Tenants AE ts f € i SE a a a) RS eer aesarca ued at se ee 2 eee ses, ee ie KE INVA EF CSE SSS ABTA G fee NOS 77 ~ a WS (ox, SS SHA CES CY ORO a rae CEOS yy] AS x a Rad bs i WT “fl - a » PS < Ce KK oy We e) ei SA VOCE ta y Ge. TR ) - MPR eT ) SaaS FZ Fs (x x ANE ‘76 2 'G : WS im Sh ioe Ine. : EEN YN ao ZL lee PRS TIES ON NE 7 OO De FASS ee PUBLISHED WEEKLY 4% 772 UC : TRADESMAN COMPANY, PUBLISHERSRX— 2 PE EA 7. CC IRe OTe y) 3 7 : SS Us aye o s OG SUG SOE CR aN IFRS SSR i Mi CIs Oo as Q AS AI. Za tn Sar . wi 7 . GS (? Y \ 2 Cy Vis K 5 > Twenty-Sixth Year GRAND RAPIDS, WEDNESDAY, MARCH 17, 1909 Number 1330 Che Hwakening I am soul-sore and bended and weary, And my being is ancient and gray; The heart in my bosom is dreary, And I long to be up and away. [ want to re-spend what | squandered, | seek but one chance to repay; lor last night my soul wakened and wandered O’er the road to the gone yesterday. Oh, the wrongs that can never be righted! And the wounds that can never be healed; The darkness that could have been lighted ; The truths that too late were revealed ; The burdens so readily shifted ; And the thorns that I should have withdrawn; The anguish that might have been lifted From a heart that was thoughtlessly torn; The clean things my foolish feet muddied; wt i %. The innocent ones I judged wrong; ie ) aor fe 5 e oD? . Y, & oy, The home that with sorrow I flooded; # & Ww " + Wy The deaf ear I turned to life’s song; ‘ x re Salat The struggler so easily aided; Sele The reckless one I might have checked ; The heartlessness that I paraded ; The dear ones I hurt with neglect; The flower I robbed of its beauty And tossed:in a day to the slime; The hour I faltered in duty; The whim whose indulgence was crime. Oh, God! though I face Thee repentant, I ask not Thy mercy as yet; I seek not to find Thee relentent Until the to-morrow is met. I thank Thee that Thou hast unshuttered The blindness that darkened my soul. My prayer to Thee now is not uttered In hope to default conscience’ toll, I ask Thee to see me in sorrow And grant me the prayer that I pray That I may make right on the morrow The wrongs that I wrought yesterday. Herbert Kaufman in Everybody’s Magazine. 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 : Successful retailing consists of securing legit- imate profits on salable merchandise and judi- cious granting of credits. Holland Rusk (Prize Toast of the World) Spells SUCCESS because it pays the grocer a good profit and its quality paves the way to ready sale in any locality. Put in a stock at once. Large package retails 10 cents. Holland Rusk Co. Holland, Mich. HORSE-RADISH Put up in self sealing earthenware jars so it will keep. Sells at sight. Packed in corrugated paper boxes, I dozen to the case, and sells to the trade at $1.40 per case. Retails at 15 cents per jar. Manufactured only by U. S. Horse-Radish Company Saginaw, Mich., U.S. A. Our Package ~ Makes Clothes Whiter-Work Easier-Kitchen Cleaner SOE On account of the Pure Food Law there is a greater demand than ever for # ws sw wt wt ot 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 yt The Williams Bros. Co. Manufacturers Picklers and Preservers Detroit, Mich. Every Cake scum B of FLEISCHMANN’S YELLOW LABEL YEAST you sell ‘hot only increases your profits, but also’ gives complete satisfaction to your patrons, The Fleischmann Co., of Michigan Detroit Office, 111 W. Larned St., Grand Rapids Office, 29 Crescent Av. OUR LABEL Ne at) [Day GOOD GOODS — GOOD PROFITS aoe slg: } (> (2) ne ad 4 ~~ Y He S “gp = oF > =S A ' Po a) (24 Sonar “ WIZ eS TN), GRAND RAPIDS, WEDNESDAY, MARCH 17, 1909 YOU CAN DO YOUR BANKING BUSINESS WITH US EASILY BY MAIL. GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY Grand Rapids, Mich. FIRE The Leading Agency Commercial Gredit G0., 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 FIRE AND BURGLAR PROOF SAFES Grand Rapids Safe Co. Tradesman Building SPECIAL FEATURES. Page. ie: Credit to Cash. Clearly Fraudulent. News of the Business World. Grocery and Produce Markets. Successful Salesmen. Appalling Figures. Editorial. Unique Celebration. The Old Employe. Men of Mark. New York Market. Cranky Customer. Store Signs. Plunging for Trade. Wholesaler and Retailer. Simple Truth. You Know This Lady. Team Work. The Old Worker. Public Confidence. Fruit Growing. Review of the Shoe Market. Too Much St. Patrick. More Food Fights. Civic Betterment. Butter, Eggs and Provisions. Stoves and Hardware. Gradual Growth. Commercial Travelers. Drugs and Chemicals. Drug Price Current. Grocery Price Current. Special Price Current. AIM HIGH. “Hitch your wagon to a star,” was Emerson’s advice, while Young ex- pressed the thought of aspiration in “Too low they build who build be- neath the stars.” The enterprising ad- vertising man has already, by means of kites and sky scrapers, suspended his product seemingly in the heav- ens; and we can but wonder what, with the flying machines and other new-fangled things, will be the out- come at the close of the next decade. If he literally falls a trifle short of Emerson’s mark he can, at least, fol- low out the thought which it stands for. The man who is never satisfied, who is looking for something better, is the one who usually find it. If the one who sits down content comes up- on a brilliant it is strictly by luck; but he who is forging ahead for im- provement gets it in many instances. Aim to increase your trade; to grow in esteem of your comrades; to build up a bigger and a better busj- ness. “Whoever is satisfied with what he does has reached his culminating point—he will progress no more. Man’s destiny is to be not satisfied, but forever unsatisfied,” says F. W. Robertson. If your patrons are satis- fied with your goods, your service and your prices, can you not con- trive some way to increase this satis- faction? Your rival is already con- juring his wts to improve upon his present methods—and upon yours. He will do it; you must, or fall be- hind in the race. If any customer has shown dissatisfaction in any way, who is to blame? And how can the evil be remedied? In hunting for a single flaw you may surprise your- self by finding several. If not, still look higher; let your ideals expand, and strive to accomplish their ma- terialization. ,sanasunassennsuusiasnemmneenanemee tee} THE EASTER POST CARD. It should be the aim of the dealer always to uplift rather than to de- chases one must keep some of the cheaper grades, even if it does grind upon his own conception of beauty. Not every one has the money to pay for the more beautiful materials, no matter how much their appreciation of them. But in post cards there is an excellent chance to maintain a high mark; and at Eastertide, more than any other season except Christ- mas, the standard may be set at the highest notch. While the serious aspect may be proclaimed by choice verses, the ap- propriateness of flowers furnishes a multitude of subjects suggestive of joy; and for the little folks the bun- nies and eggs assume shapes so fan- tastic that they touch the humorous vein in the adult heart. Order your stock early and see that the goods are choice, varied in subject, pure in thought and artistic in execution. If your patronage is largely from adults, Easter lilies, violets and kindred flowers with ap- propriate demand. more to greetings will usually be in The juvenile te will run the things with life or to the gaily colored eggs symbolical of it. Any unique design out of the or- dinary, and at the same time sugges- tive and timely, is sure to find favor. A bunch of pussy willows may be most attractive, either in the hand of a sweet faced maid who carries in her other hand a hatful of gaily col- ored egzs or growing at the side of a brook in which a flock of ducks or geese are taking a bath. Again, the willow bank with “pussies” just peep- ing out may also show the big eyes and ears of a bunny which has sought shelter in the tall grass at its roots. Arrange the subjects tastefully, with regard both to color and design. THE SAMPLE PACKAGE. When the small sample packages come into your hands do not hand them out promiscuously or dump them down and let every one help themselves. Because they cost you nothing do not imagine that they will bring you no returns. This depends, first, of course, upon whether the ar- ticle has real merit; second, upon the way you treat this opportunity. Consider first who would be likely to be interested in it. The wash- woman would not care for fancy caramels, but an extra kind of laun- dry soap would appeal to her most forcibly, and if it was satisfactory she would order “more” as forcibly as did Oliver Twist. If you have a customer who is a lover of good cereals and _fastidi- ous as to their quality she should not be forgotten when you have any- thing new in this line. If the sam- ples are distributed without thought or consideration you may send a tac tas grade public taste. In the larger pur- Number 1330 choice brand of tobacco to a rabid anti-tobacconist or a new coffee to a cold or hot water crank. Any such misfit adds not a whit to the estimation in which your customer regards you, but may detract serious- ly from it. It gains no sale for the goods. It is a worse than waste of time and material. On the other hand, just suggest to Mrs. B., “We have a new kind of cocoa that I wish you would try and report results.” She is flattered by the consideration given her, and even al- though it proves no better than that which she commonly uses she will feel in duty bound to give you an order as recognition of her ability to judge. More, if it is a choice brand, you have her for a regular customer sure. It pays to see that your pearls are not cast before swine. WATCHING THE PROFIT SIDE. Some of us have found instances like that related by the poet, where “A man may keep on keeping store, When it will not keep him.” But while we may not exactly keep our goods, as did “Jim Parks,” there are always some on which the profit is so small that the few we handle the more money we make. As a sam- ple, a man in a small country town offered a farmer an axe handle for a quarter. “Just what I paid for it,” the statement of the dealer. “You see one has to do quite a busi- ness at that rate to make a living.” “But it probably cost you less than the man who made it,” was the re- tort, to which the dealer assented. And now the question arises, Why be so silly as to call this business? And yet there are many instances in country trade where this is really good business after all. Supposing that the farmer who whittles out these handles evenings and rainy days can make one in an evening. He figures that he is just twenty-five cents ahead, but it is not probable that he would even whittle for much less. On the other hand, the buyer considers this all he can afford to pay. But as he is a good custom- er of the local dealer it pays him in the end to help them to come to- gether, even if thete is no profit for him. He will get it back im trade bye and bye. was Butter and eggs in the local mar- ket see much of this buying and sell- ing to local customers at the same price. This is possibly a relic of the old time dealings before the days of cold storage, when the dealer paid in trade. But it is still business that pays, for both buyer and seller have increased confidence in you for it. The bulk of the produce is consigned to city houses at a profit, and you have the increased local trade that good will brings. CREDIT TO CASH. Association Formed By Grand Rap- ids Traveling Man. Barney E. Stratton, traveling repre- sentative for the Judson Grocer Co., recently purchased a stock of general merchandise at Stittsville. He found that the custom at Stittsville and in all the towns in Missaukee county, for that matter, was to extend un- limited credit, which not only de- prived the merchants of that district of much of the working capital to which they are entitled, but prevented them, in many cases, from discount- ing their bills. He thereupon started an agitation to organize a district as- sociation for the purpose of securing the general adoption of the cash and coupon book system, and at a meet- ing held at Falmouth last week, the Missaukee County Mercantile Asso- ciation was organized, with Albert Buning, of Falmouth, as President and G. DeBree, of Vogel Center, as ee Secretary. It was decided to adopt the cash system on May 1. ‘Where it is not possible for the customer to MICHIGAN in these columns some weeks ago, as follows: In changing from a credit to a cash System the knottiest problem for the retailer to solve is how to go at it from the start. Any change so rad- ical as reversing the financial basis of a retail business must be given much thought and careful considera- tion. run on a credit basis has a certain working order or policy of operation. The installation of a cash system means the complete change of that working order. It is an entirely re- visionary step and requires a course of education for the store’s custom- ers. What Credit System Means. I Slow pay—and no pay at times. 2 Merchant is asked to sell as close on credit as the mail order house and the competing cash stores sell for cash. 3 Merchant is forced to tie up his capital in accounts receivable. 4 Merchant can not take advant- age of discounts on bills. 5 Merchant must pay interest for accommodation, while he can not charge interest on accounts due him. 6 Customers who pay cash do not want to pay credit prices. 7 It is human nature for the debt- or to fear or hate the creditor. 8 Credit system is contrary to na- ture. 9 Credit system and overbuying are causes of failures. What Cash System Will Accomplish. I The cash system is the rock on which young merchants may build with confidence and the assurance of prosperity. 2 Cash system prices best trade. 3 Cash system merchants are able to take advantage of discounts. 4 Cash system merchants can give trade benefit of low prices. draw the Pay cash, he will be given a coupon book in exchange for a note bearing 5 Cash system merchants can al- 6 per cent. which is expected to be good at the bank. Eleven merchants signed the membership roll of the Association as follows: Thos. Voltman, Falmouth. A. Buning, Falmouth. E. M. Terpening, Falmouth. Schepers & Eising, Vogel Center. G. DeBos, Vogel Center. G. DeBree, Vogel Center. J. W. Modders, Moddersville. J. Nederhoed, Forward. R. A. Williams, Butterfield. A. Huitsing, Prosper. B. E. Stratton, Stittsville. Treasurer Stanton, of the Judson Grocer Co., who is also credit man for the establishment, was so much pleased over Mr. Strattons activity in the matter that he presented him with a new hat in behalf of the house and it is not at all unlikely that the other members of the Association will feel equally grateful to him as soon as they have demonstrated the ways pay cash and better prices for produce. 6 Cash buying merchants are al- ways sure to get a chance at special bargains and lowest prices offered by jobbers. 7 Cash system saves cost of col- lections. 8 Cash system does away with losses of forgotten charges and bad debts. 9 People who have run the limit of credit at credit store become cash store customers, 10 The cash system way is tthe only fair and square way for both merchant and customer. It Cash system enables merchant to sell at a small margin of profit and meet all kinds of competition. Facts to Consider. I Can the people in your commun- ity pay cash? 2 What conditions control the fin- ancial situation of your town? 3 Can your trade zone be broad- efficiency, cash system of doing business. The Tradesman is requested, in this/from the credit habit? connection, to republish an excellent article, on the subject of Changing | complete change? economy and safety of the! ened? 4 Can you break away entirely 5 Are your customers teady for a TRADESMAN f from Credit to Cash, which appeared) Things To Be Considered in Indian Window. Anything “Indiany” is come in for a generous slice of the eon’ praise, as there are a ‘unmber of ways to which the goods lmay be put in the line of amuse- | ment. In such a display, if you carry a varied stock of these goods, don’t mix them up but have different times of exhibition. Is the display intended to boom sales of small-boy Indian play-suits and buckskin gloves? Then fail not to introduce a wigwam. Have the door-flap but partially opened back, so as to excite curiosity to peer into mysterious shadows; kids love to in- vestigate spooky corners—in the daytime. Have little dummies posed in the characteristic attitudes of childhood. If they had hold of hands and were walking around the skin tepee it would be a happy way of arranging them. Should the display be intended es- pecially to feature gloves, and if the process of putting on will not en- tail breakage of frail fingers, by all means have gloves on each of the half dozen or so pairs of hands. sure to If an exhibit of such sort is made to ring in with a legal holiday where flags may be used be free with their employment. Place them on_ the wall and background, stick one larg- er one in the top of the tent and have one in each child’s hand when they are supposed to be encircling the tent ring-around-a-rosy fashion. Of course the headpiece of long feathers must not be omitted. These give’ style to the play-dress; no re- spectable brave who loves to be seen of his brother Red Men would dream of walking down the Fifth ave- nue of his tribe without his long string of tail feathers! In front of the tent there may be an electric-lighted fire of fagots, with a singing(?) kettle of vegetables strung over it on a pole, and over this have a little Red Man standing in the act of stirring the chunks of cabbage and other vegetables with a long pine stick. Indian life would not be complete without its complement of canines, so if procurable have half a dozen of the plaster animals in the exhibit. And, anyway, Indians or no Indians, who ever heard of a Real Boy that didn’t love a dog? Such a window could not fail of instilling in the heart of every little masculine beholder a desire to imi- tate (in Father’s back yard) the Sim- ple Life of the plains—and you real- ly can’t imitate this kind of Simple Life without the proper togs, don’t you know! A Realistic Display. Every once in a while a dealer in carriages, if he have large window space, should install in it an elegant carriage all trigged out as for pranc- ing up and down the street. Let the harness on the horses be of the shiniest and everything of the finest the dealer keeps. Get from some dry goods store else March 17, 1909 ningly as for driving. If there is but one horse, drawing a single Carriage, have the lady dummy holding the rib. bons, and be sure to turn her smile towards the spectators as much as possible; even a dummy’s ballet-danc. er smile that won’t come off js heaps better than no smile at all, so give the public the benefit of it. In a window of this description prepare a real-dirt road, with a strip of greensward at either side. A papier mache coachdog trotting along contentedly underneath the carriage, or his live brother curled up asleep on the grass, would add interest to the scene. A small placard down by the glass might read: This Pretty Girl Purchased Her Turnout at Blank’s Go and Do Thou Likewise It might be well to have a photo taken of this exhibit and a cut made to use on a nicely-printed circular to mail to any one the saddlery mer- chant hears of who is contemplating the ownership of a new equipage. New Raglan Raincoat. Appearing in some of the advance- spring windows, in anticipation of early motoring—when the roads shal] have cleared up a little and the weather be too warm for a winter garment but a need still be felt for some protection against the slightly- Taw winds—is an extra light rain- coat. The stuff in which it is made up is from across the Big Pond, and so closely woven as to scarcely re- quire waterproofing to render it im- Pervious to moisture. The collar is on the military order and for the rest the cut is generally raglan. The coat extends below the knees and is sO generous in proportions that the utmost ease is assured its fortunate possessor. Run into the Ground. “Green for spring,” said a well known local haberdasher, “will sim- ply run itself into the ground. When everybody takes to wearing any par- ticular style or color its vety popt- larity will kill it deader than the proverbial doornail. Green is a good colcr and there is scarcely a person, man, woman or child, but can wear some one or two shades of it. But already every rag, tag and _ bobtail are taking it up and by settled hot weather it will be numbered with the has-beens. Too bad, but can’t be helped.” Display of Shoe Lasts. For jolly St. Patrick’s Day one shoe dealer threaded all the shoes in his windows with narrow green rib- bons, setting them on a cream white felt floor. All around the middle of the window, at the backgrounds and ends, he had shoe lasts (they are al- ways cream color) hanging with the same shade of green ribbon as in the shoes. In the center of the win- dow was one of the largest of mock- ing bird cages with a big fat hen a pretty lady dummy dressed stun- inside whose feathers had something a March 17, 1909 MICHIGAN TRADESMAN 3 more than seen the green paint brush. On top of her prison stood a medium size placard reading: I Chuck for Jones’ Good Shoes Of course, everybody laughed at her henship, but she didn’t seem to mind it a bit, Hardly a store but pays homage to the good ould Irish saint in the win- dows. Jandorf up on Monroe street, in his enclosed — thus sanitary — windows, has a fine exhibit of villainous snakes and many sorts of green candies. One large candy dish, holding about as much as a peck measure, is filled with tiny transparent marbles that “suhtenly” look good enough to eat! ——. oe Why Not a Spring Opening? There is no reason why hardware dealers generally should not hold spring openings and many reasons why they should. In doing this the example set by the dry goods and other houses should be followed. The story should be put in such a thor- oughly clean and attractive condition as would not allow the most exact- ing housewife to firid fault. Bright- ness, light and cheer should abound. Then the establishment should be decorated so as to give not only somewhat of a gala appearance but also to add to the air of comfort and cosiness. The show windows, cases and shelves of goods arranged in the most artistic manner with a view of impressing customers with the fact that the display is well worth seeing and examining. A demonstration of goods is particularly desirable and in this connection it is possible in showing the good qualities of a stove or range to serve a light luncheon of, say, hot biscuits and coffee, or some- thing of a similar nature. Let it be well prepared and daintily served, and if possible give a little souvenir of the occasion, if it is only an artistic picture card, and this will be found an excellent occasion to distribute lit- erature having a bearing on any of the goods handled. There is not the least doubt that such openings might be made to attract a large number of people, prove of lasting benefit, show visitors your enterprise and gain for you many acquaintances and friends. Don’t attempt any such thing, how- ever, without first deciding to give needed attention to every detail and to entertain your invited guests to the very best of your ability, making them feel that their visit has been a profitable and enjoyable one. Do it right and the results are certain to be pleasing as well as remunerative— Stoves and Hardware Reporter. ate Hopeless. A friend was once talking with a crazy woman, when a_ stingy man passed by. “Do you see that man?” said she, with a cunning smile. “You could blow his soul through a humminz- bird’s bill, into a mosquito’s eye, and the mosquito wouldn’t wink.” 2-2-2 No man can buy peace by selling CLEARLY FRAUDULENT. Questionable Methods of the Ameri- can Mercantile Co. Two weeks ago the Tradesman ut- tered a preliminary warning in regard to the American Mercantile Co., of Buffalo, N. Y. Since that time an investigation of the company has been undertaken with the result that the Tradesman feels no hesitation in stat- ing that the methods of the company and the actions of its employes are not only questionable but actually fraudulent. For instance, the agent goes into a town and solicits collec- tions on a percentage basis, with the understanding that 10 cents is to ac- company each collection sent to the general office. In no case, so far as the Tradesman has been able to learn, has any membership fee been men- tioned or suggested or insisted upon by the agent. Later on a so-called “contract certificate’ is sent to the merchant, in which it is~ stipulated that if the subscriber fails to send the company fifty accounts and post- age thereon he is thereupon obligated to pay a retainer fee of $50 on de- mand. This “contract certificate” is thereafter referred to as a contract, when, as a matter of fact, it is not a contract in any sense of the term, because it is not signed by the sub- scriber and does not possess any of the features of a contract unless it is so recognized by the subscriber in writing. As to the ability or disposi- tion of the company to pay over the proceeds of any collections the Tradesman is not prepared to offer any information at this time, but its methods of securing business certain- ly place it in the fraudulent class and render it exceedingly precarious for any merchant to undertake to tie up to such an institution. The Trades- man has received some information from Buffalo that it will probably spread before its readers at a later date. In the meantime it submits herewith a letter from Providence, Rhode Island, setting forth the ori- gin of the company and the personnel of its management, as follows: Providence, R. 1., March 15—The American Mercantile Co. is a corpo- ration incorporated under the laws of the State of Maine, and has been en- gaged wholly in the collection of bad debts, having done business in the cit- les of Lowell, Mass., Providence, R. I., and Buffalo, N. Y. The concern is, apparently, controlled and, operat- ed by one George N. Lippitt who is a large man of the type sometimes found connected with collecting agencies of a certain class. After operating at Lowell for some two years it opened an office in this city in the early part of 1905, and a strong campaign for soliciting busi- ness from merchants in Providence and other cities and towns within a fifty mile radius was at once inau- gurated. We understand, also, that it sent some of its solicitors in- te New York and New Jersey and met with considerable success in get- ting accounts for collection. It presented to Providence merchants what was apparently a very attrac- tive proposition. The proposition, principle. worked principally in this city, was | | somewhat as follows: The solicitor approached the merchant and agreed that if the merchant would make out a list of his bad bills the company would submit an estimate of the mon- ey it would guarantee to collect. The company based its estimate up- on the age of the account submitted, having a regular schedule. The mer- chant was then informed of the amount which the company would | guarantee to collect and the rates of | commission, varying from 5 to 30 per cent. If satisfactory to the mer- chant he signed a contract and the company showed to him a bond bear- ing the name of George N. Lippitt as surety and ornately ornamented with a large gold seal, payable in gold coin and entitled a “gold bond.” This bond was then deposited with a cer-| tain local bank, to be held by them until the termination of the contract between the parties. After a time, complaints coming to the ears of the bank, they refused to have anything further to.do with the matter. There- after the bonds were placed in a private box in a safe deposit vault in a certain trust company, it being gen- erally supposed by the merchants that the trust company was a party to the transaction, although such was not the case. The contract which the merchant signed was arranged with the rates of commission printed at the top, together with a proviso that] the mercantile company should re- tain out of collections $1 for claim placed in its each Next followed a list of the claims, then at the bottom was another pharagraph hands. giving the mercantile company au- thority to sign the name of the sub- scriber to certain letters, and an agreement on the part of the sub- scriber to notify the company prompt- ly of all collections made by him, etc. After a time when the subscrib- er called for an accounting he was surprised to learn that, say, $50 had been collected on which there was a charge of $12.50 or so for commis- sion and the balance had been ap- plied to liquidation of his docket fee of $1 for each claim. In some cases the company obtained as much as $200 for docket fees from some of its subscribers, besides the regular rates of commission. Most of the subscribers to this company whom we have seen professed to have been in ignorance of this docket fee when they signed the contract. We are also informed by an ex-solicitor of this company that the contract was arranged as above, so that the atten- tion of the subscriber might be drawn away from the clause containing the docket fee and centered upon the few harmless pharagraphs immediately preceding his signature. The solic- itor was expected to obtain from the subscriber 20 cents in money or post- age stamps for each claim submitted to the agency, and this we are told was retained by or afterwards paid can be found in this city who will not hesitate to use strong language whenever the name of the American Mercantile Company is mentioned. The company operated with the above proposition for about a year and then f time endeavored to use an- other proposition which jis neither new nor novel, to-wit: The subscrib- er pays the agency a lump sum in advance, say $50 or $100, and the agency guarantees or, as in this case, tenders a “gold bond” that the com- pany will collect for the subscriber out of claims given it at least twice the amount of the subscription fee, with the usual proviso that if at the end of the contract, Say one year, the company has not collected the amount named the company may elect to return the fee or may con- tinue the contract indefinitely until it has collected the amount named. his proposition, however, did not seem to take very well, either be- cause local merchants had seen some- thing like it before or because the American Mercantile Agency was getting to be pretty well known. In the latter part of 1906 the American Mercantile Company rernoved the ereater part of its FOr 2 — 3 g offices, €tc., to Buffalo, N. Y. For a time it main- tained a single office, with one clerk in this city, but we understand that as now been closed for some time. he man Lippitt, above referred to, hile here was assisted by a man by 1e name of A. B. Champagne, who acted as superintendent of agents, having charge of the drilling of new men and handling them in the field. Lippitt professed to be owner of $10,- ooo worth of real estate in , but of the claim we were Massa- truth of this never able to be sure. The assets of the American Mercan- tile Agency consisted, so far as we office 1 chusetts know, wholly Of 4s equip- ment. The methods of collection followed by this agency consisted mainly of the use of dunning letters. Very little was done in the way of in- vestigating or suing on claims given although it had at different times a connection with several dif- ferent local attorneys for other par- ties. So far as we know the agency paid its bills for rent, printing and office expenses while in this city, and we are inclined to believe that in its dealings with clients it has kept with- in the letter of the law. ~~... Exasperating. From the dark kitchen there ema- nated a series of thumps and angry exclamations. Jones was looking for the cat. CPA. way. “Go to bed and let me blurted Jones. shins.” “Pal” insisted Tommy, after a mo- ment’s silence. “Well, what is it? you to keep quiet?” called the son from the stair- ’ alone,’ “T’ve just barked my Didn’t I tell to the solicitor as his fee. We know | personally of some thirty or forty subscribers, and out of this number | we know of only one or two who were not very much dissatisfied with the result of their dealings with this “I—I didn’t hear your shins bark.” And the next moment Tommy was being pursued by an angry sire with a hard ‘thair-brush. —_——--s--e > Right pride keeps a man from being company, and to-day many merchants | proud. MICHIGAN TRADESMAN March 17, 1909 ee Movements of Merchants. Ludington—H. Jensen will open a meat market. Corunna—Charles M. Peacock has sold his drug stock to John Alberts. Breckenridge—Will Fox succeeds L. Waggoner in the grocery business. Big Rapids—A. V. Streeter has pur- chased the jewelry stock of J. S. Grant. Belford—Floyd Jones thas sold his general stock to Frank Harlow, of Milford. Traverse City—Louis Scott is suc- ceeded in the grocery business by Joe Madison. Big Rapids—-A. R. Morehouse has sold his grocery stock to C. E. Big- low, of Grant. Baraga—The hardware and notion stock of William Burt has been de- stroyed by fire. Plainwell—L. A. Arehart, who was formerly engaged in trade here, has opened a shoe store. Kalamazoo—A _ delicatessen will be opened at 310 West street by C. J. Robinson. Shelby—Carroll C. Lyon is suc- ceeded in the undertaking business by Victor E. Cooper, of Ludington. Morrice—W. A. Conley, who con- ducts a drug and grocery business, will soon open a dry goods and shoe store. Detroit—The John Robb Company, which conducts a grocery store, has changed its name to the John Moore Company. Osseo—Williams Bros. are succeed- ed in the meat business by Perrin & Co., who conduct a general store at this place. Rogers City—The capital stock of the Presque Isle County Savings Bank has been increased from $20,- 000 to $25,000. West Highland—J. M. Whitney has sold his general stock to Walter Marshall. Mr. Whitney has _ pur- chased a farm. Fenton—The Victor Fence Post Co., comprising E. M. Bunce and E. E. Crane, will soon begin operations at its factory. Maple Rapids—Warren B. Caster- line is the possessor of the furniture stock and store building formerly owned by A. H. Gruber. Cadillac—H. M. Rouse has sold his drug stock to Peter P. Torberson, who was formerly engaged in the drug business at Reed City. Manistee—The ‘Wolters-Batey Co., which conducts a hardware and mill supply business, has changed its name to the Vincent-Wolters Co. Olivet—Ralph Phillips has acquired a half interest in the Ainger soon store Main to the store work about April 1. Adrian—Charles Boyd retires from the firm of R. W. Boyd & Son, meat dealers, on account of poor health. R. W. Boyd will continue the busi- ness. Reed City—Sahlmark & Torber- son have sold their drug stock to Strong Bros., who will probably con- tinue the business at the same loca- tion, Bangor—Dr. H. D. Harvey has sold this drug stock to Lewis Wag- oner, who has been in charge of M. S. Carney’s drug store, at Coloma, for several years. Bronson—Myron Clark has pur- chased the shoe stock of F. C. Still- son. According to the terms of the transactions the latter acquires the farm of the former. Charlevoix—Henry and John Block, sons of Peter Block, of Marion, have purchased the X. L. Produce Co. creamery here and will take posses- sion about April 1. Ithaca—A men’s furnishing goods store will soon be opened in the Whitman block by Fred Randal] in the clothing stores of W. Netzorg and S. Kirschheimer. Thompsonville—The dry goods, shoes and women’s furnishings firm of Grant & Bell has been dissolved, E. R. Grant continuing the business and C. R. Bell retiring. Kalamazoo—H. J. Schaberg has sold his grocery stock to B. R. Ny- land and David Kennedy, who will continue the business under the style of Nyland & Kennedy. Traverse—G. A. Kley, of Chicago, succeeds Albert Petertyl in the meat business at 413 Union street. Mr. Kley was formerly engaged in the meat business in Chicago. Mt. Pleasant — Messrs. Cowdrey and Rowlader have purchased the in- terest of their partner, Frank G. Thiers, in the Normal Drug & Book Co. and will continue the business. Ann Arbor—David Rinsey has sold his interest in the grocery firm of Rinsey & Kyer to H. B. Whitker, of Bowling Green. Mr. Rinsey has been engaged in trade for forty years. Middleville—A. J. Stevens, who was recently succeeded in the meat business by W. W. Watson, is again conducting the business, having again become the proprietor of the market. Blanchard—It is understood that the old creamery, which has been Store| purchased the meat market of Louis Co. and will begin to devote his time|Gelnsky and will continue the busi- ness at the same location. purchased by the banking house of Wallace, Orr & Co., under the ham- mer at $850, will be operated this spring. Harbor Springs—G. J. ‘Winters has ters is a practical and experienced meat cutter. Kalamazoo—The office of Beecher, Kymer & Patterson, who conduct a book stare, has been entered by burglars, who were only successful, however, in securing a small amount in cash and stamps. Cedar Springs—Frank Dreese has closed his general store at Onaway and will open a store here and carry a stock of dry goods, clothing, shoes and millinery. He has purchased the C. S. Clark brick building. Belding—Nathaniel Lapham will discontinue: the confectionery and grocery business, having leased his store to the Wolverine Tea Co., of Grand Rapids, which will put in a stock of teas, coffees and spices. Pickford—E. S. Taylor, who was succeeded in the grocery and shoe business two years ago by Hossack Bros. & Co., has repurchased the stock and will conduct the business again. Hossack Bros. will devote their time to their interests and store at Cedarville. Detroit—A chattel mortgage has been filed by Samuel and G. W. Thorne and A. F. Maidment, who conduct a dry goods business under the style of the A. F. Maidment Co. The mortgage is for $107,747.88 and runs to J. S. Duffie as trustee to pro- tect the creditors. Saginaw—D. E. Prall & Co. are to be succeeded in business by Har- ty Dolson, of St. Charles, and his brother John A. Dolson, of this place, the change in management to take place on April 1. Mr. Prall be- gan as a pharmacist forty-two years ago and Harry Dolson has been in his predecessor’s employ for the past twenty years. Shelby—Gilbert Van Wert, who spent ten years in the zeneral store of H. L. Andrus and also with Mr. Andrus’ successor, H. L. Wood, has severed his connection with the store. Manchester—H. W. Weber, former- ly engaged in the creamery business at Vermontville, has purchased the local creamery and, with the assist- ance of his son Albert, will operate it. Holt—Christian Manz and J. Jacob Manz will open a store March 20, having purchased their hardware of the Fletcher Hardware Co., Detroit; their dry goods of Edson, Moore & Co., Detroit; their groceries of the National Grocer Co. and Northrop, Robertson & Carrier Co., of Lansing, and the Judson Grocer Co., of Grand Rapids, and their shoe stock of the Herold-Bertsch Shoe Co., of Grand Rapids. Manufacturing Matters. Mancelona—The Mancelona Hoop Co., will resume operations at its fac- tory about April 1s. . Saginaw — The Michigan Paving Block Co. has increased its capital stock from $45,000 to $100,000. Marine City—The Western Sugar Refining Co. has increased its capital stock from $100,000 to $150,000. Detroit—The capital stock of the Detroit Hoist & Machine Co. has been increased from $50,000 $60,000. Bay City—Bradley, Miller & Co., to salt, have increased their capital stock from $100,000 to $160,000. Grayling—R. Hanson & Sons, who conduct a saw mill and deal in Jum- ber, stock from $70,000 to $100,000. have increased their capital Manistee—A corporation has been formed under the style of the Noud- Blacker Timber Co., which has an authorized capital stock of $300,000, of which $200,000 has been subscribed and paid in in cash. Caro—The Sugar Beet Products Co. has been incorporated to conduct a authorized capital all of which thas $1,000 being paid in in cash. manufacturing business with an stock of $10,000, been — subscribed, Lansing—The Michigan Brass & Iron Works has been incorporated with an authorized capital stock of $20,000, of which $15,000 has been subscribed, $3,000 being paid in in cash and $12,000 in property. Manistique—:The Manistique Cream- ery Co. has been incorporated to make butter and ice cream. The cor- poration has an authorized capital stock of $2,000, all of which amount has been subscribed and paid in in cash. Detroit—A corporation has been formed under the style of the Wa- basco Chemical Co., which has an authorized capital stock of $2,000, of which amount $1,000 has been sub- scribed, $300 being paid in in cash and $200 in property. Detroit—The Safety Tea Kettle Co., which conducts a manufacturing business, has merged its business in- to a stock company with an author- ized capital stock of $25,000, of which $15,000 has been’ subscribed and $7,500 paid in in property. Kalamazoo—The Acme _ Universal Joint Manufacturing Co. has merged its business into a stock company under the same style with an author- ized capital stock of $15,000, of which $8,100 has ‘been subscribed, $7,600 being paid in in property. Detroit—A corporation has been formed under the style of the De- troit Scoop-Truck Co. to manufacture scoop trucks, scoop shovels, screens and warehouse supplies, with an authorized capital stock of $10,000, of which $5,600 has been subscribed, $400 being paid in in cash and $5,200 in property. Detroit—The Gies Gear Co., which manufactures reversible gears, has merged its business into a stock com- pany under the style of the Gies- Hoyt Manufacturing Co., which has an authorized capital stock of $10,000, of which amount $8,000 has been sub- scribed, $1,000 being paid in in cash and $7,000 in property. ———o2—2 The Drug Market. Opium—Is firm and unchanged. Morphine—Is_ steady. Quinine—Is unchanged. Short Buchu Leaves—Have ad- vanced. Ground Flaxseed—Is higher. Citric Acid—Is dull and tending lower. Glycerine—Is weak. Balsam Copaiba—Is very firm and tending higher. Balsam Peru—Is very firm at un- Mr. Win- who manufacture lumber and deal in changed price, March 17, 1909 MICHIGAN TRADESMAN ~ = ~, ay yeaa ip —=a 7 Wry |) CJ bee The Produce Market. Apples—The market is firm and prices are high. Hood River fruit is held at $2.75@3. New York fruit thas been moving freely during the past week as follows: Spys, $6@6.50; Baldwins, $5.50; Greenings, $5.75@6. Bananas—$1.25 for small bunches, $1.75 for Jumbos and $2 for Extra Jumbos. Beets—$1.50 per bbl. Butter—The receipts of fresh but- ter are about normal for the season. The percentage of high scoring but- ter is small and meets with ready sale at firm prices. Under-grades are not so active and have to be sold at conessions. Stocks in storage are about normal for the season, and the market is fairly healthy on the pres- ent basis of price. There will likely be an unchanged market during the coming week. Fancy creamery is held at 29c for tubs and 30c for prints; dairy grades command 24@25c for No. 1 and 16@17c for packing stock. Cabbage—$3.25@3.50 per Ioo tbs. Carrots—$1.50 per bbl. Celery—California, 75 c per bunch; Florida, $3.50 per crate. Cocoanuts—$5 per bag of 9o. Cranberries—$15 per bbl. for Bell and Bugle from Wisconsin. Eggs—Receipts are about for the season. The eggs show very fine quality and are clean- ing up on arrival each day. On the present basis the market is healthy throughout, and present values are about normal for the season. If the weather will remain stationary there will probably be no change in price during the coming week. Severe weather means an advance. Local dealers pay I6c f. o. b. shipping point and sell case count at 17c. Grape Fruit—$3.25 for California and $3.75 for Florida. The Califor- nias are the more attractive looking, but the Floridas are the more es- teemed as to quality. Grapes—Malaga command $8@9 per keg, according to weight. Honey—-15c per ‘tb. for white clov- er and 12c for dark. Lemons—The market is steady and unchanged. Local dealers ask $2.50 for Messinas and $2.75 for Californias. Lettuce—Leaf, 13c per tb.; Florida head, $3 per large hamper. Onions—Yellow Danvers and Red and Yellow Globes are in ample sup- ply at 75¢ per Du. Oranges—The demand is consider- ably heavier than during the opening days of March, while receipts show a corresponding increase, and the mar- ket holds steady, with no prospect of any immediate change in values. Navals, $2.75@2.85. normal ew . AGE pad Parsley—35c per doz. bunches. Pieplant—toc per fb. for hot ‘house. Potatoes—The market is strong and active. Local dealers obtain 8oc in a small way. Poultry — Paying prices: Fowls, 11%~@i2%c for live and 13%4@14%c for dressed; springs, 121%4@13%c for live and 144%@15%c for dressed; ducks, 9@Ioc for live and 11@12c for dressed; geese, tic for live and 14c for dressed; turkys, 13@14c for live and 17@18c for dressed. Radishes—25c per doz. bunches. Sweet Potatoes—$4.50 per bbl. for kiln dried Jerseys or $1.65 per ham- per. Veal—Dealers pay 5@6c for poor and thin; 6@7c for fair to good; 7@ oc for good white kidney. Tomatoes—Florida, $3.25 per 6 bas- ket crate. Asparagus — California, box. $3.50 per ———~> ~~ Menace to School Children. Dr. Darlington’s report of the ap- palling increase of heart disease and other physical infirmities among school children, and this confident designation of overpressure in Study as its cause, should afford food for thought to teachers, physiologists and all parents. It is startling to hear ithat only 30 per cent. of school chil- arriving | dren are physically sound and normal, and that hundreds of them are dying yearly of heart disease. Such fig- |ures give emphasis to the complaints 'which have been numerously made of overstudy, and especially of the forc- ing of young minds with too many studies at once and with studies in advance of their years. We have heard of such practices as the ziv- ing of six or seven “solid” studies, including civics, political economy and poetical criticism, to children not yet in their teens. —New York Trib- une. a Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, March 17 —>° Creamery, fresh, 24@29c; dairy, fresh, 18@22c; poor to common, 14@18c. Eggs—Strictly fresh, 18@1o9c. Live Poultry — Fowls, 15@16c; ducks, 16@17c; geese, 13c; old cox, 1o@to%c; springs, 15@16c; turkeys, .|18@22¢. Dressed Poultry—Fowls, 15@16%4c; springs, 16@18c; old cox, 11c; ducks, 16@20c; turkeys, 22@25c. - Beans—New Marrow, hand-picked, $2.40@$2.50; medium, hand-picked, $2.40; pea, hand-picked, $2.50; red kidney, hand-picked, $2.25; white kid- ney, hand-picked, $2.40@2.60. Potatoes—75@8oc per bu. Rea & Witzig. The Grocery Market. Sugar—The market is very much stronger, both as to raws and refined. The refiners advanced all grades of refined 10 points this (Wednesday) morning, so that refined grades are now held at 4.75 f. o. b. New York. Telegrams from New York to-day in- dicate that the market is excited and that higher grades may be looked for in the very near future. Tea—Japans continue very strong and spot prices of all grades hold firm for the entire list with good busi- ness reported. Stocks in first hands are well cleaned up. There is a scarcity of Japan nibs and dust. Con- gous and India Ceylons show strong, with better enquiry noted. Common- est and common Ceylons show '%4c advance. Medium grades of desir- able character showed a rise (by last Coloma mail) of 2@4c and buying is very active. Latest cable reports market very strong and lively. Coffee—Coffee has ‘been steadily coming forward in order to get in be- fore the duty is imposed and so get the benefit of it. Actual coffee shows no change in price. Mild grades are steady to firm and unchanged. Java and Mocha are in moderate demand at unchanged prices. Canned Goods—It is thought that with the opening of navigation on the lakes, prices of tomatoes will ma- terially advance, as there will, no doubt, be a big demand from Western jobbers for shipment via lake and rail. There is no change in corn, the market continuing on a weak basis. Peas are unchanged and steady. As- paragus is steady to firm. Gallon ap- ples are the only item in the list that shows strength. It is now only a question of being able to zet the goods. Packers are holding strongly for higher prices than jobbers. are willing to pay. An easy tone prevails on peaches and apricots, the market being well supplied with them. Straw- berries and raspberries continue firm, on account of the comparatively light supplies. The better grades from red Alaska up are quite scarce and high prices prevail, with the market very firm. Supplies of pinks are fairly large yet, but the heavy demand is be- ginning to cut a big hole in them, and a somewhat firmer tone is shown. Sardine packers are firmly maintain- ing the recent advance of 20 cents per case and zuarantee that this will be the lowest price of the season. Dried Fruits—Apricots are scarce, firm and in fair demand. Raisins show no improvement and only very little demand. Currants are moder- ately active and unchanged. Dates have advanced (4c. Figs and citron are unchanged and dull. Old prunes con- tinue to come out and the market is still depressed. Small sizes of old fruit have sold on 134c basis, and large sizes 2c. New prunes are not wanted, and prices are unchanged. Peaches are unchanged on spot, but slightly firmer on the coast. The de- mand is light. Rolled Oats—-An advance of 20c per barrel was made last week on bulk goods, and 5-pound, family size, packages are also expected to ad- vance. 5 that the lasts very long it is thought manufacturers will cut down weight of the 1o-cent packages. Cheese—There is no change in price and the demand is fairly active considering the high prices. The stock is ample to meet all demands and no change seems likely in the near future. Rice—Firm, in sympathy with the feeling in the Southern primary mar- kets, where the statistial position of this article is said to favor higher prices for cleaned rice. Millers’ views are firm and there is a strong mar- ket on Honduras and Japans. Syrups and syrup is in fair demand at unchanged prices. Sugar syrup is wanted and scarce, as but little is being produced. Prices are unchanged. Molasses is steady at ruling prices. Provisions--Everything in smoked meats shows a better consumptive de- mand, and if there is any change it will probably be a slight advance. 3oth pure and compound lard are firm at %c per pound over a week ago. The demand in both lines shows an increase. The market is in a very healthy condition. Dried beef and barrel park are unchanged and in slightly better demand. Canned meats show no change whatever. ——— << or Doings In Other Cities. Written for the Tradesman. “Forward, Never Backward” is the slogan adopted by the merchants of River street, Holland. Miss Ger- trude DeKoster, of that city, was the prize winner in the competitive con- test. Battle Creek has provided for free band concerts in its parks this sum- mer. The Business Men’s Association of Hillsdale will entertain the traveling men residing in that city at a ban- quet, to be given March 19 at the Smith hotel. A year ago the travel- ing men entertained the business men at a similar function. The grocers and meat dealers of Alma will try the co-operative deliv- ery system. The city is divided into three districts, with five deliveries daily. A movement has been started in Ionia by Supt. Lister, of the city schools, looking towards the cultiva- tion of home gardens and a more beautiful town. Seeds have been dis- tributed among the pupils and prizes will be awarded for the best results. A Civic League has been formed at Marquette, the object being to pro- mote a clean, efficient administration of city affairs. The annual banquet and smoker, of the Commercial Club of Menominee will be held March to. Almond Griffen. ———_»>2> > A grocery stock has been sold to the M. J. Vander Veen Co., at 345 Alpine avenue, by the Judson Grocer Co. ~~ Dunn & Campbell, of Cadillac, have purchased a new stock of gro- ceries of the Judson Grocer Co. The B. & M. Automatic Machine The market continues strong|Co. has increased its capital stock at the advance and if this condition|from $10,000 to $50,000. Molasses—Compound ~ a Ae ARCO RCE SUCCESSFUL SALESMEN. Fred E. Beardslee, of the Worden Grocer Co. It is oftentimes remarked that one man profits little by the experience of others, a saying that is true only im part. The with the life of a successful man, if incidents associated recorded in print, are read and reread |, by the young, with a result that rés- | 11} will | olutions may be formed which prove beneficial. It would be i st folly to teach a boy that exactly that which | has been done by others may done by him, as no which have molded one life can ever be duplicated; but the main thing for the to do, an honesty of purpose, and with these the door of opportunity |” will swing open, if not in one direc- tion surely in another. Fred E. Beardslee was born Aug. 15, 1868, on a farm in Orion town- ship, Oakland county. His father, who was born in New Jersey and is of English descent, will be 86 years old next July, having been a resident of Michigan for seventy-nine years. Mr. Beardslee’s father’s father built the first log house erected in Inde- pendence township, Oakland county, and Mr. Beardslee states that all people in this country bearing the same name as his, whether spelled Beardslee or Beardsley, are descend- ants of Wm. Beardslee, who emi- grated to America in 1635 on the ship Planter. His mother’s maiden name was Sutton. She was of German ancestry and was a Rorick descend- ant, When Mr. Beardslee was 10 years old the family moved to Victor township, Clinton county. Mr. Beards- lee attended the public schools and worked on the farm until he was 28, when he came to Grand Rapids and was employed by the Morse Dry Goods Co. for one year, after which he served four years as a clerk in the store of E. J. Herrick. Eight years ago Mr. Beardslee engaged travel for the Worden Grocer Co. His territory, which has never been changed, is as follows: Along the Lake Shore from Kalamazoo _ to White Pigeon, on the G. R. & I. from Kalamazoo to Mendon, along the be! circumstances | young man is to have the desire | MICHIGAN TRADESMAN | : ie | jmain line of the Michigan Central | ifrom Kalamazoo to Dowagiac, from | ‘Lawton to Hartford on the KK i. 8 i& C., on the Michigan Central from | iKalamazoo to South Haven, from 'Breedsville to Watervliet on the Pere | ‘Marquette, the Gra River Valley | from Hastin Kalamazoo iC, & i to x reside aa ac 2 a {tional church, {Rapids Council, No. land of Doric Lodge, No. i|A. M. itimes h | sentime hic it 411$ among lothers with whom Q. ja common iman should try to do laim to make the world a li iter than it would have been withou | him. | In manners Mr. Beardslee is quiet land unassuming, with evidence lreserve force that by one of his | perament is rarely called |disposition he is ithough not effusive jiiet sense of hum tion he is pleasing. ifore he speaks, whicl reason that his judgmen and highly appreciated b He is not a ciub or home being the one others that attracts hir bus ness hours. Absorbed in work, he has the spare time that only those | who do their work methodically can! command. Progressive, resourceful. with an eye on the present and the future, he ranks as one of the highest types of the traveling salesman. —_—_.-._____ Movements of Working Gideons. Detroit, March 16—Samuel P. Todd, Chaplain and State Field Secretary, has been in Alpena during past two weeks in the interests of the temper-! ance league. He is also busy arrang-| ing for the next Gideon State con-| vention, to be held in Bay City, May I and 2. W. T. Ballamy, of Bay City Camp, was in Cheboygan last week, smiling | on his customers. Detroit Camp has sent out a call} to its members to meet at the Gris wold House on the evening of March 21 to select a delegate to attend th constitutional convention to be hel to jin St. Louis, Mo., the day before the} wold House hote | National convention July 23 and 25.| The Griswold House hotel meeting | last Sunday afternoon was led by| Brother A. C. Holmes. “Having the true ring,” he said, in part: “I was mailing a letter and threw down two inaces . passages in ; . | daughter’s ;and have enjoyed your servic pennies for a stamp, and the post- master passed back one as counterfeit. It hadn’t the right ring! When I compared it with the genuine, I found it thinner and the face not perfect. It would pass with some, but would bear comparison and never had the right ring. We, as Christian trav- eling men, are being inspected every we are put on the sounding The ring we give out is be- ed to and compared with We are being tried in Shall we be found want- Ss + C not i. i a lister genuine. the balance. ing? We can sometimes deceive men, | but never God—John toth chapter.} W. H. Suit, of the D. U. R., was pres-| for thirty years and, | ayers, but I did church _ train-} I About two) ut settled in my big toe it down almost under my} who said p I went in my| ny to a meeting being! nd River 1 knelt at the} aq in, | prayed as| i inist y pa he m nd, quicker| d. Since then} led from all my pain. | ht years old and I am| vain. I am here as| f God’s healing and| 1 knows| e life is laid on' 1 and God knows! a e c 1€a Gor you trys c j d boar : : been here i for more than and known I tried medi-| i } ent and gave his experience. He said, q 4 | jin part: “I have been living a nom-| ithe property and Mr. Lemon er in charge |title n} | | j uis known. We man, but nev- a young man t, and if you iim and trust in you can have what I! D. J. Roper, Philadelphia, picked up a Bible and said: “I am not a Chris- tian. My life has not been a happy | one. I have a Christian father, moth- Re, at oO i aad one of your Bibles in my room, Book opened to the 28th chap- f hronicles and the tenth v a the words I read were, ‘Be strong and do it.’ And the response came, ‘why not now?” E. B. Jordon, from Byfield, Mass., said: “I entered my room, tired and ‘*, and I saw on my dresser one ir Bibles, and I saw a marker me and, as I looked references pointing to which I never knew were the Book. I read and copied, then as I was passing I heard you sing my favorite, ‘I’m here on business for the King;’ and, as you smiled a smile of welcome. I came in e more han any in my life.” Charles M. Smith will lead the Gris- 1 meeting Sunday March 21, and will at that time tell those present the object of the constitutional convention to be held in St. Louis, Mo., the day before the National convention. Aaron B. Gates. evening, March 17, 1909 Le _ Mr. Lemon Finally Secures a Farm. Samuel M. Lemon, who has cher- ished an ambition to own a farm for the past twenty years, has finally seen the fruition of his hopes, having pur- chased outright the celebrated Mou!- ton farm, one-half mile east of Le- roy, which will probably be better known under the name of Fairview, This farm comprises 320 acres, all under cultivation with the exception of about twelve acres of native tim ber. The farm was taken up from the Government by the original er in 1870 and has not only grown crops every year since, but has been the birthplace and boyhood home o; six stalwart sons, all of whom are now school teachers or college pro fessors. Mr. Moulton died about six years ago and about a year ago the widow sold the property to a member of the Chicago Board of Trade. Th: recent squeeze in the wheat compelled the owner to Own- mar] K¢ dispose it at a very Satisfactory fizure. with the farm went twelve forty cattle, 100 sheep and about hogs. Something like 100 tons of also included in the purchase. soon as Mr. Lemon acquired thy to the property, he cabled n Birmingham to send_ her three sons to America as soon as they received a letter from him. It meantime he secured sailings were As soe : -7 1 oO his i¢ sister i t 1 boys on the Mauretania, which clears from Liverpool on April 3. The young men, who are the children of Mr. Lemon’s only sister, are expected . L ) arrive in Grand Rapids about Apri! 15 and will take up their residence « the farm, which will be conducted under the management of an experi- enced and competent farmer. If, the end of one or two years, th young men show an aptitude for the business, the management. wil! be vested in Samuel, Walter and Leon- ard Hillis. ——_——2~2—e—-___ The Subsidized Press. “What are your advertising ra bes?” |asked the manager of the Desdemon- ;ean Kerosenee Circuiters of the edit- or of the Cobbville Clarion. “Well,” answered the genius, four free tickets we will describe you as a good troupe; for six tickets, we will call you the foremost exponents of the Shakespearean drama now on the jump; for eight tickets, we wil! State that it is a shame that such fel- lows as Mantell and Novelli should be posing as classic artists, when Hamdodo I. Ranter is playing within thousand miles; and for ten fr tickets—all reserved, mind you—we will declare that when witnessi your marvelous performance we real- ly thought that we were skylarking in a Thespian beer garden once more with Poe’s Raven and the harpies Singing sweetly in the peanut groves and Cupid and La Belle Fatima fes- tooning our august bald brow with fig leaves and linked pretzels.” ——_»-~-.____ Tragic. The country parson was condoling with the bereft widow. “Alas!” he continued earnestly, “I can not tell you how pained I was to learn that your husband had gone to heaven. We were bosom friends, but we shall never meet again.” ‘ec ‘ for ng March 17, 1909 MICHIGAN TRADESMAN T APPALLING FIGURES. Michigan’s Loss by the Conflagration of Last Year. The terrible fire losses of last sum- mer, the utter indifference of the State officials with regard to these losses and the general desire of the people for reliable information re- garding this situation and the possi- ble remedies induced the State For- estry Commission to ask the United States Forest Service for the neces- sary help to make an_ investigation. This work was done as a co-opera- tive enterprise, the State Forestry Commission contributing part of the expenses. Two men, Wesley Bradfield, native of Michigan, graduate of Alma and the University of Michigan, a trained forester, and Athol Wynne, a Wis- consin lumberman, carried on _ this work. They went from county to county, conferring with the people of each locality, and checked as far as possible all information thus gather- ed by actual observation and investi- gation on the ground. They devoted the greater part of the fall of 1908 to this work, The following are the principal re- sults reported by the United States Forest Service: 1. The Fire Losses. After recit- ing the present fire law the report states that the entire situation was sadly neglected, and that “most of the Supervisors either were totally ignorant of their duties under the law or completely ignored them.” The Supervisors were not instructed, they were not compelled by the State Game and Fire Warden as was his duty and power under the law and the whole business was mismanaged in every county and in almost every town in North Michi- gan. It also states that the people themselves, especially the settlers, lumbermen and others, did not make a reasonable effort, and _ especially that the efforts made came altogether too late to be of much value. The actual losses suffered by the State are classified thus: The total area of lands north of township 20 which was run over by fire last summer amounts to about seven million acres, or nearly 40 per cent. of the north half of the State. Two million of this is actually tim- ber lands, forming about 34 _ per cent. of all timber lands of that part of the State, and about five million acres is cutover lands. These latter form about 45 per cent. of all the cutover lands of the State. In the Upper Peninsula 8 per cent and in the Lower’ Peninsula (north of township 20) over 20 per cent. of the standing timber were killed by fire. Over six million dol- lars’ worth of timber was utterly de- stroyed and the remainder was in- jured by over ten million dollars’ worth, fully 35 per cent. of the amount being lost by fire injury. In addition to the above the re- port estimates a loss of over six mil- lion dollars for smaller stuff, cedar, tamarack, poplar, oak, etc., not really counted in the saw timber. A loss of over $600,000 was sustained in the evidently burning of logs and other timber products; over $500,000 in hemlock bark, and over $500,000 in buildings and other personal property. In addition it is estimated that the extra expense which the people must incur to save the injured timber will amount to four million dollars. Thus the direct or immediate losses in money and merchantable stuff run up to about twenty-eight and one-half million dollars, while the loss, due to the burning of the small trees which would and should make our future forests is estimated at nearly sixteen million dollars. Michigan has certainly paid for her lesson: About forty-five million dol- lars, besides half a hundred of hu- man lives and the agony of thou- sands suffering for months, The Forest Service fully sustains the report of the Commission of En- quiry in its recommendations for bet- ter fire protection. 2. Relation of Agricultural and Forest Lands. Under this head com- parisons are made and an interesting table is presented involving all of the state north of township 20. It shows that the area of improved land in 1904 was only about 6 per cent., also that for this entire area at best only about half is adapted to cultivation. In discussing the State tax lands, or “tax homestead” lands as they are technically designated, the report confirms that of the Commission of Enquiry on every point. It points out the inferior character of these lands, the present costly and wasteful method of handling them, the great losses which the State has suffered in disposing of them under the pres- ent law and the desirability of a radi- cal change in the State’s policy and of establishing most of these lands as State forests. 3. General Forest Conditions. The United States Forest Service esti- mates that in the north half of the State (north of township 20) about one-third of all land, or nearly six million acres, is still forest with an estimated stand of about thirty-five billion feet of timber. Of this stand about 1.6 million acres with about eleven billion feet is credited to the Lower Peninsula, the rest to the Up- per. The cutover lands make about 65 per cent. of all land in the Lower Peninsula (north of township 20). These cutover lands for both Penin- sulas are estimated at about 10.8 mil- lion acres, or over 60 per cent. of all lands. Of these lands about two- thirds were reported as re-stocking. (But, of course, practically thalf of these lands were burned over last summer.) Interesting is the fact that these cutover, waste lands in some counties make up over 80 per cent. of all land, although less than 5 per cent. in the whole county is actually used as farm land. 4. The lumber industry cuts the forests at the rate of about 300,000 acres per year, thus taking an area nearly as large as a standard county for each year’s cut. 5. Recommendations made by the United States Forest Service: I. All State lands should be with- drawn classified into agricultural and forest lands and the larger tracts reserved for State Forest Reserves. 2. The management of the public lands should be intrusted to a non- political commission. 3. This commission should have a regular State Forester to carry out the work. 4. There should be a thorough re- vision of the forest fire laws. 5. The State and timberland own- ers should co-operate in the develop- ment and protection of forest lands. 6. The taxation of all forest lands (cutover lands included) should be on a “definite equitable basis.” The method recommended is this: a. A yearly tax on the land alone and in addition, b. A harvest tax of 10 per cent. on the stumpage value of the timber whenever any timber is cut. For all woodlots connected with farms it is recommended that only the land be taxed just as in the case of other parts of the farm lands. It is a matter of great pleasure to all rightminded and_ patriotic zens that the Legislature of Michigan in its present session (1908-1909) has already started in the right direction. | Under the excellent leadership of Hon. James L. Morrice, Springs, and of John O. Maxey, of L’Anse, the House of Representatives has passed a bill withdrawing all State lands from until ter of a proper management policy can be decided upon. Filibert Roth. ——__»--__ Many mistake faultfinding for fidel- ity. of sale citi- | Harbor | the mat- | He Bought Books. A man who had never had the time or opportunity to get much book learning suddenly became wealthy. He gave up work, built himself a fine house and settled down to enjoy life. Recollecting his early and unan:wered longing for books, he went to a shop to order some. The Voter tells the | story: | “I want a lot of books,” he said to ithe clerk. “What kind | question. of books?” the was | “Why, books,” said the prospective ipurchaser. “Good books, you know; ireading books.” | The books came and were installed lin the library. Soon after an old | friend, slightly more learned than the |Tich man, came tto call. “Here, Hugh,” imy library. said the host, “is Here is where I intend to | sit down with my books and read.” | Hugh took down a book, looked at /it and put it back; took down another, looked at it and put it back, and re- ipeated the process several times. | Then he asked: “John, where did you get these | books 2” “Oh, I bought them: just bought What’s the matter? Aren’t |they zood books? I haven’t read them |yet.” ithem. | “They're good books,” was the re- ply, “but they’re all the same. John, las near as I can figure roughly, you | have bought 600 copies of the Fifth | Reader. It’s a good book, but there’re too many of it here—far too many.” What Is Of good printing? the Good You can probably answer that ina minute when you com- pare good printing with poor. the satisfaction of You know sending out printed matter that is neat, ship-shape and up- to-date in appearance. You know how it impresses you when you receive it from some one else. your customers, It has the same effect on Let us show you what we can do by a judicious admixture of brains and type. your printing. Let us help you with Tradesman Company Grand Rapids MICHIGAN TRADESMAN March 17, 1909 MicricanfpadEsMaN DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Corner Ionia and Louis Streets. Gran¢@ Rapids, Mich. Subscription Price. Two dollars per year, payable in ad- vance. Five dollars for three years, payable in advance. Canadian subscriptions, $3.04 per year, payable in advance. No subscription accepted unless ac- eompanied by a signed order and the price of the first year’s subscription. Without specific instructions to the con- trary all subscriptions are continued ac- cording to order. Orders to discontinue must be accompanied by payment to date. Sample copies, 5 cents each. ra 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. Wednesday, March 17, 1909 READY FOR. ACTION. With the railroads clutching the throat of Michigan shippers, outside | of Detroit, and extorting an average of to per cent. more for freight charges than they are justly or equita- bly entitled to, in comparison with the rates charged Indiana shippers, the organization of the Michigan Shippers’ Association appears to be most opportune. Possibly as an out- come of this organization will ulti- mately result the long-considered State Board of Trade, but that is a matter which can safely be relegated to the future. The disclosures made at the first meeting of Michigan shippers, held in this city yesterday, serve to place the transportation lines-of the coun- try in a very unfavorable light, be- cause they show that the discrimina- tion against Michigan is even greater on North and South business than it is on traffic to and from the Atlantic seaboard. How Michigan farmers and produce shippers are able to maintain themselves in the face of the discriminating tariff exacted for the transportation of their products the Tradesman is unable to explain or understand. They are certainly placed at a great disadvantage and compelled to suffer the loss of prof- its which no corporation has a right to wring from them. The men who were instrumental in calling the meeting advised a direct appeal to the Interstate Commerce Commission, but some of those pres- ent urged that the railway managers be given an opportunity to do the right thing before resorting to stren- uous measures and such a programme was nominally agreed to. The Tradesman has no faith in mild measures. The railroad men were given an opportunity to do the right thing twenty-five years ago and they have been given frequent opport™ni- ties since; but they have refused to meet the shippers on a common basis, deferring action on one subterfuge or another and in the meantime pock- eting their ill-gotten gains in the shape of extortionate rates. They now begin to see the handwriting on the wall and have offered Grand Rap- ids relief conditional on her citizens ceasing the state-wide agitation. This proposition was declined, be- cause the Grand Rapids plan is broad- er than the limits of a single city or the selfish advantage of a single lo- cality. It contemplates a complete revision of the rate of every locality in the State, so that the remotest town in Michigan may be on a com- petitive basis with Detroit and Chi- cago. DISTINGUISHED VISITORS. Some time next May, probably, the Detroit Board of Commerce will, as an organization, visit Lake Michigan ports on a trade extension tour, us- ing the mammoth sidewheel steamer, the City of Cleveland, for the pur- pose. Accordingly General Manager Schantz, of the D. & C. Navigation Co., is making investigations as to the ports on the lake in question which may be entered by his steam- ship. The task is an easy one because any of the Lake Michigan ports be- tween which regular. across-the-lakes iservice is maintained during the nav- |igation season have channel en- ;trances and harbors wide enough and deep enough to accommodate the City of Cleveland, even although she may be freighted with a couple of hundred members of the Board of Commerce and_ other interesting packages. Then, too, the City of Cleveland is a side-wheeler so that heavy winds from any point of the compass or oral in character may be successfully contended against. Of course, the great steamship can not, as yet, visit Grand Rapids, but the Wholesale Dealers’ Associa- tion of the Grand Rapids Board of Trade will be delighted to co-operate with the public welfare organizations at St. Joe and Benton Harbor, at Hol- land, Grand Haven, Muskegon, Lud- ington, Manistee, Traverse City and Petoskey in giving the Detroit gen- tlemen a hearty welcome at port. The Tradesman is very much pleas- ed to learn of the proposed tour be- cause, after all is said and done, the best possible way in which to in- crease trade relations between busi- ness communities is to develop more personal and intimate acquaintance between those communities. Grand Rapids and other trade centers in Western Michigan will give the vis- itors across the State ample evi- dence, both as to their hospitality and as to their business resources and energy, morally certain, on the other hand, that the Board of Commerce gentlemen can not fail to bestow something upon their hosts of equal value. each INVALUABLE STEP AHEAD. While’ Congress was fighting over whether or not Speaker Cannon should administer the proceedings of the House under the rules of the old Congress or under new rules came the news that the Appalachian Park bill had become a law by a vote of 157 to 147. And one of the interesting features of this fact is that the bill passed because it provides, in fact, was shaped for the preservation of inland waterways and _ navigable streams and for the development of water power possibilities heretofore permitted to run to waste. The preservation of forests and their control as a perpetual source of income will be of incalculable val- ue to the country at large, but no more so than will be the carrying out of a policy which, inevitably, must provide thousands of cities and vil- lages with hydro-electric power which to-day are without such facilities. While Michigan is not so gener- ously provided with water power po- tentialities as are some other states, notably in the Eastern and Southern States, still there are, developed and undeveloped, a sufficient number of such possibilities to guarantee for- ever—if the general plan of con- serving natural resources is carried out—the maintenance of the present high standing of Michigan as an in- dustrial commonwealth. The Appalachian Park will embody about three million acres of moun- tain territory in the district repre- sented by the junction of Kentucky, Virginia, North Carolina, Tennessee, Georgia and South Carolina. The limit of cost is fixed at $19,000,000 and the territory is to be acquired within the next ten years without taking a dollar from the United States Treasury. How is this to be done? By utilizing the proceeds from the sale of timber taken from the forest reserves in the West, which are already producing a_ reve- nue in excess of the cost of maintain- ing them. A CO-OPERATIVE TRIUMPH. It is a good sign when competing corporations can get together on a co-operative basis, and a still better omen when such a union of inter- ests submits to harmonious, co-ordin- ate effort with a municipality. The city of Grand Rapids has as the very genesis of its existence a river which, once beautifully pictur- esque as well as splendidly utilita- rian, has become a menace to property and health and a grievous irritation because of careless, unintelligent, short sighted proceedings born of avarice. Comes the concerted agreement of our municipality and the consolidated water power corporations whereby the following much needed and pure- ly material benefits are to be be- stowed upon the community: 1. An East Side trunk line sewer is to be put in at a minimum of ex- pense, because the excavation so long known as the East side canal is to receive the masonry and other equip- ment required for a high grade sewer. 2. Then the canal excavation is to be fitted and utilized for street and building purposes so that there will be no tail races and no sewer months to mouths to let the spring and other floods into the factory and_ store basements along the river’s edge and along Canal and other streets. 3. The present dam is to be re- moved and a new dam of ornate de- sign, of reinforced concrete - con- struction and hydraulically correct in point a short distance Bridge street bridge. 4. Phe West Side or W. T. Pow. ers’ canal is to go out of commis- sion, and with an hydro-electric pow- er plant of modern construction and artistic elevations, located at the new dam and in mid-stream, the agere- gate of water power made available at Grand Rapids will be approximate- ly double the present capacity. 5. A tail race 200 feet wide and 21 feet deep, extending down the riy- er to a point below the city limits, together with reinforced concrete walls along either bank of the river for the same distance, will more than double the present flowage capacity of our river, so that danger from damage by floods will be reduced to a minimum. As yet the public has not been en lightened as to the aggregate cost of these improvements, which is to be borne jointly by the private corpora- tions and the municipality, assuming, for example, that two million dollar: must be invested. What of it? The game is well worth the candle. Every dollar’s worth of property along either side of the river will have a very marked increase in tax able value and, incidentally, dollar’s worth of property tire city will have added value. The money expended for the improvements will be paid in Grand Rapids to the people of Grand Rapids. The industrial resources Rapids will be very considerably and permanently increased. The annual protection against dam- age by floods to labor, real estate, manufactured goods and_ business operations in Grand Rapids will pro- vide annually at least 2% per cent interest on the two million dollar investment. And this is not all. Such a plan of improvement, fully realized, will prove an inspiration to every property owner along the riv- er, to not only maintain his river front in a cleanly and attractive way. but it will prompt such owners to contribute to the architectural aspect of either shore, so that the chief available asset of the city in an aes- thetic sense may readily be develop- ed in accord with its full value, as contemplated and recommended by the Comprehensive Civic Plan Com- mission. And, finally, the West Side cana! right of way will remain available for adaptation and use as a canal lock 66 feet wide and nearly a mile in length when the anticipated across-the- State waterway goes into commis- sion. above the every in the en making out of Grand ie Oily nutmegs are good. Stick a pin in them, and if a tiny bit of oil comes out, you need not be afraid to buy them. ie aaa annaiasdptciasionaemeimranuaen atmeaell The first step toward cleaning up a neighbor’s back yard is taking rake and hoe to one’s own. ———— The ambition to cleanse the world seems to occur to a good many small every detail, is to be put in at a scrubs, March 17, 1909 UNIQUE CELEBRATION Made Possible By a Clever Benevo- lence. St. Petersburg, Florida, March 10—- On the morning of Feb. 22 the mocking birds were singing and Marechal Niel and Malmaison roses were blooming out of doors. A slight shower soon after daybreak caused many little hearts to beat heavily; but soon the clouds lifted and the sun came out and the ‘hearts. of young and old were light and buoy- ant, for Washington’s birtnday is the great fete day of all the year in St. Petersburg. If the ever-to-be-revered Father of his Country looks from his blessed heights upon this nation he did so much to found, I am sure that throughout all the length and breadth of it he saw no celebration in his honor more artistically designed or carried out with greater perfection of detail! than that which took place in the little city of St. Petersburg, nor one which would more truly rejoice his heart. This is essentially a tourist town and ordinarily the tourist’s wants, preferences and pleasures take prece- dence of everything else. It is “You first, my dear Alphonse,” on every hand. As a usual thing the busiest man in St. Petersburg will stop his work to give a leisurely and_ gra- cious answer to any fool question a tourist may ask. Preceding Washington’s Birthday there was a quiver of expectancy in the air, a certain nervous intensity in the work of preparation, reminding one of the North. It was evident that “we alls,” the residents, had something very important on hand and would beg very regretfully to be excused from needless interruptions for just a little while, when “you alls,” the tourists, would be shown some- thing that “would sure be mighty fine.” During the previous week souvenir hatchets were placed on sale, some of them elegant and costly. Cen- tral avenue, the main business street of the city, was thoroughly cleaned, and the decoration of the streets was begun. On the morning of the cele- bration large flags and festoons of bunting were floating from wires stretched across the street, the store fronts were tastefully trimmed in flags and national colors and_ the whole avenue was resplendent in gala attire. At to o’clock the parade was to start. Long before the hour the sidewalk on the shady side of the street was crowded with people wait- ing eagerly to see it. The morning was warm, even hot, for when the procession started up the street the thermometer registered 82 degrees in the shade and _ the marchers were not in the shade. Such a parade! It would be hard to imagine one more beautiful or better calculated to excite the inter- est and admiration of the spectator. First came the band, the young men being dressed not in convention- al wool uniforms, but very sensibly wearing white shirtwaists and white caps. MICHIGAN TRADESMAN Next came the veterans of the Civil War, the Blue and the Gray march- ing together. A touch of humor was not lacking, for one old Confederate, marching in the uniform he wore at the close of the war, carried a ban- ner inscribed, “The Last Private of the Civil War.” Company G, Peninsula Guards, of the Second Regiment of Florida State troops, followed. St. Petersburg is very proud of her company’ of troops, it being called the finest in the State. and rode Attracting cheered great attention constantly they along in their float, came four octo- generian “Boys. of ’46,” veterans of the Mexican War. And then the schools, for Washing- ton’s Birthday in St. Petersburg is primarily and chiefly a school cele- bration. But the pupils did not pre- sent the monotonous and uninterest- ing aspect of the ordinary school pa- rade. Company A of High School Cadets came first—fine, manly fellows, wear- ing khaki uniforms and carrying their as lead a band of children in shouting at frequent intervals— Who’s George Washington? First in first in First in the hearts of his country- men. A: very beautiful flower girls, of War, peace, sight ‘was the whom there were little misses were all dressed in white and quite a large number. These each wore a large garland of roses, left like a Some had pink flowers, others With every one the trimming of the hat and slippers matched the color of the flowers. [ must pass over with only brief- placed over the shoulder sash. red and the remainder yellow. est mention several companies of p'- pils, including Dumb Bell Girls, In- dian Club Girls, Wand Drill Girls, Classes in Culture, Flag Drill Girls, Hoop Drill Girls, Tam- bourine Girls Floral Arch each band having its distinct wni- form and each being well drilled and contributing its share to the beauty of the march. Physical and Girls, Li iB TOR: te A Section of the Parade. the Artillery Squad with their gun, for rifles. They were followed by the school owns a fine old brass field Civil Next was a boys’ drum corps piece that in in the War. and then Company B of Cadets, these Was use being boys from the grades, uniform- ed and equipped like the High School Cadets, with the single exception that the steel barrel of their gun moved and a piece of hard wood sub- stituted to make it lighter for them to handle. is re- There were three drum corps in the procession, two composed of boys and one made up of girls. These aid greatly in keeping the marching chil- dren in step. Very pleasing were the kindergar- ten children, about a hundred in all, the boys dressed in white suits and white pointed caps, the girls in stars and stripes dresses. The larger kin- dergarten pupils walked, their little legs finding it hard to keep up with the regulation speed. The tinier tots were drawn in floats. A fine portrait of Washington was carried in the march by one _ boy, while another boy with a megaphone There was a squad of naval cadets, little boys dressed in dark blue sail- or suits, the cutest little middies im- aginable. The Knights of the New Crusade elicited great admiration. These were boys of 9 or Io in black uniforms and | the carrying silvered spears, while the on their breasts, and the plumes were of crimson, They have and learn to. sing songs calculated to inspire the culti- large high Crosses gauntlet gloves long an organization vation of manly virtues. Just preceding the Goddess of Lib- erty and acting as heralds of her ap- proach walked the very sweet very tiny Uncle Sam, in full costume, driving, with ribbon lines, six white little and gowned girls carrying trum- pets. The Goddess herself, most gracious and dignified, was borne along in her chariot. She was elegantly attired in an empire robe of soft white silk. Six very pretty young ladies from the high school were dressed in Jap- anese costumes. However much trouble the Japs on the Pacific coast may be making, these girls in their soft silks and parasols made no 9 trouble at all, but were a very quaint and pleasing feature of the parade. The little George and Martha Washingtons were the delight of all beholders. They were dressed, some in pink, some in blue, in full Colonial style, even to the buckles their slippers. The more than three-quarters of a mile in length and nearly 900 pupils were taking part in it. Every scholar is expected to be in the line of march Washing- ton’s Birthday for big on procession was on unless excused sickness or other urgent reason, The richness and beauty of the Hags carried in this parade, the good taste evidenced in the costumes, and the excellent material of which they were made were especially notice- able. One venerable figure was that of Mrs. Emily Keagy, the Dean of St. Petersburg teachers. She assisted her husband in conducting the first school ever held here, putting in, at the beginning, two years’ voluntary service, for which she received no pay. She English by birth and while in the Old Country taught in Windsor, opposite the castle. She is such a tiny woman, with hair almost white, but in is spite of thirty-four years spent in a most wearing pro- fession she is still very capable and bright as a dollar. Three young ladies from Michigan who are teaching in the schools here marched with their pupils—Miss Mor- rell, Watervliet; Miss Smith, of Benzonia, and Miss Southwick, of Hart. The up Central avenue to a certain point, then coun- of procession passed termarched to the square by the post- office, where drills were skill- fully which closed the forenoon. some executed, the However, the children did not depart until they had cheered lustily for the benefac- tor whose generosity makes possible this strikingly beautiful celebration of a national holiday, which, in most €x- ercises for places, is allowed to slip by almost unnoticed. For the children of St. Petersburg have a fairy godfather, who waves a magic wand for their benefit and most wonderful happenings result. In the flesh and in business circles this godfather is known as Mr. Ed- win H. Tomlinson, and the wand is his check book. To tell the story briefly, this Mr. Tomlinson, who is a native of Anso- nia, Conn., served on the side of the Union in the Civil War, and owns gold mines in British Columbia, com- ing to St. Petersburg about magic sixteen years ago in search of a climate suit- ed to this father’s health. He is a great lover of children, is deeply interested in their welfare, has ideas on the subject of their prop- er training and education and is will- ing to back up his theories with cold hard money. In 1896 he presented to the schools 200 small silk flags, to be used on public occasions, and that year Wash- sirthday observed. Three years later, under a Prof, Guisinger, whose name deserves special mention because of his effi- ington’s was successfully snicaieane 10 Ser RE MICHIGAN a ae rR re eae ane TRADESMAN March 17, 1909 ciency in getting into tangible form | the work for which Mr. Tomlinson | was /a furnished the means, the day celebrated in a manner to make notable in the annals of the town. ' Every year since has witnessed an increase in the number of pants and of spectators, and also in the number and variety of uniformed drills and in the general excellence it of the programme; so that Washing- | ton’s Birthday in St. Petersburg has . come to have a national reputation. It is not because he cares espe- cially to have a big show and is de- sirous of having the honor attaching to himself as chief promoter of it that Mr. Tomlinson has, at his own private expense, bought uniforms, drums, guns and musical _instru- ments and furnished for every child in the schools a well-mounted silk flag, as well as several very hand- some large flags for parade purposes. What he really wants to do to is to do way it. He regards this pa- rade and celebration merely as the foam on the soda looks water—it a well but is not the essential thing. He is himself an ardent lover of the flag and he is trying to inspire | the same affe for it dren who are coming up. ment becomes the property of t schools and the flags for the chil are kept in the school buildi his instructions are that in case little child seen to love his exceedingly and to want to take i home with him and be loath to bring Cc ngs is it back, then the teacher is not to insist too rigorously upon its re- turn. The selection of Washington’s Birthday for the great patriotic cele- bration of a town of just the charac- | ter of this one is particularly happy. Fourth of July in St. would probably be too hot to cele- brate anything. The birthday of Robert E. Lee is a legal holiday in Florida, but, to say nothing of the touists, there are many Northern people. among the permanent resi- dents, and they would not care to give the very highest meed of honor to the great general of the Confed- eracy. In like manner the real South- ern people can not enter with great enthusiasm into commemorating Lin- coln’s birthday. But mo one has any- thing against George Washington. Of the other holidays, there is, it seems to me, no one so well suited to be the great day in all the year for this little Southern city as the one they have chosen. Thanksgiving is really a New Eng- land festivity, and besides there is not here the sharp cleavage of the sea- sons which makes the ingathering of the crops in Northern States an oc- casion of special rejoicing. Christmas is, of course, largely celebrated in the South, but Christmas is a family holiday. Then, for its artistic per- fection, Christmas needs cold and snow, so that Santa Claus will wear a fur coat and have good sleighing for his reindeer. New Year’s comes partici- | i : . °% il understand this gentleman fell ill} in the chil- | Everything | that he furnishes in the way of equip- | he | Petersburg | some man, I think he was a “came down heah in and went vigu’ously at all ovah town hunting up and calling upon them.” |minister, who | Septembah 'wuhk, went his friends } from these unwarrantable exertions. | jhardly think labor day could be made | a great success in St. Petersburg. I t tell more of Mr. Tomlin- ducational beneficences: In ison’s edu ool orchestra of twenty-two mus | 1898 a sch ) pieces was organized, for which he ifurnished the instruments. This i istill maintained, and every Friday Ss 3 tone imorning sees the school opened by imusic furnished by its own orches- ‘tra. his has proved a fertile field for jthe development of latent talent. ischool during regular school hours. ‘Accordingly, the sessions were held lafter school closed in the afternoon, ‘the teachers giving their services 'without pay and the children working luntil dark, when they had to be sent ‘home. During the following year Mr. |{Tomlinson erected another and a ‘much larger brick building, calling it ithe Manual Training Annex. This ‘was built in order that there might ‘be a suitable place for the drills and iparades in all kinds of weather. | Both buildings have since been ‘purchased by the city, but the price 'made on them was so low that every ‘one is ready to acknowledge that the transaction virtually amounted to a lfree gift of the training school build- Several boys who began in this or- chestra have become fine musicians, and one girl, who perhaps never a cornet until she came to school, has become a celebrated net player. ae Sav this cor Mr. Tomlinson also has ideas re- garding physical culture and man- ual training and believes it is bet- ter for the rising generation to be developing their bodies and learning running the streets. Accordingly, he waved his magic wand to put his ideas into practice. In rgor the erected a two-story brick building and had it equipped with the best apparatus ob- tainable, the lower floor for manua! training and the upper for physical culture. This he threw open for the use of the boys and girls of Petersburg, absolutely free of cost either to parents or school district. Indeed, as the thing was an experi- ment, and, in a way, a private enter- : gq Ji. too close to Christmas to be a great/prise, it was not deemed best that suecess anywhere. the teachers of the schools, all of to work with their hands than to be! A Little George and Martha. i ie Pr gimcrte i ree ing with all its equipment, which was really Mr. Tomlinson’s intention in The Annex is now used city hall, the matter. as well as for drilling It has a seating capacity 000 and is said to be the largest y hall in the State. the girls took physical cul- and the boys had manual train- but this work grew and develop- ed until] now it has become an im- /Portant part of the regular work. |There are manual training and physi- (cal culture throughout all the grades. Every girl must take five years in domestic science before she is allow- ed to graduate and every boy must complete a corresponding course in manual training. Military training is | optional with the boys. About 50 per cent. of those who enter the high ischoo!l take it. The St. Petersburg people take igreat pride in their manual training school and give great credit to its founder. It is safe to say that there are very few small cities in the whole ture ing, country where so much is being done along this line. Besides the gift of the manual training building, already spoken of. the schools have property amounting to several thousand dollars in value, consisting of uniforms, costumes, musical instruments and silk flags, all of which have been given them by the same generous hand. Every year Mr. Tomlinson foots the bill for the Washington’s Birth- day celebration. Some years it amounts to several hundred dollars. Previous to the celebration he places a fund at the disposal of the schoo! superintendent, and if it is found nec- essary to overrun this amount he says to make the day a success any- way. He has been a great friend to the kindergarten here, even furnishing Irish mail wagons, which are a kind of toy automobile, for the children to play with and keeping them in re- pair. A common saying of his is, “If it’s for the little folks give them thir- teen to the dozen.” Some one once asked Mr. Tomlin- son how he justified all these expen ditures from a financier’s point oi view. He replied that he was getting compound interest on his money right along in seeing the enjoyment of the children. He takes no great credit to him- self for all that has been accomplish- ed, but rather seems to feel that the teachers who have labored so faith- fully to carry out his ideas are de- serving of far higher praise than should be accorded to himself. Dr. Conradi, the superintendent, and the entire staff of teachers manifest great interest and- enthusiasm, not only in the Washington’s Birthday celebra- tion, but in the other lines of work Mr. Tomlinson has done so much to promote. Owing to the very widespread opinion that all unmarried persons oi mature years have a most malignant “grouch” against children and take no interest whatever in their welfare be- yond an unrelenting desire to make them “toe the mark,” it will con- siderably astonish the average reader to be told that this fairy godfather of the St. Petersburg school children is a_ bachelor. How those who hold the opinion referred to can reconcile it with the very patent facts that much of the best training children get is given them by unmarried teachers, and some of the most unselfish devotion which they receive is bestowed upon them by unmarried relatives and friends, it would be hard to say, but certainly the mental figment that bachelors and spiusters in their worst estate are terrible ogres, and in their best a disagreeable and superfluous adjunct to society, is strongly in- trenched in popular prejudice. Indeed, the first person whom | asked to tell me something of this Mr. Tomlinson replied with cheerful banality, “He ain’t nothing ‘cept just an old bachelor. He can’t be noth- ing long as he stays an old bachelor.” Be it said this man was a tourist. No resident of St. Petersburg would have spoken in this way. March 17, 1909 MICHIGAN TRADESMAN i Mr. Tomlinson is described as not of the jovial, rollicking type of old bachelor, but a very dignified gentle- man, of so great austerity in his hab- its of life that while possessing abun- dant means to gratify his tastes and a celibate’s liberty of action he still indulges in no more flagrant dissipa- tion than cruising and fishing in win- ter and mountain climbing in summer. In the afternoon the celebration of Washington’s Birthday was contin- ued by exercises in the city hall. It was known that the audience room would be packed, so long before the A Knight of the New Crusade. time for opening the doors a large crowd was standing in the sun wait- ing for admission. After opening music, furnished by the school orchestra, the programme consisted of some fourteen drills and songs rendered by pupils from the various grades of the schools, all so well executed and showing such thor- oughness of training that it would be bition at the end of the term. In preparation for this we spent much time which our studies might prop- erly have claimed. But in some way we managed to get hold of enough arithmetic to know that our cash ac- counts are forever running short, and that seems to be all most of us need; the history and geography which we learned with such pains have to be revised and brought up to date con- tinually; while many things that used to be regarded as essential are now held to be unimportant and vice ver- sa. But that brief hour of mimic glory when we were heroes or clowns or beauties on that little sheet drap- ed platform, when we -had the stage center and the limelight was full on, stays with us a bright, unfading pic- ture in memory’s gallery. These drills are far in advance of the old school exhibition in educational value. I wish that every girl in the country might look as healthy and hearty as these damsels from the physical cul- ture classes. And how many boys, growing up round-shouldered and gawky, need just such military drill may be looking for some suitable ob- ject on which to bestow some of his money. I beg such an one, before giv- | ing his means to found a new col-| lege or to endow an old one, to con- sider whether he may not more wise- ly provide something of practical ben- efit for the children of some elemen- tary school, nine-tenths of whom will | never see the inside of college walls. And who could wish for a fairer and | more enduring monument than to be | enshrined in the grateful memory of | childhood? —_~+-~.___ Some Advantages of Prepared Paint. | The making of ready-mixed paint | to-day is a science. Prepared paint | is the scientific product and its pres ent standard has been attained systematic research and experiment. Similar to other inventions, paint | making was founded on a sound prin- | ciple. In the early days of paint, lead and oil were considered a good arti- | cle, for then the wood was better, | time was not as valuable and wear was not so great. Even with these Quillo favorable conditions the paint would | unjust to say that one was better than another. Personally I was most interested in the exhibition given by the High School Cadets, who went through with a certain portion of drill No. 1 of Butt’s Manual. Perhaps most highly pleasing to the audience generally were the little George and Martha Washingtons in their quaint Colonial garb, the Georges bowing and scraping, the Marthas demurely curtsying as they went through their various figures. When, after a most profound and re- miarkable salutation, the tiny couples danced a sweet little minuet the en- thusiasm of the spectators knew no bounds. Doubtless there are good people who might think that there was too much that was spectacular about al] this, and that patriotism would better be learned by poring over histories and biographies. But who with a hu- man heart does not love a_ good show? Some of us whose hair is now fast whitening can recall how, occasional- ly, some teacher with theatrical tastes would come to teach the little dis- trict school which we attended,’ and as these young men are getting to give them proper carriage, as well as strength and agility. It would be a strange child that did not come to have a lasting love for Old Glory from taking part in these flag drills and being allowed to carry beautiful silken Stars and Stripes. A boy who would not learn to be truth- ful, gallant and manly by being a little George, and a girl who did not become deferential and decorous from being a little Martha—well, it would be impossible to teach that boy or that girl manners in any way. In closing Columbia led in sing- ing “The Star Spangled Banner,” lit- tle Uncle Sam bowed his farewell, the orchestra played again and the perspiring audience were free to go, for the great celebration was over. Surely all must have felt that what- ever “short suits” in the shape of pleasure, wealth or well won honors life may furnish, the real “long suit” of humanity is to train fittingly the children who shall come after us. I hope this sketch may interest would get up a rousing school exhi- some wealthy Tradesman reader who Uncle Sam and His Band of Heralds. sometimes “chalk” and would wear. ed satisfactorily, as the variety was small. When prepared paint was first tallke ed of it was said no market could be found for it. It has been readily rec- ognized that the life of paint should by | not | The colors could not be work- | | 10 to 25 Per Cent. Ibe increased and it was soon found | eis zinc would accomplish the pur- | pose, as wel as give to white the prop- er whiteness. It furnished the prop- ler reinforcing material which was |tequired to take a greater quantity of | oil and give the proper balance be- | tween the two bases. It is an unfor- | tunate fact that only in the slight |variations of two colors, red and | brown, can this durable paint be | made. Some of the best manufacturers, in jendeavoring to produce a paint that | will possess as nearly as possible the ivirtues of one made from good oxide |of iron and good linseed oil, hold to | certain rules. The weaknesses of |white lead and zinc oxide are over- ;come by combining reinforcing mate- | sate Linseed oil is treated so as ito improve its paint qualities; greater | efficiency is insured by uniting prop- jerly these solids and liquids. The | best quality of manufactured paint is | made of the finest materials that can |be secured; it is kneaded more thor- oughly and ground finer by modern imachinery than the painter do can iby hand; it is mixed in those propor- }tions which experience has proven jto be most satisfactory. | The bigot is the man who thinks {that all souls go to Heaven only ithrough his private knothole. | _—__->->—. If you want to make somebody | very happy let him do something for | yOu. FLI-STIKON THE FLY RIBBON The Greatest Fly Catcherin the World Retails at5c. $4 80 per gross The Fly Ribbon Mfg. Co., New York ORDER — YOUR JOBBER €x- sates Te oe ay Lang| yp PRG TLY- RIBBON [i Veer a ie Grocers and General Store Merchants Can increase their profits Stationery and Staple Sundries Large Variety Everyday Sellers Send for our large catalogue—free N. SHURE CO. Wholesale 220-222 Madison St., Chicago On Notions, WoRDEN GROCER COMPANY The Prompt Shippers Grand Rapids, Mich. MICHIGAN TRADESMAN March 17, 1909 ee . es . ide aS 7 : ‘ ou ——— eR THE OLD EMPLOYE. his boys and girls get married and|kid when you came here, Joe You . : ee is 0? start to rearing families of their own.|arent ancient now. Ideal . ; ; He Would Not Remain on the Pen-| te had done a lifetime of hard work,| “Just past 16, Mr. Going. You r S : . : a8 i ” sion List. but he hadn't died. Neither had he} must have been about 26. When the other clerks in the de- made a great name for himself. But} “Nearer 27.” We wish to call your att ‘ cee : 8 Ee - en- partment heard the great news they|he had lived: perhaps it 1s a greateT] “yes yes, of course. You'd been ti . ij f . gathered around in little knots and triumph to live so long and steadily’ jarried a vear, and you'd just moved o Oo or 1: e of work shirts, looked at Old Man Connors. Con-|than to win. Perhaps not. But fewlsrom Emerald avenue to the flat over which is most complete, in- nors hadn't heard the news. He sat/do either, and certainly the one who on Michigan. You-e—” cluding in the corner in his old rheumatic/lives has got the laugh on the one “How do you remember that? It Chambrays chair -Connors and the chair thad as-| whoa won and died. Connors had not)y.4 slipped me for the time being.” Drills sociated so long that they creaked/won any big prize during his wonder- “I had to carry the canary for Mrs and twinged together—poring over/ful grind, but now he was reaping|. . : 1” ; Sateens Pf ae : Going when you movec i : the endless row of figures, just as he/the reward, io Z , Silkeline hz ] f 7 : -| The Old Man laughed. “So that was rad done day after day, fifty weeks Down the aisle past the rows of ime, Joe? Way—way Percales : ae : : oat : when you came, : y—we out of the fifty-two, for forty years./long desks came Old Going’s private fe ae Bedford Cords ” . ACK 72. Just forty. The end of the required|/secretary. He was dapper and he : ae a eee : q : T Plea Old Connors chuckled a_ little. Madras period of service fell on this day; and|was smart. He was a flying wedge,| ~. : : : : : ; ci ; : ees e Things were considerably different Pajama Cloth they were going to pension the old/the hustle-bustle man of Going’s in- : man off ring t i him: full imat rvitor H wung into the around the office, too, then. You re- an off, going to give him full pay/timate servitors. e swung o tl ce : mr a .,{member we burnt out about a year These goods are all selected and nothing to do for the rest of his|commission corner like a motor boat)” Id yved over east. It was i th latest lori am ils ; Aa after you’d moved over east. yas in e ver ates natural life. Amen. The clerks star-|docking at an old ramshackle pier. ae : . ' y CmOreng, 1 i ee + Lic’ « M : Bo ‘ie Gc about 8 oclock in the evening, and including Cd and said: “Lucky or : “NET. > TS, Said pe, (Air. o- ¢ 6 i. r 1 : — af e sss ee ee |we—there were four of us—were Was the first case. . ensi0On sys-jinge wishes to see you. | : : : r i : : 4 - : P ee eee ee eee FO BOE you lworking late on some invoices. You Plain Black em tor Old empioves hz rone 1 bt: The > slerks h he > : ! . ploy : . one into) The other clerks, who vad the) came running over when you heard Two-tone Effects cic Oniy tw reeks b7oOTre 9cCca- | ~yrS - } ‘ - a 7 ee eres Ore, OCR news, Gat Bp. about the blaze. ‘Did you save the Black and White Sets sioning much stir in the office and} “See me?” Old Man Connors turned |pooks?’ yo asked the first thine : d a : “| BOOKS. YOU asked tne Pst Enime. Regimental Khaki =e a Man ORNs, dean of/on the private secretary his best)/‘Yes.’ says Dorfler; ‘I put it in my the clerical rorce of Going & Co..| “grouch” expression. He didn’t ap-| pocket at the first smoke.’ Cream was to be the first recrpient of Its | prove of the flying wedge in the of-| They cht ue kle od t together. Champagne bounty. ifice, not the old man. “See me? Who} “Dorfler?” said Going. “What be- Gray “Well,” said a clerk, “he’s certainly; wants to see me? came of him? White earned it Think of it—forty years} “Mr. Going. He's waiting, Mr.| “Went out to Kansas City and— of the kind of work that he’s put in!) Connors.” land got into trouble.” Write us for samples. It's no more than they ought to do.”}| Qld Man Connors stumbled con-| “What? That wasn’t that Dorfler, “Sure not,” said another. “But howjfusedly to his feet, shedding his! was it?” THE many firms are there doing it, eh?/sleeves and glasses at the same time.| “The same man.” 1 think it’s a mighty big thing for; He hadn't been summoned to see Old} “He got five years,” said Goinz Old Connors. He's only 56 years old,}Going for—for nearly fifteen years.|“Huh! Do you know while we were RIES. or something like that, and here he} Then Going had lost a son, and he) prosecuting him I never knew it was wo FACTOR : a te oe : . ; ot. gets fixed for Hie sua nothing to do:| want ed to talk to somebody who! old Dorfler? Well—he stole $20,000. —S MICH An eternal vacation. I know I don't}knew him, Going, the man; and he! And I'd forgotten him. Say, by glory, want anything better than that when! i sent for Old Joe — Old| iE i I get his age. | Joe, he would understand he'd a “a : “Vou? avll be lucky to hold/known the Head before he became aj ‘ou? You'll be lucky to hold/kKnown the Head before he | your job another month. You ae Power. | ~ ~ ~t giving in the kind of work the old] “Coming, Mr. Connors? j ~ . i man’s been handing ‘em. He’s been} “Of course I’m coming. Can't you) the real thing. That's why he’s last-|S€°- = 1 * Le ~leeyes and ylacces "Prep fF + | x ° ° ° ed until the pension game came The sleeves and glasses were off;| 5377 Oxford Bag, imitation alliga- ’ h st wes given a final tug to set it} : : through. oe ee ee ” 's oe tor, two sidecompartments, center “wz .ll he? oe — siesiht in front, and followed by the : Well, he's the lucky gazabo, any- oe ed frame pocket, lined, gold frame now, «broke inva third. “Geel what) °° 7" Ue" 4 en : 3 Lo Se alae went up the long in wake with ball clasps and two side strap a cinch he will have. COnt Shi. UL i C ae fo : : a , .._|of the secretary to get the big news. handles. Size 94x 6 inches 6-12 pose he'll even have to come down Go; ee o : , oing shook Mondays to draw his pay.’ , dozen in box, per dozen $4.50. Nhe cent the Pal at tp tem” said the Grati" OCC UC : : es ih raving ve]. {2ot up and 4845 Carriage bag, seal grain speaker Yes, it’s what I'd call vel- ‘ ar leather sceted 4 ited lf ‘5 aqown, facing usseted ends, weite ca vet. “ne 4 : os i 8 : : ' - ~ ‘ oe, he Cie And Old Man Connors sat in the i. finished leather lining, leather » s 4 - STLOAWW, rna it . . old chair and checked accounts in his ee age covered rivet frame with patent *TiGgay, (ne rata, id avr 9 onevled anitctne cl - : : old way, a grizzled machine, slow but} oye. Vou don't gold lock and heavy strap handle, fective s had done this so lon¢e i a re : : : a effective. Ho ee : . : — tl shat fitted with purse. Size 1034 x7 1OW, SO Consistently, that he h; e- ‘“ } : . i : now, so con stently that i nad be I don't know why I sho hn inches, 1-12 dozen in box, come as much a part of the corner , ened : acre 7. neyo Old Going crossed his price per dozen, $18.00. as the two walls that made it. Once, Denker when v : s A : SC Gide i V i yu ere. while he was on his vacation, the! y,.>» The above are two good rice presider bed +reture fre -t” ee vice president had returned from aj “TS came"—Connors numbers out of some eigh- tour abroad. He sanv the corner On| ha nie thioant : “f . eg oe et jback through teen different styles we are 1s tour around the ofhee. iThen : : : = . . i nen 0 Ss _ ‘Huh! What have you been domgj ame = honaee at aah 54.50, here? Moving desks and things/ao, to-day $8.50, $9.00, $10. 50, § $13 50, around?” It was only that Old Man} “yeo” « $18 00, $27.00 and $30.00 Gonnors wasn’t in his ) and the | to. Jone bac per dozen. corner looked al! askew without him | Toe, that’s WwW ee Forty years! Boys had come into} he € aiso have some good the office, married, reared children,| “We'ye both been in the harness values in purses and ladies’ and had married them off. Men had/longer than it takes most people to books at 45c, 85c, $1. 25, come in, had done a lifetime’s hard/ get born live and eet thronch $2.00, $2.2 a ad Ba Ene 4 : oe — 5, $4,00 and $4.50 per dozen. Salesmen are now work, cied anc een rorzotten. Z | with their lives.” showing the samples. few had made great names for them-}] “J¢"s a long, long time, forty y ears| selves. They, too, had gone. But/—4 long time (irand Rapids D G d C Wholesale Dry Goods Connors remained. He, too, had mar-| “And we've been working the] ry 00 S 0. Grand Rapids, Mich. ried, and reared a family, had seen!time. You must have been quite a! March 17, 1909 MICHIGAN TRADESMAN you ain’t the Connors who was hurt in the strike a few years back?” “The same man,’ chuckled Con- nors. Old Going sank “They told me it into his chair. was a Connors,” said he. “But I never knew it was you. I should have been out to see you, then, Joe.” “Tut! It wasn’t anything. And you were too busy beating ’em.” “IT was busy, all right. But, pshaw! I should have remembered. Joe, it’s an exipensive running a place like this; it costs a man more thins: than? “Than it pays him?” “I don’t know.” Going was musing. “Sometimes I think—but, ‘here, I’m wasting time. Let’s get to business. Of course you know why I sent for you?” business “I swear I didn’t until you asked me if I remembered what day it was.” “But you knew about the scheme going into effect?” “Sure thing. But—well, to tell you the truth, Mr. Going, I hadn’t ever thought of myself as being in line for that—just yet.” “Fuh! Old, but still in the game, eh? Well, you've certainly earned it, Joe, if anybody ever can. You’ve been a good man, Joe. I hope that when I go out, one way or another, those who are left will say: ‘He was a good man,’ too.” “Thank you, Mr. Going.” “It means something—a good man There pension for forty years. aren't many of them. It’s a long road to travel and keep straight. And at the end of it a good man can sit down and take his rest and feel that he’s earned it “Ye-es.” Old Man Connors nodded emphatically. “You've been working over forty years yourself, though, Mr. Going. You ain’t resting much.” “That’s different.” In an instant Going had wrapped the thick mantle of superiority around him. “Well,” he reached for a paper and handed it to Connors, “there you are. And now you're through.” “Through!” “Wihy, sure. What’s there in that to startle you?” Connors. chuckled apologetically. “It sounded like a doom,” said he. “Thank you, Mr. Going.” “IT hope you enjoy yourself,” the Head beamed. ‘Take care of your- self. It’s easier to get sick lying around idle than when you're busy.” Then they shook hands and Con- nors went quickly out of the private office. They were both becoming a little uncertain of themselves. Up in the corner the clerks gath- ered around. the creaky old chair to extend their congratulations. Con+ nors sat and thanked them in helpless fashion. It was so new and sudden; he was lost. “Congratulations, said the commission Mr. chief. “By golly!” Connors chuckled as the other pumped his hand. “Cham- bers. you can’t call me down again as long as you live.” Connors,” The circle of clerks opened now, admitting one of their number, and closed wp again. The newcomer held a red leather case in his ‘hand and smoothed his hair before he began: “Mr. Connors, we, your fellow workers for years past, in a faint ef- fort to express the high esteem which we hold for you and in a slight en- deavor to in some way indicate—to endeavor to indicate—some way to endeavor——” “Aw! Sing it, Matty, sing it!’ The donors greeted their spokesman’s breakdown with unholy glee. ‘“Wihere’s the book, Matty; where’s the book you swiped it from? Get a phonograph. Come on, silver tongued boy orator; get busy. The thook, the hook!” Sbat up, chance. or-——” Gimme a in an endeav- you. rummies. Mr. Connors, ss ” “Two endeavors now. “To express “Express? You're a slow freight.” "O-— it! Mr. Connors; we've chipped together and got you this watch and we hope—we hope—lI’ll knock the block off the next guy who butts in!’ And the crowd cheered their lead- er to the echo, and the presentation of the inevitable watch and chain went off with a great eclat. Connors handled the present with the clumsiness of the hopelessly em- barrassed. What. “T don’t know why you boys went and done this,” he said, at last. ‘T appreciate it, though. I'll never for- get you boys—or the place here.” “O, yes, you will. Forget it: that’s the stunt.” “Well—no, I'll never forget you boys. We haven’t got along some- times as well as some people would, but Tl never forget you. I wish you all the luck in the world. TI hope you'll all keep straight and honest, and let the booze alone, and do your work as well you can—and—lI'll never forget you.” as “We won’t forget you, either.’ “Well—well, I hope you won't, right away—iwell, I suppose I might as well begin to clear out. Golly, there’s Hanson waiting to take my place.” But he didn’t clear out at once. He waited until evening, when the clerks poured out in a body, and he went with them. As they passed out one of them pointed at the time clock. “O, think of it, Connors,” he laugh- ed, “no more worrying about having to ring in at 8!” Connors laughed. “Hah!” he said. | Dhrait's Vil think of you boys, hurrying to get your cars, while I’m snoozing away in bed.” “Rub it in, that’s right!” they roar- ed. Then, at the corner, they all had a glass of beer, shook hands, and Connors was through—through after forty years! “Well,” said Mrs. Connors, tucking the paper away in the bureau, “it’s pretty near time. After a body’s been working that long he ought to have some chance to rest. Though, good- ness a mercy, I don’t see anybody pensioning off women from making beds and washing dishes and mending socks for forty years or anything like that.” “Are you getting tired of doing those things, old girl?” asked the old man, seriously. “You fool!’ she him on the cheek. so. and kissed said, “And we can sleep as long as we please in the morning,” said Connors, mashing a potato. “And we can go around about days. Maggie, d’you remember the first time we went to Lincoln park together?” “You fool again!” laughed Mrs. Connors. But there was a flush on her cheek—probably from the coffee. warm At 7 o'clock Connors awoke, as he had been doing for ever so long. He got out of bed. Then he remembered, and feeling foolish he back between the quilts. crawled “What are you moving around for?” called Mrs. Connors. “Nothing,” said the old man. A few minutes later he said: “Think of the boys hustling to get down on time!” He was enjoying himself; it was the first morning. Two weeks later Old Going looked wp from his work in annoyance. Somebody was stamping through the outer office, passing private secretary and stenographer, refusing to stop or be held by any one. He flung open the door, stepped into the sanctum, and threw the door shut behind him. Go- ing gasped. It was Old Man Con- nors. “Well, Joe! What do you want now ?” Connors smote his good right fist against his left palm. “What do | said he. want a job. Do you hear? I my old job back. pensioned. cad me. | ] want I don’t want to be You've swindled and fool- thought I was going to have a fine time staying at home and want?” doing nothing. You said as much— that I would. And what do I find? Eh? What do I find? Why. that this pension scheme is a fraud. That's what it is; a regular skin game. Why, after the fifth day of the joyous existence that the pension scheme pictured before my mind, I was so sore on myself and the world that | have kicked the old woman if she hadn’t been bigger than me. “I go home. I sit down. I put my hands between my knees and I say— do I say: ‘What a fine thing it is to be independent for life? Not on your hfe’. | ‘Well, I wonder if the boys are getting along all right.” [ say: ‘Well, they’ve just about started to figure the discounts now.’ In the morning I say: ‘I wonder if they’ve got a heavy day’; in the evening I free and would say: say: ‘Well, I suppose the boys got through without any overtime.’ Then I kick because the coffee isn’t right, and I’ve been drinking the same for twenty years. A free and independ- ent existence! Give me my old job, Mr. Going; that’s the free existence for me.” “But, you old fool!’ roared the old man. “You're getting as much money now as you will if you work.” “As much money—— ” Connors suddenly caught himself and thrust his face down close to Going’s. “Say, haven’t you all the you want? And wouldn’t the business go on without you? Eh? And_ don't you keep on working? Eh? ‘Well, why do you do it? Why don’t you pension yourself and retire yourself to the free existence?” “Becatse,” zot money roared Old Going, smit- ing the desk, “because, Joe Connors I tried it, and I kicked on the coffee in three days!” For awhile they looked at one an- other. Then silently they shook hands. “Ait it h-—_I,.” said Old “when you've got the habit?” Allan Wilson. ———_-.___ The fool has two extremely difficult tasks, to know himself and to keer Going, others from doing the same. 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. Becker, Mayer & Co. Chicago LITTLE FELLOWS’ AND YOUNG MEN’S CLOTHES YOST MLA UT Nea as! a DS USE O~ CHIGAN STAT pM cpmone: er | Wholesale Dry Goods P. Steketee & Sons Every dealer to know that we carry a good line of Trunks, Suit Cases, Bags and Telescopes. All the popular makes, such as canvas, matting, imitation leather and genuine leather. One of the newest is the PATENT JAPANESE CLUB BAG. Made of fine Japanese fibre matting, beautifully lined, leather trimmed. Ask to see them. Grand Rapids, Mich. | 14 MEN OF MARK. Anton F. Straub, of Straub Bros. & Amiotte. It is a custom in Germany for par- ents to map out the careers or voca- tions of their children. After this important matter has been decided to the satisfaction of the arbiters the ones whose futures have been pro- vided for are expected to follow along conventional paths. While surround- ed by the traditions and influences supporting this custom it is unusual for anyone to step through the lines established and assert independence and individuality. One of the prin- ciples impressed upon the youth of the Fatherland is to stick to one thing until something has been ac- complished. Its observance doubtless has done much for the substantial progress and character of the German people. Away from home the Ger- man proves himself to be as adapt- able and as versatile as are the men of any other country. Platitudes and generalities may ap- ply to some, but none of them are binding on the excepticn. He casts aside traditions and precepts, strikes out for himself in his own way and gets there. This assertion of individ- uality does not infringe wpon state or moral laws, although it does vio- lence to conventional beliefs. The bursting asunder of custom merely is the individual’s declaration of in- dependence. If he possess a weli balanced mentality and a disposition to better himself he necessarily must be working along lines calculated to improve his own condition and ad- vance the progress which humanity is making toward that desirable goal which no one may define. Anton F. Straub was born in Mil- waukee, Nov. 22, 1865. His father and mother were natives of Swabia, Germany, and the son inherited the rugged frame and sturdy honesty pe- culiar to the people of the Black Forest. He attended the public :nd parochial schools of Milwaukee and learned the trade of manufacturing confectioner in the factory conducted by J. Fernekes & Son. In 1882 he re- moved to Fort Wayne to take a position as manager of the cream de- partment of Louis Fox & Co., and subsequently held similar positions with the American Biscuit Co. and the National Biscuit Co. In 1899 he went to Traverse City, where he en- tered into partnership with his broth- er, John G. Straub, and Geo. E. Ami- otte under the style of Straub Bros. & Amiotte, which firm has since pros- pered ani been successful to a mark- ed degree. Mr. Straub’s wife was formerly Miss Molly Hood, of Fort Wayne, Indiana. They have three children—one girl aged 13 and two two boys, who are 16 and 5’years old, respectively. The family reside at 536 West Eighth street. Mrs. Straub is a member of the Baptist church and the children attend the Congregational church. Mr. Straub is a member of Traverse City Lodge, No. 323, B. P. O. E., of which he is now Leading Knight, serving his second term, having been Loyal Knight two terms. He is also a member of Duchess Camp, No. 2345 of the Woodmen of America. MICHIGAN TRADESMAN Mr. Straub is the mechanical man- ager of the Traverse City factory and has charge of the manufacturing de- partment. Mr. Straub’s life reflects many in- fluences. It shows ability to accept that which is sound and true and to discard the false and superficial. It is a concrete illustration of the op- portunities which this country has to offer the youth of the world provid- ing that youth be endowed with abil- ity to discriminate between that which is true and that which is false. His position as superintendent requires judgment, probity and fair treatment to all. The interests of the company must be protected and the interests of each patron also must be safe- guarded. These duties it affords him great pleasure to fulfill. His is a well clusions in reference to food preserv- atives should not be questioned. The Referee Board, however, is composed of the most eminent American scien- tists, and whatever conclusions they arrive at should be considered as authentic as a decision rendered by the Supreme Court of the United States. The public has long been led to believe that the ancient pre- servatives, such as salt, sugar, vinegar, alcohol, spices, etc., are not chemi- cals, and that they are natural food preservatives, and that modern pre- servatives, such as borax, boron com- pounds, benzoic acid, etc., are unnat- ural preservatives and poisonous sub- stances not suitable for the preserva- tion of perishable articles of food. The ancient preservatives, however, are chemicals, and are so defined by rounded character, a full life. He Says that at one time he thought the years spent in learning the trade of confectioner were years wasted, but now he regards them in a different light. They made a man of him phy- Own initiative have made a man of him in every other sense of the word. 222s —_____ Increased Number of Poisoning Cases. The question of food preservatives is prominently brought to the public Ptomaine mind by the recent decision of the Referee Board in regard to benzoic acid, which it declared non-injurious when used in the quantities necessary to preserve food. It seems to be the general opinion that the Referee Beard’s report will nullify the pure [food law, and that Dr. Wiley’s con- Anton F. sically, and early teachings and his | Straub. the United States Dispensary. The chemical names of these ancient pre- Servatives are as follows: Salt, chlor- ide of sodium, sugar, saccharum, vinegar, acetum, alcohol, pepper, pi- menta, mustard, sinapis. As it is impossible to supply fresh ifood at all times, various methods of preserving same must be resorted to. Salt has been used for ages to pre- serve food. Farmers’ Bulletin 183, page 29, says: “Salt is an astringent. When ap- March 17, 1909 gee, servatives change the flavor, texture and digestibility of food. Vinegar, mustard, pepper and spices in general do not belong in a rational dietary, They are irritating to the mucous membrane and, in stimulating the ap- petite, they cause overeating, which is far more deleterious to the system than undereating. Modern preserva- tives are comparatively tasteless, con- sequently they do not alter the flavor or texture of food products and on account of the small quantity of mod- ern preservatives required they do not disturb digestion as the Necessary larger quantities of ancient preserva- tives have a tendency to do. The general supposition is that benzoate of soda has the power to transform partially decayed skins and pulp of tomatoes into the appearance of sound, wholesome fruit, and that ho- rax and boron compounds are used to restore meat, butter and other arti- cles of food that are partially decay- ed, so as to change their appearance, thereby causing the consumer to be- lieve they are fresh, first-class arti- cles of food. Such is not the case. however. Modern preservatives are not used to mask inferiority. They are used to preserve, intact, fresh food and keep it in an hygienic condi- tion until consumed, The absolute necessity of preserv- ing perishable articles of food shown in the increased number of ptomaine poisoning cases which have occurred since the enactment of the pure food law. According to press dispatches, there have been in the United States, since the pure food law went into effect, 12,716 cases of ptomaine poisoning, 433 of which were fatal. If we are to have pure foods—foods that will reach the con- sumer in a sweet, wholesome, edible condition—such foods that readily deteriorate so as to become poison- ous substances must be preserved in order to protect the health and life of the consumer. H. 1. Harris. —_——-_—_2~___ is A plate of soup may weigh as much in the universe as many a song or sermon on brotherhood. When your cases bear the above mark you have a good case—a de- pendable one. Would you like to know more about this kind? Write WILMARTH SHOW CASE CO. 936 Jefferson Ave. GRAND RAPIDS, MICH. plied alone to meat it renders it very hard and dry. Its action is first to draw out the meat juices. In a few days it will contract and harden the muscle fibres, thus shrinking the vol- ume of meat.” From this quotation it can readily be seen that salt is not an ideal pre- All Kinds of Cut Flowers in Season Wholesale and Retail ELI CROSS servative. All of the ancient pre- 25 Mouroe Street Grand Rapids March 17, 1909 NEW YORK MARKET. Special Features of the Grocery and Produce Trade. Special Correspondence. New York, March 13—In the cof- fee trade there is a holding of the breath—a waiting to see what will turn up in the way of a duty. Of course, there is something doing all the time with the jobbing trade, but sales usually are of small propor- tions. In many retail stores signa- tures to petitions are being asked for, which will be sent to Congress pro- testing against any duty, and the question is a live wire. In store and afloat there are 4,195,793 bags, against 3,811,848 bags at the same time last year. At the close Rio No. 7 is quoted at 84 @83c._ Fine grades of mild coffees are very firmly sustain- ed by jobbers, and as the supplies are not especially large the outlook fav- ors the seller. Good Cucuta, 10%c. A better market for sugar has ex- isted this week and withdrawals un- der previous contracts have been quite liberal. Granulated shows lit- tle, if any, change in rates and closes at about an average of 4.65c, seven days, less 1 per cent. Teas are quiet. Both sides are awaiting the action of Congress in the way of a duty and meantime sales are of small lots. While the agita- tion is “on” there is not much prepa- ration being made by importers and stocks, of course, are daily diminish- ing. Rice from Honduras and Japan is being sold to grocery jobbers in a lim- —————— Cc CB.60.> > means on: MICHIGAN TRADESMAN ited manner, but trading in the Amer- ican article is extremely quiet, with prices high—conforming in some de- gree to rates in the South. Fair to good, 434@5%c. Stocks are appar- ently large enough to meet all re- quirements without any strain. Nothing of interest can be picked up in the spice trade. There is sim- ply the usual everyday trade and quo- tations show no change in any re- spect, but sellers are firm and will make no concessions. Molasses is steady. Sales are only for everyday needs. Ponce stock will be here in about a week and will be pretty well sold before arrival. Fancy Ponce is quoted at 37@3o0c; fancy, 35@37¢. Canned tomatoes at 62%c for 3s have sold in quite large quantities this week. Something like 50,000 or more cases are said to have been sold. While the quality is claimed to be all that it should be and well worthy of the name “strictly stand- ard,” the statement is accompanied with an “if,” implying that a “grain of salt” goes with it. It is said that Jersey packers are anxious to dispose of their holdings, as nothing has been “doing” with them for some time, and full standards can be had for 75c. Medium and finer grades of peas are meeting with a fair call at about unchanged quotations; there is also said to be a pretty good out- let for the lower grades. Corn shows change. The demand been fairly satisfactory and stocks are be- coming daily reduced, although no alarm is felt that the last case will be no has reached. State corn is quoted about 65c. Other goods are and unchanged. There is a little firmer feeling on top grades of butter and the supply of such is not overabundant. Cream- ery specials, 2914@3oc; extras, 2814@ 29c; firsts, 26@27%4c; held stock, 25 @27'%4c; Western imitation creamery, 21@22c; Western factory, 1914@2oc; seconds, 18'4@19c; process, 21@ 23u%e. There is a really zood trade in cheese and the call for this article promises to leave the market closely sold up by the time new stock reach- es us. Full cream, 1514@16%4c. Ex- porters are doing a little business in skims at low figures. Fine quality skims, 9@IIc. Eggs ‘went down to a point which allowed many to use them who had almost forgotten what they looked like. The result was the stacks have been pretty well taken up and a slight at quiet advance has taken place. Western fresh-gathered firsts, 20c; seconds, tole. ——__~--~> Paint As An Investment. Painting is a good investment. It will prolong the life of a building, as well as improve its appearance. Paint serves as a waterproof covering and preserves the lumber. There three general classes into which paint may be divided: oi] paint, varnish or gum paint, and water paint. The object of all paint manufactur- ers is to produce an article that will withstand the expansion and contrac- tion of the surface, caused by heat are Do you know what a Blue Ribbon means at a horse show? It means superiority—that is exactly what BLUE LABEL Boned Chicken, Plum Pudding and Vegetables. About Quality T CuRricg Brot neg come after. of goods you will sell. About Thinking grocers will realize instantly that we could only have built our enor- mous business in one way—by putting up the sort of goods that people continue to If you want your customers to ‘‘keep coming” to you this is the kind Profit When you sell the goods that ‘keep people-coming’’ to you if you make a profit on each sale, then it is worth your while to ‘‘keep them coming.”’ No High-grade Line Pays Grocers a Better Profit Than BLUE LABEL Curtice Brothers Co. which stands for a guarantee of ABSOLUTE PURITY—conforming with all the requirements of the Federal Pure Food Law. Rochester New York 15 and cold, without cracking or blister- ing, one that preserves a smooth, hard, outer surface that will wash clean by rainfall, and that will fail by gradual wear and not by disinte- gration. The difficulty of this lies in the -fact that even coats of paint are extremely thin and the ma- terial which it covers is often of poor quality. Rainwater and sunshine are the main causes of deterioration of dried paint on exposed surfaces. The cor- rosion of iron, the decay of wood and the destruction of other materials al- so result from the same source. These changes are chemical reactions. A durable paint, then, must be only slightly affected by heat and have a resisting power against water. Em- bodying these characteristics, paint can not stick well to a surface cov- ered with frost, dew, grease, or to one soaked with water. The kind and condition of surface are two of the factors on which depends the results from the use of paint. Other condi- tions are: the location of the struc- ture; the weather conditions when the the itself, especially the character of the primer; the workmanship; the number of coats and the time allow- three paint is applied; the quality of paint ed to elapse between coats. By ig- noring these essential points satisfac- tory results can not be obtained even with the best paint. But a good qual- ity of prepared paint applied with due consideration facts is reasonably certain to give satisfac- to these essential tion and preserve property. # Baa | Sk Nes DAs Ketchup, Soup, Whole Rolled Ox Tongue, Preserves, Boneless Ham, 16 MICHIGAN TRADESMAN March 17, 1909 CRANKY CUSTOMERS. How They Sometimes Help the Mer- chants. Written for the Tradesman. Among the abundance of advice, admonition, instruction and rules for merchants and clerks to be guided by in treatment of customers there are seldom found directions to meet the cranky customer on his own ground, that is, to show fight to the man or woman who appears to be in a fight- ing mood when he or she comes to a store for the alleged purpose of buy- ing goods. Courteous treatment is sometimes overdone. A_ willingness to show goods, answer questions and give ad- vice when asked by a customer to do so is usually appreciated. The endeavor to please and serve custom- ers to the best of one’s ability is commendable. But a certain amount of independence and dignity should always be maintained. This will not offend reasonable customers, and_ it may also be appreciated by some who are cranky and unreasonable. One of the best things which could happen to some people is to meet with some one who will bring them up standing with a short turn. The more they are allowed to brow-beat and domineer the worse temper they ex- hibit, and it is a benefit to them to meet with some one who will not stand for such treatment. He who is patient and humble and submissive to the utmost degree is despised by the one who abuses him, and in time he will come to despise himself. There are men and boys who go about looking for trouble—spoiling for a fight. Sometimes they get just what is good for them, and the one who administers a good thrashing is a public and private benefactor. There are people who go into a store just aching for a wrangle. Nothing pleas- es them better than a good quarrel, and if it is a salesman’s duty always to try to please people, why is it not his duty to do so in this respect? But all are not specially qualified for this. Some merchants are adept in dealing with this class of people and can keep up a running fight and sell goods at the same time. And they seem to sell goods just as successfully to the most inveterate fault-finders as to any one else. There are people who would quit trading at some places if they could not indulge in a spat every timie they went there. They do not appreciate a storekeeper who will not or can not talk back, but the talking back must be done without any evidence of an- ger or iif will. The most cutting truths mzy be spoken by some peo- ple without giving offense, and even sarcastic and entirely false imputa- tions are taken in good part. Only those who understand human nature well enough to know what is adapted to each individual should risk such treatment.’ Much depends on who says it, how and when they say it and to whom they say it. Fault-finding customers sometimes help the merchant or salesman be- cause he has faults and does make mistakes, and while his respectful, courteous customers and friends do not remind him of them, the quarrel- some customer loses no chance to in- form him of anything he sees amiss in his goods, management or dealings. A merchant may be doing his very best and yet sometimes wonder if he has not made a mistake and wishes he knew what the people thought of it. If there is no confidential friend to inform him of public opinion his only source of information is the out- spoken, unsparing criticism of the fault-finder. There are times when he feels that people misjudge him, and his only cpportunity to set himself right is when the public censure is voiced by the individual fault-finder, who may have no personal interest in the mat- ter. When the merchant is speaking in his own defense to the fault-find- ing customer he is speaking more es- pecially for the benefit of bystanders and through them to the public. It arouses one’s temper at times to have people make complaints, and yet we think better of the one who says to the merchant’s face what he has to say than we do of the one who is afraid or ashamed to com- plain about some trivial matter, but goes to his neighbor with a magni- fied version of what may have been a mistake or misunderstanding. Every unpleasant occurrence in business should not be looked upon as unfortunate. Valuable may be learned from mistakes and disappointments. Every one should study to avoid disputes and unpleas- ant occurrences, but with some cus- tomers the sooner one comes to an understanding with them the better it is for both parties. E. E. Whitney. lessons Made Famous Work. There are several places in Ger- many which are almost chiefly fa- mous. for producing some variety of cakes which are “christened” after them. Leignitz itself is one, and an- other is Waldbockelheim. It stands near Kreuznach and has a population of between 600 and 700, a large per- centage of which are engaged in mak- ing what are known as “Waldbock- elheim, or honey cakes,” a very tasty form of bakeryware which, in spite of the smallness and out-of-the-way character of the place in which it is manufactured, enjoys a sale among Teutons in all parts of the globe. I may mention also Eberswalde., Thorn in East Prussia, Aix-la-Cha- pelle, Kottbus and Freiburg, all towns, except the third, which are well- nigh principally celebrated to-day for providing some kind of festival “ge- back,” the first yielding us “Spritz- kuchen,” a kind of doughnut (but finer); Aix-la-Chapelle “Printen,” a sort of spiced biscuit; Kottbus a rich cake called, from its resemblance to a tree trunk, “tree cake,’ and Frei- burg biscuit twists of the class known here as “Brezel.” —_~+-<-___ Places By Oven The reformer who blows a trumpet is more anxious to astonish the na- tives than to surprise the enemy. em The man who brags of his humility is equally proud of his consistency. Removed From Alliance, Ohio, TO SALEM, OHIO Removal Notice E take this means of notifying the readers of the Michigan Tradesman of our removal from Alli- ance, Ohio, to Salem, Ohio, and to give assurances that with the unsurpassed facili- The American Account Regis- ter and System has proven to be, from the practical use test given it by thousands of merchants who are using the American today, the only COMPLETE method for handling credit accounts on the market. more ties of our new plant, which is a model in design and equipment, we are prepared to fill orders promptly and render satisfactory service to our patrons than was possible to give under The demand for the American Account Register System, which has been increasing steadily since the first were installed, made it necessary to secure larger quar- ters, and the purchase of the pres- ent site of ten acres, the erection of a model plant giving several acres of floor space, and our re- moval from the old to the new location is the result. the adverse conditions that prevailed in the old plant at Alliance. We thank our customers in advance for a continu- ance of their patronage. The American Case & Register Co. Our New, Modern Plant at Salem, Ohio Address all Communications to J. A. PLANK, General Agent or Cor. Monroe and Ottawa Sts. Grand Rapids, Mich. The American Case & Register Co. Salem, Ohio, U.S. A. FOLEY & SMITH 134 8. Baum St. Saginaw, Mich. cate ee March 17, 1909 MICHIGAN TRADESMAN 17 STORE SIGNS. Important Factors Which Are Some- times Neglected. Written for the Tradesman. There is considerable said nowa- days about the value of putting up a good front by the man who wishes to secure a position, introduce -ome new enterprise or sell goods. That which is true in regard to an in- dividual is true when applied to a store or place of business. That the value of a good front is appreciated by many is evidenced by the better class of business buildings which at the present time are being erected in our cities and towns as well as the displays and other at tractive features which may be seen from the exterior. It is fitting that the external appearance should not be found wanting when compared with the internal appointments of an up-to-date establishment. The proprietor who spends a large portion of his time inside his place of ‘business is liable to forget about the outward appearance of his place which surely deteriorates in time. No matter how much thought or pains was taken at the inspection of the business or at the time of its install- ation in a building to have the latter present a good front, it should not be neglected. The best results can not be obtained from the most care- fully planned and executed window onlays if the store front is ip the least weather beaten or dilapidated in appearance. The attractiveness is marred thereby, and attractiveness has much to do with securing cus- tomers. There is another point in respect to outward appearance which shuld be given more attention by some business men, and that is the store sign, or signs; for, m many instances, one sign is not adequate, does not meet all the requircments. A store sign is intended to help people find the place. As a rule, the larger the town the larger the pro- portion of a store’s customers who are transient. For this reasun the city merchants give more thought to provide adequate and efficient signs than merchants in the smaller cen- ters of population. Take the places having less than 3,000 population and one might think that some of the store proprietors must have entirely forgotten that strangers! ever visit the town, or that any such might possibly wish to find their place of business. Quite naturally, the name of the firm or the street number would be first in the mind of the seeker, and both of these ought never to be dif- ficult to find. ‘We know they some- times are. One might simply be looking for a dry goods, clothing, hardware, gro- cery, crockery or millinery store, and the window displays be sufficient to aid him to locate it. Again, one might have read an advertisement or have been directed by a friend to a particular store, and any difficulty in finding the place which is plainly the fault of the proprietor produces an unfavorable impression in the mind of the prospective customer. In the ordinary transaction of busi- ness all must more or less deal with those who may be in a vexed or dis- appointed state of mind. The entire service and appointments of a store should be such as to have a tendency to allay such feelings and cause the customer to forget troubles which have been engendered elsewhere. Even the slightest failure on the part of the store tends to augment such feelings. Any fact, circumstance or occurrence is injurious to a store’s interests which conveys a suggestion that it does not want more trade or the trade of any certain person or class. Some kinds of business naturally derive a considerable portion of their income from transients, and the pro- prietors must be alert to make their signs as effective as possible. Some kinds of business never lack for signs. The saloons, for instance, have animate, inanimate, audible and vol- atile signs. It is difficult to escape having one’s attention directed to them. But a stranger who has but a short time between trains or before filling an appointment’ sometimes finds it difficult to find a lunch room or restaurant where she may obtain refreshment which “cheers but does not inebriate.” A place of business should be so well equipped with signs that a per- son in quest of it could not pass it without knowing it. Most people in searching for a particular store nat- urally take the side of the street on which it is located, One would naturally expect every place of business to have a sign which could be seen by people pass- ing on the adjacent walk. People who can read do not like to enter a store to enquire the name, nor do they like to go to the opposite side of the street to read the signs. If one has ever taken thought of the matter he has probably discovered that the sign or signs on many build- ings can be easily seen only from the middle or opposite side of the street. Tt is not pleasant for one to walk on the outer edge of the sidewalk and keep craning his neck to read the signs overhead, or when the awnings are lowered to step out onto the pave- ment to read the names on them, All gutters are not dry or clean, nor are all streets paved. The large sign on the front of the store is all right. Seldom is there complaint of one being too large or to prominent. It is helpful to people riding along the street, but it does not meet all the requirements. Lack of uniformity as to size, style or position of small signs for pedes- trians is one cause of their being overlooked. One is on the plate glass where it can not fail to be seen and the next may be on the window ledge, while others are on movable show cases on the walk or on some kind of a movable sign board. Some of these are in front of the entrance, some at either side, some close to. the business street which is well equip- ped with large signs, and it is a mis- cellaneous assortment at best. Look at some other street, and what a hodge-podge, incongruous display may be noted! When one critically ex- amines individual signs as he passes to and fro in the town he will dis- cover many insignificant, incorrect, inappropriate, almost illegible speci- mens. Signs once plain, ample and conspicuous have been neglected and are weather-beaten, dim or almost obscured by later-erected signs or buildings. Some are too gaudy or too fancy, indicating a lack of’ busi- ness acumen in the proprietor. When the exterior of a store satisfactorily equipped with signs, all has not been done. Signs inside the store may be helpful. Newcomers forget the name of the store where they purchased certain goods. They might possibly find the store again if they searched for it, but they are not able to direct a friend who wish- es to make similar purchases. Sale slips are lost or destroyed without having been read by the purchaser, and therefore not always to be de- pended upon as reminders of the store. It ought not to be possible for a person to spend many minutes in a store without being made aware of the name of the store or the firm. It ought not to be possible for one to enter and leave a store without see- ing the name. If there are handsome displays, excellent values, bargains or attractions, is special it is a good thing to have the name coupled with them. It is highly important that a pleased visitor should remember the name of the store which imparts fav- orable impressions. The more signs stranger he counter to counter the from to confront as she goes Or or from one de- them. are helped by plentiful signs to re- member in what store they saw cer- tain things which they intend to pur-| chase at some future time. One may obtain helpful suggestions and new ideas from those engaged in similar vocations, and it may be all right for the merchant to copy after other successful merchants, but some things are more strongly impressed upon him when he sees them from the standpoint of a purchaser. It is a good thing for any merchant to get away from home occasionally and be a stranger in a strange town. Discovering defects in the manage- ment or equipment of other stores may help him to discover and rectify deficiencies in his own. E. E. Whitney. +. Leave the harsh words unsaid until to-morrow. Will Pay Your Rent By sending an order for our famous and popular packages of candies and chocolates to retail at 5c, 10c, 25c and upwards and display them with prices, the people will do the rest. Write for catalogue to the Gunther Candie & Chocolate Co. 210 State St. Chicago partment to another, the sooner will| the store’s name become familiar to| Those who are not strangers | Established 1872 Jennings’ Flavoring Extracts , ESTABLISHED 1372, : Send in your orders now for | Jennings’ Terpeneless Lemon set awa CP RPO CARTAN. weve worerpiy wines © * arcchne pa awapeanrne’ before advance in prices a EixtFmcts an Jennings’ Vanilla im PREPARED from ep ROM VANILUG BEANS, Bo maine? is right in flavor and value me tee 5 , : GRAND Rapigg, wr CO: et Jennings Flavoring Extract Co. Grand Rapids SEE PRICE CURRENT the disposition of property. Executor building, and some at the outer edge of the sidewalk. Take a look up and down a fine’ Agent The Michigan Trust Co. Grand Rapids, Mich. WILLS Making your will is often delayed. Our blank form sent on request and you can have it made at once. send our pamphlet defining the laws on We also real and_ personal Trustee Guardian 18 MICHIGAN TRADESMAN March 17, 1909 PLUNGING FOR TRADE. How Hilton Caught on With the Chicago Store. Written for the Tradesman. Hilton was angry because business had not been coming his way for weeks, and also because he knew that he looked like a barber pole in his hired bathing-suit. His custom- ers along the line of the S. L. & O. W. Railroad didn’t know good cloth- ing when they saw it. He knew, for he had been showing them his sam- ples for weeks, and it was now July, with mighty little prospect for early fall orders. Besides, the sales manager had re- cently ripped him up the back, as he explained to Denver in the smoker on his way out to the little ocean town where he proposed swimming and rolling in the beach-sand for two long, blessed, work-free weeks. Den- ver was a good fellow and under- stood. They had begun in the same store, and both had advanced swift- ly because they wanted to, and be- cause they were willing to make sac- rifices for advancement, but they had drifted apart, and Hilton didn’t know where Denver lived, or even that he lived at all, until he met him in the smoker on the way out to the ocean town where he had engaged a room at a pine hotel at $3 per sleep. Yes, the bathing-suit certainly was too tight. It pinched across the hips, and again was Hilton ripped up the back as he bent forward to climb under a wave. There were girls out nearer the little pier, and he knew they were laughing at him. He was one of the men who are angry at everything on land and sea, and in the starry vault above, when angry at any one thing, and so he cussed his trade, and his furnished room, and the sales manager, and the clothing busi- ness in general, along with the rip- ped bathing-suit. To Hilton, while in this state of mind, came Denver, anx- ious and timid. “Look here, old fellow,’ said Den- ver, “I’m in trouble, and I know you'll help me out. Nemesis came down this morning,” he added, with a grin, “and I’m having a monkey and parrot time. Nemesis is disgstingly wealthy, you see, and the parents of the sweet- est girl in the world—” “I see,” said Hilton. “Who’s Nem- esis?” “Why, old Skinner, of Skinner & Kurem, clothiers, down at Eversley. Big firm and all that. Can’.t you take him out and drown him?” “Ha!” cried Hilton. “I should say so! Sure thing! Do they hang for murder in this State, and do you think I could catch the boat out be- fore the waves brought the body back to the beach?” Denver looked at Hilton with quick enquiry in his eyes. “Do you know Skinner?’ he asked. “Do I know Skinner?” repeated Hilton, punching at the ocean breeze as if it was the man mentioned. “Do I know old Skinner? The fat slob! I near lost my job because I had a racket with him, and now I’m all to the bad with his firm. Couldn’t sell *em a necktie. Where is the old ani- mal?” “He’s over there by the pier, bald and fat as ever. Looks as if he was holding an overflow meeting outside his bathing-suit. Come on over. When I go out into the surf with the sweetest girl in the world he’ll try to come after us. You brace up to him and duck him plenty. You can tell when he’s had enough by the way he straightens out and his heart stops beating.” “All right,” replied Hilton. “I did- n’t expect anything half as good as this u phere. Oh, I’ll assist old Skin- ner to triumph over the surf! How long do you want me to prolong his agony?” “Until I win out with the sweet- est girl in the world,” grinned Den- ver, pleased to notice that Hilton was entering into the thing in the proper spirit.” So, when Denver took the sweet- est girl in the world out into the |bounding billows fat old Skinner es- isayed to follow them. The water rose in angry protest, and a wave from a foreign shore caught him under the paunch, which it used as a lever, and pried him over on his back, squirting brine at him from seventeen different directions as he swayed about, gasp- ing like a hen with a bone in her throat. Hilton witnessed the inci- dent with equanimity. “Wait a second,” he said to Skin- ner, who was too dazed to recognize the young salesman in the barber- pole bathing-suit, split up the back, “I’m going out there to the line, and I'll give you a hand. You ought to float nicely. You're so oily.” “I g-g-g-uess I’ll go back,” splut- tered Skinner. “I’m hardly built for this sort of thing, and, besides, it’s pretty rough out there.” “It’s all the merrier when the waves are tumbling a bit,” encouraged Hil- ton, wondering how he was going to keep that bald head underenath the foam most of the time without seem- ing to do so. “When you see a wave coming, just go up in the air, and go right over it. See? Oh,” he add- ed when Skinner stopped turning end-over-end and came to the surface, “you didn’t do that right. Never mind the water. Good sea water is fine for the complexion.” “I’m g-g-g-g-oing out!’ comment- ed Skinner. “I wouldn’t swim out to that line for a million. You let go me!” “Now, don’t turn your back,” ad- vised Hilton. “If you do you may drift away, and I may not be able to find you. I’m not to blame if you won't keep watch and jump over the waves! This water is pretty salt, eh?” The wave which struck Skinner lift- ed him up for a second and then rolled him to the bottom, with a dozen tons of water on his bald head. Hilton, who had dived under the advancing water, caught him by the arm. Great was his joy when he saw that Skin- ner was becoming frightened. “T’ll tell you what we’ll do,” said Hilton, warming up to his work, “we will go out to that first rope. Then you can hold onto it with your hands and bunt the waves back if they come at you! There! You’re learning to jump, all right, but if you had gone a little higher you wouldn’t have been banged over. If that was a plate of false teeth that went out then, I’m afraid we can’t find it, for it’s pretty deep here.” “T tell you I’m going out!” howled Skinner. “You see,’ continued Hilton, “you are fat and dumpy, and the waves are high here, so you'll have to listen to instructions. Say! Did that one crack your arm? I’m all bruised up, trying to take care of you and look- ing out for myself, too. There! That’s more like it! Did your head strike the bottom?” “It struck the bottom of the solar system!” yelled Skinner. “I feel as if I'd been run through a cider mill. Come on! I’m going to dress.” “This surf-bathing,” said Hilton, as they strangled and kicked on the first life-line, “is fine. Right over there is the coast of Africa. You wouldn’t think it, now, would you? I’m afraid you didn’t see that one coming,” as Skinner turned over and over and came up looking like a dead man. “You ought to learn to lie or your back and float on the water. I ‘can smoke a cigar while floating. Yes, in- deed, that is the coast of Africa over there. Wow! That was a corker!” Skinner was getting action every minute, and Hilton was thinking of the time when the victim had order- ed him out of his private office and chased him to the street door. He had lost a mighty good customer for his house in quarreling with Skinner, but, of course, Skinner was to Condensed Pearl Bluing Dissolves instantly Sells rapidly Profitable Will Not Freeze Sold at Popular prices 5c and 10c Order from your Wholesale Grocer See Special Price Current Jennings Flavoring Extract Co. Grand Rapids, Mich. Peticncn elaine ection Grand Rapids Floral Co. Wholesale and Retail FLOWERS 149 Monroe Street, Grand Rapids, Mich. ever before. go aT TT | ie iiarraceraea | Tt anon ALS Karo CORN SYRUP WITH CANE FLAVOR J AVENPORT, IOWA. PT Ly ug ee arc The Syrup of Purity and Wholesomeness. Unequalled for table use and cooking—fine for griddle cakes—dandy for candy. Now more favorably known than Everybody wants the delicate, charming flavor found only in Karo, the choicest of all food sweets. Extensive advertising campaign now running assures a continued demand and will keep your stock moving. Ready sales—good profits. Write your nearest jobber. CORN PRODUCTS REFINING CO. NEW YORK. re Se ga ED Pea ~ aoe ae oe ie nar neo March 17, 1909 blame! Even at that period of retri- bution, MHilton’s business troubles came back to him. There was the Chicago Store, out at Colegrove. Sold tens of thousands of dollars’ worth of clothing a year. He had never been able to get even a glimpse of the buyer. If he could get in there for a good order it would even up the season for him. But he said to himself that there was no such luck, so he turned Skinner over so the on-coming wave would strike him where it would do the most good and let him have it. While the senior member of Skinner & Kurem was in a condition bordering on strangula- tion, and mentally pledging himself to give a thousand for charity if he ever got out alive, and to hire a bully to beat Hilton up, the estimable young gentleman saw Denver signaling to him, When they got where Skinner could wade he glared at Hilton. It is funny to see a bulky man glare. At least Hilton thought so. “You tried to drown me out there!” Skinner shouted. “I'll play for even with you, you young jackanapes!” “That’s right,’ advised Hilton. “Heat your blood up. You're too fat to do such things. If you drop dead with apoplexy it won’t be my fault. By the way, here comes Billy Den- ver. I'll go you ten he’s engaged to that little dear he’s steering this way.” “What do you know about it?” roared Skinner. “Looks like it,” replied Hilton, who ‘was happier in Skinner’s misery than he had been that summer. “Here, Billy!” he added, “come here and de- cide a bet.” “What is meekly. “Cut it out!” shouted Skinner. “T’ve gone this man ten,” said Hil- ton, “that you’re engaged to that nice young lady at your side.” “How did you know?’ demanded Billy. The sweetest girl in the ‘world blushed beautifully and Skinner looked as if he wanted to devour both young men. “I inherited a talent for guessing,” replied Hilton. Skinner snorted and broke for the dressing house. Denver rolled over on the sand and shouted until the people on the opposite coast of Af- rica must have heard what he said. The sweetest girl in the world laugh- ed until the tears ran down her pink cheeks. “Tt was too funny,” she said. “We could see you helping him along!” She laughed again until she sat down in a heap at Denver’s side, and Hilton turned away. It was not for him to see what Billy did to check the flood of laughter at the lips of the sweetest girl in the world. Billy sprang to his feet as Hilton moved off. “Look here,” he asid, grasping the young salesman by the shoulder and turning him around, “I want to talk this thing over with you. I’m your slave for life, old man! When you leave here come over to Colegrove. I’m with the Chicago store. Buyer there.” “Call! it?” asked Denver, Of course I’ll call!” cried MICHIGAN TRADESMAN Hilton. “I’m selling clothing for Stein & Stayer, and I’ll move over to Colegrove and sit outside your door until I get an order. This has been the rottenest summer—” Denver interrupted. “Tt won’t be rotten any longer,” he said. “I haven’t ordered my fall and winter stock yet. You get it. See? And, by the way, come over here and be presented to the sweetest girl in the world.” “Talk about plunging for trade!” laughed Hilton, an hour later, as the three sat together in the dining room. “I don’t care,” pouted the sweet- est girl in the world, “I think it was horrid of you both. I feel quite sorry for Mr. Skinner.” “So do I,” said Denver. But Hil- ton didn’t know what he would have done that fall if it had not been for Skinner! Alfred B. Tozer. o> ——_____ Retail Grocers Are Interested in Local Improvement.* One fact stands out clearly in the modern business world, and that iS, we are members one of another. The division of labor makes it impossible for any one class of men to be ab- solutely independent. Farmers, min- ers and factory workers in the com- mercial world are mutually depend- ent. This being so, the retail grocers of the country are not only engaged in the work of earning a livelihood for themselves, but they serve a so- cial purpose as distributors of food products. The agitation for pure foods has called public attention to the rela- tion which exists between your busi- ness and the lives and happiness of the people. As retailers of food prod- ucts, you are interested in the man- ner in which meats are prepared for the market, in the condition of fac- tories for the making of various staple groceries and in numerous problems of agriculture. Your business is materially affect- ed by transportation rates and ship- ping facilities. Furthermore, all of these matters are rapidly becoming questions in legislation, so that you have a vital interest in the honesty and intelligence of law makers, Your trade directly depends upon the wage earner, who must have work to be prosperous. If your business is to succeed, these facts and others that might be cited conclusively prove that you have not only a citi- zen’s interest, but a business man’s interest in all the aims and purposes of the Board of Trade, which I have the honor to represent. [t is falsely assumed by some that the Board of Trade is an organization to promote the interests of manufac- turers and large retail merchants. A little reflection will convince you that it is impossible to promote the larg- er interests of the city without at the same time improving your business conditions. We need your help and swpport to assist us in our endeavor to promote the general interests of Grand Rap- ids and in many ways the influence of the Board of Trade would be bene- *Address by H. A. Knott, President Grand Rapids Board of Trade, at annual banquet Grand Rapids Retail Grocers’ Association. ficial to you. For instance, in the building of the Convention Hall, se- curing pure water, or more favorable freight rates, or anything needed to promote business interests and better social conditions. To the extent that the Board of Trade assists in the development of local industries, and brings in new industries, to that degree is it creat- ing trade for the grocer, We have just passed through a period when many men were out of work or working on part time. The result was that fewer groceries were purchased, and payments were slow and uncertain. One of the aims of the Board of! Trade is to try and make conditions as prosperous and stable as possible, | and in so far as it succeeds, it direct-| ly advances your business interests. | If you, as individual grocers, would | become members of the Board of| Trade, and your Association were to| affiliate and co-operate with us, you| could undoubtedly point out many | ways in which we could be helpful | to you, and on the other hand you | could help us in the furtherance of| those business conditions which| would greatly benefit you. A forbidding countenance is a | handicap to a merchant, nevertheless | there are occasions for sometimes him to display the signal: “Thus far shalt thou go, but no farther.” — ae Citizenship in Heaven will not ex- empt you from either taxes or Serv- | 19 VOIGT’S The Possibilities Are Great Stop and consider that every sack labeled ‘‘Voigt’s Crescent’’ contains the very best flour possible to pro- duce at any price. Imagine yourself in your customers’ place. Wouldn’t that kind of flour appeal to you if you Wouldn’t it seem good if the flour were always de- pendable, capable of ducing satisfactory results Wouldn’t you feel more like buying if it were sold with the guarantee of absolute satisfaction or your money back? Now, if these points in- terest your customers shouldn’t they interest you as a grocer who caters to his customers’ wants? were buying? pro- ? ’ VOIGT MILLING CO. Grand Rapids, Mich. ice here. CRESCENT Cuero, Tex. 11-10-’08. keeper is gone. Ochelata, Okla. 1-5-’o9. New London, Wis. 3-2-’o9. Have used the McCASKEY for some time. hours of book-keeping. It has reduced our outstanding ac- counts one-third since installing it six weeks ago. Like it so well that we are today placing an order for another one. $1,000.00 would not buy the register if we could not buy another. C.J. Krause & Sons, Market. Saves Money—Draws Trade and Collects the Accounts | The McCASKEY REGISTER saves me the expense of a $50.00 book-keeper and has gained me many dollars’ worth of trade. T. S. Williams, Grocer. Herewith find check in settlement for cur register. Weare satisfied as we are posted up to the minute and the $75.00 book- Hixson & Wynn, Gen. Mdse. It saves us A postal will bring further information. The McCaskey Register Co. Alliance, Ohio Mfrs. of the Famous Multiplex, Duplicate and Triplicate Pads; also the different styles of Single Carbon Pads. Grand Rapids Office, 35 No. Ionia St. Detroit Office, 63 Griswold St. Agencies in all Principal Cities MICHIGAN TRADESMAN March 17, 1909 nny, WHOLESALER AND RETAILER. Close Relations Should Be Cultivat- ed For Mutual Benefit.* The retailer is as essential to the jobber as the consumer is to the re-| tailer. How important to both that their relations should be of the clos- est. Confidence, that is so essential in all business affairs, should exist in a marked degree between them. Close relations should be cultivated for mutual benefit. Personal quaintances, so far as possible, should be made. The jobber is terested in the success of the retailer and is constantly on the alert to! further his interests. The grocery business, both wholesale and retail, is| one of utmost detail. The whole- saler is constantly planning how he can best serve the retailer. He must look months ahead for certain sup- plies, he is obliged to study the mar- ket conditions, recognize the law of supply and demand and what is need- ed in the different localities. Local conditions must be considered, weath- er, crops and business conditions gen- erally, to enable him to intelligently . supply his customers with proper goods in the proper season. He must have seasonable goods and be prepared at a moment’s notice to fur-| nish a hundred and one articles. He is constantly trying to better condi-| tions by aiming to be up to date and progressive in all his business meth-| ods. The wholesale salesman and the delivery man are a reflection of the house they are employed by. The re- tailer is apt to form his opinion of the jobber through this medium. If they are obliging and courteous, the impression is apt to be a favorable one. Take the matter of credit. Mis- takes are often made by the retailer in refusing to give information about his affairs to the credit man of the wholesale house. There is an im- pression on the part of some that the credit man is a natural enemy or- dained by Providence and employed by the jobbers to turn down orders, drive away trade and embarrass them by senseless questions about their financial affairs, while in reality there is no department with which the re- tailer should be on closer terms than the credit department. Many retail- ers seem to think that when credit is refused, their honesty is question- ed. This is entirely wrong, for al- though honesty and character are the foundation stones to business suc- cess, other elements are essential. Statistics show that, of business fail- ures in the United States, 30 to 35 per cent. are for lack of capital, 20 to 25 per cent. incompetence, 30 to 40 per cent. unwise credits, extrav- agance, neglect, competition, specula- tion, etc., 8 to Io per cent. dishonesty and fraud. Please note the last per- centage, and you will see that the credit man thinks of many other things than that. Credit men are constantly exchanging trade experi- ences with each other, and the re- tailer standing thigh with his credit *Address by Harry T. Stanton at annual eereet Grand Rapids Ketai! Grocers’ Asso- on. ac-j deeply in-} cae will be mentioned favorably to lothers. This does not mean he must |have three times as much assets as | liabilities, but it does mean he has ;made a frank statement of his affairs, | giving all the details necessary. Hon- lesty and ability, although backed by little capital, have been the means of success to many a man, because he ‘had the confidence and the backing of the credit man Matters of legislation affecting re- tailers, either directly or indirectly, jaffect the wholesaler, and _ there should be close co-operation between them and efforts made to work to- gether along lines of mutual benefit. |If the retailer could take the trouble to visit the jobbing house, and get acquainted with the various heads of ithe departments, his opinions as to| the aims and desires of the whole- | i j saler might undergo a change. A personal acquaintance with someone! in the house, one whom you feel you | can call upon, either personally or| by phone, would be the means of! smoothing out many difficulties and misunderstandings. The wholesaler has a great deal of sympathy for the retailer, particu- larly in the matter of credits. He realizes what he has to contend with and how difficult it is for him to re- fuse credit in many cases where he should. Often the retailer's sympathy causes him to grant a credit which he has little hopes of ever collecting. No other class of merchants are call- ed upon to grant credits such as the retail grocer is. It is absolutely nec- essary, however, for the retailer to be more particular. Aim to stick as close as possible to a cash basis. It is no easier for a man to pay his gro- cery bill in two weeks than in one. It is absolutely necessary for the re- tailer to say “No,” many times when he would like to say “Yes” in the granting of credits. Referring again to the statistics quoted, 35 to 40 per cent. of the fail- ures are caused by unwise credits, extravagance, neglect, etc. The retailer furnishes the necessi- ties of life to the people, and they should be on a cash basis. It is not fair that he should sell his goods on the installment plan, and I hope to see the day that the retail grocery business is conducted on a strictly cash basis. Another thing, good collectors sel- dom fail. They stand high in the community, are good merchants and have the respect of their customers. Your Association is a splendid thing. It is doing you all much good. The acquaintance formed is inval- uable. To the man who is not a member this one thing should appeal strongly—to get acquainted with his fellow merchants. Get together as often as you can and discuss matters of importance to your business. Col- lections and credits ought to be prominent topics with you, as they no dowbt are. A man on West Leon- ard street may think that he has nothing in common with the man on East street, but he has. In the mat- ter of credits referred to, neighbor- hood groups can be fonmed to pro- tect themselves from worthless cred- its by the exchange of information. I want to assure you that you have the respect, friendship and sympathy of the wholesaler in all your efforts to upbuild and improve the conditions of your business. ——————E Likes Lucky People. Wife: I’ve invited one of my old beaux to dinner. Do you mind? Husband: Mind! Heavens, no! I always love to associate with lucky people. << Energy governed by common sense }can do all things; but energy without a balance-wheel is like a runaway lo- comotive. FLOWERS Dealers in surrounding towns will profit by dealing with Wealthy Avenue Floral Co. 891 Wealthy Ave. Grand Rapids, Mich. H. LEONARD & SONS Wholesalers and Manufacturers’ Agents Crockery, Glassware, China Gasoline Stoves, Refrigerators Fancy Goods and Toys GRAND RAPIDS, MICHIGAN HIGHEST IN HONORS Baker’s Cocoa & CHOCOLATE 4 50 HIGHEST AWARDS IN EUROPE A AND er AMERICA Registere U.S. Pat. Off A perfect food, preserves health, prolongs life Walter Baker & Co., Ltd. Established 1780 DORCHESTER, MASS. White House and Royal High Grade Coffee Dwinell-Wright Co. Boston, Mass. Roasters ot Judson Grocer Co. Distributors Grand Rapids, Mich. March 17, 1909 MICHIGAN TRADESMAN 21 SIMPLE TRUTH. There Is Nothing Which Men Ad- mire So Much. Of all insults, to have the lie di- rect given to any statement you have made is about the most unbear- able. Even liars desire to appear and to be reputed truthful. Yet with all this love of a reputation for truth-; fulness and an impatience of every- thing that looks like a reflection up- On Our veracity, it a fact that there is much lying and untruthful- ness in various forms. While some men are born liars, with many people it is a cultivated sin. They are regularly graduated liars. Men believe that lies can make them rich, that lies will enable them to get on in the world, and believe with the little fellow who got his scriptures mixed that a lie is “a present help in time of trou- ble.” They see lies' doing these things for many men and they think that for this world at least honesty is not always the best policy—hence we are all more or less tempted to speak and to act untruthfully. Acting untruthfully is one of the meanest and most debasing forms of deceit. For instance, a girl who is gives her parents the impression ‘that | she is going on an errand or to visit friend, when reality she man atten- approve, a girl in meets a young of whose tion her parents do not is false to truth and honor. Every vio- lation of truth is a sort of moral sui- cide, killing one’s better nature and eventually one’s soul. a smile, Pretending by a gesture, or a suggestion that you know some- thing which is against another is a cruel way of acting an untruth. If falsehood always defeated itself there would be no temptation to lie, but the fact is that falsehood often gets rich where truth starves, lives in splendor while honesty is in rags. In discussing lying we should di- vide lies into a few of their most popular forms. first because farmers IT speak of agricultural lies, are popularly sup- posed to be, as a class, more honest than anybody else, but this sort of man is not always sent to the city markets. When the top of a farm- er’s ‘barrel of apples is an indication of what may be found further down, when all the scales are of the same weight, all the bushels the same size, and all the milk cans are honest, then you may look for the millen- nium. lies commercial. Some merchants excuse their lying on the ground of what they call commercial custom, but custom, however ancient and never There are widely recognized, justify or extenuate a lie. During a can great revival in Boston a woman asked a well known store- keeper: “Is this English lace?” He replied: “It was, madam, previous to the but it isn’t now; it is simply imitation.” “If I don’t do it somebody else will’—this, as Dick- ens the excuse of thieves: “Tf I don’t pick the old cove’s pocket, somebody else will; he will never be no better off, and TI will be worse off.” revival, reminds ws, is Lies mechanical. “Things are not what they seem,” said the poet. I shouldn’t think they were. Almost nothing that is manufactured is what it seems. There is a vast amount of bad work done these days—dishonest work. I would like to impress upon workingmen the thought that sloven- ly work is morally wrong. A lie ex- pressed in wood is no better than that expressed in words. The gen- uineness of a man’s conversion was well attested by his prayer meeting testimony that he knew he was con- verted, “For now,” he said, “I always paint the tops of the doors.” Political With our exalted views of Washington it is impossible for us to conceive that he was abused so indecently that he himself terms were used “as could scarcely be applied to a notorious defaulter or even to a common pickpocket.” Lincoln was denounced as a “buf- foon” and Grant as a “drunkard.” Many people think that because a man is in politics he becomes a tar- get for every venomous spirit. I pass on now to social lies. So- ciety is so insincere nowadays that lies. said you hardly know what to believe. Women .reet each other with a kiss, | tell you how glad they are to see| you, while at the same time they} say under their breath: “The horrid | thing.’ Word is when people are merely too lazy An educated that “not \ | “not at home” | to| | | may sent dress. woman know at home” is) merely} are such nice distinguishers. If you| train your servants to lie for you you| need not be surprised if they tell lies | for themselves. Then there is idle gossip, which may lead to a dangerous way of tell-| ing untruths. Dore’s hideous from Dante in which men are repre-| sented as gnawing skull bones in the ifaces beam picture | infernal regions—as feeding off their victims—we see these things in life. How oftentimes pious people have accustomed themselves to evil speak- Toplady, author of the “Rock of Ages,” called John Wesley a liar. Newman Hall, one of Engiland’s greatest preachers, author of the famous tract, “Come to Jesus,” got into a fierce argument with a broth- ing. er clergyman and made a vitriolic re- He read it to another and when asked what heading to place to the reply Hall was told to call it “Go to Hell,” by the author of “Come to Jesus.” Dr. Hall the inconsistency of his spirit the reply was never sent. ply. man clerzy- saw and The best way to get out of the bad habit of detraction is to cultivate the virtue of appreciation. In a_ world where temperaments are so varied will oftentimes have to differ with our neighbors, but let ws do it with a good spirit. : we There is nothing which men admire iso much as simple truth, and we all amazing importance of habit of strictest truth. faith in truth and trust times. Choose truth as a Love it, Let your words speak it, it, your hands be true to recognize the acquiring the Let in it us have at all sole companion. It. be wedded to your lit, and your feet tread its path. Let a form of denial, but few servants]: it be to you like a God, believe it as God. Madison C. —_—_»~-<.__ — When Flattery Would Not Work. Crawford: Do you ever try flattery of Peters. lon your wife? Crabshaw: works except when she wants a Yes, and # always new gown and I tell her she looks charm- ing in her old one. MICHIGAN TRADESMAN March 17, 1909 YOU KNOW THIS LADY. Proprietor Tackles the Terror of Shoe Salesmen. Written for the Tradesman. “TI think,” said the shoe store man to Ned, the blonde salesman, “that you are losing your cunning.” “T thought it was my mind I was losing,” replied Ned, gloomily. The shoe man glared at the blonde clerk. “Honest,” continued Ned, “I bezin to feel like my shingles were leak- ing.” “I wish you would break yourself of using slang,” said the dealer. “Tl try,” responded the blonde clerk, “but sometimes there are no words in the unabridged that seem to fit the case. When a fellow has been trying hard for an hour to sell a three dollar pair of shoes for two- fifty he just naturally feels like there were weather holes in his mansard.” “You make me think of a_ patent medicine almanac,” observed the shoe]. man. “In the bright lexicon of the shoe trade there is no such word as defeat. Buckle up! You've lost every customer you’ve handled this morn- ing.” “Well,” grunted the blonde clerk, restoring a dozen pair of shoes to boxes and sliding them back on the shelves, “I can’t take the money away from ’em, can I?” “You lack vim,” complained merchant. “I guess your must be off this morning.” “That’s what I’ve been trying to tell you,” replied the blonde clerk, maliciously, “only you wouldn’t let me use slang.” “You go back there and check up those invoices,” said the shoe man, ignoring the remark, “and I’ll see if I can’t take in a few dollars. Just watch my motions when you see one of these ilooking-for-the-best-of-it people come in.” Ned sat down at the desk and watched the front of the store. In a moment a men in a_ nine-dollar working suit came in and asked for shoes. “What size?’ asked the merchant. “Nines.” The dealer brought out a pair of four-dollar vici kids. “Wider,” said the customer. The kind demanded were there in a moment. “Look about right,” said the cus- tomer .“I’ll try ’em on.” “These shoes,” began the mer- chant, “are the best for wear in the store. We sell ’em by the gross.” The customer had the right sho on by this time. : “How it is?” asked the shoe man. “All right,” replied the customer. “T’ll put the other on and wear ’em away.” The merchant placed the old shoes in the empty box, took four silver dollars from the customer, and walk- ed out to the door with him. “That’s the way to sell. shoes,” he chuckled, coming back to where Ned was. “It’s easy when you know how.” “Just you wait,” replied the blonde clerk. “You couldn’t have lost that the trolley There'll be a lady along pretty soon that will hold you for a while.” “T'll go you for the dinners,” said the shoe man, “that I sell something to the first lady that comes in.” “You're on,” said the blonde clerk. “And I hope,” he added, under his breath, “that the first lady to call will have tickets to sell for some charity function. That would be fine!” Then a lady in pale green came in with a little white dog held by a tiny chain. She wore a smile of expect- ancy and one of these new hats that look like a punch bow! turned up- side down. She seated herself with a sigh, and the funny little white dog ambled over to a distant corner and set about chewing the soles off the blonde clerk’s rubbers. “Shoo! Get out of. that! Scat!” whispered Ned. The fluffy little dog chewed on and on. “What can I do for you this morn- ing?” asked the merchant. “Why,” replied the lady in pale green, “I thought I’d look at some shoes.” The boss took down seven-dollar kids. They were nice shoes—the kind manufacturers are now unloading on the retailer. They were all of an inch and a half wide on the bottom, with an overhang like some of the yachts in the Columbia Yacht Club, Chicago, Illinois. “My!” said the girl in green, “they look pretty long.” “Latest style,” said the shoe man. “They give that long, slim effect which is now all the rage, and this little rosette here back of the—ah— the—ah—toe, you know, in a meas- ure conceals the length.” The blonde clerk launched a shoe brush at the fluffy little dog as he a pair of divorced one rubber sole from the upper and laid down to take some comfort eating it. The dear little pet shot for the girl in green with one of those long slim effects which seemed to leave a white streak in the air. “Poor green. The boss wigwagged back to Ned to extinguish himself for the time being. “T'll have to try something a little wider,” said the girl, “just a little, teenty weenty bit wider.” The boss brought along an armful of boxes. “Of course,” he said. “It would be a freak that could wear that shoe. It isn’t at all what you want. Now, here’s a pair of just a_ little wider and not near so long. Sensible heels on these shoes.” “My!” said the girl in green, “they look like the year one.” The boss presented another pair, and another, and another. The blonde clerk checked every try-on as an in- ning, and in about half an hour his doggie!” said the girl in score looked about like this: “Score 000000000!” “Really,” said the girl in green, “there must be something here that will answer the purpose. I’d rather sale if you had cried your eyes out.Jdo a whole day’s shopping than be ° fitted with shoes. Don’t they have the little narrow shoes with pointed heels?” “Well,” replied the boss, “the heels aren’t so very pointed. Narrow shoes are IT just now, but they’re a little long. Long, slim effect I told you about. Go with these—these here new kind of—with this new style in gowns, you know, where the girl pre- sents that long, slim” “You said that before,” said the girl in green. “Now, if you’ve got something I can wear without at- tracting undue attention on _ the streets, I wish you’d bring it out. How much are these slim ones?” “Seven dollars.” “Why,” said the girl in green, “I haven’t any idea of paying more than two-fifty. Are all the shoes you’ve been showing me as dear as that?” “Well,” said the boss, wishing he had hold of the blonde clerk’s hair for a moment, “we’ve got some very at the price you And sometimes they wear handsome shoes mention. just as well and look just as stylish as the more expensive ones.” “They look awfully heavy,” said the girl in green, holding a pair up to the light. “What makes them build them so thick?” Ned was chuckling again, and the boss called out to him: “Say, Ned, just bring down a few pairs of shoes we got in yesterday. I quite forgot those new ones,” he added, turning to the girl with a wan, set smile on his face. The blonde clerk brought a doz- CHAS. A.COYE. ml VN VS TENTS jij ) Feacs |). ae LAUNCH LIGHTS STEERING WHEELS. BELLS, WHISTLES and a full line of BOAT SUPPLIES 11 and 9 Pearl St. Grand Rapids, Michigan Mention this paper » CASH CARRIERS That Will Save You Money In Cost and Operation Store Fixtures and Equipment for Merchants in Every Line. Write Us. CURTIS-LEGER FIXTURE CO. 265 Jackson Boulevard, Chicago Post Toasties Any time, anywhere, a delightful food— “*The Taste Lingers.”’ Postum Cereal Co., Ltd. Battle Creek, Mich. The Celebrated Royal Gem Lighting System with the double cartridge generator and per- fected inverted lights. We send the lighting systems on 30 days’ trial to responsible par- ties. Thousands in use. Royal Gem cannot be imitated; the Removable Cartridges pat- ented. Special Street Lighting Devices. Send diagram for low estimate. ROYAL GAS LIGHT CO. 218 E. Kinzie St., Chicago, Il. TANGLEFOOT FLY PAPER The Standard Throughout the World for More Than Twenty-five Years ALL OTHERS ARE IMITATIONS Terpeneless Write for our ‘‘Promotion Offer’’ FooTE & JENKS’ COLLEMAN’S Lemon and Vanilla i ( that combats “Factory to Family’’ schemes. Insist on getting Coleman’s Extracts from your jobbing grocer, or mail order direct to FOOTE & JENKS, Jackson, Mich. (BRAND) High Class Men Look Up to the BEN-HUR cigar as a type of what a 5¢ cigar should be. Because it is a recog- nized standard of quality there has been a constant effort by other makers, for more than a score of years, to imitate it, and while some have imagined that they dupli- cated it very near, the one unsurmountable barrier, which has lost the race for every imitator, has been the impossibility of keeping their product up to even quality. Every one knows that BEN-HUR quality never changes. Gustav A. Moebs & Co., Makers Detroit, Mich. Worden Grocer Co., Distributors Grand Rapids, Mich. March 17, 1909 en pair to the scene of action and went back after more. “These are fine,” said the boss. “They don’t look it,” said the cus- tomer. “Indeed they don’t. I wish you had a kid shoe with this slim effect and little pointed heels. Not too slim, you know, but just slim enough.” Ned laid down another pair of shoes and went back to his score card, which he now wrote as follows: “Score—Pitcher to the benches in a minute.” The boss glanced up at the clock. “Well,” he said to the blonde clerk, “Tl have to go to the bank now, and I'll leave you to fit the lady with a pair of shoes. Sorry to leave you,” he continued, with a worn and weary smile, “but Ned can do just as well. Perhaps if look through that pile again, Ned, you'll find something the lady wants.” Ned went and brought an- other armful of The girl in zreen yawned, which was wrong, of course, but she yawned. “It's too ‘bad,’ she said, then, “but I’ve got to go. Sorry you haven’t a larger assortment of ladies’ shoes.” “Tf you wait a minute,” said the blonde clerk, “I'll get a step-ladder to help you over the piles of shoes you've been trying on. No trouble to show Sure you can get doggy to the door? Pleased to see you any time.” The girl in green lifted her chin and two little red spots came to her cheeks. “The idea!” you down shoes. goods. she said. MICHIGAN TRADESMAN As she stepped out of the front door the boss stuck his head in at the back door. “Did she buy?” he asked hoarsely. “Buy?” repeated the blonde clerk. “Buy? What’s that? Buy? It seems to me that you are losing your cun- ning. What about those dinners?” “T said the next lady that came in,” protested the boss. “Say, but that was a fierce game! Do you notice any blue marks on my front elevation anywhere? I hear something like sparrows buzzing about me skylight.” “I wish,” said the blonde clerk, “you would break yourself of using slang.” Alfred B. Tozer. >. Collecting a Fine Art. A merchant’s ability or lack ability in collecting his bills fre- quently determines his success or failure as a merchant, for credit is the rock upon which more than one en- terprise has been wrecked. No man should embark upon a mercantile venture which involves the granting of credit unless he is a good collector. If he can not go out and get the money which is due him he had bet- ter do business upon a strictly cash basis. Collecting is a fine art; one man can go out and get all the money due him and still retain the friendship and trade of the debtors, where another would be unable to accomplish one- tenth as much. The debtor must be made to feel that he has got to pay what he owes, but it is unwise to go at him in such a way as to anger him. of Many merchants have found it most successful to appeal to the debt- or’s good fellowship by telling him on a certain date (which may al- ways be true) and appealing to his natural decency to help them by pay- ing up what he owes. Many a man who is careless about paying his own accounts is a good-hearted fellow willing to oblige some one else, and that way of stating the case appeals to his pride and sympathy rather than his indignation. It is a great thing to make the debtor feel that you have confidence in him and if he agrees to pay by the time specified it is well to leave him with the feeling that you have no doubt of his so doing Own anxiety has been relieved. that the to that extent merchant should give finances are in a rotten condition, but that he is temporarily “tight,” as all business men sometimes are. Nine times out of ten he will do if he finds that he can not do so the chances are that he will come frank- ly forward and say so, showing that he is in earnest. you have to call on him again, ap- pear as friendly as before and the same confidence in him, but while he is in the midst of his regrets, tell him that there with is a way by which that is, by giving his note, you can indorse and draw the money on from the bank. If he does, or if| 23 to pay he is almost certain to do this; if he does not mean to, the sooner |there is an understanding the better. that they have some bills to meet | —Hardware Trade. _—->>a Polar Night Delights Eskimo. The polar Eskimo, the most north- erly dwelling people in the world, are said to exist only by the exercise of great ingenuity and the practice of social virtues. The cheeriness, kind- liness, and practical socialism of the Eskimo from Eastern Greenland to Alaska may be regarded as much due to their environment, as is the neces- sity for eating large quantities of fat. The Eskimo hail the first dark eve- nings with the same glee as the first |daylight after the polar night. and that your | When a whole summer through the leyes have been bathed in light, day It is, of course, not meant | the | debtor the impression that his own | lal] and night, they long to see the land vanish into darkness again. And with the idea of a change they associate the good things the winter will | bring, the frozen sea and the hunting ;on ice, the swift sledge drives, the ‘far from the sweltering houses, after his best to meet the bill on time and | lsea lward evening, or | who i flesh pots!” “Ha! now the dark nights are coming, soon the ice will close in the the men cry as they meet to- “Be glad, for soon light those for the “And bears. 99? the blubber lamps shall out to fetch meat Others call out, go | windows and fires shall light far into ithe night, and hasten the lagging pace he cam let you out of your pinch— | which | Tf he really means | ’ lof late-returning sledges.’ —-+_.<->_____ It is hard to go on singing, “Take imy silver and my gold” after you get some. Lock The Door aS And Save The Horse The losses that come to us in this life are for the most part the result of not living up to our best thought. As a good business man you know that you can not afford to be without A Bang Up Good Safe Honest, now, what would you do if your store should burn tonight and your account books were destroyed? How much do you think you would be able to collect? Mighty little. Don’t run the risk, neighbor, you can’t afford to. A safe, a good safe,doesn’t cost you very much if you buy it from us. It will only cost you two cents anyway to write us today and find out about it. afe Co. Tradesman Building Grand Rapids, Mich. 24 MICHIGAN TRADESMAN March 17, 1909 TEAM WORK. How It Is Exemplified in the Retail Organization.* “In union there is strength.” This is an old saying familiar to you all, and has been the battle-cry or slogan around which nations and men have gathered and fought in war and com- merce for many centuries past. To attempt to tell you to-night of the benefits of association work would be a long task, which would take more time than you have allotted me. It would be useless at this time to give you a detailed list of the bene- fits of association in connection with your work, for the reason that you have already accomplishd a_ great many good things. In reality, you are better qualified to tell me of the benefits of your Association than I am to tell them to you. It would appear to me that my duty to-night is to awaken enthusiasm in the heart of some disinterested member or possi- bly to point the way to some further benefits which you may attain and which you are probably already at- tempting. However, I have prepar- ed a short paper on the subject, and if I succeed in giving you some new thought or some new inspiration for the further success of your under- taking I shall feel amply repaid for my effort, and it will double my pleasure in being present with you at this, your annual dinner. There can be little doubt in the mind of any man as to the benefit of social intercourse with his competi- tor. There has been a time in the past when every merchant felt cer- tain his competitor had horns and a tail, but this time has long since passed away. The big, broad, suc- cessful merchant of to-day is a mem- ber of his trade organization and an enthusiast in the work it is doing. I remember as a boy being told a story of the Arabs crossing the Sa- hara Desert in bodies, realizing that this was the only safe way in which to protect themselves and their rich- es from possible attack. The gold- seekers in the early days of our own country traveled westward in com- panies rather than alone, for they knew that to start across the plains alone meant almost certain death, while in company with others they could join hands against their com- mon enemy, feeling reasonably cer- tain of reaching their destination in safety. There are no armed brigands wait- ing for youas you march on your jour- ney of commercial activity, but there are many leaks from your profit ac- count which are the source of eon- stant danger. It seems to me that by joining the organization you will re- ceive the benefit of interchange of ex- perience, and thus fortify yourselves _against these leaks in your profit ac- count which confront you each day of your business life. I do not believe in an organization which attempts to foist upon the cus- tomers of its members prices which are unreasonable or extortionate. : *Address by Guy W Rouse, President Michi- gan Wholesale Grocers’ Association, at an- nual banquet Grand Rapids Retail Grocers’ Association. Such an organization is illegal and un- natural and can not maintain itself. I do not believe in an organization which attempts, directly or indirectly, to hinder any man from entering in- to competition with the members of its Association, for such an organi- zation is working contrary to Nation- al and natural laws and must be des- potic, short-lived and unsatisfactory. I do not believe in an organiza- tion that attempts to control politics or competition, for such an organiza- tion is bound to lead its members in- to trouble and turmoil and fail to accomplish any real good. I do believe in any organization which is formed for the betterment of trade conditions and for the elimina- tion of unbusinesslike practices on the part of its members or their com- petitors. which I am connected, we, as jobbers, suffer more damage and are tempted to commit more breaches of business etiquette on account of the untrue stories which come to us about our competitor than we would if we knew the actual facts congerning the trans- action. I believe the same proposi- tion applies to the condition of your customer and yourself... This being true, I am forced to believe that the greatest good obtainable from any trade organization is the acquaintance and good fellowship that exist be- tween its members. I believe that your social gatherings, which bring you together and permit of discussion of your troubles, accomplish more good for you than anything else which you may undertake. Organizations can not make any man a successful merchant, but or- Guy W. have resulted in busi- | ness from lack of energy and lack of ability than have ever resulted from vicious competition. The crooked deals and dishonest stories about your competitors, as they have been told to you, can be likened to the mountain and the mole-hill, when one comes to know the actual truth con- cerning the transaction. In other words, the thought I wish to bring More evils is that your competitor is honestly trying, as hard as you are, to main- tain a profit and build a successful business. The stories you hear from your customers are told you for the purpose of securing concessions or credits which the customer can _ not obtain elsewhere, although he tells you on his word of honor that he can. to you in connection with this subject | Judging from my experience with the different trade associations with Rouse ganizations can help a man of ability to understand and overcome the leaks in his business, and make of him a much better merchant than he would otherwise be. T believe, after think- ing the matter over carefully, you will agree that the friendships form- ed and the interchange of ideas you have had at your meetings have done more than anything else to make the Grand Rapids Retail Grocers’ Asso- ciation the successful body of it is. men If there are any men in this room to-night who are not members of this organization I hope they will avail themselves of the opportunity of join- ing the Association as soon as possi- ble, and if there are any members here who are not interested, enthusi- astic members and who do not at- tend the meetings, I trust they will realize they have lost more than the Association. If they will permit a word of advice, I would suggest that hereafter they attend every meeting of the Association and give the pro- ceedings their most thoughtful consideration, The degree of careful and intelligence which we any of us possess is not very dif- ferent from that of neighbor. While one man may be somewhat more successful than another in the conduct of his business, the general results of any merchant depend upon the general conditions in the com- munity in which he lives. One mer- chant can not succeed if other mer- chants in his community are conduct- ing their business along lines of un- businesslike and vicious competition. It appears to me, therefore, that it is for the selfish interest of each one of you to help maintain the Associa- tion, for inasmuch as you, by your efforts, raise the standard of merchan- dising in this city, and help to edu- cate your competitors to do business on a higher plane, you are by so do- ing increasing your own opportunity for success and for the profitable re- our sults of your own business. Along the line of lesser things I would suggest that your organization can and ought to be interested in the work of the office of City Sealer of Weights and Measures. It is a ques- tion in which you are all interested. When this. work was undertaken by the city it met with the unkind criti- cism of a certain class of people. While I am assuming that your As- sociation took an active part in urg- ing the matter, I feel certain you are all pleased with the results which have been accomplished thus far. It means some little time and attention on the part of each one of you, but it is for your interest to welcome the call of the representative of this branch of the city government. If your weights and measures are giv- ing the customer more than he is pay- ing for it is an important leak in your establishment, which should be cor- rected at the earliest possible date, and you will need this benefit to help protect your margin of profit. It seems to me you are just as anxious to feel certain that some unscrupulous competitor is obliged to give his cus- tomers sixteen ounces to the pound at whatever price he may claim to sell his goods. It would seem to me good policy and I would suggest that your Association maintain the clos- est relationship possible with this department of the city government, and give to it your heartiest co-oper- ation at all times. As an association you ought to be interested in the pure food question. This is one of the biggest matters which our Government has undertak- en to regulate, and as a nation we have accomplished wonderful things in a very short time. Necessarily, it has caused some annoyance to many in business, but the results have been so great that they have justified many times any small outlay of time or expense. Every progressive merchant to-day ought to lend his moral sup- port to the enactment and enforce- ment of such reasonable pure food March 17, 1909 4 MICHIGAN TRADESMAN 25 ee 2 @ Last year we shipped 56,000 tons of flour, grain and feed. That means we handled 112,000 tons all told—56,000 tons in and 56,000 tons out. That’s quite a business. The biggest business in Grand Rapids, as a matter of fact. To have the biggest business means much. It means good flour, good service, good treatment, fair dealing and reliability. Many mills have started up, many ‘have gone out of business since we commenced 24 years ago. Then flour was ground with stones—now expensive steel rolls are used. ’ We have always been the first to install new machinery. That is why ‘The flour the best cooks use”’ Has always been better than any other flour—always the one to set the pace. That is one of the reasons why we expect it always will be just a little better than aily other flour. ce If you want ordinary results, there are many brands of flour to choose ‘ from, but if you want your baking to excel, there is only one and that is Lily White. And no matter what any one may tell you, you cannot get Lily White 4 quality unless you buy Lily White. VALLEY CITY MILLING COMPANY Grand Rapids, Mich. Above is copy of one of our recent newspaper advertisements. 26 MICHIGAN TRADESMAN March 17, 1909 laws as are now in effect or may be hereinafter suggested. Another question which ought to be of interest to the members of your Association is the question of fire insurance. It is a simple question to buy a policy of insurance and pay for it, but I am inclined to think that some of your members, as well as other merchants in the city, who can least afford it are conducting their business without the proper amount of insurance. If these men were con- ducting their business on their own capital entirely it might be an open question as to whether they carried their own insurance or bought insur- ance elsewhere. Inasmuch as some retail merchants who do not carry insurance, or who carry smaller lines than their business demands, are in- debted to the banks, their friends or their jobbers for a large part of the capital they are using, it appears that these merchants ought to provide against a loss of this kind. In my experience of the last nine or ten years I have found myself in a position where I have felt forced to insist on a customer insuring his stock, and in several of these instanc- es I have found after a fire that this insurance money was practically all a customer had left with which to pay his indebtedness. In some _ in- stances where our company has not been so insistent, we have found to our sorrow that these dealers have not carried the proper fire protec- tion, and we have had to share their losses. There is another side to this ques- tion, which perhaps has been over- looked by some of you: Every fire loss which is not covered by insurance is a charge on the wealth of that com- munity. The smaller average wealth, the smaller are our possibilities to make a profit; or, to state it different- ly, the greater the average wealth of people of our community the greater will be the measure of our prosperi- ty. Then, too, we must remember that the losses by fire are a part of the retailers’ and the jobbers’ ex- penses of doing business. If we, meaning the retailers and the whole- salers, are to maintain the most prof- itable conditions we must eliminate any unnecessary expenses in connec- tion with our business. Then, too, there are a number of questions to be considered in connec- tion with your policies. It would seem to me that your Association might with good profit to itself spend an evening in studying the most de- sirable form of policy to cover your business, including the goods and fix- tures outside of your building as well as inside. There are also a number of questions which arise after a fire in the course of adjustment which might be very valuable for you to know and be prepared for in case of accident. Another matter which appears to me of very great importance to your Association, the Association which I represent, and every other association connected with the selling and mar- keting of any kind of merchandise, is the competition from the mail order houses. They have come into being, are prosperous and somewhat of a factor in the merchandising world. They are, as I see it, a sort of unnat- ural growth on the commercial body. Their ways of doing business are en- tirely different from the recognized order of things and, if their plan of business continues to grow, it will eventually mean a very decided change in the merchandising business of our country. It is another of the questions which our trade Association ought to be studying very carefully. I could not recommend any drastic action against them, because this might prove to be the best advertising they could have, but I believe it calls for a cam- paign of education among the buy- ers. The mail order house selling the retailer or the consumer divert not only the business to the large cities, but take the money from the commu- nity in which the wealth has been created or transformed from the field and forest and bring it to the large cities. They not only take the business which belongs to the different locali- ties, but they withdraw from that lo- cality the money which otherwise might be used in some other pursuit which would add to the city’s pros- perity. These mail order houses do not contribute to the taxes, nor do they help to build up and develop the ter- ritory in which the purchaser lives. It is a case of making the mail or- der merchant in a big city richer and stronger and gradually trimming the wings of the merchant in the small community. By giving some of your time to the careful study of this sub- ject you can create a sentiment in favor of the local’ merchant which will help the prosperity of our com- munity and will keep our money in our own community to develop and strengthen our position and make ours a bigger and more prosperous city. There is, of course, another ques- tion which causes sleepless nights, gray hairs, failures and, I might al- most say, fires: the question of cred- it. This is a question with which all associations have wrestled since asso- ciations were formed. It is a big question, and calls for a large amount of careful and thoughtful considera- tion. It is a question that can not be settled by resolutions at your meetings or by iron-clad agreements, but is one which is best solved by education. Every case has a different aspect; every customer has a differ- ent story. The question is, Where shall we draw the line? How shall we avoid bad accounts and what can we do with them after we have ac- quired them? It seems to me it is the old, old story, that an ounce of prevention is worth a pound of cure. I might almost say that the ounce of prevention is worth many times the pound of cure, and then tell you there is no pound of cure. Your book accounts, generally speaking, are the poorest asset you have, and after you have changed the name over the door they depreciate so rapidly that any estimate of their worth is almost impossible. I can not explain why, but I am inclined to believe it is true in many instances that many people forget their ideas of honesty when it comes to dealing with a retail grocer. If I could offer any suggestion in closing to-night, it would be for your Asso- ciation to devote a part of your ener- gies to the education of your mem- bers to the use of “the ounce of pre- vention.” I would use it in the home- opathic way. I would apply one ounce, and then another ounce, and then another ounce, constantly re- membering that goods on your shelves are debt-paying assets, while past due book accounts are in many instances donations to charity. We must remember that the ten- dency of the business world to-day is toward limited profits and near to a cash business. In some lines of trade the time has been shortened 50 to 60 per cent. and the successful man of to-day is the man who, with his eyes open, sees the trend of events and conforms his business to the condi- tions of the present time. Manufac- turers have been forced to do busi- ness nearer a cash basis. They have compelled the jobber to do likewise, and the retailer, too, has felt this movenrent. He has been obliged to keep his business better in hand than ever before. It appears that the conditions war- rant the retailer in confining his cus- tomers’ accounts to a basis which is nearer cash. Your Association can along educational lines accomplish some real good in this direction if you can give it your attention, One other suggestion about asso- ciation work which I have in my mind is to be very careful in the selection of your officers. They are your rep- resentatives; they speak for you and you will be judged by them and their acts. Therefore, you must be very diligent in selecting broad-minded, aggressive and yet conservative men, who will lead you carefully along well defined paths and avoid the many complications which otherwise would confront you. You are very fortunate to-day in having conserva- tive men at the head of your Asso- ciation. Inasmuch as I have a deep interest in the continuance of your Association and its success I sin- cerely trust that you will at all times give most careful attention to the nomination and election of your of- ficers. In closing I want again to urge every member of this Association tc attend the meetings and to give it his most careful and thoughtful atten- tion. I want to urge every other re- tail grocer in the city of Grand Rap- ids to join this Association at the earliest possible opportunity, believ- ing that this organization can be a strong factor in continuing to elevate the business conditions surrounding the retail grocery trade in the city of Grand Rapids, and in making possi- ble the greater success for each of its members and helping to make more prosperous the beautiful city in which we live. 2-2 ___ When you get after the profits of Oppression you will hear a lot about the principles of liberty. Some salesmen will tell you there are other flours as good as Fanchon Don’t You Believe It March 17, 1909 MICHIGAN TRADESMAN 27 THE OLD WORKER. Influence He Has On the Younger Men. As the twig is bent, so inclineth the tree. The young worker, com- ing fresh from home and_ school, comes directly into contact with in- fluences and conditions which have more to do with the molding of his character and the determining of the future than all the education, more even than the precious home train- ing, that has gone before. As these influences are, so, generally speaking, will he be. And it is the older work- ers with whom the beginner must as- sociate whio determine what the na- ture of these influences shall be. A striking example of how this in- fluence may govern unfavorably the activities of a beginner came to the writer's notice a few days ago. A professional call at the superinten- dent’s office at a West Side machin- ery house brought forth direct con- tact with one of the little life dra- mas — tragedies almost — which are going on day after day, number with- out number, in the busy, moving world of business. “What the —— has happened to this man Tomson, Burns?” demanded the superintendent of a foreman who stood before him. “T don’t know as anything has hap- pened to him,” said Burns cautiously. “You don’t? Well, then, it’s time for something to happen to you to make you see the things that are go- ing on around you in the shop.” “Well, now, Mr. Campion, if you put it that way, I’ll tell you this—that I don’t need anything to happen to me to make me see these things. I know what’s going on in that shop better than you or any other man liv- ing. I know when anybody does any- thing out of the way, and I don’t know that young Tomson has done anything of the sort. Nothing out of the way, one way or another.” The superintendent leaned back and smiled mollifyingly at his foreman’s show of spirit. “That’s just the trouble, Burns,” he said. “Young Tomson hasn’t done anything out of the way, one way or another. Nothing unusual, nothing the least bit out of the common. He’s going along just the same as the drill runners and lathe men that he’s work- ing with. He’s in a rut. And why— why in the devil is it? That’s what I want to know. Why hasn’t he done anything out of the way? Why has- n’t he been doing something unusual? That’s what I sent for you to tell me.” “There’s nothing wrong with Tom- son, that I can see,” argued Burns. “What makes you think there is not?” “He’s going along doing his work just like the others.” The superintendent’s fat fist came down on his desk with a jolt. “Then there’s everything in the world the matter with him. If that boy is doing the same as the others, and no more, then something has happened to throw him ’way out of the pace that he was setting when he came in here. Why, man, that boy was fitted to be a wonder in this line. He was almost a genius in machin- ery. He had something that about one man in a thousand has: ideas of his own. There’s no saying what he might have done by this time if he’d lived up to his promise. I was bank- ing big on him. And here for the last six months he’s gone along exactly like the others. Keep an eye on him and see if you can’t find out what’s wrong, and then tell me, and I’ll have a talk with him.” Tomson’s story is short and en- lightening. He had shown a me- chanical bent of mind from childhood which had caused his parents to make his education and training along that line as much as they could. They were not well off, so a year at the technical school was the best Tomson could get before he had to go to work. But that year had been more to him than a full many others, and he came to the machinery house with something like the fire of genius in his head. course: to The superintendent was a practical man before all else. He had begun at a lathe, and he believed in the same recipe for others. Appreciative as he was of Tomson’s intuitive ca- pacity for machine lore, he put him on the payroll as a mechanic in the shop among a dozen old men. He was enthusi- astic, exceptionally enthusiastic even for 19. He knew what a field there was for him in his natural vocation in this mechanical age, and he felt that he had it in him to make a suc- cess. The work was pleasure to him. The process of climbing from the lathe to the superintendent’s blue prints and specifications meant only 30 much time spent in labor which was the thing of all things that he Tomson was 19. liked. Tomson chuckled boyishly when he saw the machines around him, the superintendent nodded en- couragingly and Tomson’s future seemed as assured as anything so un- certain as the future well can be. The men with whom he went to work were old men, machine runners mostly, and not one of them ever had known a taste of sweet success. Com- paratively speaking, they were not failures, for they were making good wages, but none of them could be called successful, as the world goes. There is an open and expressed current of pessimism in the life of the old, worn worker which may be one of the bitterest things in the world. There were twelve of these unsuccessful ones working around Tomson. Boyishly he let drop hints of his hopes and ambitions, his ideas and his faith in the future. Had the twelve been fiction heroes they would have hidden their pessimism, have encouraged him. They weren't heroes. Heroes are few off the stage and out of books. They sneered light- ly. They knew what the future meant to a young man, for had they not probed it and found it empty? And they made no effort to keep the news from the boy. “Well, it’s nice to feel that way when you're a_ kid,” they said. “Tleaven knows it’s your only chance. even You'll never have those hopes lat- | er on’ They didn’t make any effort to dis- courage. They weren’t even con- scious that their pessimism and cyni- cism were being instilled in the boy’s mind. It came on so gradually that Tomson himself did not know what was taking place, but at the end of a year and a half he was spending his money for beer and saying: the use?” with the rest of them. And that was dent noticed that something had gone wrong. The influence which the older work- “What’s | why the superinten- | er may exercise over his younger fel- low is incalculable. The point of view of the elder becomes the force which governs the young man more than anything else in the world. For at least eight hours a day they are together. The older man is the su- perior. He is in the position of au- thority and instructor. He is looked up to. The young man’s interests be- come, through their work, bound up with his own, and if the old man is careless the harm that he may do easily may amount to total ruin. There is a matter of individual re- sponsibility here which should make the grown man working among boys stop and give time to some thought. Martin ———>..>___ Feminine Philosophy. late,” groaned a who was tired, serious Arends. “We |side girl were west “because we went fifteen blocks out of our way.” “Why did you do that?” | brother. asked her “Why didn’t you keep your eyes open and take the right car?” “I did,” said the girl. “I knew which way to go, but my escort got confused and I didn’t dare put him right. If I had he never would have forgiven me. I have lost the friend- ship of three interesting men by that very evidence of strong-mindedness. |Experience has taught me that next ito being caught in a fib the thing that |most riles a man is to be guided by la woman. | around like a babe in ithe woods, to retrace his steps a doz- len times, “To wander and finally to arrive some- where an hour late, are blunders that jhe can cover up with one excuse or another, woman to take the llead and say ‘We want this car’ or ‘We go this way’ pre-supposes ja state of lamentable ignorance on [his part and makes him hate that Feiner forevermore.” but for a must ROGRESSIVE DEALERS foresee that certain articles can be depended on as sellers. Fads in many lines may come and go, but SAPOLIO goes on steadily. That is why you should stock HAND SAPOLIC HAND SAPOLIO is a special toilet soap—superior to any other in countless waye-—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 March 17, 1909 PUBLIC CONFIDENCE. What It Means To the Retail Gro- cer.* As that gleam of sunshine first comes into the home and the little one faintly cries for Mother, it is confidence, so naturally established that infancy with wise intuition re- lies wholly, with no doubting in- stinct, in the security and safety of Mother’s loving care and ever watch- ful eye. That same tender and se- cure relationship, established in the beginning, is a sacred compact sel- dom broken in human life. A moth- er’s love; a son or daughter’s confi- dence; it breathes success, as true success goes from infancy to life’s threshold through all the varying years in every age and every clime. In life’s passage, rough or smooth, Sweet or bitter, it is the governing factor. Blessings on the hand of Mother, Fathers, sons and daughters Cry: And the sacred song is mingled With the worship in the sky, Mingled where no tempest darkens, Rainbows ever gently curled, For the hand that rocks the cradle Is the hand that rules the world. Confidence is interwoven in every act and every deed. It has played a prominent part in history, past and present. It was Queen Isabella of the Spanish Court who gave Colum- bus a hearing and became greatly interested in his proposed plans, es- pecially when, in his enthusiasm, he spoke of the conversion of the na- tives in those yet unknown coun- tries to the Christian religion. It was her confidence in the discoverer of America which prompted her to of- fer the pledge of her crown jewels for the expense of the expedition, Confidence has discovered countries, has righted national wrongs, has made our own beloved country largely what we now enjoy. Confidence in her nat- ural resources, confidence in her men and future has placed us foremost among the nations of all the earth. Disturb confidence and you invite dis- trust. As an artery of the business body it is the blood which nourishes and strengthens and must be kept in order. An instance of marked im- portance has just been witnessed in our recent panic. What made this slight cessation in commercial activi- ties? It was lack of confidence. The previous three periods of depression— 1857, 1873 and 1893—were due largely to the same cause. A writer recent- ly said: “Confidence is the basis of trade and every thought you think, every word you speak and every act you perform either add to the sum of the confidence which the public has in you and your business or sub- tract from it.’’ Take any of our local institutions that have withstood the test of twen- ty, thirty or perhaps fifty or more years of successful manufacturing or merchandising. What was the key- stone in their arch of success? Pub- lic confidence. Can the manufacturer who does not have a positive convic- tion that his product is “best” suc- *Address by Walter K. Plumb at annual ban- quet Grand Rapids Retail Grocers’ Association. ceed? Never. It means, beyond any question of doubt, the use of best material, skillfully handled by ex- perts, and constant vigilance to safe- guard quality. Can the banker with- out confidence in the merchant—his character, his honesty~and his busi- ness—-safely loan him money? Ask your physician if confidence in his skill and prescription does not quick- en recovery. But now, my grocer friends, let us turn to your chosen vocation and the relation confidence plays in its suc- cess. Lack of this factor between part- ners has wrecked many a_ venture. Eliminate it between yourself and your clerks and witness a disorganiz- ed house. Lack of confidence in any article in your store restricts your success. Any successful salesman will tell you that the success of his | must have absolute confidence in his goods. The dealer must have full confidence in the house he deals with—the line and the man who sells it. The manufacturer and the jobber of the right sort are thoroughly in earnest to educate the public as re- gards the results which follow the consumption of pure, unadulterated food supplies. They know, beyond any question of doubt, when the housewives and families of our land have a convic- tion that the selection of edibles for daily sustenance is a most responsible duty. They will see that the retail grocer is made more prosperous, for his success depends so largely on providing only articles of absolute merit. I know of an ex-retail grocer, who retired with a competence after years of activity on Monroe street, who al- dence of the buyer; he will talk to you of quality because it is only on quality confidence can be perpetually established. He knows when the cus- tomer is in the act of buying, price may be especially in his mind, but after the purchase, when the article is in his Possession, quality is his particular concern. The buying oc- cupies but a few minutes or few hours and the price quickly passes out of the mind, but possession is continu- ous; the virtue or the shortcomings of the article are in perpetual evi- dence and the quality of the article measures the lasting praise or blame of the man who sold it. A buyer does not look with favor on a price cutter; an article offered with “some- thing off,” either list or discount, in- variably excites his suspicion that it means a cut in quality. A salesman Walter K. Plumb line depends on the unbroken confi-| ways sold the best the market offer- ed. His prices were not high, neith- er low, but consistent with worth. Is it not self-evident that more A-r1 goods can always be sold at a fair figure and profit if available to the public at a reasonable price? Why? Because of confidence: because the merchant of to-day is not content with anything short of a growing business, and to make it grow he knows he must satisfy, so that first orders filled will mean perpetual trade and a daily gain in number of cus- tomers. Can you suggest a vocation of greater responsibility than that which you gentlemen are engaged in? I would not make it second to the druggist or doctor—indeed, so impor- tant as to concern every human be- ing. The governments in many lands are commencing to study foods and their relation to life. Our own Na- tional pure food law is but one of the many excellent examples’ of modern interest I might cite, and also our State laws operate in harmony there- with. My message to you, gentlemen, to- night is: Look well to your buying. Don’t be misled with inferior goods. Remember best is best after all and second and third qualities can be beat, and that the public will encourage you with increased orders if you make your store the home of quali- ty, cleanliness and confidence. With such a conviction you need not worry about the grocer who cuts prices and sells inferior goods. He will soon change his methods or cease to be a thorn in the flesh for obvious reasons, and the manufactur- er and jobber need your support in this upward and onward movement. Co-operation—concerted and unit- ed—will require the manufacturers of cheap goods to either learn how to improve and perfect their quality or engage in a line of business in which they can make at least a small meas- ure of success. Some few, perhaps, may say I have attempted to touch on ideals rather than realities, but compare the aver- age grocery of to-day with that of fifteen or twenty years ago. Note the improved receptacles for the con- stantly number of articles of family consumption and the trend of the times will be growing apparent. | therefore say and re-emphasize with all sincerity that the big vital prob- lem of the retail grocer to-day is quality and consequent confidence. When you come closer to the ful] realization of this ideal condition you will be happier and more prosperous. Such happiness is within your reach and, in conclusion, I am reminded of Robert Louis Stevenson’s of The City of Happiness: “A party, of youths were pressing forward with eager feet along the toad that led out of the mountains into the great world below. They were traveling toward gold and sun- shine and fame, spurred on by that definition mysterious impulse which through the ages has ever drawn men and nations westward, and as they jour- neyed they met an old man, shod with iron, tottering along in the opposite direction. The old man bade them pause for a moment, questioning them as to whither they were going, and the youths answered in one voice, ‘To the City of Happiness.’ The aged pil- grim looked upon them gravely. ‘I have sought,’ he replied feebly, ‘over the most part of the world for the city of which you speak. Three such pairs as you see on my feet have I worn out upon this pilgrimage, but all this while I have not found the city. Yestertide I fainted from exhaustion by the roadway, and as I lay there I seemed to hear an angel saying, “Behold, the City of Happiness lies at every man’s threshold, and there be no need for him to journey far in its search.” And so now I am going back, after all these years, to my lit- tle mountain home and, God willing, T shall find there the happy city.” er He who always gets what he de- Sires rarely desires what he gets, March 17, 1909 MICHIGAN TRADESMAN 29 FRUIT GROWING. One Place Where It Is No Longer Profitable, Written for the Tradesman. “You have a nice little farm here, Mr. Tunnell,” said the liveryman who was waiting for the drummer to finish with the country merchant, and whiled away his wait by stepping across the road to where a tall, mid- dle-aged man was trimming grape vines. “Well, yes, fairly good place,” and the farmer ceased his work and lean- ed against a post. “My land isn’t quite right for fruit, however. The elevation is not sufficient.” “You seem to have a peach or- chard.” “Oh, yes, and I raise some of the finest peaches in the country, but it’s up-hill work all the same. There’s nothing satisfying about it, and, as I ain’t cut out for other kinds of farm- ing, I am somewhat discouraged. Our winters are more uncertain than they were in an early day.’ “Think so?” “There can be no doubt about it.” “Well, as to that there’s a ques- tion,” hesitatingly remarked the liv- eryman. “Some people think the winters are much milder than they were fifty years ago. If that’s the case—” “It isn’t the case. We may have less sleighing, and our fields are de- nuded of snow by high winds. In an early day this was in a measure pre- vented by the surrounding forest. What would you think of a man who would set a peach orchard on the riv- er flat, Mr. Henderson?’ “He would certainly be flying in the face of the teachings of horticul- turists of national fame.” “Of course he would. It is all one can expect to get a decent crop of peaches once in two or three years on our elevated lands. Fifty years ago such was not the case. These hill countries were uncleared; the principal settlements being along the river front, and the best soil right along the water, much of it being overflowed during early spring.” c's that a fact?’ “Yes, certainly. I knew an old Frenchman who had lived all his life in the Michigan woods; first as a fur buyer, afterward as a merchant in a border settlement. He was a natural born trader and was one of the shrewdest men I ever met. He died a few years ago, deeply respected by everybody who knew him.” “Yes, and he—” “He was the man who planted peach trees on the low ground next to the river. His house was built on a small knoll which was sometimes an island during the often recurring freshets. Fifteen miles below was a considerable town, where the French- man marketed his fruit and other crops. That was -more than sixty years ago. His peach trees thrived and bore abundant crops. I have heard him tell of filling a wagon box full of big yellow peaches, an even twenty-five bushels, drawing them to town and selling them for five dol- lars a bushel. Pretty good, was it not?” some “Well, I should say so. Folks must have had money in those days.” “I expect they did. Peaches were a great luxury and everybody was wild to get them. I think the Frenchman raised his trees from the pits. Of course his orchard was small, and doubtless the market lim- ited. Shipping anything of that sort was unheard of, of course.” Yes, | suppose so,” “In my own case now: I set a thousand trees and figured on some- thing remunerative if nothing hand- some. My trees have passed their prime and are on the down grade with nothing great ever having been realized from them. Peaches are no longer a novelty; prices are too low to pay small growers. Potatoes, grown year after year, are a better money-maker, much more sure and satisfying. The buyers can not so eas- ly juggle the market.” “As to peaches?” “The market north of Grand Rap- ids and away from the lake shore is below par. A few years ago, when peaches sold at Jackson, Lansing and other inland Michigan towns for a dollar and a quarter up, the price thirty miles north of the city, and on up, was thirty cents. Now when such a difference in price between parts of the State exists there must something wrong. It isn’t couraging for fruit growers to north anyhow. The consumer not share in the low prices. profits? Not the grower; not consumer. You can guess.” be en- the does Who the “Either the buyer or the railroad.” “Or both. I have never studied it out, sha’n’t try to. The fruit busi- ness can go hang for all of me; and there are others. Such outrageous discrepancy in prices makes a man tired, with a big T.” “I don’t wonder at it. seems to be out of agreed the liveryman. Something joint surely,” “In order to profit from fruit one must live near the lake, where wa- ter as well as rail enters into the deal. I should never advise fruit growing anywhere else—that is, un- less it was near a large city, when one could draw directly to market. Shipping fruit from the interior is not a paying proposition for the grower. You know the business is a particular one. What with spraying, fertilizing, cultivating, thinning, which you must do to raise first class fruit, it comes tough to see all this fine work classed in with the raising of potatoes, corn and hogs; your choic- est peaches dumped into a car at prices paid for the poorest culls. I’m not saying that a grower of a thou- sand acres might not succeed, but anything less than a car load at a picking isn’t a paying proposition.” “You draw rather a Mr. Tunnell.” “It is nevertheless a true one. There are dozens of one-time peach raisers who will tell you the same thing. Fancy fruit adjacent to a fancy market is all right, nothing less is worth considering.” “T don’t know but that you right. It seems tough, too, dark picture, are when there is so much good fruit land to be had at reasonable prices.” “Yes. now. It wasn’t always so bad as It looks almost as though the shippers had entered into a conspira- cy to root out and destroy every vestige of fruit growing in our Mid- dle and Northern counties.” The the liveryman had to go. drummer came and What the out then farmer had said gave him food for no little reflection. J. M. Merrill. ——_+~<_-____ No Use. Mistress: Jane, I saw the milkman kiss you this morning. In the fu- ture I will take the milk in. Jane: ’Twould be no use, mum. He's promised never to kiss anybody but me. CHILD, HULSWIT & CO. INCORPORATED. BANKERS GAS SECURITIES DEALERS IN STOCKS AND BONDS SPEC.“* DEPARTMENT DEALING IN BANK AND INDUSTRIAL STOCKS AND BONDS OF WESTERN MICHIGAN. ORDERS EXECUTED FOR LISTED SECURITIES. CITIZENS 1999 BELL 424° 823 AICHIGAN TRUST BUILDING, GRAND RAPIDS ¢ Corner Monroe DUDLEY E WATERS, Pres. CHAS. E. HAZELTINE, V. Pres. JOHN E. PECK, V. Pres. Wm. G. Herpolsheimer We Make a Specialty of Accounts of Banks and Bankers The Grand Rapids National Bank and Ottawa Sts. F. M DAVIS, Cashier JOHN L. BENJAMIN, Asst. Cashier A. T. SLAGHT, Asst. Cashier DIRECTORS Chas. H. Bender Geo. H. Long Chas. R. Sligh Melvin J. Clark Jobn Mowat Justus S. Stearns Samuel S. Corl J. B. Pantlind Dudley E. Waters Claude Hamilton John E. Peck Wm. Widdicomb Chas. S. Hazeltine Chas. A. Phelps Wm. S. Winegar We Solicit Accounts of Banks and Individuals GRAND WE CAN 3% to 3%% On Your Surplus or Trust Funds If They Remain 3 Months or Longer 49 Years of Business Success Capital, Surplus and Profits $812,000 All Business Confidential THE NATIONAL CITY BANK RAPIDS rAY YOO Successful Progressive Capital and Surplus $1,200,000.00 Assets $7,000,000.00 No. 1 Canal St. Commercial and Savings Departments oo oO TRADESMAN March 17, 1909 V5 \ ny We yy Wt Fe A " 5's) YD Iarbas LLL} — — — —_— OTF ye Vr, Planning Your Store Arrangement for Fall and Winter. As I write this now, it makes me feel like the editor of a big maga- zine who looks out for his Christ- mas stories while he sits in his ham- mock and arranges for his sunstroke articles between trips to the cellar to see why the janitor isn’t keeping his library more than 58 degrees above “Cairo.” But this subject is an important one, and there is, in a shoe store, no better time to consider it than just about the time that we are getting through with last year’s plan. Once upon a time, years ago, in this business we didn’t plan ahead nearly as much as we do now. We didn’t buy so early and we didn’t pay much attention to putting anything away but our warm goods, and our rubber goods when spring came. Ah, well do I remember the days I spent packing the women’s beaver bals— think of trying to sell them now-a- days, and the wool boots in boxes with camphor balls, tarred paper, to- bacco and every other known or un- known preventive of moth and rust to not break through and steal, or something similar to that, as it is stated in Writ—as I say, “well do I remember’—but that is about the extent of it. We really aren’t so extreme in this shebang, but we are already thinking about next year, and as we plan for fall and winter, it is not en- tirely amiss to consider what we did this year. A little review of past performances, as the betting boys say about stock gambling and horse racing. For you know they talk the same way now about B. & O., N. Y. C., B. & M., and all the rest, re- garding their past performances, as they do about Capitolia, Erin Go Bragh and Recorder III., if there are such race horses. We have no way of judging the future but by the past. This lamp only guides our feet, and if it will only guide the feet of the footwear buyers aright that’s all we can ask. But in order to get the best of a customer after she or he is in the she- bang, it is necessary to have every- thing ready at hand. The man in the turret doesn’t have a lot of old war college magazines, a file of Doyle’s novels, and a bracket saw outfit lying around the turret when he gets old Long William ready for the two mile range. He has powder and big shot and some equipment, and that’s just what he needs at the time. Same in a shoe store. The left- overs from the summer trade have no business taking up immediately avail- able shelf room in the turret of a well managed shoe store, just when the fall and winter about to begin. Now, I know shoe stores, a good many of them, where, as I write these lines not so very engagement is Concentrate Your Fire Napoleon massed his artillery—sometimes as many as a hundred guns in a bunch—and directed their fire on the enemy’s lines. Under such a driving rain of iron no troops could stand. Concentration won his battles. It’s concentration that wins the business battle, too. Put your energy into selling fewer strong, A High Cut : : ARD_ favorably known shoe lines like H. B. HARD PAN Carried in Stock long before you will be reading them, there are at this moment, in the handiest, best place on their shelving, odd lots of white canvas shoes for both men and women, tennis slippers in cartons (women’s, of course, there is a basket ball and gym. sale for the men’s, and some for the women, but not here for the latter), many cartons of extreme summer tans and I don’t know how much more stuff that is cumbering up their shelves and has been all winter, just as their winter footwear hung around all of the summer before. It is vitally important every fall and winter and every spring and summer, if at no other times in the year, that the shoe store should be entirely re-arranged. We must have things ready to our hand of the sort of stuff that we will have demands for, and which we need to sell the most of during. the season. In this store we have four entire changes of arrangement. Laster has always claimed that it was twice too much— that spring and summer blended nicely and that fall and winter did the same. In fact, he insists that it is better so, that when I whisk the fall goods to the rear early in December I am doing wrong, that there are a line of customers who are sluggish about buying and can’t bear to give up buying what they have been neg- lecting for a month or so and, when it comes December, have stil] in their minds to buy the pair of shoes that occurred to them in October. I dion’t take any stock in it all. I do not believe it. But just now it is necessary for us to think for away along next fall, six months away. Little Sizer and I have been planning the arrangement, evening after evening, for a long time now. We have used up a great many sheets of wrapping paper. Peo- ple around here will be puzzled some by the strange designs they will find on the paper that came around the shoes, when they get them home, for only the accepted designis are saved. As we are old-fashioned in this store yet we do not use roll wrapping. Of course it is Laster’s fault. We tried the roll paper for a little while, and all of the clerks and I liked it, but Laster could never seem to get the idea of tearing it off the right length. He says: “When I’m gone, boys, you can have things just as you want ’em. You can even stop doing your goods H. B. HARD PANS For Men and Boys ‘“‘Half price because twice the wear."’ You will make large profits. There are a lot of other reasons why the H. B. Hard Pan line should appeal to you. It’s everlasting ser- vice, every day satisfaction are what your trade want. Some reliable dealer in your town will get this line. A post card will bring it your way. Let us have it. Herold-Bertsch Shoe Co. Makers of the Original H. B. Hard Pans Grand Rapids, Mich. More Good Shoes Sold Than Ever Before Going over your shoe purchases for the past year you are at once struck with the fact that the lines yeu made the most profit on and the stock you turned the oftenest were not by any means the cheapest and lowest priced footwear. On the contrary, they were the better grade of good fitting and extra durable goods—just the kind we manufacture. Each item in our line, from a child’s to a logger’s shoe, has quality written all over it. From top to sole they satisfy particu- lar wearers in every detail. They are the shoes that will get and hold for you the best trade in your locality. Rindge, Kalmbach, Logie @ Co., Ltd. Grand Rapids, Mich. oD inane | March 17, 1909 MICHIGAN TRADESMAN 31 up yourselves, if you want to, and have carrier baskets put in and send them all to a central do-up counter, but while I live, or until I retire, I the same old plan of four sizes of wrap- ping on four little shelves under the edge of the do-up counter. And I like the old printed kind with an ele- phant in boots on it and the little inscription, ‘I Get My Footwear at Laster & Fitem’s.’ It just suits me. And then, again, the salesman and the customer never get so close to- gether as they do in those few min- utes while the goods are being done up. Some employers claim that it is a waste of a good salesman’s time, that a five dollar a week boy or girl can do it just as well and leave the $20 clerk free for other work, but that isn’t all the salesman in a shoe store is for. If he is a good man, part of his work is making the cus- tomer want to come back. Dropping him or her the minute the money is paid as though that was all the sales- man cared for, and all the smiles and deference and painstaking which had gone before were simply and solely a means to that end, does not help to bring the customer back and make him or her swear by the store and its goods.” But I must not waste space giving you old Mr. Laster’s ideas on other subjects, only we pretty be- lieve in them here, and he speaks we are all ready to listen. think we’d better just keep up near when Store arrangement, as I said be- fore, is a thing to study over for next fall. It makes a lot of differ- ence about the equipment whether the doors are to be open or closed in fall and winter, if you are not in a mild Southern climate, they will be closed part of the time, and naturally everything will shove further back. The findings case near the door is not nearly so important in the fall and winter as it is during the spring and summer. In here we are going to put it farther back. An unheard of thing, we are going to put our rub- ber racks and, in fact, our entire stock of light weight rubber goods close by the front. We have never done it before, but most shoe stores now-a-days have a lot of transient rubber trade from middle fall all through the winter, and I don’t be- lieve that it is a bad plan to have them right handy by the door. Lots of men and women, hundreds of them in the season, rush in in a great hur- try for a pair of whole overshoes. That’s all they want. When a cus- tomer rushes in that way for just a pair of rubbers it is almiost useless to sell anything else or arouse any in- terest in any other style of footwear. They want to get in and get out in the quickest possible way. As I say, this is an experiment. It is hard to tell how it will work out. And then again, we are going to lean more and more on our stock room. Every store can have a stock room, no matter how small it is, and a well arranged stock room at that. For fall and winter it is especially im- portant. Your shelf space where you are working the guns is important, you want an assortment of every- thing close at hand, but in the stock room the surplus can be piled in any sort of shape. As it chances now-a- days we have a pretty stock room, if I do say it, all special shelv- ing with narrow aisles and ladders oe all that sort of thing, but in the olc fine store we were not so fortunate. We did not have any separate room at all. Just some floor and wall space in the back part of the store. The old store was pretty wide, and the old man gave Sizer and me a space twenty feet wide by thirty-two feet long, and in that floor space we built up a surplus stock department that took care of thousands of dol- lars’ worth of goods. Along the walls at the side and back we built regularly ordained shelving away to the ceiling, but for the rest we sim- ply took sixty pair carton cases and piled them edgewise away up to the ceiling, back to back with the nar- rowest possible aisles between, the same as I had seen things arranged in some of the big jobbing houses. It is astounding the amount of goods which can be carried systematically in this way. We tried to keep our departments sized up regularly every day in rush times, or once or twice a week when it was quiet, so that we would not have to run to the stock cases too often during busy hours. And, above all, as we arrange for fall and ‘winter, making our plans now, let have the women’s and children’s departments close togeth- er and in the part of the store which is the most convenient and yet, at the same time, the most apart and se- cluded. Our new store is really two stores ‘with two entrances. It was considered a great advantage by the parties renting to us, but after think- ing things over, we have closed up one entrance, making it into a con- tinuous show window, and the place where the old entrance used to be is the women’s department. The _ en- trance left open is the one next to the dry goods store. A lady comes in and, crossing over, is practically in an exclusive women’s department. We consider it much more of a suc- cess than the double entrance, par- ticularly for winter. Perhaps when the warm weather comes we will think differently. If we do, open it comes again, but always for winter as it is now. In planning shoe store ment for any season a _ proprietor must study the thing out from the store conditions which he confronts, and it really is an interesting game when you get at it—Ike N. Fitem Boot and Shoe Recorder. us arrange- in _—___so-s———_—_ Value of the Local Newspaper. Written for the Tradesman. The newspaper of limited circula- tion in the small town is not, as a general thing, supposed to be a prof- itable advertising medium. When compared with the big city paper its importance is necessarily small, but the merchant who over- looks it on account of its smallness is unwise. For the local retail merchant the local newspaper is the best medium he could possibly use. In a town of, say, 5,000 people we will suppose there is a local paper of 1,000 circulation. This newspa- per circulates somewhat in the ad- joining towns, but the bulk of its cir- culation is confined to the town in which it is published. Now, if it were confined to that town, it is obvious that upon the us- ual basis of five persons to a family that paper would go to every home in the town, If you eliminate the very ignor- ant and the very poor in a town of 5,000, it is clear that this paper, with a circulation of 1,000, will cover the field like a blanket. Practically everybody in town sees and reads that paper and will see and be, in some measure, impressed by a good advertisement therein. The rate in a newspaper of this circulation is very low. There is no other way by which, for so small a sum, the merchant in that town can so thoroughly cover the ground. This little paper, which seems of so small importance compared with the great metropolitan papers, will take the story of your store right in- to every family for a very small sum of money. It will not only take your story into the home, but take it there in the best possible manner. The metropolitan papers make a great deal of fun of the quaint(?) lit- tle locals which form so important a part of the country town newspaper. The people in the town where the paper is published do not make fun of them. They are the most interesting part of the paper. If anybody has come to town or is going away from town or is going to get married or is building a new house or barn, everybody wants to know it, and the right kind of a coun- try newspaper will tell him about it. The keen anticipation of finding out what everybody is doing or is going to do makes the advent of the coun- try paper a welcome one and ensures its careful reading and discussion in the family circle. For this reason the local merchant whose advertising is run alongside of or in reasonably close proximity to the locals is getting the best adver- tising in the world. If the goods advertised are right and the prices are right, never over- looking prices, it is impossible to run that advertisement (changing it every issue, of course) a whole year, reach- ing 1,000 families every issue, with- out getting his money back many times. It can not be other than a good in- vestment. Wm. H. Myers. —_»- We can do nothing better than to analyze the problem of poverty and nothing worse than to stop’. with anialysis. Mayer Martha Washington Comfort Shoes hold the trade You may have heard the robins sing or you may have heard the frogs croak, still it will be some time before your customers will care to go barefoot or even wear leaky shoes. to let them know you carrying Shoes Trade Mark The easiest way to get the farmers coming your way is Rouge Rex and trim your show window with same. are Rouge Rex Shoes make continued satisfied customers Shoe Manufacturers Hirth=Krause Co. Grand Rapids, Mich. bn t f { iG | a ‘S ta Sr ear pected ator greenness ee SRR a Seer eee nen MICHIGAN TRADESMAN March 17, 1909 TOO MUCH ST. PATRICK. Why Grocer Madigan Wants ‘To Get Rich Quick. Written for the Tradesman. Patrick O’Callahan Madigan oper- ates a little provision store down by the tracks, where people live in wood- en tenements which stand unsteadily on their feet, and where green is the prevailing color on the seventeenth of March. Just at the present time Madigan is rushing trade to the ut- most of his ability because he wants to get rich quick and get out of the lime light. Be it known, Madigan’s fondest ideal was smashed all to flinders last St. Patrick’s Day, and he desires to get away from the marts of trade and think it over. Previous to the cat- aclysm which saddened Madigan’s business life, he would have given you a list of reasons why one mer- chant gets more trade than another about as follows: (a) Because he has a large stock. (b) Because it is a clean stock. (c) Because the attendance is swift and courteous. (d) Because prices are lower. (e) Because goods are fresher. (f) Because the store is well ad- vertised. But now Madigan will tell you that this is all bosh. He has completely reversed his notion of business val- ues. If you ask him, he will inform you that a merchant gets business for reasons similar to these: (a) Because he is Irish. (b) Because the is not Irish. (c) Because the is a Republican. (d) Because he is not a Republi- can. (e) Because he is a church-going man. (f) Because he is not a church- going man, but a midnight howler with the boys. This is the reason for Madizan’s change of heart, for once upon a time his idea was to die standing be- hind a counter explaining the merits of some particularly profitable brand of breakfast food made at Battle Creek, Michigan. Now he wants to get out of business and live on the interest of his money, not because he is lazy, or timid, or possessed of wanderlust, but for the following rea- sions: (a) So he can go to any place of worship he chooses. (b) So he can go fishing on Sun- day. (c) So he can have an opinion of his own. (d) So he can express said opinion in public. (e) So the can swear off on the charity push. (f) So he can sit back in his chair and tell the whole round world where it can go if it doesn’t like his style. For these and other reasons Madi- gan wants to get out of business and become a free-born Ametican citi- zen, so situated that he can wave the flag of Old England on the fourth of July and sport an orange tie on the has five cents to spend becoming his dian until the money is gone. There are a good many merchants who are restive under the galling yoke of bossy public opinion, but they are not so mad as Madigan is. Madigan jis Irish. He came from Dennybrook, where a man can get his face changed for a trifle, and where the Big Stick recently brought into public notice by T. Roosevelt, citizen, is believed to have received its early education. : When Patrick O’Callahan Madigan came down to the store on the seven- teenth of March the discovered the delivery boy festooning the broad forehead of the delivery horse with several yards of green ribbon. Also he was fixing green carnations on the front of his coat and tying green streamers to the whip. “Look here, Mike,” the said to the lad, “St. Patrick has been dead a ood many years, and he never left any money to any of our customers that I know of, so I don’t see where you get anything by doing that.” In this the grocer was mistaken. Mike did zet something by doing that. It came in the shape of a show- er of derelict eggs from the vicinity of O’Hagan’s stable yard back of the goat house. As the eggs were yel- low on the interior, it is believed that they were propelled by some one in commemoration of the deeds of the honorable the Prince of Orange, who is claimed to have put something or other over the disciples of good Saint Patrick when they were looking the other way. When the delivery rig got back to the store sitting in state by the tracks, the driver and the horse were anti-Catholic in spots. Thére were yellow streaks all down them, and Madigan told the boy to go back in the yard and fumigate for a couple of hours, and to introduce the horse to a little gasoline smudge, or some- thing that would improve the odor which clustered about him. “It’s a queer neighborhood,” com- mented Madigan, “where a boy can’t wear a bit of green ribbon on the day of the good Saint Patrick.” Mike did what he could to deodor- ize the delivery rig and then hastened back to the place from which he had for every man, woman and: child who industrial, moral and scriptural guar- ed to know whether that store want- ed to be put on the bum. explained how soon Mike would have to get those oranges out of the win- healthy cocoanut over his left ear, the same having been hung there by one of the defenders of the goat yard. “Now,” said Madigan, “you pull them green things off your coat and see if you can steer the horse over your delivery route without signaling to all the Orangemen in the ward to come out and take a crack at you. I’m not here to uphold the memory of Saint Patrick, fine man though he was, but to sell things to eat. Be off with you, now, and don’t start any- thing you can’t finish.” Mike, who had won the first throw, was angry at Madigan and the first place the steered the rejuvenated horse was to the “Field,” which is a settlement between the tracks and the river, where green carnations show in front windows about the middle of the month of March. “Hol? cried Can Haley as Mike fared along, ‘“where’s the bit o’ grane?” “The boss,” said Mike, “made me take it off.” Con Haley whistled to the gang and Mike got over the road toward the open country sowing eggs and butter and bakery goods out of the tail-end of the wagon into the public highway. What Madigan said when Mike came back to the store is not a mat- ter of record. To be truthful, he was getting the double cross, which is a term used.in a game which no one ought to play for money. It was also a split, for the cards had come out of the box green-yellow, and in such case the player is en- titled to half of his money back. But everything goes on Saint Patrick’s day. Presently Madigan looked out of the window and observed the ap- proach of a delegation from O’Hag- an’s, also one from the district be- tween the tracks and the river. “Mike,” said he, “you wait on these people. I’ve got to go over to the next county to see about getting a note discounted.” Patrick O’Callahan out the back door. He had just mixed with the land- scape when the Haley boy came up with a brick in each hand and want- Madigan went Then he dow if he didn’t want the stuffing kicked out of it. At the same moment O’Hagan came to the doorstep to inquire if the green ribbon on the town pump in front of the store was intended to flaunt the odious rites of a quali- fied set of revolutionists in the faces of true believers, and picked his answer out of a brick which took him on the side of the head and in a measure concealed his mouth be- hind ‘his right ear. And for this reason Patrick O’Cal- lahan Madigan is rushing trade in or- der to acquire wealth and get out of business. Of course he had to put in a new front before he could stock - up again. “It’s this way,” said Madigan to me, only yesterday, “for a nice, easy job I’d like to be a captain of in- dustry, with power to pass dividends or increase them. ‘What I couldn’t do with me stock and bonds then wouldn’t be worth doing. As for be- ing a grocer, look here. You’ve got to be this an’ be that. It’s not be- cause people have to eat that they patronize you, but because you be- lieve in the thirty-nine articles or be- cause you don’t. If your wife wears a rose on her hat instead of a bird, your provisions aren’t fit to put on the table, and if you’re full of Solo- mon on the tariff question you’ve got to go out. among the hills to blow eff for fear your eggs won’t sell: or your butter will spoil on your hands if you believe in taking the duty off manicure sets. ’Tis a great thing to be meek and lowly,” added Madigan, “but I’m going to get into some busi- ness where I can get up on a box on the corner and wave the flag of the C. S A. i 1 want to. Vm tired of concealing my opinion of the post- al banking law in return for the prof- it on a cake of yeast.” “But,” asked I of Madigan, “what colors did the store by the tracks finish the day with—yellow or green?” “Rest aisy, now,” replied Madigan. “°-Tis a superfluous and unnecessary question you're’ bringing to me moind.” Alfred B. Tozer. ———_2-e—__ Many who think they mean right are right mean. —_»+-.—___ Petrified creeds always have the sharpest angles. been bombarded. Also Tim Kelly, and Hod Dolan, and Pat Carrell, and Jimmie Welch, and Tom Nester, and about a dozen more boys from down the tracks met there to arbi- trate with the boys behind O’Hagan’s goat yard. The noise of that arbitration is re- membered to this day. ‘When the pa- trol wagon arrived O’Hagan’s goat shed looked like a Bryan majority in the state of Pennsylvania, and there wasn’t a whole window in O’Hagan’s house. As most of the officers wore a sprig of shamrock in a conspicuous place, the boys managed to overpow- er the police detachment sent to ar- rest them, and to escape during the seventeenth of March if he wants to, which he doesn’t. He says-he likes to be in business, but he can’t stand eye and a lump about the size of a tide toward the station. Mike reach- ed the Madigan store with a black for more and pay a fair JOWNEy’s COCOA and CHOCOLATE |i For Drinking and Baking These superfine goods bring the customer back Sid Sod 9 ee eS ae ae we Nh aed nal tT et profit to the dealer too The Walter [1. Lowney Company BOSTON March 17, 1909 MORE FOOD FIGHTS. And the People Most Interested Are Ignored. Written for the Tradesman. “The farmers,” said the customer, “are getting together to boost price of wheat.” “So I see,” said the grocer. “And when wheat goes up 5 cents a hundred, you fellows will raise the price of flour 40 cents a hundred.’ the “That,” said the grocer, “is the pop- ular notion.” “And the dairy people are putting up a fight against the repeal of the oleo tax law.” “So I hear,’ said the grocer. “And when they get the tax boost- ed to 20 cents a pound for colored oleo, they will ask 40 cents a pound for their made-over butter.” “Sure,” said the grocer. “And the poultry raisers are figur- ing on fixing prices so there will be no open shop in the hen industry.” “So the newspapers say,’ yawned the grocer. “And when they get it all fixed we'll be paying sixty cents a dozen for eggs.” “Looks like it,” admitted the cer. gro- “And the potato raisers are plan- ning to put the tubers where they will keep, so the price will always be stiff.” “That’s what,’ remarked the cer. gro- $x the “And we soon will be paying a bushel for potatoes right at MICHIGAN TRADESMAN potato harvest, with tubers rotting in the cars,” “So it appears,” grumbled the gro- cer, looking tired. “And the tinned goods combining,” “I heard about that,” said the gro- cer, sitting weakly down on the end of the soap counter. “And that means that we'll have to pay 20 cents a can for salmon.” “IT suppose so.” The grocer lighted a_ cigar looked out across the street. “And the milkmen are trying lift the price of milk.” “You bet they are,” grocer, thoughtfully. “And the meat men are fixing things so a beefsteak for one costs about $1.50 at a restaurant.” “I’ve noticed that,” agreed the gro- cer. “And the the Steel Trust, and the big manufacturers are thinking of reducing wages because men are and to whispered the railroads, and their other expenses are so_ high.” “Look here,” said the grocer, after selling one stick of candy to a child and dumping the cent in the drawer, where it looked lonesome, “what are you trying to get through your head?” “Oh, nothing much,” said the cus- tomer, “I was only thinking what a perfectly time all fel- lows are fixing up for the consumer.” lovely these “The consumer,’ snorted the gro- cer, “will take it out of the provision man. Leave that to him!” "Oh, | dont know,’ said the. cus- tomer, i “You come and stand behind this 33 counter for a week, and you will fod much for what I produce, because ? 7 know,” said the merchant, “Well, what are you going to about it?’ asked the other. do “Oh, we're just going to stand pat and take all the kicks that come our way. What else can we do?” “Combine,” said the customer. “Nice advice, that,” merchant. "Well, why isn’t it2” “The grower, the manufacturer, the wholesaler, the transportation people, the man on the payroll, they may combine, but the retail men may not. You ought to know that, if you read the newspapers.” “And why not?” “When the retail men combine,” continued the grocer, “they don’t do a thing to ’em. They put ’em in jail.” “Then you ought all to be in jail, for you're all in other,” said the customer. “Down in Toledo,” added the gro- cer, ‘they put the coal men in jail, and the coal got their stock from a combine, and paid freight on it to a combine, and sold it to com- bined The 3? grunted the some combine or men industries. other com- bines are not in jail “Im not talking about coal,’ said the customer, “I’m talking about the fool notion of letting every man, con- cern, corporation, or company raising, marketing or transporting food prod- ucts fix their own prices. I’d like to produce butter if I could say to the hay, feed and pasture people, ‘I'll give you so much for what I take of you, and not one cent miore,” then say to the consumer, ‘You've got to pay just |}we’ve got a combine.’ I rather think that, somewhere in the deal, I should be able to lay aside a little money.” “You consumers ought to go hun- gry,” said the grocer. “You ought to be put on one meal a day for a year, and have that meal consist of hot air and cloud sandwiches. You make me weary.” “You know where laughed the customer. “Well, you sit around and look wise and elect members of Congress who Im from,” make» you pay I5 cents extra for every pound of butter you eat. You elect officers who are sure to get a big tax on a workman’s small home, but who forget their duty when it comes to taxing the very rich men. I pay about $100 a year on this store. If Rockefeller, Gates, Morgan, Carne- gie, Harriman, Hill and a thousand others were taxed in proportion the same as I am, the public treasuries be with coin, and the rate would be cut in two in the middle.” would running over “IT started in to talk about boosting food the tomer. “Of course the price of food prod- products,’ laughed cus- ucts will be boosted,” stormed the grocer, “when the people who are most interested sit still and let the other fellows do what they please. There is no decency when mere rights are concerned. on the walk, and the man who steals it will arrested and _ punished, probably at a cost to the public ten times the value of the saw. You leave a saw out be 3ut you ‘*THEIR QUALITY SHOWS” “Williams” Sweet Pickles IN AIR-TIGHT GLASS-TOP BOTTLES Prepared with our own grain vinegar, best spices and granulated sugar. Pure Food Law but PURITY, in our pickles, is backed up by quality. You can find lots of goods that are ‘‘safe to sell’”—but you want ‘‘Williams” Pickles because they are also ‘‘sure to satisfy.” The Williams Brothers Company Picklers and Preservers Would not be mistaken by anyone for goods of low quality. They LOOK GOOD, that | makes people try them; they ARE GOOD, that makes people keep on buying them. They are the kind of goods that will bring business to you and hold it because they please. Guaranteed to Conform With Federal | Detroit, Michigan | MICHIGAN TRADESMAN March 17, 1909 leave your rights to fair treatment by your lawmakers lying out-of-doors nights and some _ millionaire will come along and swipe them and go off chuckling. And then you'll tell your neighbors what a mighty smart man that is.” “I'd like to know how we can pre- vent the farmers combining to raise the price of wheat,” said the cus- tomer. “Get some officers that will bore in- to that combine until they find where the illegal proposition is, and then send the leaders to jail. But you won’t do that!” complained the mer- chant. “You'll sit still and Say you like to see the farmer get good pric- es, for that makes good times, and then come into my store and howl and foam at the mouth when I charge you 5 cents extra for a sack of flour. “You'll elect a man to Congress who will make it possible for the dairy and creamery men to rob you every time you buy butter, and then come in here and howl about pay- ing 35 cents a pound for stuff the farmer’s wife brings in after a pro- tracted residence in some germ-filled cellar. The people most interested in these food fights are the people who in the end lay down the price for them, yet they don’t seem very much interested when class legislation is proposed.” “We're too busy getting money to pay our bills with,” said the custom- er. “We leave the provision men to do the fighting for us.” “And we'll do it, too,” said the gro- cer, “in a pig’s wrist. We've got our own combines to fight. But, as you say, the working man is too busy get- ting a living to put up a winning fight, so he'll have to take what comes.” “What would be the good of put- ting up a fight?” demanded the cus- tomer. “The mere consumer is al- ways ignored. When the public land is about all gone someone will get a law passed that will hold on to it. When the water power rights of the world are nearly ‘all hogged up the concerns that have all they can han- dle will want a law passed fixing it so the others just getting into the game can’t get any. When a corpora- tion has all it wants it is anxious to protect the rights of the people—- from others who might become com- petitors! What’s the use? Food fights don’t win. Every class and clan is working for its own interests and against the consumer. And the consumer is ignored when he butts into the game. Merchants can fix their own profits, because we must deal with them, and they know what their stocks cost, but I’d like to see a con- sumer who could fix his own salary according to the price of foods.” “But there is one thing you can al- ways do,” said the merchant. “That's work, I suppose.” “Yes, that’s one thing, but there’s another: You can always come in here and howl at every advance in price, and then go out and vote for the men responsible for letting the in- terested fix their own mammoth prof- its. You can always do that.” “As a matter of fact,” grinned the customer, “that is about all we can do under the circumstances.” Alfred B T.ozer. —_++.____ The Origin of Beet Sugar Industry in Michigan. Written for the Tradesman. The beet sugar industry put to ex- ceed $15,000,000 into circulation in Michigan during the last year. Ac- cording to the statistics. of the National Farmer the farmers were paid $4,860,000 for their crop. The sugar manufactured in the sixteen fac- tories aggregated 181,440,000 pounds granulated, which at 4 cents was worth $7,257,600. The refuse molasses ‘was converted into high proof alcoho! upon which the revenue tax was over $1,600,000. The railroads received $750,000 in freight. The sugar factory pay rolls for the season aggregated $400,000. These figures bring the total up to $14,867,600, and what was paid to labor in the beet sugar fields, for_beet seed and various other inci- dentals would easily round out the $15,000,000. The purpose of this article, how- ever, is not so much to call attention to the present greatness and impor- tance of this industry as to recall the attempt that was made 70 years ago to make Michigan independent of all the world in the matter of sweetness. That early effort was not a success and therefore it was easily forgotten. The story, however, will be found in the patent office reports of the period and in the letters of Lucius Lyon. Lyon, it may be temembered, was Michigan’s delegate in Congress dur- ing the last years of the territorial pe- riod. He was one of the two first senators from Michigan. Later he was in Congress from the Western district of Michigan and at the time of his death was surveyor general for Michigan. He was one of the early surveyors and among other jobs he made the first surveys in and around Grand Rapids. He was by nature an optimist and saw greatness in what- ever he undertook, but unfortunately, few of his dreams were fulfilled, though the success that came to those who followed him in his enterprises in after years justified the faith that was in him. Lyon owned large farms at Schoolcraft, Lyons, Prairie Ronde, Ada and at various other points, and on April 4, 1839 wrote to James W. Tabor, his farm manager at Lyons, enclosing a smal] package of sugar beet seed which he had purchased in Pennsylvania at a cost of DE2e a pound, and giving careful instructions as to planting. The seeds were to be planted in rows about two and a half feet apart and ten or twelve inches apart in the row. The ground should be plowed deep and thoroughly pul- verized. It is a good crop to alternate with potatoes. He hoped to secure seed enough for 100 acres but doubted if he could get more than enough for ten acres. For an acre of ground about seven pounds of seed will be needed. Six weeks later Lyon wrote that he had secured a quantity of beet seed from France and was then engaged in planting it. He had intended putting in I00 acres, but the spring had been uncommonly dry and he thought he would risk only 20 or 25 acres, and go in more heavily the next year. He was planting the seed in rows 24 inches apart and intended to use the culti- vator to keep the weeds down, A year later, in March, 1840, Lyon wrote to the commissioner of patents at Washington that he was satisfied sugar beet would grow well in Mich- igan because he had raised a crop of about 30 acres the previous year at Lyons, and “Though they were very much injured by worms and grass- hoppers when small, I still got about ten tons to the acre at about the same expense that as many acres of pota- toes would have cost.” He notes that the only attempt to make sugar was at White Pigeon Prairie, St Joseph county, where considerable molasses had been produced, but the manufac- turers were unable to make it crystal- ize. The process used was to rasp the beets as practiced by Count Chap- tal and other French manufacturers, but this did not seem to be a success, The White Pigeon company had planned to send John S. Barry, of Constantine, to Germany and France to study the methods in use there and if possible to bring over some skilled workers. A few weeks later, writing from South Hadley, Mass. Lyon said he had just interviewed David L. Childs who had lately written a book on beet sugar and who had the strongest con- fidence that the sugar beet could be a profitable branch of farming in this country. Childs proposed to organ- ize a class in beet sugar culture and begin the following September, the charge to be $100 for the session. “In this way he willdisseminate practical knowledge which may be of vast im- portance to the country.” ar and the sugarmaking prospects Lyon added: “The consumption of cane sugar is at least twelve pounds for each person and estimating the population of Michigan at 215,000, the consumption of cane sugar in our State wuold be 2,580,000 pounds an- nually. The entries at the custom house show that we import about ten times as much brown sugar as we do of white, and that the cost of the brown is about six times that of the white that is consumed, although the Regarding the consumption of sug-, cost of the brown per pound is only two-thirds that of the white. Assum- ing that our brown cane sugar cost in Michigan to cents per pound, our 2,580,000 pounds would cost $258,000 if it were all brown. Add for addi- tional cost of manufacture $25,800 and it makes the cost of the sugar annually imported and sold in our State $282,8000, all of which money, according to Mr. Child’s book, we can keep among ourselves by manufac- turing sugar from the beet, which he says may be done at an expense not exceeding 5 cents per pound, or about half what it now costs our merchants to bring it on. It is not related in his letters whether Lyon continued his experi- ment with the sugar beet, but it is probable he did not. He became in- terested in salt works which he sought to establish in this city and boring for brine was more absorb- ing than the cultivation of the beet. References to the Patent Office re- ports, which in those days were the repositories of much agricultural in- telligence and crop reviews, show, however, that others continued the efforts to make sugar, but that all experienced difficulty in making the sugar crystalize. One genius de- scribes his efforts to make sugar from ordinary corn cane, but his success was not large enough to make it a profitable enterprise. As no refer- ences to sugar are to be found in the report later than 1845 it is probable the culture of the beet for sugar pur- poss was soon abandeond as a bad job. Half a century later ,or there- ‘abouts, the industry was revived, and the manufacture of sugar, the class to | the revival moved on to the success that Lyon and his contemporaries dreamed of. But can anybody imag- ine those worthy ancients dreaming of a crop worth $4,860,000 to the farmers and yielding $7,257,600 worth of sugar? Had they dreamed in any such figures, imagine what their friends would have thought of them, or even what they would have thought of themselves. 139-141 Monroe St Le a GRAND RAPIDS, MICH. Klingman’s Sale of the Lowell Furniture Co.’s steck affords the opportunity of a lifetime. As a money saving event it has no equal. There’s furniture for the modest apart- ment as well as theelegant home. There is always room for a Klingman chair and at the prices you should anticipate your wants. $13.50 For a Mission Morris Chair made of solid quartered oak, loose seat and back cushions of genuine Spanish leather. This is only an example of what this sale affords—actual retail value $28.00. Entrance to retail store 76 N. Ionia St. Klingman’s Sample Furniture Co. Ionia, Fountain andiDivision March 17, 1909 CIVIC BETTERMENT. Relation Which Church Should Sus- tain To This Movement.* The topic which has been chosen for to-night’s prayerful discussion is somewhat unusual because it leads our thoughts in the direction of secu- lar things. However, if we will re- call the leading facts in connection with the ministerial functions that engaged our Saviour during his stay on earth we will find that as followers of His we have not only an excuse but a duty in connection with mat- ters that touch the common, everyday activities of life. The principal fac- tor, it seems to me, is the spirit that prompts us to engage in work of this kind. In that wonderful bit of counsel given by Edward Everett Hale, which is now so commonly employed that those who use it forzet its auth- or, we have the expression “Look out and not in.’ This might well be the text for a discussion of the phases of life naturally clustering about the duty of the church in connection with the betterment of the city. The ad- vice that is applicable to the individ- ual, in full as important a sense, fits the church, which is but an aggrega- tion of individuals having the highest and truest and noblest purposes in view. It is just as wise to say that the church should have the spirit of altruism, rather than egotism, as to expect this thought to find lodgment in the individual. The two forces are always at work, and in order to keep the right balance it is vital that the proper emphasis be placed upon the duty to look outside of ourselves in performing the highest service ex- pected of us as Christians. The cen- trifugal must come into the plans of active force as well as the centripetal, and we must all remember that the highest and noblest and most beauti- ful expression of that type of life which is most truly characterized by our Saviour is in the walk rather than the talk of life. We speak with sorrow of certain individuals because they are so en- zrossed in their own affairs and in the matters of life that affect their own well-being and happiness, but this criticism can be just as properly made of the church as of the individ- ual. There is a strong tendency on the part of the church to live with- in itself and to magnify its own func- tions, and in the organization and de- velopment of its internal affairs to forget to look up and outward to the service which the church can render in the lifting up of the common life about it. We are apt to magnify our own methods and our own work and our own enterprises so that we for- get that there are other plans and other work and other enterprises as useful as our own, although following different channels, and in the for- ward movement for the betterment of mankind we must not neglect the es- sential of co-operation in carrying on the work of the church. It is natural that churches, as well as individuals, should take up certain lines of work that are especially at- tractive, and this is well, but often- *Address by Charles W. Garfield at prayer meeting of Park Congregational church March _ 10, 1909. MICHIGAN TRADESMAN times this leads to narrowness and intolerance and neglect and exclu- siveness which act as an antidote to the very best of work. The Christian ideal, as embodied in the life and activities of our Saviour, has to do principally with salvation, but the salvation of the individual is an incident in connection with the broader purposes of Christianity, and we are taught that the best way to Save one’s life is to lose it in the energies which have for their object the uplifting of our fellowmen. You remember that it was said of our Saviour, “He saved others; Himself He can not save,” and this very spir- it of the Christ life, as expressed by His critic, is the one He would have, it seems to me, embodied in the life of His church. We know very little of the soul of man as separated from the mind, the body and the heart, and salvation of mankind somehow must have these connective links that we can under- stand, and so while we are engaged in Christ’s work of saving souls the modern missionary idea, which is now everywhere prevalent, of looking well after the body and the mind and the heart, has to do with the various ac- tivities which should appeal to us as most important in the general prob- lem of salvation. And this leads me really to say one brief word as preliminary to the de- tails which Mr. Martin will give you of the duty of the church in connec- tion with civic betterment. The good health of the community is an im- portant factor in connection with the work of its uplifting. Cleanliness, we are taught, is next to godliness, and inasmuch as beauty is its own excuse for being, it must be that when we add to the attractiveness of our city we are utilizing one of the methods of helping our fellows to reach through these added beautiful at- tributes toward God. The criticism of the church, it seems to me, is a proper one as illustrated in our own city, that its tendency is toward exclusiveness, and we should welcome with delizht the movement which organizes classes in applied Christianity as important functions connected with the work of the church- es and as an aid in stimulating that broad missionary effort which finds its truest expression in public-spirited citizenship: In truth, that Sunday School motto which I have used for sO many years as a text for children to memorize expresses in a simple way the proper attitude of the church: “Do all the good you can in all the ways you can to all the people you can I can not illustrate my point better in connection with the city churches’ attitude toward city betterment than by calling your attention to the movement which is on in New Eng- land concerning the relationship of the work of the church to rural bet- terment. A careful canvass. of the churches of New England brought out the astonishing fact that there was a decadence of church influence throughout the entire country asi af- fecting the betterment of community, and it was acknowledged by leading educators and churchmen that the uplifting of the masses of country 35 2 people and the inducting into them of | highest material as well as spiritual standards must be done largely through the influence of the rural church, and this means better meth- ods, more complete organizations, greater devotion to the general inter- ests of the people and the dropping out, in a sense, of the sectarianism which separated Christian workers from each other. This movement has led to a great organization headed by the governors of the New England States, which, in looking toward the best possible development of the peo- Ple of New England, has selected as one of its most important factors the Christian church. - Mr. Merriam in- forms me that during this year a layman, President Kenyon L. Butter- field, of the Massachusetts Agricul- tural College, will deliver the leading course of outside lectures at Hart- ford Theological Seminary upon the rural church as a factor in the uplift- ing of New England society. This same spirit should lead us, in connection with our churches in Grand Rapids, to place them in line for rendering the best possible aid to the movement that is now on for the betterment of all the conditioas which will make our city sweeter, cleaner, more healthy, more beautiful and more useful to all of its citizen- ship. Our prayers, whether they find expression in words or through our fingertips, can find no more worthy object than that which is embodied in the development of the highest ideal of public-spirited citizenship. It is the unquestioned function of the church to comfort the bereaved, christen the children, solemnize mar- riages and perform the last sad rites in the burial of the dead. Why should we leave out of the list those func- tions which make for health, cleanli- ness, beauty, temperance, repose and that general welfare which sweetens, brightens, ennobles and brings hope, and in the broadest sense salvation, to the lives of the churched and un- churched? Christ taught us first of all not to be respecters of persons in our habits of thought and in our His life had little to do,| activities. to be sure, with the problems of cit- ies, but His spirit is the surest guide in the determination of the attitude of the church toward that civic bet- terment which must always include as its foundation civic righteousness. Multicolors for Show | Globes. Following is a process for arrang- ing several different liquids in the same show globe in such a manner that they will not mix or run _ to- gether: Seven different fluids are named, and you can select any three of them, it that number is all you desire. The liquids and colors selected should be taken in the order in which they ap- pear in the formula. Then, first as- certain the capacity of the bottle and divide by seven, to find the volume of each solution or liquid to be employ- ed. The fluids should, in the order named, be carefully poured down the side of the bottle, held in a slightly inclined position, or through a glass tube inserted into it. First, one volume of sulphuric acid, C. P., tined blue with indigo sulphate; second, one volume of C. P. chloro- form; third, one volume of glycerin, slightly tinted with caramel; fourth, one volume of castor oil, colored with alkanet root or alkannin; fifth, one volume of 40 per cent. alcohol, slight- ly tinted with green aniline; sixth, one volume of cod liver oil, contain- ingI I per cent. oil of turpentine; seventh, one volume of 94 per cent. alcohol, slightly tinted with violet aniline. The liquids are held in place by force of gravity, and alternate with fluids which are not miscible, so that strata or layers are clearly defined and do not mingle by diffusion, as is the case when miscible liquids as glycerin and water are brought in di- rect contact with each other. Perhaps it is necessary to add that the colors suggested should be employed in quantities only sufficient to impart a pronounced tint to the fluids; too deep colors look dead and detract from the brilliancy of the combination. A little modesty often hides a lot of vanity. PURE OFL OLI ENE The highest grade PENNSYLVANIA oil of unequaled excellence. blacken the chimneys, and saves thereby an endless amount of labor. It will not It never crusts the wicks, nor emits unpleasant odors, but on the contrary is comparatively Smokeless and Odorless Grand Rapids Oil Company Michigan Branch of the Independent Refining Co., Ltd., Oil City, Pa. We Pay the Highest Prices For Citizens Telephone, Bank and other good local stocks, also are in a position to secure Loans on Real Estate or GOOD COLLATERAL SECURITY General Investment Company Grand Rapids, Michigan 225-226 Houseman Bldg. Citizens Phone 5275 MICHIGAN TRADESMAN March 17, 1909 = _ — — = = Increase in Oleo Consumption in New York. A few days ago the figures show- ing the output of oleomargarine in the Chicago district for the month of February were received in this city, and they have caused serious consid- eration of the matter. Here in New York butter dealers seemed for years to be intrenched behind laws and de- cisions of courts that made it ex- tremely difficult for oleomarganine to get any foothold, but the past year courts have differed materially in their interpretation of the State laws and have been inclined to give the article a better place. This has en- couraged the oleo manufacturers and they have worked away in a quiet, in- sidious manner until it is safe to say that twice as much of the substitute for butter is now being uised in this city and surrounding towns as there was a year ago. Think what it means to turn out 6,020,342 pounds of oleo in the Chi- cago district in one month. This is equal to more than 100,000 tubs of sixty pounds each. I am beginning to think that when the returns are in for the fiscal year which closes June 30 they will show an output for the year of close to 1,000,000 tubs. If one-half of this goes into channels where butter would hardly be used at all, it leaves approximately 30,000,000 pounds to take the place of genuine butter. To that fact must be large- ly attributed the over-burdened and unprofitable markets for the inferior to prime grades of creamery, both fresh and held, renovated and factory butter, that we have had for some time past. I have always maintained that fancy table grades are in a class by themselves and are usually taken care of without regard to any- thing else. Certainly this has been the case this winter; but the off grades have dragged for months, and the range of values most of the time was wider than it has been for ten years. The danger lies in the fact that when oleomargarine once gets a good hold of the trade it is extremely hard to shake it off. Some of the readers of this paper may recall the almost famine prices that prevailed in the English markets last winter, and how so much of the trade swung over to oleo that it shortly caused a verita- ble panic in the butter market, prices falling 20s to 30s per cwt. in a little over a week. But the damage was done; oleo secured the trade and hung on to it. This winter the Eng- lish markets have dragged and the finest Danish butter has rarely sold above 25@26c. Referring to this matter, the London Grocer in a re- cent editorial says: “The trade in margarine received a stimulus then which there is reason to ‘believe has been since fully maintained.” High butter prices may be attrac- tive to producers, but they open. the door for oleo and the results later may be very unfortunate to the dairy industry. I am a believer in remu- nerative values, but beyond that there are dangers in the path that should cause everybody to stop and think seriously. I have been expecting to have some information to give relative to the later developments of the moisture question, but things are moving very slowly as they usually do when the Government is dealing with a sub- ject. The Committee that was ap- pointed to go to Washington to con- fer with Commissioner Capers waiting for an opportunity to meet the Commissioner, and in the mean- time lot after lot of storage butter is being held up, fines are being im- posed and the sitwation is in a semi- chaotic state. Within the past week a number of receivers have had no- tices sent to them from the local revenue office that they were ‘requir- ed to pay a license fed for selling adul- terated butter, beside a penalty of 50 per cent. of the fee. The amounts ranged from $48 to $480, and the complaints were mainly for selling this stock last June and July. So far as I can ascertain, these cases are held in abeyance until the Committee have returned from Washington. In the meantime the uncertainty as to whether holders have legal butter in storage or not is becoming intolera- ble, and some settlement of the mat- ter can come none too soon.—N. Y. Produce Review. —_22.—___ Qualities of Linseed Oil. The various qualities of linseed oil, which is produced from flaxseed, de- pend upon different conditions. The seasons control the condition and amount of seed. An abundance of rain at the start produced a plant of rank growth, which results in an in- ferior. quality of oil. Too much rain at the end of the season makes the seed sour. Sometimes an early frost prevents it from ripening properly, Flaxseed is graded at the warehouse, but the second or third grade seed is seldom on the market. It sells for less than the best, of course, but is mixed with good quality in making oil. In this way great quantities of is oil sold ordinarily are made partly from inferior or unripe seed. Thisis not revealed by analysis and the oil sells for the regular prices. If the proportion of poor seed is too large the color may disclose it. Without being aged a large proportion of the oil goes directly from the crushers to the barrels for shipment. A good deal of it goes for old oil and the dealer can not prove otherwise. When the painter makes his paint by hand, buying in the ordinary market, this is the quality of oil he very fre- quently gets. ee ge A man’s religion than the big potatoes in his bushel. ——_2++.—___ Religion is always a bad bargain to the man who tries to get it cheap. goes no deeper Ground Feeds anx _ None Better WYKES & CO. GRAND RAPIDS YX omen Want Carrots and Parsnips M. 0. BAKER & CO. Toledo, . - - Ohio Custom Tanning Deer skins and all kinds of hides and skins tanned with hair and fur on or off. H. DAHM & CO., Care E. S. Kiefer’s Tannery, Phone Cit. 5746 Grand Rapids, Mich The Perfection Cheese Cutter Cuts out your exact profit from every cheese Adds to appearance of store and increases cheese trade Manufactured only by The American Computing Co. 701-705 Indiana Ave. Indianapolis, Ind. Buckwheat We have the price. We have the sort. We have the reputation. SHIF US YOUR FURS Crohon & Roden Co., Ltd. 37-39 S. Market St. Grand Rapids, Mich. YOU Should send us your name immediately to be placed on our list for Xmas cat- alogue of post cards and booklets. Just what the name indicates. We furnish the pure, strong buckwheat flavor. We manufacture buck- wheat by the old fashioned stone method, thus retaining all the buckwheat taste. Insist on get- ting Wizard Buckwheat Flour. Send us your buckwheat grain; we pay highest market price. Grand Rapids Grain & Milling Co. L. Pred Peabody, Mgr. Grand Rapids, Michigan Suhling Company, 100 Lake St., Chicago Wholesale Fruits and Produce We now have a fresh car of fancy New York Danish Cabbage The Vinkemulder Company Grand Rapids, Michigan either phone, and find out. Mfrs. Process Butter 10 So. I BUTTER AND EGGS are what we want and will pay top prices for. We want shipments of potatoes, onions, beans, pork and veal. T. H. CONDRA & CO. Drop us a card or call 2052, onia St. Grand Rapids, Mich. We have a good outlet ship us. We Want Eggs We pay the highest market price. for all the eggs you can Burns Creamery Co. Grand Rapids, Mich. market price day EGGS I have some good egg cases and tops complete, 18 cents f. 0. b. Grand Rush them in before market declines. F. E. STROUP, 7 North Ionia St., Grand Rapids, Mich. I will give top of arrival or make you a price by phone or mail for immediate shipment. I also want Poultry, Veal and Hogs fillers almost new. Price with good Rapids. March 17, 1909 MICHIGAN TRADESMAN 37 Takes a Diplomat To Be a Good Boss. The man who enters an office to seek employment in direct competi- tion with perhaps a dozen of his fel- lows, unqustionably has a shard row to hoe, but the other fellow, the man behind the desk, has no task, either. If he is a careful man, and if he isn’t he has no business behind the desk, the apparently simple task of selecting from the possible half dozen eilgibles before him the single indi- vidual who will fill a vacaney to the best advantage becomes one of dif- ficulty and complication. easy “Here are four men,” said an office manager, displaying filled out application blanks. “One is just as good as the other, to all appearances. They are-about similarly experienced; they are within three or four years of the same age. Their references are excellent, and if there were four va- cancies every one of them have a place with us. But there is room for only one. Now, wouldn’t you like the job of picking out the best one—especially for a fine posi- tion like this one? four would “How am I going to go about it? I’ve done it already. Here is what I did. I said to each one of them: ‘I will write to you in a few. days.’ Three of them said: ‘All right,’ pick- ed up their hats and went out. The fourth “What’s the mtater with my dropping in to-morrow, and the day after, and the next day, un- til you make your decision?’ I asked him why he couldn’t as well wait for a letter. ‘Because,’ he said, ‘getting this position is the big thing in the world for me at present. And, frank- ly, I know the value of not being ‘out of sight and out of mind.’ one said: “He got the job. He was the high class intelligence of the four. “Another time I wanted a man in the collecting end. Two of the appli- cants stood the out test, and were as even in their quali- fications for the place as a_ well matched team. They both wanted the job, bad, too—incidentally, that’s one of the things that makes the picking of men a trying task to the fellow whose conscience has not hardened; most applicants need the job so bad- ly—and they managed to let me know what it meant to them to get it. There was a sort of a nice situation. I would have to blast the hopes of one man, have to send him out into the street jobless, after he had plan- ned and hoped to land with us. final weeding “T called up a friend of mine—head of another office—and asked him if he had or could make a vacancy for a man. He said yes. “‘THere, I said to these two fellows, ‘is an immediate opening for you. I have found that the place here won’t be ready for a little while, but this other place has sent word over that they have an opening right now.’ One of the men waited only to hear the name of the other firm and ducked. The other got up, fussed around a bit and was awfully disappointed. ‘What’s the matter?’ I asked. ‘This other job is a good one.’ ‘Yes,’ he said, ‘but I’d set my mind on getting in with this house.’ right. “In this case I know that I did jus- tice to myself and to the best man of the pair. Our man still with us, as good and steady a worker as I wish or hope to find. The other fel- low got careless after a few months, and they had to let him go. “Then, again, there’s the other kind. When you get a bunch of poor appli- He got 1m) all is cants and have to have a man right away. That's harder, really, although then you only consider yourself. It is harder to get at what’s in a poor man in an interview than the good one. The latter carries his quality in his expression, even if he’s been out of work long enough to have lost some of his nerve. Give him a chance and hell show what he will be under fav- orable circumstances. man won't. He enough. | The low class cant he don’t don’t know which He answers in monosyllables, and he ,Or know doesn’t loosen up enough to let you of and be. and fired from That al- ways tells on a man the next time he get a glimpse what he He’s airaid. may cowed embarrassed Probably he got the last place he worked. applies for a job. “But them in a hurry. of If you're lucky you get one that will fill in without doing you've got to pick one any harm. If you're not, you guess wrong, have a poor cog in your ma- chine for a week or two, and have to go all over the job of advertising and picking man. And) yet, EF suppose, there are lots of pretty good with the are trozen them and don’t themselves to the best advan- tage. It would be a lot better for them if they’d take a tip from this. And, Oh, how much easier it would for us.” Jonas Howard. Cea Useless. “Mildred,” murmured a young man, sinking on one knee, “for your birthday gift I offer—myself.” “Thank you,’ was the cold reply, “but I only accept useful presents!” ——__2 +. And Left the Hammers Home. great another men who get classed poor because they stiff you interview ones when show be fashionable A sewing-circle would be a institution if the women met to sew. ——_> 2. ___ The church does not lead folks to Heaven by looking like a funeral. BEANS AND Weare in the market for both. do our best to trade. CLOVER SEED If any to offer, mail samples and we will ALFRED J. BROWN SEED CO., GRAND RAPIDS, MIOH. OTTAWA AND LOUIS STREETS W. C. Rea A. J. Witzig REA & WITZIG PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. We solicit consignments of Butter, Eggs, Cheese, Live and Dressed Poultry, Beans and Potatoes. Correct and prompt returns. REFERENCES Marine National Bank, Commercial Agents, Express Companies, Trade Papers and Hundreds of Shippers. Established 1873 C. D. CRITTENDEN CO. 41-43 S. Market St. Grand Rapids, Mich. Wholesalers of Butter, Eggs, Cheese and Specialties Bankrupt Sale The effects of the Dudley Butter Company of Owosso and Saginaw are offered for sale as a whole or in part, consisting of two complete creamery outfits. To parties interested a complete inven- tory will be mailed. Address L. A. Sanderhoff, Trustee Owosso, Mich. Egg Cases and Egg Case Fillers Excelsior, Cement Coated Nails, Extra Flats and extra parts for Cases, always on hand. We would be pleased to receive your in- quiries and believe we can please you in prices as well as quality. Can make prompt shipments. L. J. SMITH & CO. EATON RAPIDS, IMICH. For Potato or Bean Bags write to ROY BAKER, Grand Rapids, Mich. Bags of every description, both new and second hand. Orders Wanted All kinds Field Seeds have prompt attention. Wholesale Dealers and Shippers Beans, Seeds and Potatoes Moseley Bros. Office and Warehouse Second Ave. and Railroad Both Phones 1217 Grand Rapids, Mich. Four Kinds of Coupon Books are manufactured by us and all sold on the same basis, irrespective of size, shape or denomination. We will send you samples and tell you all about the system if you are interested enough to ask us. Tradesman ompany - - - Grand Rapids, Mich. ‘ 4 i i é : - ? MICHIGAN TRADESMAN March 17, 1909 ~ 1) )))) yy) ww RDWARI TIES OF KWELI C((UE (aCe 4 LUA BY wrt Hard To Prevent Leaks in the Tin Shop.* It is my purpose, gentlemen, to try and tell you that nowadays it is get- ting almost a necessity to have a tin shop in connection with the hardware store; but what I wish to dwell on more particularly is the success of this tin shop and how to make it a success. In business there are two ways of teaching a desired end. In fact, these two methods apply to all phases of human activity; but nowhere do they count for more, or will they lose more than in business. One way is short and decisive; the other long and circuitous. Out of every 100 men working for a definite end and pur- pose, ninety-nine are taking the long- est, hardest and most involved way. This seems to be a large percentage, but nevertheless it is true. The question might be asked, What difference is there in the degree of success between the short way man and the long way man? The first mentioned is capable, is able to do things when he gets face to face with his ambition; he has energy, activity and life reserved for the really biz things of business. The second men- tioned, when he finally arrives at his destination after years of toil and wasted energy, has so spent himself that he can not grapple with the problems which confront him. He is unable to make the most of his op- portunity after fighting to get to it. We have a beautiful illustration of this in the old-time Grecian runners. ‘One starts gut boldly and daringly to outdistance the other runner at the first, but he who does not reserve his strength until the final spurt and who does not cunningly plan his every maneuver will never reach the| tape. When he does cross, it is long after the victor has received his laurels. Most men pick out the long way, under the illusion that it is the quick- est and shortest way. In business, men are inclined to seek the way of least resistance, which is usually the Jong way. The road to success in business is simply a highway of obstacles. It is not a smooth road. The average man where success awaits him. He starts out by going around the hugh stones and other obstacles and looks dili- gently for the straight and smooth path where there is nothing to both- er him. If he is persistent and hardy he will finally reach the other end of the road exhausted. He won't have the energy, the strength, the ambition to pry open the fingers that hold in their grasp what he wants. The gold he gets is only that which is |peeping out from between the closely |clutched fingers, a very small portion compared with what he might have gotten were he able. Meanwhile another has entered the road and is about to make his way jto its end. He also sees the ob- Istacles before him, but he is the |short way man. He resolves to face them and overcome them and not to avoid. He climbs over the rocks and obstacles. He picks his way care- ‘fully and uses all means possible to |pull himself up. The smooth stretch- [es of the path where his predecessor lingered in order to rest himself he ‘can glide over quickly. He reaches ithe end of the road and also finds ithe hand of reward tightly closed, /but he has not misspent this energy. |He can open it and find his reward iin full. Don’t try to get away from the oostacles which confront you. Meet | them, fight them, overcome them. |The success of the last conquest will |help you with the next; will develop /you and strengthen you. That is the ishort way and that is the history of lall the successful men of to-day. | They did not lie down and try to ‘crawl by; they stood up, faced the /enemy in whatever form it appeared ‘and downed it. I also mentioned in the first part of my paper, “How to make the tin shop a success.” In order to do this we must be short way men. And one other thing to make us so and also to have success with the tin shop is |to have system. Not so much that it | becomes a bore or red tape, but ;enough system so that you know that your business is being ‘carried on on a paying basis and not wait until the end of the year to find out whether It is a rough foot you have made a profit in the tin path, strewn with thugh rocks, but you can walk it if you are careful, if you plan and study your journey. confronted with this perspective immediately plans to shop or if there is a deficit; system, also, to know that you are getting paid for all goods going out of your shop and paid for the time you or your men have put on the different reach the other end by avoiding all jobs. obstacles he sees before him and those | he knows lie in the path farther on. That looks to him as the shortest, easiest way to the journey’s end *Address by S. Hazenberg at annual ban- quet Grand Rapids Retail Hardware Dealers’ Association, It seems to me I hear some say, “As for me, I know that I am paid for all time and material that go on each job;” but I dare Say, gentle- men, that this end of the business can not be watched too closely, for | on it depends largely the success of | the tin shop. | But some one may ask, “What kind of a system shall we have to know) that we are getting paid for all our time and material?” Have an order) made on an order sheet, made to! | your own liking especially for the| The order sheet is given | purpose. a number and the name of the cus-| tomer and the nature of the work are. written thereon. This order is given | to the tinner and all stock or material | that he uses should be put on this! order. Don’t depend upon your mem-} ory. Put the stock down before you | leave the shop and if any material is | left the same can be deducted from | order if it is worth deducting. The| same rule applies to the time. The} time begins as soon as the order is | given him and all time he has on this | order is recorded. This system is es- | pecially valuable when an order or job | runs for some time. If we had to de-| pend upon our memory and did not! have a good system, I dare say that| a good percentage of the time and | material would not be recorded and} hence never charged, and you the) loser. This will also enable you to, figure the cost of job. The time | should also be put on the time sheet | with the number of hours back of) each order number, and if a man! works ten hours, the time should be; accounted for. I am sure not one! of us can watch too closely to see | that each job is charged with the | right number of hours and the cor-| rect amount of material. If we try and carry out this sys-| tem, if we have not already done so, and also fight and overcome all ob- stacles coupled with getting a fair| price for our goods, nothing but) success will be ours. | ——_-22>_______ Praying for ease is asking to be an invalid. STEIMER & MOORE WHIP CO., MFGRS. Westfield, Mass. Do not lose a sale waiting—order now— || you get the goods. GRAHAM ROYS, Grand Rapids, Mich. State agent coming later. Salesmen wanted for Ohio and Indiana. H. J. Hartman Foundry Co. Manufacturers of Light Gray Iron and General Machinery Castings, Cistern Tops, Sidewalk Manhole Covers, Grate Bors, Hitching Posts, Street and Sewer Castings, Etc. 270 S. Front St., Grand Rapids, Mich. Citizens’ Phone 5329. A DIVIDEND PAYER The Holland Furnace euts 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. Grand Rapids Supply Company Valves, Fittings, Pulleys Hangers, Belting, Hose, Etc. Grand Rapids, Mich. Brilliant Gas Lamp Co. Manufacturers of the famous Brilliant Gas Lamps and Climax and other Gasoline Lighting Systems. Write for estimates or catalog M-T 42 State St. Chicago, Ill. Used Autos Runabouts - $80 to $350 Touring Cars $195 to $750 I make a specialty of the sale of used automobiles and am the largest dealer in Western Michigan. Send for my list. I can take your old car in exchange. S. A. DWIGHT 1-5 Lyon St., Grand Rapids, Mich. 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 Peari St. Grand Rapids, Mich. has proved popular. Its quarterly cash A HOME INVESTMENT Where you know all about the business, the management, the officers HAS REAL ADVANTAGES For this reason, among others, the stock of THE CITIZENS TELEPHONE Co. paid for about ten years. Investigate the proposition. dividends of two per cent. have been Display Case { No. 600 1000 Cases In Stock All Sizes —All Styles Will guarantee you thorough satis- faction both as to style, construction and finish. Write for catalogue G. GRAND RAPIDS SHOW CASE CO. GRAND RAPIDS, MICH. The Largest Show Case Plant in the World March 17, 1909 MICHIGAN TRADESMAN GRADUAL GROWTH. Local Industries Developed From Small Beginnings. When it comes to romances in in- dustry, the Grand Rapids Upholstery Company, located in the Comstock building, opposite Berkey & Gay’s, is an instance. Five years ago C. A. Lauzon was an upholsterer in the local factories. He was able to earn good wages at his trade but became tired of working for others. He open- ed a little upholstery and_ repair shop in a shed at his home on Lake avenue, and was his own solicitor of orders, his own workman and he de- livered the goods himself. In a few months he had outgrown the shed and moved into a barn, and then the moved into still larger quarters and finally into the building the company now occupies. The last move was made possible by the financial assist- ance of friends who had observed his methods and had confidence in him. The company manufactures a line of high grade parlor furniture and em- ploys between fifty and sixty hands. The next move will be when the lease to the present factory expires, and then it will be to a factory of fts own. And then there is Jandorf. Every- body knows Jandorf, or knows of him; for his baked goods, confections and catering. Jandorf arrived in town twelve years ago with about $15 in his pocket. He had come to this country two years earlier and had worked in New York. Life in the big city was not to his liking and it was through a relative that Grand Rapids was picked out as a new loca- tion. He found employment with Mrs. Hoffman at what was then known as the Woman’s Exchange, as a baker and confectioner, at $16 a week, the highest wage in that line then paid here. He saved his money and when he had accumulated $600 he ventured into a land speculation with a partner. This led to a lawsuit to get his money out. He won the suit and instead of trying another real es- tate flyer he opened a candy shop and bakery at Fifth avenue and South Division street, and catered as a side line. Instead of hiring helpers he did the work himself, even to deliver- ing the ice cream. In a couple of years he moved to his old store on Monroe street opposite Monument Park. Last fall he moved into the present double store farther down the street. He occupies the entire four- story building and has a double store frontage on Division street as well as the Monroe street front. He has up- wards of fifty employes in all depart- ments, and there is not a department in the entire establishment from the bake shop in the basement to the candy factory on the top floor to which he does not give his close per- sonal attention. Mr. Jandorf learned his trade or profession or art in the trade school in his native town in Germany and the diploma he receiv- ed upon graduation, attesting to his proficiency, is one of his proudest possessions. The manufacture of handicraft jew- 39 elry and metal goods is a Grand Rap- ids industry of such importance that about seventy-five hands are employ- ed at it, and the product goes to all parts of the country. The origin of the industry was in the organization of an arts and crafts society for the study of work in the metals, leather and wood. Superintendent Elson was one of the active forces in the so- ciety and many of the teachers were interested. Forest Emerson Mann, a graduate of Pratt Institute, was se- cured as instructor. When the so- ciety passed away Mann converted his studio into a work shop, with quarters in a Monroe street block. A few months ago he moved into new and larger quarters in the Herkimer building, where he employs about fifty hands. He works chiefly in cop- per and brass, some in silver and gold and for ornament uses the semi- precious stones or imitations of them. Mann originated the verde antique finish in copper and brass, and the odd handicraft scarf pins which have been so popular the past year or two were first brought out by him. He has four or five traveling salesmen and a branch in New York. Besides jewelry, he produces desk furnishings, odd bits of metal bric-a-brac, trays, lamp domes, candlesticks and various other things in which the opportunity for originality and artistic handiwork is to be found. His establishment is known as the Forest Craft Guild. Another establishment of the same character is the Valley City Handi- craft Shop, in which W. C. Price is the prevailing spirit. Price is a practi- cal jeweler and about a year ago es- tablished his shop in a Campau street block. He has recently removed to larger quarters in the Leonard build- ing. He works in brass and copper and has in preparation a line of goods in etched steel, which will be very old historically but very new in mod- ern art, as such goods have not been made in centuries. Besides these two establishments there are several small concerns, mostly home affairs, with markets limited chiefly to the neighborhoods and friendly circles. It may be worthy of mention that comparatively little of the product of the two big con- cerns is sold here, the great bulk go- ing to the big cities East and West. There have been instances of Grand Rapids tourists bringing home from New York or Boston some quaint bit of metal bric-a-brac which, had they sought for it, they would have found here, where it is made. Considerable quantities of Russian metal work are manufactured here. It is an industry that employs twenty or thirty hands. It was started at the Stickley Bros. chair factory, where the hammered copper and brass were wanted for furniture trim- mings. When the styles changed the workers, Russians chiefly and a few Syrians, started shops of their own. There are three or four shops pro- ducing trays, vases, urns and similar wares all by hand work and the goods are handled to a considerable extent through the furniture trade. The work is akin to handicraft, but there is no conflict or competition between the Russians and the American ar- tists. —_~+---—___. Root Bread Consumed By Sandwich Islanders. What bread is to the American or European, poi is to the native Ha- waiian. No meal is complete without it, and for the great majority of the natives it forms the principal article of diet. While they probably could at the present time live without this accustomed dish the time once was, before the advent of the whites to the islands and the introduction of new foods, that life without it would at least have been precarious. Poi is made from the tuberous root of the taro plant, a species of the Caladium family, of which the well- known elephant ear plant is also a member. The tuber, which averages in size that of a large sweet potato, is baked and afterward pounded up with water until a smooth white paste is obtained, much resembling a wheat flour paste, ‘except that the color is a pale pink or purple, dependent up- on the variety of taro used. This paste is allowed to. slightly ferment, or sour, when it is ready for use. In olden times each family prepared its own poi, the work be- done by the men, in fact were most other cooking operations. At the present time poi factories, in which machinery grinds the taro and mixes it on a large scale, have large- ly supplanted the old hand method. The Chinese of the territory have come to be the leading manufactur- ers of the product. Many of the white residents of the islands eat poi to almost the same extent as the natives, but the taste is largely acquired, and strangers ing as, seldom care for it. Poi has a high food value, and since it formed the principal article of diet of the old Hawaiians some persons have credit- ed it with the splendid physical de- velopment of the race. —_> + —__ The helpful hand is never empty. UU PUY TRADE WINNERS 7 : Wi Pop Corn Poppers, Peanut Roasters and Combination Machines, Many STyYces. Satisfaction Guaranteed. Send for Catalog. CINGERY MFG, CO..106-108 E. Pearl St. ,Cincinnati,O Dandelion Vegetable Butter Color A perfectly Pure Vegetable Butter Color, and one that complies with the pure food laws of every State and of the United States. Manufactured by Wells & Richardson Co. Burlington, Vt. Mica Axle Grease Reduces friction to a minimum. It saves wear and tear of wagon and harness. It saves horse energy. It increases horse power. Put up in 1 and 3 lb. tin boxes, 10, 15 and 25 lb. buckets and kegs, half barrels and barrels. Hand Separator Oil is free from gum and is anti-rust and anti-corrosive. Put upin %, 1 and 5 gallon cans. STANDARD OIL CO. 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 WH = SUNBEAM =— “Sun-Beam” Brand When you buy Horse Collars See that they Have the ‘‘Sun-Beam’’ label ‘They are made to wear’’ BRIGHT LIGHT Better light means better results in either business or home. More and better light for the least money is the result you get from the Improved Swem Gas System. Write us. M’F’D ONLY BY Brown & Sehler Co. Grand Rapids, Mich. WHOLESALE ONLY mettle Ore SWEM GAS MACHINE CO. Waterloo, Ia. March 17, 1909 MICHIGAN TRADESMAN = = = = = . ‘e's * ae te ee. yi mete ese 4 : 5 “ 5 — = = — — — = —, ~~” 7 CaSerereerernety))) _— —_ — ys MMWurtereg SAAS See ee Ub YY 4 AKC COMMON SENSE. Called Common Because It Is So Scarce. Once upon a time—that’s the way all true fables ought to begin—there was a man who had queer ideas, He read all the books about great men, and all that the magazines and news- papers had to say about great men, or men who, the editors thought, or pretended to think, were great. He was hunting for a true example of true success, was the man, and in the end the hunt became a monomania with him. Whenever he read or heard of a man who had won success in any peculiar and difficult manner he at once proceeded to investigate the case for himself. Sometimes he went to see the man who had won success, sometimes he talked with him, sometimes he only walked around and looked at the things that the man had done and won. But always, always he turned away with a sardonic smile upon his mouth, shook his head and said: “No, that man has not won success.” And sometimes he added: “As rank a fail- ure as ever broke into print.’ For he was a modern true fable charac- ter, and therefore must be permitted to use the slang of the day. One day it was a man who within the space of five years had sprung from the obscurity of a clerk’s po- sition to the pre-eminence of a post as President of a great railroad who at- tracted the attention of our hero, if a man of such quiet and modest aims may be called by that name. The papers were full of the story of the railroad man’s phenomenal rise. They printed his picture from the age of 11 up. They sent report- ers to interview his parents. They asked the railroad man to relate the Story of his rise and to lay down such precepts as had helped him to his great honor. The railroad man complied. The precepts were—but why should we write them again? So often have they been printed before this that if you saw a fresh list, be- ginning with the inevitable “hard work,” you would say “chestnut” and turn your eyes to the more original Monday announcements of your fav- orite department, store. To the successful man our hero managed to secure an introduction, and the introduction in turn was turn- ed into acquaintance, wihch soon ap- proached friendship. Thus our hero knew the success of the railroad man, and before long he turned from him sadly, saying: “They call him a success. They envy him. They laud him. They seek to emulate him. And yet he is one of the poorest examples of what a man may do with the strength that is given him that I ever saw. His wife does not speak to him. She sees him only when visitors at the house make it imperative that they appear together. His son only seeks him when he asks for money. His daugh- ter ran away with a chauffeur to es- cape from a home in which only hate and distrust have Sway. He has not one thing that makes life a suc- cess, save power. Power? They call him a great railroad man. What he is is a great railroad’s man—its slave. Poor, mistaken fool!” Saying this the seeker turned his steps away from the uncomfortable palaces wherein dwelt the railroad’s man and his ilk, and his feet wander- ed toward the more humble portions of the city. For his heart was heavy and his mind full, and he looked not where he went. Eventually he came to a street so dark and poor that its atmosphere disturbed even the ab- sorbed seeker. Looking up, he saw whither he had strayed, and he was angry with himself at thus wasting his time. For success, he knew, could not be found here. “Fool that I am,” he said bitterly. “Here I have only one short lifetime to use in finding one actual case of truly successful existence, which time from where I stand looks as if it will be considerably shy. And yet here I go like a blind mutt, straggling off in- to this part of the world where noth- ing but failure has its abode. I must hie me away to more promising fields as soon as a rattler can carry me.” But although a street car came past it went on its way without carrying the investigator. For even as he had spoken his determination to get hence his searching eye was attracted by one solitary, brilliant gleam in the sordid darkness by which he was surrounded. It was a strange gleam. It came from the second floor win- dow of a brick tenement house. It was made, apparently, neither by elec- tricity, by calcium, gas, or by the stuff that made John Archbold fa- mous. And yet, surely, it must have been one of those, since unusual meth- ods of lighting do not prevail in the poorer sections. The seeker was puzzled. He wish- ed to investigate, but the knowledge that investigating the homes of fail- ures was something out of his line kept him back. As he stood undecid- ed a stranger appeared to him and said: “They’re having a little party up there. Want to go up? Come along, then. We can see it all and hear 1}them speak without going in.” To his surprise the investigator found himself face to face with a closed door on the second floor and yet able to see and hear all that went on to the room whence came_ the light. A mother and her three sons and a daughter were in the room. The mother sat in a chair, her arms full of presents. The children stood around her and laughed at her evident embarrassment. “Why, mother!” they cried in chor- us. “Don’t you know? It’s your birth- day,” Then they all laughed so heartily that the strange light blazed with new energy. “My birthday? So it is,” said the mother. “I am 45. It’s just thirteen years since we came to live here. Chil- dren, now that you’re all grown up and working and earning good mon- ey, why don't you move away from here to a better place?” “Do you want to move, mother?” asked the daughter. “"l2 No, it is Home to me. But you— “Don’t say another word,” said the oldest of the sons. “Remember what you used to say long ago, when you were making vests in this room and keeping boarders to support us, that if ever you were rich you'd live right here and sit in a big, soft chair and laugh at the hard times we used to have when we were small. Well, we are not rich now, mother, but you can afford to sit in a big, soft chair in this room and laugh at the strug- gle you had when all alone and with- out the help of anyone you were bringing us up to be fairly good, Square people.” The mother rocked to and fro be- fore trusting herself to speak. “Yes, we are rich now,” she said, softly. “I, at least, am very, very Tich.” fhe seeker turned away. He was feeling a little choky in the throat. At the bottom of the stairs he found the stranger still at his elbow. “Tell me,’ demanded the “what made the light?” “Need you ask?” said the stranger. “Didn’t you see and hear how they loved one another? Didn’t you hear what the boy said about what the mother had done? Didn’t you see the mother’s face beam he talked? Didn’t you hear what she said about being rich?” seeker, as The seeker bowed his head. “T saw,” said he. “I heard.” After a silence he said: “Tell me, who are you that enabled me to see and hear those things, although I was not in the room and although the door was closed?” “I,” said the stranger, “am! Com- mon Sense, the child of Human Un- derstanding and Sympathy. Men call me Common because I am so scarce. Well, good-bye; I hope you enjoyed our little party.” And with this he fled back to the room from which came the strange radiant light. The seeker jumped on a car and went home. He tore up his volumes, his -notebooks and scrapbooks about great men. He threw them into the fire and watched them burn. He took off his well worn shoes and sat for a long time with his stockinged feet against the wall. Finally he took them down and prepared to retire. “Ho-hum!” he yawned, in great relief. “I can sleep as long as I darn please to-morrow morning. No get- ting up to go chasing after some- body who’s won real success. Nope; no, siree; I’ve found a case at last.” Oliver Henry. ee Money Back On Wedding Gifts. “If you want a dealer in silverware to refund money for goods: you wish to return, just tell him the article was intended as a present at a wed- ding that has been called off, and you'll get your money,” said a clever woman. “I have had money refund- ed already this season on a set of knives and forks and a fruit dish. They really were bought for presents, and the weddings really were broken off, thereby throwing the things back on my hands; but if they hadn’t been I probably could have made the mer- chant believe so, and he still would have given me my money. “It is doubtful, though, if I could have got around him any other pretext. As a rule jewelers and sil- versmiths dislike to refund money, but in case of interrupted nuptials they relent. They realize that it isn’t the customer’s fault that the wedding bells refused to ring, and are willing to save him from loss.” on “The Smile That Won’t Come On” They all wear it in some ~* hotels, The moment you step in Hotel Livingston Grand Rapids you see the word WEL- COME written across every face. 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 F. Main, Proprietor lowa City, lowa, U.S. A. G. J. Johnson Cigar Co. S.C. W. El Portana Evening Press Exemplar These Be Our Leaders March 17, 1909 MICHIGAN TRADESMAN 41 ORGANIZE FOR ACTION. Michigan Shippers Get Together in Joint Meeting. The Michigan Shippers’ Associa- tion was organized at a conference held at the Board of Trade rooms in this city Tuesday afternoon, The pur- poses of the organization are to in- vestigate freight conditions and to secure a more equitable adjustment of rates and ratings. The organiza- tion shall be made up of delegates from local Boards of Trade and trade organizations in the cities of West- ern and Northern Michigan and any expense incurred shall be met by a per rata assessment on the local as- sociations. The temporary officers elected are President E. A. Stowe and Secretary Clarence A. Cotton. When they shall gather desired data and formulate more definite plans another meeting is to be called to effect a permanent organization. The conference was called by the Transportation Committee of the Board of Trade and was attended by delegates from a dozen different cit- ies, beside the local committees. The deliberations were marked by earn- estness of purpose and a cordial spir- it of sympathy and co-operation. Chairman Robert W. Irwin, of the Board of Transportation Committee, called the meeting to order and after welcoming the visiting delegates ex- plained the purposes as follows: For years the Grand Rapids Board of Trade has known of the discrim- ination against this territory in the matter of freizht rates to and from the Atlantic seaboard, and for years it has made repeated attempts to have this discrimination removed, realizing that our jobbers and manufacturers were direct sufferers thereby. Our at- tempts, however, have been without avail, for as often as we have plead- ed our cause before the railroad ofh- cials as often have we been told that nothing would be done. Fortunately, there has been created in the Interstate Commerce Commis- sion a court to which we can appeal that has jurisdiction in this matter. For the purpose of determining the rates to the Atlantic coast, the Mid- dle West territory was divided into zones or groups and Chicago was made the basic point. These zones or groups were given a certain per- centage of the Chicago or basic rate. What governed in all cases in fixing these percentages, it is hard to say. No doubt but that, at the time they were made, the localities that were alive to the situation and saw to it that their community was not dis- criminated against did a greater work for themselves than possibly they ap- preciated at the time. Once fixed, these percentazes have, in most cases, stood like the Rock of Gibraltar— not within the power of man .to re- move. The Grand Rapids Board of Trade decided some time ago to start an ac- tion before the Interstate Commerce Commission for relief in this matter. In going over the situation to pre- pare the proper data, it became very evident to us that we were not alone the sufferers by reason of this dis- crimination, but that the entire west- ern and northern part of our State were in the same condition. As the metropolis of Western Michigan, we have a great interest in the develop- ment of this section of the State. It is the natural territory for our job- bing and wholesale interests. There- fore, you have been invited by the Grand Rapids Board of Trade to this conference to consider the advisabil- ity of joining with us in a common cause. There can be no doubt but that the discrimination against this section is a great hindrance to its development. This must be particu- larly true with the northern part of the State, whose percentages are even more unfair than the remainder of the section referred to. I would like to call your attention for a few moments to the map which was made by the Secretary of this or- ganization several years ago. These maps are not furnished by the rail- road companies! Chicago, the basic point in these calculations, is 912 miles from New York. I will give you a few illus- trations of the discrimination against this section of the State: Miles from Present Should New York percentage be Excess Grand Raplds.. 813 96 90 5 Manistee ...... 873 112 96 16 Ludington ..... 866 100 94 6 Traverse City. 910 115 100 15 Cadillac ....-.. 932 110 102 8 Lansing fe 754 95 83 12 Kalamazoo ... 824 96 90 6 I regret that I have not had the time to compile the figures for the remainder of the places which have been invited to send representatives to this meeting, but you can readily judge from what I have given that the entire territory is entitled to lower percentages. Upon the basis of 912 miles to Chi- cago, the percentage per 100 miles figures eleven per cent. Now let me call your attention to a few points in the Indiana-Ohio territory which I think prove our case: Figures upon Miles from __— Present mileage New York percentage basis Over Indianapolis .. 825 93 91 2 Fort Wayne.. 764 90 84 6 Cincinnati- Hamilton 788 87 87 6 Dayton-Troy - 728 84 81 a Alvordton- Detiance 750 85 83 2 Lima-Ottawa- 715 80 79 1 Detroit-Toledo 699 78 a 1 I submit to you that we are justly entitled to a rate basis upon mileage over the shortest workable route. Why should the first-class rate to New York from Indianapolis, a dis- tance of 825 miles, be 70 cents and from Grand Rapids, a shorter dis- tance, be 72 cents? Possibly mileage does not govern in this matter and if not will our railroad friends tell us how in every instance in the groups I have cited, except Fort Wayne, if figured upon a mileage basis, it comes out within one or two per cent. of the percentage fixed by the railroad companies themselves? They will, undoubtedly, tell us of the complexity of the problem and all that must be taken into account in fixing rates. But what different conditions of rail- roading are encountered in Ohio and Indiana than in Michigan? Do you suppose it actually costs more, per ton mile, to haul freight from Indi- anapolis to New York than from Grand Rapids or Lansing to New York? We may not know much about rail- roading, but we, as manufacturers and merchants, know enough of the general conditions within both terri- tories to know that there is not one particle of truth in such a statement. Railroad companies claim, according to their testimony before the Inter- state Commerce Commission in the Saginaw case, that water transporta- tion was not taken into consideration in fixing these percentages, therefore it should not be taken into considera- tion at this time. The rates from the seven Michigan cities I have named average 10 per cent. more that would figure upon a mileage basis, while from the Indiana-Ohio territory quoted the average is only 2 per cent., and without the city of Fort Wayne it would only average I per cent. more than the mileage basis. In this day, when railroads are con- stantly being brought to the bar of justice for discriminating against shippers, why should they not be called to account for discrimination | as between localities? | We have the| right and should demand the rates| our geographical situation entitles us| to. If it is decided by this confer-| ence to institute proceedings before! the Interstate Commerce Commis- | sion it will be necessary to employ | attorneys to prepare the case and we| must have good attorneys and they, | as you all know, cost money—even | the poor ones. In my judgment, we| should perfect some organization that | can take this matter up and carry it} through. Ways and means must be provided before the obligations are contracted. This ts a most important | matter to the shippers and I do not believe that there will be any trouble in providing the necessary money to} prosecute the case. Mr. Irwin was made Chairman of the mecting and John T. Gibson, of | Battle Creek, Secretary. The results to be achieved and how to achieve them were then open to discussion. E. A. Stowe said he could not add much to what Mr. Irwin had said, but that no sane man could look at the chart showing the ratings in Michigan and believe that Michigan was get- ting a fair deal. Since taking up this matter the fact has been discussed that Michigan is also. discriminated against in favor of Wisconsin to the Southern and Western points. Wheth- er reform in that direction as well ea in the sea board rate had better be | taken up at this time is a question to | be considered. The agitation here | interests of the railroads, and shippers here have been assured that if Grand Rapids will ask for herself alone the desired concessions will be granted. Grand Rapids, however, demands that justice be done to all Western and Northern Michigan. Chairman Irwin explained what Saginaw and Flint are doing to ob- tain relief from discriminating rates. They have a case before the Inter- state Commerce Commission and hope to obtain a favorable decision. The Saginaw case, however, has no bear- ing on the Western and Northern Michigan situation. The question at issue is not the mere fact of discrim- for better ratings has awakened she! ination on a geographical basis but whether that discrimination works for injury and loss. The Ohio and In- diana rates were fixed twenty-five years ago and at that time the ship- pers in those States seemed to have been alive to their interests and were fairly treated accordingly. Michigan did not seem to be represented and the railroad men did as they pleased. A. M. Fleischhauer, of Reed City, and Chas. Emerson, of Traverse City, testified to their timely interest in the subject and tendered their best assistance in obtaining facts upon which to base action. Chairman Irwin said this city had mapped out no plan of campaign, that in his opinion competent attorneys should be engaged to secure the evi- dence and prepare the case and if need be appear before the Inter-state Commerce Commission. The fund should not be less than $10,000 to in- sure getting the best legal talent and making the hardest kind of a fight. C. E. Cartier, of Ludington, did not believe any such sum was necessary, and said that by making a proper showing any time our district could obtain relief as Ludington has been relieved. F. M. Bashelier, of Ludington, who was chiefly instrumental in obtaining a readjustment for Ludington, ex- plained how he did it: He said he first wrote to the railroads and was laughed at and to the Inter-state “ommerce Commission and received a stereotyped reply. He then col- lected a mass of data, showing thhow Ludington was discriminated against and what injury this discrimination was doing. When these tangible and definite facts were sent to the Com- mission an official was at once sent to Ludington to investigate, and al- most immediately the railroads gave notice of a change in rating. Lud- ington was given the Chicago rate, all that it asked for, and it makes a difference of $34,000 a year to Lud- ington in the outgoing freight alone. The old first class rate to the sea board was 06 cents and to the Mid- dle West 56 cents, and the rates to these points now are 75 and 46 cents. Ludington got all that it asked for and got it by backing complaints with tangible grievances. Mr. Bashelier be- lieved that any town or district could do the same without any costly liti- |gation or high priced legal talent. Chairman Irwin said that getting the facts was the first essential, and it is to get these facts and put them into shape that the attorney is needed. M. S. Sanders, of Traverse City, said that the railroads would be rep- resented by attorneys before the In- ter-state Commerce Commission and those who have grievances should be as well represented. He believed that before going to the Commission after collecting the data an appeal should first be made to the railroads themselves. The railroad men are inclined to be fair and should be giv- en a chance to make the changes asked for before being forced to make them. But the shippers should be loaded with facts and a permanent or- ganization is desirable, and there (Continued on page forty-eight.) March 17, 1909 MICHIGAN TRADESMAN and so does your directory and the/enough to send the customer sale of stamps and the free sample|where, and this is only an else- instance of perfume from an atomizer kept|to show that every customer must be filled for the purpose. We might go /|treated considerately, and that we on and name many such things in|must at all times control ourselves which there is no apparent profit, but jor else say and do things which re- the wide-awake man knows different-|sult in the loss of business. No mat- ly, for they are all splendid adver- | ter whether we be proprietor or clerk tisements, provided you do not ex- |Our interests are identical, for if the tend these accommodations in a man-|clerk does not have sufficient interest ner which shows you are offended.|in his employer’s business to guard Better not sell stamps than to throw |it against loss and increase it when on at a customer, but the public|opportunity offers, to Say nothing of has a mighty poor opinion of a nee opportunities on his own ac- | | 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 John J. Campbell, Pigeon. Michigan State Paarnaveution! Assocla- tion. President—M. A. Jones, Lansing. First Vice-President—J. B. Way, Jack- son. Second Vice-President—W. R. Hall, rushing to wait upon someone we know, only to neglect the stranger, and this is a mistake. store without stamps and you give/count, then he is not worth his sal- i a bad impression of your store by ary no matter what it may be. “a refusing to handle them. We recall another instance where Trade follows children in many |a tired, wornout clerk deliberately in- cases, and it pays big to treat the/sulted a customer who asked for a little folk right—an occasional gift /bottle of a certain kind of nerve re- to the youngsters of a toy or candy/storer which had a trade name anda is a good investment. distinctive label. The clerk had to The man or woman who comes in to see your directory or to enquire for a resident in the neighborhood, or to purchase a stamp is a possible permanent patron or can be made so, Manistee. a Vice-President—M. M. Miller, n, Secretary—E. E. Calkins, Ann Arbor. Treasurer—A. B. Way, Sparta. Practical Hints on Winning Trade. A day rarely passes but that we run across some little experience that shows us that the failure of many stores to reach a greater success is due to the careless manner of han- dling business which comes to them voluntarily or which has been brought by the expenditure of good, hard earned coin in advertising. One careless or discourteous clerk can do more harm to a business than two good men can overcome, and to illustrate we must recite the experi- ence of a friend who had been per- stiaded to transfer his business from one gentleman’s furnishing store to another because it was represented to him by his acquaintance who sug- gested the change, that the new store had better styles; that the proprie- tor was a fine fellow, etc., ete. Ac- cordingly our friend, being in need of a new hat, went to the new store and found the style hat he wanted but could not be fitted. The clerk, of course, insisted that another style suited him better, but he said no, and as he was in no hurry would wait un- til they could send to the factory, and Stated that he would of course stand express charges. His order was tak- en, and after waiting two weeks he was called up on the telephone by the clerk and told that they had a hat in| stock which they thought would just suit him and said they had not order- ed the other as it would be consid- erable trouble and besides his face was not suited to the hat he ordered, etc., etc. It is hardly necessary to say that the order was cancelled very prompt- ly and our friend has gone back to his old store. . Now this man’s business would have been worth somewhere in the neighborhood of $150 a year to this store and it had cost them nothing to secure it, but they found it too and the little attentions which cost only ordinary politeness bring big re- Big Rapids and fifteen or twenty from the turns. Clerks should be instructed to greet customers in a manner that will convey the impression that their patronage is appreciated and not as though they were intruders upon some private property. If he cannot} take this view you will do well to discontinue his salary for a few weeks in the hope that he will seek other fields for his Jabors. City stores that are in touch with the jobber should never allow a cus- tomer to go away because you do not happen to have in stock what they have called for. Get it and deliver it and your attention will be reward- ed with more business. There are thousands of little atten- tions which can be given customers that cost us nothing and are worth much. The woman who drops into much trouble to cultivate his patron- age and therefore lost it. Of course they didn’t know he was a possible | permanent customer, but he was. went] so is every man, woman or child who enters your store. We often make the mistake of | | your shop with a dozen ‘bundles in her arms will certainly appreciate it if you will offer to put them in one package for her, or if you will say, “I will have a boy take those over for you, Mrs. Blank.” The writer when a clerk in a large | store in Denver was one time waiting/then to a balcony whe Warner school at Marlette. upon a customer who had been a pa- tron of the store for twenty years and who brought a formula for a baking powder to be put up, and repeated in a tone of warning no less than a dozen times that only pure cream of tartar should be used—in fact, the dear old lady was so persistent ni her demand for only a pure cream of tar- tar, and the store being full of cts- tomers and our patience exhausted we returned the recipe and suggested that she take it to a good drug store as we felt quite sure we could not fill it properly. Of course we—the clerk—didn’t know that our customer gave the store that was paying our salary a business averaging from $30 to $40 a month, but we learned all about it in a very short time after, when the porprietor invited us to inspect the books,‘ and our relations with that firm came very close to ending right there. Fortunately the store did not lose the account but through no fault of Your telephone brings customers ours, for the plain discourtesy was walk to the rear of the store and re the stock During the present session of the State Board of Pharmacy the Hazeltine & Perkins Drug Co., following its usual custom, has placed its extensive collection of crude drugs and chemicals on exhibition in its laboratory. invitation to all candidates for examination to call and enjoy its hospitality during their stay in the city, and nearly one hun- dred students have taken advantage of the opportunity offered to inspect the drug specimens, The class taking the examination includes about forty students from the Pharmacy Department of the Ferris Institute at The house issued a general was kept and found the space va- cant, which meant that he must go to the basement and open a case, which he did, returned to the counter and proceeded to wrap it up when the customer examined the carton carefully and remarked that she did not believe it was the right kind. The clerk answered, “No, Madam, Idon’t suppose it is, but it’s the only kind that’s made.” Madam bought her nerve restorer elsewhere. Do you make it a practice to ob- serve the manner in which your clerks meet customers? It will pay you to do so, and it isn’t always nec- essary to discharge a man on the spot when you find him short on patience and tact. Have a talk with him and above all things set him an example in your own method. If you are short and gruff with customers ex- pect your clerks to be the same, for they will be and your lectures will go unheeded.—Pacific Drug Review. ar Friendship is often a severe test of love. March 17, 1909 MICHIGAN TRADESMAN 43 __WHOLESALE DRUG PRICE CURRENT Acidum Aceticum Benzoicum, Boracie Carbolicum Citricum Hydrochlor Nitrocum Oxalicum Phosphorium, Salicylicum Sulphuricum ... Tannicum Tartaricum Ammonia Aqua, 18 deg. Aqua, 20 deg. Carbonas Chloridum seer eee eeeee wee. ee eeeee eeoreee Aniline sete eee eesese Gubebae Juniperus .. Xanthoxylum Balsamum wpeleseese eoeseece Copaiba Peru Terabin, Canada Tolutan ee seco reeee Cortex Abies, Canadian. Cassiae Cinchona Flava.. Buonymus atro.. Myrica Cerifera.. Prunus Virgini.. Quillaia, gr’d. Sassafras...po 25 Dias .........- Extractum Glycyrrhiza, Gla.. Glycyrrhiza, po.. Haematox ....... Haematox, Haematox, %s Haematox, 4s Ferru Carbonate Precip. Citrate and Quina Gitrate Soluble.. Ferrocyanidum s Solut. Chloride .. Sulphate, com'l . Sulphate, com’l, by bbl. per cwt. . Sulphate, pure .. Flora Arnica ..... acc: Anthemis Matricaria Barosm Canin *acutitol, Tinnevelly ... Cassia, Acutifol.. Salvia’ officinalis, %s and ss ... Uva Ursi .. eeeee Acacia, Acacia, Acacia, ‘ Acacia, sifted sts. Acacia, pO .... Aloe, Barb .... Aloe, Cape ..... Aloe, Socotri .... Ammoniac Asafoetida Benzoinum Catechu, 1s Catechu, %s .... Catechu, 4s ..... Comphorae Buphorbium .... Galbanum ....... Gamboge ....po..1 25 Gauciacum po 35 Kino ..... po 45c Mastic .......... Myrrh ....po Ap: oo 6 ss... 4 60 SHeine ..5.:..... Shellac, bleached 60 Tragacanth 710 to wo eereee seeeee nwo oj - 99959999989H999HSHSHNHHIQAOS i H Absinthium ..... Eupatorium oz pk Lobelia ... oz pk Majorium oz. pk Mentra Pip. oz pk Mentra Ver. oz pk Rue (0... :: oz pk Tanacetum..V.. Thymus V..oz pk Magnesla Calcined, Pat. .. Carbonate, Pat. Carbonate, K-M. Carbonate ....... 55@ 18@ 18 180 Oleum Absinthium ..... 4 90@5 Amygdalae Dule. 1@ An.ygdalae, Ama 8 oi AME ew ces Auranti Cortex 4 00@4 Bergamii ........8 50@9 COROUet . 2.65.55 5@ Caryophilli ...... 1 10@1 CAAT coi e ss i 4 Chenopadili -.8 75@4 Cinnamoni ---1 VE@1 Citronelia ...... . 600 Conium Mae .... 8#@ 25 00 Copaiba ....... «ok T5@1 85 Cubebae ...... --2 15@2 25 Eimigeron .... 2... 2 35@2 60 Evechthitos ..... 1 00@1 10 Gaultheria ...... 2 50@4 00 Geranium ....oz. 15 Gossippii Sem gal 70@ 15 Hedeoma ....... 00@3 50 gumipera ........ 40@1 20 havyendula ...... 90@3 60 Eimones. .. 00.0.5: 00@2 25 Mentha Piper 1 75@1 90 Menta Verid .-3 00@3 50 Morrhuae, gal. .1 60@1 85 Myricia ......... 8 00@8 650 Olive ..... 2..... 1 00@8 00 Picis TAquida 0@ 1 Picis Liquida gal, @ 4 icing. ..:........ 94@1 00 Rosae 0%. 2...... 6 50@7 00 Rosmarint .....:. @1 00 Sabina .......... 90@1 00 Santal .........- @4 50 Sassatras ....... 85@ 90 Sinapis. ess. oz @ 65 mueCelny 2.0.6... 40@ 45 Thyme .......... 40@ 8 Thyme, opt. = 60 Theobromas '.... 15@ 20 Tig) 2.3.06 ls. ee 1 10@1 20 Potassium Bi-Carb ......... 15@ 18 Bichromate ....- 13@ 15 Bromide ......... 25 30 ORO 6. eek, 12 18 Chiorate .....- po. 12@ 14 Cyanide ......... 360@ 40 Todide |... .......: 2 50@2 60 Potassa. Bitart pr 30@ 32 Potass Nitras opt 7@ 10 Potass Nitras 6@ 8 Prussiate ........ SQ 2h Sulphate po 15@ 18 Ix Aconitum ....... 20@ 25 Althae ¢.......... 30@ 35 Anehusa ........ 10@ 12 ArPNM pO ........ @ 25 @alamus ........ 20@ 40 Gentiana po 15.. 12@ 15 Glvchrrhiza pv 15 16@ 18 Aellebore, Alba 12@ 15 Hvdrastis, Canada @2 50 Hvdrastis. Can. po @2 60 Tne. po. ....... 18@ 22 Tnecac, po .....-- 2 00@2 10 Irfe plox ......-. 35@ 40 Valana. pr. ...... 25@ 80 Maranta. 4s .. @ 85 Podophyllum po. 15@ 18 Rel: ... 0.0.00... 7T5@1 00 Frenet cut ....... 1 09@1 25 Rhett vv. ....... 75@1 “0 Saneuinari. po 18 @ 1h Scillae, po 45 20@ 25 Senepa 92.2.5... 85@ 90 Sernentaria ..... 60@ 55 Smilax, M ....... @ 2 Smilax. offi’s H.. @ 48 Spieelia ....2.... 1 45@1 60 Symplocarpus @ 25 Valeriana Eng. @ 25 Valeriana, Ger... 15@ 20 mineroer & .......- 12@ 16€ Zingiber { .....: 25@ 28 Semen Anisum po 20 . @ 16 Apium (gravel’ s) 13@ 15 Bird 16 2.3... 4@ 6 Cannabis Sativa 1@ §& Cardamon ....... 10@ 90 Carnai po 15 ..... 15@ 18 Chenopodium 253@ 30 Cortandrum ..... 12@ 14 Cvdontim ....... 5@1 An Dipterix Odorate 2 00@2 25 Foeniculum ..... @ 18 Foenugreek, po... 70 9 Tint 6.6... 4m 6 Lint. grd. bbl. 2% 8@ 6 HOpewlea 2.2.05.) .. T5@ &N Pharlaris Cana’n 9@ 10 ADA foe c ete 5@ Sinapis Alva .... 8@ 106 Sinapis Nigra 9@ 10 Solritus Frument! W. D. 2 00@2 50 trument! ....... 1 25@1 50 Juniperis Co. ...1 75@8 50 JTuniperis Co O T 1 65@2 00 Saccharum N F 1 99@2 19 Snt Vini Galli 1 75@6 50 Wini Alba =...... 1 25@2 00 Vini Oporto ..... 1 25@2 00 Sponges Extra yellow sheeps’ wool carriage @1 25 Florida sheeps’ wool earriage ......3 00@8 50 Grass sheeps’ wool, carriage ....... @1 2 Hard, slate use.. @1 00 Nassau sheeps’ wool carriage ;...... 3 50@3 75 Velvet extra sheeps’ wool carriage @2 00 Yellow Reef, for slate use ..... @1 40 Syrups i Rescla | occ: @ 650 Auranti Cortex @ 650 Merm. Tod ...0:.. @ 60 pee aoa we a @ 60 Rhet Arom ..... @ 650 Smilax: Of's 50 60 Benems ....- 2:3: S se si sei tes siviewc « @ 40|Rubia Tinctorum 12@ 14/ Vanilla ..........9 0@ ee 4ycopodium .... 70@ %6| Saccharum La’s 18 20|Zinci Sulph ... 7 é 7 | Macta .......... 65@ 70|Salacin .........4 s0o4 16 . Oils “6 On... anguis Drac’s Scilla @ 60| Magnesia, Sulph... 3@ §&| Sangu 40@ 60 gal. tise Ga e ge | Sagnesia, Sulph. bbl @1%|Sapo, G ... ..... @ 15|Lard, extra ..... 3@ 96 Ton ....... «@ bo Mannia 8. 2 ale M weseeee. a 13 1x6. 1..... 60@ 665 Prunu £6 wine ws MOO We. .ac. ee nse jure raw 4/ .. oo g 3 ee SP&W 3 3008 15 | Seidlitz Mixture Bg 22 | Linseed, Foiled .~ - ah Borphia, SNYQ : 90@3 15|Sinapis .......... 18| Neat’s-foot, w str 65@ 7 Tinctures | orphia, Mal. 2 90@3 15/ Sinapis, opt. .... $ 8U|Spts. Turpentine ..Marke ee Moschus Canton... 40 Snuff, Maccaboy Whale, winter .. 70@ 7 ae ecesccdae 0 | Myristica, No. 1. 25@ Davocs 51 1 Aloes & Myrrh.. ;Nux Vomi @ pn Anconitum | Nap’ 'sF 50/0 omica po 15 @ 1@/Snuff, S’h DeVo’s @ 61/Green, Paris ....29%5@38% aucaieas Walaa 60 s Sepia .......... 5@ 40)Soda, Boras . 6@ 10\Green, Peninsular 18@ 16 a ~ a oo Saac, Soda, Boras, po... 10| Lead, red ..... -- 14@ 8 meateciian 50 | he ae es a @1 00) Soda et Pot’s Tart 25@ 28| Lead, white ..... 7%@ 8 Avene Belladouua ae NS [20@. Camm ...... 1%@ 2|Ochre, yel Ber..1% 2 Aneel Gace 50 | Sal dom |... ...: 2 00) Soda, oe . 4$ 6| Ochre, yel mars 1% 2 @4 fo - se picis Tia ats ... @100/Soda, Ash ...... %@ 4|Putty, commer’l 2% 2%W3 aa le go! pics, Lia. pints. . g 60} Soda, Satya 2| Putty, strictly pr 2% 2% 3 na a: se, Pil Hydrarg po 80 60/Spts. Cologne .. @. 60|Red Venetian ..1% 3 8 Poa 75 oper Alba po 85 @ 80/Spts, Ether Co. 50@ 55|Shaker Prep'd ..1 25@1 35 Canatesen Piper Nigra po 22 @ 18/Spts. Myrcia .. @2 60| Vermilion, Eng. 18O 80 3 oo 16 to . 29 a a wee bbl Vermilion Prime soeece eee pts. ect Lee American ..... 18 1 ao o _ 76 Pulvis Ip’cet Opil 1 — 60| Spts, Vii R’t 4 zl @ Whiting Gilders’ 9s ao a cutifo 50 Pyrenthrum, bxs. Spts, Vii R’'t5gl @ Whit’g Paris Am’r 1 25 a no 50, & P D Co. doz. S23 Strychnia, Crys! 1 10@1 80|Whit'e Paris ng. ce os pes eeecles 100 Pyrenthrum, pv. 26 s Sulphur Subl ....2 cif 2.1.0... 1 40 Ci pea u 50 Quassiae ........ > Sulphur, Roll .-2%@ 3%| Whiting, white S’n 3 9 - . a S0| Quina, N. Y. ..... 17 21| Vamarinds ....... 8@ 10 Varnishes ei a. e 50 Sains. S Ger _.... 17@ 27|Terebenth Venice 28 30| Extra Turp -1 60@1 70 aa be Quina, S P & W. 16 271 Thebrromae ...... 0@ 655 No. 1 Turp Y Cosa 10@1 20 Bimitalia <....... “ Ereot .....-....- 50! Ferri Chlesiiues 85 a a 50 ‘ entian Co, 60 Guigca .......... 50 G d R d Guiaca ammon.. 60 ran a I S Hyoscyamus 50 . fae |... 73 St t ¢ Iodine, colorless 75 King ... 22.052... 50 a lonery 0. Lobelia ........4. 50) a. a A Oe alece cs 50) ux Vomica : 60 : Cet 1 25 Valentines, Hammocks Opil, camphorated 1 00° Opil, deodorized 2 00 and Quassia .......:. 50. Rhatany .. ..... 50) ° Bihel woo cecees 50 Sporting Goods Th ‘Sanguinaria .... j Serpentaria ..... 50 | radesman Stromonium 60 Valent 50 { Falerian § ....ccss Veratrum "Veride 134-136 E. Fulton St. ompany ngiber ......... L eonard Bidg. Miscellaneous 8 \ EF n 4 r av © rs Aether, Spts Nit 8f 30@ 35 G ' Aether, Spts Nit 4f 34@ 38 rand Rapids, Mich. and wits i Wo ers Alumen, grd po Amnatto «........ 60 Gran api S, Mich.| Antimonli, po ... 5 Antimoni et po T 00 60 Antifebrin ....... 20 Antipyriz si — ’ Argenti Nitras oz @ 63 F: Arsenicum .....- 10@ 12 Balm Gilead buds 60@ 65 Bismuth S N ...1 65@1 85 Calcium Chlor, 1s g 9 Calcium Chlor, 4s 10) Calcium Chlor, %*s @ 12) Cuntharides, Rus. @ 90, e r r Capsici Fruc’s af @ 20, Capsici Fruc’s po @ 22) Cap’i Fruc’s B po g 15 | Carmine, No. 40 4 255 Carphylius ..... - 20@ 22 a xructus .. g = ataceum ..... ‘ | | Centraria ....... @ 10 V V T Cera Alba ...... 50@ 65) € are agents for the | Cera Flava ..... 40@ 42) @rocus 212.02... J 30@ 35 | | Ghieroform ..... 34@ 54, | Chloral Hyd Crss 1 35@1 60, Chloro’m Squibbs @ 90/\9) Chondrus. .,...-. 20@ 25) Cinchonid’e Germ 388@ 48: Cinchonidine P- * 38@ 48) Cocaine ......... 3003 00 Corks list, “jess 18% Creosotum § ...... 45 Creta ....; bbl. 75 2 Creta; prep. a sang dew nd 4 Rol? River, flats 2 25@2 75) Punham's 4s & Ys 26% pete ee ee OE eee ees 8 00 jecaotsnbaccosesce . &, : ed Alaska ....1 35 unham’s Ys ........ 27 . a : were Cocoanut -..--+--0++0+ $ 1G BROOMS ae Pink Alaska |... a1 00 Sana'a . 28 ee Ma. 1% - a. te jocon, BD wenercncsce oO. arpet, 4 sew ..2: Sardines | | Bulk .................. 12 Seresee sreen, Wi Koffee ........-2-++2+-- 3) No. 2 Carpet, 4 sew ..2 40} Domestic, %s v 3%@ 4 COFFEE Ravena Jumbles ......12 | Green, Scotch, bu 7 2 35 Confections ...........- 11] No. 3 Carpet, 3 sew ..2 25| Domestic, %s ..... @& Rilo Revere, Assorted ..... 14 (SDN Th 04 Crackers ........+.++.-- 8/No. 4 Carpet, 3 sew ..2 10| Domestic, % Mus. 64%@ 9 |COmmon .......... 10@ 13% | Rune ewan a nevesereo ee - ao Cream Tartar .......... 4| Parlor Gem .......... 2 40) California, %s ..11° @14 | Hair -...--....e. ee eee, 14% | Scalloped, Gems ...... 10 | East India .. 5 D Conimnd Wate torte » California, %s ..17 @24 oe fees eee 16% a ues ee 4 German, sacks .......! g ancy isk et. rench, costed @ia | TRCY --- +--+... eg age ee G pkg... Dried Fruits ........... 4/ Warehouse .......... 3 00} French, ts +2218 O28 Common tg 12@13% iene awe eee 2 eee CE ae F BRUSHES Shrimps | pOmmon ........... x d RCTS oc cise oc Flak 4 Farinaceous Goods .... 6] 0... Scrub, 7, | Standard veetereg 90@1 40] Relig C0 te cece 162 Sultana Brest’ Bisouit s¢ Pearl 130) tb. onekee". § fe iin so na oe cine OO SUNN ees 19”"|Sunyside Jumbles ....10 |FLAVORING eeraacet a ne ts aa cae 2 READERS, 7k es Spiced Gingers ....... po. oo Flavoring Extracts .... : <<. Stove ae ae athe i Maracaibo 7“ hi a Iced — Coleman Brena eee eee errerstrrs, Pi 2 oe lee Choice ....-..--.--++--19 | Sugar Cakes, Teed... 9 |no. 2 Terpemgn Me: 2 2.88... 1 75] Fancy a Choice oo 16% =e ee oF No. 3 Terpeneless od te a oore betes ces cca. BURA eee oss cee case : cons eo ee 1 001 Gooa Tomatoes Pancey 1 (epperie oo. ccc. 3 No. 8 Terpeneless ....8 00 lea BagS ..c.-cseseee ; Mp7) ee ia : i » ae Guatemala i sponge oe Fingers 25 |no 9 Hun toe a CO ee No 4... Li viney ....... alc ee ee rere ee : ae . Tce os. wees @1 40 Java Syl Cooki No. 4 High Class ..... 2 00 OP Boece eee ee yivan Cookie ........12 H Rais: Goa Sri eelone ...... vs+ @2 Ml African... esas 12 | Vanilla Wafers ......: 16 |No. 8 High Class ..... 4 00 han ‘na’ Poits phase uae 5 VW. 2. & Co.'s 25c size 2 00 CARBON OILS bs a African. 6... 65: a elie Sse pees ee ectoe ae va —- es and Pelts ....... W., RB. & Co.’s 50c size 4 00 Barrels Bee ee Me : OG Oe es ee 81 | Zanzibar 2 oz. Full Measure ...2 10 i CANDLES Perfection ....... @10% Moch BUZIDAT .......,.< «+. 10 cee . Paragine, GE ............ 10 "5 Bl White ... @10 JaArabian ....... ean 21 In-er Seal Goods 3 - a ee a 00 Partine, fs .......... 16] D. S. Gasoline .. @13% Package : Per doz. : gaa la Wickine ......-........- 20| as Machine .... @24 New York Basis Albert Biscuit ........1 00/5 oz. Full CANNED GOODS Deodor’d Nap’a @12%/| Arbuckle ........... a9 50) Animalia 2... we. 00/4 — Full Measure ....1 25 Apples Cylinder So eeu 2 OH viworth 14 75| Baronet Butter Th Bis 1 00/3 67 Pun oo -+-2 40 3Ib. Standards .. @1 00|Engine ...... so s5d8) ER | dersey, 2. e: 15 09| Butter Thin Biscuit ..1 00 Sonus easure....4 50 ain 4 2 75@3 00| Black, winter ....8%@10 | Lion .........°°°7°777 450|Butter Wafers ....... 100) pocunings D.C. Brand cease te eae ere ea cusses Wate" 1 Sly, sD So pep seereee es 3 ‘Lau in’s BECTR 6.6. < Standards gallons @5 50|Bordeau Flakes, 36 1tb. 2 60|to retailers only. Mail al Cocoanut Dainties’ ....1 00 — 2 Panel .......... 75 eans Cream of Wheat 86 2% 4 60|Orders direct to W. F.|Faust Oyster .......: od OO f Ee cn eoe sens 1 50 at 85@1 30| Egg-O-See, 36 pkgs...2 85|McLaughlin & Co., Chica-|Fig Newton ....... e--1 00) 09° anel ....... ++-2 00 ae ees eee fos 4 — —, 36 Th. 4 50/20. er tole O'clock Tea —s 4 ceil oe Sate sla ee ‘4 s bee ee xcello, la cae xtrac TOUANA | oe oe eek eos a asure ... a oC 75@1 25| Force, 36 = 4 - Holland, % gro boxes 95| Ginger Snaps, N. B. G. 1 00/4 °Z- Full Measure ....2 00 Blueberries Grape Nuts, 2 doz. |./2 79| Felix. % gross ........ 115|Graham Crackers ....100| Jennings D. C. Brand Stendard 1 35| Malta Ceres, 24 1b... 49| ummel’s foil, % gro. 85)Lemon Snap ......... 50 Extract Vanilla Gallon preter aetn os 6 25| Malta Vita, 36 1t.....2 85 cuumae eo aay 1 43 oe ee Set : . ae oe. u Mapl-Flake, ee . , E 2 atmea ackers e . PGE Seco wecc «.4 25 2tb. cans, epired fee 1 90 Pillsbury’s ‘Vites, a : a National oe Company Hie Lig tea aged aes “4 Sg —- seeeeee 122-3 00 e le WU casa es eee Little Neck. 1!p, 1 00@1 25 ee one sana a Butter Pralgesties, a. Ma. <1 061 Taper Panel .. 1:00.22 2 00 Little Neck, 2%. @1 50! sunlight’ Flakes, 36 itp 2 g5|S¢ymour, Round ..... 6 |Royal Toast ..........1 00/1 0z. Full Measure .... 90 Clam _ Bouillon Sunlight Flakes, 20 11 4 90|N: C., Square ...... 6 Salting. ..2.. 33... 1 00)2 oz. Full Measure ...1 80 Burnham’s % pt. ..... 1 90/ Vigor, 36 pkgs...... 22 75 Soda Saratoga Flakes ..../1 50/4 0z. Full Measure ....3 50 Rice 7 Burnham’s pts. ....... 3 60] Voigt Cream Flakes ..4 60|N- B. C, Soda ........ 6 |Social Tea Biscui -1 00|No. 2 Assorted Flavors 1 00 ee ereesecsesereccceses Burnham fot 20 Zest, 20 2tb. ee 10 aeons noes ser. 8 — ces CL. suck OO Mediums, 1é sets 2 lo) Grocers ......... 000. - 6% Voute Gore '. 25 oa eles 4 | American oy sete oo = ie oe ee + 4 a VT ones este re onsen ie ‘ wees 7, tauew ...... Cork, lineu, 9 ine...se. 1 CClaL wees sense. a . Wykes & Co. Bianktort 2.010) ‘ig rb Diamond,50 80z.2 80 Young Hyson . COLK ea. y i cease ' i NONBECTVG «acccsac as 1% Sleepy Bye, is cloth. .6 20 Pork ee 9 Tes a _ ae oz, Hee Chetee eee eee eee. $6 | CON Ened, 40 in....... ww prea Sadas 28 S aye, - ee eee esi, a 60 bere MCW 36 Pan eases Sleepy Bye, 4s cloth..6 00) Vongue eee esos 4 Savon Imperial ....... ace. Oolong | ay ee eee a Sleepy Bye, Ks Sailer 6 00 eadcheese Pasteeceene 7 Dawe. peso aici a : 2 y obshagien ony Seale 42 fuutlipse paleul spring 0 ia - 8% a Beef Se oa a ae medium ....... 25 ING. L CUIMION ...... e+ OV] minder Bet eeecee over 8 ela 4 00 a. See eeeeesaL. 15 00 |Saaeeene 10 cakes a Oo Be lize uaa 82 [anu. 2 pat. vrusi uuider dv hiende Crew t! 10 Golden Granulated ait 10 Pp, Pig's eee 50 io & Gamble ee rapa ceeee se ven 20 —_ 7 Invp heads 1 e prea tebdenclae a Dae ee eee oi Cg gn | HONOR esses. . $00) Cholca ..... 3 eo and Made Cream j | i Ivory, HOICE essen soeee seecae Pails 7 co «el Nod Corn and Oats 80 ae oo . Fancy aaa 02-40 | 4-hoop Stanuaru ...... 2 lo Varn Cream tae tee, id corn, cracked .......2 ae eceee n e-liuup Hlaudaid ...... 2 ss ; Winter Wheat ogee Lautz Bros. & hy . oe CET anon aes 2 Co. Sone ore ye do ‘ouses Da none a 2 doe oe IE eae nan sss BOWEEGs CHMIG aosces saad SO Clea ba in Tt 8 8s 14 Buffalo Gluten Feed 33 ype = Pei er rey Paper, ‘enreta alee oT zo - udge Squares bie ig Dairy Feeds Aeme, 2 bars) 21.11). 4 00|Cadillac .... ota. eo 7,|eeauut squares ...... 4 C ecetncessMA PREOEG -6.5005-cecec ons 2 Ca CH wastes Wykes & Co. Caanics sone 100 cakes ..... 3 25|Sweet Loma .......... 34 Toothpicks )Sugared Peanuts 2111) 18 O P Linseed Meal ...34 00} Hogs, per Ib 30|.78, Master, 70 bars ..2 80) Hiawatha, 6b. pails..55 |1iardwood sajted Peanuts i Cottonseed Meal ..... 29 50| Beef, rounds, set... 1! $5 | Marseilles, 100 cakes ..5 80/ ‘Telegram ..... "130 sortwooa : slarlight asses "1.222724 Gluten oa 3u vu | Beef, middies, Tie 70 oman 100 cakes 5c 4 00; Pay Car i, "33 pa onc 3 ean blas Gaus ya Malt Sprouts .........25 00;Sheep, per bundle .... gu oe 100 ck toil. 4 00 Prairie Rose : uoc4@ [ideal .......6.... ede Lozenges, plain ......10 Brewers’ Grains ..... 28 00 Uncolored Butterine arseilles, %ebx toilet 210) Protection .... 2-240 Traps Cp“cnees, printed ....12 Hammond Dairy Feed'25 0y| Solid dairy ..... m Gt ‘enue ao Wrisley , a Burley .....5... 41 |alouse, woog, Z holes.. 22) juampion Chocolate ..12 a aa Country Rolls ;:10%@16% | Good CNet -+e-en ences OG) biser 41 |souse, wood, 4 holes.. 40| jypbee Chocolates ...14 Michigan carlots .......- 581. Canned Meats So ‘p owders ° Red C auouse, wood, 6 holes.. 70| Quinterte ocolates ..--16 Less than carlots .......60 en aoe ‘ - ee 2 50 lage Boe eon Ipc, FOSS .... awiouse, tin, 6 holes .... 60 Ctaiciens ‘a at n eet 1 ihe... 1 50la ° eg ieee Hat, wood ..... ; um Drops % Corn Roast beat 3 : Snow Eoy .... 4 00 | Hiawatha : : ' conssne Tl Moan ine New 200i 73 | 5 ast beel, 2 2B oo... 250! Gold D i eel la a K : MtAl, SDPINE ..6 _ - pr haus . Nutmegs, 105-10 ...... 265 oh ab xe. We. .. 22 age ll Manila ....... 2% | , Sortment ..... sos 6 75 A Dente eles £0 » de rill bags Nutmegs, 115-20 ..... 20; Eiow Boy, 1% oz..... ax Butter, short e’nt 13 | Scientific Ass’t. .... Queen, 19 oz. ........4 50 Solar Rock Pepper, Singapore, bik. 15|5!0w Boy, 3% oz....39 | Wax Butter, full count 20 Pop Corn ete Queen, 28 oz, .........7 00/56 Ib. sacks ....... -+- 24) Pepper, Singp. white.. 25| Peerless, 3% oz. ...... 36 . | Wax Butter, rolls ....- 19 |Cracker Jack . 3 25 anes, 5 Os orresenes 90 ae go| Pepper, shot ....+.-... 17 ae Gcke * OZ. ...... Sie eee & pkg. cs 3 50 ; ee » fine ...... : Pure Ground in Bulk |Qq_" Urake ............. 36 Blc, Oe eaciess oa ; 2 Stuffed, 10 oz. ........2 40 Medium, fine ........ , 85 Allspice 14 Cant Hook .......... - 30 Sunlight, 3 doz. .......1 W Aang tae 200s .= PIPES SALT FISH iaeuie Bataels og|Country Club 11112! 32-34| Sunlight, 14% doz .... 60/Oh My 100s .......//3 50 aay: Ne. Ae ir box t % Sates who @7 Cassia, Saigon en ee Co ea eens «ac 30 — —— 3 doz....1 16 comin a eecce op! coun sess ; ndian_ .......... feast Cream, 3 doz...1 0v ops Gay: T. D., full count 60| ral whole 1... @ 6%| Gloves: Zanzibar ...... 24) Self Binder, 16oz. 80x. 20-22 | Yeast Foam, 1% doz.. 68|£¥tnam, Menthol ...1 00 Steios or bricks ..7%e10i2 | ainger, African 15| Silver F ne * Smith B eee | rece tees kg Geen Cen. lee ae | FRESH Fic |e nora Whos = oe Ct oer ....,... ee poe stor gener MAG oo... er Ib. Barrels, 1,200 count ..6 00|.. Halibut 2. 28|Royal Smoke (272711 .! 42 |Whitefish, Jumbo ,...18 |Almonds, Tarragona 16 Halt ee ON _Scunt 3 50 jd pees uencccedens 7 Mustard ............... 18] Cotton cc ooo ae nteees - Abou California’ ate ee hie oes « Poe a cet 2 ; Be pases acs Ge VRE os ice cnncraan 10 , Half bbls, 1,200 count 4 50 Holland Herring per, ms 8: D ° - Cotton, 4 ply Sec ce eels 20 RRAPDUE cos csc ci cence 9 shell SEES ERES 6 Oe oe PLAYING CARDS Pollock ........-: 4 ea a white.. 28) Jute, 2 ply ............ 14 Pee oooc scone 22 | Brazils edenceaas - 12@13 Mo. 96 diss (gg) White Hp. bla. 3 Sé@e Se) Ecere™, Cayenne --...- 20; Hemp, 6 ply ... 13 |Bluefish ..... 1g | Pilberts ....... +++ 12@13 No. i6, Rival. assorted 1 25|White Hp. tbls, 4 50@6 25/SaSe ----.--...--.------ 20| Flax, medium N ......24 | Live Lobster ......:..35 |Cal. No. 1 ....... ts: No. 20 Rover, enamd 1 50|White Hoop mchs. 60@ 75 RCH Wool, 1 Ib. bails ...... g |Boiled Lobster ....... 35 | Walnuts, soft shell 15@16 8 No. 67 Norwegian ...... Corn rf Walnuts, Marb o. 2, Svecial ...... 1 75 VINEGAR CO soe as cece ce eace i . , arbot ... 3 io. 6 Git, actin Ga. 3 Go| HCend: 100 ibe. ------- 3 75| Kingsford, 40 tbs. .. 7%| Malt White, Wi tiaddock Table nuts, fancy 13@13) le ; a Mu 20 ltbs.... i ine, 40 gr9 AAGAOCK «eee eee eeeee . te ’ 72 No. 808 Bicycle ...... 2 99|Round, 40 Ibs. ........1 90) 1 ZZy, a3 S....... 5%|Malt White, Wine 80gr 11% | Pickerel ............- 10% | Pecans, Med. ..... @13 No. 683 Tousn't whist 2 25|SC2led ---+.+-sseeeeeeee 13] Muzzy, 40 1ibs........ & | Pure Cider, B & B.....1b | PiKe .eceeececeeeeeeees 8i,|Pecans, ex. large .. @14 POTASH cy ae eile Pure Cider, Robinson 13% | Perch «.-..-+..seseees cee tee - Babpiteg 2 1 828° | 49 |No. i, 40. Ths. es..2.2.2.8 25 | Silver aaa ie tl Wicean 0" \Gnimosk’ eemon 12. me | che sew ers ce ace ae a eras tenes a , : WICKING inook Salmon ......16 er holeealetey PROVISIONS ay a 10 Ibs. ..:... Q|Silver Gloss, 16 3tbs. 6%{No. 0 per gross .. go |Mackerel ......... . 25 |Cocoanuts ............ Eeeviston’ o. 1, 8 Ibs. ; Silver Gloss, 12 6Ibs. 8%|No. 1 per gross _.....49 |Kinnan Haddie .- 12% |Chestnuts, New York Mess .............+- 16 50| Mess 48 1% — No. 2 per groas ......- 50 |Roe Shad ..........+- oo Pee tes Clear Back «20.0.0: 20 00| Mess, Se el Ee oes % ee ae Spanish Peanuts ee Oe See sas 17 00| Mess, 0/16 51D, packages ..... 4% WOODENWARE _ Speckled Bass _....-.-: : oe * a Short Cut Clear .:...17 00| Mess, ik hones 7 paskote HIDES AND PELTS | (ecitit ‘Halves "1..30082 2 anon ee L . ue WO oe cess 1 10 —— 10 |Filbert Meats .... @27 Brchet Clear ....”..48 00|Wo. Lf oe Bushels, wide band ...1 25 ae ao Liseeeeeeees @ [Alicante Almonds. @42 Pig aera ieee, 2e 00 |No. 2, 10 Whs.....00051 60 Barrels oo seeeeeesees 8 Spine. Warne 20200-, ‘1 $9| Cured No. 1 .-..-.-...11%6/ Jordan Almnonas |. Gy Matty .....<..26 O0| Ma f, $ Yoe.......... 4 26) Ga bareela .......c.).. $| Splint, medium"... "73 99 |Cured No. 2... 2... 1 a Dry Salt Meats Whitefish plint, medium ......3 00 12 . a> . s 20Ib, cans % dz. in cs, 2 10/Splint, small ......... 12 7% | Galfekin. green, No. 2 ee YY. ee ees Gececteues No. 1, No. 2 Fam/}10t. cans % dz. i 1 95 Calfskin, green, No. 2 1042} Roasted ...... 644@ 7 Bellies ...... 100 ib 3 . in cs. Willow, Clothes, large 8 25 i Belew antics 0 Ibs. .........975 8 60| Ib. cans 2 ds. in ca 2 19| Willow, Clothes, mem 7 95 | Calfskin cured, No. } 18, | Choice, H. P. Jum- orts Clear ..11%| 60 Ie. ...... 1.5 25 1 90:3%TD. cans 8 ds, in os. 3 161 Wiliow. Clothes, small 6 351 C@lfskin, cured, No. 2 11%{ bo ---------s-s “am Co a ee enn en eee ene eee eee een ee 46 MICHIGAN TRADESMAN March 17, 1909 Special Price Current AXLE GREASE Mica, tin boxes ..75 9 00 Parawon ......... 55 6 00 BAKING POWDER Royal 10c size 90 4b. cans 1 35 6oz. cans 1 90 Mlb. cans 2 50 %Ib. cans 3 75 1m. cans 4 80 =3ib. cans 18 00 BLUING Cc. P. Bluing Doz. Small size, 1 doz. box..40 Large size, 1 doz. box..75 CIGARS Johnson Cigar Co.’s Brand S. C. W., 1,000 lots ....31 oe Pomens ............. 33 Evening Press .......... 32 MURPRADIAT 20000000555. .20 32 Worden Grocer Co. brand Ben Hur Pereperon: ... .:... 3: 5 2: 35 Perfection Extras ...... 36 BONOR oni ecco c eee 35 Londres Grand ......... 35 Pree 2k. ec ace 35 SAUER ogo. o cae ccue se 35 Panatellas, Finas ....... 35 Panatellas, Bock ....... 35 Jockey Club ............ 85 COCOANUT Baker’s Brazil Shredded 70 %Ib. pkg. per case 2 60 . pkg. per case 2 60 88 %tb. pkg. per.case 2 60 . Pkg. per case 2 60 FRESH MEATS Beef eeeeecceces Carcass eeseccerecece Cerccecere BOM boi kciks once 12 SONG... cscies. 8 Boston Butts ... 10 Shoulders ....... 8%! RAMEE. c500s0 11h Ib. cans 21 50| § Carcens ...:..... 10 Temnhe; 2... ...2..5 14 Spring Lambs .. @14 Veal Careags ....:.... 6 @9 CLOTHES LINES Sisal 60ft. 3 thread, extra..1 00 72ft. 3 thread, extra..1 40 90ft. 3 thread, extra..1 70 60ft. 6 thread, extra..1 2 72ft. 6 thread, extra Jute Oe ee 7 Ot 90 DUNS eee eo 1 05 P2Ol eos cc 1 50 i Cotton Victor De eee 110 Cotton Windsor PUM ook cee eee 1 30 BU oo 1 44 MOEN. coke ce oe a 80 BON oes eee e ee se 2 00 Cotton Braided RO a ee ee Ore ee ee 1 35 CO a 1 65 Galvanized Wire No, 20, each 100ft. long 1 96 No. 19, each 100ft. long 2 10 COFFEE Roasted Dwinell-Wright Co.’s B’ds. White House, 1fb........... White House, 2Ib.......... Excelsior, M & J, 1%b...... Excelsior, M & J, 2%b...... Tip Top, M & J, lth...... Mayal JAVA... esse ccc cs Royal Java and Mocha.... Java and Mocha Blend.... Boston Combination ...... Distributed by Judson Grocer Co., Grand Rapids. Lee, Cady & Smart, De- troit; Symons Bros. & Co., Saginaw; Brown, Davis & Warner, Jackson; Gods- mark, Durand & Co., Bat- tle Creek; Fielbach Co., Toledo. Peerless Evap’d Cream 4 00 FISHING TACKLE oe 00 4 OR. So cece, 6 17, 00 2 1M. |... os... q om 1) 2 in... 8... 9 2% 10 2 An. 2.255... ke 11 ROM oe 15 Sf 20 Cotton Lines No. 1, 10 fect ........... 5 Mo, 2, 45 feet ........,.. 7 NO: 3, 16 feet .......... 9 No. 4 16 fect =... 28. 10 No: 5, 15 fect .......... ll No. 6, 15 feet ....... «...A8 No. 7, 15 feet ............ 15 No. 8, 15 feet .......... 18 Me: 8, 15 feet ..........: 20 Linen Lines Ss 20 MOOI oi ook eae. 26 MORES ogo osseous. ee 34 Poles Bamboo, 14 ft., per doz. 56 Bamboo, 16 ft., per doz. 60 Bamboo, 18 ft., per doz. 80 GELATINE Cox’s, 1 doz. Large ..1 8¢ Cox’s, 1 doz. Small ..1 00 Knox’s Sparkling, doz. 1 25 Knox’s Sparkling, gr. 14 00 PIGIBOU So oo oo occa ek Knox’s Acidu’d. doz.}..1 25 MORIOUN oo cae co cco cues 16 Plymouth Rock ....... 1 3 SAFES Full line of fire and burg- lar proof safes kept in 5 stock by the Tradesman Company. Thirty-five sizes and styles on hand at all times—twice as many safes as are carried by any other house in the State. If you are unable to visit Grand Rapids and inspect the line personally, write for quotations. SOAP Beaver Soap Co.’s Brands 100 cakes, _arge size..6 50 50 cakes, large size..3 25 100 cakes, small size..3 85 50 cakes, small size..1 95 Tradesman’s Co.’s Brand Black Hawk, one box 2 50 Black Hawk, five bxs 2 40 Black Hawk, ten bxs 2 25 TABLE SAUCES idalford, large ........ 3 75 Halford, small ........ 2 25 Use Tradesman Coupon Books Made by Tradesman Comper Grand Banids, A © xone| Snes a SS a Ld ) a as 7 \ 2G ie | eS Careful Packing— What It Means To You Hardly in any other field have modern methods made so many telling improve- ments as in the packing and shipping of goods. Our great four-house organization has been a path-maker and a pace-maker in this direction. The most practical and modern method and equipment—with every facility for accurate and safe han- dling—are used throughout our System. We even have gone so far as to establish our own box factory—to the end that the | cases might be better built and stronger. Safe shipments mean for you freedom from annoyance, inconvenience and disap- pointment. A trial order from our April catalogue —just out—ask for No. FF713 will con- vince you that we can serve you best in this—and many other particulars. BUTLER BROTHERS Exclusive Wholesalers of General Merchandise NEW YORK CHICAGO ST.LOUIS MINNEAPOLIS Sample Houses:—Baltimore, Omaha, Dallas, San Francisco, Seattle eerste Sg ec March 17, 1909 MICHIGAN TRADESMAN BUSINESS-WANTS DEPARTMENT Advertisements inserted under this head for two cents subsequent continuous insertion. No charge less 47 a word the first insertion and one cent a word for cach than 25 cents. Cash must accompany all orders BUSINESS CHANCES. For Sale—Brand new oval top glass umbrella case, capacity 78 Cost $15, used two months, will sell for $10. EL C.. Walker, Byron; Mich. 447 Will Make You Well—That’s my gall stone remedy. There is no better gall stone medicine made. stones in 24 hours without pain. Price $5. Address J. J. Bueheger, 425 17th St., Milwaukee, Wis. 446 For Sale—Nearly new $295 National cash register, fine condition, very cheap. Allegan Hardware Supply Co., Allegan, Mich, Citizens phone 217. 445 For Sale—Clean, well assorted general merchandise stock; $15,000; big cash trade established; money maker; good lo- cation. Will explain ail. Lock Box 36, stilwater, Okla. 444 ‘Limber tLands—Large and small tracts Pacific Coast timber lands for sale. I can supply you in tracts containing from one-quarter section to two hundred and fifty sections. If interested in western timber, write me. References, Mr. John Mellin, of the Alger-Sullivan Lumber Company, and other prominent Michi- gan people. C. E. Stone, 425 Chamber of Commerce, Portland, Oregon. 443 For Sale—Shetland ponies, ferrets, poultry, pigeons, pheasants, rabbits, guinea pigs, goats, cats, dogs. Two cent stamp for particulars. Col. Joseph Lef- tel, Springfield, Ohio, 442 For Sale—$1,000 takes paying drug store. Write for particulars. C. H. De- Gowin & Co., Cheboygan, Mich. 441 For Sale—A $3,000 stock of shoes in one of the best cities in Southern Idaho. Address Joe Williamson, Caldwell, Idaho. 4 a be Wanted—Second-hand National cash register, total adder, keyboard from one cent up. Must be in good condition and cheap. Address, with particulars, Smith & Lake, Petoskey, Mich, 439 umbrellas. | Removes _ gall} Learn to letter show cards by my natural, easy method. At a price within ;your reach. Full particulars mailed free. Bert L. Daily, Dayton, Ohio. | Wanted—Second-hand grocer’s refrigerator. |Give size, make and price. Address No. 408, care Tradesman. 408 For Sale—A cheese factory at Moscow, | Mich. Complete to make cheese. New build- ing with living rooms. Good dairy country. Address C C. seatty, Morenci, Mich. 409 New and secon-hand show cases, com- puting scales, soda fountains from $25 to $300. Counters, cash registers, wall cases, ice cream tables, chairs, stools, office desk. All kinds of fixtures. Michi- gan Store & Office Fixtures Co., 519-521 N. Ottawa Sv... Grand Rapids, Mich. 404 For Sale—The only exclusive wall paper and paint store in town 15,000 in- habitants. Invoices $2,500, can reduce, 14 West Huron St., Pontiac, Mich. 405 For Sale—A baker shop and complete outfit; good wusiness established in a prosperous mining city of 3,500 inhawit- ants, Price $350. Address Atty. J. Hd. Thomas, Westville, Ill. 400 Notice—For fine level land, part clear- ed, part timber, part timothy, at $15 to $35 per acre, in an enterprising country, no irrigation needed, mild winters, call on ©. EB. Long, Greer, Idaho, 398 For Sale—Entire stock dry goods, car- pets and linoleums; all new. Store for rent. Located in thriving town. M. Ruben, Lowell, Mich. 393 _ Drugs and groceries—Stock and fix- tures about $1,300, new and clean, low rent. Located in hustling country town north of Grand Rapids. Right price on iccount of sickness. Address No. 364, eare Michigan Tradesman. 364 For Sale—Timber land in Oregon, Will sell reasonable. J. L. Keith, a For Sale—Restaurant and twenty-room brick hotel, up-to-date in every respect, only business of the kind in town of 1,200 population. Address No. 438, care Michigan Tradesman. 438 _Col. Richard E. Manuel, general auc- tioneer and expert salesman: real estate, merchandise and farm __ sales specialty anywhere. 999 Meldrum Ave., Detroit, Mich. 437 For Sale—$5,000 stock of general mer- chandise located in a small town of 400 inhabitants, with two churches, good school, large grain elevator, one mill, one store in competition, and the best farm- Ing communities in the state of Michi- san. An excellent opportunity for the right party. Address No. 436, care Mich- igan Tradesman. 436 Four brick and stone buildings; county seat; Central Oklahoma; income 10 per cent. net on $20,000; can carry $8,000 on buildings; will sell one or all; can buy direct from owner. Address Chandler, Okla... P. O: Box 298. 435 . Are you looking for a business open- ing? I know of a few splendid locations for new retail stores and I know some- thing about a retail line that will pay large profits on a comparatively small investment. Write me to-day ‘for full particulars. Edward B. Moon, 14 W. Lake St., Chicago. 434 Retail Druggists—We bought entire stock of the famous Dunkley Canning Co.’s con- centrated syrups for soda fountain. first-class Shape. Will sell at price that will move it. Write us. W. Maxwell Co., Kalamazoo, Mich. 24 Mr. Merchant—I can trim your win- dows as they ought to be, also write your cards. If you need 4 hustler, write No. 413, care Michigan Tradesman. 413 Dustless sweeping» compound. Send 25c for recipe. Makes 100 pounds for 50 cents. Parks Co., Odin, Ill. 422 Small laundry with real estate, living rooms above. Junction town of 2,000. No competition. Expenses light. Good opening for right man. L. B, 658, Clare, Mich. 421 For Sale—Cheese factory equipment nearly new. Also building for creamery industry, fine location. Ww. Pettit, Stanton, Mich. 420 For Sale—A model little shoe store, clean and _ up-to-date. Invoices about $5,000. Good town of 2,400. Write Lock Box 28, Sheridan, Ind. 418 Wanted—A brick and tile plant to lo- cate in Tustin, Mich. Plenty of good material and shipping facilities. Tustin is located 86 miles north of Grand Rap- ids, Mich., at the junction of the G. RB. & I. and M. & G. R. Rs. If interested In a good proposition please write the Secretary Tustin Board of Trade. 416 Mich. WHAT SHOES are there on your shelves that don’t move and are an eyesore to you? I'm the man who'll take ‘em off your hands and will pay you the top spot cash price for them—and, by the way, don’t forget that I buy anything any man wants money for. Write PAUL FEYREISEN 12 State St., Chicago For Sale—A clean stock of hardware in a live town of 3,000 inhabitants in Central Michigan. Fine farming com- munity. Good factores. Town growing. Will invoice about $4.500. Good competi- tion, Address ‘‘Millington,’’ care Michi- gan Tradesman. G. 6. JOHNS & CO. GRAND LEDGE, MICH. Merchandise Brokers and Leading Salesmen atid Auctioneers of Michigan Just closed a 15 day reduction sale for F. E. Holmes & Co., Durand, Mich. Write them and ask them about the results of the sale. Wanted—To buy, for spot cash, shoe stock, inventorying from $3,000 to $8,0U0. Price must be cheap. Address Quick Business, care Tradesman. 187 Wanted—Feathers. We pay cash for turkey, chicken, geese and duck feathers. Prefer dry-picked. Large or small ship- ments. It’s cheaper to ship via freight in six foot sacks. Address Three ‘B’ Duster Co., Buchanan, Mich, 1 SITUATIONS WANTED. Wanted—Position by experienced pharma- cist. Address Pharmacist, care Michigan Tradesman. oo ae HELP WANTED. Wanted—Good tinner for general work in small town. B. W. & LE. Hewitt, Maple Rapids, Mich. 414 Wanted—Drug clerk with one or two years’ experience in store and at soda fountain. Address X. Y. Z., care: Michi- gan Tradesman. 417 Wanted—A delivery man for a general store. Must be a good man. A steady place and good wages to right party. References required. Address Delivery Man, care Tradesman, 371 Wanted—Clerk for general store. Must be sober and industrious and have some previous experience. References’ re- quired. Address Store, care ee Want Ads continued on next page For Sale—Clean stock of drugs and sundries. Only store and fountain in good country town, located in rich farm- ing district. Good reasons for selling. Address T. W. Stock, Manlius, Ill. 376 For Sale—Clothing and furnishings stock. Invoices $5,500.° Centrally located in booming factory city. Fine farming country. Bargain. Reason, ill health, 217 S. La Fayette St., Greenville, a For Sale—Timber lands on Voncouver island and mainland in . C.; also in Washington and Oregon. Correspond- ence with bona fide investors solicited. T. R. French, Tacoma, Wash. For Sale—Only exclusive stock of cloth- ing and gents’ furnishings, invoicing $6,000, in Michigan town of 1,500 popu- lation. Brick block, good location. Good farming country. Good reason for sell- ing. Address No. 279, care Michigan Tradesman. oe 279 Stores, business places and real estate bought, sold and exchanged. No matter where located, if you want to get in on out of business, address Frank P. Cleve- land, 1261 Adams Express Building, Chi- cago, II. 125 For Exchange—Two houses in Grand Rapids for stocks of merchandise. E. D. Wright, c-o Musselman Grocer Co. 384 First-class dressmaker wanted. Ad- dress P. O. Lock Box 86, Mancelona, Mich. 205 For Sale—One 200 book McCaskey ac- count register, cheap. Address No. 548, care Michigan Tradesman. 548 A Kalamazoo, Mich., merchant wants to sell his suburban store, groceries and meats. This store is doing a business of $50,000 per year and his reason for sell- ing is, that his increasing business re- quires him to take his manager irtu his own store in the city. This store is mak- ing money and is a good chance for a good man to step into an_ established business. The rent is $35 per month. Kalamazoo is a city of 40,000 population and a_ good place to live in. The store is well located in a good residence dis- trict and will always command a good trade. Tradesman, ACCURACY ut PROFIT CONTENTMENT We make four 1 of book: in the different denominations. sawpues” ONINQUIRY, =, ar MPANY, TRADESMAN i eanis air ] RADESMAN ITEMIZED | EDGERS SIZE—8 i-2 x 14. THREE COLUMNS. 2 Quires, 160 pages... ...$2 00 3 Quires, 240 pages........ 4 Quires, 320 pages. ...... 3 00 Quires, 400 pages «= 3 50 Quires, 480 pages........ 4 00 2 INVOICE RECORD OR BILL BOOK 80 — pages, registers ~ £ Address No. 190, care ai Tradesman Company Grand Rapids, Mich. ere Is a Your advertisement, if placed on this page, would be seen and read by eight thousand of the most progressive merchants in Michigan, Ohio and Indiana. We have testimonial let- ters from thousands of people who have bought, sold or ex- changed properties as the direct result of ad- vertising in this paper. ate adie Sate MAE te rergiete SA ON SIT | | | ] 3 | 4 MICHIGAN ¢ TRADESMAN March 17, 1909 ORGANIZED FOR ACTION. (Continued from page forty-one.) should be money to defray expenses. Traverse City, he said, was ready to back the movement, which should be for a readjustment for all. L. F. Perkett, of Traverse City, gave illustrations of how his district was discriminated against both to the sea board and to the South and East, and believed that an energetic cam- paign should be made for relief. The demands should be made not only for fairer rates but to reform other abuses. Mr. Sanders read! resolutions adopt- ed by the Traverse City Board of Trade and reiterated his belief in the efficiency of friendly co-operation with the railroads to obtain remedies from the existing evils, Chairman Irwin commended the peaceful method, but the proofs of dis- crimination should be obtained as the basis for an appeal to the rail- roads. If the railroads do not respond to the appeal then the data will be at hand to go to the Inter-state Commerce Commission. C. D. Stuart, of Kalamazoo, favor- ed getting the facts and then going to the railroads before going to-the Commission for redress. He related how the vehicle manufacturers had been treated with consideration when they complained of ill treatmnt., Mr. Irwin told of a similar experience of the furniture men with the South- western rates and added that a threatened appeal to the Commission was the club that made the railroads considerate. J. Calvin Knox, of Cadillac, gave instances of how the lumbermen are discriminatd against both East and West, and said the Hardwood Asso- ciation is collecting data for an ap- peal to the Commission. After some further discussion the plan of organization was decided on upon report of a committee made up of C. E. Cartier, E. A. Stowe, L. F. Perkett, C. D. Stuart and A. A. Burch. The election of the tempora- ty officers followed. The following delegates from out of the city at- tended: Battle Creek—John T. Gibson, A. A. Burch. Traverse City—M. S. Sanders, L. F, Perkett, Chas. Emerson, Howard Musselman. Big Rapids—H. A. Hudnutt. Lowell—H. A. Peckham. Hart-—F. L. Corbin, H. S. Newton, G. R. Easton. Belding—W. D. Ballou. Fremont—Frank Gerber. Cadillac—Henry Knowlton, Knox. Reed City—A. M. Fleischhauer — — Gerhart, Thos. Welch. Kalamiazoo—J. D. Clement, Stuart. Ludington—F. M. Bashelier, J. E. McCourt, C. E. Cartier. Elk Rapids—Homer Sly. Letters of regret, sympathy with the movement and pledging co-opera- tion were read from the Boards of . © Co notice was so brief, but they gave as- surances of being in line for whatever may be done. —_2~-.__ Flat Five Hundred Mile Books For $10. One of the most useful employes of the Michigan Railroad Commission during 1907 and 1908 was Mr. Lewis C. Crampton, a newspaper man of Lapeer. As Chief Clerk of the Com- mission he acquired a large amount of accurate information which enabled him to form reasonably correct con- clusions as to the situation in rail- way matters. Last fall Mr. Crampton was elected a member of the House of Representatives and one of his first acts was to introduce a bill, which evidently had the approval of the Michigan Railway Commission, providing for flat 500 mile books for $10, good to bearer on all the two cent roads of Michigan and also good until used. This bill was referred to the Committee on Railroads January 27, which reported it favorable on February 18 and it was then placed on general orders. It came up in the House on March 9g and was passed by a unanimous vote. Some attempt- ed to amend the bill but the amend- ments were voted down. The full text of the bill is as fol- lows: Section 1. Every railroad corporation required by the provisions of the laws of this State to charge not more than two cents per mile for the transporta- tion of passengers between points within this State, shall provide and have on sale for ten dollars each at each of its offices in this State where tickets are sold for the transportation of passengers transferable mileage tickets representing five hundred miles each, which shall be accepted and received for fare and pas- sage upon all trains carrying passengers upon all railroad lines in this State upon which the rate of fare under the provi- sions of the laws of this State is limited to two cents per mile the same as upon the line or lines of the railroad corpora- tion issuing such mileage ticket. Such tickets, or any part hereof, shall be re- deemed by each corporation issuing the Same upon presentation by any other railroad corporation. On petition of any railroad corporation subject to the pro- visions of this act, filed with the Michi- gan Railroad Commission, asking that it may be exempted, or that any other rail- road be excluded from the provisions of this act, such Commission may, in its discretion, exempt or exclude such rail- road corporation from the provisions of this act, if in its judgment the public welfare or the financial conditions of such road require or demand it. Any railroad company which shall, within thirty days after notification by the Michigan Raii- road Commission of the taking effect of this act, fail to comply with the. provi- sions of this act, shall, immediately after such failure, become liable to the peo- ple of the State of Michigan in a pen- alty of $500 per day for each and everv secular day during the pendency of such failure, which said penalty shall be col- lected in an action to be brought by the Attorney General, in any court of com- petent jurisdiction within this State, and which said penalty, when collected, shall be paid into the State Treasury and penalty in this section mentioned shall be supplementat to, and shall not be deemed to supersede any extraordinary] remedy, by mandamus or otherwise, state, the Michigan Railroad Commis- sion or any State officer or board, to compel compliance with this act: ~The provisions of this act shall apply to all railroad companies operating lines of rail- road in this State, whether such com- panies are organized under the general railroad law or under any special charter from the State Legislature. It is very unusual to have a rail- road bill, so-called, pass the House unanimously, but the vote on this bill was 79 yeas and no nays. This bill will undoubtedly be passed by the Senate and it is understood that Gov- ernor Warner will take pleasure in Trade of Manton, Petoskey, Gaylord, Manistee, Greenville, Holland and Kalkaska. Most of these towns could not send delegates because the signing it. —~+~+.___ A girl always has a good time at a Gripsack Brigade. C. S. Jeffries is spending several weeks in this territory, calling on the trade in the interest of Ceresota and Aristas flour. Clyde H. Harris, who has traveled for the past year for Sels, Schwab & Co., Chicago, has signed with Parotte, Beals & Co., wholesale hat dealers, of Chicago, to represent them in Oregon and Washington. He is suc- ceeded by W. S. Wright, who has clerked in the retail shoe store of Calvin Bros., at Niles, for several years. Harry Mayer, who has covered Central, Michigan for the past two years in the interest of the Hansel- man Candy Co., has engaged to travel in the same territory for S. Widlar & Co., jobbers .of teas, coffees and spices at Cleveland. He will see his trade every 30 days. He is succeeded with the Hanselman Candy Co. by Charles Camp, of Kalamazoo. Traverse City Eagle: Fred C. Rich- ter, one of the most energetic travel- ing men among those who make their headquarters in this city, has made a change which involves a substantial increase in salary. Fred was with Clark, Weaver & Co., of Grand Rap- ids, for nine years, his resignation taking effect this month, and he has accepted a similar position with Free- man, Delamater & Co., of Detroit. His territory will be the same as be- fore, with headquarters in this city. Fred McCormick, of Grand Rapids, will take the vacancy made by Mr. Richter’s resignation, and will also have this headquarters here. He has been with Clark, Weaver & Co. for some time. It has been called to the attentian of the Wholesalers’ Association of Detroit that immediately following the order issued by Judge Murphy in the excess baggage cases, putting into effect the rates determined upon by the railway commission, the railroads issued instructions to check only to juntion points. In several instances this has resulted in traveling men not only paying an extra excess baggage charge to destination, but in missing important connections. The order of the Supreme Court, issued March 2. accepting bonds from the railroads that they will refund surplus excess charges if the validity of the act cre- ating the railway commission is sus- tained in a case to be argued later, makes it necessary and advisable for credited to the primary school fund. The all traveling men to demand the bag- gaze agent’s receipts for excess bag- gage paid, as without these receipts authorized bv law to be instituted by the they can not secure a refund from the railway companies. _———_2.-2 2 It takes more than a mushy man- ner to make one a minister of the bread of life. 2-2 ea It would be a good deal easier to love some saints if they would hurry to heaven. —_+--___ Broken hearts in courts of justice are not what they are always cracked up to be.. ———_—_222>______ They who blind themselves to a wrong keep their eyes open to its party if she has on a new dress. ryenues. Some climb into the church band wagon principally to escape the col- lection. i The best legacy any man can leave his children is willingness to work. ee ee No grace is fairer than gratitude. BUSINESS CHANCES. For Sale—Large department store in growing city of 15,000, surrounded by ex- cellent farming country; stock $40,000, annual sales $200,000; cash business; this is one of the best money-making stores in Michigan; the most modern salesroom in state; no dead stock; best of reasons for selling. Don’t answer unless you mean business. Address Mr. Fitzner, 220 Reserve Trust Bldg., Cleveland, Ohio. 451 Start a dyeing, cleaning and pressing establishment, unlimited field, enormous profits, no capital needed. We teach you by mail. Particulars free. Ben-Vonde Co., Dept. AB, Staunton, Va. 450 For Sale—The lease and furniture of the only hotel in one of the best county seat towns in Northern Indiana. Address H. G., care Michigan Tradesman. 449 Wanted—Experienced clerk for general store in small town. Prefer man with experience in handling meat, Address No. 448, care Michigan Tradesman. 448 Bakery in town 10,000. Everything in best of order, modern machinery, run by electricity. Well-known in district. Good shipping trade: town improving. Only bakery in town. Good chance for steady man. Write G. F. Buchheit, New De- catur, Ala. 426 Weather Proof Signs—I make signs that will last three and four years in all sizes and shapes. I furnish hangers so you can fasten to wire fences. Adver- tise your business. Chas. H. Trapp, 710 Kansas Ave., Topeka, Kan. 425 For Sale—Bakery and confectionery in ae 5,000. Address T. H. King, Spar- a, is. For Sale--Cheap, a nearly new double wall soda fountain. counter, stools, steel tanks, charging outfit, ete. J. L. Wallace. Kalamazoo, Mich, 431 For Sale—Men’s, boys’ and children’s clothing stock that is now one of the departments in a department store. The reason for sale. we desire the room for other merchandise. A bargain will be given to the right party. Enquire Box 433 196, Port Huron, Mich. Wanted—Position by German speaking hardwareman who understands general merchandise. Best of recommendations. Address Lock Box 8, Bear Lake, Mich. 43 For Sale—Old-established implement, vehicle and harness business. in good Southern Michigan town of 1,400; Al country surrounding; good reason for selling. For particulars address Lock Box 57. Bronson. Mich. 429 Does Christ Say: Go to church. By Rev. Felix J. O’Neill. A _remarkable booklet deserving widespread publicity. Rev. John Talbot Smith, Ll. D. 2 cents each by the 100 net. Sample copy 6 cents stamps. Church Publications. Box 42, Stafford Springs, Conn. 428 For Sale—A clean up-to-date $5,000 stock of crockery, glassware. notions and novelties, in a city of 15,000. Also a two-story brick building which stock is now located in. Best location in city. Stock or building can be bought separ- ate. Good reason for desiring to sell. For information address Lock Box 52, McBain, Mich. 427 "asanavany” GRANO RAPIDS, M/CH. J} Wenn - Q e we ie me La A} a ys ‘Food fads” may come and xo, but Shredded Wheat goes on forever The one breakfast food that survives the changing moods of public fancy is Shredded Wheat the food that shows up every year with increased sales in spite of panics, industrial depression or competition. The grocer who doesn’t know something about the delicious dishes that can be made of Shredded Wheat Biscuit in combination with fruits is missing a great opportunity to please his customers. We will spend more money this year than ever before to advertise Shredded Wheat and to make business for the retail dealers. Be ready to meet the increased demand by always carry- ing a good stock of the only breakfast cereal that has become a recognized staple. Made only by The Shredded Wheat Co., Niagara Falls, N. Y. | | | The Mill That Mills BIXOTA FLOUR In the Heart of the Spring Wheat Belt The excellent results women are daily obtaining from the use of Bixota Flour is creating confidence in its uniform quality. Grocers handling the line know this—and the result is that all recom- mend Bixota. Stock Bixota at once if you want more flour business at better profits. Red Wing Milling Co. Red Wing, Minn. S. A. Potter, Michigan Agent, 859 15th St., Detroit, Mich. The Mitchell “30” The Greatest $1,500 Car Yet Shown 1909 Mitchell Touring Car, 30 H. P., Model K Compare the specifications with other cars around the $1,500 price— any car. : Motor 4% x 4%—30 H. P. Transmission, Selective Type—3 Speed. Wheels—32 x 4. Wheel base—1os inches. Color—French gray with red running gear and red upholstering or Mitchell blue with black upholstering. Body—Metal. Tonneau roomy, seats 3 comfortably and is detachable; options in place of tonneau are surry body, runabout deck or single rumble seat. Ignition—Battery and $150 splitdorf magneto. In addition to the Model K Touring Car there are a $1,000 Mitchell Runabout and a 40 H. P. seven passenger Touring Car at $2,000. Over $11,000,000 of Mitchell cars have been made and sold in the last seven years. -Ask for catalogue. The Mitchell Agency, Grand Rapids At the Adams & Hart Garage -47=49 No. Division St. Success ECAUSE we want the best trade B and the most of it, we do printing that deserves it. There isa shorter way to temporary profits, but there is no such thing as temporary success. A result that includes disappointment for some- body is not success, although it may be profitable for a time. Our printing is done with an eye to real success. We have hundreds of custom- ers who have been with us for years and we seldom lose one when we have had an opportunity to demonstrate our ability in this direction. | Tradesman Company | Grand Rapids, Michigan Exclusive Sales Agents for Central and Western- Michigan + Fresh Goods F Always in Stock | is + | JOWNEY'S PUTNAM FACTORY, National Candy Co. GRAND RAPIDS, MICH. REG. U. S. PAT. OFF. | CHOCOLATE COOLER CO. Grand Rapids Ice Cream | Refrigerators Are used in all Ice Cream Parlors. If you are not allowed to run a = juni beer saloon, why not run an Ice 1 | ewes | LiPA\ cg lieu] Cream Saloon? We manufacture i: oa: wii, all styles of Ice Cream Refriger- ators, and_ since local option is | staring us in the face, there are a | great many new ice cream parlors | .,0pening up in all parts of the | $=" country, and old established con- | cerns are putting in up-to-date | equipments. Write us for prices | and discounts. 67 Alabama St. Grand Rapids, Mich. | “The Truth, The Whole Truth,” etc. “‘It is undeniably the fact that White House Coffee is rapidly growing in popularity, and that the grocers taking it on have decided to do so largely on its intrinsic merit—which is, of course, highly complimentary to the superb quality of the coffee itself, as well as demonstrating the confidence the trade has acquired in the square-dealing and probity of Dwinell-Wright Co., the great Boston and Chicago firm that is giving White House to the whole world of coffee drinkers with the most liberal ’ kind of guarantee.’ Distributed at Wholesale by Judson Grocer Co. Grand Rapids, Mich. Short Cut What is the object of the U.S. govern- ment spending millions of dollars to dig the Panama Canal connecting the Atlantic and Pacific Oceans? To make a short cut between the great commercial centers of the east and the west and reduce the cost of transportation to a minimum. It is an enormous expendi- ture with results indefinite. Contrast to this the retailer who realizes the disastrous results of old methods of weighing and installs a Dayton Money-= weight Scale. He makes a short cut from slip-shod methods to system with a scale which saves its own cost. It produces large returns without a large invest- ment. How can a bank loan money at 4 per cent. and make a profit while some mer- chants mark their goods for a 25 per cent. margin and fail? The bank gets all the profit it is entitled to while the merchant loses from 50 to 75 per cent. of his profit by the use of slow or inaccurate scales. Dayton Moneyweight Scales give the highest degree of service and Satisfaction. The new low platform Dayton Scale Proof of this is shown in the great increase in sales and demands for these scales. We have an attractive exchange proposition for all users of computing scales of any make who wish to bring their equipment up-to-date. Moneyweight Scale Co. 58 State Street, Chicago You know this—we are one-half as long. BaxerCo: ras See) Making Friends Means Making Trade just reminding you of it. You can make FRIENDS of your customers by pleasing them. You can please them best with the best goods. If its SHRED COCOANUT to be the best for your customers it must be BRAZIL in 5c packages profit. Our price is lower than any one else bec much as others. Our goods are fresher because Being the freshest, the best and the chea need for using BAKER’S SHRED COCOANUT to hold trade. THE FRANKLIN BAKER CoO. on which you make 40% ause we sell about twice as we only keep them about pest are about all the reasons you Philadelphia, Pa.