tee aoe eae wy) ir) SAO aa 4 aC s MG “(e 4 & °, y (CE RZ ZASs ae we PUBLISHED WEEKLY © 72 NCG40: SHANKS: SS mel GaSk <4 RS 2) Q 1@ ce BI INNO pmerteiee S ‘) QAS 1 a ise ) YS \ 2 aN As Ae A) [S) SOO KAY eS Wi a uv y | Cy in p i) N Oy Es Y) HS i Oy Bs By JZ Ls jj YZ pee Ns) NA ue $2 PER YEAR oS SO \ SN SO 4 Twenty-Sixth Year GRAND RAPIDS, WEDNESDAY, APRIL 7, 1909 Number 1333 Ay %y 4 yo ¥ ie Y — ¥ &, Ti T Bad the Time If I had the time to find a place And sit me down full face to face With my better self, that stands no show In my daily life that rushes so, It might be then I would see my soul Was stumbling still toward the shining goal; I might be nerved by the thought sublime— If I had the time! If I had the time to let my heart Speak out and take in my life a part, To look about and to stretch a hand To a comrade quartered in No-Luck Land, Ah, God! if I might but just sit still And hear the note of the whippoorwill, I think that my wish with God’s would rhyme— If I had the time! If I had the time to learn from you How much for comfort my word could do, And I told you then of my sudden will To kiss your feet when I did you ill, If the tears aback of a bravado Could force their way and let you know— Brothers, the souls of us all would chime— If we had the time! Richard E. Burton. Growing Old A little more gray in the lessening hair Each day as the years go by; A little more stooping in the form, A little more dim in the eye. A little more faltering of the Step, As we tread life’s pathway o’er, And a little nearer every day To the ones who have gone before. A little more halting of the gait And a dullness of the ear; A growing weariness of the frame With each swift-passing year. A fading of hopes, and ambitions, too, A faltering in life’s quest, And a little nearer every day To a sweet and peaceful rest. A little more loneliness in life As the dear ones pass away; A bigger claim on the Heavenly Land With every passing day. A little further from toil and care, A little less way to roam; A drawing near to a peaceful voyage And a happy welcome home. William Todd Helmuth. 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 Exclusive Sales Agents for Central and Western Michigan + : } Fresh Goods Always in Stock 1g OWN EY'S PUTNAM FACTORY, National Candy Co. GRAND RAPIDS, MICH. REG. U. &. PAT. OFF On account of the Pure Food Law there is a greater demand than ever fa yw wt ff wos 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. HORSE-RADISH Put up in self sealing earthenware jars so it will keep. Sells at sight. Packed in corrugated paper boxes, 1 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 est Cake of FLEISCHMANN ’S YELLOW LABEL YEAST you sell not only increases your profits, but also gives complete satisfaction to your OUR eae om patrons, The Fleischmann Co., of Michigan Detroit Office, 111 W. Larned St., Grand Rapids Office, 29 Crescent Av. SOMONE A LCR Easier- een OT NY. dit) bari ‘GOOD GOODS — GOOD PROFITS. O — = ON g a A DESMAN Twenty-Sixth Year GRAND RAPIDS, WEDNESDAY, APRIL 7, 1909 Number 1333 Commercial Gredit ¢0., Lid. Credit Advices and Collections MICHIGAN OFFICES Murray Building, Grand Rapids Majestic Building, Detroit Mason Block, Muskegon SPECIAL FEATURES. ge Window Trimming. The Modern Bed. News of the Business World. Grocery and Produce Markets. Team Work. Editorial. Unjust Freight Rates. Newspaper Space. 4. Buying a Fountain. = o ROmogpong ook ok ELLIOT 0. GROSVENOR Late State Food Commissioner Advisory Counsel to manufacturers and jobbers whose interests are affected by Corre- the Food Laws of any state. spondence invited. 2321 Pajestic Building, Detroit, Mich. 16. Invisible Assets. 17. Salesmanship. 18. Mail Order Houses. 20. New Department. 22. Behind the Counter. 24. Crushing a Rival. 26. Woman’s World. 28. The Black Hand. 30. Public Morals. 32. Review of the Shoe Market. 34. New York Market. 36. Butter, Egs and Provisions. 38. Stoves and Hardware. TRAGE and Quickly. how. BARLOW BROS., Grand Rapids, Mich YOUR DELAYED FREIGHT Easily We can tell you 40. Commercial Travelers. 42. Drugs. 43. Drug Price Current. 44. Grocery Price Current. 46. Special Price Current. DOWN BUT NOT OUT. Now that Grand Rapids has been legally declared as not in favor of is- Ee Kent State Bank Grand Rapids, Mich. $500,000 165,000 Capital Surplus and Profits Deposits exceed $5,000,000 Total Assets over $6,000,000 Savings and Commercial Accounts Solicited 34% Paid on Certificates You can do your banking business with us easily by mail. interested. Write us about it if GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY Grand Rapids, Mich. FIRE The Leading Agency FIRE AND BURGLAR PROOF SAFES Grand Rapids Safe Co. Tradesman Building suing bonds for the erection of a town hall, the matter is settled for two years only. The thing to do is 0 continue the campaign and bring up the question again at the next municipal election. ‘There is an alternative, of course. That is to say, if ten of our very wealthy citizens would get together and subscribe $25,000 each for the de- sired purpose our city might become a convention center. In case this very remote possibility should fail to materialize, then it might be possible for a group of cit- izens to combine in the purchase of an ample and wisely located site, to be presented by them to the city. Then the voters might declare in favor of bonds for the erection of a town hall. And they might not. The crux of the situation lies in the fact that the majority of the people who own the homes they occupy, and little else, are not able to see in a town hall anything of benefit to themselves. The education which the Town Hall Committee has attempted to bestow during the past few months has been too much of a gen- eralization. Those people who choose to place themselves under the classi- fication of “poor” are readers of the daily papers as a rule and they want specifications. A great place to hold conventions; an audience room for grand choral and orchestral concerts; a mammoth apartment for great industrial and floral exhibitions, and so on, and so on, do not appeal to the men who count every nickel they spend for street car fares; to the chaps whose children become wage earners as soon as they can do so legally. And for these reasons there has de- veloped a widespread and firm con- viction that a town hall can be util- ized only by those who have abundant funds for indulging themselves as to cial and civic events. Work out a clear, conclusive and unimpeachable presentation as to when, how and why a town hall will be a benefit to those who are wage earners; tell frankly how their pockets will be touched, if at all, and talk less of public spirit, philanthropy and civic righteousness and the struggle may have a successful outcome. eee ean WILLIAM H. BREARLY. A week or two ago there occurred the death of a remarkable Michigan man whose demise was given some attention by the papers—but without interesting details. That man was the late William H. Brearly, one of the most forceful and successful ad- vertising solicitors, in his day, that there were in the State. When jas. E. Scripps launched the Detroit Evening News for public favor Mr. Brearly was the advertising manager of the paper and for many years he kept his competitors on the jump and in a perpetual state of anxiety, not to say jealousy. Mr. Brearly’s next achievement— recorded in the face of the ultra con- servatism of Detroit twenty-five years ago, in spite of bitter opposition em- bodying ridicule and misrepresenta- tion—-was the organization and suc- cessful carrying out of the first great Art Loan Exhibition held in Detroit and one of the largest ever held in this country. Incidental to this and a result thereof Mr. Brearly was the chief and guiding force in the organization and establishment of the Detroit Museum of Art, to-day one of the leading art institutions in America. as Next, Mr. Brearly organized the company and carried out for that body the erection of the Detroit Chamber of Commerce building and at the same time organized and man- BANISH THE KNOCKING. It seems to be almost a second na- ture for a certain and a much too large proportion of the business men of the average city of 30,000 to 100,- 000 population to scold and exagger- ate and ridicule the business qualities of the town in which they live. As a rule these thoughtless, chronic kickers have only a superficial knowl- edge of the industrial, commercial and financial factors in Operation in the city and so are obliged when ask- ed for specifications to indicate the dozen or the score of individuals or interests which have acquired a sort of traditional standing in the com munity as “back numbers, dead ones and tight wads,” to speak in the ver- nacular, Unfortunately, also, these examples so freely quoted are, almost without exception, men and women of large wealth; so that, with the sore-headed critics, it is only necessary for any man or woman to be heavily interest- ed in a business enterprise of large Proportions or to be generously en- dowed with real estate or cash, or all three resources, to pitch them head- long into the category of men and women who have no public spirit. This hurtful habit of knocking one’s Own town is not unique as to any small city. From the hamlet of four corners to the city of a hundred thou- sand people the habit grows perpet- ually. Forty years ago the city of Chicago, simply as a matter of self preservation, was forced to overcome the habit; dozens of once active and growing cities in the East have never conquered the habit and so are being distanced; Cincinnati is just awaken- ing to the fact that while she has been scolding and knocking Cleve- land has stopped the practice and has passed her; the city of Detroit is at aged the most extensive and most beautiful flower show ever held in Michigan. And finally, as an enthusiastic Free Mason and by his purchase personal- ly of the old Scotch Presbyterian church on Lafayette avenue, he creat- ed the nucleus of what is now the massive Masonic Temple in Detroit. A great solicitor and a master or- ganizer for others, Mr. Brearly was not a success in conducting an exten- sive business for himself, as was shown by the unhappy result of his purchase from the late Lloyd Brezee, of the Detroit Evening Journal, which “Breezy” founded. EAL LAER RTT Better wages and working condi- tions were never obtained by a brick- bat and dynamite brigade, but by an honest leader capable of tempering the action of his followers and who did not get red and beller at the pleasures and great industrial, so- sight of a roll-top desk, last revived and has abolished all consideration of the “old French con- servatism” and is inthe objective rath- er than in the subjective mood, and in this change of moods she stands neck-and-neck with Milwaukee. Kalamazoo, Battle Creek, Jackson and Lansing are “going together un- der a single blanket,” trying to nose their way ahead of Bay City and Sag- inaw, and each one of these cities is carrying its “full weight for age” in the shape of the conventional] miserable knocking habit. Grand Rapids, having passed the hundred thousand mark, is just real- izing that she must forget the petty jealousies, backbitings and like ob- stacles and get together in spite of these things for the deserved and certain large and desirable industrial, commercial, financial and civic de- velopment that awaits her just around and the “knocking corner.” MICHIGAN TRADESMAN V "eS" po rk G G “ - a tA z Z = weeeqd (Ut (! rIN DOWAND INTERIO = — ( Tyee Merchants, Make Most of Household Linen Necessities. Just now is the very time of all the year when the foreseeing housewife is more than strongly inclined to re- plenish her stores of linen and of cotton for various parts of the house, also bed furnishings, and storekeep- ers should not be at all chary to take advantage of this well-known fact. They should instruct their sales- people to offer special inducements in these necessities if they can do so without in any way crippling their sales, Windows should show these goods in abundance at short intervals from now until all of the frost gets out of the ground; the thought of them should not be allowed to long escape the minds of customers, both regulars and transients. As to these latter, particular means should be used to metamorphose them into the former. Personal epistles should be relied upon to get them more in touch with the establishment. I call to memory a _ certain pro- prietor of a store, who generally knows what he is about, who is even taking it upon ‘himself to indite let- ters to some well-off customers who seem to overlook the fact that this man’s place is putting forth special efforts to push household supplies in the lines mentioned. Such letters in- dicate to the recipient that the writer|. thinks enough of their trade to take the trouble to single them out from others, and are likely to produce re- sults satisfactory to both sender and receiver. I forgot to state that, to further carry out the idea of interest, and ex- clusiveness, this astute merchant neatly fastens these letters with seal- ing wax and stamps them with his personal seal. He can do this as he has no one with him in the business. Recently I noticed the following placards on as many different occa- sions when linens and bedding were being exhibited: The Only Way You Can Tell Whether or Not You Are Obtaining The Very Best Values For Your Money Is By Comparison With Other Merchants’ Stocks We Want Your Patronage We Want Your Name Appended To Our Long List Of Satisfied Customers If There Is Anything Here You Want Step Inside And Be Waited On by Courteous Attendants. In the last placard, besides the calling of pedestrain’s attention to the merchandise on display, was the extension of the thought of polite at- tention to the wishes of outsiders. De- sirable seasonable goods coupled with painstaking courtesy—what more is needed to establish and keep the good will of the bread-and-butter- furnishing public, always provided a first-class location has been secured? —___2~+.__ Doings in Other Cities. Written for the Tradesman. Philadelphia has a Vacant Lots Cultivation Association, which is proving a success. This year the de- mand for garden patches is greater than ever and hundreds of needy fam- ilies will be denied this chance to add to the income because the Asso- ciation has not ground enough to sup- ply all applicants. The land is di- vided into quarter acre lots and is assigned to heads of families, each be- ing required to pay $1 for the first year’s rent of ground and. for seeds, plants and fertilizer, the amount be- ing increased $1 each year until $5 has been paid. Lower tariffs on grain shipments from Buffalo to the East will become effective April 26. Grain shipments through Buffalo have been falling off and the new rates may help to reme- dy this situation. A ten-day industrial exposition will open in Scranton, Pa., May 1, under auspices of the Scranton Board of Trade. This is the first exhibit of the sort ever held there and is in- tended to call attention to the varied industries of the city. A total of eighty-eight booths have been provid- ed and Scranton means to show the world that the city is not wholly de- pendent for sustenance on anthracite mining. The Williamson Free School of Me- chanical Trades, Philadelphia, gradu- ated a class of fifty-nine men this year, including bricklayers, machin- ists, carpenters, stationary engineers and patternmakers. One of the important branches of the Louisville, Ky., Commercial Club is the Bureau of Industries, and M. C. Browder has just been placed in charge of this bureau as Commis- sioner. The bureau will start a cam- paign at once for more factories for Louisville. April 30 has been appointed as a day for general cleaning up of streets and yards at Menominee. Street Commissioner Morrow, of Benton Harbor, has taken stand against any further of any poles, fences or sidewalks with advertising matter of any sort. This action was aimed especially at politi- cal workers, who at election time gaily bedaub the sidewalks and other places with compaign mottoes and slogans of an unsightly nature. Petoskey wheels into line with the slogan, “There’s Only One _ Petos- key.” Marshall has employed a landscape gardener to prepare plans for improv- ing her two parks, also to prepare plans for two additional | breathing a decided decoration places. Almond Griffen. Almond Griffen. ——_--~-___ Who May Solve the Town Hall Problem. The town hall failed to receive the hoped for sanction of the popular vote in the municipal election Mon- day. This may be. regretted, but there is no use to quarrel with the results. It was the people’s money, $250,000 of it, that it was proposed to use, and the people were within their rights in pulling the purse strings. But the city still needs a convention hall. No time should be lost in get- ting busy on some other plan. The Elks are about to build a new tem- ple. The plans have been practically agreed upon and bids will soon be invited for the construction. The Elks own 100 feet frontage on North Ot- tawa street, immediately north of the City Hall, and their lot extends back Too feet to an alley. The building as planned will cover the entire lot and will be two stories in height, with a high basement. The first floor will be an auditorium goxtoo feet and pillars or posts to obstruct the view. This hall will have capacity for 1,000 persons seated at tables or 2,000 or 2,200 as an audience in chairs. It will have exits on Ottawa street and the alleys south and east of it. Now that the plan to build a hall by mu- nicipal bonding has fallen by the way- side why would it not be a good plan for the public spirited citizens who appreciate the city’s need to get be- hind the Elks for a hall enough larg- er than the Elks propose to build to serve the city’s every need? The Elks paid $14,500 for their site or at the rate of $145 a foot frontage. An ad- ditional 30 feet would cost at $150 only $4,500, and on the site thus en- larged could be erected a hall with seating capacity for at least 3,000 people. The larger building would not cost so very much more than the Tooxtoo it is proposed to erect. The Etks are public spirited and it is rea- sonable to believe they would under- take to solve the convention hall problem for many years to come if properly encouraged. The Y. M. C. A, the Battalion, the Rescue Mission or any other organi- zation might be backed in this enter- prise in place of the Elks, but the so constructed that it will be free of|s April 7, 1909 Elks happen to be in a position where to encourage them a little is to bring the quickest result. 22. >____ Patient. Weary (lying under the apple tree) —-Say, mister, apples? ‘kin I have one of dem Farmer—Why, them apples be ripe for four months yit. Weary—Oh, dat’s all right. | in no hurry. I'll wait. eee Be the stopping won't ain’t place for gossip. CALIFORNIA Genuine Sardines Caught in Pacific ag Southern Coast of California. their choice quality. along the Noted for Very Fat. Put Up Under These Brands Only BRANDS STYLES GOLDFISH RAVIGOTE SUNSET LE CROIX SENORITA BONELESS LA ROUCHELLE MISSION SUNSET - (Broiled Mackerel Style) FOR SALE EVERYWHER ARTICLES Weight ‘Tins Per Case Per Case Goldfish Brand Ravigote Style 14s, Keys, sSlbs__—-100 Sunset Brand ae Le Croix Style 4s, Keys, 5sibs 100 La Rouchelle tyle Ys, Keys, sSlbs 100, Senorita ls, Keys, 45lbs 100 “C. P.” large Ws, no Keys, 75lbs 100 Mission Brand Boneless Ys, Keys, 44lbs 507 Sunset Brand Le Croix Style %s, Keys, 141bs 50 “CP. large 4s, no Keys, oqlbs- | 50) BlueSea ce Tuna no Keys, 4Slbs 50 Sardines, Sunset Brand in Spices broiled Mackerel style Soused, 1 Oval 6olbs ee Tomato, 1 Oval 6olbs 48 Mayonnaise, 1 Oval 6olbs 45 a Sardines Eo ot lat ilifornia: Only Cannery of Genuine Sardines in America and the only one that is operat- ed 12 months in the year in the same line of business. California Fish Company Henne Building Los Angeles . California enhance SR LO hl SNE AE em nL reams na laine earn mt POGUE ct em nL April 7, 1909 THE MODERN BED. It Consists of Bedstead, Springs and Mattress. Written for the Tradesman. An important essential to the prop- er enjoyment of “tired Nature’s sweet restorer” is a good bed. But how many know how the modern bed is made or what it is made of? Our grandmothers used to fill a big tick with corn husks or straw and spread this on the slats or the woven bed cords. This method is still pursued in the small towns, the backwoods and on the farm. This makes a good bed when the husks are fresh and the straw is sweet, but it is a bed that would make the modern mortal ac- customed to springs and mattress rise in the morning with weary bones. Even a tick of our grandmother’s feathers, the height of ancestral lux- ury, would not take the place of the up-to-date appurtenances to gentle slumber, The modern bed is quite an institu- tion. It is in three parts, the bed- stead, the springs and the mattress. The big furniture factories make the bedstead in endless variety. There is only one concern here, the Hot Blast Feather Co., that makes the springs and mattress. There used to be more of them, but competition is keen, freight rates are high and the market is restricted, and one is enough for present purposes. The bed springs, that is, the spring part, is made of wire and several sizes are used. It comes in big reeled coils. A fine wire is used for the woven top. MICHIGAN TRADESMAN | 3 re feeds into a machine and it twists out upon a long table to the desired length and then the machine auto- matically nips the wire. The wire keeps on twisting out, the second coiling into the first and the third in- to the second and so on until the web reaches the desired width. This web is reinforced with heavier wire or bands of steel with spring attach- ments and it then goes to another machine, which stretches it tight up- on the wood or metal frame. This is one style of spring, and a good style to sleep on, too. Another style has the web resting on spring coils. And then there are the luxurious box springs, with coil spring, web covering and a surface of hair, all enclosed in ticking. With the spring safely made the mattress is the next consideration. Mattresses are made of a variety of materials. They may be of cotton, wool, excelsior, husks, shredded palm, or African fibre. They are even made of feathers, but the feathers or down is usually for the covering or to be used as a blanket. The ordinary low priced mattress is a combination of cotton and excelsior. The cleaned but unworked cotton is fed into a ma- chine that looks like a printing press. It goes over cylinders and between rollers and finally emerges as a thin layer spread on an endless blanket. This layer is deposited one upon an- other until it is two or three inches thick. This is felting the cotton, and when the desired thickness has been reached the cotton is taken out and is ready to go into the mattress. The felt cut to the requisite size is placed|is blown by air pressure into each in a frame or bed, and upon it 1S | long narrow compartment. The quilt evenly spread the excelsior and then [then may be cross-stitched to make it the material is forced out of a slit | ;more compact and presentable. in this frame into a tick that has| been adjusted to the opening. This|_ The best of all feathers and down operation is like making sausages ex-|!0" pillows or quilts are those of the cept that the operation is on a much | 8°°S¢- Duck feathers stand next. to larger scale. When the material | the goose, and many of the duck comes out of the machine it is press-|{@thers used in this country come eA to @ thickness af about six inches. [/7O™ China. It may be added that As soon as the pressure is released |these Chinese feathers need a good the mattress bulges to the thickness | 1¢4! and very thorough renovating of a foot. It goes to a girl who |@nd disinfecting before they can be sews up the open end of the tick on a|"Sed. One of the great staples in specially designed sewing machine, | the feather market is the feathers of ot thaw 40 the man who ties the|the chicken, and these are brought in knots which make the mattress look |PY farmers’ wives, the dealers in “natural.” There is quite a knack in 'dressed poultry and from the butcher the knotting of the mattresses. The Shops. These feathers are operator uses a long double pointed |a74d otherwise treated and make very needle. He shoves it thread end first /8004 pillows. The experienced feath- down through the mattress and with jer man, however, can tell by feeling his other hand pushes it back. The | the bag, and without looking, wheth- skilled workman will send the needle | ¢f he has goose, duck or chicken back within a quarter of an inch of | feathers. steamed where it went in; the novice can not | A . do this within an inch or even two | 2. Precaution, qeohies | Ma; said a newspaper man’s son, | «I The other mattresses are made in|, the same way, the only difference be- | ing the materials used. The finer | grades have felted cotton for the body | with a surface layer of wool or hair. |@rticle will think It may not be known how feather|people for him to tackle.” oe The Penalty. Sunday school teacher—What was eating the know why editors call themselves we.” “Why?” “So’s the man that doesn’t like the there are too many or down coverlets or blankets are| made. ‘The supposition may be that | the down is carefully spread in the| containing sheets of cotton, silk or} dam's satin and then sewed, but this would | forbidden fruit, Johnnie? Johnnie (confidently)—He had to first and then the feathers or down|marry Eve. punishment for | a . . | be a bad guess. The sewing is done | Build up your trade. supplying them with Build Up Your Tra Your customers want a Butter Color that is Safe and Purely Vegetable. You can give them Dandelion Brand Butter Color with the Great Endorsement of the National Convention, as well as of the many State Conventions where “Dandelion” has carried off the prizes. We guarantee that Dandelion Brand Butter Color is purely vegetable and that the use of same for coloring butter is permitted under all food laws—State and National. WELLS & RICHARDSON CO. Manufacturers of Dandelion Brand Butter Color de on Butter Color Hold the confidence of your customers by os Pie IN us re = = Burlington, Vermont MICHIGAN TRADESMAN April 7, 1909 a Movements of Merchants. Benzonia—H. B. DeCan is suc- ceeded in the meat business by C. W. Barber. Hancock—G. A. Larson is succeed- ed in the drug business by John W. Cooper. Big Rapids—B. Welling is suc- ceeded in general trade by J. Rifkin, of Chicago. Lake Linden—A new clothing and furnishings store has been opened by S. Jacobson. Saginaw — Jos. H. Druckhamer, grocer, is succeeded in business by Volpert & Goffel. Kalamazoo—Charles J. Robinson has opened a delicatessen store at 310 West Main street. Sidney—Fish Bros. have sold their general stock to C. W. DeHart, who will continue the business, Coldwater—A dry goods and millin- ery store is being opened here by J. G. Waddell, formerly of Toledo. Detroit—Spencer & Hower, dealers in produce, have increased their cap- ital stock from $10,000 to $25,000. Howell—The St. Johns stock of the Detroit Mercantile Co. has been con- solidated with its stock at this place. Burt Lake — The grocery stock formerly owned by Wm. U. Faunce has been purchased by Rastus Mon- roe. Kalamazoo—A new grocery store has been opened by W. Maxwell & Co. at the corner of Seminary street and East avenue. Reed City—Fred Van Dyken, of Cadillac, will continue the bakery business formerly conducted by M. V. Brown, confectioner. Cadillac—A. M. Cole is succeeded in the meat business by V. W. Mont- gomery and C. Powley, of Reed City. Mr. Powley will manage the market. Mulliken—A. E. Lawrence has sold his cold storage building to Noble & Potter, hardware and implement dealers, who will use it:for storage room. Mendon—E. J. Barnabee, who succeeds A. I. Ulrich in general trade at Parkville, has sold his hardware stock here to Shumaker & Shumaker, of Centerville. Houghton—The Roach & Seeber Co., produce dealer, has embarked in the wholesale grocery business with Arthur W. Walsh as manager of the new department. Tron River—August Lundin, of Ishpeming, is installing a stock of clothing and men’s furnishings in the store building recently vacated by the First National Bank. Owosso—Carl C. Wright is erect- ing a two story brick building 86x86 feet, in which he will conduct his business and will also use the same as a storage and grinding room. O. Folsom succeeds Isaac Broughton in the grocery and meat business. Mr. Folsom has con- ducted the business under Mr. Broughton’s direction for some time past. Port Huron—The stock of the En- terprise Garment ‘& Shoe Co. has been purchased by the J. L. Hudson Co., of Detroit. The store will be managed by John G. Stumme, of De- troit. Eaton Rapids—C. J. Peck, who has been employed as buttermaker by A. M. Smith & Co. for about a year, is succeeded in that position by C. O. Merritt. Mr. Peck has removed to Ventura. Kalamazoo—G. B. Parent, one of the partners of the old El Merado Cigar Co., announces his intention of forming a stock company to resume the business at the same location, 308 North Burdick street. Lake City—The drug firm of Han- mer & Farmer has been dissolved, Geo. B. Farmer having purchased the interest of Chas. Hanmer. Mr. Farm- er will continue the business under the style of the City Drug Store. Detroit—The Hugo S. Fechtheimer Co. has been incorporated to conduct a jewelry business, with an authorized capital stock of $1,500 common and $3,000 preferred, all of which has been subscribed and paid in in property. Alpena—A corporation has beer formed under the style of the Thun- der Bay Fish Co., which has an au- thorized capital stock of $20,000, all of which thas been subscribed, $2,000 be- ing paid in in cash and $18,000 in property. Tecumseh-——A trust mortgage has been filed by S. W. Anderson & Son, dry goods merchants, the indebted- ness, it is said, being $17,192.29. The trustees are George A. Corwin, of Detroit, and P. W. A. Fitzsimmons, of this place. Kinde—Walter Chilinski, formerly engaged in trade at Detroit, and John K. Miller and his sons, Frank K. and John, will open a department store here on May 1, the business to be conducted under the style of Chilin- ski, Miller & Sons. Detroit—The Pennsylvania Rubber Co. has been incorporated to deal in rubber goods and automobile and bi-. cycle accessories, with an authorized capital stock of $10,000, of which $5,000 has been subscribed, $2,500 being paid in in cash. Bay City—John R. Greeley and Robert Richmond have purchased the grocery of R. G. Palmer, at the cor- Pontiac—F. ner of First and Van Buren streets, a ah Ne Me a and will continue the business. Mr. Greeley has been with Mr. Palmer in the store for the past two years. Shelby—R. H. Lattin, of Hart, has closed out nearly all of the C. D. Carscallen grocery stock, which he acquired in the foreclosure of a chat- tel mortgage which he held. He will remove the remaining stock and fix- tures to Hart to be disposed of with other goods. Brimley—Archie Thompson and Rolla Washburn have formed a co- partnership under the style. of Thompson & Washburn and will con- duct a general store and meat mar- ket. The meat business formerly conducted by James Thompson will be continued by the new firm. South Range—A trust mortgage has been filed by Mrs. Theresa Nei- mark, dealer in dry goods and cloth- ing, for the benefit of her creditors, the senior member of the law firm of Galbraith, McCormick & Marsch, of Calumet, being named as trustee. The indebtedness is said to be about $4,100. Morrice—Dustin T. Morrice, har- ness dealer, has filed a voluntary pe- tition in bankruptcy in the United States Court. The first meeting of creditors has been called for April 16. The liabilities are scheduled at $600, secure by mortgage, and $1,789.85 unsecured debts. The as- sets are $1,142.92, of which $375 is exempt. Manufacturing Matters. Holland—The capital stock of the Holland Veneer Works hias been in- creased from $100,000 to £225,000. Thompsonville — The chemical works of the Desmond Co., at Carters Siding, were badly damaged by fire April 1, Ypsilanti—The W. L. McCullough Co., mining and milling machinery, has decreased its capital stock from $150,000 to $30,000. Hanover—F. B. Dent, of Hastings, has purchased the local creamery. Fred Schmidt, who formerly conduct- ed same, has gone to Denmark. Berton Warbor—The Anderson. Tully Co., which manufactures fruit packages, thas increased its capital stock from $400,000 to $1,500,000. Kalamazoo—Lee, Cady & Smart have purchased the wholesale gro- cery stock of B. Desenberg & Co. and will continue the business at the same location. Allegan — Fairfield & Kolvoord, millers, have sold a third interest in their business to George Peabody and it will be continued under the style of Fairfield, Kolvoord & Co. Lowell—The Dratz-Seydewitz Co. has been incorporated to manufacture furniture with an authorized capital stock of $15,000, of which $11,500 has been subscribed and paid in in cash. Owosso—The Owosso Milling Co. has been incorporated with an auth- orized capital stock of $20,000, of which $10,000 has been subscribed, $1.050 being paid in in cash and $8,950 in property. Detroit—The William Campbell Co, has been incorporated to manu- facture fireless cookers, having an authorized capital stock of $12,000, of which $6,000 has been subscribed and paid in in cash. Big Rapids—Hood '& Wright, man. ufacturers of veneer and panels, are erecting a new veneer plant ae. prising three buildings—a machine room, 36x90, boiler and dynamo room, 30x40, and dry kiln, 24xo0. Grand Ledge—The Grand Ledg: Paint Co. has been incorporated ¢, conduct a manufacturing busines: with an authorized capital stock o: $10,000, of which $8,000 has been su}. scribed and paid in in cash, Boyne City—F. M. Chase, imple ment and harness dealer, has sold his stock of implements to the 3oyne City Manufacturing & Supply Co. and his harness stock to F. D. New- son, a local harness dealer. Detroit—A corporation has been formed under the style of the DeLux: Motor Car Co., which will conduct a manufacturing business with an authorized capital stock of $150,000, all of which has been subscribed and .|paid in in property. Saginaw—A company has_ been formed under the style of the Sagi naw Heading & Veneer Co., which has a capital of $40,000, with paid in stock of $25,020. The company in tends to manufacture lumber, head- ing, cheese boxes, veneer and baskets. Battle Creek—The Donna Gracia Candy Co. has been incorporated ti conduct a manufacturing business, with an authorized capital stock of $22,000 common, and $3,000 preferred, of which $12,500 has been subscribed, $150 being paid in in cash and $12,350 in property. Detroit—The Michigan Improved Window Co. has been incorporated to manufacture window devices and deal in lumber. The company has «n authorized capital stock of $25.009, of which $14,750 has been subscribed, $1,000 being paid in in cash and $13,- 750 in property. Flint—A corporation has been or- ganized under the style of the Flint Cement Tile & Brick Co., which will conduct a manufacturing business with an authorized capital stock of $5,000, all of which has been sub- scribed, $1,000 being paid in in cash and $500 in property. Detroit—The Turpineoil Manufac- turing Co. has been incorporated to manufacture solvents, driers and cleaners and conduct a_ mercantile business, with an authorized capital stock of $1,500, of which amount $1,050 has been subscribed, $250 be- ing paid in in cash and $125 in prop- erty. Flint—Fred G. Letts, factory su- perintendent for the W. A. Paterson Co., has succeeded to the duties ol sales manager of that institution, fol- lowing the resignation of George Mc- Cutcheon, who will leave this city i” a couple of weeks for Owensboro, Ky., to become Vice-President and sales manager for the F. A. Ames Co., of that place. Mr. Letts, who has held the position of factory st- perintendent for the last ten years, will continue to exercise general st- pervision over the factories of the W. A. Paterson Co. in addition to having charge of the sales department. eee MME ace April 7, 1909 e MICHIGAN TRADESMAN : 5 onsen ey ee sees © fatale ey The Produce Market. Oranges—The market is stronger Apples—A firm tone is shown onjand higher, choice Navels having ad- all varieties, but no further advances| vanced to $2.75@3.25 per box. are expected. Receipts are of mod-| Parsley—35c per doz. bunches. erate proportions, while the demand Pieplant—roc per th. for hot house. ‘: ce a ee a Pineapples—Cuban. stock commands 2 S272 T Mert a Pe 75d, | NEW ORR Tee $3.75 per crate for 36s, 30s and 24s been moving freely during the past]. ue | and $3.25 for 18s and 16s. week as_ follows: Spys, $6@6.50; Pata Tt be k heldi* Baldwins, $5.50; Greenings, $5.75@6. root aaaree ay Q . oo steady during the past week. Arrivals ee ee i are about equal to current require- q eon. ments of the trade. Carlot enquiry for seed purposes is about over with, and from now on the call for table Bananas—$1.25 for small bunches, $1.75 for Jumbos and $2 for Extra Jumbos. use will have to be depended upon Beets—$1.50 per bbl. for an outlet. It is possible that the Butter—There is a very good con-|market will ease off some in a short sumptive demand for all grades of|time. Present transactions, locally, butter. The recent decline of Ic was/are on the basis of goc. due to the increased receipts. The Poultry — Paying prices: Fowls, present receipts of fresh butter show 1114@12%c for live and 13%4@14%ec a fine quality for the season and) for dressed; springs, 12%@13%c for meet with a ready sale on arrival.jjive and 1444@15%4c_ for dressed; The market is steady on present ba-| ducks, 9@1oc for live and 11@12c for sis and will likely remain so during idressed; geese, t1c for live and r4c the coming week. Fancy creamery iS | for dressed; turkeys, 13@14c for live held at 27c for tubs and 27%c for) and 17@18c for dressed. All lines of prints; dairy grades command 24@| poultry continue high, with only mod- 25c for No. 1 and 15@t6c for packing erate arrivals. Demand is fair, but stock. ‘many of the small dealers, it is said, Cabbage—$3.75 per crate for Texas. are not buying except they have or- Carrots—$1.50 per bbl. 'ders, which causes a rather quiet Celery-——California, 75c per bunch; tone. The present range seems to be Florida, $2.75 per crate. a8 high as it can possibly go and it Cocoanuts—$s per bag of go. /would be advisable for those who Cranberries—$15 per bbl. for Bell) have stock to ship it at once to get and Bugle from Wisconsin. ‘advantage of prevailing prices. Cucumbers—$r.30 per doz. for hot, Radishes—25c per doz. bunches. house stock from Wimois. | Sweet Potatoes — Receipts have Eggs—Local dealers pay 18c f. o. 'shown a material falling off and val- b. shipping point and sell case count wes rule considerably firmer than for at 19@20c. The market shows a| some time. $4.50 per bbl. for kiln falling off in receipts, owing to some dried Jerseys and $1.65 per hamper. packers putting eggs in storage. This| Veal—Dealers pay 5@6c for poor year’s storage price, incidentally, will and thin; 6@7c for fair to good; 7@ 1 | be much higher than last year’s. The |9c for good white kidney. market is very firm at an advance of} Tomatoes—Florida, $2.50 per 6 Ic over a week ago, and there will | basket crate. likely be a continued firm market un- | oe. eT til after the Easter season is over, | The Grocery Market. when a decline of 2@3c will likely| Sugar—-The market is strong but Gees. iwithout change from a week ago. Grape Rruit—Florida stock com-| Tea—The market has eased down mands $3 for 36s and 46s and $3.75 somewhat, so far as the country de- for the smaller sizes. California mand 1S concerned, for most lines stock fetches $3.25 for all sizes. with the exception of Japans, for Grapes—Malaga command $8@9 which a good demand is noted at full per keg, according to weight. prices. Owing to a shortage of sup- Green Peppers—$3.25 per 6 basket plies, no large amounts can be ob- tained. There is still a good demand Honey—14c per th. for white clov- from country merchants for line lots er and 12c for dark. sufficient to carry them through the Lemons—Steady and unchanged on|remainder of the year. So faras the the basis of $2.50 for Messinas and imposition of a duty is concerned, it $2.75 for Californias. is still one of the uncertainties, and Lettuce—Leaf, roc per fb.; Florida | it is generally felt that if Congress head, $3 per large hamper. does continue tea on the free list erate. Onions—$1 per bu. for red stock|Japan will probably place a high or yellow. Texas Bermudas have de-' price on its new teas, owing to the clined to $1.85 per crate. very short supplies available. Spot prices hold firm. More interest is|count of the Easter season and also shown in Formosas and Ceylons. an active consumptive demand for Coffee—Rio and Santos grades are| bacon and skinback hams. Pure lard both weaker and lower. The market|iS firm at %c advance over a week has been boomed by the syndicate|ag0. Compound lard is firm at un- for several months on the prospect|Changed prices. Barrel pork, dried of a duty, and now that that prospect|beef and canned meats show an in- is diminishing, the market inevitably | creased demand at ruling prices. sags. The demand is light. Mild; Fish—Cod, hake and haddock are coffees are firm, but quiet. Java and |tnchanged and dull; prices easy. Do- Mocha unchanged and quiet. |mestic sardines advanced according Canned Goods — Tomato packers | © pen but the demand iS show more firmness in holding for light and will probably not be stimu- better prices. With the opening of | fated by any fluctuation. Other the lake and rail season, the move-|8'#des Of sardines are unchanged and ment will probably be much heavier, | Wuiet. Salmon is steady to strong, which, it is thought, will have the couscranty Alaska red, and the demand effect of advancing the price. Future|'S fair. Mackerel shows no change price named on canned corn has had | °F the week. The demand is still the effect of reducing the price on| light and the market only fairly spot goods to some txtent. Peas are|*te@dy. There seems no immediate unchanged and steady. The long- | prospect of any improvement, in spite expected advance in gallon apples has |of the fact that the statistical posi- finally materialized, an advance of tion, as recently reported, warrants 25c per case being noted this week.|Migher prices. Irish mackerel are The consumptive demand is showing| snchansed and steady. some improvement, which js, nO | Death “Ma Ue Udell. doubt, due to the fact that green ap-| After contending bravely against ples are almost out of the game.|an illness covering several months, Peaches and pears hold about steady. | | Mrs. Marietta A. Udell passed away Apricots show some improvement Hist Sue o'clock ‘Tues sday morning, at tone and slight advances are expect-| ho, home, 354 Crescent Avenue, ed before the new pack. Strawherties| Phuc hac ended 4 beautiful life and raspberies continue firm. The] w1 hose values were generously be- better grades of salmon continue | <¢ towed upon the best interests of the strong, although de movement is not] czy of Grand Rapids for nearly thir- as large as desired. The trade ©N|ty-five years, and the impress of pink salmon is said to be especially) which ean not fail fo yield a lasting disappointing, and a weaker tone M tucuce foe good upon our com- in evidence. As intimated last week, munity. packers of sardines have advanced Mrs. Udell their prices 15c per case, due to the! from Freeport, Ill, about 1874, as the fact that their supplies are only suf- | voung wife of the late Stern F. Aspin- ficient to carry them through to the | all who died in 1801, and for six next pack. lyears thereafter she remained a wid- Dried Fruits—Apricots are un-|ow. Then she became the wife of changed and fairly active. Future|Mr. Corwin S. Udell, who was a citron is selling at an average Price| widower and who, of 11%c, which is somewhat less surely has the sincere sympathy of than for the last few years. Figs/, very large circle of friends and co- and dates are unchanged and dull.| workers. Some demand for new prunes has de- Intuitively a woman of refinement veloped on spot, at a price which is|anq possessed of broad and clear about 4c above what new goods can| mental equipment, Mrs. Udell had a be bought for on the coast. Old) strong and at the same time a charm- prunes are stil] selling, but not so ing personality with splendid well. Peaches are in fair demand at capacity for adaptibility to whatever unchanged prices. Raisins are un- problem she undertook to solve; but changed on the ruling low basis, and] per highest purpose and her best the demand is dull. Higher prices achievement were as a homemaker. are unlikely before next fall. came to Grand Rapids surviving her, She believed in home building and, Cheese—Stocks of all grades are!developing such a result for herself getting very low, but the high prices|and those she loved, she was tireless have curtailed the consumptive de-|and enthusiastic in contributing to- mand to some extent. Owing to the| ward similar prizes for others. There extremely small stocks there will] was an utter absence of ostentation likely be a continued firm market. |in her efforts along this line, the only Syrups and Molasses—Compound| reward and the best one she received Syrup is in moderate demand at un-|being the pleasure that came to her changed prices. Sugar syrup is still| through the knowledge that she could very scarce and firm, the demand/do these things. taking the make as fast as turned out.| A woman of excellent ability as an Molasses is unchanged and in fair|executive, and liberal minded, fair and demand. accurate in ‘her estimates as to char- Rice—The market is still tendinz| acter and conditions, Mrs. Udell was higher, due to the exceptionally heavy| exceptionally valuable as a leader in demand. Real fancy heads are not to|}church work and in all clearly-defined be had from first hands. movements in behalf of the general Rolled Oats—Jobbers are expecting| welfare, so that socially and in all material advances before new crop|other phases of her life she was a oats come onto the market, which}charming and greatly beloved char- will be about September I. acter and one whose kindly, generous Provisions—There have been anac-|and successful ministrations will long tive demand for smoked hams on ac-|be remembered. TEAM WORK. How Muskegon Grocers and Butch- ers Got Together. Muskegon, April 6—A Muskegon grocer was checking up his Saturday sales when a local agent for a yeast company came in. The agent sized up the grocer’s roll and remarked, half in earnest, half facetiously: “You'll get rich soon at that rate.” “No fear of that,” returned the gro- cer; “look here.” Running through his books he showed the agent various accounts from fractions of a dollar up, some of them ancient, some more fresh, but all neatly notated, “N. G.” Ole Peterson, President. “There’s where the profit goes,” he said. “A grocer can’ barely make a living here because of the bad ac- counts that accumulate on him. A customer comes to you, pays cash for a couple of weeks, then asks far credit. After running as big a bill as you'll let him he goes to another grocer, and you can whistlé for your money.” The agent sampled the pickle barrel and ruminated. “Why don’t you fel- lows organize for your own protec- tion?” he said. “The rest won’t do it,” said the grocer despondingly. “I’d like to, but if I’d propose it to the others they would think I was trying to put up some job on them.” Organize! The idea stuck in the sales agent’s head. That was the be- ginning of the Muskegon Business Men’s Protective Association. The agent went out and talked to the other grocers. All told the same hard- luck story. He mentioned organiza- tion. Some of them laughed. Some of them considered it seriously. All of them held it impossible, said trade jealousy and lack of confidence in each other would forever prevent co- operation. The grocer was Ole Peterson, now President of the Business Men’s Pro- tective Association. The agent was A. R. Bliss, promoter and Vice-Pres- ident of the Association, the most popular man in grocery and meat market circles to-day. Bliss is pop- ular because he talked dollars where the grocers saw mone, made them come his way when they did not want to, smoothed over their petty jealousies until they got together and, MICHIGAN TRADESMAN finally, is collecting up all the old and bad accounts, making everybody pay up promptly by the potent club—or- ganization. When Bliss gets an idea that he thinks is worth while it sticks. De- spite his five feet more or less, most- ly less, of height, he can stand up against the biggest of them and “talk their heads off,” to use the provin- cial. His 140 pounds avoirdupois is just that much concentrated hustle and hot air. A year ago, when the grocers were apathetic, he got them in line for the annual picnic, man- aged the whole affair, begged the do- nations, held up commission men, got the butchers to join in and gave the merchants the best picnic Mus- kegon has had in a long time. Imme- diately he became immensely popular. Before then the grocers had _ been fighting Bliss the same way they fight every agent who comes in, Thereafter they let him have his own way. Bliss always has his own way. The grocers and butchers now swear sold goods before. He made it a practice to talk Association every day. A grocer would get his day’s supply of yeast over the counter. “Started to build that house of yours yet?” Bliss would ask. “Can’t afford it this year.” “Well, now, if you had all your old bills collected, that five or six hun- dred standing on your books, you’d be in clover, wouldn’t you? You’d be that much to the good and have a fine start toward having a home of your own.” That would be the prelude to a five minute discussion on the benefits of organization. In a couple of months he got them interested. A man who talked like that must believe what he was saying. There must be some- thing back of it. They began think- ing. It might be possible after all to cut out this floating non-pay trade. It might be possible to get everybody to pay up. Viewed from this stand- point Jones, around the corner, did not look so much like a crook as he did before. His co-operation, with the co-operation of the others of the April 7, 1909 Secretary, and Hans Larsen, of Lar- sen & Rasmussen, butchers, Treasur- er. It was a live meeting, for the galvanic enthusiasm of Bliss kept everything tingling. The next meeting, a week later, had a larger attendance. Bliss started to get every grocer and butcher in the city into the Association. In a month he had all except a half dozen or so. 3eing the only man who knew any- thing about the organization of » Protective Association, Bliss was called upon to do the bulk of the work. He drew up a set of by-laws which have won praise from mer- chants and consumers alike. The word “dead-beat” is not mentioned. here are no “dead-beats”—only slow-payers—and it is to get the slow- payers to make more prompt settle- ment that the Association was form ed. The by-laws are as follows: We, the business men of Muskegon, organized for the protection of our customers and ourselves, do hereby forth the rules and governing our body. ce set regulations Section 1—The name of the Asso- A. R. Bliss, Vice-President. by him. “Go ahead, Bliss, do what you think is right,” is the most com- mon expression heard at a meeting of the Protective Association. Bliss went after the grocers to or- ganize them the same way he got after them to have the picnic last year. He wrote about the State to find out what grocers in other towns were doing. He got copies of the various by-laws and studied up the question of organization for protec- tion thoroughly. When he had learn- ed enough to talk intelligently he be- gan his campaign. The first man he talked to said: “A fine thing, but we can't do it here. Jones, around the corner, would break every rule you made the day after the joined if he could see a cent’s worth of profit in it. You'd have to make it a criminal offense to violate one of the rules, and you can’t do that.” The next man merely laughed at him, told Bliss it was only another of his vaporisms, one of the funny stories that he likes to tell. The next man thought it over more seriously, but again negatived the idea. So it went the rounds, a joke here, a sub- ject of serious discussion there, but ever followed by the same “No.” weeks. trade in the city, meant dollars to each one of them. Then one day the merchants at Muskegon Heights organized a Pro- tective Association and made the ulti- matum to their customers that here- after they must pay up every two Muskegon grocers watched x Jacob D. Klont, Secretary. the move with interest. That was just what had been preached to them. The Heights Protective Association was a success from the start. The merchants did not lose as much trade as it was prophesied they would; and poor payers came along every Sat- urday night and squared up their ac- counts. Some of them bought less goods than before, but they left just as much money behind, applying the difference on their old accounts. One evening in February Bliss call- ed a meeting of all Muskegon gro- cers and butchers, for by this time he had the butchers worked into the plan also. The meeting was held in the Council chamber in the City Hall. About forty grocers attended. Offi- cers were elected. Ole Peterson, a prominent city grocer, President; A. R. Bliss, Vice-President; Jacob D. Association quorum of membership. sociation is to promulgate whereby the business men of the or- ciation shall be the Muskegon Busi- ness Men’s Protective Association. Sec. 2—The officers of the Asso- ciation shall be president, president, secretary and treasurer. a vice- Sec. 3—-The officers shall be nom- inated and elected by ballot. Sec. 4—The term of office shall be one year. Sec. 5—The elective power of the shall be vested in the Sec. 6—The functions of the Asso- ciation may be both of a business and social relation as designated by the executive body. Sec. 7—The chief object of the As- a plan Hans Larsen, Treasurer. ganization may be protected from those who are slow pay and that por- tion of the public with whom they do business, who make it a point to pro- long their indebtedness to the mem- bers of this organization beyond a reasonable period of time. Sec. 8—The Association shall keep a list of those of their customers who violate section 7. Sec. 9—The usual period of time Bliss was not discouraged. He had Sn a ere Klont, of Klont & Sikkenga, grocers, to extend credit shall not exceed the aed Ohad POR peas Siew ne it ES April 7, 1909 regular pay-day established by the customer and merchant. Sec. 10o—The patron who exceeds the rule, who, in the judgment of the merchant, shall be deemed unworthy of further credit, shall be asked to make a satisfactory settlement or give ample security for furnishing the continuing of his credit. Sec. 11--Any patron whose credit has become impaired, wishing to change his place of dealing, must sat- isfactorily settle his account or the merchant to whom he applies for credit maintaining his membership in the Asociation must refuse same un- til patron in question shall have sat- isfactorily settled his account at his previous place of trade. Sec. 12—A list of undesirable per- sons shall be kept by the Association. Sec. 13—A circular letter outlining the objects of the Association shall be sent to the patrons of the mem- bers of the Association, Section 14--A placard of member- ship shall be displayed at the various business places controlled by our members, embodying in whole or es- sentially the contents of our circular letter. Sec. 15—There shall be a commit- tee of three known as a “Grievance Committee” appointed by the Presi- dent to act as a board of arbitrators. The by-laws went into effect March tr. At once a change noticed. The publication in the city press of was a story that professional men, law- yers, doctors, etc. who let their bills run for about six months were especial objects of the Association’s condemnation brought downtown merchants hundred dollars a day of old accounts inside of a week. People who jumped from one store to another as soon as they could no longer receive credit at the place they were trading at once came anxiously to their grocers to learn what dis- position was going to be made of their cases, and as to whether they could no longer receive credit. several The Association did not trouble it- self with mortem accounts. Everybody started on March 1 with a clean slate and got credit or paid eash according to his previous ar- rangement with his grocer. Two weeks was set as the time in which everyone must pay up, although gro- cers used their discretion with long- standing customers accustomed to making monthly payments. After the first two weeks was up a list of the derelict ones was sent in by each gro- cer to the Secretary. That list is kept up and constantly added to as the weeks roll by. Also it is sub- tracted from when a customer comes in and makes settlement. A few customers tried the old tac- tics, but when a grocer who was a member of the Association had some one come to him asking for credit who had not traded with him _ be- fore, he asked the customer who had been his grocer previously. Then he found out from the Secretary if the man was all right and deserved cred- it. After a few attempts the would- be account jumpers were generally discouraged. Some grocers who were not mem- post MICHIGAN TRADESMAN bers of the Association and who ex- pected to get trade dropped by the others by not belonging got what they wanted. But a few weeks’ ex- perience with customers who would not pay discouraged them and they soon came in line with their breth- ren. There was some opposition from the people at first. A movement of this kind is always maligned and mis- understood. Threats were made. But by generous advertising in the city press, by mailing out circulars and by having each grocer preach his own gospel, the people finally came to understand that the Association did not propose to fix prices, that it was not aimed at those who paid regu- larly, but that it only affected a class who were parasites on the commu- nity and who by their neglect in not paying just accounts forced grocers to take big margins on some aarti- cles. A month after the Association has come into active existence all contra-agitation is dead. Outside of the protective phase of the Association’s activity it has also a social feature. All the old jealous- ies are being driven away. Grocers and butchers are good fellows to- gether instead of refusing to address each other when meeting on the street. They are coming together on the summer half holiday plan. They expect to have a picnic this year. A team of has been organized. The butchers are talking a similar team. The are taking 4 broader view of their interests. At the last meeting a protest framed against the proposed increase of one-half cent a pound on Messina A protest on the tea duty was entered. The resolutions will be sent to Congressman James C. McLaughlin and to both Senators from Michigan. baseball grocers grocers also own was lemons. also Other merchants are becoming in- terested. The coal men, the milk men, the shoe dealers, the profession- al men are enquiring into the suc- cess and organization of the Asso- ciation. During the course of the summer it is expected that the Gro- cers’ and Butchers’ Association will either have to branch out or other associations will be formed. The President of the Association, Ole Peterson, is a grocer of long ex- perience. He is situated on Peck street, near Irwin, one of the city’s fashionable districts, and has one of the most select circles of customers town. Conservatism—the kind of conservatism that is consistent with in progress—is the keynote of Mr. Pe- terson’s character. He is highly pop- ular among his associates in the busi- ness and wields the gavel to entire satisfaction. Jacob D. Klont, Secretary of the Association, is a grocer who has been in the business many years and is thoroughly familiar with the local situation. Mr. Klont’s well-known rugged honesty and integrity made him the ideal choice for the difficult office of Secretary with its accom- panying duties. Hans Larsen, of Larsen & Rasmus- sen, a butcher, is the Treasurer. Mr. Larsen was one of the first butchers to take active interest in the Asso- ciation. He has long been in busi- ness in Muskegon and understands the need of protection as well as any merchant in the city. ee Woolen Mills For the Manufacture of Yarn. With four knitting mills already here and a fifth about to start it is es- timated that in the manufacture of underwear we use annually between $150,000 and $200,000 worth of wool yarn. And not a dollar, not even a dime’s worth, of it is produced here. Michigan is ranked among the good sheep states. Many thousands pounds of wool are produced every year in this State, and so high does Michigan wool stand in the market that at sheep shearing time the big Eastern houses send their buyers here to pick up all they can get, and the resident buyers in the larger cities have their agents scouting around the small towns and in the country seek- ing the fleece wherever it may found. Michigan shipped chiefly to the Boston market, either in the New England mills or at Philadelphia the wool is converted of be wool is and into yarn, and in this form it comes | back to Grand Rapids to be knit into | underwear. The suggestion might well be made! that Grand Rapids would be a good | location for a woolen mill. supply the local knitting works with | ‘iw fon} their material, but there score or more other knitting Taw are a works in Michigan from whom orders could | be reasonably looked for. Should a woolen mill be established here it} would not be a new industry but 2| revival of one of the city’s earliest] manufacturing activities. In Stephen Hinsdill started a wool card- ing, cloth dressing and satinet fac-| tory, occupying part of what was known as the “big mill” on the east short distance above He river bank a Bridge street. ness until his death in 1848, and Tru- | man H. Lyon succeeded thim in the | line | by the addition of cassimeres, flan- | management and increased the nels and other cloths. built a 1851 mill and two erward into it new in and years months later gave it up. Such a| mill would not only be in position to} 1843 | continued the busi- | Mr. Lyon aft-| moved | later | sold it to D. P. Nickerson, who a few | John =.) T Earle & Co., Jas. D. Lyon, J. Edward Earle and Geo. M. Huntly also tried their luck at clothmaking, but with indifferent the Earles stayed by the game for seven years. John W. Squier started a carding and cloth dressing mill soon after Hinsdill began in 1844 and this branch of the business was carried on at different times by Powers & Ball, S. G. Noyes, Pew Bros. & Co., the Earles, Jas. D. Lyon, Albert Amisden & Son and others, but one after another they quit. The last to go was Samuel G. Stover, who for several years carried on a little busi- ness on West Bridge street and only comparatively recently retired. These early concerns put the wool through all the processes from the clip to the finished not why they failed, but the fact remains success, although goods. [ft is recorded that the use of wool as a raw material has become a lost industry in Grand Rapids. It the of some of them might have been differ- ent if the city had had knitting works As said, knitting works are here now, four of a fifth soon to start. ; possible fate iS as a market for said, the yarn. Isn’t it about time some live capitalist be- them, and gan looking into the possibilities of a woolen mill, not for the manufacture of cloth, but for the production of woolen yarn such as. the’ knitting iworks use? —_—_.~- -_—_ Domestic Tragedy. “For goodness’ sake, Harriet, why so sad?’ The cook’s left, but that isn’t the lworst of it; she took with her the lrecipe-book for all the things John’s mother used to make.” Can Fruit & Vegetables with THE BARTLETT CANNER FOUR SIZES, $65 to $200. ‘There’s MONEY in it. atte h i a AMC Ground Feeds None Better WYKES & CO. @RAND RAPIDS YX BRAND TRADE ARK WorDEN GROCER COMPANY The Prompt Shippers Grand Rapids, Mich. oe FRY NT FE CE Pe es a MICHIGAN TRADESMAN April 7, 1909 DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Corner Ionia and Louis Streets. Gran@é 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- companied by a signed order and the price of the first year’s subscription. Without specific instructions to the con- trary all subscriptions are continued ac- cording to order. Orders to discontinue must be accompanied by payment to date. Sample copies, 5 cents each. Extra copies of current issues, 5 cents: of issues a month or more old, 10 cents: of issues a year or more old, $1. Entered at the Grand Rapids Postoffice as Second Class Matter. E, A. STOWE, Editor. Wednesday, April 7, 1909 NAVIGATION CONTINUED. There is still remaining of the fund appropriated by the general Govern- ment for the improvement of Grand River from Grand Rapids to Grand Haven a sum approximating $55,000. The operations which are to be conducted this season, it is under- stood, are to be confined to the upper end of the channel, that is to say to the stretches between the Fulton street bridge and the Jenison Bar. Grand River, from Eastmanville to Grand Haven, is readily navigable for boats drawing five feet of water, while, from Spoonville down, craft drawing six or seven feet may be safely and conveniently handled. With this condition of things exist- ing, the proposition to build and operate a twin screw motor boat 50 feet in length with 14 feet beam, capable of carrying twenty-five tons of freight or 100 passengers and to make a round trip daily, is a good one. A boat of this character may be safely handled by two men, under Government regulations, and that there is sufficient business—both freight and passenger — between Grand Rapids and Grand Haven to much more than meet the cost of operation is beyond question. The Jesiek brothers, boat builders and navigators of experience and men who have, as business managers, the confidence of the best men in our city, propose to invest $2,600 of their own money in building such a boat at a cost of $5,000, and to secure the balance of $2,400 needed to meet the initial cost, they will give a trust mortgage on the boat for that amount, issued to Charles H. Leonard as trustee for the stockholders. Charles Renwick, N. Fred Avery, Charles H. Leonard, Dr. Chamberlain and other gentlemen are soliciting subscriptions to the $2,400 of stock and it is believed that the boat will be ready to go into commission by June tf. HE MUST STAY PUT: Politics is a queer manipulator, but there are hopeful signs visible. The Non-partisan or Citizens’ tick- et went down to defeat last Monday and why? Because, while perhapsa majority of those who conducted the propaganda are so enlisted because they truly believe that party should not take the place of men in a local election, there were enough citizens who are com- monly recognized and believed to be “outs who wish to become ins” on the Citizens’ ticket to condemn the en- tire outfit. And so there has been another ma- chine victory. No matter how competent, how honest or how sincere a man may be; no matter how deep may be such a man’s moral sense as to the justice and right of civil service regulations exactly observed, he is made to exer- cise his sincerity or utilize his ability in the directon of real civil service values the minute he is elected to office through machine methods. An honest man who firmly believes that he can evade the demands of the machine is nominated and elected. The first and inevitable situation he faces is the appointment of his as- sistants. He knows that the men who expect appointments because they contributed largely toward his election are incompetent; he knows that they are too numerous for the needs of the department of which he is the chosen head; he knows that they are shiftless and indifferent as to the conduct of his department and he knows that, could he proceed with- out opposition along the exact lines his conscience dictates, he could very materially reduce the expense and in- crease the efficiency of his depart- ment, He knows all these things, but he also knows that he has been elected to office; that he covets the honor and needs the emoluments. Then he awakens to a full realiza- tion of the fact that he must stay put as a part of the machine. POWER BEHIND THE THRONE. For weeks two groups of eminent gentlemen have been engaged with what is popularly known as the Tar- riff, at Washington. During the same period the busi- ness interests of the United States have become heartily sick of the en- tire mess. Meanwhile and in spite of the President, one Senator Aldrich has been serenely demonstrating once more his complete mastery of the situation—a control he has, as the representative of the Consolidated Interests, exercised for almost an en- tire generation. Truly President Taft is decidedly up against it and with equal truth the general welfare of the country is his side partner in sorrow and disgust. If the crowd down there could build up, first, a truly squared and plumb view of the Tariff mystery as a Principle, it would be a most grati- fying exhibit and would serve to in- spire patience and generate hope on the part of a long suffering public. And then if, by some hook or crook, Congress would annihilate the rapidly growing conviction that the well-advertised Big Stick has been re- stored to the all-embracing clutch of that man Aldrich, the general public would feel much more comfortable. Meanwhile if the Sargeant-at-Arms, collaborating with the Superintendent of the Bureau of Janitors, under the auspices of the First Chief of the De- partment of Perquisites, should suc- ceed in annihilating the Division of Lobbyists, business men would begin to realize that, after all, the special session of 1909 is going to bring forth something really tangible and, pos- sibly, of value. SELLING GARDEN SEEDS. While the garden seed collections usually found in the stores have fall- en into disrepute through the fact that many of the seeds offered are so old that vitality is impaired, there is an excellent opening for any live dealer who will offer a choice assort- ment of seeds which he can guarantee as fresh. Many neglect ordering until the season of garden making is at hand. Others for various reasons find that a supply which they thought existed is in reality deficient when planting time comes. That they can order from a local dealer and get the seeds at once is much preferable to being forced to send away and then wait for weeks before the arrival of the packets. Handle only seeds which you can guarantee as fresh. Let not the com- mon plaint that the grocer handles seeds too old to grow be laid at your door. Deal with reputable growers, and have them distinctly understand that you expect first-class seeds only. Adapt your selections to the location. If you have frosts nearly every month in the year you will do better to look up the Rocky Ford fruit market than to spend any money or space in melon seeds. If there is a cannery in the vicinity you will need to inves- tigate the tomato and sweet corn supply. In short, study the wants of your present customers. Also anticipate coming needs. There are improved varieties of many of the standard vegetables. Post yourself on their general merits, their advantages in your own neighbor- hood, and apply your knowledge to the practical advantage of both your- self and your patrons. asin REASONS FOR DOUBT. Mr. J. H. P. Hughart, of the Grand Rapids & Indiana Railroad, has pro- mulgated a statement that the earn- ings of the road in question from passenger traffic during the past year are, to a marked degree, less than were the earnings from the same source during the first preceding year. And he attributes the decrease to the operation of the two cent fare law. Mr. Hughart shows also that freight traffic receipts during the past year, on the same road, have decreas- ed considerably. Perhaps it was an oversight that he did not charge the two cent fare with this shortcoming. Beyond question Mr. Hughart can not expect the people of Grand Rap- ids to accept his statements without the conventional grain of salt. If he does it is only fair to remind the gentleman that once upon a time he presented a formal statement as to the operation of the Grand Rapids & Indiana Railroad before the Grand Rapids Board of Trade, a statement which, seemingly prepared for the purpose of deception, was so full of inaccuracies that when Mr. W. F. Keeney had riddled it with holes, Mr. Hughart’s statement hadn’t a leg left to stand upon. It is also recalled that once upon a time, in addressing a State official as to the operation of his road, Mr. Hughart stated that he could so ma- nipulate the records of the company he represents that they would show any result desired. For these reasons, and others equally cogent, Mr. Hughart can not feel that he is being imposed upon when the Tradesman declines to ac- cept as fair and accurate his mos! recent pronunciamento. TIME SERVERS’ HABIT. “There is one fact,’ said a local nature fakir, “which is sufficient in itself to convince me that animals do not think. And that is, no animal known to man knows anything what- ever which has not been taught to it” Then, as though he had said the last word in the differentiation between instinct and mentality, he walked away. 3ut he did not move rapidly enough to escape the comment: “And man is included in the animal classifica- tion you would set up.” This retort courteous precipitat- ed a heated discussion which is not yet ended and, like hundreds of ar- guments going on everywhere—in of- fices, stores, factories, over farm yard gates, along country roads, in crawing rooms and drawing room cars—they are no help to business. On the contrary, they are very fre- quently harmful as stealers of time, annihilators of system, obstructions in the way of development and crea- tors of ill will. Men are gregarious. Instinctively they are fond of herding together. They need companionship and fret and chafe against isolation from oth- ers of their kind. And this liking for society has created communities, de- veloped industries and given birth to trade. It is also the genesis of the love for argument. But there is a time to refrain from mental contentions, and that time is when individual skill, effort and influ- ence are needed and deserved in be- half of the general welfare; when they are deserved in behalf of individual needs and in accordance with indi- vidual contracts honorably entered into and to be honorably fulfilled. The man who steals the time of his employer or who robs those depen- dent upon himself of his skill and effort that he may tickle his own vanity by engaging in argument, re- ligious, political or social, and mere- ly for the sake of killing time, is dis- honest with himself and unfair to those to whom he is indebted. Such men can not retain the esteem and confidence of their fellow men or the affection of their helpmeets and off- spring. —_ It would be far easier for some of us to earn more than to personally economize, ee See rae ee aes nea po aan April 7, 1909 MICHIGAN TRADESMAN 9 A BIT OF POETIC PROSE. While it is the task of the his- torian to write down the deeds of the past, it is the pen of the poet that teaches best the lesson that the story of the centuries is intended to im- press upon the minds of men. So while the page of the one records the fact that a Sicilian King in the power of his might boastingly declared that no power on earth or above it could push him from his throne, and that he was dethroned and discrowned, it was the genius of the other so to brighten the wisdom-freighted story of the olden time that we of to-day remember the boast with the humil- lating result and repeat, as exultingly as the old priests sang: “He has put down the mighty from their seat and has exalted them of low degree.” Those who can recall the reign of the Tweed gang in New York City need hardly to be reminded of the security that each man felt as day after day he flaunted the result of his ill-gotten gains in the faces of those citizens whose pockets he had rifled. “To the victors belong the spoils” ex- claimed the ring with all the assur- ance of the adage of the ages. ‘Might makes right,’ and while the “Boss” had hardly the prestige of King Rob- ert when he made his boast, he fairly illustrated the spirit of the when with leer and with all the defiance of the Sicilian King: “What are you going to do about it?” The answer was not long in coming. Even while asking the ground under his feet began to give way, and long before the reply was completed the King and the Boss had this in common: they were both reduced to penury and disgrace; the one arrayed in jester’s garb, the other in the stripes of the convict, and both in their hearts acknowledg- ing the truth of the poet’s verse: “He has put down the mighty from their seat,” a bit of sterling prose which the poetry of Longfellow has em- balmed and brightened. times, sneer he asked The heroic -story of George K. Kindel’s fight, which a recent number of the Tradesman recorded, illus- trates in letters of gold the fact that He “has exalted them of low de- gree.” Think of a quarter of a cen- tury’s grapple with wrong, aided and abetted by the strongest opposition which avarice and greed and cun- ning and organized power can offer. Is there a single element, burdened with discouragement, which he did not meet and fight? What fun they made of him. How his friends desert- ed him and the newspapers ridiculed him. How, penniless and poor, his vanishing fortune twice left-him and how with ‘hope unsubdued he _ still stood, conscious of the right and the justice of his cause, with front to the foe, with armor battered but gleam- ing and that something within him which made it unnecessary for him to exclaim with King Robert of Sicily in his misfortune, “I am, I am the King!” So David met the hosts of the Philistines in the valley of Elah; so Miltiades conquered on the plain of Marathon, and so commercial des- potism, under which individual ener- gy is always stifled, was forced to yield at last to this man who true to his convictions has given a modern instance to illustrate what the Psalm- ist meant when he sang: “He has ex- alted them of low degree.” If it be true that the poet depends upon the noblest deeds for the in- spirations of his loftiest verse it does seem as if the present every day life of the world is furnishing material for the future’s grandest themes. Fact, plain, unadulterated fact, is prose, and the days are crowded with it; and if dear old George Herbert was right—does anybody dispute it—when he “makes drudgery divine” when he says: “Who sweeps a room as for thy laws Makes that and the action fine,” can it be wondered at that the dull, daily task, if it be done “as for thy laws,” is in itself a divine inspiration; and although it may lack rhyme and meter and so the rythm that belongs to the poem it still retains enough of the song spirit to permeate the work, be it of hand or brain or both, and make it a masterpiece of poetic prose? So the engineer clings to his throt- tle-lever in the face of death until the cargo of human life is safely dispos- ed of; so the captain is the last man to leave the sinking ship, and so the doer of the daily duty may so do that duty that the poet, catching a glimpse of the divinity underlying the drudgery of it, shall even in these dull days “mlake that and the action fine,” and fill and thrill the ‘work-a-day world with the happiest songs that have ever been so far sung. HOLD FAST TO YOUR TEMPER. A noted banker of England de- clares that the secret of his success in self-control under particularly try- ing circumstances was from William Pitt, never to lose his tem- per during banking hours. Webster puts the principle epigrammatically, “Keep cool; anger is not argument.” But even if it were, the merchant can not afford to convince in this way. It makes too many The customer may be sin- your learned Sort, of a enemies. cere; and if he is not losing temper does not entrench your po- sition in the least. If he is unjust strive to show him the error. If he is obstinate few words—and these measured and to the point, polite but decisive—will accomplish more and leave a_ better than to show temper. “He is a fool who can not be an- impression gry,” says English, “but he is a wise man who will not.” The man who unbridles his tongue in rage knows not where the runaway will end; but it is almost certain to culminate in smashed friendship. A word slips in a fit of ill-temper which severs a business friendship of You may regret—be verily ashamed of— the result after a few hours of re- flection. It may have been the result of indigestion or other physical ail- ment. Its effect is none the less cutting, and if it does’ not give mortal offense it at least diminishes your respect in the eyes of your vic- tim—possibly in that of his friends. But loss of temper does more than injure your trade, your reputation. It injures you physically. Rise above years. the irritations of life; make the nerves servants; preserve an outward calm- ness, even if there is ebullition in- side; and nine cases out of ten you will be glad later that you adhered to this rule of keeping the temper. . reenter ee COMPREHENSIVE COLLECTION “Come here; I want to show you something,” was the salutation ac- corded a few days ago by a hustling country merchant as a man who did considerable office work entered the store, He then exhibited with pride a neat case stocked with fluids in various sized bottles, mucilage in bot- tles and tubes and a number of other desk supplies, all of standard manu- facture. Not a word was said oa either side about a purchase, neither was there one made at the time; but the shrewd merchant thinks that when this man has for some of these little fixtures, as he soon will, he will know where to go to find a choice assortment; and the visitor is of a similar mind. There are a number of advantages in this method of showing small ar- ticles. You can put your hand on any one of them in a minute. The purchaser has a chance to make a selection and may discover something or some form of which he much If he wants a bottle of ink he may not like to ask you to take different from the order that he may writing occasion They are all together. the standard article prefers. down the sizes shelves in make a comparison of values—it is too small a matter over which to brig- gle—yet if he sees the two sizes side by side he may have a strong pref- erence for the one and mentally for the chance to exercise thank you his choice. When it is established in a com- munity that you have a full assort- ment of any line of goods custom- ers will be more numerous. who keeps only one or two sorts of The man anything is greatly at a disadvantage when he comes in contact with the one who carries a full line of stock. And with this complete collection the dealer can court trade, as above noted, without himself a bore or a subject of jest. rendering May the courage, may the in- sight, may the truth and in the search for it which made our fathers in the faith strong, come to us. New questions meet us in our own day, new _ forms of thought. May we have the old cour- ageous and magnanimous spirit, the manly faith of those willing to do, to dare, if need be to die for truth. deep confidence in The value of diamonds depends en- tirely upon the circumstances — sur- rounding them. A few pounds of cork in a shipwreck is often worth more to a person than all the dia- mond fields of the world. enema Philosophy is finding out how many things there are in the world which you can not have if you want them, and don’t want if you can have them. eens Most’ of the burdens for which we are simply our own blame heaven needless baggage. Who Is the Best Buyer? He is not the man who buys the most goods. He is not the man who buys the cheapest goods. Strange as it may seem, he is not the man who always pays least for the goods he buys. The best buyer is the man whose goods sell best. The keynote of successful buying is to make the salability of the goods— not the price—the first consideration. When an article is offered to a buyer his first thought should be, “Is it good? Will it sell? Is it a money- maker? If not I do not want it at any price.” Slow-selling goods which remain a long time on the shelves are dear no matter what you pay for them. The first article offered will sell readily at a fair profit and then, and not until then, he endeavors to get the lowest possible price on it. It is not the first cost of the goods which counts, but what can be made out of them—all things considered. It may even be good business to pay more for one article as compared with another because you can make more out of it. successful buyer considers whether the Take as an illustration the experi- ence of a retail hardware man in buy- ing glass nest eggs. He had been buy- ing these in moderate quantities at 25 cents a dozen. They were put up a dozen in a box. Along comes a sales- man who offers him similar goods by the barrel at about half this price. At- tracted by the low price he orders a barrel. When it finds that the barrel might better be called a hogshead. comes in he He now has enough nest eggs in stock to last him possibly ten They are packed loose in the barrel and the extra trouble in han- years. dling them, the dead stock on hand, the extra room required to store the goods, etc., will not repay him in the long run for the difference in price. This merchant would made more money, taking everything into consideration, if he had continued to buy nest eggs at a higher price but getting them in moderate quantities and packed conveniently for handling rather than to overstock because of his desire to buy at the lowest figure. have Many similar instances might be men- tioned involving a much larger ex- penditure of money than is required for an investment in nest eggs. It is a serious mistake to overbuy. The amount of stock carried should bear a definite relation to your sales— say one-third to one-fourth as much as your annual business. To make mioney you should turn your stock three or four times a year—the often- er the better. The other extreme is an equally se- rious mistake—to be so afraid of overstocking that you will not have the goods when they are called for. Buying in this way makes it impos- sible to build up your business. The ideal condition is to watch the stock closely and buy often and in moder- ate quantities so as to have the goods on hand when wanted and the shelves emptied when the demand slackens. : y 10 MICHIGAN TRADESMAN UNJUST FREIGHT RATES. Best Way To Proceed in Securing -Relief. Peoria, Ill., April 2—It is with in- terest that I have noted the organi- zation of the Michigan Shippers’ As- sociation and the action decided up- on at the meeting held in Grand Rapids March 16. It has long been apparent that the existing rate adjustments to, from and within the State of Michigan are, in many instances, capable of being demonstrated as unreasonable, un- duly discriminative and, to a large extent, based upon conditions that no longer exist. The Michigan shippers in their contemplated action are following a precedent recently established by similar organizations in various sec- tions of the country and are in ac- cord with a general tendency on the part of the freight payers towards a more equitable adjustment of freight rates. The writer has carefully fol- lowed the proceedings before State Railroad Commissions and the Inter- state Commerce Commission in a large number of- complaints filed by individuals and by organizations of shippers dealing with freight rates and has always endeavored to im- partially consider both sides of the question. There may occasionally be noted a tendency of newly formed organiza- tions to become somewhat overzeal- ous and aggressive, and for that rea- son their demands upon the carriers, as formulated in their complaints be- fore the Commissions, are readily shown in the hearing and argument to be even more unreasonable than the rates which they attack, thereby undermining the very foundation of their complaint. The interests of the carrier andthe shipper are absolutely mutual and each are equally dependent upon the other at all times; any demand made by the shipper for a reduction of a trate that has been in effect for a considerable length of time should display no spirit of antagonism to- wards the carrier, regardless of what the past conditions may have been. I would respectfully present to the shippers’ consideration the question as to whether or not the’ shippers themselves have not in the past largely contributed to the present chaotic, miore or less unreasonable and often unduly discriminative ad- justment of freight rates. It is only within very recent years that the shippers have displayed a sufficient interest in traffic matters to take any action whatever towards regulation of the rates, rules and practices of the carriers. The transportation systems of this country are the very arteries of trade and in the development of this coun- try’s resources and commerce there is no more important factor. In the history of the world we find no prece- dent with which we may compare the rapid growth of our transportation facilities during the past twenty-five years. In such rapid growth there are bound to be inequalities, and as previ- ously stated it is only in very recent years that the shippers have suffi- ciently interested themselves. The officials at the heads of the various departments of the transportation systems have within the past tyenty- five years found themselves repeated- ly confronted with conditions so rap- idly changing as to become almost kaleidoscopic; without any precedent to guide them they have been called upon to meet traffic emergencies and have in many instances adopted changes in the maintenance and oper- ation of their properties which were necessarily more or less experimental and costly. In many instances im- proved facilities, apparently com- mensurate with the requirements of the traffic for several years to come, were adopted only to be immediately exceeded by the increased volume of traffic to be handled, and in many cases to be discarded as insufficient and ineffectual. The carriers are dependent upon their freight rates for their freight revenues; the rates must be published and maintained as required by the laws governing. In the construction and application of freight rates there is undoubtedly a tendency to assess all the traffic will bear. In fact, that is the first principle of rate con- struction. It has been affirmed that at the present time the only freight rates in effect that are fair and rea- sonable are so only because of com- petitive conditions or agitation by the shippers. It must be remembered that the carriers are entitled to and must re- ceive a fair and reasonable return up- on their investment. In several in- stances where some particular rate, rule or practice has been attacked by the shipper the carrier has offered in defense the statement that upon any other basis a_ satisfactory could not be derived and the Com- mission and the courts have ruled that it may safely be assumed _ the carrier is not dependent upon any revenue particular description of traffic for its revenue, but has numerous. other sources of revenue yielding in total what may be shown as a fair and reasonable return upon the _ invest- ment and the adjustment demanded by the shipper was granted. Such decisions are entirely in the direction of an ultimate and equitable adjust- ment of freight rates or transporta- tion charges. In proceeding before the _ Inter- state Commerce Commission the shipper must be governed by the es- tablished rules of practice and must be prepared to maintain his position, demonstrate his facts and support his claims by indisputable evidence. He must not only prove discrimination but that it is undue discrimination. That discrimination may exist and yet be just and necessary is recogniz- ed in the act to regulate commerce, section two, and in the language of the Commission and the courts: “When traffic is not of like kind or when the service is not like and contemporaneous, or when the trans- portation is not rendered under sub- stantially similar circumstances and conditions, difference in charges does not constitute unjust discrimination within the meaning of section two of April 7, 1909 Do Your Show Cases Sell Goods Or Simply House Them? That’s a question you ought to settle right now. You wouldn’t think of keeping a salesman who didn’t produce. You don’t stock up with goods that don’t ‘‘move.” Then why keep a show case that doesn’t do its part—that doesn’t invite, assist and almost by itself make sales? Sales are what you want, and if your show cases are not making them it’s time to install the kind that do. A THE CASE WITH A CONSCIENCE is the kind you want. They are strong, well built, attractive and long lasting. They never disappoint. They are shipped out daily by car loads. That’s | proof that they are good. So good are they that we have to keep 1,500 on hand for prompt shipment. | So good that our files are full of letters express- ing the satisfaction of our many customers. (A booklet of them on.request. ) So good that they are a paying investment (not a lamented expense) to every man who appreciates the value of an attractive store, and who’s in for the money. So good that you can’t afford to waste another day before you send for our finely illustrated catalog showing over 20 styles. For fear you forget—send right now. Wilmarth Show Case Co. 914 Jefferson Ave. Grand Rapids, Mich. | April 7,. 1909 MICHIGAN TRADESMAN ii the act” and “The language of the act recognizes that a uniform ~ rate between different shippers is not al- ways possible or proper; that the time of service, the kind of traffic and the circumstances and conditions under which it is transported may material- ly change the just obligations and du- ties of the carrier to its patrons.” Discrimination to be unlawful must be unjust and it is only such that may form the basis of a complaint before the Inter-state Commerce sion. Commis- In connection with the present un- satisfactory conditions under which the Michigan shippers labor there can be no doubt of the final outcome of intelligent and persistent co-operation towards the desired readjustment. If, in the rates, rules and practices of the carriers there is any undue or unjust discrimination same may be properly demonstrated before the Commission and having been so dem- onstrated relief is certain. To obtain the most satisfactory re- sults the complaint must be most carefully prepared from its very foun- dations and in their demands upon the carriers the shippers must avoid displaying any undue prejudice; the complaint must be fully substantiated by fact and the shippers must be as reasonable in their demands as they expect and ask the carriers to be in their rates, rules and practices. As compared with Michigan the State of Indiana enjoys a most fav- orable adjustment of freight rates. This is due to the fact that an enorm- ous amount of East, West, North and South bound traffic passes through the State of Indiana and Indiana rates are directly affected by conditions that do not exist in Michigan, through rates being established to and from points with which Indiana points are directly intermediate and the long and short haul provision (Sec. 4, Act to Regulate Commerce) governing. It is well known that a general ad- vance in freight rates has long been contemplated by the carfiers and it is generally conceded that many of the present rates are ultimately cer- tain to be increased. The general effect upon Michigan shippers, of such an increase, will be advantageous. It will be readily ap- parent that a rate may be unreason- ably low, especially under strongly competitive conditions such as sur- round the bulk of the traffic passing through Indiana, and therefore un- profitable to the carriers and that the increase of such rates is as essen- tial to a satisfactory condition as the reduction of rates shown to be un- reasonably thigh. Many freight rates complained of as unreasonably high are shown to be so only by comparison with rates on similar commodities to or from other localities that have been un- duly influenced by competitive or other conditions tending to establish a rate upon an unreasonably low basis thereby creating a false standard by which the higher rates are gauged. In proceedings before the Inter- state Commerce Commission the complaint must be definite and capa- ble of being substantiated by incon- trovertible evidence. When attacking the reasonableness of a rate the bur- den of proof is upon the complain- ant and the defendant carriers may be depended upon to combat every argument of the shippers with facts and statistics supplied by their ex- tensive and well regulated system of records and regardless of its real merit the shippers’ complaint will suf- fer unless as carefully prepared, as fully supported by evidence and as earnestly advocated as the defense of the carriers who employ high salaried experts for that purpose. Ernest L. Ewing. ———_--__ Beating a Drummer. “You may have heard about that cyclone in Oklahoma in November?” queried the drummer as he tossed away the old stub and lighted a fresh cigar that had been charged to the house under the heading of telephone expenses. “Well, I was in it, and it came about rather funny: Two weeks previously I met a chap in Chicago who told me a hard-luck story and I lent him ten dollars. When I got down into Oklahoma he was the first man I ran across. I told him that he was a dead beat, and then I dunned him for the loan. We were in a store in a little town, and after go- ing to the door and taking a look at the weather he said he would bring the money to the hotel within two hours. He was there all right enough, but asked for half an hour’s delay. During this time he kept his eye on the weather. When the half hour was up he wanted twenty min- utes more.” “But what had the weather to do with it?’ was asked. “You shall hear: You see, he lived there and knew all about the weather. I granted him the twenty minutes, and when they were up I was ready to force payment. In fact, I had be- gun to talk right up to him, when he walked over to the window and re- turned with a smile on his face.” “He had decided to pay?” “Not a bit of it. In fact, he had decided not to. He knew by _ the looks of the weather that a cyclone was about due, and he meant to take advantage of it.” “And did he?” “Why, that’s the nub of the. whole story. He had a ten dollar bill in his hand, as if to pay, when ‘Rip! Bang! Boom! came the old cyclone, and when I came to I was in the next county and all twisted up in hard knots.” “And the man?” “T can’t say, but as I was robbed of my watch, pin and cash I have no doubt that he followed on and de- spoiled me. No more cyclones for me. When I’m cleaned out I want a fair show. At least, I want a chance to utter one yell for help and then perish with a proper wardrobe on.” Joe: Kerr. —-—--2 Double Rates. Howell—Did you have double pneu- monia? Powell—I charged me twice as thought he would. guess so; the doctor much as I Konsider the Postage Stamp, my son. It sticks to one thing and keeps a-goin’ till it ‘‘gits thar.”’ Josh Billings. The McCASKEY REGISTER SYSTEM sticks to the one idea. It handles youraccounts with but one writing, giving you complete details of every transaction. You don’t have to run up and down and over and through a lot of books to know how you stand or how your customers stand. The McCASKEY is the straight line between two points. It gives you direct results. Credit sales handled as quick as cash sales. Your time is worth money. Ask us for further information. A postal will do. The McCaskey Register Company 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 HOW A RETAIL MERCHANT CAN INCREASE HIS BUSINESS WITH A TYPEWRITER Send For Our ‘Booklet bel “How a Retail Merchant can increase his business with a typewriter” It shows you how you may adopt the methods of the successful merchants in the large cities. The proper use of a typewriter will bring you new trade and hold your present customers. The Fox is the highest grade typewriter made. your office for examination at our expense. We place it in Fox Typewriter Co. 260 North Front Street Grand Rapids, Mich. On the Fox all the writing is always in sight. 12 NEWSPAPER SPACE. How To Use It Intelligently and Profitably. Does advertising pay? is a question that has been asked ever since print- er’s ink was invented, and probably long before that, in some of its many forms. Advertising has many guises and disguises, but to most of us it suggests first of all printer’s ink, and it is that form of advertising that I am going to talk about. Now to answer the question, Does advertising pay? I should say from my own viewpoint, No; positively no! I do not mean by that that no printed advertising pays. It would be as fool- ish to say that as to say that all ad- vertising pays. But what I do mean is that of all the money spent in ad- vertising in this country more than one-half is thrown away. I believe that just as thoroughly as I believe that some advertising does pay; but, of course, I can not prove it-any more than the next advertis- ing solicitor who calls on you can prove that his pet publicity project will double your business in a year. Take any newspaper or magazine to- day and it’s just chock full of adver- tisements of every blessed thing that man in his inventive wisdom ever produced to draw shekels out of a gullible public. The solicitor will tell you of the millions made in advertising: how Smith made the public cough up good money for his cough drops; how Jones made the public pay the profit while he “paid the freight; and Rob- inson—well, he won't tell you much about Robinson, for the Robinsons are the fellows who pay the adver- tising bills of the Smiths and the Joneses. You'll find them advertis- ing in every paper you look at, and the funny thing about it is that they think advertising—their kind of advertising—pays. They will tell you they believe in “keeping their names before the public,” as if the public cared where they keep their names. They keep on saying in the papers, “T keep hardware,” “I keep hard- ware,” over and over again. What would you think of a man who con- fined his conversation to one or two such phrases? You would think he was a bit narrow in his intellect, wouldn’t you? But there are a lot of good, live, hustling merchants whose advertising is built on just such lines, and many of them are sticcessful. But they are successful not on account of their ad- vertising, but in spite of it. Many of those men would make a lot more money if they dropped their adver- tising entirely. They, at least, would not be paying for the other fellow’s space, To my mind the secret of the whole matter of making advertising pay is to tell your story to the public in such a way that the public will take notice. But, first of all, you have to have a story-—you have to have something to sell. Al] hardwaremen have plenty of story material lying around loose all ready to be properly edited and placed before the public. Of course, MICHIGAN TRADESMAN you can not dope out hardware so it will sound as interesting to the average woman as dry goods or to the average man as wet goods, but still you can touch it up so it will come in ahead of the “also rans.” The trouble is you don’t do it. I have known merchants who could talk a deaf and dumb man into buy- ing a phonograph, but who could not any more write a decent advertise- ment than they could build a flying machine. They would manage, after mixing perspiration with profanity for half an hour, to produce some- thing like this: N. B.—Take Notice: JOHN SMITH ‘& CO., Hardware, Nails, Builders’ Supplies, LOWEST PRICES. Come One, Come All. Then they will publish that and con- fide to you afterward that advertising does not pay; they know—tried it; and yet it is easy enough to write interesting advertisements, provided you know your business and believe in it. If you are a good salesman and wish to sell a customer a will tell him things about that saw that will interest him; you believe it is a good saw and you will make him believe it, too. Now, if you put that same spellbinding act down in black and white, polish it off a little—not too much—cut out the words and give it a catchy heading you will have an advertisement that will go, because it has your personali- ty back of it. And if you keep at it for a while you will acquire a certain form, and people will talk about your advertise- ments and you will become prosper- ous and happy. Saw, you superfluous of in Of course, I am speaking now the advertisements in cities of moderate size, I am not ad- vocating the buying of high-priced space in columns of metropolitan dai- lies, unless the advertiser is willing to give a Jot of intelligent thought to the use he will make of such space. There must be some sense of propor- tion. T knew a merchant in a small town whose advertisements were always read with interest because they were newspapers original. Some one stole his horse blanket one day, and for months aft- erwards in his advertisements he would berate the cuss who stole that blanket. It may not have been good advertising, but it certainly attracted some attention. Newspaper advertisements should be changed often—in dailies at least two or three times a week. People tire of reading an advertisement more than once. Have an attractive head- ing, but have one that belongs to the rest of the advertisement; and, above all, do not use a lot of old catch phrases, which will kill an advertise- ment from the start. Do not try to advertise all the goods in your store on the same day. That sort of ad- vertising is a bit ancient. The position of your advertisement in the paper should be selected with care, and it should always appear in the same space. I also believe it pays to give special attention to the type- setting and arrangement of an adver- tisement, and in the occasional use of small and appropriate cuts. In my own case I have thought it best to have all newspaper adver- tisements set up by a job printer in order that the typography should be different from that of the surrounding advertisements. In this kind of chatty advertising I do not believe in using many cuts. The little thumb-nail sketches which you can stick up in one are good provided they are apropos to the line of talk you are handing out. But it is hard to get good ready- made cuts. They are usually misfits. Most of them are too big, and the papers charge just the same per inch for bad cuts as they da for good stuff. So unless you have good and appropriate cuts to put in, do not any. corner use Above all, do not use cuts out of proportion to each other. I have seen the cut of a putty knife which was larger than the next to it. A big display advertisement is a kind of publicity cocktail. It stimu- lates business, but should not be in- dulged in too often, as it is an ex- pensive habit. It should be made up mostly of ginger and should not be “dry.” It is particularly good for spe- lawn mower cial sales and for seasonable goods. Street advertising and_ bill board posters are good but expensive methods of making the public famil- car iar with your name, but they do not give you the same opportunity of telling your daily fairy tale as do I think they are especially good for firms who are not to the daily newspapers. well and who wish keep their names in the public eye. The carefully-worded circular or booklet mailed to the. proper people will often give excellent returns on the investment. If it circular letter it should be concise and not too long; if it is a booklet it should be It a good known, is a attractive and well printed. not cost more to mail booklet than a poor one. Do not send a one-cent stamp. does any under a If it is good enough to send, it is worth two cents at least. When a man opens an enve- lope bearing a light green picture of Ben Franklin, he instinctively draws up the waste basket. It is hard on Ben, but it is true. There is a psycho- logical reason for it which I won’t stop to explain. Newspaper men and others will tell you that circular advertising does not pay. Of course, they will; it does not pay them. We do more or less of this kind of advertising, and one day a customer said to me: “Why don’t you advertise in the newspa- pers? Now and then I get some lit- tle booklet from you, but I have never seen your advertisement in the pa- pers.” I told him that we advertis- ed in all the newspapers every day, and that the fact he had noticed the booklet and not the newspaper ad- vertisement spoke well for the former. To sum up the whole advertising proposition, I would say this: Study your local conditions, select your me- diums with care, change your adver- tisements frequently and do not for circular April 7, 1909 eee, a moment think that advertising wil] pay unless you give it the same in- telligent and constant attention that you give to the other details of your business. Geo. J. Basset. ——— From the M’Cordsville Exhumer. Squire Wilkins is writing a history of the county. It sez that the fest child born here was twins, Aunt Lib Tibbots made soap day last week. Jake Bentley Says that while there is life there is soap. one An aged drummer was in town the other day. He was evidently in his second childhood for he sat in the Central Hotel and smoked a ciga- root. The Bentleys bought quite a good many new things in the way of house- hold goods while in the city recently. Jake says that his wife is happier than a rich widow. The canning factory paying good prices for rabbits, but as they are not shipping out anything but canned turkey we have not learned what they do with the rabbits. are Aunt Amelia Lovejoy came here from the Mudsock neighborhood one day last week. It was the first time she ever saw a train of cars, but she said that she had heard them toot. The cake Aunt Lib Skidmore bak- ed for the Peak Sisters entertain- ment at the Hard Shell church week was a failure. She made a mis- take and snuff it instead cinnamon. Jake Bentley, who just from a week’s visit to kin folks in the city, reports there is a positive con- test amongst a passel of city women to see which has been through the biggest operation. last got in of returned After a long debate, eighteen dol- lars was added to this year’s salary of Prof. N. Manning Atwater by the school trustees last Friday night. Pro- fessor now says that he will not have to peddle books and hang paper next summer. At the Central Hotel last week, as Uncle Andy Creeveson was ringing the dinner bell, Al Bunker’s dog jumped out from behind the stove and howled. An intelligent drummer in the crowd yelled at him to shut up, that he didn’t have to eat there. Little Pudney Skudd carried off the oratorical contest prize at the school house last week. Prof. N. Manning Atwater thinks he is quite a remarkable child, but Jake Bentley said that when he went to school he knew a boy who could spit over the woodshed. Old “Still” Bill Yager came to town yesterday, got on a bender and re- ceived his usual five and costs before Sauire Wilkins. Everybody says what a smart man he would be if he didn’t drink, but Jake Bentley says that he was never sober long enough for people to find out whether he is smart or not. a The Question. Mrs. Youngwife—What is the first question you ask of a maid whom you think of employing? Mrs. Oldone—I always say first. “Have you ever lived with me be- fore?” April » ‘, 1909 MICHIGAN TRADESMAN Q . 6 0 2 — ~ - 4 w) ( an SS PO a= | . 0 & 6 m vee | ( AS / { f 1 5 4 C 70. 99 = a. — = @ A, ( 1! i GO D) ; o ra SY | : , “ DAL ) (} ; is P ily 0 . 2 TNL = ‘ Na x . i & : : — Lp / oy Ch) VLA Thousands and thousands of orders pouring in from Retailers all over 6 0 the land— Millions and millions of packages going to consumers. x OS oS \\\W ill |} oe THINK OF IT! SS 46% to 50% Profit 42. — - To all Retailers who get in on this Great " c f [I] ‘Paws Combination Purchase of pa ! )4 POSTUM, GRAPE-NUTS - > POST TOASTIES GET ON THE LINE—IT’S FULL OF BIG SALES—BIG PROFITS. r IF YOUR JOBBER DOES NOT FILL ORDERS QUICKLY, TELL US. ° HERE’S THE PLAN: To Retailers in the United States east of Colorado, Wyoming, Montana and New Mexico. Buy from any jobber between April Ist and 30th, 1909, for immediate shipment or delivery, one 5-case lot of Postum Cereal, Grape-Nuts and Post Toasties assorted, or two 5-case lots assorted, or one 10-case lot assorted. CONDITIONS: N 1st. Every 5-case lot must include at least one case each Postum Cereal, Grape-Nuts, and Post Toasties. A 10-case lot must include at least 2 cases of each product. . 2nd. Request us (or your jobber will) to send you free, all charges prepaid, 24 sample pack- ages of products named above for a 5-case order, or 48 sample packages for a 10-case order. - < 8rd. Sey out the samples, one package each, to families who you believe are not using these goods. 4th. Write on the jobbers’s invoice, ‘‘Have given out the samples to prospective customers,’’ sign it, mail the invoice (bill) to us, and we will return it to you together with our check for a 5 rebate of 25 cents per case, a total of $1.25 or $2.50. Y 5. No retailer will be refunded on more than 10 cases total. v Postum Cereal Company, Ltd., Battle Creek, Mich. K p (/ 4 CO 14 MICHIGAN TRADESMAN April 7, 1909 BUYING A FOUNTAIN. Points Which Should Be Kept In Mind. I have often been asked what foun- tain I would advise a person to buy, and only a few days ago a certain party wrote, asking me which was the best fountain made; truly a hard question for a man to answer who has not had a chance to examine every fountain very minutely. Had any of my readers come to me a few years ago and asked me what fountain I should buy, I would not have hesitated one minute in tell- ing them just the one; to-day it is different, and were I in the market for an apparatus at the present time, I should want to consider the dif- ferent makes very carefully, and if possible visit the several factories that I might personally examine the construction of the fountains. There are many points that one, must consider if one would make the best of his investment, and they may be said to come under the following heads: 1, Cold Soda; 2,- Cleanliness: 3, Drainage; 4, Convenience: 5. Good Syrup Tanks; 6, Mechanical Construc- tion; 7, Durability; 8, Neatness: 0, Price; 10, Appearance. If one could visit the salesrooms. or better yet the factories of some of the larger firms, at least, and ex- amine closely the construction of the various fountains, he would then find that there a vast difference in them. More than this he would be able to save many times the cost of the trip. On the other hand, if you are so situated that you are com- pelled to purchase from traveling salesmen, photographs and_ cata- logues, then you will find that you have a much more complicated job. By very minute study of the ques- tion, listening carefully to what the representatives of the various firm's say of their own and other fountains. you will soon have the good and bad points of each, and then you can de- cide which one has the most in its favor, for none of them are perfect. However we may be _ situated we should heedfully consider all of the foregoing points and purchase that fountain which seems to us to give the best value for our money. The most important point is nat- urally that of securing the coldest soda, and that at the least expense “eS be) for ice. That a fountain may furnish us with this the ice box must be built on certain scientific _ princi- ples, which are too often neglected entirely. The ice box should be so constructed that it will be a refriger- ator in every sense of the word. The coils of pipes should be so devis- ed that the water from the melting ice will come in contact with every inch of their surface. The box should be so contrived as to keep the cold in; in fact, should be exactly like any other ice box. Here is the main point, many fountain ice boxes are simply a metal-covered box without any packing to keep in the cold. Many may think cleanliness hardly worthy of note, yet it plays a most important part in the proper man- agement of a fountain. Every one knows that where water or ice stands} ble pattern. If you are not enough of a mechanic to judge, then ask some of your friends who are about slime is formed. Certainly every one who has ever had occasion to take down an old fountain is well aware of this fact. For this reason it is necessary that the coils be so ar- ranged that they can be flushed out easily and thoroughly from time to time. This slime also collects and very quickly fills the small drain pipes that are put on most fountains, them. The general construction of a foun- tain must be looked into fully. Some of the fountains are simply _ shells thrown together any way to get a However, _ if price for them. you thus preventing the waste water have found a fountain in which the from flowing away readily. There|ice box is properly made, the chances are, however, some fountains that are that you have one that is well contain all the necessary features, i. e., the ice boxes are well made, the coils of pipe so adjusted that they can be cleaned, and the drain of suf- ficient size to allow the melted ice to flow away rapidly. executed. Look carefully at every place where there is a chance for a flaw. See that every piece of stone is secure. Atier you... have look ed at half a dozen makes and exam- them carefully, will have learned what the points of goo] construction for it you have good salesman to talk to you, he can ined very you If your fountain can have no other good points than these first three,| have them for they are the most es- sential, and, therefore, I have given them more space than I shall the others. When you have selected the the bad ones in his and so on. You fountains that can give these] will be astonished to know how many points, then you have about complet-|points there are of which you have ed your work, and have only the minor points to consider. are, a show the bad points in other foun- tains, and the others will give you you never thought and which space does not permit me to mention. Have a fountain that can kept neat and that without requiring all of one man’s time to do it. Many fountains are far too fancy in design and many a dollar is wasted on fancy trimmings that had better have been put in solid workmanship. Beauty can often found simple things if one has taste in selecting things to suit the surroundings. The point where nearly every one fails is the price. He wants too much for his and in Convenience is one point that is of course well worth looking into, the atrangement of syrup tanks, draft arms, etc., is to be considered, and one must use a good deal of person- al judgment in studying these details. be The syrup tanks form a conse quen- tial feature. First, their. location important and should be such that they may be recipient of a certain amount of cold from the ice box without being in it or where the air surrounding them can come in direct is be in very money, consequence gets too much one way but far too little in another, A man’s capital being limited he must procure the best for his money, to this end he must study economy in the way of extras. Have what you do have good, have it well built and built to last. In these days if you can’t afford a large apparatus have a good small one. One can to-day do a large amount of business with a jc or twelve-syrup fountain, with aid of an automatic carbonator, one of these can be obtained very small sum. 1 the and av a If you desire more syrups than this All Kinds of Cut Flowers in Season Wholesale and Retail ELI CROSS AM ati teal TET ents We Want You if You are a Real Living Salesman We don’t want any “Near” salesmen, nor men who ‘Used to be Corkers,” but men who are in the top-notch class to-day, right now. We know that it is better to be a “Has-Been” than never to have been at all, just asit is better to have loved and lost than never to have loved at all, but— The man we are after is the man who has good red blood in his veins, who is full of vim and vigor and who doesn’t know what a ‘‘Turn-Down”’ means. If you belong to that class write us. and you may find we have a proposition that means progress for you. Straight commis- sions, new and profitable, for both the sales- man and retailer. (Mention this paper.) BOSTON PIANO & MUSIC CO. Willard F. Main, Proprietor lowa City, lowa, U.S. A. contact with either the ice or the water from it, for where these jars are not airtight, as they rarely are, the syrups are likely to become taint- ed from the ice and water, especially where natural ice is used. The tanks themselves should be of porcelain or glass that they may be easily kept clean; they also should be covered as tight as possible, as the syrups will then keep fresh much longer time. alt in- |} con- |i in this line, and so one willl, not have much trouble in getting con- | venience. The question of cleanliness must be looked into more carefully, | ff for this is a point often neglected. There are many new ventions venience patent made in the way of style. There are a few items to look into along the line of mechanical con-|{f| struction. See that the lining of your|#f fountain where coming in contact with soda is of block tin. This hardly a necessary piece of advice. for all my readers must be aware of the necessity of this. through. and sides. Color white. attached front forcement. dozen, $4.50. is See that the syrup cocks are so made that they will work easily and at the same time not leak. Let a man go behind a counter to work, and if the fountain be a cheap one this will be the first place where he will no- tice trouble, for unless they are carefully made they get out of order very easily. Princess Batiste Bias seamed corset with all strip- ping underneath. Long hips’and long back. Made from good quality Batiste. Boned throughout with kant rust wire. Trimmed at top with a Ger- man lace with silk ribbon drawn The Above Is One of twenty-two good styles we have in our line. of prices is $2.25, $4.50, $8.50, $9.00 and ¢11. dozen. Give us a trial in this department. Cut on the latest Solid web hose supporters Has inside tape for rein- Sizes 18 to 30. Price per Range oo per The draft arms must be looked at, too, for many of them are _ poorly made. Insist on examining the con- GRAND RAPIDS struction of them, and when you | Wholesale Dry Goods have seen them all judge for your- | self if they be good and of a dura- DRY GOODS Co. Grand Rapids, Mich. ee April 7, 1909 MICHIGAN TRADESMAN | 15 they can be kept in bottles made for the purpose, and are quite as handy to use where one is not rushed. If one thinks that such a fountain will be outgrown in a year or two, then one can so place it that a second sec- tion may be added in a year or two if desired. ‘If one has an unlimited capital to use, then one need not think of these things, but most of us are limited in the amount we can spend. You may ask what a good, substan- tial fountain may be bought for, but the exact figures I am not in a posi- tion to give. Five hundred dollars carefully invested should secure an At ten-syrup fountain. Fifteen hun- dred ought to secure as large and as good a fountain as an ordinary drug- gist could profitably use. JI when I give these figures fountains that are of the best workmanship, and nothing fancy. You can put as much more. as you like into looks, but have the foundation good in the first place. mean have his attractive as Nevertheless he should sacrifice looks to quality every time. Even when one feels that he can in- vest any amount it is then well to have his fountain such as will harm- onize with the balance of the store. Good taste and judgment will do far more to aid in this respect than any words of mine. Naturally one wants to fountain as nice and possible. I have spoken these words more for the average man than for those who do a very large and extensive business, such men are ever on the outlook for the best and more mod- ern methods. There quickness and dispatch count for everything. ups are supplied to the fountain by compressed air, the soda cooled by modern refrigeration, etc. If your business will permit, all these things are nice, but are beyond the reach of the average, and I shall not linger long over them, only to say that if you can afford them they add much to speed and economy. Syr- Just one word as to second-hand apparatus. I do not advise any one to invest in such unless he be very well posted on the goods he is buy- ing, for nine times out of ten it costs more to keep them in repair than they are worth. Now and then at one of the large factories one finds a fountain that has been remodeled that just suits him and at a great saving. This is all right if you are on the ground and see it, but in buy- ing these from a drummer they are good things to let alone. The drummer is a very necessary article and a convenient one too. Al- ways listen to all he has to say, but do not believe any more than he can prove. You can learn much by tak- ing the best from many, herein lies the success that makes the good buy- er. Study carefully all the points that come to your notice, do not think any of them, no matter how small, can be slighted, for the man who makes a success of his business is the man who is posted in its minutest details. If you do not feel quite com- petent to decide alone, ask the ad- vice of a friend, I do not mean a man who is necessarily in your own busi- ness. I have received many hints from my patrons that have made many dollars for my employers and added to my personal reputation. E. F. White. The Way It Is Done To-day. One bleak winter morning a cold- looking individual walked into a small cafe. “Morning,” he said cheerily, ad- dressing himself to the white-aproned attendant behind the bar. “Morning,” was the reply. “How'd you like a sherry and egg this morning?’ continued the stran- ger. “Well, that good to me. Are you going to treat?” “ll furnish the eggs if you will contribute the sherry.” “Done,” agreed the proprietor. “All right, Wil bé back in a min- ute,” the frosted one called over his ”? sounds very shoulder, as he walked toward the door. ‘Into the street and around the cor- ner he made his way, and halted be- fore a grocery store where the clerk was sweeping the steps. “Morning,” he said good edly, es es “Morning,” came the reply. “A little raw this morning,” he pur- sued. natur- yep. “How’d a sherry and egg go this morning?” he asked, rubbing some heat into his hands. “Best thing I’ve heard to-day,” an- nounced the clerk, interested. “Tell you what I'll do,” the stran- ger continued; “I’ll furnish the sher- ry if you'll furnish the eggs.” USure: “All right, trot out three eggs and follow me.” And the stranger led the way back to the cafe. “Here’s the eggs,” he announced to the proprietor. ; “Here’s the sherry,’ replied the proprietor, mixing the drinks. “Here’s how,” the three exclaimed in unison, and they drank the concoc- tions and replaced the glasses on the bar. “By the way,” said the proprietor to the grocery clerk, “you contributed the eggs, didn’t you?” “Yep,” said the clerk, smacking his lips. “And I furnished the sherry, did- met D2? Yep “Well, then’—turning to the stran- ger, “how’d you get in this deal?” “Why, gentlemen,” replied the stranger, as he bowed his way out, “my position is easily explained. I’m the promoter.” + 2 Nameless but All Right. “What play did you see?” asked the amiable mistress of her maid, who had been taken by her best young man to the theatre the evening be- fore. “They didn’t tell the name of it,” returned the maid. “It said on the outside of the theatre that it was ‘as you like it,’ and I did like it, but I don’t know the name.” > Floor Coverings Rugs, small sizes, in the following makes: Jutes, Axminsters, Tapestry, Smyrnas, Wiltons from go cents to $4.75. Carpet size Rugs—Ingrains, Tapestries, Axminsters, Velvets from $3.20 to $20. Carpets—Ingrains, Tapestries and Velvets from 18% cents to 80 cents per yard. Oil Cloths—Linoleum, printed and inlaid. Door Mats—Brush and Rubber. In fact, everything you may want in floor covering. P. Steketee & Sons Wholesale Dry Goods Grand Rapids, Mich. Weare now showing a large variety of TRIMMED HATS for Ladies, Misses and Children at prices from $18 to $36 per dozen If interested write us Corl, Knott @ Co., Ltd. 20-22-24 and 26 N. Division St. Grand Rapids, Michigan One YS DENS You Can Sell P. Condensed Bluing To the best bluing authorities in your city—the women who use it every time they wash. They are quick to appreciate the unexcelled quality. C. a Tolka? ‘ The Popular Price attracts them—the sat- isfaction gained by its use brings them back again for another bottle—they find it dissolves instantly and will not freeze. Are you supplying the demand? ORDER FROM YOUR WHOLESALE GROCER See Special Price Current Jennings Flavoring Extract Co. Grand Rapids, Michigan aoe : ; ki f E é & 16 MICHIGAN TRADESMAN April 7, 1909 INVISIBLE ASSETS. Comparative Value of the Different Varieties. A good proportion of the forces that make up life are invisible; grav- itation, electricity, chemical affinity, life itself (that is, the principle of life), are all invisible. Thought, which masters these, is invisible. Love, which guides thought, is invisi- ble. Conscience, which controls love, is invisible. Faith, which lisiskastex and invigorates conscience, is invisi- ble. And these are a good part of the assets of the race. But you are business men, stu- dents of the science of business, and not of society in its normal aspects. So, let me remind you that a good part of the assets of a business house consists of things which, in the na- ture of the case, can neither be weigh- ed, nor counted, nor quoted. The reputation of a firm for square-dealing is worth more than and material accessory, such as a good site or a fine building. The atmios- phere of a factory, store or of- fice may be, in itself, favorable or un- favorable to the success of the enter- prise—the atmosphere, a mysterious something generated by the spirit of the workers. It is like the atmosphere which each of us carries about with us, difficult to describe, but so obvious that a close observer has no trouble in classifying us after a five-minute interview. He knows, without further investigation, whether we are genu- ine or ungenuine, liberal or narrow, earnest or half-hearted. The moral tone of a community is among the invisible assets of a busi- ness house. Trade,. in practically everything except the bare necessi- ties of life, depends upon the charac- ter and culture of the people. Wheth- er they buy the best depends upon their ideals. Whatever raises the ideals of a community, therefore, co- operates with you in creating a de- mand for the highest grade of mer- chandise. A commercial traveler asked a man riding by his side in a parlor car: “What is your business?” He was a college President, but he enjoyed a joke, and so he answered: “T run an elevator and a refinery.” He was en- tirely within the bounds of truth. It was Bishop Whipple, who was taken for a commercial traveler, and was asked: “What firm do you repre- sent?” He replied: “The biggest firm in the world, Lord and Church!” Such men as that educator and that minister represent the invisible as- sets of a community. Artists and au- thors belong in that honorable num- ber. Manufacturers and merchants are students of human nature in the con- crete even more than of society in its commercial relations. You weigh men in the fine balances of your skill- ed judgment. You “size them up.” You estimate their worth or their lack of it. And, in doing so, while commercial agencies are of invalua- ble service, much remains for you to determine unaided by banker or miort- gage clerk. This customer, or pros- pective customer, what are his as- sets? What are the~sources of his income? In what esteem is he held by those who know him? A hundred questions enter into the case, but ever, back of them all, impossible of proof, evading analysis and defying demonstration, there lies the prob- lem of his invisible assets: His ancestry—Is he made of good clean clay, or is there a “yellow streak” in him, that will lead him to dodge a creditor, to dodge a process server, and, if it were possible, to dodge the Judgment Seat itself? His associates—Who are they? A Grand Rapids banker visited a resort last summer and chanced to see one of his clerks in company with a girl who wore a high pompadour of peroxide hair and a wealth of jewels at her throat and on her hands. I do not say—the banker did not tell me—that that circumstance had any- thing to do with a vacancy which oc- curred in his bank within three days, but that such a vacancy occurred I chance to know. His habits—These are not always invisible, but they are an index to in- visible qualities, tastes, preferences, habits of choice. Has he a fondness for strawberries in midwinter, which does not harmonize with a small in- come? Is he inclined to waistcoats that he calls “a dream,” but which remind others of nothing so much as a delirium? His family—The man who has a modest wife and healthy, happy chil- dren is much more likely to be de- cent and successful than another. When crises come, and crises will come to every business man, this man will feel invisible hands upon his shoulders and will hear inaudible voices appealing to him to acquit himself with honor. But aside from these accessories a man may have within himself assets of a most important kind. A man’s sense of honor is an asset. His just pride is an asset, pride that is un- ashamed of patches, pride that pre- fers to walk rather than ride in an auto that “auto” be paid for but is- n't! Pride that has the courage to say: “I can not afford it.” The three hardest things in the world to learn to say are, “No,” “I don’t know” and “T can not afford it.” Pluck is an asset — The Chicago man had it, who, after the fire of 1871 had swept away his all, got a clean board and stuck it up while the ashes were still hot, and wrote on it with a charcoal, “Great bargains in corner lots!” The San Franciscan had it who, when someone reminded him that his city was in ruins, replied proudly, “Yes, but we have the great- est ruins in the world.” Vigilance is an asset—He had vig- ilance who was looking for employ- ment. There was a factory on a river bank, and in the summer the workmen were accustomed to go swimming in it at noontime. This fellow said to himself: “Somebody will be drowned here sometime, and I may get his place if I am watch- ful.” One day a workman was drown- ed. A man who saw the body recov- ered applied for a position within five minutes, but was told there was no vacancy. “Oh, yes, there is,” he replied. “One of your men has just been drowned. I saw them taking his body out of the water.” “No,” said the foreman, “his position has been taken by a man who saw him go down the third time!” Patience is an asset—Courtesy is an asset. he fact is, what a man is counts for more than what he has, much more than for what he says. The old Egyptian Book of the Dead represents the judgment of the naked soul. Stripped of all disguises and pretenses, the soul is weighed in sol- emn silence and judgment is pro- nounced according to its intrinsic character. “Now abideth cash, col- lateral and character, but the great- est of these is character.” Charles C. Albertson. Sawyer’s 22: CRYSTAL See that Top ©) Blue. ) For the DOUBLE | STRENGTH. Sold in Sifting Top Boxes. i} Sawyer’s Crys- i tal Blue gives a | beautiful tint and | restores the color } to linen, laces and goods that are worn and faded. My It goes twice as far as other Blues. Sever Crystal Blue Co. 88 Broad Street, BOSTON - - MASS. Ideal Shirts, We wish to call your atten- tion to our line of work shirts, which is most complete, in- cluding Chambrays Drills Sateens Silkeline Percales Bedford Cords Madras Pajama Cloth These goods are all selected in the very latest coloring, including Plain Black Two-tone Effects Black and White Sets Regimental Khaki Cream Champagne Gray White Write us for samples. THE OTHINGQ oo MICH Becker, Mayer & Co. Chicago LITTLE FELLOWS’ AND YOUNG MEN’S CLOTHES JOWNEYS COCOA and CHOCOLATE For Drinking and Baking These superfine goods bring the customer back for more and pay a fair profit to the dealer too i cen hacmcanee tha oe ee The Walter [1. Lowney Company | BOSTON Capital $800,000 Surplus $500,000 A large number of our “ i Banking by Mail is a Success out of town’’ customers find it very satisfactory aaiiiieteatieamenenn ee ee eee Sea eae al eee eee eae ences April 7, 1909 SALESMANSHIP. “Tis Sales That Move the Wheels of Business.” In merchandising there are two very essential things—buying and selling. The old saying is, Things well bought are half sold, but it makes no difference how well you buy them you get no returns until you sell them. If you purchase too many simply to get them cheap you had better pay more and sell them oftener. I would put the selling above the buying for the average merchant, and state that in my opinion if he is unable to look after both carefully he would better leave his buying largely to some conscientious jobber, whose interest it would be to see that he had the right goods, in the right quantities and at the right price and then push his sales, “°Tis sales that move the wheels of business.” The same _ elements that make success in any undertaking are essential in selling goods, viz.: knowledge, confidence and enthusi- asm—knowledge of yourself, and knowledge of your goods; confidence in your goods and in your ability to favorably introduce those goods to your customers, and enthusiasm born of that knowledge and bred of that confidence. Knowledge. I place first knowledge of your- self. Self-appreciation stands at the top. I mean by that, know yourself, develop the strong points and over- come the weak ones. That is what I mean by knowledge of yourself. Build yourself up. You should have a knowledge of your goods, how they are made—how constructed — who makes them and why one factory’s goods are better than another’s, and why you believe they are better. Al- so cultivate appearance and attitude, for first impressions are lasting ones. You should also know how to ap- proach people in order to make them see as you see and think as you think regarding the merchandise being shown. The purest Anglo-Saxon is more convincing than effort at ora- tory. Savonarola says: “Elegance of language must give way before sim- plicity in preaching sound doctrine.” The way must first be prepared by getting the attention of the customer. This is done largely by judicious ad- vertising and attractive display; then a conscientious showing of the goods (not your ability or your oratorical powers, but your merchandise), there- by creating an interest in them. In- terest naturally leads to desire, and then close the sale. Confidence. Confidence in the goods is neces- sary, as the customer must see that the salesman is sincere, or no amount of talk will avail. The manners and general appearance may create the confidence of the customer in the salesman and therefore in his goods. The salesman’s interest in the goods is soon transferred to the customer, and he likes the goods because you do; and in order to keep the confi- dence you have won you must at all times be honest with your customer; MICHIGAN TRADESMAN and you can do this by being at the same time honest with yourself and honest with your house. Enthusiasm. Under enthusiasm I would speak of loyalty—loyalty to the interest of your customer, and above all, the house you represent. If you are not in love with your business get out of it and the quicker the better. There is not a man before me but who can make a good living in any undertak- ing which he seeks to enter. If you are not in love with your business and do not believe in the goods you sell and your ability to buy the right kind of goods and successfully intro- duce them to your customer then get out of the business. You must have enterprise and loyalty. If you can not speak a good word for your em- ployer get a new job and do it now. If you are working for yourself and you are down and out with yourself just quit your business, sell out and travel around for a year and rest up; quit smoking and eat more beefsteak, and as soon as you are full of gin- ger and vim then start out right. Perseverance. You must exercise nemeuersice. By perseverance I mean energy, not genius; labor, not love; perspiration, not inspiration; as one man said, “to per cent. brains arid 90 per cent. leg energy,” and as another expressed it—“known” and “shown.” That is a pretty good definition. Keeping ever- lastingly at it always brings success in any undertaking. The real difference between men is energy. A strong will, a settled pur- pose, an indomitable disposition to go ahead and succeed is the real dif- ference ietween great men and little men. Sincerity. You must be sincere in your busi- ness. Honesty above all things is es- sential. When you tell a person a thing you yourself should believe that it is actually so. If it is not true do not say it. Stand back of your state- ments, even if you have made a false one. I mean by that, if you recom- mend an article higher than you ought to, and it turns out to be infe- rior and the customer brings it back, give him a new article and do not ask any questions, or make him feel that he has encroached on your rights. How is a person to create anoth- er’s interest in an article unless he is first interested in it himself, unless he knows about the article; how can he expect to intelligently present his case, and how can he expect to close the sale unless he is really enthusias- tic in the presentation of the case? And yet many customers in our stores are actually obliged to sell the goods to themselves, simply because of the diverted and divided minds of your salesmen. The lack of concentration is a sale killer. The clerk who is thinking backward to the baseball game of yesterday, or living in antici- pation of the dance to-night, is in no condition to sell goods. Forget those things and keep your mind riveted up- on your business. Now, we need more honesty on the part of the employe. Each one should sell to the man for whom! they work their energy as well as their time, their ability to bring re- sults each business day. If the atti- tude is one of indifference the re- sult is depressing if one of blustering braggadocio, it develops antagonism on the part of the customer; but if it | is one of simple, quiet confidence in | the goods, backed up by knowledge, | if the dress and appearance are neat | and tidy, the answers sincere and | frank, developing a knowledge of the | subject, I bespeak for him a large | percentage of sales. S. A. Sanderson. 2-2... j Mars Has More Land Than Water. | Mountainless Mars has inspired the pen of Prof. Percival Lowell, | declares that a Martian iendseine would seem to us remarkably tame, | and that the scenery would be chiefly | notable for the lack of everything| that with us goes to make it up. That| which relates Mars to the earth in | one sense is the distribution of land | and sea; but while our earth has | more sea than land, Mars, on the | contrary, shows more land than sea. | Originally possessing its own share of water, the fluid constituents have been so far absorbed, and this fact | indicates another point freely con-| ceded, that is, Mars has proceeded |} further inwards in that pathway of| planetary evolution, which, begin-| ning in a nebulous mass, ends in ai | dead moon. who} Cooling down to a certain extent, Our earth was fitted to become the abode of life. Prof. Lowell | firmly on the presence on Mars of | vegetable life, and, because Mars | possesses water and an atmosphere, | we find it provided with two of the | essential conditions for the develop-| ment and maintenance of vitality. decides | The mind naturally turns farther afield to the question of the exist-| ence on Mars of animal life, and,| moreover, to that of the possible de- velopment on the planet of intelli- gent beings. Dr. Lowell argues that if the polar ice caps of Mars have to| be tapped to revivify its arid wastes | such action must postulate intelli- gence with the primal motive of self- | preservation for an incentive. This| view hinges naturally on the assump- tion that the Martian canals are the | work of intelligent beinzs, who con-| structed them to save the planet| from desiccation. 17 Grocers and General Store Merchants Can increase their profits 10 to 25 Per Cent. On Notions, Stationery and Staple Sundries Large Variety Everyday Sellers Send for our large catalogue—free N. SHURE CO. Wholesale 220-222 Madison St., Chicago 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 coated 1872 pare Flavoring Extracts ESTABLISHED - iAz2 Send in your orders now for }, Jennings’ ,#|Terpeneless Lemon before advance in prices a Jennings’ Vanilla ; Serres ta : VANILLA BEANS: ~daiNes, co PRAMD RAPIDS. mics =. . ;| is right in flavor ‘ i and value Jennings Flavoring Extract Co. Grand Rapids SEE PRICE CURRENT the disposition of property. Executor Agent poe sa |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 real and _ personal We also Trustee Guardian 18 MICHIGAN TRADESMAN April 7, 1909 MAIL ORDER HOUSES. How Their Competition Can Be Suc- cessfully Combatted. Mail order trusts, as they might well be called, sell their goods from vivid pictures and glowing descrip- tions. -They pay, and well can they afford to pay, more to those who make their catalogues, their pictures and descriptions, than to the work- ingmen and laborers who manufac- ture the goods they sell. There is no doubt in my mind but what the car- dinal principle of their business is to determine the price and description which will be most attractive to the purchaser. They figure to produce an article which barely fits within the letter of their circular, and at as low a cost as possible, so as to. bring themselves the greatest margin of profit. These great trusts not only seek to control the selling business of this country, but the manufacturers as well. To-day they claim to make in their own factories practically all they sell. Is this the truth? What do they really manufacture? I doubt whether there is really a single repu- table manufacturer proof against seeing his goods advertised in cata- logue house catalogues. Not many manufacturers sell them openly— why? They do not go to the factory and ask what this or that line of goods will cost them, but they dictate to that factory how the goods are to be made, and the price they will pay for the same. Not only that, but they buy goods of standard make, un- questionably in many cases, at much less than the jobber is paying for them. Why do they want standard goods? They want these goods to make comparisons in price, to make the purchaser believe that all goods they sell are equally low in price, when the facts are quite the oppo- site. I need not go into a lengthy dis- cussion along these lines. The ques- tion.is: Are you, my fellow hard- ware dealers, going to allow your in- terests to be demoralized? Are you going to allow the very bread taken out of the mouths of your wife and children? You are taxpayers; you are paying State, county, city and all other kinds of taxes for the upbuild- ing of your towns, your churches, your schools and for everything that tends to the uplifting and broaden- ing of the characters of your chil- dren. Do you propose to allow these trusts to continue as they have in the past? What right have these mail-order trusts to come into your territory, a territory in which they pay no taxes, and rob you of the business which rightfully belongs to you? Do they help enhance the value of farm lands? Do they pay into the treasury to educate your children? You look upon this unjust and un- fair competition with fear and trem- bling. I have yet to see the first man or set of men who comprise these mail order houses, no matter how large, that I am afraid of. If you would all cast aside this feeling of fear—put your shoulders to the wheel, push hard and_ steadily, it time until ad- would only be a short these matters would practically just themselves. Why stand back with the thought that some one else is more capable than you to eliminate this unjust competition? My friends, the time has come when we must protect our in- terests—not by fraud, but by honest means. Some of the larger and more im- portant factories are now coming out openly, saying, “We do not sell cata- logue houses.” Why? Just think and you will have the answer. Going through the mail order house catalogue, why are some of the lead- ing brands of goods discontinued and in their place unknown brands being sold? Why? Why do the mail order trusts say, “We ship in plain packages, we do not even print our name on the en- velopes that carry our correspon- dence.” Why? We are after them— after them hard—and they know it. It is the duty of every manufac- turer to protect the jobber, and in turn the jobber or wholesaler should consider it his duty to protect the retail dealer. If the manufacturer sells direct to the retail trade, it is his duty then to protect the retail dealer at all hazards. If the dealers in every line would absolutely refuse to handle standard goods that are being sold by mail or- der houses, jobbers would soon re- fuse to handle goods of manufactur- ers who sell to mail order houses. The manufacturer, finding that whole- sale trade practically gone, would have only one way out of it: Seek a market with catalogue houses for all their product, only to find the market done, because the retail trade refus- ing to handle the goods would re- duce publicity and demand, and the manufacturer would soon be com- pelled to make proper terms or re- tire from business. Take away a considerable share of the source of disposal, and see how eager the man- ufacturer will be to get your busi- ness. There is no question in my, mind but what the jobber and wholesaler can help the ‘retail dealer materially if they only will. Now, do you want more business —more of the city’s and farmers’ business? If you do there is no rea- son under the heavens why you should not have it. The wise dealer that is really after the farmers’ trade must do more ad- vertising—-more personal letter writ- ing, enclosing pictures and descrip- tions of the brands of goods you handle. It is a fact that the trouble with the average retailer is not too much “mail order house,” but too little self- regulation. What you want and what you need and what you must have to make your business successful are system. Do these trusts overlook a single prospective buyer? No. Do you keep tab on every prospective buyer? The facts are that the average cus- tomers do not want to send _ for goods. “Well,” you say, “why are they sending for them?” My friends, it is because you have neglected your duty towards them in not educating them to come to your place of busi- ness to get whatever they need in your line. Did the catalogue houses send their representatives to every home almost in this land and show samples? No. They sent their catalogues with de- scriptions and cuts of the article. The farmers read them and from the description given thought it was cheap for the money. Why? Be- cause they had nothing to compare with it. Had all merchants sent out circulars describing the different ar- ticles, with price, as the mail order houses have, I doubt not but that the mail order trade would have been cut off fully one-half of what it is to-day. Some may think it too late now to regain what has been lost. It is never too late. The merchants themselves are largely responsible for the condition of things as they are to-day. Only about two weeks ago a salesman of one of the largest houses in the United States said to me that of all the circulars distributed among his customers in Nebraska, thousands of them, only two merchants had appar- ently shown enough interest to mail them out or distribute them among customers and others. Is it any wonder that farmers are not better posted on the: prices and quality of goods? Whose fault is it? Appeal to the farmer, the mechanic, the wage earner. Above all, be hon- est; sell honest goods at honest pric- es. I have never yet heard of a dis- honest man or dishonest set of men succeeding in the long run. They bloom like a rose for a while, then gradually they begin to fade away. Why? Because they are doing busi- ness contrary to God’s law—Hon- esty. Now, just a word about advertis- ing: To no other branch of his business does the country merchant give less attention than to his advertising, while, as a matter of truth and tact, no other part of his business requires more attention. Too many merchants look upon their local newspaper advertising as a sort of a tribute they are obliged to give the country editor, and not as an investment made for profit, and the copy they furnish for such advertising generally bears out this proposition, No greater error was ever made by them. Properly written, with force, spirit and interest in every line of his advertisements, the country merchant will find his business can be largely increased, and the mail or- der monopoly most woefully affected. Nothing, in fact, will conduce so effectively toward putting an end to the mail order evil as the publication of good, attractive advertisements in the local or home papers. In order to make them attractive, every adver- tisement should contain a cut or pic- ture of some particular thing which the dealer carries and prices should be given. Have you a mailing list? You sure- ly know the mail order houses have them. What do they have them for? My friends, it will pay every one of us to leave our places of business once in a while and get away from business. Keep your eyes and ears open and see and learn what the suc- cessful merchants of to-day are do- ing. Mailing list? Well, I should Say so—so long it would really make you dizzy to read all the names on some of these lists. Are they really a good thing to have? Ask your greatest enemy, the mail order hous- es. Yes, it pays and pays big. My friends, there are times jin al! our lives when hope seems to grow dark, when nothing that we do seems to count; we become disheartened: we have tried so hard and the re- sults seem so meager, we long for freedom from the struggle. My friends, this is the hour for new courage, for new drafts on our re- serve; we must not—we can not give up. Truth must conquer, right must triumph and justice must and will prevail. L. W. Mittendorff. Ey, Obeying Orders. The manager of an electric light construction concern in the West tells an amusing story in connection with the work of a new line in an Iowa town. The workmen had begun to “is 4 post-hole in front of a house occu- pied by a grouchy German. Sudden- ly he appeared and forbade the men to go on with the work; whereupon they explained that they had authority from the proper officials, which ex- planation, however, did not pacify the indignant householder. After a good deal of wrangling, the men an- nounced that they could not waste their time in talking, and so prepared to go to work again. At this junc- ture the German person called his wife, and with a dexterous and un- expected movement succeeded flinging over the hole the men were digging a large, flat piece of slate, upon which he established his Frau. “Yust you schtay dere, und I go get der injunction!” he directed. No sooner had the husband disap- peared than the leader of the gang directed his men to take the slate with the Frau upon it and lift it from its place. After a severe tug this was accomplished, and with perfect politeness the corpulent lady was set to one side, just as if she had been an inanimate object of some sort. The work of digging then went merrily forward, and while the stolid wife held to the letter of her instruc- tions with silent fidelity the men set up the pole for the light. This was well in place when the husband re- turned, waving in his hand the paper of injunction. When he saw what had been done the irate householder became beside himself with rage. “Vy did you not stood on der hole as I haf told you?” he demanded of his better half. “It vos on der stone you put me, not on der hole,” she answered. —»-.__ The barriers which no man can break down are those which he erects in around himself. April 7, 1909 MICHIGAN TRADESMAN 19 We Even Make the Vinegar for “Williams” Sweet Pickles To Be Sure of Purity We use the purest spices and sweeten only with pure granu- lated sugar. Such care makes quality—the quality that makes “Williams” Sweet Pickles best for you and best for your customers in EVERY RESPECT. Flavor, Natural Color and Delicious Crispness all make them PLEASE BETTER and SELL BETTER than other brands. There’re both Reason and Reward for you to push them. We pack them in glass-top bottles and you will see instantly the selling qualities of this package. We use only FRESH, SOUND, RIPE fruit and vegetables for our products and pre- pare them in a sanitary factory and kitchens. “Williams” Sweet and Sour Spiced Pickles, Tomato Catsup Jellies, Preserves, Fruit Butters Relishes, Vinegars, Etc. Conform with Federal Pure Food Laws _ The Williams Brothers Company Detroit, Michigan MICHIGAN TRADESMAN April 7, 1909 ee, NEW DEPARTMENT. How To Open and Conduct One in Any Retail Store. Written for the Tradesman. In order to present the important ideas and the necessary steps in their logical order the various details of this plan for opening and operating a new department will be discussed under the following heads: The First Thing To Do. Selecting Bargain Leaders. Newspaper Advertising. Circular Advertising. Copy for New Department. The Policy of the New Depart- ment. Attracting Attention. Inducement Schemes. Department Decorations. Window Trimming. Interior Displays. Future Bargain Days. The First Thing To Do. The very first thing to do in open- ing a new department is to select those lines which are in popular de- mand—lines which will sell readily and quickly at a price popular with the buying public. The goods selected to be advertised and placed on display must be well known standard lines — advertised lines preferred—and they should be offered at prices which the public can quickly recognize as being ab- solutely genuine. Selecting Bargain Leaders. In selecting the bargain leaders care should be taken that every lead- er has an unusual bargain value. The goods that are to be used to induce the people to visit the store should stand high in comparison with the values offered by other stores. The most successful plan is to feature at least one good bargain in each day’s or each week’s advertising, as the case may be. There are certain goods that are constantly needed in most every home and by every family, and in advertising the new department only those articles that will sell quickly to the largest number of people should be used as bargain leaders, because they naturally become the trade-winners and business-builders. Newspaper Advertising. Securing customers for the new department depends entirely on the enthusiastic spirit and truthful tone of the advertising. New customers are attracted only when they know the values of the goods offered are genuine and reliable. The public secures its original opinion of a new department by the cleverness with which it is advertis- ed and the sincere tone of the selling talks. The advertisement that pulls trade to a new department must be unusually attractive. The very first advertisement ex- ploiting a have an individuality which will mark it as distinctive from the advertising of other stores, and which will make the public easily recognize and watch for the advertising that follows. The first advertisement should call attention to the location of the new department and the date of the open- new department should ing. Next should follow the special bargain offers for the opening day and a list of the undesirable goods to be found permanently on display. In fact, where it is possible to do so a cut of the new department and a complete description will add much to the attractiveness of the advertise- ment. In order to make the new de- partment distinctive the advertise- ment should be cleverly illustrated with cuts of the new merchandise offered for sale. The attention of the public should be called to the new department at least a week before the opening. Small advertisements planned to arouse curiosity will be most effective in centering attention on the new department. The curiosity-arousing copy should be brief and somewhat sensational in character. Circular Advertising. In case the merchant is unable to receive the proper publicity through his newspaper he should reinforce his newspaper efforts with circular adver- tising. This will be necessary in reaching many rural communities and in small places where there are no newspapers. The same ideas as outlined in the newspaper advertising plan should be followed out in the circulars. They should be mailed to the homes at least a week previous to the open- ing and should contain a clear de- scription of all the important fea- tures of the new department. Kinds of Copy. In order to arouse the greatest in- terest in the new department it is necessary to give definite informa- tion about the goods offered for sale. To be effective the advertisement ex- ploiting the new department should be filled with brief descriptions and the prices should be made to stand out boldly. Comparisons in price should also be given to show the pub- lic just how much money it will be able to save on each item. After the striking make-up of the advertisement has attracted atten- tion, the next important step is to secure the confidence of the people and create a desire to visit the new department. It must be remembered that the surest, quickest way to cre- ate desire is to appeal directly and intelligently to the pocketbook. Low prices are always taken into consideration quickly by the public, yet the most important thing in con- nection with the new department is to be sure that the public will be familiar with the values offered, that they will know instantly every claim can be depended upon. Policy of the New Department. The thing that will attract people to the new department will be the as- sured service they will receive. Every advertisement should suggest among other things that besides better val- ues the service and attention will be unequaled. Everything must be ar- ranged for the comfort and _ conve- nience of the public. Attracting Attention. The first aim of the different forms of advertising should be to attract attention. The newspaper and circu- lar advertisements should arouse cu- riosity and stimulate desire to visit the new department on the opening day. After the department has been opened various kinds of schemes should be used to keep the people watching for the advertisements. One method is to give short interesting talks to housewives. For instance, during house cleaning season the talks should be helpful hints relating to house cleaning, followed by sugges- tions on what to buy at that time. There are a lot of small things which have no direct bearing on merchan- dise but which are valuable informa- tion and attract people. In opening a new department all of these things which the people will appreciate should be considered. Inducement Schemes. Any ideas or schemes of induce- ment, such as giving away souvenirs, premium offers or anything which can be based under the heading of sharing profits should center entirely on the idea of winning and holding trade. There is no better way to get the crowds to visit a new department than by some scheme of special in- ducement. Possibly the best known plan to make people visit a new de- partment is to offer some little sou- venir free on the opening day. Or another good plan is to offer prizes to get the people to read the adver- tisements of the new department. One way to do this is to insert the names of two women of the town in the advertising copy and give a cash prize to the persons whose names ap- pear. This will induce every wom- 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 50 HIGHEST AWARDS IN EUROPE AND AMERICA A perfect food, preserves health, prolongs life Walter Baker & Co., Ltd. Established 1780 DORCHESTER, MASS. Registere U.S. Pat. Off -CERESOTA Flour Made in Minneapolis and sold EVERYWHERE Judson Grocer Co. Distributors Grand Rapids, Mich. os ee Secon agceg et tee Pe Swcioent ep ecanemaento te ee One April 7, 1909 MICHIGAN TRADESMAN 21 an in the town to read the advertise- ments thoroughly in search of her name. The same idea can be used with display cards in the store. This plan will induce every woman to visit the store and read all the cards in the various departments, hoping that her name will appear and she will win a prize. Still another scheme which has been used with a great deal of suc- cess is to publish a coupon in the advertisement, giving it a certain value when presented with a certain amount of money to be applied on a purchase, Of course, this all depends on the policy of the store. If its policy is to be conservative the advertising of the new department should be digni- fied and talk quality and price, while, on the other hand, if it is the policy to resort to sensational ideas, then some scheme of inducement is the proper thing. Department Decorations. The new department should be es- pecially decorated for the opening, and the method of decoration should be of such a nature as to inspire con- fidence in the merchandise displays. The people always form their opin- ion of a new department by the things that come to the eye first, and if the first impression is favorable the chances are that the first-time shoppers become regular cus- tomers of the new department. It must be remembered that the depart- ment itself is just as valuable adver- tising space as that which is bought in the newspapers. will Window Trimming. At the same time the opening of the new department is announced one of the display windows should be cov- ered and signs should be used to mystify the public in regard to what the window will contain on the open- ing day. Each day the window signs should be changed so that the people pass- ing the store will have their atten- tion called to some unusual feature or offering to be found only at the new department. When the new department is final- ly opened this window should be giv- en an original and strikingly clever trim so that the people will be doub- ly induced to visit the new depart- ment. The same bargain offers de- scribed in the newspaper advertise- ments should be arranged in the dis- play window so as to give the public the impression of a complete stock of goods. In order to make the window a profitable selling medium the dis- plays must be easily comprehended. that is, the articles on display must have a harmonious scheme of ar- rangement. The goods which are placed on display should be marked with both a brief description and the price. Profitable results can not be expected if the people are left to guess about the new merchandise and the price. The people are not mind readers, and they will naturally buy the goods they know the most about. They acquire knowledge from being told often and in as many ways as possible. This is exactly what must be done with the goods of the new department. Besides having the goods shown up attractively the window cards and price tickets must tell the people the same story that they will be told by the clerks. If the Price tickets say one thing and the clerk another the customer loses confidence. Interior Displays. When the merchandise has been displayed in the showcases and on the counters and shelves it should be so arranged as to show its best qualities. It should be the intention of start- ing the new department as an edu- cator—teaching the people to read and believe in display cards and price tickets; A department will make 50 per cent. more sales when the goods are plainly priced. Everything must not be left to the clerk, A great many times during the tush hours the clerk has not time to wait on all the trade, and many out finding out what they desired to know about a certain piece of mer- chandise on display. In price would have taken the place of a salesman. Then there are times when people are reached more directly by price tickets than in any other way. are people who understand makes and values and when a price is placed before them they decide quickly without waste of time. If the price had not been marked plainly they might not have been attracted to the article at all. For the new department the tickets should be original and _ distinctive. And there should never be more than one price on a card, unless it be a comparison, and then the price should be given in the selling larger cases of | this kind a brief description and the| They | figures. But one price on a_ card brings better results, Future Bargain Days. The first advertisement must do more than merely call attention to the opening of the new department. It must have a far-reaching effect in- to the future, making the public real- ize that they may expect bargain days at certain intervals. A new department should advertise to have at least one day in the week jto be set aside as a special bargain day. It is necessary to inform the public of this during the opening. A new department can keep up its sales steadily when it becomes known jthat on certain days the people will ibe able to obtain just as excellent bargains as they received at the open- ing. When a special weekly bargain ne : -., |day is followed out for an indefinite promising customers will leave with- | length of time it creates confidence in the advertising of the new depart- ment; proves a_ diversion for the clerks; gives the public something to look forward to and affords them an opportunity to secure the newest and latest ideas in merchandise at bar- gain to clean up old stocks; to get rid of undesirable and slow-selling stocks, broken sizes, etc., and it proves a big profitmaker for the new department when advertised prices; helps persistently and vigorously. H. Franklin Thomas. ooo A Philanthropist. “James,” protested the father, “what do you mean by boring holes into that big tree?” “Father, I’m a benefactor,” said the auger a few more “T’m making knot-holes ” boy, giving his vicious turns. in baseball fences for poor boys. nd ES seit a x IDS, MICH. MICHIGAN TRADESMAN April 7, 1909 = — — = = ~ _ — = EHIND tHE COUNTER Practicable Hints for the Good of the Service. Too often the proprietor hires the clerk with the full recognition that the work shall be furnished wholly by the one side, the pay wholly by the other, but seemingly with no further thought of obligation or cour- tesy as falling upon the party of the first part. His conscience seems to be satisfied with the thought that he demands only a reasonable num- ber of hours’ service, and doles out the wages with clock-like precison. There are many little services which the man at the head of the firm can offer which will not only render the novice better equipped for his work and give the experienced clerk help as well as encouragement, but will promote the respect and good feeling so essential to the best work of any kind. One of the simplest of these is po- liteness. This is much more easily and effectively taught by example than by precept. Show proper re- spect to your customers. Treat them as you expect your clerk to treat them, and he will soon understand the proper relationship. Treat your clerk considerately at all times. Let the atmosphere of the store be as de- corous as that of the well ordered home, and any eccentricities to which the salesman may have fallen a vic- tim will speedily melt away. Prove your confidence in him by entrusting to him some of the busi- ness problems of the firm. While it would scarcely be wise to share with a new man the privacies of the busi- ness, there are many general princi- ples which he should know; which will render him a better salesman, a more interested worker. It has been charged as an argument against fe- male clerks that they are prone to gossip. Put a ban on this habit without seeming to exercise any re- striction. There are many large con- cerns hiring hundreds of girls. No one charges them not to talk “shop” outside of business hours; yet they drop instinctively into the habit when surrounded by the atmosphere of si- lence on this subject; and the one who would draw from one a secret of the firm must be exceedingly skill- ful. Treat it as a matter of course that the affairs of the firm are confi- dential, and they will be made so. The surest way to render an em- ploye just worthy of his hire is to keep him constantly reminded of his servile condition, with no indication that there is hope for a rise. It chills enthusiasm, discourages hope of lusty growth and converts him into a mere machine. In his estimation the “Old Man” speedily becomes the per- sonification of austerity, aristocracy and greed, and there is a mental crossing of swords, even although veiled by policy, the existence of which both sides distinctly appreci- ate. On the other hand, the skillful em- ployer recalls the days when he was tugging away at the bottom round of the ladder, unable to see why it continually rolled with him while others gained a firm grip and crawled up over his head. An_ occasional anecdote illustrating some of the mis- takes of those days may serve to set the youth on the right track without seeming to have in it the nature of a reprimand. And the little helps gracefully given will be gratefully re- ceived and repaid by more cheerful service. Strive early to impress the lesson that a sale which does not give satis- faction to the buyer is worse than no sale. In the transaction the firm gain the profit of that single sale, but as a result they may lose future patronage, a matter of much greater import. The patron often knows in a general way what he wants, yet, owing to imperfect knowledge of the professional end of the subject, his mind is not rounded out as to details. These he expects the specialist to supply. The salesman may have some- thing which is right in price, and right in quality for certain condi- tions. That these conditions are not his own, he may not at the time be able to discern; but later he sees it, and is not only dissatisfied with the article, but also with the salesman who blinded him into thinking it was what he wanted. It will require some self-sacrifice on the part of the man who is making a strong effort to gain a good sales record to ad- vise a patron to consult a rival firm, changed to the verdict of indolence. Sincere regrets should accompany every case of this sort. If you discover that a customer is for any reason physically or mental- ly hard to fit, take a hand in it if necessary, but do not interfere in such a way as to give the impres- sion to either clerk or patron that the former is being superseded. This may require tact. If the trouble is due to a peculiarity of the foot the customer may be made to feel flat- tered by this personal attention. Cir- cumstances alone can guide action; but a skillful recognition of the dif- ficulty or doubt may be made to strengthen the good will of both pa- tron and clerk. You have been practicing upon the reading of human character for a life- time. Sift out some of the essential results, not in the form of a sermon or code of laws, but rather as a sort of recreation, although never in a spirit savoring of ridicule. There are keys to human nature shown by the contour of the head and face, by the manner, tone of voice, eye, tem-— perament. In fact, it has been truth- fully said that nine-tenths of business is human nature; hence the impor- tance of its study by your entire force; the worth of the opportunity of showing them many short cuts gained through experience. Draw out by the conversational method the ability to describe goods. For the time play the part of the critical bargain hunter, and tempt the novice to present his arguments in its favor in a concise, systematic, Present Prices Flour at the present time is too expensive to a cus- tomer to allow for any mis- haps. You can’t afford to sell flour that isn’t strictly up to the standard and you can’t afford to sell flour that isn’t guaranteed. The housewife will pay the price but she wants the goods, and the only way to satisfy her is to sell her good flour. No woman complains about not receiving suffi- cient value when she buys ‘“‘Voigt’s Crescent’’ flour, because good bread and good pastry are worth pay- ing for, and no one knows it better than the housewife who prepares the foods. VOIGT MILLING CO. Grand Rapids, Mich. CRESCENT TANGLEFOOT FLY PAPER The Standard Throughout the World for More Than Twenty-five Years ALL OTHERS ARE IMITATIONS Terpeneless FOOTE & JENKS’ COLEMAN’S Lemon and Vanilla Write for our ‘‘Promotion Offer’’ 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 but it pays better in the end than to advise him to take a poor substitute. This position would be most clear- ly defined, and the understanding that you take pride only in the sales which bring satisfaction and credit to the house will have a salutary ef- fect. But this should not tend to lessen the clerk’s effort to fill the order, In fact, it should be redoubled; and even when convinced in his own mind that he has not the goods required, it will commend him in the estimation of the customer if he makes a well- directed effort. Any passive assur- ance that it is not in stock might be mistaken for indifference; and the frankness which should go with the disappointed patron as a bid for fu- ture trade might in this case be 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. lonia, Fountain and Division a bes STE ee in, Sa ace race April 7, 1909 MICHIGAN TRADESMAN 23 logical and convincing manner; you can easily patch up any loop-holes that may be left by the categorical method and encourage a more com- plete description if necessary. Take pride in having the leading points in favor of certain classes of goods stand out in sharp outline. “If a man can write a better book,” says Emerson, “preach a better sermon, or make a better mouse trap than his neighbor, although he build his house in the woods, the world will make a beaten path to his door.’ Culti- vate on the part of your clerk the ability to recognize the merits and demerits in your goods; furnish those that he may have faith in and he will be glad to help keep the house in such shape as to invite customers. When you attend a convention of importance take pride in bringing back as much as possible of both the enjoyable and the profitable elements. The general information should be- long as much to him as to you; and by with him you render his work more efficient to yourself as well as to him. The social side should appeal directly as proof that the business is not all drudgery, thus putting new life into his work. In return for the small trouble, which is in reality enabling you to double the benefits of the convention to yourself by living them = again to a certain extent, will be re- paid by more willing service the next time it devolves upon you to “keep house.” sharing it you Hi thetre is a_ ball in which you know him to be especially inter- game ested, strive to plan it, if this can be done without injury to business, so that he can enjoy it. Do a little ex- tra_work yourself in order to grant the privilege. enthusiastic on the subject of athlet- ics, divide the pleasure with him; his appreciation will be all the more keen with the knowledge that it involved Sacrifice on your part. But never carry this to such an extent that he will lose sight of the fact that busi- ness is before pleasure; the latter is only to be used as an occasional rel- ish, When about to buy goods take him into your confidence. Review the situation with him. His view is not from the same plane as yours. The perspective is perfected by a union of the two visions. Meantime, the fact that you have respect for his opinion will do wonders toward rendering it worthy of this respect. Above all, remember that in your hands largely rests the moulding of character. While you are teaching him to help build up your trade you are yourself building up a man. It is a case of reciprocity applied with the personal touch which may include not only close application but sympa- thy and personal benefit. to see that the best way to build up a service is to give the most possi- ble for the least money. “If I were a cobbler it would be my pride The best of all cobblers to be,’’ is from an old song. well worth bear- ing in mind. And there is no more firm welding in the binding of the Help him | chain of success than that outlined by J. Hawes: “Character is power—is influence; imakes friends, creates friends; draws If you happen to be| patronage and support; and opens a sure and easy way to wealth, honor and happiness."—-B. L. Putnam in Boot and Shoe Recorder. ——_- +2 __ True and Faithful. One does not look for the whole truth upon a tombstone, but there are exceptions to the rule, as is shown by the example furnished in a church- yard in Hagerstown, Maryland. This touching epitaph runs as fol- lows, except that fictitious names have, for obvious reasons, been sub- stituted here for the real ones: Mary F., Wife of Walter Jenkins. Died December 20, 1884, aged 70 years 9 months, She was a true and faithful wife to each of the following persons: Jacob Wineman. Henry Snow. Philip Harrow. Walter Jenkins. ——_2--.—___ Her Valuation. Aunt Fanny took little Mary to church one Sunday and gave her a penny to put in the alms-basin. Little Mary looked at the coin with evident satisfaction, and then, nestling close to her aunt, whispered: “How much are you going to give?” Her aunt, opening her hand, dis- played a quarter of a dollar. “Oh,” exclaimed Mary, excitedly: “don’t do it! It isn’t worth it!” The Origin of the Camel. “I was quite interested to read a statement, made in an address the other day by a distinguished author- ity, that the camel is not of Asiatic origin, but entirely American,” said the professor, “Indeed!” said little Binks. now, that is interesting.” “Yes,” said the professor. “He showed by means of a series of pic- tures of skeletons which his party had dug up while making excavations in Wyoming the development of the animal. They ran from a camel about the size of a rabbit having four toes instead of two, and absolutely devoid of anything like a hump, up to larger specimens of a later period, the most abundant of which was a long-leeged. long-necked camel about the size and general build of an antelope. All the camel characteristics were present except later developments of changing environment.” “Well, some said little Binks. account for the hump?” “Extraordinary,” “Does he “Not the have seen in the papers,” replied the “T don’t believe that can accounted for.” “Oh, | don’t know.” said “Maybe the original was like the rest of us.” "in the coldly Binks over his eye-glasses. “Why, make a according to reports [ professor. be little Binks. camel what demanded at little respect, sir?” professor, gazing he had to hump himself to living,” said little Binks, meekly. It can be done. When tomatoes are used for ketchup, no one can tell what they looked like in the basket—when spice are put in ketchup no one can see their quality. with a poor grade of tomatoes and spices, but a trade like we have been working on BLUE LABEL KETCHUP can’t. Over forty years we have been working to get the reputation we have now as the makers of the finest ketchup on the market. (CONFORMS WITH ALL THE REQUIREMENTS OF THE You don't have to cut prices or use tricks—it is the simplest thing in the world—sell the best of everything that pays you a good profit. sell BLUE LABEL KETCHUP. The only people who think some other brand is better are those who have never tasted BLUE LABEL KETCHUP. FEDERAL PURE FOOD LAW) While it was costly it has paid us to use the same kind of tomatoes that we put in glass, and the kind of spices that make people wonder how we get that flavor which has made BLUE LABEL KETCHUP lead the procession. To do this you must Ketchup can be made WuttiTs323. Bp Roe i Outs % OF 1% CURTICE BROTHERS CO. ROCHESTER, N. Y. MICHIGAN TRADESMAN April 7, 1909 “CRUSHING A RIVAL.” A Stock Deal That Did Not Work as Planned. Written for the Tradesman. After all, when you get down to bed rock, the ways of Wall street are not much different from the meth- ods employed by the cross-roads man in overalls who deals in mules. The Wall street manipulator may have a tighter squeeze on his game, but his corn-fed imitator proceeds on the same principle. “That mewl of yours,” says the man in overalls to the person he aims to take into camp, “seems to be a lee- tle off his feed. His complexion looks as if he wouldn’t haul many more loads.” Then he sits on a stump and whit- tles until the owner of the mule is convinced that the animal is going into a decline and sells at whatever price he can obtain on a falling mar- ket. “Emat S. K. 1. N. & W. LN. Rail- road stock,” says the Wall street shark, “is all to the bad. There’s strong talk of a competitive line, and the roadbed is in bad shape. Be- sides, there’re a number of damage suits on, and the semi-annual divi- dend will be passed.” Then he goes to a telephone and orders a broker to sell the stock from five to ten points under the mar- ket. When the stock has tumbled twenty or thirty points, he puts gum shoes on a score of brokers and has them buy control on the q. t. I don’t see much difference in the technique of the two games, do you? There were Damsky and the Slay- ton Street Railroad Company. Dam- sky wanted the street railroad to play with and set out to get it in the old way. In addition to acquiring the road, he wanted to put it over Vin- cent, and hhave the pleasure of toss- ing him a quarter to feed on some chilly morning. Damsky was in the commission business, and was having a fine time all by himself, until Vincent butted in and began paying fair prices to| producers and selling at living rates to retailers. Damsky felt that Vin- cent was stealing the pie out of his mouth in pursuing such a reckless course, and wanted to run him down the dump. What made Damsky feel particularly sore against Vincent was “It will be snapped up in a min- ute,” said the broker. “All right,” said Damsky. “When the buying begins you drop to eighty and sell all you can.” “TI see,” said the broker. “You are playing for position.” “Exactly,” replied Damsky. “You knock the tar out of the stock until it goes to sixty and then I’ll give you further instructions.” “Vincent will buy,” suggested the broker. “T don’t believe he will,” chuckled Damsky. “He’s borrowed $30,000 on the block he holds, and when the stock bumps down he will be called upon for further security. I don’t be- lieve he can furnish it. I’m on the Finance Committee at the bank of loan, and I’ll see that he puts up something good or parts with the stock.” “And you wouldn’t mind that stock over at sixty, eh?” “No,” said Damsky, “I wouldn’t. I may as well tell you right here that I want that stock even at par, but I’m going to pound it down to fifty and secure control of the road. Now you have the whole scheme.” “I see.” “And then, when I get it good and sound, I’m going to sell it to the new interurban corporation at one- fifty. Looks pretty good, eh?” “You might let me in on that,” sug- taking gested the broker. “Well,” said Damsky, “seeing that I’ve done so much talking, and put you wise to the whole deal, I don’t mind letting you in for a few shares, but I’m not here to make any Christ- mas begin stock. The morning newspapers will contain stories about the Street Rail- way Company that will make hair curl on the heads on the stock- holders. franchise of a stronger company, one that will make extensions and run larger cars, and also that the new interurban cor- poration is planning to run a line in competition at a three-cent fare.” You the understand. and pound presents, you to-morrow the It will will be be stated that the withheld in favor “I seems to me that you’ve gone at this thing right,” said the broker. “Yes,” said Damsky, with a full- fed chuckle which brought the blood to his fat cheeks, “I think I have. I that the young man refused to enter |USually get things right before I in- into a combine with him. Vincent owned quite a block of street railroad stock and wanted more. If Damsky could make him sell out at a sacrifice and at the same time sc- cure control, he would be a happy man, so he planned to do the trick with neatness and dispatch. One night Damsky caled his broker into his private office and set about his explanations with great joy. “T understand,” he said, “that Vin- cent has $50,000 street railway stock hypothecated at par for $30,000. He’s using the money in some fool scheme, I suppose. Now, what I want you to do is to send some broker not con- nected with your house into the open market and put a lot of this stock on the market at ninety.” vest.” When Damsky and his broker went out, after their conference, Damsky’s old-maid stenographer, who had been working over a lot of letters in the next room, leaned her elbows on her desk for a moment and then got busy with a letter which was not in her notes, and which read as follows: “Mr. Henry Vincent, City: “Dear Hank—Damsky is going to do something to you in the street railroad line. I can’t understand what it is, except that he’s going to pound it down to fifty and then put it up to one-fifty for sale to the in- terurban corporation. Hope you will know what to do. You put what lit- tle I have in the stock at anywhere below sixty. I’m weary of working for this old fraud. Regards to Net- tie. “From Your Cranky Old Aaunt, “Mary Jane.” Now, this is what manuscript read- ers call putting the forward move- ment into a story, and pretty soon you'll see the reason why it was put in here and not kept until the end. I guess it is forward enough. When the broker set out the next morning to flatten street railroad stock at ninety no one bought save the broker who had been engaged by Damsky to buy to make a quotation. When it went down to eighty there were no sales. Damsky began to think the stock was stronger than he had figured on, and put the price down to sixty, at which price his broker bought a little and made an- other quotation. By the next day the price was down to fifty and frightened investors began dumping their holdings on the market. Early on the second day Vincent was called to the bank and asked for additional security for his loan. Much to the surprise of the cashier, he brought the amount of his loan in currency and spread it out with a smile. Small holders were now let- ting go, and Damsky’s men began buying on the quiet. Then, at one jump, the price ran up to seventy- five, and Damsky’s men began pound- ing again. They sold, and sold, and sold. In an hour the broker called Damsky to the ’phone. sold is out. “Look here,” he said, “we’ve mote stock now that there What next?” “Keep pounding,” said Damsky. “Well,” said the broker, “I sup- pose you know what you are doing.” “You bet I do,” replied Damsky. “Better sell a few at forty-five.” The broker sold at forty-five and wondered who was buying. “It must be Damsky’s men,” he thought, and that is what Damsky thought for a time. Then the price went to seventy- five again and the broker got scared. “What next?” he asked Damsky, over the “phone. “Strong market at seventy-five. If you don’t want to settle on your short end at that fig- ure, you'll have to pound it down.” “Pound it down,” came back over the wire. But it wouldn’t pound down. Vin- cent’s men were buying, buying, buy- ing. They offered eighty and -Dam- sky’s men howled that they had stock to at seventy. Vincent’s men bought at that ,and bought at eighty, and bought at par, and the day closed with street railroad stock at one-ten. Damsky rushed over to his broker. “How much have you got?” he ask- ed, hoarse from his run down the Street “I haven’t got enough to put in tea,” replied the broker. “You kept telling me to pound it down and I tried to do it. The other fellow snap- ped up everything in sight quick. You have sold all day at an average of sixty-five, and now you’ve got to set- tle at one-ten. My advice is that you settle to-night. It will go up in the morning.” sell “We'll pound it down again,” roar- ed Damsky, wiping the sweat from his face. “We'll smash the opposi- tion! It will cost me two hundred thousand to settle now!” “Look here,” said the broker, “you can’t break the Marion Street Nation- al. There is where the money that is bucking you comes from. The new interurban corporation is in there heavy, and they’ve done you, that’s all. Instead of buying of you at one-fifty, they’ve bought in the open market at one-ten. And there you are!” Damsky glared at the broker. “Who’s at the bottom of all this?” he demanded. “Vincent,” was the calm reply. “He bought for the interurban. Say, did you know that his uncle is the man that owns the control now? Anyway, he furnished the money, but I guess Vincent made the profit. I take it that he stands to win about all you lose. If you’d had any sense this morning—” “Cut that out!” roared Damsky. “I'll get even yet. Call these fellows up and settle the best you can. I won- der who gave the thing away?” When Mary Jane failed to appear in the morning Damsky sent for her and found that she was living over at Vincent’s. I don’t know what Vin- cent and Aunt Mary Jane did with all their money, but I do know that Damsky had to hump himself to set- tle, So, when you proclaim that a thing is cheap, you’ve got to make it stick. Alfred B. Tozer. —__2-.____. Proceeding With Caution. “Well, George,” said a Georgia man not long ago to an old darky in his employ, “I understand that you in- tend to give your son an education.” “Dat’s my intention, sah,” respond- ed George. “I knows myse’f what ‘tis to struggle along widout larnin’, an’ I has determined my son ain't goin’ to have no sich trouble as I’s had?’ “Is your son learning rapidly?” “He shore is, sah. Las’ week he done wrote a letter to his aunt what lives more’n twenty mile from yere; an’ after while he’s goin’ to write to his aunt dat lives "bout fifty miles from yere.” “Why doesn’t he write to that aunt now?” smilingly asked the em- ployer. “He kan’t write so fur yit, sah. He kin write twenty mile fust-rate, but I tole him not to try fifty mile till he gets stronger wif his pen.” Would Be Honest Anyway. Booker T. Washington, in a recent address on honesty, told a story of a slave boy. “A smart, active slave boy,” he said, “was put up for sale at the Memphis slave market. “Liking the lad’s looks, and fearing that he might fall into the hands of a cruel master, a rich gentleman laid a friendly hand on his arm and said: “Tf I buy you, will you be honest?” “The boy answered calmly: “IT will be honest, sir, whether you buy me or not.” , ie es pt Many a tailored suit covers a lot of hand-me-down sins. a April 7, 1909 ! MICHIGAN TRADESMAN 25 : Manufactured “Ina Und Class by — Sanit Itself” ee Conditions Made in Five Sizes G. J. Johnson Cigar Co. Makers Grand Rapids, Mich, MICHIGAN ST ciles =e, aC r SSN < CZ a — — = WOMANS WORLD LL See — _ = ee ~~ — — /—— Some Women Master Men By Adu- lation. The old fable of the contest be- tween the north wind and the sun as to which sooner could compel the traveler to cast aside his cloak has a moral which none can fail to divine. Gentleness and courtesy are in most cases excellent policy—the mild power cures—and much more is accomplished in this world by means of flattering persuasion than by blus- ter and threats. However potent rough measures may appear to be, gentle, persistent pressure is what tells in the long run. Above all there are three things which best are managed by coaxing— a new kid glove, a fire and a man. Let a woman but succeed in getting hold of the right string, and pull it tactfully, and, above all, so gently that the strain shall be felt only as a natural inclination, and she may lead a man whithersoever she will. This, too, when the same man would die rather than be driven a foot at the point of a bayonet. If you can not inspire the one whom you love with love of you, fill him or her with love of self; min- | ister tenderly to that love and al- most always all that runs over will be yours. It is thus that most sure- ly is the saying verified that “Love begets love.” With most people the true meaning of an agreeable person is a person who agrees with them. Nor does this imply that such peo- ple are unduly self-opinionated. No- body likes to be contradicted, and most of us like those who put us in a good humor with ourselves. Sen- timental Tommy, it will be remem- bered, wanted praise, and his author | e pertinently remarked that “we all want praise, only we call it sympa- thy.” Some of us call it apprecia- tion, and all men and women like to be appreciated. It is true, also, that where we are weak we like to be thought strong. If a woman is plain she likes to think that she is considered pretty; if she is beautiful she likes to be told that she is clev- er; while men, even the wisest of their kind, prefer the woman who laughs at their jokes—if poor ones, still more—to her who bows down in homage to their intellectual gifts and moral excellencies. People fre- quently make actual sacrifices to no purpose because they have a way of saying unpleasant truths, or even pleasant ones in an unpleasant way. The people who are. most popular, and who win hearts, are the good tempered, easy going, sometimes sel- fish people, who do pleasant little things without effort, and who make which flatter one’s vanity, almost imperceptibly; who do this, moreover, at the right time and in the right way. To be sure, this knack is by way of a gift, but it also is to be cultivated suc- cessfully by those who care to take the time and trouhle to do so. It is the fashion to decry vanity as an unmitigated sin—even those who plainly possess it condemn it, in or- der if possible to conceal the fact. Nevertheless, it well may be claimed that it is one of the vices. which lean to virtue’s side, since it is unde- niably among the levers which move the world for good as well as for evil. The fear of blame and the de- sire for praise keep as many, or more, people in the straight path as the number who are held. there by the strict sense of moral rectitude. A clever English magazine writer declared recently that the surest way |to win a man’s love and keep it is to listen with absorbed and admiring | sympathy when he drivels about him- iself. She says: “I can not count the ‘number of lovers I have alienated by | discontinuing my role of rapt atten- ition. After a time, when a certain jnovelty has worn off, I have grown \weary of hearing for hours detailed ‘accounts of what ‘T said, I thought, I ‘felt, I did,’ and my interest has visi- bly flagged. It may not have been | great at any time, but a woman al- | ways must feel some interest in the |man who makes love to her. When, however, a certain stage has been ireached and passed, one is apt to | weary of the eternal monologue, and ‘let fall words of sarcasm, incredulity ‘or boredom. Any of these are fatal.” The woman who plays to win never | must criticise, never venture to find 'a flaw in an eligible lover or his do- ‘ings. More men have been con- 'quered and enslaved by the magic art of flattery than by all the beauty and wit in the world. To the woman who can flatter both men and women, subtly and adroitly, no career is im- possible. Given the opportunity, she may influence the destiny of the world. Thackeray has given us a brilliant example of the wily, cajoling woman in his Becky Sharp. There is no keener satire upon masculine weak- ness than “Vanity Fair.” Becky Sharp was neither pretty nor rich; her opportunities were few, but she made the most of them. The chief weapon in her armory was what? Flattery—not delicate nor subtle flat- tery, either—but the kind which, as the saying goes, is laid on with a trowel, smoothly and thick. Nor is there a man in the book who is al- TRADESMAN together impervious to it, since even Dobbin, who dislikes her, shows pity for her at last. In showing this Thackeray has been faithful to mas- culine human nature, and has painted a portrait which is absolutely lifelike. He knew, however, that much as men may differ individually, they all are to be influenced more or less by the clever woman who has the wit to discover their foibles and to play up- on them. Becky Sharp knew how to make the vanity of man a pipe for her fingers “to sound what stop she pleased.” She disguised her real self under a pleasant, unchanging, merry mask; cultivated a constant, careless, amusing gayety and studied with all her might to find out the pet vanities and weaknesses of all men whom she could make useful to her ends. The French have a saying that every man, however admirable and_ strong, has his “Achilles heel.” Becky Sharp found the vulnerable spot, then she started in to nurse and foster, ten- derly and adroitly, those weaknesses: to humor those vanities until she be- came irresistible. Men adored her— all kinds of men—as they always do adore the women who they declare sympathize with them and_ under- stand them. “It is their nature to.” It is not to be denied that women are to the full as fond of “sympa- thy,” i. e., praise, as are men, but a man seldom takes the trouble to cajole a woman excepting during the period of courtship. But for the wom- an there always is a reason, an ob- ject, in praising, flattering and “ca- noodling” the man. Besides, espe- April 7, 1909 TT cially if a woman is married to a man, it is her wifely duty to admire him; if she does not she at least ought to pretend to do so. Else, why If she has wit enough to do so, she may wind him did she marry him? round her finger by the gentle art Dorothy Dix. As the Twig Is Bent. “T hope you were a good little boy while at your aunt’s and didn’t tell any stories,” said his mother, “Only the one you put me up to, ma,” replied her young hopeful. “Why, what do you mean, child?” “When she asked me if I’d like to have a second piece of cake I said, ‘No, thank you; I’ve had enough.’” of flattery. 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, Ill. FLI-STIKON THE FLY RIBBON The Greatest Fly Catcherin the World Retails at 5c. $4.80 per gross Fly Ribbon Mfg. Co., New York ER FROM YOUR JOBBER 139-141 Monroe St. Le 7 GRAND RAPIDS, MICH. “GET SOME” Are you pushing Van Camp’s Pork and Beans with Tomato Sauce so as to get the benefits of our heavy adver- inducement? tising? Have you tried our suggestion to sell a dozen cans to a customer at one time, offering a small discount as an —— The Van Camp Packing Co. Indianapolis, Indiana April 7, 1909 MICHIGAN TRADESMAN Coupon Book Plan That Worked Sat- isfactorily. The careful business man takes an inventory of his stock each year. In that inventory he lists all of his out- standing accounts and notes that may be due him from his customers, and then is the time he discovers whether or not he has made any money since his last inventory. Should he figure that his outstanding accounts are worth to him a hundred cents on the dollar, and afterwards realize net to! him the sum of only _ seventy-five cents on a_ dollar, he will stop, scratch his head and say to him- self, “Where is the profit I figured to make?” Such a merchant will then begin to realize that the year’s trade has not been worth as much to him as it appeared to be when he first took the inventory. For example, should his inventory show that there was $3,000 outstanding on book accounts and he planned to collect this, he will find that should he employ someone to collect it for him it will cost about $300 for collection. During the time of collecting this amount he may need the money represented by the accounts outstanding to replenish his stock, and should he have to go to the bank and borrow it the interest on the borrowed money’ would amount to $300, provided he borrows the money for one year. If he has the money of his own it is worth the same interest as he would have to pay should he borrow it. Then again, unless a merchant is very careful, there is a loss of 20 or 25 per cent. through the persons who forget or never pay, after credit has been given them. Besides the losses above stated in the matter of collecting these out- standing book accounts, there are the loss of time, postage, stationery, charges that you have forgotten to charge. More than all, there is the loss of customers by extending credit, for after you have credited custom- ers with a large amount some _ of them leave your place of business and go elsewhere. while if you should make them pay their bills, or not extend credit at all, you would hold them as your customers. About one year ago I placed my business upon a cash basis, and you may wish to know whether or not I have been satisfied with my year’s trade upon that basis. I wish to say to you that I have been entirely sat- isfied and heartily recommend to each of you that you place your busi- ness upon a cash basis as soon as you can, for the reason that after you have once tried it you will approve of it as I do now. You may ask me the question, “How do you do with persons who may want some credit, and who are absolutely good and will pay their bills promptly?” In reply ! will give you the plan or system which I have followed: Should a customer state to me that he wanted to buy some goods on credit from time to time during the season I sell him a coupon book, and I have these books arranged from $1 to $20, and’ when the customer re- ceives the book I have him execute a note due in ninety days, with interest after maturity. As he buys his goods he presents his coupons for the amount of his purchase, and they are canceled. If the customer does not pay his note at the end of ninety days the note will begin to draw interest at 7 per cent. and continue at that rate until it is paid. By this plan the ac- counts are always settled for and no question will afterwards arise nor dis- putes be made, in reference to what the customer got, for the sale is treat- ed as a cash sale. I have lost some customers by adopting my cash system, some who were good pay and some who would never pay. I lost nothing by the loss of the customers who would nev- er pay, for the goods they would jhave purchased during the year and {not have paid for I still have in my possession at the time of the inven- tory, and I have gained new custom- ers in people who always pay cash and believe they get their goods cheaper from the merchant who sells for cash. At the end of the year my inventory showed that I took in about $500 less in cash than I did the previous year, but while a year ago four-fifths of my _ outstanding bills were in book accounts and only one- fifth in notes, this year the propor- tion was reversed. Four-fifths of the unpaid accounts were secured by notes and the remaining one-fifth was unsecured book accounts, and most of these remained from the year _ be- fore. L. J. Eriboe. ns Merited. That Beerbohm Tree, the player, has a caustic wit is evidenced by an incident wherein he and an unknown playwright figured. The writer had obtained sion to read his offering to Tree. The actor evinced no great degree of en- thusiasm, either during or after the reading; but he did take the manu- script, upon which the scribbled hastily a few suggestions for its bet- terment. “See here, Mr. Tree,” was the in- dignant ejaculation of the ambitious playwright. “it’s hardly fair of you to dispose of my work in this summary and nonchalant fashion, I’d have you know that this play cost me a year’s hard labor!” “So?” queried Tree. “My dear fel- low, any impartial judge would give you at least five!” > What They Were Doing. There is a government official in Washington to whom an unnecessary or inane question is as a red rag to a bull. Last summer he made his usual: trip to Europe. On the first day out from New York he was strolling on the promenade-deck, when suddenly there appeared before him a man whom he had not seen for years. “Why, Professor!” exclaimed the man. “To meet you, of all men! Are you going across?” “Yes!” growled the professor. “Are you?” permis- ——_>-~.—___ None come on happiness by hunt- ing it alone, A Grocer Can Keep Store Without FANCHON ‘*The Flour of Quality”’ And he can wink at a pretty girl in the dark, but What’s the Use Because of the uniform excellence in quality Holland Rusk (Prize Toast of the World) has become immensely popular with consumers everywhere. Dealers are making handsome profits on the large daily sales of these goods—it will pay you to stock them. Large package retails 10 cents. Holland Rusk Co. Holland, Mich. Hotel Cumberland NEW YORK S. W. Cor. Broadway and 54th Street Near 50th Street Subway 53d Street Elevated and All Surface Lines Near Theatres, Shops and Central Park New and Fireproof Strictly First Class Rates Reasonable All Hardwood Floors and Oriental Rugs Ten Minutes Walk to 20 Theatres $2.50 with Bath, and Up Headquarters for Buyers SEND FOR BOOKLET R. J. BINGHAM Formerly with Hotel Woodward HARRY P. STIMSON Formerly with Hotel Imperial ee RA RAPE RTD GF SCPE DOD 28 MICHIGAN TRADESMAN April 7, 1909 THE BLACK HAND. One of the Cases Where It Failed To Work. I was disappointed. The papers had for days been filled with exciting accounts of the latest appearance of the Black Hand in a threatening role, and, in common with probably most of the city’s newspaper readers, I had followed the stories with considera- ble eagerness. A climax had _ been reached, a climax which, the papers assured their constituencies, could not pass without resulting in battle, mur- der and sudden death, the extinction of sundry Black Handers and possi- bly a few policemen and other oc- currences which go to make the morning paper a thing to be looked forward to with some interest. But the climax had fizzled. No bomb was thrown, no Black Hander slain, no policeman made a victim of outlaw bullet. The whole affair had passed away as quietly as the papers dared to let it, and a lot of people, myself among them, felt a little as one feels after being fooled. This is the story: “It was Gilmore, the hatter on Blank street, as you know, of course. He was the Black Hand near victim. “Put $500 in a roll every Saturday night for twelve weeks and leave it in the little hole that you’ll find under your doorstep. Otherwise up go you and your shop.’ “That was about the substance of the letter that started Mr. Gilmore on the road to publicity and nervous prostration. He’s an old fellow, not strong constitutionally, and not over- supplied with backbone and nerve, I suspect. There had been a bad case of shooting among the Mafia people a few days before that the papers had played up strong, and with the mysterious letter coming right on top of it old Gilmore got a little nervous. “He didn’t say anything, though. It was only Monday night. But Wednes- day came a real whizzer. It told him that he was too closely watched to hope to escape. The spies of the ‘lodge’ were always on his track. ‘Re- member, Saturday night come across with the first installment or the worst will befall.’ “Then Gilmore looked under the steps of his store, and, sure enough, there was a little hole cut in the board at the side, and he had never known that it was there before. He saw now that whoever was doing the writing had taken the pains to look up him and his store, and the fright that it threw into him brought a holler for the police. Then the pa- pers got hold of it and the ‘scare’ was on for fair. “The police began along their us- ually subtle lines of announcing that they had a pretty good notion of who the letter writer was and that they would have him under arrest before long if everything went well. At the same time they put a guard of two plain clothes men around the Gil- more hat store and agreed with Gil- more that he should put the regular dummy rol] under the steps Saturday night while a couple of men watched from some hiding spot ready to spring out and bring the culprits to their doom—if they came. “That was on Thursday. Friday morning Gilmore got another letter. It went something like this: ‘Ha, ha! You think you’ll catch us by fixing up a deal with the fat headed police. Beware! We are short of temper and long of arm. Do as you are told and keep on living. The dummy oll stunt is old. And we will get it with- out letting the police see us!’ “Well, that was pretty near a facer for the old man, although the police kept on telling him to have no fear, they would protect him, and he was about ready to drop his hands and holler that he was done for. “Bixby and I happened to meet at the Club that night. Bixby is in the wholesale hat business, had employed me a few times, and was an old friend of Gilmore’s. He had just been reading about the fix the old man was in, or thought that he was in, and when he saw me a possible connec- tion between the case and myself seemed to strike him all at once. ““*Ford,’ said he, ‘you’re the man I want to see. An old friend of mine is in trouble and I want you to help him out.’ “He went on and told me about the case, and I told him that so far as I could see I was not the man he wanted to see. That was work for the police department, or a regular detective agency. Black MHanders were not in my line at all. “But he kept on arguing—I’d done a piece of work for him that he thought passed all bounds of clever- ness—and insisting that I was the man who could help Gilmore out of the hole, and finally I agreed to go over to the threatened store with him in the morning. I didn’t have any- thing to do, but I did not want to in- terfere with the duties and opportuni- ties of the police, and I went more for the sake of keeping on good terms with Bixby than anything else. “Gilmore’s store looked like an ar- senal on a small scale. Gilmore and his clerk—he only had one, a shrewd young fellow named Depew—carried a revolver each. Another revolver lay under each of the two counters, There were more of them scattered around at convenient intervals through the store. A Black Hand visitor would sure enough ‘have got a warm reception if he had come walking in there and announced his business in broad daylight. At the same time there never were two men putting up a bold front who appar- ently were more afraid of their fin- ish. “Gilmore was the worse of the two. The clerk, Depew, seemed to get his nerve back at times. At least, he didn’t present the steady appear- ance of being in a panic, as was the case with his employer. Then again, you would see him look around as if he expected to catch a_ Black Hander, stiletto and all, sneaking up behind ‘him. “If you think you can do any- thing here,’ said Bixby, dragging me into a corner, ‘go ahead and do it and send the bill to me.’ “It’s a case for the police,’ I said, The Syrup of Purity and Wholesomeness LL your customers know Karo. And the better they know it, the better they like it—for no one can resist that rich, delicious flavor — and every sale means a quick re-order. Karo is asyrup of proven good- ness and purity. Unequalled for table use and cooking—tfine for grid- dlecakes— dandy for candy. It’s — never “dead stock,’’ and | every can shows you a good profit. Karo is unquestion- ably the popular syrup. The big advertising cam- paign now on is help- ing every Karo dealer. CORN PRODUCTS REFINING COMPANY New York WITH CANE FLAVOR C ~ By aha ty DAVENP 1OWA. py i ola ‘ ry ie “QUAKER” BRAND COFFEE is so firmly established and so popular that the mere re:- minder of its name and of its proprietors should suggest to dealers that they watch their stocK closely and always have a full supply on hand. Worden Grocer Co. Grand Rapids April 7, 1909 ‘but if you say so, I’m on. Let us have a look at the letters received by Gilmore.’ “We got them and then I began to get interested. There was noth- ing peculiar about the handwriting nor the paper they were written up- on. The hand, obviously, was that of a man unused to the pen and to whom writing was pain and labor. The paper was plain, common, or- dinary wrapping paper that might have come around a bar of soap or a package of collars. But it was in the wording that our Black Hander gave a little hint of the cat that was in the bag. “No real, true, hardworking Black Hander ever slips a phrase like ‘con- sequent destruction’ into his. corre- spondence with his victim-to-be. Not, at least, when he writes like a school boy in the third grade. Anybody but a policeman could see at first glance that that letter was not written by the hand that directed its composi- tion. It was dictated. Somebody with more knowledge of the English language than any good Black Hand- er ought to have had given the pen- man the words to go on the paper. That was why I became interested. “Yl go to work here,’ said I to Bixby. ‘Now, first of all, do you know if Mr. Gilmore has any ene- mies and business rivals who might want to seriously disturb his placid career as a merchant?’ “*He’s got no enemies that I know of,’ said the wholesaler. ‘At least, no out and out enemies that might be suspected on good grounds of do- ing anything like this. But as for rivals, oh, yes, there are at least two stores in this neighborhood who would be glad to see old Gilmore get out of business.’ * “That's a real idea,’ I said. would they like to see that?’ ““He’s the oldest man in this line in the neighborhood. It’s a_ rich neighborhood, few richer ones for the retail hat business in the city. Gilmore’s, being the oldest estab- lishment, has kept the best trade, and this little store is a gold mine. He buys more high class goods than many a place making twice as much noise and having twice his expenses. It is obvious that his two competi- tors would like nothing better than to make him trouble. At the same time you must not suspect them. They’re both customers of mine.’ “This was Saturday morning, you will remember, and it was Saturday night that the money must be in the hole under the steps, or up went hat store, proprietor and all. And at ‘Why noon there came still another letter, | | a final warning not to monkey witu the buzz saw, but to produce the mazuma without any foolishness, or words to that effect. “To prove that we know what you are doing,’ it went on, ‘you have got revolvers here and there’—and went on to name the location of every re- volver in the store. “That did put Gilmore up in the air, but it had quite another effect on me. I was beginning to feel at home now. The case had reached a status where it was a matter of using the MICHIGAN TRADESMAN process of elimination, and it is then that I like to get on the job. “Only a certain number of people knew about the abundance of re- volvers in the store. Only through them could the information have been procured. There was Gilmore, himself; the clerk; the two piain clothes men, Bixby and my- self. No one else could have deliv- ered the goods. One of us, through carelessness or malice, had been re- sponsible for the Black Handers thor- |ough familiarity with the arsenal. “I was quite sure of myself and of Bixby, because we didn’t know about things until that morning, and the iletter had been put in the earliest mail. The two officers could hardly be responsible, considering their offi- cial connection with the case, so the eliminations left only Gilmore and Depew as the eligibles. That wasn’t Depew, but, no; 1 wont tell you’ what I found. I'll jump a few hours of that afternoon and evening, and the scene is the hat store at 12 o’clock. “True to the plan of the police, Gilmore slips the fake roll into the hole under the steps, walks down the street to a cross car line, where he takes a car and goes home. The lights burn in the store to show the Black Handers that it is deserted. The officers are lying on top of a building across the street, revolvers drawn, ready to pour a bucket of lead into the outlaw inspect the hole under the steps and would be. “How did I know? By the sim- plest way. When I looked into the hole I ran my hand over its tom. promising, but I went to work, and— | | who comes to col-| lect. Nobody comes. The _ officers watch. The night passes. And in the morning we all stroll] over and| bot- | Even at the Bay — of mer, but I stood him up against the | my fingers the bottom gave a little, as it might do if it had been loosen- ed from below. managed to get into alone. the sidewalk. end of the ceiling and the walk I loose, the nails removed and board held in place by a spring so light that even the smallest from above would cause the floor board to let down a little, thus mak- ing a slight slant which would per- mit from above to slide into the basement under the’ walk. | Neat, but not gaudy. An effective way of inserting to the Black Hand, under the trap down and drop and on the floor into place once its duty had been done. home and get a_ good sleep and to be on hand when go night’s day morning if they wanted to see ing hand, “Now, it happened that none of the others were in at the finish, was just my luck in coming half an hour before the down |reached the store las Depew. 'time of day and soon slipped down linto the basement. I heard his hammer on ithen I was down after him like a the fake roll is gone—as I knew it) house afire. reioht | < weight | expected to make you quit and be an object placed on the board} lay a hammer and the}, : Zi | fered nails ready to tack the board firmly | “Therefore, knowing these things, I | pared to some young business men a nm ;pare DS ce ye £ s s told the officers and Mr. Gilmore to} ioe : | professional | wal On some excuse I| evidence. found a board that had been pried | the | | lwilling to 29 with a gun against his breast- and went through him for the It was there all right; he wall | bone the basement | had picked the fake roll off the floor The basement ran out under | At the junction of the | to get it out of the way. “By the time Gilmore came down I had Depew ready for confession. “") did it, ‘not because I expected to any money out of you, you old skinflint, but because I said get he, sell out to me at a rea- isonable figure.’ | jc lub. a little black art in- | “Gilmore fussed around like a man who’s been hit on the head with a Finally he said: ‘How much I thought I would floor. But Depew |will you give? fall through the isat right up with my handcuffs on his wrists and said: ‘The same as I of- you last summer.’ And, so help me, if Gilmore didn’t say: ‘T’ll itake it, if you’ve got the cash money.’ | the blackness taken off the threaten- | and 1t| regular | lopening time that let me in on it. [| at the same time | He opened up, passed the | waited until I | the floor and | “Where did you get the idea?’ I} | said. Tt's the finest lever saw worked.’ “He let go at me with the little scheme 1| ham- ic paieted lamb.” store was opened for business Mon- | “And that was the end of it. Com- Black Hander ts as 4 James Kells. amt see eo NN 225) TTT LIGHTS STEERING WHEELS BELLS, WHISTLES and a full line of BOAT SUPPLIES 11 and 9 Pearl St. Grand Rapids, Michigan Mention this paper The Trade can 1 Trust any promise made in the name of SAPOLIO; and, therefore, there need be no hesitation about stocking AND SAPOLIO It is boldly advertised, and will both sell and satisfy. HAND SAPOLIO is a special toilet soap—superior to any other in countless ways—delicate enough tor 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. Fe sn ih eR 3 j 30 MICHIGAN TRADESMAN April 7, 1909 PUBLIC MORALS. They Are Affected by the Overspe- cialized Business Man. Sitting in the smoking room of the Union League Club of Philadelphia one Saturday night when the brainy men of the Quaker City were gath- ered there, I was fascinated by their faces. They were manifestly men of affairs, with facial lines indicating strength, determination and _ care. There was written in those lines, as in a phonographic record, the story of the triumphs of the first manu- facturing city in the land, but there was reflected little of the tradition of the City of Brotherly Love. The records included obstinately square jaws, firm mouths, keen eyes, broad and high foreheads, but little fineness. I could not help wondering how a hundred years hence their names and influence will measure up against the old gray poet of Camden and_ his message to his comrades. Perhaps there is poetic genius in that Club, possibly prophetic insight, undoubted- ly a measure of social service, but it seemed that night to be made up of tired overspecialized business men— and if overspecialized, perhaps over- estimated. The biggest man on the horizon of the world to-day is not Harriman, or Rockefeller, or Roose- velt, or Rothschild, or the Emperor of Germany, but Tolstoi, living as a peasant in a semi-barbarous nation. The sway of the business man is well-nigh complete. He is the mas- ter of industry, he controls the means of subsistence and communication, he subsidizes education and art in his own whimsical fashion, he owns the Senate, through the Speaker he man- ages the House, he harries the Pres- ident and the Supreme Court, he shapes the moral code. The deca- logue has been supplanted by the business man’s triology: (1) “Busi- ness is business.” (2) “Stand pat.” (3) “T want what I want when I want it.” “Business is business” is the mas- culine equivalent for the feminine “because.” “Stand pdt” is the most immoral of all economic or political watchwords, and has never been pro- claimed by a politician not subserv- ient to business. “I want what I want when I want -it” is the cry of the spoiled child, overspecialization being akin to immaturity. We need a prophet like Carlyle to-day to pro- claim the iniquity and futility of the philosophy, “Every man for himself and the devil take the hindmost,” and to announce the discovery of a “no- bler hell than that of not making money.” If the business man is to be the mentor of public morals, he must learn to follow the teachings of Isaiah, Jesus, Carlyle, Ruskin and the other great prophets that there can be no legitimate mastery without service. The business man might see this if he were to take his nose from the grindstone. As it is, he not enly sees nothing except sand, but he condemns the onlooker whose evi- sion is clearer, because the latter is not practical—that is, not engaged in the same binding business processes. It is as though a man rushing head- long against the wall of an observa- tory should, by the concussion, see Stars and claim superior accomplish- ment to the astronomer, who is mere- ly looking at the real heavens with the aid of a scientific instrument, and hence not sufficiently practical or strenuous. An analysis of the business man, as we observe ‘him in the ablest repre- sentatives, may enable us to see how many. Of his powers are wasted by overspecialization to the detriment of public morals. He possesses virility, but not cour- age; brains, but not culture; force, but not character; more exactly, all suc- cessful business men possess virility, brains and force, but few exhibit the union of courage, culture and charac- ter. There is something heroic about the virility of a man like Russell Sage, trudging regularly to his office after he had passed the alloted span of human life, to engage in an occupa- tion by many considered questionable, the fruits of which he would not per- mit himself to enjoy. There was no courage, however, in leaving to an aged widow the fortune he had not allowed her to spend during the years of its accumulation. Her wise bene- factions can not absolve the cow- ardice of the miser. Examples of virility abound, but unhappily in- stances of courage are rare. During the railway strike of 1904 a well-known professor of economics in a symposium at the First Presby- terian church of Chicago declared that the railways would have a better case against the sympathetic strike if they did not themselves maintain a blacklist. One of the pillars of the church, a prominent railroad Presi- dent, called the Professor a liar. The trials which followed the strike pro- duced the evidence that this particu- lar railway kept a blacklist. The rail- way Executive is a notable example of the virile business man. The un- desirability of such information hav- ing currency at that time doubtless caused his outburst, but his cowardice was obvious. One of the Chicago packers resented the criticism of the leading Jewish Rabbi that the pack- ers ought to pay their water rents so he left the synagogue and joined a Christian church. Courage would have cost little in this case, and the superiority of the Rabbinical to the business ethics is here evident. While Washington has secured a great union railway station and New York is witnessing the building of the greatest railway terminals in the world, Chicago, with no serious topo- graphical difficulties, is dealing with the steam transportation problem in a petty, piecemeal fashion. The New York Central system built a fine new station in the wrong place, in entire disregard of other roads, the city’s welfare, or even its own future con- venience. The Chicago & North- western Railway has built a new sta- tion in a new place, making a desira- ble but utterly inadequate improve- ment, viewed in the perspective of fifty years. These instances are typi- cal. The Pennsylvania Railway spent millions on its Pittsburg terminals, including an elaborate new_ station, which proved to be too small the day it was opened, although it owns and uses the ground on which an ade- quate station might have been built. The attitude toward physical im- provements is similar to that toward investments. Virility is constantly being throttled by timidity. Great industrial enterprises go begging for funds, although protected by valua- ble plans, while the speculative “se- curities” find a ready sale. It took ten years to get the capital to build the New York elevated railways, and, after they thad proved to be a gold mine, it was equally hard to con- vince cowardly capital of the practi- cability of the Subway. A lesson might have been learned from the Carlisle Indian football player, as yet unsophisticated, who, being tackled just before the goal posts, after having run half the length of the field, grasped the hand of the fullback underneath the mound _ of Harvard players, and said, “Good tac- kle!” Indeed, that is what the busi- ness man does on the golf course or the field of sport. I never have to watch my business opponent when he is in the long grass on the other side of the course. If he acciden- tally takes a stroke, he tells me. On the golf course he is a man, not a business man. Secondly—The business man _ pos- sesses brains, but usually not culture. One of the brainy men of the coun- try, trained in the law before enter- ing business (if there be any distinc- tion) is President Baer, of the Read- ing Railway system, etc. Mr. Baer has rehabilitated a discredited railway company until it is said to be worthy of Mr. Harrimian’s attention; he has secured fruits of victory in the an- thracite coal settlement, after giving the miners and the President of the 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, II. 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 Grand Rapids Floral Co. Wholesale and Retail FLOWERS 149 Monroe Street, Grand Rapids, Mich. TRADE WINNERS Pop Corn Poppers, Peanut Roasters and Combination Machines, Many STYLES. Satisfaction Gwaranteed. Send for Catalog. KINGERY MFG, CO., 106-108 E. Pearl St. Cincinnati, 0, 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 WICHIGAN TRUST BUILDING, GRAND RAPIDS ( THE NATIONAL CITY BANK GRAND RAPIDS WE CAN PAY YOU 3% to 34% 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 DUDLEY E WATERS, Pres. CHAS. E. HAZELTINE, V. Pres, JOHN E. PECK, V. Pres. Chas. H. Bender Melvin J. Clark Samuel S. Corl Claude Hamilton Chas. S. Hazeltine Wm. G. Herpolsheimer We Make a Specialty of Accounts of Banks and Bankers The Grand Rapids National Bank Corner Monroe and Ottawa Sts. DIRECTORS Geo. H. Long John Mowat J. B. Pantlind John E. Peck Chas. A. Phelps We Solicit Accounts of Banks and Individuals F. M DAVIS, Cashier JOHN L. BENJAMIN, Asst. Cashier A. T. SLAGHT, Asst. Cashier Chas. R. Sligh Justus S. Stearns Dudley E. Waters Wm. Widdicomb Wm. S. Winegar April 7, 1909 United States the credit. Yet this doctrine of the divine right of rail- way kings is perfectly logical from the brainy, but uncultured, point of view of the address ‘he delivered at the opening of the new high school in Reading last Thanksgiving Day. He drew his text from Adam Smith’s Wealth of Nations, published in 1776, and never left the domain of the eighteenth century philosophy, ex- cept to criticise a seventeenth cen- tury utterance of Herbert Spencer of the vintage of 1902. The pith of the excellent historical resume was in accord with the teachings of the eighteenth century English philoso- pher, now traveling in our country, W. H. Mallock, viz., “A little educa- tion is a dangerous thing,” completely demonstrated by the address itself. Perhaps the brainiest man Chicago has produced was Marshall Field. Measured by the popular contem- porary standard, his brains weighed over a hundred million dollars in gold, the foundations of which came from legitimate business. After building up a business, retail, whole- sale and export, which has no rival; after putting the surplus into the most monumental wholesale house in the country, with the aid of America’s first architect, Richardson; after de- veloping a retail store unrivaled in size in New York or Philadelphia, and in quality having its only peer in Pittsburg; after paying more taxes than any man in the United States, he still had a surplus, which was put in- to public service corporations, from which finally the bulk of his fortune was secured. Brains have seldom been better used in business, but when he came to die he revealed his tragic lack of culture. He had aided education by gifts to the University of Chicago and the establishment of the Field Columbian Museum, through which he exercises a perma- nent influence on the culture of oth- ers. Nevertheless, the bulk of his fortune is entailed and so bound by the dead hand as inevitably to curse those who receive it. A dangerous consequence of brains unrestrained by sound culture is be- ing manifested in the development of the National Government. The Inter- state Commerce Commission, having demonstrated the possibility of reg- ulating methods, contrary to the spir- it of the Constitution, business which ignores the Constitution, is having its functions enlarged, so we can still further circumvent the limitations of that sacred document. It has been proposed to regulate child labor, which, while in the factory, is be- yond Federal supervision, by con- trolling its products when they reach the common carrier. The Federal Constitution is no longer adapted to the industrial civilization it attemipts to govern. Industry employs twen- tieth century metrods, while the Con- stitution is an eighteenth century product. The business man who is trying to get into the Senate for business purposes should join in the effort to relieve the body politic of that vermiform appendix. Then he could revise the Federal and state functions so that they would cease to conflict, he could legalize railway combinations and pools, unify di- vorce and marriage laws, maintain dignity in foreign relations, give the States home rule and promote public morality. Thirdly—The business man pos- sesses force, but frequently not char- acter. One of the most forceful men in the public eye at the moment is Mr. Harriman. He is doing what ought long ago to have been done, and ought by this time to be legal— consolidating the great trunk rail- way lines. Mr. Harriman’s force is admirable, but he has just unblush- ingly confessed to practices which disinterested people regard as fla- grantly dishonest. Force is an ele- ment of character, and nice discrim- inations are likely to be overlooked in the presence of forceful and use- ful accomplishment, but public mor- ality may be thereby subverted. When the Chicago stockyards rev- elations were confirmed in the calm report of the President’s committees, following the insinuations of a per- fervid novelist, the Chicago business men united in giving a clean bill of health to the packers, whose im- provements have since testified to the truth of the criticisms. This certifi- cate of character was offered by the business world to preserve “the fair name of Chicago,” forgetful that ele- mentary morals demanded that Chi- cago repent in sackcloth and ashes, Or at least crepe and soot, if the name, already sullied, were to be re- deemed. The merchants of Market street, Philadelphia, in an effort to solve the local transportation problem which afflicts that city with most others, made a proposition to the company and the city with a view to harmony. It must be borne in mind that Phila- delphia has been bound hand and foot to a corporation, spoiled by years of tolerance in an abject community. These responsible merchants propos- ed that all previous misdeeds of the corporation be overlooked, its water- ed stock guaranteed by the city, and thenceforth a partnership be estab- lished, the city to receive half of all revenues above 6 per cent. Only one merchant in Philadelphia, John Wan- amaker, had ever shown any sympa- thy for the public as against the cor- poration, yet many thoughtful Phila- delphians seemed ready to accept the more dubious proposal on_ the streneth of the signatures appended to it. Furthermore, the papers, even the yellowest, refused to print arti- cles and interviews favorable to the public. The low standard of public morality in Philadelphia is at least coincident with what the average American city would regard as the doubtful character of its merchants. In seeming contrast with this ex- perience is that of Chicago, whose street railway franchises have been heralded throughout the land as ex- ceptionally favorable to the city. Here, too, one must be reminded, is a background of civic history. Chica- go’s municipal ownership agitation alone rendered impossible a repeti- tion of Philadelphia’s experience. Yet, in spite of repeated and unmistakable demands from the people for munici- MICHIGAN TRADESMAN pal ownership, these franchises, which are offered as a more practicable so- lution, were rushed through the City Council in the middle of the night. Then the business interests demand- ed that they be passed finally with- out the referendum which had been promised the people, claiming that the public was tired of being consulted. Greatly to their surprise, a huge peti- tion for submission to a popular vote was secured im an incredibly short time. It is frequently said that business men would enter politics and give us the benefit of their executive ability and unimpeachable characters, but a political campaign sully their reputations and the time consumed in public affairs interferes with their business. Then, too, they might not be elected. miay The business district of Chicago is represented in the City Council bv Aldermen Kenna and Coughlin, pop- ularly known as Hinky Dink and 3athhouse John. These statesmen, whose positions seem almost heredi- tary, correspond to the liveried repre- sentatives of the London guilds, those mediaeval survivals which arouse such mirth in the American abroad. They | will hold office, not merely as long as they can levy tribute on gamblers, prostitutes and lodging house keep- ers, but while they are unopposed by the business interests. In truth, the character of the community is represented in its government and written in its streets, that he who runs may read. Directly or indirectly, the brains of the community will govern. If the business interests of the city would indorse municipal ownership, when such sentiment exists, its success would be assured, as it is generally abroad. If the business interests de- manded fair franchises, such, and such alone, would be granted. The business man must demon- strate that he believes, at least, in the municipal ownership of the city government, and its consequent free- dom from boss or business rule. It is legitimate for the public to meas- ure the character of the business man by his disinterested devotion to the city. Still, the public must learn to be tolerant of the overspecialized busi- ness man for the misdirection of his virility, brains and force, due to the exacting system of which he is not the author. The public will be tol- erant as he gains the courage, culture and character needed to fit him for public service. “He that would be the chief among you. let him be the servant of all.” Charles Zueblin. ——__+»+ + Glad He Lost. “Pat, Oi hear you lost five dollars in an election bet with McCarty.” 1 did, sor, an’ Oirm glad av it. begorra.” “Glad of it? it, Pate’ “Beeoz, Oi won twinty dollars from Flannigan in a bet thawt Oi’d lose the fiove dollars oi bet wid McCarty.” —_+->—___ Life’s cruelest sarcasm consists in giving the great things to those who Why are you glad of 31 One Sure Way to Stop the Leaks Install the American Account Register System and elimi- nate the causes What leaks and losses will the American turn to profit, do you ask? Let us list a few of the many here: Bookkeeping with its waste of time, labor and energy, its overtime work, errors, etc. Forgotten Charges Petty Accounts Disputed Accounts Bad Accounts The American does away with all bookkeeping and handles accounts with only one writing. It is impossible to forget to charge goods sold by the American System —just as impossible as to forget to make change for a cash customer. Petty accounts are handled in such a way that they can’t be lost sight of. There is no disputing an account when the American System is used. The American Account Register and System collects accounts auto- matically and makes good paying customers out of ‘‘poor payers.’’ The American saves its cost many times by its collecting feature. How much money did you lose this last year through these seemingly little losses? Figure it up and then ask us for further information about the Ameri- can Account Register which will turn these losses into profits. A line or two on a postal card will do. THE AMERICAN CASE AND REGISTER CO. Alliance, Ohio J. A. Plank, General Agent Cor. Monroe and Ottawa Streets Grand Rapids, Mich. Foley & Smith, 134 S. Baum St., Saginaw, Mich. Bell Phone 1958 J only ask for the less. a LEE LESLIE AE SL SBE OE = fj © fx bj q2 > A, TRADESMAN April 7, 1909 a LARS Sa 2 JLF Fae poe c clayelete ; SSS LAR Ze ESSN FAE| Ite ¢ CES ss PKS SN) eos = = = _? - = «6 = = = aaa aoe = a é - . oo. F = 2. | asl = REVIEW or SHOE MARKET | = s = = = = a = 2 = \ 2 = ee ae iS 43 x 2X Requirements For Building Up Trade in Children’s Shoes. Shoe retailers who are making a special study of footwear for chil- dren are finding in it a great many interesting things. It is full of op- portunities for development, to the good of the shoe trade and citizens of the future. The children’s shoe trade of to- day is the foundation of the adult shoe trade of the future. If a shoe retailer wishes to know what his busi- ness will be twenty or twenty-five years from to-day he may foretell it in the footwear of children of to-day. If the children about his store have substantial well kept shoes he will have a substantial business and a well kept store in years to come. If the children about his store are out at the toes or run down at the heels then his store will run down in years to come. A retailer can never rise above his customers any more than a fish can tise above the water in which he swims. It is a huge task for a re- tailer to grade up his customers to the level of his ambitions. The saf- est and most convenient way for a retailer to do this is to educate the children of to-day, who will be his customers twenty and _ twenty-five years from now. Shoes for children of to-day are bought and fitted chiefly under the di- rection of parents. Until boys and girls are well grown their parents specify the size, style and price of their shoes, The retail trade and children, too, would be much better off if shoe re- tailers had a little more influence in determining the kind of shoes that children should wear. The shoe man, if he is a master of his trade, knows better than do parents themselves what children should have on their feet. An incident illustrates: A stout, mannish looking woman brought her small boy to a certain shoe store one day. “This shoe fits splendidly,” ex- claimed the retailer, after trying a few pairs on the youngster. “But I’ll have the other pair,” re- plied the woman. “They’re 25 cents cheaper. If they are tight he can stretch them when he wears them.” The retailer tried to convince the woman that the well fitted shoes would be a better investment. But the woman was one of those self willed individuals, who will have their own -way until—well, the gentleman to whom the retailer privately con- signed his customer is not mentioned in good society. The retailer, who has a kind heart for children, looked once at the unlucky youngster, gath- ered up all the shoes, took them out in the back shop under pretence of softening them up and rubbea the price mark off the better fitting pair. Then he took them out and put them on the boy’s feet and charged up 25 cents to his charity account. He could not bear to think of that youngster struggling against the handicap of shoes that pinched his feet. It is a difficult matter to select the right shoes for the feet of children. When a retailer puts a pair of shoes on the feet of a small boy or a little girl he has to rely a great deal upon his own intelligence to tell whether those shoes fit or not. An adult can decribe exactly what he wants in footwear and can tell right off if the shoes fit or not. But the case of the children is different. Some parents feel that they know all about children’s footwear. This notion has become popular since na- ture shaped shoes for children have become extensively advertised, and physicians and others have been writ- ing about correct footwear for little folks. But the knowledge of pa- rents and physicians of footwear is limited in comparison with that of the retailer who makes an earnest study of feet and footwear. The parent or the physician may have ideas about the shape and growth of children’s feet. But, out- side the shoe manufacturing districts there is not one person in a hundred, parent, physician, schoolmaster, law- yer or other person who knows a piece of side leather from box calf, a McKay from a welt shoe, a welt shoe from a turn, or a McKay from a wire fastened shoe. There is more in a shoe than the people are aware. If the shoe re- tailer can impress his customers with this fact he will command from them a respect for his knowledge that will be valuable to him in his business. The average parent understands the advantages of the nature shaped toe and the high low heel. But the retailer must point out that the shoe should be sufficiently long and wide to permit the natural growth of the feet. The shoe of the child should have a good broad tread so that the ankles will not turn over. The shoe of the child should fit well around the ankle. If it is too tight around the ankle then it will bind the feet, pull down the instep arch and destroy the natural elastici- ty of the foot. If it is too loose it will fail to support the ankle. Except shoe too loose in special cases a around the ankle is to be preferred to a shoe that is even only moderate- ly tight. It is necessary that there should be a good circulation of blood to the feet. Shoes too tight around the ankle will retard this circulation. Some vain parents insist that shoes of misses be fitted as snugly as pos- sible, so that their feet will not grow too fast. The painful consequences of this notion are well known to shoe -|retailers. | The best selling shoes for boys to- day are McKays. They are popular because of their durability and their low price. They are preferred by pa- rents who have to practice economy in buying footwear for their chil- dren. The welt shoe is more flexible than the McKay shoe. It is, in many ways, a better shoe for children than a McKay. But it commands a higher price, so it does not sell as freely. A good many persons insist that the average boy limbers up a McKay shoe after he has worn it a few times so that it is as flexible as a welt shoe. Flexibility of sole is very desirable in children’s shoes because it gives the child a chance to move the mius- cles of its feet, thereby encouraging natural action of joints and strength of muscles of the feet and grace of carriage. The barefooted boy has a number of advantages over the shoe bound boy, although shoe retailers dislike to admit it. The savage people who go barefooted have straight strong limbs and graceful carriage. The turn shoe is the most flexible shoe made. It is a necessity of small children. It yields to the movement of the soles of the feet. A McKay shoe, on similar little feet, would not bend. A man can take a cane and bend it, but the small child finds the same cane almost as stiff as a bar of iron. It is the same with shoes. Turn shoes are not satisfactory for large children because they kick them out quickly, and they can not be re- placed. When the youngster gets ac- tive out of doors welt or McKay shoes are the best. Manufacturers are now making welt shoes down to as small as size No. 5. There is appearing a new shoe, the turn welt shoe, or the extension edge turn shoe for children. It promises to be very popular. It is intended for wear by the child immediately after it leaves off wearing turn shoes. There are several ways of making these turn welt, or extension edge turns. But the purposes of the shoes are the same. sole than the turm shoe and are more durable. Yet they are quite as flexi- ble as the turn shoe. The turn welt shoes may be repaired as advan- tageously as may welt shoes. One manufacturer sums up the merits of the new shoes in the fol- lowing: “They have the durability of welts, the flexibility of turns and the price of McKays.” There are a great many other things about children’s footwear which shoe retailers understand better than do They have a stouter |’ parents. The shoe man is a special- ist. He gives all his time to the study of his shoes. It is natural for him to know more about shoes than the average person. Nevertheless, many persons presume to dictate to retailers even as they dio to chil- dren. This is a state of affairs which retailers must struggle to overcome. For a number of years manufac- turers have been energetically mak- ing a specialty of providing footwear for children. A few shoe retailers are following their lead. Good results have been gained. But there is an abundance of room for improvement. The specializing, by shoe retailers, on footwear for children and the endeavor of retail- ers to provide children with the best footwear that they can have is cer- tainly a firm foundation for much prosperity of the shoe trade in the fu- ture——Richard H. Washburn in Boot and Shoe Recorder. ——_——_2s2>—______ Doings in Other Towns. Written for the Tradesman. Four public playgrounds for chil- dren will be maintained this summer in Kalamazoo, with two trained men and two women in charge. A beautiful granite monument to the memory of Aunt Laura Haviland will be placed this spring in front of the city hall at Adrian, the bronze tablet reading: “Laura Smith Havi- land. Erected by the Adrian Wom- an’s Christian Temperance Union and the Laura Haviland Memorial Asso- ciation.” There is at present $1,500 in one of the Adrian banks, the re- sult of hundreds of subscriptions to a worthy memorial fund. The date of the dedicatory exercises has not been set. Kalamazoo is getting ready to cel- ebrate the twenty-fifth anniversary of its incorporation as a city. Cedar Springs will have a Board of Trade. Temporary officers and committees have been appointed, a banquet is to be given and a per- manent organization effected within a few weeks, Grocers and butchers who make up the Muskegon Business Men’s Asso- ciation largely will hold a “Home Trade” rally Thursday evening, April I, at Casino hall. The speakers will include John Q. Ross, President of the Muskegon Chamber of Com- merce, and Fred W. Fuller, A. B. Mer- ritt and Walter K. Plumb, of Grand Rapids. The Traverse City Advertising Club thas decided on the following slogan for that city: “Traverse City—-Good To-day, Better To-mor- row.” The Benton MHarbor Business Men’s Association held its annual meeting and banquet March 25 and officers were elected as follows: Pres- ident, H. U. Rapp; Vice-President, Wm. Rowe; Secretary, Wm. Chap- man; Treasurer, Louis Rahn. Brief addresses were made during the even- ing by Geo. S. Avery, C. J. Peck, Chas. Foster, L. W. Milbourne, Jos. I Enders, W. S. Waite, J. O. Rowe, M. J. Hall, J. N. Reed, H. S. Gray and others. It was decided to have another banquet Tuesday evening, May 4. Almond Griffen. April 7, 1909 MICHIGAN TRADESMAN 33 MARTHA WASHINGTON COMFORT SHOES THE MUCH IMITATED LINE OF GORE SHOES ITH many imitations following in its wake, the Martha Washington Comfort Shoe in 1908 scored the biggest sale in its history. There were more Martha Washington shoes sold than the com- bined sales of all other shoes of the same style. It is the shoe that will fit more feet than any kind you have ever han- dled. We have hit the bull’s eye in the design of the last and pattern. The uppers are of selected kid and the soles are of the highest quality oak tanned stock obtainable. It is the shoe that sells—that makes trade and that holds trade. With- out a single doubt, it is the one shoe that you should carry in stock. It is advertised extensively—the customer knows about it. When a woman once purchases a pair of Martha Washington shoes you have laid a solid foundation for her permanent trade. If you are looking for a live, active leader, a staple article in this line, you want the Martha Washington. SEND FOR SAMPLE SHIPMENT F. MAYER BOOT & SHOE CO. MILWAUKEE, WISCONSIN ALL MAYER SHOES ARE Largest Manufacturers of MADE WITH FULL VAMPS SN Full Vamp Shoes in the World sr agpnigsggevnerotonesencmper ery MIE AMR hie 34 MICHIGAN TRADESMAN April 7, 1909 NEW YORK MARKET. Special Features of the Grocery and Produce Trade. Special Correspondence. New York, April 3—The_ spot coffee market is very quiet and sales seem to have grown less from day to day. This may be because of the dull speculative market to some ex- tent, but the doubt as to the final tariff bill is most generally proclaim- ed the cause of the dearth of orders. The one thing that seems to be most generally believed is that it will be “quite a spell” before a decision is arrived at one way or the other, but until that time does come the trade is going to be quiet. In store and afloat there are 3,466,605 bags, against 3,802,744 bags last year. At the close Rio No. 7 is quoted in an invoice way at 84%@8%c. In mild grades the week has been quiet but prices are as a rule well sustained. Good Cu- cuta is quoted at 105éc. Sugars seem to be firm, but in the whole round of the market not a concern reported other than a very quiet week. Granulated, 48.5c less 1 per cent. cash, with two refineries be- ing toc higher. Raw sugars are very quiet. Teas share the prevailing dulness with the other staples and some deal- ers report a condition resembling the Sabbath; this, locally. The redeem- ing feature is that orders from the country have come in with a fair degree of freedom and prices are gen- erally fairly well sustained. In fact, no concession was made on a lot of 1,500 chests of Foochow Oolongs al- though only ™%c was asked. A little improvement is shown in rice. Orders have come in more freely and quotations are well main- tained. There is almost a scarcity of really fancy stock. Good to prime domestic, 514@s7kc. Spices have had a most active week as recent arrivals from the East have pretty well supplied the market and dealers are stocking up to be ready for the duty likely to be laid. Nut- megs, 75-80, have advanced to 16@ 16%c and many anticipate a further increase. Butter is fairly steady for the top trades, the supply of which is not overabundant. While the quality is generally pretty good there is still too much that is not of the best sort to be interesting. Creamery spe- cials, 30@30%%c; extras, 29%4c: firsts, 27@28'4c; imitation creamery, 20@ 21c; Western factory firsts, 19@190%c: seconds, 17%4@18c; process, 24c for top grades and down to 21@22c. Cheese is in few and strong hands, and with a good demand the market promises to be well cleaned up by the time mew stock arrives. Full cream, 16@17c. . Eggs have come in freely and the market tends downward for West- ern, the range on which is 21%4@ 21t%4ec for fancy storage pack: firsts from Northern Ohio, etc., 21c: sec- onds, 20c. Canned goods seem to be looking up a little. Tomatoes are working out some sort of salvation at 67%4c get this and in some instances they do. There is no excitement, but a fair, steady trade and stocks are gradually being reduced. Corn is do- ing pretty well and Maine packers are reporting something doing in the way of future deliveries, but the feeling among buyers generally is to let packers hold the goods themselves. Peas are doing pretty well, and if the buyer would pay a little more or the seller take a little less there would be a red hot time. New York State corn, 65@75c; Maine, 75c@$1; Mary- land, Maine style, 60@6sc. There has been a pretty good call for molasses during the week and quotations exhibit much firmness al- though they show no advance. Good to prime centrifugal, 22@3o0c. Syr- ups are scarce and high. —2e22______ Co-operative Effort Depends Upon Co-operation. In co-operative effort or ownership the success or failure depends entirely upon the character of men with whom we co-operate. Within the executive departments of large institutions you discover high grade-men with high ideals, who have the mind and heart qualities to receive the benefits of co-operation in effort and ownership without abusing them. There is none of this tendency in the rank and file of the shop—the mob is not ready to receive. A man’s position rises with his ideals. Golden Rule Jones practical- ly forced co-operation upon his shop hands before they were mentally and spiritually qualified. He gave them Golden Rule Park with free band con- certs, noon lunches at cost and divi- dends on a block of stock in his in- dustry. They tried to crucify him. They struck on him because the shop towels were not washed in the union laundry. It was simply a case of bestowing a high principle on a low grade ma- terial. Just like putting the labor of an artistic wood carver on lumber filled with sap, shakes and knots. Men who love the gutter will stay in the: gutter. Men who loathe the gutter will rise above it. Success is in the blood and bone, in the mental and_= spiritual man. Men with these qualifications are en- hanced by opportunity; men. without them are destroyed by opportunity. -Choose well your co-operators lest you be destroyed. nn Not a Case for a Surgeon. A country parson was one day go- ing his usual round of visiting, when h ewas stopped by one of his congre- gation, an old farm hand, who said, “An’ hoo be yer darter this marning, yer reverend?” “My daughter!” exclaimed the par- son, rather surprized; “oh, she is quite well, thank you.” “What!” cried the: rustic, “quite well! Why, I heard she had a cycle accident yesterday, an’ busted her in- ner tubing!’ -———-oea___ The biggest deposits in heaven are made when nobody but God is look- f. 0. b., that is, sellers think they will |ing. Shoe Manufacturers and Jobbers rout Season Opens April 15th. Be sure to have your stock well supplied with Sporting Boots. “Glove’’ Brand Boots Are the sportsman’s ideal in footwear for this season. Order them from Hirth-Krause Co. Grand Rapids, Mich. VODETDP VD, The outside appearance of every shoe we make satisfies your eye. Some look handsome and some look strong; all look good. But we stamp our pentagon trade mark on the sole. This means a great deal more than mere looks. It means good shoemaking, the best leather, foot comfort and all the wear there is. It is our guarantee to the wearer of shoe rightness. And no factor in the shoe business has as great a trade pulling power as shoe rightness. Rindge, Kalmbach, Logie @ Co., Ltd. Grand Rapids, Mich. QGEREAAAEEES GECEEHCEEEREEEHEHEEAEHEREEEEHEEEAELE April 7, 1909 Being Late Only Another Name For Petty Theft. “Every rush season, when we have to put on our regular bunch of fifty extra men, we know that we are go- ing to ‘miss’ items from our stock.” A department head in one of our largest mail order houses was the speaker, and he was demonstrating examples in the science of getting the right man for the right place. “Yes,” he continued, “we are going to miss things day by day, and we will know that one of the fifty new- comers is responsible for the missing. In short, among that fifty we will be sure of picking one man who is—well not excessively honest. Do you won- der why we watch the new emplose?” And after hearing this one scarcely can answer, “Yes.” But the unpleasant fact of demon- strated dishonesty in the ratio cf 1 to 50 is only one small reason in the army that makes up the need for a system of surveillance for the new employe. It is merely the sensation- al one; the strong, talking point in the employer’s argument. The otner reasons are more rational. Also, for the new employe, more palatable; and they all go together to create one sin- gle, simple piece of advice for the beginner: “Show your employer at once that you are not one of the ‘culls.’ He is always looking for the culls, you know, the employer. He has to. It’s part of his business, part of the system that enables him to make his capital yield a satisfactory income. He engages employes with the same careful eye that he buys goods. He doesn’t buy faulty goods. He couldn’t afford to, of course. And he doesn’t hire faulty help if he can help it. The proposition in either case is of about equal importance to him. Good goods, zood help. The first without the second would mean a_ woefully imperfect combination, and such com- binations don’t win in these days of white heat strenuosity. He looks over a consignment of goods with an eye unmerciful in its search for possible imperfections, likewise over a new bunch of work- ers. You—if you are a beginner— get on to the pay roll because he thinks you are the man for the place. Mind you, he doesn’t know, for he’s only human like yourself, and at first glance he can’t tell whether you are going to be the man he wants any more than you can tell whether you will ‘hold your job. You are under inspection. That’s what your first two weeks amount to. You are being put through your paces. Your employer can’t pick you up and go over you as he does over a piece of goods. He can’t look through you and see what’s in the in- side. He’s got to see you work, got to watch you zo through the per- formance that you’re paid to do in his establishment, and at the same time he must discover as well as he can the sort of man you are at heart. To begin with, he doesn’t know anuything about you. Your references may say that you are energetic, in- telligent, and honest. Most employ- ” MICHIGAN TRADESMAN ers have their ideas of the value of references. References establish the fact that a man is not an outcast. Beyond that their value is questioned by most business men. Your new employer is in the “show me” mood. He has before his mind’s eye the deadly fact that you may be the dishonest man in the crowd of newcomers. The chances are that you are not, he admits, but the pos- sibility exists. He must watch. His attitude, while open to conviction, is a skeptical one. “It is up to you to ‘show him’ and do it quickly.” Now, you are not one of the culls, of course, nor dishonest. You have good work in you. Most people have. The failures. are the ones who never get it out. There is only one prob- lem before you in the matter of win- ning preference with your employer, to demonstrate your good qualities. Do this and the battle is won. Don’t do it, and you can not blame him if he classifies you cients. among the ineffi- You are honest. Let him see that, too. Get to work on time. He pays you for a full day’s work, and he looks upon it as a petty sort of dis- honesty when you come to your work five or ten minutes after the day be- gins. Don’t watch the clock for fear of working overtime a little. A few minutes more or less won’t make your dinner less satisfying, and the discovery that you are one of those who are always trying to “beat the whistle” will make your employer’s attitude unpleasant toward you, to put it mildly. He will have to list you among the undesirables, just as he would list a piece of goods that had proved de- ficient in quality, and the next step in his process of getting good help will be your separation from the pay roll. This is inevitable and fair. The goods didn’t come up to the standard, and he couldn’t buy. On the other hand, if you have shown the good stuff that is in you the head will be as pleased with the demonstration as you with the treat- ment which he will accord you. It is a stroke. of good business to find a good man, and he knows that he can keep good men only by treating them well. The first two weeks in a new posi- tion may tell the story of a whole year. It is foolish and careless not to make sure that the tale be in your favor. Martin Arends. —_—————- eo -a — Going, Going, Gone. A Park Row auctioneer was beg- ging the crowd for a bid. He plead- ed for ten minutes, and then, in des- peration, cried: “For the Lord’s sake, will not one give me a bid?” A mild-spoken gentleman replied: “Why, yes, old man, Ill try to help you out. I bid you good night.” And the kindly disposed one de- parted, leaving the auctioneer to the tender mercies of a laughing crowd. —— Some men exercise so much im- agination on their own excellences that they have nothing left but judg- ment for the good in others, — How To Make Bread With a Bread Mixer. Most hardware dealers could in- crease considerably their sales of bread mixers if they would familiarize themselves with the proper method of making bread. They could then present more intelligently the advan- tages of a bread mixer to their wom- en customers. In this connection the following extracts from an article in the March issue of Good Housekeep- ing are of interest: “Making good bread is not the dif- ficult task it used to be since practi- cal bread mixers have been put on the market. One woman used her mixer twice before she would ac- knowledge to herself that she was saving time and labor, but the third time she was ready to reassure her husband, who had insisted on its pur- chase. “In using simply place all the li- quid ingredients together in a quart measure. When lukewarm add_ the yeast cake, which has been softened in lukewarm water, and pour into the bread mixer. Add three times as much flour as liquid and count every- thing as liquid which is not flour. But- ter and sugar meit to become li- qnids. “Knead by turning handle or lever from three to five minutes; then leave the mixture to rise until double in bulk, When risen, “gather” the dough by kneading a moment in the mixer, then put into pans. When well ris- en, bake as usual. Bread made this way is uniform in texture. a “The pitfalls which mean failure are the temperature of the ‘mix’ and the baking. Remember that yeast is killed and useless if the temperature is raised above blood heat, and is so chilled as to be inactive if the tem- perature is much lowered. In _bak- ing put the loaves into a hot oven at first, to check the rising; then reduce the heat and bake the average-sized loaf sixty minutes, instead of the usual forty-five.” ——__+- 2 ____. Incontestable. They were trying an _ Irishman, charged with a petty offense in an Oklahoma town, when the judge ask- ed: “Have you any one in court who will vouch for your good character?” “Yas, your Honor,” sponded the Celt, “There’s the sheriff quickly re- there.” evinced “Why, don’t sheriff amazement. Whereupon the signs of great your Honor,” declared he, “T even know the man!” Honor,” said the triumphantly — “observe hat I’ve lived in the county for over twelve years an’ the sheriff doesn’t know me yit! Ain’t that a character for ye?” “Observe, your Irishman, { ee No man ascends to heaven on whom heaven has not descended. It pays to handle MAYER SHOES A High Cut H B. HARD PAN Carried in Stock go to him. are showing. Herold-Bertsch Shoe Co. Makers of the Original H. B. Hard Pans Grand Rapids, Mich. (Pe tied mel co anata gabe dante aR a alt ns en A aha money-making, trade is a liberal stock of “H. B. HARD PANS” Some Shoe Dealers Jump at an Opportunity And others don’t get up till they are called. Now we don’t like to say, we want you to do this or do that. you to see our new Spring lines, is no reason why you should unless you want to. The mere fact that we want But we believe firmly that your strongest possible guarantee for a business-pulling, satisfaction-giving spring For Men and Boys The growth of sales and popularity of this line is due to honest, through and through shoe making—we are educating the public to the comfort and wear value in ‘“‘H. B. Hard Pans’”—but one reliable dealer in each town can secure this line—the prestige and the profits We believe it will be to the advantage of any retailer to spend at least a half hour in looking over the com- plete line of samples our salesmen now on the road Prompt deliveries from an always ready factory stock. TRADE MARK © O “SHARD PAP OR AR ei EIS ENA lit 2S OPE LIE YP ABE OR CEI SEES PITRE NIT ENE ETERS MICHIGAN TRADESMAN ; ~ April 7, 1909 — = — — co — - A. D. Wood Geo. H. Reifsnider A. D. Wood & Co. BUTTER AND EGGS Wholesale and Retail 321 Greenwich Street New York City 471 9th Avenue References—Aetna National Bank, Chelsea Exchange Bank We can give you good service Ship us your butter and eggs Fortunes Made in Growing Vegeta- bles in Mississippi. Long Beach, Miss., April 3—In nu- merous Sunday supplements and ag- ricultural magazines I have seen no- 99 tices of “the radish king,’ who is said to live and reign in these parts. It is a distinction to be a king any- where, and there are -all kinds of monarchs, but a radish king has cer- tain attractions which other sover- eigns lack. He produces something and contributes to the public pleas- ure. The good people of whom [ made enquiry were a little doubtful as to the identity of this particular monarch, although everybody was willing to admit that he is here. It is the custom not to deny anything that may be to the credit of the town or county. Some “reckoned” that I referred to Richard Inglis; others were confident that Joe Smith was the man, for both of them are raising “right smart of radishes.’ Finally it was decided to run the radish mon- arch down, and young Mr. Jones, of Buffalo, son of the railway magnate and lumber king at Gulfport, brought me here in his automobile to make a personal investigation. Long Beach, like all the places on the Gulf coast, has been settled for many generations and is a little vil- lage three and one-half miles west of Gulfport. The land was formterly cov- ered by two ancient Spanish grants given by that government to a widow named Ladnier and her son, Claude Ladnier, each of whom had a mile or more running along the beach and a tract stretched back into the interior as far as they cared to go, because land was cheap in those days, and little account was taken of measure- ments. The Ladnier family. lived here quietly for a century or more and gradually were surrounded by a com- munity of their own kind, who had very little to do, which was fortu- nate, because of their indolence and lack of ambition, and “lived on hope and mullet,” as the local wiseacres say. Long before the war people from New Orleans discovered the advan- tages of Long Beach for sea bathing, several large boarding-houses were built, and summer visitors came here in small numbers because they could get a maximum of enjoyment for a minimum of price. Twenty-five years ago or more the brothers of the St. Vincent de Paul educational order came down from St. Louis and es- tablished a resthouse where they could spend their vacation. It proved to be a most delightful and beneficial place for them, and they built a fine large church, one of the best on the coast, which is now in charge of Fa- ther O’Connell, of Omaha. The rest- house is leased for the winter to a boarding-house-keeper. Five years ago a man named Rich- ard Inglis, from Youngstown, Ohio, came down here with an excursion. He looked around and perceived the wasted opportunities, which appealed to his practical mind, and paid $6 an acre for twenty acres of land, a sandy loam, which his experience in dealing with soils taught him was good for vegetables. He has since pur- chased 200 acres more, adjoining his original location, but had to pay $35 an acre as a penalty for demonstrat- ing to the native “gee-gees” what can be accomplished by applying earnest labor and intelligence. Inglis was the pioneer in the gar- den truck business, and his success brought a small colony of Youngs- town farmers to this place. The next comer was Joseph Smith, from that city. He had two sons working as civil engineers on the Gulf and Ship Island Railroad, and came down three years ago this winter to see the boys. He stopped with Inglis, and caught the truck garden fever. He bought twenty acres of land for $35 an acre, and went home to pack up things for permanent removal. He _ has _ since bought about 180 acres of additional land, and is now the largest truck gardener in this part of the country. He was followed by Joseph Taylor -!and several other Youngstown peo- pie, and W. F. Giffords and F.: Hi: Adams, of Toledo. This little colony, who are neigh- bors, will ship 150 cars of radishes, lettuce, onions, cabbages, beets, car- rots, potatoes and cantaloupes_ to Cleveland and Pittsburg this winter. They are shipping and selling togeth- er through commission men at those points. They began shipments in November and will continue to send two and three cars a day up until the middle of May, when the cantaloupe season will begin. It takes three days for a car to reach Cleveland or Pitts- burg and each car holds from roo to 130 barrels of fresh vegetables. Radishes and _ lettuce constitute three-fourths of the shipments, and are the most profitable crops. Mr. Smith tells me that he will make $4,500 from his radishes this year and $5,000 from his lettuce. There is more money in radishes than in anything else; because they mature from twen- ty to fifty days after planting, ac- cording to the weather and_ the amount of fertilizer used, and four crops can be raised on the same ground during the winter. Mr. Smith and Mr. Inglis have raised as high as e? For Potato or Bean Bags write to ROY BAKER, Grand Rapids, Mich. Bags of every description, both new and second hand. 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, MICH. BUTTER AND EGGS are what we want and will pay top prices for. either phone, and find out. We want shipments of potatoes, onions, beans, pork and veal. T. H. CONDRA & CO. Mfrs. Process Butter 10 So. Ionia St. Grand Rapids, Mich. Drop us a card or call 2052, We Want Eggs We have a good outlet for all the eggs you can ship us. We pay the highest market price. Burns Creamery Co. Grand Rapids, Mich. be EGG I will now make you an offer for all you can ship. I am also in the market for BUTTER, POULTRY, VEAL AND HOGS I can furnish you new and second hand egg cases and fillers at factory prices. F. E. STROUP, 7 North Ionia St., Grand Rapids, Mich. Sell Oranges by the Peck Less Work—Larger Sales—Increased Profits Write us for particulars The Vinkemulder Company Wholesale Fruits and Produce Grand Rapids, Michigan «2 April 7, 1909 too barrels of radishes to the acre, counting 600 bunches of fine radishes each to the barrel. They have made as high as $400 an acre from spring onions and cabbag- es; $150 an acre from early potatoes; $250 to $300 from asparagus and a corresponding amount for early toma- toes and other vegetables, all of which are raised in the open. air. They begin to plant in October and get their first crop in the latter part of November or the first of Decem- ber. Work continues until the mid- dle of May, when they give the faith- ful soil a vacation, go North and spend the summer at their former homes in Ohio. They have planted fruit and berries, which are well, but haven’t All this region ered with yellow pine forest, which has been cut down and sawed lumber. The sawmills are slowly backward into the interior of Mississippi, following the trail of their own but are stil cutting millions of feet a day which doing yet begun to bear. was formerly cov- into moving devastation, are shipped from Gulfport to foreign markets. Tlundreds of thousands of acres of stumpage land remain, with a soil of sandy loam admirably adapt- ed to vegetables, which can be pur- chased according to location all the way from $6 to $100 an acre. The Youngstown colony has caused the price of farm land to advance very rapidly, although few of the native owners are willing to cultivate _ it. Mr. Smith might have bought a tract of land opposite his farm for $6 an acre three ago, but the man who owns it wants $75 an acre for it now. There are no improvements and the land is exactly what it was when Mr. Smith came here, except that he has shown the owner what it is good for, and the latter has put up his price. All of the land in the neighborhood of the Youngstown colony has been advanced in value in a similar man- ner for similar reasons, but plenty of other lands can be purchased at reasonable prices. It costs from $15 to $30 an acre to clear a farm) and get it in shape for plowing; then it must be covered thoroughly with sta- ble manure at a cost of at least $15 an acre, and after that an average of $10 an acre must be expended for a commercial fertilizer to keep it in good condition. Some of the farmers plant cow peas and after cutting off the tops, which make a very good fodder, plow the stalks under, which furnish considerable nitrogen to the soil. That is the way they start a truck farm, and the cost of cultivation 1s about the same as it is elsewhere, ex- cept that labor is very scarce and poor down here. Yet, after all, it is the individual and not the soil or the climate that produces the results I have described. No fool or lazy man can succeed here better than anywhere else. It is hard work to raise winter vegetables and requires intelligence and energy and business capacity to succeed here just as it does everywhere else. And we hear only of those who do succeed; the failures float silently off with the tide. years MICHIGAN TRADESMAN Farther eastward, up the coast near Scranton and Ocean Springs, a great deal of money is being made by cul- tivating pecan nuts, for which there is a great and growing demand. They are worth from 50 cents to $1.50 a pound. Mr. Boldt, of the Waldorf- Astoria Hotel, takes the entire crop of a man named Delmas every year at Scranton for 65 cents a pound. It takes a deal of money and every bit of seven years of time to bring a pecan grove to the bearing stage of existence, but after the trees have good matured they will continue bearing for generations. The Amer- ican people are importing $25,000,000 worth of nuts a year, and the de- mand of the confectioners’ trade _ is growing rapidly; hence it is difficult to conceive of a safer or simipler in- vestment. A pecan that is planted to-day will bring a perpetual income to the planter’s grandchildren, grove and it requires very Httle labor to keep it in condition. Nor is it nec- essary for the owner to remain here to look after it, although it is advisa- ble to employ a responsible care-tak- er. Each tree will yield from $25 to $so a year, and thrifty farmers culti- vate vegetables and berries between the rows of trees. The introduced very largely. less Japanese fruit, resembling the small fat, of fine fiber and filled with juice. The flavor depends upon the cultivation. It is what they call the “kid-glove orange,” because a lady can peel and eat it by satsuma orange is also being It is a seed- mandarin, being parting the segments, if she is care- ful, without getting a drop of the juice upon her gloves. It is easily cultivated, is quite hardy and will stand a moderate frost. The fruit ripens in September, which gives it the first chance in the market. The satsuma has not yet become a com- mercial product, but the trees that have been planted along this coast during the last few years are begin- ning to bear and the first shipments from this locality have been made this winter. Figs of an excellent quality have been raised here for generations, but they have never been a commercial success, because of a that they require human companion- ship and will not grow anywhere ex- cept in the door yard of a home. I suppose that notion arose from some sarly failures in planting fig or- chards, which were attributed to the contrariness of the fruit; but within the last few years several gentlemen demonstrated superstition in this vicinity ‘have the fallacy by raising fine crops in felds far away from human dwell- ings. There is a fig tree in almost every kitchen garden, and in the door yard of almost every cottage along Mississippi Sound, but few vines; and the oyster packing-houses have can- ned and .shipped a good many figs each year. There is likely to be a apid increase in the business, be- cause the demand for preserved figs is unlimited, and this is one of the few places in the country where they can be raised. The labor problem perplexes peo- ple down here just as it does every- where else. The white natives are reluctant to work; the colored pople are infected with the same prejudice, and so long as they can catch all the mullet they can eat in a few min- utes at any time of day in Mississippi Sound, and can raise a few vegeta- bles back of the cabin with very little effort, there is no necessity for them to exert themselves. And as philosopher expressed the situation: “No nigger has to work unless he has to, has he?” one As I told you in a letter from New Orleans, the experiment of ing Italians has not been altogether successful. import- Those who came three or four years ago soon discovered that they could make a great deal more money by leaving the plantations and moving to town, where they have started fruit stores, shoeshops and various other little mercantile en- terprises, while quite as many of them have purchased tracts of land so that they can work for themselves and be their own masters. The Ital- ians harmonize with existing condi- tions. They adjust themselves very readily to circumstances and have no objection to working with negro la- borers. The average Italian will do twice as much work as the ordinary negro plantation hand, for which he claims twice as much wages. There are no unions down here to compel an employer to pay a poor hand as much as he pays a good one; but the Italian is and as ambitious soon as ¢ 37 he gets acclimated and learns’ the business he starts in for himself. And there is still another difficulty which was carefully explained to me by a planter of long experience the other day: “It takes three Eyetalians to drive a mule,” he said, “and sometimes six. onfriendly be- critter, I There is something tween a dago and a mule dunno what it is; I have never been able to figure it out, but a well-broke, experienced, respectable mule won't let no dago drive him, and when there is teamin’ to be done, I’d ruther have a nigger boy 12 years old for driver than the smartest Eyetalian immi- grant,’ and he repeated musingly: “It takes three dagos to drive one mule.’—William E. Curtis in Chica- eo Record-Herald. —_—>-2 2 Repentance is always lame without restitution and reformation. 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 SEEDS We carry a full line and can fill orders promptly and satisfactorily. Our seeds have behind them a record of continued success. ‘‘Ask for Trade price list.” ALFRED J. BROWN SEED CO., GRAND RAPIDS, MICH. OTTAWA AND LOUIS STREETS All kinds Field Seeds. Moseley Bros. Both Phones 1217 Clover — Timothy Orders filled promptly Wholesale Dealers and Shippers Beans, Seeds and Potatoes Office and Warehouse Second Ave. and Railroad Grand Rapids, Mich. Ww. C. Rea REA & Beans and Potatoes. A. J. Witzig WITZIG PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. We solicit consignments of Butter, Eggs, Cheese, Live and Dressed Poultry, Correct and prompt returns. REFERENCES Marine National Bank, Commercial Agents, Express Companies, Trade Papers and Hundreds of Shippers. Established 1873 Cc. D. CRITTENDEN CO. 41-43 S. Market St. Grand Rapids, Mich. Wholesalers of Butter, Eggs, Cheese and Specialties SAREE SESE APPS IR TSN C ESOT E'S ea aR Sa eS Te eee oe : y 38 ab on oti LONE SaORD RSV UTD CMa ne ne Sime iT Se R ne eee Sn April 7, 1909 = "y)) = al, Wa Pe 1 — et —= ~ —_ — —_ = CO-OPERATIVE PUBLICITY. How Retailer and Manufacturer Can Work Together.* There is one large way in which the manufacturer and retailer may ap- ply the gospel of co-operation, and that is in national advertising in na- tional mediums. It is now not only necessary for the manufacturer to make his goods attractive, put them up in convenient form and make it possible for you to give them attrac- tive display in your stores; it is also his duty to co-operate with you in making the articles widely known, with the result that the goods are partly sold before you actually pur- chase them. I sometimes hear it urged that the manufacturer robs the retail mer- chant to pay for his advertising, that your margin of profit in advertised lines is not as great as in unadvertis- ed lines. While this is perhaps true in some instances, I am convinced that there is not so much of this narrow margining of advertised goods as our good friends, the trade papers or the salesmen of non-adver- tised lines, would have us believe. I will tell you frankly that one of the first questions we ask a manufac- turer when he contemplates making use of advertising space is whether or not he is to advertise a product which can compete, on a price basis, with similar articles on the market. If he tells us that he considers it necessary to increase his price to the dealer in order to advertise, our advice is in- variably to the effect that he had better postpone his advertising until he can keep his prices down where they belong. The thing works itself out natural- ly. The general advertiser relies on your repeat orders for his profit— not on your first order. He knows perfectly well you are not in busi- ness for your health and that you are going to sell the goods on which your profit is the greatest. He also knows that to get repeat orders his goods must be able to compete with the general market. You can be pretty sure that if an article has been adver- tised for several years, it is all right as far as quality and price are con- cerned. I believe that it pays you to handle such articles. The large mail order houses, such as those operating from Chicago, are mot, as you know, permitted to han- dle the trademark goods at cut prices; in fact, according to the informa- tion I have, for this reason they do not handle them at all. Therefore, in offering branded goods to the pub- “Address by Robert C. Wilson before Con- necticut Hardware Association. lic you are really protecting your- selves against the inroads of the mail order concerns. Goods that are sold must be adver- tised by somebody—not necessarily trade-marked, but somebody must do the work of exploiting them. In the case of an unknown article the work is up to you. The advertising may not take the form of space in news- papers or magazines, but it takes the time of your clerk, and where one transaction may be made on an unad- vertised article, two or three transac- tions may be made in the same time on an article that is well known to the public. The retailer has seen one sales- man worrying along with a customer trying to make a sale of competitive goods without the manufacturer’s mark, fearful of losing the sale. He has watched another salesman at the opposite counter supply a customer with something the tustomer has asked for by the advertised name, take the money and go on with an- other customer, making a_ second sale before the first salesman got through with his one customer. The shop of the retailer who hands out merchandise that is asked for by the advertised name soon becomes “the popular shop.” General advertising has as its aim the standardizing of a trade mark or a copyright name. If a man advertis- es a particular make of revolver, or saw, or anything else in your — line, and refers his readers “to any hard- ware store,” that man, in order to make a success of his advertising, must have his goods on sale at your store. If you don’t and won’t han- dle them the chances are pretty good that he will either stop advertising or else drift into the mail order game. So that you see both you as retailers, and we as publishers, are concerned in his success. But if he has the money and the desire to push his goods by means of advertising, why not join with him—co-operate? Don’t let him go it alone. And by co-operating with a. manufacturer who is advertising you can help yourselves at the same time you help him, In brief, it is the manufacturer’s part to persuade the people to go in- to your stores. National advertising of the right sort does produce just this effect. know that the articles continuously advertised must be good and the firms making them must be reliable. Now if the manufacturer does all this for the retailer there is no doubt of your co-operation in.,selling the goods. I know that there used to be WHIPS AT A BIG DISCOUNT Some styles to drop, some change, just a button. Best raw ings grades 6 ft., regular close price at 25% off. GRAHAM ROYS, Agt , Grand Rapids, Mich. STEIMER & MOURE WHIP CO., MFGRS. H. J. Hartman Foundry Co. Manufacturers of Light Gray Iron and General Machinery Castings, Cistern Tops, Sidewalk Manhole Covers, Grate Bars, Hitching Posts, Street and Sewer Castings, Etc. 270 S. Front St., Grand Rapids. Mich. Citizens’ Phone 5329. Westfield, Mass. A DIVIDEND PAYER The Holland Furnace cuts your fuel bill in half. The Holland has less joints, smaller joints, is simpler and easier to operate and more economical than any other furnace on the market. It is built to last and to save fuel. Write us for catalogue and prices. Holland Furnace Co., Holland, Mich. Wy ee Co sun BAM a TRADE -MARK. “Sun-Beam” bua When you buy Horse Collars See that they Have the ‘‘Sun-Beam’’ label ‘*They are made to wear’’ Mica Axle Grease Reduces friction to a minimum. It Saves wear and tear of wagon and harness. It saves horse energy. It increases horse power. Put up in 1 and 3 lb. tin boxes, 10, 15 and 25 lb. buckets and kegs, half barrels and barrels. Hand Separator Oil is free from gum and is anti-rust and anti-corrosive. Put up in %, 1 and 5 gallon cans. M’F’D ONLY BY Brown & Sehler Co. Grand Rapids, Mich. WHOLESALE ONLY STANDARD OIL CO. GRAND RAPIDS, MICH. ~ WSS “SSA S * SAAS “ig iA “yal er MG SOS 2 yy) “ii iia ce cA FOSTER, STEVENS & CO. Grand Rapids, Mich. Exclusive Agents for Michigan. Write for Catalog. A HOME INVESTMENT Where you know all about the business, the management, the officers HAS REAL ADVANTAGES For this reason, among others, the stock of THE CITIZENS TELEPHONE Co. has proved popular. Its quarterly cash dividends of two per cent. have been paid for about ten years. Investigate the proposition. The public has come to 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 Display Case No. 600 April 7, 1909 MICHIGAN TRADESMAN considerable antagonism to general advertising on the part of the retail merchants. There still is some objec- tion where the idea persists that the cost of the advertising comes out of the retailer. But the wise merchant is coming to realize that the han- dling of advertised goods, even at a smaller profit per article, is more profitable than the sale of other ar- ticles not so likely to be satisfac- tory. Every one of you is a firm believer in advertising. The merchant who pays double rent for a corner store is paying 50 per cent. for advertis- ing. He pays gladly, because more people pass his store. He has bought advertising space. If, by dis- tinctive advertising, he could, with his store on a side street, persuade people to turn the corner and come to him, he would be very glad to do his advertising in this way, and still this is in a sense what the manufac- turer its doing for you. He is not only persuading people to go into your store, but he is persuading them that his particular goods are the best. The more magazine advertising there is the more business there is for everybody. All stores are con- stantly getting trade for the adver- tised articles and at the same time selling the same trade many of their own staple goods. By displaying magazine-advertised goods in show windows and on counters and shelves, and advertising locally, as many mer- chants are now beginning to do, the retailer makes a_ direct connection with the great general demand which often does not know where to go. Hundreds of people read the maga- zine advertisements and are more than half inclined to buy. When they see a display in a local store they will buy. This sort of co-operation with the manufacturer makes quick sales. The intelligent public are learn- ing that advertising is the most eco- nomical method of marketing. They are finding out that although a firm may be spending $200,000 a year in advertising, the public get a better quality of goods and the quality is more standard and unvarying than with unknown or unadvertised goods. The manufacturer has two avenues open to him—a small sale with a long profit, or an enormous sale with a short profit; the option of turn- ing his capital over once a year, or four times a year. Modern’ mer- chandising, whether of the manufac- turer or the retailer, is all tending to- ward the multiplicity of sales. It not only ensures greater profits at the end of the year, but the wider trade that comes with a greater distribution establishes a more steady business. It would seem poor business policy for the retailer not to do his part toward cashing in the demands cre- ated by the manufacturers’ publicity, and it lies so within your power to cash in that I am sure you are all in line to do it. I merely want to sug- gest that in your local advertising you take advantage of the ideas pre- sented in the magazines that exploit your kind of goods. The manufac- turer who is spending thousands of 39 dollars in advertising does everything he can to secure good copy, good il- lustrations and good type effects. He is glad to have you adopt any of his ideas, and such adoption should put you in the way of bringing the general public into direct touch with you. On this point I would say that last week I sent for a copy of every news- paper in this State, to see what kind of advertising you were doing for yourselves. In sixty-one newspapers only ten hardware advertisements mentioned nationally-known goods; the other fifty-one were either bar- gain or general announcements. You will pardon me for saying that alto- gether it did not strike me as the most effective advertising that you could do. I don’t mean by this that you should always confine your ad- vertising to exploiting trade-mark goods, but I do say that you can in your copy tie up your store with the advertised goods in such a way as to make it extremely profitable to you. For instance, right here in Water- bury there is probably not an intelli- gent family that is not reading one or the other of the magazines, and that has not consequently already be- come familiar with such advertised goods as Keen Kutter, Gillette raz- ors, Winchester rifles, Smith & Wes- son revolvers, Atkins saws, New England watches, Burpee’s or Ferry’s seeds and the hundred and one trade- mark articles that are given publicity in the magazines. Again, I know of one retailer who several times a year sends out to his present and prospective customers a little pamphlet containing the adver- tisements taken from the current magazines, with a page devoted to a statement of his own to the effect that he carries a full stock of these goods at his store. A thousand or two thousand of these little pam- phlets containing these advertise- ments can be gotten out at very lit- tle cost and the advertiser would be very glad to furnish the plates free, from which the pages may be printed. One word as to the cost of adver- tising: The unawake merchant often won- ders how some rival can afford to spend so much money for advertis- ing. He is sure that he could not— that it would bankrupt him in short order to plunge into publicity on the scale that the other fellow does. The other fellow is not worrying about the cost of his advertising, for the simple reason that he does not have to pay it. The competitor who can not afford to advertise really, in effect, pays the bills of the man who can afford it. He pays them in the loss of busi- ness caused by his failure to adver- tise. The business he ought to have --his share of trade in his line—goes in large part to the competitor who seeks it, who can afford to advertise for it. The profits on the trade drawn away from the timid advertiser by the aggressive one pay the latter’s ad- vertising bills—and leave a comforta- ble surplus. This is a fact which progressive merchants are proving all the time; so it ought to have some personal significance to the over-cautious busi- ness men who are waiting to get rich before risking campaigns. —_+-.___ A Foolish Observance. W. H. Singer, the Pittsburg mil- lionaire, who on his golden wedding anniversary distributed $16,000,000 adequate advertising among his four children, imputes a part of his success to plain, straight- | forward and frank dealing. “Time and money alike are lost,’ | said Mr. Singer recently, “by the ob-| servance of useless form and mony. Think of Dr. Jobson! cere- “Dr. Jobson, you understand, was a famous specialist. He had a rule— it expedited business—that each pa- tient must divest himself of his gar- nients in an outer room before en-| tering his private office for examina- | tion. Jobson grew very testy if this | rule was disregarded. “A man once entered the doctor's | office fully clad. “*T don’t know what you mean, sir! said Jobson angrily. ‘All must remove their clothing before coming in here to me. That is my rule, and I’ll request you to observe it.’ “With a hasty apology this man withdrew. He returned in a_ few minutes with nothing on. Dr. Job-| son smiled. “‘And now, sir, what can I do for you?’ he said graciously. ““*T have called, said the naked man, ‘about that bill of Tailor Snip’s. It is a long time overdue, doctor.’ ” re Where Courage Failed. “With one wave of my wand,” says the fairy. [| can make you grow young again.” “Excuse me,’ replied the “if I decline your kind offer. If you can bring youth to me at my present age, all right; but I positively refuse to travel back through pyrography, the first stages of bridge, the habit back, the straight front, balloon sleeves, and all the rest of the fads I can remember.” woman, ‘MODERN LIGHT The Swem Gas System produces that de- | sirable rich, clear and highly efficient light at a saving of one-half in operating cost. The price for complete plant is so low it will surprise you. Write us. |SWEM GAS MACHINE CO. Waterloo, Ia. Grand Rapids Supply Company Valves, Fittings, Pulleys Hangers, Belting, Hose, Etc. Grand Rapids, Mich. Post Toasties Any time, anywhere, a delightful food— ‘*The Taste Lingers.”’ Postum Cereal Co., Ltd. Battle Creek, Mich. ont Zoom vihite: {ONG DISTANCE SERVICE MICHIGAN STATE TELEPHONE CO. Established in 1873 Best Equipped Firm in the State Steam and Water Heating Iron Pipe Fittings and Brass Goods Electrical and Gas Fixtures Galvanized Iron Work The Weatherly Co. 18 Pearl St. Grand Rapids, Mich. Qa FUES@S=L0G alae or- Te, Hatt Brand Canned Goods Packed by W. R. Roach & Co., Hart, Mich. | Michigan People Want Michigan Products PURE OL OLIENE The highest grade PENNSYLVANIA oil of unequaled excellence. It will not blacken the chimneys, and saves thereby an endless amount of labor. It never crusts the wicks, nor emits unpleasant odors, but on the contrary is comparatively Smokeless and Odorless Grand Rapids Oil Company Wide Ce ta, Gucae ee 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 Bidg. Citizens Phone 5275 Sti 4] i é ‘ i "| 1 SS BREE i Ft SR OED He 5 eee MICHIGAN TRADESMAN April 7, 1909 VV rece ll ANWUteeeg B SNAG ies 8d MAAC Why the Landlord Encourages the Tipping Abuse. Every big hotel manager these days hates his patrons. Right in the northwest corner of the modern landlord’s heart there hangs a motto—worked in different colored yarn on perforated cardboard framed in black walnut. It reads— well, on second thoughts we best not print it—the witch burning spirit in some of our readers might be kin- dled—then again, we might be kept out of the mails, but it calls not for a blessing—rather for a higher pow- er to condemn their guests, and very briefly, too. Modern hotel men, after they have reached a certain age, never go among their guests. They are a good deal like an old dentist or an old pointer dog, they lose their better nature with years and snap and snarl at everybody in sight on the slight- est provocation. So they keep to the private office or the back of the house and hire clerks whose hands are as soft and warm as a pup’s fur and who smile like the open jaws of a clam- shell steam shovel. In a big Chicago hotel the other day a guest happened to catch the manager on his way across the lob- by. “Your restaurant service is sim- ply rotten,” said the guest. The manager’s eyes blazed fire. He stamped out two or three tiles from the floor and replied to the’ guest: “You're rotten, sir!” Superficially this attitude is the guest’s fault—a guest very frequently takes his own private household man- ners with him so he will not get lomesick—that is, in the absence of the wife and children they kick at the attaches of a hotel. Then, some- times, a man, mild mannered at home by reason of a strong minded better nine-tenths, takes the opportunity to let loose a long pent-up kick while away from home. But basicly it is the hotel manager’s own fault. He has let the tipping system grow to a point where it is backslashing him through the help question. The mental attitude that exists be- tween the hotel guest and the hotel help is not the one that prevails in our other man-to-man transactions. We haven’t the same feeling to- wards the restaurant waiter that we have for the man behind. the counter, yet the hotel man is a merchant and the waiter is his clerk. The reason is that one lives by a salary and the other by tips. The waiter is forced to look upon the guest as a source of graft, and the guest upon the waiter as a grafter. aE One does not look on the other as his brother man, but each is a being Separate and distinct as in the case of another race. The average class of men who pat- ronize the high class hotels would not in any way affiliate with a man who would accept a gratuity. The su- perior man craves the respect of his fellows, he does not get it as waiter so he leaves the hotel to his brother who does not care. Most of the competent waiters find their way to New York, where the graft is best, and thus the hotels through the country at large are left to the incompetents—and the man- agement gets the kicks. The trouble with the average hotel man is that he seems to cater to a few millionaires and a few good sports rather than the average man of a class. Mention the tipping question tothe average big hotel manager and he will tell you a story about some rich man giving the bell hop a_ dollar every time he answers a call: about a party of four coming into the cafe, with instructions to the waiter not to mind expense but bring them a good layout and finally hand him a_ five spot tip for his selection and atten- tion. The hotel man will end up his little tale by asking you what he can do about it. Let a millionaire patron go into any mill supply house, manufacturing plant or any other business and try to get more than is coming to him by scattering a few dollars among the help, he will mighty soon find what the heads of the concern will do to him—they will throw him out the window without raising the sash. The hotel, as an -institution, does not live by millionaires and sports, but by the average prosperous busi- ness traveler. As said, the hotel man is on the same footing as the storekeeper—he is a merchant and his waiters and bell boys are the clerks. The sooner he passes the no tip rule, putting de- tectives in the house to enforce it; paying fixed salaries and establishing something approaching equality be- tween help and guests by having them known as clerks rather than servants, the better it will be for his pocket- book and peace of mind. It is simply a case of the million- aire and sport robbing the share of attention that belongs to the average guest who is willing to tip to a moderate degree in self defense. The landlord hates the average guest be- cause the average guest hates him. Here is just a part of a system the average hotel and restaurant man- |;ager have allowed to grow up around them. Usually the head waiter hasa rooming house out somewhere in town. The waiters under him know that the only way to hold their jobs is to room with him. The waiter who pays the most room rent gets the best stations and the best pro- ducing guests assigned to him. In a high classed restaurant the tables near the windows are sought by the sports and new-rich. The head bell boy usually works the same room- ing house system. In many instances in the larger cit- ies the waiters pay the management for the privilege of waiting. In Paris, France, the waiters in the big cafes patronized by Americans pay as high as eight and ten dollars a day for their jobs. In connection with tipping a story is told on old “Doc” Beeman. He was originally a country doctor near Norwalk, Ohio—drove around in a buckboard with a team of ponies and an old plug hat, both of which need- ed currying. “Doc” came up_ to Cleveland, got to making pepsin chewing gum and for a good many years didn’t do anything but carry checks to the bank. He made a tour of Europe and just as he had paid his bill at the Cecil in London, a cab awaited him at the curbstone—- also bell boys, waiters and porters formed a long line through which he had to pass, “Doc,” by the way, used to say that water only looked well under a bridge, and that particular time on leaving the Hotel Cecil he was more than usual of that opinion. He feed every one of them as he passed through the line, didn’t stop in the cab, but walked right through it to the other side of the street, faced the building, spread his arms in grace- ful gesture, opened his mouth and in the same voice with which he used to yell at his uncurried ponies he said: “If there be a man behind these walls or under this roof who has not received his tip let him now come forward or forever hold his peace.” The tipping system has not only forced hotel help into an unscientif- i¢ means of gaining a living, but has completely demoralized them. They no longer depend on the liberality of the guest, but the waiters conspire with the cashiers and checkers to rob the management. Yes, and they rob the guests—pick their pockets and burglarize their rooms. There are a good deal more pick- pocketing and burglarizing in the big hotels than the general public learns through the newspapers. A newspaper reporter on the hotel beat in a big city even gets his shoes blacked free. While in these big hotels it is well that you do not make any display of cash on hand; keep your room door locked on the inside with key in the hole. They are building hotels now all over the country after a style set in New York several years ago. Cop- ies of the period architecture of feudal times in Old World history— Francis the First exteriors, Marie An- toinette parlors, Louis XVI. rooms and Mary Tudor halls. The average new hotel seems to be a sort of fad camp follower of the romantic novel of a few years ago. The art expression seems to be in the spirit of a time in the history of Europe when the royalty, nobility and clergy robbed the peasants, the real producers, to satisfy their greed in luxury. It is a question if the average busi- ness traveler cares anything about all this fake elegance—the people who make up the average hotel patronage. Yet if a prosperous man wants clean- ness and safety from fire he must pat- ronize the hotel built for millionaires and sports—the new hotel is usually clean and fireproof. As a matter of fact the old, super- annuated and cheap hotels of the big cities are paying better than the mod- etn ones—that is, in proportion to the investment. They are patronized by a prosperous class who are willing to spend their money scientifically—- that is, get value received, For instance, the old United States Hotel, Boston, pays better than the La Touriane; the Palace Hotel, Cin- cinnati, pays better than the Sinton or Havlin; the Spencer House, In- dianapolis, pays better than the Clay- pool; the American House, Cleve- land, pays better than the Hollenden. One reason they pay is that there are more people with a dollar than two dollars—these hotels are full every night, while the fifty dollar per day suites in the modern hotels re- main idle for weeks at a time. On the same principle that the ten cent picture shows are paying better than the dollar theaters—you get rel- atively more for your money in a pic- ture show than a regular dramatic production, syndicate There are fewer snobs and more real democrats in the country every year. If you don’t believe it notice the comparative absence of liveried footman on the streets, the lack of extravagant dress display in public places, and there have been no mil- lionaire balls pulled off in some time. Even the privileged ones find out that the real way to enjoy privilege is to keep quiet—and if some people are forced to keep quiet they will not enjoy what they have illegitimate- ly gained so they might as well not have it. The future transient hotel of this country will be just off the center of the downtown district of the big city; a large plot of ground lighted on all sides; a big plain building di- Good Sunday Reading We recommend that you read our Sunday dinner menu card next Sunday. It makes excellent Sunday reading. Dinner 5:30. Hotel Livingston Grand Rapids cw Cw April 7, 1909 MICHIGAN TRADESMAN 41 vided into many small rooms, hot and cold running water and water closet in every room, free showers in the halls; simple and harmonious color schemes rather than cheap plaster ornaments to fall off and kill peo- ple. The larger a plant of this char- acter the cheaper it could be main- tained and render service to its pa- trons. It would not take any more clerks for an 800 room hotel than 250 rooms, and it would require no more to man the mechanical plant. The landlord hates his guests be- cause his guests hate him, and the reason the guests hate him is that he has ignored a basic principle in the service he renders to them. It is just the science of cause and effect and there are no morals in the propo- sition. Like a large and complicated machine that turns out a finished product after many processes and operations and movements, there is apt to be a defect in that finished product if a part of the machine is not adjusted to a natural condition in the raw material. It will grind and grumble and get out of temper. —David Gibson in Fortuna Magazine. ~~~ Movements of Working Gideons. Detroit, April 6—D. W. Souder, C-. F. Louthain and wife, Harry F. May- er and wife, D. W. Johns and wife and the writer attended Wealthy ave- nue Baptist church last Sunday eve- nine: Rey BD. Wi Van Osdel, DP. 1). pastor, chose for his subject the Greatest Failure and it was Sampson whose conception, birth and training were directed by God himself with every advantage of Christian home and parentage, wealth and culture. In the strength of youth and manhood he fell, allured by a woman in a strange land away from home, friends and God, in the enemies’ camp, a strong man able to meet and conquer an army single handed, a strong man with a weak programme. Ten years ago at a revival service an army of tramps was driven inside for shelter from the cold and among them were many college graduates, strong men with weak programmes. How strong is our programme? It is no stronger than the guiding star. Jesus Christ, whose conception, birth and training were directed by God, yet in poverty, met temptation and allurements with a strong life programme directed and guided by God. ‘We are on the pro- gramme. Shall ours be a strong man with a weak programme? The Gide- ons were called on for their pro- gramme and theirs gave the full pic- ture of life and its temptations. Dr. Van Osdel has been pastor of the Wealthy avenue church seven weeks, during which time thirty-five have joined the church. Last Sunday fifty- six signed cards in the Sunday school desiring the better life and a right programme for life. Watson R. Smith was in Adrian last week smiling the smiles of a happy life. Aaron B. Gates. Detroit, April 6—M. C. McBrayne, formerly of Detroit, and more recent- ly of New Haven, Conn., has been transferred to Columbus, Ohio, as manager of the Underwood Type- writer Co.’s office in that city. He was formerly State President of Michigan, and Camp No. 1 remem- bers him very kindly, as he is one of those fellows who was always un- dertaking something, and not only this, but accomplishing results, as well. While we regret that Mac was not returned to Detroit, we congrau- late our Buckeye brethren on what they are to receive in this brother and his family of wife, son and daugh- ter. An error crept in last week in the announcement of State Conventions for Illinois and Wisconsin, in their places for meetings. The former named state holds her convention, at Galesburg, May 15 and 16, and the latter at Fond du lac, May 8 and 9. Michigan expects to be favored with the National Chaplain, Rev, b. ©. Smith, of Waukesha, Wis., at her convention at Bay City, May 1 and 2. Wheaton Smith, who is connected with the Sheldon School, at Chicago, is home for a ten days visit. He is considering the advisability of mov- ing to the Western Metropolis, as he thinks his opportunities for the fu- ture are much better than elsewhere. Has had fine success thus far and is very much encouraged with the bright outlook. The service at the Volunteers was conducted by C. H. Joslin last Satur- day night. W. T. Barron delivered the address to an appreciative audi- ence, and also entertained them by some fine singing. The Gideons held their usual Sun- day evening service at the Griswold last Sabbath day, with W. D. Van Schaack in charge of same. His sub- ject, ‘‘Steadfastness of Purpose,” showed that the man with good habits and a resolute purpose to do right, having his eyes fixed on things per- taining to the Kingdom, would come off victorious in the end. His quota- tion of 1 Cor. 15:58, words of Paul, seems conclusive proof of the point. With a cornetist and a soloist present for special music, and an audience that filled the room, a very profitable ser- vice was held. Mr. Jordan, Gideon from Boston, was present, also M. E. White, Vice-President of the Camp, who had just returned from a four weeks’ trip. At the close of the ser- vice W. D. Van Schaack was official- ly notified that he had been elected as delegate to Constitutional Conven- tion. Charles M. Smith. ———__-22—a——_—————_ Going To Kalamazoo In a Body. Grand Rapids, April 6—At the reg- war meeting of Grand Rapids Coun- cil, No. 131, held last Saturday eve- ning, Ed. L. Knapp, representative of rhe Grand Rapids Brass Co., was initiated as a member. This makes the total membership of the Council 201. ; It was decided to attend the Grand Lodge meeting at Kalamazoo on June g and 5 in a body, leaving Grand Rapids on the early train June 4. A band will accompany the delegation. It was decided to endorse the can- didacy of John Hondorf as Grand Sentinel. It was decided to adopt a uniform for the parade and at the next regular meeting on May 1 samples of the uniform selected by the Committee will be exhibited. The G. J. Johnson Cigar Co. was extended a vote of thanks for its kindness in presenting the ladies at the recent banquet and the wives of members not present at the banquet with souvenir spoons. F. H. Spurrier, Official Reporter. ——_2>2-~____ Seventy-One Members at Traverse City. Traverse City, April 6—The annual election of Traverse City Council, No. 361, U. C. T., resulted as follows: Senior Counselor—Wm. L. Chap- man. Junior Counselor—Ray Thacker. Past Counselor—L. W. Codman. Secretary-Treasurer — Fred CC. Richter. Conductor—Wm. S. Godfrey. Page—John Graham. Sentinel—Chas. A. Cressy. Executive Committee — Herbert Griffith, A. L. Joyce, Jos. W. Zim- merman, E. E. Wheaton. Installation will take place April 23, which will be public, after which an informal party, with invitations extended to all travelng men and their families, will be enjoyed. Plans for attending the State con- vention at Kalamazoo in June are being arranged. We expect a good turnout. Our Council is in a prosperous condition, with seventy-one members and a few initiated at each meeting. Fred C. Richter, Sec’y. + The Tradesman is informed by an official of the Michigan Central Rail- way that that corporation will imme- diately proceed to double track its air line division from Jackson to Niles and that when this is done it will run several of its fastest trains over that division instead of by way of Kalamazoo and Battle Creek, thus saving twelve miles, the distance by the air line being 104 miles and the distance by Battle Creek and Kala- mazoo being 116 miles. The comple- tion of the Detroit tunnel in I9I0 will enable the Michigan Central sys- tem to cut down the time of its fastest train between Chicago and New York to sixteen hours, which is two hours less than the limited trains of the Lake Shore and the Pennsylvania sys- tem now make. Grand Rapids and all Michigan will profit by the construc- tion of this tunnel, because it will obviate the delay now necessary in transfering trains across the Detroit River. If the Michigan Central sys- tem can shorten its time between Chi- coga and New York to sixteen hours the time from Grand Rapids to New York can be reduced to fourteen hours at least. —_——_»+ + ____ A Flint correspondent writes: H. L. Wilson, formerly of Flint, who for nine years was connected with the Acme White Lead and Color Works, of Detroit, has again taken up his residence in this city, having accepted a position with the Flint Varnish Works as traveling salesman. —_+-~.___. Percy Noble has been promoted from manager of the stock depart- ment to traveling salesman for the Elk Cement & Lime Co. of Elk Rapids. Dishonorable Campaign Conducted by Discredited Manufacturers. New York, April 5—We appreciate the stand the Tradesman has taken in our fight for a square deal; that is all we ask, and if the “non-preserva- tive” brigade can show any authentic record of one case of poisoning or sickness produced by the use of catsup, sweet. pickles, etc., we chal- We have been in this business forty years and have lenge them to do it. made no change in our formula since the passage of the Pure Food Act of June 30, 1906, and we have used pre- servative for a great many years and will continue to use it, as we believe it is an absolute necessity for the proper preservation of fermentible vegetables. It is also necessary to use preservative in order that food may retain its nutrient value. The law in itself is inconsistent, as it per- mits the use of salt, vinegar, wood- smoke, alcohol and condimentary pre- servatives in general without stating the quantity, or we might say the percentage that is to be used of said preservatives. If they are used in excess they are harmful, and as ben- zoate of soda has been pronounced harmless by the eminent board of scientists appointed by Ex-President Roosevelt, this carp and cavil should cease. It is doing the business no good, and, in fact, is in general af- fecting other lines of trade. The can- ned goods industry and the condi- ment industry, with its ‘hundreds of millions of dollars of investment, is imperilled by the false, misleading advertisements of the “non-preserva- tive” brigade, and naturally the busi- nesses that are allied, such as the cooperage business, the glass busi- ness, the lumber business and the tin business, all feel this falling off in the volume of trade, caused by the scare, which is without a substantial founda- tion. It will act like a boomerang up- on the very business interests which have started it. It does seems to us as though they were endeavoring, in their mad, dishonorable campaign, to tear down what has taken so many years to build up. Alart & McGuire. oe Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, April 7—Creamery fresh, 25@28c; dairy, fresh, 18@22c; poor to common, 14@18c. Eggs—Strictly fresh, 20@20%4c. Live Poultry—Fowls, 16c; ducks, 16@17c; geese, 13c; old cox, 11@12¢c; springs, 16@@16%c; turkeys, 15@ 20¢. Dressed Poultry—Fowls, 15@16%c; springs, 17@18c; old cox, 12c; ducks, 16@18c; turkeys, 20@24¢. 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—8o0@ooc per bu. Rea & Witzig. A Belding correspondent writes: J. G. Wilbur has resumed his work as traveling salesman for F. W. Carlisle & Co., leather dealers of Saginaw. Fe eae aoe ey : t Sonne ere oe wen re te see HR aaa gis BADE AMC ca RS a MICHIGAN TRADESMAN April 7, 1909 zo 2. ” GS" DRUGGISTS a Michigan Board of Pharmacy. President—W. E. Collins, Owosso. Secretary—John D. Muir, Grand Rapids. Treasurer—W. A. Dohany, Detroit. Other Members—E. J. odgers, Port Huron, and John J. Campbell, Pigeon. Michigan State Pharmaceutical Assocla- tion. President—M. A. Jones, Lansing. First Vice-President—J. E. Way, Jack- son. Second Vice-President—W. R. Hall, Manistee. oa Vice-President—M. M. Miller, an. Secretary—E. E. Calkins, Ann Arbor. Treasurer—A. B. Way, Sparta. Preparing Compressed Tablets Ex- temporaneously. It frequently happens that the re- tail druggist gets a prescription or a call for a compressed tablet of an unusual formula, or for one that is carried in stock, but that is temporar- ily “out.” It is not only a matter of great convenience, accommodation and sav- ing of time to be able to make the tablets when called for, but a home- made tablet, properly made, is often better than the one ordinarily found on the market, for reasons that will be explained. The main difference in the manufac- ture of tablet triturates and compress- ed tablets is that an excipient is used in the compressed tablet, while an inert liquid is used in the triturate to produce granulation. In weighing out the ingredients for the tablet replace 3 per cent. of the vehicle (in most cases sugar of milk) with cocoa butter. Place the cocoa butter in the mortar first and triturate until soft to the consistency of a paste. Gradually add the sugar of milk until it has entirely absorbed the fat, then add the other ingredients and incorporate thoroughly. The best apparatus that I have found for moulding the tablet is the steel compressor stocked by the sun- dry houses, consisting of a small steel cylinder several inches in length, with an elongated plunger and a_ small base. To use the machine dust the cylin- der, the end of the plunger and the base with fine talcum powder, and weigh out the amount for one tablet. Insert the base in the cylinder and pour the powder into it. Strike the cylinder sharply on the side with the spatula in order to settle the powder in the cylinder, holding it firm so as not to dislodge the base. Place the plunger in the cylinder and when it rests on the powder turn it lightly without pressure. Hold the cylinder firm and strike the head of the plung- er with a hammer very lightly. This is where you generally have trouble, as the blow must be so adjusted that the tablet will just be compressed, a greater force causing the tablet to stick and making it impossible to re- move without breaking. Too hard a blow will not only result in the loss of the tablet, but the compressor will have to be thoroughly cleaned again, necessitating a great loss of time. Lit- tle more than the weight of the ham- mer is needed in order to make a per- fect tablet. Nothing but experience can tell you just how heavy a stroke to use, but it is best in experimenting to see how light a stroke you can use, instead of how heavy a one, and it will not be long before you have it just right. Once you have acquired the “knack” you can turn out tablets con- tinually without any trouble, and you can make twenty-five or fifty in less time than it takes to make the same number of pills, without having a single miss or a broken one. Now I know that many readers who have tried tabletmaking on a small scale and have given it up in disgust, after finding it a troublesome and un- satisfactory task, will think that I am exaggerating, but I shave been through the same experience that you have, and know that you will get re- sults if you will set aside your tablet machine and follow instructions. When the ingredients are bulky, like quinine, or granular, like salol or camphor, they should be powdered or reduced in bulk by rubbing them up in a mortar with alcohol or some suitable solvent, using only enough of the liquid to make a fine powGer, and then letting them dry thoroughly before incorporating. The finished tablet will be smooth and neat in ap- pearance. It will stand any ordinary handling. vet be so friable as to be crushed under pressure of the fingers. It has the further advantage of be- ing more moisture-proof than the or- dinary tablet, on account of the cocoa butter, which in many cases is a de- cided advantage. A. Schleimer. a Need of Simplicity in Prescribing. It must be remembered that, even with our properly boasted advance of knowledge, we are woefully ignorant of many of Nature’s methods and know little accurately of the effects of chemicals and drugs on these meth- ods. We know practically nothing of the effects of the myriads of com- bination of drugs. We do know the physiologic action of enough simple drugs or their active principles so that we may properly employ them in helping Nature rid herself of in- juries however obtained. The physician, therefore, acts wise- ly when he uses only a single drug or a simple combination of drugs which experience has taught him or he has learned from others will do good but the limitation of which he recognizes. Of necessity one can not have the slightest idea of the effect of a mixture of drugs when he is ignorant of the effect of any one of the ingredients of the mixture. How often do we live up to this standard of action? I believe that the host of nos- trums, the myriads of ethical prepara- tions, the many formulas of the Na- tional Formulary and the fixed formu- las of the Pharmacopoeia are the out- come of the natural desire of the laity for relief, coupled with their inherit- ed belief from ancestors eons past in the infallibility of drugs in curing disease. This latter, a mistaken be- lief of the laity, was fostered in ages past by the total lack of knowledge on the part of the physician of the causes of disease affecting the human family and of proper remedies for the relief of disease. Physicians when in practice must remember that of which they have full knowledge, that diarrhea, consti- pation, cough, dyspnea, etc., are but symptoms, the causes of which may be as far apart as the antipodes. We may be forced to treat these symp- toms, because of their inherent dan- ger or annoyance, but to treat a diar- thea which is caused by overeating and one which is caused by an inflam- mation of the intestine with the same remedy or combination is to fall far short of our duty. Therefore, it seems to me all formulas for any dis- ease or set of symptoms are wholly out of place. M. H. Fussell. _———_-s- 2a ————____ Formula For Old Green Color on Copper. To produce a green patina upon copper take tartaric acid, dilute it half and half with boiling water: coat the copper with this; allow to dry for one day and rub the applied layer off again the next day with oakum. The coating must be done in dry weather, else no success will be ob- tained. Take hydrochloric acid and dilute it half and half with boiling water, but the hydrochloric acid should be poured in the water, not vice-versa, which is dangerous. In this hydrochloric acid water dissolve as much zine as it can solve and al- low to settle. The clear liquid is again diluted half with boiling water and the copper is coated with this a few times. Another process is as follows: sodinm chloride .......... 37 parts Ammonia water .......... 75 parts Ammonium chloride ..... 37 parts Strong wine vinegar ..... 5,000 parts Mix and dissolve. Apply to ob- jects to be treated with a camel’s hair pencil. Repeat the operation until the desired shade of green is reached. For a bluish green, after using the above formula, pencil over with the following solution: Ammonium chloride ..... 40 parts Ammonium carbonate 120 parts Wretee 1,000 parts Mix and dissolve. R. E. Dyer. ————-—-o-——____. Are We Facing a Drugless Era? During the last few months the great national associations in the drug their annual meetings, and here and there a note of fear has been struck over the assumed development of “drugless therapy” and nihilism.” “therapeutic A few speakers and writ- ers at all three of the national gath- erings have touched upon this theme, and Professor Joseph P. Reming- ton, in an address before the jobbers, placed considerable emphasis upon the subject. He feared that if “some- thing is not done in the way of co- operative effort” the wave of “Chris- tian science, sanitary medicine, oste- opathy, etc., etc, will go on its triumphant way and great damage will be done to scientific medicine, Pharmacy and_ therapeutics.” The Bulletin confesses that it can not succeed in scaring itself very much over this probability. Fads come and go. New social, religious and medical cults rise and fall. Eccen- tiricities develop in every age and pass away. The best answer to these fears regarding the approach of a drugless era is found in statistics which tell us that the manufacture and consumption of drugs in the United States is annually increasing even faster than the growth of the population.—Bulletin of Pharmacy. ——_>~--.__. Formula For an Effective Bed-Bug Destroyer, There are hundreds of these prepa- rations on the market and most of them are inexpensive. The majority of them consist largely of oil of tur- pentine, which is in itself an excellent exterminator, or benzine or kerosene. The following formulas furnish satis- factory preparations: Naphthalin Sone 30 Ozs This mixture may be used on beds or bedding or articles of clothing, care being taken to keep it well away from lights or fires. Corrosive sublimate ......... 150 grs. Ammonium chloride ........ 300 ers. Decoction of quassia (about 1 2 20 OZS. Mix and dissolve. podium cliloride .........,... 2 025, Pee eteasie .......... |: 4 OZS. ae. 32 OZS. Mix and dissolve, Soft or green soap ......... Ti) Oz. Count some... 60 grs. Were 14 Ozs, Or: Sol of preen soap ........... 6 ozs. auspentine (thick) §........ 14 ozs. Remrccie 06 be, 3 0ZS. Wither NOt 8, 20 OZzs. Dissolve the soap in the hot water, incorporate the turpentine, then the kerosene and stir until cold. Thos. Willets. —__~~-—____ The Drug Market. Opium—Is sligthly lower. Morphine and Quinine—Are_ un- changed. Citric, Acid—Shows a slight decline. Tonka Beans—Have advanced. Oil Anise—Has advanced and is very firm. : Balsam Copaiba—Has advanced. Soap MBark, cut—Is Higher. Buchu Leaves—Have advanced. trae, retail and wholesale, have held | Oil Pennyroyal—Is lower. > April 7, 1909 MICHIGAN TRADESMAN WHOLESALE DRUG PRICE CURRENT Acidum os Copaiba ......... 1 7%@1 Aceticum ....... Benzoicum, Ger.. 70@ 75 Cubebae ........ 2 15@2 Boracie ......-+- @ 12|Erigeron ........ 2 35@2 Carbolicum 16@ 23|Evechthitos ..... 1 00@1 Citricum ........ ose . a seeee 2 50Q@4 lor 6... eranium ....0z. Sea hiss cele ig - oo Sem ~ 70@ Oxalicum ......- edeoma §..... 5: 0@3 Phosphorium, dil. @ | Junipera ........ 40@1 Salicylicum ..... ‘a xo 41.| Lavendula ...... 90@3 Sulphuricum a a at : os Tannicum ....-.--- Mentha per Tartaricum ..... “Rg 40 a a. a orrhuae Ammonia Myricia |..... ",..3 00@8 se, ee éo BOS 8. isons 1 00@8 Aqua, 20 deg. Picis Liquide 10@ oa 3@ i4| Picts Liquida gal. @ Chioridum ..-.--- i. 94@1 Rosae oz. ....... 6 50@7 @ Rosmarini ....... @1 g os ee soe er Santal ¢......... @ Sassafras ....... 850 Sinanis. ess. oz. @ cubehes Baccae 28@ 30 Suecint .......... 40® Juniperus ....- o 10@ 12 bok oT “S. Xanthoxylum ... 80@ 85 deta cincennas ") .o- Balsamum . “ A Ve 1 ool ae nee Potassium Terabin, Canada 75@ 80 CO gs ve teees Tolutan ......--- 40 45 : oe sesee Cortex MATD 2c tet e ee Abies, Canadian. 18| Chiorate ..... po. 12@ @aasiag .....-..- Si Gyanide ........: ( Cinchona ere: TEilodide ........... 2 50@2 Buonymus atro. 60| Potassa. Bitart pr 30@ Myrica Cerifera.. 20| Potass Nitras opt 7@ Prunus Virgini.. 15/ Potass Nitras ... 60 Quillaia, gr’d. . 15) Prussiate ........ 230 —— _po 25 > Sulphate po 15@ bodes se " Extractum Glycyrrhiza, Gla.. 24 30 i soeeere br Glycyrrhiza, po.. 28 80 ; . Tees 6 eee 6 bree: 10@ Haematox ....... 11@ 12; Ancnusa ......-- 0 Haematox, 1s 13@ 14; Arum po ........ j5| Calamus ........ 200 Haematox, %s 14@ ' is 120 Haematox, %s -. 16@ 17) Gr hize pv 18 180 Ferru Aellebore, Alba 120 Carbonate Precip. 15 Hvydrastis. Canada @2 Citrate and Quina 2 00 Hydrastie. Can, po a2 Citrate Soluble.. 55 fula. po we Ferrocyanidum §$ 40 RO cet eee Solut. Chloride .. ee oy Sulphate, com’! .. 3] Talapa, pr. ....-. 250 Sulphate, com’l, by M. ¢ ¥, e bbl. per cwt. 70) Bodophyilum po 18@ Sulphate, pure -- Cie... a Fiora Whel. cut ....... 190@1 Arnica .......-+- 20@ 25) Rhet. pv. ....... 5 @1 Anthemis ....... a z Sanguinarlt. po 18 @ Matricaria Baie Scilla, po 45 ... 200 olla Manesa (0.5.0... Barosma 9000 .. 55@ 65] Sernentarla ..... 50@ Cassia “acutifoi, Smilax, M ....... Tinnevelly .... 15@ 20] amiiax. off’s H.. e o-. co 25@ 30) Spigelia ......... 1 ‘5a alvia officinaiis, Symplocarpus oe — 4s ... ‘ ys Valeriana Ene. 2 va TSI .--e-e Valeriana, er... Et Gummi inginer @ ...4.... 12@ Acacia, 1st pee g ¢ Zineiper jf .....- 25@ Acacia, 2nd p Acacia, 38rd pkd @ 35 a o Acacia, — sts @ 18| Anisum po Ys) 186 Acacia, po ...... 45@ 65] Anium (gravel's i. Aloe, Barb 0... "3 | Cannabis Sativa’ 70 oe ADe ...-- abis * Aloe. Socotri .... 45|Cardamon ....... 70@ Ammoniac ...... sg e a al oe pl Asafoetida ...... 35 enopo Benzoinum ...... 50@ 65|Coriandrum ..... 12@ Catechu, Is ..... @ 13|Cvdonium_........ ThA Catechu, %s .... @ 14|Dinterix Odorate 2 00@2 Catechu, 4s ..... @ 16 poe cee: on Comphorae ...... 60 65 aia | p90... Buphorbium é, & i : oor Gu ake bi Galbanum ....... ni. gr Gamboge ....po..1 25@1 8b|T.obella_ .........- 15@ Gauciacum po 35 @ - Pharlaris Cana’n ‘se Bang 3.2... o 45¢ Reape ...2---- +s bail Bhs as g ° Gants ae te be Virh ....po Sinapis igra Gouin... 4 754 85 : Shiellae .......... oa 5b Spiritus ns Shellac, bleached 60 65 | Frumenti W. D. pi Tragacanth ..... 10@1 00 Lar i cS eat : pape Herba pOee eG Absinthium ..... 45@ 60 gnecharern NB ioe Eupatorium oz pk 20 | Saccnaru 75@6 Lobelia oz pk 95 | Spt Vini Gall ..1 Majorium oz pk 98 | Vini AID 2... 40 1 25@2 Vini Oporto ..... 1 25@2 Mentra Pip. oz pk 23 Mentra Ver. oz pk 25 Sponges HRUG. os. oz pk 39 Fxtra yellow sheeps’ Tanacetum..V.. 22) wool carriage Thymus V..oz pk 25| morida sheeps’ Lg ee nesia carriage ...... Calcined, 3 .. 55 60] Grass sheeps’ wool, Carbonate, Pat. 18@ 20] carriage ....... @1 Carbonate, K-M. 7 _ Hard, slate use.. ; @1 arbonate ....... Nassau sheeps’ woo Oleum carriage ....... 3 50@8 Absinthium ..... 4 —— : Ye para oa amygdalae Dulce. wool carriage An ygdalae, ant = 2b Yous Reef, for ei AMISE oo ss @2 | slate use ..... auranti Cortex 4 00@4 25 Bergamil ........8 50@9 00 Syrups Cefiputi ....-....- 85@ 90) Acacia .......... e See Cee. 1 a Ps — oe S Uadevs ws ue e cele. ? Chenopadii ......8 75@4 00; Ipecac ........... @ Cinnamon! ......1 16@1 88) Rhet Arom ..... @ Conitum Mae ... 9¢/ Smilax Offi’s “— Citronelia .<..... 60@ TWIiBenega .......... 85 25 60 10 00 15 75 50 20 60 25 90 50 85 50 00 12 40 00 00 Scillae .........: @ 60 Scillae Co. ...... @ 60) Towtan (.......% @ 50) Prunus virg .... 60 Zingiber 12.0.0. g 50) Tinctures PIGOS o.oo ce. 60 Aloes & Myrrh.. 60 Anconitum Nap’sF 50 Anconitum Nap’sR 60 AETMCR 6... e: 50 Asafoetids ...... 50 Atrope Belladonna 60 Auranti Cortex.. 50 BAaroema .......; 50) Benzoin 60 Benzoin Co. 50 Cantharides 1 Capsicum ....... 50 Cardamon ...... 16 Cardamon Co. .. 76 Cassia Acutifol 50 Cassia Acutifol Co 60 Castor .......... 1 00 Catechu ......... 50 Cinchona .......: 50 Cinchona Co. 60 Columbia ....... 50 Cubebae ........ 50 Digitalig ........ 50 WMrgot .2......... 50 Ferri Chloridum 35 Gentian ......... 50 Gentian Co. 60 G@uigea .......... 50 Guiaca ammon.. 60 Hyoscyamus 50 Iodine 73 Iodine, 75 Kino 50 Lobelia 50 Myrrh 60 Nux Vomica 50 pil 1 25 Opil, camphorated 1 00 Opil, deodorized 2 00 @Quaassia ......4.. 50 mhnatany .. ..... 50 RHCE f......c0600 60 ‘Sanguinaria 50 Serpentaria ..... 50 Stromonium 60 Tolutan 60 Valerian ..... 50 Veratrum Veride 50 Gisgiber .......;. 60 Miscellaneous Aether, Spts Nit 3f 30 36 Aether, Spts Nit 4f 34 " Alumen, grd po 7 oo 60 Annatto . seer eeeee Antimonl, po . a Antimoni et po - 40 , Antifebrin ....... @ i Antjpyciz Argenti Nitras ‘oz 6 rs Arsenicum ...... 10 12): Balm Gilead buds 60@ 65 Bismuth S N ...1 65@1 * Calcium Chlor, 1s $ Calcium Chlor, %s 10 Calcium Chlor, 4s @ 12 Cuntharides, Rus. @ 90 Capsici Fruc’s af @ 20 Capsici Fruc’s po @ 22 Cap’i Fruc’s B po @ 16 Carmine, No. 40 @4 26 Carphyllus ...... 20@ 22 Cassia x ructus .. @ 85 Cataceum @ 85 Centraria @ 10 Cera Alba 50@ 55 Cera Flava 40@ 42 @racus: | ........; 30@ 35 Qhioroform ..... 34@ Chloral Hyd Crss 1 35@1 60 MUPHI 62. o.. @ 40; Rubia Tinctorum 12@ 14| Vanilla ..........9 0@ Lycopodium 70@ 76|Saccharum La’s 18@ 20|Zinci Sulph ... %T@ 4 Macia 8... so 1@| Salacin = .......-- 4 re 16 Olis Magnesia, Sulph... 3@ 6/|Sanguis Drac’s 50 bbl. gal. | Magnesia, oe. bbl @ie% |Sano, G@ ... ..... ". 15| Lard, extra ..... 85 * aorta S. ¥, CO@ iSapa, M ........ 10@ 1%] Lard, No. 1 ..... 809 65 Pe ealsen gsc. ‘2 65@2 85 SAO, Wo ccnee-s %@ 16| Linseed, pure raw “3 ; oe SP&W 2 90@8 15/ Seidlitz Mixture 20@ 22) Linseed, boiled . 4 orphia, SNYQ : 90@3 15|Sinapis .......... 18| Neat’s-foot, w str 65@ 1? co Mal. ..2 90@3 15] Sinapis, opt. .. $ $v|Spts. Turpentine ..Marke Hocchus Canton.. @ 40|Snu Maccaboy, Whale, winter oe z lye No. 1. 25@ DeVoes ......- @ 61 Paints ux Vomica po 15 @ 10| Snuff, S’h DeVo's @ 61/Green, Paris gang Wea Sepia ......5.2. 385@ 40) Soda, Boras -»- 6@ 10) Green, Pentenden % Pepsin ae H& Soda, Boras, po.. 6@ 10|Lead, red ....... 1% ee = NN @1 00 a _ ae 28 oe TT pies 4 : oda, MI cc cua 2; Ochre, ye er... sce i- a 3 S com. iia 4 7 6| Ochre, yel a 7 tue tee oda, Sh 4.4.5, oy 4| Putty, commer’ Ws eg Lig. pints.. @ 60|Soda, Sulphas @ 2/Putty, strictly ” ie a 3 il Hydrarg po 80 g 60 Spts. Cologne @2 60|Red Venetian 8 Piper Alba po 35 80|Spts, Ether Co. 50@ 55/Shaker Prep’d 1 %s 1 35 Piper Nigra po 22 g 18|Spts. Myrcia .... 9. 60} Vermilion, Eng. tog ts Pix Burgum 8|Spts. Vini Rect bbl Vermilion Prime Plumbi Acet .... t00 15| Spts. Vi'l Rect % b g American .. 13 16 Pulvis Ip’cet Opil 1 830@1 60/Spts, Vil R’t 10 gl @ Whiting Gilders’ 95 Pyrenthrum, bxs. H Spts, Vii R’t 5 gl @ Whit’g Paris Am’r 1 25 ‘& PD Co. doz. 3 18 | Strychnia, ow" 1 10@1 80| Whit'g Paris Eng. Pyrenthrum, pv. 26@ %|Sulphur Sub! . 2K 4| cliff ........... 1 40 Quassiae ........ 8 10} Sulphur, Roll .-24%4@ 3%| Whiting, white S’n ww @Quing N.Y. ..... 17@ 27|Tamarinds ....... 8@ 10 Varnishes Quina, S Ger ..... 17 27|Terebenth Venice 28 80| Extra Turp_....1 60@1 70 Quina, § P & W..17@ 271 Thebrromae ...... 50m 55! No. 1 Turp Coachl 10@1 20 oF Gr Grand Rapids Stationery Co. HAMMOCKS ORTING GOODS FIRE WORKS AND SCHOOL SUPPLIES 134-136 E. Fulton St. Leonard Bidg. and Rapids, Michigan ‘Tradesman Company Engravers and Printers Grand Rapids, Mich.) A New Departure We are agents for the Walrus Soda Fountains And All the Necessary Apparatus We are prepared to show cuts of styles and furnish prices that are right for the goods furnished. *%& we we vt Please talk with us direct for particulars and general se Fe SH HF KH information. our travelers or write Chloro’m Squibbs @ 90 Chondrus ......: 20@ 25 Cinchonid’e Germ 38@ 48 Cinchonidine P-W 38@ 48 Cocaine «........; 2 80@3 v0 Corks list, less 75% Creosotum ...... 45 Oreta ..... bbl. 75 2 Creta, prep. 6 Creta, precip 9 il Creta, Rubra ... @ & Cudbear <:.......: @ 2% Cupri Sulph ..... 8@ 10 Dextrine ........ 7@ 106 Emery, all Nos.. @ 8 Emery, po ole @ 6&8 Ergota ..... po 65 60@ 65 Ether Sulph .... 35@ 40 Flake White .... 12@ 165 Gaile 2.0.6... cece 80 Gambler ......... 8 9 Gelatin, Cooper.. @ 60 Gelatin, French... 35@ 60 Glassware, fit boo 75% Less than box 70% Glue, brown .... 11@ 18 Glue, white ..... 15@ 26 Glycerina ........ “S 24 Grana Paradisi 25 Humulus ........ 35@ 60 ydrarg Ammo’'l @1 12 Hydrarg Ch.. @ 87 Hydrarg Ch Cor. @ 87 Hydrarg Ox Ru’m @ 97 Hydrarg Ungue’m “— 60 Hydrargyrum .. 16 Ichthyobolia, Am. 90@1 ov Indigo sccccces. GGQRT © ladies, Resubi 3 85@8 90 Iodoform ........3 90@4 00 Liquor e Tod... Hytirarg 6 Liq Potase Arsinit 1 13 Hazeltine & Perkins Drug Co. Grand Rapids, Mich. ew eres se ae ea De ee eee eee ee ee % a “Pe SRA aE VEN pam HN Re The OCERY | MICH se I ; and are i quotati PR GA : ein ions ar Cc N liabl tended € car C T | — to change = be oe cobinbegnl URR RA DE eens soneeoeee ee SMAN ate of pu : nd count going ithin nix A rchase. ry mercha O press P hours of : 3 aprieg a nts will 7a rices, ho mailing, - Ch eat sieges Flo e their wever Ameri HEWIN ‘ ees Oo ur ord , are|/B can G pril e at e e G 7 Smoked H s rs filled at ene a on oe , 1909 ams D Best P a aks ce 65! pr, mily C ECLINE Best sheen ee ene Bg | Fancy is ‘ookie 5 D Black Lo eee 55 | Fig Ca lager Water 8 Bie 3A | boxes. . 45| Fru ke A Wafer D = eee 00 = it Nut eotes ae RIED FR Index to M Long wiasik'oete' Frosted Cream pve | Bvapora Appice uca om . Perf 55 | Flu aA Sinees Cun. ated B arkets Hop — ae f 100 Grace ao ae 3 | Califo 2 @93 y Colum: Se oaseeick ce se 55 Ginger a Ba ..12 rnia . cots e 9 a 1 Bul c a 65 Graham Gems, Iced. a a 10@12 eee n ’ e eee ee ne Red. oe 56 Gace Nut ckers .... 5 |mmpa Oca a A Col 12 oz C AMMONIA 9 Hagle a Seas Ginger Snaps 7 o feist eg @17 —: or a RE HF ean i a So opis: -- S Grease ..........: 1 ‘AXLE 2 doz. bo oz. | C eos eteteeeenees 7 Hippodrome B Baars “ soe A Paci’ ' : + 1 lib. w GREASE tg 1b Oysters BORE eevee ee eeeeeees i | Honey Cake Bor = 8 range America 7% B ed Bean 1Ib —s — : ata — w cero 7| Honey ingers, | B. ae cl a Bath Brick sosse s¥4ib. inboxes, 3 a 8 00 ye Mb. 8 1 pd 9b German 'S QCOLATE 6 Honey Jumbles As. Ice . crite, COE aie Broo: oT ee 1 . pai oxes oz. 2 Plums P. 1 1 85 remiu weet & Co.’ H ney Fl iy . “gut oon own Secu Fe 1 15Ib ails, , 2 doz 35 : oo. @1 Cara ee ’s Touseh — ican os C a TOWN |... ; ee 25tb. pail per a 20 MUM eee esse ees Woes old 2 12 aa scat Ps 75 Bruties oe eseseeses . : : ih bails, ed doz. -.21 00 Marrowfat hg 00@2 50 Premiums ee sees - Teed. Hone Gooicies * te ‘ ¥remio Creé +16 Winter Wileat Bre 27 50 Stee sie eee aaes Rial tune wa a 3 00; C India “hoop Standard ...... 2 lolva _ Cream mixed 14 Sie, wit Sree Blac, us mee eee See Ge ee ris Greasn Bon one 1 Suttalo prcscoge Feed 33 00 iy Si 40 Yost 1 - Acme, 30 cl Cy 4 00 ‘TOBACCO 42 |o-wire, Cable ae : = Gypsy pp AP Pails eeas We Whe... 3 Gime 95 bara 000): ‘A Fi Ceuar, all red, brass .. 4e| Coca Bon Bons 2...” Wykes & Co peat ttt 3 00| Ac TS .eeeeee 4 00/| Cad ne Cut ty OM Fok, CERAM «<5 oe on Bons yaaa : asi me, 100 adillac ..... Maper, idureka .. 3 un | fudge S UB Linseed Meal ae Hogs, ane ae a Big eo eta a 25|Sweet Loma i era 54 ie, se i. Vearad ee pei raga 67 pha emg zy bu co ee. et eee ae Soe “5 80 Te 61D. pails... a awoot omens : sugared. Peanuts a Me Sureite (oars, W | chee; ea, See. Marseilles, 100 al AMY oe. 4 es dardwood .......+++- as ajted Pb os ee ee tte oo | Sheep, per bundle .. 0 Marseilles, 100 one 4 OO Pa Car noes case. $6 [softwood ......... de = wiatiedt iiees Ledeee 12 isrewel qorains a 26 v0 |" Uncolored oS Marscilice, ula tone 00| Prairie Rose . ee Banquet .....-00- +: #79) san Blas Goeae 1% il ond Dairy eed za vu Solid oie... 10 O12 a. Or risle et 2.10} Protection | TAME eo ciccice cae : se Lozenges, an daaes is iiahie _ Oats Country Rolls ..104@16 Good Cheer y Sweet Burley i Traps see Lozenges, pri cere lo Pere jE eT Dec ces 58 | Go Peer Meats 6%|Old Country ......... < 2 oe = mone, wood, z holes 22 Champion Ree ee ROR oes g|{ Corned weef, 2 Ib.....% hpi JE oly PR aa cue “oad 4 bole. @lea Co “a Corn G@ocned Beef 1 inl... 2 50 la owders Red Cros g Mouse, wood, 6 es.. 42| iureka C colates ...14 hog ee Lap ee utz Bros. & Co. Ip. So. 3 , wood, 6 holes.. 70 Chocolates ee eee eee cea ‘ ef, Sno mG 4... ---81 [Mdouse, tin, (0) Quintet roe elb N 73 | Roast. beef r » Gold. Duet a woe | 4 eatin... .. 35 |iat, wood . no 2 Champion y otetegy pa 14 No. 1 timothy carlots 10 90| Potted ham %s | Gla Dee. ee a Mee... Tt a me meg” o. 1 timothy ton lots as Potted ham, %s isialive "og yy ....4 00| Battle Ax Ose 35 waa i kemon Goue « HER Pea ta 8 Peadias " °'''3 go| American Eagle ....... 37 zu-in, Standard, No. 1 8 76 Huperiala 2°... 10 Sage ee ee oe fa pe te = Seanina once ner 3 75 aan Navy ....... = i3-in. Standard, No. 37 48) dial. Cream Upe edcae pk ODS) 606245. ..-- a gs Potted tongue, 4s sane 50 Babbitt’s i776 weieucececte ae pect mos ia 7 l6-in. Standard. Ne ae io ital, Cream ne WE ccccka ert Nee ces SS Potted tongue, %s 1... 86 | Roseine ce Nobby noe a a lice Came ys Ble Watiies +--+ 18 SS ae wees yin Cleese ceeccaaa ; Wint .... 8-in. Cable, N Pee tad toe eee wauian een oon . 1 @ ES cee ee ee Say cs len Genes let ee Gow ream 36 ta a ADISH | Japan oie te 1% ee, +3 80 Ole Mamy ........... 3s No. i Bibra ... wooed 26 a 13 LLY Me Broken ...--..:- % oars ns oo Ore ar ssnay No. 2 Fibre ee - Old Vamkiccea ta Bawne oy SS an 2 SALAD DRESSING a. a vere (lc Woe too 33 No. 3 Fibre ........ “= @ | es Kia ned Moias- 18 ib. pails, per pail .. 65 Pictiesay % pint . 2 y5| Nine O'clock x sheng 38 +e ale ga ea. ba Washboards -++8 29) Orange cae +e pe ee) eee nee 1 -11+2 25|Rub-No-More .......-3 761 5 nee: a oe Oe 2 5y|Lemon Sours ....... 59 LICORICE Durkee’s, large, 1 doz. 4 5 Ore .........8 76| Honey Dip Twist ..... DM ses eeea SO| Sin peeking ut die - 60 Pure Peccr cl aan 6m Scouring Black Standard ....... 40 |wouble Acme ....+:.. i% Fashioned Hore- 4 eee aes ae agi F, 2 doz. 5 25|_ Hnoch M Cad ard ....... 40 e Acme ....... 2 76| ,, Bound . sda ig ag a 30| Snider» large,'1 “ organ’s Sons, |Godillac ........ single Acme --2 78) d drops ...... Eggs ee sees 49 Snider’s small, 2 doz 2 26 | Sapolte, Enif gro. lois 4 60 Orgs cas gcesessecleiS4e- [Sing “Peertess!° 100.4 29| Champion Choc. Drps 66 a RAT Se Hee A Bie eerless .... "a patie s i: WATCHES yi Packed 60 ae 7. a ae sna boxes.. 225 Genk Hats ees ele as 3 Northern Queen ets ca i, M: Gan ne. 10 C. D, Crittenden Co ed 6) Ibs. in box. || Seve Manufacturing Colsweet Commins 36 able DGpIee .......8 00] nee eee : Noiseless ‘Li ; Deland’s nufacturing Co Smoki Good Luc eoned Tera O. 12 .--- ek p ...4 ANG’S -.sseeeeeees Se s ng FOC HOM co cce cs iaeese y Bitter Swee seek lu Ne OLAssEs” a _~. Cow lll. 3 13 goer i ae 5 atc. pce e tue g 34 ee We a 3 a3 Briliiant yon ree co a) —té«dW Aye, 168 Me i 8 iGltwa a UO i. _ Windo . . . Fancy Upen Kettle. Wyandotte, 100 3 SODA ere 8.5... 3 oT De Sires Seis P ettle 4 %s 3 00| Boxes Bambo -26 a5) osenees oc. Gace “a SOD fe oe 3 Suidgice acs ..5%1T X L% 1G om. ...... 25 Losenges, piain 4kceeeGe. gee estes: “ eae” DIS, ....- 85 ng ish Del eueee pay Ls £, a Sees ula, 27 imperials printed ....6 SATS ... %£|Granulated, 100 Ibs cs. 1 00 Wh =F Honey oz. pails ..31 _’ Wood Bowls Mowdes - 60 Half barrels 2c extr zu] Lump, bbls. . Allspi ote oo ete 40 in. Butter o.|Cream Bar .... sees 66 tine s 2c extra Lump, 145 Ib. pa ae 80 SPICE .2...00-- sense 10} Fi Pe 3... 40 i Buiter |. 1 20 am Bar ....sseee 60 Per case - ent SA A a. peta China in mats. 12 a. teeteeseneees 40 he in Butter. ‘— i tana lage t Bar 60 were esereeses ASS 9 : eee ca in. “4 a . 80 MUSTARD a” i Common Grades Pi ae i. ‘ican Drie... 33 |19 in. Butter ......... 5 oo | Cream Wane ups “eo % Tb., 6 Ib. box 1 00 3 Ib. sacks ....... 2 25 | Cassia, ao bund. 28|Duke’s Mixture -1). 7! 91 |Assorted, 13 15-17 ....2 30 String Rock ne oo. 8| 60 5 Ib. sacks .....-.. pias Ee iy broken. 46} Duke’s Gi Use 4... .. 49 |Assorted, 15-17-19 -+++2 $9) Wintergreen Berries os Bulk, 1 gal bees 1 ei £0 z 10% 1D. sacks pe aoa pole haloey rolls, = Myrtle a eee a. ‘4 cont RAPPING PAPER Olu Time Geman i 4 ulk, 2 gal. kegs 1 36 - BACKS ....++-4-- Gia fuser |... um Yum, 1% oz... on straw ....- 14%, | Buster Bro Bulk, 6 gal. k & @1 45| 28 tb. sacks . ves, aa (O) qei¥am, ¥ % OZ. .... Fibre Manila, white.. 2% | UP- wn Good 8 50 ite )| # Waaw Nidee lc. um, 1Ib. Fibr rae ite.. 2%| <2 to-date Asstm’ ae Warea Tac® ...+- se eeeeeeeeee i Cr pails 40 ibre Manil Stri m’t 3 75 ceporegges fe aa eee 76/56 Ib. dairy in drill bags 40 Nutmegs, 75-80 ue s Gorn Cake, age tt 3g |No. 1 Tania colored ” ay Ten Strike me Fa oo a lg co} 28 Mb. dairy in crill bags 20 png 105-10 ...... 26|Corn Cake, . OF os 96 |Cream Manila Se eo Strike - oo oe .4 60 Solar Rock nates 115-20 Die we ee 39 |Butcher’s Manila ....... 2% | Sortment’ a a. ee ee 700/56 Ib, sacks .......... 24 epper, Singapore, blk. 15| Plow Boy, 2 Of... .. 39 | Wax Butter, short c’nt 13 acne aa” 16 fest +++ 90 Common Pepper, Singp. white.. 25|Feerless, $ % o2....139 |Wax Butter, full count 20 sit... -18 00 Stuited. OZ, i..5.... "4 45 | Granulated, fine Pepper, shot .. : Peerle pe Om... 2, 35 | Wax Butter, roll Pop Corn 10 og. gseeees 2 40|Medium, fine .......-- > pare Grcuda in Ga 17) air less, 1% a 39 YEAST Ca Centers Oe esse ae Clay, No. 216 Ss SALT FISH Pri Saeeaipi tap Nace leet ee 36 |Magic, 3 doz. ..... cca 1 ag i 5c pkg. cs 3 50 oe. Be per box 1 36 La Gaia bee 14| Country Chip 21020273 30 | Sunlight, 3 doz. a en Balls 200s 1 35 Glay, T."D., full count 69/Large whele et (oo cee Bl torex-S00x aaa 9 2G, s*-<* ign Be eee “pickles 90|Smail whole .... @ 6% Cloves, Zanzibar ... . 2 Good Indian .... oe x1east Foam, 3 doz....1 15 OR May TOW ces saeens 3 60 = LES Strips or bricks ..744@10% Ginger, African ....... ig | Self Binder 160z ‘25 |Yeast Cream, 3 doz. *21 00 Cough Dro hae deer eat Poleek .......- $8 | Ginger, Cochin sititt 7g| Silver Foam soa sar alen|¥eant Voum. 1% Gin: S8l Senta” Menthol -..1 00 Half bbls.” 600 unt --§ 09) strips _, Heaibat a ig Jamaica ...... 25 Rocet ents irae ae FRESH FISH Smith Bros. ........1 Halt bbls, 1200. Strips ssc) 1 [Mustard (00... a mT WINE $3 | whitenah, Jumbo .---18 Almonds, “Tarragona PLAYING ao 50 ao Herring a Singapore, bik. 17 ‘an 3 ply 20 Whitefish, No, 1 ee? | Almonds, “aa. 16 Dec ecne se e oO ecccecese ee ; 7**s wo BINS SERE |G He Shy elgg ESEEY Seperate: ae sGe Ely nna [Beene occ a ae game ne € 8 1 p. %bls. 4 gd Duele eR ann 6 pie ee ees eae aaa ots ges Be, 92 over, soam'd 1 60 Norwegian a+ 50@8 25/8889 sane Hemp, @ ply cggccccceodg | BMG coon 1g | Pliberts 37000200 . HOU oe AD cee Wool 1 ih hella ive Lobs pe Co Me 4 le 98 Golf, satin fin. “2 ov Round, 400 Tbs. * 3 75| Kingsford, pe ng m ED TeUe an--+- Boiled oe oe Walnuts soft’ shell 18g BS GS pee cccet Blea oe A, & oo ler ces ye ees cee i | Walhnes Siasbot og ASH hh eel aa , Col ’ ne 80gr ii Me se caus, ‘ > uts, fancy ser Pg iy gh 4 Gloss ure Cider, B & B ie : ddeececenwes 12 |Pecans, Med. im Babbitt’ case . 1, 100 Ibs.......-. 7 5d Pure Cider, Robinson EIKO «++: i Pecans, ex. large . Ha naa ownnee oA ONG. Bo Bi eos B3|suver ciowse40 tips, 1x | its Taablnson “iby | Pere goose Pecans: ox large. Git . ’ Ee eeae i '° s eagle ‘ T it » ae Mess, Barreled Pork No. 1, 6 ta oo OS oe ae ee ee oes noe cas ae co yp iaamanae 19 001M _ ; ot oe eee ee 0 MGROECL foc. sosc ee ; Caummaele oo. ac er ee er Mie ee ea 48 1m. packages ..... 6 |No. 3 der graeme 002.88 a 9 |Chestnuts, New ‘Yori Bhort Cut Clear . “s Mees. 10 Ibs. .......-: 0\16 5tb, packages .. No. 3 per gross ...... ACK) nn res sess 4 25 State, per bu. . Bea: t Clear ..... Mess, 8 Ibs. je eee eee ee < 12 6b. pac es eee t% A on IE al fooled Boeing vas aea « Shaiad ee i Sac ce aisles 50Ib. kag coves e eueiaed Ss Brisket, Clear age ead meses poxeYRUPS tina SO ‘ HIDES AND BELTS” Spenish Evenete t Oi on Mea No. ie ina FOR acne noae es 10 des Walnut Halves .. a ee a 16 00|No 4 1 igi bark co aoa eee ee eg 9 |Filbert. Meats ae 27 i 8. P. ry Sait ‘heise > Whitefis 7. 125|Half barrels .......-.: $1; Splint, lar mpareen NO. & .«-cseeese: g |Alicante ‘Almonds — E allies 6.2.0.4. whitefish 20Ib. cans % én i dak ate gas 33 Splint, sh > . sores bo i dea es eeees 10% | Jordan Almonds .. eff k Bellew a cages’ 100 Ibs. ... 9.2 Fam |10Ip. cans % ds. in cs. 2 10/Splint, smal Sle wen, Wet 9% Peanuts i orts Glear ..11%| 50 Ibs. wececeee9 75 83 50| BID. cans 2 ds. cs. 1 95] Willow, Clothes, 2.2 Calfskin, green, No. 1 12 Fancy H. P. § viscse 6 26 2 90(9%6%D. cans in os. 3 18| Willow, Cloth large 8 25 skin, green, No. 2 10% eS ca uns 5 6 i la 3 és. in os. 3 lw , es, me’'m 7 25 Galfskin cured, No. i 13 | Choi ee . | tnow, Clothes, small 6 2% Calfskin, cured, No. 2 11 ce, H. P. Jum- 4 . MY DO ae ets Cee oa ones paratively inexpensive Cuts out your exact profit from every cheese 6c size «=P 1120%t ee. 1 60 hn a of die ve ee i Adds to appearance ns 1 35 aS A eer $ method of sellin ; of store and increases cheese trade %Ib. ce Cotton Victor are Ppa - — ‘garcons Piet 110) Rapids an nspect the Manufactured only by goz. cans 1 9 . . th h tal re- ee. 1 35) line personally, write for rough a Catalogue, re i um. ome OO ton 1 60| quotations. The American Computing Co. duces costs. 701-705 Indiana Ave. Indianapolis, Ind. y%1b. cans 3 75 Cotton Windsor SOAP . otto s -_ one 8 set |... 8... 1 80/ Beaver Soap Co.’s Brands 2 sip. cans 18 06 / , We sell to merchants 5Ib. cans 21 50 BLUING a Buckwheat | : 1 35 i We 1 65 Ask for current cata Galvanized Wire logue. was No. 20, each 100ft. long 1 96! ONDER, Just what the name indicates. We © No. 19, each 100ft. long 2 10 furnish the pure, strong buckwheat COFFEE 100 cakes, .arge size..6 50 flavor. We manufacture pbuck- 50 cakes, large size..3 25 i Roasted S00 wakes, ceaall ga ae wheat by the old fashioned stone Dwinell-Wright Co.’s B’ds.} 59 cakes, small size..1 95 B tl B th method, thus retaining all the Troficemen's Co’ tent uuer rormers buckwheat taste. Insist on get- ting Wizard Buckwheat Flour. New York Send us your buckwheat grain; we pay highest market price. Cc. P. Biluing Chicago = St. Louis | a Mj i Grand Rapids Grain & Milling Co. Small size, 1 doz. box.. Large size, 1 doz. box..75 | Black Hawk, one box 2 50 oe a oo CIGARS re ee, Black Hawk, five bxs 2 40 . i Johnson Cigar Co.’s Brand CO 455 oe uc 2 25 | * | ]) MRS Nord. large 8 White House, l1Ibh........... e - White House, 2ib..-- oo. Excelsior, M : pees 8. C. W., 1,000 lots ....s1| Bxccsior, M & J. 1b...... a S e O O ea POTtaNA .........2.60 33iTip Top, M & J. 1d...... Evening Press .......... 32 oe kag ate ao oya. ava a eee PERSO og cae cs 32 Java and Mocha Blend... Worden Grocer Co. brand!| Boston Combination ...... Ben Hur : ee ae - par ag Use Of d Y b bl Permection ..,......-5625. 5;Grocer Co., Gran apids. oo rinting: ou can roba Perfection Extras ...... s — Gerace aS a g p g p y . eke tice 22 oe ee ® answer that ina minute when you com- : Standard .............0 35 rk, Durand & Co.. Bat- d eee paca stots a5/tie" Greek; Fielbach Co. pare good printing with poor. You know Penatelins, miene Scheer = a. ; g Pp c Pp : : Panatellas, OOK osesces , : : : : i Jockey Club ............ oe ete Tradesman the satisfaction of sending out printed ‘ COCOANUT oo TACKLE - i Baker's Brazil Shredded] ‘0 1 Nh cresrtsreseese & matter that is neat, ship-shape and up- , ne aoe 10 2 im... sees ee $ ; : i ——- oc. to-date in appearance. You know how it ; a Y he 15 ; : : bey TTS ( impresses you when you receive it from poet &! Be ek 20 oupon Pp y y : ene “es te some one else. It has the same effect on ; hae 1, " — bee eee eee : g oO. > i eeeen ene ees BOCOANU a ee ee your customers, Let us show you what + Coen OMe No. 5, 16 feet .......... 11 oe : fanhinBaker I No. 6, 15 feet 2.2... ae we can do by a judicious admixture of se % oe sete ceeeee * 00 S o. 8, Pe 23... . ak. ie ber cae 200 NO. 8 15 fot 222: 20 brains and type. Let us help you with 85 _: ng _ naa ; 4 Linen Lines 8 | Ge ee bor cose eee Small weno ssesenneoee se your printing. PRON MEATS pong S, a ee Beef CAPORGS 5 ons sn ee 7%@ 9% Poles Hindquarters ....8 @10%| Bamboo, 14 ft., per doz. 55 Made by Loins 9 @14 | Bamboo, 16 ft., per doz. 60 Rounds --7 @ §%| Bamboo, 18 ft., per doz. 80 ra e S ma n 0 m pa ni y Plates ‘ g 5% GELATINE WEE = ncssscneorve 5 Cox's, 1 doz, Large ..1 86 Pork Cox's, 1. doz. Small “1 00 Tradesman Company G d R ° i Knox’s Sparkling, doz. . i Dressed “1.211... @ 8” |Knox's Sparkling, gr. 14 00/ Grand Rapids, Mich. ran apids Boston Butts ... @10 Nelson ts = Sore +68 si> 0 1 60 Shoulders ....... @ 9%|Knox’s Acidu’d. doz.|..1 25 Leaf Lard ...... GMIO% 1 GRTOME .w once eee r Pork Trimmings @ 8%'Plymouth Rock ....,..1 *§ April 7, 1909 Adverusciments imserted under this head for two cents St COMTNUOUS MICHIGAN TRADESMAN BUSINESS-WANTS DEPARTMENT inseruon. 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—Meat and grocery business, established for seventeen years. Doing a cash business of $700 per week. Low rent. Can get lease. Will reduce stock to about $1,500. A chance of a lifetime. Geo. B. Monroe, 37 Parkwood Ave., Grand Rapids, Mich. Cit. Phone 9425, 504 If you want to sell or exchange your business or real estate, send me _ de- scription. I make exchanges a specialty. I. Godfrey, Cedar Rapids, lowa. 503 Drug Store For Sale—Largest stock, best location in Goshen, Indiana. Drugs, sundries, photographic material, large soda fountain. Big snap. Kesler & Stauf- fer, Goshen, Indiana. 2 For Rent—Or will sell on easy terms, hotel centrally located in one of the finest cities in Central Michigan of about 2,500 inhabitants. Is a wooden building, but has more patronage than any hotel in the city, without the aid of a saloon. Has furnace and electric lights. Address Pacal Baim Co., St. Louis, Mich. 501 Guaranteed a good bargain in real es- tate at Crystal Springs, Miss. Address P. O. Box 6b, 500 20,000 2 to 3 in, 6% ft. round red cedar posts, f. 0. b., 25¢ rate. 6e per post. RK. G. Buchanan, Lavergne, Tenn. 499 For Sale—Tin and pump shop, doing good business, and 5-room_ residence. Ward H. Parker, Fairview, Kan. 498 For Sale—-Drug store; stock $4,500, fix- tures, $1,800 cash; store building with 5 living rooms in rear; centrally located; worth $5,000; will’ sell to suit, or rent; the town of Tucumcari, N. M., is 6 years old; county seat; has 3 railroads, electric lights, water system, good schools and churches; population 4,000; country thick- ly settled; just place for man or woman who has weak lungs; two other drug stores; this store established six years ago; five years in hands of present own- er; reason for selling, other interests. Tucumcari is situated on main line of C. RoE & Bo OR: K:, 300 miles n. e. of Ei Paso, Texas, and 700 miles s. e. of Kan- sas City. Address Pioneer Drug Store, Tucumcari, N. M. 497 To Exchange—One business lot main street, 300 feet from postoffice Johnson City, county seat, Stanton Co., Kan., for $150 stock patent medicines. Chas. Nor- lin. 496 Building for rent, suitable for millinery or confectionery. Address No. 493, care Michigan Tradesman. 493 Can Use Remnants—Odds and ends in shoes, dry goods, notions, patent medi- cines, hardware. Anything if price is right, cash. Address Chas. Norlin, John- son, Kan. 494 _ A few hundred dollars will start you in business. Just now I know of a few splendid openings for retail stores and ir know something about a line that will pay big profits on a comparatively small investment. Write me_ to-day for full particulars. Edward 8B. Moon, 14 W. Lake St., Chicago. 492 Who has surplus stock shoes to trade for 160 acres of land in Stanton Co., Kan.? Price $1,180. School land good title. Chas. Norlin, Johnson, Kan. 495 A small weekly paper and new printing outfit for sale or rent on easy terms. Ad- dress No. 512, care Michigan Tradesman. ._ For Sale—Country store, well located in one of the best farming sections in Central Michigan. Business well estab- lished. Good reason for selling. about $3,000. Address Box 29, 5, St. Johns, Mich. Wanted—Small stock general mer- chandise in small town. Give description and discount. Address O., care Michigan Tradesman. 510 For Sale—Well-established, good paying agency dealing in timbered lands and country properties with Employment Agency in connection. Price right to cash buyer; poor health reason for sell- ing. Address American Registry Co., Mo- bile, Ala., for full particulars. 509 For Rent—A single or double store- room at Enid, Ok. Suitable for whole- sale or retail. Good location, switch ad- joining. Mrs. Ida Hassler, Enid, . Invoice E. DBD Flathead Indian Reservation, informa- tion, opening, map. Write A. K. Tollef- son, Information Agency, Kalispell, noe Burope sailing, May, June, Visiting four countries. Price $400. No extras. Party limited to five. Address Rev. A. M. _ For Rent—Finest location in Michigan for retail, wholesale or department store, formerly occupied by the Edwards & Chamberlin Hardware Company. Corner, 60x100, three stories and basement. Ad- dress Charles B. Hays, Agent, Kalama- zoo, Mich. 507 $2,000 will buy you a 10 acre tract of Oregon’s choicest fruit lands alreadv set to walnuts, prunes and pears, that will come into bearing in 1911 and be worth $800 per acre. Can you find a2 better investment? Address Itemizer, Dallas, Oregon. We have other bargains in orchard lands. 506 Wanted—A partner for clothing, fur- nishing and men’s and boys’ shoe busi- ness. Trade thoroughly established, elean, new and up-to-date stock. Town of 6,500. Young man preferred. Address No. 489, care Tradesman. 489 Bakery-—Only one in town. Address Box 74, Linesville, Pa. 4 Wanted—To buy cheap for cash, stocks of dry goods, clothing, shoes and men’s furnishings. Kaufer, Milwaukee, Wis. 481 For Sale—One large new peanut roast- er, one Keith credit account system, one Wilmore computing scale. Bargain for anybody needing any of these. Write CG. J. Smith, Mt. Carmel, HI, for nigee. 4 Wanted—Stoek general merchandise, clothing or shoes. Give particulars to size and condition in first letter. W. F. Whipple, Macomb, Ill. 478 For Sale—General store, country town. Old-established stand, Clean stock. Splendid farming country, none better. Will invoice about $4,000. For informa- tion address Box 150, Flat Rock, Ind. Shelby Co. 477 For Sale—A stock of groceries and crockery in a brick store on the main street of a growing city. Will invoice about $8,000. Other lines can be added. Well-established. If interested write to ® ££. Tillman, Pierre, S DB. 476 For Sale—Old-established wall paper, paint and art store, doing prosperous business in town of 15,000; owner seeks change of climate. Cash deal only. Ad- dress 525 S. Broad St., Mankato, _— For choice valley land, prices right, in Pawnee, Hodgeman and adjoining coun- ties, call on or address F. C. Matteson, Burdett, Kan. 474 Wanted—Second-hand refrigerator for meat market. Must have capacity for 1.000 lbs. meat. Address No. 472, care Michigan Tradesman. 472 For “Sale—Suburban grocery and gen- eral merchandise, doing $25 to $30 a day. Suitable for man and wife without other help. Fine chance. Stock will invoice about $1,500. Property must go with it. Store, modern 6-room house attached; good barn and outbuildings; lot 60x135, $5,000. Address F, F. Burton, 226 Hobbs Ave., Joliet, Ill. 471 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- gan. An excellent opportunity for the right party. Address No. 436, care Mich- igan Tradesman. 436 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—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, Mich. 379 For Sale—$700 soda fountain with three tanks in perfect condition, for $200. Twelve foot counter with copper wash basin, $25. Will set it up for expenses if near here. W. I. Benedict, Belding, Mich. 485 For Sale—One 200 book McCaskey ac- Donner, R. 3, Sandusky, Mich. 490 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 into 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. Address No. 190, care Michigan Tradesman 190 G. B. JOHNS & CO. GRAND LEDGE, MICH. Merchandise Brokers and Leading Salesmen and 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. For Sale—Clean drug stock and fix- tures, located in growing town of Le- roy; also double door safe about five feet high; also full platform dray, near- ly new. Frank Smith, Leroy, Mich. 458 For Sale—$5,000 ace high stock gen- eral merchandise in Northern Michigan. Best farming surroundings. "Would take some land. If you want a business that is right, deal with owner. Address G. R., care Tradesman. 484 For Sale—Two fine general merchand- ise stocks, one a $6,000 and the other $8,000 stock, located in good lively town. Box 14, Cathay, N. D 483 For Sale—Clean $10,000 stock of dry goods. No suits or cloaks. Live Michi- gan city of 3,000. Good reasons for sell- ing and good chance for live man. Ad- dress D. L. A., care Tradesman. 460 For Sale—Stock of general merchandise of about $6,000. Well established busi- ness in good hustling town of 500 in- habitants, surrounded by first-class farm- ing community. Address X., care Michi- gan Tradesman. 457 For Sale—Wholesale notion wagon, good condition. Would make good retau grocery wagon. A bargain. W. L. Stoa dard, Eaton Rapids, Mich. 465 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 choice brewery Brewery making ex- cellent product. Should pay big _ divi- dends. Don’t fail to write. E. Reyn- olds, Box 636, Butte, Mont. 463 Must sacrifice some stock at half price. “Wanted—To buy for cash, good shoe stock. Address M. J. O., care ea 45 For Sale—Bakery enjoying fine busi- ness, cheap for cash. Reason for séll- ing, illness of proprietor. Address 229 Western Ave., Muskegon, Mich. 65 For Sale—For only $3,500, a_ well equipped canning factory, located in the heart of Southern Michigan fruit belt; write for particulars. W. E. Stedman, Fennville, Mich. 464 Will Make You Well stone remedy. There is no better gall stone medicine made. Removes. gall stones in 24 hours without pain. Price $5. Address J. J. Bucheger, 425 17th St., Milwaukee, Wis. 446 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. 71 That’s my gall Wanted—Second-hand grocer’s refrigerator. Give size, make and price. Address No. 408, care Tradesman. 408 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 St., Grand Rapids, Mich. 404 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 account of sickness. Address No. 364, eare Michigan Tradesman. 364 For Sale—$1,000 takes paying drug store. Write for particulars. C. H. De- Gowin & Co., Cheboygan, Mich. 441 Timber Lands—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 Stores, business places and real estate bought, sold and exchanged. No matter where located, if you want to get in or out of business, address Frank P. Cleve- land, 1261 Adams Express Building, Chi- eago, Til. 125 _ For Sale—240-acre farm; terms easy; town 3 miles, school 1 mile; gravel roads; 220 acres improved; level; no roots or stones; 60 acres clover, yield 7 bushels per acre; two large houses, three large barns, granary, scales, ice house, pig house, stone @ellar, store; water in all buildings; steel windmill, tread power; 220-bbl. tank; tank house; rural route; fenced with 25-wire fencing; orchard; 10 acre maple grove; clay soil. Address T. E. Lewis, Lewiston, _ For Exchange—A clean stock of gen- eral merchandise, will invoice $5,000. Town of 700. Will trade for $2,500 worth of land, balance cash or will exchange A No. 1 land for a stock of goods. I want more goods or more land. Deal with owner. Address No. 486, care Tradesman. 486 For Sale—One self-measuring five bar- rel Bowser oil tank, one Leonard clean- able grocers refrigerator, size 31x5444 x73 inches. One set Standard comput- ing grocers scale. All nearly good as count register, cheap. Address No. 648,/new. Address Nelson Abbott, Moores- care Michigan Tradesman. 648 |town, Mich. 482 se TSE a= BRS SOIT SATIS TC ren sate ES aT SITUATIONS WANTED. Position Wanted—By window trimmer and card writer, with dry goods and clothing house in Indiana, Ohio or South- ern Michigan. F. Bradbury, Wolcott- ville, Ind. ss HELP WANTED. Wanted—Clerk for general store. Must be sober and industrious and have some previous experience. References’ re- quired. Address Store, care Tradesman. ‘Want ‘Ada ‘continued on next page Here Is a Pointer Your advertisement, if placed on this page, would be seen and read by eight thousand of the most progressive merchants in Michigan, Ohio and Indiana. We let- ters from thousands of have testimonial people who have bought, changed properties as sold or ex- the direct result of ad- vertising in this paper. 2 a Pua a Spe RIN apa Tig Slr i ' k S yin ROE TI) OR a ff RR OCR Og OES ENT ITE EE MICHIGAN TRADESMAN April 7, 1909 PROPER STATIONERY. No single item of so little pecuniary value has a more direct bearing upon the standing of any business man or firm than that of the stationery which he uses. There is an opportunity to exhibit artistic taste or the reverse; the quality of the paper may be substantial and capable of making every stroke of typewriter or pen a mark’ that will count for good; or it may be as flimsy as the goods which are sure to be associated with one who will tolerate such a makeshift for writing material. No matter how neatly the penmanship is executed, the work does not look well. Even a signature is made to show up a great- er value by being made upon a good quality of paper. Printed letter heads are much more economical than plain paper and in- dicate at once progressiveness. The man who values his time is quick to appreciate the fact that it is cheaper to have his letter head appropriately set in type and a_ thousand copies made than to spend his energy labori- ously making hieroglyphics with a pen. Then the printed letter head may have a slight “send-off” for the business which would be quite un- pardonable save in the printed form. There is all the difference in the world in how the stationery is select- ed. Restful tints are more pleasing than glaring white or bright shades. Cream, pearl gray and other light tints are preferable to dark ones, be- ing more easily read. Avoid a showy heading. With a good grade of paper, a neat design of moderate size and devoid of the ornate finishing which destroys legi- bility is sure to please; richness with- out ostentation is a good trademark, representing thrift, enterprise and correct taste in all things HOW TO SELL A COCOANUT. That there is nothing new under the sun is possibly felt by no class of tradesmen more keenly than gro- cers; and yet there are new forms in which the old things may be dished up that render them as good as a novelty—better, perhaps, because there is no risk entailed in their pur- chase. When ordering cocoanuts try bringing on a few enclosed in the original outer husk. True, they re- quire more space, but the interest ac- quired through a study of the great fibrous husk which envelops the shell in its native clime and prevents the nut from being shattered into a thou- sand fragments in its fall from the great cocoa palm repays the extra freight. Show some of the shells complete, one with a section of the husk removed; and it will be an im- provement if samples of matting, cordage and other products of the fiber can be shown to awaken an in- terest in the nut. Offer a prize of a nut enclosed in a husk to the child who will prepare the best composition on the cocoanut and its products. If a liberal patron comes in, just suggest to her the fact that the freshly ground nut, which is quickly converted into the most excellent filling for cake, frost- ing or candy, is much nicer than that Prepared and put up in _ packages. While the latter are indispensable to the trade because available at all sea- sons, instead of only for a_ short time, the fresh fruit is both better and cheaper. The proof of this, coupled with the queer protective covering, gives an interest which the usual dis- play of monkey faces fails to solicit. Strive to bring out the entertaining features with the practical and the demand for the nuts will increase ten-fold. oo >a Origin and Development of Yeast Business. It takes 125,000 small cakes and 7,500 pound packages of yeast to leaven the bread of Grand Rapids each month. The small cakes are for family use; the pound packages go to the bakeries. In other days no household was complete in its equipment that did not have a stone jar in the cellarway for yeast. On bake day this jar was drawn upon for a cupful of its con- tents to make the bread dough rise, and before the jar was put away a cup of the soft fresh dough was put into it to become impregnated with the yeast germ for the next bake day. Some times in those good old days the yeast gave out or sour bread was a sure sign that it had lost its vir- tue, and then it was necessary to send to the neighbors for a new supply to serve alike for the day’s baking and as a fresh start for the yeast jar. No doubt this method is still pur- sude in the small towns and rural districts, but when bake day comes in the city the housewife sends to the grocery for a cake of yeast, and this cake of yeast does the business with neatness and dispatch. The yeast cake is of tested potency, always works the same way, and it is rarely that sour bread results if ordinary care is exercised in the making, whereas with the old home made yeast good bread was usually a mat- ter of good luck. The cake of yeast is a small cube of putty-like substance that comes wrap- ped in tin foil. This putty-like sub- stance is fairly loaded with yeast germs. When it is dropped into a cup of tepid water the cake dissolves with evidencies of great activity on the part of the germs. This activity is the awakening of the germs to what they are there for. They find out when they are poured into the bread pan and the flour is added, and they hustle to such a degree that they will go through a big pan of dough in three or four hours. When the germs have done their work the dough is ready for the oven. A bit of this dough could be put away to use to impregnate the next baking, but yeast cakes are cheap and handy, and what’s the use. It may shock some of the good women in the dry counties to know that compressed yeast is a by-product of a distillery, but nevertheless such is the fact. There are three or four concerns selling compressed yeast in this city, but the bulk of the business is han- dled by the Fleischman Compress- ed Yeast Company, of Cincinnati. Fleischman, it may be added, came to this country an immigrant without means and found employment in a distillery. He discovered or invent- ed compressed yeast and from this arose one of Cincinnati’s biggest fortunes. The yeast used to be ship- ped here in bulk to be cut and wrap- ped in tin foil, but now it goes to Detroit in bulk and is distributed from there. This city is one of the important sub-stations, however, as all of Western and Northern Michi- gan is supplied from here. The bak- eries get their yeast in pound pack- ages, and it is stated that with a sin- gle exception all the bakeries in this city use it instead of trying to make their own yeast. ©? >—_____ An Expert Opinion on the Lumber Tariff. By the narrow margin of six votes the House of Representatives has placed itself on record as opposed to placing lumber on the free list. The vote included an amendment offered by Mr. Fordney, striking out the countervailing duty on lumber, and when he offered it he said he did so “with great regret, as it was a meri- torious duty.” And when he voted for it, Mr. Fordney added: “It makes me sweat blood to do this.” The other day the Michigan Tradesman asked James P. Brayton: “What will be the effect upon the lumber business in case the tariff is taken off from lumber?” Mr. Brayton has for forty years been recognized all over the country as one of the most accurately inform- ed and best advisers as to standing timber and manufactured lumber in North America. Indeed, Mr. Brayton has been consulted frequently by our Federal Government as to the con- servation of forests and the establish- ment of National forests: therefore his opinion has exceptional value: “It wouldn’t have any effect to speak of,” said Mr. Brayton, “ex- cept, possibly, upon the lumber in- terests along our Pacific coast. With no tariff on lumber it might be pos- sible for the British Columbia peo- ple to ship cargoes into Oregon and California and cause a decline in prof- its for manufacturers in those States; but this would be more than offset by the market for lumber in the Sas- katchewan and Alberta districts of British America—the greatest gran- ary in the world. They have not the lumber there and just across the line American manufacturers have all sorts of lumber and they ship it into the British possessions. Take last year for example, only four hundred million feet of British lumber was shipped into those provinces as against eight hundred million feet shipped in by American manufactur- ers.” “ec —.--._____ Grand Rapids Retail Grocers As- sociation. A special meeting of the Grand Rapids Retail Grocers’ Association was held last Tuesday evening, at which time some needed changes in the management of the public mar-- ket were discussed. Alderman Struik, who was present, recommended that a certain hour be decided upon at which to Open the market each morning. Alderman Connelly: recommended an entrance fee, which was Seconded by A. L. Smith, It was finally decided, after a long discussion on the subject, to recom- mend that the market be opened at 4 o’clock and that no sales or pur- chases be made before that hour. At the regular monthly meeting of the Association, held last evening, Louis Hoelzley was elected a mem- ber. The Committee on Peddling recom- mended that the license fee for soap peddlers be increased from SI a month and $3 a year, the present schedule, to $3 a month straight. The Ordinance Committee was requested to make diligent effort to secure the adoption of this schedule by the Common Council. The Committee on ‘Weights and Measures recommended that only full bushel and full half bushel pack- ages be used this season, which was adopted. The Committee was re- quested to see that the present or- dinance governing uniform packages be amended so that the retail gro- cers can use berry boxes which come to this market from other states without rendering themselves liable for selling too much or too little fruit in a box. Interesting addresses were made by Walter K. Plumb, M. M. Carland, of Traverse City, and A. R. Bliss, of Muskegon, after which a luncheon was served. —_~~-~.__ A corporation has been formed un- der the style of Doxtator’s Revolving Shelving Co., which will manufacture shelving and furniture with an auth- orized capital stock of $250,000, of which $152,000 has been subscribed and paid in in property. 2. __—_ Detroit—The McKinley Drug Co. has been incorporated to conduct a manufacturing business with an authorized capital stock of $10,000 of which $5,200 has been subscribed, $1,000 being paid in cash and $4,200 in property. —_2-.__ A corporation has been formed un- der the style of the Camera Shop, which has an authorized capital stock of $3,000, of which amount $1,500 has been subscribed and paid in in cash. in BUSINESS CHANCES. For Sale—A small drug stock, new and clean. Will invoice about $600. Will be sold at a bargain. Just right for one who wishes to start a store in a small way. Must be sold at once. Address Druggist, 507 Mack Road, Ann Arbor, Mich. 513 For Sale—$10,000 hardware and plumb- ing stock at Carroll, Iowa. $15,000 hard- ware and implement stock, Sigourney, Ia. $1,400 grocery, Cedar Rapids, Iowa. E. Godfrey, Cedar Rapids, Iowa. 514 For Sale—First-class confectionery store. Only one in town of 4,000. Ad- dress C. R. Gilhams, Sturgis, Mich. 515 For Sale—Only drug store in a thriving village, sales 1908, $7,500. Inventory about $$3,500. No cut rates, Address No. 518, care Michigan Tradesman. 518 Physician—Location wanted in good town where good man is needed. On rail- road preferred. Write Physician, care Tradesman. 517 Clean, up-to-date grocery stock, store building, three lots, barn, ete. Michigan lumbering town with best prospects. 600 inhabitants. Two railroads, three fac- tories, ge farming country. Splendid chance for live business man. Good rea- sors for selling. Address C. C., care Tradesman, . : 516 ‘The 1 Mill That Mills _ |A Short Cut || pixota FLOUR Wee Se obicek of the U.S. sovern. | In the Heart of the Spring Wheat Belt ment spending millions of dollars to dig the Panama Canal connecting the Atlantic | and Pacific Oceans? | | Bee Suet : 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 Tic ae oe Sitorte _cent. and make a profit while some mer- Dayton Scale chants mark their goods for a 25 per cent. | margin and fail? a 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. Proof of this is shown in the great increase in sales and demands for The excellent results women are daily obtaining from the use of these scales. We have an attractive exchange proposition for all users of Bixota Flour is creating confidence in its uniform quality. computing scales of any make who wish to bring their equipment up-to-date. | 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. Moneyweight Scale Co. Red Wing Milling Co. Red Wing, Minn. 58 State Street, Chicago S. A. Potter, Michigan Agent, 859 15th St., Detroit, Mich. | |'Momnacnss: ||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. g 1909 Mitchell Touring Car, 30 H. P., Model K Compare the specifications with other cars around the $1,500 price— Our printing is done with an eye to real any car. a | > Mh ea a. success. We have hundreds of custom | Transmission, Selective Type—3 Speed. ers who have been with us for years and | ! Wheels — 32 x 4. Witect haces tovinches, we seldom lose one when we have had an Color—French gray with red running gear and red upholstering or : si; : Alvcheithiue with black apholetering. opportunity to demonstrate our ability in Body—Metal. Tonneau roomy, seats 3 comfortably and is detachable; this direction. options in place of tonneau are surry body, runabout deck or single rumble seat. h Ignition—Battery and $150 splitdorf magneto. is 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. Trad esm an Com pany Over $11,000,000 of Mitchell cars have been made and sold in the last i Grand Rapids, Michigan 3 seven years. Ask for catalogue. The Mitchell Agency, Grand Rapids At the Adams & Hart Garage 47-49 No. Division St. 9 <1 | = s } Te f i. Eo rh ; . wos SN om a The Sun Never Sets on H=-O HORNBY’S OATS pleases people and has a i'd es lively sale every where—isn’'t Your customers are looking for fish specialties at this | season. Show them Beardsley’s Shredded Codfish! Those that the best guarantee | who buy it now will keep on using it because its fine quality HORNBY’S OATS will will delight them. You can depend on it to win and hold trade. please your customers and In three styles—Cartons for sale from October to May, and Tins and Glass (handy tumbler) for summer months. have a lively sale in your ABSOLUTELY PURE. GUARANTEED UNDER store? THE NATIONAL PURE FOOD LAW. EVERY PACKAGE HAS RED BAND The H-O Company J. W. Beardsley’s Sons Buffalo, N. Y. | NEW YORK CITY, N. Y. Lock The Door 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. Grand Rapids Safe Co. rand Rapide’Mich. fas ipo Se ey ame, mew eR an sg srorm sebalDac SPT: atten Pree: