GK y ¥ { a) QOS OS X ; aN ys, B cr we aA SPHZ RWG Z Seren \ Pa IKE A SANS lal re ad a as NS 8 a AG a Zi err ad CREE Ke WG am) ae ms ks ia PURE 5 oa 5) bi Wy Rea Ss [eh Alea PANES Airey? Wer ee PUBLISHED WEEKLY (Gm UV VOL, > SAW WMT mere I sPLE; ENG; CE apron ; oa i md wu SRO ISOM Kg FIG SO SO NI IZ Sa = My Kea Twenty-Seventh Year GRAND RAPIDS, WEDNESDAY, SEPTEMBER 1, 1909 Number 1354 Peace and Pain The day and night are symbols of creation And each has part in all that God has made; There is no ill without its compensation And life and death are only light and shade. There never beat a heart so base and sordid But felt at times a sympathetic giow; There never lived a virtue unrewarded Nor died a vice without its meed of woe. In this brief life despair should never reach us; The sea looks wide because the shores are dim; The star that led the Magi still can teach us The way to go if we but look to Him. And as we wade, the darkness closing o’er us, The hungry waters surging to the chin, Our deeds will rise like stepping stones before us— The good and bad—for we may use the sin. A sin of youth, atoned for and forgiven, Takes on a virtue if we choose to find; When clouds across our onward path are driven We still may steer by their pale light behind. A sin forgotten is in part to pay for, A sin remembered is a constant gain; Sorrow, next joy, is what we ought to pray for, As next to peace we profit most from pain. John Boyle O’Reilly. Foe John Boyle O’ Reilly, Irish-American poet and newspaper man, was born in County Meath, June 28, 1844, and died at Hull, Mass., August 10, 1890. He was sentenced to death for insurrection among the soldiers of an Irish regi- ment and afterwards banished to Australia, whence he escaped to the United States. He was afterwards editor of the Boston Pilot and author of several volumes of poems. “State Seal” Brand Vinegar Just a word about its quality, it is par-excellence. For Pick- _Every Cake of FLEISCHMANN’S YELLOW LABEL YEAST you sell not our Ms recsiil Snaure O & . . . - “3, > ° ¥ ling and Preserving it will do Ceara m only increases your profits, but also , anything that Cider Vinegar Va ie ; es, Katielaction © 40- vont f will do, and its excellent fla- PT Ber Somer y . : oneR =) nye sre, vor makes it superior for the patrons. a Table. Mr. Grocer, it wiil ; 4 pay you to investigate. Ask your jobber. The Fleisch mann Co., ¢ : : of Michigan 7 Oakland Vinegar & Pickle Co., Saginaw, Mich. Detroit Office, 11] W. Larned St., Grand Rapids Office, 29 Crescent Av. ( 4 3 sncunoesnaeneesah ; \ On account of the Pure Food Law there is a greater demand than ever for # &% & © © & Pure Cider Vinegar We guarantee our vinegar to be absolutely pure, made from apples and free from all artificial color- ing. Our vinegar meets the re- quirements of the Pure Food Laws of every State in the Union. # The Williams Bros. Co. Manufacturers Picklers and Preservers Detroit, Mich. “Are You In Earnest about wanting to lay your business propositions before the retail mer- chants of Michigan, Ohio and Indiana? If you really are, here is your oppor- tunity. The Michigan Tradesman devotes all its time and efforts to cater- ing to the wants of that class. It doesn’t go everywhere, because there are not merchants at every crossroads. It has a bona fide paid circulation—has just what it claims, and claims just what it has. It is a good advertising medium for the general advertiser. Sample and rates on request. Grand Rapids, Michigan rr nok keeps moving out- acl ilt keep oo TT hy eh: your Snow en me ro) moving The way they grow will make your friends sit upand take notice Lautz Bros.& Co. INR rN KOn AE A “7 Ask your jobbers Salesman om ADESMAN Twenty-Seventh Year : SPECIAL FEATURES, age. 2. Window Decorations. 3.- Successful Salesman. 4. News of the Business World. 5. Grocery and Produce Markets. 6. Civilizing Influence. 7. Hope Cottage. 8. Editorial. 10. Woman’s World. 11. Curious Addresses. 12. A Quick Change. 14. A Few Results. 16. Edward Millerisms. 18. A Funny Story. 20. Pioneer Effort. 23. Perfume Dispenser. 26. A Diver’s Window. 27. A Retailer’s Turn. 28. Converting a Customer. 30. Timely Suggestions. 32. Shoes. 34. Clothing. 36. Individual Responsibility. 40. The Commercial Traveler. 42. BPrugs. 43. Drug Price Current. 44. Grocery Price Current, 46. Special Price Current. WEST POINT AGAIN. The boys at the West Point Mili- tary Academy have been having some fun and seven of them have been ex- for that. pelled hazing. Nothing The Oregon, a wrong about hazed cadet far-off brother of tenant Sutton, of the marine corps, whose death has been under investi- gation by the court. of enquiry, | brought with him from the Great | Northwest a pair of available fists backed by some vigorous muscles and a spirit prompting him to defend his personal dignity, and he made such a determined use of these that the| sheeted ghosts that “booed” him took to the woods, when a relief party of hobgoblins came down upon “like a wolf on the fold” and beat him into subjection with tent pins—a job | done so effectually that the victim did | not report for duty again until tv-three days later. twen- 3efore the ness, winning 2emong his fellow cadets | great popularity by his tact and loy- alty. In regard to hazing at West Point or anywhere else there is an idea pre- vailing in the American public that the trouble lies not so much with the cadets as.it does with those who are in charge of them. There is a con-| viction in the minds of many that if with the expulsion of the insubordin- | ate cadets, the officer or the institution were held responsible and promptly removed with the dis- tinct understanding that similar re- of hazing, the hazing at West Point and Annapolis as well as the hazing everywhere else would come to an end. There is a feeling that the of- fense at the institutions mentioned is winked at and so encouraged, and that just so long as this condition ex- ists just so long will the go on. hazing from ||. Lieu- { (home justified rather than the him | 3oard ! at da aes as CT he o? Investigation, which followed, the | cadet, true to the unwritten code of | the corps, proved a most reticent wit- | officers of | i ee I ja tent-pin pounding in a contest of movals would follow similar instances | GRAND RAPIDS, WEDNESDAY, SEPTEMBER 1, 1909 is also a matter which is receiving consideration. Grant that “snitch- <3 g” is intolerable and the contempti- in ble defense of cowardice, the question 09 comes and wili come, whether, as a point of honor, it is than the cowardice that prompts the assailing £ worse of one cadet, armed only with his fists, by a gang of seven, armed with To a prejudiced outsider 't is at least six of one to half a dozen of the other, and to that vast army of the represents, it is only fair to insist that the tent pins? outsiders, which one code in question is a criminal disgrace to the institution that tolerates it and a greater disgrace to the Government allowing the officer responsible for it 1 o hold his position. Were this code idea confined to the military and naval school of the } i |Government it would ye bad enough, lbut it is not so confined. There is hardly a school, public or private, where it does not prevail. Only a little while ago a military academy oi the Middle West expelled a stu- Ident who, while admitting his own | violation of the school law, refused to reveal the names of his companions |who sinned with him. The boy went h he master | who exacted the penalty, but the pow- and er of the code as such exists |mains and remain ‘down by the public will until frowned opinion sustaining it, exactly as at iput a stop frowned down and to the code that sacrificed fa Hamilton for a filled the land with f the | mourning for one of jablest statesmen the New World has Bure and i produced, | jim the public school the same de- jvoted respect for the code prevails. school, or intermediate, or pri mary grade alike proclaim it, and be the offense slight o serious the high like : |school senior aud the 6-year-old, the cadet of the military academy, will “discreetly mute” if ;tioned by those in authority concern- he found ques- ig anything pertaining to the I g con- duct’ of | his fellows. | The question of hazing seems to be | n the way to adjustment. [It re- mains to be seen whether “the un- | written code of the corps” will con- |tinue to hold sway to the detriment of |all who are harmed by it. To one family at least with one son, two years dead. and another twenty-three days off duty through the effects of seven to one, there is a wrong some- and that righted the number now sympathiz- ing with that family will be largely increased. WARN SIC NE OCCA AT EAMES OCS LNB SN RE IB ENS where, unless wrong is If you can not give your religion away you had better throw it away. ETA ICO RENE ION AERO AINE The lowliest walk sounds louder in “The unwritten code of the corps” 'sion for | re- | jattention which will come to the pub- PROMOTING PUBLICITY. Among the various posters an Agricultural Association is attention to its now using to call coming fac fo; onan. f : iar form suspended from a J 4 strin Oo On one side is printed in large let- ters, “Will you please see the ot] side?” On the reverse is a brief an- the fair. The large white letters on the red card make a striking and at tractive show, and the bill pos other available places, sd to the gay tags, which and in ters hung upon fences l Were soon. transferrec harness of passing teams. All this Was Yet if of course we can offer an ad form that applied by another for vertisement in a use the appropriation will be as readily made as in the instance cited to help boom an industrial show. In fact, the use where personal gain is received will, in most instances, be more readily made. The ruler or tape Measure is just as welcome vhen from an advertiser as when purchas ed outright, guarded as well and the ame of the donor associated with it. The fancy pin may serve its mis utility, even although it bears story im printer's ink. The lead fully appreciated and used, although pencil provided gratis wi it contains on ‘ts side in neatly ed gilt letters the name of the dono Although the regular advertisement 1 1 a : may be regarded as a bore there is many a little device for attracting 1 lic in pleasing form. A unique is always most impressive. A weight paper- 1 with a photo of your store pasted on the glass will prove a pleasing reminder. Even a post card will find place in the mind of the re- to seek new paths of which wi your patrons as well as be them. WORLD GROWING SMALLER. When Jules Verne, who in his day was regarded as the master of imag inative fiction, World in 1 1, , lauzhed at wrote Eiohty Days’ the world the very idea, yet hardly more than two generations have that ago several New York around the world in just that trifle half the time that Jules Verne imag- that it In the days of sailing craft and the stage ed since time and a few days young men_= arrived in after having il fae oth FOFULY-Cilo days, iS in a han more ft ined could be done. coach it would have been im- possible to have circled the world in a direct line by any possible means, many the ninety days assigned by the novelist. and 1 nO way in times heaven than the loudest talk. } which fair are neat pasteboard cards of cir- IEF nouncement of the special features of due to public interest, linterurban | pass-| Number 1354 + 4 ong periods had to elapse before one heard what his near neighbors we doing. But now that { possible to circle the globe with- in the period of an ordinary sum- mer vacation how dwarfed and shriv- eled our world appears. Information f what is transpiring in every part I Olir planet can be flashed in a mo- 1 t to the remotest places; in fact, elegraph and the railroad and have made us all near eizhbors, an our heretofore vast arth has diminished to a little sphere revolving in space. Having opened up the secrets of e farthest corners of our world, t is not g our restless surprising that 1 should talk about communi- cating with Mars by wireless tele- graph or otherwise. If something of Hat sort 1s not developed how will ur adventurous explorers and rest- }1ess travelers ever consent to live t rdinary lives. The world has | eased to be attractive to such, and {when both north and south poles lhave been discovered there will be bsolutely nothing more to interest but why do people want to hurry around the world in forty-eight or ven ninety days? Such a journey nly fatigue, and certainly it in not afford much useful informa- tio1 One can hardly learn much tbout China out of a railroad car win- adequate opinion Japan by hurrying in a steamer through the strait that separates it ainland of Asia. Yet that is trotters of the hur- rying sort generally d y do. They circle the globe, it is true, but they are more Ignorant atter the achievement than before, because they have l idea ne countries and nations they have isited, if they have formed any idea ; ] uired an entirely erroneous jat all, which is very doubtful. It is true enough that our world has come to be but a very small affair, but it is the only world we have, hence wise the most of it. cereneeeeee in Philadelphia, and New York that street and investors are be- ginning to show confidence in the out- look and that a JE Reports published Pittsburgh, Cleveland papers are, in effect, railway undoubtedly there will a moderate revival in the develop- ment of such projects; but that be- cause of the unprecedented volume of business coming to car builders ind to the Westinghouse and eral 1S Sare Gen- IXlectric companies just now it T to assume that only those in- terurban which the projects are of highest importance can be handled during the next twelve months. SOREN EERO RE NRT mae NCCE EERE soft The man has no success at In those times the world was, indeed, smoothing down life’s angles. Leeann’ NRG Sema pies MICHIGAN TRADESMAN XYZ Re pi em yz WINDOW ano INTERI QDE CORATIONS sisal “eet One Way To Fix a es Pail Win- dow. “Small tin pails (painted or un- painted) may be made quite a fea- ture in a show window somewhat as follows: Cover the floor of the window with clean white sand. Fix sailcloth at the entrance side of the window to hang like a curtain. Loop it back so as only partly to reveai the interior—leave a little to the imagination. If there is a mirror at the opposite end dupli- cate the curtain arrangement of the sailcloth next the entrance. At the rear of the window a curtain of the same cloth may be simply shirred on tc a pole, hanging in perpendicular undulations to the sanded floor. Four or five or six dummy chil- dren could be standing in a row a little back of the center of the win- dow space and either taking hold of hands, with pails at their feet, or holding the pails in their hands. Or the dummy kids could be made to hold hands and be posed in a circle. In this case a lot of the shining or decorated pails could be stacked in the center. There might also be a row of these along the top of the curtain at the back and at the tops of the side cur- tains—a sort of valance, as ’twere— and a row could be attached to the rear, either right at the bottom of it or a few inches or a foot from the floor. The lower ones might be filled with sand, carrying out their purpose. Toy spades and wooden spoons could be in evidence, every other pail in the lower row having a spade stuck in the sandy contents and in the alternates ones a spoon. A line of the spades and spoons might be attached at the middle of the curtain, here alternat- ing as well. In the corners, haphazard, could be little houses such as small fry like to make over their “paddies,” also wells of different depths. Naturally in the corners of the window there would have to be considerable more sand than in the middle and of course it would have to be moistened in or- der to shape the houses and have the wells stay dug. The pails could be sold somewhat cheaper than ordinarily in order to move them now, making it a stipula- tion of the sale that one could not be purchased alone, two or more con- stituting a sale. The resort season is nearing its close, but there are many mothers who would be likely, if price were made an object, to Jay in a supply for their little folks and their visitors against the lonz summer days of 1910 at lake or river. If the price, as I say, is sufficiently attractive you may be sure of quite a good many sales even at this out-of-the-season time. But be particular to call attention to the fact that there is a price reduc- tion. I forgot to say the dummy chil- dren should be dressed in those most popular of play-suits, the rollicking little “rompers.” Left-Overs in Hammocks. Hammock stock that didn’t sell with a rush at the commencement of the torrid season should be gotten rid of now, rather than carry the mer- chandise through the approaching winter. A good way to sell these summer necessities—they are no longer re- garded as luxuries—is the following: Strew the floor of the window thickly with leaves, and this will al- low of the introduction of trees of varying sizes on blocks of wood to keep them upright. Swing a hammock from the largest of these to one of the supports of the window space. In this should be lazily stretched, in a half“reclining position, a pretty young lady dummy, whose dainty lingerie white dress and frilly petticoats hang gracefully over the edge, revealing daintily slippered and stockinged feet. In her hands place a summer novel— those addicted to the hammock habit are not renowned for other than friv- olous reading—and let there be plen- ty of nice porch cushions under the dummy’s devoted head. A_ child dummy might be seated in the foot of the hammock, while other children played around in the leaves. However, it would be more natural to eliminate the enfants terribles and have a young man paying court to the girl. In this case sit her up in the hammock, with the young man dum- my beside her, his strong(?) right arm around her slender waist, his left arm resting on his knee, his chin propped in his hand, his eyes gazing fondly into her averted face. I was going to say “blushing averted face,” but I guess I won’t, for the blushing goes without saying, as dummies’ cheeks are never lacking in the blush that “comes off.” Attach a small placard to © the glass, a little above average reading height, saying: Young Ladies Attention ! You Also Can Catch a Summer Beau With One of Our Handsome Hammocks Step In And Get One Before It Is Everiastingly Too Late If you wish to make matters more the passing public have a series of lovemaking scenes, one each day, the young man dummy just arriving in the background, lifting his hat, and ending with the proposal in the ham- mock. Helpful Hints as to Placards. The following placards may come in convenient for those who are cramped for time to write their own: Cool Pajamas for Warm Nights Only $1 interesting to beginning with Dust Coats for Those Dusty Roads Run Across By Chug Wagoners The Price Will Suit Just $2 Fashion Fancies To Please The Foibles of The Frivolous New Effect in Crochet Four-in-Hands Knit Them To Your Neck With a Fifty Cent Piece Service, Durability, Appearance What More Do You Ask ? Let Us Solve Your Dress Problem Plain and Moire Suspenders Non-Elastic Webbing Cotton Back All Desirable Shades They'll Cling To You Like a Brother Cheap at $1.50 the Pair Did You Ever Stop ‘Lo Think Why One Collar Is Better Than Another ? If You Have Given the Subject No Thought Come In And We'll Help You Out Sox for That Sockless Feeling Step Into Our Comfort-Giving September 8, 1909 House Slippers A Dollar Makes Them Yours Overwhelming Evidence Goes To Show That Our Novelty Ties Autumn Colorings Will Be “As Welcome as the Flowers in Spring” Don’t Muffle Your Ears Until ‘Tis Time Keep Them Open To Our Suggestions As To High-Class Tailoring “Teddy” Isn’t tn Tt When It Comes To Our Little Brown Lions ! The Time for Picnics Isn’t Quite Past Yet All The Dainty Little Concomitants for An Appetizing Picnic Lunch In Our Big Refrigerator Let Us Open Its Doors To You —_——_.-~-______ The Twenty-Seventh Year. ind Aus 27-1 have just read your editorial on the Twen- ty-Seventh Year of Evansville, the Michigan Tradesman. I know how your life has been blended with the work in building up this trade journal and I know you are happy when ycu see it growing into an atmosphere of nobler achieve- ment. I am glad that you realize that there is something more beautiful to work for than dollars and cents. The best and cleanest thoughts of to-day ™™ are those which teach men to be hon- | Let us try to teach all of the s young men who will be your subscrib- = ers in the future that they must judge ™@ themselves by their past experience 3 and try to learn that truth is the only 3 foundation on which men can stand. | IT hope that we will be here in twen- a ty-seven years from now and that @ we will both have the pleasure of @ oe our opinion of the Mich- 4 est. gan Tradesman. If you know of anything I can do 3 live @ twenty-seven years longer, ask me to | There is a little life § in all of us and a little from this one 4 and that one can do much to make a J to help make the Tradesman give it to you. trade journal live a long while. Edward Miller, Jr. Fh few AN ‘ a ea als eeean ei Me aed boa Dn, September 18 1909 MICHIGAN TRADESMAN SUCCESSFUL SALESMEN. S. E. Barrett, Representing the F. Mayer Boot and Shoe Co. Stephen Elden Barrett was born at Poughkeepsie, N. Y., March 17, 1864. Wis grandfather on his father’s side was English. His grandmother on his father’s side was Scotch. His grand- mother on his mother’s side was an own cousin of ex-Governor Wm. H. Seward, of New York, who was Lin- coln’s great Secretary of State. When 2 years old his parents removed to Oswego, N. Y., where they remained until he was 16 years old, when they moved back to Poughkeepsie, and he pursued a commercial course at the Eastman Business College. He and his father then embarked in the livery business, which they continued four years, when he went to New York City and entered the employ of H. W. Shotwell & Co., wholesale grain and hay dealers, as city salesman. Two years later he left this position and accompanied his family to Bing- hampton, where he and his father en- gaged in the meat business under the style of Barrett & Son. Four years later he entered upon a career as trav- eling salesman, representing the G. S. S. Medicine Co., of Elmira, N. Y., in Northern Pennsylvania. He not only called on the trade but sam- pled the towns, contracting for adver- tising and writing the advertisements. Three years later he engaged to trav- el for J. Richardson & Co., shoe man- ufacturers of Elmira, with” whom he remained six vears, cove North- ern Pennsylvania and Western Michi- gan regularly, besides jumping to other fields at intervals. He then en- gaged to travel for the Pontiac Knit- ting Co., covering the trade of South- ern Michigan and the Upper Penin- sula with the regularity of clockwork for three years. On account of the change in the policy of the Pontiac company in placing its goods exclu- sively in the hands of jobbers, Mr. Barrett looked around for a new con- nection and was gratified over receiv- ig propositions from four houses. He finally decided to accept the offer re- ceived from the newly-organized Lacey Shoe Co., of Caro, to repre- sent that house on the road, covering Southern Michigan and. Northern Minnesota four times a year. He con- tinued with this house until it retired ring from trade, two years later, when he engaged to travel for the Herold- sertsch Shoe Co., of this city, with which house he remained until this week, when he signed a contract with the F. Mayer Boot and Shoe Co., of Milwaukee, to represent that corpor- ation, in Southern Michigan and Northern Ohio. He will call on his Michigan customers six times and his Ohio trade twice Mr. Barrett was married twelve years ago to Miss Carrie Clark, of Clarkston, where they reside in their own home. a year a yeat. Aside from being a member of the Michigan Knights of the Grip, Mr. Barrett is not a member of any fra- ternal association or secret society, having never aspired to being a “yiner,”’ Mr. Barrett has two hobbies—a good horse and a disposition to cut up a shoe to see what it is made of. He has become so expert in diagnos- ing shoes from their appearance that he can nearly always tell what is to be found in the shoe before it is dis- sected. He has not been without a good horse for many years, and dur- ing this time he has owned several animals which have achieved some- thing more than a local reputation as roadsters. Mr. Barrett attributes his success te his knowledge of the shoe busi- ness and to the fact that he never anuses the confidence of a customer. [n common with traveling men gen- erally, he has numerous opportunities tc crowd goods on his customers, but he has made it an invariable rule nev- er to force sales which are likely to react on him or induce his customers to purchase lines which are not adapted to their communities. This policy, persistently and consistently maintained at all times and under all circumstances, has enabled him to make and retain friends wherever he has traveled. Watch for New Arrivals. New arrivals in smaller cities are al- ways noticeable to the alert mer- chant. When you learn of the fact that a new family has moved into your jurisdiction get after the head of the house. Write him a_ personal letter telling him of the advantages of trading with you; of your store service and of the high grade of goods you carry. If possible get an inter- view with him. Find out where he came from, and, if you do a credit business, begin at once to look up his reputation for credit, so that you can act quickly and intelligently. get him interested in you. by interesting yourself in his business. Send him your advertising regular- ly; send him samples of seasonable merchandise and a few copies of your local newspaper with your advertise- ment marked for his consideration. If you do all these things well you will get a large proportion of the newcomers. And who knows to what extent they may figure in your future business?—Commercial Bulletin. ‘Ery to Do this him and nnn er Go ahead and do the best you can and don’t about the quences, worry conse- ONE PRICE SYSTEM. How It Has Revolutionized Retail | Merchandising. modern business came with the one price sys- tem.. This has all been brought about since the Civil War. The old idea was for the seller to get as much he could | for everything he sold. Short weight, short count and inferiority in quali- ty were considered quite right proper. When you boug The greatest change in possibly as and ht a dressed turkey from a farmer, if you did not | discover the stone inside the turkey when you weighed it and paid for it, there was no redress. The laugh was on you. over, a legal maxim “Let the buyer beware,” ing legally safe, And, more- made cheat. Dealers in clothing guaranteed neither fit nor quality, and every- thing you paid for, once wrapped up | and in your hands, was yours beyond | .ecall—“Let the buyer beware.” A few hundred years ago business was transacted mostly through ships and by peddlers. Your fairs, rogue who reduced prevarication to a system. The booth gradually evolved store, with the methods of the sponsib! ¢ keeper intact. The chants cheated their In until irre- neighbors 1 glee, their bors cheated them, they eventually did. ed each other, all over. John Quincy Adams tells of a cer- tain deacon who kept a store near Boston the | chuckled Then they curs- | who always added in year 1775 at the top of a column as| seven dollars and The amount appointment, suspicion and hate caused by a tem which the buyer expected another, and took advantage of and norance as to quality and value, not be computed in figures. Suffice it to say that duplicity in trade has had to go. The self-pres- ervation of the race demanded hon- esty, dealing, price to all The change only after a struggle, and we are not always quite sure of the one price yet. But we have gotten thus far that the man who cheats in trade is tabooed. Hon- esty as a business asset is fully rec- egnized. If you would succeed in business you can not afford to sell man something he does not want; neither can you afford to disappoint him in quality any more than in count. Other things being equal the mer- chant who has the most friends will make the most money. Our ene- mies will not deal with us. To make a sale and acquire an ene- my is poor policy. To a peddler or a man who ran a booth at a bazaar r fair it was “Get your money now or never.” Buyer and seller were at war. One transaction and they never met again. The air was full of hate and suspicion and the savage pro- seventy-five cents. f, dis- woe, sys- wrapped one thing when of misery, grie shame, distress, his innocence ig- can square one came mer- | chant of that time was a peripatetic | into a | mer- | and | neigh- | which, of course, | began again and did it | pensity of physical destruction was refined to a point where hypocrisy land untruth took the place of vio- | lence. The buyer was as bad as the settes i he could buy below cosi ihe boasted of it. To catch a mer- ‘chant who had to have money was | glorious—we smote him hip and |thigh. Later we discovered that, ing strangers, he took us in. The one price system has |a necessity, since it reduces |tion of life and protects the isimple person in the selection of things needed, just the same as if |the buyer were an expert in values }and a person who could strike back if |imposed upon. Safety, peace and de- |cency demanded the one price Sys- Item. When we reach the point where | we see that all men are brothers we |have absolute honesty and one price. | And so behold we find the govern- | ment making favoritism in trade a icrime and enforcing the one isystem by law. be- come as the fric- child or price And just remember |this, law is the crystallization of pub- Hic Opinion, and no law that is not ibacked up by the will of the people ican be enforced. As we grow better we have better laws. In Kansas City the other day jthree men were fined forty thousand dollars each for cutting prices, | They were railroad men, and rail- /toad men have only one thing to that transportation. To |cuc the price on it and sell to some less figure than to others is now |considered not only immoral but ac- jtually criminal. The world moves. | And this « change in the methods of | business in our mental attitude |coward trade has all grown out of a idimly perceived but deeply felt be- |ief in the brotherhood of man or the solidarity of the race. Also in the further belief that life in all its manifestations is divine. Therefore he who ministers to the happiness and well- being of the life of another is a priest and is doing God’s_ work. It is quite as necessary that you should eat good food as that you should read good books, hear good music, hear good sermons or look up- on beautiful pictures. The necessary is are no menial tasks. greatest among |servant.” spiritual isell and is tat a and sacred. There “He that is the shall be your The physical reacts on the and the spiritual on the phy- sical and rightly understood they are }One and the same thing. We have ceased to separate the secular from the sacred. That is sacred which serves. Once a business man was a person who not only thriv- ed by taking advantage of the neces- sities of the people, but who banked on their ignorance of values. But all! wise men now know that the way to help yourself is to help humanity. We benefit ourselves only as we benefit others. And the recognition of these truths is what has to-day placed the business man in the fore- front of the learned professions. He ministers to the necessities of hu- manity. Elbert Hubbard. a Among the main things in a city are those connected with the water- works. you MICHIGAN TRADESMAN September §, 1909 Movements of Merchants. Byron—Miles Newman has opened a grocery store. Marine City — Elmer Springborn will open a drug store here. Menominee—Robert W. Chappell has discontinued his shoe business. Saranac — Richmond & Kreisher have sold their stock of meats to D. C. Jones. Adrain—Fred C. Bowerfind is suc- ceeded in the bakery business by Ed, J. Fox and William Stencell. Almont—The Almont Sayings Bank has been incorporated with an au- thorized capital stock of $25,000. Luther—D. B. Ketchum, of Leroy, has purchased the cheese factory here and will convert it into a creamery. Trons—A. G. Haslett and G. E. Hilderbrand, of South Bend., Ind., will build a general store at this place. Pittsford—C. E. Harter has sold his grocery and meat business to Ches- ter Forbes, who will take possession Nov. I. ‘Woodland—L. W. Corey has pur- chased the jewelry stock of S. Wight- man and will consolidate it with his own stock. Scottville — William English has sold his stock of confectionery to Clarence Ramsey, who will continue the business. Boyne City—O. H. Burlew is erect- ing a store building which, when com- pleted, he will occupy with a stock of groceries. Belding—Dayton F. Moon has sold his grocery stock to James Cramer, who will continue the business at its present location. Romeo—Richard §. Reade, having purchased the interest of his part- ner, James N. Zill, will continue the dry goods business. Leetsville—The firm of Belcher & Sinclair, lumbermen near this place, has been dissolved, Bert Belcher con- tinuing the business. South Branch—Golden Bros. have purchased the general merchandise stock of W. A. Crowie and will take immediate possession. Conklin—William Asman has sold his stock of meat, building and fix- tures to Samuel McNitt, who will continue the business. Romeo—James N. Zill, formerly of the firm of Reade & Zill, will open a dry goods and furnishing store in the Parker building Oct. 1. Mikado—W. A. Crowie, who form- erly conducted a general store at South Branch, has moved here and will open a similar business. Detroit—The Demotcar Saler Co., organized for the purchase and sale of automobiles and their accessories, has an authorized capital stock of $10,000, $5,000 having been subscribed and $1,000 paid in in cash. Elmira—W. A. Gardner has pur- chased the drug stock of the W. W. Wickett estate and will continue the business at the same location. Grand Ledge—C. M. Colville has sold his stock of hardware to W. E. Knickerbocker, who will continue the business at its present location. Coldwater--Calkins & Nichols have purchased the grocery and meat stock of Griece & Wetzel and will continue the business at the same location. Lansing—Crotty Bros., dealers in books and stationery, have dissolved partnership, John F. Crotty purchas- ing the interest of William E. Crotty. Kalamazoo—L. H. Lankerd, form- erly city salesman for the Mershon Co., will open a wholesale and retail flour and feed store at 302 East Main street. Constantine—-Birdsall & Hosler, of Otsego, have moved into the corner store owned by Mr. Lamb and have put in a line of dry goods, shoes and notions. Lake City—M. Duffy & Sons have sold their stock of groceries and meat to B. C. Fisher and B. W. Kibby, who will continue the business under the style of Fisher & Kibby. Reed City—E. W. Brown has pur- chased the interest of August Erler in the grocery business of Berger & Erler, the firm hereafter being known as Berger, Brown & Co. Bangor—Samuel Martindale, who for years has been in the grain and coal business, has sold his interests to Church Bros., of Chicago, who will take immediate possession. Kalamazoo—The Stern Clothing Co., organized to sell wearing ap- parel, has an authorized _ capital stock of $5,000, $3,000 having been subscribed and paid in in cash. Detroit—J. F. Jones, for nearly twenty-eight years connected with the frm of J. N. Adams & Co., of Buf- falo, has assumed charge of the mer- chandising of Crowley, Milner & Co. Charlotte—P. A. Hults & Co. have been succeeded in the meat business by J. R. Doolittle and M. J: Stone, of Owosso, who will continue the business under the style of Doolittle '& Co. Petoskey—G. R. Cottrell has sold the stock conducted under the style of the Northern Hardware Co. to F. F. Clark, of Mt. Pleasant, who will centinue the business at the same lo- cation, Holly—John Inch, who for sev- eral years has been conducting a grocery store, has filed a petition in bankruptcy and the store has been closed pending action. Liabilities about $2,000. Kalamazoo—S. Schram, for several years connected with Larned & Shandrew’s hardware store, has en- gaged in business for himself under the style of the South Side Sheet Metal Plant. Holland—Sluyter & Dykema, deal- ers in clothing and men’s furnishings, have dissolved partnership, Nicholas Dykema having purchased the inter- est of his former partner, and he will carry on the business under his own name. Stanton—Geo. H. Richardson, of Ada, has purchased the stock of the Good Market of P. T. H. Pierson and has rented the D. A. Towle building and will open his store there as soon as the building can be made ready for occupancy. Sebewaing—Myers & Riedel, deal- ers in groceries and hardware, have merged their business into a stock company under the style of the Myers & Riedel Co. The capital stock is $20,000, of which $13.500 has been paid in in merchandise, Traverse City—James E. McEvoy, who has been connected with the drug department of the Hannah & Lay Mercantile Co. store for the past eight years, has resigned his position and will move to Flint, where he will engage in the grocery business. Lansing—The Lansing Tool and Supply Co. has been organized to buy and sell tools and mill and factory sup- plies, with an authorized capital stock of $20,000, all of which has been subscribed, $2,100 being paid in in cash and $17,900 in property. Detroit—A corporation has been formed under the style of the Michi- gan Beef Co. for the purchase, slaughter and sale of live stock, with an authorized capital stock of $50,000, all of which has been subscribed, $500 being paid in in cash and $49,- 500 in property. Remus—The Remus Mercantile Co. has uttered a chattel mortgage on its stock and book accounts to H. T. Stanton (Judson Grocer Co.) as trustee to secure all the creditors of the corporation, whose claims ap- proximate $9,000. An inventory of the stock is now being taken. Shelby—The stock of the McKin- non Hardware Co. has been sold to Ollie J. Morse, who will take imme- diate possession. M. W. McQuarrie, who has been manager of the store for Mrs. A. R. McKinnon since the death of Mr. McKinnon, has been offered and has accepted his old posi- tion with the Monarch Steel Range Co: : West Bay City—A. J. Cook, who has been for about sixteen years em- ployed as dry goods salesman in Lansing, has been engaged as buyer and manager of the Jay Thompson & Co. store. Owing to the death of Mr. Thompson recently the position of manager became vacant and O. M. Smith & Co., of Flint, who are in- terested in the business, knowing Mr. Cook from having years ago been con- nected in business with him in Lansing, offered him the place, which carries with it a partnership in the near future. . Manufacturing Matters. Owosso—Arvenite & Ide have sold the Columbia Candy Works to Peri- cles Miholokos. , Detroit—The Restrick Lumber Co. has. increased its capital stock from $25,000 to $100,000. Lansing—The Olds Gas Power Co. has increased its capital stock from $612,000 to $1,500,000. Shelby — The Britt-Lewellyn & Brown Manufacturing Co., incorpor- ated to manufacture bean pickers, has a capital stock of $100,000. Sagola—The Sagola Lumber Co. has completed its logging railroad from Witbeck to the Michigamme River and is building a bridge. Munisingz—The sawmills: have been short of labor during the last month, but most of the men have returned from the berry harvest and have re- sumed work in the mills. St. Johns—At the annual meeting of F. C. Mason & Co. a dividend of IO per cent. was ordered paid to the stockholders. An issue of $5,000 pre- ferred stock was also authorized. Big Bay—The Brunswick-Balke- Collander interests have bought the mill and property of the Lake Inde- pendence Lumber Co. here and put a bowling pin factory in operation. St. Joseph—The St. Joseph Cream- ery Co. has been organized for the manufacture and sale of dairy prod- ucts, with an authorized capital stock of $4,000, $3,000 being subscribed and paid in in property. Lansing—The Barnes-Hartman Ce., organized for the manufacture and sale of safety devices for elevators, has an authorized capital stock of $5,000, all of which has been subscrib- ed and paid in in property. Presque Isle—J. E. Wright, who operates a portable sawmill near here, has finished cutting 400,000 feet of lumber on the Ocqueoc and is moving his mill to this place, where he has several million feet to manufacture. Muskegon—The Muskegon Produc- tion Co. has been incorporated to produce and supply electricity for heating and lighting purposes, with an authorized capital stock of $350,- 000, $175,000 having been subscribed and $35,000 paid in in cash. Detroit — The Fairview Foundry Co. has been incorporated for the manufacture and sale of gray iron, brass, steel and aluminum castings, with an authorized capital stock of $50,000, all of which has been’ sub- scribed, $5,000 being paid in in-cash. Muskegon—The North American Boiler Co. has been incorporated for the manufacture and sale of steam boilers, engines and tanks, with an authorized capital stock of $25,000, all of which has been subscribed, $1,500 being paid in in cash and $3,500 in property. Deward—The sawmill of the Ward estate is being operated day and night. It manufactures pine lumber almost exclusively. Last year it man- ufactured about 1,000,000 feet of hem- lock. The pine output this year will Probably exceed 35,000,000 feet. Some manufactured stock is sold and ship- ped by rail to lower Michigan and to Detroit, but the larger portion goes to East Jordan and thence by water to distributing points, ~~ it - . 1. ~ hg -< Br « <¢ a@ ~ 4 F - “i a ~ nap «a i? ~ 3H 4 be a Pe ; y ol — (a RN 4s Fe ee fase ae | September 1§, 1909 MICHIGAN TRADESMAN CERY~» PRODUCE MAR i ~ The Produce Market. Apples—so@75c per bu. for Duch- ess, Red Astrachans, Maiden Blush and Sweet Boughs. Beets—7oc per bu. Blackberries—$1.25 per 16 qt. crate. Butter—There has been a very ac- tive demand for all grades of cream- ery, both prints and solid, at “%c per pound advance over one week ago. The supply of all grades is very short and the receipts clean up every day. The consumptive demand con- tinues to be very good, notwithstand- ing the steady advances. Local deal- ers hold factory creamery at 29%c for tubs and 30c for prints. Dairy ranges from 16c for packing stock to 2o0c for No. 1. Process butter is now be- ing exploited on the basis of 26c, which means about 30c to the con- sumer. This means that oleo will be sold more generally the coming season than ever before and the num- ber of oleo licenses taken out by retail dealers Sept. 1 is as large as it usually is by Oct. 1. Cabbage—Home grown, 40c per doz. Cantaloupes — Indiana Gems, 60c per crate; Michigan Osage, $1.25 per crate, Carrots—75c per bu. Cauliflower—$1 per doz. Celery — Home. grown, bunch. Crab Apples—75c per bu. for early varieties. Cucumbers—2oc per doz. for home grown hot house; 75c per bu. for zar- den grown. Eggs—The market is in about the same ci “tion as it was one week ago. Fancy new laid eggs continue to be very scarce and clean up daily on arrival. -.—____ Lee M. Hutchins (Hazeltine & Per- kins Drug Co.) has returned from a ‘brief visit to Grand Traverse and Lit- tle Traverse Bay points. acto ee NOUR SCS ERE The Holson Motor Patents Co., Ltd., has changed its name to the Church Balance Gear Co., Ltd. —_——__s22____._ In the church where religion is a matter of satins and silk hats there are always plenty of naked souls. 2.» Religion never works better Sunday for resting all the week. on The Grocery Market. Sugar — The market is change from a week ago. The de- mand is fair—not up to the usual yolume at this season. Tea—The market is without inci- dent. The demand is fair in all lines, with prices steady. Japan Nibs are particularly scarce and prices are high. Cables from primary markets show stronger prices for good cup quality teas. Samples of Govern- ment standard and low grade Japans show up well in style and cup and prices are thought to now be at the lowest point at which they will touch. Coffee—The market appears to be a waiting one. The outlook for Bra- zil coffee is not especially strong, as the supply to be sold is large and it must come on the market sometime. Mild grades are in fair demand at steady prices. Java and Mocha are unchanged and in moderate demand. Canned Goods—While most au- thorities look fur a good tomato pack, some claim that there will be a de- crease of 1,500,000 cases. Gallon to- matoes. are steady at quotations. Corn, while easier in tone since the recent rains, is not being shaded ma- terially. Peas are steady at quota- tions, the demand being quieter. Peaches and gallon apples are steady at quotations, the same quiet demand being noted. California apricots and peaches are devoid of especial fea- ture, nothing in the way of advices from the Coast being noted. Pineap- ples hold firm at quotations. The Alaska Packers’ Association announc- ed the opening prices on salmon Mon- day. The prices are the same as last without year, except on pinks and _ chums, which are Ioc less. Dried Fruits—Peaches are weaker and more packers have now dropped to the declined price of last week. The demand is light. Raisins are weak and sales have been made at still further declines during the week. Currants are quiet as the trade have been pretty well filled up. Prunes are quiet. Some sales have been made on the low basis of 2%4c for new Santa Claras, but by no means every packer will accept orders at that price. Qld prunes «are about exhausted. There is some reason to expect con- siderably higher prices for prunes within the next few months. There has been very little buying of new fruit as yet, and when this demand begins prices would seem more like- ly to advance than not. Syrups and Molasses—Manufactur- ers of glucose reduced their quota- tions 5 points last week and com- pound syrup went down %c per gallon on buik syrup ‘and several points on tinned syrup at the same time. Sugar syrup is very dull and rules at unchanged prices. There is some demand for export. Molasses is unchanged in price and in very light demand. Cheese—Stocks are not accumulat- ing, as is usual at this time of year. Producers have marked up their quo- tations another %c. The market is in a very healthy condition and no further change is looked for soon. Rice—Quotations for new crop are settling down on a stable basis. Re- ceipts are expected now continuously tc increase, reports from the South being satisfactory. Fish—-Norway .mackerel remain un- changed and steady to firm; demand is fair. Irish mackerel are in very light supply; shore mackerel also are very scarce. Cod, hake and haddock have not awakened to the fall de- mand as yet, some sales being made for future delivery. Salmon are quiet and unchanged. Domestic sardines are stil] quoted on the basis of $2 f. o. b. for quarter oils; demand is light. Imported sardines are firm and in somewhat better demand. Provisions — Smoked meats are without change. Pure lard is firm at Yac per pound advance over one week ago. Owing to a good demand and short supply compound remains un- changed and in good consumptive de- mand. Dried beef, dried pork and canned meats show no change, the market being steady. ee et eee Detroit;—Clerk Davison, of the United States District Court, has re- quested Referee in Bankruptcy Da- vock to adjudicate the Monongahela Distillery Co., of this city, a bank- rupt concern. The company goes in- tc bankruptcy voluntarily. Involun- tary bankruptcy papers were filed Aug. 13. Official notice was served on the company, but no reply was made through the District Court. Traverse City—Smith & Hull, of this city, who are lumbering the North Manitou Island, have purchas- ed the stock of goods and store own- ed by F. A. Dean and conducted by him since its installation a year ago. Philip Thiel, who has been with the Hannah & Mercantile Co. for several years, has been engaged as manager of the store. Lay Munising — Hardwood lumber is finding a ready sale, but hemlock prices are not at all satisfactory and there is not much demand. Local manufacturers are not willing to sell at present prices ana have enlarged their piling room with the intention of holding their hemlock for better prices. nc Moran—D. Quay & Son, Cheboy- gan shingle manufacturers, are erect- ing a sawmill, with lath and shingle mills in connection, at this place, near which they own a large body of timber. About fifty hands will be employed. The mill will have a capacity of about 50,000 feet a day. tee Bay City—R. P. Eymer is erecting a planing mill and factory at Turner, a few miles north of this city. He has bought 1,000,000 feet of hardwood lumber at Tower which will be railed to Turner, 70,000 feet of pine and 40,000 feet of hemlock, all of which will be worked up in the factory. Escanaba — The Escanaba Veneer Co. has been incorporated to conduct a manufacturing and mercantile busi- ness, with an authorized capital stock of $25,000, all cf which has been sub- scribed and paid in in cash. _——_ ~&-@--—-—————— Chris. Telgenhof has opened a gro- cery store near Zeeland. The Judson Grocer Co. furnished the stock. MICHIGAN TRADESMAN September #, 1909 CIVILIZING INFLUENCE. Effect of a Model Store on Its Pa- trons. The real merchant prince of this country is at Prairie Farm, Barron county, Wisconsin. His name is George E. Scott. He came there way back in 1883 and made what would be called a fortune at country merchandising. The facts as to how he made it, or whether he made it at all, aren’t so interesting as what he did with it aft- er arriving at the local degree where the village banker greeted him with a smile instead of a sigh. He did not do the way of most country merchants who arrive at a six-figure bank balance—that is, go up on the corner of Pleasant View avenue and West Main street and display his vanity by building a frame dwelling on rock-faced cement blocks, with a front gable and porches that could have been the pride and a mon- ument to the loss of several fingers on the part of any country — scroll sawyer—one of those houses of rink- like largeness, to which the village host points with his whip when he takes you out driving behind a team of young spit-fires that ought to be in @ circus cage instead of hitched to a stingy-seated spider buggy. Neither did he move off to the city tc enjoy “advantages” while contin- uing to do business at the old stand. Here’s what he- really did: He built the most beautiful coun- try store in America. He didn’t just jam it up between Ike Splivens’ Fifteen Ball Pool Room and Monke & Wheatly’s hide and tallow warehouse, but-he bought a four-acre lot opposite his old store, erected the new one in the center of it—a low Spanish Mission style of building, with light on four sides, ap- proached by a winding drive, and sur- rounded with trees, shrubs, geomet- rical flower beds and a lawn like a fairy carpet. When Scott adopted the Mission style of architecture for his store he did not know that he was really build- ing a Mission, but it is a great deal more of a Mission than many a build- ing intended as such. There are rest rooms for women patrons, play room for children, loaf- ing room for the men and a general reading room with all the latest mag- azines on a big center table. Then there are toilet rooms equipped with the most modern plumbing fixtures and hot and cold water. Just think of a rest room for the hard-working, child-bearing country women after a long drive over the country—with couches and rocking chairs and even cribs and swings for their babies. While the decorative scheme of the store proper is very simple, yet the cabinet work is of as good a quality as that of a Pullman car. There are mirrors here and there, built-in seats for the clerks and patrons; there is plenty of working room behind the counters, which, by the way, are as clean and clear of rubbish as the space in front that everybody sees. In the rear, but connected with the main structure, are the stables where the farmers’ horses are cared for without charge—every comfort for man and beast—and they do say that there isn’t a pound of horse flesh in Barron county that will be driven by Scott’s store without a protest. Now isn’t this a study for you in practical psychology? + oe There is an old saying—something about judging a man by the company he keeps. There is no better way of judging men Or institutions than by the build- ings they put up. Louis H. Sullivan, who made a so- cial study of the practice of architec- ture, once said: “Show me the build- ing and I will show you the man who paid for it.” This is even so unto nations. The architecture is a history of a people. You can look at the outside of this building of Scott’s at Prairie Farm, Wisconsin, and see that there are honest goods and honest transactions on the inside. Man creates in the image of his thoughts. Scott’s store is the efficient concep- tion of an efficient man. A straight-thinking, prosperous man will employ a straight-thinking archi- tect, and allow him in turn to em- ploy straight-thinking masons and metal and cabinet workers to execute the work, and the completed structure will be in the image and likeness of the man who paid for it. Ask any architect or contractor, and they will tell you that they were never allowed to plan or execute a building better than the man who paid for it, unless they had the time or will to educate him to their stand- ard. Men do as they think. The question you will naturally ask is: “Does this Scott store pay?” There is a tradition among country merchants that if one builds a new store after making a commercial success in an old building, the farm- ers think the merchant has made too much money off them and quit trad- ing with him. The reason for this tradition is not where they think it—it is not in merely building a new store. It is in the fact that when most country merchants rebuild they build a city store in the country rather than a country store. Scott’s move was not a failure, for while it is a beautiful store, expen- sive, yet it expresses a country store in every line. It is just like a new machine for more efficiently perform- ing an old function. Instead of a woman going in behind a pile of box- es to care for her babe, as we have al! seen in a country store, they have a room, private, with all of the com- forts of a home. The reason the city store has al- ways failed in the country is that it is arn attempt to force manners, meth- ods and customs on country people when they are opposed to their mode of life—unnatural. Scott saw all this. a ee Any institution occupying so cen- tral a relation to a community can have an influence upon a people. This store of Scott’s is actually a civilizing influence. They say that all the farmers wipe their feet before they come in and they tell a_ story about one man who unthinkingly spat upon the floor and_ realizing where he was, got down on his knee and wiped it up with his handker- chief. . Scott’s store is actually a prosper- ing influence, for it renders people more orderly in their work and liv- ing, which is a sure road to economy. If they are more orderly they will have more, and on the law of aver- age they will spend more at Scott’s store, and he will reap the reward of the prosperity which he created. This is making money honestly— scientifically. David Gibson. ae Wherein Faith of Friend Proved Tor- ture. “I had an awkward experience last week,” said a traveling salesman. “My power of speech is said to be my fortune, but on this occasion it was an actual torture for me to keep up my end of a conversation. “In the parlor car, while steaming out of Chicago, I picked up an_ ec- quaintance with a stately old fellow, a superintendent of schools in one of the Eastern cities. He happened to mention that his native place was a small town in Iowa. I rapidly re- called that I knew a man who came from that section. Thomas Banks is as good a name as any other for him. “"What! Do you know Tom Banks?’ exclaimed the old man, ex- cited and smiling. ‘Is that possible? Would you believe it, Tom was my protege back home. I was principal of the high school and he was one of my favorite students. When he ex- pressed a desire to study law I help- ed him evenings—for a space of two years, I believe. At last, when he decided to go to college I paid him my last farewell, for I left the State before he returned from the first term. But a few years later when he entered a Chicago law firm I gave him a fine recommendation. I got a few letters from him, several after he was admitted to the bar, and some newspaper clippings indicating his progress. But, tell me, how is he get- ting along? I am anxious to hear.’ “The old man’s enthusiasm about Tom Banks was thorns and needles tc me. Would vou believe it? On the very day before this conversation took place Banks had been indicted for jury bribing. From the reports in the morning papers it certainly ap- peared that they had the goods on Tom. It was the big thud in a long slide which Tom had been _ taking down the moral chute. The affair was given an especially ugly color be- cause talk was circulating among the Bar Association members suggesting the disbarment of Banks for reasons other than those offered the grand jury. “Now, what was I to do? Was I to divulge Banks’ downfall to that nice old fellow who was taking such a genuine pride in the lawyer he had given the initial lift? I decided that it was best to keep him in absolute ignorance of the proceedings the day before. To have done _ otherwise would have been cruelty. “Between our chairs lay a morning newspaper. The front page contain- ed a ‘display’ headline bellowing the indictment of ‘the well known attor- ney, Thomas T. Banks.’ The paper was folded so that a first glance would not tell the story. Fear seized me that my new friend might pick up the paper and scan it. I eased the sheet away from him, with my foot, carelessly picked it up and then by ‘accident’ allowed it to whisk out of the window. ““Tom Banks is pretty well to do now, I said at length. ‘He is mar- ried, lives in a swell suburb and owns an automobile.’ “‘I am so glad to hear that,’ said the educator. ‘I was always certain that he would turn out well. He was a young man who seemed to have the ability and force to accomplish every- thing he set out to do. I never shall forget his studious industry. A straightforward young fellow is Tom Banks, don’t you think so?’ “I feebly responded in the affirma- tive. I personally knew of several instances of legal crookedness he had accomplished. Those were when the ax failed to fall. “Then the old superintendent gave me a breathing spell by asking me about Tom’s family. I knew them fairly well, and not a word could be said in disparagement of Mrs. Banks. T enlarged on the beauty of Tom’s heme life, which delighted the edu- cator immensely. “He told me incidents of Banks’ school boy days. The old man must have had real affection for him, for he remembered minute incidents throwing light on Tom’s side-tracked virtues. In school oratorical contests, it seems, Tom was a shining light. He was a peerless debater, and accord- ing to the superintendent he even swayed the emotions of the judges at such contests by his eloquence. I be- lieved it, for Tom can sway juries, too, although it is his method to supplement argument by bundles of money exchanged in the dark. “I tell you I wae glad when my companion took his leave and went back into the Pullman. The strain of upholding the reputation of Attorney Banks was getting painful to me. Aft- er he had taken his leave JT made a complete round of the parlor car and heaved overboard every Chicago morning paper in sight. I believe mv press censorship was effective, for when I changed trains the next morn- ing and took my leave of the super- intendent he still referred pleasantly to the success of his protege. I think this incident throws some light on ‘youthful promise.’ ” E. E. Morgan. —————__?—-—____. The poorest man in. this world’ is 1 1: ° tne one who owns nothing but riches. times 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. tee _" Sipe September 1§, 1909 HOPE COTTAGE. Cordyvan’s Last Attempt To Escape the Bondage of Drink. Written for the Tradesman. Just at the break of day on a quiet summer morning, while the grass was still drenched with dew, before the rays of the rising sun had dispelled the dampness of the night air, or even the birds had begun trilling forth their usual greeting to the com- ing day, there might have been seen cn the grassy embankment of the little cobbler shop the words: Hope Cottage, formed with whitewashed stones. The old shoemaker was just com- pleting the task of putting the stones in place when an early rising neigh- bor discovered him at the work. Judging by the smiles and_ the comments nearly every passerby who noticed the words seemed to be im- pressed with a sense of the ludi- crous, “Cordyvan has developed into a landscape gardener, it appears;” or, “Cordy is beautifying the spacious grounds about his palatial residence,” were among the jocular remarks as neighbors met at the grocery or post- office. Some saw ir this decoration and in the morning-glory vines trained over the porch an evidence of a love for the beautiful; while others as they saw him busy in his little garden no doubt thought his object was to fill up the gaps between jobs of cob- bling. Few, if any, understood the deeper meaning of the words or real- ized the motive which caused the old shoemaker to keep busy early and late with such trifling matters. Hope Cottage meant more than simply a pretty name for the build- ing which was both shop and dwell- ing. There, far away from the city, where for years he held a place in a shoe factory as the best workman among thirty, drawing $21 regularly every Saturday night, and just as reg- ularly returning to his work on Mon- day morning with the money all scuandered, Hope Cottage, with its garden and flowers, was to help him remember his home in faraway Eng- land. It was to remind him of the time when he had a wife and child for whom he worked and abundantly provided by his industry at his chos- vocation. By these memories he endeavored to bolster up his resolu- tion to be a man once more. It be- tokened a hope of escape from the bondage of drink. It was a place of refuge, a fort, an entrenchment against an enemy. Far away from former boon companions, with no abundance of mioney—just enough to eke out a living—he hoped to be a sober, decent man once more. The wife was long since dead, the daughter married and he had come to the conclusion that no one cared for him, and so had gone on with his drinking, squandering health and wages. But he was not an old man after all—a littie past 50 perhaps. There came a time when his em- ployer had to let him go. His next work was in the city park as a day laborer, and then he went or was Cry kindly sent out into the country and worked on a fruit farm. Rumor said he had spent a winter in the county house. Finally he found this cob- bler shop and a demand for cob- bing. He rented the building and soon the shoes and the harnesses came in to be repaired. He was a genuine shoemaker—not simply a cobbler. Quiet, respectful and ready to accept other work aside from his trade when cobbling was slack, he was welcomed as filling a need in the community. Had he continued thus he could have made a living and won the respect of all. When a man has reached middle life and is able to work, with no fam- ily to support, there is something wrong somewhere if he has no home, no money ahead and no clothing ex- cept what he has on. Sooner or later the reason will become apparent. Nearly every one at the “Corners” was subject to be nicknamed, and be- cause of his frequent reference to and praise of a certain kind of leath- er it was not long before all the “boys” were calling him Cordyvan. The nearest saloon was six miles away, but it was only a half mile to the cider mill, and there he found hard cider. For about a year his ci- der drinking did not appear to inter- fere with his work. But with the ad- vent of a new-found crony to drink with him moderation was forgotten. The more cider they drank the less they felt satisfied with it, and away they went to the village saloon to get something stronger. When the shoe shop door was lock- ed all day and Cordyvan, sleeping off his drunk inside, would not arise to deliver the repaired shoes or take in more work the people began to be disgusted. They would not patronize him when he was not “sick” and wanted work. So it went for a year or more. What the intluences were which led him to designate his abode as Hope Cottage and endeavor to make a stand against his old habit per- haps no mortal will ever fully know. It may have been that the old deacon whose physical labors were ended and who was waiting for the call to his rest may have had something to do with it. Having himself left old England when a young man to seek his fortune in America and having come from the same part of the Old Country he often sat and talked with the shoemaker while he worked. However strong may have. been Cordyvan’s desire’ for reformation the old appetite—the bondage of drink—was stronger and his sprees became more frequent. His little ac- counts with the grocer and meat man were not promptly paid when he had obtained sufficient money to pay them as at first. The unnatural thirst held first claim. An attempt was made to oust him from his shop and rid the village of his presence, but he had a contract to buy the shop, and when the case was tried before a justice of the peace Cordyvan’s claim was established and he continued to hold possession until no work and no money forced him to seek another lo- cation. He found it in a village where MICHIGAN TRADESMAN there was a saloon. Then he sold his claim in the shop, paid his accounts and departed. it was prophesied tha he would spend all his earnings in the saloon and that when winter came the town would have to sup- port him. A man may be able to stand hard cider or beer or even stro ger li- quor for a good while, but to par- take of the deadly dope which is oft- en concocted by the legalized dis- penser of beverages may result in a speedy demise. Six weeks later it was said that the saloonkeeper’s “strych- nine and rain water” had its for Cordyvan. On a Sunday morning he had walked a mile or two done work to see an old chum, sat down on a} lounge and breathed his last. The daughter could not be located and the town had to bury him. So he sleeps in a pauper’s grave. Hope Cottage could not save him from the bondage of drink, and the fact that he hoped by the memories of other days to lead a better life showed that he could not depend on his own strength or resolutions. Help- less by himself, he rejected the only | adequate source of strength. He spoke with courtesy of the Bible. In his sober moments he treated his fellowmen respectfully, but he had no respect for his Creator who had bestowed upon him a measure of strength and skill and intelligence which rightly used would have made 7 road Company laid its tracks of the cheapest material obtainable. The timbers were not properly supported, while the iron rails were so light and thin that the cars would not stay up- on them. The flanges on the wheels of the bobtail cars purchased for use on the line were so wide and those upon the rails so short as to serve no purpose in directing the course of the cars. When the road was put into Operation a change in the rails was proven necessary and this was effect- ed by turning the bottom sides up- ward, the’ timbers supporting the same guarding the course of the trucks when the cars were in mo- jtion. The running of a car over the } | rails from the starting point, on the jcorner of Monroe and Division streets, te the entrance of the fair grounds Hall street and Jefferson avenue without its leaving the a+ at rails from one jto ten times was a rare incident. Pa- i inconveniences | | land Miller built him an honor to any community. He | might have been a blessing to his fellows and left a name worthy of | remembrance. To live for self alone is to make a failure of life. The choice which is made in youth will determine the course of one’s later days. No is safe who trusts his strength and wisdom. one in own To end a life in peace and satisfac- tion one must yield to right influ- ences, must choose a course, must place himself in the care of One right can “keep thee from falling.” E. E. Whitney. 2-2» ____ Crigin of the South Division Street Railway. Written for the Tradesman. When the Michigan State Agricul- tural Society voted to hold its fair on the grounds of the Kent County Agricultural Society in the year 1873 the need for cheap and rapid facili- ties for transporting the people to and from the fair was made appar- ent. The late William Winegar and Henry Miller were induced to take up the matter and owners of prop- erty located on South Division and Hall streets invited to contribute to a fund to be raised for building a street railroad. Votes were- pledged to the amount of $12,000 by the own- ers of property—a sum more than sufficient to pay the cost of the road. In the early seventies the cost of building commercial railroads in the State of Michigan averaged $16,- 000 per while street railroads, hecause no grading, bridges or cul- verts were required and rights. of way had been provided by the public, could be built for $6,000 per mile. The South: Division and Hall Street Rail- mile, | blocks. lers improved the road | doubtful, who is “mighty to save;” Who alone | trons of the road submitted to these travel of good-nat- uredly, recognizing in the enterprise the initiative of future. better service in the When a car jumped the track all male passengers assisted in replac- ing it by lifting, while the ladies add- ed their to assembling the the weight of presence the labor by upon {platform opposite the one which the men were lifting. Messrs. Winegar of their line through Fifth avenue to the base an extension 1 Is on Jefferson avenue and Lafayette the convenience it hal roti ball groun south on street several Operating road proved able and af- forded aided materially in building up profit th 1e the south end of the city. The own- time to substituting light The property gained in value rapidly and when it was sold to the from in one summer the beginning. rails for thin ones in the Grand Rapids Street Railway Company it brought a very It is the road would have been built in the year 1873 but for the liberal financial support furn- ished by substantial sum to the owners. however, if the owners of property on the route proposed. In that year the territory south of Wealthy avenue was but sparsely occupied. The greater part of the land was tilled by small farmers. Arthur S. White. Plenty of Them Here. “T see an American girl is to marry a Portuguese pretender.” “She might as well stay at home and an American pretender. | e ’> did. marry ——— a Many think they are saints because they affect to sneer at the dollars they are too slothful to earn. - THE MALLEABLE BULI- DOG Faultless Malleable Ranges have the FIVE ESSENTIALS: Design, Finish. Ma- terials, Workmanship and Durability. Write for new catalog. “Range Reasons.”’ Si. Charles, Illiaois Faultless Mall, Iron Range Co, 8 ~~ = . sy “ * September 8, 1909 DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Corner Ionia and Louis Streets. Gran@ Rapids, Mich. Subscription Price. Two dollars per year, payable in ad- vance. Five dollars for three years, in advance. Canadian subscriptions, $3.04 per year, payable in advance. No subscription accepted unless ac- companied by «a sign order and the price of the first year’s subscription. Without se nstructions to the con- trary all subscriptions are continued ac- cording to order. Orders to discontinue must be accompanied by payment to date. Sample copies, 5 cents each. Extra copies of current issues, 5 cents: of issues a month or more old, 10 cents: of issues a year or more old, Entered at the Grand Rapids Postoffice as Second Class atter. BH. A. STOWE, Editor. September 1, 1909 FOOL NEWSPAPER TALK. Led on by the Free Press in Eastern Michigan practically all of the daily papers in the State are throwing an elaborately evolved and, to those not conversant with the facts in the case, a somewhat plausible fit over the re- cent incorporation of eighteen hydro- electric power companies in Michigan at Lansing. payable Naturally enough, looking solely at the abstract fact that there are un- developed water power privileges in Michigan, there must be someone who has eyes upon those privileges and is striving to interest capital for the development of such utilities in embryo. Thus the matter becomes purely a question of finances, to the total ex- clusion of latitude, longitude and en- vironment. Thus Messrs. Hodenpyl and Walbridge, having been desig- nated as fiscal agents, their ability and resources must be analyzed and “placed.” In this dilemma there is but one solution, and so the General Electric Co.—that big black bogie of the amateur electric world—is desig- nated as “the milk in the cocoanut.” This fairy tale presupposes that the Hodenpyl - Walbridge syndicate, strengthened by the Loud-Woods- Potter-Clark interests, are too lazy, dependent and timid to swing the thing on their own account and, com- pelled to surrender to the General Electric, are trying to hoodwink the people of Michigan by going through the mere form of incorporating nearly a score of separate companies, repre- senting an aggregate capital of about three millions of dollars. The facts in the case are that Messrs. Loud and others have for over two years been making explora- tions and tests as to possible water power privileges along the Au Sable and Rifle Rivers. They know with reasonable accuracy as to the aggre- gate development possible. They also know, however, that such a develop- ment depends upon the possibility of disposing of the power to be created at a profit. The territory thus under consider- ation is from seventy-five to 150 miles _away from the districts which would be able, if they possessed it, to util- ize that power. To transmit that MICHIGAN TRADESMAN power over such distances means an immense investment for towers, cop- per wire, rights of way, subsidiary power stations and all the rest of a great carrying system. This being the case it is natural and good business to interest the light and power com- panies and the interurban railway companies already in Bay City, Sagi- naw, Flint and other towns which, it is hoped, are to be served in the pro- motion of the greater project. More- over, it is a proposition which may be comfortably realized without appeal- ing to or accepting the dreadful aid of the General Electric Co. The gentlemen who have put mil- lions of dollars already into the initial campaign—the making of surveys and tests, the securing of flowage rights and the obtaining of estimates—are quite competent to proceed with their operations and are showing excellent judgment in enlisting the co-operation of Messrs. Hodenpyl and Walbridge. These gentlemen, thoroughly ac- quainted with the experiences of the Grand Rapids-Muskegon Power Co. and the Commonwealth Power Co. in the cities they serve, know as to the percentage of unreliability there is in the operation of hydro-electric power plants; they know that subsidiary power plants at Bay City, Saginaw, Flint and Owosso will be required during the fall months of each year to be ready for emergencies liable to arise at any time. Knowing these things no gentleman interested in the various corporations is ready to turn his investment over bodily to the General Electric Co. A WISE PHILANTHROPY. Most people wish they had money and a lot of it and many of them say they wish they had money that they might give a good deal of it away to those who are needy’ and deserving. It is the business of everybody to help the worthy whose needs are brought to their attention. The ma- jority of folks are charitable or of charitable intent. Those of moderate means probably give more propor- tionately than those of larger wealth, yet in these latter days it is fortu- nately coming to be fashionable to Zive money for homes, hospitals, colleges and eleemosynary institu- tions of various sorts. It is to be re- egretted, but can not be denied, that there are a good many who pose as poverty -stricken applying for aid, who ought not to have it. These im- posters do irretrievable damage and keep the worthy poor out of many a dollar they would otherwise have. Institutions are always nagging those suspected of having money, and the begging letters which a multi-million- aire receives would fill a basket every day. It is for these reasons that it appears to be better to give through some organization whose agents are always on the lookout and are famil- iar with conditions, so as to be able to discriminate between the worthy and the unworthy. All his life long Russell Sage ac- cumulated wealth. He made immense sums of money and kept all he made. Though many attempted it, few were able to touch him with appeais for funds. When he died he left his wife a vast estate and apparently she is exercising just as good system and sense in disbursing it as he did in collecting the fortune. It is so well established as to need no argument to prove that the best thing which can be done is to help people to help themselves. Giving money outright as a donation is very liable to pau- perize the recipient in cases where the recipient could do something to earn the cash. Another way is to enable the worthy poor to get more for their money than they otherwise could. Mrs. Sage has been acting on this principle and has already built more than forty six-room cottages not far from her home on Long Island. They are for the use and oc- cupancy of young working people, and the rent of no cottage is to be over $12 a month. She has recently purchased half a hundred more lots upon which as many other cottages will be constructed, all fitted up with modern equipments and improve- ments. Presumably the tenants are permitted to purchase on easy terms if they desire. This is a substantial, common sense philanthropy. It en- ables these young working people to get more for their money than they could anywhere else, but preserve their self-respect, encouraging them at every step. Incidentally, by this means Mrs. Sage is getting some very good neighbors. GREAT COMET COMING. The astronomers all over the world are now on the lookout for Halley’s comet, the most famous of those wandering bodies that visit our sky. It may turn up at any moment to those night watchmen who are gaz- ing through telescopes, and it ought tu make its appearance any time from the beginning of September, which is almost here, to the end of Decem- ber. This comet, named from Edmund Halley, astronomer royal of Eng- land, whose studies and the informa- tion put forth by him on the subject are of the greatest interest, is the most important of such bodies known to ws because of its return every sev- enty-five or seventy-six years and its association with notable historic events. It was blazing in the sky in 1066, when William of Normandy crossed over from France with an army and conquered and took pos- session of England. It appeared in 1456, after the Turks had captured Censtantinople and were starting out to conquer Europe, whose people were aroused to such a pitch of panic that everywhere in the churches the people prayed to be delivered from “Satan, the Turks and the comet.” For long ages it was not known that comets belonged to our solar system and made periodic visits and it was through the studies of Halley, who investigated the comet of 1682, that their periodicity was discovered. He identified the visitor then appear- ing with accounts of the comets of 1456, 1531 and 1607 and he predicted its return in 1759. Of course Halley did not live to see his prediction fulfilled, but as the year approached there was great in- terest manifested in the outcome. Would the comet appear? We can im- agine the intense anticipation of as- tronomers as the time drew near. And they were not disappointed. The comet was discovered on Christmas night, 1758. It was several months before it was in a position favorable for observation. In April and May it attained great brilliancy. Its tail reached a length equal to more than half the distance from the zenith to the horizon. It was a great spectacle. This interesting comet appeared again in 1835, and now it is almost due for another visitation. That a comet can wander two thousand mil- lions of miles from our sun and still not be out of its reach and power of attraction passes imagination when we reflect that cur earth is only nine- ty million of miles away. When the comet shall come back to the sun it will approach that luminary as near as twenty millions of miles. Should it fall into the sun that would make a spectacle of extraordinary interest and some of the astronomers ex press the fear that it would stir up the solar fires to such a degree that the excessive heat might burn up our earth. Fortunately for us who reject the notion that the sun is a blazing fire, but have a full and complete faith that it is a titanic electric light, we have no fears of such a catastrophe. The only possibility of damage to us is that a comet might run into our earth and give it a terrible jolt. The theory is that comets are the frag- ments of planets that have been brok- en up by explosions, and that they are composed of vast collections of rocky bowlders, dust and other de- bris. They are probably shining by light reflected from the sun or their rocky fragments grinding together generate enough electricity to make them luminous, Unfortunately for the astronomers, they have overloaded their theories with matter and ‘mathematics and have given the electric conditions and possibilities of the celestial universe little or no attention, hence their ig- norance of the real nature and oper- ation of the forces that control them. The ancients regarded comets as portents of evil, as flaming swords in the sky presaging destruction and slaughter. Many persons doubtless remember the great comet that flam- ed in the sky in 1861 when the war of the rebellion was brewing. A comet attended the assassination of Julius Caesar and the downfall of the Roman empire. Another officiated at the Norman cenquest of England, while still another was present when the Turks first successfully invaded Europe. There were many other such terrifying visitations recorded in history, but our world and its in- habitants Survive. Therefore, we need give no regard to the coming comet, which is, doubtless, going to pay us one of its regular periodic vis- Its, which it has been doing every three-quarters of a century : solar system began. : ——_—_—_———— ee They who have the bread of life for since our a world have no right to waste time fighting over its history, Pe “4 Ve = - September 1§, 1909 MICHIGAN TRADESMAN REAL RULERS OF MEN. Possibly after Washington, and in many respects before him, there is no American whose personal charac- ter has produced as profound an im- pression upon the people of the age in which the lived as was achieved by Robert E. Lee. Washington was the embodiment of the active energy and zeal that carried to a successful conclusion the war that established the independence of the American Republic. Patrick Henry, by his fiery oratory, aroused the American people to the pitch of excitement and interest that made them ready for revolution. Jefferson, Adams and Franklin formulated the doctrines and principles upon which the movement was to be based, but when it came to taking up arms Washington was the moving and gov- ernie force. He was a man of strong and positive nature, who made enemies as well as friends, but, de- spite open opposition and_ secret treason, he carried with him the great body of the people and brought a seven-year war to a successful issue and close. But the tribute that is paid to Washington is more of admiration than of love, and perhaps the greatest act in his entire career was his stern and determined rejection and casting aside of the crown which his victor- ious army had offered him. Lincoln is often placed by the side of Washington in the historic gallery of the Republic’s greatest men. He was a man of great strength of char- acter, and his devotion to the cause of the Union was beyond all expres- sion sincere and unselfish, while he never lost his sense of justice to the South and its people while he was exerting all the power and energy of his section and its superior resources of population and material to subdue them. It was in his desire to restore the Union, with every State in its place, that he demonstrated his great- ness. But in a world tribute of love, as well as admiration, Lee surpassed them all. Colonel Henderson, the great English critic of strategy, auth- or of a famous life of Stonewall Jackson, in a commentary on the wonderful achievements and character of Lee, quotes a line in Latin from Lucan’s poem of Pharsalia—“Victrix causa deis placuit, sed victa Catoni” ——(“‘The cause of the conqueror was favored by the gods, but our hearts were with Cato, who upheld the cause of the conquered.”) Such, at least, is the meaning freely translated, and as time goes on more and always more hearts are with Lee. A notable evidence of this is seen in a succession of articles on “The Battle of the Wilderness,” in the At- lantic Monthly Magazine, from the pen of General Morris Schaff, of the United States Army, who was an or- dinance officer at the time, and was actively engaged in the field during Grant’s campaign against Lee in the Spottsylvania Wilderness. Says Gen- eral Schaff in the Atlantic for August: “What was it that so animated Lee’s army that, although only about one-half as strong in numbers as we were, they fought us to a standstill in the Wilderness, and held their lines at Spottsylvania, although we broke them several times? What sustained their fortitude as they battled on, month after month, through that summer, showing the same courage day after day, until the times and seasons of the Confederacy were ful- filled?” He answers his own question by de- claring that it was Lee’s wonderful personality that wrought an almost magic influence on his army. “Men,” said Bonaparte, “are nothing; a man is everything.” Says the writer in the Atlantic: “In looking for the source of Lee’s personal influence, we have to go back, I think, to the inherited habit of respect which the people of the South paid to social position. It was not born of a feeling of subservience, however, for the poorest ‘cracker’ had an unmistakable and unself-con- scious dignity about him. He always walked up to and faced the highest with an air of equality. No, this latent respect was a natural response on the part of men of low estate to good manners, and oft-displayed sym- pathy. Lee, by his connection through birth and marriage with the most dis- tinguished and best families of Vir- ginia, represented the superior class. Moreover, that he was a Lee of Vir- ginia, and by marriage the head of the Washington family, thad,. from one end of the South to the other, a weight which the present commercial, mammon-worshipping age knows or cares but little about. “Again, nature in one of her moods had made him the balanced sum, in manners and looks, of that tradition of the well-bred and aristocratic gen- tlemen, transmitted and ingrafted at an early age through the cavaliers into Virginia life. But for his mili- tary prowess he had something vastly more efficacious than ancestry or fill- ing the mold of well-bred traditions. He had the generative quality of sim- ple, effective greatness! in other words, he had an unspotted, serenely lofty character, whose qualities were reactive, reaching every private sol- dier, and making him unconsciously braver and better as a man. So it is easy to see how the South’s ideal of the soldier, the Christian and the gen- tleman unfolded, and was realized in him as the war went on. His army was made up chiefly of men of low estate, but the truth is that it takes the poor to see ideals. “Taking into account, then, these two mysterious yet real forces, re- ligion and exalted character, we have all the elements, I think, for a com- plete answer to the question we have raised.” General Schaff’s explanation is probably too metaphysical and com- plicated when given in detail. The simple fact is that the great general had gained the absolute confidence of his men. He had always led them to victory; he had never been defeated, never driven from the field, no mat- ter how great the odds against him. Then there was his noble, generous and self-sacrificing disposition, al- ways caring for his men and always sharing with them their privations and hardships. This made them love him. There was Stonewall Jackson, an iron man, with no tenderness in his disposition, no gentleness towards friends or enemies, and one of the fiercest fighters in the world. In re- ligion General Jackson was like the grim old Covenanters of Cromwell’s time. He was never beaten, and he had gained the absolute confidence of his men, who fully believed that when he led them to battle it was to vic- tory, and so they idolized him, but in a way totally different from their love for Lee, but no less devotedly. In each case it was character that won and controlled their men. Lee and Jackson stood for honor, truth, fidel- ity to principle and for unflinching courage in behalf of what they be- lieved was right. It was so with Washington and Lincoln; it is so with every man who gains and holds the respect of the people who know him, and without character no man or woman can secure any honorable love and regard. GAS ENGINES IN NAVIGATION. That internal combustion engines will eventually be used as the motive power of ocean-going ships is widely believed, although some of the prac- tical problems connected with the de- velopment of the gas engine may make the adoption of that power in navigation less prompt than could be wished. The sort of gas engine com- monly referred to as the one likely to be employed in navigation is the sort that uses coal gas, the gas being developed in the ship itself from ordinary coal. Some _ experiments have already been tried with more or less success in the use of such gas engines for the propulsion of ships, the most important experiment hav- ing been made by the British Ad- miralty. There is an experiment now _ in progress on the Rhine which is worth nothing, because it not only shows an effort to put gas engines to practical use, but it includes the employment of lignite or brown coal as the gas producing material. A boat which is employed to tow bigger vessels up and down that river has been provid- ed with two internal combustion en- gines, each of 200 horsepower. They are operated by means of gas manu- factured from brown coal, or lignite, and that material is supplied in the form of briquettes, made by adding some glutinous substance like tar to the pulverized coal and moulding it in blocks of a convenient size. Accord- ing to a correspondent of the London Times the briquettes are delivered on the boat for nine English shillings (about $2.25) a ton. It is estimated that the cost of briquettes enough to drive a boat of 500 horsepower would be slightly more than 50 cents an hour. Lignite is inferior in heating quali- ties to bituminous and anthracite coal, and for that reason it does not com- mand a ready sale, even where it is abundant. If the Rhine experiment proves an entire success a new use may be found for lignite. It is said that no difficulty has been experi- enced in purifying the gas made from this substance, hence the cylinders of the engines have not clogged from its use as much as would have been the case had bituminous coal been used. If it can be shown that lignite can be made serviceable on the water it would be equally serviceable on land. The experiment being conducted on the Rhine should therefore be care- fully watched, both because of the light it may throw on the value of the internal combustion gas engine for navigation, as well as upon the value of lignite in developing what is known as “producer gas.” THE NEAT PACKAGE. A child who was sent to buy twen- ty-five berry boxes came home with a humiliating trolley car experience. They had been wrapped in paper at her special request, the dealer simply handing them out unwrapped until she protested. But the string did not protect the ends. It was tied loose- lv around the middle of the package and when she reached the station the column was broken and the flew in all directions. boxes They were gathered and piled anew, to repeat the spilling process as she entered the car and when leaving it “I was kept busy,” she reported, “Say- ing ‘Thank you’ to the different peo- | ple who picked up the boxes and hand- jed them to me as I was going along the aisle.” One or two lengths of string over the end of the package would have rendered it not only secure but neat, and saved the child humiliation and the grocer some of his reputation. The excuse that he “supposed she had a rig at the door” is scarcely suffi- cient, especially after she requested him to wrap them up. Besides the boxes needed protection from dust, even if their segregation caused no personal inconvenience or embarrass- ment. With children particularly should it be a special care to do up all pack- ages securely. Soiled goods are not warmly welcomed in the home. If some of the trimmings are lost through careless wrapping another dealer is apt to get the next patron- age. With cheap paper—that of suffi- cient strength to endure ordinary strain is a necessity in good busi- ness—with plenty of stout twine to hold it in place during the transit the strong, neat package is too good a trade mark to be ignored. cipencaoscnieneiiisuamiaacceetss The areoplane business continues brisk. The machine navigated by the Wrights met all requirements and was taken by the United States Army and its manufacturers realized about $30,000 in all from the sale. Now the Navy Department wants an aeroplane which can rise from the water and one which when it strikes water again will float like a duck. Specifications are going to be made and proposals asked. (What is de- manded is a rather more severe test than that asked for by the Army. The Navy wants an airship which shall not only be a ship in air and on water but which can remain in the air four hours, carrying two passengers and having a speed of forty miles an hour, There is no doubt whatever but that the Department will get what it wants, 1 4 MICHIGAN TRADESMAN September 8, 1909 —— AN) | ——, id) 4: of ". . e} s(t Good Temper the Keystone of Hap- piness. There always has been and doubt- less always will be much discussion as to what qualities are most to be desired in a husband or wife. From time to time symposiums on the sub- ject have been held by popular family magazines, in which hundreds of votes have been pretty evenly divided between the various virtues of man- kind, domestic and heroic, not forget- ting the practical desideratum of a comfortable bank account. But of all qualities which are con- ducive to happiness, not only in the close companionship of married life but in human intercourse in general, there are few to equal—none to sur- pass—the homely one of good tem- per, which has well been called the parent of the virtues, since it is the foundation of peace and kind feeling for one’s fellow men. There is nothing which so much makes for the misery not only of its possessor, but of all who are so aa WHTESs is Kup eS? pee \ Kn eee” 7 TA LEM) Ye , p|i\i unfortunate as to be intimately asso- ciated with him or with her as an un- governed and unreasonable temper. No one on earth, excepting perhaps an ill tempered woman, is so difficult tc live with as a really ill tempered man; and the worst of an evil tem- per is that, being indulged, it grows worse as its possessor grows older. Ill tempered people not only poison their own lives but also those of all who are obliged to share those lives. One never can tell when a tempest of temper may descend like a bolt from the blue, and life under such conditions often becomes almost un- bearable. Unfortunately, people who are in love usually for the time being bid adieu to common sense and reason. It was not without good cause that the ancient Greeks painted Cupid blindfolded. The portrait would have been truer to life had they instead given him rose colored _ spectacles. Lovers, in the first ecstasy of pas- sion, usually lose sight of everything excepting each other, whom they be- hold in a halo of roseate light which wholly obscures all defects. There is an old story of a suitor who, wishing not to marry any but an amiably dispcsed woman, made an attempt to test the temper of the girl whom he admired by upsetting a plate of soup upon her beautiful dinner grown, presuming that, as she had but little money, the gown would be of importance to her. She was charmingly sweet under the ordeal and, delighted at her amiability, the lover upon the first opportunity pro- posed and was accepted. Later on, when the bride proved to be little short of a virago, her disappointed husband reminded her of the inci- dent. “Oh, yes,” she rejoined, “I remem- ber; but did you think me fool enough to fly out at you in public? I was an- gry enough to have struck you, but I bit my tongue and _ smiled—of course I did. What else could I do? You ought to have seen me cry with rage when you had gone and I went upstairs.” It is not upon such occasions as this that the truth comes out, but in daily intercourse; not when lovers are lalone, but when everyday associates are present, that sidelights on charac- ter may appear. When the two go about together, let them each note the manner of the other to strangers, to old people and children in crowd- ed cars, to beggars—nay, even the manner of a man towards a stray dog sometimes may be an index of char- acter well worth observing. A man usually can see his ladylove in her own home, where her manner towards her family and theirs to her, especial- ly of the younger children, should be noted. The sister who is beloved by her small brothers and sisters usual- ly is lovable all the way through and is apt to be even tempered and com- panionable in everyday life. There is no more desirable trait for a companion in the journey of life than that of cheerfulness, the yoke- fellow of good temper. “A merry heart doeth good.” But cheerfulness is not merely hilarity or fun. It in- cludes the ability to look on _ the bright side, to make the best of every- thing, to refuse to meet trouble half- way, and to do one’s best bravely and hopefully. Such in- valuable and the worth of its owner truly is above rubies. Dorothy Dix. a disposition is ne es Preferred Age. “Ves.” said the old man, address- ing his visitor, “I am proud of my girls and should like to see them all comfortably married, and as I have made a little money they won't go to their husbands penniless. There’s Margaret, 25 years old and a_ real good girl. I shall give her a thou- sand pounds when she marries. Then comes Bet, who won’t see 35 again, and she’ll have two thousand and the man who takes Dora, who is 40, will have three thousand with her.” The young man reflected a ment or so and then nervously quired: “You thaven’t one about 50, have you?” mo- en- crn cr natin te tie cafe canes ae et If you fear to lose your dignity you have none worth losing. THE CALENDAR Monday—Opening Day. Tuesday —Children’s Day. Wednesday—Grand Rapids Day. Thursday— West Michigan Day. Friday— Automobile Day. se Every Day a Leader! ee Not a Dull Spot on the Slate! The Great Auto Day Friday will be ‘‘Auto Day.’’ See the wizards of the wheel whirl round and round the oval—a mile and more a minute—clipping additional frac- tions from the marvelous time already recorded. Don’t miss the auto races. Horse Features This year the notable Horse Show of 1908 bids fair to be ‘eclipsed, not only in number but in class of entries. Only Twelve Days to the WEST MICHIGAN STATE FAIR: September 13-14-15-16-17 {vs only twelve days to the biggest State Fair Western Michigan has ever seen. Twelve days is a mighty short time. Lay your plans now. Don’t miss this carnival of fun, interest, excitement and education. Just twelve days from today the gates open on the finest exposition this great section of a great state has ever been privileged to witness. Free Open Air Attractions Vaudeville and Circus Acts will be given every afternoon of the fair ona platform in front of the grandstand, consisting of Captain Treat’s performing Seals and Sea Lions; Arnoldo’s Jaugars; jungle animals, trained Leopards, Panthers, Landauer’s troupe of aerial bar actors; Simple Simon Trio, Trick Horse and Comedy acrobats. | Airship Races Airship races every day! tween the famous aviators Roy Knabenshue and Lincoln Beechey. Speed contests be- LOW RAILROAD RATES All roads leading to the West Michigan State Fair in Grand Rapids Sep- tember 13 to 17 will make one and one-half the one way fare for the round trip as the rate which shall prevail during the big fair. $18,000 in Premiums Will Attract [arvelously Interesting Exhibits | $6,000 in Purses for Trotting, Pacing and Running Races on the Fastest Track in America Send for a PREMIUM BOOK or for Other Information to E. D. CONGER, Secretary, Grand Rapids, Mich THE RACES There will be nine races at the West Michigan State Fair. Pacers will have five chances to start and trotters four. All classes will have $500 purses offered. | Entries close Tuesday, Sept. 7, and all races will be three in five, five heat limit plan. Get a Prize Every farmer or breeder in this locality should not fail to enter his | choice products at this year’s West Michigan State Fuir, which it is as- | sured will be the greatest in the his- tory of the organization. Cattle and Other Stock The special dairy tests, which have been features of the past three West Michigan State Fairs, will be re- | peated this year. = ste. ” al i — September 1§, 1909 MICHIGAN TRADESMAN CURIOUS ADDRESSES. Problems Which Postal Clerks Have To Solve. Written for the Tradesman. It is quite the proper thing to find fault with all servants of the gen- eral public. We growl at the tele- phone people if the service gets one shade below the speed of chain light- ning. The street cars come in for their share of censure. One single telegram gone astray or delayed will furnish subject matter for many a lengthy dissertation, and Uncle Sam himself does not escape if an occa- sional letter slips through the fingers of his employes and fails of its des- tination. But when one stops to consider the marvel is not in a letter lost here and there, a telegram delayed, an in- attentive street car conductor, or even not the promptest service from a busy telephone district. The vast volume of prompt and efficient work that is accomplished by all these different activities passes us by unheeded and unappreciated. It is all so well done in the main that it is only the lapses that impress us. Take, for instance, the mail serv- ice. Somewhere there must be sta- tistics giving the number of letters and other pieces of mail handled each year by the postoffice department, but we all know that it is enormous and we also know that the cases in which our Own experience can offer cause of complaint are scarcely worth con- sidering in comparison with the amount of mail that has come safely to our hand. How certain strangely directed letters ever reach their des- tination is really the matter for won- derment. In a package of envelopes before me there seems to be evidence that many individuals had conspired to put the postal people to a much se- verer test than any ever applied by a civil service examination, but back of it all is a very pretty story: certain town in Western Michigan there lives a man small of stature, sunny by nature, thoughtful of everybody, helpful to any who need help, the friend of all who will accept the free gift of his friendship and the loving service that goes with it. He has an eager, active mind; a heart big enough to compass first a great suffering humanity and then have room for all the joys and jokes that spring up in the pathway of such a soul. In a It is the mail of this man that holds interest, even to the envelopes which all may read, and stirs wonder that many of them ever made a hom- ing. For a man fairly well known in the State it is not especially remarkable that a letter mailed in Detroit and directed Mr. E. C. Dana, City, should have reached him in Niles, his home, for that falls within the scope of postal clerk wisdom and the keen scent for people. “Keyboard and Bellows Dana,” bearing its joke understood only by those concerned, “Literary Dana,” “My Gene Dana,” “The Ever Clever Dana,” and even the inversion, “(!) anaD” and all others in which any trace of the name appears are sure eventually to go the way _in- tended. A photograph pasted on the envelope, so man and picture can be matched up, like reduced fare rail- road tickets, and a pen-drawing of a winged head flew straight to the orig- inal. One envelope bears a musical staff, each letter of the name E. C. Dana represented by a whole note in its proper place except the “n,” which, of course, had to be written in. In other cases, however, the cause must be sought in the nature of the man and his far-reaching love for hu- manity: Most of us are early endowed with one name which, with certain possi- ble accretions, we carry to the end of life. The individual who can be rec- cgnized by a mere mention of cer- tain personal characteristics or by traits and services not generally nois- ed abroad must have lived his life with emphasis. Except for town and state, just the mention of a single characteristic is all that appears on a number of en- velopes, as “Altruism Personified,” “Everybody’s Friend,” “Unlimited Good Influence,” “The Little Prince,” “To the Harbinger of Happiness,” “The Man with the Angelica Disposi- tion,” “The Immortal,” “The Peerless One,” “The Constellation, Ursa Ma- jor,” “The Little Nugget,” “The Man, Who Is ‘It,’” “To the Sunshine of Paradise Alley,’ “To the Man Who Makes Sunshine After Sunset,” “To the Noblest Roman of Them All.” One man elaborated the address in- to a triplet: “To the Little Giant with Heart of Gold, Who brings us back to the days of old When men were loyal, brave, and bold.” Another reached the quatrain: “Little bit o’ fellow Everybody knows— Don’t know what to call him, but He’s mighty lak a rose.’’ Some others run: “To the Smallest Man, But the Largest Hearted in Niles,” “To the Charming Little Man with the Great Big Soul,” “The Only One, the Only Way,” “The Prince of Entertainers and the Entertainer of Princes,” “The Man _ with the Mental Gun Who Fires Love at Everyone,” “The Little Non-union Man.” In the corner of this enve- lope appears the legend, “If married tetirn to—” Of course Elbert Hubbard discov- ered such a man and hurled letters at him addressed as only the arch Roy- crofter could address them. The se- ries forms a crescendo: “Rey. E. C. Dana,” with no rele- vancy to the reverend. Then followed “Friend: Dana,” “Brother Dana,” “To That All Round Rogue, Dana (of Niles and elsewhere), “To the Little Man, Bigheart.” Then the name disappeared entirely and the yellow envelopes bore only, “To the Arch Rogue of—,” “Rogue in Ordi- nary,” reaching the climax in “The Boss of Them All” and “The Ornery Cuss.” Florence Milner. a The Golden Rule in business is simply in giving value received. Ge Nowadays women have more hair at dinner than at breakfast. - The Best Show Case In the World for the Money A sweeping statement without qualification, and deliberately made. We are prepared to prove it to the satisfaction of the most skeptical. The cut shown in the illustration is our popular No. 63. This case is 26 inches wide, 42 inches high and is fitted with two adjustable wood shelves, 10 inches and 14 inches in width. It is glazed with bevel and double strength sheet glass in fronts, ends and sides. Has plate glass top. Carried in stock in 4, 5, 6, 7, 8, 9, 10, 11 and 12 foot lengths. Regularly shipped K. D. We will make a special proposition to all new customers who will order before Nov. 1. This is to introduce our goods where they are not now in use. The offer is so exceptional that we can sell but one order to a customer at the price, and wish it under- stood that it cannot be duplicated in the future. Write us today and send coupon to the Grand Rapids office. For sixteen years we have been making good show cases. We have left no stone unturned, spared no expense to build the best case possible. Every piece of lumber is carefully airand kilndried. Wegrind our own glass. Every part of each case is made right in our own factory under personal supervision of experts of long experience. Nothing is slighted. Everything is skillfully and painstakingly done. Our goods are known and used the world over. Still, there are many who have never purchased a Wilmarth case. To those we say: Send us an order for the No. 63 or send for our catalog and select one of the other styles. We will make you a special price on any case you may select if you are a new customer. We carry over 1,500 cases on hand at all times ready for prompt shipment. We make over twenty different styles of cases for every line of business requiring them—wood frame cases with wood and marble bases—all glass cases with marble bases, in all standard sizes. We make cases to fit peculiar conditions. Send us plans of any contemplated changes or additions and we will figure out what you need and quote you prices. If you are going into a new business this fall be sure to install Wilmarth cases. You will never regret it. Use the coupon. WILMARTH SHOW CASE CO. 936 JEFFERSON AVE. GRAND RAPIDS, MICHIGAN Signed Wilmarth Show Case Co., Grand Rapids, Mich. Please send us catalog and particulars about your special proposition. ee at 12 MICHIGAN TRADESMAN September §, 1909 A QUICK CHANGE. Birth and Growth of Hull’s Depart- ment Store. Written for the Tradesman, Matthew Hull had been in business in the same store where he began his career as a merchant for twenty-three years and, as he expressed it, he “had not expended ten cents a day during that time for advertising purposes.” And yet he had prospered fairly well up to within the past five years ard, seemingly, was unable to figure out to his own satisfaction sufficient reason why, for the five years in question, business should be going backward. In the early days he had now and then been able to dicker a little out- side; to get a mortgage at 6 per cent.; buy a few shares of the stock of the leading local bank; take an interest in a prosperous, long-established in- dustrial enterprise and on one occa- sion, by foreclosure, to secure an ex- cellent farm of eighty acres just out- side the city. “il tell you what's the matter with your business, Mat,” said Thorpe Ringer, a contractor and builder who was one of his intimates. “Wish you would,” replied Hull, and then on second thought he add- ed: “But I dunno, I’ve been tied down quite awhile and I am pretty well off; sometimes I think I’ll sell out and take it easy.” “That’s what’s the matter,” put in Ringer as he drew his chair across the little office and to a position di- rectly in front of the merchant. “You have been takin’ things too easy al- ready,” he added in a modified tone. “When you started in business this town had less ’n a thousand popula- tion and you had the best location on the street. Things have changed right under your nose and you haven’t seen it. To-day we have at least five thousand population in the city lim- its and three or four hundred more just outside.” “Well, s’posin’ so,” observed Hull. “There isn’t anybody ’t lives more’n a mile from my place. I’m as cen- trally located now as I was twenty- three years ago.” “Yes, by the compass and chain that’s true, perhaps,” admitted Ringer, “but in the civic sense, in the eyes of a majority cf the people, you are about four miles farther away from ’em than any cther store in town.” “How so?” asked Hull as he tore the edge from a sheet of paper and began chewing on it. And then Ringer called his atten- tino to the undoubted truth that a majority of the mercantile establish- ments in the town were housed in larger and more modern buildings than was the one he occupied; that as a rule the most prosperous mer- chants in town were unrestrained and companionable in their intercourse with each other and with the citizens in general; that because of the erec- tion two blocks away of the new ho- tel and its really excellent manage- ment the center of business activity had shifted to a marked degree. “Oh, I’ve noticed the hotel and the shift, as you call it,” said Hull im- patiently, “but I have my friends, lots of ’em, and all the oldtimers know me and like me, and—” “*Course they do; Mat; everyone who really knows you likes. you; but it isn’t the oldtimers who are the whole thing. An’, if they were, it is the oldtimers, the chaps who have made their wads, who are first to ‘zo with the crowd.’ They haven’t much to do but lounge around and they like to loiter where things are busiest. It makes ’em think they’re still in it,’ continued Ringer. “An’ they are, too, Thorpe Ringer,” exclaimed Hull as he arose excitedly; “what’s got into you, Thorpe?” “That’s it, Mat. Go it; glad to see you wake up,” said Ringer cheerful- ly; “now I can talk to you. The trouble with your business is that it isn’t up with the times. Your store, while it is neat and clean, looks like a reminiscence of something that Fappened in the 80’s; you don’t carry lines you should have and you’ve got stuff that you’ve had for—well, I won't say how long but you'll never get rid of it except by auction or fire.” “Mebbe you’d like to come in and run the place awhile,” observed Hull sneeringly. “No, I wouldn’t, but I would like you to know that I’m your friend and that it worries.me to see how things are going here,” said Ringer in sin- cerity, as he arose and placed his hand on the door knob as_ though about to pass out. “Hold on, Thorpe,” said Hull in a modified coaxing voice as he straight- ened the chair around. “Sit down. I believe you. Sit down and tell me what you want me to do.” i Letting go of the door knob and standing squarely on both feet as he eyed his friend earnestly, Ringer told Hull that he wanted him to wake up and realize that he was alive; that he was living in the twentieth century of activity, such as the world has never before experienced; that he was en- titled by virtue of long residence in the town and by virtue of his re- sources and his experience to his fair share of the business of the town. “And to get these results you must get out among your friends more generously and more cordially. Inter- est yourself in everything going on in the town that is for the town’s good. Get in the swim and don’t be afraid of spending a little money.” “All of these things I can do and it’s good advice, I guess,” admitted Hull. “I think I have been a little too much of a clam, but name some specific thing as a first step. Thorpe something definite to do at once.” Ringer stepped over to the desk, saying, “Excuse me just a minute,” and, sitting down, began writing. Presently he handed a slip of paper to the merchant and said: “Put that in the two daily papers and in every weekly paper in the neighborhood if it costs you a dollar an inch.” And Matthew Hull, adjusting his eye-glesses, read: GOING OUT AND GOING IN Everything Goes—My store building and every scrap of merchandise it contains must be sold at any cost We Want Your Shipments of DUCHESS APPLES Peaches, Pears and Plums Our market is good and we can net you good prices 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. We are in the market daily for strictly fresh Laid and Gathered Eggs If can offer, write or telephone us Wholesale Dealers and Shippers Beans, Seeds and Potatoes Moseley Bros. Office and Warehouse Second Ave. and Railroad Both Phones 1217 Grand Rapids, Mich. 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 Cases, while they last, at 8'%c each f. 0. b. cars. A trial will convince you that they are as fine a veneer case as there is on the 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. for Summer Planting: Millet, Fod- der Corn, Cow Peas, Dwarf Essex E Rape, Turnip and Rutabaga. ‘‘All orders filled promptly.” ALFRED J. BROWN SEED O0., GRAND RAPIDS, MICH. OTTAWA AND LOUIS STREETS . 3 4 > » m~ oF | . ~< —< ef ~ & r ~ ¥ ~ wW¢« > & . 3 « Baal & mn oF a ~< om a a“ » ™ oy ad v ~ + F ~ vr ~~ September 18, 1909 Between the First of Next Week And the Saturday of the Fourth Week Thereafter Because of Ninety Days From Date I will occupy a new store building, in a new location, and it will contain the largest and best selected stock of general merchandise ever offered to the people of this city or county. MATTHEW HULL The Oldtimer, Who Has Changed His Gait. “That’s goin’ some, ain’t it?” asked Hull with a smile as he turned to his friend. Inside “Good! Keep it up, deal out a little slang once in awhile; that’s part of to-day’s game,” joyously exclaimed Ringley as he took his friend’s hand. “Of course it’s going some, but not too fast.” * * * Mat Hull was not compelled to spend a cent to get his announcement not. only in every daily and weekly in the county but in many other pa- pers; but on the advice of his friend he insisted upon paying regular rates for notices displayed as Ringer had provided. “You know,” says the good friend, “you must get the newspapers on your side even it does cost some- thing.” The “oldtimer who had changed his gait” was interviewed by home pa- pers and by metropolitan papers; bio- graphical sketches and reviews of his business were published, he was pho- tographed and ‘“half-toned” to the limit and pictures of his home, his wife, his old store and the front ele- vation and floor plans of his new es- tablishment were printed in a dozen different publications. In brief, he se- cured thousands of dollars’ worth of advertising for practically nothing. And the entire town experienced such a business revival as had never before been known. Competitors called, some of whom Hull had never even met, and congratulated him on his faith and his awakening, and the four weeks of closing out sale was a whirlwind so far as trade went. Iverything was marked in plain fig- ures and the prices, adhered to strict- ly, were so palpably cheap that the half dozen clerks that were employ- ed and Hull himself worked as they had never worked before. Meanwhile Ringer had begun operations. Opposite the new hotel was an old frame store building 40x 22 feet and two stories high, which stood on a lot 120 feet deep, and the property belonged to Hull. Ringer moved the building to the back end of the lot, turned it around so that it extended across 40 feet of the 50-foot wide lot. Then he had excavated for a deep basement 4oxtoo feet in size and was putting in the foundation for a two-story brick building of plain, dignified and rich architectual value. At Ringer’s shops scores of work- men were engaged upon the interior finish of the new store, while at the saw and planing mill over on the east side of town they were working night and day getting out material for the structure. MICHIGAN TRADESMAN It was a rush job and a harvest for artisans and workmen of all grades. It was also believed to be a harvest for jobbers, and for a week or so aft- er the news of Hull’s reformation had been given out his office was pestered by the coming and going of salesmen from all the large jobbing centers. 3ut the rediscovered merchant kept his head and leaving the building operations entirely in the hands of his architect and Ringer, disappeared. After he had been gone a_ week Ringley received a letter, in which Hull, after explaining that he did not owe a cent to any living man and that he had expended all the cash he could readily raise without a sacrifice, said that he would need about $10,- ooo additional to carry out his idea and asked if he would help him out to that extent, accepting as security mortgages upon certain spe- cified realty. The next Ringer: wired, “Yes, on condition that you will agree to spend at least $1,000 a year for two years in advertising in _ local newspapers.” Hull bound himself to the condition named by Ringer, the building and its stock of goods were opened to the public on time, the opening was both a mercantile and a social suc- cess and to-day Hull’s Department Store is the most popular mercantile establishment in town, the proprietor has grown ten years younger and is frequently referred to in the local papers as “Rejuvenated Matthew Hull, our public spirited citizen.” And only a few evenings ago he told Ringer, “I’ve about made up my mind to raise the wages of my ad- vertising man and to give him $5,000 a year to pyt into the newspapers.” “It's all sieht to raise his’ wages a little.’ replied Ringer, “but don’t you think the $3,000 you paid the news- papers last year had better be dupli- cated the coming year? I don’t believe in rushing things too fast.” “Humph,” grunted Hull, “you could not rush things fast enough a_ few years ago.” “Yes, but that was a few years ago and different,” said Ringer. FE Rand. a a Special Features of the Grocery and Produce Trade. Special Correspondence. New York, Sept. 28—The week has been one of quietude with a large part of the jobbing houses, so far as sales of spot coffee are concerned, although some of them say that im- provement is shown. Sales generally, however, are of rather small quanti- ties and grocers are taking no risks in purchasing far in advance of re- quirements, especially as stocks seem so ample. At the close Rio No. 7 is quoted at 74%4@7%c in an _ invoice way. In store and afloat there are 3,703,422 bags, against 3,349,675 bags at the same time last year. Mild cof- fees are doing pretty well and prices are well sustained, with good Cucuta at g'4c. No new business has been reported in refined sugar and the amount of withdrawals under previous contracts has not been so large as last week. Tea is showing more activity and Ringer afternoon new invoice sales are more frequent. Some large sales of Formosas and _ Ping- sueys have been recorded and quo- tations are well sustained. Japans are meeting with frequent enquiry and, with a probably moderate supply, the chances are in favor of the seller. Rice shows steady improvement in demand and buyers are taking rather larger supplies. Receipts ate and quotations are are moder- well sustain- ed. Prime to choice domestic, 6@ 61Ac. Spices are firm and increasing in The whole better request and, with moderate the future seems to be in favor of the seller. strength almost every day. line is in only supplies, Molasses is without change in any respect. Sales are of small lots and| no material improvement will be not- ed for about a month. ing doing in syrups. There is noth- Canned goods attract little attention. Tomatoes have shown some decline and if there any tendency to freer buying it was check- ed and buyers will wait now to see whether the bottom has been ed. For standard 3’s 65¢ is although some hold for 671!%4c outlook is said to be for the crop in Maryland and Delaware. Corn is well sustained on about the former level. New York State, 72% and Southern, Maine style, full stand- ard, Gsc f o<. b. factory. Peas are quiet, with most demand for cheaper sorts. very Was reach- named, The good (@M75C 3utter is in pretty good supply, ex- cept for the finest grades, and _ for Western about the range; 23c; creamery factory 21'4@22c seems to be imitation creamery, firsts, specials, 29@ 20%. Cheese is firm and in good request. New York State full cream, 154@ 16%4c Eggs show largely the effects of heat and all sorts of prices are nam- ed, but top grades of Western fetch 24(@26c; firsts, 22@23c; seconds, 20@ 2ic. scent cenmetioen al renee an As Bad As All That. The Doctor—Nonsense! You have- n’t got a cancer. Booze is what ails you. You must stop drinking at once. The Souse—Gee! Is it that serious? Why, Doc, I thouzht it was some simple thing that could be helped by an operation. 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 Muffins 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. Fred Peabody, Mgr. Grand Rapids, Michigan Ground Feeds None Better WYKES & CO. GRAND RAPIDS YX waa a SQNRIGN YOR 0 we Di OUR BE e A TAM eee EXCLUSIVEL | —— E/ sasoscal spemeramion: afr— — ' “All Kinds of Cut. Flowers in Season Wholesale and Retail ELI CROSS 25 Monroe Street Grand ESTE TRACE YOUR DELAYED FREIGHT Easily and Quickly. We can tell you how BARLOW BROS., Grand Rapids, Mich TRADE WINNERS Masts "Pop Gorn Poppers, a7 Peanut Roasters and Combination Machines, eas aS Many STYtes. Satisfaction Guaranteed. Send for Catalog. KINGERY MFG. CO.,106-108 E. Pearl St. ,Cincinnati,0, I want your shipments of Butter, Eggs, Veal, Poultry, Cheese, Huckleberries Apples and Potatoes F. E. STROUP, Grand Rapids, Michigan Ww. Cc. Rea Beans and Potatoes. A. J. Witzig REA & WITZIG PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. We solicit consignments of Butter, Eggs, Cheese, Live and Dressed Poultry, Correct and prompt returns. REFERENCES Marine National Bank, Commercial Agents, Express Companies, Trade Papers and Hundreds of Shippers. Established 1873 MICHIGAN TRADESMAN September 6, 1909 A FEW RESULTS That Showed the Meadowlanders What and Where To Buy. Written for the Tradesman. The quiet hour in the store at Meadowlands had reached that point where the newspapers had _ been thrown aside and Austin with a match in his mouth wanted to know if Jenks Harris in his best days had been any- thing of a carpenter. He had two reasons for asking. Mrs. Harris had been in the day before and she struck the young storekeeper like a pretty discouraged woman, a woman who had been well brought up in a fairly prosperous home and was finding it pretty hard work to be satisfied with anything else. “If now Harris—let’s stop calling him by his first name, almost as bad as slapping him on the back—has been a good carpenter he is a good one now. ‘We need him and shall for a good while. What’s the objection to clearing out that lumber room that is almost useless as a back store and have Mr. Harris —you laugh, but you'll see how ke straightens up when he hears me call him that—build an addition connect- ing the house and the store. There is space enough to give me a room on the ground floor besides the new room we want for a show room for goods. That will give Mr. Harris a job and the job is what is going to make’ Mrs. Harris believe that her long lane has turned and that there’s something ahead for her besides patching the seat of Jenk’s trousers. “You see I want to sell some china to these people who have got tired of what I call boarding house crockery, the kind that’s an inch thick, you know, and that’ll damage a stone wall hit with it. There are four or five families who trade here—the West- ways for one, and the Stockbridges for another—and the only way to sell such things at an advantage is to have rooms that can be furnished properly with the real thing. Now that china will be here before a great while and we want a real dining room with a big rug on the floor, a neat pretty paper on the wall, with a few pictures, a sideboard and a handsome table with some good-looking chairs —a fine room; such in fact as I hope you'll have when your goods come. “With the room and the samples on hand we’ll have a_ reception and there’s where the Belle of the Bunch and Mrs. Jenks Harris will come in and earn a bit of pin money for them- selves. We’ll put the entire manage- ment into their hands, give them the credit of it when they get through and pay ’em good and handsome. “Now we'll get hold of Jen—I mean Mr. Harris—and make him rush his part through so we can have our first reception four weeks from next Sat- urday. I’ll bet you we’ll clear $300 as the results of our first Reception Day. Is it a go? “How much is your bet?” “Ten dollars that we clear $300 as the results of the first reception day’s sales.” “Call it $5; I don’t want to rob you of your money;” and they shook hands on it. “Now that’s out of the way, what do you think of seeing if we can’t connect with some first-class houses that will give us more than the usual discount for goods sold by sample. We'll pay cash for our first orders, which will give us the best the mar- ket affords and after that we’ll give the house here at Meadowlands the name of handling only the best goods; and that name will keep through thick and thin—‘all wool and a yard wide.’ “Let’s run over the goods to be in the dining room. I have a firm in Grand Rapids already selected for furniture. The head of the best firm there took me in hand one afternoon and when he got through with me 1 said ‘thank you and good evening,’ to a man who knows’ good furniture from the mahogany in the woods to the beautiful well made furniture in the factory exhibition room. That’s the firm for me. Now with that for an illustration you will get my idea. Let’s deal only with the best houses and we have not only the best goods but we'll get I believe the best rates. “Now there is the silver and the glass the drapery and the curtains, and my notion is to write to the best houses first. Then if we get terms that warrant it we'll let the cheap dealers alone. I never could see any real advantage in washing my hands with soap that takes the skin off be- cause we can get it a half of one per cent. cheaper by wholesale. So with other things. I’m going to keep track of your 75-cent suspenders and I’m going to see if the young fellows in Meadowlands won’t take to hand- kerchiefs that retail at 75 cents apiece. That reminds me of another item we must have on our list of sales—kid gloves. Don’t you say a word; but watch your wife. She'll try to get along with a single pair and when she makes her selection you buy a dozen pairs and make ‘her a present of ’em. You mark my words, there’ll be money in ’em. I heard a woman say once that she always felt as if she had a right to put her nose higher up in the air when she had a dozen pair of good kid gloves to her back! And I believe she was right. That one pair of gloves as she’ll manage them will sell a dozen dozen. Oh, we men folks aren’t in it when it comes to what I call individual advertising!” “That last idea about the glove business is all right and I don’t hap- pen to know any woman who will make more out of a dozen pair than she; but you are away off when in Meadowlands or anywhere else that I ever heard of you’ll find folks ready to pay 75 cents for a thing that they can buy for twenty-five. When you can get old Judd Ridgway—that old codger that comes in every two weeks with his whiskers full of last year’s tobacco chankings—to pay 5 cents for a handkerchief as long as he has a shirt sleeve good and handy, you just let me know. There are a few people who want the good goods and will buy them if we have ’em, but the ma- jority want what’s cheap and rather have it and we’ve got to cater to that sort o’ trade or lose it.” “Oh, every fool knows that—that’s how I happen to know it, I guess— but what I mean is that in buying we can zet the best rates—good bargains —from the first class houses. Take the linen stuff for example. A good many times I’ve been told they get goods that don’t take for some rea- son or other and they can’t sell ’em. Rather than keep them they mark them down just to get rid of them. The quality is all there—as good as the best, but people won’t take them at the higher price but at the reduced rate they swallow their prejudices and that’s all there is to it. Pete Wilson came in here not long ago with a hand-me-down coat on that looked as if it was an heirloom, hand- ed down for nobody knows how many generations and when he saw that it wasn’t receiving the kind of comment he thought it deserved, he made every man in the crowd ‘jest feel out,’ to see a piece of cloth that never’d wear out. The world isn’t made of Pete Wilsons though, and the point to be kept in view, as I look at it, is to get the best goods at a bargain and sell them ata bargain; and that the chances for such trade are better with firms that keep and live up to a good name than it is with Kit Pike, for in- stance, down here on the corner. “Then, too, we’ve got to educate this community—you laugh, Wilkins, but you know it’s so—up to the level where they want the best things, and I don’t know of a better way than by keeping the best where they can look at it and then fix the price so they can’t resist the temptation. Train them—that’s the mission of the coun- try storekeeper—so that they feel above buying what is common and cheap, because it is common and cheap, and it won’t be a great while before the better possession will so change these buyers that their friends will soon see the improvement in them. “That makes me think of a kid that went to the school where I gradu- ated. He was a poor little, puny cub when he first came, half-clothed and half-starved, I without life enough and spunk enough to face a flea. Our fare wasn’t exactly luxuri- ous, but it was good and wholesome and you ought to have seen that 12- year-old sail in! The way that kid’s surprised stomach went at the oat- medl and the pancakes we had for breakfast was a hint to the rest of us who were inclined to look down on guess, that sort of fodder. In less than a week that boy began to change. His little pale blue, piz eyes grew darker and began to sparkle a little, he stop- ped dragging one foot after another as if the effort was a good deal too much for him, and the hadn’t been there a month before the boys who tried to plague him did it at the great risk of bloody noses and_ bruises. Then one day when an uncle took him to a tailor’s and had him fitted for a good, well-made and well fitting suit, the young fellow seemed to put on with it considerable self-respect, which he didn’t have before, and he became one of the best boy in every way that there was in school. We seemed to take to each other and one day when we were alone I spoke of the change that had taken place in him, and asked him if he count for it. could ac- ‘That’s easy,’ was his answer. “You feed and clothe a boy with what he is ashamed of and he has got to.be a lowdown whether he wants to be or not; but the minute he is fed and clothed as a human being ought to be the real boy in him as- serts itself and the rest follows.’ That’s the way, it seems to me, it is with the patrons of this store. We have got to make ’em up and make them feel that they are somebody until the somebody in them has respect enough to take good care of itself.” “That isn’t business.” “That’s what Kit Pike says!” When the time came for the addi- tion to be put on to the store and Wilkins began to. talk the TRADESMAN [TEMIZED | EDGERS SIZE—8 1-2 x 14. THREE COLUMNS. about 2 Quires, 160 pages... ...$2 00 3 Quires, 240 pages........ 2 50 4 a 320 pages. ...... 3 90 5 Quires, 400 pages........ co) 6 Quires, 480 pages........ : pa & INVOICE RECORD OR BILL BOOK 80 double pages, registers 2,880 Invoices. 82 00 Tradesman Company Grand Rapids, Mich. WeoRrRDEN GROCER CoMPANY The Prompt Shippers Grand Rapids, Mich. X y¥ > 4 ~ A < wS = = ~< i “-_ > 4 a i oe 4 M vy v wi . “= “at ~~ i g — a a“ £ a ~, pi y a > ~ + & a a ie = < 7 4 - “ » , W% ‘ \ September 1 1909 MICHIGAN TRADESMAN 15 amount of space and its arrangement he was hardly prepared for the Junior member’s reply: “I’ve told you what my idea is and. what the whole thing is for. Now you and Mr. Harris get down to the job right off, let him, a boss carpenter, thake his plans and you and your wife look it over. Then Mrs. Harris—you'd better call her in —and your wife better go over the plans with you two men and run the whole business. You don’t want a young chap like me to be too officious about any of dit. It wouldn’t look well and Harris wouldn’t take kindly to my trying to order ‘him about. We want the job to be as much to him as to us almost, and to do that he’s got to feel that the whole thing de- pends on him; he did and a prouder man than Mr. Jenks Harris couldn’t be found in Meadowlands the day that the five went over the work and Wilkins pronounced it the best piece of house building that that town had ever seen. In the meantime no idleness had been indulged in in other directions. Austin’s idea of dealing only with the best houses prevailed and no sooner had the thouse builder turned over the keys of the new structure than the new goods began to go right in. The two ladies had everything all planned so that there was no han- dling things twice and on Friday, the day before “the grand opening,” as the County Herald put it, the whole establishment was ready, and the word in capitals in the present in- stance would not be out of place. A month isn’t any too long to get a thing talked up in the country and this Austin made it his business to care for, Knowine that Al. West- ways and Jack Stockbridge would be the kind of young fellows to make whatever they went into hum, he gave both of them a chance to come and get the hang of things at the store and so help out at the reception and they jumped at the chance, a part of the duty in the meantime being to “talk things up;” and when the best young fellows of the two leading families in a place like Meadowlands undertake anything like that the rest is merely a question of following suit and everybody else does it. Bettis important Here is where Mrs. sciously played her very part. She came over as she always did in a “terrible hurry an’ left the house all stirred up,” asking all man- ner of questions and listening to all manner of answers. confidentially— ‘vou mustn’t repeat this for the world, Mrs. Bettis—and when at last she was leaving ther eyes fell on a piece of dress goods that she had been cov- eting ever since it came into the store. What would he take for it—“no fancy price, mind ye?” wnicon- To all intents and purposes the fate, of the nation hung on the answer and this is what he finally said: ‘Mrs. Bettis, if you'll drive over to Pleas- anton,” a town some fifteen miles away, “and tell all your friends on the way from here there about our coming reception, I’ll pay for the team and give you the dress pattern. Will you do it?” She did, and after the affair was over both Wilkins and Austin de- clared it was the best and the cheap- est advertising they ever paid for. Thus prepared for and thus adver- tised the store at Meadowlands open- ed its doors for the coming crowd. Wilkins and Harris with the ladies— I wish there was space to give Mrs. Harris a paragraph, for she deserves it—managed the reception part while Milt. Austin and his assistants took care of the store, which they made attractive by no end of devices ana new ideas prettily carried out. As Austin had predicted the “real dining room” was a great hit. There was not an article in it that did not receive the cloest examination as to quality and price, the latter being carefully placed on every article exhibition. The Haviland china was pronounced “awful pretty,’ but, when Mrs. Westways and Mrs. Stock- bridge both left an order for a set, with the remark that it was less than the price in the city for the same thing, a number of women felt moved to improve such an unusual chance and did. As it was with the china, so it was with the rest of the furnish- ings, the same thing not hitting all; but everybody found something he or she had been looking for and left an order for it. The orders for table linen were a surprise and they were surpassed those for thandsome high-priced cutlery. The window drapery which had been put up for mere effect brought in a ‘handsome return and the few pictures hung for the same purpose made even Austin open his eyes. on by good The one thing, however, that pleas- ed the young storekeeper most was the study of effect which was plainly observable whenever he chanced to look in—the style of furniture, its ar- rangement, the size of the picture and its appropriateness—one young house- keeper declaring that she could man- age the furnishing all right, but where was the touch of daintiness coming from which she never had and never hope to have and when Mrs. Wilkins who heard her replied she’d have to get that from Mrs. Harris who sup- plied it here, the look that beamed from the happy woman’s face showed that Austin had again hit his mark. Well, the sale ended and everybody was satisfied and when the finances were summed up it was found that the $300, the amount that settled the bet was so far below the real net realized that Wilkins was disgusted with himself. “Here’s you $5, Milt. and I give in under the circumstances, I can afford it ”? “Keep it,” was the answer, “I don’t want to rob you of your money. Keep it and get you a hat with it that will be a credit to the house of Wilkins & Austin. The Reception Day at the store of Meadowlands is still talked about. It was the best thing up to that time had ever happened to the little unpre- tending villaze and has been made the subject of this story for one simple reason—to illustrate the thought that good things have more than a commercial value, that they make better men and better women of those who buy them, because the good that they stand for does influ- ence for good the lives and the char- acters of those they surround and that the storekeeper that deals in such merchandise is after all respon- sible to a_ certain moral welfare of wants he caters. Richard Malcolm Strong. nn Farmer Feeds Fish To Pigs. A deputy fish commissioner reports that he recently learned of a case of wanton destruction of fish from one of the lakes of Steuben county, Ind., by a farmer. His informant was a fisherman who makes frequent trips to Steuben county for the sake of the sport. He related that he and his party arrived at the lake early one morning and they met a farmer com- ing from a seining trip. He had two barrels of fine bass and blue gills and when he got them to shore the camp- ers asked him for a few fish. the whose extent for those to The farmer gruffly refused, the visitors they could go out into the lake and. catch their own fish. “Won't you sell us some?” they asked, but the only answer was that he would not part with any of them. They re- minded him that he had far more than his family could eat. “Family noth- ing,” he said. “I caught them for the ” He then emptied the barrels of fish on the shore and called the hogs for their breakfast of bass, while the campers looked on in indignation. telling hogs. The hogs, however, did not get all the fish. As scon as the farmer was hogs away and secured a bushel bas- ketful of choice fish. The deputy calls attention to the fact that the presence of fish in the lakes attracts the city man, who is usually a liberal spender. He _ not only buys the farmers’ garden prod- ucts while in camp, but he also pays high prices for lots along the lake. He says that the farmers should realize that it is to their’interest to see that the laws against illegal fishing are enforced. ee eee Why Pat Dropt. An Irishman fell from a house and landed on a wire about twenty feet After he had strug- the man let go and ground. Some one asked for letting “Faith,” the reply, J afraid the domn’d wiré would break.” a Most pleasure travel is for the pur- pose of saying we’ve been there when we get back. from the zround. gled a moment fell to the his reason go. was was USE pit Youle: LONG DISTANCE SERVICE MICHIGAN STATE 3 TELEPHONE CO. out of sight the campers drove the! Mail orders to W. F. McLAUGHLIN & CO, Chicago Baker’s Cocoanut, States. Bakers. been losing him money. putting it up. MEANS THE BEST PREPARED COCOANUT | FROM THE VERY CHOICEST SELECTED NUTS It is good any way you buyit, but to make the most money and serve your customers best buy it put up in packages. We are known as the largest manufacturers in the United We sell the best Confectioners and Biscuit and Pie We also sell it in pails to the Retail Grocers when they demand it; but itis not the right way for the Retailer to | buy Cocoanut, and he is now recognizing the fact that it has Bulk Cocoanut will dry up and the shreds break up. Some is given away by overweighing; some is sampled, and as it is always found good, it is re-sampled. ever taken of the cost of paper and twine and the labor in Send to us for particulars regarding all our packages. No consideration is 200 N. Delaware Ave. The Franklin Baker Co. ie. Pa. | 16 MICHIGAN TRADESMAN September @, 1909 EDWARD MILLERISMS. Personal Observations of the Hoosier Merchant. Written for the Tradesman. I believe the last issue of the Michi- gan Tradesman marked the beginning of its twenty-seventh publication year. There are all kinds. of condi- tions under which various forms of life spring into existence and these conditions control their kind. Grand Rapids is a prosperous and progres- sive community and we all know what it takes to make a city progres- sive—men who entertain. progressive thoughts—and for this reason we are enjoying such a grand publication as the Michigan Tradesman. As long as the Tradesman is published in Grand Rapids it can not help being a wide-awake and liberal journal. I have been watching the progress of Grand Rapids through the columns of the Tradesman and sometimes I am just a little jealous because I can not associate more closely with the vi- brations and personal energy that make Grand Rapids and the Trades- man what they are. It is true that progressive thoughts are free to go where they please and that we can attract them from other minds it matters not how far away one may be, but there is still more power gained when one lives in their at- mosphere. x *k x Malicious statements, dishonest and underhand methods, bribery and jeal- ousy will kill any man or institu- tion. All attempts made to out-do others with undue regard for the truth will lead us into want and worry. The is just as natural as life itself. There is no God standing over us who is going to punish us for doing thing= which are not right. It is that true law of Nature that brings us the right, and wrong ideas bring us bad things. If we know we are lying about those who are in our line of business we can expect lying thoughts to lie to us. Do good to everybody if you desire to attract good thoughts. The most lively and agreeable man- ner in which we are affected is when we are associated with the laws of human nature. Man is conscious of many things, but light and darkness, knowledge and ignorance are things he knows very little about. We are unique enough to see the sunbeam, the landscape, the ocean, the beauty of Nature’s work all around us, but we have failed to see the great and grand work we have done. We think too lightly about our own efforts, we take too much for granted. All good actions are eternally reproducing. Our minds are filled with overflowing ideas of reform, I mean the reform for each and every individual. There is no mistake about it, we must change our way of doing things. Our intellect is reaching out and the ab- solute order of all things is at hand and ready, only waiting for us to act. We are all impressed and de- lighted with exclusive activity of others and the only reason why this is so is that it is our own thoughts telling us to “look at that.” * * * The retail merchants as a class have more reasons for getting the blues than any other class of business men. They are up against it in many ways. No one can realize this unless they have been among us for a few years. We have so many different points to watch. We should feel sorry for those poor unfortunate ones who can not control themselves. Let us begin to- day, this very moment, to see if we can not do something to cure the blues. Maybe it is our own fault if we have the blues. Let’s see what is the matter: Nine times out of ten we get the blues for making the same mistake too often. Let us cut that out and act each day according to our past experience. Let us go out in the backyard and kick ourselves. * * oe There is such a thing as a central unity of all things A right action is always in relation with the law of Nature. If one thing is done right all things are right. Words and ac- tions belong to the human family. Human organizations that are sur- rounded with wise and _ preferred thoughts are built upon knowledge that can and will speak things into existence that are the likeness of truth. But we poor ignorant fellows have not learned the value of truth. Our eyes, what a power there is be- hind them! If we could only learn to close them and think. The re- sources we seem to have by our foo!- ish ways of doing things betray us, the benefits are not lasting and we know it, but still we go on doing things in the same old way. Let us try to get into the central unity of that great and grand power of pure thought. There is no such thing as an ocean of unfathomed thoughts; we can understand anything if we will make up our minds that we are not deaf and dumb when Nature speaks to us. _ +. > It has been said that the ant never sleeps. Still we, as intelligent human beings, seem to think that the in- stincts of the ant are unimportant and we hardly ever think of being anywhere near as active and busy as the ant. This mighty brain of ours is filled to overflowing with greater instincts than those of the ant, but we do not seem to know why it is that we are not as perfect and active. We may laugh at the farmer or the backwoodsman, but they relish the joys of Nature more than do we city fellows. Still, there is no reason why we can not at least live a little bet- ter than we do. What we need is to approach the great eloquence and power by which our minds are al- ways fed. Listen and you will hear the word. +e + Our business is the attraction that holds the keys to our thoughts. The more we know about our business the more it is unlocked by the keys of experience. Our experience—the thoughts that govern our actions— have dominion over all the things which have not yet been’ unlocked. We are all living in a circuit of ex panding life and those who can learn to grasp the hands of those living in this circuit are those who are going to be carried along the highway of success. Our business is everybody’s business. The same keys fit all of the locks, The school and the playground are free to all, but our education is different. The reason our education is different is because we fail to let our minds be free to think about the school. There are no attractions in the school room for some of us. What can we expect of our children if they fail to get interested in their school? So it is with our business. Let us make our business a schoolroom and a playground. ‘+ + + With wonderful accuracy do_ the eyes see when the mind is controlled with reason. The distinction be- tween right and wrong lies in that higher agency that is controlled by the law of Nature which is a uniform culture of the mind, and reason is the governor. The true sense of reason binds us to Nature and makes us a part of it, and our business is the result of the work. New thoughts concerning our business are suggest- ed to us when we are willing to fol- low that wonderful and perpetual thought of that pure and true line of every-day reasoning. Our greatest trouble is we fly off the handle and will not reason with ourselves, not to say anything about being willing to reason with some of our custom- ers and our friends, and for that we are made to suffer. ‘*e © Most of us older merchants have seen or heard of new stores opening up with a brass band and closing VOIGT’S If Crescent flour makes your customers friendly to you and your busi- ness— If Crescent flour pays you a profit in the han- dling— If the makers of Cres- cent flour are willing at all times to co-operate with you in securing new trade— Why should you hesi- tate? Why shouldn’t you PUSH Crescent flour? VOIGT MILLING CO. Grand Rapids, Mich. CRESCENT for July, 1908. pastries. Still on the Jump The record for the first half of August indicates that the increase in sales of Shredded Wheat over the corresponding month in 1908 will break the June record which showed a gain of 12,000 cases (7,200,000 Biscuits) over the sales for June, 1908; also the July record which showed a gain of 11,000 cases (6,600,000 Biscuits) over the sales The record for the year will furnish con- vincing confirmation of the fact that Shredded Wheat is the one standard staple cereal—a steady seller all the year ’round—always pure, always wholesome, always the same. The “‘little loaf’’ form gives it wider culinary uses than any other cereal—especially in Summer when it forms, with fresh fruits, such an acceptable substitute for heavy meats and soggy Tell Your Customers About It The Shredded Wheat Company, Niagara Falls, N. Y. ~ 4 — * / > _ ~= » ‘ ~ —_ & =~ ~ a» ath ~ ~ % 9 ¥ + ~~ g 3 Pd ~< 4 ce ae » a , ~< yt a & —_ * n> ty + ah \ 9 ~ + ~ ay a i ah ew September 19, 1909 within a few years with a red flaz and a hand bell. We all have won- dered at such things and still there are those among us who continue to do the same thing. Great “blow-outs” are dangerous things. People love to go and see such displays, but if we could read their minds after they have seen and heard all there is to be seen and heard we would profit by the mistakes of those who have made bad failures along this line. Young men, if you are thinking about opening up a new store take good advice and do not promise any more in your “grand opening” than you can give. It is much better to open up your new store and simply mention it and let the people come of their own ac- cord and wait upon them carefully and let your business grow little by little instead of trying to rush into it all at once. We should do our- selves justice by not disputing the facts as we see and know them. It is easy to see the faults of others, why not look for faults within our own minds? x * x Too many of our thoughts are only half-witnesses; they assume too much and if we grant them the favor they will have all of our friends in such a state that they will not know just what to think about us. Our friends, our customers and fellow-workers all leave us when we waste our best time and ideas on useless display and things that tell only one-half of the story. We are all of one heart and mind, that is, when we are a whole witness, but just as soon as we divide ourselves from the whole truth just that soon we begin to try to gather ourselves together. There is enough sweetness for all time. Do not try to get it all at once. kK * How often do you expect your cus- tomer to trade at your store? Do you trade with him as if you are never going to see him again or do you ex- pect him to continue to trade with you as long as he lives or as long as you are in business? We are easy marks for our competitors when we fail to listen to the truth concerning each and every sale we make. Com- petition never frightens the man who has done this best, for his true thoughts will carry him on to suc- cess. We are made to hesitate and allow our competitors to ring in their bluffs on us when we have failed to do our duty. running through our whole and our wise competitors are watch- ing them and they take advantage of each point, but if we are wise we can srow stronger instead of weaker and not permit those weak ideas to carry us into the light so all who have eyes can see. Do something different and better each day and you will win. es = How about your constitution? .Are you healthy in body and mind? What controls you? Are you controlling anything? Do you run your business or is it running you? Personal ques- tions are none of my business; I have no right to ask them. It is not I who am asking these questions, it is ‘second-hand = goods. There are weak points | system | MICHIGAN TRADESMAN your own thoughts. Did you ever stop to. think that our thoughts come to us through other minds—that is, if we fail to listen? We have to see them in print some time before we know them. Nine failures out of ten are on account of our being too care- less with thoughts. Second-hand goods are not good goods to build up a first class business and getting thoughts from other minds is like dealing with Answer the above questions in your own mind and you will be successful. * * * our own spontaneous Mr Small Merchant, don’t you wor- try about the fellow across the street that goes to market every fall and spring, that is, if you can not find the time to go yourself. Ninety-eight merchants out of every hundred fai! and lots of them fail for no other reason than because of over-buying. A few men make a success in going to market and also in buying “job lots,” but it is good policy for the small merchant to stick to regular goods and buy them in small lots and often. There is a secret in every man’s success and the many failures are all open books. Get into the books of those who have failed and study them and perhaps you will run across some kind of a secret that will make you successful. If only two win where ninety-eight fail in the battle for success it behooves us to stop following other people’s ideas and to try to follow out our own, for it is plain that those who have succeeded are those who have fol- lowed a system of their own. Be satisfied to grow gradually. * * x It is not how many dollars’ worth of goods you sell that counts, but how small are your expenses accord- ing to your sales Some men can make more net profit on a fifty dol- lar day’s business than others can on a three ‘hundred dollar day. It is not how much profit you make; it all de- pends on how much you save and put back in the business. Too many fail on account of spending all the profits for expense and other things. Close your eyes to the things you are made to believe you ought to have if your profits do not permit you to buy them. Always save the seed. The farmers are much wiser than some of us merchants, still we think we know it all. Edward Miller, Jr. ee True Love. There is but one mate for man and woman in the world and un- til they recognize that fact and learn with patience to await the note of absolute conviction which is the one infallible guide to happiness, mar- riages will fail as they fail now and the church will give its empty bless- ing to those ill-assorted pairs whom God forever leaves unblessed. —_+-2-2—____ Why the Tears Came. She offered an explanation of her tearful mood. “I’ve been to a wedding,” she said. “T always cry more at a wedding than I do at a funeral. It’s so much more uncertain.” each 17 The Syrup of Purity and Wholesomeness LL your customers know Karo. And the better they know it, the better they like it—for no one can resist that rich, delicious flavor — and every sale means a quick re-order. Karo is a syrup of proven good- ness and purity. Unequalled for table use and cooking—fine for grid- dlecakes — dandy for candy. It’s never “dead stock,” and every can shows you a good profit. Karo is unquestion- ably the popular syrup. The big advertising: cam- paign now on is help- ing every Karo dealer. CORN PRODUCTS REFINING COMPANY New York 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. Ionia 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 MICHIGAN TRADESMAN September 6, 1909 A FUNNY STORY And the Anything But Funny Results Of It. Written for the Tradesman. Old Van Dyke with his head bur- ied in the morning paper broke out into a fit of uproarious laughter. This was the story or one near enough like it to give the idea: “Simpson with a friend in the buggy with him was on his return from the cemetery where he had just buried his wife. He had unconsciously assumed his atti- tude of reflection—his arms resting on his knees, a rein in each hand and his head bent forward. After a long silence half in soliloquy and half to his friend he said: ‘Well, Mahalah was a mighty good woman, a good housekeeper, a mighty good cook and took the best o’ care uv me rising o’ forty years; but, somehow, d’ ye know, I never liked ’er.” With the paper finished Van Dyke thrust it aside and, taking off his glasses, sat holding them and gazed into the maple bough that was shad- ing the window near which he sat. “Rising o’ forty years must have made him about my age and that’s about the time that we’ve been mar- ried. ‘A mighty good wife’—that’s Susan; ‘a good housekeeper’—here’s a ten that Susan beats ’er; and took good care of him—so Susan has of me, the best; and yet, he never liked "er—the d—d skunk! Here’s ten to one’—it should be distinctly stated that Van Dyke never “put up” on these bets and never paid them; that he was a “doggone lowdown” and that he was “to blame from begin- ning to end.” “Rising o’ forty years and he never liked ’er!” What a life she must have lived for over forty years! A long silence followed, broken only by a_ half-hummed, half-sung hymn, learned at prayer meeting over forty years ago and repeated now in u tone hopeful and yet with more than a hint of despair in it. Old Van Dyke heard, kept still and niused; “at last he spake with his tongue:” “I believe that man Simp- son killed that woman and I’ve an idea that if he had been decent to her he would have liked her and she wouldn’t have died.” By this time the old man’s left arm had got up on the arm of his chair and his chin was resting on the palm of that hand while the sweet old-fashioned Methodist tune came floating in from the kitchen: “QO, sister, be faithful! O, sister, be faithful! QO, sister, be faithful, faithful, faith- ful, faithful "Til we all arrive at home.” The idea of Susan’s singing that hymn! A good wife for over forty years and at this late day asking heaven to help her be faithful. How about himself? Had he been faith- ful? He thought over Simpson’s list, in the meantime pursing his mouth and slowly shaking his head. He had been a good “provider,” everybody said; but somehow he had been all the time looking out for his own stomach instead of Susan’s. Had he been a good husband and - taken the best care of her for rising of forty ‘years? And in spite of all that “Maha- jah” died and that “skunk” killed jher! And Susan was out there in the kitchen this minute working for him ;and praying to be faithful to him, and he couldn’t to save his soul see that he was or had been a whit bet- ter than Simpson, whose wife was out there in the burying ground! That meant that Simpson was past fraying for and that the Lord had thought it best to take “Mahalah” out of her misery, so that with her out of the way He could heat the poker good and hot and give old Simpson the hot end of it, confound him! I might here devote a good long paragraph to the thoughts that came crowding into Old Van Dyke’s head; but I like him too well for that. He was like a great many other men who mean well enough but have a mighty queer way of showing it. From first to last he had been mean to her in regard to money. He nev- er wanted to give her a cent unless he knew what she was going to do with it, and then he’d try to coax her to get along without it. He couldn’t see why she couldn’t make her own dresses and bonnets and why she couldn’t be satisfied with cheaper materials. He never could under- stand why he never could drive out of the dooryard without her wanting to go, too, nor why she was always saying something disagreeable when he bought a good cigar and why she insisted on having the same amount invested for her in candy—spoiling ker teeth and digestion; and why— but I said I wasn’t going to say what Old Van Dyke thought and I’m not going to; but I will say—and_ it’s true—that as he sat there listening to that old prayer meeting hymn he wondered how it would work for him make up to the faithful Susan for his unfaithfulness that had been going on for something over forty years! Well, that was something of a job and it was one he wouldn’t finish if he didn’t begin P. D. Q.—a man who had been married, for “rising o’ forty years” and was married when he was 26 years old. “Let’s see—26 and 43 are just—69, b’ gosh! Yes, it’s high time to begin. Susan, what ye going to have for dinner to-day?” “Why, I was going to have only a picked-up dinner, Dan. Is_ there anything particular you want?” “What do you say to my harness- ing the horse to the new buggy and seeing what sort o’ dinner we can get over to Windsor at the new hotel over there?” The kitchen wasn’t far off and Old Van Dyke heard Susan draw in her breath, which meant, of course, that her mouth was wide open and her eves fairly dancing with delight. “Say? Yes, with all my might! I’d scream it if T thought it wouldn’t scare the neighbors!” which was something of a threat when it is re- membered that the nearest neighbor was at least a mile away “When shall we start?” “As soon as you can get ready.” “T’ll be ready before you will!” “T’'ll bet you on it.” “T’ll take it,” and she was in her chamber with the door shut before Van Dyke had turned towards the stable. What did it all mean? She neither knew nor cared. What she did know was that Dan Van Dyke, clothed in his right mind, had asked her to ride with him in the new buggy to Windsor to have dinner there at the fine hotel just opened and that she was going. She knew that she was going to wear her new gown, bought with her butter and egg money, and that she was going to have the time of her life. It made her a trifle nervous to wonder what Dan was going to say to the new outfit and what she should tell him if he should ask her where the mon- Child, Hulswit & Company BANKERS Municipal and Corporation Bonds City, County, Township, School and [rrigatien 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 ey came from; but this did not in-! Write for Catalogue No. 182. 256 Broadway New York 1730 Grand Ave. Kansas City « - . . . * to join in the singing and ity. to Cost no more than a good team and wagon—not as much as many teams. Up-keep is less than the cost of keeping a horse—much less. twice the work of the best team at a fraction of the cost. eats only while working—the horse eats work or no work. 2 W. H. McINTYRE CO., Auburn, Ind. 418 Third Ave. So. Minneapolis Wagons Will do A McINTYRE Tudhope-MclIintyre Co. Orillia, Canada I2 Sales In You secure 12 sales for your store when you sell a customer a dozen cans of VAN CAMP’S PORK and BEANS at one time by offering her a little discount, because if you only sold her one can what would prevent her buying the eleven others elsewhere ? see, the way to HOLD TRADE is to “SELL HER A DOZEN CANS” Van Camp Packing Company Indianapolis, Indiana “GET SOME” You i 4 ~ ~ - a < ™ > —~ a: “—m ad i —t ~~ | v v Y Dee a ~ i 4 . cd a ao c Bi > i coat - ad mo —t ~~ v v a Dee September 1§, 1909 MICHIGAN TRADESMAN 19 terfere with her getting ready, I promise you that, and for full five minutes before there was a sound from the barn Mrs. Van Dyke was sitting under the Virginia creeper that had climbed the posts of the back veranda and, sprawling all over the roof, was curtaining its three sides with its big green leaves and trailing, wind-swinging stems. “All ready, Susan?” shouted Van Dyke, as he drew up the horse to the backdoor hitching post. “All ready!” returned his wife from the highest step of the veranda, “and have been for full five minutes.” “Well, Great Scott! I’m not, but I will be in a jiffy,” and from that time on a jiffy in that household meant never less than ten minutes; and when Old Van Dyke did make his appearance, what do you think? That old duffer had put on the best clothes he had and when they in their best clothes stood looking at each other, for a moment they each thought that the other was somebody else. Van Dyke’s tongue was the first to an- nounce its freedom. “Mrs. Susan Van Dyke, if you are inded you, I have to say that you never were prettier than you are this very minute and I am honored in having you ride and dine with me.” “And Mr. Daniel Van Dyke, if you indeed be you, I appreciate the high honor of riding and dining with you, and beg you to remember that you have lost your bet and that it will be a 50 cent box of candy, which I hope you will get at the first candy shop we come to.” He remembered and the candy was forthcoming, and the ride to Wind- scr was given up to munching on it. Their reception at the hotel was all that could be desired, for Van Dyke was one of the “select men,” which in his case meant something, the din- ner was a credit alike to host and guest, and when late in the after- noon the horse again was returned to the stable Old Van Dyke remark- ed as he shut the stable door, “There, that’s the first move and it’s a good one—for a beginning, only for a be- ginning. I guess I c’n tell even now what the next move is going to be.” He could, but he kept it to himself until the next morning at the break- fast table. For some reason it would not be difficult to fathom there was a fine breakfast prepared for him and after he had eaten until prudence called a halt he looked at the woman behind the coffee urn, remarking, “That was an awfully pretty rigout you had on yesterday. How’d you get it—butter ’n’ eggs?” “Yes, and now and then a chicken or vegetables from the garden.” “Took a long time, didn’t it?” “Yes, but that’s nothing. Pd do it again if it took twice as long if I was sure of having another such a geod time as I had yesterday.” woehats alll Soosan,’ Old Van’s pet name for his wife in his better moments, “but let’s have things different than they have been financially. You know where the money is kept, and after this you go to it and help yourself. It’s just as much yours as it is mine and always right, has been, only I haven’t said so be- fore, and the Lord knows I haven’t acted as if I thought so. You were pretty as a pink yesterday and I was proud of you and somehow it doesn’t add much to my pride to know that you had to work and fuss over but- ter and eggs and poultry to get mon- ey enough to dress decently and to feel that you must do it unbeknown tO me. That sort o’ sticks and it’s been going on for forty-three years. If anybody should ask me who’s the best housekeeper round here I should have to speak right up and say, ‘You will find her right over in my house,’ and I should have to go right and say that you are the best cook in the State and every woman that knows you will say the same thing, and for forty-three years you’ve taken pretty good care o’ me and common decency will make me say that to pay you off for all this I’ve given you hardly a cent of my own free will and ac- cord and made you in a sort of un- derhanded way get the money a cent at a time when I ought to have hand- ed it out to you without your asking for it; but that’s going to be changed. “Seems to me now I think on’t that you've been hinting that a new piece o’ zinc would be a great convenience under the stove. I’ll go you one bet- ter on that: This afternoon we will drive over to Higgins’s and have him bring over for the kitchen floor some ’oleum you’re going to pick out, and then with a square of zinc under the stove things’ll look somehow out in the kitchen. From there we'll step over to Woolly’s and you get a rock- er that hasn’t any squeak to it. I’m going to have the fun of knocking that old chair into kindling wood and making a fire with it. Yes, I know that all it wants is a dab o’ glue, but for years I’ve heard nothing but ‘Oh, Dan! Oh, Dan!’ from that old chair, as if it was scolding me. “Somehow this coffee tastes extra good this morning and these sweet- ened biscuits or whatever you ‘ call ‘em. go straight to the right place Now, Soosan, there’s one thing more: I haven’t been acting as if I liked you; but [ do and 1 want you to know it, and from this time on my actions are going to show it. I’m going to begin by giving you a good smacking kiss.” He did so and “Soosan” stopped singing, “O, sister, be faithful,” and the last days of the two were the happiest days of their lives. Richard Malcolm Strong. —__-e Model Collection Notice. A Michigan merchant who evident- ly did a credit business sent out the following statement: “AIl persons indebted to our store are requested to call and settle. All those indebted to our store and not knowing it are requested to call and find out. Those knowing themselves indebted and not wishing to call are requested to stay in one place long enough for us to catch them.” —_—_e o-»—____ Where Ignorance Is Bliss. He—‘You don’t know how nervous I was when I proposed to you.” She—“‘And you don’t know how nervous I was until you did so.” GRAND RAPIDS Gommercial Credit C0., Lid. .... Credit Advices and Collections MICHIGAN OFFICES Murray Building, Grand Rapids Majestic Building, Detroit Mason Block, Muskegon THE McBAIN AGENCY Grand Rapids, Mich. INSURANCE AGENCY The Leading Agency Hot Time Candy Nut Butter Puffs Made only by PUTNAM FACTORY, National Candy Co. GRAND RAPIDS, MICH. LMI DOLLY FAAP PNT P Jowwey’ Th COCOA and CHOCOLATE For Drinking and Baking Jew Nays Gloce:.«r These superfine goods bring the customer back for more and pay a fair profit to the dealer too The Walter [1. ‘Lowney Company BOSTON THE NATIONAL CITY BANK GRAND RAPIDS WE CAN PAY YOU 3% to 34% On Your Surplus or Trust Funds If They Remain 3 Months or Longer 49 Years of Business Success Capital, Surplus and Profits $812,000 All Business Confidential Assets $7,000,000 Capital $800,000 OLD NATIONAL ay N21 CANAL STREET A National Bank with a very successful Savings Department 3% compounded semi-annually 20 MICHIGAN TRADESMAN September 8, 1909 PIONEER EFFORT. It Relates To People Who Lead the Way.* “You may talk about anything you like except politics;” said the little lady who invited me to address this assemblage, when I asked as to what I would be expected to say to a meet- ing of pioneer settlers. And her reply pleased me because, while I lay no claim to being a pub- lic speaker, I felt that in the pres- ence of a lot of men and women who know what work is and are willing to work; men and women who are self-reliant and are free users of the initiative, I could not go far astray it I should try to give to them a few of my own ideas as to pioneer ef- fort and the people who lead the way. There are several varieties of pio- neers and by common consent, seem- ingly, the highest distinction in that direction belongs to the explorers who, as a rule, have been soldiers and sailors. At least history conveys that impression. Just here is where I beg to dis- agree with the popular verdict. In my opinion equal honor belongs to those men who, as artisans and farm- ers, either accompany the soldiers cr follow their trail immediately. Take, for instance, the 100 artisans and farmers from in and around Quebec who, in 1701 and of their own free will, accompanied Cadillac and his soldiers to what is now the city of Detroit; and who, more than the sol- * Address delivered by E. A. Stowe at annual diers, in my opinion, were responsible for the founding of that city. Just so as to the townships of Cale- donia, Bowne, Cascade and Paris. Credit is rightly given to Rix Robin- son and Louis Campau, who blazed the way for the settlement of Kent county, but what about those who followed them and those who are still following them? Messrs. Robinson and Campau lo- cated at Ada and Grand Rapids, re- spectively, with ample equipment for establishing homes in the wilderness and with a business established and suficient to insure them a comfort- able living and a profit besides. What about those who came with practical- ly nothing but their brave souls and stout hands with coveted victory? All honor, I say, to Rix Robinson and Louis Campau, but equally will I plead for those heroic men and women who not only followed them but who at once isolated themselves here and there; who accepted dangers and privations and worked and _ suf- fered bravely that we might not for- get them and that we might enjoy the development of the present and of which we are a part. Right here is a proper which to win the time, it seems to me, to remind you that fifty years hence the men and women of the surrounding townships will be gathered together as pioneers, as we are assembled and possibly in this very spot, telling the tales of this decade as we tell the stories of the "40s and ’sos. The story of man’s relation to Na- ture is endless, so that we are pio- neers just as those who preceded us have been and just as those who are to follow us will be. It is a tale that grows slowly to those who have yet to read it, a legend of wondrous interest to those who are participat- ing therein at present. There is yet another view, as I see it, to this title “Pioneer.” There is what I call the perennial pioneer, to whom, more than to any other, highest credit should be given. The perennial pioneer is the per- son, man or woman, who year after year, full of faith in Nature and of confidence in themselves, plan, work and produce, in whatever department of human endeavor they may be placed, to the end that they may not only care adequately for themselves and those who are dependent upon them, but may contribute something of value toward the general welfare. Is it fair, think you, for us to as- sume that those men who early in May, 1840, met at the house of Peter McNaughton and specified the terri- tory now known as the townships of Caledonia and Bowne as the town- ship of Caledonia had only the wel- fare of the few people along the Battle Creek trail in view? No. They looked broadly and saw clearly away down the Thornapple to Ada and up the same stream to Hast- ings; they saw across the hills to Portland, the Rapids, Grandville, Yankee Springs and Gull Prairie. They saw, also, each one of them, that to win the victory they hoped himself hew out the specific and all- important little kingdom called “Home” and they went to work. Moreover, they were successful. Conditions in 1840 and those in 1gcg are not alike, of course. In those early days nearly every man, of necessity, was required to know and practice farming, which involved, as it does to-day, more or less skill as a mechanic. The wife had to know not only the mysteries of housekeeping, but she must card, col- or, spin and weave and, more often than otherwise, she had to be physi- cian, nurse, teacher both hired girl and hired man. To such people nothing was entire- It was the performed or and ly new or wholly impossible. as though somewhere, back in ages, they had either seen performed the exact things they were called upon to do. how because they had They knew to. Exactly the same possibilities con- Con- tinually ail men and women are _ be- front the pioneers of to-day. ing faced by facts and factors which, for the instant, seem singular and new, but somehow, somebody, some- where, leads the way—and at Once the thing is an old story. : I have heard that in the ‘30s it was VOssible to navigate a dug-out canoe with peltries from Campau ake to Grand Rapids and that once upen a time Rix Robinson [ndian ran or “poled” a laden I and scow-boat ail carrying nearly a thousand pounds of ~ now the vil- Coldwater from what is Freeport peltries lage of down Farmers’ Picnic at Campau Lake. for they must first and each for|Creek to the Thornapple and so to Ee ariiit ELT Perper : aaa T ver 4 qn oe Erg S ; The Square Deal et 1 ie I a a CS | CAN YOU BEAT IT? = 4 “ie 0 , a ={ | In JUNE our factory turned out and shipped 130,000 cases of = = += FW oe EL + $ 3 Q a o 5 2 3 5 a = o At our uniform price of 10 cents a package, that meant that, on the output of a single month, the retail grocer of y e the United States, making 80 cents a case or more, salted down the neat little O $9 a PROFIT of $104,000. AND THAT ISN’T ALL fs 5 91-4 |e On KELLOGG’S TOASTED CORN FLAKES the retail grocer knows that he buys them on equal terms with = a every other retailer. We make no direct sales on preferred terms to “the big fellows”—no Premiums, no free = ae deals, no quantity price, whether you buy a case or a carload. How about other corn flakes? Look it up. BS od After you do, you’ll decide to stick to ates Tan | = ; a = KELLOGG’S TOASTED CORN FLAKES = Eo HS = | , 2 5 The Square Deal 4 5 6| 4 Bu duttubdititl ultith iL Lil Hill, NAP Lititit uh dildus & % % 4 ae aie | ~~ id v ¥ ~ + Pa & =< ‘ % P rg Be aie | a“ ¥ v ¥ ae ~ «a “September 1p, 1909 MICHIGAN TRADESMAN 21 Ada. is authentic or not, but I believe that if Mr. Robinson saw that it was pos- itively necessary to do such a thing he found a way for its accomplish- ment. Away back in the ’30s a man living in what is now Bowne township went to Kalamazoo “to mill,” a yoke of oxen hauling his grain; and on his re- turn—there being no highway to fol- low and the blazed trails being few— he became confused and lost his way. His wife waited five days and, hear- ing nothing from him, started out alone to find him. She found him over near Parmelee, making his way slowly but surely—an Indian having put him on the right course. But the point of the incident is that the wife found him. She simply had to and did. Now-a-days, by the use of the tele- phone or telegraph or postal service or, sometimes, the service, women locate their delayed husbands; and it’s an old story. Speaking of the telegraph and the telephone reminds me of those pio- neers Benjamin Franklin, Samuel F. B. Morse, Alexander Graham Bell, Thomas A. Edison and Marconi— there you have it, two centuries of electrical development and always by pioneers. What is the farmer who plows his fields, seeds them down, cultivates them and reaps their harvests each year but a pioneer? Surely his opera- tions have their birth at the very be- police ginning of a complete process. He shows the way for the miller, the merchant and thé consumer. With- out him they could do little. So also were the old-time settlers who came into this section, put up I do not know whether this their log houses, cleared the trees away, built roads, laid rail fences and worked, worked, worked that we might have comforts and prosper. Prof. Morse’s telegraphic alphabet and the means for using it; Prof. Bell’s telephone; Edison’s phono- graph; Marconi’s wireless apparatus and all of the various improvements in connection with electricity, such as dynamo and motor engines, are the work of pioneers and most of them of our own day, and they are old stories. The trolley, the third rail, the elec- tric light, the motor (electric, gaso- line or alcohol) engine excite no comment. They seem to have ex- isted forever and even now the old humorous rhyme we have laughed over so often: “Darius Green and his flying machine,” is being transformed into a serious reality. And there still remain ties for other pioneers. Hon. Hora- tio S. Earle has performed good work in Michigan in the direction of good roads; Gifford Pinchot has spent a fortune of his own in developing a public sentiment in behalf of the con- servation of our natural resources and hundreds of men and women all over the country are devoting their time, money and skill in behalf of a propaganda, a campaign for the anni- hilation of that dread enemy, the white plague—tuberculosis. Then, too, all over the land are strong, sincere bodies of men, organized and at work as pioneers in an effort to solve the present dominating problem _ of freight rates. Freight rates may appear to you as a singular matter to present wpon this occasion, but I take the liberty of doing this because I sincerely be- opportuni- lieve it is a topic of direct and vital interest to all farmers and because I am confident that, once having your attention attracted thereto, you will appreciate the fact and, each for himself, will inform himself thoroughly in regard thereto. more Talk about the tariff problem, it is not to be mentioned in the same breath with freight rates, because, while the tariff affects comparatively few industries and its dues are paid but once, freight rates affect every item of human consumption, not once but many times. They touch every- body and everything, everywhere and all the time. Freight rates, unlike tariff dues, which are imposed by our Government and collected the same authority, are paid by both pro- ducer and consumer to private cor- porations and in accord with the dic- tates of such organizations. by The farmer who has at his com- mand the cheapest form of trans- portation for the distribution of his products and the manufacturer who can ship his products here and there all over the earth at the cheapest freight rate are the people who may attain the greatest degree of pros- perity. In brief, farmers, manufac- turers, merchants and consumers— and the latter term embodies every man, woman and child living—are directly interested in_freight rates be- cause they censtitute the factor which limits and determines, which tells the farmer and everybody else just how far and at what profit farm and other products may be carried, either as raw material for the manu- facturer or as finished product to the consumer. Freight rates are the arbiter which says whether or not a farmer may continue business at a profit. Our late President, Theodore Roosevelt, realized this fact and as the most feasible and direct method ifor reducing freight rates in the Unit- ed States recommended and advocat- ed the improvement of the inland waterways of the country. Before his election and to-day President Taft endorsed and still endorses the same proposition for the same reasons. The question is a live one and in- tensely interesting and convincing be- cause of the great abundance of evi- dence that is available in its support; in support of the unimpeachable fact that transportation by water is the cheapest form of freight carrying; in support of the other fact that no oth- er country on earth is so amply pro- vided with so wonderfully compre- hensive a system of inland waterways as iS Our Own. I will say no more directly bear- ing on this subject, but I trust that what I have said will set you all to thinking and, more than that, to in- vestigating on your own account. It pay you well to do this. Along in the ’30s our late and im- mortal President, Abraham Lincoln, shipped as a “bow-hand” on a trad- ingboat—a flatboat laden wth mer: bound for New _ Orleans. One day as his craft was floating slowly down the stream in the vi- |cinity of Island No. to the Captain up-bound steamboat hailed him sneeringly with: “What’ll you jtake for your old scow?” will chandise 1Oot an his up stream, Lincoln, leaning heavily on and looking intently made no reply. acy 1] joar give you six bits for your MICHIGAN TRADESMAN September &, 1909 punt and its load of truck,” shouted the Captain. Still looking up stream Lincoln called back, “I’m too busy to dicker.” “Busy!” echoed the Captain. “Busy *bout what?” he asked. “*Bout what your boat and cargo will be worth if you don’t put over your wheel,” replied Lincoln dryly. The Captain ran around to the front of his pilot house and looked up stream. Dead ahead and not twen- ty rods away was a “planter” or snag, which, excepting a few boughs, was totally submerged and floating heavi- ly down toward the steamboat. The helm was put over and the signal to back water was given. In this way the steamer, heavily loaded with freight and carrying many _passen- gers, escaped disaster and in this way the Captain again came within hailing distance of Lincoln. “Say, my boy, you did me a good turn just now,” he called, “an’ I owe you one.” “An’ you did me a_ good _ turn,” called back Lincoln. “How so?” asked the Captain. “You proved to me that it does not pay to take it to heart when thought- less people try to rub it into you,” was Lincoln’s deliberate reply. What has this story to do such a gathering as this? It has this much: The average farm- er is “too busy to dicker.” And, more- over, there is no type of American character which is more _ ruthlessly sneered at and _ belabored with thoughtless criticism than is the aver- age farmer. Essay writers who never saw a farm are continually telling him what to do and what not to do; the funny man of the daily paper per- sists in rehabilitating age-old absurd- ities and charging them to his ac- count; the caricaturists draw impos- sible pictures and label them “hay- seeds,” while the third rate actors of the barroom and the fourth rate ac- tors of the stage fancy that they are funny if they can but do or tell some- thing vulgar and coarse in their delu- sion that they are impersonating the farmer. You are not only “too busy to dicker,” you are too busy to even notice such ignorant defamers; too busy doing the very best things pos- sible for your homes, your neighbor- hood, your state and your country; so busy, indeed, that you are the backbone of the country; a fact which sooner or later the people of the United States as a whole will ap- preciate if they do not already recog- nize it fully. For example, the com- putations of the Department of Ag- riculture show that the value of farms in this country rose from $18,- 279,503,887 in 1900 to $24,410,276,963 in 1905—an increase of over six bil- lions of dollars within five years. Is it strange that there is a change in public sentiment? That the young- sters in the country are less keen to leave their homes for the city? That the frayed out ones in the city are sitting up and taking notice as to the freedom and independence of life in the country? with —_—__». 2. ___ Fewer people would have axes to grind if they had to furnish the mo- tive power to revolve the grindstone. Three Reasons That Hold One Wom- an’s Trade. Written for the Tradesman. I had noticed for a term of years that Mrs. B. always shopped at Cas- sius & Co.’s store. One day, during a cozy chat with the cheery little body, I asked ther why it was that she seemed invaria- bly to single out this special firm. “Well, I'll impart to you the rea- sons why I like to give them my trade,” said little Mrs. B. with amia- bility. “Perhaps you’ve observed and per- haps you haven’t that we women are largely governed by the minutiae of life. The big things often pass by unheeded by a great many of us wom- en, while those of lesser importance receive relatively an inordinate amount of attention. This is true in general and more so in particular. “Now as to why I give my entire patronage in their line to Cassius & Co.,” continued Mrs. B.: “In the very first place I enjoy the atmosphere of the store. I myself am one who looks out on the world through the eyes of optimism and I always prefer, prices being the same as others’, to purchase goods at that store where there are smiling faces to be seen on all the clerks. I don’t want you to infer from this that I like a lot of grinning monkey-faces— faces that know nothing but to stretch the mouth from ear to ear over mere inanities. No, far from that; but I do love to be waited on by a clerk who doesn’t give one the impression of her features having been frozen stiff in the near or remote past and that she is afraid if she cracks a smile that her face will snap somewhere at the same irstant! “So many store proprietors hire just this sort of persons and the idea these give to patrons is that of ‘cold civility’—or ‘polite incivility,’ as some express it. And this spirit militates against the well-being of the place. They can do more in a minute to cre- ate ill will towards the store than the proprietor can undo in a day. If cheerfulness animates the owner and the sales force it makes people buy more goods, and that’s what mer- chants are in business for—not for their health. “Another thing that pleases me about this establishment is the fact that never yet in all my trading there have I had a package come undone in its delivery or while carrying it home myself, and that’s saying a good deal for they’ve had my money for the last twelve years I never even have had to ask a clerk if she would do up a bundle more securely. It seems to be a rule of the store that cus- tomers shall have no cause for com- plaint on this store. And when I send my little daughter or my serv- ant there is the same careful atten- tion in this regard. “The third item to prejudice me fav- orably towards Cassius & Co.’s place of business is that everything in it is kept so immaculately clean and it is always in such applepie order. You never have to look out for your skirts there and you don’t have to wait a year while a clerk rummages through stock to find a certain article. Each clerk knows right where to put the hand on everything carried in that particular section. This is a great saving in time and patience for the patron whose time is money and who needs all her nerves for her work in life. “There are other things that wed me to this store,” concluded agree- able little Mrs. B., “but these three are enough to hold the trade of any reasonable woman—and I hope I have my share of common sense.” im oR 2 ee The Unexpected. He had wedded a popular actress, much to the dismay of his friends. He was fond of the practical things of life. His friends were sure the pro- fessional lady would prove anything but a helpmeet to him. It was their first breakfast in the pretty suite in the little flat. The coffee was delicious, the steak of the exact rareness he preferred and he had never eaten such rolls. He held one of the latter aloft. “Why, where did you buy them, my love?” he asked. She flung him a bewitching smile. “1 eteated those rolls,’ she dra- matically answered. “You?” he cried. “Yes,” she replied. “I was cook- ing in a downtown restaurant when I went on the stage.” Oe A woman knows that her new gown isn’t a perfect fit when another wom- an tells her it is. Grand Rapids Floral Co. Wholesale and‘ Retail FLOWERS 149 Monroe Street, Grand Rapids, Mich. FLI-STIKON THE FLY RIBBON The Greatest Fly Catcherin the World Retails at 5c. sig 80 per gross The Fly Ribbon Mfg. Co., New York ORDER FROM YOUR JOBBER DAILY TO CHICAGO x 2 Graham & Morton Line Steamers J ‘*Puritan’’ and ‘‘Holland’’ Holland Interurban Steamboat Car Leaves 8 p. m. Baggage Checked Through New and Second Hand BAGS For Beans, Potatoes Grain, Flour, Feed and Other Purposes ROY BAKER Wm. Alden Smith Building Grand Rapids, Mich. California Genuine Sardines They have all the old-time Sardine quality, delicious in flavor, a wholesome, inviting food. You will prefer them to any you have evereaten. %# SS SF Ft SF Not a Substitnte, But a Genuine Sardine You should become brands. Weight Tins ARTICLES Per Case Per Case Goldfish Brand Ravigote Style 4s, Keys 58 lbs 100 Sunset Brand Le Croix Style 4s, Keys 58 lbs 100 La Rouchelle : Style Ws Keys 58 lbs 100 Senorita 44s, Keys 48 lbs 100 “C. P.” large Ys, no Keys 75 lbs 100 Mission Brand Boneless Y%s, Keys 44 lbs 50 Sunset Brand Le Croix Style %s, Keys 44 lbs 50 “Cc. P.” large %s, no Keys 64 lbs 50 Blue Sea Tuna no Keys 48 lbs 50 Sunset Brand in Spices Soused 1 Oval 60 lbs 48 Tomato 1 Oval 60 lbs 48 Mayonnaise ' i Oval 60 lbs 48 California Henne Building acquainted They receive the preference by all those who have given them a trial. with our Fe Sold by Over 565 Wholesale Grocers And in Every State in the Country Us : somes pancacaebshoce mx oe? oe ae ay Tl Ct ‘ = ca A =S | = ty {=e => a: . > =" = Cannery, San Pedro, Cal. The only cannery of Genuine Sardines in America that is operated 12 months in the year in the same line of business. Fish Company Los Angeles, Cal. * nel 4 “¥ oe a v 4 j i 7s DZ “ ; nee . < 2 nx — > Ag aif » i Vv hy v September 18, 1909 PERFUME DISPENSER. She Should Be Chosen With Greatest Wariness. Written for the Tradesman. I must say that I often have cause to be amazed at the lack of discre- tion displayed by some storekeepers in the selection of the girl they put in charge of their perfume depart- ment. The one selling this fascinating merchandise should, in the first place, be a person of fair education. By this 1 do not mean that she have all the clogies and isms at her tongue’s end, but she should be possessed of some schooling and have a naturally bright head on her shoulders. One’s heart sinks when approach- ing some of the frowzle-topped non- entities behind perfume counters. On questioning them as to the make of of the they are there tc sell many of them, you will find, don’t know one manufacturer from another. They don’t even have the knowledge whether a particular man- ufacturer is across the Big Pond or lives on this side the water. They don’t know why one perfume is above another in price. They don’t even understand why one customer calls for Roger & Gallet’s Violette de marme.| or. Vera Vuioletta, while another patron is perfectly satisfied with Patchouli or Jockey Club. All they understand about the quartette is that the former two are very ex- pensive and seem to be enquired for only by what they call their “swell- est trade,’ while the servant class ap- pear to like nothing so well as the latter duo, or something largely akin to these two, fairly reveling in them. In selecting a girl for the perfume department a_ pretty blonde with brains makes a fine combination. This combination is rather difficult to run across, for I am of the opinion that quite generally pretty blondes are not burdened with an overstock of brains. Not that all blondes are silly, but a girl of this description as to coloring is usually so busy with attending to the preservation and enhancement of her charms that she has but a modi- cum of time to waste on the conser- vation and cultivation of what’s in- side of her noddle. Blondes are cer- tainly dainty—-unless they adopt the fool notion of wearing false hair— and daintiness is desirable to have be- hind the perfume counter. Select for your perfume depart- ment a woman with the “gift 0’ gab.” I don’t like the quoted phrase a little bit, but really something more re- fined does not always express. the meaning so well. That is just what is necessary in one at the perfume department—the “gift o’ gab.” Read- iness of speech ensures many a sale that would be lost without it. The ability to say just the subtle thing that shall clinch a sale comes in ex- cellent play at the perfume counter. The perfume girl must possess a sufficient amount of ability at read- ing human nature and also she must be an adept at “sizing up customers” in the twinkling of an eye. Some- times these two accomplishments are a matter of intuition. If not, they some zoods MICHIGAN TRADESMAN may possibly be acquired by close observation and incessant study; in other words, by practice. It would be the height of inappropriateness to of- fer an inferior perfume to a lady of education and refinement, while it would be equally absurd to try to sell a recherche article in the per- fume line to an ignorant person of uncultured tastes. This is not to say that the per- fume clerk should never try to influ- ence her patrons to “trade up.” She should with her commoner customers endeavor to persuade them, always i a nice way, to buy a better grade of perfume than they have been ac- customed to purchasing. She should somehow let them know that it is much better form to use perfumery with less frequency and in smaller quantities than to “slather it on” and have the perfume lacking in elegance of quality. She needn’t use the word “slather.” But that’s the idea—less perfumery and not used so often but ot better kind. Some poor and un- cultivated people are quite apt to re- gard perfumery as one of the actual necessities of life, but they utterly fail to recognize the fact that “there’s a difference” in perfumes. “A _ rose by any other name” smells just as sweet to them; they lack woefully in discrimination. Such people, if steady traders, should with great finesse be brought to see the “error of their (perfume) ways” and shown a far more preferable course. Never let patrons depart—whether regular or transient, but especially the latter—without so impressing your (perfume) personality upon their memories that they will want to trade with you whenever in need of the goods carried in your portion of the store. With an average stock the caprices of every sort of user of per- fume may be met, prejudices over- come and the department made, in volume of sales, one of the most important sections in the establish- ment featuring this liquid so univer- sally agreeable to the olfactory or- gan. Beatrix Beaumont. ——_+--.__ Notion Counter Must Be Placed Right To Secure Trade. Written for the Tradesman. The man was talking who keeps a wide-open eye up on the small de- tails of the business as well as upon the weightier matters pertaining thereto. He was saying: “It has always seemed to me, it has always seemed to me,” he re- peated for emphasis, “that the dealer as one of his side lines makes a great mistake if he puts the counter containing these goods way in the back part of the store, or even halfway to the rear, and for this rea- son: in notions “The majority of shoppers, if enter- ing a store to buy nothing but a no- tion or two, quite naturally feel de- cidedly diffident to having to own up to a floorwalker that that is all they desire to purchase. I have known of some shoppers so_ situated—that is, entering a store with no intention of getting more than a few notions— jto actually fib to the floorwalker when asked by him what they wished to see. They would tell him that they ‘just stepped in to look around,’ He would talk to them a little while, then turn his attention to other in- comers. As soon as his back was turned they would chase around the corner, after a while ending up at the far end of the middle aisle where stood the notion counter, which was the point of their destination in the first place. It was against their shop- ping tactics to be enquiring where were kept such picayunish articles as notions! For this and various other reasons [I would always have the _ notions counter conspicuously situated. Right next to the door, to my mind, is none too far front. The big things that people want to buy they will go after, no matter if at the very tiptop of the building or in the subbasement, if there be the latter, but they hate to chase all over creation for riffraff, often omitting altogether to make the effort to reach the notions ““Oh, pshaw! I won’t be bothered to get that little stuff to-day that I wanted, Ill wait until I to down near that counter for some oth- er kind of goods.’ “And thus many a nice little sale is lost, whereas they would drop right into the merchant’s hand if these small articles were within easy sight. If they were right where people had tc step over them, as you might say, counter, have ZO to get somewhere else hundreds. of sales would be made every day of small items that people need but den’t think of until their eyes light on them in a store. “Formerly I used not to pay so much attention to details as I do now, but I find that it pays the keeper well to do so, and one of these details is the advantageous position of the notion counter.” H. E. R. S. store- 23 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 |b. tin boxes, 10, 15 and 25 lb. buckets and kegs, half barrels and barrels. Hand Separator Oil is free from gum and is anti-rust and anti-corrosive. Put upin %, 1 and 5 gallon cans. STANDARD OIL CO. GRAND RAPIDS, MICH. 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. BUICKS LEAD CARS $1000 AND UP BUICK MOTOR COMPANY Louis and Ottawa Sts. Grand Rapids Branch quality proven to make SuCcCeSS. permavent satisfaction. Repeat Orders The choosing of goods that bring repeat orders— goods that thoroughly satisfy the customers, and of a chance buyers—this is the foundation of mercantile Jennings’ Flavoring Extracts have gained their reputation by maintaining for thirty-six years the highest standard of purity, strength and quality— Jennings’ Extracts bring repeat orders and assure Jennings Flavoring Extract Co. Grand Rapids, Michigan Established 1872 permanent customers of 4 MICHIGAN TRADESMAN — » ~ A Solid Trainload¢ Some Idea of the ei immensity - ‘tp of this shipment may be gained he sf from the following figures: It Flowsy contained nearly 5,000 barrels. | If it were made into loaves, at ic _ i 5c per loaf the total would aggregate $89,450—placed end to end the loaves would cover a stretch of 23% miles. 27,640 yards of cloth were used to make the sacks for the ship- ment, and 30,900 feet of twine | | | were necessary to sew the sacks. j y oe - eee aes Seca oan GD — =e On Friday, August 13 This Shipment Created i at 1 p. m., the C. Hoffman & Son Milling a sensation and has received notices One Tut Co. shipped from Enterprise, Kansas, the - 4 from newspapers and trade papers above trainload of Fanchon Flour. It was . : | .. iM many parts of the country. It the largest shipment ever made into this " 5 State. The train reached Chicago Monday WaS accorded a special train with Near morning at 4 o’clock, Grand Rapids the after- special engines and crews for the 25ar : : os “th noon of the same day at 1:30, and was de- entire route, which was covered in Bo livered in Saginaw at 6:30 of the same 4 remarkably fast time. , evening. y In One Hy “4 Symons Bros., Distributors for Eastern Michigan ) _ | September 14, 1909 MICHIGAN TRADESMAN 25 dof Fanchon Flour The Famous ferred Lime Stone 1¢ \ipment of Fanchon Flour. 1¢ ggest Single Shipment of Owever Made Into Michigan. Hard Turkey Wheat, which is grown only in certain sec- tions of the State of Kansas, is used exclusively in the manufacture of Fanchon Flour. It takes more wheat ‘‘We ask as an especial favor that you return é€ry sack of ‘‘Fanchon’’ at our expense that is i€-exceptionally good.”’ ' ees <=> { to make a barrel of this flour / . Ay My, * because more of the low ; Ss ENTERPRISE, KANG, 2. | grade is taken off, and for : CS this reason it has been long << FANCHON J noted for its excellent flavor as well as for the fact that it will make more loaves to the barrel than any other brand. 2 Only the Maintenance That the Demand ‘Tunload of the highest quality has created the active [0 this brand is a continuous one may be seen from the fact that this mill shipped to Michigan, bs Boers 25 : business possible. The policy of the C. during the 30 days previous to this mammoth shipment, considerably over 6,000 barrels, and ar 5 O00 | Hoffman & Son Milling Co. has been to since the arrival of the train more than 2,000 a le make a flour not “just good enough” for >arrels have been ordered. The entire ship- | 5: . is j her illustration of the fact that | al the ordinary trade requirements, but of such ™°"! 'S Just anot B32 S y q : the public appreciates an article of superlative | merit even if it does cost more. All the good upon for the best results at all times. grocers in Michigan sell “Fanchon.” demand which has made this immense exceptional merit that it might be depended netipment Judson Grocer Co., Distributors for Western Michigan MICHIGAN TRADESMAN September @, 1909 A DIVER’S WINDOW. It Was So Decidedly Unique It Cre- ated Enthusiasm. Written for the Tradesman. The unusual, as noted by close ob- servers of various window trimmers’ efforts, is what gets the curious pub- lic, and the more dissimilar to the goods carried by a store the greater the interest of that same public. A certain dry goods store recently obtained the loan, from a party who deals in seafaring lines, of a diver's complete outfit. Anything pertain- ing to the mysterious realms of Nep- tune is always regarded with a wholesome awe and this occasion proved no exception to the universal rule. Each of the different parts of the diver’s outfit had a tag of its own, and these were of great inter- est to those unfamiliar with the items, especially to the children. The floor of this exhibit was spread with white sailcloth, new inch- thick rope being sewed neatly around the sides of the canvas rectangle. The background was a painted can- vas appropriately representing a vio- lent storm at sea with a shipwreck- ed schooner sinking beneath the waves, its crew being saved by taking to the lifeboats. At each end of the window was fishnet arranged in graceful festoon- ing. Also fishnet enveloped the ceil- ing and was looped back in careless folds at either side next the glass. Seaweed and strange sponges were berrowed from a private collector of the curious in nature and in art and these were bunched here and there. A row of conch shells following the outline of the canvas lent their pink-lipped prettiness to the scene. Droves of animated kids constant- ly massed themselves against the glass, as it is out of school hours these day, going home to retail gos- sip concerning the singular exhibit. While this could not, by any pos- sible stretch of the imagination, be said to sell goods, still it was a fine advertisement for the firm present- ing this out-of-the-ordinary spectacle, which generally brought up questions at home as to each item and sent ur- chins to dictionary or cyclopedia to goods store in whose window the diver was temporarily sojourning, and where a placard read as follows: O I Am A Diver In the Deep Blue Sea ! How Would You Like To Be Me, Me, Me > Somehow the children got to re- garding the personal pronouns in the last line as His Divership’s name and they would say to each other: “Oh, come on, boys! Le’s go down an’ look at Diver Me-Me-Me. Shell me?” And it was generally the case that they “shelled.” HE. &. S. f sn The Wise Man. Mr. Man, you have had your two weeks off and taken your vacation. You were sighing for the country and its meadows and brooks, and you engaged board with a farmer. You didn’t like the beds. You didn’t like the board. The fresh vegetables were not fresh. The milk “from our own cows” wasn’t up to the mark. All the shady spots were pre-empted by the fat woman and her kids. The robins didn’t do any sing- ing by day and the whippoorwill wasn’t piping up at night without pay in advance. You strolled in the meadows green, and the bumble bees made it hot for you. You sat down beside the babbling brook and your dollar straw hat float- ed away on the babble. You looked for romantic dells and found them in of hogs. You possession of droves on the veranda to wel- come the rising of the harvest moon, but she was taking it easy and didn’t rise. You got out of bed early for the first time in years to see the sun come up and shine down on a world of goodness, but it sat was a cloudy suit, but you balked at sight of the horsepond. You took up a five-dollar fishing outfit and caught one little feller. To yourself and to others you call- ed the farmer a blamed old swindler and asserted that he ought to be writ- ten up in the papers. You kicked all the time you were away, and now you mean to kick that you’ve got home. Don’t do it. It’ll all wear off in a month, and when next summer comes you'll do just as you did this summer—go back to the same place. — Sparring for Time. “Really,” said the lady with the beehive hat, “I insist.” “No, dear,” protested her compan- ion, whose hat was nearly as great in ciameter as a turntable at a round- house, “you mustn’t. Please let me. I have the change right here. Let me sec, 1 wonder —” “But you paid for me last time. 1 have the money all ready. Conductor, can you change a $10 bill?” “Now, I shall not permit you to have that broken. I have some change all ready, if I can only find it. Dear me, I wonder what I—” “It’s all right; I want to get this bill changed, anyway. I wonder where I put—” “No, no; really, you musn’t. I thought I had the change all ready. I must have lost a nickel of it some- how. But I have a $5 bill that—” “Did you say you had a nickel?” es,” “Well, I have one, too, so T’ll pay cr you next time.” “No, you shan’t do so. I shall ‘n- sist.” Then each handed out her nickel, seying to herself: “The idea of her pretending to have a bill. She never had more than 20 cents at one time in ther life!” Deceitful Appearances. The American opinion of coffee as understood in the English home is not high, and how the coffee of the English lodgings is esteemed may be understood from the following travel- er’s tale. It was his first morning in London “apartments,” and his land- lady came up with the breakfast, and as he began the meal opened a slight conversation. | Lesser quantities. (00... Post Toasties Any time, anywhere, a delightful food— ’ ‘The Taste Lingers.’ Postum Cereal Co., Ltd. Battle Creek, Mich. The Diamond Match Company PRICE LIST BIRD’S-EYE. Safety Heads. Protected Tips. 5 size —5 boxes in package, 20 packages incase, per @ase 20 or lots.) oe $3.35 cs... 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Peewee seat ca cet se $1.50 BEST AND CHEAPEST PARLOR MATCHES. 2 size—In slide box, 1 doz. in package, 144 boxes in 2 gr. case, in 20 gr. | Lesser quantities $1.70 3 size—In slide box, 1 doz. in package, 144 boxes in g Sf Case, in 20 or. lots, $2.40 PeseerquantiGes ci.) ee $2.55 SEARCH-LIGHT PARLOR MATCH. 5 size—In slide hox, 1 doz in package, 12 packages In S.2t Case, in 2o gr lots. 3... $4.25 Lesser, quantities 2.5. ae $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 cascin 20 97, lots; oS es 26 Desser.quantities, 2 100) ee $3.60 SAFETY [MATCHES., Light only on box. Red Top Safety—o size—1 doz. boxes in package, 50 packages (720 boxes) in > gr. case, per case tO ZO et Ots ee ete ai j Lesser quantities $2.50 discover its use, and such research|morning or the fog was thick enough} “It looks like rain,’ she said. Aluminum Safety, Aluminum Size—1 "in, : : : : : : oxes in package, 60 packages(72 “ills could not but bring up talk in the|to cut with a knife. “It does,” replied the American; 5 gr. case, per case eg family circle concerning the dry You took up a two-dollar bathing! “but it smells rather like coffee.” Be RIES $2.00 y gs 5 It’s a Bread Flour “CERESOT A” Made by The Northwestern Consolidated Milling Co Minneapolis, Minn. JUDSON GROCER CO., Distributors, Grand Rapids, Mich. , ae ~ « * * ~ < + a uf Mp a , aS c ~— « rs we > e x @ 4 r us September 18, 1909 MICHIGAN TRADESMAN 37 A RETAILER’S TURN. How a Hillsdale Grocer Changed His Business. Written for the Tradesman. Down in the city of Hillsdale one Lewis Jones conducted for some years a retail grocery and prospered. Over in the northwest corner of the town, just where the headwaters of the St. Joseph River show as a mere rivulet, there is a living spring which discharges constantly a large flow of crystal pure and ice cold wa- LEL, It is located on a slight incline and sends its flood fifty or sixty feet away into a small reed-bordered pond. Aside from the tracks of the Lake Shore Railway, which pass along the east side of this property, and one of the principal thoroughfares—along the south side of the area—leading out not of the city to the west, there is much of especial interest in the vicinity except— And this is where Lewis Jones, ex- retail grocer, comes in, spelled large. Mr. Jones was tired of tying up nutmegs, husking clothespins and blending teas and coffees and he had his eye on the living spring over to the northwest. He bought the prop- erty on which the spring is located. Indeed, he bought various other ad- joining acres. He built a small brick house over the spring, thereby secur- ing that resource from contamina- Then he christened the place “Cold Spring” and people began to sit up and take notice. There was a good “cotch” of grass seed coming on presently, and shortly there was, around the brick house and down to the pond, a very invit- ing lawn which was fairly well shad- ed by a few thrifty, well-preserved trees. Then the Hillsdalians aban- doned “the burying ground” as_ the attraction for the regular Sunday aft- ernoon walk and said, “Let’s go over to Cold Spring.” Meanwhile Mr. Jones had _ platted the acreage south of the street, and putting it on the market was selling a lot now and then. Also he had secured from the Michigan State Fish Commission a million or so of fish eggs of the rainbow tr_ut variety. In- cidentally, he had begun to bottle and deliver to subscribers Cool Spring water. In due time his eggs hatched and this, after a proper period, resulted in the development of additional ezgs, so that the routine soon made neces- sary the putting in of breeding facili- ties. Continuously boiling glass jars in the brick house was well enough so far as it went, but there were fish ranging from an eighth of an inch to two, four, six and twelve inch- es in length that had to be cared for. Thus it is that to-day there are three pools, each for fish of a differ- ent age, in the little brook leading from the brick house to the pond. When the debutantes have passed from this ordeal to a size and dispo- sition to take care of themselves they are transferred to a new and auxiliary pond on the south side of the street, where they remain until eight or ten inches in length, then they are removed to the original pond tion. and are big fish among other triarchs. pa- There is no game law “closed sea- son” for rainbow trout of the Jones variety-—that is so far as Mr. Jones is concerned. Citizens may and dv visit Cold Spring to see the fish and throw cracker crumbs to them, and the fish gather by thousands along the shore to acknowledge the cour- tesy and practically to feed out of the hands of their visitors; but there the familiarity ceases. Why? Because Mr. Jones has a contract with the Commissary Department of tne Lake Shore Railway which takes all the fish he can raise at 50 cents a pound. And he prospers. Charles S. Hathaway. 2. ____ Purveyors’ Windows Can Be as At- tractive as Any. Written for the Tradesman, The grocery and the butcher shop should not be one whit less enter- prising in the fixing up of their win- dows than the dry goods and the clothing stores. With such a wealth of material as bas the former to draw upon and as interesting as the latter may make exhibits, there is no rea- son in the world why they both should not make not only the dry goods and the clothing establish- ments sit up and take notice but al- so cause all other commercial places to open their eyes and take a look out of them. For the grocery store consider the item of honey alone and see how the subject could be enlarged upon. Early in the season a couple of good-sized boxes could be seeded to the kind of clover that bees love best to discover, and when honey time ac- tually arrives these may be placed in the window for a short time with a hive of live bees obtained from some accommodating apiarist of your ac- quaintance. Honey in the comb and also strained should be abundantly displayed. Cover the floor with real sod. Air should be allowed the win- dow space if it is partitioned from the rest of the store, but of course caution must be exercised to prevent egress of the honey-gathering hy- menopterous insects. Is the display one of canned goods? Then secure photographs or _ other pictures of the interesting canning processes and put them in the win- dow with an attractive display of pre- served fruits, or meats— ot whatever the exhibit may consist. Such pictures will make the window much more noticeable than simply an array of tin or glass cartons, no matter placed. vegetables how uniquely these may be With fresh fruits and vegetables to draw on for his window the grocer has “everything his own way” as re- gards handsome designs in shape and color, You might say that he has “all the colors of the rainbow” at his disposal. A nice way for the grocer to do is to get, from some one competent to supply them correctly, various menus for the several meals of the day and show in a dainty manner all the in- gredients necessary for their prepara- tion. This course would give home- keepers a good impression; would be very likely to remember your establishment when they had Occasion to concoct similar dishes. Aim to keep on hand—and be sure to let the public know of it through they that are often called for by dainty or daughters who joy in getting up pleasant little surprises in the gusta- the eyes of passing and possibly pur- to placard, whatever else you do or do not do. The Butcher’s Innings. The meat man, also, is not living to his if he has no real- izing sense of the value of his win- advertising purposes. He can meats both uncooked and cooked and can have placards calling heed to their fine qualities and He should display the several differ- Up chances dow space for show adaptabilities. same meats cooked in ent ways if they are susceptible of variation. With each manner of roast- ing, stewing, frying, etc., should be seen the sauce or sauces peculiar to At oth- that meats that special way of serving. er times particular vegetables taste appetizing with certain your window and other beneficial ad- | vertising—at least a small assortment | of odd little condiments and the like | cocks, whether they be simply wives | chasing pedestrians? And don’t forget | Are you looking for into a large general store are great. in a paying business, and in a thriving town. Fetus be displayed in conjunction | therewith. | If the dealer cared to go to that | expense he might issue a neat little | brochure anent the best ways of cook- ling all meats. including poultry, | game, frogs, fish, turtles, etc. Such a condensation of ways of cooking flesh would prove uncommon- animal ly acceptable to busy women who like H. EF KS, irccipes in a nutshell. H. LEONARD & SONS Wholesalers and Manufacturers’ Agents Crockery, Glassware, China Gasoline Stoves, Refrigerators Fancy Goods and Toys GRAND RAPIDS, MICHIGAN torial line for the “men folks” of the | family or experienced caterers fixing | things for large and elegant func- | tions. No use whatever to. carry| these goods if you don’t. exploit | them, and where better than under ‘ELLIOT 0. GROSVENOR Late State Food Commissioner | Advisory Counsel to manufacturers and | jobbers whose interests are affected by ithe Food Laws of any state. Corre- spondence invited. 2321 Majestic Building, Detroit, Mich. Grocers and General Store Merchants Can increase their profits 10 to 25 Per Cent. On Notions, Stationery and Staple Sundries Large Variety Everyday Sellers Send for our large catalogue—free N. SHURE CO. Wholesale 220-222 Madison St., Chicago a chance to go into business for yourself? I know of places in every state where retail stores are needed—and I also know something about a retail line that will pay handsome profits on a comparatively small investment—a line in which the possibilities of growth An exceptional chance to get started No charge for my services. Write today for particulars 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. Corner Monroe DUDLEY E WATERS, Pres. CHAS. E. HAZELTINE. V. Pres, Melvin J. Clark Samuel S. Corl Claude Hamilton Chas. S. Hazeltine Wm. G. Herpolsheimer i. Be We Make a Specialty of Accounts of Banks and Bankers The Grand Rapids National Bank JOHN E. PECK, V. Pres. A. T. SLAGHT, Asst. Cashier DIRECTORS Chas. H. Bender Geo. H. Long Chas. R. Sligh John Mowat John E. Peck Chas. A. Phelps We Solicit Accounts of Banks and Individuals and Ottawa Sts. F. M DAVIS, Cashier JOHN L. BENJAMIN, Asst. Cashier Justus S. Stearns Dudley E. Waters Wm. Widdicomb Wm. S. Winegar Pantlind has proved popular. 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 paid for about a dozen years. Investigate the proposition. fae MICHIGAN TRADESMAN September §, 1909 CONVERTING A CUSTOMER. Salesman Must Get Into Atmosphere of the Man, I have sometimes tried to discover a definition for that which we refer to as the sense of humor, even going to the length of consulting the dic- tienaries and boring a summer piazza group. I have not yet discovered two persons who were in agreement, nor one who could clearly state his understanding of the meaning of the term. Some were willing enough to talk, but the more they talked the less I knew about what they thought. I am not able to define the phrase, although I know well enough what it means! It is quite easy to recognize a sense of humor in the constitution of one’s friend, and easier to recog- nize its absence. It is, like Boston, a state of mind; or, more exactly, an attitude of mind. It is possible to acquire a sense of humor, or at least, as the slang of the day suggests, to make a noise like one possessed of a sense of humor. It is, perhaps, as much an attribute as an inherent quality; for it may be simu- lated, it may be engrafted, it may be practiced as an accomplishment or employed as a weapon. A keen sense of humor is the purple aura within which the good salesman or the shrewd advertiser envelops his prospect. Let us for this one time dispense with the term advertiser and consider that the term seller includes it also. I choose seller rather than salesman because it seems to me that the seller sells while the salesman offers for sale. So, while the seller must needs ‘thave a sense of humor the salesman may get along without it. One can, I imagine, offer goods for sale to people with whom he can not get into rapport; but one can not surely sell things unless he can get his prospects to stand with him upon the mazic rug of the sense of humor. That is, one can not sell things to an unaroused buyer unless there is the power to arouse him; and a per- son may be aroused much more easi- ly if a silken ribbon is used to lead him than if a chain or a hempen cord. The silken ribbon may be one’s sense of humor. Why not? There is selling and selling. There is the selling which is only the per- functory response to the necessitous demand. Filling an order I do not call selling. When the butcher, the baker, the grocer, or even the draper responds to a demand for his wares he exercises none of the selling tal- ent, unless he leads the buyer deeper into quantity or higher up the price scale. There is the selling which is the end of the chase—the brush after the hunt, the fine and finished result of the art of creating desire. In this selling the imagination of the seller discov- ers the latent need, his hope fires his courage, his persistent zeal plans and prospects the campaign, his sense of humor molds the prospect to his will. Some say it is the personal ele- ment in selling that wins. It is. But just what is the personal element? It is, is it not, the skillful estimation of the prospect by the seller, and a care- ful playing upon him to soften and entice his will so that it may prompt him to follow where the seller wishes to lead? I who am to sell must sur- round and overpower the personality of the prespect with my personality, and I must negotiate an eager sur- render. It is mighty ticklish business, this leading a human being to water, furn- ishing the water and getting him to drink. To do it successfully one has to know the human beings. More: One has to know them well enough to cater agreeably to them. Even more: One has to know himself bet- ter than he knows that one to be led to drink. Knowing the abstract man to be led to the selling fount, and knowing the concrete man who is to lead, there is yet to know how the very act of leading—of selling—is to be accom- plished. It boots me nothing that I kuow the keyboard of the piano and have ever so appreciative an auditor, if I have not in my memory the mel- ody. It sells for me no goods to know a man, to know he needs the goods, to know me, to know the way to the man’s favor, if perchance I know not the manner of right ap- proach along the way and into the favor of the man. If I have the sense of humor it teaches me the manner of right ap- proach. It puts me and him into the same sympathetic atmosphere, at- tunes us each to the other, inclines him to me and me to him; makes us, in fact, agreeably interested in each other. Then comes the sale, easily, naturally, agreeably, profitably. Now, it is possible to practice up- on a prospect a very fair counterfeit of the act of selling with the aid of a well understood and skillfully man- ipulated sense of humor. It is often done. Listen to it, looking away from the operator and excusing the tones of his voice, and you'll almost be- lieve. But the sale is not so easily made. It is not.the personally inspir- ec melody; it is the player-piano in selling. It lacks the entente of the sense-of-humor sale. It is often a flat failure, with no resulting sale. Both salesman and prospect wonder that there was no sale, how the abortive result came about. Telling a man that he is a bully good fellow does not convince the man that you thus esteem him. It is the manner of the telling that assures him—the tone of your voice, the light in your eye, the expression of your mouth, the grasp of your hand. These things mean so much more than what is said. They are given their charac- ter by the speaker’s sense of humor, or his lack of a sense of humor. Tt is so absolutely important to get into the atmosphere of the man you want to convert into a customer. The power to do this is the prime quali- ty of a seller—it is the only avenue by which a man may travel from salesmanship to selling. A _ well-de- vcloped sense of humor, as I under- stand that human attribute, enables one person who wishes to bend an- other, or others, to his will to get into workable relations with his pros- pects. And nothing else serves in like manner and measure. The personal equation in selling has emptied many a willing foun- tain pen and vexed the formula-build- ing professors. But it is not an ab- struse subject. It really involves an unselfish pose and a sense of humor— a saving sense of humor. It is only the hundredth salesman who is willing to so sink his indi- viduality as to enable him to become a seller. I say “sink his personality” advisedly and deliberately, because it is only the thousandth salesman who is so supremely blessed by Nature as tc have an individuality that is nat- urally adapated to the seller’s work. A good seller is made, not born; and! the best sellers are those who make sellers of themselves. It is the supreme office of the sense of humor, joined to imagination, that it enables one who seeks himself to find himself. It is perhaps the most difficult thing a man has to do, to dissociate his idea of himself from himself—to stand himself in a strong light and coldly examine himself. Only he with a dominant sense of humor can do it; and he with a dominant sense of humor will do it. Most of the failures result from men’s ignorance of themselves. Yet we do not wish, or need, to see ourselves as others see us—only just as we are, just what we are. If you are thinking of becoming a seller just stand yourself off, with face averted, and size yourself up. Be honest, but don’t be so honest that you are damnably dishonest. Take an inventory of all your faults and dismiss them. They will fade away it you cultivate the virtues. There is not room for faults where virtites are cultivated. Weakness can not exist where strength waxes. Just do not worry about that which you can not do. Dig out every particle of ability and aptitude you possess and study and plan and work to make those qualities stronger and more nearly perfect. Throw yourself upon your own qualities. Seek out the deficien- cies and correct them. Think your- self over with reference to the effect of yourself upon potential buyers. How many salesmen do this? How many men who wish to be good sell- ers realize that they should perfect a person that will favorably affect possible buyers, and = study them- selves with that object steadily in| view? The salesman with imagination and 1 keen sense of humor thinks of the! matter, but not always to the great- | est profit. Most of us are prone to consider that the influence of the per- sonality of the seller upon the buyer is a matter of conscious effort at the time of meeting. Not so. The tuning | of a personality so that it may play upon the personality of the buyer in- cludes the tying of shoe-laces, placing of the scarf-pin, the brushing of the hair, as well as suavity of man- ner, mellowness of voice, blandness of smile, grip of handshake and sub- tleties of address. The salesman needs to develop a personality which shall be an harmonious note in the trade-rhapsody he hopes to produce. We can heartily agree that “the noblest study of mankind is man,” and if we are to become sellers we the | must conclude that the man to be studied is the very man who is to do the studying. It is well to study man in the abstract, in order to be able to know how to approach the buyer, but it is of vastly more importance to study self. Smith the salesman is too prone to present himself to the buyer as Smith, rather than as a seller of goods. It is because Smith is a sales- man, pregnant with a great knowl- edge of his goods although compara- tively ignorant of Smith. Now it is the seller that sells goods—not the goods. So it is the seller that should be the perfect in- strument. Buyers of Smith, or Jones, lor Robinson—not the goods. That is, relatively. Goods are bought upon their merits sometimes. Goods are bought upon the merits and charm of the seller, more than sometimes. Is there any school of selling that takes its students apart and exhibits the parts to the students with care- ful analysis of defects, deformities, shrinkages, absences and clear direc- tions for remedy, for development, for building up? There’s no such school. There is no systematic attempt to improve the tools, but much strenu- ous demand that any tool do the same work, The man competent to do his job. A seller must be that. In nearly all cases there is the job and the man is set about doing it with little thought of his fitness. No job is too much for the man thoroughly train- ed to perform it. Salesmen may _be- come sellers if they fit themselves to sell. Selling is not a matter of in- tuition, natural “faculty” or ardent resolutions. All these help. But sell- ing is an art to be learned, a task to be executed by those properly trained to sell. Selling is an art more subtle, more profound, more exacting, more form- alized, and withal more human, than any of the professions—than medi- cine, law, theology, pedagogy, phye- ics, engineering—biut it is practiced by men who do not prepare for it and do not consider preparation Sary. neces~ No greater nor graver mistake was made. [It is easy, to be Site, tO) come up tO 2 man and ask /him to buy; it is exceedingly difficult fo sO come up to a man as to cause ‘him to buy. lever And that is exactly what salesmen land advertisers should be trained to do. There being no schools wherein salesmen and advertisers can be rained to sell, it behooves each one of them to assiduously study and rig- idly train himself, calling to his aid ithat sense of humor we are unable ‘to define. When one essays to sell he should know how to sell. As things are, as the business of selling is prosecuted, a person hegins to sell, or attempt ito sell and gathers a meager and ill- ‘assorted stock of knowledge as he plods along the road of comparative |failure. Whatever schools there are | for salesmen and advertisers assume \that the students are properly quali- fied to become sellers and need only to be taught the motions. Whereas almost the whole of selling and ad- vertising is within the seller and ad- | vertiser, Geo. F. Nourse. x y ~ | ~< -“ \ * on = . r % 3 4 a Bg cs a et 4 4 September 19, 1909 MICHIGAN TRADESMAN “Ina Class by Itself” Demi ORL ANA | Made in G. J. Johnson Cigar Co. Makers Grand Rapids, Mich. Manufactured Under Sanitary _ Conditions 30 MICHIGAN TRADESMAN September §, 1909 TIMELY SUGGESTIONS. How the Government Might Raise More Revenue. Written for the Tradesman, “When the corporations are oblig- ed to pay a large income tax over to the Government,” observed the man on the cracker barrel, “we poor tax payers may be able to accu- mulate enough money to buy our own chewing tobacco.” “Speed the day!” said the grocer. “I’m glad,” broke in the man at the cigar case, “that this income tax business was shifted from the people to the companies.” “They’re only talkin’ of doin’ that,” interposed the man who was watching for a chance to cut into the cheese. “They ain’t done nothin’ yet.” “Yes,” grumbled Old Si, sitting in the only chair, his elbows on krees, his chin resting in the palms of is hands, “yes, oh, yes! I’ve got a vision of these here corporations turnin’ over an income tax! Did any of you fellers ever see any legisla- tion these corporation sharks could- n't beat? Not much you didn’t.” “How can they beat this income tax, Uncle?” asked the man at. the cigar case. “Dunno,” was the grumbling reply. “Dunno, but they'll beat it! Now, there’s the Lackerwanner. They’ve got a cinch on coal, ’cause they digs it an’ carts it te market, catchin’ the consumer an’ the his goin’ comin, as sayin’ is. Their hold-up is so strong that the Government passes a_ law that no railroad must own the coal it hauls to market.” “Gee! But that was good!” This from the man watching for a chance at the cheese. “Then what does these here Lack- erwanner sharos do? They organize a coal company an’ gives the stock to the stockholders of the Lackerwan- ner. The same transportin’ the coal, only under a new company name, an’ the Supreme Court says it is all legal an’ accordin’ to law! I reckon you fellers could. do most anythin’ if you had all the money you wanted, an’ | these here mil- lionaires ain’t in no baby class.” There being no’ millionaires in the assemblage, this sentiment was loudly applauded, which fact induced Uncle Si to continue outburst of dom. “Now, these here sugar fellers,” he said, “have been payin’ money over to the Government what they stole by short weight, an’ all that. The newspapers say that that will hold ’em men is guess his wis- awhile. Laws! You don’t think the sugar sharks pays this money, do you? No, sir! There’s Old Maid Beers out by the gate now, a calling of the grocery boy to give a order of tea an’ sugar. She’ll pay more of that money now bein’ turned over than the President cf the Sugar Trust will. Think they'll reduce their dividends? Not yet! They'll raise their prices— not now, but right soon. An’ they’ll add a little extry for their trouble, too.” “Or they'll put somethin’ that ain’t stigar into the candy they make,” sug- gested the man on the end of the counter, who had just broken a tooth on a stone which the grocer had coated with sugar and dropped into the candy pail for his especial bene- fit. “The poor consumer pays the freight on everythin’,’ observed the man who was watching the cheese, as the man with the broken tooth put is hand to his face and hobbled to the door. “Wat I’m ccntendin’,” continued Uncle Si, “is that it don’t make no difference what the laws is. The man that’s got money has the last word. Now, there’s the mortgage tax. The law sharks says it ain’t accordin’ to Hoyle for me to pay the tax on the part of my house what I don’t own. The man what holds the mortgage, says they, he’s the feller to pay part of it. So they goes an’ passes a law to that effect. Yes, to just that ef- fect. Then when I borrow a thou- sand to put with my thousand to buy a home, this mortgage shark soaks me for the sum he will have to pay i. taxes on that mortgage, an’ adds a little for good measure. You bet he does! Now, I’ve got a thousand in that home, an’ I’m valued at two thousand, an’ pay taxes on the valua- tion, an’ the shark saws his share off on me an’ I’m payin’ taxes on three thousand! Which is the way the suf- ferin’ poor is protected by law.” The man who had-broken a tooth on the rock coated with candy open- ed the door at this stage of the pro- ceedings and heaved the stone at the grocer. It missed him an’ took Un- cle Si on the fire-escape whiskers that wandered from his right ear to the point of his jaw. “Then how’s get more income Government to demanded the man at the cheese, who was wondering if the grocer would ever move away to the other end of the store. “I dunno,” replied Uncle Si, put- the 399 ting on his spectacles in order that he might inspect the projectile which had bunted into his spinach. “I dunno. Suppose they put more duty on lum- ber, or iron ore, or wool, or hides, or gloves, to get what they want? Yes! They puts it on an’ the men in charge of them commodities saws it off on the final consumer.’It don’t make no difference what they puts the tariff on.” “Then what they puttin’ up such a scrap over it for?” demanded the man by the cigar case. “You talk like a water bottle, Uncle Si.” “They’re puttin’ up a scrap over the tariff,’ grumbled Uncle Si, putting his spectacles away in his pocket, “’cause the hot air they’re givin’ out is all aimed at their deestricts. They want to show their constituents how they are protectin’ of ’em. They know the chin they’re givin’ out ain’t doin’ no good. They know the trusts decided the tariff schedule a long time ago. When they've all had a chance to show their constituents how they’re rcady to talk the coats off their backs for ’em, they’ll adjourn an’ go home to be met with brass bands an’ the plaudits of the multitude.” “What you need,” said the man near the cheese, “is a good mental shock. You’ve got the molleygrubs.” “Let him alone,” suggested the man at the cigar case. “I want to hear him tell the more income.” how Government is to get “Congress might buy out the Lack- erwanner,” said Uncle Si. “That road pzid 20 per cent. dividends, an’ an ex- ity 25 per cent, in cash an’ a stock dividend of 15 per cent. in stock worth six hundred dollars a_ share. That’s only 60 per cent. in one year. I reckon that a few railroads. like that weuld soon pay the national debt.” “Youre an man at the roared the counter. “You anarchist!” cigar Kent State Bank Grand Rapids, Mich. Capital - - - $500,000 Surplus and Profits - 180,000 Deposits 514 Million Dollars HENRY IDEMA - eos President J. A. COVODE - - Vice President J.A.S. VERDIER - - - - Cashier 34% Paid on Certificates You can do your banking business with us easily by mail. interested. Write us about it if HIGHEST IN HONORS Baker's Cocoa & CHOCOLATE re 52 HIGHEST AWARDS IN EUROPE AND AMERICA A perfect food, preserves health, prolongs life Walter Baker & Co. Ltd. Register U.S. Pat. Off Established 1780 DORCHESTER, MASS. ROGRESSIVE DEALERS foresee that certain articles can be depended on as sellers. Fads in many lines may come and go, but SAPOLIO goes on steadily. That is why you should stock \ ° nAN OAP HAND SAPOLIO is a special toilet soap—superior to any other in co enough for the baby’s skin, and capable of removing any stain. Costs the dealer the same as regular SAPOLIO, but should be sold LI0 untless ways—delicate at 10 cents per cake. ~ ~ 4 [ * 2» ~ : ne i ‘ “é > ~ - * “vg! za ~~. ~, = a oe “~* at September if, 1909 MICHIGAN TRADESMAN 31 would rob men of vested rights!” “Or,” continued Uncle Si, “the Gov- ernment might employ a few prize fighters by the year an’ keep em’ busy fightin’. When any old loafer gets a champeen belt he has a private car an’ a divorce suit right away. I reck- on a few men like this ‘there Johnson an’ this man Ketchel could put the Government on its pins pretty soon.” “There must be a home for the aged, somewhere, where Uncle Si can rest his brain for the remainder of his brilliant life,” suggested the grocer. “But about the best payin’ business that I happen to think of now,” re- sumed Uncle Si, “seems to be monop- olized by the Eyetalians. They’ve got a game that seems to be the daisy one so far as heard from. An’ it don’t require no investment, either. It sure is a peach!” “What is it, Uncle Si?” asked the grocer. “I’m -getting so much mon- ey in the grocery business that I fee! like branching out.” “Why,” replied Uncle Si, “it is a business you’ve ‘heard about before. The Secretary cf the Treasury has a note for fifty millions comin’ due at the Thirty-Story Trust Company’s of- He drops a note to John D. Rockefeller somethin’ like this: ‘Dear John: Pardon haste’ an’ a bad pen, but if you don’t put a hun- dred millions under the paving stone in front of the Flatiron building at midnight, in the dark of the moon, I'll dynamite the University of Chi- cago.) fice. “Now, when Johnny gets this mis- sive he don’t send a lawyer up to swear him out of the mess, as some of the trusts would in case of an in- come tax. John broods some. over this. Finally he takes the sum ask- for and stuffs it under the stone indicated and sends out word to raise the price of kerosene and gasoline two cents a gallon.” ed “You old pirate!” shouted the man at the cigar case. “You are propos- ing that the Secretary of the Treas- ury go into the black hand game. You ought to be pinched.” “T guess the police would get Mr. Secretary pretty sudden,” said the man at the cheese, still watching the zrocer. “Oh, T don’t know,” replied Uncle Si. “Did you ever hear of any police getting any of these here black hand men an’ makin’ it stick? I guess the black hand game is about as safe as the tariff game as a money-getter, for the police don’t seem to connect with the operators, and sometimes the pee- pul at home do connect with the rep- resentative who mixes up in the tariff schedule. In fact, I’ll tell you fellers right now that this tariff epidemic which is ragin’ in Washington an’ in a good many of the newspapers right now is goin’ to be a mighty deadly disease in som» of the congressional deestricts next vear. IT wouldn’t be at all surprised if it laid out a good many congressmen. Yes, I think this black hand game suggested is a good deal safer for congressmen than the tariff game, the way they’re a play- in’ of if “Uncle Si,” said the grocer, “you ought to have a Carnegie medal made cut of a patent office report.” "L denne,” replied Uncle Si. “I dunno about that. Speakin’ of Carne- gie reminds me that the United States might go into the steel business for an income. Or it might get up a po- lice graft somethin’ like that one out of Desplaines street station in old Chicago. I dunno as it would’ be quite right for the Government to go into business of any kind, but it seems that the officers are overlookin’ the big grafts, so I thought Uncle Sam- ue] might take a hand in "em. The consumers have to settle for everything in the long run, and some of the cash that is being col- lected from the grafts might as well go back to the people as well as in- to the pockets of some of the men some of who go abroad with the proceeds.” “Every old gazabo that pays his taxes in the shape of revenue pasters on whisky and tobacco,” observed the man at the cigar counter, “thinks he is supporting the whole works. Looks as if there was a storm coming, Un- ele Si’ “T dunno,” replied Uncle Si, “I dun- but it seems to me that there'll be quite a breeze in some of the con- gressional deestricts next year. Yes, indeedy.” Alfred B. Tozer. reece maleate oon nen Why Merchant Has Good Sale on Woolen Blankets. Written for the Tradesman. “You might think it queer,’ re- marked an observant merchant, “that we actually sell more woolen and part woolen blankets at this season of the year than in the fall when people are naturally preparing for the coming cold weather by laying -in suitable supplies, but what I have stated is true. no, “Of course, in the fall we always have a nice trade couldn’t help it with the pushing for that my clerks on these goods— business exhibit.” 3y the benevolent look that crept into the expressive eyes one would judge that he is fond of constantly merchant’s his salesforce, and his next words +proved that such is the case. “T might say, in passing,” he con- tinued, “that all my clerks are wed- ded to their employment—I couldn’t drive them away from me with a ten- foot pole, and I guess I wouldn’t want to either. “T treat my clerks, by the way, as it they are human beings, not, as some employers of labor do, as if they were automatons—mere pup- pets wound up and guaranteed to work so many hours a day for me and then their interest in me would diminish to the point of running down. “No, we are all more like one big family than anything I can think of. In the summer I allow them _ their time for a picnic—and this is not held on the weekly half-holiday I give them either. Then in the winter I have for them a dance at a nice hall where the floor is a prime one for ‘tripping the light fantastic.’ My wife and I are the very closest of chums and she co-operates with me to give the store help the best kind of a time at these little social gather- ings. I foot all the bills—have che finest that’s agoin’ in the line of re- freshments and elegant music for that ‘tripping’ that I mentioned. “Then, another thing: Always when there’s a circus in town I let all my help run over to the main street and see the parade. | am just too far from the business center for anyone to see the procession well and I can tell by the suppressed excitement that the fellows and the girls are ali on the qui vive to see it—albeit there’s scarcely any change from year to year “These three perquisites are, by all fully at them these the first place, I like to, but at the same time they are a wonderful stimulant to my themselves i ten any my salesforce, appreciated their worth. I amusements give because, in boys and girls to exert to the utmost in my behalf. times more than get penditure I am put to to please them. the things of have spoken there are numerous oth- er ways in which I strive to make it tor back ex- “Besides whteh | agreeable for those who work me and they all certainly appreci- ate what I do for them in the vigi- lance with which they look out for ways to pull trade our way. “And this matter of selling blan- kets between seasons is one of these They always vie with each sell the most of any particular kind of goods, all around the store, that are not called for in all parts of the year, and just ways. other as to which can now it happens to be woolen blan- kets. “Where all conspire to make a good any mentioned line— where all put their shoulder to the wheel at once—no wonder that only good results from the effort.” M. W. Hart Brand Canned G00ds Packed by W. R. Roach & Co., Hart, Mich. showing in Michigan People Want Michigan Products Becker, Mayer & Co. Chicago LITTLE FELLOWS AND YOUNG MEN’S CLOTHES FLOWERS Dealers in surrounding towns will profit by dealing with Wealthy Avenue Floral Co. 891 Wealthy Ave. Grand Rapids, Mich. Pure Pennsylvania Gasoline. correct the old fogy idea that Gasoline is Gasoline. Grand Rapids Oil Company No doubt when you installed that lighting system for your store or invested your money in gasoline lamps for lighting your home you were told to get “The Best Gasoline.”’ CHAMPION 70 TO 72 GRAVITY Also best and cheapest for engines and automobiles. We have it It will Ask us. Michigan Branch of the Independent Refining Co., Ltd., Oil City, Pa. If you only knew what it means to make a joint that will not open—a door ordrawer that will not bind—and a finish that will not erack or peel, you would begin to realize the importance of buying Good Fixtures. This is aside from the question of design and utility. Our output is more than six times greater than our largest competitor hence we are enabled to make large savings in purchases. We own over forty patents—improve- ments over old methods and our prices are reasonable Write for catalog. GRAND RAPIDS SHOW CASE CO. Grand Rapids, Mich. When You Want to Buy Opera Chairs Send for Catalogue and School Furniture School Apparatus Church Furniture Portable Folding Chairs Settees of All Kinds Chandler Adjustable Desk and Chair Remember that we are the foremost manufacturers of such equipment, and can offer especially attractive induce- ments in the way of prices as well as choice of styles—from the least expensive to the most elaborate. We have thirty-five years of experience in this business. As a result our product is the best possible. American Seating Company Prices cover- ing any line in Which you Are Interested 215 Wabash Ave. NEW YORK CHICAGO, ILL. BOSTON PHILADELPHIA MICHIGAN TRADESMAN September 8, 1909 The Fag End of the Clearance Sale Period. Written for the Tradesman, Figuratively speaking the clear- ance sale period is on its last legs. For a long time now divers and sun- dry newspaper announcements, pos- ters, dodgers, circular letters, signs and banners have kept us posted on the progress of clearance sales in re- tail shoe stores. That portion of the public which looks forward to the great midsummer cut-price era in footwear assuredly has had its fond- est hopes gratified by the goodness and inexpensiveness of seasonable shoes. Considering the high prices which prevail both of sole leather and of upper Ieathers—and particular- ly when one considers the uncertain- ty which prevailed owing to the big job of tariff revision undertaken by the Senate—it must be said that the public has been buying its 1999 sam- mer shoes remarkably cheap. Many people high up in leather lore prophe- sied higher prices for next season; but the generously disposed shoe re- tailer did not borrow. trouble and stiff- en prices for to-day because of the uncertainties of to-morrow. On the other hand, he cut prices with all the zest, ardor and enthusiasm possible (for which qualities he is conspicu- ous among modern merchants), and so the public got in on the ground floor of bed-rock prices in seasonable footgear. Is the Clearance Sale a Nuisance? This raises an interesting question, namely, is the clearance sale a le- gitimate method of merchandising or is it a nuisance? Ought it to be perpetuated by the retail shoe mer- chants of a community or should they get together and devise some means of eliminating it or, at all events, of minimizing its hurtful ten- dencies? These are interesting questions with a decidedly practical turn. The manner of their solution means much to the great industry of shoe retailing. At this stage of the game there is a great variety of opinions among intelligent and successful shoe retailers upon these topics. Only the other day I was talking with the manager of the men’s de- partment in a large up-to-date store and he gave it as his candid opinion that the clearance sale is as unnec- essary as it is demoralizing and dis- astrous to legitimate, profit-making shoe selling. “It is an evil,” said he, “that shoe retailers have brought on themselves and one which they them- selves, and nobody else, encourage and perpetuate. Look,” he contin- ued, “how eager they all are to get into the price-cutting fray at the ear- liest possible moment! About the time the season for the sale of sum- mer goods is getting at its best some shoe merchant in every community who is avaricious not according to wisdom breaks out with a newspa- per announcement to the effect that he has reduced the price on all low- cuts. That starts the rest of them, and then the beautiful spectacle of cut-and-slash is re-enacted for the edification of the shoe-wearing pub- lic; and it’s all dead wrong.” Now it may be said that this man- ager is an extremest. Perhaps the charge is true. But as extremes be- get extremes his antipathy io all manner of clearance sales is doubt- less due to the injurious conse- quences which attend present clear- ance sale methods. I think there are good and_ valid reasons for the clearance sale. As has been repeatedly pointed out, no mer- chant can clean up entirely. There will always be left-overs, odds and ends from the broken lines, etc., and lines will be discontinued from time to time. Some goods will become slightly soiled or shop-worn, while some will fail to strike the popular fancy and so tend to become “stick- ers” unless out-of-the-ordinary sell- ing methods are employed. All of which (and much more of like char- acter) goes to argue for something of the nature of the clearance sale, in which attractive prices are used to lure the people in and move the wares out. The dealer can very well afford to cut his profit on such commodities down to a very low figure. He can even afford in many cases to sell at actual cost—or even below cost; for is he not getting back money that would otherwise be out for good? Since it is necessary for one merchant it ‘will be necessary for all, for all operate under the same limitations. At the same time it is all too evident that the cut-price idea is over-work- ed, and worked to the demoralization of legitimate shoe retailing. Such sales are inaugurated too early. The public is being taught to. look for- ward to them and to postpone the buying of seasonable shoes until such time as the price shall be reduced. Thus, because a perfectly legitimate and necessary principle of merchan- dising is abused, shoe retailers every- where pay the penalty by sharing their profits with the public. The evil can be corrected only by con- certed activity. The merchants ofthe town should get together and decide upon a day for the beginning of the clearance sale, and the later the date the Detter. "jgood to the retailer. More Prosperous Times for the Shoe Retailer. Contemporary prophets are agreed in their predictions that better times are in store for us—and especially for those of us who are directly inter- ested in the shoe and leather busi- ness. With hides on the free list, re- duction in the tariff on sole leather and upper leathers, also a reduction in the tariff on manufactured articles in these lines, the outlook appears Perhaps those jobbers and retailers are a little pre- mature who are expecting (and de- manding) lower prices on _ goods. Prices will have to be adjusted grad- ually. The process can not be forced. The economic system is big and complicated and it will take time. If the prices now being paid by jobbers and retailers are too high—which is a doubtful question—they will in due time be lowered. If they are ap- proximately right, considering actual values in the wares themselves, such minor changes as have been made in the tariff schedule will not make any material difference. and shoe retailers are, and for a long time have been, interested in the so-called grad- ing-up process in footwear. The de- sire has been to educate the public tc the buying of better shoes. The difference of 50 cents or 25 cents, or even 10 cents, sometimes makes a big difference in the actual wearing qualities of a shoe. When the prices of materials go up and the public is unwilling to pay this extra cost the Manufacturers, jobbers shoe; that is, put less expensive ma- terials into it. The shoe may be the same shoe so far as outside appear- ances go; but it may not be nearly so good a shoe as it was. Wear and wet weather bring out the differ- ences. The public has its new shoes at the same old price notwithstand- ing the advance in the cost of mate- rials, the manufacturer, the jobber and the retailer have made their us- ual profits; but the customer has not gotten the old-time service, and his is the responsibility inasmuch as he balked at the frice. Now, owing to the changes in the tariff on leather items, suppose it is possible to make the same shoes Io or 15 cents cheaper per pair—and that, I presume, would be stating the case rather too strongly—what then? Shall we reduce the retail price in direct ratio to the reduction in the cost price, thus selling a $3.50 shoe for $3.40, or shall we, by common consent, retail at the same old price, $3.50, and put 10 cents additional value into the shoes? If you give the manufacturer the benefit of that 10 cent item you can rest assured he will give you a far better shoe than formerly. Even a few cents make, oftentimes, a vast difference in the wearing qualities of a shoe, as I said. It occurs to the writer that now is a splendid time to put into active operation some of our talk on grad- ing-up in footwear. Prices are not too high. The people have gotten reconciled to the prices that now are. To reduce them would be, it occurs only thing left to do is to “skin” the Ee me, an unwise procedure. Instead A High Cut H. B. HARD PAN Carried in Stock Herold-Bertsch Shoe Co. Makers of the Original H. B. Hard Pans Grand Rapids, Mich. 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 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 and, every day after the customer leaves your store, satisfactory service. There are a lot of points about ‘‘H. B. Hard Pans” that pull—that the other fellows don’t put in—and they are even better than ever this season. Just like our H. B. Hard Pan Shoes, our selling plan has greatly increased in value to the dealer—it’s yours—and the extra profits—for the asking. < SS be. ok - as H tu “> x A a “= ak “~* - ~ a % ~~ 4 4S wt “e~ us « , September 1p, 1909 of reducing the retail price grade up the quality and give the people a bet- for $3.50 shoe than they ever bought for the money in their lives. If this can be done (I see no reason why it can not) then all our talk and worry and anxiety over the tariff revision shall not have been in vain. Planning Ahead for the Fall Campaign. It will not be long now until the shoe retailer will have a news sea- son on hand. And a news. season means much to the shoe retailer— provided he is prepared to make it mean much. Success in shoe retailing as else- where in the industrial world—and in life, for that matter—is no accident. It does not just happen. It comes in Obedience to laws. The retail shoe merchant ought to be busy now planning his fall cam- paign. His goods are bought; per- haps already in the stock room or on his shelves. Now is the time to in- cubate selling plans, to design new and effective window exhibits and to map out some attractive and telling lines of newspaper talk. Writers in shoe trade journals have often pointed out the advantages of keeping a blank book in which to copy or paste items that may subse- quently be worked up into shoe store advertisements. Such ideas, of course, will occur to one now and then. When they do occur is the time to cinch them by writing them out in the note bock on advertising sug- gestions. At times the mind is more resourceful and prolific than at other times; and if one happens to have a leisure hour and a fruitful mood all at the same time he can jot down a great many things that will mean much when it comes to elaborating future advertisements. The main idea, of course, is to have the advertising constructed on a systematic basis—each advertise- ment different from its predecessor, each an integrant part of a definite advertising campaign. This necessar- ily involves time and thought. In shoe merchandising, as in the selling of other lines, there are two matters of prime importance: First, to hold the customers one now has and, second, to secure aS many new ones as possible. In holding the trade one now enjoys and in gaining new trade it is up to the shoe merchant to be absolutely open and above board in his dealings with the trade. Pleased customers are good advertisers al- ways. Therefore try to please. Please them by giving them good values— and such incidental courtesies and amenities as they may rightly ex- pect. In planning ahead for the fall cam- paign it would not be a bad idea to infuse a lot of enthusiasm and opti- mism into the salespeople. Make them feel that they are a part of the busi- ness; that the success of the business depends in no small measure upon them, and you can best propagate these ideas by making them feel that it is worth their while to co-operate with yourself to the fullest extent. A system of rewards and promotions— MICHIGAN TRADESMAN extra pay for extra work done—will put them on their mettle. Of course, it goes without saying that the store should be put in ship- shape. If you can not afford new furniture and store fixtures you can at all events clean up the old and re- juvenate the place. You can add lit- tle touches of color and you can ob- serve the laws of convenience and good taste in the arrangement of your store furniture. Now is the time to plan ahead for the fall campaign. Cid McKay. «<>. Proper Care of Show Cases. A few words may be considered not out of season as to the proper care of cases, as many are injured or allowed to depreciate in value through want of proper knowledge or care- lessness in taking proper care of them. The position of a show case ‘has sometimes a great deal to do with breakage, and cases must always set level or there is an uneven strain on some part of the case, which is lia- ble to cause a break at any time, and when the case is not setting on a Ievel foundation the doors will not close properly and tightly. Particularly is this the case with the all-glass show case now so de- servedly popular, although there is one style now made that is fastened together with patent corner clamps without holes in the glass, that is practically unbreakable through this cause, as the corners permit of a cer- tain amount of movement when the case is not level, but it is a general rule that all cases must set perfectly level. Again, beware of the all-glass case that is fastened together by metal bolts through holes in the zlass, as if it placed near a radiator or regis- ter it is almost sure to break through any sudden heat or cold, owing to the unequal expansion of the glass, which brings the bolt in contact with it and precipitates a crack. Here again the corner clamp is better, as it allows a certain amount of movement, as stat- ed before. If a crack does happen in plate glass from whatever cause it is pos- sible to prevent its spreading in some cases by cutting a small short scratch with a glazier’s diamond directly at right angles to the crack. Glass should always be handled with care, and when shelves of plate glass are taken from a show case to clean them they should always be carried on edge and rested against a wall in the same manner. To clean plate glass use the old familiar mixture of liquid ammonia, one ounce; alcohol, one ounce; whit- ing, one ounce, and water to make one pint. Rub on glass with a sponge and when dry rub off and pol- ish with a soft cloth or chamois. To clean woodwork use equal parts of turpentine and raw oil, or dissolve one ounce of white wax in a pint of turpentine and apply a little with a soft cloth, rubbing until completely dry. ——_o-2<———____ Blow your own horn loud. If you succeed people will forgive your noise; if you fail they'll forget it. Ke GRAND RAPIDS i | O44 BRM ARAPERAGRAIAEN "7 You Can Hardly Overestimate The trade-holding and _ business bringing power of a line of boys’ and girls’ shoes that are thoroughly dependable. Those we make are of the de- pendable kind only. They vary in price and fineness, but all are built to stand the grief that’s com- ing to them in the shape of hard knocks in bad weather. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. Seas | { | | Greyhound Tennis Shoes Are universal favorites. They are not only stylish in appearance, but have the fit and wearing qualities necessary for the best service. GREYHOUND OXFORD In White, Brown or Black We also have Greyhound Tennis Shoes in Blucher Oxford and Balmoral Shape in white, brown or black. These shoes have been on the market for several years and the demand for them is so great that a separate factory has had to be constructed for their manufacture. No shoe stock is complete without a full line of this shoe. It is the best seller on the market and is a BUSINESS BRINGER and TRADE PULLER. Grand Rapids Shoe and Rubber Co., Inc. Grand Rapids, Mich. State Agents for HOOD RUBBER COMPANY, Boston MICHIGAN TRADESMAN September 6, 1909 What Shall I Do With Everything Rising? First, let us take a retrospective of all of the conditions, and what do we find? For the past two years we have gone through a period of hard times, depression and low prices; in order to do business we had to resort to aggressive and sometimes subtle methods, which did not help to build up business. Now we are on the eve of good times, and it looks as though prosperity will stay with us for sev- eral years. Therefore, instead of comparing the higher prices that are, and will be, with the low prices that were, it is far better to get ourselves in touch with the existing and com- ing conditions, so as to meet them profitably for ourselves and with satisfaction to cur customers. This is the psychological moment to turn and “trade up,” and there never was a time when the clothier could prepare a plan for selling bet- ter merchandise at better prices than now, because the newspapers of the country have spread the propaganda of good times and higher prices. You and your salesmen and your advertis- ing manager don’t have to waste time on that subject any further; just make up your mind to “deliver the goods.” If you still must sell $10 suits and overcoats do so, but you don’t have to carry as large an assortment as you did hitherto, and you should not sell cotton worsteds, because you know that the man who buys them in quantities zets “stuck.” We know what you'll say, “The people want wor- steds.” Yes, so do children want fire- crackers and matches, and grown peo- ple want lots of things that are not good for them. It is your duty as a merchant to educate your customers to—what is good for them. It is a duty that you must not shirk. Re- member, that when a customer buys a good suit of clothes and pays a good price for it, if he is satisfied with the clothes he forgets the price, but will remember where he got his satisfaction, and will come back for the same treatment. On the other hand, if he buys a poor. suit of clothes, even for $10 or less, and that suit will not keep him warm, or will fade, pucker up and get out of shape, he also will forget the price, but he will remember where he was stuck, and he won’t go back for more of the same treatment. This is the time for strict honesty in the cloth- ing business, not but what the cloth- iers as a class are as honest, if not more so, than the merchants in other lines, but there has been a leaning toward “hurrah” methods in the past years, which have been brought about indirectly by the department stores. It is so simple to sell merchandise with a clean-cut, honest statement, to start with in the advertising, next in the window cards and finally by the salesmen in the store. This is a “trinity” that goes together, and, if the statements are facts, they can not be contradicted at any time, and it requires no sharp memory to re- member what was advertised, dis- played or offered as an argument in selling, if it was the truth. Lying, to be effective, is an art and requires a fine memory, and, after all, is it worth the effort? Begin at once to take a careful in- ventory of your stocks, no matter whether your system calls for inven- tory in January or February or July; take it now, when stocks and business are at ebb tide, and you have before you the flotsam and jetsam of your mercantile assets. Established fig- ures as to stocks and profits look very nice on the balance sheet—but forget them—look at your actual stocks on the floor yourself and see how they appear to you. You will soon find out why you have not made more money, or perhaps lost money. You will find out what departments are making money and those that are losing. You will find who are your good managers, as well as those who are the opposite, by getting in close touch with your merchandise stocks. Maybe you are the poor manager yourself! If so, find out the certain line of goods on which you do not do enough business, and on which you do not make any money; now is the time to decide to fire it out before spring, I910, and give the good de- partments more room and more scope. One fly will spoil a whole plate of good soup. After becoming thoroughly con- versant with your stock put it into as few priced allotments as possible and sell it out during the end of Au- gust and the first part of September. Don’t be too early with your fall business in September, because, re- member, that September is the month of disappointments. There’s no harm in showing a few advanced styles, but sell your lightweight stock, even if you take a decided loss; it is good business, because you are not losing interest on dead stock packed away, and you are making discounts on the money that you realize from the sale of those goods, besides distributing good values among your customers. If you sell boys’ and youths’ clothing you can make a strong effort for the school opening, but people are not buying heavyweight clothing for the boys in September as they used to, because of the climatic changes, which do not warrant it. The light- weight clothing is now worn by man or boy late into the fall. You can show up the new rubbered cloth and gabardine waterproof coats, known as the English raincoats, to lend a new touch to your September business. In your entire plans for the com- ing fall and winter dwell on quality, not on price. Talk to your salesmen and your advertising man and your window trimmers, to put their minds on educating the public to the im- portance of style and quality. Forzet the price. This does not mean that you should sidetrack your popular trade or lose it, but just shift about to meet the new conditions that are here. The American public has been, and is, used to good things—in fact, they want the best of everything and they are willing to pay for it if the merchants will only take that view- point and act upon it. The average ciothier has in the past years neglected the boys’ clothing business, and also the men’s trouser business, by not giving these depart- ments sufficient attention. This is a good time to correct that mistake. They are both important departments in a clothing store and help the en- tire business if successfully conduct- MAYER Martha Washington Comfort Shoes Hold the Trade Weare manufacturers of Trimmed and Untrimmed Hats ed. Just because business has _ not : : : ; + I ildren been good, you should not curtail For Ladies, Misses and Child necessary improvements inside and Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Division St. Grand Rapids, Mich. outside of your store. Your place of business must appeal to the purchas- er, if not, he will go to your com- petitor, whose windows and interior are up to date. This is a good time Umbrellas The season is near at hand when the demand for | this item is exceedingly strong. We aim to offer good values to sell at popular prices. | Here are some of them: co LADIES’ | 355—Assorted bent wood handles, 26 inch ................-.cce0s0s $ 4 50 | 365— Assorted handles, natural stick, horn, metal, etc., 26 inch..... 600 | 383—Natural stick handles with case and tassels, 26 inch............ 9 00 | 83-1—Fancy handles with case and tassels, 26 inch ...... ......... 12 00 | 1—Fancy handles with case and tassels, 26 inch.... ............. 27 00 | MEN’S Bip eet WOU HARGIS. 25 INCH... 60. 6k ieee eee ec ek een eee 4 50 405—Natural stick, silver trimmed handles, 28 inch ................ 6 00 57—The ‘‘Champion’’ Tip Cup Runner, two dozen case assort- ment. This contains 1 dozen ladies’ 26 inch and 1 dozen men’s 28 inch. Handles are assorted. Splendidsvalue..... 9 00 383 — Natural stick handles with case and tassels.................... g 00 15—Extra strong number for stormy weather. Will not turn inside et. Sizes ate 25, tae se inch 4... fe. ee se. oes, 9 00 Ask Our Salesman or Write Us Grand Rapids Dry Goods Co. Exclusively Wholesale Grand Rapids, Mich. DRESS GOODS | A full line of Fall Dress Goods, plains, plaids | | and fancies, 9%c and upwards. All the new shades in Serges, Brilliantines, Batistes, Melroses, Creponettes, Broadcloths, Flannels, etc. We also carry a line of Jap and Tatfeta Silks, Velvets and Velveteens. P. STEKETEE & SONS Wholesale Dry Goods Grand Rapids, Mich. | rhe orad : —_ _ — a eesti aS sean. oman Ad 4 he Re * { VW ay ~ * <‘@ x o f x -% a pa i a * we. (# @ ad Z Re e wv o e September 1§, 1909 MICHIGAN TRADESMAN your umbrellas every day in to make these improvements. The most important part of your business is advertising—if it is carried on in the right spirit and manner. Study up your advertising methods and see if you can not improve upon them, es- pecially by backing up your publicity with the correct merchandise and val- ues. Always try to have a little sur- prise for your customers by giving them more than what your advertis- ing cails for, instead of promising a whole lot in your advertising and giv- ing them little when they respond. The overcoat question has been a problem of late years, and there is a lukewarmness again for the coming season. Do not stand back because you have carried a stock of overcoats, but be sure to have some new lines to show when the season opens, and, if you have never carried fur-lined or fur overcoats, put in a limited stock; this does not require a large invest- ment, and you will find them ready and profitable sellers. Automobiles and the suburban homes have made these garments a popular item, and not a luxury, as in days gone by. In your furnishings department you can make radical changes by reducing the average stock. If you are located in a good business center you should fix and turn your furnishings stock from four to six times. Don’t buy jobs in furnishings in the early part of the season; try to carry represen- tative lines of shirts, collars, under- wear, hosiery, gloves, etc. See that these stocks are kept sized up rezu- larly every week. Do not allow cus- tomers to find this and that not in stock and walk out. Make a strong play on neckwear. Create a special line most popular in your district; show new displays weekly instead of getting bulky shipments, and have them regulated so that you will re- ceive a new line of solid sets every week. Make your neckwear displays en certain days, so that they appear in your windows almost like a bulle- tin, and in the course of a few weeks the people will be educated to look for these new lines and values in your neckwear. You might adopt this plan for shirts and hosiery as well. The buying and displaying of men’s furnishings require taste and judg- ment. Just because a man is a shrewd buyer, that will not constitute him a successful furnishings man. It is not so much the price in this line as the selection. A man or woman will buy neckwear, hosiery and even shirts just because they attract their atten- tion and appeal to the eye. Sweater coats will again be very popular, and it would be well for the retailers to keep their eyes on this class of merchandise for early au- tumn and for future needs. A feature that has been left to the department stores is the umbrella business. The clothier and furnisher that will put his mind on this will score a hit. People buy umbrellas only when it rains. Just think of the silly part of this proposition: Is a man or woman going to run several blocks in the rain to buy an umbrella, and be- fore being able to accomplish this purpose get soaking wet? Show up the week; create some special price and give the public a good assortment at the price, then let your salesmen and window trimmers exploit them, and in that way you will create an aston- ishing umbrella business. If you be- gin operations on this plan in Sep- tember you will be in splendid con- dition for a phenomenal umbrella business in the month of December. Just put umbrellas on your thinking list. Now, finally, a few words in refer- ence to the condition of the advanc- ed prices. If you find you can not get the sort of clothing that you want te conscientiously sell your trade for $10, don’t be afraid to start your line at $12.50. This is the time to do it. If you find that you can not buy men’s trousers to retail at $2, as here- tcfore, don’t be afraid to start your line at $2.50. This is the time to do it. If you have never sold suits and overcoats at more than $25, this is the time to show up a line at $30 and so through your entire stock. If you can not consistently give values and make a fair profit at any fixed price, then drop the price and begin at the next higher; don’t be afraid to do it, for it will be of mutual benefit; it is not the price alone; this American public is educated—-they know what’s what—it’s what you give them for the price that counts.—Apparel Gazette. ———__>_ o> ___ Shipping Flour by the Trainload. When a mill begins to ship its product by the trainload the mana- gers are warranted in believing that their efforts have met with a fair measure of success. This, at ieast, is the opinion of the C. Hoffman & Son Milling Co., of Enterprise, Kan., which made a shipment of this size to its Michigan customers last month. The fast trainload, consisting of twenty-five cars of the Enterprise Mills’ popular “Fanchon” high patent fleur, left Enterprise on Friday, Au- gust 13, at I p. m. It was the larg- est shipment ever made into this State. The train reached Chicago Monday morning at 4 o’clock, Grand Rapids the afternoon of the same day at 1:30 and was delivered in Saginaw at 6:30 of the same evening. The shipment was under ‘the personal su- pervision of John W. Symons, Jr., ef Saginaw, Michigan representative for this house. The Hoffmans are among those who are the pioneers of Kansas, the founder of the family, C. Hoffman, having gone to that State from Swit- zerland in 1858, settling in Dickinson county, on the extreme frontier. His house was the “last white man’s house” facing the plains, then occu- pied by the Indians. He built one of the early mills of the State at Enterprise, which is to-day, in fact, the oldest mill in the State, having been in continuous operation since early in 1869. When C. Hoffman’s son, C. B. Hoffman, grew to man- hood the firm of C. Hoffman & Son was organized, and now the grand- sons are interested in the business. From milling the Hoffmans nat- urally went into grain, and the Hoff- man Elevator Co., of Enterprise, is now managed by C. Hoffman, Presi- dent; T. L. Hoffman, Vice-President; R. W. Hoffman, Treasurer, and E. V. Hoffman, Secretary. They own and operate thirty-six warehouses on the lines of the Union Pacific Rock Island and Santa Fe system. 2 Most Terrible Scourge of the Land. One of the most serious problems the Department of Agriculture has had to meet is the ridding the coun- try of the millions of rats with which it is infested, and which are especially the foes of the farmer. It is esti- mated that the rat pest costs. the United States $100,000,000 yearly in grain destroyed alone. The rat also pollutes a great quantity of food prod- ucts which it does not eat, does great damage by digging under buildings and embankments, gnawing wood, cutting up goods and papers to make nests, killing poultry and_ stealing eggs. The most destructive species is the Norway rat, which has been carried to all parts of the world on ships. It is estimated that a single pair of rats would, in three years, un- der favorable circumstances, increase to 20,000,000. The Department of Agriculture has planned a_ vizorous crusade against the vermin and it rec- ommends ratproof construction in buildings, better protection of food supplies and the use of various pois- ens in localities haunted by rats. ———___~<>~<>><>—_—__—_— Just As a Starter. Uncle Ellery—Now, I’ll learn ye to milk the cow. Nephew from the city—Oh, unkie, I’m kinder ’fraid o’ the cow; couldn’t T just as well learn on the calf? 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 ACTO GRAND RAP/OS, MICH DEAL (LOTHINGG which we have a splendid We also have a strong School Days are at hand and School Shoes will be needed We have an excellent stock and are prepared to take care of your orders. School boys are wearing High Top shoes, of line. Solid leather, made to wear as only a boy can wear shoes. line of men’s high top shoes. Write us for descriptions and prices. Shoe Manufacturers HIRTH-KRAUSE CO. Grand Rapids, Mich. | MICHIGAN TRADESMAN September 8, 1909 INDIVIDUAL RESPONSIBILITY. The Four Corners of a Good Charac- ter. Individual Responsibility is my theme. Is it large or is it small? Oft- ertimes our individual lives may seem as unimportant as a single leaf in the forest, a solitary blade of grass in the meadow, or a tiny grain of sand upon the seashore, but just as each of these plays its important part in the ordered harmony of the universe sO Our separate careers mean much in their wide-reaching relations to society. Nothing good or bad was ever promulgated but the original thought from which it developed germinated in the mind of some indi- vidual. Every influence launched for the uplift and betterment of pre- vailing conditions has been conceived in the mind of some individual. Every movement which has resulted in low- ering the standard of life, and every industria] disturbance carrying with it untold economic waste, have been the work of but a few, or even a sin- gle individual. Consequently the problem of individual responsibility as related to our social and economic welfare assumes an aspect of grave cencern. Individual nobility or deg- radation has a distinctive influence upon the social fabric. The wrong- doer thrusts a dart into the heart of society, which, were it not for the healing influence of noble characters, would succumb to these poisoned ar- rows. Fortunately for humanity, the good in the world predominates over the evil and naught but good deeds escapes the oblivion of the years. The majestic sovereignty of lofty thoughts has never been questioned. The de- sire for intelligence has always been and always will be the motive power for our well-being. In an essential and well-nigh vital sense each individual is a _ pivot around which the nation’s welfare re- volves. In a republic such as ours this fact is almcst tragically true. The caprice of fortune may summon even the lowliest into governmental con- trol. The administrators of our Gov- ernment agencies, being selected by the people from among their own number, the rail-splitter as well as the statesman may be chosen to preside over the affairs of state. Do you then dare to tell me that there is not a responsibility resting upon each and every individual which must not and can not be disregarded. Every individual owes an obligation not only to himself but to his country to fortify himself with every advantage possible for any call that may be made upon him. Every opportunity for betterment carries with it a cor- respording obligation. Only by ac- cepting it as such can we justify our- selves before our own conscience. This obligation to equip one’s self for the duties of life pertains with equal force to the citizen who may never be called upon to administer the affairs of state. Each one has a voice in the selection of those who occupy elective governmental posi- tions and the citizen who permits an incompetent to obtain office either by a failure to vote or by casting his vote for an inefficient is directly re- sponsible for subsequent misfeasance or malfeasance. National prosperity is so intertwined with individual re- sponsibility that the two can not be differentiated. Although our indi- vidual actions may seem unimportant and non-essential, yet they all blend with the forces which determine our national well-being. It is a logical law which reflects in a nation the dominant characteristics of its indi- vidual citizens. When the dominant characteristics of the individual citi- zens are elevating and ennobling the nation is lifted into peace and pros- perity. When the dominant charac- teristics of the individual citizens are degrading and demoralizing the nation sinks into decrepitude. The all-per- vading individual personality is the supreme influence. Thus it is easy to discern that the foundation of our prosperity is in our intelligence; that education is the capital of our future; that individual integrity is the bulwark of the na- tion. The ignorant are a constant chal- lenge to the educated. The educated must accept the challenge and con- quer the ignorant. And in this con- nection I want to attract your at- tention to the fact that every one of you is an educator, teaching every day by every word and every act, whether you will it or not. Your pu- pils are those with whom you come in contact. Your individual respon- sibility is to teach those things which will elevate the standard of life about you. The intellect and the will are the dominating factors of our being. The intellect dictates and the will exe- cutes. The intellect makes impress upon the will and the will in turn de- termines the intellect. The kindly dictates of our hearts acting in uni- son with the lofty reasoning of our minds should move toward comple- tion in character just as the various instruments in an orchestra move to- ward a full symphony. Our thoughts and our desires should be cadenced into the sweet tones of life which make for a desirable character. These thoughts are crowded out of too many lives. Selfish business and pleasures usurp the thrones of too many minds. Too many of us are absorbed with the intricacies of com- mercialism or devoted to selfish pas- times. The people of the twentieth century have demanded so much recreation that indulgence has been made easily accessible by the constantly increas- ing means of amusements and frivoli- ties. Immense potentialities of time, thought and energy are wasted and all too often character itself is weak- ened. The passing moment is the all- important one. So much of our time is necessarily devoted to preparation, reutine and _ retrospection that the pith of each man’s genius contracts itself into a very few hours. This fact must ever be prominently in our minds—like a desk furnishing always before us and tot as a reference filed away and forgotten. Then we will come to the realization that every Success is a height from which new STEIMER & MOORE WHIP CO. a gig pi all their Whips and sell to dealers obly. is a stock buster. use. GRAHAM ROYS, Agt., Grand Rapids, Mich H. J. Hartman Foundry Co. Manufacturers of Light Gray Iron and General Machinery Castings, Cistern Tops, Sidewalk Manhole Covers, Grate B re, Hitching Posts, Street and Sewer Castings, Etc. 270 S. Front St., Grand Rapids. Mich. Citizens’ Phone 5329. WESTFIELD, MASS. ‘‘Buster’’ Pat. 6 ft. and 6% ft. only. It Nothing equals it for hard Write for prices to the firm or General Investment Co. Stocks, Bonds, Real Estate and Loans Citz. 5275. 225-6 Houseman Bldg. GRAND RAPIDS 139-141 Monroe St. bd GRAND RAPIDS, MICH. 37 S. Market St. a aha o oe Ee aa ~ PE A For Dealers in HIDES AND PELTS Look to Crohon & Roden Co., Ltd. Tanners Grand Rapids, Mich. Ship us your Hides to be made into Robes Prices Satisfactory Brilliant Gas Lamp Co. Manufacturers of the famous Brilliant Gas Lamps and Climax and other Gasoline Lighting Systems. Write for estimates or catalog M-T. 42 State St. i Chicago, Iii. Grand Rapids Supply Co. Established in 1873 Jobbers Mill, Steam, Well and Plumbing Best Equipped Supplies Firm in the State 48-50-52-54-56-58-60-62 Ellsworth Ave. Steam and Water Heating Iron Pipe Fittings and Brass Goods Electrical and Gas Fixtures Galvanized Iron Work The Weatherly Co. {8 Peari St. Grand Rapids, Mich. agai Orem, We Make the Tools For Making all Metal Parts to Furniture Punches, Dies, Models SY a Samples, Etc. = MGS ZEE : ff : CS see i ea * ou ——— TRADE -MARK. Grand Rapids, Mich. Foot of Lyon St. — “Sun-Beam” Brand When you buy Horse Collars See that they Have the ‘‘Sun-Beam’’ label ‘*They are made to wear’’ Something New in Mantels Fireplace Goods and Tiling We manufacture and carry in stock at our factory salesroom 180 different designs from which to select. Outfits complete, $20 and up. Bathroom and vestibule tile floors a specialty. M’F’D ONLY BY Brown & Sehler Co. Grand Rapids, Mich. WHOLESALE ONLY Grand Rapids Clock & Mantel Co. Bell Phono No. 3123 Grand Rapids, Mich. Wy}, Uf Wp 4 NVA go SKI“ SNS SK SS SSN . >>>) | \ \ 7S Ui CORN ttt SQ OST ee ANN SSS \ ike, \ SS ea i? ®s, ‘C4, ou yy ¢, 4 te ly, FOSTER, STEVENS & CO. Grand Rapids, Mich. Exclusive Agents for Michigan. Write for Catalog. fh » . ™_ 7 oe = > - re “ “> a ? ~* Pv Pe . ? « @ an ~ r » 4 ae oa 2 Ds 4 = “ P 5 { a4 <- —S ; it P 4 a » % = *.5 “os + > - ter * ox ‘ ~ a ° ~ -~ } iv # aa ‘6 ¢ ~* iL a f° » 4 y ~ ay Cd 2 ~. ‘<, September i1§, 1909 MICHIGAN TRADESMAN 37 prospects invite us and new achieve- | measure out exact compensation as ments await us. to-day’s obligation equips one with strength and knowledge for to-mor- row’s responsibility. Perhaps the reason so many peo- ple fail to enrich their characters by daily endeavors is by reason of the fact that the results of their negli- gence are delayed. In commercial life the results of wrong methods quickly reveal themselves. The bal- ance sheet soon shows if poor busi- ness methods are being employed, but in the domain of character build- ing the results of wrong efforts are usually delayed. Wrong mental hab- its may not cause material harm un- til long after a situation is met which can not be handled. Youthful selfish- ness or dissipation may not reveal its degrading effects until the ma- turity of manhood. We frequently see men of evil life enjoy health and com- fort for years and we sometimes question if harm will come at all. The school boy who shirks his les- sons does not appreciate the fact that he foredooms himself to a life of inef- ficiency. The laborer slighting his duties does not realize that he chanc- es his fortune in later years. The business pirate catches at present success unmindful that he invites a precarious future. The malicious meddler sees only the opportunity for wreaking spite or vengeance, expect- ing to dodge the recoil of his own wickedness. All deceive themselves into the belief that they may escape the results of their mis-doing. But life is so marvelously ordained as to The performance of, the reward for our endeavors, or bad. Paying the price is the law of life. Evil thoughts and _ habits weaken a man’s character until he is like a tree, rotten at the heart and sure to fall when some strong force beats against it. What is character? Character is that indefinable something that gives grace to life just as yenius is that indefina- ble something which gives a touch of real greatness to a painting, to a statue or to literature. It is the prod- uct of all the factors of experience. It is a constructive product. More than the threads of the tapestry weaver the forces of life are at our com- mand. We are given the black threads of misfortune, the scarlet threads of sorrow, the silver threads of hope and the golden threads of happiness, but it is the individual who weaves them. Day by day we weave these into character. Or permit me to state it in a dif- good ferent manner: Possibility is the germ. Intelligence and aspiration are the developers, by means of which individual efforts blossom into the perfected human character. Out of the mass of qualities, both good and bad, which form our char- acters let us cast away the ignoble emotions and reveal and intensify the wholesome sentiments within, just as “The sculptor but chisels away the useless marble And reveals to us the figure long conecaled within the block.” All development ‘is individual; so- ciety is bettered only as its compo- nent parts are improved—only so far as the individua! devotes his energies tc the attainment of higher standards, only so far as the individual becomes a manly man or womanly woman. The four corners of a good charac- ter are industry, integrity, justice and love. Think olf the dormant poten- tialities in these qualities; a love for learning, an ambitious energy for all that is helpful to one’s self and one’s fellowmen, a desire for social and civic betterment. Think of the pos- sibilities of the- individual, noble in reason and infinite in faculties. Character can not be forced upon an individual or upon a nation. It may be propagated by moral suasion but not physical. If we desire the better- ment of society we must show it the simplicity, the grandeur and the free- dom of its uplift. We must recom- mend it to the intelligence by its ele- vated enlightenment, its purity, justice and the protection it affords. And if in this respect we be faithful to our duties, we shall do more to ele- vate our fellowmen and emancipate them than could be accomplished by all the armies of the world. moral power is what tyrants most to dread. It appeals to the thoughts and jadgments of men. No physical force can thwart its prog- ress. Its approaches are unseen, but its consequences are deeply felt. It enters the most strongly fortified gar- risons of ignorance and illiteracy, and operates in the palaces of kings and queens. We should cherish this pow- er as essential to the preservation and its have This | | progress of a nation as is the most efficient commercial genius. Let us remember that the mind ‘has an affinity for the good, the true, the perfect, the healthful and the pros- perous. Let us remember that the world is full of beauty, truth and wis- dom. Let us remember that we ab- sorb these only in the proportion in which our minds and hearts are re- ceptive to good influences. Let us re- member that only by so much as we cultivate truth, and honor, and stur- diness, and gentleness do we promote our well-being. Let us remember that these are characteristics which every one may cultivate, chords to which every life may be harmonized. Let us remember that a surrender to the baser elements of human na- ture throws the high-born into the gutter with the child of the slums. Let us remember that only through daily consistency can come the mo- mentum of a lofty character. Let us remember that good government is based upon good manhood and good womanhood, and that the best so- ciety is where good people gather to- gether. Let us bring our lives into harmony with right-living, always re- membering that healthy thoughts nake a healthy body. We drive life at top speed along commercial lines— let us also do so along the lines of character building. The two great notes in the chords of our careers are the love of God and the fellowship of man and in the order given are in the relation of cause and effect. When these two netes sound true a rightly ordered Would not be mistaken by anyone for goods of low quality. ‘* THEIR QUALITY SHOWS” ‘Williams’? Sweet Pickles IN AIR-TIGHT GLASS-TOP BOTTLES They LOOK GOOD, that makes people try them; they ARE GOOD, that makes people keep on buying them. They are the kind of goods that will bring business to you and hold it because they please. Prepared with our own grain vinegar, best spices and granulated sugar. GUARANTEED TO CONFORM WITH FEDERAL PURE FOOD LAW -but PURITY, in our pickles, is backed up by quality. You can find lots of goods that are ‘‘safe to sell’— but you want ‘‘Williams” Pickles because they are also ‘‘sure to satisfy.” The Williams Brothers Company Picklers and Preservers DETROIT MICHIGAN MICHIGAN TRADESMAN September 8, 1909 society follows as a matter of course. The discords of life can be obliter- ated only by the preservation of har- mony in individual character and ex- perience. Our duty, then, is to encourage character building, to disseminate in- telligence, to promote genius, to de- velop mental energy. The forces that develop good character are more val- uable to a community than the forces that develop steam and electricity. Our obligation to ourselves is to cease accumulating moral debts be- fore we become spiritually bankrupt. Our obligation to our country is to rise to a larger measure of civic consciousness. There must be an enlightened understanding of our indi- vidual responsibility, and an increas- ed response to the duties of citizen- ship. The problem is to elevate the reality as nearly as possible to the level of the ideal. Every advance- ment in art, in science, in govern- ment, in society, in citizenship, in all the affairs of life, has been by strug- gle to obtain that which hope and ideals have pictured. If the memory of errors saddens our hearts we should make of our past stepping- stones to better things. All the vicissi- tudes of experience are incidents in the development and point the way to better character and improved con- ditions. Although we may be wound- ed on the sharp corners of life’s ex- perience there is in every man an ability to rise above these things and hold sovereignty over himself and his misfortunes. Our nation to-day stands only up- on the threshold of its possibilities. We, as citizens, must have the strength of mind—the mental capac- ity—to grasp and assimilate the stu- pendous problems, social and indus- trial, economic and educational, which confront our country at the present time. The activities of the thought- ful portion of cur population must be more largely concentrated upon these problems. A correct solution must be based upon a correct understanding. There must be a campaign of educa- tion centered upon such problems as our national currency needs, our im- migration injustices, our tariff in- equalities, our reciprocal internation- al treaties to encourage and enlarge our export trade, the elevation of the ignorant foreign element in our midst to a better understanding of individ- ual responsibility, the extension of industrial education, the subject of equitable taxation and the elimina- tion of greed and graft from our civic affairs. These are but a few of the many subjects awaiting solution. Their settlement means not only a deter- mination to grapple with them but a determination that they must be grappled with, and an inexhaustible eulergy of endeavor until they are set- tled and settled right, for nothing is ever settled until it is settled right. We must intensify our understanding of the importance of this work un- til we will tolerate no compromise with partial adjustments. We must also possess the strength of charac- ter which will resist the retarding influences of human frailties. We must encourage that loftiness and no- bility of character which will com- bat such concessions as may mean 2a lowering of standards or as may retard advancement. These three qualities, then, must be developed — strength of mind, strength of conviction and strength of character. As a people we must fill our thoughts with great ideas, with great facts, with great problems and with great truths. We must as- cend to mountain heights and secure 2 comprehensive mental perspective of relative values. To insure and de- velop our opportunities to their true greatness and service we must have a mighty revival of sober and earnest life, of study of the noble concep- tions underlying our civic existence and of whole hearted devotion to them. This is comprehended in our tutelage for proper citizenship. For better citizenship we must have better men and better women. We must engender a better thought, we must encourage a view of life which will conceive in our minds a desire for nobility, a purpose strong for true and helpful manhood. The agen- cies for cultivating these influences are in our possession. Never was the knowledge of the true value and use of life, of the qualities of good char- acter, of desirable culture, better un- derstood than to-day. Despite this fact we require every obtainable as- sistance in the contest with moral and intellectual anarchy. The field of contest for advancement along all lines is in the human heart. The heart, in turn, is reached through the mind, through the understanding. This is the rendezvous at which ad- vancing intelligence must attack the enemies of greed and graft, and pas- sion and cruelty and tyranny. As sowets we can not foresee the har- vest. The secrets of germination and development are hidden from us. The perils of the growing season must be watched with careful attention. Yet experience justifies our anticipa- tions of harvest, and when our daily labor of culture is faithfully and cred- itably performed we may rest assur- ec in the faith that good will event- uate. Efforts of this sort will beget in the individual an increasing and wholesome desire to do the correct and considerate thing in life at all times and under all conditions re- gardless of results. Therein repose the peace, the happiness and the se- curity of man. In that current our national prosperity will have a safe passage through all the varied prob- lems of individual career and civic life. The present development of our natural resources, the existing condi- tion of our social and civic life are the product of our past endeavors. Gaze upon these achievements with a critical eye and see if you can con- template them with complacency and satisfaction. If you can not, then energize your capacities toward still better results. Stop being dumb, in- animate finger-posts at the cross- roads eternally pointing a way you can not travel. Become active, earn- est guides and leaders. Let me en- quire—-which is better, an insipid life of inactivity or a stimulating life of endeavor? If you think the latter then arouse your latent energies and give expression to them in the hon- or and helpfulness of your conduct. Become possessed with a proper re- spect for the sanctities of life; a sense of responsibility which will be- get a reliable character; an intelligent diligence in the use of your faculties. Then, if these purposes be not false or superficial but genuine and deep- seated your capabilities will render you more efficient and reliable in all the relations into which you arrive. Impress this fact upon the un- trinking young who terminate a shift- less day with an evening’s careless pleasure; bring it home to the disso- lute and dissipated, whose opportuni- ties are wrecked upon the rocks of crime and intemperance; exploit it as a challenge to the schemers and dem- agogues who are factors in disturbing our peace and prosperity; sound it upon the eardrums of the lazy and careless until it compels them, one and all, to better the conditions of life. Consider if you yourself add to the jalue of your community by an un- selfish devotion of your talents to serve their best purposes—or do you merely exist to subtract from it for your own gain? It is wise sometimes to summon yourself before the tri- bunal of your own conscience and ask yourself this question: “What sort of a community would this be were everyone in it just like me?” Remem- ber that better manhood and better womanhood will bring better condi- tions. Remember that unless people are bettered in heart and in mind the benefits of improved conditions are transient and not permanent. The charm of a noble character rests in its responsiveness to the good in humanity. In the proportion in which we banish the bitterness, the enmities, the pettiness, the selfish- ness and the vulgarities of life are our ncbility of character and our happi- ness secured. If we. live up to lofty ideals the hopes of life will come soft- lv stealing to the waiting senses like the rustling of angels’ wings and we may rest assured in the faith that our lives will lead us in paths of peace and our souls will ultimately come to ordered contentment and serenity. Doing what is right assures us of happiness in this world and opens the getes of Heaven in the next. John H. Moss. LAW OF SUGGESTION. Selling Power Shown in the Display of Merchandise. My selling world is divided into three sections, half to the fellow who doesn’t know what he wants and wants to be helped out, one-third to the fellow who thinks he knows and the rest to the fellow who knows all about it. The Fellow Who Doesn’t Know. It’s the fellow who doesn’t know and who appreciates suggestions to whom I am of most value. The fel- low who thinks he knows, but doesn’t know, he’s easier but he doesn’t know it. As for the other third, well, let him. listen, or if he can stand. it | certainly can. How many of you have zone into a store with the object of purchas- ing a single item—a piece of neck- wear, let us say. That is all you went into the store for, but your at- tention was directed to a counter dis- play, attractively, but not obtrusive- ly, poked in front of your face. You had no special need of the article dis- played on this stand, or display fix- ture, yet it attracted you and you bought it—if not for your own use, perhaps for someone who you thought might use it or like it. Now, I don’t suppose that any of you then, nor do you now, suspect yourselves of having at that time paid a silent tribute to a display stand specially designed just for the very purpose of inducing you to make a_ voluntary purchase, a purchase in addition to the one for which you came into the store, yet you bought something for which perhaps you had no immediate use, or else you bought something for another who never expected the present. In plain words, that display stand sold you more than you ex- pected to buy, and the storekeeper who used the display stand added that much to the sale. Right here is a point I want to make for your guiance in your own store, and I care not if that store be a2 modest retail one or the largest jobbing or wholesale salesroom. It is that of pointing out to customers the diversity of your lines and of submit- ting to them in an involuntary way what you have to sell in addition to the article the customer came in to voluntarily purchase. The modern department store il- lustrates very forcibly the power which draws from a visitor the great- est result—that of inducing more of a purchase than what the customer in- Terpeneless Write for our ‘‘Promotion Offer’’ on getting Coleman’s Extracts from y FOOTE & JENKS’ COLLEMAN’S Lemon and Vanilla that combats “Factory to Family” schemes. Insist our jobbing grocer, or mail order direct to FOOTE & JENKS, Jackson, Mich. (BRAND) High Class are manufactured by us and all sold o denomination. We will send you sam interested enough to ask us. FOUR KINDS OF COUPON BOOKS n the same basis, irrespective of size, shape or ples and tell you all about the system if you are Tradesman Company, Grand Rapids, Michigan ve aos Wa , ot vm» ys ? =< yw 1 September i§, 1909 MICHIGAN TRADESMAN 39 tended to buy. Some time ago, when taking care of the display fixture equipment of one of our largest de- partment stores, the head of the con- cern asked me frequently to submit any suggestion at all in my direction that would attract a customer to the store. ‘The windows,’ he remarked, “could take care of themselves.” “The windows bring people into the store,” he added, “but when they are inside I want to get the best results from their visit.” In exemplifying his re- marks, he said something on the fol- lowing lines: “As I have studied the department store, a woman comes in here to buy a paper of pins and a spool of cot- ton for a dime. I want her to spend a dollar. How am I going to get her to do it My eight and ten dollar a week girls don’t get it for me; that wellgroomed floorwalker doesn’t get it for me, and all the ‘Is there any- thing else you want, madam?’ en- quiries don’t get that extra money for me. I have to tempt her to spend ber money, and it is done by dis- playing suggestions before her at every possible turn she can make in the store and wherever her eyes trav- el. Articles are displayed before her that she has no idea of buying, ex- cept for a possible future use, but we show the opportunity and we take advantage of human nature to tthe ex- tent as we have studied it, and the results are that we get that extra ninety cents.” A Bit of Evidence. I don’t think you need a stronger bit of evidence than this little inci- dent, one of many I could give you from practical knowledge, but I want to bring it out plainer to you. You expend large sums for location of store, window effect, advertising, store equipment and all the other items of expense in fitting up and maintaining a proper establishment— all to attract trade and to convenient- ly wait upon it. Your customer is brought to the store through various mediums, be it newspaper advertis- ing, prominent location, large stock and perhaps by other methods of ad- vantage. Now, your customers call, how- ever, not with the object of seeing what they can purchase but with a predetermined want. With that want satisfied and more or less bought from you because you have the store and the stock and the variety and the price, it then becomes your duty, to you and your business, to sell that customer something else, but how? “Is there anything else you want, madam?” doesn’t sell that something else, and you know it. You can not divine what the customer needs, for your question only asks for a need,- and the customer thinks of none. You Must Display Suggestions. Give the articles proper dress, dis- play them so as to attract attention and involuntarily they suggest the nced and incidentally you have the added sale. Store Window Cost Do you ever consider the heavy proportion of rent your windows cost you? Deduct from your rent the value of the store room as based upon lo- cality. Deduct also the value of be- ing in an accessible neighborhood, if you happen to be in an accessible dis- trict, and it doesn’t take a moment’s reflection to limit these two to with- in 50 per cent. of the total rent. You may safely figure, then, that you are paying half your rent for your win- dows. If you think this statement an exaggerated one, let me put it to you in another form. Given a store in an accessible shopping district, with, say, a rent of $500 a month, take out the windows and show a blank wall to the passers-by, with as broad an en- trance as you please. Better _ still, make the entire front space all doors, covering the entire width of the store—would you pay $250 rent for the store in that condition? I think I have answered the question for you and that my estimate for the value of the window space is well based. Now, then, are you obtaining full value from your windows, are they bringing in the proper results, are you paying sufficient attention to them, and are you making them suf- ficiently attractive so as to bring in the best or winning results? Do you ever stop to consider the number of persons who pass_ those windows and who merely glance at them, the countless hordes who never even look at them? I wonder how many of you know that more people pass your windows than read a daily paper. This is a statement by no means_ overrated, and one easily, logically proven and I can give it to you were it not that I don’t wish to bring up any tiresome statistics. Attract vs. Attractive. Now, how are you to make your windows attract? I do not mean make your windows attractive—too many people think by making the windows attractive they obtain the result—lI mean make the windows draw people toward them. Let me give you a few observations of practical study of merchandise and the window display: Do the same people pass your win- Gows every day? Is it every day in the week or every week in the month, or every month in the year that changes your audience? Give this a little thought. It is timely, for you will find it something new to you. You’ve never given it a thought. It’s my business and I have studied it. The larger the city the more the crowd changes; the smaller the town the less itsitravel past the store changes, and so you have a variation of changes; but in no city, no matter how great it be, no matter how ex- tensive its floating or stranger popu- lation, there is always a certain and fixed percentage of the same people passing and perhaps repassing your windows every day in the year. Now, then, as one of this big per- centage of passers-by, do you or do you not look at a window on Tuesday with an appearance of the same trim and effect on your memory as it did when you looked at it on Monday, and can you not easily follow me when I tell you that in our best trav- eled shopping districts in San Fran- cisco fully 40 per cent., if not more, of the peopie who pass by are the same persons who pass there every day of the week, and perhaps every day of the year? Work your windows, work them steadily, work them daily if need be, but work them. Change their dress and, sometimes, and quite frequently so, change that dress so materially that they can not be recognized. Keep constantly changing their appearance so as to make them attract, and do not lose that big percentage of pass- ers-by who, having once become ac- customed to your dispay, never give it a second glance, even although it be months afterward. Make people hunt your’ windows. Make them expect changes and keep on not disappointing them. How to do it? With display tures, with display attributes of every conceivable character, with applianc- es that bring out the articles in a pronounced form. Bulk in merchan- dise never attracts. It is the individ- uality of the article that makes it stand out-—therefore a display feature. Display fixtures are made to bring out individualities and they do. Make Your Windows Talk. Study what attracts and by that application you make your windows talk—not in words but in action. They make people stop, and when they do that they talk to more people than can a daily newspaper and more peo- ple are attracted than the average daily newspaper has readers. fix- It is our business to show people how to utilize their windows and make them attractive, and it is our study all the time. We get the ideas of the best people in the land to help you, and, absorbing their ideas, to- gether with what we are personally able to suggest, we in turn extend to you the combined benefits and they can not help but be of value. Iwant to show you one great weak- ness in window work and that is the great waste of space not utilized. Did you ever watch the people who pass your window who rarely look down? Didn’t you ever notice that when you unconsciously displayed something that caught a person right about on a line of his eye, you had him look- ing? Women by nature are window seekers. They like to see new things and they hunt the windows for that purpose. A man rarely does. Halt Him. You very seldom see a man walk- ing along the street hunting win- dows. He will occasionally look, but he’ll not hunt the display. Man, by occupation, by nature, has other work to do. He is a_ hurried passer-by. Halt him. Put something before him; on a line with his eye. Watch him halt and look at your window then. Drop fixtures from the upper part or deck of your windows. Show goods from there on a line with his walk- ing vision and you have him. How about eight or ten feet of empty Space in your window, above the flat display which you have in the bot- tom of the window? Are you getting the proportion of rent out of your windows by wasting all that space? You think it air space, but can’t you utilize it and can’t you make your windows more attractive by using it? What is the matter with trimming that window down from the top and catching the sight of the busy man as he passes by your window on his way to work and back from it? When he goes to work he is too limited in time to spend any of it at your win- dow unless it draws him, and when he goes home he is too tired unless it attracts his attention. Looks on the Level. Does he look down at the windows or does he look on a level with his eye? Stand at your door and observe this a little; it will interest you. Count the people in a given half hour who pass your windows and tally up how few even glance there. Make an assault upon the eye with the right kind of display and you will create an appetite or a desire for anything— for food, clothing or any other hu- man need. In thinking out some of the points referred to I was at first timid about talking of them at all, or rather talking about window display and store display, to a gathering of persons who are not retailers in the main and can have little or no inter- est in the subject. Economy in Equipment. Proper equipment in the store nieans economy, for it helps the sales- man to wait upon more trade in a shorter space of time, shortens the time of the customer and shows that prospect (for every visitor to the store is a prospect) to spend more time in the store in quest of pur- chases. To repeat, it is not the dime’s worth o: pins and spool of cotton that should represent the total of the sale. It is the other part of the dollar which should be obtained. The cus- tomer has it in his or her pocket— tempt it to leave there and finds its way to yours. For the best merchan- dise in the world, if it is not easily reached or properly displayed, often leads a sad existence—the life of the shelves. Morris Feintuch. oe The same _ difference exists. be- tween selfishness and greed as be- tween a good appetite and the gout. 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. MICHIGAN TRADESMAN September §, 1909 Att 68606, AAV : eh host e Cees Ay BAN AACA a Ra How Not To Sell a Bill of Goods. This is the story of How Not To Sell a Bill of Goods. The remarka- ble thing about it is that the goods i: question were sold. There were a lot of them, too; a big lot. And everybody knows that the sole aim of a salesman is to sell goods, to sell lots of them; so the salesman in ques- tion ought to be considered highly successful in this instance. But lis- ten: Burnam was the salesman’s name, and the firm of Cole & Co. took him away from another house at a big salary because they had noticed his record. Burnam sold goods. There was no question of that. Cole & Co.'s man in the same territory couldn’t compare with him. Cole & Co. had their regular customers and sold them something every time the salesman came around; but Burnam, working in the same territory and dealing with the same class of trade, used to un- load great packing cases, while his competitors sent their orders out in neat express packages. “We’ve got to get Burnam,” Cole & Co. decided. “He’s just what we need.” They got him. He didn’t know how valuable they considered him or he would have held them up for an- other $25 a month besides the advance they gave him, but as it was, he was first on the list of salesmen in the matter of salary. Then he went to work. He began in the same territory as he had been in before, but now he was working Cole’s trade. He picked out an old customer by the name of Johnson for his first victim, and he decided to make a record from the start. He knew just why Johnson hadn’t been buying more goods; the old man hadn’t pushed him as hard as he could. He knew that there were possibilities in Johnson; for long before he had sized him up as “easy,” from the standpoint of the aggressive salesman. His method was as different from the old salesman’s as a sixty horse power automobile differs from a safe and sane buggy outfit. He rushed Johnson off his feet. He didn’t go to his store; he sent for Johnson to come up to the hotel and have din- ner. They had it. Johnson was amaz- ed. Burnam spent money like water and didn’t seem to care whether he sold anything or not. He wanted Johnson’s good will; he wanted to show him that the house appreciated good, solid trade like his, and that they always knew he was a progres- Sive, aggressive business man who soon was going to make a big kill- ing, increase the capacity of his store and run his bank account up among the first fortunes of the town. |; velopment of the neighborhood. Only one thing wrong with your plans for growing, Johnson.” “What’s that?” “Your stock. It’s good enough as small stocks ge; but what you need now with this boom in trade coming on is a big stock. You haven’t got it. Got to have what people want if you want them to trade with you. Now somebody is going to throw a big, up to date stock into this town +|pretty soon and get the cream of the business. The world moves, you know; and you've got to keep up with the procession or get dropped behind. johnson, what you've got to do to get .| fone Sco” Hy ‘Il Sy S if creic fi RGUMENT)\ vette Bb BON OH nue fars® ' cu hd EY i DON’T WAIT TO LOOP THE LOOP. ‘What’s the matter with landing an order at the first interview instead of merely paving the way the first time or four or more times before the sale is actually accomplished? having to make return calls if you can. you cali and having to go back three Get out of The first time you tackle a prospect shoot his signature into your order book at the shortest possible notice; the quicker the sale, the more time you save and the better your customer is satisfied. to accept your proposition. his interest may begin to wane. You leave him with the impression that he jumped at the chance Now, if you make a second or third selling talk The minute that happens there is a gap in the track over which you have to run his signature into your order book. Beware of that gap. Don’t try to loop the loop—there’s danger in it. Shove him down the incline the first time you call, and because your proposition is fresh to him and his interest keen, he'll gather enough momentum to bowl! slam-bang into the order book the first trip. It surprised Johnson a little, but when he came to think about it, it was all so, he was progressive and aggressive; and he wouldn’t have re- mained in business so long as he had if it thadn’t been that eventually he hoped and expected to retire with a big account at the First National. Of course it was all so, and Burnam was a fine, good hearted fellow to call his attention to it. Not much like the old salesman for Cole & Co. By the time Burnam drifted around to the store Johnson was about ready to take his word for anything he cared to name. Burnam looked the place over with a sharp, roving eye. “Good place you’ve got here, John- son,” he said. “Fine place; good lo- cation; certain prospects of bigger de- trade you deserve is to tear loose and build up your stock to beat anybody else in town.” It looked reasonable on the face of it. Burnam knew trade conditions and Johnson had come to respect his judgment. But he was cautious. “Well,” said Johnson, “I do not know. This is a peculiar town, and i’s hard to do anything in a hurry here. People don’t want to be rush- ed. If I put in a big stock here I'd have to wait until people got the no- tion of coming to look for such a stock, and in the meantime I’d have to be meeting my bills with your house. No, I’m much obliged, Bur- nam, but I guess I’ll ‘have to wait be- fore I do anything big.” That was when Burnam began to work. It had been play before; now he had to convince the man against his own will. That was his long suit. Anybody can sell a man who wants to buy, but it takes a star to sell the unwilling fellow. Burnam was a star. It wasn’t long before Johnson began to see things as he saw them, and when he came right down to look at it, putting in a bigger stock wasn’t such a desperate proposition after all. You put your stock in and it drew new trade, and the new trade bought the goods and paid cash for them, and at the end oi sixty days you paid the bills—out of the new trade that the big stock had drawn. Simple enough. The man who didn’t put in a big stock was a chump who stood in his own light and wouldn’t amount to = any- thing in a millicn years. In short, he was an old fogy, and if there was one thing in the world that Johnson hat- ed to think of being an old fogy was it. “Let’s look over your stock and see where the holes are,” suggested Bur- nam; and after they had looked John- scn saw how utterly hopeless it was for him to expect to get anywhere with the paltry outfit he was carry- ing. Why, he didn’t have anything in stock, now that Burnam had pointed it out to him. He simply had got to build up, or make up his mind to give up the ghost of aggressive prog- ress, “Now, here is what you want,” said Burnam, and he slipped the rubber band off his red covered order book and began to write. After it was all down Johnson won- dered how he had managed to get along without the assortment Burnam had picked for kim. Certainly he could not do so any more, being strong for aggressive progress since Burnam had used the phrase. Cross-Country Run Knowing travelers take a cross-country run every Saturday. The race ends at the Hotel Livingston Grand Rapids the ideal place to spend Sunday. 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 soon, moved to the ground floor. The rates remain the same—$2.00. $2.50 and $3.00. American plan. — All meals 50e. a Ve >. We we Ce = ~ ft f° — oa _ * : September 1§, 1909 . MICHIGAN TRADESMAN 41 “Sign here,” said Burnam, taking it all for granted, and Johnson, never considering the fact that his signature made valid an order for $1,349 worth of goods from the house of Cole & Co., took Burnam’s neat little ink pencil and signed away. Now, there shouldn’t be anything wrong with this feat. It looks like good salesmanship, on the surface, and the house went so far as to send Burnam a letter of congratulation. “We never before realized the possi- bilities of that territory. Keep up the good work.” The goods came to Johnson and he unloaded them and put them on his shelves in neat order. He checked up his bills and then he got back of the counter and waited for his trade to take notice and deliver the new business that Rurnam had spoken of so confidently. He is still waiting. There wasn’t any new trade to be had. His old stock had been quite adequate to his needs. And the new big stock re- mained on the shelves unsold. When it came to the end of his sixty days’ time he wasn’t ready to make a payment. Neither at the end of the ninety days that the credit de- partment extended to him at his re- quest. Then came an investigation. Cole & Co. demanded their money. Johnson told them he would pay when he pleased. A representative of the credit de- partment came out to talk it over, and after satisfying himself of John- son’s solvency, asked: “Why are you backward with this bill? You never were like this be- fore.” “No,” said Johnson, “and I never before had a lot of stuff unloaded on me that I didn’t want, either. Your man Burnam is a fine salesman, but he sold you as well as me this time. I'll pay your bill as I get the money, and after it’s paid your house does- n't sell me a cent’s worth as long as I live. You can tell them that—that there is such a thing as being too good at his game.” Eventually Cole & Co. got the $1,349 which the bill called for, but it was all they did get. The profit on it went in collection expenses. When the sum total of the deal was figured up the result was: Lost: One old time, tomer. “And that,” said Cole, closing his Ictter to Burnam, “is a perfect way of how not to sell goods.” Jonas Howard. Sn ne ee The automobile is a large iron and rubber contrivance for transforming reliable cus- gasoline into speed, luxury, excite- ment and obituaries. It consists of 2 leather upholstered carriage body mounted on fat rubber tired wheels and containing a gizzard full of ma- chinery suffering from different at'- ments. It is the speediest and most stylish vehicle for transportation known. It has run over 100 miles an hour and costs $1,000 a minute. It can transport seven people from tlre front porch to the police station, the bankruptcy court or the Golden Gates in less time than any other known method. What Other Live Cities Are Doing. Written for the Tradesman. The Mayor and Art Commission of Denver have adopted an ornamental combination trolley and lamp pole for Seventeenth street. The light is a multiple enclosed arc having a I5- inch globe. San Antonio, Tex., has completed a municipal plant for paving its streets with asphalt. Only seven of the city’s streets are now paved with as- phalt, two with mesquite block, two with brick and ninety-one with mac- adam. Following the installation of high pressure fire main service in the up- town district of Philadelphia insur- ance rates in that territory have been reduced Io per cent. Philadelphia wants a great audi- torium, capable of seating 20,000 per- sons, tentative plans for which also include a twenty-five story office building as a part of the enterprise. The cost is estimated at $2,500,000, to be met by popular subscriptions. Milwaukee now realizes as never before the value of reserving all edge- water property for public uses. While much of the land lying along the lake front is now owned by railroad or private interests the city plans to fill a strip 1,000 feet wide north of the harbor entrance and 1,500 feet wide south of the entrance, so extending the lake shore drive and giving the public access to the water for prac- tically the full extent of the lake shore within. the city limits. Ashtabula, O., hopes by bonding for a sum not to exceed $400,000 and by some other concessions to secure the new ship building and dry dock plant of the Great Lakes Engineering Works, the largest on fresh water shores. “Wake up, Father Penn., it’s time to fly,” is the somewhat droll ad- monition of the Philadelphia Times tc its home town in an editorial on airships. Springfield, Mass., is having plans prepared for a municipal auditorium, seating 4,500 persons. Supt. Riddell, of the public schools of Des Moines, has returned from Europe, where he has spent the sum- mer investigating trade and continua- tion schools with a view to introduc- ing industrial courses in that city. Tampa, Fla., claims to be fast wresting the cigar trade of the coun- try from Key West and Havana. The shipments from Tampa from Jan. I to Aug. 14, this year, reached 136,- 010,000 cigars. The railroads have withdrawn the proposition to advance freight rates from Louisville to Oklahoma and Kansas points to a basis equal to Chicago rates. This action is due to the efforts of the Transportation Committee of the Louisville Club, al- so to the work of representatives of Louisville railroads with the South- western Tariff Committee. Almond Griffen. 6.2. Kept Going for Years by Increased Loans. Marquette, Aug. 30—If the experi- ence of the Marquette City & Presque Isle Railway Co. is a criterion, there is no money in the operation of street car systems in cities of 12,000 people, and particularly where such systems are served by steam plants and where each winter is productive of an al- most continual battle with snow and ice, : Marquette’s electrical traction line went into commission in 1900, and’ it has been a losing venture from the start. At no time during the eighteen years has a dividend been even in sight. In fact that the company has been able to keep its head above water this long has been due entirely to the interest taken in it by the late Peter White, who made up the de- ficit at the end of each fiscal year and who altogether loaned the corpora- tion $31,000, for which he asked no security and for which his heirs prob- ably never will be reimbursed. Aside from this, the concern is bonded to the limit and is heavily indebted to two of the local banks. Now that Peter White has gone, there is no one who cares to donate money to keep the street car svste:n in operation, much as it is a benefit to the city at large, and the company is on financial shoals. It is for this reason that the Common Council has recently adopted an ordinance per- mitting the company to discontinue the sale of six tickets for a quarter and to charge straight five-cent fares. It is expected that this will aid the company materially in its efforts to at least make both ends meet. Still it. will be some time yet before the result of the new arrangement can be determined. Meanwhile the _ stock- holders declare they will no more money in the company and the possibility of a suspension of opera- tions remains a danger which is caus- ing apprehension among the patrons of the line. During 1908 the actual cost of carry- ing passengers was five and eight- tenths cents each, and this is a fair average for the eighteen years the system has been in commission. For the first seven months of 1909 the receipts have been $500 less thaa for the same months of 1908, watch is ascribed to the fact that there have been no conventions nor other attrac- tions bringing in large numbers of strangers. The operating expenses are not abnormally high for a road whose electrical power is generaicd sink by steam. It is simply a case of inadequate traffic. a GE ne Movements of Working Gideons. Detroit, Aug. 30—The ladies of the Auxiliary conducted the Griswold House meeting last Sunday evening, led by Mrs. Geo. S. Webb. She took as her subject, “In the Race,” and read the closing verses of the ninth chapter of First Corinthians and then made comments on the twenty- fourth verse, “Know ye not that they which run in a race run all, but one receives the prize? Sorun that ye may obtain.” The ladies outshine the men in arranging a meeting and many new Hice 10 ADDRESS 9 BROA NOT AN EXPERIMENT. ‘HE GEM has an automatic carrier and a resettin clears the dials to zero. Collapsible holder and visible total. Does the work as good as any machine at any price. Two year guarantee, “AUTOMATIC ADDING M™. y 1 DYVAY, faces were seen on this occasion, at- tracted by the singing and an address by a lady. Mrs. Williamson sang solos and was later joined by her hus- band, who is seldom at home. Geo. S. Webb favored us with a solo and Clarence N. Bridden, Concord, N. H., I. D. Grove, Waynesborough, Pa., and Rev. T. A. Morris, traveling evangelist, gave testimony and thoughts on the subject. Mesdames White, Gates, Mitchell and several lady guests of the hotel were present, also Brothers Joslin, Mitchell, sever- a! guests and an old gentleman who has seen about seventy winters, who seemed to have lost earthly friends yet he is in the race. George S. Webb, in speaking of the last Na- tional convention, said it was “some- thing different, but the next, which is to be held in Detroit, will be worth the while.” The National Secretary is no longer a member of the Cabinet under the new rules. Formerly he held the balance of power on the tie vote of the cabinet. W. D. Van Schaack will lead the next Griswold House meeting. Aaron B. Gates. —_—_+ 2 The Boys Behind the Counter. Alma—W. D. Earley, of Lexington, has accepted a position in the C. F. Brown drug store. Howard City—John B. King is now manager of the grocery department of H. Graff & Co., the largest depart- ment store in Fresno, Cal. Paw Paw—E. H. Kaufman, of Kalamazoo, is the new clerk at Sel- He is a man of several years’ experience in the dry goods business and was formerly in the em- ploy of A. B. McDonald of Kalama- ZOO. East Jordan—Frank B. Gannett has secured the services of Chas. McNa- mara as drug clerk in his pharmacy. Mr. McNamara was manager for sev- eral years of the Granite pharmacy at Cadillac. —_—_+-.—_— Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, Sept. 1—Creamery, fresh, 26@29'%4c; dairy, fresh, 21@25c; poor to common, 18@2o0c. “ggs—Strictly fresh, 24@26c. Live Poultry — Fowls, 15@15%c; ducks, 13!4c; geese, I1c; old cox, IIc; 16@18c; turkeys, 12@17Cc. I5@16c; lick’s store. springs, Dressed Pouitry—Fowls, old cox, II@t1z2c. Beans Marrow, hand-picked, $2.85@3; medium, hand-picked, $2.50 @2.55; pea, hand-picked, $2.40@2.50; red kidney, hand-picked, $2.25@2.40; kidney, hand-picked, $2.60@ white 2.80. Potatoes—New, $2@2.25 per bbl. Rea & Witzig. ———_. a ————— David Drummond (Brown & Seh- ler Co.) has had plans prepared for a comfortable residence at 357 Plain- field avenue, which he and his family will occupy as soon as completed. MECHANICAL BRAINS GEM ADDING MACHINE. Kitatl at Our OVER. XJ2CALSE- 20,000 IN USE. device that CHINE CO. NEW YORK, N.Y. ORDER NOW USE YOUR BRAINS FOR SOMETHING BETTER. MICHIGAN TRADESMAN September § 1909 = — ; ‘ 2UGS“°DRUGGISTS ~ ~—_ ~" = . ° - -_ = - - = = UNDR ‘= vz 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. E. Way, Jack- son. Second Vice-President—W. R. Hall, Manistee. Third Vice-President—M. M. Miller, Milan. Secretary—E. E. Calkins, Ann Arbor. Treasurer—Willis Leisenring, Pontiac. New Law Regulating Sale of Mor- phine. In order that there might be no misunderstanding on the part of the wholesale and retail trade as to the manner in which druggists may sell morphine at retail in original pack- ages direct to the consumer the Haz- eltine & Perkins Drug Co. recently addressed a communication to At- torney General Bird, to which he made the following reply: Lansing, August 19—We are in re- ceipt of your communication of Aug. 16, in which you ask whether or not under the provisions of Act 53, Pub- lic Acts of 1909, retail druggists may sell morphine at retail in original packages direct to the consumer ex- cept upon the order of legally prac. ticing physicians, dentists or veterin ary surgeons. In reply thereto would say that the act in question provides that any person who shall sell morphine, its salts and derivatives, except to or upon the order of legally practic- ing physicians, dentists, veterinary surgeons, original prescriptions which shall not be refilled or a copy there- of given to any person, shall be deem- ed guilty of a misdemeanor and sub- ject to fine or imprisonment, or both. This section further contains the fol- lowing proviso: “Provided, that the above provi- sions shall not apply to sales at wholesale by jobbers, wholesalers and manufacturers, to retail druggists or legally practicing physicians, or to each other, or to druggists and phar- macists if sold in original packages orly, nor to sales at retail by retail druggists to regular practitioners of medicine, dentistry or veterinary med- icine, nor to sales made to manufac- turers of proprietary or pharmaceuti- cal preparations for use in the manu- facture of such preparations, nor to sales to hospitals, colleges, scientific or public institutions.” its It is my opinion that under the terms of this proviso retail druggists may only sell morphine, its salts and its derivatives without a prescription tierefor to regular practitioners of medicine, dentistry or veterinary med- icine, or to manufacturers of pro- prietary or pharmaceutical prepara- tions for use in the manufacture of such preparations, or to hospitals, colleges, scientific or public institu- tions. It can only be sold to others upon the original ‘prescription of a legally practicing physician, dentist or veterinary surgeon. That this was the intention of the Legislature is shown by the provisions of Act 270, Public Acts of 1907, to which the act of 1909 is amendatory. That act con- tained a provision that it should not apply “to morphine when sold by re- tail druggists and pharmacists in oriz- inal packages of not less than one- eighth ounce, or in the pill or tablet form.” The act of 1909 omits this provision from the section and con- fines the sales when made by retail druggists without prescriptions to the classes of persons named in the statute as above indicated. Jno. E. Bird, Attorney General. sso — Proposed Organization of Western Michigan Druggists. Traverse City, Aug. 30—The _ en- closed is a copy of a call that has been signed by over one hundred pharmacists and which will have the signature of nearly every one in Western Michigan before the date of the meeting. At each session of the Legislature the drug interests of the State seem to become of special interest to certain classes who know as much about them as the average congressman does about the _ tariff. The new poison law, which takes ef- fect Sept. 1, is already interperated by its author in one way and by the Attorney General in another. These and other matters of interest to every pharmacist have aroused the drug- gists of this section to the necessity of a strong organization. ~The Grand Rapids Board of Trade, on learning of our contemplated meeting, kindly offered us their fine meeting room for the afternoon and evening of Sept. 15. Already there is evidence of a large attendance and a disposition to “get busy.” We know we will have the hearty co-operation of the Tradesman. C. A. Bugbee. The call which has been signed by over one hundred retail druggists is as follows: Believing that the pharmacists of Western Michigan should have a part in the efforts now making to de- velop its resources and also in view of the efforts at each session of the Legislature to enact laws inimical to our professional and trade interests, therefore we, the undersigned regis- tered pharmacists and druggists of Western and Northern Michigan, unite in a call for a meeting to be held at Grand Rapids, Sept. 15, for the purpose of considering these and other questions vital to our inter- ests, and also the advisability of forming a permanent organization for Western and Northern Michigan. W. C. Kirchgessner, when asked in regard to the object of the call, said that the convention would be held fer the purpose of organizing a Western Michigan Pharmaceutical Association, having for its object the prevention of inimical legislation as far as possible and the protection of the rights and privileges of the re- tail druggists of Western Michigan. He said the State Association was dead so far as any active work on the part of the officers is concerned because they have of recent years neglected to carry on an aggressive campaign. They are usually elected during the closing hours of the an-: nual convention, when only a_ cor- poral’s guard is present, and’ to a certain extent the officers perpetu- ate themselves in office from year to year. It is not the intention of the new organization to. antagonize the older Association but to work in harmony with it. It will probably be decided to hold two conventions a year, to meet regularly in Grand Rapids, just as the State Association has gotten into the habit of meeting regularly in Detroit. The member- ship of the State Association is con- fined exclusively to Eastern Michi- gan druggists, so that a Western Association would not encroach on the membership of the other organ- izations to any considerable extent. The meetings have recently been held at Detroit, when the hotels are. full and the rates doubled. The Grand Rapids Drug Club will meet at the Cody Hotel at noon Sept. 14 to discuss the details in connec- tion with the convention. No attempt will be made by the Club to entertain the outside guests on account of its being the first meeting and also on account of the convention’ occurring during fair week. 9 ~<@ The Drug Market. Opium—-Has advanced. Morphine—Is_ unchanged. Quinine—Is weak. Citric Acid—As the season is about over prices are slightly lower. Cocaine—Is very firm and tending higher, Beechwood Creosote — Has ad- vanced. Glycerin—Is very firm and tendinz higher. Cubeb Berries- tending higher. Oil Spearmint—Has. declined. Croton Oil—Is lower. Oil Cloves—Is very firm and tend- ing higher. Goldenseal -Are very firm and Root — Has and is tending higher. Caraway Seed—The new crop is advanced coming in and prices are tending lower. enn ne mee a ins .. lawyer always owns the best farm in a county. Liquor Register System For Use In Local Option Counties \ \ J 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 so blank Send in your orders early to avoid the rush. Tradesman, Company - Grand Rapids, Mich. gt = September 16, 1909 MICHIGAN TRADESMAN 43 WHOLESALE DRUG PRICE CURRENT aoe Acetioum <2 .:.. 6@ Benzoicum, Ger.. 70@ BOUaCie oo. @ farboelicnm ..:.. 16@ Citrigvgn .. 418. . 40@ Eiyvdrochior ...... 8@ Sitrocum °...... ‘ 8@ SyRaliGumy - 46. ce 14@ Phosphorium, dil. @ Salicylicum ...... 44@ Sulphuricum 14%@ Damnieum = oi4.% 753@ Tartaricum 2... 38@ Ammonia Aqua, 18 deg. .... 4@ Aqua, 20 deg. 6@ Carponds 2.00.60 18@ Chloriaum ....... 12@) Aniline Black ee 00@2 BYTOWR!) (ia. 222. 80@1 FOR ek cecose 45@ NGUOW cleo... 2). 2 50@3 Baccae Cubebae ...6.... 85@ SQDIPerus .....:. 10@ Xanthoxylum 380@ Balsamum @opaiba voi c06... 65@ POPE 8. ce 2 00@2 Terabin, Canada 80@ (Polutan |... 2. oa 40@ Cortex Abies, Canadian CASSIAG) o.oo... Cinchona Flava suonymus atro.. Myrica Cerifera.. Prunus Virgini.. Quiliaia, era. _.. Sassafras, po 25.. Ubmie Soe: Extractum Glycyrrhiza, Gla.. 24@ Glyeyrrhiza, po. 28@ Haematox ..,..; 11@ Haematox, is . 138@ Hfaematox, %s 14@ Haematox, 4s 16@ Ferru Carbonate Precip. Citrate and Quina 2 Citrate Soluble... Ferrocyanidum § Solut. Chloride Sulphate, com’ Sulphate, com’l, by bbl. per cwt. Sulphate, pure Flora Arnica 20.00.05: 20@ Anthemis, =... .. 2. 50@ Matricaria -....:. 380@ Folia Barosma 6.2... 24 50@ Cassia Acutifol, Tinnevelly ~< 15@ Cassia, Acutifol .° 25@ Salvia officinalis, ws and %s 18@ Uva Ursi: 0.2. 8@ Gummi Acacia, ist pkd. @ Acacia, 2nd pkd. @ Acacia, 3rd_ pkd. @ Acacia, sifted sts. @ ACACIA, PO ...2. 5 45@ Aloe, Barb oe 22@ Aloe, WANES sooo. @ Aloe, Socotri @ AMIMOMIAG ...... 55@ ASALOCTIOSR 2..5.. 65@ Sen ZOINUM 0... 50@ Catechyu; 1s i... @ Catechu, %s @ Catechu, 4s @ Campnorae: ....-. 60@ EMuphorbium @ Galhanum ....... @1 Gamboge po..1 25@1 Gauciacum po 35 @ King 2.2... po 45c @ MOSHE: 00.06 ae @ Moyrrh | ..3 3: po 50 @ Opium: 22.050... 4 75@4 SHEMNAC Covel. 45@ Shellac, bleached 60@ Traeacanta :.... 70@1 Herba Absinthivm <2... 5@ Eupatorium oz pk Lobelia oz pk Majorium ..oz pk Mentra Pip. oz pk Mentra Ver oz pk Rue oo. cs, oz pk Tanacetum:. .V:. : Thymus V..oz pk Magnesia Caleined. Pat. -. 55@ Carbonate, Pat. 18@ Carbonate, K-M. 18@ Carbonate 2.00... 18@ Oleum Absinthium ..... 4 90@5 Amygdalae Dulce. 15@ Amygdalae, Ama 8 00@8 2 AMIS? i os 1 90@2 Auranti Cortex. 2 75@2 Mereamib® 65.2... 5 50@5 A TIPUSE 4... . cs 3 84h@ Searyophilli ......1 20@1 BPGR Te ee 50@ @nenopadii ...... 3 75@4 Sinnamoni ..... 1 75@1 Conium Mae .... 8v@ Citronella ....... 60@ Pd 25 00 Ov Condi ooo... 1 To@1 85) Seiliae ~..7..2..). @ CUDSEDSE =. le. 2 50@2 75! Scillae Co. ...... @ Prieeronm 2600]: 2 o0@e2 501 Voliton —.....25) @ Kvechthitos .....1 00@1 10! Prunus virg @ Gaultheria: 04... 2 50@4 00] Zingiber ........ @ Geranium: ..... OZ 75 Tinctures Gossippl Sem gal 70@ 75) Aloes ............ Tredeoma .....,.. 2 50@2 75] Aloes & Myrrh.. Junipera §........ 40@1 20] Anconitum Nap’sF bavendula: 20.0... 90@3 60] Anconitum Nap’sR TOM ORS: oe US@ 1 35 Aries ....0 Mentha Piper 1 75@1 90| Asafoetida ...... Mentha Verid ...2 25@2 40| Atrope Belladonna Morrhuae, gal. ..1 6(@1 85] Auranti Cortex.. Miayricta, oes... 3 0U0@3 50] Barosma ........ ORG oo 1 00@3 00) Benzoin ........:; Picis Liquida 160@ Tl Benzoin Co. 2... Picis Liquida gal. @ 40/Cantharides ..... Rica 2.60... 94@1 00 Capsicum ae Resae OZ. 2...) . 6 50@7 00| Cardamon ...... Rosmaring. 6.00.0, @1 00 rene S re Sab} ~ Cassia Acutifol .. Savina 2.0... 90@1 00 Gassia Acuttol Co Bama oa @4 50 Castor | ......:., 1 Dassdiras 2... S5@ YO l@atechy 2.55.1 .. 4. Sinapis, ess. OZ. @ 65 | Cinchona ee BUCCI 26.0.0... 40@ 45] Cinchona Co TENG, o.oo. A0@: SUT Columbia =... 0... Thyme, opt. @i 60) @nbebae .....-..- Theobromas ..... 15@ 20] Digitalis Pi oe es ie. JO@E OO Pierrot ........... Potassium Ferri Chloridum Bi-Cary 2050013 15@ 18)Gentian ......... Bichromate. <1... 13@ 15 Gentian Co. ...-. Bromide 22.50. .3. 25@ 30] Gulaca .......+-- Car 2. oe 12@ 15|Guiaca ammon Chiorate ....; po. 12@ 14} Hyoscyamus Cyanide 9 ........ 30@ 40}fodine ........... lodide =<. ...'. ...2 50@2' 60 | loaine, colorless Potassa, Bitart pr 30@ 32] Kino .........--. Potass Nitras opt 7@ 10] Lobelia .......... Potass Nitras 6@ §8|Myrrh_..........- Prusstate 2.62001. 23@ 26|Nux Vomica ‘ Sulphate po « 15@ 18|Opil ......-.:-.-.- Radi Opil, camphorated 1 : ee 9x} Opil, deodorized 2 0 ACONICUML . <2... 20@ 25 Ones AUUDAG 30@ 35 Rhatany Ne ANGHUSS 006s. 0@ Ta eae AMI HO oo. 05.5. 25) eo = S 1s ra ea Calemus 2.5.0): 20@ 40 yee uins a Gentiana jo 15 12@ 15 CTrpeNntaria ....- x co ose eee. oe StromnOmn tn... 5. Glychrrhiza pv 15 16@ 18 olen Heéllebore, Alba 19@ 15) oe Hvdrastis Cannds @2 5 Valerian ........ : So ate waar verse ssp Veratrum Veride Hydrastis, Can. po @2 Gl) a2 Inula O 1W@ 2% Zingiber .......-. Po ts 2 00@2 10 Miscellaneous _ Ipecac, po ..-...2 0@ in | Aether, Spts Nit 3f 30@ oe plox Uttteeees ne Pi Aether, Spts Nit 4f 34@ Talapa, pr. ...... 55 (0 T Alumen, grd po 7 2@ erecta, 4S . + @ Bo) Annatto -,.....:- 40@ Podophyllum po 15@. 18]. DE 4@ ar Antimoni, po .... @ ROG eo. 15@1 00 Ia T 40@ ~+ g- | Antimoni et po V@ Riel cut ......- 1 00@1 25 3 4 @ j ma AntiHebrin =....... @ Bnet pV... 75@1 00 Antipyrin @ ee eo et yrin .:---.. D Sanguinari, po 18 @ 15) Argenti Nitras oz @ Scillae po 45 20M 25 ui . 10¢ Sonera gaa gn|Arsenicum ...... @ eee go 2-|Balm Gilead buds 60@ Serpentaria ..... SU@) 99 | pec th SN ‘1 65@1 Sriiax Mo... @ 25] Aala; Shior, 1s @ ; ’ ; a Calcium Ch or, s 1 emnile®, om’s H.. Be bo Calcium Chlor, 4s @ enisetla ee 1 45@1 50 Calcium Chlor, 4s @ Symplocarpus @ | Cantharides, Rus. @ Valeriana Eng... @ 20) Go ncies Byres af @ ee Ray 90 apsicl 8 al i Valeriana, Ger. .. 15@ 20] Gansici Frue’s po @ AineiDer a... 12@ 16 Cap’i Frue’s B po fa) Zineiver. jf. 2.2... 23@ 28] Garmine, No. 40 @4 Semen Carphyllus ....... 20@ Anisum po 20 .. @ 16)Cassia ructus @ Avium (gravel’s) 13@ 15|Cataceum ....... @ WMirg, (io oa. . 4@ 6} Centratia ........ @ Cannabis Sativa T@ Si @era Alba <1... 50@ Cardamon ....... (0@ 990i Cera Flava ....- 40@ Carui po: 16. 4.2. T2@ tt Crocus ...:...5.. 30@ Chenopodium 25@ 30) Chloroform ...... 34@ Coriandrum:’...:.. 12@ 14|Chloral Hyd Crss 1 20@1 Cvydonivm .2.:... 75@1 00} Chloro’m Squibbs @ Dipterix Odorate 2 50@2 75] Chondrus a 20@ Foeniculum 4... @ 18}Cinchonid’e Germ 38@ Foenugreek, po.. 7 9|Cinchonidine P-W 38a VOI ee. 4@ Gi Gocaine ........ 2 80@3 Dini: erd. bbl. 2% 3@ 6} Corks list, less 75% FOpenG (4.5.5..4.; 15@ 80) Creosotum ...:.. @ Pharlaris Cana’n 9@ 10] Creta - bb. 1 @ Hapa oe. 5@ GECreta. prep. . 4... @ Sinanvis Alba 8@ 10)|Creta, precip. 9@ Sinapis Nigra 9@ 10| Creta, Rubra -... @ irl Cudpear ......... @ s ( z ae a? Ciprt Sulph ....: 3@ Frumenti W. D. 2 002 50 Dri Suly oe Prumenti -.....-.. ee ee ee Ie Tuniveris Co. ..1 753 50| Emery, all Nos... @ Junineris Co OT 1 652 00 Kmery, pO. ....-. | @ Sacchsrum N E 1 99m? 16 Hrgota +-.poO. So see Snt Vini Galli ..1.75@6 50| Ether Sulph .... 35@ Vini Alba 1 29h 0} Flake White 12@ in eet 25 Seg a Fini Oporto |... 1 0b@? 00 | oalla «--+.--.- 2. @ mt Ye ; Gambler ......... 3@ Sponges | yelatin, Cooper @ Extra yellow sheeps’ _ ..|Gelatin, French 35@ wool carriage @1 25) Glassware, fit boo 75% Florida sheeps’ wool Less than box 70% Carriage ...-- 3 00@3 50] Giue, brown ..... 11@ Grass sheeps’ wool _1 Glue; white ..... 15@ earriagse 12.5... @1 251 aiveeri 2°9@ Giycering «....... 22@ Ward, slate use.. @100|Grana Paradisi @ Nassau sheeps’ wool tool Eeumus, <0... 35 _ carriage Spas 3 50@3 15 Hydrarg Ammo’l @1 Velvet extra sheeps Hydrarg Ch..Mt @ wool carriage @2 00) Hydrarg Ch Cor @ Yellow Reef, for Hydrarg Ox Ru’m @ slate use ...... @1 40) Hyararg Ungue’m 50@ Syrups Hydrargyrum ... @ ACACIA os a: @ 50]Ichthyobolla, Am. 90@1 Auranti Cortex .. @ 50| Indigo. ....... se. H@1 Perric 10d) 22.0403; @ 50}Jodine, Resubi ..3 85@3 WOCCACG cs ack @ : 60} lodoform ..:..... 3 90@4 het Arom. .....- @ 50{Liquor Arsen et Smilax Offi’s 50@ 60 Hydrarg Iod. .. @ GSeneesa: ...:-..... @ 50 Liq Potass Arsinit 10@ * 50 50 50 50 50 50 C2 CO DS DORA DD OD he OTR Te O1L9 OLS ClO TD OO porn ASy Bupulin es oro. os @ 4; Rubia Tinctorum 12@ 14] Vanilla. ......... 9 00@10 00 Lycopodium 70@ 75|/Saccharum La’s 18@ 20;4inci Sulph .. 7™@ 10 WEREES (5 ooo os Gh@ (@|Ssisem 2.2.20... 50@4 75 Oils Magnesia, Sulph. 3@ 5|Sanguis Drac’s 40@ 50 bbl. gal. Magnesia, Sulph. bbl @ 1%] Sapo, G ......... @ 15|Lard, extra ..... 35@ 90 Mania © &. .. 60@ 70iSane. M ........ 10@ 12 Peek wine pos aa Monthol ......2. 3 00@3 295|Sano Ww .....-.. 3%4@ 16) Cinsecd. batted 56@ 60 Morphia, SP&W 2 90@3 15] Seidlitz Mixture 20@ 22)Neat’s-foot, w str 65@ 70 NMorphia, SNYQ 2 90@3 18|Sinapis .......... @ 18/Spts. Turpentine ..Market Morphia, Mal. ..2 90@3 15|Sinapis, opt. .. @. 30) Whale. winter 70@ 76 Moschus Canton @ 40| Snuff, Maccaboy, Paints bbe IL. Myristica, No. 1 25@ 40 De Voes 2.2... @ 5l1lGreen, Paris ...... 21@ 26 Nux Vomica po 15 @ 10) Snuff, S’h DeVo’s @ 51)Green, Peninsular 183@ 16 Os Sepia ..-... so@ 40) Seda, Boras ..... 6@ 10; tead red 2.2... 1%@ 8 Pepsin Saac, H & Soda, Boras, po. 6@ Witeat shite. 14@ 8 Pp eo 3.2... @1 00| Soda et Pot’s Tart 25@ 28]Ochre. vel Ber 1% 3 Picis Liq NN % soda, Carb ....... 1%a 2! Ochre, yel Mars 1% 2 @4 ale GO. 2... . @2 00; Soda, Bi-Carb 3@ 5] putty) commer’l O10, Di Picis Liq qts @i OULSeda, Ash ....... %2@ 4!Pputty, strict pr 2% 2%@3 Picis Liq pints .. @ 60|Soda, Sulphas @ 2iRed Venetian 1% 3 @s Pil Hydrarg po 80 @ Spts. Cologne ... @2 60) Shaker Prep’d 1 25@1 3b Piper Alba po 35 @ 30|Spts. Ether Co. 50@ 55] Vermillion, Ene. 75@ 80 Piper Nigra po 22 @ 13|Spts. Myrcia ... @2 50] Vermillion Prime Pix Burgum @ 3{Spts. Vini Rect bbl @ American ...... 3@ 15 Plombit Acet .... 12@ 15>-Spts. ViVi Rect We @ Whiting Gilders’ @ 95 Pulvis Ip’cet Opil 1 30@1 50} Spts. Vii R’t 10 ¢g @ Whit’g Paris Am’r @1 25 Pyrenthrum, bxs. H Spts. Vii Rt 5 2 @ Whit’g Paris Eng ye Pop Co. doz. @ 1%5| Strychnia, Grys'l 10@1 30 QU isiisasa 7 at 4a Pyrenthrum, pv. 20@ 25}Sulphur Subl 24@ 4 Whit ing, white S’n @ @uassiae ........ 2 10;}Sulphur, Roll ....24%@ 3% sae : fQuina, N. ¥......° it 27) Varmarinds ...... 8@ 10 Varnishes Quina, S. Ger.... WO 27|'Terebenth Venice 28@ 20} Extra Turp ..... 1 60@1 70 Quina, S P & WwW 17@ 27 Theberomead Je. 48@ 50 No.1 Turp Coach1 10@1 20 Holt da. oods Our Special Samples of Holiday Goods In charge of Mr. W. B. Dudley will be on exhibition in a room fitted for the purpose commencing the week of September 5th and continuing as larger and more complete before. Please write usual. us and name We display a line than ever date for your coming that is most convenient for you. We will deem it a favor if all our friends and customers make our office their headquarters during the West Michigan State Fair Hazeltine & Perkins Drug Co. Grand Rapids, Mich. (Agents for Walrus Soda Fount ains) LaBelle Moistener and Letter Sealer For Sealing Letters, Affixing Stamps and General Use Simplest, cleanest and most convenient device of its kind on the market. You can seal 2,000 letters an hour. Filled with water it will last several days and is always ready. Price, 75c Postpaid to Your Address GRAND RAPIDS, MICH. MICHIGAN TRADESMAN September $, 1909 GROCERY PRICE CURRENT These quotations are carefully corrected weekly, within six hours of mailing, and are intended to be correct at time of going to press. Prices, however, are liable to change at any time, and country merchants will have their orders filled at market prices at date of purchase. ADVANCED Cheese Flour, Oats and Corn Index to Markets By Columas Col A APAONIA oo. soe e es eso 1 Axie Grease ........... 4 B Baked Beans ......-.-. 1 Bath Brick | ......-.+- 1 PRINS ooo s cs oe eee eee 1 Res ee cee eee a NEU cece be 1 Batter Color .......+-+ 1 Cc PASO ooo cies cae ee ee @ i Canned Goods ......... 1 Carhmon WHS ...-.3-5.... 2 COISen Seo. oe ss 2 APRANS oc os os es cece we 2 PeBeee oo kee eee 2 Chewing Gum ........ 3 ROC 665 ec ee cs 3 Pmpemare 2.2 oo. kee 3 Clothes fines ......... eens. 6 ees. sees 3 enone |. 3.c 5 coo ae o> 3 (econ Shes ....,.....- 3 ROO. 6 eo eee oss 3 ontectinns .........5.5 ii earners 50... sa cna 3 (ream Tartar ... 5.52. 4 D en Bruits ...:....... 4 Farinaceous Goods .... 5 RO se aa 6 Fish and Oysters ....... 10 Mishine Tackle ......... Flavoring Extracts ... 65 WRONG eck eee et eee 5 Presh Meats ........... G SSeeeene oo. ck sca erat: FOS... 266s oes 5 OPE 2 Loss Gece se e 5 H BACYUS © oo secs ici ees 6 Hides and Pelts ........ 10 J PN ee es a ce ace 6 XB Reeerece |... 535 os. 6 Miatenes .. 8... os 6 Brest txtracts ......... 6 moimce Meat .......5.. 6 IGMURBER 6 oo ec oes. 6 Beeiard 8. 6 N POURS cece cc 11 ° UVR os 6 P RIOPS coe a; 6 SACMICS oc oe 6 Piaving. Cards’ ........ 6 ENRON ooo. es 6 Provisions 2: 3. .3 .: 6 R PAROS oe eee 7 Salad Dressing ......... 7 eareraes 5... sce. q fee 008 os x ee ee a 7 Beat Pieh 5662, ee a. Meron 7 Shoe Blackine ........... 7 Se oe ee 8 MOHD 6665.04. 8 eee 8 Rane 9 SM ee 8 aren 8 eVeEINS eo 8 + OR eee 8 SODACED |... 9 Wie 9 Weteear os. 9 WwW MVC es 9 Woodenware ...2.....:. 9 Wrapping Paper ...... 10 ¥: menet Cake... 10 1 ARCTIC AMMONIA Doz. 12 oz. ovals 2 doz. box..75 AXLE GREASE Frazer’s lt. wood boxes, 4 doz. 3 00 11>. tin boxes, 3 doz. 2 35 3441b. tin boxes, 2 doz. 4 25 10%. pails, per doz....6 00 I5tb. pails, per doz....7 20 25Tb. pails, per doz...12 00 BAKED BEANS ‘1p. ean, per dez......: 90 2. Can, per doz...:.. 1 40 31D, can, per dez....... 1 80 BATH BRICK BIMEMICAN ok 75 Marlish |. oe. 85 BLUING Arctic § oz. ovals 3 doz. box $ 40 16 oz. round 2 doz. box 75 Sawyer’s Pepper Box Per Gross No. 3, 3 doz. wood bxs 4 vf No. 5, 3 doz. wood bxs 7 00 Sawyer Crystal Bag eile <2. 220), 4 00 BROOMS No. 1 Carpet, 4 sew ..2 75 No. 2 Carpet, 4 sew ..2 40 No. 3 Carpet, 38 sew _.2 25 No. 4 Carpet, 3 sew ..2 10 Parsior (sem |... 3. sc... 2 40 Common Whisk ....... gn Waney Whisk =... .: 25 ay arenouse 4s. 00 BRUSHES Scrub mOud Back. $ im... 2 75 Solid. Back, 11 in. 5 Pointed Pings ...:.:..: 85 Stove NOS ft 90 MO 2 ee ee eee i 25 MO 4s ee 1 %5 Shoe ND 8 oe ee a 1 00 OO. 8 i 1 30 MO 4 no 1 70 MG. Bo es eo, 1 90 BUTTER COLOR W.,. R. & Co.’s 25¢ size 2 00 W., R. & Co.’s 50e size 4 00 CANDLES Paramine, fe (602525 10 Paramore. (3s . 2 10 WWECRIN Ee 20 CANNED GOODS Apples 8th. Standards @1 00 ation... 3: 2 75@3 00 Blackberries PID: 1 25@1 75 Standards gallons @5 50 Beans Baked ...402..7 0.5 85@1 30 med Kidney ....., 85@ gf BING: 2630 70@1 15 Wee oo 75@1 25 Blueberries Standart 21.22. 2.2 1 35 GANOn 2 2 6 25 : Brook Trout 21D: cans, Spiced ..._. 1 90 Clams 'ittle Neck, 1%. 1 00@1 25 Little Neck, 2th. @1 50 Clam Bouillon Burnham's % pt. ....1 96 Burnham's pts. ......- 3 60 Burnham's ats. ......- q 2 Cherries Red Standards @1 40 White. 3 .,.5.0 233 @1 40 Corn PAC 75@ 8&8 068: o-oo 1 0V@1 10 PANCY 3.2.0.5. 45 French Peas Sur stra Wine 2) 22. 22 waite Fine — 2s |. 19 MING es ae 15 MOVOR 2020 11 Gooseberries Standard 2 175 ominy Siagterd 255.000 85 Lobster MO a 2 25 AI ee ee 4 25 pacmie (9s 2 75 Mackerel! miustara, 11. . 2... 8. 1 80 MUSCATO, C10. 6.0 ok 2 80 Soused, 1361p... . 26.55. 1 80 Souses. 2. 0.2... 275 TORIALD. 13 oo cy 1 50 2OMBtO 21. 22... .2.. 2 80 Mushrooms OtelS oe @ 24 SUUCORS: 2.5 oss oe Ge ™ 28 3 4 CHEWING GUM __| Family Cookte ...... 8 DRIED FRUITS American Flag Spruce 55|Fig Cake Assorted ...12 Suniirtol Apples Beeman’s Pepsin ...... 55] Frosted Cream ....... 8 undried ........ 7 Adams’ Pepsin ........ 55] Frosted Ginger Cookie g |Evaporated ...... 1% Best Pepsin oo. i... ss 45j Plorabel Cake ........; 12% Apricots Best Pepsin, 5 boxes ..2 00| Frosted Honey Cake ..12 | California ssesscoe 10Q18 PACK BACK ois 4 cu kos 55| Fluted Cocoanut Bar 10 Citron Largest Gum Made-... 55/Fruit Honey Cake ....14 Corsican ........ @17 DECLINED Sen Ben ...-.....5-. v¢', 52|Ginger Gems ......... x Currants Sen Sen Breath Per’f 1 00| Ginger Gems. Iced 9 |Imp’d 1 Ib. pkg. 8 onus Tom 2-2. 7:. 5 : ae ‘ : ¥ 55 Graham Crackers .... 8 |{Imported bulk ... g 1% Ucatan ..... see eres ees g5|Gimeracks Cake ...... 12 Peel Hop to it ............. 53|Ginger Nuts ..........10 |Lemon American .....18 on Spearmint hive 55s we 66 5s oO Ginger Snaps N. BG Ff Orange American oeecele CHICORY Ginger Snaps Square 8 Ralsins NG 5 Hippodrome Bar. .:,. 10 |Cluster, 6 crown ......1 75 POM ee eee assed 7| Honey Cake, N. B. G12. | Loose Muscatels 2 or. Eagle phere eee eseeecens § Honey Fingers. As. lee 12 Lose Muscatels 3 cr. 5 Franck’s be secteecnes Honey Jumbles ....,.. 2 | Loose Muscatels, 4 or, Hy BERONEE eR ees OB Honey Jumbles, Iced 12 | lL. M. Seeded 1 th. 6%@ 7 2 CHOCOLAT Honey Flake ......... 12% California Prunes Walter Baker & Co.’s_ | Honey Lassies ........ 19 100-126 Saablioad Of OVUM oes 29| Wizard, Graham ......6 10 Se ae tte eeee @20 |Dixie Sugar Cookie ‘:°9 |Square cans 1111/7717". 32 Wizard, Buck ms me 70 » Gomestic.. .@16 'Family Snaps ......._” 8 ‘Fancy caddies .....,,, 35 Rye ....... ebay: 4 30 wt ® se sce ~~ 88 ez BAIS e es. so qc ee Se KF BEF a * September 1§, 1909 MICHIGAN TRADESMAN te Spring Wheat Flour Lard 5 ay x oy Baker’s Brand Pure in tierces ....... 12% ‘eae “ee Fai oe se Wire: te Oo Oven Pelts Golden Horn, family..6 30 Compound Lara fo oe Wa videddee 41d or Uvals. : Old Woo ...5..: 30 Golden Horn, bakers..6 20/80 Ib. tubs a 8 SEEDS OO a esa. ae aac 20 “iD, ZOE In Grate ...... 301 jambs 50@ 75 Duluth Imperial ...... 6 50/60 Tp. tubs... advance if [Anise ......0......... 19 | Choice ................ 25 | %@ 10., co in crate ...... 30! Shearlings 111/11 40@ 65 Wisconsin Kye ........ 430)50 ib. ting... /. advance % foes, Smyrna ...... 10” Gbce : es eee nis caoe av Tate = . . Me les sile ~ATAWAY 1. eee eee ul apan § “so CERIO civeue 00 | a 7 zeeeee Sree Co.'s are 7 os eS = Cardamom, Malabar 1 09 Sundried, medium _ a ane re eUceauas 4u ay . Ssiecas caee. ss = SS a Gi a a cy Ae Seley oe 1 undried, choice ...... » “ol in crate ...... ov eee . piety Sort AA : 00 3 Tb: pe ee : hemp, Russian 2.0.2. . 4% | Sundried, fancy eceees 36 Churns Unwashed nea teieae & Whosers ona . Se Mise@ Bird .:..01 002. 4 | Regular,’ medium 1... ! a4 | turrel, § gal, cach ..2 401 Uiwaanet non @ 28 Winco, ics r 001 Fé Smoked Meats Mustard, white ....... 10 | Repular, choice ....... 32 | Barrel, 10 gal., each..2 dd psa fine @ 23 Us Wineoid, 4s .......... 6 95| Hane 42 Wh. Average..14 | Poppy ............:.... 9 |Regular, fancy ....... 36 Ciothes Pins CONFECTIONS ie Wingold, ies Ce an 6 85 frais’ aa oa average. .14 PRAM oe iY 6 Basket-fired, medium 31 ound siead. ies a Candy Pails Worden "Grocer Co.’s Brand| ’ : average. .14 SHOE BLACKING Basket-fired, choice ..38 @ CH, O B8OSe 4.542555 50 ae WE ececceeeucsce 7% aural She Goth 7 00 Shia teas ae Handy Box, large 3 dz 2 50| Basket-fired, fancy ..43 446 inch, & gruss ......, oa dence a =. cosceee Thy aurel, 4s cl oe. 6 pi avied Gear 2, | Handy Box, small ....1 25| Nibe .-........ v2 22@24 | CALLOUS, 20 4% UoZ. bxs. .6u Wn sreves ©, Laurel, ‘sigs cloth 6 80 | Caltoriies Magis, 18 | Bixby's Royal Polish” 33 | Sittings <..2112117. SGT) |, 198 Grates and Filters | ins. os Cases > Tae ret woe ¢ ee es le Miller’s Crown Polish a5) Bamnines 22.0.2... 12@14 Ney case 12 dz. * Extra ‘H Faas tt eeeeees Hi » . Voigt Milling Co.’s Brand| Boiled Ham ........... 22 SNUFF Gunpowder Hey rll ice.) ea aan * gy) Seeten Cream. **” ¢ @ Vogts Crescent ...... 7 10/Berlin Ham, pressed ..11 |Scotch, in bladders ..... 37|Moyune, medium ..... 30 oT Baieaeit s1Sseta 1 4d! Big stick, ss US Voigt’s Flouroigt Minced Ham .......... 11. | Maccaboy, in jars ....... 35|Moyune, choice ....._. NM lGase metaae Gf Ct Mi . 8 -W yaviigle wheat tour) 7 10/Bacon 22... 202000 15%| French Rappie in jars’ -.43|Moyune, fancy 1.000. 40 oe pena ee a nt ee én oigt’s Hygienic Sausages SOAP ingsuey, medium ....30 oo aucets Comune" Scleausg aa Grtiasa si .. s San Bolosgs 9 8 J. S. Kirk & Co Pingsuey, choice ..... We | Ores Re 8 Mise se 540 el docelal enone F Voigt ga nga AOU LENGE oe cc cs, 5 fAmerican Family 7.... 4 99|Pingsuey, fancy ...... 40 Corn anod. a ais i 1 paitoe cag EE pate ‘ Vy. es & Co. | irauktort (0.200003: 10 | Dusky Diamond, 50 80z 2 80 Young Hyson ee BOOWME 6 oo: es 1s” Sleepy Eye, %s cloth..6 60/Pork ...........00001. ft |) Dusky) Dend | 100 °G oa 5 So;Cholee «.. ..: 30 re Mop Sticks Ribbon ...., Pay stone, Sleepy Eye, %s cloth..6 60| Veal (111/727/7772222) Bl laa Hose G6 bare Saitou 2... gg |irejan spring ........ fibraken |" “*****s & oe Sleepy Hye, %s cloth..6 40}/Tongue .............. ti =| Savon: Imperial ....... 3 00 Oo! ey wclipse patent spring 86/Cut Loaf """"**ttts: 8 2eeP, per bundle .... 90|Marseilles, 100 ck toil 4 00 Pay Gar «teee t Lozenges, printeg |" °*}; ? Brewers’ Grains ..... a8 Oa Butterine | |Marseilles, %bx toilet 2 10] Prairie Fe lies wore Sick | Ce Chocolate "1113 ae . 95 C Gayo... a) L Tris roo ees : . . “¢ fclips : : shy ee a Country Roms amie Good Chose |. a ce eat Bort Doe, a |su, week «lee. Te Bureka Chocolates 2 fe Alfalfa Meal ......... : ne ee ie een sea ae sscle aa OF ccc... Louse, Bg ooeeb a ec 8 (OG Comms oe ates ee © teaue de ce Chamette Chocolates it é Michigan carlots ...... SiGe wiar 4 oe Soap Powders Plu Mal, (WOGG ......-5:.. a Le te é eee Then Geeta 45 Reece beck 3 " ee ; 7 S Lautz Bros. & Co. hoe _— Cross ities seers as 31 =; Rat, ante Seies cece cs ; 78 tonue ae riesesere 10 ( ie pent rs ae sens ‘ now Boy Jo.1:.0....- MIO ee ee, a : UrB ..... eas : Corn = Roast beot, £ I. 1.2... 1 60] Gola tae, 8 lacca 4 ca eee 35 oo Tubs _ _pSmaDerial=. 0. i: " Carlots Potted ham, 4s 50} a Oe er oo ete e sense 41 4u-in, Standard, No. 1 8 7 Le ‘ aese 2 A fae teen cae 77 baleen Wiad Gee g5| Gold Dust, 100-5¢ ..... A OC VIO ee as | iin gtaneuea Ma 27 te tial. Cream Opera .., 13 re e 1an carlots Poe BS vse 2! Kirkoline, 24 4Ib. ..... 3 so, pattie Ay. 37 6-in. a ae ee 7o ital. Cream Bon Bons 12 U' Hay pews — BS seers SC Panne ......... 3 75|American Hagle ...__ |! on eee: Ne 2 8 Golden Wattles seeeee 18 R Carlots eee e ise eeeeees Paden toe a 5) | SOapiNe ss ww eeeeeeeee 4 10/Standard Navy ..... 87 | isu Cabic, Nov 2 111.3 26| Avro 23,Gum™ Drops 10 ess than carlots ..... 1 oe ae mapbites F276) 0s 3 75}Spear Head, 7 oz....... i ce foe 2 ee ea eee... HERBS Potted tongue, %s 85 | Roseine oT Pee 3 50 Spear Head, 14% soe iG-in. Cable, No. 2 ....7 26 Fancy—in 5tb --13 Pe See ee see Gea a, 15 Fancy RICE 7 @ 1% AMIMOUNS 2.00.0. 05000; 3 70 5 i a teee cea. 55 et 7 FA ag oe x = Old Fashioned ae OS a ee a, | hed eG Oe mala fe oe Wisdom) 3) 3 S0(0OUN Par : eee sees cos 2 40) es Nia k ae 15 Japan byl eee es 5%@ 614 cab dae Olt tenesty 1. - Na o We 5... cc... 8 25 oni ae bx 1 80 Gogee ieee Be ORGR uc c snes Soap Som Modae 0. Washboards Ler = coceee BO HORSE RADISH SALAD DRESSING Johnson's Fine ....... CiGty ge ttt 2 [Brena Globe ......... 2 60| Gla ‘k, nt fares : Columbia, y, ant 9 95 0 mnson’s XXM 000: 4 25 Oe eae mee ccece ca. Dewey 2.0..2.. 2 / 1 %& asnhion ore- Per doz, ai 99 | Columbia. t olnt oe 4 vy| Nine Ofeloew sc. 3 35 Ben grgitatck scersse 69 ouble ACME cocci ess 2 76 poe drops ...... 60 5tb pails d 2 95| Durkee’s, large, 1 doz. 4 50|Rub-No-More ........ 3 75) Honey Dip Twist! 2°.” S6 | omgie Acme .....-... 2 25|/c, PPermint Drops . 60 15 ee ee e, | Durkee’s, small, 2 doz. 5 25 Scouring Bl een ote 40 | Double Peerless 4 20|¢)2mpion Choe. Drps 65 dip. pails, per pail)... 55|a45 5 7 Sees ee aan Sawin ack Standard ......_ 40 : Co -S |. Mt Ch 30ID. bail St Be gg| Snider's, large, 1 doz. 2 35| Enoch Morgan’s Sons. |Gadila single Peerless ....... 3 60 oc, Drops 1 10 ' ios eo = . 38 Snider’s, small, 2 doz. 1 35|Sapolio, gross lots ....9 00 Forge Pte tangas, -40 | Northern Qlueen ......3 50 H. M. Choe, Lt. and B CORICE ue SALERATUS Sapolio, half gro. lots 4 501Nickel Twist (1°1..'"'"34 | Vouble Duplex .....113 00| ,Park No. 12° .......4 19 ee 39| Packed 60 Ibs. in box. Sapolio, single boxes. .2 25 | sin net ee 92 |Goud Luck ..... Sthlce Bweets, as’td. 1 26 ee ee raves: j4|Arm and Hammer ...3 10|Sapolio, hand ......... a 2S G@ecnt Moc TT tt 92) Cimiversal 6. ‘ it Gums, Crys. 60 nerd etwig ee penne essen e Ml teland’s . .... 3 00]Scourine Manufacturing Co vent ey be 7 Window Cleaners "os A Licorice Drops. .90 00 ieee 11! Dwight’s Gow ..111 1). 3 15|Scourine, 50 cakes ....1 80]Sweet Core 4 tai oe, suecad Lozenges, plain .......6.. C.D: Crit ot 5 . OO es fi. 8 OO ee, 400 Oakes ..5 i@igas ga TTT tt oi ea 1 95| -OZenges, printed ....65 a ’ awe ace 7 itgee reer 75 Wyandotte, 100 ys 3 00 a SODA | Wa aah . eG = a. UL 2 30 aon eS éeccocces = ‘ ee SAL SODA BOXCS joes occ e ts lok 2) Ba Soe or Wood Bowis Sea ee erence a Gea ied, pis. oes. 85 | Kegs, ee es oe 4% 1T ee he mt 2 Bh Bitte 1 26 ree a mee Pap nea 60 : Granulated, 100 Ibs. es. 1 00 3 EME 36 ge nai | iS im. Butter ........:2 261.7 43 ut Bar .. 60 moe. Open Kettle .. a tum bbls, 0:22. 80 ea Whole Spices ‘i as ne pails a ke Im. Butter ....., sscce &@ oa aes Cries 80@90 ANOLCE eevee eesececeees ea ium, 145 th wees... 5 | Allgpice .......;5....... Gold Bicce ' it 19 in, Batter ......... & fa,” TR os... 66 pee ty tee eeeee Veeeeeeeee ue SALT. ' | Cassia, China in mats. 1z a eas pr Assorted, 13-15-17 ....2 30/307ms Rock ........ 60 Hiale barrels Oe dele - Common Grades @assia| Canton 0002: oe... 33 | Assorted, 16-17-19 ....3 26 Oe erereen Berries | 60 "Selec ear (M0 2 Wh. sacks .....-., 2 25|Cassia, Batavia, bund. 28]KiIn Dried 1111.17.17" 21 WRAPPING PAPER |Viu Time Assorted 3 75 oo A oan 08 G1. sacks 2 ..(.. |. 27 |Cassia, Saigon, broken 40|Duke’s Mixtura 99°” 49 |Common straw ...... . 1% Buster Brown Good 3 50 CO ea 90) 28 10% tb. sacks 2 05|Cassia, Saigon, in rolls 55)Duke’s Cameo... 7’ 43 |Fibre Manila, white.. 2%|UP-to-date Asstm’t 3 75 Vm 6a 6 RD 06 ID. sacks (0000... 32|Cloves, Amboyna ...... 22{/Myrtle Navy ...__.°°° 44. |Fibre Manila,’ colored ..4 | Strike No. 1 ..6 50 a Olives 18) 98 te. sacka ||... 21%: 17|Cloves, Zanzibar ...... 16'¥um Yum, i% o-. ||| ay 1G, 4 Meal... .. 060500 4 |ten Strike No. 2 .. 6 00 Bulk, 1 gal. kegs 1 40@1 50 Warsaw REO ec lee cae 55}Yum, Yum, 1%b. pails 49 |Cream Manila ......... 3 fen Strike, Summer as- - By oe li kees 13501 2 [26 ID. dairy in drill bags 40|Nutmegs, 75-80 ........ TOPCR@AM cl 3g |Butcher’s Manila ....... 2% |, Sortment ...... -- 6 75 Bulk” 5 al kees i Bol 40 28 tb. dairy in drill bags 20]Nutmegs, 105-10 ...... 25|Corn Cake, 2% oz.....2¢ | Wax Butter, short c’nt 13 | Scientific Ass’t, ....18 00 Se noe 3 s 1 Solar Rock Nutmegs, 115-20 occas 20;Corn Cake, 1m. ...... 22 Wax Butter, full count 20 Pop Corn a Queen, pints Coa O60 Ib, sacks... 2.13, 24 Pepper, Singapore, blk. 15}Plow Boy, 1% Oz... 39 Wax Butter, rolls ..... 19 Cracker dace .......8 © Queen, 19 oz 450g = Common Pe pe white .. - ew Boy, 3% o2z.....39 “ YEAST CAKE ieee 5c pkg. cs 3 60 i ee ranulated, fine ....... a0) Pepper, shot .......... eerless, 31% oz. ...__| 5 agic, 3 doz. ..... ---1 15; Pop Corn Balls 200s 1 35 ares 2 os see ce cess. i Medium, fine ¢. 3) 000! 85 Pure Ground in Bulk Peerless, 156 oz. ...... 39 sunlight, $ doz ......-k QU AZURE 100m ....... ae ee 2 SALT FISH Allspice Sea fees c ue. WMiew Brake 36 Sunlight, £% doz. .... s0;On My 1068 ....... -.3 50 + PGE eats 5 ; Cod Cassia, Batavia Pe = cone ee, 30 aces Foam, 3 — 15 Cough Drops ‘ .|Large whole @ 7 |Cassia, Saigon: ......., OUnEyY Club .... |. 2-34| Yeast Cream, 3 doz...1 00| pytn; : ports coo ee a Spee whole... .. @ 6% a ee Mises = Goa oe ste c eens — Yeast Foam, 1% doz.. 58 ie a oooh 00 - ete Strips or bricks 7144@10%,|Ginger, African ....... 5 | Goo Gra ee. 2 FRESH FISH ne Paar gots el # Cob Be gee wT Balloo 6060050. 6 Ginger,’ Cochin ......! 18}|Self Binder, 160z. oz. we Per Ib. NUTS—Whole : : Halibut Ginger, Jamaica ...... 25|Silver Foam ..... 3 Whitefish, Jumbo 16 |Almonds, Tarragona 16 N gd Strips te ieee ol 65|Sweet Marie |_..°1' 7" 32 Whitefish, No. 1 ig ;|Almonds, Drake ...... 15 Fe. Barrels, 1,200 count ..6 00/Gnunks’ 700070207722. 44 [Mustard 2200000000000. SApGayaE Gentes...’ '4g [Trout ..°....0-..<0000 1144 |Almonds, California’ ‘sft. = a Pg 3 50 Holland Herring Pepper, Singapore, blk. 17 TWINE Prabhat 2.2.12. 6 0... 10 , SHE... cere seen ees ioe 3 tialt bbls, 19 Pollock ooo oe. w.4 |Pepper, Singp. white .. 28| Cotton, $ ply ..)...... oq (Hering 2....0.02.01.. 7 Brazils .......4.. 12@13 a PLAVING Cat 4 5° White Hp. ‘bbis. 8 50@9 50| Pepper, Cayenne ...... 20| Cotton, 4 ply 2.22. a eS es Wl te ee “eu No. 90 Steamboat <<. 5/ Wiis Boog meet BRM Be /SES ceca OAM ply cess [Live Lopater 00000 29° | Walnuts, soft ‘shell 15@16 : : 5 mens Jhite Hoop mchs. 60@ 75 emp, G Diy 2... .20.. Bailed Lobster ........ 29 4s of aeee ce ee . ae: a ee go 1 ae Horwesian Pe : Corn Flax, medium N ...... 24 Cod ee: 10 |\Valnuts, Marbot .. @13__ MY a. cee Sect Gee ound, 100 The. ......- 3 75| Kingsford, 40 tbs. ..... iY | Wook 1 i. tells ...... @ |Haddock ............ . 8 | fable nuts, fancy 13@13% @ ae oe ee in a iS Round. 46 tba. ........ 1 90|Muzzy, 20 1M. pkgs. .. 5% VINEGAR WCMERG 650-4502. .5, 1g | Becans, Med. ..... @13 ' "No. 808 Bie Sa a : 4 Scaled ...200. 13|Muzzy, 40 1th. pkgs. .. 5 |State Seal ............ $2 ike 67... g |Pecans, ex. large .. @14 “i «No. 632 Pont hice = oo Trout Gloss Oakland apple cider ..74 | PRerch ... 2.06.6 ..00 2, 8 ie Jumbos @16 o a : POTASH a4 ae - aa ts 7 50 ae ae i Barrels free. ey noned. White ....... 12% Gh —— per bu. Babbitt’s ........ 4 00|No 1 Boe. a 3S 2p) ey +1088, Sh WICKING hinook Salmion ...... 15 (ia afte, PADDIITS ..........00% No! 1.40 the. | Silver Gloss, 16 3Ibs. 6 7 is ee JOCOGMUES 4..45..5.. BBOVISIONS No. oo er Ber Glace 38 an eu gas ee eee tase. Chestnuts, New York ae ed Pork ; Mackerel Muzzy No. 2 per Oss Roe Sha os . State, per bu. on Mess, new . 22 00 POP Sross:....... 50 NAG 6 ce cy see Pienk Bank 93 yo | Mess. 100 Tbs. ....... 14 50/48 ifb. packages ...... ® [| No. 8 per gross ....... 75 |Shad Roe, each ....... a Shelled Short Gut 21 50 Mess: 40 Ibs. ..... 2... 6 20 16 bib. packages ...... 4% WOODENWARE Speckled Bass .......; 34%; Spanish Peanuts 8 @8&% » I ae ot he ce. - o Lee 1 65 eh wteeees - Busheis Baskets HIDES AND PELTS oe ae . <3 ( a ear ...... fess’ Se Oe 1 25 : ROS MSheis 1 10 ides Vainu aives ...30@32 s * Epemet Giese enenagte “ zi he. 1: 106 tha. <2... 13 00 SYRUPS Bushels, wide band ..1 25|Green No. 1 ........... 11 |Filbert Meats . @: Pig » CLEA oo... ee No 1. 40s 0 5 60 Corn Markee 40 (Green No. 2 .......... 10 |Alicante Almonds @42 enone Paiy rs ee 20 KR 1 60| Barrels .........4..000: SilSplint, large .......... % Ge iCured No t ..) ol. 13 |Jordan Almonds @47 Ay ee es eas Noo 8 ihe 22: ton; ealt barrels 00s. cs. S| Splint, medium ....... g [Cured No. 2 ....:..7), 12 Peanuts ‘a is. P. Bellies 12 Whitefish 20Ib. cans %4 dz. in cs. 2 10; Splint, small ........5, 2 75|Calfskin, green, No. 1 13 Fancy H. P. Suns 0%@ 6 tren ee No. 1, No. 2 Fam.|10Ib. cans, % dz. in cs. 1.95| Willow, Clothes, large 8 25 Calfskin, green, No. 2 11 Roasted .... « PCS i 5Ib 2 4 rs ; : 0 -- 64@7 . Extra Shorts Clear 11% 100 the, 9 75 2 50 . cans Z. in cs. 2 10' Willow, Clothes, me’m 7 25|Calfskin, cured, No. 1 14 Choice, H. P. Jum- uss 60 Ibs. ..........5 25 190: 2%ID. Cans 3 dz, in cs, 2.15 Willow, Clothes, small 6 25 Calfskin, cured. No. 2 TPG UO oc iascan ccs. Gt 64 46 MICHIGAN TRADESMAN September %, 1909 Special Price Current AXLE GREASE Mica, tin boxes ..75 9 00 Paragon 55 6 00 BAKING POWDER Royal eeeerccce 10c size 90 %4%b. cans 1 35 60z. cans 1 90 %tb. cans 2 50 % Ib. cans 3 75 1m. cans 4 80 ” 5Ybi cans 21 50 BLUING Cc. P. Bluing Doz. box. .40 DOX...19 Small size, 1 doz Large size, 1 doz. CIGARS Johnson Cigar Co.’s Brand fake S. < W., 1000 tote’... ... 31 ol Portes os. ose eee 33 Mveninge Press ...-..0:0 32 MERCINDIAT ... ecg os cco ees 32 Worden Grocer Co. brand Ben Hur PPTCRTION § . ovncccccss osabe Perfection Extras ...... 35 RS ee ic eG oc ces b 35 Londres Grand ......... 35 RORMMRETE oc a eo \23D OUGRINON oo ss ko cee ceed 35 Panatellas, Finas ....... 35 Panatellas, Bock ........ 35 gockey (Ab. ..c...5-.+s5 35 COCOANUT Baker’s Brazil Shredded 70 4%b. pkg. per case 2 60 35 44Ib. pkg. per case 2 60 38 %4Ib. pkg. per case 2 60 18 4b. pkg. per case 2 60 FRESH MEATS Beef areaes. 2 ooo. esas 6144@ 9% Hindquarters ....8 @10% DONS oc bois asec 9 @14 ROURGS ..5...... 84%@10 eee ear @7 PORES oc éesces se @ 5 Livers .... @ 5 Pork RAS: 60. 5535s @14% Dressed -.::.....;. @11 Boston Butts ... @13% Shoulders ....... @12% Teal. Lard: ...6:. Pork Trimmings Mutton CATCASS 275%. 6ses: @10 RAMON «6200 ee @14 Spring Lambs @14 Veal Parcanms : 200552. @ 9 CLOTHES LINES Sisal §0ft. 3 thread, extra..1 00 72ft. 3 thread, extra..1 40 90ft. 3 thread, extra..1 70 §0ft. 6 thread, extra..1 29 72ft. 6 thread, extra.. Jute Wt Coa 75 PS eee cle sce 90 OO. 6 ee ese 1 05 BRO oe se eee cesses 1 60 Cotton Victor BOR eee ok awe «eves a7 OO ee ee 1 85 MOG as 1 60 DORE. in occ sce cGenewsase 1 80 OEE koe ce cc dees ce 1 44 MOTE. Sie es eek ees ee i 80 DORE oe eee ese 2 90 Cotton Braided MOP hice oe 5k coo eee es 95 DO. So cs ae 1 35 be ee 1 66 Galvanized Wire No. 20, each 100ft. long 1 96 No. 19, each 100ft. long 2 10 COFFEE Roasted Dwinell-Wright Co.’s B’ds. White House, 1%b........... White House, 2ib.......... Excelsior, M & J; iib...... Excelsior, M & J,-2Ib...... aip Top, M & J, 12b.....: Bowel Sava 2.400... 3: Royal Java and Mocha.... Java and Mocha Blend.... Boston Combination Distributed by Judson Grocer Co., Grend Rapids. Lee, Cady & Smart, De- troit; Symons Bros. & Co., Saginaw; Brown, Davis & Warner, Jackson; Gods- mark, Durand & Co., Bat- tle Creek; Fielbach Co., Toledo. Peerless Evap’d Cream 4 00 FISHING TACKLE eeoees i to 1 io oe se ese 6 % 60 2 Wo oon ec ee oe 7 i io 2 in. oes 9 226 US 2 Wy 655) eens ee a1 @ OR oie eo aac cesses 15 B M2 oi eesti ee 20 Cotton Lines No: 4; 410- feet . 3... o lo. 5 No. 2 416 feet .......... 7 ND: B49 TOEL LU. ik. 9 Mo: 4, 45 feet...) 5.3. 10 DD. D, 15 TROCL . 25.55.5465, A No; 6, 15 feet ......,..- 12 Mp. 7, 35 feet oo... 15 No, 8; 15 feeb... 5... 2.556 18 Ne. 3) io feet 2... .3..... 20 Linen Lines BMMEON 5. eos ks oc. oe 20 Menitim 405... ee 26 PANO cy se le 34 Poles Bamboo, 14 ft., per doz. 55 Bamboo, 16 ft., per doz. 60 % Bamboo, 18 ft., per doz. 80 GELATINE Cox’s, 1 doz. Large ..1 80 Cox’s, 1 doz. Small ..1 00 Knox’s Sparkling, doz. 1 25 Knox’s Sparkling, gr. 14 00 IOIBON DS oho Sos en ce ck 50 Knox’s Acidu’d. doz. ..1 25 We ot oa uaa 76 Plymouth Rock .......1 25 Full line of fire and burg- lar proof safes kept in stock by the Tradesman Company. Thirty-five sizes and styles on hand at all times—twice as many safes as are carried by any other house in the State. If you are unable to visit Graud Rapids and inspect the line personally, write for quotations. SOAP Beaver Soap Co.’s Brané@ cakes, Large cakes, large cakes, small cakes, small size. .6 5 size. .3 8 Only Bakery—Central Ohio town . of 1,600. New Hubbard over No. 18; gas engine, Day mixer, all in good order. Good reason for selling. Mt. Sterling Baking Co.. Mt. Sterling, Ohio. §$21 For Sale—Meat market in thriving town of 1,500, including buildings; first- class trade. Address B. B., care Michigan Tradesman. 908 Large Bakery—Doing fine wholesale and retail business that wil stand the strictest investigation. Very large shop, flour and store room; two ovens, Day mixer, cake machine, fiour sifter; two wagons, four horses. We use 45 barrels of flour a week, half of it rye. Reason, am not a baker. For particulars address Rudolph Roesch 3023 Walnut St., Den- ver, Colo. 904 Fine opening for clothing or depart- ment store, Pendleton, Indiana, has none. Former occupants did $25,000 year in ex- clusive clothing business. Modern corner room, 30x100, completely equipped with fixtures. Immediate possession. Rent reasonable. Write Charles Stephenson, 167 Dearborn St., Chicago, Ill. 32 Make electric lights for your bedrooms, autos, motor boats, oil sheds, coolers. Our booklet tells you how. 10 cents. Lin- tern Car Signal Co. Cleveland, Ohio. 901 For Sale—A first-class meat market in a town of about 1,200 to 1,400 inhabit- ants. Also ice house, slaughter house, horses, wagons and fixtures, Address No. 707, care Tradesman. 707 For Sale—At a bargain, 100 feet drug shelves, 200 drug drawers, 250 shelf bot- tles, assorted sizes, one 12 foot case, one double 24 syrup soda fountain, one 12 foot marble top counter. V. Roussin, 59 W. Western Ave., Muskegon, Mich. 919 I pay cash for stocks or part stocks of merchandise. Must be cheap. mi Kaufer, Milwaukee, Wis. Will pay spot cash for shoe stock to move. Must be cheap. Address P. E. L. care Tradesman, 609 Stores, business places and real estate bought, sold and exchanged. No matter where located, if you want to get in or out of business, address Frank P. Cleve- land, 1261 Adams Express »uilding, Chi- cago, Il. 125 For Sale—One 200 book McCaskey ac- count register, cheap. Address No. 548, care Michigan Tradesman. 548 HELP WANTED. Wanted—Tinner and furnace man. Steady work and good wages to right man. Address Edson Smith & Sons, Elm- wood, Il. 961 Wanted—The right man with experi- ence, energy, good judgment, good hab- its. Write, sending references to Mills Dry Goods Co., Lansing, Mich. 959 Wanted—An experienced clerk in gen- eral store, steady position to right party. Jackson & Co., Chesaning, — 939 Wanted—Registered assistant druggist or one with at least two years’ experi- ence. References required. C. E. Van Avery, Kalamazoo, Mich. 950 Agents, $95 monthly, Sign Holders. Something new. Light- ning sellers. Get busy. Particulars free. B. F. Barr, Altoona, Pa. Wanted—Clerk for general store. Must € sober and industrious and have some selling Suction previous experience. References required. Address Store, care Tradesman, 242 Wy bd THE SPRINGS of a correctly made automatic. spring scale will never give out. Exhaustive scien- 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. All claims of its makers are verified by actual use. Send for our free catalogue before buying elsewhere. Moneyweight Scale Co. 58 State Street, Chicago R. M. Wheeler, Mgr., 35 N. lonia St., Grand Rapids, Citz. 1283, Bell 2276 The new low platform Dayton Scale } tific and practical tests prove this~ NE: NE: Lw Suggestion: As the calendar indicates the approach of Autumn— the logical beginning of a more active period of coffee sales—pray let the EVER INCREASING POPULAR- ITY of our superb ‘‘WHITE HOUSE” COFFEE weigh i heavily with you in choosing a desirable brand for your leader the coming season. DWINELL-WRIGHT CO. PRINCIPAL COFFEE ROASTERS BOSTON CHICAGO Ask Your Neighbor About The McCaskey There are more than 50,000 McCASKEY ACCOUNT REGISTERS in use, so it is mcre than likely that your neighbor has one. If he has not, write us to give you the names of merchants in your vicinity who do use the McCASKEY. If your neighbor has a McCASKEY he will tell you it is almost worth its weight in gold as A It gives accurate information Pahor Saver about your business at a glance Time Saver It prevents the accumulation of Money Saver slow-paying accounts And It protects you against loss of Collector insurance if your store burns If there is no McCASKEY in your neighborhood, or if you don’t want to go out of your way to see one, write us—-we will send you de- scriptive matter or have one of our 300 salesmen call on you. The McCaskey Register Company Alliance, Ohio Mfrs. of the Famous Multiplex duplicate and triplicate pads, also the different styles of single carbon pads. Detroit Office, 1014 Chamber of Commerce Bldg. AGENCIES IN ALL PRINCIPAL CITIES 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- ez7s 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 If Somebody Else Made Ketchup 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 losses that come to us in this life are for the most part the result of not living up to our best thought. As a good business man you know that you cannot afford to be without A Bang Up Good Safe Honest, now, what would you do if your store should burn tonight and your account books were destroyed ? How much do you think you would be able to collect ? Mighty little. Don't run the risk, neighbor; you can’t afford to. A safe, a good safe, doesn’t cost you very much if you buy it from us. _ It will only cost you two cents anyway to write us today and find out about it. Grand Rapids Safe Co. Grand Rapids mich.