f EY = Q E HYD ex ate _ or &) a? Sia i y Ay YX DH A : a IEE 3 eS can aE ® WES 29 = DS 3 ee ae ay Sey D ROO =) eed > ES CSA Cx Fe ANWR ae ope fe eal y kG SN \ * ey z = ? =o Sy Wes og 0G a 3 Ua) ¢ Oh & « w \ NE BR a b Ky 9 Cf SS «( Z Gx A x & TORT: y, N oe” Mb UI MO Ser Lm) S.A [o> Y NS SC UL = S42 et UU N= 9 + - LaF er NE FIR ! ze TRADESMAN COMPANY, PUBLISHERS R25 Ss D DAS $2 PER YEAR ‘45 LED SS CRESS ISU LIL INS SOT Twenty-Sixth Year GRAND RAPIDS, WEDNESDAY, JULY 7, 1909 Number 1346 IS IT WORTH WHILE? Is it worth while that we jostle a brother, Bearing his load on the rough road of life? Is it worth while that we jeer at each other In blackness of heart, that we war to the knife? God pity us all in our pitiful strife. God pity us all as we jostle each other; God pardon us all for the triumph we feel When a fellow goes down ’neath his load on the heather, Pierced to the heart: Words are keener than steel, And mightier far for woe than for weel. Were it not well, in this brief little journey On over the isthmus, down into the tide, We give him a fish instead of a serpent, Ere folding the hands to be and abide Forever and aye in dust at his side? Look at the roses saluting each other; Look at the herds all at peace on the plain— Man, and man only, makes war on his brother, And laughs in his heart at his peril and pain— Shamed by the beasts that go down on the plain. Is it worth while that we battle to humble Some poor fellow down into the dust? God pity us all! Time, too, soon will tumble All of us together, like leaves in gust, Humbled, indeed, down into the dust. Joaquin Miller. 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 aay Cake of FLEISCHMANN’ S YELLOW LABEL YEAST you sell not = >, counnessee P %, YEAST. aatepeest OUR LABEL only increases your profits, but also gives complete satisfaction to your patrons. The Fleischmann Co., of Michigan Detroit Office, 111 W. Larned St., Grand Rapids Office, 29 Crescent Av. On account of the Pure Food Law there is a greater demand than eerfar + £ 2 ff BA HK _ 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. vt The Williams Bros. Co. Manufacturers Picklers and Preservers Detroit, Mich. Simple Account File A quick and easy method ; of keeping your accounts 4 Especially handy for keep- ing account of goods let out i 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 ont customer’s bill is always ready for him, and can be found quickly, 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 to pay an account and you are busy waitihg on a prospective buyer. Write for quotations. TRADESMAN @OMPANY, Grand Rapids oe rt your Snow oN SEY ne CR Aneto AT tL Coot aie ces ael yolk es].cch lola tas Lautz Bros.& Co. Buffalo,NY. Ask your jobbers roU Tear T 4 i } { i ] S) = xe Twenty-Sixth Year GRAND RAPIDS, WEDNESDAY, JULY 7, 1909 SPECIAL FEATURES. Page. 2: Men of Mark. 4. News of the Business World. 5. Grocery and Produce Markets. 6. The Creative Force. 8. Editorial. 9. Business Builders. 10. Butter, Eggs and Provisions. 11. New oYrk Market. 12. The Commercial Traveler. 17. Advertising a Grocery. 18. Strictly Fresh Goods. 20. The First Step. 21. An Apt Student. 22. Review of the Shoe Market. 26. Learning the Business. 28. Cheap Labor. 30. Cost of Advertising. 32. Counter Question. 33. The Cigar Case. 35. The Furniture Trade. 36. Took Much Space. 38. Somewhat Inconsistent. 40. Local Option, 42. Drugs. 44. Grocery Price Current. 46. Special Price Current. THE MAN IN THE MOON. Nowhere do the fairy tales of sci- ence, as the poet Tennyson styles them, make such drafts on the human imagination as in astronomy. Nothing that addresses itself to human observation expresses so com- pletely the infinite power and knowl- edge of its divine creator as do those features of the illimitable universe commonly described as the celestial bodies of the starry heavens. For all the ages that man has been upon our earth he has daily and nightly regard- ed them, and he has woven innumer- able theories as to the manner in which they came into existence and their relations to each other and to all, and his inability to unravel their mysteries impels him to continue to weave his guesses and to attempt to read all they conceal. But ignorant as is the most in- genious physical philosopher concern- ing the starry spheres, he does not hesitate to speak concerning them with a tone of authority, because he figures out his guesses On a basis o. mathematics. Everybody who gives attention to the subject knows that there is no absolute truth to be de- rived from any mathematica! theory of the universe. The theorist sets out with an assumption, guess, a mere figment of the imagination, and hc builds up on it with the aid of alge- braic formulae an imposing structure, which has no more reliable foundation than the first guess upon which it is piled. Ptolemy, the Greek, held that the planets and the sun evolved around the earth, and to-day we use _ his terms when we talk of sunrise and sunset. Copernicus overthrew that notion and taught that our earth ana all the other bodies move around the sun as a center and that the moon re- volves around our earth, and that oth- er planets have their moons. La Place holds that the planets were thrown off into space from the sun when it was in a gaseous or fluid al heat, and, although they went fly- ing off into space, they never got be- yond the influence of their great source but continue to revolve around him. These planets through the e: fect of extreme heat or internal con- vulsion threw off fragments, which have continued to revolve around them, and so they got their moons. Prof. Percival Lowell, a Harvaie astronomer, has figured elaborately concerning our moon, and he finds that it was thrown off by some tre- mendous explosion in the heart of our globe, and the biz chunk went spinning away into the ether until it reached a distance of about 240,000 miles, and then it took up an orbit of revolution around it old mother earth. Of course, when we lost the big frag- ment that made the moon, it left a corresponding hole behind, and Prof. Lowell says that is how we came by the Pacific Ocean, as the water rush- ed into the hole left by the moon. Our satellite is something over 2,000 miles in diameter, while ou. earth is four times as great, or has a diameter of 8,000 miles. When tle moon went off on its flying excursion, it doubtless carried away with it the inhabitants living on that side of our globe, and with them the conditions that enable them to live just as it left our ancestors. They doubtless see our earth as a big moon, much greater than is theirs to us, and while they probably do not live in the mountainous, volcanic desert that is always turned to us, they climb up on the mountains that fringe it, and, looking over, see our, to them, great earth making for them a mighty moon, but shining only by the re- flected light of the sun. These remarks are suggested by an announcement by Prof. T. J. J. See, a Pacific coast astronomer, who has made up a different theory of the origin of the moon. He derives the moon from the sun and allows it nu connection with our earth save to re- volve around it. According to Mr. See, the sun has a protuberance like the neck of the bottle, and that bot- tle captures all the smaller bodies loafing around in the skies and con- verts them into moons for other plan- ets, Knowing as we do the influence of a bottle to attract and gather in loaf- ers, there is some sort of analogy in the idea, but it does not work out properly. Why the sky loafers should go away from the sun’s bottle to cir- cle around distant planets is far from being reasonable. They would be much more likely to stay by the bot- tle as long as it lasts. / We refuse to accept Mr. See’s no- tion, for it is only a notion, and shall continue to hold on to our interest in our moon and our kin- state from the effect of a vast intern- whom we have heard so much. We stick to our old belief and can not be persuaded to see things as Mr. See sees them. BOGUS PATRIOTISM. Down in Indianapolis the other day Mayor Bookwalter, of that city, told the members of the Indiana Retail Furniture Dealers’ Association to keep out of politics, that “politics is mean and dirty” and that after his first term as mayor expires he will “get back in the rank and file. It will be business for me—not politics—no, never.” It is probable that there is not a city in Michigan, or anywhere else in the United States for that matter, where merchants and manufacturers by the score can not be found who will cheerfully edorse everything that Mayor Bookwalter says. And it is because of this fact that Bishop Williams, of the Eastern Episcopal Diocese of Michigan, is jus- tified in saying, as he did in New York City last Sunday, that the American people “make a great show of patriotism but refuse to take up the simplest obligations of their cit- izenship. They would not soil their dainty fingers with even in the effort to clean.” dirty politics, make them Our youngsters are permitted to arise before daylight on the Fourth of July just for the fun of the thing: not because the day has any national significance, and for the same reason they are given wide license in the burning of gunpowder. Parents thoughtlessly deride politics in the presence of their children and hold up to their scorn and contempt the men who consent to run for of- fice, national, state or municipal. A member of the Grand Rapids Common Council recently declared to the Tradesman: “I wouldn’t think of accepting a nomination to office if all nominations were tendered to and ac- cepted by me known to all our citi- zens as upright and of superior abili- ty; but when I see men no more able than myself and perhaps not my su- periors in any other respect, why I don’t see any sense in declining such opportunities.” As Bishop Williams says: “The greatest need of America to-day is a line of prophets to convince us of our sins—sins that are manifest to all who are not wilfully blind, sins which have invariably throughout the whole course of history brought in their train the decine and fall of na- tions.” No man ever saw his Father by climbing over his brother. The great are those who can bear ship to the man in the moon, of|discipline. Number 1346 A NEW REGIME BEGUN. Down in the little city of Grand Haven a for-sure old fashioned Fourth of July celebration was given last Saturday, and it was so genuine and so successful that it was a reve- lation as to what our ancestors used to do. Puffed up as we are by our very own Originality and up-to-dateness, it is a good thing once in a while to find out, as was learned at Grand much. Fortunately, also, there were hun- dreds of citizens of Grand Rapids who were shown how by the people of the “Haven.” Haven, that we are not so There was a connected, rational and interesting programme, was not tedious or which tiresome and which provided an unimpeachable dis- play of enthusiastic, patriotic, neigh- borly good fellowship. The parade was a good one, the reading of the Declaration of Independence and the Orations were appropriate and _ well rendered and the fire department and the military company made very creditable showings. The cornet band was a decidedly satisfactory feature and the Noisy Bunch or Calithum- pians, otherwise Antiques and Horri- bles, were highly amusing. All in all, fireworks included, the event was a marked credit, and not the least factor in the revelation was the ornate and very convenient launch slip which the ladies of Grand Haven have caused to be built at the foot of Washington street. With such a showing to its cred- it, with such a precedent established, it would seem that a new era has been inaugurated for our neighbor; that hereafter it will be unity of pur- pose, co-operative action on the part of all citizens and a solid, progres- sive regime for Grand Haven is as- sured for the future. Stent mat ONES AAA A Secretary Wilson believes that the main reliance of the agricultural in- dustry in the future must be the American boy, educated for practical work on the farm. “The country is as healthy and prosperous as ever it was,’ says Mr. Wilson, “but thous- ands of acres of valuable and fertile land in the Western States are lying idle because the owners can not hire labor,, although wages paid farm hands in these states are the equal of those paid to the laborers in our large cities. The immigrants who land on our shores all flock to the larger cities, and those of them who have done farming in their own coun- tries are incompetent and nearly use- less to the American farmer, because they do not understand the modern machinery used on the farms in this country.” ESMAN Se MEN OF MARK. L. Winternitz, Superintendent Agen- cies Fleischmann Yeast Co. Twenty-five years ago the writer met a gentleman who was introduced to him as the new agent of the Fer- mentum Compressed Yeast Co., suc- ceeding the late P. Spitz, who was the pioneer in introducing compressed yeast to the grocers and bakers of this city. The newcomer was a handsome appearing young fellow, but his English vocabulary was so meager and his knowledge of Ameri- can methods was so limited that even the most casual observer would note the fact that he was sadly hampered at the inception of a business career in competition with native Americans more favored in these respects. Judg- ing by the rapid manner in which he had forged his way to the front, how- ever, the apparent disadvantages un- der which he labored at the begin- ning of his career served only to spur him on to more energetic en- deavor, for in the short space of ten years he rose from the position of lo- cal agent in charge of a retail dis- tributing point to that of General Manager of the entire business, with full control of half a hundred agencies in as many cities and towns. His further advancement was gradual and substantial. The history of Mr. Win- ternitz’ life is best told in his own words: “It was in the city of Prague, in Bohemia, on April 29, 1854, that I spoiled the full dozen and made my appearance as No. 13, the last one among the Winternitz and Spitz company of boys and girls. My fa- ther was a celebrated school teacher and, like most all school teachers, very rich. I can not say much about my early youth. My father died when I was only 11 years old, leaving us a good honest name and the fortune of six gulden. At the age of 13 I started my commercial career as of- fice boy in a grain establishment, re- maining in it about three years and attending an evening commercial col- lege, with good results. I remember that I did not then have two kinds of pie daily on my bill of fare—was glad to get meat once or twice a week. This I remark to show the compari- son between the nourishment of the young American and that of the aver- age foreign youth. At ‘sweet 16’ I went into the cotton and yarn busi- ness of Ignatz Gerstel, of Prague, where I remained for about fifteen years. I started as clerk and wound up as head book-keeper and traveling representative of the house. My dear mother stayed with me as long as she lived. First she took care of me and then I tried to make her old age as happy as possible. She died in 1883. “In 1884 I gave up my good posi- tion in Prague and followed a mag- net which drew me to America. Very few knew the real cause of my leav- ing Europe. My boss was one of them, and, as he was the only one who knew my financial condition, he proposed to give me 600 gulden to take with me. He said, ‘You may need that money. If you can, pay it MICHIGAN TRADESMAN back in a year; if you can not it won't be much of a loss to me. I am willing to help you any time,’ “On my way to America I learned a little English, and the moment I stepped on Uncle Sam’s ground I had to undergo the first examination. I had to make a custom house affidavit and the officer asked me to swear to it, so I uttered the worst oath I had ever heard. The crowd burst out laughing and an old lady said, ‘Poor greenhorn! He meant no harm. He will be all right in a few years from now.’ I am still hunting after that old lady. Want to ask her if I am now ‘all right.’ “A few days after that I visited my friends at Chicago and was the hap- piest man in the world—I was near to rise with the sun and sometimes I beat the How often did I drive up and Canal 4:30 of a winter’s morning, waiting until Tom Wasson opened his_ bak- ery. so as to:be the first one to sell him his half pound of Fermen- tum, taking a cup of coffee with him for early With the in- crease of our yeast business the pop- ulation of Grand Rapids increased al- so, and we put out one wagon after another. Well do I remember when E. Bleyer, of the Paul Bechtner Vine- gar Co., came to me and induced me to sell his vinegar. I started at it and the second and third seasons many carloads of Star brand vinegar did I sell. Then came pickle and mustard agencies, and finally I was sun. down street at breakfast! WN \\ OLS Fen Ludwig Winternitz But when I asked the old folks, pa and ma wanted to know how the green cousin would make an honest dollar. Well, for a few days I worked in Chicago and then my half brother in Grand Rap- ids, Mr. Spitz, got sick and I had to go there. For a while I felt kind of lost, but that feeling did not last long, as several Grand Rapids friends came to ‘my assistance. It seemed rather strange to me when the late Moses May told me to take a broom and sweep my office and clean my windows. “I will never forget those first impressions of American life. Very soon I got acquainted with the mode of ‘treating’ and spent more money than I earned introducing myself and Fermentum to the trade. New op- position came into market and that was life to trade. They made _ it my sweetheart. pretty lively for me, but I. learned RESELL AL OL MEN lucky enough to get the agency for the Woolson Spice Co.’s Lion cof- fee, and that I made a success for them in Grand Rapids is a fact. certain “But all this was not to be cred- ited to me alone, for in April, 1885, I married my dear Clara (born Kadish). She assisted me a great deal in my business. I used to call her my ‘liv- ing dictionary,’ for when I got stuck and my Dutch tongue wouldn't twist in the right direction she would help me out. “The Fermentum Company called me to Chicago in 1892 to act as tray- eling agent and in June, 1894, I was made manager of the company. In 1895 I returned to Grand Rapids to take the management of the Michigan Spice Co., which was a Position en- tirely to my liking, because it enabled me to live among the friends I loved and the merchants I knew so well. In July 7, 1909 August, 1896, I attended the National convention of the Elks at Cincinnatj and naturally called at the office of the Fleischmann Company to pay my respects. To my surprise the mana- ger offered me the position of Super- intendent of Agencies at a salary nearly double what I was receiving from the Michigan Spice Co. the least, | stunned. I wanted to stay in Grand Rapids, the city ot my adoption and the place where | had made my first stand in the New World, but opportunity to earn and save more money and, perhaps, be of greater service in the larger field in- flunced me to make the change. I have never had occasion to regret my choice, although my mind continual- ly reverts to Grand Rapids and the many pleasant days I spent in the beautiful city on Grand River. My territory now includes the West and Northwest, including the wonderful cities of Spokane, Seattle and Port- land and the principal cities of the To say was Canadian Northwest, in which I al- so introduced Fleischmann’s yeast When I went with the house it had no trade west of Denver. I have de- veloped business in every city this side of Alaska, and some time I sup- pose I will be going up there, the same as I now visit the Coast cities. “IT have few hobbies. I am an amateur photographer—some of my friends are kind enough to refer to me as an expert—and enjoy making pictures for my friends and the mag- azines. catorial life and am an active mem- ber of the Stoney Lake Fishing Club, which owns a fine summer home and forty acres of land at Hackensack, Minn. My home in Chicago was my greatest hobby, however, but that is gone now because my dear Clara died Jan. 8, 1909, so I am now a wanderer, making my home wherever overtakes me. My nominal headquar- ters are, of course, in Cincinnati, but when I am in Chicago I get my mail at the Illinois Athletic Club. No mar- ried people ever lived in greater har- mony than Clara and I. We were one in mind and one in heart and but for the business I have built up and the additional work I see ahead of me life would have few charms for me, night “I paid my old employer in Prague the 600 gulden before the first year expired, and own to-day in Grand Rapids some property. I hold a mem- bership there in several societies. Have been an officer in Doric Lodge, F. & A. M. and am a member of Grand Rapids Chapter and have gone up as high as the 32d degree. I also owe allegiance to the Shrine and B. P. O. E., No. 48. I shall never for- get what Grand Rapids was to me and may yet make it my resting place.” The Tradesman can add little to Mr. Winternitz’ modest recital of the events of his own life except to say that his career in this country furn- ishes an admirable example of the ef- fectiveness of honesty of purpose and constant application to business, properly combined. Mr. Winternitz has a faculty of making friends wher- I am also a lover of the pis-_ July 7, 1909 ever he goes, and to this faculty is due in no small degree the remarka- ble success he has achieved. Generous to a fault, loyal to friends and em- ployer, persistent in effort, happy in disposition, prosperous in business, Mr. Winternitz has every reason to regard his future with complacency, as it is pregnant with even greater achievements, so far as he is con- cerned, than the past has been. a Furniture of Palmetto Wood. Although the wood of the cabbage palmetto, with its beautiful dotted cream and black appearance, is de- lightful to look upon, very little of it has been used in the manufacture of furniture and novelties, because no way had been found to preserve it against time and _ its warping ten- dencies. Now, however, a process of treating the wood has been discov- ered that, it is claimed, will make pos- sible its utilization for certain lines of furniture, and make its markings stand out all alone, as does the birch or bird’s-eye. Stands, cabinets, mission furniture, walking canes, brush backs and pa- per cutters made of the wood as spe- cially treated have been turned out as samples. The cabbage palmetto abounds in the lowland sections of Florida, the process of treat- ment is the discovery of a company in Datona. —__2--~___ There must be earnestness and sin- cerity in all you do and say in mak- ing a sale. and MICHIGAN TRADESMAN What Other States Are Doing. Written for the Tradesman. Wheat harvest is on in Oklahoma and Kansas and good yields are re- ported. When the Iowa delegates to the National G. A. R. Encampment leave for Salt Lake City in August each man will carry slung over his shoul- der a monster ear of real Iowa corn. No ears less than 14 inches long will be eligible as badges. Ohio has passed a law which pro- vides that a portion of the earnings of workhouse prisoners sentenced by a Juvenile Court shall be used for the support of their families. New York is letting contracts for converting the Erie Canal into a barge canal. The lowest bid for con- structing fourteen miles of the canal, from Little Falls to Sterling Creek, was Over two and a half million dol- lars, which indicates that the total cost of this improvement will run high. The Rock Island Railroad will con- duct an educational campaign for the benefit of the dry farmers in East- ern Colorado this summer. Farmers in that section who suffered from drouth last year were suppfied with seed grain by the railroad and their crops are looking fine this season. They will send an exhibit to the Dry Farming Congress which meets in Billings, Mont., in October. Wisconsin has passed a law mak- ing it a penal offense for anyone in a bank or trust company, or acting as trustee or guardian, to speculate r. Grocer--- Some One Is--- for a large majority of buttermakers are using it. ‘‘Dandelion” } in shares, grain, cotton or any other | commodity on a margin. Owing to severe weather in Janu- ary and late spring frosts Kansas will have a short fruit crop. Pears. peaches and plums were badly hurt, while apples show quite a falling off as compared with last year. The National Corn Associat ®, which was formed a year and has | 2 membership of 6,000 farmers in twenty-two states, has opened of- fices in Omaha. The object is to encourage the growing of corn and the use and manufacture of corn prod- ucts. Work has begun on the Cape Cod Canal, which will shorten the water route between Boston and the Coast cities south by seventy-four miles. Philadelphia now asks that the little neck of territory across the Dela- ware Peninsula be cut through, bring- ing Baltimore and Philadelphia into easy water communication without traversing the long route between Cape Charles or Cape May into the open ocean. ago After experiments for a year in Georgia a company has been formed at Macon for the manufacture of pa- per out of the okra stalk. Two young men from the North, who went to Florida a year ago with 15 cents capital, have just returned home after dividing $7,000, all made by raising tomatoes. Missouri the Federal Govern- ment will jointly make a soil survey of the State. It is thought that the and work will require about two years Who Is Supplying the Buttermakers With Dandelion Brand Butter Color in Your Vicinity? gives the butter just the right shade always, It never interferes with the taste, goes the farthest and never wastes. Tell this to your buttermakers—who don’t know. Dandelion Brand Butter Color is endorsed by all authorities Dandelion Brand Purely coloring butter is permitted under all food laws, Qn, M, o Keep a good stock on hand—for those who do. State and National is in demand because it Dandelion Brand is the safe and sure Vegetable Butter Color Butter Color ECKY Vegetable We guarantee that Dandelion Brand Butter Color is purely vegetable and that the use of same for 3 and will prove of great value to the farmers, letting them know what crops and fertilizers are best suited to their lands. A special chapter will be devoted to the possibilities of fruit production in the Ozarks. One of the bills being considered by the Georgia Legislature is to re- quire hotel proprietors charging more than $1.50 per day to provide mos- quito bars for every bed from May I to Nov. 1. Another bill seeks prohibit intoxicated persons from operating automobiles, while another would do away with “pistol toting,” making it unlawful for a person to carry a revolver without a license. Almond Griffen. ——__-~<___ French Device Diminishes Tire Punc- tures. Road authorities are interested in a novel machine now being tested out on race courses in France. The ma- chine is a two-wheel vehicle with electro magnets suspended close to the ground from the axle, which picks up nails and bits of metal sometimes to owners of racing stock. They look to a general use of the device on American auto- mobile thoroughfares in this country to diminish the number of tire punc- tures. to small so costly —_+-.___. Reason For It. “Why is Maude so angry with the photographer?” “She found a label on the back of her picture saying, ‘The original of this photograph carefully served.’ ” is pre- Wells & Richardson Co. Manufacturers of Dandelion Brand Butter Color Burlington, Vermont TRADESMAN July 7, 1909 Movements of Merchants. Armada—A bakery has been open- ed by Thomas Davis & Son. St. Joseph—Kenroy & Benning have opened a bakery at 611 Broad street. Owosso—William Morton is suc: ceeded in the bakery business by L. Louden. Carson City—Combs & Gilbert are succeeded in the harness business by M. Hutting. Allegan—Griffith & Co., implement dealers, will add a harness shop to their business. Manistee—A drug store has been opened in the Maryland building by Frank Adamski. Middleville—W. W. Watson intends to engage in the meat business in his building about Aug. 1. Hastings—The Hastings Restaur- ant & Baking Co. is succeeded in business by Samuel A. Holt. Sidney—Burgess & Blumberg are erecting a new elevator, the work ot building having already been begun. Chesterfield—The capital stock of the Chesterfield Creamery Co. has been increased from $5,100 to $45,000. Frankfort—Wm. R. Thomas has opened a furniture store here, which will be in charge’ of Miss Mamie Love. Marshall—C. E. Corey, of Battle Creek, is removing his shoe stock from that place here to the Perrett building. Quincy—Allen J. Talant has pur- chased the grocery stock of Geo. P. Comstock & Co. and will continue the business. Stockbridge—F. C. Mapes, of Chel- sea, succeeds R. H. Mapes & Co., dealers in confectionery, cigars and groceries. Woodland—Devere England | suc- ceeds his father, D. S. England, in the furniture business, having purchased the stock. Lansing—J. A. Smith, of Grand Rapids, has purchased the M. J. Pal- mer stock of groceries and drugs in East Lansing. Lansing—J. G. Reutter is succeed- ed in the meat business by August C. Roller after having been engaged in trade for fifteen years. St. Joseph—Mrs. Dana _ Phillips, formerly of Battle Creek, will soon open a women’s exchange and home bakery at 319 Main street. Owosso—E. M. Bergey, dealer in baking powder, will soon remove from this place to Oklahoma, where he will continue in the same business. Saranac—Geo, W. Potter has pur- chased the A. W. Burnett & Co. drug stock at chattel mortgage sale, placing Benj. F. Whitmore in charge. Vermontville—Will Moore is suc- ceeded as manager of the local cream- ery by James Knowles, who has been identified with the creamery at Vas- sar. Eaton Rapids—F. W. Godding and Vern Abby have formed a copartner- ship and will engage in the clothing and men’s furnishing business about July 15. Saginaw—Wm. Knippel has decid- ed to discontinue the grocery business which he has conducted at 1721 Janes avenue for thirty years and is closing out his stock. Big Rapids—J. H. Yeo, for the past nineteen years cutter and salesman for F. W. Joslin, clothier, will open a clothing and merchant shop about Sept. 1. Frankfort—The Paul Co. is remodeling its double store known as the Waters building and will occupy it with its stock of gro- ceries and furniture. Grand Haven—R. W. Culver, who has been engaged in the drug busi- ness at Detroit several years, has opened a drug store in the Juistema building on Third street. Maple Rapids—William Sickles be- comes a member of the implement firm of Casterline, Redfern & Sickles. The business was formerly conducted by Casterline & Redfern. Ely—The general stock of Cobe & McKennon at this place has been purchased by E. R. Burnett, of Cross Village, who will continue the busi- ness. Detroit—The Kawkawlin Coal & Mining Co. has been incorporated to conduct a general coal mining busi- ness with an authorized capital stock of $30,000 common and $30,000 pre- ferred. Morley—Four of Morley’s mer- chants have started to rebuild. J. B. Pettie, C. E. Hawley, A. M. Fredrick and Patrick O’Niel have their founda- tions up. F. A. Hunter & Co. will not rebuild. Laurium—Edward Eggen and Si- vert Hoyen have purchased the in- terest of John Eggen in the bakery firm of Eggen Bros. & Co. Mr. Eg- gen has been in business for the past nine years. The new firm name will be Eggen & Hoyen. Saginaw—The Saginaw Ice & Coal Co. has merged its business into a stock company under the same style with an authorized capital stock of $75,000, all of which has been sub- scribed, $5,000 being paid in in cash and $70,000 in property. Grand Ledge—T. W. Astley has purchased the interest of Mr. Hixson in the firm of Sickles & Hixson, and tailoring Mercantile the business to be managed in the fu- ture by J. W. Sickles. Mr. Hixson retires on account of failing health and has gone to Alberta. Adrian—Hilberg & Doerr, conduct a dry zoods, shoe and hard- ware business at Pontiac, will open « branch store at this place the first of August. The Adrian branch will be managed by E. J. Doerr and Geo. Hilberg will look after the company’s interests in Pontiac. Port Huron—John C. O’Brien, who formerly managed the Port Huron store of Pardridge & Blackwell, and has been in Ionia recently, will em- bark in the dry goods business here for himself in the store formerly oc- cupied by Pardridge & Blackwell, at and 224 Huron avenue. who 999 Lapeer—The general merchandise business formerly conducted by Eva Z. Henderson has been merged into a stock company under the style of the Henderson Department Store, with an authorized capital stock of $15,000, all of which has been subscribed, $50 being paid in in cash and $14950 in property. Detroit—Alonzo L. Hart, formerly engaged in the butter and egg busi- ness, has merged his business into a corporation under the style of the Hart Table Supply Co., to deal in food to the consumer, with an author- ized capital stock of $5,000, all of which has been subscribed, $1,000 be- ing paid in in cash and $4,000 in prop- erty. Mackinac Island—Wood Brothers, consisting of Albert Parker Wood and Leland Stanford Wood, both of Flint, have opened a summer _ store here, involving a capital ot some $5,000. They will handle books, sta- tionery, souvenirs and_ tourists’ sup- plies. The young men are sons of Ed. O. Wood, of Flint, and are reported to be “chips of the old block.” If so, their success is assured. Manufacturing Matters. Detroit—The Grand Upholstering & Furniture Co. has increased its capital stock from $15,000 to $25,000. Detroit—The Detroit Hat Manu- facturing Co. has been incorporated with an authorized capital stock of $10,000, of which $5,000 has been sub- scribed, $3,000 being paid in in cash. Dewitt—The elevator which is be- ing erected here by the Christian Breisch Milling Co., of Lansing, is to have a capacity of 15,000 bushels. [i is intended to have the structure fin- ished by fall. Union City—A corporation has been formed under the style of the Union City Canning Co., with an au- thorized capital stock of $22,000, of which $12,000 has been subscribed and paid in in cash. : Escanaba—James R. Andrews, who is engaged in the lumber commission business with headquarters at this place, has bought the stock of James Kessler, at Daggett, consisting wholly of hardwood lumber in grades. Detroit—The Currie Machine Co. has merged its manufacturing busi- ness into a stock company under the Same style with an authorized cap- ital stock of $10,000, of which $5,800 various has been subscribed and paid in property. Bay City—A Canadian concern, capitalized at $300,000, has bought sixty-five acres of land and will erect a factory at this place for the manu- facture of the MacLean cream sepa- rator, with a capacity for 10,000 ma- chines a year. Adrian—The Withington Machine & Fence Co. has been incorporated with an authorized capital stock of $45,000 common and $30,000 prererrea, of which $57,500 has been subscribed. in $6,000 being paid in in cash and $51,500 in property. Detroit—A corporation has been formed under the style of the Gulley Walker Co. to manufacture automo- bile parts and other machinery with an authorized capital stock of $15,000, of which $8,000 has been subscribed. $4,010 being paid in in cash. , Black River—MacDonald, David- son & Co. operate a small sawmill here which is being overhauled and repaired. This firm will build a shin- gle and lath mill. It owns some timber tributary to the mill and has bought stock north of Alpena. It will operate its plant all winter. Jackson—The A. J. Callaghan Co, which manufactures belt cutting com- pounds and other articles of a similar nature, has merged its business into a stock company under the style of the Advance Grease & Chemical Co, with an authorized capital stock of $15,000. Bay City—The box business is be- coming active and new business is offering much more freely than since October, 1907. The manufacturers are buying stocks of pine for box stuff at Lake Superior and over in Georgian Bay. Hemlock and _ hard- wood lumber is also being utilized so far to the extent of several million feet. Sagola—The Sagola Lumber Co. will soon enter Marquette county with a railroad for extensive log- ging operations. The road will be eleven miles long, of standard gauge and of substantial construction. It will extend in an easterly direction from Witbeck, where it will connect with the St. Paul lines. The latter railroad will haul the logs to the com- pany’s mill at this place. This new logging road will tap a tract of pine timber owned by the Sagola company estimated to contain 20,000,000 feet of pine, being one of the finest tracts of timber remaining in the Upper Peninsula. Gaylord—Jackson, Wylie & Co. proprietors of the Gaylord hoop and stave mill, have recently purchased all the elm timber belonging to the Johannsburg Manufacturing Co., east of town, and that means with thts added supply of raw material the mill will be kept in operation in Gaylord for a number of years longer in con- verting it into the finished product. The firm is also negotiating with the Ward estate looking toward the pur- chase of the valuable elm timber it contains. Should this deal be con- summated, and the prospect is favor- able, the plant will be good for twen- ty years yet as a fixed and valuable industry of this place. r 7, 1909 MICHIGAN TRADESMAN CERY +> PRODUCE MARKET = ‘ = eb 2 : -- 7 = > = a — a y : \ ‘ ‘ \ (fpr The Produce Market. Asparagus—ooc per doz. for home grown. Bananas—soc for small bunches, $1 for Jumbos and $1.50 for Extra Jum- bos. Beans—String beans and wax beans command $1.50 per bu. Beets—-35c per doz. Blackberries — Southern command $3 for 24 qts. 3utter—The market is firm and ac- tive at %c per pound above a week ago. The recent hot spell curtailed the supply of milk and for that reason reduced the make of butter consider- ably. Both the consumptive and the speculative demand shows an increase and the market is firm on the present basis. If there is any change it seems more likely to be an advance. Local dealers hold factory creamery at 26c for tubs and 26!4c for prints. Dairy ranges from 15c for packing stock to toc tor No. ft: Cabbage—Virginia commands $1.25) Texas fetches $1.35 per Der. Crate. crate. Tennessee per ctate. Cantaloupes—Georgia, $2@2.50 per ranges around $1 for 45s. Carrots—25c per doz. Cauliflower—$1.20 per doz. Celery—Home grown is coming in more freely and is finding ready sale on the basis of 25¢ per bunch. Cherries—Sweet, $1.75 per crate; sour, $1.25 per crate. Small and in- ferior stock finds an outlet at 50c@$1 per Du, Cucumbers-—4oc per doz. for home grown hot house. Eggs—There is an active consump- tive demand for everything in the eg line, and the market for fancy eggs A large per cent. of the receipts now shows some heat, and have to be sold at lower prices. The hot spell has both reduced the quan- tity and quality of the production. A continued firm market is looked for. Loca! dealers pay toc f. o. b., holding case count at 20c and selected candled ab 21c: Egg Plant—$1.50 per hamper. Gooseberries—$1.25 per crate. Grape Fruit—California stock is still in market on the basis of $1.75 per box, Green Onions—1r5c for Silver Skins. Green Peas—$1 per bu. for Tele- phones and 75c for Marrowfats. Green Peppers—$1 per 1% bu. box. Honey—t4c per th. for white clov- er-and 12c for dark. Lemons—The market is still strong on the basis of $7 per box for both Messinas and Californias. If the weather should become intensely hot is strong. | ‘about all marketed. crate. Rockyfords, $3 for 54s and $3.50] again the price will probably go still higher. Lettuce—Leaf, 7c per tb.; home grown head, 60c per box. Onions—Texas Bermudas are in strong demand at $1.25 for yellow and $1.40 for white; Louisville, $1 per sack. Oranges—Nawvels are in fair de- mand at $3.50@3.75 per box. Medirer- Tfanean weets are moving freely on the basis of $3@3.25. Late Valencias command $3.50@4. Parsley—2s5c per doz. bunches. Pieplant—75c per 40 tb. box of out- door grown. Pineapples—Florida fetch $2.75 for 248, $2.60 for 30s, $2.50 for 36s, $2.25 for 42s. Potatoes—65c for old and goc for Triumphs from Texas. Virginia com- mand $2.85 per bbl. Poultry—Paying prices for live are as follows: Fowls, 11@12c; broilers, 18@2o0c; ducks, 9@toc; geese, 11@ 12c; turkeys, 13@14c. Radishes—r15c per doz. bunches. Strawberries — Home grown are Some receipts command as high as $1.60 per 16 qt. erate. Tomatoes—Tennessee, $1 basket crate. goc per 4 Home grown hot house per 8 tb. basket. Veal—Dealers pay 5@6c for poor and thin; 6@7c for fair to good; 8@ 914c for good white kidney. command Watermelons—Georgia are moving freely on the basis of $3 per bbl. of 8 to Io. ee AI A There is some friction between the produce and butter and egg mer- chants and the retail grocers of the city over the recent adoption of the rule by the former to the effect that all bills contracted during any week shall be paid for on or before Thurs- day night of the following week. The parties to this agreement claim that such an arrangement is necessary in order to enable them to meet their obligations, while the retail grocers insist that, inasmuch as they have to pay cash for the goods they buy on the market, they can not afford to pay for the other goods so promptly. One or two conferences have been held, but as yet no modifications of the rule have been secured. It is un- derstood that this action of the prod- uce men is in line with the policy pursued by produce dealers in nearly every other market of importance in the country. Such an arrangement has been in force among the meat dealers here for many years and is said to have worked well. The Grocery Market. Sugar — The market is without change from a week ago. The refin ers hinted last week that quotations would be marked up this week, but they failed to make good up to Wed- nesday noon. Tea—The market is very quiet ano there is little doing. Prices remain the same as last reported. New Japans are coming in early and the quality seems fully up to the average, with prices advanced from 1@2c over last year. It is too early yet for perma- nent quotations to be made for low grades. The Ceylon market is firm and the demand is good. The settle- ment of the tariff bill on the basis of free tea meets with general approval and will aid in settling the markets. Coffee—Rio goods are weak and dull. Santos grades are scarce and firm. The general market for Brazil coffees is still in a waiting condition, due in part to the holidays of the past week. Mild coffees are steady, unchanged and only moderately ac- tive. Java and Mocha are quiet at ruling quotations. Canned Goods—There is no par- ticular change in tomatoes. Packers seem to have a good deal of old stock left and are willing to make the low- est price to get rid of them. Both spot and future corn is on a firm basis and futures can not be bought within 5¢ per dozen of opening prices. The Situation is very strong and advances are looked for. Peas continue steady to firm. New pack strawberries have arrived and the quality is very firm and prices considerably under those of last year. Gooseberries and black- berries are ready for shipment and prices are very low this year. The fact that the demand for gallon apples is surprisingly light, compared with previous years, is responsible for the inability of the market to improve. The low opening prices named on Cal- ifornia canned fruits does not seem to have stimulated buying to any ex- tent, but, on the other hand, the mar- ket is rather quiet. On account of the high prices for high grade salmon, pinks are in very good demand at the present time and a firmer tone is in evidence. Red Alaska Columbia River chinooks and Puget Sound sockeyes are all very firm, and there is a scarcity of supplies in all these grades. Competition among sardine packers has caused some very low prices on sardines. In fact, it is said they are being sold below the cost of packing, but advances in a short time. Dried Fruits—Apricots are un- changed and in light demand. Raisins show no improvement and only very light demand. Currants are firm, but quiet. Other dried fruits dull and un- changed. The market for old crop prunes is unchanged and dull. New prunes are very unsettled. There have been offers as low as 2%c basis, and quite large offerings, it is re- ported, at 25éc. Other packers de- cline to sell good Santa Claras for less than 3c basis; outside brands 23%4c. The demand is fair. Peaches are dull and unchanged. Syrups and Molasses—Compound are expected, 5 Syrup is likewise unchanged and in dull demand. Sugar syrup is not wanted and rules unchanged. Mo- lasses is in fair demand for the sea- son at ruling prices. Cheese—The price has advanced 4c since a week There 1s a: active consumptive demand, and the bulk of the receipts is showing fine quality and meets with ready sale. The heat has cut down the supply of milk in some localities and a general shortage in the make is reported in consequence. The trade look for a continued good consumptive demand and a firm market for some time to come, ag ago. Rice—The situation continues very strong and, while the very strong re- ports from the South have not as yet influenced higher prices in this mar- ket, there is every indication that higher prices will prevail before the new crop arrives, and the continued heavy demand is cutting deeply into what stocks are left. Rolled Oats—Jobbers anticipate a continuance of the present high pric- es until the new crop arrives. Good quality oats for milling purposes are still very scarce and there is no chance for any decline in the market until the situation is materially reliev- ed by a very favorable crop during the coming season. No cl Provisions has ange occut red this week in smoked meats. Pure and compound lard are firm at un- changed prices, and there is a good consumptive demand for both. Bar- rel pork of all grades shows an ad- vance of 25 to 50 cents per barrel. Dried beef is unchanged and in good consumptive demand. Fish—Cod, hake mrchanzed and quiet. haddock Domestic sar- and are dines are unchanged at the last auo- about toc off, and there 1s no certainty that tation, but buyers are biddino some packer won’t accept it. mand is fair. the de- Imported sardines are unchanged and in fair demand. Red Alaska becoming very scarce and prices have advanced 5@ 7¥4c during the Nowher:z in the country is there much stock, and prices will likely be considerably high- er before standard new salmon conies in in the fall. salmon is week. Sockeye salmon is even scarcer than red Alaska. The demand for salmon is good. Mackerel is wn- changed for the week. Norway fish, Shores. This include- Irish and The demand is only moder- new new ate and the price fairly steady. ce I Ar C. B. Hamilton, who has been in charge of the advertising and selling department of the Typewriter Co., for several years, will retire from that position August 1 to take charge of the publicity department of the Berkey & Gay Furniture Co. ce eee The Flexible Belt Lacing Co., 220 Ashton building, has changed its name to the J. B. Stone Co. ——_—_.@~—___ Where every one has an ax to grind there will be little hewing to the line. Fox ° iin as The luxury of good business be- comes a necessity after you get used to it. MICHIGAN TRADESMAN July 7, 1909 THE CREATIVE FORCE. Fate Is Only Another Name For God. Evansville, Ind., July 6—My sym- pathy is forever going out to those poor, unfortunate people who are made to believe that the devil,-fate or irresistible conditions are against them. I am real sure that the busi- ness world, as well as people in all walks of life, are allowing their minds to fill up on such thoughts. I am really sorry for the good, hard work- ing business man who believes that he is subject to an influence which he himself can not control. In my opinion it is an awful thing to teach children that there is an evil influence in and around them which they can not understand or control. We must not believe, nor should we teach, that we are not competent to solve the question of how we should live and how to con- trol the so-called evil influences in and around us. We are all fired with a hope and we all speculate and we sometimes elect our own course, but not until many experiments are made do we find the right road to travel on. Let us educate ourselves softly and intelligently in the unity of all things. Every law in Nature is a necessity, and if we are not afraid of the ele- ments called the devil, fate and irre- sistible conditions and will crush every rock in the human development we are bound to-live in a more suc- cessful and happy mode. Nature never did intend that we should be afraid of her. Let us stop building altars of worship and build temples of living gods. Freedom and foreknowledge exists, my dear brother, but we can never attain these beautiful principles if we are going to believe in the devil, fate and irresistible conditions. There is a creative force within each and every human being, and that force must be awakened in the minds that wish to be successful. It was written, once upon a time, that man was created a perfect human being, but was tempted and he fell, and for this he must accept punish- ment. Not only he himself is made to suffer, but all who descend from him. All of the educated people of to-day know that our ancestors were very ignorant of the laws of Na- ture: They all know that we are more intelligent than the writers of two, four or six thousand years ago. Thou- sands of years ago people’ wrote about “the beginning.” To-day every mind that is filled with thoughts of Nature is telling the people that there was no beginning and there will not be an end to creation.” The creative force, which most all of us call God, is a universal princi- ple. Centuries ago the great writers in Athens called God “the Spirit of the Universe.” For us to get the fear of the devil, fate and irresistible in- fluences out of our minds we must first get out of our minds the idea that God is in the likeness of man. Since we are the children of Nature and our fathers were taught that we were made after the image of our SESE a Creator, we made a God after our likeness. This is the only reason why so many people worship Jesus Christ, instead of going out and doing the things He told them. No man need fear the devil if he will take the time to study the teach- ing of Jesus. There is no devil and fate is against no man. The only thing that is work- ing against any man is the ignorant thoughts he allows to control him. There is nothing evil in this uni- verse. Everything is good for some- thing. The reason we think there is evil is we have failed to learn how to mix matters. I am glad there is a so-called devil. If we would not have had this so-called evil we would never have had any experience with the beautiful things we now enjoy so well. What we need is unity in human thought. We must have unity in principle. We as a human race are very much divided. Most of us love darkness. We like to get out at night. Let us get out in the light and let the All-seeing eye guide us. Every wise man knows that there is something in and around him that can not be taken away. He does not feel as if the whole weight of the uni- verse is holding him down. He feels light flowing through him from all sides. He feels the unity of thought and man in his own mind and he works to the right end most every time. Most of us have just enough intelli- gence to know how to do things aft- er we are taught to do them and that’s all. If we never try to be anything else but imitators we shall always be afraid to trust ourselves in business and everything else. We are all personal expressions of the impersonal principle, which is Na- ture, and we should learn more about these things before we express our- selves, for every word spoken builds something. If you express a fear of doubt, doubt you will receive. On the other hand, if your mind is filled to overflowing with hope and ever- lasting faith within yourself success is yours and it will come so easy that you will be surprised more than anyone else. It is all right to go to the large cities to see what other people are doing, but what’s the use if you do not have the faith that you can do just what any other man can do? It is a great sin against your own intelligence to go anywhere for ad- vice. My dear brother, God is with you. Have faith in Him. If you can not believe this then I guess you had better go to Chicago. It is true that I must look into your face to see myself, but I do not need your ears in order that I might hear. Here is the point, and I read it in the Tradesman: “The wisdom of the world has always come from the peo- ple who did not fear being called fools.” If we will listen to the true wisdom of our own intelligence we are sure to grow in faith—faith with- in ourselves—and if a man can de- Been ae ee enn eee TT PRE velop this he can attract thoughts from the great minds all over the world and he will not have to go to run his business. child can be an inventive genius, can attract inexhaustible influences from the storehouse of knowledge. If this is not true then I wonder how in the world any man can be a genius of any kind. We have no so-called in- spired men. No man has a special gift from the All-Wise and Intelli- gent Infinite Power of Life and Wisdom. There are people all around us who re continually giving out blessings and comfort—persons whose mere presence seems to change sorrow in- to joy, fear into courage, despair in- to hope, weakness into power, but these very people are not the chosen ones by the power that made them so. They simply have learned how to live with the creative force that makes them what they are. If you want to be a great man or a successful man—a man_ without fear—get into the great power-house of the universe where there is a strong, positive and constructive force of thought continually working for the success of every living being on earth. Remember, you are not left out of this by Nature itself. The only troub- le is you allow yourself to stay out. Fear and all thoughts of failure never get anywhere near this great power- house we are talking about. They go to places where there is nothing but foolishness going on. Edward Miller, Jr. _———— a Love’s Change of Costume. He—In olden times women disap- pointed in love used to don nuns’ garbs. She—Yes, but the styles have changed. Nowadays they go into breach of promise suits. Chicago to get “pointers” on how to}| Each and every man, woman and Reduction Sales—Closing Out Sales - W. A. ANNING, The Sale Specialist Known for 7 yeers as Amer. ica’s leading Sale Promoter. Con. ducts every sale in person. My methods and unique plan never fail to bring desired re. sults. References from hundreds of merchants and holesatle houses. Wire or write today. Address W. A. ANNING Aurora, Illinois Bathing Caps Bathing Shoes Learn to Swim bv One Trial, Water Wings Life Preservers Send for Catalogue GOODYEAR RUBBER CO. Milwaukee, Wis. W. W. Wallis, Manager IF MADE OF RUBBER WE HAVE IT BCA Olba oy a GRavINGs:¢ TYPE FORMS, a een ac N JAN BRn (Ce. SO ALTA, — Announcement We thank our many friends and a continuance thereof. H. A. ROSEBERRY Formerly Supt. M. B. Wheeler Electric Co. Announcement ~ have purchased the entire assets of the M. B. Wheeler Electric Co., and will continue the business. is made that we patrons for past favors and solicit ROSEBERRY-HENRY ELECTRIC CO., 93 Pearl St. LOREN L. HENRY Formerly Supt. G. R. Electric Co. Open and Covered If you use even one delivery horse, we Can prove to you that a McINTYRE Wagon will save you money and make you trade. {[f you use two horses, the McINTYRE will be a gold mine. Cost no more than a good team and will do more than two teams, Will save the Cost of one team. the wages of one driver, and the whole cost of keeping the second team. Saves time. Will deliver twice as many times in the same period, Cover twice the area in the Same time as a horse-drawn wagon. Write for Catalog No. 182. W. H. McIntye Company Aubaorn, Indiana Motor Wagons cS 256 Broadway, New York 1730 Grand Ave., Kansas City 418 Third Ave., S. Minneapolis Tudieps-Meinigce Co. Orillia, Canada July 7, 1909 MICHIGAN TRADESMAN T Doings in Other Cities, Written for the Tradesman. The plan of establishing a munici- pal abattoir, to take the place of sev- enty-five private slaughter houses, is being considered by Pittsburg. There are several public abattoirs in Euro- pean cities, but only two in opera- tion in the United States. The lat- ter are at Montgomery and New Orleans. In each city the abattoir is owned by the municipality, and all butchers are compelled by ordinance to slaughter exclusively at these plants. Davenport, Iowa, will appoint a commission to look after the improve- ment of its river front. The Commercial Club of Des Moines has secured seventy-four con- ventions to be held in that city dur- ing IQIo. Toledo seeks some legal way to authorize the creation of a city pur- chasing agent, to look after secur- ing all supplies for the various de- partments. Experience has shown that a great saving may be effected by purchasing supplies in large quan- tities. The second annual trade extension excursion of the Wholesalers and Manufacturers’ Association of Sagi- naw will start Sept. 13, the week be- ing spent in Eastern Michigan. There will be thirty concerns represented this year. Kalamazoo is attempting to raise $500 to provide four playgrounds, with a director at each one, for all the city children who wish to come. One of the means used is to enclose a letter asking for assistance in the pay envelopes of the 5,000 factory employes. According to the new directory of Kalamazoo that city has a population of 41,031, The banks of Flint have adopted the plan of keeping open Saturday evenings from 6:30 until 8 o’clock. The newly-organized Florida Citrus Iruit Exchange will have its head- quarters in Tampa. Barges loaded with enough steel pipe to make four ordinary freight trains left Pittsburg recently bound for New Orleans. This is the larg- est shipment ever made by water from the Pittsburg district, and if successful there will be a big saving in the cost of transportation. Almond Griffen. . ——_2.-~2__ A Too Modern Improvement. Mr. Martin—Mr. Miller is after findin’ out why his cow went dry. Miss Hogan—An’ phwat was it? Mr. Martin—His bye, Willie, milk- ed the poor creature wid wan of thim newfangled, dust-suckin’ machines! He Passed. Judge—You are a freeholder? Talesman—Yes, sir; I am. “Married or single?” “Married three years last June.” “Have you formed or expressed any opinion?” “Not for three years, your honor.” nn Inne The man who is only marking time is most likely to be singing about marching to Zion. The Republic of the South. The countries that are in the tem perate zones of our globe are those which attract the greatest amount of immigration from the old countries. The United States and Canada in North Argentina and Chile in South America are the coun- tries most attractive to those who go abroad from Europe to seek their fortunes. Argentina and Chile are in the south temperate zone, while Brazil and the other countries north of them are in the Chile, being on the Pacific coast, is not easily in reach of emigrants from Europe, but Argentina, being on the Atlantic side, catches the greatest numbers. Compared with the emi- gration to the United States. the movement to Argentina is not so far behind. The figures given in the Statesman’s Yearbook (English) are always reliable. In 1908 Argentina received 255,750 strangers. This was about one-third the number we received that year, but as we outclass Argentina in pop- ulation fifteen to one, it is evident that in proportion to population she America and tropics. is far ahead of us as a promised land for Europeans who leave home. A glance at the which reference books in these figures appear shows, however, that the rest of South Amer- ica must not be judged by Argentina. srazil’s immigration is falling off and Chile's is 76,292 foreigners who settled in Bra- insignificant. From. the zil in 1901 the number of annual addi- tions to the population has dwindled until the last census, in 1904, gives but 12,447. In the five years includ- ing 190r and 1905 Chile records a total of only 14,000 immigrants. attractions of climate, one of th main reasons why picked out tor settlement lies doubtless in the In addition to the Argentina is so eagerly determined efforts of the government to populate the inland districts. The government makes special! tion for the newcomers. prepara- As soon as the immigrants land they are provided with good food and comfortable shel- The National Labor finds places for them, if they are laborers or mechan- ter free for five days. Bureau of ics, and they are dispatched to their destination and supported for ten days free of charge under the direc- ion of an agent of the bureau. Ar- gentina received in 1865 11,767 immi- grants; in 1875, 42,066; in 1885, 108,- 722; in 1897, 135,205; in 1905, 221,622: in 1907, 209,108, and in 1908, 255,750 immigrants. Buenos Aires, the great seaport ana metropolis of Argentina, is a well- built city with a million and a quar- ter inhabitants, with a great shipping trade. Immigrants are from all the Kuropean countries, but Italy furnish- Argentina es the greatest number. can produce wheat and cattle to an almost unlimited amount and has the greatest future of all the South American countries. —_—_--. ~~. __ A good way to keep from becom- ing poor is not to get rich too quick. Qa | Duty has viewed askance. a stern face only when Post Toasties Window Displays Attract Attention Increase Trade We are always pleased to furnish the advertising matter. A postal will fetch it— just say, ‘I want to make a Window Display.” Crisp, Flavory, Easily Put, In Golden Brown Post. Toasties A Steady Seller, Grocer’s Profit is Pleasing, and Sale Guaranteed POSTUM CEREAL COMPANY, LTD., Battle Creek, Mich., U.S. A. MICHIGAN TRADESMAN July 7, 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. EB. A. STOWB, Editor. July 7, 1909 at THE IMPENDING STRUGGLE. The constant talk of possible war between Great Britain and Germany, and the incessant agitation as to which of the two nations is to have the most powerful navy is being much joked at, as it is regarded as a sort of spur used on both sides to get money voted for government pur- poses rather than any real danger of or desire for war between the two nations. But the simple fact is that all the war talk means something dreadfully serious, and it is doubtful if peace can be maintained much longer. The Roman nation, which subsistea first as a republic and afterwards as an empire for nearly a _ thousand years, conquered and plundered all the nations that had anything to lose. Rome preyed and grew fat on the spoils of other nations. All of Eu- rope as far west as Spain and the British Isles and as far north as Germany was under the Roman do- minion, which included Egypt ana Mediterranean States of Africa and all of Asia eastward to Persia. Wherever there were prospects of spoils there the Roman eagles were seen. : After the mightiest empire the world had ever known was. over- whelmed and destroyed by the _ bar- barian hordes from northern Europe and northwestern Asia and from the Arabian peninsula, what are known as the Dark Ages settled down upon Europe. The invaders, who ruled every country that had been a part of the great empire, were being slow- ly civilized. There were internecine wars everywhere and but little com- merce. All the activities of the con- quest and the plundering of nations were transferred to Asia, while Eu- rope remained in zloom. In the beginning of the fourteenth century the discovery of Central ana South America, with their rich mines of gold and silver, placed Spain, into whose hands they had fallen, at the summit of power in Europe, and then began a great revival of civilization and all its activities. England, which up to that time had never occupied any prominent place in the world’s history, undertook the role of ancient Rome, first by plundering the Span- iards of their treasure, and next by colonizing and conquering first in America and subsequently in Asia and Africa. It is the boast to-day of England that the sun never sets on her do- minions, stretched, as they are, around the world, and with the enormous spoils of conquest and the still greater prizes of commerce, Great Britain has become the wealth- iest of all the old nations. It is worth while to mention that at the time of the discovery of Amer- ica the stock of the precious metals in Europe had dwindled to £35,000,- 000, or $175,000,000, while at that time the population of Europe was esti- mated at 50,000,000. At the begin- ning of the nineteenth century the population of Europe was about 175,- 000,000 and that of North America about 5,308,000. The populations of these continents at the beginning of the twentieth century are for Europe 380,000,000 and for America 100,000,- ooo, while the gold and silver owned by the population to-day amounts to many billions of dollars. Germany has always been a poo country, divided as it was for cen- turies among the various tribes into many small States, and it was neith- er rich in agriculture nor in minerals, and being in the interior of a conti- nent was poorly situated for com- merce. But the union of the Ger- man States into an empire, and three successful wars conducted under the genius of Bismarck, in our own time, secured for Germany a favorable po- sition on the North Sea and an im- mense indemnity sum from France, by both of which the empire was put on the way to power and progress. But Germany is still hemmed in from all but northern seas, and she has no field for conquest and colonies. When the Germans leave their own homeland they go to foreign coun- tries, and their energies, activities and allegiance are lost forever to the fatherland. Therefore, Germany must have colonies and a vast commerce, and apparently these are only to be got by taking them away from Eng- land. Here, then, is the real ground for the danger of almost immediate wai between the two nations. It is a real reason and a real cause, and the war may break out at any time. Eng- land knows all this, but the present government does not want to take the responsibility that such recogni- tion might entail. The present administration 04 Great Britain is very timid and avoids as much as possible any act that would seem to give credence to the idea that there is any possible danger of trouble with Germany, but tne leading statesmen and military lead- ers are fully sensible to the risk. Un- less Great Britain’s suppremacy on the sea is beyond all question, the perils that beset a country whose dominions are spread over a_ great part of the globe, and whose wealth is largely invested in commerce, and whose people must be fed by foreign countries, will overwhelm her. According to the London Fort- nightly Review, Sir Robert Giffen, a high British authority on commercias statistics, on the figures of the year 1906, estimated that the value of Brit- ish trade and shipping exposed to capture in the course of twelve months would be above £2,000,000,- ooo. Imports to the value of 608,000,- ooo sterling, and exports of £461,- 000,000, gave a total of £1,069,000,000. Add the transhipment trade, of which the figures in the year 1906 were about £33,000,000, imports and _ ex- ports; bullion and specie, £125,000,- 000; the value of the goods carried in the coasting trade, which Sir Robert Giffen put at £100,000,000. Further, add the produce of the sea fisheries, say £12,000,000; also diamonds (not included in exports and imports) es- timated at £10,000,000, and the value of British ships. British owners possessed in 1906 9,000,000 tons of steamers, which at an average of £20 per ton represen: a total of £180,000,000, and 1,600,000 tons of sailing ships, which at an average of £7 Ios per tons represent £12,000,000. With £20,000,000 for bunker coal and provisions, the fig- ures reach a total of £212,000,000 for the floating value of the shipping. But there must be added the value of cargoes in British ships trading be- tween foreign countries and British possessions. Sir Robert Giffen esti- mated this at about £600,000,000, 01 the figures of 1906, and this estimate may stand for the general purpose of argument. This brings the grand total to over £2,000,000,000 as the approximate annual value of the mari- time trade and vessels of Great Bri- tain, which would have to be insured against war risks in case of war with a naval power. In order to reduce these amounts to dollars, they must be multiplied by 5, and thus it is seen that British property afloat on the ocean in a single year is equal in value to ten thousand millions, or ten billions o1 our money. But not only would these immense values be at stake, but there are the prowess and power of the British Empire also thrown in the balance. Germany wants all this, and the Ger- man people, who make up in large part a frugal and hardworking popu- lation, want it. It is said that the great body of the German popula- tion are in full harmony with the Emperor’s desire and determination to strike for a big share of British commerce, wealth and prestige, and the blow can not be delivered too soon. It will be done sooner than many expect. rai GRAND RAPIDS SECURE. “It makes me smile every time I hear some near expert on furniture voice dire predictions as to the sta- iblity of Grand Rapids as the pivotal center for high grade furniture,” said one of the most able and most widely known of furniture buyers in the country. “And each time,” he continued, “my first impulse is to develop a discus- sion of the subject; but I have learn- ed by long experience and wide ob- servation that there is nothing to be gained by argument with men who will know more a few years hence as to the leading characteristics of the furniture trade in America.” “What are those leading charac- teristics?’ was asked. The gentleman placed the growth of the country in population, indus- trial and commercial development and wealth as the chief factor and a con- tinually increasing knowledge and ap- preciation of appropriateness and real worth in the production of furniture as the second and nearly as impor- tant factor. “And,” he added, “I say it without prejudice, the credit of dis- closing this knowledge and apprecia- tion belongs, beyond any question, to the furniture manufacturers of Grand Rapids.” Then he went into an analysis, so to speak, of the growth of the coun- try inits relation to the furniture busi ness, showing that with Grand Rapids as the high grade head center for the best styles, the best workmanship and the best treatment of buyers it is possible and probable that other im- portant furniture trade centers may be established. “Distances, new limitations of communities, the transportation ties and convenience and facili expedition in handling must, with our population increasing at the rate of approxi- mately a million a year, force the de- velopment of such centers; but by virtue of a twenty year unbroken rec- ord of elementary excellence and rec- titude in the field it has created Grand Rapids is bound to retain its leadership.” “Of course,” he concluded, “I base my opinion upon my faith that the twenty year record I alluded to will not be interrupted. And one reason I have for such faith is that all the youngsters holding important execu- tive positions in the Grand Rapids establishments show a deeply found- ed loyalty to and pride in the reputa- tion that has been won for your city by their predecessors. It has the savor of genuine local patriotism, a sort of family fealty in the mainten- ance of which there is no sacrifice too great for them to make. “T have just come over from Chi- cago and I am in that market and this one as others twice a The experience has become a habit, a scond nature, so to And in no other market do I see the Grand Rapids spirit. And it is this spirit that is certain to keep Grand Rapids distinctive and individual as the fountain head of the best there is in furniture, just as Amsterdam has for a century or more maintained her reputation “as the European’ center for diamond cutting or as Leipsig has remained for eight centuries the home of the chief fair held in Germany.” as. well vear. speak. Look well to your credit and rep- utation. They are the most precious possessions a business man can have. a lot of difference be- tween believing a thing and believing that you believe it. There is Marriage is an egotism divided by two, t t July 7, 1909 BUSINESS BUILDERS. How Personal Letters Create and Retain Trade.* The merchants who are successful to-day are those who go after the business. The time is long past when the successful or growing business could be carried on with no other ad- vertising than the sign board over the door. The merchant to-day in order to gain and hold his customers must induce them to trade with him. In order that a business may grow, new customers must constantly be gotten into the store and the adver- tising means which is to bring them in must be square and honest, for the time is certainly here when straightforward truth, with no ex- aggeration or deception, is to form the best subject of advertising mat- ter. The customer who comes into the store for the first time must leave bearing a feeling of satisfaction and confidence that will impel him to re- peat his visit when goods in the line are desired. A discussion of one method of in- ducing prospective customers to en- ter the store for the first time is to form the subject matter of this paper, particularly a certain kind of mailing scheme which has been in operation in our store for about four years with marked success. It is unnecessary to discuss the value of the mailing list as the busi- ness bringer in general. We have only to think of the countless great enterprises built up entirely by this means to understand that this form of advertising can be made to pay well. The grocer knows it, the dry goods merchant, the hardware man and possibly men in every other line of business make use of mailing schemes and let Uncle Sam carry their messages of profit. We pharmacists are interested in the scheme as it might be made of value in our business as retail mer- chants, and I shall briefly touch upon a few points of the subject, hoping to bring out some discussion and ideas from those who have had ex- perience in the various ways of ad- vertising by mail. A list of physicians can be used to good advantage, whether or not the practice is made of calling upon these gentlemen regularly in the interests of the store. I believe the plan of calling occasionally on the doctor is the best means of keeping him in- formed of the changes in stock, new goods added, new preparations of U. S. P., N. F. or your own formulas and, besides, it affords the opportun- ity of becoming better acquainted personally with the doctor and tends to show him that you are really and truly a pharmacist interested in the progress of your profession. So far as we are concerned, there are two classes of physicians—the prescribing physician and dispensing physician—and we can improve our business with at least one class by going after it. It is the prescribing physician who, if properly approached, is to give us *Paper read by Arthur G. Lyon, of Coldwater, at ae convention of the Michigan State Pharmaceutical Association. MICHIGAN TRADESMAN the best business. It is a fact that most physicians keep themselves posted by subscribing to half a dozen or more medical journals and keep abreast of the times. Most stores try to keep pace with the doctor by stocking preparations he is liable to prescribe, but what’ good does it do you if your neighbor gets the pre- scription and makes the sale. Send a card once in a while with a list of new goods, and he will many times be surprised to find in your store an article that he had not expected to find in the city. In times of epi- demics of various diseases, such as diphtheria, smallpox and typhoid, it is well to mail each physician a card reminding him that you keep in stock the various antitoxins, serums, vac- cines, and that they are always fresh and potent. Very likely the other stores keep the same goods, but I believe that this Association is com. posed of merchants who are in busi- ness for themselves. The indirect benefit to the druggist from customers sent in by the phy- Sicilans is greater than can be esti- mated. The patient feels the confi- dence of the physician, learns of the completness of the stock, all of which will mean future business from him. Besides, we must remember that a person induced to trade even once is a possible regular customer, all depending upon the way he is treatea and the satisfaction he feels in his purchase. The dispensing physician is apt to be a hard proposition. There are plenty of physicians who will furnish their customers with the highest grade of pharmaceuticals, but com- pared with the number who will pass out most any sort of stuff, as long as the price is low enough, they are sadly in the minority and talk about substitution. The worst substituting druggist who ever lived can’t hold a candle beside some of these fellows. If they don’t happen to have exactly what they want to use they will sub- stitute upon themselves and possibly use a product of an entirely different formula. And what about the man who wants his prescription refilled? It’s all guess work, then, for not one out of ten of these doctors keeps a prescription file. Nevertheless, these men use goods in our line and it is our business to try and_ get their trade. Some of you gentlemen have had experience in getting this trade and I would like to know how you do it. Our experience with many of them is that all arguments fall flat when the question of price is raised. If the store is located in one of the smaller cities, good use can be made of a list of the rural route patrons. In the spring the farmers are inter- ested in corrosive sublimate, form- aldehyde, paris green, arsenate o1 lead and bug killers in general. Most of the stores in the smaller towns and cities carry a line of paints and oils and, altogether, there is materia. for quite a sizeable little booklet on supplies used by the farmer. We make a practice of sending to every patron of every rural route, once or twice during the year, a little 8 page paper. We send out an issue shortly before the holidays, largely given up to Christmas goods, perfumes, kodaks, and generally a page or two devoted to the Larkin idea. Don’t you know that 75 per cent. at least of the farm- ers’ wives belong to Larkin clubs and really think they are getting goods cheaper than they can procure the same at home? The only reason the Larkin Co. has grown to such enorm ous proportions is the lack of com. petition from the local retail stores. We publish on one page of this paper a list of the goods in our line sent out by these people, with compara- tive columns of the prices charged by them and by ourselves. This, togeth- er with a little talk on the quality of the goods, is generally enough to show them that they are paying for their premiums and more, too, About the first of the year we mais to each of these persons a copy o: our Own town and country almanac. The main purpose, besides furnishing a good complete almanac, less the patent medicine advertising features and testimonials, is to put in their hands a piece of advertising matter that will work a whole year for us, The main advertising feature is the development of our mail order busi- ness. We show the advantage of or. dering by telephone or mail such goods as we can send out by the rural carrier. mailing and advertising scheme which we have developed and which will, no doubt, prove of interest especially to the retailers in the smaller cities an@ towns. This is a list of the parents in the city and surrounding country and, although it may seem somewhat extensive and cumbersome, it has proven in our experience to be the best advertising scheme we have ever worked out. I next came to the discussion of a We watch the newspapers closely for notices of births. Those not pub- lished we get from the health officer the first of each month, as it is very important not to miss a single one ot them. First, we send a little letter congratulating the parents upon their good fortune and expressing our best wishes to the mother and babe, in- forming them that we are sending a small present with our compliments, and the same day we deliver person- ally a neatly wrapped package con- taining a rattle and a package of baby talcum powder. A week or so later— before the mother has become abhle to care for the child herself—we send a book on the Care of Infants. The manufacturers of the different infant foods get out elaborate and expensive books on this subject, and I feel like expressing here a word of apprecia- tion for the willingness with which these firms co-operate with us in the entire plan. With this book is a per- sonal letter presenting the same with the compliments of the manufacturers and the store informing the mothe: that should She wish to try the food at any time we will gladly send her a sample package free. We next send a souvenir card and ask if the powder was not found to be a mighty good one, informing the mother of the price at which she can procure more of the same. Returns on this one card alone go a great ways towards paying the expense of the entire scheme. Then fotlow. at regular intervals, sample packages of our tasteless cas- tor oil and Hand’s colic cure, both of which bring in good business on these articles, Our next effort is in the form of a letter which goes out about three or four months after the birth. This letter is devoted to infant foods and reaches the home at a time when many mothers are beginning to think of artificial feeding. In this we offer to send samples of any infant food the mother wishes to try. A stampea card is enclosed, addressed ready for mailing, the mother simply signing her name and checking thereon the food she wishes to use. When one of these cards comes in we deliver at once two or three sampie pack- ages of the food—enough so that she can give it a good fair trial. We make it just as easy as possible for her to drop that card into the fetter box, for good business is to from it. come When baby’s teeth begin to appear, the parents receive a sample of Hand’s teething lotion, which is sure to bring in sales for many months. By this time baby has reached his first birthday and you may be sure that the parents are very agreeably surprised to receive on that morning a handsome birthday card, addressed, of course, to the child. We send a birthday card each year as long as we can keep track of the child. Of course, there are some families to whom sorrow is bound to come, for there are some babies who do not survive the troubles incident to chila- hood, and we are of necessity ex- tremely careful not to wound the af- flicted parents by sending more of the matter to them. The most important outcome of e whole plan is that customers are induced to enter the th store. They came to feel a great deal of conf- dence in us as pharmacists and real- ly seem glad to bring their wants to us. We notice as the years go by, that these new customers Stay with us and, compared with the business we develop by it, the expense of car- rying on the plan is hardly worth consideration. In different localities the scheme would need some modification which is easily accomplished. However, I hope that some points have been brought out that will prove of value to the members of this Association. As an advertising scheme of the very highest class it has certainly wrought wonders in our business and contrib- utes largely to our feeling that “Life is worth living in Coldwater.” —~++>___ Different Now. The captain was receiving the new middy. “Well, boy, the old story, I sup- pose—fool of the family sent to sea?” “Oh, no, sir,” piped the boy, “that’s all altered since your day.’ A Correct Diagnosis. Many a girl thinks she has broken her heart when she has only sprain- ed her imagination. Be ns na ar a a heer MICHIGAN TRADESMAN July 7, 1909 = Observations of a Gotham Egg Man. The excessive heat prevailing dur- ing the past ten days has had a con- siderable effect upon the temper of the egg market. It has increased the waste, caused an increase in the pro- portion of secondary qualities, and re- duced considerably the supply of high grade eggs, fit for the best class of trade. The production of eggs as a whole is still doubtless greater than the consumption, but the supply of really fine, strong bodied stock is get- ting down to a point where some dealers are inclined to draw upon the finer earlier packings held in stor- age. The market for fine fresh eggs has advanced somewhat owing to the shortened supply of such; prices are not yet high enough to af- ford a profitable outlet for the high- er priced early storages, but they af- ford a profit on some of the earliest storage eggs and a few of these—a very few—have been taken out. Up to this time, however, there have been more eggs going to storage than have been removed and there is little doubt that the total accumulations at the close of June will be found to be closer to last year’s figures than was the case at the close of May. Naturally the present decline in re- ceipts and the scarcity of high grade eggs is giving the market a stronger tone and an increased confidence in the outcome of the high cost stor- age packings previously accumulated, and yet the present situation can not be reasonably regarded as assuring a profitable outcome of the early stor- age as a whole. It is to be expected that during the normal summer short- age of high grade eggs values will be controlled by the high cost of the early storage packings which must be used to some extent to supply the de- ficiency The real test of the situa- tion will come later in the season when the rate of reduction in held stock will determine the attitude of holders. It is impossible at this writing to give any accurate line on the scale of trade output for June as compared with last year; this can only be es- timated when we get accurate re- ports of the amount of June receipts accumulated in storage. It may be confidently expected that our June wholesale market will prove to be considerably less than it was last year when it averaged about 86,000 cases a week. It is also probable that the count of stock here on June 30 will prove to be fully as great— and probably somewhat in excess of— the quantity held at the same date last year. Thus, while the summer present’ 1 conditions are likely to force prices to a parity with the early cost of storage stock there is no assurance that a similar parity can be sustained when we reach the fall season and when holders of storage stocks begin to feel the need of a relatively liberal outlet. A reliable statement from San Francisco reports egg holdings there at 48,274 cases, against 40,921 cases last year, but advises that Los An- geles is probably a little short. This does not look like as much Pacific Coast increase as earlier reports in- dicated. We hear continuous complaints of concealed damage by breakage in a good many lots of eggs arriving. Un- der the present rulings of the Trunk Line Association—which seems to be a combination of the railroad freight lines for the purpose of evading a full responsibility for damage to goods in transit—receivers can only obtain goods consigned to them by giving a receipt “in apparent good or- der,” or, if any damage is visible, by specifying the exact number of brok- en eggs, when giving a receipt on dock. Often the cases give no evi- dence of damage when receipted for on dock while when the goods are op- ened at store more or less serious breakage is disclosed. Under the pres- ent arbitrary rulings of the Trunk Line Association no claims for dam- age of this character are entertained and the loss falls upon the owner of the eggs. This is a most outrag- eous state of affairs and the “wheels of the gods” seem to grind very slowly in correction of the injustice. Counsel of N. Y. Mercantile Ex- change are working on the matter, to- gether with other phases of the freight claim controversy, but it seems to be a work of time.—N. Y. Produce Review. ——_.2.2s——— Fortunate. Cook—Taylor was always a fortu- nate man, but doesn’t it seem wonder- ful that his luck should stay with him to the very last? Raleigh—How was that? Cook—He was operated on for the removal of a pearl which he had ac- cidentally swallowed while eating oysters, and when the pearl was ex- amined it was found to be valuable enough to pay for both operation and the funeral. ——_> The Usual Amount. Tommy—I want some taffy. Clerk—How much shall I give him, sir? His Father (absently)—Enough to make him sick. Cc. D. CRITTENDEN CO. 41-43 S. Market St. Grand Rapids, Mich. Wholesalers of Butter, Eggs, Cheese and Specialties BUTTER AND EGGS are what we want and will pay top prices for. Drop us a card or call 2052, either phone, and find out. We want shipments of potatoes, onions, beans, pork and veal. T. H. CONDRA & CO. Mfrs. Process Butter 10 So. Ionia St. Grand Rapids, Mich. We Want Eggs We have a good outlet for all the eggs you can ship us. We pay the highest market price. Burns Creamery Co. Grand Rapids, Mich. | | Michigan Butter and Michigan Eggs Are recognized as the best products of the cow and hen that come from any section of the United States. We have always been the leading handlers of Michigan products in the Philadelphia market, and today are handling many of the leading creameries in Michigan. We have room for more, and can handle your goods to your entire satisfaction. Many of our regular creameries are trial shippers in the start. Get in the procession and ship your butter and eggs to Philadelphia's leading commission merchants. Yours for business, W.R. Brice & Company. P. S.—Ask Stowe of the Tradesman about us. Egg Cases and Egg Case Fillers Excelsior, Cement Coated Nails, Extra Flats and extra parts for Cases, always on hand. We would be pleased to receive your in- quiries and believe we can please you in prices as well as quality. Can make prompt shipments. L. J. SMITH & CO. EATON RAPIDS, MICH. SS Shipments Wanted of Butter, eggs, veal, poultry, berries. Orders Wanted for g F. E. STROUP, 7 North Ionia St., Grand Rapids, Mich. July 7, 1909 NEW YORK MARKET. Special Features of the Grocery and Produce Trade. Written for the Tradesman. New York, July 3—The Fourth he- gan yesterday in business circles, and from Friday night until Tuesday morning the exchanges are closed and everybody who can get away has gone. The piles of trunks at the stations are larger than ever this year and the exodus of many thousands of consumers has a direct effect on the trade of many retailers, and, in turn, is reflected in the diminished orders sent to jobbers. The week in coffee seems to have shown a little improvement over pre- vious ones, so far as spot stocks are concerned, and quotations are said to be well sustained. In store and afloat there are 3,262,804 bags, against 3,208,978 bags at the same time last year, At the close Rio No. 7 is quoted at 744@7%c in an invoice way. Mild coffees show a slight decline and the market is quiet. Good Cucu- ta, 104c. Refined sugar, under a decline, has put on a greater degree of activity and orders have come from all sec- tions. When the offices are opened on Tuesday there will likely be enough o1ders on hand to cause quite a little boom. Some refiners are oversold, Arbuckles especially, and others, like the Warner, say shipments are all made with promptness. The business in teas has been of fairly satisfactory volume and, while orders singly have been for moderate amounts, the aggregate has satisfactory. Quotations unchanged unless in a been are minor quite few cases. Rice has had a_ good run and probably the heated term has been of benefit in this line. Good enquiry has existed all the week and > rates are very firm for practically all sorts. Re- ceipts are light and stocks in strong control. Not item of interest can be found in the spice market, as most concerns are taking stock and neith- er buyer nor seller seems to be par- ticularly interested. Cloves are re- ported as very firm abroad and an ad- vance of quite a fraction may be ex- pected. are an Molasses is without change in any respect. There is simply a day-by- day trade and the weather has been conducive to activity. Quotations are unchanged. The same is true of syrups. The canned goods men are pretty much all away on vacations. Little business is being done, either spots or futures, and no change in present conditions is looked for in the near future. Maybe by the 15th there will be some animation, but at this writing everything is allowed to “run loose” and no changes are to be noted. Maryland No. 3s seem to sell with some freedom at: 65c; but hold- ers part with stock under protest at this figure. California fruits are firm and on some lines an advance be- fore long will cause no surprise. Old stocks will be prett well cleaned up not in MICHIGAN TRADESMAN within a month. Salmon is very firm and inclined to advance. Butter is doing rather better in the way of demand. There is a big and increasing call for stock from out-of- town resorts and arrivals are pretty well*taken up. Creamery specials, 26 @26%c; extras, 2514@25%c; firsts, 244%4@25c; imitation creamery firsts, 22c; Western factory firsts, 21c; sec- onds, 19'4@2oc. Cheese is without change. The de- mand is fair. Full cream New York State, 134%@14%c. Eggs are firm for desirable stock. A large part of arrivals is showing the effects of heat. Western extra firsts, 23@23'4c; firsts, 211%44@22M4c. leer Poultry Terms. A cockerel is a male bird less than a year old. A cock is a male bird over a year old. A pullet is a female bird less than a year old. A hen is a female bird over a year old. A yearling is generally one counted as having laid twelve months. A setting of eggs is thirteen, though many poultrymen have creased it to fifteen. A broiler is a bird weighing two pounds or less and from six to twelve weeks old, A spring chicken is a young bird weighing over two pounds. A capon is the male bird deprived of its generative organs for the pur- pose of improving the weight and delicacy of its carcass. A stewing chicken three pounds. A roaster weighs four or pounds. A poult is a turkey in its year. A poularde is a pullet deprived of the power of producing eggs, with the object of great size. A trio is a male and two females. A breeding-pen is generally made up of from six to fourteen females and a male. The male chick is called a cock, the male goose a gander, the male duck a drake and the male turkey a tom. al- ie weighs about more first Substitution. “Good morning, madam the cheery salesman. “Good morning!” echoed the quiet- looking matron, “have you some- thing very choice in Trish lace?” “Well—er—no; but here’s some- thing just as good at 75 cents a vara. “Just as good?” doubtingly. “Yes yes; in fact, confidentially, su- perior to the real article. How much do you wish, please?” “Just a yard,” sweetly. your money.” “But, madam!” in confusion “you’ve made a mistake—this isn’t money.” “No?” agreeably. “Why, no! It’s a matinee ticket.” “So it is!” sweetly. “But it repre- sents 75 cents, and while it isn’t ac- tual money, it’s just as good. Adios.” The clerk fainted. ? voiced “Here’s -_—-o2o—————_—_—— Of all the devil’s disguises the worst is that which lust steals from love. pa} GOOD ADS—MAKE GooD E will write an ad. for your business that will ‘stick out’ of your paper and make a “direct appeal’ to your prospective cus- tomer. Send $1.00 and data for trial ad. and watch the results. RUDOLPH KERN, Advertising 507 Chamber of Commerce Detroit, Mich. Grand Rapids Floral Co. Wholesale and Retail FLOWERS 149 Monroe Street, Grand Rapids, Mich. NNNARIGN YOR Ground Feeds None Better WYKES & Co. @RAND RAPIDS | EL gel Our Ww GWE LET UNNI COMMISSION EXCLUSIVEL The Best Market in the Country for BUTTER AND EGGS Is New York City Its quotations on these articles practically regulate the dairy business of the entire United States Ship to FITCH, CORNELL & CO., 10 Harrison St., New York City The Great Butter and Egg House of the East. Annual Sales $4,000,000. We refer to the Editor of the Michigan Tradesman or either of the five banks with whom we have accountsin New York. Our first car of Georgia Cantaloupes is in, also have more cars rolling. Californias. Price much lower and quality as good as The Vinkemulder Company 14-16 Ottawa Street Grand Rapids, Michigan From Celery Grounds to Retailer We ship direct from celery bed to dealer, thus assuring the consumer fine stock in fresh con- dition and giving the dealer an increased profit on his sales. Quotations furnished on request. Muskegon Celery Co. Muskegon, Mich. Growers and Shippers for Summer Planting: Millet, Fod- der Corn, Cow Peas, Dwarf Essex S E E DS Rape, Turnip and Rutabaga. ‘‘All orders filled promptly.” ALFRED J. BROWN SEED CO., GRAND RAPIDS, MICH. OTTAWA AND LOUIS STREETS W. C. Rea A. J. Witzig REA & WITZIG PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. We solicit consignments of Butter, Eggs, Cheese, Live and Dressed Poultry, Beans and Potatoes. Correct and prompt returns. REFERENCES Marine National Bank, Commercial Agents, Express Companies, Trade Papers and Hundreds of Shippers. Established 1873 Millet, Buckwheat All kinds Field Seeds. Orders filled promptly Wholesale Dealers and Shippers Beans, Seeds and Potatoes Office and Warehouse Second Ave. and Railroad Grand Rapids, Mich. Moseley Bros. Both Phones 1217 MICHIGAN TRADESMAN July 7, 1909 THE COMMERCIAL TRAVELER. He Has Revolutionized the World of Trade. He is everywhere—this nomadic missionary of commerce— everywhere, yet elusive. You see him in the store talking with the pro- prietor; he glances out at you from the front window as you pass by; you meet him at the station looking after his grips and sample cases; you watch him in the car seat, across the aisle from you, intently turning the pages of his order book. On every high- way of life he crosses your path—and still remains a bit inscrutable, wear- ing at least a suspicion of mystery, although in a very businesslike way. For all his unfailing presence as part of the public landscape, few of those who touch elbows with him know the manner of man he is, or read the riddle of his existence. modern Passing the grocery of our town, the other day, on my way to the post- office, I saw a typical traveling man leave his sample cases inside’ the store and pass on to the postoffice to mail the letter which he held in his hand. “Gee! but he sees a lot of the world,’ enviously remarked the deliv- ery boy to an older lad who was sweeping the sidewalk. “You bet,” came the quick an- swer, “an’ gets paid big for it, too! I heard th’ boss say that Burley gets five thousand dollars a year! That’s more’n th’ ol’ man himself makes in two years. Watch me; I’m goin’ t’ get on th’ road th’ first show I get.” At that moment two high school girls passed ,arm in arm, and I caught these stray words: “Perfectly splendid * * * going everywhere and always so. well dressed!” When I reached the _ postoffice, which the commercial traveler had just left, the local pastor was stand- in at the delivery window and grave- ly shaking his head as he remarked: “Ves; I fear they are a very world- ly class and know more about bil- liard and pool rooms than of home and church. Their influence can hard- ly be helpful to the young men with whom they come in contact in the stores.” “Drifters!” responded the postmas- ter. “Here to-day and there to-mor- row. Don’t belong any place in par- ticular. Not much notion of any ties or responsibilities, I guess!” Here, in this trail of village com- ment, were illustrated the conflicting impressions of the modern courier of commerce held by most of the small- er communities. Undoubtedly most of these impressions are survivals of the old days when the traveling man was commonly known as a “drum- mer;” they are portraits which the laggard but persistent hand of tra- dition has perpetuated, and they bear as little likeness to the typical travel- er of this day as the figures in the old daguerreotypes bear to the men and women who walk the streets of a modern city in the sunlight of 1909. A commercial traveler whose sal- ary is expressed in five figures and whose name is down on the “crack” list of men in his line of trade, draws this distinction between the men of the present and those of the past in his calling: “Always the task of the traveling man has been to give the trade what it wanted. The old-time merchant was never in a hurry; sociability was a large side of his business practice and he would not stand for hurried treatment from the drummer; he wanted to be jollied along. Conse- quently, the drummer gave him what he wanted—what the merchant gave his own customers because they de- manded it of him—agreeable socia- bility served with leisure. “To-day the life of the traveling salesman is a series of quick com- mercial contacts, a panorama of hus- tle, a touch-and-go proposition in which he must impress his personali- ty upon the trade with almost the quickness of an ‘instantaneous’ ex- posure’ of a kodak.” Here is a moving picture of a few days in the life of a commercial trav- eler; its details are real, and they are paralleled in the lives of tens of thousands of other hustlers of the road ,every week in the year: This salesman left Chicao for Wa- tertown, Wisconsin, on a Friday night and arrived there, bag and baggage, Saturday evening. Quick hustling gained a number of important ap- pointments for Sunday and Monday. The Suday appointment alone er- sulted in two good -orders in the late afternoon. This was followed by sev- eral more substantial sales on Mon- day. Quickly packing his samples, after selling to four out of six cus- tomers, the salesman left on the next train for Oconomowoc, arriving there at 3 p. m. He made several appoint- ments while his samples were being hauled from the station. Then rap- idly, but with careful regard for an attractive effect, his samples were put on display in the sample room of the hotel, and one bill of goods was sold. Judgment showed the _ sales- man that a longer stay would re- sult in little better than nothing, so the samples were again packed and sent to the station. This matter of sizing up a town and its merchants is one of the great problems of the traveling man. In one case, for ex- ample, a traveling man judged a town and did it wrongly. “No trade here,’ he said to himself. But by 2 o’clock the next morning another man whose judgment was better had sold a bill of goods amounting to $700. Immediately after supper the sales- man left for Milwaukee and spent the time en route in copying his orders. The train was late into the city, so he retired soon after arriving. At 6 a. m. Tuesday the samples were unpacked and breakast was eaten by 8 o’clock. With six tele- scopes full of specially selected sam- ples the salesman hired a livery rig and called upon fifteen merchants within two days. He left for Hurley Wednesday evening, arriving there at 8, and sat down to a late and cold supper. Be- fore retiring at 10, the salesman vis- ee No More Drudgery Hundreds of progressive merchants are yearly getting rid of their old hand coffee mills and purchasing ROYAL Electrics in their places. No more drudgery and wasting of The ROYAL does One cent’s worth of electricity will valuable time now. it all. cut 50 pounds of coffee on the ROYAL. Merchants find the guaran- teed ROYAL to be the best and hardest working sales- They find them the cheapest, too. man in their stores. Ask any dealer who owns a ROYAL. Send today for a copy of our latest catalog that tells a all about the ROYAL. | The Best Mill in the World At the Least Cost to You THE A. J. DEER COMPANY | 1046 West Street Hornell, N. Y. | | The Only Breakfast Cereal now recognized as a ‘Staple Breadstuff”’ Shredded Wheat For proof of this look at the steady, unwavering increase in sales from year to year, the record for May showing an increase of over 7,000 cases (nearly five million Biscuits) over the sales of May, 1908. Tell your customers who eat Shredded Wheat for breakfast how delicious it is for any meal when com- bined with berries or other fresh fruits. Heat the Biscuits in oven, cover over with berries and serve with milk or cream and sugar. The Shredded Wheat Company, Niagara Falls, N. Y. July 7, 1909 ited several of his customers, made appointments for the next day and copied his orders. The next day he started work at 6.30 a. m., selling several orders. Then he packed a special line of samples and at 4 p. m. drove to call on a country merchant fourteen miles away. Here a sale was made, and the long drive back to town was end- ed by a supper served at 10.30 p. m. The second half of this week was like the first, and the week was a typical one. At its end the traveling man’s sales aggregated more than $6,000. With this modern, rapid-fire sys- tem of handling goods it will be seen that the present-day commercial trav- eler has little or no chance for pleas- ure, and limited opportunity for writ- ing letters to the folks at home. Yet it is true that the salesman who is away on the road for months at a time does write frequently, some- times as often as a line or two a day, to his family. The home ties are strong in the travelirig man, and it is the habit of many to use the long-distance telephone when they are within a hundred miles or less of their homes. No more graphic view of the rou- tine of the modern commercial trav- eler’s life is obtainable from any source than that presented by the fol- lowing letter, sent out to its sales- men by one of the largest and most thoroughly organized shoe houses in America: Keep in a convenient place for ref- erence, MICHIGAN TRADESMAN 1. Read carefully all communica- tions from the house. 2. No collections to be made unless instructed to do so by the House. 3. Positively no drafts be drawn on the House. To secure funds re- turn expense sheet at the end of every week with address where check is to be sent. Make proper entries, footings and _ extensions. Always state amount of cash on hand and enter dates. 4. All orders are to be numbered conscutively, beginning each season with number one, orders for late shipments to be entered on _ sepa- rate sheets and to have different num- bers from those for immediate ship- ment. The total amount of each ship- ment is to be entered at the bottom of front sheet, omitting cents, and keeping rubber accounts separate from leather. Freight-paid rubber goods orders are to be entered on a separate sheet. We do not pay freight on tennis goods. Enter express or- ders on separate sheets. 5. Never write anything on sheet containing order except that which refers to filling that order; all direc- tions pertaining to the making of goods and filling of orders to be enter- ed on order sheet and not on letter. Invariably leave a duplicate of the or- der with the customer. 6. Print the name and address of firm and shipping directions. Sell regular sizes whenever possible. Give correct stock numbers and descrip- tions of items entered, using such ab- breviations as Ms., Lds., Yths., Ltl., Gts., Bals., Blu., Butt., Cong., Oxfds., Pat. Cf. 7. Be exceedingly careful to give correct and detailed address and ship- ping directions. If necessary use part of the body of order sheet for this purpose. Where customers are lo- cated in inland towns, on R. F. D. route, enter thus: H. H. Shoemaker, Store at Dean- wine, Fa, PF. ©, R. FD. No. 5, New Bethlehem, Pa. Ship by P. R. R. to Mahoning, Pa. Invariably give the location of cus- tomers store, R. F. D., P. O., and shipping point. 8. When using the firm’s letter- heads in your correspondence with us, enter the name of the town and state whence you are writing. Don’t write about more than one firm subject on any one sheet, and always give the location of the concern men- tioned. 9 All for the credit department are to be written on blanks for that purpose. 1o. Be sure to mail Route List for the following week every Wednesday. We must know where you are every day. Have your mail directed to the most accessible points Before starting on your sea- son’s trip, give us your home address, and advise us should you change it. Sign and date your lists of routes and enter abbreviated names of states in which towns are located. 11. Mail daily report cards every day or two and follow instructions the or communications along your route. on same explicitly, entering 18 amounts sold in their respective col- umns, omitting cents and prefixing L or R to same, according as they are leather or rubber. Use a separate card for and be sure to report for every day. Be sure to write legibly, or preferably print, the names of towns and states, and firms called upon. every town A strict compliance with these in- structions will prevent many mis- takes and save us a great deal of time. What is worth doing at all is worth doing well. Fven a casual glance at these in- structions is enough to impress the fact that the modern traveling sales- man must be a man of business ex- He is, in fact, a patt of a great system ,one wheel of a big ma- actness. chine, and must conform to the rou- of that or become a disturbing and rebellious element in the Occasionally a salesman with a little of the old-time tine system organization. drummer spirit in him does not fall of exact ac- for every detail of his commercial existence. He feels that so long as he “gets the business” account for it very much his own way. in with this system countability he is privileged to in Whenever traveling men meet the conversation sooner or later turns a discussion of their “territory.” The entire force of traveling men in any house are, in a sense, competitors to for certain “territory” prizes which they regard as especially rich and de- sirable, and when the holder of one of these good selling domains leaves it, make a most attractive display. How About Your Pickle Department? If your're not doing the Biggest Pickle Business in town it's because your're not selling “Williams” Sweet Pickles IN AIR-TIGHT GLASS TOP BOTTLES Our pickles are prepared from fresh, sound fruit, pure granulated sugar and the best spices we can buy. Weeven make the vinegar for them to be sure of purity. By such care we obtain the flavor, quality and delicious crispness. We pack them in the glass top bottles to prevent rust, leakage or spoilage. As a natural result of such care and quality they have a lively sale. “Williams” Sweet Pickles and all other “Williams” Products Conform to the National Pure Food Law The Williams Brothers Company Picklers and Preservers Detroit, Michigan | The bottles also 14 MICHIGAN TRADESMAN July 7, 1909 ee, there is keen anxiety as to the inher- itance of the kingdom. The present-day tendency is to di- vide the larger and richer territories. Often a traveling man who has just attended the annual “house roundup” is heard to say: “Oh, I drew a gar- den patch! They cut up the prize ter- ritory and parceled out the pieces.” Only a few years ago a good sales- man in Central Iowa retired. His territory was a large one and was looked upon with envious eyes by the othe salesmen for the house. In keeping with the latter-day tendency toward “intensive cultivation” it was divided, on the basis of population, between two new men from smaller houses. They were given a week's coaching with the samples and were furnished a list of the trade in their territories, together with the cipher code indicating the standing of the men they were to call upon. Then they went out to try their mettle. The first year these two men sold a little larger volume of goods than their predecessor, and the second year they delivered nearly the last year of his connection with the house. The results since have been steadily progressive to such a degree that the house has adopted the words “intensive cultivation” as a watchword. The sales manager of this institution declares: “The man who will smile when he’s handed a garden patch is the one who makes a hit with the house. Why? Because only the man who has the ability to make that patch produce intensively could smile under the circumstances. He’s a fighter and an optimist and will make two or- ders grow where only one grew be- fore.” There is an increasing tendency on the part of big wholesale and job- bing houses to introduce variations of the profit-sharing plan. Here is the system by which one of the larg- est shoe houses in America gives a special incentive to its traveling sales- men. The force is classified accord- ing to the volume of sales delivered, as follows: Salesmen shipping $50,000 to $75,- ooo, Class “C.” Salesmen shipping $75,000 to $100,- 000, Class “B.” Salesmen shipping $100,000 to $125,- ooo, Class “A.” Salesmen shipping $150,000, Class “Ar.” Salesmen shipping $150,000 to $200,- ooo, Class “AAt.” Salesmen shipping $200.000 to $300,- ooo, Class “AAtr.” Salesmen shipping above $300,000, “Diamond.” When a salesman lifts himself by increased sales from one class to an- other, he is awarded a bonus accord- ing to the following schedule: Class “C”—$7s0: Class “B”—$r1,500; Class “A’’—$2,000: Class. ‘“A1’”— $2,500; Class “AAr,” Classes “AArrI” and “Diamond”’—$s5,000 each. Under this stimulus one man made $5,000 in bonus money for two years in succession. In those same two years the house paid to four men, in $125,000 ~—s to $100,000 | worth more goods than he had in! the same state, $22,500 in obnus awards. The house claims it is the only one which made an advance in sales during the panic months begin- ning with October, 1907, and attrib- utes this progress under the financial depression almost wholly to its sys- tem of indirect profit-sharing. As indicating the possible earn- ings of a commercial traveler in a staple line, it may be said that the “Diamond” salesmen of this house each made, in 1907, a net earning of $15,000. There are probably more big earners among clothing salesmen than in any other line; here the man who does not end the year with a $5,000 clean-up is not accounted a success; there are scores of clothing salesmen who receive $10,000 net a year; a very respectable number are in the $15,000 class, and there is said to be at least one—and perhaps there are three or four—whose earning capacity is meas- ured by the formidable figure of $20,000. Other salesmen of staples whose earnings are of almost sensational di- mensions are the “star” men in the teas and fine silks. It is said that some ot these earn $25,000 and even $30,000 a year, but this is not given as au- thenic. In spite of these figures, it is true that the average earnings of the drummer of former days—especially when reduced to their relative pur- chasing power—were higher than the average earnings of the traveling salesmen now. This is because most of the old-time drummers made good salaries and were comparatively few in number, while there are legions of commercial travelers on the road to- day, and although many of them earn very large incomes, there are also thousands whose earnings are no bet- ter than those of skilled mechanics; thousands who do not make above $1,000. The representative of a small jobbing house, in a staple line, who makes $1,800 is regarded as doing well. There is a saying among traveling men that in the old days the drummer talked, but that now the goods and the prices do the talking. There is more than a grain of truth in this ob- servation. The course of the com- mercial current has shifted to the hard and cold rocks of a stern busi- ness basis. The merchant has learn- ed that he must handle goods which sell and which pay him a good mar- gin of profit—and he eliminates to a far greater degree than ever before the personality of the salesman. Th movements of men and trade are set to a livelier pace, and the spur of multiplied competition and closer margins is keenly felt. The merchant’s customers are busier and have less time and inclination for so- ciability and a sharper eye for bar- gains; they have learned that their time is more profitably spent in “shopping round” than in listening to the gossip of the storekeeper and his clerks or the stories of the visiting traveling man. The storekeeper has caught the spirit of the day; and so, where the old-time drummer knew that his customers would feel slighted if he did not entertain them with stories and other personal accom- plishments that he might be fortu- nate enough to possess, the modern commercial traveler is “up to the times” and realizes that the slighter the demand he makes upon the mer- chant’s time the brighter will be his welcome. “But,” declared the traveling sales- man who is a leader in his line, “the man who thinks that personality does not count to-day in the work of a commercial traveler makes a mis- take.” Now individual contact is shorter, but in those few minutes that are given him in which to win a custom- er, the traveling man must accom- plish all that the drummer did in a day’s And he has a sharp in- centive for making his quick engage- ment a decisive one, for comparative- ly few men on the road to-day own the trade of any customer in the ab- solute and proprietary sense in which the drummer of yesterday owned it. Trade is on the wing, and the quick and sure shot bags it. Of course he must have the right ammunition— right goods and prices—but his per- sonality is the weapon employed in sending the charges home to the mark. If this is of superior kind he will bring down the game all along the line. Sometimes the really commercial traveler is quick enough to turn ca- lamity into success. The hustler for a grocery house was scouring the prairies of Minnesota for orders when the grasshopper plague struck the State. He had been forehanded and had a little money in the bank. Be- sides he had a practical knowledge of the crop resources of the lands in his territory. When the settlers saw their crops stripped by the grasshoppers they were in a panic and cared for nothing so much as to get out of the country. One farmer offered his section at a dollar an acre. The sales- man knew it to be as productive land as the State of Minnesota contain- ed, and he obught it outright. Later he bought five more farms, some of them “on time, part down.” He has since sold some of those farms at $100 an acre, quitting the road with $200,000 worth of good property. Since then, by investments directly resulting from his road experience, he has increased his fortune to $500,- 000. There are other opportunities for the alert commercial traveler to make something “on the side” which are more intimately connected with his calling and which are, therefore, more apparent and easily recognized. One grocery salesman, traveling out of Chicago, has for years made a spe- cialty of picking up “the tight goods in the wrong place.” Towns have their own trade peculiarities, and goods which sell readily in one place may prove to be dead stock in a town twenty miles distant. Cigars afford a good example of this peculiarity. The merchant buys a certain brand of cigars because he likes it, perhaps, or because it con- tains superior stock for the Price and siege. he thinks he can make a “leader” of it. The stock is good, but it does not hit the taste of the town and it will not sell. The alert commercial] traveler who has an eye for bargains on the shelves of his customers buys the entire stock at a “knockdown price’—say, 25 per cent. of what the merchant paid. He then takes it ito another town, where the public taste is different, and sells it for a little under the regular price. Perhaps groceries and drugs offer the best opportunities to the shrewd traveling man for this traffic in “dead stocks,” but there is Scarcely a line of trade which is devoid of these chanc- es for the turning of an honest pen- ny. One salesman, traveling out of Chicago, received a regular salary of $1,800 a year, but made double that amount in the rehandling of misfit goods. He is now worth $65,000. Instead of buying from a merchant only his stock of a certain brand of cigars or canned goods, the trading commercial traveler often buys the entire store and puts it in charge of some energetic and capable clerk whose abilities have attracted his no tice. There are hundreds of instanc- es in which this has been done with great success, the “silent partner” stil] continuing to “follow the road” and pick up goods adapted to his own trade from the dead stock of the mer- chants whom he visits in the capaci- ty of commercial traveler. A man whose business brings him into inti- mate contact with several traveling men declares: “There is not a big wholesale house in any important city to-day that does not have among its road men some who have put away good solid com- petencies—comfortable little fortunes. I could go through the travelers’ list of one house after another and pick out man after man who has $50,000 to the good and who has accumu- lated that surplus on the road. Some have done this by steady and con- sistent saving, but most have made their pile by taking advantage of the thousand incidental opportunities with which their routine work has brought them in contact.” One feature of the traveling man’s work must not be overlooked: his in- fluence upon the merchant. It can not be denied that the traveling man is the tutor of the retailer; the giv- ing of suggestions which help the Storekeeper to move his goods be- comes second nature to the travel- ing salesman. A certain retail mer- chant of more than average intelli gence bought a hogshead of New Orleans sugar from a wide-awake commercial traveler. When that salesman called next time he saw a sign in the store of this merchant offering the sugar at a cut price and urging customers to buy it for melting into fine table syrup. Point- ing to the sign the traveling sales- man said: “Mr. Smith, will you let a travel- ing man give you a pointer on how you are cutting your own throat as a storekeeper? Sugar, at best, one of the least profitable things you han- dle—table syrup is one of the most is July 7, 1909 MICHIGAN TRADESMAN 15 THE DEPENDON TRADE MARK ON UNDERWEAR SIGNIFIES QUALITY LOOK FOR THE LABEL DEPENDON TRADE MARK DEFENDON UNDERWEAR IN YOUR UNDERWEAR DEPARTMENT means satisfied customers, increased sales, more profits. BECAUSE high quality and low price combine in every garment bearing this label. The excellence of DEPRENDON UNDERWEAR is due to these facts. Perfect Knitting All garments are made by experts on the best machines. Selected Yarns Only the very best long fibre yarns are used in the making. \ ( | ( Non-Irritating Seams 1 The seams are finished flat, leaving no chance of irritation to the tenderest skin. All garments in each size measure standard width and length, and standard length sleeves are in every size. Our connection with Mills where it is our plan to control the output, enables us to offer ‘ ] quality garments at the lowest possible price. Standard Sizes 1 Low Prices | There are other good makes of underwear, but DEPENDON is the best underwear for you. To prove our statement, send us a mail order for the numbers listed here: No. 7450—Ladies’ Full Combed Vests DEPENDON No. 8438--Men’s 14%-pound Fleeced DEPENDON PEND and Pants, Bleached and Peeler colors, Shirts and Drawers, colors Cadet, Silver, sizes 4-5-6, $4.25 dozen. Sizes 7-8-9, $4.50 Jaeger and Ecru, all sizes, $4.50 dozen, less dozen. 5% trade in case lots, Terms—WNet, 30 Days. No Discount. Terms—Net, 30 Days. No Discount, JOHN V. FARWELL COMPANY Sole Distributors DEPENDON Dry Goods CHICAGO, The Great Central Market a Se See NOPE SOT SOE ae ORR: VE 16 MICHIGAN TRADESMAN July 7, 1909 Ce profitable. Now, in order to move a lot of cheap sugar you are in- structing your customers in the art of making fine table syrup from cheap sugar on which your profit is only a fraction of a cent. In other words, you are killing one of your biggest profits in order to make one of your poorest. More than that, in so doing you are teaching your customers to do this permanently. Some of them, of course, are wise and thrifty enough to do it anyway; but many of them wouldn’t have thought of it unless you had put them up to it. You could better afford to dump that hogshead of New Orleans sugar into the street than to ruin your fancy Syrup trade for time to come.” The merchant saw the point, and took down the sugar sign. This educa- tional work is being done every day by the commercial traveler. Besides, the intelligent and success- ful traveling man furnishes to the merchant not only the goods but al- so the “talking points” and the en- thusiasm which will move the goods from his shelves into the hands of his customers. Tea is a good illustration in point. The manager of the tea department instructs the traveling man in the superior points of the par- ticular tea on which the house is mak- ing a strong run. If the work of the department manager has been well done, the salesman believes in the merits of that tea; and if he is a good salesman he passes on to the mer- chant the impression that here is a tea which he can recommend to his trade for specific qualities. Perhaps the merchant may have on his shelves a tea of the same price to which a tea expert would give a higher grad- ing; but the merchant catches the talking points of the new tea and the zeal of the salesman, and he feels a genuine interest in talking it to his trade Commercially, then, the new tea is better and of greater val- ue to the merchant than the old— for to its merits have been added the talking points and the enthusiasm gained from the salesman. When it comes to the merchant’s relations with the house from which he buys, the traveling man is his in- timate adviser and mediator. One of the ablest commercial travels in the country said to the writer: “A large per cent. of the successful retail mer- chants of the country have been made successful because of the sound and sensible coaching they have received at the hands of capable traveling men.” Of course there is generally one goal ahead of the traveling man: To become a member of the house or to organize a competitive house with picked associates. But he must be a man of high abilities to accom- plish this in these dasy when the wholesale and jobbing business re- quires heavy capital, even at the start. However, there are compara- tively few established jobbing or wholesale houses which can _ say: “Not a member of this firm came off the road.” More of them could de- clare: “A majority of our principals charge of its Texas territory who be- gan “drumming” that State when he was in his teens and carried a line of hats. Often he carried his sample trunks from town to town in an open wagon and sometimes was forc- ed to camp out by the roadside. He not only learned his line, but, what is more important, he learned men. This is why the dry goods house of- fered him a block of stock and a three-year contract at a_ total of $25,000 if he would “run the State of Texas” for them without leaving the house. He deals in human na- ture rather than in dry goods, and he gets results from the salesmen who go into the Lone Star State. Some days he remains at his home, if he specially desires, and does not come to the office unless summoned by tel- ephone; again, he is free to take a three months’ vacation each year it he likes. All this because he has the capacity to act as a salesman gener- al! His case is not exceptional; it is typical of the present and will be- come common in the near future. As a last paragraph in closing this study of the traveling man I can not do better than repeat the words of a grocery salesman who was talking in- formally of the toad: his associates on “They are better than their general reputation, and when a weak mem- ber of the calling takes a moral tum- ble a hundred steady and upright brothers of the road lament his fall and try to help him up. They’re not a bunch of heathen, either. Why, only last week six of the dozen trav- eling men who met-by chance at a hotel table drifted into a talk about ‘their’ churches, * * * ‘The good ones want to make every train that whistles and stick to the road as long as they can wiggle. I know a commer- cial traveler who became crippled aft- er he had saved a comfortable compe- tency. Did he quit? No; he asked for the privilege of covering his territory on half pay, and he is one of the happiest men I meet. Another vet- eran of the road whose trail I cross is about 70 years old and he is the principal owner of a prosperous bank. He could be its President and live in luxury without doing another day’s work—but you could not shake him from the road with dynamite: he is a real commercial traveler and will die on the train with a fat order book in his hand One of my road friends owns two big farms and was persuad- ed to give up his position. In six nonths he was back again and de- clared that he had succeeded in mak- ing himself and his family more mis- erable in that time than in all his life before. We like the game for its own sake; the most profitable goods are the hardest to sell and the best customers are the most difficult to land. That brings out the best salesmanship in any man and devel- ops the top-notchers in every line. I can not recall a single one of the boys who has been divorced from his were practical commercial travel- ers.” One great wholesale dry goods house of St. Louis has 2 man in} wife, and most of them are married. About the first thing the traveling man does when he puts his grip down in his room, out on the road, is to lset up his family altar in the shape | of the photographs of the wife and kids at home.’—Forest Crissey in Everybody’s Magazine. os Benefit by Observation. Some may say, “We want to be original and not imitators.” That is true; we do not wish you to become an imitator of your neighbor’s articles, or prices, especially when he is sell- ing below cost. But it would be to your benefit if you would learn from him, and imitate his business ways, if they are better than yours. Imitate 1 superiority, his your neighbor’s friendly manner, his politeness, his kindness, his strict attention to busi- ness and you will share with him in the profits. ——_»-<-__ One trouble with the habitually crooked man is that he never knows which way he is turning. H. LEONARD & SONS Wholesalers and Manufacturers’ Agents Crockery, Glassware, China Gasoline Stoves, Refrigerators Fancy Goods and Toys GRAND RAPIDS, MICHIGAN FLOWERS Dealers in surrounding towns will profit by dealing with Wealthy Avenue Floral Co. 891 Wealthy Ave. Grand Rapids, Mich. 139-141 Monroe St ee Os GRAND RAPIDS, MICH. Brilliant Gas Lamp Co. Manufacturers of the famous Brilliant Gas Lamps and Climax and other Gasoline Lighting Systems. Write for estimates or catalog M-T. 42 State St. Chicago, II. pay you to investigate. Ask your jobber. Oakland Vinegar & Pickle “State Seal” Brand Vinegar Just a word about its quality, it is par-excellence. For Pick- ling and Preserving it will do anything that Cider Vinegar will do, and its excellent fla- vor makes it superior for the Table. Mr. Grocer, it will Co., Saginaw, Mich. permanent. haps impure extracts. thirty-six years Jennings’ trade-holding quality. Goods of Proven Merit The satisfaction of your customers is the founda- tion of the best and surest profit in your business—it is You can’t afford the risk of selling untried and per- You would be risking your best profit—the confidence of your customers.. You take no risk with goods of proven merit—for Are you getting full benefit? Jennings Flavoring Extract Co. Grand Rapids, Michigan Established 1872 Extracts have proven their EXTRACTS July 7, 1909 ADVERTISING A GROCERY. The Right and Wrong Way To Do It. Written for the Tradesman. Judicious advertising by the retail grocer is one of the very best vestments he can make. There are no set rules that will ap- ply to every one. Each will have to determine this for himself, according to his surroundings. Your advertising should be two- fold in character: First, and most im- portant, is to establish the reputation of your store, and when you have done this you have reached one of the goals of success. There are very few people who like te trade at a grocery that has no es- tablished reputation for good, pure, wholesome foodstuffs. It may be true that bargain prices offered at times catch the trade will be appealing, but there is always a suspicion that all is not as repre- sented. You will find it much easier to keep old than to secure a new one, and you should always make it a rule of your see that every customer is satisfied. One dis- pleased customer can do more harm in- to an customer Store: to in a week than all the profit you can make out of him in a year. Confidence is one of the chief as- sets of every well established gro- cery. Destroy this by selling your customer something below your regular high-grade articles and your road to success will be rocky. You can not afford to make mis- leading statements in your advertise- ments or circulars, for you must come face to face with your customer. It is an excellent rule to make a confi- dant of your customer, and if you will do this you will find out a good many things of interest which will be of value to you in connection with your business. Now, as to how you advertise: The man who believes he can get business without expense or effort is sure to be disappointed, as well as he who sells his goods without profit in order to meet competition. Quality and not price is the best medium to use in getting trade. Those who buy groceries because they are cheap wake up to this fact soon enough, with no benefit to the grocer who sold them. 3e honest in all your statements. Tell your customer all about the goods you are advertising. Courteous treatment is another good way to advertise. See that everyone is kindly treated and don’t be afraid to use the little words “thank you’ with the man who spends his money with you. Make it a duty to give any infor- mation you can when called upon to do so regarding the goods you han- dle. None of us know it all and have to secure our information from oth- ers. Many a time “a word fitly spok- en” will prove to be “apples of gold in pictures of silver.” The three vital features in retailing groceries are first, your goods and your prices; second, your customer; third, yourself. To get results it is necessary that MICHIGAN TRADESMAN all three harmonize. Your customer you have to accept as you find him, but you can influence your goods and you certainly ought to be able to control yourself. You are in busi- ness to satisfy the public and your success depends upon your ability to do so. When you know you are right, that your store is of real value to the pub- lic (as it should be) you can get en- thusiastic over its many strong fea- tures and are on the way to become a good, strong advertiser. There is no secret about good, ef- fective newspaper advertising; it is the easiest possible process to. get business if you use the papers right and in the right way. The right way is to tell the public what you have to offer, and why they should buy of you. Convince them that you per- fectly understand your goods and that you can serve them the best and quote prices. Do this day in and day out and you can not keep goods on your shelves. Your advertisements should be real live store news, changed with every issue of the paper. Above all they should be seasonable and the descrip- tion appetizing—so appetizing, in fact, that it will leave the flavor of the article in the mouth of your reader. An advertisement allowed to run several issues is worse than no ad- vertisement, as it tells the public in plain words that you are not attend- ing to business, because you are pay- ing for space and not using it. All food advertising should be carefully and tastefully prepared. A grocery advertisement which connects a food product with sick- ness is not conducive to a good appe- tite, William H. Myers. —_»+.___ His Favorite. The man from Wayback was wan- dering aimlessly along a city street when sweet strains of music, un. familiar to him, caused him to gaze around wonderingly in search ot their source. “Where’s that there music a-comin’ from anyway?” he asked a policeman. “From that church across the way —finest chimes in the policeman. “Well, well! I heard churches wuz addin’ show features attractions, but I didn’t believe it till now!” said the ruralite: “ain’t any uv ’em equipped steam calliope yet, is they?” —_--__ One Objection Overcome. “Isn’t that perfectly awful!” ex- claimed Mrs. Meeker, with the eve- ning paper. “Some woman’s Meeker, slyly. “No—some man’s wit,” said the lady, cuttingly. “I’m referring to this proposed church in Atlantic City in which smoking is to be allowed.” “No harm in that,” said Meeker; “there won’t be any lace curtains on the windows to get smoked up, will there?” town, said the city as special with a hat?” said Mr. ree Some folks think they are resting in their faith because they always fall asleep in church. 17 eT ns WI gg hc ‘There’s a good profit for you in Karo— There’s satisfaction for every customer in Karo. It is good down to the final drop. Unequalled for table use and cooking —fine for griddle cakes— dandy for candy. f ORN a en aah aie AVENPORT, IOWA. gyi! i H} SYRUP OF PURITY WHOLESOMENESS on your shelves is as good as gold itself— doesn’t tie up your money any length of time, for the steady demand, induced by its quality and by our persistent, widespread advertising keeps it moving. Develop the Karo end of your business—it will pay you hand- somely. Your jobber will tell you all about it. CORN PRODUCTS REFINING CO. NEW YORK. Klingman’s Summer and Cottage Furniture: Exposition An Inviting 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. WILLS Making your will is often delayed. Our blank form sent on request and you can have it made at once. We also send our pamphlet defining the laws on the disposition of real and personal property. The Michigan Trust Co. Grand Rapids, Mich. Trustee Guardian Executor Agent 18 MICHIGAN TRADESMAN July 7, 1909 STRICTLY FRESH GOODS. The Delivery Boy Sympathizes With the Lady. Written for the Tradesman. Cholly, the delivery boy for Wal- ker’s provision store, had a longer run than usual that morning, and there were angry faces at the back doors before he got to the end of his route, It was 11 o’clock when he reached the last house, and the customer sat out on the front porch watching for him as he drove up. She was a keen- eyed woman with a_ sharp-pointed nose and a face done up in the high- est toilet-table art. She arose from a willow rocking-chair stuffed with pale pink cushions as Cholly drew up, and stood leaning against a round post at the front. “Say, boy,” she shouted, as Cholly dropped off the seat, “don’t you hitch that horse to any of those shade trees.” “And don’t you wind that leather strap around any of them, either. We had a sugar maple pulled up by the roots last year.” “No, m’m,” said Cholly, taking a well-filled bushel basket from the back of the wagon and starting for the house, lugging it along with both hands. “And don’t you walk on that lawn, either. You ought to come in by the alley gate.” “Yes, m’m,” replied Cholly, who had been ordered to be perfectly re- spectful to customers. A gang of men was digging a sewer trench in the alley, but he didn’t think it nec- essary to refer to the fact. “You bring that stuff up here,” add- ed the woman, motioning toward the steps leading up to the porch. “I want to see what it looks like.” “Yes, m’m,” replied Cholly, placing the basket on the lower step. He was half an hour late, and the boss would roast him, but there seemed to be no other way but to obey the wo- man, The woman came down from porch and bent over the basket. “The cook says,” she began, “that she can’t make anything fit to eat out of the trash you leave here.” “Yes, m’m,” faltered the boy. The woman poked at a box of ber- ries with a long finger. “IT guess you’ve made a mistake in the place,’ she said, in a moment. “This isn’t the place where garbage is incinerated.” The woman paused to note the ef- fect of the word on the delivery boy. ‘What's that?” “No. mm, teplied Cholly. “I meant no, m’m.” “The neighbors would complain to the Board of Health if I threw this stuff out into the alley,” continued the customer. “These radishes are like strings, and the berries look as if they had used up a _ thousand-mile mileage book in getting here. I do not believe I’ll take any of it.” “Mr. Walker got it in this morn- ing,” hesitated the boy. The fruit and vegetables were away above the average, and the woman wouldn't the Sa ae ee Ce re ec eneS have said a word against them to the merchant himself. She was one of those persons who swell up only when they think the auditor will stand for it. “Don’t you dare talk back to me!” said the woman, with a cold Stare. “This stuff might have been very good when you left the store, although that must have been so long ago that you can hardly trust your memory.” Cholly was the son of a wealthy man. He didn’t have to drive Walker’s wagon. He did it because it was | vacation time, and he didn’t want to loaf about with a cigarette in his mouth, or wander about some sum- mer resort with a funny little sum- mer girl on each arm, and, besides he wanted to be a_ wholesale grocer when he came to man’s size. And so he began at the bottom, on the delivery wagon of a retail grocer. He was angry enough now to bite nails and refused to hold in any longer. If he lost his job he could, perhaps, get another of the family provision man. “Shall I take them back?” he asked. “Why, I don’t see how I can use them—at least all of them,” was the reply. “You can see for yourself that they aren’t fresh.” “Best in the market,” quoth Cholly, “IT think you’re a saucy boy, talk- ing back to me like that.” “There may be fresher fruit and vegetables out in the country,” re- plied Cholly. “How would you like to have me tote a couple of market farms in here on a wheelbarrow and let you have your pick of them? Then you could have the vegetables right out of the ground, and the berries with dew on. We're in trade to please customers.” The woman glared at Cholly, and Cholly was the picture of a bashful youth. “You're positively impudent!” cried. “You might break half a dozen of those eggs,” continued the boy, “just to see if they’re the right complex- ion on the inside. I can take them back if they don’t match your china. Suppose I bring in a couple of loads of chickens to-morrow and have a few eggs laid on your diningroom rug? We'll do it if you say so.” The woman gasped and stared at Cholly as if she wanted to consume him with fire where he stood. “Oh,” she said, presently, “you might plant a few radishes in the soil at the store. It looks as if it might raise good crops. Do you get up early in the morning and fish your fruit out of the garbage cans along the alleys? Seems to me that they don’t throw-out as good fruit as they used to.” “Oh, no,” replied Cholly, “we have our own fruit farm, and it is disin- fected and sterilized, and vaccinated and the clouds above strained before they are permitted to rain on it. We bring a ten-acre field down to the store at a time and pull the vegetables out in. the dewy morning. When you get five cents for three bunches of radishes you’ve got to deliver pretty she 5c Car delights. Fare When in our town don’t forget to sample the RAMONA Besides—-NORTH PARK has an exquisitely cool Ballroom and JOHN BALL PARK was de- signed as a “‘rest cure.”’ THE BALANCE-SHEET The Balance Sheet and the Statement With both of these of Earnings are to the corporation what the Chart and Compass are to the mariner. Both of these financial statements are necessary to the Management for the intelli- gent direction of a business, Equally necessary are both of these statements to the investor and to the telephone-using public. statements, the public is in a position to know whether the Company is én a sound financial basis, and whether the rates charged for telephone service are reasonable. For these reasons we are making pub- lic each month these figures, in line with our policy of full pub- licity. Statements will be furnished upon application to the company’s sec- retary. So far as we are able to learn, no other telephone company in Mich- igan keeps the public so informed month by month, and, so far as we are able to learn, we are the only telephone company in Mich- igan which makes public at any time a complete Balance Sheet. Detroit, Mich. MICHIGAN STATE TELEPHONE CO. Executive Offices: July 7, 1909 MICHIGAN TRADESMAN 19 ——— good goods. If you’ve lost time sit- ting out here to bombard me with your Solomon, I’ll turn in this fruit and pay you the difference in cash. A lady that has to elaborate the scen- ery on her face as you do ought not tc lose any time.” “If you don’t leave the place in- stantly,” said the woman, “T’ll call the policeman.” “We usually have a policeman go with the delivery wagon,” replied the boy, “as that saves the customers trouble. Sometimes you can’t al- ways catch a policeman at this hour of the day. Did you notice this but- ter? We had this made out of blue milk, crossed with hog grease. We sell it only to the first families. That is to the first families we sue and put into jail when they don’t pay their bills. The boss said I’d better bring some out to you. Next fall we are going to put a green fringe on the rolls. Anything you want goes at (Our Store,” The woman sank back in her wil- low chair. Cholly picked up his bas- ket and started for the wagon. “Say,” called the woman, “if you carry all that stuff away how are we ever going to get dinner?” “D’ve been thinking of that,” re- plied Cholly.. “I'll stop down here at the corner and have the butcher send up a link of frankfurter sausage. That makes a pretty good substitute for everything. If you knead it up right you can make it into bread, and if you fry it for meat you can make yourself think you’re eating liver. Suppose you take these berries and make a shortcake a la pig’s feet? That is when they fry them with pork chops. I’ve heard such things were popular among the working classes. What did you say, lady? Oh, yes! If I bring out a berry patch to-mor- row and pick the ripened fruit right before your eyes, shall I bring a hill- side with wild roses in the fence cor- hers or a June meadow with butter- cups nodding in the clover? Any- thing goes when you do business with my boss.” “Why don’t you go, then?” asked the woman. “You talk as if you had just seeped out of a padded room. When you're back there do you ever use the North Pole for a walking stick? You take that basket of gar- bage around to the back door and I'll have the cook fumigate it.” “All right,” replied Cholly, “only be careful when you fumigate fhe eggs. If you go and give the little chicks which are in ’em any unneces- sary pain or alarm I’ll have the agent of the Humane Society here. I intended to take the chicks out and sell ’em by the pound, but I forgot it. Is that your dog back there? The one with the end of his ears chewed off! Nice dog he seems to be, per- fect gentleman, and all that. He is eating the steak the butcher just left, but I suppose you fed it to him.” The woman flounced out of her chair and headed for the back yard. “As a matter of fact,” said Cholly, “you are doing the work of two wo- men, so you ought not to be blamed for the loss of the meat. It takes a pretty lively lady to sit on the porch in a four-act make-up and al- so beat a bull dog with a club in the back yard. I’ll come a little earlier to-morrow, so you can tell me wheth- er you want the radishes boiled or stewed. We serve vegetables to or- der. Next week we're going to have broiled strawberries or bacon. Ta-ta!” Cholly dropped the basket on the back porch and shot for the street, just about an inch and a half ahead of a bull dog, which the lady had pried loose from a round of beef- steak. While she was thus directing the efforts of the dog toward the boy, the cat strolled up and took the meat, and the last thing the boy saw of the painted lady she was chasing the cat up a cherry tree with a broom in her hand. Then Cholly drove on to the store and told the boss there was a com- plaint out at the insane asylum, and that one of the patients was trying to set the dinner table in a cherry tree, Alfred B. Tozer. —_2-.___ Stub Ends of Thought. Failure lays the egg of success and effort hatches it. Too many of us try to do only that most easy to accomplish. Frequently doing the best we can means only the best we will. Much of our strength comes from a weakness we have outgrown. As we endeavor to influence or di- rect others, so we go up or down with them. Occupation lifts the curtain of de- spondency and lets in the sunshine of hope. Love breaks down the barriers of hate and stands firmly on the founda- tion of duty. Let us deal as gently with the son’s shortcomings as we did with his father’s weakness. True philosophy is well illustrated by the graceful acceptance of inevita- ble limitations. Ignorance is never quite absolute until we are unwilling to admit our lack of knowledge. Nobility of birth may prove an incentive for doing right, but it is not a preventative of doing wrong. The most effective prayer for the support of another’s belief is a prac- tical example of our own faith. The morbid confession of impulsive wrong creates more pain than a well- defined silence upon the subject. What many of us call contentment is often merely a condition of self- satisfaction largely flavored with con- ceit. Let us put all our strength under some failure and lift some obstacle out of the path of progress. Arthur G. Lewis. —_-+-<-.____ Touching. “I feel so sorry for you,” said the kind lady to the one-legged hobo; “I suppose you feel the loss of your limb very keenly?” “IT does, indeed, lady,” answered the hobo dolefully. “Seldom a year pass- es dat I don’t make a pilgrimage to its last restin’ place!” GOMmercial Credit Co. Lid GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY *| FIRE Credit Advices and Collections MICHIGAN OFFICES Murray Building, Grand Rapids Majestic Building, Detroit Mason Block, Muskegon | 9f@"4 Rapids, Mich. The Leading Agency yourself to employ us in any capacity. 304-305 Board of Trade Bldg. Both Telephones 2811. Free Traffic Information Kindly submit any question pertaining to any Freight Transportation subject in which you may be interested or a brief statement of the facts surrounding any Freight Claim, unpaid or declined, the present status of which is unsatisfactory to you and we will afford an immediate and practical illustration of the nature, value and scope of our traffic information and service. By complying with this request you incur no expense and you do not obligate We desire an opportunity to demonstrate our ability to handle traffic matters of every description and we hope same will be granted at once Yours very truly, EWING & ALEXANDER, Grand Rapids, Michigan. | bs itty 5 ee gee aed | 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 The Walter [1. Lowney Company BOSTON 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 Assets $7,000,000 Capital $800,000 NATIONAL BANK N21 CANAL STREET Banking By Mail Is a special feature of this bank. This practically means bringing all the advantages of a large bank right to your door. oe 2 MICHIGAN TRADESMAN July 7, 1909 THE FIRST STEP. An Important Period in Any Man’s Career. The success or failure of a man to a great extent depends upon the first step. Hence it is of the utmost importance to the youth about to en- gage in life’s struggle to consider earnestly before he makes his first move. The young man must read his own character and measure his own at- tainments by a correct standard in or- cer to find out what he is best suited for and what will suit him the best. Every one has talent in some di- rection, but it is imperative to seek the kind of profession or vocation which will draw out his talent to the best advantage and enable him to make the most of opportunity. Many fail because they try to climb teo high and reach too far that which is beyond their grasp. Horace ad- vises an author, in selecting a sub- ject for his muse, to be careful that it does not lie beyond his measure, that he does not attempt to bend the bow of Ulysses or carry on_ his shoulders a burden fit only for an Ajax. Some, like Atlas, imagine they are strong enough to hold up the world en their shoulders, but when they make the attempt they discover their weakness and are crushed down be- neath the burden never to rise again. Geniuses are few. England pro- duced only one Shakespeare, Scotland only one Burns, Germany only one Heine and America only one Poe. Don’t depreciate your own value, | would not give up drawing and be- don’t lose confidence in yourself. Have faith in your capacity and go ahead. Sir Walter Raleigh on one occa- Sion expressed himself thus: “Fain would I climb, but that I fear to. fall,” ; to which Elizabeth promptly re- itorted: “If thy heart fail thee do not climb Bt an which was good advice. The heart is the great prompter of human action, and it can almost al- ways be relied upon to prompt in the right direction. If you know you are fit for a cer- tain career, that your qualifications are suitable for it and your heart tells you that such a career is the right one for you to adopt, you may be sure you are on the high road to suc- cess. Many good mechanics have been spoiled by the efforts of ambitious parents to educate them into preach- ers, doctors and lawyers. The firma- ment of literature, science and art would be without some of its bright- est stars had the choice of careers been left to outsiders. Goldsmith’s father wanted Oliver tc be a preacher, but he followed his own bent and English letters gained one of its brightest ornaments. Watt’s people wanted him to learn the trade of a stone mason, but the boy watched the kettle simmering and invented the steam engine. Josh- ua Reynolds, although frowned upon, indifferent poetry, but came the greatest painter of his time. Hogarth’s father had so little conception of his son’s faculties that he placed him under a_ silversmith. The parents of Claude Lorraine would have made him a pastry cook. John Jacob Astor’s father would have his boy a butcher. All these left imperishable impres- sions in the arena of their respective endeavors because they chose the right fields in which nature had equipped them to labor. Beware of the mistake of con- founding your liking for certain work with your ability to perform it. Lik- ing is not talent. You may be forid of drawing, but that does not imply that you can become a Raphael or a Rubens. In the adoption of a profession or trade another important fact not to be overlooked is the end to which your selection will lead. Let high ideals be your guide, lofty motives your ambition. A man may profita- bly work for money, but money and social position are the lowest imagin- able ideals. fixed upon your purpose go fearlessly on- ward. Don’t mind sneers and taunts and calumnies. Weave your with the garlands of obstacles con- quered and difficulties overcome. Make up your mind to be a suc- cess at something, no matter what that something may be. Failure does not lie in the choice of a lowly call- ing. It is no disgrace to be a shoe- maker, but it is a shame to make bad shoes. When you have crown ee The infatuation which induces some parents to make their sons clerks instead of mechanics, thinking the former vocation more respectable, is provocative of much evil. He is a poor mechanic who can not. earn twice as much as a good clerk and the one calling is as decent as the other. Work of any kind is noble when performed in the right Franklin said: “He that trade, hath an estate.” Spirit. hath a The sorriest of men is he who has nothing better to fall back upon than the wealth or influence of his family connections. preferable to a genteel idler and does the world benefit, while the oth- er only impoverishes it by his ex- istence. An honest plowman is Success in any pursuit depends up- on the spirit in which it is embrac- ed. Without Mozart’s passionate love of music he never could have pro- duced “Don Giovanni.” Handel wrote “The Messiah” not because he wish- ed to become a great musician but because he gave himself up heart and soul to the study of the art he loved, hence the great masterpiece. It does not matter whether you are a plowman or a statesman. The one is as necessary to the world as the And the former when entered uon with the right spirit and pursued with honest intent can be made a shining success, while the latter may degenerate into a dismal failure if it has not character, integrity and de- termination to succeed at the back of at Madison C. Peters. other. $$ —____, Marketed on the Square Deal Policy Kelloge’s Toasted Corn Flakes No Direct Sales to Retailers The average grocer buys on just as favorable terms as De How about other brands of Corn Flakes? Houses, etc. No Quantity Prices You don’t have to buy five or ten cases of Kellogg’s to get the bottom price. retailers can buy in small quantities as needed, and move the goods fre Corn Flakes? No Free Deals A free deal on a perishable article, such as a package of cereal results in stale goods going to the consumers to the injury of b Corn: Flakes? No Premiums to deceive the public. Corn Flakes? Sold On Its Merits to a discriminating public, who buy Kellogg’s because it’s the best of all it’s the ‘‘Call-Again-Food.” How about other brands of Corn Flakes? Isn’t It Good Business to stick to the Cereal that gives you a good profit and a square deal and satisfies your customers? Kellogg Toasted Corn Flake Co. Battle Creek, Mich. No crockery in the packages, just a good ten cents’ worth for ten cents. partment Stores, Chan Stores, Buying Exchanges, Mail-order The single case price is the bottom price, and sh to the consumer. How about other brands of , is intended only to overload the retail merchant and generally oth merchant and manufacturer. How about other brands of How about other brands of the Breakfast Fuods— July 7, 1909 AN APT STUDENT. His Aptitude Proved Costly To His House. Miller & Heinze sell meats and provisions. They take Government contracts and all that sort of thing. They’re about the biggest people in their line in the country, and that is what makes this little incident really worth the telling. For the name of Miller & Heinze—which is far from the real one as we can think of just now—stands for all that is lofty and honorable in business, and fond mothers say to their mischiev- ous sons, “Be good and some day you may be a great man like Mr. Mil- ler or Mr. Heinze.” All of which in- dicates the value of a reputation. as Two clerks who work in the beef cost department of the big firm know that there is another story to tell. They know that Miller is a great man, that Heinze supports two churches, and that generally their two employers are to be looked up to irreproachable pillars of the community. But they know also that the beef cost department keeps two distinct and separate sets of books. and that the public, the dear, kind public, knows only about one, the set that shows the highest figures and makes people wonder how the firm can sell its product as reasonable as it does. The set of books, the that what it Miller & Heinze to get their goods on the market, is essentially a pri- vate matter. Heinze & Miller don’t say: “The public be ——!” They say: “What they don’t know won’t hurt ns as other one actually shows costs MICHIGAN TRADESMAN So the secret ledgers are in care of the two old clerks who every so often, or whenever the Govern- ment feels inquisitive, go into court and swear that the figures appearing a the firm’s reports are, to the best of their knowledge, accurate and that they represent so far as they may know the actual cost of the product under discussion. ! 1 } The fig- ures are accurate enough, considered merely as figures, but they do not by several cents per hundred pounds represent the true costs in the case. But it is necessary for the profits of Miller & Heinz that somebody go un- der oath and testify to this effect, and who so fitted for the task as these clerks, the men who handle the books day after day and year after year? They get about $25 a month more than they would otherwise, these two; and Miller & Heinze wax rich and fat on dividends and keep their high reputation at the same time. And, you will observe, neither Miller nor Heinze personally perjures himself at all One of the old clerks was named Davis. He was pretty young to hold such a responsible position, be- ing only 20, but he had been with the house ever since he was 15 years old, and he had proved by many actions and words that he placed its good will toward him high above the value of his own soul. He could be trust- He knew all about the scheme by which the house deceived the pub- lic, the Government and grand juries, and he did all he could to make the scheme effective. He knew what he doing every time he swore to the accuracy of the public Of course this is perjury. ed. more Was epi Pa the set of books, but he never weakened. He seemed enthusiastic over it. added artistic details to his testimony and generally showed that he the man for the place. was Of course none of this escaped the heads of the firm, who, following their usual custom of rewarding faith- ful service on the part of employes, advanced Davis in salary and assured him that secure. They always took care of their good men, did Miller & Heinze, and Davis got $200 a month for filling a $150 place. It was about a year after he had entered into this trust that the firm began to lose ground. Although its goods were sold at a figure that often made the dear pub- lic wonder how they made a living, it so happened that their chief com- petitor began to undersell them. They didn’t- cut much, but just enough to get below the prices of Miller & Heinze. It seemed that they, the competitors, knew just how cheap the old firm could sell. Then they went a little below that figure. And after a while, after much expensive detective work, it was discovered that the competitor in some his position was position of mysterious manner was obtaining each and every. day the true beef cost figures, the ones from the secret set of books. And after that it much of a task to pin the leak on Davis. wasn't “Sure, I did it,” said he when they accused him. “I sold them the real cost figures. What are you going to do about it?” “Is this,” roared Miller, “the way you serve us after we have trusted you so implicitly? Have you no sense of hhonor?” He 21 Davis nodded grimly. “I had once,” said he. “When I came to work for lyou as a messenger, and for years lafter, or until I got near enough to ithe heart of the works to see how |things really were run, I had a sense lof honor. I was as honest as they |make them, believed that honesty was ithe best policy, and all that. Then | you gave me my fancy job, boosted me $50 a month for lying for you. Then I got next to myself. “I saw that the honesty system was all bunk. years and never got over $100 per if I'd Sut [ did something crooked, up I went. Well, after that I that I could make money by being crooked against I might have worked forty stayed honest. as soon as saw you as well as for you. They gave me $300 a month for those figures. It all with me—the kind of business that you taught me.” “We once,” Davis door was business accept your resignation said Miller stiffly. went out, laughing. At the turned. “Say,” he said, as ‘f stricken with an inspiration, “what did I cost you, anyhow? Something it? Well, say, been the best policy for you, after all, wouldn’t it? will at he over $100,000, wasn’t henesty would have And who knows how much more I'll cost you in the future; me with my knowledge of the crookedness in your office? No, sir, I don’t believe it pays a firm to make crooks out of its em- ” ployes, not even for its own needs. Then he went out. the man is something awful,’ quoth Mr. Miller. ‘We'll have to be more care- ful whom we break into the job after this.” Martin “The dishonesty of average Arends. E E I ey I \ E ee 4 a S x jm >) ae) | C2 > A TRADESMAN July 7, 1909 NG 7 A ri] i" i +] ae 3$) )) Nyy nes SY \ \ I f\ AY oR RN \\ Va) \\ a f\ pds bors DIILY, a W qc PPL)! By) Fa W u a AD Workable Ideas on Price Tickets and Window Cards. Written for the Tradesman. I am inclined to think the average shoe merchant is too dependent upon the printer and the professional win- dow card and price ticket artist. Is it that the average shoe merchant is too timid, too modest, too dignified to exhibit any of his own handi- work in this line? In some cases possibly; although on general princi- ples we do not think of a shoe dealer as one impressively smitten with modesty and unassertiveness. More likely the reason our average shoe merchant does not do anything in this field is just because he takes it for granted that the can not do any- thing worth while. In many cases, perhaps, the assumption is well found- ed. He has not any taste or talent for that sort of thing. Again, his time may be too valuable. In the case of the larger shoe merchant with a dozen or three dozen people work- ing in the various departments of his store, this little talk on price ticket and window card production does not apply. He can pass it up; or, per- haps better, just blue-pencil and hand it to the advertising manager or the window trimmer. Redeeming the Time. The smaller shoe merchants and their clerks have a good many spare moments in the course of the week’s grind. A good many of them doubt- less are squandered in one way and another. During some of these un- occupied minutes and hours one can work out for himself a good many practical ideas on lettering; and, if he has a little aptitude to start with can often become quite expert in the preparation of things of this sort. If the proprietor doesn’t care to travel the royal road of ink-stains and paint spots—the only royal road that leads to proficiency—he can sug- gest this ambition to one of his clerks. Many a bright young clerk has gotten himself more firmly en- trenched in the good graces of the boss by putting in some idle hours at the store (supplemented in some cas- lies by long hours of faithful practice at home) training his fingers to round out R’s and S’s and $-marks that look about right to the critical eye. Getting the Materials for Prac- tice. You can begin to master the art of lettering with a very few mate- rials. All you really need for the first lesson is a piece of blank paper or white cardboard, a ruler, a lead pencil and a few correctly-made let- */ters or figures to serve as models. One of the first things to do is to get the idea of the letter—to know how it ought to look when it is cor- rectly done. The advertising man will doubtless have a book which gives quite a list of specimens of display type, such as Cheltenham, Pabst, Jensen, Schoeffer, Arlington, Quentell, Florentine, Devinne, Post Old Style, Gothic, and the like. (I have mentioned only a few of the more prominent general favorites.) If he does not happen to have a book in which these specimens are named and printed in the various sizes, such as 10 Point, 12 Point, 18 Point, 24 Point, etc. you can find plenty of models in your newspaper or trade journal, Now, with your lead pencil and ruler practice some of the easy ones, like A, H, L. M. N. You will have so little difficulty with these you will be encouraged to think it’s all easy— a fancy that will perhaps disappear when you get to work on the S’s and A’s and M’s and ‘&’s. These letters and symbols with their curves and double curves—which must be done with a free hand movement—will re- quire to be practiced for a long time. In this pencil drawing all you need to be concerned about is the outlines of the letters. When you take up your shading pen on your brush and lamp black or wash varnish you can fill in and complete the letters. Shading Pens and Inks. The next thing, after you have got- ten so you can do some of the more simple letters and figures, will be to provide yourself with some shading pens—and you can get along very well with about three of them, rang- ing from about one-eighth to one- quarter of an inch in width—and some shading ink. Good shading ink can be had from any first-class stationer. It comes in various colors and dries with a glossy finish, giving the ap- pearance of varnish. It generally costs about 25 cents a bottle. A bot- tle of it will last a long time. You can do better work and get better re- sults from the dark greens, crimsons, pinks and blacks. You can get along with about two colors. Writing with a shading pen is quite an art. The only way to acquire the knack is just to keep at it. My greatest difficulty in learning to write with a shading pen was to keep my letters on a line. The tendency is to run them up or down, giving the line either an ambitious tilt or a depress- ing falling-away at the end. The only way to correct this is to have three well-defined and perfectiy par- allel lines. The capital letters will extend from the upper line to the lower, while you will exercise all dil- We have some closing numbers in OXFORDS At Special Prices If you expect to put on a SUMMER SALE you can use some of these numbers to advantage, as they are good values at exceedingly low prices. BETTER WRITE US HIRTH-KRAUSE CO. Grand Rapids, Michigan Shoe Manufacturers ~ -~ July 7, 1909 igence in keeping the lower case let- ters between the second and the low- er line. When your work is finished and the lines erased, your work will not offend the eye of the critical—at all events in respect of this one fea- tafe. The beauty about working with a shading pen and good shading ink is that you get results rapidly and there- fore are encouraged. A shading pen expert does ‘his work rapidly. With one downward stroke of the pen he makes one part of a letter complete; he never takes two strokes to it. That mars the work in that it gives you an unequal distribution of ink. In some parts your letter has two coats of ink, in others one coat. If you are making, say, the letter H you will come down with one stroke, making the first upright, with another stroke making the second upright, then with a third your cross-piece. In making such letters as S the pen is not re- moved from the paper until the letter The curved lines on the is complete. letter R are made with a_ single stroke. With a good shading pen and the right kind of ink you can make price tickets with more individuality than those you buy. And you can pre- pare placards or window cards, ex- ploiting certain lines of shoes, or set- ting forth in some facetious way the merits of your displayed footgear. Water Colors, Paints, Brushes. If you want to do something a lit- tle more elaborate in the price ticket or window card line you may work with water colors. This sort of work is more complicated. Perhaps your artist friend (if you happen to have one handy) will open his heart and tell you how to select your pig- ment and mix it to the proper con- stituency, where to buy it and give you many practical tips on the use and limitations of water colors. I have a friend who is quite ex- pert in getting out window cards, placards and interior signs in water colors. He tells me that the secret of his success lies largely in the se- lection of good pigment, and in thor- oughly pulverizing it so as to get a good, easy-flowing mixture. He al- sc advocates the use of the very best brushes. If you do lettering also in oil paints you will have two sets of brushes, as you can not use the same brush with water colors or wash varnishes and with oil paints. When your brush once gets a dose of tur- pentine and oil you can not use it with water colors or wash varnishes. With a small quantity of lamp black or drop black paint and two or three sable hair brushes you can begin to fill up the outline of some of those letters you blocked with pencil. Learn a lesson from the profession- al sign painter. And, by the way, you ought to cultivate the acquaint- ance of that gentleman. He, too, can give you some pointers. You will notice he has his card- board, starched muslin, or wooden sign, in an upright position. He does- n’t bend over his work; he stands up to it. You will also notice that he uses this left hand as a rest for his right when he is at wrok. Some- MICHIGAN TRADESMAN times he will use a ruler, especially if the letter is large. He begins in the center of the side of the letter, and near the top, and then he gradually fills out until the outline of the curve or the straight line is symmetrical and clear-cut. He works rapidly. You will have to take it more leisurely until you acquire proficiency in lettering with a brush. You will also find it fascinating. Use the best of paints and the fin- est brushes. There is nothing bet- ter than the better grade sable hair brushes. They will cost from 20 to 35 cents each, and you will need at least three for your oil paints, and if you use wash varnish or water col- ors, three for this purpose. In making the dim outline of the letters vou are going to paint you can save time and do a neater job by outlining them with a little charcoal stick which the paint supplies man keeps in stock. After the job is fin- ished and your paint dry you can brush off the outline with a feather duster, thus avoiding the smear in- cident to the use of an eraser vainly striving to eliminate the mark of a lead pencil. Hand-Made Price Tickets and Cards. The chief advantage of hand-made price tickets, window cards, placards, and the like, lies in the fact that they have an individuality that can not be had where you purchase them in job lots. There is a sameness in shoe store window cards or placards. They look as if they had been done by the same man—and maybe they have. You can introduce the individuality- feature into your shoe store window by getting out your own tickets and cards. For another thing, you do not have to keep the same old cards or tick- ets until they become fly-bespeckled and yellow with age. From your im- provised paint shop in the rear of the stock room you can turn out new price tickets, new window cards, new placards and new posters for inside use whenever the need arises or the inclination strikes you. When you want a placard to put on the bargain counter in which you have placed a miscellaneous assort- ment of women’s footgear to sell at $1.23 per pair you don’t have to call your sign painter or the professional window card writer, you can take a piece of white cardboard the proper size and meander confidently to your studio in the rear; and, presto! you have a sign all your own—one quite as effective (perhaps more so) than your professional could have supplied for a consideration. Some of Tom Murrays best adver- tising stunts were done with a- piece of white paper and a crayon—plus, to be sure, some fruitful advertising ideas. In getting out your shoe store price tickets, placards, window cards, and the like, you will have to incor- porate bright ideas with your ink, or water color, or paint, in order to make it effective. Some men who have achieved suc- cess in getting out bright and fetch- ing things in this line to boost with- al their shoe retailing game have kept a little book on advertising ideas in which they jot down from time to time catchy words, phrases and tell- ing ways of exploiting their shoes. Thus they never lack for an idea. I commend this scheme to the shoe merchant who can spare the time or to some ambitious clerk who ought to take the time. Get out of the old, stereotyped lines. Don’t depend on the profes- sional card writer and sign painter. Develop your own latent talents. Be in a position to use local coloring matter in your appeals of this na- ture. Prepare to be seasonable and dcwn-to-the-tick-of-the-clock. A boy recently threw a base ball bat through a large plate glass in a shoe store window. It was an unfor- tunate accident that scared the boy to a frazzle. A few minutes later the shoe merchant emerged from _ his studio with a big piece of white cardboard 28 inches long and 18 inch- es broad, on which he said: No; we haven’t been burglar- ized, although you might think it from this Tempting and Alluring line of Footgear. A small boy broke this with a base ball bat. But he didn’t injure a shoe in the store. Let us show you our line of Ankle Strap Pumps for modish- ly dressed women. It will pay the shoe merchant to prepare himself for local and timely incidents in featuring his wares. He 23 can do this if he or his clerk knows how to cardboard. that reads those things. work with brush, ink ne a A Phrenologist. and Cid McKay. “Pa, what do they call a person heads?” “A phrenologist, my boy.” “Gee! Then ma must be one of She felt of my head this afternoon and said right away, ‘You’ve been swimming. > 9? CHILD, HULSWIT & CO. INCORPORATED. BANKERS GAS SECURITIES DEALERS IN STOCKS AND BONDS SPEC:“* DEPARTMENT DEALING IN BANK AND INDUSTRIAL STOCKS AND BONDS OF WESTERN MICHIGAN. ORDERS EXECUTED FOR LISTED SECURITIES. CITIZENS 1999 BELL 424 823 AICHIGAN TRUST BUILDING, GRAND RAPIDS 6 MAYER Special Merit School Shoes Are Winners c | Are universal favorites. appearance, Greyhound Tennis Shoes They are not only stylish in but have the fit and wearing qualities necessary for the best service. GREYHOUND OXFORD | In White, Brown or Black shoe. We also have Greyhound Tennis Shoes in Blucher Oxford and Balmoral Shape in white, brown or black. These shoes have been on the market for several years and the demand for them is so great that a separate factory has had to be constructed for their manufacture. No shoe stock is complete without a full line of this It is the best seller on the market and is a BUSINESS BRINGER and TRADE PULLER. Grand Rapids Shoe and Rubber Co., Inc. Grand Rapids, Mich. State Agents for HOOD RUBBER COMPANY, Boston | Board of Directors and Officers T I i - Advisory Board M. D. KOPPLE, President FE : A U O Pp S M PA N VY JAMES RASCOVAR Counsellor at Law President A. Frank & Company N. LONDON, First Vice Pres. President New York News Bureau Metal Merchant (N. Y. STATE CORPO RATION ) Director of United Press Associations H. V. ST. GEORGE, s CHARLES B. STRECKER » Second Vice Pres. President Commercial Financial Press Printer and Publisher e e Association A. C. FERGUSON, P d [ Cc t ] St k $3 000 000 President Commercial Financial Treasurer al n a I a oc 9 9 Printing Company C. H. TORREY, Secretary Publishers Boston Financial News R. A. FREEMAN, Superintendent Factory, College Point, LL. I. A. E. SMYLIE Formerly with G. L. KESSLER “eee New York Office—Suite 301-305, 299 Broadway L. F. TELLESNE : : Diamond Dealer A. L. PAYNTER, Director Boston Office—Suite 207, 176 Federal Street J. H. FREEMAN, Patent Attorney Manufacturers of “THE AUTOPRESS” ae. ooo = ‘ wens SS VES : Oosct = ain TN UM yA Py ua\ule Muy : 3 Alot) Mego 6 0 QUINN hac?” . THE AUTOPRESS . ee ae Lig qn a mies “say MO XC a Z wh © (( (|e. Clee j MEV EE EN f “ UW HT ca, Wee ae _& oT THE NEW WAY . : ean bes He Hand Feeding The Greatest of Money Making Machines 2 An Automatic Printing Press that Does the Work of Five Presses and Five or Six Men OFFERS FOR PUBLIC SUBSCRIPTION The Autopress 77, Preferred Shares (equals 10% on $7), full paid and non-assessable. A safe and sane investment whose dividends may equal those of the Air Brake, Telephone or Linotype—which paid $127,000 in seven years on every $100 invested JOHN E. STEWART, GOOD PRINTING 213 WORTHINGTON ST. FRANK LIER, PRINTER AND PUBLISHER 410 EAST 71ST ST. The Autopress Co., New York. Springtield, Mass , March 16, 1909. ee Gentlemen: It seems to me that the Autopress marks a new era in the printing business. Per Share The Autopress Co., New York, May 19, 1909. We all have to kéep our eyes open that we may observe the various evolutions of our trade, 299 Broadway, New York City. Rte see ai tee up touain Gurer anehid cere or le eee ee Par Value $10.00 Gentlemen: After careful examination and thorough investigation I have decided to va rf ls mes y He : e eee invest considerable money in the manufacture of the Autopress uring the years 0 While we expected to use it only for long runs, we think it well adapted for shorter ones. @ Soon $8 and Higher experience in the printing business I have learned of nothing in the line of presses possessing Our record yesterday was 24,500 impressions in 834 hours, and this was with a thin and flimsy g greater merit or earning possibilit es. Respectfully, FRANK LIER. paper. Very truly yours, JOHN E. STEWART. The price will be advanced to $8 per share. It may go above par. (You may remember that Bell Telephone and Linotype stocks were sold in a similar way.) The Autopress Company is only about two years in existence, but within the short time an addition to its factory was built last year, doubling the capacity, and the demand for Autopresses today is twenty times the factory’s present capacity. A new addition to the present plant (size. about 200x100) is to be erected within the next two or three months. The cost of this building will be about $190. 000 a = . Only $660,000 of stock is left in the treasury out of the €$2.000.000 capital stock. The The saven ner cent nrefearred charac nffered are a lien unnon all the acsetse. It is almost NVWSOUCVUL NVOIHOIN 606T ‘2 Atng in a similar way.) The Autopress Company is only about two years in existence, but within the short time an addition to its factory was FC OE ee MS REE Pee ee oe EERE EON NT PTR I TENCE i SEES ES EID SA SME ok eT ar eee gE eter aes PaaS “a DRE Re ee te Tee Te ete ee built last year, doubling the capacity, and the demand for Autopresses today is twenty times the factory’s present capacity. A new addition to the present plant (size about 200x100) is to be erected within the next two or three months. The cost of this building will be about $100.00 Only $660,000 of stock is left in the treasury out of the $3,000,000 capital stock. The increased plant will necessitate additional working capital and hence the reason for the sale of the balance of treasury stock. The organization of the European Autopress Company is under way in Germany. It is _in charge of Mr. Ernst Eppner, of Munchen, and Adolph Bernstein, of Hamburg, Germany. We have an offer now which may be closed at any moment that would make it beneficial to the interest of the stockhelders. We are holding at $1,000,000 our German patent rights. The autopress makes it possible fur the printer to do the work better, cheaper and quicker. The benefits are equally divided between the customer and the printer, so, while the customer will be getting printing for less money than heretofore, the printer will be making more money than before. Comparative Earnings of the Autopress The average printing office now employing 20 presses and 30 men, with an annual pay roll of $18,000 and a rental of $2,500, can produce the same output with four or five Auto- presses and five or six men. In other words, the salaries of twenty-five men and the space occupied by fifteen presses can be absolutely saved, the net saving in dollars being $15,000 in salaries and $1,500 to $2,000 rent. : en The seven per cent. preferred shares offered are a lien upon all the assets. It is almost like a mortgage. The $2,400,000 of Autopress stock at present is held by over 200 stockholders, com- posed of bankers, lawyers, physicians, public officers, clergymen, engineers, officers of some of the largest corporations in the United States and men almost in every line of business or profession. It is strictly a ‘‘people’s corporation,’’ no one man owning a majority of the entire stock. By virtue of letters patent the Autopress Company absolutely controls the manufacture and output of the Autopresses all over the world. Autopresses Cost Less to Build but on even terms the printer could not afford to use any other. About 4,000 presses are now sold yearly to the 45,000 printing offices in this country alone—and there are many more in foreign countries. It is not a question of demand at all; it is a question of how to supply that demand fast enough—which even now is insistent, persistent and impatient. The present demand for Autopresses will keep our factory busy for the next two or three years at least. , Read What Our Customers Say About the Autopress: The Prudential Insurance Company of America NEWARK, N. J. The Autopress Co, March 5, 1909. 299 Broadway, New York City. Gentlemen:—In response to your request for an opinion in regard to the Autopresses which we purchased from you a few weeks ago. We cannot express ourselves in a more defi- nite manner than sending our check for $3,500, which covers your invoice for two machines You will note, also, that they were installed in our factory building with the understanding that we would have sixty days’ trial. Long be- fore the expiration of this time we were per- fectly satisfied and pleased with our presses, and we pay for the machines, as stated above, after we had operated about one month. This transaction has been very satisfactory. The payment of our bill before the time speci- fied in your contract will convey to you. and to any others, our opinion of the machines. We gave you an order for two and regret that order was not made out for four. You will be pleased to know that our output on the two machines forthe week, six work- ing days. would be over 400,000 pieces. Some being printed 1, 2, 3, 4,6,8 on, with an average of two makereadies per day on each one. Weare operating the machines for 25 per eent. less than your estimate figure that it would cost us, and we find the machines cap- able of doing any commercial job that is printed and at high speed of the autopresses. Have become known as the machines to fall back on when we are behind or have been de- layed and we desire to make up for lost time. Trusting that this will give you an idea of what is thought of your press, and wishing you all the success that you are justly entitled to for the production of such a machine, Iam Very truly yours, JOS. J. RAFTER, Manager Printing Ddpartment. Charles Francis Press 30 and 82 West Thirteenth St., New York New York, May 10, 1909. The Autopress Co., 299 Broadway, New York City. Gentlemen:—The Autopress is filling a place that no other press in this house fills so well. With the right kind of work we have made as high as twenty-five thousand (25.000) impres- sions in a day. Enclosed please find our settle- ment, after a very exhaustive trial. Yours truly, CHARLES FRANCIS PRESS, Charles Francis. Depository THE NASSAU BANK Louis F. Eggers The Calumet Press PRINTING AND BINDING 1 West 19th St., New York Telephone 3778—Chelsea The Autopress Co., December 18, 1908. 299 Broadway, New Yoik. Gentlemen: Referring to your letter asking us to give you our Opinion of the Autopress would say that we have run considerable work on your press since its installation on Septem- ber 11, 1908, and the results have been such as to cause us to recommend it to all the printers who have called to see it in operation. What more can we say? Very truly yours, LOUIS F. EGGERS. Equitable Printing Company Engraving, Lithography, Stationery, 48-50 Duane St. Tel, 2496 Worth, The Autopress Co., January 21, 1909. 299 Broadway, New Yorn City. Gentlemen: -In answerto your request for our opinion of the Autopress we can say that since the installation, which is about two months ago, we have run different jobs on the Autopress. We have cylinder and job presses in our plant and none of these can turn out the work accomplished on the Autopress any- where as cheap. Since the installation we have reduced our help by one and done away with two job presses. The inking distribution is perfect and the impression better than we can obtain on either cylinder or job presses. We print small and long runs onit, tindipg it easy to operate. We hope in the near future todo away with our job presses. Very tr. ly tours, THE EQUITABLE PRINTING COMPANY Eugene Huss, Proprietor. Auguste Giraldi, Printer 36 East Twenty-Second St . New York Telephone, 945 -Gramercy. The Autopress Co, Jan. 13, 1909 299 Broadway, N. Y. Gentlemen;— Having installed an Autopress last May, we have had occasion to use it on a great many orders since. Every job put on has been turned out at a cheaper cost than on any other press in our establishment, It iscertainly a ‘money maker,’ and do not regret the purchase. Very truly, AUGUSTE GIRALDI. Chas. E. Fitchett, Printer 57 Warren Street New York, March 15, 1909. The Autopress Co., : 299 Broadway, New York City. Gentlemen:—I have given the Autopress a thorough test and feel more than satisfied with the results obtained from it, I had ex- pected that it would be necessary to employ an automatic press operator, but its simplicity was so apparent that I tried one of my job pressmen on it who even had no knowledge of any cylinder nor automatic press. He mas- tered the machine in a few days, and has since been doing nicely. Any job pressman of ordinary intelligence can readily learn to op- erate an Autopress, whichis a decided point in its favor, since the services of a machinist operator are not required. A trial of the Autopress gives every reason to believe that its purchase would represent a safe and sane, not to say very profitable, in- vestment, andI am pleased therefore to en- close settlement herewithin payment of the press. With best wishes, I am, Very truly yours, CHAS. E. FITCHETT. New Star Press PRINTETS, ENGRAVERS 90 East 10th St., New York Phone, 6344—Gramercy The Autopress Co., March 8, 1909. 299 Broadway, New York City. Gentlemen:—We have not the slightest hes- itancy in recommending the Autopress for the general run of job work. In our ease its in- Stallation saved the salaries of two men, be- sides enabling us to turn out a far greater volume of work than we had previously been able to do with three jobbers. When we installed the Autopress it was with the intention of employing it on long runs solely, but experience has taught us that it isa money maker on small runs as well as long ones. When work demands that our press room facilities be increased we will most certainly make room for another Auto- press. Wishing the machine the success it must of necessity meet with when printers come to know its merits and capabilities, we are, Very truly yours, NEW STAR PRESS, S. Marlow, Pres. Telephone 3772— John. A Strauss Printing Company PRINTERS Commercial Work a Specialty 77 John St., New York The Autopress Co., May 18, 1909. 299 Broadway, New York City. Gent.emen:—It is a pleasure to state that the Autopress more than made good in my plant. The hand-feed job or pony cylinder cannot do anywhere near the volume of work the Autopress can on the general run of job work. Twoof my jobbers have been out of business since I have operated the Autopress, which fact alone represents a saving of one hundred doliars or more a month. I am satisfied with my purchase and hope some day to run a battery of Autopresses, instead of the slow hand-feed jobbers. With very best wishes I beg to remain, Very truly yours, A. STRAUSS PRINTING COMPANY, A. Strauss, Treasurer. Established 1865 Moore & Warren 57 John St. New York, May 19, 1909. The Autopress Co., 299 Broadway, City. Gentlemen:—It appears to me that the Auto- press has before it a wonderful future. It is a generally conceded fact among members of the printing craft that the ancient platen or hand-fed press must eventually go out of date by reason of its slowness under any condition and even greater slowness where work of even fair quality is demanded. I would not be surprised but that the Auto- press, by reason of its many advantages over any other job press, will soon be in universal use Itseems tome that the Autopress will revolutionize the printing trade industry. The builders of the Autopress are to be con- gratulated for the way they have advanced the press to date. Yous truly. MOORE & WARREN, THE AUTOPRESS CAN BE SEEN AT THE COMPANY’S OFFICE, 299 BROADWAY Mail or Telegraph Subscription to The Autopress Company, N. Y. Office, 299 Broadway European Subscriptions to A. Bernstein, Rodingsmarkt 32, Hamburg, Germany THE COMPANY RESERVES THE RIGHT TO REJECT ANY SUBSCRIPTION F. Williams Printing Co. 39 Vesey St., New York The Autopress Co., May 17, 1909. 299 Broadway, New York City. Gentlemen:—With reference to the Auto- press you installed in my plant about two months ago Iam glad to by able to say that the press has done all] that you claimed for it, It registers perfectly, the ink distribution is as good as that of any machine I know of, and these, together with its remarkably high © speed, make it a very valuable press for any job printer. With best wishes, I am, Very truly yours, F. WILLIAMS PRINTING CO. B. Frank Williams, Pres. John A. Phillips, Fine Printer 17 and 19 Rose Street, New York City Telephone, 4323—Beekman The Autopress Co, Oct. 19, 1908. 299 Broadway, City. Mr. M. D. Kopple, President Dear Sir:—Believing that a word of praise would be appreciated and perhaps helpful, we write to say that the Autopress which you have installed in our office is giving great satisfaction. We find that it is adapted for the better as well as the cheaper grades of printing and registers perfectly running at high speed. The fact that it does not require curved Plates makes it a boon to the printer, as he can run type or linotype forms when he hasn’t time to wait for electros. The press is certainly making good in our office and we are well pleased with our pur- chase. Yours truly, JOHN A. PHILLIPS. ‘‘The Trade Press’’ General Printers 105 John Street, New York New York, May 15, 1909. The Autopress Co., 299 Broadway, City. Gentlemen:—I am glad to testify to the merits of the Autopress. Ihave had the press now over two months and the results were such as to warrant my buying the machine. Doesn't this fact show better faith in the Autopress than anything I could say about it? Very truly yours, THE TRADE PRESS. S. Lipsius, Prop. Transfer Agents TRUST CO. OF AMERICA 606T ‘2 Alne NVVIHOIN NVWSAUGCVUL MICHIGAN TRADESMAN July 7, 1909 LEARNING THE BUSINESS. He Objected To Stamping Wool in July. Written for the Tradesman. Just as David Lathrop settled with Mark Powell for eighty-two fleeces of wool he had bought from farmer, a young man of fine physique, barefooted and bareheaded and clad only in a pair of blue over- alls and a thin undershirt, pushed his sweaty face above the top of a long burlap sack which hung suspended in a frame back of the store and call- ed: “Mr. Lathrop, come out here, please.” Lathrop heard the call and, won- dering what was the cause, hurried to the back door with an enquiry on the tip of his tongue, but the sight of the dripping locks and the shining forehead and cheeks of the young- ster above the swaying sack caused him to shout with laughter. “I don’t wonder you laugh,” said the young man as_ reaching upward and gaining a grip on the timbers above his head he lifted himself to a seat on the frame; “it makes me laugh, too.” “What’s up, Tom?” asked the mer- chant and wool buyer, who had not noticed that his farmer friend, Pow- ell, had followed him. “T’ve made up my mind that I don’t care to go any farther learn- ing how to become a merchant,” re- plied the young man as, drawing his bare hand across his forehead, he snapped a shower of sweat toward the earth. “Why, Tom Everett, I thought you were made of better stuff,” re- sponded Lathrop. “I am. I’m made of better stuff than to waste it stamping greasy fleeces of wool into an eight-foot sack on a hot July day, trying to deceive myself into a belief that I am learn- ing how to conduct a merchandise business by so doing,” said Everett, “so if you want this wool packed get someone else to do it, or do it your- self.” “But, Tom—” began the merchant. “There is no ‘but’ about it, Mr. Lathrop,” Tom interrupted. “I am through with this job,” and with this he leaped from the frame across to the door, and as he did so Farmer Powell observed: “Don’t you think you’re a little suddenlike, son?” Lathrop looked around surprised and a trifle embarrassed and Tom faced the farmer squarely with: “No, I don’t, Uncle. Fortunately you're not my uncle, for if you were I wouldn’t stand for your buttin’ in in this way.” “Oh, let him go, there are others; I can get plenty of men,” said La- throp, losing his temper. Thus it happened that when Mr. Powell started for his home, three miles west of the city, he carried Tom Everett’s promise to be on hand at 7 o’clock the following morning te begin work on the farm. “TI like the boy’s independence and his looks,” mused the farmer, “and if he shows up on time to-morrow morning I’ll know I’ve got a prize.” For three years Tom Everett stay- the’ ed on the Powell place, and from be- ing merely “a hand” through the fruit season and the later harvest time he had developed as an excellent han- dler of men and as a thrifty, hard- working man himself, so that in Mr. Powell’s frequent absences he was‘in charge of the farm. Moreover, he had saved a major portion of his wages, until, much to Farmer Pow- ell’s satisfaction, he had close to $800 in the bank. And he had not lost sight of La- throp and his store meanwhile. At least once each week he had during the three years dropped in to call on the merchant, with” whom he was on good terms and who usually greet- ed him with, “Hello, farmer,” or, “How’s the farmer?” Accepting these good natured jibes in a spirit of jollity Tom would re- spond with “Hello, wool-buyer,” — or, “How’s wool to-day?’ and on sev- eral occasions Tom had helped out on special days—county fair time, Fourth of July, and the like—by act- ing as salesman in Lathrop’s store. “How did you happen to let Mr. Everett go?” was a question put to Lathrop one day by Miss Maher, who had charge of the millinery and dress- making department of the store. “Oh, he didn’t want to become a merchant, and anyway he’s a better farmer than he would be as a mer- chant,” was Lathop’s reply. “He’s a splendid salesman,” said the young lady. “Yes, he knows how to sell goods,” said Lathrop as he turned away and walked to another part of the store. “How did you happen to secure a farm hand so competent and reliable as is Mr. Everett?” asked Miss Ma- her of Farmer Powell, who chanced to address her shortly after her in- terview with Lathrop. “Farm hand?” repeated Powell pointedly. “I want to tell you that Tom Powell is not only a good all *round farmer, but he’s an A-tr business man and Lathrop made a mistake when he let him go.” “Why?” asked -the lady. “Well, you see Tom had been with him nigh on to a year learning to buy and sell goods. That is to say, he built fires, washed windows, swept out dusted, took care of the team, delivered goods, looked after the packing and shipping of produce and—” "Yes, that’s all part. of the. busi- ness in a town of this size,” was the interested comment of the girl. and “| know it is. 1 know it.” ‘said Powell, “but not forever. Lathrop ovght to have found out in three months that Everett was cut out for something better. But he didn’t, and one time in July, an awfully hot July it was, too, he set Tom at work pack- ing wool. And the boy stood it for about a week when, one day, he made up his mind to quit.” “And Lathrop didn’t try to keep him?” asked Miss Maher. “’Twouldn’t have been any use to try, ‘cause when Tom Everett makes up his mind it is after he has gone all over the problem, whatever it may be, and he knows just exactly what he is doing. He doesn’t change his mind,” said Powell. Pe a So far as the town at large was concerned Tom Everett’s wool-pack- ing crisis was not generally known. But, on the other hand, his success as a farmer was widely known and his best promoter socially and as to pub- licity was Farmer Powell, who, one of the wealthiest and most prosper- ous agriculturists in the county, exer- cised an important and valuable influ- ence in the community. Miss Maher was aware of this fact and—well, the wiles and of women are mysterious; women do not accomplish anything enduring; they are not constructive, temperamental- ly; they are shallow, frivolous, secre- tive and sometimes deceptive. Wom- en are all right as homemakers; they are all right as mothers and as sup- porters of the church they are un- equaled, It was in this fashion that La- throp was fond of preaching and i was in a sort of contemptuous silence and with well governed patience that Miss Maher was frequently required to listen to her employer’s conven- tional bloviations. It after such an experience that Farmer Powell said to her: “Well, Miss Maher, I’m going to lose my boy. He’s given me notice that he is going to quit in June.” “And having made up his mind he won't change it?” asked Miss Maher. “Sure, he won’t change it. And I wouldn’t have him change it,” was the farmer’s answer. ways + was “You are certain he is making no mistake?” “Dead certain, girl. He’s told me all about it and the wedding is to be at my house and I’ll see that it will be a whopper, cords of June roses, strawberries by the bushel and every- body welcome. Moreover, the plans are being drawn for a new store building right across from Lathrop’s place, the goods with which to stock the store are ordered and the sign, ‘Thomas Everett & Co.’—that’s me— is to be in gold letters on a black bacground.” “I know it,” said the girl as she put her arms around Farmer Powell's neck and kissed him, Charles S. Hathaway. ——___+ ++ Explaining Mistakes a Most Danger- ous Habit. How was it that you chanced to make such a mistake the other day? Tt was embarrassing and almost in- excusable, only that something or somebody brought it about. How did it happen? Probably more ingenuity and men- tal effort are expended in explaining the causes leading up to mistakes than are required for the task out of which the mistake itself arises, Un- consciously the young man at large is led to feel a necessity for explana- tions in such emergencies. After a few experiences of being held up him- self as the cause of others’ failures, it becomes easy to adopt the policy of “standing from under”’—if he can. At the same time it remains un- challenged that in this effort to shift No Night Work Posting Accounts Would you not like to be would be free to enjoy Are you obliged to spend your time at night posting accounts? at liberry to leave the store when your clerks do and know that all the accounts were posted right up to the minute and everything about your store was ina systematic condition? Would you care to spend your evenings driving, automobiling, trolley riding, visiting the theatre, or swinging ina hammock on your front porch? If you were using the MCCASKEY ACCOUNT REGISTER yeu would not be obliged to swelter in a hot, some of the pleasures that mankind is entitled to. The McCASKEY does the work, saves you money, for you and gives you leisure time for thought and recreation. Let us give you further information—free for the asking. stuffy office after supper, but you earns money different styles of Detroit Office, The McCaskey Register Company Alliance, Ohio Mfrs. of the Famous Multiplex, Duplicate and Triplicate Pads; also the Single Carbon Pads. 1014 Chamber of Commerce Bldg. Agencies in all Principal Cities ee 1909 me o be will ses, ery- lans tore Op’s tock sign, ne— lack she ell’s ger- | to lay? in- did July 7, 1909 MICHIGAN TRADESMAN 2 the burdens of blame in the business world, one of the most destructive and wasteful of all organization evils is involved. When every detail of the whys and wherefores of the cir- cumstance has been canvassed and accepted, it is no more than an ex- planation. There is nothing con- structive in it. It is no more to the point than is the proverbial “crying over split milk.” At the same time business methods may demand the explanation. The question is, “Where are you going to place the blame?” For this question of placing the blame is of more concern to the young man making the mistake than he is likely to suspect. Mistakes always have charcterized the human agent. A machine which operates to turn out a product dis- torted and out of proportion is “out of order.” The man who does a thing short of his purpose simply has “made a mistake.” But just as fre- quently in the man, as in the ma- chine, he is out of order—incapable, ineffective. One mistake may be a mental or physical lapse of a moment in the man, but anything which min- imizes this one mistake to the man making it must serve as an encour- agement to other shortcomings. As he finds excuse for himself he is the less prepared for the next chance at error, In two ways this search for ex- cuse in the man making the mistake operates in subtle manner against him. To the extent that he is able to clear himself, he is led to mistake effect for cause; and, still worse, he may reach that state of unconscious ego- tism which prompts him to believe that—except for explanatory causes at his tongue’s end—he is infallible. That man who always is searching for excuses for his shortcomings is a bugbear in business life. To find an excuse almost always involves some one or more of his fellows. To have his excuses accepted tends to place his fellows more or less under censure, and whether the censure be just or unjust, friction results inevi- tably. It is out of this subtle growth of a disposition to put mistakes upon others that so many men find them- selves finally self-confessed failures. This habit of trying to shift respon- sibility from themselves leads the man away from the thought of intro- spection. He loses his sense of pro- portions as betwen himself and other men and things. He neglects to take stock of himself with relation to these men and things. They are the necessary admixtures which must en- ter into any success which he may hope to attain. To accomplish any- thing he must be able to make sure of himself. Instead of that, however, he begins to look upon these necessary men and things as the elements that have made for his failures. They are as- sociated with his failures, necessari- ly. In his mind, therefore, they have caused them. Had it not been for Jones, or Smith, or Brown, and this and that, everything would have been all right. Anywhere and everywhere one may find, in the older men especially, that winning type of failure which persists in recounting to any one and every one who will listen just what was the train of circumstances and condi- tions which brought him where he is. Years ago he ceased to look upon himself as in any way involved in the circumstance save as an_ innocent, hard luck victim. As his story or- dinarily runs, just at that point in his career when everything was at its brightest, this man or that thing, or all men and all things combined, suddenly appeared in his path—and ruin overwhelmed him. Trace this typical man back far enough and you will discover that somewhere he began his training as a framer of excuses. You will dis- cover in all probability that the only cover in all probability that the only thing that he ever trained for, me- thodically or thoroughly, was for the business of the quitter. In this you may find that his self-schooling has been perfect. Working to discover where, and when, and why he failed in something he set to do, he has labored far harder than he needed to have done to succeed merely to show why he didn’t succeed. Could anything be more absurd? The truth is that in so many cir- cumstances involving mistakes the man who is called upon for the ex- planations so rarely does more than involve himself a little more deeply. “T took Jones’ word for it,” he says. “T took it for granted that he knew what he was talking about.” Yet in using Jones’ name for clear- ing himself, he is willing to leave the inference that Jones is one of the least dependable men in the world. Why, then, did he make such a mis- take as to depend upon Jones in the first place? It would have been a piece of constructive genius if, sus- pecting Jones’ knowledge and author- ity, he had questioned both to the end of saving the mistake and turn- ing the possibility into a best possi- ble result. I was talking with a business man the other day who had made a suc- cess of his work. He told me a lit- tle of the history of the business. Years before it had been necessary to split the work of the house—to drop one line or the other. “And we dropped the wrong line,” said he, cheerfully. “We could have made five times the money and twice as easy if we hadn’t made that error in judgment.” 3ut he had no excuse to offer for his bad judgment. And he had made more than an average success with the other. John A. Howland. ~~. @ ~ way. : Good Fixtures at the Cost of “That's a difficult question to an- Poor Fixtures swer,” replied his wife’s husband, “be- If you only knew what quality means in : ae ; i : : buying store fixtures you would never con- aus ¢ ¢ ays ointec one : : e feo they are alw aye F ted ' sider any but the best. Write for catalogue. direction and headed another. GRAND RAPIDS SHOW CASE CO. ee Some are interested deeply in cross 585.N. OttawaSt. Grand Rapids, Mich. bearing, but only as long as some The Largest Show Case Plant in the World one else is doing it. You have had calls for HAND SAPOLI If you filled them, all’s well; if you didn’t, your rival got the order, and may get the customer’s entire trade. HAND SAPOLIO is a special toilet soap—superior to any other in countless ways—delicate enough for the baby’s skin, and capable of removing any stain. Costs the dealer the same as regular SAPOLIO, but should be sold at 10 cents per cake. MICHIGAN TRADESMAN July 7,.1909 COUNTER QUESTION Which Has Troubled Many Business Men. Barnum himself probably had no idea of the extent to which “the pub- lic likes to be humbugged.” In a certain office in a big concern having half a million dollars invested » a certain general manager awoke to some conception of this possibility some time ago. The big corporation in its busi- ness suddenly came upon a _ physical snag in the way of its development. A piece of machinery to accomplish a certain purpose needed to be ob- tamed—not one piece, but hundreds of them. Two or three inventions designed for the general field were on the market, but the price was prohibitive. The general manager had a young assistant in his office who was of an inventive turn of mind and the two of them set to work to produce an apparatus for the needs of the com- pany. They were not bound by any precedent. No new principle was in- volved in producing the work. The result was surprisingly easy and sim- ple. It accomplished alll that the most intricate of mechanisms had done and even more. It chanced that just after the in- vention was perfected an exposition of such mechanisms was given for the interested public. In the exhibi- tion half a dozen of expensive, com- plicated mechanisms for the purpose were displayed and operated in min- lature. But when the show was over the general manager had a bad case of the blues. Aside from supplying his own com- pany this general manager had de- cided to appear in the general mar- ket for the work. In the exhibition was no machine which would accom- plish as much as his, while his ma- chine did things which others could not do. More than ever he was a believer in his apparatus, but sud- denly he had run up against a great truth—it was entirely too simple! In those like machines on show, they stood five times as large and three times as complex as the ma- chine which he had turned out. These larger complex machines averaged $1,500 each, while the general mana- ger’s appliance accomplished more work in less space and could be sold at a profit for $100 each. But the general manager had no idea of turn- ing them out at any such figure when competing machines were sell- ing from $750 to $3,000. “What did I do?” asked the mana- ger in reply to a query. “Come back here in the next room and I will show you.” In one part of the room was the original small mechanism, electrically operated, which had accomplished more than it was required to do. Ten feet away stood a much larger ma- chine built along the same general lines, but of much more intricajte makeup. “Do you see what we have done?” asked the manager, smiling. “Simply we've built a larger machine of larg- er framework. Then you'll notice that we have merely duplicated the parts of the original machine. We have put two mechanisms in place where one would have been better. The trouble is, however, that the original better mechanism is so sim- ple and so unimposing compared to those others in competition that we could not hope to sell the machine. We had to give it size and complexity in order to attract the attention of even the more or less technically trained people who invest in the thing. They woldn’t look at it if we hadn’t done so.” No, for the people like to be hum- bugged. But on this particular point of simplicity there is another angle which must be considered by the in- ventor of any new thing which is to displace something long accepted as necessary to business operations, The salesman for the modern auto truck finds himself up against this condi- tion. The salesman for the gasoline freight carrier approaches the busi- ness man who employs many wagons and teams. Instantly the question following that answer as to first price is, “Well, what does it cost to run it?” Taking the word of the truck sales- man for it, not one business man in a hundred ever did know what his horse delivery service cost him. He had bought horses and wagons _ be- cause his competitors have used them. He takes it for granted that his wagon service must be kept up and he keeps up his wagons and his horses to a decent, competitive: stand- ard. He employs a barn superinten- dent and animals and wagons are looked after, but always with the feeling that no matter what they cost in investment and for upkeep, they are inevitable. But instantly that it is proposed to sell him a gasoline truck, he wants to know just how much it will cost him to drive that machine one mile! The argument of the auto truck man is that the truck and the horse vehicle are not comparable. The truck is designed to do for the horse wag- on that which the locomotive did for the old stage coach lines, which was to put the stage lines out of busi- ness altogether. “Don’t compare this with your horse and wagon,” says the salesman. “This gasoline truck can load up with 3,000 or 5,000 pounds and run all day at eight or ten miles an hour. If you haven’t work for it, the machine can not pay you. You couldn’t afford to buy a typewriter and hire a stenog- rapher if you need to write only two or three letters a day! You don’t need a three ton truck if a one horse wagon will deliver 1,000 pounds a day for you and on time.” The point of the truck salesman and manufacturer is that the investor first shall have business in hand or in prospect which shall justify the in- vestment. The time element in an express service must be regarded as worth something to the business, He must know how to use the larger, more powerful vehicle; he must un- derstand that a ten gauge shotgun is a poor thing with which to hunt hum- ming birds for mounting in glass cas- es. If a stage coach line should of- fer the public a fare of $5 from Chi- cago to New York, how many pas- sengers would it have in a year? A man shipping an indestructible commodity between Chicago and New York has no fear of consigning it by freight unless the time element shall be such that the requires an ex- press service. In that event he has no protest against an express charge three times as great as the freight bill. But in the case of local conditions and ways and means the man of business often shows his narrowness of vision. The Illinois Tunnel Co., in its operation under Chicago streets, has met with this. query of cost for local freight transportation to and from railroad freight houses: “Won't it cost us more than it is costing us by horse wagon?” “Certainly it will,” has been the an- swer, “but aren’t you willing to pay for an express service?” Which is a counter question that has troubled a good many business men to decide. Yet by the slow horse wagon it may require more time to get a freight shipment to a Chicago railroad terminal than is required to send it 150 miles in an express car. Simplicity and directness are good things in business, only if the innova- tion be too simple and too direct it may queer the game of its promoter. Hollis W. Field. ee Only a putty life is afraid of being worn out, ey FLI-STIKON ea : THE FLY RIBBON AY Y The Greatest Fly Catcherin the World eld Retails at5c. $4 80 per gross 2 The Fly Ribbon Mfg. Co., New York Aw YOUR JOBBER ORDER FROM wea ae the General Investment Co. Stocks, Bonds, Real Estate and Loans Citz. 5275. 225-6 Houseman Bldg. GRAND RAPIDS HIGHEST IN HONORS Baker’s Cocoa & CHOCOLATE 52 HIGHEST AWARDS IN EUROPE AND a ee A perfect food, preserves health, prolongs life Walter Baker & Co. Ltd. Established 1780 DORCHESTER, MASS. Made in Minneapolis Ceresota Flour and Sold Everywhere _ Judson Grocer Company Wholesale Distributors Grand Rapids, Michigan July 7, 1909 MICHIGAN TRADESMAN THE CIGAR CASE. Its Value As An Asset To the Druggist.* In looking over the cigar business and after visiting the majority of the drug stores of the city, I would say that the conspicuous weakness of the druggist in selling cigars is his in- attention to display, coupled with im- perfect and careless methods of pre- serving stock. Out of fifty stores visited, thirty- six were found that had cases rang- ing from four to six feet in length. Only six showed a hygrometer and many of them had the crudest metn- ods of moistening. In some. cases there were no moisteners whatever. The attitude of a great many drug- gists toward their cigar trade seems to be one of indolent taking whatever satisfaction in comes their way, rather than one of ambitions willing- ness to go after their share of a busi- ness that amounts to $350,000,000 a year. Add to this the smokers’ con- sumption of tobacco and. cigarettes and the result is so stupendous as te. be almost incredible. This fact dem- onstrates conclusively that no neigh- borhood exists, no matter how poor or remote it may be, that does not carry with it a tobacco trade well worth looking after. The druggist controls the soda business, because he _ furnishes the patrons of his fountain with better quality and service than they obtain elsewhere. He gives them, too, z cleaner and more attractive place it which to enjoy it. © The same rule may be applied t the smoker. He naturally prefers to buy his cigars in a good clean drug store, rather than in the ordinary cigar store Three years ago I purchased a drug store with a six-foot case and was do- average ing a cigar business equal to that of the average outside drug store. On looking over the trade I noticed a fair demand for 5 and 10 cent straight cigars, with an occasional request for better goods, even as high priced as three for a half dollar. Of course, we who sell cigars are familiar with this oft-repeated request for something better than a good to cent cigar by men who neither appreciate nor real- ly desire a higher-priced cigar, but to whom there is a certain’ satisfac- tion in knowing they have asked for something the average druggist can not supply. But for all this, I de- cided there might be a sincere de- mand for such quality goods by smokers who do not know and appre- ciate merit, and the fact that nothing tends to add more to a case than a few boxes of 15 cent,, three for 50 cents or 20 cents straight cigars, lea me to make the experiment, which has proved a delight to my custom- ers and a profit to me. To display my cigars, I first rented and then bought a twelve-foot, all- glass humidor case, with a_ hygro- meter, prominently displayed. Speak- ing from the experience of six years in using a hygrometer, I believe it to be the best investment a merchant *Paper read by C. A Weaver, of Detroit, at annual convention Michigan State Pharma- ceutical Association. can make as a talking point in build- ing up a cigar business. It attracts a great deal of attention and pyesent: an opening to tell customers of its use—how sensitive it is to moisture and how it makes possible the keep- ing of cigars with exactly the same amount of moisture as they had when made or as they should have to insure a perfectly cool and deliciously flav- ored smoke. A cigar that is allowed to dry out and- is then remoistened has certainly lost its original aroma. Woodward avenue “Fine Cigars Kept Fine.” Let this be a watchword to all who it the real secret of one’s success, as a A well-known sign reads: would build up a cigar trade. is dealer—Keep your cigar “right.” Certain not be ad- hered to in the buying and keeping set rules can up a cigar stock any more than in other lines of goods. The individual conditions under which a man does business should alone govern his pur- chases. Suffice it to say, he must keep up his stock. This, in itself, is an advertisement that works, and works wonders the whole store over, every minute of the day without one cent spent that you can charge to ex- pense. This also enables. the pur- chaser, especially if he handles brands of his own, to buy in quantities, thus obtaining the best prices and dis- counts. I mention here one rule that I have followed consistently at all times, and that is, an original purchase of any brand of cigars in my case has always consisted of at least two box- es. This enables me to supply a box, if called for by a customer who prob- ably finds the cigar particularly to his liking, This also gives the advantage of assorting the colors—a feature that carries considerable weight with many smokers. Our 12 foot case gives us room to display a good line of 5 and Io cent cigars and those of higher prices and makes a showing large enough to at- tract the whether he wishes a cigar at the time or not. We remove the covers of al the and tack them the backs, so a little more than half the cover shows above the box. In this way it is possible to display four, in- stead of three rows in the case. Hence every cigar is in plain view of the customer, showing shape and color. It helps us greatly, too, in our effort to keep our case from hay- ing a mussed-up or ragged appear- ance. We keep all boxes in the case as inviting as possible and avoid leaving them in the case after all but the last row has been sold, as our experience has shown that the easiest possible way to kill a cigar ts to leave just four or five of them in a box, that should originally contain fifty or 1oo. Leave in a little broken wrapper and about one dead fly and_ the job is done. The bottom of our case is used for opened packages of cigars from which none are removed for lesser sales than a full box. This allows custom- ers to see the colors and so forth, and cigars thus displayed are most attrac- tive and inviting to the smoker. Our attention of a customer, 1 boxes on 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.” We have it, CHAMPION 70 TO 72 GRAVITY Pure Pennsylvania Gasoline. Also best and cheapest for engines and automobiles. It will correct the old fogy idea that Gasoline is Gasoline. Ask us. Grand Rapids Oil Company —_—_ighigan Branch of the independent When You Want to Buy School Furniture School Apparatus Church Furniture Opera Chairs Portable Folding Chairs Settees of All Kinds Chandler Adjustable Desk and Chair Remember that we are the foremost manufacturers of such equipment, and can offer especially attractive induce- ments in the way of prices as well as choice of styles—from the least expensive to the most elaborate. We have thirty-five years of experience in this business. As a result our product is the best possible. American Seating Company 215 Wabash Ave. Send for Catalogue and Prices cover- ing any line in Which you Are Interested CHICAGO, ILL. NEW YORK BOSTON PHILADELPHIA The Mitchell “30” The Greatest $1,500 Car Yet Shown 1909 Mitchell Touring Car, 30 H. P., Model K Compare the specifications with other cars around the $1,500 price— amy car. Motor 4% x 4%—30 H. P. Transmission, Selective Type—3 Speed. Wheels—32x 4. Wheel base—105 inches. Color—French gray with red running gear and red upholstering or Mitchell blue with black upholstering. Body—Metal. Tonneau roomy, seats 3 comfortably and is detachable; options in place of tonneau are surry body, runabout deck or single rumble seat. Ignition—Battery and $150 splitdorf magneto. In addition to the Model K Touring Car there are a $1,000 Mitchell Runabout and a 4o H. P. seven passenger Touring Car at $2,000. Over $11,000,000 of Mitchell cars have been made and sold in the last seven years. Ask for catalogue. The Mitchell Agency, Grand Rapids At the Adams & Hart Garage 47-49 No. Division St. Baker’s Ovens, Dough Mixers and bake shop appliances of all kinds on easy terms. ROY BAKER, Wm. Alden Smith Bldg., Grand Rapids, Mich. MSRM a ercuiast UNALNEL Neg 34 MICHIGAN TRADESMAN July 7, 1909 box trade is an item of no small size in our cigar sales to-day. We feature certain cigars on differ- ent days, using old priced goods, such as 5 cent, four for 15 cents, seven for 25 cents, 6 cents straight, 7 cents and four for 25c. We make a special each Saturday and Sunday only of a three for a quarter cigar at 5 cents straight. Personally, I do not be- lieve these cigars are of a full three- for-a-quarter quality, but I do believe they are an exceptionally good value at 5 cents straight. There are any number of good 5 cent straight cigars on the market that can be bought in various shapes and sizes, hence it is an easy matter for any druggists to run such specials under his own la- bels. The cigar we feature is always placed on top of the case with a sign attached to the box calling attention to its price, etc. This prominence in- variably arouses the interest of the smoker, with the result that our sales have always proven several times greater than when the same cigar was left unfeatured in the case. Undoubtedly summer constitutes the best months for cigar trade. More people walking about add additional transients to your regular customers. There is also the advantage of dis- playing cigars as above during the summer, inasmuch as the air at this season usually contains enough mois- ture to keep the cigars thus exposed in nearly as perfect condition as the humidor case. . We carry most of the popular brands and give a good display to all well-advertised cigars, provided the price is protected. This is true of such well-known brands as the New Bachelor, Contract, Black and White, Pastoras and Seminola, all of which Occupy conspicuous positions in our case. If they are price-protected, the cigars get the display. If not, we carry them only to supply their de- mand, but keep them out of Sight as much as possible. We feel this is the least we can do to discourage their sale. For advertising we use our win- dows, about once a month, to display cigars and, as a rule, show but one brand at a time. The passing smoker is more apt to remember the name of the one brand. A greater number he would confuse or probably make no effort at all to distinguish the differ- ent labels. Naturally, the greater number, too, of the one cigar, im- presses the smoker favorably, espe- cially when the goods themselves are shown and not the box alone. We vary from this rule in summer to assortments of vacation cigars and at Christmas time displays of holiday packages. Furthermore, we use two sets of rubber printing blocks for making signs, some of which are tacked to a “lean-to” in front of the store. This brings results that pay many times over the trouble and labor of produc- ing the signs. I believe everybody who has made a rule of this kind of advertising has encountered more or less trouble with the small boy who delights in any kind of destruction, especially where it involves no more effort than the tearing of a cardboard sheet. The rain and various other causes also do their share of destroy- ing this work that it probably took valuable time to make. “Believing in signs,” as I do, I have naturally experienced the usual amount of trou- ble since I have spent a great many hours in printing the signs that last- ed only a day or so, because of their being exposed to the above mentioned destroyers. Now I have adopted a scheme and, to make my explanation plainer, have brought the whole fixture with me. I believe this contrivance has solved the problem, or at least simplified it, of getting value for the time spent in printing signs. The outfit, as you see, consists of a double frame with a sheet of plate glass on each side and with a narrow space between the glass sheets, through which slides a galvanizea iron frame that holds the cardboard sign. This makes it a very simple matter to change the sign when de- sired. I have brought an idea with the present display that I think would attrac: considerable attention—the display of a sign for every day. You will observe here, one for each of the three days of this convention—June 22, 23 and 24. It would even be pos- sible to have a sign for each day of the year, for, once the Signs were printed, they should last a life-time. The signs should be kept in a suitable file in the store when not in use to insure their safety against breakage, dust, etc. In regard to the result of this in- expensive advertising, would say the first year of our cigar business show- ed an increase of nearly 200 per cent., the second year a little less than 4oo per cent. and this year, notwithstand- ing the business depression of 1908, we succeeded in increasing our cigar sales of three years ago by five times. 3y bitter experience, the druggist has been taught to push his own preparations or at least those he con- trols. Yet he seems to lack the abil- ity to see that he should apply the same rule to his cigar business. The Stores that cut cigars have their own brands that they push in an attempt to switch the smoker’s taste. If suc- cessful in this attempt, the result is more profit to the dealer, inasmuch as the customer will be a permanent one, since he will be unable to buy the same cigar in any other store. Even the cigar trust, through its widely scattered retail stores, does not it originally bought, but it pushes brands made in these same factories and, in all probability, the same ciz- ars under their own special labels, while we poor retailers hand out these cut and slashed brands as if they were the only cigars in ence. Get your own brands. They ate easy to obtain. Buy the hes 5 cent cigar on the market and try it out under your own label. It may not bring immediate results, but, in the course of a year or so, you will exist- be surprised to find the quantities you are buying. I met two Detroit outside druggists who have tried out this scheme. One push its old-established brands, that’ is now selling 20,000 to 25,000 and the other about 18,000 a year of their own 5 cent cigars. But don’t make a mis- take in buying a cheap cigar. Buy a good one. These gentlemen pay from $33 to $35 a thousand for their brands, but they get the goods. And the above mentioned statement demon- strates that the customer appreciates values enough to ensure the success of this scheme. In conclusion I would say that I ventured the offering of this paper only in the possible hope that it might be of benefit to the small out- side druggist from whom I _ have often heard criticisms of papers read before this and other Associations, because the druggist thought the sug- gestions did not apply to his particu- lar location and that they carried with them more or less advertising expense which the average druggist feels he can not afford, and that, too, the papers along these lines of talk usually applied to locations having a large transient trade. Therefore, I have tried to present here a scheme of advertising involving small ex- pense and reasonable effort, which would be of interest to and applic- able by pharmacists, located, as I am, in a strictly residence location, cater- ing to a family business. 2.2? >____ A Claimed Cure For Consumption. A prominent figure in London pub- lishing circles believes he has found a cheap and positive cure for tuber- culosis by a treatment that is ex- tremely simple: A poultice, the exact prescription of which has not been given out yet, but containing acite and chloride, is placed on the body of the patient as near as possible to the organ or membrane that is af- fected. In about a week an ulcer is formed, connected by what is called a ray of inflammation with the dis- eased organ. This forms a kind of duct through which the muco pus is drawn out of the system. The ulcer must be carefully dressed each day with a special salve. It is understood that consumption hospital authorities in London are gravely considering whether to sub- mit one of their patients to the new treatment, but before the discovery is officially recognized a final test on a large scale is to be made. Among the cases which the remedy is claimed to have cured is that of a 17-year-old boy, who was afflicted with an ad- vanced case, the lungs and glands of the throat being affected. e272 ____ The Difficulty. “What sorter confuses me,” said Uncle Eben, “is dat after I gits a lot of advice I’s got to go around an’ git a lot mo’ advice ’bout which advice I’s g’ineter take.” STEIMER & MOORE WHIP CO. WESTFIELD, MASS. Manufacturers of Good Whips Try our No. 64 in 6 ft. only. It’s like whale- bone. Trim, will not lop when wet. You can not break the top if you whip the wagon wheel. Just wears out. Retails at 50 cents. Write for dozen or gross prices. GRAHAM ROYS, Agt., Grand Rapids, Mich. “Best of All Cotton Threads” Six cord, full measure 200 yards Stronger than any other Round, smooth and even Jobbing Price 55 cents less 10 and 5 per cent., or 47 cents perdozen. Order through your jobber. Take No Substitute If your jobber does not handle Charter Oak write us and we will give you the name of a jobber who does. THE BULLARD THREAD Co. HOLYOKE, MASS. Ideal Shirts We wish to call your atten- tion to our line of work shirts, which is most complete, in- cluding Chambrays Drills Sateens Silkeline Percales Bedford Cords Madras Pajama Cloth These goods are all selected in the very latest coloring, including Plain Black Two-tone Effects Black and White Sets Regimental Khaki Cream Champagne Gray White Write us for samples. DEALCLOTHING GRAND RAPIOS, MICH, Terpeneless FOOTE & JeNKs’ COLEMAN’S Lemon and Vanilla Write for our ‘‘Promotion Offer’’ that combats ‘Factory to Family” schemes. Insist on getting Coleman’s Extracts from your jobbing grocer, or mail order direct to FOOTE & JENKS, Jackson, Mich. (BRAND) High Class ! July 7, 1909 THE FURNITURE TRADE. The Success of the Season Is As- sured. The success of the furniture sea- son seems to be assured. The East- ern trade was largely represented during the first week of the season, and the sentiment in this quarter is decidedly optimistic, which is in marked contrast with the conditions that obtained in January and last July. The Eastern buyers did not place large orders. They supplied immediate wants, asked for quick de- liveries and will be heard from later if trade opens as they think it will. The crop reports are favorable and it is taken for granted that the Mis- sissippi Valley trade will be good. The coast territory has not been heard from to any great extent, but such reports as have come from that quarter are of an encouraging na- ture. The spring business in furniture was about 75 per cent. of that done in the spring of 1907. The panic struck the country in the fall of 1907, and the comparison this fall will be with that of 1906, and it is believed a substantial increase will be shown. This increase will not be in the vol- ume of July orders but in the sup- plemental mail orders that will come later. In this connection it is interesting to note that three of the local furni- ture companies are planning to large- ly increase their capacity. The Cen- tury Furniture Company, manufactur- ing high grade parlor goods, chased a factory site last winter and will begin the erection of a large building of its own. Mueller & Slack, manufacturing upholstered goods, are having plans prepared and will soon let the contract for an ad- which will have pur- soon dition to its plant, so feet front and be four stories high. The American Seating Com- pany is building a $6,000 addition this and next spring will erect a building that will nearly double the capacity of the plant. The Grand Rapids Upholstering Company is fig- uring on how to increase its capacity. At least two other concerns are talk- ing of expansion. From which it may be inferred that the Grand Rap- ids manufacturers are prospering. summer The high grade furniture this sea- son, as in January, is all in periods, and it may be added that finer furni- ture has never been shown: in Grand Rapids. The periods most affected are Early English, Colonial, Louis XV and Lows XVI, the order mamed. Other types often seen are Chippendale and Sheraton. Hepple White and Adams, of the English schools, and Empire, of the French, are met with occasionally. The Mis- sion, of course, is still in the market and it continues strong. The Early English covers the pe- riods known as Flanders, Elizabethan, Jacobean, William and Mary and Queen Ann. These styles are all in oak finished in a rich dark brown, in and are based on the art that was de- veloped in the Netherlands in the six- teenth century. The Spanish rulers MICHIGAN TRADESMAN of the Netherlands to check the use of the reformation introduced the in- quisition. From Holland and Bel- gium many fled to England rather than remain for the stake and faggot. Among the refugees were many ar- tisans who brought their tools, skill and ideas with them, and also the Stern necessity of having to work for a living’ These workmen sat up their little shops, and the product was naturally similar to the furniture they had made in Holland. With time and under the influence of environ- ment and demands of trade the orig- inal Dutch types were modified and changed as to ornamentation and methods of treatment. The line of demarkation from one early English period to another is difficult to trace and this is especially true of Eliza- bethan and Jacobean. The term Ja- cobean, by the way, is from the Latin Jacobus, James, and it refers to the reign of the Stuarts, covering most of the seventeenth century. The suc- cession of Mary and her Dutch hus- band, William, of Orange, wrought a reversion to the old Dutch styles. Queen Ann’s period was notable for the use of walnut for furniture, and styles were modified to meet the re- quirements of the material. Mahog- any was first brought to England by Sir Walter Raleigh in the days of Queen Elizabeth, but its merits as a cabinet wood were not immediately recognized. When the individual de- and furniture “makers whose work gave name to particular styles came upon the scene, signers mahogany was well known and they worked largely in this wood, making their designs ac- looked to the class- ic, to the art of Italy for their in- spiration and of their work with that of their contempar- aries in France show that the French cordingly. They comparison designers sought the same inspira- tion. Chippendale in England and the designers for Louis XV. in France were in the same period, and these two styles have many characteristics in common. The same is true ‘of Sheraton in England and Louis XVI. France. These styles rarely any other wood than mahog- A Sheraton or a Chippen- oak would be a freak. The early English periods best in oak, but mahogany could be used. The so-called Chinese Chippendale came the the great English made of the ideas brought to by named returning China. tried to put his ideas in- but Chippendale in are seen in any to-day. dale in are from use de- signer I'ngland an army Officer Chamberlain Chamberlain furniture from to failed. succeeded. The Grand Rapids Furniture Com- pany pioneered early English in din- ing room and library furniture. Ber- key & Gay were the first to bring out Flanders, of which the Elizabethan is a modification. Both were brought out a year ago in small ways. Both met with great success and this sea- son both concerns feature these periods, and other factories have taken them up. When these periods had won favor both the Grand Rapids and Berkey & Gay sent designers to strongly England to see if the goods produced were true to type and how their de- signs could be made more perfect. The Sligh has two novelties in its line this season. One is a Sheraton | suit in Circassian walnut, and the ma- terial proves very effective. er is the use Louis XVI. and one The rosewood, in two Colonial of course, is It is finished in the natural, a richer than mahogany, fine. out Circassian of rosewood and color and greater contrast and in figure is very walnut, which is now pioneer in rosewood. for using Circassian came from see- ing it in a piano case and the the suggestion to rosewood. It was found, however, that furniture a piano finish was not practical and how to find out how to treat it properly the work of two years’ study and ex- periment. Same SQUITCE gave use to give rosewood was In high priced and medium goods holds its own in populari- ty, and a great deal of solid mahog- any instead of the veneer is used. The dark finish is preferred to the natural color, or Tuna, it is called. Next to mahogany comes Circassian wal- nut and then oak In the early Eng- lish oak almost exclusively. Bird’s-eye maple is con- siderable extent, but not in erade goods. Gum is plainly gaining in favor for the medium and cheaper grades. mahogany as is used used to a the high —_-_—»—-— Breaking the News. Marion, who had been taught port her misdeeds promptly, came sobbing to re- to her mother one day, peni- tently. “Mother, fireplace.” [—I-—broke a brick in the “Well, that is not very hard to remedy. But how on earth did you do child?” “I pounded it with father’s watch.” Grand Rapids Supply Co. Jobbers Mill, Steam, Well and Plumbing Supplies 48-50-52-54-56-58-60-62 Elisworth Ave. Vans Mail orders to W. F. McLAUGHLIN & CO., Chicago All Kinds of Cut Flowers in Season Wholesale and Retail ELI CROSS 25 Monroe Street Grand Rapids The oth- | suits. | veneer. | The Sligh was the first to bring | so popular, and may prove to be the | The inspiration | has | Hart Brand Canned Goods Packed by W. R. Roach & Co., Hart, Mich. Michigan People Want Michigan Products Seed Buckwheat All cleaned Let us furnish you choice seed Pedy we would like your grain this all Send in your orders for Grain and Feed of all kinds—price and quality will please you. varieties thoroughly re- Grand Rapids Grain & Milling Co. L. Pred Peabody, Mgr. Grand Rapids, Michigans The Diamond Match Company PRICE LIST BIRD’S-EYE. Safety Heads. Protected Tips. 5 size -5 boxes in package, “— ae per Gane 20 aor, lots......... dees as $3.35 Lesser quantities................. .. $3 50 BLACK DIATIOND. 5 size—5 boxesin package, 20 package: Gusé 20 oy, Tefe , Lesser quantities . in case, per BULL’ S-EYE. 1 size—1o boxes in package in 24% gr. case, per case Lesser quantities ...... SWIFT & COURTNE Y. , 30 packages (360 boxes) Mey Mo te 5 size—Black and white heads, double dip, 12 boxes in package, 12 packages (144 boxes) in 5 gross CASC, per Case 20 gr. lots ........ - $3.75 Lesser quantities. $4.00 BARBER’S RED DIAMOND. 2 size —In slide box, 1 doz boxes in package, 144 boxes in 2 2 gr. case, ” case in 20 gr. lots. $1.60 WeCsuer GuAQtEs, 6) sees $1.70 BLACK AND. WHITE. 2 size—1 doz boxes in package, 12 packages in 2 gr Case, per Case i 26 ar. lots... .... oo cans, 1.86 Lesser quantities. eda $196 THE GROCER’: S MATCH. 2 size—Grocers 6 gr. 8 boxes in package, 34 pack- ages in Oprossc ase, per case in 20 gr. lots. $5.00 Lesser quantities. .. $5 25 Grocers 4 1-6 ¢r. "3 box ‘pack: ise, » 100 pac ‘kages in 4 1-6 gr, case, per case in 20 gr. lots...... $3.50 Lesser quantities.. .. $3.65 ANCHOR PARLOR MATCHE Ss. 2 size—In slide box, two gross case in 20 gr. Lesser quantities... 1 doz in package, lots... 144 boxes in .. $1.40 . $1.50 BEST AND CHEAPE sT PARLOR MATCHES. 2 size—In slide box, 1 doz. in package, 144 boxes in aay, Gage, 1 Way ts... ..........,.... $1.60 Lesser quantities ..... sos 06. oe 3 size—In slide box, 1 doz. in n packa ag re, 144 boxes in ‘3 or. Cast, 1 20 or: lotes a i a ee. $2.40 RGasOr GUARIMIEN ace hedia cece cee $2.55 SEARCH-LIGHT PARLOR PATCH. 5 size—In slide box, 1 doz in —_ ige, 12 packages in 5 gr. case, in 2o gr. lots nas . $4.25 Lesser quantities. .. $4.50 UNCLE SAM. 2 size—Parlor Matches, handsome box and package; red, white and blue heads, 3 boxes in flat pack- ages, 100 packages(300 boxes)in 4 1-6 gr, case, per case in 20 gr. lots. eae .. $3.35 Lesser quantities $3.60 SAFETY TATCHES. Light only on box. Red Top Safety —o size -1 doz. boxes in package, 60 packages (720 boxes) in 5 gr. Case, ay) case TO Se a cs os ca .- $2.50 Lesser quantities... ey Aluminum Safety, ‘Aluminum Size—: doz, boxes in packaye, 60 packages(7z0 boxes) in 5 gr. case, per case in 20 > BT TORO och cc cies 1. Lesser quantities ....,,.,. ae - $2.00 36 MICHIGAN TRADESMAN July 7, 1909 TOOK MUCH SPACE. How the Advertising Sceptic Was Cured. Written for the Tradesman. Geo. Marlow, editor and publisher of the Bay State Daily Times, sat in his office gazing at the rain storm raging outside. “Clem,” he called, turning around in his office chair to the main office, “come here.” Clem was the circulator for the Times and in whose ability his em- ployer placed much confidence. The Times boasted of the largest city cir- culation of the two enterprising pa- pers of the town of Troy, but ow- ing to the fact that none of his pre- decessors had made a_ specialty of rural circulation it was somewhat lower than that of its contemporary. “Clem,” said Mr. Marlow, “it won't be very pleasant for you to get out to solicit to-day, so I guess you had better see what you can do on ad- vertising. I see that the new man our contemporary has impior'ted is getting some of our advertising away from us‘and is certainly making good. I saw him talking with Mr. Elliott yesterday, but don’t think that he made much impression on him, as an earthquake could not make him take space in the paper; but you can try him and see.” And suggest- ing a few other names to Clem whom he could call on he turned to his work. Chauncy Leonard came to Troy to fill the position of advertising man for the News. He boasted of vast experience, coupled with an unusual amount of ability, which was duly mentioned in the writeup. His per- sonality also seemed unquestioned, so when Clem was switched over from soliciting to advertising he was up against a hard proposition. However, he determined to show that character goes a long ways in the business world. He first tackled the smaller firms and met with fair success, even regaining some of the lost advertise- ments and secured substantial con- tracts for the next month’s advertis- ing. He next went to Mr. Ellictt, only to find him talking with Leon- ard. Both were busy, so Clem took a place by the stove. Mr. Elliott looked up and seeing Clem greeted him heartily and asked what he could do for him. “When you have finished with Mr. Leonard,” said Clem, “i would like a few moments of your time.” “Just a half a minute,” Mr. Elliott replied. Soon he called to Clem, “We have a sticker here in the line of an example and we have puzzled our heads. See if you can work it?” “Let him try it if he thinks he can do it,” said Chauncy, taking a puff at a cigarette; “it’s too much for mine.” After looking the example over a moment Clem was astonished. Where had the two men been educated when they could not do a simple example like that? he thought. It would have been easy for a school boy. It was completed after a few moments. “Now prove it,” sneered Chauncy. “It is already proven,” asserted Clem, as he proceeded to show them the process. “Well, well, it was funny that we did not tumble to that before,” said Mr. Elliott. “What difference does it make any- way?” replied Cauncy as he lighted another cigarette. “Well, that done with, what did you want to see me about?” asked Mr. Elliott, looking respectfully at the young man in front of him. “If you can spare the time I would like to speak with you in regard to advertising, sir,” replied Clem. “I am serving the Times along that line now, and I thought perhaps you would be willing to take some space in our paper.” “Young man,” returned Mr. Elliott, “it has never been my policy to cry my wares through the local newspa- pers. They are too expensive, for one thing, and then I never get results from them.” “Look here, Mr. Elliott, let me have my say, and I believe you will modify those statements.” “Well, go ahead, to-day is a dull day anyway and I can spare the time,” said the groceryman good nat- uredly. “Then I will begin on that point. Your neighbor over there runs the same kind of business you do, does- n’t he? See those delivery wagons just starting out? They are not empty, either, and if you will notice there are a large number of packages of that brand of coffee that he mention- ed in his advertisement in yesterday’s paper. And I have noticed quite a number of people going in his store since J] have been in here—some- thing that has not occurred in this place. Now, with your location on the best side of the street, and with the equal line of goods you handle those patrons could easily be yours and you would not be having two idle clerks around here Swapping stories.” In the meantime Chauncy had left. “What would I advertise? A gro- cery line is the hardest line to adver- tise, for if you put sugar at one dol- lar for twenty pounds the next day your competitor would be selling it at the same price.” “But wouldn’t that be better than not selling it at all? Dawes, across there, is not quoting his sugar or cof- fee a cent lower than you are, still I'll wager that he is selling all around you to-day, just because he has that ten inch advertisement in the paper.” Here Clem pulled out the last is- sue of the Times and pointed to a neatly written display advertisement. “Now, taking those few points in- to consideration, IT want to ask you for at least that amount of space for one month, and see what the results are.” Mr. Elliott thought a moment. “No,” he said, “as I said before, it is too expensive for one thing and to-day is an off day anyway.” “Here,” spoke up Clem, “here is a proposition I am going to make to you: IT am going to give you a four inch space alongside the reading mat- ter if you will let me use my dis- cretion in wording it in connection with your name, and if you don’t get results I will not bother you again, ELLIOT 0. GROSVENOR| Becker, Mayer & Co. Late State Food Commissioner Advisory Counsel to manufacturers and jobbers whose interests are affected by the Food Laws of any state. Corre- spondence invited. 2321 Majestic Building, Detroit, Mich. Chicago LITTLE FELLOWS’ AND YOUNG MEN’S CLOTHES For Dealers in HIDES AND PELTS Look to Crohon & Roden Co., Ltd. Tanners 37 S. Market St. Grand Rapids, Mich. Ship us your Hides to be made into Robes Prices Satisfactory A Good Investment PEANUT ROASTERS and CORN POPPERS. Great Variety, $8.50 to $350.06 EASY TERMS. Catalog Free. 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. KINGERY MFG. CO.,106-108 E. Pearl St.,Cincinnatl, 0, includes good seller. Our line of hose supporters now the Taylors Form Re- ducer at $2.25 per dozen. Look us over when in need of garters, arm bands and hose sup- porters. We offer some good values to sell at popular prices. It is a Grand Rapids Dry Goods Co. Exclusively Wholesale Grand Rapids, Michigan Department. Goods write for samples. Wholesale Dry Goods White Goods All kinds that belong to a complete White Goods India Linons, Persian Lawns, French Lawns, Organdies, Mulls, Swisses, Nainsooks, Mercer- ized fancies in sheer and medium weight, etc., etc. If you are in the market for any kind of White P. STEKETEE @ SONS During summer months we close Saturday afternoons. Grand Rapids, Mich. July 7, 1909 but it will be at your option wheth- er you will want to try advertising after that time or not.” “You mean to say that you will give me that amount of space for one week free?” he asked. “On the above terms,” said Clem. “Agreed,” said the groceryman. “Ten to one if I get a single call.” “That means forty inches for us then next week alright,” said Clem to himself, as he took his leave. The next issue of the Times came out in due time and a copy came into the hands of Mr. Elliott. He turned curiously to the page where his ad- vertisement was to appear. It was the first thing that caught his eye. There on the local page, in a choice selection of type, were these words: “Ask Elliott, the Grocer, what he is going to do about it.” The next forenoon Clem entered the store to find Mr. Elliott answer- ing the phone. He was saying, “Yes, the quality is fine and we are selling it at twenty pounds for the dollar.” This, Clem inferred, related to the sugar about which they talked the day before. “Yes,” continued the voice into the receiver, “advertising is going to be a regular factor in the business from now on and a mighty important one at that.” “Good morning, Clemens,” was his hearty greeting as he slammed up the phone, “you certainly have woke me up to the usefulness of printers’ ink, for by the way those questions have been coming in all the morning I will have to hire an extra man to take the orders. And now that our spring stock is here, I am going to give you that promised forty inch space for awhile and get the goods before the . public, and if there isn’t a rousing re- vival in my trade from this time on it will be the fault of the Times. I will bring in the copy at noon for to-morrow’s paper, so save me that space. From that time on the name of Elliott was on everyone’s tongue and his store was the local shopping headquarters. Since that time Clem has had his salary raised three times and, what is more in his estimation, he is now the advertising man on the Daily Times. Lawrence Dennis. —_—__2 2 >__ Electricity New “Hired Hand” on the Farm. The little brook goes on forever, and its power can be turned into elec- trical energy and transmitted any distance to the farms or villages. All through the Eastern States the old mill ponds are being repaired and used to generate electrical power. A little farm plant in New York con- sists of a nine inch upright turbine of five horse power, running with a fifteen foot head. The dynamo, which is a four horse power machine, takes care of sixty ordinary lights, drives a milk separator, milks the cows, turns a grindstone, fanning mill or feed grinder, cuts the ensilage, or drives a dozen small machines. It can do the work of three hired men and furnish all the comforts of elec- tric heat and light besides. The to- tal cost is about $300—less than the year’s wages of a hired man. At another farm a small dynamo MICHIGAN TRADESMAN and electrical fixtures were bought at a sale for about $45. The dynamo was installed in the sawmill and the house was wired for electricity. Every night since then this little generator has been producing a continuous cur- rent of electricity, with no further at- tention than occasional oiling, to light the large country home and all the outbuildings. A nearby church is also illuminated, and the streets of the tiny settlement are nightly ablaze with electric lights. The ac- tual cost of this current is practically nothing. Dynamos and turbine paid for themselves over a dozen years ago, In the Great West, where water is scarce, farmers are utilizing their windmills to generate current for light and power. A storage battery is provided to store away enough elec- tricity to last a day of two) im ease the wind fails. Wind and_ water power are combined to fill a_ hy- draulic accumulator, which develops current. In California the sun is harnessed to develop electrical power for farm work. Huge reflectors follow the course of the sun and focus the rays on the boiler. The steam is con- veyed to a small engine which drives the generator. So in South America, Swiss valleys, tea and cotton fields in India, the African veldt, the farm- ers are beginning to use electricity for agricultural purposes. In the United States, out of the 5.577 central stations supplying vil- lages and cities, 4,357 exist in towns of less than 5,000 inhabitants. Tele- phone lines are stretching to nearly every farm all over the country. Things which once were thought ex- travagant luxuries for the wealthy city people are now deemed proper necessities to be enjoyed by all. ——_-2 > Keeping in Touch With Customers. Lack of attention to this impor- tant matter results speedily in a falling off of trade. A busy trades- man does not observe at once that Mr. So-and-So has gone away to the other man, or is dealing at the stores now. But, put upon his guard, he can notice the first sign, and draw back that wandering sheep before he has gone too far. When you see him jump the fence, it’s an easy matter to get him in, but let him be gone a day or so before he’s missed, and you may scour the countryside in vain. Talking with and getting among customers is of the utmost impor- tance. Attend shows, markets, feasts, sales, or other gatherings and be con- spicuous. Keep your store constantly before the customers by means of circular letters, postcards, etc. A word through the post is nearly as good as a word by mouth—but it should be personal and stylish—and show per- sonal interest and up-to-dateness. Do not forget that your opponent is at least just as wide-awake for new cus- tomers as you are yourself. ——-s—o— One day of fret and worry may blight a whole week. ———_.-e———_ The greatest evil is the misuse, or abuse, of good, 37 ee ead GRAND RAPIDS SHOE. Made in Velour, Gun Metal, Kangaroo, Vici Kid and Box Cali, Blutcher or Bal cut. Our trade mark classes them in the highest grade that’s made as to wear and service quality in medium priced Welts. The Pentagon Shoe for Men Most Modern in Style Irreproachable Workmenship ee @ae Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. = sale of A High Cut H. B. HARD PAN Carried in Stock Herold-Bertsch Shoe Co. Makers of the Original H. B. Hard Pans Grand Rapids, Mich. Some Shoe Dealers Are Ambitious Others Hope to Exist and the worst thing about it is that the plod- ding dealer is just the result of conditions into which he happened. The result getter is doing what any sensible man will do, he encourages and pushes the H. B. Hard Pans ‘‘Half Price Because Twice the Wear’ The trade learn to know him and to believe in him and to follow him because he is honest and giving a value for value return for every penny spent in his store for shoes. Facts have a stubborn way of proving them- selves—he is the man that makes the profits. The quicker you write the quicker you'll be- gin making money. Prompt ‘‘H. B. Hard Pan” deliveries from an always ready factory stock. July 7, 1909 MICHIGAN TRADESMAN SOMEWHAT INCONSISTENT. Tariff on Own Products—Free Trade on Others. Written for the Tradesman. The only excuse for this commun- cation on such an old subject as the tariff is the fact that the question seems to be getting away from party lines and business men, whether Dem- ocrats or Republicans, are fighting for or against the tariff, as their con- stituents happen to be interested. Your journal brought up the ques- tion of lumber tariff some time ago and, as nine-tenths of the objections to the tariff on lumber comes from the farming community, I thought the following information, culled from a trade paper, might be of in- terest to your readers. The farmers of Nebraska and other Western States say there should be no tariff on lumber because it is no longer an infant industry, and yet their repre- sentatives, in the interest of the farm- ers, have secured the present tariff in the Payne bill on their infant indus- tries. murs oe bead... $30.06 Megs; oct head... 1.50 puero per bead... 1 orm, per bushel ..........._. 15 Poultry, per pound ......... 03 to .05 Becen, err ooand gs 05 Cows, per cent. ad valorem .. 274 een, oer bushel 25 may per ton... 4.00 And on the floor of the House, the comment made on this tariff by the Western Congressman was as fol- lows: “Mules. Great Lord, noboay wih contend that the raising of mules is an infant industry. [Great laughter. ] People have been engaged in raising mules since and before Balaam rode through Jerusalem on_ his historic charger of that particular breed. “Corn, protected by a tariff of 15 cents per bushel. The raising of corn is not an “infant industry.” People have been raising corn ever since Joseph went down into Egypt and cornered the corn crop in the days when there was no Sherman anti- trust law to stay his hand or inter- fere with his enterprise. To show that the farmers’ conten- tion that the raise in values is all in favor of the lumberman, the following table will disprove: Advanced— From— To— Rise, Per M. Per M. % Yellow pine ....... $8.48 $15.02 77 gr 10.91 18.12 66 Cypress 5 3. 13.32: 23.04 64 Redwood .......... 10.12 16:64 64 Degeas Gr... .... 8.67 14.20 64 rear (403 24,21 73 Values of farm produce and stock at the farm. [Yearbook, Agricultural Department, 1907. ] AViteat .. 2... $0619 $ 0874 41.1 a ee aay 516 44.5 Onte 258 443 71.6 pay. 8.89 11.08 313 diorses ...:.. 44.61 93-51 100.4 memes 22: 7c: 53.55 112.16 109.2 Hoes... ...:. 5.00 702 52.4 SHEED .......: 2.93 284° 31 Potatoes ..... 431 717. 431 On ....... 0724 104 43.6 OPENPR When you take into consideration the fact that our forestry laws are not yet effective, the raise in values in lumber, as compared with the raise in values of farm products, is hardly a fair one, because, in addition to the increased consumption, which accounts for the raise in both values, the raise in lumber must take into consideration the fact that it can not be replaced like wheat, corn, horses, etc. If lumber was put on the free list, the farmer would have the fol- lowing advantage in the way of tariff protection over the lumberman, as per the present Payne bill: What farmer sells to saw mill man: Horses and mules ....__ $30 per head ee 27% per cent. Ome $1.50 per head Presh beef... 1% cents per pound Bacon and hams ..4 cents per pound Poultry 0. 3 to 5 cents per pound or 25 per cent. Wheat 2.000) | 25 cents per bushel Cor oo I5 cents per bushel (Osteo 15 cents per bushel Oe $4 per ton Potatoes ......_.. 25 cents per bushe: Baler... 6 cents per pound HOPG. 5 cents per dozen Onions... 40 cents per bushel APPICS 6.2 25 cents per bushel Cieese 6 cents per pound | Honey Dae 20 cents per gallon (Wool ...... 3 to 36 cents per pound Sabbares 2 cents each While farmers and farming com- {munities talk a great deal about what {the benefit free-trade in stuff they use would be, they take good care that everything they raise is protected by a tariff. The writer believes in the principle of protection. Whereve1 tried, it has brought prosperity, and he is perfectly willing that the farm. er should have a protective tariff on the stuff he raises, but he can not un- derstand the unfairness of his atti- tude in demanding a tariff for his Own products and free trade for the products of others. C. C. Follmer. i Remark That Better Be Left Un- said. Written for the Tradesman. While stopping at the Lake Orion Hotel last summer I was amused in overhearing a conversation between a Detroit couple and the landlady. The latter named worthy was striving to entertain her guests by introducing some of the well-known people from the neighboring small towns stopping at her place. The landlady stepped away for a few minutes and I heard the Detroit lady exclaim: “George! Did you see that beauti- ful horse and trap driven by that young man?” “Yes,” her husband responded, “that was a Mr. Cribbins, a-merchant over here at the little burg of Sum- mit.” His wife dilated upon what a fine looking couple occupied the rig and praised the beauty of the outfit, when the Detroiter rather roughly broke in with, “Oh, well, dearest, all these small town folk can do for enjoy- ment is to congregate out in some such dump as this.” I knew by the twinkle in the eye of a gentleman across from me that he, too, had heard the priggish re- mark and was greatly amused by it. So I was not surprised when the very plainly dressed gentleman’s sim- ple outfit was driven up to see him lean over and say to his wife, plainly heard by all observers: ‘“Well, come on, mother, it’s time for us to be going as we have all the cows to milk when we get home.” I could hardly wait to hear the Detroiter drawl out an enquiry as to whom the pair were. It was as if he had received an electric shock when he heard the reply: “Why, that’s Mr. Shadd, the banker over at Oxford, and wife. Owns more land than anyone else in two counties.” And then the Detroiter remember- ed the name—that of the banker who held the mortgage on his building and also on his home. James B. Haskins. —— 2-2. __ A Literary Evening. As Jones wended his uncertain way homeward he pondered ways of con- cealing his condition from his wife. “Tl go home and read,” he decided. “Whoever heard of a drunken man reading a book?” Later Mrs. Jones heard a noise in the library. “What in the world are you doing in there?” she asked. “Reading, my dear,” Jones replied cheerfully. “You old idiot’? she éaid scorn- fully, as she looked in at the library door, “shut up that valise and come to bed.” VOIGT’'S The Grocer And the Clerk Every grocer can become a better grocer by carefully studying the qualities of his goods and the wants of his customers. Every clerk can become a better clerk by knowing ‘if’? and ‘‘why’’ certain brands are better. A careful watching of how people ask and how often they ask for ‘‘Crescent’’ flour will convince you that it’s well worth knowing about, and well worth recommending to any housewife who asks you ““Which is your best flour?’’ VOIGT MILLING CO. Grand Rapids, Mich. CRESCENT WoRrRDEN Grocer ComPANyY The Prompt Shippers Grand Rapids, Mich. Hot Time Candy Nut Butter Puffs Made only by _ PUTNAM FACTORY, National Candy Co. GRAND RAPIDS, MICH. July 7, 1909 MICHIGAN TRADESMAN The Money Market a Little Less Stagnant. The bank statements were called about three weeks earlier than usual, and came only two months after the last previous statements. So brief a period is not sufficient to make much difference, and may be noted can hardly have much significance. The comparisons with Feb. 5, four months, or Nov. 27, seven months back, would be more interest- ing as showing business tendencies. such differences as The loans and discounts aggregate $16,713,163.75, compared with $16,- 524,324.82 April 28 and $16,124,205.93, the statement of Feb. 5, which was the low notch. The upward tendency since then will be noted. The stocks, bonds and mortgages total $7,423,981.91 against $7,325, 497.17 on April 28 and $6,856,353.12 Heb, 5. Uhe increase is with the savings banks and probably repre- sents in some degree an increase in the volume of real estate loans. The commercial deposits, including the savings accounts in the National banks, aggregate $9,551,535.43, against $9,907,660.93 on April 28 and $10,- 018,538.36. This shrinkage is no doubt due to greater activity in busi- ness circles. Business men and man- ufacturers are putting their money to work istead of carrying such large balances in the bank. The certificates and savings amount to $13,468,304.99, against $13,404,544.55 On April 25: $12,820,531.21 on Heb, 5 and $12,477,778.98 a year ago. The total has gone up more than a million dollars in a year. The bank deposits are $2,583,930.64, a little less than two months ago, but no more than the usual fluctua- tions. The total deposits are $25,371,035.34, against $26,340,698.17 on April 28, $25,665,803.81 on Feb. 5 and $24,604,- 257.54 a year ago. All but two of the banks, the City Trust and Savings and the South Grand Rapids, partici- pate in this shrinkage, in amounts ranging from $9,000 to $500,000. It can be accounted for partly by the withdrawal of money to put into busi- ness and partly to the withdrawal of public funds. The State has reduced its balances in Grand Rapids very materially in the last two months, needing it for State purposes. The city has also reduced its balance in the payment of current bills and in its dealing with the sinking fund. Since Feb. 5 the Government deposits have shrunk nearly $100,000, and now stand at $180,000, including the deposit of the United States disbursing offices. This statement is the first to show the amounts carried in the Grand Rapids banks to the credit of the State of Michigan. The report shows these deposits: Grand Rapids Savings ...... $15,000 Kent State ....... Pode. 6. 20,000 Commercial Savings ..-..---:. 10,000 Peoples) Sayings) .2..2.-...).. 15,000 $60,000 This can not be regarded as a very big account, but the State just now is not too well off for ready money. any In the statements of Feb. 5 all the National banks made returns show- ing their savings deposits. For the statement of April 28 all but one of the National made a item of their savings deposits. banks separate This time only one of the banks separates this account, the bunching their savings with their deposits sub- ject to check, following the old plan. Apparently the Government has given up the idea of counts. others the ac- There may have been no very good reason for calling for this item, but it at least added something to the interest in the statements. 22 A Contagious Idea. Imitation may be a nuisance rather than a form of flattery. of an incident in separating A writer tells a ‘bank which is as amusing as it is probable. The teller was asked by a woman for a new en- velope for her bankbook. It was passed out, and the lady behind, not- ing that her own envelope was a trifle dingy, also asked for a fresh one, The third woman said, “Me, or words to £00,” that effect, and so it went down the line. When the tell- er’s patience and his stock of enve- lopes threatened to give out, he de- termined to call a halt. A fastidiously dressed lady appear- ed at the window, holding out a perfectly gloved hand. “T should like one, too, please,” she said. “One teller. The lady flushed and began to look comical. “Why,” she stammered, other ladies had.” ———__22»__ Tongue Twisting. A London paper recently offered a series of prizes for the best “tongue what, madam?” asked the “what the twisting” sentence. The _ prize-win- ning contributions are: The bleak breeze blighted the bright broom blossoms. Two toads totally tired tried to trot tc Tedbury. i Strict, Stephen Stringer snared slickly six sickly silky snakes. Susan shineth shoes and socks; socks and shoes shines Susan. She ceaseth shining shoes and socks, and socks shock Susan. A haddock, a haddock, a black spot- ted haddock; a black spot on the black back of a black spotted had- dock. Oliver Oglethorp ogled an owl and an oyster. Did Oliver Oglethorp ogle an owl and an oyster? If Oliver Ogle- thorp ogled an owl and an oyster, where are the owl and the oyster Oliver Oglethorp ogled? strong for shoes —_——__2 2-2 -___ Rural Philosophy. “Ezry,” said Parmer Hay, 1 see that since ye have come back from college ye wear yer hair spliced right down the middle. Now, hyur’s all I have to say: If ye expect ter feed out o’ my trough ye got to let your mane fall on one side.” so Don’t let others interfere with your own prerogative of choice, you know yourself best and what you are capa- ble of doing. Fans Nothing day than is this trv is more appreciated on a hot a substantial fan. Especially le of country customers who come to town without providing them- selves wi comfort. goods in th this necessary adjunct to We have a large line of these fancy shapes and unique de- signs, which we furnish printed and handled as follows: 100 200 300 400 500 1000 We can notice, if 00 50 As 00 00 - ~ - 1) OO fill your order on five hours’ necessary, but don’t ask us to § 3 4 5 7 8 fill an order on such short notice if you can avoid it. Cradesman Zompany Grand Rapids, Mich. MICHIGAN TRADESMAN July 7, 1909 LOCAL OPTION. Fifteen Months’ Experience By a Birmingham Druggist.* Mr. Chairman, Members of State Pharmaceutical Association: Our honorable Secretary has re- quested me to give my _ experience, with fifteen months of local option. The interest a person has in any subject is due to many conditions, such as location, one’s profession, social surroundings, etc., yet under the same conditions we arrive at dit- ferent conclusions, for it is natural for everyone to view a subject from his experience. I doubt if any two druggists in the same town or city and apparently under like conditions have the same experience in regard to local option. [ am located in Birmingham, a town of 1,500 inhabitants, situated in Oakland county, eighteen miles north of Detroit. We have electric car ser- vice to Detroit every half hour and in 30 minutes can reach the road houses out Woodward avenue, where liquor is sold. East of us six miles is Macomb county, which is a wet county. In April, 1908, we were confronted with the question, Wet or Dry? and as you know Oakland county went dry by a small majority. Local option, of course, brought the druggists under different laws in re- gard to the handling of liquors. Un- der former conditions we were re- quired to keep a list of sales which were subject to the inspection oy authorized officials. Now we must send to the Prosecuting Attorney each Monday morning our list of sales, which are then open to public inspection. This privilege is abused by temperance cranks who make pub- lic use of a matter which does not concern them. Many say where local option is in force the druggists sell as much liquor as the saloons used to. This is not the case, but I do say as much liquor if not more is used where local option is in effect. I have not sold as much liquor un- der the local option laws as I did be- fore, neither have I had the call for it. There were those who kept liquor in the house who needed it for cases of emergency, for the use of old peo- ple or for those who through years of using it found it necessary. To some of these who bought in sealea packages or in small quantities, I am frank to say, I sold, using, as my records will show, much caution. These procure the liquor as before, but go.to Detroit for it, and with that trade goes also other trade which formerly fell to the drug store. Why do they go elsewhere? Because they do not wish their names sent to the Prosecuting Attorney to be made use of by the public. Another class of people who wish liquor as a beverage zo to the near roadhouses and there they spend more money than formerly spent inj the home-town- saloon. The condi- tions under which they drink are worse than any saloon ever run in *Paper read at annual convention Michigan State Pharmaceutical Association by James W. Cobb. ~ Birmingham. They spend more mon- ey and get into worse company than they did under the old conditions Those who can not go during the week send by their friends. I know of hay drawers who daily distribute liquor through the country on their return from Detroit. Then, again, if you will take the trouble to go to the city markets you will be surprised to see the number of jugs of whisky and cases of beer delivered there to the farmers to be distributed along the route home. For the sale of all this liquor, who gets the credit? The druggist, of course, for there are no saloons. Where else could a man get liquor? The late cars from Detroit are fre- quently unsafe for ladies to travel on, without escort, unless they risk the liability of insult from the drunken men returning from the city. This class of people also buy clothing, drugs, etc., in the city. This often being a pretext for the trip being made to the city. East of us is a large farming sec- tion which formerly brought us con- siderable trade, they are good reliable people, mostly Irish and German. They are not drunkards by any means, but are used to their glass of beer. Many of these now go to the towns in Macomb county where they can procure their groceries, drugs, etc., and also their glass of beer. Theri about every 60 days come, the man from Chicago, Cincinnati or Toledo with his order book and then the freight officers and express com- panies do a land office business .for a few days. About a year ago a gentleman from Chicago called on me. He showed me his order book and in it I saw orders for $780 worth o: whisky and wine and this was one day’s orders. A few days later some one is drunk. Who gets the prame: The druggist, of course. Early in the days of local option I started to pay the boys a cent apiece for clean whisky bottles, but I should soon have gone into bankruptcy had I continued. I now know of several boys who each have two or three hundred bottles saved to sell to the ragmen, so as to get money to prop erly celebrate the glorious fourth. Do the boys finish the contents of the bottles they find? Perhaps. The Dickinson law, I understand, brings the druggist under some red tape in local option counties. It is my opinion that it would be better for the druggists in local option counties if on Aug. 31, when this law goes into effect, they discontinue the sale of liquor. Then we would not be blamed for what another man does. I do not exempt all drugzists from blame. Some are running places worse than saloons, because they are runing saloons under a false name. They are dishonoring the profession and should not be upheld by a fellow druggist. Are we at fault in other ways? Do we take sufficient inter- est in the laws made to govern our profession? It is very easy for any- one to start a drug store? Should not the condition for running a drug store be more strict? Then the drug- |}gists who are really professional men could bring our profession up to a higher standard and better regulate legislation which will effect us. But in numbers there is strength and for such an undertaking no unit short of a state is large enough. A county is much too small a unit to make laws in regard to the liquor question which are effective. That is where local op- tion fails. Let the state or, better still, the Federal Government take hold of the liquor question and it will be han- dled with some results for when Un- cle Sam speaks all listen. —_———__o2o_____ Stopping a Leak. Some merchants made all the mon- ey they have by saving it. Other merchants made all the money they have by making it faster than they could spend it. Throughout the United States this latter class the richer. If you would ask why, it will pay you well to study out the answer for yourself. is “Save the pennies and the dollars will take care of themselves,” has be- come a very popular quotation, but from a moneymaking standpoint we doubt its value. It seems, nowa- days, that stores who get there the fastest “grab on to the dollars and let the other fellow have the pen- nies.” Too much “saving” ability is likely to cause the “saver” to get “saving” mixed up with investment. Conse- quently when he has an opportunity to make an investment which would make him more money he “saves” and doesn’t make the investment. There are hundreds of instances in store life—and many in your store life— where this truth will apply. Be saving? “saving.” Certainly, but not too Some merchants save the string and paper that come around packages from the wholesale house, and use them again in wrapping packages for their customers. They save all the pasteboard boxes to make price tick- ets of. They save the envelopes from cor- respondents for the cashier to do his figuring on. The boy who pulls the nails from incoming dry goods cases, hammers them out straight and puts them in a box for future use—the boy’s wag- es come to more than the value of the nails, but that cuts no ice. They must be “saved.” As a rule the store whose proprie- tor has this saving bug looks cheap and ratty all the way through from the show window to the alley. It can’t help looking that way. And the store that looks that way is bound to lose business. Our friends who have this saving bug like to refer to it as “stopping the leak.” It is all right to stop a leak, but it’s not all right to use a champagne plug to stop a rain-water leak. His Little Scheme. The Bachelor—I’m going to move into a furnished flat. The Benedict—Do you think you will like it? The Bachelor—Oh, not necessarily; but it will enable me to get used to doing without a home. -_—-_2.2- > ____ Recollect you can’t go down with- out dragging some one else with you. It may be a little out of your way to Hotel Livingston Grand Rapids but we went a little out of our way to make our Sun- day dinners the meals “‘par excellence.’’ Hotel Cody Grand Rapids, Mich. W. P. COX, Mgr. Many improvements have been made in this popular hotel. Hot and cold water have been put in all the rooms. Twenty new rooms have been added, many with private bath. The lobby has been enlarged and beautified, and the dining room moved to the ground floor. The rates remain the same—$2.00, #2.50 and $300. American plan. All meals 50e. 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 DUDLEY E WATERS, Pres, CHAS. E. HAZELTINE, V. Pres, JOHN E. PEOK, V. Pres. Chas. S. Hazeltine Wm. G. Herpolsheimer We Make a Specialty of Accounts of Banks and Bankers The Grand Rapids National Bank Corner Monroe and Ottawa Sts. DIRECTORS Chas. H. Bender Geo. H. Long Chas. R. Sligh Melvin J. Clark John Mowat Justus S. Stearns Samuel S. Corl J. B. Pantlind Dudley E. Waters Claude Hamilton John E. Peck Wm. Widdicomb Chas. A. Phelps We Solicit Accounts of Banks and Individuals F. M DAVIS, Cashier JOHN L. BENJAMIN, Asst. Cashier A. T. SLAGHT, Asst. Cashier Wm. S. Winegar July 7, 1909 MICHIGAN TRADESMAN 41 Movements of Working Gideons. Detroit, July 6—John Parker, of Richmond, called on customers at Harrison, Clare and Midland week, Frank Vernon was week, collecting and with his family will enjoy the fresh air of Bay View. They opened uz their cottage last week. Wheaton Smith conducted services in Kercheval M. E. church, morning and evening, last Sunday. Sunday morning, July 18, the Detroit Gideons will conduct a Bible fund service in this church. Jacob J. Kinsey has just completed a new Michigan Gideon Record Book which shows twenty-two who holding funds belonging to National headquarters. Every member should notify the National office at once their desire to subscribe for the Gideon. Lansing and Detroit camps have responded to the expense call to send our State Chaplain and Field Secre- last at Clare last insuring. He are tary, Samuel P. Todd, to the Con. Con. and National convention, and the cash is now in the hands of the State Treasurer. During the coming week it is expected all camps will be heard from. The Griswold House service was led by W. D. Van Schaack, with his wife. There were twenty-five present and among these Mr. Jordon, of Bos- ton; Alfred Sieby, who has for some months been unable to attend our meetings on account of lung trouble and general poor health; Mr. and Mrs. M. E. White; Mrs. Williams; Mr. Mitchel; the writer and his wife and daughter; Arlington Smith; Chas. M. Smith and guests of the house. The fifth chapter of Galatians read, and the subject taken up was the “Two Influences.” AS every te newed soul loves to enjoy spiritual and heavenly objects, so the unrenew- ed part, or the flesh, lusts after the things which it is naturally conver- sent with, and from which it derives its happiness. This is the Christian conflict, hence the necessity of watc™ fulness. Every renewed man or wom- an finds a struggle between the old and the new nature, between the re- minders of sin and the beginning oO» grace, and in this conflict we should was walk under the guidance and_ influ- ence of the Holy Spirit. Aaron B. Gates. ——_> oe -» —__ Resolutions of Respect. At a meeting of Grand Rapids Council, No. 131, United Commercial Travelers, held at the council rooms July 3, the following resolutions were unanimously adopted: Whereas—Almighty God, the Su- preme Councelor of the Universe,- in His wisdom has seen fit to take from our midst our much beloved friend and brother, Henry Snitseler; be it Resolved—That we extend as a Council and as individuals to his be- loved wife and daughters our sincere sympathy in this their hour of great bereavement. His life was an open book. His cheery smile and warm hand clasp was a token of the honest heart that beat within his manly breast. A good rame is to be more desired than great riches and he has left a monument that will stand long after earthly things have been for- gotten. Those who knew him best loved him most and the world is richer by his having lived. He was a loving husband, a kind father, a good neighbor, exemplifying to the highest degree the teachings of our order. In his death we have lost a friend brother whose memory will ever be held sacred by us. Be it further : and Resolved—That a copy of these res- olutions be sent to his sorrowing family and to the Michigan Trades- man and a copy be spread upon our minutes. William B. Holden, Jno. G. Kolb, Wilbur S. Burns. Sa ne Twenty-Four Out of One Hundred and Eight. Grand Rapids, July 6—The Michi- gan Board of Pharmacy held an ex- amination at Star Island June 14 to 17. There were 108 applicants, seven- ty-seven for registered twenty-one for registered list of pharmacists and drug- gists. Following is a those who passed: Registered pharmacists: A. U. Axelson, Hanccck. J. M. Breyer, Detroit. Ben Burkhead, Traverse City. C. G Cramer, Sacinaw. T. F. Cronkite, Breckenridge. Cc EB. Curley, Bay City. R, BH. Curtiss, Detroit Al iL Grin, Detroit. B. EF. Harttord, Marion. C. M. Monour, Detroit. C. J. Renkes, Battle Creek. OF. — Sauch, lansing. Jos. Durand, Detroit. Chnton Horn, Grawn. W. A. Kaminski, Detroit. EF. W. Worth. Detroit. ©. &. Willams, Detroit: Registered druggists: jo Re Burt, Ada. F. Goetz, Forestville. G. F. Gratton, Detroit. R. Hams, Grand Rapids. W. J: Moore, Port Huron. H. E. Mudge, Detroit H. VanNorman, Detroit. The next examination will be held at Sault Ste. Marie, Aug. 17, 18 and 19. John D. Muir, Sec y. A A =P Annual Picnic of Muskegon Grocers and Butchers. Muskegon, July 6—According ~ to custom we will hold our annual pic- nic on Wednesday, Sept. I, at Lake Michigan Park, that beautiful sum- mer resort, and all grocers and butch- ers of this city will close their doors and go to one of Nature’s beauty spots for a day’s outing. They will throw away all cares and troubles and enjoy the ball games, racing, jumping, tugs-of-war and oth- er athletic sports and events too nu- merous to mention. business We will have 1,000 watermelons to give away. Last year we had a_ prominent young grocer get married on the grounds as one of the interesting events of the big picnic. This year we expect the same kind of a wed- ding—only that this year we will give as a grand prize to the young couple a $500 piano. This couple will come from some sister city. This year we are inviting all of the nearby cities to come, bring their baskets and enjoy a day’s outing with us. We expect not less than 30,000 people on the grounds. If this should interest you and if you would like to advertise anything that you have for sale you can get our permission to erect a booth, give away samples or demonstrate, with- out cost, or if you wish you can send to us your samples or souvenirs and we will distribute them free of cost to you. Remember, we have have the repu- tation of giving the largest and best picnics in Western Michigan, but this year we will give excursions on all roads entering the city, which will certainly draw from a class that will not only be interested in your goods but will give you a splendid chance to get in touch with them. We sell nothing on the grounds, but just have a good picnic, where everybody is invited to come, bring their baskets and have a grand good A. R. Bliss, Chairman Picnic Department. oe New Officers in Harness. Kalamazoo, July 6—At the annual the Kalamazoo Retail Grocers Association the following of- ficers were elected: President—A. W. Walsh. Vice-President—William dyk. Secretary—lrank H. Priddy. Treasurer—Frank Toonder. The annual picnic of the grocers and butchers of the city will take place either August 8 or 10, and a committee of three was named to make arrangements for the event. After the meeting those present be came the guests of the retiring Presi- dent, Walter C. Hipp. At the meet- ing to be held next Thursday, Henry the retiring Secretary, the at his time. meeting of H. Moer- yj. Schabere, will entertain home. members oo Butter, Sggs, Poultry, Beans and Po- ; tatoes at Buffalo. Buffalo, June 30—Creamery, fresh, 24@26c; dairy, fresh, 18@22c; poor tc common, 16@18c. Eggs—Strictly fresh, 21@22c. Live Poultry — Fowls, 1I4@I5c; ducks, 12@1t4c; geese, toc; old cox, toc; broilers, 20@25c; turkeys, 12@ 4c. Dressed Poultry—Fowls, old ‘cox, 11@i2c. Beans—New Marrow, hand-picked, $2.90@3: medium hand-picked, $2.80; pea, hand-picked, $2.80@2.85; red kid- ney, hand-picked, $2.25@2.40; white kidney, hand-picked, $2.50@2.65. Potatoes—Old, 40@s5co per bu.; new, $2.50 per bbl. Rea & Witzi. 14@15¢; ———— a Nebraska has just paid the last out- standing warrant against the general fund and for the first time in its his- tory is free from debt. Like most other Western states in their early days, Nebraska incurred a heavy in- debtedness for the construction of public buildings and other improve- ments, for which bonds at high inter- wiped out and the state will issue temporary warrants to the extent of $4,000,000 to meet legislative appro- priations planning for their retire- ment on the receipt of taxes and oth- er state income. These will draw six per cent. interest and will be a popu- lar investment among the prosperous the state. If Nebraska continues the economy and thrift by which the big debt has been cancelled, it will. soon establish a surplus that farmers of may make the temporary loans un- necessary. 2-2 - An Evart correspondent’ writes: Fred McLachlan, who served ap- prenticeship with Davy & Company and afterwards traveled for a Detroit wholesale house, and for the past six months in the employ of Carson, Pirie, Scott & Co., of Chicago, as their Northwest Iowa representative, is enjoying a few days vacation with his friends here. Fred is much pleas- ed with the Western country. oe A Hancock correspondent writes Jay Pearce, one of Han- as follows: cock’s popular knight of the grip, has tendered his Ed. M. Lieblein & Co. and has taken a place on the selling staff of the local branch f Stone, Ordean, Wells Co. Mr- Pearce upon his new duties July 1. a maker of business and friends. —__2__ resignation to { entered He is a capable salesman and It is all right to look out for num- ber one provided it is not at the ex- pense of number two. ——.——>————_—— If this seems to be a heartless age the only thing to do is to put your own heart into it. a Nowadays most of a brave man’s adventures take place in his pocket- book. The NORTHERN NAVIGATION CO. OF ONTARIO LIMITED GRAND TRUNK ROUTE Tours of the Great Lakes and Georgian Bay For S. S. Marie, Port Arthur, Fort William and Duluth. Sieamers leave Sarnia 3:30 p. m. May to, 22, 29, 31, June 5, 9,12, 15. Sailings. May to, 31, June 5 and 12 through to Duluth. Summer Service commencing June 19. Sailings every Monday, Wednesday and Saturday. A Fresh Water Sea Voyage 1500 Miles of Lake Travel “THAT GEORGIAN BAY TRIP”’’ includes Mackinac Island, S. S. Marie and the 30,000 Islands. For S. S. Marie and way ports steamers leave Collingwood Wednesdays and Saturdays at 1,30 p.m. Summer service commencing July 1. Steamers leave Collingwood Tuesdays and Fridays at 6:00 p. m., Thursdays and Saturdays 1:30 p. m., going through to Mackinac. No Better Steamers No Better Service No Better Camping Tickets and information from all rail- way agents, or address Cc. H. Nicholson, est were issued. These are now alr Traffic Mgr., Sarnia, Ont. ee EU om ARAN ape cone ppg isup wine ttasi eS ls ANAL Soa. Sa AAR RTRs MARR AeA 9c” nade a te a NN SSSR NE ERT MICHIGAN TRADESMAN July 7, 1909 Sas ¢ if — awh} Ns U DRUGGISTS SUNDRIES es 4, oe, —— - ~= ol wn) IVY, \ Michigan Board of Pharmacy. President—W. E. Collins, Owosso. Secretary—John D. Muir, Grand Rapids. Treasurer—W. A. Dohany, Detroit. Other Members—Edw. J. Rodgers, Port Huron, and John J. Campbell, Pigeon. Michigan State Poeraneeitien) Associa- Stone aw. , Rolece., Port Hur- O itiest Vice-President—J. E. Way, Jack- son. Second Vice-President—W. R. Hall, Manistee. Third Vice-President—M. M. Miller, Milan. Secretary—R. E. Calkins, Ann Arbor. Treasurer—Willis Le eisenring, Pontiac. —- Good and Bad Features of the Drug Business.* After learning that I was expected to prepare this report I wrote a num- ber of my friends, hoping to find out if I could the conditions existing in their several localities as to trade and the cut-rate conditions, and whether or not they considered trade in gen- eral as good as it should be. In some instances I find the reports very flat- tering; in others not so good. How- ever, it is difficult to get a very clear estimate of the conditions existing throughout the different sections of the State unless it is possible to get the opinion of the druggists in va- rious parts. But to speak in a gen- eral way I think you will all agree | with me that things are pretty good if we hustle and do the best we can for ourselves, always keeping in mind that our neighbor is not the worst fellow, but one whose good ideas might be of great interest to us should we really get to know him. I find in looking into the conditions of trade throughout the State that there are fewer failures in the drug and hardware business than in any other lines; this is easily accounted for in the first instance as being due to the fact that every druggist gives to his business such careful atten- tion. But in the hardware line it must be due to the fact that the prof- its are so large that failure is im- possible. Since I have been thinking of this report there is one thing which has been running through my mind which, while it is not exactly along the line of a report, is a thing, I believe, we all need, and that is a stronger State organization, enabling us when we want anything in the way of legislation to get it. As it now is, were we to ask anything from the Legislature which might be of help to the drug- gist, the legislators would laugh at us and very likely say we asked it only from a selfish standpoint. On the other hand, let the doctors ask for the passage of any bill which will *Annual report of the Committee on Trade Interest presented at annual meeting Michigan State Pharmaceutica) Association. help them and note the difference. The reason for this is that the doc- tors are a combined organization which the lawmakers of the country must recognize. Take, for instance, the last bill which has been passed regarding the sale of liquors in local option tounties. By this bill the drug- gist is responsible, not only for his own mistakes but for those of his em- ployes, in selling liquor, even al- though he does so in perfect good faith and the person falsifies in order to obtain the goods. If, in any other line of business, a person. obtains goods under false pretenses, he has to suffer the consequences, but here the poor druggist has to stand the whole burden, and if he chances to step aside or make an error there is no way out of it. I ask you, brother druggists, is this right? You will al agree with me in saying it is not. Now, if we had an organization sufficiently strong, our lawmakers would not dare legislate against one body in favor of another. I do not want you to think I am not in favor of local option law or that I want li- quors sold as they were in wet counties. I do not. I simply want things on an equal basis, making every man responsible for his own acts. Regarding the condition of busi- ness in the local option counties, I can say I am doing business in one of these counties and the cash busi- ness is at least 25 per cent. better than it was before. We now have people on our books who formerly jcould not get trusted for one penny, ‘but who are now good, respectable icitizens. Local option is one of the best things that could happen, but the ‘laws which govern it are not right and the remedy can only be brought about through the combined efforts of the druggists throughout the State. Another thing which affects. the drug trade a good deal, especially in the southern part of the State, is the fact that the doctors dispense the greater part of their medicines and are forcing the druggists into han- dling a general line of goods; in fact, in the smaller towns he has to de- pend on the sale of side lines to make a living. In the cities these condi- tions are probably not so bad. Again, since the crusade waged against pro- prietary medicines, this branch of the business has suffered greatly, as it is difficult to disabuse people’s minds of the idea that these preparations them. I do not think the druggists as a whole co-operate with the manufac- contain drugs which are hurtful to|; turers of the various patent medi- cines as they should. Who made it possible for us to have the call for grip tablets which we have had? It was Grove. Who made it possible for us to have the call for any of the standard remedies? It is the origin- ator of the medicine, the man who has launched it on the market and spent thousands of dollars in adver- tising it, thus creating a demand—a demand which, too often, we supply with goods of our own manufacture. But is this the right thing to do? I say not, but we all do it. It is nota criminal offense and we do it be- cause we can make more money, but it is not exactly the square thing. Another point which it might be well to touch on, although not in the line of a report, is a thing of much value to the man in business, and that is the advertising which the average merchant is doing to bring business to his store—business from the outlying community which per- haps goes to some other town or to the mail order houses of the city. Few of us realize the large amounts of money going out of our towns to these same mail ofder houses for goods which could be as well purchas- ed at home and at no greater ex- pense. We started a campaign along this line, recording the sales which could be directly attributed to this and in one week they amounted to over fifty dollars. We then tried it out on wall paper so successfully that we have since used it on various lines of goods. In wall paper we mailed to each of our customers on the rural routes a small sample book of wall papers, en- closing with each book a card calling attention to the fact that for all cash sales on wall paper we would allow an extra discount of 5 per cent. It is needless to say they came in to see what we were offering besides ples. sam- Anothr fact which ought to be em- phasized is the importance of active focal associations and co-operative energy, especially in local option counties; promoting not only good fellowship but a better knowledge of drug conditions in our several local- ities, and affording protection against the malicious assaults of our enemies. And, finally, an ideal state of things would be a N. A. R. D. man in every drug store in the State of Michigan, yes, in the United States. Think of th good that could be accomplished; the public would soon come to respect the organization and recognize it as a powerful factor in the business world. We have one type of druggist, the satisfied man who does not feel the need of organization. He has lived long in his own community, has built up a fine business which pays him well; above reproach, he is perfectly content with his lot, so why disturb the even tenor of his life by attending State meetings. Is he not a penny wise and pound fool- his reputation is ish? If he has made so much of a success by his own’ efforts what greater heights could he have achiev- ed by becoming a member of our State Association and imbibing the new and enthusiastic ideas which em- anate from such a large gathering? If these same successful ones would only lend us a little of their time and influence how much good it would do us all and what a help it would be to the organization as a whole. In looking into the faces before me I see none of the class of fellows just spoken of. If you were, you would not be here. In conclusion, it would be well to dwell for a moment on the matter of educating the people in our employ in the art of salesmanship. We all have good men, but do they know how to handle customers? A few do, I will admit. It pays to have friendly talks with your help, and if it is done in the right way they will not only thank you for it, but will work hard- er for your interests. Why do the large firms call in their forces and hold schools of instruction along the art of selling goods? It is to com- pare ideas and to get better acquaint- ed with the goods they are selling. Theer are many things I could touch upon, but it seems that a general dis- cussion along the line of trade inter- ests in the State will now be in or- der to bring about a clearer idea of the existing conditions, EY I 4 It’s no use talking about the peace of God if your life is a provocation to your neighbors. ——_—_~> > Gifts to God can never make up for thefts from men. BUICKS LEAD CARS $1,000 AND UP BUICK MOTOR COMPANY Louis and Ottawa Sts. Grand Rapids Branch 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. 7 Accuracy KS PROFIT "7 CONTENTMENT KWe make four grades of book: in the different oo SampLes’> ON INQUIRY MPANY, TRADESMA! N CON MICH July 7, 1909 MICHIGAN TRADESMAN 43 Acidum Aceticum ....... se Benzoicum, Ger.. 70 Boracie = ......... g Carbolicum ...... 16 Citricum ......; - 48@ Hy@drochlor ..... 3@ Nitrocum ....... 8@ Oxalicum ....... 14@ Phosphorium, dil. @ Salicylicum ..... 44@ Sulphuricum 1%*@ Tannicum ....... 15b@ Tartaricum ..... 38@ Ammonia Aqua, 18 deg. ... 4@ Aqua, 20 deg. 6@ Carbonas ....... ie Chioridum ...... 12 Aniline BIGCK ..0..0..056 2 00@2 Frown .......--. 80@1 REG. occ cc ac 45 Vellow = .s.:2.... 2 50@8 Baccae Cubebae. ..:..... 5 0@ Juniperus ..... ~ 10@ Xanthoxylum - 80@ Balsamum Copaiba ........ @ Per ....2..2---- 15@2 Terabin, Canada 85@ Toltan ......-.. 0@ Cortex Abies, Canadian. Caasiae ......... Cinchona Filava.. Buonymus atro.. Myrica Cerifera.. Prunus Virgini.. Quillaia, gr’d. . Sassafras...po 25 Wimun .3.....5°: Extractum Glycyrrhiza, Gla.. 24@ Glycyrrhiza, po.. 28@ Haematox ....... 11@ Haematox, 1s 13@ Haematox, 4s .. 14@ Haematox, 4s .. 16@ Ferru Carbonate Precip. Citrate and Quina 2 itrate Soluble.. errocyanidum 8 Solut. Chloride .. Sulphate, com'l . Sulphate, com’l, by bbl. per cwt. Sulphate, pure .. Flora Arnica ..... coca 200 Anthemis ....... 50 Matricaria ...... 80 Folia Barosma ...:..-- 50@ Cassia “Acutifol, Tinnevelly .... 15@ Cassia, Acutifol.. 25@ Salvia officinalis, %s and %s ... 18@ Uva Urert ......- 8@ Gummi Acacia, ist pkd @ Acacia, 2nd pkd @ Acacia, 8rd pkd. @ Acacia, agg sts. @ Acacia, ae eae ne Aloe, tach cee am Aloe, Cape ..... @ Aloe, Socotri .... @ Ammoniac ...... 55@ Asafoetida ...... 60@ Benzoinum ...... 50@ Catechu, 1s ..... @ Catechu, 48 .... @ Catechu, 4s ..... @ Comphorae ...... 60 Buphorbium Galbanum ....... 1 Gamboge ....po..1 25@1 Gauciacum po 35 MO. 2... po 45c g Mastic .......... Myrrh ..po 60 @ Opium .........- 4 65@4 Bheline: .........: 45@ Shellac, bleached 60 Tragacanth beaes (OGR2 Herba Absinthium ..... 45@ Bupatorium oz pk Lobelia ... oz pk Majorium oz. pk Mentra Pip. oz pk Mentra Ver. oz pk Rue oo. 2: oz pk Tanacetum..V.. Thymus V..oz pk Magnesia Calcined, Pat. .. 55@ Carbonate, Pat. 18@ Carbonate, K-M, 18@ Carbonate ...... 18@ leum Absinthium ... 90@5 Amygdalae Dule. 7@ Amygdalae, Ama 8 09 wt AYES oe cea cass 1.907. Auranti Cortex 2 7 Bereamit .::....'. 55 y Catputl ....5..-. | 37 ut Caryophilli ...... 1 oy» Cédan .2........- ou%, Chenopadii ......3 «4 Cinnamoni ......1 .. #1 Conium Mae .... 80 LE DRUG PRICE CURRENT onda @ 40| Rubia Tinctorum 12@ 14| Vanilla ........ 9 00@10 00 CS —————— ily fe sine we . aseeceirtst La’s 18@ 20|Zinci Sulph 1@ 10 Copatba ......... Stuer eee a GC) Salacin .........; 4 50@4 75 Oils SE pas = Seillae .......... @ 50/Magnesia, Sulph. 3@ 6/|Sanguis Drac’s 40@ 50 bbl. gal. Se 2 25@2 35) Scillae Co. ...... @ 6@) Magnesia, au ™ So 1% Sapo, G mio fe os een 2 35@2 60|Tolutan ......... @ 50|Mannia Ss. a we 109 ig] ard, No. 1 60@ 65 Evechthitos ..... 1 00@1 10| Prunus virg .... 50| Menthol ........ 3 25 Sapo, W121 11a%e 16] Linseed, pure raw 56@ Gaultheria . 2 50@4 00| Zingiber ........ 3 60|Morphia, SP&W > 9003 1 |Seldlitz Mixture @ i)ceu ee ee ae Gekctan .. ae 7 Morphia, SNYQ 2 90@3 15|Sinapis .... @ apna 22008, w ste et Gossippli Son aa 1@ 75 Tinctures Morphia, Mal. ..2 90@3 15|Sinapis, opt. ..... @ 30 Spts. Turpentine ..Market EHedeoma .. 9 Goes 18) Le a accsan bs fe Cpton we «—. ee a ee Juntoera |. ? oes Myrrh.. 60 * De Voces ...... 51 Paints bbl. L fae scar 20| Anconitum | Nap'sF 8) 0 vomics po 15 $ 10}Snuft, Sh Devos @ b1|Green, Paris ...... 21@ 26 ee es ao Anconitum Nap’sR 60/ 2S Sepia... ....:.. 85@ 40}Soda, Boras ....... 6@ 10|Green, Peninsular 13@ 16 oa 4 teat a Arnica UN eel 50 Pepsin ne H & ae noes, Boras, po.. 6@ 10 pi . sem euee 12@ 8 ei Vera | 3 anaes gafoetida ...... §0| picis Lig NN i Soda et a $s Tart 25@ 28 mee. white ..... %@ 8 Morshuno, el. . ca ae ge 75@1 00 Annatin .. 042... 60 Grand Rapids, Mich.) Ret, cut, i: 1 00@1 25} Antimoni, po .... 5 Rhel py. 2600. 75@1 99} Antimoni et po T 40 60 Sanguinari. po 18 @ 15|Antifebrin ...;... 20 Scillae, po 468 ... 20@ | Antipyrir ..... a oo Senesa. 20 es, g5@ 90) Arsenti Nitras oz 109 62 | 5 Serpentaria ..... 50@ 55 Arsenicum ...... 12) Smilax, M ....... 95 | Balm Giiead buds 600 65) 8) Smilax. offs H.. @ 4| Bismuth SN ...1 65@1 85/§) fe ......... 1 45@1 60) Calcium Chior, eS aT Symplocarpus .... @ 25) Calcium Chior, 10) 7 Valeriana Fine. @ 25| Calcium Chlor, a 12/8) Valeriana, Ger... 15@ 29| Cuntharides, Rus. 90/7 e Zingiber a ........ 12 16 et at = e 20K Zingiber J ...... 25@ 28] Cape rues . a | Semen Carmine, No, 40 425/08) Anisum po 20. g 1€| Carphyllus ...... 22\5) ges (gravel’s) ue 15| Cassia ructus .. as | r Ss os... €|@atacczm ....... | Cannabis Sativa 7@ &|Centraria ....... @ 10\§| We are agents for the Cardamon ....... 0@ 90)Cera Alba ...... 50@ 55/8) Carni po 15 ..... 15@ 18| Cera Flava’ ..... 40@ 42/8) Chenopodium S5@ $0' Crocus ......... - 80@ 85\8 Corfandrum ..... 12@ 14] Chloroform ..... @ 54 Cydontum ......; 75@1 00} Chloral Hyd Crss 1 20@1 45 Dipterix Odorate 2 50@2 75|Chloro’m Sqnivts 0 90 Foentculum ..... @ 18) Chondrus ..... 2 25 ee po... 7@ 9} Cinchonid’e Germ uC 48 Tint goo. 4@ «6 oe P-W sue 48 Lint. gerd. bbl. 2% 3@ 6/Cocaine ......... 3 ou S$ Topella. .2......2. 75@ 80| Corks list, “less 16% Phariaris Cana’n 9@ 10|Creosctum ...... 45 ; apa 2s. et 6@ 6|Creta ..... bbl. 75 2 Sinapis eee 33 i oo in a Sinapis igra Creta, precip ... ta, —_— Spiritus a. oS And All the Necessary Apparatus Frumenti W. D. 2 00@2 50) Gupri Sulph ..... 8 16 p Pp Frument! a 7 = a: | Dextrine ...... 7@ 10 Juniperis Co. .. Emery, all N a. To aeotiane. oh 68 We are prepared to show cuts of styles feces i — 10 | Brgota ..... po 65 60@ 65 a Gk aes Spt Vint t. h y on : Se 1 Bm 00 Bther Sulp' .... ang 40 and furnish prices that are right for Vini Oporto ..... a Gaila 1... seus g 80 th . ony e goods furnished. *% ww wt yt Sponges Gambler .....:... § 9 ° Extra yellow sheeps’ pom Gooue’- @ 60 wool carriage 25 om atin pgp : 5@ 60 : : Florida sheeps’ wool Ciasawars, fi Hea 18 Please talk with our travelers or write ecrriage ...--. 3 00@8 oS ® ne ‘oa Grass sh ’ wool, ’ cone Se 1 : rass, sheeps’ wo @1 25| Glue, white ..0 15@ 2 us direct for particulars and general lard, slate use.. @1 00/5 ee ia 6 Eh : : Nassau sheeps’ wool oo ee oe a information. ss #% st. + ss st carriage .....-- 3 3 75 Tivdie. a ia “— Velvet extra sheeps’ ea ba a Ch Mt @ a wool carriage @2 00 li & Cho @ 7 Yellow Reef, for Faves a —. @ slate use ..... @) 4) oe Ue ee a 91 syrups Brora a 8 6©6Hazeltine & i ACACIA: . 0.65.56. @ 50/Ichthyobolla, Am. 90@1 00 aze ine Perkins Drug Co. oe ve. ° a _ go wou ‘6 g as 90 her Od ..eeeeee odine, Resu 10 a Ff | Ipecac ....-..... @ 60|lIodoform ........ Rhei Arom ..... @ 60| Liquor Ege a. Grand Rapids, Mich. Smilax Off’s .... 60@ 60| Hydrarg 25 | Senega .....-+-- - @ 60 Liq Potass yee 10@ 12 J = ~~ Citronelia. Recpacce OC 5 $ i | i The CERY PR CHIGA] cect AN 1 oo. ICE T : e1 S ar liable to neon ts be e carefully cor CU RR RADE Sg market me ange at any — at lags weekly ENT MAN rices at me, an of : » Withi . : date of pu , and countr going to in six hou 3 es rchase y merchants press. Pric rs of mailin : D : will es £ Cc ul Spring Ww VANCED have thei . however ? iat oe y %, 1909 Chee heat ir ord , are/B n Fi GU se Flour rders fil eeman’ ag § M | led Ada: s Pe pruce Fa: atip ms P psin 55 ney G DE Best 5 PO yes so Oe ne at B ! Corn CLINED nee Fee - Bigceees 55 Wns » Aiporten er 12 - : : Largest Gu 5 boxes..2 5 | Frosted hig 112 |g RIED FRUI 4 “i Sen — Made _. Fluted C oney 8 8 pecans Applies = 7 Lo Sen eed ee See Gin: ocoanu 412 porated .../"° : ng reath tees ger G t Ba : @ 4 index to M Yoeatan ae Per’f 1 : Ginger bec o r 10 Calitornia Prieot @ ou : top t Ce eens Gra ms ae age arkets ee uenink Saoirse oe hg ao 9 Corsican be 10@12 umns 1 ou B Secsrr = Ginger Nuts .. 8 Imp’d 1 Capone @17 ARCTIC Red ose... sd Seon wROr Imported bulk © : ees a pn. : Am A 12 AMMONI vy) a vettteeeeeneecens 5 Hippodr aps Squ 7 Lemo: Pe co g 8 ———.; onal “oe 2 °. a, : 7| Honey ree — 8 Orange American 1% oe XLE oz. bo: oz. | Co er’s 5) 8 “a 6 2 oe 10 meri oe ee 1 GREA x..75 ve, 1 ysters q oney Fi ON. 8 Clu Ra can . es... Cheese eae este cenanes 3/6 oz a --- 85) p pit 1 85@2 50 tlensil ag 42 Scene Gogg 20 hana in Ob c a a m ce aces 2 16 oz yids 3 9a b ne a umpkin 95@2 40 oo as eae 45 cee Bit eee 8 > NACEOUS ne eects as - rou . ovens ox eee m0 : eras. oe cs oes ee oy oe aurora —. = % 40 Fancy ee See i Lowney, i* ener? . Lemon goes Sao a a Lima von oops . hee oe aol Ramer ae a = eae Med. Hand. Bic '<<...ca! Cocoanut +2. o> lee on. woe goTos: | anda Raspberri 100) yen ae We... i Mary ang 20 6 24 1 Farin as 6 a _ Aaetaines 3 tla dox. wood bxs : 00 : rd pein 50 an Houten, tas ae 20 Molasses Cak weet’ 8 Bulk i. packages mies ~ ecti es ae cere a ‘ol’ . os ee “da: 2 N sse es 16 , 0 oe Crackers foceaes -+. 3)No. 1 ees 4 Col’a River, talls so beh West 72 Mottled Square’ "loon 3 | Blake oniny bee ; 50 Keng a pacseesesesess N ar’ a ver BBS eee O1¢ on are earl, Ib ream Tartar cages * No. : oe |. 00) Bea Aes Stee PS = Gates pea _ Pearl, io i pas ok. 1S TE|No: § Carpet’ § sew i. oe vod $0@1 50 oes 89 | Orange Gems ena. 13 | Macaroni mack 9 > waar <2 40] Domestio, “arate nant ge Gems oo. 2 1 =e Me sce Parlor a "'2 95 | Domesti Sardine 90@1 00 Sea ea og & Ys 26 Penny Cakes, Assorted ; sac eo on ee aie 2 Do c, s B s pet | P Ge 880) port 0 Db rmi Fari P F ion Sak 10| pomesti Ys ulk .. 27 fobeete Sa: rted ed, 2 . b celll Farinaceous Good Wareh L Whisk... eo Domestic. Fg ee 28 Pretacleites Hank hid § {Comm Pearl Bai box..2 50 seeees ie e eee i , aa c seceeeee edi sa ae ee 0 a .- ishing sae ee $0| California, Mus bug 9 |Fale” orree Raisin Coo Hand 3d: § Chester 020221! ee caer Hoe 19 | Solid “loot gad - 3 00 oe, one "a7 gu ied BH ates orese, es : Md. 7% pire -- 3 00 = sold Beck 4," neh ect Oi ae ae Green, Wintel Ss pace ere ree ee ee. ‘oi ck, 11 in..... seeee cy Cas eo 4 oe ree : 8CO: 7 pats ......- one 5 nted ag in Le - Standard Shrimps 8 @28 |Com eae vee 16% coos “gag ttee 8 Green, Scotch, bu bu. 5 Gelatine - . INO? — gp | Fair picts, 20 oo o oe 1 Cookies, vaeeee 2 | Hast oe 20 4 Grain Bags ....-. _ 7 oe Good 20200. _ : a ae Stcar Creams 1.10... 10 German, sa ao \ evese ees vetteeeeeeenees OD seseesessees oe 54 r Ge Ss reo nereeae er | oi ‘ vesss B] No. ea biscgesed - ag] Peer esc 143 | Sultana” Prue’ Biscuit a sacks ccs. 8 } Hides r No. Teves, . Standard spent tbl 40 Fair oe hes reat samt Flake, an spioca s : es re eee N WT ceeeeeeeeerees 00 y — sa ein °o piced ngers a ....10 P arl, 130 s. as elts ee 6 Ob veeeeeeereececees 1 30/G. na oe 16 Suga Gingers oe earl, 24 th. sa cks.. 6 eee 10 ee 70 a a Choice oor Gene Cakes . Iced .. FLAV Ib. ph cks.... 41 ' = .£ — pes aes 90 a, Deals 95 Fancy sees n Sugar cosen ten” _ oun E et aa 1% i ° 0.” ag ittttstses @ ee . (i wees oO x oe Co ae # Cows Be size 4 00 icon i aleeee ty 850. 90| nr cisienaie gonad teense large or, Coleman Jenks gigs 1 i. cieceus 0 Paraffine, 65 DLES e 4 00 pnb c eo 48) atrican veep ee ceeeeees - Bpsnge bade eine tee No. 3 re Lemon f edo os Paragine, Yas 200000010330 Perfection Barrels Raney. African 18 | Vanilia Crimp ingors 8 [NO 8 Terpeneless <..11 7s fe CAN a a ee 10 ater ice s 8 ae 12 ict a. a erpe se ae iy ee ous 8Ib. S ye Ree . Ss. oo o @10% eS ase Waverty A - Pe A No. Pee vane So s | Molasi Meat oS Galion sss. - Gas Machine Bits Arabian ig Soe a No. 8 High Glass 4 ses ot Slay ee -* 7 Bee ne ee . oa . eaein in ae nee $ 2m. aa ” Bngine | eee . o Me new? acka9e Bocoee 21 Albert . Seal Goods High Clase a 29 ‘ a ae andard: pee ae a : lack oe ccc ee @ r uckle ork B nimal scuit er do: 2 Vv rand -..4 00 tcks 8 s gallon 25@1 75 Yee te 16 34ig | Dilwort ae asis Arrow oo on B14 oz. Ful anilla one Baked Bean 8 @5 or ...:8 @22 Jerse Me. cicaecs 0 Bar root Hin -1 00 oz. Fu 1 Measu sete meeees R oe s 50 CEREALS %@1 i aia ae at 50 onet Bi iscuit sel Gal” ll M re Olives Sse Sising one’ cree ere. 85@1 30 online d ' me fos : ts o0 ae Wafers. a 7 i 9 . Full Measur 4 z ose. ‘ax ee 9 eam akes, 3 ods McLa Sanat SCR MAE 5 Choe Savdaicn | = 9|2 oz. Fu emo. re....8 eee 70@1 5 Saag end Wheat 6 1%. fa eu ughlin’ s XXXX 01 Co olate W. he 06/4 oz. ll Me m -8 00 Pipes | = 6 Stan aarBlueberrie @1 nd Bxccllo Flakes t = a a : a ee oe oo Soe oa Measure "3 25 Pasion Curt oo a ~patsogagl ae le oe a fo We a ig New oe Jenn oe Playing Cards ...... 3? Bice Ts 1 35|Grape Mi ree pkgs. 4 6 : n & Co., Chica. Fig Newton .1....... i. oe 3 *° 2tb roo oe Gra 6 i 0 oo -|F a a. 00 rpen Cc. 50 Provisions ccccee ee oe 6 . Cans, en 6 25 Malta eee 50 Holland Extract hica- pices - Tea sehen 001 No eless Ext. mand ce cehersronns g| Little N ena 1 90 Malta — - s 3 . Sat % % gro bo ete nee NR ee : No. : Panel on i Rice . R j wo. 6| Little aos a 4 oe Mapl-Flake: 36 oes a Hummels: foil, — : 95 Lemon “erackers "1 00 No. : Panel cee ee ~ b? erett scuit 1 00 Bx gs D. oe i Salt Fish ... perehes : Rea Standards «= -7 20 Voigt’ 36 vag 20 no 2 85 eveur, er oe Wot cs 1 00/n tract on Brand 00 i 8 ; ae eres oe ee To el. Crs Sikes” -. ca Pretzclettes ems eats sel no 2 Ps —_— — Bideking Toco 7| Ear... Corn @1 40 Zest. = — a = N. B. C a. eee a Royal Toast . jon ne se a a P Ce Bee 1 cont ete 15@ R Rant Ft 10 ae a ga Saratoga Ses pee sche 00 Taper Panel Loerie 25 ie Son ceaeas hag Oe 1 0001 10 Steel” hea “3 48 | Zepnyret la cee 6%| Soda, ga. “Fakes “122.1 Bo pe abana 2220000003 30 a os Su Frenc eeeee Mon Cut . bbl a yrette oe Sarah a 8141S a, N.B moult |: 50 oz. Mea. ee 2 Spices ___. cis cta taal Siz r Extra h Peas 1 45 “hie , 100 Ib gee eee 13 oda. Se Cc sewed 00 4 oz. Full M sure .... 00 Spices 2... 22.6... cau 8 — a aa : onarch. bhi sks. 3 : N.B ao 18 Sugar saad ene 1 oe No Full - niece 90 ere -. 2 ni Fine se...ceecc, 22 Quaker,” oo ae 6 oi Gan C., Ro er aan oe 1 . 2 Asso easure 5) oF 80 Ch owseeeseeeseeees 8|- oo Gnaier 18 eee sacks .6 05| EF oS und Un a Frui pos 00 G rted Fl iS Ss pecs pcaee eed ae eae -* ; zu 3 aus cee Soak eeda t B sock 0 Am RAI avo 0 — s — 8) Standa ecccbercjes Bulk 20 Baral 1 50] t, Shell |... ee Sinjer eS Ammons 100 tn . Tob, Se T 2 me ries 24 2 lb Joo wi 60 Ae ~ Goods % ee ik Wayter 1 50 GRA £, less ao 19 — Pon Raa : . tandard ominy Sing 1 Blo . packages Soe 3% ba a a ve Water. oo iscuit = N IN AND aplliy 19% # bec ce Pa + eee eee olu T cee Cc ue e 3 Zu Z n teens ew N h UR 4 wees . Me co mbi SUP sa wees - u ee 00 oO. eat 4 Vinega oo : 1 .: oes oerer - 86 Snider's "pint pts. 0 Cartwheel poo : a ie Snaps. .1 00 New No. ‘ Se E F .... TT enigetrtteeees 2 25 er’s % pir wider 15 Cavalier ‘ See age is Seo a 50 Winter oc oe 45 ew 9 — ae c mea 202000 36 ineeet ake ose... 8 | Festi clal Tin Pack 00| Patents 7" me as i Wooden wai se Smjaee’ — Suan Pehl oe poe 8 Seconds Suet r —_ wa Mg te offe a uit Nabisco 2.2... . 2 BO rai fo : coenre ..-.-- ica SS ontintieg "15010. ee duane a 1 30 aecy. settee @14y oe Ta pegrne -ctnpupeiie te oe . 260 Second § eee ° TS ; ae i 91T used, bg pee tte 2 80 Riverside “00022: 2 eek Taffy or iced 10 ery 2 5@| Clear aaa 6 sd Yeast Vv seeee 10 ee BI eee 1 80 oo @15 Cocoanut Bar her ie Per afer 2 b Sas ig senide ro6 50 Cake . omato, 2tb. ..... ee 7 75 a. Boon eb 1 Cocoanut aos st eecece 10 each oe. tin in. wae oe ait parrels, 35 a ico eet ee Mush pe ot ee EEL es Cis” EPconnnt Honey Cake i vetessereeee 100/67 2H osteo c per j . % Buttens ane rooms 2 80 fey. Be a oe oot Hon ies 12 Besting areca 1 75 rere nee Co.’s B 4 paras s teas Pin ger Be crea y C oanut n Jum rs 12 fo peta 15 er, cl er , . rand * Se oar 24| Sa: aa @15 urrant Macaroo bles 12 36 Hollan rackers 1 0 Ww. a 7 00 a 3 38 gan page eanteee 40 on Dandelion oe 40 Loge af Rusk 40 Eclipse ykes & oo 20 : . oot r B See a oe a ae ¥ eo.) Gis pt genie a: packages ........ “"3 30/5 sas Hard Wheat 6 90 2) | Wemty’ Soaps Oe | 20 B CREAM TART 3 30 ‘'ancho mn Groce eat Fi 5 Famil ee arrels M TARTAR. 75 | Grand n, %s er Co our ly Cookie ee : Xes - “ee Mill pra ae Slee meee ce | acy eee see setae we lea i veveees - wie Grahi ase 6 p Se eee Ww. ri : Cc an 90 fy woaecmk erd Bae Oe 6 al -6 90 ye ckwheat es | 50 , ---6 00 a oe ee oo. ces ce ee oe July 7, 1909 MICH I N 45 Sprin g Wh q _ oy B eat Fi = Golden aker’s our * H Bra: Golden orn fami nd or nily.. Pure i _La —- Lie Horny, bakers. 6 - Gansoon Gone 8 pa sla ee 6 60 . Ib. peor tara |)... 12 10 Ibs. re costo at ney PS ease 80 aa a mea aawenes 8% 2 he. 112 ; 9 Ceresota, ‘es ae Brand 20 Ib. nee % | Anise SEEDS 92 = p Ceresota, Me: f 40 | 10 ih ting... .advance %|Canary. Smy Fair ure Can a 10 Lemon & ee 7 30| 5 Ib. a ee 4 Cataee, Smyma .... 10 ae ° a vee Wheeler's ee 1 8 pails... ‘advance % Cardamo Ce : es 4% God see eeeeees none 16 eee But Wingold, 48.1000... oe S ee Celery... ieee a oS amb. size, 24 tter Boxe 11 E Sold, tae osc. a) Hams mok nee Hemp Bussis r F0 : TEA - 25 : size. in cas eee Worden — 7228 meee do ms, 02 ed M : aoe Hiucsicn 0 is J Sib. ai 16 i a 648 ee Bo ae Octet Loe ro a oe Hemp. Russian ..... 15 inidited “scene. a oe in case. Old P Pee 8S aa eae ia average. .12% Mustard, Ww er 4% Sundried. meattm y. aise, 6 in cone : 63 nel ae _ e1, ; 1 and | Hz 3, 16 tb AV eNaSe 12% | + OPP [white c. 4 undried, choic +e 24 ; B 1 case.. ; ey Laurel %S Cloth ree 2U Set ca oe » 12% | ta Sh ia erate 2e ied, fa ee... No. 1 utter P e.. 63) Shearlings ... @ 30 Laurel, Ask as Tae 7 10 aes jet a ae PPY veeee seer eee ” oe oe Lo a3 No, 2 Oval, 250 tates MMH wines: 16@ 2 Voigt , %s cloth cloth 7 00 am, dri ams ge..12% SHO ee, k gular. ¢ jium «00086 a 4 Oval. 25 in crate 35 ao + ... ie 5 J , Mill on iN Cc ied Weck gore : Han CE ' tegule a. 24 io. 3 Ove . 250 i : @ 35 1 allow + “ Voigt’ . ing Co.’ see. 00 Jaliforni beef se -. 13h andy EI BLAC R: ar: fa S |. No. 5 Oval, 25 in crate a4 F Voi 's @rescen o.’3 Bra Picnic ia Hams ts ..18 Handy 30x, larg KING Benet fr 5 i. 32 . B Oval. = in crat 40 2 oa ae Flouroi A ne one Boiled oe Ha one 9 a pany 3 dz 2 50 Basket-fired, eae 50 in oraee 40| Unwas tears 6 vote wheat ‘tl v Berlin Haw coe a Miller’s Royal oe eg 38 Basket-fired, Gakee 31 Barrel, q Churng e 60 Cuceend 1 . ~ j € ee P Vy i arre ony as ’ oe omens ur) 7 20 “sped Hag no ae oe Selena + a , fancy .. g seek hah a hed, fine @ 2 Voigt's Roya - orn te foeece. 3 wae Siftings 222.002) nae, |S eau" A CONF e7 Royal a lo fae 10 Ween in blad & “er eee 2@ 24 ound t thes Pi i Bela Sti ECTIO @ 22 FT eee og v B Sa wee. 12% 4 al caboy, i ders eee 9@1 Rou 1ead, 5 ins Standa ck Ca NS Sleep Wykes & Co. 7 ologna usage @15 rench R:; ee Pi. Guapewd 2 } nde he 5 gros standard ndy . y Eye, Co. « | Liv te Ss Rappi jars .37|M Gu ..12@1 ad. car ss bx 55 Stand: OR Pai Sleepy ye, %s clo . ae... pile in ta 35 oyun npowd 4 Egg C artons 55 | sti a do ‘ails : Eye gs clotk 7 LIVER wees e esse eee e es Ss in j 5 | Moy e, medi er H Crates a Stas H oe Sleep “ye, “AS ont a oF ont 4 I. 0 oe de a medium jumpty @ and ci 70 od fee % Sleepy ae igs ee 90 cot fOrt ses eeeeeeeees q buet Kirk &C Moyune, ae es 30 a 1 p Ala ae =. funk wist sesaye 1% Sleepy me les — 80 Fab vortaeeeeeeteeees 9 Dusky Di Family Co. Eieauey ancy wee cae me 4 ee : dz. 20 paises 32 Ib 3 ye, %4s aper..6 S&t al aptrticteteesenses 9 Dusk iamond ius ings ea 40 Jase N nplete ad ocala 40| 8 re Ha ! 4S paper 6 U0 Wongue .eeeeeeeeeeees y D ,50 00) Pi uey, ium . Gace | a2 gileceisacte : OStO 7 ee a aa = eae t | iceMon i fant de a ee ae ce ce, a ea ae en ss >. setae se b S rs 'e A eee i 2 S, é o dea deus ia ad Granulated; : 3 diets sie 7o ne Eee tee : 60 Choice a aoe ine oe —_—*) Gruen ee CABO Yo, 1G eee es ee 4 ne, ova Re ocecs, qeipancy <....... ‘ork’ lined, in. Co ae andy bo ea ened 33 00) % bb Oe oe ao ere PV gia ole ee en oc lined, 9 in... Jo Competition seve cece Wint Meal, c Dee 31 ey % ee net Sort : Pro cs 100 ae : ia Formosa Oolong a 36 ir Mo ccc, 80 Conserve feeeue ee q Winter Wr Oalse Be dU 48 8 40 ibs... | Le ctor & cakes 0| Amo , fane rojan s p Stick. .. go| Xoyal scerettnssees a aes Bran 23 a0} 1 slo yg : ese : a Ivory, 6 07 Gamble Co " Amoy. medium teens 42 er phe spl Ribbon DEMS penne an alo Gluten Fi 29 00 WS, veeeeeeeeee sees 0} Iv : oe : - Medium ....... 95 No. 1 ¢ tent sor gee gu roke eee snssssene 123 a a eee a alse 6 0%. veeeeseees 3 00 oe e ima 4 pac a pring Gar Cu iste Dairy Feed 3 50 | Kit + Tipe Star A 4 Tedi Glleh Eicealtace 32 . 4 ba ER nes se t Loaf Ceeea a. a F 33 00) - Ss, 16 ripe Raines 00 ium Break 2 iZib. 2 a ea eae Cut Loaf so. esceee, OP Wykes eeds + bb ibs. |: Lente Bees a “e7 Ca. fast ica e0Lton Sin HUIder ov | Kj Lat sereeeeeeeer, 8 OP oe - Co. ie ree co... 80 Acme rs Bros. — as bo mines essere 20 deal No. 7 miop pipe de Kindergarten "v.00." 8% Op Laaxo-Caice-B -+ 634 00 | H "= oT , 80] Acme, 30 hare... Co. OEE Ca ae aay 20 | z-hoop $ wag aa pena ATtEN wees ees, 8 a 8s fon pete ote oo Sia Gee Set gee e 7 luten Feed ......... 33 00 Sede Gee eek 25 bars vs eeees ancy oice 4-wir tantard <2... 2 ipo ade Cream Br prouts eae 2 Beef, i nds, set ..... ‘ ig Mz Cakes (0 ae o- al (ans ‘ rh Ps io C ream il oe are sees 35 00 Sheep, per bi oS 2 Marseilles, 100. hae 25 So ia Cedar, Cable ee 23 aris Cream Bo mixed’ “14 aN Alfalfa Dairy mela se 00!S _Uncolo bundle eae 20 Marseilles, 0 cakes ..2 80) Cadillz Fin cco Paper, all red, vs ep Benge! 2 46 Gy Fancy — n Bons \ . eee ras ae oo Marseilles, itt canes ae Pingu e Cut a See ea Gypsy He y—in Pails 10 ichig: Oats se eeees 26 00 untry Rolls .. 10 ne arseille r ck toi 00) Hi rine Sat gg |etacawoc pee mne eet: 3 25 E on an ee oe oll ‘ s, oil. Hiawathz a 54 | “Toothpicks” sa udge § faa ‘ies a ae a Cor Canned. 10% 16 , | Go A. 3 er Cares i. nn 34 Hewes -« $l aoe Squares wt eeeee 4 a aoe A eal Pa eee Jeane 1644 a oe risley 210 Pay Cae ae pails. .55 Softwood Bceaal 4 Sugared Squares ee a rlots sn 32 | Ros be : Ib. ‘ Suntey oo. pay Car es... sii, MugbeE 060, oes 5 Salt ea — Less tas Roast b ef 1 ip 2.2 50 a ie 4 00/P ee Bagg 30 | ide: vl lege eat 2 5 ed “Pa nuts than carlots Poon soeeeed 5 Soap Powders” 3 rairie Rose ...0..... 33 MLQUEL eevee eee eeees 7 | Starligh eanuts . carlots) | 21P st beef, ie 50 Laut owders 40| Swe Fils dame godt oe i 5y|>@n c Cc s 0 se sees Sn zB rs og ee 4 ntteeeee Bk: Lisse. ] oe oe ac: S moc — yo eee ‘ a Gold no De & Co. Tiger ue seen a apse oan - 16 Lozenges Guadiae os li , a on 0 ee ea es oan 50 Gold oe 24 Shey o0|Red c eee anes 41 Wglne wood. 7 holes. “ Loxeuges, plots ae 13 ® pepe HERBS ae asa g 9 poe oe ey Sonn 85 Kirkoline eee 4 Palo ross .. ug cae aLouse, aoe. 6 ope a 45 iclipse ¢ inked oe , NS re EP. ed ton ’ 8 cee. 0 rine Ib 4 00| Hiawatha |: Be ce ages Kat, a | Bp bul es.. 7 ke ies Chae on : HOPS oe esses eeees ees otted t gue, ages 85 Soapin So 3 g0| Kyl aikha ct 31 heat g ood . eno... Qui ka Cho olates +12 Benne, Le 1b ongue, 448 coos 50 Babbitt" Ue 3 75 Bete tha eee esse ee, 35 (sortie... 4.6.0... 62) Cy intette cae «sole | P oN ee gue, HS... 85 Hoseine ie aie oe ye ee 89| Mose "Dore “hocolates’ “It er doz, SE RADISH eae 2 Standard Bugle eas 37 pedeeg ro eeramegaey No. 1 8 poe an an Drops 4 Ee oF es +. ear av tree eed io-in, St dard, No, 2 7 Jo | Laperi: ec ttenses Og 90 | Col SALAD cc epreererreree 3 79| Spear a ro S fea oe 7 ol Imperials ..--.. se... rH 16 tb pails, pe G umbia DRESSIN denasce Compounds 3 g9| Nobb lead, 1 es ; ein a oye a 3 6 7e| teal renin Goan 0 30 I: pails, oo oe Columbia, Pe S 2 Johnson's XXX unds fora’ na, wiat wed le ae. Ls...¥ 29 Golden Wa ooere la ; 8, a ee’s, 1 nt i! Fg coleane hy Tar ee. oor. No. ible, i BG Re I sos pure WiCORICE 65 | Durkes rst, doz''t 20 Nine O'clock ...0.0. 4 23 se og Nod Fibre... VF Bed Hose “Gum oe rec ae aa a eee large, 2 doz. 5 50 ol es 43 No. 2 Fibre «1.0.0... 10 %6| FF ubbles rops 1 Sicil oe a ider’s ge, 1 doz. 5 25|. mn Scourina 37 Soe Weick oo aece 9 2% ancy— aa 0 wo sescce .. @ sm. OZ. x, och n 5 eee 34 a Haase 20 Old i ide Gk aa ' ee eee = Pp SALER, 2 doz ee sepals Morgan's s Bout Lo ice 33 Bronze wa oS 8 20 id ushioned ai Box - ’ ery tr. 14 oe 60 py ta 35 Sapolio, vlc lots ~~ co ge nacuite tt 69 Dewey lobe .. s ‘ Gen: Kisses d Molas es Se - ni i oa ue d PPR: a T ttt ecsee DEWEY voeveeseeeeeees 9eE ge ’ a - ee sea HF Shed bane aa see oS ee: ielige Ti n_ Co. t’s aie Scourin and. . eee voubl EE cers crcnss 2 7a fast ae 0 ae 4 es i eo 8 COW vere ot Scourine tee uicbisiic ca Nickel wisi evs “40 wouble Peerless ...... a | peppers "drops lias * Fan New O ES vandetie 166 &. 3 16| Scouri , 50 cak ring C ates ee a. Neri uae ae 4 26 Peppermit as. oo co G eek, se OE er rage hae lie 80 Bg eesti 32 Northern Queen “...... 3 60 Chainpion Drops. oe Shoice pen Kettle..... 40 Coe ae a ee an ee a a | Gai 2 Duplex... 3 50| H. a Choe it Drps 6 bair ees oe 35 T ulated. ._ . ae Waa Sweet C at 36 niverss ce 3 ov D. 2 Chan rop at « Sitam , 100 Ibs cs. 85 , English ...... wet ear ng e Oe oe cicsce 2 Dark “No. io. Wait “Weneeie be ce: 92 | Lu p, bbls s cs. 1 : sh ... + STW a. _ Window Giea ..2 75| Bitt No. 1 - and barrels 2c ¢ mp, 145 + eee . 00 SPICES. 4 at Car... 2 i ow C 2 ¢ il er § “a 8 care c ih ices |. ES -4% DI ie ccoen tees 34 In, eee lea 5 | Br weete ouata Bana Nae TE Be gee. 8 oo Bamboo) i@ i. Bs. /i0 Mieurssensameseed 68 ilies, Same ome LB eee ce 100 3 mmon cassia, ek. 1x » 5d. oz. oo in. ceteeeteeeeeenens 0 uozen, icorice’ rys. 6 o km, @ MUsrARD T 80 8 tb. sacks weeeee-3 Cassia. china iat, 18 Honey” De ssa! |B im anes ie | Lozenges, ‘prin Drops. .¥0 Bulk, LIVE eee 1g} 56 1044 eg oo 2 25 | Cassia, Batavia, | . 46 i Bicck’ im ..S1 15 in. oer : S imperials rinted o0ce.60.. oe Z esue S ' : if waa Piece ........ ai. Et tseeee mo to ooo Loo Bulk 1 gal. ke, Ss 8] 93 Tb. Ts aoa 4 15 | Cassia Saigon oe 28 Flagman ae 40 li in. woe sereeees 1 26 | Cree Mo 5 ¥ Bulk, 2 gal pei 1 40@1 6 ih uscke (10 oe 05 Cloves. Saigon, Alpe 46 ue ee 40 i9 in Haste 2 26 G win Bae oe : 60 4 7 eeee . e , Chips ws... eee ce Ass . oe a wa i eo ae q Marsa 3 kegs : 35@1 : 5b Ib. Ve ae - Cloves oe rolls, 55 Kia Dried’ 2020000000" “a i ter av wieeeees 3 7o| Hand Peanut Pe ¢ ' Seoai oe, wes anti ars wl ee magne ns a] Duke Ge ee ae oe tes ueen, ae a ae 165 . ry in a ags 4 CO eee a seas eeeeveene 16 My 2 ‘am aoe C APP 7.19. oe ( Strin aoe 0@9 § Queen’ aoe 2 56 Ib Solar rill bag 0! Nutm aan 55| rtle Na a 40 Common ING eau 25| Wit g Rock oo 0 Scpen e — ae a s 40/Nutmegs, 105-10 °...... a cau, Fon oe Fibre See ee lO, Tee co a : sae eB crane E a © fam, Fam, So RMR, a cor oa earn F ee ediu , fine pper, Si apore, bik. 9| Corn Cake, | - pails Cres daniia ored ne oes wn Go 76 Cla: PIPES : = owe Pepper, Sing. » bik. C ie ee oe a oo @ veees --4 | Te “date od 3 60 Gay, TD, gk aie cigs bute eepeoeneet ie| Corn Cake, oa. 038 Bucehers Manus” — ¢ | en Strike Asstm't § i : . D., full x 125) arse Cod Ispic round in Bull 17| Llow ke, ITD... ‘ W: rg Maula os. 3 | fen Stri eee *oe eeeces c Ww ee . nsB % 122 NV a. r, : 120 2% : st ia. 2 0 ; sists Small whole <2:- @ 6 Cassia, Batavia 022. ile | postions. ig* os. ag [Was Busts short Sa seortment’ summe™ ss Beir ot ‘Medium. Strips or bricks mowie Gloves, Saigon --..---. as Air Brake oz. oe Was ae outa ali a bbis., OO as : lu inger, A gt a ea 5p /cant H me tees 85 | Suni », 3 doz E Creice Pop C cacele 6 : + 600 --6 00 Strips Halib @ 5 Ging: era lL, 24 Count cok... . alight 3 eS