s ‘Divine ‘Love and Wisdom,’’ three books seven hundred pages, postpaid for fifty cents in stamps. Pastor Landenberger, Windsor Place, St. Louis, Mo. 408 Snap—$1,500 spot cash will buy 62-100 interest in Rochester infants’ shoe fac- tory; capacity 100 dozen daily. Rent $ week. Everybody working piece work. Hight salesmen now carrying our sam- ples on straight commission. Purchaser needs no shoe experience as junior part- ner will continue looking after manufac- turing, but buyer must act as secretary, treasurer and general sales manager. 1 need $1,500 to protect other interests. Address Z. Y. X., care Michigan Trades- man. 407 For Rent—A good, 50-foot corner store, which has been occupied for a general dry goods business for the past five years. This store is located in an ex- cellent business and residence district on south side of Chicago, with modern street car line passing the door. Wil: make lease to suit. Address John Che- shire & Co., 4804 Cottage Grove Ave., Chicago, Ill. 406 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 Home, A. G. St:, Thayer, Kan. 396 For Rent—Store room, 25x60, ‘“Cor- ner.” No better location in Constantine, Mich. Any kind of business. Trade well established for clothing. Will H. —" 98 Thirty-room hotel, town of over 2,200, equipped with gas and electricity, steam heat and water works; best reasons for selling; will give purchaser a good lease on building. Ad- dress R. R. Kennedy, Spencerville, Ohio. 397 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 the only hotel in property inventories. No charge for good will of business. Must be sold at once. Good reason for selling. Address Adin McBride, Durand, Mich. 395 Department store for sale at Kalama- zoo, Mich. All the stock, including dry goods, shoes and clothing, fixtures less than one year old. Can be bought cheap if you act quickly. Address Jean Marks, 216-218 No. Burdick St., Kalamazoo, Mich. 413 For Sale—$5,000 stock general mer- chandise, ineluding fixtures, in good farming community. Located in Gene- see Co. Stock in fine condition. Must be sold at once. Address No. 412, care Michigan Tradesman. 412 For Sale or Rent—Store building av Croton, suitable for general stock. No other store within nine miles. bE. §. Phillips, Newaygo, Mich. 410 Second Hand Store Fixtures For Sale. L. E. Phillips, Newaygo, Mich. 411 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 $2,000. Will rent store building at reasonable rental. For particulars enquire of George W. Cadwell, Carson City. Mich. 373 For Sale—General merchandise stock and building or $2,500 stock and rent building. Business long established. Yearly sales ‘about $10,000. Indiana, 45 miles from Chicago. Good farming country. Address No. 401, care Michi- gan Tradesman. 401 Wanted—Responsible men by a large coal mining company, producing Pitts. burg No. 8 vein coal, to conduct coal yards and secure ecarload orders from dealers and consumers in district con- trolled. Excellent opportunity on co- operative plan. Experience unnecessary. Address Box 500, Pittsburg, Pa. 386 Southern coal and timber lands. Write for particulars about Kentucky coal and Arkansas timber lands. Large tracts of both. Address H. H. Loving, Paducah, Ky. 385 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 cun be renewed. Last inventory, $2,590. Sales during 1905, $8,640. Good reasons for selling. Address No. 386, care Michigan Tradesman. R86 For Sale—Four cylinder Dayton mar- ket scales, with plate glass platforms. In use one year. Less than half original price will take them. xX. Y. Z., care Michigan Tradesman. 387 For Sale—One nearly new Burroughs adding and listing machine. Cheap. Box 82, Grand Rapids. 369 For Sale—Bakery, restaurant and con- fectionery in college town of 10,000. OX- cellent opportunity for right party. No. 3 Middleby oven. Will bear investigation. For further information address J. M Boule, Valparaiso, Ind. 3 For Sale—Stock of groceries, boots, shoes, rubber goods, notions and garden seeds. Located in the best fruit belt in Michigan. Invoicing $3,600. If taken be- fore April 1st, will sell at rare bargain. Must sell on account of other business. Geo. Tucker, Fennville, Mich. 538 G.B. Johns & Co. Mdse. Auctioneers Grand Ledge, Mich. Our salesmen are gentlemen, therefore reliable, Our methods bring the best pos- sible success. We buy mdse. stocks. Try us. 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. sth en ar eh aera neil poomnesnsan - a ie are tbe ae Fsbisilet sagnencthe tN i pepsi Se ad ge + aS Do You Need System In Your Business? In these days of Hustle and Bustle and close competition it is necessary for the merchant to be UP-TO-DATE and wide awake to what is going on around him; in order to succeed. He should keep in close touch with every detail of his business and know how his ACCOUNTS stand at all times. The RETAIL BUSINESS offers many chances for LEAKS unless care- fully guarded. The McCASKEY ACCOUNT REGISTER SYSTEM handles your ac- counts with only ONE WRITING. IT STOPS ALL FORGETTING TO CHARGE GOODS. -IT ELIMINATES DISPUTES, IT DRAWS TRADE. IT SAVES EXPENSE. COMPELS YOUR CLERKS TO BE CARE- FUL AND ACCURATE. And will PAY FOR ITSELF SEVERAL TIMES A YEAR. Over 35,000 in use Do YOU want to improve your business? INVESTIGATE. Our 64-page Catalog is FREE. : THE McCASKEY REGISTER CO. 27 Rush St., Alliance, Ohio Mfrs. of the Famous Multiplex Duplicate and Triplicate Pads; also the End Carbon, Side Carbon and Folded Pads. Agencies in all Principal Cities The Financial Situation is a condition which is beyond the power of the individual to control. The large crops, the scarcity of currency and a hundred other con- ditions directly affect the com- mercial and industrial world. Your financial condition may be affected by it toa slight degree, but you have a more dangerous condition in your own store if you use old style scales for weighing your merchandise. In these days of close compe- tition you need every penny that is justly yours. Do you get it? The new low platform No. 140 Dayton Scale If you use old-style scales you lose on every weighing. MONEYWEIGHT SCALES turn loss into gain. mark your goods to get 15 or 20 per cent. you get it. If you The reason for this is easily explained, and if you are at all interested send us your name and address for detailed in- formation. ae Mansy weleh Scale Co. 37 State St., Chicago 4 The purity of the Lowney products will never be questioned by Pure Food Officials. There are no preservatives, substitutes, adul- terants or dyes in the Lowney goods. Dealers find safety, satisfaction and a fair ee in selling them. The WALTER M. LOWNEY COMPANY, 447 Commercial St, Boston, Mass. What Is the Good Of good printing? You can probably answer that in a minute when you com- pare good printing with poor. You know the satisfaction of sending out printed matter that is neat, ship-shape and up- to-date in appearance. You know how it ‘impresses you when you receive it from some one else. It has the same effect on your customers, Let us show you what we can do by a judicious admixture of brains and type. Let us help you with your printing. Tradesman Company Grand Rapids F. E. LEONARD, President ESTABLISHED 1844 W. N. BURGESS, Manager rH. Leonard & Sons Importers, Jobbers, Manufacturers’ Agents Crockery, Glassware, Lamp Goods China, House Furnishing Goods Special Announcement! We are pleased to announce that we have completed arrangements for the season of 1908 with many of the leading manufacturers in our lines to sell their goods—in addition to our regular job- bing business—directly to the trade On a Commission Basis Shipments Being Made From Factory at Manufacturers’ Prices Messieurs John J. Berg and H. A. Sprik, formerly in the brokerage and commission business in this city, have sold out their business to us, and all the lines in Crockery, Glassware, Lamps and Enameled Wares formerly handled by them will hereafter be sold through us. We are now the Local Agents for More Factories than could be visited by a merchant in a month’s travel, and in our spacious sample rooms is assembled a most magnificent array of beautiful and useful goods, bringing the products of the largest and best manufacturers of the country within your reach and Selling Them at Their Prices We handle the products of the following: Grand Rapids Refrigerator Co. ‘Leonard Cleanable’’ and Grocers’ Refrigerators. Gendron Wheel Co. Folding and Collapsible Go-Carts, Carriages, Steel Wagons, Velocipedes, Hand Cars, Etc. National Stove Co. Manufacturers of the famous ‘Insurance’ Gasoline Stoves. - Buckeye Stamping Co. Republic Stamping Co. United States Stamping Co. Representing every line of Kitchen Enamelwares. Consolidated Lamp & Glass Co. Metal, Brass and Decorated Parlor Lamps, Gas Portables and Electroliers. Federal Glass Co. Thin blown and engraved Tumblers, Ales, Etc. Jefferson Glass Co. roc Novelties and every kind of Colored “and Crystal Glass. Crystal Glass Co. Complete lines of Table Glassware. Hocking Glass Co. Decorated Novelties and Premium Goods. Oriental Glass Co. Ruby Glass Specialties and Souvenir Goods. American China Co. Homer Laughlin Co. Complete lines of White and Decorated Porcelain and China. Ohio Stoneware Co. Best quality Stoneware. Buffalo Pottery Co. Blue Willow Ware, Fancy Wall Plates, Pitchers, Etc. Please note that this firm, having closed out its retail depart- ment, has now taken over all the interests of the Leonard Crockery Company and will continue the business under the original name of H. Leonard & Sons, Established 1844 en