ee STSSEONG Te Dns DALAT HIRO ew SF LE WASTG2eL QIBTIIGTA Ame Ts San oe AG OER SAO BEDE INR eg AYowye SS SBE ) ey CR ELAOEN OEE SoS AM Eo NG A el yes ZEW WHS di ONL DS” Gey WS fe aT xo, CWE NOR aS “MOE Ne IW oP be OAR SPE A EXO eA A 7S CSSA VEY ) ) a RE) Pe Te (On G7 7 AA ¢) aN (-X Ee J FERN yD) NE ON a4 oe ar AC ICR ZY fk SSX ON: Wiss - S hs ee, See SCARS Ne SS ‘uN y Ss a (CE EZ SX XE CX ERY ZZ wo OG MMe wh % se Net PAS A : ENC ZN MLZ BI NANO PN NNN wee PUBLISHED WEEKLY 4 772K 0 Se TRADESMAN COMPANY. PUBLISHERS O52) WAS $2 PER YEAR iC eee — One, c : SS Det eS SITIES SEO MOOR FEL I SL? DIRE FOS cS 2 Twenty-Seventh Year — GRAND RAPIDS, WEDNESDAY, OCTOBER 20, 1909 Number 1361 The Isle of Long Ago bbb Oh, a wonderful stream is the River of Time, “1 wy As it runs through the realm of tears, wb wy & ws With a failtless rhythm and a musical rhyme Wh WW W And a boundless sweep and a surge sublime, ¥ W W - W As it blends with the Ocean of Years. . Y ' ¥, | How the winters are drifting like flakes of snow 1 Ww | | And the summers like buds between, W Ww | And the year in the sheaf—how they come and they go | W | On the river’s breast, with its ebb and flow, As it glides in the shadow and sheen. I] There’s a magical Isle up the River of Time, ee Where the softest of airs are playing; { ho There’s a cloudless sky and a tropical clime, And a song as sweet as a vesper chime And the Junes with the roses are Staying. And the name of that Isle is the Long Ago, ro And we bury our treasures there; There are brows of beauty and bosoms of snow, There are heaps of dust—but we loved them so!— nH There are trinkets and tresses of hair; | ee i | | There are fragments of song that nobody sings I And a part of an infant’s prayer; I There’s a lute unswept and a harp without strings, | There are broken vows and pieces of rings | And the garments that she used to wear; 1 | | There are hands that are waved, when the fairy shore By the mirage is lifted in air, | And we sometimes hear, through the turbulent roar | Sweet voices we heard in the days gone before, When the wind down the River is fair. | Oh, remembered for aye be the blessed Isle Poe dl MN AN All the day of our life till night; Ar A ae ues When the evening comes with its beautiful smile cee And our eyes are closing to slumber a while i May that ‘‘Greenwood” of Soul be in sight. | A’ UI B. F. Taylor. N +b “State Seal’’ Brand Vinegar Just a word about its quality, it is par-excellence. For Pick- ling and Preserving it will do anything that Cider Vinegar will do, and its excellent fla- vor makes it superior for the Table. Mr. Grocer, it wiil Ask your jobber. pay you to investigate. “Oakland Vinegar & Pickle Co., Saginaw, Mich. of FLEISCHMANN’S YELLOW LABEL YEAST you sell not A cones ee ft only increases your profits, but also "ape OUR L Aeros gives complete satisfaction to your patrons, The i stiieiaibiee Co., of Michigan Detroit Office, 111 W. Larned St., Grand Rapids Office, 29 Crescent Av. On account of the Pure Food Law there is a greater demand than ever for #& ss © ss st ot - 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. w& The Williams Bros. Co. Manufacturers Picklers and Preservers Detroit, Mich. Are Vou In Earnest about wanting to lay your business propositions before the retail mer- chants of Michigan, Ohio and Indiana? If you really aré, here is your oppor- tunity. The Michigan Tradesman devotes all its timeand 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 Se] as your Snow Boy Oe Ey moving The way they grow will make your friends sit upand take notice Lautz Bros.& Co. DINU R FI Ken A laa de SYM Ttere dh oe \ Twenty-Seventh Year R 20, 1909 Number 1361 SPECIAL FEATURES. yutside world is gay and they whol of the sadn ] bri | ke t Id 1S gay and the h ne sadness that autumn brings nethine per ce f ae a ie S h I lat pues Dring néethine to io per cent. of the fem- 2. Cld Time Ways. Heist i Deleving that the time for;Only an emotion and that imacina_linine inhati.. f I 4. News of the Business World. : ‘ ee ere eee mbantants Of (he plage, The a oo and Produce Market. uch Induigence has come should not jotn r 90 may decide to make the old : indow and Interior Decorations. 1 mays : 1 r ta ltrimimi | ] hi A ae Ee nes: Site. be willing to give as a reason the What I said to my young friend in|ttimming do or to have something : ditorial. : 1 es =: al 1 = eh 1 10. Bread Without Flour. sorgeousness of the season which is|'"@t Splendid twilight and in t © Or tO gO without On the plea ot 11. Butter, Eggs n niet . : : nresence oft rnit ot onom but here j ° 18. What We Think Sa never so jubilant as now. presence of that burning maple I w os | ere 1 more thas 14. Out Around. Nithent knowine ot carinc machi here for the LeneH: « f the mere atners tor hats in this show. 16. How is a Lad to Know. 1 1 a ee 7 his young person vh 1 ee hs y 1 vho ¢ r WOFr r re in ee Ga a Pilea wilat the trouhle isc or where 4 lies young € ns NO May b nuarly - : \ vel or or ever 18. A Good School. a ; Sa itilicted ist asid nti-| expects to wear ostri lu ; be 20. Woman’s World. tS EXIStence 1s probably due to look- ; Uhrust a) es 1 co ee oe ° ‘ men which 14 Be — nes 1 ( ess 7] ested in ¢ Dry Goods. ing too far ahead and comparine the ment Wihic ni 1 he arehby mild | I ) interest in sé 24. Raise the Ideals. =i 5 7. tes © ntemnt ( ae fing the \ indov 28. Coupon Crazy. ex and here. An- i COME Vie oy See 2 Poop 20 ae a ae ty 1 1 } It ‘ 1? 4 j ° a sy Fhe Worker's Bogy. fo be taken intai) 2 the wholesome influen ot ¢ i + Soa €ritabie natural history $2. Review of the Shoe Market. ec. rhelmi 5 bl] ll-inf 36. A Happy Accident. account is the youth of this “maiden|°O’o' Wace + beauty Tn thy hole | Y, dS valuable to the well-inform <8. A Million a Year. oe cc J We a -|round of the seasons #! > fair. | CG publi t student Be 39. New York Market. fair tO See at this time of Ue a 2. as 38 [le le sidea #1 h oles | f 42. Boe nrereia! Traveler. their lives have periods of depression er lesson than tnis, more { tSate COL” tie piumes, ready tor wear- : ; ea . ra Bie da in is acanu. ing, the re thers showine : 43. Wholesale Drug Price Current. They like to borrow trouble and 1€arm Of more Dplessed in its practi h 8 ‘ I OLnet lowing the 44. Grocery Price Current. Hl : : i oF bearings upon everyday E } react | V 10us Stag of xyrowt ( Ystrich 46. Special Price Current. ve = % teal, Cly Over it. So this He eo ee hibi . | : ' _ . . and fie and ftatim Nawe wut ac 1hci.i G2 ire x bited and . rs Sc —T | girl has been er is looking ahead in and field and fa m nay putt OU their : bited and the feat ers Pie al . : we a4 ;/00l1da attire tO make us clad ne AC il 6S Mik 20 Tf D2 per ‘ BIT OF AUTUMN COLOR the closing story of the veo, ta where|: y lak l Tlad. ifn i ' . oO oo er ‘ i +° a iIstreame eagntifil 3 . : pound ar isp] in 1 S Tore i maple oy fe . a | the heroine dies, utterly forgetful of | trcanis. beautiful In October 1 { yi* 1ISp ea 1 aw tate Ley is a apie re n one Orner os So a | “4 ‘7 I re¢ t i 4 ] rte oe ae let that in nature there ic aor are, morning and eveniigz prt] , ae plumes alter ib A yaiG Cid IT | : i ' : | | ; ; a ; ee - _|On their mantles list a 5 tne) ned, bu ‘lore tney a splendor of autumnal slore |dying, only a long and life-r. Storing | eee OFF a ; ney aoe cy ae ae Roy | : 1 1: jleisurely to the s echine al gr ! nish¢ Many learn fo in its oval Outline, its foliag | D Phere is ce tainly nothing to| ] i : ce a tl : ty | oy Aah es ot 1 | floode 1 With a s ter xsht 1 ’ nrst I} that not only 1 che: as when summer kissed its de ad about that. Trouble and sor-| oe ae ght 5) ’ ee sit pee ' : a ' ‘nana ©. : }a dimmer splendor by night. j umes, Dut more expensive ones Paims, 1¢ stands in its wonder come tast enough without look-| ; ee 1 7 alle aay i s i - E : US then ) Sl ] & us i¢ d | l Ge Pp OF Sey athers -at- tire, the most beautiful tree tor them We can prepare for! as " rai oe ee | 1 ee ! oe Wate 4 a “Silent aopeals and with them rein > Ogether end to end. so far seen this fall. Last night at|{"¢™ and should; but this | 1 phe Ra bh ies mel a Niter | 1 the featl : ae : aad 44 : ‘ fae CHE profusion of purp nd | er being sewed th feather are sunset it was flooded with zold the splendidly painted page|** ‘7 P! oo ? t to all SP eR AS ci) \ j il did J : : L it . Aid cd a ‘ ) 7 } e I TY ( ) i yW t ) dGltv1isi1io0 e t “ae ing Hieht, Plum touch and fo uch Nature opens to us in October| ne sbundan 1 ae ee | ee Le en and 4 a ie : land « vanishine o ‘ | : S l€ their natural position, and the branch were a-quiver with a peconnne ecemy because some-| re ee oT) t] 1 i oe at ' tod - +h : ithis now, and the: » th 1 ) i passed on to the curler, who perceptible breeze and the sun in December the weather is g0- i | sae cae ae ie : et ' . 1 : t they fel] wup98Nn th: EO be cold ind snow is tO fall Te see ee sha oe : a : : bee a : Y ons tela: as fell upon tha 7 ea Ow. Ts ail 1S] 14 admired ae 0 ic snoraternl aaa $ -_, |sOrrow will lose something Spon of color of red and east ungratetul and not WISE . 1 ¢ - + ; | ‘ hr - ) - , § $ 4 { ° : “4 . gioon 1 leat {sell tf only " arty OF OStricn larming of green—added a [ grumble while I am eating| ae oe " thoil | 1 Praia a) Geo. ee het ause, w hen ie ae sone | ly PaAteway LOre Ol) vn \\ : na in ra cas ue have none? Oh no: the hand) Pass to a world of more than autum-|“ Le igi : 5 the bulk of So | stood enjovine the beautiful | ‘ c ne: T NO: tne ard | on : : s 1 : . - > m ere. | that fashioned the se 1 aA Vo ie ;Nai = OF. : de 2 eh : W € fearn the sight when a voice, “sweet and low’|. 17! 1 a a eee spre | ote 1 nitude of the business. The en : | , ee . |as painted them now in the autumn:| ed al : Ls a ore : DUE Very SOrrowtul said. “So he uti-| : a poy PM tite aucun 5 | = 3 { hibit f ’ h hi ; at nel as 1! oo | is in the springtime I] \ joy- | THE SPECIAL WINDOW. be ao ym the chick in the tu 11t Dn c ce 7 | : a Pris citi Vas JOY- | : 1 t} , t Ini ii|, MIE On so ad | ; : : | Tt 1s human Mature to hi ttracted 11 LEneT Stage to the f nished ar a. ; 7 it their coming, so now, when I} ts bint — What could she mean? find them teachin ne 1 1 |by novelty. The show window wh plumes, 18 One which not only at- (ee i ha eaching me new lessons| : f 1 . 7 Where in all the world was there a kG ee pean omething new is the one| tracts but holds the attention. Many ¢) be t | ] > { 1 + be j J atk ‘, f ' a uty, lave no mat to Dblind| 1g ' SIMDE SO tret rol sadness as at] oa lwh cs th nubli one who nh thought ae i : ' Le vdnie a eee. with wocratesal ics j wh he public S$ nOv- vnho had no thought of be snapely maple with its yellow, blood-| : i cc lelty should be o orm t muse, |!!8 purchaser becomes one as i : a ; : y‘ | I sometimes wond r vhether this! LUO ULE UEC i 1 i 1 Co aslusc. : - : 7 L l ii at splashed teaves: Where in the whole| , ___, -{assist or instruct \n \ n}? result of the visit through curiosity. cla ae te 1 {Sadness that comes when the color of! Lae a ae | 1 f . WOrkG OF COlorine was there 3 neh | 1. ee ee | supply all of these ]i MN turn, the Phere is scarce iy a place of busi- ae oe i : : }the leaves 1s chaneinzo a make-| : : i : er crimson Or a shade of purple sol, .,._ a eat 1 2, Ore successful will be thi sult ness where it is not practicable to I> WI hi i | believe [am we icquainted with] , royal? mere was sunshi sO Or! a | har re m f ae mely scenes of a similar na ) SEG Wa TESS SO bOr- | 2s. young lady who the same a pita | A loc hardware man has formed muely Scenes Of 4 simular na- toh! cittad oa ec C44 | eae " oe a ee ¢ 1 Se | tl | n ; oughiy sifted, and the air so full of] |... eS ‘ ,,;a@n attractive window by placing in it! tur "hey may not be valued at oo ae L jme that my splendid maple has made| e : al¢ oe a a - | j oi | : : — S26 c C ; es as , 4 lmMmering ctober haze: ther sad Sic has pol a want cae iB speckled trout, nicely mounted, and | 93:00! was the one just cited, but i} c a fas HOt a2 wan unsatis 7 ee | ~ : 1 f st ever taken 1 pone present a rel side of Pe oe fied; death in her remembrance has | 0" of the best ever taken in loca y nt novel side Of a a ' l lpran A : a tA 1- : at i ) eee, [here was no sadness there for me.|n fver cast iis shadow over her lace: waters. In the same exhibit are sey-| now1 ibject. A bunch of cot- ‘ : : i i Se] Vedas es 1 1 1 ton bolls costing few cen will | October, the master colorist, with cirel of frien 4 Mid wee a ee ; Clal Spe mens Of di ~k includ ne t aie ol] ( tine 2 Iew cents wi l be my at tais : . Oe : ‘ eS ee . palette and pencil was simply giving! of the fairest sights that has ever|¥°°4 duck, blue-bill, ced, mal-| ne arawing card for your outing 4 2 i gh las | ees 14 iy hoe a a oad the final touches to the central fiour Llessed her eve he tand lik |! d, and hooded mere: t These ll €i OF oOtlner cotton goods A pot i il Cc} S ST Le IS LIKE | : : 5 a sc>} . . aA Vs ¢ of the loveliest landscape picture shel “Niobe all tears!” When } weve aa ire a indise nous to the [foc ulity and|"! which is a growing plant Or pea- . . . e 1 : : | ue i 1] 1e 27-IMmenc nuts is suggestiv I u bt er will paint this fall. Ribbons dipped| school within sieht of the old home-|° One specinens fa... | ee in dye something like this inatchless stead chimney, I used to write com he collection naturally attracts} . te Be aie russet; silks striving in vain to re- positions on “Home,” “The Absence|/all lovers of sport. The hardware list. Look over your produce this dainty flush of red: tis- of Friends “That Sad Sad Word.|man has meantime D aced his sport- a re DIAC ome thing new : , ii sath, = ove ei. Ses ha as en ent tide 1 t } t_. i ! “4 _ Fe ee dee lee lias ae : ; aus [oe SOeeereG wath thew : Sues filmy a glinting and deserv-j Farewell,” and others of the sort.|ing goods in a conspicuous position. ( n au . h ind abe woe : piso ha. a far Loos at oe Be ! ‘ " : ul ° : ) Adnuracture in the window l ing he be laughed at for trying to hey were affecting, all of them, and|At the opening of the hunting sea- wn fee ublic | i nee - ye ac oO if r 1 nd aC " » a > r i ic j 7 oe . si Y ie : ' a ' ' ! rival these mellow tints—these are not] I remember feeling bad when I wrote/son this is a most favorable means 1 the | oo a CT | ae ‘ : ; a. 3 through the morning paper i the emblems of sorrow: grief here! them. came across them the other] of seeking publicity. More, the lover tt ised = eee . Se Aas EGalt T B ° ' \ be praised tor your energy an does not so array herself. We do not] day and read them over. If any o{|of nature, the school boy, the curious 1 ; a. 7A Sh : : a : i 7 . : por ublic will be -ASEU; 3 : glove our hands with yellow when wel my readers are inclined to sadness]Of all classes stop to view the un- 1 ee eS ; > » Inc : a .. . ae i ° : . : c .. [the pleased head whic lirects he attend the last sad rites of a cher ish-}over a banquet of autumn leaves, Iet}Usual display; and a bit of skilful | , iy | a cane a" a . oo i i i os : iiand into the pocke ed friend, and this maple is robed| them come to me and I will read one|window dressing should have some- e pocket ne } c : | te A ER SA EE RSA a ' D4 a eae Se et +1 ee ae : ; : a in gold! Plumes of scarlet are notlor two of these compositions. I shall|thing to tempt the miscellaneous pur-| A German inventor has brought o t . | i a ry COT las rougI u the emblems that call for tears, yet!not vouch for the absence of tears;| chaser. la frame mounted on small hee] : : ; fa tf; nount on small wheels he maple is a mass of varied colo ey will 2 result ‘ i i i the . me : u ed color} but that they will not be the res}! In another window in the same|which a soldier may carry to lie down rom base tO tip, So, then! we arelof cadnecc ~2 sole ly 1S 5 is i ¢ | i ai ; iro é a I : nm, we are;ot sadness I can solemnly promise.|town is announced a special sale of|upon to use in creeping over the sur- . . i ~ . | : = : : : : ot to indulge in sadness, because the] ‘ g re: elieve the C ric i if f n g i ause the;So I am ready to believe that much ostrich plumes. This may mean jiace of the ground. k i ort PRU Sate ea - money,” he went on. OLD TIME WAYS. A Retail Merchant’s Methods Fifty Years Ago. Written for the Tradesman. White haired, just a trifle stooped about the shoulders and with voice worn and wavering because of over eighty years of service, a veteran re- tailer expressed grave doubts, the oth- er day, as to the superior excitement and interest which, it is claimed by retail merchants of to-day, attache to the business of merchandising di- rectly to consumers, as compared with the same business 50 years ago. “Just 50 years ago,” he continued, “T was a retail merchant in a pros- perous Michigan town which was thirty miles from the nearest railway and eighteen miles from the nearest lake port. That meant that in sea- sons of navigation I had to team my goods eighteen miles and that what few goods I ordered and _ received during the winter months had to be teamed thirty miles.” Then he waited expectantly for what he knew would come and was soon rewarded by a bystander who observed: “That must have been ex- pensive.” “Not a bit of it,” chuckled the old gentleman, “because it very rarely happened that I did not make money both going and coming, whether it was in the winter or the summer.” Then he explained that when he had a lot of freight waiting for him at the lake port wharf he always hauled in a load of lumber or shingles or, after harvest time, a load of grain or fruits and vegetables. He kept two teams and sometimes would take in two loads at once, with the help of a sixteen year old brother. the times I made “It was just at the tail end of the hard times, at that, when we didn’t know, unless we received gold or silver—a very, very rare happening—whether we were ac- cepting money worth nothing at all or fifty cents on the dollar.” “Those were “How could you make money un- der such conditions?” asked a listen- er. “T’}] tell you,” replied the genial old historian with a twinkle in his eyes, “an’ I don’t want to brag, eith- er. I was born in New Hampshire, served two years in a wholesale fish house in Boston and put in four years as supercargo on a coast trad- ing sailing vessel out of New Bedford. An’ I was always keen on a dicker. So when I came, in the early fifties, way out west to ‘fever-an’-ague-land’ —-that’s what they called Michigan those days—I brought my swappin’ habit with me an’ I had some money —real coin. And I hung on to both. Through acquaintances I had made in New York and the payment of some money and the acceptance of some credit, I was able to open up a general store with a stock of goods representing about $3,000—a_ big stock for the times and the country I was coming into. By the way, part of goods I had on credit was six doz- en black soft felt hats, each one of which had a tiny black ostrich tip in fts band. Remember ’em?” MICHIGAN TRADESMAN Waiting an instant for a_ reply which did not come, the garrulous old man remarked, apologetically: “Course not. You were in long dress- es then. Well, they were called ‘Kossuth hats.’ Americains were in love with Louis Kossuth at that time and these hats in his honor were all the rage. Who do you suppose ob- tained credit for me on those hats?” Of course no one could guess and so the Michigan retail merchant of nearly 60 years ago announced, proudly: “Peter Cooper went my se- curity for those hats and I paid for them within 90 days from the open- ing of my store.” Then, after telling how the hats had been made by the son of a man named Avery, who had learned the trade of hatter by the side of Peter Cooper, while both were in the em- ploy of the elder Cooper, and after being reminded that he was wander- ing away back beyond the “wild-cat days” in the West, he returned to the late fifties with: “Let’s see. O yes, I was telling about the days of no money, nothing but barter. I had come through the hard times all right, was out of debt, had good credit in New York and Buffalo and had the biggest and best stock of goods in my section. And I just loved to dicker and trade and had every opportunity. Why, one time I bought twenty thou- sand feet of as clean, clear white pine lumber as was ever sawed tor $4.50 a thousand, to be paid for in trade out of my store. ’F I had that lumber to- day I could get at least $80 a thou- sand for it.” “How much did you make on that deal, uncle?” asked one of his inter- ested listeners. “Well,” and the old man rubbed his clean-shaven chin, “I didn’t make so very much. You see the man I bought it from was head sawyer in the mill. He had taken the lumber for wages due him:an’ was sick. An’ he stayed sick all winter an’ way in- to the following August when he died. An’ he an’ his family got everything they needed out of my store, meanwhile, an’ never paid me anything except that lumber.” Then, as though to avoid comment on that lumber deal, he told how he accumulated a considerable quantity of dressed hogs, paid for in trade; also about half a million feet of white pine, for which he was to pay half trade and half cash. “An’ I got the pine at a bargain, too,” he interpolat- ed. It was just at the opening of navigation and he went over to Chi- cago to see what he could do as to the lumber, leaving his store and the dressed hogs in care of his wife and brother. In Chicago, lumber was away down and finding a schooner there looking for freight, he made a dicker. The result was that the pork was “put down” in barrels and, with the lumber and about 500 bushels of po- tatoes, was hauled eighteen miles to the lake port within two weeks, and loaded on the schooner and on the way to Buffalo with the chief dickerer aboard as a guest. “T had sold my cargo before I had got across the canal on my way up town,” was the way in which the ven- erable narrator told of the result at Buffalo, “and cleaned up a trifle over $500 in cash, real par money, on the deal.” “Don’t you think that you were something mcre than a mere retail merchant, uncle.” was the next ques- tion propounded. “Not a bit,” was the response. “All of us retailers had to do that sort of thing. The people didn’t have any money, but they could and did work and they had to eat and wear clothes. They had the products of their labor and we knew how to get rid of those products on a large scale—that is, for mere retailers. Why, I knew a shoemaker who supported his family two years on the boots and shoes he made for me and my family and a few friends whom [I prevailed on to go to him for their footwear. It was simply compulsion that we _ should help one another. And another time, our minister, that is the pastor of our church, had, I found out, been keeping his family of four and him- self for nearly a month on nothing but corn meal and molasses and cof- fee, because he couldn’t get his sal- ary. I hired him to work for me— drive team, wait on customers and do any chores I wanted, at $10 a week in trade. And he was a good worker and a good preacher. It was a good dicker for him and a good one for me.” “Did he get his was asked. “Yes, sir, he did, and he stayed with us eight years and when he left us to go to Chicago at $1,200 a year— we had been paying him $soo—he said he had seriously considered be- coming a rétail merchant) himself. But he didn’t leave the ministry.” Charles S. Hathaway. a Movements of Working Gideons. Detroit, Oct. 13—William E. Hen- derson, of Chicago, is National Sec- retary of the Gideons and his address is Room 601, Baltimore building, 17 Quincy street, Chicago. The next Michigan State Gideon rally is to be held in Saginaw Satur- day and Sunday, Nov. 6 and 7. Jacob J Kinsey is now making arrange- ments for the occasion. Samuel P. Todd, the former Chap- plain and Field Secretary, was re- cently relieved of $60 by a_ pick- salary, finally?” October 20, 1909 pocket as an_ introduction to “The City Made Famous.” Brother Todd is not praying for the money to be returned, but for the sinner who took it. C. H. Joslin led the Griswold House meeting Sunday evening. Mrs. Mitchell presided at the piano, while her husband aided in the singing. M. G. Wylie, wife and daughter were present and Miss Wylie favored us with a solo. Mrs. H. M. Ormsby, of Xenia, Ohio, James A. Malotte, of Detroit, A. L. Ellis, of Chicago, and Edward T. Murphy, of Denver, at- torney for the National Syndicate of Manufacturers and Jobbers, were present. The latter gave a short talk on the benefits brought about by Bibles in hotels. Wheaton Smith gave the ‘main address. A ££. - Ellis related his experience, how he was changed from darkness to light. M. G. Wylie gave words of cheer and related the benefits derived from the W. R. Barron will lead Aaron B. Gates. organization. the next meeting. Some mistake a_ shirking of the duties of this life for a call to the delights of another. | A hypocrite is one who wears a saint’s uniform without doing a saint’s work. * eataeaasas areas _—rr. ~+ | cf ae «@ = - - - —_ _ Simple Account File Simplest and Most Economical Method of Keeping Petit Accounts File and 1,000 printed blank Di Gs eck $2 75 File and 1,000 specially printed bill heads...... Printed blank bill heads, per thousand...... ue. Specially printed bill heads, per thousand.......... LF So 3 00 1 25 Tradesman Company, Grand Rapids. WoRrDEN GROCER COMPANY The Prompt Shippers Grand Rapids, Mich. v ne a a a a a a ee ee ee ee ee eee ee OE a Lees ee ene faye ae rena Se 4 % is mh =~ % : ¥ | —_— * ~ | * oa ama = ~ fa Ae ee 4 > + 4 | eo} r + = «+ ae oe = - — + ¥y 1. a » — od i ~~ { - a 4 October 20, 1909 MICHIGAN TRADESMAN 3 “Mail Order Houses Kill the Trade.” “You say, Mr. Blank, that the mail- order houses hurt your trade and you] can’t carry much of a stock on that account. Now, a great many mer- chants hold that all this mail-order talk simmers right down to. one thing—that the man who is the best salesman is the man who sells the goods, Why, if I should offer to wager you that I could bring the most hardened mail-order buyer in this town into your store and sell him your goods, I don’t believe that you would want to take the bet. First I would go out and get hold of him and get him into the store, show him things about it he never suspected, and tell him what excellent quality there is in the goods. I would bring it to his notice if he wanted a month’s time to pay he could have it while he usually has to pay cash when he sends away. Further, I would im- press upon him that every dollar spent in his home town helped to build it up, that that dollar stayed in this locality and circulated. He wouldn’t leave without doing busi- ness with us, either. ‘Now you are just as good a sales- man as I am—better, perhaps—and I would hate to offer you this minute ten dollars if you would do just what I say—go out and get Mr. Blank, the mail-order patron, and bring him in here and sell him. If I made you such an offer I would surely be out my ten dollars. So, meeting mail- order competition is a question of getting after the man and selling him —a matter of salesmanship in other words. “You say, Mr. Blank, that mail- order competition has cut you out of | this line and you don’t care to han-| Now as a| traveling man going around and see-| dle it for that reason. ing store after store and town after town, I fairly and squarely that what I have observed in the different towns is that the mail-order houses can not com- pete with the live local dealer. Ty know the first thing your customer| will say on mail-order lines is that he can buy them cheaper from the mail-order houses. Suppose he can, are you—here on the ground—with all your advantages, not able to get} a fair price, a living profit out of your goods? See the advantages you have to be compared with the one advantage of price that the mail-order people have to work on. You have the goods in stock. There is no way in which the mail-order customer can look the goods over for himself and! see what he’s buying. That’s an im- mense advantage to the local dealer, when you stop to think of it. “Then you have a big advantage in| the fact that you know the customer, what his circumstances are to-day, or what they are liable to be to-morrow, and what his taste is. You can make a friend of him and educate him up| to the point where he will be a regu- lar customer. “What are you doing to meet cata-| logue-house competition on this line; are you educating your want to tell you honestly, | | trade the} same as the mail-order houses are?|when I got time Suppose that in every other home in |your selling district there’s a cata- | logue from some mail-order estab- lishment. Have you your catalogue, or your advertisement, in there, too? Can’t you get your literature in the people’s hands just as well as the imail-order houses? Give your prices and they will compare them with | those of the catalogue house; when ithe freight is added there will be | very little inducement for them-to ‘send away’ for their stuff. | “Are you using system, first in | keeping these competitors from get- ting your customers, and next, in getting back customers who are do- ling a little purchasing by mail? Have lyou now in your file the names of trading who people with you are partially supplied by the big city houses? You use system in extend- ing credit and in making collections, why not systematiez your ‘anti-mail- order’ department and get after cus- ‘tomers who have been bitten by the ;catalogue house bug? When you show a man that it’s to his interest to trade with you—and you can do it-—it’ll take more than a big cata- logue full of pictures to get his trade from you.” Samuel Burley _ OO ee | He Passed. | “TI had never thought of life insur- ance until father put it into my head one day after witnessing a game of |football,” said the athlete. “He told me it might be a good thing for me tu get ten or fifteen thousand on my life and leave it to the heathen, and I went to an Office! and made an application. When it came to my occupation and I answer- ed that I kicked the ball mostly, the man said to me: ““We shall have to put you under the “extra hazzardous” risk.’ ‘““What’s that?’ “*The same gunpowder be blown as if you worked in a factory and expected to sky-high any minute.’ “*But where’s the risk in football?’ I asked. “Then he showed me a list of the crippled and killed for the last five years. There were names’ enough for a petition to the Legislature. When I had glanced them over I says: ““But what has this to‘ do with me?’ “*You play football.’ “Well ?? ““You may be killed any day by a kick.’ ““Look here, old man, here’s a list of pretty near a hundred victims, while I am as sound as a nut. Why? Because I have a little way of kick- ing the other players, and none of them have a way of kicking me. Those victims are all my victims, and there'll be a dozen more before snow flies. Can’t you see the difference between the kicker and the kicked?’ “Why, I think T can, now that you mention it,’ -he replied, and I was passed in at the same rate as a clerk in a clothing store.” een IS cen Many think that religion is a mat- ter of notions or emotions instead of motives and motions. best. customers’ that you have it. Dandelion Brand Butter Color Is Endorsed by All Authorities Dandelion Brand butter. To Wideawake Grocers: Over 90% Your buttermaking customers, too, are included. They know that Dandelion Brand Butter Color is | And if you aren’t selling Dandelion Brand you’re losing two profits. of the buttermakers in the country won’t use any other butter color but Dandelion Brand. One profit on the butter color itself and another, and a bigger one, on the butter if you sell your | For Dandelion Brand gives butter a rich, golden color that makes it look better to the consumer and brings higher prices. Begin to get some of the butter color profits now. Takes no time to sell—just let your customers know That’s all the pushing needed. Purely Vegetable Dandelion Brand Is the Safe and Sure Vegetable Butter Color Butter Color We guarantee that Dandelion Brand Butter Color is purely vegetable and that the use of same for coloring butter is permitted under all food laws—State and National. WELLS & RICHARDSON Co. Manufacturers of Dandelion Brand Butter Color Burlington, Vermont | sci amass i y MICHIGAN TRADESMAN October 20, 1909 Movements of Merchants. Grand Ledge—Clarence Dean has purchased the Hoover bakery. Lowell—George Robson has gaged in the bakery business. Sault Ste. Marie—James Eady has assigned his grocery stock to E. S. Royce. Lowell—Stowell & Ford, dealers, have dissolved, Mr. retiring. Flint—The Merchants Supply Co. has been incorporated with a capital stock of $50,000. Manistee—John Mitchell has sold the stock in the New York Candy Kitchen to M. H. Ross. Scottville—Mrs. H. B. McCowan has engaged in the crockery, glass- ware and bazaar business. Seney—Grondin Bros. are prepar- ing their camps for wintér operations, which will be on an extensive scale. Howell — The Chicago Clothing Co. has opened a store here under the management of M. E. Welch, of Detroit. Hillsdale—A. J. Colvin has sold his meat market to Arthur Triechman, who will continue the business at the same location. Nunica—William Barbrick & Co. have sold their grocery stock to a man named Reynolds, who will con- tinue the business. Mulliken—Noble & Potter have dis- solved. J. Noble takes the im- plement stock and Harry Potter has the hardware stock. Homer—Geo. T. Bullen & Co. will engage in the notion and bazaar business here as a branch of their Albion establishment. Manton—Linas Whitford has sold his meat market to William Bradford, who has been connected with the market as cutter for a long time. Lyons—Frank W. Steele has pur- chased the agricultural implement stock of E. L. Wilder and will con- tinue the business at the same loca- tion. Fennville—L. J. Struck and M. J. Gilbert have purchased the McGreal fruit evaporator and will continue the business under the style of Gilbert & Struck. Olivet—Maurice D. Burkhead. of Potterville, has bought a half interest en- | hardware Stowel! in the furniture and undertaking business conducted by Henry E. Green. Charlotte—David B. Satovsky and A. Cooper have formed a copartner- ship under the style of Satovsky & Cooper and engaged in the dry goods business. Manistee—C. A. Zobel has bought out hae Zobel in the clothing busi- ness. Julius has gone to Chicago and other points to look up another busi- ness location. Fowlerville — Frank Dickie, ot Lansing, has rented the building own- ed by Hugh A.| Loughlin, formerly used as a saloon, and will open a bakery and candy kitchen. - Fremont—D. P. Leffingwell & Co. have sold their stock of farm imple- ments and harness to Stell-& Oost- ing. Mr. Leffingwell goes to Howard City, where he conducts an imple- ment store. Vermontville—Frank Benedict has purchased the Zemke feed mill. He is having the place overhauled and put in first-class repair and expects in a few days to have the mill run- ning full blast. Battle Creek—V. traveling salesman, has purchased a half interest in the cigar stock of kobert Melrose, 31 East Main street The new firm wiil be known as the Wolverine Cigar Co. St. Ignace—Chas. F. and David E. Murray, of this city, and Joseph Fen- lon, of Hessel, have formed a co- partnership to engage in the lumber- ing of a tract of about 4,000 acres northeast of Hessel. They already have begun work and will build ex- tensive camps for their operations. Lake City—Jesse Barrett and Jay W. Carr have purchased the Frye & Johnson timber on sections I, 13 and 24, in West Branch township, and will cut it during the coming winter. The purchase includes the Frye sawmill at Missaukee. This will be moved to Merritt, where it will be set up and operated. Petoskey—Harry A. Boyajian has sold his confectionery stock to Boya- jian Bros., who will continue the busi- ness. Mr. Boyajian expects to leave soon for the South to spend the win- ter, but will return here in time for the opening of his place of business in the G. R. & I. suburban _ station next summer. Marquette — Matti Koivisto thas sold his Washington street grocery to John Lammi and Jafel Rytkonen, of Negaunee. Lammi & Rytkonen are conducting a large and prosperous grocery business in Negaunee, which they will continue in addition to the G. Godfrey, a store here. Mr. Lammi will be in charge of the Marquette grocery, while Mr. Rytkonen will conduct the grocery at Negaunee. Ishpeming —- Johnson Bros., who have occupied the corner store room in the Dundon block with their clothing stock for some four or five years past, have rented the adjoining room facing Main street and will use both rooms, also the basements be- neath them, in the future. The arches in the partition will be removed and the interior will be rearranged. The firm’s floor space will be about doub- led. Next spring a line of ladies’ shoes, suits, coats, etc., will be added. Berrien Springs—D. G. W. Gaugler & Sons have closed a deal with Wm. F. Lyons, of Union City, by which Mr. Lyons becomes the owner of the furniture and undertaking establish- ment of the firm, Mr. Lyons taking immediate possession. This sale breaks a long chain of years in which Mr. Gaugler and his sons have been en- gaged in business here. For forty- two years the senior member of the firm has been an undertaker, and dur- ing that time has conducted more than 4,000 funerals. In late years Mr. Gaugler’s sons, Frank and Gordon G., have had active charge of the business, Frank having the furniture department and Gordon attending to the undertaking. Manufacturing Matters. Elsie—The Mapleton Cheese Co. has increased its capital stock from $1,000 to $2,000. Grand Haven—Peter De Boe, the confectioner, will also engage in the manufacture of ice cream at whole- sale. Grand Haven—Geo. T. Van den Berg has purchased the bottling and soft drink manufacturing business of Cornelius Nyland. East Tawas—The hardwood mill plant- of John J. Kantzler & Son has closed for the season, having cut up all the logs available. Detroit—The Murphy Chair Co.,, one of this city’s larger manufactur- ing concerns, is about to build a large addition to its plant, which its in- creased business has made necessary. The addition will be 100 feet wide by 10 feet long and five stories high. Bay City—The Bay City Swing & Ladder Co. is erecting a large manu- facturing plant. The main building will be 160xso feet, with engine and boiler room detached. The company has purchased 500,000 feet of lumber to be delivered at the plant Novem- ber I5. Detroit—The Russel Motor . Axle Co. has been organized to manufac- ture axles for motor cars, and for this purpose has purchased the A. P. Wagner tool works in North Detroit. The buildings are worth $10,000, but the machinery that was recently tak- en out of them amounted to $150,000. Gaylord — The Kramer - Crego Company, which has timber interests in the Upper Peninsula, is preparing to erect a sawmill at Trout Lake, Chippewa county, and expects to have a plant in operation before the winter sets in. The company has a tract of about 1,800 acres near the station and other smaller tracts in the neighborhood. It expects to make a cut of over 6,000,000 feet with this mill, in addition to such other cuts as may be taken there for sawing. Detroit—Another steel industry en- ters the local field. It is known as the Detroit Pressed Steel Co., capi- talized at $60,000. The company will make pressed steel parts for indus- tries in general, but auto parts will be an important feature of the busi- ness. The stockholders are Henry E. Bodman, Edward B. Caulkins, Ed- gar O. Durfee, Rudolph F. Flinter- man, Hobart B. Hoyt, DeWitt H. Taylor, Albert E. F. White, Kirby B. White, A. H. Zacharias and Peter H. Zacharias. Detroit—To secure an issue of $400,000 of ten-year 6 per cent. bonds the Detroit Sulphite Pulp & Paper Co. has given a mortgage to the Se- curity Trust Co. The instrument states that the mortgage was author- ized by the directors Feb. 13, the pur- pose of the issue being to retire the indebtedness which has accrued against the company in the enlarging of its plant. For the company, the mortgage is signed by Herbert H. Everard, President, and William P. Holliday, Secretary. East Tawas—The building here which once was the Holland-Emery sawmill is being dismantled and the lumber, which has been sold to John J. Kantzler & Son, is to be shipped to Bay City. When the Ontario gov- ernment issued an order several years ago forbidding the export of logs from the province it left the mill without a timber supply as it had been getting its supply from Ontario. The machinery was taken out and remov- ed to Byng Inlet, in the Georgian Bay district, and installed in the big mull operated by Holland, Graves & Mont- gomery. Hastings—The~ Electric Fireless Cookstove Co. has filed articles of incorporation to manufacture and sel! electric fireless cookstoves as well as the ordinary type of fireless cookers. Sebring Phelps is the principal stock- holder and will give his entire atten- tion to the manufacturing and selling end of the business. Mr. Phelps has taken out two patents on the electric features of these stoves and lays claim to being the first and only suc- cessful inventor of an absolutely fire- less cookstove, which is accomplished only by the use of electricity, and which can be operated at a less ex- pense than gas, wood, coal or gasoline stoves, besides lessening all dangers of gas or zasoline explosions. Saginaw—This city certainly reason to be grateful to its Iumber- men. Years ago the late Jesse Hoyt, of New York, who operated a saw and planing mill and had extensive tim- ber interests in Clare county and real estate interests here, presented the city with a fine park named in his honor and bequeathed $100,000 for the Hoyt public library. W. R. Burt, an- other prominent lumberman, donat- ed $200,000 for a manual training school, and associated with T. FE. Dorr, a lumberman now identified with the Pacific Lumber Co., and hav- ing other timber interests, 75,000 for an auditorium. The late Gov. A. T. Bliss, who operated lum- ber mills all his life in this city, pre- sented the city prior to his death with a fine park. H. Ezra Rust, the last of a family noted since the early days of the Saginaw lumber industry, is expending several hundred tnousand dollars in creating a magnificent park, and now J. W. Fordney, lumberman and representative, proposes to fit up complete a handsome park containing ten acres and donate it to the city. | Saw has donated oe a ‘ine - | é, | “er e . ro 7 { t ww w . - - - > ” “7 - _ 4 re = | ey chap, Fc | ee h e . > ae { F Pam + - ~ <“y ate ~ ~~ ‘eee & 4 Te Lae i “ rw -_= h. 4 r b 4 y? ee October 20, 1909 MICHIGAN TRADESMAN CERY «>» PRODUCE MARKET ote teseetoeteee Ee tess a _ = y= = a A y - * < = 2 2 - . a 9 , ‘ ‘ \ ie Ay. J (ltt O yo a P= SZ Wf pu OS { f CS “Be co s re The Produce Market. bbl. for Sweet Apples — $2.75@3 per Wealthy, Maiden Blush, Bough, King and Wagner. Beets—6oc per bu. Butter—There is a very active de- mand for all grades of butter. The market is in a healthy condition at Yac advance. There is a very good consumptive demand and the receipts are above normal for the season. We are looking for no further change in price during the next few days. Lo- cal dealers hold factory creamery at 31c for tubs and 31%c for prints. Dairy ranges from 18@19c for pack- ing stock to 25c for No. 1. Process, 27@28c. Oleo, 11@20¢. Cabbage—goc per doz. Carrots—soc per bu. Cauliflower—$1.75 per doz. Celery—18c per bunch. Crabapples—$1 per bu. Cranberries—$6.75 per bbl. Farly Blacks from Cape Cod. Cucumbers—Hot house, $1 per doz. | for Eggs—There is an active market! on all grades of eggs. The receipts clean up daily at outside prices. As long as the quantity arriving pushes the price above normal there will be a continued good market.’ Local dealers pay 23c f. o. b., holding select- ed candled at 25@26c. Egg Plant—$1 per doz. | Grape Fruit—First arrivals from) Florida command $5 per box for 54s | and 64s. The price will be lower in| a few weeks, Grapes—i12%c for 8 th. basket of | Concords, Wordens and Niagaras; 12c| for 4 tb. basket of Delawares; wie | | grapes in bushel baskets, 60@75c. Honey—r4c per tb. for white clov- : oe lare usually delivered on contract. In er and 12c for dark. Lemons—The market is steady on the basis of $4.50@5 per box for both Messinas and Californias. Lettuce—soc per bu. for leaf, 75c per bu. for head. Onions—Home grown, 75c per bu.; Spanish are in fair demand at $1.35 per ctate. Oranges—Late Valencias command $3.35@3.65; Floridas, $3.75 per box fer isos: and. 176s. Peaches—A few Smocks are com- ing in daily, finding a market at $1.50 @1.75 per bu. Pears—$1.25 per bu. for Sugar; ¢r.25 for Duchess; $1 for Kiefers. Peppers—$1 per bu. for red and 6sc for green. Potatoes—Home grown fetch 60¢ per bu. or $1.75 per bbl. Poultry—Paying prices for live are as follows Fowls, Io@tIc; springs, 11@12ce; ducks, 9@Ioc; geese, 11@ t2c; turkeys, 13@14c. Squash—1'%4c per tb. for Hubbard. | to the light flowering Sweet Potatoes--$2.75 per bbl. for genuine Jerseys and $1.90 per bbl. for Virginias. Tomatoes—65c per bu. for ripe and 50c for green. Turnips—soc per bu. Veal—Dealers pay 5@6c for poor and thin; 6@7c for fair to good; 8@ 9¢ for good white kidney. eg The Grocery Market. Sugar--Raws are stronger and higher, but Eastern refined is un- changed, being still quoted at 5.o05c. Michigan refiners have advanced the price of beet from 4.75@4.85c. Tea—The demand for all grades and kinds continues active through- out the country at full prices and offers below actual list are hardly considered. Medium and low grades |of Formosas and Japans are report- ed especially firm, with an upward tendency. No further shipments of low grade Formosas can be secured and prices have advanced fully 2c. | There is also a scarcity in low grade Indias and Ceylons and the prices of these teas have materially advanced. The trade is beginning to realize that the longer it delays in placing orders for full stocks the more it will have tc pay for certain grades. Cables from Brazil estimating the 'coffee crop for this season at 10,000,- | 000 bags and 8,000,000 bags for the inext season, also that the markets were very strong and excited owing of the have served to advance prices on cof- fees for shipment. In addition to this phase of the situation the American markets have been influenced by the scarcity of the grades of coffee which crop, mild grades, washed and large bean, good roasting grades have been firm- ly ‘held jin sympathy with the rise in prices of Brazil coffee and large pur- chases made by Europe in the pri- mary markets, which have advanced. Sales here, however, were moderate, but at slightly higher prices, show- ing “ec per pound advance for the week. Canned Goods—All staple lines are quiet. Even corn, which has been the subject of considerable enquiry, is reported dull. The lack of demand is not due so mitch to the fact that buyers have been able lately to cov- er a part of their requirements by meeting the terms made by packers as to the absence of frost reports from the various packing centers, which encourages the hope among distributors that the shortage in the pack will not be anywhere as great as was feared. The open weather of the past wek has, apparently, help- ed Maryland tomato packers to make a larger output than they had count- ed on, and the result is freer offer- ings of full standard No. 3s. Interest in peas is not pronounced at present. California fruits are quiet at present, but the market for all descriptions is firm, based on the heavy consumption and the broken condition of stocks in both packers’ and jobbers’ hands. Southern fruits of all kinds, and par- ticularly berries—with the possible exception of strawberries—are _ re- ported to be in a strong condition, with the most active consuming sea- son still to come. Pink salmon js strong and there is said to be no sur- plus stock of Sockeyes or Columbia River Chinooks anywhere. Advices from Eastport still report a light run cf fish and no packing of quarter oil sardines to speak of. Packers still withhold prices on that grade. Mus- tards are not plentiful, but the supply seems to be adequate to the demand and prices show no quotable improve- ment. Dried Fruits—Apricots are in first hands, ins are dull rants are in Scarce firm and wanted. Rais- and unchanged. Cur- even seasonable demand at ruling prices. Apples are firm and in fair demand. Other dried fruits are dull and unchanged. Prunes show no change and a I:ght demand. Peach- es are firm and show a further ad- vance of %c during the week. The packers are reported to per pound for their raw is fully te higher than Syrups and Molasses be paying 5c stock, normal. which ~Glucose has shown no change during the week, al though manufacturers are talking strongly. Compound syrup is in good demand since the cool weather came at unchanged prices. syrup is wanted as fast as made at full prices. Molasses is quiet and unchanged. The first new crop came in to New Or- leans during the week. Breakfast Foods — Representatives of W. K. Kellogg were in this mar- ket Tuesday with samples of Flaked Rice, the Sugar new breakfast food which Kelogg is now arranging to place on the market. Like the Toasted Corn Flakes put out by the same manu- facturer, the new article is superior in quality. To what extent it will compete with Toasted Corn Flakes and interfere with the sale of this staple remains to be seen. At the present time Toasted Corn Flakes is meeting with a very large demand in Michigan and some jobbers are in- clined to question whether it is wise for the same manufacturer to put out a competing product. Vinegar—The market is strong, on account of the higher price ruling for cider apples. Eight years ago cider apples could be purchased for 15c per too pounds. The price has gradually advanced every year until now. the prevailing price is 45c per 100 pounds. Pickles—The crop of cucumber pic- kles in Michigan was large this sea- son, but other states did not fare as well. Fully half the pickles: put up in this country are grown in Michi- gan, so that a small shortage in the other states cuts little figure in the aggregate. The quality of Michigan pickles is superior to those grown in 5 any other locality. Prices will change about the same as last year. Cheese—There is a general advance averaging 4c per pound in every pro- ducing market. The make is not as large as usual for the season. Rice—The New Orleans market is quiet and easier, but prices remain steady. Millers and planters are stil! apart on prices of rough rice. Esti- miates of the damage to Japan rice in the fields have been confirmed and samples exhibited here are of a dis- appointing character. Lower are not looked for. Provisions — Smoked meats are firm and unchanged. There is a sea- sonable demand on all cuts. The mar- ket on pure lard remains firm at un- changed Compound is firm at '4c per pound advance. Dried beef and canned remain unchanged. Barrel pork is 50c a barrel higher than one week ago. Fish—Cod, hake and haddock have shown some slight activity since the cool weather began at unchanged prices. Domestic sardines are and unchanged, the minimum for quarter oils now being $2.50 f. o b. ‘This is an advance of soc the price prices prices. nm che goods firm price from ruling a few weeks ago. ‘ii: demand is light, as there is consid- erable $2 stock around. Imported sardines show no change and are in fair supply and moderate demand at unchanged prices. Salmon is quiet at the moment, sales for future de- livery having been large. The gen- eral salmon situation is strong. The mackerel has been active past The prices of show further change and are steadily held on the last quot- ed basis. Irish are held demand for during the Norways week. no mackere! also and in demand. out steadily fair Shore mackerel are practically of it. ————_.--.—___ Simpson’s Fancy Prints, Hazel Brown, minio Cloth, ties the any last such as Indigo Indines, Car Linon and Dark Novel be advanced to 5%c on first of November. We will sell of these prints as long as they in our stock at 5c per yard. Send in your assortment quick while the styles good. Yours truly, P. Steketee & Sons. ————.—~e John T. Watkins has retired from the firm of Hoffman & Watkins and engaged in the manufacture of fee roasters and the jobbing of roast- ing grades of coffee at 109 Kalamazoo street, West Lansing. Mr. Watkins is a man of indomitable energy and will undoubtedly meet with excep tional success in his new undertak ing, will all are cof- _——_—_-o2-2.———__———_— Mrs. Ella M. Saddler & Son have engaged in the grocery business at Hastings. The Lemon & Wheeler Company furnished the stock. om F. C. Stevenson & Co. have engag- ed in the grocery business at Green- ville. The Judson Grocer Co. furn- ished the stock. ——_---__ A mule does not cost half as much as an automobile, but is almost as Jangerous., MICHIGAN TRADESMAN October 20, 1909 ( Mn = eeceq etd (tute é c Ose WINDOWAND INTERIO 3 »DE oe ONS a ee ee Original Window Cards for Busy Merchants. The Time Is Coming When the Wintry Winds Will Howl Provide Against Them With One of Our Dandy Fur-Lined Overcoats Balmy June Went The Way Of All Balmy Junes Old Boreas Will Soon Get in His Work Fortify Against His Blasts With Our Warm Winter Clothing Some Matches Are Made In Heaven Our Matches Are Made Right Before Your Eyes Cravats and Scarf Pins Funny How a Man Feels When He Proposes The Big Book Store Has A List of Rules To Make the Situation Less . Embarrassing To The Novice Woe Betide The November Bride If She Doesn’t Decide To Let Us Guide To Our Lingerie The “Wedding Man” Can Not Afford To Overlook The Sartorial Significance Of Our New Fall Line We Have All Those Nice Little Presents For The Ushers Also The Pretty Bridesmaids Are Not Left Out In The Cold Big Men, Little Men Fat Men, Thin Men All Sing Our Praises We Fit ’Em All To a T Money Makes The Mare Go Our Low Prices Make Our New Line of Shoes Go Just As Fast As The Mare It’s An Awful Thing To Have Big Feet But We Can Fit Them So They Won’t Look Near So Large Strong and Good-Looking Boys Like to Wear Strong and Good-Looking Togs Step In We'll “Do the Rest” The Fatted Calf For That Prodigal Son Our Classy Suits For That Young College Fel Our New Garter Has A Grip on Your Leg Like Our Grip on Your Heart Cravats To Tie You to Us Like . Ropes of Iron Our Silks Scarcely Need Assistance Of Our Selling Force They Stand Alone On Their Merits Motor Wraps. Knitted Scarves Also Vests For The Ladies Who Love To Ride in Chug Wagons In All Kinds of Weather ———__+- +. Not Hard To Find. With everybody growling over the advancing price of everything, bought and sold, that same everybody is giv- ing what he considers the only rea- son for it, so that, with the land full of consumers, the people of the Unit- ed States of America are becoming a nation of philosophers as well as a nation of money-getters. _ Of course, high finance “promul- gated” first and all the people did not say Amen. There was a general idea that the point of view while intended to sweep the whole field of financial vision failed to do that. The reason given did not account for the cause. The common crowd, ignoring the general, wants to know why, with the earth pouring forth an unlimited in- crease, butter should sell at 35 cents a pound, when it used to be some- thing less than half that; why po- tatoes should cost something over a dollar a bushel in harvest-time; why eggs should climb to a figure to put queer notions of self-importance into the hen; why meat is rising to a height that excites the envy of the Wright Brothers; is n& reason for extending the list, only the man who is buying necessities finds that his usual wage does not meet the requirements, and when asked why he says, “That’s am easy one, and this is what [ think about it: “Everybody is grabbing for the dollars and every grabber is trying to grasp at one grip the most he can possibly hold. The corporations have the first crack at the pile and the big incomes are provided for. Then the trading world comes to the front and ‘Good by, Johnny!’ The old-fashion- ed way was to build up a trade on the principle of quick sales and small profits, but the trading world don’t do that any more. The times have changed. For ‘small’ read large and everything is all right, the correct reading now being ‘quick sales and large profits.’ Let every man with something to sell do that and you see where we are and what it amounts to. Take a $10 bill and get the children —say three—some shoes and how much do you bring back? Let your wife get them some stockings and what does she say when she gets home, and what about the quality of stockings she does get? Try getting some clothes for yourself and wheth- er you buy any or don’t, if you are at all inclined that way, you'll swear all the way home. Same way with everything, and for the same reason; quick sales and large profits from be- zinning to end and with every trader carrying out that idea the man, work- ing for wages—that’s me—and the man with a salary have got to grin and bear it, and that’s all there is to it.” Here was a sufferer who had been thinking and when the _ inevitable question, “What’s a good way out of it?” followed, it was something of a stagger and the man hesitated. “Well,” he said, “a man in the rank and file may have an opinion, but it can’t amount to much; but it does seem to me that, so long as the cor- poration set the pace for the high pay and the high prices, it would be a good plan to start in there for a beginning of revision downward. With that for an example the “quick sales and small profits” idea will slowly take root and very slowly spread, so that in time the common man may have a chicken for dinner on Sunday without zoing hungry for the rest of the week to pay for it.” There may be nothing in this be- yond the fact that it is what one working man thinks. The working man in America is not stingy. He is not on the alert for getting some- thing for nothing. With him equal exchange is no robbery and if what he buys is worth what he pays for it there is no grumbling; only he wants income enough to pay for what he does buy. That, as prices now are, he can not do and when he finds after economizing in every pos- sible way that he can not make the financial extremes meet in the com- mon vernacular of the day he “kicks,” and in that same vernacular there is “going to be some pretty tall kicking if prices don’t come down or, what is more in harmony with the opin- ion of the wage-earning part of the world, the income goes up _ high enough to meet the demands of the salesman, whatever these demands may be. ———_.22__ Establishing an Alibi. Jenks—How did you come out in your lawsuit with Snippem and Fit- tem? Did they succeed in making you take the clothes and pay for them? Jenkins—Not much! alibi. Jenks—How did you do that? Jenkins—Tried on the suit and the jury saw right away that I was some- where else on the date the tailor claimed he measured me for it. I proved an ——_-2__ When a man feels that he is ex- pected to make love he goes at it in a half-hearted manmer. —_——__2-. 2. ___ The sting of a sorrow lasts only as long as we refuse to be by it. sweetened | SELL Coffee Roasters And teach you to roast your own coffee I also sell roasting grades at wholesale J. T. Watkins Coffee Ranch Lansing, Mich. GET ONLY THE BEST American Gasoline Lighting Systems Are Standard Send for estimates on your store, residence, lodge or church. WALTER SHANKLAND & CO. 85 Campau St. Grand Rapids, Mich, > ‘ms a -~ - Vv ¥ ¥ *< ¥ » >» im Pt ~ “ Vv a 4 “*< ¥ ~ 4 f4 October 20, 1909 MICHIGAN TRADESMAN 7 FINE BUSINESS SITE. Why the Suburban Grocer Got Bald Headed. Written for the Tradesman. The lady from across came in and bought a hoe. “I’ve got to clean out them peas,” she said to the grocer. “Henry has been in the city every night this week, and I’m not going to see them nice peas I planted last spring chok- ed to death by the weeds.” “IT should say not,” said the grocer. “We moved out here in the sub- tirbs,” continued the lady, “so Henry could get a breath of fresh air night and morning.” “Fresh air is a fine thing,” admit- ted the grocer. “He worked in the garden every morning for a long time, and watered the lawn every night.’ “I noticed that,” replied the zro- cer. “Then he began to stay in the city evenings, and the lawn is all drying up.” “Too bad,” corisoled the merchant. “And when he’s away nights of course he can’t get up early in the morning to hoe in the garden. I’m clean discouraged.” The lady stood leaning on the hoe looking out over the dusty street. It was six in the evening, and the trol- ley line was busy unloading city men at every corner. The street was not paved, and the cloud of dust which hung over it made it look like a picture of a battle in one of the old school books. “T wonder,” said the lady, present- ly, “if I could use your ’phone.? I want Henry to bring some things out with him to-night.” the street “Sure! There it is, back of the desk.” The lady squared herself at the desk where the grocer’s cash drawer was and shut out all approach to the same. After a time she found the number she wanted and began to whirl the automatic call. “T don’t believe I can make this thing work,” she declared, finally. “I wish you would come over here and get me started.” The grocer dropped the soap he was exhibiting to a lady with a man’s coat over her shoulders and went to the *phone. “This way, he said. “You bring it down and let it go back before you interfere with it again. What num- ber, please?” ‘Wihy.” said the lady, “itis per- fectly shameful, but I’ve forgotten the number of my husband’s shop. Oh, try 4279. Is that it? No? Well, try o427.. There’s a 27 in it, | know,” The woman with the man’s coat over her shoulders was scowling in the direction of the desk, and the gro- cer called the number, handed the receiver to the lady, and went back to wait on her. “Ts this you, the ’phone. “Oh, I thought you’d be out early to-night.” “Got a date?” “Well, you see that them things is sent out.” “Stores closed?” , Henry?” went into “Then you write the order and shove it under the door.” “Oh, yes! What do I want? you this morning.” I told “They won’t deliver up here?” “That’s all bosh. give a biz order.” The woman with the coat went out with her soap, and the grocer had nothing to do but to listen to the one-sided conversation at the ’phone. “Well, you try it. Order a hundred pounds of flour, and two dollars’ worth of granulated sugar, and five pounds of bacon, and a_ten-pound crock of dairy butter, and six dozen eggs, and a lot of soap, and cotto- suet, and Toasted Corn Flakes, and some candy for the children. I guess they’ll bring that order out!” The grocer went back to the door and faced the dust so she could not see the wrath in his face. The nerve of coming to his store to order a lot of goods from another house! His prices were the same as those of the city dealers, and sometimes he made a little cut on orders of that size, for trade was not brisk. The lady talked at the ’phone, ex- plained to Henry what she thought ef his conduct, and held on until a good customer came in, red-faced and out of breath and blurted out: _ “Why don’t you answer your ‘phone? I’ve been trying and trying to get you. We want this order fill- ed, and I’ll take the butter home with me. I’ve left the baby all alone to run over here.” The woman at the ’phone turned up her nose and continued her conver- sation. When she hung up the re- ceiver she took out a nickel. “T want a five-cent cigar for Hen- ry,’ she said. “I suppose the five- cent ones are as good as any out here. Henry buys his down town, but I want one in the house.” The grocer rolled out the cigar and pushed the nickel back. “Never mind that,” he said. “I like to treat my good customers now and then.” The lady did not see the sarcasm in his manner. She grabbed the nickel like she was rescuing it from ever- lasting flames and chucked it into They will if you her purse. Then she went to the door and meditated. “There!” she declared, presently, “T’ve forgotten to tell Henry about ordering some meat for dinner. We’re going to have company, and there isn’t a bit of meat in the house.” She walked back to the ’phone, but the grocer was too busy waiting on a customer to notice her distress at not being able to work the board. “T don’t think I’ll bother with it to-nizht,” she said, turning to the grocer. “I wonder if I could get you to buy three pounds of round steak for me when you go down in the morning?” “Why, of course,” replied the gro- cer. “How much will it be?” “T don’t know.” “Huh! I should think you’d know the price of meat! Don’t you let him put in the bone, and make him trim it nicely. If it is too far up it won’t be good, and if it is too far down it will be cut too thin. You'll be careful in ordering it, won’t you?” “T’ll do my best,” replied the man of many sorrows. “And you’ve got a good ice box here?” “Pretty good.” “And will you put the meat in the ice box just the minute you get here with it and send your boy over with it at a quarter to twelve?” The grocer came near fainting, but he took a brace and said that he would be sure and do as requested. “We don’t take ice this summer,” continued the lady. “It is so expen- sive, and the wagon don’t always stop, either.” “IT get mine regularly,” said the merchant. “And don’t send that red-headed boy over with the meat,” continued the lady. “He leaves the screen door open and lets the flies in.” “Perhaps I’d better bring it over myself,” said the grocer. “If you will be so kind. Then I can see if it is a good piece before I accept it. We have such trouble in getting good steak. I wish you’d put in a stock of meats out here.” “I may do so, later on,” the grocer. The dealer thought the woman had now played the limit. She had asked him to buy her meat for her, and put it on ice, and deliver it in person, reserving the right to reject his pur- chase at will, and had used his ’phone to order a lot of goods from a rival. He stood waiting for her to diz up the change. “T don’t know if I’ve got the change,” she said, fingering her purse. “’m quite sure I haven’t. You put it down on a slip and I’ll pay you the next time I come in. It’s such a bother having Henry away evenings!” The grocer followed the customer to the door and stood smiling at her as she went down the street. Then came John B., the doctor from the other side of the square. “What’s the grin about?” he ask- ed. “T came out here,” replied the gro- cer, “to escape the rush of the city. I thought I’'d get out in a rural neighborhood, where I’d become per- replied , sonally acquainted with every cus-|f tomer and have a nice, friendly time filling orders.” “Well?” “And I’ve zot bald headed, and cross-grained, and I’m going to give up my lease and get a store some- where in the slums. I rather think I shall like to do business with thieves and confidence people again. Say, if I had the nerve of that woman who just went out I’d go on the road sell- ing sawdust for breakfast food!” “T notice that you’re getting old,” laughed the doctor. “Old!” roared the grocer. “I’ve aged ten years in the last ten min- utes. You did right to move out into the suburbs. Doctors are needed out here. Not nerve doctors, but doc- tors up on mental diseases. nerve of the natives is all right.” Alfred B. Tozer. ++ > People who give sunshine never have to beg sympathy. The} Earnestness Will Win. Others judge us by the way we go at a thing. A young minister, un- familiar with the time tables, was late in filling his appointment on the first Sabbath. As the car stopped after the audience had waited halfan hour, they were relieved. But there was a tinge of amusement as he came bustling up the aisle, his apology made as he went, “Good afternoon, everybody! I’m late; but I know now how to plan and I shall not repeat the offense.” Then, with a word to the organist, he went to work with a vim that convinced his hearers that he could not only preach but could do whatever he attempted. No matter whether you are called upon to fit a pair of shoes, match a piece of lace or furnish the best plow for heavy soil, enter into your work with a Show your cus- tomer that you are interested in his behalf. Get waked up to the full realization of all there is in the sub- ject. The will. man Or woman who wants to make a purchase of you is quick te resent any indifference shown. I1 you have not the article, you may be forgiven; but if you show plainly that you do not care, are not in the least concerned whether it is found not, this is an offense not easily for- gotten. If you do not more than half look over your own stock, the indifference or touches; but if you get down to hard, earnest business, your work will be remembered. Earnestness is a forceful lever in Overcoming many obstacles. Through it seemingly impossible work has Without it all stagnates. It builds up business, increases trade, quick- ens our efforts and makes work more enjoyable. Its power is electric in keeping the machinery of trade in good working order. oO There is a world of difference be- tween self-reverence and_ self-adora- tion. been and can be done. work lags or Only a dead faith can~be separated from living morals. FIRE AND BURGLAR PROOF AFES Grand Rapids Safe Co. Tradesman Building MICHIGAN TRADESMAN October 20, 1909 Dec DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Corner Ionia and Louis Streets, Grand Rapids, Mich. Subscription Price. Two dollars per year, payable in ad- vance, Five dollars for three years, payable iin advance. Canadian subscriptions, $3.04 per year, payable in advance. No subscription accepted unless ac- companied by a signed order and the price of the first year’s subscription, Without specific instructions to the con- trary all subscriptions are continued ac- cording to order. Orders to discontinue must be accompanied by payment to date. Sample copies, 5 cents each. Extra copies of current issues, 5 cents; of issues a month or more old, 10 cents; of issues a year or more old, $1. Entered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWE, Editor. October 20, 1909 WELL NAMED. There is a bit of literary driftwood coming down to us from the early history of the oil regions to the ci- fect that, having “struck ile,” the fortunate striker placed his daughter at a fashionable boarding school. Vis- iting the institution some time after- wards and finding that his daughter lacked the ability to go on success- fully with the curriculum of the school, he urgently asked the pre- ceptress to buy the girl all that she needed and send the bill to him. It seems that the defect mentioned is not confined to the oil regions. The head of the naval academy at An- napolis seems to have found the same characteristic among the naval cadets, and has found it necessary to report five midshipmen for separation from the service on account of tude.” Whether the educational market was able to furnish the younz wom- an with what she needed most and whether the defective five at the na- val academy will be separated from the service for the same reason, the truth still stands, as it always wil! and must stand, that a peach can not be made out of a potatoe any more than a minister can be made out of a blasksmith, when once Nature has made her decree. In trying to re- verse this there come up the un- counted instances of stopping a square hole with a round plug; and it is not too much to say that at- tempts to do that account for many of the failures that everybody can easily recall. For a good many years there has been an itching desire throughout the country to send boys to the na- tional schools at West Point and An- napolis. ‘Whether this was due to a paternal wish to be free from farther responsibility or to the notion that boys in these schools were a dis- tinction worth having is a_ matter still to be decided; but there never has been a thought as to the boys’ inclination or ability to master what is generally conceded to be a very hard and a very exacting course of study. One instance among many comes up for illustration: The boy was the son of a distinguished man in “tnapti- the Middle West. The paternal head was bothered by the buzzing of the West Point Academy bee and his son’s appointment was secured to the great disgust of the selected cadet. The paternal will proved the strong- er in this case and much against his will the son was admitted to the academy. He did not stay. The boy found, himself among surroundings wholly uncongenial to him and after his first examinations he was dropped and came home. “Too much for you, were they?” “Too much. nothing!” was the explosive response. “I’m no more fit for a soldier than I am for any other impossibility; but that doesn’t ‘cut any ice’ with father. So I did the next best thing: took the exams. and flunked; and here I am.” So the rigorous examinations saved one boy from being a failure, and to that thinning out process are undoubt- edly due other instances where the inaptitude of the cadet at the acad- emy has been the means of leading him to other fields of endeavor where the inclination born in him has expanded and borne fruit more than a hundredfold. Here is another case—they are “thicker than blackberries”—where a good farmer was spoiled by trying to make a preacher of him. The boy, never a student, completed his college course and graduated at the theological seminary. He found out then that he “couldn’t preach for sour apples,” and went back to the farm where, according to last ac- counts, he was successful enough to be contented and happy. It is a case of inaptitude for the calling of the clergyman, and one of the first duties of the theological seminary is or ought to be to detect this inap- titude early and so prevent the fail- ures which in too many instances do get into the pulpit with the sanction of the theological seminary. The whole matter comes right down to this: the parent, following his own sweet will, can not fix the future of his child. Nature does that, and experience teaches that he who goes against Nature deserves the failure that invariably follows his effort. EXTERMINATE THE RATS. If these vermin have gained a foot- ing the sooner you make up your mind to abolish them the _ better. They are too expensive. They are repulsive to your patrons. They are too great a menace to health. It is estimated that a single rat will consume sixty cents’ worth of grain in a year. We all know who have had experience with this rodent that what it eats is but a small part of what it destroys. Besides damaging many other eatables it undermines walls, starts fires by gnawing match- es and has even been guilty of per- forating lead pipe; while it is so pro- lific that it is estimated that a single pair unmolested and_ suffering no losses would in three years increase to Over 20,000,000. If we allow the rats to rummage promiscuously among goods, even if they are not defaced there will be a dropping off among patrons. The very idea is revolting among food supplies; it is only a little better along other lines. Even although the story that they breed other even more de- testable vermin may not be _ fully credited. Rats are in themselves des- picable. Recent investigations of science put a new ban upon the animal and should not the first two reasons for banishing it be sufficient, there is now one presented of far greater impor- tance: The rat is the bearer of dis- ease of the worst sort. The bubonic plague is now known to be widely disseminated through this medium. Recently it was made public that more than 300 of the I,100 inmates of the penitentiary at Allegheny, Pa., are suffering from tuberculo- sis, the disease having been thus spread through rats and other ver- min, It is certainly high time that a war of extinction was made upon them, although this would doubtless be more bitter necessarily than any in which our nation was ever engaged. There are many methods which will destroy two or three. Then they be- come wary and only the very young ones are so rash as to be duped. Few other animals are so _ shrewd and their methods call for a _ continual change. When the steel trap is pass- ed by the skillful manipulator tries burying it in grain. If the wire cage that has a capacity for catching sev- eral is used throw a piece of old car- pet over all but the entrance and an- other family may be induced to en- ter. Change of bait or of location will frequently prove a success. Nev- er allow the trap to remain long with its prisoners. Others will detect the odor and avoid it. Fill up their holes. If this is not feasible use lime, copperas or chlor- ide of lime freely about their haunts. They do not enjoy having their feet burned and soon take leave. In some parts of Germany they are using a trap so connected with an electric battery that a rat on entering opens the circuit and is instantly killed. As but a low degree of electricity is re- quired there seems no reason why this plan may not become general. Just now prevention seems to be a most efficient weapon. Concrete foun- dations are practically rat-proof. Grain bins are also easily made proof against them. By keeping food out of their reach and refusing to allow the accumulation of garbage one may render the premises undesirable to them, while the trap, persistently used, will increase their dislike, even if they grow too wise to enter it. To stop runaway horses a Michigan man has patented a brake, consisting of a pointed rod, to be hung under a vehicle and attached to the. reins in such a manner that unusual press- ure upon them will force the rod in- to the road. ciisatehiihtaaietiatnaiaraianias A German inventor has taken the comic supplement artist seriously and patented an umbrella which may be turned into a boat, with rudder, sail for the stick and seat to be placed across the ribs. No man is fit for another world who is not efficient in this one. SECESSION IN CALIFORNIA. The people of the southern half of California are very much wrought up over a proposition to secede from the northern part of the State. They claim that assessments for State tax- ation bear rather inequitably upon their section, forcing them to bear a greater share of the burden of State government than should be placed upon them. The movement is meet- ing with much enthusiasm, and be- fore it has been squelched it is apt to breed some trouble and a good deal of hard feeling. There is really very little chance of such a movement succeeding, as the consent of the people of the en- tire State of California would be nec- essary, as well as the consent of Congress, neither of which is likely to be given. It was the gold excite- ment of more than half a century ago that caused a sufficient rush of popu- lation to California to make its erec- tion into a State desirable. The area of California is enormous —large enough for a dozen common- wealths if the population and_ soil were of the right sort— but much of the country is mountainous and much of the remainder is arid, so that a population of less than two millions is sparsely distributed over the soil outside the few large cities, which include almost one-half of the total. It is likely that Oklahoma will come near to showing as large a population as California, although it is a baby State. To cut such a State in two would be to create two weak States to re- place one not over strong in popula- tion at best. We have too many rot- ten boroughs of states already enjoy- ing in the Senate the same rights of representation as the bigzest state in the Union. Further mistakes of that sort should not be repeated, and no existing state should be divided up into separate commonwealths until its population has become so _ large as to be unwieldly a single State government. There probably were excellent rea- sons in earlier days to admit sparsely settled territories as states, but no such reasons exist to-day, while, on the contrary, there are a number of reasons which render small states un- desirable. There is a sufficient multi- plication of confusing and conflicting laws to make conservative public men opposed to a needless increase of the evil. The people of California will prob- ably work out some sort of com- promise of their differences without dividing their State, at least it is to be hoped they will, as there is not the faintest prospect that Congress could be induced to agree to such a useless addition to the number of States. under Your religion meets a good test when you find a stranger spreading himse!f in your private pew. POTTER RNASE ARRON SCS ARORA The man who does not acquire wis- dom as he grows older bunkoes him- self. Life is never healthier for taking religion as a pill. & =~ > ~+ “3 ff, ° y | Ua < » ” * 4 v ¥ fe 7 a et & “ ~~ — ~/ ~ a oo e + a * «it "5 b af “ 4 +2 ~~ a > ~+ ~~ A > «ef Ua 4 r - =. ty Ww ¥ is 4 a ~ th B « ~s - ~~ wt nal - ee Pd 7 * pr =a ¥ “ <4 +¢ i a. a . 4 “a | oe ‘b A x October 20, 1909 MICHIGAN TRADESMAN THE COMING KEYNOTE. It was to be expected when Presi- dent Lowell, of Harvard University, assumed the duties of his office that at that time there would be a change of policy not only in regard to the University over which he was taking control but that the policy itself would serve as a keynote to the ed- ucational interests throughout the country, all of them greatly influenc- ed by the leading educational center of the land. For a‘long time there has been the idea abroad that Harvard in thought and in method was not in perfect harmony with the rest of the coun- try in the training of young men. It is believed that, while the American home turned over to Harvard its first born and its best and without stint in every direction drew no limiting line, the home-coming laurel-bearer has not realized the thome ideal. There is too much of the self-cen- tered in action and in speech and, after making all due allowances for the boundless knowledge which by right the college graduate is expect- ed to possess, there is that indefinite something else which the seal of a great university should leave upon and with those who have enjoyed to the full all that cultured refinement can stamp upon the manhood it has prepared for the broadest and most enlightened citizenship that the world knows. If, and the conjunction contains no challenge, a single book shelf of mod- erate dimensions contains a liberal ed- ucation is it quite the thing for an in- stitution of learning, a university, for example, to insist on four years to ac- quire that “liberal” education; and, admitting that, is not the cost of the four years’ course at the university a pretty big price to pay for an educa- tion, even a liberal one, that by ac- tual measurement is five feet long? Another thought which Puritan New England shares with the rest of the country is what is for a better term called a religious indifference. True or untrue, the college generally is not troubling itself much in regard to matters spiritual; and without in- sisting on it the Harvard student has with him the idea that his indiffer- ence is something to be proud of. What is good enough for the Harvard man is good enough for the rest of the. student world, and what the stu- dent world, as such, accepts young men not students readily take for granted and so the country is filled up with a countless class of young men who look upon the Bible as a sort of literary hayseed and its sub- ject-matter as something not worth the consideration of the university student. What has all this to do with Har- vard University? Nothing, now; only an opportunity is now given to the opponents of Harvard to say that the policy obtaining there for lo! these many years and that has filled the land with unbelievers is the natural re- sult to be expected from a man who at this age and period of the world declares that in the religion of the future, as he conceives it, “There will be no authority, either spiritual or temporal, no deification of remarka- ble human beings * * no super- natural element, no sacrament except natural hallowed customs, no imag- ination of the justice of God, no con- demnation for the mass of mankind.” For some forty years the man who believes this has been at the head of Harvard University, and like all believers presumably has been catry- ing out his belief. From this point of view and especially by those who believe this to be the condition of af- fairs the change of policy at Cam- bridge will be considered with com- posure if not with delight. The declaration of President Low- ell that he is “in favor of men learn- ing one thing well and something of everything” will meet with favor the country over. It is the real farmer who states this thought best who says that “This manuring in the hill never did amount to anything, while the one thing learned well and something of everything after a thorough preparation of the whole is what will produce the harvest that’s worth the reaping.” This smacks rath- er strongly of the old method that called for thorough preparation first and then the specialty, a method that frowns down upon all cutting cross- lots and “quick meal” work and a method which furnishes the strong- est guarantee for that training, mor- al, mental and physical, which theory and practice have been able so far to secure. FOR THE MICHIGAN MAN. Between the personal efforts of well organized and energetic land companies in the Far West, the sys- tematic work of the emigration agents of great railway corporations and the picturesque and almost end- less follow-up campaigns of public welfare associations Northwest, West and South, the real home-seeker is bewildered. “Shall we go,” he asks, “to British Columbia, Washington, Oregon, Montana, the Dakotas, Ari- zona or Texas, or will it be better to stay right here in Michigan?” Answering that question attention is asked as to the resources of Mich- igan. To begin with, there is not a spot in our State where the home- seeker can fail to find good water in abundance; next there is not a spot in Michigan that is more than twenty- four hours away from a market town, while in ninety-five cases out of a hundred there is a market town with- in less than half a day’s travel. Compare this fact with the other truth, that thousands of the “new country” locations elsewhere are from one to three and four days away from a railway and a market town. There is not a spot in Michigan which is a day’s travel from a school house and a church, whereas Out West or South or Northwest there are thousands. of locations where if the home-seeker has a school or a church it must be, practically, at his own individual expense. Away in the far off country, espe- cially in the irrigated districts, land sells for from $50 to $100 or more an acre, fuel of all kinds is extremely expensive and public utilities, such as good roads, mail service, railway service, and the like, are few and far between. On the other hand, there is an abundance of good tillable land in Michigan which is available at from $10 to $25 an acre; fuel is plenty right on these lands, public utilities are frequent and numerous and— Well, just as an example: Last season the Belding-Hall Man- ufacturing Co., of Belding, planted ninety acres of stump land at Ely, four miles southwest of Pellston, Em- met county, to potatoes. Forty acres of this area had had one crop pre- viously, leaving fifty acres of virgin soil. When this crop came up it was thoroughly harrowed and later it was cultivated once. Because of stumps this crop had to be harvested entire- ly by hand. Counting the cost of seed, the cost of labor and every item of expense connected with rais- ing the crop, harvesting it and load- ing it on the cars the outlay was 19% cents per bushel. The crop, as sold, was 12,432 bushels, for which the company received 45 cents per bushel, or a total of $5,594.40, which, with the total expense of $2,424.24, represented a net profit of $3,170.18, or over $35.22 per acre. In this way, in one year, the com- pany raised enough potatoes on the ninety acres to considerably more than pay the original cost of the land, and with the property free and clear of debt, a nice balance in the bank and no water or irrigation tax to pay each year the property is look- ed upon as an excellent investment. Just think this over awhile, Mr. Home-seeker. SCIENTIFIC SELLING. Time was, in the old, old when the average customer who en- tered a retail store of any kind fig- uratively entered it with a warning on his lips. He had figured that his was but a_ limited and uncertain knowledge as to the quality of goods he wished to buy; that he did not know positively just what price he cught to pay and to cap the climax, he looked upon clerks—who possess- ed the information he did not have— as clever swindlers eager to cheat him on both quality and price. The store counter was a sort of bar over which the merits of the sit- uation must be threshed out, pro and con, to a verdict. For that reason the customer insisted tupon pulling out both warp and woof to see if the fabric were all wool; or upon soaking the bit of calico with saliva to find out if the color would fade or of tasting the sugar in search of sand, and so on. To-day the successful merchant and the successful clerk are those who give an absolutely square deal to the customers, and men of this class are so numerous that the crook—the pinchback dealer—has lit- tle or no show except as a blatant blower for goods offered under the fiction of some make-believe sale, a transient nuisance which, happily, is becoming less trequent as the months are passing. The salesman who earns a good salary and promotions now and then is the one who knows the lines he days, handles, who appreciates the fact that he deals with people who rely upon his rectitude and his judgment and who strives to give them just ex- actly what they desire. Such a sales- man, through experience and a care. ful study of people, becomes scien- tific in his vocation without becoming dishonest. And no man can become such a salesman unless he has not only the ambition to succeed but the unfalter- ing determination to be honest with his customer and to himself. A certain proportion of customers faced daily by the retail salesman is not favorably disposed:at the outset. and the dishonest salesman will fail to win over such a customer twenty times where the square dealing sales- man will win nine times out of ten, because customers study clerks quite as often as clerks study them, and the chap who is trying to “do” a patron more often than otherwise uncon- sciously reveals that intent. The truthful, conscientious clerk has ab- solutely nothing to conceal and a customer is not slow to recognize that fact and so gives his confidence ir: return. OUR BOYS. In every town there is a problem connected with their welfare. In the smaller ones the tradesman must in a large degree help to solve it. If there is no club room they come to the store to be entertained. You may wish that your room could be freed from the loafer pests. Yet they are good customers and you can not af- ford to offend. And so they persist in coming night after night. But what is the trend of conversa- tion? Is it elevating or the reverse? Are they lifted up or dragged down? Is your store retaining its good repu- tation or is it falling into disrepute? Are the boys gradually getting into lit- tle games that are virtually gambling, indulging in stories that had better remain untold, or in any way lower- ing their standing and that of your house? There are some prohibitory rules needed; there are trends which wil! uplift. A successful village merchant handles phonographs and makes it a point to supply good* music during some part of the evening if desir- ed. He has many choice selections and the result is that he is building up a healthful taste for the art. Those who once preferred the rag-tag song now choose music of a much higher order. The reform could scarcely have come if publicly declared as a reform. It has been worked by al- lowing the good to take possession and exclude the baser sort. There are many ways. through which the store may become a prime factor in elevating the boys of the community. Strive to gain their good will, their confidence. Give them the best possible in word. thought and deed, as well as in goods. Countenance no indecency. If your room must be the evening gath- ering place, let the air be pure for the moral as well as the physical be- ing. 10 MICHIGAN TRADESMAN October 20, 1909 BREAD WITHOUT FLOUR. Preparing Wheat For Food Without Grinding It. Numerous ways of preparing the wheat grain for food without grind- ing it into flour are now in vogue, but the product is in all cases a so-called cereal of the “breakfast-food” variety and does not take the place of bread. There are, however, little-used meth- ods of preparing bread from the grain without previous grinding; and the improvements on those recently in- troduced by two French inventors bid fair to make the resulting article of food familiar and popular. If this DETAIL OF SCREW-THRBADS, method becomes common we _ shall hereafter, instead of buying flour, purchase wheat in the grain, soak it ‘and run it through a machine, from which it will issue as dough ready to be baked into bread. Whether the millers will approve of this flourless bread is another and a somewhat in- teresting question. Mr. Henri Blin, who describes this new process in La Nature, writes as follows: “To transform, all at once and without intermediary, the grains of wheat into a substantial and healthful bread would seem to be the ideal de- sideratum. But the practical solution ot this interesting problem meets with serious mechanical difficulties, such as the complete trituration of the bran, the heating of the starch when treated in the dry state, and, above all, the routine and powerful interests of the flour trade.” A process intended to bring about the desired result, we are told, was devised some time ago by a French- man named Sezille, but it has not been successful in that his apparatus was not able to effect simultaneously the grinding of the wheat, the pulver- ization of the bran and the kneading of the dough, with or without admix- ture of yeast and salt, with the wa- ter necessary to do this work in the closed space of one and the same machine. This very thing has now been accomplished by a process in- vented by Messrs. Desgoffe and Georges. Says the writer: “These various functions, in spite of their lack of similarity, are practi- cally united by the use of a special breadmaker called an ‘antispire,’ whose use concentrates the work of the mill, of the bolter and of knead- irg in a light apparatus that may be operated by hand for small quanti- ties of the product, or by any kind of motor with power proportionate to the desired output.” This machine, or “panificator,” the writer goes on to say (we omit his detailed description) consists of a large screw turning loosely in a case on whose inner surface is also a screw thread running in the opposite direction. Between the main threads on the cylinder are smaller threads, and the depth of the groove between the main threads grows progressively smaller from one end to the other, so that it will hold the entire wheat grain as it enters the machine, but at the exit will accommodate only the pulverized wheat. The grain is intro- duced through a funnel at one end of the machine, which may be mount- ed either horizontally or vertically. We read: “To bring about direct panification on the Desgoffe-and-Georges process the wheat must be previously pre- pared; it is washed in much water to remove impurities, after which it is poured into another receptacle having twice the capacity necessary to hold it in its dry state. About a pint of water to a pound of wheat is add- ed; with tepid water six hours is suf- ficient to soak the grain so that it swells to double its volume. As soon as the grain has been soaked through it may be panified; it is then mixed with the necessary quantity of yeast and salt, or this mixture need not be made until the wheat has been pass- ed through the machine. “Thus prepared the wheat is poured into the funnel of the panificator, BREAD-MACHINE MOUNTED VERTICALLY, whence it penetrates automatically in- to the body of the machine, passing through a distributor whose output is regulated proportionally to the power available. “From the distributor the wheat falls between the threads of the mov- ing screw and those of the fixed con- trary screw, which crush simultane- ously the envelop and the body of the grain, making cof them a homogene- ous mixture, which, just before leav- ing the machine, already forms a smooth paste, but the work of knead- ing is terminted by the operation of a glider formed of two parallel sur- faces whose distance apart is regula- ble. These surfaces are channeled in opposite directions; one is movable and is the extremity of the screw it- self, while the other is fixed to the contrary screw and has a central hole through which the dough es- capes in the form of a continuous ns = = = “To prevent all heating of the mass during the work and to maintain the proper degree of moisture a current of water is sent through the interior of the machine. * * * * * “The dough, on issuing from the machine, is put into baskets, which ere covered with woolen cloth and al- lowed to stand in a warm place. As soon as it begins to rise it is divided into long loaves and placed on wood- en tables covered with warm cloth, until the moment when it is put into the oven. The latter, after the bread has been introduced, is sealed with clay. “After baking forty to forty-five minutes, as to the degree of heat, the AM 2 yee) SJ BREAD-MACHINE MOUNTED HORIZONTALLY. form of the loaves and their size, they are removed and then a brush, slight- ly moistened, is passed over the smoking top of each loaf to give to the crust an aspect more agreeable to the eye. “Bread obtained by this process contains a succession of holes whose size increases as they approach the crust, which is very thin. The odor given off is very agreeable and much more pronounced than that of ordi- nary baker’s bread. “The Desgoffe-and-Georges proc- ess would appear to combine all the advantages of the direct panification of wheat. The amount of bread made from 100 pounds of ordinary wheat treated by this process is 150 pounds (180, in a state of dough). The in- convenience of bran in the dough is done away with by reducing the whole grain to a homogeneous mass. “This method enables us to obtain a dough containing the wheat in its entirety, and consequently a so-called natural, total, or rational’ bread.” —_———o->-o_ The Track of the Camel in the Store. Written for the Tradesman. In one of the school readers in use more than forty years ago was a story of an Oriental who had gone forth to seek a camel which had gone astray. Meeting a traveler he asked him if he had seen a stray camel. “Was it loaded with wheat on one side and honey on the other?” asked the pilgrim. “Ves,” “Was it lame in one foot?” ‘Wes? “Had it lost a front tooth?” “Yes.” “Was it blind in one eye?” “Yes; that was my camel. did you see it?” “TI have seen no camel at all,” said the traveler. “How, then, could you know all about it?” cried the astonished owner. And then the traveler told him that he had seen the track of a camel and by careful observation of the signs along its trail he had learned these things. He had seen ants on one side Where carrying grains of wheat; on the oth- er side bees were at work on bits of honey; one footprint showed that a toe was gone; the camel browsed only one side of its path, and wher- ever a mouthful of grass was cropped off there was a tuft left in the cen- ter. So he knew it was loaded with wheat and honey, was lame, blind in one eye and had lost a front tooth. No doubt there are a great many small stores where the track of the camel is frequently found. Of course it is not the proprietor who leaves the track but his assistant. Let the pro- prietor be away an hour or two and when he returns he discovers the camel’s track. By following it about the store he can tell nearly every kind of goods that has been sold or looked over during his absence. Perhaps the first thing he notices is the cover off a sugar or cracker barrel or the door of a bin open. Then he looks around and sees the lid swung off the coffee-mill or the scoop not quite in place; a tea-chest is open, also the cheese-case, or else the cheese-knife is on the counter outside the case. The cash drawer is left part way out, the oil pump was stop- ped on the up-stroke, a spice scoop is lying beside the scales, there is sugar on the counter, showcases are littered with goods from which a pur- chaser has selected an article, and so it goes about the store. The camel has made no attempt to cover up his track. It is all right for a deliveryman or a clerk to “get a hump on himself” when the press of business requires it, but it is not always necessary for the camel to leave a_ disfiguring track behind him. In doing many kinds -of work it takes no longer to leave everything in proper shape than it does to slam things down careless- ly, haphazard, hit-or-miss. After a rush, in which things must be left as best one may, the first thing is to set everything to rights~ - clear up, pack rearrange, ready for the next customer. But the camel, having served his customers, sits down to rest or enters into con- versation with some other idler and leaves a track which annoys his care- ful employer. away, get It is not the best way to earn pro- motion, which in a small establish- ment does not mean work of a dif- ferent kind of an advanced grade, but more wages and a more intimate rela- tion with the proprietor, which will tend to a more thorough knowledge of the business and a better equip- ment for service in an enlarged ca- pacity, either as an employe or as proprietor of a store. Every worker must leave traces of his work, but let it be evidences of carefulness, order, neatness and com- pleted tasks, rather than the other kind—the camel’s track. E. E. Whitney. ee And More Than Three. Mangel—Our big note will be due to-morrow. What can we do about it? Wurzel—The law gives us_ three days of grace, doesn’t it? Mangel—It used to, but its days of disgrace now. So Man rises above the beast as he surmounts the instinct of selfishness. 2 > ra : < ‘<< , we vy << : < »~ — ~ 4 fs, J iA dm a wis 44 < & P - « ¥ + > < <4 - * > ~ f3 =~ ee ~« aS ~~ < > tS ‘ & , a , 4 t. & « - a ad: 1] ion ‘‘Double A’’ on Every Piece MICHIGAN TRADESMAN Ye Olde Fash Horehound Candy October 20, 1909 3 w ft ~~ »> ¥ i moh P il eS DAMEN ENNIS 4 WEL eR ears | NOS TUNE 0 Hie for 1 Pk eo Fawr RA recom elite . | Candy Co. iona Is good for young and good for old, It stops the cough and cures the cold. Grand Rapids, Michigan mae onty oy Putnam Factory Nat q/ oe - aot October 26, 1969 MICHIGAN TRADESMAN you put all of these outlets for milk and cream together it is easy to see black-gum tree, practically an impos- sible task. Jupe cut down the tree P oe Seat < WiC. D. CRITTENDEN CO. Y 41-43 S. Market St. ~ ad BUTTER, EGGS 4*> PROVIS ids, Mi Grand Rapids, Mich. v noe > , Wholesalers of Butter, Eggs, Cheese and Specialties # sea BUTTER AND EGGS ’ Oleo Is Checking Extreme Prices of things that have greatly surprised me.|§ are what we want and will pay top prices for. Drop us a card or call 2052, a Fy, Butter. |Since May 1 a distributing store has | gither phone, and find out. A gentleman who represents one/been in operation on one of our We want shipments of potatoes, onions, beans, pork and veal. fs of the large creamery concerns came jleading downtown streets, and up to into my office a tew days ago to talk ‘this week single pound prints have 7. i. CONDRA & CO. @ over the butter situation, and to give sold ‘over the counter at 22 cents, An|f| Mfrs. Process Butter 10 So. lonia St. Grand Rapids, Mich. me what he considered a most im-/advance of I cent is now announced a mF: portant side of the question of pro- | because of the higher cost of the duction. He remarked that he had! material that enters into its manufac- » <4 followed closely the reports of the/ture. I understand that the trade is W W t Ege be market, but there were some features | steadily increasing, and the goods are e afl Ss ig that seemed tv be somewhat lostjsold openly and for just what they atin, | dt sight of in the calculation. are. One of the large retail grocers We have a good outlet for all the eggs you can i “It is a pretty well settled fact that|with several stores has just taken ship us. We pay the highest market price. q the consumption of butter in this|out a license and will furnish oleo country has been increasing for the |to customers who want it. As the Burns Creamery Co. _ oe past half dozen years faster than the |wholesale price of a fine article is Grand Rapids, Mich. 5 production; in fect, the output of but-|about 17 cents it will be seen that the ter in the United States has made/retailer gets a handsome profit when “od little or no gain in that period,” he ‘he charges 22@23 cents. A large 7 \ said. “The increase in the number |jobber who has heretofore been us- Send { ls our Orders c > of cows is small, pasture lands, espe- |ing a low grade of oleo for bakers’ cially in the dairy belt, are becom- nin is a stocking up with sp Clover Seed, Timothy Seed and all kinds Grass Seeds ~j ing less as farmers turn more of them | goods. eport comes to me_ from ) ‘ into grain fields. Then the demand |pretty good authority that one of the Have Prompt Attention 4 for milk and cream for the city pop-|large department stores is selling ulation is increasing to an enormous |close to 16,000 pounds of oleo a week. Wholesale Dealers and Shippers Beans, Seeds and Potatoes extent, while the quantity absorbed I have referred rather specifically Moseley Bros. Office and Warehouse Second Ave. and Railroad by the condenseries, etc., is reaching |to this matter because the way the Both Phones 1217 Grand Rapids, Mich. into figures that can hardly be com-|oleo business is being pushed con- , ‘ prehended. You can see how Newl|yinces me that it is becoming an im- : York City is extending her sources of| portant factor and must be reckoned ESTABLISHED 1887 ~ 7 e supply, and I am free to say that!with in any calculation of our butter unless there is a change in the tide |market this winter. The shortness E C E C Fi of affairs more than half of thelof our butter supply insures good gy aSes, gy ase illers and =f creameries and cheese factories now | prices, but the rapidly increasing sale i « in operation in this State will bejof oleo will probably hold in check Egg Shippers’ Supplies a ~ closed within the next ten years.|the extreme views that some opera- Look at the situation of Boston, Phil-|tors have entertained—-N. Y. Produce ao » adelphia, Chicago and other large | Review. At this time of the year we are anxious to empty our warehouses cities. The famous Elgin butter sec- —___.2 and will make prices accordingly on our Hardwood Veneer tion is now given up largely to the Nothing To Boast Of. Cases, while they last, at 8%c each f. 0. b. cars. A trial will 4 production of milk for the Chicago, In ante-bellum days Col. Moore of : f ‘ convince you that they are as fine a veneer case as there is on the market or for condensing purposes. Kentucky owned a large number of ‘ “ : : " ; “Then you want to stop and think of/negroes. He was a kind master and ee ses nee in need we believe we can interest you in any- the very rapid increase in the con-|never punished his negroes with the thing you might want in our line. ll sumption of ice cream. Comparative-|whip. One day one of the field hands a ly few years ago it was a luxury out-|named “Jupe” was guilty of some = side of the cities. Now every small|negligence and was sent to the woods L. J. SMITH & CO. EATON RAPIDS, MICH. . town, and even the farming districts,|at once to cut down and split up a - enjoy it at very moderate cost. When and labored hard to split the tough f l : : or Summ : i - why the butter production of the| wood, but in vain. In the mean- d er Planting: - Millet, Fod A country is not increasing; and you|time a thunder-storm came up and er Corn, Cow Peas, Dwarf Essex + will find ample reason for present high prices. Is there not also good reason to believe that we must have high prices for years to come or until we either get supplies from oth- er countries or the trade turns more largely to substitutes?” The talk interested me and I saw the force of what my visitor had said. Knowing that there is no prob- ability that the present duty of 6 cents a pound on butter will be changed for years to come I have been casting about to see what the chances are for a larger use of oleo- margarine and have twa into some } Jupe sought refuge under a brush heap. Directly the lightning struck a large poplar near by, splitting it into kindling-wood. After the storm had passed, Jupe crawed out from his place of security and after taking a careful look at the remains of the poplar tree, which were scattered al: over the woods, said, “Mr. Lightnin’, I wish you had just tried yo’ han’ on dis black-gum. Any blame fool can split a poplar!” eee. Most children bear unmistakable evidence of having been born to make a noise in the world. Rape, Turnip and Rutabaga. ‘‘All orders filled aie ted . ALFRED J. BROWN SEED ©o., GRAND RAPIDS, MICH. OTTAWA AND LOUIS STREETS The Vinkemulder Company Jobbers and Shippers of Everything in FRUITS AND PRODUCE Grand Rapids, Mich. > £4 *~ = FA f. ® i B *_ + 4 a» ae ” co << eA © ¥ “7 ~ * 7 hm a S + «A ~ + » = a October 20, 1909 WHAT WE THINK. What Makes the Greatest Changes In Men. The average epigtani is more clevet than trué, but océasionally one is perpetrated which contains the ele- ments of truth in a large measure. Such a one is “Man is as old as he feels,” the other, and untrue, half be- ing “Woman is as old as she looks.” The writer of these lines has lived up to the border of 60 years without becoming gray headed, wrinkled of face or hump backed. If he had nev- er worked hard these things mizht not be worth mentioning, but when 1 add that I have been a constant and persistent worker in a good many fields of human effort, extending from the heaviest manual labor to sixteen hour days in a newspaper office, it will be seen that I might have been 4 physical wreck on the borders of stiility without having any blame attached to me. The plain trtith is that men do not wear out from coristant work nor from heavy work. We are told that worry killed the cat, which I do not believe, for the cat is all that goes to make for placidity and freedom from worry. I speak advisedly when I say that ninety-nine times in a hundred men gtow old at 60 because they worry about their work. They keep think- ing they are working too hard, and the psychological effect of any habit of thought invariably impresses itself on the physical courage of the think- er. I believe it to be true that most men honestly think they have a hard time getting along in business. This leads to worrying because they find it so hard to make a living, They worry because they have not made more money, because they are not able to live in the style of others with whom they are acquainted, be- cause they come to believe that the world and the powers that be are against them. They brood over their imaginary troubles, forget to keep their spines straight, forget to keep step with the world, forget to smile and think too much of old age. A Frenchman once said there are just two diseases known to man: the one he gets well of and the one he dies of. Reasoning along the same just two things to create worry: the thing we can help and the thing we can not help. If we can help it the thing to do is to apply the remedy, so worry is useless in that case. If we can not help it worry is absolutely useless, so why worry about it? About a thousand times in a year we hear some one say: “If I had done differently I would have been better off.” It is an open question whether there is any truth in such a reflection. The fact is that we all commit seri- ous mistakes, but spending time and vitality in worrying over them is such a waste of time that it is absurd. It is not so much what we eat, drink, smoke or do that affects our youthfulness as what we think. I have the authority of a good old book, which is not read enough in line, there are MICHIGAN TRADESMAN these days, for asserting that “As a man thinketh so is he.” It is what we think that makes the greatest changes in us. If we think we are overworked, underfed, abused and ill used generally the effect on us will be exactly the same as if we suffered all these “slings and arrows of out- rageous fortune.” The difference between work and drudgery is the mental attitude we assume toward any given .active ef- fort. A man works ing baseball or golf harder at play- than he does hoeing potatoes or running a lawn mower, yet a good many people will follow a golf ball for hours or put forth every effort possible in a zZame of basebail without once suspecting they have been working at top speed. They will end the day feeling in per- fect condition, whereas if they had been condemned to make brooms in the bridewell the end of the day would have found them exhausted. Every one knows this is true, and that it is true proves that work may become restful and exhilarating if we put ourselves in the mental attitude which allows us to enjoy it. If we like otf work and think it a pleasure it will not wear us down and make us grow old before our time. I have see Thomas A. Edison more than once. An undersized, slightly built man, without any appearance of great physical powers of endurance, yet he often works day and night for days without excessive reaction because he loves his work. I have worked from Monday morn- ing until Saturday night with just four and one-half hours of sleep, di- vided into two periods. Then I slept over Sunday and Monday morning went back to my office feeling no ill effects of the physical and mental debauch. I liked the work, was in- terested in seeing it through and my mental condition kept me going. The way to accomplish much is to do just one thing at a time. My rule for many years has been not to think about the work before me except to plan an orderly way of doing it and then, beginning at the beginning, do one part of it at a time, giving no thought to how much was still un- done. This saves worry and allows one to pay his whole attention to the matter in hand. Worrying never accomplished so much as the striking of one key on a typewriting machine. It is abso- lutely nil so far as results are con- cerned, except that it reduces the capacity of the one who worries. The man who has not learned that vital energy is required in thinking as well as in physical effort has not learned the rudiments of the econom- ical expenditure human force. Grief, joy, anger all react on the physical condition of the one who feels these emotions. In the same way time wasted in thinking over the things we must think of if we worry of reflects on our physical condition and uses up our vitality. I smoke moderately, I eat only what tastes good to me, and of food of this kind only as much as satisfies my appetite. I eat much fruit, keep my temper, love my neighbors as ing: much as I can, and think of my ene- mies as little as I can, and do to-day only as much of my work as I can do well. I go to bed before midnight | and get up by 6 o’clock in the morn- ing. I might have succeeded better at something else than the work I do, but I am not certain of this, therefore try to do my work well as if I had been especially born to ge it. I do not feel old. 1 do not expect to for several years to come. Miller —>~<_ Willing To Support Her. Two young ladies boarded a crowd- street on Monroe street were obliged to stand. One of them, to steady herself, took hold of what she supposed was her friend’s hand. They had stood thus for some time when, on looking down, she discov- ered that she was holding a hand. Greatly embarrassed, she ex- as Purvis. ed Car and man’s Ground Feeds None Better WYKES & CoO. GRAND RAPIDS YX BRAND, Trane All Kinds of Cut. Flowers in Season Wholesale and Retail ELI CROSS 25 Monroe Street Tem ene TRA e YOUR DELAYED 6 FREIGHT Easily and Quickly. We can tell you 10W BARLOW BROS., Grand Rapids, Mich claimed: “Oh! I’ve got the wrong hand!” Whereupon the man, with a smile, stretched forth other hand, his say- ’ “Here is the other one, madam.’ A Most of our cares are cured by care for others. i ——— True worship waits for no walls. BAGS For Beans, Potatoes Grain, Flour, Feed and Other Purposes New and Second Hand ROY BAKER Wim. Alden Smith Building Grand Rapids, Mich. fat Brand Canned Goods Packed by W. R. Roach & Co., Hart, Mich. Michigan People Want Michigan Products For Dealers in HIDES AND PELTS Look to Crohon & Roden Co., Ltd. Tanners 37 S. Market St. Grand Rapids, Mich. Ship us your Hides to be made into Robes Prices Satisfactory NAARIEN YOR VO E Wy U FLEET UNNSSSRK COMMISSION EXCLUSIVEL =a a. Pr, ELLIOT 0. GROSVENOR Late State Food Commissioner Advisory Counsel to manufacturers and jobbers whose interests are affected by the Food Laws of any state. Corre- spondence invited. 2321 Majestic Building, Detroit, Mich. SE ee a 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 havea long- ing for something different for break- fast, luncheon or dinner, try Wizard” Graham Gems, Muffins, Puffs, Waffles or Biscuits. AT ALL GROCERS. Wizard Graham is Made by Grand Rapids Grain & Milling Co. L. Pred Peabody, Mgr. firand Rapids, Michigan Your shipments of toes, Apples and Wanted and vegetables. F. E. STROUP, 7 North Ionia Ask Michigan Tradesman, Grand Rapids Butter, Eggs, Veal, Poultry, Pota- Honey; also your orders for fruits St., Grand Rapids, Michigan National Bank, Commercial Agencies Ww. C. Rea REA & A. J. Witzig WITZIG PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. We solicit consignments of Butter, Eggs, Cheese, Live and !Dressed Poultry, Beans and Potatoes. Correct and prompt returns. REFERENCES Marine National Bank, Commercial Agents, Express Companies, Trade Papers and Hundreds of Shippers. Established 1873 14 MICHIGAN TRADESMAN October 20, 1909 OUT AROUND. Jobbers Spent Three Days on a Spe- cial Train. The fourth annual Grand Rapids Wholesalers’ Trade Extension Ex- cursion last week was a _ gratifying success. It started Wednesday morning, with forty-five houses rep- resented. In three days forty-two towns were visited, calling for 390 miles of travel. The Pere Marquette furnished the special train of baggage car day coach, dining car and two compartment sleeping cars. Hugh J. Grey, of the passenger department, and Superintendent Oliver, of the din- ing car service, accompanied the train to give their personal attention to de- tails and C. A. Disbrow, of the Board of Trade, was very efficient in look- ing after the comfort and _ conve- nience of the travelers. The party took their meals and most of them slept on the train. The excursion was not a pleasure jaunt, although enjoyment was not by any means lacking. It was three days of hard work devoted to mect ing old customers and friends looking for new. The stops were short, averaging half an hour for the smaller places up to an hour for the more important points and_ three hours at Greenville and Belding. The stops were carefully calculated to be just long enough to “see the trade,” and they came so close together that there was scarcely time for a game of cards between. The trade excursionists had lists of the people they wanted’ to see in each town and other data, and when the train stopped the usual proceeding was to march in a body to the busi- ness section and then to scatter, each seeking his own. The time was too limited for long visits, but the trav- elers had the opportunity to meet their customers face to face and to size up their circumstances and condi- tions and to enquire into trade and prospects. They did not solicit or- ders, but the view was to learn { ow to make an intelligent campaign for future business. After each stop many of the excursionists were busy mak- ing notes and memorandums until the next place was reached. The business men visited seemed pleased tc see the Grand Rapids delegation and as for the excursionists they were very well satisfied with what they saw, heard and learned, with the op- portunities to meet old friends and the chances they had to make new ones. The excursion followed the Pere Marquette to Howell on Wednesday, making twelve stops. To Grand T.edge this is acknowledged Grand Rapids territory, and beyond it is de- hatable with Detroit and Toledo. Howell is only fifty-six miles from Detroit and here eccurred one of the most enjoyable events of the trip: A brass band was at the station and 2 large delegation of business men headed by Mayor Wilcox received the visitors and had automobiles to take them for an electric lizht view of the city. The business places, even the banks, were all open until & o’clock, thus enabling the visiting merchants to see them, and then an and informal reception was given in the pretty parlors of the Ladies’ Literary Club. An hour was spent in social chat. Refreshments were served and words of cordial welcome were spok- en by Mayor Wilcox. The subse- quent proceedings were turned over to L. E. Howlett, who as toastmas- ter called for speeches from Presi- dent Heber A. Knott, of the Grand Rapids Board of Trade, Chairman A. B. Merritt, of the Wholesalers’ Com- mittee, Walter K. Plumb, R. J. Pren- dergast and E. A. Stowe. The How- ell business men had no organization and the speakers from Grand Rapids spoke especially of the benefits to be gained through getting together. Aft- er the session, although it was near- ly midnight, the Howell business men held a meeting and effected a tempo- rary organization by the election of R. B. McPherson, President; E. A. Stowe, Vice-President, and L. R. Manning, Secretary and Treasurer. A Committee on Constitution and By- laws was appointed and at an early date the organization will be com- pleted. Howell has over 200 business houses and the opportunities are great for organized effort. E. A. Stowe, the Vice-President, is a prom- inent attorney of Howell and to meet him was one of the pleasures of the trip for E. A. Stowe, of Grand Rapids. The second day of the excursion, Thursday, was from Howell by way of the Grand Trunk to Durand, thence by the Ann Arbor to Ashley, and from there by the Grand Trunk to Greenville. Much of this territory is disputable with Detroit and Sagi- naw, but everywhere the Grand Rap- ids traders were received with great cordiality, and it is believed the ex- change of greetings will result in mu- tual good. At Greenville, which was reached at 8:30 in the evening, the business men were at the station with automobiles to take the visitors up- town and a pleasant social hour was spent at the City Hall, President Henry S. Jacobson, of the Greenville Board of Trade, presided. There were speeches by the President of the Greenville Council, Heber A. Knott, A. B. Merritt, Walter D. Plumb and E. A. Stowe. This reception not on the programme, but was very enjoyable and gave the Greenville and Grand Rapids merchants an ex- cellent opportunity to become ac- quainted. The last day of the trip was from Greenville to Edmore, thence to Howard City and back to Greenville and then home by way of Belding, all on the Pere Marquette. The visit to Greenville this time was purely busi- ness and the merchants were at their piaces of trade, where they could be found with the least delay. The three hour stop was none too lonz fer the purposes of the trip, not even cn top of the social session the night was before. Belding was not reached un- til after 5, and half an hour was spent in making a _ hurried trip through one of the Belding Bros. & Co.’s silk mills before calling on the business men. The excursion reached home about 9 o’clock Friday night, with a rec- ord of having not varied more than ten minutes from the schedule as pre- viously arranged and without an ac- cident of any kind. The weather the first day out was suggestive of mid- winter, but Thursday was clear and the occasional shower Friday was not enough to count. The excursionists were all in good health and not one of them missed the train or even de- layed its departure by late appear- ance. Many pleasant incidents occurred along the way besides the receptions at Howell and Greenville. At nearly every stop the leading business men were at the station to welcome the visitors and to escort them up- town. At Freeport they had badges of welcome to pin on the visitors be- fore turning them loose, President Herbert S. Miller, of the Freeport Business Men’s Association, leading in this formality. At Clarksville au- tomobiles and carriages were in wait- ing. At Corunna J. C. Quayle and a delegation of business men met the excursionists and took them uptown on the street cars. At Middleton many of the business men were at the station and before leaving they showed their hospitality by passing the cigars. At Carson City automo- biles were waiting to take the visit- ors uptown and they received a hand- some bunch of asters from a_ lady who saw them coming. At Vickery- ville the President of the village and prominent citizens were at the station to extend greetings and welcome. At Sheridan, which was reached after dark, the train was met by Mayor Kidder and a brass band and the vis- itors were escorted in a body up- town, where they were received with fireworks and a cannon. salute. At Carson City Austin W. Murray de- livered a bushel of fine apples for dis- tribution on the train and at Coral this was repeated by Skeoch & Chap- pel. At Edmore in all the windows were cards of “Welcome; Edmore is the best small town in the State; Grand Rapids next.” At Lakeview were automobiles to take the visitors to the Lakeview Hotel, where re- freshments were served, and C. M. Northrup & Co. distributed cards up- on which was inscribed, “Cook and Peary out of the race; Grand Rapids, who knows how, has_ discovered Lakeview, the biggest little city in Michigan.” After leaving Lakeview Sherwood Hall brewed a big bow! of egg nog, using a favorite formula, and this was his compliments. Southern served with On the way home from Belding the excursionists held a session in the day coach, with A. B. Merritt pre- siding. Walter K. Plumb spoke of how beneficial the trip had been to them all and offered the following: Whereas—This, our fourth annual trade excursion, has been productive ot great trade benefits and Whereas—The _ cordial __ relations which these annual events have es- tablished with the trade tributary to our city are of great value to our market, its manufacturing and whole- sale interests, be it Resolved—That it is the sense of the members of the Grand Rapids Wholesale Dealers’ Committee of the Board of Trade enroute assem- bled that our fourth annual tour has been the best and most satisfactory of these trips to date, and we heartily concur in recommending to our mem- 'bership a fifth annual Trade Exten- sion Excursion for next year, the territory and date to be later deter- mined. Other resolutions were adopted thanking the Grand Rapids National Bank for contributing the services of Earl McVay as stenographer and typewriter for the trip and thank- ing Mr. McVay personally for services; acknowledging the per- fect train and diningroom service given by Hugh J. Grey and Superin- tendent Oliver; thanking C. E. Tarte, of the Citizens Telephone Company, for the courtesies he had ziven the tourists enroute, and expressing. ap- preciation for the work of planning done by President Knott and Chair- man Merritt. The towns visited on this excursion aie mostly agricultural centers the travelers could not but be im- pressed by the atmosphere of satis- faction. Every town has a bank and a number of them have several and has its his and nearly every town news- paper. Between here and Howell general farming is the rule, with much corn and grain raised, and be- yond Lansing much attention is given tc. live stock. The second day was from stock raising through a_ rich bean country into the famous Michi- gan potato belt. The third day was through a district of potatoes and All along the line the banks, which are in close touch with the ag- ricultural interests, report good crops and prosperity among the farmers. Many apples are grown as well as potatoes and beans along the second and third days’ travel, and in the Greenville district the apple crop is of growing importance. Henry B. Fair- child and other veterans recall when this region was covered with pine and the only industry was When the pine had been land of stumps and as could be imagined. Now it is a re- gion of fine farms, with improved land quoted at $40 to $60 and even $too an acre, with very little wild land left except back from the railroad. The rapid improvement of the coun- try and its apparent prosperity im- pressed the tourists as to trade pos- sibilities and the importance of keep ing in close touch with the business men there. oe Forlorn Hope. “Yes, it must be a terrible thing to go through life without your limb. But you must remember it will be restored to you in the next world.” “T know it will, mum, but dat don’t encourage me, for it was cut off when I was a baby, an’ it won’t come with- in a couple of foot of de ground when it’s restored.” —__»-2 Plausible. “lve just figured out how the Ve- nus de Milo came to lose her arms.” “How?” “She broke them off trying to but- ton her shirtwaist up the back.” ee Rr beans. lumbering cut it was dreary as A man never improves his charac- ter by posing for a reputation. ay October 20, 1909 i MICHIGAN TRADESMAN 18 Six Per Cent. Irrigation Bonds at Par---Secured by a > | Thousand Farms | We Own and Offer | $500,000 | FIRST MORTGAGE 6% BONDS of the 7 Big Lost River Irrigation Company Blaine, Bingham and Fremont Counties, Idaho —_ ' we oe (The American Trust & Savings Bank, Chicago, Trustee) Dated July 1, 1909. Principal and semi-annual interest pay- able January rst and July 1st at the American Trust & Savings Bank, Chicago, or at the First National Bank, New York, at the option of the holder. Bonds mature serially January rst, 1915, to January Ist, 1923. Denominations $100, $500 and $1,000. Bonds maturing from January Ist, 1920, to and including January rst, 1923, are optional on January Ist, 1910, or any interest date there- after, at 103 and interest. Project Under Government and State Supervision These bonds are issued by the Big Lost River Irrigation Company in accordance with the Act of Congress known as the Carey Act. They have complied with the provisions of this Act and have the approval of the Secretary of the Interior and the State Engineer of Idaho on the plans and specifications for the construction of the works, and the approval of the water supply to be furnished through the canals to the: land for irrigation purposes. Location: The District is located partly in three counties—Bingham, Blaine and Fremont Counties. They are noted as being the choice sugar beet section of Idaho; 62 per cent. of the sugar beets raised in the State and 25 per cent. of the potatoes come from these three counties. Of the $28,000,000 invested in irrigation works in the State over $6,000,000 is in these three counties, and of the $68,000,000 farm products raised in Idaho last year $13,000,000 came from these three counties. The Oregon Short Line Railway passes through the southern boundary of the district, and a right of way is now being secured for a line which will run through the center of the tract for a dis- tance of twenty miles. The Products: The principal products are wheat, oats, potatoes, alfalfa, sugar beets, fruits and all garden produce. Markets: Surrounding the district on all sides is the great sheep graz- ing section of Southern Idaho. The sheep men look to the irriga- tion sections for alfalfa and winter feed, making a constant and increasing demand. Montana annually imports $10,000,000 of farm products, and the Copper Mining camp of Butte is situated only 200 miles from the district and affords an outlet for a large amount at favorable prices. Sugar factories at Idaho Falls are ready to contract for all of the sugar beets raised. Salt Lake City, situated 250 miles to the south, annually buys great amounts of these farm products. Portland, Oregon, one of the largest grain shipping ports in the world, is only 600 miles distant. Water Supply: The Big Lost River and Antelope Creek furnish the water for the district. Accurate measurements of the streams have been Child, Hulswit & Co. BANKERS Michigan Trust Building Grand Rapids, Mich. recorded by the Government for several years, and in connection with a great natural reservoir, Mackay Lake, 133,000 acre feet of water will be impounded, more than enough to supply with water the 125,000 acres in the completed district. Security: This issue of bonds is secured by a first mortgage on all of the property of the Big Lost River Irrigation Company, consist- ing of valuable water rights, 80 miles of canal now completed and the Mackay Reservoir, which is now in process of construction. It is estimated that the entire system will be completed and ready for operation for the irrigation season of IgIo. Additional Security Held by the Trustee: In fixing the price of the water rights for the lands under this canal system, the State Land Board of Idaho appraised these lands and placed on them one of the highest valuations of any Carey Act land approved by the State Engineer for segrega'ion, and the price of the water right at $40 per acre. The contract provides that $4.00 of this amount shall be paid in cash and the balance in easy installments. To secure these deferred payments, the farmer gives a first mortgage lien on his land and on his water right and these mortgages are assigned to and deposited with the American Trust & Savings Bank, Chicago, Trustee, as additional security to the bondholder. As these mortgages are retired: funds are provided for the principal and interest of this bond issue. By the terms of the trust deed bonds may be issued not to exceed $25 per acre; and the Trustee is restricted from certifying any bonds until there have been deposited with the Trustee these farm mortgages as stated above. Our experts estimate the value of this land with a full paid water right at not less than $100 per acre, so that the security is estimated at four times the amount of the bond issue. Summary of Strong Points: Mortgage liens on agricultural lands representing in value about four times the amount of the bonds. Serial payments—quick reduction of debt. Water supply, irrigation works and land approved by the National Government and by the Government of Idaho. Exceptional location, surrounded by irrigation sections of demonstrated value. Economical distribution of water by gravity pressure. Engineering features approved by the Bion J. Arnold Com- pany, of Chicago. Legality approved by Adams & Candy, of Chicago. These securities have been thoroughly investigated on the ground by officials of these companies in turn, and we offer them with great confidence. Price Par and Interest, Netting 6 Per Cent. Orders may be telegraphed at our expense. Trowbridge & Niver Co. BANKERS First National Bank Building Chicago, Ill. 16 MICHIGAN TRADESMAN October 20, 1909 nig HOW IS A LAD TO KNOW As To What He Can Best Under- take. Written for the Tradesman. “How is a lad 17 or 18 years old to have any clear idea as to what de- partment of human endeavor he is best fitted to enter?” asks an affec- tionate and generous father who is a retail merchant and says that he is hopeful that his son may aspire to something more influential and im- pertant than his own calling. Such an enquiry and its addendum may be discussed from various stand- points. Those studious delvers and careful record keepers who delight in such problems agree that about 2 per cent. of the youngsters who have just graduated from high school or are about to graduate have clear, well worked out conclusions as to their natural bents and in relation to their own abilities, and that 50 per cent. of that 2 per cent. succeed in carry- ing out their ambitions. Other investigators have concluded and announced that at least 75 per cent. of the commercially successful men of to-day are those who, either as orphans or the sons of fathers who were not wealthy, were forced, as mere boys, to look out for them- selves and possibly for others and so were compelled to learn the value of money and to save-a portion of their earnings. Yet another theory, backed by in- vestigation and careful analysis, de- clares that while a vast majority of young men just beginning their lives as business men artisans, clergymen, lawyers, doctors, merchants, archi- tects, engineers, and so on, do so by accident or because of unforeseen cir- cumstances, a majority meet with only moderate success because, dur- ing the initial few years of their ef- forts as students, first, and practition- ers later, they are uncertain and in doubt as to whether they are proceed- ing wisely. An eminent octogenarian who was tremendously successful as a manu- facturer and beloved as an employer oi labor once declared that he had seen hundreds of boys enter his shops because they needed employment and wages and cheerfully undertook whatever offered. Three-fourths of them were failures because, almost in- stantly, they wanted something dif- ferent and within a fortnight were talking higher wages. “The boy who wins,” he added, “is the one who ac- cepts a position, no matter what, and goes at it as though expecting it would be his occupation through life. Such boys are immediately interest- ed in their work, are observing, faith- ful and accurate and almost before they realize it have learned all there is to learn about their jobs and so are ready to go a step farther up. Such a boy is invaluable because one knows that he will master each step and will, ultimately, reach the top. Those are the boys who become master workmen, foremen, superintendents and. presidents of our great indus- tries and, more often than other- wise, they are boys who did not have educational advantages except they were provided by themselves.” “When I see a boy come into our shops at a wage of $6 a week or per- haps $0,” said the superintendent of one of the departments of the Amer- ican Car & Foundry Co., “and ob- setve that he spends no time looking around to see what others are doing I call the attention of the foreman or the assistant foreman where he is employed and ask them to keep tab or him for two or three days and re- port to me. Once in awhile I am disappointed but not often, and I have seen dozens of such boys grow to manhood and become high salaried workers and good at handling men and materials.” Any number of such records might be rehearsed and they all embody the idea that the boy who succeeds is the one who is willing and anxious to work, willing and anxious to learn and willing and anxious to save a portion of each day’s wages. That is about all there is to it, seemingly, be- cause such boys very soon become so thoroughly informed and so entirely competent at whatever they under- take that, no matter whether they en- joyed the occupation at the outset or not, they very promptly learn not only to like it but to hold high aspirations in relation thereto. Now as to the matters of impor- tance and influence, referred to by the enquiring father who aspires to something higher than merchandising at retail for is son: All retail merchants can not be- come Marshall Fields or John Wan- amakers and it is fortunate that it is so. Fortunate for the thousands of villages and cities in the land and fortunate for the people who live in those cities. Why? Because with very, very rare excep- tions the most influential citizens in the average American city or village is the retail merchant. He is not only very frequently called to the highest municipal office in the gift of his community, but he is found a leader in religious and educational matters and it is the retail merchant who is first and most surely appealed to in furthering apy proposition, in- dustrial, commercial or purely civic, conceived for the betterment of the community. The average retail mer- chant has a closer, more intimate knowledge as to his fellow citizens, their families, their ambitions, pleas- ures, disappointments, disasters and sorrows than is possessed by others, and so his influence, rightly exerted, is as potent as may be—much more than is the influence of the large ma- jority of other citizens who know only on hearsay or casually. Perhaps our friend’s son would make a miserably unsuccessful mer- chant. We do not know, and possi- bly the father is correct in his am- bition; but, if so, it is not because retail merchandising is an unimpor- tant, ineffective occupation. Heredity may not cut much of a figure in the case and possibly the matter of en- vironment is a feeble factor. We do not know, and perhaps the father does. If he is in doubt on any one or all of these points he would best leave the problem in the hands of his son and devote his entire powers of pa- ternal love and fatherly influence to the task of impressing upon the son’s mind the value of sticking to what- ever he decides to undertake, of working, observing and studying con- stantly until he masters it and, what- ever his income may be, of saving a specific portion thereof every week. L. F. Rand. a The Sowing of Wild Oats a Costly Crop. You may think, young man, that it is necessary for you to sow a lot of wild oats in order to show that you are a young fellow of spirit. That pernicious and fool doctrine has done more harm to the world than almost any other saying that I know of. You can make a fool of yourself and afterward straighten up and make a pretty decent, useful sort of a man, but let me tell you this, when a mistake is made the effect of it can never be entirely eradicated. Your heart is a machine that is intended to do so much work in a given time. When you are sowing your wild oats you are overtaxing that machine and sooner or later the extra strain you put on it will tell. I have seen men who abused themselves for many a year. They kept on sowing wild oats and for a good while they seemed to be all right, but after awhile the machine went to pieces, just as an engine that has been overstrained will run along for a time and do the extra work, but sooner or later it fails. I have spoken of your heart, but after all that is only part of the wonderful machine that has been giv- en you to work with. When you are sowing your wild oats you are abus- ing every part of that wonderful ma- chine, your body, and when you have injured it you never can make it quite as good as new, But that is not the worst of it: The young fellow who sows’ wild oats abuses the best part of himself, his mind. He loses the fine sense of hon- or and conscienticusness that counts for so much in after life. You think that it is exhibition of manliness and smartness for you to be wild. You are afraid if you do not act wild you will be known as a sissy- boy. Some time in the future when you find out what you lost and what damage you did yourself you know that you were just : a will little smooth faced fool and that what you thought was 2 manliness was really weakness and folly. Because, young fellow, it takes more strength of character and man- liness to resist the temptation to do these foolish things than it takes to drift along with the tide and do as the wild young men do. Really, young man, when you take a little time to think it over you must know that it doesn’t take much brains or manliness to make a fool of yourself, Anybody can drink whisky, but the fact is that it is the mark of a fool and not of a wise man to do it. You think that it looks manly to go along the street smoking a pipe. You think perhaps that in the eyes of business men that will make you seem more important. Well, let me whisper this to you: It does not. Even the busj- ness man who smokes himself thinks less of you when he sees you going down the street smoking either a pipe or a cigar. He knows that you are trying to show that you are traveling with the jolly boys and the jolly boys are not the kind that he needs in his business. Now, you may not think that the business men are not paying any attention to you, but there is where you are mistaken again. Ifyou are doing as the rest of the swift set are doing he ranks you with them and comes to the conclusion that you will not cut much figure so long as you try to travel that gait. There are chances, mighty good chances, in this world for the right sort of young fellows, fellows who have’ enough strength of character to pursue an independent course and not just trail along with the rest of the set and do the same fool things the rest of the young men in that set do. The young fellow who attends to business, who lets all such foolishness as_ whisky and pipes and billiards alone, stands « good deal better show of getting a good job than the fellow who is put- ting in most of his time in sucking a: a pipe or chasing round a billiard ta ble. Yes, there are more young men than there are good jobs, but there are more good jobs than there are young men who are really fitted to take them.—Merchants Journal. ——_2 + ____ Bound To Be Contented. Some time ago there was a flood in British Columbia. An old fellow who had lost nearly everything he possessed was sitting on the roof of his house as it floated along when a boat approached. “Hello, John!” “Hello, Dave!” “Are your fowls all washed away, John?” “Yes, but the ducks can swim,” re- plied the old man. “Apple-trees gone?” “Well, they said the crop woute be a failure, anyhow.” “I see the flood’s away above your window.” “That’s all right, Dave. Them winders needed washin’, anyhow.” 2+ Never judge people by _ their clothes. Even a poorly dressed man may be a millionaire. OT LL Pe iN aaa1LS “HIGAN STATE MIGn pwone The New Flavoring Mapleine Crescent Mfg. Co., Seattle Sole Manufacturers cerns ee oS » 4 4 Kr gl » = ee a «x S44 Kr gl > "4 ¢ % 4 » oy % e a 4 a he, oi ~~ > » 4 a. ad ~ - ae October 20, 1909 The Old Is Still Good. Written for the Tradesman. “A penny saved is two pence dear,” and a few other similar proverbs which Benjamin Franklin gave out as hints to those who would be rich, are sneered at to-day by a vast majority of the young people, and their argu- ment is that conditions in 1736 were vastly different from those at pres- ent prevailing, But are they prodigiously changed? Are the basic principles of life any different from those which were rec- ognized and observed centuries ago? Is it any more easily possible to- day to gain an honorable living with- out industry, thrift and more or less skill than it was two centuries ago? Does the typical spendthrift get on in the world steadily and more repu- tably than did his recklessly extray- agant ancestor of the sixteenth or seventeenth century? “I’d rather keep a peanut stand on the street corner than commit myself to a life of working for somebody else,” says the chap who has worked on a salary basis for twenty-five or thirty years, but the chances are, had he begun life working for himself, even for a most meager income, that such a man would have been a fail- ure as a business man on his own ac- count because he lacks the initiative impulse or sense; was shy on lead- ership and did not know and could not learn how to save a portion of his earnings. Just such men existed and just sich comments (based upon a life- time of failure) were made when “Poor Richard” was providing texts for the epigram builders of to-day that are frequently voiced at present. The men who earned, saved, turn- ed their money over and over again and always at a profit in the days of saddle riding, coach driving and sail- ing vessels were no whit different from the moneymakers and lenders who know all about traction shares, and electric light and power shares, and so on. The essentials in business have not very materially changed in the cen- turies and the old “penny saved is two pence dear” is just as potent as eas ever. The singular thing is _ that, spite the ages of experience humanity has to its credit, and in spite of the confirmations of that experience re- hearsed by fathers to sons, very, very few of the youngsters become con- vinced. Rather, they are sceptical and, firm in their faith that things will be different for them, they in- sist upon learning their lessons for themselves. Chas. S. Hathaway. de- in Grand Rapids Fifty Years Ago. Written for the Tradesman. It may be interesting to know that on the evening of May 9, 1859—over half a century ago—a meeting was held in Withey’s hall to “organize a base ball club in Grand Rapids, to be governed by the rules and regulations of the National Association of Base Ball Players.” At that time there were base ball clubs in Detroit, Ann Arbor, Adrian, Jackson, Kalamazoo and Grand Rap- Base Ball MICHIGAN TRADESMAN ids, but they were absolutely inde- pendent organizations and each one, meagerly informed as to the rules and regulations that had been evolv- ed by the newly organized Associa- tion in the East, was in the habit of making its own ground rules, which were based upon the unwritten rules of “long ball” or “rounders,” and so were a combination of both. The meeting in Withey’s hall was the first step taken in Michigan to organize under the National but, unfortunately, no known as to the result of that meet- ing beyond the preservation of a few of the youngsters who the Club. They Gilbert and Stewart McCray, Lewis Morrison, S. H. Ballard, Warren Smith, “Billy” Godfroy, John Squier, Michael Cordes, “Hobe” Chipman, P. F. Sliter and “Billy” Martin. The late E. S. Eggleston, Dr. J. C. Par- ker and John W. Peirce were honor- ary members. There is no record as to positions played except that “Bil- ly” Godfroy was said to be the best catcher in the Club and that the Mc- Cray boys were both first-class pitch- The favorite ball ground was on “Baldwin’s berry field”—north of rules, record is names were members of were Crs. Lyon street and east of Prospect street—although games were also played on the “Gunnison flats,” on the West Side. The next notable base ball crowd in Grand Rapids, along in the late 60’s and early 70’s, included John J. Belknap, A. B. Porter, the late N. B. Scribner, Barney Berry, Lute Lock- wood, James Smithers and _ others, and this Club, playing in approximate conformity with the rules, had many a warm contest with teams at Ionia, Lowell, Lamont, Grand Haven and other nearby places and were usually the winners. The star base runners of this team were A. B. Porter, John J. Belknap and N. B. Scribner. Bar- ney Berry was a star short stop and the team as an entity was known as “a crowd of heavy. batters.” As Ordered. A produce commission house, which prides itself on filling all or- ders correctly, recently received a letter from a customer saying: “Gentlemen—This is the first time we ever knew you to make a mistake in our order. You are: well aware that we buy the very best country eggs. The last you sent are too poor for our trade. What shall we do with them?” The fair fame of the house for nev- er making an error seemed to be at stake, but the bright mind of the ju- nior partner found a way out of it. He wrote: “Gentlemen—We are sorry to hear that our last consignment did not suit you. There was, however, no mis- take on our part. We have looked up your original order and find that it reads as follows: ‘Rush fifty crates eggs. We want them bad.’” EI rc. Then His Honk Would Be Heard. “Do you own an automobile?” “Well, not so that you could hear it coming. I’m waiting until I can buy one for a dollar down and a dol- lar a month.” 17 There’s a good profit for you in Karo— There’s satisfaction for every customer in Karo. It is good down to the final drop. Unequalled for table use and cooking —fine for griddle cakes— dandy for candy. Co . Webbe ao chaos NUT Peale acels sha aT PD 1 ET THE SYRUP OF PURITY AND WHOLESOMENESS i on your shelves is as good as gold itself— doesn’t tie up your money any length of time, for the steady demand, induced by its quality and by our persistent, widespread advertising keeps it moving. Develop the Karo end of your business—it will pay you hand- somely. Your jobber will tell you all about it. CORN PRODUCTS REFINING CO. NEW YORK. Klingman’s Summer and Cottage Furniture: Exposition An Inviting It is none too soon to begin thinking about toning up the Cottage and Porch. Our present display exceeds all previous efforts in these lines. All the well known makes show a great improvement this season and several very attractive new designs have been added. The best Porch and Cottage Furniture and where to get it. Klingman’s Sample Furniture Co. lonia, Fountain and Division Sts. Entrance to retail store 76 N. lonia St. WILLS Making your will is often delayed. | Our blank form sent on request and | you can have it made at once. We also send our pamphlet defining the laws on the disposition of real and_ personal property. Trustee Guardian ae The Michigan Trust Co. Grand Rapids, Mich. 18 MICHIGAN TRADESMAN October 20, 1909 A GOOD SCHOOL. Some Ways Its Usefulness Can Be Determined. Sixth Paper. There is no test for a good school— that is, no simple and easily applied test—although it is well to add that the non-existence of a thing does not prevent a great deal of talk about it. I am often asked for a test good drinking water, the explanation being kindly added, “I mean some- thing that you can put into the wa- ter to tell at once whether it is fit to drink.” Alas, it is not so simple a matter. And so with a good school, Ot a I used to suppose that certain per- sons were divinely gifted with the ability to tell a good school or a good teacher at 2 glance, they were sc ready to admit the possession of such a gift; but when I found how far astray in their judgments’ they often were I began to suspect the whole At present I. would sooner trust a school official who should say, as a city superimtendent said to me the cther day, “In the matter of education the rea] thing is not easy to discriminate. The very elect may be deceived. I am newly elect here and am very liable to be.” And yet the difference between the best and the poorest school is enor- class. mous. This is true, even in a com- mercial way. A good school is an asset of great value. But more: a school may be so excellent, so trust- ed and so used as to render the bring- ing up of children in that neighbor- hood to lives of honor and usefulness extremely certain; or it may be bad as to make life in the vicinity intolerable, permanently lower the standards of morality and render the locality a cipher in state and national affairs. A very common test for a school is that pupils like it. “Johnny likes his school,” is the usual formula of ap- proval. And the test is a valuable one, even although in Johnny’s mind the question is between school and at so idling home alone and going where some- thing is doing, even although a part of that activity concerns itself with Latin and algebra There are many things going on in a public school not set down in the course of study, and some of them quite as interesting. In this respect the children are very much like their elders who console themselves at their daily tasks by thinking of the hcur of whist or the spin in the motor car or, “just fooling with the dog,’ at its close. The point is that the men work and the children go to school uncomplain- ingly. The test is a valuable one. A still better test, in my own thought, although here the majority opinion is against me, is devotion to seme particular teacher. “Johnny likes his teacher” is also a usual formula of approval of a school. The objec- tion to this extremely common per- sonal devotion to a favorite teacher, amounting at times almost to an in- fatuation, is that it diverts attention from i the cornfield; or between the truth that the teacher is trying to impart to the teacher her- self. A pupil may dearly love a teacher and yet forget every lesson she makes it the business of her life to teach. The most spiritual and pow- erful address to teachers to which I _this “Do not seek a per- and neglect every duty which ever listened strongly urged point of view. sonal following among your pupils. to devotion to the truth you teach rather than to your- self,” said this wise and good woman. Tennant, the great Strive secure revivalist, was passing one summer day through a small town in New Jersey in which he had carried on a series of meet- As his horse was slowly plashing along the sandy street he was suddenly star- tied from his revery by a man in a state of extreme intoxication who staggered out of a saloon and called to him to stop. At first Tennant tried to avoid him, but, finding it im- possible, he waited for him to come ings during the previous winter. up. The drunken man _ precipitated himself upon the great preacher, “Why, Mr. Tennant! Mr. don’t you know me? You man who converted me.” Tennant looked at him sadly. “Yes, you look like one of my converts; if, God Al- mighty had converted you you would not have been in this condition.” The teacher is most honored by those who heed his words. Milton says, “The sheep look up and are not fed.” Yes; they look up in adoration at their shepherd and that is well; but if they Tennant! are the would grow they must bury _ their noses in the succulent grass. But for all this I must maintain my point that the test is a valuable one. High regard, devotion and personal affec- tion spiritual forces of great power and tend not only to induce imitation of the person admired, but to set in motion new regenerating forces of character. The devotee is really helped by his devotion. An earmark of a good school is found in the fact that the pupils are interested in the very things for which the school is maintained. 1 have indicated above that many side is- sues may properly come in to render education attractive—or at least en- durable—to pupils, but if they take the place of the main issue they in- are dicate a low type of school. I heard a gentleman say not long ago that three of his sons had graduated at a large university and yet he felt sure that no one of them ever, during his university course or afterward, spoke or thought about his class work ex- cept during the class hour. I ques- tion whether he knew what his boys were thinking about through all those years, but I am certain that if this could truly be said of any public school it would show that its useful- ness was small. Not to have an aim, not to feel its worth and to press on to its accomplishment is to be out- side the main current of life. A good school makes a new social climate within the institution, with new interests, new enthusiasms, new groupings. It acts as a solvent, like pioneering or picnicing. Boys and girls who before had few interests, a narrow range of habits and who had fallen into sets and groups gain new interests, form new groups, do new things. Some fine morning the big bad boy, at once hero and bully of lic with high scholarship. Really, the school, has vertigo. and bewildered because he finds no- body looking at him. He plays his tion upon himself. The teacher has not discredited him; she has simply | made him uninteresting. There is no | necromancy about it. She is really in- terested in other things and her inter- est is contagious. She is not trying to look over his She really does so, head. A good schoo] also allies itself with good things outside the school with- out losing its grip upon things inside. This thought is so common in these days that I will dismiss it with a sin- gle example. I once lived for a few months in a town of some 20,000 in- hebitants, where I constantly asked in the early days of my stay) “how I liked the town,” but | whether I had noticed that none of the boys ever threw missiles of any kind. It seemed that some months | previous to my coming there had} been such a riot of breaking windows | and street lamps and of the destruc- | tion of property generally that a meeting of citizens had been called to consider this along with other juve-| nile delinquencies. The teachers of the | was not public schools, headed by the high} school principal, offered to see what | could be done about throwing stones, | sticks, snowballs, etc., within the city | limits. As a result everybody, even the Chief of Police, agreed in saying that the throwing of missiles had en- | tirely ceased. Now I have seen some | boys in my day and I do not believe | that for two years—that was the usual | story—a stone was thrown in the city. | I can only say that I never saw one | thrown and that not a pane of glass broken in even the most deso- | late and abandoned house in the out- | skirts of the town. When the State} Superintendent of Public Instruction | conferred the degree of L. L. D. up-| on the principal in of | great proficiency and some original | Was recognition work in Latin, he referred publicly | to his wonderful influence over the | boys of the town as not incompati- | He is dazed | ‘it—the teachers simply ‘authority conferred upon them by the be cide hut Eile to focus atten- | CEUs OF the town such as the peo- » , a c | | to ithe patient will about wielded there was nothing wonderful ail ple of most cities are unwilling to yield to any one. I am aware, as I advertised at the ‘outset, that I am not making much oi this search for some marks of 4 good school, although I am sure that it would be very useful to the aver- age citizen to know how his school stands among the schools of the State and of the world. At least he should be unwilling to condemn until he has some test upon which he can rely. Instead of seeking particular marks of a good school would it not be better to the matter broadly and ask what the public schools are for and whether they are for view more fulfilling their mission? This enquiry ii would like to enter upon in a very simple way in my next. Edwin A. ee A Chance. The Night Nurse—Has that medi- cine come that the doctor promised send? The Day Nurse—Not yet. The Night Nurse—Then I guess the Strong. live through | night. Kent State Bank Grand Rapids, Mich. $500,000 180,000 Copal = + « Surplus and Profits . Deposits 544 Million Dollars HENRY IDEMA i J. A. COVODE President Vice President Cashier 2.0.5. VERDIER - - - - 34% Paid on Certificates You can do your banking business with us easily by mail. Write us about it if interested. paid for about a dozen years. A HOME INVESTMENT Where you know all about the business, the management, the officers HAS REAL ADVANTAGES For this reason, among others, the stock of THE CITIZENS TELEPHONE CO. has proved popular. Its quarterly cash dividends of two per cent. have been Investigate the proposition. DUDLEY E WATERS, Pres. CHAS. E. HAZELTINE, V. Pres, JOHN E. PECK, V. Pres. Wm. G. Herpolsheimer We Make a Specialty of Accounts of Banks and Bankers The Grand Rapids National Bank Corner Monroe and Ottawa Sts. DIRECTORS Chas. H. Bender Geo. H. Long Ch 1 Melvin J . Clark John Mowat a es een ee = co. . . . on Dudley E. Waters ° ; i ig gee ol n E. Peck Wm. Widdicomb Chas. A. Phelps We Solicit Accounts of Banks and Individuals F. M DAVIS, Cashier JOHN L. BENJAMIN, Asst. Cashier A. T. SLAGHT, Asst. Cashier Wm. S. Winegar “a “ > < aay Te ) ae. y wy >». ft & ~ a + a ee. ® ~~ De | € > a fh i 8 v ~*~ > & +—d - > u ef é <4. ~” = —_ ~< + ” .v - 4 + 4 » we . 74 a £ ol a October 20, 1909 MICHIGAN TRADESMAN 19 Hosford Defends the Pioneer Mer- chant. Written for the Tradesman, “A lot of money was made by the | pioneer merchants,” said old Sam Katon as he emptied his briar pipe and began refilling out of the box of “Peerless” on the counter. “’Mem- ber old Lampton, Jude?” “Wal, I shud remark,” returned the other old resident, working his jaws rapidly on his quid of borrowed “Flounder.” “Them was the days when men made money hand over fist. Old Gideon Lampton made easy and spent easy; he was rich one day and pore as Job’s turkey the next. He got religion when he was pore; went back to his sins the minute the greenbacks rolled in. Queer duck was ‘old Gid.”’ “That’s no dream,” mumbled the other old resident. “Gid. was a strong Methodist when he felt like it, but nobody took him seriously,” remarked Philo Hosford, who had not before spoken. “I knew Gideon Lampton when he first came to the lumber country. He was a hus- tler all right, but made many ene- mies and wound up a rough and tum- ble existence by dying in poverty aft- er alk “So? I heerd ’at he went West ter live long of one o’ his darters,” said Jude Drenks. “Seems to me I did hear ’at he hadn’t much, though, when he passed in his checks. He was a mean old curmudgeon in some ways, mean as pore whisky and twice dangerous. I reckin thousand’ ‘at hated old Gid. walked on.” as there’s a men the groun’ “That’s true enough,” the first speaker. “Gid. Lampton hadn’t an honest hair in his While he made money and pretended to be pious he worked the people to the limit. He cheated whenever he had a chance, and few there that cared a rap for the old fellow in ad- How true it is that ‘As ye sow that shall ye also reap,’ or words similar. I never thought of such men as many of pioneer merchants were—skinners by nature; agreed head. WCTe versity. much OIE bound to cheat at every opportunity.” “T trust, gentlemen, that you don’t mean quite all that you say,” put in Mr. Hosford. “Nearly every chant) I ran afoul of in an early was honest and obliging. Of there were exceptions, but I conceding that Gid. Lampton was one of them.” “You don’t mean to say that old reprobate had an honest streak “T do say it most emphatically.” “T guess you never got into his clutches.” (Viatis what) 1 upon a time, and that is why I say Gideon was not as black as you two try to paint him. I know he had his weak points, but one of them was not love of money. Gideon Lampton was the reverse of a skinflint. He was gen- erous to a fault.” “Generous!” and Jude Drenks near- Iv fell off his chair, while the first old citizen flourished his pipe and zgroan- ed. The idea that good could come out of Israel seemed to quite paralyze the two old residents. mer- day course am not the did once Philo Hosford smiled and his arms. folded | “E- maintain,” said he, “that the | pioneer merchant you speak about ‘had beneath his rough exterior a { | heart that pulsated with human kind- ness. In more cases than one he was generous to a fault.” “Vd like to know when,” gasped Sam Katon with a grunt of disgust “Why, that old villain robbed every- body, even to widows and orphans! Shoot, don’t talk to me of that man’s 'good heart; he hadn’t any—that part of his anatomy was flint, right down hard flint and not flesh and blood.” “Wuss nor ’at,” coincided old Jude. ‘it seems that | am wp against: it,’ said Hosford, “and yet I am_ not going to take back jot or tittle of what I said about Gideon Lampton. I have known him to put his hand down in his pocket and aid a sick man te the extent of his last cent. He took in a dying logger who had been turned from several doors and cared for him until he died, paying both doctor bill When Bill killed in a headed and funeral Henderson’s expenses. horses were rollway accident Gideon a subscription paper with the largest amount of any of the signers and there were several better able to pay than he,’ FOn: sneered Ka- ton iL all that. Putting his name at the top was one of the but there the great i. > VES, OF COlrse, understand Came a old on a old rascals tricks. day for payment when man fell He splurge, but not.in it when it came Old Gid. hked to be and down. was tc making good. in the did put up, when could make a nice profit, nce other- limelight sometimes he by doing so he wise, be sure.” “Go grunted things you may and heap up the abuse,” Hlostord. "5 that ‘ho amount | of outsiders can feaze. out, homesick and old Gideon, this bugbear of on know some talk I was down and by penniless, when your im- dollars, with his blessing, and sent me on my way rejoicing. That the time of the breaking out of the Civil War. I never | advice old Gid. a father.” “Is it possible?” “Quite possible,” continued Hos- ford. I remember the old chap’s kindness the more because of the fact that he had beaten my father in a suit at law some time before and the elder men were enemies. I got home after a spell and have always. felt kindly toward Mr. Lampton for his advice and pecuniary aid in time of trouble. I lived in the south part of the State at that time, and, believe it or not, I was two weeks making my way home.” agination, gave me twenty was about shall forget the kind gave me; he was like 2 “We believe it, of course,” said Jude. “Old Gid.' must have had a. re- markable streak of goodness just at that time,’ suggested Katon. His kindness to you was in direct contrast tc his treatment of his only son, whom he sent to jail for stealing a horse. He also sold two kinds of whisky out of one cask. Didn’t know that, did you? Well, it’s true. When | bar old Gid. came to the woods after de- serting his wife in an Eastern State he set up a tent and sold whisky to the Indians and poor whites. three and all out of five cent liquor over the sameé eask. No- had not the backwoods nobody, Jim 'Fishet, tapped the barrel through the tent and began treating his friends at a When old Gid. found out he was being robbed a row cent a. glass. the cheat plainly disclosed. How was that for honesty? It was of a piece with all of old Gid.’s doings.” “Jes’ like the ornary cuss,” mented Jude Drenks. “He got inter Oh, yes, he had a heart all right, any human critter I No, sir,” as Hosford look- fur believe it. way ‘arned it, with good round int’res’ ter boot. Own up, Phile.” “Never did,” tlosford. said the immobile “And old Gid. never asked for tl loan?” Never,’ said Hosford. “Queer,” grunted Jude. “Somewhat queer perhaps,” Kied Mr Hosfard. “You that was the time of State banks and wild- cat \S a boy I know until | that it out of business six months before.” SORE? Chat ~ € SCe, currency. did Was Of a gasped Jude. accounts for the old man’s Katon argued, right,” Hosford with a dry laugh. J. M. Merritl. ————~— 2 generosity,” “Perhaps you are agreed makes no friends has his He who greatest foe in himself. He sold | the | body would have found out the truth | started, the tent was demolished and | supple- | trouble onct fur passin’ bogus money. | but | as for its ever beatin’ in a friendly | don’t | ed daggers, “I bet you hed ter pay | back that twenty about as soon’s you | queried the astonished Katon. | chuc- | not | tried to pass the twenty | bank that had gone | | They Took His Advice. | The head of a large business house “Da it them bought a number of those now’ signs and hung up jaround his be | tive offices. They were effec- beyond expectation, and yet it jcan hardly be said that they worked When after the first few days the | well. the business man counted up {sults he found that the cashier skipped off with $15,000, the book-keeper had eloped with the ste- rc had head |nographer, three clerks had asked for a raise in salary and the office boy had set out to become a_ highway- man. Called. Harold—Bah Jove, I told my tail- or I’d lke to marry some rich girl and become interested in settlement work, Percy—What did he say? I’d better get to on that Harold—He said rk and make a settlement wo lsuit I bought two years ago. bommercialGredit Co. Lid Credit Advices and Collections 1 MICHIGAN OFFICES | Murray Building, Grand Rapids | Majestic Building, Detroit Mason Block, Muskegon } | | | ' 139-141 Monroe St. | ed | GRAND RAPIDS, MICH. GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY FIRE Grand Rapids, Mich. The Leading Agency WE CAN THE NATIONAL ITY BANK GRAND RAPIDS 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 FAY YOU Many out of town customers can testify to the ease with which they can do business with this bank by mail and have their needs promptly attended to Capital $800,000 NATIONAL BANK Resources $7,000,000 N21 CANAL STREET MICHIGAN TRADESMAN October 20, 1909 ee ABSA Cannes = A a S77 ie 3 SAF Se — ~ .- The Perfect Woman Not Yet Dis- covered. In common with the remainder of my sex I yearn for the admiration of man. Oh, you teed not deny it, sister. I know that out in the world we as- sume a lofty air of indifference to the opinion of our brothers, but this is the confessional, and it is the solemn truth that from the cradle to the time when she works herself into the grave trying to please him, the main object of every woman’s to win the applause of man. Now, not only for my own personal profit but with a view to being a mis- sionary to my sex I have been at much trouble to collect a large amount of valuable data on the sub- ject of what qualities men admire in women, and what attributes go to make up the masculine ideal of the perfect woman. I have found: life is 1. That a woman must be beauti- ful. This demand, however, is not so discouraging in reality as it looks on its face, since not one man in a million knows a pretty woman when he sees her, or is any judge of beauty. [le can be fooled by a pretty dress, a lively manner, an agreeable talker. Paris who sets his criterion of beauty, and we have all seen him bestow the apple upon some pretty homely Venuses. Every man is a own Never- theless, beauty is the first item on his list of feminine charms, the one thing he never fails to continually compliment her but nothing disgusts much as her to be vain. Therefore, a woman should be beautiful, but not know it. upon, him so for 2 A woman should well-dressed. who was always’ be There never was a man not a slave to frilly skirts and frou-frou petticoats and high- heeled slippers. No young man will go out with a girl who does not make a good appearance and look smart. husbands exist whose love can stand curl papers and wrappers. Even on the street car and in business men make an insidious distinction between the woman who looks dowdy and the one who is silk-lined. It is men who Few make women’s clothes the most im- T3 iy 1 ree TT jee i 7 2 1. r v 9 T No Direct Sales to ANY retailer. The little grocer ownsour goods just as cheaply as the biggest grocer in the trade and gets a living chance. G ¢ ah 7 TLE 7 ih ey fy 1 vlad BEST SELLER ON THE MARKET No Free Deals Nothing upsets the calculations of the grocerand leads him astray so much as the ‘‘free deal.’’ He buys beyond his .- needs. You know the rest. portant thing in the world to her, and yet they never weary of upbraiding her for thinking so much about dress. A woman, therefore, to come up to the masculine ideal, should always be the glass of fashion, but she should not spend much time nor money in being it. 3. A woman should be intelligent. She should keep up with the times so as to be able to understand when a man expounds the political situa- tion, and tells how he could have set- tled the coal strike in two minutes, with one hand tied behind him, or hew he could run the Government without a hitch, but she should never know enough to argue the question with him or have an opinion of her own. In other words, she should know enough, but not too much. 4. A woman should be sympa- thetic. She should be one of those whom it joy to tell the sad. She should be the hour while a man descants on his achievements, his hopes, She should be able to rejoice with him when he re- joices and weep with him when he but if she should happen to have any hopes comprehending creatures to unalloyed sad story of your life. willing to listen by is an his prospects. weeps, or plans or troubles of her own she should keep them to herself. No living man will sit pa- tiently by and let a woman confide in him, and if she attempts to tell him her troubles he gets up and flees. A man’s definition of sympathy is a quality that is strictly feminine. is no reciprocity in it is concerned. Therefore, a There So far as she sweet, Four Points of the Square Deal Policy Kellogg Toasted Corn Flake Co. Battle Creek, Mich. a |! . ree | a aay 7 i a7 T TTT ARE 1] lit sympathetic woman is one who will let you tell her your troubles and who never comes back with her own. should have a sense Nothing so bores a man as a woman who does not understand «a joke, and who never sees the point his witticisms, but a man loathes and fears the female who has the gif of saying smart things The reason there are no humor- ists is because every woman story she A man’s idea of a woman with a proper sense of hu- mor is one who will laugh at his old jokes forty-seven times and attempt to self, 6A It gives 5. A woman of humor. herself. woman time a attempts to te!l a funny gets sat down upon. handrunniny never tell one her- woman should he the average man a when he hears a religious. genuine woman ex- press a belief in the new thought, or the higher criticism or any of the ag- nostic fads of the day. His ideal woman says her prayers be- she to bed, and for and goes to church, and is as orthodox as the Confession of Faith, but he is perfectly willing for her to There- long as shock always fore goes prays him monopolize the virtue of piety. a woman iS a Saint as she goes off to church by herself and leaves a man to the Sunday papers. If fore, makes him go with her she is a bigot and a she fanatic: 7. A woman must be gay and live- ly. because men want to and entertained, and in women have to make all of the run- They must be able to play a good hand at cards, because it bores be amused this country ning, TTT TT ps z G I Ko} No Quantity price. You don’t have to load up on.a perishable stock to have our goods at bottom prices. They are always fresh and suit the customer. L AF Z oe _ if daub di a | Pe | PROFITS SURE AND CONTINUOUS No Premium Schemes Premiums are a ‘‘de- lusion and a snare.’’ When you want an honest package of corn flakes, don’t buy cheap crockery and toys. 4 bob LTE in bbb hbbhbhbhhhh hhh 5 AAARAAAL lh Litt NOTIONS 4 wd ea sry} { tes Yi, f marc eeet (6° - FCC a LL . i, ( OVERPERSUASION Tradesman. Written for the Tradesman. It doesn’t pay for a storekeeper or his clerk to try to dissuade a person | against his or her will. Last spring a young brother of mine went to a men’s furnishing es- tablishment to get himself a cap. The store is large and well known have the reputation of please the buying public. of them slipped a cog somehow in my brother’s case. In this instance he not was not pleased in the sale, but that sale trying 3ut one only was the means of so displeasing him | everlastingly cut out that |>. _,, : size,” I that he has “ place,” as he puts it. The boy wanted a cap to wear to| ler school. He is a young shaver; you could count his years on both hands | istrictly away from that establishment and one hand more. Like most fel- lows of that age, he is a trifle more than beginning to “take notice” tle matters of dress. The cap he intended to buy was to be of black or navy blue, so that it | would go nicely with almost any-| thing in the way of suits. Besides this advantage either black or navy to recommend it the particularly as deli- combination that had dainty white in it. When the returned home had discarded his old cap and mounting his curly pate displaying enormous black and white plaids. I observed that the was minus the jubilant should accompany the any new clothes that satisfy one and below the there was a scowl that is not in evidence when the world, wheeling around on its axis, “soes well” with a lad. Also door shut with an ominous slam, a scarcely at blue would have fact that it show dust cate color would not or soil would a or any colors boy or was young air wearing that visor slam betokening a mind rest with all mankind. “What's the matter, asked as the boy flung. an easy chair. “Matter enough!” he exclaimed with spirit. “A young jack-a-napes in the hat department of Blank & Co.’s has inveigled me into taking a cap that I don’t like, and furthermore never will like so long as the thing shall. last, and it two. sizes too small for my kopf into the bargain!” with a vicious kick at the cat which he knew would just miss her. “Well, but, my dear,’ I expostu- lated, “you did not have to take the headgear when you knew you didn’t brotherkin?” I himself into is |‘sticker’ ithe ito |l informed that ithat the cap was a million miles too ismall and the genera! run of its employes |i, is Clerkship—he just overruled tO | my every objection, so that, really, I i brother in lit- | ithey ‘antipathy ‘somewhat unfounded, and yet I ‘could ‘not blame him, iformed just as intense a dislike for ia store where | had a similar experi- ishoes instead of he | { sur- | a cap| of | ‘could not, the | j [like it, and you must have been thor- ‘oughly aware whether or no it fitted Should Not Be Resorted To By the your noddle.” “T told the clerk, and I kept telling |him, that the cap wasn’t at all to my liking, but I it had been a and he wanted to get rid of measly thing so foisted it on defenseless little Willie. Besides, clerk—drat him!— guess for me. But it made no diff. seemed to without be unable to come away taking the lid with me. But [ shall never wear it,” and my sweet tweaked the tablecover. “Take give will and it back and satisfaction sensibly get what in material advised. you “T71l do no such a thing.” broth- indignantly declared. oS 2 “What I shall do is simply my to keep in the future. I shall get my stuff in some other place—some store where me take what don’t want and to make well I misfit.” won't try I know very that 15 a It seemed to me that my brother’s to that special store was tor i myself once ence, only the hated purchase headwear. was The dealer at whose store I bought ithe offending footcoverings was the most specious of talkers. He could |without the least particle of effort ipersuade you into the conviction that man | the moon really is composed of the most vivid of emerald cheese. You to save your life, success- fully dispute the cunning arguments jhe would put forth in support of his theory. I wanted all-leather shoes—I came heme with cloth tops. I wanted lac- ed shoes—I came home with buttons up each outside. I wanted _ short vamps as my feet are long to start with—I came home with long vamps. I wanted medium soles—I came home with soles thick enough to wade a creek. IT never went into that store and furthermore I never wish would think all the while of shoes, whose every line and item of which I abominated. again to—I those other I never wore the shoes once. They littered up the house for all of six months. Then I gave them to a poor girl who only too glad to get anything that spells s-h-o-e-s if they will only hold together. is That store might have had my pat- ronage for years had the proprietor not lacked the essential characteristic of letting a customer have her way Ideal Shirts We wish to call your atten- in buying things for her own self to wear. tion to our line of work shirts, When so-called box coats were iN} which is most complete, in- the height of their popularity a cer- cluding tain bright young lady of Grand Rap- Chambrays ids, and decidedly pretty, too, went Drills over to Chicago to do some trading. Among other things that she contem- Sateens plated buying was a street coat. Silkeline She went to one of the _ largest Percales stores, where she chanced to fall to Bedford Cords the more or less tender mercies of a Maiiras pertly officious girl clerk. Pajama Cloth This attractive young lady from the Furniture City was not long in These goods are all selected stating her requirement. in the very latest coloring, Coat after coat was brought out of : i its receptacle and tried on her petite including figure—many styles, many colors of Plain Black garments. The tightfitting ones bet- Two-tone Effects er suite or ideas 5 ad gen- ter suited her ideas. he had ge Bieci ond Witte Gets erally worn one of these and knew Beot tak hal them to be becoming. But for some egimenta aie then occult reason the clerk insisted Cream that a short tan box coat was “just Champagne what you want.” The customer could Gray underst: thy r le clerk 3 not understand why the voluble cle White ever kept coming back to one of the tan coats the box lines. She thought that it might be for the rea- son that the box design was likely to out of fashion sooner than the tight-fitting At rate, no matter what tried on, the clerk, said, kept reverting to the box coat, saying that the patron was slender and slender people were the PURITAN HATS 1910 Spring Line Now Ready |9]Q Write us for samples. DEAL CLOTHING GRAND RAPIDS. Micn on 2G garment. any was as Our representatives are now hustling for Spring Orders. If the ‘‘Puritan” is not shown in your town may one of them call on you? H. A. Wright W. R. Pike W. F. Fendler J. A. Caddy Ferd F. Fendler J. R. Waddell C. K. Donaldson Fred T. Wright Geo. S. Mortlock P. F. Johnson L. J. Patterson G. H. GATES & CO. 190 and 192 Jefferson Ave. DETROIT, MICH. P. S.—We have a full line of Winter Caps, Gloves, Mittens, etc., in stock for immediate use. —- j = 4 W i : See “Stee i 7 October 20, 1909 mn vety ones who ought to purchase that kind. Finally, induced by such overper- suasion on the part of the pragmati- cal employe, the pretty young lady from the Michigan city took the coat that the former so freely exploited. It was neatly done up and sent to the address of the latter’s hostess and in due time found its way to its destina- tion in the Peninsular State, where it was fiever worn with any degree of satisfaction by owner, who was overjoyed when the thing wore out, and who, long before she saw the last of it, mentally registered a most sal- emn compact with herself never, nev- er again to allow herself to be influ- enced by a clerk to the extent of be- ing drawn into purchasing anything its against her own better judgment, a vow which she has kept inviolably. I might add that the pretty young Grand Rapids lady afterward took on more avoirdupois, which rendered the box coat still more hateful to her. Of eourse, she recognized the fact that she could not exactly -lay the blame for her added embonpoint the shoulders of the girl who waited on her in the cloak department of the big Chicago store, but still she has never been able to disassociate the thought of the the garment sold, and to this day that clerk is ta- the Michigan _ girl goes over to that particular establish- on clerk from she booed whenever ment to invest in a coat or cape. But if there is one situation more than another where a woman. suc- the during the fatiguing, altogether harassing the blandishments of wily clerk it is perplexing ordeal of selecting something to go to cumbs to and the adornment of her own devoted topknot. Here, as (in no. other quandary of life, is she almost certain to come to grief. 3efore starting on this most wear- isome and worrisome of missions she what sort of a time she is going to have. What with the blarney of Miladi, the mil- indecision, plus knows full well just liner, and her the condition of her husband’s pock- ethook and his attitude his wife in conjunction with said pocket- hook, the customer gets into a state own toward welnigh bordering on distraction. If the studying up the new ideas when she enters the its betting on: a sure thing that she is going to be- bewildered as if were new. world. her store patron has not been place come -as she wandering around in a Everything appears strange to and probably outlandish as well. All the hats Icok impossible for her. The milliner gets the customer in- cozy little mirror-lined booth—if the store is recherche— where the latter is sort of hypno- tized by her surroundings, which are ealculated to make her forget to be shocked by the enormity of the prices tucked on to the hats. Or Miss Mil- liner screens the patron off if the con- cern is one popular with the hoi pol- lei, or mayhap there is not even a screen to protect her from the gaze of the openly or covertly curious. to a nice Hat removed, siege begins. Doz- ens of chapeaux are tried on by the courageous and hopeful millinery pro- wa MICHIGAN TRADESMAN moter only to be rejected as too large or too small, too crazy, too heavy, too dark, too light—anything but too cheap in cost! Ah, no, “that were a consummation devoutly to be wished” but, however, too good to be true. At last the customer is suited. She has on the dearest little hat—one that is stylish to a degree, light, with a nice feel on the head, has elegant ma- terial. She asks the price and is told that the little stunner is “only $45 and remarkably cheap at that!” Her spirits fall a thousand miles— possibly a trifle less—and she leaves the store a sadder yet a wiser woman. Of course, the milliner tries to get the patron to take this “little love of a hat,’ but the latter knows better than the one waiting on her what her husband will “stand for? and she says sorrowfully that she “can’t take the hat much as she adores it.” But the undaunted vender of nu- merous veritable millinery frights re- doubles her efforts and is rewarded in the end by selling an unbecoming, loaded-down hat of terrific expansion to her customer, who is, more likely than not, an inoffensive-looking lit- tle kitten of a woman who is com- pletely eclipsed by the horrible head- gear unflinchingly foisted upon her. “The customer need not take such a hat,’ innocently enunciates some not-to-be-eliminated but mere man. A man of this description should certainly be inveigled into accom- panying his wife on a shopping ex- pedition. When the milliner got his money he, be a_ sadder but wiser person-than he on crossing her threshold the first time! would, in- too, would Was Experience in this case deed, be a dear teacher. And so it Were a woman always able to give her fancy free rein as to her “jeweled mass of millinery’ there would be fewer misfits between woman and her but when she can _ not the “simple elegance” or “elegant simplicity” that she dotes on she often lets herself be talked in- to buying something for which she knows she has no earthly use and that will simply haunt her for months goes. headwear, compass cG COME. Verily, verily, as declares H. Con- way: “A peer is an accident of birth, but great milliner is a gift from above!” Beatrix Beaumont. 2.2. —____ Chicago’s Only Woman Butcher. Chicago has a woman butcher who can cut a steak or cleave a joint as well as any man in the trade. On a Saturday, which is the busiest day with butchers who cater to trade on the boulevards, can see her in her shop in fifty-first street, near Prairie avenue, dexterously handling knife, saw, or cleaver as she speedi- ly cuts up a roast of beef, a shoulder of mutton, er Frenches chops in the most approved manner. She wears the spotless garb of the trained nurse, minus the cap, and cov- you ers her dress with a regular butcher’s apron such as the men wear. She seems to enjoy her work immensely, and, being a housewife, can give the best advice to the newly wedded cus- tomer as to cuts and quantities. When questioned why she took up the butcher’s trade, she said that her husband, who owns the shop, had dif- hceulty in securing competent help and 30 she decided to be his assistant. Her children have followed her ex- ample of helpfulness, the daughter acting as cashier, while the sons sist at as- cutting and chopping meat and making deliveries. ———_>2 > - A Human Candle. Wages—l found something besides a candle that will answer that old riddle, “The longer it stands the e shorter it grows.” Wiggs—What is it? Waggs—A candidate. stands for office have The longer 5 he the shorter he 23 Becker, Mayer & Co. Chicago LITTLE FELLOWS’ AND YOUNG MEN’S CLOTHES grows financially. Weare manufacturers of Trimmed and Untrimmed Hats For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Division St. Grand Rapids, Mich. The best fitting muffier made. oo We also have a good line of knitted mutfiers to retail at 25c and a large line of reefers from $4.25 up to $12.00 per dozen. P. STEKETEE & SONS’ Wholesale Dry Goods a Xt it. Grand Rapids, Mich. Try Yarn Department Our We Have in Stock Saxony Germantown Ice Wool figure with us. German Knitting Worsted Spanish Worsted Shetland Floss Shetland Wool Angora Wool We aim to carry all of the best selling shades of the above kinds. If not at present handling this item, then It will pay you to do so. Exclusively Wholesale GRAND RAPIDS DRY GOODS Co. Grand Rapids, Mich. 24 MICHIGAN TRADESMAN October 20, 1909 RAISE THE IDEALS. High Wages and Low Ideals a Poor Combination. Labor is not a problem—it is a con- dition. We can not solve a condi- tion—-we can only improve it. The way to improve that condition is in raising the ideals of the men who constitute it. The way to raise these ideals is by a process of education which is sim- ple, direct, inexpensive and in every day, but in another department of our business. use There are two major distinctions in the business of industry, one is pro- duction, the other is selling. Labor is involved in the produc- tion. Now, we have been applying edu- cation—publicity, advertising—to the selling department for years. We have educated our markets to the higher standards of our products, to better business ‘honesty, and all with a per- fectly selfish end in view. Why not use exactly the means, in the same way, to the sam: end in the production departments of our organizations? Advertising, as applied to the sell- ing departments of a business, has be- come a science. Each of us is apply- ing that science in one form or an- other to meet his individual require- ments. If any of us rial, device or Same brings out a new mate- service for the market, it is with the belief that it is better or more economical than the trade has been using, and that the trade will pay him a profit on it in re- turn. It is purely a mutually selfish trans- action. But, at first, the trade might not see the merit of that material, device or service, they would require educa- tion as to its merit andeconomy. They might not believe your simple state- ments at first, but still you have faith and the knowledge of the method to make it sell. The trade would not even listen in the beginning, could not even get an audience with those in author- ity, but you attack this ignorance in publicity, advertis- you a large way—by ing. You would hire attorneys at adver- tising, you would issue literature per- taining to that material, device or service—get out catalogues, booklets, organize form letter campaigns;: buy space advertising in the trade jour- nals covering the field and by every means that a skilled advertising and sales manager could devise you would directly and indirectly get at the man behind the order with the reason why, the merit, the economy of what you had for sale. Your first efforts might be a fail- ure, but still you would have faith in the product and publicity as a gen- eral scheme for selling it—the defect is in the details. You would try oth- er plans until the light of intelligence gleamed by the receipt of orders. You might go direct to the whole- saler with your product, but he would take no interest wiutil you had creat- ed a demand from the retailer through education, publicity, advertising to the general public. After you had created a demand through the gener- al public to the retailer, then the wholesaler would listen to reason. At no time would you abuse any of these for refusing to buy or even lis- ten to your. selling reasons. You would be patient, persistent—hammer away until they were convinced up to a point of actual patronage. Now, why not regard labor condi- tions the same as we do trade con- ditions as to ignorance and treat one as the other—by advertising, educa- tion? Apply exactly the same methods. We have a better way than the one labor has been pursuing, the same as we have in the case of the material, the device or service that the trade has been using. Labor does not believe it; it won’t listen to you—you cant even get close enough to it to say a word. This is the same condition that con- fronts you when your salesman calls and the man behind the order sends back word by Tooty, the office boy, that he is not interested. You would advertise to this man, with form letters, catalogues, book- Icts, a house organ, space advertising, novelties, souvenirs—any way to reach him—and in a way that he would invite you in the next time you call- ed just to see what you looked like. You would have him so filled with the selling reasons of your product by means of printers’ ink that it would be equal to severai personal calls, and finally when did around you come It’s a Bread Flour “CERESOT A” Made by The Northwestern Consolidated Milling Co. the order would be half taken. You would have educated him to your point of view. The labor leader is like the whole- saler. He is not interested until you create a demand for your way with the men he leads, who are like the retailer and the general public. But when you advertise to his men—edu- cate and create a demand for your way with them. Then he will listea to reason. 3ut, before we advertise, educate, our way, we must be sure that it is the right way, the honest way—the intention, the spirit of honesty must be there even if it has unintentional defects, and as fast as these are dis- covered they must be made right, just as in the case when we put a new material, the market. device or service on The writer handled the advertising of all classes of metal trade indus- tries for a good niany years, and has yet to find one of them that is not perfectly honest in stating the merit of its product and guarded to the last degree of care in claiming any merit that the product does not pos- sess, either unintentionally or other- wise. Not for any moral reason, but good, scientific, selfish business reasons. We have all found that misrepre- sentations react, that they are but a superficial means to a sale, and will not endure; that to advertise a thing as having merit that it does not pos- sess is to really advertise its defects and its maker’s dishonesty; it is sim- ply publishing the fact that the maker is not worthy of future confidence; for it starts mouth-to-mouth adver- tising that is stronger than any paid publicity can counteract. The same principle must prevail in dealing with labor, not for any moral reason, but simply that it will for good, selfish, reasons. pay scientific business In selling we have all learned that a policy of getting all we can, and giving as little as possible in return, does not pay. That the way to get more is to give more. That sooner or later we get noth- ing for nothing. same principles by advertising, edu- cation. Minneapolis, Minn. JUDSON GROCER CO., Distributors, Grand Rapids, Mich. We thave all found that men buy what is to their selfish interest to buy, and if they do not see it at first we advertise, educate them to it. Labor will do what is to its selfish interest to do, and if it does not see it at once we should advertise, edu- cate, the laboring class to it. It is perfectly scientific to be sel- fish. But we a vast difference and greed. Selfishness rocks greeds robs it. The reason that a mother rocks the there is between selfishness must remember the cradle and cradle is that she rocks a part of herself, Yes and we do not wait for our trade to demand its needs. We an- ticipate its wants. We familiarize our- selves with the conditions which sur- round its production and selling in or- der to sell it the means of conditions. meeting these We do not always give the trade what it thinks it wants in certain indi vidual cases, but we induce it to take that which it should have. This is the salesmanship that endures. If we find a weakness in the mar ket of those to whom we sell, or an device they are compelled to use in their manu- extravagant material or facturing for the lack of a better one, we do not get sympathetic and give them the means of remedying it. We provide a means and the profits are mutual. We are all getting away from that old horse trade code of morals—that there must be a “best” énd to every transaction, and to take advantage of another’s weakness to gain that end The mutually profitable contract is the only binding contract, whether it is buying or selling or the labor by which we produce. Men do best what they do willingly. Men do willingly that which is profitable. Compulsion is only another name for restraint. Permanent reforms are not brought about in a minute. They are the re- sult of a graduat elevating process. Labor is not a problem, it is a condt- tion. We can not solve a condition we can only improve it, as I said be- ' fore. And labor should be taught these | The condition in which we now find labor is the result of several genera- tions of social injustice, not alone in “ 6 October 20, 1909 MICHIGAN TRADESMAN our Own country but in the Old World, whose sons have come here to partake of what we have to offer. We will ‘have to combat this in the vating process. ele- We will not only have to combat labor in its ignorance, but worst of all our own ignerance—that ignor- ance that we have inherited from our forefathers who imported it from _England; the fact that we regard property as more sacred than human life or human happiness, and which philosophy is imbedded in the very constitution of The our Government. elevation of labor does _ not mean the elevation of wages and the- lowering of working hours all at once. Ideals must be raised with wages. The more money and the more time you give men with low ideals the quicker they will destroy them- selves. Men with low ideals indulge them- selves to physical excess and to self- destruction. This principle is illustrated by the mine country. Most of them receive a wage higher than other labor requiring the same degree of intelligence, the dissipation among them is higher and the standards of living are lower. workers of the It simply mears that by one de- vice or their own they have gained a higher wage scale, but another of by no device of their own nor any- one else have they gained a higher ideal, and as a result they are no bet- ter off. Another illustration of this princi- ple was at the beginning of the tin plate industry in this country. Welsh- men were induced to An- derson and Muncie, Indiana, by pay- ing them $15 and $20 per day, being four times what they had received in As a result they spent their money in riotous indul- gence, lived at a lower scale, and those who did not kill themselves re- turned tramps. come into their own country. home as It was simply a case of low ideals and high wages. But, we may ask, why raise the ideals if we must pay more wages? Higher ideals mean higher efficien- cv; higher efficiency means more profits to employer and employe. Wages must be raised with ideals. Working hours must be lowered with higher ideals. If not, then ideals will lower again and efficiency will lower. It is like a semi-automatic chine. To make that machine efficient you must make it fully au- ma- more tomatic, and this is only done with thought and time and money in de- veloping it. Then if you do not oil it, if you overwork it or abuse it, it becomes inefficient and work and- usually at a critical time. Low ideals have made labor condi- tions what they are, and I need not review them, for you know what they are by your own experience. One thing you .perhaps do_ not know, and that is that the average man in your shops does not produec what he is comfortably capable of producing by 40 per cent. refuses to This means that you are losing 40 per cent. of the floor space, 40 per cent. of the equipment, 4o per cent. of the general administration, 40 per cent. of your opportunity and that of the men themselves. If any of us had a machine that was not producing 4o per cent. of its ca- pacity we would enquire into the rea- son. The reason in case of man is that he does not :;wanc to produce by 40 per cent. what he is capable of pro- ducing. The only way io increase the pro- duction of the human machine is by raising its ideals. The time is ripe gestions. The other night in Cleveland the writer attended the annual dinner of the Employers’ Association. There about 250 present and among them were men who had had $25,000 worth of machinery blown up in one blast; there were teaming contractors who had had their horses’ syringed with acids and several plumbing con- tractors who had lost fortunes by their men refusing to wipe more than three joints a day or lay more than eighty feet of pipe. The talks at this dinner were all well tempered; there were no. ex- and all for practical sug- were pressions of revenge kindly in spirit. All seems to be in a confused state of tribulation, each seems to be floun- were dering about and occasionally rising t» ask his neighbor: “What shall we do?’ The answer is: Raise the ideals. result of low ideals; low ideals are the result of ignorance; ignorance is the lack of ecucation and education is the lack of publicity. Every problem contains its solution; it is simply a question of familiarizing yourself with the condi- tions. It is a question in my mind if we Labor conditions are the own fully realize the ignorance of those who constitute labor. There are certain things that are such common facts to those of us who are around them every day that we suppose they must be common knowledge to the world at large. A laboring man sits on a_ dirty porch over in the tactory district wor- rying about his next meal. Some of us sit in a well-appointed house worrying about collecting the pay roll with which to pay that man, and many others, for their next meal. Both are miserable and each is ig- norant of the fact in the other. Blessed are those who live from hand to mouth; for their next meal is all they ‘have to worry about. The boss has his troubles even if he does rest his feet on a Turkish rug, and it is sometimes the biggest automobile that carries the heaviest heart. The labor leaders have taken an ad- vantage over you: They get your men in a hall over a saloon on a Sun- day afternoon and tell them anything they please about you, for you have not the opportunity of denying or ex- plaining. The labor leaders have done what you have not done—ap- plied a form of publicity. Jt is a question if even the higher classed mechanics in your shops un- derstand the simple term: charge.” “Overhead They think on the average that if you make a stove that costs you $20 to produce, and that stove sells in a store for $50, you are pocketing all the difference. They know nothing of the cost of selling, distributing, ac- counting and even collecting. They do not know that if you make money this y the chances are it will go into new machinery year next year, and then, by a changed condi- tion, it may all go into the junk pile the year following. When labor sees a barrel of ready cash in your plant on Saturday for the pay roll it supposes that you have several barrels that you have _ not opened—it does not realize the work and worry and struggle that it took te get that money into the plant in time to pay the men. Your men do not know that often- times when certain departments of your plant are apparently busy the work has been taken at a price far below par just to keep the men in work. We have all assumed the “none of your business” attitude. But— The labor demagogue has made it his business to give the wrong im- pression in his talks in the hall ove the corner saloon: so have the street corner orators with their ites and ismS and cults far curing ails of which they have ro practical knowl- edge. VOIGT’S Selling is really the art of pleas- ing your customer—and you have three ways in which she must be pleased: Your methods, your goods, your prices. When you suggest a sack of Crescent flour the woman finds on bake day that your methods were certainly honest. She will also find that the quality of Crescent flour makes the price a decided bar- gain, too. It’s really a tempting proposition, and _ be- cause it’s being tried everywhere won’t spoil its good effect upon your customers. What do you say? VOIGT MILLING CO. Grand Rapids, Mich. CRESCENT Poor Flour Is High At Any Price Good Flour is cheap compared with other foods FANCHON “The Flour of Quality”’ ‘Is not only good, but the very best It costs more because it is better Symons Bros. & Co. Distributors for Eastern Michigan October 20, 1909 The reason they have no practical knowledge is that we have assumed that it was none of their business, and their ignorance has made trouble. Any fool can make trouble. But it takes a good quality of brains to straighten out that fool’s trouble. The men-who constitute labor do not know that some of you have the individual disposition to pay higher wages, work shorter and un- der more ideal conditions, yet your individual desires may be restrained by competitive conditions. hours A building contractor might have the disposition to pay his men $3.50 per day and work eight hours, but he finds himself bidding on work with others who only pay $2.50 per day and work their men ten hours. Labor does not realize that it is entirely responsible for the crimes against criminals. : Labor alone is responsible for maintaining every prison in the land as a hot-bed of idleness, tuberculosis and as a_ post-graduate college in higher crime. Labor assumes that all men cast into prison must be kept in idleness in order to prevent competition with free labor. If these men were out of prison would they not be in greater competi- tion with free labor, living by their wits? Labor assumes that, because a man has committed a crime against so- crety, that society should commit a crime against him by shutting him up and depriving him of the products of his labor. Every pair of idle hands is a against every pair of employed hands. A prison should be a place of work like industry: paid for their tax where the their any men are work same board price and as free labor. less keep, and where their products sold on the market at no those of free mez. are less than We can not expect men to be shut into idleness and have them come out better for the world than when they left it. Labor still assumes that men should be punished. But punishment is revenge; revenge is hate and hate is Hell. Obviously, if we still hold to the feudal philosophy that men must be kept in ignorance in order to keep them at work: that in order to get more we must give labor less: that in order to control them they must fear us, why then we will stil] continue to have labor troubles. Men kept in ignorance have no de- fense with their intellect, and their only means is to resort to the bestial: te a physical force, throw _ bricks, shoot and burn ind blow. If we want to keep our fellow men down we will have to stay down our- selves. But to a practical means of raising the ideals by publicity, advertising, education: As said in the beginning, the means is very simple, direct, in- expensive and right within plant. But before the specific means is applied a little preparation will be necessary: every MICHIGAN TRADESMAN The first thing: Get rid of the can- rushers. Do it very gradually, so no one will notice it at first. When it is necessary to lay anybody off let it al- ways be a can-rusher. It may take a year to stop the practice, but by the time it is accomplished the men will have so gently learned that there is a discrimination that the good ef- fects will have transpired without a revolt. Then, clean up the buildings and yards of the plant. Interior white- wash for the shop walls is cheap and the labor to apply it is cheap. In- stead of having it white and bald and glaring, put some yellow coloring matter in the wash. Yellow diffuses more light than white and is more optimistic than white. Do all this very gradually, so the direct intention will not be observed. You will not show your intention, what you want is the final effect. Labor is a good deal like some dogs: Make a kindly demonstration in its direction and it’ll put its feet in your lap. Replace all the broken window lights with whole ones. When you put up new _ buildings they need not be beautiful nor deco- rative, but have them designed with good, simple, solid lines by a good architect. These suggestions may appear triv- ial, but they will not appear so in re- lation to the system that will grad- ually reveal. Orderly shops and yards of a plant are a sure indication of an orderly general manager. Disorderly buildings and yards have a tendency to make those who sur- round them disorderly. Harmonious surroundings have a tendency to make the men harmo- nious who surround them—both the men and the boss. A very wise old man once told the writer that he could tell a concern that had labor troubles by looking at the outside of the buildings. He was right; for we create as we think. if think disorderly thoughts we have disorderly people and things araund us. We have all there is a we where manager there is usually 1 mean man driving the dray back in the alley: his mean spirit prevails from the front door to the back door. This mean general manager uncon- that general noticed mean sciously selects men in his image and likeness, and if the men are not like him when he hires them they become alike by association. Like begets like As to the specific means of publici- ty to apply: You perhaps have not realized that there is a means of cir- culation and publicity right in your own plants: In the pay envelopes and on the shop walls. Nearly every concern has a multi- graph nowadays, a means of printing right in its own plant. Write the men a general letter once in a while and with the same care and consider- ation that you might send a general business-seeking letter to your pa- trons and prospective patrons, If you find an editorial in a news- papet or anything in your general reading that is short and of mutual interest, have it copied and put in the pay envelopes. Don’t confine yourself to the labor Use anything that you interesting, truthful and in- question. think is structive. If you can get men to think right on one subject they will begin to think right on all subjects, including labor conditions. This is a systematic and economical way of putting you in closer person- al touch with all the men of your plant, and without actual contact. A good many labor troubles are engen- dered in the carrying. The the troubles of the mea tc- you, very often tries to carry wa- both Then, other thing, many of you will have foreman is conveying shouldets. ter on an- noticed that labor troubles were few | i the day when you were only a small employer, paid your men out : ; | of yout pants pocket, kept their time | iti a hip-pocket time-book with a one-cent lead pencil, and ate dinner with them out of a bucket on a lum- ber pile at the sunny side of the shop. You have more economi- cal and systematic means of paying devised a your men and accounting their time | in a larger way, but you have applied nothing to more systematically and economically take the place of the lumber pile dinner spirit. [f you have not the time, ability nor | personal inclination to write these let- ters or select this material for pay envelopes, hire some one—just as yeu handle the advertising “copy” for the sale of your product. Golden Rule Jones wrote his fa- mous “Letters of Labor” to his men while Mayor of Toledo and they were crudely printed on an old hecto- graph, but they went home not only to the men but to the American peo- ple. While we may have much to criti- cise in Golden Rule Jones as tails, yet he made tributed much of his time the ideals of labor. Yes, and after he had given Golden Rule Park to his block of stock in his industry, lunches at cost. free band concerts on Sunday after- noons and to de- money and con- in raising men, a work under practically his men struck on him just because some fellow came ideal conditions, to town to work in the plant and got the | | oft the train at the C., H. & D. depot instead of the Union depot, or maybe a foreman wore two-piece rather than union underwear, or something else equally silly! Now, Golden Rule Jones did not get mad and quit; the did not take all his gifts back or any part of them: he did not put things on a suppressed basis again like most of us would have done. He said: “The principle is right in spite of the ignorant in- gratitude of a few men; if this gen- eration does not see it the next wiil. we have to begin sometime. We will go right on, in the spirit of the Naz- arene, ‘They know not what they i dc, Here was a man who sowed the seed. He did not get mad and quit because it did not grow at once: he lassumed that principles are bigger ithan personalities; he applied the spirit of the religion that most of us profess and made it work. | Here are a few sentence thoughts that are given by way of suggestion ifor the shop walls—better first give ithe walls a coat of whitewash. If you lcan not afford a sign painter, a ship- with a pot and marker lping clerk | will do: Anger is worse than poison. | You get nothing for nothing. Solar and Nulite Gas Systems Most beautiful and most eco- nomical lighting system in the much to Ab- No extra charge world. Costs I-10 as operate as gas or electricity. solutely safe. for insurance. Lights for stores, residences, halls, churches, streets, etc. Satisfaction guaranteed. Send dimensions of building and we will send estimate. Dealers wanted. Good profits. Write for free catalogue and wholesale prices. Chicago Solar Light Co. 220 S. Jefferson Street Chicago, U.S. A. Western Ignition Cable C. J. Litscher Electric Co. Grand Rapids, Michigan Wholesale Electrical Supplies The only Wholesale Electrical House in Columbia Batteries Gas Engine Accessories Michigan Spark Plugs - & Df wo 49 rt ve Df October 20, 1909 MICHIGAN TRADESMAN Be bigger than your troubles. Do the thing Happiness is dustry. you are afraid to do. a by-product of in- We are all judged by our worst work. Hell is not as pleasant as the road tO 10. Booze butts in where angels fear to tread. Think of others as if you were the others. Don’t take yourself one else does. Wisdom consists in knowing when you don’t know. We always hate those to whom we have been unjust. men look for afraid they'll find it. Reforms bring hardships—the pains of the are hard. Some men are like some dogs—pat ‘em on the head and they'll put their feet in your lap. If there is any talk of a strike it would be a good idea to change all these for others. Not that they might have any suggestion against a strike seriously—no Some work and are new born in their expression, but simply to divert the minds of the men—give them something else to talk about and think about. Napoleon once averted a local revo- lution in Paris by giving orders that the dome of a certain public building gilded—he gave the mob thing else to think about and about. Some of these, or of a like charac- SsOmec- talk 1 dec ter, might also be printed and placed in the pay envelopes. A man always feels fine after he has been paid and it is a good opportunity to slip in a for his better self. Yes, and it might not be a bad idea to have a few of these pinned to the suggestion cividend checks of some of the large stockholders. Naturally, in ratsing the ideals of others we raise own—teachers learn by teaching others. ’ Several years ago the writer pro- cur posed a plan of publishing a weekly newspaper for distribution with pay ertvelopes; one which would act as a mediating influence, by its editorial policy, between employer and em- ploye, published at the expense of some official body of employers, but edited by an independent organiza- tion. But the chances of such a plan succeeding would be remote owing to the difficulty in getting one to act as its editorial head who was instill- ed with the proper spirit. The writer is now convinced that a safer plan will be for each individual plant to undertake its own campaign in its own way and according to its own needs as they are observed, just as it has done in its individual adver- tising for the sale of its individual products. Let every one make his own mis- takes, let each profit by the mistakes of the others. There will be mistakes at first. There will be some absolute failures, just as there are in individual adver- tising plans. But if the general principles will apply to the sale of goods they wil! apply to the production of goods. The good effect will not be felt at once; the great effect may not be fully felt in our generation, -but if we want a rose garden we must begin to set out the sprouts, Obviously, if in the meantime war comes we must fight. In time of war is the time to fight; but in time of peace is the time to educate, to raise ideals, that on the law of average we miay reduce the chance of war. In any event, if we of to-day only make a beginning we will have con- tributed a little to our profits and will have made it easier for those who are to come, and this is the life object of us all. David Gibson. ——__+-.__ The Female Firebrand in the Busi- ness Office. The girl who is going into an of- fice without her suspicions and tem- per charred beyond the danger point would far better stay out. She will start a conflagration that will surely catch herself before it is extinguished. The nature that is needed in busi- ness lubricating, not inflaming. Fnough things can go wrong when every one keeps peaceful; there is no place for the torch waver. There are three kinds of firebrands well known in office life. One, like natural gas, spurts out at unexpected places and burns fiercely until hausted. is cx This type of girl may go along for rears and none of her coworkers sus- ect the hidden fires. Then some- 1ing happens to stir her rage and she forth a torrent of wrath that sweeps all before it. Get under control, this trouble stirrer, if you keep her; quickly apply the chemical of common sense to ex- y p t! lets her tinguish the ugly, creeping flame at the beginning. Heed the incendiary, for she is like the nitro-glycerin, dynamite and pow- der mill flames, the whole fire partment will not quench them and their possibility of de- spread is appall- ing. If you have a firebrand in your of- fice, label her dangerous in your mind and handle accordingly, do everything in your power to deaden the flame be- fore it starts a fire that will probably include you as a victim. Quite another sort is the firebrand of gasoline order. Every one recog- nizes there is an explosive near by and lives in constant dread of being the flame to ignite it. Such a worker, provided she worth while in other respects, has pull, develops into a first class ty- rant. All the rest handle her with lest the outrageous temper should be aroused. She is not a comfortable member of the force, this gasoline firebrand; it gets on the nerves after a time, liv- is and gloves, ing on the edge of an explosion. You get gray headed through fearfulness. Take pains to see that the danger is removed. Tf the girl is only inflammatory on cause you treat her as is treated the can of gasoline by a house owner, who fears to lose insurance. Too useful to discard, it is kept outside, away from danger. Boycotting is in order, although not enough to be discovered. Gradually the girl who is given to flareups finds herself let alone. friends. She has no intimate There is no one who will be chummy or hailfellow well met with her. She may not be’ snubbed—be- cause of wholesome fear of results— but is treated with distant politeness that makes her a lonely outsider. 3ut let this type of firebrand be of the spontaneous who flies into combustion order, with or from personal ones, such as_ too late hours, a hastily eaten breakfast, or disappointed love affair, and her fate is sure. Fra2es HO Cause, It will not be lone until she is quietly “let out.” Her superiors feel life is too short to struggle with a worker whose temper can not be de- pended upon. No quality of work of personal friendliness will save She is upsetting to the peace and discipline. A good disposition her. too office weizhs heavy against brains and_ executive ability after one has been up even against the worker who is always flying into a tantrum, or getting sullenly ag- grieved. Worst of all is the firebrand of in- cendiary type. You can neither guard get rid of her, for you until the conflagration against her nor know her not is beyond control. She does not work in the open, this firebrand, but soaks her tow with the oil of suspicion, disgruntlement and envy, and applies it so secretly as to be unsuspected. This is the girl who is ever putting the newcomer up to believe that she is unappreciated and should © strike for a raise: who insinuates to the willing clerk who is obliging enough to stay over time that she is being “worked: who whispers favoritism | and worse when one of the force 1s promoted. You wonder why the old, pleasant tone of the office is being destroyed; a feeling of suspicion and discontent is abroad for which you can not ac- count, yet must recognize. Where all worked together as a family, cliques appear, there are wire pulling, knifing and mean innuendoes. This may go on until every one is “hy the ears,” and pleasure of work, but much of its use- One by one the chang- all the plausi- being not only the fulness is destroyed. members of the force get out, es are alarmingly frequent, yet while the incendiary is stave, ble and quite unsuspected of the flame spreader. As-a stirrer up of trouble nothing equals this type of firebrand, there is no hope of peace when she is around, and as her nature is of a peculiarly mean kind, there is little hope for im- provement. Since generally she is enough to be two faced and stand in with the heads, the sole hope of peace lies in getting wise to her methods and refusing to be influenced by them. clever —_————_—>- > Little Boy’s Curiosity. Little Davey was forever asking Star. q questions, says the San _ Francisco Star. “You'd better keep still or some- thing will happen to you,” his tired mother finally told him one night. “Curiosity once killed a cat, you know.” Davey was so impressed with this he kept silent for three minutes. Then: “Say, mother, what was it the cat wanted to know?” i — A Kansan has been granted a pat- ent upon a wire basket, to be hung from two smal! wheels on a clothes- line to hold clothespins. SHOW CASES Our new catalogue, just out, gives complete information regarding our line of show cases. You should have a copy. WILMARTH SHOW CASE CO. 936 Jefferson Ave. GRAND RAPIDS, MICH. Carry a Line of Horse Blankets and | Plush Robes They afford a good margin of profit. They can be sold to automobile as well as horse owners. We wholesale and are manu- facturers’ agents. Sherwood Hall Co., Ltd. Grand Rapids, Mich. Ss a eee GEE —=SUNBEAM== ——— ——— TRADE -MARK. “Sun-Beam” Brand When you buy Horse Collars See that they Have the ‘‘Sun-Beam’”’ label ‘‘They are made to wear’ M’F’D ONLY BY Brown & Sehler Co. Grand Rapids, Mich. WHOLESALE ONLY MICHIGAN TRADESMAN October 20, 1909 COUPON CRAZY. How a Chicago Suburb Went Voting Mad. Written for the Tradesman. Every time that Sidney Simpkins spilled an idea about advertising it started a choice bunch of chatter that always resulted in a case of heart dis- ease for somebody. One time when he was spending an unearned Oak Park he became gab fest with Dan Duber, one of the semi-thriving merchants who advertised ness as though it cret. “Advertising,” grand explosion. In other words, it is like war—the more noise one side makes the worse scared the other side becomes. It is one grand noisy game.” “You're wrong there,” vouchsafed Dan Duber. “The fellows on the east side of Marion street have been mak- ing all kinds of noises like advertis- ing, but we can’t break the habit of the pesky shoppers of this of promenading up and down west side of the street.” “Your noise was not thick vacation in involved in a his busi- were a dark = 29 said Sidney, “is one town the enough,” asserted Simpkins. “Wrong again,” said Duber. “You see folks out here are like blank In- dians. down the west side is in their blood and you can’t boil, scratch it out. The people of this town have walked Traveling up and scrape or on the west side ever since they could ride in baby buggies. Their fa- thers and their father’s fathers be- fore them traveled the old west side T tell you it is a sort of race mem- ory and there isn’t any kind of adver- tising nor any grand explosion, as you call it, that will break that habit.” “Did you ever try the free treat- ment?” asked Simpkins. “That us- ually makes people run and forget their habits.” “Not that I have ever noticed,” said Simpkins. hand with “Anyway, we're no out here at caressing calicoes crazy advertising.” “IT want to tell you,” replied Simp- kins, “that when you give everybody something for nothing they will fall all over themselves and each other to see who can get there first, and the guy that makes the noise like some- thing free can shovel up the coin in bushel baskets.” “Well,” retorted Duber, “there wouldn’t be no falling over each oth- er on this side of the street. I have lived here too long. I know it’s no use.” “T tell you what I'll do,” replied Simpkins, “I'll bet you a public li- brary against the Y. M. C. A. that I can have the snoozing shoppers of this burg jumping sideways and do- ing a barn dance on this side of the street, and have them hunting bar- gains in these stores like a herd of hungry hyenas. ing And all you sleep- shopkeepers out here will be dancing in wealth like a lot of dizzy Coughnuts in a sizzling pan.” “I’m not a gambler and I don’t want no libraries nor Y. M. C. As anyway,’ replied Duber. “And an- other thing, I don’t want to join no kind of brave bunco steerers. that make people perform circus tricks by scheme advertising.” “Well, anyway,” asked Simpkins, not to be floored, “do you think any of these shopkeepers along here would become cross with the little iron gods if I showed them I could make a long, loud utterance that sounded like a cash register working overtime 2” “Sure thing,” come back sparring sparrow hawks if you can spring any kind of a scheme to swipe said Duber. “They'll at you like a bunch of the trade from the greedy west side.” “Go ahead, then,” said Simpkins, “and call the bunch of bargain shov- ers together and I'll spring a scheme that will break habit that ever kappened. Then watch me fall heir bunch of that coin with empty lunch hooks.” any tO, a my “Men of slumbering Oak said Simpkins, packed Pack, he had them corner, “this adver- nothing but a_ nifty noise breaking a speed limit: with no cops on the job. Now all you pik- ers have to do is to pool a bunch of your when into a tisine dope is easy-earned nuggets and give away a couple thousand semolians to these of chasers and you'll have them making grasping groups bargain the grand parade up your side of the street.”’ The shopkeepers gasped and grasp- ed their pocketbooks more tightly, for they had never met a scout more tire- scme in taking the money out of their pockets. Simpkins’ iron nerve was_ proof against the chilly atmosphere _ that followed the exposure of his wild scheme. “Now my plan is,” he said, “for you doorway orators to organize and promote LEST. a $2,000 profit sharing con- “The job is this,” he went on at full speed, “for every 50 cent pur- chase in your store a voting coupon is handed out. The holder can enter the contest himself or credit his vote over to some church, the Y. M. C. A., Salvation Army or Charity Organiza- tion. The trick 1s to get all the churches all the organizations scrapping and fighting for the mon- ey, and when they once get started and you'll have your front doors crashed in by those coupon-crazy critters. “In order to get every Oak Parkite to enter the heat there ty-five prizes, ranging will be twen- | 1 | from five to| three hundred plunks. To keep the | thing livened up the twenty-five per-| sons or institutions whose names stand first on the list each week wit! get one plunk for good behavior.” When Simpkins got through draw- ing these flashy word pictures about the crushing and crashing of the surg- ing crowds the shopkeepers grabbed scheme like a lot of thirsty even although it did cost them $3,o00—-$2,000 for the prizes and Simpkins collared the other thousand for his idea and the breezy atmos- phere he stirred up. at his thieves, The scheme started off like a quar- ry explosion or a lawless Fourth of July celebration and the whole town went coupon crazy. There was al- Ways a surging mass in front of the bulletin board showing the leaders in the contest. Everybody was buying things they did not want and could never use things that had grown famous with age on the shelves of the Oak Park stores—things that nobody else want- ed, but their purchase meant a vote and so the people bought and bought and bought without tired of buying. The churches went after that prize ever becoming mnioney like a lot of bold pirates and, HAND SAPOLIO IF A CUS asks for TOME mixed up with the other institutions, the excitement became as_ insane looking as a scrambled rainbow. Simpkins’ work was done and with his thousand settled down in his jeans he knew he could never remain in Oak Park for two long months un- til the scheme exploded. Just as he was about to step on the train for Chicago whom should he meet but his old pal, Moses Dit- tenhoffer. It seemed that Mose in Oak Park trying to get through some civ- was compelling newcomers suburb to ic legislation into the clean purchase isterilization papers before they squat- ted for eternity on this garden spot. Well, Simpkins and Mose shook hands and then went down in the ishade of the old Y:; M. C. A. and talked over things in a low confiden- tial voice. Late that day after Sidney Simp- kins had departed for the hurly burly city of Chicago contestan: placed on the bulletin board. It called the Oak Park Charity Aid it attracted spirited attention and caused a wave of comment that rival- another was was and ed a rough wave on Lake Michigan. It seemed that this new organiza- tion was being promoted by a new- comer, the Ear] of Mushmouth, a new arrival of the titled nobility. He a dainty doll, filling the atmosphere with his retin ed hot air. Nobody Earl flaming was a genteel mixer, the distributing from to asking suspected that that night circulars quiet spent red door decor. These circulars were every citizen to give their voting tick- ets that the Charity Aid might win the prize. The merated a dozen institution and different things it would do to help the town endure the chilly wintry blasts and the long winter fast. new Eiti- one and you can not supply it, will he not consider you behind the times ? HAND SAPOLIO is a spectal toilet soap—superior to any other in countless enough for the baby’s skin, and capable of removing any stain. ways—delicate Costs the dealer the same as regular SAPOLIO, but should be sold at 10 cents per cake. | slag e, | .° > < Y we re a 2 > we ‘oe ay & A " 2» “ y & ar ~ 4 -~ ” a ~ = as a ao ¥ om, & ¥ * iad is | | Fs * | 9 ~~ a ~ w “~~ Ri 4 > We < o (@ a # ¢ 4 ' a » %% y & 42 > 4 ~ » : r a ~ October 20, 1909 It was not long until the Charity Aid led the list of competing insti- tutions and it seemed to be a sure thing the aid would win the $2,000. All the people of the acorn picnic grounds talked of nothing but the Charity Aid and their whole ambi- tion seemed to center on casting votes. This was truly an era of buying things just to get a vote. Soon there was a drouth of 50 cent pieces and dollar bills were smashed and crush- ed until they resembled waste paper. The whole town seemed to have gone voting mad. When the store shelves were clear- ed all the wornout merchandise was dug from the cellars and the garrets of the east side stores and this rub- bish disappeared in a lively proces- sion into the homes, later only to be developed into fighting the west side merchants was crowded from the are- na and the habit of the shoppers was smashed into smithereens. memories. The monopoly of It seemed that the fiery brains and the noble nerve imparted by Sidney Simpkins had been absorbed by the east side merchants and by catering to the guile of human nature through giving thousands of dollars for noth- ing they had knocked all the stand- ards in Oak Park into unrecognizable bits. Day after day the frenzied mobs surrounded the bulletin boards crying and shouting as the voting went on. Marion street at all times of the day and night resembled the Chicago Board of Trade on a busy day. It was a troubled and the merchants wept to see their old cred- it customers pouring into their penny banks. At that seemed to hamlet ed to scene many of money moment when have Oak Park ceased to be a and at one jump appear- become the embryo of a new cosmopolitan center the contest came to a hilarious, haranguing close and the people rejoiced not. Oak Park Charity Aid had won. Then on the seventh day the people awoke and grabbed their rusty mus- kets, but the schemers had flown. One of the victims, Dan Duber, had the correct solution to the out- rageous plot. “*T was this 2 way,” he said: “Them two slick young fellers played a dizzy double cross game on the people of Oak Park. One got a thousand for thinking up that pilfering scheme and and gobbled up that other two thou- sand. “Sure, the Earl of Mushmouth was no other than Mose Dittenhoffer, the backer of the Charity Aid. That was their scheme long before it was started.” (halmers . Pancoast. ———_.— a “Do Something,” the Command of To-day. I had a letter the other day from a young man, a stranger, who in the filling of several sheets of paper gave me to understand that he felt he was in hard luck. Not that his letter was written with that intent; by no means. Unless he shall chance to read this article he is not likely ever MICHIGAN TRADESMAN that he tinct impression. to know gave me that dis- 3ut he was in hard luck, and as I have read between the lines, his luck may be all the the rea- son that it is most likely of his own making. harder for He was in a position where he was dissatished. He was not making mon- ey enough to satisfy his pride—per- haps not even his pocket. He dislik- ed the work which he was called upon to do only for the reason that it ap- peared to him not in keeping with ambitions. He was too small a wheel in the big combination where he had gone, quite the want- his qualifications and satisfied in the beginning with prospects which it offered. He ed advice. Reading his letter, however, I dis- covered that he one of countless thousands who are prompt- was only ed to write such letters, which in themselves are such that no advice can be given them on that basis. In the first place he admitted that he had held three or four other such places within a year. He did not ex- plain if he had left them voluntarily or had been dismissed. He pointed to a degree of education which neith- er writing nor clarity of good Eng- lish could prove to any school. Placed at a desk where only machine work was exacted of him the begin- ning of his complaint. Comparing this work with the work of which, in was himself, he believed himself capable, he was distressed and sore at his pects. pros- He blamed his employer. This employer was not active and discern- ing enough to please him. As he had estimated his qualifications in the es- tablishment, he was capable of far better things. He had traveled wide- ly, he said; he knew how to “mix;” he knew how to manage men. He could head a department in the house or he could conduct its dence. correspon- Then, in that sudden burst of op- timism that is characteristic many young men with the world be- fore them, he assured that no matter what should up asa barrier he would make good finally if ever he should be “given a chance.” What should he do? That seemingly slight request made of effect introduction tal stranger—to some might appreciate at once the charac- ter and qualifications of the man whose services had come to him Of. so me come me was that I of him—a to- employer who an young the other organized the Charity Aid ‘S° directly, easily and satisfactorily! What would you say is the trouble with that young man? There is only his letter from which to judge, but the letter, as I have said, is impossi- ble in construction as coming from one seeking to conduct the correspon- dence of a big business house. All that young man’s’ earnestness and concentration were upon that letter as he wrote it, but it is not convinc- ing. What might he do if a hun- dred letters were imposing upon him from a hundred individuals, each of them involving different and differing topics? That young man believes that he can “manage men.” To-day that is «a widespread weakness of the young man. Managing men, whatever the term may mean in its thousands of applications, is supposed to be a po- caught at the phrase and have adver- st at ‘ : . | sition commanding pay in the pro-j| . a i } portion of the number of men “man- | aged.” Schools of technology have | | tised, “Learn to manage men.” But in learning to manage men that em- ployer free of the schools and work ing wisely has required of the mana gcrs of his men that they know more of the men’s work and more of the}: men under the manager than even the men themselves know. It is this particular young man’s criticism that his employers have not known enough to distinguish that their young employe has this quali- fication. Yet this young man tells me that he has held three or four positions with three or four houses, all within a year. What chance did he give these employers to learn of him? Surely the time period must have been short in every case. Now and then even under modern condi- tions, some genius in some particular line bursts into an organization and goes to the top of it in long leaps. But it is the exception and not the rule. It is not a basis of calculation for the young man at large. He is tc be congratulated if among scores er hundreds of others his appearances call for a question as to his identity from the head of the house. The position of this young man whom I have cited applies every- where, especially in these modern times when the responsible head of is far a house necessarily is removed imediocrity in the FSEES 1. | t. | good from the personality of his employes. This typical employer of large num- bers of men has felt the touch of vast masses of workers. He is likely to tell his friend that he “employs the best help he can get.” It is a statement of fact as he i Ht is not that compatible with business he employ = any jother quality of hand and brain. Feeling this fact, however, neces lsarily he must lump his employes for through his he time. They must go testing out processes before can a be sure of | is preferments—and even then he may be disappointed time and again by the man who fails to prove big enough for a position. t L low can a yuong man confessing 1 tO Three OF year lend himself to the thought that four positions inside one he has been overlooked by three or The chances are that instead he has over- ] four employers in succession? I ooked one or two employers who, had he stayed to prove himself, might have been the making of him. None of them might have made him a corre- none might have spondence man; made him a manager of men. But any of them might have clipped his over- reaching ambitions and given him a line upon himself that otherwise he may never be able to get. Three or four moves a year for ten years may end in making a tramp of him. “Do something,” is the command of If you can not do it where will mark “Failure” against your name if you don’t get the times. you are business somewhere else where you can do! John A. Howland. It will take just three light you must have your specifications exactly. We will submit to youa It will be a white light it will be reliable and con Are you neglecting this business? A one thousand candle well as in daylight. The most delicate shades can be matched taken for black. Cultivate the evening trade. friends —your most valuable asset. Acorn Lights are of 500 C. P. and cost particular. bigger and bigger. The time to act is now. 96% of the Fuel Used in Acorn Lighting Systems Is Air. of weak, flickering, unreliable, triple priced lights. Just write and tell us what your requirements are and specify the Tell us the kind of business you are engaged in and the dimensions of the premises you want to light. Put it up to us and we will promptly show you that we can fit of the cost to you of a private gas lighting plant at a poor man’s price. greenish, yellowish or other eye-strain tint; it will be steady and free from annoying flickering; it will be brilliant, soft and powerful, and How Is the Outside of Your Store Front Lighted? premises is better than printers’ ink; the public will surely know your store is open for business and, if you have an Acorn Lighting System on the inside, that they can select at night the goods they want as That is the time of all times when you can make last- ing friendships with those who enter your store. Don’t overlook such a splendid opportunity to make your customers your personal You should consider an Acorn Gas Lighting System from the standpoint of economy, for its use will reduce one of your fixed expenses by 50 to 75 per cent. Don’t, Don’t, DON’t put off so important a thing as lighting your place of business in @ Manner to show your goods to the very best possible advantage. We stand by the statement and will contract to light your premises with the light described under a positive guarantee that the light will fit your specifications in every The days are growing shorter and shorter, your lighting bills are growing We require the services of several capable salesmen. this opportunity are assured of permanent employment, Information freely given—questions cheerfully answered. Don’t Hesitate to Burn Air it’s Free minutes of your time to banish the vision plan for lighting your store and an estimate like true sunlight and not a bluish, reddish, venient, ready day or night. most effective method of advertising your power Acorn Arce Light in front of your by Acorn Lights; dark blues won't be mis- ¥%c or less per hour. Men who can measure up to We solicit your inquiries. ACORN BRASS MANUFACTURING CO, Fulton Market, Chicago, Ill. 80 MICHIGAN TRADESMAN October 20, 1909 THE WORKER’S BOGY. Salaritis the Cause of Much Grouch- iness. It is proverbial in the business world—and, like cther things prover- bial, seldom given much considera- tion—that the man who works for a salary is the most fearful of all toil- ers; the most fearful and the least inclined to take a chance to better his condition. He is the surest “sure thing” gambler in the biggest game on earth—earning money to pay for food, clothing and shelter; he also is the least provident. Salaritis is fear manifested in two general forms: the fear that the sal- ary which is received, whether earned or not, will cease and the fear that the will increased salary not be as rapidly as the worker thinks it should be There are a hundred different phases of each of these divisions, but ali can be traced back to one or the other as the John Smithson, just graduated from high school, facing the neces- sity of going to work at once, se- cured a position in a large mercantile establishment. energy sOurce. months his and intelli- an increase few and attentiveness gence were rewarded with in salary to $20 a week, which was more than he had hoped to receive for a year. inca At the end of another six months, although still energetic, attentive and ambitious, his salary was the same. The boss informed him that a larger salary could not be paid to a man in that position, that the position was not worth more and there was no higher place just then to give him. To lull any sense of unrest—for he did not wish to lose Smithson—the boss intimated that a higher position might be vacant before long, in which case Smithson would be in line for it. Young Smithson had been a mem- ber of the workers’ world long enough to understand the will-o’-the- Nor had he been drawing a salary long enough to Wisp nature of such promises. have contracted the fear He remained with the a few months longer, and pro- motion seeming as far off as ever, he resigned his $20 a and oi losing it. firm job started in business for himself. Smithson the Western agency of an Eastern mill that manu- factures high grade cotton cloths. He worked basis and worked even more energetically, if not more intelligently, than he had la- bored under the smothering influence of a stated sum coming at the end of each week regardless of the amount of business done, week secured on a commission His former work in the mercantile establishment of some advan- in field, for Smithson was a young man who tried to learn as well as earn, and he had picked up many useful pointers. His acquaint- ance with the buyer of that house and with the buyers of other estab- lishments made it easier for him to get the opportunity to talk his goods. This saved time, even although it did not count much toward effecting a sale: and he was learning something of the real value of moments. Was tage his new During the first few months Smith- son worked hard, faithfully, and for long hours, with little to show for his effort in actual money. But he stuck, being wise enough to realize _ that each day’s work meant an addition to future business; in effect it was add- ing to his capital. About this time Jack Breedon, a classmate of Smithson’s, who had started in business on a_salary bas- is, decided to follow his friend’s ex- ample. 3reedon chose _ insurance, thinking that because everybody needs insurance it should be an easy matter to persuade many to give him their business. Because everybody does insurance most business men buy it, and Breedon had a fairly wide business acquaintance. He made rapid progress, and in six months his need }commissons amounted to twice those oi Smithson’s, and he seemed fairly on the road to prosperity. One day Smithson and_ Breedon met at the Club and Smithson asked: “How are you making it?” “Oh, pretty well,” Breedon replied. “Y’m thaking about double what my salary at Sellem & Co.’s amounted to.” “That's fine, but why so glum look- ing?” “Why, John, you know,’ Breedon answered, “it’s the uncertainty of the thing that bothers me. I don’t like that phase of it a bit. ts pretty the of the month comes around and you can figure your commission at $200, but think of the nice when end awful suspense during the days you are not seeming to accomplish any- thing. Sometimes I think it be soothing to know I that lritle every Saturday night.” “Save anything while you worked on a salary: “Not a cent! How can you expect a man to save on $20 a week, unless he’s a miser or a hermit or going to married?” anything would would find my pay envelope $20 in get “Save now?” Smithson persisted. “Sure,” Breedon laughed, “I’ve got to. IT never know how much I'm to liave far the month and the result is T do not spend as much as I did I knew the $20 coming every week.” Well, to hear say something cheerful. I’m glad you are ectting on so well and suppose you'll when was it’s good you be getting married next, eh?” 3reedon looked worried as he re- plied, “Well, you know, Smithson, that’s just what is making me _ look so glum. T’ve got the dearest—” ‘Ves. T know, she’s an angel.” “Girl’—Breedon ignored the inter- ruption—“that T want to marry. “She is pretty sensible, though. She says she’s seen too much married misery caused by uncertainties in the finan- cial end of the aomestic world and she does not care to take a chance and marry until IT have an income—even if it no more than $20 a week.” “But you have that much haven’t you?” said Smithson. “Oh, yes, J have it as long as it lasts. But there’s no two million dollar firm back of it to say it will is now, assured last as long as I do my work prop- erly. Some of my customers might get in a huff over nothing and take their business away; or they mighi fail; or they might decide my com- panies are not as good as some oth- ers; or we might have a panic thai would send everything to the dogs. Qh, any one of a hundred thing> could happen to stop my income.” “Ves, the world might come to an end to-morrow,’ Smithson comment- ed, dryly. : “Oh, you can laugh, if you want tc,” Breedon replied, “but it isn’t any laughing matter with me. I think I'll go back to the salary. It’s more cer- tain--and less wearing.” Breedon went back to and married. That was three ago. He is working for $25 a week now, has a family of two children, in a rented house and times manages to have enough mon- ey to pay his obligations. Smithson is married, too, and with his. salary years lives some- his wife and three children lives in his own little home and is_ living comfortably. Sometimes his commis sions are not large, but he has prov- ed himself, and he knows that so long as he does his work properly the leau months will be with fat ones, and at the end of the year he will have made enough to pay all his current take up the last mortgage note on his home and have a little left over for investment. The experience of another man of Smithson’s acquaintance il- lustrates the other general phase of | salaritis. Bobby Blake was a good, followed expenses, young natured, likable youth at school, and when he started out for himself in the and attractive personality world he took his cheerfulness with him. Quick witted at school, he had been lessons them able to learn his with little application, learn sufficiently well to be graduated near the head of his class. Bobby never was noted for He had such an easy time in school keeping up with his that he did form the habit of continued applica- tion to any one task. Bobby secured a position in a brok- er’s office, beginning at $18 a week. Here he adopted the same tactics that his studiousness, however. classes not had carried him through school and worked just enough to perform his tasks in a fairly satisfactory manner. EEE ea ee Our Slogan, “Quality Tells” Grand Ravids Broom Company Grand Rapids, Michigan Pee H. LEONARD & SONS Wholesalers and Manufacturers’ Agents Crockery, Glassware, China Gasoline Stoves, Refrigerators Fancy Goods and Toys GRAND RAPIDS, MICHIGAN General Investment Co. Stocks, Bonds, Real Estate and Loans Citz. 5275. 225-6 Houseman Bldg. GRAND RAPIDS You doubtless want to ‘ sale. your trade. Aud probably you would The question always is, 6 es) o JUTH NORWALK,.CONN ® YOU, Mr. Retailer, | are not in business for your health. | You also without doubt want to make more sales to slice of somebody else’s trade. | ‘get yours” out of every not mind getting a nice how to get more good customers without such expense as will eat up all the profits. The answer is: Become a Sealshipt Agent. Write us today and we will tell you how it’s done. The Sealshipt Oyster System, Inc. South Norwalk Connecticut x | < ea | \ é < % -€) % ~ a | = AY 4 we 4 s e (e ae r) ] oe ad a & « 4 ~ » “a October 20, 1909 work was “easy” as going to school. He soon decided that the just as 30bby was ambitious, however, to secure a larger salary, and having a hazy idea that promotion and success are based upon merit he tried to be a little more attentive to business and suicceeded in convincing himself that he was doing great work and was He asked for an increase and his salary was raised to $22.50. worth more money. At this. point Bobby stuck for a year, although during that year he three times asked for an increase. At the end of the decided to quit and accept a position in ancther office, and told Smithson of termination. year he his de- “Somebody’s got it in for me in Banke’s,” Bobby said, “and there’s no for me there. I know | worth more than I am getting.” chance am “As a general proposition, Bobby,” Smithson answered, “a man gets what he is worth.” “Well, the rule doesn’t work in Banke’s,” he retorted. “I have been worries like a slave for ‘em for | 4 year now without a single little boost to my salary. I have worked hours, early in the morning, late at micht|- | OVeT have done two men’s work at times, when somebody was away or sick, and I never even got a ‘thank you for it. They may be able to fool the them on the vague promise of a pro- some of boys into staying with motion later on, but it won’t work on me any longer. They’ve already giv- en to other men three better places that belonged to me by rights. I am going tO quit and so to a firm that will appreciate .me.” “Better go slow, my boy,” Smith- son advised. paola ly. “you didn’t follow your own ad- Bobby spoke half sneering- vice. You quit and started out for yourself.” “Ves, Bobby, | quit, but 1. didnt quit because I thought they didn’t pay me what my work was worth. | quit because I saw they couldn’t pay me any more even if I did work hard- er and T wanted to work harder. You quitting so you money for the same or less work.” Well, if the worth it 1 ought to get it.” “Of course, but maybe if you hadn’t been thinging so much about your own grievances you could have made your valuable to Banke. The trouble with you is that you are suf- with an overdose of conceit and selfishness, and you are afraid somebody else will not have as high an opinion of your own value as you are can get more work’s work more fering do. You are afraid of losing the sal- ary you don’t eam.” Bobby is still suffering from that hogy, and he is still working for $22.50 a week, the firm to which he went having cut his salary from $25 within two months. He is. talking about quitting them now. These are three typical cases illus- trating the working of salaritis. In one case—and it is an exceptional one—the man mastered the fear; in the other two cases the men allowed the fear to master them. The men were all young—under 35. When the MICHIGAN TRADESMAN 4oth mile post is passed the symp- toms of the case become more pro- nounced; sometimes the symptoms are different, but they come from the Samic Cause. The cure for salaritis? There is one, and it is both simple and profound; easy and difficult. It is to do the al- lotted work so well that it will be worth the money paid for it, and to know that you are capable of doing it and are doing it. Under such circum- should a discharge come any combination of “office politics,” personal ill will, etc., there will seldom be any difficulty in find- ing another position, and quite fre- quently a better one. stances through Some men will always work for a they the who capable of making as much or more in this manner than if they owned a successful business; or they are the salary; are men are men who are good workers but poor executives. There will need for salary workers so long as our present form of civilization con- Bat if a not work out of a salaried position he can work out of the salaritis condition, Philip R. ~~. An Important Decision on the Fixed Price Question. In an interesting decision handed down in the State of Washington it was held that a retail dealer purchas- ing goods of the manufacturer under always be tinues. man can Kellar. a contract fixing the price at which he was to sell could be restrained by injunction f from selling-them at a lower price, “from whatever source now or hereafter to be obtained.” In this particular case it was a ‘‘trade- marked” and widely advertised pro- prietary article, and the chief ground upon which the that cutting the dealers to refuse to buy and handle the article in question, rested was price caused other decision “causing the plaintiff to lose many sales and much profit and to set at naught and de- the effect of all of the said advertising, and creating the im- pression with the public” that the ar- stroy afore- ticle was “of inferior grade, of more value than the price asked and no received for it, all tending to destroy the confidence of the public” in it, etc. This appears to be a novel decision, likely to excite siderable interest if it is taken as a valid precedent. It is an admitted principle that the producer of any ar- ticle has a right to fix his own price for it and to refuse to sell it to any one for any reason satisfactory to himself. With reference to any pro- prietary article it may be important for business reasons to maintain a standard price, and that does not re- strain competition with other arti- cles having the same or a similar use. Restraining competition among those dealing with the particular ar- ticle of commerce by fixing a uniform price. at which it may be sold has obvious advantages for the manufac- turer and for the trade as a whole, and if the price is a fair one there seems to. be no reason why it should not be maintained. The manufactur- er can undoubtedly refuse to sell to any dealer who refuses to contract somewhat con- to charge the regular price. If the selling contract is alike for all and one or several dealers violate it, it is unfair to those who honorably abide py. it may be a injury to the of the manufacturer by restricting his sales as a whole. and serious business The redress usually resorted to is that of refusing to continue supply- ing the article to dealers who violate the contract. Not long ago a West- ern concern tried by a resort to the courts to compel a sell to it manufacturer to notwithstanding a refusal to make or abide by such a contract, and the claim to a right to purchase was not sustained. It effect held that fixing and maintaining a price by such agreement was lawful and could be was in nobody compelled to tmakine such a tion.—-Twin City Bulletin. ee She Won’t Have To Wait Long. sell without condi- Mrs. Digs—Mrs. Close is the mean- est woman on the block. Mrs. Wigs—What has she been do- ing? Mrs. Digs—Why, she won't have her leaves raked up. She says they can be shoveled up with the first snow. ———__ 22s ———_——_ Some people would never attract any attention in the world if it not for their impudence. was 31 BUICKS LEAD CARS $1,000 AND UP BUICK MOTOR COMPANY Louis and Ottawa Sts. Grand Rapids Branch FLOWERS Dealers in surrounding towns will profit by dealing with Wealthy Avenue Floral Co. 891 Wealthy Ave. Grand Rapids, Mich. MOTOR VEHICLES Auburn, Ind. FLI-STIKON THE FLY RIBBON The Greatest Fly Catcherin the World Retails at5c. $4 80 per gross The Fly Ribbon Mfg. Co., New York _ ORDER FROM YOUR JOBBER G. J. Johnson Cigar Co. s.c. W. El Portana Evening Press Exemplar These Be Our Leaders We Have But One Competitor And That Is YESTERDAY We try to make today eclipse it. That’s why we manufacture more fix- tures than any six other factories combined. Why our product is recognized as the highest grade store fixtures in the world. And most important to you are the low prices we name. The reason is obvious: We make all our findings, buy raw materialin large quanti- ties and are satistied with a small percent- age of protit. Let us figure with you for one case or an outfit. GRAND RAPIDS SHOW CASE CO. Grand Rapids, Mich. —_. More School Desks? — We can fill your order now, and give you the benefit of the lowest market prices. We are anxious to make new friends everywhere by right treatment. We can also ship immediately: ’ Teachers’ Desks and Chairs Office Desks and Tables Bookcases We keep up the quality and guarantee satisfaction. If you need the goods, why not write us for prices and descriptive catalogues—Series G-10. Mention this journal. American Seating Company Blackboards Globes Maps Our Prices Are the Lowest 215 Wabash Ave. GRAND RAPIDS NEW YORK CHICAGO, ILL. BOSTON PHILADELPHIA No doubt when you installed that lighting system for your store or invested your money in gasvline lamps for lighting your home you were told to get ‘The Best Gasoline.” We have it CHAMPION 70 TO 72 GRAVITY Pure Pennsylvania Gasoline. correct the old fogy idea that Gasoline is Gasoline. Grand Rapids Oil Company Also best and cheapest for engines and automobiles. It will Ask us. er Branch of the Independent Refining Co., Ltd., Oil,City, Pa. TRADESMAN October 20, 1909 '\ Pr fy Ca iy y @ << se YS = 2 = 2 : Z = = y+; y = | REVIEW oF tH e : SS es l< 2 ie SHO 2 Lp re \ \ \ i }))! f\ a Vs \ ‘4 Baa f\ Wy FRR rag Ks a))) axay suill ALLEL Yy, iu PS Ii i TTY Bea ‘ D qe N ) y ( S is A INXk ~ Disadvantages Under Which Shoe Retailers Labor. Written for the Tradesman, “Oh, yes,” said a retailer friend of mine, “that talk you are giving me sounds good; but you do not stop to realize the exigencies under which I The am laboring here. situation is peculiarly difficult. An advertising scheme such as you are suggesting would not work. I know it would not for I know my trade. There is just a certain percentage of the peo- ple out here whom I can reach. The better class of trade goes to down- town stores. What is the use of my wasting ammunition on them? Why not go after the folks who buy the medium and popular priced shoes? And isn’t that just what I am doing?” And so my non-aggressive friend handed me out a line of threadbare, concurrent excuse-making that has done service since the year one. My response to him is immaterial and the final outcome of my dealings with him can not be recorded just yet, for the leaven has not had time to work thus far. But I entertain the belief that it is working; and some time 1 hope to be in a position to report “progress.” But his attitude is characteristic of the stand taken by shoe retailers in too many localities. They have diffi- culties—-and they realize them. Their difficulties embarrass them by -day and haunt their dreams at _ night. They are positively terrorized by handicaps under which they labor and the result is acquiescence which more often than not eventuates in failure. The singular thing about it is that each shoe retailer thinks his field is the most difficult; that the conditions confronting him are the most unique and perplexing ever; that no shoe re- tailer in all the history of shoe mer- did obstacles ever have or could have had tantalizingly insuperable as his own. If the busi- ness is falling off—vwell, isn’t he do- ing all that he could under the cir- cumstances? If he is holding his own by the skin of his teeth isn’t he therefore to be congratulated, con- sidering the up-hill fight he has to chandising as make against unpropitious odds? And thus doth the non-aggressive shoe retailer palliate his crimes of omission. But, seriously, when you come to think about it isn’t this bath- ing one’s self in the laver of excuse- making a cheap and profitless enter- prise? It does not help matters any. It does not add anything substantial to the profit side of the ledger, and it does have the effect of confusing Everybody has his peculiar difficul- ties and his unique obstacles. A man does not have to be a shoe retailer to have difficulties and burdens and besetments that the other fellow wots not of in his pipe-dreams. But what ef it?) Is a man to sit down placidly in the shadow of an “insuperable bar- his perspiring brow and then spend the fruitful hours of the fruitful day plac- rier,” take off his derby, mop idly watching the fleecy clouds chas- ing each other through the blue skies? That is well enough, doubtless, if one can produce marketable philosophy or write short stories and poetry that the magazine folks will accept; but it is poor business for us prosaic mor- tals who have to earn our bread in the sweat of our faces. One had better put on his hat and walk around sizing up that “insuper- able barrier” aforesaid. Maybe it is not so high and inaccessible after all! Maybe there’s a way over or around or through it—usually is. Insuperable things are usually hypothetically so; rarely does the masterful spirit find them so. Our problems are not un- frequently complicated by imagina- tive admixtures. How easy it is for an active fancy to conjure its buga- boos! As a shoe retailer you have your difficulties, have you? Then master them! Be a fighter! Have no fellow- ship with quitters—and take no stock in the philosophy of those who quit! The existence of a unique and per- plexing handicap ought to put you on your mettle. You ought to roll up your sleeves and go after it, and more than likely it will take to its heels! It is funny how barriers do scamper when an angry man gets aft- er them! But they do now. What is a vocal impediment to a real Demos- thenes who would be eloquent? What is mere blindness to a John Milton who would behold the glories of a Paradise Lost and a Paradise Re- gained? What are mere Alpine Mountain piles to an intrepid Na- poleon Bonaparte? Maybe you mod- estly decline companionship with these illustrious souls. Very well, then, you can do in a limited way what they did on titanic dimensions: you can show spunk; you can hit out to the measure of your ability; but for the sake of your own imperial Ego don’t curl up and say: “What’s the use?” For the day upon which you curl up marks the date of your decline and fall—unless some kind friend is subsequently able to inject a little dynamite into your system and twist your head around the other the issue. way. Handicapped by Small Quarters. Limited, cramped quarters are not unfrequently looked upon by shoe re- tailers as a serious handicap. “If we only had more room,” is the way the plaint begins. Limited quarters — unless, indeed, the quarters are extremely limited— is only a challenge of order methods, compact arrangements and conve- nient disposition. It does not consti- tute a real barrier. Some of the most profitable shoe shops in the country are small shops. If the shop is small the probabilities are that the location is extremely de- sirable and real estate in that imme- diate vicinity very valuable. That, dcubtless, is the reason the store did not spread out over more ground. But suppose the shop is only 12 or 14 feet wide and only 50 or 60 feet in depth. You can build your shelv- ing high, economize every square foot of space and thus find room for a large and valuable stock of goods. It is easier to keep a small shop neat and attractive than it is a larger one. The smaller the floor space the -asier it is to keep it clean and neat- ness is an important factor in a shoe shop. You can very well afford to do away with the “long perspective” when it comes to a retail shoe em- pcrium; and the nearer you keep to your customer the less chances he has to get away from you before the sale is consummated. Whether the store is whether it is small you ought to have compactness. I like to see shoes packed away in a shoe store like sar- dines in a box, don’t you? It seems more natural for them to come that way. It is easy to secure compact- ness when you are compelled to by circumstances that make it impera- tive. The M. & K. Boot Shop, of 418 Walnut street, Cincinnati, is an ex- ample of a small but successful shoe store, with all and sundry of the vir- tues of mneatness in arrangement, compactness and convenience. The room is small—not over 16 feet in width, if that, and not more than 50 or 60 feet in depth. But they have shoes there, I tell you, and they are easily accessible. The M. & K. peo- ple pay $5,000 a year rent for that lit- tle shop. It is evidently a profitable proposition or they would give it up. Limited quarters do not prove a se- rious handicap to them. Yet they car- ry a big stock. They keep it turning, too. With their one display window (and not a very large one at that) they succeed somehow in making their shoe display a feature of the street. It is always filled with the smartest, the newest and the most seasonable creations in the of men’s footgear. No; limited quarters do not con- stitute a serious handicap. The man who fails in a small shop would fail just as certainly in a larger one. Per- haps in the larger one he would fail a little more quickly. Handicapped by Being in the large or way Suburbs. I can imagine another shoe retail- er — one circumstanced differently from his brother dealer who is cramped for quarters on the crowded Strenuous But Satisfactory Weare loaded to the limit on ‘‘Wales Goodyear’’ rubbers and aren’t afraid of anything the weather man can send, but if we were retailing rub- bers anywhere from 20 to 150 miles away from this ‘‘Wales , Goodyear’’ stock we believe we'd havea good stock of the staples where we could lay our hands on them ina hurry. You can count on us to do our best, storm or shine, but freights are slow—even the express will not bring the goods in a minute. We advise you to order now when you can use the mail instead of the telegraph, and you'll find that it pays to look ahead. There is a big demand right now for ‘‘Wales Goodyear’’ —we are sending out big or- ders every day—but we are stocked right on every num- ber. Let us have your or- der today. Herold-Bertsch Shoe Co. Agents for Wales Goodyear Rubbers (The Bear Brand) Grand Rapids, Michigan a > £ i| j | } rs , 2909 || ! j - eo Rm Kid a ages OIE are | % October 20, 1909 MICHIGAN TRADESMAN thoroughfare — saying to himself: “Pooh! that’s no handicap! I could overcome that. But look at me! Here I am away out in the suburbs; he is here in this suburban town! Here I dwell and do business among a people who have no civic pride, no community interest, no sense of reci- procity. They earn their money in the shops and factories of the adja- cent city and there they spend their money. Parents who are in a hurry for a pair of shoes for Johnnie or Fannie or little Billie drop in occa- sionally. I can sell a limited number of the medium grade shoes and at certain seasons not a few of the cheaper grade; but I can not hope to build up a big shoe trade here. My location is against me. Talk about handicaps, here is a handicap that is the real thing.” Is it? I wonder if it overcome. can not be The same difficulties that confront you as a suburban shoe mer- chant also confront your brother merchants in other lines—particularly the hardware man, the and the furniture man. People who want cutlery, wearing apparel and furniture are just as strongly tempt- ed to seek the downtown shops as are people who need shoes. “Yes, to be sure,” it may be conceded, “and these selfsame difficulties preclude success on the part of these’ mer- chants. They can not overcome them more than I do.” haberdasher any There you are mistaken, my broth- er. Some of these merchants do over- come this handicap of a suburban lo- cation. [ can you the name and location of a furniture dealer in give Cincinnati whose advertising ag- gressiveness has earned him some- thing more than local fame; the name Of a fro business-getting methods are novel and effective; the 1ame of a retail furniture company which is, one might say, almost an- other name for success: The Herbert Furniture Co., of 3942- 44 Spring Grove avenue, Cincinnati, is located away out in the Cummins- ville suburbs, eight miles from the downtown shopping district. Yet they get customers to make that fifty minutes’ run on the street cars just to have an opportunity to get sepa- rated from their coin in the spacious showrooms of the Herbert Furniture Co.’s magnificent store. What did it? Advertising—modern publicity of the persistent, persuasive, bull-dog type. Ten or a dozen years ago this com- started up in a little rickety building not far from their They started in a timid, limited way. Year by year their busi- ness grew. More and more the im- portance of advertising as an invest- ment impressed itself upon the mind of John A. Herbert, the genial Sec- retary of the company. Finally they got to advertising in dead earnest and then their business began to grow by leaps and bounds. What did they say? Boiled down and compressed in the smallest pos- sible compass their advertising per- suasion runs about like this: “We are away out where the rents are cheap and operating expenses low. We can, therefore, do business vastly more whose pany frame present site. economically than the downtown peo- ple. We can, then, make money and save YOU money at one and the same time. And that is what we are doing. Believe it? Very good, come out and let us prove it!” This story carries weight. It pulls ‘em out. Pulls ’em out of the city, from suburbs beyond the city and from towns across the river on the Kentucky side. From round about everywhere and from every direction they come. From suburbs ten or twelve miles remote. During the panic year, when furniture retailers elsewhere were retrenching, the Her- bert Co.’s business went right an ex- panding. During the summer months when everything in the furniture line is supposed to be as dead as a coffin nail the Herberts kept four wagons busy all day and late into the even- ing delivering their goods. Handicap? Man alive, John A: Herbert will tell you suburban loca- tion is no handicap. It makes him fairly chuckle to pull ’em out to the Spring Grove furniture house. After a lapse of two years from the date of one newspaper advertisement offering to give away free to every woman who was already married or was go- ing to be a $25 parlor table (upon cer- tain specified conditions) a lady came in from Mount Auburn, a distance of ten miles across the city, to see if the offer still held good. ey . < t | & Zz “ { & ¢ uae | £ = October 20. 1909 MICHIGAN TRADESMAN who approach him each year with flattering friendliness and with offers of goods which they claim are rea- sonable in price, and par- excellence in quality, and superior to competi- tors’ makes, only a very few take the time and pains necessary to make themselves apostles of trade in the real and genuine interest of the deal- ers to whom they sell. If you want to be successful in holding the trade, realize not only the _ necessity of closing sales and _ the profit there is in them for you, but put yourself also in the buyer’s place, think of his chances of disposing of those goods, for which he has paid what may seem to him a sacrificial price; have a genuine interest in ‘his success with the goods to as great a degree as you have an interest in your own success with them. Having scld him and secured ‘his signature, do not cut short with a brief and formal “good morning” the inter- view which you have so strenuously worked to bring to a successful is- sue—-take a little time to familiarize him with the various styles and num- bers and what experience has proved is the best way of “moving them off” at a rapid pace. After you have -left this town corral a quarter of an hour later to write him, asking whether the shipment has been satisfactorily received, if the goods showed up well, and how his trade seemed to “take” to them. Give also any sug- gestions as to their disposal upon shelves and counters or in windows or elsewhere, and urge the importance of his “featuring” your line. Other- wise, upon his receiving the consign- ment it may turn out that he will prefer other new lines in stock, sold him by other salesmen who have per- suaded him to give their prominent place in his display and his advertising. Remember that there are three ways in which a com- petitor may attempt to “do you up” upon occasion: goods a 1. By blackguarding your wares before you have had an opportunity to say a word for yourself, or have even made your initial call on the customer, 2. By making your customer dis- satished with wares he has purchas- ed of you, by descanting on their al- leged inferiority to his own line. (Neither of these ways is true sales- manship.) 3. (This is legitimate salesman- ship)—By doing so much clever work as a salesman—by so carefully con- sidering the customer’s wishes and so vividly depicting the advantages of your proposition—that the customer, even although he has been satisfied with his dealings with you in the past, may voluntarily take the ground that your wares are tawdry and infe- rior, that your interest in his success with the line is not so keen and helpful as that which your competitor has manifested and. that it about time for him to make a change and “try something new.” is In downing competition it is not only necessary to get ahead of the other man, but it is also necessary tu see that he is not “camping on your trail,” with disastrous effects so far as the loyalty of your customer toward you and your house is con- cerned. It is not only important to sell more goods than your competitor, but to look out at the same time that you have a stronger grip on your dealer, and on his interests, than your competitor could possibly have. This is only to be accomplished by pains- taking work to keep in touch with the men you sell; by the heartiest inter- est in the success they have in han- dling your goods; and by extending all selling helps, suggestions and pointers which may make them feel that you have their welfare upper- most in mind and are not thinking solely of corralling their cash. You should think of your custom- er much as you think of your bank account. If you were to put $500 in the bank you would not, under ordi- nary conditions, go away thinking merely: “There is $500 which I can draw upon in emergency and which, if I do not need it at once, will grad- ually increase at the rate of 3 per cent. interest.” You would proba- bly have a feeling that you had only begun depositing in that bank; and a picture would arise in your mind of the amounts you would add to this nucleus from time to time—you would be wondering how you might increase in future the sums added to the original deposit and the time when this small beginning might, by reason of additions made to it and the accumulated interest, ‘be something “really worth while.” On closing the first sale that you make to a cus- tomer and in figuring up your com- mission on that sale try to have the feeling that you have “opened a new bank account,” from whi¢h you may expect in the future to realize big re- turns—when the customer has begun to rely more and more upon you and your line and to increase the size of his orders and to throw the trade of his fellow-merchants in other towns (if there are any over whom he has influence) in your way. Glenn S. Noble. ———__ ~. 2a - What Other Live Cities Are Doing. Written for the Tradesman. The. Chamber of Commerce of Pittsburg has unanimously endorsed the proposed municipal bond issue for permanent improvements in Greater Pittsburg. The improvements contemplated include pure water for Northside residents ,free bridges, bet- ter streets, playgrounds and_ parks, safety from floods and abolishing of gerade crossing. An “Industry Magnet” movement has been started by business men of St. Louis. The plan is to raise $500,- 000 to secure new industries for that city and at the outset eight men have subscribed $10,000 each. Philadelphia has failed to obtain from the railroads entering the city any satisfactory concession in cement freight rates, which, it is claimed, are a direct discrimination in favor of New York, and it has been decided to carry the freight to the Inter- state Commerce Commission. The Mississippi to Atlantic Inlana Waterway Association will hold its second annual convention at Jack- sonville, Fla.. Nov. 15-17. Speakers of national reputation will address the delegates, particularly with re- spect to an inland waterway con- necting the Mississippi and Apalach- icola, thence across the peninsula of Florida to the Atlantic, and improve- ment of all laterals and tributaries, joining the Atlantic coast waterway with the lakes to the Gulf at or near New Orleans as a part of a compre- hensive national system, Renton Harbor has called an ex- pert from Chicago to make tests ana borings for pure water in different sections of the city. When all othet means are exhausted the city plans to go directly to Lake Michigan for water. A local contractor offers to secure lake water for the city at a cost of $60,000. The Pittsburg Chamber of Com- merce has issued a report on coal and coke production and the manu- facture of iron and steel within a radius of 40 miles of Pittsburg. Sev- enteen per cent. of the coal pro- duced in the United States is mined| in this district. This district ranks third in the production of iron and Pittsburg manufactures 80 per cent. of the air brakes, 71 -per cent- of the interlocking and signaling ap- paratus and 20 per cent. of the elec- steel. trical machinery turned out in the United States. The Charles River esplanade, ex- tending from Cambridge bridge to Boston during Charlesgate West, on which has $635,000 the past three years, is nearing com- expended over pletion. of the beauty spots of Boston. The Park Commission of Wash- ington has planted 4,000 trees during the past year. The sycamore leads all other varieties in desirability as a street tree, in the estimation of the Commission. The city health officer of Kalama- ZOO made a vigorous protest against the further use of cups at public fountains and urges the instal- lation of spurting fountains of the sanitary kind. The annual pure food show of the Des Moines Retail Grocers’ Associa- tion opened in that city Oct. 18 and will close Oct. 30. has Members of the Toronto Board of Education are visiting American cit- ies for the purpose of gathering in- formation as to what is being done along trade vocational for students. or lines The Chamber of Commerce of Sac- ramento has land purchasing department, the idea being to sell Sacramento county land mail to Eastern home seekers. Almond Griffen. a added a mail-order by Simply to be just, considerate, and helpful is better than to master all the metaphysics of this and all other worlds. Post Toasties Any time, anywhere, a delightful food— ‘‘The Taste Lingers.’’ This public drive will be one} | Postum Cereal Co., Ltd. Battle Creek, Mich. braces all branches of gest that you permit A Superior - Photo-Engraving Service The success of our large and increasing business is due to the fact that we make plates superior to the general average. We want the patronage of particular people— those whose requirements call for the best in | designing and illustrating, and who realize that | the better grades of work cannot be bought for the price of the commonplace. The scope of our work is unlimited. It em- for typographical purposes. #& % % SF % If you are not obtaining engravings equal to the standard of your requirements in printing quality and illustrative value, we would sug- value of a really intelligent service in com- bination with a high-class product. »% wb se SF FF SF st SF SF SF commercial illustrating us to demonstrate the Tradesman Company Grand Rapids MICHIGAN TRADESMAN | October 20, i909 A HAPPY ACCIDENT And a Delivery Clerk’s Wisdom and Success. Written for the Tradesman. Dick Gilvery, delivery clerk for the Great Central Market Co., was tired, irritable and hungry when, the last man in, with his team and wagon, his day's work at an end, he left the sta- ble sure of a late supper and morally certain that his landlady would voice various unpleasant remarks upon his appearance. A graduate of the University of the Street, having served as newsboy, bootblack and messenger, Dick was iin his senior year as delivery clerk; and as he walked up the dimly light- ed alley toward Eighth avenue his mind was supremely settled on a be- lief that with the coming of his 21st birthday, two months hence, his next best step would be to apply for ap- pointment as a police patrolman. “Why not?” he asked himself. “I know the city fore an’ aft and from keel to main truck; I can read, write and cipher, an’ another month’s study of the department’s manual will—” Just then, as he was about to turn into the street, his musings were vio- lently interrupted by a young man who, dodging swiftly into the alley, knocked the dreamer to the _pave- ment. As the fellow, muttering a_ per- functory “beg pardon,” and with a catlike leap over the half prostrate figure, dashed up the alley caught a fair look at his face and noting that he was young called out, | Pll push your | “Come back here an’ front in.” But the fleeing man did not stop. | Contrary, he seemed bent on ing the maximum of his fleetness ot | At this Dick stooped to pick | foot. up what he took to be a to | heave after the departing figure, and the next instant realized that he held | brick, in his hand a rather elaborate box, | which was partiaiiy wrapped in what felt like damp putty. Forgetting the collision Dick stepped quickly to the well lighted street corner and there | he instantly realized that he was in possession of a valuable silver box, half imbedded in a mass of soft putty. Clinging to his prize Dick, tired as he was, turned and gave chase up ‘the alley, confident that his quarry was} a thief and that the portion of plun- | der that had fallen into his hands would convict the fellow if he | could but catch him. Halfway through | the alley Dick saw the fugitive turn into the next street and stopped ab- ruptly. “S’posin’, seein’ with this thing my hands, ‘cop’ should ‘pinch’ me on suspicion,” he argued as he stood panting in the gloom of the narrow way. “An’, be- sides,” he continued, probably dodged in in somewhere of crossed the street and doubled on his | track by this time.” The immediate chase ended right there. Dick looked around carefully and presently he removed a lot of refuse and rubbish and placed his prize in an eight inch space between two brick outhouses and replaced the rubbish as it had been before. Then he started back up the alley to re- Dick | q SsnoWw- | Own | me running | some | “the crook has | cover the hat he had lost at the be- ginning of his race. Ten minutes later Dick was seated in a cheap restaurant in the street up which he had seen the thief disappear. Waiting for his order to be served he noticed presently a young man come into the room from the lava- tery and was so startled by the re- semblance between the face he was looking at and the face of which he had caught a view at the time of the alley episode that it was with greai difficulty he kept his seat and _ his listless facial expression. He succeed- ed, however, and now and then taking a casual general survey of the room and its fittings and occupants he made a thorough study of the sus- pected stranger: his build, his hair, his eyes, his clothes and his manner: but without discovering any evi- dences that he was excited or nervous or anything else than a young man like himself who was in the restau- rant because he was hungry. All through the discussion of his own supper Dick covertly observed the unknown young man without de- veloping any that warrant his the “Probably I am myself so up,” he at last concluded, “that 1 would suspect chap—and then, tco, I don’t know yet that any crime has been committed.” Finishing meal Dick paid the cashier and went jinto the street determined to shadow the unknown when he should éonie out. He had for within Iman, well | . ismoking a would police. worked evidente notifying any his but a short time to wait five minutes the young dressed, nonchalantly cigar and seemingly a strolled up the street shop windows and evi- dently a stranger to everyone until, ‘reaching the entrance to a_ theater, 'Dick saw him step up to the box of- ifice and, purchasing a ticket, disap- |pear in the foyer. The play was “The Servant in the House.” And Dick had less than 25 cents in his pocket. He couldn’t buy even a gallery ticket, much less one of great- ler price. And so, arguing that with ifour exits to the place of amusement lit would be out of the question for ‘him to keep tab on all of them, Dick igave up the chase and went to his -home by way of the alley. His plant if ad not dist Early next morning, the stable, morning loiterer, \looking into mere been urbed. on his way to Dick bought a copy of a paper and about the first inews he saw was the story of a 'terious robbery, mys- “probably by an ex- pert porch climber who had _ early last evening gained entrance to the iboudoir of Miss Helen Putnam, | daughter of Hon. Thomas’ Putnam, | while the family was at dinner.” The thief had gained entrance the lapartment through a window which was securely locked by breaking a |pane of glass and “the reason. the \breaking of the glass was not heard |by anyone in the house was that the thief had muffled the pane with put- ty,” etc., etc. As the result of the in- trusion the thief had secured a jew- elry casket which was upon the dress- ing table, and locked, and a necklace ot pearls which Miss Putnam had to taken out of the casket just previous to going down for dinner, expecting to wear it at a social function later in the evening. The value of the stolen property was given as $3,800 and the report closed with the state- ment that “The Police Department is very reticent upon the subject, but it is known that it is vigotouSly fol- lowing up a élue which seems likely to result favorably.” At once Dick knew that he had a chance to distinguish himself, and the next instant he was calling himself names for abandoning the trail he had so well in hand the evening be- fore. Then the thought to him that he would resign his position with the Great Central Market Co. at once, go to the police headquarters with his prize and his story and seek an opportunity to work with the de- tectives, But Dick was a graduate of the University of the Street and he knew detectives. He \ employed 4s “spotters” knowh, by sight at least, pcople who, for one reason or anoth- er, were continuously under veillance; time. The only difference he daily habits was to change his board- ing place. He began taking his meals regularly at the cheap festaurant whete he had, he believed, failed to tecognize and follow up the man whe had committed the crime. Day after day for a week the morning and even- ing papers had reports and theories as to the Putnam robbery, until when the public was beginning to for- get the case Mr. Putnam notified the police that he would pay $1,000 ‘re- ward for the arrest and conviction of the thief. came who were had notorious knew boys and police Sit so he concluded to bide his made in his just Still Dick kept his head. He knew that his plant between the two out- houses had not been discovered and he figured that should the police ar- rest anybody ptove a on suspicion he might yaluable witness for the de- fetise ot for the prosecution, as the ase might be. Moreover, he was convinced that he held in his pos- session the means for securing an ap- pointment on the police force. At last, about a month after the robbery, the papers announced _ the arrest of “Dutch Pete,” alias “The Scranton Fly,” alias “Jacob Arthur,” one of the most noted burglars in the country, on of suspicion committing Established in 1873 Best Equipped Firm in thé State Steam and Water Heating Iron Pipe Fittings and Brass Goods Electrical and Gas Fixtures Galvanized tron Work The Weatherly Co. 18 Peari St. Grand Rapids, Mich. We Make the Tools For Making all Metal Parts to Furniture Punches, Dies, Models Samples, Etc. West Michigan Machitte & Tool Co., Ltd. Grand Rapids, Mich: Foot of Lyon St. Qa H. J. Hartman Foundry Co. Manufacturers of Light Gray Iron and eneral Machinery Castings, Cistern Tops, Sidewalk Manhole Covers, Grate Bers, Hitching Posts, Street and Sewer Castings, Etc. 270 S. Front St., Grand Rapids Mich. Citizens’ Phone 5329. Grand Rapids Supply Co. Jobbers Mill, Steam, Well and Plumbing Supplies 48-50-52-54-56-58-60-62 Ellsworth Ave. > ! Brilliant Gas Lamp Co. Manufacturers of the famous Brilliant Gas Lamps and Climax and other Gasoline Lighting Systetns. Write for estimates or catalog M-T. 42 State St. a.) ce re Ne ba 2:4 “4 Cnn e, {ail Chicago, If. A Gooa Investmen: PEANUT ROASTERS and CORN POPPERS. Great Variety, $8.50 to $350.06 EASY TERMS. Catalog Free. KINGERY MFG, CO.,106-108 E, Pearl St.,Cincinnatt, 0. ip % ta SMG Sa ‘ palin See FOSTER, ems & CO. Exclusive Agents for Michigan. Write for Catalog. ISS N‘SAFES *, sn a “tu 1% Grand Rapids, Mich. ee October 20, 1909 MICHIGAN TRADESMAN 37 the Putnam robbery. “And Chief De- {called Chief Detective. Snadler to tective Snadler says that he has a straight case for the man’s tion.” The prisoner was arraigned and pleaded not guilty and his examina- tion was set for the following Tues- day. On that day Dick got a day off and was on hand for the examina- tion. short, stout man with curly hair, he knew that he was not looking at the man whom he had collided with that night in the alley, but he said noth- ing. Instead he listened to detectives giving their testimony, to the Prose- cuting Attorney as he tried to have the prisoner tell where he was the three or four days previous to the robbery and on the day of that event, but all that official could get in reply was an unqualified denial of what had been testified to by the detectives. And Dick heard the prisoner’s attor- ney say: “Your Honor, we have heard all the details of the prisoner’s aw- ful career, his various convictions and the punishments that followed, and we have not uttered a word of pro- test. We know, you know, everybody knows he is a marked man, but he is guiltless of the present charge against him and we intend to prove our claim at the earliest opportunity.” And so the examination proceeded with all the regular details, resulting in hold- ing the prisoner for trial with bonds fixed at $5,000. Just what to do was a problem Dick could not solve, even although he studied over it day and night; and the fact that his regular visitations at the cheap restaurant did not veal the man he had lost only added to his discomfiture. Presently, how- ever, Mr. Putnam, personally, pub- lished a card in the daily papers, of- fering a reward of $1,000 for the re- covery of the stolen jewels. Then Dick had an inspiration. And he lost no time. He at once went to the President of the Great Central Market Co. Briefly he told his employer that he had a business proposition to offer; that he wanted a thirty days’ vacation on the following terms: That if he did not within that time solve the Putnam robbery he was to lose his position as delivery clerk without sal- ary for the month in question; if he did solve it he was to receive wages for the month and be kept in his po- sition. “What makes you so sure you can do this thing?” «asked the President with just a shade of suspicion in his voice. Dick frankly replied that he could “not give particulars because it would defeat the ends of justice—that’s what the ‘bulls’ and the prosecutors would tell you and that’s the truth.” The great merchant, convinced that Dick was straight and in_ earnest, gave his consent to the proposition, convic- Fe- the only condition being that the merchant promised he would say nothing whatever to any of his friends or associates on the subject. Early the very next day Dick was seen with apron on and in his shirt sleeves as a sort of man of all work about the cheap restaurant, and be- fore he had been there a week he The instant he saw Arthur, a} “come mar, “What man?” asked Snadler. over quickly, I’ve got your “You come over and see. It will be worth your while,” was the re- ply, and Dick added: “Be sure and come. in) the back: way.” Snadler responded promptly, but on his way he stationed a patrolman near the front door of the restaurant. In a small room off the kitchen and in the presence of the President of the Great Central Market Co.,, who had been summoned by telephone, Dick exhibited the jewel casket still wear- ing its putty blanket, and the pearl necklace, and told ‘his story. Then pointing to a young man who was eating at one of the “There’s your man.” also tables he “How do you know?” asked Snad- ler, almost stupefied by the sudden revelation. “l dont know,” said Dick, “1 only S know that he is the against in the alley.” man [ bumped At this Snadler stepped from the serving room into the restaurant and as he did so the young man eating suddenly arose and started for the front door. Stopping at the cashier’s desk he paid his bill and then passed into the street, closely followed by the detective. The stranger, whose name was un- known, was put through the “third degree,” but steadfastly refused to re- veal his identity and maintained solute ignorance of the charge against him. His photograph sent all over the land and still he not identified. Moreover, when, “John Doe,” he was arraigned on a ab- laid was was as charge of “breaking and entering a house in the nighttime,” not guilty. Meanwhile the Great Central Mar- he pleaded ket was receiving an abundance advertising and was utilizing the op- portunity to its limit. Dick was tak- en off the delivery wagon and was given a place as floorwalker at a1 increased salary, and, because his portrait had been published in all of the papers, together with this story, he was a sort of curiosity, almost an idol. Still the stranger had not been con- victed and still Dick had not told how he obtained the necklace. Edi- torials upon these defects in the pros- ecution were written and the Police Department becoming irritated over Dick’s refusal to tell all he evi- dently knew. At length, to satisfy Mr. Putnam, Dick explained that he found the necklace in the water cooler in the lavatory of the restaurant the second morning after the robbery was com- mitted and then he added, at the same time producing the putty pad that was with the jewel box, “if the man under arrest is the thief I think he is his thumb-mark is here in this putty.’ The thumb-mark test was made and by that means the prisoner was identified, and when accused’ with having dropped the necklace into the water cooler the night of the robbery the man weakened and confessed. © And it was nearly two years after his conviction before the police learn- was said, | ed that the convict was Louis Jones, otherwise “Liverpool Lew,’ one of the most notorious of English thieves and a “ticket-of-leave man.” Yes, Dick received the reward of- fered by Mr. Putnam and, more than that, he had the satisfaction of cour- teously declining to accept an ap pointment on the police force, ex- plaining that he had every reason to believe that he would do better to re- main with the Great Central Mar- ket Co. And his judgment was correct. He is and sistant manager of the concern. What “Dutch Pete,” alias “Lhe Scranton Fly?” now a. stockholder as” became of but knows that he is under police surveil Chas §& a Not All of Them. He is nominally a free man, lance. Hathaway. A Grand Rapids man, while visiting} Grand Traverse much interested his experiments in fruit culture. One day the visitor was making rounds of the place, being in charge a friend’s place in county, became of the friend’s young daughter of 10, who acted as guide. “This tree seems to be loaded with apples,” mian, indicating a specimen. particularly “Yes, sir,” assented “father says this is a apples.” “Il aim slad to hear visitor. “Are all your of apples as this one?” “No sir,” explained the girl, “only the apple-trees.” the little girl; good year for that,’ said the trees as full eee) A Missouri man has patented a car- cass splitting machine for packers, consisting of two circular saws, one operating above and in front of the to bisect animal as it. 1s other, an , | moved along an overhead track. Of} in | the | observed the Grand Rapids | fine | A Dutiful Young Preacher. A young preacher, who was staying at a clergy-house, was in the habit of retiring to his room for an hour or more each day to practice pulpit oratory. At such times the young man filled the house with sounds of fervor and pathos—and emptied it of almost everything else. Phillips Brooks chanced to be visiting a friend in this | house one day when the budding or- lator was holding forth. “Gracious me!” exclaimed the bish- lop, starting up in assumed terror. |“Pray, what might that be?” | “Sit down, bishop,” his friend re- lplied. “That’s only young D— |ticing what he preaches.” emetic eel caine Got There First. - prac- Mrs. Hicks (relating burglar scare) i—“‘Yes, I heard a noise and got up, jand there under the bed { saw a iman’s legs.” Mrs. Wicks—‘Mercy! The burg- ilar se” Mrs. Hicks—“No, my husband’s— he had heard the noise, too.” Se ee es A man’s morality always depends on the meaning he sees in life. | ee [It does not take much millinery to |Shut heaven from our eyes. STEIMER & MOORE WHIP CO. WESTFIELD, MASS. Can use salesmen, Ohio and Indiana. Year contract Dec., 19099. They own their plant and are whipmakers and employ help that “know how.” Are not just like others. but get a trade and hold it. GRAHAM ROYS, Agt., Grand Rapids, Mich., for terms and prices. NSSEAUS ANS 5) cs Werg a Mail orders to W. F. McLAUGHLIN & CO, Chicago Marks of Quality Jennings’ Extracts For thirty-six years the name Jennings on a bottle of Extract has been a guarantee of superior strength and purity. Protect your- self and build up your extract business by selling Jennings’ Flavoring Extracts. C. P. Bluing C. P. Condensed Pearl Bluing is highly concentrated and non- freezable. Its use assures wash- day satisfaction and brings repeat P. ing should be on your shelves orders. C. non-freezable blu- now—your jobber has it. The Jennings Flavoring Extract Co. Grand Rapids, Michigan Established 1872 MICHIGAN TRADESMAN October 20, 1909 A MILLION A YEAR. Aggregate of Transactions at Green- ville Potato Market. Greenville’s place in the potatoe market is that of Grand Rapids with peaches and Traverse City with cher- ries. Nearly every town in Montcalm county and Northern Kent is a buy- ing station, some of them, like Lake- view, Edmore, Stanton and Howard City, of considerable importance, but Greenville is the acknowledged center and easily the largest market. A doz- en or more buyers make Greenville their headquarters during the season and a market place has been set apart for them, where the farmers bring in their loads as the farmers here bring in their peaches. The equipment of a potatoe market is more elaborate than a peach or cherry market or a market for garden truck. With-the latter all that is needed is a place to stand. Potatoes are bought by weight, sixty pounds to the bushel, and the Greenville market is dotted over with little houses shel- tering the scales, with the weighing platforms outside. These scale hous- es and weighing platforms are in evi- dence at all the buying stations, some of the more important having several of them. When a farmer sells his load of potatoes he drives his wagon upon the platform and the load is weighed. Then when he has deliver- ed his goods he returns to have his wagon weighed. The difference tween the two weights shows how many potatoes he has delivered, and the price is paid by the bushel of six- ty pounds. The traffic is so enormous that this is the only practical way to do the business. At Lakeview last season 401,000 bushels of potatoes were marketed and the crop this sea- son will be still larger. At Green- ville approximately 1,000,000 bushels will be handled. If the potatoes had to be measured out by the bushel it can be imagined what a job it would be, how much time it would take and how many errors would be made in the count. Buying by weight is a short cut to the results desired, and the basis seems to be satisfactory to everybody. Apples in bulk are bought in the same way, but with apples the standard is 100 pounds, which repre- sents something less than two bush- els. Apples in bulk are purchased chiefly for the cider mills, the can- neries and the evaporating works. The high grade hand picked apple us- ually goes by the bushel or barrel. be- Greenville as a potatoe market dates back about fifteen years, and it is an interesting coincidence that Greenville discovered its greatness and good fortune at the very moment when it was at the lowest depths of despond. The early settlers around Greenville tried general farming, but the soil is sandy and the farmers did not prosper. With their wheat and corn they planted potatoes for family use, and it did not take them long to discover that while the grain fell far short of expectations the potatoe hills were full to overflow. More and more they turned their attention to potatoes and then arose the problem what to do with them. Potatoes be- came so abundant and the demand for them so limited that the farmers could not get cost out of them, and the cost was estimated at a fraction less than I5 cents a bushel. Green- ville capitalists organized a company to manufacture potatoe starch to af ford a market for the over-abundant crop. An expert was sent for from Germany, a_ factory building was erected and contracts were made for thousands of bushels of potatoes at 25 cents a bushel. When the pota- toes were ready to deliver on the contracts something went wrong. The company could not go on. The farm- ers, who had been’ encouraged to largely increase their acreage, were in despair. Just at this point a potatoe buyer from Cleveland appeared upon the scene. Unknown to the Green- ville growers the potatoe crop in other parts of the country had been a failure. This buyer wanted all the potatoes he could get and was willing to pay 40 cents a bushel. The starch company, unable to meet its con- tracts, released the farmers and they sold to the Cleveland buyer at 15 cents more per bushel than they ex- pected to realize, and Greenville up to that time had never seen so much money as came into town that fall. From that day Greenville has been an important station for potatoe buy- ers. Every year they have gathered there to buy the crop and every year has increase in their num- In fifteen years there has ‘been only one crop failure and many of the farmers have passed the point. The old starch factory at Greenville is now occupied by the Ranney Refrigerator Company. Around Edmore the farmers. are mostly Danes and Swedes. Names of this nationality are as numerous as Dutch names are at Holland and Zee- land. A dozen or more years ago, it is related, a Danish preacher came in- to these parts prospecting for a place Scenr an ber. well-to-do upon which to locate some of his countrymen who were dissatisfied with Old Country conditions. He took a fancy to Northwestern Mont- calm county. It was mostly wild land then and covered with stumps, but the land could be had almost for the asking. He sent for the pioneers of his colony to join him, and it was not long before they sent for more. The population now is mostly Danish and Swede, and these foreigners make excellent citizens, industrious, thrifty and intelligent. They are inclined to conservatism and Americans say they are slow, but they are reliable, have converted the wilderness into a gar- den spot and are prospering. somerset 5 Excusable. School children in Greater New York were required some time since to bring their teachers vaccination and birth certificates. Frequent for- getfulness made one teacher impa- tient, and word went out that the cer- tificate must be there on a certain morning. On that day an anxious lit- tle girl raised her hand the moment the school opened, and, on being told to speak, said, tremblingly: “Please, teacher, don’t get mad at me. I’ve forgot my excuse for being born.” PEACOCK BRAND Leaf Lard and Special Cured Hams ana Bacon are on sale by all live, wide- awake, up-to-date merchants. Have you ever reasoned why? IT IS BECAUSE they are trade-winners and trade-keepers, on account of their being the ‘‘best in the land.’’ The Lard is pure leaf, and the Hams and Bacon are se- lected from choice corn-fed hogs, and cured bv the special ‘“‘PEACOCK PROCESS’”’ of Cudahy-Milwaukee HIGHEST IN HONORS Baker’s Cocoa & CHOCOLATE Wy 52 HIGHEST . AWARDS IN EUROPE AND AMERICA A perfect food, preserves health, prolongs life Walter Baker & Co. Ltd. Registered U.S. Pat. Off Established 1780 DORCHESTER, MASS. GE eae ne Gr ame Are you looking for 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 into a large general store are great. i ! it. An exceptional chance to get started In a paying business, and in a thriving town. 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. ERE ETP I. EOL PTOI: BARE Neca iota ieee ney 5 cei FOOTE & JENKS’ COLEMAN’S Terpeneless Lemon and Vanilla Write for our ‘‘Premotion Offer’’ that combats “Factory to Family” on getting Coleman’s Extracts from your jobbing grocer, or mail order direct to FOOTE & JENKS, Jackson, Mich. (BRAND) High Class schemes. Insist These superfine goods bring the customer back for more and pay a fair profit to the dealer too JOWNEY’s COCOA and CHOCOLATE For Drinking and Baking Premio Chocetate lowNEYS Glocoern a The Walter [. Lowney Company BOSTON Four Kinds of Coupon Books are manufactured by us and all sold on the same basis, irrespective of size, shape or denomination, send you samples and tell you all about the system if you are interested enough to ask us. Tradesman ompany - - We will - Grand Rapids, Mich. Sn A «< * << . A =e ) ~ ot «a