WLZAR CROSS LAI Qs e8 SSS VIRE G coe ee LWW S LEN y a) ORL EK SOP CoG a Se SERN Ay % Earn aS e SD) Be ASC EET PEG TAA Kae ES 1 BY fd oh ean Pare KOC eRe , OR A ae KW SIO"™ SY Pace 2 MES), ear SE CIPS BOD IVE WLZZZZz->3 A IM aN fe? PUBLISHED WEEKLY © 772 XG =-7@ TRADESMAN COMPANY, PUBLISHERSR—o9 (3) WA PER YEAR ‘45 SESS EOI OMS SSS PDO TOO SU SLA SSO Twenty-Sixth Year GRAND RAPIDS, WEDNESDAY, APRIL 21, 1909 Number 1335 THE CITY OF HAPPINESS A PARTY of youths were pressing forward with eager feet along the road that led out of the mountains into the great world below. They were traveling toward gold and sunshine and fame, spurred on by that mysterious im- pulse which through the ages has ever drawn men and nations westward. And as they journeyed they met an old man, shod with iron, tottering along in the opposite direc- tion. The old man bade them pause for a moment, ques- tioning them as to whither they were going, and the youths answered in one voice, “To the City of Happiness!” The aged pilgrim looked upon them gravely. “I have sought,” he replied feebly, “over the most part _of the world for the city of which you speak. Three such pairs as you see on my feet have I worn out upon this pilgrimage. But all this while I have not found the city. Yestertide I fainted from exhaustion by the roadway, and as I lay there I seemed to hear an angel saying, ‘Behold the City of Happiness lies at every man’s threshhold, and there be no need for him to journey far in its search.’ ‘And so now I am going back, after all these years, to my little mountain home, and, God willing, I shall find there the happy city.” \ Robert Louis Stevenson. 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. Weissue 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 * JOWNEY'S PUTNAM FACTORY, National Candy Co. GRAND RAPIDS, MICH. ReG VU. &. PAT. OFF On account of the Pure Food Law there is a greater demand than oe ee oe ee ever for 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. st ys The Williams Bros. Co. Manufacturers Picklers and Preservers Detroit, Mich. “Gaon bike HORSE-RADISH Put up in self sealing earthenware jars so it will keep. -~ells 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 Every Cake of FLEISCHMANN’S YELLOW LABEL YEAST you sell not only increases your profits, but also gives complete satisfaction to your OUR LABEL patrons. The Fleischmann Co., of Michigan Detroit Office, 111 W. Larned St., Grand Rapids Office, 29 Crescent Av. VOC OU es TRL moan Cleaner. NN Oi dint arid "GOOD GOODS — GOOD PROFITS. alge : ime a , OG tees Sta ieip etna wieo ts easira Be roasts a PST Nee eens OT ae ome . —____ Perhaps It Had a Yellow One. “That Trishman is patriotic.” “How is that?” “He refused to take a street car the other evening because it didn’t have a green lizht.” ——~>-.—___ Thomas Lowrey has opened a gro- cery store at Lake Odessa. The Wor- den Grocer Co. furnished the stock. dean The Grocery Market. Sugar—There is no change in the market, either as to its condition or price. The trade are filled up with sugar, both wholesale and retail, and the demand is therefore very light. The actual consumptive demand is seasonable. Tea—The market rules hizh, al-| though a quiet tone prevails. The demand has become, in a great meas- ure, satisfied, but the advanced prices| still ‘hold and dent that Japans are almost unob- tainable. Iormosas continue firm and the demand in the East is than has been known for years. Con- gous seem to be the only line show- ing full supplies, but even the prices of these are held firm and no devia- tions are made from quotations. Coffee--Rio and Santos grades are| quiet and without chanze. If the coffee duty is abandoned, all of strong coffees will sustain a sharp decline. Mild coffees are steady and in fair demand. Java and Mocha are| unchanged and in moderate demand. Syrups and ‘corn, glucose is without change. Com- pound syrup unchanged in price and the demand has been affected by the hot weather. scarce and unchanged i1 is 1 price. demand takes all the production. Mo-| lasses is dull and prices show no change. Canned Goods—Tomatoes are with-| out particular change. Some Mary- land packers are said to have named future prices for new pack on exactly| the same basis as tha present, there maintained at | that | likelihood of a The corn situa- tion seems more of a puzzling one now than that in tomatoes. It has| been a good seller and it is hard to| understand why the price is not high-| er, as there is practically no stock left} in western packers’ hands. The trade on gallon apples has started, and as supplies are comparatively light, this article will likely be very high during the summer months. The market shows considerable strength. Peach- es and apricots are moving more free- ly into consumption, but as stocks are quite large, it is thought that prices will hold steady throughout the sea- son. would indicate very little change either way. which is All the best grades of salmon continue very strong, while a some- what better feeling is shown in pinks owing to increased demand. The trade are beginning to realize that good pink salmon is comparatively cheap at present prices. Domestic sardines continue firm. Dried provement, and some sales of 3-crown loose have been made during the week at 3%4c, which yields the Cali- fornia holders only about 134c. Such Fruits—Raisins show no im- the shortage is so evi-| greater | grades | Molasses—Notwith- | standing the prevailing high prices of | Sugar syrup is still} The| jigan 5 are unchanged and quiet. Prunes are still weak and unsettled. New prunes can be bought considerably under a 3-cent basis, and old goods are still around below 2c. The demand light. Peaches are unchanged and in fair demand. is Rice--Reports from primary kets note the prevalence there very strong feeling. Offers on good sized lines are to have been turned down, showing the firmness of views held by first hands. Oatmeal—The recent decline is stil! maintained, but as the statistical po- mar- of 2 said sition warrants much higher prices, it is believed that advances will be made in a short time. ~ Cheese—Stocks of all grades. are very light and no new cheese is looked for for about three weeks. There is a fair consumptive demand, considering the high prices. Fish—Cod, hake |unchanged and dull. haddock are Sardines are in | light demand and the feeling is some- what idissolved, and all and the combine packers are now on their own hook again. demand at unchanged prices; demand first hands small. Mackerel is about unchanged and in very light demand. Provisions uncertain since Salmon is in fair from is Smoked meats firm and unchanged. Pure lard is very firm are at t4¢ while is Both grad Dried and barrel pork are advance, compound unchanged. es are in good | demand. beef, canned meats unchanged and in seasonable demand. ——_—_»~--____ A Pioneer Michigan Creamery Man Passed Away. C. M. Stanford, of Manchester, who started the second creamery in Mich- and ran the same successfully for a number of years, passed away | Sunday, April 11, at the ripe old age of 84 years. He is survived by one daughter, Mrs. C. M. Drake, of Phil- adelphia. —_2 +. ____. A corporation has been formed un- der the style of the New Brick Co., which will manufacture and_ sell brick, tile, cement, lime and deal in coal and wood. The company has an authorized capital stock of $30,000, of which $21,300 has $2,000 being paid i: 000 in been subscribed, 1 in cash and $1s, property. ——_.-.—___ The A. M. Todd Co. has put in a supply store on the Campania Farm, near Fennville. The Worden Grocer Co. furnished the stock. -_—-o2->______——_ Hartford Taylor has opened a gro- cery store at Kingsley, having pur- chased his stock of the Lemon & Wheeler Co. a Chas. B. Eddy, dry zoods merchant at Hart, has added a line of groceries’ The Lemon & Wheeler Co. furnished : ae the stock. Prices for raisins are almost un- a precedented. The demand is very} The Doxtator’s Revolving Shelving light, but the large raisin interests Co. has changed its name to the will endeavor to stimulate it by|Doxtator’s Revolving Cased Shelv- holding a “Raisin Day” on Aprilling Co. 30, on which day all dealers will be —nteneeeeliioeieennn expected to push raisins hard. Cur-| Mrs. J. Whitefleet has opened a rants are unchanged and in fair de-| grocery store at Ottawa Beach. The mand. Apricots are scarce, high andj Worden Grocer Co. furnished the in fair demand. Citron, dates and figs | stock. THE SUNSHINE CITY. (Continued from page three.) The new county would undoubtedly 20 “dry” at once, and St. Petersburg would be glad to lose the two saloors she now is obliged to tolerate. For a number of reasons the ad- vocates of county division ‘have’ a strong case, and it is to be hoped that the Legislature now in session will grant their wishes. Tampa is probably no worse than other cities of her kind, but her best friend can not deny that she has some of the “wide open” proclivities to be ex- pected of a seaport city having a large population of workers in cigar factories. St. Petersburg is not seeking the county seat of the new county; in fact, she claimes she does not want it, declaring that the presence of crim- inals and murder trials would be corrupting. Of course she could not possibly get it, for in order to secure the co-operation of the towns in the northern part of the proposed divi- sion, Clearwater must have the coun- ty seat; but St. Petersburg seems to feel that she does not want the stench of so foul a thing in her nostrils. For taking care of her winter visit- ors, St. Petersburg has made quite ample provision in the way of hotels and private boarding houses; further, almost every resident in town seems to have gone into the business of renting out rooms to the tourists. Provision for light housekeeping has been gotten down to a science here, if anywhere in the world, and a great number of little flats of two or three rooms each, and suites of larger size, have been equipped to meet the wants of parties who come here to stay the winter, and who prefer to keep house, as being pleasanter and more econom- ical than boarding. Detached cot- tages of all kinds and sizes are for rent during the season, most of them furnished. Besides all these, many of the tourists own winter homes here. Most of those who _ spend _ their winters here are past middle life, and a remarkable number of fine old faces are to be seen. The great majority of the tourists are solid, substantial people, most of them well fixed finan- cially, but not belonging to the very wealthiest classes. There are rich people here, too, and _ fashionable gowns and other accessories of lux- ury are not lacking, but there are such a body of refined and_ intelligent “common folks,” who put on no airs of any kind, that a person of quite limited means who has to practice the homely economies of life is not made to feel shabby and out of place. One meets Michigan people on every hand. It is thought there are as many here from Michigan as from any one state, with the exception of New York. The observer will see much to in- terest and even much to amuse him in St. Petersburg. As to the lady tour- ists, I think almost every mother’s daughter of them wears, on the street and for all outing purposes, a tourist hat. The advocates-of sensible dress- ing seem to have scored a_ strong MICHIGAN TRADESMAN point in the construction of these hats. They are cool, comfortable, light and easy on the head; in short, all that could be desired in a hat except that some of them, not all, lack entirely the two qualities which are usually considered indispensable in women’s headgear—style and beau- ty. How do all the tourists their time? may be asked. In St. Petersburg the paramount amusement fishing. However, this is so. large a subject that it must be left for another article. put in is The tourists also go “clamming” and “shelling.” When the tide is out and the weather is cool is a good time to go for Sunset Clams, so call- ed because the shells are streaked with dark rays. You go well out on the sand and look for the “track,” a tiny hole shaped like a keyhole, and a sure indicator that a clam—perhaps a big fat one—is buried within a few inches, If you strike it just right, quite a number may be found in a short time and you can make a fine chowder or some delicious fritters from those you have gathered. There is also a white shelled clam which some like better than the Sun- set, called the Quahog. It is similar to the Long Island Quahog. More beautiful and more delicious than either is the Striped Clam. Both this and the Quahog roll in from the deep water and are found lying on the sand. The shells found on the beach at St. Petersburz are mainly Crown Conchs, Tulip Shells, Fulgur or Lightning Shells, and Dancing Scal- lops, to which may be added various little- shells as Periwinkles, Ear Shells, Coffee Shells, and Coquinas. Large Conchs, such as are sometimes used for dinner horns, are found out in the Bay. All of the larger shells mentioned must be treated with acid to remove the coating of lime with which the shell is covered for its protection from the action of the water. There is a very unique shell called the Panama, found in plenty at vari- ous points on the shore near St. Petersburg. They are used in making shell portieres and are sold commer- cially for that purpose. Some peo- ple make a kind of a_ business of gathering Panamas. The larger ones sell at about $4 a thousand. The smaller ones, which are used in mak- ing watch guards, hat pin heads and the like are worth more. The finest specimens of yellow Panamas, which are very rare, are worth $5 each. The Panama is strictly a still water animal. The reader may find a very good picture of it by looking in a Webster’s Unabridged under the word Oliva, to which family of Volutes the Panama belongs. In color the Flor- ida Panama is brown, often beauti- fully striped and motled. It leaves a “track” a few inches long, as if a pencil point had been run along un- der the sand. At the end the Pana- ma is found, often partly exposed to view. Panamas, since they live in the sand, are not subjected to the action of the waves, and so have no lime coating, but are highly polished when picked up. All that it is nec- essary to do is, to dislodge the little animals living within and to cleanse so as to get out all the flesh sub- stances. Then they are ready to be used or sold. Almost all the other shells spoken of have some commercial value, but the price for them in the large mar- kets is so low that it does not pay to make an occupation of gathering them, except at certain places along the shore of the Gulf of Mexico where they are especially abundant. In St. Petersburg they are gathered mainly by the tourists, who carry them home as souvenirs. Some of the take great pleasure in bathing and swimming in the Bay, and with the improvements in the water front that are soon to be made, a greater number will take up these pastimes. Bathing is safe rather than exciting here, for, since the tourists 3ay is landlocked, there is little surf. Much time may be spent very pleasurably, standing on the docks watching the pelicans and other sea birds. A pelican, when young, can be tamed quite easily. One bird, Mollie, who was a great pet, died some months ago, and her loss is still mourned. She could be fed from the hand and would plunge and dive after the boys when they jumped off the dock into the water. Of course, those who are spending the winter at St. Petersburg visit the various points of interest near by. Among these may be mentioned Tampa, just across the Bay, Sarasota, Braidentown and Manatee, Pass-a- Grille and Forts Dade and De Soto, located on the Keys at the entrance to Tampa Bay. A Chautauqua is held in St. Peters- burg in the latter part of February and early in March, which all who have literary inclinations attend. While doing all these things there are those among the men tourists who still have a good deal of time on their hands, and their methods of spending it are quite amusing: You will see staid, dignified elderly gen- tlemen, the very pillars of church and society at home, sitting on benches by the postoffice or in front of some of the stores, just loafing. whittle nor display the other procliv- ities of loafers who are “to the man- ner born.” TI think I have seen twen- ty-five sitting as motionless as statues, intently watching the issue of a closely contested game checkers. Some indulge in croquet, but far more attend the daily ses- sions of the Mule Shoe Club, which, during the height of the season, num- bers over fifty adherents. Here, seated under live oak trees, staid business and professional men and prosperous farmers from all over the country, patiently wait their turns at pitching quoits. A few tourists come as the ers follow, but of January and early when the rush came. The from February 15 to March to. They never of early as October. As the weeks pass by oth- town was not really filled up until the latter part in February season here may be said to be at its height April 21, 1909 After this the tourists begin to go. lorwarding addresses are left at the postoffice at the rate of several hun- dred a week. Soon the number to be seen on the streets is visibly less- ened. Sleeping car accommodations from Jacksonville north have to be bespoken some days in advance. On April 1 the stores which have kept open evenings all winter begin to close at 6 o’clock. The price of straw- berries drops. The attendance at the Mule Shoe Club dwindles. Ry the twentieth of April all but a small! fraction of the great throng of winter residents will be gone— north, east, west—each to whatever place is “home.” By May 1 practi- cally all will have left and this charm- ing little city by the Southern Seas can settle down to her long summer siesta. Quillo. 2-2. ___ Doings In Other Cities. Written for the Tradesman. The Owosso Improvement Asso- ciation is trying to secure a union depot for the three steam roads en- tering that city. The Michigan Cen- tral and Grand Trunk roads are will- ing, but the Ann Arbor is not ready, so the project is likely to fall through. Petoskey is out after conventions this year. The Convention Commit- tee of the Improvement Association is composed of M. O. Graves, M. F. Quaintance and W. L. McManus, Jt. One would never think that a town so wet as Milwaukee is, would suffer from dust, but such is the and the dust nuisance has even grown to be a serious problem. To settle the dust the streets alone the city nearly $100,000 last year and the expense will probably be greater this year, for the sprinkling wagons have Started earlier than usual. There will be some “class” to the tri-state trade trip of the Commercial Club of Kansas City this year. The special train of twelve Pullmans will be palaces on wheels, with the best of dining car service, orchestra, a barber, and all the other trimmings. Eightyone in Missouri, Ne- braska and Kansas will be reached in the seven days’ swing of 1,400 miles. The Southern Electrical and Indus- trial exposition opened in Louisville, Ky., April 12 and will continue for two weeks. Fred W. Keisker, presi- dent of the exposition, is a known furniture buyer who attends the sales in this city twice a year. Battle Creek has appointed a col- ored man on its police force in re- sponse to repeated requests of the colored population of that city. Excavation has begun for a $150,000 federal building at Sault Ste. Marie. “Harbor Springs, the Busy Town” is the slogan adopted by the business men of that Northern Michigan city. Saginaw has voted to take immedi- ate action in furnishing dock facilities for boats to run between Saginaw and Detroit and Cleveland this sea- son. Differential rates from Saginaw to trunk line territory have also been secured, which will mean a sav- ing of $1 per ton on the 50,000 tons of anthracite coal used there, as a single item, showing what the new tates will mean for that city. case on cost an towns well- Almond Griffen. April 21, 1909 NEW YORK MARKET. Special Features of the Grocery and Produce Trade. Special Correspondence. New York, April 17—It is hard work to be an optimist as-to business conditions, and yet there is a feeling that were it not for the one factor of the tariff there would be signs of reviving trade all along the line. At the moment, however, the outlook is not pleasant, and one evidence of dul- the very trucks around the big jobbing houses. In the spot coffee market the week has been one of the dulest and most uninteresting, although on Friday matters seemed to pick up. Sales, when made, are of small lots and buy- ers are fot at all inclined to lay in stocks much beyofid those needed for current requirements. At the close Rio No. 7 is quoted at 8%@84c. In store and afloat there are 3,781,028 Mild grades show little, if any, ness is few scen bags. change. The and new business is conspicuous by its almost entire absence. Quotations little, if any, variation and no particular change is anticipated, at least until we have some warmer weather. Not one tea jobber could be found who would acknowledge any activity the conditions which for little time. The supply seems to be sufficient for all and quotations entirely without change. demand for sugar is moderate show whatever in have prevailed some requirements are Rice is meeting with more enquiry and sellers are confident they are to an inning, as consumers will turn to this staple more and more as advances. Quotations are well both for foreign and Good to prime domes- have wheat sustained, do- mestic sorts. tic, SA@5xKc. Stocks of spices are said to be lim- ited and in a few strong hands. Quo- tations are well sustained, but there is no advance to be noted. A little trade is being done in mo- lasses, hut the season wanes and from now on no special activity is looked for. Prices are firm at those given previously —22@3oc for good to prime domestic. Syrups are unchanged. Canned their slow length along and there is hardly a re- deeming feature. Jobbers make small purchases and the market is simply a waiting The sudden death of L. J. Risser gave a great shock to his many friends here. He was President of the Iroquois Canning Co., Hoope- ston, Jll., and his visits were always a pleasure to the fraternity here. He was in the office with spondent only half an hour before his fatal attack. Corn packers are firm and are not inclined to make any con- cession, strongly as buyers may urge it. Standard grades are marked at zoc'and packers are bound to have it. This for New York State. Mary- land, Maine style, 57%c f. 0. b. and in slight demand. Farmers who raise tomatoes are holding out for $8 a tin and packers say that at this rate 3s can not be sold for less than 75c¢ f. o. b. cannery. Jobbers are appar- ently willing to take chances and are ‘not placing orders freely. Top grades of butter are firm, and goods drag one. your COTTEe- MICHIGAN TRADESMAN while there is no advance there is no disposition to shade prices. Cream- ery specials, 28@28'%4c; extras, 27@ 27¥%4c; held stock, 25@27c; Western imitation creamery, 20c; factory, 17% @19c; process, 21@23¢. Cheese is in very light supply and quotations are firm on the basis of 16@17c for full cream. Eggs are firm and. stronger for fresh-gathered, which are now held at 21@21%c for fancy and 20%c for firsts. —_——o?o_____ Thirty-Two Years’ Continuous Serv- ice, When that staunch and_ reliable weekly journal and trade known as the American Grocer was in. the seventh year of its remarkable career Mr. Frank N. Barrett became the editor of the publication. directory To-day, looking like a man about 45 years old and showing the activity and vigor of one whose physical and mental equipment are perfect, Mr. Barrett is. still and the first issue in April of the journal in he began his. thirty-third continuous in that editor, with question year of service position. Such a record may not be wnique, but it is certainly uncommon. It has other and better values than that of being merely a display of continuity. It embodies a history of unusual in- terest because it is the history of an enthusiastic, level headed, fair minded and tireless student of not only the cost of living but of all essentials for proper living. Mr. Barret been contented with what people eat and drink and where has not knowing only these foods may best be obtained by consumers. He has made a life study of the growth and culture of raw ma- terials, of the methods of manufac- ture of finished products and of their relative merits that to- day there is not probably a more com- as foods, so plete expert upon the general topic of pure foods than Mr. Barrett. Superficiality is a characteristic which the gentleman abhors. He de- mands and digs up bottom facts. And thus editor, makes a statement of fact the of the American Grocer one may accept the presentation fearlessly. Forceful, fair and persistent as an executive; thoroughly in love with his work and broad minded, generous and courtly men of busi- ness or in a Mr. Barrett has fairly won and holds securely the confidence and esteem of the grocery world of America, as well as the ad- miration of a host of friends who love of his unimpeachable when he, as in columns in his intercourse with social way, him becatrse manhood. —_—___+ 2 ____ Unbelievable Part. Jack—Do believe in telling? Jesse—Only in part. I had my for- tune told one day last week and the woman said I’d be married shortly. I believe that. Jack—What did she tell you that you do not believe? Jesse-—She said I’d be married to a poor man. nt Some people are so active religious- ly on Sunday because their piety has been resting all the week. you fortune- Furniture City Girl Line of Oxfords This will give you an idea of how large a line of each priced line you have to piek from by buying from us, ready at a moment’s notice to ship. Women’s Machine Sewed Oxfords 3591 Patent Chrome 3-button patent fox, plain toe,single sole, 07 © 8. ae $1 50 3533 Dongola 4-eyelet Blucher, dull dongola, collar, patent tip, Single sole, Di and E ..... ee ES 3568 Patent Chrome vamp and fox Blucher, plain toe, single : mie 278 ie ot 50 350 Patent Chrome 3-eyelet Blucher, tan inlaid. single sole, 27 e oe I 50 3535 Patent Chrome vamp and fox 4-eyelet Blucher, tip, single sole, ue Lee ee ae 4 50 3537 Gun Metal 3-eyelet Blucher, tip, 14 double sole, 3 to 7 E 1 50 3560 Patent. Chrome 2-eyelet Cristy, plain toe, single sole, : 907 8... 1 65 R872 Patent vamp and fox, 3-button tip, 14 double sole, : Cee. 8. I $5 3571 Patent Chrome vamp and fox 4-eyelet, tip, ™% double : Sle sto7k |. ae. I 55 3556 Patent Chrome vamp and fox 3-eyelet Blucher, wing tip . Siiele cole, 3.f6 2 68. os oy 60 3567 Dongola Blucher, patent fox and tip, 4% double. sole, S00 Zand eo I 60 3517. Patent Chrome Blucher, patent fox and tip, % double sole 3 to 7D and B.C I 75 3555 Tan kid, 3-eyelet Blucher, tip, single sole, 4t0 7 BE... I 50 3527 Tan calf 4-eyelet Bulcher, tip, 4 double sole, 3 to 7 E.. 1 50 3538 Wine calf 4-eyelet Blucher, tip, ‘4 double sole, 3 to 7 E I 50 3534 Tan kid 3-eyelet Blucher, single sole, tip, 3 to 7 E........ 1 55 3558 Tan Russia calf 3-eyelet Blucher, wing tip, %4 double Sle 21072 ee 1 60 3531 Tan calf 2-button, 1-buckle, tip, single sole, 3 to 7 E.... 1 60 357. Patent Chrome, vamp and fox Blucher, patent tip, single Sole low hee oS to 4 I 45 354. Dongola vamp and fox Blucher, patent tip, single sole : low Heel o2 te 5 Bi I 45 Furniture City Girl Welt Oxfords 3594 Patent Chrome vamp and fox, 3-eyelet Blucher, plain toe, Single sole. 3 to 7 Fo... 1 75 3576 All patent Chrome 3-eyelet Blucher, wing tip, single sole 3 (6 7 1 75 353 Patent Chrome vamp and fox 4-eyelet Blucher, common : sense toe and Heel, 4 f6 7 EF... 78 3503 Tan kid 3-eyelet Blucher, wing tip, single sole, 3 to 7 E 1 75 3526 Tan kid, 4-eyelet Blucher, tip, common sense heel and EOC, S67 ee I 75 Furniture City Girl High Shoes Which can be shipped at a moment’s notice 7533 Dongola fox lace patent tip, single sole, 3 to 7 E........ I 50 7522 Dongola Blucher, patent tip, 4 double sole, 3 to 7 E.... 1 50 7529 Dongola fox Blucher, patent tip, single sole, 3 to 7 E.... 1 50 7545 Dongola fox, button, 4 double sole, patent tip, 3 to 7 E 1 50 7348 Dongola Blucher, patent tip, 13 double sole, cork cushion fuer 4106 0, Band We ee, I 55 7580 Dongola lace, patent tip, fat ankle, single sole, 3 to 9 EEE 1 50 7575 Patent Chrome vamp and fox Blucher, tip, dull kid top, Simole sole) 9 to. 7 We . 1 30 7501 Dongola plain toe, lace, flexible cork cushion inner, single : Sole, low Heel 376 8 BER... .... 0... I 50 7350 Gun Metal fox Blucher, dull calf top, half double sole, PS CO I 50 750 Gun Metal 34 fox button, dull calf top, tip, ‘4 double sole, BHO Fe I 50 7534 Gun Metal fox Blucher, dull kid top, tip, 44 double sole, BO ee 1 60 7551 Gun Metal 34 fox, button, dull kid top, tip, % double Sore, 210 7 8 3. 1. 60 7561 Patent Chrome, fox Blucher, dull kid top, tip, % double SUlG. 4 607 Be ee 1 60 Furniture City Girl Low Heel School Shoes 7579 Patent Chrome vamp and fox lace, imitation tip, 4 double Sele 21410 5 Be ee. I 50 7510 Dongola patent tip Blucher, % double sole, 214 to 5 I 50 7528 Gun Metal fox Blucher, tip, '% double sole, 24 to 5 E 1 50 7524 Box calf % fox lace, tip, % double sole, 2% to 5 E.... 1 50 75305 Dongola 3% fox button, calf top, patent tip, 1% double See! Oe te el ea, 1 60 7506 Dongola fox Blucher, calf top, patent tip, %4 double sole, ee kes eae ee ck eae 1 60 Would be pleased to send you samples by express prepaid, or have salesman call Hirth=Krause Co. Shoe Manufacturers Grand Rapids, Mich. MICHIGAN TRADESMAN April 21, 1909 DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Corner Ionia and Louis Streets. Gran@ Rapids, Mich. Subscription Price. Two dollars per year, payable in ad- vance. Five dollars for three years, payable in advance. Canadian subscriptions, $3.04 per year, payable in advance, No _ subscription accepted unless ac- 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 21, T909 ABRAHAM LINCOLN. Eternally apart and above the plac- es in history awarded to his fellow men, Abraham Lincoln stands alone in a chapter dedicated to no record except that which was made possi- ble by his achievements, a record that is unique and everlasting. Created, as the fatalists believe, for the specific purpose of meeting the tremendous exigency by which he was confronted, there was no other destiny for him to fulfill. And yet such a conclusion robs the gentle, determined and most upright soul America has yet produced of its title to adoration and deprives those who thus may worship of a privilege that is esteemed beyond all measure. An excellent appreciation of the character and life of Abraham Lin- coln appears elsewhere in this issue of the Tradesman. RESPECT OLD AGE. If there is any method of printing and engraving, any quality of paper and binding, any form of “make-up” that has been overlooked by the in- dustrious, shrewd, insistent and plaus- ible promoter of the advertising of cities the fact has not yet been pub- lished. Putting up a well-dressed, prosper- ous and confident “front” and pre- senting an easily comprehended “dummy,” the successful solicitor will come at a merchant or manufactur- er, a lawyer, banker, real estate deal- er or insurance agent with a spiel that has the vigor of a whirlwind and the bouquet of absolute rectitude. By and by the book or booklet or the special edition of “A Greater Osh- kosh,” “Skowhegan and Her _ Inter- ests,” “Fifty Thousand Club of Springfield,” or whatever the catchy title may be, is published. It is known and generally believed that five thousand or ten thousand or twenty thousand—as the case may have been stated—of the special edi- tion have been printed and will be delivered. That is to say, each ad- vertiser, if it is an individual adver- tising proposition, or each public spirited subscriber, if it is an enter- prise along public welfare lines, knows that he can call for a certain number of copies of the publication for dis- tribution as he may direct. In addition he accepts—on faith— the promise that certain other thou- sands of copies are to be distributed to public libraries, to commercial and industrial organizations, to banking houses, and so on. He looks the booklet over and in ninety-nine cases out of a hundred it proves unsatisfactory. Something has been omitted, something else is in- correct, another thing is overstated, this or that illustration does not do justice to its topic, the cover design is absurd, the printing is poor, the binding is cheap and all the rest of it. And so, vowing never again to put his money into another such proposi- tion he forgets the last experience un- til another and a similar one pre- sents itself. He loses interest in his share of the booklet and pays no at- tention to the fact that by and by his janitor asks “what he shall do with that lot of books which has been kick- ing around in the basement for a year or so.” A year or two later he answers an enquiry of a friend residing in a far- away city by saying :“You will find an illustrated publication as to our city and her interests in your public library or among the files of your Board of Trade.” Presently the friend comes back with, “You’ve got an- other guess coming.” Meanwhile the glib promoter pock- ets a handsome profit and hies him- self away to pastures new. “Grand Rapids As It Is,” published in 1901, is out of date, and yet after nine years of “circulation” the edition is not exhausted. It does not need to be reproduced. If the Board of Trade desires to expend several thou- sand dollars in advertising Grand Rapids as it is to-day, all right, but as a matter of good sense adopt some method by which actual expenses can be accounted for and where actual results can be put on record. TOO OFTEN NEGLECTED. A splendid public service was inau- gurated at All Souls’ Church last Sun- day by Rev. H. B. Bard, who deliv- ered the first of a series of four ser- mons upon the general topic of “The Responsibility for the Child.” This topic will be discussed from four dif- ferent viewpoints, taken up in the or- der of their natural sequence and be- gan with a review of the influence of the home upon the growing child. The other divisions of the topic will be the School, the Church and the tate or Society. In his discussion Sunday Mr. Bard pointed out the fact that the controll- ing, molding forces of a child’s life are centered in the home and not, as too many parents seem to assume, anywhere else. It is in the home that a child’s habits are very largely shap- ed; there it is that the child’s thoughts are molded and the child’s nature is developed. Thus it is that the parent who per- mits other than home influences to become the compelling forces in forming a child’s character commits an error, and so it is, also, almost a tragedy when the influences of the home are inferior to influences which are potent elsewhere. Habits of industry, the placing and acceptance of responsibilities, prohibi- tion as to idleness and aimlessness and the observance of systematic procedure ,are among the things no child is too young to begin to com- prehend. Parents are too much dis- posed to limit their regulations to ex- plaining to children what they must not do and too unwilling to inform them as to what they must do. It is altogether a negative attitude to the almost total exclusion of anything positive. Culture in its highest form must have its birth in the home, so that the child’s intuition toward refined habits of thought and action may not become submerged and overwhelmed by diverse outside and opposing in- fluences. Parental tenderness and pride, nat- ural and pardonable, must not, there- fore, be permitted to operate without check in the direction of leniency, be- cause ultimately such moderation be- comes indifference, and apathy of this sort is certain to be resented by the child as soon as it becomes old enough to sense the dissimilarity be- tween genuine parental interest and the mere imitation. And that ability to differentiate may come as readily to a child six or eight years old as to one that is in its teens, A LAME EXCUSE. According to daily press reports officials of the Grand Trunk Railway account for the fact that the work of clearing away the debris caused by the dreadful accident on the com- pany’s road last Monday morning was delayed about seven hours through in- ability to get a wrecking train from Ionia or Lowell because of washouts in those neighborhoods. As a foil to this explanation comes the fact that the accident happened within six or seven miles of a great railway center, where four other rail- way companies have wrecking trains, any one of which under the circum- stances would gladly have come to the rescue. Again, there is forced the enquiry, Does the Grand Trunk Co. permit the fifty odd miles of its track to be operated between Ada and Grand Haven with no wrecking outfit nearer than Lowell or Ionia? Then, too, Cedar Springs is but a few miles away, so that a wrecking train might readily have been brought from Greenville or somewhere else along the company’s tracks if it pos- sesses such an equipment as the aver- age great railway system should pos- Sess. Seven hours is a long time to wait. and with Port Huron, Bay City, De- troit, Durand and Battle Creek re- sources available it should be easily possible for the Grand Trunk Co. to have a wrecking train and crew at the scene of the wreck within at least four hours after the disaster, even although there had been wash- outs all the way west from Owosso. Le UTES There is probably nothing quite so sad as the actions of a man who tries to be funny and doesn’t know A FIFTY YEARS’ STUNT. Any public improvement proposi- tion, no matter what, is instantly con- templated by the average taxpayer as a matter to be carried out within the next year or two, if at all, and as a project which is going to increase his or her taxes at once and forever. In the April edition of the Techni. cal World Magazine is an extremely interesting article by Len. G. Shaw, entitled, “Conquering the Hell-Gate of the Lakes.” It is the story of the half century struggle by our Federal Government to remove the rocks from the bed of Detroit River abreast of the Canadian village of Amberst- burg (Malden, old style) an obstruc tion to deep water navigation known among sailor men as “The Lime Kiln Crossing.” This obstruction did not cause trouble at all serious until] the Lake Superior traffic developed boats car-. rying cargoes on a draft deeper than 12 feet, and as the work of removing the rocks has proceeded during the past fifty years the increase in th size and draft of big freighters has kept pace. The deepening of harbors in Lakes Michigan, Superior and Huron and the creation of 21 foot waterways at the “Soo” and at the St. Clair Flats were almost useless so long as the Lime-Kiln Crossing trouble existed. and so it was absolutely necessary for that danger and hindrance to be ob- literated. . Thus, for half a century, the Gov- ernment has been employed constant ly during each season of navigation in clearing away boulders and huge frag- ments of limestone in a river chan- nel area about half a mile wide and perhaps two miles in length. Thou- sands of tons of explosives, thousands of tons of fuel, dozens of dredges and tenders and thousands of men have been employed at a cost of many mil- lions of dollars, because it was nec- essary to preserve the integrity of the Great Lakes as the most wonderfu! inland waterway in the world. It is claimed that a few of the tea importers of New York are making strenuous efforts at Washington to have the proposed duty on tea replac- ed in the tariff measure now pending and there appears to be some danger that these people will succeed in their efforts unless the fight against the duty is kept up vigorously by those opposed to it. All retailers are strongly urged to write their Sena- tors and Congressmen, reminding them that they are “ualterably oppos- ed to this duty,” on the ground that it is obnoxious to tax the breakfast table and that if this measure is passed the price of tea will be so in- creased that the consumption can not help but decline in this country and general depression of the indus- follow. It will not be a matter of “protection of home industry,” but an obnoxious revenue measure where- by the people of this country who are least able to pay the tax will be the ones called upon to pay the greater portion of it. Every retail dealer and consumer in this State should enter an emphatic protest at Wash- how. ington at once.. DO IT NOW. April 21, 1909 MICHIGAN TRADESMAN 9 CHEAPNESS OF HUMAN LIFE. The American people are the most lawless and undisciplined of the hu- man race under established conditions of civilization and education. This fact is made apparent in the cheapness of human life in this coun- try, not only as seen in the extraor- dinary number of criminal homicides, for which it is seldom any adequate punishment, if any at all, is visited on the slayers, but it is quite as much demonstrated in the enormous de- struction of human life in what are called accidents. Every day persons are run down and killed or wounded in the streets of our towns and cit- ies by some sort of vehicle. Every death so caused goes by the name of accident, and the only penalty that can be visited on the slayer is an in- considerable fine or perhaps a_ brief term of imprisonment for violating a municipal against fast driving. The killing of human beings is left out of the case, for that is mere acci- dent. law A statement printed in the Atlantic Monthly for April of the “accidental” slaughter of the American people, while it probably does not embrace all killings attributed to accident, is startling and frightful in the extreme, or, rather, would be if our people could be startled into any sort of ex- citement by the fact that their fel- lows in the ordinary affairs of life “were being destroyed in multitudes, not in wars, not by terrible epidemics f disease, but by the so-called acci- dents of daily life. oO More people are being killed every year in the United States during time of peace than in the bloodiest battles of history. America is the world’s slaughter-house for human beings. It is the price America pays for her civ- ilization. During a single year 57,513 American men, women and children were killed or wounded by accident. During the last nineteen years the railroads of America have killed 143,- 527 persons. During the same period 931,450 persons have been injured by American railroads. The railroad toll alone for twenty years has been more than 1,000,000 American fathers and wives and children. During the last seventeen years American coal mines have killed 22,840 men, made at least 10,000 widows and upward of 40,000 orphans. The total cost of Cuba and the Philippines has been less than 2,000 American lives. During a sin- gle year American street railways killed and injured a few less than 4o,- coo persons. In New York the rec- ord of only twenty-seven days show- ed forty-two deaths and 5,500 injuries. Every year 6,000 Americans lose their lives in fires. American industrial plants are estimated to kill every year at least 25,000 men and to injure 125,- ooo more. American building opera- tions cost 3,000 lives every year, and 10,000 other persons sustain injuries. Pleasure costs miore than 1,000 Amer- ican lives each year. The American automobile accidents of last year took 229 lives, without estimating the thou- sands more or less seriously injured. American drownings last year num- bered 492. There are 1,000 American murders each year. Each American Fourth of July costs approximately 500 lives, with injuries to 4,000 other merrymakers. All of which means that each and every year the United States yields up the lives of 60,000 of its citizens in payment for its civ- ilization. Leaving out the murders, which make but a small factor in this tre- mendous bill of human slaughter, no- body is punished, nobody is even held to account for any of it because it is “accidental.” Very many of these so- called accidents were the result of carelessness and often of deliber- ate violations of public laws and the corporate regulations by which em- ployes are supposed to be governed. Take the case of the great transpor- tation corporations, which employ vast numbers of persons who are en- gaged in the operation of railway trains or of street cars. The conduct- ors, engineers, motormen, car start- ers, signal men and the like are furn- ished with schedules by which their movements are to be governed. An accident happens because the schedule was not adhered to, and a lot of people are killed and maimed. Of course, there is an investigation, but the law finds nobody on whom to lay its hands, but there was a viola- tion of the schedule which is traced to somebody. That somebody may be a person who has figured already in some other such disastrous occur- rences. The managers, realizing that they have an unreliable person in a position of great importance, attempt to displace him or discharge him from their service. In most cases, if not in all, this proposed dismissal is met by a protest from the organiza- tion to which the person belongs, and the dismissal does not occur. Thus have grown up in every de- partment of life in this country con- ditions which deprive the public of all protection, while individuals are al- lowed the liberty of obeying or not at their pleasure the regulations set for their control and guidance. Con- gress has enacted strenuous laws re- quiring that railroad trains shall be provided with particular car coup- lings and air brakes, the burden of providing them falling, of course, on the companies, but there are no laws which hold anybody to responsibility for accidents of any sort in which people are killed. Human life is dirt cheap in this country, and much of this cheapness is due to the fact that the laws and regulations, which would give a rea- sonable amount of protection if they were strictly enforced, are not only not enforced by the authorities, but are constantly disregarded by citizens. The doctrine that every man is his brother’s keeper has little force with the American people. It is every man for himself in such matters. The light in which the American people shine out grandly is in the giving of charity. None is too poor to give his mite of relief. But the American people love their individual liberty, and however serious may be its evils in other directions, this desire for personal freedom, which is really law- lessness, will, while it continues, ef- fectually prevent them from coming under any practical socialistic or com- munistic control. POPULAR OPINION. Lincoln used to say that, “You can fool some men all the time and all men some of the time, but you can’t fool all men all the time.” Some- times when the busybodies get at work on our affairs we feel much like saying that we do not care what peo- ple say. This is all right in one sense, the one which keeps us peg- ging away the best that we can in spite of adverse talk, yet in trade it does matter what people say, no mat- ter how much we try tO put on a show of indifference. Lincoln’s motto should for this rea- son be kept in sight. A few in all communities delight in showing the| jand six aeroplanes. spirit of the iconoclast. Others guided by what some one else knows, or pretends to know, and fall in pro- cession with them. But there are al- are ways a few level-headed. people of good principles who believe in in- vestigating before accepting state-| ments reflecting on another. Let your goods, your methods, your habits, your aims, be such as to chal- lenge investigation. If one man finds that he can get a good bargain at your store, you may be sure that he is going to speak of it to his friends. If you keep a good stock in any par- ticular line, the fact is bound to re- flect favorably. Customers as a class do not mean to be unjust. They may be too credulous, or as modern jour- nalism seems to indicate as a failing common the sation; yet they are not willingly un- gust, Tt up to to carry your business as to worthy of their respect and confidence, and then strive patiently to obtain it. And assured that if the first part is well done the level-headed will soon find you out and, like the bell-wether, lead the rest of the flock eagerly back. to Waee, eager for sen- is you so be be investigator COMPETITION IN AIRSHIPS. Although it seems somewhat dicrous to talk about the relative strength of the various powers in air- lu- ships, many very sensible people in all countries are now engaged in just such discussions and comparisons. Even in the United States the impor- tance of the airship in future wars is being discussed and some military men, as well as civilians, seriously de- manded of the last session of Con- gress that special appropriations be made to construct a number of dirigi- ble balloons and aeroplanes for the use of both Army and Navy. Our British friends, who have re- cently been going almost into hyster- ics over the evidences of Germany’s growing naval strength, are begin- ning also to worry over the indica- tions that the same power is doing much more in the way of developing flying machines capable of carrying a number of persons than Great Britain is doing. As a matter of fact the British military service has accom- plished but little in aeronautics, only a single military dirigible balloon having been put in service to date. British experiments with aeroplanes have so far been’ unsuccessful. In this country we have done little, if any, better than England, as we pos- sess so far but a single small dirigi- | | | ble balloon for military purposes. It is true that the Wright brothers have led the world in developing the flying machine, but as yet their efforts have been the result of private enterprise only and not due to Government en- couragement, 30th Germany and France have given more attention to the possible utility of airships in time of war. Ger- many already possesses six dirigible war balloons and France has four, with five more building. France also possesses aS many as seven aero- planes of greater or less value. Even Russia, as demoralized as her mili- tary services have been since the war with Japan, has one dirigible balloon After making due allowance for the zeal of the advocates of balloons as engines of war, the average layman will scarcely enthuse over the possi- bilities after noting the utter unrelia- bility of the airships under varying conditions of weather. That the problem of navigating the air under favorable conditions has been in a large seems to be pretty well established, but the avail- ability of airships as destructive en- gines of war has not been demon- strated as yet. RETAINING THE EYES. It has been said that not one edu- cated reading person in ten has what can be called perfect eyes. This, of from overuse, That it is ex- the business man who can not carry the prices of all his goods in his head to be com- pelled to look twice, to possibly car- to a better light to de- termine the price mark, goes without Yet it is equally inconven- o be forced into wearing glass- es prematurely. A few simple rules will often pro- the period of no glasses well the middle measure solved course, comes largely aggravated by abuse. to tremely annoying ry the goods Saying. ient t past age. One who as sewing machine agent found occa- sion to do considerable close work is certain that he has preserved an eye that will thread the finest needle until up in the fifties by the simple habit of using massage to pre- serve the conversity of the eyeball when washing. The exercise required only a few seconds, and yet by press- ing around the ball in such a way as to preserve its convexity the flatten- ing which comes with the years has been retarded. In this fast age we read too much when on the run. Reading on a car or when driving is extremely in- jurious, the constant motion making the strain on the optic nerve contin- ual. It is better to content yourself with only the headlines than to pay the penalty for text thus obtained. Avoid the glare of a red shade. Green is much more restful. If the are tired or uncomfortable in stop using them. Avoid standing with the face toward the light when doing close work. If your store is not well lighted contrive in some way to remedy the defect. The advantage to your eyes will be great, while the increase in trade will repay the cost. Customers abhor buying in a poorly lighted store. well eves any way, 10 MICHIGAN TRADESMAN April 21, 1909 THE CITY BEAUTIFUL. -_ Most Improved Methods of Embel- lishment and Development.* St. John has given us a vivid pic- ture of the heavenly city, couched in terms which we on the earth are in the habit of employing, and which we can understand if they deal with the real things, but which we may misinterpret if we are not well grounded in Oriental symbolism. In reaching toward the ideal, whether it has to do with earthly or heavenly conditions, we are not so gifted in constructive imagination as to think clearly except in the terms of things which we have seen and known in our earthly experience, and the finest pic- ture of the heavenly is not exalted above the best thinking conditions developed with earthly attributes. In the making of cities there is a great variety in standards. In just so far as our aims in life differ, so far apart we find the plans-which we outline for the development of a beautiful city. Commercialism is most strongly in evidence as a lead- ing factor in most of our cities and the commercial view of city evolution largely eliminates the aesthetic view as impracticable and entirely unde- sirable and a waste of energy. These business men point out the difference between a live town and a dead one and detail the successful efforts in developing wonderful embellishments in connection with some towns which are sO un-American as to be devoid of any great commercial undertakings and say, “This is not the sort of a city that America should develop.” In their estimates they make com- parisons which are unfair and they entirely ignore the commercial value of beauty, which, although in the eyes of the aesthetic may be too low an estimate to think of, I am in- clined to feel that this factor must be employed, especially in our country, as one of vital importance in awaken- ing a deeper interest in that side of life which deals with the making of things beautiful and attractive and satisfying to the man who will look up occasionally for a moment from the active, persistent business life. Other things being equal, I am sat- isfied that the man seeking a home, with a business career in mind, will not fail to appreciate the value that beauty gives to a city as a place in which to live and prosecute almost any line of undertaking. A dead town commercially may be a beautiful town, but a live commercial town may, without any loss, become a well embellished city. ' We people in the city are apt to think we are more progressive in our ideas than other people. We laugh at the farmer who is willing to “let well enough alone” and use the meth- ods of his father and grandfather. We point our finger of criticism at certain classes of laborers who do not keep up with the times and who follow in the rut of their predeces- sors, being satisfied with the tradi- tions of their elders. We smile at the women who will not bring into their *Abstract of remarks made by Hon. Charles W. Garfield at the Fountain Street Baptist Chureh Tuesday, April 13, 1909. homes the modern appliances for the saving of labor; and yet we fail to see that in connection with the zrow- ing of a city we are open to as severe criticism as any of these which we occasionally hold up in derision. We are asked to widen a street be- cause, with the city’s commercial growth, it will be of almost vital im- portance in the near future, and laugh at the suggestion, saying, “The street is wide enough and the two sides devoted to business must not be too far apart. All of the business which will ever come through this principal throat can be done with the thoroughfare as it is, etc.” When an open plaza with roomi- ness is suggested in front of the cen- tral station, and which will cost a considerable money to secure, we say, “This is an unwarranted expenditure. There are things which the city must have for which we had better spend our money; this is not a_ necessity, while good water and the best of sew- erage are the vital things.” When it is desired to cut out a useless angle in streets, we shrug our shoulders and say, “We have always managed to get around that corner and we can do so in the future and Save this expense of straightening the line, using the money to put into the utilities. of life.” When asked to develop long, straight, beautiful thoroughfares lead- ing directly from the center of the city out toward the country, reducing as far as may be the crooks and turns, we ask what it will cost and find that a large amount is required. We turn down the proposition with the thought that our successors can do this when it is required, utterly ignoring the fact that this conven- ience and this beauty can be acquired now at a fraction of the cost which will be necessary at any time in the future. We deal with the city’s progress about as we do with our heavenly prospects. We sit in church and pray- er meeting and religious conferences and iterate and reiterate the fact that this life is but a short span and is of trifling importance with the eter- nity beyond and give grave counsel about seeking the heavenly things. Still we go on with our lives as if this world were the only world and this life the only life. So in the city’s growth, we sit down in munici- pal conferences and make a forecast that our city will in a quarter of a century have double the population that it has now, and in our minds see this wonderful growth; and still, in the activities of to-day and in the decisions to be made to-day, we are absolutely neglectful of the demands of the larger city which we picture and which we by our actions declare as impossible. We think of the city in connection with our plans as a city of to-day, without material growth and, without greater needs and high- er ideals. The truth is, unless all signs fail, our city will be a large city. The elements of growth are here and the development will be rapid and the needs of the city will be wonder- fully increased with its growth. Our duty unquestionably, in connection with this growth, is to prepare for it, to pave the way for it, to make it easier for those who are to come after us to maintain the high ideals of a city and not have to do things again and again that can be plan- ned for and carried out at compara- tively little expense by the genera- tion of to-day. We should adopt a comprehensive plan. We should lay out the streets with reference to this larger city. We should save the open spaces for the congested city of the future to use as breathing places. We _ should not neglect the generations of children that are to come and should lay our plans to bring them up in a whole- some manner. We should to-day give our attention to this wonderful river of ours, which is the greatest factor in connection with the future beauty of the city. We should begin now to utilize it in a way that will lead to its increased usefulness as an ele- ment of wondrous beauty that shall make its appeal to generations un- born. We should render our city at- tractive and useful by straightening its thoroughfares and making the connecting links between the city and country of such a nature as to con- tinuously appeal to the great popula- tion which will throng them in the generations and centuries’ to come. In this sense we are not only our brother’s, but our children’s and grandchildren’s keeper. We can not shirk the responsibility of handing down a city more useful, more beauti- ful than the one we found. = It is of vital importance to dwell at considerable length with ourselves upon these general ideals of what the city should do and be. The work of accomplishing these ends is a matter of endless detail and must be dealt with in a practical and well developed method, but before we take hold of the details we must have the plan. We must use our constructive imag- ination sufficiently to have in our mind’s eye the city of Grand Rapids in the future. The people who visit our city from the outside have very satisfying words of commendation for Our natural advantages. We, who are here with these natural advantages continuously, are apt to neglect them and thus lose the opportunities which are presented to us in utilizing them in the largest possible way to make urban life attractive to ourselves and our stccessors. In addition to this beautiful river which we have, there is our pair of lakes to the east of us which should be made one of the most useful fea- tures in connection with the future growth of our town. It was only a few years ago that one who was con- sidered our leading citizen said: “Grand Rapids is not the type of city requiring parks or what you call ‘breathing places.’ We have no con- gestion; we have no tenement dis- trict. It is only a step into the coun- try and the woods. Why grow woods in the town? This kind of talk con- cerning parks, park ways, play- grounds, etc., applies to large towns with congested conditions. We are not warranted in wasting the peo- ple’s money on such frills and fan- cies. Our streets afford accommoda- tions, with their beautiful lines of trees, for park lovers, without addi- tional expense. We must keep down our taxes if we want to make our city attractive.” This in a considerable measure deals with the ‘beautiful in the growth of the city and emphasizes the im- portance of “looking forward and not backward and lending a hand.” With the reaching out of population and the covering of the country adjacent to us with a congested population, the thought of utilizing the valleys of our streams, which can be turned into parkways that extend nearly around our entire city, is an important one, and it is well within reason to say that, in saving for all the people a considerable area of territory tributary to these streams, it must be done in a way that shall not be a burden of taxation upon the entire city, but rather be paid for by those who will reap the largest benefits and whose holdings are contiguous to this ter- ritory; recognizing the fact that property adjacent to park areas in- creases in value more rapidly than in almost any other location. The truth is, there is a commercial value which the hard-headed business man should recognize in the relation to the establishment of parks and breathing places in connection with a rapidly growing city. From larger things passing to the lesser ones, it is perfectly plain to us all that we are most of us neglect- ful of the little things which make for the beauty of a city, and it is be- cause of the delinquency of individ- uals in connection with their own holdings that the city becomes neglectful in the solution of the larg- er problems. We leave the litter in the rear of our houses to be an eye- sore to the passerby. We neglect to take care of our ashes and allow them to remain in unsightly heaps next to our dwellings until the annual spring cleaning. We even turn our rubbish into the streets, hoping that in the course of the day, or a day or two at least, the public cleaner will re- move that for which we are personal- ly responsible. We allow an unskill- ed man to prune our trees so that beautiful, symmetrical forms are made ugly. We exhibit our garbage can to the entire world, when it ought to be skillfully hidden from the view as a blemish in the landscape. We place unsightly signs upon property that we have for sale. We allow other people to put upon our premises pic- tures and advertisements that offend the senses. We bring the city itself into disgrace through this course of being a meaner offender than any in- dividual in desecrating its public places by offensive advertisements and signs which become unsightly blem- ishes on the streets of our city. We make unnecessary ssacrifices of beauty in what we call the interest of utility. When we are sick we seek the counsel of a physician who is skilled in the handling of diseases; when we teach our children, we avai! Ourselves of the ability and skill of technical professionals, to help us. and take their advice in matters of April 21, 1909 MICHIGAN TRADESMAN li education; but when we build our houses most of us feel that we know what we want and there are many of us too slow to avail ourselves of the counsel of experts. In matters of landscape beauty about our homes we think it is a waste of money to pay for a little counsel from people who are technically educated to give it with regard to matters of beauty. We allow upon our main streets mon- strosities of architecture, and there is no general plan pursued, the result of which would be to have one set of buildings comport with another in order that the whole street might be more attractive. Rather, we allow each individual to exercise his own judgment, untrammeled, as if he had no responsibility to the general pub- le; and thus we have upon our main streets an unsightly conglomeration, when under the advice of those who know how to deal with these propo- sitions we could have a comely street. We allow real estate men to divide up parcels of land, utterly disregard- ing the rights of all the people and segregating upon small pieces of land a number of houses with no room for children to play and no room upon which to develop any setting for the buildings to add to the beauty of the locality. All the people through their united influence should disallow men to ride over the rights of com- munity in these matters. In the development of a city we have magnified the services of the engineer and minimized the useful- ness of the landscape gardener. Real- ly the services of the latter should come in advance of the services of the former. There should be a con- cord of action which shall bring the utilities and beauties of a city into harmonious relationship to each oth- er. ; What we need then, it seems to me, in the evolution of our city, is, first of all, individual responsibility. I can best illustrate this by a circum- stance which I enjoyed in the city of Paris: I chanced upon an Ameri- can and walked with him for a space and we admired together the Champs Elysees, that wonderful creation that gives character and individuality to this most beautiful city in the world. As we stood upon the corner, he held an envelope in his hand and, slip- ping the letter which it contained in- to his pocket, he carelessly tore the envelope into a number of pieces and dropped them into the street. Just at the same moment when he was tell- ing me that it was quite wonderful how the city of Paris was kept so clean with so little demonstration concerning it, an officer stepped up to him, pointing down to the bits of paper on the street, and informed ‘him that it was against the law to litter the streets. There was a receptacle near by and he asked him in polite terms to please pick up the scraps. My friend then understood the solu- tion of his query as to how the streets of Paris are kept so clean without great demonstration. Tt is this individual thoughtfulness which must be developed in our city. Just the other day Mr. Boltwood, and I were coming down town together, walking along at the head of Mon- roe street, when a bright, healthy school girl, who had evidently had a light breakfast, stepped up to a bana- na man and bought a single fruit. She opened it and took out the eat- able contents and stepped to the curb, within twenty feet of one of our refuse cans, and dropped the banana peel into the street. There is scarcely anything more unsightly than a crushed banana peel on the sidewalk or in the street, and this act of thoughtlessness indicates a line of education which we certainly ought to pursue in connection with our home and school training of the children for whom we are responsible. This carelessness is not confined to children. ‘We grownups are flagrant in our careless and wasteful habits in these matters. We must have a comprehensive plan which shall be made by men who are skilled in matters of this kind. Our city has already taken the initiative in this direction. We do well to hold up the hands of people who are thinking out this wide- reaching plan which shall be in the interest not only of us to-day, but of all the people who are to follow Even if some features of this plan seem Utopian to us and hardly practical, we should think over them with care and allow that possibly our viewpoint is narrow and wrong, as compared with that of the gentlemen who have a broader angle of vision. There is no exact standard of beauty. We can not set up an ideal of exact taste that shall be admitted as cor- rect by all. In matters of taste there is a wide variation, but we do well to respond in a favorable way to the suggestions of those who have the widest range of observation and experience in these matters, when they give us their counsel. We should have a spirit of tolerance, even with people who try to make their ‘homes beautiful and who may not in their methods accord with our ideas of what the aesthetic would dic- tate. HS. Certainly there are a few things which we must recognize as of vital importance in connection with a more beautiful city. First of all is space. We must avoid as far as possible the congestion of population by provid- ing breathing places and opportuni- ties for getting some sunlight and fresh air and room to play. We must also recognize the great importance of time in regard to the development of a beautiful city; that now is the time to initiate important features which shall grow with the growth of the city; that we must not expect to accomplish everything in a minute. We can initiate a plan, but our successors must develop it into the larger fruition. We must put the greatest moderation into our habits. The average American is too nervous and too unwilling to meditate upon the broader problems of life, but urges himself forward and through life at a railroad pace. We must become acquainted with the most ap- proved methods of embellishing the city and rendering it attractive and useful for ourselves and alluring to those who visit us, and thus influence people to come here and be a part of us who love these things and ap- preciate them. And above all things we must re- lieve ourselves somewhat of our grasping methods, of our thoughtless- ness with regard to the responsibility to all the people, decreasing the em- phasis which we put upon mar- gins and the increase of our holdings; the building of ourselves up at the expense of others, and carry into our lives in connection with our grow- ing city something more of the re- ligion which we profess. We must forget ourselves in a large measure the interests of our fellowmen. It is thus that we shall broaden our view of the life which we are now living; increase our usefulness to our fellowmen, and, if we believe what we profess to with regard to the oth- er life, will develop a value in our lives which will find a field for its usefulness in any life the Creator may vouchsafe us. eee Ice Question Important To Farmer. Man’s bread and meat are in the crops. And the crop’s bread and meat are in phosphorus, nitrogen and pot- ash. In the absence of any of these the plants can not live. There is a vast nitrogen reservoir the mosphere which contains countless millions of tons of free nitrogen so that there is not expected any ous shortage in this indispensable plant food. And there of tons of potash in Germany and inexhaustible mountains and mountain ranges of feldspar. But of phosphorus Prof. F. W. Clarke states that the outer crust of the earth contains not more than 1! per cent. This than twentieth of the potash supply and presents what G. F. Mitchell terms in in at- seri- are billions the mines o 1S less one- | the world’s most important agricul- | tural question. | Wyoming, Utah, and Idaho | prise the largest area of iphosphate beds on earth, and the | United States produces more phos- jphates than all other countries to- igether. Last year there were 2,26s,- | 000 tons of phosphate rock produc- led in the United States and over | 900,000 tons, or about 40 per cent. ex- com- known |ported, while the total exportation |since the beginning of the century (has been almost one-half the total | production. | The extent and tonnage of |Eastern fields are seen to be tremely limited, and there is appar- ently no way to prevent exportation | from these areas, now largely con- ,trolled by foreign capital. But there is under consideration a federal leas- ing system for the full development of the Western fields which will pre- vent exportation therefrom and save American phosphates for American farm lands which it is thought will need them all. Dr. €C. RK. Von Hise, af the We- consin University, estimates an nual waste through the larger Amer- ican cities of the equivalent of 1,200,- coo tons phosphate rock. The total waste of phosphorus, potash and exposure, seepage other the careless and handling of farm manure calculated be between and $100,000,000 every the ex- an- of nitrogen, through in iand loss enorant been to | $50,000,000 year. —_——_»-2—____ Something Worth While. Cecil—By Jove, old chap, flowers a terrific crimp in a fellow’s roll, put these days. Algy-—Perfectly awful! I often ithink what real fame that fellow Bur- | bank would achieve by growing a leasaalusneiead orchid! on your shrubs, Our LAND Manufacturers and dealers in Eclipse Hard Works 200 So. Front St. Use Our BUG COMPOUND Will keep the lice off your rose bushes and kill potato bugs. Furnished in barrels or 80 lb. paper bags. will improve your clover and grass. Put up in 100 lb. paper bags or sold in bulk carload lots or less. Address GYPSUM PRODUCTS MANUFACTURING COMPANY Plaster, Land Plaster and Bug Compound. Office 44 Powers Theatre Bidg. vines and plants. PLASTER Wall Plaster, Woodfibre Plaster. Calcined Grand Rapids, Mich. WoRDEN GROCER COMPANY The Prompt Shippers Grand Rapids, Mich. MICHIGAN TRADESMAN April 21, 1909 A\\ 5 Ae tS ffl | (Pes : A : — BS} a? a =I oe os ee, 3 = ~ a 2 = = 2 ee = = 6 — eo oS zz = 222 Zz mc =z —_= z = i yy ry a ae ays - 7 rs nt . , | Ia! (0) i) Ky +9 cH se 29) Avr 4 3 mm ALY How To Meet Mail Order Competi- tion. I may, perhaps, be accused of dis- loyalty to the dealer when I advise every hardware man to stop any “mud-throwing” at the big mail-order houses he may be doing. Running down your competitor rarely gains the end in view, and in this particular case one can safely say that it never will. The average person prides himself on his ability to buy to good advant- age, and on this point he is usually extremely sensitive. A certain per- centage. of every hardware dealer’s customers have probably bought by mail at some time and some are buy- ing regularly, so that when you rap mail-order houses in general to such parties, particularly if they have re- ceived fair treatment in their deal- ings by mail, you instantly stir up a feeling of resentment, for are you not | openly questioning their judgment? | The dealer only weakens his cause by continuing this policy. The inroads of the big mail-order houses in the fields of so many hard- ware dealers, especially in the small farming towns, has been so keenly felt that perhaps the present policy of retaliation is excusable. But while it may be excusable, it is far from being the right policy. Where there is effect there must be cause. If the hardware dealer will think over the situation, he will come pretty close to the reasons for the big mail-order successes of to-day. Then if he applies the same meth- ods to his own business, he should obtain the same results. This is the secret of effectively order competition. Take advantage of the policies that have made the mail-order house what it is. Do not waste your energy in “knocking” these methods—tse them yourself. Let us see in what manner the hardware dealer can adapt mail- order methods to his business and on what points a retail business is su- perior to a mail-order business. The average mail-order house treats its customers with unvarying cour- tesy and pays close attention to its correspondence. The hardware deal- er may at first think that price alone makes mail-order customers, but it is a fact that price is not wholly re- sponsible for the growth of the mail- order business. The ordinary per- son, farmer or city man, does not like to be treated as if he were one of a herd of cattle. He looks for personal attention and buys from those from|rangement is to carefully study the It] interior is a hard fact, but there are a great/stores published in his trade paper many retail stores whose sales force!and the comments made upon these whom he receives this attention. are so devoid of personality that cus- tomers are actually repelled by the cold, matter-of-fact treatment they receive. If the mail-order house infuses personality in its dealings with its customers, why does not the dealer do the same? This is an important point and one to which every hard- ware dealer should give his earnest attention. It should be an easy mat- ter for every store proprietor to in- struct his clerks to be cordial and painstaking. It seems like a small point, but it is one that the big mail- order houses make use of in every manner possible. Store arrangement corresponds to the mail-order catalogue. This cata- logue is so carefully and attractively arranged that it is really a pleasure to order from it. The hardware deal- er should arrange his stock on the same basis. Omitting the details, the general arrangement should be such as to display to the best advantage all of the stock possible. It has been thoroughly demonstrated that people coming to a store to buy any one article frequently buy others that are called to their attention by being prominently displayed. Every page in the mail-order catalogue is well displayed and every article listed is indexed. This is one secret of mail- meeting mail-| order catalogue popularity. I show jin this article how the hardware deal- /er can use an index just as effective ‘as the mail-order index. | One hardware dealer I know per- 'sonally So keenly realizes the value of prominent display that he uses noth- ‘ing but all-glass show cases, where lall his cutlery and small stock can ibe placed so that it will be seen—not ‘hidden away from public gaze in long |drawers or underneath the counter. 'He has built long wooden display tiers covered with green burlap on which he places his larger stock, such as kitchen utensils, garden tools, etc. This hardware dealer is located in a farming community and he is more than holding his own against the mail-order houses. Store attractiveness must not be confused with store arrangement. A store may be attractive, but not well arranged as regards location of count- ers and stock. It is the combination of these two that the dealer should endeavor to effect, and it is really one of the essentials to large success in the retail business. | One of the best methods a dealer can use to secure effective store ar- photographs of hardware photographs. He should also pay close attention to the window-display photographs, for the window is the eye-catcher—the means to the end. Novelty in window displays is ex- tremely desirable. During the past year Hardware has given some good H. J. Hartman Foundry Co, Manufacturers of Light Gray Iron ang 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. examples along this line worthy of considerable study. The hardware dealer should carry as large and varied a stock as is con- sistent with his resources, and above all he should keep stocked up. It is poor policy to tell your customers that you have run out of this or that Established in 1873 Best Equipped Firm in the State Steam and Water Heating Iron Pipe Fittings and Brass Goods Electrical and Gas Fixtures article, for that drives them to the : mail-order catalogue, which never Galvanized Iron Work runs out of any article listed. ; The Weatherly Co. Your trade paper will keep you y 18 Pearl St. Grand Rapids, Mich. posted on new articles of merit, and it is advisable to add as many of these to your stock as you can, for one of the reasons that the farmer trades by mail is, because the mail- order catalogue offers him a wide range of selection. By adding new articles now and then you secure a “beat” on the mail-order house, which fortunately can not revise its cata- logue as often as you can alter your stock. Retail buying has some decided ad- vantages over mail-order buying, but I have seen few hardware men who | \\ y \ StS —=SUN-BEAM== = TRADE-MARK, === “Sun-Beam” Brand take advantage of these points, When you buy which are herewith outlined: 1.—Seeing before buying. This is Horse Collars perhaps the strongest argument against buying by mail that the deal- See that they er can use, yet it is seldom seen Have the ‘‘Sun-Beam’’ label featured. The Missouri Clan is fast ‘*They are made to wear’’ growing in membership. People i “cc fi ” rg ult want to be “shown” values before M'F’D ONLY BY making purchases. The hardware Brown & Sehler Co. Grand Rapids, Mich. WHOLESALE ONLY dealer can argue that it is impossible for a picture and a written descrip- tion to show any article thoroughly. There are, he can point out, some things that may not be perfectly sat- ih WY SASSI ) aS SS So ”° WS: LN i QUICK CLEAN SAFES Ls “nt iy (RY/L/ KN \ SSA \ st CRE SAGAN >» ~ wer, sec 3ohe- | Yy ¢ hicag ie v the second | ohe | BJOAT SUPPLIES mian, the third Swedish, the fourth | ee Polish, the fifth German city in the| world. Th sald of thn ‘ra is | 11 and’ 9. Pearl St. vorid. 1€ t the races 1s} pa oe promoted by the mob HB ty of the im-| Grand Rapids, Michigan migrants and their willingness to Mention this paper wander into the remotest parts of th country in search of work, also the inequality of the sexes. The males | 50 Years | ee ear eh aw er’ S| the People’s are in the majority, hence marry lo | Choice. | cally born women and often in a CRYSTAL higher social class than their own. e The main cause which operates | § See that Top 4 Blue against the elevation of the races is pon ~ e oh concentration or es of h ™ For the e immigrants in compact indus- i he immigrants in ¢ mpac rd Reni trial colonies or in large Cities OF Ele West. While the Tentonic races DOUBLE wander far afield as colonists, the STRENGTH. iediterrane; slavic and Oriental Mediterra lean, Slavic i Yrienta Sold in races herd in the towns. Even among Sifting Top the Jews, the most exclusive of peo- | Boxes. ples, there is more intermarriage | || Sawyer’s Crys- than is commonly supposed. Irish | ' tal Blue gives a or Irish-American women are often | |) beautiful tint and Oeics ah bee ee restores the color the wives of Boston Jews. | to linen, laces and All the facts of marriage and births | goods that are point to a relative submergence of | |) worn and faded the Anglo-Saxon stock in the near | It goes twice future. | The race struggle is only | r > other in its infancy, and the issue lies in | the lap of the future. | | Sawyer Conall Blue Co. te 441 ee ode fet) 88 Broad Street, akes a big heart to guide little | oe ae | BOSTON - -MASsS. folk. Making your will is often delayed. Our blank form sent on request and you can have it made at once. We also send our pamphlet defining the laws on the disposition of real and_ personal property. e e Executor | The Michigan Trust Co. | Trustee Agent Guardian Grand Rapids, Mich. G 'Z, April 21, 1909 TRADESMAN yd. “24)), ssi ~E LAS _ eG Sy YZ N : = =e = = he 3. = ae = > zZ REVIEW oF te SHOE — : _ — - ze ised = y—\\ hi : (1) Ss ER Mrs. Lannigan Visits a Shoe Store. What is certainly an unusual and unconventional advertisement is a little eight-page booklet which is be- ing distributed by Nelson Bros., wide-awake shoe dealers of Kansas City, Kansas. It is entitled “Mrs. Lannigan Visits a Shoe Store,” and in some ways it fully equals some of Mr. Dooley’s work. We think it will bear reprinting and are, thefe- fore, giving it space on this page, hoping our readers may get some fun out of it. There was no adver- tising on the book with the excep- tion of the two paragraphs at the end, one of which stated that “she came to Nelson’s and bought a pair of Pingree shoes and was perfectly satisfied,” and the other was that “Nel- son Bros. closes at 6:30 p. m. every icashey jin glory. | proper day except Saturday, when they keep | open until Ir p. m.” The _ story, which is credited to Charles Martel, | reads as follows: “Do I want a pair av shoes? Do I want a pair av shoes? Young man what fool question wil ye be afther askin, me next? Wud I comm here for carrots or turnips or _petaties? tho if I wanted a cabbage head an’ zot yours, I wud be afther havin’ a prize, annyway you're not a_ beet? Well indade ye are that, a dead beat An’ that’s the rayson ye don’t know it, tho others do to their sorrow, ’tis very little that I know av ye, an’ that little isn’t at all to your credit. “Ye didn’t mane to offend me? well ye didn’t. I niver git offended at anything fools or children say, I know betther. What size do I wear? Well I wear a number two, but a number Sivin fits me betther. What last? av coorse I want thim to last. Ye mane do I wear a C or a D? Well I ain’t a bit partiklar C or'D, X or Z, tis all wan to me, I wouldn’t dare to dis- criminate agen the alfabet, it might hurt me daughter’s falin’s as a school- teycher. “Will I be sated? Sure I will, I’m as tired as a tramp. What did ye say? Ye’ve been radin’ the Bible? Don’t do it young man, don’t do it, ye’re on the road to ruin, an’ don’t know it. First ye read the Bible thin’ ye get started goin’ to Sunday school, an’ git illicted threasurer an’ superin- tindent, an’ thin ye stale money to inter politics an’ politics sends ye to the Sinit an’ the Sinit to the pinitenchery. Don’t do it young man, Don’t do it, kape out av it an’ be honest an’ respectable. “But ye are ra’aly inthrusted an’ want to know who the divil’s gran’- mother was? Ah fwhat do I know about your family history? Close your trap an’ show me some shoes. Shure *tis nice tho, to see you so inthrusted 'for the shoe? It is not. jat the top, if your fixin’ in your genology, as Father Mul- wud call it, God rist his sowl It shows that ye have the family pride an’ are not ashamed av your connections, tho I dinnah what they wud say about you. (’ve always hear that American ijits when they have stolen money enough to be considered raspictable by the scandilized members av the _ foor hundred, hunt up some poor auld frightened genology, that is thryin’ in vain to hide its dirthy an’ heejus past an’ adopt it for their own, an’ I suppose that tis the same way wid you an’ I can’t say but what your choice is an appropriate wan, an’ av coorse yell have to have a coat av arms. I suppose twill be the divil’s horns rampant, on wan side, an’ his cloven hoofs couchant on the other wid a hand in some wan else’s till an’ the motty, ‘There’s likker an’ leather.’ But up a genology ye must be takin’ twice as much money, as ye jnawthin’ like did when ye was playin’ the races, an’— “Not so loud ye didn’t mane any- thin’, ye was only jokin’? Well now that’s square. So was I. Ye’ve jest sold a pair av shoes to Mr. Donegan. A mighty pleasant gentleman. Well, ‘tis mighty little ye know about him, little. That man’s hands are drippin’ wid human blood. He killed own lawful wedded wife an’ is thryin’ to hide from the hangman in our quiet little parish, or it wud be quiet if it wasn’t for the prisince av Bridget Brannigan. Shure I think ‘tis disgraceful to let him run around loose like that? We’ll all wake up some fine marnin’ an’ find ourselves dead in bed. He has brought the apple av discord among us, an’ if its not nipped in the bud, ’twill soon burst into a flame that will drown the entire parish. An’ thin he does havin’ such dridful timper, I suppose that’s how he kim to kill his poor wife. He schwore a blue strake at Bridget Brannigan an’ treatened to blow her head off, an’ all because he stumbled over wan av the tubs that she calls her own because she bor- ries it so often. Shure it niver fales at home, unless it does be holdin’ the Brannigan soapsuds. That’s the pleasant sort av gintleman he is for mighty his you. “Hivens, Ye don’t ixpict me _ to wear that canal boat do you? I’m afther a pair av shoes not a coal barge. Thry it on? I'll not thry it on, ’tis a mile too big for me. There, that’s betther, yis that’s nice lookin’ but I don’t like so many fal-lals on it. Yis, I’ll thry that wan, O, ow, ouch That hurts. Me fut too large The shoe is Elkskin Outing | Shoes have become as staple as any footwear made They are com- fortable and durable and in de- mand from early spring until late fall. From now on you will want a full line of sizes at all times. We have them in black, tan and olive, with leather heel or with Catspaw Never-slip Rubber heel. We especially recommend the rubber heel. We also have them in bellows tongue especially adapted for farm- ers use. Send us your orders. We know our shoes will satisfy. Hirth-Krause Co. Grand Rapids, Mich. Makers of Rouge Rex Shoes for Men and Boys ; Advertising, Talk or Taking Your Word for it will sell a man his first pair of shoes. But it’s service, solid money value, wear and fit that sell the second. aS NOVAS EL es Back of all we say about our goods: back of all arguments we can use to con- vince you of their merits; entirely beyond our control there’s a tremendous force of word to mouth advertising which wearers of our shoes do for us—one man’s praise to another of style, quality and fit. The power of such advertising is very great; its value lies in its sincerity and its disinterestedness. The only way we get it and keep it is by making goods that deserve it. Rindge, Kalmbach, Logie @ Co., Ltd. Grand Rapids, Mich. Pr i dsl iccidnebeiseinidieaeteiuneamnescs i th April 21, 1909 too schmall for me fut. I’m sure I wore that size befoor or it may be a size schmaller, an’ ’tis all your fault for not havin’ it fit now. “How much is this pair? Ah, that’s too much. How much is this? Shure ‘tis bare faced robbery. Have ye iver been in the pinitenchery? No? ’Tis wonderful how many rogues an ras- cals escape their just desarts, isn’t it? Phy don’t ye get some principle in ye, an’ quit sellin’ shoes, an’ thry to earn an honest livin? “Perhaps I wud sooner have some other clerk wait on me? Well I dun’- no, | wud like to have a man that knows somethin’ about the business, but since ye have started in, ye may as well finish the job, ye’ve got to larn sometime anyhow. Ye think this pair will plase me? Well I don’t see what makes ye think so. Yes, ’tis rale nice, ’tis the very thing, but it won't do. “Have I any idea av what I want? Naw, Bridget Brannigan, that tin faced trollop, declares I’ve niver had an idea in all me life, little she knows about it. She couldn’t tell an idea from an oyster. I had an idea she wasn’t much the first time I saw her, an’ time showed that idea Was correct. an | av same opinion about yourself. me the sell shoes an’ not to listen to abuse? Well, why don’t ye sell them then? That’s what I’m waitin’ for. I don’t suppose they pay you much, but whatever it is, it’s too much. How ye iver look the proprietor in the face, when ye know ye are robbin’ him of a good man is more than I can suppose ye bat your ye take your week’s wages, ye wud if ye had any self rispect left. “Wud I like a pair of button shoes? Naw, the buttons do be all the time a comin’ off, an’ like as not the baby wud swallow the shoe buttoner, i “You are paid to can see, [| eyes when an be choked to death, an’ thin who wud pay the docther’s bill? An’ this such a bad time av year for sickness av all kinds, too. The docther tould me this marnin’ that Jerry McGuire had a fatal sickness an’ they do say they niver git over that kind, ’tis so dead- ly. An’ Pat McCoul is dead, he was taken down sick all av a sudden wid locomotive taxation an’ they sent right away for a doctor, but he was busy an’ couldn’t come, so the poor man died a natural death. They in- formed an autopsy on him, but they didn’t do it till afther he was dead, so av coorse it did no good. They shud have done it while he was still livin’ an’ then he wudden’t have died. “How do I like that shoe? It’s a number four? ‘Tis no good, it’s a mile too large, I know ’tis. Well, I will try it on to please ye, an’ give ye a chance to arn your wages, tho I know ’tis no use. There, now, phwhat did I tell ye? The shoe is too large but ’tis made av such a peculiar shape that I can’t get me fut it. “1 wish I had a pair av the wooden clogs that we used to wear im dear auld Oireland. Ah; wel’, there’s naw- thin’ as good as it used to be, not aven the beer, bad cess to it. I think V’ll thry a pair av Frinch shoes wid the Frinch heels, I like the Frinch, inl MICHIGAN TRADESMAN they’re always been good to th’ auld Sod, Gawd bliss thim. So I will take a pair av their shoes to help thim out, ’tis said they are head over ears in debt anyway, an’ nade all the help they can git. “Ye can’t sell me a pair of Frinch heels, phwy not? Don’t stammer or stutter so, man, out wid it. Isn’t me money as any wan elses, aven if it didn’t coom from me im- ployer’s til? Oh on account of the peculiar construction av me fut, ‘tis thrue parfictly thrue T have an odd fut, but both me feet are mates an’ SO was me mither’s before me. as good “I wish you’d explain how these shoes are made, I do have a thirst for information, tho 3ridget Brannigan, the auld cat, does say that me thirst all runs to beer, tho if she quits rush- in’ the can, the brewery wud have to shut down the next day. But teil me about the shoes. What’s that, you haven’t the time to deliver a lec- ture? No, nor the brains ayther, why don’t ye finish what ye started to Aas iy say? Shure wan look at your face wud show the foolishness ay askin’ ye a question that wud require an in- tilligent answer. Ye ought to change| the sign: ‘No trouble to show goods,’ to ‘No, we won’t take the trouble to goods.’ There’s no nade of havin’ signs lie for you, you can do all that’s necesthry in that line your- silf. a show "NG Ge. not much av a cess in findin’ me a pair av shoes. What’s that? Ye’re not makin’ much aye a in life anyway? Well maybe ’tis because ye have listened more to the bedtick than the alarm clock. Shure I think ye have missed your vacation? Ye’d make a betther| success a carryin’ the hod than sell- ing shoes. Ye say it takes brains to sell shoes to some people? Then why do ye thry it, can’t ye see that ye’re out av your class? makin’ suc- success “Ve Mrs. she’s so aisy plased? like Brannigan because She must be or she wouldn’t coom here to thrade, an’ she has such nice bright children. | I’m not denyin’ their bright enough | if ye are alludin’ to their red_ hair. | That bye Dinny av hers, wud disgrace the divil, he still snoopin’ around afther my Mary. Shure I’d set th dog on him, only for fear the poor brute wud bite him an’ die av blood poison, them Brannigan’s does be so deadly an’ him such a vallybill animal, an’ the dog catchers havin’ him for the lasht wake because Moike forgot to pay his poll tax, an’ like as not he’s soap grase by this toime. Well ’tis only right he should do some good afther he’s dead, for he cooms was no airthly good when he was alive. He was almost as worthless as a man, an’ that is the outermost edge av the limit. Vit E got a pair av shoes, I won- der wud ye be afther givin’ me a re- bate on the price av thim, they do say that rebates do be so _ fashionable nowadays, an’ that all the high muck- a-mucks do be a gittin’ them. Ye wouldn’t consider the matther a mo- ment? No more ye wud. The only thing ye cud consider would be chat- in’ customers an’ guzzlin’ beer. What! ye niver drank a drop in your life? Faith ye look it, if ye’d take a so- ciable glass wanst in a while it might make a man av ye tho ’twould take nawthin’ short av a miracle to do that. “Well I don’t see anything I want, so I won’t buy to-day, but will go around an’ visit some av the stores that have somethin’ worth wearing, [| belave I’M go to Nelson’s and if I don’t see anythin’ that suits me there [ will coom around to-morrow an’ call for ye agen. If I do ye'll quit? That’s right, that’s sensible, quit an’ go to the where ye _ be- ong, an’ give a good man a chance.” ——_—_-~__. Andes Railway an Epoch Maker. An event of transcendant impor- tance in the industrial and economi- cal evolution of the world is the de- back farm scription accorded the railway through the Amdes, which is ex- pected to be ready for operation March, ro11.. The railway journey will accomplish in thirty-eight hours what the present boat via Cape Horn or the Straits of Magelian does in ten days. During the open sea- from November to April, the spring and summer of the region, the land journey over the 100 miles of the Cordilleras had to taken afoot or on muleback, while in mid- winter, August and September, it is passage Son has be | : , ‘almost impossible because of the ter- rific storms and the blocking of passes by snowdrifts and avalanches. The railway will connect Valpa- raiso and Buenos Ayres, the two great South American The en terprise shown by the Chilean ¢ seaports. V- see ef: RPT le na, Raha Iaith ett 19 ernment regarding the new railway is in keeping with the spirit of prog- ress shown by the capital city, San- tiago. Where fifty years ago were ill kept thoroughfares are to-day broad avenues 350 feet wide and three miles long. The rock of Santa Lucia, which rises out of the heart of the city as the famous spot where Pedro estab- lished his stronghold, was for 400 years a more unsightly eminence. To- day it is a beautiful park through the of the the city and private citizens. Santiago has one of the best play- munificence government, houses of America in its municipal theater, am astronomical observa- tory, a national conservatory of mu- schools of art and trade, and, to sic, crown all, a university with a cel- brated school of medicine. ++. ___ Worn Out. The Parrot—Oh, my poor nerves! If they’d only end the agony of that miserable phonograph! The Canary—Aim't it What’s it suffering from, Poll? The Why, since the ness depression it hasn’t fierce? busi- had Parrot began a single new record. _ Oe Oo A good many women regard a mar- riage certificate as a meal ticket for | life. IE MAYER Martha Washington Comfort Shoes hold the trade Your _ A High Cut H.B. HARD PAN Carried in Stock and, in value Herold-Bertsch Shoe Co. Makers of the Original H. B. Hard Pans Grand Rapids, Mich. Shoe Men Know Good Salesmanship Is often capable of puttiug any kind of shoes on a customer, but your profit on a single pair is not enough to pay for the loss of any person’s year in and year out trade. Then figure it up in your mind what it will be worth to you to handle a line of shoes that has gone steadily ahead until it leads the procession for wear every day after the customer leaves your store, satisfactory service. There are a lot of points about ‘‘H. B. Hard Pans” that pull—that the other fellows don’t put in—and they are even better than ever this season. Just like our H. B. Hard Pan Shoes, our selling plan has greatly increased to the dealer—it’s yours—and the extra profits—for the asking. 20 MICHIGAN TRADESMAN April 21, 1909 i , TRIMMED THE TRIMMER. Scientific Confidence Man Finds Vic- tim in Country. “David,” said Ignatius Black one bright morning, “let us hie ourselves away from the dull city for a time. Let us flee these cloying walls, David, let us drop for the nonce the sense- less existence of turmoil which falls to the city dweller’s lot. My mind is numb from the sight of crowds of my fellow men. My ears are tired of the sound of countless footsteps upon the pave. Let us take a run into the country somewhere, David; I feel that I need the change.” “Well,” said Campbell, “we haven’t gathered up any change for some time now. If your expedition is after the mazuma, well and good. Hooray for the change, first, last, and all the time!” “David,” said Black sorrowfully, “that was unworthy of you. A pun which must resort to the use of or- dinary street slang, in which there is neither wit nor wisdom, becomes only the most common order of in- tellect. A pun in itself is barely en- durable; the slang made one is a horror. The change that I desire is of the spirit, not of the finances, David. I would go into the country to seek peace and quiet, and I want you to come along to keep the peace from becoming too peaceful and the quiet from getting tiresome.” “Right-o,” laughed Campbell. “Dis- turber-in-chief of the peace suits me to a finish. I will go. with you, Ignatius. I will accompany you on your escape from urban ills to rural joys. I will tell you funny stories and do handsprings when the tall grass grows monotonous. Only, I pray of you, don’t, please don’t, fig- ure on staying more than a_ week. The country at this time of the year is a little too raw to be an undiluted joy forever.” At this Black quizzically. “A week will be sufficient, I think, David,” he said. “At the most ten days will suffice to send me back to town well satisfied with my flight. And, David, IT do not think that you will find this time hanging heavy on your hands. No, I may go as far as to say that I think you will enjoy yoursell. At least [ think you should.” “Huh! IT don’t know. If I felt fag- ged out I might agree with you. As I don’t—but, anyhow, zo ahead and make your plans. Have you decided where you're going?” smiled, slowly and “T have. Sixty miles from this city there is a pleasant little town called Hampton. It lies in the midst of a range of hills which isolate it as it were from the rest of the world. The hills are rough and craggy, and but little cultivated. One can wander over them for hours at a time with- out being oppressed with the near- ness of uncomfortable civilization. It is almost an ideal spot—for my purpose.” “Good hotel there?” “An excellent hotel, considering the size of the town. And there are other attractions which will appear when we are on the ground.” “Good enough. Just wait until I order me some of my favorite smok- ing tobacco and I’ll be ready to start at once.” Black eyed him studiously. “David, we are going on a_ jaunt it seems to me that your attire is too somber for a man of your lack of aze. Black for me is quite the thing; but for vou, David, for the occasion I should suggest more cheerful attire— loud attire, as the vernacular it. A lieht, striped suit, a red necktie, a jaunty derby hat. Those, David, are the articles of apparel which I suggest you purchase for our sojourn among the hills.” While Black was talking Camp- bell’s brows were pursing together in an expression of good humored sus- picion. He said little and Black took no notice of his look. since even has “All right, Ignatius, if you long to have me arrayed festively, festively it shall be. ‘Give me the hour for start- ing, and you'll see me arrayed as per prescription.” “To-morrow evening then, David,” replied Black. “And don’t forget, David, you are not going to be bored.” Campbell only wondered at the old man’s secrecy. The following evening saw Camp- bell and Black ensconced in a chair car rolling away from the city toward the quiet, retired little town of Hamp- ton. Black, as usual, wore his pro- fessional attire, the frock coat, the high silk hat, the thick glasses. The coat was new, the hat was new, the glasses were zold framed. It was no impecunious man_ that Black appeared as he settled himself comfortably for the two hours’ ride. Prosperity, dignified, cultured pros- perity and prominence stuck out over him in nice, refined chunks. The at- mosphere of the study was combined with that of the banking house, and the shrewd, experienced observer of men would have set him down as a man of scholarly and financial attain- ments in about equal parts. professional His companion would never attract such favorable attention. He was of a type as distant from the prosper- ous scholar as well could be imagined. He was dressed the care of a first class barber on a vacation in the garments of a bookmaker at his trade. His clothes were striped and loud, his shirt bosom was expansive, his tie of reddest red, and in its cen- ter gleamed a yellow jewel purport- ing to be a diamond, at least. On his left hand was another stone of the same dimensions; and even the most casual looker-on could not have failed to label him a “sporting man” of possibly shady connections. And yet this strange pair nized in a fashion that made their friendliness unmistakable. Passen- gers studied them with interest; the trainmen looked at the younger man with frater- with unfriendly eyes; and when they registered at the Hampton House and took adjoining rooms, even the unsophisticated night clerk wondered why the “professor” wanted to be seen in the company of such a flashy looking sport. But register they did, under as- sumed names, and from that moment hence they were inseparable. They appeared for breakfast together in the morning; they lounged in the office together, and then together they started off for a tramp over the The small town saw and wondered. Had the flashy young man had a farmer in tow the mystery would have been plain to all who But the sharp, scholarly professor was out of place. Hamp- ton citizens stopped, looked, and pondered. Once out of sight and hearing of the town David Campbell pulled his hat forward from the of his head. “Well, Ignatius,” he said, “it’s time to spring the nub of the riddle. I know as well as you know that you never came out here to this forsaken burg simply because you wanted to rest. Why, the sound of the rural brethren in the barroom as we pass neighboring hills. Saw. back in to eat would be enough to give you hysteria if you hadn’t some great motive in Out with it, Igna- itus. I have played the confidence man in ignorance long enough. “Patience, David,” | admonished view. and there is a place for all things. Follow me to the top of yon hill and I will show you, David, something that may throw light upon our rural excursion.” In silence they the hill On the mounted which Black had designated. Black with a chuckle. “There is time| 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 Gr = 50 ® HIGHEST AWARDS IN EUROPE, AND Registered, AMERI CA A perfect food, preserves health, prolongs life Walter Baker & Co., Ltd. Established 1780 DORCHESTER, MASS. The 3 Bees Popular in Price Boston Breakiast Blended | Coffee Always Fresh Roasted The Busy Boys For Business JUDSON GROCER Co. GRAND RAPIDS, MICH. April 21, 1909 summit they sat down, and Black pointed solemnly to a great hole be- low their feet, an excavation had torn the hill in twain. “Sand pit, isn’t it?’ queried Camp- bell. V No 7? Said gold mine.” which Black, solemnly. “A Campbell scrambled down the hill- side until he stood on the brink of the big hole. So far as he could it was neither sand pit nor mine. was just a hole dug in the hill gardless of consequences, and no parent effort had been made to use the dirt which had been thrown up. Campbell climbed back and sat down again, see Tt Eee ap- “Ts it?” said he innocently. "Yes, said Black, “that is a zold mine. How doslI know? Because my humble little compound for find- ing gold where it exists or does not exist tells me It tells me that there is gold in that hole. Not the ordinary auriferous deposit of mining tradition, but hard, coined gold ing the government stamp. David; this is the idea.” later Mr. Hiram Smith, President of the First Nation- al SO; bear- Listen, Two. days K. Bank of Hampton and owner of most of the valuable land thereabouts, was the recipient of a business visit from Mr. George the same being man Carrington, the flashy at prosperous young staying the with the The object of Mr. Car- the Mr. Smith owned a piece of who was Hampton house looking “professor.” Tington’s visit was simple and to point. land; Mr. Carrington wished to pur- What piece of land Carrington wished chase the same. % that Mr. to purchase? was eT ae MICHIGAN TRADESMAN “That side hill over west of town with the hole in it,’ said Mr. Car- rington promptly. “And I want it cheap, because it’s no good to you.” Mr. Smith was one of those exceed- ingly shrewd men who so often oc- cupy the position of President of small town bank. a He had begun his financial climb by saving pennies. He was ending it by watching them— and a lot of dollars. His motto was: If a deal will pay a dollar, go into it. And he was in most of the deals in or about his native town. Mr. town Carrington, with parading around aged companion in tow, had excited Mr. Smith’s curiosity. Mr. Carrington as the apparent guide, friend and counselor of such a pros- | his perous looking citizen was a person-| age certain attract Mr. Smith's attention. He, in company with most of the town, had wondered what the pair was doing in Hampton; and now he didn’t propose to let Mr. Carring- ton get out of his office without dis- covering the secret of their mission. What, he inquired, might Mr. Car- rington want of this land? That, replied Mr. nobody’s business but his own. to | | Carrington, was! Let | Mr. Smith place a price on the land: if the price was satisfactory the mon- ey would be forthcoming. Mr. Smith smelled a rat. Obviously Carrington didn’t want the land for agricultural Probably he didn’t want it for himself. Possibly he wanted it for his rich companion. a purposes, So ran Mr. Smith’s reasoning. “Come in to-morrow” said he. “ve got a partner that I’ve got to consult in those deals, and I can’t see him until the morning. be in then?” Will you Mr. Carrington would, thouzh he would much rather close the deal then and there. He went out, and half an hour later his companion, who introduced himself as Mr. Standish of Lynn, Mass., entered. Mr. Stan- dish in a calm, dignified manner, de- posited $5,000 cash with Mr. Smith, at the same time leaving in his safekeeping a New York draft for $40,000. in “I expect to make some small in- vestments in real estate in the vicin- ity,’ said Mr. Standish. “So I brought the funds with me.” have Mr. Smith’s cupidity was raised to white heat. Here was the biggest that ever had happened in Hampton taking place without his having a single, lucrative finger in the pie. Mr. Smith swore a little. he tesolved that somehow, by hook or crook, he would manage to be in on the it consum- mated. He smiled as he remembered that he owned the desired land. They deal deal before was would have to do business with him,| and that would bring him in. Mr. Carrington appeared promptly at the appointed hour ready for busi- ness. Nay, he was more than ready for business; he was determined to do business. “ets quit fooling,” said he to he- gin with. “I want that side hill. It isn’t worth $10 to you, but it’s worth $1,000 to me. There are about ten acres of it, $100 an acre. What do WOU says Is it a deal?” Mr. Smith shook his head, slowly. “Really,” said he, “I couldn’t see my partner this morning. He’s gone out of town. He won't be back until to-morrow.” “To-morrow may be too late,” said Then} Mr. Carrington. impatient, and—” “My man is getting Mr. Carrington caught himself, as if he had made a serious slip of the tongue. “Anyhow,” he continued, “let’s do business, and have it over with.” Mr. Smith leaned back in his little, swivel chair. “Not,” partner.” Mr. Carrington went out in a huff. Again Mr. Standish of Lynn, Mass., lcame after him. | “I must trouble you for my draft, | Mr. Smith,” said he. “I am about to |make a purchase of land, and the draft exactly covers the amount of ithe transaction.” said he, “until I see my Smith saw red as he contemplated a draft—a good draft -of $40,000 from one hand to another. “Whom you going to buy from?” he ithe passage of are asked. “From my young friend, Mr. Car- Mr. Standish, taking jhis draft and hurrying out before the shocked Mr. Smith could ask a ques- tion. irington,” said Mr. Smith now was raving. He saw deal: Mr. Car rington was trying to buy that side hill in it to Mr. Stan- dish. Mr. Standish apparently placed the property. Mr. Carrington was going to swindle him Mr. Car- through the whole order to sell a high value on in some way. Shame on rington! | Just before the close of bankinz thours that day, Mr. Standish drew lout all but $500 of his cash deposit. |Mr. Smith was not present at the time, and when he heard the news ihe was furious. He had been investi- L eatinie and he found that Standish, 22 MICHIGAN TRADESMAN April 21, 1909 the fool, was convinced that the hole in the hill was a gold mine. Car- rington had showed him a few sam- ples of dirt. Each and every sample contained gold in paying quantities. It was the rawest, plainest case of mine salting with a rich, simple suck- er as the prospective victim that any one ever had heard of. It was out- tageous! So declared Mr. Smith. He, Smith, President of the First Nation- al Bank of Hampton, would not stand by and see _ the thing go through. He would see Mr. Standish. He, Smith, would sell the mine. He did see Mr. Standish. He saw him at the hotel late that afternoon. He talked mines to him. He dis- covered that Mr. Standish was in- terested in mining. He broached the subject of the Sidehill mine. Of course it was a funny place to find gold, he said; but there was gold there. Yes, Mr. Standish knew all about that. His young friend Car- rington had showed him the possi- bilities of tha? hole in the ground. He, Carrington, was going to sell him the mine for $40,000. “Good heavens, man!” cried Smith. “T’ll let you have it for $20,000. It isn’t Carrington’s; it’s mine. Carring- ton hasn’t even got an option on it.” “I understand that he has,” said Mr. Standish innocently. “Of course, if he has not, and you are willing to sell for $20,000, I see no reason why I shouldn’t buy from you.” “None in the world,” rejoined Smith. “Carrington knowing about On it is $20,000, merely proposes to make you a-victim to the extent of that amount.” At the same time he wondered how anybody could be so foolish as to think gold could be discovered that locality. in “Then take this draft with you,” said Standish, handing back what looked like the same piece of paper that the bank had cared for the day before. “Write the facts of the trans- action on a piece of paper. To- morrow we can complete the deal.” And Smith, high financier, did as he was bade. He chuckled as he pocketed the draft. Standish couldn't back out now; the deal was made, and he took his departure. He had just got through chuckling when young Mr. Carrington caught up with him. “I know what you’ve done,” cried Carrington angrily. “You've stolen a march on me. You knew I had it framed to trim this sucker, and now you've jumped in and done the trim- ming yourself. Think you're going to leave me out in the cold. Well, you're not, see. I want $5,000 out of the $20,000 you’re roping the old man for or I go right up now and queer the pane” Smith grew sick to his stomach. He hadn’t thought of that. He had been too busy getting his fingers on that bie draft But now he saw his ex ror; this evil minded young man had him in his power. And the evil mind- the mine, and knowing that my price on any smaller basis, either. Five thousand or nothing. “Will you go out of town for three days for $5,000?” asked Mr. Smith. “al that.” “Without going up to see Mr. Stan- dish ?” “For $5,000 I’m your pal,” said Car- rington. “We split on this. I get $5,000 for bringing the sucker here; you get $15,000 for your pasture. That’s business; come on.” out of town forever for go And Mr. Smith came. He gave Carrington $5,000 in cash and he saw that the young man got on the 5 o'clock train for the city. He was well satisfied with Smith. show himself, was Mr. This was doing business. To his feeling toward the went up to the Hampton house to invite Mr. Standish to din- ner. good world he “He left on the 5 o’clock train,” said the clerk. “He couldn't,” said Mr. Smith. “I was there myself. There was no- body but a little red headed Irish- inan “That was Mr. Standish,” said the clerk. “He said he was doing it to win a bet.” Then Smith looked at his draft. It was a draft, all right, but not the one that he had cared for yesterday. It was a “phony,” as Mr. Smith sus- pected. And Mr. Smith threw his arms up towards the heavens and shrieked: “Swindled, dirty dogs!” But Black and David The by gum! Tegnatius their pleasant visit to the rural dis- tricts, split the $5,000 equally and vowed that nothing helped one like a run out into the country—away from the city, with its Selfish, dis- honest crowds—where chang one see things in a new light. Lee MacQuoddy. € made Manners Outweigh Words. In a letter to its employes a lead- ing railroad company of the United States has this to say: “Courtesy costs nothing and yiel large returns. Cordial relations with customers are an asset. You in- crease this property’s value to own- ers and patrons, as well as the value of your service, by making friends. “Rules necessary in a business complex cause less dissatisfaction than unfortunate methods of enforce- ment. Your training renders familiar to you matters not understood by the public and enquirers are entitled to prompt, courteous and complete re- plies. If something seems at fault beyond your power to correct, plain how and through whom remedy should be sought. outweigh words. The salesman of transportation should make his cus- tomers as welcome as. would any business man, inspiring the desire to come again.” That is advice that merchants gen- erally ought to give their clerks and see that the latter thoroughly appre- ciate what a little thing it is, and yet how often neglected. Courtesy has made many a man, and the Jack ds sO ex- the Manners ed young man wouldn’t compromise Campbell, hurrying homeward after of it ruined more business prospects than the lack of sufficient capital " ieeesamaamaaan Sweet DETROIT CARE Makes Quality Quality Makes SALES IN AIR-TIGHT GLASS-TOP BOTTLES which protect them from spoilage, leakage and rust are of such by careful handling of PERFECT RAW MATERIALS. you can afford to sell, because they will please your customer Consider Your Customers because you must please them to hold them. and Sour Spiced Pickles, Vinegar and Table Picklers and You can depend. on steady Preservers MICHIGAN “Williams” Sweet Pickles quality as can only be produced “Williams” Sweet Pickles are the only kind sand pay you for pushing them. They Conform With the Federal Pure Food Law We distill our own grain vinegar, use only the purest spices and granulated sugar for our Sweet Pickles. satisfactory sales on Jellies, Preserves, Fruit Butters Condiments prepared by The Williams Brothers Company April 21, 1909 BRE se ee a | Se ee eee MICHIGAN TRADESMAN THE STAMP LOOTER. He Is Circumvented By New Per- forating Machine. Custodians of the stamp drawer need no longer fear temptation, for the government has made resistance decidedly easy for them, in that it has granted permission to all large business firms to adopt the new ini- tial perforating machine. By the use of the perforating ma- chine, large or small sheets of stamps may be perforated and it is not un- usual now to receive a business let- ter on which there is a stamp filled with very tiny holes representing one or two initials. The loss of stamps in many business houses through the appropriation of unscrupulous em- ployes has been so great as to cause proprietors to appeal to the govern- ment for protection through the medium of the perforating system. This appeal has been granted and the office “Raffles” who had previously helped himself at the stamp drawer and “merchandise by mail” inclosing “stamps” for same will, in the future, be obliged to use his own salary for personal needs. TIncredulous it may seem, it nevertheless a fact that many large firms in Chicago have lost from $5 to $10 each week through the petty pilfering of stamps. The problem has been hard one for employers to their employes; all seemed honest enough, came to them with good .references and suspicion was hard to place. Some the firms when first discovering the leakage of later ordered is as a solve- of stamps and after satisfying them- selves that it truly existed usually installed or appointed some one to detect the guilty party or watched the situation closely themselves, and while some were successful in locat- ing the miscreant, many were obliged to give up in despair and the only practical remedy which suggested it- self was to order the stamps kept locked in some official’s desk, but this arrangement entailed consider- able annoyance, and while it thwarted the machinations of the guilty, the reflection wounded the sensitive and innocent. The manager of a large business firm downtown, which receives and conducts a voluminous correspond- ence, states that the petty stamp purloiner is a difficult proposition to bring up standing and in citing the following instance of his experience gives convincing evidence that “All is not gold that glitters:’ “One Monday morning soon after I reached my office,” said the man- ager, “a young clerk who had been in my employ but a few weeks and whose duties were to fold, stamp and mail all correspondence, entered and stated that he must have ‘some more stamps.’ I asked him how many he needed and was surprised to hear him say ‘2,000, for Saturday had been a half holiday and the mail therefore light. I further inquired how many of the 2,000 we purchased on Satur- day morning were left and he answer- ed ‘about twenty-five or fifty.’ “IT was convinced that something here was wrong and made up my mind to have the boy watched. I said nothing, however, but gave him money to go and buy the 2,000 stamps, and then called to my office one of my most trusted employes, a man about 60 years of age, who had been with me in the capacity of book- keeper and confidential clerk for twenty years. “T told him about my suspicions ;and instructed him to keep a close watch on the young man in charge of the stamps and endeavor, if pos- sible, to ascertain if he was dishon- est. He promised to do this and was loud in his denunciation of what he termed ‘contemptible robbery.’ He did not report to me on the mat- ter other than that he was ‘keeping his eye on the boy,’ “About a week later I left the of- fice later than usual to attend a con- ference of manufacturers held at the Monadnock building, but as I neared the building I remembered I had forgotten some necessary papers di- rectly pertaining to the business in hand at the conference and returned to my office for them. It was then 7 p. m. and as the watchman was at the front door, which was open for ventilation, I was able to enter with- out using my key. On passing the book-keeping department I was star- tled to hear a slight noise, as I had supposed every one had gone home. “T peered through the grating of the cashier’s window and was horror- struck to see with miy own eyes my trusted confidential and deputized ‘Pinkerton’ in the act of slipping two large sheets of bright red stamps in- to the folds of a newspaper. I was spellbound, but needed no further proof of his dishonesty when he donned his hat and carefully picked up the paper which concealed his loot. I stood still and as soon as he opened the door of the depart- ment to leave I grasped him not gently by the shoulder. In an stant he knew that I had detected his guilt and my disgust for him was only heightened when he dropped on his knees before me on the floor and begged for mercy. “He confessed that he had _ been stealing stamps for the last two years, that the first year he was cautious and ‘modest,’ no doubt, only taking from ten to twenty stamps a day, but by the second year he had grown brazen and carried away near- ly every day from fifty to 100 stamps. in- “T had been giving him a salary of $25, his family was small, and I felt but little leniency toward him, for, in my estimation, he was none other than the worst kind of a thief. How- ever, I let him go free, discharging him, of course, and to ease my con- science for my misjudgment and sus- picion of the mailing clerk I sur- prised that young man nearly to death next morning by placing him in the position of my former ‘trusty’ and raising his salary from $12 to $25 a week.” A stamp may look small, almost like a little courtesy, to be pressed into service at will and without charge, but he who licks even one on a personal letter without first laying down his coppers for it is just as much of a thief as though he waited in ambush to hold up his employer on his way home. Through the new perforating initial system “hands off stamps” in the business houses are now assured, for should those who operate stamp bur- glary try to dispose of their spoils | the perforation bearing the initials of the firm who own them will im- mediately cause suspicion to descend upon their heads and their light fin- gered propensities will undoubtedly cause their arrest—a disgrace which} never fails to blight a young man’s career in the business world. Roselle M. Dean. —_+-~__ In the District Court of the United States for the Western District of Michigan, Southern Divi- sion—In Bankruptcy. | In the matter of Abraham M. Ep- | stein, bankrupt, notice is hereby given | that the stock of merchandise, con- sisting of clothing, dry goods, no- tions, boots and shoes and rubber goods, together with store furniture and fixtures and book accounts be- longing to the said bankrupt, will be offered by me for sale at public auc- | tion, according to the order of said court, Friday, the 30th of on j day April, 1909, at 2 o'clock in the after- noon, at the front door of the store of said bankrupt, Nos. 216-218 North Burdick street, Kalamazoo, Michigan. The sale will be subject to the con- firmation of the court. All of said | property is now in store, and the inventory thereof may be seen at my office, at Herold-Bertsch Shoe Co., 12-16 Pearl street, Grand Rapids, Mich. said The trade—already created—is yours if you want it. To get it, simply stock up with Holland Rusk (Prize Toast of the World) It is the means of bigger sales and more profits to many enter- Are prising grocers. you one of them? Large Package Re- tails 10 Cents. HOLLAND RUSK CO. HOLLAND, MICH, Fred E. Walther, Receiver. Peter Doran, Attorney for Receiver. Dated Grand Rapids, Mich., April 17, 1g09. 2 o ——_ Our habits are either great- est helps or our saddest hindrances. our Hart Brand Canned Goods Packed by W. R. Roach & Co., Hart, Mich. Michigan People Want Michigan Products We Pay the Highest Prices For Citizens Telephone, Bank and other good local stocks, also are in a position to secure Loans on Real Estate or GOOD COLLATERAL SECURITY General Investment Company Grand Rapids, Michigan 225-226 Houseman Bldg. Citizens Phone 5275 Baker’s Ovens, OLIENE Dough Mixers and bake shop appliances of all kinds on easy terms. ROY BAKER, Wm. Alden Smith Bldg., Grand Rapids, Mich. FURE OFL The highest grade PENNSYLVANIA oil of unequaledexcellence. It will not blacken the chimneys, and saves thereby an endless amount of labor. crusts the wicks, nor emits unpleasant odors, but on the contrary is comparatively Smokeless and Odorless Grand Rapids Oil Company It never Michigan Branch of the Independent Refining Co., Ltd., Oil City, Pa. SPS ARON AEG a 1 ee MICHIGAN TRADESMAN April 21, 1909 ABRAHAM LINCOLN. Side Lights on America’s Greatest Character. The Titanic figure of Abraham Lin- coln rises on the horizon of history as a great green mountain from the plateau of mortal existence; ascend- ing from the earth, passing all the knolls and peaks of other men and towering to the heavens, immovable and immortal in all ages. Behold man, mortal man, viewing this mighty mountain of a man! He seems not far away, standing there haloed in a glory of sunlight cast by lauding multitudes; but after ‘weary travel of many days he is still afar to human vision and human un- derstanding. There have been many great men. There have been many good men. But Abraham Lincoln both great and good. His intellect made him great and his heart made him good. was The union of a great head and a great heart make a mighty mountain of a man. The times that try men’s souls are the times that make men. Men produce a time, a time produc- es a man, a man produces a better time; all are of a product of each and each is a product of all. When a discordant note is struck in the affairs of a nation, it sounds and resounds through the length and breadth of its land; it tries all ears of all men of that nation; it explores and seeks and finds the ear of the soul of one who sees, feels, thinks and understands. In him and through him that nation attains harmony. It is not strange that this unseen, this psychic force, should have rested on one man of the fertile plains of Illinois in almost total obscurity. The condition that faced this coun- try forty and six years ago was known to all men in each part; for there were railroads, telegraph, ora- tors, newspapers in proportion to the population of that day as there are in this, so that Boston, Massachu- setts, had an equal opportunity with Springfield, Illinois, in sending that man. That man in Springfield heard the call of the multitude. His mind and heart and soul rose; he came, he saw, he understood to a full meaning and a solution. In turn his voice was heard and his pen was read by the multitude, and the multitude saw that he was the man of men; they took him as their own and gave him their mission. It is not strange that this nation should have taken one untutored, un- cultured, with no knowledge of the fine arts, pictures, music or books— books save as they related to the material affairs of man. Culture avails nothing in the major affairs of life; for it is only the hard textures, like marble, that partake of a polish, and by their hardness and polish they are rendered impervious to a call of the heart. Like all predestined men, Lincoln began life and continued through earthly existence without knowing his destiny, He simply cast his lot on the waters of fate and he was car- ried high by the torrent of events. Unconsciously, all the conditions surrounding Lincoln’s early life con- tributed to his mental and Spiritual equipment for later life. There were his birth in the woods of Kentucky, numbler than the Nazarene, his child- hood in the wilds of Indiana, and all amid virgin nature; the isolation of his youth and manhood on the prai- ries of Illinois—all individualized the man, for civilizations make men alike. In a frontier country there are but few books and little reading. Those who do read are rendered distinet from their fellows. The economy in number of books confined a library to the Bible and Shakespeare, and to him that reads at all these are the best of literary imprisonment; for the more any of us read these, the fewer books we find that are really worth reading. Even ‘this domestic contributed to his unhappiness political success, ‘for it threw him among men. His wife, Mary Todd Lincoln, was an opposite nature to his own—a woman of culture, a Blue Grass Kentucky aristocrat and socially ambitious. With a woman’s:perception she early saw in Lincoln the vehicle for that ambition. Being a woman of temper, Lincoln took shelter from the sea of domestic storm in the harbor of the dimly-lighted grocery and tavern and where the only mental refuge is con- versation. At a time when most men enjoy the selfishness of their family and fireside, Lincoln was learning his fellows, gaining sympathy for them, becoming a real democrat. ac- quiring the facility all by association man—in the of expression, and with the average grocery and tavern, where the pulse of the nation beats strong. Robert G. Ingersoll once said that Lincoln was just as shrewd as it is possible for a man to be and retain his honesty. Even in the conducting of his law business his plan for seeking clients would rival some of the devices of a modern sales mana- ger. For instance: In the Eighth Cir- cuit of Illinois, where Lincoln’s law practice was largely confined, there were about fifteen county seats where court was held. In many of these Lincoln had partnership agree- ments with young lawyers wherein they would be permitted to counsel him and have the use of his name on their signs. Obviously, when one of these young men received a case too difficult, the parent office of Lincoln & Herndon at Springfield was retain- ed. In this way Lincoln participat- ed in about all the litigation on the circuit. His income during the last ten years of practice had averaged about $3,000 per year, which was large for that time and territory—this in spite of the fact that he was liberal to a fault with his services to charity clients. The late Joseph Jefferson, the actor, used to tell this story: “In 1838 our family had been play- ing in Albany, N. Y., when my fa- ther received a letter from my uncle in Chicago, asking him to join the management of a new theater being erected there, and with a few other actors who had received no salaries for several weeks, we turned our faces toward the setting sun. Chica- go was just then turning from an Indian village to a thriving town. After the varying success which al- ways attended the drama in_ that day, we went to Galena and Du- buque for short seasons, traveling across the prairie in open wagons. At the latter place we lost all our prop- erties, scenery and personal baggage by breaking through the ice while crossing the river, afterwards recov- ering a part of it which had lodged on a sand-bar. We had a good season though, and traveled on to Quincy, Peoria, Pekin and Springfield—all towns just then springing up in the West. In most of these we were put to severe shifts for a theater. In Quincy the court house was fitted up, but for the most part we were con- fined to tavern dining rooms and In Pekin we appeared in a pork-house, playing John How- ard Payne’s ‘Maid of Milan, and while my mother was singing ‘Home, Sweet Home,’ a lot of hogs lying under the floor near the stove rub- bed their backs up against the joist and squealed. warehouses. “Springfield being the capital of Il- linois, it was determined to devote the entire season to the entertainment of the members of the Legislature. Having made money for several weeks previous, the management re- solved to hire a lot and build a thea- ter. This sounds like a large under- taking, but the building of a play- house then did not involve the outlay as now. “The new theater was about 40 feet wide and 90 feet long and some- what resembled a dry goods box with a roof—it was the first time my fa- ther had ever owned anything with a roof, so naturally we were quite proud. “In the midst of our rising for- tunes a heavy blow fell upon us. A religious revival was in progress at the time, and the church fathers not only launched forth against us in their sermons, but by a political ma- neuver got the city to pass a new law enjoining a prohibitory license against our ‘unholy’ calling. Here was a terrible condition of affairs: all our available funds invested, the Legisla- ture in session, the town filled with people and we by a heavy license de- nied the privilege of opening the new theater, “In the midst of our trouble a young lawyer called on us. He had heard of the injustice, and offered. if we would place the matter in his hands, to have the license taken off, declaring that he only desired to see fair play, and he would accept no fee whether he failed or succeeded. “The case was brought up before the Council. The young lawyer be- gan his harangue. He handled the subject with tact, skill and humor, tracing the history of the drama from the time when Thespis acted in a cart to the stage of to-day. He illus- trated his speech with a number of anecdotes and kept the Council in a roar of laughter; his good humor “Figger” It Out Yourself You make a sale which amounts to $1.00 You pay the wholesaler for the 0008 15 You have left a balance or gross prout of... $ .25 You pay for Clerk Hire, Rent, Light, Heat, Delivery Service, Insurance 15 You have left a balance or “Net Profit” of.... Then if, by your present method, you have the expense and errors of book- keeping, forgotten charges, disputes and bad accounts to contend with, you lose another one, two or three cents on the dollar; it must come out of the so called net profit of 10 cents: and what have you left? In the example we give here, it is plain to be seen that the real net profit is only 7% OF 8%. What is it, in your own busi- ness? Take a pencil and paper and figure it out yourself. All merchants have some leaks, some more than others. We that the American Account Register and Sys- guarantee tem will stop these leaks and save you money. That is why we are continu- ally asking you to install our System. AS TO THE COST Our registers are made in over 300 different sizes and styles and if you will drop usa post-card Stating the number of customers’ accounts you desire to accommodate we will gladly furnish you with prices, on size you would need, and also give full ex- The Ameri- can really costs you nothing as it will Pay for itself in a few months of use. planation of the system. Not only will the American pay for itself in a short time, in money saved, but it will be a source of profit, a money maker for you through its advertising feature. Let us tell YOU more about it. Just drop a postal today to THE AMERICAN CASE AND REGISTER CO. Salem, 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 a a April 21, 1909 prevailed and the exorbitant tax was taken off. “This young lawyer was very pop- ular in Springfield, and was honored and beloved by all who knew him. He now lies buried near there, under a monument commemorating his greatness and his virtues—and his name was Abraham Lincoln.” There are still many men who have seen Lincoln in action and _ have heard his voice, yet he is fast be- coming legendary. He was human, in spite of his wonderful patience and charity his wrath arose at times to the might of a quake. He loathed a cunning man and his perceptions discerned a dishonest one; then his temper knew no bounds. He threw these out of the White House with his own hands; he pitched the per- sistent office-seekers’ petitions to the winds when they intercepted him in his daily walks. Lincoln’s life can be paralleled in major events to Julius Caesar’s: Both were educated in the law, passed their early life in politics, became the rul- ers of great nations, the heads of|. i|Southern States had seceded and the great armies; both met death at the hands of assassins, and all at a rela- tive time in their careers. Lincoln, without formal training in scientific warfare, was really a great general; for life-long military men acknowledged that he knew more of the maneuvering of an army and navy than any of them. Lincoln has been wrongly likened unto Caesar in periodical mental de- rangement. But in the light of mod- ern medical science, Lincoln’s recur- ring melancholy, of which he once wrote as being so intense as not to permit him carrying a pocket-knife, was from a physical cause. He was undoubtedly affected chronically by malaria—poisoned in childhood from the swamps of Indiana and contin- ued in manhood on the low land of Illinois. It did not tellect, but resolved itself in an in- active liver and depressed spirits. In the light of our understanding in the present spiritual age, Lincoln’s religious aspect has been misunder- stood. Very early in his intellectual life he prepared a rather elaborate work on agnosticism, evidently while the spell of Thomas Paine’s “Age of Reason.” This was after- wards burned in a grocery store at New Salem, Illinois, by his old friend, Joshua Speed, who evidently very early saw in Lincoln a political fu- impair his in- under Tice, Once, in Springfield, an audience in a church, during one of his State legislative campaigns. He compared a certain issue as being like an old lady he knew over at New Salem who had been in a wagon with a runaway team. Lincoln said that she told him that she held on to the lines and prayed to God until the breechin’ broke, and then she didn’t know what she would do. This story, together with his indif- ference to church organization, caus- ed his defeat for congress at his first nomination, To his deep chagrin he did not receive the vote of the Spring- field clergy at his election to the presidency in 1860. In every period of Lincoln’s letters he addressed MICHIGAN TRADESMAN and addresses, there is a formal re- ligious reference, but in his last state papers there are a fervent spiritual belief and appeal. Environed in gloom of a hideous war, the loss of a fav- orite child, and the very earth of hu- man faith shaken from under him in his last days he sought the Infinite Beyond. Like all great American statesmen, Lincoln was absolutely clean in per- sonal morals—without a single vice, even to the use of tobacco. The relaxation that most men find in tobacco, cards and the bottle, Lin- coln found in folk stories, and he was not choice in their subjects. He put his story-telling ability to a double purpose—he made it work twice. and as chinery. A simple story saved him much time and energy in argument and explanation. It served as a self diversion a part of his expressive ma- Some of these had the wisdom of ancient parables: At the very blackest period of Lin- coln’s rule, after practically all the Union armies had met with nothing up to that date but disaster, a con- gressman came to him with the ques- tion that he must now be quite sure of the the Union. permanent disruption of “T once board- house over in Illinois. One about two o’clock the land- lord pounded on my door, saying to that the arrived. I “Nov said lincoln. ed in a morning arise, day of judgment had out of the window, to see the stars falling from got up, looked the heavens in a perfect shower. [ looked again, saw that the constella- tion of Orion was still stickin’, and I went back to bed.” General Lew Wallace, the author of Ben Hur, used to say that no man ever went to the White House in Fincoln’s day without getting something: either an office, a_par- don, or a story-—but mostly stories. Imagine, to-day, a great industrial institution with an equal number of stockholders diverse or commercial in their opinions as to its future poli- ey. Imagine one faction for the head of that institution and the other against him. Imagine this favorable ‘faction subdivided again into smaller factions made up from the department heads—all strong, but personally ambitious men, able to help their chief in solving the problems before him, but all too busy in their own behalf; taunting and in- sulting him, and in their selfishness sacrificing the interest of all. Imagine all this with a labor and the institution mired to the very cornice war of its buildings with litigation. Im- agine its Chief standing through it all, seeing it in the gross and un- mindful of petty plots and individual abuse. Imagine him joining al] forc- es to the main issue and bringing or- der out of chaos, profits out of loss- es, and you have a picture in minia- ture of Lincoln in the White House. We marvel at his patience—we who exert our minds and ponder in our hearts the problems that are a pit- tance by comparison. We, of common clay, when we find a traitor in our camp, even although he be useful in the main issue, are fearful of our own position—re- turn his insults two-fold and cast him out with his sins upon him. Consider Lincoln embodying perfect balance of heart and _ head, and you will marvel not at his pa- tience, for his life policy in dealing with all things can be defined in just three words: sonalities. the Principles Before Per- He turned the conniving ones into conciliators; his foes into friends. As he once said: “It is no pleasure for me to triumph During the very over anyone.” Lincoln’s man to history, the the White and open hearted, Douglas, his political political appear at door, open handed was Stephen A. House blackest period of | first | foe and the one over whom he had gained the presidency. Lincoln’s cabinet officers, who had | early belittled him, ridiculed and in- sulted him, finally became Pythian in their friendships and cringing in their submission. During the last year of Lincoln’s life he was clothed with absolute power. No European monarch ever equaled him. Yet he never abused that power save on the side of Thev used to tell this story of his manner of handling his Cabinet dur- | roiuld would the me his last days: He come into the room late in morning, aan pn Ne 25 voices, accompanied by much knit- ting of brows, stroking of whiskers and All the silent. glasses. polishing of while Lincoln would remain Finally he “All those in ify by saying ‘I.’ 1 would ca!l for a favor of the ” vote: motion “Contrary, No! ” “Neos.” Lincoln would A chorus of unanimous “Well, say in a low voice and looking down into his lap with a faint chuckle and gentlemen,” a sad smile, “I vote ‘Yes,’ and the ls Haye i.” And time has proven that the I’s did have it. Lincoln made his mistakes and failures, but his one great failure has since contributed to his greatness, and that was his failure to emancipate the slave by compensation. This was lhis one bitter disappointment. But Lincoln did not fail—Congress fail- led. His plan has since been adopted | | | | | | | mercy. | ilmen chopping | | | | his cabinet officers all seated waiting | for him. He would assume a most led constructed. There with success in other countries, so that his efforts were not in vain in itheir relation to world. H he had succeeded here there would have .|been no reconstruction period in the South--the South would have remain- would have been none of those stories of fine old down fine shade fine old in front of homes to + them as fuel to passing steamboats for a mite of ready cash. Lincoln grew with 1 his facility of expression, and his f facility <« 2 2 ca% Se 7? t. perplexed air and propose a measure. |pression grew with him, until the last Long discussion would follow by all|years of his life he « inet in Cal members of the barrel!ary style like a prophet of he developed a liter- old. His ses ar orm ——— - me ~ to a_ successful ness. the House;’ trade; lo, it is gone. coffee busi- Only three rungs in ‘White Offer it to your ladder—get ’ You see, the last rung is really superfluous—you don’t need to step on it—merely hand ‘(White House” over it into outstretched hands eager and waiting for it. Symons Bros. & Co. Saginaw, Mich. Wholesale Distributors 26 MICHIGAN TRADESMAN April 21, 1909 en lk latter-day letters and speeches are veritable songs without music. They have never been equaled in the en- tire history of literature save by Isaiah. His technic in the use and beauti- ful harmony of words came unques- tionably from a careful and contin- ued literary reading of the Bible. His big view of human affairs, his clari- fied thinking, his always perfectly bal- anced qualities of head and heart finally produced the second inaugura! address and the Mrs. Bixby letter. While the Gettysburg speech is more popular, by reason of the fact that it is best known, yet the second inaugural address is a better docu- ment. Lincoln said himself that this address, although not immediately popular, would “wear well.” He shrewdly observed that people did not like to be reminded that the ways of the Almighty are not as the ways of men; that God differs from them. “To deny it,” he continued, “is to deny that there is a God.” The Gettysburg speech first found its appreciation in England. Lincoln originally wrote it on the train going from Washington to Gettysburg, on the back of an ordinary envelope, us- ing the top of his plug hat for a desk. He read it during the day with no oratorical gusto and it produced no particular effect, but six weeks later when the Lonon Times and the Edinburgh Review spoke of it as be- ing the finest of English composition and Lincoln as the brainiest ruler of any civilized nation, it was then that the American people were awakened. The American spirit is extending to a world’s spirit. The age of steam that came simul- taneously with our Declaration of Independence has placed a new eco- nomic aspect on the material affairs of man. Old countries with old civilizations when we were but cave dwellers are coming unto us for our devices and policies, and are enjoying a new birth of freedom. With the American material spirit must go the heart spirit—the spirit of Abraham Lincoln, who, in the strangely simple economy of nature, came from the lowly; who ascended above the people, and who is now destined still higher to all people of all lands—a universal spirit for a greater freedom—the freedom of the heart. It was after the strain of election day in 1860. The people had taken Lincoln to do their will. He flung himself down exhausted on a couch in his office. There was a mirror opposite. He glanced into it and was startled to see a double reflec- tion of his face there. He sprang up, looked more close- ly, and it vanished. He lay down again, and it appeared. It jarred on his tired nerves and he arose and went away. Once again, a few days later, he saw it. Then it disappeared. He re- peated the experiment, but it could not be recalled. The two faces had been distinct, one paler and more ghostlike than the other. After that the expression of gricf| And the groan that burst from the grew in his dark gray eyes, and he said many times: “I shall never be glad any more.” Abraham Lincoln passed on, Apri! 15, 1865. The morning of the day before he had told his cabinet officers of a dream he had had the night before: He had found himself in a singular and indescribable vessel gliding with great rapidity to- gravely wards a dark and indefinite’ shore. This dream had come to him on previous occasions, but it had al- ways foretold some happy event, and thus dismissing it he turned to the business of the morning. But some time previous he had had another dream that he could not dis- miss—it had haunted him. He had gone tobed after an anxious day. In his sleep he seemed to be surrounded by a death-like stillness, broken presently by sounds as of a multitude weeping. The were invistble. He had seemed to wander from room to room in the White House, everything plainly visi- ble save the source of those contin- ued sobbings. He had become more perplexed and alarmed until, in his dream, he came to the East Room. There lay a corpse under a catafalque, surrounded by a guard of soldiers and about them were a great throng of mourners. “Who guard. mourners is dead?” he asked the “The President,” answered one of them; “he was killed by an assassin!” Ss CORN (FLAKES UE THOUT THIS SIGNATURE | | Kellogg’s Toasted Corn F lakes i rock on which its success is foun can budge it because none of the You may be able to buy the imit logg’s, but isn’t it brand which yields good merchandisin a good profit and sells quickly? Kellogg’s doesn’t stick to your shelves; it’s on again—off again £* ye\\ sy ae 1 1 hhog g e~ The Imitators ON ws & SS 2 WY, _— fim ( Wes ie, ZE~ i -_— Cant Budge It s here to stay. Quality is the ded and none of the imitators m has approached it in quality. ation brands cheaper than Kel- g to stick to the popular you’ve made a good the customers. |mourners awakened him. David Gibson. *x* * * Second Inaugural Address. Fellow-countrymen: At this sec- ond appearing to take the oath of the Presidential office there is less occasion for an extended address than there was at the first. Then a state- ment, somewhat in detail, of a course to be pursued seemed fitting and proper. Now, at the expiration of four years, during which public dec- larations have been constantly call- ed forth on every point and phase of the great contest which still ab- sorbs the attention and engrosses the energies of the Nation, little that is new could be presented. The progress of our arms, upon which all else chiefly depends, is as well known to the public as to my- self; and it is, I trust, reasonably satisfactory and encouraging to all. With high hope for the future, no prediction in regard to it is ventured. On the occasion corresponding to this, four years ago, all thoughts were anxiously directed to an im- pending civil war. All dreaded it— all sought to avert it. While the in- augural address was being delivered from this place, devoted altogether to saving the Union without war, insur- gent agents were in the city seeking to destroy it without war—seeking to dissolve the Union and divide ef- fects by negotiation. Both parties deprecated war; but one of them would make war rather than let the nation survive; and the profit and a quick profit; you’re pleased and your customers are pleased. A Square Deal For Every Grocer The square deal policy under which Kellogg’s is marked is win- ning the dealers of the country, as its delicious flavor has won It is sold on equal terms to all retailers—no direct sales to the big fellow—no free deals— fair sales methods—genero that has the demand? no premiums—just good quality— 2 us advertising. ness to stick to the cereal marketed in this Isn’t it good busi- way—and the one TOASTED CORN FLAKE CO,, Battle Creek, Mich. April 21, 1909 a Sa pai 6 igs MICHIGAN TRADESMAN other would accept war rather than let it perish. And the war came. The prayer of both could not be answered—that of neither has been answered fully. The Almighty has His own purposes. “Woe unto the world because of offenses, for it must needs be that offenses come; but woe to that man by whom the offense cometh.” If we shall sup- pose that American slavery is one of those offenses which, in the provi- dence of God, must needs come, but which, having continued through His appointed time, He now wills to re- move, and that He gives to both North and South this terrible war as the woe due to those by whom the offense came, shall we discern there- in any departure from those divine attributes which the believers in a living God always ascribe to Him? Fondly do we hope—fervently do we pray—that this mighty scourge of war may speedily pass away. Yet, if God wills that it continue until all the wealth piled by the bondsman’s two hundred and _ fifty years of unrequited toil shall be sunk, and until every drop of blood rawn by the lash shall be paid by another drawn with the sword, as was said three thousand years ago, so still it must be said, “The judg- ments of the Lord are true and righteous altogether.” With malice toward none; with charity for all; with firmness in the right, as God gives us to see the right, let us strive on to finish the work we are in; to bind up the na- tion’s wounds; to care for him who shall have borne the battle, and for his widow, and for his orphan—to do all which may achieve and cher- ish a just and lasting peace among ourselves and with all nations. * * * To a Mother Begrieved. This letter was written to a Mrs. Bixby, of Boston. An_ engrossed copy of it now hangs on the walls of Brasenose College, Oxford Uni- versity, England, as a specimen of the purest English and the most ele- gant diction extant. As a model of expressive English it has rarely, if ever, been surpassed: I have been shown on the files of the War Department a statement of the Adjutant General of Massachu- setts that you are the mother of five sons who have died gloriously on the field of battle. I feel how weak and fruitless must be any words of mine which should attempt to beguile you from the grief of a loss so _ over- whelming; but I can not refrain from tendering to you the consolation that may be found in the thanks of the Republic they died to save. I pray that our Heavenly Father may assuage the anguish of your be- reavement and leave only the cher- ished memories of the loved and lost and the solemn pride that must be yours to have laid so costly a sacrifice upon the altar of freedom. x ok x Abraham Lincoln Said: Prosperity breeds tyrants. The people do well if well done by. It is easier to pay a large sum than it is to pay a larger one. The American mines will prove that we are the world, The Lord prefers common-look- ing people; that is why He made so many of them. treasury of the If you can not be an honest law- yer, resolve to be honest without be- ing a lawyer. If you would win a man to your cause, first convince him that you are his sincere friend. I ask those who have not differed with me to join with me in the spirit towards those who have. Human struggle and scramble for office, for a way to live without work, will finally test the strength of our institutions. If I know my heart, my gratitude is free from any taint of personal triumph. It is no pleasure for me to triumph over anyone. * The free institutions which we en- joy have developed the power to im- prove the condition of our whole people beyond any example in the world. Let us at all timies remember that all American citizens are brothers of a common country and should dwell together in the bonds of a fraternal feeling. With public sentiment, nothing can fail; without it, nothing can suc- Consequently, he who molds deeper than he who enacts statutes or pronounc- He makes statutes and impossible to ceed. public sentiment goes es decisions. decisions be executed. T can not run the political ma- chine; IT have enough on my _ hands that. [ft is the peoples business--the election is in their hands. If they turn their backs on the fire and get scorched in the rear, they'll find that they will have to sit on the blister. No man resolved to make the most of himself can spare time for per~ sonal contention. Still less can he afford to take all the consequences, including the vitiation of his temper and the loss of self-control. Yield larger things to which you can show more than equal right; and yield less- er ones, although clearly your own. Better give your path to a dog than be bitten by him in contesting for the right; even killing the dog would not cure the bite. —_—__~++—___ Latest in Course Dinners. A new way of eating a course din- ner was seen in a dairy lunchroom the other day. The boy who invented this new way had attracted the at- tention of every one in the place by eating so much. Most people in such a quick lunch place order one or per- haps two different items from the bill of fare, and seldom retu-n to the counter for more. This youngster not only returned for more but kept on returning. After a time the men who served at the counter noticed how often the young fellow was “among those vres- ent” and commented on it. Soon the other patrons who had been .spend- ing more time over their one article than the youngster had over many, for he gulped the food down as if he were afraid it would get away from him, became curious, possible or without At last one of them asked the man at the counter why the boy was eat- inz so much, and why, if he wanted such a large meal, he did not order it all at once. He was told that the young fellow had nothing to eat all day—this was late at night—and hav- ing managed to get some money was making up for lost time. This ac- counted for the amount of food, hut not for the queer way in which it was ordered, for this was that. al- though at the time he had enouch money to splurge, he didn’t know just The reason j when he would get any more, ard al- though he intended to eat all he want ed, he did not want to buy anything he didn’t want. Consequently, he would buy 5 cents worth of food and eat it. He then would return for more. He didn’t intend to spend a cent after he had enouzh food. to satisfy him. AlI- though there are few things on the bill of fare of the dairy lunch that cost more than to cents, the bill of this boy when last seen had reached over 70 cents, In other words, start- ing with an original bill of to cents —for he bought a cup of coffee the first time—he had times and was still going back for more. returned twelve The boy was not a tramp like some of those sometimes seen aroun thre counter, but was probably a news- boy. ———— The drudgery we call a drag may be the counterpoise that helps us rise. Grand Rapids Floral Co. Wholesale and Retail FLOWERS 149 Monroe Street, Grand Rapids, Mich. G. J. Johnson Cigar Co. Ss. Cc. W. EI Portana Evening Press Exemplar These Be Our Leaders ELLIOT 0. GROSVENOR Late State Food Commissioner Advisory Counsel to manufacturers and jobbers whose interests are affected by the Food Laws of any state. Corre- spondence invited. 2321 Majestic Building, Detroit, Mich. 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 Ib. tin boxes, 10, 15 and 25 lb. buckets and kegs, half barrels and barrels. Hand Separator Oil is free from gum and is anti-rust and anti-corrosive. Put upin %, 1 and 5 gallon cans. STANDARD OIL CO. GRAND RAPIDS, MICH. TANGLEFOOT FLY PAPER The Standard Throughout the World for More Than Twenty-five Years ALL OTHERS ARE IMITATIONS Terpeneless FooTe & JENKS’s COLLEMAN’S (BRAND) High Class 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. For Drinking and Baking These superfine goods bring the customer back for more and pay a fair profit to the dealer too The Walter [1. Lowney Company BOSTON MICHIGAN TRADESMAN April 21, 1909 SPECIAL SALES. How They Can Be Conducted Most Successfully. Written for the Tradesman. One of the most difficult sales to give an original touch is the anni- versary sale, which every retail store takes up in some form or other. One of the most clever and profitable an- niversary sales that has come to our notice was the campaign recently carried out by J. S. Armitage & Com- pany, of Kenton, Ohio. Mr. Armi- tage launched his anniversary sale by using whole page space in the daily newspapers and follow-up circulars. The scheme, which brought about a most unusual trading period, is ex- plained more briefly in the follow- ing description taken from one of his advertisements: J. S. Armitage & Co. $100 To Be Given Away Free $100 On October 1 We Begin One of the Most Unique Advertising and Voting Contests Ever Held in Kenton. This Profit Sharing Plan Is to Take the Place of Our Usua] Anni- versary Sale. The voting contest consists of nothing more nor less than the giving away of $100 tothe church getting the greatest number of votes between Oct. 1 and Dec. 1. We are going to give the church people of Kenton $100 for their church, and this is the way we are going to do it: With each and every cash purchase of 25 cents one vote will be given, or five votes for every dollar purchase, that is to say, you buy 25 cents’ worth of merchandise, one vote; 50 cents, two votes; 75 cents, three votes, and $1 worth, five votes. All churches were included in the contest, and as the number of votes cast each day were displayed on a bulletin board the voting became more exciting. About twelve church- es competed and the members of each church concentrated their buy- ing at the Armitage store. Mr, Armitage not only found this a most effective plan of presenting his regular anniversary sale, but it also enabled him to hold his own against mail order competition. The hundred dollars given in prize money was about ten times more profitably invested than it could have been in straight publicity advertising. The amount given away was figured as so much invested in direct advertis- ing. This scheme kept the money at home and no one individual was the loser for this spirited buying. The money was spent for a cause, that of benefiting a church, to which all of the people of the town were willing to give their support and most earnest co-operation. Since the passage of the lottery law, which is to the effect that no scheme of contest can be mailed when it is a condition that a purchase be made before the contest be en- tered, the voting contest has become universally popular. The voting con- test is just over the danger line laid down by Uncle Sam. A voting con- test is not held objectional because the winner of the contest does not necessarily have to invest anything to enter the contest. The purchaser is not taking any chances. The vot- ing provides that a contestant’s friends spend the money- In the case of the church scheme, the mem- bers of the various churches neither win nor lose anything personally. Each customer received full value in the merchandise purchased, which en- titled her to a vote for her favorite church. The excitement of the con- test increased the volume of sales, turned the merchant’s stock quickly at fair profits and thus enabled him to share his profits with one of the local churches. The scheme as carried out by Mr. Armitage was a_ clean-cut. above- board selling campaign, which pleas- ed the people of his town immensely and secured for him more permanent customers and the reputation of be- ing the wide-awake merchant of Ken- ton, The voting was counted by a com- mittee of twelve, each church select- ing their own committeeman to count the votes, so it will be seen that this scheme was the “talk of the town” and left a lasting and favorable im- Pression with the people. A One Day Bargain Carnival— Railroad Fare Refund Inducement, The Helwig Department Store, of Mondovi, Wis., recently announced and carried out a one day bargain carnival which may appeal to mer- chants of smaller towns. At the top of the announcement advertisement appeared this striking inducement: “We Pay Railroad Fare.’ The plan of refunding fares is as follows: On purchases of $8 or more, refunded to miles, round trip. On purchases of $12 or more. fund 15 miles, round trip. On purchases of $16 or fund 20 miles, round trip. On purchases of $20 or fund On fund On fund On fund On fund fare more, more, 25 miles, round trip. purchases of $25 or 30 miles, round trip. purchases of $30 or 40 miles, round trip. purchases of $40 or 50 miles, round trip. purchases of $s0 or 60 miles, round trip. On purchases of $60 or fund 75 miles, round trip. The entire sum refunded shall not exceed 5 per cent. of your total purchases, and in no event will any stm in excess of your actual outlay for transportation be paid. In the few cases where your full trip fare can not be refunded because of the insuffi- ciency of your total purchases, 5 per cent. of the total amount entered in your rebate book will be paid you toward your fare. Following the list of special bar- gains to be found at the carnival more, more, more, more, re- more, 1. so were prominently displayed the fol- lowing prize offers: Prize No. 1—The person, or fami- ly, that buys the largest bill of goods at the Bargain Carnival will receive free, as a prize, a large size parlor table with a fancy decorated top. Prize No. 2—The largest family attending the Bargain Carnival will be presented with a set of Asbestos Nickel Plated Sad Irons. Prize No. 3—The farmer who brings the most eggs to the Bargain Carnival (and trades them out) will receive, as a prize, a lady’s sewing rocker with a cane seat. Prize No. 4—The farmer brings in on Carnival day the sec- ond largest number of eggs will be presented with a “Buster Brown’ ex- who press or coffee wagon pot. As a result of these inducements to secure out business the store did the ilargest day’s business in the history of the organization. Seasonable Sale. The Big Store at Casselton, N. D., conducted a three-days school shoes special. Trade-pulling features were introduced which had the effect creating unusual interest and desire to buy among all who read the clev- er, well displayed advertising. The advertising produced immediate ac- tion on the part of the parents, who might not otherwise have been eager to make their purchases soon as the children wished. Time Limit Premium Features. One of the best pulling qualities of the advertising was the time limit sect on the sale. “Three days only, Fri- day, Saturday and Monday,” were specified as dates on which the special extraordinary of and a fine nickel plated! of town] _ io | About Your Flour Trade If you honestly thought that your customers could get better results from Voigt’s Crescent than from the flour they now use, wouldn’t it pay you to use your influence in that direc- tion? You see, Mr. Grocer, is the a grocery stock is flour standard by which judged. If your customer gets good flour she says that your goods are good, but if she gets poor flour—? You can’t afford to sell her a brand you don’t know, and you can’t afford not to know about the goodness of Voigt’s Crescent. Talk it over with your wife, VOIGT MILLING CO. Grand Rapids, Mich. CRESCENT HOW A RETAIL MERCHANT CAN INCREASE HIS BUSINESS Send For Our Booklet WITH! A TYPEWRITER “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. We place it in your office for examination at our expense. Fox Typewriter Co. 260 North Front Street Grand Rapids, Mich. On the Fox all the writing is always in sight, April 21, 1909 MICHIGAN TRADESMAN sale would be held, and it made pa- rents and children anxious that such rare bargains should not be looked. Another feature in the advertising appealed to a human OVEr- weakness, or virtue, perhaps, and rendered their anxiety the greater. This offer was embodied in the following words, which appeared in about the middle of the advertisement: “Free While They Last—Jack and Jill pencil boxes with each pair of children’s shoes.” While the proprietors laid in a suffi- ciently large supply of these pencil boxes to give to all purchasers, yet the phrase in large black type, ‘Bree While They Last,” placed a limit the chances receiving something for nothing, and this ele- ment of uncertainty produced imme- on of diate results. At the top of all advertisements two coupons were printed, as_ fol- lows: Special Sale Coupon. Good for 10 cents Friday, Saturday and Monday only ,in part payment of any pair of shoes except the four spe- cial advertised numbers, which are sold at almost cost. Only one coupon can be used on each pair of shoes. The coupon phase of the advertise- ment was most prominent in the busi- ness getting elements of the scheme This part appealed especially to the laboring classes who are constantly looking for a chance to save money ona purchase. To the family with a great many feet to every | TO cents meant a sreat savine to them, and a half dozen pairs of shoes pur- chased meant 60 cents saved. People were induced to attend this special of des realizing the difference between the original price and sale price, each half pairs bought meant an extra of 60 cents. These facts were brought out in the advertisement as ments, Periodical Sale—The 9 Cent Sale. The B. C. Pingrey Company, of Sherbun, Minn., has held many 9 cent sales, 39 cent sales, and the like, for clearing the decks in the spring and fall. All of these sales have proved very profitable. This concern began the season of special sales with a 69 cent sale in July, in which they included items which they wished to close out and that had sold up to $1; two later they held a 39 cent sale, mainly composed of items that had sold at 50 cents: then 19 cent sale and a rousing 9g cent which brought them up to the fall season with prac- tically a clean stock, and helped to stimulate business at a season when it naturally quiet. All articles were displayed on special tables and advertised thoroughly. Premium Plan for. Grocery. A sensational phase of grocery ad- vertising was carried out by the Pittsburg Cash Grocery, of Newark, Ohio. The headlines of “Free. Gro- ceries Free,” appeared in large type and extended across the top of the entire advertisement. Following the attention-attracting headline was a strong editorial, which went into de- tail concerning the buying power of a dollar. In the center of the page shoe seasonable sale shoes be- cause, besi dozen saving clinching argu- weeks a sale, is the special inducement was promi- nently displayed in a box, and it was this inducement which made the sale a tremendous The scheme to induce people to visit the store and buy groceries was follows: “Groceries given away absolutely free with the following goods: large sack, $1.30. success. as 3est flour, One 25 cent can of baking powder and one to cent pack- age of corn starch free with every sack. There were eight other induce- ment items of this kind. A 10 cent package of macaroni was given with a cent purchase of pepper; a 15 mantle with a $1.25 sack of flour; a pound of ground pepper was given with every 50 cent pound of tea; a 5 cent box of bluing with two pounds the best starch and baking soda. 25 cent gas was given of corn The advertisement exploiting this sale contained the necessary ele- ments of salesmanship. It attracted attention, aroused interest and creat- ed desire. More than this, it con- tained an element which few grocery advertisements contain. The giving- away-free feature clinched the desire to buy, and resulted in a quick sale. The of this scheme proved that the surest and quickest way of results getting the most people personally in- terested in is offer some- thing for nothing. Human nature alike in this respect, and it is fortu- nate for both buyer and seller that will a sale to is there are some things which force the people to immediate action. The idea of the ment represents a plan to bring about main advertise- a desire to purchase several or all of these bargain offers. The scheme of the advertisement is not just to bring people into the store to look | and examine, but it forms in their minds an intention to buy, even be- fore they enter the store. The ad- vertisement announcing this sale was IT WILL BE YOUR BEST CUSTOMERS, ee mee sy further strengthened by a coupon feature which made each item seem desirable in that it could be obtained only when the clipped coupon was presented. This phase immediately caused the reader to realize that the coupon was worth money, and very few people will throw away thing that has a purchasing The of advertising this store is to print coupons in all their any- power. regular method advertisements which, present- ed with certain purchases, will ob- tain another article free, The Small Department Store Contest. Harvest A Corn Exposition Sale and conducted by Gelino’s Department Store in Kanka- Tl. features suecessful Was | novel First, kee, There were several this scheme: competition the of corn. It is explained in the following quotations from an advertisement: $65 Offered in Prizes. about there was for specimens i ' For the Best Six Ears of Yellow | Corn—First prize, $12; second, $6; | third, $3; fourth, $2. For the Best Six Ears of White Corn—First prize, $10; second, $5; | third, $3; tourth, $2: Six Ears of Yel} low Corn—Prize $5. For the largest For the Largest Six Ears of White Corn—Price, $5. To every exhibitor who brings his corn during the first week of the ex- hibition we will give, free of charge, a good pair of Mittens, also an il-| lustrated thirty-two page pamphlet the Unit- ion Corn Growing issued by f Agricul-| fed States Department | ture. Conditions O Exhibitors must 1. ce : ; |side within twenty-five miles re- | of Kan- | lkakee. The corn must be placed on lexhibition at our store not later than | ‘Nov. 4, at noon. Every exhibit | best |. a ’ jin October or November, 1905), the |priately. | everywhere. ithe real features of the exhibit. 4 l ithe brought in must be the property of the exhibitor, but more than one en- try can be made. Prizes will be awarded on Saturday, Nov. 4, at about 2p. m., by a committee composed ot three prominent men in the agricul- tural interests Kankakee county, namely, I. Hartung, Perry Kibbons, of Jeremiah Brosseau. Another prize of $12 was offered for the best performance in corn husking. The conditions of this com- petition were announced as follows: Who Is S$est Husker? A prize of $12 will be given to the person the best ten-hour day husking record within twenty-five miles of Kankakee. the showing Contestants will be required to give their name and address, the time when the record was made (must be place where the record was made, and they will be required to secure the signature of a farm owner or renter On Saturday, Nov. 4, judges in the corn contest will exam- ine the statements and make the Blank forms may be obtain- ed in our store. as a witness. award. The store decorated appro- and corn-stalks were was Corn There were big arches lof corn brilliantly lighted by hun- dreds of electric lamps and the entire effect was exceedingly attractive. The two display windows, however, were | They represented typical farming scenes of and to-day. The background of each window a fifty years ago was iwell painted agricultural scene. One house made of ogs, surrounded by a_ deep forest h but small clearing for the house and buildings. The figures in roughly dressed In the fore- an old showed an old farm wit a windows were a style of long ago. of this display in ground was or some slow dealer’s best ones, that call for HAND SAPOLIO Always supply it and you will keep their good will. HAND SAPOLIO is a special toilet soap—superior to any other in countless ways—delicate enough for the baby’s skin, and capable of removing any stain. Costs the dealer the same as regular SAPOLIO, fut should be sold at 10 cet.cs per cake. MICHIGAN TRADESMAN April 21, 1909 Mexican plow made entirely of wood.| - It was a real curiosity, being more than half a century old. The other window showed a very different scene. It represented a highly improved farm of the present time. The painting pictured a mod- €rn mansion surrounded by a lawn and in the distance were the wide rolling fields. Coming down the road was an automobile. In the fore- ground was a modern riding plow. The two contrasting scenes attracted much attention. Getting Out-of-Town Customers. A “Cash Prize Sale” was the title of a selling scheme planned by P. H. Pearce’s Department Store, Alex- andria, South Dakota. His plan was to offer a cash prize of $10 and two prizes in merchandise to the country women who brought in the largest loads of women to trade in his store. These prizes were divided so well that a great many women were in- duced to enter this contest. On the date arranged for the event he con- ducted a special sale in the best lines of staple goods, with also the best offers of the season. The Grocery Word Contest. Frank E. Block, who conducts a large grocery in Atlanta, planned a word contest which resulted very profitably. The scheme is explained in the following, which is taken from one of the advertisements: Five dollars in gold given away free Saturday, September 14, to any boy or girl sending in the largest number of words taken from the letters con- tained in “Block wafers, the most nu- tritious form of bread, sold in bulk and packages.” All you have to do is to write your list of words on one side of a sheet of paper and number each word, and send this with a cer- tificate which will be given with each 10 cent purchase of Block wafers. Names of winners will be published every Sunday. Shoe Store Children’s Contest. The Seymour Shoe Company, of Newark, Ohio, secured an excellent mailing list, made the children fa- miliar with their store and boomed their sale on shoes by inaugurating a contest which is described in the fol- lowing words taken from one of their advertisements: Writing “The Seymour Writing Contest for the school children of Newark and Licking county: One pair each of high high cut, elk skin, skating shoes will be given as a prize to the boy and girl of Newark schools, and one pair each of high cut skating shoes will be given as a prize to the boy and girl, members of any school in Lick- ing county outside of Newark, who writes the following sentence in the best style: ‘The shoes that Seymour sells are always honest and reliable’ Send your handwriting with name, age, residence and school you attend to the Seymour Shoe Company.” This was a contest that almost Holiday Sales Scheme. In planning a special Christmas Sales Plan Neuhaused Brothers. To- ledo, Ohio, had two objects in view— to get the grown-ups, as well as the children, into the toy department and to get them there on opening day. The plan used was successful in that it eclipsed anything in the line they had ever used. The scheme was carried out in the form of a fac-simile letter from Santa Claus, inviting all children up to seven years of age to bring their stockings the next day to Neuhaused Brothers’ store and Santa Claus would fill them that evening, so that they could get the stockings again the next day. There was a clause in the letter stip- ulating that some Zrown person must accompany the children, also that the name and address of the owner of the stocking must be firmly fastened to it. Candy, nuts and pop- corn in generous quantity and of good quality formed the filling of the stockings which were delivered the next day. Hardware Store Contest. A Down East hardware concern recently announced on a large sign over the entrance to their store: “Free! One thousand dollars in cash prizes.” Just inside the entrance an- other sign announced, “Prize con- test booth, No. 12, at rear of store. Be sure and see the articles displayed at booth No. 5 as you pass on your way back.” Booth No. 5 was filled with bargains that very few people could resist, and this suggestion led people to make purchases which oth- erwise would have been neglected. At the prize contest booth the peo- ple were handed circulars which told them that with every 50 cent pur- chase a voting coupon would be giv- en. The holder then could enter the thousand dollar contest and vote for any of the various churches, social. organizations or other societies, etc., mentioned on the bulletin board. The $1,000 was divided into twenty-five prizes, ringing from $10 to $150, so divided that individuals working for the organizations would receive priz- es as well as the organizations. In order to keep the interest in the con- test alive the ten names of both the ~ individuals and organizations that stood highest each week were credit- ed with five extra votes. This scheme was merely a method of ad- vertising which proved a good invest- ment. Instead of reducing the price on his goods the hardware man fig- ured the value of each coupon and estimated how long it would take to make one thousand 50 cent sales. Then he added a month or so to this and announced it as the closing date. In order to keep up the competition he published the names of the leaders in the newspapers and on the store bulletin boards. The result was that the voting became so spirited that he ‘had his $1,000 back before a third of the time was up. The hardware merchant, by giving coupons with every 50 cent purchase, aroused so every child could be induced to en- ter, as no purchase was required to compete. It attracted a great deal of interest and proved a good busi- tess builder. ' much interest in his store that he was not compelled to reduce his prices or hold bargain sales as the other Self-Control. If, burdened with disagreeable matters, you feel the advent of anger or indignation, hasten away from yourself and do not give way to im- pressions which may deprive you of your self-control. The more we train ourselves by force of will to return to a calm state of soul, the stronger our power for maintaining calm of soul. Marcus Aurelius. >.> —___ Little deeds are often“ like little windows in a large room. Commercial Gredit C0., Lid. Credit Advices and Collections MICHIGAN OFFICES Murray Building, Grand Rapids Majestic Building, Detroit Mason Block, Muskegon GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY Grand Rapids, Mich. FIRE The Leading Agency aS 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 ean do your banking business with us easily by mail. interested. Write us about it if 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 B23 WICHIGAN TRUST BUILDING, GRAND RAPIDS | ( Capital $800,000 Surplus $500,000 N21 CANAL STREET A large number of our ‘‘out of town’ Banking by Mail is a Success ” customers find it very Satisfactory WE CAN 3% to THE NATIONAL CITY BANK GRAND RAPIDS PAY YOU 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 merchants were doing. H. Franklin Thomas. DUDLEY E WATERS, Pres. CHAS E. HAZELTINE vy. Pres, JOHN E PECK, V. Pres. Chas. H. Bender Melvin J. Clark Samuel S. Corl Claude Hamilton Chas. S. Hazeltine Wm. G. Herpolsheimer We Solicit Accounts of 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. Pantilind John E. Peck - Chas. A. Phelps 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 Banks and Individuals April 21, 1909 MICHIGAN TRADESMAN THE BURDEN BEARER. Why Blackwell Was Needed For Better Place. “You see,’ said Jones, who was showing the new man the routine of the place, “it will be well for you to learn all of the departments, as your position is that of general utility man.” Jones saw in Blackwell another promising victim of his favorite scheme of working all new men for all they were worth. Jones was a diplomat, and spent the greater part of his time in finding ways and means to get other men to attend to his work. He was something of a ward politician, and if he could get through his work shortly after noon would lock his desk and proceed up- on a mission connected with his in- dividual betterment. Hence, as all others had been in the past, when breaking into the work of the Hadley concern, Blackwell was to be made a burden bearer for Jones. The Hadleys were the largest print- ing establishment in the city. Black- well had come with few recommenda- tions, but was taken on by the head because of a note from a friend in a backwoods place, and was given a position which required little previ- ous experience, but from which a man of any ability would soon find an op- portunity of graduating thing better. Hardly a week had passed before Blackwell was shouldering the major into some- part of Jones’ burden. The office looked on, but none saw fit to say anything to the newcomer which would tend to make him think he was being imposed upon. All had gone through the Jones school, and the graduates, although they had no di- plomas, were inclined to let the lat- est addition to the office force fare as best he could, until he in turn should grow wise, as they had done in the past. Then, too, Jones had a way of putting men under small obligations, which prevented their interfering with his prerogative of working a recruit for all he was worth. Blackwell made good progress. He was always at his desk on time in the morning and was a tireless, rapid workman. He found the accounts somewhat tangled, as left by a flighty predecessor, but within a fortnight had inaugurated a system of keeping track of the petty accounts which came under his jurisdiction which elicited favorable comment higher up. One afternoon, about 4 o’clock, the senior Hadley came into the depart-. ment and called for a paper which was under Jones’ charge. The office formula: “Mr. Jones just stepped out,” was called into requisition, but was followed almost immediately by the additional: “But perhaps Mr. Blackwell can find it.” Blackwell, who knew Jones’ work as well as his own, gave Hadley the figures without trouble. That was the end of the incident, as far as the former gave thought to the matter, but it lingered in the senior partner’s memory. Then, in the course of a few weeks, came an opportunity to land an im- portant contract. The firm was non persona grata at the city hall, but through a development in the coun- cil, by which a division of two forces sought a compromise, there was a chance to get a big printing job, if the matter were handled diplomat- ically. Hadley called Armstrong, head of the soliciting department, and asked him to assign his best man to make an effort to land the contract. Arm- strong promptly mentioned Jones. “Jones is always figuring in poli- tics,” he said. “He is a friend with everybody, and ten to one he is the best man available.” So Jones was sent after the big job. Several days passed, then Jones reported that he was unable to make connection with the con- tract. “They have nothing against the firm,” said he, “but the east end aldermen are holding out for their own particular friends, and it looks like it will have to be split. There isn’t a chance for us, for those other fellows are inside, and we can’t get ai scrap Of it. Hadley accepted Jones’ report, but he had not given up hope of landing the contract. He was willing to take a chance with the man who knew where to look for things. So it was that Blackwell was given the oppor- tunity he had long awaited to show his executive ability. Blackwell went straight to a mem- ber of the council printing commit- tee, known to be independent, but who usually was never consulted when the spoils were distributed. “I know you are the balance wheel right now,” said he. “There primary coming on, and you have been mentioned up our way as a probable reform candidate for mayor. Now what I would like for you to do is to give the Hadleys a chance to bid on this contract. It means a lot to me personally. But whether or not you succeed in getting us a hearing, you can count upon a sup- porter in your campaign.” The alderman at first was inclined to take offense at what he regarded as an attempt to get him to trade his influence on the commitee for support in the mayorality race, but when the ingenuous) impression of Blackwell struck him fairly, he began to think that there might be a sincere mo- tive behind this appeal. The upshot of the matter was that at the next meeting of the ccuncil committee, when the usual deadlock was about to be broken by a division of the contract, Blackwell’s new friend threw his support to the Had- leys. Jones and his associates were as- tonished when they saw that the: firm had been awarded the contract. “How did you do it?” asked Armstrong of the senior partner, when the latter is 4 came into the office on the day of the announcement. “One of your men put that one over,” said the elder Hadley. “Ry the way, Armstrong, let Jones go out and hunt up a new man to take care of the minor accounts. Mr. Blackwell is going to 4e needed ‘.r a better place next week.” Robert E. Dundon. The Syrup of Purity and Wholesomeness. Unequalled for table use and cooking—fine for griddle cakes—dandy for candy. Now more favorably known than ever before. Everybody wants the delicate, charming flavor found only in Karo, the rm: —immm4 choicest of all oY food sweets. inaieeeemaane | se 2 bs. af Extensive advertising campaign now running assures a continued demand and will keep your stock moving. Ready sales—good profits. Write your nearest jobber. CORN PRODUCTS REFINING CO. NEW YORK. Mee ean ao a DAVENPORT, IOWA. WH) Tr : MITE Ey aT MORE INFORMATION ABOUT YOUR BUSINESS IN FIVE MINUTES’ TIME THAN YOU CAN GET FROM THE DAY BOOK | AND LEDGER IN HOURS | It sounds blustery, doesn’t it? IT IS A FACT THE McCASKEY ACCOUNT REGISTER SYSTEM Is in use in the stores of fifty thousand up-to-date merchants, | handling their accounts with only one writing, saving them time, labor, worry and expense, keeping them fully posted | regarding every detail of their business. No disputes—no for- getting to charge goods—no copying nor posting. Credit sales handled as quick as cash sales. Drop us a postal for further information. 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, 1014 Chamber of Commerce Bldg. Agencies in all Principal Cities MICHIGAN TRADESMAN April 21, 1909 CANES. Not So Much In Evidence Now As Formerly. Written for the Tradesman. There are not a very great propor- tion of men who have the habit. Most of those who carry one re- serve it almost entirely for Sunday use, or if they are seen with it on weekdays as well it is to cover up some halt in perambulation. Sometimes you see an old or old- ish gentleman, however, who has no infirmity as to his walk, but who ac- guired in his youth fhe practice of using a cane and has never evidenced any desire to overcome it. cane Perhaps one of these cane y—and at the same time canny—gentlemen is extremely spruce as to attire and yet allows himself the accompani- ment of quite a shabby-looking stick. This condition isn’t due to a want of attention to details, as you can see by the rest of his paraphernalia, but the reason is that the fellow has, from association, become attached to the shape, size, weight, etc., of a certain cane and is ceedingly loth to part with it would be part with long-time friend. It not at all a matter of price with him but rather one of choice; he would not want a better one if it were thrown at him. tor it long as ex- he as to a is Occasionally some friend or ac- quaintance of such a personage will be moved to pity for him, through unknowledge of the reason for his clinging to a shabby stick, and will make him a present of a fine new one. Then, indeed, is the recipient in hot water. He appreciates the gift, admires its many good points and he must to the sympathetic don- or seem glad of its possession, but how to carry it and at the same time hang on to his old one—well, that’s a problem. He would prefer that his friend had not had his cause quite so much at heart. However, factor(?) casions ostentatiously swinging white elephant. But he it were in--well, to be honest about the matter, not a stone’s throw from Tophet. Once IT knew an old gentleman, hale and hearty at 76, who had car- on sundry momentous oc- the wishes the constant thudding it received, for the old gentleman was a prodigious pedestrian. Why, he thought nothing of walking from Monroe street out to Reed’s Lake and back of a pleas- proved machines have economic val- man will do more intelligent work he manages to be seen by the bene-|and do more conscientious work. industrial question that is being ask- ed by men, some of whom feel the labor share of their wealth pro- duction should have a larger reward than other employers are sufficiently far- ried the same cane for over forty |sighted to recognize that whatever years. It seemed incredible to be-|miakes the worker more human, more lieve, but he was a man of honor and|contented, more skilled, is a posi- he said so. It was made of some |tive industrial asset in the business very light but tough-grained wood. land is a large factor in industrial sta- He liked it because it was so very | bility. light, therefore easy to carry, and Never before in the history of the yet it also had a certain “heft”—| world has the employer had such you might call it—as it was pro-|colossal opportunities for guiding and vided with a cylinder of steel at the uplifting the thousands of men and lower end so as to protect it from|women who spend at least a third of each working day in his employ. If employers realized that industrial contentment, social stabili- ty and communal welfare, they would plan and scheme how to improve the loved and welcome companion; it seemed to him as if he had some- body dear to him with him. The cane had, you might say, three sides of a printed capital O for the handle, which made it convenient to hang on the arm when examining a flower or leaf or bug or worm with a pocket microscope. In the cut-off of the handle was imbedded a small gold and blue enamel “Chapter” emblem identify- ing the carrier as belonging to the Masonic fraternity. The ornament was from a loved brother, which add- ed to the cane’s value in fond rem- iniscences. One young-old man seen on the streets of Grand Rapids every day in his brisk walks to and from hi fine office wears a wide black fel hat at not a rakish but just a jaunty angle on curling white locks. He is very dignified; walks with a decided- ly military tread, and carries this dap- per cane pointed straight up along- side the shoulder like a sword. He never varies this position and is a striking and well-known character watched for diurnally by those inter- ested in types. Ss 4 t His quite bright navy blue thrown-back cape further im- parts an air of being connected inti- mately with the army or navy. On the stage canes are quite fre- quently used by dashing young fel- lows to accentuate the speech of live- ly songs. Josephine. Investment in Manhood Pays. In modern business there is little room for sentiment; the ordinary em- ployer demands a cash equivalent for each dollar paid out. The situation is reflected by the commercial proverb, “Business is business.” there 3ut here and employers are beginning to realize that investment in manhood pays; that improved men for im- ue, because a more vigorous man can do more work, a more intelligent a more conscientious man will “What more than wages?” is an that the mere payment of wages; they hold within their grasp the possibilities of & ant frosty fall or balmy — spring . morning. Said it put new life in his blood and gave him much to souls. He was a splendid specialist in botany and also zoology. Always|/r on these jaunts the old cane was his'n conditions of their employes with the same zeal they now devote to pro- think and to, talk about with kindred|moting the efficiency of their busi- ness, extending its operations and eaching out for the acquisition of ew commercial territory. Setting aside any consideration of altruism or philanthrophy, it is good business to provide the best light, pure air and water, the essentials of health for factory and That there is a response is evident workshop. when the increased production ‘is shown at the end of the month. At- iention to hygiene and. sanitation is a large element in efficiency. _——2 2. The Passing of the Good Fellow Salesman. Nothing warms the cockles of the average keen business man’s heart so much as to take up a proposition in a snappy, impersonal, expedite way with a keen man who knows what he is talking about, and keeps his words close to the line, and who gets up and goes when a definite result is reached, and-who makes no attempt to “play” him personally. The in- stant that a man begins to use his g00-go00 eyes, his bunch of jokes and his “magnetism” to land an order, and tries the magician’s trick of di- verting attention from the real hard, matter-of-fact issues, that instant he Starts resentment in the mind of your keen, level-headed business man. The whole scheme of salesmanship is rapidly changing in this country, along these lines. That tradition of the last half century, the jovial, story- telling, entertaining, carefully dress- ed drummer who meandered. his smil- ing way into the hearts of the trade, is now fast becoming only a tradit tion. His place is being taken by the snappy, argumentative, scientifically trained, technically expert salesman from whom the trade actually | something. earns The old way meant that a business man rarely saw drummers inless he had time to be amused or was tricked into giving waste or to the keen business chance to an interview-—now man welcomes a give a little time to the keen salesman who But he doesn’t want any “good-fellow’ pa- laver passed out to him ;he doesn’t care how the salesman looks, he has no time for jokes and gossip, and no patience with diplomatic “mag- netic” efforts to play on his hobby or his vanity. J. Geo. Frederick. > Primer of an Estate. See the man? Yes. What does the man do? Nothing at all. How can he live? On his income. What is an income? It is the profit of an estate. can tell him something new. Does the man own the estate. Yes. Where did he get it? Hush, child! You must not be so inquisitive. —_—s He who fears has his greatest foe within. 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Grand Rapids, Michigan April 21, 1909 RETAIL SALESMANSHIP. Some Requisites the Successful Sell- er Must Possess.* At your dinner last week I told you that I had gathered from your ad- dresses many more ideas than I could possibly impart to you, and I therefore feel that I am getting the better of the bargain, and you have given me more than I will be able to give you in ex- change. I also know that it will be difficult for me to tell you anything new after all the able addresses you have listened to in the past few months. In speaking to you on salesmanship I feel that I am in the same position as the maiden lady who advises moth- ers on how to bring up children, as I have never been much of a sales- man, having devoted more attention to the buying, the advertising and the executive end of the business. When I meet buyers I tell them I am an advertising man; when I meet men who know all about advertising I tell them I am a buyer; when I meet men who know all about merchandising I say I am a buyer and advertising man, thus by being discreet I always come through with flying colors. To my way of thinking the most important requisites for making a suc- cess as a salesman are good health, good character, clear conscience, a true desire to do good work and a conviction that the only way one can serve himself is by faithfully serving his fellowmen. If you will adopt in your lives the role “to do to others as you wish to be done by” you will have a rule for conduct that is almost in- fallible. I always say to our em- ployes: “Do things well; this will be- come a habit with you in a short time so that it will be almost impossi- ble for you to do things wrong or in a slipshod way.” Whatever you do, do it right and in a short time it will be difficult for you to do things in any other way. Starting out right is nine- tenths of the battle. I always say to new help that if they get the habit of working swiftly, deftly and accurately it will be just as easy as to work slowly and clumsily, and the day’s work will not seem half so long and much more will have been accom- plished. Start out right and in a short time you will have acquired the habit of rightness. We instruct our salesmen never to sell an article which is not right for the customer to have. Rather than sell a man a garment which does not fit correctly, it is bet- ter not to sell him at all; let him go somewhere else if you have not the right thing for him and then he will come back and see you again. But if you sell him a garment which does not look right on him he will soon find it out and you have lost his trade forever and his good will besides, to say nothing of what his friends will think of the store that would sell a man such merchandise. There is an old adage which says: “It is better to lose a sale than a customer,” and nothing wiser was ever written. It is needless to say that this means it is better to lose just one sale than it is to make this one sale and lose the *Address by Meyer May before Educational Department Y.M.C. A. eT MICHIGAN TRADESMAN man’s trade entirely in the future. You have often heard in this course that gaining the confidence of your cus- tomer is the main point in making a sale. Now, if you have within you a desire to treat your customer well, that desire will make itself known in your demeanor and in your actions, and your customer will begin to have confidence in you at the very start. Most people will tell you that per- sistence is very necessary in sales- manship, but I do not believe in too much persistence in a retail salesman, as this is very apt to offend the cus- tomer. In our store we do not allow our salesmen to urge a customer to buy. We say to our salesmen: “Take all the pains you can with a customer, show him all the goods he wants to look at, but never try to force him to buy; if he shows a desire to leave without buying, make his exit as pleasant as possible, so that he will feel like coming back again and look- ing at other times, but if you urge him and nag at him he will be very apt not to wish to even look in the future.” Many of the retail stores have a turnover system, and if one salesman can not sell a customer the salesman is instructed to turn the customer over to another salesman, saying, “Mr. Jones understands the stock bet- ter than I do, and possibly he can find just what you are looking for.” This sometimes succeeds in making a sale, but I do not think it is a good idea, as it is too much in the line of urging. I do not want you to get the im- pression that I believe salesmen should be cold and distant or indif- ferent; they must make the customer feel that they are anxious to please him and anxious to sell him, but that they are not so anxious that they wish to bore him or pester him. Wher- ever it is possible I think it a good idea for a salesman to learn a man’s name and This can be tactfully you are able to call a man by name he feels drawn closer towards you and respond more easily to your sugges- tions. ‘Mr. Sheldon, the great au- thority on salesmanship, believes that a salesman, after selling the article the customer has called for, should suggest other necessities or luxuries and if possible show them to the cus- tomer. In this way ean very often be made that would otherwise be missed. It is not enough to say to a customer, “Is there anything else to-day?” You should arouse his interest by mentioning some specific things, saying, for instance, “We have just received some new shirts, or some new neckwear, that I should like to show you if you have a mo- ment’s time.” This must be done tact- fully, and if the customer is in a hurry I do not believe in trying to detain him, but most customers like to look at a new article and, after having looked, many times they will buy. I often tell our salesmen that rather than talk about the weather with a man that has been waited up- on it would be more interesting to show him some novelties in merchan- dise, or, if he has a little time, ask him to try on a garment. One “try- occupation. done, and when will sales on” of a clean cut high class coat will do more to convince a customer than a page of advertising in the newspa- per. I was asked to say something of advertising and store des slay. My idea of advertising is very simple: I believe that the daily newspapers are by far the best mediums, but to my mind an advertisement must be news. Tell the customer something of interest that he has not thought of before. You should give him information as to the new goods that you have receive as to special d or values that you are sell- ing, or as to the latest developments in fashion; in other words, an adver- tisement should not ramble around in generalities, but should say some- thing specific about merchandise you have to sell. If your advertisement is not truthful it is worse than wast- ed, for remember that you can not fool the people successfully if you advertise goods which you have not or the values are not as represented. Customers will find it out and it will be the old story of “Wolf” over again, and soon when a community loses confidence in a store it might as well shut up first as last. Store display is a very broad ject to dispose of in a few words, but I firmly believe in one principle, pe that is, whether you display your windows or in your store price should be plainly marked on article in the display, as prices are interesting to everybody whether they be poor men or _ millionaires. When a man sees an article in a window that is not priced he is apt “Well, I guess that will cost much money,’ whereas if the price were onit, and he knew just what it would cost him, it would result of holding his attention probably lead to a sale. At the dinner last week I told you a few of the qualifications I thought necessary for success in a retail busi- This affects salesmanship in the following way: The sells reliable them marked in plain figures and who known as strictly one-pric- find that his can because his sub- goods i every 10 Say, too have the and ness. who has merchant good goods, who becomes salesman custom- In our lesmen, ed, will sell goods easily er has confidence in the store. business we instruct our sa when a customer is undecided, to tell him that if he gets an article home and does not like it he may bring it back and his money will be refunded cheerfully and promptly I have been giving you about salesmanship and telling you of times when it is better not to make the sale and of other times when it is better to pay back a customer’s money. This may seem to you a step backwards, but you will find it is a case of “making haste slowly,” and in the end this probably will result in greatly in- creasing your sales instead of lessen- At times customers will will say way. At to him Now, a good deal of talk boys, ing them. be cross and irritable, they things in a very cutting these times you must keep cool and good natured, and in general, through life, keep your conscience clear, ob- serve the Golden Rule, and when peo- ple say mean things you can rest se- rene in the consciousness of having acted rightly, and cutting remarks will have no more effect on you than water on a duck’s back. I be- lieve that in conducting a business, or Just one word in conclusion: in your career as a salesman, in order to make a decided success it is not enough to do as well as the other fel- low is doing, but you must do better than your neighbor. The man that wishes to make an impression upon his employer must do things better than his associates are doing. The store that wishes to “make a dent” in the public tind must do things better than the other stores; it must better styles or, best of all, it excel in every way. The striving either give better values, or better treatment, should try to same is true whether we are to make a success as a salesman or a success in any other walk of life. tp Salting a Diamond Mine. Howard DuBois, the noted mining engineer, told a story recently, illustrating the “art” of salting a diamond mine. The story was told of a man in South Africa who, while walking one day over his property, that they some of good suggested the soil. In the rough diamonds fers began to fly assay search that ensued eight were found and of- through the air at a rapid rate for the land, when the called out to her hus- John, where are the host’s wife band: “Why, other two?” Of course, all negotiations were im- mediately declared off. 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. HG AC pyr MICH. 34 MICHIGAN TRADESMAN April 21, 1999 THE BOILED SHIRT Is Not Always Evidence That Failure : Follows. Written for the Tradesman. As a man, not so-very long ago a young man, I would like to offer a mild sort of protest on “The Boiled Shirt” ideas advanced in the Michi- gan Tradesman of last week, and I make my plea as once “a young man” who was and still is interested in “the field of technology.” It is not a fault or mistake to be credited to the aspiring student of technology that a colored plate ad- vertising a correspondence schoo] of technology shows “the well dressed figure of a man in white collar, tie, immaculate derby hat and trousers creased to knife edge.” I am a correspondence school grad- uate and I am a consulting engineer, and whenever it is appropriate and I am situated so that I can thus favor myself I take pleasure in evening clothes. Moreover, I know scores of consulting engineers—civil, hydraulic, mining, sanitary, mechanical—who, like myself, are fond of observing ap- propriate conditions by indulging in the luxury of a boiled shirt, yes, and even Tuxedos and creased trousers. In all of my twenty years’ experi- ence as an engineer I have passed, perhaps, fifteen years in strong, coarse clothing with the luxury of a bath in the ocean, a bay, a lake, a river or a creek now and then as about the only genteel opportunity available. And I know of dozens of good, high minded, skillful engineers who have had and are having similar experiences; and yet every one has his telescope with dress clothes ready whenever appropriate conditions war- rant. It is not the dress shirt that is at fault. It is a matter of tempera- ment. The man who loves a “boiled shirt” is not necessarily a failure. It is the chap who if called upon by his wife to carry a bundle for her would scold and refuse; who if he had a stable to clean would get at the work in patent leather pumps; who if exigency de- manded would sit down and whine rather than walk all night to reach a given point in the morning. Those are the chaps who fail in choosing to become consulting engineers. The cap and jumper are just as ap- propriate and just as necessary in their proper place as are the boiled shirt and other evening clothes; by simply donning the one or the other costume a man can not become a superintendent nor a gentleman. In either attire a gentleman remains a gentleman. There is no more fascinating pro- fession than is that of engineering. It is exhilarating, beautiful (as a rule), inspires courage and generates men- tal, moral and physical force. It is satisfying because at no stage of the game does it permit indifference and because at every stage it urges one on to better achievement. It is a continuous struggle with the forces of Nature and places the operator where he has ever before him the possibility of accomplishing results which can not fail to be of value to the welfare. It is a profession which has a prime disadvantage that is frequent and seemingly inevitable. A majority of the engineers—good, faithful and competent engineers, especially civil engineers and mechanical engineers— are required to change their locations often. The building of a railway, a great hydraulic improvement or an extensive industrial plant, any one of these or any prodigious public im- provement, is a project which, by comparison with a man’s term of ac- tive professional] effort, is a brief mat- ter. He is forced to go where his work is located as a rule. If he is, pure and simple, a consulting engi- neer he goes here and there on call and so is a veritable transient any- where. If he is a superintending en- gineer he moves less frequently per- haps, but he becomes a regular bird of passage after all. general For these reasons he becomes a cosmopolitan as to clothes, donning with equal facility and pleasure his corduroys and woodsy things, his cork helmets and linens, his flannels and wading boots or his boiled shirt and other elegancies. The chaps who remain mere drafts- men or satisfied counter salesmen or those who are being continually dis- missed from this or that or the other position are thus unfortunate for oth- er than mere sartorial reasons. Matson Reynolds. 2.22 Growth of the Pastemaking Industry. George M. Leonard is the cham- pion pastemaker in Michigan. He has a monopoly of the business in Grand Rapids, and it extends to all the towns around Grand Rapids. But he is not a heartless monopolist nor is he greedy. He has a perpetual cor- ner on the market, but never tries to pinch or squeeze the paste consuming public. Therefore his monopoly is never threatened. Leonard has been a pastemaker for many years. He began as a boy when he set up in business as a bill poster, with office and shop in the basement of the old Eagle building on Lyon street. He had to have paste to make his bills stick to the dead walls, and at first made it in a kettle on a cook stove. Sometimes the paste was not cooked enough and sometimes it was cooked too much; in either event it wouldn’t stick well. Often it was lumpy. The old fashioned mother’s way ‘was not satisfactory. The first improvement was in the use of a barrel instead of a kettle and a jet of live steam to cook it instead of direct heat. During the cooking process the paste had to be constantly stirred to insure even cooking. The next step was the installation of a pastemaking machine. This was a steam heated, tightly covered, tank, into which the liquid ingredients were first pour- ed and then the flour sifted in. When the steam was turned on a boy turn- ed the crank which kept the mixing arms inside the vat revolving. This machine made good paste, smooth, strong, free from lumps and uniform in quality and from its installation dates the growth of the pastemaking business as a nice little side issue to bill posting. Paste users found they could buy cheaper than they could make it themselves. Leonard, occu- pying a building of his own, now has a big pastemaking machine run by steam power and during the busy sea- son produces 20 to 25 barrels of paste every week, or between 400 and 500 tubs. Just now, it may be added, is the busy season. All the paper hang- ers, instead of making paste for them- selves as they used to do, now buy their supplies from Leonard and_ in spring and fall some of the big con- cerns take paste in dozen tub lots. The book binders nearly all buy their paste instead of making it as in the old days. The newspapers take it by the tub for use in the mailing rooms. The trunk manufacturers use consid- erable quantities of it and so do the plumbers. And Mr. Leonard himself uses a lot in his bill posting opera- tions. As an industry the making of paste has had slow growth, but it has become quite sizeable and is _ still growing. It may be added the raw materials are flour, water, a small quantity of preservative and steam heat. Even in warm. weather the paste with ordinary care will “keep” a week or ten days. —_2-.____ What This World Needs More Than Anything Else. Evansville, Ind., April 20—What shall I do to be saved? Shall I give all I have to the poor? This is the law and I think I have learned just what it means. We should stand face to face with our fellow man. We must in the truest sense love our neighbors as ourselves. Now, if we are in this sense a lover of truth and a lover of men we will go to them in the spirit of truth and give them all we have and not expect the least thing in return for our liberality. We should not stand at a distance, we should sit side by side and learn from one another, for the greatest love in the world is in and around all mankind and none of us can get our part until we gather it from those who carry it for us. The great elaborate learning which is taught in some schools is far from the real spirit of man and far from the spirit of truth. We foolishly go to the blind and helpless for lack of insight into the truth. What we must do is to love the truth with all our minds, with our whole soul, heart and strength, and get into close and joyful comrade- ship with our own intelligence. The birth of beauty is formed in the mind of man. Nature’s love rules over everything and it never makes any mistakes, but the blind will con- tinue to lead the blind. The very highest expression of love is such that you and I may sit face to face and commune with one an- other and never speak a word, for love is the most intellectual power in the world. When I must tell you, word for word, that I love you, I am afraid that I am mistaken. It is that kind of love which some call blind. If I give all of the intellectual pow- er I have in and around me to the poor, if I never fail to say a kind word to my friends and neighbors, | shall be saved. When the world is asking for the truth, don’t give them a stone. Give them the bread of life in the way of intelligence. What this world needs more than anything else is another Plato, an- other Emerson, another Christ. The world has these great minds now, we have many great Platos, many great Emersons and_ Christs, but who is here among us that is willing to listen? What shall we do be saved? Listen to the truth and obey our own soul. What great sinners we are. We are all too selfish. Come on and let us give all we have to the poor. Edward Miller, Jr. ——2-.____ Making Himself Eligible. De Quiz—What’s the matter with Dobbins these days? He is positive- ly stupid. De Whiz—Oh, no, he’s only pre- tending to be. De Quiz—Pretending to be stupid! What’s the idea in that? De Whiz—For some reason or oth- er he’s trying to get into society. to Never give out while there is hope, but hope not beyond reason, for that shows more desire than judg- ment. Becker, Mayer & Co. Chicago LITTLE FELLOWS’ AND YOUNG MEN’S CLOTHES Warm Weather Goods A large line of Percales, Ginghams, Dimities, Lawns, cerized Thin Goods, Batiste, Etc. Organdies, Mer- Wholesale Dry Goods P. Steketee & Sons Grand Rapids, Mich. April 21, 1909 MICHIGAN TRADESMAN 35 EGGLESTON AND WOOD. in the Chums. Written for the Tradesman. Hon. Ebenezer S. Eggleston and Dr. William ‘Wood were chums, twenty- Cab an able lawyer, a great orator and one who An _ Incident Lives of five years ago. was enjoyed the companionship of friends. “Doc” was a skillful and successful The friendship of these Mio Ege gleston served his country, through practitioner. men was warm and true. the courtesy of Mr. Lincoln, as con- Sul at Cadiz. One day an American craft, the Wanderer, en- tered the harbor, crowded with Afri- can slaves, to be sold in the United States. detained, but eventually the Wander- Spain. Mr. Eggleston had the sailor er went to sea and in a few weeks put Mr. Eine coln was not pleased with the trans- action and courteously invited Mr. Eggleston to come home and put his law shingle on the outer wall. Wood was delighted with the return of his friend and the experiences of the pair during the following ten years, if written out, would fill a volume. An old German named Christ own- ed a saloon, located on Ottawa street, near Bridge. An intoxicated young Irishman named Halloran with a party of friends called one evening, broke furniture, threw beer glasses around the room and stirred up the wrath of the saloon keeper. In a moment of desperation Christ thrust the blade of a pocket knife too deep- ly into Halloran’s body, when the young man went away and_ died. Christ was arrested and in due time tried for murder, convicted and sen- tenced to the penitentiary for life. Mr. Eggleston defended Christ, and in preparing for the trial, decided that some expert testimony would help his client. Eggleston called in Wood, and the two went over the case care- fully and, when the trial commenced, Wood was summoned as a_ witness for the defense. When placed upon the stand, Wood failed to furnish the testimony expected and, upon the completion of the trial, Eggleston upbraided the doctor unsparingly. “You are responsible for the con- viction of an innocent man. Gustave Christ will die in prison within a year, and you will be his murderer.” Eggleston’s anger amused Wood the slaves. ashore. greatly. He laughed uproariously while Eggleston continued his de- nunciation. Finally when Wood was permitted to speak, he said: “You old fool, you did not know how to frame your questions so that T could give you the testimony you wanted. I coached you carefully, but you did not carry out my _ instruc- tions. I shall advise Gustave Christ to apply for a new trial and to en- gage a better lawyer.” When last seen after that, the pair were entering Sam Walling’s restora- tion house, and when little Jake Trowbridge set things before them, the incident was soon forgotten. Gustave Christ was pardoned by the Governor. His conviction was hardly warranted. In stabbing Hal- loran he acted in self-defense. Arthur S. White. —--o-2___ Youthful Ambitions Show Strange Choices of Careers, Written for the Tradesman. A few days ago I chanced to walk down the street with a student in the preparatory department of a smail | college. He told me that this was {his first year, that he came out of the roughest, wildest section of the Upper Peninsula of Michigan, and that his little preliminary education had been gained at a country school. “But what are you going to make of yourself?” I asked, seeing that he was anxious to talk of himself and his new venture. “Well, I don’t know,” he answered, seriously indeed. “I thought at first I'd like to be a civil engineer, but I fear I’ve not got head enough for that. So if I’m not an _ engineer, I think I’d like to be a horse doctor.” There it was—the building of air castles in the days of youth. Amusing as it may seem to us—the_ simple, strange ambition of the boy—he had but chosen that which seemed to him to be the most desirable out of all the careers he might have named. Yet how fortunate it is after all that we are denied even a glimpse of the real path that lies ahead of us. Could we know our own destiny life would be a dry, uninteresting road. Boyhood still dreams futures, although in his mind the simplest may be the ideal. He who is to become an emperor of business, the possessor of millions, may lie among the daisies of his childhood and dream that some day he is to sit high in a cab and, with his hand on the throttle, drive a great engine over the shining rails, and in that moment no fabulous offering of gold could change his A year later he may fondly dream that he is to be a jockey and wear a many colored suit and ride a fast horse. I well remember how my own am- bitions formed and changed and grew. T think my first great ambition was to be the hired man on my. grand- father’s farm. From that I changed my dream to a great violinist, and then to the captain of a pirate ship in which T would sail around the world. At 9 my imagination had taken a de- cidedly more practical turn and my one desire was to some day have a gro- cery store all my own. At to I would have been satisfied for life to play in a brass band. A year or two later I decided to write a book. Perhaps I have never quite gotten out of the last rut, for my ambitions since then have been in the nature of variations of that last desire. T have often thought how colorless would have been my own boyhood had J not lived through those dreams of glorious future accomplishments. And I say, Whatever of disappoint- ment or of prosperity the great un- known to-morrow holds for them, let boys ever dream just such dreams. G. Lynn Sumner. It doesn’t bother a lawyer when he sees breakers ahead—if they are law- of glorious wish. breakers. Air Theories Undergo Reversal. The weather man has experienced a change of heart, or, more precisely, a change of mind. As a result of the meteorological investigations which have been actively pursued the last few years there has been a complete reversal of ideas regarding the at- mosphere. Instead of being a struct- ureless blanket, the density of which diminishes rapidly with increase of height, according to Paul P. Foster it has been proved that the atmos- phere possesses a definite form and is arranged in certain layers or strata which have a close relation to the general circulation of the air. It has long been known that the air grows colder as the elevation above the earth increases. The aver- age change is about one degree Fahrenheit for every 300 feet. But the recent ascents of sounding bal- loons all around the globe show the existence of a warm stratum of air an altitude of about six miles in Northern latitudes, far higher near the Equator. Above this layer the temperature of the air is often much higher than below, and no measure- ments have yet been determined in its upper limit. M. Teisserne de _ Bort, first discovered this peculiar sion of temperature. He proved that its height above the earth to the ex- tent of 8,000 feet varied directly with the barometer pressure at the ground. At the Arctic Circle the stratum has been found at much lower elevations, varying from 23,000 to 36,000 feet. at of Paris. inver- During the last three years Mr. A. Lawrence Rotels, an energetic Amer- ican meteorologist, has sent up sev- enty-seven sounding balloons from St. Louis and confirmed M. de Bort’s discoveries. Their joint inves- tigations show that in summer it is colder above the Equator than it is in winter at the same height in north temperate regions, thus confirming the previous scientific opinions that the warm upper layer of air is found at increasingly lower altitudes as one approaches the poles. Hann, the famous Austrian weath- er man, has also found a regular va- riation of atmospheric pressure oc- curring twice daily, about Io a. m. and 10 p. m. This was detected by a mathematical analysis of a long se- ries of barometric observations in all parts of the world. The variation is most marked in the tropics, and di- minishes toward the poles in both hemispheres, but takes place at the same time along every meridian. If this change pressure due to changes in the height of the at- mosphere, the air, instead of form- ing a spherical shell around the earth, must be an ellipsoid pointing always thitty degrees west of the sun. This suggests that the phenomenon de- pends in some way on solar influ- ence, perhaps in some relation to the sun’s magnetic attraction. / Se a in is The promising young man may be all right, but a paying one is better. ——_—_o-o————__—_ The fellow who always azrees with you will bear watching. salesmen. *» % % Wholesale Dry Goods Japots Are the leading sellers in ladies’ ties. bows are also in big demand. We are showing a good variety of each to retail at ro to 25 cents. also have the embroidered collars that are ready sellers at 15 cents, 2 for 25, as well as a good assort- ment of other up-to-date items in this line. GRAND RAPIDS DRY GOODS CO. Stocks and We Ask our se ee He EH HF Grarid Rapids, Mich. April 21, 1909 ws — - Some Abuses in the Butter Trade. Mice are more .or less common about the creameries of the country, and sometimes they are troublesome, even getting into the cream and but- ter. Several times I have referred to the appearance of a mouse or a rat in the butter when it comes on the market. One day last week a re- ceiver recited an experience that he had just had: A man to whom he had sold a lot of butter to be made up into prints returned three layers from a tub that had gone through the print machine. Imbedded in this but- ter was a well-zgrown mouse. A wire of the machine had cut the little ani- mal in two, and several pounds of the butter were spoiled. My object in calling attention to this matter is to make the buttermakers more care- ful. Many of the creameries are equipped with cream ripeners and covered vats, others still use open vats or poorly covered ones, into which it is not unlikely that mice sometimes get. But on talking with men who are very familiar with creamery work I think the trouble on this line comes mainly in leaving the churn open. Mice and sometimes rats crawl up through the hole in the bottom of the churn, or else go through the opening at the top. It is often dark when the buttermaker begins his work in the creamery in the morning; he puts the plug in the churn, runs in his ripened cream and begins churning with no knowledge that any creature is inside. Ten chances to one if there is a mouse in the butter it is not discovered in the packing, and so comes into market only to be found in the print room or on the retail counter. I conclude that in these days of scientific but- termaking the cream is usually strain- ed as it runs into the churn: unfor- tunately this is not always the case. But it is very certain that after the churn has been thoroughly washed a cloth should be placed over the open- ing in order to keep out dirt or any- thing else. It is also safer to put in the plug at night. At this season of year when the temperatures are changing and it is getting much warmer in the cream- eries a good many buttermakers go wrong with their salt. This has been very noticeable during the past week or two. Lot after lot of butter has been received here that was too heav- ily salted, and some of the favorite creameries have shown different salt- ing in nearly every churning. Dur- ing cold weather when the butter comes solid considerable of the salt is washed away. ‘When the butter comes soft the salt sticks to it, and it is essential to either reduce the quantity of salt or churn at a lower temperature. The first method is probably the better. The trade of New York has been educated to light salt- ed butter, and this is so important a matter that it should have careful attention at once. One of the transportation lines that brings a good deal of dairy freight out of Michigan has fallen into the evil way of loading dressed calves in the same car with butter, often throwing the carcasses on top of the tubs of butter. Attention was called to this matter some time ago, but it was not so serious then as it is now, the warmer weather softening the meat and starting the blood which runs down over the tubs and destroys the appearance of the packages. In some cases the blood has worked through the cracks in the cover, dis- coloring the salt and _ occasionally getting onto the butter. Receivers have at times been compelled to scrape the top of the butter and put on new cap cloths. The refrigerator lines are responsible for this, and the practice of loading meat of any kind in the same car with butter should never be permitted—N. Y. Produce Review. _——2.-2.———_. Squelched. “Here is a watch,” indignantly ex- claimed a noisily attired little wom- an, at the same time extracting a small gold timepiece from the lowest strata of the contents of her sealskin handbag, and thrusting it beneath the natty clerk’s nose, “Here is a watch that I purchased in this store just two days ago! It stopped last night! It won’t run a lick!” The horologist picked up the little ticker, gave the stem a few turns, smiled sweetly, set the hands to cor- respond with those of the electric regulator on the wall. “Our watches,” he murmured politely, at the same time passing the timepiece back to its owner, “require winding to keep them running.” —__2+-.____.. Process Butter Output. There was an increase in the make of process butter in the Chicago dis- trict during March of 218,430 pounds, as compared with February. The total output for the month of March was 2,232,280 pounds. This is the heaviest month of the season. WANTED POTATOES Car lots or less Wire or write us what you have M. 0. BAKER & CO., Toledo, Ohio From Celery Grounds to Retailer We ship direct from celery bed to dealer, thus assuring the consumer fine stock in fresh con- dition and giving the dealer an increased profit on his sales. Quotations furnished on request. Muskegon Celery Co. Growers and Shippers Muskegon, Mich. Our First Car of TEXAS BERMUDA ONIONS Is nice. Try them. They are reasonable. The Vinkemulder Company Wholesale Fruits and Produce Grand Rapids, Michigan C. D. CRITTENDEN CO. 41-43 S. Market St. Grand Rapids, Mich. Wholesalers of Butter, Eggs, Cheese and Specialties ae aS EGGS 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. 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. Drop us a card or call 2052, 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. 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. April 21, 1908 LABORER’S HOME. Sign Which Recalls Early Industrial Conditions. Near the eastern end of the old Comstock factory building at New- berry and Canal streets, now occu- pied by the Michigan Desk Com- pany, on the Newberry street front, is a small white marble tablet upon which in sunken letters is inscribed: Laborer’s Home 1871 Newberry street is not a much traveled thoroughfare, and the tablet is not conspicuous. Not many who pass that way ever see the bit of mar- ble set into the brick wall and prob- ably not one in a hundred who do see it knows its history. That tablet, however, was intended as _ Labor’s tribute to Charles C. Comstock. tt has endured through the years, but with a new generation on the scene its sig- nificance has been lost or forgotten. Even the present occupants of the building can not tell the story. Charles C. Comstock came to Grand Rapids in ‘53 and engaged actively in manufacturing and lumbering opera- tions. He was one of the first to make furniture, and may well be re- garded as the founder of what is now the Nelson-Matter Co. In 1863 he disposed of his furniture interests and with E. M. Bolles engaged in the manufacture of tubs and pails. This partnership lasted only a year and Mr. Comstock continued the business alone and on a larger scale. He built and occupied the western half of the present factory building. Just east of his building was a frame sawmill and the logs were brought to the mill from the river through a canal cut under Canal street. The tub ‘and pail industry grew and in 1871 Mr. Comstock tore down the sawmill and in its place erected the east half of the present building. This was then the largest factory building in Grand Rapis. Mr. Comstock was always pop- ular with the men who worked for him. He knew them all personally and took an active interest in their welfare and in the welfare of their families. When the capacity of the factory was doubled by the erection of the east ‘half, without suggestion from Mr. Comstock the factory hands took up a_ collection among them- selves, had the tablet made and asked Mr. Comstock to have it placed in the Newberry street front as a marker and a tribute. The tablet was placed as desired and it is there to this day. There is a bare possibility that there was some politics in the inci- dent, or at least that politics furnished some of the inspiration. History and tradition alike are silent on this point, but it may be recalled that Mr. Com- stock was the Democratic candidate for Governor in 1870, a year before this annex was erected, and Kent county, then regarded as a Republi- can stronghold, came within 200 of giving Comstock a majority. Three years later Comstock was the Demo- cratic candidate for Congress in this district, and ran again for Congress in ’78 on the Greenback ticket and in ’84 was elected through a fusion of the Democratic and Greenbackers. Politics may have had something to MICHIGAN TRADESMAN do with the tablet which named the Comstock factory ‘Laborers’ Home,” but those who remember the part that Mr. Comstock played in the in- dustrial development of Grand Rapids will concede that he well merited all the honors that Labor gave him. In the dark days which followed the panic of ’73 Mr. Comstock more than any other man in the city kept labor employed and business moving. He had ample assets, but like everybody else at that time he had no money and could not get any. He had the courage to issue scrip, and such was the public confidence in Mr. Comstock that this scrip passed current among the business men and for a time was practically the only money in circu- ration. It was laughed at and even to this day old residents smile when the Comstock scrip is mentioned, ‘but it was good in trade almost everywhere in town, and Mr. Comstock justified the confidence the people had in him by redeeming this scrip at par as soon as business conditions permitted. By means of this scrip Mr. Comstock kept his factory running and thereby saved many a worthy family from suf- fering. —_—_- Hard Place To Fill. “Did you advertise for a boy, mis- ter?” “Tl did, me lad’ “Does youse reckon I’d do fer de place?” “That depends, me son.” “D’pen’s on wot, mister?” “I want a boy who can write a plain hand, run errands and do any- thing that is honorable promptly and successfully. You must always tell me the truth, no matter how many er- rors you have made. I want a boy to be clean and careful in his person- al appearance, a credit to himself and his employer. He must be clean in- side and out, clean in speech, never saying a single naughty word of any sort. He must be always polite and gentlemanly, and never quarrel with anybody under any circumstances. He must not be afraid of me nor imper- tinent to me. He must respect and obey all his superiors quickly, will- ingly, intelligently. I want a boy I do not have to watch. I must feel that he will do his own work and do it right, and that when he gets done the task I assigned him he will im- mediately seek something else to do for me without telling. I want him always to be busy. I want him al- ways to help any one who is at any task at which he can be of assistance. I want him always to be ready to do whatever is asked of him, wheth- er or not it is his own regular work. I want a boy who will always con- sult me in matters of doubt, yet who always depends upon himself and is self-reliant. I want a boy who will not loiter when sent on an errand; who is always cheerful and quick. There must be nothing frivolous about his behavior at any time. He should always be at his post of duty during office hours, and I should nev- er have to wonder for a moment where he was if I wanted him. He must be respectful and yet have spirit enough to let no one impose on him. I want a boy who is never 37 late at his work—not even a ment.” mo- Dandelion Vegetable Butter Color A perfectly Pure Vegetable Butter Color, and one that complies with the pure food laws of every State and of the United States. Manufactured by Wells & Richardson Co. Burlington, Vt. “Say, mister, jest a word wid ye be- fore I went. Dey’s on’y one chap dat cud hold dis job, an’ I un’erstand he’s got anuder stiddy sit.” “Who is he, me lad?” “De angel Ga-breel.” And the boy departed in disgust. > Helpful Johnny. Johnny loved his papa, there was no doubt about that, and one morn- ing, after he had listened to a long disquisition from the author of his being, addressed to his elders, on the general uselessness of the vermiform appendix, ending up with the broad statement that he hoped he’d see the day when every appendix in creation was cut out, the little boy resolved upon an agreeable surprise for the daddy. He worked in secret for sev- eral days, and then sprang it: “See what I have done for you, dad- dy!” he said, leading the wondering father into the library and showing him a neat pile of many pages which he had accumulated. “I’ve cut the ap- pendix out of every book in this li- Drary.” It was then that words failed, and Johnny’s father’s vocabulary made a general assignment for the benefit of its creditors. 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 Buckwheat Just what the name indicates. We furnish the pure, strong buckwheat flavor. We manufacture buck- wheat by the old fashioned stone method, thus retaining all the buckwheat taste. Insist on get- ting Wizard Buckwheat Flour. Send us your buckwheat grain; we pay highest market price. Grand Rapids Grain & Milling Co. L. Fred Peabody, Mgr. Grand Rapids, Michigan A. D. Wood Geo. H. Reifsnider A. D. Wood & Co. BUTTER AND EGGS Wholesale and Retail New York City 471 9th Avenue 321 Greenwich Street References—Aetna National Bank, Chelsea Exchange Bank Ship us your butter and eggs We can give you good service We carry a full line and can fill orders promptly and satisfactorily. S E E DS 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 Clover — Timothy All kinds Field Seeds. Orders filled promptly Wholesale Dealers and Shippers Beans, Seeds and Potatoes Office and Warehouse Second Ave. and Railroad Grand Rapids, Mich. Moseley Bros. Both Phones 1217 REA & WITZIG PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. Ww. C. Rea A. J. Witzig We solicit consignments of Butter, Eggs, Cheese, Live and Dressed Poultry, Beans and Potatoes. Correct and prompt returns. REFERENCES nk, Commercial Agents, Express Companies, Trade Papers and Hundreds Marine National Ba ey he, Established 1873 MICHIGAN TRADESMAN April 21, 1909 MINIMUM RETAIL PRICES. Their Maintenance From the Manu- facturer’s Standpoint.* One of the important questions now before the manufacturers and merchants of America is the uniform retail price plan of selling proprietary goods, and I am here to make a few remarks in favor of the plan. They say there are two ‘sides to every question and there may be two sides to this proposition, but it seems to me that most of the arguments are on our side. There are, I would think, more reasons and better reasons why the manufacturer should fix the retail price of his product than that price cutters should fix it. When a manu- facturer establishes a uniform retail price for his goods he does it primar- ily for his own benefit; he does it to make his product popular with those who sell it; he believes that mer- chants are more friendly to brands they can sell with profit than to oth- ers which they must sell at cost; he knows that it is better to have mer- chants working for ‘him than against him. Enormous amounts are Spent year- ly in advertising. Efforts are made to compel you to handle certain brands whether it pays you to do so or not, but after making full allow- ance for everything that the manu- facurer can do to push his goods, grocers are still the most potent fac- tor in the distribution of groceries. A thousand or more grocers in Cleve- land can boost any brand of goods, if the goods themselves suit the peo- ple, and the profits at which they can be sold suit the grocers. It is also in their power to hinder the sale of any- thing that does not pay them to sell. It helps greatly to have a grocer ask the customers to buy my brand and it hurts just as much when he asks them to buy something else. He is quite sure to do whichever pays him best to do. Please do not understand me _ to say that grocers recommend the brands on which they make the most money, regardless of quality. I be- lieve grocers are as reliable as any other body of men, their success de- pends upon the service they render, they must be good to their trade or it will not be good to them. Gro- cers are, however, justified in pushing the goods that pay the best, provid- ing always that profit is not the only reason. It is possible to get good quality under your own brand, or under a nonadvertised brand, and if you know the quality is right you have a perfect right to say so. There isn’t much sentiment in busi- ness. Brands are popular or unpop- ular with grocers in proportion to the profit at which they can be sold. You are glad to sell anything that pays a legitimate profit. Can you afford to sell anything else? Some manufacturers are indifferent about the retail grocer. They don’t care, or at least pretend they don’t care whether he is for or against them. By persistent advertising they " *a adress of D. B. Strickler before the Cleve- and Retail Grocers’ Association. create a demand for their product and compel you to handle it whether it pays or not. They make sure of their own profits, but don’t care about yours. They are willing to have you make money on_ their brands, if you can, but they do noth- ing to protect you against price cut- ters. Fortunately for the grocery business there are not many brands in this class and it would be better if there were none. The uniform retail price system would mean a fair profit on every- thing. It would obviate the neces- sity of your selling some things at abnormal profit to make up for the things you sell at cost. If the aver- age cost of doing business is, say, 15 per cent. of your total sales, and you sell some goods at 10 per cenit. above cost you must sell an equal amount of other goods at 20 per cent. profit to even up your loss. This estimate may be too high or too low but the principle holds good in either case, for every article that you sell too cheaply you must sell another too dear. Is iit fair to your trade to make some of your customers pay the expense of selling to others at cost? The grocery business is not one of large profits at best. It is hard enough, under ordinary circum- stances, to get fair profits, and it iis a good deal harder when a price cut- ter picks your locality as a good place to start a grocery. The ideal time for grocers will be when everything you handle pays its share of the expense, when it will not be necessary to sell some goods at an abnormal profit to enable you to sell others at cost, when it will not be in the power of your competitor to make your price. It takes a great deal of time and ef- fort and money to thoroughly in- troduce a brand of goods and_ to make it a necessity in almost every store, but only when it reaches this stages does it become interesting to price cutters. There is no object in selling at cost what your neighbor doesn’t sell at all, nor can you sell at a profit what he sells at cost. Isn’t it better for the trade to have the manufacturer maintain a reasonable retail price on his product than to have competitors force an unreason- able one? The retailer cuts the price, not be- cause the profits are too large, but to advertise himself—he uses the manufacturer’s reputation for his own benefit—he advertises himself at the manufacturer’s expense. If a grocer wants to give his customers better flour for the same price, or the same flour for less than the uniform retail price permits, let him show his zood- ness of heart by selling it under his own brand at whatever price he chooses. Let him sell it on the strength of his own reputation, not at the expense of the miller’s reputa- tion. The grocer must, in self defense, discourage the sale of goods that do not pay him to sell. He not only has 'that right but it is his duty. To stay in business and support his family he must sell goods for more than they cost him. He is justified in urging something else “just as good” provid- ing he knows it is just as good— mind you, if he knows. This is not in defense of him who would substi- tute for no other reason than to se- cure a better profit. The grocer who does that hurts himself more than he hurts the brand he tries to displace. The manufacturer’s right to fix the retail price of this own goods is not doubted. It has been confirmed by the highest court. Vhile it would be illegal for sey- eral manufacturers making the same grade of goods, or several dealers handling the same brands, to agree on a selling price, each one may fix the retail price of his own product, even if the several prices should be the same. It’s the agreement, not the price, that makes a trust. The uniform retail price, then, is a question of policy, not of law. Won't merchants take more interest in an other that sells at cost? It will hard- ly be denied that the manufacturer gets the best results when the gets most help from merchants, that it makes a vast difference whether the great body of grocers push his zoods because they pay, or knock them be- cause they don’t pay. Self interest is the chief factor in selling goods. Grocers are friendly to the brands that are profitable to handle; they can hardly afford to be otherwise. The uniform retail price then must appeal to the retailer or it can not help the manufacturer. It must be beneficial to both or it will help neither. The manufacturer and re- tailer must work together. The manufacturer must maintain, not only promise to maintain, his price, and the retailer must not only get the price himself but he must help to weed out those who don’t. If the interest is mutual, if the manufacturer and the dealer both fav- or the one price plan and both work for it, success is sure to come, but not otherwise, It may be urged that protected prices would deprive the shrewd mer- chant of his just rights, that it would prevent this profiting from his better facilities or more ability, that the man who knows best how to buy is quite sure to know best how to sell what he buys and that he needs no help nor advice from anybody. There is some reason in this line of argument, but it isn’t always the good merchant that cuts the price, It’s sometimes the fellow who can least afford it. He may not be able to pay ‘his own bills, but he can make it harder for you to pay yours. The little fellow, with his small stock, by cutting prices can make it harder for you, with your big stock, to get fair profits, even thouzh you are able to buy cheaper than he can. The uniform retail price deprives no one of his rights, Manufacturers in all lines have a quantity price and the merchant who can meet the re- quirements, who has the means to buy and the trade to take the neces- sary quantity, always has an advant- age over his less favored competitor. Neither money nor brain needs spe- article that pays a profit than in an-| cial protection—it can take care of itself. Anybody who thas had experience in introducing a specialty knows how much encouragement to expect from retail grocers. “Make a demand for your goods and we will be glad to handle them,” is familiar to all spe- cialty men. We have no fault to find with a grocer who takes this stand. If he buys even a sample of all the things he is urged to buy, yes, even all the good things, he would neither have room to store them nor money to pay the bills; but when the manufac- turer makes the demand, is he not justified in fixing the price? Why should a grocer who has done noth- ing to help the manufacturer build up a trade be allowed to do the one thing which more than any other will tear it down? The value of an established brand of goods is as real as real estate and should have the same protecton. The name Ivory soap and the exclusive met tit 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 sites ey FLOM USE THE DISTANCE SERVICE MICHIGAN STATE TELEPHONE CO. WHIPS AT A BIG DISCOUNT Some styles to drop, some change, just a button. Best raw hide grades 6 ft., regular close price at 25% off. GRAHAM ROYS, Agt , Grand Rapids, Mich. STEIMER & MOORE WHIP CO., MFGRS. Westfield, Mass. We have the price. We have the sort. We have the reputation. SHIP US YOUR FURS Crohon & Roden Co., Ltd. 37-39 S. Market St. Grand Rapids, Mich. YOU Should send us your name immediately to be placed on our list for Xmas cat- alogue of post cards and booklets. Suhling Company, 100 Lake St., Chicago When your cases bear the above mark you have a good case—a de- pendable one. Would you like to know more about this kind? Write WILMARTH SHOW CASE CO. 936 Jefferson Ave. GRAND RAPIDS, MICH. April 21, 1909 right to use it are worth more to Proctor & Gamble than the plant in which the soap is made, and every time a grocer cuts the price of Ivory soap he injures the brand. He makes other grocers in that locality discour- age its sale and encourages them to push some brand that pays better. Other things being equal, grocers, no doubt prefer to sell advertised brands. They are easier to sell and less likely to become unsalable, but you are not in business solely for pleasure. You need the profits as well as the experience. If Arbuckle’s coffee could always be sold at a fair profit who would care to haev a private brand to sell in its place? Would there be any ob- ject in having your own brand of anything if the manufacturers’ brands, the brands that are advertised and in demand, were as profitable? I believe a uniform price on all proprietary goods, sufficiently high to give retailers a legitimate profit and rigidly maintained, would take away the only argument there is in favor of private brands. Why should anybody want a spe- cial brand unless it pays better than regular brands? When = you _ sell your own brand you must do your own advertising, you lose the benefit of the manufacturer’s reputation as well as his advertising. If he known to make good goods, his name on the package will help to sell them. It makes him rather than you re- sponsible for the quality. If for any reason the quality falls down it’s his loss, not yours. It kills his brand, not yours. It may be contended that some gro- cers buy under their own labels in order to get better goods than they could under regular brands, and this may possibly be true in some cases, but I doubt it. My experience leads me to think otherwise. I repeat, the only good reason for using private brands is that they pay better than mill brands. If a legitimate profit on advertised goods could be assured, nobody would want private brands. If we agree that the one price plan is best for all con- cerned let us work together to make it succeed. : ———__2-.__—__ The Lesser Evil. The young wife of a Philadelphia man, who is not especially sweet- tempered, one day approached her lord touching the matter of one hun- dred dollars or so. “I'd like to let you have it, my dear,’ began the husband, “but the fact is I haven’t that amount in bank this morning—that is to say, I haven't that amount to spare, inasmuch as I must take up a note for two hundred dollars this afernoon.” “Oh, very well, James!” said the wife, with ominous calmness. “Tf you think the man who holds the note can make things anything hotter for you than J can—-why, do as you say, James!” She got the money. ——ofss>__—- The meek shall inherit the earth, but the hustler will have the estate before the legatee can probate the will, is ie ME Wena een eee ae? * MICHIGAN TRADESMAN Use of Public Library By People Outside City. Rapids, April 20—Every year the use of the Reference Depart- ment of the Library, on the part of non-residents, becoming greater and greater. Every Saturday during the winter a considerable number of Grand is Students come here from colleges in jneighboring cities. There is, perhaps, hardly a Saturday of the school year that there are not teachers and stu- dents from Hope College. People also come here to work from Albion, Olivet, Jackson, Lansing and Ann Arbor, not to mention Muskegon and the towns to the north. Practically all the use of this kind is in the reading rooms. The exhibitions also attract many persons from outside the city. The use of a public library by peo- ple outside of its immediate city is a problem that is being taken up in a comprehensive way by a number of cities. In several cases in this coun- try, and also as proposed in England, instead of the city, the county is the init of the library system. In some instances this is brought about by legislation and in others by contract with the city library authorities and the proper county authorities. In this way the usefulness of the public library has been extended to a very much Jarger community at a mini- mum cost. The county work is han- dled through branches and through traveling libraries. This is the case at Portland, Oregon, where the pub- lic library serves ail the citizens in Multonomah county; the library in Sacramento, California, is for Sacra- mento county; Cincinnati, Ohio, for Hamilton county; Hagerstown, Mary- land, for Washington county. This is also true in regard to several other places in Ohio and Illinois, As already referred to, there is legislation in progress in parliament for the work- ing out of a similar plan for the rural districts in England. This modern is an interesting phase in library development and doubtless sooner or later a movement will be made for something similar in Michigan. The fundamenital idea in all of these plans is the fact that the expense connected with the prop- er organization and the efficient man- agement of a library is too great for a small community. When the ex- pense of one efficient organization, however, is distributed over a large area for the service of a large number of people, the per capita cost is re- duced to a minimum, and in this way all the people of a county have the advantage of the use of a large li- brary in a way that would be wholly impossible otherwise for farmers and the people of the smaller towns and villages. Michigan may not be ready for such library development for some years to come. Nevertheless, I think the members of the Board will be interested in knowing of this trend of library development and that a few counties in the United States have county library systems now in op- eration. In response to a communica- tion from the National Commission on Country Life, your librarian dis- cussed this matter at some length re- cently in a letter to that Commission. Samuel H. Ranck, Librarian Grand Rapids Public Library. > —____ The Secret of Right Growth. Evansville, Ind., April 20—The se- cret of right growth is to maintain the right balance between the old which one has and the new which is asking for admission. The growth of the intellect is impossible if we hold on to old ideas and will not allow new thoughts to interest us. To the balance between old and the new is not easy. find the If new thoughts come to us worth our atten- tion we should surrender ourselves completely to this intelligence let it do its work through us. To get acquainted with new thoughts we must be living men and living women. When we become true living beings the soul of intelli- gence acts with perfection and it teaches us how to balance all things concerning our own welfare in life. Our spiritual energy is directed with a rich inventive power which is inexhaustible if all of our communi- cations come from within our own minds and which are from our own souls. Don’t get this mixed up. Find the balance between the old and the new and be willing to drop the old for the sake of the new and you will live a happy life. “Let the dead bury the dead.” “Take up thy bed and follow me.” To-day is the new day in which we must live. Why should I think of the to-morrow? We must learn the language facts. Phe ray of light within your mind is _ invisible, but powerful just the same, and new light is made each and_ every day. Find the difference between light and darkness within your own dwelling place. New forms of thought are bursting into our kingdom each and every sec- ond of the day, but we have failed to learn the lesson of giving up our old dead ideas. The intellect of man is construc- tive. It is building many new things each day, but too many of us are will- ing to topple them over. We foolish- ly think that we are the master, that we know best and that some of the new ideas are wrong. What do we know if we have not had experience with them? “Just as a man thinketh in his heart, so he is.” What are we thinking about? Are we ready to give up the old? Are we doing all we can to live to-day and have we forgotten yesterday? We go forth each morning full of bright promises. We say that we will be good and promise many things, but before night we have sinned. The greatest sin is against your own thoughts, those spontaneous thoughts, those new thoughts, those inventive thoughts which are all fa- thers of your soul. The mind that grows can not pre- and of dict the time, the means, the mode of this spontaneous thought we are talking about. The mind that is grow- ing lives just like all other things ‘controlled by Nature. 39 By Nature everything is formed and bound. Everything floats over its own personality and we can not be other than what we think. If the old is good enough for you, you simply think so, but your eyes overpower your mind and you some- times this that you had some of the new. wish by suggestion Our eyes are very wonderful. They talk for us when our minds fail to act. Sometimes we want things just because we have seen them and not because our mind, our soul wants them. Again, let us try to find the balance between the old and the new. Edward Miller, Jr. —_—_+->—__—_ Wisdom of Experience. Cook—I have an ideal woman in my mind. Hook—Are you going to her? Cook—Yes, if she’ll have me. Hook—Well, after the parson says his say you'll still have an ideal wom- an—in your mind. marry The greedy are always needy. DON’T FAIL To send for catalog show- ing our line of PEANUT ROASTERS, CORN POPPERS, &¢. LIBERAL TERMS. KINGERY MFG. CO.,106-108 E. Pearl St..C'scinnatl,O. ry) ” Mo $ ape \ 2 ee po ve Per | TO] Pee eee | Brilliant Gas Lamp Co. Manufacturers of the famous Brilliant Gas Lamps and Climax and other Gasoline Lighting Systems. Write for estimates or catalog M-T. 42 State St. Chicago, Ill. ETT A atacll (as with THE BARTLETT CANNER FOUR SIZES, $65 to $200. There’s MONEY in it. Tene Lah) ao kM Ca La Ground Feeds aax —_— None Better YX BRAND WYKES & CO. @RAND RAPIDS Post Toasties Any time, anywhere, a delightful food— ‘‘The Taste Lingers.”’ Postum Cereal Co., Ltd. Battle Creek, Mich. YOUR DELAYED FREIGHT Easily We can tell you BARLOW BROS., Grand Rapids, Mich TRAGE and Quickly. how. All Kinds of Cut Flowers in Season Wholesale and Retail ELI CROSS 25 Monroe Street Grand Rapids MICHIGAN TRADESMAN April 21, 1909 | = “4 at 1 (eds 1c (f wit { HE SS i SSE ETEERTENT EOD) ee Avery LULU tI {C A leit | = =. : a }) ZH YMIMERCTAL TRAVE wil(t Some Bright Sidelights in Salesman- ship. If you stop to think for a moment you will be surprised to realize how easy it is to acquire mannerisms and expressions which are detrimental to your success as a salesman. Just as details in a man’s private life show his good breeding or the contrary, so the small things will show whether a man is master of the art of sales- manship or not. For instance: a man goes into a haberdasher’s and asks for size 134 in a particular glove, which size at that time is sold out. Or again, he might ask for a royal blue four-in- hand, in a special silk, which shade was not stocked in that line of cra- vat. Now, how often in such a case do you hear the salesman say: “I suppose 8 is too large for you?” or “Ts 714 too small?” or in the cravat case he would say, “You wouldn’t like a navy blue?” and immediately there is born in the customer’s mind the impression that either -an 8 or 74 glove would not fit him, or that he would not like a navy blue. Take another case: a man asks for a heliotrope shirt, which you do not carry, whereupon he gets-the cold answer, “No, we haven’t it”—which ought to settle him, unless he cares tu ask for something else. Now what would be the proper thing to do? In all cases get your customer interested in your — stock. You could suggest to your glove customer to try on a 114 or an 8, whichever size a glance at his hand would lead you to think would fit him the better, and chances are he will discover that one of the sizes you have is really what he wanted. Or, tell him gloves should be worn loose, as they should. Handle your cravat and shirt cus- tomer in very much the same manner by showing some of your stock (and, by the way, the nearest things to what he wants), and by the time you have seemingly discovered that you have not what he asked for in stock he very likely will decide that a navy tie, or a blue shirt, will look fully as well; and do not forget that you are being paid to keep as far away as possible from the customer’s mind the idea that you have not what he wants. When a customer asks for an arti- cle do not cross-question him as to size, style, shade, etc. You will in- variably irritate him and hurt your chance of making a sale, right at the start. as he will think, “I will have to tell this fellow everything,” and will not have much confidence in you. | | }modern quickly find out what is required. In many cases the customer himself does not know what he really wants, and you antagonize many by making them admit it, which is not policy and very unnecessary. When a sale is made the salesman in the majority of cases will Say: “There is nothing else you require?” or “That is all?” etce.,, which immedi- ately fosters in the customer’s mind the idea that he does not want any- thing further. Or he will ask: “Is there anything else?” which is lead- ing him up to the quickest possible answer, saving him further trouble, “No, nothing else.” One of the arts in selling is to keep your custom- er’s mind as long as possible from the decision . that he through buying, and this can only be accom- plished by “suggesting,” the practice of which every salesman will find of the greatest assistance. It wonderful the number of sales which can be made by sugges- tion. The customer will tell you when he is finished buying, which is time enough for the salesman to think about it. But don’t go too far and bore a man when you see he is really not inclined to buy any- thing else. It is easy to lose friend- ship by persistence overdone. Any man of spirit will resent it. is is Know your stock thoroughly and have your heart in your work. Don’t grouch because you have not in stock everything the customers ask for. Any duffer can hand out goods and take money, but it takes a sales- man to sell a man something he did not come in for, and every difficult sale carried through is a little more added to your experience, so bear that in mind. Also, remember that is what you are being paid for by your house—Richard T. Stanley in Haberdasher. 2. —_ No Sprinkling For Him. The bell-boy had shown the farm- er to his room and was now calling his attention to the comforts of a tavern. Turning on the shower-bath, the boy exclaimed: “See? That’s how that works, mister. Just the thing for you to take every morning, believe me.” “Don’t git too fresh, sonny,” snap- ped the man from Wayback, “I ain't so durn green that I have to be wa- tered every day!” ——_.-2-2—__ To Be Pitied. Haskins, Jr-—Pop, why do they call the Sultan of Turkey “the sick man of Europe?” Haskins, Sr—lI be- suppose it’s Get an idea of what he wants andjcause he can’t get away from the show him some stock and you will'odor of Turkish cigarettes! || Hang On Till Your Luck Takes a Turn. In one of the largest wholesale gro- cery houses in this city there is a book-keeper working for $20 a week who has only one honest reason to offer to explain why he is not a senior partner in the house. The reason is that he lacked enough con- fidence in his fate to wait one week on the hope of fortune beginning to smile on him, and the story is one that says: “Hang on a little longer; your luck will turn,” as mainly as the words. The president of this grocery com- pany and the book-keeper in question began together. Each had saved $500. Five hundred dollars in those days was more than it is to-day, and the young plutocrats began to look around for the best way to invest their wealth. The money had come hard. It had been saved from wages that were anything but munificent. The capitalists were careful. They wanted something safe, sane, and cer- tain to yield great profits, and after looking the field over they decided that the grocery store was the thing. They knew the business, and they knew what it could do for them. Now, growing neighborhoods are strange things to reckon on. They grow suddenly and for no particular rational reason, and they cease grow- ing with the same suddenness and for like reason. If they didn’t, the real estate business would lack half of its allurements and half of its failures. The new neighborhood into which the young men poured their $500, their experience, their efforts, and their hopes for the future was one of these inconsistent ones. Its boom started with the best of appearances. Tt continued to live up to appearances for a year; then it ceased to boom. The new store had as good a trade as could be expected from the num- ber of householders which it natural- ly could be expected to serve. It was a good store, a big store, and the two proprietors were models of cour- tesy and fairness in their dealings. The neighborhood, quick to realize its advantage, showed its apprecia- tion, and the store did a zood busi- ness—for the neighborhood as it was then. But the store was builded on dimensions in proportion to the neighborhood as it was expected to be in a couple of years, and as the neighborhood didn’t live up to ex- pectations there was a $10,000 store Struggling for existence on a $5,000 store’s trade. That was where the test came. The two partners were sanguine. For a year they struggled gamely, hoping, expecting that the boom would come to life again and the inevitable pros- perity be theirs. The year passed and the boom failed to show. The store now actually became a losing proposition, and day by day the own- ers stood behind idle counters and saw the balance grow on the wrong side. Bills fell due, bills contracted on what seemed to be a certainty. Creditors began to clamor for settle- ment, and there was nothing much to settle with. A mortgage crept in on the stock and fixtures, and after the fashion of mortgages it began to grow and grow. The big house that had furnished the store held the mortgage, and while its credit man was willing to reason, he didn’t see much hope for the beginners. Neither did the weaker of the part- ners—the one who is now a book- keeper. The stronger begged him to wait and hope. But the former couldn’t see why he should. There was nothing to hope on. “Something will turn up,” said the hopeful one. “The wholesale house won't foreclose.” “They will,’ said the timid one. And he sold out his share of the mortgaged stock for $200. The whole- sale house bought him out. A week later the store’s single com- petitor went out of business and the tide turned. Business began to pick up, not sensationally, but enough to pay expenses and interest. And then the boom came back and the man who had stuck was safe. His store grew by leaps and bounds. He sold it out for twenty times what it had cost him, and went into the whole- sale business. One day a broken down fellow came in to ask for work, and the successful one put him on the bill desk. He did it because it was his old partner. Keep hanging on. No matter what you are doing, no matter how dis- couraged you are, hang on. If to-day is your unlucky day to-morrow ought to be otherwise. George Payne. _—_-_-22--2>—______ Lake Superior a Storage Reservoir. Man’s most stupendous attempt to control one of the forces of nature is said to be the proposed use of Lake Superior as a storage reservoir. A number of times it has been pointed out that with proper regulating works the fluctuations in level of the other Great Lakes could be reduced. Just now the general effect of the works hitherto carried out by the Sault, both those for the improvement of navigation and those for the develop- ment of water power, is to lower the general level of Lake Superior. How- ever, with the comparatively simple process of placing regulating works at the outlet of the lake the level could be held constantly at the high- est point which is desirable for lake traffic. The huge area of the lake in this way would be available to raise the level in the Lower Lakes during dry seasons of the year. But in order to make possible these controlling works it will be necessary to condemn the water power companies now operat- ing there or at least compel their op- eration under restrictions. January 5 a bill was introduced into congress appropriating $250,000 toward the cost of condemning these properties. Some think, however, that were the regu- lating works over the free channel extended far enough the interference with the present water power plants could be made comparatively slight. —_+~-<+___ The lion is the king of beasts, be- cause of his roar. The tiger is strong, but he has no roar—he is not an ad- vertiser. April 21, 1909 MICHIGAN TRADESMAN 41 GRAND RAPIDS A LAKE PORT. It is most unfortunate that the re- cent $50,000 effort at operating freight boats on Grand River between Grand Rapids and Grand Haven resulted dis- astrously, but there is some recom- pense therefor in our present posses- sion of two unqualified facts: First, it is easily and economically feasible to develop a lake level chan- nel from Grand Haven to Grand Rapids having a depth of 21 feet and Second, it is folly to attempt upon the present 5 foot channel to operate large steamboats of the stern wheel type. Mississippi Recently a proposition was made to build a 50 foot motor boat, capable of carrying I00 passengers or twenty- five or thirty tons of freight, for the present route and simultaneously al- most came a representative from Kal- amazoo River who had a boat already at hand which could turn up sixteen miles an hour, and all that. But both of these ideas have been abandoned. Meanwhile Charles Blakeslee, the old-time boat builder and river pilot, has gone ahead quietly upon his own premises below the Wallin tannery and has about completed a motor boat 4o feet over all, 8 foot beam and capable of carrying twenty-five pas- sengers. This boat will be in oper- ation about the middle of May and will be devoted largely to excursion business. Just below the Blakeslee yard there is now on the stocks another motor boat 65 feet in length over all, 11 foot beam, 6 feet 6 inches depth of hold, with pilot house and cabin and cano- pied decks fore and aft. This craft, built by and for Capt. Eaglesfield, the well-known lake captain, a model of beautiful lines. Propelled by a 60 horse power motor it will, it is expected, make sixteen miles an hour. In the hold are quarters for a crew of six men, a cook’s galley, din- ing room and closets, besides the en- gine room and fuel tanks. This boat will draw about six feet loaded and will probably go on the Bass River and Grand Haven fruit and passenger route this season. Messrs. Blakeslee and Eaglesfield know what they are doing and are putting their own money into their ventures, their boats representing in- vestments of about $5,000 and $32,- 000, respectively. The late Grand Rapids-lrake Michigan Transportation Co. had to learn their lesson. All lower river men of experience warn- ed them against a shallow draft boat with stern wheel and many of the men who put money into the venture advised strenuously against a boat of more than 75 or 80 feet length and against building more than one boat. But the majority favored two boats and boats of 125 feet length. The lesson has been learned and now re- mains the other lesson as to the lake level channel. : Such a channel must come within a very short time or Grand Rapids will stop in its development as an industrial and commercial center. Such a channel can be created at an approximate cost of four million dol- If it should cost five million, organization it would shows lars. and if the city as an should build it unaided, PtOve a good investment and be of permanent value. To accomplish such a result legislation at Lansing will be necessary, and in considering this vi- tal feature of our city’s growth it will be wise to broaden one’s horizon and contemplate the situation as a factor in the proposed deep waterway be- tween Lake Michigan and Lake Hu- ron, ——.___ THE JEST THAT STINGS. “Blessed are the joymakers” is a beatitude well worthy of a place in the commercial as well as in the so- cial world. Yet there is a distinction between this and the so-called wit which too often creeps into the every- day talk of the store. There are phases to be avoided by the one out- side who may be drawn almost uncon- sciously into the brilliant sallies of the tongue; yet the salesman, and more especially the owner of the store, will be wise to guard well words of this nature before giving utterance to them. A jest given with- out a realization of the mark that it will hit may leave a sting for all time. It is best to refrain from indul- gence in any joke to which any rea- sonable person would take excep- tions. A bit of banter commenced by an old lady upon a young proprietor with whom she was well acquainted gradu- ally drifted to his wife’s hat, he pro- fessing utter unconsciousness regard- ing whether it was becoming or other- wise—-in fact, he “did not even know she had a new hat.” She the bill came round would know,” etc., until the remark finally came from him that “he hoped she wouldn’t take to wearing his hat.’ “Maybe you think I have my bus- band’s hat,” was the quick retort; “but I want you to understand it is my own.” There were several customers stand- ing around and they were listeners of the badinage. Not until then did he notice that she wore a fur cap which might have been originally intended for mascu- line wear. While there appar- ently no offense given, yet so pointed a bit of raillery is always dangerous. Even although one thinks he knows the victim, a joke which would be well received when alone becomes ob- noxious in the presence of others, es- pecially strangers. A good rule is to avoid the wit that may bring a sting. ———————-2a THE CARPET STRETCHER. Almost every housewife has had some experience’ with carpet stretcher, only to go back eventually to the old plan of shuffling over the carpet with a pair of old rubbers. This latter method means some hard work, but it leaves neither nail marks in the floor nor rents in the carpet. The man who ventures to take up this article must assure himself that it is free from the vices which have wrecked its predecessors; that it real- ly does the work claimed for it, and this with a great reduction in the amount of labor. There is such a device and it is simple enough, too. Just hunt it out and present it to the housewives who patronize you; and at this season it will sell like hot “reckoned when he was a cakes as soon as you have proved its worth, The housewife is slow to be con- vinced, having so often been deluded in the past. In fact, she is inclined to turn your talk down without giving it a second thought. But persist; and do this not with words but with facts. Have a piece of rag carpet tacked down some convenient spot, and show how you can stretch it after it is seemingly tight. Show a similar test with piece of old velvet: or Brussels, one that is so firm as to be unaffected by any of the ordinary hand Let the visitor try the process herself. Many a piece of work which looks simple in the hands of a man skilled in the business is really hard work for a woman’s limited strength. Convince her by trial that the method is easy, effectual! and does not injure the fabric and your work She will not hesitate to eliminate the hardest of| manual labor by a mechanical process | for any reasonable price. 2-2 Gripsack Brigade. W. A. Conselia, who has long been identified with Wood, Crane & Wood, of Adrian, has engaged to cover East- ern Michigan and the Thumb district for the Hirth-Krause Co. He will remove his headquarters from Adrian tc some central point in his new ter- ritory. Benjamin Hirsh (M. Wile & Co.) sails from New York May 15 for Eu- rope, where he will spend the sum- mer. Mr. Hirsh is one of those hard- working salesmen who richly deserve in a methods. is done. an extended vacation and change of scene in order to get away from the | treadmill of business. Harry C. Rindge (Rindge, bach, Logie & Co., Ltd.) has re-| turned from a ten weeks’ trip through | North Carolina, South Carolina,| Georgia, Louisiana, Texas and Flori-| da. He also accompanied his father | on a pleasure trip to Cuba. Mr.| Rindge thas covered the lumbering | sections of the Southern States so} long that he has a wide acquaintance | and a lucrative business in that dis-| trict. Samuel Goldsmith (Becker, Mayer| & Co.) has opened a furnishing goods | store at 970 SIst street, Chicago, un-| der the style of Goldsmith’s Tog- | gery. The business will be managed | by Mr. Goldsmith’s son. If the son | Kalm-| has one-tenth of the energy and initiative of his father—and he ought to have more, with such an example before him—the business will be re- markably successful. Mr. Goldsmith’s recent experience with a barber has given him the appearance of youth, but he retains the good fellowship pe- culiar to the successful salesman and the wisdom which sometimes accom- panies age and experience. A Sparta correspondent writes the Tradesman as follows: It was along about the first of April when a cer- tain traveling man by the name of Cook, who represents the Lemon & Wheeler Company, wandered into a store in a small town not more than one thousand miles from Grand Rap- ids. During this stay there he pur- chased six or eight dozen of eggs and asked that they be put up for him while he called on another merchant. In a short time he returned, picked up his basket of eggs and started for the He noticed that his basket— a market tbasket—was filled to the top, but did not think but what eight dozen eggs would fill it. He also for- got that it was the first of April, but he didn’t forget that the basket of eggs seemed extremely heavy. Upon arriving in the city he walked from the depot to his home, and it seemed that the basket became heavier all the time. Arriving at home he opened the basket and found that besides the eggs the basket was filled with stones. We do not know what he said, but he must have thought a number of things. But then we ought not to say anything about it because he bought the cigars and blowed himself for the depot. candy. Elevator Term: “Going Up?” There is a finely appointed room with every conve- nience awaiting you when you hear the elevator boy say those words at the Hotel Livingston Grand Rapids Oakland Vinegar & Pickle Co., Saginaw, Mich. csemdatmieemeamend “State Seal” Brand Vinegar is giving unqualified satisfaction and mak- ing business for thousands of retail merchants. 3% s% 6 MICHIGAN TRADESMAN April 21, 1909 | Michigan Board of Pharmacy. President—W. E. Collins, Owosso. Secretary—John D. Muir, Grand Rapids. Treasurer—W. A. Dohany, Detroit. Other Members—E. J. Rodgers, Port Huron, and John J. Campbell, Pigeon. Michigan State Pharmaceutical Assocla- on. President—M. A. Jones, Lansing. First Vice-President—J. E. Way, Jack- son. . Second Vice-President—W. R. Hall. Manistee. Third Vice-President—M. M. Miller, Milan. Secretary—E. E. Calkins, Ann Arbor. Treasurer—A. B. Way, Sparta. Approved Formulas For Some Cul- inary Specialties. Pickling Vinegar. Cn co Ginger OZ. Ley power .............. 1% Oz. Block) pepper .... i Gz. Paigpice: 6 2 ozs Reem gc, 1 oz. PA «Geel... 4 ozs Nae ig, 4% pts. Bruise the spices and macerate for two days in a warm place with the vinegar previously heated to boiling. Worcester Sauce. A i2 07s. Ee Gamarnds .....0. 2... 3. 28. ozs. loves A a7s: (oosicim 2.00.0 4 ZS. AMCHOVIES ..... 3... 3. ibs: ou of jemon i Oz Sita 4% tbs. BON ce ee 7. ibs: Nieear 62... 5 pal Macerate two months with fre- quent stirrings and then strain. Kitchen Spice. OED a ib. Ginngsios .... 6. 2. 8 ozs. Mack pepper ......2.... 8 ozs. Mitmce 8 ozs. PUIGDICE, Cs 8 ozs. (2O8e 2. 2 drs, Sodiim chionde .............. 6 ths. Reduce all the spices to about a number 30 powder and mix __ thor- oughly. Savory Essence for Soups. Migtk pepper — 668. . 4 OZS. Ree 2 OZs. Nitmer | ee. I OZ. ieve ee 2 drs. (angawven 22 2 drs. COMmander 6s 2 drs. OAR wAW 2 2 drs. POOH) 6.02 2 pts. Crush the spices and macerate in the alcohol for ten days. Filter. Flavor for Gallic Sausage. Bink pepper ........-...-.- r= 4th. we 5 ozs. MIPS oe 4% ozs. eer ee Q ozs. Weise 6230 ce ee 214 ozs. Coesander ce ee 24 ozs. Grind all together. Another Sausage Flavor. Tt will be noticed that this formu- la, from a British source, omits that old American standby, sage: Capsicum pee Re ce I part. MUU 3 1 part. ABSA I part. Nutmes 20... ee ou 2 parts. PeMCR 28. 6 parts. Risk Oepper 5.2... ce 8 parts. Sat 8 parts. ———

tandard . erries Webb won i 40| Oatm ee. ie P ke, 50 th. y Gocoamig 2000000000 glance Oe wood brs 4°06] 2 Salmon Wilbur! ys 12 Orange Gems... cag [Beary 209 1. Bok 0 oo sere Be oc Col'a River, talls 1 95@2 Ubur, MS ows. > Oval Sugar Cakes ...- 3 Maccaron! "and ¥ ee eecceces cc Bas SRR 19 ee ne 12g alee EE sees mies ee aie eee te confess } Bae | Boma ge = | Sra Peeacnas dak td bores Msc: ee 0. 2C , 4 sew ..2 a. oC hoe unham’ Ys nc 1a ed 8 B, tb. de ft Waar : arpet, 2 15 ee 0 s \s 26% | P ixed .. ve box. . m Tester ......... ; 4a : es aw +2 40 Domestic Sardines 90@1 00 hans ere 27 a ee a Commiori ape Barley 2 50 . ee ee . Ss, ¢ eee ne e eesekeeeeac Dried Fruits Parlor Gem aces... 4 eee |e a | Eretzelettes, Mac. Ma: 1 oe He a ctecccccecs 4 wign| Whtak 2 40) Cali . Mus. ¢ ookie: . ee : Farin F al wee 90 Galifornn us, 'S g |COommon oe oa. g "| Green, Wissen . 3 66 aceous Goods 5 = eecee ns : 0 a pa +17 $3 icies tree eeee Rube . Assorted... 7 Split.” Sent Mie bu. Fi Sea ee USsHES ? oo Pere ee Catiancs Ga oo ban s Sib) ee 2985 Fish and Oysters ... » 6g oe a ce re 16i¢ Scalloped Gems a pesantns sence 5 4 panied Tackle .....:.- 10 oe Back 8 in Stand Shrimps @28 |common Santee 4 20 Spi Cookies. 5. 190 | East India ago 04 Meer Extracts .... 5 econo: ie ale 75 ard ....... . 90 — Spiced oe TO | » mac, ee as san cee ed Ends ........ sel Fair .. -uccotash @1 40} Choice © aoe oe desman. ticken “Ciel” eats... _- No. 3 Stove BiGod oOo lacing ’ Sugar hen akg a, Fl oo pkg... ° N. ° eee chicas; Fan seebbeesss . 86 Pe S pes Sulta mac a2 “lake, 110 ploca Gel a eo 90 cy .. a? an Wate Bik g | Pearl Ib. atine .... a s i. ie Sunyside t Biscuit 16 |P rl, 130 tb sacks.. 6 Grain Bags ......--.-- Pa 1 26 ma @1 40| Fair |. Maracaibo sa Spiced G Jumbles ¢ | Pearl, 24 mp. | sacks... § a. ts Rone eee : No. 8 Shoe 1 75 | Fancy sees eeocee ae te apices Ginpers ce FLAVORING = ci. oe prone N beens esse ee tere ceeseeee eke ecco uge ¢ Z x o 4 oe 4 See = Good Tomatoes Choice Mexican -- 948 Sugar —— 8 ce & oer ae ok ls 2: eee Pele cscs, MBAS any eee cab ugar, Squares, large fic. Bie wily 2 & Cons Coioik” Hy bs Choice Cuatemala guperis 200.2 “ oe Parpeuaien 16 W., 2. Tse size 200| CAREC : eee debe eeeee 16 Sponge Lady Pingers No. 8 neless ___. 3 re s 50c sixe : 00 CARBON 0 iis Sugar aay Fingers - fecce See Jelly ANDL 00 ILS lace Abdces’ Syiv mp . N Vani 8 00 bbe b cb eeee eons 6 i 6s ES Perfection arrels oO G Africa cescecae Yonik Coole peeve ec me No High — ae Cea ae og Water Ws es sor : eee 12 . 4H See: Licorice Wicking. 12s .......... 2 “Sei White ... 10% Pe foe 25 er oe hee 16 No. 8 Hien Class ... 4 20 oe hie. an oice Gas 1 Gasoline _. 10 M signees. ak averly Riceceeccan cs Class --2 00 oe ne? a Gas Machine Pe isy, [Arabian — sh =. jnon ea Siatches ce 8Ib. cea pe rae ag Nap’a @24 - bike 21 Laces iia 2 os eo Meat Mxtracts Gallon ..... Ss .. - 1 00 ical a EUS 9 a Avena. York Basis n-er Seal Goods : oz. Full Bogda 210 Spee } seccce 4 i jure a — on, neimersion 3 0u| Black, winter. -_ 8% Oto Dilworth 17 50| Albert, Bis Per 4 oz. Full M .o sf 00 Lccee + eee eee ne Ani cuit . OZ. easure. Mustard |...... ce ck. Ose 5 CEREALS o ao Animate ong cies 106)? oz. Ful Lemon @....8 06 eecccccce a eer oe UW Sets sie as Ni N Baked ans @5 50/ Bordeau snd ed Foods yitcLaughiin’s So ceee. 14 50 Bother Thin 9g Bis 1 00/8 yi ul Meee 21-25 . ..- a ee, ena 5@1 30| Eee 0-n¢ Whaat sb ann poles jeLaughlin’s XXX Butter Wafers .-...0.1 00 z. Full Measure....4 60 beseech eee e ao Te g -O-S Ib ailers sold e Sa ouesee ck OF ngs D. --..4 50 Olives Wax. ae 1001 ie a Flakes, phen. 3 aS grders direct ale — - eens Wate sees 4 00 Terpeneless inci ae Cg ee e ’ n . ; u ee ° = 2.8 Standard neers @1 25 Force, 36. Hip pkgs. a “4 go. & Co., Chica- — o ‘all emia seed 00 ig : Panel Doz. Ge a (ten... 1 35 | Grape Nuts, 2 dos, --: $l cient, foe Rig Newton 1 -.--.... 1 00/No. 6 Panel o...0....0 s0 Plekles oss -eeeees. ee Brook Trou: 6 25) M Ceres, 24 1 "Il 79| Felix, % sro boxes Frot: ock Tea .... 0) Taper mel os. sss ae — s--+-+ Siem. cane, spleea ManieFlets see Huminels. tol, boxes 95) Ginger Snaps, N 118 Bele oe panel «..... 2 00 coer anes ° ae ee 2 an i il, eee na 606040 ve - Bae ee a Provision 220000000 beans sie AE a ano as MRT ot Baca ASE re? Boat ita E BP ong aan tetee tees "1! g| Little Neck, 2n 100@1 25| 36am, 8, 3 dz. 4 26 | Nati RACKERS. _ es +] nings D.C. Brand Rice R Clam , iD. @1 50 36 2th. alth Food ional Biscuit . Oat: on Cream Bi need cic 50 Extract V; . Brand peel a lessee cease Sunlight Flakes “36° Br Company ot ent eee anilla cee chee 7) Such m's i‘ ot 5. Sunli akes, 36 --..4 50 and Oysterettes ers .1 00 0. 2 Pa Salad Dressin Burnham’s gts. fe Vigor: 36. pkgs’ 21m, BIN BC Sound oe Sugar Cook. 50|No. 6 Sec aaa 1 86 Soleratus : ee 1 id ae 7 20 Voigt Geena “er (oe 25 [BC Gaus 6 Sihser yg pace d — 1 00 a 6 Panel woeseccce # 00 af oo coe Red Standards .. oe 20 2p Flakes ..4 50|N. B. C a ese. 6 Ss (allege a : “4 00 Paper Panel teed ae cue 3 50 oe erceee, 1 lite @1 40 : 36 aaa cae ‘4 . = soot? si, (| Saratoga Flakes cose see S Ul te 2 00 Bt i coerce. Thee i Pe aon ao lectatoan Fe B neeseese ee “1 00)4 on Full Measure... 80 Shoe Biktkingg 7 leans teres 15@ 8 ee nn shod ate cinta ee - Soda N23 Biscuit 11/1 . No. 2 ull Measure. ° come! @ r gel ee ee ee as sor eee — ecweqnebioneumenees Pay 1 00@1 is Monarch,” bbl. Tb. sks, ‘= S ae iS ifn: oa ee 1 09 Amou SPAIN. Pievors sos ee S| sor mite Fine 1 | ese 2 es gash Bp NB. C, Round ...... ¢ | needa Fruie"iscit Ga] A™osRene: ten bale 19 DS 4. seccccccccesese 8B xtra Fin ne ..... 2 aker. 2 egular Gem ono e i eeeeeseeee Tneeda Jinjer Wayfer 50 GR , an bli — ceeds Tae oe i eee 1 , See 2-5... s | Gnome te . eee 18 ee ie Starch seen mpeceee denied: : BING ov hnnsenosnnnenneee 4 a wn 60 ci orate 1% Vanilla ao = cw ae ee LOUR —— (ie betas bones 2 11 24 2 tb. ey ee 3 Re ee ae as 1 00| New ot 1. White cteeecee ce 8 Standard seberrles ckages fe % Brittl ec, Assorted onc ae Zu Zu Gi a o. 2 Red cock Oe Tea T lst ca. 75 Columbia, 25 eo PERE Post tose “a as UO Winter Wheat Flour — and y nider’s ’ eee ee ae no Ceneenree es I o Be rene . am 2 8 nies pints ... ... 448 Cartwheels . In Special Tin 00| Patents oon Grands ur ies cic oD. . S pints oo--0008 38 | Cavalier Cake “000.07. $ | restin Packages.| spronds Patents «0... 7 20 teteeeees se ONE Me anaes eo 2 25| Ac CHEESE __ Career oo . a tS es) 22 Bit 7 00 Vinegar Picnic Tails <......... 2 75 a carr Cracknels mae Biscaie Y¢ | NADIE, oa ses EER Glee Straight "......8 $0 bee b is eee ee ee oie eae, ee Cake ol ac s cisle aa cnesiainns Wake GAT one ceeee se eenee _ | Mustara, “Ib. Gem --eeeeeeeeen os fo ae ee 10 ~~ 2 50 barel eadiiena Wee oan Wicking oe an 1 380 bine oe sees @ Cocoanut B y Bar ..12 Sorbetto er tin in bulk Worde ditional. c per Wooden ieee ese: \ Soused, 1 Be 28 iverside ........ @16% Cocoanut OE sce cee : Nabiacs 000 1 00 Quak n Grocer Co.’ Wra ware o* 9| Soused. rb. . aiRivceat. @ Cocoa Bon Bo 40 |Bestingo 00 aker, pa 8 Brand pping Paper cccce oe oe a 1 80 Springdal fesse oe @15 ao Drops ms ..16 ao ee 1 76 | @uaker, ae eect ans 6 50 ecg 16| Tomato, 21D. Nees aan age aie” Gocoanut Honey Cake 12 les ined altdioe oo Yeast Cake * ee 1 50/ Leiden .......... os (oat 8 n, Fingers 12 |36 Holland Rusk ptiore =... - tee =a a ee Cansene Me I ey: ola ansas Hard Wheat. 6 0 sreeenees MO) Buttons 00000000001 @ 24 Pineapple ....... o i Dandelion Macaroons 18 | °° packages eas a. Wheat ‘Flour Eee ee ee @ Dp ere @60 inner Su ae Cee anchon, rocer Co. 28 Swiss, domestic .. @23 Dinner ann See 20 | Bar CREAM TAR -4 78) Grand 8 cloth ....7 e.. Dixi Cak rels o TAR Ra) 70 e e rd pPids @16 Sugar Cooki ....19 | Boxes rums .. Milling C Grain & y Snaps e .. 9 |Square can ++--39! Wizard ‘o. Brands. Beem eat g Fancy a me aoe caddies Wizard Graham ne 6 20 paged, Buckwheat 1:8 6p Vs cbestca (@ CO April 21, 1909 __MICHIG 45 Spring Whea on ¢ t Flo Roy Baker’s B ur Cae 8 Golden Hor °, rand 2 _ Lard Golden Soy family..6 60 Can, in tierces 10 Ib 9 Dul n, bakers. .6 mpound Lard ...... 11% me fee Wi pn imperial .. Ue 50/380 Ib. tubs rd ...... 8Y Sue 112 55 10 isconsin Rye oe 60|30 Ib. tub -...advance te apg 92 4a) iF Pure C Judson Grocer ree eee 5 00/50 Ib. oon aa mace in Anise ... EEDS 28 Se wicie cs ane Gradi 11 tt eho Pees BA eee | ee oe ee 7 4 ( i a ae ne z ‘ Ce ee 3Ib. rate . 1 cas i Coe is as ee 7 30| & Ib pails. |. ‘advance % Garden See eas a ao eae as 25 aa size, 16 in ca e.. 2lola w Pelts end le Ge ee a 7 20| 8 tb. pails... ‘advance i Celery m, Malabar 100 /s ro iUib. aes, 12 in py e ae a eyeee @ 30 Wingold, %s eler's Braud : -...advance 1 enh Busia, 15 undried, m a . size, 6 in case.. Shearlings 1.2.7: 15@ 25 ’ nel c | aes 2ussi: a x led, an > ro a 25 Wiugold -: ooo 6 9¥v| Hams Smoked Meat | Mixed fia oe. 4% Sundried oie ga «a in butter Plat 60 9S ...... 10@ Wingold, enc eset 6 80 | He 8, 12 Ib. aver = Mustar Bie eee a6 Sundried, Olce ...... 0. 1 Oval, Za co ‘ Tallo te ingot, ys “ooccis8 |B, 28 aerage.tz | Yoppy wns aN de ne a tof erate [N&R cis BE Laure paenigcs ’s bre ees ge E+ bd PPY eee eee eee, ‘ te ae 4 oe oe Ve », ate 4 (2 een a Doahag eae aoa a Ib. pel ae SH ee peauiar ger 4 = NO, d Gear 20 i Crate 40] Unwasl Wool - 4 laurel, Cloth ...... ; icnic Boiled Hams.” 81, sixby’s Roy all ....1 25| Nibs red, fan : » 10 gal, each..i Sti TIONS voigt’s Cresce s Brand/ Boiled ed Hams 4 | Miller’s VOY al Polish HB) aNiDS ... cy ..43 Clotnes Pi ch..% 6a| St ck Cand Voigt’s lou a 6 .- | Berlin Hams ..... as s Crown Polis ee ettiies .......... 22@24 dtound head _ Ppa | ee ¥ Pails (whole i rg ae Me ie Scotch, i SNUFF h.. 85 Fanuings i Senne 9@11 Oud head, those bx 6d seus H H ateneas 1% ‘on Hygienic jenn) © 80) Peeon - cf sega 9 Maceaboy ne os 37 | Moyur aaa ‘en Crates and ph r ra Twist ©... ‘ He ee cleo Oe 214 @ ‘r ’ jars of), ne, : tduinpt ille J wos 7 Vogts Royal ........ & 25) Belegna Sausages ee ‘in jars. 43 ea wee ot 30 [No 1 conga ua. Zu inte eo is ‘ VWivkes & Cal || i 3u| live IAP "'43|Moyune, fancy .......! 30 [No. 4 complete 2220121, pce rc sees sleepy Hye “= oe a ‘ Ainene S. Kirk & Co Pingsuey, Toe ai Nea ne seer ent 2 Big sti Cream ........ " pleepy tye, %&s pe a Pork Buses wk ee, aoe Pingsuey, ce ae Cs wae ee — * & ca eepy Hye, Ie egal Dusk iamond,50 tn ngsuey, fancy ....__ 30 ie , 12 sets 1 lo|G ixed C s sleepy 1 > os cloth. -6 19 / Veal ores seceeereess sky D’nd, 100 0Z.2 80 Yo aney 2... .. ee _ Faucets rocers ... andy sleepy oo Ys paper..6 oo Honacn ee z we Rose, 50 bar; 6 0z. 3 80| Choice oung Hyson 0 ee, lineu, 8 in Competition 0.0...” - & ne cae Beyer, 6 00 eheese 0 f White Imperial cae : ae 30 cae lined, oo de Special adeasedes 4% > gage 2 |B ace : “ Hied in... icerva | deecce Bolted ......+++. Boneless beef Dome, o ussian 2.0...) 3 CO Ool eee BE ed, 40 in....... = io a. «- 8 Golden Granulated |. 4 20 ess. Sati val bars 15| Formosa, f. ong mio DEEMIUME dnedesadaccec.., 7 Be Gay © Se a 5 a 15 Ov enue oo 3 00| Amoy ae fancy 42 LLOJal oe aera yh i ae No. 1 oe screened 31 00) % b Pig’s a 50 oe 100 iG 70| Amoy, oe 8 Haigh aieu 7 vu gs co 10 oe pel haps Oats 381 Ov bls, oon & Gamble < 00 __ Goalie ecick oe 32 ] . CUO —e de pp ag beast esse nea 8 orn Meal, co: oes 29 50 Ivory 6 Pr I 3° edium eakfast L u pac urusa Helde Be tRRET ass n eens ecnene : 8% Winter Wheat Di --29 50 Bae a <« @ OM Clomee |... 6, .... Le ib. CoLLuL UL — oe ndergarten ........ : Middlings vves-sccwe: 30 v9 a Be Wee em Gh ame 20 sical Nod Cecteseecees Bo es 0 Ce ee 2 oo Lautz Bros. & Cc 3 00| Ce ina 6 fe \atuom auc dand Made Gream’” a Dairy oo 33 00 2 bbls ee Cee 80 a is to Co. rem aun... pe uae ea lo 2 ib Serenata, Crem oe a Of Linceea’ Me Co, aa. 1 60| Acme 95 ee wonien tt 4 owe Cable 0. z do Cream Bo ed 14 > : Mex ‘ BN Wecccccne 3 6 os nave 4 00 OBAC 2 o- Will ener te eet ens: es ns : m Bons je eee OEY tee os 0 Acme oa tthe. £8 )cuaiae “eo one ae 1 Sl cxmas tiated Pale Gluten be eae ye 31 OU Boer rounds ee 30 ie cans er, 70 bars .. ee a a tet 5 Paper, Wureka tit sch Mel Bou Gans’ «se14 : da... oF A sf, pe ee eee : les. 1 Ss ..2 80| Hiz oma . ff tae 1 40| Fudge § ons .. Mait pre eas 29 00 | St middles, set zb| Mars illes, 100 cakes oo Ga as BE fete ween e ee eeee % 20) pe. Sadana 14 oe ee 1eep, per bundle .... ie eS --5 80) Tele ID. pails. tauduaicna 4 @|beanut Squares “1.2.2! oo 2 a «., iedlored. Butterin 90 liar 100 ye apy a Bay Gar eS sutdwood sites e oo rene 4 Aaa Meat” Feed 2: : airy . Ihe es, %bx toilet Pay Caro .sseeeeeeeeees OLeWodd 00. 2 6y| 2aited Peanuts .....1! 13 a Meal a vy| Country R «cock 12 A B oilet 2 10) Pr Rose --33 Mama 24 Starligt nuts .. 4 ee 26 00 Olls ..101@@16% Good Ch . Wrisley motection = 49 | ide: WE de digske ace @\San b&b it Kisses ||... ia Michigan Oats c Canned M @16%\Ola c heer .. fo ha ae i ou Bias Gea" jl ichige ae | : orned oe eats ata 4 00) Ti urley Sat. A 1 & Lozenge oodies : _ Less than carlots ....... 59 | Cor eet, 2 Ib / pa eee dee al aa oe at lee ‘viele ba| poacnaee. ais peer oo tee cea 61 ey beef, 1 4 50 I Soap. Powders a7 ao 41 oo ee ” nal Chane printed oe 10 Carlots orn fou — oT a oe — Bros. & Co ed Cross ug ee wood, 4 pier sge 2% Melee Chaciaad a Perec eter ec eee ip eef, |e ee 6 6 : iV ceu as . Palo! (66 61 6 sie Ga es se, W : PS. | 4K ha e Cr eas ie No. 1 ti Hay ie ogc sal ige os scree 1 bu oe Dust, 24 large .. 4 00|Hiawatha .. 11111117) = os on # oo rf preys Chacsares aa het timothy ine 10 Fotted ham, 2 80 aoa ee ee “i 60 Kylo on enee. “41 ia wood . Chiu... GG hea Cheatieien ia y ton lots ll J€V1 — . line, 24 4 soce eg i tees 3 Capen su pion G 14 : Qu | Deviled he » WS .... Pearlin Ib. ....3 80/4 Mo Se eee 2V | Moss ; um Dr Sage ERBS Pott ham, 4s os co So e ..... 0 American SS eae 37 Tub ieee GGUN Drops ops §% Seecce ? Seca eeeccacce Sta agle zu-in, Sts s zemon § ptt eeee a ‘5 Eyes ae, 4 Safe ane 3 75;Standard Navy |....! 33 . Standard 1 Sours ++ 10 eae d to » %S .... 50 abbitt’s 1 ch ..4 16, Pea avy . 18-in. Standard. No. i 8 7% mperial dddeaea Coe LE ii ngue, %s °! Ro 776 Y Head Fon’ 37 : tandard, N 4 61 ats 2 aaa 10 : Vv a eae seine 3 Spe | © Om... l6-in, Standard. No, 2 7 i ial €re a ' oe 16|Fancy . oe 85|armour’s ...... tesco 3 15 | Nobbs Head, 14% oz 47 Puu-in Standard, No. 3 70 | tad. Gram 2 i @ oe dea 3 50 y Twi oz. 44 . Cabl 6 Tale: am B «eld Sen mee Abia | Bekge oe Th eee Rua cc [i Cables NON". 2.9 ao] ole Wadena i eae cielo S Sas 614 Soap yp Wee ee 80 Foneaty Se ae “39 Lo-1n. Cable. ‘0. ‘ 3. 8 ds 2d Kose G Ape 5 JELey reese 90 én DRESSING oe aca Toddy HONEY oon aren =o 43 ae i Fibre a - 3a Bubbles” Drops 10 le Ib. eg per doz..2 25| Col mbia, % pint NG nson’s XXX ....., 5 10/5 be aeennteec eee e cee e, 34 ae 2 Fibre . dcedec L, 16 oz. pail Gi oo eeaseh 40 ioe plain pve os a “ump, 145 Ib. kegs .... - ABeplee — Gold Bee . 2 on ia Imperials printed ....65 cece oe eae a ul oO in. Milinaas Per a MEAT eaintton a 5 Cassia China in mats 2 Flagman * 15 in. oeeeee eo ean cee 1 25 fa bisbenenasia 60 ee 2 99/109 3 Ib. = rades Canela. a imme sc oe Be eed te dna aes 49. {44 in. foe Ve aa. 2 26|G- M. we oe a % Ib., 6 Ib. box - De 6 i. sacks’ (00.1. 2 25 | Cassia, ao pund. 28 Duk, _ Dried Role thaea as - (2 Sate ......... 3 75 | Hand inn oe “2 2. OLIV sevcece 2S Cs ge Ip. coein seen a a a San, oe 40 ha apa are es a ees ge aaa . 00 Prepon wise 80@90 ; : . sacks . eens oves, A ’ ro) 55 M Manea e sor ed, 15-17- ccuen ag ving Hack |. ° 6 eo oe} a ae Oe Gee : yrtle Navy ....... 43 Whapeiaa & 3 26| Wi — 4 ; ’ Bee Gees Seer alge ak . APPING veeed 29 intergreen Berries" 60 pur 2 Se) mews 1 a1 ¢ CKS --+++--. t7\Rnce Zanziba: divin Yan ih “a (\ce G PAPE ergreen B , 5 | 56 Wars - 17) Mace Toveeee 16| Yu m, 1% 0 44 |Common strié R |¥u Tim erries 60 Monte kegs 1 25@1 40 G6 th doles a eee soe satas fum, Yum, 1Ib z. ....39 |ibre Mani AW vee eeee 1% | Bust e Assorted Gocan, i 3 OZ. ..... 76| 7° 'D- aay in driu bags 40 ie A680) le - & aoe ee . pails 49 | Fibre no white.. 24 Up-to- Brown Good a Queen, pints ......... 2 y in Crill bags 20 utmegs, 105-10 ...... g5|Corn Cake, 2% ‘oz... 3g |No. 1 auile, colored Sa | ocate Anata 3 5 , 19 oz wee.e COls Solar Rock Nutmegs, 115-20 ..... 25} Corn , 2% 02.. oo Mania .. ..4 |iten Strike m’t 8 76 guest ay 4 Bl ceamnined Me ot ee ee Bee eS Re oe [fet Strike Nor a8 88 Stuffed, 3. oz. i. ae Granulated, fine - ee oer a Peerl was aa Geter ane, secseeedth la 808 trike, Summer ‘as- Cs a -- 90) Medium, fi Me ....... gal” ect shot e.. 25| Peerless, 3% oz.....39 |WaxB er, short c’nt 1: ieee aan age , 0 6 veree] 46 _ fee 4s.. P we eseeeees Peerle - ax Butter, full ¢ 18 lea ak” a Cla. ooo 2 40 SALT FiSH _ S6| allanies Ground in Bulk 11) air uke oz. ee Wax butter, oe 20 ‘ We 1... O cies No. 216 poe bac be a Cassia, pee 14) om ee Magic ew cK Cracker ca oa full count 60 Small whol ee @i7 mania, SAIC ........ 28| 5 ae Ga 30 Sunlight doz. ..... a diggles, rh rad andes 3 25 She eacesccesiccces Strips or O cace @ 6 Cloves, a 65 ‘orex-XXXX Sunil We, @ GOW .cecka 4 Pop Corn B: 8. es 3 50 PICKLES + 90! Pollock = aoe Ginger, dae decewe 24 erg oe ee ore 1% doz. .... ca Azulikit ‘ee 2008 1 35 Barr i gl a a @10% /Ginger, Cochin ....... ig| Self Binder, 1602. 8oz. 2 a leet Crean dog, ---+, 60)Oh My 1008 ......... 3 26 Hal els, 1,200 count Strips Halibut Ginger, Jam eS 18 Silver Foam oz. 8o0z. 20-22) Ye st Cream, 3 doz... it saece 3 ee ae ucat Maria 7 oam on > - f bbls., 600 c (ac... .: 14 | Mace : aica ge Sweet Mari ey east F [1% a 1 00| putne Cough Drops aS gma ount 3 50 hao Pe Mustard acess seca tase ce : gg | Royal Snake cis. ae FRESH aon 58 a AG , 1,200 Pollock rring Ce Biase. 18 ne GE 42 Whitefi Pp i esa ee PLAY! count 4 60 lock .+-+...-+- P , Singapore, b Cotton WINE hitefish, Ju er Ib. | NUTS- oem No. 90” steamboat y..-, $9 White Hp. bls, 4 soBo'so | Pepper, Cayen fe, bik. 11) Cotton, “4 Tphy 2220000" | Whitedisn, Nowe .22.14 |Almonds, “Tarragona 1 eo assorted White Hoo S. 4 50@5 25 | Saee ee ite Se 8... @ | AEOUE neeeeerseseeneee 14 | ica Drake .. . No. $72. Bree Seamed 2 66 Norwegian svn: 60@ 7% STARCH 20| Flax mean’, UU ad 44 Herring Seep eappEe il | “shell itornia ati.” a Chere eee ae an Hose Ce ik ite eco . 808 Bic n. 2 00/S , a. 8 rd, 40 Ib f . ils oy sive abatse | Hilberts ve ee 13 No. 632 T cycle ......2 00 calcd ae 1 90| Muzzy, 20 1 8. .. T%/M VINEGAR g |Boiled L Toiseeees * = lea, Bed 12 . Bicycle -.-...200) Trout ” 33 | Muzz » e....... bu | alt Whit GAR Cod obster .. ° Wai o4 13 25/1N : Trout y, 40 libs 4 | Mal NN terres ttre 35 Valnuts, soft shell 15 Babbitt’s OTASH a kL le 4 t White, W ’ gro Haddock 11 | Wal , soft shell 15 ce No. 1, 40 Ib @...>.....2 Go Gloss Pure Cider. ine 80gr 11 Pic c Vedeces Walnuts, Marb @16 PROVISIONS. -4 00 No. 1 1 Me ice eestdccs 3 25 Silv Kingsford Pure Cider Beé& B.... Ye ae eee 8 Table nuts, i << p13 Mess oe Bore No. t fa ed e466 . Silver oo bP _ 1% Pure Cider’ ee 13% "* ceteeeeeeeeees 7 a sb Med. os “en clear Back argent 00 | Mess, we coe 5 | Silver Gloss, 12 a. 6% Mo 6 pov ICING ace Smoked, White apaants ois | Eecana, oe i 14 Short Cut LITLE 00 | Bless: 10 ee) ee peta ree oe 2 ie ae a eee ‘recta Gm Mae Der bar Bean Clear 92:1:.17 00 se beeag 10'S. 6 20\16 5tb. epi ou. G Ne & per arose 49 | Finnan Reais tts Gonna steeeeee : Aes nee tm 8 he os. 1 65/12 61D. C8 «2... o. 3 per gross ...... 50 | Roe She — . | Ch B nccereceosee, See Hl st ee le pester i= [Sees eee eae eee ee tal ° Family ue os a i No. 1, 10 MDB. nn oe-vee 5 60 SYRUPS 4 | Bushels menente id An i. 9 | Spanist Shelled a. pv. Dauee” Meats” sino. §, € Wa........ 1 50| Barrels Corn foe 6 ka 1 10 Fe reb BELTS | Pecan n Peanuts 7 @ 7% Bellies few ....-..-..d1 Whitele 1 25/| Half ager tans h ess 31 oe ae and ..:1 26 Green No 1 es Walnut Tinie fies @58 Mates Guar Gsdas No. ‘1, N Sa, cane 6 Ga th a2. plint, large .......... we |Green No. 2 ...-....... g |Filbert Me: es ...30W@32 Shorts 100 Ib ’ 0 232F ns 4 3831S ge . Meats Clear ..11% Bev eeeee 97 am /|10Ib. cans dz. in cs. 2 10 plint, medium .. 172! 9 tp|Cured No. 1 --........ g | Alicante iad @2i S Bt ccd Tie oun fan ain oo “a3 Cured No. 2 ese: ee kia. ae - 8%Ib. cans 2 ca. 2 10 llow, Galas wae” 75 | Calfskin, green, Ni aeaa 4 | s .. @47 : ds. in ca. 3 Willow, Cloth , large 8 25 Calfskin , No. i | i Peanut . es, , green, N Fancy Ff 3 is Wilow: Gots mete f elecuses curse Ned I, race eae , cured, No. 2 1i}z —- H F io 7 ecleuaes lia ow April 21, 1909 46 MICHIGAN TRADESMAN Special Price Current What You Get AXLE GREASE Mutton I W t Carcass .........; 10 O es Lamia 2.0... 14 Spring Lambs .. @14 Veal Our catalogue is ‘the . ‘Carcass ...... 6 @9 ld’s J : seg? Not what you pay is CLOTHES LINES world’s lowest marke : Sisal because we are the the true basis of flourr mae 3 pndeioce extra..1 : 1 b f l 2ft. 3 thread, extra..1 argest buyers o enera ort : relay as 3 v 8 y : 8 ! value.. Mica, tin boxes ..75 9 00 | 60ft. read, extra. . merchandise in America. cit _... BB 600 | /2ft. 6 thread, extra Full line of fire and burg- gon ..... lar proof safes kept in BAKING POWDER stock by the Tradesman Company. Thirty-five sins And because our com- and styles on hand at all times—twice as many safes as are carried by any other house in the State. If you are unable to visit Grand Royal arativel inexp- nsive 10c size 90 p y p %Tb. cans 1 85 6oz. cans 1 90 Fanchon method of selling, %Ib. cans 8 75 1m. cans 4 80 B stb. cans 18 00) ; We sell to merchants : ’ BID. cans 21 60 only. is made from better BLANNG wheat by better Ask for current cata- , Galvanized Wire logue. method s—that’s No. 20, each 100ft. long 1 96 3 No. 19. each 100ft. long 2 10 why it costs more. COFFEE 4 100 cakes, ., ize..6 50 | Roasted 50 ee a size. 3 26 | Dwinell-Wright Co.’s B’ds. 100 cakes, small size..3 85 | . 50 cakes, small size..1 95 Butler Brothers | % Tradesman’s Co.’s Brand | New York |Judson Grocer Co. . . | Cc ®. Bluing Chicago = St. Louis | Distributors Doz. : Small size, 1 doz. box..40 ; 1 1 1 Large size, 1 doz. box..75 2 Minneapolis | Grand Rapids, Mich. a Black Hawk, one box 2 50 | eee . oan Black Hawk, five bxs 2 40 | Johnson Cigar Co.’s Bran COFFEE Black Hawk, ten bxs 2 25 “7 TABLE SAUCES eal tend TC oe Halford. large ........ 3 75 = j Halford, small ........ 2 25 White House, 1Ib........... ss onicig ura eae 5 ....81] Excelsior, | 09D. .00.. Le tote Excelsior, M & J, 2%b...... a S e O O eo Portana . 2... esa. Tip Top, M & J) lt... Evening Press .......... 82 Royal geva. ayaa bececwabeeeses 82; Royal Java an ocha.... : eer Java and Mocha Blend.... Worden Grocer Co. brand/ Boston Combination ...... Ae Ben Hur ms erate by | Judson Use : PEECCHION pi ccsecsscvcoss rocer 0., ran apids. : : Perfection Extras ...... 35} Lee, Cady & Smart, De- Of good printing: You can probably POURtes 6. ooo. kl - coe a. ee h i : h tit sieneiemenmetnce Warner, Jackson; Gods- answer that ina minute when you com- Partannes (6. 85 | mark, Durand & Co., Bat- oe : Panatellas, Finas ....... 85 tle Creek; Fielbach’ Co., Pare good printing with poor. You know Panatellas, Bock ....... . sen ceeeecaice 85 | Peerl Evap’d C 4 00 : : s cane ee Tradesman the satisfaction of sending out printed SeboanuT : Fabeinic TACKLE : = eee eee a 7 matter that is neat, ship-shape and up- a 40:2 tn cee. 9 i. s Cetin... ul to-date in appearance. You know how it Cn 15 : ; a Ph ot 20 ( oupon impresses you when you receive it from t No. 1, 10 fect ........... 5 It has the same effect on =o t af . eee cebe a. e 7 o. . ee No. 4 ib tas your customers, Let us show you what a No. 5. 15 feet ... - cy ° No. 6. 15 feet... Books we can do by a judicious admixture of | No. 8, 15 feet... : . 19 %lb. pks. per case 2 60|No. 9, 15 feet .... 122777: 20 brains and type. Let us help you with 38 Bib. a4 a i 3 60 Linen Lines oe 18 mn. pkg. per case 260/Small 1... 20 your printing. FRESH MEATS a pe eee emcee cess 48 het MO os ATCASR ooo eos neo 7%4@ 9% Poles Hindquarters -8 @10%| Bamboo, 14 tt., per doz. 55 Made by Erect tne so 73 ie > ? ee Bamboo, 16 ft., per doz. 60 Chucks 2.../....'6 & F%| Bamboo, 18 ft.) per doz. 80 ra e S ma ni 0 m p a fl y reson roe e 5% GELATINE TEE ce heaes es Cox’s, 1 doz, Large ..1 86 es eee te ney Grand Rapids i ¥ | Knox’s Sparkling, doz. : i Dressed’ 117.11!) @ 8 "| Knox's, Sparkling, gr1408| Grand Rapids, Mich api Boston Butts @10% Nelson’s weet et essences 6 Shoulders. ....... @ 9%|Knox’s Acidu’d. doz.]..1 25 PT ie 2 Ee eee @11 MONSON oe ioe cee cca sce 16 Pork Trimmings @ 8% Plymouth Rock .......1 % ? Beaver Soap Co.’s Brands SOAP duces costs. Rapids and inspect the through a catalogue, re- oy? %Tb. cans 2 50 ne personally, write for 8 sake “The Flour of Quality quotations. Cotton Lines some one else, April 21, 1909 Mpthitdikiin ck. Me ey ey pa i a MICHIGAN TRADESMAN BUSINESS-WANTS DEPARTMENT 47 Advertisements inserted under this head for two cents a word the first insertion