2. S g (\: = WAX WSO FS Y ‘TS WH. oF ) PRY iar , Oe om \ GN WS Si A\ AS Ds L a5) WHR ee MERLS SRG GER marti Si 7 (“3-5 Wi ASSN Be ANG Cea) Ve AVR =O) \ c Zz \ bY OO WY) . A sy % So BASEN Hh Oa 2 ae NS P| _ \ Le oh 3 cy By AN: , ¥ cA Ba an. 5 VED) Se er ao TF A 9 W's 5 SS aS wo Q a, y A a Y WY Fe G 7) Are yy SS KG chy ~~ YY Py 4 6 a Onn 777) aN RS PS | A VD aS PNR ; SO d CE ( ii CO rr ay ZEW ORIN ae a = . 4 OW | Lie b Ni) = 7 ~ e Raed Gy [ech Meee Oe I NIN ee ve AS YTAZ Ds BSAA Es a ePPUBLISHED WEEKLY 9 7 REIS seo) WAS $2 PER YEAR 4 SESS EO SS OO DPS SSE EO Twenty-Fifth Year GRAND RAPIDS, WEDNESDAY, APRIL 1, 1908 Number 1280 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 Flakes 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. W- K Ni Mog Battle Creek, Mich. DO IT NOW od Every Cake Kirkwood Short Credit . Syiitcsn et Aopeentts sam P of FLEISCHMANN’S It earns you 525 per cent. on your investment. i, our YELLOW LABEL YEAST you sell not We will prove it previous to purchase. It & : : : prevents forgotten charges, It makes disputed > only increases your profits, but also accounts impossible. It assists in making col- ® YEAST. . &> lections. It saves labor in book-keeping It systematizes credits. It establishes confidence between you and your customer. One writing SAAae asad ee does it all. For full particulars write or call on patrons. A. H. Morrill & Co. Th Fl ‘ h ' Co 105 Ottawa St., Grand Rapids, Michigan € €1sc man n 9 : Bell Phone 87 Citizens Phone 5087 of Michigan Pat. March 8, 1898, June 14, 1898, March 19, 1801. Detroit Office, 111 W. Larned St., Grand Rapids Office, 29 Crescent Av. gives complete satisfaction to your On account of the Pure Food Law aS there is a greater demand than oe fave a vrertr # #£ #£ 82 & 8 bod ore Ve rn hte haat 1 aaa Pure Cider Vinegar We guarantee our vinegar to be absolutely pure, made from apples and free from all artificial color- He ees ’ 4 74 SLL ing. Our vinegar meets the re- quirements of the Pure Food Laws LOWNEY’S COCOA has maintained its high quality unimpaired of ered. State in the Union. ld 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 The Williams Bros. Co. safe investment and pays a fair profit. | LOWNEY’S PREMIUM CHOCOLATE for cooking is of the same Manufacturers i superfine quality. The WALTER M LOWNEY COMPANY, 447 Commercial St., Boston, Mass. Makes Clothes Whiter-Work Easier- Kitchen Cleaner ifa\t aly 7 th NY dT) peaisd GOOD GOODS — GOOD PROFITS. Picklers and Preservers Detroit, Mich. A DESMAN i Twenty-Fifth Year The Capital Stock and Surplus The Resources and Nature of Same. Constitute the responsibility of any Bank ea soe 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 3% % paid on Savings Certificates of Deposit Banking by Mail ES GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY FIRE Grand Rapids, Mich. The Leading Agency Commercial Credit C0., Lid. : Credit Advices and Collections MICHIGAN OFFICES Murray Building, Grand Rapids Majestic Building, Detroit ELLIOT 0. GROSVENOR Late State Food Commissioner sercastes walks 5 a Advisory Counsel to manufacturers and jobbers whose interests are affected by the Food Laws of any state. Corre- i spondence invited. A 2321 Majestic Building, Detroit, Mich. YOUR DELAYED j FREIGHT Easily and Quickly. We can tell you how. BARLOW BROS., Grand Rapids, Mich FIRE AND BURGLAR PROOF AFES Grand Rapids Safe Co. Tradesman Building GRAND RAPIDS, SPECIAL FEATURES. Page. 2. Window Trimming. 3. The Eighth Annual. 4. News of the Business World. 6. Thrift. 8. Editorial. 10. Grocery and Produce Market. 12. Behind the Counter. 14. Butter, Eggs and Provisions. 16. The Country Town. 18. Clothing. 20. Woman’s World. 22. Civic Righteousness. 24. Danger Signal Out. 26. Fifty Years Ago. 28. Clever Con Woman. 30. That Follow-Up Job. 32. Shoes. 34. Dry Goods. 36. Stoves and Hardware. 40. Commercial Travelers. 42. Drugs. 43. Drug Price Current. 44. Grocery Price Current. 46. Special Price Current. NARROW PROVINCIALISM. It is a common remark that in face of the metropolitan importance as- sumed by the New York people for themselves and their city, they are the most egregiously provincial and narrow-minded of all the inhabitants of this vast country. Says a writer, evidently a Western- tT, in Seribner's for April: It is not so remarkable that New Yorkers should know so little of the West as that they should know so little of what is going on beyond the Bronx. A New York paper not long ago said that the people of that city were hardly acquainted with the names of those who administer the National Government and make laws for it. Washington, it seems, is too far away. A Tammany picnic is of more importance than the passage of a tariff law. Straight across the country from Washington to San Francisco there is the greatest inter- est in what done or talked of in the Nation’s Capital. But there is practically no interest in such things in New York unless Wall street is in some way affected. Not long ago an important church gathering, of a National character, was ‘held in Brooklyn. It received practically no attention from the papers of the big city. Possibly this was because it was held im Brooklyn. Had it been a meeting of New York clergy- men to condemn Bishop Potter’s late subway saloon the papers would have “played it up strong.” the West newer as its civilization and settlement it must not be measured by the statistics and the travelers’ tales of fifty years ago. oO is Because is to Chicago, a thousand miles west of New York, in 1860 had but little more than one hundred thousand population. In less than half a cen- tury it has become the second city in the Union, with two million peo- ple and vast commerce and industries that are developing so rapidly that in fifty years more Chicago will be the first city in population and produc- tive importance, while the metropolis of to-day will simply be the chief ocean gateway for the Atlantic trade, as New Orleans or Galveston will be that for the Gulf and the South Pa- cific continents and islands, while San the commerce of the North countries. Pacific central n vid When it is realized that only one- third of the territory of the Great Re- public is east of the Mississippi Riv- er, and the other two-thirds are west CHANG April, Ju of it, we begin to get some idea of better for their infinite variety, and a ee ferences there ought to be. Indeed, Day, Jan rancisco will perform that office for Capital will 1 i val Chirty broken record of gorgeous romance |have begt and daring adventure. ng into Rott ¢ i : 17 1 )! Or 7 he American people are all the Number 1280 removed to the Such be great ey. a mation can ly be governed from its center. ING THE CALENDAR. y days hath September, ne and November,” etc the vastness of the region which was|time-honored resource for people acquired by conquest and by treaty| Who are trying to locate days of the from its French and Spanish owners,|Month, and now two ng men, and whose history is almost an un-|Alexander Philip and Robert Pearce. lic un a campaign by introduc- the Briti n of the i : sh Parliament ref Yankee! Tt . “a4 i life. It is not well that the Yankee!Thus it becomes p sible to assion should be like the Southerner, or the|.,. . tee a oe “ 1: ’ ee ost | vile remaining days OF ENG veadr se Southerner like the Westerner. The} se he > leveling and assimilating forces may | * : ere Sail De tamety-One days in spoil our whole National life. Dif-|each quarter. Losing New Years uary would have but. thirt : le Se that imen ehouid a ’ It as through these that moe oo days, Fuly and Octobe: would give be able to enter into sympathetic re- | Behr ce lations. A living society tends to} mady each tO Nebruary, June would variety——variety, indeed, means life; receive a day from May and Au- ven the folkways Or different sec-| gust would Spare a day to Septem tions work out into different forms.| phe, so that under this arrangement [his is no plea for uniformity or con . ; - ne Hy Hy : ak - the months’ pro or days formity. Chere iS too great a pac: 1 propor IE OF tay WOU! sion for uniformity as it is—uniform|!", 30, 30, 31, 30, 30, 31 30, 30, 31 text books, uniform examination pa-| 30, 30, 31—two thirties and a thirty ee a a he : : pers, uniform divorce laws, etc., some;one to each quart: of which are good. But ‘they all in Th : ae : : - a re 41s in ) 1 mt tm +4 » Tr . dicate a tendency toward a ratihe | eae oT Be oy Oe ye fea dull and stupid sameness. Wohere/™&tion proposed by Messrs Philip there is progress there is always un-|and P% aree, which is that each dav Spe ce rp Tica ee i : o, : aa 2 : likeness. lo LOSC VATICty MAY be tO! of the nronth wa Lal upon the same lose life. ee 1 : } hea - . | day of the week year aiter vear, so that Men should love their homes, their fo 5 ; i cy a bronze tablet showine ys ! States, thetr sections; and if they live|“ : a oo as they should they will take the or and days of the week upon color--the only sort of focal color} which they occur will serve forey: < e he E | that amounts to anything—from | durine ¢] the table them. But each can apprectate the 1 | 4g only ch heine + a other. understand the other and | . ? Ai ol aR: : : on (fouces dec ue learn something from the other. Thus; Stes desig ars as they there shall be “diversities of gifts,”{|come. This down the . < Tos ee ae : te. 1 but. but one spirit. In this sense protests of lithographers, engravers nationaiuty can hardly be too strone-}. aa so 1 he Peitict : ’ > jaid job printers all ry the Britis ly developed. We can not kniony even | 1 : ; “1 a : " oe our Own section unless we know) '™Pire will probably kill the bil something of the whole of which it | And this will also put a quietus up Nile Vt" 7 . sie > | : iS a part. Without pes knowledge ajon a long week-end holiday because man can hardly realize r great el Ae ee how sreat) the plan proposes that ( hristmas Day é\merica 1s, or how much it means le ol i 1 Yr c . . hye re) et y ° the world. Therefore it is that we|S!@ll invariably fall on Monday, thus can not afford to limit ourselves, ae | Sota ite all English clubs and other certain people > [ast seem c 1 res e: i i tain pe ple in the East seem con-jemployes each year a session of lejs- tent to do. i { +: f nt : i ure extendino fr ( t - Che development of this Great Re-| i oe oe me oe | : oe : |cedine Sati rdayv + the ar 4 f public is to its heart and Ceites Agi | CO Ne ernie al ‘ . ithe tollowinge Tuesday the present moment it Seems to hel wee ey westward and = southward, but thet . - + ° ae ' || lwo candidates for the position of great rich heart of the continent it}7: ~ eu 1 ae : ., | Library Commission have been an occupies will be the center to which S a ~ mh: ane an a : nounced—-Geo. G. Whitworth and y mesuilts of He SUrroundime ac | xx; Ae ae = “~ 7m. H. Eastman, Hoth are educated tivities will converge, and these ac-]|. ee 1 : a. jand cultured gentlemen and the in tivities will dominate the three seas]. eeege Ae | + 1 he : jierests of the library and museum will which bathe its shores and the trade | m4 a fas ( ; . [be entirely safe in the hands of either which is carried on their WAVES} centlen : gentleman When the Republic shall. by the ee forces of social and political evolu- Money makes many a man go to tion, become an empire the National the Devil. bo MICHIGAN TRADESMAN (jt JZ f ({((ttree ( ITenenerco ( eed ((U( WINDOWanD INTERIO! 7 \ECORATIONS Ke Ws om SY K SX USE ee OT . A SEA Pulling Power of the Show Win- dow. The “silent salesman” leading feature of store. And now, should be a every dealer’s “hold off’ and postpone the day of buying, it should receive more than the usual attention. Window advertising, as a_ real trade maker, ed, particularly in smaller towns. This is difficult to account for, because it is sO easy, so inexpensive, so quick with its vests of sales, and so profitable with- al that the natural inference would point to its being overworked rather than being comparatively to persistent window frequently changed. The methods of this be easily followed by any country dealer because of its simplicity and inexpensiveness. This store does not have elaborate and costly trimmings and background, involving much work advertising, store and large expense, nor does it dis-| play a complete and varied assort- ment of goods to tempt prospective buyers. Instead, it is partial to exhibiting one article at a time in a striking | and unconventional manner, and: this very simplicity seems to attract un-| usual attention. On one occasion tooth comprised the complete exhibit; and these were piled up in a common garden wheelbarrow, nouncement to the effect that this week tooth brushes would be offered at bargain prices, and anyone requir- ing a tooth brush now, or in the near future, would act wisely by stepping in and buying. A dealer equipped with some plain cardboard and a little lettering abil- ity, and with a determination to fea- | ture his show window to the best of | his ability, can obtain the interested attention of most of the people in| his town, and if he will display the goods which the people want at the time, to interest them, he will bring many people in his store to purchase bar- | gains, many of whom will buy other things at regular prices before they have. departed. No expense is required to inaug- | urate a window campaign, and no training is necessary, except a keen and active interest and some inge- | nuity to plan striking and interest- ing effects. The result would probably be so} satisfactory that before long it would seem expedient to reconstruct the ae ea Mi 2 Spite aera ee s | utmost when there is some- | what of a tendency for consumers to | is wonderfully neglect- | the country and} har-| neglected. | One of the greatest stores in one | of our greatest cities owes its growth | could | brushes | with a card an-| with sufficient price concession | SE 2 a ae | show window in a commodious man- | ner, thus providing ample room for ithis valuable feature to realize its possibilities in business get- ting. The dealer who possesses no show | window should do the next best thing | by the artistic display of goods, and ‘by the abundant use of catchy show icards, extolling the grammatic Age. goods in epi- sentences. — Implement ——_.-.- The Man on the Stand. Miss Lydia Conley, a Wyandiotte |girl, is the only Indian woman lawyer in the world. She is a member of ithe Kansas bar. She tells this story ‘of a man she put on the stand to testify in his own behalf concerning land that was filched from ‘thim. The lother side had a finely doctored case. He, as soon as he was sworn, ed to the justice and said: ‘brought this suit, and yet the evi- idence, excepting my - own, is all ‘against me. Now, I don’t accuse any ‘one of lying, Squire, but these wit- inesses are the most mistaken lot of fellows I ever saw. You know me, \Squire. Two years ago you got me a hoss for sound that was as blind jas a bat. I made the deal and stuck to it, and this is the first time I have mentioned it. When you used to buy my grain, Squire, you stood on the when the empty wagon was 'weighed, but I never said a word. Now do you think I am the kind of /a man to kick up a rumpus and sue ia fellow unless he has done me a real ‘wrong? Why, Squire, if you'll ‘recall that sheep speculation you and 99 nt turn- “Squire, I scales 3ut at this point the Squire, very ired in the fact, hastily decided the plaintiff's favor. Sn a Get Poor Quick. to save your loose too small an amount to put in the savings bank. It would inot amount to much anyway, and there is great comfort in spending it. |Just wait until you get some worth while before you deposit it. icase in the How To Do not try change. It is Do not try to economize. It is an iinfernal nuisance to always try to save a few cents here and there. Be- isides, you will get the reputation of being mean and stingy. You want ‘everybody to think you are gener- ous. Just look out for to-day. Have a good time as you go along. Just use |your money yourself. Don’t deprive yourself for the sake of laying up | something for other people to fight over. Besides, you are sure of to- day. You might not be alive to- motrow.—Success Magazine. | } } | SS 2a Se Trunk Display With Pictures Stimu- lates Travel. When it comes to a trunk exhibit the window man can have matters all his own way. He can make a successful trim now if he never did before in this life. Of course, this is presupposing a good large space at his command— the larger the better, as he will ex- perience no difficulty whatever — in filling it. Really, though, when it comes to arrangement, the trimmer will quite naturally think that he must be careful not to have a bare look about the window and may fall into the error of crowding in too many samples of this merchandise. Let him strenuously avoid such an appearance; let him use few samples, if anything. If a row of these is put across the back, tilted, with the lid of each rest- ing against its nearest neighbor, it gives an odd effect. On top of the trunk ends place a tray, and on top of that another one. The trunks in this row must be all alike, and be very large, to impress the beholder with massiveness—really a case of “In numbers there is strength.” In front of this row, the units of which should be evenly separated from each other, set several extra fine specimens of the trunkmaker’s art. Let these, also, be open, and tilt the trays against the trunks, disposing them similarly. In the center of the window space stand your two finest trunks of all, that have compartments for all kinds of garments and stout tapes and webbings galore with which to strap things securely down. Have one of these for ladies and the other for gentlemen. For the latter a ward- robe trunk would be preferable. If clothing were placed neatly in these trunks, with the straps properly fix- ed, it would be a great inducement to buy. Men like things convenient because, as a rule, they don’t court bother. Women like them because they appeal to their inborn love of order. Especially will commodious cubbies for hats delight them; so if an elegant and perishable hat be ot. view, surrounded with white tissue paper on all sides but the top one, the average feminine will at once adopt means to possess herself of this accommodating recep- tacle for her belongings when going atraveling. Not much of anything is capable of making a woman mad- der than to arrive at her journey’s end with her clothes—outside and in—all ajumble, her hats crushed in- to an unrecognizable mass, the little odds and ends all gone aglimmering through the rest of the stuff, for which she has to hunt, with no idea where to search. A trunk that is a trunk, nowadays, is a marvel of adaptability and com- pactness, in every way illustrating the old saying, “A place for every- thing and everything in its place.” If two or three fetching pictures of people on trekking bent—people who “know how to travel’—are in evidence so much the better. They will give a somewhat “human” in- terest to the exhibit. A picture of folks apleasuring always excites an crumpled intense desire in others not so for- tunate to “go and do likewise.” | never go to a Station to “speed the parting guest” without a wild long- ing to follow the clang of the clap- per. And a jolly journey-picture will incite almost aS strongly as the roar of an outgoing locomotive that riot- ous rebellion in the breast of the en- forced stay-at-home. + * > * . Few merchants realize the endless resourcefulness of common string or rope. ~->—____ He Endorsed the Check. A clergyman whose circumstances were poor was made the custodian of a large donation in the form of a bank check. On his taking it to the bank to have it cashed, it was imme- diately passed back to him by the paying teller, with the curt injunc- tion: “This check is made to order and must be endorsed.” “Eh?” ejaculated the clergyman. “Indorsed?” “Yes, sir; across the back.” “Oh! ay.” And with a pen and all his soul the clergyman wrote across the back, “I ‘heartily endorse this check.” uninitiated erm Bar Dogs From Stores. Members of the South Bend, Ind., Retail Grocers’ Association, at a meeting a few days ago discussed the proposition of putting up the bars against dogs in the stores of the members. There were no restrictions placed on the size, color or pedigree of the canines, but the bar sinister was placed against the habits of “Fido,” “Rover” -and “Sport,” who have been taking liberties in stores which did not meet with the approv- al of the patrons. oo You are not a disciple if you are afraid of discipline. Hedhininsaniaiecibect =] : 4 : 4 4 i ee * MICHIGAN TRADESMAN Movements of Merchan i i A Z- ' eo © recemti« cf 3 i , i (jr BR < . we tie fon gar r x ur £ i s ee % i S 4 > ~ a + ¢ oe tr ; « ~ err wart * — t - . - Pr oe Huror The Por Jesey mber Cn 5 ° sed te 13 “ Serer z- “ 4 Tom 220,000 *0 230.000 ret : r rr : ‘ 1? Tee (jars 5) ri + £¢ Spt nas 5 - + k of grc rie n con- o aia- maz bie nn ehaced fae Hens Mer purcnha rra : s TY r gar manuf ry He w on C. Gottemeyer, who ¢ 4 rietor of the ~ ry \ 2 « propt y t market fe° eventeen ears ac fC 14 MiatTKet fOr sevenicen years, has SOiu out to Frank Osier, who will con- Athens—-E. C. Johnson, the dry goods dealer, has added a line of gro- ceries. The stock was furnished by the Kalamazoo house of the Lemon 74 Hurot wT Nicholas Fink wil discontinue the sa n business in —-4 «© : se which he has been engaged for past five years and embark in the grocery business after May 1. Charlotte—The furniture and un- firm of Wisner & Dens- i and will be continued by W. G. Wisner under the of the Wisner Furniture fortabin certaking more has been dissolvec firm name Co. Jackson—C. G. Brown, of 152 Main street, has sold his stock of dry goods J to T. Bergy and A. Klaase, of Chica- go. The new firm will do business under the style of the Bergy-Klaase Co. Lamont—-Harry Weatherwax has the stock- Button e€ large the purchased the claims of all holders in the Michi igan Pear] Co., and proposes to plant and conduct the business on a larger scale. 1 Marshall—Lewis K. Cook has sold his stock of groceries to Wm. Max- | & § the retirement of Vick tT Cc ° r Harbor Springs—G. W. aS SOlid His interest in the firm of Melson & Billings to —Geo. Rasmussen, pro- Pine Street Clothing! -d his stock of cloth- - ie 2 ev shing goods from 150 Ravenna, where he} ‘ will continue the business. Corunna—Cloyse A Lewis has pur- sed the Pettibone & Fenner stock} of harness. Mr. Lewis originally in-|lo tended to engage a the hardware! business in the store adjoining Reyn-| olds & Hoyt’s drug store. Onaway -W. H. ef Tt. iaring< har eeha q of .Harbor Springs, have purchased Moore and wife,} the five and ten cent department of | Steele & Co.’s grocery and hardware store. They will add a line of fur- nishing goods and millinery. Muskegon—Chas. F. Wilcox has yld his interest in the Wilcox & Sirus cigar shop and pool room Barnaby. Mr. Wilcox intends to devote his atten- to his partner, Mr. tion entirely to the cigar trade lonia--Ed. H. Smith has sold his interest in the Thompson Produce Co. to Glenn Smith, of Greenville. M. L. Smith and Gleen Smith, constitut- ing the new firm, will continue the business under the style of the Ionia Produce Co. Detroit—A corporation has been formed under the style of the Rus-it 17 a 7 SE@ii Millinery Co., which will carry on a general millinery business. The] company has an authorized capital) stock of $2,000, all of which has been| subscribed and $1,500 paid in in cash.| Peacock—Mrs. A. F. Kelley has sold her hotel and genera! stock of | receniene to Mrs. A. A. Bartlett,} Tekonsha. The mercantile busi- ry ho w ;Or some fréiaxation lyear. The : a0) es thirty-two years of untiring applica e : = that position, and sold a_ controlling corporation to Elmer t Ss. Seriblas es Charles L. Meach The other stockholders are P. T. H. iPierson and L. W. Hunsicker. Mr. : ires from the active man- agement of the business, but still ‘retains a portion of his stock Manufacturing Matters. Manistee—The R. G Peters Salt |& Lumber Co. is installing the first of a pair of combination skidding and oading machines. Grand Marais—The sawmill of the Marais Lumber Co. has started saw- ling for the season. The mill has been overhauled and placed in excellent i condition. oa Rae Electric Co., which will deal in automobiles and ee supplies, has been incorpor- ated with an authorized capital stock of $50,000, of which $30,000 has been subscribed and paid in in property. Otisville—The Otisville Elgin But- ter Co. which will engage in the manufacture of butter, has been in- corporated with an authorized capital stock of $5,000, of which $4,500 has been subscribed and $4,400 paid in in cash. Vanderbilt—Yuill Bros. have clos- ed a deal for 2,000 acres of timber lands, located five miles northeast of this place. The Mitchell branch of the Michigan Central traverses the umber and it will be lumbered this timber is mostly hard- wood. Millersburg—The Michigan Manu- facturing & Lumber Co., of Holly, has 400,000 feet of lumber at this place, cut on contract by James Adams, which is to be moved to Holly by rail. Mr. Adams is cutting 300,000 feet of hemlock for other well, of Kalamazoo, who will as co will be conducted by her son,' parties. ‘ed his lumber and planing mill ‘formed under the style of the Jewei | Wisconsin ibegin operations within a week. The £ } 1.5 ; Or tne DUsi-j 4 Sagin naw—Henry E. Lee has merg- ill busi- ness into a stock company under the e Lee Lumber & Manufac- turing oo with an authorized capita: stock of $20,000, all of which has been subscribed, $2,000 being paid in in cash and $18,000 in property a style o Detroit—A Een has been Cash Register Co., which will manu- i and all parts nes and appli metal. The company $30,000, 01 ances made o 1as. been capitalized at twhich $15,000 has been subscribed and $4,800 paid in in cash. Union City—The factory of the Peerless Portland Cement Co. has resimed operations after being closed lown several months fpr repairs. The ee output of the mill for the com- ‘ eason has been sold, a_ large going to Detroit for us building the big Michigan Cen- ral tunnel under the Detroit River Hermansville—The pine mill of the Land & Lumber Co. wil! — - nm © =t oO ° me 7 or hardwood mill and flooring factory of this company have been running night and day all winter. The com- pany harvested a large crop of logs 1 i last winter and will be able to op- erate its mills until logs come in next winter. Detroit—Edgar A. Murray, facturer of exterminators, disinfectants, cleaning powders and soaps, has merged his business into a stock company under the sty! the Edgar A. Murray Co., with an authorized capital stock of $5,000, al! of which has been subscribed, $600 cash and $4,400 in manu- vermin © Or being paid in in property. Kenton—The big mill of the Spar- row-Kroll Lumber Co. has resumea operations after having been closed down for four months as a result of dullness in the lumber market. Dur- ing last winter a large quantity o logs has been cut and the- mill wil run through a long season. Only one shift is working, but a night shift will be added later. t ] 1 i Menominee—Logs are still coming in to the yards of the various mills on the Menominee and mill owners are confronted with the problem of placing them in the yards and ponds. Never before in the history of log- ging in the Menominee were sucn high rollways of logs staked up near the mills as this season. Nearly halt the log cut of the local mills came to the cities by rail. Detroit—The beginning of a re- turn to something like the normal voume of business at the Russel Wheel & Foundry Co.’s plant is shown by an order for 230 steel stripper cars to be used by the Unit- ed States Steel corporation in strip- ping earth from the ore on its prop- erty on Mesaba range. The cars are for immediate delivery and repre- sent an outlay at the plant of more than $100,000. The concern has just shipped a steam skidding outfit to British Honduras and several logginz plants to the Pacific coast. All de- partments are running full time. Reena sg anstantibles dese toataemnaie nthe" en ‘ FF 3 Wrapper rns SO inte oe ee ee MICHIGAN TRADESMAN d The Produce Market. Apples—$1.75@z2 per bbl. for cook- ing stock and $2.75@3 for eating. Bananas+—-$1.50@2.25 per bunch. 3eets—6oc per bu. Butter—The market is unchanged. The supply of fresh stock is normal for the season, and the quality is running very good. Held goods are gradually decreasing and the mar- ket is’ healthy on the present basis. No radical change is looked for dur- ing the next few days, either in prints or tubs. Creamery is held at 30%c for tubs and 31%c for prints; dairy grades command 25@26c for No. I and 18c for packing stock. Cabbage— $1.50 per bbl. Carrots—-4oc per bu. Celery—65@75c per bunch for Cal- ifornia. Cocoanuts—$4.50 per bag of go. Cranberries—-Late Howes are firm at $10 per bbl. The demand for the berries is not large and supplies are small. Cucumbers—$1.50 per doz. for hot house. Dressed Hogs—Dealers pay 6%c for hogs weighing 150/200 ths. and 6c for hogs weighing 200 ths. and upwards; stags and old sows, 5c. -The market is unchanged. The receipts are very liberal and the consumptive demand very good. There will naturally be a further in- crease in the receipts, but without material decline in prices, as the spec- uwlative demand for storage increases as fast as the supply. For this rea- son there will probably be no ma- terial change during the coming week. Local dealers pay 13c_ for case count, holding at I4c. Grape Fruit—Florida commands $5 for 80s and 90s and $5.50 for 54s “* I rars— “S85 and 64s. It is a steady seller with a certain class of trade. Green Onions — 20c per. doz. bunches. Honey—18e per th. for white clov- er and 15c for. dark. Lemons—California and Messinas command $3 per box. The Califor- nia crop is the largest in the history of the State and lemons are cheap. There is no activity in them and will be none for some time in the opinion of well informed persons. Lettuce—t2c per th, for hothouse. Onions—Red and Yellow Globe command &5c per bu. Spanish are in moderate demand at $1.50 per crate. Texas Bermudas are now in mar- ket, commanding $2.25 per crate. Oranges—California Redlands com- mand $3@3.25 and Navels fetch $2.85. Prices are firm, owing to the very heavy movement of Whe past two weeks or so and a slight falling off in shipments. Consumption has been unusually heavy for some time and receipts have been of unusually fine quality. ‘ Parsley—-5oc per doz. bunches. Parsnips—75c per bu. Pieplant—8c per th. for Iinois. Pineapples—$4 per crate for all sizes. Potatoes—As the season advances the demand from the South diminish- es somewhat as it becomes possible for Southern buyers to secure their seed stock nearer home. The mar- ket is steady on a basis of 65@7oc, with a hardly perceptible easing in the situation. Poultry--Local dealers pay 11tc for live hens and 13c for dressed; 11%4c for live spring chickens and 13'%c for dressed; 12%c for live ducks and I4c for dressed; 14c for live turkeys and 17c for dressed. Large thens and chickens are firmer, and it is hard for dealers to secure enough fine stock to supply the demand, which is steady and of large proportions. Turkeys are plentiful and of unusual- ly fime quality for this season of the year. The entire list shows a firm and healthy tone and the market shows no accumulation of stock. Spinach—$1 per bu. Strawberries—$2 for 24 pints of Louisiana. Sweet Potatoes—$5 per bbl. for Il- linois kiln dried. Tomatoes—$3.25 per 6 basket crate of Floridas. Turnips—soc per bu. Veal—Dealers pay 5@6c for poor and thin; 6@7c for fair to good; 7% 8c for good white kidney from 90 tbs. up. —_—_——o.-2o oa Examination Questions. The Medical Standard recently published a list of questions com- piled by George Ade to test the fit- ness of a physician to serve an in- terne in a hospital under the civil service law, from which we select a few specimen questions for the ed- ification of our readers: () Before pulling a leg is it neces- sary to administer anaesthetic? (3) What is a joint? location of a hop joint. (4) Which is the more nourish- ing food for convalescents—Weiss beer or mixed ale? (6) According to the laws of hy- giene what is the correct poultice for Give the frankfurter sausage—mustard or horse radish? An Indiana woman whose husband is a candidate for a local office urges his nomination because he is “entire- ly free from the little vices, the use of tobacco in any form, profanity or intoxicating liquors.” She will be wiser after the convention when she sees the other fellow win the prize. Fler specifications indicate that she has a model husband, but they are too lofty for the boys who run the political machine. eos - Three Oaks—-The Warren Feather- bone Co., which is engaged in the manufacture of dress stays, has merg- ed its business into a stock company under the same style, which will al- so carry on a general merchandise business, dealing in clothing, build- ing material and other commodities. The company has an authorized capi- tal stock of $100,000, all of which has been subscribed and paid in in cash. ‘ oe Folks who do the works of relig- ion have little trouble over its words. The Grocery Market. Sugar—Both raws and refined are strong and further advances are ex- pected. There are shortages in near- ly all sugar-producing countries, and the outlook is strong. No special advance in raws has occurred dur- ing the week. However, the de- mand for sugar is fair and will in- crease from now on. be learned, prospects heavy fruit crop, which inevitably | means a large summer sugar busi- ness. Tea—The demand is still for actual wants, and prices throughout are un- changed. Low grades are firmly held, and the high ruling prices are cur- tailing the demand to some extent. Other grades are not so firm, but all are steady. As far as can point to a! Coffee—The general opinion is that coffee will advance if there is any change at all. The speculative coffee situation is practically still a dead- lock between the syndicate and the speculative public. Mild coffees are steady and moderately active. Java and Mocha are steady and in fair de- mand. The consumptive demand for coffee is good. Canned Goods — Tomatoes are steady but quiet. Some off grades are being offered at less money, but they are not wanted by any of the trade generally. Prices on higher grade tomatoes will probably con- tinue firm. Medium grade peas are very strong, with good demand. String beans continue scarce and the market is strong. steady. | Baked beans are! California peaches are scarce with higher tendency. Apricots are scarce. The remainder of the Cali- fornia list continues steady. It may be said that western coast canned goods are getting very scarce and jobbers’ stocks are pretty well shot to pieces. There is none to be had from first hands. berries, Raspberries, blue- strawberries and pineapples are very scarce. Market is strong. Standard strawberries are the one exception as they have eased off to some extent. The situation in gallon apples is a little uncertain. grades are strong and firm. Better grades of salmon are strong. Red Alaska is entirely out of first hands. The Alaska fish pack is not due to arrive until November, and when it does arrive there will probably be a lively scramble for it, as present stocks are so short that it is feared they will not hold out. Advances are expected. French sardines are prac- tically out of the market. Domestic sardines are in the same notch as at last report. It is believed that cove oysters have struck the bottom and a steady market is looked for. Rice—Stocks on hand at present are considerably less than they were at this time last year. Off stocks are plentiful but the higher grades are very short. Farinaceous Higher Goods—Rolled oats continue steady and the same is true of sago, tapioca and pearl barley. Dried Fruits — Apricots are un- changed and dull. Currants are mod- erately active and slightly lower in this country than abroad. Raisins are very weak and sick, with a light demand. Apples are weak and in light demand. Citron, dates and figs are all quiet and unchanged. Prunes are-easy, and the market is decided- ly in buyers’ favor. no sharp decline There has been during the week, but holders seem quite willing to make concessions. The demand is fair. Peaches are on the down grade, ,and present prices are many cents be- ;low what they were a short time ago. The demand is not large, however. Syrups and Molasses—-Sugar syrup is in fair demand. Prices are un- changed. Molasses has been advanced 2c per gallon more in New Orleans, but this does not mean an advance in the North, once. In spite of the fact that corn has sharp- ly advanced, there is no especially at change in It seems to be the present policy of the glucose people to hold the price down somewhat. glucose. demand fair considering the price. Stocks of storage cheese are small and show Cheese—The consumptive 1S a gradua! decrease. The week has brought no change in the price of any grade, and probably will not during the coming week. smoked Yc higher than a week ago. Pure and compound lard are firm at last week’s advance, and if Provisions—All meats are there is any further change it will probably be up- ward. Barrel pork, canned meats and dried beef are unchanged. Fish—Cod, hake and thaddock are unchanged and dull. Domestic sar- dines are unchanged in price and quiet. Some packers are reported to have mamd a price of $3.10 f. o. b. iastport for future oils. Salmon is unchanged and quiet, no future price having been made as_ yet. Prices throughout the mackerel list are un- changed for the week. _—_o2——..____-- Recent Changes in Ohio. Columbus—The shoe firm of Scow- den & McAllister, located at 527 and 529 N. High - street, changed hands, F. C. McAllister having sold out to Scowden & Houx. Piqua—Clyde has Dingman has_ pur- chased the meat market of Thomas Jordan. New Lexington—J. W. Bucknor has sold his bakery to Davis Bros. Coshocton—Guy Meek has opened a new clothing store. i — Two Items From Elkhart. Elkhart, Ind., March 31—Articles of incorporation have been filed for the Delicatessen Company of Elk- hart, with a capital stock of $10,000. Receiver M. U. Demarest sold the Fedder Bros. grocery stock at public sale to I. C. Crow, of Goshen, for $621.46. Mr. Crow formerly resided in Elkhart. It is not known whether he will re-open the store here or take the goods to Goshen. —_2<-2____ A Good Idea. Mrs. Wise—I wonder why Mrs. Dressy always sits on the right side of church? Mr. Wise-—-I dare say her hat is trimmed more elaborately on the left side. ——__2-___ No man knows his full power until he turns it on some worthy purpose. THRIFT. How It Purchased the Sacque. Written for the Tradesman. A long straight street through a straggling village with not the slightest ambition or desire to be- come a town reached from the colon- ial house, back under ancestral trees, at one end to the honeysuckle-hid- den cottage at the other with a box- bordered, brick walk extending from the little front porch straight to the front gate. The remarkable feature about the homes at both ends of the street was, if the opinion of the people liv- ing between these extremes could be depended on, that there were “queer folks in both houses.” The Win- lands, with their heads up and their noses in the air, proud of the fact that the founder of their “House” had come over in the Mayflower and that “Elm Grove,” the name of their country seat, had been planted by their sturdy old Puritan ancestor, never spoke of their royal line; but by every act and deed never failed to proclaim the fact whenever time or occasion furnished the opportu- nity. Sealskin The redeemable peculiarity of this “stuck-up-ishness” was made some- what palatable by the abundant means and training which went with it—conditions which did not exist at the cottage at the other end of the street, where the Widow Westmay with her son Mark lived, whose pos- sessions were confined to the patch of ground that the cottage stood on and whose social claims depended largely upon the fact that Mark’s ancestry also came to America in the same _ historical vessel; and at this period of the world’s history it was little to the purpose that Dick Westmay, the ancient, was one of the crew of the Mayflower, and later had played the part of a Roundhead to the Winland Cavalier apostate at the other end of the street. It must al- so be put down to the credit of the Wesmays that, aside from the pride of ancestry which Mrs. Westmay in- sisted on making prominent, the gen- erations had done much for _ the Westmay descendants in learning and culture, so that when the vil- lage gatherings brought the families together the only difference noticea- ble was one of dollars and cents which at this late day of equality played no part in the life and living of the village. It was in the old red school house, however, that affairs began to shape themselves. There in that cradle, where the coeducational idea began, the boy Mark one morning across the broad middle aisle in the school room little Mary Winland, whose sunny hair and sunnier face became at once the magnet that at- tracted the black eyes of the fun- loving Mark, who, while he had known her long and seen her often, never realized before how pretty the bright face was. That was the beginning and there is no need of telling the rest, the one peculiarity, making the common uncommon, being the way the young Saw MICHIGAN TRADESMAN people conducted themselves. From the first it was business, with the love feature evidently regarded as a mat- ter of course and thrown in. So one fair spring morning, that like the daffodil comes before the swallow dares, found Mark up and out in the good-sized backyard gathering the rubbish and burning it and locat- ing at intervals the places for the vegetables soon to be up and grow- ing; and when his mother, with won- der in her voice, wanted to know why he was planning a garden of so much larger dimensions, she was, while pleased enough, somewhat surprised to learn that a boy, if he was ever going to amount to any- thing, has to begin early to manage things, and a big backyard is as zood a place to begin as anywhere. To the maternal eye the two-acre gar- den did seem a little ambitious for a 17-year-old to start with, but she wisely kept her seeming to herself, concluding that no management now or hereafter should ever receive dis- couragement from her. So the two acres were plowed and planted and the sun and the rain and the boy toiled together and_ the © satisfied mother sat by the back window of the little kitchen, when she could, with her sewing and watched and hoped and prayed that the _ three strenuous workmen outside might be rewarded with a harvest of more than a hundredfold; and they were. The mansion at the other end of the street also saw strange goings- on and the manipulations became no- ticeable that some spring morning. Jane, the housekeeper and the maid of all work combined, neat as a pin and as prim and above all things hating a bother, was surprised to find “Mistress Mary quite contrary” coming in from the kitchen with the tray of dirty breakfast dishes and, ar- rayed in an “overall” apron, evident- ly intending to share the morning’s work. Jane never minced matters and the moment the tray was put down took by the shoulders’ the maiden who had borne it and con- ducted her energetically to the din- ing room door, through which the heiress of the ancestral estates was expected to disappear, to be seen no more until dinnertime. At once there was rebellion. “Jane, you stop. I’m going to learn to be a good housekeeper. Everybody says you are the best one in the State and I’m going to begin now and I want you to teach me. How do you manage to have the glass shine so? Is it hot water, or towels, or soap, or what?” The look and the tone did the business, and the erstwhile determin- ed Jane, subdued and _ delighted, watched and directed the maiden’s deft fingers as the shining glass, glit- tering like diamonds, was placed on the waiting tray. Jane, however, like the rest of her sex, “wanted to know;” and, as the dishwashing proceeded, seized upon the psychological moment for in- serting the far-reaching Why? And Mary, pleased with her polished glass, made answer: “Of course, Jane, it’s looking a good ways ahead, but Mark and I were talking it over and we both think that as long as we are going to be married sometime both of us ought to be getting ready, you know; and so he’s learning how to manage his side and I’m going to learn mine. Then, you see, with both working for the same thing we shall have to succeed, and we have both a lot to learn and to do before we can think of beginning.” : Well, that from a _ three-fourths grown girl of 15 is unusual and it more than pleased the practical Jane, who did not hesitate to ask, “What thing are you working for and what is the success you are having in mind?” “Of course, Jane, you, being one of the family, have a right to know and, of course, you’il keep it to your- self. ‘Mayflower folks don’t gos- sip, as Mamma says; but Mark heard me say during the winter that 1 wanted a sealskin and that is the first thing we’re going to get after we are married; but, dear me! the things that must come first! I’ve got to go to college and Mark has, too; and that means a lot of money and as long as he is going to be the first in his profession—the law—I shall have to learn to be a poor man’s wife and that means that I must learn housekeeping from cellar to garret, so that I can do everything my own self, so that if I should be left a widow I shouldn’t be helpless. Don’t you hate to wash the iron- ware, Jane? It blacks your hands so!” “But, Mary, you don’t have to wait for your sealskin sacque that long. What your mother is waiting for is for you to get your growth—not a long time now, for you are growing like a weed. Then you have this house and all belonging to it to fall back on, so there is no danger of your suffering—-that’s what comes from being an only child; so I think what you’d better do is, not to be bothering about things to wear and such; but just settle down to the idea of being just as fine a lady as your mother is and then when the time comes, if it’s Mark, why it’s Mark, and if it’s somebody else, then tis. Tl tell you all about the kitch- en end of the house, so far as I know, atid your mother will see to the rest. You want to go in and have as good a time as you can while there is a chance. There’re al- ways breakers ahead; and wait unti! you get to them, I say.” It is resisting a great temptation not to give here an account of what came near being a slip ’twixt the cup and the lip in the love affairs of Mistress Mary and her devoted Mark, but it is pleasanter, after all, to say that the two, young as they were, clung closely to their one idea, and one sunny June day received, in the colonial house, the good wishes and congratulations of all who knew them. It is hardly necessary, however, to say that everything but the ceremony was wholly unsatisfactory. “The idea of a girl like Mary Winland, with all that money behind her, go- ing straight from the church to that little tucked-up cottage and staying there without anything you could call a wedding journey.” “Four years in college and a year in Eu- rope and then home to cook Mark Westmay’s meals and do his wash- ing!” “A servant? Not she. Not since the death of Mark’s mother, four years ago, has that house been looked into, and she and Mark went over and they both washed and scrubbed, for all the world like a couple of paddies.” “It’s just on a par with the rest. Think of her re- fusing that sealskin because that’s the first thing they’re going to buy as soon as they can afford it.’ “Think of his starving his way through Brown and the law school! to settle down in this out-of-the-way place to practice! Mark my words, that two-acre patch will be his only income for many a long year. Good- by, sealskin, say I!” The little one-story cottage didn’t care. It was the “idle wind unre spected,” and the two M’s—Mark and Mary—made that spot of earth th« Paradise from which no angel with flashing sword ever drove them. The honeysuckle clambered and_ spraw! ed and swung censers until the whole neighborhood was a sanctuary of in- cense; the garden and the cellar went into partnership with a bet whether the one could produce more than the other could store, and the “Coun- ty Herald,” without reporting the bet, was “proud to announce that Esquire Westmay on a patch of two acres had taken every prize at the Fair worth taking, and _ that his worthy wife with one cow had shown that part of the State what real butter is and had received from the Committee higher encomiums for “The Golden’ than had passed from their hands in years.” So it came to pass that thrift from the first dwelt in “the cot at the end of the lane,” because from the first the acres outside were taken good care of by the brain-directed hands of the determined Mark and because the little home, under the thoughtful control of a pair of womanly hands that had learned how, was showing in a practical way that happiness first and prosperity afterwards are sure to come where Eve shares the curse with Adam and eats with him of the bread both earn “with the sweat of the face.” It hardly need be said that Mary Westmay’s way of housekeeping did not find favor. Disapproval was ex- pressed from the first. “Why! she is doing her own work—washing and ironing and all, Just think of it! An only child and all that Winland es- tate to be hers the minute her fa- ther gets through with it, and she wearing her fingernails off on the washboard! You catch me doing it!” And so one day at the sewing cir- cle when the same thought was pleas- antly expressed, the heiress of her father’s extensive domain took oc- casion to say, as she settled down to her work, “It never looked that way to me. Years ago Mark and I made up our minds that we would earn all that we were going to have. So he began to learn to do what was coming to him and TI determined that that sort of a man ought to have for cit cen ali ple Ni 4 ee ean sn mat atid / Z ; } i ctmieded ee aaa nt ii ati ii ieee il SS NN ES RS gcc See ee eee ional ol his wife a woman who could and would hold up her end of the yoke. So I learned how. Washing and ironing have to be done, and the woman surely ought to do it. Cook- ing comes to her naturally and she ought to be able to do that. A nee- dle is the woman’s implement and she ought to know how to use it, from darning stockings to bonnet- making. A real home needs _ all these things first. After that come the culture and the refinement of books. So I learned housekeeping; so I went to college; so I studied music abroad, and have had some travel; and I am satisfied my little house is all the better for every ef- fort I have made to make it a home for my husband and me. I might have a servant, but I see no reason why I should. I can and do wash my dishes clean without break- ing them. I am keeping my little house the neatest-—-no dirt in the corners or under the beds. I. am well and strong and have time to get tired and rested. I thoroughly enjoy doing my own work. And why shouldn't I? Ida Follett asked me the other day, when she saw me hanging out my washing, if my music and German helped me much in washing and ironing. I couldn’t help saying that she wouldn’t have ask- ed that foolish question if she knew music or could talk German. Help? Of course, they help. It is the prov- ince of learning and culture to light- en the burdens of labor, and I fancy that my white clothes come whiter from the suds because I keep time MICHIGAN TRADESMAN with my rubbing to the ‘Lorelei, which I like then to sing. Mark doesn’t sing German, but, when I told him about it he hastened to tell me that I needn't feel so grand about it, because his hoe always keeps time te the same tune, only he sings the song always in Latin. The fact is American womanhood, if Ameri- ca’s best is to be realized, must ideal- ize and then realize the marvelous possibilities of the kitchen. Work there must stop being looked upon as ignominious and the women of the household must come back to the old way of thinking: that the refine- ments of life located there and care- fully followed up will soonest give to the world the best that that world knows.” The second fall following _ their wedding day Mark came home one evening beaming. He had won an important case, and he tossed into Mrs. Mark’s lap a check of com- mendable size, with “There, Mary, there’s your sealskin sacque. We've earned it and let’s have it a good one.” What do you suppose that foolish woman said? With a look upon her face “made all of sweet accord,’ she answered, after awhile, “Mark, the sealskin IT want must be large enough for two and I want it fashioned aft- er a design of my own. Let’s put this money in the bank and one of these days have a pretty little house of our own that you and I have earned.” For a minute or two one would have thought he was a statue of stone. Then the came to her side and, bending over her, gave her a kiss that she remembers to this day. The story somehow got out—remember that she is a woman!—and now when strangers in the town ask about “the” house at that end of the vil- lage--and they always do—the reply always is, “That house? That is the Westmays’; that is Mrs. Westmay’s seaskin sacque.” Richard Malcolm Strong. 2... When He Missed It. “This April fool is a thing, as all adults agree,’ said the man who had a seat at the head of the street car, “but I shall never cease to regret one circumstance connect- ed with the day. I happened to be in: OChicaso, and as soon as | had eaten my breakfast at the hotel and struck the sidewalk I began to come across April fool things. During the day I walked over packagesiand pock- etbooks galore, but I was not fooled. Along toward night I came upon a small parcel on the walk and had a hunch that it was not a fool pack- age. I was about to pick it wp when I saw a woman grinning at me from a window. That settled it and I passed on, and a man behind me se- cured it.” senseless “But you don’t say it was a valua- ble package?” was asked. “Sir, it was a package containing a potato-masher.” “Ohl? “And we’d wanted a potato-mash- er in our family for twenty years. My wife had used the rolling-pin, a base- 7 ball bat, the end of a brick and a stove leg as a substitute. One thousand times I had started out to buy a po- tato-masher, but had returned home without it. Here was one under my feet, but I did not pick it up. Ht went to another.” “And—and—” “And we thaven’t got one yet, sur. And my wife is still using an old stove leg to mash potatoes with, and I’m still calling myself an ass and am down on anybody that believes in April fool. Yes, sir, and there’s a dime on the floor, but I’m not go- ing to try to pick it up, because | know it’s nailed down.” —_——_~-. Taking an Inventory. Mrs. Verdigris was enumerating her various ailments. “I haven't kept track of all of ’em,” she said, “but one of the first thimgs I ‘had was lumbago in the small of my _ back. Then I had the influenzy awful bad. The next thing was the rheumatiz. Since then I’ve had neuralgy, nerv- ous headache, sore throat, indizes- tion, a breaking out on my skin and ever so many other pesky little trou- bles that I can’t remember.” “It would be an interesting list,” said her sympathizing neighbor. “Why didn’t you take an_ inven- tory?” “T’m not certain but what I did,” an- swered Mrs. Verdigris. “I took ever so many things. - I'll try it if you think it’d help me, but unless it’s very mild I just know it won't stay on my stummick.” They Move Rapidly— Post¢ Formerly called \ Flijah’s Manna J Toasties They simply melt on the tongue and the ‘‘mouth waters” for more. heavy sales; the dealer's profit is pleasing. That means repeat orders and Alternate cartons of Elijah’s Manna and Post Toasties in each case, for awhile, makes the ‘‘change of name’ easy and identifies the food for dealer and customer—no explanations necessary. The ‘‘toasty” flavor is superior to all other corn flakes, and “The Taste Lingers”’ Postum Cereal Co., Ltd., Battle Creek, Mich., U.S. A. MICHIGAN TRADESMAN GA DESMAN * DEVOTED TO THE BEST INTERESTS OF BU SINESS MEN. "Published “Weekly by TRADESMAN COMPANY Grand Rapids, Mich. E A. Stowe, President. Henry Idema, Vice-President. 0. L. Schutz, Secretary. W. WN. Fuller, Treasurer. Subscription Price. Two dollars per year, payable in ad- vance. Five dollars for three years, 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 cupies, 5 cents each. Extra copies of current issues, 5 cents; of issues a month or more old, 16 cents: of issues a year or more old, : payable En itered at the Grand Rapids Postoffice. E. A. STOWE, Editor. a L. Schutz, Advertising Manager. Wednesday, April 1, 1908 TO THOSE IN ARREARS. sy 2 new ruling of the scriy r ne year past 1 , tea + t 4 a cue wWilil Rave to be discon- ne i tinued by the pubilishe y € are therefore compelled to are in arrears, so that we may comply with the law. This ruling affects ev subscriber and com- plied with and your subscrip- tion is paid for in cannot send the Tradesman to you, no matter how much we might desire to do so. nig advance we FASHION CAN NOT DICTATE. To look at the illustrations of hats, gowns and what-not in the various publications devoted to teresting to women one might won-itect advertisement of our city and der where the profit thereof COMES |every individual mercantile, whole- to the readers of those journals, be-jcaJe or retail. establishment and of cause of the individuality which most | cach industry in the city that Grand women demand in their heepective [Rapids receives: our city is more articles of wearing apparel. It is an|widely and more intimately known old, old story that many, Many WOM-land is better liked by the retail en will pay the price for a gown or the take the it on and then sit °° tTeayv be - b3bad Je, & nd _ make th many other reasons ier or dressmaker in the smal] city or village and those who, living in the city, have dropped the old-fashioned titles for the | “Robes” so much more recherche when seen on sign boards. With tiring information no “Modes” and present day facilities for ac- c person need remain long in ignorance as to wha Dame Fashion may dictate, and knowing the pronunciamento in Par- | is or New York yesterday the milliner | or dressmaker who ido the admirable pla matters in- ‘ | dealers second thing | much difference be-| c¢ 12. a knows herjable thing the ‘the fashion in Grand Rapids, Big Rapids or Petoskey to-day. or are , the big hat redivivus iew York dey a pelle be ance which will not be tolerated in the theaters and should not be per- mitted in churcl rooms Or any where else outside a forty acre al iis- ty" MERCHANTS’ Less than three months away is the c ' when the institu- 8 second t 5 and the Com- is planning al entertainment ‘ & and —— accommodations to out- n fully carried out last June. And all over Michigan. the r dealers, knowing from experience that what- ever our local jobbers, as a body, un- dertake to carry out they doing, are on the qui vive for the good time coming. What is the benefit of Merchants’ Ww eek to the city of Grand Rapids? S$ 4a question that has been asked. The chief value is that it is the very + in Michigan: as a jobbing center 1 they know that Grand Rapids is to no city in the State and that the thousand business men con- stituting the membership of the Trade work in harmony with our merchants in the effort, to make them truly the guests of Grand Rapids. 3 Board of once €ach year, Harr WEEK. es of the whole-| 4 in| Fast Side of New iS SO SsUuCcceEss-| DYNAMITERS IN AMERICA. strange that in the City | than a mil-| It is not New York, with mor lion of foreign population, embrac- t ta f ing many of the criminal classes ol Southern Europe and of Russian rev- olutionists and anarchists, the revo- ‘+48 chonild t last | lutionary elements should a last | © o have turned upon the city authorities and begun upon the police a war) This country has become the ref- uge of many thousands of Russians, | wio are lutionists of the most implacable type. The great body of the Jews) who have become American citizens the most orderly, law- is and prosperous population, and, knowing can form no idea of the are among ‘abiding, industriou ews who have lived always inder despotic oppression. A writer n Van Norden’s Magazine for April in describing them and the York City, where congregated, that the aver- have no correct idea of these Russians. He says: The Russian Jew, hampered on every side, restrict ed in dwelling lace and occupat ion, denied the pur- f happiness in almost every way, h od developed the idealistic side of his nature. He it is who furnishes arge proportion of the “intellec- Is” of his country—he furnishes the hers, the journalists, the speak- mar rtyrs—as well as the ter- who are willing to sacrifice lives if in so doing they can blow for liberty. The Jew is in Russia, not by the poor people who are in his clutches—as in | Germany—but by the Bureaucracy, |for his mental and moral qualities. |The massacres that take place from ‘time to time are not spontaneous joutbursts of Judenhetze, but careful- fly fostered attacks of the Black Hun- dred, the roughs of Russia, who would attack any class, could they do so with impunity and with the moral support of the government. The Russian Jew becomes an I[n- tellectual because all other modes, of self-expression are denied . him. Where the young Englishman indulg- es in sports, the Russian Jew reads. Where the American goes into all manner of business ventures, the Russian Jew reads. Where the Ger- man travels, the Russian Jew reads. Books furnish the Russian Jew not only with his recreation, but with what is greatest of all, his hope. A 20-year-old boy would feel as ashamed ii he did not know Snencer, and Hux- ley, and Darwin, and Spinoza and all the other “heavy” writers, as an American boy would feel if he did not know who had won the baseball pennant or what college held the football championship. The thinkers, who are only names to the majority of youths of a happier land, are the dissipation of the young Jews of Rus- Sia. i ; Even here in America their old habits cling to them. Theoretically they approve of our more healthful and natural way of occupying our leisure time. Practically they can not become used to seeing grown men chase a little ball across acres of ry Thaw may be a little defi- ient in the upper story, but he oc- 7 asionally shows symptoms of good} ommon sense It is said that in the | contract for separation from hi chorus ea wife, he insists on a! suse providing that she shall not go on the stage or give any public That is the most credit- wayward youth has ace exninitions own chents is able to adjust for them|ever been known to do. |greensward or batting another back and forth across a net. With Rus- | to ltberate. and the rest of the world to convert to Socialism, they have no time for it themselves. Their hookishness does not slough off even under the bi sky and in the pure air of the Bowery. The libra- rians of any library within reach of the East Side will tell you that the most solid books are taken out and studied by the Russian Jews. For argely Jews and are revo-| them the “best sellers” have no at- itractions. Go to the Rand School of | Social Science and listen to the in- | telligence of the questions asked by \this pro! letariat of working men and | girls-—-questions often showing wide \reading and deep thinking. To pro- ipound one such question in a room- iful of young Americans would cause |a stampede. These people can have no idea of human freedom regulated by law, so ithat all human beings may live in |peace in their various communities, | enjoying personal and constitutional |liberty, limited only by the require- |ment that no one should infringe up- jon the rights and property of his fel- lows. They know only the oppres- sion of powerful privileged classes, and they seek in this country of ours absolute freedom to work their will without restraint. Such are the peo- ple who complain that wors is not a free country because there are laws which restrain them, and they sought a refuge where they could have ab- solute freedom. It will require long years of resi- dence here before such people will be fit to become citizens, and indeed ithey do not want citizenship. They want to work out their theories of freedom, which begin with the aboli- tion of all law and the destruction of all existing institutions which are intended for the maintenance of pub- lic order and the security of rights and property. The revolutionary so- cieties of Europe have many workers here, and it is certain that divers European assassinations were organ- ized in this country. Now that they are murdering Presidents and priests and are dynamiting the police, it is not difficult to realize that they have commenced a campaign having for its object the destruction of our Re- public. MAPLE SUGAR SEASON. Thanks to the pure food laws it is possible nowadays to obtain the “real maple,” provided one knows how. There are still sugar bushes all over Michigan, smaller perhaps than those of thirty years ago, but more care- fully operated. And the retail mer- chants in the small villages nearby the sugar bushes do a thriving busi- ness. They know the men who own and work the “bushes;” they have faith in the rectitude of these men and in the gentiinenss of the “maple” they produce. Thus they buy to the limit. On the other hand most of these merchants are known to indi- vidwal families in the larger towns or cities from ten to fifty miles away, and these families place their orders for maple sugar sometimes a year in advance. The pure food restric- tions prevent successful competition on the part of corn-cob substitutes so that good liberal and reasonable prices for the genuine article prevail. In this way the village retailer is the only middleman, the sugarmaker zets a good profit, the grocer likewise and the consumer gets the real thing in maple sugar. | cstastiantinimme eel Love your’ neighbor as yourself, but don’t forget to lock your back door at night. A sceenener re Courage and caution make a splen- did working team. iii a eounet ene. Se vase ero a each ee Seah ene ee ee en ee ee ree eee ciecbighaaeire Ree, “eaetappiagciitt ina coort ean aes ee ne ede pacino.” Sa pats oie ron ne ea SNA o nooner MICHIGAN TRADESMAN CHINA AND JAPAN. The settlement of the Tatsu Maru affair, in which China got much the worse of the bargain, has stirred up a great deal of anti-Japanese feeling throughout China. Not only has the animosity of the masses been arous- ed against Japan and everything Japanese, but it is being directed against the Chinese government as well, While China was without doubt un- duly humiliated by the uncompro- mising course of Japan in the recent controversy, impartial critics must admit that the Chinese government did the very best possible under the circumstances. In the face of Jap- anese power to retake the seized ship and punish China by bombarding one of her ports, there was really noth- ing else to do but yield and make the best possible terms. By careful diplomacy the Chinese officials drew as much of the sting from the act of yielding to Japan’s demands as was possible, and they actually succeed- ed in securing some concessions, such as the agreement on the part of Ja- pan to prevent further shipments of arms to revolutionists. In attack- ing their own government, therefore, the Chinese guilds and messes are not, according to strict justice, too faithful officials. With respect to the threat to pun- ish the Japanese by boycotting their goods there is a greater show of jus- tice. The boycott in Chinese hands is a powerful weapon, as was abun- dantly shown when China boycotted American goods as a result of the administration by this country of the Chinese exclusion act. That Japan does not relish the application. of the boycott to her trade with China is shown by the demand that has been made on the Pekin government by Tokio, that China should disci- pline her people for the anti-Japan- ese demonstration and prevent them from placing a boycott on Japanese commerce. The Japanese government is apt to find it a much more difficult matter to deal with the boycott than they found it to compel China to back down in the Tatsu Maru affair. A boycott is not easily controlled by government regulations. If the Chi- nese decide not to purchase Japanese goods there is no practical way of compelling them to change their minds. To refuse to purchase a par- ticular commodity is no crime, and if is not apparent in what manner the Chinese government, even if it desired to do so, can control the mat- ter. Japan has not treated China with that degree of fairness and concilia- tion that might have reasonably been expected. Trade is not fostered by violent means and by acts of injus- tice, but by friendly intercourse and friendly relations. If Japan desires to capture her proper share of the vast and lucrative trade of China she will find it more profitable to con- ciliate the Chinese than to antagonize them. This country learned a lesson along those lines a year or two ago when the Chinese decided to boycott American goods. To overcome. the boycott was found to be practically impossible until the Government at Washington adopted a more concilia- tory policy and evinced a disposition to treat the Chinese with fairness and a proper degree of considera- tion. Despite her helplessness, in many ways China is making steady prog- ress in revolutionizing her unpro- gressive methods and she is now able to make a much more effective op- position to outside aggression than was formerly the case. If Japan per- sists in her arrogant and harsh course towards her big neighbor a spirit of resentment and hostility may be aroused, which in time will give the Island Empire trouble. China is im- itating Japan’s example and adopting Western methods much more rapidly than most people suppose, and it will not be many years before her mili- tary power will have to be reckoned with even in Japan. RULES FOR BEAUTY. Most women and some men are ambitious to be beautiful. They have all heard that handsome is as hand- some does, but they are not satisfied with any such adage nor are they to be put off with any such conciliatory formula. They want the beauty that can be seen by whoever passes and takes even a momentary look, prefer- ring it to that beauty which is in the character and must be studied to be appreciated. So desirable is pulchritude that women pay large amounts of money for it, some giv- ing much more than they can afford and all of them giving more than what they get is really worth. A Chicago woman has gone to New York and her message is one of cheer, full of joy for femininity. She has opened a beauty school in the metropolis and with the free adver- tising she has already had her busi- ness ought to be profitable, even if the treatment is not efficient. This woman from the windy and wicked city, who is sort of an es- thetic physical culturist, gives her re- cipe to the public free of charge, and in a word it is a kind of faith cure in that the pupils are to think beauti- ful thoughts and the result will be beautiful looks. There are some ex- ercises which go along with it and while the scholars move their muscles the teacher reads fine phrases to them and tells them that beauty is the God given right of every woman. One of the rules is thus stated: “To retain her beauty a woman must al- ways think pleasant, sweet, beautiful thoughts.” That is not so easy as it looks for the girl who has to help her mother to keep house or the woman who has to hustle out in the morning to. work somewhere to earn the money with which to buy a gown. Tf it were peace of mind the Chicago woman proposed to provide, some of the regulations are most excellent, such, for example, as “Don’t worry over your troubles; conquer them;” “Don’t fret over lack of success; at- tain it;” “Don’t envy another’s hap- piness; know that you can equal it.” Observance of these simple sugges- tions will bring that contented mind which is said to be a continual feast, and if it will bring beauty as well there is all the more reason for liv- ing up to the letter and the spirit of the regulations, but it will not help a turned-up nose nor straighten eyes that squint, Eee The National Biscuit Company, a corporation well known in nearly every city and town in the United States, has for some time made a special effort to induce its employes to purchase its stock. Of its 7,500 stockholders 2,395 are now employes. Under a plan allowing employes to acquire the preferred shares, for which they pay by installments, 7:933 shares have been secured, ex- clusive of avery large amount of both common and preferred stock, held by the directors, officers and managers. principal To what extent the pros- perity of the company is due to this co-operation of labor and capital it is difficult to say, but there is no doubt it has proved a good thing for both the corporation and_ its employes. The company was organized ten years ago, and its annual sales have increased from $34,000,000 for the first year to $42,000,000 for 1907. eeeeeeeeeneereaneee An eminent recent English scientist, in a Paris, announced the discovery that one disease is the preventive of another that worse. In his opinion the often a blessing. address in may be gout is The very ills under which many sufferers groan render them comparatively if not entirely immune from other more serious troubles. The more rheumatic or gouty. a person is, the less pro- nounced the tendency to consump- tion. Tuberculosis in a rheumatic subject and still more in a gouty sub- ject is extremely rare, and when it declares itself makes very slow prog- ress and is frequently arrested. Now, when the twinges remind one that man is destined to thankful it is no suffer, be worse an_ affliction than long-lived gout. eee At a recent wedding in the country near Rochester the absurd custom of throwing rice and old shoes after the newly wedded pair came near causing the death of the bride. As they start- ed in a carriage on their wedding tour, friends sent them a shower ot rice and old shoes. The rice fright- ened the horses, they started to run, the carriage was overturned and the bride, pinioned beneath, was dragged some distance before the groom, who held on to the reins, stopped the team. The wedding trip was aban- doned and the bride, painfully bruised, is under the care of a physician. Many railroads have prohibited the ridiculous custom at their stations as a nuisance, and as it is shown to be a danger as well, it should be abolish- ed. —e eee An English court hands down a de- cision that in the absence of direct evidence of the fact, it is safe to as- sume that a man who has been mis- sing 128 years is legally dead. No doubt the courts in this country will accept this as good law without ask- ing the full text of the decision. MORE STOCKHOLDERS. The other day Senator La Follette in one of those fervid flights of ora- which he is so well tory, to accus- tomed and from which he gets so that all the wealth of the country is rapidly much enjoyment, declared being concentrated in the hands of a few enormously rich. He gave a list of a hundred, a catalog, by the way, which must have been prepared some time before, because when referred to some of those whose names were then used were struggling valiantly either in or against bankruptcy. He was trading on the old and much phrase about the rich getting richer and the poor getting poorer. The phrase is more euphonious than truthful, and there was less truth in it than at the present time, because that little disturbance which dates back to October and is fre- quently referred to as the rich man’s panic made a lot of trouble for that class in the community, and they had to throw over some of the cargo to lighten the load and get over the bar. When the rich men were squeezed and had to sell, used never they hoped for high They did with stocks going on the market in gener- ous amounts the broke, ot course, and many choice articles were prices and took low ones. the best they could, but good prices on the bargain table. These stocks vere bought up by people of mod- erate means, who had a little money They themselves of bargain day in Wall street to good advantage. The result is that the cor- have to invest. availed porations more stockholders now than ever before. It is said on what claims to be good authority that the United States Steel concern has more than a hundred thousand share- holders. The Pennsylvania railroad has over sixty thousand, and the enu- meration might go on through the list of railroads and big corporations. Only the other statement was published that the company con- trolling the Bell has 25,000 stockholders. day the telephone system The number of corporate stockholders has grown marvelously in the last four or five months. There will be, and indeed there is, a marked advantage in this greater distribution. bought and are will have Those who still buying wisely congratulate themselves, and if their investments are profitable they will want more of the same sort. RA TO AE TS occasion to Another evidence of good will and of the improbability that the United States and Japan will ever have any fight is the acceptance of the latter’s invitation to the American fleet to call at a Japanese port on its way around the world. The United States war vessels will be at the Philippines and it is only a little journey to Jap- an. The folks who whipped Russia will give the Americans a very warm and enthusiastic welcome. The Jap- anese are often called the Yankees ot the East and Americans are their models in point of ingenuity and en- terprise. They will make a special effort to show their good will and kind feelings, which are mutual. MICHIGAN TRADESMAN c— oor. 2 % + ‘ S Y Special Features of the Grocery and Produce Trade. Special Correspondence. York, March 28—Jobbers gen- ¥ report a sy report <- In a spec- witnessed yeat. market transactions for a rday dulness again characterized the market and only 8.500 bags were worked off. In mild 1 oo. s “ 1 | grades there has some decline = 1 - S in rates and a consequently improv- ing demand. th This applies i Central American: vet and unchanged. more par- With oncoming warmer weathe a a eee are signs O! someting aoing 79 in the sugar market and jobbers tell of some quite respectable transactions under previous con- not in withdrawals tract. New business is ¢ enough to be observable. There is some expectation of a further ad- vance in granulated and this may come by Monday. The present rate iS 5.30C, Ss I per cent. cash. There is a little better demand for teas, but sales individually are small. Japans and Pingsueys are attracting most attention. Pingsueys, however, Il short time y are not doing as well as a ago. S Jobbers report a better week in rice. The demand has come from many quarters and quotations are fairly well sustained at the same level as last week. Foreign arrivals fill the gap in low grades. Not an item of interest can be Job- oS = c ait sales are about as small picked up in the spice market. bers say that as they can be and be anything at all. Quotations show no change in eith- er direction. Zanzibar cloves are quoted at 1134@I2c. Jobbers tell of a good run of or- ders all the week for molasses and at the close quotations are very firm- ly maintained. Stocks sufficient 11 requirements. aTe for ail There is some improvement in the for tomatoes really 3s—standards—are well held at about 77%4c f. o. b. fac- tory Maryland. Off grades are dull enquiry canned and desirable and can be found from 721%4@75c. Some exertion has been put forth to create business in futures, but as yet the volume of trade is too small to speak of. Corn is mighty quiet and few sales are reported. Maryland, Maine style, is held at 65¢c. Some “really truly” Maine corn sold for, ‘ing advocate for twenty years. isubstitute for candy. 95c, but the usual price is $1@1.05.| Peas are moving with a little more| freedom at unchanged quotations. Butter shows h if any, change. Top grades are moving in quite a sat- isfactory manner and selected cream- ‘ry is worth 29c; extras, 28@28%4c; + n — a. Loita enlace “ Lc a¢ irsts, 26(a27c; held stock works out at 27@28%4c; Western Western to grade; process, 250; Cheese is doing well and quotations are WE maintained. Full cream, wiec. Li been done by ex- porters except in cheap goods and even such sales have been moderate. Eggs are a trifle lower and not ver 18'4@igce can be named. Fancy 16@i16'4c for storage pack LA *¥ Testern, ud 15%c for regular pack. One Cause of Dr. fall. hat the appointment of Wiley’s Down- Assuming t a board of five chemists to consider the questions growing out of the en- forcement of the pure food amounts to a supercession of Dr. Harvey W. Wiley, it may be truth- fully said that his undoing is due to a small saccharine pellet. The Pres- ident likes saccharine pills. To Dr. Wiley they are an abomination, the very name of which is laws an adultera- tion, for until a few years ago sac- charine was only an adjective. Now a noun to designate one wholesome products of coal it is used as of the tar. All men who go into the _ wild places of earth know about the pills. They are an admirable substitute for sugar. Prospectors and hunters can pack around in their vest pocket the sweetening qualities of ten pounds of sugar in the form of saccharine tablets. One not very long ago Dr. a member of a party of pure food people at the White House. The question of the meaning of the sentence, “Sweetened with saccha- rine,” came up. It is frequenty found day Wiley was on canned goods. “Why, the very name is an adul- teration,”’ said Dr. Wiley, pure food and who has correct label- He been a referred, of course, to the fact that until a few years ago the word was only an property the adjective, of sugar. signifying “Only a born idiot would think it meant sugar,” retorted the President with some warmth. He then told those around him that he frequently carried such tablets in his pockets and ate them with great relish as a He suggested that that had led to the report among the use of drugs. The fact that the President dis- agreed with him did not deter Dr. Wiley from an official insistence that the use of the words. c that he was addicted to} “Sweetened | see, ager ea with saccharine,” was misleading and therefore, a misbranding of the goods they used within were = whic 1 the meaning of the pure food law. —__-_—~——- Are You Still Chore Boy? Away back when you first started simply had to be all things to . I] customers. Then yours was a one man busi-| ness. As your business grew, have! you grown with it? Probably you have nodded your head in agreement many a time to the statement that the modern busi- ness problem is how to avoid waste. But—is there any more costly form of waste than to use the time and energy of yourself for what could be done by a low priced clerk? All through your store seek the answer to the question—am I paying more than I should for this particular class of work, either directly or be- cause I do not provide lower priced help that would relieve other help for more valuable use elsewhere? Think it over—are you still chore boy?--Butler Bros.’ Drummer. —__--- > Neither Will Tell. Little Elvira—-Mama, when the fire goes out where does it go? Mrs. Gaylord—I don’t know, dear. You ht just as well ask where your father goes when he goes out. y t migh Low Prices on Buggies, Road Wagons, Surreys. If interested it will pay you to investigate. Sherwood Hall Co., Ltd. Grand Rapids, Mich. Lightning Rods 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. FRANKLIN Automobiles Dead weight makes live expense-bills. That’s what you miss in the light- weight Franklins. Come and let us show you. ADAMS & 47 N. Division St. HART Grand Rapids eg ae ee Seo Some ne en romani tinigneiest a eae Og ee MICHIGAN TRADESMAN 11 Big Problems of the Grocery Trade. Little problems are the ones of most intimate interest to the average retail grocer, but the big problems now in process of-solution are the ones which will be likely to affect the whole structure of his business. The biggest grocery problems of the day involve the relations which exist, or which should exist, be- tween— The manufacturer and the jobber. The manufacturer and the retailer. Or between— The jobber and the retailer. The jobber and the consumer. It is the tendency of the times to eliminate, as far as possible, the profits which are taken out of goods between the manufacturer and the consumer. This is not done to bene- fit the consumer, but to enrich the manufacturer. Even if the jobber and retailer were both eliminated, the consumer would not be likely to get much benefit. Hence, there is no philanthropy’ about it. It is purely a case of get rich quicker for some already rich corporation. Until recent years the jobber’s im- portance ‘to trade has been accepted. Manufacturers recognized that through the jobber they could find the easiest and cheapest outlet for their goods. The jobbers did prac- tically all of the distributing of man- ufactured goods. Now it is said that the jobbers do about 85 per cent. of the distributing, and the other 15 per cent. is done by various “buying exchanges” organized by retail deal- ers who demand of manufacturers the same prices on big orders that are given to jobbers. And these buy- ing exchanges usually get what they go after in the way of price conces- sions. The buying exchange in Phil- adelphia is ‘said to supply 1,200 retail groceries, a business so vast that a manufacturer will think twice before turning away trade in order to pro- tect his jobber. While this clash between jobber and retailer is going on there is a similar clash between the retailer and the big consumer. The big ho- te! or restaurant goes direct to the jobber for its goods. The big pub- lic institution does the same. And they get the same prices that the jobbers allow to retailers. The re- tailers growl because they say the jobbers are interfering with retail business. The jobbers reply that the big hotel is not a consumer; that it merely buys to sell again in another form; that it is a retailer. And so it goes. Certain it is that this condition of warfare is not likely to continue in- definitely. If the “chain stores” and “buying exchanges” are able to go to the manufacturer and get goods cheaper than can the other retailers, something will have to be done. Eith- er the retailers will have to elimin- ate the jobber’s profit entirely, or else the manufacturer will have to refuse to isell direct to the chain stores and buying exchanges, and treat such customers as if they were jobbing houses. If it is true that the buying exchanges and chain stores represent 15 per cent. of the busi- ness, while the other retailers repre- sent 85 per cent., it would seem just and right that the manufacturers should get together and protect the jobber from extermination. But the jobber should come into court with clean hands by refusing to go after trade which rightfully belongs to the retailer. This is a condition most difficult to bring about. It is doubtful whether it can be brought about. The only way to bring it about is through co-opera- tion between retailers and jobbers. The jobbers can not win their fight without the co-operation of the re- tailers, and the retailers will not give any aid if they*think the jobbers are ready to turn pirate at the first op- portunity and grab retail trade. The future will mean one of two things: either co-operation, or the extermin- ation of both jobber and retailer, and the sale of goods direct from fac- tory to consumer.—Merchants Jour- nal. —_——_—_—_o<.———_——___——— The Simms Parcels Post Bill. Representative Simms, of Tennes- see, has formally opened the parcels post campaign by introducing a bill providing for the establishment of a system of local rural parcels post, packages not to exceed eleven pounds in weight, to originate and be mailed at a rural delivery distributing post office and addressed to an R. F. D. patron of that or any rural postal station tributary thereto. The pro- posed rates are one cent for each two ounces up to four ounces, one cent for each additional four ounces up to one pound, and two cents per pound over the first pound. This makes five cents for the first pound and two cents for additional pounds up to and including eleven. The bill clothes the Postmaster General with full authority to frame all rules and regulations under which the system is to be conducted. It cuts off from the reduced rates all printed matter of every description, thus depriving the service of the “educational” feature which was one of the strongest arguments in favor of the rural free delivery. - The proposed rates are the same as those originally incorporated in the Henry Parcels Post -bill, so that if the Simms measure should become a law Congress could at any time ex- tend the rural parcels post to the en- tire postal service by inserting a half a dozen words in the annual Post- office Appropriation bill. The time is ripe, therefore, for all opponents of these propositions to protest against them to their Repre- sentatives and Senators. These pro- tests, however, should. not merely express opposition to the project, but should assign the reasons for such opposition. Protests should be di- rected also against the bill recently introduced by Representative Lafean of Pennsylvania, providing for the establishment of an experimental rural parcels delivery, for if the Simms bill fails the postal “reform- ers” intend to come forward with the experimental proposition, which they will urge on the ground that it will shed light on a very serious problem, “and will only’ cost $10,000,” a well- worn phrase with which Congress has become quite familiar since it was first presented as an apology for the experimental appropriation for the rural free delivery service. ——» > __. A Desperate Case. A sickly lady, who was visiting a Minnesota health resort on the advice of her physician, was seated at the table next to a ruddy-faced, robust- looking young man. “Have you improved much you came here?” the lady asked. “Wonderfully, ma'am,” replied the young man. “And were you in’ very bad health when you came?” she persisted. “Bad health? Why ma’am, when | first came here I was probably the weakest person you ever saw. I had practically no use of my limbs nor the use of a single faculty.” “Dear, dear! And you lived?” “T certainly did, ma’am, since was when I first arrived. I was ab- arrival, and haven't serious setback since.” the lady. “But -do you your lungs were really affected?” “Well, I suppose you'd call them sound, but they were possessed of so little vitality that if it hadn’t been for the most careful nursing they'd prob- ably have ceased their functions en- tirely.” “T trust you found kind friends here, sir?” “Indeed I did, ma’am. IT owe my life. My father’s family were with me, but, unfortunately, my mother was prostrated with a severe although | you really have no idea of how bad 1! solutely dependent upon others for everything, being entirely without power to help myself. But I com-} menced to gain immediately upon my} experienced a! “Wonderful, wonderful!” murmured! think that| It is to them: and to the pure air of Minnesota that} illness during the time of my great- est weakness.” “How sad! Surely, sir, you must have been greatly reduced in flesh when you arrived here?” “Yes, ma’am. They tell me that | only weighed nine pounds at the time of my birth here.” Oo Basis for a Suit. Ikey (to his lawyer)—Und he said he vould make him t’ree pair of pants und he made none. Vat can you do? Lawyer—We'll get you the money all right. They’re breaches of prom- ise. 2s <- It is not the smile you put on your face but the one you bring to an- other that makes you happy. Now Is the time to put in a stock of our famous ‘*Sunbeam’”’ Horse Collars For Spring Trade. Ask for Catalog Brown & Sehler Co. Grand Rapids, Mich. WHOLESALE ONLY WORDEN (GROCER COMPANY The Prompt Shippers Grand Rapids, 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. : MICHIGAN TRADESMAN Test Which Comes With the New Position. 7 os +t tee ee rhs -- s > - ~ 2 + t - + - ~anizec Bus ssc who steps up into a : — : is i x resp Sipiny ‘ 4 é rs n of the work i4€ j St Make a new Trec- or -. Or srily a8 the £ thes ng B tte reenlt< fret é er £ s ex- i = = é In f ace tis br ora tOT res WOTK even E 4 ery née pus =< - t ©€ cat owen 7 nmand. | f j 5 4 S €G n eS¢ s ters + . T f- - Y mess cee As to tter bla néeads of : as i¢ a ‘ : they \ tH ThE Ww t } a . e Isc vaguest character. They were dis- satisied with Jones; they feel 1 ‘s . 44 ao line rt tne net resuits of tne macninery oS : a : which he controlled should be larger; will Smith show them? Just proportion to t magni- tude of Smith’s opportunities, 1A +1. ¢ ter far 1¥ . sno ager tnis 1@CESS y rs ment and tact. If he shall be position where a score of foremen and department managers are under : : him, he must recognize that many . ° . a ¢ q of these lieutenants of his have es- 1 1 nin 1 alicia tablished their personal following among their men. To antagonize e S . . one of these minor heads in the or- aasvatinn neediecaly aay 1 rr Sagtization neediessiy may € iata ai. can stand for long against the mutinous il] feeling of those upon whom he must depend for results. In a thous- ways he may be handicapped balked and undermined without ibi of tracing the evil. Thus, when Smith has come into this new estate of his, it is absolute- y essential that he keep more care- ul watch upon himself than upon 1is larger ideas upon which he hopes to realize results To accomplish any- , 4 } . qd. Arts 7 f thing he must have the machinery for co . ; A : ee it in order. The working spirit of his men must depend upon his rela- tions with these employes. He finds himself in the position of the school teacher whose new charge has thrown out his predecessor; he must order and inspire co-opera-} tion of his pupils, or fail. Even more s, he can not use the meth- s wh the old fashioned teacher | it least found sometimes effective. “I don't care what you have been| ying in the past; I don’t care what} Jones’ methods were—I’m_ running’ i Ss Tow: t part of| affairs, can “can” ruin | having ability; 1 ios ona gn, there is the watcn upon relations with} under them. Many Me mh ough built man, in the garb of a} roustahout : cunercen___ It Was Too Risky. “You keep harmonicas here?” she half-queried as she entered a music store and a clerk wait on her. came forward to “Certainly, ma’am-—a them. full line of Is it a present for one of the children?” “No, it’s for the old man. He’s been playing on the last one for fif- teen years and there’s only one note left.” “So he plays, does he?” queried the clerk as he handed out the goods. “From morning until night. He don’t have to work, and so he just sits and plays.” “Then he must have 1,000 different tunes?” “No, he hain’t got but one. He jest keeps) playing ‘The Old Oaken Bucket’ over and over again.” “And you must be pretty well ac- quainted with it by this time?” “IT am. How much is this one?” “Fifty cents.” “Too much. How much for this?” “A quarter.” “Well,” she said, after passing it across her lips half a dozen times, “T think I will take this for his pres- ent. It seems all right.” “Tt is all right. Perhaps he will now learn some other air and sub- stitute it once in a while.” "Merey, but i 1 thought so I > wouldn’t buy this.’ “But why?” “Because he’s got his wind worked up to just the pitch for ‘The Old Oaken Bucket, and if he would switch off on to ‘Old Black Joe’ he bust and scatter himself all the kitchen. I’m not risking any new tunes around my house until after Joseph has made a will leaving everything to me.” —_++2—___. The Doctor Was Modest. A doctor on settling in a Northern town went to a friend who was the editor of the leading local paper, and said it would be of great service to him if a friendly paragraph would OVEer an- nouncing his advent were inserted. “Just sit down there at the desk the editor. “Oh, dear, no; I can’t write about myself.” “T think you can. Just give me | the points, if you are too modest | to say what you want, and I will | throw in the necessary strength.” The doctor sat down, and, after much spluttering, produced the fol- lowing modest piece of work: “Dr. Collier is, without doubt, the He is a perfect gentleman, and is one of the best surgeons in our town, if finest physician in our village. not the best. His charges are rea- sonable for a man who never loses a case, and we are glad to know that he ‘thas refused a lucrative prac- tice in another town in order to come to our village, where he will soon be highly esteemed for skill and tlemanly qualities. He is not an old man, but he is thoroughly experienc- ed, and never loses a case. We con- gen- gratulate the people of our enter- prising and beautiful town that he will remain in our midst.” Our registered guarantee under National Pure Food Laws is Serial No. $0 Walter Baker & Co.’s Chocolate Our Cocoa and Choco- late preparations are ABSOLUTELY PuRE— free from ccioring matter, chemical sol- vents, or adulterants of any kind, and are therefore in full con- formity to the requirements of all National and State Pure Food Laws. 48 HIGHEST AWARDS In Europe and America Walter Baker & Co. Ltd. Established 1780, Dorchester, Mass. Re stered U. ee Off. Are you supplying your customers with Jennings Flavoring Extracts? These are guaranteed to comply with the food laws and to give satisfaction in their use. Jennings Extract of Vanilla Jennings Terpeneless Lemon None better, and they have proved themselves to be exactly as we claim. Direct or jobber. See price current. Jennings Flavoring Extract Co. C. W. Jennings, Mgr. ESTABL Grand Rapids, Mich ISHED 1872 and the Not Like Any Other Extract. Send Order of National Grocer Co. Branches ORIGINAL TERPENELESS EXTRACT OF LEMON genuine Highest Grade Extracts. for Recipe Book and Special Offer. or Foote & Jenks, Jackson, Michigan Four Kinds of Tradesman Company - are manufactured by us and all sold on the same basis, irrespective of size, shape or denomination. send you samples and tell you all about the system if you are interested enough to ask us. Coupon Books We will Grand Rapids, Mich. 22 MICHIGAN TRADESMAN * CIVIC RIGHTEOUSNESS. Side Lights on a Virtue None Too Common.* The word “Right” stands by itself in our language as to its stability and explicitness. To qualify that word is to weaken it, because it is not susceptible to modification. An idea is right or it is not; an ambi- tion is right or it is not; a method is right or it is incorrect. And so in the philological evolu- tion during the ages .we gained the word Righteous and then icame the noun, Righteousness. But through all the development the genesis of the root word remains the same—to be straight, just and honest; to act in accordance with the highest moral standard. In this view of the case, this stern Puritanical estimate though it is, it is somewhat trying to accept the dec- laration of our friend and poet of 300 years ago, Alexander Pope, that “Whatever is is right.” I am not a fatalist, neither am | a serene philosopher, and still I have a sort of confidence in the old and homely phrase that about the only events that seem to be inevitable are Death and Taxes. I believe that the average man, no matter what may be his profession or his record, is normally the posses- sor of a clean cut, distinct moral sense which tells him on the instant that which is Right. As to the the- ory of atavism I feel sure that it is unfair to hark back three or four generations in order to dig up some helpless grandparent upon whom -we may place the fault of one or two dozen of our shortcomings. Rather let us credit those who have before with our upholding of high ideals, our exaltation of rigiht- eousness, honor, truth and justice—- that is to say, if we are in the habit of extoling those qualities; let ws ad- mit that we ‘have deteriorated be- cause of bent and environment. Or a gone It is not righteous to cover the names of men and women dead a hundred or more years with the ob- loquy of our faults. Rather let us admit that we have grown selfish, have lost track of Faith and Hope and Love and, unconsciously, per- haps, have become hidebound in our attachment to purposes of greed; too narrow in our appreciation of what we owe to others; too ready to mis- construe the aims of our neighbors, and too fond of indulging in ground- less suspicions. There’s a story told of a farmer in Paris township years ago—during Civil War times—who protested to a Grand Rapids merchant with whom he had traded for many years against paying $2.10 a pound for green tea. “It isn’t square, Jim,” he said to the merchant, “to soak me any such price as fiat” “Why not?” asked the merchant. “That’s the ruling price in Chicago.” “That may be,” responded the farmer, “but you told me yourself that you bought a big stock of tea *Address delivered by E. A. Stowe at annual banquet Burton Heights Board of Trade. just before the war broke out and were going to make a good thing out of it.” “So I did,” answered the mer- chant, “and I put all the money I could rake and scrape into cottons, denims, calicoes, and so on. And to- day Merrimac calicoes are selling for 40 cents a yard and the best cotton sheeting fetches the same price.” “And then you jump on us with your outrageous prices. It isn’t square, Jim,” deprecatingly declared the farmer once more. “Say, Abner,” said the merchant, “sold your wheat yet?” “Not much!” responded the farmer. “Why not? It’s better’n a dollar a bushel,” went on the merchant as he was tying up the pound of tea. “Yes, ’n’ it’s going to a dollar ’n’ the respect or confidence of his fel- low men. So much for the business side of our proposition. No, it does not stop there, because Civic Righteousness constitutes as important a factor in a business man’s equipment as do his confidence in his own judgment, his satisfaction over the accomplish- ment of a good result in his busi- ness; the joy he experiences with the | realization that he is making a suc- cess in business. Civic Righteous- ness prevents a man from undertak- ing in business to save his life by losing it; prevents him from making greater demands upon Nature than he is entitled to. “When a man grows old,” says Dr. Pearce Bailey, one of the foremost nerve specialists in America, “his of strong, straight and just charac- ters for men. Civic Righteousness is the prompt- er which whispers constantly to the inner consciousness of each man that which is the right thing to do, both for himself and his city; and no man lives who, failing to heed that whisper, failing to do that right thing, does not immediately realize that he has committed an error. Civic Righteousness does not urge any man to give of his holdings, material or spiritual, in excess of what the is able to bestow; but it has absolute contempt for that man who, by any one of a score of petty de- vices, attempts to deceive himself and the community of which he is a mem- ber by neglecting to contribute his just portion toward strengthening the > a half fore snow flies,” answered the farmer. Abner, but it isn’t fair for you to hold it for a better price. You could have sold it a month ago for go cents and it’s not right for you to compel city people—war wid- ows and all—to pay that extra 60 cents a bushel.” “I know, The farmer saw the point and—so the story goes—the merchant and the farmer went down cellar to sam- ple a brand that was six years old and that, costing less than 40 cents a gallon, was then retailing at $1.25 a gallon. I most emphatically do not be- lieve in. the every-man-for-himself- and-the-devil-take-the-hindmost poli- cy; but I do agree with equal fervor that a man may earn money, has the right to earn money and is in duty bound to earn money to the very best of his ability, provided he keeps with- in the bounds of righteousness; that when, in such an effort, he oversteps those bounds, he is not entitled to Garden of the Gods in Colorado. That is the way the Lord gets rid of us. De- terioration is, therefore, the natural tendency of the corpuscles. blood corpuscles degenerate. But we can do a great variety of things to bring that deterioration and degen- eration on before due. Of course, every man can endure a different de- gree of work. It is absolutely a mat- ter of individuality, and that is why the only gauge we have as to wheth- er a man is working too hard or not lies in certain danger signals that are set up by Nature. When they have been given it is time for a rest, and the wise man will! take it without losing time in consideration or doubt.” Civic Righteousness generates civ- ic pride and love for the city in which a man has his home and his business; it spurs a man to minister to its nobler life; it enlarges the ca- pacities of a man’s moral sense and breeds among men a corporate faith. Civic Righteousness is the corner stone of good citizenship, the builder Photographed by Ludwig Winternitz common business interests, the com- mon ethical interests, the common es- thetic interests. Civic Righteousness broadens a man’s view. He sees his entire city as a splendid entity whose welfare is his welfare; and he sees it not only as it is to-day, but as it will be ten, twenty or fifty years hence, pro- vided he does his duty. From this view point he sees his duty right. He knows that educational develop- ment along any line is necessarily slow; that patience, in working to- ward ‘high ideals, is an essential; that he must maintain an attitude of big- otry only as relates to the realiza- tion of those ideals; and in his ef- fort to help along toward the mas- tering of the curriculum set up he must be as ready to receive sugges- tions and act upon them, if they are worthy and within his power, as to give them. Civic Righteousness never prompts a man to set up an opinion based upon anything except actual knowl- edge and experience; never prompts him to intrude his theories as op- posed te demonstrated rules of ssci- ence or art. Your citizen who is ab- solutely righteous never employs a civil engineer to cut, fit and make a Prince Albert coat; never accepts the opinion of an iron moulder as to the best method for making a pair of shoes and never sends for a_ land- scape architect to plan an ocean steamship. What kind of a job of mural decoration would be done by a blacksmith and what would be the value of an artist’s effort to forge a horseshoe? The spirit of Civic Righteousness is the spirit of harmony which directs co-operative effort to the best results possible and always and_ necessarily in an educational direction. There are examples of statuary in the rotunda of the National Capitol at Washington which, judged by the more broadly and better grounded knowledge of to-day in regard to ar- tistic essentials, are positively repul- sive in their crudeness; yet they rep- resent the spirit of Civic Righteous- ness as it was understood sixty and eighty years ago in this country and as it is understood to-day. The spir- it is not at fault. It is the methods that are condemned. Fifty years ago Grand River, as it passed through the then small city, flowed on either side of perfectly beautiful islands, which if they had not been obliterated through greed and lack of Civic Righteousness would to-day be easily worth a mil- lion dollars to our city. Twenty-five years ago the city of Detroit paid $100,000 for Belle Isle with her 7o0o acres.. It was a case of Civic Right- eousness, and the spirit ‘has since that time caused the expendi- ture of nearly $2,000,000 upon that island. Six or seven years ago the city received a tentative offer (not born of Civic Righteousness) of $4,000,000 for that island, and, of course, Civic Righteousness prevail- ing, it was scornfully rejected. Be- yond any question an offer of $50,- 000,000 would be as readily rejected and the taxpayers of the city would applaud the act. Saimie The city of Cleveland has bonded itself for millions of dollars in or- der to pay for razing to the ground scores of good substantial business blocks; to pay for reorganizing the sewer system, the lighting system and the water system over a large area and for entirely remodeling the street system right down in the heart of the city. And why? Because the citizens of Cleveland have developed so broad and high a spirit of civic pride and righteousness that they desire to leave a monu- ment of their love for the unborn generations who are to people their city by building up a civic center which shall live and be an inspira- tion to all who may visit that city; a glorious impulse directing and helping all who may come later to higher ideals in landscape genuineness, honesty and beauty in architecture; purity and strength in growth and effort. The rehabilitation of the city of Washington, now well along, is the vistas, MICHIGAN TRADESMAN result of Civic Righteousness, for which the Nation is.to pay, and it will be one of the most profitable investments ever made by the United States Government, not only as an object lesson, but as a force enhanc- ing the value of every piece of real- ty in every village and city in the country, to say nothing of the moral value it bestows upon every commu- nity. The decision to carry out the plan of beautifying the city of Wash- ington in accordance with an elabora- tion of the original plan of Major L’Enfant was an easily solved prob- lem compared with the adoptionand carrying out of a civic center plan for the city of Cleveland. In Washing- ton if was not necessary to educate and develop the voting population to an appreciation of the project because the people do not vote in that city. The District Commission had the power by authority of Con- gress to authorize and adopt plans and to carry out the work. In the city of Cleveland, as in many other cities in this country, campaigns of education were neces- sary. Selfish interests had to be har- monized. Il] founded opposition had to be overcome. Hastily conceived and ridiculous theories had to be overcome and, finally, public senti- ment had to be unified in its under- standing and recognition of the tre- mendous value such an undertaking would bestow, not alone upon the entire city but upon all adjacent cit- ies and, in fact, the entire State of Ohio. Such a year and they are not planned for results are not obtained in one generation or a’ dozen genera- They are for all time and are planned to stand the test of You have a tions. time. example of such an effort, such a faith in Civic Righteousness, right own neighborhood. I know of none better anywhere. Your friend and neighbor, Charles W. Garfield, has spent his life in a campaign of Civic Righteousness. It has been consist- ent, insistent and persistent. He loves his neighbors, ‘he loves his city, his State and his Nation, and I will venture the assertion that the cam- paign he has carried on, and is still conducting with all the intellect, energy and enthusiasm at his com- mand, has cost him more actual cash than has been expended by any other citizen of Michigan in the way of public service. And I will venture another assertion, which is that he has found, and still finds, a greater meed of actual pleasure in his ef- forts than comes to any man who devotes himself purely and solely to what he calls ‘his business interests. splendid here in your And with this example before. you, with you and of you and for you, under all circumstances, I feel that I compass all that I can possibly sug- gest as to the merit of Civic Right- eolusness. —e—— Many Times a Grass Widower. Hewitt—How many - times have you been married? Jewett—So many, my boy, that I count the day lost when I don’t have to pay alimony. e THE GROGER WHO MIXES BRAINS WITH is always trying to make easiest way to make them recommend Shredded Wheat the food that supplies all the at smallest cost. most economical of cereal fo A Good Profit for You, : What More The cleanest, purest, most nutritious and The Natural Food Company, Niagara Falls, N. Y. HIS BUSINESS ‘‘satisfied customers’”—and the in these pinching times is to Biscuit and Triscuit energy needed for work or play ods. and a Satisfied Customer— Can You Ask? VERN S a pyc ay) X-strapped Truck Basket A Gold Brick is not a very paying invest- ment as a rule, nor is the buying of poor baskets. It pays to get the best. Made from Pounded Ash, with strong cross braces on either side, this Truck will stand up under the hardest kind of usage. It is very convenient in stores, ware- houses and factories. Let us quote you prices on thi or any other basket for which you may be in market. BALLOU MFG. CO., Belding, Mich. mc 2) 0 STE SEG ASSES ST eS cae That’s saying considerable, but hundreds of merchants who have bought from us know we make good our claims. We positively guarantee to save you money and give you a case of better quality. Our direct selling plan—from manufac- turer to merchant—makes this possible. We pay freight both ways if goods are not Sex we 24 MICHIGAN TRADESMAN DANGER SIGNAL OUT. Why the Newmans Didn’t Get Along Better. Written for the Tradesman. The Newmans were in society. So- ciety with a very large “S.” Ralph Fennell Clay Newman belonged to all the standard clubs of the city, including a poker club or two and the fashionable “Sunrise” Club. Why it was called the “Sunrise” no one had ever been able to find out. It was suspected, however, that it was called “Sunrise” because that was the time when most of the members went to bed. Mrs. Ralph Fennell Clay Newman belonged to a list of literary and so- cial clubs as long as Fighting Bob Evans’ trip around the horn, if such a comparison may be made. She could write articles on Shakespeare which were almost good enough to print, and she could talk of the mis- eries of dwellers in the slums and of the perils of life in the jungles of India until tears came into her own eyes. It was a pretty bad aft- ernoon—she pronounced it “awfter- noon”’—when she wasn’t out some- where teaching somebody something and trying with all the might of her tongue to make the people of the world better. And so the Newmans were consid- ered quite the thing in the city, save and except in financial circles. The credit men of the various retail hous- es were not stuck on the Newmans, nor were the grave-faced men who sat around tables in directors’ rooms at the banks. But, then, it is noth- ing to have money-grubbers down on one! Money is not’ everything! That is, not until you get down to where you are in doubt as to wheth- er there is a five-dollar bill left in the world, then you begin to con- cede that the money-grubbers are of some use in the economy of Nature! Newman was in the clothing busi- ness, and wasn’t doing very well. He had too much paper in the banks. His Eastern creditors made_ too many trips to his home city to see about those little accounts. No one appeared to know just what was the matter, but all realized that the dan- zer signal was out, and were back- ing off when the Newmans wanted extensive credit. When things get in this shape with a man the end: is not far off. As has already been said, no one appeared to know just what the matter was. One day Bar- ton found out what Newman’s inti- mates had known for a long time: Barton was proprietor of one of those stores where one can buy al- most anything to eat and drink, from a barrel of salt pork to a glass of the fizz stuff that comes out of the nickel-plated nose of the fountain. Barton was also proprietor, tem- porarily, of a freckled-faced young man named Gerald. Gerald was learning the grocery business. That is, he was learning the business when he wasn’t trying to teach it to men who had been in the business a score of years before he was born. Ger- ald was a youth in whom good and bad layers were sandwiched togeth- er, like streaks of fat and lean in prime breakfast bacon. He was quiet and polite, and rough and inclined to fight, and truthful, and the great- est liar for four blocks, just as one happened to catch him. One never could tell when he would break out into a string of talk as impertinent as it was truthful. One day Barton left Gerald in charge of the fizz department. This was a nicely-furnished room with a soda fountain on one side and a row of shelves and showcases on the other, and marble-topped tables and veneered-mahogany chairs in the cen- ter of the floor. This was where club women came after their liter- ary calisthenics and refreshed them- selves. Left alone and in charge Gerald tasted the cakes in the show- cases, investigated the candy, sam- pled most of the flavors at the foun- tain, and pronounced it all exceed- ingly fine. Then a bevy of ladies from a Woman’s Club designed to encour- age the homing instincts in the male biped came into the place and set- tled down on the veneered-mahogany chairs. At first they were telling Mrs. Ralph Fennell Clay Newman what a lovely time she had given them all. She had read a paper on Thackeray, in which the cussedness of Miss Becky Sharp had been set forth with commendable emphasis. “Tt must be perfectly lovely to be able to write such things,” said a sweet young wife in brown. “I’m going to study awfully hard and see if I can’t learn to do it.” said Mrs. Ralph Newman, “it is my What are you going ” “Come, girls, Fennell Clay treat to-day. to have?” Barton, who had just been up at the “Sunrise” Club trying to annexa few dollars from the care-free dogs who loitered there by day and play- ed poker by night, stood in the door- way as Gerald served the orders from the fountain. Up at the Club he had seen and heard Ralph Fennell Clay Newman, and that gentleman had been flushed with wine and throwing his credit around like three of a kind. “The man is a fool,’ thought Bar- ton, “and the woman ought to have more sense. Why, no man with a list of debts as long as the moral law has a right to sit there idle, guz- zling champagne on credit, and no woman with a flock of pretty chil- dren has a right to be guzzling soft drinks in public places. Newman is spending his creditors’ money at the Club, and she is eating out my sus- tenance here. I don’t believe I’ll ever get a cent for the stuff Gerald is dishing out to them, but I can’t make a kick right now. I’ll to see Newman.” “Now,” said Mrs. Ralph Fennell Clay Newman, after running up a five-dollar bill at the fountain, “TI’ll get a few things for dinner and go home. Ralph doesn’t often come home to dinner, but I presume the children and the servants will want something.” She ordered cake, and _ tinned goods, and fruit, and fancy ready-to- eat provisions until the bill was $5 have more. Of course she couldn’t carry them with her.. She had them sent up by special delivery. “T think ladies’ clubs are all right,” said the merchant, “but they can make a fool of any woman if she carries the fad to the extreme. I don’t wonder that Newman doesn't often go home to dinner! Stuffed olives, and potted ham, and French cheese, and oranges, and layer cake, and bakery pie! Wow! I guess it is a good thing for Newman that he takes his dinners at the Club! Say, kid,’ he added, turning to Gerald, who was watching the proceedings with a grin on his freckled face, “you go over to the ‘Sunrise’ Club and ask Mr. Ralph Fennell Clay Newman to come over here on a little matter of business. There’s about $200 on the books against him, and I want to get in ahead of the crash,” he added, in an undertone which was audible to the boy. “Say,” said Gerald, when at last he got through the line of colored servitors at the Club, and found Ralph Fennell Clay Newman sitting with his hat on the back of his head and his feet on the top of a table, “t?e boss wants you t’ come t’ t’e store—Barton’s. T’ere’s somethin’ doin’ over t’ere.” “Go on an’ sell your papers!” roar- ed Newman. “I’m busy.” “Say,” said the indignant Gerald, striking one of ‘his frank streaks, “yer wife’s over t’ere blowin’ herself good an’ plenty! She’s callin’ ’em in from t’e street to set ’em up to! I don’t believe t’e boss’ll stand fer much more! She's puttin’ up a bill t’at will make youse want t’ get into some bank w’en t’e cashier ain’t look- in’. She’s a peach on t’e order. Guess t’e whole bloomin’ Woman’s Club’s tere feedin’ off her. Boss wants you!” Ralph Fennell Clay Newman took down his feet and set his hat straight on his head. The Club mem- bers who had heard the youth’s re- marks put their hands into their pockets and walked away. It is at such times as this in the life of a man that he is strangely short of currency and his check book is in another coat! Ralph Fennell Clay Newman went to the washroom and_ soused his burning face in a marble basin and took a strong black cigar to change his breath. He was satisfied that if he remained in the presence of Ger- ald another minute he would tell the whole Club that his wife had been refused additional credit at Barton’s and was being held in duress as a hostage for payment of the house- hold account. To tell the truth, his Club friends did think something of the kind, but they did not say what they thought. After Gerald had mixed _ things properly, or improperly, rather, at the Club, he went back to the stqre and camped out close to Mrs. Ralph Fennell Clay Newman, whom _ he gazed at unblinkingly with his chin resting on the palms of his hands. “Say,” he said to her, in a moment, like an imp of mischief, “yer ol’ man’s adoin’ t’e gran’ over at t’e Club! He’s got t’e members so full o’ conversa- tion water t’at t‘ey’re corkin’ ’em up. He looks like he’d been t’rough a head-on c’lision wit’ a_ brewery! T’ere’ll be some kind o’ animiles in t’e wall paper in his room if he ain’t pulled off. Gee! I guess youse two got t’e rabbit foot! Youse bot’ blowin’ yerselves at t’e same time.” Mrs. Ralph Fennell Clay Newman was blushing and trying to look as if she were not. Her Club friends had business at the other end of the store. Many of them gave her a scornful glance as they passed out. It is so different after attention has been called to the skeleton hiding behind the closet door! “You’re an impudent, good-for- nothing boy!’ she finally found words to say, “and I’ll report you to Mr. Barton!” But she didn’t wait to do it then. She flounced out of the store, alone, and moved toward the “Sunrise” Club. At that minute Mr. Ralph Fennell Clay Newman was moving, in ec- centric waves of progress, toward Barton’s. They met at the corner of the street where their costly flat was situated. She took his arm without a word, and they were seen no more that night by the world at large, al- though the man missed a hot old poker game at the Club and the wom- an missed an essay on the use of the adjective in masculine speech at the Browning Club. “All right,” said Ralph, etc., at mid- night, when Mrs. Ralph, etc., gave him a chance to say a word, “I’ll quit if you will. Barton will fire Gerald and I'll give him a job.” “It is time you quit,” said the woman, “if you want to keep your business. The danger signal is out. People have found us both out! I'll quit!” And that is why Newman is still in business, and also why he_ has three of the loveliest, best-mannered little children in the ward! And I’m not saying a word against men’s clubs or women’s clubs, either, but only showing how things can go to the dickens when man and wife think more of putting on style at clubs than they do of business or home. Credit suffers, and people who feast at your expense talk behind your back, and, in short, the Red Light is out! Alfred B. Tozer. —_——— ea Felicitous. A New England man, who flatters himself upon his aptness in saying the proper thing at the proper time, re- cently revisited his old home in Ver- mont, whither he has not gone in ten years or more. Among those he met during the first day of his visit was a coquettish spinster, who, with a simper, said: “Ym Miss Mullins. You don’t re- member me, of course.” “Remember you!” exclaimed the New England gallant. “As if I could help doing so, Miss Mullins! Why, you are one of the landmarks of the town!” i Good intentions may give you speed on the way, but they will not always set you on the right track. _———_—>>o- You often will hear a bray from the head that thinks it looks leonine. MICHIGAN TRADESMAN Perpetual Half Fare Trade Excursions To Grand Rapids, Mich. Good Every Day in the Week The firms and corporations named below, Members of the Grand Rapids Board of Trade, have established permanent Every Day Trade Excursionsto Grand Rapids and will reimburse Merchants visiting this city and making purchases aggregating the amount hereinafter stated one-half the amount of their railroad fare. All that is necessary for any merchant making purchases of any of the firms named is to request a statement of the amount of his purchases in each place where such purchases are made, and if the total amount of same is as stated below the Secretary of the Grand Rapids Board of Trade, Board of ( ‘Trade Building, 97-99 Pearl St., will pay back in cash to such person one-half actual railroad fare. Amount of Purchases Required If living within 50 miles purchases made from any member of the following firms aggregate at least..............-. $100 00 If living within 75 miles and over 50, purchases made from any of the following firms aggregate ...........-.--.-. 150 00 If living within 100 miles and over 75, purchases made from any of the following firms aggregate ......... ....-.. 200 00 If living within 125 miles and over 100, purchases made from any of the following firms aggregate ...........---.+-. 250 00 If living within 150 miles and over 125, purchases made from any of the following firms aggregate ........ ....-+-- 300 00 If living within 175 miles and over 150, purchases made from any of the following firms aggregate ........-..-..---. 350 00 If living within 200 miles and over 175, purchases made from any of the following firms aggregate .........-..---+-. 400 00 If living within 225 miles and over 200, purchases made from any of the following firms aggregate .....-...-.--- -.. 450 00 If living within 250 miles and over 225, purchases made from any of the following firms aggregate .......--......--. 500 00 as purchases made of any other firms will not count toward the amount Read Carefully the Names of purchases required. Ask for ‘‘Purchaser’s Certificate’ as soon as you are through buying in each place. | ART GLASS COMMISSION—FRUITS, BUT- HARDWARE -<—- Doring Art Glass Studio. AUTOMOBILES Adams & Hart Richmond, Jarvis Co. TER, EGGS, ETC. Bradford & Co. Cc. D. Crittenden J. G. Doan E. E. Hewitt BELTING AND MILL SUP- PLIES BAKERS Hill Bakery National Biscuit Co. A. M. Scott Bakery F. Raniville Studley & Barclay BICYCLES AND SPORTING GOODS W. B. Jarvis CO., Ltd. BOOKS, STATIONERY AND PAPER Edwards-Hine Co. Grand Rapids Stationery Co. Mills Paper Co. M. B. & W. Paper Co. _ BREWERS Grand Rapids Brewing Co. CARPET SWEEPERS Bissell Carpet Sweeper Co. CEMENT, LIME AND COAL 8. P. Bennett Fuel & Ice Co. A. B. Knowlson 8. A. Morman & Co. CIGARS AND TOBACCO Woodhouse Co. CIGAR MANUFACTURERS G. J. Johnson Cigar Co. Geo. H. Seymour & Co. CLOTHING AND KNIT GOODS Clapp Clothing Co. Ideal Clothing Co. Yuille-Zemurray Co. CONFECTIONERS A. E. Brooks & Co. Putnam Factory Nat’l Candy Co. CROCKERY, HOUSE’ FUR- NISHINGS Leonard Crockery Co. G. B. Notion & Crockery Co. DRUGS AND DRUG SUN- DRIES Hazeltine & Perkins Drug Co. DRY GOODS Grand Rapids Dry Goods Co. P. Steketee & Sons ELECTRIC SUPPLIES Lewis Electric Co. Lynch & Ball Co. M. B. Wheeler Co. FLAVORING EXTRACTS AND PERFUMES Jennings Manufacturing Co. GAS ENGINES Lynch & Ball Co. GRAIN, FLOUR AND FEED G. R. Grain & Milling Co. Valley City Milling Co. Voigt Milling Co. Wykes & Co. GROCERS Judson Grocer Co. Lemon & Wheeler Co. Musselman Grocer Co. Worden Grocer Co. Clark-Rutka-Weaver Co. Foster, Stevens & Co. HEARSES AND AMBULANCE Michigan Hearse & Carriage Co- Hufl WATER—STEAM AND BATH HEATERS Rapid Heater Co. ICE CREAM Kelley Ice Cream Co. LOOSE LEAF GOODS AND MANUFACTURING STATIONERS Edwards-Hine Co. MEATS, FISH, OYSTERS & FANCY GROCERIES. Dettenthaler Market MEN’S FURNISHINGS. Otto Weber Co. MILLINERY Corl, Knott & Co. MUSIC AND MUSICAL IN- STRUMENTS Julius A. J. Friedrich or LS Standard Oil Co. PAINTS, OILS AND GLASS V. C. Glass & Paint Co. Harvey & Seymour Co. Heystek & Canfied Co. Pittsburg Plate Glass Co. PIPE, PUMPS, HEATING AND MILL SUPPLIES Grand Rapids Supply Co. SHOES, RUBBERS AND FIND- Gs IN Herold-Bertsch Shoe Co. Hirth-Krause Co. Geo. H. Reeder & Co. Rindge, Kalmbach, Logie & Co. Ltd. PLUMBING AND HEATING SUPPLIES Ferguson Supply Co. Ltd. The Federal Co. Wolverine Brass Co. POST CARDS AND NOVEL- TIES W. P. Canaan READY ROOFING AND ROOF- ING MATERIAL H. M. Reynolds Roofiing Co. SADDLERY HARDWARE Brown & Sehler Co. Sherwocd Hall Co., Ltd. SAFES Grand Rapids Safe Co. SAUSAGE MANUFACTURER Bradford & Co. SEEDS AND POULTRY SUP- PLIES A. J. Brown Seed Co. SHOW CASES AND STORE FIXTURES Grand Rapids Fixtures Co. STOVES AND RANGES Wormnest Stove & Range Co. TELEPHONE COMPANIES Citizens Telephone Co. Mich. State Telephone Co. TINNERS’ AND ROOFERS’ SUPPLIES Wm. Brummeler & Sons W. C. Hopson & Co. UNDERTAKERS’ svUPPLIES Durfee Embalming Fluid Co. Powers & Walker Casket Co. UPHOLSTERING SUPPLIES A. F. Burch Co. WALL FINISH Alabastine Co, Anti-Kalsomine Co. WALL PAPER Harvey & Seymour Co. Heystek & Ganfield Co. WHOLESALE FRUITS Vinkemulder & Company WINES AND LIQUORS Dettenthaler Market If you leave the city without having secured the rebate on your ticket, mail your certificates to the Grand Rapids Board | of Trade and the Secretary will emit the amount if sent to him within ten days from date of certificates. yt de aid angle ea egy Ai pen 26 MICHIGAN TRADESMAN FIFTY YEARS AGO. How Things Looked To Our Most Useful Citizen.* It is quite proper to ask a man past the meridian of life to talk about the “has beens,” but it may not be always a part of wisdom to select him to give counsel as to the “should bes.” I note how naturally men and women who have had a generation or more of active experience in life drop into a reminiscent mood. The things of yesterday do not seem to have made a very strong impression upon the memory, while the facts of thirty or more years ago seem to arise quite vividly in the mind. I am not very certain as to the accu- racy of these memories. The imag- ination, it seems to me, is often al- lowed pretty free play in recounting the incidents of former days. Fifty years ago to-day, with my father and mother and little sister who afterward passed into the other life, I stepped upon a fishing smack at Milwaukee and headed toward Grand Haven. Fogs and headwinds retarded the passage and it was not until the last day of March that our belongings were transferred to the old Nebraska, which plied to and fro on Grand River. We traversed this highway to the rear of the Barnard House, making our first night in Grand Rapids as guests at this his- toric establishment. I recall with great distinctness the beautiful April morning when we first saw Burton Farm. The contrasting conditions of vegetation here and at Milwaukee were very striking. , Upon the farm owned by Squire Miller, upon which this church now stands, there were the stone house at the top of the hill and a tenant house within a stone’s throw of this spot. In that house lived Mr. Winchell. who for nearly twenty years after that was the cloest companion of my father. He thad come into this region from the Genesee Valley, New York, a year previously. With my hand in my father’s we sauntered over to this near neighbor’s and father asked Mr. Winchell the “After a years experience, how do you like it here as compared with New York?” “There is no comparison,” he said. “Western New York is a_ garden: Western Michigan is pretty near a wilderness. I hate a country where you have to eat pumpkin sass and ” question, Western call it apple sass. And in truth our experience during the first two years of our sojourn here rather emphasized the verity of the old song: “Its barren hills and sandy plains And the little that the farmer gains He may work and toi] and do all he can. He will soon get poor in Michigan.” “Rye and injun” during those first two years was truly our staff of life. My father’s contemporaries were the second set of immigrants. The Butlers, the Simonds, the Winchells. the Denisons, the Hoyts and the AI- gers were among these people, the first set having been the Guilds, the Burtoris. the Ballards, the Galushas and the Winsors. *Address by Hon. Charles W. Garfield at annual banquet Burton Heights Board of Trade. With all the privations during those Hesaine thickly settled and put on earlier years of my experience here, there were great joy and keen satis- faction. This was an ideal country neighborhood. The school was the civic, social, business and religious center. The entire neighborhood was devoted to the cause of educa- tion, and while nearly every religious sect was represented, Orthodox and Heterodox and Jew, we still came to- gether quite regularly to Adventist services on Sunday in the school- house. The members of the commu- nity came near to each other; they were very helpful to each other and thoughtful of each other. There were a cordiality and a unity and a neigh- borly feeling which gave character and sweetness to life. I earned my first money husking corn for Mr. Denison, only a few city airs. The tree planting and the tree sav- ing of those earlier days along our highways give character and beauty to our roadsides. All honor to the men and women who were thought- ful enough for the next generation to plant and save these trees to contrib- ute to the beauty and satisfaction of life here to-day. The wondrous changes which have been wrought in the physical condi- tions of this neighborhood thave only been paralleled by similar changes in social, educational and sanitary con- ditions. The problems of to-day were unthought of in those earlier years. The questions presented for solution at that time were simple, compared with those which attach themselves to our complexity of life. Chas. W. Garfield, Grand Rapids’ Most Useful Citizen. rods eastward from where you are enjoying this banquet, and I spent it al! for a dictionary, which became very useful to me in after years. We had reading circles and singing schools and debating societies and social functions in which old and young joined for mutual and entertainment. £ OFT progress We were proud the contingent which this neigh- borhood contributed to fight the bat- tles of the Union during the Civil War. The farms grew to be more productive and they were divided It was a thrifty, widely known neighborhood. One of the strange things with re- gard to the rapid settlement in these récent years is the fact that ‘the lat- est cleared land lying just west of Division street and north and south of Burton avenue was the first to into smaller parcels. But I apprehend if we could bring to bear upon our own problems the same spirit of cordial helpfulness and willingness to serve our neighbors as characterized the earlier life of this neighborhood, we would have little difficulty in bringing about conditions which would add greatly tothe value of our neighborhood life. There are some things which pos- sibly I can mention in these few min- utes that occur to me as important to the schedule of our practical con- fession of faith. Let me enumerate a few of them: 1. IT will keep my back yardand the alley in the rear of me clean and wholesome. 2. My home shall be my king- dom. I will make it sweet and attrac- tive, an example of thrift, harmony and good cheer. 3. I will love my neighbor andtry my best to make him a better neigh- bor, that we may both be happy. | 4. I will lend a hand in every pos- sible way and on every possible oc- casion to make my part of the town more attractive. 5. I willtake a deep interest in my school and contribute to its well-be- ing and well-doingy 6. I will stand for any plan that promises to increase the usefulness of our church influence. 7. I will forever and always stand for the best local government and do my best to place good citizenship be- fore party loyalty. 8. I will try to so live in this com- munity that if I am called hence sooner or later this corner of the world will be a little better because I have been here. It would be very easy to string out these articles of faith, but if the ones that I have mentioned should be lived up to, to the best of our ability, we would have a marked neighbor- hood. There would be none like ‘t anywhere about Grand Rapids. The fame of it would spread abroad; the value of it would enter and become a part of the character of every child of the neighborhood. It would seem as if such simpl> propositions ought to affect our judg- ment and activity. However, the man whose barn is unkept, who has a foul closet upon ‘his premises or a bad smelling drain can not make a very effective speech in criticising the Board of Health. The man whose back yard is littered with rubbish is not the one best calculated to make a fight for a cleaner city. The per- son who thoughtlessly and carelessly leaves his wheelbarrow standing across the side path for somebody to fall over in a dark night has not the moral right to complain of the street car company or the railroad corporation for carelessness. The owner of a home who fastens his gate with a string, whose walk to the house leads anywhere but naturally toward his door, whose well and cis- tern are remote from the daily ac- tivities of the housekeeper, has no right to rant about imperfect street signs, irregular house numbers, or, in truth, any of the inconveniences of a city. You who as a matter of ease give your money to the mendicant to get rid of him and will take no pains to ascertain his worthiness have no ex- cuses for finding fault with the mis- sionary society or the charity orzani- zation for any delinquency which comes under your purview. You fa- ther and mother who can not quite locate your children during — their waking hours, who do not know that they are a trial to their neighbors and a menace to the neighborhood, may make ever so good a talk at the lit- erary society or contribute ever so well written an article to the newspa- per columns on good government; you will not find ready listeners or readers, for your practice doesn’t give warrant to you for teaching others. Oharacter which is founded upon right motive and a good life is the greatest influence for the betterment of every factor in the neighborhood. MICHIGAN TRADESMAN 27 Our future, the “should bes,” is based upon the character of the individuals in the community. Our influence and usefulness depend upon minimizing our differences and emphasizing the essentials of right living. Public spirit, harmony of action and persistence in living the Golden Rule can make this neighborhood on Burton Heights an object lesson in civic progress. We will. not make progress by stopping to criticise each other. We must sometimes admit that perhaps we are wrong and our neighbors are right when we differ from them. We must, if we make our influence felt in the community, begin at our homes and work out- wards and always be ready to lend a hand. We must not forget the neigh- borhood virtues of our forefathers, and we must not expect too much of others when we are not willing each of us to do our part. Above all things, the vital thing in any community is to see to the right development of the boys and girls, who are quickly to be the men and women in the community. Any neglect of our duty to them is repre- hensible. The responsibilities of business, the cares of active life must never lead to the neglect of our best crop, and it is well for us all not simply to get a living but to develop a lite. —_—_2+»—___ One Came Back. “When this little panic set in,” said the man who hadn’t smiled for the Inst hour, “I had a bank im a good-sized village in Indiana. I had lived in the town since my birth, I held three or four public offices, and it went without saying that I was an honest man. The deposits in my bank amounted to less than $50,000, and I had $65,000 in the vaults. My patrons came with a rush. I took them into the vaults and showed them that I had thousands over and above, but it wouldn’t quiet them. One after another called for his cash and got it, and I finally got along to the last man. He was an old farmer and had $30 with me. “‘Tim, he said as he drew a cneck for it, ‘I believe you are the honest- est man in the State of Indiana.’ “*Then why do you draw your money out?’ “‘Tt’s because I lack confidence in the general situation.’ “Well, when you get it back come around and see me.’ “I have kept the bank opened right along,” continued the banker, “but having no depositors I have had no business. The other day the old farmer dropped in to say: “Well, Jim, how’s she going? “‘Pretty slow, Uncle Abe.’ “Ves, I reckon. Purty slow, but moving along. Say, now, I want to deposit two dollars.’ ‘As: much: as. that?’ ““Ves, two hull dollars. My two cows have had twin calves, I’ve had a bile and got over it, the old woman’s rheumatism is better, and take it all around I’ve concluded to have two dollars’ wuth of confidence in the durned old country and let Receive Return Goods Wi -| “An even exchange i i eceive Return Pi s ith Suav | An even exchange is no robbery, BRUSH ES |saith the old proverb. Written for the Tradesman. . |for household use, furniture factories, rail- Meee aaah i: {| Very true. But when a clerk 1s|roads, mills, foundries, etc. Floor brooms, No trouble to exchange goods. lade 66 much a6 requested to consider counter, wall and ceiling dusters. Made by ‘c fa ' ¥ eo = i i e Goods cheerfully exchanged or experienced workmen from the highest gra lan “ev cchz to take back | material. i money refunded, as you wish.” | es exchange,” but to take back MICHIGAN BRUSH CO. : lonce-delivered goods and _ cash-up/241 So. Division St. Grand Rapids, Mich. | c How often you see the above or|their selling price, that is when ‘he| vee CASH CARRIERS similar expressions in advertisements | must “smile and smile and be a That Will Save You Money In Cost and Operation of the merchants of any town you | yillain’—for he is very likely to have might select. Store Fixtures and Equipment for Merchants in Every Line. . Write Us. ‘some thoughts arise that border on the But is it true? \‘villainous,” if they do not actually As to the first sentence, it may not encroach upon it. really be a “trouble to exchange | But here, too, should an amiable CURTIS-LEGER FIXTURE CO. a oe | : oa 25 Jackson Boulevard, Chicago goods, but often and often the i demeanor be displayed. clerk doing the exchamgin must| =. . ging | The clerk should think: look upon it as a decided annoyance, | if there is anything to be inferred | by black looks and ungracious man- ner—and possibly cross speech. “Well, how very foolish to let a small vexation like this have weight with me. If I present an unruffled front, this customer will probably ap- |preciate my suavity and give me his |patronage, or a goodly part of it, If the stores did not advertise, gra- tuitously, to perform this favor for the buying public, the case would be a distinctly different. If a clerk were eae Now OF. pestered to take back merchandise So the and give something else in place of pockets his momentary displeasure it “on his own hook,” there might and expresses good-comradeship by be cause for irritation, although even |his cordial manner and cheerful con- then there would be no call for its|versation in regard to the reappear- Seals Ftc expression in looks, manner or, worse |!"S merchandise. 9 : ; : > ; : a Te e such behavior wi ao yet, words. But, when the mer Ten to one such behavior will ce Send for Catalogue at see what chant, as it were, guarantees polite|ment customers, whereas the oppo- we Offer. treatment towards those who, for any |site will so exasperate them that the reason, are dissatisfied with their|store will lose a large share of their Detroit Rubber Stamp Co. purchases and wish to get some-j|patronage, if not their permanent 99 Griswold St. Detroit, Mich thing else in their place, the role for | support. J. Alcott. ' 7 the clerk to assume is that of the courteous mediator. Get our prices and try our work when you need Rubber and really sensible employe : = = 1,000 Candle Power [one of these Lamps i One Gallon of h Safe, Powerful, Light at LessThan g,, Lightsa iq Gasoline Ope- {9 Economical, One-Quarter r 30x40 ft.Room [| rates One pe The Cost of eo > as op S heme nc +e = as Sun- ’ to Electricity “shine [ non —=—S CSCS = If the transaction leaves a rankle in the mind of the customer he is quite apt to give this establishment | the go-by the next time—and subse- | quent times—when he ‘thas meed of articles such as are carried in the department presided over by the clerk who showed a grouchy nature when asked to give an equivalent for returned objects. | | | | | ae . | | | | Illuminate Your Store, Church or Factory With Our New not, necessarily, break up a dealer’s | -_— bt . ” 66 ” | S “Twin Inverted” or “Duplex business, but how, think you, would | s ‘f all the clerking force pur- Center Generating Arc, Hollow Wire System Lamps it be. it sued such a course? | and draw trade after dark. This is the most powerful, simple and safest system of light- foe es ic arse ea) ing ever placed on the market. These lamps pay for themselves in a short time. Nothing But the “money refunded” is where! — gise like it anywhere. We are the sole manufacturers. Write for Catalog M. T. Ae ae seek wel a the shoe pinches the worst with most) BRILLIANT GAS LAMP Co. 42 STATE ST., CHICAGO clerks. One clerk in a store who exhibited | . ee | a disposition to be ungenerous would | All things must be judged. Put Wingold Flour to any test you like, compare it with any brand to be had and we know you will find rede el ) B3 woRL®. x — Milled by our patent process, from the choicest se- lected wheat, scrupulously cleaned and never touched by the human hand in the process of making; cheaper to use because it goes farther than any other flour. Ask your grocer. [7 e4sV wm bake with BAY STATE MILLING Co, :: :: WINGOLD FLOUR Winona, Minnesota. her bust or make good!” LEMON & WHEELER CO., Wholesale Distributors nauign a rey REE i ee 28 MICHIGAN TRADESMAN CLEVER CON WOMAN. How She Eluded the Grasp of the Detective. Because woman, or anything ap- pertaining to or hinting at woman, was forbidden in the two grimy, comfortable little rooms which John Ford and myself haughtily referred to as our “chambers,” the presence of a woman’s glove, a long, dainty silk glove, on the table consecrated to our varied collection of pipes, ci- gar holders, tobacco pouches, and other things kept and sold at a fourth class cigar store, was disturb- ing. That innocent silk glove seemed to dominate the room. I saw at first of all when I came through the door. I saw it above all as I stood and sur- veyed the establishment. It lay like a black serpent, sinister in its sug- gestion of the significance of wom- en’s gloves in bachelor apartments. I looked in terror at Ford. Had some Delilah stolen away this Py- thias of mine? Was Ford going the way so many good men have gone before—going to get married? Was I to lose my roommate? “Tell me the worst,” I cried. “Who is she, and what is she to you?” Then Ford laughed. “She’s the cleverest con woman that I ever had the pleasure of know- ing,” he said. “She’s only a memory to me now.” “But why this?” I demanded, point- ing at the glove. “A souvenir,’ said Ford. “She left that me—left me holding it while she flitted away to fairer and probably more profitable climes.” “Good!” I vented a sigh of relief and sat down. I filled a pipe and began to smoke in peace. The dan- ger was past. Ford was not going to get married. “Tell me the story,” I command- ed. “Tell me the tale of the woman who beat the great John Ford.” “She beat me, sure enough,” he began. “She left me a glove for a keepsake—nothing more. At the same time, fanciful scoffer, I do not wish to be considered as admitting failure on the part of my half of the sketch. You may remember that I often have expressed myself on the subject of the cleverness and subtlety of wom- an as compared with those qualities in man. Man is clever and subtle enough for his own purposes. This means that when he’s dealing with other men he’s a pretty crafty crea- ture himself. Consequently confine himself to his own as much as is possible, for once he begins to travel out of his sphere, once with he should own he begins to display his craftiness and subtlety among the fair sex, he begins to resemble a sacred bullock doing a buck and wing dance in com- petition with a bunch of nimble toed fairies. “While not for a minute admitting failure in the case of Aggie Deyo and the United Dry Goods Company, T will say that Aggie made the crowd of us look clumsy when it came to the denouement. “Aggie wasn’t the name that the United Dry Goods Company had been handed by Sister Deyo. Aggie was the name that she admitted only when in the hands of friends It was her private, personal name, so_ to speak. Her other names changed along with the color of her hair and the size of her eyebrows. And every tame she made one of these whole- sale changes somebody found them- selves short of money. “That was Aggie’s vocation, to make people short through those changes. She’d been doing it ever since the day when she discovered how easy it was for her to make men—business men—look like her bank account, and the history of her operations would make good reading —for everybody but the unlucky ones who had been stuck. They might not care for it. One of the pecu- liarly delicate touches to Aggie’s work was that she actually put her victims in a position wiich they wouldn’t care to have exposed to the view of an unsympathetic public. “Aggie—but I was going to tell the story of the United Dry Goods Company: “You heard of the firm a few years ago, I suppose. It doesn’t exist now. It went out of this world in a grand crash about ten months ago and it failed because of the. circumstances and conditions upon which Miss Deyo played in the case under con- sideration. “The firm was something new in business organizations. It was a co- operative consolidation of a lot of allied interests, jobbers and mill and factory agents, who had come to an agreement and founded the United Dry Goods Company, a corporation which was in reality made up of six different firms. That is, there were six departments, each one handling its own business, each conducting its affairs separately from all the rest, and all bound together to get the economical and aggressive benefits that come from concentration. “By their consolidation they made themselves a big factor in the va- rious lines that they represented. They had a big place and a big name for advertising purposes and they began to cut into the business of their competitors in a way that made the latter uneasy. “The competitors began to fight back at the big company and the first thing they knew there was the mer- riest sort of a commercial Price cutting, new selling campaigns, war on. advertising, big and a constant hunt for advantages became the rule, and the United Dry Goods Company guarded its plans business se- crets like misers guarding their gold. and “There you have the ground plan, the the conditions that made Aggie Deyo turn her attention to the United Dry Goods Company. And now I get into the action my- self. ““Mr. Ford,’ says the President of the United Company, ‘we are in trou- ble.’ “I bowed. ‘I should hardly expect you to send for me if you were not,’ I said. “‘Naturallly not,’ says he. ‘Your business is unraveling other people’s troubles. Hence we call you in. Our scenario of trouble is of a serious, I might say almost fatal, nature. It is something that strikes at the roots of a business such as ours. Somebody is stealing our plans. We suspect one of our competitors.’ “Does this competitor have access to your business secrets?’ I asked. “"No, not to the best of our knowledge,’ said he. ‘But he re- ceives them and benefits by them, so necessarily he must be able to get at them somehow.’ ““Who knows these secrets in this establishment?’ “*The officers, of course, few trusted employes.’ and 2 ““Then if your competitor had ac- cess to these trusted employes he could get your secrets?’ ““Mr. Ford, said he indignantly, ‘these are trusted employes.’ ““Well?’ “*They are loyal, strictly and com- pletely loyal, to this firm. Else they would not be trusted,’ ““Memo,’ said I to myself: ‘this man has not had much real experi- ence.’ To the President I said: ‘Tell me some more about these secrets that are being stolen.’ “Well, sir,’ he said, ‘they include about everything that we take pre- cautions to keep from falling into our competitors’ hands. First, there was an important list of special prizes to be made to several special large customers through a secret re- bate plan of ours. This list our com- petitor printed and circulated broad- cast among our small customers, and The Case With a Conscience is precisely what its name indicates. Honestly made—exactly as_ de- scribed—guaranteed satisfactory. Same thing holds on our DE- PENDABLE FIXTURES. GRAND RAPIDS FIXTURES CO. Grand Rapids, Mich. Jefferson and Cottage Grove Avenues 701-705 Indiana Ave. The Perfection Cheese Cutter Cuts out your exact profit from every cheese Adds to appearance of store and increases cheese trade Manufactured only by The American Computing Co. Indianapolis, Ind The Eveready Gas System Requires No Generating Nothing like it now “ on the market. No worry, no work, nc odor, no smoke, NOISELESS. Always ready for instant use. Turn on the gas and light the same as city gas. descriptive matter at once. Department No. 10 Can be installed for a very small amount. Send for EVEREADY GAS COMPANY Lake and Curtis Streets Chicago, Ill. has proved popular. paid for about ten years. A HOME INVESTMENT Where you know all about the business, the management, the officers HAS REAL ADVANTAGES For this reason, among others, the stock of THE CITIZENS TELEPHONE CO. Its quarterly cash dividends of two per cent. have been In vestigate the proposition. MICHIGAN TRADESMAN it cost us $2,500 to explain it ina way to leave no bad effects. “‘*Next there was the secret of a new article in woolen novelties— something entirely new. Our com- petitor got hold of this secret and had the article ready for the mar- ket on the same day as ourselves. We had advertised it as our own ex- clusive goods and it made us appear ridiculous. “There was a new advertising and selling campaign which we had plan- ned and which the other man put in- to operation ahead of us. So see how serious our trouble is.’ you “Ves, I saw. I’d seen several es like it. It was a mere case of get- ting the particular employe that the other fellow had got to with a bribe. “Tt looked pretty simple. There were six men in the firm who knew about the stuff that had been stolen. They were to be listed among the possibilities, but scarcely selected as the probable ones. Then there were two private secretaries and the of- fice manager, in all nine possibilities, Ccas- with three that were probable. It didn’t look hard. You see, I didn't know that Miss Deyo was on_ the job. “T began to work on the three em- ployes by the simple method of sift- ing their past and present down to the last kernel and watching particu- larly for any indications of their leaving their present positions and going over to the enemy. That's the regular thing, you know—open nego- tiations with a new firm and estab- lish yourself by giving them the se- crets. of the old one. “But there was nothing of that sort here, or if there ‘was it was so well hidden as to be non-existent for my purposes, and I was forced to that my probabilities didn’t even’ turn out to be possible. “Then I went to work on the six officers, and when I saw them turn out the same way I began to sit up and take notice. “And it was then that I noticed Aggie Deyo. I’d seen her*half a dozen times before, but I hadn't rec- ognized her until I began looking for Scc the unusual. Aggie was that, all right. She was a stenographer in the manager’s office. Her hair and eyebrows had changed, but I saw it was Aggie as soon as I noticed her watching me out of the corner of her eye. “That always is a giveaway. It leads to closer scrutiny. I scrutin- ized more closely, and that common, ordinary stenographer resolved her- self into Aggie, one of the smooth- est young women that conned a business man and whom I had met years before in a little department store case where she was the star performer for the opposition. “After that I quit working. Aggie was too smooth a girl to try the total denial gag once I had let her see that I saw through the changed hair. “ Keays) PEANUT ROASTERS aes and CORN POPPERS. Great Variety, $8.50 to $350.06 EASY TERMS. Catalog Free. KINGERY MFG. CO.,106-108 E, Pearl St.,Cincinnati,O, ee The best work shoes bear the MAYER Trade Mark. Foresight is better than hindsight. Foresee your telephonic requirements and you will never suffer for lack of serv- ice. ORDER TODAY. “Use the Bell” ICHIGAN SHOECOMPAN Wholesale Shoes and Rubbers \ State, Main TELEPHONES - | Home, City 248 Detroit MICHIGAN TRADESMAN =a ~ ee eee. = : - 262 2 = Pe St Son - — 5 |S 2 2 esa ee 2 ZZ Se Be oe ZS = Pp f r= ean WS: UOT Do ee kK x mi) its % ll J | —f ~<* y li, * Successful Salesmanship in the Hard- me, and who impressed me as a ware Store.* j I regard good salesmanship as of! ‘dull business was, I always emgaged the first importance in the conduct of the retail hardware business. Here | let me say that I will treat on sales- | manship both of wholesale and re- tail houses, and I may mix them uf) a bit; if I do, kindly pardon it, as I have ‘had experience in both, and they are so interlinked in the same i“crackerjack” salesman, get away— no matter how full we were, or how him. The qualities of a salesman have been so often written up. that it seems superfluous to recite them, but in simple language I would say he |must be as wise as a serpent and as harmless as a dove. qualities that one can hardly speak | of one without reference to the other. I say, therefore, that salesmanship is | the most important factor in the suc- cessful conduct of the hardware busi- ness. The best evidence I can give of the sincerity of this statement is the fact that during all of the time that I actively managed our business I gave most all of my time to the selling of goods. When it came to buying I would do that largely on honor of the man I was trading with, and make short work of it, I assure you, so that I could get back to the selling end of the business as quickly as possible. I remember once buying a bill of pocket knives of Mr. Graef, who afterward said that I bought over four thousand dozen assorted pocket knives in less than thirty min- utes. Let me.say in passing that my experience in trading “on honor” with manufacturers and their sales- men was always satisfactory, for never did one of them betray the trust I put in him. Don’t draw the conclusion from what I have just said that I do not regard the buying end as important, for I do—the stock of goods you have to sell is the foun- dation stone of your business house. and all know that we unless our house has a good, solid foundation. the floods and the winds will soon destroy it; but I mean that the buy- ing is, so far as price is concerned, far less important than the selling: for I take it that the difference in price on articles of equal, or nearly equal, ‘value is not 5 per cent. and therefore of far less importance than the selling end. The old adage that “goods well bought are half sold” is obsolete and is to-day misleading: goods should be well bought, but if so, it does not necessarily follow that they are half sold. tact, good nature and diplomacy to sell them. wholesale busi- salesman is the the road Speaking of ness, a good most independent man engaged in the | business; his wares (and by that I mean his salesmanship) are always in my active Y *Address by E. C. Simmons be * ‘riser I can hardly explain, He must have capacity, health, in- dustry, integrity and be an early ris- er. Just why he must be an early except that the head is clearer and one is able to plan better by early rising than otherwise; but this I do know— ‘that all of these men whose names. I It requires brains, | ily in his favor, but I |many good absolute have mentioned as being very suc- cessful salesmen have been early ris- ers. gIndustry is essential because no man can possibly succeed in large measure in the hardware business— wholesale or retail—unless he is a worker. It is a business of sach great detail that he must work hard, real hard, or go to the “financial gravevard.” Health necessary to enable him to do the work required, and integrity must possess him, be- cause if he is untruthful he can not command the respect and confidence of customers, and without that his success will be small. To these qual- ities must be added tact and diplo- macy. He should never contradict a customer—it never pays. One may differ pleasantly without contradict- ing. He should be a good mixer and is ‘cultivate such habits of thought and conversation will make him a welcome guest wherever he goes, and the better posted he is on general as topics outside of his business the more welcome and more successful he will he. I would impress upon your minds the great value of good “small talk,” properly applied, as a most important kelp to any salesman. I mean this to apply to the retail salesman, as well as to the road man representing the jokber. I am often asked if a good retail salesman will necessarily be successful as a wholesale salesman. [ say most emphatically NO—not The fact that he had heen a good retail salesman is great- necessarily, known make The have salesmen as road retail failures to men, |qualities required are different. The customer who comes to the retail store has a distinct want—he asks for some given article that he needs, and demand, for during all the time of it is then up to the salesman to sell direction of the business | [ never had a man who applied to) : |parts: but with the traveling man it fore the: : : National Retail Hardware Association. \is quite the opposite. it to him and to sell something else, if possible, before the customer de- He enters a man’s store, and is told at once— there’s nothing doing—don’t want a thing this time, etc. etc. and then is when the “Master Mechanic” sales- man gets in his work, and convinces the merchant he does want some- thing, and before he leaves, he has booked a ‘handsome order from the man “who didn’t want a thing.” It is a contest of intellect; a triumph of — The Clipper fest 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 VULCANITE ROOFING Best Ready Roofing Known 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. Good in any climate. We are agents for Michigan and solicit accounts of merchants every- where. Write for descriptive cir- cular and: advertising matter. Grand Rapids Paper Co. 20 Pearl St., Grand Rapids Improve Your Store Up-to-date fixtures are your best asset and greatest trade winner. Send for our catalogue showing the latest ideas in modern store outfitting. GRAND RAPIDS SHOW CASE CO. GRAND RAPIDS, MICH. New York Office, 750 Broadway (Same floor as McKenna Bros. Brass Co.) St. Louis Office, 1331 Washington Ave. Under our own management The Largest Show Case Plant in the World at fr a IOWA DAIRY SEPARATOR CO., iority of the New THE NEW IOWA CREAM SEPARATOR The machine that gets all the butter-fat all times of the year. The kind that doesn’t come back on your hands because it breaks the back to turn it or because it won’t do thorough skimming on cold milk or because it cannot be thor- oughly flushed. Have youseen the New Iowa with its anti-friction worm gear,the most wonder- ful invention to avoid wear? The New Iowa has a low supply can gear entirely enclosed in a dust proof ame, smallest bowl with the largest skimming capacity. see the great super- ywa. They know convenient and practical cream separa- The farmers sey € tor when they see it. Why not sell it tothem-THE NEW IowA? Write for our large illustrated and des- criptive catalog or ask toj;have our repre- sentative call on you and demonstrate the merits of the easiest selling cream separ- ator you ever saw. 132 Bridge St, WATERLOO, IOWA MICHIGAN TRADESMAN ot mind over mind which requires brains of an experienced and high order— it is no boy’s work, I assure you. My favorite definition of a good traveling salesman is “one who helps his customers to prosper,’ and if the retail merchant does not prosper, how impossible it is for the jobber and his salesmen to prosper; the interests are so interlinked that they are identi- cal; hence I say that a salesman who is mot truthful, or who does not try to do his level best for his cus- tomer at all times and under all cir- cumstances, or who is tricky or guil- ty of sharp practices, is a fool. A salesman must be a man of good hab- its to succeed. The day has gone by, thank God, when treating or ask- ing a man out to get a drink is in vogue with desirable merchants; but just why a retail merchant will con- tinue to give orders to men who get drunk and have other bad habits I can not understand. A few years ago I was talking with a merchant who divided his trade—giving one-half to our man and the other to an Eastern man who was notorious for being un- der the influence of liquor. I said to him, “Don’t you get as good service, as low prices and as good goods from us as you dio from the other party?” He said, “Yes, and I get quicker and more complete shipments.” I then said, “Why do you put these two men on an even basis? This man has been for years coming to you under the influence of hquor; my man never has, because he does not drink, and besides he is a perfect gentleman from his toes to his head.” “Well, the other party is a ‘good fellow.’” “Yes,” I replied, “but my man has always been upright, sober, truthful and painstaking to please you. Are you rewarding him for his good qualities? I think not.” He replied, “Well, I never thought of it that way, but I believe you are right, and if that other man doesn‘t stop drink- ing, I will quit him and give your man all my business; I like your house better anyway, because they fill orders nearly complete all the time, and the other house back-orders half the goods.” Now, gentlemen, I think there too much of this “good fellow” sort of business, and that you ought not to give your orders to men whose habits and character do not command your respect. If a man is not worthy, turn ‘him down and patronize the worthy salesman, and in that way compel the house to send out good men—-men of ‘high character. There which is is no line of business in this is more important than in hardware, and I would impress it ‘with all the emphasis I possess ‘up- on every man within the sound of my voice, and if happily these re- marks should be published in any trade journal, upon all hardware merchants, and their clerks, who may read them, to know your goods, to learn if they are good why they are so, and how one article is better than another, that you may, with a clear conscience, recommend and guarantee them and sleep sweetly afterwards. Are you willing to pay the price of success? That price is study and labor; work—hard work. You like to buy of Hardware Price Current AMMUNITION. Caps. G. 2, full count, per m:.....6 05.6... 40 Hicks’ Waterproof, per m............ 50 NIUGROE. DEN Wc es cee 15 Ely’s Waterproof, per m............. 60 Cartridges. ING: 22.short, per Mm. ...........6¢... 2 50 INO: (22 TONS WER Me!) oe. ec cos 3 00 INO. 22, Short, per mes. 0.5.26... 5... 5 00 INO: a2 lone per m..:...20:%........ 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. - 60 Black Edge, Nos. 9 & 10, per m. 70 Black Edge, No. 7, per m............ 80 Loaded Shells. New Rival—For Shotguns. Drs. of oz. of Size Per No. Powder Shot Shot Gauge 100 120 4 1% 10 10 $2 90 129 4 1% 9 10 2 90 128 4 1% 8 10 2 90 126 4 1% 6 10 2 90 135 4% 1% 5 10 2 95 154 4% 1% 4 10 3 00 200 3 1 10 12 2 50 208 3 1 8 12 2 50 236 a4 14g 6 12 2 65 265 346 1% 5 12 2 70 264 3% 1% 4 12 2 70 Discount, one-third and five per cent. Paper Shells—Not Loaded. No. 10, pasteboard boxes 100, per 100 72 No. 12, pasteboard boxes 100, per 100 64 Gunpowder. Kero, 2a lbs., ner Keg ...252...5. 65% 5 bu to Kegs, 12% ibs., per % keg ....... 3 00 1 6 Kees, 64% Ws., per 4% kee ...... feo Shot. In sacks containing 25 Ibs. Drop, all sizes smaller than B...... 2 00 AUGERS AND ote Shells .....0.......-. Ro eaae as ‘ 60 Jennings’ genuine ............ “-ns No. © Crimp tp ...5..:; 0 seas -..38 00 RIVETS No. 1, Crimp top ...... aden scuceuece a0 iron: and tinned ..................- 60-10 | No. 2, @einin (on 010. 410 Copper Rivets and Burs ............ 50 Best Lead Glass. ie ROOFING PLATES Lead Flint Glass In Cartons 14x20 IC, Charcoal, bean .......... 7 50|No. 0, Crimp top ...........-. coeeee eB 30 14x20 IX, Charcoal, Dean ........... 9 00|No. 1, Crimp top ....... cesees soceee ed 00 20x28 IC, Charcoal, Dean ........... 15 00|No. 2, Crimp top ........cccccccseece 5 00 14x20, IC, Charcoal, Allaway Grade 7 560 Pearl Top—1i1 doz. In Cor. Carton 14x20, IX, Charcoal, Allaway Grade 9 00 Per doz 20x28, IC, Charcoal, Allaway Grade 15 00/No. 1, wrapped and labeled ......... 76 20x28 IX, Charcoal, Allaway Grade 18 00|No. 2, wrapped and labeled ........ 85 ROPES No. 2 Fi Soenint 10% AB > do )..4 60 oO. ne int, n. c - Sisal, % inch and larger ............ 09| No. 2, Fine Flint, 12 in. ($1.36 z.) 7 5¢ SAND PAPER No. 2, Lead Flint, 10 in. (95c¢ Sent 5 60 Hist acct. 19, SE 2.2... 00... 65..2. dis. 50|No. 2, Lead Flint, 12 in. ($1.65 doz.) 8 76 Electric In Gactene 4 oe WEIGHTS 32 00 | NO 2 Lime (5c doz.) ...............4 20 yes, pi ME wee meee eee e ew wenn No. 2, Fine Flint, (85¢ doz.) ........4 60 SHEET IRON No. 2, Lead Flint, (95c doz.) ......5 50 Weis 30 tO 94 oo oe eee ec: 3 60 LaBastle, 1 doz. In Carton INOS. 15 €0 FO ou oat ewe 3 7( | No. 1, Sun Plain Top, ($1 doz.) ......1 00 INOS ES CO SE ose as se cc cea ees 3 9|/No. 2, Sun Plain Top, ($1.25 doz.)..1 26 INOS: 22 tO 26 ooo sie eke ccccccs 3 (ols Opal wlabes «2.52. c ccs ccc ccees 1 40 INOS 25 (0 26. ..........<...-.. coves 4 O@)@ase lots Of 3 om 220s cies isics acd i 35 ING OE oe eee see ocean ccs 410|565 Air Hole Chimneys ............ 1 20 All sheets No. 18 and ne et aver 9$0|Case lots. of 3 dom ..........6<<. «i 16 inches wide, not less than 2-10 extra. OIL CANS SHOVELS AND SPADES 1 gal. tin cans with spout, per dos. 1 20 First Grade. per doz. ...........e.00- 50 4 at ae “ led 7 per _ ; 4 “ 2 gal. galv. iron w spout, per doz. Second Grade, per doz. ....... sececdcce Ge 3 gal. galv. iron with spout, per doz. .3 50 SOLDER 5 gal. galv. iron with spout, per doz...4 60 Be a ae os oe ec ee ca ok ce cece eee 22;3 gal. galv. iron with faucet, per doz. 4 60 The prices of the many other qualities|5 gal. galv. iron with faucet, per doz. 5 2d of solder in the market indicated by pri-|5 gal. Tilting cans .............c2eee0. 700 vate brands vary according to compo-|5 gal. galv. iron Nacefas ...... acces ce OC aan No. 0 Tubul uae ae 46 yO. ubular, side edeccedaue v0 SQUARES z! No. 2 B Tubular ......... ede Geueecaa 6 75 ereCGl ANG BPO oe oe. ces ce deci. 15% | No. 1 Tubular, dash ee. See : 0 Bis No. 10 ast TACGEWE cea cecsecees 10x14 IC, Charcoal see n.....10 50|No. 12 Tubular, side lamp 222201221 1iz 00 14x20 IC, Charcoal 1... 2.2.02: v+s0+10 60 lO. © BURGOS BRIND, CAGE ao oacnn ess + ia 10x14 IX, Charcoal ................... OO). 6 tea et ae ee Pe Each additional X on this grade. .1 25 No. 0 Tub., cases 2 doz. each ....... 55 TIN—-ALLAWAY GRADE No. © Tub Ruby <.....--2..3-.; sescaeas S 10x04 IO. Charcoal ... 225. cc ew ee $ GGINo. 0 Tub, Green ~.....-.-cccccccccs 14x20 IC, Charcoal . 2... 2.55.0. e cece 9 00|No. 0 Tub., bbls., 5 dos. each, er bbl. 2 38 TOxt4 I, Ciimrceal ..... occ cence nec ce 10 50; No 0 Tub., Bull's eye, cases 1 ds. e. 1 25 34020 EX. Charcoal 2... cece ccs c cs 10 50 BEST WHITE COTTON WICKS Each additional X on this grade ..1 50 ‘wee ert, a yards in one ae os Yo. n. wide, per gross or roll. BOILER SIZE TIN PLATE No. 1 in. wide, per gross or roll. 38 14x56 IX, for Nos. 8 & 9 boilers, per tb. 13| N° } % iD. ike Dor grose oF roi 60 TRAPS No. 3, 1% in. wide, per gross or roll. 90 Steel Game =. 0.060 easly, 75|Cold Blast wf Bull’s Eye .......... 40 Oneida Community, Newhouse’s ..40&10 Oneida Com’y, Hawley & Norton’s 65 COUPON BOOKS Mouse, choker, per doz. holes ....... 12%| 50 books, any denomination . Mouse, delusion, per doz. .......... 1 25| 100 books, any denomination 500 books, any denomination : WIRE 1000 books, any denomination Bright DROS oi ook rcwcle ee asia wee 6 60 Above quotations are for either Trades- Annealed Market ..............++-++. 60|man, Superior, Economic or Universal Coppered Market .............. eee -50&10 grades. Where 1,000 books are ordered Tinned Béarket ............-. woe HOK10 at a time customers receive specially Coppered Spring Steel ............... 40 printed cover without extra charge. Barbed Fence, Galvanized ............ 2 85 OUPON PASS BOOKS Barbed Fence, WITARGER 5 ec noe ccc oss 2 55 - he — represent any denomi- WIRE GOODS nation from own. Siright co.cc sci. sss Gacgdedaese suas St saa uooee steeceeececcccrace . Serew BiVGR ...6cccscccccecccccccces cSurkl OORS chet teses Serasee tress ss UGOME oo. esi ic eccs- PUES ERIE REIT D> vcs = A lt aloha eet pes 11 5 Gate Hooks se 7 Cece ce dues cues 80-10 CREDIT CHECKS NCHES 500, any one denomination aaa 0 Baxter’s Adjustable Nickeled .........80 10 Coe’s Genuine ........... Patent Agricult ural, “Wrought “70-10 1000, any one denomination ..... ...3 09 2000, auy one denomination ........ ‘B00 Steel punch ........ eerecece ee MICHIGAN TRADESMAN the salesman who knows his goods; who is posted both as to prices and quality; who can quote you the prin- cipal items offhand, without thumb- ing his catalogue and keeping you waiting. If this be true, as I am sure it is, are not your customers like minded; do they not want to be waited upon by people who know what they have, and the merits of same, as well as the price? When I sold goods the greatest want of all in retail hardware stores was sales- manship; a good salesman (whether proprietor or clerk) great rarity. Since then mach changed; most all successful retail stores have very good salesmen, and many proprietors take great pains to teach their clerks the general principles of salesmanship. One of the best salesmen I knew gave me this reply to my qués- tion as to what he considered of first was a this is ever in~portance in selling goods: “Know ’em and show ’em.” these and a whole sermon in five Know your goods show them intelligently. I recall an incident of only a few years when I went into the store of one of our customers, and found him on a ladder counting, or taking stock of his tinware. He greeted me with “Good morning,” and kept on with his work; that was all right, but a few minutes later two ladies entered and he called down to them from the ladder, “Well, what is it this morn- ing?” One of the ladies said, “I want a six quart milk pan.” He replied, “We haven’t any,” and kept on counting his tinware, and the ladies There is words. ago, went out. Such a mrchant can never succeed; this man failed within two years. Perhaps you will say I am taking an extreme case, and no such things exist at present. Perhaps not; this was ten years ago, and merchants are better educated, more polite, tactful and resourceful now than then. I be- lieve this is true, and largely due to the benefits from membership in your state and national! associations. Loong may they live and prosper! I have al- ways been in favor of them and con- sider them a great benefit to each and every member, because you come together in the most friendly spirit and learn from each other how to im- prove your business and to conduct it more profitably and successfully. I believe that our house was the “pioneer” in establishing the princi- ple of paying salesmen all they are worth, demonstrated by Tesults, which has been copied (substantially) by every other jobbing house in this country. hardware I do not be- lieve in cheap men for salesmen. If you get a good man, or the “mak- ings” of a good man, develop him, encourage him, pay him all he | is worth. Don’t wait for him to ask for it, volunteer it, but do it on the basis of payment after the service has heen rendered. Encourage the sale of good goods, rather than cheap goods, they are the cheaper in the end, and wil! give greater satis fac- tion—-and also pay you better ‘profits. A good hand saw is cheaper at $2 than a poor one at 50 cents. If a > party buys of you something “cheap’ that proves unsatisfactory, he will always remember you, or your store, unpleasantly, and never think of the price or how cheap it was; whereas, if he purchases a good article that is absolutely satisfactory he will not only remember you pleas- antly, but will speak a good word for your store, and recommend his friends to you “because you keep good goods.” Some twelve years ago I was driv- ing through the State of Wisconsin and stopped at the little town of Elkhorn to feed and rest my horses and. get’ my dinner. . After: dinner I was walking around. town, and seeing a nice clean-looking barber shop I stepped in amd got shaved. When through I said to the barber, “That was an excellent shave you gave me.” “Thank you,” he replied politely, but said it was due to his razor, that he had the best razor in the world, in fact, he had two of them just alike. I said, “What brand are they?” He replied, “E. C. Simmons Royal,” and showed them to me. I asked how long he had had them. He replied, “About ten years.” “How did you keep them so long?” He answered, “I take them home every night for fear some thieves may break into my shop and steal them.” I said, “What will_you take for them?” “Don’t ask me,” he said. “I make my living with them and would be all broke up without them.” I finally asked, “What did you pay for them?” His reply was, “I don’t know; I’ve forgotten, it’s so long since I bought them.” Then came to my mind the saying: “The recollection of quality re- mains long after the price is for- gotten.” When I say, “Try to sell good goods,” I don’t mean that I would not keep any cheap or low-priced goods, for I would, just to show I had them, but, mark you, I would show the cheap goods first, where it seemed policy to do so, but would say, “Now, these are cheap goods, and I can not recommend them, but I have something here (producing the better goods) that I can swear by and guarantee in the strongest terms possible.” Here let me give you an incident that occurred in Florida about a year ago. Iwas in the store of one of our best and most intelligent cus- tomers, when two men came in (evi- dently carpenters) and asked for a hand. saw. The clerk took out two standard brand saws and laid them before these two men, but said noth- ing. One asked the price, and the clerk said, “$1.50 each,” then. silence ensued again. “Have you any oth- ers?” said the carpenter, and I mo- tioned to the clerk to show another kind he thad on the shelf, which he did. T then stepped up and said, “My friend, I know that to be one of the best hand saws in the world.” I took it and “snapped” the blade, then I run it with my finger tips, and said, “Té you buy this you will never re- gret it.” “What’s the price?” said he. I answered, “$2.” “Whew! I couldmn’t give $2 for any hand saw on earth.” I said, “All right; I took you to be SETS OES TN REN Sa ARO II ERE a good carpenter who wanted the best tools.” He responded, “I am; I’ll give you $1.50 for it.” I said, “No; $2 is the lowest price.” He said, “Well, I’ll compromise it and give you $1.75 for it.’ I said, “Not on your life; nothing less than $2 will buy it.” He then said the wouldn’t buy a saw and started for the door, so I called to him, saying, “If you buy that saw you will like it so well you will take it to bed with you every night, and more than that—you will kiss it be- fore you put it in bed; don’t forget it is sold on the basis of ‘money back if you don’t like it;’ you run no risk.” He said, “Well, I’ll take it; wrap it up.” When they had gone I called the clerks together and explained how this man had made a profit of $1 for the house, instead of about 35 cents, as he-started to do, and the way for them to earn good wages was to sell good goods at good prices. Three days later this carpenter came in and bought another saw of the same kind, paying $2 for it, to take to a friend who was working some sixty miles up in the country, and stated that the other was the best saw he had ever owned, or used, in his life. I firmly believe that I trans- mitted to him, by good salesmanship, the confidence I had in the tool. This winter when I visited them again the proprietor referred to the incident and said it had been of great benefit to his clerks, and they often talked about it. Speaking of good goods, have you noticed how many failures there have been lately of the five and ten cent stores and racket sitores; lot of fail- ures since January Ist. That class of trade can not stand the pressure of hard times and empty dinner pails. There are so many kinds of sales- manship I can not attempt reference to any considerable number of them, but I earnestly recommend to you to meet and welcome, by personal con- tact, all of your customers when they enter your store. A cordial grasp of the hand and welcome, “How are you, John; how’s the wife and babies; is the grey mare over her lameness yet, and ‘thow’s the farm work getting on?” ete., etc., is worth more than all the low prices you or your com- petitor have to offer. A friend of mine started in busi- ness in Minnesota, and was not suc- cessful. He came to me and asked if I could tell him what was the matter. I replied, “I can’t tell, but I will come up and look you over; maybe I can tell then.” I did sO, and found he was spending most of his time in his back office, figuring on how to buy something 2% to 5 per cent. cheaper, and working on his books. I said, “Get out of this; get you a small flat desk; put it near the front door; greet all your customers; tell them you are glad to see them; ask what they want, and call a clerk to wait on them. What you lack is personal contact with your custom- ers. You are trying to make 24 to 5 per cent. in your buying, while you are losing 33%4 to 50 per cent. in the selling end.” He followed my advice, and is to-day a rich man, and often says he never got a start until he put his desk by the front door. I strongly advise you to do the same; there’s nothing like personal contact. People want it; they ex- pect it; appreciate it, and will have it. Don’t, I beg of you, spend your time in your back office; keep out in front; mix with people; welcome them; treat every person who en- ters your store as an honored guest, if you would succeed. That is good salesmanship of the highest order. When I was a boy, working in stock in the house of Child, Pratt & Fox (1 think it was in 1857) it was my special duty to get out ithe or- ders sold by Mr. Fox. I was known as “Fox’s boy,’ and he was “Foxy,” not only by name but by nature. On one occasion a man whose name was Jake Smith, from Topeka, Kan., came to buy a new stock, and Mr. Fox waited on him. When the order came to me to get out I saw that a lot of the goods were sold at hhigher prices than those marked on the samples in the sample room, so I took the book to Mr. Fox, and called this attention to it. He said, “You mind your own business, and get out that order; I know what I am doing.” Well, the matter weighed on my mind, for | was most conscientiously brought up by my dear mother, and I could not sleep that night for the wrongdoing I felt I was a party to. So next day I went to Mr. Fox and said, “I’m afraid you did not understand me; this is wrong; don’t you see you are doing a wrong, charging a man more for the goods than the marked prices?” He said to me, “My boy, let me teach you a lesson; this man lives in Topeka, sixty-six miles west of Kansas City, beyond the rain belt; the goods go by boat to Kansas City, and then have to be hauled by ox team to Topeka. We will never see this man again, and therefore we must make all we can out of him now, as we will never get another chance; so run along, my boy, and finish up the order.” But I was not satisfied, and said, “But, it’s wrong; it’s wrong,” until he threatened me with discharge. Well, the next spring after the ice had passed out of the river so the boats could run (there were no railroads in those days) Jake Smith came down and called upon Mr.. Fox, and I was present at the interview. He upbraided Mr. Fox for taking advantage of his ignorance of prices; overcharging him, etc., etc., and called him a lot of vile names; but Mr. Fox took it all calmly and let Mr. Smith exhaust himself, then he said, “Jake, you're all wrong, and I am the best friend you ever had, and I'll prove it to you before we get through.” “Well, do it,” said Smith. “Well,” said Mr. Fox, “you” were going up into a new country, weren't you?” “Yes.” “Into a me W market where no prices had been established?” “Yes.” “You knew nothing about prices, did you?” “No.” “Naturally you would base your sell- ing prices on your cost, and mark your goods accordingly, wouldn’t your” “Yes.” “Then I said to my- self, ‘IT must help this friend to es- tablish good high market prices; if T sell him cheap he will establish low selling prices. No, I won’t do him that injury; I will charge good stiff prices, and the will go to Topeka, and based upon the high prices | have charged him the will establish high selling prices in Topeka, and when he has the market so estabished he will come back here again, and I will sell him a bill of goods so cheap that it will make his eyes water, and he can take them to Topeka, and sell them at the high prices I have been the means of helping ‘him to establish; and now | am prepared to sell you a bill of goods so cheap as to make the two average up to your entire satisfaction.” Jake Smith grasped Mr. Fox’s hand and thanked him, and bought another bill of him all right, just as Mr. Fox said he would, and then Mr. Fox privately gave me a lesson on shrewd salesmanship, which I thought so crooked that | left his employ, and went to another firm, who did business on the square. Let me add that Mr. Fox failed short- ly afterwards; those kind of people usually do. No salesman can afford to be tricky, sharp or untruthful; he must be squarely honest and truth- ful to be in a large way successful. I have recited this merely as a sam- ple of the kind of salesmanship that is never a success. Recently visiting Florida | noticed in a new addition to one of the Flagler hotels, some solid) ma- hogany furniture, and I said to the manager, “Why did you think it wise to buy that very heavy furniture?” He replied, was a_ fool and didn’t know what I was doing; I was looking at some other mahog- any furniture that veneered, when some very smart salesman came along and offered me solid mahogany at the same price, and he dwelt so emphatically on solid that I thought it must be better, and bought it, but I found out afterwards that the ve- neered was lighter and better, and cost more to make; that it won't crack, while the solid will, and I was when ‘Because | Was convinced simply because the man was a better salesman than the one who had the better and cheaper goods.” Take the case of one of the gentle- men whose name I mentioned as having prospered reason of being conmected with house— R. H. Stockton; he was a natural born salesman of the first class; he sold a world of cutlery, chiefly pocket knives and razors, to druggists, and IT never found out how he did it un- til he had left us, as he never gave away his plans nor methods to any- body. Tt was this: He learned all about tooth brushes; how they were made, what bones for the handles, where the bristles came from, how bleach- ed, how glued in, etc., etc., im fact, all there was known about tooth brush- es. Then he would go into a drug store, leaving his cutlery samples by the door, ask for the proprietor, and if in, he would say, “I want to buy a tooth brush;” itthen he would talk tooth brushes so intelligently that he would get the merchant interested by telling him a lot of things he didn’t know before: then he would buy a tooth brush, thus: putting himself in the attitude of a customer. Then his real work would begin, for he would have by otr ee een ee MICHIGAN TRADESMAN draw from his pocket a sample of razor or pocket knife and say, “I’ve got something here | want to show you; you haven't anything like it, and it’s a great seller,’ and from this he would get a start, and then bring up his samples, and end up with a fine cutlery order. This is what I call brains in sales- manship. Another case: In the little town of Oconomowoc there an grocery store, where they keep fruits and vegeta- bles, In is excellent well as ordinary groceries. passing by there day with my wife we saw a crate of very large and extra fine peaches. I remarked, “What fine peaches; they must be from California.” The merchant (Mr. Ernst), who is an excellent salesman, as one was quick to grasp his opportunity, for he picked up one of the largest and best and broke it, handing one- half to my wife and the other half to me, saying, “Try it, I think you will find it extra fine.” Well, he ‘had me sure, for I ordered a dozen of them, and when the bill came in at the end of the month I found the price $1 per dozen. He was a sales- man, and afraid to 10 cents in backing his judgment. When in Minneapolis last Septem- wasn't lose ber a customer of the Hurty-Sim- mons Hardware Co. told me this story: A farmer near him, who was ex- ceedingly chose but scrupulously hon- est, and who thad the catalogue house habit, came to him to buy a draw knife, and asking the price of the best knife the merchant had, was told 90 cents; he threw up ‘his hands, and said he would never pay that, for he could send to the catalogue house in Chicago and buy one for 25 cents. The merchant argued with him about quality, but to no. avail, and he did send to the catalogue house and got one. When it came the merchant was posted, as he hhad devised means to keep himself ap- prised of the arrival of the draw knife. A week or two later he drove out to this farmer’s house, took him the daily paper, had a little pleas- ant visit, and then asked to see the draw knife. After looking at it and finding it wretchedly bad, he said, “Mr. —, will you do me a favor? Let me loan you what I call a real good draw knife for a week or two; I don’t think you know how they ‘have im- proved these goods lately.” The farm- er said, “Yes, I will; some day when [ am in town I will get one from you.” The merchant said, “I have one in my buggy, let me leave it,” and he did so. The result was that ina short time he came in and asked the merchant to trade draw knives and let him pay the difference, which was done. The merchant says the farmer is, to a large extent, cured of the catalogue house habit. That mer- chant was a salesman sure. Some people say that salesmen: are born, not made. I don’t believe it. on Almost any intelligent man can suc- ceed as a salesman if he is possess- ed. of good health and habits, is hon- est and truthful, and is willing to pay the price, which is work, work and real hard work. Pardon the rep- etition in reference to work and my, dwelling upon it, because it is my confident belief that unless a man is a “worker” he-had better never en- ter the hardware trade. It is all well enough to have ambition, but to gratify that you must pay the price. Before closing | want to take ad- vantage of this opportunity of speak- ing to you on one of the most im- portant parts of your business, and a feature that | believe is sadly neg- lected by many retail hardware mer- chants; and that is, to collect promptly. Under the date of December 3, 1907, | received the following letter from one of our very good customers, in which he. said: “On January -13, 1902, you wrote us, in response to our letter asking you to give us some advice, and tell us how to conduct our business (which we were then just starting) successfully, and you replied: ‘Be good collectors.’ This may, seem like a small matter, but these three words have done more to give us courage than all the other advice we ever had. “We reasoned it out in this way: If you thought that a wise policy and had been successful with it, it must be a good thing for us, so we put it into practice. The result is we have taken advantage of every cash dis- count since our store was opened, and are worth twice as much as we were six years ago. We thank you over and over again.” 1 can not speak too strongly on this subject. It is of vital importance. Never have I known any merchant to achieve any material success who was not a good collector. Don’t be afraid to ask for your money when it is due, because it is due. More fail- occurred in the last half because merchants did not collect promptly than from all oth- er causes combined. Do you think it well to put your judgment against such a record as that? I hardly think sO ures have century the weakest of the retail lack of sales- good collect- Perhaps it is so yet. Why not follow the example of the farmer who sells this products for cash only? Why is his property or his farm products any nearer a cash article than your merchandise? IT can not see why it should be, and yet it is. Did you ever hear of a farmer offering to sell his hogs, his calves, his grain or ‘this chickens on six months’ time? T think not, for cer- tainly IT never did, and yet if you will permit it he willingly asks you to sell him your merchandise, which represents cash in labor and material just as truly as his products. Tf this meeting resulted in nothing else than the positive determination of each and every one of you retail dealers to hecome better collectors, in fact, good collectors, hereafter, 1 should say the meeting would be a great stccess in the best sense. Talking with one of the most prominent members of your organi- zation some time ago, a man of un- ustial ability as a merchant, he said, “You will have to sell us cheaper When I sold goods spots in the conduct hardware business were manship and not being ors. raw farm 39 to enable us to compete with the cat- alogue houses.” I said, “How much cheaper?” He replied, “5 per cent.” I then said, “If I promise you as low price on everything as you can get elsewhere, and then at the end the year send you a check for 5 per cent. of all your purchases, will you give us ail of your business, and do it by mail order, to save the expense He replied. “Will you make that agreement?” I said, “Yes, will you?” He said, “No, I like the traveling salesman, and I won’t go back on him.” We could not but I offered it ing sure | would That gentleman in this audience to-day, and I recite the tncident to show how traveling salesmen endear themselves to merchants. He would of salesman?” Of 2 afford as a to do this, test case, feel- not be taken up. is not; for an extra 5 per cent., ttr down his old friends, the salesmen, who had been calling on him for years, who had earned his friendship by fair dealing and truthfulness, and by helpful suggestions from time to time gained from pointers they had picked up elsewhere. If this be true, how very important is it for all retailers to be not only good salesmen themselves, but good teachers to their clerks of the science of salesmanship. Gentlemen, I thank you for the pa- tience shown in listening to me and for your undivided attention; it seem- ed. to me you wanted a simple state- ment, giving my ideas and experienc- es, rather than a scholarly essay or an attempt at oratory. My purpose in addressing you was in the hope that some one at least might find suggestion, inspiration and instruction from my remarks, some- thing he could take home, apply and receive benefit from. I love the hardware business; my work in it has never been a drudgery, but al- ways a pleasure. I plead for higher ideals in our business; better meth- - ods; a closer regard to living by the strictest conception of the meaning of the words integrity, truth and fairness. TI wish that each and every one of us may so live as to uplift and ennoble the business, so that when we shall have crossed the Great Divide, it may be truly said of us that the business in which we were engaged and the world at large are hetter for our having been in it. Mica Axle Grease Reduces friction to a minimum. It saves wear and tear of wagon and harness. It saves horse energy. It increases horse power. Put up in 1 and 3 lb. tin boxes, 10, 15 and 25 lb. buckets and kegs, half barrels and barrels. Hand Separator Oil is free from gum and is anti-rust and anti-corrosive. Put up in %, 1 and 5 gallon cans. STANDARD OIL CO. GRAND RAPIDS, MICH. MICHIGAN TRADESMAN = = = = = = — — = —- — = — oe HEC IMIMERCTAL TRAVELE — ~— = — ~ st . .. = = Times Which Try the Courage of the Salesman. This is particularly a time which tries the courage of the average salesman. There is nothing in_ the world which takes the tuck out of a salesman more than to go on from town to town spending his em- | ployer’s money as his own, and get- ting nothing in return for his trou- ble and labor. There are some very good salesmen—under ordinary con- ditions—who ‘fail utterly after a se- ries of discouragements. Let them book a good order and they go on swimmingly for a time, until they meet afewrebuffsand then they are} apparently down and out for an in- definite period. Again, among the men who sell things are the ad- vertising solicitors. This is not their good time, and particularly in some other line than ours. A veteran and successful advertising solicitor, whv 1as learned, in this forty or more years of this sort of labor, to be somewhat of a philosopher, puts it this way: “I have learned never to be disappointed when I go after a piece of advertising. I have had defi- nite promises made me, and had al! the details arranged, and then, at the last moment, been turned down. I never am sure of booking a piece of business until I have the contract signed and the copy in hand. Be- cause this is the case I have learn- ed never to lose my courage and never to show that I am disappoint- ed. The one thing which a solicitor of advertising must learn to do, above all other things, is to leave his possible patron in good humor, so that the next time he gets around it will be possible to secure at least an audience. I make it a practice to leave my possible patrons so they will be glad to see me again and, therefore, in these discouraging times, I try to spread a spirit of sun- shine, and contribute something to the optimistic feeling which it seems to me should prevail.” The spirit which this advertising man radiates— and he is not identified with the trade press—is the spirit which salesmen | generally should maintain and which many of them do maintain. The employer owes them the ob- ligation of offering the encourage- ment which the salesman does not always get on the road. A_ good many business houses, some of them in the furniture trade, have found that a sales manager, who has the faculty of inspiring courage and in- dustry among the salesmen, is about the biggest asset which the ‘house can possess. The manufacturer and wholesaler who finds fault with what | the boys are doing on the road now iis simply sowing the seed for his own jundoing. Some manufacturers seem |to think that it is an easy job selling 'goods on the road, and especially is jthis the case where one is so pig- . headed as to make up his mind that ‘he knows what the customer wants better than the man who goes around ito see them to sell the goods. Some ‘manufacturers shut themselves up so |tightly in their shell that they never iknow, and pretend they do not care, |'what other manufacturers are doing. Ir is well known in the furniture trade that every now and then a /manufacturer who has been success- ful for years will bring out a line which does not catch on. Either the ‘designs do not hit the popular taste or else the prices are marked so high ‘that competitors, more anxious for business, present better propositions ‘to retailers, and thereby secure the trade which is lost to the manufac- turer. The wide-awake manufactur- er ought to know that the man who is on the road, and who visits the customers, has the opportunity to see what is being sold, to learn |the taste of the public and the views of customers, and that a man of this sort and his opinions are valuable. Things may go wrong with the sales- man, but he is pretty certain to find out why, and he is a foolish manu- facturer who will not seek that rea- son and try to correct it. The Tattler is not going to. en- courage any manufacturer to give away any money at a time like this, when all the pennies are being watch- ed, but he finds this pertinent state- ment in a column of gossip written by George FE. B. Putnam, which has ‘its application right here and now, and if so reproduced without furth- er comment: “I heard of a case re- cently of a manufacturing concern who had one salesman who for two |seasons had seemed to lose his grip on his trade. The firm were dis- isatisfied, and the salesman had about imade up his mind that he would \throw up his job. The partners talk- ed over the matter, and all but one agreed that the salesman should be discharged, when the one dissenting imember advised totally different measures. His associates allowed him to try the experiment. He call- ed the salesman to his private office, |told him that he had noticed he was feeling a little bit downhearted be- cause he had not done more business, and yet, that the firm appreciated his efforts to do his best in a hard terri- |tory, and because of those exertions, ipresented him a check for $100, and told him to try one more trip in that section and see whether the condi- itions would not be better the com- ing season. It braced up the sales- man better than anything else could have done. He felt that the firm were behind ‘him, and that, instead of further discouraging him by scold- ings, were using every endeavor to help him and to encourage him; and he went out the next season with a determination to ‘do or die.’ He did not die; he did. He came in from that trip with a heavy increase over any previous one, the result of that hundred dollar check and a brother- ly pat upon the back. Verily, there are some people who know how to handle their employes, and just as verily there are some who don’t. This sort of treatment may not work in every case, but it is safe to say that it is more likely to bring about a feeling of fidelity to the house and an encouragement to further efforts than are the constant nagging and scold- ing which have to be taken as a mat- ter of course by the employes of some business concerns.” “LT would lke to have had the stay- at-home—the man who sits comfort- ably at a comfortable desk in a com- fortable office and thinks the man on the road has a snap because he can go around and see things—I would really like to have had him with me,” said one of the boys who had _re- turned from a fortnight of bucking snowdrifts in the wilds of the up country, only a day or two ago. “What a snap it would be if those poor deluded cusses, who would have you believe they chafe under the re- straint of the daily routine of the office, could get up and sally forth in our places occasionally, and if we could ensconce ourselves at their comfortable desks in their comforta- ble offices, and push a pencil or reel off a lot of clever con to the hiero- glyphic girl, and look wise and hob- nob with the people who come in and want to know things, to ‘say noth- ing of going to dinner at one’s own home with the ‘Missus.’ Beside this there are a thousand-and-one things that are for the man at home that are not for the man from home. He— the poor devil—what thas he to set off against the comfortable daily pro- gramme of the stay-at-home? Some- thing like this: A strain from the time he starts out until he lands back at headquarters, chasing railroad trains only to find them anywhere from ten minutes to two and a half hours late, putting him into town at an hour of the night that makes him think he’s playing in luck if he gets an hour or two of sleep, only to bounce out and get an early train the next morning so that he can at least start his day’s connections right. Breakfast here—and an insufferably poor one at that—dinner there, and supper, the Lord knows where. There is no time when you can gamble that you are going to get a good one. And how many of the pinky stay-at- homes would stand for the rooms and the sleeping accommodations that most of we boys have to put up with in the course of our wander- ings? Of course, there are some good stopping places through the country, and you'll always find them doing a mighty good business; but the majority of them make you won- der how the men who run them ever came to be in the hotel business, or why they are permitted by the long-suffering army of traveling men to remain in it. It has always been a source of wonderment to me why some men can put up really superior accommodations at the rate of two per, and wax prosperous, while so many are so lacking in all that goes to make for the comfort of the boys who are ‘his meal ticket.’ The man who doesn’t go up against it may shake hands with ‘himself. Even if he were to encounter nothing but the best there is, he would yet find enough in the travelers’ programme to serve to forever still the thought that the boys on the road are play- ing in the greater luck. I want to rise right here and hand the trav- eling man—we, us, myself, with all the rest—a good, big, bright bou- quet in saying that as a class of men they put up with more of the things calculated to sour a man’s tempera- ment, ruin his disposition, blunt his ambition, and do it more cheerfully and more uncomplainingly, than any other class of business men of the present day, and the man who feels that the traveling man’s life is one long-drawn-out vacation need only to get into the ranks to effect ‘his disillusionment, and it will come mighty quick at that.’—Furniture Journal. —__>-~>~>—____ Nothing To Talk About. “Even a painful disease may af- ford its possessor some crumbs of comfort,” a well known once remarked. physician “An old chap in Virginia, after hav- ing been afflicted for ten years or more with chronic rheumatism, was persuaded to try the medicinal baths at a resort in that State. As the re- sult of two months’ treatment he re- turned home cured. ““Your husband looks like a new man, said a neighbor. ‘He must be one of the happiest men alive, after all those years of suffering.’ “Well, I don’t know,’ was the doubtful response of the wife. ‘He seems rather glum and unhappy. He hasn’t anything to talk about now, you kmow.’ ” —_——_> +2 —___ You never know the joy of living until you try the luxury of giving. STOP AT THE HERKIMER HOTEL GRAND RAPIDS, MICH. Finely furnished rooms, private and pub- lic tiled baths, steam heat, electric light, running hot and cold water in-every room, telephones, etc. Rates 50c and up per day. CURED .- Wi Chioroform, Knife or Pain Dr. Willard M. Burleson 103 Monroe St., Grand Rapids Booklet free on application Gripsack Brigade. Cc. W. Kelly, an alleged traveling man, who was staying at the Post Tavern in Battle Creek, and who ob- tained $50 as the result of exhibit- ing a fake telegram which said that a check was being forwarded him by his house, took one year in Jack- son prison when he pleaded guilty in the Circuit Court. Traveling salesmen furnish an illus- tration of the valuable education which is given a man by thé Univer- sity of Hard Knocks and by contact with their fellow men. A brain that isn’t used is like a watch that doesn’t run. Every lobe of the brain should ‘be used—tlike every wheel of a watch—when you sell your man. You demonstrate everything about your proposition to your prospect, why not make him demonstrate some of his easy statements about com- petition to you? A man may buy and not appreciate the purchase. If ihe does not he has been poorly sold. A salesman’s salary is paid him, not alone for volume of sales, but for profit on the goods as well. The man who sells the least goods is the one who worries most about competition. When you give the dealer an ject lesson in good salesmanship are teaching him the better to tribute the goods you sell him. A buyer likes to buy—not because he is driven into a corner and forc- ed to—but for reasons which he can afterwards review with satisfaction. A buyer does not want tc be push- ed into buying. He feels he should walk abreast and keep step with the salesman. ob- you dis- ——_—-+-e—___- Three Additions To Traverse City Council. Traverse City, March 31—Traverse City Council, No. 361, U. C. T., held its regular meeting Saturday evening, March 28. Three more worthy trav- elers were allowed to travel the rough path and become members of our order, after which a smoker was enjoyed. The annual election of of- ficers resulted as follows: Senior Counselor—L. W. Codman. Junior Counselor—W. L. Chap- man. Past Counselor—Wm. FE. Smith. Secretary-Treasurer Fred: Richter. Conductor-—-E. E. Wheaton. Page-——Harry Hurley. Sentinel—Roy Thacher. Executive Committee — Herbert Griffith, Jos. W. Zimmerman, Fred P. Boughey, A. L. Joyce. The members of the Council pre- sented Secretary-Treasurer Fred C. Richter with a.very handsome gold handled wmbrella, engraved on the handle as follows: F. C. Richter, From U..C. T., No. 361, March 28, 1908. which Brother Richter greatly ap- preciated. Fred C. Richter, Sec’y. 22 New Officers For Petoskey Council. Petoskey, March 30 — Petoskey Councit, No. 235, U. C. T., held its annual meeting Saturday night, C. Sadia ties cee ethicists saeninss neces ocacacsns. MICHIGAN TRADESMAN March 28, at which elected as follows: Senior Counselor—Alfred H. Wise. Junior Counselor—Thos. M. Travis. Past Counselor—F. E. Scott. Secreary-Treasurer—J. M. Shiélds. Conductor—E. C. Kortenhoff. Page—Wm. B. Scattergood, Jr. Sentinel—W. S. Spencer. Executive Committee—L. C. Han- key, R. L. Baker, Geo. S. Douser, Brant Harrison. Past Counselor Jay Pratt acted as the installing officer and he con- ducted his part in a very impressive and dignified manner. After the installation of officers we enjoyed a banquet, managed by our most excellent chef, Geo. B. Craw. Brothers W. S. Spencer, Geo. B. Craw, Geo. S. Dauser, Fay Pratt, John E. Darrah, D. A. Walsh, Al. C. Lovelace and Grant Harrison all re- sponded to different toasts, which |were all pertainig to the good of the officers were order. Brother F. E. Scott presid- ed as toastmaster, All present said it was the best annual meeting we have had yet. J. M. Shields, Sec’y. —_~2-._____ Death of a Well-Known Saginaw Druggist. Saginaw, March 31—Word thas been received in this city of the death in Phoenix, Ariz., of Fred A. Richter, Jr.. who went to the Southwest in December last for his health. Death came as a surprise to the family and immediate relatives as he was supposed to be on the road to recovery and as last Friday his wife received a letter from him stat- ing that there was no occasion for alarm. But his brother, Dr. E. P. Richter, became alarmed and_has- tened to Phoenix, arriving there Sun- day morning, but death had already claimed him, the demise taking place at noon on Saturday. Deceased was a well-known and popular young business man of the West Side and had a host of friends who regret his untimely taking off. Mr. Richter was born in Saginaw Jan. 21, 1873, and acquired his education in the city schools. He began his pharmacy stud- ies in the Bittman drug store, and fin- ished them with his uncle, Louis J. Richter. In 1896 he embarked in the drug business on this own account by purchasing the store at 1200 Court street, which he thas since conduct- ed. Late in December of last year he left for Texas and remained there until a few weeks ago, when he went to Phoenix, where he was seized with sudden illness and had been in the hospital there almost since the day of his arrival. The details concern- ing the death were meager, thé tele- gram only announcing the sad happen- ing and also that the body would be brought to this city as rapidly as possible. Dr. Richter left Phoenix Sunday night with the remains, but it will be several days before they arrive. Mr. Richter was a member of the Teutonia Society. He leaves a widow and two children. oe ll i Destiny doesn’t raise a finger to interfere with the man who believes he is the architect of his own for- tune. times.” Letters To the Jobber’s Salesman. The prophets are saying “hard “Crop conditions this year are not so good as last!” “Money is tight!” “People are only buying ne- cessities!” “They are saving their money for the lean years!” etc., ad infinitum. All of which seems silly to our cptimistic mind, but true or not true, it should but help to swell the sales of the Money Saver Specialty Com- pany. Suppose it is true that we are to have hard times; that crops are bad; that people are saving their money. Don’t you see in these conditions an added reason why your trade should buy “Money Savers?” If a man wants to save his money, how can he do it better than by using Money Saver No. 1, which will save him $10 every week in his office or fac- tory? Or he can use Money Saver No. 20, and save $5 every month in his patternshop, and so it goes throughout our line. The hard times prophet is a boos- ter of “money savers.” If you will pick out a line of them from your catalogue and push them during this period, while the prophets are being credited in their own country, your sales manager will have to credit you with large profits. You will show a net profit on your employer’s invest- ment in you. When everybody complaining of hard times you will be holding your own and winning friends. We are not going to have “hard times” next year, but now is the time to make profits out of the prophets. Wien you hear a great man speak do you ever stop to think of what made him great? Why he interest- is ed you? Why he caused you to be- come enthusiastic and applaud his every word? He knew his subject well. He knew all the facts that had any bearing upon it. He had studied care- fully the best way to bring them to your attention. He brought forth his arguments so logically that there was nothing you could contradict. You were willing to vote for him right then and there. Now, place yourself in the position of this great one. Your prospective customer is your audience; your sub- ject is the merchandise you must sell to make good with your house. Do you know all about it? Have you the facts? Can you get your audience so enthusiastic that he will “vote for you right then and there,” by signing your order? Can you show him? If you can’t do it you had best go and do what your “great man” did be- fore he could become’ great—learn the facts; get all the reasons wy your prospects should buy your goods so fixed in your mind that you can, and, therefore he must, become enthusiastic about them. It is easy to sell specialties that save money. They appeal to a man’s pocket because they are sure to put his money back there quickly and with profit to him. We are here to tell you all you don’t know about them; to help you in any way we can to get your customers’ enthusiastic about them, through you and for you, because of them. Money Saver Spe- 41 cialties stay sold. Make Money Sav- ers your main line and orders for the staples will be handed you without effort on your part. How can I get orders during this business depression? That is a question which is no doubt agitating the minds of most salesmen these days. You can get as many answers as there are people to ask for them. Our answer “Orders may be obtained by hard work. By getting up early and keep- ing at your prospects all day long and far into the night if necessary.” “What's the use of getting up ear- ly. I cant see my trade before breakfast or before they finish their morning’s mail?” “You should get up early because it is the best time to plan your day’s work. A great many of the young- er men on tae road have never ex- perienced times like these. The old ones have forgotten 1893, 1894 and 1895. It has been so easy to get or- ders in the past ten or twelve years that it is a little difficult to adjust ourselves to the new conditions now confronting us—-which in their very nature not be as bad, thank Heaven, as the two years following ‘93. Not intending to convey the im- pression that you don’t work hard, we repeat that it its mecessary to work harder to get the same number of orders we got last year. The or- ders are to be had, but they will not come out to meet you. If you have been merely a successful “order tak- er’ in the past, now you must be an “order maker” to last. Naturally, at this time, 1S: can j the aver- age buyer is ordering only necessi- ties, and those articles that will make an immediate saving of mon- ey for his company. It is true he can not get along without buying some staples for immediate needs, but he is going to give these orders to the maf who is able to show and sell him something that will save him money. It is just as hard to sell a staple as to sell a Money Saver these days, therefore, why not sell the latter and let. gratitude get the former for you? ——_--.—___ Jackson—-The Jackson Glass Works, which manufactures mirrors, bevel- amd art glass, has in- creased its capital stock from $50,000 to $75,000 ed, silvered (EB prc Jackson—The Jones Furnace Co. has changed its name to the Michigan Heater Co. ‘Truly Royal Board and Kingly Furnishment.”’ SHAKESPEARE. ws Hotel Livingston MICHIGAN TRADESMAN — (eee ( > DRUGGISTS SUNDRIE - Wi ypa vr) wa son) Yon A yi "hy, Moves ne} Ne y/ (\ xo Vy y a AS Michigan Board of Pharmacy. President—Henry H. Heim, Saginaw. Secretary—W. E. Collins, Owosso. Treasurer—W. A. Dohany, Detroit. | Other members—John D. Muir, Grand | Rapids, and Sid A. Erwin, Battle Creek. Michigan State gears Associa- tion. President—J. E. Bogart, Detroit. First Vice-President—D. B. Perry, Bay City. | Second Vice-President—J. E. Way Jackson. Third Vice-President—W. R. Hall, Man- istee. | Secretary—E. E. Calkins, Ann Arbor. | Treasurer—H. G. Spring, Unionville. Executive Committee—J. Wallace. Kalamazoo; M. A. Jones, Lansing; Julius Greenthal, Detroit; C. H. Frantz, Bay City, and Owen Raymo, Wayne. The Wise Druggist Who Lived High. There who thought i was wise druggist | methods for once a modern keeping tab on your business were | all tommyrot. They involved a| waste of time which a busy and stc- cessiu not afford to lose. If he made money, why, then, | he made it, And if he it he had it, had it Id spend it, it druggist could didn’t he? and if he and if the t he was getting something out of life. If he it he didn’t spent didn’t make have it—that’s all! This certainly sounded like flawless logic. It made the | ought to have druggist professor of philosophy in one of John Rochefeller’s half dozen or so universities. Well, he had well-stocked wife's a chance to buy a one of his the stuff for it. It was on a street where tl lived and the little stiff. But the and the wise and sapient druggist start- ed in to make money. Ly was going to spend i and store, relatives put up re nobs expenses were a trade was good Of course he too, for he was tired of wearing patched trousers and sitting in nigger heaven every he took his family to the show. time The money came in and the money Trade brisk, and at striking his The moon hung high in the Heaven above and the sun was went out. was last he was gait. the time. Mrs. Druggist began to put on +S bright all as irs. There were no more $2.98 last- year marked-down hats for hers. She got a instead of behind she paid $18 per. When 1; 1 ee Ittle ahead the style and she wanted anything she walked in- to the store and tapped the cash drawer. The kids had outfits equal to the Why If you made money why could- “Don’t be a tight wad” was one of this others in the neighborhood. not? n’t you spend it? druggist’s wise For the first time in his experience he was going to loosen up and be somebody. The druggist kept no the money he withdrew business, principles. account of from __ the and Sarah left no slip in| the drawer when she walked off with | ia few bills. soulless Trust Company fired /out and he took to the long grass. The lucre was there to ispend, wasn’t it? And if you were go- | o S ing to spend it what was the use of bothering to keep a record of it? The druggist didn’t know what his expenses were, nor what his profits actually amounted to. He had no fig- ures to show whether he was really making or losing money, but what's the use of bothersome figures) when you have the cold cash? Isn’t that proof enough? More flawless logic! Well, this hot pace was kept up for a happy year or two. No inven- tory was taken—it would have been a waste of time, and the time could- n’t be spared. The druggist was too busy enjoying himself. But things began to look different. | Purchases of stock grew ‘heavier for isome strange reason and they drain- ed the cash drawer to the limit. Soon there wasn't enough to pay off the boys every Saturday might. Sarah and the kids had to put off buying some new duds from week to week, and finally the grocer had to be ar- gued off the premises. What the Dickens was the mat- ter? Trade was still good, and why on earth didn’t the cash drawer yield its accustomed surplus? The druggist was mystified, but not for long. The rich relative died who had furnished the capital, and the Trust Company, in settling up her affairs, asked Mr. Druggist why he didn’t continue his payments of in- terest. Trust companies are ‘heart- less corporations anyway, and finally this one insisted on looking into things with uncomfortable thorough- ness. A man to examine the books and to have an inventory tak- en. He found from the inventory that the stock had decreased from about $8,coo to less than $4,000. The mystery This wise drug- gist had been gnawing away at his capital without knowing it. He had been selling goods and spending the money on his family instead of re- placing the stock. A few stmple business records would was sent was solved. have shown him that he was really making very little money, and they would have put him wise so that he could have gotten busy and improved things all along the line. tory have told much ready during the first year. Did Alas, An inven- him why he cash on hand would had so from the lesson? the world will never know. The him he profit At last accounts he was clerking at $11 per, and Sarah and the girls were making their own clothes and. wash- ing their own dishes. Moral: It’s easier to go down hill than up.—Modern Pharmacy. a No More Interest in April One. “When I was a boy among boys I used to April fool with the rest of them,” said the man with gray hair as he heaved a sigh. “Perhaps I con- tinwed it longer than most others, but J- finally got a jar that put me out of business. I was up in a Connecti- cut village to see a man when the first of a certain April came around. I might not have thought of doing any monkey business had 1 not ob- served that the doors of the fire en- gine-house, standing next to the ho- tel, were not locked, “Just after midnight on the last day of Match I climbed out of my window on to the roof of a shed, and thence to the ground, and then started the old bell to going. After ringing it for three minutes I start- ed for the shed, but in mounting to the roof I fell and broke my leg. Everybody in the village turned out to the fire, and after a bit I was found and the trick was laid at my door. “Gentlemen, I can’t tell you where the laugh came in. I have puzzled over it for years, but could not touch the spot. I was arrested and fined $25 for ringing a false alarm. In running to the supposed fire a_ vil- lager ran against a post and broke two ribs. I had to pay him $s0 cash. Before T got away my hotel bill was $48 and my doctor bill over $50, and when I was able to limp about I was atrested for using profane language and fined $10 more. T got out of town just before they could arrest me as a suspicious character, and since then I have had no interest in the day— no particular interest.” 222 ___. Why She Did Not Pay. There was a_ determined-looking woman on the far end of the seat of the summer car, and as the con- ductor began to pass along the run- ning hoard to collect his fares the Colonel got out his own nickel and asked the woman if he should pass hers. “He'll get no nickel from me,” was her brusque reply. “Excuse me, but I thought you had to pay.” “Well, you watch out whether IT have to or not. If T do then there'll be such a row on this car as you haven’t seen for a year.” The conductor came along and the Colonel handed over this fare and watched. The man stood for a mo- ment looking the woman in the face, and she returned the look without flinching. Then he seemed to sigh as he passed on. “Didn't I tell you so!” chuckled the woman. “He must have suspected that you were ready for a row,” answered the Colonel. “You bet he did. I told him last night what to expect.” “Oh, then you know him?” “Know him? He’s my own hus- band and he wanted his own wife to pay fare so that he could knock it down. Not any for Mary!”—Chi- and see cago News. The Power of the Retailer. A New York sent enquiries to a number of Con- they vote upon a bill for parcels post, atid it publicly confessed its disappoint- ment that every single Congressman had answered politely and courteous- ly, but had skillfully side-stepped the question. newspaper recently gressmen asking how would Not a few confessed that the coun- try mer¢éhant had arisen in such mul- titudes and with such vehemence that the bill would probably “die abornin’”’ and that nothing would come of it, at least during the present session. If merchants can exert such potent power in preventing undesirable laws, why can they not prove a mov- ing force in inspiring beneficent leg- islation? Good roads would exert an enor- mous plus influence upon the business of dealers, and the store of every dealer should be a center of influence for the propaganda of State-built roads. The system of internal waterways also possesses personal interest for every dealer, and the subject should be kept alive until the Government has embarked upon the project.—Im- Age. sat i cme meg The Drug Market. Opium—Is weak and tending low- er on account of competition. ounce, plement Morphine—Has declined toc per ounce, Quinine—Is steady. Cocaine—Has declined 20c per ounce. Citric Acid—Is declining. Bromides—Are weak and tending lower. ‘Soap Bark—Continues very firm and higher prices are looked for. Oils Lemon and Bergamot—-Have declined and are tending lower. Oil Spearmint—Is in small supply and steadily advancing. Oil Tansy—Stocks are very gmal! and the price is advancing. Quince Seed—-It is said that the new crop is a failure. Stocks are small and prices thave again ad- vanced. ——_.2.—___— The umbrella of cynicism may be a good thing in a shower of senti- ment, but he is a fool who keeps it up when the sun is shining. YOUNG MEN WANTED — To learn the Veterinary Profession. Catalogue sent free. Address VETERINARY COLLEGE, Grand Kapids, Mich. L.L. Conkey, Prin. Wanted SECOND-HAND SAFES Grand Rapids Safe Co. Grand Rapids, Mich. MICHIGAN TRADESMAN petite WHOLESALE DRUG PRICE CURRENT Idum Conaiba. ......... + 75 Aceticum ....... 6 8| Cubebae ... ‘ O3 ee ao. 30 Benzoicum, Ger.. 70 75|Brigeron ....... Prunus virg..... 50 —o Se alasess se . Evechthitos a r cum ..... aultheria . CHericum -s....5.- 55@ 58|Geranium ..... aa 75 Tinctures Hydrochlor ...... 3 5|Gossippii Sem gal 70@ 75| Anconitum Nap’sR 60 Nitrocum ....... 8 10| Hedeoma ....... 3 00@3 50|4nconitum Nap’sF 50 Oxalicum ....... 14 15|Junipera ......... 40@1 20| Aloes ........... 60 ee dil. ; : Pecans ae 90@3 60 a= eee an cylicum ....«.. SONS obo. 1 60@1 7: yrrn .. atinioum™..c--- AB ag |Mentne vane oF 1002 89 Atrope ‘Belladonna 60 eoreeee € er) 5 Tartaricum ..... 38 40 | Morrhuae et 1 60 a1 gp | Auranti Cortex.. 50 Ammonia Myricia 00@3 50 oe oe: ee eee enzoin Co. ..... 50 Aqua, 18 deg.. 4 6 CHIC 2 cee 1 00@3 00 Barosma ........ 50 Aqua, 20 deg.. 6 g | Bicis Liquida .... “— 12 | Cantharides 75 | Carbonas ........ 13@ 15 Apes Liquida gal. 40|Capsicum ....... 50 Chloridum ...... 12 14| Ricina .......... 02@1 10] Gardamon ...... 75 Rosmarini ...... @1 00|Gardamon Co 15 in Aniline oe? 25 aoe a Cebu 6 oe _ Castor . aa 1 00 OK oo casectes necint = ae abe Brown ...--+++-- 80@1 Mabe Lo... ...-. a0 00 on. Seeteae eS eae en 2 ee 3 00 2 eames ceca is 90 4 . Cinchona Co. .... 60 SNOW i. cceccs: Sassafras ........ Baccae Sinapis, ess, oz.. 3 65 cniceee” Lor. ae Cubebae Ces 24@ 28 Tigl Sia) 6:6 oi bie oe 1 10@1 20 Cassia Acutifol . 50 Juniperus ....... 8@ 10 heme a no Cassia Acutifol Co 50 Xanthoxylum 30@ 385) Theobromas ..... 15@ 20 oe - Balsamum Ferri Chlioridum 35 Copaiba ........- 4 80 Potassium Gentian ......... 50 OF ees ccee es 2 75@2 85 : Gentian Co ..... 60 Terabin, Canada 6@5@ 70|8!-Carb ......... en lignes 2: 50 40 45 Bichromate ..... 13 i Gui Tolutan ......... @ Bromide Cs 18@ 20 oo seen ie ° rtex BO ee 12 15 i ee ouie, Canadien. 4 eons ona po. ae 4 baie Se 35 agsiae ......... ’0)Cyanide ............ Ming 60, 50 Flava.. TR rlOaide ..........% 2 50@2 60 Bueneane atro.. . eee we Li 300 " en Soa c gee po erifera.. ‘oO ass ras op eee | 6&6 046 egies ee Figiat 18 Potass Nitras a a R Suit Vomica ..... : = Wuseinte 9.0... 99q@r GG i ae wires tines: Saseatrées po 98 “ Sulphate po ....... 5@18 oor cers : o Ulmus .........-. : : ee &xtractum Radix wratacy Ce 5 Glycyrrhiza Gla.. ™ - Seenttum at ' 35 Ltd ae cs lycyrrhiza, po. Bee : Sanguinaria ..... fo ebhe no Sat ll 12 a Va 10 12 pocketed lnc Ea 30 ; ea oe 141 Arum po ........ 5)° Hog eae ie -. 14@ 165 Calamus ae 209 40|Tolutan ......... 80 Haematox, 4s .. 16 17|Gentiana po 15.. 12 15| Valerian ....... 50 e Glychrrhiza pv 15 16@ 18| Veratrum Verlde 50 once Precis 16 crearasts, on @2 50 Zingiber .......... 60 . rastis, Can. po 0 coe es 3 - Hellebore, Alba. , 129 15 Miscellaneous MUIA, PO .......6 1 22} Aether. Spts Nit 3f 30@ 85 Ferrocyanidum 8 40 | Ipecac, po 2 00@2 10| Aether, Spts Nit a 34@ 38 Solut. Chloride .. 16 \ tris plox ........ 35 40 | Alumen, aca Wide ules po 7 Sulphate, — b 2|jalapa, pr....... 25@ 30] Annatto .......... ibas0 h Peper ewe. . 70 Beacuih = 2 tf aati po 0B 50 50 . odophyllum po. 8 ntimoni et po Sulphate, pure .. > na ete B@1 00|Antipyrin ....... 25 Flora ane. Cue coe. 1 moe} a et a eae @ 20 es 5 Qt Oe. of elo: rgen ras oz - 3 — ee Fie 1 45@1 50|Arsenicum ...... 10@ 12 ee 5 dy cin ea 30@ 36|Sanguinari, po 18 15| Balm Gilead huds 60 65 : i C x —o coun Bevpeutatis ee soe 55 ou aan ‘ 1 75@1 * olla RNGRA 6.08... 90 | Calcium or, s Barosma ......-. 40@ 46) Smilax, offs H.. @ 48)|Calcium Chlor, %s g 10 oe J. oe ok Eiee e @ e 20 | Scillae po antharides, Rus. Casein Acatiiel.. 60 $v | Symplocarpus ... @ 25|Capsici Fruc’s af 20 nalis, Valeriana Eng... @ 25|Capsici Fruc’s po 22 Salvia officina %s and \s 18 20 | Valeriana, Ger. .. 15@ 20|Cap'l Fruc’s B po 16 Uva Ursi ....... 4 10 | Zingiber a ........ 12@ 16|Carphyllus....... 20 22 cienions Zingiber j ....... 253@ 28 a ae No. 40 son ee u Yera a 2.0... 3G@ Acacia, ist pkd.. 66. Semen po Flava ..... te . a kd. . 5 reeus 02. ...... fae and ree. g5|Anisum po 20 .. @ 16)Cassia Fructus .. @ 35 Acacia, sifted sts. 18 oo (aeayes s) 13¢ " Contrerts CU 20 Acacia, ‘po. ..... 45 6% Gai nik ataceum ....... po i 3i..- 15@ 18 Sa Aloe Barb ....... 22 26 ao. 270@ 90 Chloroform 34@ 54 Aloe, Cape ...... 25 avandia 12@ 14 oes, eee, “ai s Aloe, Socotri . $0 Cannabis Sativa 7@ 8 an 20 @ 25 Ammoniac ...... 65 6 Asafoetida 353@ 40|Cydonium ....... 75@1 00| Sinchonidine P-W 38@ 48 ae ae Chenopodium ... 425 301 Cine {d’e Ger 380 48 Benzoinum . .... 50 66 inchon m Catechu, 1s 1g | Dipterix Odorate. 80@1 00| Cocaine ... 2 60@2 85 Gatechu, ek 3 14 ak ey * Corks list, less 75% a Catechu, %8 .... 16 , =: Creosotum ....... Comphorae ...... 80 85 a gra. bbl. 2% : : Creta ..... bbl 75 2 Euphorbium 40 Pte 15@ 80 Creta, prep...... Galbanum ....... 1 00 laris C 3 10 Creta, precip.. 9 11 Gamboge ....po..1 25@1 35 Pat aris Cana n 7 g|creta. Rubra . 8 Gauiacum ..po 86 85 ao se ee 8 10 cuapen’ wee < * . 4p |Sinapis Nigra... 9@ 10|hextrine os... 1@ 10 45 Emery, all Nos @ 8 Spiritus Emery, po ...... @ 6 45@ 55) frumenti W D. 2 00@2 50) Ergota ..... po 65 60@ 65 Shellac gue . 1 2 —— Cc ‘O me = ; - Ether Sulph 35@ 40 ragacanth ..... uniper ‘0 5a@2 0% . Juniperts Go. ...4 78@8 60|Flake White .... 12@ 15 Herba eit : wet a @Galla 2...2.2232.2.. @ 30 Absinthium ...... = 60) Spt Vini Galli .. 8 Gambler ........ 8s@ 9 Vint Oporto 1 25@2 00 ao ey yin Alba... 1 28@2 00|Gelatin, Cooper.. @ 60 Majorium ..oz pk 28 Gelatin, French... 35@ 60 Mentra Pip. os pk 33 Sponges Glassware, fit boo 75% — Xe = pe = Florida sheers’ wool Less than box 70% Tanacetum..vV.. 92| carriage ...... 3 00@3 50!Glue, brown 11@ 13 Thymus V..os pk 26 ee sre We ne? 7, | Glue white ...... 15@ 25 Velvet Se hae Glycerina ......... 18@ 25 c Mageesia 55 60 |. Wool, carriage @2 00|Grana_ Paradisi.. @ 25 alcined, Pat.... 39 | Extra yellow sheeps’ Hane... ee oe Carbonate, Pat.. 18 29 | . Wool carriage .. G1 35 ee ere are, K-M. 20 | Grass snceve wool, a Plerit = . - Carre carriage ... -. ydrarg ‘or. Hard, slate use. @1 00 , : Oleum Yellow Reef, for Hydrarg Ox Ru'm @1 vo Absinthium ..... 90@5 00| slate use ..... @1 40| Hydrarg Ammo’l @1 15 Amygdalae Dulce. 75 8 = Hydrarg Ungue'm 50@ 60 cae apie i 60 1 70 Syrups Hydrargyrum .... @ 80 Auranti ‘Cortex. .2 15@2 85| Acacia .....-..-- 50 |Ichthyobolla, Am. 99@1 00 Bergamii .. 3 IOs - pee Cortex. . oe Indigo .......... 15@1 00 Cafiputi ......05. pgiber ........ lodine, Resubi 3 85@3 90 Cinenecewne 60 , vs oo Aeon oO sg. 90 os 60|Iodoform ....... 3 90@4 00 Chenopadili eocee 16 4 00 Rhei Arom 4 oe es o Lupulin es @ 40 a coeee -1 T5@1 . sep on oo 50 50 | Lycopodium 170@ 15 uium Mac .... 90 Scillae .......... @ 60 Macis ..... ee 66@ 70 Liquor Arsen et Rubia Tinctorum 12@ 14)j Vanilla ......... 9 “2 Hydrarg Iod .. @ 25)saccharum La’s. 22@ 25|Zinci Sulph .. 7 Liq Potass Arsinit 10@ 12)salacin .......... 4 50@4 75 Olis Magnesia, Sulph. ..8@ 5] sanguis Drac’s 40@ 50 bl. gal. Magnesia, Sulph. bbl @ 1% Whale, winter 70@ 70 Mannia, 8. F 45@ 60 Sapo, W ....... 13%@ 16|Lard, extra ...... 85 90 oe ee Sano, M ......... 10@ 12)|Lard,. No. 1 ..... 60 65 Menthol esse 2 65@2 85 Maen @ i... ce.:. @ 15| Linseed pure raw 42@ 45 Morphia, SPAW 3 1603 40|seldies Mixture, 200 22| Linseed, botlea "agg. 46 Morphia, SNYQ 3 15@3 40 Sie ...2..... 2 18 | Spts. Turpentine : “eaeat Morphia, Mal.....3 15@3 40] Sinapis, opt ..... 30 Moschus Canton. @g 40 | Snuff, Maccaboy, Paints bbl L. Myristica, No. 1.. 26 DeVoes ....... g 51|Red Venetian ..1% 2 @3 og Pele pai po 15 8 S a 8 h DeVo's 33 St oa ya aes Q : @4 @ Sepia ...:...<:.. a: Boras. .....: : Pepsin’ Saac, H & Soda, Boras, po... 6@ 10| Putty, commer’l big 24@3 Ca 2... @1 00|Soda et Pot’s Tart 25@ 2x| Putty, strictly pr 2% 2%@3 Picis Liq N N & Soda. Carb. ...... Ge 3 Vermilion, Prime ‘a a pitis Lia ata’ 2.2” 100 |Soda: Ash ss... 3%@ 4 |Vermillion, Eng." 75@ 80 Picis Liq. pints.. 60|Soda, Sulphas .. @ 2\Green, Paris ...29 3344 Pil Hydrarg po 80 §0|Spts. Cologne .. @2 60|Green, Peninsular 1 16 Piper Nigra po 22 18|Spts, Ether Co. 0@ 55/|Lead, red ......... 7 Piper Alba po 35 80/Spts, Myrcia Dom @2 00|Lead, White ......7 8 Pix Burgum .... 8|Spts, Vini Rect bbl @ Whiting, white S'n 9¢ Plumbi Acet .... 12 15|Spts, Vi'i Rect % b Whiting Gilders 95 Pulvis Ip’cet Opil 1 30@1 50|Spts, Vi'i R’t 10 gl White, Paris Am’r 1 25 Pyrethrum, bxs H Spts, Vii Rit 5 gal Whit’g Paris Eng. & Co. doz. 16 dar yctiate. Cryst’l 1 10@1 a Chfe ........-. Se % Pyrethrum, pv.. 20 25 | Sulphur Subl..... 2% @ Shaker Prep’d ..1 25@1 35 Quassiae ........ 10|Sulphur, Roll ....2%@ aig Visalenen Quina, S P & W..-18 20|Tamarinds ..... 8@ 10 ; Quina, S Ger..... 18 28|Terebenth Venice 20 = No. 1 Turp Coach1 10 1 20 Quina, N. Y...... 18 28° Thebrromae_......5& @ Extra __Turp 1 60@1 70 We are Importers and Jobbers of Drugs ’ Chemicals and Patent Medicines. We are dealers in Paints, Oijls and Varnishes. We have a full line of Staple Druggists’ Sundries. Weare the sole proprietors of Weatherly’s Michigan Catarrh Remedy. We always have in stock a full line of Whiskies, Brandies, Gins, Wines and Rums for medical purposes only. We give our personal attention to mail orders and guarantee satisfaction. All orders shipped and invoiced the same day received. Send a trial order. Hazeltine & Perkins Drug Co. Grand Rapids, Mich. Peck-Johnson Co. Mfg. Chemists Grand Rapids, Mich. Originators of The Ideal Tissue Builder and Reconstructant Carried in Stock by Drug Jobbers Generally Saal ae ; 4 : : ; PAE RAC DNL eA RAIA MM hen oy 44 MICHIGAN TRADESMAN GROCERY PRICE CURRENT These quotations are carefully corrected weekly, within six hours of mailing, and are intended to be correct at time of going to press. liable to change at any time, and country merchants will have their orders filled at market prices at date of purchase. ADVANCED Spanish Peanuts Provisions Fresh Meats Corn and Oats Canned Apples Dried Apples Prunes DECLINED Spring Wheat Flour Prices, however, are 4 5 Limburger ...... @19 Pineapple ........ 40 @60 Sap Sago ........ @22 wiss, domestic .. @16 wiss, imported .. @20 CHEWING GUM American Flag Spruce = n's Pepsin ...... Adams en BOrt PRNHIN 2.56.04 5 es: Best ena. 5 boxes. .2 to Black Jacek ...é:¢.<.<-: ave Gum Made .. ee Ran SON: ..65 65005 -o las 5 | Imperial Fluted Cocoanut Bar 10 Fruit Tarts ....:....s -12 Ginger Gems .......... 8 Graham Crackers ..... 8 Ginger Nuts ......... 10 Ginger Snaps, N. B. C. 7 Hippodrome Bar .....10 5| Honey Cake, N. B. Cc. 12 Honey Fingers, As. Ice 12 5|Honey Jumbles ....... 12 Household Cookies .... 8 Household Cookies Iced 8 Iced Honey Crumpets 18 Pete tee eee eens FARINAGEOUS GOODS Beans Dried Lima ........... 6% Med. Hd. Pk’d.........8 4 Brown Holland eeosees 24 1 tb. ee 50 packages ....1 Bulk, per 100 tbs.....3 50 Hominy Flake, 50Ib. sack. soak OD Pearl, 200%. sack...... Pearl, 100%. sack 4 Maccaroni eeeeee and Vermicein 60 B 1 00|Iced Honey Flake .....12%| Domestic, 10%. box.. Meals and Feeds Sen Sen Breath — 55| Iced Honey Jumbles is” Imported, 25Ib. box...2 50 WUCHIOM ..-5 055.6 sc.e- 55|Island Picnic as Pearl Barley CHICORY oe cone : eg eee e <6 peak o 3 65 ream OB ok sce z RORUCE coke eg a ere: 8 10 aes ""2) 81No. 5, 3 doz. wood bxs 7 00|Col’a River, flats 2 25@2 , | Wilbur, %s ............ ee wrk ‘Shc ie ne ee Clothes Lines .......-- a BROOMS ie ge nae a es 1 35@1 45| Wilbur, ke 40 oie je iscuit . u ae 8 00 " ee n caancekh DOUEL 201... eee nee! ee eee eae 8 9 8 88 © COOOR ---oec-cers** ee c a ; oreo’ : a . a eae —_— Dunham’s %s & %s 26%|Spiced Gingers Iced ...16 2 oz. Full Measure....1 25 ong A peemetsety 8|No. 3 Carpet, 3 sew....2 25| Domestic, \%s %@ 4 |Dunham’s Xs ........ 7 Sugar Cakes .......:.. 8 |4 oz. Full Measure....2 40 Cocoa puserveness 2 hGS 5 ee’ Gace = is | Domentie Sas @ 65 Dunham’ : oe co 2a fueer Pavaves, large or _ 8 hee te eee 50 eee : “"""9 49| Domestic, Must’d 6%@ 9 | Bulk ................-- eee cd eee fae ennings : ; Gamtections «----------- 18 | Cocnmon Whisk ..11..- $0 omeric, meets eee | con gimeis [aepetie oc. 8 |Terpencless Ext. Lemon fan Seller .....--»- 8|Pancy Whik ......... A | California. ee..-17 ek (PO PO ns eee ot Sugar Crimp eee S |Mo 2 Pani 76 Warehouse ............ rench, oe. 14 | LESS QUANTITY ...2------%) | RUBE WEEP tees NO. eee bse 6 oes mMIUVBRUSHES |French. Mp ics 18 G28 | Pound’ paakagey Gan aes cock (REG Bam cca Dried Fruits ....----- - 4 Scrub ca 20@1 40 ° Waverly sie 8 |Toper Panel .....2.223 Se Solid Back 8 in......... 76 Succotash Gielen. .o..s si 10@ 13% | Zanaibar 2 oz. Full Meas.......1 26 i csiusiaiees Fe a in...... = — g5 | Fair in-er Seal Goods 4 4 oz. Full Meas.......3 00 vert’ gg) * Ommtee Andes ---....-- Bimngg = = Choice er doz. Jennings D C eee los yo| Fancy“, 2....2111 25@1 40| Fancy Albert Biscult ....... 100] “"Bxtfact Vanilla 6 - GP seer eeesesesreeeseves Strawberries @eestseeceeeseoe Tavoi . OO. So oa 1 23 ,| Butter Thin Biscuit.. 1 00}No. 2 Panel 1 26 Tresh Meats ..... eee TI nie Puce is Cee -..--- eat bnaes gma ;|Butter Wafers ...... «+1 00/No. 4 Panel .222122127 e Shoe Fancy "Tomatoes _ Paaiee Cheese Sandwich .... 100|No. 6 ae Oe oo Gelatine ree 4 4 coc be iceue seu. : = Maile 2 oe @1 00) Fancy Sous Op a 05 ; . Taper Panel. 00 ee es Bee enter rere eee wee 1 10|Peaberry ..--+-------++ st Oyster ......... oz. Full Meas. ...... 90 eal and Flour ...... 6& oe . peter terse ees 1 Fancy 2.02 0.2: gi 40 Maracaibo Fig Newton .......... 1 00/2 oz. Full Meas......1 80 ene 202s. Eatin EE te Pe ee 16 | Five O'clock Tea 1 00/4 oz. Full Meas.......3 66 BUTTER COLOR CARBON OILS ines i: (Pros 00|No. 2 Assorted Flavors 1 00 . 6| W.. R. & Co.'s, 25c size 2 00 Barrels Mexican Ginger Snaps, N. B.C. 1 00 GRAIN BAGS saa paltg 19| W., R. & Co.’s 50c size 4 00| pertection Bio \Chalbe asa 16% |Graham Crackers .... 1 00) Amoskeag, 100 in bale 19 tides and hat CANDLES Water White ..). @10 | Fancy 122222. ic etic. ” ie ones 00| \moskeag, less than bl 19% ‘ a weet teen eens = D. 8. Gasoline @is ae Guatemala . eetaeattae ckers .... 1 go, GRAIN AND FLOUR h wer tee teas ® Gas Machine .... @ CIO ee ete ecee tO Ee er ter ete eat d Wicking ..-..5...5.5....: 20| Deodor’'d Nap’a.. @13 Java old Beare Sugar — i. New No. 1 Wiute .... 93 FEY ccc eceeeeceeereee & CANNED GOODS Cylinder ....:...- 29 @34%\African ...........+-.5- 12 oo rest a i 00) NeW_No. 2 Red ...... 9% Apples Mnkine ..:....... 6 @22 |Fancy African ........ 17 oyal Toast .........,. Winter Wheat Flour P Saltine 1 00 L 3tb. Standarie 90@1 00] Black, winter ....8%@10 |O. G. .....ceeeeeeeeees 25 =| SAMtINe .. ws swe eee ne Local Bra &hoorice sooes 81 Gall 3 95@3 75 P.G .....31 |Saratoga Flakes ..... 1 60/ patents 5 50 secesseorss rallon Pah aoc @s (9 = CEREALS 2 ; meg el . Social "Pea Testi 4 00 esa e Puc eg hee eae 5 30 reakfas s we, C... aM SER ae 75 Bordeau Flakes, 36 1fb. 2 50 BTAUIBG oo46 sexes esses 21 Soda. act ee 1 00 Srraient «=... os. .. Secue eee g| Bai ans "98 GE oe whest 2 4 8 eg GEREOR a, [Beltane erate Bick’ | gal gsm Sule Mince Meat s en Tee ie Sinken EE A ED [ATBUCKIE 25. .-5 ste. .n- 16 00/Uneeda Biscuit. ...... Subject to usual cash dis- ee 80@1 30|Excello Flakes, 36 Ib. 4 50; 4° na 14 75| Uneeda Jinjer Wayfer 1 00 t ere. ooo 6] Rea Kidney 02 S@ 98 | Excet, Jeree pkes...-4 68 Dilworth SccIIIIIIIIIgB 00] Uneeda Milk Biscult.. 50/C°RPE beste, bee ne N pin a MOOR sol Se lcvape Baka. © Ook 898 TA ops ree coe Bei 1 0} | barrel additional. 11 "Blueberries: Malta Ceres, 24 1tb. ..2 40 Mol.aughiin’s ¥ ee 1a| Zu Zu Ginger Snaps _50 td Grocer Co.’s Brand ee coveteonr en ereeonne Standard .......... 1 35| Malta Vita, 36 1tb.....2 85], McLaughlin's XXX soll Qwieback ............ 1 99] Quaker, paper ........ 47 ° cn 00| Mapl-Flake, 36 1b. ..4 05/to retailers only. | Mall 2.) Holland Rusk wes a0 Olives ...---++-----200- © 2m. eaerk, Trout 90 Ralston, 36 oe 50 er & Co., Chica- : Packages ieee 20 priors ae ce a 70 Clams Sunlight Fiakes, : a . E 60 packages ........... 4 75 : ; xtract Judson Grocer Co. g| Little Neck, Up. 1 00@1 26 | Sunlight, lakes, 20 lgs $00] Holland, % gro boxes 95/,_ CREAM, TARTAR. 4. | ranchon, ye cloth 7.5 70 oi Clam’ Boullion Voigt’ Cream Flakes...4 50| Felix, % gross ........ ies go | Grand Rapids Grain & Mill- $| Burnham's % pt....... 1 90] Zest, 20 2%.............4 10 Hummel’ Hag -s. 1 ig|Square cans 200.0020.) 2138) inate CO. Brands. ¢| Burnham's pts ........ 3 60| Zest, 36 small pkgs.....2 75|44umm RACKERS cicaues samen eee 35 haa thd — s ners : . ns ee Pee ae 7 20 “ Crescent Flakes 9| National Biscuit Company wai — Guakwheat 5 60 herries ME CASE .......4.6-4-- Apples .- |buckwheat ........... : Brand Rye : 4 75 q| Red Standards .. @1 40| Five cases ............ 2 40 Butter Sundried ........ ee ei eee ih aaess > i i Ovaporated ...... Spring Wheat Flour White ese @1 40 _ case free with ten Seymour, Soe 6 Evaporate - fe 9 @10% toy 4 Sy dion ae. gfe 2... 80@85| One-half case free with|N. B. C., Square ...... California ........... 20@24| Golden Horn, family..5 55 Pie... 1.00@1 19|5% cases. «ne “ahaa 6 California Prunes she cap pa purer 5 : ; . B: CG, Soda. ....----- a : uluth Imperial ...... 9 f|"” erench Peas ieee eet Been a8... 10-100 Zot. bores..@ 6%|Judson Grocer Coie Brand gi Sur Extra Fine .....-.:- 22| ‘Freight allowed. Saratoga Flakes - 80- 90 25Ib. boxes..@ 6 |Ceresota, %s ......... 6 2 7) tixtra Pine .......->-..3, 19 Zephyrette .........--- 70- 80 25tb. boxes..@ 6%4|Ceresota, Ms ......... 10 Rolled Oats Oyster “ Pavesat 00 ae 11 | Rolled Avena, bbls. ..6 50|/n. B C., Round ....... 6 | Go. 60 25tb: boxes..@ 7%| Lemon & Wh ccier's ‘Brana ee g 4 — e . - - g Gooseberries rt a ed ae ; 25 POUR crs cease >= sree se>* se ; 40- 50 25tb. bexes..@ 8 Wingoid 148° ........25 §| Standard .... ......... 75! Monarch, 90 ib. sacks 3 00 Part Shell --- °°’ "| 30- 40 25tb. boxes..@ 9 | Wingold, oc 5 90 9 ane Hominy sis Quaker, 18-2 ewe 1 67% a re aie jc lese in 50M. cases ——_ nas eee 80 5 Ce Lobster en eee 465) animals ..... ne = Corsican — @20 | Best, %S ‘cloth oe 20 od de aed ede ae ca le Currante Best, %s cloth <-.....6 10 DO eos se oe eee 425; Bulk ___ ............+. 3% | Brittle .....-..--+-- — Imp’d 1 tb. pkg .8%@ 9 est, %s cloth .......6 00 T Picnic ee see eae 275) 24 2 packages 2 ot a aa oe § Imported a, --8%@ 8% oe Fi paper “see +4 Tea ........ meeersecrcnss 8 Mustard itp, a g0| Columbia, 25 pts...... 415/ Currant Fruit Biscuit "10 Pee: oer — oe - seteseceeeceee Ol atustard, 21D. 1... 2 80| Snider's pints 2 25 | Cracknels .......-....- oe eee 13 | Worden Grocer Co.'s Brand BOE <-rerte sere onrn re 9/ Soused. 1% tb. .._.....1 80| Snider's % pints Wee 1 35 coftee Cak - ge feed 2 — iam Wa cit 8 OS Vv Soused, 2tb. ......... 15 : ocoanut fa Lon ers, 8 cr Laurel, 4s cloth ....5 90 9 Tomato, See esas 1 50 DOTNO os ews nae @i4 Cocaanut Te vee ee Scan . —- a 4 cr Laurel, Us&%es paper 5 80 WN cece eeen cece ss Tomato, TID. ......-.-.- G01 Basle ice ees @15 Cocoanut Drops eee 12 Cluster, 5 crown _....2 25| Laurel, %s cloth ..... 5 80 Ww Mushrooms AO ies ie @ Cocoanut Honey 1: |Loose Muscatels, 2 ¢ ykes & Co. Tite 8d. ies OE VOPREU:. 2 ose sk as @14% | Cocoanut Hon. Fingers 1. tels, 3 7 Sleepy Eye, %s cloth..5 90 Ww or eee 9 Riverside ....... @ Cocoanut Macaroons ..18 Loose Muscatels, _ ee ’ Mag hays ‘eodenware g| Buttons .....--.---.. 28 A Lose Muscatels, 4 § |Sleepy Eye, 4s cloth..5 80 am 10 Oysters Springdale ...... @14% | Dandelion .....-.. gee We rag Ee ore Br 8% @ 9¥,| Sleepy Eye, %s cloth..5 70 oe , Cove, 1fb. ........90@1 06] Warmer’s ....... @15 Dixie Sugar Cookie... ; ieee Ik Sleepy Eye, %s paper 5 70 sii i 0 ONE Gaaie SER! Blame oo Gis leronteg Groom cas E IEGMAMRS: palage .. | Shoop be. Ss Paper & 1 ecg oc. Sove, . ‘ eee OF re tne 25 Re “ 632 ite me for full partic- - - For Sale—240 acre stoek farm also | Ulars about_the Great Panhandle of Tex- Wanted—Good location in small town Have: Other faerie oe 40 Ga up to 560 as lands, $5 to $15 per acre. S. S. Allen, , , aj ar -OCerVv . We , * <3 if ni : « . ‘ “ig eee | Hts a rae where either grocery or dry goods busi acres. All of this must be sold at once. Channing, Texas. 546 Hess 1s needed. Address No. 631, Care! A snap for someone. Address the own- tradesman. 631 fers, Citizens’ State Bank, Cadott, Wis. For Sale—Wholesale and_ retail ice 610 cream factory; good location and money- $5,000 yearly in the real estate busi- maker. Price $1,250. Wm. Happ, South] ness; experience unnecessary, as we pre- 1 C on the ollar Bend, Ind. 630 pare you and appoint you our representa- For Sale or lxchange—Two 4 sec-|tive. Particulars free. American School (i ar nt d tions of land for clothing or generai|°% Real Estate. Dept. T, Des Moines, u antee stock. F. J. Schwab, Churdan, Iowa. Towa. 609 628 To Rent—At Glenn, Mich., store build- Leonard and Company Clothing—386 suits at a big bargain,|ing 30x70, good well inside, counters, > ls 7 ; : regular sizes, new goods. Will close the|drawers, shelving, large basement. As Sales Managers and Auctioneers lot out at $3.25 per suit. Lindquist’s|good location as there is in Michigan. Bank and Commercial References General Store, Box 68, Greenville, Mich.| Mrs. Pearl Walkley, R. F. D. No. 2, Bra- @ 627 vo, Mich. 608 68 and 74 LaSalle St. Chicago, Ill. : For Sale—Stock of general merchan- R. @. B. Minorea eggs for hatching. dise, including dry goods, boots and shoes, This breed at the top, will please par- groceries, crockery and gents furnish- E ; : : ticular people. Geo. KE. Fox, Wayne, Pa. Clothing stock for saie. Four hundred ings, in lively country town in Central 607 suits in first-class condition. Sizes from Michigan. Best store in town. Stock 35 to 44 and well assorted. Address No. will inventory about $12,000. Address Manufacturing business, established,|501, care Michigan Tradesman. Grand No. 626, care Michigan Tradesman. clean, wholesale only, no debts, profitable. | Rapids, Mich. 501 626 Good returns past year, $7,000 cash. Sat- FE Bear O il j "YY praae > ractios > yy er »he if Opportunity to exchange your stock for|isfactory reasons. Investigate. M. T. 286 or Exchange—One saw mill complete, a farm. I have the following farms list-} Wight St., Detroit, Mich. 603 i aa ‘_ ed direct from the owner to exchange for oe ‘ ao : merchandise, and if you wish to exchange For Sale—Stock of groceries, boots, ee pee — is - a once about G. B. JOHNS & Co. ae rubber goods, notions and garden 1rese farms. No-125-A. 45 acres in : seeds. Located in the best fruit belt in Rock Island Co., Ill. Fine improved, Merten Face Jewelry Michigan. Invoicing $3,600. If taken be- price $15,950, incumbrance $4,000. No- . A fore April Ist, will sell at rare bargain. 126-A. 752 acres in Iowa on the Desmoine GRAND LEDGE, MICH. Must sell on account of other business. River, bottom land, fine improvements, , ae Geo. Tucker. Fennville, Mich. 538 price $70 per acre, inecumbrance $18,000. I have just closed a successful sale for a ss No-127-A. 320 acres in Rock Island’ Co.|F, H. Ballinger, Shepherd, Mich. oo ee ee ee Ill., fine improved fine land, price $110] Write him about it in hay, 40 acres cedar, ash and elm tim- per acre, incumbrance $10,000. I have a ; ber, fine creek. Price $3,000. Want dry large number of merchandise stocks for -|goods or general stock. Evans-Holt sale in different states and if you wish| ‘T. J. Faucett—C. P. Adams. Faucett|Co.. Fremont. Mich. 476 to buy a stock, write me. I have a large| & Adams, merchandise auctioneers. yeaa De ce ae oes number of hardware and implement] Stocks bought and closed out. Al ref- oO : Sale-—Well-assorted stock hard- stocks. ._H. Ck Bowsher. 4116 McGeelerence. Faucett & Adams, Howell, Mich. | Ware in good North Dakota town. Stock St. c Ly N eet eee nee a tat : 602 |invoices about $3,500. Good reasons for St., Kansas ity, Mo. blo selling. Address A. J. Edelbrock, Mylo, Wanted—To buy, second-hand Nation- North Kakota. 584 . : Noe etae : 5 che: Xive oo es oo = Stocks of Merchandise Closed Out ae ane ores apo Wanted—Competent, reliable shoe and i : Realizing 100 Cents on the Dollar. her of machine in first letter. Ad-|‘2ber salesman for high-class jobbing Your advertisement number of machine in first letter. Ad-|jine. Give full particulars as to experi- : S J TWYMAN dress No. 600, care Michigan ee ence, qualifications and references. Ad- ° ° ae fe Veress AA. care Tradesman. 577 if ] d thi Hamilton, Ohio. For Sale— Cheap, a Package Carriers, For Sale or Rent—Store building 24x80 | Pp aced on s page, ! 37 Air Line, 6 Barr. All complete and in|feet near P. O. in Underwood, Mclean I pay all advertising expense attache | perfect working order. Ed. Schuster &/Co., North Dakota. E. W. Ladd, Un- ed to all sales—write for information | o., Winnebago & llth Sts., eae (as derwood, N. D. 582 would be seen and read _ references from merchants I have Wis. ee Galé—teue ctock and fixtures in closed out. Traveling salesman wanted for large|Southern Michigan, population 5,000. . spring wheat flour mill. Previous ex-| Will invoice about’ $5,000. Reason for by eight thousand of p vience selling flour not strictly neces- cone. other business. Address E. L. Wanted—Merchants and dealers to}sar... Must, however, be a man with a Ide, ¢ -o Ferrand Williams & Clark, De- handle our quick-selling post cards and|goou record for successful salesmanship | troit, Mich. 593 the most progressive novelties. The latest designs, lowest/in some specialty line. No other than ; F ; ; : : Wanted—Stock Broceries i 2X - prices, big profits. Send for illustrated| high-grade men need apply as the work Stoc of groceries in| ex ' shange for rez estate é re $2,5 catalogue. Easter samples 25c. Per-|requires a high order of salesmanship. ne T "ance o ye : : : kins Novelty Co., 2nd Par-E., Buxton,|Good opportunity for advancement t0ljoite Mich. _ eas merchants in Michigan, Iowa. 624 © Oe ey man. Address ae a Sic tide hast ae oe Fine factory plant for sale cheap. New |care tradesman. y : Sie ror Been eos Mh Cel ep 2 ac eae en : tral Michigan city of 10,000 people. Rea- - : ] oe — ene: ee i R G. - Utah fruit and farm lands. We have} sonable price and terms. Address No. Ohio and Indiana. We Adds aes ae oi eee some exceptional bargains. If you want) 589, care ‘Tradesman. 589 dress No. 618, care Tradesman. 618 _ good investment buy 5 or 10 acres tract Eo “a a ; S — Shoe Store For Sale—Clean stock of|in Green River Valley. Write for descrip- aoe Sale-—Two modern funera _ Cars, : : S shoes and fixtures in resort town, in-|tive matter. Homeseeker’s Realty Co.,| rubber ‘tired aa suitable for city use. . have testimonial let : 3 > et Sear a i > I 598 Will take cheaper cars in exchange. Ad- ventories $3,000 will sell for $2,500. Good|Green River, _Utah. el dress’ No. 690 eare Tradesman 590 trade the entire year. | A moneymaker. ‘Fardware, fupnitaee. pee undertaking - a nl : as f h d f Good country and foreign trade. Reason}; ") ost Michigan town. Stock well as-|, For Sale—-White Rocks, White _Leg- ters trom thousands o for selling, failing health. Addre sae ae sorted and new. A winner. Owner|horns. Partridge Wyandottes, Rhode 621, care Michigan Tradesman. ___621_| ust sell. Other business. Address No. | Island pee hae Ducks, _ au You aunts steady position aS{|587 sare Tradesman. 587 egsss an StOCK. rice, qua icy, .treat- book- oe enaisenced: , has good eee eee ment, pleases all. Michaelis Poultry Pp €o Pp | € who h ave education. References, former employers.| For ee compner sare er Farm, Marinette, Wis. 517 : Fife |soda and cigar business in Centra ich- 7 : ; : ~state salary. Address L, Box 4, on ioe aise of 10.000. Reason, i! health. Cash for your business or real estate b ht S ld : “Lake, Mich. 620 | 18 m “i No matter where located. If you want oug ' Oo OF . ex Sit sc oe ee Pe ge rn eee Address D. L. care Michigan rae ta buy or scll address Frank P. Cleve- chandise located in Ithaca, Mich., county land, 1261 Adams Express Bldg.. Chi- : seat of Gratiot county, at a bargain if} Wor Sale—$1,500 stock of groceries and | “*#0- m ” changed properties as taken at once. No trades considered. general merchandise, money-maker. Only For Sale or Rent—Store building av Write F, W. Balch, Ithaca, Mich. 628 store in town. Has postoffice and_tele-|Croton, suitable for general stock. No “A Chanee In A Lifetime—The latest|phone exchange in connection. Write|other store within nine miles. L. BH. : cement oe pipes tte building block patent Box 9, Duffield, Mich. 565 |Phillips. Newaygo. Mich. 410 the direct result of ad- oe ee a iaveatwnent. a ~ For Sale--One Dayton computing scale, id ge op a va er and die , ; 7] ; ‘dir 3lock,' almost new. Cheap. Judson Grocer Co., 2% to 4 inches, 0. Address Thos. Cecil, <5 : : BPROrMY: i ig me “gag Grand Repids, Mich. 617 | Coldwater, Mich. 605 vertising in this paper, MICHIGAN TRADESMAN A STRANGER IN TOWN. The advent of an unknown man in the average village anywhere usually causes comment and some curiosity— and it is not always the people of a small village who are thus interested. Even the larger villages and _ the smaller cities become inquisitive over the appearance of a stranger. Primarily the initial question rais- ed as to the man’s identity is most delicately flavored with a touch of discretion. Is he all right or is he doubtful? And prudence of this sort is valuable; but it is an extremely easy matter to be over careful or to be unjustly suspicious. Most men visit places with which they are ac- quainted as a matter of business. It is very largely the minority who make such visits for mere pleasure or idle enquiry, so that it is some- what indiscreet to indulge in surmises that are suggestive until one finds out some fact or facts upon which to base opinions. One merchant in a small village in Southwestern Michigan makes a practice of keeping a sort of sur- veillance over the coming and going of strangers—watches the trains and scans the hotel register—and he does it as a matter of business and good citizenship. “I do not neglect my business in doing this,” he said, and then he explained that he could meet the trains and visit the hotels all within fifteen minutes’ time and that he has learned how to greet stran- gers, how to put himself in the way to be questioned. “And do you know,” he added, “I find that with very rare exceptions I meet fine men, men looking for something we have im our town and men who appreciate volunteered courtesy. Of course, now and then I pick up a chap who isn’t in search of anything; doesn’t know what he wants or where he is going, but as a rule I am able to be- stow service and I believe it pays.” As a result of such service the mer- chant mentioned three prosperous farmers just outside his village who located there because he “put him- self in their way” and was courteous: and he also pointed with real satis- faction to the establishment of 2 rival merchant whom he induced by his friendliness and gratuitous at- tention, when the man arrived on a prospecting tour, to establish him- self in the village as a competitor. i What Other Cities Are Doing. Written for the Tradesman. The Detroit City Service League has been organized under the Board of Commerce auspices, the obect being to stimulate a among the people streets and general pride in beautifying the alleys, keeping them clean, and in the cultivation of lawns, shrubbery and flowers. Auxiliary to the League there are to he number of neighborhood associations to awaken locality interest and pride. There will be a silver cup prize for the association showing the best re- sults in its district, to be awarded an- nually. This year individual prizes will be awarded to those showing the most artistic arrangement of front and back yards with flowers, plants and shrubbery. These prizes are in a large |picked, $1.90; money, $75, $50 and $25, respectively, and the contest will open May 1, closing Sept. 1. The Merchants’ Association and Board of Trade of Holland have join- ed forces in the work of ridding Black Lake of sunken logs. A com- mittee composed of H. Van Ton- geren, Jacob Lokker, Arend Visse- cher, J. B. Mulder and J. G. Van Du- ren has given a contract to remove the sunken spiles and the old scow at the mouth. Then other parts of the Lake will be attended to, and the work will be carried on until the danger of losing launch wheels in collision with deadheads will be re- duced to a minimum. Drinking from milk cans and re- filling milk bottles while en route through the city has been made a misdemeanor by the city council of Toledo. For some time the Health Department has been having a time with a few milkmen, who persisted in collecting bottles, refilling them in the wagons and then selling them to other customers. Some have also been seen to drink from the covers of the milk cans. In addition the ordinance provides that milk cans shipped into the city shall be sealed while in transit, so that the contents can not be tampered with by any- one. : The early closing schedule adopt- ed by the proprietors of stores at Houghton and Hancock terminates April 1. This is the fourth season during which early closing from Jan. 1 to April t has been in vogue. An innovation started last summer by business men of the two towns, which will be continwed, is the big picnic of the merchants and their families. Last year’s picnic was held at Freda and was attended by over 2,000 peo- ple. ; The merchants of Coldwater in- augurated a sales’ day March 25 for the purpose of stimulating and ex- tending local trade and it proved a success. The streets were filled with attracted to Coldiwater by the free auction sale of farm stock and machinery, the band concert, ex- hibition drills, etc. Another day will be held in June. Almond Griffen, Seen arernrnceeenccrtee Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, April 1—Creamery, fresh, 25(@20¢; dairy, fresh, 20@24c¢; poor to common, 17@20c; rolls. 20@23c. 'ggs--Strictly fresh, 15c. Live Poultry—Springs, I5@15i%e, towls, I5@15'4c; ducks, 14@15c; geese, 12@13c; old cox, 9@Ioc. Dressed Poultry—Springs, 15@16c; farmers, sales fowls, 14@16c; old cox, IO@IIc; tur- keys, 16@2oc. Beans—-Marrow, hand-picked, $2.2 medium, hand-picked, $2.25; peas, hand-picked, $2.35; red kidney, hand- white picked, $2 30@2.40. 5; kidney, hand- Potatoes—White, 75¢ per bu.; mix- ed, 7oc. Rea & Witzig. ——_+2~-.___. Suspicious, Cook—My father lived in the same house for twenty years. Hook—Didn’t he get any time al- lowance for good behavior? Making the Best of It. “I have an uncle and aunt living up in Vermont, ten miles from a rail- road,” said the furniture salesman, “and last Christmas I went up to see them for the first time in twelve years. They let me off at the store for a week, and the week was about up when a snow storm came on. It began snowing about noon, one day, and when it let up at dark next day my uncle came into the house and said to my aunt: ““Hanner, there’s five feet of snow on the level!’ “Never mind, Hiram,’ she an- swered, ‘last year at this time there was seven.’ ““But how am I to get to the rail- road?’ I asked. “*You can’t,’ says my aunt. ‘It’s probable the Lord’s doings to save you. from being drowned some- wheres.’ “It turned awfully cold that nigiat, and next morning my uncle came in from the barn and said: ““Hanner, it’s twenty degrees be- low zero.’ ““But it was thirty this time last year, Hiram.’ “*Three of the death last night.’ ““But four froze last year.” ““And fourteen of the hens.’ “That’s against twenty-two that froze last year, Hiram. Providence is being purty good to us,’ “I wanted to know how long be- fore the highway would be dug out, and my aunt answered: “‘Now, Harry, don’t you worry. If the road was dug out mebbe you’d go home to die of smallpox.’ “It grew colder and they lost all their ducks, but aunt said that ducks never paid for their’keep. They lost six turkeys, but she thanked the Lord there were six left. The well froze up, but she sang hymns as she melt- ed snow. We all got frostbites, but she was thankful they were not boils. ! was weather-bound right there for four weeks, and then came a thaw and a rain and let me out. The barn was floating away on the freshet as I left, but Aunt Hanner bade me good-by with a smile and said: “"Yes, the barn’s going; but we orter be good and thankful that the house and the pigpen are left’ ” a Life on Mars. For some unaccountable reason there seems to be a strong prejudice among both scientists and laymen against acknowledging the existence of a race of intelligent beings upon any planet other than our own. We can not help thinking that our earth is the most favorably situated of the solar system, and is the best suited to support life. To be sure, this is so as regards life with which we are familiar; or, to state it more cor- rectly, the animal and vegetable life of this earth has adjusted itself, its habits and its requirements into har- mony with conditions already fixed upon earth. This is no argument that life can not adjust itself to con- ditions such as are found on other planets. Those laymen who expect- ed that the question of life on Mars would be settled bv observations calves froze to during the 1907 summer’s favorable opposition were predestined to disap- pointment. No one who is familiar with the subject expected as much. It is highly improbable that we can ever prove with mathematical accu- racy that animal life does exist upon the planet. It is far easier to prove the existence of vegetable life by the seasonal changes in the color of large fields of forests. If these areas of vegetation show any unusual _ con- figuration and arrangement such as the “oases” and “canals” or “lanes of vegetation” on Mars, it is not un- reasonable to argue that the vegeta- tion is being cultivated or regulated by a race of intelligent beings. At the same time the existence of such beings is not infallibly proved by such evidence. ———@- a Origin of Moving Pictures. The beginning of moving pictures was in this wise: Sir John Herschel after dinner in 1826 asked his friend Charles Babbage how he would show both sides of a shilling at once. Babbage replied by taking a shillinz from his pocket and holding it to a mirror. This did not satisfy Sir John, who set the shilling spinning upon the dinner table, at the same time point- ing out that if the eye is placed on a level with the rotating coin both sides can be seen at once. Babbage was so struck by the experiment that the next day he described it to a friend, Dr. Fitton, who immedi- ately made a working model. On one side of a disk was drawn a bird, on the other side an empty bird cage. When the card was re- volved on a silk thread the bird ap- peared to be in the cage. This mod- el showed the persistence of vision upon which all moving pictures de- pend for their effect. The eye re- tains the image of the object seen for a fraction of a second after the object has ‘been removed. This model was called the thaumatrope. Next came the zoetrope, or wheel of life. A cylinder was perforated with a series of slots and within the cylinder was placed a band of draw- ings of dancing men. On the appa- tatus being slowly rotated, the fig- ures seen through the slots appear- ed to be in motion. The first Sys- tematic photographs taken at regular intervals of men and animals were made by Muybridge in 1877.—Chica- go Tribune. —_—+_2>+.___ Unfathomable. Rollins—What is the greatest mys- tery of life? Collins—It is why a hat that look- ed stylish last year doesn’t look styl- ish this year. BUSINESS CHANCES. For Sale—An undertaking and. furni- ture business in a small town in Central Michigan. Everything new and up-to- date.