fa + YZZARCESSS LACGP ZC RAE Pe IV eNO LES REN OGL LER IIIOR yy cD OB LIC ENE ND) aT Sem ne BOS yA WE INN qi ONS DY BS S fe # os Cie VE ORE ew DE SNS © GW ; Z ey Mid WA ee oy oN KX Ge ' ’ te 13 ey 4% i Se Oy] ot, es p =) 1 ee Us) 4 AN a Wa ee! (eR RNS Ss aes nectewearias WZ ORIN SNS ee PUBLISHED WEEKLY (ow oe TRADESMAN COMPANY, PUBLISHERSRR—32 3) DAS $2 PER YEAR x BNO SRO OLE. AAD S I TR GSI GIS SSL ILA ESSE OZ Twenty-Sixth Year GRAND RAPIDS, WEDNESDAY, MAY 19, 1909 Number 1339 THE SEXTON’S INN (ye a little longer and the journey is done, my friend! Only a little farther and the road will have an end! The shadows begin to lengthen, the evening soon will close, and it’s ho for the inn of the sexton, the inn where we’ll all repose. The inn has no bridal chamber, no suites for the famed or great; the guests, when they go to slumber, are all of the same estate; the chambers are small and narrow, the couches are hard and cold, and the grinning, fleshless landlord is not to be bribed with gold. A sheet for the proud and haughty, a sheet for the beggar guest; a sheet for the blooming maiden—a sheet for us all, and rest! No bells at the dawn of morning, no rap at the chamber door, but silence is there, and slumber, forever and evermore. Then ho for the inn of the sexton, the inn where we all must sleep when our hands are done with their toiling and our eyes have ceased to weep. Walt Mason. Summer and Cottage Furniture: Klingman’s An Inviting Exposition It is none too soon to begin thinking about toning up the Cottage and Porch. Our present display exceeds all previous efforts in these lines. All the well known makes show a great improvement this season and several very attractive new designs have been added. The best Porch and Cottage Furniture and where to get it. Klingman’s Sample Furniture Co. Ionia, Fountain and Division Sts. Entrance to retail store 76 N. lonia St. Every Cake of FLEISCHMANN’S YELLOW LABEL YEAST you sell not si SOHh 2 [ERS as without % eo a “asin a 2 . only increases your profits, but also "lef ae ee} dogg ont - OUR LABEL “=~ gives complete satisfaction to your patrons. The Fleischmann Co., of Michigan Detroit Office, 111 W. Larned St., Grand Rapids Office, 29 Crescent Av. FIREWORKS That’s Us Our line is big and our prices are little. We represent one of the best fireworks concerns in the country and we know the goods are right. Ask us for our catalogue. We furnish town displays. PUTNAM FACTORY, National Candy Co. GRAND RAPIDS, MJCH. Policyholders Service & Adjustment Co., Detroit, Michigan A Michigan Corporation organized and conducted by merchants and manu- facturers located throughout the State for the purpose of giving expert aid to holders of Fire Insurance policies. We audit your Policies. Correct forms. Report upon financial condition of your Companies. Reduce your rate if possible. Look after your interests if you have a loss. We issue a contract, charges based upon amount of insurance carried, to do all of this expert work, We adjust losses for property owners whether holders of contracts or not, for reasonable fee. Our business is to save you Time, Worry and Money. For information, write, wire or phone Policyholders Service & Adjustment Co. 1229-31-32 Majestic Building, Detroit, Michigan Bell Phone Main 2598 On account of the Pure Food Law there is a greater demand than ever for w+ #& 3 w SS Pure Cider Vinegar We guarantee our vinegar to be absolutely pure, made from apples and free from all artificial color- ing. Our vinegar meets the re- quirements of the Pure Food Laws of every State in the Union. wt yt The Williams Bros. Co. Manufacturers Picklers and Preservers Detroit, Mich. Sted oh ere) bs moving out- tie AX=)y oo TL ty Start your can Boy Ey nis EVAR ce ATL CMa eT Mt Yel eh es] CB ilo) a(eC= Lautz Bros.& Co. DTU a e-TKOnR ENA Ask your jobbers Salesman 4 " | ig i arene. fi : “ Bie Tes bs Yr | we -_ ages ee fo e FU a SSG Nyy CAS OES) Twenty-Sixth Year GRAND RAPIDS, WEDNESDAY, MAY 19, 1909 SPECIAL FEATURES. Page. 2. No Discrimination. : 4. News of the Business World. 5. Grocery and Produce Markets. 6. Municipal Affairs. 8. Editorial. 10. Self Reliant Women. 12. Home Market Day. 14. The Best Reasons. 16. Haste Makes Waste. 17. Bargains. 18. Woman’s World. 20. Municipal Advertising. 22. Stoves and Hardware. 24. Gardening Work. 26. Clothing. 28. Right of Way Grates. 30. Shoes. 32. The Search for Ease. 33. New oYrk Market. 34. New Ice Cream Law. 36. Butter, Eggs and Provisions. 38. Current Comments. 40. Commercial Travelers. 42. Drugs and Chemicals. 43. Drug Price Current. 44. Grocery Price Current. 46. Special Price Current. BOARD OF TRADE MATTERS. Previous to the coming in of the Grand Rapids Board of Trade never had an annual income in excess of $15,000, present administration the although some years ago a special guarantee fund of $10,000 for promo- tion purposes was raised and in the course of three or four years had been disbursed. About two years ago the Executive Committee recommended the raising of another promotion fund of $25,000 and the Board of Directors approved the recommendation. For business reasons this fund was not raised. This review is offered as possessing interest in view of the record for the first three months of the present ad- ministration of the Board of Trade. The present membership is 1,000, which means an income of $10,000 from dues; the Municipal Affairs Committee has raised among the members of that Committee the sum of $3,000, with which to meet all the expenses of that Committee; the In- dustrial Committee has guaranteed to raise $3,000 to meet the cost of a spe- cial industrial campaign the present year, and the Wholesale Dealers’ Committee will raise—as it has done annually the past three years—the sum of $6,000 to meet the expense of its Perpetual Half Fare Trade Ex- cursion and its Merchants’ Week functions. Thus this year the Board of Trade and its auxiliary bodies will have a total’ of $22,000 with which to con- duct its efforts along public welfare lines—$7,000 in excess of any annual resource available to the Board dur- ing previous years. This is a good sign, as later results must show. Beyond any question the publi- spirit and civic enthusiasm: of the members of the Municipal Affairs Committee, who pay their own. ex- penses, luncheons, and all, are valua- ble, and there is not a loyal citizen of Grand Rapids who does not wish a maximum of success for the Com- mittee in all that it undertakes, The Committee of One Hundred also gives good promise, so that every- body who has the welfare of the city at heart most sincerely hopes that the $3,000 fund for industrial promotions will be quickly raised and willingly bestowed. With it all there must come some- thing distinct and tangible in the way of results. The creation of the Mich- igan Shippers’ Association is a se- quel to years of work on the part of the Transportation Committee of the Board before the present administra- tion came into effect; the Merchants’ Week is an institution four years old; the recent convention in Detroit to consider the development of better trade relations with Canada is the child of a Detroit organization and the “Home Coming” proposed—which should certainly be successfully ac- complished—has been proposed and considered and “turned down” repeat- edly. Among the many new propositions thus far visible are decided progress as to lodging house inspection; -an_ ef- fort toward municipal advertising; the milk contest and the creation of the Committee of-One Hundred. This Committee has its work cut out for itself and realizes that much more money than the $3,000 for industrial promotions will be needed and must be raised by the members of that Committee if Grand Rapids is to shine as a convention city; if our city is to be advertised judiciously and liber- ally as a desirable place of residence and as an_ enterprising; wide-awake city that does things. It is extremely difficult these days to do some worthy thing that is un- usual, original, unique and at the same time effective, as the Committee of One Hundred will learn if it suc- ceeds in carrying the “Trade in Grand Rapids” campaign to an issue so per- feet that it will be readily recogniz- ed by the business men of our city. Virtue is simply firmly established good habits. Vice is confirmed wick- ed habits. The domination of habit often steals over men unnoticed. No one intends to become a liar, a thief, or a drunkard; but one act leads to another, until the evil is fastened on the man. “We weave day by day a thread into the cable of habit, until it becomes so strong we can _ not break it.” The only way to avoid bad habits is by careful cultivation of good ones. This is particularly nec- essary in the formation of habits of cleanliness, self-control, good temper, punctuality, ete. ——2+.__ Putting the divine names in caps and men in nonpareil does not make the world any better. TEDIOUS LIBELS. Just why it is that newspapers do not seem to comprehend that country merchants are not necessarily illiter- ate; do not invariably lumber the atmosphere with nasal tones and are not habitually slovenly in attire, man- ner and conversation, it is difficult to decide. “Farmer Hayseed,” as a farmer, is not a typical farmer any more than is it true that the average country merchant is in the habit of being ad- dressed as “Jim,” or “Bill,” or “Pete.” Those relics of the by-gone days, before telephones, interurban rail- ways and daily papers everywhere, are mere traditions. To-day the aver- age country merchant wears white shirts, collars and cuffs, sports a tie and polished shoes, uses good Eng- lish and is about as well equipped ia his knowledge of current affairs as is the average city man. To-day, instead of making three or possibly four trips a year to the job- ber and the city he lives in, the coun- try merchant “happens in” every week or two, and when he does not come gives his order to the traveling sales- man or talks it into a telephone. When it comes to poor taste and vulgar “breaks,” neither the farmer nor the country merchant of to-day can hope to compete with the average funny(?) man of the newspaper, who when hard pressed for copy gets busy with the distorted rhetoric, the clumsy diction, awkward spelling and the “gol-darn-ye”’ chestnuts, and charges them all up to a_ mythical party who is supposed to live some- where outside of and beyond the cer- tified, contracted and hackneyed hor- izon of the humorist. As a matter of fact, a majority of the retail merchants in the small cit- ies, villages and hamlets are men who, having served from four to ten years of apprenticeship in Grand Rapids, Chicago, Detroit, Buffalo, St. Louis, New York or some other city, have gone into business on their own account, glad to get away from the pretense, the conceit and the many other things that are worse by which they were continually confronted while apprentices in the city. A SQUARE EMPLOYER. When one stops to consider that the city of Spokane, Washington, barely thirty years old and only a trifle larg- er than Grand Rapids, possesses one of the largest and best managed res- taurants in the world, the fact seems impossible. Various enquiries come at once to the mind of the uninitiated as to the reasons for such a distinction, and chief among them is, Did the found- er of the enterprise have the shrewd and comprehensive judgment to fore- Number 1339 see so great a development or was it merely a case of luck? That it was not mere good fortune is evidenced by one feature of the conduct of this restaurant: It is an absolute impossibility for a patron of the place to successfully bestow a “tip” upon any of the em- ployes. Approximately 3,000 persons get their meals at this place each day and every one is promptly and well served with genuine care and courtesy. There are no sycophantic fawning, no obstreperous resentment, no insinuating pretence on the part of waiters. They know their business thoroughly and attend to it in a busi- nesslike, self-respecting manner, The reason? It is because these waiters receive adequate wages and know that any direct or indirect violation of the rule prohibiting the acceptance of “tips” will be punished by immediate dis- missal, In other words, it is no place for the toadying, lickspittle freaks who, developed elsewhere and struggling against starvation wages and an all- absorbing appreciation of the wretch- ed condition of servitude and uni- versal contempt to which they have subjected themselves, are unable to get out of the rut. The long headed, self confident and Original restaurateur who has taken this initiative and who backs it by paying his head waiters $25 per week and his table waiters $15 a week de- serves immortality. He made his bet cn a sure thing, of course, but he did even better. He has demonstrated beyond question that the practice of “tipping” can be abolished by the pay- ment of deserved and adequate wages. Se Gimbel Brothers, proprietors of a big department store in Philadelphia, have arranged to open a branch in New York City. They signed a lease last week for the property on Broadway between Thirty-second and Thirty-third streets, on which they will erect their building. The terms of the lease indicate that it is to be an extensive and permanent institu- tion. For the first twenty-one years of the lease the total rentals will amount to more than $12,000,000 net. This and four subsequent twenty-one year terms, making the lease extend over a period of 105 years, will ob- ligate the lessees to make a total pay- ment of $60.000,000 to $70,000,000 in rentals alone, exclusive of taxes and other charges. The property covers 80,000 square feet, or thirty-two city lots. ——_-»____ Our thinking and feeling are also subject to this law of habit. By con- centration, association and classifica- tion the memory is strengthened. NO DISCRIMINATION, Liberal Policy of the Employers’ As- sociation. The annual meeting of the Em- ployers’ Association of Grand Rapids will be held at the Pantlind next - Tuesday evening. It will be preceded by the Association’s annual dinner and at the subseauent proceedings O. Hl. L. Wernicke will preside. The speakers will be representatives of dif- ferent interests in the Association’s activities. The Association is in effect an in- dustrial clearing house. Its office, at 21 Fountain street, is the common meeting place of the man hunting for a job and the job that wants a man. For the year ending May 1, ac- cording to the annual report, 11,105 men out of work applied for jobs and 5,337, or about 48 per cent., were plac- ed. The year before there were 15,- 626 applications and 4,415 men were placed. The Association has about 130 members, representing the Build- ers and Contractors’ Association, the Employing Printers’ Association, the Furniture Manufacturers’ Association, the Team Owners’ Association and the Metal Trades’ Association, beside a number of labor employing trades not affiliated. The Association is conducted on such broad gauge prin- ciples, however, that practically every employer of labor is on the list and receives all the benefits of the organ- ization whether a member or not, and every worker, common and _ skilled alike, can go to the central office for a job with the assurance of receiving the best that is available. The Employers’ Association was organized five years ago and for two years was conducted along orthodox lines, as other similar associations are conducted to-day. Its benefits were confined to members only. Elaborate records were kept -of every working man who applied for a job. This rec- ord included name, address, age, so- cial condition, trade, experience, rate of production, wages received, when and why he left his last place and “re- marks.” The applicant could hope for little encouragement unless he could bring a reference from his last employer. The record was virtually a black and white list, and few open- ings were left, at least in the Asso- ciation shops, for those who were un- able to bring a card from the Asso- ciation containing all the information desired. These old records are still preserved in the office, not for refer- ence but as curiosities. When Francis D. Campau became manager of the Association he brought in a recommendation to broaden the scope of the Associa- tion’s work, to let everybody in for the benefits to be gained. After some hesitation his plan was’ approved. The old record book was closed never _ to be opened again for the purposes it was designed. Employers of labor whether members of the Association or not receive the same courtesies as the members. The Campau plan was to make the Association a complete clearing house for labor, and it has been conducted up to these high ideals. MICHIGAN TRADESMAN liamson, who is in charge of the of- fice, calls up the 130 members of the Association to ask if help is desired in any line. The unemployed to the number of thirty to sixty are assem- bled in the office, and as soon as news of a job waiting for a man comes in the man, if he is on the spot, whether a carpenter, a laborer, a furniture worker or a machine hand is given a card of introduction and sent forth to make his personal appli- cation. When the list of Association members is completed then the non- member employers, about 200 of them, are called. This list includes the freight depots, the hotels, street con- tractors, fruit and other farms—in fact, every concern where there is a chance to place a man who wants work. The telephoning takes two hours every morning, and if there are any men left still unemployed they may wait in the hope that a later call will come in or they can leave their applications, to be notified by postal should something turn up. Of the 5,337 men sent to work last year more than half were sent to’ non- members. The Association keeps no records other than statistical. The applications for work are kept on file two weeks and if no place is found for the man his card is destroyed, but he can re- new it as often as he wishes. The or- ders from employers for men are kept three days and then if not renewed they are destroyed. The Association has been an im- portant factor in the industrial de- velopment of the city. The working classes have confidence in it and em- ployers would not willingly do with- out it, and under no circumstances would they return to the old black list system. The Association saves working men the weary tramp from one factory to the next, with many a heart breaking rebuff, by providing a central intelligence office, and the em- ployers are served by having a place to which they can look for an extra man when needed. The Association serves another im- portant purpose in keeping tab on industrial conditions. If there is a shortage in any class of labor steps can be taken to bring in such men as may be needed—not by sending for them necessarily, but by advertising for them. The Association does all the advertising for help, thereby sav- ing the members the trouble of look- ing after the matter of detail. The Association is not antagonistic to unions, but its stand is for the open shop first, last and all the time. Its principle is that every man is en- titled to a chance to work for his living and to support his family and union or non-union lines are not rec- ognized in employing men. Dan W. Tower is President of the Association, completing his second term, and his annual address will be one of the features of the meeting. —_—_22 What She Earns. “What!” exclaimed Mrs. Flatleigh. “You don’t mean to tell me you pay a girl $10 a week for cooking?” .“Oh, no,” replied Mrs. Urbanville, “We only pay her $2 a week for cook- May 19, 1909 Fit Into Your Work or Get Out Of It. Most young men entering business should prepare for an almost inevita- ble depression which follows the ela- tion natural upon securing a first en- try into a chosen work. In propor- tion as this untried work is the ambi- tion of the young man, the novice has reason to anticipate this mental reac- tion. In this way often the first few weeks of the young man’s apprentice- ship may be the most trying and yet the most influential period ot his life. “Ves, I made a mistake in not sticking there when I had the chance,” is a typical expression of regret that many a man has had to make when, later in life, he has been able to look back upon an opportunity which he let slip him because of its under- valuation. When it is considered that thou- sands of young men, too, take up their life work with no great attraction to it, this problem of preparation for the discouragements of the undertak- ing becomes especially momentous. In the life of most young men prior to entry into business, most of their ac- tions have been prompted wholly by the sense of enjoyment and pleasure to be found in them. They have cul- tivated intolerance for the disagreea- ble facts of life. In the case of such a young man, drawn to an especial work through rosy anticipations of its duties, the chance for a smashing of his idealism is serious. Work in the abstract is a serious thing. Jt requires the serious atten- tion and best efforts of the worker. Expenditure of these forces entails the physical and mental weariness which so easily leaves the worker open to the intrusion of depression. The con- dition is absolutely normal, yet often it invites the abnormal nursing of such a feeling until the victim has Jost all sense of proportion with ref- erence to himself. It is accepted everywhere that no organizer worthy of the name cares to carry the dissatisfied man upon his pay rolls. He is a poor worker to that extent, but even more he is the figurative wet blanket, acting as a de- terrent upon others susceptible to his influences. Personally, he is in the position of the bored guest at the feast. That the grouchy employe ap- preciates this position is shown in the fact that he conceals it if he can from his superiors. But in the presence of those fellow workers in whom he feels he can confide he may become an active sower of disaffection. What is the trouble with this dis- satisfied young man? Believe me, there is no question set for solution over which the young man himself may ponder more seri- ously and sanely. This typical young man always is quick to invite the judgment of his friends in pointing the way to a business opportunity. So long as the quest for a place is be- fore him he is likely to be most sus- ceptible to advice of friends and ac- quaintances. But, once in a position in which he has soured, he is most likely to seek a friend only that he position has become. He is willing to explain in detail why. he can not stay where he is while he may be ready to accept his friend’s most ab- stract suggestion as to where else he shall go to improve his chances, dissatis- employer Somewhere between this fied young man and_ his something is wrong. To determine just what that trouble is and to cor- rect it as soon as possible is essen- tial. If the young man is at fault he can not discover the truth too soon. If the employer is at fault the change can not be made too speedily. The serious trouble with the young and inexperienced man, however, is that nursing his intolerances he may have an exaggerated view of his own hard position which his lack of ex- perience elsewhere can not serve to restore to an equilibrium. What is the true basis of the disaffection? Should the young man set himself the task of making concessions here and there? Or should he break with the whole situation and leave it? For this is the practical solution of his df- ficulty. How easily this inexperienced young man may make a mistake in the diagnosis of his case may be illus- trated in the lives of thousands of men in all walks of life. These men, gray and seamed with years, so easi- ly look backward feeling that if they were to live life over again they would choose an entirely different occupation to that in which often they have made worldly success. As_ fathers most of them have other choice for their sons. These men have through the troubles and trials of the apprenticeship period only to discov- er late in life that they are dissatis- fied. They have friends who wonder at the disaffection. Their positions are not understood. And yet it is the stand that presumably has been taken by a ripened judgment. gone Disaffection in the young employe is not wholly undesirable. Probably one of the blackest marks that might be set against the young worker could come of an absolute sense of satisfac- tion in his present work. To be su- premely content in his present work, nursing no ambition even in secret to better his work in the world, must be indicative of decay. Here and there the necessities of business may make such a man desirable, but more often it is something upon which the organizer frowns. In the building up of modern busi- ness the business man seeks to in- vest in the future of his employes. In late years there has been a cry against the disposition of the employer to re- MALLEABLE BULI-DOG Faultless Malleable Ranges have the FIVE ESSENTIALS: Design, Finish, Materials, Workmanship and Durability. Write for new catalog, “Range Reasons.” Every morning Miss Lillian Wil- ing. The other $8 is for staying.” miay confide just how impossible the Faultless Mall. Iron Range Co, St, Charles, Illinois -_ a ee '§ i om —_ oa a plata. Seen. aac May 19, 1909 fuse the services of the elderly man, | competent for to-day, simply because because he does not promise enough of growing competency for to-mor- row. In the same light the attitude of the satisfied young man settling down in- to a minor rut in an establishment is undesirable. Men lose places which they have and value simply for the reason that under friendly pressure of the employer they refuse to ad- vance to place where in the judgment of the employer they would prove mutually more valuable. Manifestly somewhere between dis- affection and the calm of absolute content the young man must find the golden mean. He can not escape the obligation which rests upon him to decide. “Looking for a job” too long has been exaggerated out of propor- tion to its importance; to reconcile one’s self to a life work is of infinitely more importance. Fit into it—or get out. You can not escape the exac- tion. John A. Howland. ———2-._____ Anticipated the Final Summons. “Your husband will be all right now,” said an English doctor to a woman whose husband was danger- ously ill. “What do you mean?” demanded the wife. “You told me he couldn’t live a fortnight.” “Well, I’m going to cure him, after all,” said the doctor. “Surely you are slad 2? The woman wrinkled her brows. “Puts me in a bit of an ’ole,”’ she said. “I’ve bin an’ sold all his clothes to pay for his funeral!” Man’s Mind Part of Universal Mind. We are gradually and _ inevitably drawn to the conclusion that mind is everything and matter but an expres- sion of the universal mind. A table, a house or a machine is the embodi- ment of some human mind. A stone is the embodiment of some mind at present inaccessible to us, of some will at present inscrutable. Matter signifies existence, life inde- pendent of ourselves, but subject to our will, under certain conditions, just as men are to some extent. Motion means change or experience. Inertia means habit. The other means, per- haps, the all-embracing, all-connect- ing Oversoul of the universe. Radia- tion means perchance the intercom- municaton of smaller minds. Here we enter upon that virgin field where, I believe, the science of the future will blossom forth. In enter- ing upon it a new perspective opens out, a perspective infinitely more glori- ous than the starry host visible to our human eyes. We breathe a higher and purer air, an air of freedom, of infinite life and power and greatness, unfettered by the shackles of our earthly existence. Many of the sons of men, in all have caught glimpses of such a higher existence. It is open to all of us, and, I believe, destined for all. But its possibility and prospect need not draw us away from the present phase prematurely. Like devotees of chess or football, we descend into the arena and consent to be bound for a time by more or less absurd restrictions. We play the game. And that game has always ages, ROYAL BAKING POWDER CO., NEW YORK MICHIGAN TRADESMAN been played and will always be play- ed. It is a necessary discipline and liberal education, Of one thing we may be certain—no universe exists which is entirely un- connected with this of ours. We know that the fruit of our slightest act goes thundering down the ages, that nothing is ever effaced, that everything is of infinite and eternal consequence. And if it leaves a per- manent mark on the material universe it will affect also all invisible uni- verses. This reflection may give a new zest to our present form of ex- istence. To pierce into the innermost recesses of Nature, to mold natural forces to our will, to make life happy and glorious for ourselves and our kind, to assert our supremacy over disease and death, to conquer and rule this universe in virtue of the infinite power within us, such is our task here and now. It is being more and more con- sciously taken in hand by the human race, a race which, since its earliest origin, has numbered about a billion individuals. The aggregate lives of these individuals cover a vast variety of experiences and circumstances and the record of those experiences is embodied in our own physical organ- isms and other records more or less permanent. The human race _ has hurled itself against the fastnesses of Nature and them one by one. The war has been a record of blood and tears. But in the new wounds are healed and the tears are dried, and the battle is captured generation the renewed. A DOUBLE PROFIT Royal Baking Powder Pays a Greater Profit to the Grocer Than Any Other Baking Powder He Sells Profit means real money in the bank. actual money. A grocer often has the chance to sell either: 1. A baking powder for 45c a pound and make a profit of 5c or 6c or, 2. A baking powder for !0c a pound and make “20 per cent. profit,” which means only 2c actual money. Which choice should you take? 3 | Man emerges from each successive conflict stronger, saner and _ better, more assured of ultimate victory, fitter to reap the fruits of it. The individual suffers and dies a million deaths, but his misery is but a drop in the ocean of his happiness. His pain is never infinite. Like all bodily sensations, it has its maximum, be- yond which no power can intensify it. Death itself is peaceful, painless, free from all fear. The fear passes away when it is no longer useful as a stimulus to activity. The barriers of the human world fall away. The “game” is played to the last. Once more the individual is with- drawn towards that center of senti- ent life where all souls are one with the great Oversoul. What this future fate may be we need not now en- quire. Should it ever become neces- sary to enter upon and pursue such enquiry we may be sure that a full acquaintance with the laws of our present visible universe will form the best preparation for it. And these laws we shall apply with the greater confidence when we know that they suffice to interpret not only our own universe but the other worlds just discernible on the horizon of our pres- ent faculties. EK. E. Fournier d’Albe. 2-2 His Logic. ‘Women will get the bal- lot when the majority of them ask fOr it Mrs, Knicker—Do Knicker men get their buttons sewed on when the majority of them ask for it? It does not mean “percentage,” which may represent very little Royal Baking Powder makes the customer satisfied and pleased not only with the baking powder, but also with the flour, butter, eggs, etc., which the grocer sells. This satisfaction of the customer is the foundation of the best and surest profit in the business—it is permanent. Do not take the risk of selling a cheap alum baking powder; some day the customer may find out about the alum, and then your best profit—viz., the customer’s confidence—is gone. ‘Royal Baking Powder pays greater profits to the grocer than any other baking powder he sells. MICHIGAN TRADESMAN Movements of Merchants. Owosso—B. M. Salisbury, of Ovid, will soon open a shoe store here. Moseley — Charles ceeds Guy H. trade. Gleason Troube in suc- general Wayne—A grocery store will be opened by Wm. Hoops, Sr., in the Wilson block. Laingsburg—J. V. D. Wyckoff is succeeded in the hardware business by Thomas Burt. Marquette—A tobacco store will soon be opened by E. J. Pelissier on South Front street. Grand Ledge—F. H. Cole an- nounces his intention of engaging in the drug business. Clarksville—F. D. Voss, Rapids, has purchased the stock of H. D. Johnson, Sheridan—Arthur Thayer succeeds Mrs. W. C. Starks in the restaurant and confectionery business. Bently—S. E. Walker will remove his general stock from Estey to this place, where he will engage in trade. Belding—H. P. Hilton, who form- erly conducted a bakery in Ionia, has engaged in the same line of business here. Charlesworth—J. of Grand general S. Bramble is succeeded in general trade by Clif- ford Stringham, formerly of Eaton Rapids. Port Huron—R. Simmons has en- gaged in the grocery business at the corner of Griswold and Seventeenth streets. Lansing—E. C. Potter has been succeeded in the grocery business at 521 Franklin avenue east by F. S. Fuller. Boyne City—M. J. Bolen will open a crockery, glassware and_ variety store in the center store of the Capel- in & Bolen block. Dowagiac—F. J. Young will re- move his shoe and men’s furnishing stock from its present location to 508 South Front street. Saginaw—Carl Bartlett has pur- chased the interest of Albert C. Schroeder in the grocery firm of Schulz & Schroeder. Lowell-—M. C. DeCou has sold his grocery stock to Guy H. Troube, who was formerly engaged in gener- al trade at Moseley. ‘Manistee—Frank Adamski, form- erly in the employ of W. R. Hall, druggist, is making prepartions to open a drug store here. Menominee—V. A. Lundgren has purchased the drug stock of R. J. Sawyer at 521 Main street, and will remove his stock at 713 Main street to the Sawyer store. Mr. Lundgren also owns a stock at Marinette, Wis. Adrian—E. W. sold Darling has stock at 8 North Main his grocery street to E. J. Fox, of Lapeer, who will continue the business. Houghton—Norman Dennett has sold his grocery stock to Wm. Moir, for several ip employed in the store of W. B. Hoar, grocer. Traverse eee a A. Carns has sold his hardware stock at 322 East Front street to E. B. Stanley. Mr. Carns will engage in farming. Rochester—G. W. Nichols has op- ened a store, having purchased a general stock at Ypsilanti of Trim & McGregor, which he will remove to this place. Owosso—John Telfer has purchas- ed the general stock of W. H. Keil- ey, of Henderson, at chattel mort- gage sale and will sell same at auc- tion sale, : Rugge—Woolpert & Cole Bros. have purchased the general stock of J. W. Tanner, the business to be conducted under the management of Ross Woolpert. Mancelona—The grocery firm of Froman & Hoppins has been dis- solved, B. F. Hoppins having pur- chased the interest of his partner, Chas. Froman. Mr. MHoppins_ will continue the business. Kalamazoo—A cigar store will be opened by Roy Hicks and Wm. Knox at 509 East Main street. They will conduct business under the style of the Crescent Cigar Store. Mulliken—Noble & Potter, hard- ware and implement dealers, are utilizing the building formerly occu- pied as a cold storage building by A E. Lawrence, for a warehouse. Joseph—The grocery stock of the H. Merville Co. has been taken possession of by Chas. H. Whitcomb on a chattel mortgage and will be sold at mortgage sale by him. Morenci—E. C. Whitney succeeds L. S. Brenner in the harness business here. Mr. Whitney was a member of the firm of Maier & Whitney, of Grand Ledge, whose successors are Soper & Boot. Lake Odessa—F. J. Bretz, grocer, has moved out of the Lowrey building into a new store building a few doors east of the old stand. Thos. Lowrey has installed a grocery stock in the store thus made vacant. Battle Creek—J. Hagelshaw will Open a grocery store at 60 Upton avenue, having purchased a new stock of the Lemon & ‘Wheeler Gro- cer Co., of Kalamazoo, through its representative, F. E. McGee. Jonesville—B. E. Poor has _ pur- chase dthe stock of the Jonesville Cigar Co., which he will consolidate with his own. Seward J. W. Cook, who formerly owned the stock, will continue in the retail business. Crystal Falls—The grocery and meat business conducted by John Tufts has been merged into a stock company, which will conduct a gen- eral mercantile business, under the style of the John Tufts Co., with an authorized capital stock of $25,000, of which $20,00 ohas been subscribed. $5,000 being paid in in cash and $15,- ooo in property. Adrian—L. B. Knowles, who has owned and operated the general store at Wolf Creek for the past twenty- five years, and around whom the “burg” has revolved is to retire. He will be succeeded by Simon Stuky, of Wauseon, who will take possession within thirty days. Mr. Stuky has been in the employ of his brother who is a storekeeper and has recent- ly been married. The store and resi- dence are in the same building. This change necessitates also a change of residence for Mr. Knowles. Prob- ably no storekeeper in the little places in Lenawee county is so well known here as is Mr. Knowles. any of Detroit—Henry Binswanger has retired from the firm of Heyn, Bins- wanger & Co., after having been in active management of the business for the past twenty-nine years. A new corporation has been formed under the style of Heyn’s Bazaar Co., which will continue the business, having an authorized capital stock of $100,000, of which $75,000 has been subscribed and paid in in cash. It is the intention of the company to erect a nine-story building on the Woodward avenue site where the building recently destroyed by fire stood. The stockholders in the new company are Emil WHeyn, Joseph Goodman and Henry M. Fechheimer. Marshall—Thomas L. Cronin, for forty years a merchant here and pro- prietor of one of the largest grocery stores of the city, was taken with a fainting while upon a customer Saturday evening and pass- ed away twenty minutes later. Phy- _|sicians worked over him, but he lost consciousness soon after fainting, his death being due to hardening of the veins and arteries. Six weeks Mr. Cronin suffered a similar attack, but seemed to have regained his us- ual good health and was feeling espe- cially well Saturday. He was 66 years old, but took an active interest in the store and personally did much of the work. He is survived by his wife, who did not reach the side of her husband until after he had lost con- sciousness, and two sons, one of whom is identified with the business. spell waiting ago Manufacturing Matters. Lapeer—The Security Gate Co. has changed its principal office to Cass City. Durand—H. A. Brown, formerly of Perry, will engage in the manufac- tue of cigars here. Homer-—-The Homer Auto Truck Co. has changed its name to the Homer Gas Engine Co. Traverse City—The Traverse City Chair Co. has increased its capital stock from $25,000 to $45,000. May 19, 1909 Benton Harbor—The principal of- fice of the Knisel Lumber Co. has been moved from Eau Claire to this place. Muskegon—The capital stock of the Western Telephone Manufactur- ing Co. has. been $50,000 to $25,000. Bay City—The Bay City Creamery Co. is now the owner of the ville Creamery Co., formerly by Edward C. Meisel. Tonia decreased from Koch- owned Lous P. chased an Schmolz has interest in the Marvel Manufacturing Co., which makes washing machines, and will become its manager. pur- Traverse will City—A be conducted by and Joseph Urban, carried on in the sausage Albert Peterty! operations to be building formerly factory occupied by the Gifford Electrical Co. Kalamazoo—A new factory build- ing is to be erected by the Gibson Mandolin-Guitar Co. The will be two stories high, structure feet be of brick or 55X125 in dimensions and will cement. Caro—James H. Hudson, late perintendent of the Dow Chemical Works, at Midland, has purchased the stock of the Caro Bazaar Co. of R. I. Stl- Clark & Co. and will continue the business. Muskegon—The Michigan Crank Shaft Co. has been incorporated to conduct a manufacturing business, making crank shafts and automobile parts, with an authorized capital stock of $10,000, of which $5,000 has been subscribed, $3,000 being paid in in cash, St. Joseph—A company has been formed under the name of the St. Joseph Creamery Co., which _ will conduct business at 319 Main street. The company has purchased the plant of the Twin City Creamery Co. and will be managed by H. FE. Price, formerly of Ithaca. Detroit—A been corporation has formed under the style of the Nelson- Peterson Manufacturing Co., which will make machinery and machinery parts constructed of wood and metal. The company has an authorized cap- ital stock of $10,000, of which $5,000 has been subscribed and _ $1,666.67 paid in in cash. Lowell—The Lowell Specialty Co., which manufactures sprayers and hardware specialties, made a net profit of 20 per cent. on the eight and one-half months’ business and a dividend of 12%4 per cent. was declared on all outstanding — stock, payable on or before Aug. 1. The remaining 714 per cent. was passed to surplus. Kalamazoo—Sam. T. Goldberg, of Detroit, has concluded negotiations whereby the Verdon Cigar Co., of this place has been placed under the ownership of the Lilies Cigar Co., of Detroit, of which Mr. Goldberg his brother, Isaac Goldberg, are man- agers. Lawrence Verdon, late man- ager here will remove to Detroit with his old company, where he will take the position of sales manager. Op- erations will be conducted in Detroit at the corner of Forest and Hastings Streets. past and i as el . De et ea i 4 aa eS . aaah" oe May 19, 1909 MICHIGAN TRADESMAN CERY+»> PRODUCE MARKET _— 3 SN Ra a4 ‘ ‘ \ Apples—Hood River fruit is selling at $2.75, Asparagus—-$1.75 per 2 doz. box for California. Bananas—$r1.25 for small bunches, $1.75 for Jumbos and $2 for Extra Jumbos. Beans—String beans and wax beans —both from Tennessee — command $2.25 per bu. Beets—$1.25 per box for Illinois. Butter—Every indication points to a season of high prices for creamery. Several causes contribute to this re- sult: There has been no material in- crease in the number of cows. There has been no material increase in the area of pasture lands. The men who butter last y. The men who eggs last season are butter this season. A of New York men not handle butter speculated in creamery made money. lost money in season going into coterie who do much themselves are determined that those who handle the bulk of the country’s output shall pay full prices this season. Local dealers hold factory creamery at 24c for tubs and 25¢ for prints, Dairy ranges from 15c for packing stock to Pic tor No. Ff. Cabbage—$2 per crate for Texas; $1.75 per crate for South Carolina. Carrots—$2.50 per bbl. Celery—California, 75¢ per Florida, $3 per crate. bunch; Cocoanuts—$3.50 per bag of 100. Cucumbers—$1.10 per doz. for hot house stock from Illinois. Eggs—There is a very good con- sumptive and speculative demand, and the receipts are absorbed each The market is at present in a healthy condition, and the future de- day. pends on the consumptive as well as demand. The qual- current receipts is very Local dealers pay toc’ f. 0. b., holding case count at 20c and select- ed candled at atc. Grape Hruit—Florida stock ‘is steady at $6 per box. California stock is taken in preference at $375. the speculative ity of the good. Green Onions—i15c per dozen bunches. Green Peppers—$3 per 6. basket crate. Honey—1r4c per tb. for white clov- er and 12c for dark. Lemons—$3 for either Messinas or Californias. Lettuce—Leaf, 9c per fb.; Florida head, $1.50 per large hamper. Onions—Texas Bermudas are in strong demand at $1.25 for yellow and $1.40 for white. Oranges—Navels are mand at $3@3.50 per box. in fair de- Mediter- ranean Sweets are moving freely on the basis of $3@3.25. Parsley—35c per doz. bunches. Pieplant—goc per 4o th. box of hot house stock. Pineapples — Cuban stock com- mands $2 per box for 42s, $2.25 for 36s and $2.40 for 30s, 24s and 18s. Florida pineapples range about 25c per box higher than Cubans. Plants-—65c per box for cabbage or tomato. Potatoes—os5c for old and $1.75 for new stock from Florida. Poultry—Paying prices for live are as follows: Fowls, 11@12c; springs, 13@14c; ducks, 9@1oc; geese, 11@ 12c; turkeys, 13@14c. Radishes—2s5c per doz. bunches. Strawberries—Tennessee stock is arriving in carlots and moves freely on the basis of $2.75 for 24 qt. crate. The quality of arrivals is good. Sweet Potatoes—Kiln dried Jer- seys, $1.75 per hamper. Tomatoes—Florida, $3.75 per 6 basket crate. Veal—Dealers pay 5@6c for poor and thin; 6@7c for fair to good; 7@ oc for good white kidney. te et Reorganization of the Burns Cream- ery Co. The interest of Wilbur S. Burns in the Burns Creamery Co. has been purchased by W. H. Fowle, Ed. M. Smith; Mi. Pray, Dr. Annis, Hd- ward Knapp, H. A. Washburn, R. C. Blackburn and Frank C. Coleman, and the business has been reorgan- ized by the election of the first nam- ed five gentlemen as directors. The officers of the company are as fol- lows: President—W. H. Fowle. Vice-President—Ed. M. Smith. Secretary and Treasurer—M. L. Pray. Business will be continued under the personal management of Mr. Pray, who has had a long and some- what varied experience as a manu- facturer of creamery butter. In addi- tion to the creamery in this city the company owns creameries at Cedar Springs and Conklin, as well as a skimming station at Jenison. ———>2-~—____ A corporation has been formed un- der the style of the Grand Rapids Fireless Cook Stove Co., which will manufacture fireless and _ electric stoves and heaters. The company has an authorized capital stock of $5,000, of which $2,500 has been subscribed, $1,000 being paid in in property. : ge F. A. Taylor & Co., who are open- ing a general store at Kent City, have purchased a stock of groceries of the Lemon & Wheeler Company. The Grocery Market. Sugar—Raws are a little stronger. The refined market is also stronger. Arbuckle, Warner and McCann have withdrawn all concessions, leaving the market for all refiners at 4.85. Tea—A fairly good trade contin- ues. Japans still hold firm with some difficulty in filling all lines on limited supply. Some of the leading import- ing houses are still holding their goods until the tariff bill actually goes through and a stronger effort is being made to reinstate in the bill a duty on tea. It is thought gener- ally that a tariff of 5¢ or more a pound will be imposed on all pack- age teas. The reports of the first pickings of the new crop of Japans are very favorable, with prospects that both quality and quantity will show improvement over last year. Prices are ranging from 1@2c high- er. Ceylon teas of good cup quality bring good prices. The scarcity of green tea on the Colombo market causes keen competition, with firm prices. Mediums and low grades have declined slightly, the offerings being of poor quality. Coffee--The is only fair. consumptive demand Mild coffees are steady to firm and in fair demand. Java and Mocha unchanged and in moderate request. Canned ket shows no Goods—The tomato mar- prospect of any im- provement for some time or at least until the prospects of the new pack are known. Corn shows no change. The in spite of the fact that present con- ditions a higher market. It is said that packers will not pack corn this year, as they are un- able to get the required Peaches and apricots continue steady. A gradual increase in the ing demand is noticeable, but as stocks of all kinds of California can ned fruits are comparatively large, no higher prices are looked for. A better movement is noted on gallon apples and, as this article is quite generally expected that market is inclined to be weak, warrant some aCreage. consum- Scarce, if 1s considerably higher prices will rule before fall. All small fruits are scarce and firm. There are no changes in the prices of any grade of salmon, which hold firm, and interest is cen- tered entirely in the coming pack. A large pack is expected this year and, unless packers are in position to car- try goods over another year, prices will, perhaps, be lower this season than last. Packers are offering old sardines this week at I5c per case under last week’s figures. Dried Fruits—Raisins are in demand, though prices show no im- provement. Currants are in ably light demand at ruling prices. Apreots are steady:at ruling prices Citron, dates and figs are unchanged and slow. Prunes seem to be grow- ing a ttle firmer on the Coast, though the demand is only moderate. Some Coast holders are endeavoring to get more money for their prunes, but have not been especially success- ful as yet. Peaches are about un- changed. Prices are on a low level, but steadily maintained. Syrups and Molasses—Glucose is some season- unchanged. Compound syrup is un- changed and in light demand. Sugar syrup is in moderate demand at rul- ing prices. There is an active demand for fine molasses, which is scarce. Prices show a_ hardening tendency. Cheese—New cheese are running very good for the season and the re- ceipts are readily absorbed at about 2c less than old cheese closed out. The make of cheese is a little larger than a year ago and the quality also shows better. The make should con- tinue to increase companied perhaps decline. from now on, ac- with a further ~Better The demand seems to be increasing and what stocks of rice are left are rapidly cleaning up. Fancy heads are almost impossible to get. Southern reports indicate a Rice grades show slight advances. also very strong feeling there. Provisions—There is a good sea- sonable demand for all cuts of hams and bacon. Sugar pickled meats are firm and pure lard is also firm at an advance of %c. Compound lard also general advance of about the same fraction. Dried beef is un- shows a changed. 3arrel pork shows a 25¢ per barrel advance. Canned meats are unchanged and show a_ season- able demand. Fish-—Cod, hake and haddock are dull. i unchanged unchanged and Salmon is in fair demand at prices. Domestic sardines’ are much unset- tled. new pack is roods are gen ‘Fhat 1s 1e very low price ‘Fhe price on the fairly held, but 1908 ¢ erally offered at $2.55 f. o. b. on the level with tl named by the combine when it -was in control of the situation several months ago. Imported sardines show no change and only a moderate de- mand. Mackerel is trying to do a little better, but the improvement is light up to the present time. On the other side Norway mackerel are 25 (asoc higher. On this side the zen- eral market is about unchanged, though anything fancy commands a slight premium. The consumptive demand for mackerel is fair. The shore catch so far has been a total failure. ——_—_-- + ___ Millard Palmer, who holds an op- tion on the Porter block, for which he has agreed to pay $285,000, is under- taking to finance the proposition by selling a $200,000 issue of 5 per cent. bonds, $100,000 6 per cent. preferred stock and $200,000 common stock. It is understood that the bonds are all placed. The preferred stock is be- ing offered at par, with a bonus of 6624 per cent. of common stock. The excess of the proceeds of bonds and preferred stock over the cost of the building will be devoted to the making of repairs. > A grocery store has been opened at Watervliet by Curtis & Easton, the stock being furnished by the Mussel- man Grocer Co. en John L. Deows and H. E. Rason, of Detroit, will succeed J. Miner in the fur business at 122 Monroe street. Sa Men who give up nothing give up everything. MICHIGAN TRADESMAN May 19, 1909 MUNICIPAL AFFAIRS. Monthly Report of Board of Trade Committee. Grand Rapids, May 17—On_ the initiative of the Healthier City Com- mittee of the Municipal Affairs Com- mittee, but with the hearty co-opera- tion of the Milk Commission and the Board of Health, there was held in this city last week a milk contest, which it is hoped will become an annual affair. The Secretary of the Munici- pal Affairs Committee, when in Cleve- land last fall, was told that a similar contest inaugurated by the Cleveland Chamber of Commerce two or three years before had proved to be one of the best and most profitable under- takings of that organization. At first the idea did not seem to find great favor here, but when the Healthier City Committee—Dr. Collins H. Johnston, Chairman--formally propos- ed to the Milk Commission and the Board of Health that they unite with it in holding such a contest here, doubts as to its success diminished. A committee of seven, representing the three organizations, was appointed to carry out this contest. Of this Committee Dr. Johnston was made Chairman and your Secretary was made Secretary. The Committee entered into corre- spondence with the Dairy Division of the Department of Agriculture and se- cured its promise of assistance. The City Health Department furnished a list of milk dealers who supply the Grand Rapids market, and the Secre- tary then prepared the literature, let- ters, entry blanks, tags, etc., and sent them out. The City Health Depart- ment loaned to the Federal officials who made the examinations its labor- atory, which is thoroughly equipped for the purpose. A member of the Municipal Affairs Committee furnish- ed an automobile to enable the Wash- ington men to complete the dairy farm inspection in short time. A fin- al programme, for which a commit- tee, headed by Dr. Thomas C. Irwin, of the Milk Commission, had secur- ed additional speakers from the Mich- igan Agricultural College, was held in the Board of Trade auditorium Friday morning and afternoon, May 14. The number of entries in this con- test was surprisingly large, exceed- ing the entries in the Cincinnati con- test and falling only two short of that at Cleveland. The quality of the milk exhibited was also unusually high, and several samples of the milk and cream submitted were far better than are necessary to meet the certi- fied milk requirements. Grand Rap- ids has reason to congratulate itself on the showing made. The one disappointment was that the women who represent the con- suming public did not take a greater interest in the contest. If we are to have a constantly rising standard for our milk supply it is necessary that the consuming public should know what good milk is and demand it. This contest showed that the milk dealers and producers of Grand Rapids are apparently considerably ahead of their customers’ demands. Next year it is hoped the public will have awakened to the importance of this matter, which means a_ lower death rate, especially among the young children and babies. With that end in view it is probable that next year there will be an evening session arranged particularly to interest the general public. We wish to repeat once more our appreciation of the keen interest and the loyal co-operation of the City Health Department in this contest, evidenced by its offer to bear half of the expense and by the assistance which its members and employes gave to the experts from Washington. C. B. Lane, of the Dairy Division, emphasized the advertising value to the milk producers and dealers who had won prizes or honorable men- tion. He urged them to make the utmost use of this, as high standing in such a contest is, and should be, of considerable interest to all the pa- trons of any milk dealer. For that reason we give the names and score of all who were awarded 90 or over: Producers—Market Milk. Judges’ Score Wm. Warrens, first prize........ 97% L J. Rindge, second prize...... 9534 Honorable Mention. Leavenworth Bros. .........:..: 9514 FH Cornelissens .....:....... 95 od Watson 2... c. es. 9314 CoB Rathbun .. 2). 2 93% ME MeNaiora . 2... se 93%4 Wms, 5S. Lamoreaux ........... 93 WD. Persins .6- 6.22: 9234 WA. Washburn... 92% eek 92% CS Bupes 62. 9214 a. 2 Lamoreaux. ... 26366 6. Q134 fe dames 2. 91% AP. OBrien 2. 9034 AL Bl Rechardson .2.:0. 0.00...) 9034 Mo Baker. 2... 90% Shoemaker Gres. ..--..5-.....2. 90 Producers—Market Cream. i, J. Rindge, first prize ........ 9714 Leavenworth Bros., second prize.96 Honorable Mention. HO. Gornelissens: ..-2 0.25)... 941 4) of A omoreaux 2.4... 94% Med MeNamata (3 22.....6.00003 921% Si Baker 2. ee QI Dealers—Market Milk. Vern E. Reed, first prize ...... 97 J. W. Bouwman, second prize...95% Honorable Mention. a. & QOppenncer....2. 20.55.55. 04 Theo Groene 2... 2.04.0... 94 Me Bath 6 9334 Chetry Parnt Dairy ..... 2.455. 92% James Heyman 9.066), ie: 9134 Peter Wacemaker .............-. 90% Chas, Butterfield: -.....:...:.... 90 Dealers—Market Cream. Sanitary Milk Co., first prize ..98 Cherry Farm Dairy, second prize 93% Another task completed by the Mu- nicipal Affairs Committee during the past month was the distribution of 20,000 spiraea to factory employes and children in the public and the Cath- olic and Protestant parochial schools, to the schools in the good roads dis- trict and to charitable institutions. With our inexperience and lack of helpers we found this a big job, but the experience gained this year will help us next if we decide to repeat the experiment. Owing to the unfortu- nate fact that the plants varied in size, a fact which we will seek to guard against next year, there was some dissatisfaction on the part of those who were given the smaller plants. This dissatisfaction was un- necessary as the size of the plant is no criterion of the value, since the smaller ones, if they have good roots, may soon outstrip those which are larger at the time of planting. That such dissatisfaction was not widespread, however, is evident from the fact that requests for supplemen- tary orders have continued up to the present time, so that we could have sold at least five thousand more plants if we had had them. As the shipment from France was about a thousand under our order, the work was further complicated by the neces- sity for buying a thousand additional plants. Most of these were secured from the Grand Rapids Nursery Com- pany, which came to our aid in the most public-spirited manner. Their supply, however, was not equal to our demand upon it, and we have had to send out of the State for 200 plants. In order that there might be no trouble arising from the importa- tion of these spiraea, such as has oc- curred in other localities, we had Professor Taft, of the Michigan Ag- ricultural College, come over and treat them all with a solution which destroyed any pests which might have been among the bushes. The Social Welfare Committee— Rev. A. W. Wishart, chairman— which brought up the possiblity of using the old Kent fair grounds as a detention farm for boys, held a conference with J. FE. McGilvrey last week. Mr. McGilvrey is at the head of the Boys’ Home which is located on a farm similar to the one propos- ed here that lies about twenty miles from Cleveland. It has been most successful in its operation and Mr. McGilvrey, after having been taken to the old fair grounds by members of the Committee, expressed himself as satisfied that these grounds would form an almost ideal location for such a farm as the one which he is All th When you come to Grand Rapids on that business trip, don’t forget that ee a Two performances daily of the best that affords Resort Diversions conducting. The great lack is that of a brook, but as there is plenty of water just beneath the surface and a large spring only a short distance away it should be easily possible to make a pond which will serve many of the purposes of a brook. Judge Jewell, who has taken a great interest in this project from its: inception, in- troduced the speaker and expressed his desire that the scheme might be carried out. The Secretary of the Committee induced Mr. Sebring, Sec- retary of the Kent Agricultural So- ciety, which holds the grounds in trust, to call a meeting of his Execu- tive Committee to consider the ques- tion. The meeting was held on May Ir in the Court House and resulted in a unanimous vote to turn the grounds over to the Juvenile Court. There are still, however, some legal questions to settle. On last Saturday the Social Wel- fare Committee, at the call of its special Committee on Lodging and Tenement Houses, called an impor- tant meeting, at which the question of housing conditions in Grand Rap- ids was thoroughly discussed. Miss Clara Kummer, of the C, ©: S., Mrs. Flora Nieman, head of the District Nurses’ Associaton, and Dr. Ralph Apted, City Physician, told of bad conditions which they knew of from personal experience existing in Grand Rapids. Gerald Fitzgerald, of the West Side Buildng and Loan Asso- cation, told of the work which or- ganizations similar to his are doing to better the housing of the working class. Mr. Bliss, President of thc Real Estate Board, was present to represent the real estate men. The principal speaker was V. P. Randall, of Detroit, who has been interested in housing reform for many years and has had experience in many cities. Mr. Randall said that the chief dif- ficulty in securing better conditions lies in the apathy of the public, which is only too ready to admit that other cities have bad conditions, but which denies that such conditions exist in its own community. He suggested that a thorough study of conditions e usual ec hnesteianeadinn’ OL...cseenn tare ee ene ene Te era ane Seba ak ee May 19, 1909 in Grand Rapids be made during the coming summer and that a report and exhibit, dealing not only with lo- cal conditions but also with what is being done elsewhere, be prepared for next fall. This stiggestion was approved by the Committee and re- ferred to the special Committee on Lodging Houses and Tenements for it to work out. This means a long and hard summer’s work, but if it is well done and followed up it will make Grand Rapids an ideal town for the working man and will prevent our ever having the tremendous housing problem which is puzling not only New York and Chicago but such cities as Cleveland and Detroit. There has been much to cause en- couragement during the past winter to those who are working for better living conditions in Grand Rapids, but chief among them should be men- tioned the statesmanlike note which has been sounded in the annual re- ports of several of our city officials. There may be disagreement as to specific recommendations made by them, but the mere fact that they are thinking in a broad way of what will benefit the city is something that calls for self congratulation on our part. In sharp contrast to this we must mention the attitude of the Supervisors toward the Juvenile Court. This institution is admitted to be still in an experimental stage so far as some of its methods are the principle lying its work has already been so concerned, but under- well established that those who con- demn it as a whole simply fail to un- derstand one of the greatest advances we have recently made. The offer by Miss Richmond and Mr. Peck to give a part of the hill- side along North Ionia street to the city has been referred to the Park 3oard. Closely following its an- nouncement came the announcement that the Ralway Company contem- plates making a_ playground at Reed’s Lake. The movement for playgrounds has begun in Grand Rapids and begun in time for us to secure all that we need without hav- ing to go to the great expense that is necessary in larger cities. There is one other matter which we would like to call to your atten- tion, and that is the wisdom of hav- ing Clean-up Day made more effec- tive. At present Clean-up Day is virtually an individual matter. The individual may clean his own prem- ises, but unless he is well enough to do to pay a dollar a load for hauling his rubbish away he has his work and little else for his pains. At one of the schools this past Arbor Day the children had been persuaded to take part in a general cleaning up of the district, but when they asked what they were to do with the rub- bish they were told that the only thing possible was for them to se- cure the permission of lot owners in their neighborhood to dump it on those lots. And yet one of the de- sired reforms in Grand Rapids is to secure the clearing out of these va- cant lot dump heaps. Would it not be good policy, then, for the street de- partment to announce before next MICHIGAN TRADESMAN Arbor Day that on that day or on the two or three succeeding days it will remove free of charge all rub- bish deposited in the gutters? In this way, and in this way only, does it seem possible for us to really have a. thorough civic housecleaning. John Ihlder, Sec’y. ———__+-.___ Original and Only School For Sales- women. Preparing girls for a saleswoman's career, Boston’s unique school has reached a stage of development that commands at present the attention of business men of many large cities. With the co-operation of several large stores the Union School for Saleswomen, originated and carried on by the Women’s Educational and Industrial Union of Boston, is rapidly taking rank with other educational in- stitutions of the city, and it is de- clared that in the near future the pos- sessor of one of its diplomas will not only have no hardship in finding a po- sition, but will command a_ higher wage than that received by non-grad- uates of this school. To Mrs. Lucinda W. Prince, who is one of the prime movers in the affairs of the Union, belongs the cred- it for having started the school, and it is pointed out that the success is still more remarkable in view of dif- ficulties which had to be overcome. Mrs. Prince says: “Four years ago I came to the conclusion that saleswomen as. a whole were lamentably ignorant of re- sponsibility and right thinking toward their work as a profession, of a re- gard for system and attention toward detail and of a knowledge of the goods which they sold. I also real- ized that if I could secure the co- operation of the large and progressive stores in Boston I would be able to develop the idea into an educational institution. “In looking ahead for the school, two things, each depending on the other, are much desired—more effi- cient candidates for training and high- er wages. It is encouraging that some of the stores already admit that three well-trained saleswomen can manage a counter better than six in- different ones, and the well-trained three with good salaries cost the store no more than the inefficient six. Al- ready places are guaranteed to our graduates by the big stores. More- over, the stores are making more and more concessions. Instead of having to come back to the classroom in the afternoon, the young women now at- tend class from 8:30 until 11:30 a. mi, have from 11:30 until 12:30 im which to eat luncheon and spend the remainder of the day at the stores. “Some of our girls, even while they are attending school, earn from $15 to $18 per week. These girls, of course, get a commission in addition to their salary. But it is not .at all unusual for some of our girls to earn $8 per week, and that only on half time.” I Some merchants treat traveling men as if they were all thieves. Those same merchants get mad if their cus- tomers treat them that way. Is re- tailing then more honest than whole- saling?—Printer’s Ink. SNAP SHOTS. Short Sayings Applicable To Nearly Every Merchant. Written for the Tradesman. When you let a clerk slight his work you do that clerk an injury. If you won’t make your employes thor- ough for your own sake do it on their account as a duty you owe them. Nobody wants to buy a pig in a poke, and that’s about what it amounts to when you try to do busi- ness in of these stores that is lighted about like a church. one What good is system to you if you don’t use it? System is practical in all departments of your business. Put it into effect at once and see how much more easily the machine will run. The good salesman is not he who sells a customer the most goods, but he who sells him the best goods. Good goods are what make repeat sales. Away back in that dark corner you have some money invested that will not turn itself over in a thousand years. Get that lot of back number goods out and put a price on them that will make people ashamed not to buy. The merchant who thinks he has no room in which to display goods can take a lesson from the newsdeal- er on the corner. That energetic in- dividual better than most larger merchants the value of show- ing the goods. You positively can not run an up- to-date store without taking and read- ing carefully two or three or more trade journals. Money spent on such literature is your most profitable in- vestment. Don’t overcharge a customer realizes just because you have a chance. Be sure your customer will find you out. Energy plus good health is the greatest asset a business man can have. Energy minus good health, or any other qualification minus health, is handicapped out of the race. The store that never can change a “five” soon loses the trade of the people-who have “fives” and “tens” that they want changed. Always have plenty of change, not only for buyers but also for accommodation. Recommending goods higher than they will stand is like betting all you have on a pair of deuces. You may get out of it all right, but the chances are against you. Don’t let a special price beguile you into buying “the quantity” of something that is a slow seller. Add interest on investment and deprecia- tion in stock to that special price be- fore you accept it. T People like fresh goods. Stock with the newness worn off does not suit them, even if they are goods that are not affected by age. Think of that, too, when offered a “quantity price.” There is no advertising that cre- ates demand for good goods quite as well as sampling. Sample all the kinds of goods you can. The manu- 'facturers will generally help you. When a man wants to pay his bill never keep him waiting. Have every customer’s account complete right up to date. If possible have every bill made out as you go along. This will save you some delinquent debtors. Don’t load up too heavily with a line just because the salesman hap- pens to strike you on a day when you have more customers in the store than can be waited on. There will be other days before the bill comes due. who will never venture until all conditions are favorable will never venture at all, and he who never ventures Some chances must be taken in the most conserva- tive business. Most of your customers are wom- en. Are conditions such that they always find store a_ pleasant place‘ to visit? Ask your wife to come in and look things over. The man never gains. your Never compel a diffident customer to state standing about listening to what she Give privacy in her wants while others are Says. customer as much every connection with a pur- chase as the facilities of the store al- Frank Farrington. A eer — They Cooked Fish on Friday. Senator Clay, of Georgia, had occa- visit San Antonio, Texas, where there is a considerable Chinese colony. low, recently to sion In one of the poorer sections of the city he was witness to an incident which has impressed him with the belief that Celestials have a fully de- veloped sense of humor. A tramp wandered up to a weath- er-beaten shop and knocked gently. Immaculate in white sack blouse and clean apron, the Chinese cook opened the portal and gazed with dis- favor upon the soiled specimen of humanity before him. “Wha’s “Say, Chink, give us a bite of food.” mattah ?”” “You hungly?” coves, E sure am, Chink” “You likee fish?” “You bet—anything.” “You likum boiled—flied——baked 2” “Yes, yes, any way; no matter.” “All light; you come back Fliday.” Display Case No. 600 This Case Has In- creased Sales 259 Is attractive, durable and reasonable in price. Let us tell you about it. B. F. SWEETLAND, Shelbyville, Mich. Representative--Lower Michigan GRAND RAPIDS SHOW CASE CO. GRAND RAPIDS, MICH. The Largest Show Case Plant in the World MICHIGAN TRADESMAN May 19, 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, May 19, 1909 ARBITRATION FOOLISHNESS. At one time the cities of Kalama- zoo and Coldwater were important as cigar manufacturing centers in Michigan because certain men saw op- portunities in those towns to. en- gage in that business with a cer- tainty that there they would be per- mitted to control and manage their own business without unjustifiable in- terference or interruption. These manufacturers accepted these open- ings and for a time they prospered and were valuable factors in the gen- eral business conditions of each city. Indeed, the Lilies Cigar Co. and the Verdon Cigar Co. became very impor- tant industrial features, which con- tributed close to a thousand popula- tion to the city of Kalamazoo and at least a million dollars’ worth of trade to the various mercantile and industrial establishments in that city each year. The two institutions named have left Kalamazoo and moved to De- troit because of labor troubles, and the Kalamazoo Telegraph in bewail- ing the fact advises, as a wise sug- gestion, that when home rule becomes a fact in Kalamazoo the city create a permanent Board of Arbitration, which shall successfully handle labor troubles. The Telegraph says the city should “take a leaf from the experi- ence book of states and nations and should endeavor to provide for arbi- tration of labor troubles.” The trouble with the Telegraph is that it got hold of a leaf from that book which does not exist. There is no tangible, authentic record where enforced arbitration of labor troubles has proven of value to any state or nation. Contrary, such a policy has worked injury. All over Ohio, New York, Illinois and the New England States are cit- ies of from 10,000 to 50,000 population which, once thrifty and prosperous centers of industry, are at present on the decline in that regard because of labor troubles and the practical im- possibility of settling such matters by enforced arbitration. The city of Detroit, now one of the largest centers for the manufacture of cigars, holds that position because, having gained it, her manufacturers realize that union labor, as represent- ed by cigarmakers, constitutes the most blatant, bigoted and unscrupu- lous factor in the history of trade unionism, and so have maintained these establishments on an open shop basis. In doing this they are upheld by public opinion, so that when the cigar manufacturers moved their in- dustries from Kalamazoo to Detroit they knew they were going to a place where high grade workmen would not be forced to the same low level with the careless, indifferent and drunken workmen by the rules and regulations of unionism; where the streets of the city would not be filled Saturday aft- ernoons with idling, ogling, impudent cigarmakers off for their half holiday, and where, paying good wages and treating their workmen fairly, they could successfully conduct business without living in constant fear of be- ing hauled up short, causelessly, un- fairly and with an assumption of la- bor union authority that is no whit less than tyrannical, having neither good sense, good citizenship nor or- dinary justice in its composition. ARTFUL AITKIN. There’s a smooth, smiling chap over in Flint who for four years had the distinction of representing that Con- zressional district at Washington end who failed to hang on to the honor. That was twelve and sixteen years ago and since that time “Dede” Ait- kin has been keeping rather quiet. Awhile ago he conceived that there was a good opportunity to get back more prominently into the game of politics and his guess was a good one. He was sent to Lansing as a member of the Legislature and he is there at present. Now “Dede” is an awfully proper party: doesn’t chew, smoke, swear, drink, play cards or anything e!-e. except politics. In that pastime he’s as frolicsome as a kitten and every bit as cunning, provided one makes the proper application of the word, which may mean crafty or cute as one may see fit. Everybody admits on sight of the man that “Dede” is cute and there are others, even although they have never seen him and only know of him by his public record, who most cordially admit that he is crafty. Indeed, there’s a suspicion that some such estimate was in the minds of Chas. W. Garfield and Chas. Blair, of the State Forestry Commission, when, in letters written by them to members of the House at Lansing, they advised: “This Aitkin bill ought to be killed, as its sole intent is to increase the opportunity for public plunder.” The Aitkin bill thus referred to is the offspring of “Dede” Aitkin’s po- litical acumen and is the last remain- ing measure now before the House which applies to the matter of for- estry. All the work of the Forestry Commission of Enquiry, all the cam- paigning of public spirited, upright men in behalf of reforestation and re- form in the system of handling State tax lands, and all the legislative in- vestigations, reports and discussions on the subject have been simmered down to a measure framed in behalf of “Dede’s” ambition to become Lieutenant-Governor of Michigan. That is to say, “Dede” has caused it to be understood that his desire is in that direction, but the Congres- sional District in which he lives cuts a mighty figure in the forestry and State tax lands problem. There are thousands of descriptions which un- der the old laws must needs be ad- yertised regularly and scores of week- ly newspapers which get their living thereby, and then, too, there are many good campaigners up “Dede’s” way who are sore on the tax lands and! forestry propaganda that is being conducted, so that it is quite possi- ble that David T. Aitkin desires once more to see his name and biography in the Congressional Directory as a member from Michigan. A CLEAR CONSCIENCE. It is impossible to prescribe a meth- od for securing relaxation from the stress of business which will fit every case. It is also out of the question to spe- cify accurately what any case should be classed as business stress. The stress which comes upon every manufacturer embodies cost of raw material operating expenses, wages, insurance, value of finished product, state of trade, freight classifications and rates, and so on, and so on, not forgetting credits and collections. Practically the same pressing strains come to the merchant, be he jobber or retail dealer. Then there are the banker and his directors—who are also manufactur- ers or merchants or lawyers, doctors, real estate dealers or insurance rep- resentatives or sométhing else. Think of the multitude of factors which en- ter into the pressure these gentlemen face at $5 per. Men receive and stand up under urgencies differently and by the same token they take their relaxations va- riously. in Many men find greater relaxation in the exciting presence of a well played hotly contested game of base ball, while others secure complete recreation through reading the works of some Greek philosopher in the original text. The late James F. Joy, the eminent railway attorney, invariably worked at his office standing upon his feet and in the evening as a diversion read his Latin and Greek. Col. Roosevelt is relaxing at pres- ent in Africa, and before he left the presidential chair it will be remem- bered he prescribed a system of re- laxation in the saddle for officers of the army. Perhaps the most popular form of relaxation is the theater. Yet it is a form practiced, as a tule, by the people who do not stand seriously in need of relief from business stress. An old Methodist exhorter once declared, “I don’t care how hard ‘4 man may work or how tired out he may become he will find no rest, no abatement of his fatigue, no recovery from the stress, whatever it may be, unless his conscience is clear; unless he can look Death in the face and say: ‘I am ready!’” There is much of truth in this. If a man has done a mean thing toward his neighbor; if by shrewdness bor- dering upon chicanery he has won an unfair advantage; if he has neglect- ed to perform a high and plain duty— in a word, if he truly is a conscien- tious, upright man—his_ conscience must first of all be settled with be- fore relaxation can be of any con- siderable value to his case. A SIMPLE PROBLEM. It seems to be a fashidn just at present to advocate with more or less of brass band preliminaries the justice of patronizing home industries and enterprses. There is no fair minded, normal man anywhere in any community who will for an instant combat the idea of the patronizing of home institu- tions, People do not send their money and a list of what they desire to mail order houses because of any dislike or grouch toward the men do- ing business in their home towns. There are various reasons why, in many instances, home establishments lose home trade, but the chief rea- son is that home institutions do not advertise in home newspapers. It is not the fault of a citizen who, not knowing that brass gilt buttons are manufactured in his town, sends off to some other town for them. It is the fault of the button manufac- turer. If the man sends away for the buttons because he knows he can get them—counting postage in the cost— at less expense than he can buy them at home, that is a fault attributable to the home merchant. He should be able to meet any competition on brass gilt buttons or cease to carry them in stock, It is all right to exploit the trade- at-home theory, perhaps, but the first testimony which should be offered in evidence to support the plea should show accurately and with authority what class or classes of people are going away from home for their sup- plies. It will be safe to eliminate at the outset more than 50 per cent. of your town’s population from such con- sideration because they are not able financially to patronize outside manu- facturers and dealers. More than that, the idea never occurs to them. Thus in a city like Grand Rapids there may be 50,000 people who now and then and for some reason best known to themselves patronize an outside dealer to the extent of, per- haps, to per cent. of their total an- nual cost of living. If the investiga- tion is carried far enough and with sufficient thoroughness this going away from home will be found to hinge upon one of three reasons: First, it is because the article can be bought cheaper than at home. Second, it is because the purchaser unaware that the desired article could be obtained at home. Third, it was to satisfy some snobbish vanity born of a lack of loyalty and in the hope of becoming conspicuous. 1S May 19, 1909 MICHIGAN TRADESMAN 9 THE FOREIGN INUNDATION. The wonderful mingling of races that is being brought into operation in this country by the vast influx of foreign immigration is becoming a subject for anxiety and uneasiness on the part of many who have the good of the American people at heart. The colonies which secured their independence and founded this great ‘ Republic were peopled chiefly by em- igrants from England, Ireland and Scotland, with subsequent additions from Germany and France. This mix- ture made a population whose chief distinction is that its extremely di- verse elements became welded into a race that created the greatest free nation the world ever knew, and framed for its guidance and govern- ment a charter of constitutional law that is the wonder of the ages. More lately there was a large infu- sion of Swedish, Danish and Norwe- gian blood from vigorous and virile races, and so far from any damage having been done by it to the Ameri- can people, they were benefited and strengthened. But now are coming hordes of peoples from Southern Eu- rope, such as Italians, Hungarians, Greeks and Slavs of various and from the Far North are coming many Russians. As these peoples have lived under despotic rule and are ig- norant of any practical experience in SOHtS, free, popular representative govern- ment, and they are arriving in large numbers, it is becoming a_ serious question as to what may be their in- fluence on the general character of the American people. It is known that not a few of these late comers are members of the low- est classes of their respective popu- lations, and of these there is a con- siderable portion who are criminals fleeing from justice, or, having been released from prison after having served their terms, they are seeking such fortunes as they may in a new country. What will be the effect of the admixture of such an undesira- ble element with our established American type is a problem yet to be Prof. William Z. Ripley, one of the best known of American eth- nologists and students of race char- acteristics, in a recent address before the Academy of Political Science at Philadelphia, said: “The horde now descending upon our shores is densely ignorant and dull and superstitious withal; lawless, with a disposition to criminality; servile for generations, without con- ception of political rights. It seems a hopeless task to cope with them, to assimilate them with our present native-born population. Yet there are distinctly encouraging features about it all. These people in the main have excellent physical qualities in spite of unfavorable environments and political oppression for genera- tions. No finer physical types than the peasantry of Austria-Hungary are to be found in Europe. The Italians, with an out-of-door life and proper food, are not weaklings. Nor are even the stunted and sedentary Jews—the third great element in our present immigration horde—quite un- favorable vital specimens. Their care- solved. ful religious regulations have pro- duced in them a longevity, even under poor environments, exceeding that of any other large group of the peo- ple of Europe. Even to-day, der normal conditions, a rough proc- ess of selection is at work to bring an- the better types to our shores. We receive in the main the best, the most progressive and alert of the peasantry and lower classes which these new lands recently tapped are able to offer. This is a feature of no mean importance to begin with.” It is not likely that our institu- tions will have much effect in re- forming those who are really crim- inal or in teaching the adults. our principles of government, in which liberty is regulated by law. Those who are industrious and thrifty will accumulate means and achieve a sort of prosperity without regard to the political and social institutions of the country, but the children will be- come Americanized at school. They will not only learn much that they ought to know from books, but their association with their American school-fellows will give them more or less insight into American social af- fairs. It may be that some of them are the children of criminals, but that need not prevent their growing up honest and useful citizens. It should be noted that Australia was first a penal colony held by Great Britain, to which convicted criminals were banished. In the period of one hundred years it has become an important part of the British Em- pire, with near five millions of popu- lation, with many important industries and much general prosperity, and the fact that it was once a country in- habited chiefly by convicts cuts no political or social figure, but is a mere memory to which little or no attention is paid. The labor of these new immigrants will aid in developing the resources of our great country. Their children Americanized and Americans in every sense of the word. Prof. Ripley ad- vocates the amalgamation of the va- rious peoples of the white race. He says: “Phere must be a_ gradual amalgamation, in time even compre- hending all the various peoples of Europe within our borders. That the lines should best sharply drawn between the white and the yellow and black races is, however, equally . clear.” will become fully will grow up to be remain There is, then, little to be feared from this immigration of foreign hordes, provided they do not come in such numbers and settle down togeth- er in localities where they will dom- inate the population. What is need- ed is that they shall be so dispersed the general population that the American type will predominate and hold control, among “Sowing wild oats” is the devil’s snare. What a man sows he reaps. The only thing to do with wild oats is to put them carefully into the fire and burn every seed of them. If you sow them, as sure as there is a sun in heaven they will come up. A YOUNG ORATOR’S VIEW. “Who are the creators of - public opinion?” ostentatiously enguired a young and active politician of a retail merchant in one of the lively Michi- gan cities, and when the merchant quietly replied: “I take it that the daily papers have much to do with it,” the youngster thereupon pro- nounced with eloquent confidence: “No, sir. The papers furnish the conditions upon which a mian’ may base his own estimates and reach his Own conclusions, but it is the clergy- men, the lawyers, the men trained to analyze closely, disciplined in the science of argument and practiced in the art of public speaking, who de- velop public opinion.” And the merchant very properly exclaimed: “Oh, fudge!” and !eft the conceited jackanapes to his own mus- ings, If there is any one fact in human intercourse that is established beyond cavil, it is that the people of the United States read the daily and pe- riodical publications which meet their desires. And, according to their re- spective bents, they read intelligently or indifferently. The day of the spell-binder is a myth, especially if he is a manipula- tor of political facts, claims and tra- ditions. He must get right down to brass tacks in every word he utters or the people, the masses, who are gen- erously informed will at him up at his true value and the in- fluence he hopes to exercise will not materialize. once size As a matter of fact very potent in- fluence toward the creation of public opinion comes from the neighborly chats in the general stores of the rural districts; from the companion- able tete-a-tetes in the private office of the city retailers or of the metrepoli- tan jobbers. Merchants as a rule are men of clear, accurate perception and hard headed in the handling of actual facts. When a merchant reads _ his daily or weekly paper his analytical apparatus is at work co-ordinately so that when he has finished reading he has estimates and conclusions and does not require the attorney, the clergyman or the orator to tell him what to believe. TAKE YOUR MOON IN. A small boy who was walking along the street with his mother one day suddenly stopped short and laughed heartily. On being questioned as to the cause of this sudden burst of hilarity, he exclaimed: “What a joke God has played on himself. He has hung his sun out and forgotten to take his moon in!” as he pointed to the faint crescent shimmering in the sky. A good many tradesmen play a sim- ilar joke upon themselves, resulting in a waste of time and space, even if the situation does not strike the humorous vein of the public, as the sight of the moon in daylight pealed to the small boy. The writer recalls seeing the sign “Commencement presents” in a win- dow of a leading dealer in books and stationery in a city of no mean pre- tentions during the summer months following the last commencement of ap- the season. How much better to have replaced it by “Books for Sum- mer Reading,” “Vacation Offerings” or something that the public wanted at the time. While no one would go to the ex- treme of offering artics and wool un- derwear in midsummer, yet there is too much of a tendency to neglect to keep the store window and the advertisement in the morning paper fresh. They reflect your real work as no other mediums do. The best that you have, the freshest, brightest, and most available, now should be up- permost in your mind and in that of the public. If would the impression you you maintain that progressive, and not a moss-back, be sure not in when are alive, to forget to take your moon the sun is shining. LOOK AROUND. “Look up good motto should be used an adjunct, Around.” it not enough that you are ever pressing upward. and not down” is a very in business life; but this one “Look as is You need to watch the crowd in or- der to avoid disagreeable mix-ups or complete isolation. It pays always to stick to business, but it is a part of your legitimate business to see what others are doing and how they are doing it. An idea is a simple thing. You have lots of them—good too—but don’t think for a that you have them yours are better Some ones, minute of all. Some than of his exchange your neighbor. better means those of are than yours. | mutual \ mutua help; it may be mutual friendship and enthtsiasm. When you hear of some enterpris- ing store in a neighboring city, make it a point to visit it, inspect the goods and methods. This may be made a side trip in connection with other business. It may be a special trip; but even if it is the latter, it will pay. A single idea well worked out is worth this to you. the relaxation will enable you to work better on your return. You may be assured that your pa- trons around not a little; and if you are not prepared to hold your own with your competitors there will be a gradual falling behind. A ade ago this motto was not so neces- much Besides look dec- sary as now; and it is growing more and more forceful every day of our lives. It is bound to rule; for compe- tition is becoming stronger all the time. The sooner you make up your mind to keep well posted on what others are doing, the more firmly will your business relations be laid. Grasp the situation in the field. Don’t imagine you are IT, though strive continually for preferred place. you In the conduct of life habits count for more than precepts because hab- its are living precepts. To reform one’s preaching is nothing; it is no more than changing the title of a book. To learn new habits the vital thing, for this is to reach the substance of life. Life is but a tissue of habits. is The wisdom of the world has al- ways come from the people who did not fear being called fools. 10 MICHIGAN TRADESMAN May 19, 1909 SELF RELIANT WOMEN. How Two Women Took Care of} Themselves. Written for the Tradesman. Old Hank Fry was not really old, not above 45 years, but he had won) the prefix to his name because of his methods ever since he had inherited by the death of his father, the forty acres of land just outside the city limits. 3 He was careless somewhat pretentiously about his personal appear- ance; rarely had his hair and whisk- ers in trim condition; wore a wool cap the age of which no one dared guess; never had his shoes blackened, while his clothing was cheap and ill kept. Moreover, he had never been known to work beyond doing a few chores about his house, and_ had steadfastly failed to employ. anybody in any capacity. These facts coupled with his lazy unsociable and penurious habits and whenever he did talk, his unfailing reference to the terrible taxes did not fit in comfortably with the widespread knowledge that he had plenty of mon- ey in bank. Hence it “Old” Hank Fry, even although he did pay bills always on the first day of each month, Old Hank was choice, because it that at twenty years aspiring spinsters widows had deliberately set their cap for the thrifty owner of forty acres, and he had as regularly avoided mak- ing a surrender. herefore it was not strange that he had come to be known as a woman hater. And so when Katharine McColl, well known as a milliner and dress- maker, made no effort to conceal the fact that she wanted to do business with Fry, the gossips got busy. No one was more surprised than was Fry when the lady called at his house and in a esslike way told him she wanted to buy a piece of land having a front of 314 feet on the town line road and extending north 418 feet. “That is practically three acres on the west side of your forty, the side farther from town,” she added, “and I want you to put a price on it.” > ? was a bachelor from usi “What do you want of it?” asked Hank. “That’s really none of your busi- ness, Mr. Fry,” replied Katharine, “but I want to put up a house there and with my mother and little broth- er make a home for ourselves.” “Uh-huh-h-h! Goin’ to live there, eh?” responded the bachelor. “Yes, and work there,” sharply re- sponded the girl as she arose to her feet impatiently. “Do you care to talk business?” “Yes, sit down again. I can’t de- cide in a jiffy. Do you want to pay cash?” Hank asked. “I can pay cash if your price reasonable,” said Miss McColl. “Well, I’d like a payment down and you can have the property fer $300, one-third down and the rest on two years’ time at 7 per cent,” said Fry as with his elbows on his knees and resting his chin in one hand he be- mae mn was public gossip | various times within the past | and! and ig | stowed an expectant, half admiring | gaze upon his visitor. “TH give said Miss McColl as you $200 cash,” | sh “Make it j ie | | | e took her seat. $250. Split the differ- , still showing signs of ed I’ll think about it.” and give you two min- wp your mind,” was the ,girl’s reply as she again arose to her | f feet and picked up the wrap and {parasol she had laid upon a chair. ’ said Fry jadmiration, “a “Et do st utes to make ence,” instant] and Fry agreed oll continued, lish an abs “Vil furnish cost you $10,” holder. y and right, ca abstract, but the iC rae ial it'll land- the observed “Not me. Good day, Mr. Fry,” said jthe visitor as she stepped briskly to- ward the door and in spite of Hank’s hurried and badly mixed pleadings |. and protestations she opened the door, and down toward the gate, leaving the landiord speech- less. Next day, with his arranged and his went down passed out thoughts well mind made up, Fry to the bank and telephon- ed to Miss McColl to come to the bank; he would provide the abstract jand abide by her terms. Three months later there was a | well built store building with conve- inient and — rably fitted living rooms ups west corner of istock of goods . McColl mercantile proposition charge. The was a winner from the outset, while the daughter, car rying on a. little dressmaking and millinery for a select few, devoted most of her time to put- ting her acreage into garden shape— flowers, shrubbery and a_ chicken park® The interesting feature of the rev- olution was a distinct improvement in Ses personal appearance. His hair and beard were kept trimmed, his old p ap had been replaced by a new derby, while his best suit was worn more frequently. Then, too, he had found out where he stood with the Mc- Colls. for one day while the new building was going up and while, as had grown to be his daily habit, he jwas sauntering about noticing the work as it = he had observed somewhat pointedly to Miss McColl: “You know, Miss McColl, seein’ this me kinder — here ‘stead of all home goin’ up makes I was goin’ to live alone.” Miss McColl faced him frankly and responded, “Now, Henry, don’t get nushy. You’re not used to it and it won’t help matters any.” Old Hank did not pay another visit to the McColl! property for nearly | year. Meanwhile Miss McColl, having en- tirely abandoned millinery and ine aking, had her little farm con- rably more than paying taxes, in- = st and operating expenses, that is to say, the wages of a man-of-all- work, who took care of the cow, kept the premises in a growing condition and did all of the heavy work about the store. Meanwhile, also, the wid- owed mother conceived the idea of carrying on a little business on her her ; si own account and succeeded at last in prevailing upon Fry to plat a dozen lots on the extreme eastern portion of his forty and put them on the mar- ket. In this way, by judicious adver- tising and by carrying on her real estate business at the store, she suc- ceeded in adding a considerable sum to the family income. By this time there were no more gossip about Katharine and_ the charge that she was “after” Hank Fry. She was known to all the farm- ers over the countryside as a shrewd, careful buyer of all kinds of produce, and her store became the popular trading place for them. And, besides, she had acquired about thirty-five regular patrons who lived in the city = to whom she supplied butter, eggs, vegetables, fruits, and the like, to say nothing of poultry, which she ‘raised on her place.” She had a pub- lic telephone station in her store, re- ceived and delivered laundry, acted as express agent and delivered up- ward of a hundred magazines and pa- pers to customers who called for them regularly, this latter enterprise representing solicitations made by her brother, 12 years of age. A second year was drawing to a close, the russets, reds and browns of autumn giving a glory to the land- scape that was delightful, when Mrs. McColl, returning from the city, en- tered the store with the remark: “Well, I’ve sold the last lot on Fry’s plat. Katharine, and now I’m wonder- ing what I’ll do next.” At this the daughter suggested that a good rest be a good thing for her and intimated that if she would like to spend a winter on the Pacific coast she might use a portion of her profit 3 would on the real estate venture in that way. “That would be fine, wouldn’t it?” exclaimed the widow, and just then there came a call over the ’phone. “It’s Old Hank,’ whispered Katha- rine as her mother came to the *phone. While Mrs. McColl was talking with Fry the daughter sauntered to- ward the front door and stood looking into the street and presently, when she was joined by her mother, she was informed by that lady that Mr. Fry was coming over to talk about another real estate deal. “Now, Mother,” interrupted Kath- arine, “you’ve worked hard enough for awhile. Take a rest. You entitled to it and you need it.” The mother insisted that she was well, strong, hearty, not a bit worn out and liked the business of selling lots. “It’s out of doors work largely, gives me a chance to meet and study men and women and _ there’s money in it,’ she concluded. At which Katharine responded: “Well, V’ll give you notice right now if you take hold of another land dea! for Old Hank you'll find your belov- ed daughter a rival in the business. And, besides, I really need your help here in the store, don’t I, Dave?” This last enquiry was addressed to David Corey, a rosy faced, muscular, good looking young man of perhaps 30 years of age, who for nearly years had been the laboring about the McColl store and farm. “Well, we're pretty all fired busy in this store most of the time, and | guess your mother could help some all right,” responded Dave. As he spoke Mrs. McColl walked to the back stairway and reaching the are two man upper floor called: “Katharine, will you come upstairs, please?” Katharine started, at which Dave enquired: “Are you going to tell her now?” and the girl’s response was: “Not unless I have to.” Reaching her mother’s presence and Burns’ Adjustable Desk Telephone Brackets Have You One? Over 30,000 In Use “Fits any Telephone.” Its intensely practical and time- -saving features will instantly appeal to every busy phone user. You can’t afford to be without one, it brings the phone to you and takes it out of the way when you don’t want it. Takes up very little space and holds your ’phone right. Can be mounted anywhere a screw will hold. Made also for holding two telephones. Write for No. 31 Bracket Bulletin. Price, $3.00 for Standard Length. AMERICAN ELECTRIC CO. CHICAGO, ILL. WorbDEN GRocER COMPANY The Prompt Shippers Grand Rapids, Mich. May 19, 1909 MICHIGAN TRADESMAN ll all ready to explain how Dave and she had prepared a plat of the three acres excepting the lots occupied by the store, the kitchen garden and the chicken park, thus developing eleven large lots and a north and_ south street 80 feet wide, Katharine was dumbfounded when her mother ob- served: “Katharine, I want to tell you that I have promised to marry Henry Bry? “You have!” fairly shrieked the daughter. “IT have,” quietly answered the mother. “My! it’s a relief to know that,” said the girl as she seized her moth- er’s shoulders in both hands and kissed her. “Relief?” repeated the mother. “Then you want to get rid of me?” “No, indeed,” said Katharine, “but now I feel free to tell you that it is nearly a year ago that I promised to marry Dave and I’ve been trying to tell you about it for a month or more.” Charles S. Hathaway. 2 Observations of a Gotham Egg Man. Since our last issue we have learn- ed the statement of egg holdings on April 30 as reported by the associated warehouses. According to this state- ment the houses reporting (some thir- ty-odd) had 693,336 cases on April 30 this year against 996,472 casé@s at the same date last year and 1,266,382 cas- es at the same date in 1907. It is interesting to compare the percentage of reduction as indicated by this report with that indicated by our estimates of the stock in Chica- go, New York, Boston and Philadel- phia as given last week. Our figures for the four leading distributing markets show a reduction of about 39 per cent. compared with last year, and about 46 per cent. compared with 1907. The reductions indicated by the associated warehouse reports are 30% and 45 per cent., re- spectively. It is natural that the comparison with last year, in the two reports, should show this difference; for the associated warehouse report does not include the larger Chicago houses, where shortage is believed greatest, while it does include the New York houses, where the shortage is light, the Buffalo house, where there is un- derstood to be an excess, and the Al- bany houses, where there is probably no material shortage, if any. So the average shortage, as indi- cated by the two separate and inde- pendent reports, may be considered somewhere between the two—perhaps about 35 per cent. as compared with last year at the close of April, not considering the Pacific Coast. Since our last issue we have re- ceived some reports from the Pacific Coast which indicate an excess of egg storage there of some 10 to I5 per cent. as compared with last year. Since the first of May there has been a considerable increase in the volume of egg movement to the larger cities. The early May movement this year has not only been greater than last year, but greater than in 1907— the year of maximum egg production and accumulations. While the period covered is short it is sufficient to in- dicate that the heavy April shortage in egg supplies may have been more largely due to delayed production in the North than was believed by the buyers at extreme prices. Already this larger movement of stock from shipping points has led to a con- siderable gain on last year’s storage accumulations and to general decline in prices. So far the decline has been more marked in seaboard markets than in country prices, but there is now every indication that if the cur- rent week shows a continued increase in egg movement as compared with last year the interior markets can not be sustained. In this market there is every indi- cation that, as the season advances, the effect of high prices upon con- sumptive demand is more and more unfavorable, and if the May move- ment of eggs continues upon the scale indicated by the first eight days, it may confidently be expected that the general shortage in accumulations will be much reduced by the first of June. In this market it is already practically wiped out—N. Y. Produce Review. —_»-2._____ Too Much Loquacity. Have you zot one or more of those clerks in your store? They do en- tirely too much talking consistent with their salesbook. They are not very hard to find and they use up a lot of valuable time and lose a lot of valuable trade by continually voic- ing their sentiments, their opinions and their views everything and anything to the chance customer. If they spend a little more time in get- ting after the stock, diagnosing a customer’s need and filling that need by the use of actual head work and muscular activity, they will certainly gain a more permanent position in your firm, and enjoy a more thor- oughly good reputation than is pos- sible for them to do under their pres- ent habits. Customers do not want to be continually advised, especially when such advice is not asked for. It is decidedly distasteful to many and repulsive to. still Not only does that clerk air his views among trade, but he has a bunch of friends who are continually dropping in for a quiet chat. These friends do not prove their friendship when it comes to buying footwear, but they buy somewhere where talk more than it does at your store. This proves the fact that talkative clerk does not hold any great amount of trade through the practice of his vocal powers. Talk with him con- sistently, show him his faults, and in- sist that he discontinue them or else discontinue him. There is no alterna- tive in this matter. ——_—_.- A Ready-to-Use Glue. If you want a good ready-to-use glue, handy for use in warm weather, melt some glue quite thin, and add about a halfounce of nitric acid to the pound of glue used. Or you may use strong cider vinegar. This will keep it from spoiling, but it should be kept air tight, and in an iron vessel. You can, of course, make it thick or thin, as preferred. on More. else costs your Large Industrial Companies Report Business Improvement. The improvement in steel, copper, electrical and other industries over the last two months has been borne out by recent statements by the heads of industrial corporations, All seem to agree that the improvement will continue and in the event of good crops, normal conditions will prevail before many months. President Corey the Steel Corporation is operating about 7o per cent. of normal capacity, and in- dications says continued im- provement in prices as well as pro- duction, A representative of the Standard Oil Co. says business of the company is normal. A representative of General Elec- tric Co. says the corporation, since February, has been receiving orders at the rate of between $51,000,000 are for 2 | and $53,000,000 a year, and orders in | the current fiscal year are likely to reach $60,000,000, to the boom year. Chairman Topping, [cron & Steel Co., s or equal of the Republic ays all its per cent. of the finishing capacity. Representatives Copper Co. report large sales of cop- per at advancing prices and a heavy of Amalgamated shrinkage in stocks. Equipment improvement orders are not coming in report companies an although rapidly in business, as as in many other industries. of Representatives Pennsylvania Stee! Co. and Cambria Steel Co. re- port a satisfactory increase in busi- ness. The Lackawanna Steel Co. reports operations close to 80 per cent. of capacity. President Bedford of Corn Prod- ucts Refining Co. says business is | improving rapidly. Westinghouse representatives re- port more men at work than _ since the panic. American Smelting & Refining in- terests report a big improvement in lead as well as in copper, silver and other metals. Rogers, Brown & Co. state that orders are coming in rapidly for pig iron and that prices are improving. The Allis-Chalmers Co. reports im- proving business. The American & Wire Steel Co. blast | | furnace capacity is operating, also 75 | states that record-breaking orders have been received over the last two weeks. At times they have run as high as 20,000 tons in a single day. The United States Rubber Co. re- ports sufficient business on the books to assure steady operations for the rest of the year. Representatives of the American Cotton Oil Co. and the chemical and fertilizer companies report ous conditions. prosper- Western Electric Co. shows a large Zain in business. International Harvester Co. is do- ing a normal business. Leather companies show satisfac- tory gains. United States Cast Iron & Foundry Co. is operating close to 85 per cent. of capacity. Pipe It is evident that the turning point for the better so far as_ industrial conditions are concerned has been reached and passed and that the stock market has been discounting a great deal of the improvement in evi- the last dence three months, over two or ————_ ~~ Five Brothers Engaged in General Trade. W. A. DeHart engaged in general trade in Vickeryvilie about fifty years ago. He was engaged in business there about thirty years, retiring Mr. DeHart the father of six sons, five of whom twenty years ago. is conduct general stores, as follows: C. W. DeHart at Sidney. M. A. DeHart at Butternut. F. G. DeHart at Vickeryville. I. C. DeHart at Vickeryville. R. C. DeHart at Amsden. The sixth son is a farmer near Mt. Pleasant. This is probably the only instance on record where five sons are engag- ed in the same line of business sep- arately from each other. ee Fluffy’s Finish. The following advertisement re- cently appeared in a Louisville (Kan.) paper: “Lost—One dollar reward will be paid for the return of my Maltese kitten; white on throat, blue ribbon about neck; answers to name of Fluffy—-Mrs. X. Y. Brown.” And immediately under it appeared the following: “Reward—I will pay $3 re- ward for the hide of said cat—X. Y. Brown.” cross Make More Money Buy good flour—flour you can depend on—uniform—something ycur trade will demand after the first trial order—not ask for, but demand. Fanchon “The Flour of Quality” is demanded by thousands of housewives who are willing to pay more for it than ordinary flour. JUDSON GROCER CO., Grand Rapids, Mich. Distributors MICHIGAN TRADESMAN May 19, 1909 HOME MARKET DAY. Sensible Method of Keeping Trade at Home. Written for the Tradesman. A ‘home market day plan is a mer- chandising* event on which the mer- chants and business men of a town combine their efforts for meeting the mail order competition and keeping trade at home. The purposes of home market day are for broader and more liberal ideas on merchandising, for closer relation- ship between the merchants of the community, for bringing the farmer and merchant in closer touch for the benefit and protection of both, for the purpose of keeping money in circula- tion at ‘home instead of letting the farmer send it away and for the en- tertainment and enjoyment of the farmers. Organization. The very first thing to do is to call a meeting of the merchants and busi- ness men of the town. This brings better results when it is called by some one other than a merchant. When the merchants of a town are promiscuous promoters a few petty jealousies may creep in and weaken the whole plan. If there is one thing needed in a public movement of this kind, it is perfect harmony between all the town interests. The promoters of the plan must start out with the intention of making it co-operation day. It is well to re- member that the first essential for its success is that “get-together” spirit. The man or men at the head of the plan should be in a position to. work up a broad and wholesome sentiment for home trade. The editor of the local newspaper is usually the man selected to make the public announcement and call the meeting, but he can not be ex- pected to do it all. Naturally, the merchant is most di- rectly benefited. Yet at the same time the lawyer, doctor, real estate man and all the business men of the town should be enlisted in the service be- cause if the plan is worked out prop- erly it will be profitable to all, Previous to the meeting a com- mittee should visit all the business men, explain the home market day plan thoroughly and get their promise to co-operate. Of course, it will be almost impossible to get every busi- ness man interested, but the few who won't come in will not make any difference. Care should be taken in selecting the times for the market day because the seasons and the weather have a great deal to do with the success of such a plan. In most any sified farming seasons there community with diver- and natural market are twelve cash sea- sons. This is especially true where grain and hay growing are the main pursuits. This puts the merchant’s business for a market day plan on a strictly cash basis and largely increases his business. The Financing. The money for making home mar- ket day a regular and thriving insti- tution should be raised by circulating a subscription paper. If it is the intention to hold the market day once a month or twice a month every subscriber should be asked to sign an agreement to pay once a month or twice a month, as the plan may provide. This plan saves considerable labor, the subscription paper is sent around but once and the collection of funds is made easy. The cost of market day ranges anywhere from twenty-five to seventy-five dollars. It depends entirely on how large an af- fair the merchants desire to make it. as The Financing Committee should use judgment in making subscriptions as equal as possible. Naturally, the large merchant can afford to sub- scribe more than the small mer- chant, because the chances are he will get more out of it. The busi- ness houses should be divided into classes according to their rating or volume of business and each assessed accordingly, Bargain Auctions. The main idea of the home market day is that something be offered the farmer that it is worth his while to buy. A few genuine bargains in each store are absolutely necessary in or- der to make the town an added draw- attraction. The farmer soon learns that he can buy reasonably, as well as sell his products at a good price, and thus hundreds of dollars’ worth of goods are exchanged and carried away on these days when the chances are there would be little ac- tivity in the town. But the most important feature is that the merchant's arrange prize contests and make attractive induce- ments to get the people into town. A feature of almost equal impor- tance is that of providing an auc- tioneer for the farmer free of cost. This feature should be thoroughly and widely advertised in order to get the farmers to bring their live stock and their chattels to the market for sale. ing Advertising. Every merchant should make an extra effort toward advertising the day as something special. The local newspaper should be used liberally. This will make it worth while for the editor to write articles which will create a spirit of enthusiasm, co-oper- ation and friendly feeling. Besides the individual advertising of the merchants there should be a series of special home market day advertisements to be paid for out of the general fund. These advertisements should ex- plain the broad policy of the plan and give the farmer an idea of what there is in it for him. Besides the newspapers, advertising circulars should be mailed to farm- ers and fruit and stock throughout the country. Plan To Win Trade. The Committee on Inducement Plans should arrange to have each merchant give special low prices on different articles, so that there will be no conflicting between the leaders of the various stores. growers The rivalry which usually exists be- tween the different stores in the mat- ter of offering inducements to shop- pers must be entirely eliminated on home market day. It can be done away with to a large extent by every merchant advertis- ing a different leader, plan or contest. The idea of market day is not at all for present immense profits. The merchants of a town gain considera- ble more in securing future business by getting in closer touch with the farmer than they do in actual busi- ness on that day. These are a few of the many in- ducements merchants may offer to win trade. The feed store or local mill can cut the price a few cents on ground feed or pay a few cents more a bushel for wheat. The grocery store can pay a few cents in excess of the market price for potatoes and offer bargains in canned goods, cof- fee and candies. The jeweler can sell alarm clocks and table silverware at a big reduction. The clothier, the hatter and the furnisher can give away hats or neckties as premiums with cer- tain purchases. The furniture dealer can sell chairs and rockers at reduc- tion prices. The harnessmaker can make special prices on whips, robes and blankets. The druggist has a good chance to slay prices and move his over-stocks. The hardware man cany make special runs in enameled- ware, tinware and all kinds of hard- ware novelties. Prizes To Offer. Prizes chosen for the various ath- letic contests, store contests, games and other entertaining features of the day should be of a wide and varied nature. Merchandise of the Arrangement Committee’s selection may be offered for various things, such as the best bushel of potatoes, the best ten dozen or more of eggs, the best six bunches of celery, the best dressed pig, the largest pumpkin, the largest ear of corn, the best half bushel of beans, the best crock of dairy butter, the nicest looking collection of vegeta- bles, the largest load of corn, the larg- est load of barley, the best ten ears of white dent corn, the best six dress- ed chickens and all manner of things which it is easy for the farmers to gather together and bring in on mar- ket day. These prize contests, which are planned to get the people into the stores, should be divided up among the merchants and an arrangement should be made to purchase the products which have been brought in for these contests. The farmers should be given every inducement to bring in vegetables, grains, live stock and farm produce of all kinds to sell or exchange. Programme, A programme should be arranged to keep the visitors busy and inter- ested all day. In the morning there should be a band concert to get the people out on the streets. One of the first things in the morn- ing should be the free auction for the farmers. This should be open for anyone who may have stock, furni- ture, etc., to dispose of, A committee should furnish the auc- tioneer and clerk free of charge. The terms should be the same as given at all farmers’ auction sales, Parties should be requested to list their property, so that a record may be kept of all goods, that no mistakes may occur. The business features and buying and selling should take place in the morning, so that the afternoon may be given up to fun and pleasure. It might be arranged to have the women of the various churches serve luncheon in some large public build- ing. Ham and cheese sandwiches and coffee should be served free of charge. If the merchants desire to go to the expense they may make the noonday meal more elaborate, but it is not necessary. Prizes For Athletic Sports. In the afternoon there should be foot races, games of base ball and other outdoor contests, another con- test such as a pony race, foot race, sack race, wheelbarrow race, girls’ pony race, foot race for young ladies, egg race for young ladies, little girls’ race, married women’s race, fat men’s race, young men’s race and all sorts of other contests that will be easy for the people to enter. Entertainment, “The farmer and his family should be made royal guests of the day. There should be a rest room for the vomen and children, plenty of space and opportunity for the to “swap yarns.” All the races, games, guessing con- tests, athletic features and other at- tractions should be arranged so that it will not interfere with the session of shopping, but so that the farmer will have a good time and be kept busy. Merchants will probably have to in- vest a little money to give the home market day a rousing start and to make it a thriving institution, but it is the surest and quickest way of spiking the guns of the retail mail or- der retailers, The better the merchants treat the farmer and his family the surer are they of his trade, and the home mar- ket day is the most direct method of treating all farmers well and as they desire to be treated. A home market day can be made a profitable success if it is conducted along lines to get the crowds-into the town and then please and satisfy them after they are there. Plan For Home Market Day Advertisement. As this advertisement is designed to exploit all the general features and advantages of home market day it will be paid for out of the general funds, In the first place the advertisement will explain just what market day is for and feature prominently the priz- es which are to be offered by various merchants. Since market day has been found to be the most effective weapon for fighting mail order competition the merchant should take advantage of this opportunity to advertise thor- oughly all the reasons why the farm- ers in their community should do their trading at home. men May 19, 1909 —_—_— MICHIGAN TRADESMAN 13 The programme as outlined here is offered as a suggestion. In making arrangements the Committee will have to plan their programme to suit the conditions in their town and to satisfy the people to whom they appeal. In any event, the progress should be made as complete as possible, so there will be plenty of activity and entertainment throughout the day. Under the heading of “A Few of Market Day’s Best Bargains” each merchant should mention as briefly possible the biggest bargain he has to offer for that day, In fact, as many of the merchants should be named in this space as possible, rath- er than too much about the different bargains offered. the first place the merchants must ‘realize that the strongest pull- ing qualities of an advertisement are in the prize inducements and con- tests which will bring the farmers to town on this special day. as In The champion ladies’ man idea is an old one, but it has always proven a crowd-winning scheme. The _ of- fer for the largest load of women and girls should be made a_ cash prize and there should be as many prizes as possible—at least four or five cash prizes and also merchandise prizes. A wide range of prizes will induce more farmers to enter the contest and the results will be that a great many more people will be brought into town. At the end of the day a ceremony should be arranged for placing a gilt crown upon the head of the champion ladies’ man and awarding the other prizes, What. Market Day Is For. It give the farmer the best possible chance to market his produce and stock at a good price. It will enable him to secure excel- lent bargains in good merchandise. It brings the farmer and the mer- chant in closer touch for the benefit and protection of both. Tt will keep money in circulation at home and promote the growth of the community. Why You Should Trade at Home. You examine your purchase and are assured of satisfaction before invest- ing your money. Your home merchant always ready and willing to make right any error or defective article purchased of him. When you are sick, or for any reason it is necessary for you to ask for credit, you can go to the lo- cal merchant. Could you ask it of a mail order house? If the merchant is willing to extend to you credit you should give him the benefit of your cash trade. Your home merchant pays local taxes, exerts every effort to build up and better your market, thus increas- ing both the value of city and coun- try. The mail order merchant does nothing for the benefit of markets or real estate values. The best citizen in your community patronizes home industry. If you give your home merchant an opportunity to compete by bring- will is ing your orders to him in the quan- tities you buy out of town he will demonstrate that, quality considered, he will save you money. Programme. 8:30—Band concert and street pa- rade. 9:00—-Public auction. 10:00, 11:00 and 12:00—Special bar- gain hours. 12:00—Free lunch served. 2:00-3:00--Special shopping hours. 3:00-—Athletic sports, Fat Men’s Race—First prize, $2; second prize, $1, Men’s Foot Race—First prize, $2; second prize, $1. Girls’ Foot Race—First prize, $2: second prize, $1. Wheelbarrow Race—First $2; second prize, $1. prize, Sack Race—First prize, $2; second prize, $r. Potato Race—First prize, $2; sec- ond prize, $1. Other races announced progress. Decorating For Market Day. The Committee in charge of rangements es for the and contests will be while these races are in ar- should offer money priz- best decorated business houses and show windows. It should be the desire of the mer- chants to impress upon the visiting country people that the town is alive and wide-awake in every way. Nothing can advertise a store a town more contagiously and make a more favorable impression with the visitors than to have the stores on the principal streets appear in gala attire. All kinds of window and store front decorations help to make a place look prosperous, and it is the kind of advertising that brings good results. OF In these days of strenuous compe- tition everything depends upon ap- pearances. Just as clothes put a good front on a man, they make a town look as if there is something to it. This showing must first be made from the store fronts and through the win- dow displays. The town or city that gets the busi- ness is the one that appears to have plenty of business. It should be re- membered that attractive store fronts and carefully trimmed windows have a higher and more important mis- sion than just attracting the town folks. They are the points by which a town is judged by an outsider. He forms his opinions by the things that come to his eye first, and those things are always the stores and busi- ness houses on the public streets. Individual Market Day Adver- tisements. The most important thing to con- sider in a market day plan is the in- dividual advertising of the various re- tail merchants. Every advertisement should be a distinct invitation for all the people to come to the town and take advan- tage of the good bargains offered by the stores. Every merchant must use plenty of advertising space, either in news- papers or through circulars, to ex- ploit the part he is to take in the home market day. His advertisements will naturally be constructed for his own special benefit, but he should so plan the copy that he will be doing a great deal for his own town. Only the best bargains and quickest selling leaders should be advertised, and the special prices on these should be made to stand out boldly. Every extra inducement, whether it be a premium, souvenir or prize con- test, should be important enough to attract large crowds. It should be the aim to receive good prices for all goods outside of the special advertised bargains and the merchandise to be unloaded at any cost, but all bargains must be of such a nature that the people will | feel that they have been treated | Square. | People are attracted only to the sales that are something out of the ordinary and where something is of- fered that makes it worth their while to spend their money. It is an excellent plan to issue a general market day and the advertisements of the various adve rt isement merchants on one. large circular, which can be mailed out at much less expense than were each mer- chant to send his advertising sepa- rate. If this plan is followed out there should be several circulars mailed. One is seldom enough to attract the proper attention. the make the advertising of special home In any case aim should be to market day as complete and thorough as possible. H. F. Thomas. Why the Muscles Grow Tired. Nearly half the weight of the hu- man body consists of muscles which the connect bones and, by contrac- tion, move them into various posi- tions. In the best steam engines only one-tenth of the potential energy of the fuel is converted into mechani cal work, but the muscles utilize in work from 34 to 55 per cent. of the energy of the food and _ probably much more, as the experiments which furnished these figures were perform with muscles removed from the body, not with living muscles richly supplied with blood. The less _ the contraction of a muscle the greater ed igradually is which is maintained in good condi- tion works hour after hour and day after day, always consuming the same quantity of coal in performing the same amount of work. With the muscles, however, it is different. For their waste products from combustion accumulate and cause fatigue. The poison of fatigue washed away by the blood, and in light and slow work it is carried off as rapidly as it is formed by the activity of the muscle, while in heavy, violent, or greatly prolonged labor it accumulates in the muscles and makes them less efficient as machines, so that they consume more fuel in performing a given amount of work. It is the sensation of fatigue that causes us unconscious- ly to select the easiest way of doing things example, to ascend a mountain by a winding rather than by a straight path, although we thus increase the total quantity of work. —_+~.__ The Church of the Brethren is the name of a religious organization in Pennsylvania that makes the simple life a leading feature of its creed. At the annual conference recently held at Lancaster, a communication was received from the Germantown con- gregation protesting against the ex- of their delegates last year wearing gold glasses and_ the non-committal attitude of the con- ference toward persons who have gold-filled teeth. The matter discussed at considerable length, but the to the Germantown con- for clusion for Was it was finally ordered that paper be gregation, which is regarded a notice returned a display of tolerated that gold spectacles are vanity that be in the can not church. — << Only the doctrines that make deeds worth working are OvVET. Punches, Dies Press and Novelty Work We also make any part or repair broken parts of automobiles. West Michigan Machine & Tool Co., Ltd. Grand Rapids, Mich. FOOT OF LYON STREET is its efficiency. A steam. engine Oakland Vinegar & Pickle Co., Saginaw, Mich. “State Seal” Brand Vinegar is made from Pure Michi- gan Sugar; excellent for preserving, unqualified for table use, correct in every way. Ask your jobber. 14 THE BEST OF REASONS Why His Salary Was Not Voluntarily Raised. Written for the Tradesman. Angry? No; he was mad_ clear through. When he took his enve- lope with his weekly—he called it his weakly—wages and found on fun- ning over the bills that it was the same old sum that had greeted him for a good many wearisome weeks and months, he put the amount into his pocket and, crushing the innocent envelope in his hand, threw it to the floor with a force that would have made a dent in it if the missile had been of denser material. Finding lit- tle comfort in that, he took the quietest street home and entertained himself with that sort of conversation one indulges in when the world goes wrong and the future looks black and the indwelling spirit is ready to fight both, be they fair or foul. He managed not to make a fool of himself before folks and, reaching his rooms as soon as possible after supper, he slammed the door, sprung the nightlock, lighted a cigar—it was- n’t that, though, that made the room blue!—got into his slippers and jacket in the shortest possible time and be- gan some vigorous talking. “It’s getting to be pretty evident that I’ve got to get out o’ this. I’m not going to stand it. Three years of good faithful work with never a grumble or a growl; always on hand in season and out of season; not a time-server and no desire to be one; no stickler over work out of office hours and leaving only when the work is done: not a look nor a word of encouragement through it all for over three good years. D—n such folks!” That last seemed to furnish the needed immediate relief and after jab- bing the fire—a mean, measly, unac- commodating, “dog-gone” sort of a fire with no respect for itself or any- body else—until he forced out of it the promise of a coming blaze he took up the evening paper and tried to read. No go. The wrongs he was suffer- ing were too acute for that; and, throwing the paper aside, he watch- ed the flickering flame, whose actions plainly indicated that it was going to burn when it got good and ready and not a minute before. Its sullen impudence amused him and, recog- nizing the cussedness that inanimate nature can at times assume, he was acknowledging fts personality and was saying in act as well as in speech that, if that was the programme to be carried out, it couldn’t begin it a minute too soon. With a ‘Now, then!” he sprawled out in his easy chair, de- termined to have it out and done with, when a well known rap put an end to that kind of foolishness. “Come in, old man,” was the hearty greeting as the door opened. “There’s your chair and there’s the box. Help yourself and keep still. I’m mad and scolding and don’t want to be inter- rupted and if you undertake to cram any advice down my throat you'll get fired downstairs! “T’ve been wanting and expecting a lift in my salary and for some unex- plainable reason I thought I was go- MICHIGAN TRADESMAN ing to get it and didn’t. D—n!” McWayne, the visitor, didn’t say auything. It wasn’t his way. He had come to spend the evening and he wasn’t going to be in any hurry about it. The cigar was a good one; it was a brand he liked and he deliberately clipped the end, looked at it as if he was satisfied with the soon coming en- joyment, lighted it and proceeded to take in his surroundings as if they were new to him, to-night He saw a room not large but com- fortable and very comfortably furn- ished. There were pictures enough on the walls to indicate the taste and the culture of a young man who had been properly brought up. The rug on the floor, the few ornaments on the mantel, the tasteful arrangement of the rather expensive furniture, all told a pleasant story, and the view into the sleeping room, furnished by the open door, only added to the sense of comfort that was prevalent everywhere. The survey of the apartments hav- ing been completed McWayne’s glance took in, as a fitting center of the picture, the easy chair in front of the now bright blazing fire, the table with its handsome electric light and its pleasing litter of books and papers, with Mr. Walter Williamson looking calmly, contentedly and ex- pectantly, it must be added, through the veil of fragrant blue that envel- oped him, at his friend, who was un- questionably getting ready to say something. “What do you”—the you was em- phasized—“want of a raise in salary?” The response was instantaneous and forceful, with. not even a suggestion of that careful bringing up already mentioned. It took some time for its full expression when McWayne_re- marked, “That’s all very well; I’m not finding any fault with matter or man- ner; but I notice that you haven’t an- swered my question: Suppose your salary should be doubled, what would you do with it? Honest Injun, what would you do with it? Leave out the ‘blooming idiot’ business and come down to plain fact: What?” “All right. I’d get into quarters so quickly nobody would know how I got there. I’d give Tom Chase an order for some new clothes that would turn you green with envy. I’d—I’d—sit there and laugh if you want to; but I’d begin to live, if you want to know. That’s exactly what I'd do—this is the proper place for the sermon. Go ahead.” There was no immediate reply. Mc- Wayne removed his cigar from his lips, watched the curls of delicious blue as they floated gracefully sky- ward, and then, knocking the ashes in- to the tray with his little finger, made answer: “M-hm. I thought as much. You’d spend all your money as you’re doing now; and according to my way of thinking you’d be a little worse off than you are now.” “Good for a beginning. Go Solomon.” “After a fellow gets to be some- thing like a quarter of a century old it’s about time for him to begin to decent on > think of something better than get- ting money for the sake of making a splurge with it. ‘Spendthrift’ isn’t a very pretty pet name for a social fav- orite. If the ‘pet’ is looking for- ward to a business career he’s got to have something besides a new suit from a fashionable tailor and a suite of rooms that he can’t afford to pay for. At the end of the season the suit is second-hand and the rooms—Oh, well, it’s the same as mortgaging a house and lot for an automobile; and busi- ness firms don’t look with favor on that sort of collateral. “Now I know, old man, that at heart you're not a_ spendthrift; I know that like all ambitious young fellows you expect to be doing some- thing handsome ‘in the sweet by and by;’ but in the meantime luck and a kind Providence have the floor and they are going to take you up bodily some fine morning and land you plumb down into a prosperous firm, where your clothes and your fine apartments, as long as you are in them, are all that the house will ask for! You need not be told how silly such an idea is. Cash is the first re- quirement and ‘How much?’ is the important question at such times. Oh, I know all about the business abili- ty and the character. Count? Of course they count and they ought to; but it takes money to run a peanut stand, and the business that you have in mind is going to call for a lot of it, which just now you don’t happen to have. Cut it all out, Tom, cut it all out. Stop thinking of and wanting these non-essentials. Have your May 19, i909 shoes re-soled for $1.50 instead of buying a new pair for $7 and put the difference into the bank for a nest- egg. Walk oftener and less. Think less of your stomach and more of your pocketbook. Don’t be asham- ride ed to take the odd cents of change, due you when the thing bought is less than a dime or a nickel; and, just for the sake of knowing always where you stand financially, don’t consider it beneath your dignity to put down in black and white where the cent or the cents went and what for. Finally, my brother, remember that an empty tank never runs a machine, and that a brain smart enough to own an au- tomobile ought to be bright enough to watch the tank and, what is more. to watch the bank account that sup- plies the oil.” the asked “Might I venture to enquire amount of indebtedness?” the*host, with an expression on his my face suggestive of both impatience and amusement. “Such condensed wisdom is considerably above the market price and, if you don’t mind my saying so, I think I’ve got all 1 As Brutus remarked to a certain memorable oc- can pay for. Cassius on casion: ““That you do love me, I am nothing jealous; i 7 for this present. I would not, so with love I might entreat you, Be any further moved. What you have said I will consider; what you have to say sue = .; 2 of al i ea = ony Xp Sat + re aggntet. fe de ait Om ~~ (re : Serene * iat aaa i Pre ese ee é Ag? ; tf 2 3 * oe’ 3 er kor showing. 40C, 55C, 60¢, goc, $1.10, $2.15, Brass Extension Rods, Ask our salesmen or write GRAND RAPIDS Wholesale Dry Goods Lace Curtains The above is one of fifty-three good patterns we are Range of prices is as follows: $2.25, $2.50, $3 00 and $3.25 per pair. We Also Carry Curtain Rods, Enameled Cottage | Rods, Window Shades, Shade Pulls, Etc. $1.25, $1 40, $1.60, $1.75, DRY GOODS CO. Grand Rapids, Mich. May 19, 1909 I will with patience hear and &nd time Both to meet to hear and answer such high things.’ “In other words, throw away that stub and try this brand, used only on special occasions. You’ve been smok- ing like a young Vesuvius for the last ten minutes. Preaching is not your specialty; it makes you nervous. I think, too, I can find further re- freshment. Here you are;” and some cake and wine soon found a prom- inent place in the evening’s entertain- ment. After his friend had gone the young fellow threw himself into his easy chair, looked into the fading fire and for the next three-quarters of an hour did some very active thinking. Of course McWayne’s talk was the sub- ject of his cogitations and there was a great deal to go over. He resented intensely his friend’s presumption; but remembering that “Mac” was the best friend he had ever had he soon began to see how things looked over that friend’s shoulder and to der it won- Here the firelight—what there was of it—began in a bungling fashion to suggest things in the dimmest out- line. “Move these eyes?—Seem they inl motion?—Here are several lips, parted with sugar breath——Here in her hairs the painter plays the spider;—But her eyes!—how could he see to do them?’ and so he sat there long after it was time to go to bed, wondering and dreaming dreams that outlived the last flicker of the firelight and, it may be guessed, glad- dened the whole of that night’s bliss- ful sleep. It may be safely concluded that Mc- Wayne kept his distance and just as safely that he kept his eyes open; he was gratified. There was no long- er any talk or any grumbling over wages; and although there was no ap- parent lack in his friend’s grooming there was a growing lime of figures in a little black-covered account book that seemed to furnish the owner thereof an increasing amount of com- fort. It was noticed, too, that his right-hand upper vest-pocket was not crammed with cigars; he gave up go- ing in regularly for a glass of beer; he didn’t shake hands any more over ten, or five—or any—dollar bets; he stopped paying for the very choicest theater tickets unless—well, just un- less!—and to make a long story short, he became so familiar with Bassanio’s lines in “The Merchant of Venice” that you couldn’t stick him any- where. Finally, after things had been going on a long time according to this pro- gramme, Walter Williamson screwed his “courage to the sticking point,” followed the head of the firm into the library after a certain Sunday din- ner and asked him a very short and very pointed question in regard to that gentleman’s daughter. This is what that gentleman said after he had given the young fellow a cigar—a regular corker: “Walter, if you had asked me that question three years ago—and you had an idea of asking it—you would have had a very decided no. Now I say MICHIGAN TRADESMAN yes just as decidedly. Do you re- member along about that time Mc- Wayne’s coming over to spend the evening and giving you a curtain lec- ture about spending your money? You were scolding a good deal then about not having salary enough. Well, we fellows in the office had been watch- ing you—we always do—and we thought you had the right stuff, if you only took care of it. So I loaded up McWayne and sent him over. You asked why we didn’t put up your sal- ary where it belonged. He did not know and could not tell, but I can: It was because we weren't going to send you to the devil—you were headed that way!—and because we wanted you in the firm, where you are going to be pretty soon after the wedding.— Helen, stop listening at the door there and come in here. You heard what this fellow asked me and what I said. Kiss him and give me one and get outside where you two can talk — it over.” They did: and that’s all there is £0 it. Richard Malcolm Strong. i The Broom Man’s Troubles. The manufacture of brooms is one of the industries that has grown from a very small industry to one of such magnitude that it covers all sections of this and many other countries. The broom is one of the necessaries that every business man and family are compelled to have, and for this rea- son it must always remain an article of popular and general among the civilized and other peoples who set any value on cleanliness. It is hard to say just when the first broom was made; but no doubt it bunglesome affair made of twigs, reeds or some other like ma- terial, and tied to a rough stick with use Was 2 some of the same stuff of which it was a part. But it served the pur- pose,¢and that was something, at least, for decency’s sake, and the inventor deserves credit for this much. The growth and cultivation of the broomcorn industry has made possi- ble the manufacture of brooms on a large scale at a comparatively low price, furnishing a very desirable ma- terial, and at the same time giving employment to many thousands of hands annually. Machinery has done a considerable part in the develop- ment of the business as well, and has, at the same time, made it possible to keep prices moderate. But of late there have arisen sev- eral matters that have a rather threatening aspect as regards the price of this commodity, and some- thing should be done to counteract these evils if such they can be term- ed. In the first place, the cost of the broomcorn has increased so that the profits of the manufacturer, par- ticularly the small one, have felt it keenly; then the price of handles has increased, due, in great part, to the scarcity of timber suitable for such purposes, and last, but not least, is the increased cost of labor itself. Regarding the handle question, the only possible relief seems to be in the adoption of some substitute that will give the same satisfaction as the present handle. What this will or can be must be studied out; perhaps aluminum or something similar. The broom corn question seems about as difficult as the other two, and it is one of the all-important considerations and must be met. These are some of the considera- tions that must the manufacturer; they confront fact, already have to an extent, and they not met soon broom in can be too soon, if we are to have a good broom on the mar- ket that can be sold at a reasonable price and at the same time net the manufacturer a fair profit on his cap- ital invested. Brooms the people must have, and brooms they will buy, but there are considerations to be taken into mind that can not be over- looked indefinitely —-Brooms, es and Handles. Brush-| 15 The Postponed Baptizing. The old colored brother prefaced }his sermon with the following | marks: “I well knows dat some er you has traveled fur ter see de baptizin’ to- day, but I has ter announce dat dar jwon't be no baptizin’. Five big alli- igators has been seen sunnin’ derselfs on five logs in de millpon’, havin’ des crawled out fum der long winter sleep; an’ hit stand’s ter reason dat w’en a alligator sleeps all winter he’s mighty hongry w’en he wakes up Hit may be dat Providence will pro- tect de canderdates fer de baptizin’, but hit’s my opinion dat ter into a millpon’ wid five hongry alli- gaters playin’ ’possum five logs would be flyin’ in de face er Provi- dence!” ¥¢- wade on Michigan. per dozen upwards. nderwear The largest and most complete stock in Western Ladies’, Gents’, Misses’, Youths’ and Infants’, all sizes and qualities. We have a splendid assortment of Ladies’ Union Suits from $2.25 up to $8.50 per dozen. Mail orders given prompt attention. Prices from 45c Wholesale Dry Goods SS P. Steketee & Sons Grand Rapids, Mich. Simple Account File bill is always ready for him, and can be found «avickly, on account of the special in- dex. This saves you looking Over. several leaves of a day book if not posted, when a customer comes in waitihg on a prospective buyer. A quick and easy method of keeping your accounts Especially handy for keep- ing account of goods let out on approval, and for petty accounts with which one does not like to encumber the regular ledger. By using this file or ledger for charg- ing accounts, it will save one-half the time and cost of keeping a setof books. Charge goods, when purchased, directly on file, then your customer’s to pay an account and you are busy Write for quotations. TRADESMAN COMPANY, Grand Rapids 16 MICHIGAN TRADESMAN May 19, 1909 HASTE MAKES WASTE. Why Some Kinds of Advertising Do Not Pay. Written for the Tradesman. After an examination of the hun- dreds of advertisements which come to my desk every month I am forc- ed to the conclusion that hundreds of merchants who really think they are advertising are only buying space in the newspapers. The publishers of such papers are growing fat financially, and the mer- chant wonders why he is not mak- ing money out of his supposed adver- tising. It may be that perhaps he is making money in spite of his adver- tising expenditure. At any rate, he becomes disgusted with the results after a while and will tell with all the seriousness he can command that “advertising does not pay.” In this connection I might mention here some impressions I have gained in my service in localities: Suppose the paper is an afternoon edition. About 10:30 in the morn- ing, or, maybe it is Ir o’clock, along comes the advertising solicitor and says, “I want your copy for to-day’s paper.” The merchant answers, “Tom, I have been so busy this morning I have not had time to prepare any- thing, but will give it to you in a minute.” He to his desk and dashes off something which he hands to the solicitor, who, in turn, thanks the merchant and goes along to the next merchant, where the _ identical thing is repeated. Then along about noon he reaches the office of the newspaper, hands the copy over to the compositor, who, being in a hur- ry, sets it up any old way, and the advertisement, as it appears night’s paper, does not pos- sess a ] argument. It appears from my _ observations that the composing room likes to see how many different styles of type it can use in an advertisement. Of course, there is no ‘improve- ment at the store of our friend, the merchant. His advertising does not tell what he has, why it is desirable or anything of this kind—maybe it ran, “Have just opened a new bar- rel of sauer kraut which I will sell at 5 cents a quart.” This will not sell kraut or anything else. As a matter of consequence adver- tising our friend does not pay. How can it? Advertising matter written in a few minutes, with your mind on something else. which goes to the paper without any instructions of any kind—no thought given to dis- play—is just so much money thrown away. I do not see how any ness man can expect this kind of copy to encourage business. Is there any reason why it should? None whatever. The great trouble with many of our retail merchants is they really do not know what constitutes good ad- vertising, and until they do, or get someone to do it for them, their suc- cess will never be worth recording. I have been all along this road and IT know whereof I speak. I have re- fused to O. K. bills for advertising which was not set up according to goes fnished in that single selling for sane busi- my instructions, which were very ex- plicit. I have all kinds of trouble with the papers in the small towns, but if you make them understand you know what you want they will give it to you. It makes me out of patience to see such a waste of money, when the same amount, rightly handled by one who knows how, could make the old store fairly sing with success. Let the merchant get this firmly implanted in his mind: You will nev- er make a great success of business unless you advertise right. Have your copy prepared by one who’ knows how. Have it prepared so you can have a proof, so you can see just how it will look after it has been set up. The advertisement writer is your best friend—worth more to you than you can ever pay him for the great good he does your business. William H. Myers. cn I re Is the World Growing Better? Hanging upon the walls of a cer- tain printing office in Grand Rapids are cards containing mottoes and epi- grams, such as “Knockers not want- ed. Let every one attend to his own affairs and we will have greater pros- petity;’ “The mind their reason people who own business succeed is because they have so little competi- “If the happens to be a crank, don't think that like nim: “If a gentle- man tion;” “Keep smiling:” boss gives you a license to be you can be and treat your fellow workers as gentlemen, get out before you are told to;” “Be kind to the boys—they are the coming men;’ “He who would drive others at their work most needs driving;”’ “If you are good enough to be given a job re- quiring the assistance please remember of others, not zood enough to be anything but a gentle- you are man;” “Good workmanship is appre- ciated, but not more than good man- ners;” “Absolute harmony is essen- tial f to efficient service. Do not for- get this when you are asked in a civil manner a civil question about your work;” “Every time you make a that useful- boor of yourself you are just much nearer the end of your ness in this department;” “Be be cheerful, be gentlemanly, and I’! bet a million you'll last longer in your job than the fellow who hates himself and everybody else.” sunny, All over our city, in the business offices of many of the mercantile es- tablishments, one can see similar evi- dences of quiet endeavor—or desire— jt better the to conditions of the peo- ple. If these thoughts were not in the minds of men they never would find their way into print, and if the least ennium men did long for the dawn of the m employers of not at 31 —for a Utopia wherein fraternity its broadest sense would be the prin- cipal pastime of life—they would not permit such reminders to be placed continually before them. There is an upward trend in the morals of mankind, notwithstanding of the alarm- the iconoclast. be practically wild accounts of the persistent howling ist or the knocking of Our public prints may monopolized by man’s duplicity and woman’s worse than weakness, of dishonesty in pub- lic affairs, of crimes and criminals of every form, of wars and cruel butcheries in the name of religion, yet all these stories, wild though they be, are pointing out the evils and are just as surely finding the remedies for them. The struggle for wealth is keener now than ever; but with almost cer- tain punishment hanging over the heads of the evil-doers the inclination to acquire that wealth dishonestly is slowly but surely diminishing. As the world has progressed along well-defined lines of civilization needs have become more accentuated our and our tastes more extravagant, and we have wandered afar from the sim- ple life to which the ancients were accustomed. There is much talk these days, however, of a return to that simple life, and the people who have wandered farthest away are the ones first to return, for, generally, they have the means so to do. Mottoes and epigrams _ pointing out the paths to a universal brother- hood are adorning the walls of many places where a few years ago their posting would have been treason. The world is growing better. Ernest A. Sine. —_-.__ His Blacklist. A man entered a grocery store and drew a slip of paper from his pocket. A clerk, with pencil and order-pad, stepped up in anticipation. The man adjusted a pair of glasses on his nose and looked over the list. “Do you keep Bopo Soap Powder?” he asked. “Bopo? No, sir—we have several] other soap powders, but no Bopo,” answered the clerk. “Paradise Creamery Butter?” quired the man. “No, sir, we don’t carry Paradise,” replied the clerk. “Have you Silver Star Baking Pow- der?” he continued. “Silver Star?” repeated the grocer, helplessly. ‘No, sir, we have ’most every other kind, but no Silver Star.” “Well, how about Queen Lil Sweet Corn? Do you carry the Queen Lil line of goods?” “Sorry, sir, but we don’t,” said the clerk. “All right, then I guess I’ll trade here,” said the man. “Those are the brands on which I’ve been stung.” There is no blessing to any bread unti] it is broken and shared. en- Reduction Sales — Closing Out Sales W. A. ANNING, The Sale Specialist Known for 7 years as Amer- ica’s leading Sale Promoter. Conducts every sale in person. My methods and unique plan Sever fail to bring desired results. Refer- ences from hundreds of merchants and wholesale houses. Wire or write to-day. Address W. A. ANNING Aurora, Illinois aoe “The Truth, The Whole Truth,”etc. “It is undeniably the fact that White Distributed at Wholesale by Judson Grocer Co. Grand Rapids, Mich. House Coffee is rapidly growing in popularity, and that the grocers taking it on have decided to do so largely on its intrinsic merit—which is, of course, highly complimentary to the superb quality of the coffee itself, as well as demonstrating the confidence the trade has acquired in the square-dealing and probity Dwinell-Wright Co., the great Boston and Chicago firm that is giving White House to the whole world of coffee drinkers with the most liberal kind of guarantee.’’ of May 19, 1909 MICHIGAN TRADESMAN 17 BARGAINS. The Secret of One Office Girl’s Ap- pearance, Written for the Tradesman. There’s a certain girl I know who passes, by all odds, as the very best dressed young woman in the set in which she moves and breathes and has her being. Her clothes ever fit her to a T, her hats are invariably becoming to her particular style, gloves are always immaculate, shoes are never out of order. In addition this girl’s belts are of the neatest and her neckwear is of the daintiest and decidedly chic. In fact, her appearance is al- ways to be emulated. “Tell me: How do you manage with your clothes so that they never seem the least bit out of order?” ask- ed a friend with the familiarity of long acquaintance. “I never saw the time yet when everything you put on did not look as if you had just come out of a bandbox—what’s the _ se- cret?’ “Well,” replied the one addressed, “I'll tell you, although I don’t know as there’s any great secret about it— it’s just this: “T watch the sales. “You see, being employed as a stenographer in a downtown office where I am not required to be at my work until 8:30 and have an hour and a half nooning, and leave at 5 o'clock, I have a deal more time for myself than have the ordinary girls employed in offices—two hours a day more than they—which means a good chance to continually haunt the bar- gain counters. “I watch the advertisements in the daily papers and keep my eyes wide open for all the special sales. I try to make it a practice not to buy what I don’t need and consequently do not squander my earnings, but I certainly am an indefatigable bar- gain hunter. “I have favorite clerks in all the stores and they ‘put me next’ to many nice things I can pick up at greatly reduced rates. “T’m a good judge of values; I know what all the staples sell at and the prices of many of the fancy articles. “When I get my eye on some- thing in the latter line that especial- ly pleases me, and I need it and can well afford to have it, I keep close watch of it from week to week and when it gets ‘reduced’ to the pur- chasing power of my pocketbook I assimilate it, so to speak. “But sometimes, when I observe that such a thing is a slow seller, I wait until it has come down in price much more than once, and when I dare wait no longer for fear some one will snap up the treasure I take it. “Occasionally I get slipped up on such articles, and probably there are others in the same boat as myself; others wanting those identical things with the same ravenousness as my- self. “I have a friend who also gets the most of her apparel at the sales and once in a while we find ourselves both watching for the same article. “There was once an elegant fluffy white boa I wanted the worst kind of a way. Unbeknown to each other we were both determined to pos- sess it. “It was so long it came way to the bottom of my dress, thereby ad- mitting of once tying at the bust and so preventing from dropping entirely off the shoulders. “Daily I used to imagine myself in my daintiest evening dress, airily flim- flammed out in that lovely boa, with a cute little hat or a big picture one, but neither of which should in any way eclipse the boa in richness of material—the boa was to be the fea- ture of my toilette. “Daily, as I say, I visioned myself this get-up, daily I adored it in its sacred glass case. “I should say, ‘Daily all but once I worshiped at its shrine.’ “But, alas! one day I had shoes on my hands—-how do you think I’d look with ‘shoes on my hands?’—and neg- lected to go and inspect my marabout boa. And that was where I met my Waterloo! “That very evening I went to call on my chummiest chum. ““Come upstairs and see what a sweet bargain I’ve struck!’ she ex- claimed enthusiastically, hardly giv- ing me time to get all the hatpins out of my headgear. ‘It’s just the dear- est thing! I know you'll fairly rave over it—hustle up, I can’t hardly wait in until you see it on me!’ And she chattered about ‘her greatest-ever bargain’ all the way up the stairs. ““‘Now just you sit down on the top stair and shut your eyes very tight so you won’t see until I’m all ready.’ “My chum was gone what seemed tao me longer than was mecessary £0 produce her bargain. “T sat as still as I could at the head of the stairs, with elbows on knees and knuckles dug into eyes, waiting for the bargain to appear. ““Ready!’ was the welcome sound at last, and I opened my eyes _ in- stanter. “My chum’s people live-in a big Colonial house and a wide hall runs through the lower part of it, dupli- cated in size and shape by one di- rectly above it. “The sight that met my eyes was my chum pirouetting down the hall in a pink mousselin de soie all trim- med with narrow Val. lace and— “Horrors! I could scarcely believe my eyes! (She had on marabout boa! ‘“Where did you get it?’ I gasped. | At Blanks? my beautiful white she answered, un- concernedly. “When? I demanded next, in a choking voice. ““Then my chum noticed that something unusual had come over the spirit of my dreams and she hurriedly answered: ““To-day, at 8 o’clock.’ “IT buried my face in my hands, quite unable to keep back the tears. “Why, what’s the matter, dear- est?’ she asked, all solicitude at once, dropping down on the top stair be- side me and putting her arm around my neck. ““Are you sick?’ she continued. “No answer except a sob or two. ““Don’t you like to see me in this peachy boa? Aren’t you just fright- fully glad for me that I was able to pick it up at a fairly dazzling bar- gain?’ ““Oh, Vivian!’ I exclaimed, crying yet laughing through my tears, ‘you look perfectly charming in that boa, but I couldn’t help but cry when I saw you prancing around in the thing I’ve been “laying for” for a month an’ a ’alf!’ long ““Why, you poor dear!’ cried Viv- ian, hugging me again. ‘And here I’ve been “showing off” to you in some- thing that was just as good as be- longing to you! Well, I don’t wonder you cried about it.’ “And then we talked it all over, laughing about it a good deal in the end, “T told her not to feel bad about my loss, for she was not a bit to blame; that it was her good luck at my expense. “She promised to will it to me if| - she died first—providing there was | a shred of a fiber left when she had_| switched it out! (I have doubts even | about the shred, as Vivian, although | the most fascinating girl in all the| world, is shockingly careless with every dud she can call her own.) “Well, that little heartrending epi- sode taught yours truly a lesson: not to wait for too many reducings be-| fore clinching article if she was | fully persuaded in her own mind to} it. “Suffice it to say, I never, nev- | er, see Vivian sailing around in that | darling boa without a frenzied desire an have no, to take the wind out of her canvas | by clutching it off of her plump| pretty shoulders and running away | with it where she will never see her—| my—-property again in all her live- | long days! | “Of course, it’s mighty mean in me | to feel that way, but I can’t help it—| I’d watched out so long for that boa. “T suppose the people in the stores look upon me as a regular bargain fiend, but that doesn’t make me feel bad the least particle. It’s my money and 1f I do until I see it marked down from some former price that’s my own lookout—my inaliena- ble privilege. “T said I’d tell you the secret of what you are so kind as to designate and their bargain-goods, seldom get a thing my ‘fine appearance’—or something to that effect—and, pure and simple, if I have a ‘fine appearance’ it is due to watching the bargain sales.” Me RS. CHAS.A. ( CHAS. A.COXE,, LCHAS.A.COYE. jg Po WWW WINN te eapeannnananapanecaneanna*--~ r | FLAGS Rea El I Ke HI Hae ig i) ~ LAUNCH LIGHTS STEERING WHEELS BELLS, WHISTLES and a full line of BOAT SUPPLIES 11 and 9 Pearl’ St. Grand Rapids, Michigan Mention this paper - 60 Yea Years | | the People’ al |_Choice. | Sawyer’s CRYSTAL E Top , Blu e, DOUBLE ty | STRENGTH. * ae ifting Top Boxes. Sawyer’s Crys- | to linen, laces and | goods that are | worn and faded. It goes twice as far as other Blues. Seupes pale Blue Co. 88 Broad Street, BOSTON - - MASS. STEIMER & MOORE WHIP CO. Westfield, Mass. Not ina ‘“Combine.”” Not a “Branch.” They make all their whips from start to finish and are not ashamed to put theirname on the whips. The stuff inside and the mak- ing tellintime TRY THEM. GRAHAM ROYS, Agt., Grand Rapids, Mich. Making your will the disposition of | property. | Executor Agent WILLS Our blank form sent on request and you can have it made at once. | send our pamphlet defining the laws on The Michigan Trust Co. Grand Rapids, Mich. is often delayed. We also real and personal Trustee Guardian MICHIGAN TRADESMAN May 19, 1909 — — = . WOMANS WORLD What Is the Proper Age To Marry? As long as there are marrying and giving in marriage, which, in the nat- ural order of things, must be so long as there are men and women upon earth, so long will the proper age at which they should marry be a fruitfui source of discussion. For ages the figures have steadily, although slowly, advanced, and, since Shakspeare spoke of 14, lacking “a fortnight and odd days,” as a “pretty age to marry,” blushing 15, sweet 16, 18 and 19 have all had their turn as the ideal age for heroism in song and story. Nowadays physiologists tell us that for her own sake and for the good of posterity no woman should become a wife until she is 20, that no man ought to take a wife until he is 25. the ages of 25 for the woman, 30 for the man, being preferable in order to insure a healthy maturity. Common law in most states of the Union for- bids girls to marry under the age of 16, popular prejudice raises the figure to 18 and women of 30 and over are the recognized belles in society in all centers of wealth and culture. During the last half century the age at which an unmarried woman in France may proclaim herself “une vieulle de- moiselle” and go abroad unattended has advanced from that of 25 to 30. Which all goes to show that the mar- riage age progressively rises with the progress of civilization—a fact which undoubtedly means something. As to the age of discretion, that is a movable quantity which no man may specify. Some few people attain it in childhood, others fall short there- of when their heads are hoary with the frosts of age. The proverb, “There is no fool like an old fool,” is one which applies peculiarly to affairs of love and matrimony. There is said to be one hour in the life of a peach when it is at its highest degree of perfection, and similarly in the life of almost every woman there is a longer or shorter period when she is at her fullest development of charm and malleability; at her greatest ca- pacity for making a perfect helpmeet for the man of her choice; an ideal wife and mother. Eminent physicians agree that to most women this blossoming comes at from 23 to 25, to some few a little sooner, to many others somewhat later. It may be fairly taken for granted that if, with all her getting, a woman is ever going to get wis- dom and understanding she will do so by the time she arrives at this period of her life; at least she will probably have gained some knowledge of men and the world—not so easily be led away by a winning manner and a flattering tongue. There are not many girls who are able to grasp the true responsibilities of marriage until they are past 21, but at that age they usu- ally have crossed the threshold of womanhood and are fitted for the du- ties and blessings of married life. There are, sadly be it spoken, some women who are not fit to marry at all, who have never learned to be un- selfish, helpful, charitable, thoughtful oi others; women who live for their Own narrow aims and pleasures, for bridge playing, gossip, dress and frivolity; women who will “do” a drive, a play and a supper with any sneering man who chooses to ask them; women who regard a husband merely as some one to gratify their extravagance and pay their bills. One. thing is certain, that the women who never ought to marry are those who despise home life, dislike children and who yearn for the excitement of “the firing line in life’s battle.” Most persons who think about it will agree that the best time for both men and women to marry is when, having reached manhood and woman- hood, they meet the one whom they love with all their heart and soul and strength, and who reciprocates that affection. But let both man and wom- an, especially the woman, be sure that they are really and truly in love be- fore they take the momentous step which can never be retraced. As George Meredith has said: “What we chiefly want in the mak- ing of marriage is more brain, more brain, O Lord!” Dorothy Dix. ee Life in the Country. The sun was rising in the west, and shed its beams on Cedarcrest, where pensive goat and sportive cow were perched upon the cedar bough. There Samuel Lemon watched his flocks, while Mrs. Lemon’ skimmed the crocks. He drove his hens to lake- let’s brim that they might dive and bathe and swim. The pigs were climb- ing elms and firs, the hired men gath- ered cockle-burs. A doctor passed on horse’s back and all the ducks called loudly “Quack!” The fruit tree agent asked to stay, all night the horses whinnied “Neigh!” Peace hovered o’er the country wide; the cattle lowed, the horses highed, and sound- ed through the village smoke the bark of watchdog, elm and oak; and he who owned these rustic scenes had seeded down his farm to beans. ee No Hurry. Sunday School Teacher—Don’t you want to be an angel, Tommy? Tommy—I ain’t in no hurry. The baseball season’s comin’ pretty soon. Labor Saving Devices and Advertis- ing. The labor saving devices of the country are often called the “Youth Retainers,” but it is an open question whether that title should not rather be applied to advertising. It is un- questioned that advertising has revo- lutionized methods of work, nature of diet, character of dress and amuse- ment, home surroundings and even places of abode, every one of which has been bettered as well as cheap- ened by its use, adding its share to the youth preservation which is so striking a characteristic of the age and time. Just one little instance: Everybody knows that one of the most disas- trous habits of the home women of the middle class in the last decade was: that of keeping the teapot al- ways on the stove and constantly sip- ping the tannin saturated brew, with its evil effects on the whole length of the digestive tract—advertising has practically replaced that pernicious teapot by the little brown pitcher of nourishing, soothing chocolate or co- coa. There is no manner of doubt that men and women to-day are younger, for their ages, healthier and better conditioned on the average than the last generation dreamed of being. They live as their parents never thought of living, and have posses- sions such as their parents never even hoped to have—from the labor saving tools, prepared foods and new methods of locomotion down to home hygiene, the amplified menu, the in- creased personal adornment and the wider knowledge of the possibilities of life—every one of which is the di- rect and unmistakable result of ad- vertising in one or another of its many phases.—Fame. VOIGT’S One Instead of Several A better flour than Cres- cent cannot be found to recommend to customers for universal use. For success- ful bread or biscuit making or for pastry you'll notice that Crescent flour supplies just what the folks want. The fact that every house- wife who has been persuaded to buy the trial sack is still ordering Crescent and is more than pleased offers every grocer the solution to the flour-stock question. One brand good for every- thing and everybody would simplify things immensely. Try it out on the particular ones. VOIGT MILLING CO. Grand Rapids, Mich. CRESCENT CASH CARRIERS That Will Save You Money In Cost and Operation \ Store Fixtures and Equipment for Merchants Write Us in Every Line. CURTIS-LEGER FIXTURE CO. 265 Jackson Boulevard, Chicago better. 36 Years on the Market Jennings’ Flavoring Extracts For years standard in quality, are today made better than ever; with increasing demand the grocer grows more interested. That’s why the Jennings’ Extracts are made Jennings Flavoring Extract Co. Grand Rapids, Mich. Establisned 1872 May 19, 1909 ete The College Recruit in the Business World. The one complaint of the busi- ness man against the young college recruit is that the young man comes to his establishment with so little practical knowledge of the business man’s business. To use him at all the business organization must as- sign him to work that virtually is puerile. The one encouragement held out to the young man is that with his basework of trained mentality he can aspire to rapid and permanent prefer- ment if only he will settle down and dig. But, college man that he is, it is essential that he buckle down and dig. He is forewarned that, graduate of the school as he is, he is in the primary class at business. He is in a position as apprentice to begin to learn. But he has a new corps of professors in a new schoo] that may not have a textbook anywhere in the establishment. It is this would situation on which I lay strong emphasis, feeling that thousands of young men are not awake to the conditions which they find confronting them in this appren- ticeship period. It is undisputed that even in this age of the technological schools this young graduate of the textbook is re- ceived only as an apprentice employe. There may be exceptions in the case of exceptional young men, but the rule holds for the majority. The em- ployer says to him in short, “All right, I'll give you a chance to learn the business. How little salary are you willing to work for in the appren- ticeship period?” This means nothing more clearly than that the offering the young man a chance to work his employer is way through the school of business He has no free scholarships to offer. He conducts no dormitory in which his apprentice pupils may lodge, rent free. In order to work the young man must eat. Therefore the matter of salary is considered as a short cut to the apprenticeship end. This is presuming that the employ- er is conducting his apprenticeship “school” wisely. For the wise em- ployer of men in apprenticeship stage must be counting upon the time when that young apprentice growing up in the business shall develop into broad- er capabilities and develop knowledge MICHIGAN TRADESMAN ae , af for stepping in under wider responsi- bilities and duties. Accordingly, as this employer is wise, he does not take kindly to the idea of educating young men for service in competing organizations. That average young man in business may cost his employer something. At the least he will cost the time and effort of supervision on the part of his superiors. Under the most care- ful direction the poung man’s mis- takes may cost actual money to the establishment. In many lines of work the apprenticeship term means loss of material to the employer. These items, the wise employer has learned, are to be considered, accord- ing to the laws of chance, as affecting the salary which he can afford to pay. Always he is in the position of the schoolmaster who must _ have something to show for the tuition of his pupils. He wants a willing pupil, He will feel the necessity for keeping his apprentice encourag- ed as much as possible. If he shall have scaled his salary limit he will try in his wisdom to make amends in appreciation of his young man’s ef- forts. Appreciation will “butter no parsnips,” literally, but figuratively it will go a long way if it be honest ap- preciation of efforts and results that honestly are worth while. In the light of these hard facts, therefore, the young man new to business ways and the conditions that affect them can not afford to look up- on his position as anything other than as a student in the world school. That day passing in which he has not learned is a day lost! That day pass- ing in which he may have learned something that is wrong, ineffective and misleading when he shall have been graduated to the position of ex- always. ecutive, taking a strong initiative in some life and death matter for him, may mean a ruined future! What kind of business school are you attending, young man? Are you wasting hard efforts at learning of a poor master? Or, are you killing time and “cramming” in the best school open to you? For you are in school—don’t forget that insistent fact and fail to take into consideration that having come through the pre- liminary training of college you are likely at an age where you can not afford longer to shirk in schoolboy idleness! In college you may have been an indifferent student, held there by a parent’s liberal purse and exaggerated ambition for you. In your present school, however the liberality of the purse, your employer will look to you to maintain the ambitious end of the schooling. His interest in you must flag in that first intimation of your flagging interest. Not only must you become an individual stick of dead timber in such event, but your influ- ence must be to invite decay in others in the organization. No wise head of an organization will tolerate this in- fecting evil in an employe. Marshall Field is conceded to have been one of the great organizers of his time. The one situation which al- ways warmed him to caustic criticism of his managers was the occasional sudden loss of a department head and the confession from some _ one next in command that this command- er was “unable to put a finger on a man for the place.” “Why can’t you?” would be the warm questioning from the chief. “Why haven’t you developed two or three men big enough for the place? Are we running a cemetery here?” Marshall Field appreciated to the full that he was running a business school from which he expected eco- nomically to choose his business graduates. He felt that in the matter of this successful schooling the pro- fessors at the head of departments were equally at fault when graduates were few. He knew he could not af- ford to ran his school if later he could not draw upon its graduates for the position of teachers in his es- tablishment. This is the lesson for the young man matriculating in the world. business If you have a poor faculty in your present school, get out of the school, If you are an indolent stu- dent, wake up to your work and your opportunity. John A. Howland. ——_. 2» What Did He Mean? Conductor—I had a narrow escape last night. I fell off the rear plat- form, but luckily wasn’t injured. Motorman—Well, they say Provi- dence takes care of intoxicated men and fools, Conductor—But I never drink. Motorman—That’s all right, old pal. I know you don’t. 19 Questions of the New Planets. Is there a planet beyond Neptune? Prof. George Forbes has recently re- vived some earlier calculations indi- cating its possible existence. He sug- gests that there is an unknown planet revolving at about 105 times the earth’s distance from the sun, and consequently having a period of rev- olution of about 1,000 years, in ac- cordance with Kepler’s third law. Prof. Forbes concludes that its pres- ent longitude in its orbit is about 202 deg. and its south latitude is 34 deg. It is consequently at present to be looked for only in the southern hemisphere or from _ observatories nearer the equator than we are. Prof. W. H. Pickering has just giv- en the place of a_trans-Neptunian planet as in the southeastern part of the constellation Gemini. This can not be the same object as that re- ferred to by Prof. Forbes, but noth- ing seems to prevent there being two or more bodies moving in planetary orbits outside the orbit of Neptune. At the other end of our system is the question of an _ intra-Mercurial planet. lLeverrier, one of the discov- erers of Neptune, found in 1859 that the motion of Mercury is such that the position is changed in a manner which can not be altogether account- ed for by the action of the other known planets. It might be explain- ed by the attraction of a planet or a number of small planetoids revolving inside Mercury’s orbit and_ lying nearly in the same plane. Dr. Lescarbault, a French country physician, that he had planet crossing the sun on March 29, 1859. He was visited hy Leverrier, who satisfied himself that the doctor’s observation was zenuine. He calculated the orbit’ therefrom and gave the planet the name of Vulcan. But it has never been seen again, al- though if real it ought several times to have been visible in transit across the sun. Prof. Young considers it extremely probable that there are a number, perhaps a great number, of intra-Mercurial asteroids, perhaps each of them not having a diameter exceeding fifty miles or so. So small objects lying near the sun would be nearly certain to escape detection either in transit or during an eclipse. a The most desolate lives are those that are lived for life’s furniture only. announced seen a Ceresota Flour Made in Minneapolis and Sold Everywhere Judson Grocer Company Wholesale Distributors Grand Rapids, Michigan MICHIGAN TRADESMAN May 19, 1909 MUNICIPAL ADVERTISING. Most Economical Methods of Accom- plishing It. Cities that advertise themselves are best advertised. The national capitol has advertised the city of Washington as nothing else could. The architectural beauties of Paris, Berlin and Vienna and the antiquity of Rome have advertised those cities more effectively than acres of display space. The same general idea is ap- plicable to any city or town in the United States. The best advertising begins when a city has cleaned up its own dooryard and made itself attrac- tive to those who, by accident or with purpose, visit it. Mouth to ear, and mouth to ear, such advertising tray- els endlessly. Eventually a city has “reputation,” which is the tangible re- sult of quiet self-advertising effort ex- pressed through civic improvement. Saint Paul has expended seven months’ effort in an exceedingly prac- tical campaign in which a total of $6,000 expended has developed re- turns to the value of $300,000, yet the best advertising Saint Paul has ever done was the establishment of “ways ef light” along its principal business thoroughfares. Too little attention has been paid in America to beauty in municipal improvement. Our railroad stations are dingy and pninviting. Our parks, when we have them, are usually vast- ly inferior to the parks of foreign cit- ies. Boulevarding, a tremendous agency in the building of a beautiful city, is slouched or neglected alto- gether, and the serious effort is ex- pended toward the rearing of massive business buildings and towering office structures. What better advertising could any city have than a railroad station which, giving the first im- pression to be formed in the mind of the stranger, is architecturally satis- factory, surrounded with a breathing spot of green, comfortable and, above all, clean. Hardly an American rail- road will hesitate to effectively co- operate with a municipality, once the corporation is convinced that the ef- fort at improvement is serious, and that the cost will be shared. The great State capitol, erected in Saint Paul after thirteen years of work, has done magnificent service in advertising the city. It is beauti- ful, commanding, impressive. It is worth seeing and draws the inter- ested. Little things count in municipal advertising, and the things which count most are those which bespeak some public thought for attractive- ness, cleanliness and beauty. Here are a few of the little things which any city may do, and reap substan- tial advertising benefit: Clean streets are most valuable in their advertising relation. If they are not paved let them be surfaced, kept in repair and kept free of stray pa- pers and litter. Even a billboard is more attractive than vacant, dilapidated buildings, which tell their own story of lack of progressiveness. Business streets at least should be free of these. The local hotel counts more for the reputation of the city than any other single agency. Rest rooms for women in down- town stores; drinking fountains for horses and dogs; lavatory accommo- dations in the local railway station; street signs which are neat, legible and designed with taste; neat direc- tories in public places, telling where to go and what to see. These all count in an important measure in making and maintaining favorable im- pressions. Saint Paul has planned a magnifi- cent river drive, miles in length, care- fully paved and improved, making a circuit of two sides of the city and ending in a beautiful park. Any city located on a pretty stream may do the same. Such a drive makes a city worth visiting; and thousands who roam the country for pleasure, new sights, amusement and recreation may be attracted by such a feature. Van- couver’s Stanley-Park drive and many other drives close to other cities are known to thousands who could hardly tell what other fact about the given city they have remembered. Keep in touch with the railroads. If a city has a thousand attractions and the railroad advertising agent does not know it, it will never occu- py its proper place in the endless stream of railway advertising flowing constantly to the very ends of the earth. The railroad advertising agent wants this information. Oftentimes it is well-nigh impossible for him, in his office, to get into touch with the facts he desires or to obtain the pho- tographic material he could so well use if he had it. See that someone takes care of him. Don’t forget the railroad industrial agent. ii by proper co-operation the railroad, which must advertise, can be placed in a position to help its local towns, the municipality has benefited pro- portionately to the volume and cost of the railroad advertising done. Saint Paul entertained the advertising agents of all the lines entering the Northwest last fall. The visitors had a pleasant time, spending practically an entire day touring the city and studying its “talking points.” Columns might be written about the possibilities of making the city so attractive as to be the center of a constantly spreading stream of com- ment and favorable mention. This excellent advertising and every op- portunity which assists such work. the work of “publicity,” should be utilized. Yet there is a danger. The skilled mechanic sticks steadily to one job until his work is complete and perfect in every detail and meas- urement. Great danger to city ad- vertising movements threatens when public effort is allowed to scatter and cover too much territory. One thing at a time, and the one thing well done, means, in the course of a dec- ade, a city which has fitted itself for comparison with the best American muicipalities and has made no false steps. 1S mo Effective city advertising embraces more than this: It means the con- tinuation of “publicity” to the point where the city has no fault of serious consequence to find with its own at- YOUR DELAYED TRACE FREIGHT Easily and Quickly. We can tell you how. BARLOW BROS., Grand Rapids, Mich bummerci! Gre. La Credit Advices and Collections MICHIGAN OFFICES Murray Building, Grand Rapids Majestic Building, Detroit Mason Block, Muskegon G. J. Johnson Cigar Co. S.C. W. El Portana Evening Press Exemplar CHILD, HULSWIT & Co, INCORPORATED. These Be Our Leaders BANKERS GAS SECURITIES DEALERS IN STOCKS AND BONDS SPEC.** DEPARTMENT DEALING IN BANK AND INDUSTRIAL STOCKS AND BONDS OF WESTERN MICHIGAN. Kent State Bank Grand Rapids, Mich. Capital - - - $500,000 Surplus and Profits - 180,000 SS Deposits 5% Million Dollars HENRY IDEMA_ - President J. A. COVODE - - Vice President J.A.S. VERDIER - - - - Cashier 34% Paid on Certificates CITIZENS 1999 BELL 424 823 NICHIGAN TRUST BUILDING, . GRAND RAPIDS ¢ GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY Grand Rapids, Mich. FIRE You can do your banking business with us easily by mail. interested. Write us about it if The Leading Agency THE NATIONAL CITY BANK GRAND RAPIDS WE CAN PAY YOU 3% to 34% On Your Surplus or Trust Funds If They Remain 3 Months or Longer 49 Years of Business Success Capital, Surplus and Profits $812,000 All Business Confidential We Make a Specialty of Accounts of Banks and Bankers The Grand Rapids National Bank Corner Monroe and Ottawa Sts. DUDLEY E WATERS, Pres. F. M DAVIS, Cashier CHAS. E. HAZELTINE, V. Pres, JOHN L. BENJAMIN, Asst. Cashier JOHN E. PECK, V. Pres. A. T. SLAGHT, Asst. Cashier DIRECTORS Geo. H. Long John Mowat J. B. Pantlind John E. Peck Chas. A. Phelps Chas. H. Bender Melvin J. Clark Samuel S. Cori Claude Hamilton Chas. S. Hazeltine Wm. G. Herpolsheimer We Solicit Accounts of Banks and Individuals Chas. R. Sligh Justus S. Stearns Dudley E. Waters Wm. Widdicomb Wm. S. Winegar THE OLD Capital $800,000 Surplus NATIONAL $500,000 BANK N21 CANAL STREET Correspondence is Invited with those who have the charge of funds in large or small amounts Out-of-town accounts Solicited May 19, 1909 tractiveness; and then “advertising,” the careful, methodical, business ap- plication of commercial advertising principles, begins. “Publicity” is an indirect form of advertising. The di- rect form means a business campaign along business lines to reach certain classes of people whom the city needs and present to them terse and definite business advantages to be gained by removing to or living in the city ad- vertised. This means display space in mediums of recognized worth, pre- ceding the use of which there must be intelligent and sensible “follow- up” literature. Booklets must be ready to mail to enquirers. Business facts must be gathered and _ sifted with a view to their business conse- quence and interest to the business man elsewhere. These must be pub- lished in effective and attractive form. How to circulate such material and where to circulate it are vital ques- tions which must conclusively be set- tled in advance. When this is done the city is prepared to go before the country and sell its goods—i. e., its advantages, attractions and opportu- nities—to intelligent buyers. “Publicity” is exceedingly valuable, but “general publicity” without ‘“ad- vertising” (following well thought out and practical lines) is like using milk without waiting for the cream to rise. The straightforward, practical advertising is the net which gathers in the good done by the extension of a city’s reputation, and turns it to ac- count in the upbuilding of population, the increase of business houses and the multiplying of industries. The American magazines and not- ably some of the weekly periodicals of huge national circulation afford MICHIGAN TRADESMAN the best and most economical means of such direct advertising effort. A list of sixty-five American daily news- papers can be made to satisfactorily cover the entire nation in such a campaign. The use of newspaper space, if wisely determined, can be made a most practical help in a city The proper co-ordination of plans for the use of both classes of mediums, both having advertising campaign. been subjected to a thorough sifting process, brings about a well-balanced and probably the most effective cam- paign. Even more modest effort will pay tremendously. Minnesota’s State Immigration Commission is receiv- ing two hundred letters a day as the result of a want advertising campaign backed by excellent follow-up litera- ture, which is costing but $100 per month. Astoria, Ore., produced mag- nificent returns from a similar cam- paign, which cost, all told, but $12,- 000, including salaries and all ex- penses. The city that advertises must “de- liver the goods,” it must have some- thing practical to talk about. There is nothing better than the story of its beautiful location, pleasant residence districts, municipal improve- ments, and all that goes to make up parks, ideal American home and business life. Curtis L. Mesher. —_——_>~____ The Duke of Wellington — said, “Habit 1s ten times nature.’ The thing reaped is the thing sown multi- plied a hundredfold. If you have sown the seed of life you will reap life everlasting. An act of love makes the soul more loving; a deed of help- fulness deepens self-devotion. Stray Thoughts By the Man Behind the Counter. Written for the Tradesman. A debt never outlaws in the mind or intention of an honest debtor. Giving to benevolent objects sim- ply to please a customer or with the hope of drawing trade is neither a worthy motive nor good business pol- icy. “The smile that won’t come off” is only a modern appellation for ‘an everlasting grin.” In the store of experience there are no bargain dear. Cheap goods are often most expen- sive, and expensive goods are many times the really cheapest. Experience may be a dear teacher, but not greatly beloved. With flour at one dollar a sack many poor people will continue to throw away the best part of their bread—that is the crusts. Many people have the _ truth brought home to them without the expense of a “lost” advertisement. To treat any enquiry about goods with counters—everything is or prices indifference or con- tempt is a great mistake. It is impossible to please some people. For instance, he who is mourning over being undone will not be pleased by being “done up.” Never by word or manner intimate to a customer that he or norant or behind the times. A broken staff is of little value ex- cept it be “the staff of life,” which is of greatest more it is she is ig- value the broken. Let us therefore be thankful for ex- ceptions to general rules. It is sometimes a blessed relief to forget, and it is just as necessary and 21 just as desirable to learn to forget as to learn to remember. All are not perfect, and all have some reasonable excuse for not be- ing perfect except the grocer. He has ample opportunity to know what he should do and what he should not do. The people do not leave him in ignorance. And the grocer ought to be pros- perous if anyone is. He may profit every day by the advice and informa- tion tendered him. What if experience is a dear teach- er? Our teachers should be well paid. And, again, we ought to be willing to pay for everything we pur- chase. 3e good to yourself. How? By being good to other people. For in- stance, there is a hard working man with a family buys goods of Or perhaps it is a poor woman. You know that she could furnish her table better at less cost if she only knew some things about groceries that you know. Unless she is very proud and unapproachable you could offer suggestions which would be of much value to her. You could make as much or more profit and still save her money. If you keep on filling her orders for high priced goods without or helpful sugges- tions some day when she feels poor and discouraged she will try some other grocer and discover that she because he sells the same goods you do at a lower who you. friendly can do better—not price but because he proves to her that lower priced goods are entirely satisfactory. E. E. Whitney. —_——_ seo The man who makes up his mind discovers that there’s an awful lot to do. to do nothing soon MICHIGAN TRADESMAN May 19, 1909 = — = os =<— Value of Sales Checks To Hardware Dealer. The retail merchant is to-day con- fronted with a very important propo- sition, one which well warrants his earnest attention and consideration, and that is, system in business. When we look upon the remarka- ble success of those concerns who have practically applied system—that is, system pure and simple—we can not but attribute much of their suc- cess to the methods which they have employed. In retail business it has not uncom- monly been found that the clerk has enjoyed through his salary a greater income than the merchant himself. In short, the merchant has been conduct- ing his business with his mind filled with worrisome details which really have rendered him inactive for the bigger things, thus making it impos- sible for him to delve into the inner- most part of his business, to deter- mine the shortcomings and overcome them. While it would be possible to dwell on this particular subject, this article is designed to cover but a portion of the value of system. Upon the proper recording of each sale a great deal depends and this may be considered one of the important factors in system in conducting a retail business. In the wholesale lines we find that the bill clerk will render an invoice for every article sold, no matter how large or small the amount of sale may be, this being done solely for the pro- tection of the management, as a chéck against each and every transac- tion. Four Advantages. Let us consider the features and ad- vantages of the sales check and its results: 1. What does it mean to the mer- chant? 2. What does it mean to the cus- tomer? 3. What advantage is it to the clerk? 4. Wherein does it benefit an in- ventory? In answer to these questions we find the merchant, upon whose shoul- ders rests the burden of business, must necessarily have every protec- tion as a guard against errors, omis- sions, losses and other discrepancies. We find that he must have a record of every, transaction, no matter wheth- er it be a cash or charge sale; whether it be for money received on account or money paid out; whether it be goods going out on approval; all this should be in such a form as to make it possible for him to examine his fecords, to determine any shortcom- ings, to prevent losses, to make prop- er collections and to conduct his busi- ness with the ultimate end in view, namely, success. The ‘sales check will help him. It is impossible to draw money from a bank merely on a verbal order; you must issue a check for the amoun: which you wish to withdraw. Why is it, then, that merchants will permit stock to be taken off their shelves merely on verbal request? It does not matter whether you receive pay for that sale, or whether the goods are to be charged, you are practically taking out of your stock merchandise, giving it out promiscuously without a record of the transaction. The sales check by a proper method—one which has a protective feature in connec- tion—will materially benefit the mer- chant and his business. It will tell him every minute of every day exact- ly what goods are being sold, at what ptices and by whom; it will enable him to determine his daily profits; will tell him whether the goods have been sold above or below cost; will guard him against any dishonest at- tempt on the part of salesmen; will prevent the trade from attempting to have one merchant exchange another merchant’s goods; will enable him to balance his cash and trace any error that may be existing in its failing to balance. Such a system also gives the merchant a proper method of han- dling his charge and approval trans- actions; informs him as to what money is being paid out and for what purpose, and advises him as to what money is being received on account and from whom. Value To the Merchant. The sales check’s value to the mer- chant can not be doubted, as the mer- chant protects the sale by guarantee- ing his goods; by assuring the cus- tomer that the price paid is the le- gitimate marked price; that if the goods are not satisfactory they may be returned. In other words, the merchant stands back of his goods and stands back of his clerks. The customer really protects the mer- chant, for if an article has been pur- chased for $5 and the salesman issues a sales check for $3, the customer will immediately register a complaint, and that complaint will be made to the proprietor. If an article is mark- ed to sell for $5 and the clerk, either willfully or by error, will have charg- ed that customer $7 for same, a com- plaint will likewise be made and to the proprietor. If an article is damaged it will be returned, but the merchant should know whether that article has been purchased from his store or not, by.the return of the sales check on the part of the customer, or by re- ferring to the records of the daily sales. Established in 1873 Best Equipped Firm in the State Steam and Water Heating Iron Pipe Fittings and Brass Goods Electrical and Gas Fixtures Galvanized Iron Work Value To the Customer. To give a sales check to a customer has also a distinctive advantage, if the customer sends a child or servant. In that case, if any error exists, your customer will be in a position to de- termine upon whom the blame is to be placed. In short, the sales check makes the customer a part of the sys- tem; it gives him a receipt, if it is a cash transaction; it gives him an in- voice, if the goods are to be charged; it supplies him with a receipt if he makes payment on account; it gives him a memorandum invoice if the goods go out on approval; conse- quently, it brings the customer closer to the merchant and by making it im- perative that the merchant will not exchange goods unless the sales check is returned, it causes these sales checks to be retained and to be de- manded by the customer. Going in- te the home they also provide an ad- vertising feature as well. The Weatherly Co. 18 Pearl St. Grand Rapids, Mich. = NG. S ss ee ——_ == SUN-BEAM= ————— —— TRADE - MARK. “Sun-Beam” Brand When you buy Value To the Clerk Horse Collars The next question refers to the clerk. An honest clerk, one who has the welfare of his employer at heart; one who is anxious to be careful in the execution of his duties; one who has high aims in life, welcomes the sales check and fully appreciates its value in business. If a customer at- tempts to bring an unfair charge against a clerk, the sales check is his protection. It also enables him to bring continually to the attention of See that they Have the ‘‘Sun-Beam’’ label ‘‘They are made to wear’’ M’F’D ONLY BY Brown & Sehler Co. Grand Rapids, Mich. WHOLESALE ONLY Baker’s Ovens, Dough Mixers and bake shop appliances of all kinds on easy terms. ROY BAKER, Wm. Alden Smith Bldg., Grand Rapids, Mich. A HOME INVESTMENT Where you know all about the business, the management, the officers HAS REAL ADVANTAGES For this reason, among others, the stock of THE CITIZENS TELEPHONE CO. has proved popular. Its quarterly cash dividends of two per cent. have been paid for about ten years. Investigate the proposition. AAW 5 2) mS we ,) D y Oats “IW WSS SAE SG GWE SPAN SS xoxox“ Te WSS ~ “Sassg“s : SS pS ~®IAIAE_0§ SS \ \\ . SSS} MSS 27S Re QUICK CLEAN SAFES 54% nig i WSUS 7 Ne FE RAN by," % bo OA \W\\ eee N AN itd i i AN Gu SO Sen aw FOSTER, STEVENS & CO. Grand Rapids, Mich. > ( and this can only be properly traced Exclusive Agents for Michigan. Write for Catalog. May 19, 1909 his employer his energies, his capa- bility of making sales, his devoted ef- forts for the business, which cannot help but mean advancement in both position and wages. To a salesman who is otherwise than honestly dis- posed the sales check system plays the part of a detective, as it will im- mediately show who has made the sale and will guard against any col- lusion on the part of employe and customer. Its value in this respect is most worthy of consideration. Value To Stock and Inventory. The fourth question applies to its value to stock and inventory. It should be made perfectly plain to all em- ployes that each and every item sold must be listed, so that if twelve knives of lot No. 1,275 are put in stock, the record of sale will show whether these twelve knives have been sold or whether eleven have been sold and one still in stock, or whether eleven have been sold and_ the stock entirely exhausted, showing that one has mysteriously disappear- ed. It will tell the merchant every day what stock he has on hand. In other words, it provides an elastic, protective, daily inventory; it proves as a check against the stock and its results may be well considered to be exceedingly farreaching. “Methods To Be Adopted. Having covered answers to. the questions, the reader may be desirous of knowing what would be the best course for him to pursue in order to adopt a method and what that method should be that will give him all of this protection.. There should be three copies of each transaction is- sued, or, two full copies and a tabu- lated record, but in each and every case this third copy or record should be retained under lock and key, not accessible to any one save the pro- prietor. This would then provide that the original or printed sales check bearing your advertisement would be given the customer, the duplicate sent to the office, while from the record which is retained under lock and key the merchant would be able to check his duplicates to see that none are missing and audit his business with the utmost degree of accuracy and in a thoroughly practical manner. This method may be well applied to a sales system which provides for the use of an autographic register, re- taining a locked third copy in a pri- vate receptacle. This register being in constant view of the customer its em- ployment will cause its recognition. and as previously stated, a sales check will be demanded for every purchase made. Some merchants have, in their de- sire to overcome losses, adopted sales books or other similar expedients, but the sales book is lacking, it has no protective feature whatsoever, it means the continual loss of these books or their misplacement. A sales ' book, moreover, is open to manipu- lation on the part of the dishonest salesman and does not guard against the collusion between a customer and salesman. If a duplicate copy is lost the merchant is absolutely unable to determine the nature of that transac- tion. If he has installed a system MICHIGAN TRADESMAN merely for the recording of his cash— that is, a receptacle to receive his cash transactions—he has only touched on a minor portion of the vital part of the business, since that method will not show what has been sold and does not protect him, for if the cash does not balance at the close of the day he has no means, absolutely none, whereby to trace the error. The merchant can not give this sub- ject too much consideration. He must necessarily install a system which is sufficiently broad in its scope of use- fulness and so complete in its opera- tion that the system may become, practically speaking, a silent partner in his business; to guard and protect his interests; to relieve him of worry- some details, that he may build up his business; that he may enjoy the bene- fits of the profits once earned and to reach his highest ambition, namely, that of a successful merchant and business man. The thorough applica- tion and continued employment of the sales check may be well considered as being productive of the desired re- sults and can not help but mean a better business, conducted on the bas- is of a successful future—Milton C. Stern in Hardware. ~~ Who Is the Best Buyer? He is not the man who buys the most goods. He is not the man who buys the cheapest goods. Strange as it may seem, he is not the man who always pays least for the goods he buys. The best buyer is the man whose goods sell best. The keynote of successful buying is to make the salability of the goods—not the price—the first con- sideration. When an article is offered to a buy- er his first thought should be, “Is it good? Will it sell? Is it a money- maker? If not, I do not want it at any price.” Slow-selling goods which remain a long time on the shelves are dear no matter what you pay for them. The successful buyer considers first what- ever the article offered will sell read- ily for at a fair profit. Then, and not until then, he endeavors to get the lowest possible price on it. It is not the first cost of the goods which counts, but what can be made out of them—all things considered. It may even be good business to pay more for one article as compared with another because you can make more out of it. Take as an illustration the experi- ence of a retail hardware man in buy- ing glass nest eggs. He had been buying these in moderate quantities at 25 cents a dozen. They were put up a dozen in a box. Along comes a salesman who offers him similar goods by the barrel at about half this price. Attracted by the low price he orders a barrel. When it comes in he finds that the barrel might better be called a hogshead. He now has enough nest ezgs in stock to last him possibly ten years. They are packed loose in the barrel and the exitra trouble in handling them, the dead stock on hand, the extra room required to| store the goods, etc., will not repay | him in the long run for the difference | In price. ‘This merchant would have made | more money, taking everything into| consideration, if he had continued to| buy nest eggs at a higher price but | get them in moderate quantities | and packed conveniently for handling rather than to overstock because of nis desire to buy at the lowest fig- wre. Many similar instances might be mentioned involving a much larg er expenditure of money than is re quired for an investment in nest ezgs It is a serious mistake to over- buy. The amount of stock carried should bear a definite relation to your sales—say one-third to one-fourth as much as your annual business. To make money you should turn your stock three or four times a year—the oftener the better. The other extreme is an equally serious mistakxe—to be so atraid of overstocking that you will not have the goods when they are called for. Buying in this way makes it .impos sible to build up your business. The ideal condition is to watch the stock closely and buy often and in moder- ate quantities so as to have the goods on hand when wanted and the shelves emptied when the demand slackens. — -—_».2 > The Difference. “Give two men an equal chance | with the same goods and the same advantages in the same territory, and one will turn out to be a John Wana- maker, while the other winds up a brief and inglorious career as Jonah H. Mudd. In most all the cases out of ten it is simply because one has | the plain, animal intelligence to ask | for business and the other has not. “If you know what you want, and why you ought to have it, for Heav- en’s sake jump out in front and ask | for it. And keep on asking as long | as there is anything in sight that | looks as if it might come in handy | sometime.” Leroy Fairman. | Too many think their hearts are | uplifted because their heads feel light. | 23 H. J. Hartman Foundry Co. Manufacturers of Light Gray Iron and General Machinery Castings, Cistern Tops, Sidewalk Manhole Covers, Grate Bers, Hitching Posts, Street and Sewer Castings, Etc. 270 S. Front St., Grand Rapids, Mich. Citizens’ Phone 5329. 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, IM. » 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. General Investment Co. Stocks, Bonds, Real Estate and Loans Citz. 5275. 225-6 Houseman Bldg. GRAND RAPIDS FIRE AND BURGLAR PROOF SAFES Grand R. pids Safe Co. Tradesman Building No doubt when you installed that lighting system for your store or invested your money in gasoline lamps for lighting your home you were told to get ‘The Best Gasoline.” CHAMPION 70 TO 72 GRAVITY Pure Peansylvania Gasoline. Also best and cheapest for engines and automobiles. It will correct the old fogy idea that Gasoline is Gasoline. Grand Rapids Oil Company = Riffing Con Lia. Oucitg, Pa We have it, Ask us. JowNEy’s COCOA and CHOCOLATE For Drinking and Baking These superfine goods bring the customer back for more and pay a fair profit to the dealer too ee tim 5 ee eee The Walter [1. Lowney Company | BOSTON 24 MICHIGAN TRADESMAN May 19, 1909 GARDENING WORK. Feature Seasonable Tools for Its As- sistance. Written for the Tradesman. A good many of the stores that carry garden tools and other sup- plies that go to the beautifying of the home surroundings are just now making a big feature of them in their show windows. And this is as it should be, for everybody in this temperate latitude is beginning to get the spring fever to dig in the ground and help vege- tation to get a hustle on itself. ‘ More and more are people turning to horticulture as a source of profit or of pleasure or of both. An ardent horticulturist will insist upon the buying of utensils proper to work with, and who shall ‘supply these very necessary implements if not the hardware dealer or the general mer- chant? For the next whole month, at the least, garden and lawn implements should receive a great deal of the windowman’s solicitude. They should not, of course, be in window evi- dence during the entire thirty days, but often enough to impress on peo- ple’s memory the fact of the exist- ence of the goods at your place of business. Let each tool in the window bear a silent but speaking placard, with the price and also a few words ex- planatory of its use. These cards may be funny or serious, as best suits their originator. One of the downtown hardware stores is this week drawing universal attention to its horticultural tools by the introduction in one of its large windows of a young man and a young woman dummy, the former running a lawn mower, the latter oc- cupied with a rake. The man is dress- ed in overalls, the woman is clad in a plain tub dress of gingham, aptly befitting their occupations. On the floor and in the background are ar- ranged various tools employable in the yard. No one goes by this exhibit without at least one glance, while many do more than simply gaze: they step inside and purchase the needed duplicate of some article in the dis- play. There’s scarcely a householder but has to get in the spring some new tool for assisting in bringing his premises to perfection. Old ones wear out or have some accident hap- pen to them or get mislaid or stray away from home never to return. If new ones are not laid in to replace these derelicts the work they repre- sent must be carried on to disadvan- tage. Often the growing boys of a family are required to contribute their share in the endeavor to “make our yard the prettiest on the street,” and where this is the rule the proper care of every separate tool should be re- garded as an almost sacred responsi- bility. It fairly hurts me to see the light in which so many of the younger generation regard tools. When I was a child a tool, as now, cost money and was to be looked upon as_ its te eee equivalent—a thing not to be reck- lessly handled. My father early in life taught me that I was to be as careful of tools as if they books, and I grew up with a sort of reverence for both. I was caught slinging either around in the impudent manner of the majority of the present-day young fry. With me a tool was a tool and a book was a book, and both were things to be handled as heedfully as if I were my own elder and put away religiously when done with. And that early dis- cipline became such a part of my everyday life that I have been dom- inated ever since by its spirit,and my fingers actually ache to give a rap over the knuckles whenever I see a boy or girl throw scissors or shears around in a way to break the points or otherwise mutilate these and other tools. It is not so much that the were never latter stand for cash as that such acts stand for vandalism, and _ this lawlessness will just as sure as preaching lead to worse. But this is digressing considerably from that about which I set out to talk—the desirability of the hardware dealer and general merchant making in their window exhibits a special ef- fort to get the trade of the garden- ing public concentrated at their par- ticular mercantile bailiwicks. WW FR: S. —_————__ 22 Learn From Your Neighbors. Of course it is possible that you are so wise that it is unnecessary for you to seek knowledge. But it is not at all probable. Most of us have an- nexed but a fraction edge that would be helpful in our daily work. We may have graduated from the best colleges in the coun- try, we may have degrees from the big educational institutions of the Old ‘World, but we have never re- ceived a diploma from the School of Life. So long as we live we can learn, and those who are not learning daily are not living as Nature would have them live. The business men who have become great became successful by learning from others and then applying what they learned. The merchant who is satis- fied that his store is the best in his town, and who has only contempt for his fellow merchants and the man- ner in which they conduct their businesses, is standing on the greased chute which leads to the business Gehenna. One of the most success- ful merchants I know spent over a year traveling around the country be- fore he even broke ground fora new store. He talked with proprietors, but most of his talks were with the clerks. He told me that he learned more from them. Not only did he learn how to arrange his new store so that it would be best adapted to the needs of his business, but he learned how to handle his customers so as to give them satisfaction. He “was meek and humble and he learned. (This man is a success. He _ has health, he bids fair to enjoy a long life, and he has all the money he can “use—money honorably earned. “Our hated rivals” can be made to work for us. They are not all bad. of the knowl-|~ SUCCESSES |" They have much that is good. Our duty to ourselves is to find the good in them and use it. Of course there is gold in sea water which is not taken out because the process of ex- tracting it is too costly. It may be that the cost of getting the golden information from some of your neigh- bors is too costly. But there are places where golden information can be obtained at a profit to you and without loss to your neighbor. There are on the road salesmen who think they know it all. There are sales managers who are afflicted with the same disease. They are walking away from the light, their shadow is on the path and they do not see the holes and the scattered rocks. A tumble is If it is wisdom you Seek it with awaiting them. want, you can have it. an open mind. Desire wisdom and express your desire in work. You will get what you desire and in just the measure of that desire. i The Insanity Plea. “Sir!”? said the young woman, with what seemed to be indignation. The young man _ looked embar- rassed. “Yes, I did kiss you,” he admitted, “but I was impulsively insane.” “That means that a man would be a lunatic to kiss me?” “Well, any man of discretion would be just crazy to kiss you.” This seemed to ease the strain, and no jury being present to muddle af- fairs a satisfactory verdict was reached. The Celebrated Royal Gem Lighting System with the double cartridge generator and per- fected inverted lights. We send the lighting systems on 30 days’ trial to responsible par- ties. Thousands in use. Royal Gem cannot be imitated; the Removable Cartridges pat- ented. Special Street Lighting Devices. Seng diagram for low estimate. ROYAL GAS LIGHT CO. 218 E. Kinzie St., Chicago, I. FLI-STIKON THE FLY RIBBON The Greatest Fly Catcherin the World Retails at 5c. $4 80 per gross The Fly Ribbon Mfg. Co., New York _ ORDER FROM YOUR JOBBER Should send us your Se NN y OU name immediately to be placed on our list for Xmas cat- alogue of post cards and booklets. Suhling Company, 100 Lake St., Chicago 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 up in %, 1 and 5 gallon cans. STANDARD OIL CO. GRAND RAPIDS, MICH. Send For Our Booklet bee merchants in the large cities. your present customers. “How a RetailjMerchant can increase his business with a typewriter” It shows you how you may adopt the methods of the successful The proper use of a typewriter will bring you new trade and hold 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. HOW A RETAIL MERCHANT CAN INCREASE HIS BUSINESS WITH A TYPEWRITER s & ‘ & May 19, 1909 Poor Roads a Burden. The question of good roads is one that no one should tire reading of or working for. Like most movements it requires a lot of agitating. The reading, thinking class unanimously endorse the cause and stand ready to help it in any possible way. There are a great many—the majority, prob- ably—who are passive. They do not fully realize that improved roads really mean money in their pockets and consequently do not follow up their congressmen and legislative rep- resentatives with demands for gov- ernmental action. If they did it would be but a short time before the roads would show the result and good results would follow. Poor roads undoubtedly impose a burden on all who consume the products grown in the rural sections and brought to cities and towns by farmers. An ex- change puts it forcibly and truly when it remarks that no study can be more convincing than that of the eco- nomic waste placed upon the shoul- ders of the 85,000,000 people of this land on account of the criminally shameful condition of 2,000,000 miles of road. Every pound of farm prod- ucts brought from rural sections to thickly-populated centers has placed upon it a fictitious value, because it costs the farmer more to transport it than it would cost him were the roads in passable condition. Everybody who thinks must concede the evident fact that if a farmer with two horses can draw but 600 pounds to market in five hours, he would save money if with one horse he could haul 1,200 pounds in two hours. Were the roads in good condition he could do that and more. Any saving in hauling a ton of farm product would bring a benefit, not alone to the farmer, but to the consumer, and if the product hauled each year were large it is not hard to figure that the saving would be large. Figures have been assem- bled to prove that owing to the frightful condition of almost all American roads it costs 25 cents a ton a mile to haul. The superb roads of the old countries of Europe make possible the hauling of farm products at-I2 cents a ton a mile. In ats total this anmual waste amounts to an immense sum of mon- ey, so vast that it seems astonishing that it should be annually thrown away simply because those responsi- ble for appropriations of money to construct roads can not be brought to a realization of their tremendous importance. The time for an awaken- ing is here, and the quicker the awak- ening occurs the greater the benefit the farmer will enjoy, and as_ the farmer benefits so will all business be helped.—Stoves and Hardware Re- porter. ——_»-2___- Air-Rifle Ammunition. Attention has been called to the fact that there is a great deal of con- fusion in the trade with regard to air-rifle shot. Most dealers know that air-rifle shot and BB shot are not the same, but owing to the fact that manufacturers have no uniform way of designating air-rifle shot, there are considerable confusion in terms and consequent errors in filling aera Ae ee eee teeters epnrter ay MICHIGAN TRADESMAN orders. Some dealers say they have difficulty in obtaining air-rifle shot. As every shot manufacturer in the country makes a special shot for air rifles and as most jobbing houses carry it and all can easily obtain it, there should be no difficulty whatever in obtaining this shot. No doubt the principal difficulty is in the matter of names employed; using the proper term when ordering, and having the orders correctly understood and filled. A word of explanation in regard to this shot will perhaps be timely: Air-rifle shot is supposed to be seven- teen and one-half one-hundredths of an inch in diameter, but, of course, being a drop shot, there always will be some variation. The manufactur- ers of air-rifles understand this and build the barrels of their guns so as to allow for in this shot. much a reasonable variation Phe air-nfle)| shot is more carefully screened and the manufacturers aim to get it much more uniform than any other they manufacture. shot BB shot is supposed to be 18-100 of an inch in diameter, but as there is no necessity for doing so no ef- fort is made to get the shot as uni- form as the air-rifle shot. Conse- quently there is a great variation in this shot, and while some of the smaller shots may go into air-rifle barrels, the larger ones will not and some are just large enough to go in and clog the barrel. When this oc- curs there is dissatisfaction with both gun and ammunition. The manufac- turers of shot and the dealers should co-operate to correct this condition. Manufacturers should adopt a uni- form term for air-rifle shot which would leave no room for errors or misunderstanding and it would prob- ably be best to use a term in which the BB does not appear at all. We suggest that the term “Air-Rifle Shot” be used to designate this par- ticular shot and that for further iden- tification the standard of diameter 1714-100 be shown therewith upon all labels, packages and bags. Misunderstanding with regard to the proper ammunition to use in any gun can not fail to be harmful and would naturally limit the sale of such gun and of ammunition intended for use in connection therewith. There is now an enormous sale of air rifles and it is increasing with each year. It therefore becomes a matter of great importance that the question of ammunition for these guns be sat- isfactorily understood. a The Retail Merchant and the Second- ary Boycott. Of course, nearly every one under- stands that a “primary” or “original” boycott is the boycotting of the products of any manufacturer who for any cause whatever does not follow the dictation of labor unions. Often a manufacturer is boycotted by unions he has never heard of, as was the case in the most important in- junction against a boycott ever is- sued. It is, however, the “secondary” hoycott which is the more pernicious in its effects and which seems to be little understood, Take the hardware business for pur- pose of example. A hardware mer- chant, of course, tries to keep in stock everything in his line asked for by the people of all classes in his community. In the course of time organized labor gets into some dis- pute with the maker of Pyramid nails, of which the merchant has a good stock, bought in entire ignorance of any dispute between union labor and the manufacturer, and entirely on ac- count of the quality and good gener- al demand he has for such nails. He is surprised when he is called upon by some representative of union labor, who asks him if he sells Pyramid nails, and upon his admitting the fact is informed that Pyramid nails have been boycotted, and that because of his selling them no member of the union will buy anything of him, neither the question nor clothes coffee mills, flat- irons, nor anything else kept in his store; in other words, the hardware merchant’s entire stock is boycotted, simply because he is selling one thing, the makers of which have been boy- cotted by a labor union. Not only every man engaged in any kind of retail should thor- oughly post ‘himself as to the full force of this cruel and dangerous weapon, but all -other citizens should know that no set of men ever devis- ed a weapon which could possibly de- velop so much hardship and suffering nails in wringers, business to entirely innocent people.—Iron Age. Ca NR RB cig a Just because a man is no better than he ought to be is no sign that he isn’t worse. Grand Rapids Floral Co. Wholesale and Retail FLOWERS 149 Monroe Street, Grand Rapids, Mich. Grocers and General Store Merchants Can increase their profits 10 to 25 Per Cent. On Notions, Stationery and Staple Sundries Large Variety Everyday Sellers Send for our large catalogue—free N. SHURE CO. Wholesale 220-222 Madison St., Chicago 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. ‘‘ROYAL” mills and choppers are sold on easy payments. Our motto is THE BEST MACHINE IN THE WORLD AY THE LEAST COST TO YOU. Write to-day for a free copy of our latest catalog that tells all about the ‘‘“ROYAL” line. The A. J. Deer Company 346 West St. We Want To Help You More Coffee Business There’s money in the coffee business, Mr. Merchant, and we can help you to make it the most profitable department of your store. The ‘‘ROYAL” electric coffee mill has in- Mr. V. Wellington, Louisville, Ky., writes us as follows: ‘“‘I value my mill more every day and would not be without it. more than doubled my coffee busi- ness since installing the machine.” We make the largest line of electric coffee meat choppers in the world. To Get creased the business of thou- sands of dealers, some as high as 300 per cent., and it can increase yours. Have mills and electric Hornell, N. Y., U. S. A. Some New Things in Store For the Fastidious. The white pique collars, first men- tioned here for evening wear, have gained some measure of vogue. They are usually made to order and are worn with white pique shirts and waistcoats. While it can not be claimed that this innovation has much to commend it, aside from novelty, those men who fancy ornateness in evening dress are countenancing it. A curious example of foreign taste is an evening waistcoat, the pattern of which is formed by alternate narrow silk stripes of black and white, pro- ducing a kind of zebra effect that, as its London introducer drolly puts it, “must be heard to be appreciated.” Seriously, though, this garment is not at all as silly as it sounds and since it unites the two elementary evening dress colors —black and white—it can not be held to sin against fitness. One sees quite a few smoke-tinted frock and morning coats ’round town. These are, however, not a bit “smart- er” than the conventional black and oxford cloths. A well-cut morning coat (cutaway) is a rarity, because not every tailor knows how to give his different garments the required nicety of contour and distinction of air. The shoulders of the morning coat should not be too Square, as this produces an overpadded look distaste- ful to persons of refinement. Full- mess is achieved by widening the coat-sleeves near the shoulder and by cutting the coat-front with a slight bulge or curve over the chest. This roominess achieves the true “athletic figure,” something totally different from the bulking-shouldered, Swag- gering and odious football type of man. Travelers will greatly appreciate the convenience of the so-called “Easel Dressing Bag.” It is pigskin and fitted with military hair brushes, comb, hat brush, cloth brush, shaving mirror, razor strop, razor case, glass bottles for soap, tooth powder, shav- ing soap, shaving brush, toilet water and tooth and nail brushes. The easel is meant to be removed from the bag and stood upon the dressing table in one’s room. Thus it is both an ob- ject of ornament and use, preventing confusion, scattering and untidy pack- ing. Round-tab wing collars. meeting closely in front, are worn with nar- row evening ties knotted straight across, instead of in the familiar bat- wing form. This does not imply that poke and lap-front collars are in any sense less fashionable. The correct evening collar is that which is be- coming and comfortable to the wear- er. Some men can wear the poke and lap-front shapes with ease and grace. Others fume and fret and endure a martyrdom if their necks are not left free. Hence, the frequently asked question as to whether “a wing MICHIGAN TRADESMAN or straight stander is proper with evening clothes,” may be answered, “Either, it all hinging on which better suits a man’s face and neck.” Fashion becomes a mockery if it involves acute discomfort. A single gardenia or orchid is now fastened to the lapel of the frock or the morning coat. It needs this dash of color to lend sprightliness to som- bre afternoon dress. Why are most Americans seemingly insensible to the beauty and freshness of a bouton- niere? The French boulevardier and the London clubman would as soon think of omitting the cravat as to slight the flower. It confers a crowning touch of elegance. The fashion in boutonnieres usually oscil- lates between gardenias and orchids, with gardenias a bit preferred, be- cause they are rarer. Violets and carnations are regarded with less favor. The “smart” wedding bouton- niere is composed of gardenias and orchids together. Among the “mutable many” the fancy waistcoat may have _ lapsed from approval. To the “favored few” it is a garment which may be made to express both class and char- acter. For summer one sees some novel and very pleasing waistcoatings in cream worsteds and plain diagon- al stripes. Like a well-cut coat, the fancy waistcoat depends for correct- ness wholly upon its tailoring. It Should fit snugly across chest and waist, arching slightly over the hips and be provided in front with “darts” or heavy lines of stitching extending downward on both sides to make the garment lie close to the figure. The bottom button js generally left un- fastened, so as not to bind or cause any wrinkling. Grey, green and blue seem to be the colors most counten- anced in fancy waistcoats this sea- son, Dinner suits of white serge are not an uncommon sight at Palm Beach. The luxurious environment there challenges one to depart from strictly conventional dress standards and the fashionable dawdler has virtually no law to obey but his own whim. It is questionable, though, whether the white Tuxedo suit will ever be any- thing but a vagary of style. At- tempts to introduce it at the seaside resorts and the roof gardens in town have always failed. And yet, if one remembers that white is just as cor- rect an evening dress color as black, and that white, moreover, is a pecu- liarly cool color for the grilling months, the objection to the new dinner suit does not seem founded upon either reason or appropriate- ness. There is need for a distinctive- ly “summery” informal costume. Cli- mate and common sense urge it, but the crust of tradition is hard to Pierce. The partial retirement of the con- ventional frock coat in favor of the cutaway-frock has introduced much greater freedom in afternoon dress. One may now wear delicately colored shirts, cravats other than gray and white and fancy waistcoats, all o which were previously barred by the unbendingly formal rules governing afternoon dress. Even the turn-down h collar is now permissible with a four- in-hand scarf. The “smart” cutaway frock is made so as to have the waistcoat protrude noticeably above the coat lapels. It is also decidedly cut away at the lower of the two front buttons, so as to afford § an- other glimpse of the white waistcoat beneath. The sides are quite waist- curved, giving the skirttails an ap- pearance of graceful fulness. Blues flecked with color are press- ing the gray cloths closely in the race for approval. One sees relatively little of the green lounge suitings, once so fashionable. Colored linen collars or, rather, white collars*faint- ly edged with a contrasting color like blue, are acceptable among men who prize individuality in dress. Low calf- skin shoes, midway between the “ox- ford” and the pump in design, are the most fashionable footwear for late spring and early summer. The laces—buckles are odious—should be not too long and broad, as this hints at -effeminacy. Russet shoes are red- dish rather than yellow. Neither rus- set nor calfskin should be glitteringly polished, always a vulgarism of dress. —Clothier and Furnisher, e222. A Perfect Stranger. Uncle Nehemiah, the proprietor of: a ramshackle little hotel in Mobile, May 19, 1909 was aghast at finding a newly arrived guest with his arm _ around his | daughter’s waist. “Mandy, _ tell that | niggah to take his arm ‘way from ‘round yo’ waist,” he indignantly com- manded. “&el him yo'se'l,” said Aaanda “He’s a_ puffect strangah to me.” 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. When You Open Your Store in the Morning Do you do so with every account posted to the minute, ready for instant settlement, regardless of whether it is pay day or any other day? : Are you so equipped that you will be noti fied of every transaction that will take. place in your store during the day? Do you have a system that will enable you to prevent forgotten charges? Do you do so confident that you have sur- rounded your clerks with the kind of en- vironment and conditions that will tend to keep them honest? Do you know that your System is such that you can follow every C. 0. D. sale until the cash isin your cash drawer? Do you know, with your present system, that you are going to be able to eliminate 75 per cent. of the labor, worry and losses incident to old and antiquated methods? Do you do so knowing that you not only have a system that will prevent losses, but that will insure profits and make money for you during the day? Now, Mr. Merchant, with an American Ac- count Register System in use in your business, you can open your store in the morning and «ésolutely know that every transaction of your business during the day will be handled with one writing (with no book-keeping): that every ac- count will be posted to date when you leave the store at night; that 75 per cent. of the time, labor, worry and losses in- cident to handling of business by old methods will not be encountered, and that you will be Safe-guarded against forgotten charges, disputed accounts, errors in addition or prices charged, and against errors in the handling of all cash sales during the day. You will know, too, Mr. Merchant, that there are going to be some sales made during the day, with the assistance of the advertising feature of the American Register, which would not have been made without its use or assistance, Let us explain the advantages and benefits to be derived by using the American Ac- count Register System in your own busi- ness. It makes no difference whether you have 50 accounts, or 3,000, the Ameri- can will handle them Satisfactory to yourself and your customers. Just drop a postal to THE AMERICAN - CASE & 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 ingame CRAND RAPIOS, La meneame i ’ May 19, 1909 MICHIGAN TRADESMAN 27 CORNER GROCERY CLUB. Some Stories Told by the Oldest In- habitant. Written for the Tradesman. The members of the Corner Gro- cery Club sat around the smoking stove in Huggins’ grocery and watch- ed the rain pour down outside. There was a sort of a depressing atmos- phere. “Durn sech a spring,’ remarked Rufe Blake. “Et seems ez though ol’ Michigan gits the riff raff of all th’ poor weather in the United States.” “Thar’s where I disagree with ye,’ put in Grandpa Burrows, the oldest inhabitant. Grandpa’s chief claim to notoriety was the fact that he could boast of a trip through Upper. Canada in his younger days. It appeared as if, no matter what the discussion, Grandpa had seen something or heard some- thing or experienced something simi- lar in Upper Canada. “Yes, sir,” said Grandpa as he fill- ed his old corncob pipe with tobacco from a cigar box on the counter and settled back into his chair, “I seen some weather in Upper Canada that makes this changeable spring seem like the Utopia they tell about.” “Cume on, Grandpa,” said Rufe. “Ef ye’ve got anything to beat this cold, cheerless spring out with et.” “Wall,” said Grandpa, “et wuz when I was in a leetle town called Mun- chausen, up in the Hudson Bay re- gion. Et wuz spring there jest about as et is here now. But the weather wasn't the. same. Why, man, _ this weather is sunshine and flowers ’long- side of whut ez wuz there. “Why, one day et wuz so cold thet the mercury in the thermometer went clean out of sight and they hed to dip the thermometer in hot water to keep et from disappearing ferever. Thet wuz the day Bill Eady nearly got drowned. (Bill lived in a cabin a mile or so from town and the cabin wuz snowed in). The only way Bill cud see to git to Munchausen and git supplies to keep him from starving to death wuz to climb up the chim- ney, thet being the only part of the cabin above the snow. So Bill got his snowshoes and clumb the chimney. He strapped on the shoes and start- ed fer Munchausen. Bill lived in a ravine and he started fer the nearest hill. “Wall, now would ye believe et, be- fore Bill reached thet hill the sun cume out and melted all the snow, leaving Bill struggling in a raging torrent. Bill wuz lucky enough to ketch hold of a log which wuz float- ing down stream and et carried him to safety. But et wuz a marrer es- cape. “Thet night et froze again and et wuz almost the death of Len Hicks, proprietor of the Hotel Munchausen. Len went out jest ‘fore bedtime and his whiskers froze stiff. He wuz too busy to thaw ’em out and he went to bed with ’em thet way. In the night he knocked a lighted candle off a table near the bed and et set the clothes afire. Wall, the heat from the fire jest melted the ice out of Len’s beard and put the fire out, savin’ his life. “The next day et wuz hot. Say, ye kin talk about hot weather in Michi- gan. Wall, et wuz some hotter up there. Thet wuz the day we got the news thet Lee hed surrendered. One of the fellers, Charley Binks, threw his hat up into the air fer joy. Well, whut do ye think?” “IT dunno,” said Rufe, “what hap- pened?” “A cold wave cume along and the hat froze right in the air three feet out of Charley's reach. ‘He hed to wait fer summer to git et, too. Char- ley froze one of his ears in gitting home thet day without a hat. Thet wuz the day the slaughter house burned up. The place caught fire while the weather wuz having one of its hot spells. ’Fore the fire bri- gade cud git there the smoke from the fire had froze, owing to another cold spell. The firemen jest chopped the fire to pieces and put et out by throwing et into the creek. They sawed up the smoke and saved et.” “What did they save et fer?” asked Rufe? “Why,” said Grandpa, “they let it melt and it made lovely clouds on the hot days in summer.” Rufe and.the rest of the bunch sad- ly arose and left. The sun was shin- ing again and Grandpa was monarch of all he surveyed. Charles R. Angell. —_——-—-_ ~--_—— The child who gives all gives more than the richest who gives only a part. His Mistake. The man had halted the policeman to make an enquiry, and the officer took notice of his personal condition and asked: “My friend, do you read the news- papers?” “Three or four of them a day,” was the reply. “Interested to any extent in poli- ties?” “T should smile that I was.” “Then you must be interested in the tariff question?” “Say, I can’t sleep mights on ac- count of it.” “Well, I just wanted to call your attention to the fact that about half the duty had been taken off bar soap.” “T see the point,” replied the other, after looking at the officer a minute. “T had read it that the duty had been increased a 100 per cent. Sure you're not mistaken?” “Absolutely sure.” “Then direct me to the nearest gro- cery and I’ll buy a bar and go home and wash up. I thought they had jumped the tariff up on me, and I was giving those Congressmen to under- stand that they couldn’t bluff me.” a ee Presidential Prerogatives. “Tommy,” said a visitor to the 5- year-old pride of the household, “what would you do if you were President of the United States?” “T wouldn’t let anybody wash my neck or comb hair,” the prompt reply. my was Se Pickles That Sell! ‘Williams’? Sweet Pickles IN AIR-TIGHT GLASS TOP BOTTLES look so good thcir appearance will start your customers buying them and the Quality and Flavor will please them so they'll keep on. Their Quality Is No Accident The only way we can produce such pickles is by using fresh, sound raw materials, pure granulated sugar and the best spices we can buy. We even make the vinegar to be sure of purity and quality. All our Sweet and Sour Spiced Pickles, Jellies, Preserves, Fruit Butters, Vinegar and Table Condiments Conform with the Federal Pure Food Law If you're pushing your business, push ‘Williams’? Sweet Pickles because the trade you work up on them will be pleased trade and stick to you. The Williams Brothers Company Picklers and Preservers DETROIT MICHIGAN MICHIGAN TRADESMAN May 19, 1909 RIGHT OF WAY GRATIS Through the Prank of Three Young Diplomats. Written for the Tradesman. Reading the early railway reminis- cence by Arthur S. White in the Tradesman of May 5 I am reminded of the personal experiences of three Grand Rapids boys—the late G. Stew- art Johnson, Rob. Innes and the writ- er—who constituted a portion of the field party under the late Edwin Lyon, who was the engineer in charge of the survey for the Kalamazoo, Al- legan & Grand Rapids Railway (now the Lake Shore road), organized by Mr. Converse. The preliminary survey had been carried from the city down by the Eagle plaster mills, to and across the river, when our party’ was increased by the addition of a muscular, good natured youngster named Besard, who was very handy with an ax and an accomplished woodsman. He hailed from a farm in the lower portion of Byron township, and shortly after joining us he informed Rob. Innes confidentially that when we should reach a certain neighborhood near the south boundary of the county Mr. Lyon would meet a Tartar in the per- son of a farmer who had vowed by all that was holy “no surveyors could cut across his farm with no rail- road.” This information, quietly discussed by the chain bearers and rodmen, was finally confided to Mr. Lyon, whose only comment was: “That's ali right, maybe we won’t need to cross his farm.” Sere: ong eS Po sl sete a GAT TLE CHEER “Sas Fa ey all They Inasmuch as Besard had rehearsed various dire threats of shot guns, and the like, made by the belligerent agriculturist, Mr. Lyon’s lack of interest in the matter was disconcert- ing. There was a possibility of ad- venture and excitement which might prove an agreeable diversion ‘to the somewhat monotonous tramping, wading, climbing, stake and bench making and the gloomy quiet of long evenings in a new and sparsely set- tled region, At that time Stewart Johnson wore spectacles, and somewhat quiet and serious of manner he was usually re- ferred to as “the Judge.” Thus it hap- pened that a “job” was put up on the farmer which worked successfully: Besard, sociable, active and intense- ly loyal to the interests of the party, at last expressed an opinion that the fighting farmer was a pretender; that in reality he was afraid the line would be located about eighty rods to the west of his farm and that while he was anxious to have it pass along the north and south line of his propet- ty on the west he was figuring upon getting paid for the privilege. Upon the strength of this informa- tion the writer prepared a topographic sketch of the lower half of Byron township, Kent county, and the upper half of Dorr township, Allegan coun- ty, showing section line boundaries, buildings, and so on, and presenting a red line as indicating the location of the railway half a mile to -the westward of the property of the bogus disputant. With this and with the bespectacled, dignified Johnson to impersonate “the Judge,” Innes and the writer, accom- panied by Besard, called upon the farmer by appointment one Sunday afternoon. The purpose(?) of the visit was to “secure his judgment as a pioneer farmer who knew every foot of the township’—thus did Rob. In- nes put it—-as to the real value of the land through which, according to the map, the line was to pass. “And bear in mind,” said “the Judge,” “we want to pay a_ liberal price so that there need be no sore spots.” At this the topographer of the par- ty pointed out why, because of a long fill and no material for the work handy, it was absolutely impossible to carry the line farther east. Then, too, if the line were taken along the property of the pioneer who was be- ing interviewed it would be necessary to build two or three culverts—an ex- pense obviated by going off to the west. The farmer was duly impressed by the distinction thrust upon him, but he was also disturbed by the seeming fact that his property was not only not wanted but was out of the ques- tion. However, he preserved his equilib- rium and proceeded to exercise his authority and judgment as appraiser of the other man’s property. He thought it was worth perhaps’ ten dollars an acre. “Yes, it’s fair soil and there’s some timber on it, but. it’s off the main line of travel and ten dollars is a mighty good price.” Besard thought the estimate was ity i you've made a good profit and a quick and your customers are pleased. too low and Innes ventured the opin- ion that “the timber’s worth that,” at which “the Judge” interpolated, “Our good friend here knows what he is talking about and he knows we do not want to be niggardly.” In all probability “the Judge’s” comment settled the farmer’s mind, for two or three days later he called on Mr. Lyon (who by this time had heard of the prank by his boys, as he called us) at the home of Mr. Boyn- ton and there made not only a formal offer but urged that “if the thing can possibly be done you can run your line through my farm any way you like and I'll give the right-o’-way free and clear.’ And so the line was located exact- lv where in a general way the course was originally planned to be put through, and the right of way was a gratis affair as promised. Charles S. Hathaway. nc Many an extraordinary man_ has been made out of a boy of ordinary qualities, but it is necessary to have four habits: Punctuality, without which time is wasted; accuracy, with- out which mistakes hurtful to us are made; steadiness, or nothing will be done well; dispatch, or opportunities will be lost which it will be impoOssi- ble to recall. ——_+- ~ __ If we take care to form the right kind of habits during the first twenty years of our life, the habits formed will take care Of us during the rest of our life. Practically all the achieve- ments of the human race are the ac- complishment of habits. profit; you’re pleased logg’s, brand which yields a good profit and sells quickly? Kellogg’s doesn’t stick to your shelves; it’s on again—off again 11 bos ¢ A Square Deal For Every Grocer The square deal policy under which Kellogg’s is marketed is winning the dealers of the country, as its delicious flavor has won the customers. It is sold on equal terms to all retailers—no direct sales to the _big fellows—no free deals—no premiums—just good quality— fair sales methods—generous advertising. Isn’t it good busi- ness to stick to the cereal marketed in this way—and the one that has the demand? TOASTED CORN FLAKE CO., Battle Creek, Mich. May 19, 1909 ADVERTISING CAMPAIGN. Essential Features Requiring Careful Consideration. Before a business man spends his money in building he has a compe- tent architect prepare plans and spe- cifications—a most sensible and eco- nomical move. It is even more important that be- fore he spends money for advertising he prepare, or have prepared for him, proper “plans and_ specifica- tions.” It is simply foolish and absurd to spend good advertising money in hap- hazard fashion, buying a little of this and taking a little of that, using some space now and then in a variety of mediums and dropping out of sight entirely at intervals. No good has ever come or ever can come from such ways of handling advertising. Expensive experience has taught that the only way to real success in advertising is through the adoption of a sensible, carefully thought out plan, and then keep everlastingly at it all the time you want to do busi- ness. In planning advertising campaigns there are a number of elements re- quiring careful consideration—and this is equally true whether the proposed expenditure week or an average of $5 a minute. Every business is culiar to itself and vantages and beset by difficulties dif- ferent in at least some degree from those of its competitors. It is through the study of these advantages and dis- be am average of $5 a more or less pe- possessed of ad- advantages that the proper policy or plan of advertising mined. ! The man at the heart of the bus:- ness is the man possessed of the ‘n- formation required for the determin- ation of an advertising policy, even although he may rot be able to plan an advertising campaign or to carry on one successfully after it has been planned. After having general policy to be followed and the size of the appropriation comes the may be deter- decided upon the MICHIGAN TRADESMAN are endeavoring to reach and im- press. And the copy should be spe- cially prepared to fit, also. Misfit copy is a great deal more common than it should be in this day of adver- tising enlightenment. If you know, or can secure, the names and addresses of the people you wish to reach, one phase of your advertising problem is comparatively simple, for your Uncle Sam is the world’s greatest and best advertising agent, when rightly employed. He carries your message direct for a tri- fle, with no “waste circulation,” if your mailing lists are correct. If you do not possess this specific knowledge regarding your prospec- tive customers, then you should class- ify them as thoroughly as_ possible in your plan, and endeavor to select those mediums that will best reach particular classifications. Few, if any, will dispute the propo- sition that the newspaper is the best medium for a greater number and variety of businesses than any other. But it is not equally good for all busi- messes, evel i it is the main2 spring of a great majority of advertis- ing campaigns, other forms of adver- tising being generally considered as auxiliary. Intelligent discrimination is necessary to select the proper me- dium to produce a certain result. In large campaigns there is necd for all good forms of advertising. In small campaigns it is a matter of se- lecting a few mediums that are right and sticking to them. There is one kind of so-called ad- vertising against which the advertiser should set himself with a face of flint and a heart of adamant—and that is “scheme” advertising. The best of it is extremely doubtful as to results produced, and the rest of it simply obtains money under false pretenses. Unfortunately, Omaha’s business men have the reputation of being easy marks for the smooth guys that ma- nipulate these schemes, and the lat- ter work them so successfully that an enormous amount of good money is thrown away every year. One re- sult is that many business men de- vital thing about advertising is per- sistence—keeping everlastingly at it. Concentrate your advertising effort where it will do the most good and keep at it. If your appropriation is small, better put all your advertising eggs in one basket-—-and watch that basket. It is intelligent, concentrated and persistent effort that’ wins success in advertising campaigns. Penn. P. Podrea. ———_—--= When people speak of habits, in the [majority of cases they mean _ bad habits; but our virtues may be habits as much as our vices. Education is for behavior, and habits are the stuff of which behavior consists. The great work of education is to make our nerves our ally and not our enemy. A man’s deeds are recorded to even the smallest detail, The recording angel is no myth; it is found in our- selves. It is the law of habit. A man’s life is spent in writing his own biog- raphy. If the indulges in vicious courses and forms habits of inefficien- cy and idleness, he experiences a loss which no subsequent effort can re- trieve. Rip Van Winkle excused each fresh relapse from swearing off by “T won’t count this.” But down in the nerve cells the molecules are count- ing it, registering it and storing it up to be used when the next temptation comes. Rectitude is only the confirmed hab- it of doing what is right. Some men can not tell a lie; the habit of truth telling is fixed. Character building is right habit building. Dealers Push Holland Rusk (Prize Toast of the World) Why? First:—because_ the goods have an _ estab- lished reputation for uni- formity of quality and general excellence. Second:—Because the public know this and have confidence in them. Handle the line that has ready sale. Large Package Retails 10 Cents. Holland Rusk Co. Holland, Mich. The Syrup of Purity and Wholesomeness planning to secure the greatest adver- tising value possible per dollars of in- vestment. Whom must you reach to increase your business? Where are they? a your customers know Karo. And the better they know it, the better they like it—for no one can resist that rich, delicious clare “advertising doesn’t pay.” But they have never really tried it. They don’t know what the real advertising is, what it is doing for others and How can they be best reached? When and where will it probably pay best to put forth the strongest effort? How must enquiries be handled? These are only a few of the ques- tions demanding consideration—and | worth, each selected for its value as all of them must be answered and an-j{a direct means of reaching certain dle cakes — dandy for candy. It’s swered right if the advertising is to|customers-to-be. The copy should never “dead stock,” and pay as it should. Select your advertising medium as you buy your goods—for what you can get out’ of them. Lay aside as much of your prejudice as you can, for it does not necessarily follow that the medium that pleases you most is the best to use in endeavoring to ac- complish a certain result. Waste no money on these mediums of doubtful utility. There are so many of proved value that you can well afford to let some one else do the experimenting with the others. The mediums you employ should fit the different kinds of people you what it can be made to do for them. Your plan of advertising cam- paign, then, should provide for the use of legitimate mediums of estab- lished reputation and _ recognized be designed in every case to influ- ence these people to do as you de- sire. Copy should present facts— sensibly, attractively and_ persistent- ly. Every advertisement should. be aimed directly at the persons you wish to influence. Of course, every advertisement will not hit the bull’s- eye, but no advertisement can possi- bly land right unless it is aimed right. Your advertising is not a_ thing apart from your business, but a very vital element of it, and your plan should fit perfectly with the selling end of your business. And never forget that the most fiavor — and quick re-order.: every sale means a Karo is a syrup of proven good- ness and purity. table use and cooking—fine for grid- With CANE FLAVOR " , mC oe aah aca tne vorment ttt ee every can shows you a good profit. Karo is ably the popular syrup. The big advertising cam- paign now on is _ help- ing every CORN PRODUCTS REFINING COMPANY Unegualled for unquestion- Karo dealer. New York os oe = bm q2 > m TRADESMAN May 19, 1909 P) d) wT VF Ol) 1d 437] i] V ay) 3) tou tit P57 Y7/ YN) WPS Ny ‘ \\s ft fs = ai 4 E | [at apg f\ aw O\\ sdddh An ov say ra : AwwY a OVA in Ee i Ani dEP wig aL Bip Jpsryrs LY yy ! oes ero a q ale “3409, ) NG YH y Smits i oy el Ly a WS ae Things in a Shoe Store That Boost Business. Written for the Tradesman. In these day of close competition, when the difference in actual shoe values to be had at various shoe stores is reduced to a line so thin that it takes an expert to discern it, the shoe merchant who would win out must look to his laurels. His place of business must be clean and attractive; it must have ele- gance and individuality and, above all, a please-make-yourself-at-home _ at- mosphere. If there is anybody about the place who has a penchant for standing back on his haunches and taking himself seriously either sepa- rate him from the conceit or pay him off, Delicate attentions, little courtesies and all spontaneous and natural amen- ities count for something; they help very perceptibly in the solution of the ever-present problem of holding the trade you now have and of win- ning new patrons for the store. A store may be rich and adequate in its appointments, its furniture and fix- tures may be the best ever, its stock of goods may be ample in size and beyond reproach in quality, but if that store does not possess an atmosphere of refined cordiality it can never be popular. Value of Winsome Way. I know a publishing house which employs a “glad hand man,” retains him the year through and pays him a big salary. He feeds never a press, neither does he write with his pen, but the publishing house clothes him with much dignity and would not turn him off for anything. He is a big, jolly, pleasant-faced man—full of hu- mor, full of animal magnetism, full of abounding good fellowship. He is a born mixer, loves company, enjoys a joke and knows how to shake hands with you as few men can do. He makes you feel that you honor him by your presence, that you interest him by your most trivial observation and that you just about measure up to his conception of what a top- notcher ought to be. He jollies ju- diciously. The house sends him out to inveigle the house and its wares into the good graces of its constituen- cy, thus lubricating the cogs of sales- manship. He attends conventions, ad- dresses public assemblies and smiles and shakes and jollies his way into favor with the people. He is a pay- ing proposition. He earns his keep. I am told that some of the larger department stores have men whose duties are somewhat analogous to the duties of this publishing house’s “glad hand man.” This used to be, as we know, a large part of the functions of the traveling salesman. It has been subordinated to salesmanship in these latter times, to be sure; but even now the road man who is deficient in the important virtue of good fel- lowship is sadly handicapped in his struggle for business. We can not quite disassociate wares and the personality back of the wares. Unreasonable as it may sound, if we do not like a man we do not like his goods. The goods may be all right and precisely as he repre- sents them, but if we do not like the man we will most likely fight shy of his wares. On the other hand. strong persoaal likes will overcome many substantial scruples against inanimate wares. If we like a man we are strongly in- clined to like his wares. Therefore the value of attractive and winning salespeople in a shoe store is self-evident. Salesmanship is lubricated by the oil of good fellow- ship. Little amenities and courte- simple and unpretentious marks of consideration and attention play an important part in building good will for the shoe store. sies, up Winsome Inexpensiveness. And one of the chief beauties about this “glad hand” business—and one which ought to commend itself to the practical spirit of the shoe merchant— lies in the circumstance that it costs nothing. The advertising expert can tell you how to get up a full page advertise- ment for the newspapers, featuring your various leading lines and ex- ploiting the merits of your footwear |. and spreading on persuasion line upon line and precept upon precept, but where are you going to dig up the coin to pay for that big juicy slice of purple publicity? The store fixture expert can tell you withal how to beautify and enrich your shoe store, how to buy Oriental rugs, rare oil paintings, solid mahog- any chairs, genuine Turkish rockers for the rest room and beveled French plate mirrors for the ladies’ room; but who is to foot the bills? Many a fine-spun scheme for boost- ing the business of the shoe mer- chant sounds good but lacks feasi- bility just because it involves more money than the average shoe retailer can afford to spend. If he had a bank account adequate for the working out of some of these gratuitous ideals he could afford to sell the business, put the proceeds thereof, together with his surplus bank account, into a building and loan association and take it easy the rest of his life. But it costs nothing to create an ”? “atmosphere.” You.can shake hands on an empty stomach, and observe the spirit and the letter of the law of the lesser amenities even although your creditors are clamoring for the color of the coin. Acquire the “Glad Hand” Habit. Perhaps you are saying under your breath: “Oh, bosh! This ’glad hand’ trait is a native endowment. Some men have it; but I haven’t. I should make a fool of myself and queer my- self for all time with the trade if I should attempt any such ridiculous antics!” Who said anything about “ridic- ulous antics?” Being considerate and polite and sociable and winning in your ways is‘not to be confused with that inane gush that sometimes mas- querades as such. Sensible people are repulsed by that sort of thing. If you haven’t a vestige of it about you, you deserve to be congratulated. We are talking about the real thing. You know how to be genuinely glad to see people; you value friendship; you know how to be cordial with cas- ual acquaintances and even strangers. What is needed is not civility nor cor- diality of another kind, but a little miore conspicuous degree of the same sort of civility and cordiality. Make it a point to make the other fellow feel that you are solicitous about his foot-comfort and his general welfare, that you appreciate to the full his patronage and that you are going to do everything under the canopy, by Heck, to make his dealings with you pleasant and satisfactory to the end of the chapter. Now you feel that way about it, doubtless. Then let him know how you feel. That’s all there is to it. It is not a difficult mat- ter. It may come a little awkward at first just because you are new to it; but form the habit. Like all other good habits you form it by making up your mind—and keeping it made up. Conveniences and Accessories. In this competitive courtship of the shoe-buying public every little collateral convenience or accessory counts. It pays to make your shoe store a nice place for a man to drop into for a few minutes’ rest or to call up his wife to tell her that he ordered a new elbow for the range pipe. Have the telephone conveniently located in the store where your patrons can get at it without feeling that they are trespassing. And by all means make them feel that the telephone is as free as ozone in January. If you can afford the luxury of a rest room with a two-tone green rug and a few big restful rockers you are to be congratulated, for the rest room a drawing card. But if you can not afford a room apart from the main floor for this purpose dedicate a small corner of the main room to this task. You can have it, say, just back of one of your windows, to the right or to the left of the door as you enter. You can, if you prefer, have it cut off from the main room by portiers and the findings case. This will at all events give an air of apartness. You can get a nice little Axminster rug is GRAND RAPIDS / ms | } | | | Ask the merchant who sells them. The Hard Pan shoe is built for every- day severe wear and will stand more hard knocks and severe rough treat- ment and last longer than any other medium priced shoe made. Made only by We extend a cordial invitation to you to visit us during Merchants’ Week Genuine Hard Pan Shoes He will tell you what they have done for him to make business better. But it takes the genuine to do this. VOSVPTVHHDHP VD, Rindge, Kalmbach, Logie @ Co., Ltd. Grand Rapids, Mich. eeeeaeeeececetenanecaenenaeneeenace May 19, 1909 MICHIGAN TRADESMAN 31 in some suitable conventional pat- tern, 6 by 9 feet, for ten or twelve dollars. You can have a small li- brary table in the center of it and three or four chairs about it. Have the daily papers on the table and a magazine or two; if you care to be a little extravagant, a vase with some cut flowers. Have the score card and the weather forecast handy. As hot weather comes on _ have some filtered ice water on tap and some palm leaf fans strewn about. If your shop fronts the westering sun have heavy green shades to break the glare of a blazing summer afternoon. Make the place look cool even if it is outlandishly hot. I have not attempted in this arti- cle to give a complete list of the hun- dred and one little accessories and conveniences that can very easily and, for the most part, very inexpensively Be secured. I merely make a _ few suggestions to start you to thinking. Ask yourself the questions? What kind of a store would appeal to me if I were a customer rather than a shoe merchant? What sort of attention would I appreciate? What sort of con- veniences would impress me favora- bly? In answering these and similar questions you are working right along the line of creating right conditions, and you have to have conditions right nowadays to get the business. Cid McKay. ——_>+-___ . Salary For the Shoe Dealer. In figuring the cost of doing busi- ness should a shoe dealer include a salary for himself? Any man engaged in the shoe busi- ness ought to have as much right to draw a salary as any of his clerks. If | the shoe business will not stand it, something surely is wrong with the business, and in justice to the man’s family and himself he should get out of this business and go to work for someone else, where he could draw a salary. ' Every shoe dealer is entitled to make a living for himself and family, and that living, at least, should be figured as one of the necessary ex- penses of doing business, just the same as the hire of his clerks. The work is of the same nature, and should be paid accordingly from the profits of the business, except that naturally the head of the business should be expected to draw a larger stipend than any of the employes, for he should be, at least, better fitted for the work, by reason of wider ex- perience and maturer judgment, than any man under him, and should be able to give them pointers on the shoe business. If he is unable to do this, how long do you suppose it will be before they find it out; and when they find it out, how long will they be able to retain the respect for their employer they should have? And if they find out that they are drawing more money than their employer al- lows himself—if it is apparent that he values his own services more lightly than theirs—how much respect do you suppose they will have for him? It does not pay in any sense to work for nothing. You rob yourself, you cheapen your business, you for- feit the respect of your clerks and your self-respect as well; and that is a pretty serious matter. Of course, a $10,000 business in a small village does not entitle the owner to draw as large a salary as the owner of a business of five or ten times that amount, in a larger place where liv- ing expenses are higher, should have; but he should regularly draw a sal- ary commensurate with the business and with his necessities, and not give it all away to his clerks and his cus- tomers. He should pay himself for his time and add the amount to the expense account.—Shoe Trade Jour- nal, ——_~+-.___ Suggestions For the Findings Clerk. Written for the Tradesman. In selling shoe polishes to the women always make it a point to make a little talk as to the best way to apply and what should be the condi- tion of the leather when they are used. There is a peculiarity of the sex in this regard: They are per- fectly competent to read the direc- tions for themselves, but they like, in addition to this, to have verbal in- structions as well. Also have a little chitchat at your tongue’s end about everything else in the findings case. What you say re- garding this kind of merchandise may not amount to a picayune, but it serves the purpose of thelping to keep you in the patron’s memory when she next has use for any of the small necessities which go toward bright- ening up her footwear. personality on all customers, be it shoes, slippers or rubbers you are selling. Make it im- possible for them to forget you. If Impress your possible, ring in some bright little story apropos of what is talked of. Whenever they have occasion to re- peat the squib they will recollect where they heard it. This is as zood as a free advertisement for you. Janey Wardell. —_>-+____ Ready for New Teeth. Blue Knob, Tenn. Mr. Tommy Butler, Dentristy. Dur Sur—I will writing you toe let you no at i want you cum toe my house to wontest toe maik me a pare teeth. I am dog tired a_ swallering evry thing i eat hole, hit do not agree with my stumaic. Old man Carr cum to my house last week to maik me a pare teeth he muxed up some truck like some flour with some water and put it up my mouth hit maid me so sick i lost my dinner. i drive him off, if you cant make a pare teeth with- out adoin like that you neednt cum, so cum at wontest. this is frum Betsy Jane Brown. i want little white teeth. Boy Be More P. S. Sally Brown wants a pare teeth, too. she hiz got the mony, she sold a calf yistiddy. -B. J. B. aE Rr ees - Every act, word and thought leave an influence and a_ tendency that make a repetition easy and make dis- similar acts, words and_ thoughts harder to repeat. Consequences be- come causes; good brings forth good; evil produces evil. No act is isolat- ed. It has some influence upon our x. 5. future acts, Do Insects Possess Reasoning Pow- ers? A different degree of wit and rea- son for the dog, the horse, and other animals than the wit and reason of man, but not a different kind, is the verdict of Prof. Nathan A. Harvey, Normal college of Ypsilanti, Michi- gan. But insects’ minds are of a dif- ferent quality. When we observe a mud wasp building its cell, stocking it with spiders that are not dead but paralyzed by stinging in the ventral ganglia; when we see such complicat- ed activities of this kind adapted per- fectly to a certain end we must be convinced that the insect necessarily possesses a high degree of intelli- gence. Some observers of course attribute these activities to instinct. Prof. Harvey admits this, but he reckons with instinct it: considering intelli- zence. Man exhibits many instincts, but none of them can be compared in complexity or fixedness to those of insects. But we know that the more nearly perfect any activity becomes in us the more nearly it approaches the instinctive action. The actions that begin as voluntary by practice come to assume the form closely al- lied to that of instincts. We stinctively raise our hand to ward off a blow. Our mental processes with self-evident truths, Prof. Harvey thinks, most nearly approximate an instinct. in- Were we asked how we know that! the whole is equal to the sum of all| its parts we immediately answer that! it could not be otherwise. So it is! easy to fancy that if a mud wasp were asked how she knows just where to sting the spider and why she does that before putting it into the cell, she would say it could not be done in any other way. Prof. Harvey’s point that our knowledge of the fact that the whole is equal to the sum of all its parts, which we know as soon as it is necessary for us to know it, is not an indication of a lack of intelli- gence, but an evidence of intelligence. A person who did not know it in- is stinctively would have the mind lacking in intelligence. So the ac- tivities that are called instinctive in insects are indications of a high de- gree of intelligence. a An Irish Sherlock. A few Irishmen, just over from the old country, were playing, and a big jack-pot was on, when Mike said to Pat: “Orll bet yez have shpade before we draw.” “Shure and who told yez Oi had a shpade at all?” says Pat. “Oi see yez spit on your hands when yez picked it up,” says Mike. the hoigh En They who think there is only one road to heaven usually want to put a toll gate at their station. MAYER Honorbilt Shoes Are Popular Your A High Cut H. B. HARD PAN Carried in Stock and, Just like Herold-Bertsch Shoe Co. Makers of the Original H. B. Hard Pans Grand Rapids, Mich. Shoe Men Know Good Salesmanship Is often capable of putting 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. our H. B. Hard Pan Shoes, our selling plan has greatly increased in value to the dealer—it’s yours—and the extra profits—for the asking. MICHIGAN TRADESMAN May 19, 1909 THE SEARCH FOR EASE. Why the Body Invariably Hungers For Play. Sancho Panza asked that we bless the man who invented sleep. In the interest of justice he might have add- ed a word for the individual who dis- covered leisure, that rare possession which is bestowed so generously up- On some and which is almost un- known to others, When the span of man’s life was created it divided his existence into thirds. During one of these he works; another is devoted to sleep, and the smallest of the three is that period of time during which he may idle. Sleep is not recreation, and we may not take from this duty time which should be ours for the cultiva. tion of leisure. This civilization of which we boast has made no: place for relief from toil. It has demand- ed that man should labor, and each era asks more of him, yet makes no alterations in the daily routine that has been in vogue since Romulus and another planned the complications of municipal life. If an issue be taken, apparently, our playing time is grow- ing less, and it is not well that this should be so. We have always endeavored to lighten labor, but to what purpose? The result of our effort does no: mean increasing ease for physique or brain, and the sole accomplishment is found in the ability to do more in less time. Man does not put aside this period which he has spared, but crowds into it additional labor, and before long he will essay to increase the working capacity of this. In Bayard Taylor’s part of the Catskill Mountains, the seeker of things unique may chance to ramble in the vicinity of Twilight Park, Here, long ago, the inventor of a world-fa- mous labor-saving device built him a snug bungalow and dubbed it “Rest- a-while.” He planned to linger here when his troubles were many and his soul world-weary. But he never came to Twilight, for the lure of his ma- chine was stronger than the call of the pine woods, and the picturesque old shack remains still tenantless. What need for cogs that save seconds and wheels that make minutes if the cost of their production is beyond the reckoning? Do you know that the body hun- gers for play? It can not appreciate the hour that is stolen from sleep and has absolutely no desire to come in- to its own if the time must be de- rived from this source. But it asks for itself an allotted period, and un- less our routine is absolutely the mas- ter of our wishes, the time and place will be ours to do with as our pleas- ure may dictate. The search for ease is universal. It seems the natural instinct of man to look for soft spots, and, having ac- quired these, he disposes of the re- mainder of his time with the object before him to discover what may be done with them. Leisure that comes to us of a sudden is startling, and from this we may assume that prepa- ration of some nature must be made in order that we may thoroughly en- joy what has been thrust upon us. An active man who finds himself un- expectedly with much spare time be- fore him is made as miserable as the idler who is thrown promiscuously in- to a position where much effort is demanded of him. We are not all adapted to the enjoyment of total freedom from stated occupation. As it is said of one man that he is born to labor, so may we say of another that idleness is his lot. We may pre- sume that each indulges himself in the utmost possibilities of his primo- geniture for a‘time. Let us suppose that conditions are suddenly revers- ed. The worker is freed from his toils, and the other finds himself with the necessity of labor before him. It is not difficult to see what these changes will mean to both. To idle gracefully is more difficult than any work may ever be. It warps the soul, this ease, makes thick the blood and ossifies the mind. There is no charm in entire abstinence from employment, however alluring the Prospect appears in the eyes of a busy man. We do not influence the state that fortune has created for us. The condition that we. find ourselves in is the ruler of what happiness we m: ay find in our special lot. Given a sphere, then, not of his own selec- tion, it must needs follow that man should desire another orbit in which to move. Those individuals who do not possess the ability to alter what destiny has made for them are com- pelled to make aspiration the total of their realization. In quence, discontent stalks with them throughout their existence. No thought is more galling than this: To realize that we are beyond helping ourselves to better things. If man feels that chance has played him a scurvy trick in not making his op- portunity a superior one, he may yet continue to enjoy a measure of con- sum conse- tent. But with this before him, that if he is unable to cope with the difficul- ties of elevation, his dissatisfaction for always is assured. If a silver trout stream is calling |. to you and the magic of fair skies and rolling hills and bosky dells is work- ing wonderful mysteries with your peace of mind, go to all of these and take your fill of what they have to give. But, if it is your wish to re- tain the impression that was yours originally, come away before the charm palls. There are few associa- tions that will endure constant at- tendance, few joys that hold their spell when we test them often, and of leisure, too, we tire. And when that time comes that man’s nature rebels at an interval of ease, he has become a serf to a power stronger than any he may exert, and his hori- zon assumes the magnitude that is found when we look through the large end of the telescope. Destiny, in all wisdom, has given few men the opportunity to become bored because of an abundance of leisure. Those individuals whom she has neglected in this respect so far outnumber the former that Fate may be excused’ for her whim. She gives no more generous gift than work to do and the health and strength with which that labor may be done. With a little time to play and a duty to be done, man may have as a living part of himself that most serene pos- session, contentment. Wh at need for more than this in life’s brief span? Richard C. Boehm. We are always powerfully by the good, or the evil, results of habit. A tree must be rooted in the soil before it can bear flowers and fruit. A mature man is a bundle of habits. Carlyle said: “Habit is Supreme strength, our weakness.” affected our miserablest FLOWERS Dealers in surrounding towns will profit by dealing with Wealthy Avenue Floral Co. 891 Wealthy Ave. Gseand 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 HIGHEST AWARDS IN EUROPE AND Rees, AMERICA A perfect food, preserves health, prolongs life Walter Baker & Co., Ltd. Established 1780 DORCHESTER, MASS. 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 oe sbenateni Detroit, Mich. The Trade can T rust any promise made in the name of SAPOLIO; and, therefore, there need be no hesitation about stocking HAND SAPOLIO It is boldly advertised, and will both sell and satisfy. HAND SAPOLIO is a special toilet soap—superior to an and capable of removing any same as regular SAPOLIO, but should be sold enough for the baby’s skin, Costs the dealer the y other in countless ways—delicate stain. at 10 cents per cake. May 19, 1909 MICHIGAN TRADESMAN 33 NEW YORK MARKET. Special Features of the Grocery and Produce Trade. Special Correspondence. New York, May 15—Jobbers gen- erally report a better week in coffee than they have had for a long time. Orders by mail and wire from many sections have come in with compara- tive freedom and at the close the sit- uation is strong. The outlook for the future, so far as actual coffee goes, is certainly in favor of the seller. New crop can not be expected for some three months and by that time supplies here will be still further re- duced. A well-posted man tells your correspondent to advise the readers of the Tradesman to buy coffee now; it will be a judicious move. At the close there are in store and afloat 3,550,886 bags, against 3,491,913 bags at the same time a year ago. At the close Rio No. 7 is worth 84@ 834c—-about 33% per cent. more than a year ago. There is again a feeling that a duty on coffee will be declared and this sentiment 1s said to be stronger than at any time since the tariff discussion was begun—senti- ment that has’ developed within twen- ty-four hours. Mild coffees are well held and good Cucuta closes at toc. While buyers of teas are taking only the smallest possible lots, there is a rather better feeling among the trade and the future looked with a good deal of confidence. Quo- tations show little, if any, change. Refined sugar is quiet. Dealers the interior seem to be fairly well supplied and free looked for until about June 1. tations have been cut by cern, but little attention was paid to it by others. Rice of all grades is in good de- mand. Stocks are not over-abundant, although there seem to be enough to meet all requirements. Good to prime domestic, 5'4@6c. show very little from the condition that has prevail- ed for some little time, although this Mittle change’ is for the better. Stocks are becoming reduced and everything favors sellers. to is in purchasing is not Quo- One: COn- Spices change Molasses is steady, but the volume of business is small, and this is to be expected as the warmer weather ap- proaches. Good to prime centrifugal, 22@3o0c. Syrups are quiet. In canned goods there is little of interest to be gathered. Trading in futures is quiet and buyers seem to be little interested. Spot tomatoes ate worth 6sc f. o. b. factory, al- though there are reports that sales are being made at 62%c. At the lat- ter figure there is some question as to whether the quality will “come up to the scratch.” Peas are to be had for 6sc for the fair standard article, although quotations are more general- ly 65@7oc. Western goods are meet- ing with more enquiry, but there seems to be a divergence of opinion as to the value of the same between buyer and seller. Maine corn, 87% @o2t4c. Other goods are moving rather slowly, and especially is this the case with asparagus. The butter market is well sustain- ed. Stocks are not quite as large as a week ago and creamery specials are held firmly at 27@27%4c. Extras, 20%c; firsts, 2514@26c; Western imi- tation creamery, 21@22c; Western factory firsts, 20c; seconds, 18'4@10c. Cheese has declined some, owing to freer arrivals, and full cream is worth 13@13%c for New York State. Eggs are well held and _ slightly higher for top grades. Western stor- age packed, 22@22%4c; firsts, 21@ 21%4c. There is a good supply of stock that hardly stands the test, and such will work out at about 2oc. oS Possible Analogy Between People and Animals. Written for the Tradesman. Nathan Church and _ his. near friends, Willard Kingsley, Isaac M. Weston, Stewart Ives and Dick Ab- bott, dined frequently at Sweet’s Ho- tel in the early 80’s. ‘Those dinners were remarkable, not so much for the menu served as for the discussions took place while the diners were seated at the table. With all earnestness this brilliant quintette of gentlemen would consider the ances- try of the roast pig, the flat-footed duck or the golden bronze turkey and, upon the theory of transcendentalism, speculate upon the lives of the men or the women of the past that had for a brief period been the vital force of the animal or fowl which the quin- tette were at the moment eating. If the duck had a wide breast and short stout legs it did not require a very which active imagination to force the con- clusion that the soul of Anna Dickin- son had been that of the duck a few hours before. Her life’s work, her purposes and her disappointments were duly considered, and it would not be at all surprising if the quin- tette had voted that Anna’s life was more valuable to the world as a duck than as a woman. Anna’s future was likely to be considered and her fit- ness for a further existence as a horse or a poodle dog or a monkey was debated vigorously. If a roast of beef were tough and indigestible it was said to possess the character of Andrew Jackson, Gener- al Ben Butler, George S. Fortesque, the mammoth impersonator of juven- ile femininity, or Landlord Johnson, and the hope was expressed that the unseen Power that rules the world would put the spirits of these persons out of the unseen class. No evidence was necessary to prove to Nathan Church that the beautiful white fish placed before him had not been the receptacle in which the soul of Ade- laide Neilson reposed before the death of the fish, and Stewart Ives could see the spirit of a loved and lost one depart when his knife removed the second joint of a chicken. I. M. Weston saw the spirit of Brigham Young in the roast pork and Dick Abbott that of John C. Heenan, the prize fighter, in the squirrel. When their peculiar views upon transcendentalism had been discussed, stories were told and as it was one of the rules of the five that the cost of a bottle of wine should be imposed upon the member or members caught laughing on ac- count of the jokes related the dinners were by no means dry affairs. Practi- cal jokes, to be played upon friends and acquaintances, were planned and a duel was arranged, to be partici- pated in by two jealous musicians. “But that is another story.” Patrons of the hotel considered themselves fortunate when seated near the table of the jokers and the house became famous for the character of its clien- tele. Finally Mr. Ives died, Mr. Church, in impaired health, left for the West, ‘Weston and _ Kingsley moved to the Morton House and the brilliant quintette was broken up. Kingsley alone remains in the city. Arthur S. White. —_+~-<-___ Every man is prone to imitate those about him, but, most of all, he is in- clined to imitate himself. The doing of anything makes it easier to do it again in the same way; and the repe- tition becomes a habit, which it is al- most impossible change. When the habit is fixed the thing is done mind is upon something else. By habit, which has become an instinct, the trained fingers play the piano without the attention of the mind. It is said Edward Ever- ett gave as a reason of his wonderful that when a boy he read very earnestly, and at the foot of every page he obliged himself to re- to while the engaged memory view what he had read on that page. At first he had to read it three of four times before the contents be- came fixed firmly in his mind; but finally after reading a book once he could almost recite it from beginning to end. Chattel Mortgage Sale. sy virtue of a chattel mortgage, ex- ecuted by Hatry ©... Eannell. of Blanchard, Michigan, to Fred E. Walther, trustee, of Grand Rapids, Michigan, dated the gth day of July, A. D. tI905, and filed in the office of the Clerk of the Township of Rol- land, Isabella county, Michigan, on the 25th day of July in the year afore- said, and upon which default has been made, I have taken and shall sell the property therein mentioned and de- scribed, to-wit: All of said mortga- gor’s stock of merchandise, consisting of boots and shoes, dry goods, cloth- ing, gents’ furnishing goods, grocer- ies, crockery, rwbber goods and every article of every name and nature now his store in Blanchard, together with all book accounts and other evi- dences of indebtedness and all furni- ture and fixtures at public auction at the front of store of Harry C. Linnell, at Blanchard, Mich- igan, on the 24th day of May, A. D. 1909, II the of said day. Dated at Grand Rapids, Mich., May 14, 1909. Fred E. Walther, Trustee and Mortgagee. in door the said at o'clock in forenoon The inventory of said property may seen at my Herold-Bertsch Shoe Co., Grand Rapids, Mich a B. Frank Sweet, City: | took your paper, I think, from its first be office. Carson issue until I went out of business sev- en or eight vears ago and always con- sidered the Tradesman as It with a Bro |. we have not made good. public wants. particulars. Louis and Ottawa Sts. THE BUICK RECORD We have made many strong claims for the Buick cars, but none that We have said that Buicks are dependable—we have proved it through five years of satisfactory service. We have said that they would stand all kinds of road conditions—we have not only proved it by winning endurance contests and hill climbs, times without number, but any Buick owner will tell you that he proves it every day that he drives his car. Buick “Model F, $1,000, 22-Horsepower, 5-Passenger Touring Car is the car on which the Buick reputation has been made and the fact that its sale shows a big increase each year is ample proof that it is what the Profit by the experience of others—buy a car that has earned a high reputation for reliability and all around merit. BUICK MOTOR COMPANY G. P. DOWLING, Branch Manager Ask for GRAND RAPIDS MICHIGAN TRADESMAN May 19, 1909 THE NEW LAwW. Ice Cream Now Regulated By State Statute. The following is the full text of the law enacted by the present Legisla- ture governing the manufacture and sale of ice cream: Section 1. No person, firm or cor- poration shall manufacture for sale, keep for sale, sell, barter, exchange or deal in ice cream which shall con- tain any substance other than milk, cream, eggs, sugar and some neutral flavoring gelatin or vegetable gums or which contain other than the re- quired amount of milk fat as herein- after provided. Sec. 2. No person, firm or corpor- ation shall manufacture for sale, keep for sale, sell, barter or deal in ice cream adulterated within the meaning of this act. Sec. 3. Ice cream shall be deemed to be adulterated within the meaning of this act: 1. If it shall contain boric acid, formaldehyde, saccharin or any other added substance or compound that is deleterious to health. 2. If it shall contain salts of cop- per, iron oxide, ocres or any coloring substance deleterious to health. Pro- vided, that this paragraph shall not be construed to prohibit the use of harmless coloring matter in ice cream when not used for fraudulent pur- poses. 3. If it shall contain any delete- rious flavoring matter or flavoring matter not true to name. 4. If it be an imitation of or of- fered for sale under the name of an- other article. Nothing in this act shall be con- strued to prohibit the use of not to exceed one-half of 1 per centum of pure gelatin, gum tragacanth or other vegetable gums. Sec. 4. No ice cream shall be sold within the State containing less than 12 per centum milk fat, except where fruit or nuts are used for the purpose of flavoring, when it shall not con- tain less than Io per centum milk fat. Sec. 5. It shall not be lawful for any person, firm or corporation to sell, offer for sale, expose for sale, or have in possession with intent to sell, any ice cream in any container which is falsely labeled or branded as to the name of the manufacturer thereof or to misrepresent in any way the place of manufacture of ice cream or the manufacturer thereof. Sec. 6. Each person, firm or cor- poration engaged in the manufacture of ice cream as a business within this State, after this act shall take effect, shall file with the Dairy and Food Commissioner an application for a li- cense accompanied with a fee of five dollars, and upon receipt of such ap- plication the Dairy and Food Com- missioner shall issue to the person, firm or corporation making such ap- plication a license to manufacture ice cream, as provided in this act, which license shall run for one year from the date of the application, and shall he renewed annually thereafter. The money so collected by the Dairy and Food Commissioner shall be paid into A Spasm On Weeds Our host, Mr. Martin, is learning to farm And this subject, of course, has caused him alarm. In a talk through the phone last week ’twas agreed I’d be present to-day and discourse on the weed; It isn’t a plant which appeals to my taste, But perhaps the time used will not be a waste, If I can apply a moral or two i And at the same time keep my subject in view. Webster defines them as plants of no use And a bother beside, a provoking abuse, Not that any one here would dare be profane If his field should grow weeds rather than grain. We have learned that dame nature is true to her laws— If the crop is of weeds there’re always a cause And a remedy, too, if rightly applied, But it’s always with work very closely allied; For thus we receive the reward for our labor And the weeds are obliged to seek rest with our neighbor. "Tis not that we wish him any luck that’s unkind It is only God’s law to which many are blind, But weeds find their home in the fields of the lazy, (If one finds content in John’s field it’s a daisy.) That a weed is not always a plant, you'll agree, Other forms of weed growth all about us we see, Even weeds on the farm aren’t confined to the fields, Any life that eats more than the profit it yields Is a weed; in fact, if you have a pig That stays long at the trough, but fails to grow big, His interest in life is confined to his feed— Would it not be quite right to call him a “pigweed”? Or a cow that gives milk of a beautiful blue, Yet eats enough hay to fatten up two, ¢ And stays lank and bony in spite of her greed, She should be called a form of “milkweed.” : So the hens though they cackle and cluck as they go— Unless they’re the kind that’s accustomed to crow— If to laying fresh eggs they give little heed They surely belong to what’s known as “chickweed.” Then the farmer who works in a tired sort of way, A drone or a shirk, though he’s seldom at play, His clothes in disorder, his face out of joint— But I need not say more for you all see the point, For getting work done you'd not choose him for speed, In point of real use he’s a great big “ragweed” But the ladies can’t all remain out of this grist— What use can you find for the one who plays whist The long afternoon to pass off the time? But I’m back in the town, I must close up the rhyme, I regret very much I’m unable to lead A real conference on the use of the weed, But while I lived on the farm, years ago, Your progress since then has not been at all slow, And anything I might say you'd at once think was bosh, So I'll not make a goose of myself that way, B’gosh. When Mr. Frank Welton, Cashier of the National City Bank, took to banking, instead of acting, the stage lost the Opportunity of possessing another Sol Smith Russell. Now he has espoused the poetic muse, with the above result. While Tennyson and Longfellow would probably have been secure in their fame, in case he had selected a poetical career, yet he might have disputed the position of lyric poet with Riley and Carleton. The effort above given was presented at the monthly meeting of the Grand River Valley Horticultural Society at the home of Mr. John B. Martin last Tuesday: afternoon. the State treasury and be used to help defray the expenses of the of- fice of the Dairy and Food Commis- sioner in addition to the annual ap- propriation therefor. Provided, that this section shall not apply except in cities of more than three thousand inhabitants, by the last United States census, to any person, firm or cor- poration manufacturing and selling ice cream by the dish direct to the con- sumer, Sec. 7. Any person, firm or cor- poration who shall violate any of the provisions of this act shall be deemed guilty of a misdemeanor and upon conviction shall be fined not less than twenty-five dollars nor more than one hundred dollars, or by imprisonment in the county jail for not less than thirty days nor more fhan_ninetly days, or by both such fine and im- prisonment in the discretion of the court Sec. 8. The Dairy and Food Com- missioner shall be charged with the enfrcement of the provisions of this act. This act is ordered to take immedi- ate effect. It will be noted that this law does not conform to the Federal require- ments. The Federal law requires 14 per cent. of milk fat in plain cream and 12 per cent. in nut and fruit ice cream, whereas the Michigan law is two points less. It is unfortunate that the Michigan law should not con- form in every respect to the Fed- eral statute, to the end that absolute uniformity may be secured throughout the United States. 2-2 A Strenuous Hint. "Twas the regulation parlor scene. He was occupying one end of the sofa and she the other. “The muscles of my arms,” said he, “were developed solely with dumbbells.” “And don’t you ever use them fo: anything else?” she asked, innocently. When a man is in love it is awfully hard to interest him in your troubles, Post Toasties Any time, anywhere, a delightful food— “*The Taste Lingers.”’ Postum Cereal Co., Ltd. Battle Creek, Mich. 139-141 Monroe St Both Phones GRAND RAPIDS. MICH. Grand Rapids Supply Co. Jobbers Mill, Steam, Well and Plumbing Supplies _ 48-50-52-54-56-58-60-62 Ellsworth Ave. LONG DISTANCE SERVICE MICHIGAN STATE —<—_> TELEPHONE CO. May 19, 1909 SAVE YOUR BRAIN. Cuts For the Grocer Others. Written for the Tradesman. If there is any merchant who needs to avail himself of every means pos- sible to lessen brain work it is the grocer. He may have cash register, computing scales, loose leaf ledgers, duplicate slips, want book and other devices to save taxing his brain; he may have a system so carefully plan- ned as to avoid many errors, incon- veniences and anxieties, and yet he may be carrying unnecessary burdens and spending more time than neces- sary in transacting business, because he does not avail himself of helps which require whatever. Short and no outlay of money In some lines it is possible to tag, label or mark every article before placing it on sale. Not so with the zrocer. The fluctuating prices on many kinds of goods necessitate an almost daily revision of prices. These must be kept in mind when selling goods or taking orders. Fortunate is the merchant who can always fix the retail price at the time goods are ordered. be able to The grocer may so on certain goods and to remember the prices determin- ed upon, yet there are many times when invoices must be consulted and prices fixed while goods are being opened up to deal out to customers. In such time is often taken to figure out the cost of articles which are bought by the gross, case or doz- en, and the longest method is em- ployed while a customer may be anx- iously waiting. If went do Cases who OT merchants do thus to ever learned short cuts in multiplication, division, etc., they seem to have entirely for- zotten about them. There are many grocers, dealers in other lines as well, who could profitably spend an hour every evening for a few weeks’ studying a commercial arith- metic. €Vver school of and Every merchant is supposed to ex- amine, or have examined by a com- petent person, every invoice to see if it is correct, not only as to the total amount, but as to the computation of every item. This work could be much abbreviated by the use of short meth- ods of computation. The following may illustrate some of the short cuts of which the grocer might avail him- self: A barrel of sugar—329 pounds at $5.30 per cwt.—is down at $17.44. Is that rizht? At a glance we see that 300 pounds cost three times $5.30, or $15.90; 30 pounds cost one-tenth as much or $1.59. Adding these two we have $17.40. Deduct the price of one pound and we have $17.44. Cor- rect. It can be done much quicker than it can be here explained, and you are certain that it is right. Next is 4714 pounds crackers at 61%4 cents per pound. If there is anything that will tangle one up it is fractions in both terms. Get rid of them. Four times 6% cents is 25 cents, or a sil- ver quarter, and 4 is contained in 48 twelve times, and 12 quarters make MICHIGAN TRADESMAN _ $3.00. Subtract the price of one-half pound and you have $2.97. A box of soap—1oo cakes—costs $3.15. If you sell 7 for 25 cents, what is the cost? Seven times 3 cents and 7 times 3-20 of a cent gives 22 and 7 times 3-20 of a cent gives 22 1-20 cents. If it is 100 bars for $2.85, and you think of selling 8 for a quarter, multiply 3 by 8 and subtract 8 times 3-20 or 1% cents, giving 224 cents. What will pounds of sugar amount to at $5.45 per cwt.? Twice $5.45 is $10.90 for the 200 pounds, and one-fourth of 100 pounds is one- fourth of $5.45, or $1.36; adding gives $12.26. Forty boxes S. B. cough drops cost $1.25. What is that a dozen? One- fifth of 40 is 8, and one-fifth of $1.25 is 25 cents. Eight is two-thirds of a dozen; 25 two-thirds of 37%. Ten matches cost What does one package cost? One or $4.10. Now do not divide by 12; take an easier way: If $4.10 is the cost of 12, one-fourth @t that, or S102 is the cost of 2 and 34c the cost of one package. If 36 packages breakfast food cost $4.50, you are going to take your pencil and divide $4.50 by 36. You do not need any pencil for so simple an example. Think of 36 as three dozen and one-third of $4.50 as $1.50 or 12 shillings—a shilling, 121%4c—for each package. What is the cost of 1 Boo 5 “ee gross $41.00. gross is one-tenth, of 714 pounds of candy at 934 cents per pound? If it were 10 cents per pound you would see at once that it would be $1.75. Therefore multiply by 10 and sub- tract one-quarter of a cent per pound, or 4 cents, leaving $1.71. The miller the buyer often use a ready reckoner when buy- and grain ing grain, perhaps not so much to save time or mental exertion as to avoid loss by errors. The grocer and the general merchant might well have a ready reckoner or a table of prices by the gross, case, dozen and single article from the least to the highest prices. By reference to this the cost of goods in any quantity might readily be ascertained to save delays in busi- ness. The grocer’s time may not be of as much importance as that of the customer waiting for an order to be filled or to settle his bill. Two or three minutes is quite a long while for a customer to wait, especially if he is in a hurry to go elsewhere and has computed exactly what he should pay long before the merchant gets through with his figuring and looking over and correcting his work. Some may wish to know. where saving one’s brain comes in by using short cuts, as they consider it much more difficult to work out problems by mental process alone. Enough has been said to show that time may be saved in many cases by using shorter methods of computation, either with or without the aid of a pencil. And the shortest way can be most quick- ly proved. Many times it requires no proving; one feels certain that the result is correct, as every step is clear and plain. It is uncertainties that weary the brain; it is the grop- ing along among intricate ways, feel- ing after something sure, tangible, de- cisive and at the same time endeavor- ing to hold the attention of the cus- tomer or give attention to his needs, which causes undue strain of the mental powers. E. E. Whitney. een nr I Bec i New Method of Drying Buildings. Drying new buildings is done per- fectly in three days by the new Shei- field method. Hitherto occupation of newly built houses has been de- layed in order to allow them to dry, but with the use of this new apparatus freshly plastered rooms can be en- tirely dried within three days and the excessive moisture of the completely extracted. This apparatus consists of a stove with a firebox suitable for coke fuel, surrounded by a number of small di- ameter tubes similar to gas _ pipes. By means of the apparatus fresh, dry, outside air enters constantly into the air supply tubes and is highly heated walls in the tubes surrounding the | fire- places. It ascends in a dry, heated state in the room, passes along the ceiling and and absorbs the dampness, sinking soon after being saturated with the and re-en- tering the apparatus. It then mixes with the coke gases in the outlet tube for the smoke, and eventually escapes into the chimney. This constantly renewed, fresh, out- side furnishes an abundance of Caebonte acid to the mortar, thus hardening it and producing in a short time the same effect as if the mortar had dried naturally. .It is claimed by this system that no moisture can possibly show later on. A _ striking recommendation for the apparatus is that the German law prohibiting the habitation of any until months after construction is abrogat- ed by the authorities where this sys- tem is used. —_-2s2?o———_——— Bread Now Has Written History. Even bread has its history and its published history, written by one of the brothers Reclus, professor of ge- ography in the University of Brus- sels. The naturally whitest of all breads is the kasava bread of Latin America. Jt is always made in thin, wafer-like cakes from the kasabi plant. Blackest of breads is the palt brod of Lapland, Northern Scandinavia, Rus- sia, and the Far North of Siberia. It is a kind of rye bread and is consid- ered highly nourishing. Reindeer sledge parties subsist on this for weeks together, their only other ar- ticle of food being unsweetened brick tea and sometimes a morsel of fish. The Scotch have three cornered oat walls same air house Six bread. The Russian Jews have un- leavened bread, one of the simplest and purest of diets. The Italian breads present the greatest variety and purity of any. Some of their family loaves are as big as_ cart- wheels and retain their table accepta- bility for nearly a week without be- coming over dry or hard. Of all hardtack breads of the world the Siberian ring bread is considered the most substantial. It made without salt or yeast, and is first steamed, then lightly baked to expel the moisture. Soaked in pure- hot tallow for a few moments, it is the is best possible heat producing article of diet. It will burn slowly for about an hour, emitting a strong heat suffi- , cient to warm and light a small tent and boil the tea or coffee water. ed Esprit de Corps. The success of a business turns on its esprit de corps. There is an ani- mating spirit or soul in every con- cern, otherwise it is a dead one. Neither a commercial enterprise nor an army can succeed as long as it is filled with strife, jealousy, fear and uncertainty. doubt, This esprit de corps is largely plied by the leader. And a leader who can not inspire his corps with a spir- it of victory has on his hands a force to feed, not with which to fight. The sup- Invincible Tenth Legion of Napoleon was invincible on account of its esprit de corps. It was filled with one purpose. It went into bat- tle with but one thought, and that was the thought of vicory. Elbert Hubbard. ———_—2. ~~ Discouragement. “So you have bought a horse?” “Yes. The doctor said riding would give me an appetite.” “Does it?” “Certainly. But what’s the use? By the time I get through feeding the horse I can’t afford to eat.” Becker, Mayer & Co. Chicago LITTLE FELLOWS AND YOUNG MEN’S CLOTHES We are manufacturers of Trimmed and Untrimmed Hats For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Division St. Grand Rapids, Mich. 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. All Kinds of Cut Flowers in Season Wholesale and Retail ELI CROSS 25 Monroe Street Tea entity Ground Feeds None Better WYKES & CO. @RAND RAPIDS ee May 19, 1909 36 MICHIGAN TRADESMAN A Michigan merchant who evident- ly did a credit business, sent out the following statements: “All per- sons indebted to our store are re- quested to call and settle. All those indebted to our store and not know- ing it are requested to call and find out. Those knowing themselves in- debted and not wishing to call are requested to stay in one place long enough for us to catch them.” Michigan, Ohio And Indiana Merchants have money to pay for They have customers with as what they want. great a purchasing power per capita as any other state. Are you getting all the business you want? The Tradesman can ‘‘put you next” to more pos- sible buyers than any other medium published. The dealers of Michigan, Ohio and Indiana and they are willing to spend it. If you want it, put your advertisement in the Tradesman and tell your story. Ifitisa good one and your goods have merit, our sub- scribers are ready to buy. We can not sell your goods, but we can intro- duce you to our people, then it is up to you. We Use the Tradesman, use it right, can help you. can not fall Give and you down on results. us a chance. 5 MICHIGAN TRADESMAN May 19, 1909 » 8 UT 77 J Tt att (| CCG TC Wiicesteny = @ y ULE RASS 5 saa, WHI (0 CS S =< os c = 7" ry —— Ly [ it *a sa é ‘Rac ei 2 Wy Wut NYY a Young Grayson’s First Trip on the Road. When in the fullness of time young Grayson had served his apprenticeship in the city sales department they called him into the private office and told him that now he swas going on the road, he was a salesman, a drum- mer for the house of Going & Co. “Now, Grayson,” said old Going, “you've made pretty good in the house. You haven’t been a star, but then stars aren’t always desirable as cubs. You haven’t set the world afire or even indicated that you ever were going to pull off that kind of a stunt. I’m telling you frankly that you have shown yourself to be a young man of promise in the selling game, and that’s why you get a route. Going on the road, you'll find, is a different proposition from running around town in a red wheeled buggy and calling on people who know the house as well as they know there is a city hall. “People don’t know Going & Co. so well out in the woods, Grayson. There are others. And you'll find that they don’t know you. You're a stranger outside the gates. They won’t open the gates for you. You’ve got to find the keys. And if you don’t find them kick ’em down! Now, I want to see you make good. Remember that your expense account is elastic, but don’t strain your imagination turning a $40 poker loss into a hotel bill, “Don’t take too much time adding to your collection of unprintable sto- ries. Don’t drink any whisky. Soda cocktails are just as impressive and don’t hurt. And remember that Go- ing & Co. have got just one reason for paying salesmen make good.” with Going’s, but at the same time it had given him to understand that he, Grayson, was one of the chosen. The gift of winning was his. He had not thought of it particularly much, but in a way he knew that he did not not even from Going himself, That was why the old man’s calm and casual farewell, “Go out and see if you can make good,” threw a chill into Grayson’s confidence heated scheme of things to be. If he could make good! Then he still was only a probationer. All that good work in the city sales department really went for no more than a boost to the Op- portunity to show what was in him. The real work of making good was all before him. Grayson as he re- ceived his baggage checks wondered just why Going had thought it neces- sary to warn him of the hardships of the road. He wasn’t a spring chicken. He’d been up against hard selling propositions in plenty. He guessed, by jove, that anybody who could cop out his share of the city trade wasn’t to be balked by a lot of hayseed cus- tomers on the road. Having settled this in his mind Grayson told the candy butcher to find three other hands for a four cor- nered game of pitch and in a few minutes he was in the fore part of the smoker, smokily forgetting all about the warning that “the road” would be different. He kept on forgetting until he reached Drummond, his first town to “make.” It was midnight then. He rode a mile in a bus that looked and smelt like the morning after, and | wound up at the front of a_ hotel salaries—they |that could have passed for a peniten- sell goods. Now get your train, Gray-|tiary in disguise any d * | son, and go out and see if you can|He was shown t ay in the week. o his room by a bleary youth who plainly was sore It wasn’t at all an unusual speech | at his interrupted snooze in the loft for the old man to make to a begin- | ner, but this young Grayson did not know. Going’s benedictions usually were applied with a reverse English. He congratulated a new man once in such a way that the fellow went down to the cashier to get his walking pa- pers. Old men could have told Gray- son that he was favored far beyond the average in that Going deemed it worth while to talk to him at all: but Grayson didn’t stop to ask them. He had made a success of his ap- prenticeship. He had heard it ru- rmored about other houses that if Go- ing & Co. didn’t hand him a terri- tory pretty soon he would receive an offer from a certain competitor. Of course he hadn’t paid a great deal of attention to this whispering, because he considered his fate to be tied up of the livery stable, and he went to bed by kerosene light in a bed that would be punishment fitting almost any minor crime. He forgot to leave a call, but he did not need it. There was a convention of rats between the ceiling of his room and the floor of the one above that night. By the sound of them they must have been. discussing the problem of who was going to bell the cat. Then they had a Marathon race, full distance, and every once in a while a little piece of plaster would come dribbling down into Grayson’s bed. Grayson pulled the damp cover: up over his head and = said things. many About 5 in the morning the rats adjourned and the girls in the kitchen began. The kitchen was under Gray- have to ask any favors from anybody,. son’s room. The ceiling must have been unplastered. Grayson heard everything that happened from the time when the boy from the stable came in to stir up the fire to the drop- ping of the first plate when the new girl came back from the dining room after the whisky salesman had offered to take her buggy riding in the even- ing. He even heard the bacon frying and the peevish exclamation of the cook as she burnt her fingers on the wheat cake griddle. Then he got up. of early Drummond House boasted steam heat. But ’twas an idle boast. Grayson thought of his nice warm room back in the city and won- dered why Drummond wasn’t up to date. He rang for hot water—that is he rang the bell. It was in the raw part spring and the He received no re- sponse. He rang some more. Same result. So he made a careful toilet with the aid of one small white pitch- er full of dark gray water, and went downstairs feeling as if he had come in from a night on an accommodation train. “Why didn’t you answer the bell?” he demanded of the clerk. Same old kid with the bleary eyes, only now he had a celluloid collar with no tie. “What bell?” “The bell in my room.” “Oh, gee!” giggled the boy. “You was in 44, wasn’t you? That bell’s been broke for a year.” Grayson went in to breakfast. He was gifted with an unusually good ap- petite, was Grayson, and he knew that after a good hot breakfast he would be in much better shape to go out and visit his trade. “Too bad,” said the dining room girl, “that you should get up so late. You see, most of our folks went away on the 7:45 and we had _ breakfast early. There ain’t much left.” “Well, can’t you get me _ some- thing?” “No, sir; the manager has went fishing.” +k. + Grayson tried to eat what was left. but in the main his breakfast con- sisted of half of a cup of pretty bad coffee. And then it began to rain. Oh, how it did rain! Grayson never saw anything like it in the city. Main street was flooded ankle deep in less than an hour. The sidewalks became nice long puddles. Word came that the mill dam had gone out and that the town was in danger of being flooded. The hotel office became 3 place of refuge for such part of the town as could reach it. Grayson heard more old moss cov- ered stories in that forenoon than he ever heard in all his previous life. And then the flood really did materialize and Grayson was glad to get out of town in the caboose of a freight train without seeing his trade. The water was up to the door knobs on Main street when he left. The trade were in the second story windows, franti- cally cursing the luck. Nesterville was his next stop. Nes- terville was even smaller than Drum- mond. Fortunately for Grayson he got there in the middle of the after- noon, so he had to forego the pleas- to the first prospective customer on his list, the Nesterville Market and Em- porium. For a minute he paused out- side the door, remembering that this was his first actual test on the road. Somehow or another he felt a lot smaller than he had when he left the office. The experience at Drummond had taken the edge off of him. He had set forth with the notion of going straight to his trade, selling goods and getting on his way again without any loss of time, energy or money. He had done none of these things. He had fooled away a day and he was feeling blue. But the beginning was before him now. He had his work before him, and he asked for nothing more. “Going & Co.?” repeated the mana- ger, proprietor, head buyer and chief clerk of the Nesterville Emporium. “What line you in?” Grayson gasped. “Don’t you really know?” he quired, skeptically. “Oh, come to think about it, I re- member reading about your boss get- ting indicted for conspiracy or some- thing in the meat business,” admitted the man. eCn- “How did he come out?” “Absolutely innocent, of course.” “By golly, he must be a slick one, eh? Well, young feller, I just placed my business with Pankinton’s man- been doing it for twenty years—and I don’t think I’ve got anything for you.” He hadn’t either. Grayson used his best talking points trying to convince him that Pankinton’s was not in the same class as Going’s, but the old fel- low was obdurate. “I always buy of Pankinton’s man,” he said. “He’s my brother-in-law.” Grayson went out. He had no argu- ment to meet that. He wasn’t the man’s forty-second cousin. even That night Grayson sat in an ac- Hotel Cody A home for you in Grand Rapids Try it American Plan:—$2 00, $2.50 and $3.00 All Meals s50c W. P. COX, Mgr. Like the Little Red School House in the poem Hotel Livingston Grand Rapids is ‘‘half way up the hill.’’ No more convenient loca- tion. Just high enough to catch the freshest, purest air. ures of the hotel. He went straight May 19, 1909 MICHIGAN TRADESMAN 41 commodation train creeping north to- ward Delavin, stop 3, and counted up on his fingers: “Two days wasted; nothing to show for it. Where do I get off?” He got off at Delavin, of course, and it was midnight again. Same old bus, same old hotel, same everything else except the flood. Next morning Gray- son went after his business like a hungry bear after honey. Delavin was the center of a big corn country. Corn had been poor last year; a complete crop failure. Two of the stores on Grayson’s list had gone out of busi- ness. The rest were skating along on thin ice and borrowed money. Only one of them gave an order. His cred- it was so bad that the credit depart- ment turned him down, Another day gone and_ nothing done. Grayson was desperate. He resolved that the next town would yield up orders if he had to take it down and choke it into appreciation. He was roused now. He felt that it was up to him to do or die. “Youve got to give me an order,” he told the first man that he tackled next day. “You can’t afford to turn me down. I can make you a propo- sition that you wouldn’t dare over- look. I’m here to make it to you. I’m going to make it. vou a Going & Co. customer.” The man—he was an old grizzled fellow sitting at a dirty desk—listened in patience. Then he spit at a crack. “You go to ——,” he growled and resumed his work. I’m going to make ‘Be damfido,’ said Grayson. “Or, tf f do, it will be to get your order.” “Go on,” said the storekeeper, “I’m busy.” “T’ll wait,” said Grayson. “All right,” said the man. Grayson waited. At the end of two hours the storekeeper arose. “Young man,” he said, “I used to go to school with old Going. I would- n't buy a cent’s worth from him if I'd make a thousand by doing it. Don’t wear out your pants waiting. Tt ain’t no use, anyhow.” At the end of ten days Grayson, of his own accord, hopped on the limited and came home. “lim afraid I’m not cut out for a road man, Mr. Going,’ he admitted sorrowfully. The old man and the sales manager were together. “Why not?” they asked together. Grayson told them. “I’m jonahed,” said he. “I don’t seem to fit in out there. Just look how things have gone with me.” “Tell us,’ said Going. And then Grayson related the tale of his wan- derings, from the bleary eyed boy from the livery stable to the last little order that he had won. He knew what it meant. It meant that he came in off the road and went back to the city department. Yet because the grouch was burning in him, he told it all to the smallest details. At the end the Old Man turned to the sales manager with a laugh half way up his throat. “T)on’t it take you back, Dick,” he gurgled, “don’t it take you back to your first trip on the road?” Then they laughed. “Land,” said Going, “when I think of it—forty years ago—and the first night I was out the stage coach broke an axle between towns and we sat up and froze all night.” “My first customer threw a hammer at me,” roared the sales manager. “He mistook me for some one else.” “Then — then my experiences —” stammered Grayson. “Are a pretty good introduction to life on the road. Go back, my boy, and after you’ve bucked it for three months and haven’t made a go, then begin to worry. Flooded out in his first town! It’s too good to keep. Grayson, wait until you’ve jumped from a second story window in a country hotel fire before you say that Fate’s against you on the road. I told you that it would be differ- ent.” “And my orders—or rather, the or- ders I didn’t get?” “Oh, you’ve done fairly, fairly,” said the Old Man. “It’s a long time between floods. You'll not be interfered with again like that for some time. Now go back and kick down the gates that would not open to you.” And Grayson went. Allan Wilson. _———__o2>>__.____. Industrial Fair Given By the Jackson Traveling Men. Jackson, May 17—Jackson Council, No. 57, sets the pace. One of the most notable and successful events in the history of Jackson Council, No. 57, was an industrial fair, held at the coliseum, in our city, April 21, 22, 23 and 24, which was the culmination of a series of five business lectures given in January and February for the pur- pose of promoting the welfare of Jackson. These meetings were not only en- joyable, but a decided interest has been aroused among the manufactur- ers, jobbers, retailers and commercial travelers and the united forces are pulling together for a better Jackson. As a result a Chamber of Commerce was organized for the promotion of the business interests of our city. Then the U. C. T.’s decided to put on an Industrial Fair to perpetuate the interest and enthusiasm so well manifested by our manufacturers, business men and citizens by showing up the manufactured products of this city. While our space was limited, over one hundred manufacturers enthusias- tically responded. The booths were artistically decorated and the displays were carefully arranged. The hall was attractively decorated with bunting and American flags. The illuminations were displays by our Electric Light Co. and Gas Co. and were magnificent. In fact, no pains were spared in making our hail neat and attractive. One of the most striking features of these exhibits was the astonishing variety of manufacturing industries that so many of our citizens know so little about. This illustrates the fact that it is well to take an invoice of your own city at least once a year by holding an Industrial Fair, whch encourages loyalty to home products. A musical programme was rendered every afternoon and evening by some of our best home talent, Another great attraction was the baby show each afternoon. There were about I50 babies in the three classes, representing the finest pro- duction of Jackson. Elaborate prizes were awarded the winners. Jackson Council gave a life size statue of Abraham Lincoln to the school that sold the largest number of tickets to the fair. This was a lively contest, the scholars having 14,934 tickets to their credit. This feature alone netted Jackson Council a nice balance on the right side of the ledger. The results of our Industrial Fair are very highly commended by our citi- zens, business men and also. the Chamber of Commerce, which adopt- ed resolutions appreciative of the traveling men, whose aim is to as- sist in the development of local indus- tries and bringing in new ones. The following are the Committee who so successfully organized and conducted the Industrial Fair: Chairman—-F. J. Hanlon. Vice-Chairman—M. J. Moore. Secretary—F. L. Day. Assistant Secretary—N. H. Branch. Treasurer—F. A. Aldrich. Carl F. Clarke. iW B. Buesis. James Cook. A. W. Town. W. M. Kelly. W. G. Pickell. James Sutton. W. HH. King. N. 1. Eddy. George S. Hawes. D. S. Fleming. W. J. Olmstead. George Green. C. A. jones. A. H. Brower. The Committee to Award Statue were the editors of our city papers— M. W. Whittaker, John George, James G. Henley, Myron Tarbox and Ru- dolph Worch. The Jackson high school won the statue. BP. E. Day. 2 tie Organization of Morley Mercantile Co. The Mercantile Co. been organized with a canita! stock of $15,000, of which $13,500 has been subscribed, as follows: Morley has Win Hb Vurmer ........... $6,000 Prank S. Coleman ........ 2,000 ©: W. Commins .......... 1,000 B.S, Davenport .......... 1,000 Wim B. Holden .......... 1,000 BH budineten............... 1,000 Samtcl W. Simimons ..... 1,000 S. Frederick Lockwood 500 The directors are Wm. F. Turner, CW. Crimmins, Prank S. Coleman, B. S. Davenport and Wm. B. Holden. The officers are as follows: President—Frank S. Coleman. Vice-President—C. W. Crimmins. Secretary and Treasurer—Wm. F. Turner. The corporation has acquired the general stock and undertaking estab- lishment of L. S. Turner and the gen- eral stock and buildings of C. W. Crimmins and will continue the busi- ness in the Crimmins buildings. Movements of Working Gideons. Detroit, May 17—Ohio held her State convention at Columbus on May 7 and 8 and elected the follow- ing officers: M. P. Ashbrook, Presi- dent; F. W. VanHouten, Vice-Presi- dent; Frank Morrell, Secretary and Treasurer; A. B. Skipton, Chaplain. A banquet followed the business ses- sion of Saturday afternoon, being served at the Norwich Hotel. Sunday morning the 9:30 at the State penitentiary were taken charge of by the Gideons, assisted by a choir services of thirty voices, which had come over from Zanesville by invitation of Ex- President Skipton. Fine furnished and, several music was the pleasant was _fol- 10:30 regular service, Commander the Volunteers of America, preached for with of speakers, a very service was enjoyed. This lowed by the at boys as which Booth, of an hour to a room filled to the doors 1.700 prisoners, thirty of whom were women, with the galleries filled with visitors. At 3 p. m. a mass meeting was held at the Y. M. C. A. and addressed by Rev. Dr. Cutten, of the First M. E. church. The eve- ning service at the First the Bible in presented. About and was held Baptist church, where hotel twenty work was Gideons were present sO pleased that it decided to hold next year’s conven- at the the popular and growing city. W. F. Parmelee, Kalamazoo, attendance at the Ohio State Gideons and afforded those present a treat in the recitation well were they was tion same place, which wiil make third in succession at this of was in convention of of some of his poetry. Fifty-three years of service as a commercial traveler has earned him an enviable reputation as a successful and kind- hearted “drummer.” M. C. McBrayne, formerly of De- troit, but later of New Haven, Conn., located at Columbus, Ohio, and the there have strong help because of him. His fam- ily has since Michigan, a daughter having arrived. has Gideons will some increased one leaving Griswold House service was led by Chas. M. Smith and was favored by a brother Gideon, Mr. Reeves, of Philadelphia, who spoke very enter- tainingly. Mrs. Webb sang. and about twenty enjoyed a very profit able service. The service at the Highland Park Presbyterian church Sunday night will be in charge of the Gide- ons for the purpose of presenting 1he Bible in hotel work. Nearly cient funds are on hand for the piac- ing of Bibles in another of the larger hotels and it is haped the same may soon be realized. Charles next suffi- M. Smith. ence ne el — AR A es mare Was a Good Collector. Giving the name of J. M. Arm- strong and residence Detroit a stran- ger in Muskegon has been victimizing various business men in collecting their accounts. He stated that he represented a collection agency and secured many accounts but neglected to return any collections. aan ee cette ett ee” If a wife refuses to divorce her dyspeptic husband—that is love. MICHIGAN TRADESMAN May 19, 1909 Michigan Board of Pharmacy. President—W. E. Collins, Owosso. Secretary—John D. Muir, Grand Rapids. Treasurer—W. A. D Other Members—RE. - Huron, and John J. Campbell, ohany, Detroit. Pigeon. Michigan State Pharmaceutical Associa- ion. President—M. A. Jones, Lansing. First Vice-President—J. E. Way, Jack- son. Second Vice-President—W. R. Hall, Manistee. Third Vice-President—M. M. Miller, Milan, Secretary—-E. E. Calkins, Ann Arbor. Treasurer—A. RB. Way, Sparta. — - Returning Empties. Cans in which turpentine, alcohol, crude carbolic acid, etc., have been shipped should not be cast aside when empty nor sold for a small frac- tion of their cost is sometimes done, but when a sufficient number are collected, along with the pint, quart, and half-gallon bottles which Originally contained C. P. acids. vol- atile oils and similar drugs, they may be returned to the jobber for refilling. The amount saved in this manner may at first seem insignificant, but in the course of a year the total will add very materially to the profits of that year. as Boxes in which goods are received are frequently broken up for dling, given away or sold for almost nothing, whereas, if the lids are care- fully removed when opening boxes by the use of a nail puller, not only will the boxes be left in good condi- tion, but enough nails may thus be obtained for the odd jobs of carpen- tering around the store. When a sufficient number of boxes are collect- ed they may be returned jobber, who will give you credit therefor. A good plan would be to combine a shipment of cans, bottles, etc., be- fore spoken of with your shipment of boxes and thus get a better freight rate. to your cash or If, however, the druggist is a great distance from his jobber and_ his freight rates are very high, this would probably not be very profit- able, it being understood of course that the sender must pay freight on such shipments to house. A druggist who is within fifty or sixty miles of his jobber needs but to try the plan to realize the amount which may thus be saved. Clyde Huston. his wholesale I — we Salesmanship in Pharmacy. odgers, Port kin- | Do you try to sell him a pound at ten cents instead? Why don’t you? The cut-rate druggist would. Another customer comes into your store for a ten-cent bottle of spirit of cam- phor. Do you try to sell him a twen- ty-five cent bottle? Why don’t you? The cut-rate druggist would. “Another customer comes in for a bottle of So-and-So’s cough cure, and you have both the twenty-five and fif- ty-cent size in stock. Which do you try to sell, the fifty-cent size? The cut-rate druggist would. Do you see the money you are losing through not cultivating salesmanship? “Customers frequently come into stores and simply ask for a box of cascarets, not thinking of the size de- sired. Nine times out of ten the pharmacist will enquire whether they want a ten-cent box. Wouldn’t it be just as easy to ask them whether they | want a twenty-five or fifty-cent box? The cut-rate druggist would. Would /not a salesmanship course be a good ithing for most pharmacists? The | query really answers itself.” | —_——__- 2a —___ /The Right and Wrong Way To Dress Windows. Elevate the window display. Raise in order that people walking by or passing on the street cars can see the goods. Men and women are too preoccupied with their own affairs to really inspect a drug store trim. An exhibit set on the floor of the window May serve to entertain the curious boys who loiter about the store front, or it may possibly minister to the pleasure of the clerk who likes to ad- mire his own handiwork. But that is as far as it goes. The people who really buy the lotions, hair tonics and toilet articles on display have not time to examine the bottom of the window for what it may contain. They look. they read on the run. A floor display does not catch their eye. Goods must set above the base of the window if they are to invite inspection. Now we don’t recommend the other extreme of literally plastering the window pane with goods. That won’t do. It is poor taste unless the pack- ages are dainty and attractive. We ad- vise a scheme quite common in mer- cantile stores but all too rare in the pharmacy, namely, a set of glass shelves supported by nickeled steel frames. This makes a beautiful, sim- ple setting for popular specialties. The method of building trims on box- At the last meeting of the Pennsyl- vania, Pharmaceutical Association Jas. | S. Gleghorn took up the subject of | salesmanship. He cited two or three | hypothetical cases which illustrate the need of cultivating the art: “A customer comes into your store are the only for five cents’ worth of Epsom salt. Pharmacy. es covered with cloth or paper has much to commend it, but if a store is to have clean, immaculate win- dows, with displays visible to people walking near the curbstone, or rid- ing by on street cars, glass shelves resource.—Bulletin of Method of Removing Fixed Stoppers. Prof. Johnston says: Reagent bot- tles ‘holding caustic alkalies, alkaline carbonates, etc., very frequently be- come fixed, and the usual method has been to tap the stopper with a wood- en block, or the application of heat to the neck, or a combination of both. Results are poor in certain cases, and often result in the fracture of the neck. The inverse process may be used to advantage. In other words, freeze the stopper, thus caus- ing a contraction of the stopper from the neck. The bottles which I used for experiment had failed to open under the heating and tapping and were bad cases of fixed stoppers. The bottles held sodium carbonate, that had formed sodium silicate, an excel- lent cement, and so were firmly fix- ed. They were inverted in a mix- ture of crushed ice and calcium chlor- ide, taking care that the freezing so- lution did not touch the lips of the bottles. After standing twenty min- utes each stopper was removed with- out the slightest exertion. This is the neatest and safest way to remove stoppers from bromide bottles and other corrosive chemicals. = Formula for Peptonized Beef, Wine and Iron. It seems to us that it would be a simple matter to construct a suitable formula. The citrochloride of iron or- dinarily used could be displaced with a solution of iron peptonate. A good working formula for solution of iron peptonate is the following: extract by Dried egg albumin ....... 1o drs. Sinisie sytip 2 os; 4 OZS. Solution of dialysed iron 1114 ozs. Btanda on ee 114 ozs. Distilled water, enough to Make’ 125 ozs. Dissolve the albumin in 25 ounces of water, add the pepsin and digest Mix the syrup and solution of iron with 70 ounces of water, then add to the pepsin solution and heat to 194 de- for four hours at 104 degrees F. grees F. Cool, add the brandy and sufficient water to make up to 125 fluid ounces. Set aside for eight days and then decant the clear solution. Randolph Reid. ——_+ >> —____ Formula for Compound Spirit of Wormwood. Tr Wormwood ..2......5..5 40 OZS. juniper berries .... 20.0502) I OZ, Cinnamon 26 Y% oz. Aspelicd root 62...) 2k. 1 Oz. PICOHOL Ce ea, 22 OZS. Water 17 Ozs. Reduce the drugs to a coarse pow- der, macerate for a week with the mixture of alcohol and water, place into a still and distill 40 fluid ounces. 2. Wormwood ae 144 .OZs. Blessed. thistle 2.6... | YZ Oz. Gelanoal toot 2) YZ oz. Orange berries 0 3 20), Y% oz. Diluted alcohol sufficient. Reduce the drugs percolation to powder, and with diluted alcohol so as to obtain 16 fluid ounces of the product. R. E. Johnson. —_—_2 2 —___ It is better to blurt out the truth Teoh sale... 30 grs. ‘than to set a lie to soft music. EES Liquor Register System Local Optio WE 200 duplicates. affidavits. Price $2 For Use In manufacture complete Liquor Registers for use in local option counties, prepared by our attorney to conform to the State law. Each book contains 400 sheets—200 originals and Send in your orders early to avoid the rush. n Counties -50, including 50 blank Tradesman Grand Rapids, Mich. Company May 19, 1909 MICHIGAN TRADESMAN 43 WHOLESALE DRUG PRICE CURRENT Aceticum Benzoicum, Ger.. Boracie Carbolicum Citricum Hydrochlor Nitrocum .. Oxalicum Phosphorium, Salicylicum ..... Sulphuricum Tannicum Tartaricum Ammonla Aqua, 18 deg. Aqua, 20 deg. Carbonas ......- 13@ Chioridum ...... 12@ eeceeee ee eee ewes eeeee eee eens Aniline Cubebae Juniperus ....... Xanthoxylum Balsamum Terabin, : Canada Tolutan Cortex Canadian. secs eeere Abies, Cassiae Cinchona Flava.. Buonymus atro.. Myrica Cerifera.. Prunus Virgini.. Quillaia, gr’d. . Sassafras...po 25 Ulmus ......-.;-- @xtractum Glycyrrhiza, Gla.. 2 Glycyrrhiza, po.. Haematox .....-.- Haematox, 1s Haematox, %s Haematox, %8 .. Ferru Carbonate Precip. Citrate and Quina Citrate Soluble.. Ferrocyanidum §S Solut. Chloride .. Sulphate, com’! .. Sulphate, com’l, by bbl. per cwt. Sulphate, pure . Flora Arnica ....2..--- Anthemis Matricaria Barosm Cassia “Acutifoi, Tinnevelly .. Cassia, Acutifol.. Salvia officinalis, ¥%s and %s ... Uva Ural ......- 18@ Acacia, Acacia, Acacia, Acacia, Acacia, Aloe, Barb Aloe, Cape Aloe, Socotri .... Ammoniac Asafoetida Benzoinum Catechu, 1s Catechu, %s ; Catechu, 48 ..... Comphorae Buphorbium Galbanum ....... Gamboge ....po..1 2 Gauciacum po 35 Sue Ge po 45c SAN Q9H99HV9HOS9Ss8 9 seeee bn peo .-po 50 Seo eects 4 70 4 eee - 7 ho Shellac, bleached Tragacanth Herba Absinthium EBupatorium oz pk Lobelia ... oz pk Majorium oz. pk Mentra Pip. oz pk Mentra Ver. oz pk Ne oo... oz pk Tanacetum..V.. Thymus V..oz pk Magnesia Calcined, Pat. .. 55@ Carbonate, Pat. Carbonate, K- Carbonate 1 eeeee eon n 29999999998: 45@ Oo Absinthium a. Amygdalae Dulc. Amygdalae, Ama : Anisi Auranti Cortex : Bergamii ' Cajiputi Caryophilli Cedar Chenopadii Cinnamoni Conium Mae .... Citronelia ......- 90@2 00@4 0@9 soot 5 wee ene ‘ Copaiba .....:... 1 75@1 85| Scillae .......... @ 60 75| Cubebae ........ 2 15@2 25) Scillae Co. ...... @ 50 f2| Hriseron .......- 2 35@2 §0| Tolutan ......... @ 50 _ Evechthitos ..... 1 00@1 10| Prunus virg g 50 Gaultheria ...... 2 50@4 00| 2insiber ........ 50 eranium = ....0. 15 Tin ib Gossippil Sem gal 70@ 75) Atoes a ‘ edeoma ..... @ Shane Th) eee nee : Tantners Aloes & Myrrh.. 60 Lavendula Amconitum Nap’sF 50 85 Limons AAS ao Nap’sR a Mentha Piper <.) 15@190| feseaaua. 2” *°| Menta Verid ....3 00@3 50| apasoctide..-.--.- 60 Morrhuae, gal. .1 60@1 85 ype Belladonna 60 6|Myricia |........ me. 50 Solve 1 00@3 00 oo aaa ele 5 | 15/ Picis Liquida 10@ 12 Pham Ceceas eee 60 14] Picis Liquida gal. @ 40|Ganthen Co. 50 Sera usiela S Rosae 0Z. 2.2... 6 50@7 00 .. ees - Rosmarini ....... @l 60| cordenion Go. ee... 0G i cae Geciees a aoe . 50 Cassia Acutifol 50 I Cassia Acutifol Co 50 Sassafras ......; 85@ 90] Castor 0 Sinapis, ess. oz @ Sicatechu S So PSUCGINE (2.0.05... 40@ 45] Cinchona 50 Iai Thyme .......... 40@ & | Cinchona Co 6 85| Thyme, opt. @1 60! Columbia ° Theobromas .... 15@ 20 Cubeb Tiglil 1 10@1 20| Digitalis a x Adin sale 6646. 6 a - P tass! seer eeereee 90|Bi-carb ........ 18@ 18 Ferri oo 35 45/ Bichromate ..... 13@ 15| Gentian ..... 50 Bromide ......... 25 go| Gentian Co, 60 ce |... 12@ 16; Gulaca .......... 50 90| Chlorate ..... po. 12@ 14] Guiaca ammon.. 60 tai Cyanide ......... 0@ 40| Hyoscyamus 50 ede 42... ys 2 50@2 60| lodine ........... 75 20| Potassa. Bitart pr 30@ 32| lodine, colorless 75 15| Potass Nitras opt 7@ 10 Lge cece 50 15 Potass Nitras 6@ 8g a eases scee e 60 34| Prussiate ........ 23@ 26 elke pecan cce ss 50 20| Sulphate po 15@ 18| Nux Vomica ‘ pi Ix Opil, camphorated 1 00 30] Aconitum ....... 20@ 25) Opil, deodorized 2 00 BGl Althae 600.0010... 30@ 85] Quassia ......... 50 12) Anchusa ........ 10@ 12| Rhatany .. ..... 50 14) Arum po ........ @ se) Rhel Goal! 50 15} Calamus ........ 20% 40| ‘Sanguinaria .... 50 17|Genttana po 15.. 120 15|Serpentaria ..... 50 Glychrrhiza pv 15 16@ 18|Stromonium ..... 60 15| Gellebore, Alba 12@ 15| Tolutan 60 00| Hydrastis, Canada 2 50; Valerian ....... 50 56 | Hydrastis, Can. po @2 60} Veratrum Veride 50 401 Inula, po ......: 18@ 22|Zingiber ......... 69 hea oe Miscellaneous Jalapa, pr. ...... 25@ 30| Aether, Spts Nit 3f 30 36 70| Maranta. %s @ 35| Aether, Spts Nit 4f 34 33 q Pedephylium po 158@ 1g|Alumen, grd po7 3 4 te 75@1 00 Annatto ......... 40 60 25 Rhet, Cie is: 1 00@1 25| Antimoni, po 4 5 gaitihel py. .....-- 75@1 09|Antimoni et po T 40@ 60 85 Saneuinarl, po 18 @ 15 Antifebrin eee ee 20 Antipyrim _....: 25 Scillae, po 45 20@ 25 50 Senega, es “ 90 ae en 0% - Serpentarfa ..... BO) Beet ae ee 20 Satine, Mw ouee ’ @ 25| Balm Gilead buds 60@ 65 30 Smilax, off’s H.. @ 48 Bismuth S N ...1 65@1 8} Spigella ......... 1 Gt 8) ee ae 4 $ 9 alcium Chlor, %s 10 0 | Symplocarpus @ 2 2 = Calcium Chlor, %s @ 12 10 Valeriana Eng. @ 25 Canth Valeriana, Ger... 15@ 20| Cuntharides, Rus. @ 90 Moher a ........4e Wic Eesss @& 5 ge wee Canales Price . Zingiber J ...... 250 28) Co ruc's B bo @ a 85 Semen Carmine, No. 40 gs 25 18] Anisum po 20 .. @ 16|Carphyllus ...... 20@ 22 65) Apium (gravel’s) 13@ 15|Cassia »ructus .. @ 85 S65 Bird ts -....-... 4@ €iCataceum ....... @ 35 25|Cannabis Sativa "@ $| Centraria ....... @ 10 45/Cardamon ....... 70@ $6;Cera Alba ...... oe 55 60/ Carui po 15 ..... 15@ 18|Cera Flava ..... 40 42 40} Chenopodium s5@ 801 Crocus .........- 30@ 35 65/Cortandrum ..... 12@ 14| Ohloroform ..... 34@ 54 18} Cvdonium ......- 75@1 00} Chloral Hyd Crss 1 33@1 60 14| Dipterix Odorate 2 50@2 75|Chloro’m Squibbs @ 90 16] Roeniculum ..... @ %8|Chondrus ....... 20@ 26 65| Foenugreek, po... 7 9j|Cinchonid’e Germ 38@ 48 A0( hing le 4@ 6|Cinchonidine P-W 38@ 48 00] Lint, gerd. bbl. 2% 8@ 6|Cocaine ......... 80@3 00 Shitobelia . 2.0.00. 1. 5@ 80| Corks list, less 75% . Pharlaris Cana’n 2 10 ol oo - “ Hapa ...-...-.-.. 5 6|Creta ..... . 75! sinapis Aloa .... 8@ 10|Creta, prep. ..... 5 45| sinapis Nigra 9@ 10/Creta, precip ... 9@ 11 eH sci bide Rubra .... & 88| Frumenti W. D. 2 00@2 80 Gant = 00) Hrument! ......- 1 25@1 60/ Dextrine ........ 1 10 Juntperis Co. ...1 75@8 50| mmery, all Nos... 8 60| Tuniperis Co O T 1 65@2 00| Emery, pa. . 8 20|Saccharum_ N B 1 90@2 19| mrgota ..... po 65 60@ 65 26|Spt Vint Galli ..1 75@6 50| mther Sulph .... 85 40 28|Vini Alba ....... 1 25@2 00| make White .... 12 15 = Vint Oporto ..... 1 25@2 00 Gala ..-. ae i g 30 Sponges mibier §.........: 8 9 89 ’ Gelatin, Cooper.. @ 60 Extra yellow sheeps . Pp = mack caciame @1 2 = French.. 385@ 60 Florida sheeps’ wool assware, fit boo 75% carriage ......8 00@3 50| Less than box 10% 60 1, Glue, brown .... 11@ 18 20 Grass sheeps’ woo! al hi = 50|_-catriage ....... @1 25 Gives white ..... 15@ 25 Hard, slate use.. @1 00 yeerina ....:... = 24 29 , Grana Paradisl 26 Nassau sheeps’ wool aes a 00|..carmiage ....... 3 50@8 75 i ae ian 35@ 60 g5| Velvet extra sheeps’ Hoa s ch mt @1 12 95 wool carriage @2 00 rasa Ch OC @ 87 Ov| Yellow Reef, for ydrarg ‘or. S 87 = slate use ..... @1 46 ae sos Ru’'m 50 a c gz Ungue’m 00 Syrups Hydrargyrum ... 3 75 OG Acacia ...5.....- @ 50|Ichthyobolla, Am. 90@1 00 30} Auranti Cortex . @ 60} Indigo. .......... 75@1 00 Se eal Toe ...2...: . 3 Seat Resubi 3 85@3 90 CCAC sc ee. se ? 60|Iodoform ........ 0@4 85]/Rhei Arom ..... @ 50|Liquor Arsen et . 90| Smilax Offi’s 50@ 60| Hydrarg Iod. 25 70'Senega .......... @ 50!Liq Potass Arsinit 10 12 nec ea @ 40 Rubia Tinctorum 12@ 14/ Vanilla ......... .9 00@10 00 »P m ..-.. 70@ 175} Saccharum La’s 18@ 20|Zinci Sulph 7@ 10 CIS oa. eas s « G8@ 7@\Salacin .........; 4 50@4 75 Oils pe. Sulph. 8@ 6]|Sanguis Drac’s 40@ 50 oe bbl. gal. agnesia, Sulph. bbl 1 Sapo, a -ibard, extra ..... 35@ 90 Mannia $. F. eG Miche wo 109 12| Lard. No. 1 aoa & Menthol ........ 3 6502 85|Sapo, W ........18%@ 16|inseed. pure raw S6@ &8 Morphia, SP&W 2 90@3 1 Seldlitz Misture. @ 22 Linseed, boiled .. 57@ 60 Morphia, SNYQ 2 90@3 15|Sinapis ........ @ win *20% © a Ge Morphia, Mal. ..2 90@3 15|Sinapis, opt. ..... @ 30] oBts Turpentine ..Market Moschus Canton @ 40|Snuff, Maccaboy, @ | Whale, winter .-70@ 76 Myristica, No. 1 25@ De Voes {.... @ 51 Paints bbl. L Nux Vomica po 15 @ 10j| Snuff, S’h DeVo’s @ 51 Green, Paris 294%4@33% Os Sepig 2..5...5.. 35 46|\ Soda, Boras ....... 6@ 10} Green, Peninsular 13@ 16 Pepsin Saac, H & Soda, Boras, po. 6@ 10| Lead, red ....... 71%@ 8 ep Co ...... @1 00| Soda et Pot’s Tart 25@ 2g} Lead, white ..... @ 8 Picis Liq NN % Soda, Carb pieces g|Qchre, yel Ber. .1% 2 Sal. doz ....., @2 00 Soda. 3i-Carb .. 3@ 5|OQchre, yel Mars1% 2 @4 Picis Hie ats .... @1 00}Seda; Ash ...... 3%@ 4|Putty, commer] 24 2% Picis Liq pints .. @ 60|Soda, Sulphas @ 2|Putty, strict pr 246 2% @3 Pil Hydrarg po 80 @ 5 |Spts. Cologne ... @2 60|Red Venetian ..1% 2 @w3 Piper Alba po 35 @ 30/Sptr. Ether Co. 50@ 55|Shaker Prep’d ..1 25@1 35 Piper Nigra po 22 @ 13/Spts. Myrcia ... @2 50} Vermillion, Eng. 75@ 80 Pix Burgum @ 3/Spts. Vini Rect bbl @ Vermillion Prime Plumbi Acet .... 12@ 15|Spts. Vii Rect % b @ American ..... 13@ 15 Pulvis Ip’cet Opil 1 30@1 50} Spts. Vii R't 10 gl @ Whiting Gilders’ @ 9% Pyrenthrum, bxs. H Spts. Vii R’'t 5 el @ Whit'g Paris Am’r @1 25 & PD Co doz. @ 7%|Strychnia, Crys'l 1 10@1 30| Whits Paris Eng. Pyrenthrum, pv. 20@ 25] Sulphur Subl ..2%@ 4 Chi =.......... @1 40 Quassiae eel 8@ 10}Sulphur, Roll p .2%@ 3% Whiting, white S’n @ . @Quina, N. ¥. 2... W@ 2i| Tamarinds ....... 8@ 10 Varnishes Quina, S. Ger.... 17@ 27| Terebenth Venice 28@ 30'Extra Turp_ ....1 60@1 70 Guna, S P & W 1W@ 27) Thebrromac ....... 50@ §5:No, 1 a Coachi 10@1 20 Grand Rapids Stationery Co. HAMMOCKS SPORTING GOODS FIRE WORKS AND SCHOOL SUPPLIES 134-136 E. Fulton St. Leonard Bldg. Grand Rapids, Michigan ‘Tradesman Company Engravers and Printers Grand Rapids, Mich. A New Departure & We are agents for the Walrus Soda Fountains | And All the Necessary Apparatus We are prepared to show cuts of styles and furnish prices that are right for | the goods furnished. *%» ws sw Please talk with our travelers or write us direct for particulars and general se Fe eH SH | | | | information. | | | _ Hazeltine & Perkins Drug Co. | Grand Rapids, Mich. | LL 44 | MICHIGAN TRADESMAN a These quotations are carefully corrected weekly, within six hours of mailing, santo ring: tl 55 oe ee 9 oe a j . : S e and are intended to be correct at time of going to press. Prices, however, are ce Pepsin ...... §& Jalna cence Die Sundried bec @7 : : ; : e renin 62)... }vaporz liable to change at any time, and country merchants will have their orders filled at Best oe st aa : Frosted Honey Cake ..12 ae 2% market prices at date of purchase. Ha 5 boxes. .2 08 Fluted Cocoanut Bar 10 | California aahste 10@12 Largest Gum Made .. 55|Ginger Gems ......... S$ | Corsican .4.... 2 17 ADVANCED DECLINED Sen Sen .............. 65|Ginger Gems, Iced.... 9 : Currants . foe Breath Perf 1 oe Graham Crackers .... 8 eo 1D. ENS: 6 i% Torsten «...,......... | G@immer Nuts .......... 10 Peel Bee to it eee $5 Ginger Snaps N. B. C. 7 roma oo +eee 18 Mee oo ees - Ginger Snaps s range American .....18 Bulk CHICORY 5 Hippodrome oe : Cluster, Sonar 1 75 ee ck a ence Cake, N. B. C. ig | Loose Muscatels 2 er.” 3 MmaGle (ss: hee, @| Honey Fingers. As a 19 Lose Muscatels 3 cr. 6% xe i] Honey Jumbles -......1z | LOMe AEUREREeMN, Act. $36 Index to Markets 1 9 Oe es: Honey Jumbles, Iced 12 id Galifornia Prunes a = | _ Walter Baker & Co.'s |Honey Flake’ ........ 12%) 90-100 251. poses 2 4 By Columns ARCTIC ee teen: tie Oysters es German Sweet ........ ea Honey Lassies 0” 10 30. 80 oBIb. baa He coi] 1? O% ovals 2 dow box..76|Cove, 2m. "i Gog1 85| Caracas, 01001101171." Pf Mousenola Cookies... 8 | 70-5? 251B. boxen.-@ 6 i AXLE GREAGE Cove, 1m. poval .. @1 20 prvaiter M, Lowney Co, | Househiuld Cookies Iced 8 | 50- 60 26%. bone: | 8% s i . me : =e Ammonia ........... -++ 1/1. wood boxes, 4 doz. 8 00} Plums .......--. 1 00@2 50 Premium, — oe 32 ie etd eee 30. in Hog ees , Axle Grease ........... llim. tin boxes, 3 doz. 2 35 Peas COCOA Amperial . 66660. 8 Ye } 25Ib. boxes..@ 8% 8 oa a eee 2 Gon : - eet mecca S0@1 2 | Baker's” |... |... $9| Jersey Lunch ......... 8 petlh eppndeiycage a - pails, per doz... Marly June ..,.. 95@1 25| Cleveland ..........1!! 41 S GooDs — a or } 15m. pails, per doz....7 20| Early June Sifted 1 sot Colonial, Us ........ 35 Laan : io oh . Dri Beans Bluing ...... ee ea » Peaches Colonial, %s ......... 83) Lemon Gems ......... 10 ea Hang ee na ee iam. can, per doz...... 90] nie 16 size ‘can’ bie 2°21 38 vier peer arce tan db ise. td isle oe re 2 | prown Hoiaea ..!. 7: 2 50 sec cencceccenee . ie me ea estyser ......:....: 5... eeCo Emu OGuane | 108, | ee es Butter Color sane boas on @ seta 0th -_ aa : . Guten Pineapple —o pil _ ee ee aoe. . Lemon Wafer ee 24 1 th coals 1 50 ’ : : --°'1 80! Gratea .,.. 1PPN 18 Ce ee: emona .. 6.025 . ce : - tl amenBATH BRICK” | | Bitved) .2.0.07"° or Lowney, ie 200000000. $6) Mary Ann 20... 0.1117. - 1 rer Aone v+++ 68 50 / Candies .......ceeeseeee 2) MeCrICAN .... 1. eee ee Pumpkin ROY, 48 .2 ok. Marshmallow Walnuts 16 Flak Penal |g) Singlish ...........:... Pitte ... Van Houten, %s ..... 12} Mol ake, 50%. sack ....4 6 cag 2 BLUING Good 2.0... peeeee = Van Houten, is °.... asl Sicisueee Gunes a5 Peart 200 th er as Catsu Haney: . an Houten, %s ...... 40| Mottled Square’... : - SACK ....4 80 corns 3/6 oz. ovals 3 doz. box $ 40! Ganon “.°1""" : ; $9| Van Houten, oS See 12 | Maccaront and Vermicelll faopee 3/16 oz. round 2 doz. box 75 Knits Wee 30| Oatmeal Crackers! 1! S |ccmeetic, 1) Me Dax...” 6 Chewing : Sawyer’s oe male Standard .. od nba yd ee eae 39/ Orange Gems ......... 8 sanasiee : a box. .2 50 Chicory er in, ae 40; Penny Cakes, Assorted 8 matl Perley Chocolate : 8| No. 3, 3 doz. wood bxs 4 00 : Salmon Pe: ae , | eommon io ee. 2 00 Clothes Lines P. 5, 8 aoe. rood bas 7 98 ek Biver, talls 1 95@2 00 Dene oe 4 ee oe Ce eee 2 00 : Cocoa ee lee Alaska oot 2 25@2 78) Dunham's Ys... 27 | Pretzelettes, Hand Md. g |™@™pire ...... bit - 3 66 3 Cocoanut ............-- 8) Blue ............... Pink *++-1 35@1 50|Dunham’s %s ...... 1! 28 | Pretzelettes, Mac. Md. 7% Weas . hell oe 8 BROOMS ink Alaska ..... 90@1 00 isi Green, Wi Cocoa Shells ...... cite tarot 4 oe yale Bak 12 | Raisin Cookies ....... Dean Sone bu. Pee center 1 ae. : eet. : sew i. _ Domestic, %s ...38%4@ 4 oo ce Assorted ..... 14 Split. my tae Di 24.8 a ee aes 8| No. arpet, 3 sew .. omestic, %s ..... ° cee _o pee "I) 4]No. 4 Carpet, 3 sew |.2 10| Domestic, a iyo s Common ........., M@13ig | Rube oe S lms BET sey ’ ream Tartar ...... Di 2 40| California, “yy u*"4 2 Mair ee 144% | Scalloped Gems ...... 0 a ete & el se ee |Choles ....... ee 16% | Scotch Cookies ..... 2. © Geer Co D Common Whisk ...... 90| California, %s ..17 24 e Ger Dried Fruits ..........- 4;/ Fancy Whisk ........ 1 25|French, \%s ......7 on Fancy ................. 20 | Snow Creams ........ no ee ee... Warehouse .......... 3 00| French, %s || '"" 18 . Santos Scand leigh aerator 12 | Mak . F BRUSHES a ee 1Comeion 6... 12@13%|Sugar Gems ........_! S ipo wnt Seeks... € Farinaceous Goods .... 5 os iho gat 14% |Sultana Fruit Biscuit 16 | }027!. 130 tb. sacks.... 4 } Feed ...... wrececeserees 6) cog Back Ff 16 tard ---+.--. 90@1 40| Choice .......0022252! 1634} Sunyside Jumbles ....10 cont, of 1. Die... Tu ee 190 | 5° aC. Ne... -..e Succotash FE Fish and Oysters Bey 19 |Spiced Gingers ....... FLAVORING Solid Back, 11 in..... 95 | Fair & 9 EXTRACTS Fishing Tackle ....... : racks nA oa. sae 85) Peaberry .............. Spiced Gingers Iced ..10 Foote & Jenks Flavoring Extracts .... 5 Sais eee el eee a se: : — Maracalbo 6 eer Cakes ..0.5..... 8 Coleman Brand +» Range -. co cccecceceess O16 we Dee ugar Cakes, Iced .... 9 : Fresh Meats ..........- _ 2 Strawberries CHOICE oo 19 Sugar Squares, large or No. 2 Tent. 16 rm rs tee ee eees « Jo Mexican 18% noe peed ee eb ee, 8 So 3 Terpeneless |...1 75 eee pe Cee PUDECDA | oo 8 0. 8 Terpeneles Gelatine ..........+.++- Tomatoes “oy 19° | Sponge L 7" ee oe ten $501 10| pice Suntomaia” | BESREY Gate Pines ah teed, Me 8 lees = 2. - e gs Seine coe 16 oe Wafers ....... 16 No. 4 High Class .._ || 2 00 } H Ne 3 . Mi Gallon ee chi Atricen ...............: ig 12 | No. 8 High Clase ..... 4 00 . Oe Se aie an 6 . betas: oon i. CARBON OILS : ner Aftican .......: 7 cee esse . pig apa f me : Ce ee 25 In-e * : iter ne gua | eee 10% [Pe eI 31 eee 7 O% Full Measure ...2 10 : es ocha Albert Biscuit ........1 eo eee te : Paraffine, se eee 10 ro oo ae Arabian = 650/051... . | 21 | Animalia 02) 1 00 8 oz. Full Measure....8 00 ‘ araffine, e 2 -o. see °° Package Arrowroot Biscuit ....1 0¢ emon y Micking 92.2620 20 oe echine goes @24 New York’ Basis Baronet eet ag . i 00 2 oz. Full Measure ....1 26 12 CANNED GOODS on ton Nap’a @12% | Arbuckle ........... 170] Butter Wafers ....... 1 00/4 0%. Full Measure ...2 40 ‘ > a aa oe ders a - oo: a ae > Cheese Sandwich ..... 1 00/8 ©Z. Full Measure... 4 50 = : an SB .. @1 60) wNsine .......... PREV os isle % mao 2 75@3 00| Black, winter .°.8y%@10 | Lion .2./.22227222777 i oblcrear mine Te ee ee ‘| Blackberries CEREALS McLaughlin’s XXXX Mlauet Oyster |)... |, 1 00 co en 2 eb ee. 1 25@1 75 Breakfast Foods McLaughlin's XXXX sold| Fig Newton .__ 100)No. 2 Panel “e 5 Standards gallons @5 50| Bordeau Flakes, 36 1M. 2 50/|to retailers only. Mail all} 7; ’ oe ; BOE tere eres 75 < i Five O'clock Tea ....100|No. 4 Panel ; Beans Cream of Wheat 86 2th 4.60|0rders direct to W. F. Protana 2.0.0 0.00. 0.) eet O81No. 6 Panel |. *! = : Bed iiihey "s-.. gg Qp| Bolo auae, BENE. Belge THEME © Co~ Chlet-| Ginger napa NT 98 Taper Panay coon 3 | treeee , - : raham Crackers ....1 00/2 oz. Full Measure” ee _ 8 Sivinge |... 70@1 15| Excello, large pkgs. _. Extract ; ; easure ...1 25 ase : Wax icberiieg 20) | Loree 186 Mb..nn.-..-4 50| Holland, % gro boxes 96| Man vmape? paintios 1 99/4 “ware ee Blueberries rape Nuts, 2 doz, ...2 79| Felix, % gross ........ Oatmeal Crackers ....1 0 wo ON ss... 6] Standard ......... 1 35| Malta Ceres, 24 imp...3 49|Hummel’s foil, % gro. 85/O1g ‘Time Sugar Cook. + op Extract Vanilla » ies 6 25| Malta Vita, 86 1tb...:/3 gg|fummel's tin, % gro. 1 43) 6.51 salt Bieeuit 100|No. 2 Pp Doz. SE en eae ae 6 Brook Trout Mapl-Flake, 36 1... .4 05 CRACKERS. Oysterettes .........., BOIND. 4 Pane ccttceeee 1 25 Bate 6} 2%. cans, spiced .....1 90] Pillsbury’s Vitos, 3 dz. 4.25| National Biscuit Company) °éanut Wafers 2.1717) 10°INo ¢ sn teeceeecee 3D 00 : Playing Cards ......... 8 Clams : Ralston Health Food | Brand Pretzelettes, Hd. Md. ..1 00 Taper Pas Ril e ets sense 8 50 7 eel eae g| Little Neck, 1lb. 100@1 25] 36 2m. .............. 4 50 Butter Ravel Toast ....:..... COR oe Wan we 2 00 Provisions ............. g| Tittle Neck, 2%. ~ @1 30| Sunlight Flakes, 36 im'2 §5|Seymour, Round ..... Seles Ss oe. Full Meare yo Clam _ Bouillon Sunlight Flakes, 20 1m 4 00|N. B. C., Square ...... 6 | Saratoga Flakes ....: 1 8014 os Full M easure ...1 80 . R 5 pee 2 OF 1 90 veer. 3 el, eee Social Tea Biscuit ....1 00/No. 2 Assorted Flavors. Se bbe e ces cece sees : bo eee tee oi ream Flakes ..4 60/N. B. ~Ga........ 6 |Soda, N. B.C. :.....,.1-00 : s Burnham as oes 7 20 ig 2 _ ek 410 Soe Soda es BS |Soda Select .........: 1 00 Amemeee Pig od 19 Salad Dress og est, Small pkgs. ..2 7§|Saratoga Flakes ...... iS | Suear Clusters (1.0... 1:0 : Cea 1 a @i 40 Rolled Oats Zephyrette ............ 18 | Sultana Fruit Biscuit 1 59|“™O0skeag, less than bl 19% sa. are 7 ite eet @ Rolled Avena, bbls. ..6 35 Oyster Uneeda Biscuit |... .. 50 GRAIN eee FLOUR Spee a eee aera de ia, 15@ 85 ee. ont Rg Ib. sks, 3 25/N. B. C., Round ...... 6 |Uneeda Jinjer Wayfer 1 00 a as Salt Pan 7 mood) 1 00@1 10 M ’ Core eee +++-6 10 GOTO es es 6 Uneeda Lunch Biscuit 50 N : te ++--1 37 oe Gee 7| Fancy 1 48 onarch, 90 tb. sacks 2 90 Faust, Shell .......... 7%| Vanilla Wafers ...... 1 00;New No. 2 Red ....... 1 37 Shoe Biacking ......... q| "ancy -----.---.. Quaker, 18 Regular ..1 50 Sweet G Water Thin 2.2052) 33 1 00 Winter Wheat Flour Sat we. eee ieee 8] sur oo = 22 Quaker, 20 Family ...4 60 Animals pete 1o | Zu Zu Ginger Snaps 50 Local Brands ie oe ; Blac Fine ae Bulk Crncmes Wheat . Atlantic, Assorted .../19 | Zwieback ....... wees os 2 00 (Patents oes: - 7 20 a cote Cee e cree ee neccenceee ; eat Pee ee a ee 16 24 2 Ib. packages a 3 a nde haa e's ieh 600 oo 6 5 616 6% : In Special Tin gs otag oy Staten Patents eeccces : . 4 Pee ee ae eee a ee aS conc: eee eres ee m0 i 4, sete eer eree ss esee er OZ. ear cee irgcte | ee: Oem 4 Spices beds ss ekceeoecs 8 Ronissaveies Coteus ee pl 415 | Cattwheels 6. Sits. 2 50|qcond Straight ...... 5 80 . eee cesseesecccees ; Monies ............ 1 5! Sniders pints’ .-...’-'4 2 Cavalier Cake is at. | abiace §......5....., | a eects ge 5 20 4 ele dae ce - Homin , een? eee -hocolate Drops ......16 | Nabis eset Lae Dek a aA. g5| Snider's % pints ...... 185) Currant Fruit Biscuit 19 |Champaigne Wafer |. 2 90|D8¥Tel_ additional. 3 T Lobster CHEESE Cracknels ......).0. 0, 16 Per tin in bulk. Worden Grocer Co.'s Brand a T 2 Re es ee ens s sacs. Se 225|/Acme ...... @17_ | Coffee Cake, pl. or iced 10 | Sorbetto 1 09) Quaker, paper ..... ---6 50 a TRMPRAOLD 0. ons non scsse teh [ea CU 12 Cocoanut Taffy Bar ..12 |Nabisco 1.///7/77777° 1 75| Quaker, cloth ........ -6 70 RPP ede e chess aes. 9| Picnic Talls .......... 2 75| Gem Soe y out Baro... 40° | Westino, .0.6).) 6120 .. 1 _ Wykes & Co. Vv Mackerel Jersey 1122777 - @16% ee prope ooo 12 | Bent’s Water Crackers 1 40| Eclipse ............... 6 00 Vinegar ..... idpseiioes 9| Mustard, IIb. ...... --1 80] Riverside "... @15% | Cocoanut in woo Holland Rusk Kansas Hard Wheat Flour Mustard, 2%. ........ 2 80| Springdale 16 |Gaspannt Hea Fue 2 |e Peekades .......... 2 90 Judson Grocer Co. w Soused, 144th. ........ 1 80] Warner’s @15%4|6 on Jumbles 12 | 49 packages .......... 8 20) Fanchon, \%s cloth ....7 60 OE oink sca $|Soused, 2%. ......... “3 eee oa? ie cae aan |) petkewes =... 475|Grand Rapids Grain & oe. eee eseecce 9| Tomato, >. cee ; - a bee. @15 Dandelion .............10 CREAM TARTAR Milling Co. Brands. rapping Paper ...... 10/ Tomato, eee ce. 0|Limburger ...... @16* | Dinner Biscuit |.) 11)" 990 | Barrels or drums ...... 28/ Wizard, asso Mushrooms Pineapple ....... 40 @60 Dixie Sugar Cookie 9 | Soxes. -.........,.... -.-80| Wizard. Frise aig ee a Yeast Came '........... a0! Batons 00S BIRR So a 920 leematty Boepe cle ce IIR Wizard’ Buckwheat "2.76 00. Family Cookie ....... 8 ¥ WE acess ene Bye cc... ici, 6 oe RE PST SET SEE ST SPE MICHIGAN TRADESMAN 9 45 Spring Wheat Flour Roy Baker’s Brand Compound Lard Duluth Imperial tubs....advance tins..... advance cer Co.’s Brand 20 Ib. pails....advance Smoked Meats Hams, 12 Ib. average. .1: SHCE BLACKING Handy Box, large 3 dz 2 Handy Box, small Uixivy’s Royal Polish Miller’s Crown Polish.. 2 Worden Grocer Co.’s Bra . Skinned Hams Ham, dried beef sets .. California Hams Picnic Boiled Hams 4s&w%s cloth 6 50 Scoteh, in bladders ...... Voigt’s Crescent Voigt’s Flouroigt whole wheat tlour) Voigt’s Hygienic Berlin Ham, pressed .. “rench Rappie in jars.. Ss A J. S. Kirk & Co. sts ec certs acer eee Dusky Diamond,50 80z.2 Vusky D’nd, 100 60z, 3 Jap Rose, 50 bars ..... 3 Savon Imperial White Russian . Dome, oval bara ...... 3 O40 4:6.6 be 6 6 4 006 0 016-0 6 luye, 4s paper... Set acc ues 2 Snowberry, 100 cakes 4 Proctor & Gamble - St. Car Feed screened : No. 1 Corn and Oats 3 See eete ccs 8 28 Corn Meal, coarse Lautz Bros. & Co. Acme, 70 bars buttalo Gluten Acme, 25 bars Big Master, 70 bars .. Marseilles, 100 cakes .. Marseilles, 100 cakes 6c 4 Marseilles, 100 ck toil. 4 OQ P Linseed Meal ... Laxo-Cake-Meal : Beef, rounds, set Beef, middles, set Uncolored Butterine 2 Hammond Dairy Feed 25 Country Rolls i 26 Canned Meats Lautz Bros. & Co. Corned beef, 1 Ib...... aa . Roast beef, 2 Ib, Roast beet ft ih... ... Potted ham %s Potted harm, i668 ...... Deviled ham, 4s ...... Ly 4 Less than carlots Gold Dust, 24 large .. Gold Dust, 100-5¢ .... Sees eee e ee seees y No. 1 timothy ae i i t t mes ae pa Potted tongue, \s .... ee Potted tongue, %s .... RICE Ome mee eeseeresoes Laurel Leaves HORSE RADISH a MARCY Coc se) cl, 7 Japan ......5. «+» B4Y@ 6% SALAD DRESSIN Columbia, % pint ..... Columbia, 1) pint <2.... Durkee’s, large, 1 doz. 4 Durkee r, small, 2 doz. 5 Snider » large, 1 doz. Snider’s small, 2 doz. Packed 60 Ibs. in box. Arm and Hammer .... Soap Compounds Johnson’s Fine Johnson’s XXX 16 Ib. pails, per pail .. Enoch Morgan’s Sons. Tb. pails, per pail .. 4 c half gro. lots 4 50 CO wees veces cucecee single boxes..2 26 hand 2 25 Scourine Manufacturing Co Scourine, 50 cakes ....1 8 Scourine, 100 cakes Ss en eee eesde densa 5% Kegs, English . es oe ae 4% Poe ceases esseereseee Cc. D. Crittenden Co. oe a Wyandotte, 100 SAL SO Granulated, bbis. Fancy Open Kettle..... Granulated, 100 Ibs es, 1 1 Choice 2... : Good China in mats. Half barrels 2¢ extra MINCE MEAT Lump, 145 Ib. kegs .... SALT Batavia, bund. Saigon, broken. Saigon, in rolls, Common Grades 100 3 Ib. sacks 60.5 Ib. sacks ........ 2 28 10% Ib. sacks ne o Li Bulk, 1 gal. kegs 1 40@1 Bulk, 2 gal. kegs 1 35@1 Bulk, 5 gal. kegs 1 25@1 Manznilla, 3 oz. ....... 7 Nutmegs, 75-80 56 Ib. dairy in dri bags Nutmegs, 105-10 28 Ib. dairy in Grill bags 5 Pepper, Singapore, blk. Singp. white.. Common eee Granulated, fine ....... 80 Pure Ground in _ oom Stuffed, 10 oz. i Pp IPES Clay, No. 216 per box 1 ce Strips or bricks . Seem ere nse reens Pepper, Singapore, blk. Singp. white.. Pepper, Cayenne ...... cen Herring White Hp. bbls. 8 50@9 50 White Hp. %bls. 4 50@5 25 White Hoop mchs. 60@ 75 Small Half bbls, 1,200 count 4 PLAYING CARDS No. 90 Steamboat ... No. 15, Rivai. assorted 1 No, 20 Rover, enam’d 1 1 No. 98 Golf, satin fin. 2 No. 808 Bicycle 0 No. 682 Tourn’t whist 2 ASH Corn Kingsford, 40 Ibs. Round, 40 Ibs. ee ee eee meee eseoes Gloss, 40 libs. Gut Cl 19 1 u CAP occ. f f : ; eects face 16 No. 1, 100 Ibs.........18 No. 1, 40 Ibs.... 1 ee see, No. 1, 10 Ibs.......... 1 §0| Barrels ...... Stekeeeces Clear Family ........ 1 Dry Salt Meats MM oes ean ae seeeeee 9 75 3 BO Extra Shorts Clear ...11% 1 Pure Cane Bay dig ccuas 16 G00G 20 Chelee =... .3...... 22. 25 TEA Japan Sundried, medium .... Sundried. choice ...... 32 sundtied, faney ...... 36 Regular, medium Regulir, choice ....... 32 Nesular, fancy ....... 36 Basket-fired. medium 31 Basket-tired, choice Basket - tired, fancy Jibs ee eee cade 22@24 PRUs 9@11 WAWIUES |. 12@14 Gunpowder Moyune, medium Moyune, chaice ....... 32 Moyune, fancy ........ 40 Pingsuey, medium Pingsuey, choice Pingauey, fancy ...... 40 Young Hyson Chofee =... a0 WONOW 2016s 36 Oolong Mormosa, fancy .._... 42 Amoy, medium ....... 25 Amoy, choice ...... eocea English Breakfast Metin oe Ghoiee .... 2. 30 NANCY 230 2.40 India €evlon, choice ....... 32 BAnCY oe TOBACCO : Fine Cut Cadillac Sweet Loma |..1..717! Hiawatha, 5Ib. Pails. . Telegram Wee GME o6 8s... Prairie Rose Protection Sweet Mis , Liger CBOs eee gee ug seg 5 ; Piug Red Cross .... Palo Eilawatha ........._. oe WENO uo i Battie Aw 00.500... American Eagle ....... Standard Navy ....... 3 Spear Head, 7 oz....._. 4 Spear Head, 14% oz. Nobby Twist lee. Old Honesty ....... oS” a aaa oe ee Piper Heidsick .... <5 Boot Jack Seca sc... | 8 Honey Dip Twist ...__ Black Standard ...___| Cadiiag (200 Forge Mickel Twist --..- 1°" Mill Sm Sweet Core ee. Warpath Bamboo, 16 oz. ...... 2a... I x L. 16 os. patis Honey Dew Gold Block Flagman Chips in Pricd |... |: Duke’s Mixture Duke’s Cameo Meyrtle Navy ...... | 4 Yum Yum, 1% oz. eee Yum, Yum, Ifb. pails Cream Deeg: 38 Corn Cake, 2% oz..... 26 Wi 6s... 22 5 Plow Boy, 1% oz..... 39 Plow Boy, 3% oz.... Corn Cake, Peerless, 316 oz. |... 35 Peerless, 13% oz. Aly Brake ........ 5 Sant Hook 30 Country Club Forex-XXXX Good Indian 5 Sweet Marie 8}Royal Smoke |) ).°))"’ 42 TWINE Cotton, 3 ply ......... 2 Cotton, 4 piv ....... |. wate, 2 ply 22... 14 Hemp, G6 ply ........_ | 13 Flax, medium N ...... 24 Wool, 1 th. bails ...... 8 VINEGAR State Seal Barrels free. WICKING No. 0 per gross ...... 30 No. 1 per groas ...... 40 NG. 2 per gross ....... 50 INO 42 Yer grass ._.... WOODENWARE Baskets Mushele 22... 5. 110 Bushels, wide band ...1 25 Market ..... eed cage cee 0 Splint, large. ........ eae Splint, medium ..... -3 00 Splint. small .......... 2 75 Willow, Clothes, large 8 25 Willow, Clothes, me’m 7 8% Ww: Clothes, small 6 25 Bradley Butter Boxes zlib. size, 24 in case.. sib. size, 16 in case.. Uval, Zou in crate ¢ . Oval, ZoU in crate . & Uval, Zov in crate Oval, 200 in crate ound head, ® gross bx &§ sound head, cartons .. Egg Crates and Fillers tiulapty Dumpty, 12 dz. « NO. L Complete ........ NO. 4 COMplete ...cccee ,Case No.z nilerslosets 1 3: Case, mediums, 1Z gets 1 Core lined. S ii... VOI timed, £0 ih. .cc.ca dutlipse paleul spring 4NO. 4 Colon i4ib, COLLOn Mup heads 1 4-hoop Standard v-hoOOp Slandard Cedar, all red, brass .. ere ees oresesens ee cererereescesee wood, z holes... MOuse, wood, 6 holes.. KOA, MOTIND oc ccccdcccce . . . . ° . . a6 ee bee 2 eo O10 & $160 Double Peerless Single Peerless Northern Queen Double Duplex Oniversal ..... <<. .6..- é _ Window Cleaners 1 eee reer er saver ene Pere eres errs seeee Cee e weer esasesees Gobo ol eo bo Assorted, 15-17-19 . WRAPPING PAP Common straw Fibre Manila, white.. Fibre Manila, colored . Cream Manila Butcher’s Manila ....... 2% Wax Butter, short e’nt 13 Wax Butter, full count 20 Wax Butter, roils ..... 19 YEAST CAKE Sunlight, 3 doz. Sunlight, 14% doz. 1east Foam, 3 doz.... Yeast Cream, 3 doz... Self Binder, 160z. 80z Silver Foam .......... Whitefish, ne Boiled Lobster Oakland apple cider Finnan Haddie Shad Roe, each ...... Speckled Bass HIDES AND PELTS |Spanish Peanuts 7 @ | Pecan Halves |Walnut Halves :..30@32 Calfskin, green, Calfskin, cured, Peits ld Woda ,....... @ 30 De 32 es GL . 15@ 26 Shearioge ...... l0@ 15 Tallow NG, 2 0.0.4.0. 6 NG 2 4... 4 Wool Unwashed, med. @ 27 Unwashed, fine @W 22 CONFECTIONS Stick Candy Pails SEQMGGEG cocci ccc ccc ce 1% Standard H H ....... 1% Oo; standard I'wist ...... s Cases sumbo, 22 ......... 1% Matra EM... ......o, 10 Boston Cream ...,.,.. 12 Big stick, 30 Ib. case 8 Mixed Candy Grocers d44acdcdcdacce 6% Competition ......... 7 DUOGINE 66665 gg os. « & CONSGGIVE 12..4.4 32. 1% MOG) ....4. t¢eedeecadelen MAGON 2.60. gg 10 BEOMON 4..5,....., 5 «- & CUE idat 2.1.45... ,,. e EOUGEE 6466500 ee 3” Hindergarten ........ 10 Stench Cream ....... « 3 Star il Hand Made Cream’ ’..16 Premio Cream mixed 14 Paris Cream Bon Bong 10 Fancy—in Pails Gypsy ftedrts ......__. 14 Coco Hon Hons ....... id fudge squares ....... 12 feanut Squares ....., § Sugared Peanuts ..... 14 Sajted Peanuts ....... 14 Starlight Kisses ....,. il San Blas Goodies ..... is Lozenges, plain ....,. lv Lozenges, printed ... 1Z Champion Chocolate ..12 iiclipse Chocolates +14 wureka Chocolates . sock uintette Chocolates 14 Champion Gum Drops % Moss ropa ...... 7. 10 CMON HOURM ......... lu imperials , dial. Cream Opera eS) ENG oe OF RMS _SiNGly OR ty GS“ TYPE F CBee / Vnemmsen CA. canner Lowest Our catalogue is ‘‘the world’s lowest market” because we are the largest buyers of general merchandise in America. And because our com- paratively inexpensive method of selling, through a catalogue, re- duces costs. We sell to merchants only. Ask for current cata- logue. Butler Brethers New York St. Louis Minneapolis Chicago Halford, large ........ 3 75 Haiford, small .:...... 2 25 Use Tradesman Coupon Books Made by Tradesman Company Grand Rapids, Mich ae a on aco Tradesman Company Grand Rapids hat Is the Good Of good printing? You can probably answer that ina minute when you com- pare good printing with poor. You know the satisfaction of sending out printed matter that is neat, ship-shape and up- to-date in appearance. You know how it impresses you when you receive it from some one else. your customers. It has the same effect on Let us show you what we can do by a judicious admixture of brains and type. your printing. Let us help you with oF sa RRS Sete Seeich: ae ~- t oF May 19, 1909 Advertisements inserted under subsequent contin eOROLURN) MICHIGAN TRADESMAN BUSINESS-WANTS DEPARTMENT Insertion. No charge less aera ecromerer bl sce 47 this head for two cents a word the first insertion and one cent a word for each Cash must accompany all orders. BUSINESS CHANCES. For Sale—General store, tures about $3,300, farming community. railread, selling. stock and fix- located in a thriving No competition. On good market. Good reason for Address: Hansen, Miller, Mich. 631 For Sale—General merchandise stock, buildings, ete. Value $10,000. $7,000 will buy it if sold soon. Good clean stock. Good location, etc., and has always paid a good profit. Good reasons for selling. Address Box 111, Kneeland, Oscoda Co., Mich. 630 For Sale At a Bargain—A staple stock ot general merchandise and store build- ing, solid brick block, two stories high, with two living rooms in rear. Six large rooms upstairs and warehouse. In one of the best farming and fruit sections in Western Michigan. For particulars en- quare| of Dr. ly. Barth, Grand: Rapids, Mich. 629 Let me start you in a pleasant, profit- able manufacturing business of your own. No mechanical ability, experience or cap- ital ‘required. I supply all material. teach you how to do the work and assist you in selling the goods. Exclusive ter- ritory, good profits, big demand. Be your own boss. Write to-day and secure your territory. H. M. Sheer, Dept. 305, Quincy, Ill. 628 Geo. W. Langford, Aberdeen, South Da- kota, sells land, makes loans and ex- changes. Highest references. 627 For Sale—An $8,000 boot and _ shoe stock, well located in Indiana city of 6,000. Pays $4,000 annually in profits. Stock absolutely clean, no old goods. John W. Holmes Co., Portland, Ind. 626 For Sale—150 men’s suits at 75¢ on the dolar. Most of them new stylish gar- ments. Sizes from 35 to 40. Address No. 625, care Tradesman. 625 Miscellaneous — Merchants or parties looking for business locations will find splendid opportunities in Washington and Idaho, near Spokane. Write for informa- tion to P. O. Box 1441, Spokane, bas 65 Fine location for dry goods in Portland, Michigan. Address Dale A. Smith, Se- curity Bank Bldg., Minneapolis, Minn., or enquire at Webber Bank, Portland, Mich. S For Sale or Exchange—lIll he&Alth com- pels me to dispose of my $8,000 to $12,000 stock general merchandise, nice up-to-date stock. Good business, splen- did location, excellent chance. Best town in northwestern Ohio. Will divide stock to suit. Want city property or farm, Fully describe your property. B. .G. Reed, Payne, Ohio. 622 For Sale—Good clean stock of general merchandise about $5,000, fixtures $1,000, store buildings and valuable lots $3,000. All at a bargain for cash only. Town about 400, good public schools, grain elevator and flouring mill, churches, fac- tory and surrounded by the finest fruit and, farming land in Michigan. Address Coc M. C., care Michigan ee a For Sale—General stock near Grand Rapids on railroad. Enquire of Judson Grocer Co., Grand Rapids, Mich. 632 For Exchange—Splendid 40 acre fruit farm near South Haven. Eleven room residence, barn, 30 acres in fruit. W" exchange for residence property or gro- cery stock anywhere but it must be clear. A. L. Cornelius, Syracuse, Ind. 619 For Rent—Best dry goods location in Elgin, Ill., for rent and fixtures for sale. Will move or sell stock. For particulars enquire at 4755 Lake Avenue, aoe HL For Sale—Cigar, tobacco, pipe and eandy store. Lunch counter in connec- tion. Well established business. Good reason for selling. Address No. 617, care Michigan Tradesman. 617 Drug and grocery stock for sale; in- ventories $2,500; owner wishes to sell on account of poor health.