WLR OES SSS SS 7 — "WAS eK EE SNR ee IER YAN DIL. CASITA ¢ Ga ae Nw oO & = White tPA EYE Mill EX ee es [5 Yen Yo Oy Ng MON Mn, Pare se: Se ee TAN EPPUBLISHED WEEKUTE 7 Ke OMPANY, PUBLISHERS 3503) AN TPT eg a << SS99) ANOS SSEQ SO Ri DOO a) NL EA SS Twenty-Sixth Year GRAND RAPIDS, WEDNESDAY, SEPTEMBER 30, 1908 Number 1306 That, Window Display Problem Let Us Solve It For You We have solved it for hundreds of grocers and are ready to help you make your window an effective salesman at no cost to you save a few minutes’ time of one of your clerks. Here’s Our Liberal Offer: We have on our staff an expert window trimmer—a man who knows window salesmanship, who devotes his entire time to the devising and in- stalling of windows that sell goods. He has planned a very simple but effective window (the other day a grocer wrote us that it had doubled his sales on K. T.C. F.) that your junior clerk can install in 20 minutes without worry or trouble,on your part. We will send you absolutely free, transportation prepaid, all the necessary material and full instructions, if you will agree to install it promptly and leave it up, say two weeks. May we do itP A simple request on your business stationery is all we ask. Address all correspondence to the house TOASTED CORN FLAKE COMPANY BATTLE CREEK, MICHIGAN Every Cake ie of FLEISCHMANN’S a WSoCHA7 2, PORTIA q YELLOW LABEL YEAST you sell not ‘ 4 we without © J, only increases your profits, but also i tecsini nok WoRDEN GROCER COMPANY Grand Rapids, Mich. gives complete satisfaction to your OUR LABEL patrons. The Fleischmann Co., + ba of Michigan { The Prompt Shippers Detroit Office, 111 W. Larned St., Grand Rapids Office, 29 Crescent Av. ' ee On account of the Pure Food Law Judson Cro. Co. 4 there is a greater demand than ever for & w# St wt wt yt Grand Rapids and Pure Cider Vinegar je Wine E 7 Uh . y ae 7a We guarantee our vinegar to be absolutely pure, made from apples and free from all artificial color- ing. Our vinegar meets the re- quirements of the Pure Food Laws of every State in the Union. wt vw The Williams Bros. Co. Manufacturers Picklers and Preservers Detroit, Mich. Are a Mighty Good “Pair to Draw to” WGA OU ER Tome een a NN iD pain Cel Cele) Seka bast os i Twenty-Sixth Year GRAND RAPIDS, WEDNESDAY, SEPTEMBER 30, 1908 Number 1306 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 Advisory Counsel to manufacturers and jobbers whose interests are affected by the Food Laws of any state. Corre- spondence invited. 2321 Majestic Building, Detroit, Mich. TRACE FREIGHT Easily and Quickly. We can tell you how. BARLOW BROS., Grand Rapids, Mich YOUR DELAYED Kent State Bank Grand Rapids Has the largest Capital and De- posits of any State or Savings Bank in Western Michigan. Pays 3% per cent. on Savings Certificates of Deposit. Checking accounts of City and Country Merchants solicited. You can make deposits with us easily by mail. FIRE AND BURGLAR PROOF AFES Grand Rapids Safe Co. Tradesman Building SPECIAL FEATURES. Awaiting the Outcome. News of the Business World. Grocery and Produce Markets. Association Formed. Editorial. City vs. Country. Six Kinds of Coffee. Butter, Eggs and Provisions. New York Market. Double Dealing. The Demon Debt. Live Salesmen. 20. Woman’s World. 22. Our Ancestors. 23. Two Extremes. 24. One of Many. 26. The Corner Club. 28. Wind and Wave. 31. Fine House for Sale. 32. Review of the Shoe Market. 34. Behind the Counter. 36. Dry Goods and Notions. 38. Window Trimming. 39. The Beauty Parlor. 40. Commercial Travelers. 42. Drugs. 44. Grocery Price Current. 46. Special Price Current. _— Soma ey — _ AN ee BUYING OUT'IDE. Plausible Excuse Offered by an Elk Rapids Lady. Elk Rapids, Sept. 29—The article in your issue of Sept. 23 on “How To Down the Mail Order Incubus” struck me with such force that I find it impossible to down the de- sire to give my side of the subject. That there are two sides to this question—as to every question—no one will deny, but, like the old maid and the mother-in-law and other like worn-out subjects, only one side is dwelt upon, and this to such an ex- tent that I long to scream my side from the housetops. If this article gets no farther than the editor’s waste basket I shall feel that I have done my duty by the world, even if the editor shirks his by depriving a cold, unsympathetic public of a re- cital of the righteous indignation of a down-trodden, abused and misun- derstood woman. I am of the class who lives in the small town and of the number who send to the large cities for various things, including hats, shoes, gowns, coats and gloves for myself and children. The local dry goods stores keepa good stock for the trade here and no criticism of that stock is intend- ed, and whenever I can buy the thing I want in my own town I do so; but if there is any man or woman who can give me any good reason why I should buy any of the above named articles which do not suit nor fit me [ should like to hear it. Why should I buy a suit or coat which I expect to last me two years or more which I do not like, which does not fit me and is not the style I wish, simply because. our home merchants have them for sale, or a hat of my home milliner which is a fright on me, simply because she has them and must sell them to some- body? I do-not ask them to buy a larger stock for me to select from or com- plain because they do not have what I want, but I would like to be allow- ed to use my judgment in buying my own and my children’s clothing. It might be suggested at this point that one may order any one or all of these articles through our home merchants; and | would say in this connection that I have done this re- peatedly, and they never fitted and were mever exactly as ordered. Then the question is open for discussion as to what shall be done with the misfit article, for, as I heard one woman say, “If | keep it I am mad and if the merchant keeps it he is mad.” So I long ago decided to cast my lot with the city merchant— the one who gets out the catalogue— for if the article is returned there are no questions asked and all is well, barring the express money. This has vanished, but of the two evils this is far pleasanter than the wrath of the “party of the first part.” On a day of an excursion to a nearby larger town I entered one of our dry goods stores and remarked laughingly that I was the only wom- an in town, whereupon the proprietor turned on me and with the most tel!- ing, not to say vituperative, language told me a few things. Like the pro- verbial worm we have heard. about, I turned on this same dry goods man and asked if his wife bought her last new gown in this town. He looked out of the window and said, “No.” | went on with a volley of questions: Did she buy the trimming here? Did she have it made here? Did she buy her new hat in this town? Did she own anything in the shape of cloth- ing that she did buy here? To all of which he answered: “No—but,” and then proceeded to give reasons: Her sister in Grand Rapids is a dress- maker. She has a friend in Chicago who is a milliner. He bowght ther silk waist when he bought his goods in Chicago, etc., none of which, as you may believe, were satisfactory to me or exonerated him from find- ing fault with others who did what he evidently was doing. This same dry goods man makes it convenient—they all do—to need a suit of clothes and buys them when he goes to the city to buy his fall or spring stock of goods, notwith- standing we have two tailors and two stores where one may buy men’s clothes. I claim it is his privilege es, as it is also mine. It is a bore to have always to send away for things—neither a conve- nience nor a pleasure to do so—buta necessity if one would be suited. It is monotonous enough at best to spend one’s life in a small town, but to gaze on the same pattern in dress wall papers or carpets or to buy his clothes wherever he wish- } goods, whether one sits at home or visits one’s friends, is maddening and too much to ask of “live folks.” To be sure, I am not in business, but if I were I hope my sense of justice would not be so warped that I would ask or demand of others the patronage I did not give. One Woman. +--+ Novel Plan Inaugurated by Lansing Manufacturers. Lansing, Sept. 29—The Committee appointed to prepare a programme for Manufacturers’ Day for the pur- pose of promoting a better acquaint- ance among the manufacturers and also to give the general public some idea of what the manufacturing in- stitutions of this city are doing, have decided to devote three days to the visitation and to divide the city in six sections in order that those who de- sire to do so may have an opportu- nity to visit every manufacturing in- stitution. : The dates selected are Tuesday, Wednesday and Thursday, Oct. 13, 14 and 15. On the forenoon of Tues- day, Oct. 13, all the factories south of St. Joseph street will be open to visitors, and as this section includes both automiobile factories, the Gas Power Co., Hugh Lyons & Co. and several others, it will keep the visit- ors pretty busy. In the afternoon all the factories located between St. Jo- — seph and Kalamazoo streets will be inspected. On the second day the factories be- tween Kalamazoo and Shiawassee streets will be open to the public and in the afternoon those between Shiawassee and Saginaw streets may be inspected. The third day the institutions be- tween Saginaw and Franklin streets will be open and in the afternoon all those located north of Franklin street will receive visitors. This includes the Lansing Brewing Co. For the wind-up of the three days the manufacturers will meet at the Hotel Downey for a social time and banquet. The latter function will be held at 8:30 and will be for manu- facturers only. Lansing manufacturing institutions to-day are all in a flattering condi- tion and with few exceptions are run- ning full time and are employing a full force of men. This is an oppor- tunity to visit the factories that should be taken advantage of and it will prove a surprise to many citi- zens and will open their eyes as to the importance of Lansing as a man- ufacturing center. > +. —___- Those who marry for money usual- ly earn it. ++ Any virtue dies as soon as it vaunts itself. 2 AWAITING THE OUTCOME. Money Being Held Back Until After Election. The bank — statements published Monday, showing conditions at the close of business on Sept. 23 indicate that the process of liquidation _ still continues, that ventures and new en- terprises are lagging until election is over. The September statements us- ually show a pronounced expansion as compared with the July and May statements. This year, however, the loans and discounts show a further shrinkage, and are at a lower level to-day than at any time during the year. While the loans and discounts show shrinkage the deposits have in- creased, commercial savings and bank alike, and are now at the high- est level of the year. A reasonable interpretation of the showing is that money is not going into new busi- ness at this time but is being held back until political conditions are settled. There is less activity now, but the promise is good for stirring times in the new year. Loans and discounts, $16,739,415.07. Omitting the small change, this is $25,000 less than on July 15, $544,000 less than on May 14 and $2,386,000 less than on Aug. 22 a year ago. The comparison with a year ago is a fair measure as to how the “hard times” have affected Grand Rapids. The shrinkage is about Io per cent. This may not be pleasant to contemplate, but it is not as bad as it might be. A year after the panic of ’93 the loans and discounts were 25 per cent. off. ‘ Bonds and mortgages, $6,197,824.34. This is $335,000 greater than on July 15, $894,000 greater than on May 14 and $693,000 greater than a year ago. The only significance in this is that the bankers are putting some of their idle money into good securities which are still offered at bargain prices. These investments will yield 4 or 5 per cent., which is better than hav- ing the money in the vaults eating its head off in interest to depositors. Due from banks, $4,321,171.17. This is $901,000 greater than on July 15, $699,000 greater than on May 14 and $1,301,000 greater than a year ago. Cash and cash items, $2,100,295.50. This is $264,000 less than on July 15, $348,000 less than on May 14 and $263,000 greater than a year ago. Total quick assets, due from banks and cash and cash items, $6,421,- 467.67. This is $637,000 greater than on July 15, $350,000 greater than on May 14 and $1,563,000 greater than a year ago. The significance of this is that the banks have more money that is not working, and the return of confidence is shown by the larger proportion carried in reserve and other banks instead of as cash in the vaults. As compared with the total deposits, the quick assets represent 25 per cent. as compared with ‘23.4 per cent.’on July 15, 24 per cent. on May 14 and 188 per cent. a year ago. Surplus and undivided profits, $1,606,799.85. Because of the two bank consolidations the last six months comparisons are hardly fair. MICHIGAN TRADESMAN The total, however, is $52,000 great- er than on July 15 or about 1% per cent. on the total capital stock, which is not bad for two months. Commercia] deposits, $9,932,207.33 — $591,000 increase since July 15, $271,000 greater than on May i4 and $340,000 greater than a year ago. Certificates and savings, $12,685,- 308.09. This is $208,000 greater than on July 15, $294,000 greater than on May 14 and $459,000 less than on Aug. ’o7. The statement a year ago was issued just before the panic, when the savings deposits were at the very highest notch. The panic pulled $990,000 out of the savings deposits, as shown. by the statements of Feb. 14 last. Since the February statements the volume has been steadily although slowly growing until more than half the shrinkage has been recovered. Due to banks, $2,706,054.13. This is $165,000 greater than on July 15, $228,000 greater than on May 14 and $46,000 less than a year ago. Our country friends seem to be following the same policy as the Grand Rapids banks. Total deposits, exclusive of Gov- ernment deposits, $25,447,716.95. This is $1,014,000 greater than on July 15, $484,000 greater than on May 14 and almost identical with the deposits of a year ago, showing an increase of about $15,000. The total deposits now, exclusive of United States de- posits, are very close to high water mark. How long the steadily accumulat- ing volume of money as represented by the deposits will be content with bank interest or to be unemployed is problematical, but it is not an un- safe prediction that as soon as the election is over and the people know where they are at things will loosen up again and be doing. —_+><--__ Traverse City Council Has Seventy Members. Traverse City, Sept. 29—Traverse City Council, No. 361, U. C. T., held a very successful meeting: Saturday evening, Sept. 26. Three more wor- thy travelers were added to our list, making our Council seventy strong. After the initiation, refreshments were served and a smoker enjoyed. We had the pleasure of having with us Brother Moody, of Auto Council, No. 305, Lansing, and he delivered an interesting lecture, which he did with credit to himself and honor to the fraternity. Fred C. Richter, Sec’y. 2. Trade Changes in the Hoosier State. Gary—The Rawless Shoe Co. has been incorporated with a capital stock of $10,000. Indianapolis—The Home Drug Co. has been incorporated with a capital stock of $10,000. ——_~++—____ Progress Reported. “Did you have any luck fishing?” “Ves.” “How many did you. catch?” “I didn’t catch any. But I thought up some mighty good stories to tell the folks at home.” a> =<, “Hand Raised” Shrubs from Cuttings and Seeds. This city’s “consumption” of shrubs is between 200,000 and 300,000 a year. As shrubs, once planted, are as en- during as trees it might be supposed that at this rate of supply in a very few years there wouldn’t be any places left in which to plant them. Perhaps the time will come shrubs are no longer in demand, but that time has not yet arrived, nor is it even in sight. The building of every new house means. shrubs to plant around it or in the yard, and there are a lot of new houses being built every vear. The opening of new additions to the city means more shrubs. Shrubs are being planted, not to any great extent yet, but in- creasingly, in the parkways along the streets. Some shrubs die and have to be replaced. The greatest encour- agement to the trade is that desire for more which the possession of one or a few shrubs awakens. Hav- ing one clump we see where another would look well, and on we go un- til the house is bordered with shrubs, the walks are lined with themand the lawns surrounded with green. And the dealer in shrubs is ever ready to suggest new uses for his goods. whe2 “Most of the shrubs used here are grown in the Eastern nurseries; some are imported from Holland and France. Why somebody around here does not take up the growing of shrubs as a business is not easy to understand. Perhaps nobody has thought of it. This is an age of spe- cialization. The grower of flowers does not often bother with lettuce or mid-winter radishes and in the same manner he leaves the production of shrubs to others. And the “others” are the nurserymen in other parts of the country. Some of the popular shrubs are al- most ridiculously easy to propagate, and it is a great wonder instead of spending many aollars for shrubs that other people grow that more home owners do not grow their own. For quick action it is of course neces- sary to call on the nurserymen, but where the need is not pressing a per- son can have his own “hand raised” shrubs as well as not, and in addi- tion can gain the satisfaction of knowing they are of his own crea- tion. For those who would grow their own shrubs the time is at hand to get busy. Gather the seeds of the snowberry and barberry when fully ripened and plant them where they will not be disturbed in the spring. Not all of them will come up, but enough will grow to represent a sub- stantial increase in the shrubbery tow. The first year with proper care they will grow six or eight inches or even more and about the second year they will be worth having. Sy- ringa, althea and other seed or berry bearing shrubs- can be raised in the same way. It may be a slow way, but there is as much of interest in seeing the seedlings develop as in watching the flowers or vegetables grow. A little later in the season along toward the end of October or before the the weather gets too cold for city man to work in comfort in the back yard will be the time to get action on the shrubs which grow best In list various spiraes, the ‘hydrangias, the from cuttings. this are the roses, the lilacs, the deutzias and sev- eral others. Take clippings of these shrubs, tie them loosely in bundles and plant them, right end down, of in course, a sheltered corner of the garden. In taking the cuttings be sure they are of well ripened wood and healthy stock. They will not be rooted when spring opens, but they will be all ready to root, and wil! make a good growth the first year. Rose cuttings should be dealt with slightly different from the others. Cover the planted cuttings with an old glass fruit jar. Most of the hardy outdoor roses grow very reaJ- ily when treated in this way. Several of the shrubs, the lilacs, flowering currant and the snow ber- ry, for instance, “sucker” freely. These suckers can be dug out with roots attached and planted as in di- vided shrubs. This can be done equal- ly well in fall or spring, as may be most convenient. “Hand raised” the shrubs cost nothing but the time and attention given to them and the small space they occupy. The same shrubs _ if purchased would cost from 15 to 50 cents each. The nurserymen do not guarantee their stock. If you grow your own stock you furnish your own guarantee. The growing of shrubs from cut- tings or seeds is us fascinating as the growing of flowers, and if you raise more than you can use yourself—and, once started, it is likely you will—you will have something to give to your friends. ———_+2>—___ Dividend Oct. 1. The Grand Rapids Greenhouse Company at a_ directors’ held Monday, Sept. 21, declared first semi-annual installment of a 6 per cent. dividend on the preferred stock of the company and checks will go forward on Oct. 1. meetinz its It has been a very successful year for the new company low prices for its products. has more than dowbled its glass area, having now over a quarter million feet of modern greenhouse equipped with all the latest improvements. It has erected at its floral plant on Burton avenue a_ fireproof office building and a large showhouse for palms and decorative plants, and now has over 40,000 chrysanthemums partly in bloom and asks all lovers of flowers to visit its new floral houses just across from the play- grounds, where Mr. N. B. Stover, in charge, will take pleasure in showing these giant blossoms. considering It H. J. Hartman Foundry Co. Manufacturers of Light Gray Iron and eneral Machinery Castings, Cistern Tops, Sidewalk Manhole Covers, Grate Bers, Hitching Posts, Street and Sewer Castings, Etc. 270 S. Front St., Grand Rapids, Mich. Citizens’ Phone 5329. Movements of Michigan Gideons. Detroit, Sept. 29—Herbert W. Beals, of Jackson Camp, was in To- ledo last week and was making his rounds. There are some in his Camp still marked 1908, which indicates that these brothers should have paid $2 last July. F. S. Porter, of Jack- son, is now a 1909 Gideon: Lafayette Van Delinder, of Lan- sing Camp, was in Canada last week selling barbers’ supplies. He reports W. D. Redfern, T. G. Adams, A. E. Andrews and himself all 1909 Gid- eons and that W. S. Sly is their Sec- retary. The Gideons met in the parlors of the ¥. M. C. A. at Warren, Pa., Sept. 19 and organized Warren Camp No. 7 under the direction of the State President, C. C. Dornbush, assisted by W. H. Reed, both of Pittsburg. The following officers were elected: President, M. M. Sanderson; Vice- President, A. Mintzer; Secretary, F. C. Tochterman; ‘Treasurer, J. H. West; Chaplain, A. J. Nathan. The next day after the Camp was organ- ized enthusiastic meetings were held in the First Methodist church, Y. M. C..A. auditorium and the First Pres- byterian church, and the Gideons had a glorious day, a goodly number of commercial travelers becoming members, showing their willingness to enter into the service of their Lord and Master, Jesus Christ. Speaker Reed twas enthusiastically received, voicing the great necessity of the gospel of Jesus Christ in the daily lives of the commercial travelers, as well as the business men whom they might come in contact with. A seven day religion instead of a professed religion one day in seven was the thing most urged. C. C. Dornbush gave an outline of the purposes and plan and foundation of the organiza- tion of the Gideons. The Volunteer meeting last Satur- day evening was conducted by Geo. S. Webb, C. M. Smith and the writ- er Brother Smith gave the address. About forty were present. The main address at the Griswold House meeting last Sunday evening was given by L. R. Montgomery, of the Peoples State Bank of Detroit, and he took for his subject the 53d chapter of Isaiah, which he gave as the A, B, C, D of the gospel. Every seat was filled and every ‘heart was touched as Brother Montgomery made clear the plan of salvation and sang two songs fitting his theme. Miss Evo, Mrs. C. F. Louthain and Geo. S. Webb favored us with a song. A meeting was called after the serv- ice to consider a plan to raise a Gid- eon bible fund and it was decided to correspond with John Adams She- rick for one of his lectures. The Christian Herald of Sept. 16 contains an editorial on Gideon bi- bles worth reading, and many dail- ies are sounding the call as all are interested. Aaron B. Gates. Detroit, Sept. 29—Iowa Gideons held their State convention last Sat- urday and Sunday at Cedar Rapids. Pennsylvania Gideons did likewise at the same time at Reading, where Camp No. 6 was recently formed. MICHIGAN TRADESMAN National Secretary F. A. Garlick attended the Iowa State convention and we noticed his name on the programme as speaker at the Y. M. C. A. service in the afternoon and again for the evening service, held mot. Pauls M: EH. church: National Field Secretary C. G. Bowers expects to go to Kansas City to help rejuvenate the Camp there and, incidentally, help in raising funds for placing bibles in hotels of that city. A cabinet session will be held in National headquarters Oct. 24. Very important business relative to bibles in hotel work will there be decided, and it is now expected that a full board will be present. The Nationai Field Secretary will probably attend and render his final report. Charles M. Smith. ——__2~-. Business Changes in the Buckeye State. Dayton—Weber & Schenck are about to engage in the clothing busi- ness. Delphos—E. B. Hansen has entered the dry goods business conducted by A. J. Schmidt & Bro. Lancaster—O. H. Wetzel, grocer, has made an assignment to G. C. Miller. Findlay—W. T. Miller is about to engage in the confectionery busi- ness. Fostoria—-Cunningham & Manecke have sold their drug stock to E. R. Pillars. Greenville—The Irwin Furniture Co. has just engaged in business. Fostoria—Lease, Linhart & Co. dealers in shoes, are succeeded in business by M. A. Lease '& Co. Ansonia—Warren Bailey is about to engage in the hardware business. Athens—Clarence Roach has em- barked in the grocery business. Butler—Quaid & Lewis will open a clothing and furnishings store. Cleveland—The Gary Clothing Co. has merged its business into a stock company under the same style with a capital stock of $10,000. Akron -— The Akron Associated Drug Co. has increased its capital from $150,000 to $200,000. Cumberland — Langley & Petty have sold their hardware stock to Fred White. Dayton — The Grocers’ Baking Co. has incorporated with a capital stock of $50,000. Jackson—John Joseph & Bros. are succeeded in the confectionery busi- Dayton been ness by Jos. Abraham. Lancaster—Simon Brown is about to engage in the clothing business. Lebanon—M. Kohlagen has _ pur- chased the jewelry stock of Jos. H. Drake. Lockwood -— Robert Rowley has sold his grocery stock to Harry Rice. Alvordton—E. B. Hilton will con- tinue the meat business formerly con- ducted. by Tearney & Hilton. + <-> —___ It’s slow work climbing to heaven on smooth words. 3 Mercantile Changes in the Badger State. Neillsville—The Pine Valley Butter Co. has been incorporated with a capital of $2,000. Antigo—Wm. Burch has purchas- ed the grocery stock of W. F. Miller. Beloit—The E-Z Go-cart Co. has been incorporated with a capital stock of $25,000. Chippewa Falls The McMalley Mercantile Co. has been incorporat- ed with a capital stock of $40,000. Eau Claire—A. Hanson has _ just engaged in the furniture business. Sturgeon Bay—Brandt & Miller are succeeded in the general merchan- dise business by the Wright Co. Appleton—C. Fahey ‘has just start- ed in the grocery business. Green Bay—A furniture store has been opened by P. J. Schauer. West Allis—Epstein & Parnass have just engaged in the clothing business. Cumberland—G. Hafslund is suc- ceeded in the bakery and confection- ery business by J. Gaerth. Rhinelander—The business former ly conducted by the Rhinelander Manufacturing Co. will be continued under the style of the Rhinelander Refrigerator Co. South Milwaukee — The Badger Malleable Manufacturing Co. ‘has been incorporated with a _ capital stock of $75,000. The best way to fight sin ts by being friend to the sinner. Second. We buy the best lumber. We thoroughly air and kiln dry it. That means several things of value to you: First. “It means prompt shipment of any style and quantity you desire. It means that we have capital enough, good material enough and men enough to take time to make the best, most durable and most beautiful case—just the kind of a case you would expect would have a conscience—if that were possible. So remember, when you buy our ‘‘case with a conscience” you get the best—and that’s what you want—and the price is right, too. Our catalog is of unusual interest. Probably it would help you decide your case and fixtures problems in just the right way. Better have it anyway. | Just write and we’ll send at once. 1200 Cases with a Conscience Are Stored in Our Immense Factory Then, it’s right. Grand Rapids Fixtures Co. Jefferson and Cottage Grove Aves. Grand Rapids, Mich. a” MICHIGAN TRADESMAN Movements of Merchants. Evart—L. Loudon has engaged in the bakery business. Allegan—The Crescent Egg Co. has opened a store here. Gowen-—A. D. Boher will engage in the drug business. Bangor—A grocery store will soon be opened by J. E. Wilson. Manistee—Don Smith is about engage in the grocery business. Mulliken—Catlin & Hovey succeed Catlin & Son in the meat business. Muskegon—The Flickinger Co. has opened a bakery at 17 South First street. Otsego—A millinery store has been opened by Mrs. Stover. Eaton Rapids—J. E. Crane is erect- ing a new elevator, 25x60 feet in di- mensions. Clayton—W. E. Sladden has shortly to and bazaar E, 7. sold B. A. Nessel. Detroit—The People’s Ice Co. has increased its capital stock fnom $150,000 to $500,000. Petoskey--Stabler & ~Olson will | continue the meat busines formerly conducted by John Stabler. Lansing—The capital stock of the Lansing Pure Ice Co. has been in- creased from $35,000 to $40,000. Owosso—Williams & Bro. are succeeded in the candy business by Arvanite & Ide, of Sandusky, Ohio. Sault Ste. Marie—A. J. Fair, for- Spruce street. Woodland—The clothing business formerly conducted by E. Flewelling & Co. will be continued in the future by Mrs. Flewelling. South Boardman—James Patterson has sold his dry goods, shoe and mul- finery stock to J. Jay Raby, who will continue the business at the same location. Muskegon — The Peoples Steam Laundry Co. has been incorporated with an authorized capital stock of $10,000, all of which has been sub- scribed and paid in in property. Grand Ledge—O. G. Bretz has sold his dry goods stock to L. F. Leon- ard, of Farwell, and will remove to Oregon, where he will engage in the lumber business near St. Helms. Greenville—C. H. Gibson & Co. are erecting a new grain elevator in North Greenville 20x120 feet and con- taining 6,000 feet of floor space. The building is nearly ready for occu- pancy. Reed City—-H. J. Stowell & Son have sold their grocery stock to Berger & Baker, who are also engag- ed in the grocery business here and 'who will consolidate the two stocks jat the Stowell stand. | dict iwith an authorized capital stock ot his stock of general merchandise © $3 000, all of which amount has been Vassar—The Vassar Hay & Prod- uce Co. has merged its business into a stock company under the same style with an authorized capital stock of $2,000, all of which is subscribed and paid in in cash. Detroit—Beecher, Peck & Lewis have merged their wholesale paper business into a stock company with an authorized capital stock of $9,750, all of which has been subscribed and $8,150 paid in in cash. Saranac—S. E. Tucker has sold his elevator and warehouse to Chas. E. Huhn, Thomas S. Barber, W. S. Al- len and Gilbert Ayers, who will con- tinue the business under the style of the Saranac Produce Co. Merrill — The Schaefer-McKinnon Co. has been incorporated to con- a general merchandise business subscribed and paid in in cash. Lapeer—The ownership of the La- peer Grain Co. has been changed. In future George Churchill will continue the business here as the Lapeer Grain Co., while the elevators at Elba and Davison will be conducted by John S. Smith. Boyne Falls—J. J. Robbins lost ‘his boarding house, shop, barn and other farm buildings by fire Sunday. The loss is about $4,000, with only $1,500 insurance. The sawmill and residence ‘ |were saved from destruction only by merly of Grand Marais, succeeds John | H. Roe in the meat business at 500} strong effort. _ corporation has been formd under the style of the Buck- ley Mercantile Co. to conduct a gen- eral merchandise business with an authorized capital stock of $20,000, of which $10,000 has been subscribed and $5,000 paid in in cash. Manistee—Emerson J. Woolfitt has resigned his position as manager for E. J. Cornwell & Co., wholesale meat dealers, and will be succeeded on Oct. 1 by D. Wheaton, formerly of the Traverse City Cornwell house. Mr. Woolfitt will return to Bay City. Muskegon—The Muskegon Lumber & Fuel Co. has merged its business into a stock company under the same style, with an authorized capital stock of $40,000, of which amount $36,000 has been subscribed, $860.27 being paid in in cash and $35,139.73 in prop- erty. Manufacturing Matters. Pontiac—The Auto Top & Trim- ming Co. has. decreased its capital stock from $25,000 to $20,000. Bay City—W. D. Young is build- ing an addition to his sawmill. The output of the mill when completed will be 75,000 feet a day. Calumet—A company is being formed under the name of the Ideal Curtain Pole Co. to conduct a manu- facturing business with the factory at Houghton. Traverse City—The capital stock of the Edw. Payson Manufacturing Co. has been increased from $30,000 to $50,000, $10,000 to be retained as treasury stock. Hanover—The Hanover Creamery Co. has been incorporated with an authorized capital stock of $3,200, all of which has been subscribed and paid in in property. Detroit—The Detroit Vault Co. has been incorporated to manufacture cement burial vaults with an author- ized capital of $10,000, all of which has been subscribed, $8,000 being paid in in property and $2,000 in cash. Battle Creek—The Schell Remedy Co. has been incorporated to manu- facture medicines. The company has an authorized capital stock of $1,000, all of which has been subscribed, $600 being paid in in cash and $400 in property. Detroit—A corporation has been formed under the style of the Michi- gan Food Co. to manufacture cereal foods with an authorized capital stock of $50,000, of which amount $27,800 has been subscribed and $5,560 paid in in cash, Rose City—The Prescott-Miller Lumber Co. ‘has finished its season’s cut. The company sold the entire output of the mill last winter. The plant will resume operations in the winter. The company handles about 10,000,000 feet annually. Kalamazoo — A corporation has been formed under the style of the Kalamazoo Regalia Co. to manufac- ture uniforms, flags, etc. The com- pany has an authorized capital stock of $1,000, of which amount $500 has been subscribed and $250 paid in in cash. St. Go, has Joseph—The Celeryade which manufactures soft drinks, merged its business into a_ stock company under the same style, with an authorized capital stock of $250,- 000, of which $126,500 has been sub- scribed and $18,390 paid in in cash and $6,610 in property. Saginaw—The Rice & Meyer Wood Manufacturing Co. has decided to locate at Carrollton, just outside of the city limits of this place. This concern will manufacture cheese box- es, veneering, butter dishes and bas- kets. The timber required is hard maple, beech, birch, elm and_ bass- wood. A large heading plant will be operated in connection. Schoolcraft—The Eureka Furniture Co. has been incorporated with a cap- ital stock of $25,000. The incorporat- ors are Fred W. Ulm, Charles A. Weaver and Cora A. Ulm. The com- pany has taken over the site of the former casket factory and wil! manu- facture all kinds of furniture. Fred Uim was formerly located in Kala- mazoo, having been proprietor of the Kalamazoo Kitchen Cabinet Co. before the plant was destroyed by fire. —_~--~+____ The greatness of any man’s present depends on the length of his view of the future. He Silenced Heer. Dinner had been over only ten min- utes when Jones made a move down the hall for the thall-tree and his hat, and the long-suffering Mrs. Jones fol- lowed after to say: “You have been for a month. out every night How long is this thing to last?” “Only until the campaign closes, my dear.” “But I don’t see that it is neces- sary for you to be out every nignt until midnight. Last presidential election you were not out a single evening. In fact, you said the men who were whooping around nights were a pack of soft-heads.” “So they were, dear, but last cam- paign is not this caimpaign. Las: campaign things ran themselves, and there was nothing for the patriots to do. Now the country calls upon every one of them. Mrs. Jioones, the very life of our country hanging in the balance. is “The bulwarks of tering to their fall. “Shall this country be ruled by pa- triots or traitors? “Is Bunker Hill to go for nothing and are our liberties to be sold for a mess of pottage? “Shall liberty are tot- I stand supinely by and see this great and glorious country to destruction, or shall I lead movement to still farther exalt “Shall the American Eagle still continue to soar on pinions proud, and Old Glory wave in every breeze that blows, or shail the bird become a crow and the flag a dish-cloth?” “Wihy, Thomas, is_ it bad go the her? as as that?” asked the wife in alarm. “It’s worse. The next gale that sweeps from the West—” “Then thurry right along and gone as long as you want to.” And Jones went down to this club and played poker until 3 o’clock next morning. —_—---e-2e2a——___— The statement was recently given out from the Patent Office at Wash- ington, that 900,000 patents have been be granted since the first one was re- corded January 15, 1836. The first patent on record was issued to J. Beverly Allen for “improvement in a box for packing tobacco.” statement has brought to patent of an earlier date. Stoddard, of Wiashington, is the own- er of a document showing that a patent was granted to Josiah C. Sper- ry, his grandfather, in 1827, for an improvement in “the machine for turning hoe and rake handles.” The letters patent are dated December 3 1827, and are signed by John Quincy Adams, President of the Unitea States, and Henry Clay, Secretary of State, and are attested by William Wirt, Attorney General. The parch- ment on which the document is print- ed and written is in an excellent state of preservation. The ink used in the writing, while a little faded, is dis- tinct and no trouble is experienced in deciphering it. The front page of the document is the printed form then in vogue with the insertion of the proper places of the names of the persons seeking the patent, the kind of machine patented and the date, etc. This light a Josiah C. ae nea MICHIGAN TRADESMAN 5 qereas GROCERY» PRODUCE MAR a3 = om oy) 2 gs. S Wty i LG Wf 1] uD oe : a CS Deru {fi ( A, ey The Produce Market. Apples—Choice fall apples fetch $1 per bu. Cooking stock 1s in fair de- mand at 75c. Winter varieties are being shipped in New York State and are finding an outlet on the basis ot $4 per bbl. The best sellers are Kings, Twenty Ounce Pippins, Hub- bardstons and Greenings. Bananas—$1.50 for small bunches: $2 for Jumbos and $2.25 for Extra Jumbos. 3eets—6oc per bu. 3utter—The market is firm at an advance of about 2c per pound on all grades of creamery. There has been a general increase in the con- sumptive demand for all grades, and the make has shortened off considera- bly. A combination of these strength- ening elements has made the mar- ket very firm on the present basis, and if the coming week brings any change it will probably be in the nature of a slight advance. The qual- ity of the butter arriving just now is very (fine) Fancy | creamery is held at 27c for tubs and 2$c tor prints; dairy grades command 19@ atc for No. © and 7c for packing stock. Cabbage—Home grown commands 45¢ per doz. Carrots—6oc per bu. Cauliflower—$1.35 per doz. Celery—12%4c per bunch for home grown. Citron—6oc per doz. Cocoanuts—$5 per bag of go. Crabapples—$1 per bu. for Hyslips. Cucumbers—6oc per bu. for large. Eses—The market is firm at an advance of Ic per doz. The receipts of fresh eggs are very light and sell readily at market prices. The mar- ket at present is very healthy and no important change is looked- for during the coming week. Local deal- ers pay I9c on track, holding can- dled at 21c. Grapes—Concords and Niagaras fetch 4c per 8 fb. basket. Dela- wares, 18c per 4 fb. basket. Green Corn—i1o@1i2e per doz. Green Onions—rt5c per doz. bunch- es for Silver Skins. Honey—r6c per tb. for white clover and isc for dark. Lemons—Messinas and Californias are steady at $4.50@5. Lettuce—Leaf, soc per bu.; head, goc per bu. Musk Melons—Home grown com- mand goc per crate of about 12. Onions—Yellow Danvers and Red and Yellow Globes are in ample sup- ply at 5o@6oc per bu. Oranges—$4.50@5 for Valencias. Parsley-—25c per doz. bunches. California Peaches — Smocks and Salways fetch $1.25@1.50 per bu. Pears—Sugar, 90c; Duchess and Clapp’s Favorite, $1@1.25 per bu.; Kiefers, 50c per bu. Peppers—$1.25 per bu. for green and $2.25 for red. Pickling Stock — White onions, $2.25 per bu.; small cucumbers, 20c per Ioo. Potatoes—The local market ranges around 65@7oc per bu. Poultry—Locai dealers pay 9@o%c for fowls, 10% @1tc for broilers and gc for spring ducks. Radishes—toc for Round and 12%c for Long. Spinach—6oc per bu. Sweet Potatoes—$3 per bbl. for Jerseys and $2 for Virginias. Tomatoes—soc per . bu. for ripe and 4oc for green. Veal—Dealers pay 5@6c for poor and thin; 6@7c for fair to sood, 7% @o%c for good white kidney. -___~ A Boston gentleman recently open- ed by mistake a letter addressed to his son, and was shocked when the read the following dreadful words: “Dear Bob—You really must show more caution in constructing your plots, or the governor will be sure ite discover the dead body of Gerald- ine in the cellar, and then your se- cret will be out. You consult me about the strychnine. I certainly think you are giving it to him in rather large doses. Let Emily put her mother in a madhouse. It will answer your purpose well to thave the old girl out of the way. I think your forgery is far too small a sum. Make it $3,000. Leave the rest of your particularly nice family circle to me. I will finish them off, send you back the ‘fatal dagger’ afterward by book post—Yours, Jack.” He fost no time in calling on the young man for an explanation and it was easy. He and “Jack” are writing a mod- ern novel, and these startling refer- ences to murder, forgery, etc., are suggestions that will add to the thrill- ing interest. ee Chamberlin Bros. are about to en- gage in general trade at Kendall and have purchased their dry goods stock of the Grand Rapids Dry Goods Co. +» ___. A general store has been opened at Sidney by Fish Bros., who pur- chased their stock of dry goods of the Grand Rapids Dry Goods Co. e+ __—_ Daniel C. Steketee, who has been spending two weeks in Colorado, seeking relief from hay fever, has re- turned home. The Grocery Market. Coffee—The strike at Santos has greatly cut down the receipts of San- tos coffee at primal points, but how iong this will continue is in dowbt. The hand-to-mouth policy of buying, however, will prevent this fact from having the effect which it otherwise would, as there is plenty of coffe2) for the present smal! demands. Milds are strong statistically, but the finan- cial situation is such that these cof- fees are not moving into consump- tion to the extent expected. Java and Mocha are steady and rule at un- changed prices. Canned Goods—The mar- ket is now on a more quiet basis, but displays a firm tone. tomato It is estimated that the crop will not exceed 52 per cent. of last years crop. Corn con- tinues firm and offerings of new packed goods are light. There is a little more demand, but buyers ar2 not speculatively inclined and orders are mainly for small quantities. The demand for cheap peas is increasing, but offerings are not large and the market is firm. California peaches and apricots are receiving quite a lit- tle attention, orders chiefly from the country trade and being of moderate quantities. The market is firm. Southern peaches are not be- coming ing urged, but buvers are not giving them much attention and, while the market is firm, prove. an upward prices do not im- Gallon apples are firm, with Cherries are dull and easy. The market for red Alaska salmon on the and the tendency of prices is up- ward, owing to the fact that many of the most favorite brands tendency. have al- ready been closely sold up. Sockeyes and chinooks are out of first hands. There is a fair demand from the con- suming trade and the market has a firm tone. Dried Fruits—Apricots are selling fairly at unchanged prices. New cur- rants are coming in, prices on both spot and future being unchanged. Raisins are unchanged and dull, the Armsby corner being still uncertain ard undecided. Other are dull and unchanged. dried fruits Prunes are somewhat weaker and can be bought at about %c off. Lack of demand seems to be the only reason. Peach- es are unchanged and dull. Syrups and Molasses—Sugar syrup is in very light demand except for export. Prices are unchanged throughout. Molasses is in usual fall demand at unchanged prices. Glucose is unchanged for the week. Com- pound syrup is in fair demand at ruling prices. Cheese—The drouth in the cheese producing section of the country has created a short supply of milk and the present make is 25 per cent. be- low normal. The consumptive de- mand is good, as is the speculative. Cheese made in September is always the finest of the season, and the quality is at present running extra fancy. Farinaceous Goods—Rolled oats, both bulk and package, are high and strong and further advances are prob- able. A steady market characterizes sago, tapioca and pearl barley. spot is firm | Provisions—There is a good con- sumptive demand for smoked meats jand a short supply. Pure lard is Yc | above a week ago, owing to scarcity land good consumptive demand. Com- ipound lard is also %c higher, owing lin part to the Higher cost of raw ma- terials. Canned meats are unchang- ied, as are dried beef and _ barrel pork. Fish—Cod, hake and haddock are in fair demand at wnchanged prices. Sardines of all grades are steady, un- changed and in fair demand. Sal- mon shows no change and is in mod- erate demand. Prices on new au- tumn Irish mackerel have been made during the week—350 to 400 count, the price being $13.50@14, which is spring mackerel. yet been mackerel. No prices have as named on new Norway The demand is better real- ly than the supply. —_————_- 2 2.» —____ Will Continue Without Interruption. Chicago, Sept. 29—An_ auditing committee’s investigation of the books of the Egg-O-See Cereal Co. resulted today in a statement by its officers that the concern is in fo trouble and will continue without interruption. Assets totaling $1,500,000 were submitted to the com- mittee as security for $400,000. financial liabilities of The assets include the two mills at Quincy, Ill, and Buffalo, N. Y., ana the good will of the company, which has been carried on the books at a valuation of only $300,000. Business for the first eight months | of 1908 represented receipts of more than $1,000,000, according to the as- sistant manager, L. D. Wallace, Jr. He explained that the examination was the sequel to a meeting of prin- cipal creditors called by the officials. A conference was deemed. necessary because of delay in bank transactions due to the feeling of bankers aroused by the Booth receivership. ~~ Will S. Jones, formerly publisher of the Minneapolis Commercial Bul- letin, has joined hands with his brother, H. V. Jones, in the purchase of the Minneapolis Journal, the lead- ing daily newspaper of the North- The Jones boys are both men of exceptional ability and the Trades- man confidently expects to see them west. achive remarkable success in their new relation. The retirement of Will Jones from the Commercial Bulletin was an irreparable loss to rade journalism. Guy W. Rouse, Manager of the Worden Grocer Co., left Saturday for Colorado Springs, where he. will spend a week with relatives and friends. He expects to be absent about two weeks altogether. —_—_.--»—___ The Lemon & Wheeler Co., of Kalamazoo, has furnished a stock of groceries to the Stover Grocery Co., which has embarked in trade at that place. ———.—__ M. M. Hodgboon has engaged in the grocery business at Kalamazoo and purchased his stock of the Lem- on & Wheeler Company, of that place. AUT Tee eee eerts eo ed i Eg A MICHIGAN TRADESMAN _—— ASSOCIATION FORMED. Grand Rapids-Saginaw Valley Deep Waterway Association. No better evidence could be requir- ed as to public interest in Michigan relative to the proposed deep water- way across Michigan via the valleys of the Grand, the Maple and the Sag- inaw Rivers, than was furnished by the fact that at the first meeting held to further the proposition, in which the towns along the route suggested, were represented, was attended by twenty delegates representing nine cities and towns. The meeting was called to order by FE. A. Stowe, President of the Grand Rapids Board of Trade, who gave 2 very brief review of the history thus far of the effort to improve Grand River as a waterway and continued: Gen. George Washington during the Revolutionary War examined the Mohawk River from Albany west around the rapids to see as to the practicability of building a_ canal from the Hudson River to Lake On- tario. In 1792 the Western Inland Navi- gation Locks Co. was organized and five years later that company had completed six miles of a canal around the Mohawk Rapids, thus providing a waterway connection between Lake Ontario and the Hudson for fifteen ton boats. Just 100 years ago Gouverneur Morris suggested the building of a canalized waterway from the Hudson River to Lake Erie. : In 1810, two years later, Dewitt Clinton advised the creation of a Commission to investigate and re- port upon the feasibility, practicabil- ity and cost of a canal from the Hud- son to Lake Erie. In 1815 a memorial was addressed to the State government in behalf of the proposition. On July 4, 1817, the first ground was broken at Rome, N. Y., in the construction of the canal. On Nov. 4, 1825, the canal was opened for navigation from Albany to Buffalo. Thirty-three years of effort, and the result was a canal 352 miles long, costing $7,602,000. This canal had a rise of 20 feet to overcome at Albany and another rise of 180 feet at West Troy—a total rise of 200 feet at the very begin- ning of the project. Moreover, the canal as built was required, en route, to pass through two aqueducts, above and across the Mohawk River and through others across two or three lesser streams. Originally this wa- terway was 40 feet wide at its top and 4 feet deep, having a maximum capacity for 76 ton boats, which were required to pass through fifteen sin- gle locks and fifty-seven double locks. The immediate result of this work was a reduction of freight rates: New York to Buffalo, from $100 per ton to $10 per ton. Later the rate was reduced to $3 per ton. The great, big, timely result, which was in force for fifteen years, was the speedy settlement of the Far West—- now known as the Northern Central States. Gentlemen, this record is practica!- ly 100 years old. It was made when the territory west of the Hudson River was a wilderness; when New York State counted its population by the thousands instead of by the mil- lions; when peltries were the chief medium of exchange; when barter was most common. More than that, this record bears no relation to steam or electricity. it is a record of man’s physical power, backed by the splendid faith and patriotism of our forefathers. In brief, gentlemen, it is the out- line record of an achievement by good citizenship infinitely superior to the present National plan of im- proving our inland waterways; it is the history of a project by the side of which our Grand Rapids-Saginaw waterway proposal is a mere pigmy. Fancy for an instant the State gov- ernment of New York and the peo- ple of that State listening to and heeding the irony, the sarcasm, the dire predictions, the bitter persecu- tions and the ignorant assaults made by opponents of the enterprise be- tween A. D. 1792 and A. D. 1825. What would be the present condi- tion of New York, Ohio, Michigan, Indiana, Illinois, Wisconsin, and so on farther west, had Gov. Dewitt Clinton and his brave, public spirit- ed and far-seeing fellow citizens lost their courage, held back their influ- ence and storehoused their energies? Those States would still be wilder- nesses compared with their present developments, and instead of having industrial, commercial, financial and educational centers all over our com- monwealth, the great State of Michi- gan would still be a struggling fron- tier territory. And, gentlemen. I pray you con- sider the record of this meeting; the record of the great convention to be held in Chicago next week; the rec- ord of President Roosevelt's ride down the Mississippi a year ago; the record of all the meetings held by the local deep waterways associations throughout our iand; the record of the building of the Panama Canal; the records of reforestation, of gooi roads building, of the great Ameri- can process of irrigation. All these will be quite as much ancient his- tory one hundred years hence as are to-day the records of the Erie Canal which I have outlined to you. Where do you wish to stand in those records? Dead and gone, we will still have descendants who will have the ordinary human _ qualities; who will be required to express: feel- ings of pride or otherwise as to their forefathers; who will, in their turn, be called upon to exhibit civic pride, local loyalty and to exhibit National, state and local patriotism. What ex- amples in these directions do you wish to set for those who are to follow us? I feel confident as to your answers. I am confident that you, each of you, can see beyond your own local hori- zon; that you are able to project your living interest and influence far into the years that are to come. I am convinced that the people of Michi- gan as a unit love their State, the whole of it, as sincerely and deeply as do the peoples of other states love their respective commonwealths. And so, gentlemen, let us, as pio- neers in a constructive movement for the good of our State, see Michigan as a tiny factor in a world wide move- ment of progress; as an atom which, if lost sight of through the selfishness and bigotry born of ignorance and indifference to the general welfare, will be forever forced into oblivion so far as the greatest system of pub- lic improvement in the United States is concerned. And, seeing this atom in its extreme of littleness, let us now look at it as the neighbor of the Far East; as the close-by sister of every city, village and neighborhood in our land; as the strong, healthy and de- pendable first cousin of every na- tion, province and principality on all the continents. Concluding. his introduction, Presi- dent Stowe explained that as the pur- pose of the meeting was the organiza- tion of an association entirely sepa- rate and apart from the Board of Trade, in which all communities might be represented and_ directed wholly toward furthering the pro- posed deep waterway, he suggested that the meeting choose a chairman. On motion of C. Gallmeyer, Chair- man of the Board of Trade River Im- provement Committee, B. G. Coryell, of the Business Men’s Association of Chesaning, was unanimously elected temporary Chairman. On motion of Mr, Jones, of Maple Rapids, Chas. S. Hathaway was chosen temporary Secretary. G. W. Bunker was called upon and gave in a clear convincing way the outlines of the proposed plan. He showed how the Grand-Saginaw Val- ley is a natural waterway which may readily be made available and profit- able; how the Valley has been select- ed and approved by Lyman E. Coo- ley, C. E., one of the most eminent of American hydraulic and engineer- ing experts, as the best route avail- able for the purpose and has declar- ed that the canalization of that route, as proposed, can be accom- plished in a shorter time and at less expense than any other oute that has been suggested. It was clearly shown by Mr. Bun- ker that in meeting the requirements of the proposed canalization process, not only will all flood damages along the route be forever eliminated, sav- ing many hundreds of thousands of dollars each year, but the reclama- tion of lands now’ worthless will represent taxable values annually of very large proportions. In addition, basing an estimate on the experience of the State of Illinois with its deep waterway, the development of water powers along the Grand-Saginaw route will produce sufficient electric power to industrialize dozens of sa- lient points and produce values an- nually sufficient to meet the cost of constructing, maintaining and operat- ing the canal within a very few years. It is estimated by the people of Illinois that their waterway will pay for itself in this way within ten years. Mr. Bunker continued, show- ing that the proposed way is abso- lutely without even serious engineer- ing problems and went thoroughly into a description of the position oc- cupied by such a waterway, as the connecting link between the Canadian deep waterway (now building) from Montreal to the Georgian Bay, via the Ottawa and French River Can- als, and the Lakes-to-the-Gulf Deep Waterway (now building) from Lake Michigan to the Gulf of Mexico. “It is a large proposition. A very large proposition,” said Mr. Bunker, “and must be viewed large. The people of Michigan must get out and beyond their own horizon and must realize that our State has an oppor- tunity which they can not afford to put aside. Grand Rapids must not see only the forty miles to Grand Haven, Saginaw must look beyond their eighteen or twenty miles to the Bay, the people of Michigan must extend their vision to the oceans and across all the commonwealths com- prehended in the watersheds of the Ohio, the Mississippi and the Mis- souri Rivers. “Why is it that the United States Steel Co. has expended millions of dollars in the creation of a new har- bor and a new port at the head of Lake Michigan? Why is it that the Pittsburg, Youngstown, Cleveland, Ashtabula and Detroit are cities of iron manufacturing centers? It is be- cause of their being within water- way reach of the ore and short haul reach of fuel. The ore comes to the fuel. The Saginaw country has mil- lions of tons of fuel which, with a canal across the State, would at- tract manufacturers of iron. I tell you again, gentlemen, this project is genuine, feasible, practical and big. It contains tremendous possibilities for Michigan; it is a project about which the people of Michigan must be educated; a project which is wor- thy of being talked about and en-- couraged every day and all the time.” Charles R. Sligh, being called up- on, gave his hearty approval of the deep waterway project, having been an advocate of such an enterprise for fifteen years or more and he gave an interesting but brief reivew of the systems of canals built by the Re- public of France, connecting the wa- ters of the Atlantic with the Medi- terranean. He also spoke of the Manchester Canal and the improve- ment of the River Clyde as examples of the benefit to both Manchester and Glasgow of those enterprises. Harvey W. Hubbell, of Saginaw, being called upon, responded with an interesting account of the situation at Saginaw. “We have dropped re- ferring to Saginaw River because we are at Lake level and are building a harbor. We are a part of Saginaw Bay. After forty years of lumbering it is not strange that our river was filled with slabs, edgings, rafting pins, sawdust and sawlogs; it is not strange that the sand filled in and so les- sened the depth of the stream: but even now we have a better depth than we had ten vears ago, and if we wait fifty years or so we might get back our old deep waterway by nat- ural processes. But we are not go- ing to wait. We are going to build a harbor, as I said, by dredging our stream forty feet wide and twenty feet deep. This is the day and the generation for river improvement, and while I am not authorized to do so, I can almost promise you that your deep waterway project will re- ceive the hearty support of naw. Sagi- We will go on building our canal and when you come our way we will greet you with a finished harbor three miles in length, 400 feet wide and twenty feet deep; a harbor where the largest vessels may lie alongside of our six miles of wharf. discharge their cargoes of hard ‘coal from the South, take on cargoes of our soft coal and go on up the Lakes to Duluth. There is a difference be- tween a harbor and a river. A river may be shallow along either bank now and then, but a harbor must be twenty feet deep over its entire area, so that a deep draft vessel may take on half its cargo at an elevator on one side of the harbor and then, if the supply gives out there, may be warped across to the other side of: the harbor for the balance of its load without incurring a towage fee. Saginaw, I feel sure, will greet you gn ‘ MICHIGAN TRADESMAN T and work with you heartily and you will find a hustling, broad minded lot of men there who have the mon- ey and know how to spend it. You have started on a noble, a grand ob- ject, but to carry it out you must get legislation changing your State constitution, and every community in the State should help you to get the change. I feel that it is or should be the duty of every township super- visor, when he viws a bridge in his district, to view also the stream, up stream and down stream, over which the bridge passes, and he should have the authority to bring about needed improvements. Again, I wish to as- sure you that, in my judgment, your project as I shall report it to our Board of Trade will receive the hear- ty support not only of our Associa- tion, but of our entire community. Secretary Hathaway read, by re- quest, an extract from a report made in 1872 by tthe late Prof. Alexander Winchell, Michigan State Geologist, as follows: “Viewing the Lower Pen- insula as a whole, we discover, first of all, a remarkable depression stretching across from the head of Saginaw Bay up the valley of the Saginaw and Bad Rivers and down the valleys of the Maple and the Grand Rivers to Lake Michigan. This depression attains, nowhere, an ele- vation greater than 72 feet above Lake Michigan. This elevation is an the interval of three miles, separating the waters flowing in opposite di- This spot was chosen in 1837 as the location for a canal con- necting Saginaw Bay with Lake Michigan by way of the Grand-Sag- inaw Vailley.” rections. Van A.'Wallin spoke heartily in sup- port of the project under discussion, and described how the State of Il- linois, in its waterway building, thas, by the development of water power, the reclamation of lands and the de- velopment of a tremendous fish cul- ture industry (at the various pools caused by the building of dams) real- ized tremendous values. He said that Prof. Cooley had assured ‘him that from these three sources alone Illinois would realize enough to pay the cost of the canal within ten years. Mr. Hubbell said that the large project was hailed with greater re spect and more confidence by the United States Engineers than are the small ones and that the very large projects would receive greater con- sideration at their hands than the small ones. “And so,” the continued, “do not make the mistake of belit- tling your project in any way. Give it to the Government at its full val- ue. Don’t ask for 12 or 14 feet depth, but ask for 21 feet. And I want to say, right there, that when the Government Engineers have change of a large project, at least 85 per cent. of the cost of that project goes into the project itself. Those zentlemen of the Engineer Corps are proud of their. positions; they are proud of their work and they are the greatest and most careful estimators I know of. And I know, having been engaged on Government work as contractor for many years.” Mr. Galimeyer made brief remarks heartily supporting the enterprise and the proposition to form an or- ganization which would thave the right to representation in the Lake- to-the-Gulf Deep Waterway Conven- tion at Chicago October 7, 8 and 9. He moved that the meeting proceed to the organization of the Grand Rapids-Saginaw Deep Waterway As- sociation. The motion was support- ed and was. unanimously adopted. Mr. Wallin moved that the tempor- ary officers continue until after the meeting of the Chicago convention, which was unanimously adopted. Thereupon the following gentlemen signed the roll of the new asisocia- tion: B. G. Coryell, ‘Willis Miller and Albert Cantwell, Chesaning; Charles Kerr, Ashley; Harvey W. Hubbell, Saginaw; Charles R. Sligth, Grand Rapids; James E. Jones, Maple Rapids; N. Robbins, Grand Haven; E. A, Stowe, Chas. S. Hath- away, Van A. Wallin, G. W. Bunker, C.” Gallmeyer, A. ‘W. Brown, J. W. Spoover, T. W. Strahan and H. D. C. Van Asmus, Grand Rapids. With this beginning—a fine one considering the short notice given of the’ meeting—assurances were given of the addition of members from Bay City, Saginaw, St. Charles, Owosso, Chesaning, Maple Rapids, Muir, Ly- ons, Ionia, Saranac and Lowell at a very early date. John F. Nellist was called wpon and gave a clear exposition as ito the details of the geological map of the proposed route. Charles Kerr of Ashley, told of ‘his observations while superintending, for the county, a dredging operation on Maple River and showed clearly that the water power possibilities in that section correspond with possi- bilities elsewhere along ithe route. Mr. Hubbell showed that there is a fall of 65 feet in 35 miles of the lower Tittibawassee River, also that there are good power possibilities in the Cass, Flint and Shiawassee Riv- ers. Mr. Nellist referred briefly to the power possibilities provided by the tributaries to the Maple and the Grand Rivers, below Maple Rapids, and Mr. Bunker predicted the die- velopment, in case the larger project carries, of lateral waterways in all directions until the State of Michigan is gridironed with them. This will be the case because of the flood pro- tection afforded, because of the re- clamation of land now valueless and because of the power possible to de- velop, to say nothing of the trans- portation phase of the problem. Mr. Wallin moved that the Chair- man (Mr. Coryell) the Secretary (Mr. Hathaway) and Mr. Gallmeyer be asked to act as a committee to nominate and appoint delegates to the Deep Waterway Convention at Chicago next week. The motion was supported and unanimously adopted. According to Article III of the Constitution of the Lakes-to-the-Gulf Deep Waterway Association, the ba- sis of representation at the conven- tion is as follows: “All river improvement and com- mercial associations shall be entitled to one representative and an addition- al representative for each 100 mem- bers of ‘such association. By the term ‘commercial association,’ as used in this articlie, is meant any as- sociation which thas for its objects the general advancement and _ betiter- ment of the community in. which it is sitwated, but is mot intended to embrace those organizations or asiso- ciations which are formed for the sole and exclusive purpose of ad- vancing the special business or occu- pations of their members.” On this basis the newly organized Grand Rapids-Saginaw Deep Water- way Association is entitled to eigh- teen delegates to the Chicago Con- vention. These delegates will be named within the next three or four days. —_+2>___ Otsego To Hold a Fall Jubilee. The business men of Otsego have decided to hold a grand fall jubilee here soon and the preliminary steps have been taken to put on such an event. The Soliciting Committee is meet- ing with excellent success, far bet- ter than was anticipated, over $200 having been subscribed by the busi- ness men, with several yet to see. It will be mo cheap affair. It is expected to raise $250, which will make a gala day of it. It is pro- posed to have a band contest with a prize sufficient to bring four or five bands there for the day. Then, if present plans mature, there willbe a balloon ascension by a daring lady aeronaut, hose races, horse races and an endless amount of other sport. Otsego has had a good year. No celebration has been attempted of any kind, and it is thought best to put on one cracking good programme rather than attempt several half days Of sports as im the past. We are sure the business men will respond generously to this one attempt to give something worthy the lively town of Otsego. The firemen are ready to do their part of the boost- ing. Everything will be free and it is expected, if the day is pleasant, the old town will be filled with people — Otsego Union. —_———_——>-—>-e— Can This Be True? “Don’t you know that you have the reputation of being the politest drug clerk in town?” she gushed as she entered the big drug store and pick- ed up a dozen candies and two sam- ple packages of chewing gum at one sweep. “Thank you, miss,” ‘replied the modest clerk with a bow. “I al- ways try to do my best.” Now, IT want a stamp and want to use your pen and ink and also your blotter, and I’d like to look at your direc- “That is very commendable. tory.” The clerk busicd himself in pass- ing over the above articles and then she said in the sweetest tones: “Would you mind taking up this big blot? I’m nervous.” “Ves, miss, I—” “And attaching the stamp? I don’t like the flavor of the gum.” “Really, I--” “And dropping the letter into the box out on the sidewalk? My fin- gers are inky. Thank you! That’s a good boy.” The clerk dropped in a chair from exhaustion. “Well, of all the—”’ he exploded. 3ut she was back again. “Would—would you mind standing by the window and watching for the collector? I’ve made a mistake.” “Wihat, miss?” “Why, I actually forgot to dot at 1,7 Where Twenty Conventions Have Been Held. The twenty annual conventions of Knights of the Grip have been held as follows: 1889 Lansing. 1890 Kalamazoo. 1891 Jackson. 1892 Detroit. 1893 Saginaw. 1894 Grand Rapids. 1895 Lansing. 1896 Detroit. 1897 Kalamazoo. 1898 Saginaw. 1899 Bay City. t900 Grand Rapids. 1901 Lansing. 1902 Battle Creek. 1903 Flint. 1904 Detroit. 1905 Jackson. 1906 Port Huron. 1907 Saginaw. 1908 Manistee. the Michigan It will be noted that Lansing, De troit and Saginaw have each enter. tained the three times while Grand Rapids, Kalamazoo and Jackson have each been favored tw3 times. The next convention will be held in Lansing the last week of December, 1909. convention —_——_+2~__ Mrs. Clarence H. Mackay, a prom- inent New York socety lady in the millionaire class, has become an aid- vocate of woman proposes to engage actively in the promotion of the cause. She ha sent a letter to the principal of the school at Roslyn, L. I., where the Mackays have an elegant ‘summer residence, in which she offers two prizes of $25 each for the best com- positions by the pupils on “The Need and Right of Woman Suffrage.” She says: “I want the compositions submitted in May next, so the com- petitors will have the coming months in which to learn and think about a movement full of promise for the future of the United States.” Mrs. Mackay wants the pupils of all ages to study the subject, for one $25 prize is offered to a graduating stu- dent, the other to an eighth grade pupil. suffrage and she “FLOWERS Dealers in surrounding towns will profit by dealing with Wealthy Avenue Floral Co. 891 Wealthy Ave. Grand Rapids, Mich. E SS ST TE RS TES _ MICHIGAN TRADESMAN DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Corner Ionia and Louis Streets. Grand Rapids, Mich. E A. Stowe, President. Henry Idema, Vice-President. Oo. L. Schutz, Secretary. W. N. Fuller, Treasurer. Subscription Price. Two dollars per year, payable in ad- vance. Five dollars for three years, payable in advance. Canadian subscriptions, $3.04 per year, payable in advance. No subscription accepted unless ac- companied by a sign order and the price of the first year’s subscription. Without specific instructions to the con- trary all subscriptions are continued ac- cording to order. Orders to discontinue must be accompanied by payment to date. Sample copies, 5 cents each. Extra copies of current issues, 5 cents; of issues a month or more old, 10 cents; of issues a year or more old, $1. Entered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWHB, Editor. Schutz, Advertising Manager. Oo. L. Wednesday, September 30, 1908 RIGHT HERE. Ever since the coming out of the grand army of the diploma-bearers in June the question of locality has been a leading one. There seems to be a settled conviction on all sides that “off somewhere” is the only proper thing to do and that the first movement toward success is the get- ting there as soon as possible and “starting in.” “I think,” and the I was given with much emphasis, “that 4 young fellow stands more of a chance of getting along among stran- gers; because, you see, he knows that nobody knows him, and all the has to do is to start right in and make a name for himself just as soon as he can. A good many times, you know, he will be hampered by the crowd he has been running with and it is hard to break off with them; and then, too, say what you're a mind to, the folks think he’s got to do what they tell him to and if he doesn’t there’s sure to be trouble. I know lots of cases where a-fellow’s dad never finds that the boy isn’t a kid any more and that he can’t treat him as a kid any longer. Well, a little of that goes a great ways after a fellow comes out with his diploma, and it isn’t a great while before the chip of the old block and the block itself have an understanding. Of course, all this is obviated when the boy leaves home. He has to start in all over again with everybody and every thing; and then, if things don’t go right, he has cnly himself to find fault with. So I want to get away as soon as I can and it is the “Where?” that is bothering me.” There seems to be “much reason in these sayings,’ but not much. It all depends upon the diploma holder. If he is made of the right stuff, it is no disadvantage to thave the peo- ple of. the community where he is going to live acquainted with him. Such knowledge is a gain and not a leading part of his stock in trade. Then, too, “the crowd he has been running with’ need not necessarily be given up. A young man must have some companionship and it is the “old friend, tried and true,’ that this same young man wants, not the new one. If—and the word here is 1 tremendous one—the crowd is one that must be broken with, the young fellow may learn here as well as any- where else that it will make no dif- ference where he locates, he takes the old crowd with him and right there under his own recently planted vine and fig tree he must fight the fight that kills or cures. That “a fellow’s dad” should be a halt or hindrance to his own son in his early struggles in winning success is little less than astonishing, and yet there are many instances. to make the statement true. Within the twelve month a number of instances have found their way to this desk. “T’d like to go into the office with my father’—this is the latest in- stance of them all—“but father is one of these men that has to have every- thing exactly as he says and if I fail in that ‘exactly’ he comes at me as he used to do when he ended the interview with a strap. He doesnt do that now because I am larger than he is and stronger; but I have to take the same old tongue-lashing that I did when I was 14 years old, and I’m not going to have that any more, and unless he is willing to un- derstand I am now a man to be treated as such by every other man, that place in his office, where I want to be and where he wants me to be, is going to be open to the first man who is willing to put up with the abuse sure to come every time dad gets mad.” Aside from the young man’s idea of going away from home and start- ing in for himself—an idea that can not be too heartily commended—it is much to be doubted whether that is always the best thing to do. All pa- rents are not stupid and there are too many instances where delightful com- panionship has pleasantly surplanted the parental relation to consider the first as the regular rule rather than the last. If, then, the young fellow wants to see something of the world, let him see it. Travel is the best of eye-openers. The Western born boy ought to meet the fellows he is to do business with where they were born and reared, to see them at home and, if possible, to live with them awhile; and if submitted to those who have had a chance to know, whether much of the provincialism prevailing to-day in the East is not largely due to the fact that the East, as such, has never been westward beyond Chicago and southward not at all; and so, short - sighted geographically and hide-bound they know neither what distance is nor the wonders which that distance holds. With the sight-seeing over right here at home is after all the best place to locate. Here are the friends. here the already established reputa- tion and so the best place for work- ing out one’s salvation. Grand Rap- ids has two such instances almost within hearing of the scratching of this pen. The one in the midst of trial and discouragement with an “TI will,” determined enough to crack the heavens, cleared a place for his feet and “sailed in!” He is a success in capitals large enough to satisfy the most exacting. The other, home bred, is still at home, every day of his life refuting the absurd idea that a boy to amount to anything must get out of sight of the home chimney and fight on his own feet and with his own fists for the success that can be won in no other way. The fact is, the same energy that succeeds elsewhere will succeed at thhome; and that same success devot- ing its energies towards the home town where the success was won will do more to settle the question of keeping the country boy from the city than any endeavor which has so far been made. PROTECTION OF THE FLEET. According to the advices recently received from the Orient Asiatic cholera is spreading rapidly at Ma- nila and at Amoy, China. According to the admitted facts the number of cases at Manila has been sufficiently large to indicate that the disease has become virtually epidemic and _ is spreading instead of diminishing in intensity. Owing to the climatic conditions and the thabits of the na- tives the chances are favorable to the spread of the dread disease. What has attracted more than common attention to the cholera sit- uation in Manila as the fact that the Atlantic fleet, with its 14,000 officers and men, is now on its way to Ma- nila from Australia, and the mext stop on the long journey is at the Capital of the Philippines. As all these men are practically unacclimat- ed their presence in Manila Bay, with free access to the city of the same name, would be tantamount to inviting an outbreak of the cholera in the fleet. How deadly such a dis- ease could become if it once got a foothold on the ships is obvious. Wihile careful attention to water and diet would go a long way to- wards preventing an outbreak of the disease on the ships, there would be no guarding against the danger the men would run when they go ashore. Sailors, after a long period on ship- board, are apt to be somewhat care- less when they get ashore as to what they eat and drink and where they secure their refreshments. It would therefore be very easy for the sail- ors to contract the infection ashore and bring it aboard ship, with con- sequences itoo alarming to be pa- tiently contemplated. Considering the risk that would be run it would seem wise to cut Ma- nila out of the itinerary. Such coal- ing as may be necessary can be done as well as Olangapo or elsewhere where the risk of infection is less serious. In any event the Govern- ment has had ample warning, hence there can be no excuse for placing the officers and men of the fleet in danger of cholera infection. S cpsnemessentimieieneeneeteeeree ne RAILROAD TRAFFIC BETTER. During the past spring and early summer something like 200,000 rail- road freight cars were idle and lying scattered on side tracks and in shops all over the country. Now practical- ly all of these cars have been called into service again. The larger part of these cars have been diverted to the West and South to aid in moving the crops. The fall season invariably brings a demand for great numibers of rail- road freight cars for the purpose of hauling to market the country’s crops. In recent years the demand for cars has been greater than could be supplied owing to the general ex- pansion in all lines of trade, but this year there is every prospect that the car supply will be sufficient for crop purposes owing to the fact that con- servatism in general industrial lines has tied up smaller numbers of cars than was formerly the case. The ability of the railroads to di- vert large numbers of cars to the work of harvesting the crops prom- ises to permit of a more rapid move- ment of these wealth-producing me- diums than common. The marketing and distribution of the staple crops will give the stimulus ito trade which is needed, and by the time the crop movement slackens the transporta- tion companies will again find need for all their rolling stock in meeting the expanding needs of general com- merce. FOLLOWED OUR SUGGESTION. With becoming modesty the Tradesman adverts to the fact that in the late winter and early spring months this year it published va- rious editorial recommendations and suggestions as to the value which might accrue to any city or village in Michigan whose business men and citizens generally would join hands in organizing and carrying out a special day for the entertainment of neighboring citizens, home-comers and any other guests who could come to join in the festivities. While some of those communities which have acted upon our sugges- tions may have escaped our notice, we have recorded fourteen cities and vil- lages which have taken up and car- ried out such enterprises and profited thereby. There have been ‘thome-coming days, farmers’ and merchants’ festi- vals, street fairs, public improvement carnivals, and so on, and each event has been alive with local pride and a splendid spirit of local co-opera- tion, so that not only will each com- munity gain by the experience, but our commonwealth at large can not fail to receive generous benefits thereby. Chicago imposes a tax on every- thing on wheels in that city except baby carriages. The receipts from this source from May 1 to September 15, were $274,323.44. Tihree-fourths of the owners of carriages and auto- mobiles have not yet paid the tax for the fiscal year, and notices are being sent to them to call and set- tle. It is believed the above amount will be doubled when the automobile tax iis gathered in. The entire re- ceipts are to be expended in repair of the streets. — Smartness is never a match for sin- cerity. RCS Tne ae BE a asi aes ESET ed a pete eee MICHIGAN TRADESMAN 9 CITY VS. COUNTRY. Which Lad Is Likely To Be More ' Honest? One of the accepted reasons for the alleged superiority of the boy from the country in a position of trust is that he is more likely to be honest than the city boy. It is a common thing for the biographer of the man whom circumstances have permitted to achieve success to write: “His sterling honesty, founded during those early years spent on the farm, instantly won for him the favor of his employer,” etc. Office managers to a certain de- gree cling to the same idea, although the bonding of employes in responsi- ble positions makes their honesty only a question of convenience. The honest farmer’s boy of song and fa- ble is too well known to need any comment. The reason for this alleged hon- esty is stated forcibly: Lacking in the sophistications of the city, un- knowing the chicanery and machina- tions of dishonest corporations, the boy from the country comes in with a soul as fresh and clean as_ his mother’s butter and begins his career upon a basis of “squareness,’ which is, Of course, the only basis upon which true success may be builded. He has a benefit over the city boy in that his ideals are cleaner, the ex- amples by which he forms his char- acter truer and more worthy of emu- lation. In other words, his environ- ment thas made him honest. This is according to the accepted idea. But does his environment do this for him? Are the surroundings and associates of a country-reared young man such as to furnish him with that sterling quality, a respect for the truth? Or is the theory of his su- periority in this regard merely an- other popular fallacy? Beginning at home, it is safe to assume that his mother tries her best to instill in him the best principles of life. She is “good folks,” that mother, but her-influence reaches not beyond the confines of the farm. The father will whip him if he catches him in falsehood or theft; but this same father will cheat the eyes off a neighbor or stranger in a deal of horseflesh, provided he has the chance to do it. And the boy will notice and remember that a _ bad spavin is only a blister when on your own horse, and although a horse was I4 yesterday it becomes 8 _ to-day, when you're selling. Debt is the curse of the average farmer’s life, or would be had he not reached a stage of complacence in re- gard to his obligations which makes them matters of little moment to him. If a debt doesn’t happen to be paid, well, that’s the other man’s lookout, sure. But it is really in the nearest town that the boy from the country comes into contact with humanity and gets his point of view, and if there is one place in the world less qualified for furnishing the young with high standards of honesty it is the Ameri- can small town. The standard of existence in such a town—it usually is under 4,500 in population—is low, low and often rotten. Secured from exposure by family connections, and cursed with opportunity due to much leisure, conditions existing among the inhabitants of such towns often are so vile that more than mention of them is impossible. It is a pleasant tribute to the hypocrisy of the Amer- ican reading public that our stories of small town life have mainly to do with rose bushes, maidens in white, with green sashes, and digni- fied old men. In reality, the broad pen of a Balzac, even the clinical one of a Zola, would find a surfeit of ma- terial in the average small American municipality. It is natural that it should be so. There is there no spur to great achievement, no overwhelm- ing ambition, nothing to choke’ to death the animal of self-indulgence. It is a strong man or woman who keeps clean in the small town. The sober fact it isn’t a poor place from which to catch a glimpse of a town’s life, but it is bad for the young mind. Here the tales of the town are told, how “Doc” Blank went to attend Mrs. So-and-So so drunk that he fell out of the buggy; how the Mayor promised the church people to close the saloons on Sundays and_ sent word around simply not to make so much noise on that day; how the Rev. This and That had better be careful about calling on Noname’s wife, or there’ll be another reverend gentleman filled full of shot, and so on. And when he comes to town to sel! his crops he knows the buyer has his scale fixed and steals 50 or 100 pounds on a load,and that if the farm- er can conceive some way of beating the buyer he will be hailed by his fellows for his smartness. He sees the THE MAN BEHIND THE PLOW. There’s been a lot to say about the man behind the gun, And folks have praised him highly for the noble work he’s done; He won a lot of honor for the land where men are free— It was he that sent the Spaniards kitin’ back across the sea. But he’s had his day of glory, had his little spree, and now There’s another to be mentioned—he’s the man behind the plow. A battleship’s a wonder and an army’s mighty grand, And warrin’s a profession only heroes understand; There’s something sort o’thrillin’ in a flag that’s wavin’ high, And it make you want to holler when the boys go marchin’ by; But when the shoutin’s over and the fightin’s done, somehow We find we're still dependin’ on the man behind the plow. They sing about the glories of the man behind the gun, And the books are full of stories of the wonders he has done; The world has been made over by the fearless ones who fight; Lands that used to be in darkness they have opened to the light; When God's children snarl the soldier has to settle up the row, And folks haven’t time for thinkin’ of the man behind the plow. In all the pomp and splendor of an army on parade, And through all the awful darkness that the smoke of battles made, In the halls where jewels glitter and where shoutin’ men debate, In the palaces where rulers deal out honors to the great, There is not a single person who'd be doin’ bizness now Or have medals if it wasn’t for the man behind the plow. We're a-buildin’ mighty cities and we're gainin’ lofty heizhts; We're a-winnin’ lots of glory and we're settin’ things to rights; We're a-showin’ all creation how the world’s affairs should run; Future men‘ll gaze in wonder at the things that we have done, And they’ll overlook the feller, just the same as we do now, Who’s the whole concern’s foundation—that’s the man behind the plow. country boy is neither a man nor strong. He comes—usually at night—and where does he go? Where could he go except to the place where his fa- thers have gone before him, the place where he is certain to meet some- body and relieve the lonesomeness and monotony of the farm? And this is—the saloon. There really isn’t any other place to attract him, for a raw boned, full blooded boy, ramp- ing with heavy eating and strong from hard labor, demands more virile fare in his entertainment than is furnished by the local Y. M. C. A, or kindred institutions. At the sa- loon there always is company of his kind. There is noise, there is horse- play, there is all that the soul of the raw young barbarian craves. Thith- er he goes; and from the vantage point of this place he sees life. In S. E. Riser. acquire dollars and even pennies, and in all the world there is no other such display of pettiness as in the small town. The boy loses the ideals of his school books. He knows now that these same ideals are conceived in the hypocrisy and falsehood they pre- tend to loathe; for now he sees that the men who preach them are every- thing that they should not be, if they would preach. And this is the diet upon which he is accredited with de- velopment, sterling honesty, the rea- son for his success in the commercial world. Martin Arends. —_2->—___ A Salesman Tells How He Arranges Furniture Samples Written for the Tradesman. Recently I was leisurely making the rounds of an immense retail! furni- ture establishment. I have a way of keeping my eyes open as I go through the world, and those optics noticed that the hundreds of chairs on one floor were all set off into large squares with wide aisles around each square. On all the floors was prac- tically the same arrangement of oth- er pieces of furniture—stands, libra- ry and parlor tables, bookcases, etc. The same system, as I say, was every- where plainly observable. High above the center of each group was a large banner on a pole attached firmly to the floor in an upright position. On this banner was printed, in very dis- tinct characters, the price governing each separate group. Said the salesman who was po- litely showing me through the store: “Do you see how we have all our goods set in the form of a square and plainly ticketed so that not the ghost of a mistake can happen as to the cost?” “Indeed, I do,” I replied, “and that is a good idea, too.” “You're right when you say that,” averred the salesman. “We used to have all kinds of trouble in regard to prices when people were making a selection until we hit upon this plan,” he continued. “Formerly we had everything standing in long rows, all mixed up as to prices, wood and size. This was the worst thing we could do. Customers would get so confused, when trying to make a choice, that more valuable time was needlessly consumed than you could shake a stick at. We would walk the whole length of the long rows and by the time we had trailed the patrons down to the farther end they had forgotten all the styles and cost marks we had passed. And it was- n't a bit to be wondered at,either,for it is a hard feat for even a_ sales- man to keep everything in a corner of his cranium. So we hit upon this plan of massing the various sorts of goods into rather large squares, care being taken to grade the different pieces of furniture as to cost-to-the- consumer, style of wood or finish and size, also any other noticeable pecu- liarities. This method simplified mat- ters at omce and for all time. It saves lots of time, too. Now an out- sider can step around and wait upon himself, practically. Often when we }are short of help we turn a customer -!loose among the samples, explaining, | petty ways by which men strive to regretfully, the situation, and allow him the freedom of the place. And nine times out of ten he enjoys this way much more than being tagged around by a salesman, no matter how patient and courteous-speaking he may prove. The patron can look around perfectly unrestrained and feels much better than when taking up a salesman’s valuable time to guide him. He does not have that little sense of restraint that the presence of the clerk entails. If he is accompanied by a friend they can talk unreservedly about the furniture, as they could not do if the store em- ploye were with them. Yes, we find this scheme works to a T and we are not likely to discontinue it in a hurry.” W. W. W. —__- > —___ The prayerful heart will be proven ‘by the practical life. 10 MICHIGAN TRADESMAN SIX KINDS OF COFFEE. How It Is Prepared in Different Countries. The coffee of a nation is as much an individual institution as its flag or its money, as the American who travels finds—sometimes to his cost. He will learn to take at least eight different brews, some of them more delicious than anything he has at home and some infinitely worse. The place where his coffee luck will be the worst is England. The English national drink is tea. Tea for breakfast, tea in the afternoon and with bread and butter and jam, and only a small cup of black coffee, which is not coffee but some disap- pointing adulteration, after dinner. This is served usually in the “draw- ing room” even at the most unpre- tentious boarding house. An Ameri- can can have his cup of breakfast coffee by asking for it, but after the first morning he will not ask. The second morning he will say “tea” and he will say it meekly enough to chal- lenge the least possible attention. He doesn’t want any more accom- modating landladies to offer to make coffee for him because he is an American. And yet the English have a na- tional way of making coffee, at least they claim it as their national way, and you can see how it is done at Simpson’s, in the Strand. This is a place where they make a specialty of another unquestioned national dish, and that is roast beef, which is served from dinner wagons trundled around to the orderer’s table and cut hot from the roast to your plate. The coffee here would do anybody credit, and this is the way they make it: Two pounds of it is put in the patent coffee boiler. The boiling water is added and the residue is gradually lifted. out of the water by a traveling crane, which works slow- ly and automatically. The coffee is free from adulteration or chicory, which is more than can be said of that which can be procured by the English housewife or is served at the majority of restaurants. Of course it is the fact that there is no demand for it that keeps down the quality. The Englishwoman has a notion that coffee makes her bil- ious. “I can drink coffee occasionally,” said a housekeeper, who had been a professional nurse. “Perhaps a cup once a week, but if I should take more than that I should be horribly bilious.” Yet you see a great many extreme- ly yellow looking middle aged women among the English tea drinkers side by side with those who have kept up their reputation for having beau- tiful complexions. One of the places where the coffee isn’t half bad is at the theater, where they bring it in between acts in small cups at a six- pence each. The French people have experi- mented more than anybody else with coffee. They have evolved the cof- fee machines and the steam method. That called cafetiere is the one in general use and can be had over there for a quarter of what it costs in this country. This machine is sometimes called the coffee percolator. French people have become firmly addicted to cof- fee made in this way with the stream. Ai the same time they are par- ticular about getting a good blend. What they learned even before they got to using the coffee percolat- ors was the secret of getting the full strength out of the coffee as well as the first delicate aroma. Even when they make the coffee by the boiling process they accomplish this and by a plan which can’t be found in an American cook book—it is one, too, which the American cook hesitates to try until she sees it done and the good result. The coffee is boiled from three to five minutes—depending on whether hot or cold water is used. The grounds from the meal before are saved and left in with the new cof- fee. This old coffee furnishes the strength and base for the brew, while the short boiling of the fresh coffee catches the aroma and the result is delicious for the person who likes strong coffee, but of course like all good things it doesn’t want to be overdone. And the grounds which are to be used again must have all the liquid drawn off of them after the first boiling. The Arabian coffee is delicious in flavor, due to the freshly roasted berries and the presence of cinna- mon. It is roasted almost immedi- ately before it is used. It is then ground and passed through a sieve so that only the fine brown flour is used with two tiny cups of water, and used. Two teaspoons of this are it is boiled with a little cinnamon. It is boiled and then allowed to cool off and then boiled again, until it is thick and creamy. Then half a cup of boiling water is added and the coffee is drunk in thimble sized cups with sugar and a teaspoonful of thick cream. Turkish coffee is also ground to an exceedingly fine powder and put in a small pot—a teaspoonful to a cup. Cold water is added and powdered sugar. Strictly speaking, the pot should be placed on the hot cinders. It is left there until it bubbles two or three times and then it is removed, and then returned to the hot cinders, until it bubbles afresh. This process is repeated two or three times, until there is a froth on the top, which is technically called cream. This is a great delicacy and a little of it is put in the cups before pouring in the coffee. This is the way they make it in the New York and London res- taurants, which import Turks for the special purpose of making Turkish coffee, and it is generally served with whipped cream on top. In Chicago one can go into the Armenian quarters and see it made nearer than this to the original stand- ard. If you can make an excuse to be friendly with a pretty Armenian girl she probably will make it while you are visiting her and regale you with it. The houses where these people live are not usually fitted with gas and the fire in the big kitchen stove never goes out. In_ these places when coffee time comes the lid is taken off and they really boil it on the coals. A tall slender nickel or copper coffee pot is used and the pretty Armenian maid watches breathlessly to see the foam come up. Quickly and daintily as a cat she springs and takes it off each time this point is reached, and she is as attractive when she skims off the foam into the cups as a fashionable 4 o'clock tea hostess. The Russian coffee drinker is an epicure, almost too much of one for the American. He mixes fruit and cognac with his coffee, and he does it in an open bowl such as is used for punch. The coffee is first put in the bowl and a quantity of finely chopped apples and pears form the second layer. The whole is then cov- ered with cognac, which is lighted and there remains a highly aromatic and delicious syrup. This drink be- comes popular with those who stay long enough to acquire a taste for it. ———i Small Economies May Be Turned to Good Account. Written for the Tradesman. In these days of such strenuous competition no store should let go one small opportunity to further its individual interests. Some things may seem to some of you _ store- keepers as beneath your august no- tice. Not so. No matter how in- significant they seem, taken singly, in the aggregate they may form quite a respectable pillar of strength. If the biggest stores of the country can find it to their advantage to be mindful of the tiniest concerns of those es- tablishments surely there is no good reason why those in the minor towns and litthy burgs should not “go and do likewise.” There is the matter of the saving of twine. One piece of stout string, to be sure, amounts to next to noth- ing, but if you throw away all the good lengths that you get gratuitous- ly in the course of a twelvemonth you have thrown away a nice little source of profit. The twine that comes to you around large boxes may just as well as not be saved for the sending out of your own. smaller ones. The minutes of a _ valuable man need not be taken up to care for this item, that is not to be ex- pected, but a cheap underling’s spare chinks of time may better than not be put to this use. Likewise the matter of paper. I am not, understand, advising penuri- ousness along the line of unwaste- fulness, but there should be a prop- er regard for the economical side of merchandising. The quantities of serviceable paper that cover the val- uables that cross the threshold of your storeroom may be saved, like the twine, to use for packages not so large. And as to brooms. This is an- other item that counts up by the end of 365 days. In some places a broom lasts no length at all. After a broom is used it should be hung up by a strong linen cord put through a hole in the handle, or by a good screweye in the top. This helps to save the splints from getting Jlop- sided. When a broom gets too far gone in shape to do good service on the store’s floor it may still be good enough to sweep the. sidewalk or to scrub out with. When brooms are utterly past usefulness the sticks may still serve a homely purpose. Saw off the handles close to where the splints begin, sharpen the lower ends and when you have a quantity make them up into neat bundles and sell them to a florist or to housewives for the propping up of small shrubs. If these bundles of broomsticks are stacked in a conspicuous spot you will be surprised to see how many lovers of ‘horticulture will be glad to get them. If you have occasion to reroof your store, don’t let the shingles linger for every pilfering little rapscallion on the street to get his hand in at lug- ging them off, but have them neatly piled up out of temptation to petty thieving. If a keg of nails accidentally loses a handful wait not for them to get swept up and be thrown on the dump. Let an urchin’s time be em- ployed to pick them up and put them where they belong. Of course, spil!- ed things like tea and coffee and sug- ar, when scattered in small quanti- ties, can not be saved and here is where the available “ounce of pre- vention” is worth seeing to. If you have never considered any on the subject of these freely-granted suggestions let them simmer a_ bit in your brainpan. Ph. Warburton. sized _—_-_2.2o——————— Any religion is easier to describe than to demonstrate. Mo-KA COFFEE TRape MARX REGISTERED, 1905 1906 1907 1908 High Grade Low Price Annual Sales % Its widespread popularity is proof of its quality. Always the same. -<-_.. Some people are never grateful un- til they get hungry. See an ae MICHIGAN TRADESMAN The Dayton Templeton Cheese Cutter at $20.00 Do You Know The Difference Between Stove Iron and Pressed Steel? Of course you do, and perhaps it’s our fault in carelessly withholding from you the fact that our Cheese Cutters are not built like the other fellow’s. Did anyone ever mention the fact to you that Dayton Templeton Cheese Cutters are made of pressed steel—the entire sub-base stamped out of extra heavy steel plate? We'll venture to say they never did! Maybe you have one on your counter and know now for the first time just what a mieritorious article you invested in. Did anyone ever point out to you that the Dayton Templeton Cheese Cutter will cut to weight in ounces and any fraction of a pound; or in money value by cent’s worth, five cents’ worth, ten cents’ worth, and estimate the total selling value of your cheese? Did anyone ever point out to you that cheese constantly displayed on a handsome cutter sells twice as fast as a cheese hidden under a rancid cheese box? Did anyone ever point out to you the advantages of selling cheese on a machine that cuts exactly what the customer asks for, and prevents errors in weighing and wrong valuations given cuttings by careless and thoughtless clerks? | Did anyone ever show you how we keep off the nibblers? If they haven't done so, maybe it’s our fault in keeping this information from you. Now let us say in conclusion, if you are the keen and far sighted busi- ness man we think you are, adopt this little motto, have a sign painter put it over your desk: “Get the habit of wanting the Best to be had at the price you pay—IT’S A PART OF THE POLICY OF EVERY SUCCESSFUL MAN.” Sold under a one year guarantee. The Computing Scale Co. = Dayton, Ohio i i ns AAA es eA a TIO nS 16 MICHIGAN TRADESMAN DOUBLE DEALING. Reasons Why Falsehood Is Bound To Fail. A man without principle is like a shifting quicksand, which to-day may be on the heights, to-morrow sub- merged in the depths below. The philosophers of the olden time re- garded a man without principle, no matter how brilliant his talents or how high his station in society, as a person dangerous to the community, inasmuch as his words and actions could not be relied upon at a crucial moment or when the affairs of state or society demanded implicit confi- detice in his assertions as to his in- tentions or manner of procedure in affairs of vital importance to the is- sue at stake. Seneca said: “Give me a man of principle rather than of power.” Who can doubt the wisdom of the old philosopher in his demand? Con- science ever comes before power. A ruler or potentate or czar may have power to will the life or death of thousands, yet may not have enough principle upon which a single indi- vidual could rely when the decisive time arrives. We often hear the remark, “Oh, he is a man of no principle,” which is equivalent to saying he is a person on whose word no person can de- pend, one in whom the public can have no trust whatever. Such is an unenviable character to gain among one’s fellow citizens, but many seem to court it by their ac- tions rather than repudiate it by straightforward conduct and manly observance of duty. Many make principle depend upon policy, unfurl- ing the banner of honesty only when it pays them best to fight beneath its standard. As soon as it is for their own emolument to be crooked they desert the colors of decency and become recruits under the black flag of dishonesty, aiding the cohorts of evil against those of good to the utmost of their wicked endeavors. It is impossible, however, to show a Janus face to the world all the time. Honor and dishonor have nev- er been affinities and never will. Sterling principle can have nothing in common with a double dealing policy—they are opposed to each other and can never amalgamate in- to a homogeneous whole. Without principle to back them the virtues can have no value, nor can the material things of life add happi- ness or contribute to the common welfare. No legacy is so rich as a spotless reputation and no wealth so valuable as that reputation harnessed to a use- ful purpose in life. A spotless reputation is the noblest crown the human head can wear. Riches after all are but evanescent at any time—they may take wings and fly when least expected to do so, but character, if upheld, remains as constant as the adamantine rocks of time. Knavery, falsehood, double dealing. perjury, chicanery, oppression, and all their attendant train of evils may flourish for a season, but in the end ment of mind and poise of they are bound to fail, miserably fail in degradation and in shame. The unprincipled man’s money does not always take wings and flee from its source of being, but often seems to flourish in the parent nest. Here below the balances do not always swing evenly, but faith teaches us to believe that the seeming imperfec- tions and inequalities of the moral law will be adjusted in another and a ‘better world where wrongs. will be converted into rights. Ill-gotten gains can never make the possessor happy, but on the contrary they bring misery in their train. The unprincipled man is always haunted by shadows, which, like Banquo’s ghost, will not down. _ His conscience troubles him, there is a constant gnawing at the heart which never allows. surcease from suspicion and apprehension of the future. Not alone is his mental equilibrium. un- balanced but his physical being is in- dicative of the strain in the sunken eye, the pale cheek, the nervous trem- or, the uncertain step. A fear is ever upon him which he can not shake off, and although he may be a Croe- sus, he can not purchase that content- body which confer their happiness on the poor man who has led an upright life, true to principle, and who, like Longfellow’s blacksmith, can look the whole world in the face and fear not any man. The unprincipled man sails in a ship like the fabled one of old which, when it approached the magnetic mountain, had all the nails and bolts drawn and went to pieces in the depths of the sea. But the man of principle, self-sustained, is invulnera- ble, can surmount every difficulty, withstand every siege, and triumph in his own vindication. When Gen. Reed, who was Pres- ident of the Continental Congress, was offered 10,000 guineas by foreign commissioners to espouse the royal cause he indignantly spurned the of- fer and scathingly retorted: “Gentle- men, I am poor, but tell your King he is not rich enough to buy me.” We stand much in need of such men in politics to-day, men whom the desire for office does not kill, men whom the spoil of office can not buy. We need honest men in all ranks and conditions of life, men who will keep their conscience to the magnet of right as the needle keeps to the pole. The world has confidence in the man of principle, and it is this confi- dence which makes life really worth living, for when a man loses the re- spect ‘of his fellows he had better be out of the world than in it. Especially the young men of our day have much to guard against and much to learn of the precedent of those who have gone before. Let them not be blindfolded by the ap- parent success of tricksters, swindlers who have risen to power and pelf by trampling on the rights of others and defying the laws of society and the moral laws of a higher power. Temptation may be strong, but they must resist, realizing that only honor and integrity can ultimately ‘prevail to ‘enable them to reach the true heights of a righteous manhood. The world never angles for true men in mud and slime, but always casts its line in the clear waters of unsullied reputation. A fresh fish from a tiny rivulet may be small, but it is better than a bloated one fed on decomposed sewage. A hovel wherein dwells a good con- science is preferable to a mansion that houses the glittering gift of per- fidy and moral corruption and better, far better, the grassy mound that covers the dust of righteousness than the marble mausoleum which towers over the bones of a scoundrel. Madison C. Peters. _———-&-2a——— Arranging Many Small Articles of Same Kind. Written for the Tradesman. In almost any trim that aims to display a quantity of a single article, like kitchen knives of various de- scriptions, for instance, they show off well if placed in circles on the floor and in the background attached to a one-color surface. Put only knives of the same size and style in a circle as they look better so arranged than if of different sizes and kinds. Or they may be placed in diamonds, Squares or ovals. These geometrical! designs may be used only one sort at a time or they may be pleasingly combined; but the largest design should always be put in the center, with the smaller ones around it. The same rule may be applied to hosiery, only here is the additional | element of color to be taken into! consideration. J WW. $500 BRUSH Designed by Alanson P. Brush, designer of the Single Cylinder Cadillac The Common Sense Car for two people; all the speed you want; more power than you can use; snappy, sym- metrical design and finish; the easiest riding thing on wheels; more reliable and steady than a horse and buggy. Runs 25 to 30 miles per gallon of gasoline and a trifle of oil and is less expensive than a horse—why, you will see from catalogue. The wonder- fully balanced single cylinder vertical motor and complete power plant is under the hood—a marvel of accessi- bility. For ordinary use at moderate speeds, solid tires are perfectly satisfac- tory, and even with pneumatics($50.00 extra) the lightness of the car reduces tire expense to a small figure. The Brush is not a toy nor experi- ment. It is made complete in one plant in large quantities by a skilled and experienced force with ample equipment and capital, and is marketed by reputable and reliable people with reputations to protect. There are no “‘hard times’’ with us. If you are interested call or write for catalogue. MANLEY L. HART 47-49 N. Division St. GRAND RAPIDS, MICH. For Hot Water and Steam Heat DON’T WORRY about your heat. LET THE RAPID DO if. We can give the best heat there is known at a cost you never dreamed of. do it. Louis and Campau Streets RAPID HEATERS are a POSITIVE INSURANCE against fire, sickness, extravagance in fuel, and a littered basement. Constructed, manufactured and guaranteed with the idea of giving more heating satisfaction at a less cost than can otherwise be procured. HUNDREDS OF SATISFIED USERS ALL OVER MICHIGAN. NO COMPLAINTS ANYWHERE. We want to relieve your heating wants, and after an investigation of our catalogue and information, sent free on request, RAPID HEATER COMPANY you will want us to Grand Rapids, Mich. MICHIGAN TRADESMAN 17 THE DEMON DEBT. It Makes the Debtor a Sneak and a Liar. Honesty is often another name for freedom from debt. The honest man always will try to discharge his just obligations, otherwise he can not ap- propriate to himself the title. Many have such a dread of debt that they would rather forfeit life it- self than contract it. Carlyle hated debt to such a degree that he could not be induced to borrow to relieve real distress. All through this life the sage of Chelsea labored hard for merely enough to keep himself and his wife and died a poor man. John Bunyan was another that nev- er could be induced to borrow a shill- ing. Many a time he traveled the toads hungry and with insufficient’ clothing, yet would not allow his friends to relieve his necessities. When Sir Walter Scott got into debt he never had an hour’s content- ment of mind, so he sat down to work as perhaps never man toiled before and turned out the Waverley novels, which happily were the means of re- lieving him from the incubus that pressed him down. These men real- ized, as all self-respecting men real- ize, that debt takes away indepen- dence of character, saps the manhood and leads the way to-disgrace and ruin in the end. A man in debt is in a state of serv- itude. He is not his own master. He belongs to another. “Owe” is the original from the Anglo-Saxon of the verb “own,” which means to possess, so that which is owed is something which belongs to. another; therefore, he who puts himself in debt virtually is a slave to his creditor. He has no freedom of mind, but is bound down by the thought of his responsibility. There is always a fear upon him which he can not shake off and this fear predisposes him to cowardice, falsehood, deceit and even worse vices. How different feels the man who is free and independent. He is afraid of nobody, he walks with a buoyant step and erect head, courageous in the faith of righteousness. He bends: to no superior, for he considers him- self the equal of any. He can en- joy life and get the best that is in it out of it. John Randolph once sprang from his seat in the House of Represen- tatives and exclaimed: “Mr. Speaker, T have found it!” and then in the still- ness which followed this strange out- burst he added: “I have found the philosopher’s stone—it is, pay as you gol” That is the best advice any man can get—pay as you go. Especially is it good for the young, those just cross- ing the threshold of manhood to play their parts in the great world. Many a promising career has been blasted by the debt monster. The youth sets out with high hopes, the skies are cloudless, the sun shining, the flowers springing, the birds sing- ing, but anon a little speck of finan- cial difficulty appears on the horizon and the young imagination magnifies it to a mighty proportion. It worries him, it gets upon his mind, and ap- parently grows larger and larger, so instead of trying to scatter it by pa- tience and perseverance he_ resolves to wipe it out at once and to do so he goes to the money lender and bor- rows. He is unconscious then that he is taking the first step on the downward path. He finds that he can get trust- ed easily and this gives him false hope. When the time comes to pay off he can not do so and, instead of being out of the mire, he is only in the deeper. The decent man, the just man, the man of principle will sink the dear- est interests and suffer the worst pri- vations rather than discard his man- hood by putting his head in the noose of debt. Horace Greeley wrote: “Hunger, cold; rags, hard work, contempt, suspicion, unjust reproach are disagreeable, but debt is infinitely worse than all. If you have but 50 cents and get no more for a week buy a peck of corn, parch it, and live or it rather than owe any man a dollar.” The life of Greeley himself was a noble commentary on these words. He fought his way from pov- erty to competence, from obscurity to honorable fame. Another great American who carv- ed his way to the foremost ranks, Renjamin Franklin, has this to say concerning debt: “Think what you do when you runin debt; you give to another power over your liberty. If you can not pay at the time you will be ashamed to see your creditor; you will be in fear when you speak to him; you will make poor, pitiful, sneaking excuses, and by degrees come to lose your veracity and sink into base, downright lying, for the second vice is lying, the first running into debt.” It is the misery of debt that carves the wrinkles on the brow of frank- ness and transforms the goodly face into a mask of brass. It metamor- phoses the man of past honor into a trickster. When debt comes in at the door contentment flies out of the window. If you would keep contentment in the corner you must shut the door in debt. With the former present a cup of cold water will taste sweet and refreshing, a crust of dry bread will be a toothsome dainty, a threadbare coat will afford warmth, and a bat- tered hat feel easy on the head. Nev- er mind poverty. Keep your credit and it will encircle you with the white glow of a noble manhood. Make your needs subservient to the present. If they tend to outrun it curtail them until they become adapted to its requirements. Keep within the limit of your means, and there will be no occasion to get into debt. You will not have to fear your fellow man when you meet him. You can look him squarely in the eye with a clear conscience and with an inde- pendence which brings with it the conviction that you are as good as he is. Madison C, Peters. —_»-~+-.—___ Indigestion. Jiggs—Dr. Emlee has started a new thing to boom his business. Joggs—What’s that? Jiggs—Got his wife to start a pie bakery. Tea Talk Our new crop Japan Teas have arrived. The quality is excellent. They are picked and fired especially for and imported by us direct from Japan. Our 1908 crop Congous and Gunpowders are now en route direct to us from China. A new importation of Ceylon Teas is now on the water direct to us. We Do Not Buy Old Crop Teas because they are cheap. Our goods are fresh and new. Our grades are maintained to the highest point and our prices as low as the lowest. We are Western Michigan Distributors for Tetley’s Cel- ebrated Ceylon and Teas. India Judson Grocer Co. Direct Tea Importers Grand Rapids, Mich. a 18 MICHIGAN TRADESMAN LIVE SALESMEN. The Difference Between Them and Bundle Wrappers. The proprietor of a store once said to a clerk: “Henry, you have been taking money out of the cash drawer.” “Me? Taking money!” exclaimed the clerk, horrified. “Well, it is practically the same thing,” answered the proprietor. ‘“The money you could put in, and do not. is about the same as just that much taken out, isn’t it?” “How is that?’ asked the clerk, relieved, “I do not quite understand you.” “Well, you kept twenty dollars qut of the cash drawer to-day that should have gone in there,” explained the proprietor. “You remember this morning John Ferrill came in and bought a fifty-cent necktie. You waited on him. Then you let him go right across the street and pay twenty dollars for a suit of clothes.” ‘“But how did I know he wanted.to buy a suit of clothes?” asked the clerk. “You might have found out if you had taken the trouble to ask him,” re- plied the proprietor. “But you cheat- ed the cash drawer, because you did not even try to sell him anything be- sides the article he asked for.” The proprietor frowned. Henry was a nice boy, but he could not get on to tre selling game. “You tie up bundles nicely,’ went on the proprietor, “and you keep your own department neat, but that does not help to overflow the cash drawer. So I guess I will have to transfer you to the bundle wrapping department.” This idea of clerks neglecting to land all the sales that come their way is no exaggeration. It is a plain truth that too many customers are neglected instead of cultivated. Let- ting good fish get away, and robbing the cash box is a practice entirely too common in the retail stores. There is no excuse for the clerk who does not at least attempt to sell a customer something besides the ar- ticie asked for. And there is also little chance for the clerk who is continually letting the big fish get away. Every man who enters a store to purchase one article is a prospect that can easily be interested in other goods for sale. Mere store equip- ment and the display of goods will not sell goods. It requires salesman- ship, and it is up to every clerk to find out all about the needs and de- sires of every visitor, and then ma- ripulate a sale at once. It is not human nature for people to even be interested in articles they have never seen nor heard of, but it is a most natural thing for a man to buy something which has been ex- plained to him fully. But robbing the cash drawer by letting good customers get away without trying to sell them some- thing else is not the most deplorable thing. The clerk who does not try to interest a customer in “something else’ is cheating himself out of a good position with possibility of a high salary. An immediate sale may not result with every attempt to sell something else besides the goods asked for, but it is the most direct method of prof- itable sales and regular customers. A customer is made a regular customer only by a clerk’s courteous atten- tion, willing advice and exact infor- mation and knowledge of the line of merchandise being sold. The clerk or salesperson who sim- ply wraps up bundles and makes change might just as well take mon- ey out of the cash drawer equal to the amount of sales he overlooks every day. In fact, it is the same thing, because when a clerk permits customer after customer to walk out without trying to sell them some of the other goods in stock, he is cheat- ing his employer and himself. This lack of initiative is simply tak- jug away from the bank account the money which rightfully belongs there. And at the same time it is lesing future trade by slighting cus- tomers. Every experienced salesman knows that before a deal can be closed the customer’s attention must be attract- ed, interest secured and desire cre- ated. From this tt will plainly be seen that the only way in which a sale may be made is for a clerk to show the goods and explain the quality and kind. Any traveling salesman will tell you that it is ten times as easy to get business on a new article by show- ing it when a customer enters a store to purchase something else than it is to go to a man’s place of business and try to sell him there. When the customer is on _ the ground the appreach is made, the at- tention is attracted, the way is paved for explanation and arguments. Your customer is away from the perplex- ing problems of his own business or private affairs. If the customer is a woman you may depend upon it that she is most willing to be shown, and ‘s anxious to learn something which will be of advantage to her to know. In any case, the customer who is actually in the store can give your wares undivided attention, which is tne first element necessary in a sale. Getting a customer’s attention is an important step in making a sale. Why does a retail store spend large sums of money annually for newspaper advertising, for circulars, programmes and all sorts of mediums for publicity? There is only one an- swer: To get business. Why is the buyer of a retail store always anxious to keep the most modern and up-to-date line in his community? To get business. Why does the average retail mer- chant devote hours to trimming his windows and decorating his store? Why does he spend large sums on form and personal letters to his cus- tomers? Why? Why, half of the time to get business, which at some time or other his own clerks have neglected, when it might have been clinched with a little attention. Perhaps the housewife, on whom all the newspaper advertising and cir- culars are supposed to take effect, was in the store only a few days be- fore all the advertising literature reached her. If she has received a personal letter calling her attention to a new line of goods, she is wonder- ing why the clerk did not tell her about it when she was in the store before. But that clerk was not a salesman. If he had been he would have found out all about that woman’s desires and needs in his lines, and he would have done it pleasantly, logically and the chances are his talk about new goods would have been persuasive. If clerks would only realize that customers like to be shown new ar- rivals, and articles which may be of some profitable use to them, the clerks would find the art of holding trade an easy matter. The average customer is not a good judge of merchandise goods in any line. And most every customer goes to the clerk who has at some time taken interest in her wants and given advice freely. People like to be told about the things they are buy- ing for their own use, they want to he convinced, and if the clerk can not convince them, their own ignorance of the thing they are buying acts as a barrier against the sale. When the average customer enters a store he throws aside all barriers. He is open to conviction. The cus- tomer enters a door with the inten- tion of buying if he can be convinced he is getting the best value for his money. First he must be shown, he must be informed, he must be advis- ed, and then comes the inducement and naturally follows the sale. But this never happens in the store where the clerk simply wraps up the PREPARE For SUCCESS This is an age of specialists. is the fitting of young men and women for positions of trust and prominence in the busi- ness world. If YOU wish to succeed in business you must Our specialty study business as business is done, our modern and practical courses. Write for new descriptive catalog. D. McLACHLAN & CO. 19=27 S. Division St., Grand Rapids, Mich. Investigate Foster, Stevens & Co. Wholesale Hardware Fire Arms and Ammunition 33-35-37-39-41 Louis St. 10 and 12 Monroe St. Grand Rapids, Michigan The Ideal Junior IDEAL LIGHT & FUEL CO. is conceded by all to be the safest and most durable, and furnishes a better light at less cost than any other. catalog which explains fully our machine. If you want a cheap light don’t write Lighting System Write for our latest Reed City, Michigan 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. has proved popular. Its quarterly cash dividends of two per cent. have been Investigate the proposition. ST na, Priva ent Ree aA atticle asked for, and lets the cus- tomer go out. And while the clerk is in the act of robbing the cash drawer the advertising man is puz- zing his brain over the problem of getting people into the store, and the proprietor is frowning on the bills for advertising space and wondering why the advertising they have run has not paid better. The best advertising can do is to bring the people into a store, then it is up to the clerks to make sales and keep people coming back time after time. Now, what is the reason so many clerks do not make the sales that they have the opportunity to close? The cheating clerks are diamond hunters. You have all heard the story: All diamond hunters are so dazzled by the large gems in the dis- tance that they never see the small, but perfect, stones lying at their feet. For instance, take Henry, the clerk, in this story. His ambition is to be an advertising man or a_ traveling salesman. There is little difference— they are both salesmen. : But Henry’s mind is constantly on a lofty flight. The marvelous stor- ies of the high salaried traveling men fascinate him. He grows tired of the monotony of waiting on custom- ers who just come in to look around --perhaps to buy. Henry forgets that the salesman on the road must talk a man into a sale, and that is what Hienry should do. That is about the only way people can be persuaded to spend their good money. They must be convinced that they should ex- change their money for something else. But Henry does not see it that way. If a customer comes in for a necktie or a couple of collars, Henry hands them over and takes the mon- ey. That is all there is to the trans- action. Henry goes on dreaming of the great things he will do some day, and the necktie customer goes out thinking of the suit of clothes he is going to buy when he sees some- thing he likes. After awhile the necktie customer enters the store across the street to buy a handkerchief. The clerk sees the man needs a suit of clothes, or if he does not see it, he knows that one of these days that man will want a suit. So he takes the time to show his lines and explain their make to the just-dropped-in custom- er. He did not se!] the man a suit because the man came in and asked for it, but because he convinced the customer that it was money in his pocket to buy it then and there. But Henry never thought of this man being persuaded to buy a suit. Hie went on dreaming and cheating. Fenry is one of those fellows who are too ambitious in their dreams and not enough in actual work. The glare of the big things beyond has destroyed his vision for the sales that rush up to him daily. The proprietor wonders why sales are off. The advertising man worries be- cause the cumulative results of his advertising are not greater. Henry wonders why he is not pro- meoted. MICHIGAN TRADESMAN The customers wonder about the new things they see on the shelves, but which they know nothing about. They: wonder why Henry does _ not say something about these new things, and the customers continue to wonder until they are snapped up by a live, wide-awake salesman and persuaded to buy. Back of every customer there is al- ways more business than the regu- tar business. All merchants are aft- cr more business. They want more than their regular share. But neg- lecting customers will not get more business. That is certain. Here is the remedy: Get closer to your customers. This is meant for proprietors as well as clerks. Talk with them about their affairs, and show some interest in their pur- chases. Find out what a man uses, what he needs, what his difficulties are, and you will always find a way to help that man to mutual advan- tage. There is only one way to get busi- ness and that is to go after it good and hard. And remember this, you ‘will never get anything worth while until you ask for it. The chances are, the clerk who is afraid to ask a man to buy something which he has not expressed a desire te own is scared to death of work, or eise he is dreaming of buried treas- ures. The way to sell more than the one thing a customer asks for is to make suggestions and offer advice. The customer is interested in his own af- fairs first of all. The clerk who talks about the things that are of interest to a customer is in line to make a sale. Most any man appreciates sug- cestions about the things he needs and uses in his business or private life. The salesman who can make sug- gestions, who can show the house- wife where she can save money, worry and trouble, or the business man where he can stop a leak, or in- crease his profits by either earning er saving, has secured a regular cus- tomer.. And a regular customer is both the store’s and clerk’s most val- uable asset. A successful salesman always dis- plays genuine interest in the desires of the customer who comes to him, Interest of this kind produces friend- ship, and this is the beginning of con- fidence. And confidence, as you all know, is the whole foundation of suc- cess in business and success in life. So a little thing like taking inter- est im a customer is a mighty itmpor- tant thing after all. It guards against robbing the cash drawer and against the fall of a retail salesman. It seems a trivial thing—this let- ting the fish get away and cheating the store out of a bite—but it makes the difference between a_ real live salesman and a bundle wrapper. ——_..-. Already Invented. “T see they’ve invented another au- tomatic machine that takes the place of a man,” remarked Miss Peppery. “But they’ll never invent a machine that could take the place of a wom- an.” “Oh, I don’t know,” replied Knox, “there’s the phonograph.” Dream of Country Life Dispelled. A man connected with the whole- sale grocery trade of Grand Rapids used to be somewhat of a harvester. Twenty years ago he went with threshing machines and participated in the arduous toil and the accom- panying jollity of the erstwhile happy harvest. He has two long scars on his ‘hands to prove that he got too close to the band cutter. A dream of country hfe was dis- pelled recently when he telephoned to his brother-in-law and expressed a desire to go and help thresh the rip- ened grain. “T'll come down and hold sacks, if I can’t do anything else,’ he remark- ed over the telephone. “That’s all done by machinery, now,’ came the answer. “Well, then, I can feed the ma- chine,” he said. “We have a self-feeder,” came back over the wire. “Anyhow, I guess I can get busy with a pitchfork on the strawstack,” said the wholesaler. There were a laugh and the informa- tion that the straw was stacked by a blowing machine. “Well,” answered the jobber, “the last straw of his anticipation brok- en, “I guess I can get in-on the big} harvest-time dinner.” | | | | | | “No,” came the reply, “the job is| let by contract; the men all bring their dinners. We don’t have to cook for the help.” The cityfied been weaned away from the farm was non-plussed when this last illu- sion was dispelled. “I’m coming down, anyhow,” he said, defiantly. “I can sit back and smoke a cigar with you while your machinery gives an exhibition of what times are now.” ee In Double Harness. Jack—Smith asked me to come to his home this evening. ing to celebrate his golden. wedding. Gladys—Why, he’s only three years. Jack—That’s what I told him. He said it seemed like fifty. Says he’s go been married harvester who had 19 H. LEONARD & SONS Wholesalers and Manufacturers’ Agents Crockery, Glassware, China Gasoline Stoves, Refrigerators Fancy Goods and Toys GRAND RAPIDS, MICHIGAN CASH CARRIERS That Will Save You Money In Cost and Operation \ Store Fixtures and Equipment for Merchants in Every Line.’ Write Us. CURTIS-LEGER FIXTURE CO. 265 Jackson Boulevard, Chicago MERCHANTS The best is the cheapest in everything When you have that AUCTION or SPECIAL SALE Giet the BEST ard you will be the gainer by LONG ODDs ® Let us tell you all about what our twelve years’ experience can do for you inreducing or closing out your stock at a profit. We can please you as we have hundreds of others, and leave you smiling when we say good-bye Our methods are strictly up-to-date, every- thing high class, and we get the business. W. A. RALSTON & CO. Suite 407-409 Exchange Place Bidg. Rochester, N. Y. Trunks Suit Cases Traveling Bags We have just put in the celebrated line of these goods manufact- ured by ABEL & BACH CO. It's the finest line on the mar- ket. All prices. Ask for catalog. Brown & Sehler Co. Grand Rapids, Mich. WHOLESALE ONLY The Eveready Gas System Requires No Generating Nothing like it now on the market. No worry, no work, no Odor, no smoke, NOISELESS. Always ready for instant use. Turn on the gas and light the same as city gas. descriptive matter at once. Can be installed for a very small amount. Send for Eveready Gas Company Department No. 10 Lake and Curtis Streets Chicago, Ill. sm eaten tennievnen MICHIGAN TRADESMAN x Ke we {> R WE) A a pT rs . 9 z | ‘Le WOMANS WORLD | | | BS s = iy rs Talk About the Shadow Honzymoon, The other day the papers ed an account that was both amusing and pathetic of a Cincinnati girl who started out gon a sentimental journey to the West to marry the young man to whom she was betrothed. No sooner, however, had she boarded the train that was to carry her to her impatient lover than the black pall of homesickness began to blot out the rosy mists of love’s young dream, and she commenced to cry. By the time she was out of the city limits she was sobbing into the best hand- kerchief of her trousseau. From Cin- cinnati to Chicago she laid the dust with her tears. Detroit found her still a Niobe, all weeps, and when she reached her destination with swollen eyelids and a red puffy nose, the discouraged bridegroom, who had not contracted to marry a saltwater geyser, bought her a return ticket and sent her back home. contain- It is not often that homesickness overtakes Cupid so early, but the Cin- cinnati girl’s experience is peculiar only in that she took her bridal trip before the wedding instead of after it, and so got what was coming to her inthe way of nostalgia in advance. Thousands of married women who have been through the awful agony of homesickness, who recall the ap- palling sense of desolation with which they first realized that they were actually separated for life from their family and old friends, and were a stranger among strangers, will bear testimony to the fact that the only reason they didn’t throw up their job as brides and pike back home ‘to mother was because they couldn’t without raising a scandal. “This is no reflection on the young husband, and no indication that the bride’s affection ‘s not of the all-wool and a yard wide quality that she has represented it to be, but you can not pull up a life by its roots with- out a wrench, or transplant it to an alien soil without its leaves drooping for awhile. This is what the bride’s homesickness means. After a bit it passes. Her spirits revive. Her heart puts out new tendrils, but while the attack lasts she undergoes a purga- tory of despair and regret that makes the sufferings of the ancient Chris- tian martyrs look like thirty cents, and it is a solemn truth that most women pack down the memories of _ their honeymoon. in brine. This homesickness is one of the experiences of life which always finds us unprepared, for nobody expects it to happen to them. When a man thinks of the duties of matrimony he does not picture one of them as wip- ing the tears from the eyes of a Es t |bride who is crying mo-mo-mio-mo- imother and the gir-gir-girls. Nor |does a young woman when she thinks (of entering upon the holy state of \wedlock imagine herself as sitting jup and wailing because she does not know the people next door, and no- body speaks to her going down the street. On the contrary, both of them expect to enter into an en- | chanted paradise, where they will be jall in all to each other, and sublimely indifferent to ties and old friends, and even parents, except as beneficent bestowers of checks. old Yet, except in the cases where a ,man is sensible enough to marry a neighbor’s homely: daughter, and the woman has discretion enough to es- pouse the man who boards across the street, few escape this damp, un- pleasant episode of early married life. There is a fatal fascination about strangers that makes the man from New York marry the girl from New Orleans, and the man from San Fran- cisco chase across the continent for the girl from Boston. The result is that the average bride spends her time wondering between her sobs if it is not better to marry the freckled- faced grocer at home than a swell stockbroker who takes you where you are neither acclimated nor acquainted. It is a state of affairs with which a man has curiously little sympathy, and the whole of succeeding matri- mony brings to him no such shock as when he discovers that his wife is homesick. She has told him dur- ing the days of courtship that all she asked of Fate was the privilege of gazing at his manly beauty, and be- ing near him, and when he realizes that the pleasure and excitement of seeing him at breakfast and sitting by him when he reads the paper are not enough for her, and that she is pining for her own people, and her old home, he gets the jar of his life. It is a case of “Christy’s minstrels are in town, and still she is not hap- py,” and he feels like throwing up his hands in despair over the unreason- ableness of woman. Nor should one wonder at his tak- ing this view of the matter. It is nor inspiring to be met with tears in place of smiles that are one’s due. It is not flattering to one’s vanity to feel that the woman for whom one is toiling and slaving, and for whom one has sacrificed all of one’s batchel6ér luxuries, is pining for’ another even if that other is her own mother. It is a blighting disappointment to find that the wife is utterly miserable, and that she even regards the home one has prepared for her with such loy- ing care as a prison from which she would escape if she had nerve enough to break out. It is all idiotic, unrea- sonable, unjust, a man tells himself as he goes out and bangs the door behind him. She married him be- cause she wanted to, and was pre- cious glad of the chance to get him. She knew she would have to leave her home, and he has no patience with a grown-up woman doing the baby act. The man is right. He has reason on his side. The trouble is that a woman’s emotions are not subject to logic, and it is a waterspout and not a theory he has with which to deal, but something, too, may be said for the bride’s side, for there are few more patient figures than that of a young girl who marries and goes away to live among strangers. First comes the inevitable disillusionment of matrimony, when love cools down from fever heat to normal, and one begins to feel that ome could relish a beefsteak and onions as a change from a_ steady diet of chocolate creams. This is a surprise to the bride, for she had supposed that she would never desire to do anything but hold Adolphus Augustus’ hand and ask him, “‘Oos ducky is me?’ Perhaps she would not, except that the American husband is a dissolving view to his wife. Adolphus Augus- tus has all he can do to hold a hand with the business men with whom he comes in rivalry, and he has no time to play hands with his wife. Besides, he did not marry to make love, but to quit, and ‘he ceases talking sentiment and comes down to prose with a suddenness that loosens her back hair. He does not mean to neglect her, ‘‘Send me a sack of good Hour.” HE has shown by this order that she wants good flour but doesn’t know its name, so she’s left it to you, Mr. Grocer. Send flour you positively know to be Be good to her. good. She will thank her folks will thank you, and you, when you get a whole family telling about the good things in your store you’re bound to succeed. Be prepared by having ‘‘Voigt’s Crescent” in stock. You'll be surprised at the opportunities you'll have to boost your business. Voigt Milling Co. Grand Rapids, Mich. Sixty-Six Years of Superiority KINGSFORDS’ OSWEG Acknowledged by the best cooks everywhere to be indispensable in the making of fine desserts, deli- cious sauces, gravies, cooking of all kinds, CORN STARCH soups, filling—dainty All Jobbers a T. KINGSFORD & SON, Oswego, N. Y. NATIONAL STARCH CO., Successors or be unkind, but he forgets what a change it must be to a girl who has been a belle and who has had ad- mirers sighing at her feet to be transported by a wedding ceremony from ballrooms and theaters and gay society to a domestic mud puddle, where, after splashing around all day in a two by four flat, she has the hi- larious excitement of sitting up all the evening by the side of a dummy with a paper in its hand that only grunts when she speaks to it. If a girl comes from a small town her plight is even more piteous, for the city girl at least knows how to amuse herself, whereas the country girl is in an undiscovered country of new ways. At home the village maid- en was a personage. In the city to which she is taken as a bride she is a nonenity, unless her husband has a large circle of friends who take her in on sufferance, or a family who are unusually angelic and who make her one of them. This seldom happens. The majority of men have few friends, except business ones, and when they marry they leave their wives to fight out the social cam- paign alone. They simply wed a girl, take her to the home they have prepared for her, and dump her down with an air that seems to say, “You have got me. Being married to me is excitement and amusement enough 3e happy!” The result is athumb nail tragedy— the bad quarter of an hour of a wom- an’s life who has a good husband. At home there was not an hour of the day when people were not dropping in. In her new home the bride is as Robinson Crusoe on _ his desert island. At home she managed the church affairs, and was an au- thority on decorations and charity bazaars. She soon finds that a city church can diffuse more frigid at- mosphere to the square inch than any other cold storage plant onearth. The brand new carpets and the brand new furniture of the new home are hopelessly clean, even the brandnew clothes, to which nothing ever hap- pens, can not be mended, and so she has nothing to do but think of what the people at home are doing. and wonder why she left them. Is it any wonder that she breaks down with hysterical loneliness and boredom? “There is, of course, no way to pre- vent brides from suffering with nos- talgia, except to quarantine against strangers and force everybody to marry within their own __ bailiwick. Something might be done to assuage its agonies if women would only save the delights of shopping and the absorbing joy of getting their trousseau untilafter they are married, but as long as girls persist in falling in love with fascinating men from a distance and marrying them, home- sickness is the price they must pay for a husband—and sometimes he is worth it. Dorothy Dix. for any woman. lonely as —_++>_____ By the Bushel Measure. “To think,’ sighed the dishearten- ed poet, “of having to write a bushel of love songs for a barrel of flour!” “Why,” said the other poet, “you are in great luck, my friend. I have two bushels of returned love songs on hand; tell me where your grocery- man is!” MICHIGAN TRADESMAN Widowed Mother Always the Best Worker. In nearly every large office. or store there will be found at least one or two widow mother workers, and the responsibility of the little ones de- pendent upon them for maintenance invests in these mothers an earnest desire to prove satisfactory so their services will be retained. The widow without children is prone to be as independent as her single sister, having but herself to support, but the widow mother work- er never “talks back” to her employ- er or manager, and being asked to write a short important letter a few minutes after closing hours when she has not been busy all the afternoon will not tend to furnish fuel for a sulking fit. For even although she is most anxious to be home with the little one, who she knows is waiting for her coming and ready for the race to meet her when she turns the corner a block from home, she re- mains graciously. Responsibility has made her tact- ful and adaptable, and while the few minutes’ over-time may _ necessitate her taking a later train or a more crowded car home, she makes mani- fest no evidence of displeasure. Her accommodation she believes will make her position more secure, and “out of employment” with a baby to keep is not to be thought of by the widow mother without a shudder. The mother workers are careful to be always on time to work, for im- punctuality might cause them to be dismissed, and if visions of blue eyes and golden curls flit over their desks or counters many times during the day, it makes them work the harder, for is theirs not a work of love as well as monetary consideration? If baby has tossed with fever during the night, she is obliged to leave it with aunt, sister, or grandmother, or per- haps a stranger hired for caretaking and hurry to work, and even although her heart be heavy she attends strict- ly to her duties. The extra cost of medicine for baby makes her efforts to please more essential. Not so with the carefree girl. If she has had a lovers’ quarrel with George the evening before, she comes down to work in the throes of peev- ishness, and before Io o’clock she has George on the wire, and if he is re- pentant and melty she spends the re- mainder of the forenoon in a roseate day dream, while her work lies un- heeded on her desk or customers line up unnoticed at the counter. She feels she can be independent. Roselle Dean. ———_ > S_ Pictures of the Cave Men. Prehistoric pictures hang in the grottos of Altannia in Spain. At the entrance are found all kinds of kitchen refuse, mussel shells, broken bones, antlers and flints, and crudely hewn tools of stone, all embedded in greasy black ashes. On the walls and roof of a hall 75 feet long and nearly 19 feet broad are animal pic- tures, some hewn, some painted, black, red or other colors. These animals, drawn singly or in groups and usually strongly faithful to na- ture, belong to a world that inhab- ited almost all Europe at the end of the ice age, but is now almost ex- tinct in the south of the European continent, and are recognized as the wildhorse, wild boar, bullock, cow, goat. There also are a consil- erable number of peculiar which finally were concluded to be human beings. They have an ani- mal head with strongly projecting snout. It is supposed by some that these remarkable creatures with their arms, hands, legs and ears are danc- ing persons with arms uplifted to im plore and with animal masks. Sut this supposition is hell to be highly improbable. As the artists of remote antiquity knew how to picture vari- ous animals with perfect fidelity to nature it is thought that in this in- stance they also drew from life and that at that time there still lived in Europe such creatures closely relat ed to the common ancestors of man and ape. The artists themselves re- main mysteries. ——_»~. Not Intentional. The little girl was very pleasant days, and at the close of a stag, drawings weather; morning, the sun and clear she became told her prayer to her who said: prayer for fine next shone “Well, dear, why can’t you pray to row, so that grandma’s will be better?” response; and that night as she knelt she said: “Oh, Lord, please make it hot for grandma.” fond of 21 ( Formerly called f O Ss a Elijah’s Manna TOASTIES The “Supreme Hit” of the Corn Flake Foods— “The Taste Lingers.” Postum Cereal Co., Ltd. Battle Creek, Mich. G. J. Johnson Cigar Co. s. Cc. W. El Portana Evening Press Exemplar These Be Our Leaders e ermemenen An eo Our registered guarantee under National Pure Food Laws is Serial No. $0 Walter Baker & Co.’s Chocolate heavy rain-storm petitioned in her | when, the | bright | jubilant, and! grandmother, | night that it may be warmer to-mor- | rheumatisim } “All right, I will,” was the quick | Our Cocoa and Choco- late preparations are ABSOLUTELY PuRE— free from cctoring matter, chemical gol- 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. 1 Registered U.S. Pat. Off. will outlast dozens of common baskets. Write for particulars. BALLOU MFG. CO., Belding, Mich. Basket But made of good material with good workmanship, not simply thrown together. Demand Ballou Baskets and get them—-All Kinds-—especially Stave Baskets with Wide Band. Yes, made for the purpose. braided and and’? Potato, Baskets, Tightly One reinforced. Display Case No. 600 Display — Display — Display That’s what makes sales. Improve the ap- pearance of your store and the trade will come your way. Let us tell you why our cases are superior to other cases. Send for our catalog A. GRAND RAPIDS SHOW CASE CO. GRAND RAPIDS, MICH. Branch Factory Lutke Mfg. Co., Portland, Ore. New York Office and Showroom, 750 Broadway St. Louis (same floors as McKenna Bros. Brass Co.) Office and Showroom, 1331 ashington Ave. San Francisco Office and Showroom, 576 Mission St. Under ouz own management The Largest Show Case Plant in the World 22 MICHIGAN TRADESMAN OUR ANCESTORS. The Knowledge of Their Character Helpful To Us. Written for the Tradesman. The tracing of one’s genealogy may be an interesting diversion or may be a waste of time and effort, espe- cially if the only motive dis- cover heirship to a great fortune or zy it kinship to titled personages. It may be profitable if ome seeks learn of thie and imrgs attempted or achieved. Genealogical history tightly wsed. Pride the ments of one’s family may inspi characters of his ancestors, how where they worthy ambition or it may produce only conceit and arrogance. Family pride may be a strong deterrent force, preventing one from yielding | t to weak, vaciflating tendencies. On the other hand, the theory that every ome is the architect of his own for- tune militates against pride in family achievements; or perhaps, rather, it precludes due credit being accorded to one’s ancestors. One may not realize that his in- climations or predilection for certain thimgs have come to him from a long ancestors. Did he know what they had done, in what lines they best it. might serve to guide him in his of a life work. It would be helpful also for him to know what were their vironments and their advantages, whether they accomplished great things or only dreamed of doing. He Should seek also to discover wheth- er he has received additional train- ing, whether he is richer in purpose and power or weaker. He muy then be able to decide whether it is wise for him to attempt what no prede- cessor has ever accomplished. The young person to-day who has his way to make in the world may never have thought that it might be beneficial for him to know what his ancestors did. He may never have thought otherwise than that his de- sires, inclinations or hopes originate with himself. His independence and self-importance might dwindle con- siderably could he come to realize that he is only a link in a chain, that he is not alone the arbiter of his des- tiny, that he chooses to do certain things because of inclinations dele- gated, transmitted to him from pre- ceding generations. He may be only one of a long series who make simi- lar impressions wpon the world each in his own time and place. And yet if he is a link in a chain it is important that ‘his life—his work-—shall be no weaker, no less effective than any other link. What he may dio, what he may accomplish, niay not depend so much upon him- self as upon the augmented or di- minished force which has been trans- mitted to him. The knowledge from a line of succeeded, choice €n- that one comes distinguished family may lead him to strive to distinguish him- self, or it may lead only to conceit and failure. That depends upon the view one takes in the matter, Fame is not hereditary, although ambbi4 tion, courage and other desirable qualities may be. If one has back of mann ac necro tpi it Pete sm nor mat lived, their surround- | and opportunities and what they | i - - jhim a lomg lime of ancestors who have made substantia! progress along certain limes, each generation ishowing an joyed equal advance, provided it en- advantages, there having been no falling back, mo decline in principle or purpose, no spasmiodic attempts at progress followed by re- lapses, then may ome feel that he has a substantial foundation in character And this is an to build. -— | Even although a person strive long and earnestly to attain a cer- |tain object and -still fail to accom- iplish his purpose, the endeavor may imot be all The desires of one jgeneration may be but preparatory : Lost. ito the work of the following, and se desires and aims amd pur- poses may be intensified in the mext generation because of the struggles € preceding one. The environ- ments of a later generation may be more favorable for accomplishing the desired ends. The time is ripe— rather the purposes and plans are ripe in the proper season for frui- tion. There is consolation for the disappointed one who can accept this view. Those with whom we co-operate in any great work may not be all con- temporaries. Some precede and some succeed us. Having learned somewhat of the lives tors we might be able to fall in line with them and accomplish much more than we could if we chose our life work without regard to what they thought, planned or achieved. Our whole life may be spent in some work which we did not origin- ate and which we can not complete. We come into action to relieve those who are spent in battle. As in some great conflict a regiment, a brigade or a division of an anmy win undying honors if they but hold their ground against great odds, so we may be accounted worthy of com- mendation if we have but fought no- bly in a worthy cause. To some following generation may come the day of victory, while to many may belong the honors. of our ances- Many legacies have come to us from the past. Have we an inherit- ance of physical, mental or moral power, let us prize it highly and en- deavor to transmit it to our success- ors in augmented or at least in un- diminished measure. Studying the lives of our ancestors we may dis- cover the nature of our legacies and gain suggestions how best to them, use We may learn also that we have in- herited tendencies which are not de- sirable. We may not be able to dis- cover that our ancestors ever accom- plished anything worthy to mention with pride, One need not therefore settle down to the conclusion that he can be no better than his fathers. Surely the advantages and opportunities of the present should compensate to a large extent for a lack of family prestige. And the knowledge that undesirable traits of character which one posisesses are strongly entrench- ed m his family should spur him to greater endeavor to overcome them. E. E. Whitney. +22. Dont Be a Croaker. What makes the prosperity of this country is the richness of its natural the skill and and size of its population, with the tremendous opportu- fforded that population. ambition of and oil and locomotives and $ ils and other commodities are not being used because of the beef trust or the steel trust, but because the people need them-——and will need and buy them no matter how elec- tions go. The next time a man whose mouth droops at the corners tells you the country is going to the dogs, and that the financial sky is tremen- dously overcast, and that there is no prospect of the sun shining again, do not let the goose flesh rise all over you and pass the scare on to the next man. + tt Just use your own common sense. You know two and two make four, | and that every stage of the world’s progress is a step ahead of the stage that went before. Don’t be afraid and Don’t Monthly, be a croaker.—Macey es cance Increased Business follows with better light jin yourstore. The public prefers to buy in well lighted, bright, inviting stores. The Hanson Lighting System costs little to install and re duces your light expense 50 per eent, Let us tell you how, American (Gas Machine Co, Albert Lea, Minn. CHILD, HULSWIT & CO. INCORPORATED. BANKERS GAS SECURITIES sini — DEALERS IN STOCKS AND BONDS |, SPECIAL DEPARTMENT DEALING IN BANK AND INDUSTRIAL STOCKS AND BONDS OF WESTERN MICHIGAN. ORDERS EXECUTED FOR LISTED SECURITIES. CITIZENS 1999 BELL 424 411 MICHIGAN TRUST BUILDING, GRAND RAPIDS Successful Progressive Strong Capital and Surplus $1,200,000.00 Assets $7,000,000.00 No. 1 Canal St. Commercial and Savings Departments THE Forty-Eight Years NATIONAL CITY BANK GRAND RAPIDS Security for Deposits $1,400,000 Any Business Intrusted to us by Mail or fn Person will be Strictiy Confidential } WE PAY INTEREST ON OEPOSITS, BOTH ON cCEATIFICATES aND.IN OUR SAVINGS DEPARTMENT . of Business Success MICHIGAN TRADESMAN 23 TWO EXTREMES. Rich and Poor Discuss Their Re- spective Situations. Written for the Tradesman. The two girls sat directly in front of us all the way out to North Park, and then all the way out to the Lake, and back again to Division street, where they transferred and went south as far as Fifth avenue. Evi- dently they were out for the evening | to cool off, the same as were chum and myself. my One of the duo in front of us was tmittch better dressed than the other, wearing her glad rags with the jaun- ty air of being completely familiar with them. She was a “tailor-made” through and through, to judge by ap- pearances, while the other occupant of the seat was simply a “working- maid.” I know she works in some office downtown for I see her every single morning, at exactly the same time of the day, and she generally goes home at night in the same car that I do. You see, I am nothing but a poor little office girl myself and, like all the rest, I have gotten to know the earmarks. When a body works down- town you become familiar with the types of the vast army of the “em- ployed” as well as those of that other vast army, the “wnemployed.” Natur- ally you can call but few of them by | name and, of course, are unaware OI where most of them live; but, from being thrown with them so often, you are able to tell to a nicety about what sort of work they perform, Oc- casionally you fall to talking with some of them, through the force of contiguity, and quite frequently a warm friendship springs up between you which may be destined to last for years. “Of course, I don’t have to work,” the dressier of the two girls was say- ing, as my chum and I dropped into the only empty seat in the car, “but,” she continued, “honestly, I often wish I were obliged tc earn my Own liv- ing; I wish necessity forced me to it. I get so everlastingly tired of going along with no definite aim in life—no special object to live for. “T went to school long after I was graduated, just for the sake of not being idle so much of the time. I don’t know of what earthly use is such a person as I, any way you can it. Of what value is my costly education if it does no one except myself any good, pray tell? fix “T have my music?’ “Oh, yes, I know. I am a mem- ber of the Saints and so I keep up my practicing a plenty so as not to ‘fall down’ when T am asked to ‘con- tribute of my talent.’ My parents, both of them, are fine musicians and so I came by inheritance into my love for the piano and other instruments. My father plays the cornet, flute, vio- lin, and ‘cello, while my mother plays divinely on five instruments, the piano, harp, guitar, mandolin and dulcimer. So you see it would be strange if I didn’t know something about music. I love it dearly and it would be a great distress to me to be without it. “‘T am never stingy about enter- taining people?’ “No, I’m not. My parents saw to it that I was brought up with right ideas about that and I am never mean enough to refuse to give any one else all the pleasure I can in the musical line. vor nave could ‘wish ?’ everything that heart ““Well, in a material way, yes; but, ‘do you know, I often and often wish I might be earning my own living, just to taste the joys of independence; te know that I can be the ‘boss’ of myself in the money way. It must be a very pleasant experience not to be beholden to others for all the money one spends. I presume I have all I ought to have, although I’d like more money inside my pocket. ““T spend a lot of money as it is?’ “Well, perhaps. I suppose the ‘hab- it of shopping does grow on one. When so many tempting things are put on view it is hard to resist buy- ing them. The only way for one to do who money burning in the pocket is not to see the stores—to keep strictly away from them.” The speaker paused and the other girl began: “There jsn’t the ghost of a hole ever burned in my pocket by money waiting to be spent!” This was said with a tiny tone of bitterness, but followed by a bright little smile. “But maybe ‘tis just as well that I’m situated as I am, for the self-de- nial is, without doubt, the very thing I need. It develops my bump of economy. I’m dreadfully afraid that if the chance presented itself I would be more than inclined to be extrava- gant. As it is, I have to make the most of everything, no matter what it is. Only I wish I didn’t have to work quite so hard as I do. “T’m very busy all the day long and then when I get home as soon as I am through eating I have to go at my wardrobe. I have to turn and twist all kinds of ways in order to make a presentable front. I am help- ing Father to pay for our small home and I make a quarter go as far as the average girl makes three. I tell you, I know how to pinch the eagle until ‘he squeals if anybody ever did. I turn old clothes and dye them and press them and make them over until you’d never know them for the same garments. My older sister, who lives at home and attends to the housework, does all my mending. She is so handy with her needle. I don’t know what I would do if she did not has help me the way she does. She can embroider beautifully and adds so many little dainty touches to my clothes that I am able to pass for a much better dressed damsel than the money at my disposal would allow. I really spend very little on dress. Of course, I have to shop some, but you would be surprised were I to tell you the exact average per year. It wouldn’t keep you in shoes for the twelve-month.” “About ten V’s,” laughed the rich- dressed girl. “T presume that’s a low estimate, too.” “Ves,” assented the other, “it’s oft- en more. One has to have shoes for so many, many special functions that it’s hard to get along with less.” by “But, you see, I don’t have any ‘special functions’ in my life. A working girl isn’t ‘in society.’ She’d be in thot water the whole blessed time if she made even the ghost of an attempt to keep up with the pro- cession. She must be content with simple amusements and exchew efforts at ‘doing the grand.’ “Several years ago I thought I’d try that sort of thing. I rented a room in a nice cottage at Ottawa Beach. It cost me $5 a week. ! stayed two. My board and the extra clothes I had to go to the expense of getting made my outing figure up to just $30.75. Pretty big luxury for an impecunious little office girl. To compass all that extravagance my payments on our home had to suf- fer woefully, and in the end I came to the conclusion that ‘all that glitters is not gold’ and that the ‘glitter’ was not worth the price I paid. Mother had to go without her new cloak that following winter and I didn’t get caught up for almost a year. After that I never tried the fashionable life again. It is too great a strain on my slender finances. Such gayety must wait until I draw a more princely salary than I get in my pay enve- lope every Saturday at 5 p. m. Since that experience I find my pleasure in things that do not cost so much: During the hot weather I take my Mother or my sister for a street car ride nearly every evening. After the heat of the day it’s very refreshing. Once a week the ride is supplement- ed by an evening on the water out at the Lake. Sunday afternoons we oft- en take books or magazines and a} hammock and lazy it out at John Ball | Onice in a while | we go there in the morning, take our | We get good | Park in a quiet spot. lunch and stay all day. rest at the same time that we with Nature. “Of course, my existence is exceed- ingly tame compared with the ex- citing one that you lead, but I have to live the life where I was placed, | and there’s seemingly no way to get) out of my niche just at the present,” | Here the girl who saw “no way to| get out of her niche just at the pres- ent” touched the electric button at her side and the two girls of such different environments dropped from the high street car step to the ground and I saw them no more. Jeannie. all are breathing all outdoors. 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And this is not well; for any at- tempt to chronicle the stories of a big office without attending the ways of the women must fail in complete- ness as any attempt must fail which neglects one-sixth of the whole. Neither is it fair, for although the spotlights in the office are monopo- lized by men, back of them there al- ways is a small army of the fairer and supposedly weaker sex, which has its stories, its failures and triumphs, its smiles and its wrecked hopes in full measure. Only one will not find there stories of great business crises, of blaring money victories, for in spite of her best efforts to be a busi- ness man, the story of woman in the office touches more often the heart than the pocketbook. Which shows how far she is out of place. This is one of those stories. It is not the history of a perambulating bank account. The dollar sign scarce- ly figures in it, and then only be- cause of its remarkable smallness. But in spite of this it is a story of success—success so great, so strong, so pure and inspiring that in the midst of the claptrap tales of how men won millions it stands forth like a pillar of light or, better, like a clear voice uttering in the darkness, “Have faith.” It is the story of a woman. Prop- erly, a woman should write it, for only a woman could plumb anJ com- prehend its sensitive depths; the best that a man can do is to blunder with half seeing eyes around the edges. It possesses none of the dramatic inci- dents which our best judges deem so necessary in a story, no startling, surprising denouement. It is just a plain history of what one little wom- an did, and is doing to-day, what cir- cumstances had wrought with her and how a few men learned of the same and felt ashamed. The name of the woman shall be Miss Barrett. This is because, in fact, it is nothing of the sort. The “Miss” part is true to life, for two years ago a judge gave the little woman the right to resume her maid- en name, at the same time freeing her legally from the drunken bur- lesque of a man who had sworn to love and protect her for the rest of his natural life. He, the judge, said at the time that he grieved sorely be- cause the law gave him no basis for ordering the husband to hard labor for life, but to hear the man who once had been ail the world to her thus upbraided and denounced didn’t help the woman any. She took her | this decree, perhaps with a sigh, took the younger child in her arms, the elder by the hand, and walked out of the courtroom, out into the wide, wide world, free—free to make a living for herself and children if she could. So much for the reason of why there is a story. She was conspicuous in the office because of her cheerfulness, She had come in a year before and the chief of stenographers had been attracted first of all by the brave little smile with which she had admitted that she had no references or recommenda- tions, for the simple reason that this was her first attempt at stenography, that she had not learned the art in a business college, and that conse- quently there was no one to say for her whether she was efficient, “But how did you learn?” asked the chief. “I taught myself,” she said, smiling. “Oh.” The chief had experienced the easy self taught stenographer. He was rubbing his eyeglasses while he sought for the best way of telling serious little woman with the somber eyes that he had no vacancies in the stenographic department at present. “Yes, I supose that is awfully against me,” she said before he. had found a way. “I probably am the rawest of raw beginners. But if you would only give me a trial and let me show if I can make good or not it would be such a big thing for me. I don’t know how I might coinpare with the rest of your stenographers; IT may not be up to your standard. But if hard, conscientious work and trying can make good I certainly will do it. At all events”’—the smile which she had dropped in her earnest- ness returned—“a week’s trial would- n’t harm you much . I could afford still to work for nothing for one week— for the chance.” “H’m,” said the chief sagely, and “H’m.” He was puzzled. This wom- an was different. She was not self- assured nor self-sufficient, and yet that she was confident was plain to see. Possibly the confidence was born only of a firm resolution, but it was confidence, nevertheless. It impressed the chief. “Self-taught stenographers with no experience scarcely meet the quali- fications required of beginners in this office,” he said slowly. “No, I thought not,” she said. She understood fully that the demands of the general office of Going & Co. precluded the possibility of giving taw stenographers their first experi- ence. “But if one should make good there would be no prejudice against her, would there?” “Of course not. Do you think you could make good?” “I don’t believe I could fail,” she said. “Well, you can have two weeks’ trial. If your work is satisfactory we shall be glad to have you with us permanently, I’m sure.” And after that she was‘ conspicu- ous in the office. But not alone for her cheerfulness. That was always evident in the quiet way, and it made all men and women her friends; but it was her dead earnestness, her so evident determination to spare no pains to do her work well, that won for her the attention of the powers above. There are a hundred stenog- taphers in Going & Co.’s office, and while none of them is looked upon as a being of importance to the firm, occasionally one does attract a little of the notice of those who rule. “If Miss Barrett doesn’t make good it won’t be because she is not try- ing,” said the assistant at the end of the first week. really “She’s made good already,” said the chief. She wasn’t a marvel for speed, and, being inexperienced, she made her full quota of errors. But because they were errors of inexperience only and never those of sloth or careless- ness they were forgiven her. Of na- tive brilliance she had but little, and learning with her was a process of slow, tedious plodding. Yet so well did she plod, so thoroughly did she strive, that within six months none of the fair one hundred who oc- cupied the stenographers’ rooms could be depended upon to get out her work any better than the cheer- ful little Miss Barrett. It is true that often she worked half an hour after the other girls had put away their paper and gone home, but her work always was ready for the mail before she went. She never left any letters in her desk to “do in the morn-- ing.” This was because the chief had told her that ‘one of the rules of the office was to have each day’s work cleaned up on its day. The other girls had been told this, too, but many of them were not so earnest as Miss Barrett. One day the girl in charge of the price reports failed to appear. Her work piled up. At noon she tele- phoned that she was not coming down any more; she was married. The chief, having no preparations for such an emergency, was distracted. “Can anybody make a stab at this job?” he asked throughout the de- partment. Vl can try, fulness. “You? What do you know about the price reports?” “I very often helped Miss Johnson when she was crowded.” “Well, go ahead, then, and if you make good you can have the job.” That was how Miss Barrett’s sal- , said she of the cheer- OU ARE ALWAYS SURE oi a sale and a profit if you stock SAPOLIO. You can increase your trade and the comfort of your customers by stocking HAND SAPOLIO at once. It will sell and Satisfy. HAND SAPOLIO is a special toilet soap—superior to any other in countless ways—delicate enough for the baby’s skin, and. capable of removing any stain. Costs the dealer the same as regular SAPOLIO, but should be sold at 10 cents per cake. scan Am nines ary came to be $15 a week. She made good in her new position, as she had at first, by painful carefulness and ef- fort. It was hard work, the work of the price report stenographer, and a sudden spurt in the prosperity of Going & Co. made it all the harder. New agencies were opened up in old territories, new territories entered, new salesmen went on the road, and it all came back on the girl who wrote and mimeographed the price reports and saw that they were mail- ed to the proper parties. And that girl continued to get the work out on schedule time, with a minimum of errors, and she continued to smile. Then came summer, and she had been on the pay roll for a year. She was getting $17 a week now, and that was the limit for the present. With the summer, particularly with the hottest weather, came a change in the selling system which meant a complete revolution of her system of mailing reports. Salesmen were shift- ed hither and thither, sales managers went from one branch house to the other, various price zones were es- tablished, and still she continued to smile. It was hot, very hot. The work was hard, very hard. And oc- casionally, when somebody took time to stop and notice, it was to-be seen that the cheery smile had worn down te the mere semblance of itself, that the somber eyes were heavy and weary with pain and fatigue, andthe face was white and lined. She grew thinner. “Do you know,” said Bannister, the chief, to his assistant, “I think that girl’s going to be ill. If I had any- body to take her place I’d ship her off on a vacation.” “But you haven't,” said the assist- ant So Miss job. But the change in her appearance now had become too great to escape notice. She looked tired when she came to the office; she was tired to the stumbling point when she left. Yet she hurried away with an ex- pression of relief on her face, as if she was elated at the opportunity to get somewhere and see somebody. Then one day she broke down. Not in the conventional way, as too many women break down, with the head on the desk and tears all over the letters. No, she sat up straight in her chair and said: “T’m afraid I can’t get through with my work to-day, Mr. Bannister, I’m so tired.” Bannister looked at her and grew ashamed. The little woman was trembling from weakness and Bannis- ter was strong and big and well fed. Ten minutes later Miss Barrett sat in old Going’s office. Bannister had taken her by the arm and led he- there. “IT want you to repeat to Mr. Go- ing the story that you gave me a hint of, Miss Barrett,” said Bannister. Then, at the sympathy in his tones and the kindness in grim old Going’s eyes, but not until then, Miss Bar- rett broke down and cried, like an or- dinary woman. “Tell him,” urged Bannister. “It will do him good; it will do you and all of us good.” Barrett stayed on the MICHIGAN TRADESMAN 25 So she told old Going her little Stay story, of which we have already told the beginning, “After that”—the divorce—“I was awfully alone, except for the chil- dren. I don’t know what would have become of me but for them. The baby wasn’t strong and I had no money. So I had to work. I went in- to a store at first, but they paid me only $6 a week to. begin with, and while they said I would have an ad- vance in a few months, I couldn’ wait. You just can not keep yourself and two children on $6 a week, even when you only pay $1.50 a week for a room and the landlady is kind to the baby. “IT went to work in a restaurant aft- er that as a waitress. I wasn’t cut out for a waitress, I was different. I suppose that is what attracted the at- tention of the proprietor. He offered me the cashier’s position at increas- ed pay, but he was—he wasn’t the kind of a man I could work for. So T got a job running a stitching ma- chine in a calendar manufactory. The pay was better there. Oh, yes, the work was harder. Then I started to study stenography. I had a fair edu- cation—high school—and it wasn't hard to learn, except that baby was always ailing and I had to care for him at the same time. But I learned it somehow and you gave me a po- sition. That’s about all there is to it? “Hold on.” Old Going held up his big hand. “Let me get this right. You weren't used to work, you say. And then this brute began to drink and beat you right after the second child was born. And you had only $5 to your name when you got your divorce. And since then you’ve been taking care of two children and your- self, and smiling through it all.” “Yes, of course. What else should I do? I had a reason for smiling after IT came here. I made a regular little home for us, and we were get- ting along so nicely.” “Were getting along? And what’s the trouble now?” “Baby. He’s sick again. They say he’s got to go into the country to live—if he is going to live—and, of course, I can’t do that for him, so—” “So you’ve been eating your heart out over my price reports because you lacked a few dollars to keep your baby alive and well?” She looked up at him wide eyed in surprise. “T’ye been worrying terribly, of course. I couldn’t help it, you know. 3ut I’ve tried not to let it interfere To-day, however—I with my work. didn’t sleep at all last night. I could not. Baby was worse.” The hot July wind swept undis- turbed through the office. Going looked at Bannister; Bannister look- ed at Going. They both looked at the woman, and then their eyes sought the floor. “Baby was worse,’ breathed Go- ing. “But those cussed price reports had to go out just the same.” Bannister rose suddenly. “You'll please excuse me,” he said in a queer voice. “I’ve got some- thing to attend to outside.” “No, you don’t!” roared Going. He was glad of a chance to roar; it hid something that he didn’t want Ban- nister to see. You stick right here and see this thing through with me. Don’t you’re going to get out of it on any fake excuse like that. “No, you don’t. you think Sit down and help out. Miss Barrett, the baby is going to the country, and the mother with him until she sees him started on the way to wellness. Her salary goes on just as if she was in the office worrying about the price re- ports, and her position will be wide open for her when she comes back. She’ll go back to her desk now and figure out how much money she’l! need to start off right with her chil- dren, and then she’ll let the cashier know and he’ll give her what she wants now. That is all, Miss Bar- rett. Now stop; none of that, please.” The thanks of the little woman were choked off by the old axman’s roughness; but her eyes were shin- ing again, and old Going was repaid. When she had gone the two men looked at one another. his chair around twice. “What fakes we are, Bannister,’ he roared “What low down, cheap, little fakes. thing; think we’re big enough and strong enough and brave enough to do big things. you and I, miserable nister, you and I. H—l! Big things! We're a couple of muckers playing in the dark. lot of money, nothing more, nothing more. Why, compared to that little \from Going swung | suddenly. | We think we’re the real | We think we do ’em:; | yes, we think we do big things, Ban- | All we do is to make a| bit of a woman we’re—we’re—what are we, Bannister?” “Untried,’ said Bannister. “Right!” cried Going. “Untried. I wonder if we— But, pshaw! what’s the use? We couldn’t. But, ter. I’m glad to have lived day; I am glad to know, to know that real, genuine, deep rooted heroism still obtains in this muddled world.” 3annis- to this experience, “It’s probably common enough among those like her if we only knew it,” said Bannister. “Yes,” said Going, “for which the world deserves congratulation.” But this woman wasn’t troubling about the world. She was only think- ing of the baby who would have the chance to and get well and strong. Allan Wilson. live Holland & Ry. vo CHICAGO In Connection With Graham & Morton Line Steamers Puritan and Holland Holland Interurban Steamboat Car Leaves Market St. Depot FARE s2 Nightly 8x. Freight Boat Every Night Grand Rapids, Chicago We Own the Word Shredded | SHREDDED CODFISH you tell the difference instantly. We have advertised is as staple a product as sugar. In three styles: Cartons We are proud of our possession because we have made a reputation for it, as applied to our Codfish, that is world wide. | Every time you sell a customer BEARDSLEY’S for you have solid her the only SHREDDED Codfish. different from imitations that every one of your customers can BEARDSLEY’S SHREDDED CODFISH so extensively everywhere that it sells itself. It and tins and glass (handy tumbler) for summer months. J. W. Beardsley’s Sons New York, N. Y. tie that customer closer to you, It is so , for sale from October to May; MICHIGAN TRADESMAN THE CORNER CLUB. Who Makes the Extra Profit on High Prices? Written for the Tradesman. When the members of the Corner Club got together, last Saturday night, at the corner grocery, the gro- cer got into the chair of state be- fore any one else could locate there. “There’s been altogether too much Johnson in this seat,” said the gro- cer. “When any of you fellows get to be IT here you. make asses of yourselves. It is the old story, ‘the higher up the monkey climbs the more he shows his tail,’ as Daniel Webster used to say in the Senate of the United States.” “You're a fine old codger to be making breaks like that,” cried the teacher, who ‘had figured on getting into the chair himself in order to trim the mechanic, who had prepared a resolution on the high prices of provisions. “If you weren’t known so well around these corners, we might sell tickets for the show you make of yourself. If you will take a long vacation, and lug that deliv- ery boy off with you, we'll try to get this organization into shape while you're gone.” The delivery boy, asleep, as usual, on his bag of beans by the alley door, awoke at the teacher’s reference to thimself, tossed a pair of apples at the imstructor’s head, and ducked behind a barrel before the other could retaliate. “Tf you'll stand yourself up in a row and count, now and then,” said the chair, “you'll find that you ain’t so much. -All you need is a gasoline blaze and a mess of dirty canvas to be a hot air balloon. The mechanic has the floor.” The mechanic arose and read the following preamble and resolutions: “Whereas—The price of provisions has about doubled during the past few years; and, “Whereas—The laboring classes do not earn so much money per year as they did before; and, “Whereas—-The go-betweens seem to be getting all the plunder; there- fore be it “Resolved—That it is the sense of this Club that the present industrial conditions should be investigated by the Federal Government.” “Why not by the State govern- ment?” asked Mr. Easy. “Because the State government would only spend a hundred thousand dollars of the taxpayers’ money and present their constituents with a handsome article of whitewash at the end of numerous enjoyable junkets,” roared the teacher. “No one dealt you a hand in this game!”’ said the mechanic. “I said Federal Government because the con- ditions of which I complain are uni- versal, and, besides, Congress would- n't be likely to send out a lot of gas bags who would put in their time dribbling weak arguments for some State official. I don’t know why it is, but people have mighty little con- fidence in state governments. Per- haps it is because the graft is so near home that all can see it.” “I move,” cried the Hardware mer- chant, “that we take up a collection for the purpose of buying a daily newspaper for the mechanic, to be sent in by the year. If he ever read anything, or even had decent powers of observation, he would know that wages are kept on a level with the prices of provisions. Wages were never so high in this country as now.” “Here and there,” said the mechan- ic, “workmen, skilled workmen, are paid high wages for a few weeks or months in the year, but during the last year the average sum earned per consumer, taking a thousand as the standard, wasn’t as much as when prices were lower. When you high brows figure on the wealth the con- sumer is acquiring by the sweat of his machinery, you don’t figure in a way that will show how much mon- ey was paid out in wages last year and how much was spent for provi- sions. You try that way of getting at your alleged prosperity, and you'll find that the producers and consum- ers of the country—the working masses—are, as a whole, going broke.” “When your salary is cut ten cents a day,” roared the grocer, “you want to call out the State troops. When flour goes up a nickel a bag you want your wages raised half a dollar a day. When a lot of loafers get out of work you want your boss to ctit hours so that double the old force will be required, thus giving the idle ones work and taking them out of the competitive market. And you want the same pay for eight ‘hours that you got for ten and twelve. We'll make a little world somewhere and let your Debbses and your Mitchells run it.” “T don’t think you merchants have any shout coming,” said the teacher. “When wheat goes up two cents a bushel in the speculative market, you lift flour forty cents a hundred. And I don’t see where you've got any call to kick because workingmen try to get all the money they can, for workingmen support your old joint, and the more money they earn the more money you will get from them —the better goods, with fair profit attached, they will buy. I dion’t feel any heat coming from a lot of keen, level-headed business men who. al- ways side with employers whenever there is labor agitation. The em- ployers don’t deal with you. They buy by the quantity, or send out of town for their goods. You fellows who are selling goods ought to be digging ditches.” “Amen!” cried the blacksmith, who owed the grocer a two months’ bill. “You are both, in a way, telling the truth,” said the mechanic. “This means that both sides are grabbing for everything in sight, irrespective of the other fellow’s appetite. You have got to learn that a man will get all the profit he can on a bag of flour, and that a mechanic will de- mand up to the limit on pay per day. And there’s our honest old farmer, he will get the last cent he can for everything he has to sell. The farm- er admits that he is foxy. He wants people to think him foxy. But he’s not even clever. He’s so mighty cun- ning that he shows it. He'll bring in a dozen crocks of ‘dairy’ butter that is half buttermilk, and will load you up with eggs that would have made a hit for strength and the staying qualities of their perfume in the Cretaceous period of the Earth’s history. He’ll be so crafty with his butter and eggs that city people will eat oleomargarine and bacon instead of butter and eggs.” “You fellows keep right on knock- ing,” said the dry goods man, “atid you'll get around in a short time so that every one will get a jolt. There are plenty of people in the world who couldn’t do one little thing right, and these are the ones who want to regulate the universe. Here’s the mechanic trying to have the Fed- eral Government arbitrate between two classes of hogs, both of which want all the will.” “People are grabbing after the acorns, all fight,’ said the teacher, “but there is no need of their eating the tree that produces them. I’m not claiming that people will not store away food while others starve. What I want is—” “What you need,” said the gro- cer, “is plenty of time for thought. You go out and play you're an earth- quake tipping up the Coast Ratige, and perhaps you'll come out all right in time. If every merchant sided with the loafers every time there was a strike, there would be mighty few employers at the end of a decade. Go and soak your head!” “The refined and courteous lan- guage of the chair,’ began the teach- er, but the mechanic cut him out. “Tf I can get rid of some of those hot air propositions,” he said, “I’ll speak to my resolution. What I want to know is this: Who gets the profit on the increased price of everything we have to buy? Why should flour be $3 a hundred, when it was only $2 not long ago? Why should but- tet be 30 cetfits when it used to be 15? Why should meat that used to cost 8 cents a pound now cost 14? Why should beans that formerly sold for 8 cents a quart now sell for 12? Who makes the difference between the old prices and the new?” “Labor gets it!” shouted the hard- wate man. “Sure,” said the mechanic. “The amiable hen gets the difference be- tween 12 and 24. Come down to cases and tell me why prices have gone wp, you wise men. I have a no- tion that you may find part of the an- swer in the freight schedules, but I don’t know. Anyway, you'll find a part of it in the swarms of smoke wagons you see about the streets. Who rides in these automobiles? Is it a man who ‘has given years to his business and built it up by slow de- grees until he’s on Easy street or is it the man who started in yesterday with some blooming scheme? Some- one is making a big profit on present high prices. Whois it? That’s what we want to know.” “The brown dope is bad for the brain,” suggested the dry goods man. “The farmer isn’t getting so much more for his prodwcts, the grocer isn’t making a fortune a year, the consumer isn’t getting extra big wages. Who is making the profit?” “You said that before,” observed the chair. “You go home and think it over,” continued the mechanic. “When you find out where the profit goes, you'll know what to do for present condi- tions. This high priced time is set- ting everybody crazy. A doctor pays $2 a week more board and adds a dollar a visit to his fees, or about $20 a day to his salary, because it costs him, say, five a week more to live. “The milk man pays $2 a month more for help and lifts the price of the product of one cow about $2 a week. A tailor pays $2 more for the material for a good suit of clothes and adds $10 to the price. This is all done under the cry of high prices. What I want to know is, who gets the take-off in such times? Things that wete a nickel a year ago ate a dime now. What condition of affairs is it that demands such a lift as that? I'll tell you right now that urder cover of high prices a few robbers are boosting everything. The com- mercial pirate is busy in the land. What I want to know is—’ “The audience will now sing a few stanzas from ‘Captain Kidd,’ just for luck,’ broke in the chair. “This mechatiic wants to ktiow too much, I’ll tell ‘him, though, that combines are at the bottom of high prices. Now, if the delivery boy will wake up long enough- to put out the lights I'll adjourn and make a run for the street before the teacher and the me- chanic get together in the alley.” After the lights were out and the mechanic was on his way home he stopped under a gas lamp to con- sider. “Combinations,” he mused. “Now, I wonder if—” And there are others wondering. Alfred B. Tozer. ——_ + +. Clerk Valuable Who Is Called For Continually. Written for the Tradesman. It is well for patrons to “freeze to” some one clerk in every depart- ment in the different stores where they do their trading. They wil: “get along better’ to do this than to be continually changing clerks. The one should be chosen who seems to take the most pains to please. In this way a clerk comes to know the patrons’ likes and dis- likes and is, therefore, able to save time and patience for both store and customers. Such a clerk does not, by reason of this acquired knowl- edge, commit the error of trying to sell goods way beyond the pur- chasing capacity of buyers and, on the other hand, will not make the mistake of bringing to the front things too cheap to accord with the patrons’ station and ability to liqui- date. You can make up your mind that, when a young woman clerk is con- tinually called for, there is some- thing about her that makes her a valuable acquisition. If she is hon- est and capable in her ways of do- ing things her services should be re- tained at almost any odds, for you are sure to lose a large number of customers that will follow her if she hires out to another concern. Jennie Al ott. ) e MICHIGAN TRADESMAN Your Profit ona First-time Customer When you sell DEPENDON Dry Goods to a ‘‘first-time” customer you make a ‘‘come-again” customer of her. : DEPENDON Dry Goods always pay a profit, and in most cases more than similar grades. We do not sell to Catalogue Houses. Your actual profit on a sale to a “first-time” customer is not the difference between what you pay and what you get. It will either be larger or much smaller—sometimes even a nega- tive quantity. It the customer becomes dissatis- fied, she is likely to stay away, and you lose the profit on many sales that you might have made to her if that first sale hadn’t gone wrong. If the customer is pleased with her purchase, she will return and buy other goods, yielding more profits—all traceable to that first sale. It is when she makes her sec- ond purchase that you will know whether you have really made a profit on the first one. Sell her DEPENDON Dyy Goods JOHN V. FARWELL COMPANY Sole Distributors of DEPENDON Dry Goods CHICAGO, THE GREAT CENTRAL MARKET 28 MICHIGAN TRADESMAN WIND AND WAVE. They Will Turn the Wheels. of the World. While prophets of disaster foresee shortage in power, coal and iron, per- ils of fire and water, within the world and without, to destroy man’s place or cut short his career on ferra firma, Nathaniel Southgate Shaler, professor of geology at Harvard University, finds the sources of earth’s energy as yet almost untouched and the re- sources of old Mother Earth for her children hardly tapped. For 100,000,- 000 years or more there will be more than enough for the sons of men who are destined to evolve into be- ings beside whom the present human race will be but brutes. The failing treasure store of coal and wood is no menace to mankind. These are trivial energies compared with those locked in wind and sea and river. The wind alone contains many times the power now utilized by man from all other sources com- bined. The winds propel the sail- boats and grind much corn and pump much water, but after all their possi- bilities as yet are fairly untapped. And that because of the great varia- tions in the speed of the air currents and the long periods in which the movement is so slight that they af- ford no effective power whatever, to- gether with other periods when the speed is so high as to be destructive to most machinery. But Dr. Shaler expects the meth- ods of the storage battery and its cheapened cost and greater efficiency to enable us to capture and utilize this oldest servant of man to incal- culably better advantage. Next to wind power is the energy of falling water, until the most re- cent years almost untouched because it had to be used at most but a few hundred feet from the water. To- day the energy of falling water can be turned into electricity and thence back to dynamic power. And _ this energy can be transmitted severa! hundred miles already, while in the future the distance of transmission will be practically unlimited. And as continents go at North America the richest part of the world “in streams fitted to drive wheels.” The famous Missis- sippi, Ohio and Arkansas Valleys are only some of many. Next comes Africa, with the great valleys of the Nile, the Zambési, the Congo and the Niger. Considered as a whole, the rivers of the earth promise, with the aid of the engineer, to afford far more dy- namic help to the arts than all that now serves them. Moreover, this help will be from sources of continu- ous supply and not like that from coal in the way of speedy exhaustion. Further, the full utilization of the streams as sources of power, because it involves the process of holding back the flood waters, will in a con- siderable measure aid in diminishing the speed with which the soil passes to the sea, while the water, after it has been used to turn the wheels, to a great extent may be made to serve the purposes of irrigation. The increase in the use of this source of energy probably will not present, is continue to be rapid until the supply of the fossil fuel approaches exhaus- tion. From that time on it will be speedy until all this group of re- sources is completely allied to the arts. co Next the tides, produced mainly by the moon’s attraction, and swinging from ten to twenty feet along thou- sands of miles of coast line. There is so much energy in the tides alone that if they only were harnessed and set to work no other power would be required for the needs of all. the hosts which the soil could sustain with the best husbanding. A few centuries ago there was a tide mill in use. It had a maximum of several thousand horse power and was imported to America from Eng- land, but was hard to manage _ be- cause of the tidal irregularities. With the development of the stor- age battery system, however, meth- ods will improve and enable the peo- ple of the twenty-third century to find a valuable resource in the tide. The sea waves in times of storm have an energy of about’ 10,000 pounds to the square foot, or about that in an ordinary low pressure boil- er, but their action is so intermittent and variable that they are unlikely to be utilized save in extremity. In ancient story Archimedes set fire to ships in the siege of Syracuse by reflecting sun rays on a mirror and thus concentrating their heat. In low latitudes, where the sky is rarely clouded, about a hundred square feet of mirrors some hours each day would yield about one horse power. The central heat of the earth is so abundant that if it could be utilized no other energy would be needed for a million years to come. But at pres- ent this looks unreachable. The aver- age increase in temperature is only about roo degrees Fahrenheit for the mile, and at less than three miles down the pressure would close any pipe bored down, as has been propos- ed. So that this does not seem prom- ising at the moment. Nevertheless, the energy is there, and superabun- dantly. And none can predict what science will do with it. The coal, the rock gas and petro- leum are not expected by Prof. Shal- er to last through the next 300 years, but there are oils plentiful in certain carbonaceous shales in various parts of the world and almost unsuspected. In the Ohio Valley alone the Profes- sor has computed that the oil will much exceed in volume the amount of water contained in Lake Superior! Not only is there much unused power awaiting application by man- kind; there is also much unwon land. The arid deserts the world over hith- erto have been abandoned as profit- less. But with the coming of irriga- tion these will prove not very fertile but twice and thrice as productive as the naturally fertile lands. “Given the suitable temperature, the crop giving value of a soil is in pro- portion to the amount of sunshine and the supply of water furnished at the time required for the growth of plants. When the needed water comes directly from the sky the sun- shine is interrupted, and if the rain- fall is ever so little delayed beyond the critical times when the plants need it, their growth is interrupted. It may be roughly estimated that at the rate of growth in an irrigated desert, such as we find in Utah, the yield of an acre, owing to these advantages, is likely to be about twice as great as in a like area in a humid district such as Illinois. In the more fertile portions of the tropical and subtropi- cal regions irrigation often makes it possible to raise three crops a year where but one could be assured by the direct rainfall.” The irrigable soils also are more permanently fertile. The supply of water is controlled so that the wash- ing of the soils into the rivers can be entirely avoided. A large amount of soluble material lies in the swb- soil, so that waste can be restored readily. “As possessions of the race the re- deemed deserts are of far more value than the richest naturally well water- ed fields. They are likely to afford sustenance to men long after the soils lying on steep slopes have gone away to the sea.” The largest and most numerous fields for irrigation Dr. Shaler places in the twin continents of America, particularly in North America. In the United States are four great valleys besides many smaller areas. These four are the valleys of the Rio Grande, the Colorado, the Arkansas and the Upper Mississippi Rivers. By far the most important field is the Upper Missouri and its numerous branches, from the Platte upward. Even in the summer season there is water enough in this system of rivers for the crops on several million acres. When arid United States alone reclaimed there will be a gain in the food supply enough for something like fifty times the present number of people. Prof. Shaler expects the irrigation methods to extend to other lands now accounted fertile and thereby at least to double their yield all over the continent. When the world will be fully de- veloped most of the land waters will flow to the sea no Iqnger, but will pass back to the air by evaporation from irrigated fields. Many good re- sults will accrue from this. There will be larger crops and less variable, a marked gain over the present where there is serious waste of effort due to want of uniformity in return for a given amount of work in tillage. This variation is the “primal curse of agri- culture,” and when it is removed will allow farming to enter a new realm, becoming a true art. There also is: land to be won from the sea. Nearly all over Europe this has been done over and over again in the past, especially by Holland. In America around the Chesapeake and Delaware Bays, along the Florida coast, and elsewhere, many sunken acres are waiting to be reclaimed by man. Although Dr. Shaler declares his basis for computation to be im- perfect he reckons that in the debat- able ground of mud flats, marshes and mangrove swamps there are no less than 200,000 square miles that some- time will be utilized and afford food for several hundred millions of peo- ple. “As this land is of rare fertility and is enduring to the tax of cropping be- yond that of any upland fields, it has a perspective value as a human asset far beyond an equal area of ordinary ground.” Inland swamps and bog lands along the larger streams of Africa, the Americas and Northern Asia furnish additional prizes for the future engi- neer, the largest part of the earth’s surface that can be won from the covering of water being about 300,- ooo square miles. “Should it prove possible to develop tillage in any con- siderable part of the tundra of Si- beria the total may much exceed that amount; it may those conditions rise to near half a million square miles.” on From the drainable lake beds come possibilities of tillable lands, com- parable in area to those which may be had from the deserts, the morass- es and the shallow shore zones of the sea, The Nile River long has been a problem, and when it has been solv- ed, as it now promises to be, the population of Egypt is likely to in- crease by one-half. Although there is lack of data for anything like an accurate reckoning in this matter, it appears evident that, with an _ ade- quate and possible storage of the flood waters of the Nile, desert lands in Nubia and along the lower reach- es of the river can be won to culti- vation, which will afford food for a population at least five times as nu- merous as that now dwelling between Khartum and the sea. It is not enough, however, to have land, nor even to have fertile land. It must be kept fertile. The soil washes away to the sea, it becomes sterile by perpetual cropping, and then men become as the _ fabled icthyopophagi, a rare and scantily fed animal dwelling on the seashore and feeding on the fruits of the ocean, Al- though it may seem preposterous to imagine that the soil is constantly slipping away beneath our feet into the sea, yet it is true, in tilled and untilled fields alike, but particularly in the plowed lands, which lose their natural protective coating of vegeta- tion. In the natural state “the seaward movement of the particles composing a large area of soil possibly may be as small as a foot in a century. From something like that minimum it in- creases until it becomes so rapid that there is no soil coating retained on the surface, as is the condition on the area where the bare rocks are ex- posed. “The critical point iniman’s relations to the earth is to be found in that coating of ‘detritus’ on its way from the bedrocks to the sea. Although the real coating is a mere film on the surface of the rock sphere, stil! it is the basis of all its higher life. The life of the lands depends upon it absolutely, and the sea life also in a large measure. Indeed, this layer of water which is forever slipping away in the streams to the sea enables liv- ing beings to feed upon the earth. “In it the substances utterly unfit to nourish plants in the state in which they exist in the rocks are brought to the soluble shape whence they ‘may be lifted into life. bs 5 oe i a 5 3 & a MICHIGAN TRADESMAN ee“ Ss S Stel PO S Ss ESS \Wereseceess Baseerssene A = cas . = >) , ee SA “ig2 valle EY Ss J (se Lice eS) More than 650,000 progressive merchants think they cannot afford to run their business without National Cash Registers. : We can show you, as we showed each one of these 650,000 merchants, that one of these registers really costs you nothing. It saves you more than its cost. Every storekeeper using a National Cash Register agrees that it is a profitable investment. National Cash Registers are made in many different styles and sizes, and are suited to the Largest Stores Smallest Stores Country Stores Department Stores It is simply a matter of record that National Cash Registers pay for themselves in stopping losses in your store, and in automatically keeping a correct, detailed account of every portion of your business. The National Cash Register Co. 16 N. Division St., Grand Rapids, Mich. 79 Woodward Ave., Detroit, Mich. IZ" WRITE TO NEAREST OFFICE ENN (7A rs Theat vss NEW National Cash Registers As Low As a és Ds J. yj - ~~ _ Air 3 df \QRSAL PA a, e CV Drowectootoniwoceoved, &7 — Pi; ) an SS \ a FGBNED RETIRES oe: aS iA U S illond | E , SS — $15 | Read What the Following Merchants Think of National Cash Registers: Expect to Buy More Registers. “We are now using 12 of your Cash Registers and are so well satisfied with the sys tem that we are contemplating buying more.”” JRA M. SMITH MERCANTILE CoO., Monroe and Commerce Sts , Grand Rapids, Mich Would Not Do Business Without Nationals. **We have four of your Cash Registers in our two stores, and would not do business without them. We believe that if merchants would take a little time to allow your sales_ man to show them the advantage of a National Cash Register—to make them understand its value and correctness—they would be customers for the Up-To-Date method which will properly safeguard handling the cash, credit and other transactions in their store.”’ WALTER K. SCHMIDT CO., Drugs and Photo Supplies, 84 to 88 Canal St., Grand Rapids, Mich. Best Investment Ever Made. “We are using two of your Cash Registers, a No. 562-6 and a No. 532-3 and think them the best investment we ever made.” WESTERN BEEF & PROVISION CO, A. C. Berteh, Prop., 71 Canal St , Grand Rapids, Mich The experience we have gained in installing National Cash Registers in thousands of stores all over the world is at your service without cost or obligation to you. Simply fill out the coupon, or write us a postal card, and we will give you the benefit of this wide experience. Tear out and mail to-day The National Cash Register Co., 79 Woodward Ave., Detroit, Mich., or 16 North Division St., Grand Rapids, Mich. I would like to know how a National Cash Register can in- crease my profits and make me money. INGE ioe an oe DBgIGde sc 8 cS ee Siveet..... 8. oa occ cheeses, cane GGG 30 MICHIGAN TRADESMAN “The whole process depends upon the adjustment of the rate of rock decay to that of the movement of the renewing soil, from the _ point where it is formed to the ocean, where it enters once again as strati- fied deposits in the crust of the sphere, in time, perhaps, ‘to tread again the round from rock to soil, and thence back to sea.’” Despite man’s evident duty by the soil, nearly all the fields of all the countries have been made to bear their crops without the least refer- ence to the interests of future genera- tions. Here and there in vineyards par- ticularly some care is shown, not for the coming races, however, but for bettering the crops of the present. We may search the world over, says Dr. Shaler, and not find a field which has been tended for the sake of the men to be. Of all the sinners in this regard the worst are the Americans, who developed an _ al- most incredible carelessness in their tillage of their boundless domains. About one-thirtieth of the State of Kentucky can not be restored to its original fertility in any foreseeable time. It must revert to the forested state, and in that condition, through the ages, slowly regather its mantle of soil. In the natural state the wasting processes are counterbalanced by nat- ural processes of restoration. And this average of waste and repair must be maintained by man if he is to in- herit the earth. A few centuries ago in England they began to cover im- poverished soils with burnt lime- stone. This was the beginning of the mineral fertilizers of ammonia, nitrogen, potash, lime phosphate which Dr. Shaler regards as_ the “most significant and important of the great winnings of the last half century.” All the other improve- ments in the arts but add to our range of action or increase the com- fort of life; this insures the perma- nence of civilization when else its end was to be reckoned on in a histori- cally brief time. But the possible perils besetting the race are still not all abolished. Among the prophets of disaster are those who suggest that the earth’s atmosphere is in process of being de- prived of the most important of its constituents, oxygen and carbon dioxide, by the daily routine of its organic life. It is undeniable that both these substances are rapidly passing into-the solid crust, each thousand years takes of them a not- able amount from the air. In the case of carbon, however, the with- drawal is compensated by the emana- tions of the gas from volcanoes and by carbon meteorites issuing into the atmosphere from the celestial spaces. In the case of oxygen it seems in some way to be fed into the air per- haps in the atomic state from the spaces. The mass of air is demon- strated by geology to be about the same now as it has been in the past during a hundred million years or more. Organic life seems to have begun with the atmosphere substantially as it now exists and throughout its his- tory has found these conditions un- changed. Prof. Shaler thinks we may reasonably assume that it is not like- ly to be disturbed for an indefinite time in the future. “We may assume that: for a fu- ture probably as long as the geologi- cally recorded past the sphere will go onward through time and space free to work out its problems of life, with no break in the succession due to accidents coming from within or without. “The most important element in the future of man is the extent to which he may be able to obtain con- trol of the forces of his own body, those which determine health, long- evity, and, above all, his inherit- ances.” Prof. Shaler looks forward confi- dently to a race of men who are to look back upon ourselves as we to our ancestors of the bone and cave age—‘not despisingly, as we look up- on those troglodytes, for the man to come will have too large a sense of relations for that, yet with a judg- ment that we were far back in the night when we thought we dwelt in the day. We may be sure that they will take us largely and tenderly, these folk of mayhap a million years hence, for they will feel the unity of life, while we merely discern it, and that only in part. “It is in this sense of the common bond of all life that those who are to look upon us from afar will have their greatest enlargement. In that field the gain well may be such as to make a new order of man parted from us as we from the lower brutes, yet including our little lives in its great extension.” Ada May Krecker. —— New Type of Ships To Be Speedy. Boats to beat the Lusitania may be the outcome of the invention of the hydro curve hull which repre- sents a radically new principle in ma- rine architecture. The shape of the new model is designed to move the water rather than to move the boat in the water. It so moves the water that it helps to move the boat instead of retarding its movement. It goes ‘with the current that it creates. The inventor as an Iowa boy conceived the idea of a boat of faster lines than ordinary when he_ skipped stones over his father’s mill pond and bent his mind to selecting the stones that skipped farthest and fastest. He has increased the efferent or throwoff surface of the boat from one-third to the total length of the hull in con- tact with the water. The water is moved at about one-third the speed as with the ordinary boat, and every particle of it is set in motion grad- ually and handled with the least pos- sible application of power, whereas in the ordinary craft the water is moved fastest at the point of its first contact with the hull. The inflowing, or wake water, also is provided for by lines which should receive the pressure of the wake water in as great length of inertia surface as is obtained for the overcoming of the water thrown out of the path of the boat. The result is a craft with ex- traordinary broad bow and a narrow stern with a distinct lightness of build forward that shows in the ten- dency to skim over rather than flow through the water, its bow end be- ing often entirely above the surface. By the application of a phase of nav- igation hitherto neglected the invent- or pushes the limits of speed in- crease on a profitable basis as far beyond the present as the present distances the velocities of twenty years ago. It is calculated that on the hydro curve design a_ steamer could cross from New York to Queenstown in two and a half days or less. Some _ enthusiasts predict that transatlantic hydro curve liners will be built to make the voyage at the rate of 100 miles an hour, or in about a day and a quarter. But the inventor considers fifty miles an hour the limit. Applied to the vessels ply- ing on the Great Lakes the saving of power by the use of the hydro curve hull in a single year would reach 2 value of something like $50,000,000. Or, if the same power were expend- ed as at present, the gain in expe- dition in getting goods to market would probably double this sum. 22 > A Doubtful Future. “Biggins has developed a habit of saying rude and sarcastic things.” “Ves,” answered Miss Cayenne, “! am waiting to see whether he is go- ing to be recognized as a great bore or a social lion.” Dealers Push Holland Rusk (Prize Toast of the World) Why? First :—Because the goods have an estab- lished reputation uniformity of quality and general excellence. Second:— Because the public know this and have confidence them. Handle the line that has ready sale. Large Package Re- tails ro Cents. for in + 0 It is always easy to make difficul- ties in doctrine a hiding place from the demands of duty. ‘Holland Rusk Co. Holland, Mich. Seeing the way that others should go is not equivalent to going in the way we See. e Mill That Mills BIXOTA FLOU In the Heart of the Spring Wheat Belt The excellent results women are daily obtaining from the use of Bixota Flour is creating confidence in its uniform quality. Grocers handling the line know this—and the result is that all recom- . mend Bixota. Stock Bixota at once if you want more flour business at better profits. Red Wing Milling Co. Red Wing, Minn. S. A. Potter, Michigan Agent, 859 15th St., Detroit, Mich. ais”) weil Gone anaes MICHIGAN TRADESMAN 31 FINE HOUSE FOR SALE. Reason Why the Lady Did Not Pur- chase It. Written for the Tradesman. “Did you go over to see the house?” “Yes, I went over this morning, ! had ‘phoned the agent, and he came up and showed me all over it from basememt to attic. It’s all right in every way, well located, well built, elegantly finished, the rooms pleas- antly arranged and the grounds are fine. The house hasn’t been used enough to harm it at all, and they certainly are offering the property for considerably less than the house could be built for now. I told the agent we'd consider it, and at the time I thought we wanted it, but— no, it isn’t that I’m sorry that we’ve sold this. We’ve outgrown this place entirely, and we can afford some- thing better and it’s time we had it,} but the house on Church street—” “Well?” “Well, when I was coming home on the street car I met Mr. Mc- Comb. You know the McCombs were our tiearest neighbors when we were first married. He looked so old, and so white, and so bent over, that I hardly knew him. Since Mrs. McComb died, about two years ago, he’s been making his home with his daughter out in Nebraska, and he’s just back on a visit. After I got home I remembered that Jennie Ar- land told me all about the Mce- Combs when she was here last win- ter. “Tt seems he’s lost about thing he had. That home property was always mortgaged, and Mrs. McComb was an invalid some years before she died, and after she was taken sick he couldn’t keep up the interest, so finally he had to let it go to the man who held the mort- gage. “And, John, do you remember that it was just about fifteen years ago and the McCombs were just about the age that you and I are now when they bought that beautiful home and moved into it? “They furnished it elegantly. The first time I went to see her after they had it all fixed up—well, when I came back to the little five-room house where we lived then and look- ed at my ingrain carpets and cheap every furniture—I was just sick. The beautiful furnishings of Mrs. Mc- Comb’s stately parlors fairly stood before my eyes for days. “Mr. McComb had a very good business at that time, and no one seemed to think they were doing any- thing especially reckless or even ex- travagant when they bought that place; but it seemed to require a much more expensive mode of liv- ing than they had been accustomed to. They had to entertain more and more was expected of them in a hun- dred ways. t “Well, they had a wretched time of it. Mr. McComb’s business did not imcrease as he had expected it would, went back rather, and his in- come was not enough to keep up the style of living they had attempted; so it was just one long struggle to appear rich and easy and comforta- ble when in reality they did not know how to meet their grocery bills. “Occupying the position they did in society, they didn’t feel that the girls could go to work and earn any- thing, but I guess they did learn to do marvels in the way of making what few new clothes they could get and making over their old ones. “There simply wasn’t the money to pay the number of servants there ought to be to keep such an estab- lishment going, so Mrs. McComb was always having difficulty in keeping help, and she worked like a slave her- self from one year’s end to another. “Of course there are all kinds of troubles with servants, but I’ve no- ticed that the women who are try- ing to maintain a three or four-serv- ant style of housekeeping with only one overworked girl are the ones who make the bitterest complaints about the inefficiency of hired help. “Well, as | said, after [ saw Mr. McComb I came home and thought over the matter of our buying the Church : street property. “We'd have to go in debt for it to start with, but not heavily, and if we could go on living in just the way we do here I should not be afraid of that part of it. But Church street is the most fashionable street in this whole city. They’re pretty much all swells over there. Now | think we could get right in the swim if we spent money enough, but we just have not the income to go there and live as we would want to. “Vou see we'd have to spread out in so many different ways. For such a house as that it requires Furniture, spelled with a big F, and van loads of it. Just a few little tables and chairs and things to keep house with, such as we have always gotten along with here, would not answer. “We would have to wear better clothes there, and we would feel ob- liged to spend more on the children as they grow wp—of course, I am willing to spend all for them we can afford to-—but you see when you go in for a fashionable style of living it takes money all round. “If we tried it, it would simply be attempting the impossible task of making a moderate-sized income do the work of a big one, and that makes one lie awake nights and them it can not be done. “About this whole money question from start to finish, I have conclud- ed that it is not so bad to be poor— that is, reasonably poor, comfortably poor—and work hard if only you live in a way that other people know just how things stand with you. But be- ing poor and having to work, and at the same time feeling obliged to make it appear that you are rich and do not have to turn your over—well, that sort of thing will put more wrinkles imto one’s face tihian a dozen beauty doctors can rub away. “You have always given me credit for being economical and said that whatever prosperity we thave enjoyed nas been due to my being a good manager, and all that. But, John, I never can perform any miracles with money. I can not make five dollars do the work of ten. The only way iered Game of Life,’ and I finger || I ever could get along was to cut out luxuries and superfluities so that I could keep our expenditures inside our income. “When I was a little girl at home we children had a game that we used to play. It was called ‘The Check- think it must have been gotten up by a phi- losopher. The board was marked off in squares like a checkerboard and the different squares represented dif- ferent things. ‘School’ was printed on one, that counted you so much, and ‘College’ on another, that gave | you some points. One square was marked ‘Congress.’ Of course one was lucky to get to Congress. There were squares that it was unfortunate or even ruinous to get into, stance, if you went to ‘Prison’ you could not do anything more in that game. If I remember rightly there was only one square that gave you more than twenty points; that one was called ‘A Happy Old Age.’ That counted fifty. If you could get into that square you were pretty sure oi the game. “John, seeing Mr. McComb made me think that we shall soon be get- ting old, and I ‘have always wanted we should have a happy old age to- gether. Now I do not think that security in money matters is the only thing that makes for comfort and happiness in old age; far from it, but it does seem to me that now when the shadows will so soon be- gin to lengthen it won’t be the best thing for us to go into debt for a big stylish house and then stretch For in-, every nerve to maintain a manner of living that is considerably beyond what we really can afford. “There are some houses for sale on Elm street, two, I understand, that are nearly new and they are offered at very reasonable prices. One of those would not cost half so much as the Church street place, and the people who live on Elm street are just folks; they are not im society. I am going over in the morning and see what those houses are like.” Quillo. rr The Butcher Gave It Up. The butcher had tendered his bill, waited a month and then wrote: “Please, sir, | want my bill” Back came the bill with these words: “Certainly, here it is.” The bill was returned, and in a month the butcher again wrote: “Kindly send me the amount of my bill?’ And the answer came promptly and politely. “Certainly; it is $28.16. The third month the butcher again wrote: “Will you send me a check for the amount of my bill?” The answer came, with a_ blank, unsigned check: “Certainly; here is the check. |] have kept the amount of your bill.” The fourth month the butche wrote: “7. want my bill paid And the answer came back: “So do fF.” Then the butcher gave it up. Something For You | Place your orders now to prepare for the biggest demand in the history of RALSTON HEALTH FOOD | Purina Whole Wheat Flour “The Guaranteed Foods” on these goods. Youths’ Companion Collier’s Weekly Pearson’s Magazine the millions.’’ Jobbers’ salesmen have something nice to offer grocers with our com- pliments, to show our appreciation of their interest. GREAT FALL ADVERTISING CAMPAIGN to your customers Full-page advertisements in Ladies’ Home Journal Saturday Evening Post Woman’s Home Companion Associated Sunday Magazines | Ladies’ Home Journal Quarterly Style Book ‘We are going to show the splendid qualities of these goods in such a way that we expect the increase in the families we will reach will run into Ralston Purina Mills, St. Louis, Mo. | Sumner M. Wells & Co., 19 Hawkins Block, Grand Rapids | Representatives | 1 PROT Nate I es 8 TRADESMAN 5 P/ Hd} fr] \ ite 7 YY AM any WN Y M x N Z [ete E gis eae FAA TI EAAE ¢ — xy a \I a LAE sgl ey a~/)) ZOD | : IA Oa How I Would Conduct a Retail Shoe Store. To start with I am going to be frank to say that I would probably make some mistakes if I were con- fronted with the problem of conduct- ing a retail shoe store. But—I would not make a great many mistakes that are made every day by hundreds of | merchants, a great many of whom succeed in spite of them. I do not possess an expert knowledge of the shoe trade, but I do know business and human nature pretty well. I would surround myself with the best clerks that I could find and hire— and I, myself, would learn the details of the shoe business just as rapidly as I could. First, I would take my place of business, and regardless of its ap- pearance, and no matter how shab- by it looked, I would “fix it up” in- side. I would try to make it notice. ably different in some respect from other stores in the town. I might finish the woodwork in mission ef- fect—or paint the entire inside in light, pleasing effects, a light gray perhaps, for the side walls, contrast- ing it with a different shade for the ceiling—I might set some palms about the foor—or have two or three large, comfortable looking chairs set- ting in the front part of the store with a telephone on the stand near- by—or whatever seemed to be most practicable that would leave an im- pression—-a pleasing and favorable impression—on visitors, because of being different from the usual ar- rangement of a shoe. store. But whatever other things I did, I would have everything spick and span, neat and clean—a bright, cheerful, inviting looking place to trade in. I would let in just as much daylight as pos- sible. In summer time I would let in plenty of fresh air, and would have the ventilation good all the time. A store interior that is attrac- tive and neat not only makes a bet- ter impression on customers, but in- vites a second call as well. People appreciate a well kept store even more than is generally realized and like to trade there. Then I would take the outside of the building and brighten it up. I would paint it some pronounced col- or—a brilliant red or a bright orange, perhaps—so that it would stand: out very conspicuously. The “brightest spot in town” I would make my store, both inside and outside. Peo- ple would be sure to see it, to re- member it, and to talk about it. I would have the window glass as large as possible. It always pays to have one pane of glass instead of two no matter if the cost is consid- erably more, because it not only pre- 'goods shown in the window. sents a more attractive and substan- tial appearance to the store, but greatly improves the looks of win- dow displays. It also pays to use the best quality of glass, as a poor quality will obscure and distort the I would not have the front of the store clut- tered up with a lot of miscellaneous signs stuck up in hit-or-miss fashion, but would have my name and busi- ness neatly lettered in gold leaf on the window and on the door. Before I did this I would observe the other windows in town and notice what styles of lettering were simple and easily read and stood out strong and distinctive in character. I would in- sist that the sign painter use the same style of letter for my sign.’ I would also see that the sidewalk in front of my store was kept perfect- ly clean from the front of the building clear down to the gutter. Not only would I see that it was kept scrupu- lously clean, but I would never per- mit baskets or stands of goods to be displayed out on the sidewalk. This always looks cheap, anid unless you are in the second hand ‘business or running a pawn shop the reputation of the “cheap John,’ who sacrifices everything to price, is not what you are after. This done, I would give my par- ticular attention to the goods I han- i dled. I would sell only good, thon- est merchandise. I would take no chances on injuring my _ reputation and standing in the community by selling goods that were not known to be of highest standard quality. In the words of Emerson: The man who has a thousand friends has not a friend to spare, And the who has an enemy will find him everywhere. This is particularly significant in merchandising. No one can profit by this bit of philosophy better than the man who has something to sell. If a customer is not entirely pleased and satisfied with any purchase, there is no end to the damage he may do. You may find him everywhere, on the street, at church, at the club, telling neighbors, friends, anybody he hap- pens to meet, that things you sell can not be depended upon. A good example of the damage an, unsatisfactory line of goods may work is found in the experience of one of the big Chicago packers. Sev- eral years ago they introduced a line of potted goods, put up in hermeti- cally sealed jars. They thought the process perfected. One of the first lots they made was all shipped to a certain section of Indiana. The merchants who sold it immediately began to receive complaints that the goods had fermented. The _ mer- chants notified the manufacturers and sent the goods back. The makers lo- cated the trouble and overcame it. The goods have never given trouble since and are sold all over the world with the best satisfaction. This shows how much care must be exercised that every single piece of goods sold be right. It also shows how carefully the makers of well- known standard good's are to see that every lot of their product is right be- fore it is allowed to go out. They know how easily the reputation oi their goods will be injured through even a few goods that are not right getting on the market. Their business has been built on quality. Their reputation is wrapped up in_ every piece of goods that leaves their fac- tory. They can not afford to take any chances on losing it, so they em- ploy every means that human inge- nuity can devise in the manufacture and inspection of their product to prevent unsatisfactory goods going out. Manufacturers whose goods are not of recognized standard value—whose chief claim for the dealer’s consider- ation is the low price of their goods —are not so careful to guard the rep- utation of their product. They have no particular incentive. In fact they generally make the quality of their goods fit the price they ask, instead of making the very best goods it is possible to produce, and then selling them for what they are worth. I would not have goods of this kind in my store. Merchants are safeguard- ed, in dealings with their customers, who handle well known, well adver- established reputa- Boot and tised goods of tion.—Berton Elliote in Shoe Recorder. —__.2—___— A Hardy Rose. Secretary Wilson, of the Depart- ment of Agriculture, referred at a re- cent dinner in Washington to the amateur florists who spring up in the suburbs at this season by thou- sands. “More florists, perhaps, than flow- ers spring up,” he said. “In a seed shop the other day I[ heard one of these amateurs com- plain about the last batch of seeds he had bought. After he had ended his complaint he began to ask floral questions. “Oh, by the way,’ he said, ‘what is a hardy rose?’ “It is one, growled the dealer, ‘that doesn’t mind your pulling it up by the roots every day to see if it has begun to grow yet.’” +» 2. He Knew His Mamma. Neighbor—Bertie, your mother is calling you. Bertie—Yes’m, ] know it, but I fan- cy she don’t want me very badly. Neighbor—But she thas called you seven times already. Bertie—Yes, I know, but she hasn’t called “Albert” yet. The best work shoes bear the MAYER Trade Mark Pra WS Fy U Ste This dry spell will not last forever _ Are you prepared for fall rains and winter snows? Let us supply you with HOOD RUBBERS which have no equal Michigan &. Grand Rapids Shoe & Rubber Co. | Grand Rapids, Mich. - S$ TRADE MARK, Agents Ae MICHIGAN TRADESMAN Thing or Two Learned About Ox- fords from the Cobbler. Written for the Tradesman. I had a pair of Oxfords cobbled the other day and learned a thing or two from the repairman that I did | not know before. With deft fingers the showed me how to tie what is known among Saint Crispins as a “shoemaker’s knot.” “There!” he exclaimed, as he straightened out the bows after ty- ing the ribbons in a peculiar tight little knot. “There! I'll that bow to stay tied.” guarantee And then he showed me how to tie one myself by a particular turning of one of the loops before the bow is made snug, and which scheme is known to most shoe dealers and their clerks. When the ribbons or strings of low shoes are tied in the ordinary way they are almost al- ways coming loose just at the time when it is the most inconvenient to fix them, but when tied in the way that cobbler taught me they rarely give one any trouble Another thing I learned from him is that a piece of soft leather, cut in the shape of a horn only some- what large, is better to use, in draw- ing on Oxfords, slippers and pumps, than the usual horn of nickle or cel- luloid, being perfectly pliable and thus doing away with the unyieldingness of the metal and the breakability and partial hardness: of the celluloid. Of course a piece of leather is not so pretty as a silver or fancy celluloid horn, but there is more comfort in its use. I had sent to this cobbler a pair of Oxfords to be stretched. The vamps were of soft seal brown leather and the rest of the shoes was of deep cream-colored leather, also of a soft quality. I had sent the order with them that they were to be stretched both lengthwise and crosswise as much as possible, as they were too tight for ease in walking. When I bought them I took them against my better judgment, fearing they would not prove satisfactory; but the dealer was short on sizes and the next larger ones were entirely too long and much too wide. When I asked the repairman for my Oxfords lo and behold he had done not a thing to them. Surprised, I asked the reason. “Well, now, lady,” he began in an apologetic tone and with a depreca- tory manner, “I knew if you would let me explain to you the situation you would quite agree with me that stretching would be the worst thing in the world for your shoes. You see, it’s this way: This brown leath- er of the vamps is very fine and soft and were I to apply the stretch- ers they would make the shoes en- tirely too loose and they would look sloppy ever after. The best way for you to do is to put your hand in water and thoroughly moisten the white cloth inside the vamps. Then put the shoes on, with plenty of tal- cum powder inside, and wear them until they are completely dry, and you will find them as much of a relief to tired feet as shoes you have worn for months. It’s the tight | cloth inside that plays hob with this |style of shoes, generally. “There’s another thing that is not frequently advocated in shoe stores, for the very simple reason that many |dealers and most clerks know noth- ing about it, and that is that a low shoe that is a little short or a trifle too narrow may be made to seem much less so by the wearer’s resting the foot on the shank at an angle of 45 degrees while lacing the strings. Tie them rather tightly. You would be surprised at the change in feeling. “There’s an idea about care of pat- ent leather that few people ever hear of—it is to prevent cracking: When you get a pair of new patent leath- ers home take some plain on a clean cloth and go all over them. Leave the vaseline on until you want to wear the shoes, when you should rub it all off with a soft cloth and polish with fresh flannel. Repeat this process every time you wear the shoes and their life and looks will be greatly enhanced.” Janey Wardell. —_—_+--__ A Slight Sign. “What is going to bring back the good times?” asked the old farmer of the grocer to whom he had sold vaseline his Early Rose potatoes for $1.25 per | bushel. “Well, sir,’ was the reply, “nothing ails this country to-day but lack of nerve. We had a panic and people got scared. There might have been some reason for this scare at first, but that passed away long ago. If we'd all go at it now and have nerve things would be all right.” “You think that would do it, eh?” “[’m sure of it. Have you seen any signs of improvement down your way?” “Yes, a slight sign. That is, I know a feller who’s got his nerve with him.” “Yes! “He owed me $3 when the panic set in, and, of course, I held off about asking for it. ’Tain’t my way to drive nobody to the wall. I jest let him go, until the other day, and then I met him and said: ‘‘Jim, what about them $3?’ " What) $37 “‘Them $3 you owed me for wood when the panic set in.’ “Why, you darned old scoundrel, instead of me owing you $3 for wood you owe me $4 for work, and if you don’t pay it inside of a week [’ll begin a lawsuit again ye!’ “That’s one of the slight signs down our way of folks getting their nerve back,’ continued the farmer, “and if it spreads all over the coun- try I hain’t going to say whether it will bring back good times or bring on such a pinch that paper collars will go up to $5 a box and we'll have to use dried catnip for smoking to- bacco.” —_——__ > > Under Fire. May—There were several army of- ficers there, but not one of them ask- ed me to dance, Belle—And they are accustomed to the smell of powder, too. a It is not much use talking over your fidelity if folks do not find you | friendly. OYA TEY} i _ SHOE. / No. 369 OIL GRAIN CRUISING SHOE. Shoes wear. Rindge, right in Kalmbach, Logie & Co.Ltd. Grand Rapids, Mich. 33 We Excel in High Cut We make over forty-seven varie- ties ranging all the way from fine high grade hunt- ing shoes down to eight inch full stock Kip Creed- mores for hard knocks on the farm, and every pair of them is every shoe-making de- tail and built to stand extreme hard and wet Our Spring Line of samples is now ready for your in- spection. A stronger line of shoes we have never shown, prices and quality considered. Don’t buy your oxfords for spring delivery before you see our line. If our salesman has not been calling on you, drop us a card and he will be there at the earliest possible date. Wait For Him And when you have bought your fine shoes, don’t forget to select your work shoes shoes and elkskin outing from among the old reliable ROUGE REX line, made for hard wear. money. You can’t beat them for any Hirth-Krause Co., Grand Rapids, Michigan MICHIGAN TRADESMAN = =~ 14)))) ‘ ciZommzeryy Why the Clerk Did Not Get a Raise. Joe, you’ve asked for a raise and you've given me what you think are good reasons for getting one. Now, there are four things I can do—give you the raise, discharge you, jolly you along, or give you a good talking to and then do you the favor of giving you another trial at just what you are getting now. “One of your strong arguments for deserving a raise is that you have been here five years and have not had an increase dor two years. Now that is one of the worst counts against you, because it is all the more your fault that you are not any further advanced than you are. “Just because I think there is a ghost of a chance yet to make some- thing out of you I am going to tell you why you are not really worth as much to me as I am paying you, and incidentally tell you why I did not discharge you six months ago. “In the first place, you are an old broom. The things you ought to dio well by this time by force of habit you don’t do as well as a new boy would at half the money. You've grown up from. short pants right in this store and you’ve got to the stage where your neckties and hair take up so much of your thoughts that your work and my business’only get your spare time. “Y’ve watched you closer and given more thought to you as an individual than anybody in this store. You want to remember that I’ve got an invest- ment in you and I don’t want to throw it away—and that’s coming to the point of why I have not charged you before now. “TI couldn't afford to do it until you were a hopeless case. You have not got to that point yet, but you’re on a toboggan and going fast. “Some of the things you've been doing and some others you haven’t been doing are all the worse because you've been here five years. I mean by that, you haven’t improved your opportunities to the extent that I can take you from boy’s work and give you an important position. And I’m losing more on that account than you are because !’m paying you too much for boy’s work. “Yes, I’m coming to the specific complaints right now. If I had plunged right into that you would have had some reason to call me a fault-finding old grouch, and I first want to show you that there are two sides to the question, and that mine is more important than yours because you are not getting the money you think you ought to have, while I am losing money that I already had. “Here are a few of the things that dis- have gone wrong the last six months —that is, only a few of those I have seen: “IT went down to the basement this morning to see how you had laid out the rubber stock, and I find that not one cover has been pulled off the boxes yet. Goods came in July 1, and here it is the last of September. There’s part of your answer to ‘why’ you are not worth more. That work should have been done in the dull season instead of taking you off the floor now, at the beginning of a new | season, when I need you right there. ‘You say you are too old to do that ‘kind of work. You prove it to me by doing it well—and if you will do that kind: of work well and take the de- itails off my shoulders you'll do so much better selling goods that I can not afford to let you leave the floor. See the point? “It isn’t a question of how long a man has been on the job that deter- mines his worth. It is the quality of the work that counts. If you don’t do any bigger work than you did when you first came here, why should you get bigger pay? And if you do not do the same things better, the same holds true. “For instance, before I pay you more money I have got to put you on the floor and keep you there. And before you go on the floor for keeps iyou’ve got to ‘show me’ that you can ‘make good. You've been allowed to ‘sell goods in rush hours and done ‘spare’ clerk duty for two years. Only day before yesterday Mrs. Bangs came in and asked you for nurse’s house slippers and you told her we didn’t have ’em. If I hadn’t been there you'd lost the sale and maybe a customer if she’d gone somewhere else. That’s what I mean when I say you haven’t made the best of your op- portunity. You have got to know where everything in this store is and all about it before I can trust you to handle the trade it has taken me ‘twenty-eight years to build up. | “There are plenty of other things I \could lay at your door to prove you i2 money loser. You remember the time you checked C. A. & Co.’s bill ‘and carried it in your pocket two |'weeks so that I lost the discount? Of icourse, I’ve got that fixed so it can not happen again by entering bills ‘before they are checked and then checking back, but the trouble is I |don’t know just where you are go- iing to break out next. I want my /business run systematically, but all isystem depends more or less on in- |dividuals and I want men I can de- |pend on. “You've been here five years, and one of the best tests you can give here in that time. yourself is to ask if this business 15 any better off for your having been Have you induc- ed any of your social friends to come here and buy goods? Have you giv- en me a single idea that has helped me to make or save a dollar? J men- tion these things because I want to take this chance to show you why some fellows get ahead of others. The fellow who thinks of his busi- ness all the time when he is at work is worth twice as much as the chap who merely does mechanically the work laid out for him. dealer can’t take up every suggestion that comes to him, but on general principles the clerk who takes ithe pains to think up and make suggestions is bound to be the best man in the jong run. The man who thinks things must finally devel- op into the man who does things and the men who do things do not have to ask to have their salary raised. They are so scarce that the salary keeps pace with their record. . Be- sides they are so busy they do not have time to be “And that’s your trouble. There is a big difference between the man who wants an increase and the man who is ambitious. The fellow whc wants an increase usually goes to his employer with a lot of carefully thought out reasons why he should get it; in fact, he puts ‘himself on the defensive and tries to prove his worth, just as you have done. The fellow who is ambitious usually gets caught at it and gets the raise before he -has time to realize it is due him. “Of course a discontented. And in rare cases where the does ap- ply for it he and his employer can reach an agreement pretty quick. “Now, Joe, that’s pretty plain talk and I suppose your feathers are ruf- fled pretty much, but it’s ‘wp to you’ to weigh yourself and see if I have not come pretty near hitting it right. The way you work it out will prove whether I am right or wrong in my estimate of you. If you decide that ! have hit it right, you’ll buckle down to learning things and start out to make wp for lost time. If you don’t. youll probably leave here and get a job somewhere e'se at the same pay. and you'll be out the asset that you've got here in this store by my partial confidence in you. The quicker you ‘make good’ the better I’ll like it be- cause I need better men every year to keep this business growing. All things being equal, the man who has worked his way up with me is worth more than any experienced man I can hire outside because you can _ not teach an old dog all new tricks. “Now, my boy, you think it over, and I hope you'll decide to put your- self on probation for six months. Do little things willingly and Il] open the way to give vou bigger things to do. And you won't feel any better than I will the day that I can give you a raise. About all this salary question simmers down to is a divi- sion of the profits, and when you can really earn more for yourself you’! be earning more for me.’—Shoe Re- tailer, > +. —___- Tt is often better to die poor than be born rich. SHOE CO. TRADE MARK To Get All That’s » Coming to You from the rubber trade of this fall and winter you need «‘«WALES GOODYEAR’’ rubbers, and, what’s even more need them in stock right now. important, you You want a line that will stand up—a line that is full of style, selling qualities and service—that will bring your customers back again for more goods. That’s business, isn’t it? That’s why we keep hammering away at you fellows—to order right, that means early—and to get the most for your money—that means ‘‘Wales Goodyear’ rubbers, the Bear Brand. Business comes easy with them—you know that—you’ll sell more this year than last if you push them. Then what other argument do you need as to why you should get in your order for ‘‘Wales Goodyear” rubbers right now and get the profit that’s coming to you? Herold-Bertsch Shoe Co. Agents for Wales Goodyear Rubbers (The Bear Brand) Grand Rapids, Michigan eh SaaS 2 MICHIGAN TRADESMAN Handkerchief Sales Similar To Ten Cent Sales. Written for the Tradesman. “Selling handkerchiefs is a good deal on the same principle as dis- posing of Ten Cent Store stuff,” I heard a girl behind a local handker- chief counter saying to an acquaint- ance of hers sitting on one of the whirligig stools in front of her. I also sat on cne of these merry- go-rounds. I had told the clerk that I was waiting for my sister to put in her appearance. So when she be- gan to give a dissertation on the sale of the merchandise of her de- partment I didn’t feel it at all incum- bent to take my leave and still waited. “Yes,” repeated the girl who was talking about handkerchiefs, “people act over my stock just about as they do over things in one of the cheap stores I refer to: They enter without knowing just what they do crave. “They come in and say that they ‘want to get a handkerchief.’ I sel- dom ask what price they wish to pay but whip out a 25 center to start with. That is the price that the gen- erality of people put into a handker- chief. If that price is demurred at I produce something a nickel cheaper. If they kick on 20c I go way down the line. Sometimes they take only penny goods. “T never sneer at even these smal! sales. In the first place, ’tis none of my affair what price others wish to invest in their contemplated posses- sions. In getting inexpensive things they may be under the _ necessity through direst poverty. But often and often folks known to live on Easy Street buy just as cheap goods as do those who are obliged to from lack of more funds. “T always show dressed customers my __ best-for-the- money goods, as I think that they should be, favored more than those who are better off. Without being obtrusive I manage to give them to understand that I am letting them have especially fine articles for the money. This tends to make them feel warmhearted towards our store and to desire to come again; and you know it is the follow-up trade that counts. The clerk who is able to ‘get a following’ is the most valuable to the employer. The clerk who has been with one concern for some time and never is asked for by patrons had better be replaced by one with more ‘drawing qualities.’ I try to be su agreeable to everybody who comes along that they won’t be likely to for- get me. I so impress my individuali- ty on their consciousness that they will seek me out to wait on them and let the four or five other clerks alongside of me alone. That may be mean to other clerks, but it he'ps my chances with the powers that be, and it also helps my chances with some other proprietor if I should ever leave my present position. The clerk who can ‘take her trade’ with her’ is always of more value than the namby pamby employe of no person- ality. “It isn’t always the easiest thing in the world to preserve one’s equilib- rium under trying conditions—to give the ‘soft answer’ when customers are cranky. Some of them are the very Up [0 poorest 35 quintessence of fussiness. But often- times if great pains is taken to please such they become our very best pa- trons. “I well recollect one quite cl] lady whom I almost despaired of pleasing. She was ‘quality folks,’ from her dress and manner, but oh, so hard to suit. Seemed to me I opened every blessed box in my stock, but nothing appeared to coincide with the standard she had set. Finally, I opened up a box from the top shelf which contained the exact duplicate of what I had showed her in the first place. ““These handkerchiefs suit me to a T, she enthusiastically burst out. ‘Now why didn’t you show me these when I first came in and save your- self some bother and me some time?’ “T really couldn’t tell her the truvh, don’t you know, so I murmured something about ‘so glad to find something that pleased her so well, but that these had rather slipped my mind.’ That mollified the old lady completely. She took the whole box, which flattened her pocketbook to the extent of $3 and netted the store a neat little profit, The next day she tripped in to see if I ‘had any more of those lovely 50-cent hand- kerchiefs,’ and I disposed of box number 2. And all because I had curbed my temper and had not let the old lady see what an unmitigate.i nuisance I regarded her. “l have found, durine my four years’ clerkship with this house, that to ‘hold my tongue when provoked beyond measure’ is a_ pretty good maxim to tie to. It has been one of the best for me.” Right here my big sister. sailed down the store and swooped down on me to take me riding and I had to leave right in the most interesting part, where the pretty young clerk evidently was about to get down to personal history. The reader will have to conjecture as to what was said next—he will never know from me, for I left the store just then with my sister. Jeanne. -_—-_s oo Some Left Out. When the speech had at last been concluded an old man who had been listening closely and taking notes stepped forward and shook the orator by the hand and said: “Sir, that was a noble speech of yours, and you must have noticed me leading the vociferous applause from time to time?” “Yes, I did.’ “A noble speech, sir, and it went right to the heart of every man on the grounds. Patrick Henry could- n't have done better in his palmiest days.” “Thanks for the compliment.” “But I should like you to explain a few things. You said the day was coming when the poorest among us would be the equal of the richest ] man in the land.” “Ves ” “When there would be no more taxes to pay.” “No, no more.” “When every man among us would own his own home?” "Yes sian? “When the cost of living would be a mere nothing, and no man would have to work over two hours a day?” eves “When every man would have money in his pocket and be equal be- fore the law, and when we would need neither army nor navy to keep the peace of the world.” | “Yes, I said all those things,” re- | plied the orator. “Then I want to ask you when they are going to happen?” “When, sir—when? Um! I can't just tell you, sir. My dog unfortu- | nately ate up that page of my manu-| script and I can't tell you until next | year.” —_2-.—___ Saved a Life. Tess—I think I’m entitled to a Car negie medal. I saved a life the other evening. Jess—The idea! Whose? Tess—Jack Manson’s; he said he| couldn’t live without me. ° 2+. —____ Work No Place for Him. Pastor—-Why are you not at work, John? John (with a pot of beer in his hand)—The doctor has ordered me to do something that will make me sweat. A DIVIDEND PAYER The Holland Furnace cuts your fuel bill in half. The Holland has less joints, smaller joints, is simpler and easier to operate and more economical than any other furnace on the market. It is built to last and to save fuel. Write us for catalogue and prices. Holland Furnace Co., Holland, Mich. 139-141 Monroe St. Lea ony GRAND RAPIDS, MICH. Economy is the result of eliminating the unnecessary. A single telephone system having a universal develop- ment is the best example of it. “Use the Bell” CALL For Systematic Investigations Corporations Consult The J. U. Smith Detective Bureau 93 No. Division, Cor. Pearl Citizens 6189 Bell 42 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. Now Is the Time to Buy USE Autos All "sue Rios, Buicks, Cadillacs, Fords, Etc. I make a specialty of used ears and can save you from $200 to $500. Ialways have a few ears to exchange for real estate. SEND FOR MY LIST S. A. Dwight, 160-162 N Ionia St. Grand Rapids, Mich. The Sun Never Sets sues where the Brilliant Lamp Burns j And No Other Light HALF SO GOOD OR CHEAP It’s economy to use them—a saving | of 50 to 75 per cent. over any other artificial light, which is demonstrated by the many thousands in use for the last nine years all over the world. Write for M. T. catalog, it tells all about them and our systems. BRILLIANT GAS LAMP CO. 24 State Street Chicago, A Case With a Conscience is known through our advertising, but sells on its merit. The same can be said of our DE- PENDABLE FIXTURES. They are all sold under a guarantee that means satisfaction. GRAND RAPIDS FIXTURES CO. Grand Rapids, Mich. Jefferson and Cottage Grove Avenues MICHIGAN SHOE COMPAN “Mishoco” New Specialty Shoe for Men and Boys ‘‘Josephine”’ for Women Made in all Leathers Snappy up-to-date Lasts Selling Agents Boston Rubber Shoe Co. DETROIT MICHIGAN TRADESMAN DRY GOODS, 4 un @ 2 ee sy} hfe eC 6 ¢ ONS: Sih Lisa tii, ps (((NN MCC belle? Dag A (¢ SELLING HOSIERY. Clerks Should Persuade Patrons To Buy in Quantities. Written for the Tradesman. At the hosiery counter make it a selling point to persuade your cus- tomers to trade up as to quality and to order your goods by the dozen; or, failing in that attempt, try to have them purchase a half dozen pairs at a time, and if you can’t ac- complish that then endeavor to dis- pose of at least three pairs. If this is “no go” don’t fall down on your oars but make two pairs look so al- together desirable that you can count the money for them in your hand. There’s a whole lot in making the patrons look at things through your eyes and, once you get them to doing so, if you manage things aright they will be quite apt to continue using your optics instead of their own. There are a class of people who, although well to do, are so penurious that a dollar looks as big to them as a tally-ho wheel, or even as large as a mill wheel, and they would think they needed the appointment of a commission to enquire into their sanity were they to allow themselves the extreme luxury of more than one pair of hose at a time, and those are of a grade that would make a scul- lion blush to be discovered the owner! It would be a long “fedder” in your headgear were you able to compass the changing of the mind of such miserly miserables. It would cer- tainly be a waste of time and effort on your part to begin a course of argument that had as its object the wringing from them of more money at a time for your employer’s cash register if there were other custom- ers standing around waiting to be served who were liberal purchasers at your department. But if the form- er came to you during a_ cessation of activity in your section then would be a capital time to bring up the ad- vantages of buying by the quantity. I myself have succeeded a number of times in altering such a_ situation where there was, I was positive, no pressing need of such parsimonious- ness as was always exhibited umler this condition. If they are known to have the trav- eling bee in their bonnet don’t lose any time, as I said, in broaching the -topic of quantity buying. In going off on a journey nobody likes to run short on stockings, but they some- times forget this important item when ordering their other necessary supplies. So when you have a chance to remind them about it, if you see _ them at another counter in your vi- cinity, just say a word for yours |your best reasoning powers to bear when they-are at liberty. Of course, you have to be very nice and polite about it—that goes without saying. The 3-for-a-dollar sales have had quite an influence in biasing people on the side of increased purchasing, for 33% cents to some seems a big pile less than 50 cents per. When you have a special sale tele- phone the fact to all your best cus- tomers, letting them know personally just what advantages you have to of- fer. Tell them when it closes and urge them not to delay the matter until the very last thing, as there is a much greater choice of selection at the beginning of a sale than later on, when everybody has had a chance at them. Talk over the phone to the customers themselves—don’t leave the message to be repeated to them by a third party, as the latter is lia- ble to forget all about it and then your effort is so much time wasted. Pull every. legitimate wire to further quantity sales. When you get hold of a patron who is an extravagant piece of femininity make the very most of your opportunity. Bring on her. Draw her attention to the fineness of the mesh and descant volubly on the beauty of the design and coloring. Also. don’t Jet the length get away from consideration. All the little details you should dwell upon strenuously. Help her to make her selection, bringing to the front with a fiourish anything that you consider especially elegant. A woman who does not have to count the cost—to whose pocketbook there is no bottom—should leave an order with you that would warm the coc- kles of your heart to the sizzling point. Antoinette Amsden. +++ Woman’s Imagination. “T can’t stand this any longer, doc- tor,” said the nervous woman. “If the patient in the next room to mine, No. 22, doesn’t keep quiet at night I must chamge my room or leave the sanatorium altogether.” “What's the trouble?’ asked her physician. “She has one of these squeaky old wooden bedsteads, and every time she turns over it awakens me. Last night she did nothing but toss to and fro, and JI didn’t get a single wink of sleep.” “T’ll see to that at once,” he as- sured her. “A woman in your condi- tion certainly must have absolute quiet at night. I'll have the patient in No. 22 sleep on the roof. The fresh air will be better for her, anyway.” The next morning the nervous woman appeared in the consultation room of the sanatorium in radiant mood. “How did you sleep?” asked the doctor. “Perfectly,” she replied. “I’m so much obliged to you. It made a great difference.” “T knew it would,” he said, gravely. He was telling the truth, because he knew the power of the imagina- tion in disease, especially of the nerves. As a matter of fact, No. 22 had not been otcupied at night for three weeks. The patient had teen sleeping on the roof all the time. The Agent—I have there the finest policy that was ever written, The Merchant—I’ve been carrying a pretty good one all my life. The Agent—What is it? The Merchant—Honesty. Trunks and Bags Eifert’s Trunk Factory 73 Canal St. Grand Rapids, Mich. —___e << The Best Policy. We are manufacturers of Trimmed and Untrimmed Hats For Ladies, Misses and Children Corl, Knott @ Co., Ltd. 20, 22, 24, 26 N. Division St. Grand Rapids, Mich. Bo Peep Teddy Bear Goosie Gander blankets for the baby are new and very popular. and blue, size 36x48, price 60 cents each. We have them in pink We also show a good stock of regular sized blankets and comfortables as follows: Cotton Blankets plain white, gray or tan@ 47%c, 60c, 7oc, 75c, 95c, $1.05 and $1.25 each, fancy colors striped and plaids @ 65c, 80c, 95c, $1.25 and $2.00 each. Camp Blankets @ 85c, goc, 95c, $1.20, $1.25 and $1.50 each. Wool Blankets @ $2.25, $2.50, $3.50, $4.00, $4.25 and $4.50 each. Comfortables @ $9.00, $12.00, $15.00, $18.00, $21.00 and $25.00 per dozen. Ask our salesmen or write. Mail orders receive prompt and careful attention. Grand Rapids Dry Goods Co. Wholesale Dry Goods Grand Rapids, Mich. Until further notice we will close Saturday afternoons at 1 o’clock. Fall Dress Goods A full and complete line of Broadcloths, Cashmeres, Serges, Mohairs, Flannels, Poplins, Poplars, Danish, etc., at prices that are right. It will pay you to inspect our line. 2% 2% ge oe P. STEKETEE & SONS Grand Rapids, Mich. Wholesale Dry Goods : ea piahaan lina ies sace: MICHIGAN TRADESMAN Tactics Employed To Build Up a Millinery Business. Written for the Tradesman. “Some women,” said the stylish milliner who keeps her senses open to “every breath that blows,” women,” she repeated, ‘easy’ as rolling off a log. Others,yon have to persuade, cajole, flatter. It makes all the difference in the world, about making sales, what sort of a customer you have to deal with. One woman. will rely implicitly on what her milliner tells her as to what is going to be fashionable and is becom- ing and also in regard to the item of expense. In such an instance as this the saleslady can fool the patron to the queen’s taste if it is in her heart to be unscrupulous. Sometimes she takes advantage of this position confidential and soaks the customer good and plenty. If the latter is not bright enough to discover the impo- sition well and good for the one who abused her trust, but if she finds out that ‘All is not gold that glitters’ the salesperson is apt to have to whistle in vain for her customer to back to her. “some Dare just as come “You have to ‘get next to’ a patron before you can call her your very own; before you can be quite sure that she will return to you every time she is in need of headwear—or thinks she is, which amounts to the same thing. You have to ‘keep ’em com- in’, don’t you know. Why, I have one girl in my employ who beats any one | ever had any dealings with in selling to anybody and everybody. She is good to look upon herself— ‘good for sore eyes, as *twere. A lit- tle bit below medium height she is, with a wealth of beautiful tawny hair that goes well with her peaches-and- cream complexion. Her nose is the merest mite retrousse, which gives her face an interestingness—a pi- quantness—it otherwise would lack. Her head is well poised on a slender throat of alabaster whiteness. She has the cutest little hands I ever saw on mortal woman—not even on the stage, where they are at a big pre- mium. Their shape is simply per- fection and dimples nestle lovingly in the soft flesh. She knows, too, how to use those pretty white hands. She does not make the mistake of eclips- ing them with a lot of rings, but wears only a single circlet on each hand—a lovely opal with an unusual play of colors even for these irides- cent stones and a large matrix tur- quoise surrounded with tiny but beautiful diamonds, the ‘Christmas gift of a rich (but cranky) old an- cestor, who, by the way, is liable to turn up his toes to the daisies any one of these balmy sunshiny days and when he does he will leave her a pile. I suppose I shall lose her then. She has worked so long and so faith- fully for me that I ought be very glad to see her kave a splendid va- cation. “Being, as I have stated, so fine looking almost anything in the line of headwear looks nice on her. Perhaps some things are not quite so becom- ing to her as others, but she couldn’t look homely in anything if she tried; and, seeing how elegant she appears, women who have not much taste or discernment imagine that they, too, will seem just as lovely in the same. If a pretty girl customer is the one who is ‘trying on’ hats she, as well as my saleslady, will look well in hats at random. But a fat old dowager should not at the conclusion that she can attempt chapeaux that jump youth and beauty may essay. And bee comes in play a little artfulness: “My handsome clerk does not try on herself anything that would be re- garded as not appropriate to the age and station of the aforesaid dowager. Rather she selects for inspection hats that would be perfectly suitable for the lady in question. She flatters ‘ther delicately and withal handles her so adroitly that before the patron hard- ty knows it she has selected, paid for and ordered sent home a hat so costly that it flattens her pocketbook as if a pachyderm had set down on it one of his ponderous pedals. “And it’s quite the repetition of this little comedy in waiting on the young- er element. She caters to all their little whims and fancies and makes them believe that the moon really is made of green cheese. She never an- tagonizes the girls, but sides in with them in a most agreeable way. “She is just as polite to the poor people as to Milady who drives down from Nob Hill in her carriage with almost the pomp of royalty; in the first place because it is right and in the next because makes steady pa- trons of transients, who, also, some- time may be riding in their own chaise, which change in fortune I have many times seen brought about A milliner— dealer—can not afford to slight any customer, no matter who. That’s the way to build up trade, and that’s the way I built up mine.” J. Wardell by the whirligig of time. nor any other Voting Funds For Fountain Street School Building. Grand Rapids, Sept. 28—The erec- tion of new buildings on Foun- tain ‘street reminds the writer of the crowded condition of the schools of District No. 1, in the year 1871 (con- tained in that part of the city lying east of Grand River and south of Trowbridge street, and a number of sections adjoining the city in Grand Rapids township) and of the necessity that compelled the erection of prim- ary building No. 3 (soon to be demol- ished), located on Fountain _ street, replacing an old frame building used for school purposes. The four small frame buildings, one located on the southeast corner of Bridge and Ionia streets, the second on the southeast corner of Wealthy avenue and South Prospect street, the third located on the northwest corner of South Divi- sion and Bartlett streets and the Fountain street building, became so crowded that the erection of an addi- tional building could no longer be postponed. Plans for No. 3. were drawn to cost $20,000 and submitted to the taxpayers for consideration at the annual meeting of the school dis- trict. Former Congressman Foster, the moderator, presided and an argu- ment favoring the recommendation oi the Board that the amount needed for the erection of the proposed building be raised by a levy upon the school property of the taxpayers was made Thomas D. Gilbert, the di- The question was discussed by Hon. rector. at length by others and then a deadly pause followed. The wealthy taxpay- ers studied their neighbors doubtfully, but all remained frozen to their seats. It seemed that $20,000 was a vast sum of money to invest in a primary building. The four old build- had erected for less than one-fourth of that amount. Finally a little old man, sitting at the rear of the hall, bent with the weight of many years of toil, unsuccessful finan- cially in his undertakings, and having in mind solely the interests of chil- dren of the city seeking education in the public schools, and in a thin, sharp voice piped out: “Mr. Moderator, I motion that we taise $20,000 by taxation for the pur- pose of building a new school house.” A tardy support to the motion fol- lowed, and when the had been put to the taxpayers it was car- tied by a large majority, and the di- rector entered Timothy W. White’s name in the school history of Grand Rapids. Arthur S. White. —_—__» 2. Citing an Exception. Dinks—-Kindness always conquers. Winks—Oh, I don’t know! I once knew a man who tried it on a mule. Dinks—-Well? Winks—His funeral was largely at- tended. school ings been arose question i ei The great life expects to fail often, but it determines never to stay in failure. “Always Our Aim” To make the best work gar- ments on the market. To make them at a price that insures the dealer a good profit, and To make them in such a way that the man who has once worn our ga‘ments will not wear ‘‘something good,” but will insist upon having The Ideal Brané¢. Write us for samples. DEAL CLOTHING GRAND RAP/OS, MICH. just as i. i | tt AE he ee How Much Would It Be Worth? Mr. Merchant, How Much Would It Be Worth to you if you could do your Order Taking and Bookkeeping with one single writing? How Much Would It Be Worth to you if you could have a System that would save you at least three-fourths of your valuable time? How Much Would It Be Worth to you to have a System in your store that would do away with Counter Book, Pass Book and Ledger? How Much Would It Be Worth to you to know at any time exactly the amount you have in outstanding accounts? How Much Would It Be Worth to you to have every account posted to the dot, ready for instant settlement? How Much Would It Be Worth to you to stop neglected or forgotten charges? How Much Would It Be Worth to you to follow every C. O. D. order until the money is in the Cash Drawer? How Much Would It Be Worth to you to have an integrity check on every clerk in your store, and Stop Credits and Credit Limits to control your business when you are out of your store? How Much Would It Be Worth to you to have 180,000 selling suggestions brought be- fore the minds of your clerks and flashed before the eyes of your customers each year? How Much Would It Be Worth to you to have a device in your store that would save you from $1.00 to $500 every day in time and losses and make you an equal = in increased trade and increased sales? What Would It Be Worth to you to have satistied customers to assist you to hold the trade which you have and to win more? Stop long enough to consider these things! You will never regretit. We are able to show you how each and every point mentioned above ean be accom- plished. Let us hear from you? The American Case and Register Co. Alliance, Ohio J. A. Plank, General Agent Cor. Monroe and Ottawa Streets Grand Rapids, Mich. McLeod Bros., No. 159 Jefferson Ave. Detroit, Mich, Send more particulars about the American Account Register and System. Wow: ...0.... Gecnees cueeacss seed deed ease OO i. hei i. MICHIGAN TRADESMAN o Tm eeced (CU (4 (cutee WINDOWan INTERIOR. Oo. CORATIONS rine Af} Sp TIN KS Bi ~ =i x TT : ZZ Xp Something Concerning the “Swedgy” Stripe Shirts. Recently my cyes feasted upon a windowful of extremely neat-looking shirts of the style called the “Swed- gy” on nearly upright fixtures and pre- sented a very attractive appearance. A few were of Copenhagen blue. They were of madras in two tones and some of them had an inconspic- uous mercerized figure between the hair stripes. There was a wide pleat down the center which was embell- ished by a row of lustrous crockery color self-shank stud buttons, four of them, and the cuff buttons matched these, only they were larger, of course. The pleat I mention had four narrow stripes of dark Copenhagen blue and the attached cuffs had six of these stripes, parallel with the wrist edge. The stripes on the body of the shirt were also Copenhagen blue, but much lighter in shade. The col- lar was white and the bow was of stripe. They were all arranged soft silk, also Copenhagen blue. The sleeves of all the units in that “Swedgy” stripe shirt window were pinned up near the top and this gave a uniformity to the exhibit. A band of the same blue confined them at the waist into a small space, form- ing a flare below. The toggery shop where these were on display is a small place with but one window. A great many people are daily drawn to its inspection because there is in- variably so little in it. This is a statement that, unfortunately, can not be made concerning all clothing windows. You often hear it said: “Oh, there’s so much stuff in that window that you can’t see a thing—I don’t care to stop in front-of it.” Long Cloaks To Be in Vogue. If present indications count for anything they point to the fact that long coats for women are to be in vogue for the winter. They are gen- erally hard to walk in, but for driv- ing they are much more acceptable than a short jacket. There’s nothing jaunty about a long cloak; it’s only the women of good sense that will purchase them, for the warmth there is in them for the lower limbs, al- though I will say that the long belt- ed Directoire coats with points at the front, sides and back border a trifle on the jaunty. The knee length cloaks are “neither hay nor grass” and are not very becoming to the average figure. Coat sleeves are of good length and are voluminous enough to suit anybody who doesn’t like to be pinched. Fancy cuffs and broad revers are seen on many of the outer garments in the shop win- dows. Soutache braid and radium silk braid enter quite largely into decoration. Choice is about evenly divided as to single or double breast- ed effects. Satin pipings and striped velvet are used to quite an extent on the wide lapels. More and _ larger buttons are seen this year than last, forming an important item in embel- lishment. Many of them are set with the semi-precious stones that are liked so well in belt buckles, combs for the hair, bracelets and other ar- ticles of jewelry. They add a good deal to the cost of a garment, but give a distinctly Frenchy touch that is very enticing to stylishly inclined folk. Frogs of passementerie are seen orn many of the long plain wraps, which give a decidedly military fin- ish that captivates those having a penchant for the togs of army life. Directoire Leads Accessories. The Directoire style of gown making its influence felt on all kinds of dress accessories. There’s the girdle belt. This is oft- en seen in gold tinsel or iridescent tinsel. It is several inches longer than a lady’s belt measure. One end lies diagonally across the front, while the other is wound once around it, flat, and pinned in place. Both ends are V-shaped and have a fancy gold or silk tassel at the apex. is On a slender person one of these belts might be very pretty, but the fat woman—well, if she wants to ap- pear more tuhlike still, just let her attempt to go about in one of these Directoire girdles. She'll wish she had her money back the moment she takes it off. Dress sleeves likewise are impress- ed by Directoire ideas. No more are elbow lengths to be seen on every other waist. Sleeves are to be long, leong—-so long that they will reach almost to the middle of the ‘hand. This will entirely do with the sight of the scrawny so indis- criminately displayed the public during the past season. Some More About Elegant Furs. Last week I had something to say about a few of the new furs appear- ing in shop windows. Since then T have seen some elegant specimens in ermine. Everything in enmine is made up flat. One fine stole reached almost to the bottom of the dress. In wearing a stole of this descrip- tion the owner has to handle it very carefully in getting in and out of an auto, carriage or street car—few er- mine people patronize the latter means of locometion, but once in a while the emergencies of life demand it. I thave seen elegant long white bear skin or white fox shawls and away anms to all wearers being tinted boas the careless with them when getting in and out of a vehicle. Of course, they could be sent to the cleaner’s, but a little forethought would served their pristine white or evening mussed up by have freshness. pre- This long stole of which I spoke was about eight inches deep in the back, the spread across the ends be- ing fully fifteen inches, or possibly more. The ends of the stole were fashioned in a V shape, with the apex at the lower part. At intervals of the entire length there were set in the little ermine taiis, and there three rows of tails at the bottom. lowest row was set on at the very edge, so that there was no ermine underneath them—you could see right through them. There was a space of ermine showing between the rows the same width as the length of the tails. One end was to be worn below the other so as to display the wealth of tails, which were certainly extravagant in number. The hand- warmer was a “pillow” muff, orna- mented, like the stole, with a quanti- ty of tails. There. were no heads used on these luxurious furs. My. but the lucky woman into whose possession falls this magnificent ser ought to be a very happy piece of femininity! Whoever loves her enough to present it to ‘her will have to go down pretty deep in his blue jeans. Some woman will be able to make her friends and enemies alike jealous of her stunning appearance in this “badge of royalty,” for there’: always some indulgent man who fond of glad raiment himself and ad- mires the beauty of a particular wom- an sufficiently to be not only willing but delighted to contribute to her happiness by purchasing something that is going to set off her loveliness and make her even more charming to look upon. _——2-2ooa Disappointment is often only a turn in the road to the highest appoint- ment, were The 18 ) TRADE. | WINNERS. Pop Corn Pop Poppers, Peanut Roasters and Combination Machines, Many Srvces. Satisfaction Guaranteed. Send for Catalog. ct ae fcr ais asst KINGERY MFG. CO., 106-108 E. Pearl St, ,Cincinnati,0, All Kinds of Cut Flowers in Season Wholesale and Retail ELI CROSS PMU rata eascl Grand Rapids Light Economy Your lighting expenses can be most effect ively reduced by using superior lighting sys- tems. The Improved Swem Gas System not only costs less to operate but gives a clearer and brighter light. Write us. SWEM GAS MACHINE CO. 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. Waterloe, Ia. 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. We have a good stock of about the best Plum Jam you will run across. It is in one pound glass jars and in half gallon stone jars. This is made from the rich California Burbank plums and is certainly a head-liner when it comes to the right goods. Of course we make and sell more marmalades than anything else, but we know how to make Plum Jam, and we did ourselves proud on this season’s pack. We will send you as a sample a glass jar of this, prepaid, for a postal card with your name and address on it. We want to do business with you. It will help you and help us. H. P. D. Kingsbury Redlands, California (Where the oranges come from) W. S. Ware & Co., Distributors DETROIT, MICH. IMPROVED SHOW CASES MEAN INCREASED BUSINESS Every style of case we makeis patterned . along that “Business Builder’ idea, and that’s one reason why ours are better cases for you. Besides we save you in price by Selling direct. Our catalog shows their many prominent points of merit. If they are not as represented we pay freight both ways. Send for prices. Geo. S. Smith Store Fixture Co. Grand Rapids, Mich. THE BEAUTY PARLOR. Advice Concerning Its Mysteries by One Who Knows. Written for the Tradesman. This little screed thas to do with the girl who likes to know nice ways about the care of her hair. In the very first place, if you are a frequent or even a transient visitor to the Beauty Parlor don’t, I you, ever allow yourself to use the promiscuous brushes, combs, curling irons, wavers, etc., that are to be found all the booths. Although the brushes and combs may be washed and sterilized once a day, by night. after ‘having been used on dozens. of heads of all degrees of uncleanliness, they are certainly not fit to put to the head of the person who is at all par- beg in ticular. Even the Beauty Doctor her- self says that this is true. And you know it without being told. One’s own dirt is bad enough, but to be obliged to suffer under that of Mrs. Tom, Mrs. Dick and Mrs. Harry—o Mrs. Tom’s, Mrs. Dick’s and Mrs Harry's daughters—is a trifle too much, TI well remember the first time I entered the Beauty Doctor’s sacred precincts. I was as green as grass as to the ways of such places. I thought I’d begin on a shampoo, as I that that would be as simple as anv of the rigmarols the attendants would go through. I was requested to “Step into this booth, please.” I did as I was told and the curtains were drawn behind me by a pretty young girl, about all of whom you could see was an attractive face, plump white arms and great big white apron which covered ther shoulders and reached to the bottom of her dress, which last, by the way, and her apron she left each night in her booth, exchanging them: for street attire. Each attend- ant has her own booth and the girls are not supposed to touch each other’s belongings. They have to buy their own combs and brushes and these are jealously—and zealously—guarded to save them from the purloiner. I do not mean by this that one girl would steal another’s things. No, their dis- appearance is never connected with such a word; but still, smoothing brushes and Frenching combs and crimpers have a way of coming up “non est” so often in these parlors that if a “hairdresser girl” is wise she will cut or scratch her initials or name in everything that she wants to see walking back when it “miss- ing.” After my first day’s experience at the Beauty Parlor I decided that “Discretion is the better part of val- or’ and provided myself with an Ideal brush (than which there is noth- ing better for “getting at the roots” of the hair}, smoothing brush, two Frenching combs and two. curling irons, so that when two girls curl me at once I will have enough tools for them to work with. I also keep in my box at the hairdresser’s my own combing apron, powder rag (a piece of soft old white knit underwear is the very best kind of thing to use for powdering—chamois slips and’ slides and a puff does not distribute Na- imagined a is of MICHIGAN TRADESMAN ture’s counterfeit evenly), plenty of extra hairpins and anything else I might need in the way of supplies of this description. After I got all these little Saries accumulated at one Parlor | and them. to hand at another Beauty Parlor which I also patronize, at | have “my at establishments. I leave both in the care attendant whom I can trust, the one I like best to do my work at each place. When customer neces- Beauty abcut on set keep so th both boxes may own dirt” of an regular try al! shampoo, oi! be hairdresser’s, dressing, you to at any the girls on a etc.; also if there different ones who ing begin a glow, are several do facial manicuring try and you found which ones’ work you like the best then stick to special You will this a very good plan to follow. er you used to for variety work, discovers what pleases you, get along better miassag- and these, after have find Aft- per- and those girls. get having one son each of she will you together than if are always changing girls. If you find who dces the best sham- pooing, for instance, but who is not so expert on a “do-up,” when you want a you one then have her fine scrubbing but are not so particular as to how your hair looks when it is finished. want a shampoo dressing the ai you and an elegant day, and shave to have two attendants, anc the latter more essential than the former, have your hair done up beautifully and let the until you can get your shampooer. By managing you get along very nicely. same different work is washing favorite rightly go can Always before the girl begins to re- move your thousand and one pins lay box cover (or along a clean piece of paper for the purpose) on the shelf in front of you and have the pins deposited thereon. There the posed wood of the shelf of which you should beware, beware! To facilitate matters you yourself assist in tracting the pins. Time Beauty Parlor. <-> How To Make Grocery Advertising More Effective. hair— your bring is danger, lurking on eX- ex- counts in the Jeanne. Written for the Tradesman. The retail grocer as a rule is not given to using strong advertising copy. In the majority of cases a long list of articles with their prices constitutes the advertisement. While price appeals to the pocket- book, how much stronger the adver- tisement would be if he gave a good description of the articles, appealing to the sense of taste, love of appetiz- ing things, etc. A grocery advertisement ought to be so appetizing that it actually leaves a flavor in the reader’s mouth. If the retail grocer would make his advertisements appetizing they would be interesting to the housewife, who would naturally be attracted to his Store: Then, provided his store is neat and clean and his goods really as his advertisements state (no grocer should handle anything but the best), and if his customers are given prompt duplicated ; and courteous treatment, new tomers will not be lacking. New articles of food are being in- troduced constantly and the house- wife is always on the lookout for suggestions to vary the home ‘table. cus- of as habit expensive, results) and goods an “price-list’’ (which bring advertising it not advertises is does Scason- able sectires in appetizing the business, the of calling for and manner present delivering orders obviates the necessity of buy- ing from the nearest corner grocery, but the delivery feature should be carefully watched that the gro- ceries for the mid-day meal will ar- rive in time, not minutes be- meal time, as custom sO a few fore which say, is a frequent occurrence. that of two grocers advertising article, at the same price, the who gave the appetizing was the one who got the business. In fact, even although he charged a tri- fle more than his competitor of the “price-list’’ habit, the read his advertisement would most likely to give him the order, as the desire created by his description of the good points would not be over- balanced by the matter of a cent or two in price. Advertise but a few seasonable ar- ticles at an one a they will leave a flavor in the mouth of the reader and have spicuously displayed. In the case of staple groceries, bring out the points of difference: why your brand is more desirable | than the ordinary kind, etc. Advertisements of fancy groceries, fruits, etc., should appeal to the im- | agination, by full description of taste, color, fragrance healthfulness of the article. Grocers, wake up. Tell tomers more about your goods be to your advantage. W. H. Myers. rn Freshening Up Rubber Goods. or your cus- colt will | atomizer bulbs, handles. soiled, tomer ily showing finger-marks dirt. The delicate powder comes off. Lo appearance of the goods, wipe them with a flannel cloth slightly moist- ened with gasoline. Grand Rapids Floral Co. Wholesale and Retail FLOWERS 149 Monroe Street, Grand Rapids, Mich. The grocer who gets away from the | | GRAND RAPIDS, MICH. , | am sorry to| It has been my personal experience description housewife who | be | 39 HEKMAN’S DUTCH COOKIES Made b VALLEY CITY BISCUIT CO. Not in the Trust Grand Rapids, Mich. Denver, Colorado We Want Hides, Tallow, Pelts Furs and Wool at Full Market Value Crohon @ Roden Co., Tanners 37-39 S. Market St., Grand Rapids We Want You if You are a Real Living Salesman We don’t want any ‘““Near”’ salesmen, nor men who Used to be Corkers,’’ but men who are in the top-notch class to day, right now. We know that it is better to be a “Has-Been”’ than never to have been at all, just asit is better to have loved and lost than never to have loved at all, but— The man we are after is the man who has good red biood in his veins, who is full of = and vigor and who doesn’t know what “Turn-Down”’ means. it you belong to that class write us, and you may find we have a proposition that means progress for you. Straight commis- sions, new and profitable, for both the sales- man and retailer. (Mention this paper.) BOSTON PIANO & MUSIC CO. Willard F. Main, Proprietor lowa City, lowa, U.S. A. Flour Profits time—specialize them— | make your descriptions so appetizing | the price con- | restore the original | Perhaps nothing sold in a drug store assumes a soiled and “second | hand” appearance more quickly than | hot water bottles and | other rubber articles which the cus- | Rubber is very eas- | and | finish | Where Do You Find Them, Mr. Grocer? On that flour of which you sell an occasional sack, or on the flour which constantly “repeats,” and for which there is an ever increasing demand? incgold. COME FINEST FLOUR INTHE WOR) FINEST FLOUR INTHE COME FINEST FLOUR INTHE WOR) is the a ‘repeater’? you can buy. Your customers will never have occasion to find fault with it. When they try it once they ask for it again it is better for all around baking than any other because flour they can buy. Milled by our patent process from choicest Northern Wheat, scrupulously cleaned, and never touched by human hands in its making. Write us for prices and terms. BAY STATE MILLING CO. Winona, Minnesota ‘LEMON & WHEELER CO. Wholesale Distributors KALAMAZOO, MICH. IANOS. Friedrich’s Maste Weae 2 If you try as hard as we have to get the Best piano for your money, you will do what we have done—pick one of these: Weber, A. B. Chase, Fischer, Franklin, Hobart M. Cable, Hoffman. papa may be made a little at a time. 30-32 Canal St., Granda Rapids. Mich. . MICHIGAN TRADESMAN a] e] (UU WC (gd " . wage tf HEC Avicccrevg SASS ay TNA NTT lpg wey { _ © < < or 8 : = PO: cece WWnergs YOY SVI TNE wt : = ss How the Salesman Fell Into the Pin- kerton Trap. If there was anything I liked par- ticularly well in my active days it was a piece of new and easy graft. I enjoyed it as well as a coquette en- joys a new victim. Speaking from sad experience, however, I would like to warn all my brother con men against breaking in- to new fields. If a man must live off the gullible public, he would better stick to his own line. If he is a gold brick man, he is likely to get into trouble when he tries to sell lightning rods. He may get the mon- ey and get away with it, but there will be a come back somewhere that his experience hasn’t taught him to guard against. It was a tactical mistake of mine to quit the bunko game in Chicago. I always got enough easy money for an easy living, and I never had any trouble with the police. In the old days these things were always “fix- ed,” and the worst that could hap- pen to a man was to be compelled to take a ten days’ vacation at Lake Geneva, while the trouble was blow- ing Over. Yet when a friend of mine came to me with a new piece of graft I fell for it, just like any other sucker, because it promised to be easy and interesting. My new graft was the book agency business. I hired out to sell ency- clopedias for a Chicago house. It was one of the most foolish things I ever have done, but my pal had worked up a scheme to play both ends against the middle, and the money came so easy that it was a shame to take it. We were selling a set of books on the installment plan—$2 down and $1 a month. We got $5 for each order, and our plan was to get both the books and the commission, and let the publishers hold the bag. At that time I had a good many friends in Chicago, small business men of one sort or another, who were not too conscientious to help an in- dustrious con man turn an honest penny. I would go to one of these and sign him up for an order, using a fictitious name. Then I would de- liver the books, turn over the $2 to the house for the first payment and collect $5 for my first commission. It was easy enough to sell the books to a second hand dealer or to an out- sider for about a third of what they were worth. My pal was working the same game. We figured that we had at least a month to go on, and perhaps ‘longer, for when the collector called for the second dollar it was easy enough to stall him off. The man who had bought the books—signing the fictitious name, of course—had skipped out, leaving no address. No- body knew whai had become of him, and of course that ended the collec- ter’s business at that place. It always has been a wonder to me how anxious those publishers were to get orders. And my pal and I were willing to accommodate them. We sold encyclopedias right and left, making hay while the weather was good. The boss stood for it all, ap- parently without a suspicion. There is no doubt that for two or three weeks my pal and I broke the records for book selling by subscrip- tion. We came in every night with a long string of orders. They were good orders, every one of them. They stood up. When the books were delivered there never was any trouble about them being received and paid for. The Chicago-manager of the big Eastern firm thought we were little wonders. He never had such a pair of winners before. He fairly grovel- ed before us, he was so afraid that we would quit and go to another house. He paid us our commissions promptly and took all the orders we O. Kd without making any investi- gation. It was easy picking all right. We had money in all our pockets and kept drawing in advance from the firm, and they never refused to hon- or our calls for advance money. Now, I’ve been a con man, with all that the name implies, but I’ve al- ways been square with a pal and al- ways ready to lend a helping hand to a friend in hard luck. There is a freemasonry of a kind in the broth- erhood, and it is seldom that I have met with treachery on the part of a professional brother I have trusted. While we were in the height of our4 prosperity on the book graft an old crook, whom I had known years be- fore, but thad not seen much of late- ly, came to me with a hard luck story. I offered him money, but he refused it. “I can see that you are on some- thing easy,” said he. “I wish you would tip me off. I want to go to Minneapolis, and if I could pick up a few dollars to get some better clothes and pay the expenses of my trip I am sure I can land something worth while up there.” “Well, wait until I see my part- ner,’ I said. “I can’t do anything without his consent, because it really is his graft that we are working ion. If he is willing I will see you after supper, and put you next to some- thing that is easy. No big money in it, you know, but it just drops into your hand without shaking the tree.” He seemed real anxious and grate- ful about it, and I hurried away to find my pal and ask his consent to take in a third man in our combina- tion. “Are you sure this fellow is to be trusted?” he asked. “Yes, I'll vouch for him. He’s all right, but his luck is bad, and I want to do him a good turn.” “All right,” said he. “This ‘busi- ness will begin to get dangerous aft- er a couple of more weeks, anyway. When they begin to make collections all around and learn that all their customers have skipped ott there’ll be the mischief to pay. We want to take a vacation before they begin to get wise. In the meantime, let your friend in, if you think he’s safe.” I saw the man with the hard luck story that night, explaining our method of working the book graft. He was delighted with it, and eagerly enquired for full particulars. “It’s the finest thing I ever struck,” he declared. “I know a dozen men I can get arders from who will stand for the deliveries.” “You may go and see the manager in the morning,’ I said. “Tell him I sent you. I am going under the name of Smith. Don’t forget that. You may give him any name you please.” : The next day the manager told me that he had hired a friend of mine and that he believed he would be a good man. He seemed pleased about it, and suggested that I send him another agent if I could find one. For two or three days nothing was said about the new man, and every- thing was sailing along with apparent smoothness. Then we decided that it was nearing the time for us to make our getaway. I called for $65 that I had coming to me on commis- sions, and the manager told me to come back.at 4 o’clock that after- noon, I didn’t feel right aboout it, some- way, and was tempted to clear out that afternoon and let my $65 go. 3ut it seemed foolish to be afraid without cause, and I refused to obey the “hunch.” I went back after my money. There was a stranger in the office and the manager introduced me. “Mr. Smith,” said he, “I want you to meet Mr. Pinkerton.” Mr. Pinker- ton bowed to me and I bowed to him without offering to shake hands. A slow, grim smile spread over his face. I looked from one to the other and saw that the jig was up. It was Matt Pinkerton, and he had a watrant for me. I attempted to play innocence, but in a few crisp, short sentences ihe showed me that he had conclusive proof against me. I would have tak- en a year in the penitentiary at that moment and considered myself lucky. I followed Pinkerton to his office. “How did you get me so com- pletely?” I asked. He smiled, but would not explain. Then it fiashed over me at once. The man who was down on his luck— the old friend of mine to whom I had explained the graft, was a trait- or. He was in the employ of - the Pinkertons. He had trapped me as neatly and completely as ever I had trapped a victim. I knew when to throw up the sponge. I was held to the grand jury on $1,000 bond, but on account of my perfect frankness Pinkerton did not attempt to put me in jail. I slept in the dormitory with his men, and would go out with a guard to get my meals. I became seriously ill and I was al- lowed to go to Michael Reese Hos- pital, where I was treated as any other patient. A remarkable circumstance happen- ed to me in the hospital—something I had read about, but always believ- ed to be a fairy story. My hair turn- ed white in a single night. I did not know myself when the nurse brought a mirror to the bed so that I could see what a wonderful transformation had taken place. Things fall out luckily sometimes, even for a con man. When I went before the grand jury I discovered that one of the Assistant State’s At- torneys—the one who had charge of the case—was a boyhood friend. of mine. I will not tell his name, nor even the year when this occurred. | managed to give bond and left town, keeping in touch with Matt Pinker- ton, so that when my case came to a hearing I could come in and take my medicine. But I was hopeful all the time that the case never would come to trial. And it did not. When I came back to Chicago I discovered that the case thad been dropped. It never has been heard of again, I noticed that no indictment ever had been returned against the man who trapped me, and I was pretty sore for a while. But I did not see him, and after a time my enmity wore away. It was the merest accident that I kept out of the pen at that time, and afterward I was more careful about taking up a new line of graft with which I was not familiar. at ae Anyone is right who acknowledges that he is wrong, — THE HERKIMER—«European”’ GRAND RAPIDS, MICH. Electric light, steam heat, running hot and cold water in every room, private and public tiled baths, telephones and all mod- ern conveniences. Rates 50c a day up, (iood Sunday Reading We recommend that you read our Sunday dinner menu card next Sunday. It makes excellent Sun- day reading. Dinner 5:30 Hotel Livingston Grand Rapids Some New Tricks To Assist in Mak- ing Sales. Dan Macquinn, who runs a general merchandise store in a country town, conducts more bargain and special sales than all the other merchants put together. And the seemingly strange part of it is that he makes a big suc- cess out of every sale. Dan is a heavy advertiser and spends money in the newspapers an- nouncing his bargains, and the rapid- ity with which he pulls off these nu- merous sales is wonderful. The oth- er merchants all wonder how he does it, and even the customers do not get wise to Dan’s clever system of sell- ing goods. There are tricks in all trades, but Dan MacQuinn certainly has the retail selling game cornered for smooth selling schemes. Recently he conducted a tinware sale. All kinds of tinware householi utensils were displayed on tables and shelves about the storeroom. Direct- ly in the center of the room was an immense standing case with eight or ten shelves, on which wes arranged a wide variety of pieces of tinware all marked to hold figures. About the time the store was pack- ed with bargain seekers there came a terrific crash from the center of the room. A lumbering expressman had tipped over the case, and the tinware was scattered everywhere, but not damaged to any extent. Dan imme- diately rushed to the scene of the confusion, so did all the women at- tending the sale. After giving the drayman a severe calling down, Dan, who appeared to be in a terrible rage, announced that rather than pick up one piece of the ware he would sell every piece for 6 cents. The orig- inal prices, marked plainly on each piece, were from ro to I5 cents. Dan sold every piece right from the floor and did it in less than five minutes. If any one of the bargain seekers had happened around the store after the sale was over they would have been surprised to see Dan handing the expressman a piece of money. It was a part of the scheme to tip over the case and work off that lot of tin- ware at § cents. Dan knew he could make money on the volume of sales at that price, while the goods would never sell at the marked prices. He never expected to sell them, except by the accident scheme. Another sale which he conducted was made a tremendous success by a similar hoax. He advertised a gener- al sale of women’s wear, but featured skirts as a special. When the day of the sale arrived he had skirts of every description and size displayed on re- volving racks in various parts of the store. During the sale Dan was much in evidence. When he saw a group of women about one of the racks he walked up, removed several of the skirts from the rack and started to walk away. Then accidentally the armful was dropped on the floor. Im- mediately he flew into a rage over his own carelessness, and declared that, rather than pick them up he would sell them as they lay on the floor at $3.50. They were all marked $6 or more, and cost a little more than $3. Not a skirt was left on the floor, and Dan did not pick them up, either, And |deliberate over a sale. MICHIGAN TRADESMAN 41 they were really a bargain at Price. that Dan was making a good profit on these skirts considering the number he sold. With each new crowd of customers the trick was repeated, but in a different part of the store. He was careful to see that the former buyers were well out of the way. Or perhaps he would use some different trick which would have a tendency to arouse his anger and lead him to make a rash offer, which was always taken up on the instant. People about town said he was queer, but that he certainly did give them ex- cellent bargains. So he did, and he was making money, too. Another time he held a silk rem- nant sale. The pieces of silk were unfolded and draped over wires, which were stretched about the store- room just beyond reach. Invariably the customer in examining the piece of silk would pull it off the wire and could not put it back. And any piece that came off the wire never went back. If the price was not low enough Dan and his clerks made a rash offer rather than put it back, and every rash offer appeared to be a rare bargain. As soon as a space was left vacant on the wire another piece was put up, and so the sale kept running at a lively pace. Dan’s methods of selling are mere- ly natural ways. He understands hu- man nature and knows the weak part in the human being. He makes sales because he knows how to appeal to people and make them act quickly. The great trouble with bargain sales is that people are permitted to Unless’ they can be induced or forced to buy on the moment the chances are they will see something else and change their minds. At all retail bargain sales the deal must be closed quickly if it is to be a profitable sale. Dan’s schemes are perfectly legiti- mate, because the people are actually getting a bargain. is doing is to force them to quick ac- tion by acting quickly himself. He conducts his bargain sales to make money and he always accomplishes his purpose. C. L. Pancoast. +. -—__- Dissolves Traveling Men’s Associa- tion. Binghamton, N. Y., Sept. 28—Jus- tice Lyon to-day granted an order dissolving the Commercial Travelers’ Home Association of America. This organization, composed of commer- cial travelers in all parts of tthe coun- try, started to build a large home in this city for indigent commercial travelers, About $50,000 was spent in the enterprise, but the building never advanced beyond ‘the founda- tion walls. ——_222____ Petoskey Independent: J. C. Clark has resigned his position with Hirth, Krause & Co. and has taken a similar one with the Grand Rapids Shoe & Rubber Co. The change gives him new territory and one where the is well known. He now has all points on the G. R. & I. and P. M. -rail- roads north of Grand Rapids, and also the Upper Peninsula. He will be able to spend every Sunday at his home in this city. | Butter, The only thing he | A Prudent Arrangement. “Gentlemen,” said the drummer to the boys sitting around, “I was read- ing a letter a few minutes azo, and I noticed out of the corner of my eye various winks and nods on your part. I wish to explain that that Jet- ter is from my sister instead of my girl. She writes that all are well at home and hopes I may have my usual | good luck this trip.” “But what's the matter | girl?” was. asked. “Gentlemen, the matter with her is that she is a daisy, and the matter with me is that I am a prudent, far-| seeing man and will some day have| a partnership in the firm. You want an explanation and you shall have it: Wihen I got thome thirty days ago ! rushed up to see the little girl, of course. You all know I’m a Taft man. When we had’ shaken hands I called owt, ‘Hurrah for Taft!’ She dropped my thhand like a hot potato and churrahed for For minutes we had it hot and heavy. ““Your candidate is too talky!’ shouted at her. “‘And yours is ed ait me. “We had. it back and forth, and I grabbed my that to leave the house}! when she proposed a compromise. It was that on this trip, which is to last ninety days, and seems ending to yours truly, neither should write the other. We couldn't do it without dragging in politics, and so we would cut it right out. Not a letter now with the 3ryan. ten too fat,’ she shout- never- of us for thirty days, and| won't be one for another sixty] there days. By that time the agony will | be over, and whether Taft or Bryan | is elected I can go home and take} her curly ‘head on my shoulder and whisper in her shell-like ear: “Darling, they can all zo to Tex- as and we'll be married on Christmas | Day 7 ee Eggs, Poultry, Beans Potatoes at Buffalo. 3uffalo, Sept. 30—Creamery, fresh, a2 20c: and dairy fresh, 20@23c; poor to common, 15@18c. Eggs—Strictly fresh, candled, 23@ 25¢. Live Poultry — Fowls, 12@12%c; ducks, Io@I1c; geese, 9@10c; old cox, gc; broilers, 14@15c; springs, 15@ T6c. Dressed Poultry—Fowls, 13@14¢; old cox, 9@tIoc. Beans—Marrow, hand-picked, $2.35 @2.50; medium, hand-picked, 2.35; pea, hand-picked, 5 ted kidney, hand-picked, $1.75@ white kidney, hand-picked, 2.40. Potatoes—New, 65c ber bu. Rea & Witzig. $2.25@ 2.35; 1.80; $2.25@ ——_+- It’s an Ill Wind. looking so blue about?” the newcom- er demanded, as they shook hands. “Oh, I’ve had a little hard luck— I've got to pay Miss Blank $5,000 on account of a breach of promise judg- ment,” was the disconsolate reply. “Say, Um glad to hear that, old fellow!” the friend exclaimed fer- vently, seizing the dejected one’s hand and shaking it vigorously. “Glad to hear it! I’ve got to pay that money, I tell you! What do you mean?” the other demanded in astonishment. “Say, I'm glad to hear that, old f Enough for us to set up housekeeping on—Miss Blank and I are to be married next month, you know.” ellow! a The Drug Market. Opium is weak and lower, Morphine is unchanged. Quinine is unchanged. Epsom Salts have advanced on ac count of limited supplies. Sugar Milk ts weak and tending lower. Arnica Flowers are very firm and advancing. 2 © ~~ The smoke which recently pervad- ed the tions various caused the negroes three days was shrouded in yellow and the colored population ac- cepted the strange phenomenon as a atmosphere in of the consternation Washington. capital sec- country, great in the among For a haze, |warning that the day of judgment is | at hand. Prayer meetings were held in many colored homes, and the ne- truck drivers on their rounds sung hymns and drove their horses at a pace. “Ath’s done finished craps and Ah’s done finished with booze,” shouted one. “Now let Ah’s ‘waitin’.” The Weather Department posted a notice that the haze was smoke from forest gro funeral with trouble de come. ifires, but the colored brother regard- ed it the beginning of the end of the world. ot Judge Lazarus, of Bayonne, N. J., where there is a large colony of Ital- ians, scheme which he thinks would greatly reduce the number of stabbing and shooting cases that are occurrence in the Italian He would have the city gymnasiums and for the where they can develop their muscles and learn to fight in the American fashion. Thus when they get into an alter- cation they will use their fists instead and now their That might do for the rising generation, but the hot blooded Ital- 1an has a of constant settlement. establish boxing Italians schools of knives guns is as wont. who has formed the habit of set- tling trouble with a knife, would take little interest in a boxing match. A prominent Chicago lawyer tells of an amusing incident which he wit- nessed subsequently to a breach of} promse suit in which he had| acted as the defendant’s The two were standing talking when |the they were joined by a third man, a| friend of the client and an acquaint- ance of the lawyer. The third man had been out of town for some little time. “Hello, old man, what are you |position Oct. 1. eg eg Ernest McLean, formerly of the Livingston Hotel in Grand Rapids, where he was employed for eleven vears, seven being devoted to the duties of management, has been se- | attorney.|cured as manager by John Burke of 3urdick House, at Kalamazoo, and enters upon the duties of his new Mr. McLean is an experienced and thorough going hotel man and he will give the traveling public the best service it has ever ihad at Kalamazoo, - 4 + oy # 5 e { MICHIGAN TRADESMAN fo} Hy iS i e ‘ UNDRIES | S i. Michigan Board of Pharmacy. President—Henry H. Heim, Saginaw. Secretary—W. E. Collins, Owosso. Treasurer—W. A. Dohany, Detroit. Other members—John D. Muir, Grana Rapids, and Sid. A. Erwin, Battle Creek. Michigan State Pharmaceutical Associa- ion President—M, A. Jones, Lansing. First Vice-President—J. E. Way, Jack- son. Second Vice-President—W. R. Hall, Manistee. Third Vice-President—M. M. Miller, Milan. Secretary—E. E. Calkins, Ann Arbor. Treasurer—A. B. Way, Sparta. Deodorizing Alcohol. The following processes are taken from different authorities and are recommended as being satisfactory for perfumes: 1. Add permanganate of potas- sium to alcohol until it forms a de- cided color, then set aside for a few hours until the potassium is decom- posed, and brown manganese dioxide has settled. A very small amount of carbonate of calcium is then added, and the whole is distilled in a well- cooled receiver. Distil at first slow- ly, testing the distillate frequently until a mixture of it and a strong solution of pure caustic soda or pot- ash (in the proportion of 10 of the former to 1 of the latter) gives no per- ceptible yellow color on standing twenty to thirty minutes. The first portion of distillate that yields this coloration should be rejected, and the last one-eighth of the liquid should - not be distilled and also be rejected. This alcohol will answer all pur- poses in manufacturing of perfumery. PG 160 ozs. towd quucklime ......._.... 300 ers. reeG S66 . 5. e 150 grs. mee i. eiber |... <2... 1% drs. Mix the lime and alum by tritura- tion in a mortar. Add to the alcohol and shake well, then add the spirits nitre and set aside for seven days, then filter through animal charcoal. —_+-.____ Get Rid of the Stickers. There is one sure, quick, easy road to commercial ruin, and every year sees thousands of retailers traveling that road. That is, to “let stickers stick.” No buyer is so shrewd but that his stock will gather some slow- selling goods, but it is his very own fault if they stay there. Every one of the much-talked-about big city stores has an iron-clad rule which no buyer dare evade: seasonable goods must not be carried over, and no stuff dare be kept on hand beyond a certain time. Watch the advertis- ing of these houses. See how they knife the slow sellers. They don’t call them stickers, of course, but you, who have been there yourselves, can read between the lines. If laggard goods will not sell at one price, the knife goes in again, and if need be, yet again, until] the desired result is wrought, The first loss is the smallest loss. The longer you wait the less the goods are worth. A dollar invested in quick-turning stuff soon becomes two dollars. In stickers that linger on the shelf a dollar shrinks to fifty cents, and by and by to nothing. Do not fool yourself. An article is worth not what it cost, but what it will bring. Goods that have outstayed their welcome never improve in value. Tied-up money earns you nothing. Better have one dollar in stuff that turns over and over than three dol- lars in shelf-warmers. —_+-~___ Dry Chemical Fire Extinguishers. Dieterich gives the following for- mula for a dry fire extinguisher; by a slight modification of it we have 2 recipe for making gunpowder: Potassium nitrate ........... 60 ozs. PUI ee 36 ozs. Ceeeteiet oc. 4 OZS. Ceicotior 6 I Oz. Powder separately, dry and mix. This powder is used by placing it in five-pound round pasteboard box- es, through an orifice in which a fuse is inserted, an end being left hang- ing out. The extinguisher so made is intended for use in a closed room. It is supposed to. act automatically through its property of absorbing oxygen. Other formulas are: I. Sodium chieride ....... 23. 8 parts Sodium bicarbonate ........ 6 parts Sodium sulphate ............ 2 parts Calcium chloride ........... 2 parts POM Giicnte .........,... 2 parts 2: podism chiorife ......._.. 6 parts Sodium bicarbonate ........ 8 parts Ammonium chloride ....... 6 parts 3. Ammonium chloride ........ 10 parts sodium sulphate ........... 6 parts Sodium bicarbonate ........ 4 parts ——+--___ Improved Insect Powder. A suitable powder for roaches, ants, bugs, etc., may be made as fol- lows, it is said: Tom Stoves ot I oz. Powe. CApsicin .. 5 2 OZS. Pow G0tay .. 3.3. ee 4 OZS. eee powder: | 8 ozs. ——_2.-.___ Toothache Tincture. Peete eee 1% drs. Cope 2... ic 2 drs. Palverived opium: ......2. 2. drs. ee OF Covet 0 4 drs. Cheroierm 5 ozs Broken Celluloid Articles Can Be Mended. Celluloid, being a form of pyroxy- lin, is soluble in a mixture of alcohol and ether, and, hence, this mixture may be utilized in mending broken celluloid articles: Mix 3 parts of ab- solute alcohol and 4 parts of sul- phuric ether, and immerse the brok- en ends in the mixture for a few moments, or until they (become “tacky” to the touch, then press them together as firmly as possible. Hold them that way a few minutes, or fasten them together, and let stand for twenty-four hours before using. The following has been recommend- ed as a cement for celluloid: Dis- solve I part of camphor in 4 parts of alcohol, and add an equal quantity of shellac (i. e., 5 parts) to the solu- tion. J. Morley. —_+ +> Howe’s Acid Solution of Iron. This solution is prepared by tritu- rating two fluid ozs. of ferrous sul- phate in a mortar, and adding ten fl. ozs. of water and one fl. oz. of nitric acid. No heat is to be employed. When the liquid assumes a clear am- ber color it is to be bottled. This preparation contains an excess of ni- tric acid, and, probably also part of the unexpelled nitrous acid. Its me- dicinal value probably consists in the associated actions of these sub- stances as well as the iron. salt. Howe’s acid solution of iron 15 2 favorite preparation with eclectic physicians for fulfilling the indica- tions for iron and an acid. Martin Neuss. —————> ~~ ____.- Improved Formula for Aromatic Elixir. I have used this formula and found it entirely satisfactory. It is quick and simple, doing away with the troublesome picking of cotton to dis- tribute the orange. As it has saved me so much time and trouble I want others to have the benefit of my ex- periment. Pease G00. 2% drs. Syrup (7 tbs. sugartogal.).28 ozs. PICONO! er 32. OZS. Water, to make ... 0.2.06. . 4 pts. Dissolve the orange oil in the alco- hol, add the syrup, mix them thor- oughly by agitation. Then add the water and filter through paper. oe OS nse Cold Cream With Castor Oil. Spermacett #25. 2004:...0.. 314 ozs. Witte Wax 25.2020 oo. . 3% ozs. Castor OH fo a) ome Cottonseed off... 23.2).5... 12 ozs Rese water ..0..55...05 05, 7 Ogs. Oil lavender flowers ....... 12. dps. Melt the greases, and when cooling beat in the water and perfume. 2. ____ More good men go to the bad in good times than in bad. ——_3»-2_—_ Idleness looks on luck as a fairy godmother. Grand Rapids Stationery Co. 134-136 E. Fulton St. Grand Rapids, Michigan a Our Trade Mark Package Y The Most Popular Perfume on the Market THE JENNINGS COMPANY, Perfumers Grand Rapids, Mich. The demand is strongly stim- ulated by a National Advertising campaign in the leading maga- zines. The dealer who does not carry Perfume in stock is missing a golden op- portunity. Dealers who wish to put in a line of the best selling perfume of the day are invited to write for full particulars regarding our holi- day assortment. \ i ee Ee ee si . Conium Mac MICHIGAN Acidum Aceticum: 25.24. 6@ 8 Benzoicum, Ger.. 70@ 175 Boraeie 350.4665. @ 12 Carbolicum ...... 26@ 29 Citrieanns: 3.6 .c 50@ 55 Hy@rochlior <<... 8@ 6 Nitrecum: ....... 8@ 10 Oxaltenin = 24, <..: Sylvan Cookie Vanilla Wafers NECtOPS | 60.0 ca ees . Waverly: (....5555.... 8 AAaNZiar .o.eles soc. - 10 In-er Seal Goods 2 Per doz. | 4 Albert Biscuit ........ 1 00): Amimals: oo oo. ooo. 1 00 Arrowroot Biscuit ...1 00 Butter Thin Biscuit ..1 00 Butter Waters §....... 1 00/8 Cheese Sandwich ..... 1 00 Cocoanut Dainties ....1 00 Maust Oyster 0.2.22. 1 00 Bie Newton -..:...... 1 00 Five O’clock Tea BP VOURNA oo ieee cles oun Ginger Snaps, 'N. B.C, Graham Crackers lemon Snap <......0; London Cream Biscuit Marshmallow Dainties Oatmeal Crackers Oysterettes .........7. Old Time Sugar Cock. ; ‘ Feat ak fk bak ek bah ek ak i oS Pretzelettes, Hd. Md. ..1 00]; Royal Toast .......... 1 00 alee 6 cheese eae 1 00 Saratoga Flakes ..... 1 50 Social Tea Biscuit ....1 00 Soda, NW. B.C. 5... 1 00 moda. Select 3....5..2- 1 00 Suecar Clisters: o.: 3... 1 00 Sultana Fruit Biscuit 1 5 Uneeda Biscuit ....... 5 Uneeda Jinjer Wayfer 1 00 Uneeda Milk Biscuit .. 50 Vanilla Wafers ...... 1 00 Water: Thin 2.0002. 22. 1 00 Zu Zu Ginger Snaps 50 ZWieDaek «2.222. cece us 1 00 In Special Tin Packages. FOSHINO ©] oo lo ce cos 2 50 NADISGO: (2.5.06. 65. ss 2 56 NaAGISCO.. 6.0. soko « 1 00 eee Wafer .. 2 50 Per tin in ee BOVOSLO: «6.2554 .155 0. NabIsScO: =i. 455-2: s.. 1 75 MESMNO. (22. )65. 052.0 1 50 Bent’s Water Crackers 1 40 Holland Rusk 36 packages .......... 2 90 40 packages ....... -..3 20 60 packsees 4. ....%.5. 4 75 CREAM TARTAR Barrels or oes oehbae 29 BOKGS os oes 6ecss jee ue oe 30 Square cans ...., pene ecaee | Faney caddies creeper BD a ee a a DRIED FRUITS Imp’d 1 tb. pkg. Imported bulk Lemon American Orange American ‘.oose Muscatels 2 cr. Loose Muscatels 8 er. Loose Muscatels 4 er. L. M. Seeded 1 tb. perene Prunes - BS QQ COMOIAIRDIP— OOO) SS rs w /4 mer i FARINACEOUS GOODS V4 Hand Pkid....... 2 24 1 tb. packages Bulk, per 100 tbs. .4 8{ ood /Vermicell Scotch, bu... 2 German, broken pkg... 1... FLAVORING EXTRACTS Foote & Jenks Coleman Brand oo cob Ore bo RDO R COR iw bo ee OO m bo Jennings D. C. Brand Terpeneless. Ext, 2 oz. Full Measure 4 oz. Full Measure ....: Jennings D. C. Brand Extract Vanilla 1 oz. Full Measure .... 4 oz. Full Measure ..... No. 2 Assorted Flavors 1 GRAIN BAGS 0 Amoskeag, 100 in bale 19 Amoskeag, less than bl 19%4 GRAIN AND FLOUR New No. 1 White s Winter Wheat Flour Per aoe Second Patents Second | Straight aise alpicc a uis cess ut 0 Flour in barrels, 25c per barrel additional. Worden Grocer Co.’s rr aie paper 46 48 Kansas Hard Wheat Flour Judson Grocer Co, Grand Rapids Milling Co. Brands. Wizard, assorted 6 Spring Wheat Flour Koy Bakers Brana Golden Horn, family 5 75 yolden Horn, baker's 5 6) Duluth. Imperial .....: 5 80 Wisconsin Rye =. 6.2.5. 4 45 Judson Grocer Co.’s Brand Ceresotan Ses aco. 6 70 Ceresota, 48 ..2..... 6 60 Ceresota;: (368) oo eso: 6 50 Lemon & Wheeler’s Brana Winsold, 45-2. .3..... 6 10 Wineold) AAS wb ees... 6 00 Wingold, 36S. 2023). 5 90 Worden Grocer Co.s Brana Laurel, 368 cloth. <.... 6 lu Laurel, 48s cloth <....; 6 OU Laurel, %4S&¥%s cloth 5 9u Laurel, 468 cloth ..... 5 9u Wynes aw Lv. Sleepy Eye, %s cloth..6 20 Sleepy Eye, %s cloth..6 00 Slepy Eye, 4s cloth..5 90! p Sleepy Eye 4s paper..5 90 Sleepy Eye, 4s paper..5 90 Nicai Bolted (eo ee, 4 00 Golden Granulated ..4 10 St. Car Feed screened 33 50 No. 1 Corn and Oats $3 50 Corn, | Grack6d) 3 0552, 32 50 Corn Meal, coarse ..32 50 Winter Wheat Bran 26 00 Middiings (20060500). 27 50 3uttalo Gluten Feed 31 0v Dairy reeds Wykes & Co. O P Linseed Meal ...32 5vu Cottonseed Meal ....30 00 Gluten (Peed 3.525... .80 40 Malt (Sprouts ....-.. 26 60 Brewers Grains ....._. 23 00 Hammond Dairy Feed 25 00 Oats Michigan carlots ....... 55 Less than carlots .,..... O83 Corn Carlete 85 Less than carlots ..... 87 = : Hay No. 1 timothy carlots 10 00 No. 1 timothy ton lots il Ou : HERBS DAR teehee ee. 15 HAO S i a la laurel Leaves |... . lo Senha Leaves ........ zo HORSE RADISH Fer idOz en: 90 JELLY 9 Ib. pails, per doz...2 25 16 tb. puils, per pail .. 55 3U Ib. pails, per pall .. 98 LICORICE Pure 30 Calabria.) 7i. cea a 2 OCU es 14 HOO G iy MATCHES _ C. D. Crittenden Co, Noiseless Tip ...4 50@4 75 MOLASSES : New Orleans Fancy Open Kettle ..5. 46 Choice SOOO es 389 ee es 20 Good) eye Noe ace 22 Half barrels 2c extra MINCE MEAT Per case (00g 2 90 MUSTARD 410-6 9D box 18 OLIVES Bulk, 1 gal. kegs 1 20@1 40 Bulk, 2 gal. kegs 1 10@1 380 Bulk, 5 gal. kegs 1 00@1 20 Manaznilla, 3 OZ oe. 7 Queen, pints (050/07 2 50 Queen 99 o2. 005) 4 50 Queen) 28 og 11 7 00 Stuffed, 5 oz Ss eee cece 90 eluted, 3 oz... 0.12). . 1 45 Stuffed, 10 oz. ........ 2 40 . PIPES Clay, No. 216 per box 1-25 ow T. D., full count 60 PICKLES Medium Barrels, 1,200 count ..6 50 Half bbls., 600 count a 75 il ma Half: bbls., 1,200 count 4 PLAYING CARDS 0. 90 Steamboat ..... 8d No. 15, Rival, assorted 1 25 No. 20 Rover, enameled 1 50 No. 572, Special ........ 1% No. 98 Golf, satin fin. 2 00 No. 808 Bicycle... 2 00 No. 632 Tourn’t whist 2 25 . POTASH cans in cas Babbitt’s (.5..0. 70 ar 00 PROVISIONS Barreled Pork Mess) ea 17 00 Clear Back (2006600) 21 00 Short Cut 20 00 Short Cut Clear aoe. 19 7b Ben ec 17 00 Brisket, Clear .1..... 17 00 es 24 00 Clear Hamily 50 2 17 00 Drv Salt Meats Bir Bellies i. io | is Relifes: 6...) Extra Shorts Clear ..11% Lard Compound 257)... 856 Pure in tierces ......, 12 80 Ib. tubs....advance % 60 tb. tubs....advance yy MICHIGAN TRADESMAN 7 50 Ib. tins....advance My 20 Ib. pails....advance % Smoked Meats Hams, 12 tb. average. .13% Hams, 14 tb. average. .131%, Hams, 16 tb. average. .134% Hams, 18 fb. average. .13% Skinned Hams .. | 15 Ham, dried beef sets. .21 California Hams ...... vy Picnic Boiled Hams ..14 Boiled Hams ...)... 99 Berlin Ham, pressed .. 9 Minced Ham mecon. 2. 14@17 10 Ib. pails....advance % 5 Ib. pails....advance 1 8 Ib. pails....advance 1 Sausages Bolomna Diver 2. ae BMirankforte) 650)... POM ec 9 Near ce 7 MODROG) ly ee: a Headcheese ..0 0.) 7 Beef axtra Mess meneless ...0..5. 0... 15 00 UMD, NEW 2.5505... 15 50 Pig’s Feet mm Dis 1 00 a4 bbs, 40 Ibs... 1 80 Re ODS ce ee 3 80 pot ee 8 00 Tripe Bats, 16 IS. (lols... 80 4 Dbis. 40 Ips. ....... 1 60 1% Dbis., $0 Ibs. ....... 3 00 Casings Hogs, per Ib. -........ 30 Beef. rounds, set ..... 20 Beef, middies, set .... 720 Sheep, per bundle .... 90 Uncolored Butterine Solid dairy ...... 10 @12 Country Rolls ..1044@16% Canned Meats Corned beef, 2 Ib. ....2 60 Corned beef, 1 Ib. 1 50 Roast beef, 2 Ib....... 2 50 HoOast beet, 1k MW. ....- 1 50 Potted ham, %s ...... 45 Potted ham, %S ...... 45 Potted ham, %S ...... 8d Deviled ham, 4s ...... 45 Deviled ham, Xs ...... 85 Potted tongue, 48 .... 45 Potted tongue, %s .... 85 RICE Paney.....:....... 7 @7T% WapaAD -..e 6. a... 53%4@ 6% HEOKeN ......... SALAD DRESSING Columbia, % pint 2 Columbia, 1 pint ...... 4 Durkee’s, large, 1 doz. 4 50 Durkee’s small, 2 doz. 5 Snider’s large, 1 doz. 2 Snider’s small, 2 doz. 1 SALERATUS Packed 60 Ibs. in box. Arm and Hammer ....3 10 Deland’s .....5..0... 66. 3 00 Iwight’s Cow so 15 Ce Ree sree sctcler clas cles 3 00 Wyandotte, 100 %s _ ..3 00 SAL SODA i Granulated, bbls, ...... 8d Granulated, 100 ibs, cs. 1 00 Pamp, bis. 2... 1.3.3: 80 Lump, 145 Ib. kegs .... 95 SALT Common Grades : 1003 iD. sacks <:2...: 2 25 60° & ID. sacks ...... 2 15 28 10% tb. sacks ....2 00 66 ID. saeks ......... 32 28 i. sacks .:....... 17 Warsaw 56 Ib. dairy in drill bags 40 28 Ib. dairy in drill bags 20 “Solar Rock 5G 1D. SACKS .<.0...00578; 24 Common Granulated, fine ....... 80 Medium, fine .:........ 85 SALT FISH Cod Large whole .... @i7 Small whole .... @ 6% Strips or bricks ..74@10% POHOCK 2c. aes 5 Halibut Serine |... a. os eae. 13 Chunks |. 22550: ).-..;. 13 Holland Herring Pollock........- f @ 4 White Hp. yaa : aoe 50 White Hp. ‘bls. 50@5 25 White Hoop mechs. 60@ 75 Worwesian .os.0.....2 6 mound, 100 ips. ......- 3 75 Round, 40 ibs. ....... 1 90 Sealed o.oo sss rec 2b 13 Trout No: 4. 160 Ibs.) ....-: 7 50 No. t 40 Ibs: ...;.-.. 3 25 NO: 4.10 Is... als 90 INO: 1 8 IDs: <....2... 75 Mackerel Mess, 100 Ibs. ....... 15 00 Mess, 40 Ms, ......-.. 6 20 Mess, 10 Ibs. .....-.. 1 63 Mess; S$ 10S.) .....50-. 1 35 No. 1, 100 Ibs. No. 1, o pe No. 1, s. No. 1, We a 1 35 Whitefish No. 1, No. 2 Fam 100 IOS. 6.28. ce 975 3 50 50 Ibs. .........6 25 1 90 9 10 10 ths: 112 55 Pure Cane Bradley Butter Boxes Pelts S tps 92 43) Wane 16 2b. size, 24 in case.. 72|Old Wood ........ 20 | SEEDS Gded oe 20 3Ib. size, 16 in case.. 68|Lambs ........... 25@ 50 Anise! (02) ia 10) | @holee) 20 25 sib. size, 12 in case.. 63|Shearlings ........ luw su Canary, Smyrna .....,. 4% TEA 10Ib. size, 6 in case... 60 Taliow Caraway eee ev esutee 10 Japan Sutter Plates Oy Ee cigie cae @ 6 Cardamom, Malabar 1 00 Sundried, medium 24 |No. 1 Oval, 250 in crate 36)No. 2 ..2..,.205; @4 Celery ee ae 15 |Sundried, choice ......32 | No. 2 Oval, 250 in crate 4u + wees Hemp. Russian 5...) 4% | Sundried. fancy 1 36 No. 3 Oval, 250 in crate 42| Unwashed, med. --: @li NOxed Bird oe. 4 |Regular,’ medium ell oe No. 5 Oval. 250 in crate 60} Unwashed, fine ....@13 Mustard, Witte ......3 10 |Regular, choice ......! a sChurns CUNFECTIONS BODDY oo. vy Regular, faney .....). 36 Barrel, 5 gal., each ....2 49 Stick Candy Pails tage ‘ b Basket-fired, medium 31 Barrel, 10 gal., each..2 55 SUANGAPE « . oe oa coe 8 SHOE BLACKING Basket-fired, choice ..38 Clothes Pins Standard H H ....... - 8 Handy Box, large 3 dz 2 50 Basket-fired, fancy ..43 Round head, 5 gross bx 35| Standard Twist ..... , 8 Handy Box, smal ....3-26|Nibe . 2.2... ..<..- 22@24 | ound head, cartons.. 70 a Cases Bixby’s Royal Polish 8h | Sifemes 6 9@11 Egg Crates ana Fillers. |Jumbo, 32 Ib.......... - 8 Miller's Crown Polish.. $5) Pannines 01.9... 12@14 Humpty Dumpty, 12 doz. zo | xtra HH a ess 10 SNUFF Gunpowder Wo. I complete ....) 49| Boston Cream ........ 12 Scotch, in bladders ...... 37|Moyune, medium ..... 30 |No. 2 complete ...,... 23| Bi8 Stick, 30 Ib.-case.. 81, Maccaboy, in jars...... 85|Moyune, choice ....... 382 |Case No. 2 fillerslisets 1 35 Mixed Candy French Rappie in jars. .43|Moyune. TANG ous c | 40 | Case, mediums, 12 sets 1 15| Grocers ............... Ss Pingsuey, medium | 30 Faateu Competition ......:... 7% J. S. Kirk & Co. Pingsuey, choice ..__. 30 | Cork, lined, 8 in..... 46) DPCCIRE 526... cca, 844 American Family ....4 00|Pingsuey, fancy ...) "| 4G | Cork lined. © in....... S6)/ COMMING <0 65ccsey osec, 8 Dusky Diamond,50 80z.2 80 Young Hyson Cork lined, 10 in... .!: go|Hoyal ......... ++ dh Dusky D'nd, 100 60z, 3 80| Choice teeter eseceeceee ed Mop Sticks Ribbon ....... +++ 10 Jap Rose, 50 bars ....3 (ai Pamey)) ..02 36 PrOjan Spring ...... .. 90 Broken Pe ee ++ 8% Savon’ Imperial (|... 3 50 Oolong eclipse patent spring... &d GUE OAL... ccc sceeee 9% White Russian ....... 3 560; Formosa, fancy ...... 42 ENo. 1 common ......_. 80] Leader... .. ec cee ene 9 Dome, oval bars ...... 3 50/Amoy, medium ....... 25 |No. 2 pat. brush holder 85| Kindergarten ......... 1042 Satinet, oval (00100) 415) 4moy. choice ......... oc i210. cotton mop heads 1 49|/Bon Ton Cream ...... 10 Snowberry, 100 cakes 4 00 English Breakfast ideal No Fo 8 |#rench Cream ......., 10 Proctor & Gamble Co. Medium 20 Pails WOE cc geese weal enos en 3 25| Choice z-hoop Standard ...... 215|ttand Made Cream ..17 Ivory) 6 o2. 4 00| Fancy 3-hoop Standard ...... 2 35|/fremio Cream mixed 14 Ieee, 0 ok "6 75 2-wire, Cable... 177 2 25| Paris Cream Bon Bons 11 Oe 3 25| Ceylon, choice ....... 32 |3-wire, Cable ......... 56)... Fae Pale Lautz Bros. & Co. BaAMeY oe . 42 | yedar, all red, brass ..1 29|GYpSy Hearts .........14 Acme, 70 bars ......... 3 60 TOBACCO Paper, Hureka ....... 2 3 | pudee Baca coocccoms Acme, SQ) bars 62... | 4 00 Fine Cut Fibre -2 70 Budge Squares .......18 toe tae a Codiliac 54 ___ Toothpicks Stents ree . Acme, 100 cakes ..... 3 60)Sweet Loma .......... SA | Bartwood ............ a a8 Salted Besumin™ Big Master, 70 bars ..2 90| Hiawatha, 5%. pails..55 | Softwood ...11.7/7°.7' 2 75) Stank , eanuts ... Marseilles, 100 cakes ..5 80| Telegram’ ............. BEL PAMGMCE eo co ngs. oe oes 1 60) in Blew Goons Marseilles, 100 cakes 6e 4 00, Pay Car .......00000."" me eed 1 80) omongee nae Marseilles, 100 ck toil. 4 00| Prairie Rose ......... 49 Traps Lozenges, Drint d Marseilles, %bx toilet 2 10| Protection ...1.22/227! 40 }Mouse, wood, 2 holes.. 22) (04¢uses, printe A. B. Wrisley Sweet Burley ., Good (@heer 2.0000 0.. 4 99 Tiger OP uasea ssi tess 40 Old Country {.).5..... 3 g Soap Powders Hed Cross ...:......... 31 Lautz Bros. & Co. Page 35 Snow Boy .....5.07.0. 4 00 the ttt tere ee eeeee 41 Gold Dust, 24 large ..4 50 Bata tote tect cece cece ewe 35 Gold Dust, 100-5¢ 4 Co ots tt eeeeees 37 Kirkoline, 24 4Yb, 3 80; american Hagle ....... 33 Beamime gil ae 3 75|Standard Navy ....... 37 Soapine . 2.00.50 01)) 41 Pa gee ‘2 eee e-- < Babbitt’s 1776 ........ 3 ie , 14% oz. 44 Moseme (0 3 soln Twist .......... an APMOUNS 65k ele 3 70 ae i seats are eco s o Wisdom .4........0.0. 3 80; ag 34 Soap Compounds | sOURY crittttesstreeees 38 Johnson's Fine ...... 5 10 Piper “Heidsick 8 Johnson’s XXX ...... a2) Boat Jack |..." 86 Nine, O'clock ......... 3 35 Honey Dip Twist ..."° 40 Rub-No-More .:....... 375 Black Standard ....... 40 Scouring | Cadillac ee eee 40 Enoch Morgan’s Sons. |Forge ...0.0°007071701"7 34-- Sapolio, gross lots ....9 00 | Nickel ‘Twist... lee Sapolio, half gro. lots 4 50'Mill ..............°7°77" 32 Sapolio, single boxes..2 25, Great Navy 2. 36 Sapolio, hand ......). 2 25 Smoking Scourine Manufacturing Co|Sweet Core ............ 34 Scourine, 50 cakes ....1 80}Flat Car .........277°7! 32-- Scourine, 100 cakes ..3 50}Warpath .............° 26 SODA Bamboo, 16 oz. ...... 25 BOX o.oo ea Oma lh SE Gib. ......... ae Kees, Hrelish .........;5 4% i L, a 0Z. pails 7 SPICES oney GW 2... .8. Whole Spices Gold Block .........., 40 Allspice | oct Uae 10; Hisaman .............. 46 Cassia, China in mats. 12/Chips ................. 33 Cassia, Caiton ... |. 16|Kiln Dried ...... 2... 21 Cassia, Batavia, bund. ° 28 Duke’s Mixture <...... 40 Cassia, Saigon, broken. 4¢@;Duke’s Cameo ........ 43 Cassia, Saigon, in rolls, 55 oo NAVY es. 44 Cloves, Amboyna ..... 22 vara Yon 1% OZ. ....39 Cloves, Zanzibar ..... i Ghia um, lIb. pails aa NERCG: oo. cee lose eee os ace a Nutmegs, 75-80 ....... so a oe se Nutmegs, 105-10 ...... 25 Pee te ie a Nutmegs, 115-20 ..... 201 biow Bee 3% — “a4 Pepper, Singapore, blk. 15 Pearleds 3% oa 35 Pepper, Singp. white.. 265 Peerless, 1% oz. ...... 13 Pepper, shot .......... Air Brake 6.....0...... 36 Pure Ground in Bulk Cant Hook ........_.. 30 Alispice ee eee tn ee tees 4 Country Club a ota Cassia, Batavia ....... hoe wae |... 30 Cassia, Saigon ........ 55/Good Indian ........7" 25 Cloves, Zanzibar ...... 24/Self Binder, 160z. 80z. 20-22 Ginger, African ....... AG | Silver Voam .....:..... 24 Ginger, Cochin ....... 18)Sweet Marie ......__' 39 Ginger, Jamaica ...... a Royal enn cane 4? Mace... 6... ees coal. TWINE MUBESIO 2.06. ok cs asics 13; Cotton, 3 ply ......_.. 20 Pepper, Singapore, blk. 17/ Cotton, 4 ply ......._.. 20 Pepper, Singp. white.. 28! Jute, 2 ply ............ 14 Pepper, Cayenne ...... ay Hemp, 6 ply (0 20.) 13 BASS oo ee cee 20| Flax, medium N ...... 24 STARCH Wool, 1 Wikies eeaeas 8 Corn Vv GAR Kingsford, 40 tbs. .. 7%| Malt White, Wine, 40 gr 9 Muzzy, 20 Tibs....... 5%| Malt White, Wine 80gr 11% Muzzy, 40 2ibs........ 5 | Pure Cider, B & B..... 1b Gloss Pure ea an i Kingsford Pure Cider, Silver ....15 Silver Gloss, 40 itbs. 7% WICKING Silver Gloss, 16 3Ibs. 6%),No. 0 per gross ...... 30 Silver Gloss, 12 6Ibs. 8% a z per gross 4.2... bs Muzzy oO. Der ross... 5... 48 1b. packages ..... 5 No, 3 per eross .....; 75 16 5b, packages ..... 4% WOODENWARE 12 6b. packages ..... 6 Baskets 50Ib. boxes .......... S| BUSHES) cee ss... 1 10 SYRUPS ae wide band ...1 = Corn OUROU coc. ac cca case ee Barrels .:...,.... seovcccctal SPINE, TAESO ccc sce 3 50 Halt barrels ..2.2.6... ...54| Splint, medium ...... 3 00 20tb. cans % dz. in cs. 2 00;Splint, small .......... 2 75 10Ib. cans % dz. in cs. 1 95! Willow, Clothes, large 8 25 5Ib. cans 2 dz. in cs. 2 05 Willow, Clothes, me’m 7 25 24%Ib. cans 2 dz. in cs, 2 00 Willow, Clothes, small 6 25 Mouse, wood, 4 holes.. 45 Mouse, wood, 6 holes.. 70 »Mouse, tin, 5 holes 65 Rae woed =... 02 3 80 Rat, spring = .......0).. 7a Tubs 20-in. Standard, No. 1 8 18-in. Standard, No. 2 7 lé-in. Standard, No. 3 6 2U-in. Cable No. 1 ..... 9 tS-in. Cable. No. 2 ...8 35 i¢-in. Cable, No. $ ....7 NO. P Bibre 2.04: 10 No. 2 Fibre 9 8 NO. So Wibre 2.0.02 .22 25 Washboards Bronze Globe ......... 2 50 DGEWGY 25.05. 1 7 Double Acme ........ 2 75 Single Aeme .,..-..... 2 25 Jouble Peerless ...... 4 2 Single Peerless ....... 3 60 Northern Queen ..... 3 50 Double Duplex ....... 3 00 Good Luck ........... 2 75 Universal ............. 3 65 Window Cleaners ee. 1 65 Be ee 1 85 DG We 2 30 Wood Bowls a im. Butter. ...... 22. 1 25 io im Rutter 22.0 622. 2 25 Ti im. Butter .:.0.). 3) 3 75 19 in, Butter 5 00 Assorted, 13-15-17 ....2 36 Assorted, 15-17-19 ....3 36 WRAPPING PAPER Common straw ....:.. a, Fibre Manila, white.. 2% Fibre Manila, colored..4 INO. £ Manila ...:-...:.. 4 Cream Manila ......... 3 Buteher’s Manila ..... 2% Wax Butter, short e’nt 13 Wax Butter, full count 20 Wax Butter, rolls ....lo YEAST CAKE Maric, ¢ dom ......... 1 15 Sunlieht, ¢ doz. ...... 1 00 Sunlight, 1% doz. ...: &50 Yeast Foam, 3 doz....1 15 Yeast Cream, 3 doz. ..1 06 Yeast Foam, 1% doz... 68 FRESH FISH Pe Whitefish, Jumbo ....20 Whitefish, No. 1 ..... 13 POPOUE | cos. ee. 10 EiaMe oes, oe. 2, 10 BRGREIUE 200.00. le % PIMONSH 6c s lf k 16 taye Eoesie® ......... 28 Boiled Lobster. .....:..98 POO ie acca a 10 PAB GGOOM ool. as 8 Peckerel. 5.0. ae ss 14 BERG 0 cies aca 9 PGEOM occ. 2. oe a 8% Smoked, White ¢ Shinook Salmon ...... 16 WMIACKREPGR (cleo. clay 18 Hinnan Eladdie ......: 12% MOG Shag 220... cs Shad Roe, each ...... Speckled Bass ..... fo HIDES AND PELT Hides Green No. 2... 66... 8% Green NO 2s... ccs 7 @€ured No. 22.2.2... .. 10 Cured “Na: 2 20.2... 9 Calfskin, green, No. 1 Calfskin, green, No. 2 10% Calfskin, cured, No. 1 Calfskin, cured, No. 2 11% Champion Chocolate isclipse Chocolates ... Kureka Chocolates .... Quintette Chocolates .. Champion Gum Drops Moss Drops Lemon Sours Sperigia § ........ desea Ital. Cream Opera ....12 ital. Cream Bon Bons 12 z0lden Waffles ........18 ted Rose Gum Drops 10 eiuto Bubbles .........18 Fancy—Iin 5tb. Boxes Old Fashioned Molas- es ixisses, 10Ib. bx 1 30 Ofange Jellies ........ 50 Lemon Sours RESSSRREEEEEE deaeauaue 60 ;|Qld Fashioned Hore- hound drops ..... 2. 60 | Peppermint Drops ....60 Champion Choe. Drops 70 H. M. Choc. Drops 1 iv Hi. M. Choe: Lt and Dark No. 12...) 1 10 Bitter Sweets, as’td 1 25 Brilliant Gums, Crys. 60 A. A. Licorice Drops. .90 Lozenzes. plain ....... 60 1.0Zenges, printed ....65 Pmperiain 20.22... ... - 60 NEQECO@S eo 65 Cream Bar .........., 60 G. M. Peanut Bar ....60 Hand Made Cr’ms 80@90 Cream Waters ....... 65 ptiring Kode ...... 5.5% 60 Wintergreen Berries ..60 Old Time Assorted ..2 75 Buster Brown Good. 3 50 Up-to-date Ass’tm’t 3 75 Ten Strike No. 1 ...6 50 Ten Strike No. 2 ....6 a0 Ten Strike, Summer as- SOFEMIGHE 2.65 coeca; 6 75 Scientific Ass’t ....18 00 Pop Corn Cracker Jack ....... 3 25 Checkers, 5c pkg. cs 3 50 Pop Corn Balls 200s 1 35 AZUHEIt [00s .:....2) 3 00 Ob My 1006 .....,..% 3 50 Cough Drops Putnam Menthol ....1 00 Smith -Bros. ...4..0.2 1 25 NUTS—Whole Almonds, Tarragona ..17 Almonds, Avies ....... Almonds, California sft. SHG oi eek cee sia Bragg o.oo) 12@13 Bilberta 2.2. .302. 4, @1s Cal. No. 4. ..22... Walnuts, soft shell @18 Walnuts, Marbot .. @14 Table nuts, fancy 13@16 Peeans, Med. ..... 12 recans, ex. large @13 Pecans, Jumbos .. @14 Hickory Nuts per bu. Ohio: new .....<é.. Coconuts .........,. Chestnuts, New York State, per bu. ..... Shelled Spanish Peanuts 74%@ 8 Pecan Halves - @45 Walnut Halves ...32@35 Filbert Meats ..... @27 %/| Alicante Almonds @42 Jordan Almonds .. @47 Peanuts Fancy H. P. Suns 6%@ 7% Hoasted 2.046. 8 @ &% Choice, H. P. Jum- ttetcerescveeee @ BK 46 MICHIGAN TRADESMAN Special Price Current AXLE GREASE Mica, tin boxes ..75 9 00 Paragon ......... 55 66 00 BAKING POWDER Royal 10c size 90 %Tb. cans 1 35 60z. cans 1 90 %Ib. cans 2 50 % Ib. cans 3 75 1m. cans 4 80 5Ib. cans 21 50 BLUING Cc. P. Bluing Doz. Small size, 1 doz. box. .40 Large size, 1 doz. box..75 CIGARS Johnson Cigar Co.’s Brand S. C. W., 1,000 lots ....31 oe Peran 220 se 33 Evening Press .......... 32 POMORMIMOT 8. 6 ons a ewe 32 Worden Grocer Co. brand Ben Hur Perfection 22.0.5 6.2.45. 35 Perfection Extras ...... 35 EAMANTOS oes oe ca ee 35 Londres Grand ......... 35 Riana . 6. cesses 35 PUNTEANOS. 2s. eyes occ 35 Panatellas, Finas ....... 35 Panatellas, Bock ....... 35 sockey Chib .......0005% 35 COCOANUT Baker’s Brazil Shredded 70 %4%b. pkg. per case 2 60 35 %tb. pkg. per case 2 60 38 4b. pkg. per case 2 60 18 %tb. pkg. per case 2 60 FRESH MEATS Beef : fe nee 6 @ 9% Hindquarters ....8 @12 RSIS 50455555 ---9 @14 Rounds ..........7 @ 8% SMES 655s. oases 6 @ T% WUMAS ck ccc @ 5% RAWRO oo sec os. @ 6 Pork TARDE 3. c. @13 Dressed ....... : @9 Boston Butts .. @il Shoulders ....... @ 9 f Sn @12% eeeece @ 8% m3tb. cans 13 00) , Mutton Oareass) oss. @9 SAMS 2 oso. oss. 5 @12% Spring Lambs .. @12% Veal Cartass (20.55.5455 74%4@10 CLOTHES LINES Sisal 60ft. 3 thread, extra..1 00 72ft. 3 thread, extra..1 40 90ft. 3 thread, extra..1 70 60ft. 6 thread, extra..1 29 72ft. 6 thread, extra.. Jute Bere ee 75 Meeks ey Sec 90 Pe. oe ee 1 05 BPO ee cee ee 15 Cotton Victor BM es ceaccices sgh 1a Cole ke »-1 35 PE nee eee cs 1 60 Cotton Windsor BUEG uu ek owas. ees eo 1 30 OE ee ee ee 1 44 MOE oo oi aol se oS 1 80 Re ei 2 00 Cotton Braided a ce 95 BUR: oa ee 1 35 OO oe igs 1 65 Galvanized Wire No. 20, each 100ft. long 1 90 No. 19, each 100ft. long 2 lu COFFEE Roasted Dwinell-Wright Co.’s B’ds. OFFEE A aaa Tiel White House, ltb.......... : White House, 2tb.......... Excelsior, M & J, 1tb...... Excelsior, M & J, 2tb...... Tip Top, M & J, ilb..:... MGVAl JGVA . 6.5 ces cs. css Royal Java and Mocha.... Java and Mocha Blend.... Boston Combination ...... Distributed by Judson Grocer Co., Grand Rapids, Lee, Cady & Smart, De- troit; Symons Bros. & Co., Saginaw; Brown, Davis & Warner, Jackson; Gods- mark, Durand & Co., Bat- tle Creek; Fielbach Co., Toledo. Peerless Evap’d Cream 4 00 FISHING TACKLE BG to A Ws os cas ow 5's os 6 © AO 2 ane. sec et es sacs 7 1o6 $02 a oe cc ss 9 2% to 2 IR. os s5ccceess 11 AS a causa ee 15 B AB esc iie pce enue essa 20 Cotton Lines No. 4, 10 feet ....:...5.. 5 NO. 15 Leet cc. sss. 7 No. 3, 35 feet .........% 9 NO; 4) 36 feet. ka xcs 10 Wo: 5, 15 feet <....... ae: No. G, 15° feet . 2... 55 12 No. 7, 15 feet «oo. secs cde No. 8, 16: feet .......... 18 Np: SD, 15 TeOCh: osc een es 20 Linen Lines OURAN oes oe ees oa oe 20 PRC: os esos cs oeeneee RAGES oe aoe os Looe Poles Bamboo, 14 ft., per doz. 55 Bamboo, 16 ft., per doz. 60 Bamboo, 18 ft., per doz. 80 GELATINE Cox’s, 1 doz, Large ..1 80 Cox’s, 1 doz. Small ..1 00 Knox’s Sparkling, doz. 1 25 Knox’s Sparkling, gr. 14 00 PIPIROIN SS 5 os oes 0 Knox’s Acidu’d. doz.|..1 25 xford 7 OMSOME oan ti. ee - Plymouth Rock .......1 26 Full line of fire and burg- lar proof safes kept in stock by the Tradesman Company. Thirty-five sizes and styles on hand at all times—twice as many safes as are carried by any other house in the State. If you are unable to visit Grand Rapids and _ inspect’ the line personally, write for quotations. SOAP Beaver Soap Co.’s Brands 100 cakes, -arge size. -6 50 50 cakes, large. size..3 25 100 cakes, small size..3 85 50 cakes, small size..1 95 Tradesman’s Co.’s Brand Black Hawk, one box 2 50 Black Hawk, five bxs 2 40 Black Hawk, ten bxs 2 25 TABLE SAUCES Walford, large -....<... 3 75 Halford, small .......: 2 25 Use Tradesman Coupon Books Made by Tradesman Company Grand Rapids, Mis, FINE CALENDARS FE|IOTHING can ever be so popular with your customers for the reason that nothing else is so useful. No houseKeeper ever has too many. They are a constant reminder of the generosity and thought- fulness of the giver. We manufacture every- thing in the calendar line at prices consistent with first-class quality and -worKmanship. Tell us what Kind you want and we will send you sam- ples and prices. TRADESMAN COMPANY - GRAND RAPIDS, MICH. re MICHIGAN TRADESMAN 47 BUSINESS-WANTS DEPARTMENT BWEn ae antaal eS inserted under this head for two cents subsequent continuous insertion. No ¢h arge less a word the first insertion and one cent a word for each than 25 cents. Cash must accompany all orders BUSINESS CHANCES. For Sale—Retail lumber yard in Kan- sas City. Established trade of twenty years’ standing. Always a money mak- er. Investigate this. Belt Line Lumber Co., Kansas City, Mo. 48 “For Sale—Shoe store in good business town. Good clean, up-to-date stock. In- voices about $1,700. Address Box 96, Gobleville, Mich. 46 Wanted—Agents to. sell steel fence posts, retail or wholesale, shop rights, state or county rights. Address L. B Harmon, Rosewood, Ohio. 45 To Exchange—Moving picture ma- chine, value $125, for cash register or computing scales. Address No. 55, care Tradesman. 55 For Rent—Store room and fixtures in Lockard Block, Charlotte, Mich. Best opportunity in state. - o-oo The United States Express Com- pany, of which Senator T. C. Platt is President, and the directors a few of his personal friends, is known to be a big money-maker, but the divi- dends to shockholders are very light. A year ago, under a threat of in- vestigation by a stockholders’ com- mittee, ithe dividend was increased, but for the last quarter it was made at the old figure. A petition is now being circulated among the stock- holders asking them to decide wheth- er they are in favor of having the ex- press company dissolved and its as- sets distributed, or having it run un- der new methods and ousting the present board of directors and offi- cials. There is considerable crooked work charged to the Platt manage- ment, and the indications are that the ex-boss may be an ex-President and possibly a convicted felon before he is an ex-Senator. >. When the boll weevil threatened the destruction of the cotton industry in the Southern states a species of ant was brought from the isthmus to destroy them. The ants had a repu- tation as consumers of insect pests in their own country, but they failea in the attempt to put the boll weevil out of business in the cotton fields. It has now been discovered that the native birds are the natural enemy of the boll weevil and will attack them in preference to any other insect. Robins, meadow larks, sparrows and wrens are of great use to the plant- ers, as ‘they do what the isthmus ants failed to accomplish. Song birds are of great value to the farm- ers of the country as the destroyers of insect pests, and the penalty for shooting them should be heavy and sure, BUSINESS CHANCES. Attention Bakers—I have a first-class bakery for sale with an_ established trade. Will bear investigation. Address No. 58, care Tradesman. 58 Sorghum For Sale—Strictly pure, in barrels 35 to 50 gallons each at 47¢ per gallon F. O. B. ears. Costs nothing if Sorghum is not as represented. Wanted car lots potatoes, cabbage, beans and apples. Address Jos. Wiler, Olney, Ill. 57 a a SEIS Sty, Ca Mm ~~. nn] Policyholders Service & Adjustment Co., Detroit, Michigan A Michigan Corporation organized and conducted by merchants and manu- facturers located throughout the State for the purpose of giving expert aid to holders of Fire Insurance policies. We audit your Policies, Correct forms. Report upon financial condition of your Companies. Reduce your rate if possible. Look after your interests if you have a loss. We issue a contract, charges based upon amount of insurance carried, to do all of this expert work. We adjust losses for property owners whether holders of contracts or not, for reasonable fee. . Our business is to save you Time, Worry and Money. For information, write, wire or phone Policyholders Service & Adjustment Co. 1229-31-32 Majestic Building, Detroit, Michigan Bell Phone Main 2598 Electrical Supplies Do YOU Need ANY? We carry a Large Stock. We deliver day order reaches us. Our prices are right. Telephone your orders at our expense. We'll do the rest. M. B. Wheeler Electric Co. 93 Pearl Street Grand Rapids, Mich. CREAM SEPARATOR at all times of the year. oughly flushed. ful invention to avoid wear? skimming capacity. tor when they see it. ator you ever saw. | 1OWA DAIRY SEPARATOR CO., 132 Bridge St., WATERLOO, IOWA THE NEW IOWA) The machine that gets all the butter-fat 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- Have youseen the New Iowa with its anti-friction worm gear, the most wonder- The New Iowa has a low supply can, gear entirely enclosed in a dust’ proof frame, smailest bowl with the largest The farmers readily see the great super- lority of the New Iqwa. They know a convenient and practical cream separa- Why not sell it to them-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- The Merits of the Ben-Hur Are Upheld by.Time Where are the brands of 5c cigars thut started with even trade chances back in the middle eighties when Ben-Hur was first put on the market? Why does the Ben-Hur remain almost the sole survivor to-day and continue to hold a leading place among nickle brands? Constancy of Goodness—that’s the milk in the cocoanut—no need for further comment. GUSTAV A. MOEBS & CO., Makers Detroit, Mich. Worden Grocer Co., Distributors Grand Rapids, Mich. IN & d "7 BS és; : YOU OUGHT TO KNOW that all Cocoa made by the Dutch method is treated with a strong alkali to make it darker in color, and more soluble (temporarily) in water and to give ita soapy character. But the free alkali is not good for the stomach. Lowney’s Cocoa is simply ground to the fineness of flour without treatment and has the natural delicious flavor of the choicest cocoa beans unimpaired. It is wholesome and strengthening. The same is true of Lowney’s Premium Chocolate for cooking. The WALTER M. LOWNEY COMPANY, 447 Commercial St., Boston, Mass. 100 Dayton Moneyweight Scales ordered and installed after a most careful in- vestigation of the various kinds of scales now on the market. The purchasers are the pro- moters of one of the most colossal enterprises of the age. These scales are to equip all booths of the Grand Central Market where weighing is necessary, such as grocer- ies, meats, teas and coffees, poultry and game, fish, butter, cheese, candy, etc. This market is all on the ground floor and contains over 16,000 square feet of floor space, which is divided into 480 booths each roxio ft. Its appointments are as near perfect as modern ingenuity can devise. The management decided to furnish all equipment used in the building so as to guar- antee to the patrons of the institution absolute accuracy and protection. Dayton Moneyweight Scales The new low platform were found to excel all others in their perfec- Dayton Scale tion of operation and in accuracy of weights and values. That is the verdict of all mer- chants who will take the time to investigate our scales. Our purpose is to show you where and how these scales prevent all errors and loss in computations or weights. A demonstration will convince you. Give us the opportunity. Send for catalogue and mention Michigan Tradesman. (THE COMPUTING BGALE 60. ALTON, GHIO-U. S.A Moneyweight Scale Co,, BG60-.55020. 5. 58 State St., Chicago. Next time one of your men is around this way I would be glad to have your No. 140 Seale explained to me. This does not place me under obligation to purchase. The Seal INGO), 2 ose csi ccleod Souci sc. Se teeaicc Googe deen acetne Ges ccc. Goevee caae DAYTON. c ee ee POW ccs sc vetiua lk, CO ee SUug@i@e. ccd. o.oo, MONEYWEIGHT SCALE CO., 58 State St., Chicago No “Making Both Ends Meet” Night | is a problem for most housewives in these times WwW k of pinched purses. or | You can help ‘‘the woman behind the pocket- Postin 9 Il book’’ by telling her about Accounts ||Shredded Wheat Are you obliged to spend your time at night posting accounts? It contains more real nutriment than beef- Would you not like to be at liberty to leave the store when your clerks do | : : . and know that all the accounts were POSTED RIGHT UP TO THE | steak or eggs, is more easily digested and costs MINUTE and everything about your store was ina systematic condition? much less. Two Biscuits (heated in the oven) Would you care to spend your evenings driving, automobiling, trolley rid- : : ° : ing, visiting the theatre or swinging in a hammock on your front porch? with milk and a little fruit and a cup of coffee If you were using the MCCASKEY ACCOUNT REGISTER you would will supply all the nourishment needed for a not be obliged to swelter in a hot, stuffy office after supper, but you would ' ; : be free to enjoy some of the pleasures to which mankind is entitled. half day s work at a cost of five or six cents. The McCASKEY does the WORK, SAVES YOU MONEY, EARNS Try it yourself and then tell your eustoniwes MONEY for you and GIVES you leisure time for THOUGHT and RECREATION. about it. Let us give you further information—FREE for the asking. : No other grocer makes a larger profit on Shredded Wheat than THE McCASKEY REGISTER CO. YOU do—no ‘‘deals,’’ no premiums, no ‘‘sugar,’’ no bribes. The 27 Rush St., Alliance, Ohio same old policy—A Square Deal for a Square Dealer.’’ on 9 Mfrs. of the Famous Multiplex Duplicate and Triplicate pads; also the different styles of Single Carbon Pads. : Agencies in all Principal Cities. - The Shredded Wheat Company, Niagara Falls, N. Y. ~|Protect Yourself You are taking big chances of losing heavily if you try to do business without a safe or with one so poor that it really counts for little. Protect yourself immediately and stop courting possible ruin through loss of valuable papers and books by fire or burglary. Install a safe of reputable make—one you can always depend upon—one of superior quality. That one is most familiarly known as lian. Hall’s Safe ne nnn a ; : ne _ ae Made by the 7 : oe " 4 Herring-Hall-Marvin Safe Co. and ranging in price and Upward The illustration shows our No. 177, which is a first quality steel safe with heavy walls, interior cabinet work and all late improvements., A large assortment of sizes and patterns carried in stock, placing us in position to fill the requirements of any business or individual promptly. Intending purchasers are invited to inspect the line, or we will be pleased to send full particulars and prices upon receipt of information as to size and general description desired. Grand Rapids Safe Co. Fire and Burglar Proof Safes Vault Doors, Etc. Tradesman Bldg. Grand Rapids, Mich. anon ohne