4) A) Wee Ss PEE GN iv’ (a YJ mt Ce=> - DD) aK, a COL S WA 4 he DO SS SA Sek - WEG PEE N AD 4 DE a) ae (en PSs ie SOK REE Peay. = re ae me? PUBLISHED WEEKLY ES 27 TRADESMAN COMPANY, PUBLISHERS Ros} Tea an PER oN Ss SSCS TSI COG OR SAE INS ee SSN Twenty-Sixth Year GRAND RAPIDS, WEDNESDAY, OCTOBER 14, 1908 Number 1308 UY Oz ts oe | es Fa The Largest Shipment of Breakfast Food Ever Sent to One Person case on Request) 21 carloads—an entire train—of Kellogg’s Toasted Corn Flakes, shipped to one individual. Enough for 5,292,000 break- fasts. This is the record shipment for breakfast foods. Nothing in this line has ever nearly approached it. What does this mean? Simply this: First—that there is a constantly increasing demand for this most popular of all break- fast foods; that the people insist on The Original—Genuine—Kellogg’s TOASTED CORN FLAKES And Second—that the trade is appreciating the Square Deal Policy on which these goods are marketed. There is satisfaction to the retail merchant in handling the only Flaked Food on which he is on equal footing with every other retailer, great and small, and which is sold on its merits— without Premiums, schemes or deals. It is not sold direct to chain stores, department stores or price cutters. All the others are. Are YOU with us on this Square Deal Policy? - 10 4 9 P. S.—We don’t compete with the imitators in price or free deals any more Toasted Corn Flake Co., a Creal Mich. than they pretend to compete with us in quality. 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 Every Cake of FLEISCHMANN'’S YELLOW LABEL YEAST you sel] not only increases your profits, but also gives complete satisfaction to your OUR LABEL patrons. The Fleischmann Co., of Michigan Detroit Office, 111 W. Larned St., Grand Rapids Office, 29 Crescent Av. sf uy : Gl 4 a if" YO iS bi irr My Na ei GUSTAV A MOEBS & CO. Makcrs Detroit Mich. Worden Grocer Co. Distributors, Grand Rapids, Mich. WoRDEN GROCER COMPANY Grand Rapids, Mich. The Prompt Shippers On account of the Pure Food Law there is a greater demand than ‘ ever for s+ # & st ot yt Pure Cider Vinegar | | We guarantee our vinegar to be absolutely pure, made from apples and free from all artificial color- ing. Our vinegar meets the re- quirements of the Pure Food Laws of every State in the Union. wt vs The Williams Bros. Co. | Manufacturers : Picklers and Preservers Detroit, Mich. Makes Clothes Whiter-Work Easier-Kitchen Cleaner Aidit WASHING pOWDER. LLL Seek (10d bes ADESMAN Twenty-Sixth Year Gommercial Credit Co, 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 31% per cent. on Savings Certificates of Deposit. Checking accounts of City and Country Merchants solicited. You can make deposits with us easily by mail. ey GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY Grand Rapids, Mich. FIRE The Leading Agency FIRE AND BURGLAR PROOF AFES Grand Rapids Safe Co. Tradesman Building GRAND RAPIDS, WEDNESDAY, OCTOBER 14, 1908 SPECIAL FEATURES. 2. The Joking Clerk. 3. Inventors’ Suggestions. 4. News of the Business World. 5. Grocery and Produce Markets. 6 7 8 » Window Trimming. - City Parks. - Editorial. 10. The House’s Policy. 12. Butter, Eggs and Provisions. 14. New York Market. 15. Peanut Industry. 6. Inaccurate information. 18. Only His Way. 20. Woman’s World. 22. In the Woods. 23. The Truly Great. 4. Stoves and Hardware. 26. Brushes. 28. The Kleptomaniac. 32. Review of the Shoe Market. 36. Successful Salesmen. 38. Depends on the* Man. 40. Commercial Travelers. 42. Drugs. 44. Grocery Price Current. 46. Special Price Current. THE WATERWAY PROBLEM. The third annual convention of the Lakes-to-the-Gulf Deep Waterway Association, which was held at Chi- cago last week, was the largest and most important civic gathering ever held in this country. There were 4,400 delegates pres- ent, all states except New Hamp- shire, Rhode Island, the District of Columbia and Nevada being repre- sented. It was strictly a non-partisan, non- sectional gathering, a fact which was appreciated by Wm. H. Taft and Wm. J. Bryan, both of whom ad- dressed the convention and, without in any way dabbling im politics, en- dorsed most heartily the project for making of the Mississippi River a continuous deep waterway from the Gulf to the mouth of the Illinois River; or, as Mr. Schonts expressed it, “an ocean harbor a thousand miles long.” Gifford Pinchot, head of the United States Forestry Bureau and Chair- man of the Board for the Conserva- tion of our National Resources, as well as John Temple Graves and Theo. P. Shonts, all endorsed the main proposition—the Lakes-to-the- Gulf Deep Waterway. In discussing “Railroads and Waz- terways” Mr. Schonts said, among other things: “The greatest problem in the development and operation of a railway is found in the matter of terminals. It is foolish to build a canal until you are assured an easy, practical outlet. It is equally un- wise to build a railway unless you know as to the terminal facilities that may be made available. Rail- roads to the East have utilized to the limit the terminal facilities at Bos- ton, New York, Philadelphia and Baltimore, and so it is in all large railway centers. Property is held at prices prohibitive. “Talk about the railway interests being opposed to the improvement of inland waterways. Why, the rail- ways welcome such an improvement as a crying public necessity. The railways are in a quandary as to ter- minals. With Mississippi River made into an ocean harbor athousand miles long, from New Orleans to St. Louis, our terminal problem would be solv- ed for all time; because with such a harbor the railways could build great terminals along either side of the river, every fifty miles if necessary; and, coming from the East to the West, the railways could deliver freight to the ocean boats and the river boats to be carried all over the world. And the railroads would do this and do it gladly because condi- tions would require such a distribu- tion. There’s business enough and more, too, to keep the railways and the steamboats profitably busy all the time.” A GREAT TRIUMPH. Science isaninexorable ogre which, willing to receive devotion and un- limited attention, smacks its esoteric jaws as it devours a victim or-two now and then. Chemistry, mechan- ics, electricity, pneumatics, hydrostat ics, hydraulics, aeronautics and all the rest of the mighty sisterhood are re- lentless in their taking of toll be- fore they consent to yield to the wiles of men, as evidenced by the aw- ful record of devotees who, fully real- izing their danger, freely accept all chances and go to their deaths. Neither do these giantesses dis- criminate in favor of the reckless laymen. Their cruel laws must be obeyed to the exact letter and acci- dents are unknown to them. Excus- es are mot possible. It is suecess or death. Therefore it is that the 300 mile trip of submarines which ended suc- cessfully at League Island Navy Yard last Friday evening was a his- torical achievement. The Octopus, Viper, Tarantula and Cuttlefish are the impudent names. of the boats which laughed and sneer- ed at Old Neptune and arrived at the Navy Yard after a two weeks’ run from Newport, R. I. These craft were under the command of Lieuten- ant Charles Courtney. For more than four days the men under the sea in these boats living upon manufactured air had little or no food except sandwiches, and for four days went absobutely without sleep. When these men disembark- ed at the Navy Yard they seemed to be physical wrecks, but they had demonstrated the practicability of submarine navigation, the stability and tractability of the boats and their own courage and patriotism. At any time during those four days it was wholly possible for these sub- marine monsters to come to the sea’s surface; that is, it was a physical pos- sibility, but morally it was out of the Number 1308 question. The venture was for the purpose of obtaining exact and posi- tive results and it was a well won victory. And of such stuff are the rank and file of the American Navy. CAN ONLY SEND FLOWERS. Last Thursday night Stephen A. Douglas, son of the “Little Giant” of 1858, passed away in straitened cir cumstances and one of the last acts of his life was to write a note to a Chicago Alderman asking him to procure for him a railroad pass, Chi- cago to Galesburg and return, that he might attend the Lincoln-Douglas semi-centennial celebration at the lat- ter city. The Alderman was obliged to reply that he request, much as he wished to do so, and in commenting upon the f could not accede to the tact now he expresses deep regret that he did not buy a round trip ticket and send it to Mr. Douglas with his com- pliments. “And now,” he adds, “all we can do is flowers.” similar send Thousands of regrets are felt daily in thousands of like cases Nearly every business man at some time in his life- is aware of the cir- cumstances of friend not only mot achieved success, but some who has has failed to acquire an old age com- petence. He that the friend is hard wp and has a difficult task to knows get along; but, as in the case of Mr. Douglas, he does not know that his friend’s pride*has prevented him from letting the actual fact be known, And so it that, between the pride of the one in distress and the manifold demands upon the time and resources of the busy, prosper- happens ous man, the unhappy experience of the Chicago Alderman is duplicated a thousand fold each day. “All we can do is send flowers’ a somewhat hackneyed phrase. Send flowers to whom? ‘To the widow or orphans, or both, who are in need of the cash expended for the flowers? It is, perhaps, all right to send flowers if ome is able also willing to send immediate material aid to those who are in poverty, but otherwise it is all wrong. It is the refinement of cruelty to send such aid in such a way that the beneficiaries know specifically as to the donor. Send your flowers, if you wish, but not unless you are able to send the substantial, material aid in such a way that your own sense of decency and kindness applauds your action. , is and —_—_—_—_———___ He can not make much of himself who thinks of making the most only for himself. PE ame RA RO Ne RNAI A RLS No man is good enough for heaven whose goodness does not make men happy. ai iB sa fs MICHIGAN TRADESMAN October 14, 1908 THE JOKING CLERK. Humor in the Store Isn’t Always Profitable. Written for the Tradesman. “Where’s Eldred?” asked the regu- lar customer. “Haven't him about lately. Hope he isn’t sick.” seen The shoe man looked annoyed. “He’s gone,” he said. “Gone!” repeated the regular cus- tomer. “Fired,” replied the shoe man. “T thought he had a cinch here,” observed the other. ‘He’s such a cheerful chap to trade with.” “Too cheerful,” replied the man. “in 2a shoe too full of grouches, the customer, “I can’t see how a man can be too cheerful, especially a man who waits on the general public—in a _ shoe store.” “Eldred was too funny,” explainea the merchant. “He turned the store into a rough house once too often.” “Come on with the answer.” “Saturday night, when the _ place was crowded,’ began the merchant, “he worked one of his cute tricks on a customer who wouldn’t stand for it. In other words, he started some- thing he couldn’t finish.” “Thats too bad.” “A great, big, husky fellow fresh from the plow came in here and asked for a pair of shoes. He had a foot like a forty-acre field and a face like a bulldog. His hands look- ed like hams.” “Bad man from District Nine, eh?” “Something like that.” “And Eldred joked with a man like that! Perhaps he didn’t know that a joke misplaced is worse than a gun that isn’t loaded, or a boat that isn’t dangerous to rock in deep wa- ter.” “He started to joke with him, all right. After the smoke cleared away it was difficult to see who finished the stunt.” “Wish I’d ’a’ been here.” “The big customer sat down on the bench over there and asked for a pair of calf shoes. He looked at several pair and rejected them all because they looked too big. Per- haps he was going to see his best girl, or something like that. Any- way, he wanted Eldred to make a big foot look like a small one. We often have customers like that, so Eldred knew what to do. He picked cut a slim shoe that would make the fellow walk like he had boils on his toes until his feet squashed the sides out and started to put it on the man from the plow.” The merchant paused a second to grin over the incident and then pro- ceeded. “In order to get the shoe on EI- dred knew that he’d have to use a lot of soapstone. He dosed one shoe good and plenty and bent over. ““Hold on, there!’ yelled the fel- low. ‘What did you put in that shoe?’ ““Chloride of lime,’ says Eldred. “The big man was on his feet in a second, roaring about the store world stuffed said 3 ieee oe tr esivsmetesosrtnin nsession like a madman. Wasn’t at all funny. “*You everlastin’ dude!’ he cried, ‘IT want you to know that my feet are just as clean as yours are. I washed ’em this mornin’. Come out- side!’ “Eldred the fellow up and didn’t go outside, so the angry max walked up to him and shook one of his ham-like fists in his face. “‘I’m goin’ to beat you up!’ he shouted. ‘You can’t insult me before all these people!’ “He reached for-Eldred, who was scared out of his wits, and drew him up ready to hang something on him that soap and water wouldn’t have off. I caught his arm. By this time the other customers were making for the front door. ““Don’t start anything here,’ I said, talking to Eldred, of course. ‘What have you been saying to this gentleman?’ Always say gentleman to a fellow like that. “Just started a little joke,’ replied Eldred, pale as chalk. ““He put chloride of lime in my shoes,’ said the giant. ‘I’m going u slip him one just for luck.’ “Eldred didn’t wait to see what luck there might be in coming in contact with one of those hams. You see that long window, there at the back of the store?” “Sure. Looks like it had been in a state of bombardment.” “Well, there is where Eldred went through. He didn’t open it. Didn’t have time. He struck the back yard about a quarter of an inch from the customer, and took to the alley. The 7:40 express was going through just at that time, forty miles an hour, and Eldred outran it. If I could speed up like that I’d enter in the Olympian games.” “Did he come back asked the customer. “He limped in here about an hour later,’ replied the shoe man, “after I had squared the thing with the giant and sold him a pair of shoes. I show- ed him what Eldred had put into the shoe and gave him a box to take home. Of course I explained what a joker Eldred was, but I-don’t think he understood. If he ever meets him out in the city he’ll trim him, unless Eldred sees him first, You said something when you observed that a joke misplaced is more dan- gerous than a gun that isn’t loaded, or a boat that isn’t dangerous to rock in deep water.” sized washed that night?” “The joking clerk makes a lot of enemies until he becomes. well known,” admitted the regular cus- tomer. “Humor in the store isn’t always profitable,” said the merchant, “at least that sort of humor isn’t. Some- times a customer will smile and look pleased at a joke, but too often he goes away feeling sore and never comes back. You’ve got to be mighty respectful to a man when you're trying to get his money.” “I once knew a jokesmith in a grocery,” observed the customer. “He was a real village cut-up. He was expected to take the center of the Stage at all social gatherings and : rule, we hold it. One day while I was in the worth of sugar for a sweet little thing who had it in for him. he placed the package on the counter she lifted it like she was weighing! it in her two hands. ““Seems pretty heavy for such a small package,’ she said. ““Of course, grinned the joke- smith. ‘We couldn’t think of selling sugar that would compete with the native sweetness in the family, so we put a lot of ground gypsum in there. It is better than sand, for it doesn’t grit the teeth.’ “Then the wise young cut-up wink- ed at a young man who was standing at the side of Miss Sweetness. “The girl blushed and looked ap- pealingly at her escort. So, of course, the young man had to speak up in her defense. ““You’re too fresh,’ he said to the clerk. . ““T don’t want his old sugar if he’s gone and put gypsum in it,’ said the girl. ““Just a joke,’ explained the clerk. “The escort didn’t look to be a very quick fellow, but he landed on the cut-up so rapidly that he was over in the dishes before he could go on with his explanation. ““That’s just a joke, too,’ he said, and they both walked out of the store. Of course they never came back.” “As a matter of fact,’ said the merchant, “more than half the alleged jokes that are inflicted on the pub- lic never get over the footlights, as stage people say. If a person upon whom a joke is sprung is a gentle- man he’ll smile and look as if he it and was pleased. If he is a grouch he’ll look suspicious, like he suspected the joker was trying to ‘make a monkey out of him,’ as the saying is. “Half the time he’ll walk away thinking: ‘Now, what did that clerk mean by saying that to me?’ If he is a morbid brute he'll brood over the thing until he really believes he has been insulted. “And the joker who says some- thing to a customer and then winks at a by-stander as if he was doing something smart ought to be fired on the spot. The clerk who has the winking habit ought to be fired any- way—just on general principles.” “IT guess the only way in a store is just to stick to plain, common sense talk, and talk commonplaces and goods,’ observed the customer. “One can never tell how dense a person may be. Ever notice the look of amazement creep over the face of an ordinarily bright man when some- thing just a trifle outside the ordinary is said?” “You've said it,” replied the mer- chant. “The clerk who sells the most goods is the clerk who makes customers think they know a lot more about everything on earth than he does. When a person has money to spend he swells up. Don’t do a thing to unsettle his vanity. As a give people credit for Saw When the game yourself. | knowing a lot more than they really store he was weighing out a dollar’s! do know. Never fail to see the joke the customer springs, but don’t try That is business. The humorous clerk never lasts i long.” “Nothing but business!” laughed the customer. “That is what we are here for.’ replied the shoe man. “We aren't running a vaudeville stunt, but a shoe store.” Now, if this wasn’t a publication circulating exclusively among busi- ness men, the shoe man’s estimate of the intelligence of the general pub- lic would not have been written. But merchants and their clerks will un- derstand. Alfred B. Tozer. —_2--e__ Movements of Michigan Gideons. Detroit, Oct. 13—In ‘the interest of the bible-in-hctels work National Field Secretary Bowers will be in Omaha during the week to work up enthusiasm in this great undertaking of the Christian commercial traveling men. His plan is to go before the wholesalers, the employers those whom we are seeking to benefit and present the matter to them. In Kan- sas City recently this plan was adopt- ed and the members of Kanisas City Camp pledged that if four weeks’ time was given them $800 would be raised. Capt. O’Neil, of the Volunteers of America, who has had charge of the work in Detroit for the past year, with his efficient helper, Mrs. O’Neil, will be removed from here and take charge of affairs at Minneapolis. The Gideons who have had charge of the of Saturday evening services will be sorry of the move, as this dear brother has endeared himself to them by his Christian demeanor. It is not known who will replace him here, but according to their usual methods there will be a new corps of officers for next Sunday’s service. Out courtesy the Gideons gave way 3rother O’Neil in last Saturday night’s service and he did himself proud before the fair-sized audience. A. C. Holmes was suddenly called to Kalamazoo Sunday by a telegram proclaiming the sad news of a severe accident happening to his mother, He immediately went to ‘her bedside and announces that the dear one was left comfortable, in spite of the serious- ness of her injuries. Wheaton Smith has been selected by Detroit Camp as solicitor for the bible-in-hotels fund and will at once take up active work in behalf of the same. of to Charles M. Smith. —_~++>___ Sudden Transition. Little Willie Jones, while picking blackberries, was stung on the calf of his leg by a poisonous insect. By bedtime this leg was so swollen that his mother began to be very much worried, so tthe first thing the next morning she went to his noom to find out if the swelling had gone down. “How igs your leg, son?” she enquired. “Come, look—it’s swelled way up,” he answered proudly. “My calf has got big as a heifer simce last night.” Ss It is impossible to make a doctor believe that health is wealth. October 14, 1908 INVENTORS’ SUGGESTIONS. Some Things the World Would Be Thankful For, Every one respects the man who invented the stud with a movable head. He is one of the benefactors of mankind. No one has heard his name, but he has done more for hu- manity than, say, Napoleon. He has given the whole world five minutes every morning. Think of the years thus saved and the tempers _pre- served! It is, on the other hand, impossi- ble to be friendly with the man who invented that obstinate and arbitrary thing of bone which used to be the ruin of all collars. Such a man can only be forgotten, and, if possible, forgiven. He is in the same category as the man who thought of the top hat, or the starched shirt, or the han- som street whistle. There is no ex- cuse for him. It is, in fact, necessary that the inventor should be a man of a sensi- tive and amiable disposition. He must not scorn the little things, and he must remember that the man who thought of goloshes made a fortune. He need not worry so much about flying machines as about studs. It is more necessary that he should add to our comfort than to our altitude. An appeal, for instance, was made the other day by a correspondent of “The Express” for something to take the place of the elusive button hook. A button hook is admittedly one of the things that can never be found. Its gift of disappearance is shared only with time tables, keys and open- ers of mineral water bottles. It is time some one thought of a substitute for the button hook, Every one who has hurt his or her fingers in a desperate attempt to do up but- tons would welcome such an inven- tion. String has been tried, but it is not satisfactory. There is a fortune waiting for the inventor of some- thing which would make a_ button hook unnecessary. There is another waiting for the invention 6f the un- breakable bootlace. Other inventions become more necessary every day. How is it, for instance, that the umbrella is allowed to remain so primitive? In its pres- ent form it is a clumsy device for protecting one part of one’s body at the expense of another. By its as- sistance the rain is conducted in a concentrated form to one’s legs and boots. In a crowd it is a constant source of irritation, as it benefits only the person immediately beneath it, and drips water on any one else who comes within its range. In a -wind it may blow inside out at any mo- ment. Surely the mind of man can think of something better than the umbrella. Then, too, the doormat. Could anything be more unsatisfactory? In its present form it is simply a rais- ingground for germs. Some one ought to issue a pamphlet against it. What is needed is a revolving, self- cleaning mat, on which dust or mud could not accumulate. The visitor would put his foot on the mat and the dust would be whirled into a MICHIGAN TRADESMAN 3 receiver. A small electric would provide the power. moto? Every one complains of the heat in the summer, and many people are un- able to sleep successfully at night. Why should not bedrooms have slid- ing roofs? Nothing could be more healthy or enjoyable than to be pro- tected by walls, but free from the oppression of the roof. There is no such thing as a water- proof boot of reasonable weight. Any ene who wants to keep dry on a rainy day has to wear heavy shooting boots. Some material is needed which could be combined with leather to make a waterproof boot of ordi- nary weight. The man who thought of the foun- tain pen was a kindly soul, but he might have gone farther and made certain that it would not ink one’s fingers or overflow into one’s pocket. A gauge should be fitted so that one could tell when the ink is nearly ex- hausted. Glass is all very well, but it is quite unsuitable for hansoms, and thas been the cause of many accidents. thing of equal transparency, but flex- ible, is wanted. Some- The pipe is one of the pillars of society, but the perfect pipe is yet to come. There are many which claim perfection, but there is always a weak point, either of shape or weight or price. At present every smoker starts by trying about six dif- ferent patents, but after a time be- comes careless about the effects of nicotine and goes back to the patent- less briar. What is wanted is a pipe which insures absolute dryness and coolness, but does not embarrass the smoker by its grotesque shape or ex- cessive weight. Chairs are improving, but they are still uncomfortable. They are too angular and unresponsive, and they are made in too wholesale a way. A man ought to be fitted for his chair, just as he is fitted for his clothes. One of the disadvantages of society is the necessity for sitting in other people’s chairs. A fortune is, in fact, waiting for the professor of chairs. He would give advice on the art of sitting down, and at the end of the consultation would measure his patient and hand over the measurements, with notes, to the chair building department. What could be more grotesque than to expect a man six feet two inches tall to be comfortable in a chair meant fora man of five feet six? What is more painful than to see a woman sitting in a chair which gives her no opportunity to be graceful? The straw hat is a useful institu- tion, but it is getting smaller instead of larger. Originally it was meant to shade the sun, but in its present form it is as ineffectual as the bowler. The reason is that no one has yet thought of the hat which is not at the mercy of the wind, and, instead of concen- trating on the problem of how to keep it on the makers have simply reduced its susceptibility to wind and taken away its only merit. A straw hat of reasonable size which can not blow off is urgently needed. Win Your Husband’s Appreciation You can buy cheaper flour than Lily White if you want to, just as you can buy cheaper pianos than the Chicker- ing, but—the cheap piano is not a Chickering and the cheap flour will not be Lily White. Nor will it be ‘‘just as good.” Paderewski would never have been famous had he not known how to select the best instruments, and no cook can excel in the fine points of her art if she is not a good judge of flour. Nor can she ever hope to be known as a ‘‘good cook” if she believes that all flour is alike and takes anything the dealer chooses to send her. “The flour the best cooks use” Is made for the careful, conscientious, painstaking and truly noble housewife who believes that her family should be served with the most palatable and wholesome food and takes pride in her art. There are many such women, thank fortune, and the result of their thought- ful care is shown in the faces of happy children and the steady business suc- / cess of their properly fed, appreciative husbands. Inappreciative husbands are often the product of careless, indifferent cooking and baking, and a wise woman soon learns it. Valley City Milling Co. Grand Rapids, Mich. Copy of advertisement recently run in daily papers. peer eae i f t i iE f ij b | Bera SEE SSSR SASS BEN SERIE OAM pasenssy sas: pone Saree eee te MICHIGAN TRADESMAN October 14, 1908 Saud il ial Movements of Merchants. Pontiac+-Ira Dunlap has opened a new drug store. Big Rapids—J. R. soon open a Stillwell wall bazaar store. Muskegon—A. Dick and H. Roze- ma have opened a meat market. Howell—Cyrus Sweet is succeeded | in the grocery business by Henry J. Sweet. East Jordan—A men’s. shoe and furnishing store has been opened by W. Weiss. Manistee—Louis Staffeld is making preparations to engage in the cloth- ing business. < Lowell—G. H. Uglow will open a bakery here, Herman Strong being employed as baker. Pontiac—Gus er, George Dondero. Ann Arbor—A branch candy store has been opened by James Kostaus at 612 East William street. Dowagiac—Scott Bros., ers, have dissolved partnership, H. Scott continuing the business. Allenville—Albert Eckert has sold his general stock to Fred Litzner. Mr. Eckert will return to Germany. Hastings-—_J. Wright will retire from the firm of Wright Bros., who conduct a general store, and go West. | Rapids—C, D. Knapp and/| Leo Marshall have formed a copart-| conduct a dry goods Eaton nership and will store. Kalamazoo—The stock of the Mc- Knight Grocery Co. has been pur- chased by F. C. Walter and W. E. Woodard. Hastings—M. G. Sebald, formerly of Tonia, will engage in business un- der the style of the New York Racket Store. Adrian—H. E. Prentiss is succeed- ed in the meat business by Bettis & Kiff, formerly engaged in the meat! business at Brooklyn. Pearline—Johannes Dyke, at Holland, will embark in the same’ line of trade here with H. Lenters. Lowell—Phin. Smith has bazaar stock to Mesdames Scott and D. C. Macham, who will continue the business under the style of Scott & Macham. Saginaw—The store formerly occu-| pied by Thomas Lawson with a meat market is to be re-opened by Wol-| pert & Sons, who will engage in the! same line a business. Eaton Rapids—J. F. Knapp, grocer, has taken Wallace Knapp into the business as a: partner and hereafter it will be conducted under the style| of J. F. Knapp & Son. |was for many years Dondero is succeed- | ed in the feed business by his broth- meat deal-| former- | ly engaged in the implement business | sold his} Mary} Lowell — Charles M. Edelmann, who recently retired from the hard- |ware business, became the victim ot a fatal attack of heart disease, which occurred on Sept. 24. Traverse City—Frank Kafka, who identified with the Hannah & Lay Mercantile Co., will open a men’s clothing and fur- nishing store about Nov. 1. Litchfield + The Litchfield State Savings Bank has been incorporated | with an authorized capital stock of $20,000, all of which amount has been subscribed and paid in in cash. Hancock—The Hancock Furniture Co. has leased the Ryan block for the purpose of opening therein a furni- jture store about Noy. 1, which will be in charge of Richard Barkell. New Era—Frank Scholten has sold his interest in the firm of Scholten & VanderVen to O. VamGorder. The business will be continued under the 'style of VanGorder & VanderVen. Marilla—Orla D. Stark, who was formerly employed by F. M. Gleason, |general merchant at Copemish, is erecting a store building, which he intends to occupy with a hardware stock. Ithaca—J. L. Barden will continue the furniture and undertaking busi- ness formerly conducted by Harring- ton & Barden. Mr. Harrington is un- decided as to what he will do in the future. Manistee—Wm. L. Brown has been appointed receiver for the Traverse City Manufacturing Co. It is given |out that the liabilities of this com- ‘pany are $34,136.84 and assets $61,- 639.16. Traverse City—The stock of the |Grand Rapids Furniture Co. has been ‘purchased by J. W. Slater, who will close the store which he formerly ;conducted ‘there and continue busi- |ness at the location of the retiring company. Adrian—Robert Thomson, for sev- identified with the shoe trade of Adrian, has opened a shoe store, which he will conduct under the style of Thomson & Co. _Mr. Thomson was formerly a member of the firm of Wesley & Thomson, | which was dissolved in 1907. ‘eral years past | Manufacturing Matters. Detroit—The Motor Car Co. has increased its capital stock from $150,- |000 to $350,000. | Chelsea — The Chelsea Stove & |Manufacturing Co. has been incor- | porated with an authorized capital \stock of $400,000, all of which has been subscribed, $25,000 being paid in in cash and $375,000 in property. In Muskegon—The American Insulat- ed Wire Co. has been incorporated to conduct a manufacturing business with an authorized capital stock of | $50,000, of which amount $25,000 has| been subscribed and $5,000 paid in in cash. Detroit—A corporation has been formed under the style of the Sylph- Form Corset Co. to conduct a manu- facturing business with an authorized capital stock of $1,250, of which amount $1,110 has been subscribed and paid in in property. Adrian—A corporation has been formed under the style of the Adrian Pipe Organ Co., which will conduct a factory, with an authorized capital stock of $10,000, of which amount $5,170 has been subscribed, $2,210 be- ing paid in in cash and $2,960 in prop- erty, Reed City—The Reed City Novelty Co. has been incorporated to manu- facture furniture, perambulators and sleighs with an authorized capital stock of $7,500 common and $5,000 preferred, of which $8,500 has been subscribed and $1,000 paid in in cash and $7,500 in property. Cheboygan—E, M. Lewis, of Mil- lersburg, has contracted to put in 1,000,000 feet of hemlock and cedar logs for the Embury-Martin Lumber Co. He has started camp and is cut- ting the timber. The camps are on the Ocqueoc River, and the stock will be railed to this place. Ontonagon—The Ontonagon Lum- ber & Cedar Co. is having a survey made for a railroad line to tap its timber east of this place. No log- ging will be done at present, but it is the intention to construct the rail- road so that operations can be start- ed at any time. The company’s mill here will shut down sometime this month, Salling—Louis Jensen is planning to rebuild his sawmill at this place. It will be made larger and a band sawmill machinery outfit will be in- stalled. A planing mill 46x60 feet on the ground is also to be erected. He has considerable timber available for this plant and is also operating ex- tensively in the Upper Peninsula near Marquette. Saginaw—Chas. H. Smith and M. V. Foley have formed a co-partner- ship under the style of Foley & Smith to engage in the manufactur- ers’ agency business. Among other lines they have secured Howe scales, Henry Troemmner’s scales, gasoline lighting system, R. T. French & Co.’s spices and the Grand Rapids Fixtures Co.’s goods. Lansing—E. H. Simpkins has been chosen Secretary, Treasurer and Manager of the Perry Barker Candy Co., succeeding Perry Barker, who re- mains with the company as city salesman. Mr. Simpkins has been in the candy business eight years, hav- ing been with the Lansing Confec- tionery Co. until it was absorbed by the Perry Barker Candy Co. Weidman—The.big sawmill of John S. Weidman has finished its cut. It will be dismantled and the machinery removed to some other point acces- sible to timber. Mr. Weidman gave his employes a farewell picnic at Coldwater Lake and the occasion was very enjoyable. The men manifested their appreciation of their employer by presenting him with a gold headed cane. Saginaw—Hal P. Smith has taken the position of general salesman for the Automatic Faucet & Spigot Co. and is now on an extended trip throughout the Northwest. On his return he will become identified with the business management of the cor- poration. The device manufactured by the company is an automatic fau- cet, which renders a vent entirely unnecessary. Grayling—Last fall the N. Michael- son Lumber Co. erected a shingle mill at Houghton Lake. This season the company has built a shingle band saw mill. The Grand Rapids & In- diana Railroad thas built a branch road into the mill property from a point near Cadillac and 5,000,000 shin- gles are being shipped out. This plant has enough timber behind it to stock it for twenty years. Bay City—The mills on the Sagi- naw River are having a steady run and the output this year will ap- proximate 100,000,000 feet. But while there has been considerable improve- ment since July 1 it is a fact that the movement of lumber is not as good as was expected thirty days ago. The railroads have no difficulty in supply- ing all the cars that are needed. There is a moderate quantity of lum- ber being sent out, but the market has not yet developed the activity that has been looked for. Cedar River—Crawford & She have started their sawmill after a short shutdown on account of low water. There is sufficient timber in the river to keep the big mill sup- plied until the freezeup. Seven camps are cutting timber for next season’s sawing and about 8,000,000 feet of logs are already on skids, rawford & Sons do very little cutting in the woods after December, but saw and skid most of their timber during the late summer and fall months, while the winter is entirely devoted to the hauling of logs and cedar products. Sturgeon Bay—The Pankratz Lum- ber Co. will open its camps near Arthur Bay in Menominee county this month and will give employment to too men. The company will start its Arthur Bay mill as soon as sufficient logs can be secured and continue in operation all winter. A large quan- tity of hardwood logs will be cut and the lumber will be brought here on scows next summer and converted in- to flooring and finishing lumber at the company’s planing mill at this place. The forest fires have not touched the timber lands of the Pan- kratz company, _————— <> -o———— Diamond Cut Diamond. “Tm afraid Im catching cold,” said Kloseman, trying to get some medical advice free. “Every once in a while I feel an itching in my nose and then T sneeze. What would you do in a case like that, doctor?” “Well,” replied Dr. Sharpe, “I’d sneeze, too.” October 14, 1908 MICHIGAN TRADESMAN te ty mh : OCERY 4» PRODUCE MARKET ay os =A = y : y ‘ ‘ \ = faa > | Dh hs Wp), ma i, Suv | way 4 e ( te The Produce Market. Apples-—-Choice fall apples $3.50 per bu. Cooking stock fair demand. at $2.75. Fall varieties from New York State are finding an outlet on the basis of $3.75@4 per bbl. s Bananas—$1.50 for small ‘bunches; $2 for Jumbos and $2.25 for Extra Jumbos. fetch Beets—soc per bu. Butter—The market is steadily ad- vancing on all grades and makes, the supply of fresh stock being slightly less than the required amount to sat- | Fancy creamery is for tubs and 29c_ for isfy the trade. held at 28c prints; dairy grades command 20@22c for No. 1 and 18c for packing stock. Cabbage—Home grown commands 75c per doz. Carrots—soc per bu. Cauliflower—$1.25 per doz. Celery—18c per bunch for grown. Chestnuts—t4c per th. for New York. Citron—6oc per doz. Cocoanuts—$5 per bag of 90. Crabapples--$1 per bu. for Hyslips. Cranberries—$8 per bbl. for Early Blacks from Cape Cod. Fges—The market is without change from a week ago. Local deal- ers pay 20c on track, holding candled fresh at 22c and candled cold stor- age at 2Ic. Grapes—Malagas command $3.50@ 4 per keg, according to weight. Honey—t6c per th. for white clover and 15c for dark. Lemons—-The market is material change. demand at $4.25 and Californias are slow sale at $4.50. Lettuce—Home grown hot fetches 1oc per fb. Onions-—Y ellow and Yellow Globes are in ample sup- ply at 75c per bu. a is ee $3.50 per box; Late Valencias, $5@5.25. Parsley-—25c per doz. bunches. Peaches — Smocks and Salways fetch $1@1.25 per bu. White Clings bring $1 per bu. Pears—Kiefers are the only variety now in market. They range around 75c per bu. Peppers—$1 per bu. for and $2 for red. Pickling Stock —- White onions, $2.25 per bu. Potatoes—The local market ranges around 55@6oc per bu. Outside buy- ing points are paying 40@45c. Poultry—Local dealers pay 9@o%c for fowls, to'%4@1tc for broilers and gc for spring ducks. Quinces—$2.50 per bu. without house green is in| home | Messinas are in fair | Danvers and Red | SS 2) Ce 4 ee = | Sweet Potatoes—$3 per bbl. for \Jerseys and $2 for Virginias. | Spinach—6oc per bu. Tomatoes—soc per bu. for ripe and 4oc for green. Veal—Dealers. pay and thin; @oy2c 5(@6c for poor 6@7c for fair to good; for good white kidney. 2. Doings in Other Cities. Written for the Tradesman. The City Council of Allegan has taken steps toward the purchase oi five acres of land adjoining Pingree | Park, to be used for public park pur- poses. The Traverse City School Board ihas been unable to take care of the large number of students who wish to take up manual training and do- mestic science work. These depart- ments are new in the school curricu- j lum. scientific photography and the making of stereopticon slides has been formed at the Hackley wal training school, Muskegon. Tonia has decided that something more must be done in handling its garbage question satisfactorily than simply toappeal to the people to clean up. The city has no system and its streets and alleys are not as clean as they might be. Indeed, the Sen- tinel of that city says that they are in a deplorable state. Battle Creek, Lansing, Portland and other cities of the State are seeking to cultivate the farmers and ithe “farmer trade” and, in line with | this movement, the Merchants’ Asso- jclation of Holland has been looking of late into the advisability of estab- lishing a rest room or waiting room lin that city where farmers may wash, lrest, read or eat and feel at home. | Business man of Saugatuck and iDouwglas and the fruit growers of that section are working to secure a ‘boat line running direct to Chicago ;next season. Col. Adams recom- mends dredging out the river to a depth of 16 feet as far wp as Douglas. A curfew ordinance has reached the ifirst reading in the City Council of | Coldwater. Almond Griffen. Se ice Agreed With the Lecturer. During the lecture at one of the schools on the subject of “Ventila- tion and Architecture,” the tempera- ture of the room rose to a very high pitch. “And now we will turn to Greece, ‘said the lecturer. “So we will,’ said. one of the audi- ence wiping his brow, “unless you open some of the windows.” ——_—_~+ 2 People with small minds are apt to use some big words. | A class in man - ” The Grocery Market. Coffee—The market is firmer than | last week, lc count of a ‘heavier |s strike at Santos | shipments has been affecting ireceipts are increasing again it would | appear as if the labor troubles are | ;beconsing more settled. Canned Goods—While the packers are looking for an advance jobbers hold back expecting er prices. Canmers of corn are ask- ing more money for their goods ow- ing to the shortage in the pack. It is said that many of the corn pack- ers are not urging sales, the price to go still higher. beans are in fair demand at to firm prices. Peas are Peaches are selling more freely and jobbers are of the opinion that prices have reached bottom. Apricots are also in better demand and show finm- ness on all grades above The recent advances in gallon and continued firmness shown restricted the demand to some ex- tent, but holders are not willing to Canned steady steady. standards. apples have make concessions on account of the comparatively price paid for Strawberries and rasp- high green apples. berries continue firm. Packers. of red Alaska salmon are said to be closely sold up and the market has a firm tone. Medium red is mot very plentiful and there is not much Sock- eye or Chinook fish to be had from first hands. Pink remains dull, prices somewhat nominal. Domestic sardines continue firm and in limited supply. Dried Fruits—Raisins are in better request at steady prices. Apricots hold their own both in the local mar- ket and in California. They are sell- ing rather slowly just now, thouzh California shippers re- port the spot demand for with how- ever, apricots good as compared with the general demand. Peaches are steady at no quotable change. Currants are steady also. Figs, dates, etc., are enquired fOr more and are steady in price. Evaporated apples are unchanged since last report. Syrup and Molasses — Grocery of molasses are selling more freely, the trade taking more inter- est because of the cooler weather. The market on molasses holds very firm, as stocks are light, particularly kettle goods. Cane and sugar syr- ups are firm at no change since last week. Glucose holds firm also. Farinaceous Goods—Another ad- vance has occurred in the rolled oats market, 5 pound packages having ad- vanced Ioc per case this week. Bulk goods show no change, but continue grades on a very strong basis. Rice—Receipts of head rice show more liberal proportions and the tone of the market is somewhat New crop L.ouisiana Jap rice is begin- ning to come in in small lots. Fish—Holland therrings are in bet- ter request from the retail grocery trade, holding at steady prices. Salt mackerel is selling seasonably at no change from last week’s quotations. Norway remains firm in price. Cod- fish, under light receipts from the easier. considerably, but as the | low- | | iy especially on Rios, on ac-| demand. The| { tomato | icamments very | 3 and are reluctant sellers at bid prices. | 3 fishing fleet at Gloucester and an in- creasing consuming demand, is firm with a higher. tendéncy. ee How Street Fairs Help a Town. The Michigan Tradesman notes fourteen Michigan cities and villages which have this year held special cel ebrations to welcome home-comers, home-seekers and other visitors and favorably upon. such affairs. This brings up the matter of the iCentral Lake street fair, which has | | expecting | | When lain dormant for the past two years. an annual event Central Lake was the talked of these fairs were nmuost town in this patt of the State for weeks before and after the fair. Several of the whom the business men to Torch mian ‘has spoken concerning the matter have express- ed the opinion that it was about time street fair was revived, has failed to say that the annual and no one while the cost in money and labor was considerable, it paid, directly and indirectly, for all the trouble end eXx- pense. Last year and this have been in a way ‘hard years, although most of the trouble in this section has been of a “sympathetic” nature, ‘hard times, as they are known in some parts of the country never reaching the fortunate dwellers in this region, for various reasons not far to seek. Next year bound to be a boom year such as this is practically country seen. The forces make doubt and ment and hard times, ited the country as a 7 i has mever before which operate to camipaign ‘curtail- have but bene- years seasons of wihole anid made ws ready for the prosperity wave which is coming-——Central Lake Torch. : eee AAR Steady Youths. “Many young men around this town?” asked the man who was about to promote a training college. “Quite a few, the oldest “What are they doing?” “Loafing, stranger,” drawled nhabitant. stranger. “But haven’t they any leaning?” “Oh, yes, you'll find them leaning up against the postoffice and the rail- road station most of the time.” ~~ Lee M. Hutchins (Hazeltine & Perkins Drug Co.) Friday night for St. will deliver an St. Louis Credit Saturday leaves this city where he before the Association following Louis, address Men’s evening. The Monday and Tuesday he will attend a meeting of the National Associa- tion of Credit Men at St. Joseph. He will subsequently deliver addresses before the Credit Men’s Association at Lincoln, Omaha and Des Moines, returning home in time to attend church Sunday morning. Mr. Hut- chins is in strong demand for ad- dresses and speeches from all parts of the country and is invariably in- vited to “come again.” A year ago he delivered an address before the St. Louis Credit Assoéiation which was conceded to be the finest effort of the kind ever heard in that city. Men’s atest mararreaenee trail eNO ht a es te 6 __MICHIGAN TRADESMAN (Bxér) \ (” INDOWanD INTERIO @DE Co RATI ONS 7 rye XK Se = Z = g z \ y at ~ S = Z = Me -__. Defined. Knicker—What is a moral awaken- ing? Bocker—When you can listen to the alarm clock go off without swear- ing. 4 ie PA iii: Fs eearorsas ates ee s October 14, 1908 MICHIGAN TRADESMAN T CITY PARKS. More Perennials, Fewer Should Be Used. Charles. B. Blair, President of the Park and Cemetery Commission, as a measure of economy, would do away with the city greenhouse in John Ball Park, and instead of de- pending on greenhouse growth for the adornment of the parks in sum- mer would mike a_ larger shrubs and perennials. Annuals, use of The greenhouse is in itself an at- tractive feature in John Ball Park and the advisability of doing away with it entirely may be questioned, even although economy does call loudly for a curtailment of park ex- penditure. Mr. Blair, however, is distinctly on the right track in advo- cating a change in the style of beau- tifying the parks. He should be en- couraged in his idea. Ever since this city began beauti- fying the parks in summer the deco- rative features have been the same. Year after year we have had gera- niums, coleus, cannas,,ageratum and bedding plants of a similar mature. The effects produced, it may be ad- mitted, have been attractive, but the decorative scheme thas become _ old and exceedingly commonplace. We see the same effects produced in the small towns that have parks, and in the city dooryards. There is no char- acter, no individuality, no distinctive- ness in the municipal floral display, nor is there any variety im it. When the beds are made in the early sum- mer they remain exactly the same until the season ends. And what a short season it is when dependence is placed on these products of the hothouse. Not until danger of frost is over are the flowers planted out, which means about June 1. The first early frost in the fall converts the glories of the park into withered and blackened ruin. The season at best endures scarcely four months, and for eight months the parks are bare. With a larger use of shrubs and perennials and a moderate allowance for bulbs we can have bloom in the parks from March to November, and no two weeks during this long sea- son will the display be the same. We may not have the solid mass colors such as the geraniums and _ coleus produce, but what is better we can From April to Septem- succession are in have variety. ber the shrubs in bloom, beginning with forsythia and Judas tree, and closing with hydran- gea and althea. Not only can we have a succession of bloom, but pretty foliage effects ranging from almost white through all the shades of green to the red and yellow and almost black cam be secured. The foliage colors change also with the seasons from the pinks and light greens of early spring to the gorgeous ‘hues of autumn. Nor do the glories of the shrubbery expire with the coming of winter. Many of them have bright colored berries which linger for weeks after the snow comes. Some have bark which gives color to the winter landscape. The evergreens add still other variety to the view. Shrubs are easily grown and’ when once planted are reasonably permanent, in- creasing in beauty as the years pass. The city can raise all the shrubs that may be needed in a nursery of two or three acres. In fact, the city already has such a nursery in the back end of Greenwood cemetery, where 20,000 or 30,000 young shrubs and trees are coming on. However attractive the shrubs may be it is hardly probable that one would be entirely satisfied withiout the flowers that bloom, and such is the variety among bulb and _ peren- nial plants that one can have flowers from earliest spring to latest fall— yes, even in midwinter. The bulbs are the first to gladden us, the cro- cuses, snowdrops and scillas, if plant- ed in profusion, carpeting the lawn with purple and blue and white even before the snow is off the ground. Then come the tulips, the hyacinths, narcissuses, daffodils and jonquils. In the meantime the English daisies, the forget-me-nots, the violets and the pansies are in bloom and before the bulb flowers are gone the plants of sturdier growth are budding or in flower, and still others are coming on. The hardy border or bed will begin to show mass in early June, about the time the geraniums are be- ing planted, and from that time un- til cold weather there is a great suc- cession of bloom, every day bringing some change in the display. It will take some skill and experience wit! perennials to secure flowers all the time, but it can be done and in pri- color vate flower gardens often is done. These flowers are easily grown and under proper management rapidly in- crease either from seed or division of the roots or by cuttings. The plants are hardy and once well estab- lished will come up year after year, growing better with the years and more profuse with bloom. Peonies, phlox, gerardias, columbine, coreop- sis, Canterbury bells, Shasta daisies, iris, golden glow, hardy asters, ther- baceous spiraea, larkspur, pinks, fev- erfew, hollyhocks, snap poppy, digitalis, hibiscus, sweet Wil- liam—this is only a partial list of the hardy flowers that grow easily, increase rapidly and give glorious bloom during the long season from early spring tio late fall. To this list may be added the lilies, which be ‘had in succession from May _ to September, and which are exceeding- ly beautiful. of the annnals, like the aster, the four o’clock, the petunia, zinnia, marigold, verbena and nasturtium, may be used with excel- lent effect, and their blooming sea- sons are long. dragon, can Some With park beds and borders plant- ed to the hardy perennials there will be a constant and interesting change in the aspects of the parks, always something new to see and ad- mire. These flowers are of the “old fashioned” kind, such as our mothers and grandmothers grew. But will that detract from their beauty or inter- est? It may be added, however, that these old fashioned favorites have been vastly improved in size, color and style by skillful growers until some of them would be scarcely rec- ognized by our grandmothers. ever In changing the style -of the ak | adornments a greenhouse is not ab-| solutely essential, but in many cases | it will come in very handy in secur- ing an earlier start or for the more rapid propagation of the flowers. This would not require the hothouse tobe in commission all winter, with the | consequent heavy consumption of | coal. By firing up in March or April enough plants can be started to adorn a dozen parks and the early start given them will insure bloom when the bloom is desired. Fascinating Industry Developed in Recent Years. In the last few years a remarkable new industry has developed in Japan. In many parts of the immense coast line of the pearl oysters. found At some points they archipelago are abound in considerable quantities, al- though not until recently tempts been made to apply scientific culture for their and tematic production. The fine from time to time obtained at length stimulated regular enterprise in this direction. The old fishery had dwin- dled to utter insignificance, when ex- periments were tried with such _ bril- lrant that grounds were organized, and now an have at- increased sy's- pearls success large culture immense pearl oyster farm exists on which millions of oysters are aid down and a fine annual crop of pearls is ‘being gathered. On the coast of the main island of the Japanese pelago, Hondo, facing the eastern great archi- vast Pa- cific, are numerous deep bays. One of these, the Bay of Ago, was fixed on as unique in its adaptation for the ostreaceous cultivation. This inlet is + beautiful and picturesque section of the coast. It is broken up into many irregular coves, where the waters are quiet, and every nook is. sheltered from storms. predigiously, and all the Oysters here multiply conditions are wonderfully favorable. So here an immense farm has been establish- ed. It is very scientifically managed, being divided into two sections, one of which is devoted to the young spat under three the to the oysters over that age. years of age, other During the springtide of the year preparations are made for the sum- mer breeding season by depositing stones in the which the spat may attach itself. The baby oysters fasten their byssus to the numbers, increasing as the season proceeds, and the shells allowed to lie quiescent until the be- shallower reaches to themselves. with pebbles in great breeding are ginning of: winter. In November work begins afresh for the culturists, who shift into depths of about ten feet the oysters that lie in shallower waters near the shore. The are removed together with the shells. stones There is a special need for this proc- ess. The winter would kill the lit- tle creatures in slight depths. The oysters are now left to grow for three years without disturbance. A very curious technical operation is performed at the end of this period of three years of repose and growth. The young oysters are now about and a isquare foot of space. | years jenjoy life in the quiet and niucleus is carefully and skill- fully inserted within the bi-valve. With equal care all are placed in the depths again, about four to every For four more the oysters are permitted to beautiful bay, and at the age of seven they are harvested for pearls. [t is not to be imagined that they are free from that suit of remarkable foes, or the pur- raising this crop is without special difficulties. The most formidable enemy of these pearl oysters is the octopus, but they the corrodes the also become minute ! I] On shells. ] - a 's c [ the coasts of Japan sponges are found prey of a worm which in abundance of a coarse variety, and many an oyster is enveloped by these parasites, which fix their roots on the shell and_ stifle the creature within. Some Facts About Stamps. “Postage stamps were in great vogue for collections not long ago.” said a postal employe, “but, although nearly every one made a great fuss about collecting every known variety for some friend, if not for himself, | believe few people ever any the a few that have come to my attention looked up statistics im matter. Here are lately, although I won’t try to prove them to you: The total number of all known varieties of postage stamps issued by all the governments oi the world up to the present time is 20,406, of which 6,153 are apportion ed to the British 14,343 Kurope has 4,361, Asia 3,856, Africa 4,460, America 4,688, the West Indies 1,637 and 1,485. These only standard varieties of Empire amd to the rest of the world. 1 issued Oceanica figures comprise include postage and do not postcards, letter stamps, cards, stamped enve Now, with facts in hand, let any boy proud of lopes or wrappers. these the extent of his collection reflect on what he will have to do to approach the total number.” Real Hero. “Yes,” related the Ionia man, “a burglar came around the other night ’ and stole every squeaky phonograph in the neighborhood.” “Gracious,” exclaimed the visitor, “and what are they going to give him if captured?” “T don’t know, but I think they ought to give him a monument.” Custom Tanning Deer skins and all kinds of hides and skins tanned with hair and fur on or off. H. DAHM & CO., S. Kiefer’s Tannery. Grand Rapids, Mich. Care E. Phone Cit. 5746 My Specials For This Week in USED Autos REO 5 passenger, 18 H. P., 2 eylinder touring car with top and folding glass front, refinished, looks fine. Takes Crescent on high, loaded. Worth $650; my price $490. Cadillac 07 Runabout. looks fine, guaran- teed in Al condition. Worth $450; my price $350. Dozens of other bargains in all makes and models. Be sure and see me before buying. S. A. Dwight, 160 N Ionia St. Grand Rapids, Mich. three inches long. Each is taken up 8 MICHIGAN TRADESMAN October 14, 1908 MICHIGANTRADESMAN 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. O. L. Schutz, Secretary. W. N. Fuller, Treasurer. Subscription Price. Two dollars per year, payable in ad- vance. Five dollars for three years, payable in advance. Canadian subscriptions, $3.04 per year, payable in advance. * No subscription accepted unless ac- companied by a signed order and the price of the first year’s subscription. Without specific instructions to the con- trary all subscriptions are continued ac- cording to order. Orders to discontinue must be accumpanied 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. STOWE, Editor. Schutz, Advertising Manager. oO. I. Wednesday, October 14, 1908 FERDINAND OF BURGARIA. The man likely is to be most in the public eye from an international point of view in the near future is Ferdinand, Prince of Bulgaria, who has recently styled himself, accord- ing to some accounts, Czar of the Bulgarians, and according to others King of Bulgaria. Although not a brilliant man by any means and more a student than a soldier, Ferdinand has shown himself to be no ordinary personage, and his ambition to turn his coronet into a crown may yet start a conflagration in Europe, the outcome of which no man could pre- dict. When Prince Alexander of Bat- tenberg abdicated the principality of Bulgaria in 1886 as the result of an intrigue in which it was understood Russia played the principal part, few of the leading statesmen of Europe thought of. Ferdinand, a princeling of the Austrian branch of the House of Saxe-Coburg and Gotha, as a likely successor. When his name was fin- ally suggested Russia used every ef- fort to dissuade him from accepting, and it is reported that he even pledg- ed his word to the late Czar Alexan- der III. that he would not go to Sofia, but on July 7, 1887, he was elected Prince by the Bulgarian As- sembly, and at once accepted the po- sition. Although opposed by all the pow- ers, particularly Russia, Ferdinand, supported and backed loyally by his 3ulgarian subjects, and _ particularly by the great Bulgarian statesman, Stambuloff, practically defied all op- position and showed more force of character and executive ability than it was believed he possessed. It was not until ten years after his election that Prince Ferdinand was recogniz- ed by the powers and by Turkey. About this time Stambuloff, the prin- cipal supporter and backer of Ferdi- nand, was foully assassinated, and it has been hinted, although no actual evidence thas ever been brought for- ward, that Ferdinand was implicat- ed in the plot, or at least had in- formation as to what was progress- ing. That Prince Ferdinand has kept steadily before him the ambition to become King of independent Bulgar- ia is certain, and in that ambition he has had the undivided support of his subjects. The material resources of the principality have been greatly expanded under his rule, and the 3ulgarian Army has been brought te a high state of efficiency. That he has now proclaimed the independence of his principality concomitantly with the annexation of Bosnia and Herze- govina by Austria indicates plainly that he has acted only after a thor- ough understanding with Austria and probably other powers who hope to profit from the upheaval in the Ba!- kans which is likely to follow. It is not conceivable that so care- ful and cautious a man as Prince Ferdinand would have risked war with Turkey unless he had ample assurances of active support from outside powers strong enough to co- erce Turkey. Bulgaria alone has neither the armed forces nor the re- sources sufficient to triumph over Turkey, a fact which nobody knows better than Ferdinand himself. Should it come to war it is not likely that Prince Ferdinand will lead the Bul- garian Army in person, as he has no reputation as a soldier, being in that respect a great contrast to his prede- cessor, Alexander of Battenberg, who acquired a high reputation for mili- tary skill in the Turco-Russian War of 1877, and later in his successful at- tack on Servia in 1885. But while his army is fighting Ferdinand will at- tend to the intriguing and negotiating wth other powers that will be neces- sary, and in that sphere of activity he is a master hand. PUBLIC OPINION SAFE. One of the signs of the times that is particularly pleasing is the un- doubted change of habit on the part of the American people in their treat- ment of civic propositions. The time has passed when, by common im- pulse, the people sneer and jeer at any stepping forward toward increas- ed powers of civilized man over both nature and society; any presentation toward higher opportunities and bet- ter ambitions. As Mr. Wm. H. Taft said in his speech at the Lakes-to-the-Gulf Deep Waterway convention in Chicago last week: “It is entirely safe to-day to entrust any great civic problem to the care of the people of the United States; and this splendid convention, probably the greatest convention ever held in the United States in the in- terests of the general welfare, is am- ple warrant for my statement.” It is stated without qualification that the Chicago convention referred to was the largest in its numerical strength and in its widespread rep- resentation of the country at large of any ever assembled in this country to advance a purely public ideal. Three years ago next month the Lakes-to-the-Gulf Deep Waterway Association held its first convention with only about 1,100 delegates pres- ent, and with only the states border- ing upon the Mississippi River repre- sented. A year later came the sec- ond convention—and its incidental trip down the Mississippi by the President of the United States—with a trifle over 2,200 delegates present. At the Chicago convention over 4,400 delegates were present, representing forty-three commonwealths. The “dream,” as it was called three years ago, has become sufficiently tangible and solid, purely by virtue of the civic intelligence and civic righteousness of our people, to have assumed a recognized and irrepressi- ble position in the approved possi- bilities of the near future. Next month the people of the State of Illinois are to vote upon a proposi- tion to bond the State for an issue of twenty million dollars with which to help complete the deep waterway from the Joliet end of the Chicago drainage canal to the Mississippi River. If this measure carries the Federal Government will be present- ed outright with the drainage canal and will be asked to contribute an- other twenty million dollars for the same purpose as that to which the State’s bond issue is to be applied. It is difficult to forecast the result of the vote next month in Itinois, but beyond any question there will be developed within the next four years 2n intelligent, ambitious and confident public opinion in the United States which will compe! the Federal Gov- ernment to provide appropriations of at least $50,000,000 each year until there is a 21 foot deep water- way from Lake Michigan to the Gulf ef Mexico. Coincidentally with this will go the building of the canalized waterway 21 feet deep from Georgian Bay and Lake Huron to the St. Lawrence River, below the rapids, by the Dominion of Canada. Such international co-operation is assured by the public approval of the general plan by President Roosevelt, Premier Laurier, Wm. H. Taft, Wm. J. Bryan, Gifford Pinchot, Theo. P. Schonts and James J. Hill, and by their promise—made at the conven- tion last week—to do all in their power to forward the enterprises. GOOD FOR HOMER. Homer Warren, postmaster of De- troit, under appointment by President Roosevelt, has cast aside with a vim his well worn and honorable vocal mantle—“The Sword of Bunker Hill’ —by telling a room full of clergymen just what thousands of high grade, upright business men of absolute rectitude have been aching for years to promulgate to some of the gentle- men of the cloth in an equally dis- passionate, clear and forceful manmer. “The church,” said Mr. Warren to the ministers, “is losing its hold on the great mass of busimess men. Yet never have the cardinal principles of Christianity been believed in more thoroughly than they are to-day. Sel- dom do you hear any expression of disbelief. But what men want to-day is more of a practical demonstration from the pulpit. “The church is where its active discreetly silent opposition is to lessen contributions to foreign mis- sions, church extension, etc. Nearly all of the men who are to-day expos- ed to public condemnation for repre- hensible financial and commercial wrongdoing are members — and prominent members—of evangelical churches. And each particular de- nomination arises in defense of its particular bird of prey. There is a monetary standard which entitles a man to privileges, both moral and le- gal, not accorded to the poor man. “Make it clear that grafting for Christ’s sake is as disreputable as in politics. Preach a more virile Chris- tianity. Talk less of sanctification and more of the Golden Rule. Im- press upon your hearers that going to church twice on Sunday and to the weekly prayer meeting doesn’t justi- fy ‘skinning’ the outsider the rest of the week. It is a matter of common remark that if you are dealing with a man of great religious professions you want to watch every move. The trouble is many men in the church satisfy themselves with the form and not the essence of Christianity. Be liberal in your thoughts. Let the church preach brotherhood,” There is not a single new thought in what Mr. Warren told the minis- ters, the interest attaching to the event being the fact that a layman and a business man had the moral courage to speak right out in meet- ing. There are hundreds of able, broad-minded ministers who are preaching just what Mr. Warren ad- vises and who will applaud what that gentleman has said; and such preach- ers are doing a world of good as con- structive religionists whose interpre- tations and deductions are aimed to- ward promoting the general welfare here on earth. Such men believe in the highest type of citizenship and are striving their level best to drive out bigotry, ignorance and all the other hurtful influences at present in force against co-operation and versal brotherhood. ener a ee uni- Henri Poincare, the leading mathe- matician of France, has given an opinion on a question brought out by an exciting game of roulette between two prominent members of the French court. The claim was made that by a scientific calculation an ex- pert could eliminate the chances and win the game. This is declared im- possible unless the player has a tip that gives him an advantage over his unsuspecting opponent. “All one can do,’ says M. Poincare, “is to com- bine one’s play so as to have a great chance of winning a little and little chance of losiag much, or a few chances of gaining much and many chances of losing little. One can arrange his play so as to have one chance_of winning a million francs and a million chances of losing one franc, or a million chances of win- ning a franc and one chance of losing a million francs—and that’s all.” ss eneeeiepeeeeieemniien arte The man who can be bought al- ways thinks he can not be caught by his buyer. ee People who make trouble always talk of their trials. a Pees er a eee amet October 14, 1908 MICHIGAN TRADESMAN 9 A SCHOOL FOR CONSULS. Formerly appointments to consular positions were made as payment of political debts, with the result that consular positions were in a large number of cases held by men utterly unfitted. by previous training for the duties of the office. As a result, American consuls served no serious purpose other than the mere clerical duty of certifying invoices. All that is mow changed, and the consular service is commencing to establish a reputation for itself as a useful and praiseworthy branch of the Govern- ment, During the present administration the consular service has been thor- oughly reorganized. Congress au- thorized the grading of consular of- fices into classes, and provided for new appointments to be made only in the lower grades, the higher po- sitions to be filled by promotion from the lower, as rewards for merit. Con- gress did not go as far in the law en- acted as the administration desired, however, and fell short of placing consuls under the protection of the civil service. This defect was reme- died by an executive order, which not only places consular positions on the same plane as all civil service posi- tions, but also provides for a rigid examination into the qualifications of candidates, The examinations which applicants for positions as consuls must pass are sufficiently rigid to insure that only men of education and: ability can be appointed. Even men who had been graduated from reputable col- leges and were considered fairly well up in educational matters have failed in the examinations, hence it has been found advisable for candidates to devote some time prior to exam- inations to special studies. It is said that several of the well-known uni- versities have established depart- ments to care for the branches that applicants for consulships are partic- ularly required to be proficient in, and it is reported from Chicago that a school has been organized especially to prepare young men for a career in the consular service. ——_>-~.___ CHARACTER AND EDUCATION. “What is the object of free public education?” is a question that will be answered variously, as the subject is viewed from different standpoints. When the American public schools were first opened the world was told that the object in view was to teach embryo American citizens the duties that were to devolve on them in maintaining free institutions under a constitutional government. The American people were vested with the right to elect their public officials and lawmakers, and any one of the rising generation of the junior citi- zenship might aspire to hold office, and, therefore, the public schools were intended to prepare them for those manifold functions. It was not stated how much ed- ucation was required to fit citizens for such important purposes, and in the course of time it was demonstrat- ed that the quality and degree of a man’s education have little to do with his attainment of official position. Therefore, it became necessary to find some other excuse for universal education. This was found in the dec- laration that the Government should teach its citizens how to make a live- lihood and actually put them in the way of a start towards getting rich. Thus there has grown up a large body of opinion and demand _ that there be available to all at the public expense technical education in ali the mechanical trades, commercial pur- suits and professional callings. Some weeks ago an_ educational congress was held in London, when the President of the assemblage an- nounced that “the ‘highest work of a school is to kindle and foster no- ble ideals of life and duty’—in a word, to form and establish in the youth of the country high standards of moral character. This would seem to be the real reason why there should be any free public education. The speaker mentioned declared that there must be, and in good edu- cation always wes and always had been, some direct imparting of moral ideas. Men and women needed the inspiring force of a clearly appre- hended religious and moral ideal. It was not desirable, nor would it be just and proper, to teach sectarianism in the schools. Being Government institutions, the system of education should be free from all doctrinal and dogmatic religionism, but there must be a constant inculcation of the ne- cessity for truth, honesty and a faithful devotion to duty in all ‘hu- man society, or else it would go to the lowest depths of moral debase- ment. The affairs of human society must be founded on truth, honesty and a due sense of duty, and these princi- ples must be instilled in the children at home and at school. Without such a basis of character education is of little permanent use. ——_2~> 2 How Much Will the Traffic Stand? Crowding a man for all he will stand in payment for a desired thing is one of the recognized principles of business. “What will the traffic bear?” asks the railroad traffic manager. “How much can he afford to pay?” asks the physician. “The corporation needs that piece of real estate and can’t get along without it; how much can I stick it for?” puzzles the real estate owner who’ holds title to the land. Everywhere the man who is able to pay is looked upon to pay all that he is able. To close a deal of any kind with him and discover later that he could and would have paid more is something to give heartache to the person who feels that he has over- looked an important bit. The man closing the deal may have cleared three times what he could have hoped to get, but the chance that he could have got four times as much stings him. It is in this way that a good many wealthy men through a long souring experience with. the world, zet the reputation of being hard men to deal with. They are forced to be upon their guard against extortions anda from this they become the tight-fists of a community. From this defen- Sive position, finally, they take an of- fensive, aggressive tack and the re- sult is that to-day in almost any com- mercial transaction on a large scale or small, the man who would buy finds himself in the position of con- cealing his real interest in that thing which he seeks to gain possession of. One betraying glance or .word may cost him dearly before he is done. I have a friend who some time ago obtained a patent upon a small house- hold commodity. It was infringed by another manufacturer, and when he prepared for action against the in- fringement, a new patent attorney in Washington discovered from the rec- ords that one of the chief principles in his mechanism virtually had been covered in a crude patent issued ten years before. In order to push his claims against the infringer, my friend looked up the man who obtained the earlier patent. He found him conducting a small no- tion store in a small residence neigh- borhood. The man had forgotten his patent almost, but finally dug up the papers and a remaining sample of the crude article. In the meantime my friend told the story, guilelessly, of how his perfected appliance had been infringed and how he purposed to have redress for it. All the cupidity of the small deal- er was aroused and when my friend asked a price upon his patent which he had left lying idle for ten years, the man named a sum that was pro- hibitive. But the owner held out. To- day my friend has given up his own invention and as far as he has de- termined from putting two and two together, the small has grabbed off his perfecting features in the new patent and is turning out the article, wholesale. “What a fool was the comment of the attorney to whom the friend went when it was ttoo late. “IT could have planned a scheme whereby you could have made the ac- quaintance of that fellow and bought his patent rights probably for $25 and found him glad to sell.” Several years ago a friend of mine at Lake Geneva, conducting a sanitar- ium on the shore of the lake, noticed that a manufacturing plant nearby was sending clouds of exhaust steam into the atmosphere as waste. It oc- curred to him that a line of pipe from the plant to the radiator pipes in the sanitarium would serve to utilize this waste steam to his advantage. Probably the most insidious of the small extortions put upon the well to do to-day is in connection with the ownership of an expensive automo- bile. Most owners of these machines can run them satisfactorily until something goes wrong. They don’t know what the trouble is and either merchant you were!” they are run into a repair shop or: the repair man is sent for. When the repair man has disap- peared under the machine to diagnose the trowble the owner is as much in the dark as ever. It may be a trifling derangement of the mechanism | requiring only a minute for adjust- ment, but if the workman will he may spend an hour at it. The owner will stand the charge and without a kick, “O, say,” I heard an employe in such a shop say not long ago, “it’s a shame to take their money!” a situation on a Chicago residence corner where a flat owner erect another wing of a flat building that shall ex- tend beyond the alley for a _ fult block. But he made a mistake when he began buying the property there. The completed portion of .this flat building extends the width of six city lots on the one ‘street and the property on which it was built was vacant at the time of the purchase. At the same time of the first pur- chase five of the six necessary lots on the other street were vacant and were purchased at current rates. But one of these lots has an old house on it, occupied by a family which rents it from the owner. Between the owner and the tenant the price of this obstructing house and lot has gone up until it may be years before the flat building plans ever are car- ried out. I am familiar with desires to The mistake this builder made was in not having bought the obstructing house the moment he could get an option on the other lots. In all prob- ability he could have approached the obstructionist and at a sharp discount for cash. Now that the,own- er sees the importance of his prop- house owner bought the lot and house erty to the builder his cupidity may make it impossible for the flat owner to complete his plans. line of business the man puts wpon his holdings is subject to change accord- ingly as he feels that the man bar- gaining is overanxious to buy. Not to appear overanxious in bargaining, therefore, is a necessity on the part of the one in the position of pur- chaser. How best to avoid some of these costly betrayals of anxiety is in avoiding the situations that force them, as could have beem done in the case of the man planning the big flat building. All down the value which a Howard Cheltingham. —_—__ 2. The Lesser Evil. A well-known speaker said recent- ly that most public utteramces bore both the audience and the speech- maker about equally. “I always feel glad when called upon to speak, how- ever,” he added, with a smile, “for I often find myself in the position of an amateur actor of my acquaintance. “He was in all the theatricals go- ing in his small town. He played all sorts of parts. I asked him one day if he did not get tired of appearing in every private theatrical perform- ance. “*Yes, awfully tired,’ he replied, ‘for I don’t like to act a bit. But I know if I am not on the stage I shall have to sit in the audience.’” ee No man can live a whole life with- out some sense of the life of ail men, 10 MICHIGAN TRADESMAN October 14, 1908 THE HOUSE’S POLICY. The Employe Should Get in Har- i: mony With It. Every business has a head and pol- icy. The man or woman at the helm may be unconscious of the fact, the employes may pay no attention to it, but just the same there is a mov- ing spirit behind every successful business which the thoughtful em- ploye should study and with which he should work in harmony—get in line. If you will apply this principle to the different concerns with which you are familiar, you can easily trace the influence. . To the extent that you are able to understand this principle and profit thereby you will rise in the estima- tion of your employers—earn money. This moving spirit may be the man- ager, the proprietor or some one who influences one or both. The person who thinks he is some- thing more than a machine should not stop until this vital matter is settled, until a thorough knowledge of “the policy of the house” is mas- tered. This “policy” is not always reflected in the advertising, because only the best advertising men pay much attention to such things. Those who do get the best results. The orders to employes can not fully express the policy, because the policy is a subtle, intangible influ- ence which it is hard to express in words, but its existence is none the less sure and absolute. Every em- ploye can read or understand the gen- eral meaning of orders, oral or writ- ten, but it is only the exceptional per- son who can carry them out in har- mony with the spirit of the house. Many rules in different concerns are exactly the same, but their applica- tion and interpretation should be modified in accordance with an in- telligent understanding of the gen- eral policy. The ability to discrim- inate, to know when to apply a rule. when to act in a given case in viola- tion to a definite rule, is just the qualification which is rewarded by promotion. No set of rules can be_ broad enough to cover every situation. The employe who knows why rules are made and recognizes that they may be safely ignored under unusual con- ditions will receive the approval otf his superior if he is worthy of the services of good people. The ideal employe is one who per- forms his regular duties in a satis- factory manner and who can be re- lied upon to act wisely in case of an emergency, or when some unusu- al situation calls for discrimination, caution and courage. At such a time the employe who knows the “policy of the house” has a better chance than the automatic machine, whose thought has not gone beyond rules, specified duties, and an intense de- sire to keep out of trouble. This is the distinguishing point between blind and intelligent service. Right here I fancy some friend may say: “Why doesn’t the manager tell us all these things and give us 2 chance? I never was told to use my judgment.” True. It would be un- wise for managers to make rules and then tell employes that they can break these rules. It is only the ex- ceptional employe who could be trusted to use such discretion. The simple intimation that under certain conditions rules could be violated would lead to confusion and disaster simply because there are only a few out of the total who are sufficiently well informed to be intrusted with such responsibility. We are now trying to mark the path which will lead to greater profit. Rest assured that it takes courage to break rules and also that such cour- age, born of an understanding of the plans of the house, will be appreciat- ed, because it gives evidence of abili- ty and understanding which can be trusted with greater responsibilities, which is only another name for more salary. A word of caution is necessary. You must not confuse courage—a de- sirable positive quality—with the oth- er forces of audacity and daring. The former is a definite quality found- ed on knowledge, _ self-sufficiency, poise and dominion, while the latter is a blind “take a chance” spirit, mis- directed zeal—the counterfeit of cour- age. It is no discredit to any business organization that its policy is dif- ferent from other concerns in _ its class. This world is made up of mil- lions of people, and there are quite as many kinds of people as there are stores—-probably more. If you stop and analyze the rea- sons why you do business at a cer- tain store you will find that there is a strong influence which is not on account of their goods or _ prices. Somehow you and I feel at home in certain places of business, while oth- er institutions do not appeal to us. This is a delicate influence which it is difficult to express in words, but which exists, is positive, and earns dividends. for the house which pos- sesses the largest number of favor- able impressions. Take, for instance, the firm’s ad- vertising. The man who can breathe the spirit of the house in his adver- tisements is the ene who will bring people in who will be satisfied when they come, because they will find in the house just the conditions which were reflected in the advertisements. Therefore there is little profit in ad- vertisements which misrepresent, be- cause they won’t bring in the kind of buyers who will be satisfied when they come. Or the buyers will be disappointed, which is still worse. The clerks in harmony with the policy of the house will reflect that element in his service and strengthen their position both with customers and management. Selling goods or doing any other work in a concern is a science. The first law of science is harmony. Peo- ple will buy more goods and pay a higher price for them under harmoni- ous conditions. “A house divided against itself shall fall.” The ideal business is one in which the management, goods and service are all harmonious. Such a concern will not sell to every one, but to the people who like its policy, who appreciate the atmosphere of the place. Such a house has a power thereby | over its customers which frequently has a larger money value than the entire stock, tools and fixtures. This is good will. Every worthy concern has charac- ter—good will. Now, we will pre- sume that you obtain a humble posi- tion in a certain establishment. Is it not plain that your first duty toward your employer and to yourself is to get in line? There is a pat saying: “Get in line or get out.” There always will be plenty of peo- ple to do up bundles and say “they are 25 cents each” in a parrot voice, or add up a column of figures, type- write some other person’s dictation, or dust the shelves. But it is the persons who can iook behind the de- tails of their work and get the in- spiration and absorb the general di- rection of the “policy of the house” who will be asked to come up high- er, who will be placed in a position where it can be said that they “rep- resent the house’—a mighty inclusive and important affirmation. Get back to the mines. Get to the fountain head. It’s your business to know the pol- icy of your house, and if you are wise you will not be misled by some associate, either above or below you in position, Keep your eyes open and ear to the ground. Read the firm’s advertisements. Draw out their best customers— people who have done business with the firm for years. Find out why they like the house. Look for good and you will find it. Every successful concern has a character all its own. What is it? Chances to get a raise in salary are all around you, but some are too busy finding fault and feeling the sore spots of “bad luck” or “no chance to get on” ever to find them. These chances, like salvation, are “free,” but if you depend on any one else you'll fail. “Work out your own salvation.” Commence to-morrow. In a week you will be surprised to know how much you have learned. In a month you should notice signs of growth— more understanding. The place to begin is right where you are. Your horizon will expand as you advance. Some day, while ing } —working with the current of affairs and in harmony with the policy of ‘he house, you will be noticed, ap- preciated, promoted. Seth Brown. ——.-— Merely a Suggestion. Norah, the “green” cook, says a writer in the Philadelphia Ledger, poked her head in at the dining-room door, and asked: “Plaze, ma’am, an’ how will I be knowin’ whin the pud- din’ is cooked?” “Stick a knife into it,” answered the skilled housewife, “and if the knife comes out clean the pudding is ready to serve?’ intelligently do- Wis, ma‘am.” “And, O Norah,” continued her mistress, “if the ‘knife does come out clean, you might stick all the rest of the knives into the pudding.” “Stocking For Boys and Girls are one of the most popular items in headwear for cold weather. We are show- ing the follow- ing styles and prices: , 1 Child’s single, white, with fancy SUMIDOR, $2.00 Child’s mercerized, double, white with fancy stripes...... .... 2,26 Child’s mercerized, double, plain WOE ee ees: 2.25 Boys’ cotton, double, assorted dark colors...) 2.00 Boys’ worsted, double, assorted dark colors, with stripes...... 2.25 Boys’ worsted, single, assorted light colors, with stripes..... 2.25 Boys’ worsted, double, assorted MOON OOOIS, ook oo. cs 2.88 Boys’ mercerized, double, as- sorted light colors, with stripes 2.25 Boys’ and Misses’ worsted, double, with mercerized stripes 4.25 Boys’ and Misses’ worsted, double, dark colors .......... 4.25 Boys’ and Misses’ worsted, double, white, with assorted Stripes 4.25 Boys’ and Misses’ angora, dark colors, with fancy stripes..... 4.25 Boys’ and Misses’ mercerized, wool lined, plain colors, with fancy stipes). 4.25 Boys’ and Misses’ plain colors, with pineapple stitch......... ‘4.50 Boys’ and Misses’ plain white, GOUDE ee a, 4.50 Boys’ and Misses’ white silk, With stripes... 60s 4.50 Boys’ and Misses’ Camel’s hair, plain colors, assorted......... 6.00 Boys’ and Misses’ white silk.... 6.00 Boys’ and Misses’ white silk, with stripes, worsted lined.... 7.50 Mail orders receive prompt and care- ful attention. Grand Rapids Dry Goods Co. Wholesale Dry Goods —_ Dinnnstincnibiinineetii cane ee caren oy saan OES Lise 82 0 dle, ee eae Beste October 14, 1908 MICHIGAN TRADESMAN Using the Pretty Girl in Advertising. Improbable although it seems, in none of the departments of commerce is such heavy tax placed upon grey matter—save that which pays the freight—as in that charged with the responsibility of giving publicity to products. There are those who are content to follow the advertising successes of one or two decades past, but the greater part look for the “somewhat different.” In the demand for constructive ad- vertising genius has. brought into existence a profession, scarce yet out of its teens, and all of its adeptsseem surcharged with the elixir of “go.” Trade paper advertising possesses value, and the buyer who denies him- self the privilege of reading from ‘kiver to kiver” every trade journal exponent of his line does not know all that is “doing.” In fact, if he limits his reading exclusively to the advertisements, rather than to the text, his knowledge will likely cover a greater area in the matter of things he should know as a manufacturer or trader. There are many whose publicity needs are but partially met in trade paper advertising. It is doubtful ii any given publication of this charac- ter will circulate among the entire list of one’s customers. Therefore, the necessity of calling into service a di- rect medium is presented. The de- scriptions of the last-named are with- out number. It is under this partic- ular classification where the greatest waste is now evident. The cost value of such that daily goes into the waste basket must surely present, could the figures be accurately compiled, an appalling total. Circulars, cards, bro- chures, price lists, booklets, calen- dars, house organs, etc. without number, go into the waste basket without receiving more than a pass- ing glance. Let but a small fraction of this cost be spent in advertising matter which because of its quality, charac- ter and generally pleasing tone will command the attention of those to whom it may be directed, and there would be but few doubters as to the compensation to be found in adver- tising that “does.” Prove this to the skeptic, and you then find a demand for “advertisement talent” exceeding the supply. Sooner or later the proot will be made. Every seller will recog- nize that sales can not be effected by the salesman alone. He _ will be forced to concede that in the supple- mental force of real advertising he secures to himself the maximum of results. The day will come when a mere spread of printer’s ink will cease to be regarded as advertising. Copy alone, without the proper vehicle, can not effect the desired results. There must be a combination that wil] at- tract and impress the addressee. It is the writer’s observation that the pretty girl advertising matter comes closer to realizing the hopes of the advertiser who needs employ direct media than that of any other description. A propos the pretty girl. Let the qualification be here made that the portrait of any female celeb- rity of the theater, divorcee, or pub- lic character does not come within the meaning of the phrase. These are too likely to bear the stamp of professionalism. Youth, innocence, modesty of garb and pose, total ab- sence of vulgar suggestion, the en- semble of which creates a pleasure closely akin to that experienced upon the sun’s bright rays entering a dark- ened room, more accurately approxi- mates my meaning. Since the beginning of time the chivalry in man has always prompted his admiration for the beauty of woman. No manly man wants. to sidestep its charm. It is true of beau- ty in the flesh or in a picture. Ig- norance and simon pure gall, some- times a mixture thereof, is responsi- ble for the reproduction by some publishers and advertisers alike of portraiture at once coarse, vulgar and insulting. Not only is it offensive, but it needs be an advertiser who fears not the adverse criticisms of his customers, real and _ prospective, who would employ such subjects. The many processes of reproduc- tion now employed in the graphic arts, as concern expense, make it possible for all advertisers to utilize the pretty girl idea in their advertis- ing matter. Half-tones, duo-tones, three-color plates, lithographs, photo- lithographs, photo-gravures and pho- tographs—-each are extensively used. The higher grade processes command not only better price, but also the greater attention and _ consideration. The Akron Mining, Milling & Manufacturing Co., Aurora, IIl., man- ufacturers of paint, and selling only to the consumers of large quantities now, a little over four years ago adopted as an advertising idea a photograph card the size of a pos- tal card. The face of the card, ex- cepting a space to the depth of one and three-quarter inches at the low- er end, was given to the portrait of a pretty girl. The lower space in- cluded a calendar for the current month and the concern’s address. The reverse side of the card contain- ed a simple advertisement about as follows: If you don’t use ROBINSON’S PAINT you ought to. Every month there was a new model on the picture side of the card and change of copy in the three top and three bottom lines on the reverse side. The center line, an electrotype, remained the same. Last fall I made bold to ask Fred. W. Harkness, Secretary and General Manager, to tell me what results had come to him from his simple adver- tising campaign. He replied substan- tially: “We began sending out these cards as enclosures to a mailing list of about one thousand addresses, of which between three and four hun- dred were customers. To-day, of the same mailing list we include between seven and eight hundred as custom- ers of record. I attribute the success solely to the use of the cards. They followed our salesmen, and our sales- men followed them. In every in- stance, without a single exception, the cards provoked a pleasant word from the buyer, even after our ear- lier efforts for orders met with fail- ure. Yet the buyer was sufficiently interested to request that his name be not stricken from ur mailing list because of his failure to order. The continued pleasantries induced by the cards sooner or latter led up to persona! pleasantries between the buyers and our salesmen, with the ultimate result as quoted. We can’t use a greater number of cards, for those which we now get fully cover every possible purchaser we _ can serve. You may better realize our appreciation of these cards when | tell you that since we began we have found it necessary to enlarge our ca- pacity and up to thirty days after the panic hit the country our orders con- tinued in sufficient volume to insure a full month’s operation of our fac- tory with our entire force.” A brief analysis of this advertiser’s campaign discloses a total increase f from 30 to 40 per cent., or an an- nual average of from 7% to Io per cent. In fact, the business of the concern was doubled in four years. The story of the campaign should prove an eye-opener to the advertiser or department manager who congrat- ulates himself when he _ secures 2 per cent. and has strong visions of increased salary when the clean-up shows 5 per ceni. To complete the story, it may be stated that after a few months’ of the idea, the cards were sent un- der one cent postage, the enve containing, in addition to the address, the notation, “For attention, Mr. Blank, purchasing agt.,” or other des- ignation of the buyer, and then it was rubber stamped “personal,” in ink. This was done to assure the sender the card would get past the office boy and into the hands of the person for whom it was intended. The total cost, exclusive of addressing, amounted to less than thirty per month. use lope red dollars Here is a brilliant example of the possibilities of the harmony of rela- tionship between the advertising and sales departments. Each helped the other-—both were employed in a com- mon cause—the pursuit of orders.— Arthur G, Battersby in Selling Mag azine. 2 3. Probably cere as the women to car fare. there is nothing so insin- struggle between two see which shall 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. “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 garments will not wear ‘‘something just as good,’”’ but will insist upon having The Ideal Brané. Write us for samples. THE DEAL (LOTHINGG GRAND RAP/OS, MICH. pay the | 139-141 Monroe St Both Phones US 7.U) 2S bee Shirts, WANTED Merchants to inspect our line of Storm Proof, Fur Lined, Duck, Corduroy and Leather Coats, Mackinaws, Kersey Pants, Flannel Shirts, Jersey Lumbermen’s Socks, that we are showing one of the most complete lines on the market, and our prices are right. and be convinced Wholesale Dry Goods P. STEKETEE & SONS Grand Rapids, Mich. i B i £ ' i E j en eR ae RT CaN MICHIGAN TRADESMAN ee PERS ep aS IRA ot T ER ih BERET EELS ERED 9 ERTIES BISBEE RET SO et Se a October 14, 1908 oy) 44) | BUTTER, EGGS 4*» PROVISIO asa) )e ( ee niin fy, Ss: AW TIM Meg er Ss a= =) + OSS mts f x A i at ¢ al Soft Wood Butter Tubs and Molay |: in one of the tage’ butter stores. “In Butter. “If you will come down cellar with me I will show you some of those tubs that have soft wood in them, and about which I spoke to you a short time ago,” We went down into the butter cellar and the porter brought out of the box sam- ples of a shipment that had come in recently. The first cover that we examined was evidently some sort of maple wood, staves amining the butter it was found that the top tasted woody, the flavor hav- ing passed through the linen cap cloth into the butter. Jt was so marked that any judge would have turned it down at once. ers had only a piece of soft sometimes less than one-third, but it was easily seen and would have been objected to by any good buyer. said a receiver. made of while the In discussing the matter further | stripping one of the tubs I discov- ered that the paper on one side had ibeen folded back, making a V-shaped ispace some inches across where the |butter came up against the tub. That ae was just as bright and free from mole 1, while all the rest of the butter \was covered lillustrates what I have with mold. Now this always be- lieved, that paper linings are worse than nothing unless they are treated iproperly. It is evident in this case were of white ash. On ex-| the liner was not soaked in brine be- ifore being used, but was put on ‘dry. The tub had probably been isoaked and salted, but either through ineglect or thoughtlessness the paper jliners were not treated in the man- Other cov- | wood, | with the receiver I learned that some | time ago the bottom of the were made of that kinds of wood, but tubs | on the strong complaint of the re-| ceiver the creamery either changed | the house from which it secured sup- | plies, using white ash. Now the soft wood | is found in the covers and it is just | as obiectionable there as on the oth- er end of the tub. Enquiry throughout the frade has | led to the discovery of a number of | attention was called to the atte ily. These are lessons that ought to or the tubmaker went back to | ner that we all know is essential. “This teminds me of another ex- perience I had with mold which shows the unwillingness of some but- termakers to do the right thing. We were getting a creamery that was moldy week after week, and we wrote to the buttermaker, urging him to soak his tubs and then rub salt on the inside. He wrote rather a surly letter, telling about what they were willing to stand for, but we are in- clined to think that he got orders from the manager to use the salt, for ihe dumped a quantity in the bot- tom of each tub. When that ship- iment came along the bottom of the | ibutter and for four or five inches on ithe sides was absolutely free from Ges : : imold, while the rest of the butter these tubs, and it is quite time that | Woody flavor is a very serious ob- | jection and it is quite important that | every possible precaution be taken | to guard against the trouble. It seems quite probable that in most cases at | least the creamerymen are not aware | | of the kind of tubs they are using. | Possibly some manufacturers who do not value the reputation of was the same as it had been previous- convince any intelligent maker that ‘there are ways of les — the troub- ‘le with mold, which has been so se- lrious of late.”"—-N. Y. Produce Re- i view. Oo New Cattle Slaughtering Device. In the slaughter house at Dun- their |fermline, Scotland, a mew instrument product as much as they should have for killing has been introduced. The been offering a little cheaper tub, linstrument is about a foot in length. which some creameries have been in- |The barrel is rifled and the muzzle clined to try.- Whatever explanation | shaped like the mouth of a bell and may be given, the fact remains that angled in order to adapt itself to the it does not pay to buy a cheap tub. islope of a bullock’s head. By un- There are standard makes that are screwingthe opposite end from the just as reliable as the separator churn. Or | muzzle the cartridge may be insert- Every particle of wood that | ved. When the bullock has been goes into their manufacture is sea- | firmly drawn up, the operator places ‘the bell end weil up on the fore- If white ash is used nothing else |head and with a sharp tap of a mal- soned and selected for that purpose. goes into the tubs. Hence, it pays to) know whom you are buying tubs |f from, and to be assured that every | tub has the maker’s guarantee be- hind it. llet all | | is over, the beast generally falling down without a struggle. Ii the bullet has been properly placed ‘its path should be along the spinal | cord, completely severing it. If the “If you had been here this morn- | instrument has not been well placed ing I would have given you an ob- ‘death is a little longer in ensuing, but THE EUREKA EGG TESTER COMPANY FORT WAYNE, INDIANA No More Bad Eggs If You use the Eureka Egg Tester Mr. Grocer, Hotel Proprietor, Restau- rant Manager, Baker. Confectioner: Dia you ever stop to consider how much money you lose per year on account of the eggs you purchase that are stale Or worse? Try an Egg Tester—A Chiid Can Operate it. Instructions with each tester. Something entirely new. So prac- Send stamp for particulars. State rights for sale. THE EUREKA EGG TESTER COMPANY Fort Wayne, Indiana WANTED —Live salesmen make $10 to $15 per day. tical and necessary it sells itself. BEANS AND We are in the market for both. CLOVER SEED If any to offer, mail samples and we will do our best to trade. ALFRED J. BROWN SEED )CO.., GRAND RAPIDS, MICH. ‘ OTTAWA AND LOUIS STREETS FOOTE & JENKS’ PURE FLAVORING EXTRACTS and the genuine Highest Grade Extracts, ORIGINAL TERPENELESS EXTRACT OF LEMON Not Like Any Other Extract. Send for Recipe Book and Special Offer. Order of National Grocer Co. Branches or Foote & Jenks, Jackson, Michigan W.cC. Rea We solicit consignments of Butter, Eggs, REA & WITZIG PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. Beans and Potatoes. Correct and prompt returns. REFERENCES Marine National Bank, Commercia] Agents, Express Companies, Trade Papers and Hundreds of Shippers. Established 1873 A. J. Witzig Cheese, Live and Dressed Poultry, All Kinds of Cheese at Prices to Please Write or phone C. D. CRITTENDEN CO. 41-43 S. Market St. Both Phones 1300. Grand Rapids, Mich. Wholesale Butter, Eggs and Cheese FRESH EGGS WANTED Headquarters for Fancy Jersey and Virginia Sweet Potatoes F. E. Stroup, 7 N. lonia St., Grand Rapids, Mich. BUTTER is our specialty. We want all the No. 1 Dairy in jars and Fresh Packing Stock we can get. Highest prices paid for eggs. Will give you a square deal. Try us. Both phones 2052. T. H. CONDRA & CO. ject lesson in moldy butter that you in any case there is no pain to the q nuf rers of n would never forget,” said a salesman 7 Manufacturers of Renovated Butter Grand Rapids, Mich. 7 ibees es bot 2 whe a ed October 14, 1908 MICHIGAN TRADESMAN 13 How Salmon Are Packed. The Alaska Packers’ Association has just issued an interesting work on salmon, which will go a long way toward explaining to the uninitiated the processes almost unknown used in the great imdustry on the coast. One of the most interesting chapters is that which explains the method of preparing salmon for market. For the information of thousands who are not aware of the processes the fol- lowing is reprinted: Salmon for canning purposes are not caught by hook and line, but in gill mets, seines or traps, and are, immediately after catching, brought to the canneries in boats, scows or steamers. From these vessels the salmon are raised by elevators to the fish dock and given a thorough exter- nal washing. In modern canneries they are then butchered and cleaned by machinery, and after being criti- cally examined pass into brine tanks for final cleansing. Next they pass into dripping tanks, where all the water is thoroughly drained off. From them the fish, by endless chain carriers, are conveyed to the cutting machines, where a number of rapidly revolving circular knives divide the salmon into pieces the length of a can. For pound and half-pound flat or oval cans the salmon is then pack- ed by hand, as no practical machine for filling these cans has yet been Over 80 per cent. of all salmon is packed by machines in the highly preferred tall cans, as a ma- chine does not get tired or neglect- ful. For tall cans the salmon are fed from large hoppers, which are attached to the cutting machines, in- to the filling machines. The salmon, first being cut into cylindrical pieces, is by gentle pressure of a piston plac- ed in the tall cans in as nice and in a more appetizing way than could be done by hand. In addition to one pound of fresh salmon each tall can contains one-quarter of an ounce of table salt, which is put into the can before filling. From the filling ma- chines the cans are transferred to ta- bles, where they are thoroughly in- spected, weighed and any deficiency supplied. Endless belts then convey cans to can-cleaning machines, where the exterior is submitted to a jet of air under ‘high pressure and then pol- ished with rapidly rotating wire brushes. Next tops are placed on the cans and crimped by another ingeni- ous device. Then in the soldering machines the tops are soldered to the cans, after which they pass over run- ways under numerous jets of cold wa- ter, which cools and sets the solder. The central vents of the tops, which are open until this stage of fhe proc- ess, are sealed, and the cans are plac- ed in openwork steel trays, or cool- ers, as they are called, which are im- mersed in tanks of hot water. Air bubbles escaping readily call atten- tion to leaky cans, which are remov- ed by tongs and passed to the leak menders for immediate repairs. The contents of a mended can are fully as good as of any other. The trays are then placed one upon another on cars and run over a track into steel retorts, where the salmon is subject- devised. ed to the first cooking. This requires about fifty minutes under a steam pressure of six pounds at a tempera- ture of 220 deg. Fahrenheit. The cans are then withdrawn and vented by piercing the tops with small brads to allow the heated air to escape; there- after these second vent holes are soldered. Every salmon can _ will, therefore, as explained, have two sol- dered vent holes in one end. The cans are next placed in another retort for the second cooking of sixty minutes under a steam pressure of twelve pounds, or at a temperature of 240 deg. Fahrenheit. After the second cooking the cans are carefully clean- ed by scouring them in tanks of strong lye, then washing in boiling and, lastly, in cold water, after which they are allowed to stand for several weeks, during which time repeated tests and examinations are made for defective cans, all of which are re- moved. Finally they are dipped into lacquer to prevent rust, and after drying are labeled and cased. ee New Uses for Lemons Needed. “In my opinion,” said a prominent lemon factor the other day in dis- cussing the question, “the time has come for the trade to enter into a systematic campaign of education with the public, in the hope of re- viving and increasing the consump- tion of lemons—Sicily lemons. It is well known that there is no lemon possessing so much of the true lem- on virtue as the Sicily fruit. Cali- fornia lemons may have more jttice, but for true ‘lemonosity’—if I may use the word—for flavor and acidity and richness of texture, keeping qual- ity and purity of oil—they can not compare with the Italian fruit. “In my opinion, there is room for a great deal of booming in the world of lemons. The American people have too long confined the use of lemons to the one purpose of mak- ing lemonade. For flavoring, they have passed the direct employment along to the ‘extract’ manufacturers, and we all know with what results. Mighty little of the real lemon juice gets into extract. The peel forms the greater part of that, and barrels of acid of an artificial nature are em- ployed to ‘fortify’ that before it gets to the consumer. Then, there is the soda fountain, where it is almost im- possible to buy a lemonade and have the real fruit squeezed in your pres- ence. We have done a great deal through the co-operation of the pure food officials, but there is room for a lot of education on top of that. “First of all, we want to impress on the cooks of the country, the bev- erage servers and the housewives, the importance of using pure and true lemon. Then, there are uses for lemons which very few Americans understand. Take the matter of lem- ons as a complexion food on my lady’s toilet table. Sicilian women have always been famed for their olive complexions, yet it appears to have escaped the attention of the so- ciety beauty of America that it comes from the free employment of lemon juice in the, toilet water. I have known wonderful results to come from the use of half a lemon squeezed | into a basin of water for the toilet. A dozen lemons judiciously used would work miracles as against bot- tles and boxes of expensive and arti- ficial cosmetics. Want fall and winter Apples. Write us what you have. M. O. BAKER & CO. Toledo, : . - Ohio “Then, take lemons for removing ink stains from the skin or from fabrics. The mild acid is perfectly harmless, yet it is more effective than quarts of benzine, naphtha, cleaning fluids, pumice, soaps and more pow. Shipping Boxes and Egg Cases Grand Rapids, Mich. Veneer Box Co. Manufacturers of all kinds of erful applications usually resorted to. If half the typewriters and stenog- raphers would use lemons to remove | stains from their hands the aggregate effect on the lemon trade would be astonishing. As a healer, lemons| ’ | Manufactured only by possess a power unequaled by any The American Computing Co. disinfectant I know of. Cut your! 701-705 Indiana Ave. Indianapolis, Ind. finger, if you chance to. Stick it in-| 1 to a fresh-cut lemon. It will smarv| z : : oe Dandeljon Vegetable Butter for a few minutes, but the mild acid! 4 &¢ Color ‘ if A perfectly Pure Vegetable Butter Color, will make the wound absolutely clean| and one that complies with the pure . ‘ | food laws of every State, and and antiseptic, absolutely safe from} of the United States. blood poisoning, with the tissues|g Manufactured by We'ls & Richardson Co. clean, so that healing will progress! The Perfection Cheese Cutter | Cuts out your exact profit from every cheese A dds to appearance of store and increases cheese trade Burlington, Vt. faster than by the application of any amount of lotions and bandages. Mae Soh “These are only a few of the uses Hides Tallow, Pelts bf bd Furs and Wool for lemons with- which the average} people are unacquainted. I believe if we started a campaign of education ah lhe tal bade and coaxed the people around to a| Crohon & Roden eae Tanners 37-39 S. Market St., Grand Rapids sane use of a simple remedy, we| wouldn’t have to complain long about | lack of demand. It is true that of late there have been many competi- | tors of the lemon as a flavoring agent | and it is not surprising that, in the} aggregate, they have injured the de-| mand for lemons. But it is for us to get busy and I, for one, would like to see something done—Journa! of Commerce. Dry Sound Our feeds are made from Dry Corn. We give you grain that will draw trade. Let the other fel- low worry with cheap, damp, sour goods. Send us your orders for Molasses Feed Cotton Seed Meal Gluten Feed Old Process Oil Meal Ground YX Feeds BRAND. TRADE janx ~——s None Better Grand Rapids Grain & Milling Co. L. Fred Peabody, Mgr. WYKES & CO. Grand Rapids, Michigan @RAND RAPIDS W anted Beans and Clover Seed Apples, Potatoes, Onions Moseley Bros. Wholesale Dealers and Shippers Beans, Seed and Potatoes Office and Warehouse Second Ave. and Railroad. Both Phones 1217 Grand Rapids, Mich. The Vinkemulder Company Wholesale Commission We Buy and Sell FRUITS, POTATOES, ONIONS, BEANS And Other PRODUCE Write or Call on Us for Prices Before Selling Baskets and Fruit Packages of All Kinds 14-16 Ottawa St., Grand Rapids, Mich. BAGS Of every description for every purpose. New and second hand. ROY BAKER Wm. Alden Smith Building Grand Rapids, Michigan mes nahi ne Wwassaumae oo eabocae — Smee ce oka tae Sora! —————— See se ea a Tee SE at Wagon etc 14 NEW YORK MARKET. Special Features of the Grocery and and Produce Trade. Special Correspondence. New York, Oct. 1ro—It can not be said that literally flags are at half mast here, but even if they were the depth of gloom would not be indicat- ed thereby. There are times when grief is so intense that the mourner is best left alone. So it is with New York. From the head of the big plants to the smallest office boy Despair—with a great big D—is writ- ten on the countenance, and only in the thought that the Giants may wal- lop the Cubs next year is there 4 ray of sunshine. Business is grad- ually recovering, but the strain of the week has been awful. The Pres- idential race and the European crisis were forgotten and all minds turned to the Polo grounds. Let us _for- get it. Speculative coffee is said to be do- ing a little better and, in fact, a slight gain has taken place. But the gain scarcely makes good the loss during the fore part of the week, and at the close the situation is not especially hopeful, nor is it discouraging. Spot coffee is taken in the usual small lets and roasters take only sufficient to meet current requirements. In store and affoat there are 3,188,198 bags, against 4,037,917 bags at the same time last year. At the close Rio No. 7 is quoted in an invoice way at 6@6%c. Mild coffees are steady and moving at quotations which show practically no change whatever. In teas, as usual, most the enquiry is for the lower grades, and this is true of Formosas as well as of Ping- sueys and Country Greens. Supplies show some increase and are likely to be augmented. Refined sugar moves very quietly notwithstanding the recent decline and new business has been quite conspicuous by its absence, and even in the way of withdrawals the trans- actions have been of very small pro- portions. Three cargoes of raw Java sugar are being stored here as re- finers will not pay a price that will let owners out whole. Beet crops abroad indicate lighter supply and foreign markets show a trifle more firmness. There is a little more activity to the rice market, although buyers take very small quantities and do notwant to be caught with big supplies in case there should be a bigger crop than is now anticipated. The range of quo- tations is just about on the same level that has prevailed for a number of weeks, good to prime domestic being quoted at 534@6c. Spices are quiet, although there is probably some improvement with the approach of cooler weather. Quota- tions are very firmly sustained and thereby moderate stocks are denoted. Molasses is steady with prices well held. Supplies are not overabundant and the general situation seems to favor the seller at this writing. Syr- ups are dull and stocks are of limited proportions. In canned tomatoes there seems to worst. MICHIGAN TRADESMAN be some “divergence of opinion” as to the value of the goods and buyers and sellers are waiting to see what will turn up. There seems to be a good supply of stock that is not all it ought to be as to quality, and hold- ers would like to work off such stock at a shade—or even two shades— from the usual quotations. Seventy- five cents, it is said, will purchase tomatoes that will pass possibly as standards, albeit they are of a blonde rather than of a brunette complex- ion. Packers ask 8o0c for honest goods and are unwilling to make any concession. As to the pack the lin- gering summer weather has caused the ripening tomatoes to hang on and the pack is certainly larger than was looked for a few weeks ago, al- though still much smaller than last year. Corn is moving in an every- day manner and prices are steady. Other goods are unchanged. Butter of the top grade is doing fairly well, and working out at 28@ 28%c. The accumulation of butter in the four markets of New York, Philadelphia, Boston and Chicago is said to be 38 per cent. greater than a year ago, and if this is true it would not seem as if there would be much advance in rates. Western im- itation creamery, firsts, 20c; factory, I8@19%4c; process, 20@23¢c. Eggs are dull save for the very finest, and such are usually in great- er demand than can be taken care of. A large part of the arrivals from the West are “mixed;” in other words, good and indifferent stock is placed in the same package and such gen- erally fetches a price equal to what might be obtained for the very Western extra firsts are worth 26@27c; fresh-gathered firsts, 23@25c; seconds, 21@22c;_ refrigera- tor, 20@22%c. Cheese is firm. The drouth has caused a stoppage of supplies at many factories and they are closing down. Full cream specials, 134@ 14%4c, with an upward tendency. >.< The Rug Beater Who Had a Future. A rugbeater’s experience may be invaluable to a railroad President This is a good thing to remember if you have your eye on a_ railroad presidency for the future and are beating carpets for a present living. The only trouble is that we never associate such petty experiences with anything big enough to be worth while. And yet there is a superin- tendent of a soap factory in Chicago who owes his position to the fact that once upon a time in his young, unprosperous days he was forced to work in a laundry to find the where- withal to purchase his meal ticket. This is how it worked out: “Some time after he was graduated from the laundry, which was _ he thought a mere incident to the work of looking around to find a life voca- tion, this man had qualified as an efficient stenographer. This won for him a place in the general offices of the soap company. He was a good stenographer. He had been trained to work hard. In a few years he held the position of Secretary to the Gen- eral Manager, a position that threw him into direct contact with the manufacturing end of the business. In this way he was able to learn more about the business of making soap than anybody on the outside ever would suspect of existing. But he never thought of applying his ex- perience as a machine operator in the laundry to his| present position. There was another Secretary in the office whose work almost paralleled that of the ex-laundryman. This sec- ond young man had come to the of- fice fresh from college. This gave him an advantage over the other. It made ‘him the President’s Secretary, thus establishing unquestionable su- periority. And also he came much in- to contact with the work of the fac- tory. Neither of the young men in ques- tion ever dreamed of going into the factory. Neither in their wildest mo- ments of hope and planning ever supposed that they were eligible for the position of factory superinten- dent, the college man because his bent did not lie in that direction, the other because he had been schooled to regard his chances humbly. One day there was consternation in the factory. A brand of household soap had fallen under the ban. Mer- chants had discovered that the soap would not sell, consumers had dis- covered that they didn’t want it. Competitors ‘had discovered both cir- cumstances, and they were making the most of it in advertisements and in selling arguments. The firm had banked on the brand. It had adver- tised it to the four corners of the earth. It had felt sure that it had a brand which would be a standard for general use, and it had splurged ac- cordingly. But the soap had been tried and found wanting. It was hard to say what was the matter with it. As to its cleansing qualities there could be no two arguments. But in spite of its excellence in this regard it was a thing undesired by the con- sumer, The office was in an uproar. The firm stood to lose both money and results of one of its most extensive advertising campaigns. So the ex- laundryman, in a moment of curiosi- ty, took a couple of cakes, went back to the old laundry, where once he had drawn $10 per and went to work. In three hours he had the secret. He October 14, 1908 came back to the office with the skin peeled off his fingers. “That’s what’s the matter,” he said, holding up his hands. “It cleans clothes better than anything else in the world. But it cleans your hands too well while it is doing it. No won- der people do not like it after a coup- le of trials!” It took the firm a long time to put the soap back in favor. By that time the ex-laundry worker was in the factory as the Superintendent’s assistant. Later he ascended to the top of the ladder. The college man still was a Secretary and he wonders why a fellow who had done nothing but knock around making his living all his life came to get the better of a man with an A, B. to his name. Jonas Howard. — 2-2 a An Old Drummer’s Philosophy. All a man needs to be brave is a full stomach; a woman, to be well dressed. Nearly every man likes to make his mark, but few care to be made marks of. The most that can be said of love is that it shows how silly a man can be at times. A woman endears herself to a man by making herself cost as much as possible. The only way some women try to improve on Nature is through the dressmaker. Lots of men will tell you there is room at the top, but never give di- rections for getting there. When a girl refuses to be kissed by a young man she is just trying to see how bad the young man wants it. The reason a fool and his money are soon discovered is because they always go on an exploring expedi- tion. 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. FLOWERS Dealers in surrounding towns will profit by dealing with Wealthy Avenue Floral Co. 891 Wealthy Ave. Grand Rapids, Mich. Mo-KA COFFEE Oy iS Correeis SELECTIP 8 Neiben mo syir WE MASTS High Grade Low Price Mr. Merchant— When you put MO-KA Coffee in Stock— you put in a Seller— The Sale and the © quality are both absolutely guaranteed by the roaster—and more it pays the Merchant a fair profit —to which he is entitled. —fiy October 14, 1908 MICHIGAN TRADESMAN 15 PEANUT INDUSTRY. Origin and Development of Culture in America. Although the peanut is the favorite titbit of the masses when enjoying their outing in the parks and play- grounds, of the boys and girls who longingly eye the numerous stands located at the street corners where peanut candy bars, salted peanuts, peanut brittle and the like are offer- ed for sale, and used in the form of peanut butter by a great many fas- .tidious persons as a table delicacy, yet very few people realize the impor- tant role the peanut has assumed as a market product, its value as a food article and the great strides which have been made in the development of the peanut industry within the last decade, and fewer still know any- thing about its history and growth. The peanut, known in different lo- calities as the earthnut, groundnut, groundpea, goober and _ pindar, is, strictly speaking, not a nut at all, it belonging to the pulse family, Le- guminosae. It should be, therefore, mire properly called the groundpea. The peanut, unlike other plants of the same family, matures its fruit un- derground. The plants are annuals, growing from 1 to 2 feet high. The blossom is at the end of a long ped- icel-like calyx tube, the ovary being at the base; after the blossom drops the peduncle or spike with the ovary on the end bends downward, pushing several inches into the ground, where it develops into a pod containing from one to four seeds. The plant is a native of Brazil, but if was early introduced into the Old World, where it is very extensively cultivated and used as an article of food. While the weight of authority seems to be in favor of accepting the peanut as a native of Brazil, thus adding it to the four other plants of commercial importance that America has contributed to the agriculture of the world (namely, cotton, Indian corn, potato and tobacco), yet it is difficult to fix upon its origin. This, perhaps, is due to the fact that the peanut, like many other extensively cultivated plants, has not been found in a truly wild state. So widely has it been cultivated in Eastern coun- tries that some botanists have at- tempted to trace its spread from China to Japan, thence through the East India Islands to India and thence to Africa, where in the sev- enteenth century it is said to have been so extensively cultivated that the slave dealers loaded their vessels with it, using it as food for their cargoes of captives. Virginia, North and South Caro- lina, Georgia and Tennessee rank foremost in the production of pea- nuts in the United States, but it has been demonstrated that many other localities are equally adatped to their growth. Although having been grown for a number of years previous, the peanut was not extensively known in this country until a knowledge of it was acquired by individual members of armies stationed in Virginia at differ- ent periods during the Civil War. Be- tween the years 1865 and 1870 the number of acres devoted to the cul- ture of peanuts increased many fold. The edible portion of the peanut contains an average of 25.8 per cent. of protein, 38.6 per cent. of fat, 24.4 per cent. of carbohydrates and 2 of ash, or a total of 90.8 nutritious val- ue; thus the peanut is one of the most nutritious of foods. Millions of bushels are being used in the Old World for the production of oil, which is, considered as being equal to olive oil. The residue, after the extraction of the oil, is used very extensively as feed for stock and as such it is most valuable. » The vines are used as hay and for fertilizing. The average yield per acre in the peanut section of the Atlantic sea- board is said to be fifty ‘bushels. There are localities where yields as high as 100° bushels per acre have been reported. The growth of the peanut industry of the United States since the Civil War has been pnenomenal, notwith- standing the fact that, up to 1895, peanuts were nearly all used as tit- bits and very little use was made of| them as a table food. We find that the peanut crop of the United States in the year 1806 was about 4,000,000 bushels, of which fully three-fourths were sold to ven- ders of the roasted peanut, while the poorest grades were used up in the making of “burnt almonds,’ peanut candy and cheaper grades of choco- lates. It will thus be seen that until twelve years ago peanuts did not con- stitute a part of the regular articles of diet in this country, but were eaten as titbits. About that time experi- ments were made with “peanut but- fer. The Virginia varieties, the Ten- nessee varieties, the Georgia red-nut, the North Carolina (or African) va- riety and the Spanish variety com- prise the varieties cultivated in this country; but there are many other varieties which are raised in foreign countries, viz., in China, Japan, South America, Central America, India, Af- rica and some parts of Europe. The Virginia running variety is probably the most widely known and the most popular with the trade. It may be taken as the typical Ameri- can peanut. It has large, spreading vines, which grow flat on the ground and bear pods over almost their en- tire length. The pods are white and quite large, weighing about 22 pounds to the bushel. The Virginia bunch variety grows erect and fruits near the tap-root. Its pods closely resemble those of the running variety. There are the white and red Ten- nessee varieties. The white closely resembles the Virginia running va- riety, while the red produces a small- er pod -and its kernels have a dark red skin. This variety matures ear- lier than the white. The Georgia red-nut, like the simi- lar variety in Tennessee, has medium- sized vines which grow up from the ground and fruit principally near the tap-root. Its pods contain three to four kernels. The North Carolina (or African) variety has a small pod, weighing twenty-eight pounds to the bushel. The Spanish variety is one of the richest and sweetest-flavored peanuts grown. It is now extensively used and candies. paratively small, upright vine. Its pods are small and form near the tap-root. As this variety can be of the other named varieties. According to the reports of the Ag and sandy soil seems the best adapt nearer the natural color- of the cam be kept in a friable condition will produce equally sound and well- flavored nuts, providing this soil con- tains a sufficient quantity of lime for the development of the nuts. The Atlantic Seaboard from New Jersey devoted to the crop. The nuts most in demand by the American trade are those raised be- An early spring, a warm summer of even temperature, moderate moisture and free from drought, and a harvesting time with very little rain constitute the most favorable weather for peanut culture. A. P. Grohens. with —_-—_>-> Many Uses of Indian Corn. Can you get along without corn? Of course you can give up johnny- cake and breakfast flakes, but of the extra cent or two for starched thing you wear if the laun- dry does not use cornstarch? What of the higher priced soap if there is no corn oil in the glucose factory? What of the cheap silk ties that will vanish softly and suddenly away be- cause the cellulose adulteration is based on corn pith? What of the Io cent instead of 5 cent mucilage bottle when gum arabic is used instead of dextrin, made from corn? What of molasses instead of a table syrup, and more costly and less palatable candy when it is deprived of the grape sugar or glucose content? The navy with- out corn would mean battleships without the linings of corn pith in their bulks. When a shot penetrates the armour and lets in the water the corn pith swells and fills the hole. A navy without corn pith would be a Spanish armada in a modern sea | ght. iwould double in price. In in the manufacture of peanut butter | This variety has a com- | planted very closely jt will produce | 1 heavier crop to the acre than any | ricultural Department a light, porous ed to peanut culture, because it is | pea- | nut shell, but almost any soil which | to Florida and some of the Southern | Mississippi Valley States are said to} contain excellent peanut land not yet | tween 35 and 37% deg. north latitude. | what | every | Without corn dairy products 1906 the |United States grew enough corn to lfeed the whole human population for | three years if they were confined to a corn diet. Light Economy } | | Your lighting expenses can be most effect lively reduced by using superior lighting sys- jtems. The Improved Swem Gas System not | only costs less to operate but gives a clearer | and brighter light. Write us. | SWEM GAS MACHINE CO. Waterloo, Ia. H. J. Hartman Foundry Co. Manufacturers of Light Gray Iron and General Machinery Castings, Cistern Tops, Sidewalk Manhole Covers, Grate B rs, Hitching Posts, Street and Sewer Castings, Etc. 270 S. Front St., Grand Rapids, Mich. Citizens’ Phone 5329. | HEKMAN’S DUTCH COOKIES Made b | VALLEY CITY BISCUIT co. Not in the Trust Grand Rapids, Mich. Denver, Colorado Grand Rapids Floral Co. Wholesale and Retail FLOWERS 149 Monroe Street, Grand Rapids, Mich. DON'T FAIL To send for catalog show- ing our line of PEANUT ROASTERS, CORN POPPERS, &c. LIBERAL TERMS. KINGERY MFG, CO.,106-108 E. Pear! St..C'ncinnat!,0. G. J. Johnson Cigar Co. s. C. W. EI Portana Evening Press Exemplar These Be Our Leaders °All Kinds of Cut: Flowers in Season Wholesale and Retail ELI CROSS AMC atamey te Grand Rapids PURE OFL OLI ENE The highest grade PENNSYLVANIA oil of unequaled excellence. blacken the chimneys, and saves thereby an endless amount of labor. erusts the wicks, nor emits unpleasant odors, but on the contrary is comparatively Smokeless and Odorless Grand Rapids Oil Company It will not It never Michigan Branch of the Independent Refining Co., Ltd., Oil City, Pa. Let us save you the trouble for your old piano or organ. We Take OLD Pianos in Exchange For New payment for a new one and allow for it full value. a postal with your name and address and our repre- sentative will wait upon you with all information. »% »& Friedrich’s Music House, 30-32 of trying to find a purchaser We will accept it in part Send Canal St., Grand Rapids, Mich. ae cose ania : — " ee 16 MICHIGAN TRADESMAN October 14, 1908 INACCURATE INFORMATION.| Quick, comprehensive thinking is|charge of the children as their profes- It Is Responsible For Many Troubles In Business. Inaccurate information in a gener- al sense is responsible for more troubles in business and in more devious ways than is almost any oth. er one source of annoyances. In this, too, I am waiving the more serious phases which wreck established in- stitutions. Much of everyday knowl- edge of business is based on mere ‘Gnformation,” and in vital moves na- turally this “information” may ruin an otherwise solid establishment. 1 sat in the office of a business house the other day, when a man came in to see the head of the department about a matter that was in dispute. The head of the department, listen- ing a moment, explained that he knew absolutely nothing about the matter, -but said that if his caller would go to a certain room on the same floor, the manager of the de- partment there would be glad to take up the matter with him. “But,” protested the sent me wp. here!” “Who sent you up the official. “Well, I don’t know,’ admitted the caller, “but it was a young man down in the office on the first floor!’—still in a challenging tone of voice. Not until the manager had added considerably more of pointed defin- iteness to his directions as final did the caller leave in the direction of the right office for his complaint. Evidently the young man in the general reception room, lacking in- formation of where to send such complainants, had made the mistake. The complainant, following direc- tions and finding that he was being shifted somewhere else, had grown indignant. His grievance was bigger than it was when he first started up with it. There are men at the head of de- partments of business who by nature or through the pressure of business cares are short and curt in their dealings with employes. In giving a direction or answering a query they may show a degree of impatience that makes the employe nervous. He doesn’t hear as well as he would if the tone were full of amiability; he doesn’t have all his wits in contro1 for the logical assembling of the things he does hear He goes away nervous and uncertain, and when he begins to put his directions into working order he discovers that he doesn’t know just what he has been asked to do. This brings up to the young man preparing for business the necessity for his cultivating a quick wit and un- derstanding based on common sense. The work of the world does not allow for the operation of a hundred slow brained men presided over by a man whose large salary is based on his quickness of perception and_ his knowledge of what these 100 slow brained men ought to be able to do if only they could understand enough to do it. He is paid to get results out of these men and if he can not get them he must get new men. caller, “they here?” asked almost as much a matter of training as it is a matter of brain quality. To train the brain in this respect, how- ever, it must be exercised with a view to its training. Taking sixty seconds to understand a spoken or- der to do something is as bad as wait- ing sixty seconds understandingly be- fore you start to do it. It is wasted time, . “IT never have to tell that fellow anything twice.” Thousands of times a day men in responsible positions pay this tribute to the wideawake, capable man whose mental powers are under ready com- mand. Such a man concentrates his attention. He can hear and he can grasp the substance of what he hears. He is prepared to act the moment that he has received instructions from his superior. This keenness of wits in working order always promises that the man possessed of it may es- cape the handicap of misinformation in general. And the world is full of this misinformation of all kinds which is passing current every day among the unthinking. John A. Howland. 2» + 2. The World Will Ultimately Be One Fireside. The fashions are coming in this autumn with revolutionary changes, but they are no more revolutionary than the changes that are overtaking fashions in business and education and home customs. A few years azo it was most outre for a girl to go to college. Now it is entirely correct. The tables are turned. Last June over a thousand more young women were graduated from college than young men. A few years ago it was distinctly bad form for young women to go in business. Now there are’ over six millions of American women and girls in trade and industry, and more are following them constantly. A few years ago homes were dis- tinctly different from now, and Mrs. Charlotte Perkins Gilman, who is an apostle of to-morrow, prophesies many changes to come. She has a poem on “The Holy Stove,’ which expresses our fondness for the gas range and rolling pin in the kitchen. But despite the attachment to them she expects them both to go. She ex- pects the kitchen and all its kettles to leave the house. She thinks cookery will be done outside the house just as are the cleaning of rugs and curtains, baking, pickling, and preserving, and dress- making and weaving. There was a time not many years ago when shoes and candles and soap all were made in the _ individual houses. Now they are prepared each in its own factory. When cookery follows suit the home will be left as a place to rest and chat and play or work in. Each mother will have her profession or art or trade to engage part of her day. And the children will have a chance to grow up with many other children, meeting them every day in big playrooms and play- grounds and kindergartens. Expert educated women will take sion, They will be women who love children. Women who are not fona of children will choose other profes- sions. The mothers, meantime, will have no more to do than has the usual housewife, but they will be able to perform their chosen work as specialized experts who learn one thing well, not as. amateurs, jacks ot all trades, who know a little of each of the “tangled industries” that go to make up the business of housekeep- ing. They will have just as much genu- ine leisure and playtime with the chil- dren as now, perhaps more than now. But it will not be spoiled by the children “being in the way” while mother tends the holy cook stove. Platonic friendships are thought amusing, if not impossible nowadays. But they will be perfectly possible and natural when there will be a thousand other common interests be- tween men and women besides love making. Nor will it be necessary to have re- ceptions and high teas in order to give folks a chance to meet. These are relics of olden primitive days when people lived far apart, isolated. Women still largely lead isolated lives and so they get up fantastic gatherings just as an excuse to be to- gether. They meet formally. Men, on the contrary, dislike parties, for they have plenty of ways of meeting each other informally and intimately in the course of their business life, where common interests bring them in touch with each other. Mrs. Gil- man predicts that as the women share in the larger life of the larger world there will spring up big common reading rooms and playrooms and sitting rooms where men and women will meet each other in the same de- lightful friendly natural way. Other- wise put, the big world itself will grow homelike, cozy, sociable, com- panionable. There will be no “cold, hard outside world.” Every place will be home, sweet home. Ada May Krecker. The Case With a Conscience although better made than most, and the equal of any, is not the highest priced. We claim our prices are right, You can easily judge for yourself by comparison. We are willing to wait for your business until you realize we can do the best by you. GRAND RAPIDS FIXTURES CO. Grand Rapids, Mich. Jefferson and Cottage Grove Avenues” Orange Marmalade is one of the best things we make. You know how good slices of orange with sugar on them are at breakfast. Well, this marmalade is just sliced oranges and sugar, cooked to a jam consistency, and with just enough of the very thin pieces of peelin it to give it the orange ‘‘bouquet’’ which comes from the orange oil in the cells of the outside rind. Your trade will like this, and it only costs you $4.20 a case of two dozen 16 ounce pound glass jars, freight paid. You sell it for $6.00, and they’ll call for more. Better try a case or two. H. P. D. Kingsbury Redlands, California (Where the oranges come from) W. S. Ware & Co., Distributors DETROIT, MICH. Write for prices. IDEAL LIGHT & FUEL CO. We manufacture all kinds of Lighting Systems We can sell you any style of fixtures, outside arc, mantels, shades, glassware, galvanized piping, etc. Agents wanted. Reed City, Michigan a aaa eT or annirenlina e on ~ 2. 2c = = . = & = = = --2 e2 = Se , = ~~ : Se ' = STOVES 4x» HARDWARE? : y= = = > *& & es : Se es ee Ge ee es = Ze = 22S cK, fy = = = ZG z = z Ps Ny f 7 pe ee) ae} oo re 2 | Hi fail ho ei)! (_- seas F: 4 | 7 i = a M% Loos Ao =" _ P—{1\\e i = : Ty & 2) a How To Conduct a Successful Retail Hardware Store. We are living in a commercial era, but not a peaceful era. This is 2 commercial age and the world wil! judge us by our business ability. The soldier not alone in the race of life, nor his victory the only suprem- acy. Competition is a foe that never dies, am enemy that gives no quarter; and the youth who fails to prepare will some day discover that business is war and he has neglected his armor. is Have you ever considered what it is that makes one salesman a man of push and another salesman in the same store just the opposite? What does this successful salesman do or say that gains him friends and cus- tomers, and makes him so far supe- rior over his fellow clerks? The clerk or salesman who would analyze this question will find that the advantage consists principally of two things: keeping your hands busy, and keeping your eyes open. All salesmen may be pushers if they want to. This is not merely a mat- ter of favor but rather a habit that may be acquired, and one that any clerk who makes up his mind to suc- ceed can get by persistent efforts. The art of being a pusher consists of hard work, of noticing what is go- ing on around you; what your com- petitors are doing. and learning from their successes and mistakes just what to do and what to avoid for yourself. > The clerk or salesman who knows his line, who is posted on his stock and goods, who knows what others are doing, and who is always busy try- ing to do something himself, is the man who is most sought after, the man who is always credited as hav- ing energy and push. : Elbert Hubbard, of Roycroft-Phil- istine fame, says: “Im every business house there are two distinct classes of employes) One we may cal] the Bunch, and these are out for a maxi- mum wage and a minimum service. They are apt to regard their em- ployer as their enemy, and in their spare time they persistently ‘knock.’ They keep bad hours, overeat, over- drink, overdraw their salaries and are ‘off their feed’ at least one day in a week. “The other kind get their sleep, take their cold baths, do their Emer- sonians, join no cliques and hustle for the house. “Tf T were a youth I would not compete in the twelve-dollar-a-week class. Like George Ade, who left In- diana and went to Chicago in order tion, I’d set the Bunch a pace. I would go in the free-for-all class. I would make myself necessary to the business. “No matter how ‘scarce’ times are, there are a few employes who are never laid off, nor are their wages cut down. These are the boys who make the wheels go round. And it is not brains that counts most; it is intent. The difference is this: the Bunch plot and plan for personal gain—for ease and a good time. The other kind work for the house, and to work for all is the only way to help yourself.” If any employe believes that the management is not pursuing the right course along any lines, if he thinks the policy of the thouse can be changed for the better, talk the matter over—but with the manage- ment: do not discuss on the side, do not criticise in secret among your- selves the actions and policy of the house, but talk it over with the gen- eral manager or proprietor, and get the facts, mot theories of some one who may not know; become convinc- ed that the house is right, or else, by the force of your argument, con- vince the house that it is wrong in its policy, and then, no dowbt, they will change. If you are not able to convince the management that you are right, then adopt its ideas as your own and be as loyal to them and fight as hard for them as though they were your own. You may say, “I am loyal to the house, I believe in its policy,” anid you may be absolutely honest in mak- ing that statement. However, the true test of loyalty is the handling of the little things that every day have to be dealt with. For example, if one of your pet customers that you claim as your own has ‘been in- duced by your fellow clerk to leave a nice order with him, don’t get “sore;” if the buying department does not promptly supply goods that have been called for, don’t proclaim from the housetops that “that buyer is rot- ten.” If for some reason, and there are reasons (sometimes good ones and sometimes not), why goods you promised delivered at a certain time are held up for a while don’t get mad and say, “If we can’t make more prompt deliveries we'd better quit the business.” When you have these troubles, and you will have them every little while, don’t “knock,” but call attention to each of these little annoyances and shortcomings, not in a complaining, fault-finding manner, but in a frank way that will produce in to get away from mental competi- every instance just as stromg and quick results, with less of the trials and worries that beset the life of every busy business man. At the same time you will lessen your troub- les and will make each day’s. work shorter and pleasanter. In these lit- tle things as in no other way can you show your loyalty in a way that will tell and will be appreciated. To my mind the real function of the hardware salesman is to create business and make sales, to prepare and set in motion the necessary dis- plays and demonstrations that are es- “|lsential in each individual store. The salesman should be given free run to demonstrate whether he knows his business or not. Give him entire charge of his end of the line, and if results do not show he is the right kind of man, he will soon sink into oblivion. If he does know his busi- ness he will thrive on and grow stronger through the new responsi- bilities thrust upon him. A little incident with which I am personally familiar was the compar- ison between two leading salesmen of a large Chicago manufacturing con- cern. I will designate the salesmen as “Do-It-Now” and “Day-After- To-morrow.” Day-After-To-morrow came to the proprietor one day and said: “Mr. Free, what is the firm go- ing to do for me next year?” “Well,” said the proprietor, “they probably will do a plenty; but what are you going to do for the firm next year?” He said: “Why, I don’t know.” “Well,” said the proprietor, ‘neither does the firm know, and probably they are not any more suspicious than you are,so youwswould better just wait until the end of the year, and in the meantime we can see how we have been treating each other.” At the end of the year it was found that “Do-It-Now” had turned up a hand- some profit and “Day-After-To- morrow” had lost the firm a large amount of money. With that record it is needless to say what course each one of them pursued. ‘“Do-It-Now” has advanced to “I Will” and “Day- After-To-morrow is probably known as the “Middle-of-Next-Week.” It is well for every business man, 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 ay i $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 atrifle 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. 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 Sun Never Sets where the Brilliant Lamp Burns And No Other Light HALF SO GOOD OR CHEAP It’s economy to use them—a saving of 50 to 75 per cent. over any other artificial light, : which is demonstrated by the many thousands in use for the last nine years all over the world. M, T. og, about them and our systems. BRILLIANT GAS LAMP CO.. 24 State Street ‘ Chicago, Il. October 14, 1908 MICHIGAN TRADESMAN 25 whether he be manager or proprie- tor, to watch the little details of his business. These little things, al- though often very small and unim- portant in themselves, yet, put to- gether, will be found truly to make a great portion of the business. I know a great many people who are under the impression that to be a successful business man all that is necessary is to have a general over- sight of the business and to regulate and look after the larger and more important matters only, and that the small matters will take care of them- selves. Such a policy may be all right where the proprietor has under him a number of competent employes who are capable of taking care ofand managing these smaller details for him. On the whole, however, it would be much better and in the long run much more satisfactory for the hardware business if the proprietor knew not only the larger things that were going on, but also gave more of his attention to the smaller de- tails of his business. If the proprietor is not posted on the details of his business, how is he going to know whether these minor things are being attended to proper- ly? There are the store and window cleaning, the wrapping of goods, the delivery of packages, the charging of goods, making change, etc. These are all little things in which he should strive to please and satisfy ‘his customers. While there may be a great many employes who will take just as much interest in the business of the store as if it were their own, on the other-hand there are also a great number who will steer clear of any work whenever they can. It is not a bad idea for the pro- prietor of a business to take a day off from his larger duties and spend it going through the small affairs throughout the store. Let him inves- tigate each department for himself He should try and make himself ac- quainted with everything about his store service, so that he can tell at a glance whether these small de- tails of his business are being prop- erly done or not. Such a round of inspection, made at regular times throughout the entire year, will be found to be of great value and help him to a betterment of the little things that require the most watch- ing, as well as an improvement in any faulty store service. I rode out on the elevated a few nights ago with one of the managers for a rival local company, who found occasion to mentiom our head sales- man. “He is a monumental liar,” said he. “Why, he told our man you sold seventy-five safety razors one day after advertising them in the ——. “Seventy-five?” said I. “Well, Tom was not making any net figures, but the usual lie is a hundred and twen- ty-five—especially since you fellows are to furnish the discount.” “But you didn’t sell anything like seventy-five razors in one day, did you?” he asked, looking at me in a skeptical manner. “T really do not know what the ex- act number is,” said I. “I haven't kept track of the razor sales lately, but I guess Tom knew what he was talking about.” It was quite evident that he was not entirely sure of his ground and wanted something official to be used in dispelling whatever favorable im- pression Tom may have created in regard to our razor advertising, and surely it would not do for me to furnish him with the actual sales with which to dispute the yarn told in a moment of warm enthusiasm in boosting the razor sales of his house. All the alert salesmen need and want now and then is a pertinent sug- gestion. I had a talk with an old city salesman a few days ago. In the course of conversation I mentioned the ready resources of some sales- men, which brought forth some old memories, and he said: “Many years ago I went to New York to engage with the —— Fire Proof Safe Com- pany, to sell safes. The founder of the safe company took me in hand. He was a man past 7o years of age. He gave me some suggestions that I have never forgotten along the line in point, ready resources. He said in part: “Our boys go out and they wish to sell a bank one of our high- priced safes. The bank confronts them with the fact that they have but little confidence in the —— safes, and cites an instance where burg- lars had gone through one of the —— safes. The salesman replied, “Certain- ly, I know all about that instance. In fact, he should know more than the banker does himself, and be able to state some further details to prove his knowledge about the circum- stances and come back at the banker by saying: “It is quite true, but it must be remembered that that not our burglar-proof safe; that safe was built especially with fire-proof qualities, but it was mot our special burglar-proof safe.” At another point he is confronted with the fact that one of their safes in a hot fire had burned the contents of the safe. Cer- tainly, the salesman admits it, kmows all about it, but he demonstrates the fact that this was their special burg- lar-proof safe, that there was more attention given to making the safe burglar proof than a fire-proof af- fair.” - The customer sometimes finds it more easy and satisfactory to make complaints for allowances to the clerk who sold him the goods than to the proprietor or manager. was “Are you working for Sanders or for me?” demanded an angry depart- ment manager of one of his clerks who had made an unfortunate but what seemed to him a necessary con- cession to hold Sanders among his customers. “Why, I am working for you. The claim seemed a just one and I al- lowed it, thinking you would agree to it. Really, I think the shottld be allowed.” “Then it will be allowed out of your salary or your place is vacant,” was the prompt reply. “And under- stand me, we don’t employ clerks to give away our profits.” And on the first of the month the claim clerk found the claim deducted hice his salary. He permitted this action rather than lose his position, but whether the house gained or lost by the transaction is a question. The clerk says the manager lost, and as he outlined the matter I am inclined to think the house lost. In selecting your heads of depart- ments you ought to select only those 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. in whom you can place implicit con- | fidence. Having secured a manager who has energy and ability, do not hamper him with too much red tape. Too much hampering of a real goo: employe takes all the life and vigor out of this work for you, and in the end does your store more harm than | When more business men be- learn that good people are good. gin to worthy of their hire, and when they | begin to understand that men of abil- | ity and talent cam not work satisfac- | torily except im the particular chan- nel which they dig out for them- selves, then the average business will | move much more satisfactorily to all! concerned. The man who is most likely tled and worthy of more money; is the one who is ambitious, anxious to improve his prospects and who has in mind the time when he himself will be the proprietor of some hard- ware store. No enterprising man expects to al- ways remain a clerk or salesman. If he ambitious he continually looking forward to something better. —Hard'ware. is is to | make himself worth the salary he is | being paid, and make himself enti- | _ Hand Separator Oil ‘is free from gum and is anti-rust ‘and anti-corrosive. Put upin ¥%, ‘1 and 5 gallon cans. STANDARD OIL CO. GRAND RAPIDS, MICH. Se Grand Rapids, Holland & Chicago Ry. vo CHICAGO In Connection With Graham & Morton Line Steamers § Puritan and Holland Holland Interurban Steamboat Car Leaves Market St. Depot FARE |‘s Nightly 8%. | Freight Boat Every Night tener emetmamasant The Eveready Gas System Requires No Generating Nothing like it now on the market. No worry, no work, no oder, 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 Lake and Curtis Streets Department No. 10 Chicago, Ill. A HOFIE IN paid for about ten years. 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. VESTMENT 26 MICHIGAN TRADESMAN October 14, 1908 L BRUSHES. Something Concerning Care in Their Selection. Written for the Tradesman. I stand behind the counter of combs and brushes and similar arti- cles in a local drug store. Time was that it would have seem- ed decidedly queer to see a girl be- hind this counter; when it was ac- tually unprecedented. But “Times have changed since Hannah _ died” and now ’tis thought nothing of. I really can see no valid reason why a woman should not be a clerk in such a department in a drug store. One thinks nothing of her presence in that section of a general store or of a dry goods establishment that handles these goods. So why should it seem peculiar to see a lady in charge of them in a drug store? ’Tis just the fact of the one-time unusual- ness, that’s all, of her being in °a place devoted to the dispensing oi drugs and the sale of druggists’ sun- dries. As to her ability to do the work she is just as competent to as- sume the responsibility as is a man. It takes no great amount of brains to brush up—no pun intended, be- lieve me—on the subject. And a wom- an is likely to be much more inter- ested in this merchandise than is a man, for, as a rule, she uses a brush ten to one as much as does _ he. Consequently why shouldn’t she han- dle the subject more intelligently than would -a man? The average woman whose soul is in her work can apply herself to the acquiremeni of sufficient knowledge of the subject to master its details. In the first place, the one who has charge of the buying for this de- partment should know enough about brushes never to order those that sinfply slide over the locks; those whose bristles are too soft to go through the hair—-the ordinary hair—- to the scalp. Anything that is on this order is not built of the right stuff. Too many people, men and wom- en alike, give no consideration to this phase in selecting a hair brush, sim- ply relying on the fact that the bris- tles look pretty, being and that the back and handle of the brush are of a handsome pattern—a very poor reason if a brush is to give good service. ly so-called brown bristles is worth a hundred per cent. more when it comes down to what you can do with it. Once in a while IT have a customer who examines a brush merely with reference to whether it will fill the bill as a “good spanker!” white, Of course, for the purpose of pad- dywhaking l’enfant terrible the bris- tles cut precious little congealed aqueous fluid, although as to mak- ing the chastisement one to. be more accurately—more permanently —remembered perhaps if the brush with the more prickly bristles is pur- chased the application may be ca- pable of creating a more deep—a more lasting—impression if the sides of the brush are used alternately and one side stings in a thousand points Often one with home-’ at once! If a brush is bought strictly with the idea of “teaching the young idea how to shoot” one with a per- fectly flat back is preferable to one that has a humpy or knobby back, as being the less cruel of the two. There is one idea that always has seemed incongruous to me concern- ing corporal punishment tered by parents, especially by a mother: She wiil teach her child— boy or girl, it makes no difference as to the gender—that it must be kind to its playmates, must never raise its little hand to strike them, and particularly will she lay stress.on the enormity of the crime of lifting its hand against its mother; yet she herself will commit the felony of striking—often with the utmost se- verity—-the child to whom she gave adminis- the breath of life! A person can scarcely imagine a more cruel act, even in a relentless savage, than a mother baring a helpless little one and inflicting blow after blow on its quivering flesh! I once knew a mother who rarely punished a child with whippings, us- ing this means of “correcting” it only when she deemed it “absolute- ly necessary.” The last time she whipped the baby in this manner—it was then about four and a_ half years old—she used a wooden ruler, and in some way in holding the screaming struggling child to better— God save the mark—make the pun- ishment effective the ruler turned and in several places cut into the child with the brass edge, actually draw- ing blood in a number of spots! When the mother discovered the in- human bloody welts she had made she was horrified beyond measure, and then and there prayed Heaven te forgive her awful treatment of onc she loved better than life itself. She tenderly washed the blood from the cut limbs of the sobbing baby, ap- plyed carbolated vaseline to the open wounds and then and there register- ed before God a solemn vow never, never to repeat her crime toward the powerless little cne. She never did. That awful experience was enough to show her the enormity of her sin and since then she has lifted up her bar- and of voice unceasingly against this barous practice of parents, teachers in public schools and other [* institutions of learning. 3ut T am getting a long way from the sale and legitimate use of the hair brush. To “return to our moutons,” as the French put it: Don’t allow a brush in your department that you can not recommend to do good service to the scalp. Don’t buy yourself—nor allow any one else to buy for your section—a single brush that does not conform to this re- quirement. And teach your custom- ers the difference between a proper brush and its opposite in this re- spect. A great many, you will find, have never so much as given the sub- ject a thought. They may frequently have wondered why one brush they possessed seemed to please them so much more than others they owned without ever suspecting that the why lay entirely in the stiffness of the bristles, and when you explain to them the dissimilarity between a first-class brush and its opposite they will probably exclaim: “Well, there! that accounts for my preference for my celluloid brush with the ivory-tinted- birds on the back! Aside from the beauty of the design I’ve always wondered, ever since I got the set, why it was that I liked so well to use that brush, but now I see the reason. Strange I never thought it out myself!” Such remarks show how unobserv- ing the majority of people are. A brush made of pig’s bristles can not be too stiff, but a comb can be too sharp-toothed to suit all folk. Most people’s scalps are too sensi- tive to stand a coarse-toothed comb that scratches. On the other hand, one is no good that has such blunt teeth that they can not irritate the skin sufficiently to allay any itching, or that can not even get through the hair because the teeth are too near together. Naturally, in choosing a comb, the purchaser should be gov- erned by the traits of hair of the one who is to use it. If the latter has thin fine hair and a skin that can not bear to have anything ‘touch it a coarse comb with the very sharpest of teeth should not be picked out but rather one having the teeth quite near each other and with these rather blunt than otherwise. You would be surprised to see how many people there are who pay al- most no attention to the characteris- tics of the teeth of a comb, concen- trating their attention all on _ the price. Some make it a principle nev- Flour Profits 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‘ is the best ‘‘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 because it is better for all around baking than any other flour they can buy. Milled by our patent process from choicest Northern Wheat, scrupulously cleaned, and never touched by human hands in its making. us for prices and terms. BAY STATE MILLING CO. Winona, Minnesota LEMON & WHEELER CO. Wholesale Distributors GRAND RAPIDS, MICH, KALAMAZOO, MICH, Write 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 anintegrity 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 ach in increased trade and increased sales What Would It Be Worth to you to have satisfied 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. sinner je October 14, 1908 MICHIGAN TRADESMAN 27 er to pay less than a quarter for a comb and from that up, while there are a good many more who would drop dead were you to suggest that they take a more expensivé comb than a Io center or a 1§ center at the most. People of the latter sort are generally of two kinds: the kind who go through life on schedule time and take little thought of creature comforts or the kind who are just the opposite—too lazy or careless to reason why one article is better than another. Quite a few of the same State- ments that are applicable to hair brushes are also fitting as to coat brushes and whisk brooms and _ to face, tooth, hand, nail and body brushes. ’ Nowadays there is hardly any de- scription of work but what calls for a brush or a broom of some variety. There are the hair brushes about which I have said so much and brushes for all the rest of the grown person and eke for use on the baby; also floor brushes, window _ brushes. wall brushes, moulding brushes, hearth brushes, bric a brac brushes (most delicate little things for get- works of art), brushes to use in the ting at the smallest interstices in nice care of the bathroom, sink brushes, vegetable brushes, brushes for stoves, wool brushes for the finest of furniture, brushes for bootblacks’ and also for chimneysweeps’ uses, brushes for furnaces and for side- walks, brushes for—well, I presume I’ve omitted a whole lot now, but ihe partial list I have given will show that we really couldn’t live without brushes. The little Japs employ a quantity of brushes for convenience that we would never dream of. When on one of my visits to the World’s Fair I inspected that lightful little sample of a Japanese tea-house down on a_ tiny rise of ground on Wooded Isle, which isle was strung with myriads and myriads of diminutive red, white and blue electric lights, giving it the appear- ance at night of a veritable dream- land. One entire side of the cute little tea-house was open to the pub- lic gaze, the floor of which was afloat two feet, from the ground. In one of the rooms, at the side, knelt a comely Japanese woman of 25 sum- mers or so engaged in cleaning the de- cups, saucers and spoons that ‘had been used in serving the tea. She had her various little dishes for washing them and rinsing them right on the floor before her and, instead of a dishcloth or dishmop such as we on this side of the Big Pond em- ploy, she brushed them clean—no soap, just boiling hot water—with a small bundle of twigs, tied near the top, which were about six inches long and took up a space of an inch and a half crosswise. The twigs them- selves were about the size of a bank pin in diameter, looking frail enough to break if you so much as looked at them. But the Japs move slower than do their cousins, the Americans, and not a particle of the fairy brush was broken or even bent out of shape. The young woman seemed no novice at her work, handling the china, which was of eggshell thick- ness, with utmost delicacy. A young Jap man came up who appeared to belong to the ‘house and spoke to the young woman in their native tongue. She answered smilingly in what to us outsiders was a meaningless jargon and went on with her work. The man jumped lightly up on the ex- treme edge of the floor, removed the desecrating shoes and walked around in his stocking feet. His ‘hosiery was of immaculate whiteness and he walked with the softness of a pussy- cat. One could well imagine, on seeing him so anxious not to bring in a speck of dirt, why the Japanese houses, wherever seen at the Fair, presented the spectacle of never having been lived in by mortal man. Louie W. Remington. ——_ 22. -—- Fall Is Best Time To Push Sale of Bedding. Written for the Tradesman. Now is the time of the year, if ever, that sales in bedding should show a marked increase. The fall is the usual time to lay in a stock of comforters, blankets and sheets, and in consequence a great many will be sold within the next few without much effort; but still, if these goods are continually put before pa- and an- output weeks attractive other a greater volume of would show up on the books. trons in one way In the first place, the show win- dows should be made to do _ their full duty by the bedding depart- ment. Show this merchandise time and again in October and November trims. Let there be a complete change at each exhibition, both as to goods and as to their arrangement. so that, although pedestrians may re- member seeing bedding frequently, there may always be something of in- terest in the displays to make them radically different from what before. went I am a firm advocate of putting the price on goods that go into the win- dows, and have said the same many times before now in these columns There’s much to be said in favor of price tags in the their opponents can produce just as windows, while seemingly cogent reasons for their non-use. Still, many of th _ elatter, at the same time that they decry them for their windows, will give them great prominence in the inte- rior of the establishment. As to emissaries of other merchants noting them when they appear in the win- dows, using them for arguments in effecting their can gain an business and inside prices are and go away with them in their possession. If chants are bound to have knowledge of your prices they will get them any- way, will get them in spite of you. So you might as well have the bene- own sales, they entrance to place of see your what your other mer- fit from them that their presence in your windows will bring you. So, I say, tag the bedding units in your windows—not with tickets but just large enough to be immense easily read by the ordinary eyesight. | the bedding items appearing differently priced. At other times the goods im the display alike as to price but all of different Either way has its advantages. Sometimes have all have all bedding design. Strive always to have the comfort- ers in your exhibits of bright colors as these attract the multitude colors. much more than do dun Have little the various in your windows. with comforters or blankets Make them pun- descriptions go gent so that the reader does not get| mistresses of the homes. la small boy, as, jto say. ltrons, itents. It weary before she has read half of one. The bedding department should call for a first-class salesperson, one who has had experience in its sale and one who likes that department. If he has no positive predilection for it he had better step down and ouc Of it. Keep on ‘hand all sorts of pillows, but try to your customers to trade up, so that you can gradu- ally work out of the poorer Pretty the women, but don’t sell the covering at the ex- pense of the possibly help it. that paramount importance. educate grades. tickings please contents if you can Teach your patrons what is inside the tickings is of As you work out of the less desirable qualities of feathers let following. this be known Establish a for carrying only good stock to your reputation -stock that may be relied on implicitly. Get out tive to circulars rela- department. handsome book- attractive your bedding setter yet, broadcast lets concerning the subject. Produce something so handsome that custom- lers will be proud to receive one of these from you and so will be apt to show it to friends. Every time they do this it helps you. Have a whole- some good-looking girl pose for the that the inter- ested at omce and can not help but the When mailing these to pa- or those cover, so receiver is wish to know what pages have wished for as such, jaccompany same with small samples of bright tickings or of gay Seal envelopes so as to ensure attention to the con- not do much good to com- forter patterns. the does send shop literature to the houses by even if the boy is honest enough to do as he is bidden, it may not fall into the hands of the Jeanne. IF A CUSTOMER. asks for HAND SAPOLIC and you can not supply it, will he not consider you behind the times ? 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. MICHIGAN TRADESMAN October 14, 1908 THE KLEPTOMANIAC,. How Gregory Stole the Marble Statue. From the wilds of the Northern woods where I was spending my va- cation a telegram reading, “Come back at once. Important,” summon- ed me back to the crowded city and to the office of Mr. Knickerbocker in the Metropolitan Trust building. Mr. Knickerbocker was awaiting my coming, I having wired him the hour of my arrival. He was pacing the great rug that lay before his desk, his cleanshaven mouth com- pressed to a thin line, his eye alight with anticipation and worry. “Good, Baldwin! Good!” he cried, grasping my hand as I _ stepped through the door. “The sight of you is like rain in a drought. Come; the machine is waiting.” That was the total of our conver- sation until the car stopped panting in the shelter of the porte-cochere. Then again: “Come,” said Knickerbocker, and instead of entering the house he led the way down to the spacious garden, down the well kept walk, past the little lake, past the little Japanese pagoda, past the flower beds, and in- to the rustic paths of the imitation forest at the extreme end. In a small clearing, a lolling space in the brush, we stopped. Knicker- bocker pointed to the center of the open spot, and there I saw a figure, a post, or something that stood up- right, enveloped and hidden from sight by a great, checked mackin- tosh. “Gregory's coat,’ I said. “Yes,” said the father. neath it.” I approached and, unbuttoning the bottom of the coat buttons, I care- fully raised one side. Then I drop- ped it again. The figure under that coat was a statue of purest white marble, about four feet high. It was an image of a female form, an Aphro- dite so abandoned and daring in pose that one wondered at the sculptor who had the temerity to perpetuate his dream in marble. Yet even onc so hopelessly ignorant of art as my- self could not fail to see at first glance that it was a piece from the hand of a master. “The Moeller Aphrodite,” said Knickerbocker in answer to my look of enquiry. “You remember Mrs Holloway—United States customs—” “That statue!” I exclaimed. For at the mention of Mrs. Holloway I re- membered. It was a famo:1s piece of statuary. Possibly it had attracted more atten- tion from the time of its entry into this country than any work of art in years. Mrs. Holloway, wife of the Banker Holloway, had purchased. it. or rather had ordered it made, to pre- sent to the city art museum. The chief of police, interviewed by his favorite reporter, had declared that he would not permit the statue te appear in public without proper covering. And in the end the trus- tees had refused to accept the statue and Mrs. Holloway, rather pleased, had taken it home and installed it in “Look be- the place of honor in her celebrated $50,000 roof garden. Yes, | remem- bered that statue readily. I looked again in enquiry at Knick- erbocker. “Gregory,”he said, “stole it, I sup pose. At least, this morning when | took my walk there stood the thing with Gregory’s coat on it as you see it now. It wasn’t there last evening. You can draw your own conclusions.” “No need to do that,” I said. “Have any of the servants seen this—has anybody seen it?” “Nobody. The servants are away. The grounds are locked. I ordered Hopkins to see that no one entered the garden. No; I have kept the se- cret well.” “Good. Then the first thing to do is to hide it so the possibility of its discovery by other eyes will be re- moved. I’ll carry it indoors so—” It was my first experience with marble statues. I had no way of knowing the probable weight of that Aphrodite. So I was shocked to find that my attempt to lift it from the ground made no more impression on it than the wind upon the rock in the ground. I might have been lifting the Flatiron building for all the suc- cess I had. I am stronger than the average man, but by the feel of that stone I knew that moving it was a task for derricks, not for human hands. “Well,” I repeated, “it’s a new one on me; he’s got on to a new wrin- kle for carrying away his loot. Do you know where he got it from?” “Tt must be from Mrs. Holloway’s roof garden. That’s: where she has been keeping the thing. Why, yes, come to think of it, I saw it there no later than a week ago.” “Where is Mrs. Holloway’s garden-—her house?” “Down on the bay.” “How far away?” “Oh, about ten or twelve miles, | should say. It’s quite a piece out of town—a big, wild sort of place with big grounds, isolated but expensive.” “Ten or twelve miles,” I groaned. “And this thing weighing what it does! Well, it’s certain that he had accomplices this time; no living man could load and unload this thing.” “Unload?” “From wagon, automobile, or vehi- cle of some kind, yes.” Knickerbocker began to wildly. “Oh, the whole thing must be im- possible, of course,” he said. “When we come to think of it, it is impossi- ble. First, Mrs. Holloway’s roof garden is on top of a four story house; second, how could anybody get this thing to the ground and put it on a wagon without—oh, what’s the use? We must—what are you thinking about, Baldwin?” “That I had better pay a visit tc Mrs. Holloway’s house and see if she is at home, and if so, has she sold this statue to Gregory, and so forth. It may save us a lot of useless worry and trouble.” Thirty minutes later I was knock- ing at the gate of Mrs. Holloway’s grounds, having left the motor a block away. Studying the grounds root laugh and the house within them while I waited for a response to my pull at the knocker, I grew more impressed with the magnitude of such a task as Gregory apparently had perform- ed. Around the spacious grounds ran a high wall with—so far as I could see—but two gates, one in the front, the other in the rear of the house. “What is it, sir?” my speculations were broken by the man at the gate. “I am from the Daily World,” | said. “I wish to see Mrs. Holloway.” “Mrs. Holloway doesn’t see re- porters.” “If you will please give Mrs. Hollo- way my card,” I said, writing on it, “Mrs. Holloway will see me.” I handed him my card, upon which I had written “Aphrodite,” and a $5 bill, and he disappeared, muttering his thanks. Soon back he came to let me in and usher me down the walk, up the great stairs and into Mrs. Hollo- way’s drawing room. She was wait- ing to receive me. She was a strik- ing woman, strong and good to look upon, beautiful with the beauty of serene middle age. “IT have not had the pleasure of meeting you before, Mr. Baldwin,” said she. “What can I do for you?” “Your Aphrodite, Mrs. Holloway,” I said. “There is a rumor that you have disposed of it. I.came to ask if this is true.” “T have not disposed of my statue, said she finally. ‘But it was stolen last night.” “Tmpossible!” “So it would seem on first sight But, impossible or not, the statue is gone—taken away “Tt is scarcely credible.” I was greatly shocked. “And yet—could it be that it was a thief, or some one who wished to put the papers on the track of the thief, who telephoned the World the hint that sent me here? Possibly I might be of help to you, Mrs. Holloway. At all events, you may repose perfect confidence in me, I assure you.” “T am sure of that. Come, let us go up to the garden and I will show you that the statue really and truly has disappeared.” Once up on the roof garden, my amazement grew by leaps and bounds. The single entrance was a narrow stairway that ran from the floor below; and the glass was all around and above, save for a few shutters that thad been thrust back for ventilation. “You see it is gone.” Mrs. Hollo- way pointed to the empty pedestal. “That’s where the poor, much abus- ed thing stood. Where it is now, only the thief knows.” I expressed my amazement and made many enquiries concerning the servants. “Oh, I suppose it is one of them,” she said, wearily. “More than one of them,” I said, “or at least one with several con- federates. No single man could car- ry such a load down that stairway and make away with it. Have you searched your house and grounds and outbuildings ?” “As diligently as possible. stolen.” There is not a nook nor corner on_ the whole place big enough to hold such an object that I have not searched with my own eyes. It has been tak- en away, positively.” “Have you found any traces or evi- dences of how the thing was taken away?” “None. Nothing has been disturb- ed, either here or elsewhere. Poor Aphrodite has just vanished into thin air.” And that was just what it seemed to have done. Mrs. Holloway was right; there was no trace whereby one could discover how the Aphro- dite had been taken away from the roof. “You haven't been away from home?” I asked as a last resort. “No, no. F’ve been having a house party of friends out here for the last three days. They left only last evening.” “And the statue disappeared last night?” “Yes. But don’t get suspicious of my friends, please. They are all old friends and true.” She read a list of them, jokingly, and lo! Gregory Knickerbocker’s name led all the rest. The next three days were to me mad days, days when I ran my head against the stone wall of the im- possible and tried to thrash out an idea that would point to a possible clew. There was no clew. There was nothing but the incontrovertible fact that the Aphrodite had been transferred from Mrs. Holloway’s home to the Knickerbocker gardens I had established myself thorough- ly in Mrs. Holloway’s confidence by this time, and spent much time at her house or about the grounds. It was on one of my visits that she brought up the subject of Gregory Knickerbocker. ‘Do you know what the young fool has done now?” she said. “He has sunk over $50,000 in some inven- tion or other. Has actually lived with his inventor in a little hut up the bay for months past. Was all I could do to drag him down here to my little party.” I sat up. I had not fancied for a moment that the pair were such close friends; for I had watched Gregory closely for months past and I did not know anything about the inventor. By enquiring casually I managed to learn the location of the hut and the inventor. It was across the bay on a wild stretch of sand dune where nobody ever went except inventors or other crazy people who wished to be alone, said Mrs. Hollo- way. That night a motor boat whisked me across the bay and landed me a mile down the beach from where I judged the inventor’s hut to be. Go- ing carefully over the sands, I at length discerned a light, and some time later I made out a_ barnlike structure built upon a knoll well back from the water. And crouching there behind a scrub oak T was favored with a sight of that which made me gasp with aston- ishment and wonder why I had not thought of it before. The door open- fpannen MG nae steaaglhegae penis BUMS LAREN Pm Enon ose pioasaciniaias ie CasaeNReaRt tn October 14, 1908 MICHIGAN TRADESMAN Profitable CREDIT Business Every storekeeper knows that many of his credit customers are his very best patrons. It is a fact, however, that the han- dling of charge accounts by old methods has caused extra work, and often loss of trade. THE NATIONAL CREDIT ACCOUNT FILE is usually used in connection with a NATIONAL CASH REGISTER, and to- gether they form a method of handling | | | | | as credit customers that cannot be equaled. A NATIONAL CREDIT FILE makes it possible for the proprietor to watch the accounts of all his credit customers, without the trouble of going over a large set of books, and doing a lot of extra accounting It saves the salary of a bookkeeper. The total of each credit customer’s account is always given on the last bill. By keeping the original slip you insure absolute accuracy. There is no chance for bills to be presented to a customer twice. In this way you are sure to retain the good will of all your trade. This method “cares for the recording of goods charged, and money paid on account, accurately and quickly, and also saves you a lot of time and money. Keep Records in Your Safe As a safeguard against the loss of records, in case of fire, a small metal box is provided with each Credit File. This small file may be placed in your safe. Let us explain how this method will save you work and money. Proprietor’s File Used in Connection with the National Credit File THE NATIONAL CASH REGISTER CO. 16 N. Division St., Grand Rapids, Mich. MAIL THIS COUPON TODAY : The National Cash Register Co., 16 No. Division St., Grand im a Rapids, Mich., or 79 Woodward Ave., Detroit, Mich. I would like 79 Woodward Ave., Detroit, Mich. to know how a National Cash Register can increase my profits and do the other things you say it will. TU eee a swen dna waele Gus sae codeneenecee @ nec eceuan a cy ee a ace yo cece ey ee ee WRITE FTO NEAREST OFFICE [2.000 a eee 454 6g BOUMIMMINNS 666 csles wens wae 4 ses DOG Gl COU 6.554 30 MICHIGAN TRADESMAN October 14, 1908 ed; two men stood revealed in the lizht; one of them was Gregory; the other was Carroll Lindsey, the Car- roll Lindsey whose pictures were in all the papers and magazines—the first man to round the Washington monument in an airship. I sat down on the sand and gasped at the simplicity of the thing. Then I kicked myself. I should have thought of the airship before; it was the only possible way in which the theft could have been done without leaving tracks. Mentally I drew a picture of Greg- ory and his confederate, the inventor Lindsey, on their nocturnal tour. It was three miles, as the crow or air- ship flies, across the bay to Mrs. Holloway’s, a straight uninterrupted flight. A brief stop above the gar- den, a dropping down of strong tac- ... iain ett etapa mn Ms dei paseo October 14, 1908 MICHIGAN TRADESMAN 31 How a Man Is His Own Worst Enemy. Oh, see the young man! What a busy young man he is! See how he hurries home from work and asks ‘his landlady. “Has my laundry come?” The laundry has not come. But does this deter the young man? Not ap- preciably. What does he do? He says: “Darn it all,” and having said this he proceeds to turn his collar and cuffs, rub the edges against the white washed wall, and select a neck- tie that covers most of his shirt bosom. And then? Then he bolts his supper—for it is a $4.50 boarding house—and rushes out into the great city. Where does he go? Oh, many places. First to the corner. Why the corner first? 3ecause at the corner he knows there will be one of the gang. What is the gang? A conglomeration of young men like the one we are watching. What do they do? First of all they take aboard, which means “drink,” three or four drinks of strong liquor. Why do they do this? The devil of fololishness only knows, and he won't peach on his victims. Do the young men know why they do this? No, but they think they do. They think it is fun. Is it? Ask them next morning. After leaving the corner? Oh, then they go to another corner. Here they do much the same as at the first corner. And still another corner do they go to. Why is this? Because there are other corners, and after the third stop the young men imagine there is nothing in the world so much to be desired as stopping at such cor- ners. And why is this? Why, simply because the young men have worked indoors all day, because they take lit- tle or no exercise, because their hearts are weak and. their livers clog- ged, because they all bolted their suppers and did not get enough to eat, because their power of resistance is at a minimum and the drinks have begun to get in their work. What does all this mean? It means that the young men have begun to get on a souse. And what is a souse? It is something that many young men, and old ones, and a few women, in- dulge in, imagining that they are en- joying themselves. It is an institu- tion that is founded on a lack of common or horse sense, for a horse would get angry and kick and bite if it was insinuated that he knew. no better than to go and make a jackass of himself. And would a jackass do it? Dear children! It is the trouser- ed species of that great family that we are discussing. After the third corner the course of the young man lies toward that part of the great city known as down- There are more corners and things go faster than in the com- paratively quiet neighborhood of the boarding house. Besides, the gang by this time has begun to make a night of it, and no night of it is complete without a visit to downtown. town. here The night has been fairly started by this time. The young man has for- gotten that he sits on a stool eight hours a day and lives in a boarding house where they eat supper at din- ner time. He thinks he is a gilded youth, with the gilt an inch thick, and that he dwells in mahogany halls where music and mixed drinks float “around and around again, Willie.” He has forgotten that this very day the boss said to him: “See here, young man, you’ve been falling down a little too often lately. You pick yourself up and be more. carefui after this if you’re interested in hold- ing your job.” He thas forgotten that the landlady asked him: “Have you got that for me now?” And that he answered: “No, I haven’t. I didn’t draw to-day. I'll fix it up to-morrow sure.” He -has forgotten that there is a to-morrow, even. And when a man does this he is in a terrible state. For to-morrow is the day of reckon- ing. He thinks he is to be envied for the time being. Is he envied? Not enough to turn anybody green in the face. The waiters are laughing at him, even while they thand him the short change. This is why waiters are so fat and cheerful off watch. They have so many things like this to laugh at. The grown up people in the place also are laughing at him. No, this is not so; they are saying to the head waiter: “How long thave you been letting calves drink here? Will you please tell that half baked idiot to confine his remarks to decent subjects? Make that fool shut up. Wouldn’t that make you sick!” And kindred remarks. But they might laugh, if the spectacle was not so pitiable. At the closing hour the young man and his companions stand upon the sidewalk and debate on where to go ah cK PERN le, Aw ey Ps " home? No, by this time they are so wise they know there is no place like home, and are glad of it. Where do they go next? will now pass to the next set of pic- tures. It is 7:15 in the $4.50 ‘boarding house. What is that whirring noise? It is the alarm clock in the young man’s room. It is calling upon him to rise for another day’s struggle with ‘the world for the living it owes him. ‘It says: “There’s another day, an- |other chance for you to make good.” What does the young man do? Does he spring up blithe and ready? Yes, he does not. He tosses and groans upon his bed and curses the clock, the hour, the world, but mostly himself. Wihy? Because it is the day after, and he krrows that life is not worth the living. He knows he is about as fit to rise for another day’s struggle as a toad is fit to do combat with a bulldog. His head is as tub, and it aches in every inch of its hollowness. His eyes are bloodshot. His stomach objects strenuously to its geographical position; and he is only one-tenth awake, for he been in bed just three hours. What next? Oh, in thirty minutes he has managed to get to the faucet. He breakfasts wholly on water. He knows from experience that his stom- ach refuses to suffer introduction to janything else. What, has he had ex- iperience in this terrible state before? | Well, if going through it once a week lis having experience the has, all right. fIlt ts just the head that inight of it. It makes the young man large as a has follows a isay: “Never again in my life.” But the has such a short memory. If tem- iperance lecturers would give a man a clear memory of his mornings after, they would do a lot of business. A iweak stomach has cured many repro- | bates. The young man enters the office at 8:57. He shoulid be there at 8:30. Al- ready he has three black marks against him for coming in late. “Once more,’ says the Boss, “and T’ll have to let you go.” “Tt won’t happen again, sir,’ says the young man. And won’t it? No, not for a week, at least. How does the young man_ get through the day? He doesn’t get through. At 3 he is overcome with a next. Don’t they know enough to go|great need for sleep. He | | | Well, we |_ | have followed them far enough. We | has been face all the afternoon to keep himself awake. He begs his way off splashing water in his home. bed and finally drops his weary, large head up- and goes ‘here he crawls up to his on the pillow and goes to sleep. matter? And this is the end ef the f He has made enough No, far from it. 1 jerrors during the day to cost his po- sition if the Boss happens to be feel- ing bad on the day when they are dis- covered; he has spent the money that should pay for his laundry, his car fare, his luncheons, and his landlady for the sent his vi- tality down another notch, has weak- ened his nerves and broken his nerve, and he has added another seed to the planting which sooner or later proba- bly will yield a fine, large crop of the disease invented by Dr. Bright. Does the young man Yes. does? week. He has know this? Then why does he do as he Because the crowd does it, and every average young man knows that it is the thing to do what the crowd That is what all these words are about, abgut the young city work- er of male persuasion in his infamous specialty: Being His Own Worst Enemy. Allan Wilson. e+ -____ fruits are not unwilling to be the does. justly True hidden by leaves. Largest Exclusive Furniture Store in the World When you're in town be sure and call. Ilustra- tions and prices upon application. Klingman’s Sample Furniture Co. Grand Rapids, Mich. lonia, Fountain and Division Sts. Opposite Morton House 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. 2%65 JacKson Boulevard, Chicago MERCHANTS The best is the cheapest in everything When you have that AUCTION or SPECIAL SALE Get the BEST and you will be the gainer by LONG ODDS Let us tell you all about what our twelve years’ experience can do for you in reducing or closing out your stocw 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 Bldg. Rochester, N. Y. No SHREDDED CODFISH But Ours There are two differences between Beardsley’s SHREDDED Codfish and other prepared Codfish. One difference is the fact that not one of them is shredded Codfish but Beardsley’s. None of them even dare call their fish ‘‘shredded,”’ because under the trademark laws we are granted that right solely. The other difference is in the status of Beardsley’s SHREDDED Codfish on the market. Its quality is so superfine and its advertising has been so wide that consumers know it, like it and demand it. When you sell imitations you hurt yourself and you hurt your customers. From October to May Beardsley’s SHREDDED Codfish is packed in cartons. The distinguishing mark is the RED BAND. and glass. J. W. BEARDSLEY’S SONS For summer, tin New York, N. Y. — OF THE ‘SHO Banking T’ioo Much on the “Old Es- tablished” Slogan. “The world has gone past me, Wal- ter.” That pathetic remark of one of the immortal characters of Dickens, characters who spoke for the people of all times and all countries, is just as true to-day of hundreds of shoe dealers as it was of the old instru- ment maker. “Established in 1871” may or may not be a good thing to advertise, just according to what the particular shoe dealer is doing in 1908. ~ When you come to think of the number of shoe wearers who have been born and begun wearing foot coverings since that store was estab- lished, and of those who have grown up and begun selecting their own footwear since that store was in the height of its popularity, of the num- ber of its early customers who have died or moved away during the in- tervening years, of the thought which must come to every shrewd customer who reads the slogan and knows how old stock accumulates and how shoe dealers try by every means to work it off, you may draw your own conclusions as to how valuable the “old established” statement is as an advertising factor. Now, our store here in Lasterville was first opened to the public away back in 1832. Of course Mr. Laster was not a part of it at that time and it was not an exclusive shoe store, but a general store carrying some footwear, which gradually developed during the year. Mr. Laster bought into the business, gradually bought it all out and developed it to exclusive shoes so that really he is entitled to say: Established 1832 if he wants to, but you couldn’t get him to consider it in his advertising, although he may boast of it occasion- ally to customers and be rather proud of it in a private way, and in a public way which is apart from advertising. “Why.” he says, “I would as soon think of making a last year’s funeral notice a part of my advertising. “How would ‘Established 38 B. C. look in an advertisement, and how much trade would it be likely to at- tract? The principle is the same. 1] sed to know a shoe dealer whose name was Bruce Charles Harms, and he didn’t know any better than to use his initials in his advertisements, and he got the veputation of B. C, and people made a joke of it and it did him a lot of damage. Of course if he had been a real live man he would thave turned that to advantage by making a contrast between the ancient period of his initials and the modern date of his methods, but the unfortunate thing was that he was- n't that sort of a fellow and the repu- tation got firmly established. “Now, I am an old fellow; this is an old stand. People have been com- ing here to buy shoes for a good many years; but every day somebody comes in here who never bought a sole here before. Some come inhere every day who never heard of us be- fore. ‘Established 1832’ would almost make them hesitate to enter. I would not put it on my sign for anything. J might put it on my letter head, the one which we use when we write to wholesalers, for it means something there; but not for retail customers— oh, no! “It seems to me pretty necessary for us old fellows to forget as much as we can how long we have been at it. The present age is crazy for the wp-to-date, for the up-to-the-min- ute, in fact. You can not impress it enough on them. And the. funny thing about it is that the old people who have lived throwgh several dif- ferent periods are just as much im- pressed by it as the younger genera- tion. “Tt hasn’t always been so in these United States. There was a_ time when much more respect was paid to age both in business and in every- thing else, but it isn’t so now. Fresh, new ideas. ‘New store—mnew stock,’ is a slogan to be reckoned with.” That’s Laster. He’s an old fellow, but he keeps his business young. That would be my advice to every shoe dealer if I were really trying to be wise and give advice. Keep the business young. Laster does it to a very great extent by keeping young fellows around him. I was pretty new when I came into the firm. I’m older now. Hi Ball is _ still young, despite the fact that his hair is a bit gray. A. Smal] Sizer is young, and Willie Fitem, Cousin Wil- lie, is very young. Very young, in- deed. Some of us wonder if he will! ever get any older. But it has its effect. You ask any- body in Lasterville and they may be unable to tell you how long this store has been running, but they may possibly have a story to tell of how they chanced to begin trading here. I wonder if that sounds as modest as it ought to? Perhaps not. But just you bear this in mind, a shoe man may be modest and retiring and un- obtrusive about everything but his business. There he thas got to be praising himself and his methods as though he were another man and were talking about a much admired TRADESMAN friend. He has got to talk about him- self as though he did it merely to give the reader an insight into a wonderfully public spirited business man, who might otherwise never be known for the friend of the public that he is, and, most of all, he must convince people that this man that he is talking about has fairly to ‘be forced into prominence, and is so up-to-date that he scarcely dares to let people know how progressive he is for fear that they will think he is -{too much in advance of his age. Did you ever meet one of these men about whom you only read? The Jims and Toms and Louies, and Dumble the Shoeman, and Swiit of Swift’s Swell Shoe Shop, and Fred the Foot-fitter, and all the rest? You would think from their advertising, perhaps, that they were blatant ego- tists who would, at the first mention of their business methods jump onto a counter, throw out their chests, rumple their hair and begin to de- claim in long primer. Now wouldn’t you? Well, you just run one of them down once and see. They may be pretty strictly business and full of ideas, and willing to divide if you want them to; but it’s dollars to in- soles you'll have to lead them on a good deal to get a word out of them. Nine out of ten of them you'll find to be unobtrusive, quiet, refined— perhaps studious—business men. Cer- tainly studious of business methods. Likely you may find that the personal stuff in their announcements is gotten up by some wide-awake clerk or October 14, 1908 newspaper writer of whose enter- prise they are shrewd enough to take advantage, and whose thrusting of themselves into the limelight of busi- ness life they endure rather than covet, for the sake of the business in which their life is invested. I say their life, for the life and heart that a shoe dealer invests in his busi- ness, manyatime, are more important than the capital he puts there. But what’s the use? If I were writ- ing this stuff for people outside the game it would be different. Those of you who read it know all about it already. And here is the allegory as it came to me: Once upon a time there was a man who was a shoe dealer in a little town which thought it was larger than it really figured in the census report. They called the President oi the village the “Mayor,’ and the three: village trustees “Aldermen,” and when they all got together for a meeting they called it the “Council.” That is the sort of village that it was. And this man who was in the shoe business carried this advertisement in the local paper. One quarter of a column long, it was, and of single col- umn width. It ran by the year at MAYER Honorbilt Shoes Are Popular aS Le Nese CIDE SHOP. Shoes That Make Good No matter who has them on or where they walk, shoes, to make good, must have two unfailing characteristics, they must last the wearer a long time under the hard must be comfortable. knocks of every day rough usage and they This is where our trade mark becomes a valuable asset in your business. Your patrons know that shoes bearing it make good sixteen hours a day or longer and for some months to come. This means for you quick sales, fre- quent profits and satisfied customers. Rindge, Kalmbach, Logie @ Co., Ltd. Grand Rapids, Mich. LR Re Fert codr ae October 14, 1908 MICHIGAN TRADESMAN 33 a contract price which made any change cost extra, and the editor took his pay in shoes for the help: Established 1879. A. STILLMAN Dealer in Boots, Shoes, Slippers and Rubber Footwear. The Best Goods at the Lowest Prices. Everything Reliable and Cheap for Cash. Come and See Us When in Need of the Footwear Line. The Old Established Store Next te the Postoffice. He had quite a bit of capital, so he didn’t really need the cash, and if you wanted credit you could get it. If you paid cash he would shade prices a littl. After a time it got so that people who had an account there hated to go in when they had money for fear that they would get soaked on their cash deals the same as they did on their credit deals, so they went to the other store which was estab- lished in 1893. Anything in Bye and bye, A. Stillman began to notice that he was out of debt when he didn’t need any goods, but when he had to get in stock there never seemed to be enough money in the bank to met the bills, although every April first his inventory of stock and accounts seemed to be all right. “Collections are a leetle slow,’ he wsed to say ‘once in awhile. He charged interest on all accounts after sixty days, but he seldom collected it. Things kept getting worse and worse. One year his cash sales were only $4,000, his credit sales were $6,000 and his collections were $2,000. The year after that a young fellow who used to clerk for the other shoe man, the one who was established in 1893, started in for himself, with $1,000 and a paid-up subscription for a trade paper as his capital. He ad- vertised the “New Store—New, Up- to-the-Minute Goods. Strictly Cash and No Credit to Anybody. We Don’t Want Much Profit, But We Want It Quick.” Mr. Stillman, as is the custom of his sort, smiled in a superior way and gave him six months. After a half year ‘was gone he kindly extended the time for six months longer, anid when the full year was up the new man was doing such a trade that he kindly refrained from limiting his stay in business and gave his jobber a slight chattel mortgage to secure some long overdue paper—a thing which hu- miliated him so that he sort of lost spirit. This allegory is getting too long, already. When the sheriff sold the stock the new young man borrowed money and bought it. And when he advertised the big bankrupt sale of the “Old Reliable Shoe Stock of A. Stillman, Established 18790,” people rushed in to get some of that famous stock for spot cash in such numbers that the “Mayor” had to have the “police force” called out and stand in front of the store with his club in his hand to keep the people from breaking in the plate glass windows. Still, a - good shoe is a good shoe — Ike N. Fitem in Boot and Shoe Re- corder. Do Not Try Tricks on U. S. There are times when, for one rea- son or another, you may wish to post a letter to some one, indicating in the post mark on the envelope that it came from some other than your own home town. But, accordingly as you value the scheme which you are trying to work, do not make the mis- take of trying to work the postmas- ter of that particular town into this particular scheme of posting the let- ter for you! In anything, from a harmless practical joke up to a peni- tentiary offense which you may be planning, the postal service will rec- ognize in you only a scoundrelly in- tent to deceive and defraud, and it has schooled every 4x5 postmaster in the country into that fixed belief up- on which he must act. For example, you have written your letter, which you desire to appear as having been mailed at a particular postoffiice somewhere in the United States. You seal it, stamp the enve- lope, and address it to the person. This letter you inclose in a larg>-r envelope to the postmaster of that particular town with the written re- quest: “Please post the inclosed. let- ter at your office.” The postmaster will do this. Oh, yes. The postmaster, taking up the di- rected, stamped and sealed envelope, writes across a corner of the enve- lope a full explanation of the matter, reciting that it was received from Mr. So-and-So at a certain place, asking that the postmaster drop it into the mail as originating at that particular office over which the has jurisdiction. Nice little situation, is it not? Es- pecially for a traveling man who is married and wishes his wife or his mercantile house to understand that he is somewhere where the is isn’t! Irwin Ellis. -nereeerenrselpentllipe ntl mennemenenene Care of the Wagon. The useful life of a wagon depends very largely on the care of its wheels and axles. Hosts of bakers have the erroneous idea that is just grease, anyway,” and so cut the box- es out of their wagon wheels by us- ing some inferior which runs off and leaves the spindle dry, or forms a stiff, almost zritty sub- “orease lubricant stance in the wheel, which is just as bad. A proper axle grease for use on every type of heavy wagon shoula have just the right “body’—that is, it ought to be neither so thin as to run, nor so heavy as to stiffen, and should have, too, a long-lasting qual- ity, as it is to be economical. It is good policy to keep wagons well painted. A good thick coat of paint once a year will aid greatly in preserving the wood and also in pro- longing the life of a wagon. Anoth- er point is to always keep wagons well in repair.—Supply World. —_...—__ Not Hopeless, Mrs. Henpeck (to her husband’))— What would you do if I were to die? Henpeck—-It would drive me crazy. Mrs. H.—Would you marry again? Henpeck—I don’t think I would be as crazy as that. Welts Welts Welts You have not seen the snappiest line now being shown if you haven't seen our PLANET LINE Comet Saturn Jupiter Mars Kk kK Ke $3.00 $2.75 $2.50 $2.25 In each of these classes you will find an excellent selection of styles, lasts and leathers, both high shoes and oxfords. ‘Hitch your wagon to a star,” if you want to shine as a fashionable shoe house. Our salesman will see you soon. been calling on you, write us. If he has not Hirth-Krause Co. Shoe Manufacturers and Jobbers of Shoes and Goodyear Glove Rubbers Grand Rapids, Michigan Tae Pa TT aa “tH A . y r ees asnancces ttt? ta At Bottom Prices The above cut ona shoe means that it has been carefully selected and that we have faith in its merits. It means that when you have tried some you will want more of them. When our salesman calls let him show you our line and you will be satisfied that our claims are fully justified. Grand Rapids Shoe & Rubber Co. Grand Rapids, Mich. Michigan ws TRAO CRANE MICHIGAN TRADESMAN October 14, 1908 OLD PEOPLE. Successful Shoe Merchant’s Method of Dealing With Them. Written for the Tradesman. “In all my dealings with the trad- ing public there 1s one thing that I have ever tried to do and that is I have endeavored my very best to be nice to real old people, both men and women. First, I have been polite to them from principle and, second, as a matter of policy. The infirmities of age, however, have always, appealed to me and I never could turn to them a deaf ear, so it may be that I de- serve no particular credit for being kind to old people. “Many and many a time have 1 seen my tactics in this regard _ re- dound to the credit of the store Many and many a time has my kind- ness been rewarded by good big or- ders from old persons who looked so decrepit that one would suppose they had one foot in the grave and that they wouldn’t. care for a shoe for the other, but who really would show a great interest in the products of the shoemaker’s art and would go away with a large bundle of our goods, even insisting on carrying it them- selves when I would insist quite as strenuously on sending it to their res- idence. These shoes would be for themselves. Then in a day or so, or perhaps in a week or longer, I would be surprised to see them again, this time to buy foot coverings and shoe coverings for a grandchild or a nephew or some other relative that was a favorite with them, and the order would be as large in quantity and value as before, or possibly more. And frequently such old peo- ple would have the appearance of dwellers in Poverty Row, yet would produce the welcome cash for the goods out of a big fat roll of bills that showed they still had some mon- ey to burn or to do whatever else they pleased with it. I would al- ways be as particular to fit them to shoes and rubbers and in every other way to please them and the ones they brought along as if they were the most charming young ladies one could wish to know. The interviews with the former might not—naturally would not—be as entertaining as the waiting on of the latter, but the re- sults of those interviews might show up on the beoks of the place in a much more attractive amount. “There’s one thing always to be carefully considered in shoe store dealings with the aged, whether man or woman, and that is the matter of comfort. You will never find an old person who will submit to pinching the toes for the sake of looks; they learned years and years ago that it doesn’t pay to run around. with cramps just for the sake of being able to say that they wear a 4%, when the size of their pedals loudly calls for a 6 or a 6%. They leave all such foolishness for the young generation, preferring to spend the rest of their days in shoes that spell foot-ease in good big capital letters. ‘You can’t eat your pudding and keep it, too,’ and thev are as sensi- ble in this as they are in other mat- ters that call for discrimination, “It’s a first-rate plan to accompany, invariably, customers, old or young, to the door, and especially the old folk, even if there is a lackey to open it, for the reason that it gives a pleasant impression of hospitality. It indicates to them that you have no desire to throw them over the in- stant you have their money in your hand, but that you have the soul of courtesy all the time—every minute. Say, with an impressive bow, that you hope they will find their purchases perfectly satisfactory and that if they are not so in every particular they must allow you to rectify any errors. This puts them in an easy frame of mind as to your merchandise and they are much less likely to be try- ing to discover things to find fault with when they get home and look over that for which they have parted with their nice shekels. And never, never omit to extend, as the very last word, the heartiest of hearty invita- tions to ‘Come again.’” So spoke a young man who has built up from practically nothing one of the finest businesses in a thrifty neighboring town of 10,000 inhabi- tants. Jo Thurber. ——— =< Do Your Own Thinking. Every employe pays for superin- tendency and inspection. Some pay more and some less. That is to say, a dollar-a-day man would receive two dollars were it not for the fact that some one has to think for him, look after him and supply the will that holds him to his task. The result is that he contributes to the support of those who superintend him. Make no mistake about this. Incompetence and disinclination require supervision, and they pay for it and no one else does. The less you require looking after—the more able you are to stand alone and complete your tasks—the greater your reward. When you can not only do your own work, but direct intelligently and effectively the efforts of others, your reward is in exact ratio, and the more people you can direct and the higher the intelli- gence you can rightly lend the more valuable is your life. The law of wages is aS sure and exact in its working as the law of the standard of life. You can go to the very top and take Edison, for instance, who sets a vast army at work and wins not only deathless fame but a for- tune great beyond the dreams of avar- ice. And going down the scale you find men who will not work of them- selves and no man can make them work, and so their lives are worth nothing and they are a tax and a bur- den on the community. Do your work so well that it will require no supervision and by doing your own thinking you will save the expense of hiring some one to think for you. Elbert Hubbard. —_>+ + ___ Gaining On It. Merchant (to bill collector)—Well, did you see Mr. Slowpay this time? Collector (hopefully)—No, but I did better than usual this trip—I caught a glimpse of his coat tail as he went out of the back door. Do Not Lose Your Head. Few faculties in the young man of to-day are so neglected as is that of a reasoning observance of the situa- tions, persons and things that are in his immediate horizon. People in community life are imitative in high degree. In many of the emergencies of every day life the crowd takes on the characteristics of a flock of fright- ened sheep. Under stress of excite- ment and fear they rush as blindly into danger as out of it. The faculty of a sane, reasoning observation lies dormant in millions of reasoning hu- man beings, and on those’ occasions when some mind above all others grasps a great situation and meets it in an emergency, the possessor of this trained mind becomes a hero. “Don’t lose your head,” is one of the oldest axioms of the business world, which in most cases is about as ‘blind an injunction as it might be were a man six feet tall to be in- structed to stand only five feet high in order to be fitted with a suit of clothes. In any situation a man loses his head through his inability to see through a condition or combination of circumstances. The moment he can see his way through his self-pos- session returns. Just so long as he is blind to the puzzling condition he has lost his head to the extent that the penalty menaces him. This losing one’s head becomes of sinister importance in the world when it is appreciated in how many unexpected ways and in what infinite- ly varying degrees this sense of com- posure and certainty is lost every day to the disadvantage of the loser. Always it reacts upon the one losing self-possession; others may be in- cluded finally in its results, but the loser certainly is a victim. You have walked occasionally in the street with a person who, by no agreement, Or concession on your part, unconsciously takes the lead with you in everything. You may be talking interestedly with the slightest concern of the things around you, but with a touch on your elbow here and a word or a nod there, you find that he is the directing agent everywhere. His office is as natural as it is easy. We has no hesitation at crowded crossings or thronged doorways or in crowded trains. You discover as you proceed that you have been re- lieved of the necessities for observ- ing things and you realize presently that it is a distinct relief. Observe this type of man the next time you have occasion to be with him. You will find that he is one of those men not easily “rattled,” a3 a bit of slang of the street once terse- ly characterized the type. Look a little more closely and you will find that the secret of his composure lies in his powers of observance and per- haps in the half unconscious adjust- ment of thought and movement to the kaleidoscopic effects of his en- vironment. He does or says or smiles or frowns the happy thing at the opportune moment. ~-You may have occasion to notice that now and then some one regards him rather ad- “Well, that miringly as if to say, seems to be a pretty capable sort of chap.” And he is, too—don’t doubt it for a moment. No matter what place in life he fills, the self-poised man of the type has advantages over all competi- tion. He may be in a modest posi- tion at a small salary, or he may be high in the scale of success, but wherever he is he will be valued for those qualities which give him self- possession as the price of his ob- servations atid sane deductions. In whatever problem he is considering he will be able to give to the subject a close regard—one undisturbed by irrelevant conditicns and things. No man could estimate the ills of everyday business life which come of a lack of judgment of the com- monest things in business environ- ment. Making two appointments for the same hour with persons of whol- ly inimical personalities and inter- ests might ruin a man’s business and future prospects. Inability to take note of look, word or intonation may mean a tragedy. Anywhere at any time the failure to take one’s “cue” when it might have been plain for the mere observing is likely to be- come of the most serious conse- quence to the young man. There is no one weakness in a man more in- excusable from all sides than is blun- dering. Consciousness of making a blunder embarrasses one until his self-possession may be lost; the blun- der itself may be trivial, but the con- sciousness of having made it with- out show of reason has cost many a young man his best prospects’ in life. “T ought to have known better than that,” is one of the commonest forms of expression for the stupid thing which a_ little observation would have made wholly impossible and un- necessary. But if one will stop for a minute in a crowded street he will see people doing things which they should know better than to do. Here is a serious side to the proposition: In these little actions and inactions of life a great many men of the world’s affairs find intolerance. Some of the world’s greatest men ‘have had their intolerant foibles, and a faux pas is one of the stubbornest of acknowl- edged weaknesses to such men. For instance, it is an act of stu- pidity for a man to walk down a quiet street and beyond a windy corner at which his hat will be blown from his head. A trained observation, no mat- ter how preoccupied the mind may be with other things, should point the danger, the evidences of the wind should be unmistakable. If you were an employer in search of a keen man for a position, you would not be re- assured at his coming into your of- fice brushing dirt from his hat which he had allowed to be blown from his head. Train your powers of observation in the small things of your everyday life. Your whole individual measure many times will be taken accordirigly as you acquit yourself. John A. Howland. 2 What is the matter with putting up an umbrella for a rainy day? } sabuaeeaite October 14, 1908 MICHIGAN TRADESMAN tS aeg rnse t= if if tH SHOE c Mpls LO eg ame 7 ij ni a») re ay 3 aha ts) The Enlarged Plant of the Herold-Bertsch Shoe Company of Grand Rapids A Grand Rapids Firm Forced by Increased Business to Enlarge Their Plant While most manufacturers of shoes in this country are hard pushed to find orders at the present time to keep their present force of workmen busy, the Herold-Bertsch Shoe Company have been forced by a largely increased business to greatly enlarge their factory to meet the demand for their ‘‘H. B. Hard Pan” brand of shoes. They have recently added to their factory building 125,000 square feet of floor space, which now gives them one of the largest as well as the most modern shoe factories in the United States. Grand Rapids has every reason to be proud of its factories. All of them are prospering, but not all of them are enlarging their plants this year as the Herold-Bertsch Shoe Company have been forced to do, but they are turning out goods of a quality which is bound to make for this city an increased reputa- tion as a center where only dependable goods are manufactured. 36 MICHIGAN TRADESMAN October 14, 1908 SUCCESSFUL SALESMEN. Amos Kendall, President of Toledo Traveling Men’s Association. This is that seems to have been an orderly progression under the steady hand of one who was a consistent master of himself, whose organism was har- monious and always well balanced. a story of a man’s life A man of well balanced capacities and powers is always a strong char- acter and one who inspires confi- dence in others; he may not have genius or any phenomenal charac- teristics, yet he is capable of ma- ture judgment of his own capacities and of the people and circumstances that make up his life contacts and experiences. He is eminently aman of business sense and easily avoids the mistakes and disasters that come to those who, although possessing remarkable faculties in some _ re- spects, are liable to erratic move- ments that result in unwarranted risk and failure. A man of well balanc- ed mind, even temper and conserva- tive habit is not necessarily lacking in enterprise of the kind that leads to great accomplishments. Wiat a man does and what he attains depend largely upon his opportunities. But the well balanced man mentally and physically is possessed of sufficient courage to venture where favoring opportunity is presented, and _ his judgment and even paced energy gen- erally carry him forward to the goal of success. Amos Kendall was born in Medina township, Lenawee county, July 26, 1855. His antecedents were English and Irish on his father’s side and Scotch on ‘his mother’s side, and he embodies in his make-up the essen- tial features of all three races. He attended school in the old red school- house five miles west of Morenci un- til he was 15 years of age, when he entered the drug store of his father at Fayette, Ohio, where he worked one winter. He then began selling pumps to farmers, traveling by team. The pumps were made by Wagar & Robinson, of Lyons, and at the end of one season they took him off the road and put him out collecting. He subsequently secured a position as conductor on a Pulliman sleeper run- ning from Bloomington, Ill., to St. Louis, Mo. Mr. Kendall began his career as a traveling salesman Jan. 1, 1874, when he engaged to sell to- bacco in Michigan and Indiana for Kendall & Purves, of Beloit, Wis. Not being particularly interested in his line, he transferred ‘himself one year later to the American Sewing Machine Co., manufacturer of sewing machines and dental goods at Phil- adelphia. He represented this com- pany three years in Michigan, Indi- ana and Ohio. For the next five years he traveled for the same com- pany in the capacity of auditor, visit- ing the branch offices of the corpor- ation in New York, Pennsylvania, Ohio, Michigan, Indiana and Wis- consin. During the following two years he traveled in the New Eng- land States for the Goshen Pump Co., during which time he made his headquarters in Boston. His mext employer was the Domestic Sewing Machine Co., of New York, which Mr. Kendall represented as_ special agent, auditor and overseer of branch offices for eight years. He then formed an alliance with the Dolphin White Lead & Color Works, of To- ledo, and for the next twelve years he visited the trade of Michigan, Ohio and Indiana for that corpora- tion. Three years ago he accepted the position of general sales manager for the Omega Portland Cement Co., of Jonesville, and in this capacity he vis- its the available towns in Ohio, Mich- igan and Indiana. Mr. Kendall was married Feb. 1, 1875, to Miss Clara A. Ferguson, of Elkhart, Ind. They have two chil- dren—one daughter, aged 26, who is a graduate of the Hillsdale high dall was one of the charter members of Hillsdale Council, No. 106, U. C. T., having served as its first Secre- tary and. Treasurer, which offices he held for three years. He _ has since filled the position of Grand Secretary and has been a member of the Supreme Council, U. C. T., for six years. He was Treasurer of the School Board of Hillsdale for six years and chairman of the Purchas- ing Committee of the Board of Pub- lic Service for an equal length of time, during which he did all the buying for the city. Mr. Kendal! joined the Toledo Traveling Men’s Association March 7, 1885, being giv- en membership number 246, since which time he has served that or- ganization as a member of the Ad- visory Committee for three years, Amos Kendall school, Mrs. Mansfield’s Elocution and the Dr. School of Kindergarten teaches in the kindergarten de- partment of the Toledo public schools, and a son, 23 years old, who travels in Southern Michigan and Northern Indiana for the same house as this father. Mr. and Mrs. Ken- dall first established a home in Fay- ette, where they lived tem years aft- er their marriage. From there they removed to Hillsdale, where they re- sided fourteen years. The family have since that time occupied their School of Mary Law and who own home at 335 Winthrop _ street, Toledo. Both children still remain under the parental roof. Mrs. Ken- dall is a Presbyterian and” Mr. Ken- dall says he is a brother-in-law of the church. He is a member of Hillsdale Lodge, F. & A. M.; Eureka Com- mandery, No. 3, and Zenobia Temple, Mystic Shrine (Toledo). Mr. Ken- was one of the Board of Directors one year and is now finishing his second year’s administration as Pres- ident. Mr. Kendall owns a 100 acre farm near Fayette, Ohio, which is claimed to be one of the best farms in the United States. It was formerly not- ed for the high class horses bred thereon, but of late years the owner has given more attention to diversi- fied farming. He is a stockholder in the Hillsdale Grocery Co. and has interests in two banks and a dozen or fifteen stock companies. Mr. Kendall attributes his success to hard work and to the fact that he has never had anything given to him. He has not lost a day’s pay in thirty-four years—and is on the payroll yet. He has never been dis- charged, nor has he ever been asked to hand in his resignation. He has never left a place to which he could not go back. His hobbies are good horses, good horse races and good circuses. He has never been a hunt- er or an angler, but has been strictly business all his life. —_+-- Making Uncle Sam’s Word Good. General Tom Edgar, the first white child born on Galveston Island’ (his birthday was in June, 1837), was re- turning to Galveston from Houston, where he had been an honored guest at the dedication of a tablet placed on the site of the first Capitol of Texas, at Houston. We were seat- mates in the smoking car. He told many amusing stories of the early days. Among others, he narrated his experience as a juror in the case ofa negro on’'trial for stealing a mule. It was in 1865, while United States sold- iers were still in charge at Galves- ton. The negro pleaded not guilty, but the testimony was pretty clear against him. His lawyer, ignoring the testimony, based his defense up- on the assertion that the megro could not possibly be guilty. “Is it not a fact,” he said, “that the federal government promised to every freedman two mules and sixty acres of land? No man can deny it, for it is a fact. My client has not received his promised sixty acres of land. He has not received his promised span of mules. He has, indeed, got but one mule, as these witnesses ‘have testified, and the United States. still owes him another mule and_ sixty acres of land. I leave it to you, gen- tlemen,” he said, turning to the jury, ‘if the facts do not prove conclusive- ly that my client is not guilty of stealing this mule and cau not, under the circumstances, have been guilty.” “That argument,” said General Ed- gar, “tickled us so that we actually returned a verdict of ‘not guilty.’ I don’t believe the darky ever did get the other mule and the sixty acres, but we did all we could to make Uncle Sam’s word good.” Ce Says Fried Grasshoppers Are Good. Countless millions of grasshoppers have invaded Franklin county, Me, doing much damage to crops of all kinds, but Orrin Woodbury, nature man, of Temple, welcomes their ap- pearance, for he eats them, nicely fried in batter. Like St. John, who ate locusts and wild honey, Mr. Woodbury, who once lived on a milk diet seven years to change his body and cleanse it, lives for the present on “hopper fry.” His procedure is about as follows: Large bed sheets are spread on the grass, and soon they are literally cov- ered with hoppers of all sizes and kinds. A hasty gathering up of the cloths always results in a good catch fine juicy grasshoppers, which are killed by passing them through a flame that also removes their wings and legs. Then Chef Woodbury prepares a rich and creamy batter, in which he dumps the hoppers. Soon arises an odor from the frying pan that even doubting Thomases admit is pleasing. “Are they good?” echoes Mr. Woodbury, “well, try a few and see.” But no one cam be induced to try. “t os suite AR ORR : ‘ » . it muteangeelinn ee October 14, 190 MICHIGAN TRADESMAN 37 There’s Certainly a World of Satisfaction in a DAYTON TEMPLETON CHEESE CUTTER Out of thousands of machines marketed last year but one single lonely com- plaint that the machine was not giving perfect satisfaction. How’s That for a Record? The bargain counter manufacturer got into the field with a five dollar article at a $12.49 price; but, in the face of it, more Dayton Cheese Cutters were sold than all others of whatever type. There’s a reason for the Dayton Cheese Cutter’s success—That reason is simply this: It accomplishes nearly twice the results of any ordinary Cutter. It is so carefully built that a novice can see at a glance that it is built by mechanics who know their business. It isn’t an assembled lot of cast iron. Every part of it is machine made. Any part of it can be duplicated at any time. It is the only Cheese Cutter on the market having a solid pressed steel base; patented Computing at- tachment; patented follower shield; patented double edge knife, and patented center to circumference cutting. All other cutters work on the old battle-axe principle, cutting and crumbling the cheese by cutting from out- side edge to center. You can cut in cent’s worth, 5c worth, roc worth, 4lb., %lb., and rlb. in nice, smooth, whole slices. This machine will handle any size cheese up to 36 lbs., and will accommodate a cheese 6 inches high. Every machine is handsomely finished with highly polished nickeled parts, preventing rust, and enameled in a showy Turquoise Blue. Not only the best, but the handsomest machine in every particular. Made by the makers of the finest Computing Scales in the world. If experience and knowing how to do things count for anything, then put a few (and a very few) extra dollars in your investment and get some- thing worth while. $20.00 . $20.00 The Computing Scale Co. Dayton, Ohio 38 MICHIGAN TRADESMAN October 14, 1908 DEPENDS ON THE MAN. Due To Formula. It all depends on the man. Cham- pagne and truffles for one are stale beer and spoiled tomatoes for an- other. And because one man has gone and done so and so is no rea- son why the next fellow who comes along should imagine that he can go along and do likewise. For men are different. This, the tale of Barry, elucidates. Once upon a time not so long, long ago we sat down and wrote a tale of what happened and didn’t hap- pen to a man named Sherer. The story came out of the goodness of heart of the sales manager of Going & Co., and it had to do with the fash- ion in which Sherer turned the tables on fate after old man Going had giv- en him a touch of the rough side of his tongue. If you remember, which you prob- ably don’t, for we had to refer to the files to find it ourself, Sherer had been classified as the failure of the sales department. Then—still quoting from the story of Sherer—came the annual reception which old Going held in his private office in honor of his selling force. Old Going sat back in his chair and told those who assembled how a business was nothing without its sell- ing force; how, after all, the success or failure of an enterprise was, in the end, up to the men who were on_ th? road, the men who sold the goods that made it possible for the plants to work overtime and enjoy prosper- ity and destroy competition and—all trat sort of thing. The fact that next day he called the heads of the manu- facturing department in and talked likewise to them, and after that the cfhce managers, etc., unto the end, de- tracted nothing from the pleasure of the event. It was nice to have a good word from old Going, even if you knew it was all in his day’s work. Well, this year the meeting was a great one. Unheard of volumes of orders had poured into the office of Going & Co. Unheard of profits were being realized on them. Going was swelling with pride in his bank book and selling force. The force was feeling pretty good itself. It felt better when the old man told it that mever before had the firm been favored with the assistance of such able sellers. Not one but was worth his salary. Not one but had done himself proud. Then his eye fell on the unfortu- nate Sherer, hunched wp in a corner. “That is,” he added, “with one ex- ception. Mr. Sherer, as usual, has failed to do justice to the territory and the line he handles. However, the rest of you have done so well that the handicap of one weak man scarcely has been felt.” Now, that was pretty raw talk, and Sherer took it to heart. He went home. He lay awake all might. He cursed Going and himself, and inthe morning he was on a train going back to his territory. He went to see one of the biggest men in his district. He thrust two office boys and one pri- vate secretary out of the way. He Success Not Any Set stalked in, laid down his card, and announced to the big man that he Lad come to sell some goods. The big man tore the card up. Sherer produced another. “TI am going to sell you, sir,” the said. The man looked at him, and— Sherer sold the goods. He went on and sold more goods until he was one of the star men of the house. This is the substance of the tale that we wrote about Sherer. The sales manager, who told it to us, read it, clipped it and saved it. When new and aspiring salesmen evinced a de- sire to know how Sherer became a star the S. M. promptly dug down in- to his desk and handed them the clip- ping. The new men read and were benefited—-perhaps. Now, that is all for Sherer, for this is the story of Barry. Barry was not a salesman. He was chief clerk on the commission desk, and he had been on the pay roll of Going & Co. ior six long, monotonous years. This sounds anything but sensational on paper, but any one who has _ lived through six long, monotonous office years knows what it means. It isn’t so much the work, although goodness knows that is. bad enough, but it’s the heart-breaking, soul-crushing mo- notony, the dreary killing round of a succession of days one just like the other, and the future which is with- cut hope of anything better, which means a succession of days just like the ones that have gone in the past. That is what spells tragedy to the ofice worker of ambition and sen- Siriveness a shade above the brute. It might be argued that the office workers have no business in having ambitions or sensitiveness, but — the solemn fact remains that some of them dio possess these disturbing ele- ments, and among those so unfortu- nate was Barry. Of course Barry hadn’t done so aw- fully bad up to the time he became chief clerk of the comimission desk. Take a man who starts in as a low class clerk at $9 a week, let him work his way to a chief clerkship in four years, and he can not by any stretch of the imagination be called a failure. Barry had done this, but that was all that he had done. He had stuck at the low level of effi- ciency in the grade that had won him the chief clerk place, and he ‘had not improved in his work or in his. sal- ary one bit from the day of his pro- motion. He had run up against a stone wall in his vocation. He had gone so far and had made no effort to-go any farther. The indications were that he would not go- farther if he tried. It was a common office case of a jive shoot turning into dead _ timber, and nobody paid any attention to it except the men above, who, when they troubled to notice him, said: “Who, Barry? Oh, he’s just a nice litle dried up round stick in a little round hole. He fits it just well enough to hold his position. But if ever there’s a shakeup that’ disturbs that little round hole our little round stick will be jarred loose from his salary for sure.” But Barry didn’t know how they talked. It was one of the signs of the man’s limitations that, above the ordinary clerk as he was, he couldn’t sense the attitude of the powers to- ward himself. A good man can do this without much trouble if his eyes > their duty. It is to be seen in the manner in which the heads approach your desk, the way in which they hand you a paper, the way they sum- mon you up to their offices to explain a new matter of office routine. But Parry wasn’t a high class man, as the story will make all too evident. tie was of the inferior breed of hu- rmianity, the kind that are cursed with just enough imag*nation and ability to make them uncomfortable. So he did not see. For two years he did not see, two ycars that helped to put him a lit- tie deeper in the rut, to make him 2 little deader timber, to etch “Failure” a little deeper into his career. He was blind. So blind was he that in these two years he stepped aside from the necessitous duties of the commission desk and wooed and wedded a little girl with a blond niind, who was sure her husband was destined to achieve one of the high- est places in the land, as he was now the most handsome, the most intelli- gent, the most manly and desirable of men. It is a pretty poor stick who does not appear so in the eyes of his ladylove—for the first few weeks. Afterward—but that’s a longer and sadder story. The accumulation of a wife sweet- ened existence for Barry and made him more content with his position on the commission desk. He saw that other men went on and passed him; but the wife continued to tell hin what a hero he was, and Barry didn’t awake. Then came the shock. Barry was in a part of the office where he had no business to be, and the door of a private office stood wide open, “Tt’s a case like that man Barry’s— a cog that happens to fit where it has been dropped by accident, but which never could fit any place else in the world, and which never will be any- thing but a cog if it lives roo years.” This was what Barry heard as he passed the door that stood wide open. it struck him with the pleasantness of a pail of cold water down _ the spine. It turned the nice, warm con- ceit of his little soul to ice. It made him sit up and look at himself as he really was. Then he saw, as was in- evitable, that all that the man in the office had said was the solemn truth. fe was a helpless little cog. As a man, an entity, he didn’t amount to anything. It was only because he kad happened to drop into a soft spot that he had ever the opportunity to draw a salary. And the salary was the best that he could hope for if he lived to be I00 years old! Barry was blue that night, so blue that even the kisses of his doting wife couldn’t brighten his spirits. He sat in the corner and suffered while his wife pouted at his grouchiness. In the morning he had made a resolve. For he, like many others in the of- fice, had read the story of Sherer and knew that what Sherer had done oth- ers could do as well. Barry resolved hat he would do it. And he did— part way. But now see the difference in men, or rather the different way in. which they affect other men and _ circum- stances. Barry knew well what to dc. He went up to the head of the department. “Mr. Bowker,” he said, firmly, “I have been on the commission desk for two years and I have got rutted there. I can do better work. I can do much better work. I can do as good work as anybody in the office if I’m given the chance. And I want the chance. You must help me get it, because neither myself nor the firm can afford to have me wasted: n that fool desk.” The head sat up, pleased at first. He admired spunk in his men above ail things. The idea that Barry, the cog, had nerve enough to speak thus was pleasing. And he felt the force of the recently awakened man’s ar- gument. But then he looked at him and smiled slightly. 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. PREPARE For SUCCESS AT 2_fgSINESS - This is an age of specialists. Our specialty 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 study business as business is done, Investigate our modern and practical courses. Write for new descriptive catalog. D. McLACHLAN & CO. 19-27 S. Division St., Grand Rapids, Mich. He Ra RT “Mishoco” New Specialty Shoe for Men and Boys ““Josephine’”’ for Women Made in all Leathers Selling Agents Boston Rubber Shoe Co. Snappy up-to-date Lasts DETROIT Wt “ly < all mneen Te SLEEPER ‘ siete ii siemens iSibeina ceoadta gS) te RRA aide BO i 2 fardntacsinsisnls October 14, 1908 MICHIGAN TRADESMAN 39 “What can vou do, Barry?” he ask- ed, kindly enough. “I can sell goods for one thing,” said Barry. He had the story of Sherer in mind. “I know I can sell goods. Will you help me get a chance?” The head looked him over again. “1 suppose I can get you the chance,” he said. “But I don’t know what. good it will do you. D you really think you can sell goods?” “T know I can.” “Well, I don’t know. I hardly think you can, but I’ll see that you have a chance, just the same. I’m afraid it’s no good, though.” That night he talked with the sales manager. “Send him over,” said the latter. “I can wse a new man right now.” Barry went over next morning. “You think you can sell goods, do you?” “T know it.” “No, you don’t. You haven’t tried yet. No one can know until he tries. I don’t think you can make a go of it, but you can make the trial, I’ll give you a little territory down in Missouri, and if you do—” “No, sir,” said Barry, “I want a big territory, one where a man can show what’s in him right ftom the start. One where he won't be cramped.” The sales manager smiled. “You're mighty ambitious for a beginner.” “You bet I am. I’m so ambitious that you can’t afford to turn me down.” Again the manager smiled. “Well, I'll give you Southeastern Chio, then. How will that suit you? it’s one of the best—” “That’s good enough, then. And I assure you that you won't regret giv- ing it to me.” “Well, probably not; you’re going out on trial, you know.” “I know. But I’l] make good.” “Perhaps,” said the manager. Barry went onto the road. with pride and confidence large in the breast of him. He had started well. He had lived up to the Sherer princi- ple. First, the awakening; second, the resolution; third, the effect. Of course, he hadn’t made good on the road yet, but he had forced himseif out of the rut and into a chance, and of the rest he had but little fear. No fear at all in fact. He was confi- dence done up in a new suit of clothes and a straw hat. Sherer’s ex- ample had done the work for him. The first man that Barry called on—he had picked out the biggest customer on his list—sent out word that he was not in. “You tell him that I must see him, that I will see him. Never mind about your orders. Here; I’! go right ia myself.” ‘ In he went—even as had Sherer. “Mr. Blank, I—” “You are an impertinent rascal,” said Mr. Blank, angrily. “You force yourself into my presence—” “Because I’ve got a proposition that you can’t afford to turn down.” “I can afford to turn down any proposition that comes to me in this manner,” shouted Mr. Blank; and, only continued: have any- looking Barry over, he “You get out. I won't thing to do with you.” Barry went out—after the man had rung for the porter. “That was the exception to the iule,” he assured himself. “The next ome will fall, sure.” His confidence was considerably dampened, but it still was dry enough to float past the next private secre- tary and into the next private office. “Mr. Somebody,” the said, “I have a proposition which you can not af- ford—” Somebody looked up sharply. He was a square jawed man with close cropped gray mustache. His eyes first expressed anger. As they ap- praised Barry they shone with amuse- ment. “Youre the limit,” said Mr. S. “Do you imagine that anybody is going to let you hold him up in this fash- ion? What do you think you are, anyhow? Eh? Don’t you know that you're selling, not buying? Eh? Get out and stay out. I don’t care what your proposition is; get out.” Barry got. A week later came a telegram from the sales manager: “As you have failed utterly, leave samples at Coshocton for Baldwin, who succeeds you, and come in.” And Barry, sitting on his trunk, cursed fate and wondered why it had not worked for him as for Sherer. It all depends on the man, not on the formula, after all. Allan Wilson. eect Ee crennc Why William Succeeded and Clar- ence Failed. In one of those towns where dog fennel grows along the main street and the village barber is a leading citizen lived two youths whose names were Clarence and Bill. Clarence’s food provider was admiral on a hana car belonging to the Bent, Zigzag and Crooked railway. It was his duty to sight along a steel rail and then tell the rest of the section gang to “Hee- O!” Bill’s daddy toiled from 5 a, m. until ro p. m. in a village émporium at $6 a week and his own necessities at cost price. So that in the matter of family, brains, and money the stork had started Clarence and Bill in the race of life on equal terms. However, it soon appeared that Clarence was an infant phenomenon, so that when the children played store no one was astonished to learn that he was the proprietor and raked in all the stray pins in the neighborhood in exchange for packages of sand. It was observed that Bill was usually the one who lugged the box of sand up from the big road to stock up the make believe grocery store. Clarence romped through school so rapidly that his father had to cut out smoking to save up enough to buy the necessary books. Bill’s father did not find this necessary; in. fact, the only way they could get any learning into Bill’s think tank was to hold him and insert it hypodermically. By the time that Clarence was 15 he had his teacher in a corner spar- ring for wind, and the intellectual bout would have ended in a knockout had it not been for the village mer- chant, who interfered by offering Clarence a position as assistant to Bill’s’ father. a livery stable. | | gave him a job at washing off the About this time Bill|mud splatters from his newly pur- quit going barefoot and got a job in| chased vehicles. Incidentally Bill A few years later|had a chance to learn the difference Clarence was chosen cashier in the|between a dingbat and a caduey, and village bank, -and Bill also enjoyed|all the rest of the technical terms. In * oa ‘ a boost, being advanced to the posi-|a short time he was promcted to the tion of driver for the drummers who}job of chauffeur and was permitted wanted to “make” a few of towns near by. When Clarence was 21 years old he announced his resignation as cash- ier to accept a position in a Chicago bank, whereupon the village paper lamented his going, but philosophic- ally reasoned that “our loss will be Chicago’s gain.” Half of the town went down to the depot to give Clarence a proper send-off and to tell him they had always known he was destined to be a great man; also he was cautioned many times not to} forget his native town when he got rich. As the passenger that was bearing Clarence away whistled train for the first crossing above town, a| “toot-toot” and slowly pulled from a siding on to the main track toward Chicago. In one of the side door sat our friend Bill. The position that Clarence had ac- cepted was that of messenger. He had been a year in landing it. The position paid’ $10 a week, and he was required to board in a placg selected by the cashier. and be careful where he spent what wap left out of the $10 after he had paid his board bill, launt dry, and other necessities. When Bill landed in Chicago he had two bits, a dirty face, no job, and no friends; but he knew a livery stable when he freight train said sleepers and he didn’t have to take a civil service ex- amination or furnish a certificate of character to get a job. His wages, too, were fixed at $10 a week: more- over, he could sleep in the haymow if he wanted to, and spend the $10 in riotous living if he felt like it. saw one, Clarence was bank messenger for two years; then he was advanced to a bookkeeping task at $12 per. After chasing figures up one column and down another to the satisfaction of all concerned for another two years he was patted on the back by the cashier himself and promoted to as- sistant to the receiving teller’s as- sistant at the big pay of $60 a month. Three years later the receiving tell- er’s assistant was fired bodily, ana Clarence wrote home that he enter- tained hopes; but at last accounts he was still entertaining them, inasmuch as the cashier appointed his wife’s sister’s husband’s to the cant position. cousin va- 3y close attention to his job and imbibing no booze than he could carry gracefully, Bill won the confidence of his employer and was installed as barn boss at $20 a week and what he could squeeze out of certain favored drivers for giving them the trips that would yield larg- est tips. When the automobile busi- ness began to loom up Bill’s boss bought a bunch of benzine buggies and continued to serve his old pa- trons at twice the old charges. Bill’s old boss took pity on him and more | how, the) to wear a leather cap and pair of > $25 a week any- times that goggles. He earned and in tips. As the about thirteen automobile agencies in- creased in along Michigan Bill real live bunch. He saved up a month’s salary and number avenue, had a tips and then called on the manufac- turer of a new auto, and hit him for the position of Chicago’s representa- Now Bill different colored auto each day, makes about $25,000 a year, the swellest place in the city, and when anypody from the home town happens in Chi- cago he is sure to drop in on Bill. But for some reason or other every- tive. rides ina lives in body forgets to call at the bank to see Clarence. Hiram Rice. Mean of Him. “One-half of the women in. this world retail gossip,” remarked Mr. Stubb, as he lighted his after-supper cigar. “Quite considerate of you not to say all of them retail gossip,” snap- ped Mrs. Stubb, as she washed the dishes. “Oh, no, only half, Maria. The other half wholesale it.” >. Many a woman acquires her repu- tation for beauty at a drug store. Salesmen—Men with Grit and “Go’’—It’s Your Chance I want a few reliable salesmen to canvass the retail trade. Samples in coat pocket. Don’t worry try- ing to revive dead lines. Get one with breath in it now. It’s a boom year for you if you connect right. Get wise to the ‘‘Iowa Idea.’’ Straight commission. New and very profitable for both the sales- man and retailer. (Mention this paper.) BOSTON PIANO & MUSIC CO. Willard PF, Main, Proprietor lowa City, Iowa, U.S. A. Umbrellas and telephones are much alike— you may not use them all the time, but it’s worth a good deal to know they are right there when you do want them. To goa bit farther, one hardly needs an umbrella at all. It is more comfortable to stay at home in bad weather and “Use the Bell” CALL MICHIGAN TRADESMAN October 14, 1908 a, ‘ — —-> — — = — = = SNA Ny AA QAATAAN ; uit OMMERCIAL TRAVELEB: i —_— 2 ~— = _ -_ ~ . - = SUVA K y A\\\ TOLEDO TRAVELERS. Some Facts Abcut Their Favorite Association. Toledo, Oct. 20o—The Toledo Trav- eling Men’s Association is unique in the history of fraternal societies, a ‘fact which is most abundantly attest- ed by its past history and present standing. Closely identified with the history of Toledo‘s commercial de- velopment, this Association has steadily kept pace with the city’s on- ward march toward influence and prosperity. As the city has gained a commercial reputation far in excess of its population, so has the Toledo Traveling Men’s Association taken a lcading position among its sister so- cieties when compared in members. Its membership embraces not only traveling men look upon no organi- zation with more affectionate regard than upon this same Toledo Traveling Men’s Association, which they joined while yet working on a salary. At the same time it should be _ stated that the membership is not confined alone to Toledo, but members are ad- mitted from nearly every state in the Union and a large number have avail- The only qualifications necessary to be- come a member are that you are a traveling man, salesman or buyer for a wholesale or manufacturing house, of good moral character, in general good health and not over 45 years of age. The Toledo Traveling Men’s Asso- ciation was organized and incorpor- ated May 3, 1882, with a membership ed themselves of this privilege. William H. Standart, First President Toledo Traveling Men’s Association the traveling employes of Toledo’s manufacturing, jobbing and wholesale business, but also a large number of the proprietors of these interests who associated themselves while yet “on the road” and who have kept up their membership ever since, and it is no exaggeration to say that many of To- ledo’s most substantial business men who are now extensive employers of of sixteen, and year by year it has grown and expanded until it has to- day 1,300 members. Its first Presi- dent was W. H. Standart, in) which capacity he served the organization for two years. Its first Secretary and Treasurer was C. F. McLain, who held these offices for six years. Amos Kendall is at present President and D. J. Caine is Secretary and Treasur- er and has filled twenty years. offices for All the regular busi- ness of the Association is managed and transacted by the Board of Trustees. these The financial resources on October 1, 1908, were as follows: Hillsdale school building, DONKS, AM 6. coe sec $ 10,000.00 Kalamazoo paving and sewer bonds, 344% .... 4,876.50 Hutchinson, Kas., school bldg. bonds, 5% ........ 10,953.33 Omaha school bldg. bonds, BHO ee ee ee 13,311.00 Bryan street imp. ‘bonds, Bio og 19,839.30 Ottawa water works bonds, BO 11,112.50 Masonic Temple bonds, Toledo Command’y, No. Ts Be ee 5,000.00 Masonic Temple bonds, Ft. Meigs’ Chapter, R. A. A, Be 3,500.00 Muskegon refund’g bonds, WO eae a Oe ei 2,970.00 Hillsdale water wks. bonds, Bone 2,000,000 CAS 11,242.42 (ash and bonds .......... $ 94,805.05 Paid 186 death losses ....$277,100.00 Paid accident indemnities. 38,063.22 Total paid out on deaths. AG SCOCHIOIME «.. 4.252. 55 $315,163.22 Liabilities: 2.0.2. ee none. This is certainly a creditable show- ing and one which is sure to attract favorable attention. An Association with more than $94,000 on the right side of the ledger and no liabilities whatever is an Association of which to be proud. i Being under the direct supervision of the State Inspector of Insurance, he ‘thas done the organization the hon- or to state that he considers our As- sociation one of the strongest and best managed institutions of its kind in the State. The offices and rooms of the As- sociation are located at Nos. 338-346 Valentine building, a convenient and central location. A hearty welcome is extended to all commercial trav- elers to visit the rooms. The presiding officers of the Asso- ciation have been as follows: D. J. Caine, Secretary Toledo Traveling Men’s Association Wo. Standart 2.2. ..0.:... 1882-1884 4. A: Weeman... 3.53... 1885-1886 45, D. Massey ..2....45.... 1887-1888 J. W. Andrews (20.021... 1889-1890 oR Basworth 2.22) 1891-1892 J. A. Bawteorne «23.2... : 1893-1894 jJonn Po Weed 2 ..255.2... 1895 W. Ho Schaeier 2.20.5... 1896 J. W. Stophiet .......-... 1897 Pilisha Davie 2765.2. 1898 J, HH. Hildebrand ......:... 1899 G. W. C. Armstrong...... 1900 CP) Meera 605... I9QOI ae oP Oee ee 1902 9. G Keller 2 ooo 1903 S. #3. Chanibers’ . 6.0052. 1904 Henry Herzog -.......005.. 1905 hb. M. Mowrer .....2.;.. .. .-1906 Amos Kendall ............ 1907-1908 Two Hairs. “I begin to realize,” said young Mr. Kallow, “that I am no longer a mere youth now that I’ve got a little hair on my lip.” “Yes,” said Miss Pert, “and I sup- pose in a month or so you'll have another one.” 4 4 y & i 2 pie ey RSE S ie i tae ANGE AS AN MS a aia a a ee gee October 14, 1908 MICHIGAN TRADESMAN 41 Prestige an Invaluable Aid to Suc- cess, Everyone has a more or less cor- rect idea of the meaning of prestige. But it is generally admitted to be a more or less mysterious quantity— _-often gained through good advertis- ing and on the strength of past achievements, also by the apparently lavish but systematic spending of money in divers ways. Frequently it is impossible to ex- plain why some men acquire so much prestige or standing. Much of it is often no doubt due to genuine merit, not a small quantity to “bluff’ or “nerve,” and occasionally it is largely due to a forceful personality and good physical appearance. Human nature is very much the same in the professional man or art critic as in the business man. Every- one is prone to be doubtful of the merits of a new proposition, or some- thing which has not a name to give it prestige. Augustin Rodin, the French sculp- tor, had a great struggle with poverty and adverse criticism in his early youth. At one period of his life he used his leisure in working at night- time, in a deserted stable he had transformed into a studio. There he labored at his wonderful mask of “The Man with the Broken Nose.” After eighteen months of hard and patient labor he finished this mask and sent it to the salon. It took the Hanging Committee fourteen years to discover any merit in the work, for it was rejected in 1864, and final- ly accepted only in 1878. Yet there is no doubt that the work contained as much merit at the time it was first submitted as when it was later adjudged a masterpiece. It is to be feared that if most peo- ple saw the word ‘“Millais’ on a painting by a first-rate artist (not a genius by any means), they would fall into ecstacies of praise, and _ it would take their vanity a long time to recover from the shock if they were told the truth. . It is a well known fact that when a salesman in a store has become dis- couraged at showing a’ woman an enormous quantity of goods, that if he will only place a higher price on an article he has already brought to chase at the higher figure, the added cost having lent an unreal prestige to the article in question. Very many firms buy goods large- ly on the name of the maker, often for a long time after. the qualitv of the merchandise has deteriorated con- siderbly. This accounts largely for the fact that many a small firm, seli- ing excellent merchandise, has such a stiff and up-hill fight for recogni- tion. Books, which have later been ad- judged masterpieces, have gone from publisher to publisher, while the poor author starved in a garret. One au- thor, who although unknown, recog- nized to the full this truth, determin- ed to overcome the disadvantage of being without prestige. Sadly press- ed for money, he sent in some MS. under the name of a famous writer. The work was immediately accepted and paid for at a very high rate; as a matter of fact, the production was highly creditable. However, he had now to “square” himself with the great man. This he did by frankly confessing his desperate state and the action he took to relieve it. And the strangest part of the whole busi- ness is that when he made a full con- fession and explained the urgent need of prestige in selling one’s pro- ductions, the great man remembered a time in his career when he was “up against” the same thing, and frankly forgave him. Prestige is therefore the great thing to acquire, although it is doubtful whether it would be advisable to em- ploy methods like those used by the needy scribe. It is hard, how- ever, to give advice on this subject. Good clothes and manners conduce to one’s prestige, so does an appear- ance of prosperity. Strength and courage help considerably. But the truth is that every man must work out his own salvation in this regard. If he will only think deeply enough and hard enough he will find out what prevents him from being ac- cepted in that charmed circle of men who are always admittedly able to command attention and success. W. G. Britton. —-->-> The Value of Confidence in Busi- ness. The value of confidence in busi- ness can not be overestimated. It is the foundation stone of our financial and commercial system. Confidence, summed up, is simply faith in our fellow man, and when this is shaken disaster follows. We are told that the business of our country is transacted with Io per cent. of money and 90 per cent. of confidence. If this be true, con- fidence is of far more value and should be prized more highly than money. We should be extremely careful in our business affairs to guard every act and to refrain from transactions which may have a ten- dency to restrict confidence. If every one were honest and con- ducted business on strictly business methods and principles, there would be more pleasure in living. Without confidence it is an up-hill matter to accomplish anything, and the class of people who disturb this confidence are undesirable citizens. The man who is suspicious of his neighbor and his fellow man,.and who is con- tinually watching out and expecting some one to take advantage of him, is usually the man who needs to be watched. Trickery and sharp prac- tice in business should be discoun- tenanced by all good citizens, and those who engage in it should be made to realize that “honesty is the best policy.” The dishonest man is a disturber of confidence, a menace to society and a detriment to business. Having so far only touched upon this subject in a general way, it might be well to be a little more spe- cific and bring the matter a little closer home. Does the buyer delight in plac- ing his orders with a salesman of whom he is suspicious? Is there any pleasure or satisfaction for a sales- man to sell a buyer of whom he is suspicious? The buyer who is tricky and would willfully and maliciously misrepresent or mislead a salesman in order to procure a concession in price or terms is a disturber of confi- dence. The salesman who would or take advantage of the unposted buyer, is also a disturber of confi- dence. In buying and selling it is absolutely necessary to exercise con- fidence in order to do business with any pleasure or profit. The buyer who would act altogether on his own knowledge, putting no confidence in the salesman or in the house he rep- resents, will surely suffer. No one “knows it all,” and if the word of a salesman can not be relied upon, then he does not deserve to be pat- ronized, but should be retired to the class of confidence disturbers, and be taught that such men are not wanted in commercial circles. It is therefore essential that the salesman should protect and respect the confidence imposed by the buyer, and to give a “square deal’ every time. It is equally as important that the buyer give the honest, reliable salesman a fair chance and a_ re- spectful consideration. It is as well highly desirable that the sellers should be careful not to employ or to permit unreliable salesmen to rep- resent them, and further to discoun- tenance and discourage all short turns, tricks, schemes and_ devices which may be used in mailing sales. Finally, let me have goo per cent. misrepresent his ware, stuff his cus- | tomer’s order, abuse the confidence | ithat peachy complexion? of confidence and 10 per cent. of money with which to conduct busi- ness, rather than too per cent. of money and the lack of confidence. B. O. Barker. ——_—__~.— 2. Giving Mamma Away. Caller (thinking to her)—Little compliment where do -you get From your at gir, mamma, I dare say. Little Girl—O, dear, no! She never gives me any of hers. It costs her 50 cents a box. >> David S. Haugh (Judson Grocer Co.) is enjoying a two weeks’ vaca- tion, putting in the time at Mt. Clemens, where Mrs. Haugh is tak- ing treatment for rheumatism. His territory is being covered in the meantime by W. F. discourse Blake, who will on soap and tea. as glibly mo- lasses as he does about Elevator term: “Going Up” There is a finely ap- pointed room with every convenience awaiting you when you hear the ele- vator boy say those words at the Hotel Livingston Grand Rapids penses are the lowest. of $94,805.05. mutual benefit. P. O. Box 97 Attention Traveling Men You all believe in protecting your families in case of death or accidental injury. The TOLEDO TRAVELING MEN’S ASSOCIATION offers you good insurance at actual cost. Established and doing business under the strict insurance laws of the State of Ohio, and, having a record of not contesting any claim for the past twenty-five years, we come to you with a proposi- tion you cannot afford to pass by. We pay you $1,500 for death from any cause, in addition $15 per week for 15 weeks for accidental injury. We have no high salaried officers and ex- We had a surplus October 1 We invite your co-operation for our For further particulars write D. J. Caine, Sec’y Toledo, Ohio | cn ig ap i Sina MA SOIR RH RNA NH iia yoni ves ai ia Hy MICHIGAN TRADESMAN October 14, 1908 q iS i a 7, BE, = e o ES . eS. tr Se z (cet ( i SONA, DRUGS “°DRUGGISTS SUNDR a ~ ol mw) WAY, ay) . Michigan Board of Pharmacy. President--W. E. Collins, Owosso. Secretary—John D. Muir, Grand Rapids. Treasurer—W. A. Dohany, Detroit. Other Members—E. J. Rodgers, Port Huron, and Sid. A. Erwin, Battle Creek. Next Meeting—Grand Rapids, Novem- ber 17, 18 and 19, 1908. Michigan State Pharmaceutical Associa- tion. 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. Some Funny Blunders of Stenogra- phers. Stenographers often make amusing | blunders, but it should be noted in| their defense that their medium of expression is a most ticklish one, al- so that they have to contend not only with the elusive outline which has such devious paths for misleading the unwary but often the “cranky” man, who doesn’t like to be asked ques- tions, and the mumbling man, who speaks so indistinctly that through sheer weariness the amanuensis writes down what she thinks he is saying without much hope of unrav- eling the tangle when she tries to tran- scribe it. However, the stenographer generally is willing to laugh at her own mistakes and to add what she | ‘ can to the “gayety of nations.” During the time “Trilby” was in vogue a man who had literary ten- dencies dictated in writing to one of his salesmen: “Get your refractory customer into a passive mood, make a few Svengali passes over him, and let your own mind do the rest.” The stenographer, who had never read “Trilby,”’ went back to her type- writer in a tremor of misery, for the man was one of the “cranks,” whom | it required almost superhuman cour- age to ask for information. After much mental agony she finally ren- | dered his idea of hypnotic suggestion into these cryptic instructions: “Get your refractory customer in- | to a passive mood, make a few ‘sev- en-galley’ passes over him, and let your own mind do the rest.” Even the “cranky” one gave vent | to a crackling laugh when he appre- ciated the ingenuity with which she had surmounted the difficulty. A semi-Englishman who was in the employ of a large manufacturing con- cern and who had to take anything that came to his lot in the way of stenographic help was in the habit of dictating all the punctuation in his correspondence. For some reason known only to himself he always used the expression “query mark” instead of “interrogation point.” It really didn’t seem as if he got much more than was coming to him when one stenographer wrote: “Are you going to leave Cincinnati this week, Weary Mark?” She said she thought he was trying to be funny and the “weary mark” was a slang phrase like “easy mark,” and, any way, who ever heard of call- ing a question mark a “query mark?” But she enjoyed the joke on herself quite as much as any one else. If you will say “L. & N. car” to yourself quite rapidly you will see that it wasn’t absolutely inexcusable for the new stenographer in the traf- fic manager’s office to write: i “We have begun to trace Ellen N. | Carr No. 345678, but as yet our ef- forts have failed.” | Another stenographer, in transcrib- |ing a letter in which the expression i“take a vote by ayes and noes” was ‘used, apparently being haunted by the ‘idea of “counting noses,” seems to | have been troubled by the fact that ‘the two words did not agree in num- 'ber, so by way of being quite correct 'she wrote that they “would take a 'vote by eyes and noses,” which hard- ily appears fair considering the mark- jed advantage the eyes would have ‘had. One of the most entertaining mis- ‘takes which a painstaking stenogra- |pher ever made was in a letter for ;a man who was dictating instructions ‘to one of his collectors. Among other 'things he said: e “I wish you could make a settle- ‘ment of that old Cust (the name of the notemaker) claim, which has been ‘hanging fire for so long.” Although she admitted afterward 'that she was startled, she was equal ito the occasion, for without even ‘calling a caucus of the other stenog- itaphers in the office (which was done ‘in most cases where ambiguity or idiocy was to be coped with) she wrote, with proper dignity if rather ‘more force than is the custom: “T wish you could make some set- 'tlement of that old accursed claim |which has been hanging fire for so jlong.” A careful man, whose trials in the way of having initials misunderstood ihad grown to be more than he could |bear, had conceived the idea of mak- ing himself understood in this way: When he said the initial he would also give a name beginning with the same letter, so that there might be |no mistakes. This was a good idea |when understood, but a new stenog- | rapher, who had been trained in the school of no deviation from the dic- | tation, wondering but resigned to eee in the way of business ec- centricity, returned it to him just exactly as he had said it, but deco- rated according to her own ideas of punctuation: “B (for Benjamin) S. (for Samuel) Smith.” Noble May. —_—_++.—____ Cat-Gut Strings Not Cat Gut. The so-called cat-gut strings, it is well known, are really made from the intestines of fully grown sheep, and these intestines are as high as fifty feet long. At the Chicago stock yards there are several concerns man- ufacturing these musical instrument strings. The guts are’ thoroughly cleaned and divested of all fats and loose fibers by the means of a gut cleaning machine. When the gut has been thus cleaned and scraped there remains nothing but the white tough gut proper, which is then passed through a splitting machine equipped with a keen razor blade with a di- vided safety arrangement similar to a safety razor. This machine splits the gut into even strands which are next spun together, using as many strands as required for different sized strings. : This is done by means of what is practically a spinning wheel, and while the strands are still damp and pliable, after which they are stretch- ed on drying frames, and when dry are polished while still on the frames by means of a very fine emery paper laid on a grooved block of aluminum, each groove polishing one. string. The polishing process must be done carefully so as not to weaken the string too much or more than neces- sary to obtain a polished surface. The strings are them cut into lengths, coiled, wrapped in oiled paper and packed in boxes in sizes ready for the market. An American “E” violin string re- quires six strands, while a European “RE” string requires but four. Aus- tralian sheep intestines make the toughest strings, perhaps, although when properly handled there is but little difference in the various manu- facturers’ goods’ throughout the world. ——_—_—_.-2.s——_——___ Joke Which Didn’t Work. Commander Peary, the famous Arctic explorer, never starts on one of his exploring expeditions without receiving all sorts of packages from cranks—cowhide underwear, tea, tab lets, medicated boots, and what not. A few days before the start of his last trip, a club acquaintance wired him to expect an important package by express. The package came. It was labelled: “To be opened at the farthest point North.” Peary opened it at once, however. It was a small bag, inscribed: “Axle grease for the pole.” —_————— 22 Even married people may be hap- py—if they have sense enough to set- tle down and try to make the best of it. Grand Rapids Stationery Co. 134-136 E. Fulton St. Grand Rapids, Michigan y Our Trade Mark Package THE JENNINGS COMPANY, Perfumers Grand Rapids, Mich. y The Most Popular Perfume on the Market 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. Ss sonar anes Se Faso October 14, 1908 MICHIGAN TRADESMAN 43 EUpun 66.6.0... @ 40|)Rubia Tinctorum 12@ 14] Vanilla .......... 9 00@ Lycopodium 70@ 75|Saccharum La’s 18@ 20} Zinci Sulph 7@ 8 MAGS ooo. 65@ " MOE ic aecse 4 50@4 75 Oils Magnesia, Sulph... 3@ Sanguis Drac’s 40@ 50 bbl. gal. Magnesia, Sulph. bbl aie Gem, Geo. seas @ wi lard, extra ..... 85@ 90 Mannia FF. Sep0, Me oie cece 40@ Efi tard, No. 1 ..... 60@ 65 Mentnol ....... 2 eo? 4 mee. WE os eee. 13%@ 16| Linseed, pure raw 42@ 45 Morphia, SP&W 3 00@8 25| Seidlitz Mixture 20@ 22} Linseed, boiled -43@ 46 Morphia, SNYQ 3 00@3 25|Sinapis .......... @ 18|Neat’'s-foot, w str 65@ 70 Morphia, Mal. ..3 00@3 25] Sinapis, opt. .... $ 30} Spts. Turpentine Market | Moschus Canton. @ 40) Snuff, Maccaboy, Whale, winter 70@ 70 Myristica, No. 1. 25@ DeVoes = ....... @ 61 Paints bbl. L. |Nux Vomica po 15 @ 10|Snuff, Sh DeVo’s @ 61jGreen, Paris ....291446@33% Oe Senta | ..0.0..., 85@ 40}Soda, Boras - 6@ 10/Green, Peninsular 13@ 16 Pepsin Saac, H & Soda, Boras, po. GC@ tii Lead, red ....... 7%@ 8 FD Co ....... @1 00| Soda et Pot’s Tart 25@ 28] Lead, white ..... 74%4@ 8 Picis Liq NN &% mon, CMPD 2.2... 1%@ 2|Ochre, yel Ber..1% 2 Sut aoe 2. @2 00 Soda, Bi-Carb 3@ 6/Ochre, yel mars 1% 2 @4 Picis Liq qts ‘ @i 00; Soda, Ash ...... 8%@ 4} Putty, commer’l 2% 2% W3 Ficie Lig. pints... @ 60}|Soda, Sulphas .. @ 2)|Putty, strictly pr 2% 24%@3 Pil Hydrarg po 80 @ 50{Spts. Cologne - @2 60; Red Venetian ..1% @3 Piper Alba po 35 @ 30{Spts, Ether Co. 50@ 655|Shaker Prep’d ..1 25@1 35 Piper Nigra po 22 @ 18}Spts. Myrcia .... @2 50| Vermilion, Eng. 75@ 80 Fix -Burgum °.... @ 8}Spts. Vini Rect bbl @ Vermilion Prime Plumbi Acet .... 12@ 16}Spts. Vi'i Rect % b @ American ..... 13@ 15 Pulvis Ip’cet Opil 1 30@1 50}Spts, Vi'i R’t 10 gl @ Whiting Gilders’ @ % Pyrenthrum, bxs. H Spts, Vi'i R’'t 5 gl @ Whit’g Paris Am’r @l1 25 & PD Co. doz. @ 75|Strychnia, Crys’l 1 10@1 * Whit'g Paris Eng. Pyrenthrum, pv. 20@ 25}Sulphur Subl +++ -2%@ GU ves bnckiccs @1 40 Quassiae ........ 8@ 10]Sulphur, Roll ....2 2%@ 24 ‘Whiting; white S’n 90 Going IN. ¥: Gl... @ 2iitvamariids. ....... 8@ Varnishes Quina, S Ger ..... 17@ 27] Terebenth Venice 28@ 30 Extra Turp ....1 60@1 70 Quins. SF & W..17@ 27' Thebrromae ...... 50@ 55 No. 1 Turp Coachl 10@1 20 Acidum aaa ahaweovees 1 75@1 85| Scillae ........... @ 50. Aceticum ....... 6@) SiCubebse (2 .....0; 2 15@2 25|Scillae Co. ...... @ 50 = Ger.. os a MVIZGrOn Go... 5) 2 35@2 50| Tolutan ......... @ 50 BES on s- sc eee Evechthitos ..... 1 00@1 10] Prunus virg @ 350 Carbolicum ...... 26@ 29) Gaultheria ...... 2 50@4 00| Zingiber ........ @ 50 Citricum. ........ 50@ 55 Geranium . Om: 75 i | Hydrochlor ..... 3@ >/Gossippii Sem gal 70@ 75 Tinctures Nitrocum ....... 8@ 10|/Hedeoma ....... 00@3 50] Aloes ........... 60 Oxalicum ....... 144@ 15) Junipera ........ 40@1 20|Aloes & Myrrh.. 60 Fhosphorium, dil. = @ 15} Lavendula ...... 90@3 60| Anconitum Nap’sF . Salicylicum ..... 4800 Qi Limons 44.55 0:. 1 30@1 40| Anconitum Nap’sR &0 _Sulphuricum 1%@ 5 nthe ; Fr MRC cs. aes 50 . : 4, (C Mentha Piper 1 75@1 90 t a 50 Tannicum ....... 75@ 85/Menta Verid ....5 00@5 50| ASafoetida ...... Fartaricum 2... 38@ 40/Morrhuae, gal. .1 60@1 g5|Atrope Belladonna 60 Myrici : : 00@3 50| Auranti Cortex.. 50 Ammonia Yricia ....ee.es @ Gates 50 Aqua, 18 deg da 6| ONve 2-2... a. c-OC@e O01 See ttre : eS slate use ..... @1 46 Hace moos an - Aurant ortex s Bergamli. ....... 3 75@4 00 Syrups Hydrargyrum ... @ 75 Gating 602054 85 eo Acacia: ......5..; @ 50/Ichthyobolla, Am. 90@1 00 Caryophilli ..... 1 10@1 20| Auranti Cortex .. @ bli Indigo ......6.:. 75@1 00 Cedar ......23,.. 50@ 90|Ferri Iod ....... @ 50|Todine, Resubi — pea 90 Chenopadii ......8 75@4 00|Ipecac ........... s = ts eeeweue 3 90@4 00 Cinnamon! ....., 75@1 85|Rhei Arom ..... quor Arsen e Citronelia -i...... 50@ 60|Smilax Offi’s 50@ 60 Hydrarg Iod... @ 25 Conium Mac 80@ 90,Senega .......... *@ 50|Liq Potass Arsinit 10@ 12 Our Complete _ Line of _ Holiday Goods | Will be kept on Exhibition at Grand Rapids up to Oct. 23, 1908. SETS, MILITARY BRUSHES, GENTS’ STANDS, BOX STATIONERY, GAMES, etc. IN OUR BOOK DEPARTMENT we lines of BOOKS and BIBLES in the market. selections. Grand We have the finest display of TOILET CASES, MANICURE HAND MIRRORS, PERFUMES and other DRUGGISTS’ HOLI- DAY GOODS we have ever shown, and in addition to above a large and beautiful display of CUT GLASS, FINE CHINA, MEDAL- LIONS and PICTURES, CELLULOID GOODS, POSTAL CARD ALBUMS, GOLD CLOCKS, JEWEL BOXES, INK DOLES, TOYS, in plain figures at right prices so that customers can easily make their We make ance for expense of customers who place orders with us. Hazeltine & Perkins Drug Co. LEATHER CASES, BLOCKS, have all the popular All goods are marked liberal allow- Rapids, Mich. 6 ~~" MANUFACTURING The Potent, Palatable Digestive CARRIED IN STOCK BY DRUG JOBBERS GENERALLY & SWAN P ae Tw een Te ey Si WG GE HEMISTS, SON C octane nin sae 2g Rh pOONLI Pi SE it Riboron i e - 4 & 44 MICHIGAN TRADESMAN October 14, 1908 GROCERY PRICE CURRENT These quotations are carefully corrected weekly, within six hours of mailing, and are intended to be correct at time of going to press. market prices at date of purchase. ADVANCED Provisions Index to Markets 3 CHEWING GUM 4 Family Cookie seteoes . DRIED FRUITS : American Flag Spruce 55] Fancy Ginger Wafer 12 Apples Prices, however, are oe vi ag ce eeee = a ae. amnartoe BS Simdried Pgs. ; : : : a POR: oss bs ru u ied 14.2, 6 vaporated ...,... liable to change at any time, and country merchants will have their orders filled at | Best ame ge 45|Irosted Cream ....... . - Apricots @9 Best Pepsin, 5 boxes..2 00| Frosted Honey Cake ..12 | California ..... @13 Miavk Jack ......5...; 5| Fluted Cocoanut Bar 10 Citron DECLINED caret Gum Made .. = Pte Gems 6.555... 8 |Corsican ........ @20 Pe en oe ce eae es eee nger Gems, Iced.. 9 Sen Sen Breath Per’f 100|Graham Crackers 3. 8 Imp’d 1 Ca 84%@ 9 Fresh Fish Long Toth ...:....5... 55; Ginger Nuts ......... -10 | Imported bulk --84@ 8% is j feos ks eau eee rani — N. B.C. 7 . eeecesceocsen nger Snaps Square 8 |Lemon A Spearmint .............55|Hippodrome Bar ..... 0 | Orange american on CHICORY preeey oak, es £2 Raisins © "" 5| Toney Fingers, As. Ice 12 | Cluster, 5 crown .... 7 _— i oe loose Muscatels 2 cr. 7 es,. Ice Lo q7\ Honey Flake ......... 2% poe . 4 = ; 1 9 Schener’s .............. 6 a oe 8 |L. M. Seeded 1 th. 8%@ 9 CHOCOLATE uate ookies Iced 8 calitorals Prunes By Columns ARCTIC AMMONIA Oyste Geman Sect Liuperial vs csesestens ‘3 "80-109 8tp. scone 4 rs erman Sweet ....... 26 oe ee ne eee 9 5Tb. xes.. pe. Cove, 1b. 22.555. 90@1 00; Premium ............. 3g|Jersey Lunch ....... ~+8 80- 90 25tD. boxes $ sf 12 oz. ovals 2 doz. box..75| Cove, 2tb. ....... « i 8) Carcass = 20... 31 age KHps ......... 20 70- 80 25%. boxes..@ 6 Col AXLE GREASE Cove, 1tb. Oval @1 20| Walter M. Lowney Co. | yom hom grrr 11 | 60- 70 25tm. boxes..@ 7 : A ‘ Siniee a Plums Premium, \%s ........ $2) encn a a 0 | 50- 60 25%. boxes..@ 7 Ammonia .......-+.++++ 1] it). wood boxes, 4 doz. 3 00] Plums .......... 1 00@2 50; Premium, %%s ......... 32] emer eae Square § | 40- 50 25%. boxes..@ 8 Axle Grease .....--+-+- ltb. tin boxes, 3 doz. 2 35). : as : OCOA ae 30- 40 25D. boxes..@ 8% 344Ib. tin boxes, 2 doz. 4 25 Marrowfat ...... O5@t Oo TAMerS oi ssa s, 39 Log Cabi %ec less in 50%. cases B 1| 10%. pails, per doz...6 00|Harly June ..... 1 00@1 25|Cleveland ............. ieee gee 77" "** 10 | FARINACEOUS GOODS Baked Beans ....-.---- 1| 15!b. pails, per doz....7 20| Early June Sifted 1 15@1 80| Colonial, 4s ......... 35 So .. So ; Beans foe TIIIIIIID 1] 26m. pails, per doz...12 00} 5. Peaches ions oe — WBS sereeeeee = Marshmallow ‘Waliuts ‘16 ee ee ea V% seeeeeeeeeene tees fete al Sse e toast bes = ed. Hand Pk’d.......2 75 se nl eee e i 1b. oie’ hota 90 No. 10 size can pie @3 00 pycodond eee see eee . — Gckes “Tog | Brown Holland ....... Butter Color .......... 1 zm. can, per tenes : = Gratea dcpiarilen 2 50 Lowney. Us oe 36 —— Cakes, Iced "9 24 1 tb. goes 1 50 Sb. can, per Gar. ..1 ROS eee ae eG IC OEE a5 hee a sco she 11 we ° BATH BRICK Bleed =... 250.2. 40 Lowney, de 86 | Nabob Tumple 6.02.” 14 | Bulk, per 100 tbs. ..... 3 50 1 American 15 Pumpkin Lowney, ae eee eae 40 Newton 12 Hominy Candies ....-. sone PICATL wee eeeeeeees Reale g5| Van Houten, \s ..... a Flake Canned Goods : Buplish ...0 ce: 851 Good 3 Van Howtos is 20 Puuaeal Cosckers ee 8 Pearl’ ee pinned aoe = Carbon Oils ......- BLUING Seer... Van Houten, %s ...... 40|Qrange Gems ......... Pearl. — Catsup ....+.-seeeeees : : Arctic ci eae. - Van Houten, is ....... 72 ra queer a qe Macnaren gal oa he i Cereals ..-.---seseereeee 9| © 02. ovals 3 doz. box $ 40 Raspberries E00 eee 35 Pon ra a 2 Domestic, 10 tb iia “50 ae > g| 16 oz. round 2.doz. box 75) standard ........ Wilbur, %s .......... Si ae a i orted, 25 th. . Chewing Gum .....--- 3 Sawyer’s Pepper Box pti n Wilbur, 4s 2... 65-5... 40| Bicnic Mixed ........ ae" Pearl box. .2 50 ChICOTy ..-ceereceeercee Per Gross. Col’a River, tal COCOANUT Pretzels, Hand Md.. 8 earl Barley Chocolate ....------.--- Bittn & 2 dee “ood bus 1 50 Gor : River’ fats ; oon Dunham’s ¥%s & \%s 26% oe Hand Md. § aoe eee ee tee : 00 ee ae “pigs < ° , retzelettes, Mac. Md. 7 CL se ee ee cse evans 00 ae gee oom Bed Aldeka ....1 Sign S01cemeere Be sss7 27 a7 | Raisin Cookies -...... 8° | ®mpire 002000000... . 8 65 Cocoanut ....--eeeeeeee 81 No. 1 Carpet, 4 sew ..2 75 Pink Alaska ..... 90@1 00 Bulk ..... et 12 Ravena Jumbles ...... 12 Peas Cocoa Shells .......- --+ 3/No. 2 Carpet, 4 sew ..2 40 _ Sardines ee Revere, Assorted ..... 14 |Green, Wisconsin, bu. 2 50 oe E 31 No - 3 Carpet. 8 sew ..2 25 Domestic, 4s 3%@ 4 erabe = 62.6. ee. g |Green, Scotch, bu. ....2 10 ConfectionS ........0.<- 11] No. 4 Carpet. 8 sew ..2 10 Domestic, \%s ..... @ 5 Scalloped Gems ...... AQ 1 SPUG Tb ee 04 bbe cece eseecees 31 3... wad a Domestic, ——s 6 9 Scotch ki Crackers Parlor Gem .......,.. 2 40 *@ Cookies ....... 10 Sa Cream Tartar ...----+- 4 Common Whiek 0: 90 California, 4s ..11 @14 Snow Creams ........ 16 | Mast India ........... 5 Denes Whisk "4 ae California, %s ..17 @24 Spiced Honey Nuts ....12 |German, sacks ........ D Bites | sapere Ks a eews 7 @14 Sugar Fingers ........ : German, broken pkg... Dried Fruits ..........-- 4 BRUSHES French, ws .....18 @28 Bigar Gems .......... Tapioca Ee Scrub baaaie oe. nei x ae owe 16 Fg 110 Th. sacks.. 6 ‘ Solid Back kon 15 pndara ........ 2 Sunyside Jumbles ....10 Pearl, 130 Th. sacks... 5 a ——— ee - Solid Bak a iat 4 Succotash Spiced Gingers ....... 9 |Pearl, 24 th. pkgs. .... 7% Fish an - a Presse Sniniak Wale . | Re AONE «5,-2.5. ne 851 Peaberry ........5...,.. Spiced Gingers Iced ..10 |FLAVORING EXTRACTS F ishing 7 iia daw oes z nel a gai al GOOG coc 1 00 Maracaibo Buran Cakes .......... Foote & Jenks ee = sae . Bj teuCy «2-226. a 2o@1 40) Fat. 5... 16 Sugar Cakes, Iced .... 9 Coleman Brand Fres CATS «ccreerecs ° ce 1 25 ee peeps Choice aio trees 19 Sugar Squares, large ‘g Lemon Net 7 BROIL oo. ccscc wc MIA oe ese ee ous o. 2 Terpeneless .... 5 Gelatine ........ pcbccee aay Shoe a” PONCY .505..5..... Choice 0.500252 22. 36% (Suherba |... os... No. 3 eaeeeeelee ol - aia fabs cian 8 1 00 Tomatoes — Fancy ..-..seee sees eee 19 | Sponge Lady Fingers 25 No. 8 Terpeneless ....3 00 Ca. ee 1 $0) G08... @1 10|\ noice Cuatemala Sugar Crimp .........8 |. Vanilla mee D701 we see esas Shes I 15 |Sylvan Cookie ........ 12 |No. 2 High Class ....1 20 H aso. 1 $0) anny ......,..., @1 401 A srinan; = 12 | Vanilla Wafers ...... -16 | No. 4 High Class ..... 2 00 BeOS 6. ieee ++ s> 6 BUTTER COLOR Gallons .......... @2 75! Fancy African...” 17 | MACtOTS essere eee ees - 12 |No. 8 High Class ..... 4 00 Hides and Pelts ....... 10| W., R. & Co.’s 25c size 2 00 CHOON CNA 606i a oT 95 | Waverly .....+.s00000. 8 Jaxon Brand W., R. & Co.'s 50e size 4 00 __ Barrels So oe = Vanilla i CANDLES Perfection bees @10% Mocha In-er Seal Goods 2 oz. Full Measure ...2 10 Paraffine 66 ... ........ 10] Water White @10 JAvabian = 005 5: 21 Per doz.|4 oz. Full Measure ....4 00 J Parafiine, 128 .......2.. 10} D. S. Gasoline .. @15 Package Albert Biscuit ........1 00/8 oz. Full Measure....8 00 BOY nko s cece ensseens Si Witkins |... 8... 20|;Gas Machine .... @24 New York Basis PAT CCEY RI a er 1 00 Lemon CANNED GOODS Deodor’d Nap’a @13 |Arbuckle .5...,.. 200. 16 00| Arrowroot Biscuit ...1 00/2 oz. Full Measure ....1 25 L Apples Cylinder 5.25.5. 29 @34%|Dilworth ............. 14 75| Butter Thin Biscuit ..1 00/4 oz. Full Measure ...2 40 TROD go oss essa scce 6] 3tb. Standards 90@1 00| Engine .......... 46 @PD. i Jersey . |... 15 00| Butter Wafers .......1 00/8 oz. Full Measure....4 50 Gallon Biackberve 25@2 50] Black, Ne -84%4@10 a see eaas poe 50 naan — He Pa aap oeeteee D. C. Brand ackberries Ss cLaughlin’s anu ain sone erpeneless Ext. Lemon Se ie. 1 25@1 75 Breakfast Foods McLaughlin's XXXX sold| Faust Oyster .........1 00 ol orien oo. pip eeer g| Standards gallons @5 50} Bordeau Flakes, 36 1m. 2 50|to retailers only. Mail all} Fig Newton ...... soee1 OO/No. 2 Panel .......... 75 eee Se Beans Cream of Wheat 36 2Ib 4 50;0rders direct to W. F.| Five O’clock Tea ....100|No, 4 Panel .......... 1 50 ees eevee berth tes ied 85@1 30] Egg-O-See, 36 pkgs...2 85 oo & Co., Chica-|Frotana ....... seseseeed OO] No. 6 Panel .......... 2 00 eee recvccceses Red Kidney +++ 85@ 51 Excello Flakes, 36 tb. 4 50 Ginger Snaps, N. B. C. 1 00 Taper Panel pee sae eels ee 70@1 15| Excello, large pkgs. ..4 50 xtract Graham Crackers ....1 00/9 oz. Full Measure ...1 25 SE: nas eins A 75@1 25| Force, 36 2tb.......... 4 50] atand. gro boxes 91 lemon Snap ........ 50/4 oz. Full Measure ....2 00 Blueberries Grape Nuts, 2 doz, ...2 70 Po 2, BOCES 22 eee 7 1 15| London Cream Biscuit 1 00 Jennings D. C. Brand ° Standard ......... 35] Malta Ceres, 24 1t...2 49) Ummel’s foil, % gro. 85| Marshmallow Dainties 1 00 Extract Vanilla (MORE oc iin. =. 6 251 Malta Vita, 36 1tb..../2 85 Bommds fo 2 ee 1 43) Oatmeal Crackers ....1 = Doz. P om. ee i 4 onl ee UD... -4 OS sigtiones Hine Company 6 es incre migcit's gai 2 Panel ......00 1 25 a. EL lee eae is Brand Breteelatten, Hd. Md. «1 001No. § Panel 20200000228 6D ia Gas g| Little Neck, 1%. 1 00@1 25] Sunlight Flakes, 36 ii 2 85| seymour nee ¢ ee Toast ...--.++0- ae gal sper Panel .....,.-.. 2 00 Oe ee: g| Little Neck, 2tb. @1 50/ Sunlight Flakes, 20 1% 4 00|*) ‘2 BHING ------s00¢ oaks 1 oz. Full Measure .... 90 Clam Bouillon rj 6 N , Square ...... 6 |Saratoga Flakes ..... -1 50 Provisions ............. 2 Se oe go | Visor, 36 pkgs......... 2 75 Soda Sictai Tea Bisnuit 1 00|2 0% Full Measure ...1 80 . ee : 2 a = Voigt Gream Flakes 4 50iN. B.C Soda 6 |Soda.N. B.C Va Bgl ee ao e530. DO pa tole ee > U7 est, 2 i 10 . © \ DOCH wccecaee io . ° es eee erese oO. ssorted avors a 00 Ee lech. 7 90 | 2° Select Soda .......... S iSeds. Select .......-.- 1 00 ies Pi Zest, 36 small pkgs. ..2 75|Saratoga Flakes ...... 18 |Sugar Clusters ....... 1 00 GRAIN BAGS s os Rolled Oats 5 Amoskeag, 100 in bale 19 ins Oe 7 Red Standards .. @1 40] Ronea Avess tha . € rn. bebe bese eee 13 Sultana ded Biscuit 1 7 Amoskeag. less than bl 19% eee gt eR += a -- @1 40) Steel Cut, 100’ tb. sks. 3 40\y B = ee ts 100| GRAIN AND FLOUR Sal Soda i. corn. Mona, be $i ee ; hoe ae bee Wheat a og — ane Geer eee 1 00@1 = Monarch, 90 tb. sacks 3 20 Faust. Shell Le ats : oe ike 11 00| New No. 2 Red ...... 94 Salt a eS of Esabeat AOR alo oad at ly . Quaker, 18 Regular ..1 50 | Sees ona i "1 00| New No. 1 White .... 94 PAY 0.66.66. 1 45 : : Sweet Goods. Water Thin .......00 ee teh art senses 7 French Peas a wel wig AE a Sl Animals ............ Zu Zu Ginger Snaps 50 — oe oo og Reese ...5...-- 7 : racke ea ; ee ca rands Snuff lacking by eeaececs 8 peg al FINO +--+ +e 8 a BAU oe eee Y% a Assorted oa I ont ese ne -1 POMAPONES oo uisis a 5s ees a. es ee ee “ae 24 2 th. packages ..... 350 Paes ee tee 8 In Special Tin Packages. oe eee So k Otc t eect eeee eee eee CATStD = VEL eee sere ee cone Ns OIC io ews ys ae one's 5 00 | Moyen ...... es aan irs 11 Cibie e ae. 4 15 ee Cake ...... . Mestino ......-s+. a 50! Second Straight i 8 ce re 1 75|Snider’s pints ........ 25 | Cassia Cookie ee ae 9 Nabisco ........ oes = ONCRE Foo ee cease se cee -4 00 ee Snider's % pints ...... i 36 | cassia Cookie ......... pee ane ioe 2 Flour in barrels, 25¢ per Hominy Cavalier Cake ........ Champaigne Wafer .. 2 50]; Week i eae 85| some . CHEESE 0 ,54,| Currant Fruit Biscuit 10 er tin te Bet pee oe hae Gees Lobster oe eae Reet te racknels ..........- +d Feeteo 60.0 2 1 00 ve = cn 2 25|Hisie ............ @12 | Coffee Cake, pl. or iced 10 |Napiccs I 1 75| Quaker, paper ........ £ 60 Robe sceaebow-scse ces elie ..... 5... @15%| Cocoanut Taff pares Quaker, cloth ........4 80 Witons Bit UW. foe. iee cy 4 25 affy Bar ..12 | Festino .........ccc-. 1 50 aa. et 9| Picnic Talls .......... 2°75|Jersey ........... @14 |Cocoanut Bar ......... 10 |Bent’s Water Crackers 1 40 Wykes & Co Mackerel Warner's ....... @14%| Cocoanut Drops ...... 12 Holland Rusk Eclipse ..-.....+++.+0 80 v Mustard, fb. ........ 1 80|Riverside ........ @13 | Cocoanut Honey Cake 12 |a¢ jackaeen 2 9o| Kansas Hard Wheat Flour Wihebhh 5... 9| Mustard, 21. ........ 2 80| Springdale ..... @14% | Cocoanut Hon, Fingers 12 ee "*"§ 39|Panchon, “‘%s cloth ..6 90 s Biot — 22a... @15 40 packages ....... tee Judson Grocer Co. Soused, 1%). ........ 1 80 Cocoanut Hon Jumbles 12 15 : Wicki Sense, 29... 8... 275\ Leiden .......... @15 | Cocoanut Macaroons ..1g |°? Packages .........- Grand Rapids Grain & Mn. - ceo. ae. wh 150|Limburger ...... @19 |Dandelion ............. 10 ~ CREAM _ TARTAR Milling Co. Brands. w : oodenware ........... Sitiacts Sh 2 80| Pineapple ....... 40 @60 |Dinner Biscuit ....... 0 | Barrels or drums ...... 29| Wizard, assorted .....4 40 Wrapping P . pping Paper ...... 10 Mushrooms Sap Sago ........ @22 |Dinner Pail Cake ....10 | Boxes ......... caseeeseos OO) Graham 2.2... cn es Hotes 26.5... @ 24|Swiss, domestic .. @16 | Dixie Sugar Cookie ..9 |Square cans ............ 82| Buckwheat * Yeast Cake ...... ick, OPT RE es @ 28|Swiss, imported @20 |Family Snaps ........ Fancy - caddies RY pi rseemeeeeeeeees -4 50 October 14, 1908 I GAN TRADESMAN Sprin Golden” Sonnet FL 5 a Gola Horn, f: rand Ib. ti Duluth Horn, ae ily 5 75 ate oo ae 8 Waesuas tee tei Hews, 21 Sf el ea pepo ei: 5 80 “ROO 12 _ Meats ce %& 8 — is 9 Ceresotay ies" Oss Baad Hams, 14 Ib. average. .13% eon oe Jeresota, #35 oo rand | Ha sy 16 th. verage. .13% Anise SEEDS 92 48 p Ceresota, oe ene io Shinn: Fs Ib pat ad 134% Canary, Smy ee oe Cane 10 rr AM ese aa 6 6 1e ae ave . Malou ’ zee thet sss a Gia Wace are eg oo ga a ag | aR 8 uW Winged oe . cer California Hams sig we |Selery Malabar’ 1 00 tiated ncenteee: 2y | Sib. aise, Butter Boxes _ Worden - Yes Hicanaeall Boiled oiled Hams .. 9 emp. Russian |. 00 |s EA sei i ae oo ie Laurel, Grocer Gor Be . Berlin aime suaeige “14 ae a ners 15 Sundried, Japan 1m alee 12 So aime Wood Peits eer cloth . Brana heigl Han pressed .. Po Q Bird one eeeeees Sur ried, ch — Bu in case.. 63 | ME ciikcacs Laurel. “48 cloth anes Le acon am . 9 i wey « ite . -.4 Re idried f: oice + +24 No. 1 utter e.. Gt | Shearli fae @ 2 i oe ae POPPY see eeeee eee e eens VO Peer oe oO Pi U | ing ce 2 20 Laurel, seis lati’) i 10. pails... ad as eee wana 10 | Regular, amey 2036 | NO. 3 Gvai"350 "im erate so No. 2 oT ang: 0 scopy Mamet ee uo So] & fb: alls. dvance | % | Handy O& BLacKiNG ” oe oe ae [Nob Ove epee Ps ” Y bicepy ag gs act : : . oa 1 a eae large -— Basket-fred, im 3 val, 250 in crate a @5 ee Se eas oe San oe base ted, lake i ee oa Sluswanes, Ge ...on leepy Hye 's cloth.. BERR wns onsen r’s Cr olish 5|Nibs | it ae te oat ik ak ashed, ..@ bie uye %s pi th..5 Laver waeceeeeeeeteeens : own sh BD) Oe - +. » fane +38 . 10° ge GH ....2 fine -@17 epy bye, +; paper. .5 .y = pereer ess ee Scotch, i ae - GUS sees " 43 |B Ci gal., each. .2 40 | CUNFEC --@13 Bolted © Psd paper..5 90 Pork .......00c00e. ioe § : eaboe hieddore 5|Fannings ....... en Bound pone Pins 2 59 Senne a G So ee ‘ Ton eS ge aa at Ter a a Se iy : @11 und head gros | Sta aur hee y ‘ Gouin “Uirdniiatedl "4 10 a oe Sue Mies jug. crates seigas tx gg) Stina yee a No. 1 eed scr a 7 7 A rs. .43 M ne A um N pty D and Fiile | Twine a . 4 Cor inte" -4 19| sxtrm meen... no Moyune, nae 30 Tua illers. | J st . 8 Corn Jorn and 1ed 83 50 ixtra eef 1 7 merican ‘irk & C Pi ne, far oe eas 2 No. 2 comple y, 12 do Seis ee 8 Corn’ ao Vats 33 50 Bonel Mess Dusky Di Famil oO. ey Anew ao (| aaa com hid cel z. 20 | xtra » 32 Ib. Cas V ical’ Gone no ae i oS Dusk iam we ?ingsue Lame 40 case N plete ....... 40 | Bos wa aah es atone woes 4 5 ae Rump, new ee ce ak bs “16 00 Dusky Did, 1066 oe be Pi eauey, choice ,.80 Case, No. 2 iillersidsets 1 28 Boston Creaz oe 2 gs : 32 50], Pig's Fee Sav , 0 sy, fancy ...... LE 35 eg he Bulaio CG ee eee a“ 26 00 % b Pints Feat 15 50 Savon Im 50 bars z, 3 80| Cho Youn NCY 2... 80 | Cor _ Fe 12 sets 1 Sle in eaess ite Peony read 27 60 y hear oe Feet hon moe oe oe g Hyson 0 Coe linea — 16 Gacen Gana e.. Sly * airy F 31 Ov % s., 40 ‘* Cees 1 Mv ome, o ssid 3 50 € eee : G F lined , in. Com Cas y OP thee a bbls. ee 00 | Satinet Wal’ Bawa ice ae 30 ork lined, ch 70| Spe petition 22.2 2°.: see Co. 1b ee 1 30) , oval S see *ormos: Oolo rere Ob 46 n "alt oe monn | Mea eee 3 Se 3 50; Am ok, tance’ fc ae | in... el ees ee 7 ae Po 1 ...32 ou, Ki aarti . Proctor’ 100 ‘cakes a 00 cane Cr thee holipee aa s+ BO] COMBEEVE «ss seseeeeees a ome Sprout a0 os Mu EbIe oT --8 00l ivory, & Gamble Oo. Ee choice. 125 No. 1 patent sprin 90 Bivbon “2200020020 ive S r isin fi eee ets et) + x8 ee ry, 6 oz. . oo oO. Medi aonak wns “0 NG. q co st see tibbon «6.0... wise a aaa rewers Grains eat 35 o be bbis., . ibs. — nes : 80 an A Raa 13 25 Medium acai a common Sow. 85 Broken .-..-+. crrseenns n* ee Dairy wae 00 | Ho Can s. ne 60 eo Z ther aed 00 Sevan LAr rate sh seyes 20 Ideal or nc 1 holder 80 Leader . vas aeeens 8% Michi, Oats d 25 00 eS, e ings OU Lanig “Bice 6 es 6 75 7 cae oa. 7 p head Ch) Leader eeeeereeeeeees 9 Less ae carlots air Erol ag tees Ae, 70 Bros. & ‘a7 25| Ce vtec cea os 30 |2-hoo pe meras 40 Bon craarten 00007000 -" : aia 55 becapue ea Pe coke 30 Acme, 3 bars ... 0. oo oe «+40 | 3-ho Pp Standare . 85/ French a Cream. 27. 10 Carl Co tee »| Sheep les, set . 95 |Acme oe... ney ice 2 0p St rd Star- Crea he ye ten eta ., rn +++08 Un per bundl 70 dome mM hee cal teeAgEo""” 32 2-wire a cae es 2 15 | He ie nm ela than carlos Soli ncolored e Bi e, 100 eo 00 TOBACCO’ 4 3-wire. a CS 2 36 ae Mae Ghd: 10 No pe gg ee 85 Conus 2 : Butterine = —— oe Leal : ° Cadillac Fine or 2 | edar, aGable so22..t 2 23 che ge oe Gen. 4 i ote we 87 Rolls @ . eilles oe ars. 2a Swe aoe ' Paper, 1 A we ae aris Cres m mi veka No. 1 imothy se 2.410 12 Marsei ; 100 © BS ..2 8 veet Loma ... Bibre | Eur brags 45 Cream B xed 1 - 1 timotu carlots 1 Co Canned %@16% |M illes, 10 akes ..5 0| Hiawa ieee 54 vag eka . .-1 25 | GY Fane—in Bons ‘ z y to 0-00; rned b Mea arseilles, 0 cak ..5 80] Mele Maia | arama % oF ‘ypsy § yin ns 10 ee corned fear 2 uareciies, 100 ce oll 09 eee garanec its 5 | Satie eer ZS . eee ’ x A ee Oo. ce... . Sor : : } : : Bc Seneees eS ee 15 Beast — 2 Pars oies 50 aos a Wrisley" $ ee oe fo ne 2 60 Peanut Squares ae i: denna L waves ....-<» Jo re ham 4 Me sis 2 60| Ol Countr; tteeeee fut Ee ; 8 ideal oo 2 7 a oe aa 1s B HORSE 1 oe et 7 ee Seg = puny II 00| Tiger Hom aeteeseee ee AO Vv ee 1 50 Stari »beanute |... 13 er doz. - RADISH. zo Potted ham, ao ee i 45 aces on: --3 40 = re Cahier ee mouse, wane eee 1 50 yo ight rye a 5 wo Devile ham, \% eeeees 85 Gold Boy .... & Co. oo Cros i 40 2 wood. 2 hole a Good! eeiles "i i. palle por ) 90 Paseak tonge me pete Gaia Dent VER ta 4 a Mouse, w ae c rcets Mel cay ae. pain” “a 15 Ib c s, per di P ted ton » ws. 45 Ki d Dust. large .-4 00 Palo ow oneeeeeeecceeoes 3 Mouse yood, 6 on.. 46 Ch: enges a 13 30 Ib. a per oogly 25 otted ae as... 85 Kirkoline + 100-5 +f 50 Kylo atha ee Rat, ya 3 6 Palen. 70 Champion Printed ee 20 * Ss, per : ee 5 " ys oe 5 rline ’ 4Ib ie 00 attl tha eee esses ee, tat : C . es ‘Vi ipse c 10colate °° 2 pail o| Fa R "Tt! ge | Soapi fe ee ; Cagis 41 , spring... |. 65 ure ~hoc e 2.19% Pure a -- 98 Peay Sey. oe 85 Barbie’ Sees 3 80 ‘Arherioln cei eae 35 120-i he acai 80 nae ye cee aE cna pan ps bitt es 3 75| Sta Ea cia 20-i T - : : ette C lates le co. eae ooo gh japan 200K 1M Roseine | ee 4 16: Seca an xa ee 1 standard, a sin OG Champion Chocolates "216 Root ee Cie ee 23 a es 6% ‘mour’s ee ecu phe << 76 Spear ead, VY eeeeees 37 1i-in. standard, No. 18% t Ss twee Dro se 6 oe Col -AD D Wisdo ia. seceecce bo Nob Head On... ¢ 20-j . Standar , wo, 2 75 zemon § ce we ps 9 sees + a umb RESS m Aiea by Twist 14% 47 in. C ard, N 7 75\ ‘peri ours vague oe steee C ia, % pi ING OM veeee este ave 3 70 Jou wist oz cu tae ’ No. 3 6 75 perial * --10 Cc. D TCHES ii | Columbi pint I oan Ceca 0 y T a . 44 in Gaui No 3 6 75 | ttl C ae cee c. D. Cri Durk ia, 1 pi .s oh ip Com se eaed Ol ee 16-15. Cabl » 1 .. 75 tal, AIS oncnwnneeeees 1¢ Coie ee oe oo ! . rring MCE areteeeeseneenees sinve oe re eee oo eas a....1 16/9 mu. SH 25 ta His. bhi. Mustard -.......-... : Roy Pa aaa - Woam. 13 doz 5| 0h M Ss . 1 35 Babbitt’ cans Whi p. bbl @4 |F pper, Singapore 65 al Smoke |: + +24 m, 1% do: ..1 00 i. t’s in case Ww ite H s. 8 50 Pep : inga be cacec ce ea 32 FRES 72 doz. = hv0S neeeees 00 ste eeee Thite Hoc Ybls. @9 50|P per, Sing pore, blk 8} Cot wine mi H FISH 5g | Putne ough Drops 50 PROVISIONS _ seine oe eo ce Ge —— Ep. white.. Gane a i “he ; Smith Menthol. Mess Garreue Pork Round. 100 iba. - 60@ 7% Be ..... yenne ...... a ie a 0 20 Whitefish, Jumbo er Ib ae ee a Pork Round, 4 He aranog 0; Hem ply .. es oo oe - .20 | Almo acta 26 Short Bagi 0.2 17 59 alee ro2s28 18] Kingsford Comm " Flax, OE ee ;20 | Herring Setteetteserees “ Almonds, Tarragona ie ae ’ y Ca a * 2 yc ehce ens ; 4 , oe a ag 9 30 No. 1, 100 Tato mca ae 7 oo Te mae a Bluediak o000 a Cults’ s en eae 19 2 o. 1, 40 Tbs. ... 7 ten. Malt VINEGAR. g |B aac 7 |Brazils 3.121! nia sft. Brisket, Clear ..... oe ee HDS. eee i: . 5%| Malt White Wine. a tobe 6. a Bragils .+e.s.cee. 12 Pig soya 17 o. 1, 8 s. ae oe 25 | Sil Kin Ss ’ Pur nite, Wi e, 40 gr nace" p “iy 1S al. is oe 12@1 r Family ...... 24 00 Me Ada. caveceeee 90 Silver Gloss, 40 1 Pure yal B ae aad 13 cotinine ee 10 aluare ero Gis 8. P. Bellies oe Mess, 4) Ibe ace. Ener Gloss, 16 lips. 1% Pure Cider, Robinson 18 | Bike a, : owe soft shell @1 Bellic ies 8 M , Ib et eee eee s, l ° 6 ’ ilv 3 BIKE oe eeeeeeeeee ees eee 13 able s, Marbot a Extra sho ar eee 13 Mess’ 8. iB ee "3 20(16 sib. -Muaey _— 84 No. »wvickING oie Smoked,” White ete 8 ce a Clear : Spe s. a . S “hinook ep Scere : cane oe ie 3 Pied > Bees eeeeeee 1 65 (12 étb: ee No. 2 per See 30 ae cil is Pecans, ex. large @13 Com Lard --11% o. 1 Ibs. sc S815 tb. pa ges N per gr Ss; ickerel on -13 Hi ne. Ju rge ? eee ' No. iz = a 14 00 500. on gene (ae 0. 3 per — co Finnan Hentai 16 ickory ei agaas Gi 80 tb n tierces Peele ss 8 O. 1 . 5 80 nl eas 6 WOOD fee oe ‘aha ie le 22 c »hio hae per bu. 60 Ib. ee aaa (8 apes” 2000000 7 $8 | Halt syrups" * | Bushels DENWARE shad Roe, ee Cocoanuts 0.0.2, ‘iMadvance | 60 Ibe No. 1, No -136/Halt barrels’... Bushels, wide band -. HIDES Bass ones eee val oe York 60 Ibs. cna Fam a cans % icine = ao oe _ +t 10] Green N eae foc. “Shelled reece eccie k FL 50 5Ib. an % a . es. 2.10 Splint, ot Hieber es 40 | Green ng oe Pecan Hi: veanuts 1% oe ee ea ee asa es BA es eae : 2 dz S. lint, small .......... ; AX a IR ilber alve @55 dz. in cs. 3 = Willow, Clothes, large 2 7 Patek: No. A seececess u Alicant Meats : 32@35 5 Will , Clothe: , large 8 CG: skin, g eee far . A @21 ow, Cl Ss, me’m 95 | Calfskin aon No. t 9 an Al onds othes, small 7 25 Calfskin, green, No. Ti ip none @42 6 25 Calfskin’ cured. og 2 10% Fancy H Peanuts @47 , cured, No. : 18 citoasted . Suns 6%@ 7% . 1 oice, H ticecen ue q % bo hae als eae @ 8% eecee @ 8% i SSAA RSA Eeds Nes DAB 46 MICHIGAN TRADESMAN October 14, 1908 Special Price Current AXLE GREASE Mutton Carcaes §......... @ 9 DOR oe @12 Spring Lambs .. @12 : Veal Aarcaen, ........% 6 @ 9 CLOTHES LINES Sisal ae 3 oes. extra..1 72ft. 3 thread, extra..1 LS 90ft. 3 thread, extra..1 Mica, tin boxes ..75 9 00/60ft. 6 thread, extra..1 Paragon ........- 55 6 00|)72ft. 6 thread, extra.. KING POWDER Jute ste OU ee 75 Royal ong is sos a Geb eke hme we POs os bees pice sees as — oe Tin. . i 50 %Ib. cans 1 36 Cotton Victor Gom, cans 1 OPis0t |... b BO ees cela ca ekey 13 Mm: COE Etre 1 60 % tb. cans 3°75 1tb. cans 4 80 23ib. cans 13 00 5tb. cans 21 506 BLUING cS, ein 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 ....81 mt Portana ............6 33 Evening Press .......... 32 Mixzemplar ......... heehee 32 Worden Grocer Co. brand Se a Re be ee esta 1 44 PU. ee ee ee ee eee 1 80 OO oie ce 20 Cotton Braided OS 95 OU. oes 1 35 PO, ie a ee. 1 65 Galvanized Wire No. 20, each 100ft. long 1 90 No. 19, each 100ft. long 2 10 COFFEE Roasted Dwinell-Wright Co.’s B’ds. Sha gtd Tahoe arn —- White House, 1tb........... White House, 2Ib.......... Excelsior, M & J, l1tb...... Excelsior, M & J, 2tb..... : ain Top, M & J; 1h. ....., MOVAl SAWA 65. os ssc eee Royal Java and Mocha.... Java and Mocha Blend.... Ben Hur Boston Combination ...... Distributed by Judson POTOCION 2. .s5c 6s sass 85/Grocer Co., Grand Rapids, Perfection Extras ...... 35| Lee, Cady & Smart, De- Londres g5 | troit; Symons Bros. & Co., oe ore ene aes Saginaw; Brown, Davis & Longres Grand ......... 35) Warner, Jackson; Gods- Bipmtan ..........26..6 35|mark, Durand & Co., Bat- Puritinos ............... 35 a Fielbach Co., Panatellas, Finas ....... 35 Peerless Evap’d Cream 4 00 Panatellas, Bock ....... 35 jomey Chub -........... eee Tr iM to 8 imo cick coae 6 COCOANUT i” to 2 i 2.2... es 7 Baker's Brazil Shredded i, to 85m: 66. 9 i to 2 Un. past year or two in his effort to frighten the people of the United States into belief that Japan and China had concluded a joint agree- ment to turn in together and whip the American people out of their boots and that our fortifications and Navy were powerless to prevent such a result. When young Mr. Hobson respond- ed to the call for volunteers to sink a tramsport ship in the entrance to Santiago harbor he was applauded; when he and his shipmates accom- plished the task they had wundertak- en they were heroes; when foolish women all over the country struggled together to bestow kisses upon Hob- son he was a martyr to notoriety. But when he resigned his position of honor in the Navy to become the Congressional candidate of a political party more disagreeable terms were used to designate the gentleman and when, as a platform attraction, he be- gan his campaign in behalf of the Jingoites, his sanity was doubted and a great many of his claims and charg- es were denounced as absurd and in- accurate. And yet no one called him outright a liar until the gentleman whom he has taken legal action against for li- bel voiced such an opinion. The Santiago incident is a good many years old. But if Mr. Hobson con- tinues to deteriorate in public esteem during the next ten years as he has since the Spanish War he will have little reputation to defend. —_o2. World Before Office Boy. “Here is a young man, head of one of the most important departments ir. the house, who eight years ago was my office boy.” In these words the manager of one of the great Chi- cago State street stores introduced to me the other day a bright, active, well groomed young man who had stepped into the room on a matter of business. “But didn’t that young man have the advantage over other young men who came into other departments of the house when he did?” I asked when the young man had gone. But the manager was sure that he did not. “He might have had an advantage twenty years ago,” he explained. “I remember at that time I had a young- ster in the office with me and we were just beginning to branch out. He was quick and active and inter- ested. While he was growing too tall for an office boy the also was learning too much for the position. One day I discovered that I needed an assistant, and when I _ looked around I discovered that the office boy knew about as much about the work as I did. Therefore he got the position. “But everything was changed in the case of this young man. In his apprenticeship the ‘house was so large that only a trained man could have come into it as‘amassistnat man- ager. So when this chap got tco big for an office boy I had no place for him but the stockroom. He went in there under other supervision, and whatever success he has made he made without any possible bolstering from me.” But I don’t know about that. When this boy entered the stockroom the head of it knew that he had come from the general manager’s office, that the manager had liked him and wanted him to succeed. If the head of the stockroom had turned the youngster out the manager would have enquired the reason for it. If the head had explained that he was indolent and inattentive the manager would have had to say that the boy never was that way while he was in the manager’s office. Which would have sounded a good deal like chal- lenging the ability of the stockroom man in handling men, Also, while this small youngster was working in the stockroom, nat- urally he would meet the manager occasionally. The manager, interest- ed in him, naturally would spare a second to smile and ask him how he was getting along. To the average youngster there is a world of encour- agement in such notice. Doubtless the trifling, worthless boy finds his finish sooner as office boy to the manager than in any other position he might choose. But if he has something in him the manager’s office is a mighty good place in which to start. I have seen it demonstrated too often to doubt it. Martin Arends. —— Patent Granted as Early as 1825. Adrian, Oct. 13-—You know the fel- low who tells the first story never has a good show. I noticed in your val- ued journal a statement which was recently given out from the Patent Office at Washington that on Janu- ary 18, 1836, the first patent was recorded. This statement has brought to light a patent of an earlier date. It says, “Joshua C. Stoddard, of Washington, was the owner of a document showing that a patent was granted to his grandfather in 1827 on a machine for turning hoe and rake handles. The latter patent was dated Dcember 3, 1827, and signed by John Quincy Adams, President of the United States, and Henry Clay, Secretary of State, and attest- ed by William Wirt, Attorney Gen- eral,” A customer of mine, H. E. Lep- per, of Quincy, and a subscriber to the Tradesman, has in his possession a document showing that a patent wasi granted to his grandfather, Job Wilkinson, on a machine for raising the nap on cloth. The letters patent are dated May 12, 1825, sigmed by John Quincy Adams, President, Hen- ry Clay, Secretary of State, and Wil- ham Wirt, Attorney General. The parchment on which the document is printed and written is in a most ex- cellent state of preservation. The ink used is but little faded and the color of the ribbon under the seal is still bright. Mr. Wilkinson im- ported from England one of the firsi, if not the first, Merino bucks- in the State of New York, for which he paid $1,000. Hée was a manufactur- er of woolen cloths, and operated a factory at Milton, Saratoga county. He made the first piece of broadcloth woven in the State and Daniel D. Tompkins, at that time Governor, had a suit of clothes made from the piece. Geo. W. Armstrong. SSE EO Genesis of the Umbrella. Umbrellas and parasols were used by the Eastern nations many cen- turies before the Christian era. The oldest chinaware shows pictures of ladies and mandarins shaded by par- asols of patterns similar to those now in use. So little known, however, were those articles to Europeans that a dictionary, published not more than a hundred and fifty years ago. defines the word “umbrella” thus: “A portable penthouse to carry in a per- son’s hand, to screen him from vio- lent rain or heat.” The first umbrella ever seen in the streets of London was carried by the - philanthropist James Hanway, who died in 1786. For many years after the introduc- tion of umbrellas a man could not be seen carrying one without being hooted at for his effeminacy, particu- larly when passing a hackney coach stand. The drivers of those vehicles regarded the wmbrella in the light of a rival. For a long time coffee hous- es and inns were accustomed to keep a single umbrella of great magnitude for the purpose of shielding custom- ers from the rain as they passed from the door to their carriages. Tt was not until about the year 1800 that the use of the umbrella became so general throughout Europe and America that a man could carry one without attracting the attention of passersby to a disagreeable extent. In Spain and Italy the article was first domesticated and France adopted it next. —_—_2->____ The Drug Market. Opium—Is firm on account of im- pending war in Turkey. Quinine—Is firm. Morphine—Is unchanged. Carbolic Acid—Has declined. Bismuth Preparations—Have de- clined toc per pound. Iodine Preparations—Are lower on account of among manufacturers. Cubeb Berries—Are very firm and tending higher. Juniper Berries—Are firm. Oil Peppermint—Is weak and. tend- ing lower. Oil Spearmint—Is steadily declin- ing. Oil Pennyroyal—Is weak and lower. Buchu Leaves—Are very firm and advancing. ————_+ 22 ___ Butter, Eggs, Poultry, Beans and Potatoes at Buffalo. Buffalo, Oct. 14—Creamery, fresh, 24@28'%c; dairy fresh, 20@25c; poor to common, 15@18c. Eggs—Strictly fresh, candled, 25@ 26c. Live Poultry — Fowls, 10@r2c: ducks, 12@i3c; geese, 10c; old cox, Q9@I0c; springs, 13@I4c. Dressed Poultry—Fowls, 12@14¢; springs, I14@15c; old cox, roc. Beans—Marrow, hand-picked, $2.35 @z2.50; medium, hand-picked, $2.30@ $2.35; pea, hand-picked, $2.30@2.35; red kidney, hand-picked, $1.75@1.80; white kidney, hand-picked, $2.40@ 2.50. Potatoes—New, 60@6s5c per bu. Rea & Witzig. tending competition - BUSINESS CHANCES. For Sale—Only drug stock in town 500. Established 25 years. Surrounded by best farming country. Invoices about $3,000. Average daily sales, $22. Rent $12.50 month. Address 79, care Trades- man. 79 For Sale—Five acres near Wayne, nicely located on main road. For par- ticulars address owner, J. Lamoreaux, Wayne, Mich. 80 a arama om a aie For | 5 Se ees Hot Water as Hal fl ve | a UK Steam Heat | | H/ a Tu | im MR. MERCHANT: DO YOU WANT TO PLEASE YOUR OLD CUSTOMERS AND AT. TRACT NEW ONES? Do you want a perfectly heated store without dust or i dirt, one that your customers will always regard as com- ' fortable as their own home? \ | . G A RAPID HEATER will heat your home or store and do it in a | = i] ‘int | most thorough and satisfactory manner. | | ip (a) | I _ Ina few years the Rapid will have entirely paid for itself in the | fa f saving of fuel. It costs less and satisfies more than any othet heating | (c : + | apparatus on the market. ; Se > iit en = | Requires very little attention. \_— mT oe Produces heat quickly. a m nm = = Lasts as long as your building. | =e a? DWINELL-WRAGWT CONS Gives a perfectly sanitary heat. Fy CR INCIPAL COFFEE ROM —_ | Now let us give you our proposition or send our traveler to you. We | aT | have several hundred satisfied RAPID users in Michigan, and you should | } f Sold only in 1, 2 and 3 pound be one of them. i cans. Its purity, if label is un- | : ‘ : lf broken, always guaranteed. & | Write or phone for information to the — eee it ni inneemeil RAPID HEATER COMPANY | Louis and Campau Streets Grand Rapids, Mich. | 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. < 2 an Moneyweight Scale Co,,. Wo oiics Cheeks ans dee oud on 58 State St., Chicago. : Next time one of your men is around this way I would be glad to have your No. 140 Scafte explained to me. 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 This does not place me under obligation to purchase. ie (temporarily) in water and to give it a soapy character. But the free alkali Eee re beer ng eeu seed ei de vaesacessas Gedqectese i is, not good for the stomach. Eowney’s Cocoa is simply ground to the Street GAG Noe ooo ccc ee cues wee cnene fd ee ye a ee Fe fineness of flour without treatment and has the natural delicious flavor of BUSINESS. =. wane cece cee csee eves BOBEB «cred sce sees eenceen cities 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. MONEYWEIGHT SCALE CO., 58 State St., Chicago } “Making Both Ends Meet” is a problem for most housewives in these times of pinched purses. ; You can help ‘‘the woman behind the pocket- book’’ by telling her about Shredded Wheat It contains more real nutriment than beef- steak or eggs, is more easily digested and costs much less. Two Biscuits (heated in the oven) with milk and a little fruit and a cup of coffee will supply all the nourishment needed for a half day’s work at a cost of five or six cents. Try it yourself and then tell your customers about it. No other grocer makes a larger profit on Shredded Wheat than YOU do—no ‘‘deals,’’ no premiums, no ‘‘sugar,’’ no bribes. The same old policy—A Square Deal for a Square Dealer.’’ The Shredded Wheat Company, Niagara Falls, N. Y. If you want to GET RID OF THE WORK AND WORRY OF Pe CE GD ev cone cies veer ii iies If you want to KNOW HOW YOUR ACCOUNTS STAND ........ If you want to a HOW MUCH STOCK YOU HAVE ON NEA ein ns ng ca U5 as oad sage bee eos If you want to BE SURE THAT ALL GOODS SOLD HAVE BEEN FAIS POR OR CHARGED? ooo. eo ic getee cts If you want to RECEIVE THE CASH QUICKLY FOR = § THE GOODS YOU HAVESOLD. .. 2. e.6 oe. if you want to SAVE MONEY oo. ee ee ee YOU SHOULD INVESTIGATE THE McCASKEY ACCOUNT REGISTER SYSTEM. If you want to KNOW, drop a POSTAL—Information is FREE. { THE McCASKEY REGISTER CO. 27 Rush St., Alliance, Ohio Mfrs. of the Famous Multiplex Duplicating Pads; also the different styles of Single Carbon Pads. Agencies in all Principal Cities. 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 Hall’s Safe Made by the 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. a