oN SS IN os eae PY SIS IA wy aS eae ae a C Bag A, ONS @ vee ia, € ey S a iy W, : | C3 2 p i as) A ADI Ww a J : , Vy x ; Be "a es 5) SI (RM ee ALX ioteos Ce Whiz ae Nae RIT 5 REPUBLISHED WEEKLY a ae: COMPANY, PUBLISHERS? Sik ee 9 PER YEAR <9 35, NDS “G. > SON DZ Ihe Gre KAGE SF An ESTES CTI I eae eS) Bs 2 Mi SS SOIL meg Y CF Ee A k po Or ez NN VOL 2s E93 Ra TR Se 74 ; 7/4 i ZI S a oe es ) im i Twenty-Sixth Year GRAND RAPIDS, WEDNESDAY, AUGUST 4, 1909 Number 1350 LITTLE BY LITTLE Little by little the time goes by— Short if you sing through it, long if you sigh; Little by little—an hour a day, Gone with the years that have vanished away; Little by little the race is run; Trouble and waiting and toil are done! Little by little the skies grow clear, Little by little the sun comes near; Little by little the days smile out Gladder and brighter on pain and doubt; Little by little the seed we sow Into a beautiful yield will grow. Little by little the world grows strong Fighting the battle of Right and Wrong; Little by little the Wrong gives way, Little by little the Right has sway; Little by little all longing souls Struggle up nearer the shining goals. Little by little the good in man Blossoms to beauty for human ken; Little by little the angels see Prophecies better, of good to be; Little by little the God of all Lifts the world nearer the pleading call. es mE aS Ses 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 Every Cake © » of FLEISCHMANN’S YELLOW LABEL YEAST you sell not TiMer, pioctnnm LE SO ip Sa = without o 4 ““racsinie Signature O § % eee a %, YEAST. 26s apes OUR LABEL “~~ ow gives complete satisfaction to your patrons, _ The Fleischmann Co., of Michigan Detroit Office, 111 W. Larned St., Grand Rapids Office, 29 Crescent Av. only increases your profits, but also { On account of the Pure Food Law there is a greater demand than ects 2 SS fg AP Pure Cider Vinegar We guarantee our vinegar to be absolutely pure, made from apples and free from all artificial color- ing. Our vinegar meets the re- quirements of the Pure Food Laws of every State in the Union. wt ys The Williams Bros. Co. Manufacturers Picklers and Preservers Detroit, Mich. Simple Account File A quick and easy method of keeping your accounts Especially handy for keep- ing account of goods let out on approval, and for petty accounts with which one does not like to encumber the regular ledger. By using this file or ledger for charg- ing accounts, it will save one-half the time and cost of keeping a setof books. Charge goods, when purchased, directly on file, then your*customer’s bill is always Rea 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 Be ee é, ed oe e tere your Snow Boy SEY moving The way they grow will makeyour friends sit upand take notice Ask your jobbers Sri tualoi Lautz Bros.& Co. San? Twenty-Sixth Year SPECIAL FEATURES, ge Public Welfare. The Smiling Clerk. News of the Business World. Grocery and Produce Markets. Period Furniture. Editorial. Window Trimming. Butter, Eggs and Provisions. Scheme of a Schemer. The Battle of Business. Clothing. A Fight for the Town. Woman’s World. Tampa Bay Hotel. Playing Store. Thomas Bierre. Ingratitude. Review of the Shoe Market. Edward Millerisms. Stoves and Hardware. New York Market. The Commercial Traveler. Drugs. Drug Price Curent. Grocery Price Curent. Speciai Price Current. REASONS FOR MOVING. Press reports are to the effect that the Pressed Steel Car Co., annoyed by and averse to the attitude of the citizens and the press of Pittsburgh and its numerous suburban centers of industrial activity, seriously contem- p:ates the abandonment of its fac- tories there, the renouncing of its plans to erect another very large es- tablishment there and of moving its And a made that entire business elsewhere. very specific assertion is the company will move to the head of Lake Michigan, to the new steel city of Gary or to some other point near Chicago. It is believed that the findings of the Fictsburgh Survey—a _ civic better- ment body organized months ago and possessed of ample funds with high grade citizens as members—embody the cause of this threat to move. What are these findings? In brief, they are as follows: A year ago the Pressed Sreel Car Co. was paying its men according to a plece rate system and there was a reduction of wages. Last January, business picking up a bit, the piece rate’ was abandoned in favor of a pooling system. That is to say, a certain sum _ of money was set aside for each de- partment of the company, cut of which must be paid the wages of those employed in the respective de- partments. In this way, it is claim- ed, che company would be able to guarantee a minimum wage and at the same time could know beyond peradventure the exact outlay in each department for labor. On the other hand, che men could not know at any time what their wages would be, except as the infor- mation came to them through the company’s accouncing department, over which they had absolutely no authority. In addition, they had to bear the loss due to the mistakes -of foremen, to breakages of machinery, to possible shortages in macerial and GRAND RAPIDS, WEDNESDAY, AUGUST 4, 1909 to the waste caused by incompetent or inexperienced workers. The company also took from each man a certain percentage of his wages as a contribution to an insur- ance fund and all damages for acci- dents were paid from chat fund. What the insurance assessment was and what should be the damages for ac- cidents were determined by the com- pany, the men having no voice in the matter. Just how the plan works ouc the Survey does not say, but public opin- ion in the Pittsburgh district is over- whelmingly in favor of the men. And this attitude is warranted, seemingly, because through all the season of refusal to work on the part of the men there has been absolutely no tumult and not one of the six or eight men thus far injured were employes ci the car company. President Hoffstot, of the com- pany, says: “There is no strike. I hired those men to do certain work for me and agreed to pay them a certain wage. They quit work. Well, they had a right to do that. If they do not wish to comply with the con- ditions under which they were hired that’s their business. So, you see, there’s no strike to end.” The President and other officers of the company refused to meet with atty committees from the men, hold- ing that there was nothing to arbi- trate, and are depending upon the sheriff and the State constabulary to enable a resumption of operations at the company’s shops. “That is what we pay taxes for,” says President Hoffstot. The Pressed Steel pooling plan is attracting attention all over the coun- try by corporations employing large numbers of men in manufacturing certain products, because it gives a guarantee of a minimum wage and fixes labor cost, Commenting on President Hoft- stot’s attitude, the Outlook says: “The attitude is that of industrial au- tecracy. It is the attitude of those who believe that the sole control of industry belongs to the owner of cap- ital. It is an attitude that can noc be maintained in a democracy. In- deed, it is possible only to the au- tocrat or che socialist. If the princi- ple is right, then socialism is inevi- table, for the public must control in- dustry, and if the owner of capital is the sole arbiter of induscry, then the public must own all capital, and that is socialism.” THE LAWN MOWER. Push the lawn mower to the front and it will not be difficult to persuade your patrons that it will pay them to push it. Comparatively few can afford a velvet carpet, but compara- tively few can not afford a velvet lawn. In fact, now that every one lives as much as possible out of doors, it will prove much more pop- ular than the most costly floor cov- ering. Not every one knows that a mod- erately smooth lawn can be worked up with a little extra labor and pa- tience into a handsome sward with- out reseeding by the simple use of the lawn mower. Not every one knows that the finest lawn will soon become rough in the absence of it, It is so easily run that a child or woman will be glad to keep the yard in order for the sake of the improved appearance, Leaving aside the improvement in appearance, and the ease of keeping it in order, you avoid the various bugs and insect pests which harbor in long grass. At least, they are greatly reduced in numbers. As_to cost, an enterprising boy may pick up enough jobs in his own neighborhood to pay for the mower and have a handsome liitle surplus. There are busy men who will gladly give him the care of their lawn for the season. Others will be hire him to keep the cemetery lot in good order for a nominal sum. This work will be found in plenty if it is but looked for; and it is much less tiresome than first think. Suggest this idea to some bright boy and advise him to talk it over with his parents and then report. Keep your eyes open and note if any of your townsmen need a mow- er; if so, strive to find an opportunity to lay the matter squarely before them. Set the mowers out in line’ in front. Let your placard be, “If you can not go for a vacation, let the va- cation come to you.” Advise honestly as to style. If a man comes expecting to let his wife do most of the mowing, see to it that he does not get a mower that will cut an unusually wide space. She will be pleased with the narrower width, even if it does take longer; while the wider style would be quite beyond her power to manage. If there are plantain, dandelions or other weeds, the mower is the best exterminator. Teach the fundamental rules about the care of the mower. Maybe you do not want to be annoyed with a re- pair shop; but if you are willing co sharpen and furnish the necessary repairs, the service will find apprecia- tive patrons. Some do not understand that the mower should not be left out in the dew or exposed to the rays of the sun; that a jar against a stone will take the edge from the best ma- chine; that a steady push will accom- 1 glad to one would at plish more than a jerk. Number 1349 If no building is available for shel- ter, an ordinary dry goods box of suitable turned with the open side away from the majority of the will serve as a convenient shelter, the mower being easily run in when not in use. en TAFT IN THE SADDLE. Senatorial size, storms, courtesy is, doubtless, what caused Senator Aldrich to say, in relation to the tariff bill confer- cnce report: “There are manifest er- rors in the report which need correc- tion.” Then, too, this perfectly lovely ad- just conference mission after the Senator had been in dent Taft—and they do say that it was a warm meeting. came Presi- wich [Thirty or more years ago lumber jacks, farmers and others were very much given to wearing shoe pacs uncanned boots more common then than they are af and boot made of 1 1 leatner, pacs and cowhide were present. But thirty while years ago is a long Aldrich austere and Senator should. have told the and unobserv- ing Mr. “Tush, tush, man. Farmers of to-day Lodge, of Massachusetts, a ‘al . 1 ~ art ‘ ec” wear real shoes, not cowhides. Of course, it was an “error,” was Senator right to lose his usual placidity and intimate that it might take as the leather schedule, and Bailey had a_ perfect long cto pass the resolution he introduce eliminating the “error” as it has tak- en to pass the tariff bill. But, after all, the entire incident goes to that President Tafe is “onto his job” all the time and hat when, figuratively, he cold Messrs. Aldrich, Hale, Lodge and all the rest to take their hoops and roll away, the limit had been reached. And now, in spite of Aldrich on the one hand, Cannon on the other, 3ailey, Culberson, La Follette and their confreres vibrating between the two, President Taft has secured practically just what he asked for and on Thursday, unless all signs fail, the conference report, as amend- ed, will be finally voted upon and ap- proved. If—and “there is much virtue in if’—the report should precipitate a difference of opinion, and so a long session of wind jamming similar to that which has held the business of the country in check for months, then President Tafc will be a more inter- esting character than he~is at pres- ent. There will be another special and another bill and it will be a document which will make the Payne bill look to Messrs. Aldrich, Cannon & Co. like an inoffensive, harmless trust never incended to be proposes to show Cannon, wich session enacted into law. MUMMianen-ma 2 eclaeoncialaa se Stet nies PUBLIC WELFARE. _ Its Successful Application Community.* in Any Never before in the history of civ- ilization has there been an awakening in behalf of the general welfare so widespread and so genuine as is now in abundant evidence all over the world. From this standpoint I declare my faith that humanity is always travel- ing the up grade; always growing more incelligent, more reasonable and just, more generous and_ impartial, more honorable. On the other hand, and in spite of recent and immedi- ately current examples, I have faith that mankind is constantly showing less of avarice, less of bigotry and less of all the disreputable character- istics commonly attributed to men and women. As I contemplate this happy aspect it seems to me that education is che prime factor in the development, but believing this to be a somewhat crude jumping at a conclusion I will try to take you at once to the situa- tion as it exists in Burton Heights: Burton Heights is not unique eith- er in a social, political, industrial or financial sense. It is simply a typi- cal American community, full of en- ery, resources, local pride, loyalty and possibilities. You have opportunities equal with those afforded any other community in Michigan. Whether er not you glean every value at hand or that may be developed for you is a matter resting entirely in the hands of your citizens. Surely you have the very best of educational facilities—a fountain-head of correct effort and of incalculable value—and that reminds me that you have a splendid example of gener- ous, wise and broad minded citizen- ship as your model: the superb achievements and the open hearted benefactions of your illustrious cici- zen, Charles W. Garfield, which should prove a perpetual inspiration toward well-doing for all here pres- ent. Therefore, the thing for you to do as a community is to put yourselves as soon as possible in a condition to harvest your opportunities. Get to- gether as citizens in a common cause. This does not necessarily mean that you are to neglect your individual interests, but it does mean that you must not as individuals permit your personal likes and dislikes and your personal ambitions to eclipse your duty as individuals in be- half of your community’s welfare. Above all no citizen of Burton Heights—or of any other community, for that matter—can afford to cut off his own nose by becoming a “knock- er.” It is an ‘axiom, established many times, that the man who scolds and moans and groans about the com- munity he lives in would not be suc- cessful in any place. But get together sincerely deter- mined to avoid jealousy, to steer clear of suspicions, to modify your longings for cash, to be open to calm, careful discussion, to (contribute your individual effort and interest in *Address by E. A. Stowe at celebration Burton Heights Improvement Assoviation. completely | MICHIGAN TRADESMAN what is going on outside and away from your own interests. There is no sense whatever in de- nying the fact that every man of energy and business force has a tem- per. We are obliged to remain in the possession of such a spirit. It is cOnstitutional if a man is normal, and strong if a man is well and healthy; but we are not obliged to exhibit heat, irritability and passion every time a fellow citizen or neigh- bor fails to agree with us. Indeed, as good citizens having the best in- terests of our community at heart, we should appreciate the need of controlling our temper. I am quite as apt to be in the wrong as is any other good citizen. Don’t sweat and fume and declare you won't play the game every time some trivial difference of opinion aris- es. On the contrary, accept the will of the majority cordially, without re- grets and as the verdict of men just as good as yourself. I have mentioned various things you are to do, but there remains one more slogan. And it is a battle cry you can not afford as good citizens to forget: Keep your promise. Make good. Functions such as this one are de- lightful, are commendable and are valuable. But you can hold a meet- ing like this every month in the year and have real orators address you upon each occasion, and yet if the good fellowship and enthusiasm here displayed chase off after the winds as you leave this place you will have gained nothing for your community. It is a valuable thing, an educa- tional occasion, to meet and discuss matters of interest to all alike, but we must be honest with each other. We must do something besides talk. We must let each other know where we stand as to doing the things we applaud and believe in. We must make good by doing. Therefore let me repeat: You must do things. Talk is cheap. How can you do things? I can not tell you in detail beyond asserting, with all the earnestness at my command, that united, dependable and harmonious co-operation between the citizens of this community are the prime essentials. Without these you can accomplish little. With it, having a single punpose—the better- ment of Burton Heights in all ways— you can accomplish much, I want to say a word further as to the genus “knocker,” in the hope that if Burton Heights has any such you may help toward their reforma- tion. The average man who knocks his own community does not do so as a matter of spite. It is, pure and sim- ple, because of ignorance. In nine cases out of ten the “knocker” has traveled little, while the tenth one, who has traveled, mayhap, has not observed. They have heard some- one tell something fine about some other town or they have read some account by a highly imaginative re- porter about what some community elsewhere is doing or going to do, and grasping these ideas for a han- dle to their hammer they go about pounding their own neighbors in or- der that they may hear the noise. odd fact about the There is an “knocker:” If it should ever hap- pen—and it does once in a great while—that your “knocker” visits some other town, woe to the person who speaks disparingly of Burton Heights. Then that same “knocker” will, with both feet, jump on the un- fortunate slanderer and figuratively stamp him into the concrete walk. Then is when the “knocker” will get busy and talk in favor of whatever town he represents. For this treason the “knocker” should be reformed, and he can be reformed by educating him without appearing to do so as to the merits of your community by comparison with the merits of some other com- munity. But don’t let him catch you at it. This requires patience, diplo- macy and control of temper on the part of the teacher. Examples are almost innumerable where seemingly strenuous and sin- cere workers behalf of some or- ganization like your improvement as- sociation, or a charitable society, or a benevolent union, or somebody having reforms of one kind or anoth- er in view have suddenly lost interest and ceased their efforts because they were not receiving the publicity they craved. They were not elected to of- fice or were not appointed on com- mittees or failed of being created delegates to this or that convention; or, if such honors came to them, they were not properly noticed tured in the local papers. Such people, seeking only public applause, have made the term, “gen- eral welfare,’ a by-word and are of no value whatever to any sincere ef- fort along the lines of civic right- eousness. in and pic- Attend meetings of your associa- tion, participate in the discussions, offer suggestions and don’t lose your temper -or your interest if you are opposed or if your suggestions are not deemed acceptable. Consent to serve and serve conscientiously upon whatever committee to may be assigned. If you develop sore spots as to the policy or conduct of your Asso- ciation, don’t go about indiscrimin- ately discussing and criticising, but try to straighten out matters formal- ly, dispassionately and fairly at the meetings. I have found it to be an excellent practice to seek out my friend who has opposed me_ and try to arrive at some mutual ground up- on which we can both stand with re- sultant good to our organization. I find that the average man, if he is properly approached and squarely and honorably reasoned with, will meet me halfway at least. But here is the keynote of such meetings whether you are the visit- or or the host—it is the key to suc- cessful conference. Don’t lose your temper nor permit the other fellow to realize that you know he is losing kis, and always remain open to con- viction. I realize that I have told you lit- tle of value; nothing, perhaps, that you did not already know. But I have which you August 4, 1909 tried to impress upon your minds the absolute need of united harmonious effort upon the part of all individ- uals, and the further truth that such effort is bound to produce results— which, after all, is the one thing that provides adequate reason for the ex- istence of your organization and the holding of such meetings as this one to-night. ——_--+2>___ Arctic Temple Marvel of Nature. Changeless Arctic temples of ice amid the icy deserts of Greenland were found by the survivors of ill fated Erickson expedition to the North Pole. A crystal palace of su- perhuman architecture, vaster than a dozen cathedrals and Egyotian tem- ples, resplendent with jewels and end- less decorations of ice, is described. Created by Nature in a forbidding wilderness, it frightened and awed the explorers. The dreams of poets and the fancies of epic bards were surpassed by this vision of colossal loveliness which the painter, Achton Friis, a member of the expedition, endeavored to carry away for the benefit of the dwellers in civilization. More than a mile in length the lofty nave of this temple was pierc- ed at intervals with windows through which the gleaming sun rays kled on columns and cubes and im- mense clusters of _ stalactites like pendent jewels. Through the center of the ice palace flowed a stream of vater whose occasional ripple and splashing fall broke the majestic si- lence. Far north it is possible that ice palaces and temples should endure without change longer than human structures of stone. The carcasses of prehistoric monsters have remain- ec inviolate in Arctic tombs _ for thousands of years, while granite py- ramids have worn away and Babylo- nian civilization has been buried deep in the earth Some day the world may decide to store its most valuable records for posterity at the poles. -—_—_———_.-.-. Ireland To Receive Lessons in Farm- ing. Current farming fashions are to be introduced into Ireland. The Mun- ster Agricultural Society recently has inaugurated a new movement having for its object the introduction of im- proved methods in Irish agriculture. An effort will be made to introduce modern machinery, and thus encour- age tillage as against the prevailing idea of dairy farming. There will be public demonstrations throughout the country of practical up to date farming with the latest up to date machinery and appliances. On St. Patrick’s Day a twenty acre field was broken up and prepared for potatoes, mangoes, turnips, etc. There were also shown in practical opera- tion dairy machinery and utensils, and the various modern agricultural im- plements. Later in the year it is proposed to demonstrate the possi- bilities of the latest devices in hay saving machinery, mowers, potato. mango and turnip diggers, etc. _— oo The world wouldn’t move quite so fast if it depended on some people we know to push it along. che spar- August 4, 1909 MICHIGAN TRADESMAN THE SMILING CLERK. He Doubled His Sale By Being Pleasant, Written for the Tradesman. “I stopped in front of a druggist’s place of business the other day,” said a stenographer in a down town of- fice, “and looked into his window for quite a few moments, “It was a window devoted exclu- sively to toilet preparations, and you know how these things always ap- peal to the heart and the pocketbook ef the feminine who likes to keep ker person clean and swect smelling, “The window was filled almost to overflowing with all sorts of lotions, powders, etc, put out by manufac- turers for the purpose, primarily, of making the mazuma for themselves and, secondarily, with the object of alleviating the discomfort, not to Say distress of people who ‘feel the heat’ to an inordinate degree. “I always like to keep well stock- ed up with efficient toilet preparations for hot-weather use, and so, as I say, paused a perceptible period in front of this particular tempting dis- play; tempting in more ways. chan one, for one of the powders on which I especially dote was marked down to a price which was 4 cents per car- ton cheaper than I had ever seen it before. “Well,” thought I to m ’self, ‘here where oe Mamie lays in a ca supply of her favorice talc. powder’ “To think was to act under such an alluring bargain as 4 cents below the frequent quarter-off reduction on a positive summer necessity, not even summer luxury! “So into the store I sauntered. “A little rollypoly of a man at once came forward to wait on me, at- tracted, no doubt, by the litce click of my umbrella handle as I laid it carefully on the showcase. “The little rolly-poly wasn’t at all what is called a ‘mashy man,’ as drug clerks sometimes are, but he certainly was goodnatured to a degree. As he became interested in making a sale of some of the goods sampled in the window his face more than once wreathed itself in smiles. He _ ex- plained the good qualities of a num- ber of different sundries, extolling some more than others. “The first talcum powder that I en- quired for I couldn’t, for the life of me, at once remember the name of, al- though I know it as well as I do my very own, so I was obliged to de- scribe it by the carton. ““Oh, yes,’ said the fat little man, not staring at me superciliously and enjoying my embarrassment, but im- mediately helping me out of my di- lemma; he had not the ghost of the high and mighty airs of some fellows who stand behind a druggist’s coun- ter, ‘oh, yes, you mean the one put up so attractively with purple violets all over the box? ““Yes, that’s the one whose name I'm trying to think of, said I. ““T know precisely the powder you refer to,’ beamed the pudgy _ little clerk. ‘That,’ he continued, ‘is one of the very best of taleums, a powder upon which you may rely implicitly, which,’ he added confidentially, ‘is more than I can say concerning some other powders which we are obliged to carry in stock. This one you are asking for will do all that is claimed for it by the people who put it be- fore the buying public, and then, too, it is delightfully fragrant—see,’ and he sifted a little of the powder out on a sheet of paper about as big as your hand—that he deftly flipped off from a scratch pad that lay conve- niently by—and held it towards me. “IT inhaled the odor cautiously, so as not to get ic in my face, and then tke pleasant little man allowed me to examine, olfactorily, several other talcums, all of which he said he could recommend as first-class preparations, and some of which are new to the Grand Rapids market. “Then the affable little clerk drift ed to other torrid-times and explained their uses; talked of dainty toilet waters and their relative good- ness and prices, finally getting around to the subject of perfumes. He gave goods me a lot of information about all these. “I told him that I was glad to get the knowledge about the toilet wa- ters and perfumes, but that they were luxuries and TI could not afford them now. “The fleshy little man was just as amiable about it as could be, doing up the four bottles of the talcum pow der that I had enquired for at the beginning of the conversation with as urbane a manner as if IT had bought out the whole shop. “What I got came to 60. cents, which amount was just twice what I should have parted with had not the little rolly-poly clerk been so very agreeable. “Tf, by his jolly manner alone, this clerk makes everybody who enters employer’s establishment part with just double the money it was their intention to spend—well, any one with half an eye can see that he’s a veritable gold mine to the man for smiles.” M. Willoughby. ~~ Teaching Him a Lesson. new mail carrier on the rural free delivery route glanced at the name on the letter box by the road- side, stopped his horse and spoke to the roughly attired farmer with the old slouch hat, who was resting his sun-browned arms the and looking at him. his whom he The on gate “T see,” he said, “your name _ is Holmes.” “Yes.” “Beverly G.?” “Yes, I’m the man that lives here.” “Are you any relation of Sherlock Holmes?” gravely asked the carrier. “No, sir,” answered the farmer, “but I’m detective enough to know that you’re not a very good judge of human nature. You took me for an ignoramus because I’ve got my old working duds. on. I’m Sherlock Holmes enough to look at a man’s face and eyes before I size him up as a fool. Some mail for me? Thanks.” a Heaven is going to be a strenuous place for some who have spent their lives runing after rest. You Are Giving Money to Your Competitors Every day you don’t sell Dandelion Brand Butter Color, you are giving profits to your competitors that do. And not only profits, but customers as well. Buitermakers want Dandelion Brand—go per cent. of the buttermakers in this coun- try won’t use any other kind. They know it’s the best— proved best by years of test. Sell your buttermaking customers Dandelion Brand—the butter color that gives that delightful, profit-adding June shade. Tighten your grasp on their trade. Open the way for the steady stream of profits that Dandelion Brand Butter Color means to you. Dandelion Brand Butter Color Is Endorsed by All Authorities Dandelion Brand Qs ogi PURELY AA Dandelion Brand Is the Safe and ca Sure Vegetable manies Color ‘se Butter Color VEGETABLE We guarantee that Dandelion Brand Butter Color is purely vegetable and that the use of same for coloring butter is permitted under all food laws—State and National. WELLS & RICHARDSON CO., - Manufacturers of Dandelion Brand Butter Color BURLINGTON, VERMONT i MICHIGAN TRADESMAN August 4, 1909 Seen a Movements of Merchants. Saline—Ed. Muir and Walter Gross have opened a hardware store. Kingsley—J. Redner succeeds L. Lumerige in the meat business. Traverse City—-R. G. Paulin has cpened a tea store in the Steinberg block. Manistee—-A new bakery will be opened on Monroe street by Fred Becker. Lyons—A harness, buggy and farm implement store will be opened by E. L. Wilder. Detroit—The Detroit Drug Co. has increased ics capital stock from $20,000 to $26,000. Leroy—Frank Smith has sold his general stock to Beckman & Hutton, formerly of Bay City. Marquette-—-W. G. Salter and G. L. Rydholm will open a grocery store at 711 North Fourth street. Evart—The capital stock of the First State Savings Bank has been increased from $15,000 to $50,000. Newberry—The bakery and’ feccionery store of W. F. Johnston has been closed by the creditors. Brighton—E. N. Pitkin, of Shelby, has purchased the furniture stock of J. Skoda, who retires from business. Munising—L. M. Spencer, former- ly a business man of Marquette, has engaged in the harness business here. Central Lake—Washburn & Sons are succeeded in the confectionery business by James L. Rugg, of Boyne City. Cheboygan—-J. H. Barrowcliff suc- ceeds Christopher Mills, who has been engaged in the grocery busi- ness here for many years. Schoolcraft—A five and ten cent score will soon be opened in the Cooper building by Fred MHaverly, fermerly of Mason City, Iowa. Sturgis—H. W. Prince has pur- chased the stock in the general store recently managed by M. E. Simpson, who succeeded W. W. Coombs. Flushing—The shoe stock of the late R. D. Briggs has been purchas- ed by Frank A. Brown, of Lansing, | who will continue the business here Standish—A petition in bankrupt- cy has been filed by three of the eredicors of Harry Blumenthal, deal- | er in clothing, dry goods and shoes. Vicksburg—-The Big Four Mer- cantile Co. has been placed in in- voluntary bankruptcy by the credit- ors. The first hearing of creditors will be held August 14. Edmore—Skarritt & Sack are suc- ceeded in the meac business by J. L. Weaver, formerly engaged in the same line of trade at Stanton, but more recently of Hastings. Morenci—Wissler & Barden, gro- con- j cers, have dissolved partnership, Carl V. Wissler retiring from the firm. The business will now be. conducted by: Frank A. Barden. Lansing—The Northrop, Robert- son & Carrier Co., wholesale dealer in drugs and grocers’ specialties, has removed to a new location on North Grand avenue, where it has much more room than formerly. Alma--The central of the three stores in the Vermeulen block will be occupied about Aug. I5 by A. A. and 5. C. Chick, of Standish. The busi- ness will be conducted under the style oi the Economy Shoe Store. Birmingham—Since the death of R. Bert Kerr the grocery has been con- ducted by his father, Peter Kerr This stock has now been purchased by Joseph Wilcox, who has_ been employed in the hardware store of j- R. Blakeslee for the past seven years. Battle Creek—August Kapp has merged his business into a corporation under the style of the Kapp Cloth- jing Co., which has an authorized lcapital stock of $40,000, of which | $30,300 has been subscribed, $300 be- ling paid in in cash and $30,000 in | property. Bay City—John Boden has _ pur- | chased the downtown drug stock of ‘John Knapp. - Mr. Boden’s drug stock ihas been purchased by Frank Welsh, iwho has clerked for Mr. Knapp in ithe latter’s West End store, at which iplace Mr. Knapp will now devote his {business energies. Laurium—The meat and grocery | business formerly conducted under. ithe style of Edwards, Bushnell & |Co. has been merged into a _ stock [company under the name of Edwards '& Co., with an authorized capital iscock of $10,000, of which $7,500 has ibeen subscribed and paid in in cash. ; Cedar Springs--The Cedar Springs 'Board of Trade will put on a Mer- ichants’ Day on August ro. It will ‘be something new and novel—a full! iday farmers and everybody are cor- idially invited to join in and have an jenjoyable time, throwing aside for a | few hours the regular duties and icares of the day. ; | Battle Creek—A. L. Blumenberg land S. Rosenfield, respectively Pres- jident and Secretary of the People’s | Outfitting Co., of Kalamazoo and i Battle Creek, have purchased the |Penniman block at this place, which | will become the building of the lo- jcal company after the lease of the present tenants expires. | Saginaw—The housefurnishing and iclothing business formerly conduct- | by the Heagany & Treanor Co. has been merged into a stock company under the style of Heagany-Treanor, with an authorized capital scock of $30,000 common and $30,000 prefer- red, all of which has been subscribed and paid in in property. Eaton Rapids—This town is excit- ed over the prospect of becoming an oil center. Half a dozen of the citi- zens here, with an oil promoter from Ohio, have secured leases on several thousand acres of land in Eaton and Ingham counties and will begin next month to prospect for oil. Under a big tract of land about four miles east of here there is a substantial vein of coal and it is in that section chat the first holes will be bored. Manufacturing Matters. Spalding—Frank Beatson, general merchant here, is contemplating the establishment of a cheese factory or creamery in one of his buildings in this village. Detroit—The Lowrie & Robinson Lumber Co. has purchased the Ed- ward Frolich Glass Co.’s sash and door factory at Warren avenue and Fifteenth street. Memphis—The Marathon Lumber Co. has been incorporated with an au- thorized capital stock of $25,000, ali of which has been subscribed, $15,000 being paid in in property. Burlington The Burlington Creamery Co. has been incorporated with an auchorized capital stock of $i0,000, of which $5,300 has been sub- scribed and paid in in cash. Detroit—The Ewer Wrench & Too! Co. has been incorporated as a man- ufaccuring business with an author- ized capital stock of $7,500, all of which has been subscribed and paid in in property. Freeport—Brayton, Childs & Co., who have been conducting a grist mill here, have dissolved partnership, N. Prayton and F. A. Childs retiring. The business will be continued by Ernest Gosch and Geo. J. Nagler. Bay City—Jordan & Sourwine have set up a portable sawmill at MclIvor and will cut 250,000 feet of lumber. About twenty of these mills are cut- ting lumber in the country north of Saginaw River along the Lake Huron shore. Detroit—A corporation has been formed under the style of the Peltier- Haupt-Clark Co. to manufacture au- tomobile parts, with an authorized capital stock of $1,000, all of which has been subscribed, $250 being paid in in cash. Detroit—A corporation has been formed under the style of the Sam- ple, Smith & Hahn Co. to conduct a lumber business, with an authorized capital stock of $20,000, of which $12,000 has been subscribed and paid in in cash. Detroit—The Walker Automatic Fan Co. has been incorporated to con- duct a manufacturing business, with an authorized capital stock of $20,000, all of which has been subscribed, $300 being paid in in cash and $19,700 im property. Menominee—John M. Thompson has sold his holdings in the Wol- verine Cedar & Lumber Co. to R. E Edwards, of Peru, Ind, and has re- signed as general manager, being suc- ceeded by Mr. Edwards, Mr. Thomp- son retains his office and interests in the White Pine Lumber Company, jn which he is associated with Charles 1 Foster, of Milwaukee, and Danie} Wells, of Detroit. Detroit — The Whitman-Warren Screw Co. has been incorporated to manufacture screw machine products and machinery parts, with an author- ized capital stock of $10,000, of which $5,000 has been subscribed and $4,000 paid in in cash. Battle Creek—The Malta Vitae Pure Food Co. plant will be sold by Sheriff Graham at public sale Sept z. The sale is to satisfy a claim of $25,000. The City Bank of this city advanced that sum to keep the insti- tution in operation. Detroit—The Speshulfit Dropskirt Co. has merged its manufacturing business into a stock company under the same style, with an authorized capital stock of $3,000, all of which has been subscribed, $200 being paid in in cash and $2,800 in property. Detroit--The Imperial Cash Reg- ister Co. has been incorporated to conduct a manufacturing business with an authorized capital stock of $50,000 common and $15,000 prefer- red, of which $50,000 has been sub scribed, $24,900 being paid in property. Howard City—A. W. Messenger has sold his woolen mill to George Cooper, who will continue the busi- ness. Mr. Messenger has been en gaged in this business nearly eigh- teen years, during which time his plant was twice destroyed by fire and once damaged by the same cause. Detroit—H. C. Hitchcock & Co, manufacturers of boxes, have merg ed their business into a stock com- pany under the style of the H. C. Hitchcock Box Co., which has authorized capital scock of $5,000, + which $4,000 has been subscribe: $2,000 being paid in in cash and $2,000 in property. Coldwater—Robt. Phillips, former- ly engaged in the manufacture skirts in Chicago, under the style oi Robert Phillips & Co., announces his intention of engaging in the same business here and will skirts, suits and cloaks and conduct a tailoring business at 10 Chicago streec about Sept. 1. Bay Cicy—W. D. Young & Co.’s sawmill, which was shut down for re- pairs, resumed operations Monday and will be operated day and night. The concern receives a trainload of a day over the Mackinaw div! It is turning out a fine grade of flooring, about 60,000 feet a day. Mr. Young states that orders are coming along well. The market looks strong er and business is fairly satisfactory. Bay City—The sawmill of Knee- land, Buell & Bigelow was shut down a fortnight ago for extensive repairs and will resume sawing August 10. The Kneeland-Bigelow concern’s oth- er mill, which shut down two weeks ago for repairs, has resumed opera tion day and night and is receiving a train of twenty-six cars of logs every twenty-four hours. The cae will run day and night through the entire year save two weeks for need- ed repairs. in an oT | of manufacture logs sion, August 4, 1909 MICHIGAN TRADESMAN C33 = a y . ‘ ‘ ‘ \ ny " ey)! ft ae 2) ee The Produce Market. basket crate. Home grown hot house Bananas—75c for small pbunches,}command soc per 8 th. basket. $1.25 for Jumbos and $1.75 for Extra Jumbos. : Beans—String and wax command 75c per bu. Beets—2o0c per doz. Blackberries—$1.50 per 6 qt. crate. Butter—The market is about the same as a week ago. Local dealers hold factory creamery at 27c for tubs and 27%c for prints. Dairy ranges from 15c for packing stock to r19c for No: 1. Cabbage—Home grown, 60c per doz. Louisville, $1.50 per crate. Cantaloupes — Georgia, $1.75 per crate. Standard California Rocky- fords, $2.50 for 54s and $2.75 for 45s. Carrots—zoc per doz. Cauliflower—$1.20 per doz. Celery—Home grown, 18c_ per ‘bunch. Cherries—Sour, $1.35 per crate; White Sweet, $1.50 per crate; Black Sweet, $1.75 per crate. Cucumbers—2oc per doz. for home grown hot house; $1 per bu. for gar- den grown. Currants—$1.35 per crate of 10 qts. Eggs—Market is strong and un- changed. Local dealers pay 22c f. o. b., holding selected candled at 24@ 25C. Egg Plant—$1.50 per hamper. Gooseberries—$1.25 per crate. Green Corn—1l2c per doz. Green Onions—1tic for Silver Skins. Green Peas—$1 per bu. for Tele- phones and 75c for Marrowfats. Green Peppers—$1.50 per bu. Honey—14c per tbh. for white clov~ and 12c for dark. ILemons—The market is still strong on the basis of $4.50 per box for both Messinas and Californias. Lettuce—50c per bu. for leaf, 75c per bu. for head. Onions—Louisville, 90c per sack; new- crop Spanish, $1.75 per crate. Oranges—Navels are out of mar- ket. Mediterranean Sweets are mov- ing freely on the basis of $3@3.25. Late Valencias command $3.50@4. Parsley—25c per doz. bunches. Pieplant—75c per 4o tb. box of out- door grown. Potatoes—$2.50 per bbl. from Virginia or Ohio; Louisville in 2%4 bu. sacks. Poultry—Paying prices for live are as follows: Fowls, t1@tI2c; broilers, 18@z20c; ducks, Q@Ioc; geese, 11@ 12c; turkeys, 13@I4c. Radishes—15c per doz. bunches. Raspberriesi—$1.25@1.50 for black and $1.60@z2 for red. Squash—Bulton . variety commands per bu. Tomatoes—Tennessee, 60c per 4 Cr for $2.25 new for $t Veal—Dealers pay 5@6c for poor and thin; 6@7c for fair to good; 8@ 9%c for good white kidney. Watermelons—Missouri are moving freely on the basis of $2.65 per bbl. of 8 to Io. Whortleberries—Scarce and not ex- tra as to quality, selling at $1.50@1.75 per 16 qt. crate. The Grocery Market. Sugar—The market is strong and a higher range of values is antici- pated by many authorities. Tea—The Japan market is steady, with prices well maintained. The country demand is being well sup- plied. Low grades are not yet in, but the prices will range about the same as last year, Government standards being quoted nearly the same. Black Ceylons, according to the last Co- lombo mail advices, showed improve. ment in quality and selection. All grades of fine teas sold well. Prices of mediums were well maintained. Orange Pekoes were rather dearer. The limited supplies of Greens are being eagerly bought at full rates. Cable advices of July 30 are, “Market firm and advancing.” Coffee—The market is ranging in price from 4o to 45 points under rul- ing values for the same last year. The decline in price is due to dull business and the uncertain position of the trade on account of tariff agi- tation. While prices to-day are un- der those for the winter options for this time last year, the world’s visi- ble supply of coffee is about 1,500,000 bags less than it was a year ago, with the present prospect of a furth- er reduction during this fiscal year. There are some features of the mar- ket this week worthy of note. The first is, despite all the hue and cry cf big receipts at Rio and Santos from the coffee plantations, prices at those shipping ports are firm. An- other singular feature is that Rios have suddenly grown firmer than San- tos. Now as to thereceipts, they are larger in July considerably than ever known and because of this there are people in the coffee trade in this country as well as in Brazil who be- lieve this is a sign of a far more than average crop. Well, take that view, which is asking too much, what then? Why, only 9,500,000 bags can be exported, and the Government can take care of the balance. This is the extreme view as to the size of the crop, which so far the best posted estimates place at 12,000,000 bags San- tos. Another feature regarding the crop is the small bean. It lacks size and plumpness, but has, it is said, a ‘|packing season commences on soft sweet roast, which a large body of consumers seem to prefer. The small size of the bean militates against the size of the crop, which all can readily understand. Canned Goods—Spot tomatoes are up 2%c per dozen, and are now with- in 2¥%c per dozen of new pack goods. This strength is caused by a marked improvement in demand, and furcher advances are expected. Corn is in the same strong position and higher prices are almost certain before the ac- count of short acreage. Peas are firmer, especially the higher grades, of which a short pack is expected. The low prices on all California can- ned fruits are causing a heavier de- mand for this class of goods than usual at this time of year. Peaches, apricots, pears and plums are all selling quite freely and prices are the lowest known for some time. The excitement in gallon apples has sub- sided, and quocations are no higher than all during the spring. The very cheap prices on other fruits is the cause. In canned fish the whole in- terest centers in the opening price of Sockeye salmon, which are expected co be given out some time this month, and will probably regulate prices for the balance of the year on all high grade salmon. On account of the big pack expected some jobbers predict that prices will be from 20@3oc per dozen lower than last year. Sardines are unchanged. Dried Fruits—Spot stocks of cur- rants are limiced and there is no pressure to sell in the primary mar- ket. It would seem, from letters just received from Patras, that the crop is making favorable progress, and while Peronosporus has appeared in some sections the damage has’ been slight. The crop last year turned out 180,000 tons and it is estimated that the coming crop will be about 168,000 tons, or Fo per cent. less than the previous yield. Of course, this estimate is based on favorable weath- er conditions. The first shipment of new crop will be made the latter part of August and is due in this market the last half of Sepcember. The Valencia raisin crop is expect- ed to be a large one this year. The vines are in a healthy condition and make a magnificent display of grapes, which are of good average size. Ship- ments will probably commence the chird week in August, and should the crop be safely housed moderate pric- es prevail. California seeded, for prompt shipment, are in reques and quite a few orders are booking on the basis of our quotations. With regard to the new fig crop, some complaints are being received from Smyrna. The extremely hot weach- er has caused the fruit to drop in certain districts. We do not think this will make any difference, how- ever, and expect the crop will be fully as large as last season. Ru- mors of chis kind are usually circu- lated in order to make the high pric- es of speculators seem _ plausible. Prices will be made early in the com- ing month. Nuts—Almonds are unchanged on spot. The primary market shows no tendency toward lower prices. Fil- will 5 berts are slightly easier. The crop this year is estimated at about 7o,- ooo bags as against 90,000 bags last season. The demand for Brazils con tinues quite active. Prices unchanged. Rice—New head rice is arriving in small lots, not enough to affecc the market, which, while not as firm as last week, is still holding up well. In view of the excellent prospects for a large crop this year, especially do- mestic Japs, considerably lower pric- es than those ruling now are pecced by the time the crops ready for market. Vinegar—It is reported that three frominent officials of the United States Department of Agriculture are making a tour of the country, taking samples of pure cider vinegar in all of its stages of manufacture. The pian was adopted in order to fix standards for use in cases against manufacturers of spurious vinegar. The Department, it is said, is engaz- ed in a special study of the vinegar question and expects soon to fire a gun which will leave certain manufac- turers in a very uncomfortable posi- tion. No food product has so persis- remain ex- are tently defied the food laws as vine- gar. Its adulteration is apparently easy and profitable, and much more difficult to detect than most adulterations. Most of the bogus vinegar is guaranteed by its manu- facturers to comply with the law. the pre- vailing scarcity of olives a large im- other Olives—Commenting on porter says that “the primary mar- ket remains unchanged as to prices, but daily there are converts being added to the ranks of those who be- lieve there must be an improvement in price owing to the scarcity of first class stock in all markets of the world.” Will Make Iron and Wood Novel- ties. The Rapid Machine Co., doing busi- ness at 17 S. Market street, and the Crescent Manufacturing Co., doinz business at 195 Plainfield avenue, will consolidate under the style of the Crescent Manufacturing Co. The cor- poration will have an authorized cap- ital stock of $10,000, of which $8,000 will be subscribed and paid in. The directors will be Paul Hoekstra, Henry A. Brink, F. Boss, M. Nubert, J. Moline and N. Forbes. The offi- cers will be as follows: President—Paul Hoekstra. Vice-President—F. Boss. Secretary and Treasurer—Henry A. Brink. The manufacturing department will be conducted at 17. South Market street. The Rapid Machine Co. has made iron specialties and cools and the Crescent Manufacturing Co. has manufactured office and store sup- plies. Nial A. Brown, recently succeeded in the clothing and shoe business at Bannister by Edgar Clark, will en- gage in the same line of business at Sheridan on August 15, Rindge, Kalmbach, Logie & Co., Ltd., furn- ishing the shoe stock. ——__++.___ He is marring his character who is not making it by his business. MICHIGAN TRADESMAN August 4, 1909 —— PERIOD FURNITURE. Knowledge of History Essential To Its Understanding. Period furniture is all the vogue these days, and probably) will be for several years to come. There may be those who do not understand what Period furniture means, and for the benefit of these it may be explained that the term in a general way applies to thac furniture which is made in reproduction of the furniture made and admired at differ- ent periods in the past. Each gen- eration has its own ideas as to what is useful and beautiful. Students in furniture art have carefully studied the ideas of the past, classified and named them, and modern Period fur- nicure is the reproduction of the an- cient models under these classifica- tions. Furniture in the style of Louis XV., for instance, is furniture that reproduces the lines and ornamenta- tion that characterized the furniture that was popular in the reign of Louis XV. When Elizabethan furniture is mentioned it refers to the reproduc- tion of the patterns that were most used in the time of the great English Queen. Some of the designers of the eighteenth century were so original and artistic in their conceptions that their work has been classified not by the reigns they lived under but by their own names. Among these are Sheraton, Chippendale, Hepplewhite and Adam. In the modern Period furniture the reproduction may not be line for line—in fact, usually is not It is enough, however, if the new the characteristic fea- tures of the ancient pieces in gen- eral lines, in ornamentation and ma- terial and finish. Period furniture is interesting, but some knowledge of history is essen- tial to its proper understanding. Fur- niture is so closely related to the family life that it would be strange indeed if it did not to some degree reflect the manners, ideas and even the characters of the people making and using it. A rude people would not have fine furniture. A people of culture and refinement would not abide amid uncouth surroundings. Polished mahogany would not be looked for in the barbarian camp nor a rude shake down in the bed cham- ber of a French monarch. Period furniture not only reflects individual character, but also national charac- teristics. Take Early English furniture, for instance. That it is in design of Dutch origin is obvious in its every line. It has the Dutch sturdiness and strength, and with it are the English sincerity and honesty. There is noth- inz of the frivolous about the furni- ure of this period. It was built for use, and its beauty lies in the dignity of design and the quality of the ma- terial used. And, moreover, it was the furniture of the people. It was found in the homes of the shopkeep- ers and manufacturers, of the great middie classes, as well as in the palaces of the aristocracy and the courts. so. goods carry How different from the Early Eng- lish types are those of Louis XV. and Louis XVI. The common people in France did not have furniture worthy the name. Its use was confined to the nobility and royalty. The court was gay, dissolute, immoral, the aris- tocracy extravagant and pleasure was its only thought. The lower classes groveled, the upper classes made merry and the great middle class did And does not the furniture of the French period reflect the spir- it of the times? The designs are beau- not exist. tiful, with graceful lines, dainty or- naments and rich materials, but are they not suggestive of the dancing master? Can we not see in them the luxury and frivolity of the French court, especially when these designs are brought into close contrast with the sturdy English pieces? Following Queen Elizabeth came the Stuart Kings and che furniture of this period, spanning most of the sev- enteenth century, is known as Jaco- bean, derived from Jacobus, which is the Latin for James. There is no quick transition one to the other, and the furniture retains its sturdy Eng- lish character, but that there are more luxury in the Jand and more frolic in the upper circles is seen in the grad- ually increasing ornateness of the popular designs. Then came the use of the Puritans and the sway of Cromwell. That was a stern and se- vere period in English furniture and it reflected in the furniture of the times. The Stuarts returned to power and no longer was it a sin to adorn the household. Mary and her Dutch husband, William, brought a reversion to the old Dutch types. French and Spanish influences were strong in the English court in Queen Anne’s time and French and Spanish fancies can be seen in the furniture of her period. The English of to- day have furniture in the Georgian period, but American manufacturers have not followed. The individual designers whose names have been bestowed on furni- ture types ‘had other materials to work in than oak, and this, no doubt, in a large degree influenced _ their conceptions. They sought artistic in- spiration for the classic studies and in mahogany worked out their ideals. The individual types are beautiful, but they are not so characteristic of the people as the earlier periods. Sheraton and Chippendale are as graceful as the French patterns, but chey lack the French voluptuousness and in this respect show the English spirit. This councry has its own Period furniture. Reproductions of the furni- ture made during the Colonial period are familiar. Colonial furniture is of several types, some English, some French and Spanish, but in one re- spect it strikingly characteristic: The Colonial artisans had skill, but few tools, and their product inclined to simplicity, much given to broad panels or to turned work. Colonial furniture has dignity, character and grace and in most of it will be seen the pride of honest workmanship. It is solid stuff, built to endure and not the creation for a passing day. Tt is characteristically American, and how- ever it may follow Old Country ideas is is it has an individuality all its own which makes it distinctive. Then there is Mission furniture, an- other style that is characteristically American and even more than Colon- ial reflects the American spirit. It does not lack beauty, and in all its lines it is straightforward, business- like and strictly utilitarian. There are no false front to Mission furniture, no fancy frills, no frivolous adornments, but it is of the yes and no type, and willing to stand strictly on its own merits, and therein it is essentially American. It. looks well in any room of the house where there is work to be done or where the family gather, but it is out of place in the social function districts. The parlor is the place for the French and the individ- ual English types, but Mission, Co- lonial or Early English are the chings for those rooms in the house where people really live. —_—__.-<.____ Commends the Moral Tone of the Tradesman. Johnstown, Pa., Aug. 1—Allow to congratulate you on the purity uplifting influence manifested in che Michigan Tradesman. I recently had the pleasure of perusing the pages of me and your valuable magazine and was more than pleased with their con- tents. A blessed observation is the fact that in this age when men are irrespective of they obtain it, for wealth, the manner in which you can find time to them a broader path—a path which leads che way from this mundane sphere to the Life Beyond, striving show I am a young newspaper man and have known little else than a some- what stony road in life. I have al- ways appreciated good books al- though my library is limited to four volumes — the Bible, Shakespeare’s complete works, Webster’s Abridged Dictionary and Maxwell’s Elemen- tary Grammar. These have always been near and dear to my heart and accorded preference; but the portal of my appreciation has been thrown open and the Michigan Tradesman is a most welcome guest. I trust that you will ever meet with success and thank you over and Over, more in an altrusive than per- sonal way, for the spirit you mani- est in giving the business public a clean, moral magazine. Quinter Kephart. —_+-~-____ Christian Warko, a foreigner whose residence or occupation could not be learned, was arrested in Brooklyn one warm day last week as a vagrant. At the station house he shed two over- coats, six vests, two flannel shirts. a Sweater, a jersey and a fine growth of beard that ran to over his chin. He seemed to suffer no incon- venience from his extensive and when asked and fro costume, gathered guy ain’t copper, the raised where he it failed to answer. “That human,” growled a fat has suffered intensely “He must steam who with heat. have been in a radiator.” Magistrate man decided that Warko needed a vacation and sent him over to Black- well’s Island for six months. Geis- nc A AB te New truth is found not by kicking at the old but by leaving it behind. —_______ True Success Possible Only by the Square Deal. Success does not mean simply rying our point, making money and accumulating fortunes, but it has a broader meaning. A man who accu. mulates a fortune by shady method has not made a success, but the man who accumulates something by hon- est methods, has a clear conscience and is happy and contented is the man, in my opinion, that has attain. ed real success. However, as_ my subject indicates that there is only one method, I shall contend that there s but one safe method. I believe he square deal is the only method that will produce genuine success, and when the square deal is com. bined with well developed ability placed in full action success is bound to follow. Car- i + L The principle of the square deal is not only to be honest and reliable in a general sense, but to be so in the absolute sense; that is, to aim to give an exact equivalent in evary transac tion and to give the highesi possible worth to everything we produce and offer for sale. To simply be honest in the ordinary sense of the term is not enough; we must be so honest that we will not give anything to the world but the very best we can pro- duce. The man who places an infe rior product upon the market when hy has the ability to produce a superior product is not strictly honest; he is |not giving his best to the world. We jare not giving the world a squar jdeal unless we offer our very best. The man who is reckless or slo lenly in his work is not an honest | workman, even although he may be (poorly paid just now. To be strictly honest and thoroughly just to him- self he must do his work so well that he could not possibly improve upon it. There are many people who _ be- lieve that absolute honesty is not nec essary to success, and there are a few even who that reliability is an obstacle if great success is to be attained, but it will not require much clear thought to understand that the opposite is the truth. The real busi ness of the world is based upon the principle of an exact equivalent, re- turning worth for worth, and so nec- essary is this principle to the very existence of the business world that no enterprise whatever could exist if this principle were removed. The man who accumulates a for tune through “shady” methods does not engage in real business; he sim- ply acts as a parasite upon the relia ble business enterprises of other men He would therefore starve if honest believe Faultless Malleable Ranges have the FIVE SENTIA -s z ES Workmanship and Durability. catalog, “Range Reasons.” | Pauitiess Mall. Iron Range Co. S: Design, Finish, Materials. Write for new St. Charles, {lino!* August 4, 1909 men should cease to conduct busi- ness. The parasite always dies when you remove the source of his life and power. Take away legitimate business and illegitimate business would go into bankruptcy at once; take away _il- legitimate business and the legiti- mate would thrive as never before. | Destroy the animal that supports the parasite and the parasite will also die, but remove only the parasite and it is clear that the animal will be: come stronger, healthier, more vig- orous and more powerful than ever before. The honest business of the world not only supports itself, but it also supports the dishonest; it not only supplies vitality for its own contin- ued existence, but it gives away a great deal of extra vitality to keep alive the parasites. If it should cease to give away that extra vitality and use all its life in promoting its own legitimate ends, it is evident that real, legitimate business would overflow with wealth in every part of the world. The square deal, combined with well-developed ability, will win every time, and its gains will be far great- er when it refuses to give part of its life to keep parasites in chriving ex- istence. The man who thinks there is no success in reliability tries to supplant his own lack of abilicy with unreliability. Unable to make his own success he appropriates a portion of the success that has been created by others. He calls his own power of appropriation and accumu- lates success, but he forgets that if others did not create success there would be no success for him to ap- propriate, and he also forgets the fact that only the man who creates suc- cess is entitled to success. When che majority realize that it is only ability that can create success. and that ability produces the great- est results when acting through re- liability, the parasite will disappear from the business world, and_ the number realizing this great fact is growing very rapidly. | In my opinion the quickest way to eliminate this parasite and there- by remove the greatest block in the way to greatest success is to take ad- vantage of the great opportunity we have to labor honestly and deal fair- ly with our fellowman, always keep- ing before us as our motto, “A squate deal to all.” To the 85,000,000 of people making up this great republic the opportuni- tv to labor honestly means’ more than to all the world besides. It means the development of resources great beyond the comprehension of any mortal, and the diffusion-among all of riches to which the glories of “The Arabian Nights” are but the elitter of the pawnshop, and to| which the sheen of all the jewels of | this earth is but the gleam of the glowworm in the pallor of the dawn. R. H. McDuffie. Father Lacked Experience. 30obbie—Papa says “Honesty is the best policy,” doesn’t he, Mamma? Mamma—Yes, dear. Bobbie—Well, how does he know? MICHIGAN TRADESMAN Tradesman Company’s Classified List of Poisonous Drugs THE LAW H.S. Sec.9320. Every apothecary, druggist or other person who shall sell and deliver at retail any arsenic, corrosive sublimate, prussic acid or any other substance or liquid usually denominated poisonous, without having the word ‘‘poison’’ and the true name thereof, and the name of some simple antidote, if any is known, written or printed upon a label attached to the vial, box or parcel containing the same, shall be pun- ished by a fine not exceeding $100. To enable druggists and country merchants to meet the requirements of the above statute without going to the expense of putting in a large assortment of labels, we have compiled and classified a list of drugs which are poisonous or become so in overdoses. They are arranged in fourteen groups, with an antidote for each group; that is, an antidote for any of these poisons will be found in some one of these fourteen antidotes. This arrangement will save you money, as it does away with the need of the large variety of antidote labels usually necessary, as with a quantity of each of the fourteen forms you are equipped for the entire list. There are 113 poisonous drugs which must all be labeled as such, with the proper antidote attached. Any label house will charge you but 14 cents for 250 labels, the smallest amount sold. Cheap enough, at a glance, but did you ever figure it out—113 kinds at 14 cents—g15.82? With our system you get the same results with less detail and for less than one-third the money. By keeping the labels in a handsome oak case they never get mixed up and they do not curl. Price, complete, $4.00. Order direct or through any wholesale house. Tradesman Company GRAND RAPIDs, MICHIGAN MICHIGAN TRADESMAN : August 4, 1909 DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Corner Ionia and Louts Streets. Grané@ Rapids, Mich. Subscription Price. Two dollars per year, payable in ad-| vance. Five dollars for three years, payable ; in advance. Canadian Senintinnn, $3.04 per year, payable in advance No subscription “accepted unless ac- companied by a signs order and the price of the first year’s subscription. Without specific instructions to the con- trary all net riptions are continued ac- cording to order. Orders to discontinue must be accompanied by payment to date. = ae 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 = the Grand Ra vol Soeere Second Class EH. A. STOWB, Editor. August 4, 1909. =x SIDELIGHTS FROM OILDOM. The inhabitants of the little ham- let where petroleum was first releas- ed in paying quantities are arranging to commemorate in a worthy man- ner the semi-centennial of the eveni and to do homage in a feeble way to the men who created the means of furnishing the oil kings with regal stores. Little did Drake realize when a man drove over to his house one Sun- day morning a half century ago to tell him that he had struck oil what a world of wealth was in store for the few—what a reign of disappoint- ment for the many. He finished his breakfast, then leisurely hicched up his horse and drove three miles to the well, where the dark liquid was surely being brought to the surface. He had experimented until confi- dence and friends lost. Now was the victory. Drake realized only a sands from his hard work. It was the old story: After seeing land pro- ducing on all sides he finally return- ed to the East and others reaped the were few thou- fruits of his toil. Miraculous almost was che trans- formation of those rocky _ sidehills, incapable of raising anything but laurel and rattlesnakes, into a busy gathering of a cosmopolitan race, all eager for oil. Some moved into hov- els and, after a brief space, left mil- lionaires; others sank their few hun- areds into dry holes. It was a vast lottery in which the gamble was part- ly with Nature at her most mysteri- ous shrine; more with the worst ele- ment in humanity; for in the mad strife speculators flocked and_ the uninitiated fell easy victims. Farmers who had found it almost impossible to make a living on the stone-cover- ed hills sold for fabulous prices and left for the city, finding, too late, that their children whom the college fac- ulty found “lacking in capacity” could not be supplied with this article from their untold wealth. Others, lured by the luck of the few, lingered to increase their wealth by sinking new wells and lost the whole. The vicissitudes of “Coal Oil John- ny” have been greatly exaggerated. Generous and easy-going he was | prudent, reckless with ithe fortune | jwhich came to him so easily through | | the death of an adopted aunt, is not ita be questioned, but that a large ‘ srtion of it melted away in the same |way thac it has done with many oth- Jers through speculation is also affiirm- ;ed by one who was at the same time taking his ups and downs with the | rest, but who finally placed his cred- it mark above the million dollar line and has since kept ic there. But a few years after Pithole was one of the greatest postoffices in Pennsylvania from a point of busi- her site could scarcely be cated among the laurels and scrub oaks with which the deserted place was overgrown. Fortune seekers left the wornout wells for new fields. The romance of early oildom has never been written. We see the power that illumines the world in the hands of a monopoly too powerful for even Uncle Sam to grapple with. We re- joice over the varied products which modern science has evolved from the iold “Seneca oil;” and this month we ifittingly go back to the old Drake 'well on Watson Flats and pause for an hour in memory of him who made petroleum a commercial product. ness lo- ETHICS BE HANGED. About the first things every candi- date for a career in either of the so- called learned professions is called upon to absorb are the mora! obliga- tions, the rules and the ethics of the department in life which he aspires to enter. And, rightly, the thing is hammered into him from the cime he begins his studies until he re- ceives his degree, and then some. Without going into all details the ethics of the medical and surgical professions constitutes a sort of sheet anchor for members of these voca- tions which has as its strongest hold- fluke absolute loyalty to the “school”—the regular, the homeo- pathic, the eclectic or what-not char- acter of the particular system of training they have received. And so as a sort of in times of business fessional ambition cli and rings evolved and a develops in every community for a dominating posicion as doctors surgeons. Thus, in turn, we find private hos- pitals and public institutions of the same character, each one practically under the control of a certain body of doctors and surgeons; we find the retreats, the county infirmaries and State asylums with all medical and surgical authority vested in some dominating circle. And thus, also, we find our city physicians and our boards of health alternately in the hands of- this that crowd of physicians and sur- geons, according, as the case may be, to the prevailing majority in local politics; because in spite of profes- sional ethics your average physician or surgeon is a master hand at poli- t beth civic and professional. We hear more about the troubles of the average board of health than we do of the other equally strenuous and frequently bitter contentions at ing are race and or | ;membe | without a doubt. That he was ies jth retreats and private hospitals, be- cause of the very public nature of the responsibilities and duties of the rs of the board. The efficacy of ethics is not so cer- in thoroughly public affairs and | ue of civic rights, personal am- tain by virt bition, ' more or less contempt for “the hell- hounds of the opposition” there is a very reliable certainty that the aver- age board of health is invariably con- ducting a c Pepest in a teapot. fferentiations as to what dis- complete self dependence and Tl eases are contagious end what ones the various views as ie di are infectious: to the potency. of this disinfectant, that antidote, this specific and that or medicine pro- for charges and so the merry war in behalf of essional— practice in vide wide leeway countercharges, and saiguracetal politics—both civic and profe and ethics hanged. surgery becomes MR. IHLDER RETURNS. John Ihlder, representing the Mu- nicipal Affairs Committee of the Board of Trade his cour of observation to the of the Pacific Coast and comes back well satisfied with Grand Rapids. He says the people of the Far West has cities are more advanced in their appre- ciation and fulfilment of the larger things—civic centers, park systems, and so on—than is Grand Rapids, but that we are cessful in the smaller things along of civ- ic betterment. Undoubtedly, this is true. Great ranges of mountains, an endless sea- shore the big redwoods and derful rivers all inspire large ideas; but there are other inspiring matters out West. For example, thousands of investors in the East have put mil- licns of money into the cicies of the Coast; the Federal Government is putting millions into irrigation proj- ects and, to cap all, the mistakes of thousands of more suc the line won- cicies in the East are examples which are causing the Coast people to begin right and go ahead. It is a case of making good on these investments—a matter of “must.” All of these things, coupled wich the fact that it is much easier to in- spire local enthusiasm in a nity has its lish commu- standing to estab- is in one where the pio- which than it neering has gone into safc con- spire to produce the Western supe- 1gority in the matter : looking ahead. Sixty years ago Grand Rapids was having -a ee time. Money was scarce and what there was was of doubrful value. There was absolute- : no spirit of co-operation present; it was “every man for himself and do the best you Civic pride was overtopped by individual welfare: few knew the meaning of any public act not based wholly upon utility. And so it remained until very cently; but the leaven is working, and with the opportunities existing and the proper spirit developing through just such work as is being done by the Municipal : ” can, re- Affairs Committee our se aap will one day realize the splendid visions of a Grand Rapids Beautiful that are already so tangi- ble and so possible. jexceeded the contract speed returned from | ito the type ship. ily authorized before th Mr. Ihlder will submit a report of his observations and experiences to his Committee in September and. doubtless, it will be published in | pamphlet form, with illustrations, for general distribution. OUR FIRST DREADNOUGHT. The first of our Dreadnoughts to undergo her trials—namely, the bat- tleship Michigan—will be ready for jactive service during the coming fall. Her commissioning will be followed closely by the raising of the pennant on the South Carolina, a sister These first Dreadnoughts, althoug! several years later in reaching com- pletion than the original British Dreadnought, are much less powerful ships than the type vessel. Where the Dreadnought mounts ten 12-inch gtns and has a speed of twenty-one knots, the Michigan and her sister ship will mount only eight 12-inch guns and will have a contract speed of only nineteen knots: It is true tnat on her trial run the Michigan ship. some what, but she has not attained : speed of twenty knots. Of course, there is a reason why our first Dreadnoughts are inferior They were actua! e Dreadnoughi craze set in and a eet of only 16,000 tons was provided for. The conversion of the two ships de ships of the signed to be sister louisiana into all-big-zun an icchocehi and as their tonnage much less than that of the Dreadnought it was necessary to cut down the number big guns ten to eight. The later Dreadnoughts now build- ing will all be of the regulation type that is, ten-gun ships—and it is probable that the ships authorized :; the last session — Congress, with a tonnage of 26,0 be twelve-gun ships—that | mount two guns more than the original Dreadnought. Much more rapid made on the ships made on Carolina, ships was was trom , will progress is being 10w building than Michigan South so that Dreadnoughts ships commission coming year. The quite general the advent of the makes all battle ships of earlier data cbsolete. Such is hardly the case, as the earlier ships have at least four o: the highly prized 12-inch and it will be years before the will have passed when they will have competitors of similar type in other navies. It is safe to predict, ever, that all future be either of t vincible type, the latter being an all- big-gun’ armored cruiser of twenty- six knots speed. We have ships in our Navy of the cruiser class either in commission. designed. Many critic= believe that the new armored cruiser. battleship cruiser, as it is called. is the best type of fighting ship yet designed. was the and 1 several of the real will follow these two into during the belief is that readnoughts guns guns, time how ruction will! ght or In const the Dreadnoug no such armored- building or tt would not be strange if ithe world were blind seeing the freaks who are ever trying to get in its eye. sn ee Fl August 4, 1909 MICHIGAN TRADESMAN A SENSELESS COMPLAINT. This time the wail is heard first in the seawashed shores of the Great Northwest. “The woman of to-day is not the woman of yesterday. Wom- en have changed more than. men have changed;” and there are et cete- ta added which there is neither time nor inclination to follow up. What is at the present a matter of some concern is whether the statement is true and whether there are real grounds for its expression. Nobody is ready to deny that the world of the woman has widened in recent years. The sphere represented by the cradle, the needlé@ the dishpan and the schoolroom has expanded and almost every kind of business is done and well done by the brain and the fingers of the gentler sex. Like the man she found the duties of the teacher intolerable and, determined te take care of herself, she was forc- ed to undertake something else. It was the most natural thing in the world for her to fall back upon her needle, but she grew weary of prick- ing her fingers in the service of oth- ers for the meager living it secured. For a time the neighbor’s kitchen sat- isfied her; but after the coming of the servant, with her ideas of equality and independence, she decided that the work and the position were beneath her and she came out of that apart- ment of the house and shut the door. Then, with the closing lines of her school-thumbed Paradise Lost upon her lips, “She had the world before her where to choose Her place of rest and Providence her guide.” Where she found it hardly fails to testify, and that “made good” in every one of them is a matter of considerable concern, because that fact shows that the wom- an behind the chosen life-calling is as unchanged as the earth wpon which she treads, with the same in- stinct and the same longing and fos- tering the same womanly hopes and wishes which Eve transmitted to her through a long and worthy line of mothers and grandmothers. a calling she has One of the earliest characteristics to attract attention was her seizing without a moment’s hesitation the first thing that she found to do. So if she had lived among fermers she became a farmer, when the time came for her to choose. A bricklayer was stricken one day and his wife became a bricklayer. They who care to fol low up the idea will find that there are women blacksmiths and carpen- ters and hod-carriers in the land, and that they are not second-class. The barriers are down that once barred her from the professions; business ‘has opened its doors wide and on the threshold has extended to her the glad hand; her pen is as graceful and as powerful as ever and her vote, the politician to the contrary notwith- standing, is true to her country, is true to her family and true to her- self and so elevating and uplifting and, therefore, making better’ the corner of the earth, be it big or lit- tle, which she calls her home. But these are certainly changes and great ones; we are all the crea- tures of our surroundings and as they change we do. It follows, then, that the woman who is the creature of her ichanged environment must therefore change; which was to. be proved. “Was to be,” yes; but the world who knows these women does not need to be told that the real woman in all these changes remains the same. She may plow, she may drive the plane all day and carry the hod, but in all the long day’s service, which all who know about it pronounce “well done,” straight to her home she goes to that other day’s work after hours which keeps the home togeth- er. There her treasure is and there is her heart, and the womanhood be- hind them both is unchanged and will remain unchanged as long as there are a treasure and a love to live for it. Within calling distance of this desk there is one of numberless instances: A woman tenderly reared was left with a family of three to face the world alone. Unflinchingly she took up the burden Fate had placed upon her shoulders and, as she says, “God only knows how I did it, but it was Physical strength forbade the washtub and the ironing board. Her skillful needle did something; her music helped some and her conced- ed reputation as a cook did much for her; but, “Never weary of well do- ing, never fearful of the end,” she met the world with a smile and year in and year out she sang, sometimes with a weary body but never—thank G6d!—with a weary heart: i. done. “A servant with this clause Makes drudgery divine: Who sweeps a room as for Thy laws Makes that and th’ action fine.” So the years sped and the children grew up, and to-day as she, unchang- ed, tells the story of her struggles in the midst of the affluence which had to come, not a hearer but believes that poverty can be and is a blessing to those who learn to make its drudg- ery divine. Circumstances can—do change—but the woman never does, provided al- ways she is the real thing. The morn- ing paper tells a story which will bear repeating: Her boy, two years a convict, was nearing the end of his sentence and the mother, whose wan- ing life seemed hardly equal to the waiting until he came, was gladden- ed by the news that good behavior had shortened his term and even then he was on his way home. What was hoped for happened. He came. He clasped her in his arms and the moth- er, the woman who, “true as_ the needle to the pole,” saw in the crim- inal only the boy, her baby, whom she had borne and reared, began at once to amend—a living proof that the woman of to-day is—mark that— the woman of yesterday; that women have not changed more than men and that, changed, the mother of to-day is ready to cover, to conceal wich a kiss, as Eve would have done had God permitted her, the mark which the forehead of Cain, her first-born, bore. With anything like that to sustain him the man who complains is un- worthy of his parentage. There is something the matter with his spine. His upper lip needs attention and he wants to repeat and practice the mother in misfortune practiced until she conquered, the law drudgery is a blessing the moment it is made divine. a as THE DAMAGED CASE. You may know that the packa which is soiled slightly on the out- side contains absolutely clean con- tents, yet the fastidious housewife relishes the clean one much more. If the offense is not too often repeat- ed, however, she lets the matter pass in silence; but if goods are tinually presented in boxes what ge con- soiled, bruised or torn she will hunt anocher | market. The small hole in the sugar sack | can be easily drawn together when she gets home, and no harm is done, | providing the package is kept always | with the rent at che top. Even an oc- | casional torn flour sack is permissi-| ble under the same conditions; but when there are several such tears in succession she commences to wonder. At first the story that it was done by | careless handling in shipping goes; | but by chance she catches a glimpse of the interior of the mill goods, notes the numerous bags | ‘“ with holes chewed in them and then|ne she literally “smells a mouse.” She| mortal the feminine may not have the tributed to portion of the race, but she does not want mice trotting about among her eatables. If you wish to retain way must be devised for supplying | ai the flour and meal in whole icks., A slight tear in may seem a trivial matter, sects have entered and begun opera- tions, no one wants the damaged goods. Strive to present not only good | uy goods but those the appearance of|f which is not of a compromising na-|h Flies will soon soil the finest | ture. wrapping. Get rid of them. mice. Warn your clerk that he must avoid punching holes in the through careless handling. bags THE DESERVED COMPLIMENT. When you have especially choice goods to offer do you not feel bet- | ter to have your patrons report the pleasure they afforded? Of course you do! Did you ever think how the same feeling reflects along the line of your own purchases? The extra effort to deliver a prime article is soon omit- ted when no manifestation of appre- ciation is observed. Supposing that two bushels of ber- ries are brought to your store at the same time by two different parties. The one is prime fruit, picked and packed in the neatest and most care- ful manner. The other is a mixture of good, bad and indifferent, perhaps placed in baskets so much soiled that they should have been discarded. You may not wish to offend the one party by cutting the price per bushel, but how about the other? Does he stand by and see equal prices. paid without a pang of resentment? Com- pliment him for the excellence of his fruit. It is only just. When an or- that | corner for! terror at-/|t her trade some} a box of cereal | but if | the through this break in the paper in-| Trap the | ider is to be placed remember him and but for the good ones it aly ays pays to give praise. _—_—_—__—_—_—_— WHO GETS TO THE TOP? The old Plenty of room at 9 the top, se in anger of y g | ‘ _. ibr K€n if present progres nti t ” ee ‘ S ; Witt ley r ¢ With ele vate S vires + = t : , i i r i - ‘room in the upper or r 5 | a + . a i Ventive scMUS and res $s E Too low they build w I ‘ neat the st 5 partakes s year of ft rat Or automobile im not only off from the roads but } ot ™ = business, but he has as Wis ~c} r . i that hrs colts STrOow teariess automobile, and that prices for goo f } | norses were never higher than now. ss¥AT 1, + - 4 < 7 vatt 1 Whoever is satisned with what he loes has reached his culminating point,” says one. When w ceas | looking upward we lose some of our Strength. The best goods, the m st efficient service, courtesy and I pt ness-—these are a few of up the ladder. Learn to ha I eration for the wishes and é thers. Anticipate their desi a worthy aim and keep your steps constantly headed toward it. { only greatness is that we aspire.” We may fall short of our ideal, but. that is all the more reason why the orig- inal mark should be set A person is not to be relieved of his contract made while he was under the influence of drunkenness brought about in no wise by the in- stigation of the other the intoxication was so ~1 voiuntary party, unless great as to deprive him of the use of his reason- ing faculties, and the other party had notice of his condition. —X—_—— You do not preserve the faith by keeping the faithful in a pickle. 10 MICHIGAN TRADESMAN August 4, 1909 Automatic Toy—Wall Paper for the Backgrounds. Last week I had something to say concerning the advantageous employ- ment of dummies in window fronts. What I stated as to their useful- ness as an adjunct in the sale of mer- chandise might be corroborated by the hundreds—it really was thou- sands—-who stopped in front of a certain, window where a_ cheerful- faced manikin was going through with the movements of sawing a small! board in two lengthwise. There was real sawdust under the miniature work bench, behind which he stood, to make it seem as if com- ing from his manipulation of the tool in hand, and the movements of saw- ing were as methodical and correct as if performed by a real carpenter. You’ve heard of people “talking with their hands,’ as the French “talk with their shoulders.” This manikin said a whole volume with his hands—or, rather, his left one, as the other was occupied with the saw. While the instrument (apparently) was going che length of the board the manikin’s head was bent atten- tively over his work, his eyes riveted on what his “hand had found to do,” but the moment that the saw had got to the end of its journey up bob- bed the manikin’s head and he turn- ed a smiling and wonderfully intelli- gent look on the curious eager spec- tators out on the sidewalk. At the same time the litcle fellow gesticu- lated with his disengaged hand so cutely that people laughingly ob- served to each other that he “sure was the real thing!” Truly ic was great fun to waste time watching the benevolent-fea- tured manikin; and it was quite as amusing to watch other people wast- ing time watching the same ching I was! The expressions on their faces were all the way from a broad smile to a broad laugh. One person would say to another: “Well, you can stand here all day and tickle your optics with that fool- ish lictle dummy, but I for one can’t spend any more valuable time on him—I’ve got to go about my busi- ness.” “Oh, let’s watch him go through his antics just once more,” would be urged by his companion, and then both of the speakers would fascin- atedly watch che manikin do his stunt not “just once” but over and over again, And if the grown-ups were so c:azy over him, what must be said of the “kids?” They fairly gloated over the manikin—couldn’t get enough of lis droll actions! They would start ten times to drag themselves away and as many times turn back to enjoy the novel sight. I could not say how many sales ‘were directly or indirectly traceable to the presence of His Manikinship in that window, but “certain-sure” “everybody and all their relation” were wonderfully amused with this ingenious toy that made such a nice little moving picture of himself, and he excited a great deal of talk, which could not but bring into exercise the name of the establishment for which he was playing a “benefit perform- ance.” Wall Paper Backgrounds. Not all window dressers realize the decorative value of figured wall pa- per for the backgrounds of exhibits. Using it any desired effect may be ebtained, grave or gay, heavy or dainty. With figured paper there need not be introduced anywhere near so many goods as where the background is a solid color, just as in a papered room in a home not near so many pictures are necessary on walls with figured paper as where the paper is a plain one or the wall is tinted. One great advantage of wall paper for window trimmers’ use is that it may be put on large panels in the work room and thus save quite a bit of the labor often required to be done, in the window itself. This should commend itself to windowmen who do not have shades other screening convenience to protect themselves from the annoying gaze of the public and who are frequent- ly obliged by the exigencies of their work to see to their windows during business hours. or In the employment of wall paper for window backgrounds the paper selected never should be so obtrusive that it draws more attention than the goeds are able to attract. Its legiti- mate purpose is defeated when such the case. The trimmer must be very cau- tious in regard to the prevailing col- or of the wall paper he puts in a background. It should be in com- plete harmony or pleasing contrast with the colors or the shades pre- dominating in the merchandise on display. Here, also, it is very easy to make a mistake. Thought must be given to the qual- ity of the paper as well. Manifestly, while a cheap paper would do very nicely as a background for merchan- dise in the windows of a Ten Cent store, such would be entirely out of place where expensive goods were to be in evidence in the store front. The novice in’ window dressing must give all these points sufficient consideration when putting a back- ground of wall paper in his window or windows. There’s another thing, is also, re- garding this subject and that is whether contiguous exhibits shall have the same or dissimilar back- grounds of wall paper. This, of course, depends much on the goods themselves. If they are of the same general character then the same pa- per may be seen in two or more win- dows, but if the articles to be dis- played are totally unlike it would seem the part of wisdom to use with each class of goods a background dif- ferent as to color, design and quali- ty. care being observed that the various backgrounds do not clash with each other and with the goods in each section. The size of the pattern is a furth- er item to be deliberated upon. If too large or too small a pattern is picked out there is disagreement caus. ed by lack of taste. Some very pleasing effects may be brought out with even very inexpen- sive wall paper where fine discrim- ination is possessed by the window dresser, while, on the other hand, costly paper may fail utterly to give satisfaction; it lies with the one hav- ing charge of window affairs which condition shall prevail. Some Catchy Cards. Here are some cards I saw used in Rapids; they might come handy for some oth- another town than Grand er fellow when pressed for time to compose his own: Rain or Shine, *Tis always time To get an ice cream Soda Soda for mine Soda for thine Glasses shine All combine For Perfect Satisfaction We Can Help You To Select The Prettiest White Lingerie Dress In Town ! Lovers ! See Here Lovers of Beautiful and Individual Millinery Are Requested To Turn Their Gaze In the Direction Of Our Imported Creations (The last sample could be shorten- ed and changed to read as follows): Lovers ! Are Requested To Turn Their Gaze From Each Other In the Direction Of Our Imported Creations Don’t Go To Chicago Save Time and Expense By Tradinz at Home We Will Try Our Best To Suit You When in Doubt Consult Us We Pride Ourselves On Our Ability To Help You Out With Goods Made Right Goods Made to Fit Goods Made to Sel] Goods Made to Give Satisfaction The Most Critical Eye Sometimes Needs A Help With Our Satisfaction-Guaranteed Glasses Ready-to-Wear Garments Are Nowhere If They Have Not Style Our Garments Have Style Therefore We're on the Map Ho! For Blank’s Where They Take Care Of Your At Once Needs es Carries His Teeth in His Stomach. Chicago, July 27—John A. White. of Big Rapids, Mich. a salesman for a Chicago firm, carries traveling a plate of false teeth in his stomach. where it has been for several years, having fallen from his mouth while he was sleeping. Four years ago, while in this city, he went to sleep at night, and, as was customary, the pillow. threw his head back on He awoke during the night and found that his plate had disappeared and the strange feelin in his throat that swallowed the teeth—plate and all! He immediately consulted a doc- tor, who put the X-ray on him sure enough he found the plate im bedded at the top of the esoph 907) faSu showed he Special instruments were ordered in Chicago and an effort made to draw the plate out through the throat, but it was found to be so firmly imbed ded in the tube that they could no: pull it out. In the meantime the maiter b« came so serious that White’s voice began to leave him and finally he could not speak a loud tone. Then they tried the plan of shoving the teeth down, in hopes of getting them into the stomach. That result was finally accomplish ed and there they now lodge. For two and a half years the plate was in the esophagus and White was ___ losing health. Now, for a year and a half, the plate has been lodged in the stomach’ and he has gained _ right along and feels no ill effects, in fact, is much better than since the plate aisappeared from his mouth. Blessed Profanity. Bishop—This is terrible, Captain! Is there great danger for us? Tell me cruly, Captain—Oh, no, Bishop. We're coming out of it all right. Bishop—Tell me truly, Captain; you are keeping it from us. The storm is more awful every minute! My wife is in such terror! Tell me the worst! Captain—We’re all right. Here, Bishop, come here to the forecastle and listen down the hole. Do hear the sailors down there swearing and cursing? That means it’s. al! right. When they shop that, then you may know there’s danger ahead Bishop (fifteen minutes later, who has been again to the forecastle to listen down the hole and has come back to his wife)—Thank God, Mary, they’re still cursing!” you ————. 2-2 —____—_ The religion that does not rule the life is not true religion. August 4, 1909 MICHIGAN TRADESMAN THE DEPENDON TRADE MARK ON UNDERWEAR SIGNIFIES QUALITY LOOK FOR THE LABEL DEPENDON 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 DEPENDON 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 Sears 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 Standard Sizes in every size. Our connection with Mills where it is our plan to control the output, enabl es us to offer quality garments at the lowest possible price. Low Prices | | j § { | 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: DEPENDON ' No. 7450—Ladies’ Full Combed Vests DEPENDON No. 8438--Men’s 14%-pound Fleeced TRADE MARK and Pants, Bleached and Peeler colors, TRADE MARK 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 MICHIGAN TRADESMAN Observations of a Gotham Egg Man. | We have reached one of the criti- cal periods in the storage egg trade. In the spring and early summer, when most of our reserve stack of eggs is accumulated in storag& the later conditions of supply and demand have to be largely guessed at. The prices paid for storage eggs in the early season are based largely upon the outcome of holdings during the preceding season, and upon early in- dications of production. But these indications are never an altogether safe guide. This year che spring and early summer surplus was accumu- lated in cold storage at a far higher level of cost than ever before. The cause of this was, first, a favorable outcome of last year’s storage opera- tions, and, second, an indication that early spring production this year was lighter than last year, leading to a slower accumulation of surplus. The effect of the high prices dur- ing the early period of accumulation has been to lessen the consumptive output; and the receipts of eggs at leading distributing markets been relatively larger during the late spring and early summer than was the case last year. Thus the early shortage in storage accumulations has been offset by a larger late storage and the conditions which gave induce- nient for early accumulations at un- precedented prices have been mate- rially changed. By the first of July the total accumulations in storage were found to be only slightly be- hind those of last year and through- out the current month the relatively liberal scale of receipts, together with the evidently lighter consumption, has led to a further gain in accumulations as compared with last year. The uncertainties of the early spec- ulative deal are gradually unfolded as we go on through the season. One of the most important facts, bearing up- on the ultimate outcome of the stor-} age deal, is the date at which accu- mulations cease and a reduccion of earlier accumulations begins. Last year we began to reduce stor- age accumulations in July, both in New York and Boston, and there was a steady, gradual reduction thereaf- ter in all the principal storage cen- ters. This year, however, we — shall undoubtedly find no reduction of ac- cumulations in July in any of the markets. . Here in New York our July receipts ‘have been larger than last year anc our trade output has been smaller. Our storage stocks have steadily increased and at the close of this month we shall certainly have a materially larger stock on hand than we had last year, all of which have | lis at greatly higher cost. Boston | jalso will show a considerable increase | lin July storage, while last year there ;was a net decrease at Boston during | July. These facts make the outlook for storage eggs dubious, although we are now approaching a period when 'fresh supplies are quite sure to de- |crease and when the cost of the ear- lier accumulations will doubtless con- itro] for a time the range of values. |It is quite certain that the gradually decreasing supply of fine fresh eggs during the late summer and early fall will force the market for storage jeggs to a point of profit over the |lower priced accumulations; already ;some sales have been made at 241%4@ | 250, charges paid, which afford a | profit on the early packings that were iput away at the bottom prices. But ithe final outcome on the mass of ac- icumulations, many of which can not ibe sold at those prices with any prof- \it, is still problematical and the out- Icok is made worse by the long sea- ison of accumulation. We will soon give a comparison of |storage holdings at the close of July | with those of last year. There is now jevery indication that they will show jan increase during July in all of the (principal markets—-N. Y. Produce | Review, —_>->—___ | Tariff on Butter, Cheese and Eggs. By a recent resolution the Execu- itive Committee of the New York {Mercantile Exchange urges Con- gress to make a material reduction in the import duty on butter, cheese and eggs. It is a difficult matter to determine from the facts of the case, and from disinterested argument, whether or not this proposition should be sup- ported. There is very little logic in the present determination of proper import duties. In the final analysis ja tariff is a tax upon one class of citizens for the benefit of another class, with the accompanying effects —-whether primary or secondary, in purpose—of raising revenue for the Government, and of giving domestic manufacturers an advantage over for- eign competitors. To those who believe in a tariff for revenue only, or with merely incidental protection to domestic industries, a rate of duty that practically prohibits importta- tion—such as we now have on but- ter and eggs—is illogical and wrong. To those who believe that consumers should be taxed so highly upon neces- sary articles as to give domestic manufacturers and producers a mo- nopoly of the markets, all import duties should logically be so high as to prohibit importation of articles y) =—, \ j = j = at ~ ‘ ‘ i e a NS: Mi = a re, y 4 —_— =e — j N= y | Tf | PNG) | i | i i | ESTABLISHED 1887 Egg Cases, Egg Case Fillers and Egg Shippers’ Supplies At this time of the year we are anxious to empty our warehouses and will make prices accordingly on our Hardwood Veneer A trial will convince you that they are as fine a veneer case as there is on the Cases, while they last, at 8c each f. 0. b. cars. market. When in need we believe we can interest you in any- thing you might want in our line. L. J. SMITH & CO. EATON RAPIDS, MICH. 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 accounts in New York. We Want Your Shipments of Huckleberries Can net you highest market price, and make prompt returns. The Vinkemulder Company Wholesale Fruits and Produce 14-16 Ottawa Street Grand Rapids, Michigan C. 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, either phone, and find out. We want shipments of potatoes, onions, beans, pork and veal. T. H. CONDRA & CO. Mfrs. Process Butter 10 So. Ionia St. Grand Rapids, Mich. Drop us a card or call 2052, We Want Eggs We have a good outlet for all the eggs you can ship us. We pay the highest market price. Burns Creamery Co. Grand Rapids, Mich. Michigan Butter and Michigan Eggs Are recognized as the best products of the cow an of the United States. We have always been the in the Philadelphia market, and to-day are handl Michigan. We have room formore and e Many of our regular creameries are t and ship your butter and eggs to Philadel d hen that come from any section leading handlers of Michigan products ing mahy of the leading creameries in an handle your goods to your entire satisfaction. rial shippers in the start. Get in the procession phia's leading commission merchants. Yours for business, P. S,—Ask Stowe of the Tradesman about us. W. R. Brice & Company. August 4, 1909 August 4, 1909 produced in this country. But. this policy would practically destroy cus- toms revenue and there are few ex- tremists on either side. The express- ed Republican policy is to impose duties which will balance the differ- ence in cost of production in this country and abroad, thus permitting importations when trade conditions warrant and yielding both revenue and reasonable protection. - But prac- tically this theory seems to be lost sight of in tariff tinkering, and selfish interests prevail. Under the present law--and the proposed law also—tar- iffs are imposed without uniformity of policy and there is a scramble of various interests, in revision, to ob- tain personal benefits. Under pres- ent conditions, therefore, an argu- proposed rate of duty can have little logical foundation. A reduction in the duty on butter, cheese and eggs would be favorable to consumers and __ trades- it would not harm domestic manufacturers of butter and cheese, nor packers of eggs, but would per- haps lower slightly the average price of milk and eggs paid to farmers. ment for or .against any Len; When the present practically pro- hibitive duties were imposed upon butter and eggs these products were of low average value; the great ad- vance in their value during the past few years has, however, not been al- together due to the prohibitive du- for there has been a material rise in their price levels in the world’s markets. Still the advance has been greater here than abroad and a re- duction of 50 per cent. in the duties would doubtless lead to importations ties, during our season of least production, This would tend to prevent the ex- treme fluctuations of value to which we are now liable; it might be un- favorable to the speculative element in the trade but would be favorable to tradesmen who depend upon current distribution and to consumers also. Tt is to be considered, however, that even with recent high price levels for butter the butter production in this country has not been unduly stimu- lated: and if a reduction of duty should lower values here even slightly we might find ourselves more. and more dependent upon foreign produc- tion until the weight of our needs might restore prices to their present level. The effects of change are far reach- Upon of a uni- system of import duties glad to see the rates so adjusted that foreign be handled and consum- with our ing, the adoption form we should be on oll products goods could ed here on an even basis own; and this would involve the re- duction of butter and egg duties to the point of occasional importation But under the present system ot “crab all you can get” duties it is difficult to urge very strongly for a “fair” rate on one commodity when extreme and unreasonable rates pre- vail on others._-N. Y. Produce Re- view. ———_--~-<.——_____ Some of the folks who have most of the fanning will be surprised to find life tested by the hits they have made. done MICHIGAN TRADESMAN Cheesemaking in Europe. At the last convention of the Wisconsin Cheesemakers’ Association held at Milwaukee Prof. E. H. Far- rington delivered an address on the European cheese industry, from which we take the following: The cheese industry, like nearly everything else in Europe, is very old. It is claimed that in the year 500 cheese was received in payment of tithes at the cloisters of St. Gal- lens, Switzerland. There are doubt- less many other historical records which show that cheese was made im very early times, and when one stops to think of the many centuries through which this art has been hand- ed down to us, it will be understood that only a small fraction of the sub- ject “Cheesmaking in Europe” can be covered in one lecture. Some of the early literature shows that cheesemaking was carried on in much the same way many years ago as it is now. A Latin book on dairy- ing, written in 1549, by Konrad Gess- ner, describes Alpine dairying at that time, and this, as well as a three- volume book written by Dr. Johann Jakob Scheuchzer in 1705 to 1706, shows that very few changes have been made in the methods of Alpine dairying during past centuries. Many things seen in Europe show that either our forefathers who came to this country were more progres- sive than their neighbors, or the new country which they found gave them to try new ways of doing things that would not be allowed in the Old Country. At any rate, we do not in this country feel bound by the traditions of our fathers to car- ry on even dairying according to methods of past centuries. When an American citizen inter- ested in dairying, as it is carried on Wisconsin at the present time, visits some of the European countries and begins to enquire about cows, creameries and cheese factories he will naturally make. comparisons of Kuropean methods with those he is familiar with at home. courage in One of the things I noticed in re- gard to cheesemaking was the dif- ference between the European and the American attitude toward skim- milk cheese. In Denmark a considerable portion ot the skimmilk obtained at cream- eries is made into cheese. From 10 to 25 per cent. of whole milk is mix- ed with 90 to 75 per cent. of skim- milk. Cheese made of 90 per cent. skimmilk sells for 51%4 cents, and that from 75 per cent. skimmilk .at about 8 cents per pound. The common sizes are 30-pound round and 16-pound square cheese. In one factory visited the cheese is kept in upright presses for twenty- four hours; it is then placed in a brine bath a few hours, from which it is taken to the curing shelves. The first curing room has a temperature of 60 deg. Fahrenheit and a humidi- ty of 95 per cent. The cheese are kept about two months in this room, and then taken to the second curing room, where they remain two months at a temperature of 54 deg. Fahren- heit and the air has a humidity of 92 per cent. The cheese are then ready to sell, each one being branded with a special factory mark, which is press- ed into the rind while in the press. The cheese curing room is about 33 feet square and 13 feet high, the shelves extending to the ceiling. This room is cooled by drawing through the ice house by means of a fan. One and a half million pounds of ice are put into the ice house by the farmers each year. This ice freez- es in one huge cake 30x30x22 feet. The only insulation provided is the walls of the ice house. The curing and handling of the cheese are given considerable attention, and this may be responsible for its good flavor and ‘texture. I was considerably surprised to find that such good cheese could be made from skimmilk to which a small portion of whole milk had been added. Many things in Denmark impress- ed me with the stability of the dairy business in that country. The factor- ies are well built, costing from $10,- 000 to $20,000 each. Or operator, as we would call him, is a man of mature years, who has served a long apprenticeship before he is given the responsibilities of taking charge of a factory. He does not change very often from one fac- tory to another, but takes as much interest in the establishment as_ if he owned the whole The farmers have been milking generations and apparently continue in this occupation rest of their lives. There is dence of changing from one another every few years, but business. cOWS ror no evi- production and the farming that is undertaken in a spirit of permanence, as seems the business air | The manager, ' for! intend to} the} farm to! each} man seems to devote himself to milk | opera- | tions, which he carries on, as if he| had adopted it for his life work. Any | such | 13 towards all points connect- ed with the dairy business in Den- mark, is bound to succeed as long as there is demand for the product man- ufactured. attitude Senate atin. ction Take care of your works and your wings will take care of themselves. I want your shipments of Butter, Eggs, Veal, Poultry Cheese, Huckleberries Apples and Potatoes F. E. STROUP Grand Rapids, Mich. Ground Feeds None Better WYKES & Co. @QRAND RAPIDS NAMRIGN YOUR All Kinds of Cut Flowers in Season - Wholesale and Retail ELI CROSS 25 Mooroe Street Grand Rapids der SEEDS for Summer Planting: ALFRED J. BROWN SEED CO., GRAND RAPIDS, MICH. OTTAWA AND LOUIS STREETS Millet, Fod- Corn, Cow Peas, Dwarf Essex Rape, Turnip and Rutabaga. ‘All orders filled promptly.’’ W. C. Rea REA & PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. A. J. Witzig WITZIG 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 1872 We are in the market daily for strictly fresh Laid and Gathered Eggs If can offer, write or telephone us Moseley Bros. Both Phones 1217 Wholesale Dealers and Shippers Beans, Seeds and Potatoes Office and Warehouse Second Ave. and Railroad Grand Rapids, Mich. 14 MICHIGAN TRADESMAN August 4, 1909 SCHEME OF A SCHEMER. Clever Advertising Game Worked by Smooth Confidence Man. Written for the Tradesman. Every city, town or village has at some time in its. career been visited by the clever advertising schemer, who quietly and quickly pulled off his little stunt, collected his money and departed for parts unknown. I have often wondered why it was so much easier to swing some pre- posterous scheme than to persuade business men to accept a plain legic- imate proposition. I have figured it out that the reason is, because it is human nature for people to be selfish and want to get the greatest value for their money. But the advertising schemer is not in evidence to-day as he was a few years ago, Business men in general have been enlightened in regard to advertising methods and mediums which have put the old-time schemer out of business. The old-time schemer was a clean- cut, properly dressed, prosperous looking young man, whose brilliant ideas, clever designs and smooth line of talk actually made the dollars leap out of the pockets of business men and roll rapidly to the schemer’s clutching fingers. The reason that the field of ad- vertising tempted more clever fakirs than any other opening for the prac- tice of their gold-brick talents was because advertising was until recent- ly a deep mystery, only to be prac- ticed by a wizard. It may be added that, for a short time, these confi- dence workers were successful from 2 money point of view. Of course, their season of harvesting was short and their fields of operation had to be changed very often. In all the games worked to make business men give up hard earned money these advertising schemers displayed a shrewd knowledge of hu- man credulity in general and of mas- culine foibles in particular. One of the cleverest advertising bubble promoters I have ever met was Jim Ray. He was a well-educated, polished young fellow whose per- scnality and appearance were all! in his favor. If Jim had studied law he would to-day be a great lawyer or politician. He possessed natural tal- ents which would have made a great success in any legitimate calling; but Tim had a scheme developed _ brain and a convincing line of talk which made him a finished confidence man in his line. Jim did not work alone by tonzue- ability; his schemes always stood the test of close examination. They were simply beautiful theories, which might have resulted in all that Jim claimed for them if human nature was a thing to be depended upon. All of the schemes Jim ever worked look- ed mighty good on their face, but a try-out was seldom the kind of a success that would permit Jim to re- main in that locality. I think the cleverest scheme, and I know that it was the most profitable (for himself) that Jim ever pulled off was the $3,000 Profit Sharing Con- test. This was a scheme which Jim of retail storekeepers in an attempt to corner the consumers’ trade. The Profit Sharing Contest was a money- coining scheme which Jim pulled off in a number of large cities with many competing trading centers. In one of the cities where Jim float- ed this bubble I was connected with an daily newspaper and I had an op- portunity of studying his unique methods of swinging a biz scheme. Jim found conditions in this city most favorable for his operations. In this particular city there were three distinct retail shopping districts and they were at war with each other—al! prospects for Jim’s scheme. First he went into the district of the smaller retailers—the merchants who seldom used newspaper space for advertising—because he knew they were uninformed regarding advertis- that they had no practical way of meeting the advertising com- petition of the larger and more pow- erful shopping districts. ing and of schemes for winning trade,” he would say to a retailer, for Jim was a good talker, “but you have never been offered a selling plan which will actually corner the business of the people in this town.” “No, sir, I have not; and what is more there is no scheme that will do it,” the retailer would argue back. “TI don’t want any of your schemes. They ain’t no good. I have tried giv- ing things away for nothing: I have used prize guessing contests and have worked all kinds of bargain and spe- cial inducement ideas, but I tell you there is not a scheme in existence that will corner our market, because human nature is too uncertain.” This was just the kind of an argu- ment Jim played for. He usually got the deaer to agree to go in on the scheme if he could prove it would accomplish the impossible. And Jim always did prove his theory—in prom- ises. He knew the weak spots in the human make-up and, once he started thumping these spots, it was as easy for him to land his man as catching fish in a net, Then he would explain to the re- tailer that, since he could not af- ford to advertise to the extent of the larger retailers, his only salvation was to resort to some scheme which would be a big inducement for the custom- er to come to his small store in pref- erence to the larger, more favorably located stores. By persistency in vigorous talks and hard-hitting arguments Jim in a few weeks had convinced forty re- tailers that the only way to corner the trade which rightfuly belonged to them was to start a colossal prize contest among their customers, mak- ing the customers’ success in the con- test dependent on buying from the retailers who were supporting the contest. The scheme which Jim persuaded this group of retailers to take up was known as the $3,000 Profit Sharing Contest. It was a plan of dividing profits with the buying public. The idea of the scheme was that the forty designed to be operated by a number | “T know you have tried many kinds | | deal lers form a combination for the of awarding $3,000 in cash lprizes to certain organizations, and ithe individuals connected with all or- | canizations. Each retailer was ask- led to make an investment on the bas- lis of S200 for ten thousand | tickets, which made every ticket giv- fen away by the retailer cost about two cents. At least, each ticket would eventually cost if the retailer was fortunate enough to come out of the scheme with ten thousand fifty-cent purchases to his credit. If a retailer’s receipts ran higher the cost of his tickets was less, and if his receipts were lower the cost was correspondingly | purpose more. Each retailer was to give a voting ticket with each fifty cent purchase. disposed of his original purchase of tickets he had the privilege of buying more at one-half the first cost. This was supposed to be the of the profits. “velvety” parc Not one of the forty retailers en- j\in the profitable success of this plan that their original investments were cheaply printed circulars plained the contesc which ex- for the interest few advertising counter and window display cards. The scheme promoter out of all eae from the rercail money he collected ers and eed it on deposit with a loca! savings bank. This deposit was to be held there until the time of distribution, which was arranged to take ten months later. place abouc ten months’ time customers who had been cial inducements to buy contest would get given spe- through the into the habit of assured scheme that by giving the public months in which to have the advan- voting | that was what | attract peo- | ple to his store by advertising to} When a retailer had | tered into the scheme for less than | \$zoo. The majority had so much faith | anywhere from $300 to $500. In ex- change for the larger amounts” of money the retailer was given a spe- cial privace proposition which made it well worth his while In addition to the voting tickets each retailer received a few thousand and benefit of the customers and a) took sai 1j Jim’s winning argument was that in| thousands of new dealing with these retailers and then | they would not c hange the habit. He} all the merchants in the |t ten | tr tages of this shopping district burn-| ed into its great mind, the pub- ‘lic would at the end of that time be loyal supporters. The theory that the $3,000 Profit Sharing Contest was an_ attractive lplan of giving people an exceptional- ly good inducement to trade with these merchants is shown by the fol- lowing list of cash prizes offered: One thousand dollars of the $3,000 vas to be awarded, by the business |houses whose names appeared on the icircular, to the society, church, school, club or charity securing the largest number of votes. Five hundred dollars to the society, ichurch, school, club or charity secur- ing the second largest. Three hundred dollars to the or- ganization securing the fourth est. Two hundred and fifty dollars to 1e organization securing the fifth largest. One hundred and fifty dollars to the institution securing the sixth larg- est. larg- 1 + Ul hundred dollars was to be awarded to the person turning in the largest number of votes for the or- ganization that secured first prize. Two hundred dollars to the person turning in the largest number of votes for the organization that secured sec- ond prize. One hundred and fifty the person ‘Three dollars to turning in the largest number of votes for the organization that secured the $300 prize. One hundred dollars to the person turning in the largest number of voces for the organization that se icured the $250 prize. Fifty in the dollars to the person turning largest number of votes for the organization that secured the $150 prize. The general public was made ac- seer with this extremely icash prize offer through ihanded out by the ithrough the liberal circulars retailers and store display cards. The schemer informed the retail- ers that, once they started the church- es, secret clubs, prize, there would be such a demand for jvotes the scheme more than triple their profits. The retailers ac- ually believed it would be the great itrade boomer the schemer claimed it |would be. They felt sure that once Started it would societies, schools, competing for the big would jit got grow by twice the work of the Write for Catalogue No. 182. W.H. McINTYRE 1730 Grand Ave, Kansas City 256 Broadway New York ) Motor Wagons Cost no more than a good team and w Up-keep is less than the cost of kee best team at a fraction of the cost. eats only while working—the horse eats w eS agon—not as much as many teams. Will do A McINTYRE ping a horse—much less. ork or no work, CO., Auburn, Ind. 418 Third Ave. So, Tudhope-Mclatyre Co. Minneapolis Orillia, Canada Pi 4 Ei 2 ee eS Tae August 4, 1905 leaps and bounds, accumulating votes until at the finish their profits would be marvelous. From the theory of the working- order of the scheme there seemed to be no limit to its possibilities for building trade and piling up profits. It seemed only natural that the more voting tickets one organization secur- ed the more another competing or- ganization would strive to get hold of. When the members of every or- ganization were thus aroiised they would be compelled to buy more and more goods from the fortunate retail- ers in the scheme combine. This was the gold-mine feature of the scheme for the retailers. As the competition for tickets became more active the retailers would reap a golden harvest in sales. From the delightful theory presented by the schemer it was evident a retailer would lose a fortune, or a chance of a lifetime, if he did not enlist in the Profit Shating Contest Scheme. Very few of the retailers Jim called on fe- mained on the outside. His line of irresistible. scheme had been presented the retailer’s peace of mind was entirely destroyed until he joined the combine to freeze out all argument was simply Once Jim’s wonderful other legitimate merchants in the town. When a few of the retailers com- plained that he had arranged for no thethod of advertising the scheme, other than the circulars, he agreed, for he had not collected all the mon- ey yet, to assist them in advertising the scheme by having a wagon-float driven through the streets on Satur- day of each This cost him almost nothing and he forgot it as soon as he had all his collections in. week. Just as soon as Jim had finished his work he disappeared for good. It was estimated later that he secured near- ly $15,000 from the forty or fifty re- tailers who had been roped in. From this $15,000 he took out the $3,000 prize money, so his clean haul was about $10,000 for a few months’ work. Not one of the retailers could find any grounds for prosecuting the schemer, even if they had located him. He had fulfilled his contract to the letter and now it was up to the re- tailers to squeeze out the other shop- ping districts which had been their gieedy intention. The merchants had no way of knowing that Jim was making a big pile out of the scheme or just how much the others were paying, be- cause Jim had made a separate con- tract with each merchant. At the start they had an idea they were closely connected, but the only con- nection was that they were all work- ing the same scheme to the same end. When the retailers were supplied with voting tickets and the circulars were distributed, they expected to see the scheme start off with a boom. But for several days the scheme crawled along at a snail’s gait. Only a small portion of the public knew about it, and the people did not display any great interest because they had not been aroused. The retailers soon be- came discouraged, but they did not MICHIGAN TRADESMAN see any way of making the tickets move faster. Their money was paid in, they had the voting tickets and the only thing they decided they could do was to wait for their customers to demand the tickets. The majority of dealers then let the scheme run itself. This was just what Jim had planned would happen, and he put his tricky hand into the game again. He sent his working pal, Jack Roberts, a clever schemer and solicitor, to make a finel clean- up. Jim had seen an opportunity for ad- ditional advertising graft. That was why he did not call on the various organizations, churches, schools, clubs, etc, and enlist them in the contest, as he promised to do. The few that had entered the contest did so of their own accord. If Jim had handed each institution a few thou- sand extra votes to start them going the chances are the scheme would have been a hummer from the start. Jack found the merchants disgust- ed anid in a prime condition to do something desperate to arouse inter- est in the scheme. Every one of them fell into Jack’s scheme of advertising the scheme to the public. He went to a local newspaper and contracted for a large amount of advertising space at a very low rate. Then he went out among the merchants and sold them the space at twice what he paid for it. He was a fast and con- vincing talker. He soon had the al- ready tricked merchants believing that the right kind of newspaper ad- vertising would give the scheme the publicity it needed to make it a live issue again. The retailers then realized that the first schemer had made no proposi- tion for giving the scheme wide pub- licity and, consequentiy, very few peo- ple outside of their own regular cus- tcmers knew about it. It was Jack’s idea to use larze newspaper space calling attention to the Profit Shar- ing Contest, and pro rate the cost between the number of retailers who were willing to put additional money into the scheme. To a man they de- cided it was a case of sending good money after good money. Jack’s newspaper advertisements, besides explaining the Profit Sharing Contest, named the organizations which were entered in the contest. This was the first news the public had received—the first time anyone had the least idea what organizations were competing. It was the lack of this competitive element that made the scheme a fail- ure from the start. If the contest had possessed the competitive fea- ture in a flaming state people would have been demanding the votes. Nat- urally, Jack’s advertising stirred up the people to some extent, but not to the degree it might have been had this advertising come at the start. Another newspaper in the field wrote to all the organizations enter- ed in the contest and asked for the number of votes cast. He had a scheme for advertising and he wanted this data in particular. He believed that actual figures would increase the voting. He was right. When the ac- tual figures in a contest are not shown there is never any striving to get ahead of each other. That was the trouble with this contest. Not one of the organizations had the least idea how many votes any of the other organizations had and, nat- urally, there was no excitement in the contest, no striving to excel. Eith- er Jim, the schemer, had purposely overlooked this or it was a detail en- tirely out of his hands and not being interested after he got his money he simply let this important part slip by unnoticed until it was too late. The schemer had, for some reason known only to himself, stipulated in the rules of the contest that each contestant should hold all tickets un- til the last week of the contest, when the tickets were to be deposited with the Secretary of the organization for which that person was voting. This provision practically eliminated all chances of strong competition be- tween the contestants. It killed the scheme in so far as large returns were concerned. Each retailer’s customers were ac- cumulating tickets in the dark. No one had the least idea where he stood. The people seemed to be satisfied with just saving the tickets received from regular purchases—buying the articles they would have bought any- way—and trusting to luck in the fin- al outcome of the contest. Jack kept his advertising graft go- ing as long as he could induce any of the retailers to put money into it, but the time came when Jack reached the end of his string. Then he pulled out for parts unknown and the scheme was left to work itself out the best it could. For six long months the $3,000 Profit Sharing Contest just dragged along, at times almost forgotten. At no time was there any special inter- est or enthusiasm manifested. At the end of the time specified in the rules, which was ten months, the dis- 15 tribution of the prizes was made. It was a sorry crowd of merchants who assembled in the little hall to see that little $3,000 carried away. It was almost as hard to lose this as it was the $10,000 carried away by Jim. When the number of votes. cast was announced it was not a surprise. Months before every merchant knew the scheme was a “dead issue” and that their money had been thrown away. During the same months of the year before there had been just as many sales without having to give voting tickets to get them. In other words, the merchants would have been ahead of the game if they had left the scheme alone. The finish of the $3,000 Profit Shar- ing Contest was nothing like the co- lossal pile of profits pictured by the clever schemer; but the retailers who thought they were wise enough to corner human nature were considera- bly richer in experience if not in mon- ey profits. H. Franklin Thomas. -—__>--._____ The Kind He Needed. Aunt Chloe was burdened with the support of a worthless husband, who beat her when he was sober and whom she dutifully nursed and tended when he came home bruised and battered from a fighting spree. One Monday morning she appeared at che drug store and asked the clerk for a “right pow’ful liniment foh ach- in’ in de bones.” “You might try some of this St. Peters’ prescription, aunty. It’s an old aud popular remedy. Cures cuts, bruises, aches and sprains. One dollar the bottle. Good for man and beast.” Aunt Chloe looked at the dollar bottle and then dubiously at her flat purse. “Ain’t yo’ got some foh so cents,” she ventured, “some foh jes’ on’y beasts? Ah want it foh mah ol’ man.” ——__+-~.___ Looking like an undertaker on Sun- day will not lead the world to a bet- ter life. Terpeneless FooTe & JeENKs’ COLEMAN’S (BRAND) High Class Lemon and Vanilla Write for our ‘‘Promotion Offer’’ that combats “Factory to Family” schemes. Insist on getting Coleman’s Extracts from your jobbing grocer, or mail order direct to FOOTE & JENKS, Jackson, Mich. WoRrRDEN GROCER COMPANY The Prompt Shippers Grand Rapids, Mich. pprenanenc iP Sees ; a % | ‘ 16 MICHIGAN TRADESMAN August 4, 1909 THE BATTLE OF BUSINESS. Are You One of the Nine Who Fail? Written for the Tradesman. The retail merchant who will not read his trade journals and try to stick a pin in himself and wake him- self up is the man that will lose his business in the near future. Every merchant ought to have a system of education in good working order in his business. Individuality is the word: of evolution to-day. As- sociations are very powerful for things in a general way, for all mer- chants to get certain things, but each man must have an organization of his own. Each merchant must be a whole man and a whole world within him- self to be able to stand the changes that are bound to come in the next few years. Where there are changes taking place from time to time old things fall by the wayside and the new stand up high and dry. Merchants are like other things in nature. They are on the go and some are coming. You have boys who will want to take your places, but will they? What are you doing to organ- ize them? Are you sending them to school for a book education or are you teaching them the things that are coming? You know the methods of business to-day, but do you know anything about what will be the way of doing business in five or _ six years? There are great opportunities in each and every city and town in this world for just a few men. We all can not be the greatest and the best, but one can grow just a little faster than the others if one wants to. This ix teaching selfishness, I know, but as long as we are going to live by trading with one another there is go- ing to be some selfishness. There is an honest way of trading and we have heard of some mighty mean ways. In these days of profit taking each and every merchant must know him- self above all other things. He must learn just what he can do and how to master ‘his own affairs best. Our attention is drawn away from our own organization. The commer- cial world seems to be too broad for us, and we sink down in our own lit- tle world thinking that we do not amount to much. There seems to be too much con- fusion for us. It worries us day and night and our heads burn so much and often that the right ideas can not reach our brains. We ought to be so selfish that we wll learn to love ourselves more than we do. It is the narrow-minded mer- chants who are going to drop off. and the ones who are going to lead in the future are those who have built an organization of their own. We must learn to be self-centered. The most effective men on earth are those that have a storehouse of wis- dom. To get wisdom one must be real selfish, He must look within his own little kingdom for the associa- tion of knowledze. Some of us think that no one can foresee the future. Well, maybe we can not, but any man who has a first-class organization of his own will see more things than the man who is looking for his game outside of his own country. To open up new avenues of thought concerning one’s own business man must learn that within his own mind is the avenue through which he must travel and go along the road in a very, very selfish way—so selfish that no other man ought to travel there. Every merchant ought to have his own individuality planted deep down in the foundation of his business, and there is only one way to develop one’s individuality and that is through his own family of thoughts, and they are so selfish that they are not going to give you any rest, nor are they go- ing to show you any of the future and, of course, they will not asso- ciate with you in your co-operation of business. We will never accomplish very much in life and, of course, our busi- ness will never amount to much if we do not begin at once to learn what is ‘the matter with us. There is nothing the matter with the world. There is nothing the mat- ter with business. Business is busi- ness and that’s all. The business of ta-day is not like it was yesterday, neither is anything else like it was last week. The trouble is with the people. There is one thing the people have been doing for years—yes, as as man has been on this earth—and one to lead him, when he ought to have taken himself by the hand. Remember a few are “going to get there,” and if you are going to sit down and wait for this or that to turn up I am afraid you will be turn- ed down. You can be “the only man in town” if you want to be. You can at once. long | “set there” if you start out on the right road. You must look out for the association of your own organi- zation. You don’t have to hunt up_ great big words and make great big fine talks before the people. All you have to do is to tse common sense and scund reasoning. The greatest things known to man are all very simple; so simple that we can not realize the power back of them. We ought to pay more attention to our legitimate share of advice. Some of us do not take the advice that comes to us. We are too un- concerned about things we hear. Do not pay any attention to me, but lis- ten to the advice you hear in your own ears, then act on chat. We know that 90 per cent. of men who embark in the retail business fail, and yet it seems that no one knows why this large percentage is still on the increase. if-there ate ten of you in a small town, nine of you are going to drop out in a very short time. Is it going to be you or the other fellow? Under the present system all of you can not stay. One at a time you will have to give way to the others. What are you going to do? What are your chil- dren going to do? This is a very se- rious subject and no man can help you. You are “up against it? and you alone must find a way out. You will have to get real sel- fish on the subject of thinking. Re- | member, I do not believe and I will that is, he has been looking for some- | not teach selfishness as it is under- stood by the people in general. Emerson said, “Nature suffers noth- ing to remain in her kingdom which can not help itself.” This. is why I teach you to be real selfish within yourself. Learn just what Nature put you here for, get into Nature’s association, into her store house of | wisdom, and you will live while the others around you dry up by the wind, Self-existence is the attribute of the Supreme Cause. Self-existence is the law all of us must follow or die off like flies. I must have a right to appeal from your customs. I must live my own life. I can not break the laws of my own kingdom. If you are true to your own life I will love you. The trouble with the world is it is afraid of the truth. It would never do to turn on the light. If the light of truth were to be turned on the business world to-morrow I am afraid that we all would fade away like flow- ers in the hoc sun. The secrets of all fortunes and ithe future are told to the self-helpful men. Teach your children to help themselves. Teach them that we can build only by labor, by working with our thoughts. Thoughts come quick and fast to the mind that will entertain them, and only through the power of thought can we ever expect to win in this mighty battle of business. Edward Miller, Jr. ee He has no friends who knows onlv faces. 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 OU ARE ALWAYS SURE of 2 sale and a profit if you stock SAPOLIO. You can increase your trade and the comfort of your customers by stocking HAND SAPOLID It will sell and satisfy. 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 deaier the same as regular SAPOLIO, but should be sold at 10 cents per cake. August 4, 1909 MICHIGAN TRADESMAN 17 Account System Strong Factor in Country Store. The old-fashioned country store is practically no more. With few ex- ceptions and those widely scattered in the less presperous communities, it has given way to the “emporium” conducted by business men and on business principles. No longer do the neighboring farmers congregate about the checker board just back of the “cannon” stove on wintry days or under the big elm when the sun is doing its best work—the farmer of to-day is too busy poring over the reports of the “experiment station” or working out some puzzling prob- lem in regard to the rotation of crops to waste this time in this manner. And country store lacks the “atmosphere” conducive to loafing. It is only. besides the intended for business And that it may fulfill its end the storekeeper has adopted the methods to a large extent of his fel- lows of the larger places. In an address given recently by Medford Walls of Church Hill, Md.. On How to Conduct a Country Store,” it is pointed out that back of all rules that may be laid down “there must be a certain individuality. And so far as my observation goes | find it true that the man who does not run this own business, but leaves it solely in the hands of his clerks, will either not make a success or else will soon have none to run.” The clerk in the big department store 1s for the vast majority the only point of contact that is had with “the powers that ibe.” And likewise in the country store the clerk is sec- ond in importance only to the pro- prietor. For this reason Mr. Walls insists that the small merchant should have “as experienced and _ capable help as the business will justify.” And the practice once upon a time so largely in vogue of exaggerating the quality of goods is now relegated to the past along with haphazard and uncouth arrangement of the stock. Modern store fixtures with their ac- companying cleanliness have replaced the former or should, and “it is better to miss a sale than to have a cus- tomer tell us we have misrepresent- ed” is now the rule of business of the successful merchant whether his store is a ten story building or a single room at “the crossroads.” In this advice Mr. Walls lays em- phasis on the question of buying, “which by some is said to be of more importance than being able to sell.” He says, “We will never be able to buy to the best advantage until we have established a reputation for payments. I am satisfied it will be to the merchant’s interest to borrow money if need be in order to make his discounts. I wonder how many of us keep a record of what is made or could be on that one item alone. Yet it is easily done. “Tf our foresight were as good as our hind-sight every one of us would make a fortune. We do not advocate overbuying or buying more than we can dispose of in a reasonable time. We believe it a good plan to buy lit- tle and often. Yet there are times when a person may safely ‘load up’ and perhaps buy a year’s supply or longer of a certain line. “But in order to know when to buy for future needs we must be able to know the conditions that govern the supply and the demand.” Another condition which the “new” country merchant has completely Overturned is the matter of credit. His prototype almost without excep- tion followed the “unlimited” plan. Six months was probably the average time before “John Smith” would set- tle his account, or it might be a year if “John” was holding his wheat for the highest market, and in other cases the customer would give his note, which might run from one to three years. They were good cus- tomers, too, and in the old days the notes were accepted by the merchant almost as readily as “the cash in hand? 3ut this was not business according to the modern meaning of the term. “A customer ought not to expect it,’ says Mr. Walls, “and yet they are not to blame; we would do the same their place. We have banks scattered throughout the coun- try in each community for the con- were we in venience of the people. They are glad to loan money on good security. Why should we not, instead of taking their notes, respectfully yet firmly refer them to the bank? “You may say that we can get the money on their notes—I say yes, but don’t we thave to make ourselves responsible for their payment? We claim that after giving a customer credit for six or twelve months, or whatever our terms may be, we have a right to expect a settlement in cash or its equivalent, less than that is not good business and does not tend to success.” Advising the country merchant to advertise liberally, Mr. Walls de- clares that the time has come when he must follow out some system in keeping count of his expenses and profits. It is as much a part of the new era as is the discarding of the “free lunch” cracker barrel. This system of keeping account of everything that has to do with the business and being able to lay one’s finger on any detail, however trivial it may seem at first sight, is one of the keynotes of “How to Conduct a Country Store Successfully.” James A. Henry. +. __ The United States Mint at Denver, ti is announced, will soon begin the coinage of pennies. It is not long since a cent was practically unknown in that region. Nickels had a limited circulation, but dimes were the small- est denomination of money in gener- al use. Conditions were practically the same on the Pacific coast, but the San Francisco Mint is already mak- ing one-cent pieces. It made more than a million of them last year. It is fortunate for the government that there is now a demand for the cent in all sections of the country, as there is more net profit in it than in any other coin made. It is said that a very small proportion of the millions of one-cent pieces issued ever come back to the treasury. arc The Syrup of Purity and Wholesomeness. Unequalled for table use and cooking—fine for griddle cakes—dandy for candy. Now more favorably known than ever before. Everybody wants the delicate, charming flavor » found only in Karo, the 7) choicest of all aT Te eva food sweets. Karo CORN SYRUP with CANE FLAVOR Extensive advertising campaign now running assures a continued demand and will keep your stock moving. Ready sales—good profits. Write your nearest jobber. CORN PRODUCTS REFINING CO. NEW YORK. ; | Ey ah ae DAVENPORT, IOWA. Pp 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. Executor Agent Trustee Guardian } Gains a MICHIGAN TRADESMAN August 4, 1909 Summer Clothing and Some Spread- ing Reforms. With the advent of the withering weather there came a revival of the hot weather clothing discussions and reforms, which, owing to the rather cool summers we have been having of late years, have been less frequently heard from than before. Inasmuch as these movements and discussions, as they come up from time to time, lead to more rational and hygienic changes, great changes have already been worked in men’s clothing, which to-day is many times more comfortable and healthful than it has been perhaps at any previous period in human development, if we except the barbaric ages during the wild and romantic days of the bush- men and the cave-dwellers. It is just as W. R. C. Latson, M. D., says in writing on “Comfort and Your Summer Clothing” in the July Outing Magazine, that those who are middle-aged can recall when the ma- jority of professional men and_ the upper class of business men wore all tnrough the year the top hat, the suffly starched shirt with high at- tached collar, the frock coat and full suit of black broadcloth, and worst, perhaps, of all, the leather boocs reaching to the knee. How To Dress in Summer. In suggesting how one shall dress for summer to be comfortable- and healthy and yet conventionally well dressed, he says the clothing should be loose and light, free from press- ure upon the body, the neck, waist or limbs, so as not to impede circula- tion. He recommends the loose, open-weave homespuns and flannels as cooler than tight-woven fabrics. He says that the easy knee drawers and loose coat undershirts can not be improved upon for underwear, but that linen is best, while silk and cot- ton union fabric is almost as good hygienically. Open-work mesh under- suits are best, since they permit the free action of the skin so essential to summer comfort and safety. In the matter of headwear he rec- ommends the Panama hat, or any of the soft, pliable straws, and condemns the stiff felt and stiff sailor straw as clumsy and uncomfortable. The soft shirt is most comforta- ble and hygienic, but must not be tight in the band or about the chest. The collar should be easy fitting. The coat for summer should be loose and of some light woven mate- rial, A very common fault with the average coat is that the collar is made too short, thus causing more or less pressure on the back of the neck. This tends to pull the wearer’s head forward, contracting the chest and interfering with the action of the lungs and other vital organs. The Waistcoat an Abomination. As to the waistcoat, the garment is bad at any time, but an abomination during the summer time. He condemns suspenders because of all appliances worn by men they produce the most incessant, strong and unrelenting pressure. To support the trousers he recommends that they be snug-fitting at the hips, with buc- kles at the sides to distribute the pressure over the hip bones, where it will be hardly felt ac all, Summer hose, he says, should be light and thin, and suggests open- work silk hose. To keep the hose in place he suggests, from personal ex- perience, ventilated leather garters. Favors Sandals for Men. In the matter of shoes he advises sandals as the ideal covering, buc since the time is not ripe for such an innovation he compromises with the low shoe, or Oxford, and let the heels be low. During the season’s hot spells the death rate from sunscroke and heat prostration was large in the big cit- ies. Physicians declare that one of the chief reasons for so many deaths is that apparently no effort is made to select suitable clothing for sum- mer, either in respect to color or ma- terial. New Cloths That Defy Sun’s Rays. It is in connection with the wear- ing of proper clothing that will pro- tect from the sun’s heat that the De- partment of Commerce and Labor has just issued a bulletin concerning a cloth specially made for those who are exposed to the sun. Consul-Gen- eral William H. Michael, of Calcutta, has sent samples of the cloth, which is manufactured in India for the use of farmers and others, and _ writes concerning it: “The cloth is called thatcho and shikari. It is made on scientific principles to conform to Na- ture’s plan of warding off the sun’s Trays, as exemplified in the color of the skin and the pigments under the skin. The retail price of woolen that- cho in Calcutta is $2 a yard, double width, and of cotton thatcho, 66 cents a yard, single width; the retail price of green shikari is 33 cents a yard, single width. Samples of the cloth will be loaned by the Bureau of Man- ufactures to American textile inter- ests.” Perhaps not in a number of years before has there been experienced by tke retail clothiers such an unexpect- ed call for lightweight clothing so early in the season as on the opening day of summer. And for two weeks the demand kept up uninterruptedly. It was so heavy, at any rate, that it cleaned out the stocks of some of the largest manufacturers of summer clothing specialties. More Yardage of Lightweight Cloths. The effect of that early heat, too, was the buying of lighterweight fab- rics for next spring by manufactur- ers, who instantaneously began to anticipate next season’s requirements in this respect. And some of the cloth mills, too, at once announced that they would forthwith bring out some new specialties in featherweight cloths. Movement for Shirtwaist Men. Some of the big metropolitan dail- ies have received letters from men Athletic Suspenders ADJUSTS ITSELF to the Athletic Move- ments of the body. CORDS are double in back where strain is double. » BUCKLE in back enables wearer to length- en or shorten the back same as front. ALU SOLID SAMSON CORDS, not one inch of filled cord. Made in high-grade Elastic Webbing in four weights. Metal parts are Polished Nickel. Every Pair Guaranteed Satisfactory to the Wearer at the Popular Retail Price of 25 Cents P. Steketes & Sons Sales Agents Grand Rapids, Mich. Ideal Shirts We wish to call your atten- tion to our line of work shirts, which is most complete, in- cluding Chambrays Drills Sateens Silkeline Percales Bedford Cords Madras Pajama Cloth These goods are all selected in the very latest coloring, including Plain Black Two-tone Effects Black and White Sets Regimental Khaki Cream Champagne Gray White Write us for samples. THE THING DL WO THING yee eas Nase MICH. Is one of the popular selling We have all of the staple This fabric is a ready seller at A7% éehts per yard and leaves a good profit for the merchant TRY If fabrics of the day shades in stock | Exclusively Wholesale Grand Rapids Dry Goods Co. Grand Rapids, Mich. pea . - nea a A 3 jibes. August 4, 1909 —_— MICHIGAN TRADESMAN 19 advocating the propriety of men ap- pearing on the streets and in public places without coat and vest, wear- ing trousers supported by a belt, and shirt the only other exterior ment. gar- One publication went so far as to offer money prizes for the best argument from a man giving his rea- son therefor, and the best reason from a woman against it as being improp- er. In New York City the outcome of this was the United Order of Shirtwaist Men. And immediately after its formation the organizer an- nounced that the names of hundreds of applicants had been enrolled, and that the plan formulated was to pre- sent a widely signed petition to the various prominent restaurant and roof-garden managers, praying them to welcome coatless men _ wearing belts and clean linen, and to display notices to that effect.—Apparel Ga- zette, ——_+--____. The Law of Obedience. The first item in the common-sense creed is obedience. Do your work with a whole heart! Revolt is sometimes necessary, but the man who mixes revolt and obe- dience is doomed to disappointment himself and everybody with whom he has dealings. To flavor work with protest is to fail absolutely. When you revolt, why, revolt— climb, get out, hike, defy—tell every- body and everything to go to limbo! You thus separate yourself entirely from those you have That disposes of the case. one misunder- stands you—-you have declared your- self. served; no But to pretend to obey, and yet carry in your heart the spirit of re- volt, is to do half-hearted, slipshod work. If revolt and obedience are equal, your engine will stop on the center and you benefit nobody, not even yourself, The spirit of obedience is the con- trolling impulse of the receptive mind and the hospitable heart. There are boats that mind the helm and boats that dont: Phose that don’t get holes knocked in them soon- er or later. To keep off the rocks obey the rud- der. Obedience is not to lavishly obey this man or that, but it is that cheer- ful mental condition which responds to the necessity of the case and does the thing, Obedience to the institution—loyal- ty! The man who has not learned to obey has trouble ahead of him every step of the way—the world has it in for him, because he has it in for the world. The man who does not know how to receive orders is not fit to issue them. But he who knows how to ex- ecute orders is preparing the way to give them, and better still-to have them obeyed.—The Philistine. a ce ee The empty head is easily wrinkled into furrows that look like deep thought. en at ee Ar cnr Half of the business of lifting peo- ple up is a matter of cheering them up. Jaws Remodeled To Fit Diagram. Orthodontists, or tooth straighten- ers, are the modern knights of the forceps and they number about sixty, aS against 50,000 simple dentists. It is the task of the orthodontist to do away with lantern jaws and hatchet faces. Their theory, as explained by Dr. Richard Cole Newton, is that the teeth must not fit the jaws, but that the jaws form themselves around the teeth. The bone grows around the roots of the teeth and forms a socket like the mortar or ce- ment around the bricks in a fire- place. A tooth can be extracted, cleaned and put back again, or teeth from one person’s mouth can be put into the place of an extracted tooth in an- other’s mouth and become firmly impenned and do good service for The part of the jawbone that embraces the roots of the teeth is called the alveolar process and_ it continues to grow and harden for some time after the teeth have been erupted, or after they have changed their places in the jaw. The fact that the jaws can be wid- ened by spreading the teeth, taken in conjunction with the adaptability of the alveolar process makes possible the remarkable results of the ortho- dontist. The size, shape and strength of the lower jaw depend greatly upon the work it has to do, while the shape of the upper jaw is determined by that of the lower. The lower per- manent teeth are erupted first and by their repeated pressure upon their op- ponents in the upper jaw, aided by the constant restrainig and forming actio of the togue and lips, gradually force the upper teeth into their, prop- r places an keep them there. If the child’s education in chewing has been neglected, the orthodontist spreads the jaw so that it will have room for all the teeth. The 6 year old molars, the largest and most im- portant teeth, must be in place. Then by measuring the width of one of the eye teeth and the two front teeth next to it, a diagram can be drawn which will show the exact size and shape which the jaw should have. A simple arrangement of springs and_ wires which need hardly annoy the patient at all, soon spreads the jaws and gives the teeth room. em Philadelphia has plenty of ice, but it is controlled by a trust, and the rapid advance in price is attracting s. Reason Advertisements Should Be Changed Frequently. Do you know how you feel when you have picked up a newspaper that is a day or so old and have been reading it for several minuces before you discover it is a back number? Is- n't there a rather embarrassed disap- pointment and regret for the wasted time? I imagine it is so with everyone, as lie is with me. All of which leads me to advise all retail merchants to change their advertisements every is- ste. No one reads a_ newspaper twice, that is, knowingly, and after they are through with it they do not want to see it any more, since the matter has lost interest. Now, why can not the same rule be applied to mercantile advertising? As a matter of fact, it is applied to advertising by the reader, although, unfortunately, it is not always so ap- plied by the man most interested— the man who paid for -it—the adver- tiser himself, I know from personal experience of men who would laugh at the idea of reading the same newspaper over and over again, always filled with the same items, who nevertheless go ahead and insert the same old ad- vertisement day after day—the same display and the same _ reading—and expect people who will not read the same tiews item twice to read with interest every day the same old ad- vertisement. When you put it this way, it is rather unreasonable, is it not? There was a time, not so very Icng ago, either, when any old thing did duty for a store advertisement. Several lines of display type, thrown tcgether in any old way, the more styles the better, were all that seem- ed to be necessary. Now as much time, brains and energy are put in the preparation of retail advertising as in any other high grade business. It is well to spend time and money in getting up attractive advertise- ments. It is an investment of mon- ey that needs to have quick returns. If the true nature of advertising were better understood fewer mer- chants would permit exaggerations, evasions and romancing in their ad- vertisements. Advertising is not a mere business getter—it is a business builder—not the immediate effect only, but its future influence must be considered. There is no better argument you can use in your newspaper adver- tisements that is half so effective or so convincing as the belief that you habitually tell the truth. Honesty is the best policy; in fact, the only policy to be pursued in ad- vertising merchandise. Women do most of the buying and they are keen buyers. They know the val- ues and any exaggeration or mis- statement in your advertisements is sure to be discovered by them—to your detriment. A good many merchants take a fly- er in the advertising line—and usually their flight is short. They go up like the quail or pheasant, which goes up with a terrible racket, but only for a few hundred yards. Don’t expect too quick returns. Re- gard your advertising as publicity pure and simple—something to bring your store and your goods before the people who can and should buy of you. If you advertise intelligently and persistently in accordance with a well-thought-out plan there is a rea- sonable certainty of your getrcing your money back—with profit. In advertising in the country pa- pers is it not advisable to buy as liberal space as you can afford, to change your advertisements every is- sue, never allowing your advertise- ments to become stale or to appear twice? If you do not do this, people will naturally consider you a “dead one.” Only live fish can go up- stream—be a live one. a The prayer that rises in the heart always works a way out to the feet and the fingers. He who misses the spirit of the law always makes most of the letter. _ Where a man’s life does not preach his preaching can not live. California GENUINE Sardines Put up in oil, also tasty sauces, Tomato, Mayonnaise, and Souced in Spices CAUSE they are are good sellers because their fine quality never fails to please, AND BE- WIDELY ADVERTISED <& FOR SALE EVERYWHER Sardines. Not a Substitute These are REALLY Sardines, exactly the same fish as imported, and not to be compared with the ‘‘small fish’’ caught elsewhere and CALLED You can double your Sardine business by handling them. Ask your jobber for Goldfish, Sunset, the only brands under which we put up the California Genuine Sardines— ' the best Sardines in the world—because you can’t doas well with any others. Senorita, LaRouchelle and Mission, z in the year in the same line of business. | Office: Henne Building Cannery, San Pedro, California The Only Cannery of Genuine Sardines in America that is operated twelve months CALIFORNIA FISH COMPANY Write for 3 Beautiful Colored Post Cards of California Free Los Angeles, California It’s a Bread Flour “CERESOT A” Minneapolis, Minn. JUDSON GROCER CO., Distributors, Grand Rapids, Mich. Made by The Northwestern Consolidated Milling Co. 24 MICHIGAN TRADESMAN August 4, 1909 TAMPA BAY HOTEL. A Surprise Which Florida Holds in Store. Written for the Tradesman. The city of Tampa is one of the surprises which Florida holds in store for the Northern visitor, one of the most striking of the many noteworthy examples of growth and development to be found in the New- er and Greater South. In the time of the Seminod!'e wars, Fort Brook was established by the Government, and at the northern end of Hillsborough Bay the village of Tampa came into being as a supply point for the Fort. For a long time the growth was slow, and twenty-five years ago the little seaport town could claim only 2,000 inhabitants. Even in 1898, when chosen as the place for mobilizing the army we were sending to the aid of Cuba, Tampa was but little known. Now, taken with her suburbs, she is easily the second city in Florida in size and commercial importance. Large exports are made of phosphate, fish, lumber, cattle, turpentine and citrus fruits. These things, however, although by no means small in them- selves, are rather incidental in char- acter as compared with her really great industry, which is cigar mak- ing. For it is her boast, founded up- on actual fact, that “More clear Havana cigars are made here than in Havana,” more, indeed, than in any other city in the world. It is owing to the duties paid on the great quantities of tobacco im- ported from Cuba and the excise taxes on the manufactured product that Tampa ranks as the tenth city in the United States in the amount of revenue turned in to the Govern- ment, a sum. greater than that re- ceived from all the other ports from Norfolk to Corpus Christi inclusive. The cigar industry is almost en- tirely in the hands of foreign people, natives of warm countries, who find the mild, subtropical climate congen- ial and homelike. Spaniards, Cubans and Italians are all here in consider- able numbers, and the two most im- portant suburbs, Ybor City and West Tampa, are made up almost entirely of the cigar factories and these for- eign workers. Indeed Tampa is really cosmopoli- tan. Not only are vessels from Great Britain, Havana, New York, Phila- delphia, New Orleans and Mobile to be found in her harbor, but there are many places in the city where one may easily imagine that for the time being he is set down in some “Little Spain” or “Little Italy.”’ Dark eyes and swarthy complexions are every- where to be seen, but it never is dif- ficult to distinguish even the duskiest of the foreign people from the ne- groes, who here, as everywhere in the South, form an element of the population. Tihe street car transfer handed me in going out to West Tampa was printed in Spanish as well as in Eng- lish, and foreign speech is heard al- most entirely in some portions of the city. These people furnish fresh sur- prises to the visitor who takes the trouble to learn something about them. The Spaniards we commonly regard as a decadent race, distinctly lacking in force and enterprise; but in Tampa they lead in the cigar in- dustry, the greater part of the larger factories being owned and operated by Spaniards. Most of them are men who in early life “worked at the bench,” that is, were themselves cigar makers. By their own efforts they have risen to their present rank of employers and there are no hand- somer residences in Tampa than the homes of these wealthy Spanish cigar manufacturers. Some of the factories are now own- ed by sons of the founders, or by nephews, for with the Spaniards the relationship between uncle and nephew is a much closer tie than with us. Many of the Spaniards, on coming from Europe, went first to Havana, remaining there until they had thoroughly learned the business. Hebrews are in Tampa as every- where else, and one of the very larg- est factories is owned and operated by men of this race. The Cubans greatly outnumber the Spaniards; in fact, the greater part of all the cigar workers in the city are Cubans, who are unsurpassed in dex- terity and skill. They are not con- sidered as thrifty as the Spaniards, and not so many of them become owners and employers. The Cubans and Spaniards speak the same _ lan- guage, resemble one another greatly in appearance and are alike in many of their traits. Although Tampa is by no means a dry town, they are said to be not at all addicted to drunkenness, their favorite dissipations being rather games of chance, cock-fighting and the like. They are becoming Ameri- canized to some extent and are aban- doning even the sports of their home countries. Never anywhere have I heard Ital- ians of the laboring classes spoken of as highly as I did in Tampa. I was told that they are there very indus- trious, do not mind working fourteen or fifteen hours a day and that they save their money. Not all are cigar workers. Many have taken up truck farming and some have gone into dairying. It is said in their praise that there are no prostitutes and no paupers in the Italian colonies. As may readily be imagined, Tam- pa thas had to build extensively to take care of her fast increasing popu- lation. Improvements of all kinds are going on constantly and real es- tate has made rapid advances in val- ue. The Tampa people have the Sangtiine expectations and buoyant hopefulness always to be found in a new and growing city. Some tourist who has remained immune from the contagion of optimism that is in the very air occasionally may venture to predict that within a few years Cuba will be annexed to the United States, free trade with that island will fol- iow, and then the great cigar industry of Tampa, which is, of course, based largely on the regulations of our tar- iff system, will go back to Havana, leaving Tampa flat and helpless. To such croakings it will be replied that manufacturers who have invest- ed heavily in buildings and equip- ment would not be likely to want to pull up and make a change, even if the present tariff advantage were tak- en away. Generally speaking, the going back of foreigners, once they have become established in this coun- try, is the least of our troubles re- garding them, and to Tampa _ they have come in sufficient numbers that each nationality can have its own churches, fraternal and benevolent societies and peculiar national cus- toms. Even if Tampa were to lose a part or the whole of her cigar industry, her geographical position, which in the long run may prove of greater value, would still be left. A glance at the map shows her to be a natural mart of traffic, the port where the products of a large territory must find their exit, and where the imports for an increasing population will find their entrance; in short, she thas the location of an “indispensable city.” To this the enthusiastic resident will add that she is in the direct line of commerce between the eastern part of the United States and the islands and countries to the south; that she is nearer the eastern end of the Pana- ma Canal than any other ample port in the United States, and that the in- evitable destiny of Tampa is to be- come the greatest seaport city on the Gulf. A more complete description of the cigar industry of Tampa must be de- ferred until another issue, since to in- clude it here would prolong the pres- ent article unduly. There is still much that might be said regarding the city and various nearby points of interest, but I will content myself by simply giving my readers some idea of two buildings, both of which are so unique and possess so much of character and merit that every one who visits this section of Florida should try to see them. If you enter the harbor of Tampa in the daytime and begin to look at the city before you, a little at the left you will see a large structure crown- ed with curious Oriental towers, You are catching your first glimpses of the famous Tampa Bay Hotel. Some- what to the right of this you will note a shining point above the roofs of the buildings, the gold tower of the Cathedral glistening in the sunlight. In 1887 the Jesuit Fathers came here to minister to the people of their faith, and also to care for the sick and dying in the epidemics of yellow fever that in those days visited Tam- pa. Several of the Order gave their lives as the price of their devotion. From humble beginnings they gath- ered about them a strong congrega- tion, and have erected this Cathedral jor Church of the Sacred Heart, an edifice so splendid in design and con- struction that it would be the object of comment and marked admiration on the part of the tourist if it were located in one of the oldest and larg- est cities of the United States. To find in a city so new as Tampa a church with outer walls of granite, sandstone and Italian marble, great marigold windows elegant. in tracery and gorgeous with colored glass, and the edifice finished inside with almost a profusion of rich and costly ornamentation, is’ indeed a cause for genuine astonishment. with The pious Fathers seem to share the general optimism that pervades the city as to its future. They keep their own counse!, but it is surmised that the Jesuits may have it in mind to make Tampa the head- quarters of the Roman Catholic church, not only for this portion of the United States, but foe the Cen- tral American States and the Repnb- lics south of the Caribbean Sea. The Tampa Bay Hotel and_ the grounds surrounding it are a mon- ument to the genius of !lenry Brad- ley Plant, a man whose name is close- ly linked with the development of this region, and who, it is thought, had he lived, would have done as much for the West Coas: of Florida as Henry Flagler has done for the Fast Coast. Plant was born in Connecticut, passed his early life in poverty and went South after the war to reorgan- Vin oe glorious ize the Southern Express Company, of which he became chief owner. He bought up and steamboat lines and acquired immense wealth. railways An intensely practical man, it miust have been in some play-spell of his active brain that he conceived the idea of the Tampa Bay Hotel, which, in the line of a hostlery, is ‘ ‘something different”? on a most magnificent scale. Itmagine, i? you can, an immense hotel, built fire- proof of red brick and raiiroad con- struction iron, thoroughly up-to-date in all its appointments, where during the tourist season railway trains back up to the rear entrance, and yet em- bodying so many features of Moor- iwh architecture that the visitor, look- ing upon the beautiful verandas and the wonderful doorways modelled after the world-famoust Alhambra, may almost imagine himself set down in old Granada. The tall minarets surmounting the structure, each topped by the crescent moon emblematic of the Moslem faith, are so like those that crown Mohammed- an temples that one can easily fancy that long-robed muezzins will appear on the lofty balconies to summon the faithful to prayer! To return to the actual, the furnish- ings of the hotel were largely bought abroad. Mrs. Plant traveled _ in Europe, China and Japan and_ pur- chased lavishly of all kinds of rare and curious things to equip. this Southern treasure-house. When ready to open in 1890, it had cost three million dollars. During the years following that Plant lived, he ran it at a loss of between $20,000 and $30,000 annually. His other in- vestments yielded handsomely, so it did not matter. After Plant’s death, the hotel and the seventy acres of surrounding grounds, the latter beautifully planted with tropical trees and shrubs, were sold to the city of Tampa for $143,000, less than a twentieth of the cost. The city leases the building, but uses the dome-like August 4, 1909 : MICHIGAN TRADESMAN Now Be Honest Wouldn't you rather sell a flour that you are sure would satisfy your trade even if you do have to pay a little more for it? Fanchon “The Flour of Quality” Is not just good enough for the ordinary trade requirements, but of such excep- tional merit that it may be depended on for the best results at all times. Hl ESN~ Judson Grocer Co. Distributors Grand Rapids, Mich. Deere 26 MICHIGAN TRADESMAN August 4, 1909 grounds as a public park. Before the sale some of the finest pieces of furniture and works of art were removed from the hotel, but there remains a wonderful array of pictures, statues, bronzes, mirrors, vases, cabinets, inlaid chairs and ta- bles, some of very rare and beautiful designs—articles that were even the treasures of kings and queens now long buried—things which are not only extremely valuable but which it would be impossible to duplicate. As the reader may surmise, during all the tourist season the place is thronged with sight-seers, who visit it just as they would a famous muse- um or art gallery. The management of the hotel extends a gracious hos- pitality to all visitors, even to the many who pass never a dollar into its coffers. New as is Tampa, it has its trace of old romance. Nearly 400 years ago De Narvaez and De Soto, coming from Cuba, each landed on the shore of Tampa Bay, whence they set out upon their ill-starred- expeditions into the interior of Florida. On the grounds of the hotel is a huge live oak, near which legend ‘has it that De Soto once made his camp. Even recently, knives and other steel implements have been found there which can be accounted for in no other way than that they were left by the great Spanish explorer. Since Time has swept away all those who could prove to an absolute certainty that this conjecture is untrue, it is as well to let the tradition live. Quillo. PLAYING STORE. Some Complications Which It Natur- ally Led To. Written for the Tradesman. “Did you ever play store?” at keeping “I don’t know exactly what you mean,” and Jack Hazzard bent a smil- ing glance at the old man who was rocking slowly to and fro in his comfortable easy chair on the porch of his lake cottage. Jack Hazzard, drummer and son of an old time friend of the proprie- tor of Seaview cottage, was up from the heat and turmoil of business to pass a fortnight under the cooling influence of old Lake Michigan’s breezes. Mr. Fenlow was a retired merchant, having left all his business cares to the management of his son. “When I was a kid,” and here the old man bent a smiling gaze upon his young friend, “I lived in a small vil- lage—or rather on a farm at the edge of said village. We were an imagin- ative lot of youngsters in chose days, playing at war, preaching, storekeep- ing and steamboating, besides re-en- acting some of the scenes from the famous or perhaps infamous career of Claude Duval, who, with his pals, Dick Turpin and Sixteen String Jack, made up a trio of heroes most thrill- ing and grateful to the senses of our young folks. You never read about those knights of the road, Jack?” “Never,” and the young = man laughed. “It is just as well that you did not,” chuckled Fenlow. “Duval was a knightly highwayman of old Eng- land, way back in the days of pod- augurs and witchcraft. He was the ideal hero of us boys. Why, Sam Hungerford and Tim Wallace, two high school lads of that time, ac- tually quit school, ran away between two days, making for Grand Rapids, with the inward resolve co go out into the wide world and_ imitate Claude Duval and win for them- selves great fame if not in the end «a noose at the end of a rope. “Duval had many remarkable ad- ventures and_ hair-breadth escapes. Dick Turpin was a secondary hero, wich his wild dashes on the back of Black Bess, his fleet young mare. But then it wasn’t of such fool things T set out to talk. The old fellow mopped his fore- head with a silk handkerchief and breathed a sigh of contentment. Jack did not break in upon his friend’s meditations, well knowing that he would go ahead in his own way, give him time enough. “I had a sister Lucy, as pretty a child as the sun of Heaven ever kissed,” pursued Fenlow, “and she was as good as she was pretty. If there had been stenography and typ- ing in those days she would have been in my play store office as ste- nographer, but such conveniences were unheard of, consequently Lucy was scrub-woman and washed _ the windows and scoured the floors: me- nial work to be sure, but such as all women not born with silver spoons were subject to. “We raised fruit, peaches, pears, plums and apples, all of which adorn- ed the shelves of my model little store. For dry goods I tore some of mother’s old gowns to strips, roll- ed or folded them into respectable bundles and laid them carefully on my shelves. Boys and girls of the neighbor- hood were my customers and I took in a goodly number of pennies during the week and a half that my mercan- tile establishment flourished.” “And then came the end?” “And then came the explosion.” “In what manner?” queried Jack. “Did your father interfere?” “Not he. Father was quite agree- able to my little splurge in the world of business, thinking no doubt that it would prove a primary school in that line. It proved a school all right enough. Big Eph Turnbull made wreck of all my hopes. He was a neighbor’s son, three years my se- nior, a sort of bully by nature, and a boy that, in my youth, I cordially hated. Had I been older I should on more than one occasion have mopped the ground with his car- cass.” Again old Fenlow fell into silence. His companion broke it by asking: “Had this Eph injured you that you hated him so?” “In more ways than one. He call- ed my sister a speckled pullet be- cause she was freckled, and slapped miy face when I got back at him with, ‘Sorel-headed shrimp.’ Oh, I would have given twice what my store was worth to have been able to trash They Sweet Pickles. CARE makes Quality :: Quality makes Sales “Williams” Sweet Pickles in air-tight glass-top bottles which protect them from spoilage, leakage and rust are of such QOualit by careful handling of PERFECT RAW MATERIALS. kind you can afford to sell, because they will please your customers and Conform with the Federal Pure Food Law We distill our own grain vinegar, use only the purest s Consider Your Customers - because you must please them to hold them. You can de Sweet and Sour Spiced Pickles, Jellies, and Table Condiments, Prepared by The Williams Brothers Company Picklers and Preservers Detroit = Michigan y as can only be produced “Williams” Sweet Pickles are the only pay you for pushing them. pices and granulated Sugar for our pend on steady satisfactory sales on Preserves, Fruit Butters, Vinegar LEN IESLOEBE AE AEB SOLENT IE se SS Lacs pi sag August 4, 1909 MICHIGAN TRADESMAN 37 that hectoring bully. He was always treading on my corns. His laughter when I slipped on the ice while es- corting fat, fussy Miss Strode from spelling school one winter’s night rings in my ears to this day. You see, I didn’t care the snap of my finger for fat little Trissy Strode, but she lived a good long walk from the schoolhouse and somebody had to es- cort her. Billy Edgars dared me, and no boy with sand would take that so I went with Trissy.” “And slipped on the ice?” “Yes, with fat Miss Strode kerflop on top of me—but that’s not the story | set out to tell, [Tt hasn't a thing to do with my playing store.” “But you might tell it all. the same,” suggested Jack, who, having lighted a cigar, was comfortably loll- ing in the hammock. “Not this time. We will let the little fat girl rest. She wasn’t such a bad sort; a trifle giggly and silly, but very much like other girls of the time. She married a duffer who lived at the Dam and grew into a digni- fied and skinny matron.” The old man sighed and seemed to fall to thinking. Jack smiled under his hat until the old chap, catching the flicker in the young fellow’s eyes. flared up with a “Fudge and thunder! I didnt care a rap for the fat girl, boy, not a rap. She was good enough in her way, but it wasn’t a way that attracted me.” “No, likely feelingly. “It was at the height of my pros- perity that the explosion came,” pro- ceeded the old man. “Eph had walk- ed past my store twice without stop- ping, his head high in the air. ‘He laughed when Lucy came out to wring her mop after finishing clean- ing the floor, and that roused the old Adam in me. I told him to go about his business and he snarled a word of wrath at me and went by. “Two days later Eph poked his head inside my store door. The open- ing was so low he had to bend his neck. As he thrust his grinning face into the room he flourished a_ big wooden spear in his right hand. ‘Ever hear of Claude Duval?’ he asked. Of course I had heard of him and said not,” assented Jack so. ‘Well,’ he yelled, ‘I am old Du- val. I rob the rich and give to the poor. You are a bloated money- changer. I shall take your ill-got- ten fortune and give it to the poor. Look out, the great Claude Duval is coming!’ With that he utiered a yell and dashed into the little room, over- turning the storekeeper and scatter- ing fruit and dry goods all about. “Tt was up and at him, madder than a wet hen. We had it hot and heavy about the little store. The counter was overturned, dishes smashed, the little balance scale flung across the room and put out of service for good. Lucy screamed and belabored Eph over the head with her mopstick. It was a second Donnybrook fair and no mistake. “I fought the big robber tooth and nail. Biting and clawing like a young wildcat I soon made him howl. What had been only an imitation robbery turned into a genuine scrapping ‘they take up match. Big Eph got me down and was thumping my head against the floor when Lucy sailed in .with re- newed energy. She wound her slen- der fingers in Eph’s long locks and pulled and twisted with all her puny girl’s strength. She succeeded in fetching a howl from the robber. “His attention being turned in an- other quarter, I managed to squirm free, and crawling to a standing pos- ture seized one of the scale weights, poising it in air. Eph had thrown Lucy aside and was rising to his feet, his face bleeding, his voice ringing forth words of angry defiance, when I brought down the weight full upon Claude Duval’s temple. ‘Take that from Sixteen String Jack!’ I yelled. He collapsed as littp as a rag. Fall- ing to the floor with blood upon his lips, big Eph Turnbull lay like one dead. I had killed him! “Maybe you think I wasn’t startled at that. Lucy fell back sobbing, with her two hands across her white face. The store was in ruins and Claude, the highwayman, was dead. I never was so used up in my life.” “And yet you were not to blame—” “No, but to think of killing a hu- man being quite upset my _ boyish nerves. [I got away and ran for a doctor in the village. Eph was taken home for dead, but finally revived. He was sick a long time. Lucy car- ried him flowers, and—well, why make a long story of it? Claude Du- val got up again, else there would be no millionaire railroader named Turnbull to-day, nor would my sis- ter Lucy be now the contented happy wife of said rich railroad magnate. That was the last of my playing store.” J. M. Merrill. —— ee Is Your Stock an Asset or a Lia- bility? Don’t get in the habit of consider- ing your stock on hand as an asset, says the Progressive Retailer. In the apparel business it is more often a liability. If you were handling pig iron you might count your stock as so much cash. But fashions don’t change in pig iron. That line of shoe you bought a couple of seasons ago may be on your invoices at twenty, thirty or fif- ty dollars. But you can not count them at that in figuring your profits for the year. They are of no value until sold. While you shave them valuable room. You ought to charge them rent. And all the foregoing is a hint to watch the “buying end” as you watch nothing else. There is the keynote of successful retailing—to buy noth- ing you can not sell and make a profit on. When you consider a purchase do not content yourself with consider- ing how the goods will look on your shelves. Think of how they will sell; consider whether there is a natural demand or one you can create. Do not let every salesman fill you up with a line because he offers you an inducement. Do not even stock up on a few of this and a few of that line unless you see a way to get rid of them. They soon make a lot. This does not mean to turn down a salesman without considering his line. You owe him that much and you owe it to yourself. But you need not buy until you have thought over it long enough to see the way out. Use common sense in buying as well as in selling, and that’s where you will win out. And—don’t forget that old stock on the shelves is a mighty poor asset, even if it is not a liability. —_——_2-2 -. —__ People who think they were born to regulate the world are always afraid they will die from being over righteous. ee a It’s an awful thing to be green, but it’s a good deal up. worse to be born dried The Maxwell Runabout At $550 is only one of the famous Maxwell line—2 cylinders under hood shaft drive, four full elliptic springs. It will go anywhere and costs but little to own and operate. Drop in and see us when you come to Grand Rapids. ADAMS ® HART 47-49 No. Division St. Estimates Furnished F. Letellier & Co. Grand Rapids, Michigan Manufacture to Order Hardwood Doors, Special Mantels Stairs, Cabinets Cases and Fine Interior Finish For the Home, Store and Office High grade work that will be a satisfaction in years to come Correspondence Solicited has proved popular. paid for about a dozen years. A HOME INVESTMENT Where you know all about the business, the management, the officers HAS REAL ADVANTAGES For this reason, among others, the stock of THE CITIZENS TELEPHONE CO. Its quarterly cash dividends of two per cent. have been Investigate the proposition. Opportunity waits for no man, and knocks but once at any door. Have you heard the knock? You must keep abreast with the times— in advance would be better. Your world is your business—your store the factory wherein is achieved success or failure. Modern machinery for making sales—greater profits. Let us tell you. GRAND RAPIDS SHOW CASE CO. Grand Rapids, Mich. DUDLEY E WATERS, Pres. CHAS. E. HAZELTINE, V. Pres. JOHN E. PECK, V. Pres. Chas. H. Bender Melvin J. Clark Samuel S. Corl Claude Hamilton Chas. S. Hazeltine Wm. G. Herpolsheimer We Make a Specialty of Accounts of Banks and Bankers The Grand Rapids National Bank Corner Monroe and Ottawa Sts. DIRECTORS Geo. H. Long John Mowat J. B. Pantlind John E. Peck Chas. A. Phelps We Solicit Accounts of Banks and Individuals F. M DAVIS, Cashier JOHN L. BENJAMIN, Asst. Cashier A. T. SLAGHT, Asst. Cashier Chas. R. Sligh Justus S. Stearns Dudley E. Waters Wm. Widdicomb Wm. S. Winegar MICHIGAN TRADESMAN August 4, 1909 THOMAS BIERRE. How Fate Worked a Change in His Vocation. Thomas Bierre, of Rendeis, Den- mark, orphaned but heir to almost $100,000 under his father’s will, de- termined as a young man that he would educate himself for the minis- try and preach the Lutheran doc- trine in his native country. “Just think of that, will you?” chal- lenges “Tom” Bierre, Chicago res- taurateur and saloonkeeper, when oc- casionally some good fellow who does not know appears in Tom’s philosophy to invite the confidence. I’m extending Tom’s challenge a little more widely. Just think of it; will you? Think of it, especially if you belong to the conventional, pedantic school of “success teachers,’ who, with some small sociological lotion, are advertising it as a cure-all to Overcome any handicap in the young man’s race to his ambition’s goal. Incidentally, too, I might ask the reader if Tom Bierre is a failure? But before you decide read the story of Thomas Bierre, of Denmark, and his metamorphosis into “Tom” Bierre, of Chicago. When little Thomas Bierre was only 6 years old he had been orphan- ed of both father and mother. But two brothers of his father were liv- ing and little Thomas had a sister. Under the father’s will the two chil- dren were heirs to about $67,500 each. One of the uncles was a grain brok- er, and he had the children’s legacy tied up in his business. The family of the other uncle took the two children in and gave them a_ home. Young Thomas was afforded every opportunity for a liberal education, and as he progressed he felt the call of the church. He felt old enough and wise enough to decide for him- self. “Nonsense!” in whose home he lived. one hypocrite in the ought to be enough.” This uncle wanted Tom to become an artist, which Tom wouldn’t have. With these points at sixes and sev- ens, Tom, sore at his disappointment over entering the ministry, left his uncle’s home and at 18 years of age apprenticed himself to the dry goods trade. This was tthe straw which broke the last relations with members of his father’s family. In five years Tom was acquitted as a trained merchant. He had saved out of his liberal school allowance about 4,000 crowns. He left Rendeis for Copenhagen, where, still with the religious fervor of his youth, that next best thing appealing to him was the slum work pursued by the Salva- tion Army. It was not many months before all his savings were gone, and, still slumming, he was eating break- fast one morning in a cheap. cafe when a greasy morning paper on the ccunter announced to him that the uncle who was trustee of his inher- itance was dead, almost without warning. Within a few weeks, through the same newspaper source, came the further shock that the uncle had mis- taken the markets and had gone into exclaimed the uncle “We have family, which a hopeless financial crash. Instead of the $100,000 which the young man had reason to expect from the princi- pal and interest accounting, he re- ceived just $85 from the ruin. He decided he would go straight to Chicago, although without knowl- edge of kith or kin or friend in the great American city. One spring day Tom Bierre arrived in Chicago, and, guided by a Danish emissary at the Station, spent his first night in a ho- tel without courage enough to risk creeping in between the sheets of the untidy bed. An acquaintance in Copenhagen, hearing that Tom was headed for Chicago, had come to tell him of a son living in the suburb of Austin. To this day Tom Bierre is pleased to re- call that, unacquainted with the city and knowing scarcely a word of Eng- lish, he went out to Austin and found this son within twenty-four hours aft- er his arrival. The son was a traveling salesman, broken into English and the ways of the country, and Tom, tall and un- gainly and in foreign garb, failed to impress him any more than Tom himself was impressed. They parted and Tom, who never had done a day’s hard labor in his life, found himself on July 5, 1894, on a farm near Chan- nel Lake, the hired man of all work, with a first task set him to hoe the weeds out of a corn field. “And that first few hours of hoe- ing nearly cost me my job,” Tom re- calls, for his employer, coming out to look after the work, discovered that almost as much corn had been cut up as there were clumps of weeds sacrificed. It was almost as bad, too, that first evening when the farmer, coming from town, had ordered the horse unhitched from the buggy only tc find that virtually every strap in the harness had been unbuckled and lay in a tangled heap on the ground. But Tom held the job until late in October, returning to Chicago and later to Austin in his search for work. In Austin a small milk dealer took him into the shop as an ac- countant, offering him $11 a month and board, with sleeping accommoda- tions in the stable. As occasionally one of the eight drivers was indispos- ed or failed to show up. Tom was ask- ed to learn the eight’ milk routes incidental to his small book-keeping and sales of milk, butter and cheese over the store counters. Without knowledge of English Tom learned these routes and in ihe two and a half years he picked up a good deal of the language and man- aged to do a good deal of reading between odd jobs. Suddenly, flat on his back, with prospects of a year of invalidism and his money low, a kind- ly landlady over on the great West Side told Tom not to worry. She had been housekeeper in the Northwest- ern University settlement house in West Chicago avenue and she told Tom that when he was able she thought she might get him the job of janitor for the house and kinder- garten attached. Once more slum work crept into the life of the young immigrant. He received $15 a month, board and room for his janitor work, but there was a lot of the work. There were ninety windows to be cleaned, three floors to the building, seven stoves in win- ter and two furnaces; coal to be car- ried up and ashes to be carried down, to say nothing of about 150 chairs that might have to be assembled at the shortest notice on any floor. It was as janitor of the settlement house, however, that Tom _ Bierre made some of the most pleasant ac- quaintances of his life. It was there that Dr. Henry Wade Rogers and Mrs. Rogers became his fast friends, and it was in their home that he made friends with well known families of Evanston. Also it was there that Tom feels he made one of his worst “breaks” with his newly acquired English. Several well known people of the town and city were at the table when a wealthy grandame of the party had occasion to speak of the sudden pain in the jaw which sometimes comes at the first entrance of food into the mouth. Tom had experienced the sen- sation. “Yes,” he observed, “when I put my feet in my mouth I always feel io. “Well, I hope you wash them first,” retorted the woman, and the laugh was the first assurance that Tom had mixed the nouns “food,” “feed” and “feet.” But for a year and a half Tom did his janitor work at the Northwestern settlement making friends. house, His next job was as book-keeper at the stockyards, and while there, disliking book-keeping, he wrote a downtown department store, remem- bering his dry goods apprenticeship. The letter appealed to one of the pro- prietors, who asked the young man tc come to see him. It resulted in Tom’s taking a place as sales clerk at the black dress goods counter in the basement, where on the first day his sales wére $20 in excess of those ct the two. older men on the floor of the same section. This was the be- ginning of the end of Tom’s short service there. One fellow salesman in particular was sore. The next morning when a woman came into the basement, asking that a certain sample of black goods be matched, if possible, the jealous older salesman stepped up as Tom was making comparisons, took the scrap from his hand, told the woman they had nothing like it, and walked away. Then Tom with his search. The result was that Tom not only found the piece of necessary mourning goods to match, but it was minus a small sectiort of a corner into which the scrap fitted to a nicety, showing it had been clipped from the bolt of goods. “Yes,” the customer explained, “I got the sample yesterday upstairs, and they told me it had been sent to the basement, and I want fifty-sev- en yards of it, for I’m a dressmaker and have to make clothes for a whole family.” Tom’s spirits were high as he be- gan reeling off this most expensive goods on his counters, but his elation went on was shortlived. The elderly sales- man came up, crowded in, and said he wouldn’t risk Tom’s' measure- ments. But when he attempted to fill out the sales check the dressmaker came to Tom’s rescue, jumped on the clerk and insisted that Tom should have the credit for the sale, as he had turned her down. “I hadn’t said a word,” said Tom, “but with my next pay check I got notice that I was discharged for in- solent conduct toward my superiors.” Two years as salesman at a cigar counter in a big downtown lunch- room, a year or more at book-keep- ing and studying methods in down- town restaurants, and Tom _ Bierre became proprietor of his Chicago “restaurant and saloon,” where he has $20,000 or more invested. Is all this failure? Tom himself is not sure of it when he talks to his friends, remembering his first ambi- tion, for Tom guards his religious tendencies still. Ask one of Tom’s tried friends and he tells you, “Tom Bierre is one of the best fellows in the world.” Yet Tom failed of the ministry! As for Tom himself, he is not worrying. He is too much the philosopher and too sympathetic for his human kind. “You saw the man and his little family that were in here a while ago?” Tom asked of me the other night as we sat talking. “He’s the first friend { made in Chicago. He was on the down road when I loaned him $700, almost the last money I had in’ the world. I don’t know whether I'll ever get it back, but if I don’t, mere- ly looking on him and his little family makes me feel that it was the best spent money I ever had in my life.’ But isn’t that preaching—practical preaching—more convincing than much of that heard from the conven- tional pulpit? Hollis W. Field. —_2-.___ South American Railway in the Clouds. An engineering triumph of first rank is expected in the great trans- continental railway of South Ameri- ca, which extends across the Andes from Chile to Argentina and is to be completed in June, 1910. The Chilean part of the work bristled with diffi- culties, especially in the still unfin- ished section between Juncal and the Argentina frontier. The line crosses the Cumbre pass at an ele- vation of 12,600 feet, after travers- ing a spiral tunnel nearly two miles long, the mouth of which at an altitude of 10,400 feet and on a slope of 75 feet per 1,000. Still by is greater altitudes are reached other South American railways, which are the highest in the world. The line connecting La Paz, Bolivia, with Arica, Peru, will rise at Incara to an altitude of 13.350 feet, and the existing line between La Paz and An- tofogesta, Chile, crosses the Ascotan pass at an elevation of more than 13,- ooo feet. Another line crosses from Peru to Bolivia at a height of 14,600 feet. The Peruvian railway from Callao and Lima to the silver mines of Cerro de Pasco traverses a tunnel 15,850 feet above sea level. August 4, 1909 “In a Class by Joke Itself” NUE Made in Five Sizes G. J. Johnson Cigar Co. Makers Grand Rapids, Mich. g v Manufactured Under Sanitary Conditions 80 MICHIGAN TRADESMAN August 4, 1909 INGRATITUDE .- The Basest Crime in the Criminal Calendar. “Ingratitude, thou marble-hearted fiend.” The drunkard may be made abste- mious; the braggart become modest; the thief honest; lying, laziness, van- ity may be cured, but the ingrate is hopeless. Compared with the sin of ingratitude all other crimes may pass easily for virtues. Of all forms of ingratitude the thanklessness of children, their for- getfulness of their obligations ito those who bore them and protected them through the years of helpless- ness, is the most abhorrent to decent human nature. The story of King Lear where the heart-broken old King is abandoned, robbed and dis- honored by his children pictures ade- quately filial ingratitude and its pun- ishment. Shakespeare illustrates an- other phase of the same contempti- ble quality in Julius Caesar, when the noblest Roman of them all is stabbed to death by Brutus, upon whom he kad heaped wealth and honors. His simple exclamation, “And thou, too, Brutus,” carried to the heart of the assassin a reproof he never forgot. How many persons are known to all of us who, through the sacrifice and love of parents, have had the chance which finally gave them wealth, power and influence; in the hour of success they concealed their humble beginning and, ashamed of the parents whose sufferings and un- selfishness gave them their opportu- nity, abandoned them. Which of us does not personally know the loafer and ingrate, content tc live a life of Jazy self-indulgence at the expense of a father and mother bent with toil when his best energy should be devoted to sweetening their declining years? The lazy, drunken son, the vain and idle daughter are too common in our age in every city and hamlet. These creatures may be clothed in fine raiment, denying them- selves no pleasure, while the old mother over a washtub may be earn- ing the food that sustains them, and the seamed and stiffened father, who should be resting comfortably in the twilight of his life, toils for a day’s wage. A few years ago a rich Frenchman left in his will a large sum of money for a hero fund, not like that of Car- negie, to reward the common quality of physical courage, but that more difficult virtue, moral courage, which impels a sister to wear threadbare clothes and remain in poverty; to give up marriage, home and happiness to support an invalid parent or co send a brother through college, only teo often, alas, to have the object of her love and sacrifice show a total lack of appreciation for favors receiv- ed, and the giver even hated, for it is but human nature to hate those whom we have wronged. Ingratitude is a high form of sel- fishness that is the crying evil of the world, for from it springs much of the wickedness and crimes which fill home and nation with unhappiness. An elder brother or sister helps along a family, at the expense of personal ambition and interest; as they are placed one by one in supporting po- sitions, there is no disappointment more keen than to find them indiffer- ent and finally hostile; secure in their mature strength they become neglect- ful of the staff that helped them to reach independence. : Psychologists have discovered that persons saved from death by drown- ing and those rescued from burning by fire almost invariably grow to hate the one who saved their life. This is explained on the theory that the mind retains ics overwhelming horror of the event, and in some way transmits this feeling to the person associated with it. This form of in- gratitude which can be explained by science is, therefore, to be excluded, but the psychologists do not attempt to come to the aid of the ingrate who gets a loan and instead of paying ic becomes an enemy of his creditor. The storekeeper who gives credit to a customer at a critical period some- times finds that as a result his debtor transfers his trade and friendship to a store of a rival, while he is repaid with enmity and slander. How many times have we loaned money to our friends not only to lose the money, which was trifling, but their friend- ship, which was more important? The selfish man or woman wants money, ease or power and is decer- mined to get it at whatever cost. The love of personal adornment and grat- ification which makes one eccentric and indifferent to home peace is a detestable form of ingratitude based on selfishness. The ingrate seeks to get the greatest amount of good out of friends, relatives, the world, with the leasc possible return. Political ingratitude is too common to call for more than an expression of contempt, and does not carry with it that feeling of abhorrence and an- ger which filial ingracitude excites. Republics, it is said, are ungrateful, and there have been striking instances of this ingratitude in its meanest ferm. Venezuela, for whom Simon Bolivar wrung freedom and indepen- dence from her Spanish oppressor, in the moment of frenzy and ingratitude drove her liberacor into exile and poverty. The fact that after his death the nation raised monuments to his glory and honor will never take away from it the disgrace of having atcempted to dishonor the man who made it a nation. Let us not forget that the only thing our dead hands can carry with us into the unknown are the things which in life we have given away. Gratitude is the fairest and most fragrant blossom which springs from the soul. The grateful mind by “ow- ing, Owes not, but pays at once, in- debted and discharged.” Edward F. McSweeney. ———— -—-——————— A mother thinks it queer that her | daughter should care for the things she never cared for herself. eee The man who buries his talent usu ally gets busy sowing his vice —— puts a always chain on you “Free Lust branded: Living.” trade | VOIGT’S The Crescent Flour Guarantee In selling Crescent flour to your customers, give a guarantee of absolute satisfaction with every sack. Westand back of you on this and will cheerfully good any losses you may receive by so doing. make The excellence of Cres- cent flour, its uniform quality and its useful- ness for both bread and pastry makes a guaran- tee of this kind very easy to make and keep. VOIGT MILLING CO. Grand Rapids, Mich. CRESCENT | | o You have traffic troubles. erly classified we know how to obtain We will charge you for any work that 304-5 Board of Trade Building overcharge you and that is what the railroads are doing every day. spondence invited and prompt attention assured. Ewing & Alexander Traffic Managers “We Know How” We have traffic information and experience. li you can not collect your freight claims let us try. service are unsatisfactory we have a remedy. If your freight rates and If your shipments are not prop- A Proper Adjustment we may do for you, but we will not Corre- Grand Rapids, Michigan pay ee to investigate. “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 Ask your _— Oakland Vinegar & Pickle Ca: Sactiaw: Mich. oka phcago eNO RR Ne ae EdD eange secre een Sa Sn ee . : { 4 if j i . a ‘a good buyer. Go bo bt © se IGAN TRADESMAN August 4, 1909 = : Ata sa- —— ALE : ya Ss ong amor >. —_____ A Charity Patient. A young physician on the West Side spends much time in charitable practice. In fact, he sometimes gives to a poor patient enough money to pay for prescriptions. “I’nr not get- ting rich,” he explafns, “but I simply can’t see them suffer for medicines that may put them on their feet again.’ Not many days ago the doctor had occasion to visit a woman who occu- pied one small tenement room with her three children. After making out a prescription he gave her $2, telling her to buy the medicine and to use the change for needed food. On the following day, as he was about to enter the tenement for a second call, he met the to-year-old daughter of the patient. “How is your mother?” he enquir- ed of the child. “Oh, she’s all well,” was the swer. “She took that $2 and got a real doctor.” 2 Health is happiness, but it must be | spiritual as well as bodily health. nn ct EAE cr Progress is the movement toward | better things. an- | MAYER Martha Washington Comfort Shoes hold the trade 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 Gieneral Investment Co. Stocks, Bonds, Real Estate and Loans Citz. 5275. 225-6 Houseman Bldg. GRAND RAPIDS Becker, Mayer & Co. Chicago LITTLE -FELLOWs’ AND YOUNG MEN’S CLOTHES We are manufacturers of Trimmed and Untrimmed Hats For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22,24, 26 N. Division St. Grand Rapids, Mich. A High Cut HM. B. HARD PAN Carried in Stock and, Herold=-Bertsch Shoe Co. Makers of the Original H. B. Hard Pans Grand Rapids, Mich. Your Shoe Men Know Good Salesmanship Is often capable of putting any kind of shoes on a customer, but your profit on a single pair is not enough to pay for the loss of any person’s year in and year out trade. Then figure it up in your mind what it will be worth to you to handle a line of shoes that has gone steadily ahead until it leads the procession for wear every day after the customer leaves your store, satisfactory service. There are a lot of points about “H. B. Hard Pans” that pull—that the other fellow don’t put in—and they are even better than ever this season. Just like our H. B. Hard Pan Shoes, our selling plan has greatly increased in value to the dealer—it’s yours—and the extra profits—for the asking. epeRnrehacaicw net ste Se ate eae ares nena a annette Ra Bate Sone eters Bes Rati et aI ae gh iedetnenientee ears or faa iit Bi Boland anion EDWARD MILLERISMS. Personal Observations of the Hoosier Merchant. Written for the Tradesman. The philosopher omits more than he writes. The wise man omits more than he says. The editor of any pub- lication omits more than he publishes. The tradesman omits more than he explains. All of this is done on ac- count of policy. We are left to guess at more than half of what we see and hear and at times our guessing means failure on our part. If the above is true, what are we to do in ‘order to get the truth? The key to all parts of nature is unity and sim- plicity in the mind of man. The masters live with the thoughts of humanity and by doing so they have learned to catch the truth concerning all things written and unwritten. If you wish to be a zood guesser never omit the truth as you see and know it. There is always a great drawback to our enthusiasm if our activities are of a low, cunning, cowardly nature. The sentiment of good hon- est dealing makes speculative work more profitable and there can be found in it great action. All experi- ments should be carried out with the whole truth. We should not pay such a high tax as is charged up to those who wish to be cunning and love to live on a lower plane of existence. Men’s true actions are too strong for us to play with and if we wish to play the game of business we ought to do it nobly. Let us try to establish a new standard of speculative work by doing things as near as we can on the bases of facts. ok ok Everything real is self-demonstra- tive or is self-existent. If your busi- ness is made up by true and natural thoughts from your own mind you have nothing to fear, for it is just as strong as any other thing built up by nature which is self-exiscent. We are not children of circumstances. We make our own conditions. Let any of my thoughts be different from those of yours and my surroundings will show my personality and not yours. There is an invisible mould standing right in front of each and every one of us and we are pouring in the melt- ed material by each thought that we act on. Thoughts are free to go where they please and they come to our minds, but they can not do us any harm or good only as we act on them, ck & We are all overpowered by the law of action. We have failed to learn just what co-operation means. We seem to be too willing to follow the advice of those who call on us with “the greatest bargains on the road.” When we are always true to our- selves we are never overpowered by the action of another. ‘We live by and through our own acts. Co- operation is a wonderful principle, speaking scientifically, but too many of us co-operate with minds which are not willing to add blessings to all concerned. Let us all be reflectors of the MICHIGAN TRADESMAN August 4, 1909 truth and then we will not be over- powered with the actions of those who have no regard for the right of others. oe The time has arrived when those who expect to be successful in busi- ness must become idealists. The trouble with the business world to- day is that we have too many mater- ialists. The idealist believes in in- dividual culture from a higher point in nature and the materialist sees things only as they represent them- selves. Everything is affected by the illusion of the senses, but facts are in nature and when we learn to gov- ern ourselves by and through the ideas of the idealist we came nearer the truth than in any other form. Every materialist who begins to think for himself will become an idealist sooner or later and he will never go backward and be a materialist, for he will have learned the value of in- dividual culture which makes all men wiser. ~ oe + The public is learning to sympa- thize with its own intellect. The peo- ple are reading more carefully. Their trading is done on a more scientific plan. They are inspired with the competition that has touched the life of almost every merchant in the land, and this education has taught the people not to grant any more par- dons, but to attend the funerals with all the grace in the world. If you do not wish to be taken io the grave- yard, get in sympathy with the pub- lic and try to learn the wants of your customers and fill them as promptly as you can. I urge you with all the earnestness at my command to watch the thowght running through the minds of the people, for your success or failure depends upon the knowl- edge you have in regard to the above. kok oe In our childhood we dreamed of great men, of the sweet life of the powerful genius, of the great fortunes that practical men have made, of the noble characters we heard our fath- ers speak of, of the education that enables men to make discoveries of nature very useful to mankind, of the services that some of our inventors have given to the world and hundreds of other things, yet most of us have failed to learn how to make our dreams come into full beauty. We should allow the threads of truth to tun through our minds and justice will be done to us, just as it thas been done to all things and persons in the progress of mankind. + * * What is the essence of friendship in business or otherwise? The great- est friend we can have is one who is willing to do us all the favors he can without asking for any in return. A true friend will put himself out of all false relations with you. If you are selling strictly for spot cash, a true friend will not ask you to sell him on credit. If you have one price to all of your customers, a true friend will not ask you to sell him cheaper than the price named on the ticket. We should court friends who will help build for us a good character in- stead of a fat pocket book. + ok * I am not a Christian Scientist, but I do believe that thought is the only power we are dealing with. We are living in the thought world which has always existed. We think our- selves into trouble and we can think ourselves out of it. The more we think about a given thing, the bigger it grows. If you want sticcess, drive Grand Rapids Floral Co. Wholesale and Retail FLOWERS 149 Monroe Street, Grand Rapids, Mich. Post Toasties Any time, anywhere, a delightful food— ‘‘The Taste Lingers.’’ Postum Cereal Co., Ltd. Battle Creek, Mich. OAL US i aaa a8 USE CHIGAN STATE AMO rzzonane Hot Graham Muffins A delicious morsel that confers an added charm to any meal. In them are combined the exquisite lightness and flavor demanded by the epicurean and the productive tissue building qualities SO necessary to the worker. Wizard Graham Flour There is something delightfully re- freshing about Graham Muftins or Gems —light, brown and flaky—just as pala- table as they look. If you have a long- ing for something different for break- fast, luncheon or dinner, try ‘ Wizard” Graham Gems, Muffins, Puffs, Waffles or Biscuits. AT ALL GROCERS. Wizard Graham is Made by Grand Rapids Grain & Milling Co. L. Pred Peabody, Mer. Grand Rapids, Michigan Why not a retail store of your own? I know of places in every state where retail stores are needed and I also know something about a retail line that will pay hand- some profits on a comparatively small investment—a line in which the possibilities of growth into a large general store are great. An exceptional chance to get started in a paying business and in a thriving town. No charge for my services. Write today for particu- lars and booklet telling how others have succeeded in this line and how you can succeed with small capital. EDWARD B. MOON, 14 West Lake St., Chicago. Hart Brand Canned Goods Packed by W. R. Roach & Co., Hart, Mich. Michigan People Want Michigan Products TRACE YOUR DELAYED FREIGHT Easily ind Quickly. We can tell you 10W BARLOW BROS., Grand Rapids, Mich Tomo eenne Brilliant Gas Lamp Co. Manufacturets of the famous Brilliant Gas Lamps and Ciimax and other Gasoline Lighting Systems. Write for estimates or catalog M-T. 42 State St. Chicago, Ill. The Diamond Match Company PRICE LIST BIRD’S-EYE, Safety Heads. Protected Tips. 5 size 5 boxes in package, 20 packages incase, per FASC ZOO IOI $3.35 Lesser quantities... ... rivets ces. 50 BLACK DIASIOND. 5 size—s boxes in package, 20 packages in case, per cause 20 or. lots... . $3.35 essen quantities). $3.50 BULL’S-EYE. I s'ze—10 boxes in package, 36 packages (360 boxes) in 2% gr. case, PCR Case 20or ot. $2.35 Cesser (uaiities .0 000. $2 50 SWIFT & COURTNEY. 5 size — Black and white heads, double dip, 12 boxes in package, 12 packages ( 144 boxes) in 5 gross A ©, ber Cas focr tots $3 75 essen quantities 2 $4.00 BARBER’S RED DIAMOND. 2 size -In slide box, 1 doz boxes in package, 144 boxes in 2 gr. case, per case in 20 gr. lots.. $1.60 asesseridautties: 0 $1.70 BLACK AND WHITE. 2 size—1 doz boxes in package, 12 packages in 2 gr Case, (et casein 2oer lots.) 1k, $1.80 Lesser quantities....... atts ese. St OO THE GROCER’S MATCH. 2 size—Grocers 6 gr. 8 boxes in package, 54 pack- ages in 6gross case, per casein 20 gr. lots. .$5.00 Lesser Quantities, 30 oe : § Grocers 4 1-6 ¢r. 3 box package, 100 packages in + 1-0 gr, Case, per case in 20 gr. lots. ......$3.50 esser quamtines: |) ---- $3.65 ANCHOR PARLOR [MATCHES. 2 size—In slide box, 1 doz in package, 144 boxes in twortoss casein 20 pr/ lots. 0 $1.40 Lesser quantities... eens ---. 91-50 BEST AND CHEAPEST PARLOR MATCHES. 2 size —In slide box, 1 doz. in package, 144 boxes in 2 gr. case, in 20 er lots... rabies eGo iecser quantities (20) | 1.7 3 size—In slide box, 1 doz. in package, 144 boxes in SOt. CASc; 10 eo or dots. ee $2.40 essen quantities! (3 0 $2.55 SEARCH-LIGHT PARLOR MATCH. 5 size—In slide box, 1 doz in package, 12 packages in 5 gr case, in 20 er 10s a $4.25 Besserquantities 225) ee $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 caseinwzoor lots. 26 $3.35 Lesser quantities) 0 $3.60 SAFETY [MATCHES. Light only on box. Red Top Safety—o size—1 doz. boxes in package,, 60 packages (720 boxes) in 5 gr. case, per case in 20 Be ote) ees $2.50 PeeSserQuamities, (28 2.75 Aluminum Safety, Aluminum Size—1 doz. boxes in package, 60 packages(720 boxes) in 5 gr. Case, per case in 20 gr. lots ......... $1 -90 Acaeer duantiies |). se $2.00 August 4, 1909 MICHIGAN TRADESMAN trouble out of your mind and think only those thoughts that you know will bring success. It all depends on how we mix our thoughts whether the results are good or bad. We must deal with all kinds of thoughts, the same aS we must deal with all kinds of people, but the question is, What kind are we going to live with? If we live with thoughts which make everything successful, we can not help but be successful, but too many of us seem to think that we can think one thing and be another. eee The best things are done in the easiest way. It is no trouble to the wise soul to convey its quality. There is nO use in trying to thold on to things. Hard labor and difficulties are not natural. We should be relat- ed to the life of the effective, con- structive, the fertile and magnetic sources which work while we sleep as well as while we are awake. Let us open our eyes to the things we need and want in a true light and stop this painful labor for things which in the end last longer than we do and are unnecessary. This machine I am us- ing to write with will be here long after 1 am gone. Why should I want to guard any thing more than the power that controls me? Let us try to learn to do our work easy. * * * The greatest service we can render another is to help him to help him- self. If we have good ideas which will help our friends and neighbors we should give them out as freely as we receive them. It is weakening our friends to help them with money or to give them supplies, but there are always great encouragement and strength in giving out good advice that will enlarge the mind and make the life of the individual stronger. Every joy, every happiness—every- thing of real value—comes to us through our experience, and when we have enjoyed blessings which we know others have not enjoyed, let us pass them around. The man who lives his life alone lives a little, dwarfed and stunted life. We should take part in this larger life of human- ity. A power which works for right- eousness leads to optimism. Opti- mism leads to. power, whichi recogniz- es the fact that we have infinite power in our own hands to open our minds in such a way that there will be an ever-increasing sense of power work- ing through us in conjunction with all other natural forces. ee Let us exchange congratulations with our friends while they are still with us and not wait until they are dead and buried. If we have kind words to offer to anyone, words of encouragement and strength, let us give them to the living, for it is only the living minds that can do the world any good. No man can foresee or understand ‘how much power there is in a few kind words. One kind word can build a city. Remember, this world was spoken into existence. If we wish for a new, a better and a happier world, we must begin to speak kind words. to those we know are speaking the truth, Reason is not to be set aside, but it is to be continually illumined by the higher thought of justice. When we fail in business or anything else, we first failed in reasoning out the differences that differ. When we rea- son with ourselves and enter into the truth, as we know it from our experi- ence, we become thoroughly individ- ualized and the wisdom we have gain- ed carries us into the realm of knowl- edge where no man can enter except through a like experience. ei All things which are valuable to us will come to us if we make ourselves worthy of them. Good business ideas will never go to a man who ssits around waiting for them to come. They are too wise to go where there is no life. We must be wide awake and up and doing something if we ever expect to attract good things. I would never have written the above if I had not been writing. Such thoughts never come to our minds when we are willing to idle our time away. Be willing to be kept busy and you will find success. Edward Miller, Jr. ——o-2-2 Corn Is Surely Now King. At the time of the Civil War pa- triotic orators who were of the North declaimed and patriotic poets wrote alleged poetry, in which it was set forth that King Cotton had been sup- planted by King Corn. But after the Civil War was ended and the demor- alization consequent upon reconstruc- tion had been in some measure elim- inated, King Cotton. again asserted his supreme authority. In 1877 Samuel J. Tilden returned from a summer sojourn in Europe. After the Electoral Commission de- clared that Rutherford B. Hayes had received one more electoral vote for President than Governor Tilden, the defeated candidate decided to so- journ in Europe during the summer months. On the evening of a day in September, when the first frost of that autumn was chilling the air, Gov- ernor Tilden addressed a very large throng who assembled in front of his house in Gramercy Park to welcome him home. He did not touch upon American politics. His theme was the development of our commerce with [Ffurope. He spoke with real eloquence, because he was very earn- est and sincere in what he regarded as sure to be ultimately the greatest in money value in its wealth-produc- ing qualities and in quantity of the American harvest—namely, Indian corn, or maize. Governor Tilden said that it might require a generation of time to teach the people of Europe the food value that is in Indian corn. | Governor Tilden said that there was no reason why, within the course of a few years, the United States should not raise a harvest of 3,000,- 000,000 bushels of corn. He ventured to predict the money value of a har- vest of that kind at not far from $1,600,000,000, and in graphic manner depicted the relation of so great a harvest as that to the prosperity of American railways. In the last five or six years of Governor Tilden’s life he frequently, in private conversa- tion, referred to the wealth-produc- ing possibilities for the American peo- ple that lay in the production of In- dian corn. What he then predicted is this year realized. We are to have at least a 3,000,000,000-bushel harvest of Indian corn, and the money value of that will be from $1,600,000,000 to a little under $2,000,000,000. It also means no idle cars for the railways, renewed net earnings of great amounts, the ability of Ameri- can financiers to lead to some extent in the foreign exchange markets and been discounted in London this sum- mer. ee I Ine The Demon Debt. Honesty is often another name for freedom from debt. The honest man always will try to discharge his just obligations, otherwise he can not ap- propriate to himself the title. Many have such a dread of debt that they would rather forfeit life it- self than contract it. Carlyle hated debt to such a degree that he could not be induced to borrow to relieve sage of Chelsea labored hard _ for his wife and died a poor man. John Bunyan was another that shilling. Many a time he traveled the roads hungry and with insufficient clothing, yet would not allow his friends to relieve his necessities. debt he never had an hour’s content- work as perhaps never man_ toiled realized, as all self respecting men pendence of character, saps the man- hood and leads. the way to disgrace and ruin in the end. Horace Greely wrote: “Hunger, cold, rags, hard work, on it rather than owe any man a words. He fought his way from pov- to honorable fame. Oe It is easy for the man who amounts to nothing to give himself away. ——__2-.——___ tomorrow is to take a pickax today. to take up the finance bills that have | real distress. All through his life the | merely enough to keep himself and} never could be induced to borrow a/} When Sir Walter Scott got into| ment of mind, so he sat down to! before and turned out the Waverley | novels, which happily were the means | of relieving him from the incubus | that pressed him down. These men | realize, that debt takes away inde-| contempt, suspicion, unjust reproach | are disagreeable, but debt is infinitely | worse than all. If you have but fifty | cents and get no more for a week/| buy a peck of corn, parch it and live | dollar.” The life of Greeley himself was a noble commentary on_ these | erty to competence, from obscurity | The only way to move a mountain | BUICKS LEAD CARS $1,000 AND UP BUICK MOTOR COMPANY Louis and Ottawa Sts. Grand Rapids Branch 139-141 Monroe St Both Phones GRAND RAPIDS, MICH. ELLIOT 0. GROSVENOR | Late State Food Commissioner | Advisory Counsel to manufacturers and jobbers whose interests are affected by the Food Laws of any state. Corre- spondence invited. 2321 Majestic Building, Detroit, Mich. FLOWERS Dealers in surrounding towns will profit by dealing with Wealthy Avenue Floral Co. 891 Wealthy Ave. Grand Rapids, Mich. FLI-STIKON THE FLY RIBBON The Greatest Fly Catcherin the World Retails ats5c. $4 80 per gross The Fly Ribbon Mfg. Co., New York ORDER FROM YOUR JOBBER DON’T FAIL To send for catalog show: ing our line of PEANUT ROASTERS, CORN POPPERS, &c. LIBERAL TERMS. | KINGERY MFG, CO.,106-108 E. Pearl St..C'ncinnatl,O. Se SE ET e ait cee noe mers EN DAILY TO CHICAGO $ 2 Graham & Morton Line Steamers **Puritan’’ and ‘‘Holland’’ Holland Interurban Steamboat Car Leaves 8 p. m. Baggage Checked Through B AG S New and Second Hand For Beans, Potatoes Grain, Flour, Feed and Other Purposes ROY BAKER Wm. Alden Smith Building Grand Rapids, Mich. Engravers by all Processes For Many Purposes WOOD ENGRAVINGS are better and cheaper than wash drawing halftones or any other method of illustration. Tradesman Company Ask about it. Grand Rapids, Mich. arial ae eo eck i k : i ' i F Da aeacetenteer sere cuetareee tee ede atereereerentaeiemammaenrmrereeieperetarerel — MICHIGAN TRADESMAN | August 4, 19¢ ae, ln Tey | (tS =r 216l lis 3 [jens —— 4 THE CROSS ROADS DEALER. Success of Some Men Directly From the Farm. This and other similar terms are sometimes applied promiscuously to a lare number of men who, although unable to make much of a showing in the financial world, undertake to break into the ranks of business life b} way of the implement trade. This classification works a real injustice to very many energetic men whose best efforts are directed toward the very laudable purpose of obtaining a standing in the business world. Previous Business Experience. It does not necessarily follow that because a man may have had no pre- vious business experience or may have worked on-a farm the greater part of his life that he will make a failure of his business venture. It is a fact that some of the greatest suc- cesses in the implement business have started with the most meager capi- tal and with no business training whatever. How many dealers are there to-day who are the fortunate possess- ors of flourishing and well equipped business establishments who can re- member the time, perhaps but a few years back, when the term “cross roads dealer” was applied to them, and as justly as they themselves are new using it with reference to their vigorous but less fortunate competi- tor? Ability of New Competitor. It certainly will do no harm to think of these things once in a while, and it would be a wise thing for every dealer to be careful and not under- value the ability of the man who is located a few miles out of town and is just starting in the implement business. He may prove to be a hus- tier and have enough stick-to-it-ive- ness about him to make serious in- roads in the trade of the district in the course of a few years. In this event, and in order to prevent this man from becoming a dangerous com- petitor, it is good business policy on the part of the old established dealer to make the acquaintance of the new man at once and to meet him in the most friendly spirit, and it is of the greatest importance to both that a mutual understanding be had regard- ing the trade. This matter can not be attended to too quickly as it is ofcen the means of preventing a ruin- ous price cutting competition which usually ends disastrously for both parties as well as ruining for years the trade in the affected lines. Must Maintain Regular Selling Prices. One of the most common as well as the most serious mistakes made ‘ by the out of town man who under- takes to start business with perhaps a barn floor for a warehouse and his coat pocket for an office (and, by the way, there are a great many dealers who to-day occupy the front rank in the implement business who made their start with just this kind of an outfit), comes from the fixed opinion that because his expenses are so very light compared with those of his és- tablished competitor in town he will be able to sell goods at very much lower prices. It does not seem to oc- cur to him that the amount of his sales yor the first year or two must necessarily be small and that his ex- penses will increase in direct pro- portion with the increase of his busi- ness. Under these circumstances if he expects to retain for himself even a very modest sum of money as a re- sult of his sales, he must maintain the regular selling price of the goods at all hazards. Another Important Point. Another thing that the inexperi- enced dealer is pretty sufe to over- look is the fact that if he sells at starvation prices simply because his expenses are low upon starting busi- ness, he will establish a price prece- dent for the goods that he will nev- er be able to overcome and retain the patronage of his early customers. The dealer who has been long es- tablished and has come to. regard himself as the sole proprietor of the trade of the territory that he has pre-empted is not apt to look with favor upon the arrival of a new clarmant for a share of the busi- ness, but this is one of the things that is likely to happen at any time and with any dealer. There is no law that will prevent a man from start- ing in business wherever he will, providing he is willing to risk his money in the venture. The Opportunity Presented. What a lack of consistency is sometimes. found in the dealer who sees his trade gradu- ally slipping away from him by way of the catalogue house. but who stands stoically by without raising a hand to help himself, all the fight gone out of him because of the wonderful trade-getting power that his morbid imagination has given to this modern selling agency. He has become self-convinced of the use- lessness of any effort on his part to- ward reclaiming the trade of the dis- trict and has acquired a settled be- lief chat his only hope for keeping the sheriff away from the property lies in the most drastic retrenchment in the matter of expenses, and in this apathetic state of mind he dispenses the actions of' 9 with the services of his salesmen, cuts out his advertising expetises, confines himself to his store, com- piainingly tells his hard luck story to all his remaining customers and calmly awaits the coming of the H. J. Hartman Foundry Co. Manufacturers of Light Gray Iron and General Machinery Castings, Cistern Tops, Sidewalk Manhole Covers, Grate Bars, Hitching Posts, Street and Sewer Castings, Etc. 270 S. Front St., Grand Rapids, Mich. Citizens’ Phone 5329. business executioner. Such a_ state of affairs can not exist for any great length of time without attracting the attention of the entire community and as a genetal thing some ener- getic man who has been looking for business opportunity begins to take notice that a large part of the im- plement trade is being handled by outside parties and thac the local dealer has practically lost his nerve and is allowing the trade to slip through his fingers. After giving’ this matter careful thought he comes to West Michigan Machine & Tool Co., Ltd. Grand Rapids, Mich. Foot of Lyon St. Specialists in Punches, Dies Press and Novelty Work Automobile Machine Work General Repairing the conclusion that there is a good opportunity for a new man and therefore, although possessed -of but a modetate amount of ready cash, he sectites as much financial backing as possible and starts in to obtain the agency for various lines of machin- ery and implements. He then begins to solicit patronage and get acquaint- ed with the trade by a personal can- vass of the territory. Established in 1873 Best Equipped Firm in the State Steam and Water Heating Iron Pipe Fittings and Brass Goods Electrical and Gas Fixtures Galvanized Iron Work Competition for the Established Dealer. About this time the established lo- The Weatherly Co. 18 Pearl St. Grand Rapids, Mich. cal dealer discovers that something has happened; in fact, he learns that a farmer has started in the imple- ment business just a few miles from his place, that he has obtained the agency for sevefal lines of goods, one of which the dealer himself is handling, although he had failed to make a single sale during the last season. Now, for the first time- in his business career the dealer dis- covers that he has tangible competi- tion. A real live man has dared to start in the implement business on his own private preserve. The fact that a half dozen catalogue houses were taking about three-fourths of the trade of the district and that the outside salesmen of outlying dealers were getting most of the remainder had never seemed to strike him as competition that could be stopped; this for the most part was merely a riatter of fate. He could not be ex- pected to fight this mail order octo- pus single handed, but here was something plainly visible, a matter he could lay his hands on—this busi- “Sun-Beam” Brand When you buy Horse Collars See that they Have the ‘‘Sun-Beam’’ label ‘*They are tnade to wear’’ M’'F’D ONLY BY Brown & Sehler Co. Grand Rapids, Mich. WHOLESALE ONLY ness pigmy, this inexperienced man WAAAY SSN LS wey Yjyy Uf yy yy A yj j y 4 WH gy Wy ‘Wy y “ws Sys YA AQ ga SSQ 77 Z W SA S ) \ 2 It SS @IIN rt Yi SSS sonyft 3 ‘ - \ >. Tee Ne RaaN : %,%4,4,.% ly, HI MM (HC AN S\ , : iio CO EAN < J FOSTER, STEVENS & CO. Grand Rapids, Mich. Sones 5325FE5744 Exclusive Agents for Michigan. Write for Catalog. | | oe I a : it ' po age August 4, 1909 attempting to rob him of his trade, striking at the very root of his busi- ness establishment. Surely, he can no longer be charged with lethargy. His fighting blood is up. This usurp- er and his business must be de- sctroyed, and to this end he devotes his time and energy, constantly yell- ing “cross roads dealer” and throw- ing mud at his unwelcome néighbor, and every time he throws a handful of mud it carries with it a customer or two into the camp of the new man, Direct Cause of Increased Busi- ness. From any standpoint this attitude on the part of the established dealer toward a newcomer in the business is most deplorable and is sure to result in demoralizing the trade in the lines in which both are dealing, Paradoxi- cal as it may seem, it is nevertheless true that the advent of a new dealer on a territory has frequently been the direct cause of a large increase in the business of the established dealer, for the simple reason that the presence of the new man made it clear to him that he had to be up and doing in order to retain his business standing, and where formerly he had stayed at home and waited for his customers to come to him, he now believed it necessary to get out after the trade with a vengeance, and this change in policy has resulted in bringing in trade that heretofore had been divert- ed by various outside influences. Pleasant Business Relations. The only fear that the wide-awake local dealer need have on account of the coming of a new man is that he may undersell him or give longer credit and this the inexperienced man is very likely to do, but the deal- er is in a better position than any other man to prevent this thing if he will only accept the inevitable and make the best of the situation by zo- ing at once to the new man ‘and talk- ing the matter over, giving him the benefit of his experience in the mat- ter of expenses, making clear to him the necessity of maintaining prices and making common cause against common enemies. The friendly feel- ing resulting from a visit of this kind in nine cases out of ten will assure pleasant business relations in the fu- ture and these advances, which must be made by the local dealer, are sim- ply matters of good business policy and will often bring better results than a deal that he may consider of vastly greater importance. The Real “Cross Roads Dealer.” While maintaining the right of any man to start in business, provided that he is honest in his intention co do a legitimate business and to re- ceive a reasonable profit on the goods he sells, and while objecting to the title of “cross roads dealer” being applied co such a man, it must be admitted that occasionally a man is fond who is fully entitled to the appellation and for whom there is nothing but condemnation and in a much greater sense for the person who is responsible for his business existence. This alleged dealer is us- ually brought about in this way. It is found that a certain farmer is in MICHIGAN TRADESMAN the market for one or more tools of considerable value and he is visited af various times by several dealers and also by the representatives of several manufacturers. Finding that sO many are anxious to supply his needs he thinks to get the goods at rock bottom prices by holding off until the very last minute and pit- ting one against the other in the mat- ter of prices. He therefore obstinate- ly refuses to close a deal even al- though he may have expressed a pref- erence for one of the several tools and the price named is as low as it is possible to make. After this case has become chronic one of the salesmen, becoming over-anxious and fearing that one of his competitors will eventually land the deal and knowing that his nearest agent is far enough away to prevent trouble, makes a contract with the farmer by means of which he is enabled to sell the tools at wholesale price. The farmer signs this agent’s contract but has not the slightest intention of selling any of the goods. He _ has simply obtained his tools for a few dollars less than the market price. Only the Beginning of Trouble. But this is but the beginning of the real trouble, as some neighboring farmer may like the looks of the tools when they arrive and finding that the owner is an authorized agent, asks how much he will charge for a similar machine. On the strength of friendship and without any idea of business in the matter, a price is quoted that will just cover the in- voice and freight charges, and the neighbor, realizing that the price named is several dollars less than the marked value, orders a machine at once and proceeds to tell every farm- er in the district how much he paid for it. This contract may remain in force five years, each year being on a sale or two of this character. Of course the manufacturers know noth- ing of these conditions. When the contract is sent in the sales depart- ment find that the man is a farmer, but that he is financially good and located at a point that will not inter- fere with che business of any other agent and they are led to believe that ithe man really intends to make a start in the implement business. It is only when the matter is brought to their attention by the nearest agent, who discovers that prices are being slaugh- tered in the adjoining territory and it begins to affect his trade, that they learn the real facts of the case. Then the contract is annulled and the sales- man severely censured. No reputable manufacturer will stand for this kind of a deal and the salesman must be blind indeed who can not foresee the trade demoralization that will surely follow an action of this kind. Responsibility of the Salesman. This is a sample of a real “cross roads dealer’ and the responsibility for his existence as such rests entire- ly with the salesman who wrote his contract and there is nothing that can be put forward that will justify his action. In days past when the in- tense rivalry between the salesmen of competing concerns was often the cause of many unbusinesslike trans- accions such deals were altogether too common, but it is a pleasure to say that at the present time it is a rare thing to find a salesman who will risk his reputation as well as that of his employer by making «this kind of a contract. It is in the in- terest of every man who follows the implement trade as a means of live- lihood, whecher he be dealer, manu- facturer or salesman, that such dis- reputable methods are _ universally condemned.—Maximus in Implement Age. What Then? The eye of little Willie’s teacher was sad and sorry, for notwithstand- ing that he was her favorite pupil, he stood before her convicted of the heinous charge of a theft of toffee from a fellow-pupil. It was his first offense, however, and she did not desire to inflict cor- poral punishment—a moral lecture, she thought, would fit the case. “Bear in mind, Willie,” she conclud- ed, “that these temptations can be resisted if determination is used. Al- ways turn a deaf ear to temptation.” Little Willie’s lip trembled. “But, teacher,” he answered, “I ain’t got a deaf ear.” Where a person tacitly encourages an act to be done, he can not after- wards exercise his legal rights in Op- position to such consent, if his con- duct or duced the other party to change his position so that he will be pecuniarily prejudiced by the assertion of such | adversary claim. acts of encouragement in-| 37 Mica Axle Grease Reduces friction to a minimum. It Saves wear and tear of wagon and harness. It saves horse energy. It increases horse power. Put up in 1 and 3 lb. tin boxes, 10, 15 and 25 lb. buckets and kegs, half barrels and barrels. Hand Separator Oil is free from gum and is anti-rust and anti-corrosive. Put up in %, 1 and 5 gallon cans. STANDARD OIL CO. GRAND RAPIDS, MICH. Child, Hulswit & Company BANKERS Municipal and Corporation Bonds City, County, Township, School and Irrigatien Issues Special Department Dealing in Bank Stocks and Industrial Securities of Western Michigan. Long Distance Telephones: Citizens 4367 Bell Main 424 Ground Floor Ottawa Street Entrance Michigan Trust Building Grand Rapids sell them? mike your displays attractive, busy and tone up your store. Go Your Competitor One Better Install the Twe CASE WITH A aa 1a 3 Yes, your present show cases hold the goods, but do they It isn’t allin the ad or all in the salesman. Let your competitor play the complacent act, you get Make it so inviting that people- will take delight in trading with you—so enticing that they will spend more than they planned on. It’s surprising what a little it will cost. any help we can give you are yours for the asking. WILMARTH SHOW CASE CO. 936 JEFFERSON AVE. You must you know that. Our catalog and Se ee ewe, a INS i b { es f Ssaadsatbbanancmeen saan Eonons emcees anal ee: PERRI an tensor meee Fetstnsledctomines MICHIGAN TRADESMAN August 4, 1909 NEW YORK MARKET. Special Features-of the Grocery and Produce Trade. Special Correspondence. New York, July 31—Midsummer business pervades almost all mar- kets. A glimmer of light is found in the fact that the tariff is actually out of the way and another is that we are going to have such a wonderful crop year. These two items alone are enough to give great encouragement to business men and just as soon as “possible’ we are going to have the mosc “hustling” time the country has ever seen. Spot coffee shows very little, if any, change. The demand is simply of an everyday character and sales are not individually large enough to cause any comment. At the close there are in store and afloat 3,514,- 313 bags, against 3,347,006 bags ac the same time a year ago. At the close Rio No. 7 is worth 74@7%c. In mild coffees there is a fairly satis- factory call for really fine sorts and a correspondingly quiet time in the average grades. Good Cucuta is quoted at 1o%4c. Sugar is doing better. Orders for granulated have been coming in at a satisfactory rate and the whole mar- ket is feeling in a better humor than for some time. Withdrawals under previous contract have been large and there seems to be a tendency to a higher level. Teas are doing better. Buyers are, apparently, past the time when they feel any alarm over “tariff tinker- ing’ and are now settling down to legitimate business and sellers are confident that they can go ahead without any fear. Stocks in some di- rections must be pretty well run down and the future is going to be in favor of the seller. Foreign rice seems to be having an inning this week and is out-distanc- ing the domestic sorts, although the market closes quite satisfactory all around. Prices are well held and if anything tend tpward. Good _ to prime domestic, 534@6%c; Parna, 478@6c, and Bassiens, 434@5c. The two latter have been most called for. Spices have had a good week. No large transactions were made, but quotations are well sustained on the basis of the lasc report. Sellers look for a good fall trade. Molasses and syrups show little, if any, change either as to supply, de- mand or quotations. Of course, lit- tle enquiry is expected with the cher- mometer at dog-day heat. Dealers look forward, however, with a good deal of confidence. Canned goods are quiet and nat- urally so at this time of year when “the boys” are all away. If they are talking business it is in the mountains or elsewhere away from the city. For the next four weeks there will be mighty little doing. At the close of this week there seems to be more enquiry for cheap peas than anything else, but when it comes to really desirable New York State canned peas there is nothing “cheap.” The pack has been very greatly curtailed, of course, and buy- ers will be lucky to get a supply at any figure before long. Stocks with retailers must be pretty well reduced and before long canned goods gen- erally will “come unto their own.” A jumber of packers of Maryland pudiines will positively decline con- sidering any figure below 7oc for really desirable stock. Other goods are about unchanged. Butter is quiet. Creamery specials, 27c; extras, 2614c; firsts, 2514@26c; Western factory,, firsts, 21@21%4c; seconds, 20@20%c; process, 23@ 24MAc. Cheese is steady at 144, @15%c for New York State full cream. Eggs are quiet except for top grades. Western extra firsts, 23144@ 25c; firsts, 22@23c; seconds, 20@2Ic. Power of the Children. How do you treat the children who come into the store to buy? Do you wait on them in the same courteous manner with which you serve their elders or do you treat them in an in- different manner—allowing them to wait until other customers—later ar- rivals—have been attended to? If you are in the habit of doing the latter, change your tactics at once, for by so doing you are not only driving present but future trade away from your store. Many merchants think that “it’s just a little girl,” or “only a little and that it does not matter how long they are required to wait. But perhaps mother is patiently wait- ing for the meat for supper. She is not likely to send her children to your store again in a hurry unless they get prompt and courteous treat- ment. And then children have minds and are capable of more thought than they are often given credit for. If given a choice they will not go to a store where they are treated indiffer- ently. A pleasant word and a bright smile will do much toward encour- aging and holding trade through the influence of the child purchaser. Peo- ple reason that a man who will no- tice the children and treat them kind- ly and considerately will be conscien- tious in all his dealings, There are many families in which the children do the greatest of the buying and whose entire trade may be obtained if you are considerate in your dealings with them. — Cursory Remarks. “Eddie,” said the teacher, “can you give a definitition of cursory? The word is generally used in connection with public speaking. For example, we often read that some one ‘made a few cursory remarks.’ Please writg a sentence containing the word cur- sory.” After a brief struggle Eddie solved this: “Yesterday my pa helped my ma to hang pictures, and when the Jad- der fell after pa had climbed to the top of it he bumped his head against the corner of the diningroom table and then made a few cursory re- marks.” boy,” —_—--_-_—» 2s Sorrow is heaven’s school, where we learn the alphabet of love. OUR PIONEER JOBBER. Incidents in the Life of Leonard H. Randall. Written for the Tradesman. The arrival of Leonard H. Randall in the city a few days ago served to remind the writer that forty-four years ago the firm of L. H. Randall & Co. was the only one engaged in the jobbing business in Grand Rap- ids. The firm occupied the ground floor of the Kent Savings Bank build- ing, at the intersection of Lyon and Canal streets, and its trade seemed tc the onlooker to have been largely in salt. Long rows of salt barrels covered the sidewalks in the vicini- ty. The firm did a very prosperous business under different firm names and finally became incorporated and is now known as the Worden Grocer Co. Mr. Randall was a very public spirited citizen and his usefulness was proven on many occasions. As Eminent Commander of De Molai Commandery he organized and car- ried through a movement having for its purpose the assembling of all the commanderies of the Masonic order in the State at the Western Michigan Fair held in the year 1872. Mr. Ran- dal served the city one term as May- er, during which the first municipa!’ police force was organized and the extension of Canal and widening of Monroe street, creating the plaza knewn as Campau Place, were _ con- summated. This improvement hung fire for a number of years, owing to litigation growing out of the imper- fect descriptions of the property to be taken on the assessment rolls, but when the final rolls under which the sum of $40,000 awarded the owners had been approved by the court May- or Moses V. Aldrich withheld his sig nature because the sum of $34,000 was to be paid by the city at large ard $6,000 by the owners of property benefited by the improvement. When Mr. Randall entered upon the _ dis- charge of his duties as Mayor his first official act was the writing of his signature upon the roll. It was then placed in the hands of the marshal for collection. Mr. Randall was one of the first to enter into contract with Hollings- worth & Coughlin, of Chicago, for raising the buildings he owned on Canal and Lyon streets from five to H. LEONARD & SONS Wholesalers and Manufacturers’ Agents Crockery, Glassware, China Gasoline Stoves, Refrigerators Fancy Goods and Toys GRAND RAPIDS, MICHIGAN STEIMER & MOORE WHIP CoO. WESTFIELD, MASS. Manufacturers of Good Whips Try our No. 64 in 6 ft. only. It’s like w - bone. Trim, will pot lop when ok ve not break the top if you whip the wagon wheel. Just wears out. Retails at 50 cents Write for dozen or gross prices. i GRAHAM ROYS, Agt., Grand Rapids, Mich. Grand Rapids Supply Co. Jobbers Mill, Steam, Well: and Plumbing Supplies 48-50-52-54-56-58-60-62 Ellsworth Ave. eT. nate er~ a, Dandelion Vegetable Butter Color A perfectly Pure Vegetable Butter Color, and one that complies with the pure food laws of every State and of the United States. Manufactured by Wells & Richardson Co. Burlington, Vt. HIGHEST IN HONORS Baker's Cocoa & CHOCOLATE 2 HIGHEST AWARDS IN EUROPE AND AMERICA A perfect food, preserves health, prolongs life Walter Baker & Co. Ltd. = Registered U.S. Pat. Off Established 1780 DORCHESTER, MASS. GRAND RAPIDS BRUSH CO. 1 Manufacturers for 8 Wholesale Trade of 7 1 Solid Back > Hair, Cloth and Toilet Brushes Leather Back 4 ne Re rama Horse Brushes GRAND RAPIDS BRUSH CO. Grand Rapids eee No doubt when you installed that lighting system for your store or invested your mone} in f gasoline lamps for lighting your home you were told to get “The Best Gasoline.” We have it CHAMPION 70 TO 72 GRAVITY Also best and cheapest for engines and automobiles. It will Pure Pennsylvania Gasoline. correct the old fogy idea that Gasoline is Gasoline. Ask us. Michigan Branch of the Independent Refining Co., Ltd., Oil City, Pa. Grand Rapids Oil Company see August 4, 1909 six feet. The Pantlind Hotel (then known as Sweet’s) and all buildings on Canal street between Pearl and Bridge were elevated to the new grade line of the street. Among the buildings uow standing which were lifted to the new level are the Giant clothing house, the buildings owned by the Goodspeeds, those of the Nelson- Matter Furniture Co., the Carroll block on the east side of Canal street, north of Crescent avenue, and the buildings owned by George W. Thayer. Many of the buildings ele- vated were afterward destroyed by fire and replaced by structures du- plicating the originals. Among their number were the stores Occupied by West, Fox and the Western Beef Co, Arthur S. White. ————> - -__ Schemes To Increase the Sales of Trunks, Written for the Tradesman. An exclusive trunk and bag dealer is enforced constantly to display his samples in his windows, but far, far too many department stores do not half often enough show samples in the window front of the goods of this description which they carry. Es- pecially is this asseveration true dur- ing early summer when the annual hegira to the resorts takes place. Lots of people with the migratory bee in their bonnets would buy a trunk if it were thrust upon their notice, whereas they would get along with the old one if they did not hap- pen to see any in a window exhibit. A watchful eye should be kept on the daily papers (or weekly in small town) and whenever mention is made of any parties contemplating an extended stay away from home, or even a short absence, an attractive letter printed in typewriting (or bet- ter yet a real typewritten letter) should be mailed to them calling at- tention to your handsome line of trunks, bags and other traveling nec- essaries. One dealer says that he even finds it pays to employ the spe- cial messenger service to deliver a letter written by his own hand to cer- tain wealthy people intending an Eu- ropean tour or a sprint across. the continent. 3 An excellent plan to hasten’ the sales of trunk and suit case requi- sites is to have a window illustrating the departure of some one going ajourneying. Let us suppose that a fashionable young lady is about to make a visit to a far-off friend and is taking an affectionate leave of those under the family roof-tree. Have the window (which naturally must be a large one) arranged as a cheerful living room. The dramatis personae is the young lady herself, a dummy to look like a father, ditto a mother, and two or three children dummies for the “young fry” of the family. They should all be on a plane as to dress, that is, all stylish- ly attired. The traveler should be becomingly gowned as for outward- bound and should be most tenderly embracing her mother, the father standing expectantly nearby, while the youngsters dance around the trio awaiting their turn for a sisterly MICHIGAN TRADESMAN hug and kiss, their arms outstretch- ed as if impatient to be fondled. In an open doorway in the back- ground a dummy clad as a baggage- man should be posed as if about to pick up and shoulder the elegant trunk of the traveler. This could be plastered with all sorts of foreign labels (which, by the way, may be obtained in quantities somewhere in Chicago, so I am in- formed), which should be defaced and soiled somewhat, so as to give them more of the appearance of the genu- ine article. The girl’s suit case should also show a proper sprinkling of the foreign labels. If the store cared to go to the ex- pense the background could be a canvas painted by some scenic artist to represent one side of the room, with a hallway or vestibule leading on to a piazza through the open doorway of which the expressman is to take the young lady’s trunk. The piazza should have vines clambering to the top, with spaces left free for vindow boxes, in which is a profu- sion of red geraniums and white pe- tunias and other flowers the colors of which do not scream at. red. (One sees so many, many window boxes around town containing red- flowered plants and others that bear flowers totally inharmonious to red, which is enough to give a sensitive soul the hypos.) A typewritten card could be attach- ed to the window with tiny stickers or stood on the floor against the trunk. It should not be an obtrusive card in size or color and should be not more than six inches square. The color could be brown with white let- tering to read: This Pretty Young Lady Is Going On a Vrip She Can Be Proud Of Her Trunk and Suit Case We Have Dozens of Other Fine Samples H. BRS. I e How She Knew. “IT do think,” exclaimed Mrs. Tolk- er, indignantly, “that Mrs. Gadabout is the most aggravatingly inquisitive woman, tf TF must say so, F | ever knew. Why, I never pass her on the street but what she invariably turns her head and stares back at me to see what I’ve got on and how it sets from behind.” “How—er—that is, I was wonder- ing, my dear, how you found out that the mean thing looked back. Some one tell you?” enquired Mr. Tolker, inno- cently. And Mrs. Tolker straightway turn- ed the stream of her _ indignation, seething hot, from Mrs. Gadabout to her “insinuating wretch of a _ hus- band,” as she fondly termed him, and after the first pyrotechnic outburst steadily refused to speak to the for- tunate man for the rest of the even- ing. —_—_+-.____ A German manufacturer has suc- ceeded in making a satisfactory high speed steel by using powdered ferro- tungsten instead of tungsten metal. Fans For Warm Weather Nothing is more appreciated on a hot day than a substantial fan. Especially is this true of country customers who come to town without providing them- Selves with this necessary adjunct to comfort. We have a large line of these goods in fancy shapes and unique de- signs, which we furnish printed and handled as follows: 100s = - -~ £300 200 - - - 4 50 300—i- - - 5 75 400 - - - 7 00 500.—sés«s= - - 8 00 4000 - - - 15 00 We can fill your order on five hours’ notice, if necessary, but don’t ask us to fill an order on such short notice if you can avoid it. Cradesman Zompany Grand Rapids, Mich. MICHIGAN TRADESMAN August 4, 1909 (Wnty SONU SVN ING Zz —_—F —F Help Tactful Letters Give the Sales- man. Here is a letter which got results and is, therefore, a model of the epis- tolary art, although it is plain, brief and not a bit flowery. In passing it may be remarked that the greatest merit any letter can have, even a purely social one, is its power to get results of one sort or other. This quality of effectiveness gives any writing a higher order of merit than it would gain from the choicest meta- phors, epigrams or landscape Eng- lish. In this case the first result obtain- ed was that of bracing up a salesman who had been falling down in his work. One result deserves another and the fact that the salesman was braced up resulted in his getiing more business in the next month than any other of the 1,000 men in the force. The letter follows. It was written by the manager of one of the biggest concerns in the world: “My Dear Blank: “I am sorry to see that you have fallen down in business recently. Do not get discouraged, because I _ be- lieve that when you once strike your stride again you will be all right. I am sorry that you could not have given us more help this month, as we depend on the help which our salesmen give us, and always look for.a lot of it from you. Brace up. however, and go at them stronger than ever next week. You know the great merits of our goods, and you know the retailers in your territory need them. You have the backing of all your users to prove this. Don’t let these people, who know nothing about it, down you in an argument when you know as much as you do about our line, and its usefulness and economy. “Above all, I say again, don’t get discouraged. I have been on the road iayself and know that discouragement unfits a man mentally for argument.” This is the manner in which the salesman replied to his manager’s let- ter. It evidences an appreciation of the encouragement he had received, and shows the right sort of spirit for a salesman. After reading it, it will not be difficult to understand why this salesman retrieved his failure and be- came the leader of the force in the next month’s sales: “Dear Sir: “I am in receipt of your kind let- ter and wish to state that if there is any medicine that could be adminis- tered to a man that would be an in- centive for him to get out and hus- tle, it was just such medicine as is contained in your letter. “T am well aware that my business has been very bad, not only this month, but for several months past. Tiowever, I look for something good in the near future, and if hard work and continual plugging will secure an unusual amount of business, I as- sure you that I will do my share of it. “When a person has worked faith- felly and his results are poor, there is nothing on earth that should make him feel as good and as ambitious as a letter such as you have written. I give you my word and honor that I will endeavor to make a_ radical change in the near future.” To go back to the first letter and consider it again—the most con- spicuous qualify in it is the sympa- thy that the manager had for the salesman. There are two kinds of sympathy—the “fool” kind and the judicious kind, and they are radically oyposed to each other. When “fool” sympathy is extended to a delinquent Ly some well wisher it has the ef- fect of making the delinquent feel that, after all, there are sufficient ex- cuses for his failure, shortcomings or ctime, as the case may be. It favors the idea that he has done well enough considering, and that nobody else in his circumstances could have done much better. It blinds him to his own fault, and in doing so, blinds him to the ways in which that fault can be overcome and the occasion for sym- pathy removed. It is an anesthetic, or pain killer, which makes the pa- tient entirely comfortable and leaves him careless of the fact that at the same time it deadens his activities. If that salesmanager’s letter had read: “I am sorry to see that you have fallen down in business lately, but never mind; this is an unfavora- ble time to introduce our product, and your territory is a hard one. None of our men have been doing very well anyhow, so don’t you care,” it would have been sympathy of the “fool” sort. Of course no salesmanager would ever give this line of talk to his salesman—that goes without Say- ing. But a great many delinquents give this line of talk to themselves. It is the foolish reasoning suggested by the “fool” sort of sympathy they have for themselves through pointments and defeats. It is perfectly proper to be a self- sympathizer, but the sympathy should be of the judicious kind—the kind that stimulates and arouses a man and shows the way out of the woods. judicious sympathy is relentless in holding up to a man his mistakes in order that he may correct them; it disap- excuses nothing, for if it did, and he lilearned to depend on it, he would al- ways be needing excuses. It may on occasion convey a roast, but never a sneer; criticism, but never condemna- tion. It conveys a friendly hint that ke is capable of better things; makes him want to attain them, encourages him to believe that he can and at- tempts at least to show him how to attain them. Another instance may be cited to show how an unsympathetic letter may affect a salesman, and through him affect to some degree the busi- ness of his firm. Brown is a young man who started out for a Western wholesale house with very little experience but with great ambition and an unlimited ca- pacity for work. Orders came slowly for the first month. He realized that the fault was in himself, and _ set about studying to improve his selling method. He made some _ improve- ment and business was better after that, but still not up to standard. Aft- er conscientious preparation Brown at last thought he was competent to put ‘his proposition up to the buyer of X. '& Co., who was by far his most important and most difficult pros- pect—the man whose business the firm most coveted, and whom Brown had reserved until such time as he should be more practiced in the sell- ing game and should feel strong for battle. He arrived in the town where X. & Co. had their establishment, and spent an evening in bolstering up his selling talk. He nerved ‘himself up te the highest pitch and felt ready for the supreme tussle. “I know I can do it—I know I can convince Mr. X. if any salesman in the force can,” he said to himself, and he was so sure of the victory that it scemed already won. In the morning he received the fol- lowing letter from his manager: Dear: Sir: “Your orders have been entirely unsatisfactory, and from the small amount of business you have done it would appear that you are not trying to sell our goods, that you don’t want to sell them and that you have no regard for our interests or your own in this matter. “You are supposed to be out for business and not on a pleasure trip. We have not much hope of your getting orders, but if you can spare the time from your social engage- ments you might try to round up a few. “See X. & Co. while you are in their town. An efficient man is need- ed to handle their case, but we shall have to let you try. If by any mira- cle you land this order we shall think ycu are improving after all.” When Brown approached Mr. x. that day he was more than ever de- termined to win that order, or to die mm the clot, Bat te was nersonc and his confidence in his ability was sliaken. The phrase “an efficient man is needed to handle this case” kept ding-donging through his mind, and drowned the reasons he had intended to force upon Mr. X. His salesman- ager’s idea of his inefficiency got con- trol of him and he lived up to the part. The interview was a fizzle. Subsequently Brown quit -the firm and became a salesman for its com- pctitor. He got the encouragement that eventually made a_ successful szlesman of him, and, as it happens, X. & Co. are one of his regular cus- tomers. This matter of written co- operation--the help that the tactful letter gives—is a generous factor in all result getting. B.S. Donaldson. ———__.--->———____ Not Worth Shingling. The late Thomas Bone, “the sailor missionary,” was the soal of kindli- ness, but he was seldom worsted in repartee. One of the many instanc- es of this given in his last-published life is the following: “His work was not without its hu- morous side. Among the new- men there were always some who sought a little amusement at his expense, but they reckoned without their host. His kindly manner never changed. The smile never left his face. There was no venom in the retort, but it seldom failed to silence the interrupt- er. The laugh raised at his expense made it quite cercain that no second attempt would be made. “Seeing him approaching one day, one of a group of sailors announced his intention of having some fun, He stepped forward and hat, revealing a crown, and asked: ““Can you tell me why my head is so bald, while all my companions have plenty of hair?’ ‘‘T don’t know,’ was the smiling reply, ‘unless removed his perfectly smooth he reason given me the other day by a farmer would apply— that an empty barn is not worth shin- gling.’” ——_2-.—___ It is better to be regarded as a prude than to rot as a mental garbage can. Elevator term: “Going Up?” There is a finely appointed room with every conveni- ence awaiting you when you hear the elevator boy say these words at Hotel Livingston Grand Rapids 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 $3.00. American plan. All meals 50ce. : Al OG es TARE | “i ‘| { August 4, 1909 MICHIGAN TRADESMAN 41 Gripsack Brigade. J. J. Frost, who has traveled for Clark & Co., of Lansing, for nearly thirty years, has engaged to repre- sent the Lansing Wagon Works aft- er Sept. t Clark & Co. have sold their carriage business to the Lan- sing Wagon Works and will devote their entire attention to the facture of automobiles. Ernest A. Foster writes the Trades- man from Los Angeles that the obit- uary published in the issue of July 2t was somewhat premature, because he is still in the land of the living. The news of his afleged demise was ob- tained from the daily papers. of Traverse City, and the Tradesman felt no hesitation in accepting the report as true because of the care with which both papers are edited. The Tradesman congratulates Mr. Foster on his zood fortune in being able to read his own obituary. Few men are permitted to enjoy such a rare privilege. A Coldwater correspondert writes: C. W. Anderson, who for the past several years has been making week- ly trips to Coldwater for the Nation- al Biscuit Co, and is so generally known here, made his last trip here this week in the interest of his form- er employers, having resigned his po- sition to accept a much more lucra- manu- tive and responsible one with the American Pin Co., of New York City, for which company he will be the sales manager of high grade specialties, with New York City as his headquarters. He will be suc- ceeded in this cerritory for the Na- tional Biscuit Co. by Edwin F. Sny- der, of Grand Rapids. A Jackson correspondent writes as follows: When it comes to taking life easy and mixing work with pleasure of the most enjoyable kind, F. R. Bentley, traveling salesman for the Novelty Leather Works, has demon- strated that he is the candy. Mr. Fentley sells goods from city to city, traveling in a auto coupe. The machine is propelled by a 25-horse power engine and Mr. Bentley has cut out train riding entirely. Since starting out on his rounds through- out the country he has kept an accu- rate expense account and finds that he travels for one cent a mile. When he is through with his customers in one city he not wait several hours lounging around a hotel or studying time tables. He gets right into his car and beats the train to the mext city. His machine has a does fine appearance and attracts atten- tion wherever he goes. ee a a oo Will Make Picnic Day a Civic Hol- iday. Bay City, Aug. 3--Phe “Civic Hol- iday” idea has caught on to a point where it is now believed that when the Grocers’ and Butchers’ Associa- tion has its annual outing at Tawas Peach on Aug. 18 the entire mer- cantile end of this city will be out ef business. President M. L. De- Bats and a Committee of che Asso- ciation have been interviewing the downtown clothiers, dry goods men and other merchants and the idea of taking a day off once a year has met with much favor, “We have most of the big down- town stores with us on the proposi- tion so far,” said Mr. DeBats. “You sce, the grocers’ and butchers’ annual picnic always draws a big crowd ftom business and retail business is practically dead on the day we go On our outing. Several gentlemen Suggested making the day a_ civic holiday. At first we felt that per- haps there were already enough hol- idays for most merchants, but after considering the matter and finding that little, if any, business was done cn the picnic day; that it was always curing the heated term, when the stores can close with little trouble, Club Women Go After Grocers With Boycott. Kalamazoo, Aug. 3—Local club women will inaugurate a boycott against all grocers and confectioners in the city who do not protect their fruits, vegetables and candies from flies, according to a statement made by one of the most prominent club women of the city. The action is taken in accordance with resolutions which were passed recently by the Woman’s Civic Im- provement League in an effort to as- | sist the health department in its cam- | paign against the house fly. Accord- ing to the statement of several of WILL THE TIDE DRIFT HIM IN? In selling goods, as in every other line of human activity, nine-tenths of the prescription for success consists of plain every day honest hard work. Some salesmen seem unable to absorb this simple truth. never make the attempt. A good many Philosophers long ago gave up seeking for the principle of perpetual motion, but there are a lot of salesmen who are still hoping to discover some principle of perpetual rest. its complement of floaters, drifters, waiters and dreamers- Every sales force has who luck-seekers hope to ride into the harbor of success on the crest of some fortunate wave that will relieve them of the necessity for effort. ; They forget that the current runs always out of that harbor, not into it. If a salesman wants to get his boat past the frowning headlands at the en- trance he’s got to settle down to a long spell of hard rowing. He’ to have blistered hands and a tired back before he s bound can step ashore on the golden sands, and he might as well make up his mind to it first as last. and that the larger merchants seem- ed to have little objection, we con- cluded to try the plan on the others. “Thus far we have met with suc- cess and I believe that when we have our annual picnic next month all the stores in town will close for the day and permit their clerks to have a good time. “Of course, we invite all the mer- chants and their clerks and their families and their neighbors to join with us. The more the merrier.” W. Zuller has engaged in the gro- cery business ac Greenville, the stock being furnished by the Worden Gro- cer Co, ————- Bay City—The Hanson-Ward Ve- neer Co. has increased its capital stock from $105,000 to $210,000. action will be hoped by women the and it is the Club begun at once means, in addition to a education, to remove the this cam- paign of menace of flies. Several prominent women have al- ready announced their intention to the i1:uits and vegetables have been cov- ered as.a result. The work is bein z taken up among the children and in children have re- grocers and in some cases the several instances fused co buy candy because it was uncovered. “The grocers and _ confectioners have no right to ask us to buy the fruits, vegetables and candy which have been exposed to the infection which flies carry and especially at this time of the year when it is so easy to get typhoid fever. There are some | | white | 2.80. things which can be scrubbed, but in the case of candies, berries and many fruits this is impossible and | we feel that the only safe way is to refuse to buy anything which has not been protected,” said one of the leaders in the movement. A es Partner Sells His Interest and Dis- appears. Ithaca, Aug. 3—Frederick H. Kin- ney, general merchant, has filed a petition in bankruptcy in the United States Court at Bay City which shows a somewhat unusual sicuation: Kinney and one Christie Passenger were in partnership until July 26, 1909, at which time, it is alleged, the lat- ter suddenly left here and went to some place in Wisconsin. Ac the same time one Kosciusko P. Peet, of that city, walked into the store and represented thac he half interest in the Passenger. had purchased a business from It is claimed in the petition that } . the price was very normal and that the deed was made without the | knewledge or consent of Kinney. The latter still refuses a. partner. to accept Peet as The petition, therefore, have the firm adjudged a bankrupt, alleging that “upon his in- formation and belief, and as the re- sult of the best investigation he has been able to make up to the present time, the said Peet is seeks to irresponsible fi- nancially and has no property, mon ey nor effects and no. established credit in the mercantile world which he could bring to said firm for its assistance.” The petition furcher says that “Peet, notwithstanding the circum- stances, has taken said place in the store and insists that he is owner of one-half of the business and entitled to the same rights and recognition as was the said Passenger. The liabilities of the firm are about $3,000 and the assets will a Jit- tle more than exceed that amount. —_—_->> 4 ___ Butter, Eggs, Poultry, Beans and Po- -tatoes at Buffalo. Buffalo, Aug. 4—Creamery, fresh, 24(@27c; dairy, fresh, 17@19¢. Eggs-—Strictly fresh, 23@2s5c. Live Poultry — Fowls, 14@15¢; ducks, 12@t4c; geese, old cox 12 20@22c; poor to common, V I0¢; Inc; springs, 15@17c; turkeys, 4c. Dressed old cox, Beans—New Marrow, hand-picked, °2.85; medium, hand-picked, $2.60@ pea, hand-picked, $2.60@2.6s; red kidney, hand-picked, $2.25@2.40: kidney, hand-picked, $2.60 Poultry—Fowls, Ii@t2c. I5@t16c; , 2.65; Potatoes—New, $2@2.25 per bbl. Rea & Witzig. —_~+~-<.____ Neatly Put Together. Edwin, in answer to his had been told that God At his bath the next Little question, made him. |morning his mother saw Edwin ex- amining his skin closely, and look- ing at his arms and legs and trying to get a glimpse of his back in the glass. Finally he said, ‘ay, mam- ma, God made a good job not to leave any seams,” a paseo a Nese MICHIGAN TRADESMAN August 4, 1909 UNDR a RIES | 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 Pharmaceutical Associa- tion. President—Edw. J. Rodgers, Port Hur- on. First Vice-President—J. RE. Way, Jack- son. Second Vice-President—W. R. Hall, Manistee. Third Vice-President—M. M. Miller, Mifan, Secretary—E. E. Calkins, Ann Arbor. Treasurer—Willis Leisenring, Pontiac. Making the Mineral Water Depart- ment Pay. The popular idea is that the drug- gists’ most profitable stock in trade is the familiar mixture of hydrogen and oxygen known as water. “Be- cause,” reasons the laity, “seven- eighths of our $1.25 prescription con- tain that very plentiful ingredient. Now why should we be so persistent- ly victimized,” they say. “We wil! take physical culture exercises, get strong and then cut the drug store off our visiting list.” Sut the fact of the matter is chat they are back at the old stand for their pills and powders for their va- rious ailments—or, which concerns us now, drinking some mineral water. The drinking of medicinal wacers js not a fad. Tt has been a recognized mode of treatment since the time of the ancient Hebrew law givers. Wa- ter gives results—and they are what make trade in this age, good hustling There is no doubt that the drink- ing of plenty of water is very bene- ficial to the system. When the doc- tor can get his patience to drink a quantity of water, which is often quite difficult, he is pleased, and when the druggist assists him by means espe- cially attractive to the patient, the druggist will gain in reputation and financially. Besides this, the posi- tive results that the drinking of me- dicinal waters produces bring the pa- tient to the drug store time and time again and many a_ Jifelong customer. When the druggist decides to put the handling of waters on a paying basis he has to consider many sides of the proposition, as, for instance, the kinds to sell, buying, service, ad- vertising and deliveries. The kinds to sell are a matter of lo- cality. T have heard of as many _as ninety-six different kinds being car- ricd, but about twenty-five to forty are the usual range to be found in a first class store. The selection should be carefully thought out, the druggist using his present demand as a basis, and being governed entirely by that. Bottled make medicinal waters such as the favorite lithias, “bitter waters,” and the other preparations, and the carbonated al- kalines should be put on, and the dealer, should make a specialty of two or three good table waters that can be bought by the barrel or in such quantities that they may be han- dled profitably. As soon as his customers learn that the druggist is making a specialty of waters they will voice their favor- ites, and if he is not cautious and diplomatic he will be led to over- |stock. Positively he should not un- dertake to get every brand of water for which he has a call. Buying. ‘Various remarks under the preced- ing head can be considered also under this one. Let the dealer buy all still waters in bulk if possible. He may get carbonated and bottled waters in case lots. He should watch the mar- ket quotations and his jobbers’ prices. He ought to try to get the exclusive agency for some bulk lithia water. He should get discounts whenever he jcan, as such details count very much lat the end of the year. It is a bad iplan to buy too much at first. I can not put it too strongly that the deal- jer should get assortment quantity afterwards. first and Serving. The first thought under this head jsends us to the soda fountain. That lis the right thought, too. The attrac- tive dispensing jars of the inverted- container type are particularly appro- priate here. An extra charge of 5 cents for serving bottled waters should invariably be made. Five cents is also the price to be charged for a glass of bulk lithia or other niedicinal water. Advertising. We now come to a very important feature of this—or any other—busi- ness, advertising. Personal letters to doctors and patients and customers T have found to give the best re- sults. A demand is created by con- sistent newspaper advertising. Tt js not necessary to take a large space. Testimonials, when permission to publish them has been granted, make excellent convincing advertisements. The fountain should be trimmed with good signs and attractive dis- plays of boitled waters. Some drug- gists put on the lithia water, “All you can drink for sc.” I do not think much of this myself, but any who wish to are at liberty to use such a sign. Good window displays are a valua- ble advertisement. Here is a gestion: Get two large clear bottles. sug- In one put pure lithia water. In the other put plain city water. Label them appro- priately and display a card: reading: “Make your own comparison and draw your own deductions.” Surround these bottles with all kinds of bot- tled waters. A raised background of shelves helps the trimmer place good cisplays on the shelves. Many _ variations of window schemes can be thought out. In newspaper advertising cam- paigns the companies selling the wa- ters often advance part of the ex- pense for this purpose. They might also be asked to make an allowance for special displays of their wares. Deliveries. The trade demands waters for home consumption, and these should be de- livered in one-half gallon, one gallon and five gallon quantities, at a fair margin of profit, plus a deposit for the container. The porter can deliv- er small bottles, but for large con- tainers a wagon should be hired. Through personal solicitation doc- tors’ co-operation, etc., the druggist cen rest assured that in time a very profitable trade can be built up. Not only will old customers appreciate the kind of service I have briefly out- lined, but many new ones will be at- tracted by it. Bert Kahnweiler. —_—_—_e~-~-__ Method of Cleaning Wedgwood Mor-| tars. A solution of lye or potash is about as effectual as anything you can use | for cleaning Wedgwood ware. The most difficult parts to clean may be tubbed with sand Soap or a. little pumice stone. Sometimes a bath of sulphuric acid may be necessary. For stains from anilin dyes, fuchsine, marking ink, etc., use a solution of For deposits of fluid magnesia, Parrish’s tartaric acid. Syrup, Easton’s syrup, etc., use hydrochloric acid. For jmost organic extracts and vegetable resins a solution of potash. Tinccure indica, old paint and may be removed by Thornton Douglass. ><. ___ The Drug Market. Opium—Is weak and slightly lower Morphine—Is_ unchanged. Quinine—Is_ steady. Cocaine—Is very firm on account of the proposed duty. Glycerin—Is steadily advancing. Canada Balsam Fir—Is weak and tending lower. Balsam Peru—Has declined. | Oil Orange—Has advanced on ac- count of the proposed duty. Arnica. Flowers—Have land are tending higher. Gum _ Asafoetida—Remains high with small prospects of ef cannabis erease stains chloroform. advanced very lower | prices. Celery Seed—Is very firm and ad- ivencing, rs ee me When the Test Came. Patience C iman she thought he was the most —Before she married tha graceful of men. Patrice ihim? And. is she disappointed in Disappointed! Say, you just ought o see him try co carve a chicken!” 0 CO EEE Liquor System Register For Use In Local Option Counties WE manufacture complete Liquor Registers for use in local option counties, prepared by our attorney to conform to the State law. Each book contains 400 sheets—200 originals and 200 duplicates. affidavits. Price $2.50, including 50 blank Send in your orders early to avoid the rush. Tradesman Company Grand Rapids, Mich. August 4, 1909- MICHIGAN TRADESMAN 43 WHOLESALE D UG P Ic Lupulin ......... @ 40| Rubia Tinctorum 12@ 14| Vanilla ........ 9 00@10 60 Sees R R E CURRENT Lycopodium ..... 70@ 7%] Saccharum la’s 18@ 20|Zinci Sulph .... 7@ 10 e oo. . TO AME dees cd cess 65@ 70|Salacin .......... 4 50@4 75 Olls an “a 4 Copatba a 1 75@1 85) Scillae .......... @ 6|/Magnesia, Sulph. 3@ 6|Sanguis Drac’s 40@ 50/ | ora = ~. fetes er ee i Cubemae 1... 2 25@2 35|Selllae Co. ...... @ 5¢/ Magnesia, Sulph. bbl @ 1%|Sapo, G ......... @ tite 24 > cc 12| Erigeron ........ 2 35@2 60/ Tolutan ......... @ soj/Mannia 8. F. .... 60@ 70) Sapo, Mo ...1212: 10@ 12) Tinseed, pure raw 56@ Carbolicum ...... 16 23) Evechthitos ..... 1 00@1 10) Prunus virg ... 3 50 Zino ae 3 00@3 25 Pape, We ........ 13%@ 16! Tinseed, boiled .. 57@ 60 j orphia, SP&W 2 90@3 Seidlitz Mixture 20@ 22 Citricum 2.0.0... 48@ 65 Gaultheria 2 50@4 00 Cingiber ........ 50 M r SNY 7 i: 2 Neat’s-foot, w str 65@ 70 Hydrochlor ..._. 3@ ob 2auitheria ...... @ Morpthia, Q@ 2 90@3 15 Sinapis eee aaa: @ 18 Spts. Turpentine .. Market Nitrocum «2.1.1. en ccc .. Tinctures Roce Guia” SH anak ie @ 2! Whale, winter ....70@ 76 Gossipp em ga Moschus Canton Snuff, Maccaboy, oe a “e ac Hedeoma ..... '. 50@2 75 —— neo | . Myristica, No, 1 me De Vane ee @ 5ii . Paints bbl L Oe orem, ; Janipera ........ 40@1 26 — be Nux Vomica po 15 @ 10/Snuff, S’h DeVo’s @ 61|Green, Paris ...... 21@ 26 sec bide Daal mo " Lavendula .... 90@3 60 oan xe aF a Oe Sepia _......... 35@ 40|Soda, Boras ....... 6@ 10 pe annie as 16 1 a Pimons | 20801) 1 15@1 2b Pepsin. Saac, H & Soda, Boras, po.. 6@ 10| Lead, red ....... 4@ 8 Tannicum ....... 15@ 85 Mentha Piper "4 78@1 ge; Atnica .......... 7 Poca 2. 1 00| Soda et Pot’s Tart 25@ 28| Lead, white ..... 12@ 8 Tartaricum ..... 38@ 40 Menta Verid 2 80@ Agatoetida ...... OT Hels Lig NN ¥% Soda, Carb 14@ 2 Ochre, yel Ber. 1% Ammonia Mise ad a 6001 $s Atrope Belladonna CCl gal doz |.” o @2 00| Soda’ Bi-Carb -.° 3@ 5| Ochre, yel Mars 1% 3 @4 é : Auranti Cortex.. 60 Picis Liq qts .... @1 00}Soda, Ash ...... 3%@ 4|Putty, commer] 24 2% Aqua, 18 deg. ... 2 €| Myricia hoe): 3 00@3 50 56 1 %2 @ > Aqua, 20 deg. ome... tee @tpooe (0°: | Picis Liq pints «: lite CaS Ae eo 28 eee Carbonas 15| Picis Liquide : 10@ i2 Benxom ......... 68, i] Hydrarg po 80 @ ! |{Spts. Cologne i @2 60| Red Venetian ..1% 2 @3 Chioridum .. 18g 14 Picts Liquida gai. @ 49| Benzoin Cc. .... (piper Alba po 35 @ 30/Spts. Ether Co.’ 50@. 55|Shaker Prep'd ..1-25@1 35 a Hicins ea 9441 00 par nici ooea a aiher Bigre po 22 @ 13|Spts. Myrcia .... @2 50 vena pene. 75@ 80 Anitine |; beeere corre ae. : mpaicum ......: ix surgum foe 3{Spts. Vini Rect bbl @ a Black oo. 00@2 25 “sional oe 6 er . a eee. = Flumbi Acet ... 129 15 | Spts. Vi'i Rect % b @ whites hei aeaea “— - Sol ese cies 80@1 00 2 Sa sce ardamon Co. .. Fulvis Ip'cet Opil. 1 30@1 50|Spts. Vii R’t 10 gl @ ‘hiting Gilders’ G 5 gyal ee 45@ 60] Sabina .......... 9001 09) Cassia Acutifol 60| Pyrenthrum, bxs. H __|Spts. Vil Rt 5 gf @ Whit'g Paris Am’r @1 25 otee . oo. os... 2 COGS 60) ore nese noo = = 4 50! Cassia A cutifol Vo 60) & PD Co doz. @ | Strychnia, Crys’l 1 10@1 30| White Paris Eng. sassafras ....... 8@ i Castor .......... 100) Pyrenthrum, pv. 20@ 25|Sulphur Subl ....2%@ 4|_ cliff ........... a Baccae sinapis, és. o.. @ @icatechu _......”| 60/Quassiae ........ 8@ 10|Sulphur, Roll ....2%@ 3% Whiting, white S’n @ Cubebae ......... 80@ 35/Succini .......... 40@ 45 Cinchona ....... §6/ Cuma, N. Y. .... Wi@ Zi\lamarinds ....... 8@ 10) Varnishes a “pies Mie oa ae no 2 suas — ial gid oes “|. = Cinchona Co. ... 69 Quina, S. ew 1@ 97 Terebenth Venice 28@ 30’ Extra Turp ....1 60@1 70 ese ae wine, OVE | «5. Comimbia ...,.:) 60) Quina, S P 17@_ 271 Thebrromae ...... 487 50 No 1 Turp Coachl 10@1 20 Balsaamum Theobromas ee oan z Cubebae ........ _ wa ee 2 “ osonsenn o BO ante n neo ese ee 16% Spe rate Flake ‘ataploca rains ane i, Re Ech 1 25 Miecgigg 0 iced Gi les earl, 1 . 88 : No. Shoe ..1 75} Sta trawbe' @1 40| Fair aracaibo Spic ngers ....10 | Pearl, 30 Ib cks.. . , oe eS No. (bic ee hace ie 1 00 = —— Choice’ recent via a6 Sugar a Iced ve — cae tb. gael . erbs .... 3. Se wre ee neces Cc Mexican nr Coa. Ee” a. ING Cees. Oe asa. : i: No 3 cree mete oe c poe a omatoes ae neue " lean : Sugar Square me 7 : Pe peal & or -eccrer ER COLOR 170 Fair eee e ees. 95 Se een 6 oe : ge oO} nB i W. Rg. . ad oa. 2 : Callens ekie a0, 50 Choice Guatemaia 9” Sponge, nae wiccine " No. ; Terpene on cnies 0.” cee el atelben wees s ade Wincoce. . 3 elesa Jelly ...-+-. . ona CANDLES 4 . CARBON. - : r African Jt led ice 15 Vanilla Crimp vines a No. 8 qporpencless ne 1s cccscocsss 81 Eee , OB... Ls ancy African |. ict Afters 3 neless |... Licorice Wicking’ a : cperet 10 pertection Barrels Ag ao. rene ae ' . 4 Waverl ee 16 ae 3 High oe -22-8 00 an es ea eee we traia Bie Gees By 1a |No i Bish Game 22038 sacs ee ree Bi |aren “ei High Slams 2-2 9 re Wxtracts ...... ... 6| Gallon .. ards ... @ & -s Nap’a on” aa 21 oT Biscu Per doz.|2 Ve Brand ceases ince M eee ig 1 0/5. ind p’a N age nim it. Oz. oz anilla Molasses Oe ke : 21 Blackberrle 75@3 00 asian eee 29 gu Aviachae York Basis a verte 1 00|4 oz. — Measur Mustard hs ean ae 6 Standards a : *95@1 a Black, winter Ib. pails....advance 1 8 Ib. pails....advance 1 Smoked Meats Hams, 12 Tb. average. .14 Fiams, 14 tb. average. .14 Hams, 16 tb. average..14 Hams, 18 ib. average. .14 pKiNMncd Hams 0. || 5 Ham, dried beef sets ..161%4 California’ Hams (2... ( Picnic Boiled Hams ..14 Boiled tam) Berlin Ham, pressed ..11 Minced Ham (0000 7 11 Bacon 2 15% Sausages POWena 8 AVeN 5 HYanktort 2000.0), |) 10 POM A Ved ii Ponesie i Eleqdeheesa (100. 9 Beef Bonclesg (22. 14.00 Rum, new 2. 14 00 Pig’s Feet Mm BPS 1 00 ‘2 Obs, 40 Whe. 2 00 Ze DOS 4 00 FOO 9 00 Tripe ATS: EG IDG 80 7 MOIS. 40 Tbe 2203: 1 60 % bbs, $0 The). |. 3 00 Casings Hoes, per Wo... 32 Beef, rounds, set .._.. 49) Beet, middles, set 80 sheep, per bundle 9u Uncolored Butterine Solid dairy .../.10 @12 Country Rolls --1042@16% Canned Meats Cored beer 2 1. 9 75 Corned beer 1 ih. 2... 1 60 Roast beef, 2 1tp.. ca to Roast beef 1 mh. . 2... 1 60 Potted ham Ya ||. .| . 60 Potted ham ea 2...) | 85 Deviled ham, \%s ...... 50 Deviled hani, ts |... . 85 Potted tongue, %s .... 50 Potted tongue, %s .... 85 RICE Raney oo. 000, 7 @1% Japan ..0..5... 3. %@ 644 BrOKGn 2060035) SALAD DRESSING Columbia, % pint ..... 2 25 Columbia, 1 pint ...... 4 00 Durkee’s, large, 1 doz. 4 50 Durkee ¢, small, 2 doz. 6 25 Snider s large, 1 doz. 2 35 10 ibee 3. 112 55 S ibs) 2. 92 48 SEEDS ADISG ee eee 10 Canary, Smyrna i... 2: 4% CATAWaY i210, 0: 10 Cardamom, Malabar 1 00 Celery: oe 15 Hemp. Russian 90... . 4% Mixed Bird 2.0.0). 07.. 4 Mustard, white... ..; 10 LODDVY 40 ee 9 Heap e SHOE BLACKING Handy Box, large 3 dz 2 50 Handy Box, small ....1 25 Bixby’s Royal Polish 85 Miiler’s Crown Polish.. 85 SNUFF Scotch, in bladders ...... 37 Maccaboy, in jars...... 35 French Rappie in jars. .43 SOAP J. S. Kirk & Co. j Dusky Diamond,50 80z.2 Dusky D’nd, 100 60z, 3 Jap Rose, 50 bars ..... 3 60 Savon Imperial .......3 American White Russian Dome, oval bars ..... Satinet, oval Family 3 3 Snowberry, 100 “cakes “4 Proctor & Gamble Co. Lenox Every, € 08 | 2.21... ~g Ivory, 10 oz. Star oe Lautz Bros. & Co. Acme, 70 bars 3 Acme, 30 bars Poeer Acme, 25 bars Acme, 100 cakes Big Master, 70 bars ..2 Marseilles, 100 cakes 3 75 Marseilles, 100 cakes 5c 4 Marseilles, 100 ck toil. 4 Marseilles, %bx toilet 2 A. Good Cheer B. Wrisley Old Commies (5...) Soap Powders Lautz Bros. & Co. 4 3 80 00 15 00 00 Sweet Burley 11222277741 \ Tiger Cee edb see aeeas... Plug Pure Cane Bee eo 16 COON Pos. 20 Chotee 22... 25 TEA Japan Sundried, medium 24 Sundried. choice ...... 32 mundried, fancy ...... 36 Regular, medium ..... 24 Regular. choice ....... 32 Menular, fancy ..... . 36° Basket-fired, medium 31 Basket-fired, choice ..38 Basket-tired, fancy ..43 ND ae 22@24 PREIS kl... 9@11 Bannings: ......... 12@14 Gunpowder Moyune, medium ..... 30 Moyune, choice ....... 32 Moyune, fancy ........ 40 Pingsuey, medium ....30 Pingsuey, choice ..... 30 Pingsuey, fancy ...... 40 Young Hyson Chetce |... 30 Raney oo. 36 Oolong BoOrmosa, faney ...... 42 Amoy, medium _...... 25 ‘AmOY, Choice ......... 32 English Breakfast Medi 0000 2 20 WEGICE 0. 20 Bey 40 India Ceylon, choice ....... 32 POC y 42 TOBACCO Fine Cut Wagiiac ..... i... «see mweet Loma ..... .. 34 Hiawatha, 6tb. pails. .55 Welcetamy 000) 30 PaviCar ..0..032.... 33 Eraimne Hose ...,..._. 49 Protection 40 Rnow Boy ..6..000. A Oe ee Crome 31 Gold Dust, 24 large ..4 60/ Palo sian terse eceneenes 35 Gold Dust, 100-5e ....4 00|Hiawatha . o.oo ooo Tt! 41 Kirkoline, 24 4Ib, ....3 80|/KYIO -------..... see... 35 Rearing 40...) DS siete Ax |... 37 Soapine ...............4 1gj4merican Hagle -.... 1): 33 Babbitt’s 1776 ........8 3) grandard Navy ....21 37 Roseine ....... veesccec® BOlRuCeT Sead, 7 oz....... 47 Armour’s 3 70| Spear Head, 14% ‘oz. 44 Giinddns erwecccccccee 3 30 Nobby Twist Soe BB bee cee . or Soap Compounds Old Honesty “ Johnson’s Fine ...... 1 Meee ses a ee —* Seeae : = oe Sterne: a Vine Oclock ......... Piper Heidsick tp Risibpaliac oo a —_ Jack detec sel anes 86 Enoch Morgan’s Sons. oney Dip Twist 40 Sapolio, gross lots Sapolio, half gro. lots 4 60 F -.-9 00 Cadillac Black Standard .._"''’ 49 ae, Ogee 2.6... .84- Snider’s small, 2 doz. 1 35 Sapolio, single boxes..2 26 Nickel Twist | He wa b Sapolio, hand ........ ee ee . ac 2 re Ss. in fa Scourine Manufacturing Co}!Great Nave 0. 36 oo at emmer as 00 Scourine, 50 cakes ....1 80 Smoking hae a 3 16; Scourine, 100 cakes ..8 60|Sweet Core...9.. 34 e oe ae SODA 5% ae cu ee 32-- sk ee sbsieaacene eee ME ees dec 28 ee aon + +8 00 Kegs, ee a Bs 4% Pe ei Go 25 Granulated, bbls. ..... 85 Pe ao es : Granulated, 100 Ibs cs, 1 00 Whole pics Hones” 260% Pails 31 Lum bbls $0| Alispice ......0.20..... Oitioney Dew ..,....._. 40 Earp 145 th, been 95|Cassia, China in mats. 12}/Gold Block ../111'’ 7" 40 Lump, me mace Cassia, Canton eae H Flegman ee “0 Cassia, Batavia, und. ! Dee 3 100 3 oo ee 25| Cassia, Saigon, broken. 46 Kiln , Dried eee. 21 60 5 Ib. sacks ........ 2 15| Cassia, Saigon, in rolls, 65)Duke’s Mixtura ./))": 40 a8 4046 Ih. sacks 2 05| Cloves, Amboyna ..... 22) Duke’s Cameo ........ 43 56 Ib. sacks i060. 005). 32|Cloves, Zanzibar ..... ie wos te les tt eeee a k ececce BG MACS ooo le , 4s. = oe Nutmegs, 75-80 ....... 86} tum, Yum, 1b. pails 40 Be ip Gates fy eth dame 40/Nutmege, 106-38 ...... Be) Cree cent n = 28 Ib. dairy in crill bags 20|Nutmegs, 115-20 1 °.". alten Game, GT 2 Solar Rock Pepper, Singapore, blk. 16) 5150 tee i a 39 56 Ib. eo terceceece 24 Pepper, oe white.. = View Boy 34 on '$s ommon epper, shot ....00) 10. Granulated, fine ....... 80 Pure Ground in Bulk ee in = ae = ee aa 85 a. a be Air Brake ..... Co ae ‘ assia, Batavia ....... Cod Cassia, Saigon ........ 65 Coe tics aaa ms, Large whole @7_ |Cloves, Zanzibar ...... “Wore auax |’ "* "se Small whole ; @ 6%/|Ginger, African ....... 151 Good Indian ....1°°'"’ 25 Strips or bricks ..744@10%|Ginger, Cochin ....... 18) Seif Binder, 1602. g0z. 20-22 Pollock ee @ 5 |Ginger, Jamaica ...... 2 Silver Foam Ces 24 a eh aaanec ac ccee ae . wee eG ccc css... 32 Strips ............6. <7 eee oo 18}Royal Smoke 1)! |‘ '""' 42 Holend tideiny | Eeutee fee hie Blew tn ollan e Pepper, Singp. white.. otton, Bey 44... .. 20 Pollock 23.00. e @ 4 |Pepper, Cayenne ...... | Cotten, 4 ply... 20 White Hp. bbls. 8 5099 60) gag een nee ccc, 20| Jute, 2° ply’. .220277"" i4 ee ee. S ae STARCH Hemp, 6 ply ...... «018 Le ng mchs. 60@ ‘ Corn en Flax, ag oe ee 34 Oorwegian ...... Kingsford, Ss. . ool, . 1 ccccne Round, 100 Ibs. ....... $75) Muzzy, 20 libs....... 5% VINEGAR Round, 40 Ibs. ........ 13|Muzzy, 40 llbs........ & {State Seal ............ 12 SBCGICR 2-55: ccc n-- +s. 6e Gloss Oakland apple cider ..14 __. Trout 7 Bo Kingsford Barrels free. No. 1, 100 Ibs......... 3 25|Silver Gloss, 40 1fbs. 7% WICKING No. 1, 40 Ibs. .......... 90| Silver Gloss, 16 3Ibs. 6%{|No. 0 per gross ...... 30 No. 1, ee v.ssssee 75|Silver Gloss, 12 6ibs. 8%]No. 1 per gross _..... 40 No. 1, $ So soccee Muzzy ‘ se . per sross ....... 50 48 1tb. packages ..... Oo. PGE gRrosse ...... _— - ee 7 20 16 5th. packages ..... 4% WOODENWARE Meee tee... 1 65/12 6Ib. packages ..... $ Bushes _225Kets oak 2 MCS 1...c2..0, € | Bushelg ............... <3 Se oo ie x is SYRUPS Bushels, wide band ...1 25 . i, eee Corn SEROE ..... aececee te Pg + Bo ee eo Barrels ....-... seeeeeee 81} Splint, large ...., 3 50 : 1 ecee 1 25 Galt barrels ............ 33| Splint, medium ...... 00 No. 1, Whitefish 20ID. cans %& dz. in ca. 2: 10/Splint, small .......... 7 No. 1, No. 2 Fam/|10%b. cans % in cs. 1 95) Willow, Clothes, large 8 25 ib veeeeee9 75 8 50| 51D. cams 3 du. in ca 3 10| Willow, Clothes, me'm 7 35 1p De. .sscc1.,5 85 1 90186m. oane 8 Gm, im en, 8 15| Willow, 6 &5 Butter Plates elts Wire End or Ovals. Old Wad .... 7... @ 30 4 1D., 260 in Grate ...... OC bamhe |. 3 23@ 40 72 10., 200 in crate ......20 Shearlings ....... 20@ 30 k'ib., 200 in Grate ........30 2 tb., 250 in crate ....... 35|/No. 1 Tallow ins 2 1D., 250 in crate ... 2... 4 No. 2 spans tna 4 S Ib.. 2oU im erate 2... 20 Wool Churns Unwashed, med @ 28 Barrel, § gal., each 2 40) Unwashed, fine @ 23 Barrel, 10 gal., each..2 55 CONFECTIONS ) Clothes Pins Stick Cand Pai Round Head. ., | Standard andy ~~ neh, & gréss 2... 2.6... 50 Standard H oaedas o* i* 42 inch, 6 grosa ..:....5 > | Standard wie 7 *"* - 1% Cartons, 20 2% doz. bxs. .60 ? is eer eh Egg Crates and Fillers as fiumpty Dumpty, 12 dz. 20 Gree trereeeee T Ro. 2 complete - Hardwood bins Se - 3 60 que Peanuts ......: 12 HOttwOod .....26...... 2 7e peta . Goa ae ll Py : desea la i pane Aes Sato : a Lozenges, hae ia See ‘eeaes | opwenses, printed ....13 esouse, wood, zZ holes.. 24| Helipee epg tocolate on uwouse, wood, 4 holes.. 49) ureka Che me tes ...14 Miouse, woud, 6 holes.. 70) Quintette ates +++ 15 mouse, tin, 6 holes .... tu| Champion ‘Gam trike 14 BOMee WOOE oo. uccccecne 8U) Moss Drops . Kat, mois teeeeces —— pal oe jin ‘ig zu-in, Standard, No. 1 8 Tol ital. Creamy’ Gos sth : i3-in, Standard, No, 2 7 79 | (tal Cre: bera ....13 16-in, Standard, No. 3 6 7o| Goiger’ “4m Bon Bons 12 40-1n. Cable, No. 1 ....9 25| Red Hog ueS oe coe o1B 18-in, Cable, No. 2 ....8 20/ auto ‘Bubbene Drops 10 ib-in. Cable, No, 3 ....7 25) eg rr tte ee ee a 13 NGS Milve: 21... lv Zo}, Fancy—in 51. Boxes ING, 2 Wile! 2.00052... 9 29, Uld Fashioned Moiag- NG. & Pilea 22.0721... 8 20) © Kisses, loib. bx 1 39 Washboards | Orange Jellies ....., 50 Bronze Globe ....,...- 260)4emon sours .,,,. °° 60 DOW 21... a see 1 7a| Vid Fashioned Hore- asOUDle@ AcimiG ......... 276) hound drops ....,. 60 Singiag Ache ...... +2 2d Peppermint : Drops . 60 Double Peerless 4 zo|Champion Choc. Drps 6% single Peerless 3 60) H. mM. Choc. Drops 1 iy Northern Queen ...... 3 60| 44. M. Choc. Lt. and Double Duplex ....... 400, Park No wy 1 ly Good Lem .. 6.2.45. 22. 2 70) Bitter Sweets, as'td. 1 25 OCHiversal -26.04.064-4. 3 65) rilliant Gums, Crys, 60 Window Cleaners |A. A. Licorice Drops. .90 TAA cis ieee 1 6)| '-OZenges, plain ....... 690. eo ee 1 85| Lozenges, printed 66 1G We oe, 2 46| topes 60 Wood Bowls | Mottoes Mh denededee 66 ig in. Butter ......... 25; Cream Bar ....... 60 fo i. Butter ....,...; 226;G. M. Peanut Bar .. 69 di in, Witter ........., 3 70|Hanud Made Crms §0@90 Re i. Ber. 2.4 4cas; 5 00|}Cream Wafers ..,,, 66 Assorted, 13-15-17 ....2 30; String Rock ........ 60 Assorted, 15-17-19 ....3 20; Wintergreen Berries 60 WRAPPING PAPER |Uiu Time Assorted 3 76 Common straw ....... 1% | Buster Brown Good 8 60 Fibre Manila, white.. 2%/|Ub-to-date Asstm’t 8 76 Kibre Manila, colored ..4 | leu Strike No. 1 ..6 60 INO. 1 Miata «cc. .cceca 4 fen Strike No. 3 .. 6 00 Cream Manila ......... 3 en Strike, Summer as- Butcher's Manila ....... 2% | | MOFUMOENE «a ccccce 6 75 Wax Butter, short c’nt 13 scientific Ass’t. ....18 00 Wax Butter, full count 20 Pop Corn Wax Butter, rolia ..... 19 Cracker Jack 4 YEAST CAKE -| Giggles, 5c pkg. cs 3 50 Magic, 3 dod. ...-. oa oe top Corn Balls 20us 1 36 Sunlight, 3 doz. ....... 1 00/ azulikit 100s ....... 2b casket 1% a 1 a On My Wa ......, -3 50 1east Foam, < OA... « 5 Yeast Cream, 3 doz...1 0v Putcain Meee 1 00 Yeast Foam, 1% doz.. 68|/c,utvam SMenthol ... FRESH FISH a i as Per Ib. a DTS -Veehe ‘“ Thitefish. . he. ae monds, Tarragona whitch fa ieues 11% | Almonds, gt ee Wrout 600 5.2.0..... 2. Li a ee California sft. GR es 10. | ONG onc .ec cl... foree epee (a Te eee 12@18 Biiensn 200.0). 14% pilberes age 12913 iv BECY cc cecccces 29-- al, Me BE heeencceas i Holled Loveter ........29 | Walnuts, aoft shell is@ae Cod 202s... 10 he ggg ane ‘ieee di Me ese cas ecu 3 able nuts, fancy i Parenr pany ee 2 | Pecans, Med ..... @i3 ee g |Pecans, ex. large .. @14 Pere ...40.... 7¥4,|Pecans, Jumbos .. @16 Smoked, White Hickory Nuts per bu, Chinook Salmon _ Uhio WOW 6.5.....,, Machorel . 2... .. 27s. Cocoanuts ......ccecee Finnan Haddie Chestnuts, New York Hoe Shad |... ......... State, per bu. ...... Shad Roe, each .«....... : : Shelled Speckled Bass ........ pea ao 7 @ ih ine Heo ore Walnut Halves 90g 88 Green No, f........... 11 |¥ilbert Meats 27 een MO 8 ooh bscacccs 10 |Alicante Almonds 42 Cured a 4 ie 13 |Jordan Almonds 47 Cured NG. 2 oi. cece. 12 Peanuts Calfskin, green, No. 1 13 Fancy H. P. Suns sag 6 Calfskin, green, No. 2 11 Roasted ..... - 6 7 Calfskin, cured, No. 1 14 Choice, H. P. Jum- Calfskin, cured, No, 2 1244; DO ...ccccccessee @ OK ae sere ba E & a e. if meitcemn noua apie be yom the MICHIGAN TRADESMAN August 4, 1909 By All Means Come to Market Now-=- You Will Be the Loser If You Don’t To learn percentages, one must go to school. To learn Greek, one must go to the University. To know the goods, one must gO to market. The growing retailer knows that he must get into touch with merchandise if he is to keep on growing—if he is to keep the sand out of the grease box. One can not build a locomotive without a knowledge of mechanical engineering. Neither can he build a retail business without mastering the merchandise. And the place to master the merchandise is in the market. Why should you exclude yourself from the inspection of the best the market affords? Why should you not take your pick from completed lines—not from the culled out samples which are too often considered ‘‘good enough for the country trade?” One of the big reasons why the retail mail order houses have been able to make inroads into the local merchant’s volume is that the merchant has been content to stay at home and make his purchases in the easiest way—from the meager samples of the roadman. Your customers don't want the same old things year after year. If they can't get the new things from you—why, they'll go else- where—perhaps to the retail mail order house. Variety is the ginger of retailing—and your business needs spicing. Of course, if you can’t come to market, our catalogue is the best—ideal—substitute. By all means you should see a copy of the August issue. Ask for catalogue No FF730. But, if possible, come to market—this sea- son if never before. Supplement the advan- tages of our catalogue by the needed trip. You can't afford to growl, gabble and grumble in garrulous guile at the inevitable. Change possible defeat into victory by changing your methods—now. And come to market this season—if never before. We can not make this invitation too in- sistent. We would make it a command—if we had the right. And we know you would thank us for it—thank us for the many inspirations and practical advantages gained. There is nothing like a trip to your source of supply to put new life into yourself and new blood into your business, Of course, you will come to market this season—if never before. BUTLER BROTHERS Exclusive Wholesalers of General Merchandise New York, Chicago, St. Louis, Minneapolis Sample Houses:— Baltimore, Cincinnati, Dallas, Kansas City, Omaha, San Francisco, Seattle. Riadndnmikereete ees August 4, 1909 continuous insertion. must accompany all orders. BUSINESS CHANCES. For Sale—Small stock of general mer- chandise and buildings on Grand Rapids and Indiana Railroad; cheap. Address Calvert, Valentine, Indiana. 866 Irrigated land at $100 per acre will pay dividends. Ours planted in bananas will certainly pay $50 per acre annual profit. If 50 per cent. on your invest- ment is worth while write us. Mexican 3anana Company, Apartado 117 Bis, Mexico City, Mex. D. F. 867 For Sale—Stock of dry goods, clothing and shoes; annual sales averaging $50,- 000; best class of trade; town of 2,000; stock clean; business prosperous; reason for selling, poor health; no trades. F. W. Reed, Arcade Bldg., Peoria, Ill. 868 To Sell—A good clean stock of gro- ceries in the best town in Michigan for its size. Surrounded with a magnificent farming country. Stock and fixtures in- voice about $1,000. Cash business. Good location on corner, near bank and post- office. Must leave on account of wife’s health. Do not answer this if you do not mean _ business. EE. B, Ballinger: Clare, Mich. 869 For Sale—Good paying clothing, gents’ furnishing and shoe store in live town of 2,000 in southeastern part of Michigan. Owner must devote all his time to whole- sale business in which he is interested, only reason for selling. If interested, ad- dress No. 870, care Tradesman. 870 For Sale Cheap—E %, se \4 Sec. 6, T. oe nn, KR. § @ 4th PP, M.) in Lancoin town- ship in Olge county, Ill. No trade; bear investigation. Price $80 per acre; $3,000 cash, balance 5 per cent. mortgage. Creek, orchard, fair house and barn; about three miles s. w. of Forreston, Il. Edward E. Haller, Forreston, Il. 871 $299 will buy a 250 light Brush Dynamo with wire, lamps, switches, ete., all in frst elass condition. Easy terms. Ad- dress No. 872, care Tradesman. 872 Dry goods stock for sale. Best store, best stock in one of the best 7,000 towns in Southern Michigan. Invoice over $10,000. Will sell for cash, trade for part real estate, or retain interest in stock with reliable party. Have entered the manufacturing field in the East, reason for selling, Address Box M. E., care Tradesman. 873 EXxxchange—Full bearing fruit ranch, mile from town Yakima Valley, Wash. Will exchange for stock of dry goods or general merchandise. Price $8,500, in- cluding crop on trees. J. Burkart, Al- falfa, Wash. 874 For Sale—A good clean stock of hard- ware, tinware, paints, oils, varnish and glass with a tin shop doing $18,000 busi- ness per year in one of the best cities in Southwestern Michigan of 10,000 in- habitants. The oldest hardware store in the city, invoice $10,000, no dead stock and up-to-date. Owner wishes to retire. Address No. 875, care Michigan Trades- man. 875 For Sale—For cash, one clean, up-to- date stock general merchandise; best trading point in Iowa; stock in best con- dition, running $5,000 to $6,000. Write me or come. Box 12, Mt. Sterling, pag wo ~ For Sale—79 acre fruit and stock farm, located in the grape belt of Southern Michigan, three miles from town, good roads, 3,000 grape vines, 40 apple trees, house, barn, tool and poultry house, bal- ance of farm adapted to hay and stock, has flowing water. Price $4,500. Would take $1,000 to $3,000 stock of merchandise, balance cash on time. Address No. 878, care Tradesman. oe Sis. ~ For Sale—A small stock of clothing, furnishing and fixtures. Stock will in- ventory about $2,500. Must sell at once. Only cash deal considered. Address No. 879. care Tradesman. j 879 It will pay you to consult us before purchasing fire extinguishers (we have both liquid and dry chemical) or any oth- er fire protecting appliance. Gillette Chemical Co., Henry M. Gillette, Mer., 108 Monroe St., Grand Rapids, Mich. Citz. phone 1579. 880 Hor Sale--Machinery. 25 H. FP. Fair- banks & Morse gasoline engine, double surfacer, box stapler, shafting, pulleys, belting, ete. Good condition. G. ; Willoughby, 27 W. Bridge St., Grand Rapids. Phone 1930. 881 For Sale—Clean stock of clothing and shoes in small town, expenses light, do- ing a good business. Address No. 382, care Tradesman. 882 Brick, store building district, adapted Zeeland, Mich. 883 - For Sale or Rent in center of business to any line. Box 2212, MICHIGAN TRADESMAN Business-Wants Department, Advertisements inserted under this head for twocents a word the first insertion and one cent a word for each subsequent No charge less than 25 cents. Cash To Rent—Good opening for a general store, hardware or general ladies’ ware, dry goods, boots, shoes, clothing, ete. Best store and location in town. Possession soon. Dr. E. W. Bolio, Coral, cake 842 Safes Opened—W. L. Slocum, safe ex- pert and locksmith, 114 Monroe St., Grand Rapids, Mich. 841 For Sale—$5,000 stock of general mer- chandise, inland town, Southwestern Wis- consin, Postoffice in connection. Pays $350 per year. tent $15. Annual sales $12,000. Address Box, Excelsior, Wis. fnormous profits realized. Imitation maple syrup easily made. Particulars and working sample free. Sanborn Syrup Co., Dept. D., Bakersfield, Cali. 853 For Sale—The only exclusive shoe store in Seuthern Idaho city (county seat). In- voice about $7,000. Good established business. For particulars write J. B White, Twin Falls, Idaho. 852 For Sale—Entire baiance Of stock, consisting of shoes, dry goods, notions, etc. Will invoice about $7,500. Cheap it sold at once. No exchange considered. lil health, the reason. I. Netzorg, Bat- 850 tle Creek, Mich. Farms in Oregon—Best in United States. Ideal climate and con- ditions. Large list of farms from $25 to $100 per acre; 40 acres to 640, ideal for fruit, grain or dairying. Geer & Mat- toon, Portland, Ore., Abington Building. 849 opportunities Partner Wanted—In general store in one of the best and most progressive vil- lages in Michigan, $3,000 required. This is an opportunity worth investigating. Address No. 848, care Tradesman. 848 For Sale—A _ well-assorted stock of hardware in a good factory town of 0,500 in Michigan. Will invoice $5,500. Con- venient store and tin shop. No dead stock. Address C, care Tradesman. 847 For Sale—Fine peddling wagon, good as new, price $125. Suitable for peddling candy, tobacco, ete. Has both pole and shafts. The Albert F. Remy Co., Mans- field, Ohio. 846 For Sale—The best up-to-date ice cream parlor and confectionery store at the county seat. Population 3,500. Write Lock Box 38, Glencoe, Minn. Steam heat furnished; rent $25 a month, 845 For Sale—Flour and feed store in Muskegon. Large lot and building, three flats above always rented; sheds, barn, scales, all conveniences; business excel- lent; have other interests. Bargain. J. EK. Marvin, Muskegon, Mich. 844 Anything and everything to equip store, office, restaurant or ice cream parlor. Some _ special bargains, second-hand goods. Michigan Store & Office Fixture Co., 519-521 N. Ottawa St., Grand Rapids, Mich. 837 Get a classified knowledge of pharm- acy; complete course and certificate $5; satisfaction guaranteed. 30x 3438, Philadelphia, Pa. 38 For Sale—Good paying drug. store cheap, expenses light. Reason for selling, death of owner. Address C. H. DeGowin, Cheboygan, Mich. 835 For Rent-—-Restaurant, fully equipped- all modern conveniences; in an_ office building of 160 rooms; city of 25,000 pop- ulation; no competition, opportunity of a lifetime; write quick. Address Manager State National Bank Building, Texarkana, \ 834 actically new $1,700 stock of china. glassware, crockery, notions, ‘etc., in Northern Michigan resort town. Must be sold before Sept. 1. Stock can easily be moved. No trade. Address No. 832, care Michigan Tradesman, 832 For Sale—At bargain, stock and fix- tures worth $6,000. Cheap rent. Must be sold, have business proposition West. Ad- dress Lock Box 501, Charlevoix, Mich. 827 Good resort hotel for sale, nearly new, also arranged in suites of rooms for four families. Might exchange for general store, house and garden. $4,000 each case. C. H. Wright, South Haven, aa Address P. O. 8 For Sale--Well-established livery in thriving interior Michigan town of 3,500 population; good business; owner can not give it attenton.. Particulars of P. O. Box 127, Alma, Mich. 826 For Sale—Implement store in most hus- tling town in Michigan. On account of age and poor health I must get out. Address Implements, care clei aibiuae 3 Want Ads. continued on next page. 47 Special Price Current AXLE GREASE Mica, tin boxes ..75 9 00 Raraeon «.......- 55 6 00 BAKING POWDER Royal 10c_ size 90 %b. cans 1 35 60z. cans 1 90 tb. cans 2 50 %tb. cans 3 75 1m. cans 4 80 2 31b. cans 13 00 5Ib’. cans 21 50 BLUING Cc. P. Bluing Doz. box. .40 box... 73 Small size, 1 doz. Large size, 1 doz, CIGARS Johnson Cigar Co.’s Brand &. € W., 1,000 lots ......$1 mE Portans .............98 evening: Presa ..........82 Exemplar ceca brand eeeee eeenee Worden Grocer Co. Ben Hur POrtection: = oc dccccaes cock Ferfection Extras ...... 35 Londres Londres Grand .........496 Standard . Puritanos Panatellas, Finas Panatelias, Bock ........35 woekey Club ............ 35 COCOANUT Baker’s Brazil Shredded Pf ira Re SSR . pkg. per case 2 60 . pkg. per case 2 60 Mutton Carcass .......... @1 amps .........| @i4 Spring Lambs .. @ eal Carcisd .....2... @ 9 CLOTHES LINES Sisal 60ft. 3 thread, extra..1 00 72ft. 3 thread, extra..1 40 90ft. 3 thread, extra..1 70 60ft. 6 thread, extra..1 29 72ft. 6 thread, extra.. Jute GOne oe 75 (ee ee 90 She a. acck Oo Saget. oe «ck OC Cotton Victor LL ST ee ee eae lv GGfe, .. 6.1... SS gadccasce: Om WOfG cele 1 60 Cotton Windsor BOGE) co icc. «--) 3 GHG 5... «sk © GE oe occ ics geese 5 a 80 SUE oe ci eee ds sca es 2 00 Cotton Bralded MOGE 5g. e a. 95 GWle 2.6... 1 85 GORE. 1 65 Galvanized Wire No. 20, each 100ft. long 1 96 No. 19, each 160ft. long 2 10 COFFEE Roasted Dwinell-Wright Co.’s B’ds. BL Tua atc oe ons —< White Houde, lib........... White Flouse, 2ib........ m ‘“‘AN ALL-THE-TIME WINNER’’ referring, of course, to White House Coffee, the undeniable favorite with thou- sands of families who know by experience its DEPENDABLE qualities. Its ‘‘all the time’’ winning qualities are testified to by many a grocer who, once having decided to carry it, finds that the demand for itis CONTINUOUS and progress- ive, with a never-let-up grip on the friendships it forms. Then, too, it’s an all-the-time winner in another way—for the experience of one grocer with this reliable coffee leads another grocer to take it on, and so it goes, multiplying its connections and all the time becoming moreand morea National NECESSITY. Symons Bros. & Co. Wholesale Distributors—SAGINAW THE SPRINGS of a correctly made automatic spring scale will never give out. Exhaustive scien- tific and practical tests prove this fact beyond controversy. Continual use and vears of service will dull the edge of the finest knife- edge bearing, especially the thin wafer-like blade of the main pivot of a large capacity pendulum scale. City Sealers are now testing and sealing spring scales which have been in constant use for over 30 years. Clothes do not make the man, neither does paint and gold stripes make a computing scale. It is the working parts which must stand the test of years of service; it is therefore important to buy your scale from those who know how they should be built. THE DAYTON MONEYWEIGHT SCALE is proven to be the only practical ‘and scientifically built scale. of its makers are verified by actual use. Send for our free catalogue before buying elsewhere. Moneyweight Scale Co. 58 State Street, Chicago Wheeler & McCullough, Mgrs., 35 N. Ionia St., Grand Rapids, Citz. 1283, Bell 2270 The new low platform Dayton Scale All claims Success ECAUSE we want the best trade B and the most of it, we do printing | that deserves it. There isa shorter way to temporary profits, but there is no | such thing as temporary success. A result that includes disappointment for some- body is not success, although it may be profitable for a time. Our printing is done with an eye to real success. We have hundreds of custom- ers who have been with us for years and | we seldom lose one when we have had an | opportunity to demonstrate our ability in this direction. Tradesman Company | Grand Rapids, Michigan As Good as Blue Label, We Would Make it Better—But — Neither is Possible Every customer you ever had for BLUE LABEL KETCHUP is still buying it. Those who buy some other ketchup do so because they don't know BLUE LABEL—they couldn't have any other reason. The best way to hold your customers is to please them. The best way to please them is to set them right when they are going wrong—tell them about the good things. Don't wait for some other grocer to tell them. There is another reason for telling them to use BLUE LABEL KETCHUP—it pays you a good profit. These are the only things you need think about—pleasing your trade and making money. Conforms to the National Pure Food Laws CURTICE BROTHERS CO., Rochester, N. Y. Lock the Door and Save the Horse ‘The laiees that come to us in this life are for the most part the result of not living up to our best thought. As a good business man you know that you can not afford to be without A Bang Up Good Safe 7 Honest, now, what would you do if your store should burn tonight and your account books were destroyed? How much do you think you would be able to collect? Mighty little. Don’t run the risk, neighbor, you can’t afford to. A safe, a good safe, doesn’t cost you very much if you buy it from us. : It will only cost you two cents anyway to write us today Se ee and find out about it. Gr and Rapids Safe Co. Grand Rapids, Mich. ee ant Giigia eta ee ao