ee eee LEER IY SENG 78) WIEN a FEDER a CAEN SEG EY EPI AT HMARE ® ny Ca PRES, , S AK ) : : a’ YY = Yes SS Srn BY WY S ay oO a cal a > Paes: aS : N =) 7 p) Z y 5) A a y in Ger oN (os BS 5s A sa q OTe OE NCO RE Ae wy ay AR Bs) a a "4 7 MH f\ W/o) i ad A ~_§ SX LO) SS ea Wwet/ \ I Se SS on aD [a eS S es mane enna? OPE co G 7 Cs 5 a Ja] NE PS Ds S OMS 3 ime (G ee eS 2 i fey A RE aS We [ech eer AO DPW) LIZZY OY Pe INA Noe SSDS ee? PUBLISHED WEEKLY % 4 # TRADESMAN COMPANY, PUBLISHERS <0) : 3 $2 PER YEAR 3 _ BARES SNES HDS OR LSS ESTO OEE I, OTA Twenty-Fifth Year GRAND RAPIDS, WEDNESDAY, March 18, 1908 Number 1278 Excuse me—I know what I want, and | want what I asked for-TOASTED CORN FLAKES -Good day” Ever Had That Said to YOU? No reason why you should. The housewife knows there is only one genuine Toasted Corn Flakes. She knows that one is Kellogg’s. She knows any other product. by that name is an imitation. And isn’t her dislike for an imitation only natural? Do you blame her then for her haughty ‘‘good day” when offered anything in place of The Genuine Kellogg’s Toasted Corn FI Why not keep on the safe side? Say to yourself, ‘I'll carry what my customers want,” and then do it, It costs no more. You sell many times the quantity and you get your customers’ good will. Isn’t this what you're in business for? See that every package bears the signature of If it doesn’t send it back to your jobber—quick. Toasted Corn Flake Co. . 7 “a N log ~ 7, Battle Creek, Mich. DO IT NOW Pat. March 8, 1808, June 14, 1898, March 109, 1So1. Investigate the Kirkwood Short Credit System of Accounts It earns you 525 per cent on your investment, We will prove it previous to purchase. It prevents forgotten charges, It makes disputed accounts impossible. It assists in making col- lections. It saves labor in book-keeping It systematizes credits. It establishes confidence between you and your customer. One writing does it all. For full particulars write or call on A. H. Morrill & Co. 105 Ottawa St., Grand Rapids, Michigan Bell Phone 87 Citizens Phone 5087 of FLEISCHMANN’S YELLOW” LABEL YEAST you sell not St, COMPRESSED e %. YEAST. 26.5 only increases your profits, but also ?, . ¢ ; pe ec gives complete satisfaction to your (oRUh ee ry: ie patrons. The Fleischmann Co., of Michigan Detroit Office, 111 W. Larned St., Grand Rapids Office, 29 Crescent Av. superfine quality. a. eos +) aan JAA UNELANIUONOQUIUIDE TTT : LOWNEY’S COCOA has ‘maintained its high quality unimpaired regardless of the rise in the price of cocoa beans. For years now it has ap- pealed to the best trade on its merits and become a staple article with a sure demand, constant and growing. Wide advertising in street cars, newspapers and magazines will go on pushing, pushing, pushing. It is a safe investment and pays a fair profit. LOWNEY’S PREMIUM CHOCOLATE for cooking is of the same The WALTER M. LOWNEY COMPANY, 447 Commercial St., Boston, Mass. On account of the Pure Food Law there is a greater demand than ever for #§ £ # HA HS HH Pure Cider Vinegar We guarantee our vinegar to be absolutely pure, made from apples and free from all artificial color- ing. Our vinegar meets the re- quirements of the Pure Food Laws of every State in the Union. w The Williams Bros. Co. Manufacturers Picklers and Preservers Detroit, Mich. Nakes Clothes Whiter-Work Easier-Kitchen Cleaner: NY AD bart GOOD GOODS — GOOD PROFITS. Tt ae RO 8 NBII aot sae ot emg Te PAR pean tae canes ————— A Sa. King nearer eet Twenty-Fifth Year The Capital Stock aad Surplus The Resources and Nature of Same Constitute the responsibility of any Bank The Capital Stock and Surplus, the Resources and Deposits of The Kent County Savings Bank Exceed those of any other State or Savings Bank in Western Michigan 34% paid on Savings Certificates of Deposit Banking by Mail LY a GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY FIRE Grand Rapids, Mich. The Leading Agency Commercial Credit C0., Led. 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 FOUR DELAYED FIRE AND BURGLAR PROOF AFES Grand Rapids Safe Co. Tradesman Building cS ( GRAND RAPIDS, WEDNESDAY, MARCH 18, 1908 SPECIAL FEATURES. Page. - Window Trimming. 4. Around the State. 9. Grand Rapids Gossip. 8: Editorial. 9. Coliecting Accounts. 0. Unsatisfactory Goods. 1. Spring and Summer 2. Men of Mark. i4. Butter and 16. Dry Goods. 18. Clothing. 20. Woman’s World. 22. The Old Schoolmaster. 24. Hardware. 28. Daring Fraud. 32. Shoes. 34. Bili’s Bland Smile. 36. Modern Merchandising. 39. Great Forest Reserve. 40. Commercial Travelers. 42. Drugs. 43. Drug Price Current. 44. Grocery Price Current. 46. Special Price Current. Millinery. Eggs. EVERY MAN TO HIS TRADE. It is quite an American habit to avoid or attempt to avoid profession- al services. Nearly every man feels, deep down in his soul, that he is clever with the tools of the carpen- ter and joiner, even although he has never Ht is attempted to prove his faith. traditional that the woman is confident, when she is go- ing to have a house built for 1 very own home, that she can plan that house better than any architect who ever lived. And so it goes. We nose our own ailments and prescribe for them and at times some of us preach our own sermons. average rer diag- On the other hand, we do not call in a blacksmith when we want dress- making done or consult a veterinary surgeon when a job of plumbing is in order. gardening Occasionally we without any attempt vegetables or their cultivation, and once in awhile we essay the poultry be- about beginning to soil, raising of have read who, old hen and inside two years. As 2 consequence of this self Cause we someone somewhere with an a ching eos made | a fortune f conceit or lack of appreciation of trained serv- ice we waste, as a people, of money and unlimited vast effort. sums Did anyone ever hear of a jobber of merchandise employing as a trav- eling salesman, assigning at a good salary and him to good unacquainted with the lines of goods he has to sell and without an hour’s experience as a_ salesman? Does the manufacturer in need of a general manager or a su- perintendent calmly assign to those positions men who’ know © nothing whatever of manufacturing have had no men? ferritory, a man average enter- prises and experience handling Your manufacturer demands men these merchant or experienced And yet manufacturers or mer- chants, when they are elected alder- men or great civic problems Indeed, busi- Certainly not. who have made good. same view strangely. mayors, et K3 knowledge as | flowers and| Ses Ns ie), RADESMAN Number 1278 phess Mich at that, Seem [tO have ajeive the one yo Fe ) n.d singular attitude as to municipal en-| wh, ) express an opinion as to ferprises. A trunk sewer idea, a}, £ oe ee : : | Cine Va rE yout FOOCS, KNOW } wall for protection against floods, a| ; i ce . ry I Ss late S ai one and p park idea, a civic ao ° IIE Vy in Swe t D wile VO are none of them f y wee 7 Se ca r2ree fo fill an order ku that \ cal worth to need professional serv- ae ie : ; J A : 17.. | will Be able | f £6 mes, Ay man, manufacturer, ater | He : : 1 | Le ; wher sed with _ striving man, merchant, mayor, ward commit- : : : t¢ 1 nN D t { ve Tf Vou feeman or wat not, 1s competent to : : oe a ; ee | |}customer that he is mistaken: when pass on any such project and to su- es : Ce! . 7 told that 1f 1S possible | ret : I perintend its development so long as : : Hp ne oe it 7c ae Ee oO som otner merc nt , it 1s merely a city job. go a a | _ price less than the one 1 Nam “c ’ Poe - You don’t create a commission], eat Hs con t SG yOur temper espot ol shoemakers to stamp out yellow], oo : oe i 4 ‘ a . | Well, that is where yo bette Fever, Says Ex Mayor Ehomas G Se ‘ " - foet if Dut Stickina qe % rtit es o +1 : Ke e ay me Ue TE. yt LICHT l Hayes, of Baltimore; “why, then, a ; : . oi : : CVElry part endeavor oO co commission of business men for an ’ : a Vince pat Is Lr nistaken engineering project? rf ‘ Sa r you fai il¢ PrODAaDI111es € t Am@ he said this because ten mil-|... 1: ee Che Cralin IS VE! ounde 1 1] 1 } lion dollars have been expended by mi +] ' ( : Under O ! Imstances l yO that city On a sewer system that is | a 1 1 rath PICVvel {, Permit a sto iar trom being completed and no|, . : eee : eave yO S dissa = in ( HMIOMEeY Wl SIZE tO Carry oUt Cie | - 1 2 ne these t nes We 1) ery work : 1 CF the Spiritua Side « € Same « Recently in New York a contract een aia c rh ' ae was awarded for the Ashokan Dam al + peade Bb fee L » iil io x ( 4 i ety i to a bidder whose price was about : f eead ses ) [ ed l re $2,300,000 higher than the lowest bid. es In both instances, Baltimor ud —_—_—_—_—_— New York, these mistakes were made} Wy Ping-fang famo ind by commissions made up of business pop Chinese minist. is ( men -so0d business men and wellliarned ta Woas : esume known, but not civil engineers. tthe daties « | villinely The habit of believing that good|/« few years since Fle says he s business men can investigate, analyze|the Americans 11s please ink and estimate on large enterprises they like h Wu speaks good Eng volving the sciences and their appli-|lish, is a wise mat his day and Cution better than that work can yn, a welcome guest a done by specialists educated for and|oceasion and decidedly popular lexperienced in such work is absurd © meet him. Chi d not oon be HIOre accept ibly FEPLreESente lL by ea J I J SATISFY YOUR. ‘CUSTOMERS. baaiy Obes man Sa ell saa face You are in business for profit linancial gain first and spirit srowth incidentally. Yes, there is a spiritual side to all business efforts and, as ar who have not been successful in bus ness and those who have retired from business because they nave been successful insist upon placing | the ideal, the spiritual phase of the question first in importance. But there is mighty little that does | not smack solely of the material in having a few hundreds or a_ few/t | i thousands of dollars invested in a/| 1ercantile business and let iding Mercantiie JESIMESS and aepending upon one’s developing a demand for | you have for sale. the goods [elas an eaSy matter to advise alt llow1! merchant to please his customers 1 delive offices will inform a just about as easy as it is to say de-|carriers under lesirable customers. |they are required place, along with in-| persona appear: dustry, strict attention to business, energy, discretion and absolute hon-|in esty, there must come the desire on/that the anima! the part of a merchant to satisfy his|in serving their routes must be fit to customers. This may be accomplished|work and such as to Mot cast dis ; ; : DY COUrLeESy on own On fnat of Courtesy, your part and | your employes. based when genuine, is ness men generally, and good busi- | | | | | | | upon truth. When you give a price, Ee a a <8 ae ec alas Ludi ee Sec leeadstai oats ca lecacu 5 5 a bi = Se ae eee MICHIGAN TRADESMAN Windowmen Delight in Vernal Ma- terials and Colors. The that hasn't had a touch of Ould Ireland in it at some time during the wasn't an ib” window past week Some of the windows were entire- ly in green, notably those of the con- fectionery trade, which fairly ed in the Irishman’s color. revel- There were wonderful teen inches or half a yard high, made of an endless string of light green candy. They certainly looked “good enough to eat.” Set on a large green plate, one wanted to buy the whole pyramid and get the stomach-ache at his leisure. I don’t know who'd want to eat the long green snakes on exhibition, however. But if one could the head and the tail he might manage to munch off one. cones, ni- forget There were candy canes and can- dy pipes, both large and small, can- dy shamrocks and candy hats, the latter all sizes from those not much bigger than a thimble up to some of e “life size.” One of the latter was composed of smooth grass-green candy and had a broad flat band ot the same sweetness as that of waich the hat was made. It ended in a large flat bow at the side, just like its prototype; but, unlike it, a row of candy shamrocks decorated the headgear above the band. On top of this remarkable hat was one of the little Erin Day hats such as sold to children. Wherever seen these big candy hats attracted a deal of at- tention, begorra! All kinds of flags and harps were utilized in dressing the local win- dows; everywhere were they to be seen, and very effective they were, too. Lots of green tissue and crin- kly paper were employed. The lat- ter was twisted into spiral strands and used lengthwise in many a cu- rious form. One South Division street window a block or so from Monroe _ had these filling the space, right against the glass. The strands were caught together at the middle of their length, making three clusters shap- ed like the old-fashioned hour-glass with which my father taught school in his young-man days; when the hour-glass needed turning the chil- cren were sure to raise a hand, with an “Oh, Teacher, the sand’s_ run out!” — _ & There’s a handsome window down Monroe street that everybody’s alooking at. Not a thing is therein but clocks—just small clocks, Mis- sion style. There is an unornament- ed high shelf at the rear of the win- dow. This is supported by four se- verely-plain pillars, all the wood- work being in keeping with the se- rious lines of the weathered oak of the clocks. The floor of the win- dow is covered with bunched bright cheesecloth in a_ rich red_ shade, which also serves to fill in the space under the ledge, on which is a row of the clocks. Only one kind of these timekeepers are in evidence, which makes the window more strik- ing (no double entente is here strain- ed for) than if other designs were intermingled. The contrast of the Gark oak and the red is especially pleasing, red bringing out the grain of the oak as no other color would do. x * x The dry goods window trimmers can have everything their own way just at present, with the Ope&ngs close at hand. Their fancy for daintiness can be indulged in to their keart’s content. And we have man- ifestations on every side that they are happy in the opportunity. Where all the backgrounds and floors of a store front are arranged alike the effect is much stronger than ‘# each space is treated in a different manner, Witness Friedman’s dows at this writing. Delicate and graceful green vines with purple blossoms, which appear to be some sort of vetch, depend from the top of the white background all the way store. The floors, too, are all in white. In one window are sweet young ladies (alas, all mies!) clad in the height of spring fashion from top to toe. Entrancing millinery rests on their devoted and charmingly-coifed heads, and the separate details are carefully looked after. immense win- across the In another window handsome Par- is hats are exhibited on tall nickel standards. In a third window are diaphanous spring goods draped in_ attractive and artistic shapes. Altogether, these displays are to exclaim over. * * * Steketee’s backgrounds, also, are white. Cheerful red roses and zgreen- ery here greet the sight, and the goods are of pretty pattern and filmy texture befitting the sway of Gentle Spring. —_—_—_2~22 Must Be a Student. Granted the equipment of integrity and industry, I claim then that the successful modern merchant must be a student, and like every worthy stu- dent, must pay the price in applica- tion and investigation. His text books must be travel, trade journals and or- ganization; his tools every appliance for saving time and effort; his work- shop his immediate locality, which will broaden as he broadens. Noman need fear but that the world will find him if he makes use of these text books and tools. He can, with perfect certainty, count on waking up some fine morning to find him- self one of the acknowledged com- petent merchants of the country. W. L. Harris. —_.-.____ Hot-Headed. Smith—You say that the boy is hot-headed. Teacher—Yes, I do. Every time he gets excited I can see fire in his eyes. —_———_ 22s Every life is worth the love we put into it. dum- | lers are clouded. Don’t Make Too Much of Small Trials. No other thing in the social or business world is quite so much a source of demoralization of the facul- ties as is the manifestation of “small- ness” in one’s fellowman. The man- ifestation of this smallness in myriad forms. Some one makes a cutting, petty speech, or slighting reference, or looks or does to the annoyance of another. The incident may be insufficient on its face to justify an attempt at forcing an ex- planation or apology. But under the sting of the affront the fact that the aggrieved one has been denied this satisfaction frequently makes a_fes- tering sore in the victim’s mind. But just here the person who chronically may suffer’ at the hands cf his fellowman in this way might well look to his own position, asking himself if he, too, may not be small- er than he has thought. It is a safe statement that in any small affront which one man deals another to the extent of arousing an- ger the offended one has exaggerat- ed the situation. In the first place, the resentful one is mad before his analytical faculties can be brought into play. Then just to the extent that he is angry his reasoning pow- Out of this temper that is stirred some of the smallest of offenses without possible intent may be jmay assume the magnitude of felon- iies. At the same time this exaggera- cy . \tion of the offense is not real enough |in substance to prompt the offended one to speak, especially in the pres- ence of a possible third person. Thus, having his feeling stirred all out of proportion, the injured one is denied the calling to account of his fellow and he nurses the feeling of resent- fulness. And in the nursing, natur- ally, the feeling grows. “Just wait until I get a chance to come back at him!” Every man with a friend or friend- iy acquaintance has heard this ex- pression a hundred times, “Just wait!” Yet in nine times out of ten this person with such hatred of smallness is smaller than the man who gave the first slight offense. With this feeling in his heart the man with the “grouch” sees a new angle to the incident every time it recurs to him. The more he con- siders it the more he sees the hid- den meaning and cause of it all. He recalls that on one certain occasion this acquaintance of his acted in a funny sort of way about something. Then he remembers that this fellow Jones might have had occasion to look at something in the wrong light, and then the possibility of his nurs- ing the feeling makes him angrier still. The offending speech or ac- tion grows in significance every time he thinks of it! It has a bearing on this and on that and on another. What an impossible fellow Jones is, anyhow! How small and how mean! But ‘in all this while Smith has been overlooking his own smallness almost to a certainty. By his own inaction he has made it plain that he could not sanely call his friend Jones to account at the time—the thing was not of enough impor- tance! Yet it has been important enough for him to nurse and consider and construe until a court of record through an ex parte statement of fact and fancy could not hope to determine .the right and the wrong of it. How far such a man may go with his absurd line of illogical ar- cument is past his own sane belief. For example, the offended one may feel in his heart that the offender is more fool than knave. In a question involving judgment, tact, intuition and the catalogue of finely adjusted sensibilities, Smith who has been of- fended may know that Jones is not worth consideration. Yet in the un- reasoning anger and hurt at the hands of this inconsequent Jones the offended Smith, in searching for the motives and sinuosities of Jones’ of- fense, has given Jones credit for the most subtle mental penetration and the keenest possible ability to give dress and force to the application of his displeasure or contempt. Pro- viding, of course, that the offending Jones ever had meant such a thing! Providing Jones ever meant to vez:ce displeasure or contempt! This is the material point in the whole ar- gument. There are words spoken a million times a day between warm friends which if put to the analysis which Smith calls into action would disrupt all social relations all over the country. But in sane intercourse between friends worthy of the name it is taken for granted that a friend is a friend. He speaks and acts as he pleases unless in possible misun- derstanding the friend of the second part, acting the friend, asks that friend for an explanation. There are frictions in the inter- course of friends. They are to be expected. But no friend in anger will take the attitude of nursing and misconstruing that friend’s motives. Rather, he will be in the position of trying to find the mitigating circum- stance which will account for it. But on the other hand it is frequent that a man who is friend to scores on this basis is offended by an acquaintance in the business or social world, and, instead of giving the offender any benefit of doubt in motive, takes to his own cause any benefit of doubt that might exist, and as complainant and judge finds the defendant guilty and passes sentence ex parte in the whole matter. “Smallness” in the sense that it has been used here as an _ aggressive something must find smallness for its mark before it is effective! A bird shot against the armor of a man of war would be lost. It is not small- ness, necessarily, that one may feel a possible slight or slur; the small- ness comes of giving it exaggerated attention to his own demoralization. If a small man through smallness gives this offense of smallness be- yond sane recognition of the fact there are just two dilemmas _ be- tween which the offended one may escape. He may admit his own small caliber and nurse his grievance, even to the extent of boring his friends to death in its recital; or, he may :e- fuse to recognize the littleness of fact or of his fancy and forget it in an hour. John A. Howland. eens ee § Birra eC nr ee Ocoee ae NT sa aT ] Seen a ee crc Satan ae cea BRE Hs Roel ia ad The Small Missouri. Written for the Tradesman. A story comes to me for which the narrator stands sponsor, as two young cousins of his were the ones concerned. The circumstance occurred over in Holland, in Amsterdam, to particu- larize, A gentleman died—a wealthy old gentleman, whose estates were many und broad. He was well enough liked by the elderly relation, be- cause they knew his sterling worth, aside from any mere money-getting industry. But the younger element—the small scions of the house—had little care whether the old gentleman lived or died, because he possessed no es- pecial love for children, never made “any bones” of it, and they knew his regard for them was as. scant as theirs for him—indeed, it was about a toss-up which cared the less for the other. According to all tradi- tions, the old fellow was somewhat harsh with the “kids,” and when he was gathered to his fathers they could not be expected to feel an over- whelming amount of grief. Still, as became the descendants of a noble house, at the funeral they wanted to do the proper thing. So, when matters had progressed some- what, one of the young ones leaned over to his mother and whispered discreetly in her ear: “Say! Mother! yet?” Somehow the saying leaked out, as such matters have a way of doing, Ts i time to cry Boy Who Was From | MICHIGAN TRADESMAN and became common property among the relatives, and when the boys grew up they had not yet heard the last of it. W. Kew. ———2 2» ____ Pay Your Bills. It is unreasonable to suppose that you can delay payment of just in- debtedness, because of anxiety re- garding business conditions in the immediate future, and not _— suffer from the resulting depression. If you alone were to follow this course, well and good; but you are but an indi- vidual, and your course of action may safely be regarded as an index of what others will do. Lack of con- fidence is the term that briefly sum- miarizes the reason why you are keeping money out of circulation which might help to restore normal conditions. You are merely sitting back and waiting for others to shake off their fear before you follow in their footsteps. But suppose these other fainthearts delay too long— who will start the procession back to normal times? Retrenchments have already been necessary because of the money hoarding of yourself and others, and further retrenchments are bound to follo unless you regain your confidence. Retrenchments if continued will prohibit a return to normal conditions. The country is sound, and it is not going to suffer long from lack of confidence. You can hasten the re- turn of the happy conditions that you have become accustomed to during recent years. Stop talking hard times. Pay your bills—Printers’ Ink. Learning the Language of Fishes. Harken to the music of the fishes. Prof. Koellecker, working with a microphone, has succeeded in getting the records of the noises given off by fish. He found the gurnet the best talker, and has several phonograph cylinders which reproduce the re- marks of this fish. The noises most expressive, or convulsive. be caused by a blow on the head or or 3 when excited. Carp, chub, red mul- let and eel suggest whistling sounds one makes when breathing down a narrow tube. Some of these much distinct than others. The red mullet is far noisier than the I the are more eel, and the chub, when he is angry otherwise agitated, cries out like |a.mouse or a kitten. noticeable to the ordinary fishermen | are thougat merely involuntary, in-| They may | a prick from a sharp pointed instru-| ment. But there are other . | noises | that are entirely voluntary and pro-| ceed from different parts of the body, | according to the species of the fish. | Some, among them the with which most experiments have been made, articulate by moving the superior and inferior motor muscles of the pharynx, benind the mouth; cthers emit distinct sounds from the spine, which is extremely sensitive, and some bring all their internal or- gans into play at their own will, until the air around babel of sounds. proved that fifty-two species of fish sweet them is a mackerel, | a ee Does Your Advertising Pay? How many merchants know whether their advertising is paying or not? You can find out if you will take the pains to do so. advertising, and see how few you sell of the particular article you advertise. You will prob- ably be surprised to know how few you You will then do Key your how many or sell. some- |thing to strengthen the lots you ad- ivertise again. Now, there are other forms of ad- | vertising equally as effective as news- paper advertising, and less expensive. |; You have your windows. | form of | Give French science has | | often. can talk. Most of us know the spasmodic sighs which attend the} ceath of the dwellers of the deep. | These sighs are thought to have lan- guage meaning. erel, it appears, is and thas several different intonations, strident, clear, and) al ways noisy, so that he may be heard a yard away. He his habits and apt to be speech. The moonfish like a pig, and is extremely violent The homely mack- most sonorous, also is rough of makes noises | displayed loquacious, | sulky in| No better have. and consideration, change them They should not be used to try and sell goods that you are stuck on. They should be used for the dis- tinct purpose of attracting people in- the have advertising can them earnest y ou your most serious therefore goods therein should tO yOUur store good reason for being there. They should be extraordinary in value if they are marked and if not should be the newest and most Stylish goods you have. out, marked out, they If you will bear this in mind and use your win- dows accordingly, you will find them business ecod getters. To the Hustling Grocer:-- This Trade Mark has appeared on our Butter Color for over twenty- five years. Does your list of customers include any buttermakers ? If it does, then the sooner you send for a trial order of Dandelion Brand Butter Color Purely Vegetable the sooner you will open a new line of steady profit, for Dandelion is the acknowledged standard of the world. If you sell butter made by your customers, you will improved butter. have a double profit; one on the color, and one on the Isn’t this proposition worth looking into? WELLS @® RICHARDSON CO., Burlington, Vt. a Ei he Pe diac tebbs Mapai sae bck, ny Lia we, ibe ach. | ih saapaneieRe EO thsi ian eT sai hae Ai Bellerose Be ode eer! Fi Po J Fs i a MICHIGAN TRADESMAN Movements of Merchants. Waldron—E. H. Van Arsdalen has sold his bakery to Burt Hart. herman—E. M. Palmer has sold his meat market to Elmer Kleeman. Grand Haven—R. A. Smith, erly of Douglas, has opened a new i scribed ith an authorized capital stock of 25,000, of which $18,800 has been sub- and $191.31. paid in in cash Bd jand $18,608.69 in property. ‘has purchased i building, now Haven—Peter Van Lopik from Dwight Cutler of the Cutler House occupied by Beaudry goods store. Mr. Van Grand the west.45 feet & Co.’s dry | Lopik will occupy the entire building with his business, the Central Cloth- iing House, as soon as the extensive form-| jare completed. alterations which he intends to make Beaudry & Co. will 'move into their new store at the cor- grocery store at 1320 ‘Washington avenue. Belding—Geo. J. Gibson will open| a grocery store in connection with| h his crockery and notion store on! ismall band and planer mill now be- Bridge street. Traverse City—L. E. Trimble has sold his bakery to L. L. 1. Cl Clapp, who will continue the business | at the same location. South Bo has sold ate meat market to C. F. Rich, of Empire, who will the business at the same location. Adrian—The capital | continue stock of the Wood, Crane & Wood Co., which conducts a clothing, boot and shoe business, has been $33,000 to $39,000. Port Huron—Beard, : nat q increasea Campbe & 2, cena ea dealers in carriage hardware, iron and steel, have in- crease, i: their capital stock from $25,000 to $50,000. Brimley—The L. Sugar-Penner Co. | dman—E. J. Darl el Pibnagaeees S i'been i ner of Third and Washington streets. Manufacturing Matters. Metz—David Neil will operate a ing erected here. Detroit—The Waterman Marine Motor Co. has increased its capital tock from $30,000 to $40,000. Mt. Clemens—The Mt. Clemens Brewing Co. has increased its capi- tal stock from $60,000 to $100,000. Hillsdale—The capital stock of the uck & Wagon Co. has ased from $45,000 to $50,- 000. from | | Colonial | manufactures Zeeland—The capital stock of the Manufacturing Co., which clocks, has been in- creased from $35,000 to $75,000. Sagola—Jauquet Bros. have closed ia contract to furnish 5,000 ties to ithe Chicago, Milwaukee & St. has been incorporated, with an au-| thorized capital stock of $8,000, all| of which has been paid in in property. Otsego—The Central “drug” store, conducted for some time by C. C. Baldwin, was closed recently and Mr. 3aldwin has departed. It is said he feared arrest for violating the li- quor law. Mancelona—C. W. Crapo has sold his interest in the Crapo & Willee grocery and meat market to his part- ner, John Willee, who will conduct of taking a trip to the Pacific coast. Detroit—A corporation has been formed under the style of H. Stein- berg & Sons, which will conduct a general retail furnishing goods store, with an authorized capital stock of $10,000, all of which has been sub- scribed and $100 paid in in cash and $9,900 in property Allegan—Ray Miner, who has been employed in the grocery of A. R. Miner for several years, has purchas- ed, in conjunction with Carl White, the grocery stock of Benj. F. Foster, which he bought of the Jackson Brothers recently. The new firm will be known as Miner & White. Tula—A corporation has been formed under the style of the A. & F. Lumber Co., which will engage in the lumber and general mercantile business. The company has been capitalized at $25,000, of which $12,- 500 has been subscribed and $so0 paid in in cash and $12,450 in property. 3arryton—Skelton & Laflin, who conduct a general mercantile busi- ness, buying and selling forest prod- ucts, and also conduct an undertak- ing business, have merged their business into a stock company under the style of the Skelton-Laflin Co., subscribed andj|cream separators, has increased its Paul Railway and have begun loading. Lowell—The Lowell Specialty Co., which manufactures sprayers and capital stock from $40,000 to $75,000. Rogers—Frederic Bros., of Ha- gensville, have bought a 60 horse power boiler and engine and shingle ‘machinery and will erect a shingle imill near this place. Detroit & Co, manufac Crosby jturers of stove polish at 40 Jefferson | lavenue, lone of which runs to C. A. Crosby have filed chattel mortgages, for $2,917.77, and the other to W. the business alone. Mr. Crapo talks | W. Hannan for $30,232.06. Manistique—Barney & Waiggman. whose mill was destroyed by fire last fall, will rebuild the plant. They will use the frame of the old Lom- bard & Rittenhouse mill at Sable Lake and have begun dismantling it. Jones—The Jones Creamery Co., which will engage in the general creamery business, has been incor- porated, with an authorized capital stock of $5,000, all of which has been subscribed and $3,500 paid in in cash. Stephenson Carl C. Bergwald, local manager of the Stephenson flour mill and who is also engaged in the creamery business, has pur- chased the A. F. Carlson & Son |stock of general merchandise. Mr. Carlson will probably locate in Chi- cago. West Branch—The plant of the Batchelor Timber Co. is now _ in operation. The company secured about 60 per cent. of its 1907 stock of logs, but as the logs are handled to the mill by rail the quantity manu- factured can be gauged by trade con- ditions. The output last year was 12,250,000 feet. Bay City—The new mill of the Richardson Lumber Co. will begin oe operations in a few days. This plant was finished some time ago, but tae conditions of trade did not warrant accumulating manufactured — stock. The company is bringing a stock of logs from Montmorency county by rail, and it will be well supplied. Muskegon—The Linderman Ma- chine Co., which manufactures’ the Linderman dove-tailing machine and other woodworking machinery, has merged its business into a _ stock company under the same style, with an authorized capital stock of $200,- 000, of which $101,000 has been sub- scribed and $20,000 paid in in cash. Jonesville—J. J. Deal & Son, man- ufacturers of buggies, spring wag- ons and other vehicles, have merg- ed their business into a stock com- fany under the style of the Deal Buggy Co., with an authorized capi- tal stock of $150,000, all of which has been subscribed, $10,000 being paid in in cash and $140,000 in property. St. Ignace—Bissell & Shaver will start up their sawmill at Graham’s Point as soon as the weather will permit. They are already hauling logs to the mill. They have a large cut on the Carp River, which they will drive down as soon as the ice leaves the river and will raft it to their mill. Their season’s logging operations have been satisfactory. Detroit—The Detroit Steel Prod- ucts Co. is enlarging its plant to in- stall machinery for the manufacture of the “Fenestra rolled steel” win- dow sash. This sash heretofore has been manufactured in England and other foreign countries, where it finds great favor in factories and fireproof buildings. The Detroit plant expects to commence the manufacture of the sash in about sixty days. Iron Mountain—This has been a lively logging center this winter. For several months about sixty-five car- loads of logs and pulp wood have been handled daily at this station. Three trains made round trips daily between the city and Watersmeet and six trains were operated south— three loads daily. In addition about twenty carloads were delivered daily at the Oliver Mining Co.’s sawmill. This timber was cut in the vicinity of the Forest mine. Wells—After being closed down for nearly four months the big hard- wood factory of the I. Stephenson Co. has resumed operations. The closing down was necessitated by the burning of the big dry kiln. A kiln has been built and is one of the most complete in the world. It is of con- crete and is entirely fireproof. The company had a lot of finished stock on hand when the kiln was burned, so that shipping to the home and foreign markets has continued with- out interruption. Newberry—Foster & McPhee, who have been operating a set of lumber camps about five miles east of this place for the last three years, expect to wind up their operations this win- ter. They are operating a crew of forty men and intend to complete a cut of 2,000,000 feet of hemlock logs, 500 cords of pulp wood, 20,000 ties, 1,c00 cords of bark and a quantity of posts and poles. The logs are to be put into the Taquemenon Riv- er and the remainder are to be ship- ped out by rail. Detroit—Holders of the common stock of the Detroit White Lead Works have received letters from the corporation’s officials stating that the quarterly dividend, payable in April, has been postponed until in- ventory is taken at the end of the fiscal year, which is Nov. 30. At this time officials of the company are not prepared to state whether the full 8 per cent. disbursement will be made at the end of the year or whether the rate will be diminished. As an 8 per cent. stock, the Detroit White Lead Works common enjoyed much prestige among Detroit investors in industrial securities. The 2 per cent. ees has been paid in January, April, July and October. The par lac of the stock is $25, but has sold considerably above that price. The company has $500,000 of com- mon stock, Detroit—The Lilies Cigar Co., of Kalamazoo, and the Main Issue Ci- gar Co., of this city, have combined and the former will move its busi- ness to Detroit. The new company will be located on the fifth floor of the boydell building, Beaubien and Champlain streets, and about 500 hands will be employed. This busi- ness was established at Kalamazoo about twenty years ago, but it was impossible to continue there and employ union cigarmakers. Free (non-union) labor will be employed from now on. The experience of the Lilies Cigar Co. is the same as that of every other establishment which undertakes to conduct a manufactur- ing business with union labor. Soon- er or later the company has to part fellowship with the walking delegate or go into bankruptcy. Saginaw—Wickes Bros. have com- pleted extensive alterations and im- provements at their works here. Te boiler and machine shops have been enlarged. It might be said that since the new year this business has been separated, although owmed practi- cally by tae same stockholders, into two companies—the Wickes Boiler Co., capitalized at $500,000, and Wickes Bros., with a capitalization of $1,000,000 and operating the ma- chine works. These companies have branches at Pittsburg, Jersey City and Seattle, and are all doing a heavy business. There was a_ lull about the beginning of the year, but conditions are steadily improving. Two additions north of the main buildings have been erected, both of brick and steel construction, the first containing an assembling room, the toolshop covering o98xi60 feet and a new sheet iron shop, 25x160 feet area, increasing the capacity of the boiler works 70 per cent. The old machine shop has been turned over to the boiler shop and is being fitted up as a flanging where hy- draulic and heavy work are done. —~>.— oe Attention is directed to the three full page advertisements of the Egg- O-See Cereal Co. on pages 6, 7 and 13 of this week’s edition. The con- troversy is an interesting one and the readers of the Tradesman will probably work it out according te eheir own ideas. | See ee eee eee ea ere Mn cosines dsnminnens atitiecdtimeiou on. cline oe emma Se era inhibi eae) Sh: TO ee ere ceteris The Produce Market. Apples—$1.75@2 per bbl. for cook- ing stock and $2.738@3 for eating. Last fall when the apples hung on the trees it appeared that there was to be a short crop, and an army of speculators visited the fruit growing sections and bought freely at liberal prices. Their action induced many farmers to store their product in the expectation of better prices lat- er in the season. When the crop was harvested everywhere it was found much larger than predicted with much of it of inferior quality. Prices have been on a decline in the leading markets for several weeks, atid it is estimated that dealers who bought early must suffer a loss in excess of $1,000,000, as the hundreds of thousands of bushels in storage must be sold at a great sacrifice. It became clear shortly after the holi- days that those who had bought heavily in the hope of doubling their money were not to realize their ex- pectations. They gambled on the future apple market and lost, and are now “working off” their holdings at a_ sacrifice. Bananas—$1.50@2.25 per bunch. Beets—6oc per bu. Butter—Creamery is held at 3o0c for tubs and 31c for prints; dairy grades command 25@26c for No. 1 and 19¢c for packing stock. The pros- pects are for an improved demand as the weather warms. If there is any change within the next few days it will probably be a slight advance. The present receipts of butter show good quality for the season. Cabbage—$1o per ton. Carrots—4oc per bu. Celery—60@75c per bunch for Cal- ifornia. Cocoanuts—$4.50 per bag of go. Cranberries—Late Howes are firm at $10 per bbl. ss Dressed Hogs—Dealers pay 5'%c for hogs weighing 150@200 tbs. and 5%c for hogs weighing 200 tbs. and upwards; stags and old sows, 4%c. Cucumbers—$1r.50 per doz. for hot house. Eggs—The market has declined 3c per dozen during the week. The re- ceipts of fresh eggs have increased considerably, as has the demand. There will likely be larger receipts of fresh eggs and a slight decline in price. Jobbers here pay 14@15c and sell case count at 16@17c. Grapes—Malagas command $5@ 5.50 per keg, according to weight. Grape Fruit—Florida commands $5.50 for 80s and 90s and $6 for 54s and 64s. Honey—18c per fb. for white clov- er and sc for dark. Lemons—California command $3.25 per box and Messinas $3 per box. The fruit is in small request and liberal supply, and the price is so low that there is little interest in it at present... It will take a few good warm days to-awaken interest in lemons. Lettuce—t2c per fb. for hot house. MICHIGAN TRADESMAN Onions—Red and Yellow Globe command 85c per bu. Spanish are in moderate demand at $1.50 per crate. Oranges—California Redlands com- mand $2.75@3 and Navels_ fetch $2.65. The movement continues very heavy and, in fact, thas resulted in some slight stiffening up of values. Parsley—soc per dozen bunches. Parsnips—75c per bu. Pineapples—$4 per crate for all sizes. Potatoes—The market continues weak, with a downward _ tendency. Local handlers are asking 65@7oc. Poultry—Local dealers pay 11%4c for live hens and 13%c for dressed; Itc for live spring chickens and 13c for dressed; 12%c for live ducks and 14c for dressed; 14c for live turkeys and 17c for dressed. Continued and increased strength is said to be the distinguishing characteristic of the market for both live and dressed poultry. Dressed stock will cease to come after April 1, but at pres- ent both are coming. There have been advances on nearly all items. Sweet Potatoes—$5 per bbl. for II- linois kiln dried. Turnips—soc per bu. Veal—Dealers pay 5@6c for poor and thin; 6@7c for fair to good; 7%4@8c for good white kidney from go ibs. up. Receipts are heavy, but quality is not up to standard. President Roosevelt has at last run up against a proposition that he may be obliged to admit he has not the nerve to tackle. An effort was recently made to interest him in “Esperanto,” the new universal lan- guage. The matter was brought to his attention by Edmond Privat, who represents the Esperanto Con- gress of Peace, which met in Munich in September. He was presented by Leo Vogel, Minister from Switzer- land. The President meekly said he would look over the papers submit- ted to him, which point out the ad- vantages of the universal language and of the campaign which is to be inaugurated to have “Esperanto” spoken in the public schools of the United States. It is a fair inference that the President’s experience with “improved spellin’” has proved all he wants in that line at present. _—— 2 A prominent accident insurance man says the common belief that a person is more liable to accident while traveling than while living the simple life at home is erroneous. Railway disasters that are attended with loss of life and personal injur- les are given such wide publicity that it is a very natural conclusion that they furnish a large share of the claims for accident insurance. “As a matter of fact,” he says, “statistics show accident insurance compan- ies pay more losses to people who get injured in their own homes or on their premises than they do to people hurt in railway accidents. In- surance companies pay more money to people who get hurt hanging pic- tures or taking stoves apart than they do to the victims of head-on collisions. It sounds strange, but it is the truth.” —_>2~.___ A crooked path is the straightest road to the traps of sin. The Grocery Market. Sugar—Raws continue strong in the East, scoring another slight ad- vance. The total advance on raws during the past month has been 5-16c, Or more than 30c per cwt. As com- pared with a year ago the price is about Yc per pound higher. The short crop talk is the bullish fea- } ture, and holders of sugar are elated} over their apparent control of the situation. Tea—There have been no changes in price during the week and no de- velopments of any character. Low grades are still scarce and firm, and will probably remain so during the remainder of the _ season. High grades are also steady and firm, but medium grades, which are in the greatest abundance, will likely ease off as the season for new teas ap- proaches, Coffee—-Santos grades are from 1@1%c higher than the same As has been ex- grades of Rios. plained, that the syndicate very largely pur- chased Santos. Mild coffees are steady and unchanged. Java and Mocha are unchanged and in moder- ate demand. The trade all over the country is still from hand-to-mouth. Canned Goods—Tomatoes contin- ue steady. Peas are very firm and corn is easy. but fairly active as to futures. Peaches are dull and unchanged. Ap- | . ae | elec ples are unchanged and in fair de- |. So. . a iliance on the stipulation printed on general line | : A future price of $1] mand. The Baltimore is unchanged. |changed prices. now | ‘in the cn three-pound future spinach has | been named, this being a fair aver- age price. California canned goods are unchanged and dull. The princi- pal interest in canned fish still cen- ters around spot salmon, which con- tinues firm and scarce. The usual Lenten demand at this season is re- sponsible for a heavy movement in all lines of canned fish. Dried Fruits—Currants are fairly active at unchanged prices. Raisins are very sick, but without any fur- ther decline in price. Apples are weak and quiet. - Citron and figs are unchanged and quiet. Dates are fair- ly active at unchanged prices. Prunes are selling in a moderate way at unchanged prices. Peaches are mov- ing fairly at the declined prices, al- though some holders are still refus- ing to sell except about on the old basis. This looks dangerous, when it is remembered that prices on the new crop will be forthcoming soon, and will surely be much below pres- ent spot prices. Rice--The better grades are sell- ing in the local market %c higher than a week ago. The bullish senti- tment in the South, based on the strong statistical situation, still pre- vails. Cheese—Stocks are getting very small and the market is firmly held at an advance of ec. As stocks still further decrease and the season ad- vances there will likely be another advance before new cheese arrives. ‘Tapioca—The buying is principally for current needs. Prices hold steady and unchanged. larinaceous Goods—Rolled oats are very strong at the recent ad- 5 vance. There is no change to note in quotations. Provisions—Smoked meats are a little firmer throughout, but stocks are still large, and there is not likely to be any change until the demand improves, due to warmer. weather. Both pure and compound lard are firm and unchanged, and if any change occurs in either ‘it will be nature of a slight advance. Barrel pork, dried beef and canned meats are steady and unchanged. Fish—Cod, hake and haddock are in rather better demand, but at un- Salmon is unchang- ed and steady. Domestic sardines seem rather weak than _ otherwise and the demand is only fair. Future prices of $3.20 on 34 mustards were made during the week, this being 30c above last year. Imported sardines are still firm and high by reason of t scarcity. Irish and Norway mackerel are scarce and firm. [Irish |have advanced about $1 and are in this comes from the fact | better demand than Norways, which remain unchanged. So ae Wholesome Decision by the Supreme Court. March 17—A_ decision to-day by the Supreme Court in the case of the Commercial! Milling Co., of Detroit, against the Lansing, rendered oo ‘ | Western Union Telegraph Co., may Peas are quiet on spot, | have the effect of reversing the rule of law in Michigan, which has up- ld the telegraph company in its re- the back of its sending blanks. The stipulation in dispute is that e company is not to be held lia- e for delays in th b! delivery or for non-delivery of any unrepeated mes- sage. This has always been held to be binding on senders of messages in this State, but in this case the Court has decided that the telegraph company is liable for damages to the extent of $960, as found by the lower court. The Commercial Milling Co. some time ago received a telegraphic offer of wheat from Kansas City and accepted the offer by wire. The message was sent to Chicago, and when it eventually reached the re- cipient, wheat had advanced 10 cents and the deal was off. The milling company thereupon brought — suit against the telegraph company for damages. The Supreme Court was evenly decided on the question and the verdict stands as Wayne court. a So Unlike a Boy. Physician—-Madam, I can find no traces of disease in this boy of yours. What made you think he was sick? Mother-—-Well, doctor, he behaved in such an odd manner when he came home from school. He spoke kind- ly to his little sister, didn’t kick the cat and offered to carry coal for me. oe —-S—Se— —— His Investment. Old lady (who had given the tramp a nickel)—Now, what will you do with it? Hungry Hobo—Waal, ye see, mum, if I buy an auto, there ain’t enough left to hire a shofur. So I guess I'll git a schooner. I kin handle that mesiluf, given in the (AL RA TT ee Le Citi acter tools Si Wie tee MMMM LE ee ee agent MICHIGAN TRADESMAN ~The American Grocer— IS HE A CROOK? This advertisement published and sent broadcast to the custom- ers of retail grocers through the country implies that the American grocers have tried to sell this girl some other breakfast food than the ‘Original Boasted” Corn Flakes, and that she is indignant over it and that she is leaving his store. In Volume 25 of the Encyclopedia of Law and Procedure, page 337, 1s found this language: ‘‘Every wilful and unauthorized impu- tation spoken, written or printed, which imputes to a merchant, manufacturer or other business man, conduct which is injurious to his character and standing as a merchant, manufacturer or business man is libelous or slanderous, as the case may be.” This recent advertisement in retail grocers’ trade journals of the United States seems to tell the American retail grocers right to their faces that they are substituters. Here is the Advertisement RE You, Mr. Retail Grocer, may have missed it. How do you like it? A recent letter addressed to the trade has this remarkable sen- tence: ‘‘But any concern which puts out an imitation toasted corn flake is just as much a counterfeiter as a man who makes a counter- feit dollar—and should be shunned by honest men.” Of course, this only means the manufacturers, but how about the adv. ? what! asked for - TOA’ 0 CORN FLAKES Will the retail grocers of the United States endorse such ae : methods of merchandising? Ever had that said to YOU? No reason why you should The housewife knows there is only one genuine Toasted Corn Flakes She knows that one is Kellogg's, She knows any other product by that name is an imitation. And Would it not seem queer if a manufacturer could find nothing csaeimgetag: here ymeara — : oe ae e —Kellogg’s else to recommend his food than the cLaim ‘‘original” ? TOASTED CORN FLAKES What would you, Mr. Grocer, think of an advertisement to sell ~mmeten" hk ee ews re. CI many times the quantity and you get your customers good will, Isn't for? ° . . . of . = this what you're in business f food which might read like this? ‘I am the Original—the rest are soy tau every pockage bears the signatere of imitators. Don’t let your grocer fool you. Don’t let him sell you it K tlle imitations. The grocer who sells you anything but ‘original’ and Te only ‘Boasted Corn Flakes’ deserves to lose his trade.” Would it send customers to your store? If it doesn’t send it back to your jobber—Quick Toasted Corn Flake Co., Battle Creek, Mich. What would you think of a manufacturer who would brand all other manufacturers of similar products as counterfeiters, imitators, etc., and would make the statement that such manufacturers were unfit to do business with you and should be shunned by you and all other honest men? Would your past experience of long years of satisfactory business relations with these manufacturers bear out this statement? Have these manufacturers ever been anything but fair with you? Haven't they always conceded to you your right as an American business man to sell to your customers goods that you knew were right and were willing to recommend? Has it ever been your experience that these manufacturers have ever tried to coerce you into selling their goods by questionable advertising to your retail customers in magazines and other mediums? Toasted corn flakes were made and sold quite extensively in the United States before the ‘Original Boasted Corn Flakes’ were ever heard of, but were so crude that they could not withstand competition. eS ee ee et en eee rma ree x“ acl iaaaainenit Se Sn i macy SSR ese esiseiec wel Save ate ] ee ete ee ee MICHIGAN TRADESMAN What Egg-O-See Cereal Company Believes We have been selling the American Grocer breakfast foods for years and we have found him to be a hard working, careful, conscientious, law-abiding citizen. We have sold him foods long before “Original Boasted” Corn Klakes were ever heard of and we have found this same American Grocer a clean, square, honorable man to do business with. We believe the American Grocer will sell his customer the best the market affords, as he always has, and we do not believe he deserves to be held up to public view in flaming advertisements as an undesirable citizen. We Are Not Afraid of Substitution We have dealt with the American Grocers for many years, and have never had reason to complain of their substituting other goods when their customers called for ours, and we don't believe any other manufacturer, making honest goods of quality, has had any different experience, We believe the way to help the American Grocer sell our goods is to send people to him—not drive them away—and we have spent millions of dollars doing this in past years. We do not believe it is fair to the grocer to try to move goods by making people believe that there is a collusion between the American Grocer and other breakfast food manufacturers. “Claims” vs. “Truth” “Boasted Corn Flakes” claims to be the “ORIGINAI..” ‘sFaC’’ is the /MPROIVED. ‘*FeC”’ spent thousands upon thousands of dollars in making the IMPROVED «*Be€ CORN Flaked and toasted” the mostedelicious, most wholesome food in the world, and is spending thousands of dollars to SEND the people to the American Grocers to buy them. “Boasted Corn Flakes” is spending thousands of dollars on an advertisement published and sent broad- cast to the customers of, retail grocers throughout the country which implies that the American grocers have tried to sell a girl some other breakfast food than the “Original Boasted’ Corn Flakes, and that she is in- dignant over it and that she is leaving his store. ‘*E=C’’ has never had any trouble in this line. ‘SF=C’’ has found the American Grocer always ready and willing to sell the best. We have no reason to compiain of his treatrnent of us. ‘sF2C’’ believes the Amer- ican Grocer can run his own business without our interference, and we are going to help him as we have in the past, because he helps us as long as we continue to give him the right food at the right price ‘SF=C”’ works with the grocer to make him a good profit on their food. We believe the American Grocer will continue to do business with the American people and, as they have in the past, sell more Egg-O-See Company's food products than of all others, s § e 3 @ cA 3 4 Ct ee STARS Eee od SEI chalice hiahttacrran ida MICHIGAN TRADESMAN DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Grand Rapids, Mich. E A. Stowe, President. Henry Idema, Vice-President. O. L. Schutz, Secretary. W. N. Fuller, Treasurer. Subscription Price. Two dollars per year, payable in ad- vance. Five dollars for three years, payable in advance. Canadian subscriptions, $3.04 per year, payable in advance. No subscription accepted unless ac- companied by a signed order and the price of the first year’s subscription. Without specific instructions to the con- trary all subscriptions are continued ac- cording to order. 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. O. L. Schutz, Advertising Manager. Wednesday, March 18, 1908 TO THOSE IN ARREARS. By a new ruling of the Postal Department, all news- papers and magazines using the second class mail privi- lege must require payment in advance on all subscriptions. The ruling requires that sub- scriptions over one year pasv due will have to be discon- tinued by the publisher. We are therefore compelled to request advance payment on such subscription accounts as are im arrears, so that we may comply with the law. This ruling affects every mail subscriber and unless com- plied with and your subscrip- tion is paid for in advance we cannot send the Tradesman to you, no matter how much we might desire to do so. THE WARLIKE JAPS. Whatever may be the ultimate outcome of the dispute between Ja- pan and China over the seizure of a Japanese steamer laden with arms and ammunition in Chinese waters, the Chinese government has succeed- ed in prolonging *the diplomatic dis- cussion until a somewhat different aspect has been put upon the affair from that it first presented. While Japan still demands the return of the vessel she is less insistent upon an indemnity, and she has expressed a willingness to consider the propriety of recalling the consignments of arms and ammunition and prevent- ing the traffic in arms with the Chi- nese revolutionists for the future. It is true that China, after consid- eration, has made an apology for hauling down the Japanese flag and promised to censure the officer re- sponsible for that incident. That apology does not mean that China confesses that she was in the wrong in seizing the Japanese ship, and she still refuses to surrender the vessel or her cargo. The Chinese conten- tion is that the vessel was seized while in Chinese waters laden with 2 cargo of arms and ammunition consigned ostensibly to a Japanese resident of the Portuguese port of Macao, but destined actually for the use of the Chinese rebels. All the testimony would seem to show that the arms were actually purchased in Japan for the use of the Chinese rebels, and that this traffic in arms is being carried on on an extensive scale. Chinese agents in Japan noti- fied the Chinese government of the shipment and the Chinese authori- ties were on the lookout for the ves- sel, having ordered her capture and detention if found to have arms aboard. As it can be shown that the seized Japanese ship was actually carrying arms and ammunition to Chinese re- bels she was undoubtedly subject to seizure, and even although Japan fin- ally browbeats China into surrender- ing the captured craft and cargo im- partial people the world over will still believe that China was unfairly treated. The Chinese government demands that before the vessel and cargo are surrendered the le- gality of the seizure should be im- partially investigated. According to the latest news Great Britain has made representa- tions to the Japanese government, pointing out the inadvisability of treating China with severity or tak- ing radical steps until the justice of Japan’s contention is fully demon- strated. This British advice, which can not well be ignored owing to the treaty of alliance existing be- tween the two countries, has without doubt somewhat checked the disposi- tion of Japan to take summary meas- ures in dealing with China and show more disposition to discuss the in- cident with the Chinese authorities as well as show a less uncompromis- ing spirit. While the controversy is one in which this country can take no part as not being directly concerned, the coersion of China could not be re- garded except with some concern in the United States. Japan’s aggressive policy in Manchuria and the Far East generally is a menace to the trade of all Western countries with the Orient, and should the Japanese mow win another victory over China, their arrogance and_ self-importance would be greatly augmented and the baneful effect on trade would be correspondingly increased. SAVE ON LEISURE. Oceans of tithe are wasted annually by merchants and their employes on rainy days and dull days, wao seem to feel it is impossible to keep busy and visit with friends or customers who come in to keep out of the wet or merely to lounge away a_ half hour or so. It is permissible to “visit” when this is done discreetly; when it will pay to visit, but when a merchant knows full well that there is not a cent nor a single point of any kind to be gained by visiting, then it is that he should cut it out. Keep tab on your. stock so that you know accurately as to just what sizes, what patterns, what makes, what qualities you are out of in the various lines you handle. This is no trifling task, no matter how small may be your business. And it is a good dull day trick to reassure your- self as to the accuracy of your knowl- edge in this regard. Accumulations of litter here or there in your estab- lishment should not be permitted be- cause they are dangerous; and it is a wise wet day policy to satisfy one’s self that there are no such heaps or gatherings under your’ counters, down cellar, in the back room, inside the drawers, behind barrels or boxes or anywhere else. Knowing beyond question that you are all right as to the possibilities cited, a fine opportunity for giving a fresh and attractive aspect to your shelves, show cases and show win- dows is afforded on wet days and dull days provided you do not do too much visiting. In other words, there is no day when a merchant can afford, because of rain or mud, or snow or slush, to loiter, And, another thing, traveling sales- men are quite as apt to call unex- pectedly on dull days as upon any other days; and these men are train- ed to take in details on sight. May- hap they are particularly interested as to your possible credit and call especially to size up appearances in general. Therefore keep busy, clean and neat because it pays. BEST LAW OF ANY. The sale-in-bulk law has again been sustained by the Supreme Court of the State of Michigan in the case of the Musselman Grocer Co., of Grand Rapids, against the Kidd, Dater & Price Co., garnishee defendants of Frank B. Ford. In May, 1906, F. B. Ford, of Ber- rien Springs, was conducting a de- partment store and sold all of his grocery stock and fixtures to the Kidd, Dater & Price Co., which bought the same without giving the notice required by statute under the so-called sale-in-bulk law. Two or three weeks later Mr. Ford sold his hardware stock to the Wilson Hard- ware Co., which gave notice under the sale-in-bulk law that it was about to purchase the hardware stock of Mr. Ford. This was the first intima- tion that the creditors of Mr. Ford had that he was disposing of his stock, On learning that the sale of the hardware stock had been made to the Wilson Hardware Co.,, representa- tives of the Musselman Grocer Co. called upon Mr. Ford for a settle- ment, which was refused by him. Thereupon suit was commenced by the Musselman Grocer Co. against Mr. Ford and the Wilson Hardware Co. and the Kidd, Dater & Price Co. were garnisheed. The case was tried in the Berrien Circuit Court and the defendant recovered judg- ment in the principal suit and later in each of the garnishee suits. The defendant, the Kidd, Dater & Price Co., appealed to the Supreme Court on three grounds: first, that the law was unconstitutional; second, that the sale to the Kidd, Dater & Price Co. having been made in good faita, it could not be held for the purchase price which it had once paid to Mr. Ford; third, that garnishment was not the proper proceeding to en- force the law, but that the same should be by bill in chancery. In an opinion filed in the Supreme Court on March 17 the decision of the Circuit Judge was affirmed, thus re-affirming the previous decision of the Supreme Court in Spurr ‘vs. Trav- is, 145 Michigan, 721, and also set- tling the metnod of procedure. This gives to the merchants of the State of Michigan the best sale-in- bulk law of any State in the United States and the easiest of being en- forced. The Tradesman commends Smed- ley & Corwin, attorneys for the Mus- selman Grocer Co. for the fappy outcome of this litigation. NOT FAR ENOUGH. The outcome of the grand jury, which closed its labors in Ingham county last Saturday, is a decided disappointment. It has been known for years that grafting tactics were constantly employed by many State employes, especially in the Game Warden and Dairy and Food depart- ments, but, probably as a result of political influence, these lapses have been covered up and two humble legislators have been indicted for single infractions, whereas, in the de- partments mentioned, the violation: have been frequent and continuous. The Tradesman recently ‘had its at- tention called to the fact that em- ployes of the Game Warden traveled for years on passes furnished by the railroads, yet charged up to the State the regular railroad fares, thus add- ing greatly to their incomes. The Dairy and Food Department has been little else than a political ma- chine for years. Its inspectors trav- el around the State at random, os- tensibly to look up violations of the food laws, but really to keep in re- pair the fences of favored politi- cians, Sometime the Tradesman hopes to see a grand jury take these mat- ters up and probe them to the bot- tom. When this is done abuses will be discovered that will set the peo- ple’s teeth on edge. TO The New York Central has for a long time advertised itself as the only railroad having a station and land- ing passengers in New York City. The claim was correct, and was a good advertisement, but it will have to be dropped. The river tunnels will soon be ready to give all the leading roads facilities for run- ning trains to the heart of the city, doing away with the delay of a ferry transfer. There are now ten differ- ent routes by which one can walk or ride from Manhattan to ‘Long Island, besides two to New Jersey and nearly twenty to the Bronx Other ways, under water or over- head, are being pushed to comple- tion. There is already some talk of abolishing the ferry boats entirely, and on some lines they are soon to go out of service. The Jerseyman is no longer delayed by river fogs on the way to business in the metropo- lis. He is happy because there are no fogs in the tunnels. EEE Helping always brings happiness, and happiness always helps. i ene 6 chaning itadince elt latn aaa Shami Ce ee H . 4 | Li 5 i etal Se Nr err ae er cere nS Cen eee eT o> cprleageiaer Manama COLLECTING ACCOUNTS. Cases Where the Form Letter Is Effective. The credit department of any large enterprise is a problem upon which too much thought can not be spent. It is the habit of some concerns to look somewhat resignedly upon a cer- tain percentage of loss as inevita- ble. When, however, not only the loss is figured up at the end of a year, but also the expense of col- lection and the interest on the back- ward accounts, the figures will be formidable There is no need for putting as much cost into collections as is oft- en done. Yet the accounts must be urged persistently if anything is to be got out of them. How is reduc- tion possible? By form letters. Of course, form letters are only advisable where there are a large number of the same gen- eral character of debtors—most fre- quently in the case of direct mail order selling to smaller concerns and individuals. As there are a great many such businesses in the machin- cry line, the subject of collection by form letter is very pertinent. The proper place to guard credit is, Of course, before the transaction is put through. But the extensive de- velopment of the mail order business and the necessarily difficult task of getting a rating on small concerns and individuals always leaves impor- tant work for the credit department to do. As a matter of business principle, not always appreciated, debtors are hustled along toward payment far more effectively by snappy business methods than by coming down hard upon them after a period of indif- ferent dunning. In no other depart- ment of business is there more call for that study of human nature which is known by the unwieldy name of psychology than in the credit depart- ment. It is certain that a very firm and very tactful campaign of form letters used from the very beginning of the due period of an account has a salutary effect on collections, be- cause it remedies one of the main causes of delinquencies—not keeping firmly after the account. The more or less careless and inexpert lan- guage used by the average credit de- partment in their dunning forms and hackneyed dictations, leaves no im- pression on the recipient, because he is dunned just that way by every- body. He knows that only some su- pernumerary clerk is behind it, and that his creditor is not concerning himself very much about his indebt- edness. Therefore, he satisfies more urgent claims first. It must be realized that, in general, the intention of all debtors is to pay as per obligation. When they do not do so the diplomatic as well as the practically correct assumption is that they are pressed beyond avail- able funds. To treat the matter otherwise before a certain point in the campaign, indeed, at any time, is a serious blunder, which is, never- theless, made by some concerns. The greatest lever which a credit depart- ment has is the debtor’s sense of the MICHIGAN TRADESMAN value of credit, particularly if his business is one which must depend considerably on ratings. This lever is used most effectively when a form letter campaign is used, for it con- stantly reminds the debtor, at small cost to the creditor, of the ideas most effective in bringing about a settlement. In the series of form letters repro- duced herewith, which was used in a campaign to collect delinquent part payments on a machine sold on the trial plan, will be seen the tactful use of the psychology of credit col- lections. Without being one whit less firm, these letters notwithstanding “leave a good taste” with the debt- or—in other words, they are careful of the vanity and feelings of a debt- or, even to the last resource. These form letters put tne major effort of collection on the right spot—the words used. Mere routine dunning is not enough—it is what is said which counts: I. We received your letter some days ago, promising to make a remittance in a short time, and immediately re- plied, stating that we would grant the favor. We are surprised that we nave not since heard from you. We believe that vou certainly intend to keep your part of the contract with us, as we have our part with you. We trust that you will not force us to place your account with our legal depart- ment for collection. Please let us have the promised re- mittance by return mail. Thanking you in advance for same, we are, Yours respectfully, Dic HEB 2, Some days ago we wrote you in regard to the washer which we re- cently shipped you. We asked you to give it a further trial, following our instructions, and if you still did not get satisfactory results to again write us, As we have heard nothing from you we presume that you have had the same experience as others, that is, having become accustomed to operating this washer, you get satis- factory results. We desire to get this account set- tled as promptly as possible, and if you will remit the full amount at once we will allow you to have this washer at the cash price. If you can not do this please send your first payment by return mail. Thanking you in advance for the same, we are, Very truly, Ie. HH. L. &. 4 We have had no remittance on your account, concerning which we have sent you several statements. We do not understand same, as we believe that you intended to pay this account as per the terms of your contract. We wrote you about fif- teen days ago offering to still settle at the cash price, but as you have not done so, we must request that you at once send us your first pay- ment without further delay. Your ac- count is charged with —— If there is any reason why you can not begin payment, kindly write what it is. We have a legal department for the collection of delinquent claims. We trust you will not com- pel us to give your account to this department. However, unless we receive a payment from you within fifteen days we shall be compelled to do so. Yours truly, Die HL 4. As you have not remitted on your account, and we have taken every reasonable means of inducing you to do so, we yesterday placed the mat- ter before our Board of Directors. They instructed us to at once place this account with our legal depart- ment for immediate collection, with the proviso, however, that before do- ing so we should notify you of their action, and allow you three days in which to reply to this letter, Yours very truly, Dic. A. L, B. 5s. We have been advised by our at- torneys that you have refused to pay Our account against you, and that they will now be compelled to bring suit. We very much regret this, for we would rather settle this matter direct with you. If you will promptly remit the full amount or make some rea- sonable arrangement with us for so doing, we will withdraw the claim. We are enclosing you a stamped envelope, and trust you will save further trouble and letting us hear from you at once. Yours truly, Legal Department. Dic. H. LL. &. We venture to call your attention to the fact that you have missed sev- eral payments on your account, and that you have ignored our statements sent in regard to same. We feel that your failure to re- mit as per contract must be due to some misfortune rather than to any intention of defrauding us of our money, but we must insist upon a remittance at once. If you can not send us a large payment, send us a small one. This will show us that you are doing the best you can, and will give us confidence in you. Let us have your payment by re- turn mail. Yours truly, Dic. BH. L. B. You recently commenced to again make payments on your account, thereby restoring our confidence in your integrity and the honesty of your intentions in dealing with us. r e We have, all along, felt that your failure to remit Must have been due to a series of misfortunes rather than to any intention of defrauding us of our money. Your payment is again past due, however, and we venture to call your attention to same. If you can not send us a large payment, send us a small one. This will show us that you are doing the best that you can, and give us confidence that you will ultimately pay the account in full. Let us have your payment by re- turn mail. Yours truly, mic, OH. L. B. The keynote in the use of these forms is unfailing promptness. By keeping thoroughly alive to the ob- ligations of the debtor and the due dates, and making persistent and sys- tematic demands, the strongest pos- sible inducement is made to urge the debtor to be equally prompt and equally mindful of his obligations. Debtors almost unconsciously take their cue from the way their ac- counts are treated by the creditors themselves, and when stringency oc- curs, they invariably pay those cred- itors first whom they know to be punctual and exact in their demands for payment. Another principle which should be strictly observed in using this or any form letter collection campaign is to invariably take the step you say, or threaten to take, on the date men- tioned by you. This is very essen- tial, in order to secure confidence in your intentions. All qualification and leniency which it is intended to give ought to be frankly expressed in the letters, so as to get the fullest credit annoyance by'! for them, as well as to give the debt-| 9 or an exact understanding of what your course of action is to be. When you arrive at the date for the taking of any forewarned action, however, and do not take it, you lose a large part of the force of your collection effort. These form letters are for part payment use; there can be a series for every extensive and uniform kind of credit offered by a firm. Each form being known by number, it is easy to have the head of the depart- memt lay out instructions for the sending of the forms to a particular client on set days, by means of a card system and date marker. The number of the form and the date are marked on the card by the mailing clerks each time a form is sent out, and the date marker is set ahead ac- cording to instructions, so that at the right time the card will come up for the next form, unless a set- tlement is effected in the meantime. In the particular business in which this system is used the percentage of dead loss is less than one-half of I per cent., and accounts are prac- [It has been found that it seems always to pay to send out yet another form, even after suit has been brought, and after the loss is seemingly certain. treally never given up. Of course, there are routine and well-known collecting ac- counts from houses of good or fair rating other than form letters. but letters can be used to advantage, when suitably worded, for even the business houses. ways of largest When printed by typewriter process to match the office typewriter ribbon, and signed by the firm (an officer of the concern’s personal sig- nature is most effective) with the ad- dress typed in, these forms look neat and personal, and are absolutely as effective as any really individual let- ter. In the first place, it is not at all easy to detect imitation typewrit- er process printing; and in the second place, it does not detract from the dignity of the letter at all, the recipient knows the form, well even if letter ds a What counts is the wording and the alertness of the system strong collection forces letter system cheaply and well. J. Geo. Frederick. nn A Thought He Would Do. The small boy is often the one who gives expression to some of the most pointed remarks. A few days ago a little urchin was standing outside the gates of the Washington zoo eye- ing the peanut man’s store and wish- ing for a sackful to feed to the ani- mals. Just at that moment a motor car containing a gentleman and two ladies drew near and stopped. The man, who was dressed in the very latest motoring garb, goggles and all, stood up and called out to the ur- chin: “Hi, there, boy! I’ve lost my way. Am I all right for the zoo?” The little fellow looked at the strange figure for a moment and then drawled out: “Oh, I guess so. Youse’ll do, if dey has a spare cage. But youse can’t draw de crowds less’n youse got a tail,” two which the both form provides a ce H & : Sy ES GARE ahead Wc aMan Dees Rees ASSEN EE Oe Re ie bad ET et Te eee ee ee Se 10 MICHIGAN TRADESMAN UNSATISFACTORY GOODS. Clerks Should Be Civil When They Are Returned. Written for the Tradesman. “Don’t these fussy old dowagers with the long silk dresses and the voluminous wraps, whose every vest- ige of a smile seems to hurt them— don’t these peculiar old ladies grate on your nerves?” I asked of a clerk who stands behind the handkerchief coun- ter long hours on five days of the week and more of ’em on a Satur- day. “Yes, they do, for a fact,’ she re- “They are everlasting- different.’ plied wearily. ly wanting ‘something Everything I show them in our list of handkerchiefs is either too coarse or too fine, too large or too small, too plain or too fancy, or too some- thing else. Produce a themstitched border and they enquire for a_ scol- Display the latter and >. © Bring out a loped edge. they want the former. flower or a vine pattern and they pre- fer a geometrical design. Always the opposite. “Mind, Tm mot statins that | blame people for having made up their mind previously as to what they wish to purchase, for I myself am particular about the little accessories; but I do know that this innate per- versity of the feminine’ contingent makes the handkerchief girl lots of additional work. “IT am willing to go to all kinds of trouble to please customers; but sometimes they are not suited witia the very thing they call for. They seem possessed of the spirit of un- tractability. They wouldn’t be con- tented if you gave them a ten acre lot all covered over with $10 gold pieces—they’d want you then to wash the microbes off the yellow- boys! “There’s the girl who is continual- ly bringing back for exchange goods with ‘“defects’—often purely imagin- ary or, at the most, blemishes that would require a microscope capable of magnifying a thousand diameters to discover them! The hem, she says, is crooked; or there’s a_ thicker thread somewhere in the weave. You may look intently for the ex- istence of the latter, yet fail to dis- cover it. The girl holds the handker- cnief up to the light and has hard work herself to find it. At this she is likely to act a trifle chagrined, but at last seems to detect it, and, with the triumphant air of a gonfaloniere and an_ I-told-you-so-but-you-would- n’t-believe-it flourish, hands over the linen. Even then you may not pos- sess sufficient acumen to see any- thing the matter with the article where she indicates, but it is ‘yours not to question why,’ yours but to exchange or die. It is sagacious business policy on your part to ex- claim: ““Oh, yes, there itis! How stupid in me not to see it at once.” (This self- abasingly.) “Why, certainly we will exchange the goods. We _ wouldn’t wish you to keep anything that was- n’t perfect or in any other way did- n’t suit. Always bring back mer- chandise you don’t want and if it |of herself ithere perhaps to $150 a year. .& e D's has not been damaged since it left our hands-—and I know you wouldn't be one who would impose upon us in that manner—we will gladly ex- change it for something else, or give you your money back, whichever you choose.’ “I have clerked in stores for five or six years and have yet to see where suavity falls short of mak- ing a pleased patron. A clerk should never argue over a thing with a cus- tomer. If it is seen that the lat- ters views do not coincide with those of the former the controversy should be dropped. It is far better for a store to lose $10 or $15 than to thave a regular customer perma- nently transferthe buying to another store. “A while ago this case came under my observation: “A patron had paid $20 down on a $45 cloak. After the party ‘had thought more about the coat she de- cided that she did not want it. She selected it against her better judg- ment in the first place and mature deliberation, as IT say, convinced her that her choice was not a wise one. She knew that the garment was far too fine for her station’ in life. She knew that she ought not pay more than $25 at the very most, according to her husband’s wages. He works in a machine shop at $15 per week, and they are paying for their cozy home in the Building and Loan As- sociation at about $20 per month— I forget the exact figures. “Well, this littl woman went back to that clerk the very same day and exactly explained the situatibn. “The clerk’s face began to fall at the first words. The. customer’s heart sank simultaneously with the ap- pearance of the black countenance; but she stuck to her colors until she said all that was in her mind. “The clerk, having in view only a Icwering of her sales, demurred most acrimoniously in words and her de- portment was even harsher.. “In the end, as there was no other cloak that filled the bill at $25, the little woman’s money was refunded by the proprietor; but it was not un- til her heart was filled with bitter- ness towards the clerk, and so her department, and so the entire estab- lishment. “Now she deals with C. & D., and the store that knew her knows her no more. It has never seen the col- or of her coin from that day of the cloak episode to this one. The trade and husband amounted When the wife told him of the circum- stance of the cloak he, too, went to With them went the profit on an annual expenditure of $150 for clothing. When this worthy ‘couple get out from under the load of the Building and Loan—when they have a free roof over their heads— they can be more generous to them- selves in the way of dress; but it is not in the natural order of events that the disagreeable occurrence of that cloak will then have been for- gotten. “So this is my opinion: “So long as a store elects to ex- change goods or to refund money for same where it is desired, of what earthly use is it to do so with cross words and a grouchy old manner? Let the transaction be fraught with only pleasant remembrances for cus- tomers and they will be cemented to a store instead if, as too often be- falls, being driven from it to an- other place where they get more de- cent treatment.” Jennie Alcott. —_———-2-2 eo Antiquity of Glass. From the excavations made in tne Far East it would seem that King Solomon’s statement of “nothing new under the sun” is in a fair way to be proven. Each year adds to the list of known accomplishments of men of the early ages. The Scrap Book tells us that glass is of very ancient origin, having probably been discovered by the an- cient Egyptians about the year 6000 Bo. But it is to the Chinese that we cwe the discovery of the beautiful siained glass of early times. The first glass-staining was done by this race about 2000 B. C., ac- cording to some authorities, and not until after the Christian era accord- ing to others. At any rate, however, the art was original with the Chi- nese. The Egyptians made sham jewels ef glass at least 5000 or 6000 years B. C. In some of the most ancient tombs, scarabs of glass have been found imitating rubies, emeralds, sapphires, and other precious stones, and the glass beads found broadcast in three parts of the globe were quite possibly pased off by Phenician trad- ers upon the confiding barbarian as jewels of great price. Of the use of glass in windows there is not very ancient mention. The climate of Greece or Egypt, and the way of life there, gave little oc- casion for it. But at Herculaneum and Pompeii there have been found fair-sized slabs of window-glass, not of very perfect manufacture and probably at no time very translucent. Remains also of what was presum- ably window-glass have been found among the ruins of Roman villas in England. In the basilicas of Chris- tian Rome the arched window-open- ings were sometimes filled with slabs cf marble, in which were piercings to receive glass (which may or may not lave been colored), foreshadowing, so to speak, the plate tracery of early Gothic windows. Stained and painted glass, existing as we find it in medieval windows. probably dates back to Charlemagne, 800 A. D., but it may be safely said not to occur earlier than the Holy Roman Empire. At the date of the Norman Con- quest stained-glass windows can no longer have been uncommon, but archeologists appear to be agreed that no complete window of the ninth or tenth century has been preserved, and that even of the eleventh there is nothing that can be quite certainly identified. The great mass of early Gothic glass belongs to the thirteenth cen- tury, and when one speaks of early glass it is usually thirteenth century glass which is meant, Traps For Suffering English Trades- men. » Perhaps jewelers are more fre- quently deceived than any _ other tradesmen, the reason, no doubt, be- ing that their goods are more valua- ble compared with their bulk than those found in other establishments. Some of these tricks are smart to an amazing degree. One fine May morning a couple of years ago a lady, well but quietly dressed, drove up to a_ fashionable jewelers in a neatly appointed brougham, and, entering, made care- ful selection of a necklace and rings worth in all about $3,000. “I should like my husband to see these before I definitely decide upon them,” she said. “May one of your assistants accompany me home for that pur- pose?” The jeweler was agreeable; the as- sistant carrying the jewelry in a ihand-bag went with the lady, and presently the carriage drew up at a handsome house on a fashionable street. It was the residence of a famous mental specialist, but of this the assistant was ignorant. The lady left the assistant in the waiting-room and went into the consulting room. “Oh, doctor,’ she exclaimed, ‘a dreadful thing has happened. My son has gone suddenly mad and _ be- lieves himself to be a jeweler. What shall I do?” The doctor went into the consult- ing room to interview the supposed lunatic, and naturally some _ time elapsed before he realized that the jeweler was sane, and that they both had been the dupes of a clever thief. In the meantime the fashionably- dressed lady had departed with her booty, and was never caught. More recently two jewelry firms have been heavy losers at the hands of a couple of clever confederates. The trick was as simple as ingenious. One man entered the shop and ask- ed for a cheap diamond ring and a ccuple of inexpensive brooches. He inade his selection and paid for them, on the understanding that if he found any of the. articles unsuitable ke would be permitted to return them the following day, and have the price refunded. He also asked that tae price tickets might not be re- moved. Shortly after number one had left, number two appeared, and requested to be shown a diamond ring ‘worth ébout $500. When the assistant had placed the tray of expensive rings upon the counter, the thief, who had the $50 ring previously purchased by his confederate palmed in his left hand, soon succeeded in substituting it for one of the expensive rings. The fact that the original ticket was on it, and that none of the rings was missing, prevented any suspicion. The trick was worked again and again with such success that over $20,000 worth of jewelry was secured. These are onya_ few of the schemes that are practiced upon the unsus- pecting tradesmen in all parts of London, known as the world’s wick- edest. —~+--.__ The poorest hypocrite in this world is the man who thinks to be a saint by spying on the sins of others. Se eae oe ris eee = Eee eee aatinttipesy i erence re! i i bs dati: Gmc Deere renee ees Peer eee mere MICHIGAN TRADESMAN eee ee ee eee eee ee eee ae Spring and Summer Millinery Styles--1908 Large leghorn flat; brim caught on left side with strap of satin ribbon, trimmed with satin ribbon in long loops over brim and short loops standing; large spray of flowers on left side. Leghorn flat; brim rolling on left side, trimmed with ribbon and wreath of roses and foliage. Made on wire frame slightly roiling on left side, of fancy braid in black, with fold of white piped with green on upper brim, trimmed with fancy feather in black and white, held in place with large jet buckle. and Pcaticak a Small Mushroom shape made of pyroxaline braid put on in fancy shape; trimmed with two ends and one loop of stiched silk on left side front. Courtesy of Corl, Knott & Co., Grand Rapids, Mich. ae Ai He | i I Orb. ee atl MICHIGAN TRADESMAN MEN OF MARK. Frank Welton, Cashier National City Bank. Whatever his motive—altruistic, philanthropic, commercial or indefi- nitely utilitarian—the man who can assemble subject to his direction, adapt to his purposes the foibles, desires, ambitions, tendencies general inclinations of his fellows, has control of an absolute monarchy— a despotism, if he will—of his own. He can handle humanity. The cesses tnat have been worth while— those, for instance, that have been exploited in department of the Michigan Tradesman—have had their substructure in knowledge of _ tthe weakness and strength, the fears, ambitions and intents, of those with whom they have been concerned, the degree of the integrity of the foun- and Ssuc- this dation reflected in the character of the success attained. He who has shrewdly interpreted Pope’s aver- ment that the proper study of man- kind is man is inevitably master with- in his own sphere. It is true that accomplishment has commonly been ascribed to forces of determination, industry, farsighted- ness, adaptability—or a combination of any of those influences. usually considered dominant in attainment— but a prerequisite of them all, wheth- er the subject of it be or be not conscious of it, is a study of their object. Else those influences would | not be exercised. With a_ definite purpose in view, no voluntary action with relation to an individual is un- dertaken without a preliminary study of that individual; the elements of determination, industry, foresight, adaptation are employed as subserv- icnt to that study. In one’s reflec- tions the impress of the effort is inevitably of primary consideration; its means follows as secondary. This duces preface appropriately intro- one who has, all his business life—doubiless antedating it—been a student of humanity. Primarily, it may be hazarded, the study was un- conscious, the result perhaps of in- herent tendencies, its purpose per- haps altruistic or even but in obedi- ence to a motive of curiosity. Wrhat- ever the influence, his knowledge of human nature has, confessedly, been the controlling factor in the attain- ment of success in an uninterrupted- ly industrious career. Frank Welton was born at Ply- mouth, Indiana, November 13, 1864. his antecedents being English on both His father was a dier and was in Plymouth on the oc- casion of his birth, but was lost at sea on the Steamer Melville en route from New York to Hilton Head on his way back to his regiment. His mother died when he was quite young and when about 3 years old he went to live with his maternal grand- mother on a farm six miles north of Dowagiac. At the age of 13 he went West, remaining one _ season with an uncle. He then sought em- ployment with a farmer near Tope- ka, Kansas. A year later his grand- father died and he returned to the home of his grandmother, where he remained until he was 16 years of age, when he went to Benton Har- sides. sol- bor to attend school. He completed the scientific course in the high school, when he went to work in the bank of Benton Harbor as collector. He received no pay the first three months, but satisfied his landlady by giving her notes for board, which he subsequently liquidated. At the end of the probationary period in the bank he was given a salary of $30 a month and he remained with that institution six years, during which time he was promoted to the posi- tion of book-keeper. He then went to Chicago, where he formed an alli- ance with a real estate firm, with whom he remained two years. He then returned to Benton Harbor to take the position of Teller and As- sistant Cashier of the Bank of Ben- ton Harbor. He remained with that bank until it was closed in 1897 and assisted the receiver for some for many years and was Superin- tendent of the Congregational Sun- day school at Traverse City for two years. He has acted as Superinten- dent of the Park Congregational church, Grand Rapids, for three years. He is also a member of the Woodmen and the Maccabees and is a disciple of Isaac Walton. Mr. Welton was destined to wage a hard fight from his tender years, tc face adversities that would stag- ger any but the courageous and the morally and mentally fit and to earn, unaided except by the inheritance and development of a robust person- ality, the rich rewards that have _ be- come his. The loss of both parents in his early life threw him upon his own resources, and not only was he self-dependent for his own needs, but Fate had thrust upon him additional responsibilities which called for and Frank Welton months in winding up its affairs. He was then offered the position of As- sistant Cashier of the First National Bank of Traverse City, which he ac- cepted. A year later he was made Cashier. He remained in this posi- tion five years, when he received an offer to take the position of Cashier of the National City Bank of Grand Rapids, which he accepted. May 1 of this year will mark the beginning of his sixth year in this position. Mr. Welton was married October 25, 1888, to Miss Carrie Weiner, of Benton Harbor. They have two children, Harold, aged 16, and Ruth, aged 10. They reside at 104 Paris avenue. Mr. Welton has been a member of met the same plucky response with whica habitually he has confronted giaver problems in later life. His has been that too common and pa- thetic history—a life well advanced into maturity without a boyhood. Able-bodied men, red-blooded men of healthy minds, hold as perhaps the ultimate possibility in the “undesira- ble citizen” the hypocrite who pa- rades commendable personal qualifi- cations as an element in his business transactions. But they applaud the man whose worthy traits are sin- cerely and unostentatiously an ele- ment in his relations commercial with his fellows. In the finer moral qualities of some business men, qualities distinct from common the Congregational church for twen- honesty and commercial integrity, al- ty-three years. He had a large class'truism and sympathy are prominent. of young people in the Congregation-| For despite the usually cold-blooded al Sunday school at Benton Harbor|significance of the assertion that “business is business” altruism and real sympathy figure more or less in every-day commercial activities. The ultimate outcome of many a business proposition is dependent upon—is de- termined by—the moral and mental personality of the “other fellow” and the consequent consideration in which he is held by the second party inter- ested. In the warfare called finance sym- pathy as between borrower and lend- er is regarded as unusual. Yet often it is a determining factor as largely as is the “moral hazard” involved. He who can invest himself with the inental processes of another has a marked advantage in the intelligent disposition of the question at issue. This is a story of one who through force of extraordinarily sympathetic mentality—partly inherent, partly cultivated—assumes habitually as the petitioned the mental status of the petitioner; one with whom this pose is as much a habit as is his courte- ous recognition of his fellows; on> who has made a notable success in finance and an enviable one in even more commendable ways, as evinced in the repeated empaasized expres- sion of the unrestricted confidence and esteem of his fellows. His sta- tus among them is indicated by the high position which he has attained and the high standing of the institu- tion with which he is identified. —_~+-2—___ Making an Effort. It is infinitely better to mistake than to own judgment. People who are always referring to others, always asking advice, nev- er amount to much. Winat makes a man a success is standing for some- thing in himself, something definite. A man may be very good, and yet not stand for anything—not enough to carry any weight in his communi- ty. It is just as important to the building of the strong character to be self-reliant as it is to be honest. because honesty without independ- ence or stamina is a sort of negative quality. No matter whether a man may be at the head of a large business or a small one, whether he is working for himself or some one else, he should be himself, do his own thinking, and follow his own judgment. Self-reliance not only helps us to respect ourselves, but it also makes others respect us. We instinctively admire a man who stands for something, even al- though we may not agree with his doctrines; we like the fellow who has backbone and is not afraid to call a spade a spade at the proper time, make a never act on one’s —_+~-.___ Effect of Wine on Ship. “I think it’s a shame that wine should be used at launchings. We temperance women are going to try to stop it.” “After all, instead of kicking about it, why not use the custom to point a moral?” “How do you mean?” “Why, simply by drawing atten- tion to the fact that after her first taste of wine the ship immediately takes to water and sticks to it ever after.” eeacereeeare Serene | erence eee Ie ae een nano er Serene pc eet saan adits ne eee Pen eee ' accra en agree cee MICHIGAN TRADESMAN 13 Special Combination Offer ie on (| Egg-O-See and E-C Corn Flakes Toasted To Retail Grocers From March 16th to March 31st, 1908 Only Fourteen (14) Days Positively No Extension on This Deal From March 16th to March 3 Ist, inclusive, we will allow THE RETAIL GROCER with 10 cases of EGG-O-SEE or E-C CORN FLAKES TOASTED—1!I case FREE 54 cases of EGG-O-SEE or E-C CORN FLAKES TOASTED—I¥, case FEEE On all such purchases we will allow FREIGHT, when shipped from Jobbers’ stock, or prepay FREIGHT on drop shipments from factory. Purchases made under this OFFER will net the RETAIL GROCER 10% extra profit. This is your oppor- tunity to buy right. EGG-O-SEE COMPANY’S PRODUCTS ARE GUARANTEED UNDER THE NATIONAL PURE FOOD LAW, SERIAL No. 5968 REMEMBER--This enables you to make Combination Orders of EGG-O-SEE and E-C CORN FLAKES TOASTED, to suit your requirements, and get the benefit of the SPECIAL PRICE on each. OUR GREAT ADVERTISING CAMPAIGN FOR 1908 has just started and comprises the use of the most prominent magazines of the country; the leading newspapers of practically the entire United States; street car cards in all the street cars of the country, together with the liberal use of bill boards, sampling and detail work. We Will Tove the Goods This is the season during which Flaked Cereals have their largest sale—consequently we are making you this SPECIAL OFFER at a time most profitable to you. SEND ORDER TO US OR TO YOUR JOBBER. EGG-0-SEE CEREAL COMPANY CHICAGO EEE MICHIGAN TRADESMAN Observations of a Gotham Egg Man. A number of letters have been re- ceived by egg receivers in this mar- ket from shippers in the West and South complaining of the erratic course of prices here and charging that this has been the result of ma- nipulation. Attention is called to the fact that prices have generally been put down early in the week when the largest lots have usually arriv- ed, only to be put up again later in the week when the advance has been detrimental to shippers by affecting the paying prices in the country. Now while I realize fully that the course of the-egg market here dur- ing the past three weeks or more has been unfortunate, and that it has, to an observer at a distance, seemed to indicate a great lack of judgment on the part of those whose sale and purchase of goods has led to the widely fluctuating prices, a close watch of the conditions prevailing convinces me that they have come about naturally and that there are no just grounds for any charges of willful manipulation, which is a much more difficult matter in the egg mar- ket than some suppose. During the period of transition from winter to spring conditions in the egg market it is an extremely difficult matter to forecast the course of events from day to day or from week to week. During the winter there is a stock of storage eggs whica holders aim to unload before the ad- vent of ample supplies of fresh, and it is very difficult to judge just when these fresh supplies will become am- ple; and even when all indications point to the near approach of abun- dance of fresh stock expectations may be knocked into a cocked hat by bad weather conditions. Then it is difficult to gauge the demand, for while local merchants can size up the local requirements with some as- surance they can not know at what moment out-of-town calls may carry away so much stock as to throw cal- culations out of gear. And it should be remembered that during this pe- riod of very uncertain conditions the level of values is liable to a fall from a high winter level to a low spring level whenever the current receipts reach a point sufficient to give rea- sonable assurance of a permanent ample or excessive supply. It is easy to look back over the changes in price and see just how they occurred, and to point out where the error in judgment led to changes that afterward had to be offset by counter changes—but it is altogether a different matter to look forward and predict the canditions to come. IT will venture to say that shippers, as a general rule, have been as much at sea as to the varying conditions of supply and demand as have the re- ceivers here; and their actions at the producing end have had much to do in shaping the policy of egg receiv- ers in this market, both when prices i have been forced higher and lower than could be maintained. Last year we went from receipts of about 55,000 cases in the week ending March 2 to nearly 148,000 in the following week—jumping imme- diately from light winter receipts to excessive spring supplies; and in the heavy slump in prices that then oc- curred many shippers and many lo- cal buyers of stock in the country were caught with heavy losses. It seems quite probable that the mem- ory of that experience caused ship- pers this season, as we approached the early spring period, to force country prices down to a low and safe point before they were, as a whole, getting eggs enough to justi- fy the low rates. And fearing a rep- etition of last year’s slump here they preferred to sell on track rather than ship on commission. During the past three weeks offers of stock for current shipment at relatively low prices—lower than any point touch- ed by our market up to the end of last week—gave the impression here that heavy supplies must be immi- nent; and these offers were, I think, the most potent factor in influencing an erroneous judgment as to sup- plies on the part of receivers and dealers in this market. When the market fell here to 21%4c on Tuesday, February 25, we had re- ceived in two days about 17,000 cas- es of eggs and there were on hand Morris Kent Co. Kalamazoo, Mich. Wholesale Grain and Produce Potatoes and Beans a Specialty We Can Supply You in Car Lots or Less Ground Feeds None Better YX BRAND TRADE ARK WYKES & Co. GRAND RAPIDS 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. eeeumdnedseeensemnenieeenmemnnsmemmeeeeeeti Grand Rapids Grain & Milling Co. L. Fred Peabody, Mgr. Grand Rapids, Michigan 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. We do printing for Produce Dealers Tradesman Company Strangers Only Need 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. of the previous accumulations about 10,000 cases. At that time shippers were offering goods for current ship- ment at 194@20%c delivered and our total city needs were not over about 11,000 cases a day for the working days. Everyone was look- ing for a steady increase in receipts and the decline seemed perfectly nat- ural. The only difference of opinion here was whether the market should have been 22 or 21%4c, but there were more sellers than buyers at 22c on "Change, so the lower figure prevail- ed. The fact that receipts later fell far below expectations, that out-of- town markets ran dry and came here for stock, and that we ran into a shortage that forced the market back to 23c could not have been foretold. Even if there were some who antici- pated it they did not back their opin- ions by the purchases that would have been necessary to give their views weight when the decline came. And we had the same thing over again last week, only more of it. We started off with increasing receipts and very bearish reports from the country. Shippers at the opening of last week were offering eggs here at a range of 184%@2o0%c delivered and some were ordering sales of their goods to arrive later in the week at any price down to 20c. There was a good demand, but it was considered that larger supplies might come any day and no one wanted any eggs on hand to carry over. When the market fell to 21%c there was the same difference of opinion as to 21%4c or 22c, but no thought of any high- er figure and with every indication from the country pointing to lower prices the quotation was made 21%4c. But again the trade were deceived— by just about one day’s supply. Stock W. C. Rea A. J. Witzig REA & WITZIG PRODUCE COMMISSION 104-106 West Market St., Buffale, N. Y. We solicit consignments of Butter, Eggs, Cheese, Live and Dressed Pouitry Beans and Potatoes. Correct and prompt returns. REFERENCES Marine National Bank, Commercial Agents, = ress Companies Trade Papers and Huadreds et ppers Betabiished 1873 If you want a real sweet, fancy Redland Navel Orange, order the Rose Bran It is the leading fancy brand Clover Brand packed. Next in line is the We are sole distributors for Western Michigan. Always have plenty to sell. Yuille-Miller Co., Grand Rapids, Mich. Citizens Phone 5166 Bell Phone 2167 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. cts es seen nc ps i anniv econ csnhp ore tnrmere atest ceternrrnyr ner png nee Se , ie er ce a eee eee Sao nee came forward very sparingly, far more so than anyone would have anticipated considering the prices at which shippers had been offering their goods and ordering future sales; dealers skimped along with as few eggs as they could, but later in the; molasses have been received MICHIGAN TRADESMAN in small lots. Supplies are not very large, but there is enough to meet all requirements. Pepper, 734@8c; Zanzibar cloves, 1034@IIc; nutmegs, 75-80s are worth 1444@I5c. Quite a good for from many orders week we were up against an actual ! out of town and, while not large in dearth of eggs for the most urgent, any individual case, the total is quite needs, and the abnormal skyrocket spurt to 27c was the natural conse- quence. Everyone knew it could last only a few hours, yet it was unavoid- able. With public buyers of hun- dreds of cases on ’Change no other quotation was possible without just ground for criticism. Probably 5,000 more cases of eggs in the market would have prevented not only the pinch, but would have made unnec- essary any recovery from the earlier price of 21%c. When the margin between dearth and sufficiency is so narrow, who can wonder that condi- tions can not be correctly gauged in a market where they are so uncer- tain as in the egg market? It is a mistake to permit these fluc- tuations to weigh against the reputa- tion of the New York market as a field for commission selling. And it is very evident that for the past three weeks at: least shippers who have consigned to New York have real- ized a good deal more money than those who have sold on track—fluc- tuations and all—-N. Y. Produce Re- view. ——_»-+.—_____ Special Features of the Grocery and Produce Trade. Special Correspondence. New York, March 14—Many en- quiries made of jobbers as to the market conditions in the coffee trade—the jobbing trade—elicited pretty much the same report of quie- tude. Buyers are apathetic and show no interest further than purchasing supplies for current requirements. Prices are not showing any tenden- cy to advance and at the close Rio No. 7 is worth 6%@6%4c. In store and afloat there are 3,802,352 bags, against 3,994,044 bags at the same time last year. In mild grades there has been a fair run of small orders and the market closes practically un- changed. Good Cucuta, 934@1o%c; Fast Indias are unchanged. Some little business ‘has been done in the tea market, but there is room for improvement and the vol- ume of business is, seemingly, mak- ing no headway. An advertising cam- paign is under way and matters may show some improvement later on; but it seems a mighty hard matter {o increase to any great extent tne per capita consumption of tea in the United States. No new business has been done in refined sugar and, in fact, very little in withdrawals under previous con- tract. Higher quotations for refin- ed will occasion no surprise, but, of course, this depends largely upon the season later on. Rice is steady and without change. Southern mills are asking full rates and it is thought that importations will be quite large to meet the re- quirements of this country later on. Prime to choice domestic, 534@6%%c. No invoice trading has been done in spices and transactions have been firm and Good to satisfactory. Prices are without particular change. prime centrifugal, 22@3oc. The demand for Maine corn under the new opening prices for futures— goc for fancy and 82%c for standard f. o. b. factory—has not as_ yet grown to the proportions of a boom, nor even a boomlet, but packers are not at all worried because Maine corn never goes begging purchasers. Other future stock is rather dull. Spot goods are moving slowly and other years make this one dull by comparison. Still brokers are hope- ful and seem to think that with the advancing season there will be a bet- ter prospect. California goods seem destined to be in great demand and many millions will flow into the Golden State for its canned prod- ucts this year. Top grades of butter are selling well and, in fact, the whole range is quite well held. Special creamery, 20c; extras, 28c; firsts, 26144@27u%e; Western imitation creamery extras, 26c; firsts, 23@24c; Western factory firsts, 21!4@22c; seconds, 204@2tIc; held stock, 20%4@22c. Cheese is firm, as supplies are be- coming more and more reduced. Full cream specials, 16%c; small sizes, 1534c. The tendency of prices in the egg market is toward a lower level and, with liberal supplies here and large stock in transit, it would seem that even the extra demand for Easter would not suffice to keep up the price. The highest price even for near-by stock is 23@24c and for best Western, 18c, and 17@17'%c for sec- onds, —_222____ Old England’s Roast Beef. Although we have long known that Great Britain largely depends on the United States for its supply of beef, the formal protest of the London civic authorities against the price of Chicago dressed beef must have a cu- rious effect on minds nourished on I'nglish literary traditions. The roast beef of Old England has become only a sort of sentimental memory. The high-priced butcher shops of Jermyn street. are still splendidly decorated at Christmastide with huge, fat beeves, beribboned, and ros- etted, beeves of British origin and growth destined to set forth the am- ple boards of the well-to-do. But the ordinary Briton gets as little of that kind of beef as the ordinary American gets of canvas-back duck. The beef of modern England is killed and dressed on this side of the Atlantic and sent across the ocean in cold storage. Modern England wants a good deal of it, and wants it cheap, to sustain the British mus- cle and brawn which have not yet passed wholly into tradition. > Any man can talk religion, but only those who have it can teach it. 15 Get my prices on Fresh Eggs and All Grades of Dairy Butter Or if you want them sold quick at full value and a check right back, mark to F. E. STROUP, Grand Rapids, Mich. _ References: Grand Rapids Rapids Wholesale House. Successor to Stroup & Carmer Agencies, any Grand National Bank, Commercial 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 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. All Kinds of Cheese at Prices to Please Write or phone ; C. D. CRITTENDEN CO. 41-43 S. Market St. Both Phones 1300. Grand Rapids, Mich. Wholesale Butter, Eggs and Cheese If you have any fresh DAIRY BUTTER or FRESH EGGS to sell get our prices before shipping. We buy all grades of DAIRY BUTTER and pay top prices. T. H. Condra & Co., Grand Rapids, Mich. Manufacturers of Renovated Butter. in the market BEANS cratic: to offer either for prompt or future shipment, write us. We are When any ALFRED J. BROWN SEED CO., GRAND RAPIDS, MIOH. OTTAWA AND LOUIS STREETS . We sell all kinds field seeds Medium, Mammoth, Alsyke, Clover Timothy, Red Top, Orchard Grass If you have clover seed, red kidney or white beans for sale send us sample, price and quantity MOSELEY BROS., WHOLESALE DEALERS AND SHIPPERS Office and Warehouse Second Ave. and Railroad. BOTH PHONES 1217 GRAND RAPIDS, MICH. 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 Try Headquarters with your next shipment of poultry. We pay better than the market. Price card upon application. References: Commercial Savings Bank, Michigan Tradesman. Bradford-Burns Co. 7 _N. lonia Street Grand Rapids, Michigan MICHIGAN TRADESMAN Dry Goops Stockings Worn by Chicago Women. Chicago, March 17—-When _ the frisky zephyrs from old Lake Mich- igan lift the skirts of Mrs. Chicago and her numerous daughters to the level of their shoe tops, and some- little zephyrs), they reveal an assortment times a bit higher (naughty of ankles that require an annual ap propriation of $5,000,000 for hosiery. In other words, the women of this city put that much each year into their stockings. Chicago girls, knowing as they do that in all the world there are no an- kles like theirs, or zephyrs like Michigan’s, are particular about their hosiery. Investigation along State street re- yeals that the average Chicago wom- in, while willing to purchase occa- sionally a shop worn petticoat or a hat that has been marked down once o1 twice or three times, is never sat- ished with anything but first class hosiery. No woman, the _ salesgirls say, wants to run the risk of appear- ing on the street with her heels out and for that reason they demand the best in stockings. Fancy Prices for Stockings. The average price paid for stock- ings is approximately 50 cents, and this includes those worn by the great army of working girls who have but little. money to spend for clothing. From that figure the prices run up to $500 and even $1,000 a pair. A prominent State street jeweler once sold a pair of stockings for $1,000. What, stockings at a jeweler’s! Ed- na May, the actress, according to a lccal manager who knows her well, a few years ago ordered a pair of stockings of the finest silk, embroid- ered with small diamonds, from a local jeweler, and when they were finished the pretty and prosperous actress had to dig into her old ones for no less than ten of the $100 bills that were nestling there. Lisle thread stockings, which are worn almost exclusively by Chica- go women all the year round, can be had for various amounts from 50 cents up to $5. The silk variety, with which no woman who could afford them would think of doing without, come at a sligatly higher scale and run all the way up to $50 and even $100 a pair. Dealers say that the average price paid by Chicago wom- en for their stockings, all kinds tak- en together for the whole year, is in the neighborhood of $1. A pair cf stockings will retain their color and heels about six weeks, making the annual expenditure for stockings, therefore, about $5,000,000. Openwork Stockings Expensive. Openwork stockings, which are in great demand among women, are the most expensive, both as to first cost and because of their short lives. Their texture is so delicate that one or two trips to the laundry is about all they can stand without showing When isn’t the effects of such journeys. one of the threads is torn it long until a hole appears and this means another pilgrimage to the ho- siery counter. Openwork stockings, necessarily of delicate weave, are sus- ceptible to the constant rubbing of the oxford shoe heels. The stocking market is some- times affected by seemingly unimpor- tant incidents. Once last summer the newspapers printed an account of a remarkably pretty girl who was walking across State street at Madi- son when her slipper caught in a street car track and was jerked off. To her horror the hundreds of pe- destrians and bystanders, who always are ready to take advantage of an accident such as hers by laughing, had their mirth increased by the sight of an exceedingly pretty foot that was clad in a stocking which, below the ankle line, had seen better days. It was holy, holy, holy, and it is little wonder that the pretty cirl, who bore every mark of refine- ment, was panic stricken and uncon- solable. Following the publication of the story in the newspapers, with all the details enlarged, there was a 1ush to the stocking counters in all the stores. Chicago Women Abhor Half Hose. Some time ago there was a move- ment on the part of certain women with mannish proclivities to substi- tute the half hose of men for the traditional full lengths. This was strongly opposed by Chicago women. “That idea might be all right in the East, but it never will be adopt- ed here,” said Mrs. E. S. Denny, manager of the hosiery department in one of the largest State street stores. “Chicago women have to take the wind into consideration when buying their stockings and you can imagine what a fix a woman would find therself in if she started around the Masonic temple corner some day in a pair of half hose. Half hose are all right for men and they might suffice for women in communi- ties where there is no lake breeze. They will never prove acceptable here, though, until the lake evapor- ates or Chicago loses its reputation as a windy city.” a The Man Who Is On the Square. I care not a shuck for a man’s nationality, his politics, or his relig- ion, they are all the same to me; but the man who is “on the square” is the man I want to take by the hand, and go through life with as my friend. Nor can we stop with the individual or the corporation. Em- pires and nations are to-day as nev- er before on the basis of the square deal. Our nation is influenced by the laws and actions of another nation, which have their effect on every citizen. A square dealing nation makes a square dealing citizen; a square dealing job- ber tends to make a square dealing re- tailer, and in turn the influence of the square dealing retailer produces an effect upon the life of every patron with whom he comes in contact. We can not too keenly realize the effect and importance of a square deal. Joseph W. Bragdon. How To Collect a Debt. ‘Thousands of dollars are lost every day through negligence or careless- ness of creditors. If there is a fixed day for pay- ment, be on hand promptly to re- ceive it. If not paid, follow it up closely. If party can not pay, get another date of payment. Pleasant words and a genial bearing invariably are more effective than threats of legal measures. If the debtor lives near call and express your urgent needs of money, etc. If you can not get it all, take part. If possible “know your man.” With some it is absolutely neces- sary to be sharp and positive, while the man who honestly intends to pay can be handled better by pleas- ant words, although frank and _ busi- nesslike, If a debtor is at a distance write a courteous letter, enclosing bill or statement, requesting prompt settle- ment. If necessary a second or third let- ter should be written. Loan no money, even to your best friend, without taking his note. 2. e<-—— Things divine are not defended by dodging. Grand Rapids Notions & Crockery Co. Importers and Jobbers of DRY GOODS NOTIONS Laces, Embroideries, Handkerchiefs, Neck- ties, Hosiery, Gloves, Suspenders, Combs, Threads, Needles, Pins, Buttons, Thimbles, ete. Factory agents for knit goods. Write us for prices. 1 and 3 So. Ionia St. Our Spring Lines are now Ready for Inspection ast Grand Rapids Exclusively Wholesale Grand Rapids, Michigan Dry Goods Co. WHITE We show a very large and complete line of India Linons—Persian Lawns—Organdies—French Muslin —Long Cloths—Chiffonettes—Dimities—Nainsooks— Dotted Swisses—Mercerized Fancies in checks and stripes, in fact everything belonging to an up-to-date White Goods Department. Inspect our line before buying. GOODS P. Steketee & Sons, einen ance etn tiSCN GRRE ITS PSE INI Grand Rapids, Mich. aren eet piper seneomanree Soe, Me Fc PATRIOTISM OF PEACE. Why We Should Try To Patronize Home Industry. There are two kinds of citizen- ship—two kinds of patriotisms. We present some word pictures showing the difference, and ask which of the two is the more worth which means the more? * * * a The bands are playing. Soldiers are coming up the street. Every one rushes to get the best point of ob- servation. We stand on the street corners and cheer and. wave our hats and some of us feel the thrill of emo- tion when we think of our boys in khaki going off to fight savages in the Philippines, and the quick tears come to our eyes. oe ok while, and The flag goes by and men uncover their heads and the multitude on the grand stand arise, and the cheers be- come louder and more prolonged. The flag stands for everything to us, for country, for independence, for freedom to worship God, and we revere it and bow down before it in almost a spirit of worship. x ok x The President plans a great naval cruise. The preparations are made. We watch the fleet steam out of the Chesapeake, and we can _ not help being thrilled by the awfulness, and the grandeur, and the might of the great battleships and cruisers which sail away for the Pacific. Each day we hear of where the fleet is, its stop at Rio, its trip through the dan- gerous Straits of Magellen, its roun 1- ing of the Horn, its entrance on to the Pacific, and its enthusiastic re- ception at Chili. All is watched with eagerness by the waiting multitudes. * ok * When the Maine was blown up the whole country was aroused, and our young men rushed to enlist in the war which was inevitably com- ing. We thrilled as we watched the various companies departing from our home-towns, and the girls going on to act as nurses in tthe detention camps. And we had a feeling of fullness of heart at the thought of a chance to give up our life’s blood for “our country.” We were — glad when the war was over, but we want- ed a chance to show ourselves, and our friends, and the world that we were willing to give our all to avenge the insult of the blowing up of the Maine. * * x We call all this patriotism. The deeper our feelings, the more we were thrilled, the more we wanted to give our lives for our country, the more we considered ourselves and others considered us good citizens’and worthy patriots. And we were good citizens—we were patriots. .It was all grand and fine and we meant. it. We would have given our life’s blood gladly and willingly for our country, and we would do it now if a like menace threatened. We are not de- preciating the patriotism of war. It is grand, It is noble. It springs from the best in us. And without it we would be sorry creatures. ‘The man without a country”—what a piti- ful object he is: “Who never to him- MICHIGAN TRADESMAN self hath said, this is my own, my native land;” “Whose heart within has never burned,” etc. kee May our hearts burn the more; may our patriotism in case of war be stronger, deeper, better. * * *K Yet it is the patriotism of peace which is, after all, the most worth while, the most useful to ourselves and others. There is not, perhaps, sc much red fire; there are not so much music, and gold lace, nor so much to appeal to the emotions or sentiment or imagination. There are no soldiers to cheer in this patriot- ism of peace, nor grand fleets of battleships to follow. But there are other things to do whose results are more far reaching. x * * But the mission of the patriotism of peace should be the mission of us all, and it is none the less grand and noble because less dramatic. Se Go with us to a dry goods store, and stand beside the dress counter for an hour, and listen to what the clerk says: “Yes, this is a beautiful woolen material, absolutely all wool, one of our newest importa- tions, made in Germany; you know they make the best broadecloths in Germany, the American manufactur- ers do not know the secret of such a finish; you can always tell Ameri- can made broadcloths, they are not fine.” The lady buys. Where’s the patriotism in that? Yet, were you to accuse the salesman and the lady of being traitors to their country they would be horrified. In a little city in New Jersey are made the finest possible woolen materials, broadcloths, and other handsome and perfect dress materials, really better than those made abroad. * 4% goods so good or Step along to the silk counter, and hear what is said there: “Silks: yes, we have everything in silks imagin- able. We buy direct from Paris— our own importations. The French have the secret of making and finish- ing silks to perfection; our American people can not approximate the french. Really, when buying silks, one must buy French silks to get the best.” And perhaps the very silks that are being lauded were made in another city in New Jersey, where the most beautiful silks are made, some being actually sent to France. * k x And we can repeat that experience at the linen counters, at the cotton goods counters, at the gingham coun- ters, in the millinery department, in the grocery department—every where it is the same cry: we are offered French, or German, or English, or Scotch, or Irish goods, and told that they are so much better or finer than our own American makes. - + o* The patriotism of peace should sug- gest that we try to patronize home industry, to use the goods made in our own city, in our own county, our own state, our own section, our own country. We are not dependent up- on Europe for fine goods, and in buy- | manufactured mills the ing the American products of money is kept within our own country, and we are| all the better for it. cel A Practical Rotation. “IT suppose you follow a of rotation in your agricultural oper- ations,” casually observed the high- DS browed graduate of the modern agri- cultural college. “Follow what kind of a system?” enquired honest, hard-handed Uncle | Ezra. “A scheme of rotation. That. is, | take that large field there; you put/| that to one pirpose Ome year, an- other purpose the next, and still dif- | ferent the third year, and so on.” “Oh, yes, I see your meanin’. Well sir, last year we used the proceeds! of that field to give ceeds went to pay boot in a trade that I had the city and build a new concrete smoke- | house. After that I’m farm the field on shares to kinder get his hands into the work.” _——_——_-.o—a—— salom, The pursuit of truth is the secret-of | eternal youth. system Elizabeth her | musical education; this year the pro- | hoss | honor of en-| gineerin’, and next year I intend that field shall give me a trip down to the | countin’ on} lettin’ the youngest boy, Henry Ab-| 17 ! '| 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 7 7 BeAtenS (6 STOCKS AND BONDS |, SPECIAL DEPARTMENT DEALING IN BANK AND INDUSTRIAL STOCKS AND BONDS OF WESTERN MICHIGAN. ORDERS EXECUTED FOR LISTED SECURITIES. CITIZENS 1999 BELL 424 411 MICHIGAN TRUST BUILDING, GRAND RAPIDS } | THE NATIONAL CITY BANK GRAND RAPIDS Forty-Six Years of Business Success Capital and Surplus $720,000.00 Send us Your Surplus or Trust Funds And Hold Our Interest Bearing Certificates Until You Need to Use Them MANY FIND A GRAND RAPIDS BANK ACCOUNT VERY CONVENIENT Successful Progressive Capital and Surplus $1,200,000.00 Assets $7,000,000.00 No. 1 Canal St. Commercial and Savings Departments De Eee sate L 18 MICHIGAN TRADESMAN ! | shade of the band. The hats have aj] will continue to be a good sale of : es ry mellow finish, which adds much|these hats in all sections, particular- ‘ It to their appearance, and permits of|ly in the South, where they are very : Spring is here is proper 10 say, viewed from the standpoint. of the hat trade, because all the spring piyles of thats are on sale, and many : : : : < have been for seve1 weeks. All ale i Peak ae Ls. 1 acl is CONVEeTsSatiIoOn in tne nat world 1s. di rectead to them Lire saiesme ire 1 looking forward to e expected re- ler 1 if y«] 1, OTgers imG 12 ine ca Wa ind weatn ro mditrions did not te 1 different ] : ] ) Story CvVeryvyonc WOUlG D¢« pOrceg ( area | Lin ko 9. ‘ belheve in the general talk, newspa- Fe ee eran 1 Per AGVCTTISEMeNts and win OW ana show-ca displays that the time of } 1 } - : . 7... . nowers and snowers 15 readily at hand However, the time is now short to wait until the winter styles are entirely ud aside and the rush for spring styles begins. The retail } 1. . » ones WHO NOW Nave 16 GO the walting No striking effects in stiff hats ve been offe 2 Dp tO tne preset writing The styles of the spring derby are certa ly conservative “he crowns all appear to be medium full marl | 1 ndene. MidlI ACG CUCL y taper effect. The hats are all of mie- Hum size, meanine that the crowns a eat oe - a. Te 1 jar height, and the semi-nat at £PIVel LO ine brims seems to in- erease the height oi the crowns. The dimensions are five, five and a quar- ter, five and a dali and five and three-quarters, by one and _ five- three-quarters, one ; ++}, + ‘ } e1igntins, one and ies Ca : Sd aghths and two inches. ing dimensions are five and a half by one and three-quarters. hats considerable attention. Phe question of stiff colored is receiving Much has been written on this sub- : 17 e 1 4 1 . . = ject, all of which has in a measure paved the way for the retailer. It is now up to the retailer to continue 4 Poe wie ae - to increase the sale of colored der- + “7T4 - fa pturer ae 41,44 bies. The manufacturers say that 1 } cS 3 me 2 7 this style of headwear will sel Iy4 . 1, + ] = eee } imis season; that they have already m4ade - 1d ty 3 ry1 1 many Inzen ta a}] made and shipped Many dozen to all r } ] 4} ’ parts of the country, and that they expect to receive many re-orders be- fore the season is finished. Some of i already showing br are to be had : 1 ee fC bee Citak a. Taz SliaGCS Of DITOW?!, aitiot 127 the favor will doubtless be for the 1; } ] ge - ‘4:47 tat medium shades. The green stiff hat nd the pea shade will be worn by ? jthree-eighths, and four and some men who wish to be very indi- vidual in their attire. A few of tiese will easily be disposed of by re- ers in me large r towns, and these few can be used early for window display purposes. 4s the days gerow longer and warmer and more time is spent out of doors in recreative pursuits, there is always an increasing demand _ for soft hats Kor the coming season | soft hats give promise of being very popula No striking shapes hav beet ed from the immense num- ber t lave gone before. The styles that been prepared for the young men continue to be of medium ik crown variety. Some are raw edged and many are bound edged of the being various ways t > Mos men hats dented or tele- shaped in ithout injury. young “ar their soft brim will be down in front or a little to the side scoped, and the pulled to acquire the careless air so much affected by the generation, The soft hat for the younger older and con- servative trade has a medium height crown and a flanged brim of medium width. The best selling dimensions are four and five-eighths by two and three- uarters by two and three-eighths ] 1 |} Also in the raw-edge soft hat, a good have dimensions of five and an eighth by two and fve- eighths Both the bound-edge soft hat and the raw-edge soft hat will be popular, with perference for the colors Some former. in the matter of- } i ° . ~ . a : |predict great popularity for the gray ind the shades of pearl. The spring styles also show a number of shades f brown and nutria. These colors will be as popular for the young men’s rf a4 “~ , - a ae 1,1 = SOil RAIS as 101 imei eiders The straw hat situation remains anchanged, although business con- tinues to be good. The bulk of the selling has been accomplished and shipments of goods are now being made daily *laim that by the manufacturers, who ¢ 1908 will be a good year in the history of the straw hat trade. Splits and sennit braid yacht- shape hats have sold well, the sennit braids better manufacturers having donc than was expected by some The dimensions vary from two and sghths to a three-inch crown the brims from one and seven- eighths to two and three-eighths, In the soit brims the milan and jap mackinaws will be very popular, with a perferencs for the latter from pres- ent indi ications. There is a most decided feeling in the trade that a novelty in a straw 1 a issued later in the sea- fat will be son. Most straw hat manufacturers agree that such a thing is likely to occur, although none will venture an open assertion as to what the novelty will be. Retailers may therefore ex- earn before many weeks that a braid ] been placed on the market which will be expected to su- persede, in a measure, the braid several seasons past. lation is rife as to the popularity hats that have found Spec- nature of bee novelty, and many opinions have heen ventured in the trade among those who know little about the mat- ter. Some have said one some another. One that 2 thing and has ventured to medium vill be the article to rough braid catch: the pub- thinks it will Straw hat. The deal fancy, and another be a colored rough braid is a more plausible than +1 ithe conven straw hat. For negligee wear there is no straw } £1... 14° hat that equals the Panama. A num ber of firms have made a specialty during the past few in the years of dealing imported article to the exclu- sion of all other kinds of straw hats. In shapes the tendency of the Pana- ma hat is similar to the popular shapes in the soft felt hat. There Retailers in the other sec- tions of the should have a good assortment of Panamas if they wish their hat depart- ment to be up-to-date. popular. country always straw The coming summer will truly be: fancy-band season. They will be c , -« i « ae } worn on soft felt and straw hats and being great va- Bands can be _ purchased are OW shown in riety. adjusted by the difficulty. Many these hat decora- Supply Of a half them ready-made and wearer without any people who favor tions purchase a dozen or more and change daily. The retailer can not afford to overlook the opportunity of being able to supply his trade with these popular articles. The variety being wide solid col oY gives the purchaser a band shown range of choice with a center stripe of contrasting color: a polka-dot in raised effect on a solid color ground, are among the most popular sellers of the new de signs. Combinations of two con- trasting colors seem to be among the most flavored, ahd solid colors to match the colors in suitings and feature of hat Cloth- neckwear will be a bands ior the coming season. lurnisher, Ce Doubtful Compliment. lt 1s the aim of Mrs. Hall to com- pliment her ier and friends on every possi- ble occasion, yet strange to say, she does not always please them. “Did you like my gown at the re- asked an Hall owas smile. ception the other evening?” acquaintance, and Mrs. with her beaming “My dear,” she said, ready with a cordial Band, it was a dream! You looked lovely! I said to my husband, ‘Is that—no, it can’t pressure of the be’—-and then I saw it was. But, do you know, | ly scarce! recognize you!”’ —_—_e-~-.__ Sound doctrine does not cure a dis- eased heart. ——— —~—3——>———_——_ Wise is he who knows not to be impatient. HATS At Wholesale For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Division St. Grand Rapids, Mich. ie i“ is i i —1908 Dar ena Lives ave naw teady spetiag CORDUROY COUP ears ORE nr es ete oot DUCK eae COATS ee ed a OVZRKALLS Tae eae ee cased MACKINAW See eee eee eee ee ene << i cone anna Nai! CONG | GRAND RAPIOS, MICH. wi ih ntl me Soi : een! si as WAVE OF REFORM. Liquor Interests Submerged by Pub- lic Sentiment. Written for the Tradesman. People are taking notice of a “wave of prohibition” in our country. The comments on‘ the subject might lead one to infer that this is some new strange or unexpected move- ment which has developed suddenly and is causing the people to apply themselves to and means to overcome the evils of intemperance. This wave of prohibition is not like an epidemic of disease which sudden- ly sweeps over the country without apparent cause. ways While some may so regard it, there are others who are not surprised at a popular movement along this line. They have been look- ing for a general awakening to the evils of the liquor traffic and a join- ing together of various forces in an intelligent, effort against this enemy of everything good and noble in human life. systematic It is a surprise, however, to peo- pie in general that prohibition is be- ing adopted in certain states and sec- tions where it that drinking habits were more strongly fixed upon the people than in other states where the average intelligence was greater with the standards of life much higher. If was supposed such be the case, then it is not strange that prohibi- tion laws should be enacted in those states. Where drinking of intoxi- has fullest sway the authori- ties soonest recognize the enormities of the evil and compelled to adopt stringent measures to hold it in check. cants ar[e Again, it may be true that the li- quor forces have had all they could do to hold their ground in sections where temperance agitation has been strongest, and where it might be ex- pected prohibition would soonest be adopted, and therefore failed to guard their interests as States as securely in stch Kentucky and Georgia. Wherever the leading political par- ties are of nearly equal strength, the liquor men hold the balance of pow- ér and are defeat the that declares for prohibition. able to party Hence, those states where there is practical- ly but political party have no fear that the liquor men, combined with the minority, can jeopardize the election of the dominant party’s can- didates. It is not difficult, therefore, to unite the temperance against this evil. one people The liquor force are united and or- ganized. mous They are backed by enor- capital and a business which pays exorbitant profits. It has no party affiliations; it will support only those candidates who will foster and defend the liquor business, or a least do it the least harm. It aims to the election in each of the leading political parties of as many men as who to the liquor traffic. ct secure possible are favorable It accomplishes its ends by bribery, intimidation and every means conceivable. Temper- ance people are divided as to methods of coping with the drink evil: they are separated by political bias; they fear to endanger other interests by mak- ing the predomi- temperance issue MICHIGAN TRADESMAN gratuitous contributions to carry on the work of education, of enforcing the laws and of securing needed leg- islation. The principal reason why the saloon is not outlawed in such States as Michigan is because the temperance people are not united. And the saloon power is using every effort to keep them divided. There have been waves of temper- ance agitation in the past as well as steady, persistent effort. The work of the Good Templars, the Red Rib- bon movement, the Woman's Cru- sade, the organization of the Wom. an’s Christian Temperance Urwon and of the Prohibition party may be noted. Now and again a book has exerted a great influence and proved a great help to the temperance cause. These waves may have subsided, may have apparently passed away, each left an effect which to a greater or less extent. The ance but one abides Woman’s Union Christian Temper- been one of the greatest forces for temperance in ex- has istence, carrying on an wartare work unceasing intemperance. Its every possible di- undertakes not only to educate the people, to warn and in- struct the youth, but also to secure against extends in rection. It the enforcement of existing laws and the enactment of other much needed legislation in respect to the drink evil. There are other societies and Organizations which are constantly working against intemperance, Of late years there has been a marked increase in the number. of firms, corporations and employers who have adopted stringent rules and regulations in regard to drinking of employes. In there current the opinion that the only really practical work of any importance for temper- consequence seems to have become ance is being done by business men and solely for the benefit of busi- ness interests. It seems a little hard to Say to all the earnest men and women who have so long taught and urged and warned against the evils of the drink habit and the saloon, and have pray- ed and entreated for better laws for the protection of the weak and inno- cent, that they have accomplished nothing. The hard headed business men with their superior knowledge have gone at the matter in a busi- nesslike way and are doing some- thing. Workers for reform will regard the present uprising as the fruit of seed sown with prayers and tears during many long and weary years of strife and toil. Those who seek only the good of the people will not arsue or dis- pute about this matter. These faith- ful. workers ask not for recognition from the public. It is enough for them to that at last in some way, by some means, the people have been aroused and are falling into line to battle against the liquor evil. Per- haps not until these leaders have passed away and the succeeding gen- eration the history of this warfare will they receive due eredit for their endeavors. know writes It looks as though prohibition is to nant; they must depend entirely upon ‘all temperance and Christian people become popular. What a pity that grand work before this stage! No doubt many who have heretofore been opposed to prohibition for some reason or another will swing into line and become prominent in the work, while others whose conscience and intelligence have for years dictated the position they ought to take will sheepishly clamber down from the fence on to the popular side. It would be interesting to discover where these business men who control much of the important trans- actions of to-day received their train Who tell if of temperance. in Ine, can the teaching the the Bands of Hope, the Sunday schools and the various re- our schools, work done in tions has had much to do in who not men only temperance men themselves but have raising up are not decided convictions that business can not thrive in habits? connection with drink- ing Let due credit be given to the mothers, who, being denied the privi- the protection of home and loved ones from this mon- lege to vote for ster evil, have reared up sons wh dare to vote and will dare to en force laws against crime. Yes, it is a wave of reform. Let us hope that other waves will follow in such succession that the enemy will not be able to withstand the onset. but will ‘be completely submerged by a righteous and abiding popular sentiment. Whatever may be said of the ness men of to-day in busi- reference LO HOW | ligious, sogial and fraternal] organiza-| Me of Brother | Qj 19 could not have become united in this|this matter, would it not have been the credit of more to business men in the past had they listened to the appeals to help save their fallen brethren, to protect the weak and in nocent, to safeguard the pathway of youth, by and the liquor waiting until their wise practical laws traffic, instead of against financial interests were in dire peril before they would lift the hand or raise the voice against intemperance? kK. E. Whitney. ——_»-._____ Help Needed. Brother Jones was noted for his leng } and al ; Lat : } } c 4} } nals tnough the good peopie of tine him, and laborious prayers, not at all pray in respected they WCrEe pleased to hear him meet ing. The new minister was not aware Jones’ unpopularity as a “prey-er,” so he had no idea why a ripple of amusement passed over the congregation when, after a hymn had Jones will lead us in prayer,” and in been sung, he said, “Brother a fervent tone added—‘“and may God help us!” ——_>>2>—____. An Interruption To the Cow. “What’s the sengser on a2 matter?” asked a little North remarkable pas- Carolina railroad, more for discre- tion than for speed, as the train came tO a nudst of standstill in the green fields. “Cow on the track,” replied a train man lJaconteally. “What's the matter now2” asked the passenger, an hour later, as the train stopped once more. “Caught up with the cow again,” growled the brakeman. THE GROCER recommend at smallest cost. WHO MIXES BRAINS WITH HIS BUSINESS is always trying to make “satisfied customers’’—and the easiest way to make them in these pinching times Shredded Wheat Biscuit and Triscuit the food that supplies all the energy needed for work or play The cleanest, purest, most nutritious and most economical of cereal foods. A Good Profit for You, and a Satisfied Customer — What More Can You Ask ? The Natural Food Company, Niagara Falls, N. Y. “It’s All in the is to MICHIGAN TRADESMAN Plain Talk About Wives and Wages. Two college professors, who are eminent authorities upon the subject f have just made that, their opinion, when a woman mar- PR | Or social economy, the startling announcement in rieS a poor man, she has a perfect ‘ght to continue to follow any gain- ul occupation in which she employed, if husband was pre- viously she so desires and her does not object. bold and for a This 16 a courageous make, upon statement mere man to for there is which men are so willfully blind, and about they prejudice unreason cussion no other subject bitter Jis- such the labor. claim that Han 4 which show and of as right Heretofore every made, that woman right to work if she needed the mon- woman’s to almost has been ey, and if God had given her strength of brain or hand to do something that the world was willing to pay for, has come from women them- selves, and it is cheering and heart- ening to find that the advanced think- ers among men are beginning tosee that it is ability and necessity and desire that should be the qualifica- tions for holding down a job, and not sex or whether one is married or single. So far as woman is concerned, the door of opportunity has always been held grudgingly open to her, and if to-day she is to be found in field of labor, it is be cause she has crowded in where she was neither invited nor wanted. Men have made room for her, and given her a place under necessity, as long as she was single; but there has been almost every an unspoken demand that she should get out of the way as soon as she was married, no matter how much she needed to hold on to her sal- ary. The most forcible expression of this sentiment is to be found in the ruling of the school boards waich forces a woman, no matter how in- spired she is as a teacher, no matter many years she has spent pre- paring herself for the profession, no matter how much she _ needs the money, to resign her position as a teacher the minute she marries. This unjust discrimination is made solely against women, not disqualify a man for the instruc- tion of youth. It is explained on the ground that a married woman should how matrimony does as not engage in a gainful occupation, but should leave the place to some unmarried woman who has no hus- band to assist in her support. This would be a valid argument if our public schools were run as eleemos- ynary establishments, instead of ed- ucational institutions. If teachers were selected for their needs _ in- stead of their ability, a doctor’s cer- tificate of total disability ought to be a higher recommendation for a place than a diploma from Vassar. But even taking it on this ground of phi- lanthropy, there is no reason to bar out the married woman, because the woman with a husband has frequent- ly twice as much need for a salary as the girl who has nobody but her- self to support. There is, of course, nothing more beautiful and poetic than the theory that when a man marries a woman he takes her to a home where she is from all the and life, and where there is not even a crumpled rose leaf under her forty mattresses of ease. We like to think of the stalwart husband in- terposing his strength her the We like to picture his strong saoulders bearing all the burdens and his good right arm hew- ing out the path to fortune. We like to imagine the wife sitting safe and hearthstone, and when we hear of a woman going out in the world to fight the battle of life on own account throw hands horror, and _ say, “Why in Heaven’s name couldn’t sae to at I believe that there are very few men who would not gladly, if they could, their wives with every luxury and comfort. The aver- age man to be the of the machine in nis family—the benefi- cent providence that food, and shelter, and raiment, and makes soft the path for his wife, and if he could he would conjure up for her a palace of delight equal to the one that Claude Melnotte pictured to the Lady of Lyons. sheltered of storms stress between and world. protected by her own her we up our in be satisfied stay home!” surround desires god bestows in- these competition in every line, the theory that every man who marries is goitg to be able to sup- port his wife in comfort, not to say luxury, doesn’t work. There- thousands tens of thousands industrious) men who their utmost endeavor are never Unfortunately, however, days of fierce are and of worthy and with able to drive the wolf more than a few feet from their doors, and so the rosy dream that every man is able, single-handed, to fight the bat- tle of existence for his family, and that every married woman will be sheltered and cared for and have no need to earn money, into the realm of things that ought to be, but not. Statistics mentable passes are la- Marriages there is a of among the middle classes. The very rich who can afford to indulge them- that decrease show selves in luxuries, and the very poor who can afford to disregard conse- quences, still marry with their wont- freedom, but there has been a large falling off in the per cent. of ed marriages between the men and women who form the ranks of the workers in every community. This is to be explained by the difficulty of two people living one person’s man hesitates to ask a girl who is drawing a salary that af- on tations. Pure Vanilla Not Like Any Other Extract. Send for Recipe Book and Special Offer. Order of National Grocer Co. Branches or Foote & Jenks, Jackson, FLAVORING EXTRACTS FOOTE & JENKS’ JAXON Highest Grade Extracts, SS EXTRACT OF LEMON genuine Michigan Four Kinds of send you samples and tell yo are interested enough to ask Tradesman Company are manufactured by us and all sold on the same basis, irrespective of size, shape or denomination. Coupon Books We will u all about the system if you us. Grand Rapids, Mich. 22 MICHIGAN TRADESMAN THE OLD SCHOOLMASTER. He Changed the Character of the Saco School. Written for the Tradesman. “What you think of this talk about reinstating the rod in the pub- Tom?” asked the schoolmaster do 1 schools, the old usual :. dill SIOCer a5 blew in to the it by stove. and | inclined to think it may be all his seat been reading about am right.” “I’ve half | 1 : : i se 1 ia ie legs a than ample reward for hard study|born and bred, yet I have a kindly |ing love to the teacher against het and conscientious work. Men women, or boys and girls if please, will not put their best licks }into the study of a profession waich “Do you really think that, Larry?” | not in the end. does guarantee a competence The teacher's profession is the most exacting while it is the most poorly paid of any in the world. Put t he salary up to where it should be, ithen demand thorough fitness from ‘the applicants, and you'll seea mighty change in the whole school system.” and Mr. Tanner lifted quizzical eyes | “You may be right, but it seems to toward the grocer, who had finished |... ae ia ional Wiebe Ge the footing of e RASS OF MEUTCS and | schools now. I’m afraid no amount leaned now idly across his desk. lof hard cash would help matters. As “Well, for one thing, I know they |. the rod in school?” had better schools in the old days| “No 1 would not cet ts that than we have now,” declared the Pale No lov was ecee ak cer, 1 pay a good bit of school | coo by a thrashing.” tax and don’t get the worth of my! “I can’t subscribe to ~that, Tom: money. These cheap-John teachers |y «4 ine fell cou a hore” we hire nowdays are not worth POW) All cipht, oldman,” seid the chock der blow ‘em to Guinea.” to “That in a true,” admitted Mr. Tanner. “I’m not say Oo may be measure ing it isn’t; but there’s a reason, Larry.” Why, yes, I suppose so. Teachers ire sent out to teach in our schools ' when they don’t know the Oo s } ¢ 1- ; cs 01 housekeepit simply a tit- shallow-pated lot of mincing who imagine th l isses, ey are cute and are blamed sight make OI ft anxious ai impression on ling he work in the school 1 YOO" room. “Oh, say now, Larry, you are driv- ;master settled himself deeply i | Mister Tanner had come to that n his chair, prepared to listen attentively. age |when one lives mostly in the past. | Being of a reminiscent turn himself, 1 ine real | more | male persuasion | ing that a little strong. What has | housekeeping to do with — school teaching, anyhow?” “It should be at least a part of | every girls education,” retorted Mr. Woods. “I know hardly any © girl nowdays who grows up in the coun- | try with a knowledge of how to bake bread or cook a dinner: in fact. can boil scorching it. h without You know that wel! “Maybe [| not water Tom.” not enoug do, but that’s reason schools, faulty t Larry, not means.” 1 “‘homas T: } anner heaved a sigh as he crossed his legs and peered pen sareelay 4204 +} i. } ie sively into the wood fire. + “What do you say, Tom?” that the “4a say school officials are not competent.” “Well?” “They are ever on the lookout for something cheap. Now, if you ex- pect anything first-class, Larry, you have got to pay for it. That’s an axiom that nobody can __ truthfully deny. When the school officials in both town and country offer up, then there'll be something doing. and our schools will take a long step in ad- vance. What inducement is there in schoo! teaching anyhow? Male teach- | ers are becoming as scarce as hen’s | eeth; the whole trade, if I may call | that, is monopolized by women.” | “Rattleheaded girls, you mean, Thomas.” “Have it your own way, old chap.” | The schoolmaster smiled. “What I| wish to say is that there'll be no| improvement in our schools, primary | or others, until the standard of wages | 1s sss 2 raised. “How about efficiency of teach- “Nothing will raise that quicker ! the was sometimes willing to accord ~,another the same privilege. rst prin- | “My people came from Way Down : the goodly State of Although T am a Wolverine, East— from M aine. and | feeling for those New England Yan- you|kees who planted the West with some of the sturdiest stock the coun- try has ever produced. “Down in the village of Saco, good many years ago, there existed one of the toughest schools in all the State—I have a relative’s warrant for Teachers a my knowledge of this fact. in those days were not supposed to use moral suasion entirely for the culture of unruly boys. It is only fair to say that both methods were tried in the Saco school and both proved a failure. “Burly man with a rod and scowl had no more effect in making the lads mind than had a sickly school girl, with her delicate ways and scothing voice. Each and every one was made to walk the plank before the completion of a single term. The school committee was in a quandary. In fact, one whole year was thrown away, that is, the village went school- less for that length of time in the hope that something would happen to make things go better in the fu- ture. There was much grumbling at this and school was again taken up only to have the old tactics repeated. Gentle Miss Swan was driven out by the big boys, who insisted on mak- No better flour possible to produce and we know from actual tests that Wingold really is the finest flour in the world. We are going to keep on saying so until every housewife has proven it for herself. Put it to the test—compare it with any other flour. It's easy to bake with Wingold Flour Try Wingold and know for yourself that it really has no equal. Cheaper to use because it goes farther than any other flour. Made of the finest selected wheat— scrupulously cleaned and milled by our patent process—never touched by human hands during its making, ASK YOUR GROCER Winona, Minnesota. Bay State Milling Co. wishes. “The dainty maid quit the school tears and despair. Next came clown- , under-educated Jack Spooner. He 1ad a reputation of being severe to He in 3 1 |] the verge of cruelty. the man to conquer the bad element. Rut even did not last. The big boys threw him out neck and heels and the school was again without a teacher. “At this Master Brown. was just he opportune moment came Gaunt, grizzled’ and stern, Seneca Brown dropped into the of the committee. He was not a prepossessing man to Gray he presence school straight a white pine, despite his five and look at. was and as sixty years. He had been a sea captain, but in later years had _ fol- lowed the vocation of school teach- tng. He had heard of the Saco schoo] and came to apply for the place. ae was all the old man said when he had reckon IT can run your school,” listened to the wail of woe from the The compression of the thin lips seemed to tell that left “The upshot t } was Brown hired distracted committeemen. firm much was unsaid, Seneca Saco defeat, of i was and entered with early the school, tf) Inert townspeople believed. ‘Beauty is brit i i MICHIGAN TRADESMAN Then a slip betwixt skin ‘tis said. there’s the “many cup and lip.’ None of ply, but old pointed his deep,’ saw about these may ap- disap- stuck. Master Brown employers—he When spring came he was still at his post, and a milder, more meek and subdued class of boys never supped knowledge from books and experi- ence than those late tough nuts of old Saco. “You ask how it was done. By the fod? Well). not- exactly, and. yet that was used as a part of the disci- The the old behind teacher’s pline. moment the there was a subdued feeling of awe in that master stepped desk school. Appearances are, how- ever, often deceitful, and the bad ones to growl. weren't be subdued by a glance Ora “From the first moment he stepped that not only himself. In Ie to ys : He School room Brown was master of the school but of Ele he never lost his temper. fact, was too fiercely sour to He never smil- the tiniest kid in the bunch become any more so. ed. Not ever extracted a kindly look from the fle was there to break the the old man. of do that very thing. backs rebels and he meant to “Big Cass Tripp growled dissent fo an order. Master Brown was up- on, him like a hawk upon a chicken. tie snatched the big fellow as though he had been a babe and, after raising him above his head and shaking him Sood and hard, tossed Him with a slam into the corner. ‘Lie there till ye can mind what I tell ye without back talk! said the master. Although Big Cass suffered a broken rib he d:d not le down and howl. He be- haved after that, however. Little Stevie Perkins coughed very loud. Instantly he found the hand of Mas- ter Brown at his neck. Phe boy saw stars as he was whirled through space like the buzzing spokes in a wheel. Down into one corner the hand jammed ‘him while a voice growled: ‘Not another word from you.’ “Harsh and unreasonable, you say. Well, I grant you it does seem that way to our modern eyes. One day Miss Lucy Jones, one of the large girls, came into the fifth reader class when that was called. She had been the fourth reader, but mother thought it high time for Lucy to go brand a her higher, and purchased her a new Sanders’ Fifth Reader. The keen little grey eyes of Master Brown not- ed the acquisition to the class. He pierced the girl with a look, then said: ‘Lucy, who told you to come into this class?’ “'Mother told me 1 might, sir,’ fal- tered’ Lucy... So! Does your mother tell Mr Pike how many spikes to put into his ship? Take your seat.’ You may be sure the girl obeyed. She dared not whimper, either, she was that afraid of the old master. Little iddy Barnes was carefully drawing on his mittens under cover of the desk. Whe last spelling class was reciting, and the small boy wanted to be ready when school closed to dodge out to liberty. tugging himself his “The busied at a refractory mitten, face reddening with the exertion. Of that a boy chubby a sudden he became aware | school,’ pair of piercing eyes were upon him. his head Eddy beheld the face of the master peering under the desk. The boy sank back, red and confused. ‘You will the Brown. Raising after dry comment of Master Although he did not whip the boy, yet the sharp rebuke stop Was the lad got cured him of being too previous with getting out of the school house. He never forgot that interview with Master Brown. “Mr. Pike was a ship builder, and hence his to that when the master rebuked Lucy Jones. allusion worthy “Once, during a class recitation, a clatter of heard great pebbles was in the hall. The master sprang out in time to capture the offender, a half-witted lad, who had let drive with a handful of gravel stones. Striding back to the school room, Master Brown swung his captive through the air by the scurf of the meck, The lad’s bare feet hit the benches at every revolution, bringing howls of pain from the culprit. “Master Brown taught one year— the summer and winter terms. Dur- ing the winter months he frequently toted a disobedient scholar home with him for the night, where the boy was made to do the old man’s chores and feturm to school with him im the morning. “He was considered a luckléss wight who got caught in this sort of dragnet. The master sometimes marched homeward with a boy clutched in each hand, swinging along unmindful of the groans and sobs of his victims. “That year sufficed to change the a belligerent crowd into a cS 1 e Saco school from of law-abiding, rebellious toughs decent, self-respecting body of industrious “All old “That it is sometimes necessary to the rod school,” said Woods. “Well, I’m not so sure of that. This old cur- pupils.” of which signifies,” began the schoolmaster. use in Seneca Brown was a mean mudgeon all right enough.” “Granted. and yet he did a good job for There trouble after his reign and none of Saco’s ”? Saco. Was Mever anv citizens regretted his com. ing. “Probably not. There’s a lot to this school question, Larry, a lot that the wisest of us can not quite make out. Too much study can not be given it in my estimation.” “LT agree with you there, Tom,” confided the grocer. Old Timer. -—_—_—_.-e——____. His Medicine. The following colloquy transpired a few days ago, when a district visit- passing a drinking saloon, hap- to lad was emerging from the premises with a OF; pened recognize a who can in ‘his hand. “What have you there, Johnny?” "Only a pint of beer, ma'am.’ “Whom is that for, Johnny?” “For tather, “But he told me he maam,” never drank ale or beer?” “He doesn’t, ma’am. his bread in it. Ile only sops ” oo Keep the wolf of worry from your door and the rest will take care of themselves, | | | | The Case | | With a Conscience | although better made than most, and the §! equal of any, is not the highest priced. We claim our prices are right. You can §/ easily judge for yourself by comparison. We are willing to wait for your business §' until you realize we can do the best by you. GRAND RAPIDS FIXTURES CO. Grand Rapids, Mich. Jefferson and Cottage Grove Avenues The Perfection Cheese Cutter your exact profit from every cheese Adds to appearance of store and increases cheese trade Cuts out Manufactured only by The American Computing Co. 701-705 Indiana Ave. Indianapolis, Ind. Lightning Rods DON’T FAIL To send for catalog show= ing our line of PEANUT ROASTERS, CORN POPPERS, &c. LIBERAL TERMS. KINGERY MFG, CO.,195-108 E, Pear! St.,Cincinnati.0. eee eee reren-etaeeceeseeneneeeseny CASH CARRIERS That Will Save You Money In Cost and Operation Store Fixtures and Equipment for Merchants in Every Line.'’. Write Us. CURTIS-LEGER FIXTURE CO: 265 Jackson Boulevard, Chicago W. J. NELSON Expert Auctioneer We manufacture for the trade—Section Rods | and all sizes of Copper Wire Cables. Send for catalogue and price list. E. A. Foy & Co., 410 E. Eighth St. Cincinnati, 0. Closing out and reducing stocks of | : . |merchandise a specialty. Address | 152 Butterworth Ave. Grand Rapids, Mich, Simple Aceount File Charge goods, when purchased, directly on file, then bill is always ready for him, and can be found quickly, on account of the special in- dex. This saves you looking over. several leaves of a day book if not 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. your customer’s posted, when a customer comes in to pay an account and you are busy waiting on a prospective buyer. Write for quotations. TRADESMAN COMPANY, Grand Rapids ‘ MICHIGAN TRADESMAN Reciprocal Relations of Clerks and Show Windows. The hardware man of to-day was the clerk or the stove polisher of yesterday. The reason he went in- to the hardware business was because he was made of sterner stuff. The dainty, fragile man went into the drug or dry goods line. No business is so well calculated to develop all sides of a man as the hardware busi- ness. There is no question but that the “toting” of kegs of nails develops a man physically. No business has more intricacies in it to develop the mental. If you will talk with the head people of the mercantile agencies they will tell you that the line of moral risk on the hardware trade of like capital is much safer than that of any other large hardware merchant must ce- pend considerably on his assistants in the matter of carrying on the details of the store. It is a wise merchant who recognizes his lack, if he is de- ficient in his make-up in any quality necessary to make a success of his business, and he is a most wise man who if he is deficient will select an assistant having those especial qual- ities which he may lack. From my observations with the hardware trade, I must say that the average hardware man is a most well bal- individual. That case the anced being the selection of assistants should be made so as to relieve the merchant of the greatest amount of detail work. The first detail that can be most easily shifted is that of caring for the books. The last responsibilities to be shifted should be those of sell- ing, buying and advertising, for it is the proprietor who must outline the policy and give his individuality to his business. Like attracts like and you get only the kind of customers you work for. 5 There should always be held in re- serve a large store of energy to meet the business problems that have con- stantly to be faced and to be the emergency man. With the proper system in vogue your absence from the store, whether on a vacation or by reason of sickness, wil] never be a catastrophe. Endeavor to look at your assistants through the eyes of your customers. No clerk should be retained whose unfortunate disposi- tion or unhappy manner is calculated Probably the first gauge that should be placed on the personality of the clerk is that of reliability, and by the gradual proc- ess of eliminating those who work and do not think and also those who think but do not work, you will grad- ually get a corps of assistants who think and work. Have confidence in your helpers. If you have not, how can you trade? In your attitude to your assistant remember he is hu- man. He probably is occupying the “shoes” you did twenty years ago. The Golden Rule is applicable to him. Do not hesitate to tell him to drive trade away. merchandising. The! ;4re attractive when he does something right. With his heartfelt co-operation the solu- tion of many of the business prob- lems with which you are confronted can be easily solved. Do not blame the people who spend big money in advertising their goods for wanting you to sell their goods at a small margin of profit. Some one has to “pay the fiddler.” It is up to you to have goods of merit that will pay you a profit and have your assistants know how to present the good quality of what you have It is autocratic, if not au- dacious, for the advertiser to claim to own your customer because that to sell. customer chances to read his adver- tisement. That customer belongs to you and the other men who are your neighbors, and keep up the expenses of your locality by their taxes. Your expense account can not be covered by selling only small per cent. goods of competition or ficti- tious value. Quality must merit the price and reputation, no matter how it is bolstered up by advertising. |; Without it a name can not live. We have seen the passing of the Dunlap and Knox hats and the E. & W. col- lar. Many goods in the hardware line depending only on their name have gone or are fast going into the down and out club. Sheldon defines salesmanship as being able to dispose of goods at a profit. Put only such goods as bear profit into your stock. Your salesmen will do the rest. With all of us the same hard work disguised under the name of play is much more attractive. You and your assistants should look at your busi- ness aS a very interesting game, which is to be played with due ad- herence to the rules of square deal- ing and honesty, but is to be play- ed with enthusiasm from start to fin- ish. Even if you lose one of your men when he becomes most valuable to you it is well worth the while to get him in the habit of thinking. From his collar down a man is never worth over $1.50 per day to you. What more he is worth depends upon what is above the collar. Supplement his own originality with the good things he can learn from:trade journals. If your hours in the store are too long the ambitious clerk will be glad to study at home for his own improve- ment and your benefit. If you have only one or two helpers, opinions can be exchanged while they work. If you have more, arrange for a short conference one evening in each week. In this day and age team work only is successful. A bulletin board on which is post- ed short descriptive matter of all new goods that come into the store and any other special news, as well as a clipping of your advertisement from the newspaper, is a quick and inexpensive means for getting in- formation before your assistants. In- structing your clerks by these meth- ods, also by having the salesmen of whom you buy goods inform them as to their special merits, will be effective in multiplying your own abilities in the person of each of your helpers. The clerk must know your goods in order to be able to do jus- tice to you. Mail order catalogues because they speak with authority and are thought to give correct information. The man behind the counter must be in a po- sition to do the same. The factory system of not one idle moment should be instituted in every hard- ware store. There is not a hardware store in Illinois where hours of work can not be found and possibly many hours are idled during the dull sea- son. J am a firm believer in’ the proposition that a man can do more work in sixty hours per week than in eighty and be in better physical and mental condition for the work. Lounging breaks discipline and kills any enthusiasm in sales. Keep in Established in 1873 Best Equipped Firm in the State Steam and Water Heating Iron Pipe Fittings and Brass Goods Electrical and Gas Fixtures Galvanized Iron Work The Weatherly Co. 18 Pearl St. Grand Rapids, Mich. = The Clipper iest selling , Mower on The modern the mar- Mower demanded ket by the trade. Send for circular. Clipper Lawn Mower Co. DIXON, ILL. Manufacturer of Hand and Pony Mow- ers and Marine Gasoline Engines Foster, Stevens & Co. Wholesale Hardware Fire Arms and Ammunition 33-35-37-39-41 Louis St. 10 and 12 Monroe St. Grand Rapids, Michigan X-strapped Truck Basket A Gold Brick is not avery 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. Clearance Sale of Second=-Hand Automobiles Franklins, Cadillacs, Winton, Marion Waverly Electric, White Steamer and others. Write for bargain list. Adams & Har 47 N. Division St. Grand Rapids, Mich. — a MICHIGAN TRADESMAN mind that it is not a question of how large your sales are but what profit you make. You must have a goodly showing of profit bearing goods in your store and keep the sales end of your business from degenerating. None but wooden men never make mistakes. Encourage the boys jto attempt new things in the store and the window. Before looking inside of the window let us look at the outside. The front of the store is seen more than the inside. It is the character by which the dealer and the stock are judged. Many store fronts to-day are little less than “crazy patch- work” bill boards or the signs of people who want their goods adver- tised, yet do not want the expense of paying for the bill board. Many dealers have loaned the most valua- ble part of their store to advertise the goods that were on sale in. a competitor's place, even while the sign advertising the goods remains on their store front. Frequently the very numerousness of the signs de- feats this purpose. There is a limit to what the mjnd can take in. What if the eye does see, if the mind does not grasp? You pay the cost of the building and you should seek for yourself to get the benefit. It is you yourself, your own goods, your own name, your own °*personality that should be brought to the attention of the public. For your store two per- manent signs are allowable, the one giving your name and the other your business. Do not bury them by signs advertising some one else, unless he pays you for the space. Moths and mankind are attracted by light. Make the front of your store a bright spot at night. ple in the streets at night. If so there are less things to take their at- tention. Are the neighbors dark? You say there are less peo- stores of your If so the more rea- son for your brilliancy. If you have a novelty as an attraction, so much the better. Remember you can not get people inside if they are not first outside. Figure your show window as worth one-half the value of your store and make it earn it. It is not a museum for displaying monstrosi- ties. It should never be an aquarium unless you are advertising fishing tac- kle. It should never be a squirrel cage unless advertising sporting goods, a mineral display unless ad- vertising picks and shovels. The suc- cess of a window is not in how much attention it attracts, but in how many goods it will sell. Make the win- dow talk, but make it talk for you. In place of being dead and inactive it should be the livest place about the store. Have plenty of signs in- viting people in to examine and to see your goods. The window demonstration is the up-to-date, effective way to utilize the window and will pay in any town of over 300 population. Generalities in the window must be avoided, the same as they must be avoided in talking. No man ever entered your store to buy simply hardware; that is, any old kind of hardware. When a man comes in to buy, he wants some- thing of a specific sort, a saw Or a lock. So in talking your goods be specific; do not talk merely of your large line of cutlery, but talk of a knife and show its special merits. This is true in window dressing, what is everybody’s business is no- body’s business. There is one man about your store that is ambitious to do things who would take pride in his window work. It may be that he is only the stock boy; give him a trial on the win- dow. The trade journals are to-day overflowing with suggestions and il- lustrations of good window trims. If he has the will he can make a suc- cess of your window. If he does not, find some one who can. When you find the right man, let it be con- sidered his work to see that proper changes are made at proper times in the window. Follow the needs, not the whims, of your people. Active, courteous clerks and con- vincing windows will be your main the game. H. W. Beegle. aids in winning in _ The Presidential Bee. The Apis Potomacus Whitehousi- cus, Or common variety of presiden- tial bee, is the most widely distribut- ed of all hymenoptera. It is, how- ever, so busy with its buzzing and stinging that it finds time to gather no honey. Its activity varies with great regularity through successive four-year cycles.. Its sting is often virulent, and it attacks native human beings of the male sex, although oc- casionally it attacks the female, as in the famous case of Belva Lock- wood. Im most cases the patient is affected as by a mild stimulant, or as one who has been smoking opium. Such cases need cause no concern, for, while persistent, they may read- ily be treated by increasing the hours of labor and reducing the The toxic of this bee, income, however, acts most virulently upon orators, law- yers, Kentucky country newspaper editors and Senators. Its most marked effect upon these is to render abnormal the predominating prochivities of the patient and other- wise exaggerate his ego. In extreme cases the patient is seized with an uncontrollable desire to shake hands, and, while attacked with excessive garrulity, is unable to express an opinion twice alike in the same place, or, for that matter, in dif- ferent places. The only known rem- edy for this is solitary confinement, notwithstanding the fact that some authorities claim the climate of the Salt River district to be beneficial. Cases are on record where several trips to Salt River showed not -the slightest diminution of the malady. Instances are also on record where men of great power, learning and ability have never uttered a coherent, explicable sentence after being stung by the presidential bee—Lippincott. The Eagle. Two Irishmen stood peering at a new flag pole, in the public square, remarking the bright bronzed ball surmounted by a large bird at the top. Suddenly, before their very eyes, this bird, which had been only rest- ing there, took wing and flew over their heads. The Irishmen stared. “Begobbs, Moike,” then ejaculated one, “they Prgot t’ nail th’ eagle down!” colonels, Hardware Price Current AMMUNITION. Caps. G. D., full count, per m.............. 40 Hicks’ Waterproof, Ber MW... ........ 50 NeuaRet per MW. ee. ol eee kn 75 Ely’s Waterproof, per m............. 60 Cartridges. No. 22 short. per m..................; 2 50 INO. 22 Jone per mr .............2.... 3 00 INO. S2 Short, per m................... 5 00 NO. 32 lone, per m.....:..-......2:. 5 50 Primers. No. 2 U. M. C., boxes 250, per m....1 60 No. 2 Winchester, boxes 250. per m..1 60 Gun Wads. Black Edge, Nos. 11 & 12 U. M. c. 60 Black Edge, Nos. 9 & 10, per m. 70 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 9 129 4 1% 9 10 2 90 128 4 1% 8 10 2 90 126 *4 1% 6 10 2 90 135 4% 1% 5 10 2 95 154 4% 1% 4 10 3 00 200 10 12 2 50 208 3 1 8 12 2 50 236 3% 1% 6 12 2 65 265 3% 1% 5 12 2 70 264 3 12 2 70 3% 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, 26 lbs., per Rem .........:; soa @ OO le Kegs, 12% Ybs., per % keg ....... 2 75 % Kegs, 6% Ibs., per % keg ......... 1 50 Shot. : In sacks containing 25 Ibs. Drop, all sizes smaller than B...... 2 00 AUGERS AND BITS SINGH oo cs cei acc ce dacaee 60 wennings genuine ............0. —___ The Moral Effect of Good Window Display. Once there was a boy whose dis- tinguishing characteristic was the fact that he would never keep his hands clean. In despair his mother show- ed him a pretty ring which she prom- ised him as a reward for carefully washing this hands three times a day month. At the of one religious observance of ‘his fOT -. No. 1, 40Ibs 5 80 Corn Baskets Roe Shad, each > y SW lo rem wea se 9 No. 1, 10IDs. ......-.-. 1 65 Barrels ..........+++++++-29| Bushelg ..............- 00;}Shad Roe, eacl Pecans, Maho .s6... @1 ee ee ot, We oe 1 35|Half Barrels ...........-31|Bushels, wide band ...1 25|Speckled "Bass Pecans, ex. large @lz oe 9 reragze.. gl a 20tb. cans % dz. in cs 2 00| Market ................ 40 Pecans, Jumbos .. 13 Hams, 12 Ib. average.. 9% : z HIDES AND PELTS i @ Hams. 14 Ib. average.. gl, , No. 4 2 Fam 10Ib. cans %& dz. in cs. 1 95 Splint, large ..... Hickory Nuts per bu. Hams 16 ID. a tats giz |100ID. ....-. eee 975 3 50| 6M. cans 2 dz. in cs. 2 00/ Splint, medium | __ Hides Ohig new -......; aac ie oy ee et BO, cae acces 5 25 1 90) 2%. cans 2 dz. in cs. 2 10| Splint) small .......... 2 7 | Green No. 1 .......... 5 |Cocoanuts ........... : 6 average... 94% ion 112 Er 3 ’ m= . Green No. 2 ........... 4 Chestnut N Skinned Hams ........ 10 eee ae eae Nn: 5 ve Pure Cane Willow, Clothes, large 8 25 | Gured No. 1 6 St: Ss, New York Hass Gried beet pete..16 eee Pe MME geo cece si veces 16 | Willow, Clothes, me’m 7 25| Gured No 2 e State, per bu....... California H. . TY EEDS MOE oie es jccsee sacs, 20 | Willow, Clothes, small 6 25| Gaifskin. zreen No. 1 rr AMIS 262 DA oe ake: 10 Choice 25 Calfs Peet |... cs 16 - Be, oe SRR 4... ce 18 . 6 foe... 20 Linen Lines WOOEE cc pee 20 ee ee 36 loess §... eo. 4 Poles Bamboo, 14 ft., per doz. 65 Bamboo, 16 ft., per doz. 6@ Bamboo, 18 ft.. per doz. 80 GELATINE Coxe, 1 Gm. ......:. 1 80 Knox’s Sparkling, doz. 1 20 Knox's Sparkling, gro.14 60 eens ee 1 60 Knox’s Acidu'd. doz....1 26 PM goo sec sicecks. 76 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 ER i0? cakes, large size..6 50 50 cakes, large size..8 25 100 cakes, small size..8 85 50 cakes, small size..1 95 Tradesman’s Co.'s Brand Black Hawk, one box 2 6u Black Hawk. five bxs 2 40 Black Hawk. ten bxg 2 26 TABLE SAUCES Halford, large ......... 3 76 Halford, small ........ 2 26 Use Tradesman Coupon Books Made by Tradesman Company Grand Rapids, Mich. Michigan, Ohio And Indiana Merchants have money to pay for what they want. They have customers with as great a purchasing power per capita as any other State. Are you getting all the business you want? The Tradesman can ‘‘put you next” to more pos- sible buyers than any other medium published. The dealers of Michigan, Ohio and Indiana rave The Money and they are willing to spend it. If you want it, put your advertisement in the Tradesman and tell your story. Ifitisa good one and your goods have merit, our sub- scribers are ready to buy. We can not sell your goods, but we can intro. duce you to our people, then itis up to you. We can help you. Use the Tradesman, use it right, and you can not fall down on results. Give us a chance. 3 g a 3 : 2 3 3 ~ so enact ab 8 dissecans MICHIGAN TRADESMAN BUSINESS-WANTS DEPARTMENT \dvertisements inserted under this head for two cents subsequent continuous insertion. No charge less 47 a word the first insertion and one cent a word for each than 25 cents. Cash must accompany all orders. T BUSINESS CHANCES. For Sale—General store invoicing about $3,000. Good trade, fine farming country, only one other store in town of 300. Good reason for selling. Address No. 5838, care Tradesman. 583 For Sale or Rent—Store building 24xsv feet near P. O. in Underwood, Mclean Co., North Dakota. E. W. Ladd, Un- derwood, N. D. 582 For Sale—Small drug stock and fix- tures, all new; will sell cheap. Address Harry G. Lewis, Charlotte, Mich. 551 For Sale—-Drug stock and fixtures in Southern Michigan, population 5,000. Will invoice about $5,000. Reason for selling, other business. Address E. L. Ide, c-o Ferrand Williams & Clark, De- troit, Mich. 593 Wanted—Stock of groceries in ex- change for real estate, not above $2,500. Address C. T. Daugherty, R. D. 2, Char- lotte, Mich. 592 For Sale—A general hardware and tin- ning business. Only hardware in town of 600. Nice clean stock and _ thriving business. Located in one of the best farming districts of Southern Michigan. Handy to both Detroit and ‘Toledo. Stock will invoice from $4,000 to $6,000. This chance will bear investigation. Ad- dress A. B. C., care Tradesman. 591 For Sale--Undertaking business in Cen- tral Michigan city of 10,000 people. Rea- sonable price and terms. Address No. 589, care Tradesman. 589 For Sale-—-Two modern funeral cars, rubber tired and suitable for city use. Will take cheaper cars in exchange. Ad- dress No. 590, care Tradesman, 590 For Sale—Only drug stock town 500 inhabitants. Rent $12.50 month. Stock invoices $2,500. Sales $6,000 yearly. Terms cash. Reason selling, other busi- ness. Address 588, care Tradesman. 588 Hardware, furniture and in best Michigan town. Stock well as- sorted and new. A winner. Owner must sell. Other business. Address No. 587, care Tradesman. 587 undertaking For Sale—Finest equipped cafe, candy, soda and cigar business in Central Mich- igan city of 10,000. Reason, ill health. Address D. L. care Michigan Tradesman. o86 For Sale—Well-assorted stock hard- ware in good North Dakota town. Stock invoices about $3,500. Good reasons for selling. Address A. J. Edelbrock, Mylo, North Kakota. 584 Wanted—Competent, reliable shoe and rubber saiesman for high-class jobbing line. Give full particulars as to experi- ence, qualifications and references. Ad- dress AA, care Tradesman. 577 For Sale—One good grocery store in North Fort Worth, Texas, good dwell- ing, electric lights, barns, good water, lawn shade trees, good schools and good 5-minutes car service. Population 75,000. For particulars address ZXZ Telegram, Fort Worth, Texas. aiy For Sale—Clean well-assorted stock of hardware, about $6,000. Located in a live up-to-date town of 2,800 in Central Michigan. Has good factories and best farming section in the state. Good rea- son for selling. Address M, care Trades- man. — Ron Retail Salesman. Send for circulars, describing my book entitled a ‘Depart- ment Store Started on a Capital of Less Than $200." James B. Childs, Mansfield, Ohio, 572 general merc phone store in town. exchange in Box 9, Duffield, Mich. 56d For Sale—$1,500 stock of groceries and thandise, money-maker. Only Has postoffice and tele- connection. Write $3,000, $2,000 ance. Subur vestigate. health. Add Drug Stock For Sale—Inventories about cash, arrangements for bal- ban store, Battle Creek. In- Reason, Western reasons and ress Quick Sale, care Michi- gan Tradesman. 563 farms. Cusi Wanted—To real estate for stock of merchandise or exchange Grand Rapids ck Bros., 320-321 Widdicomb Bldg., Grand Rapids, Mich. 562 Dart: or Ave.,: Charlo For Sale lease. This Michigan. clothing, sho and fixtures in order to ec against the Tradesman. Real Estate word. Send subscription. Journal, Tra New Mexi would alone wealth. eh The finest buquerque is will be. larger than of 20,000, ico, are the { am not in out at once. commenceme for full size town of 1,100 and well assotred. lion population, tries in seventeen months and the tide has just begun. For Sale—First-class flour, feed and coal business in city of 5,000. whole. Will sell Address 221 Warren tte, Mich. 554 At A Sacrifice—A $10,000 bankruptcy stock including fixtures and is the largest store in a inhabitants in Northern Stock consists of dry goods, es, hats, ete. All new goods We bougth the stock from the bankruptey court over our claim which we had bankrupt. This is a rare chance for anyone to start in business as this business is established. take $5,000 cash and give easy terms on the balance. We will Address Bargain, care 559 Are you looking for a home? If so, don’t buy before seeing a copy Journal. It has nearly 4,000 farms, city property and stock of goods advertised in it and reaches 50,000 read- ers each issue; advertising rates 2c per 10c for two months’ trial Farm & Real SEstate er, Iowa. 522 co will soon have one mil- 23,000 homestead = en- Its vast coal deposits make it a great common- e government is’ spending many millions in big irrigation works. climate in the world. Al- the leading city and always Situated in the great and fer- tile valley of the Rio Grande. mands in every direction a trade area It com- many states. ‘lo-day a city to-morrow, 50,000; this is a certainty, for the fortunes of New Mex- fortunes of its metropolis. the real estate business, but there has been placed in my hands an entire subdivision to the city, close in, 600 lots, 50x132 feet, that must be closed No favorites, prices already marked upon every lot, $75 to $400, about one-half their present value. like this seldom occurs. A chance Invest at the nt of a city’s growth. Write city map and literature. M. P. Stamm, Sec’y, Albuquerque, N. M. 519 100c G Bank anc Leonard and Company Sales Managers and Auctioneers on the Dollar uaranteed 1 Commercial References 68 and 74 LaSalle St. Chicago, Ill Wanted—For cash, grocery and bakery. State full particulars. Address No. 573, care Tradesman. 573 For Sale—One 200 book McCaskey ac- count register, cheap. Address No. 548, care Michigan Tradesman. 548 Hiomeseekers—Write me for full partic- ulars about the Great Panhandle of Tex- as lands, $5 to $15 per acre. S. §S. Allen, Channing, ‘Texas. 546 For Sale—20 per cent. less invoice will buy good paying cash business, grocer- ies, crockery, furnishings invoicing about $2,500. Two-thirds groceries. Coun- ty seat town of 1,200 population, sur- rounded by rich farming country, West Wisconsin. Building for rent or sale cheap. Best of reason for selling. Ad- dress E. A. Peterson, Ellsworth, Wis. 553 Clothing stock for saie. Four hundred suits in first-class condition. Sizes from 3d to 44 and well assorted. Address No. 001, care Michigan Tradesman. Grand Rapids, Mich. : 501 Gasoline Launches—Our new $200 Launch is a world beater. Has mahog- any decks and ample power. A dashing beauty, every inch of which speaks of quality. Send for circular. M. P. Minn. Boat & Power Co., Stillwater, Minn. 516 For Sale—In Northeastern Texas, fruit and truck lands in the heart of the fruit and truck belt. Largest orchards in the state located here. Good markets for all products, price of land very reasonable. i also have several large tracts of hard- wood and pine timber lands which wil average 10,000 feet per acre. Write for particulars. No. 491, care Michigan Tradesman. G. B. JOHNS & CO. MERCHANDISE AUCTIONEERS GRAND LEDGE, MICH. Am pleased to note your success in closing out merchandise stocks. You cannot help it. You have the ability. CARY JONES, Pres. Jones’ National School of Auctioneer- ing and Oratory, Chicago, Ill. For Exchange—One saw mill complete, for good property of any kind. Address Lock Box 31, Onaway, Mich. 461 For Sale—Stock of general merchan- dise, invoicing about $6,000 and brick ve- neer building, two story, 30x100 ft. Stock 85 per cent. cost building at $2,500. En- quire of Muzzall & Marvin, Coopersville, Mich. 390 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 To Exchange—80 acres, 40 cleared and in hay, 40 acres cedar, ash and elm tim- ber, fine creek. Price $3,000. Want dry goods or general stock. Evans-Holt Co.. Fremont, Mich. 476 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. Leuse runs until May 1, 1908, and can be renewed. Last inventory, $2,590. Sales during 1905, $8,640. Good reasons for selling. Address No. 386, care Michigan Tradesman. 3R6 For Sale—To close an estate, the chair factory and lumber business of Blount & Sprague at West Camden, N. Y. Run- ning every day. Plenty of orders. Fine location. Address Blount & Sprague, West Camden, N. Y. 567 For Sale—My retail coal and wood busi- ness, $5,000 profits annually. I want to retire. Only $8,000 required to handle the proposition, including the stock of wood and coal. N. F. Cheadle, Guthrie, Okla. 568 For Sale—Blacksmith shop complete with house, barn and 14 acre of land in village surrounded by good farming coun- try, $1,200. Isaac Kouw, Holland, ce red 56 For Rent—Double store building in the hustling town of Shepherd, Mich. For particulars apply to Mrs. H. O. Bigelow, Shepherd, Mich. 537 plenty of ct paper mill Southern Investment—The south with 1eap raw material, has a needing capital in amounts from $100 to $1,000; should pay 380 per eent. dividends; over $100,000 now in- ment, pleases all. Farm, Marinette, Wis. vested. Full particulars, Box 555, New- bern, N. C. 549 For Sale—-White Rocks, White Leg- horns, Partridge Wyandottes, Rhode Island Reds, Pekin Ducks, Collie Pups, eggs and stock. Price, quality, treat- Michaelis Poultry 517 North Carolina timber and band mill for sale. Complete modern plant now running, on main line railroad; capacity 40,000 with 150 million feet pine, cypress and hardwoods and full logging equip- ment. As much more timber available. Address Drawer C, Marion, S. C. 570 merchandise in Wastern paying busir community. i For Sale—A clean stock of general in a thriving inland town Iowa. Well established and 1ess, light expenses. For further particulars ad- dress Hall & Pierpoint, Whittier, ai Co., Dept. T, Des Moines, Iowa. Moral|no capital required. For Sale or Rent—Store building ar Croton, suitable for general stock. No other store within nine miles. L. HK. Phillips, Newaygo. Mich. 4 Cash for your -business or real estate. No matter where located. If you want to buy or sell address Frank P. Cleve- land, 1261 Adams Express Bldg., Chi- cago, TI. 961 ~ $3,000 year : If you earn less, go into the real estate business, insurance, loans, ete. 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 to 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 Write for free book, American Real Es- 432 endorsements, etc. SITUATIONS WANTED. Wanted—Position as clerk by married temperance man. Sixteen years’ experi- ence. Can furnish references. A. G. An- derson, Thompsonville, Mich. 552 HELP WANTED. Vanted—Competent shoe salesman and stock keeper for up-to-date stock. State experience had, where employec and salary wanted. Address F. E. P Shoe Store, Alma, Mich. 585d Wanted—-A clothing, hat and furnish- ing goods salesman of experience and ability. Prefer one who is able to trim windows. Address Hamilton Clothing Co., Traverse City, Mich. 575 Want Ads. continued on next page. Here Pointer. Your advertisement, if placed on this page, would be seen and read by eight thousand of the most progressive merchants in Michigan, Ohio and Indiana. We let- ters from thousands of have testimonial people who have bought, changed properties as sold or ex- the direct result of ad- vertising in this paper, tS BE Sean ae TTS Tas OLD-TIME FORMULA. “How in the world did he do it?” is a very common and conventional en- quiry in regard to merchants who, beginning business in a small way, have grown into a large and pros- perous business within a few years. And, singularly enough, the an- swers to these questions almost in- variably bear a strong resemblance to each other. Such men start with a few dollars in cash and a few dollars in credit, backed by determination to win. They scrimp and save on their per- sonal expenses; they live, perhaps, if they are married, in rooms over the store; their wives help behind the counter; they forego nearly all so- cial demands and for two or three or four years their business is their world. They not only watch out for every leak, but they stop it as soon as it is discovered at whatever cost to their personal comfort. Their chief aims are to protect their credit and make business friends with the men and women constituting thre community upon which they depend. It is not an easy, comfortable proposition because it requires good health and mental and _ physical strength and a character sufficiently virile to successfully combat disap- pointments and overcome obstacles of infinite variety day after day. But presently there comes ability to save all discounts; ability to en- large a little on lines carried; to add a new showcase or two, put in a new store front, become a little more of a social animal, and all that. The development is nearly always tae same, varying only according to dif- ferences in energy and determina- tion. It is an old, old formula and there are, within the limitations of rectitude and square dealing, none that are better or more certain. ———— >. —___ TRYING TO HEDGE. Yellow journal jingoism received its solar plexus shock when the United States fleet of war ships found its way, ahead of time, into Magda- lena Bay with the additional informa- tion that it was equipped with stoves, fuel, machines and men, and better equipped for any service that might be demanded of it than it was when it left Hampton Roads. Then, just to emphasize the accu- racy of the report, the Navy Depart- ment followed the announcement with an official report that the fleet would cross the Pacific, visiting Hon- olulu, Australia and the Philippines and coming-home by way of the Suez Canal next fall. The Associated Press might, with justice to itself, call for apologies from its Japanese news bureau rep- resentative, as well as from some of its correspondents elsewhere, who, during the last six months of 1907, were so reliably informed as to the impending war with Japan. That some of these correspondents are already trying to square themselves is evident from the reports they are now sending in from European sta- tions as to the surprise and aston- ishment of naval officers and other government officials in Germany, France, Russia and England over the MICHIGAN TRADESMAN It is good stuff to put on the wires if true, but not otherwise; and the familiarity of all naval bureaus with the relative naval strength and abili- ty of each nation does not warrant the extravagant surprise described. It is all hot air and not worth the sending even as pure courtesy. —_2>->—___ The perfect street car has not yet put in an appearance, but it is com- ing. A Jerseyman has invented a pay-as-you-leave car which he claims is an improvement on the pay-as-you- enter car that has been experiment- ed with to some extent. In this car the exit is at the side, the front and tear doors being reserved for the en- trance of passengers. The conduct- or is stationed at the side door, where he receives the fare as the passen- ger leaves, departures being barred by a turnstile, which registers the fare. The front door is operated by the motorman, and the rear by the conductor. The inventor claims that his arrangement facilitates traffic be- cause it gives people time to get their change in readiness before leaving the car, and the cars can accommodate more passengers be- cause the platforms are smaller. What the conductor is to do with a passenger who refuses to pay, or who is without a nickel is not stat- ed. The company may have the le- gal right to carry him back to the starting point, but it would often make more than a nickel’s worth of trouble. —_———— ao evidence of the energy and enter- prise of the Japanese is shown by the statement that the little nation of little men has doubled the size of its navy since the close of the Russian war. This would properly be regarded a great accomplishment for any of the larger nations of the earth. In other matters also there is evidence of improvement and progress in Japan. Its school sys- tem, its great universities, its style of dress, its diplomatic relations, even its religion, have taken on the hues of the West until now in the great cities of Japan an American or an Englishman would not feel very lonesome. For a nation that fifty years ago worshipped idols and ex- ecuted every incoming foreigner and citizen who attempted to leave the country, this is a remarkable rec- ord, ee ee Boston hotel men have learned by costly experience that when colle- gians get out for a good time they usually get it without regard to re- sults. The proprietor of the Ameri- can Hotel has made a contract with the Harvard freshmen for their an- nual class dinner, to occur the lattec part of this month, and they were required to put up a bond to keep the peace and preserve the hotel and its furnishings from damage. The class has put up $300, which will be forfeited if there is any destruction of property in connection with the dinner. Last year’s freshman class had to put up $500 for the same pur- pose. The bond this year was rais- ed by a $1 tax on each member of the class, the money to be refunded achievement by the American fleet. Late State Items. Carsonville—Mrs. Anna Arthur, of Sandusky, has purchased the W. R. Rowe & Son bakery. Escanaba — Fred Portlance will open a five and ten cent store with George Vezina as manager. California—Wm. S. Firestone has sold his general stock to Gay Paul, who will continue the business. Elsie—A. W. Swallow & Co. will open a grocery in the building form- ery occupied by the Elsie Sun. Middleville—The Cobb & Scott crockery and candy store was clos- ed last week on a mortgage held by Moses Schondelmayer. Harbor Springs—James H. Bill- ings, of Fennville, has purchased a half interest in the grocery stock of his brother, Charles Billings. Rochester—The Ayers Gasoline Engine & Automobile Works, oper- ating in Oakland county, has trans- ferred its principal office to this place. Bay City—John Goulet, of Bangor township, has purchased the store building and stock of groceries of George Mantz, Garfield avenue and Eighteenth street. Saugatuck—Mrs. G. L. Azling has purchased the furniture and under- taking stock of J. P. Mohler & Co., who will devote their entire time to their Fennville business. Ann Arbor—Ira Friedenberg and Julius Solomon will open a wholesale and retail fruit store at 117 East Washington street under the style of the Florida Fruit Co. Adrian—V. V. B. Merwin has sold a half interest in his grocery stock to E. N. Decker, who has been oper- ating a general store at Birdsall. The firm name will be Merwin '& Decker. Kalamazoo—W. S. Holmes & Co., proprietors of the People’s Depart- ment Store, have purchased the stock and location of the Bargain Center Store on East Main street and will remove their stock to the new location. Detroit—A corporation has been formed under the style of the Mich- igan Show Case Co. which will manufacture show cases, store fix- tures, metal store front bars, etc The company has an authorized capi- tal stock of $10,000, all of which has been subscribed and paid in in cash. Wagarville — A corporation has been formed under the style of the Wagarville Dairy Co., which will en- gage in the manufacture of dairy products and also in the general mercantile business. The company has an authorized capital stock of $5,000, of which $2,500 has been sub- scribed and paid in in property. Kalamazoo—The Oscar Felt & Paper Co., with a capital of $150,- 000, has been organized with Oscar Gumbinsky, President; Lewis H. Kirby, Vice-President; Oscar i. Jacobs, Secretary and Treasurer. The company will manufacture roofing felt and building paper. A two ma- chine mill will be erected with a ca- pacity of 80 tons a day, giving em- ployment to about 150 hands. It is the plan to install a single machine on the start. While the exact loca- tion of the mill has not been set- tiled on, it is generally believed it if there is no damage to pay for. company holds an option on a site, with 1,000 available horse power. Menominee—During the first half of March the local cedar dealers booked a number of orders for tele- graph poles for April delivery. The tone of the cedar market appears to be somewhat stronger than a month ago, although prices are not any- where near what they were a year ago. There is considerable activity in posts, with fair prices offered by the buyers. It is the opinion of lead- ing cedar dealers in this city that the price of cedar will come down from that paid in 1907, and that the prices quoted in 1905 are about what the cedar market will eventually come to. For this reason local cedar men are not over anxious to buy this winter's output from the operators and jobbers, as prices asked by them are deemed too high. A number of Operators are forced to sell part of their output in order to secure sutf- ficient money to pay their men, —. Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, March 18 — Creamery, fresh, 25@20c; dairy, fresh, 20@24¢; poor to common, 17@20c; rolls, 20@ 23¢. Eggs—Strictly fresh, 16c. Live Poultry — Springs, 13@14c; fowls, 13@14¢; ducks, I4@I5¢; geese, 11@I3c; old cox, 9@Ioc. Dressed Poultry—Springs, 14@16c; fowls, 13@14¥%c; old cox, loc; tur- keys, 16@2oc. Beans — Marrow, hand-picked, $2.25; medium, hand-picked, $2.25; peas, hand-picked, $2.35; red kidney, hand-picked, $1.90; white kidney, hand-picked, $2.30@2.40. Potatoes—White, 75c per bu.; mix- ed, 70c. Rea & Witzig. —_——_o2-o_____ Business Changes in Ohio. Shawnee—Lytton Spencer, of New Lexington, and Dr. J. D. Axine, of this place, have formed a partner- ship and will establish a new drug store, Bluffton—Lee Lugibihl, who has been connected with several of the leading dry goods stores in during Lima the past several years, has closed a deal by which he becomes owner of the Modern Suit & Skirt Co’s store at this place. BUSINESS CHANCES. Traveling salesman wanted for large spring wheat flour mill. Previous ex- perience selling flour not strictly neces- sury. Must, however, be a man with aw good record for successful salesmanship Im Some specialty line. No other than high-grade men need apply as the work requires a high order of salesmanship. Good opportunity for advancement to highly competent man. Address No. 599, care Tradesman. 599 Utah fruit and farm lands. We have some exceptional bargains. If you want good investment buy 5 or 10 acres tract in Green River Valley. Write for descrip- tive matter. Homeseeker’s Realty Co., Green River, Utah. 598 Doctor would like to hear vacancy where good doctor is wanted. Write 597, Tradesman. 597 for sale or would exchange for stock of merchandise or other property, brick and tile manufacturing plant. Well-lo- cated, plenty of clay, good opportunity for right man. What have you? Ad- dress No. 596, care Tradesman. 596 For Sale—An old-established and pay- ing drug store in Southern Michigan.