OOZES De Cine’ - PNET: Ip OY 8) CO) ROR a NO aa at | ECR eS GSS O70 BE re Se g NG ie \e L SS S } eA Gy iS Es \ SES \ CS o> SA G F 4G (G ff Ca Q AS i 2 LY ( i ey OR 2 / lic” ie ae : (wr eres Sh), ee PW Ww a PES a. & i EX (OU C REPUBLISHED WEEKLY 9 72 UG, SI POON oe a \7 Bt cy * ® mt s ed eles Ej TRADESMAN COMPANY, PUBLISHERSR > @) SWAGIE™ 89 PER YEAR ‘5 PLT CR CSS LFS SI AS oe Gx (RAFTS IAC FY XZ IEG DES AS Se) KGNY 2 Sk Se ESF RE OTS ea PCa © Soy) LED) ) INCAS nt, AW SIA py a ay) SVS as A. EAA RSS) }) Sip J ? rs p RPS) 9 ¥ he he Pag ae) EW COA @ 3) aS ELS 2H VO! ’ / | j . Zo LZ EIN SOON he $1 iY we AY SSI Twenty-Seventh Year GRAND RAPIDS, WEDNESDAY, MARCH 9, 1910 Number 1381 Che Ghost of John Gear He ws In his coffin bed John Gear lay dead, But John Gear’s Ghost stood near; And the clergyman talked at the funeral And the Ghost bent low to hear. The waiting Ghost of the man who was dead, He lingered to hear what the clergyman said; So the clergyman spake and the people wept And the Ghost looked on and the dead man slept— And the dead man slept. ‘*The man who is dead,”’ the clergyman said, ‘‘Was the true, true salt of the earth; Who shall gauge the good of his well-spent life And the measure of his worth? For he was a man of the olden type— Of the honest, noble, sterling stripe.”’ Shame fell on the Ghost as he stood nigh, For he alone knew these words were a lie— These words were a lie. And the Ghost was afraid and was sore dismayed As he heard the words of praise; And he thought of the wreck and the wrong he had done Through the stretch of the long-gone days; And a woman’s Face that was blanched with tears Loomed up from the vast of the clamoring years; And the Ghost, while he heard all the praise of the priest, Felt burn on his forehead the mark of the Beast— The mark of the Beast. And the priest preached on, but the Ghost of John Heard naught but the woman’s tears, For the silent tears of her silent life Were thunder in his ears. And the priest still preached with his words of praise And the Face loomed up from the long-gone days; The priest still praised and the people wept And the Ghost passed on and the dead man slept— The dead man slept. Sam Walter Foss. Gems of Chought It is with men as with trees: If you lop off their finest branches, into which they are pouring their young life-juice, the wounds will be healed over with some rough boss, some old ex- crescence, but what might have been a grand tree expanding into liberal shade is but a whimsical, misshapen trunk. Many an irri- tating fault, many an unlovely oddity, has come of a hard sorrow, which has crushed and maimed the nature just when it was ex- panding into plenteous beauty; and the trivial, erring life which we visit with our harsh blame may be but as the unsteady motion of a man whose best limb is withered.—George Eliot. The size of the home and the character and extent of its appointments typifies the disposition of the husband, but the at- mosphere of the home depends altogether upon the wife. If the husband and children love the home and seldom care to leave it it may safely be assumed that the atmosphere is congenial; but if, on the other hand, both husband and children absent themselves from home as much as possible, because they find more congenial surroundings elsewhere, it will invariably be found that the at- mosphere of the home, which is due entirely to the personality of the wife and mother, is made repellent instead of attractive. —Henry Van Dyke. Let us, then, be of good cheer. From the great law of progress we may derive at once our duties and our encourage- ments. Humanity has ever advanced, urged by the instincts and necessities implanted by God, thwarted sometimes by obstacles which have caused it for a time—a moment only in the immensity of ages—to deviate from its true lines or to seem to retreat, but still ever onward.—Charles Sumner. For, by what I could observe in many occurrences of our lives, that which we called giving advice was, properly, taking an occasion to show our own wisdom at another’s expense.—Lord Shaftsbury. Let us be of good cheer, however, remembering that the misfortunes hardest to bear are those which never come.—Lowell, Every man should keep a fair-sized cemetery in which to bury the faults of his friends.—Henry Ward Beecher. Some people are so fond of ill-luck that they run halfway to meet it.—Douglas Jerrold. A Reliable Name And the Yeast Is the Same Fleischmann’s “State Seal” Brand] -«. Vinegar |’. has demonstrated itself to do all that has been claimed for it. The very large demand it has attained is’ selfevident. ¢ Mx. Grocer! It increases your oe Ask your jobber. Oakland inca | & - Pickle Co. ; Gintiew. Mich. es On account ai the Pure Food Law there is a greater demand than ever for #& & & vt wt yt Pure Cider Vinegar We guarantee our vinegar to be absolutely pure, made from apples and free from all artificial color- ing. Our vinegar meets the re- quirements of the Pure Food Laws of every State in the Union. wt st The Williams Bros. Co. Manufacturers Picklers and Preservers Detroit, Mich. ‘Are You i. In Earnest | . about wanting to lay your business mi propositions before the retail mer- chants of Michigan, Ohio and Indiana? If you really are, here is your oppor- tunity. The | ar Michigan Tradesman devotes all its time and efforts to cater- ing to the wants of that class. It doesn’t go everywhere, because there are not merchants at every crossroads. It has a bona fide paid circulation—has just what it claims, and claims just what it has. It is a good advertising medium for the general advertiser. | . Sample and rates on request. Grand Rapids, cet cae el: your Tey slo) ae ro) ene The way they grow will makeyour friends sit upand take notice Lautz Bros.& Co. ITs ren Ask your jobbers Syl -taat- Twenty-Seventh Year IGA GRAND RAPIDS, WEDNESDAY, MARCH 9, 1910 Number 1381 SPECIAL FEATURES. Page. 2. Money-Making Hens. +. News of the Business World. 5. Grocery and Produce Market. 6. Window and Interior Decorations. 8. Editorial. 10. 12. 14. Clothing. Merely Temperamental. Corning Egg Farm. 16. Men of Mark. wealth, although capitalized at $2,500, 18. Stoves and Hardware 1¢ . . 100 common -and $<.000.000 preferred 19. Successful Salesman. 000 COMMON ‘and $5,000,000 prefe red, 20. Woman’s World. has. only $1,500,000 common and 22. Bry Goods. : 1 . 4 ~ ) 24. Sunny Italy $1,270,000 issued, and the Grand Rap- 22. The Lady Cashier. ids-Muskegon has $1,500,000 common 30. Free Hides oo i ; : 32. Shoes. _ and $958,000 preferred outstanding. 36. The Spring Season. Whe Greteeced chal on ball, saceoace 37. New York Market. Ene pret IrTea StOCK If, DOEN Instances = i . r i a a ent rtxy acti1all+y 38. Behind the Counter. epresents money or property actually 40. The Commercial Traveler. ' Ae : 7 : 42. Drugs. p 11 [he proposed merger, as it 43. Wholesaie Drug Price Current. inderstood here will no da A 44. Grocery Price Current. ee ees me aes 46. Special Price Curent. drop to the water already in the prop erties tO be brought und one cor ON THE WRONG TRACK. t OL. Li there has been inflation ne in campaign for renomination ir will probably st in: DUE If will f * 1 \ pa : a } : moe 1 fOr a i term Mayor Ellis is mak-|not be increased in volume ing an issue of the proposed merger "he merger of these power com ag ! iE : i SW be a good thing tor Grand or the electric power, gas and trac vee good thing tor Grand : 4 pids \ present this Ity 18 de- tion interests in Michigan of Hox : , i : Ente 10f Electlic powe) ind light pyl, \\ alprid ae « Lo, | W Clark 1 ‘ 1 Ty -4 . 1 : i" the Grand RKapids-Muskegon Cc 1 VN | ' Ny] Nie | : 1 & Co, and W. A. Foot What Mr. |, ompany. When the merger becomes 1 ] + + ~4] ey lis cai ( ADOUL If IS NOt Exactly |q fact Grand R pids in eme rgency can ipparent, but probably he thinks this}draw upon the power of the Kalama a good cnough mangun Ntll ate z090 and Upper Grand Rivers and also election \S| a matter of { that}upon the Au Sabl This greatly in : ff tA u NA ~ o . . Datt © merge ylan to which M eases tie a OL Salety aS 1 1S m Ellis is n iking nis Dresent mMOst ot i ble that ll thes sources of strenuous objection is the very part ipply will fail at the same time. An- which w be of t greatest va ther nent tO Grand Rapids will b of Grand Rapids Appli-}in the development of tl smalle been made to the Sta ns within the Grand Rapids zone ommission for -permission|T big company () hay many tl lame of the Common- |thousand power o rrent to \ Co. to the Consumers | market and there will be m« money upany and to increase the | a price so low that elec- Capitalization 1VOIn 7.500.000 to Siz | be as che iD Oo! heaper | : | . | . } 500,000, and to issue $35,000,000 injthan coal than in keeping it for the s | bonds, of which 92,07 9,000 are to be] lect fe his means cheap light and u d in payl Ih Of roperties to jb | Owe ind che ip liwht nd ower acquired, $6,071,000 to retire und rreat enco Fers O1 industrial en lying bonds and $26,250,000 to be |terprises marketed as money may be needed| The merger company asks for an for development purposes. The prop horized bo is 1§ $35,000,000, erties to be united in the Consumers which $25,250,000 will be held for Company are the Grand Rapids-Mus- kegon Power Company, the Common wealth Power, the Grand Rapids | son, the Jackson Light Pontiac Power, the Flint Saginaw, tk e C te le Bay City 19 ’ a ini it tble Power COIMDanlies. } O1 a alain the name of which is changed, is capitalized at $7,500, ooo, The Grand Ra eer Company is capitalized at $3,000,000. W hat the Seven the other i al is ought not anot Es tr $2.000.- gation Of th ae capital 1 companies in is not known, but among difficult to make to out which desired Consumers’ to be coo round the $12,500,000, to the new it is increase The be that will be and dis- to capitalization. capitalization, fact, ttle, if different from authorized that, it in will very any, now ali except instead of nine one separate tinct parcels How much of the merger capitalization is to be pre ferred and how much common stock, apd how much of it is to b: issued and how 1 held { treasury are but this the hea Commission not Stated wil! the resent cio. no CC at ring before The p | 1 IDMIENT, thES i 1 nit. basis | } 7 | DOnCGS Cal | Del Ct that when $1,000 has SSoo been OF lin improvement developme fore all these bonds shall bi tiie company will have to exp: oi2500. Lo have all ai 1ostly Eastern ipital, sp Michigan, and most of it in Vlichigan, for building materi: labor mm be a greac calan at any other than campaign might be somewhat difficult t people believe it. There may be some tures in the bie holdine ¢ that is to take over all the go: tric and present instance protesting f the stock, but what Mr. is only traction against larger enterprise and, tt 1s eality that will benefit the tf city being a detriment. in the d > bonds lity, times it one inst actually in the ispatch- jine Out Railroad “ommon- to be ie which rc Mar- expend d Hit, Be issued nd $ + $32 money, ent in o make ble fea- ompany as, elec- the 1s in Ellis phase as stated, the particular phase ead of I will hree have faster. get them guided by all of them. will probably be right.’ will different: compasses; J L will he One of them Hurry never an nal 1 c rd - HONESTY IN BUSINESS. ealizes that nM; careful foundation A ' } 1 a) re 131% Cyne of the oldest axioms and | WOFK IS the qu kest in the end. ; . ’ 1 2 1 st . 1 muc or he 111 te rar proverbs is that honesty is the best much of the quicks ep WOrk é i ‘ : Oot e stor 1 be assed as hur 1 1 14 i i L i Cia tao & I policy. We te this to childs a . ce y, there is some which is haste and and seek £0 impress it upon youth : ; : : should be treated accordingly. When thes | days hot \ } . - oe — ue oe a customer is desirous of making a 1 1 15 Ee € and disnonest 1s ) erftain train or car. and has so stat it al t paratively the exceptio1 ed, it is little short of exasperating to . 4 ao | at oft 1. 1. it is fa of everv day | wi ¢ Mim tO see the ci€rk walk leisurely : iis order, as though he had tiiat millions and tens nillions Soe ee eee ce rere Ges can, a n ance OF time. otep lively. GOtars WOrth Of so S are OU, 5 : : Hurry. \ccommodation is worth and distributed through the 1 : : : something. Of course you do not very year Dy Sample Phe mm 1 : ‘ _ a 7 ’ oo cs : nt to be imposed upon in this way, Ciai traveler shows a yard ot this but emergencies come to all And alr pound Of that or pint sOme€-|when the ¢ to hurry, do it lino el ] } } 7 —~ HIN IS 1 Co OOQGS Hr properly a ood grac The Ivered come 3 : in Da 1d |}habit of n habitually wi : e 1 } ye | _ it carloads 2 Catt) ry assist 1m an emergency and curta! 1 1 a 1 ] stance Lin = Uk Geily : ~ 2 the list ) I bly opeedy VOTK ; ' - isely he samy PREG Tail dan. . oh r] hic rives 1 moreo 9 té ufo! ty t vacuiic price In the old times the t1 a 11] ] ysuild S I] T ) 1¢ t | Man Could ital l MR. AMOS S. MUSSELMAN Hnerchant and to thre ot | Amos S. Musselma the only In face, ti : : t RR tb nomina Ure pos ) { POOUS Vit : ; as 1 for ti governorship of Michi much ) wh ee | i a ving his faith it ink, hon- tO { I ! til ; ' 1 fearless b Or as such trad voit s ylis | < I pat} i latform { KEE rep whicl t l ead Now 1 buy t 1] | Nests al vithout equi t { tis Vc < , te ‘ ‘ted ormed to t ices ee 1 ° 1 omnetent rnc og Bic Q mpetent and C1 motive on ho. | oe : : es | A $+ Y ¢ 1 t | | ' oo \ I 1 lo read Ki \ what pi ICC Lil St ) ; V1 man say nd any man good Sst ) i : : oo ho kno 5 Musse in knows iS = 5 MES 1 ¢ } ] $ c c 1 d S¢ FOOaS oO ¢ ) | wae os tl, " ' j 1 4+} + 1 , + + Can 7 ¢ vet th d jh ae Ne Op} I ity what nh Q ch ‘ { ~..'SayVs 1S )] to O SOFE OF CON plicat iff VO ¢ ) on I | a i in his id ind as | lodging nce and that—nom- | hi lea 1 1 | { | | } *Over . ar th SHOW tne Ne ( YACILY CEC : ' t v0 Governor of | Lican +h 1 " hadine ‘ promoted nd 5 { lines | higan tile V rE me O snading 1 . | nt ] ] | 14 11d do Nn S he OO\ Ing id , B 1S1 was 7 " : ’ ] \T } c+ at iess honesty is a t too well es in nan is t o } 4 14 yi | | ( ] 1V1 iblished to be success uly disputed. | ibe : as “a |rigt S SS id next, he . 11S] . _ | enn e vere IS NOT WASTE. | ness 1 vho sees large and wisely } lg Wi Georze Jordan charact bat ls in producing broad and ZES sa S the scourge of Ay ) ial t H iS in no sens Yet he makes a careful distinction|a politician o the ordinary, common between hurry and haste—a dist school 1 chisel 7: t ioaht ' . 4 : tion which is too often lost sight o his Michigan as an entity ne Bo Reine as Th : ‘ a in the business world. LI a very great enterprise in which those who will ae Sean thal . VHOse who will never swerve trom the|evyery citizen of the State is a deeply Ae even ben 40 a4 1 1 + 1 74 . ¢ ¢ regular ait, no matte: nat tne | intereste St holder: and his chief Stress. Lis is aggravating in the €x-|ambition as a sood business man who freme 92 ime } 1 1e tr S ¢ 11 4 1 at £. treme at times and the tr Man } jc illing to ndertake to perform ten bal alt ee 1 , : ; a ; who habitually adheres to his « X-ithe duties of chief executive of such aa & eee ‘ 1 1 . . # ‘ oe « ed rules may be sure that patrons (lan enterprise is—and will be if he is +. i look elsewhere. chosen Governor—to handle the busi Hurry is a counterfeit of haste, of the commonwealth—the edu el aie A “ ace 44. says Jordan ci has an 10d€ai, 2 1i0n system, the finat cial yste m., GiStinct atm fo be realized by the charitable system, the agricultu 7 = 4. and ™m - too ~ 1 1 quickest and most direct metn } ymme it ndustrial transporta Flaste has a Single compass wupONnition and a other departments of the Hien Gt velies fae Sooo: a : . . f which it relies for direction and in State—in the interests of all the peo- Le : i ! larmiony with which its course ts de-Inle of Michican: to win th ipproval ple Z termined. Hurry says: ‘I must move ind confi e of every ndividua stockholder thing The that keeps many out of eligion is that we make it so petty. MICHIGAN TRADESMAN March 9, 1910 MONEY-MAKING HENS. Instances Where Big Money Has Been Made from Poultry. Many interesting accounts can be told of the earning capacity of hens. In fact, there are instances where poultry, for the amount of capita] in- vested, proved to be better money- makers than any other branch of farm life. Some years ago J. L. Todd, of Iowa, told how misfortune — struck him some eight or nine years previous and left him with comparatively noth- ing but his hands and a few pure- bred fowl and a family to support. But from those few pure-breds he gradu- ally built up a poultry venture that in nine years enabled him to pay off an indebtedness that saved his com- fortable home, worth at least $3,000. It was about twenty-five years ago that two young men by the name of Roy and Jay Curtiss started in poul- try farming on a small scale at Ran- somville, Niagara county, New York. They closely applied themselves to their task, and the farm gradually grew. They met with all the draw- backs and stumbling blocks that are always sure to beset the path of the beginner, but they presevered, They had grit and they won. By dint of hard work, economy and a determina- tion to win they have to-day the largest poultry plant in Western New York—one of the largest, if not the largest, in this country—the 100,000 chicken Niagara Farm. Twenty-three years ago George H. Northup, of Raceville, New York, first learned of Black Minorcas through the English poultry journals. He imported a trio which cost him $85. From that beginning grew his large Minorca farm; and from that imported stock began the develop- ment of his famous Rose Comb Black Minorcas. Of this new breed Mr. Northup sold one cock for $1,000, one for $500, one for $200, a hen for $200 and fifteen other hens at $100 each, making a total of $3,400 for nineteen fowls. Since then he has sold a num- ber at prices ranging from $100 to $200 each. Those prices created quite a com- qment in the poultry world, but the sensation was nothing compared to the shock received when it was an- nounced that Madame Paderewski, the wife of the famous pianist, had paid Ernest Kellerstrass, of Kansas City, Missouri, $7,500 for a pen of five White Orpingtons, an average of 1,500 per fowl, and that Mr. Kel- lerstrass had refused to sell her his famous hen, “Peggy,” for $10,000. Hundreds of instances could be given where it has been proved that hens have averaged in flocks not less than $2 each per year profits, when the eggs and poultry were marketed for table purposes. It can not therefore be disputed that poultry can be made a source of profit. But the profits are not so much measured by the territory the plant covers, but rather by the care that is given the fowls. As a rule, small farms are more profitable than large ones. A farm just large enough to keep one man busy will yield a better profit than one upon which a number of men must be employed. “Nothing is the matter with the American hen, but something is wrong with the American farmer,” once said a former U. S. Secretary of Agriculture. No one is better, nat- urally, equipped to make a success with poultry culture than the Amer- ican farmer. Yet, on the average farm the poultry department is a small affair, and often delegated to the women folks, who already are over-burdened with household duties. Many a mortgage could be lifted from the farms by well kept hens, and it is strange that more advan- tage is not taken of their earning power. Here is the testimony of veterans: Theodore Sternberg once said: “TI honor the hen; and she, if given half a chance, will pay every mortgage in this country and buy exchanges enough to knock the spots off the city mortgages.” Colonel E. O. Roessle said that there ‘s a handsome living in poultry raising for anyone who has a love for the pursuit, the ability to raise and care for the stock and a small capital to start with. These three things must go hand in hand; separately they can not bring success. At the close of the nineteenth cen- tury the value of the annual poultry products of this country was placed at $300,000,000, a sum which seems al- most incredible and which goes to prove that the American hen is a moneymaker in every sense of the word. In 1877 Isaac K. Felch wrote a manual entitled, “The Breeding and Management of Poultry” (now out of print), which shows the magnitude of the business at an early date—long before the successful operation of in- cubators or before the adoption of scientific methods for creating strains of heavy laying poultry. The extracts we make from Mr. Felch’s book are interesting and show what a good prophet he has been: “Although the poultry interest of the nation has been considered of minor importance, yet when we in- vestigate we find the egg and poultry product to be much larger than any other agricultural product or indus- try, and we become amazed at the amount of wealth annually accumulat- ed by practical poultry keeping. “The census for 1870 informs us that the cotton crop was 3,011,996 bales; the corn crop was 761,000,000 bushels; the wheat ctop was 288,000,- 000 bushels the value .of all the cat- tle, sheep and swine slaughtered or sold to be slaughtered was $398,056,- 376; the hay crop 28,000,000 tons, valued at $14 (a high estimate), was $384,000,000. “The assertion that the egg and poultry produce of the States ex- ceeds either of these large products is met with derision: yet it is true, and the produce finds no rival save in the entire meat and dairy product combined, “When we commence to make fig- ures we become surprised at their magnitude; and that you May not underrate the hotel consumption we will say that a New York innkeeper offers 60 cents per dozen for 300 dozen of eggs.per day, if he can find the party who will guarantee their delivery fresh; and this is for the demand of three hotels only. The consumption of meat of each guest per day at the Grand Pacific, the pro- prietor of the hotel informs us, is $2.50, and two-thirds of that amount is for poultry and game. Another item should be considered in this connection, and that is, thousands of prairie farmers, who live so remote as to make the running of meat wag- cns unprofitable, are obliged to rely on their farms for fresh meat, and it is a fact that two-thirds of it is poultry and eggs. It is. the custom with them in early winter to kill and pack in snow and ice the sup- plies of poultry for home use. This. with the richer third of the popula- tion, who consume far more than the estimate offered, will more than make up for the poor of our East- ern cities, who consider poultry 4 luxury and seldom indulge use. “Like in comparison as the giant oak to its acorn origin is this large product, made up from the small col- lections from the small flocks of fowls seen about the door of the hamlet and the farmhouse in num- bers of twelve, twenty, thirty and fifty, and where a large number are seen so rarely that they become the exception. These flocks pay a large profit on their cost of production as may be seen by consulting the dif- ferent societies’ reports. In 1858 we in its The Home Traders’ League Valparaiso, Indiana I Trade at Home Because— | It keeps money in circulation at home. | 1. It is more convenient. local stores. 2. I can see what I buy. a. 4. I can secure credit when I need it. 5. I like to deal with men whom I know. 6. I ought to trade where | get my living. It is the law of “give and take.” 7. I ought to build up the community for I need it as much as it needs me. 8. The local store-keeper helps to pay the taxes and to support our schools and lodges. 9. The local merchant purchase. 10. For in the long sidered, it costs less money. —Therefore I Trade at Home We must have churches, guarantees every run, all things con- Seer eng Seales ——_—______ WoRDEN Grocer COMPANY The Prompt Shippers Grand Rapids, Mich. * > ¥ a ® 4; a 7a ‘7 ~ @ 4 r+ * - a » tt . & @ a -— we & a March 9, 1910 MICHIGAN TRADESMAN see that thirty-eight fowls, kept in small yards, under unfavorable cir- cumstances, with a market of 38 cents for corn, 16% cents for eggs and 15 cents per pound for poultry, yielded a net profit of $1.38 per head. In 1861 Mr. Mansfield’s experiment with 100 hens, having a free range of the farm, consuming but ninety-three bushels of corn or its equivalent, produced 147 eggs each (no chickens being raisdd that year), and yielded a net profit on eggs alone of $1.35 per head; with which, had the value of the guano been added, the figures would have reached the sum of $1.60. These and other statements are to be found in the Middlesex South Society’s reports, of $2, $2.25 and $2.50 per head profit per annum; and last, but not least, the banner statement of Mr. Whit- man in 1873. With fifty-one Leghorns, which laid 207 eggs each, which he sold for 31 cents per dozen, the cost of keeping the fowls being $1.13 each, he showed a profit of $4.04 per head, proving conclusively that these small flocks pay much better with care than dc other farm stock.” —_——__.<-<.___ De Not Dwell On Past Follies. Written for the Tradesman. Late at night a man sat alone by his fireside, thinking so intently as to be oblivious to sight and sound. His aspect was that of deep gloom and dejection. He had been en- gaged in a retrospect of his life, in which his mind had dwelt chiefly up- on the mistakes he had committed and the failures he had made. With bitterness of soul he deplored his lack of judgment and wisdom. As it happened, an important crisis! sidered the very embodiment of suc-| value of in his affairs was at hand and he knew cess. His mistakes and failures have|sharpness, not how to act. “Poor fool that I, have proved myself to be,” he moan- ed, “how is it possible for me right- ly to decide so weighty a matter? If [ err in this I shall be ruined, and surely my past career shows me more prone to error than to rectitude.” The man had reached the sad state of having lost faith in himself. Suddenly there stood beside him a Wise Presence. “Soul of waning courage, with me,” said the Presence. The man obeyed and soon was led beneath an archway above which was the strange title, “The Follies and Failures of Successful Men.” ‘With his companion he entered a brilliantly lighted gallery, in which there was taking place an exhibition unlike anything he ever had seen be- fore. There were spread before him in slowly passing panorama the lives of a large number of the world’s great- est men, both those of history and those of the present time. Not the victories and successes were shown, but the defeats, the failures and the foibles. He of the waning courage was greatly astonished as the dismal array passed before his eyes. After a time the Presence led him to the farther end of the gallery, that he might see the lives of his acquaint- ances and personal friends displayed in like fashion. Here he marvelled even more. “Ah, there is my neighbor,” he ex- claimed, “whom I always have con- come been far worse than my own.” Then the Presence led him out of} the gallery. “Friend, the lesson. rors, but I think you have learned} All commit serious er-| the wise and draw the lesson from each and then ignore it. past follies poisons the mind saps the strength of the will.” When the man awoke from his fireside reverie, the Wise Presence had left him. His spirit was blithe and his heart brave. Quillo te The Level Head in Business. You may be smart, sharp, shrewd, cunning, long-headed, you may be a good scholar, very clever—even brilliant—but are you sound? That is the question everybody who has any and dealings with you will ask. Are you substantial, solid? Have you a level head? Everywhere we see men. who are very brilliant out of work, plenty of sharp men who wonder why they do not get responsible But people are afraid of these one-sided, poorly-balanced men. Nobody feels safe in their hands. People want to feel that a man in a responsible po- sition can keep a clear brain and level positions. head, no matter what comes, that he can not be shaken from his center, no matter how much influence is brought to bear upon him, They want to be sure that he is self-cen- tered, that he is sound to the very core. Most people overestimate the successful | . 1 mistake | To dwell upon} education, of brilliance, shrewdness, which they lthink can be substituted for a level head and sound judgment. to the most brilliant, to the cleverest, to the most long- headed, or to the best-educated, but tu the most level-headed men, to the men of the soundest judgment. When a man is wanted for a _ responsible position his shrewdness is not con- sidered so important as his sound judgment. Reliability is what is want- ed. Can a man stand without being | | The great prizes of life do not fall | to the shrewdest, tripped; and, if he is thrown, can be land upon his feet? Can he be de- pended upon, relied upon under all circumstances, to do the right thing, the sensible thing? Has the man a level head? Has he _ good horse sense? Is he liable to fly off in a tangent or to “go off half-cocked?” Is he faddy? Has he “wheels in his head?” Does he lose his temper easi- ly? or can he control himself?” If he can keep a level head under all circumstances, if he can not be thrown off his balance, and is honest, he is the man wanted.—Success. ee A Dilemma. trouble?. Lawyer—Well, what’s the Rastus—-Ah wants advice ’bout call- ine a man a Har, Lawyer—Explain. Rastus—Well, yo’ see, ah can’t write and ef ah could nobody could read it, and ah can’t tell him to his face ah should hap- him hear he’d punch mah "cause he’s def and 1f pen to make head. Profits and Advertising for You When you sell Dandelion Brand Butter Color, you get not only a steady stream of profits from the sales, but the best kind of advertising for your store. Because every buttermaker who lives near you wants Dandelion Brand—the only safe, reliable, Dandelion Brand Butter Color Is Endorsed by All Authorities Dandelion Brand purely vegetable butter color. And Dandelion Brand will bring new customers to jour store—customers that you can make your own in other lines. Dandelion Brand Butter Color is just as steady a seller as any staple you have in your store— sugar, coffee, flour or tea. Wideawake grocers the country over are selling it—making big profits—winning new customers. Why can’t you do the same? Purely Vegetable Dandelion Brand Is the Safe and Sure Vegetable Butter Color Butter Color permitted under all food laws—State and National. WELLS & RICHARDSON CO. Manufacturers of Dandelion Brand Butter Color We guarantee that Dandelion Brand Butter Color is purely vegetable and that the use of same for coloring butter is = Burlington, Vermont MICHIGAN TRADESMAN March 5 1 ane Y \) A 2 NY mY K p LF ee = 8 em, —_ sa - —— — IEW. Movements of Merchants. Frankfort—Goodemoos & Glarum have engaged in the grocery business here. Greenville—J. L. Case & Son suc- ceed Dallavo Bros. in the coal and wood business. Detroit—The Eby Auto Parts Co. has increased its capitalization from $5,000 to $25,000. Detroit—Fox Brothers & Co. have increased their capitalization from $25,000 to $50,000. Mendon—The Malbone Hardware Co. Succeeds ‘W. G. Simpson in the hardware business, Middleton—O. S,. Almack has sold a half interest in his hardware stock to Wesley Kinney, Adrian—Louden Bros., recently of Montpelier, have engaged in the gro- cery business here. Allegan—Andrew Raber has pur- chased an interest in the Allegan Hardware Supply Co. Pontiac—I. M. Beattie has sold a half interest in his stock of dry goods to Otto Sachse. Detroit—The capital stock of the Lozier Motor Co. has been increased from $10,000 to $2,000,000. Bangor—Lewis McKinney has add- ed dry goods and shoes to his stock of crockery and groceries, Calumet—Stern & Field have en- gaged in the clothing business here, with Hugo Field as manager. Pellston—J. M. Becker, recently of Traverse City, has engaged in the wholesale and retail produce business. Albion—George T. Bullen m Co. will close out their stock of dry goods and carpets and retire from business. Allegan—The capital stock of the Allegan Hardware Supply Co. has been increased from $10,000 to $15,- 000. Sheridan—W. G. Wolverton has sold his stock of general merchandise to Charles L. Heisler, recently of Butternut, Kalamazoo — A. Everard & Co. have taken over the meat depart- ment of the A. B. Scheid grocery and meat market. Buckley—C. M. Olney has pur- chased the stock of the Queen City Chair Co., of Traverse City, and will move it here. Battle Creek—A. F. Walters has sold his stock of groceries to Roy Hughes, of Augusta, who took im- mediate possession. Menominee—The Prescott Co, has increased its capital stock from $150,- 000 to $450,000. The company manu- factures machinery. Mendon—Wm. G. Simpson has sold his interest in the tinning busi- ness of Simpson & Auton to his part- CIN ET a RR OTIS : Wwe 4 J rr v oo i : WORLD (( COU ed FMM Vo tr = mT, ~~ YY. ETO SS ner, Homer Auton, who will continue the business under his own name. Stanton—T. S. Earle has sold his stock of general merchandise to John Mathews, who will continue the busi- ness at the same location. Brooklyn — Robertson Bros. & Cobb, dealers in drugs, have changed their name to H. FE. Cobb & Co., the Robertson brothers retiring. Buckley—C. M. Olney & Son have sold their stock of furniture to the Husted Co., of Ashley, which will continue the business as a branch. Thompsonville—G. ‘W. O’Connor has closed his bakery and grocery store, preparatory to closing out his stock and engaging in other business. Saranac E. C. White has sold his stock of clothing to T. N, Feldt & Co., of Howard City, who will con- tinue the business at the same loca- tion. Kalamazoo—The Quinn Manufac- turing Co. has increased its capital stock from $75,000 to $150,000. The company manufactures plumbing sup- plies. Adrian—E, J. Doerr has sold his stock of bazaar goods to Lee Wade and son, Glen, who will continue the business under the style of L. Wade & Son. Lapeer—Gillett Bros., dealers in confectionery and ice cream, have dis- solved partnership, Arnold Gillett tak- ing over the interest of his brother Calvin, Sault Ste. Marie—The grocery and general merchandise stock of LS O'Neill, which was recently destroyed by fire, was completely covered by insurance. Lansing—John Jennings has open- ed a packing, crating and storage warehouse at 502 Michigan avenue east under the name of the Capital Storage Co. Ludington—The Ludington Lum- ber Co. has been incorporated with an authorized capital stock of $20,000, all of which has been subscribed and paid in in cash. Dorr—Frank W. Noel succeeds Mrs. J. C. Neumann in general trade. Mr. Noel has been employed in the store fourteen years, which comprises his entire mercantile experience. St. Joseph—Edward Goodfellow, who has been employed at Rice Bros.’ grocery for the past nine years, has resigned to accept a Position with the Truscott Boat Manufacturing Co. Muskegon—The Markel Cement Co. has merged its business into a stock company under the style of the Markel Cement & Coal Co., with an authorized capital stock of $20,000, of which $10,000 has been subscribed and $2,000 paid in in cash. So ass STS ake oe SS PAs Tae OT Reading—Stewart McGowan has sold his stock of harness and hard- ware to Arthur and Oliver Hayward, of Allegan, who will continue the business under the style of Hayward Bros. Manistee—Albert Sorenson, form- erly of the grocery firm of Christ Sorenson & Sons, has withdrawn from tke firm to take a position with the National Grocer Co. as city salesman. Durand—Henry Cowles has sold his stock of groceries and bakery to F. Healy and O. J. Jones, who have formed a copartnership and will con- tinue the business under the style of Jones & Healy. Ithaca—E. D, Hamilton has formed a co-partnership with Charles P. Yost, taking over the Peet Bros. gro- cery stock and consolidating it with his own, also adding a line of dry goods and shoes. Brighton—George W. Cushing, who has been in the grocery business in this village thirty-five years, has sold his stock to George Conrad, a retired farmer of Genoa township. Mr. Con- tad will take possession April 1. Lansing—B. H. Marling, formerly President and General Manager of the Perry Glove & Mitten Co., has become identified with the Michigan Knitting Co., in this city, in the ca- pacity of Manager. Lansing — Theodore Hirsch, for twelve years Manager of ahe Creole Cigar Co., has resigned his position with that concern. Mr. Hirsch in- tends to move his family South and go into business for himself. Manton — Hubbell & Thompson have uttered a trust mortgage on their general stock, naming Geo, A. Corwin, of Detroit, as trustee. The store was closed March 7 for inven- tory. It is thought the stock will be appraised at about $8,400. The indebtedness is $6,700. Kalkaska—Oscar Watson, one of the best known citizens of this sec- tion, passed away March 2, For twenty-seven years he conducted a jewelry store here, retiring from business about a year ago. He was 73 years of age and came to this Place thirty years ago. Detroit—John J. Gorman, dealer in men’s furnishing goods, has merged his business into a stock company under the style of the John J. Gorman Co., with an authorized capital stock of $20,000, of which $18,000 has been subscribed, $3,000 being paid in in cash and $15,000 in property. Mt. Clemens—Chas. S. Ferrin, deal- er in hardware, has merged his busi- ness into. a stock company under the style of the Chas, S. Ferrin Co., to engage in the general wholesale and retail hardware business, with an au- thorized capital stock Of $30,000, all of which has been subscribed, $208.55 being paid in in cash and $29,791.45 In property. Alpena—B. R. Young, dealer in hardware, has merged this business into a stock company under the style of the B. R. Young Hardware Co,, to engage in the general retail and wholesale hardware and mill supply business, with an authorized capital stock of $30,000, all of which has been subscribed, $648.41 being paid cash and $29,351.59 in property. St. Joseph—A new company |}, been organized under the Style of + American Tool Works, for the pu; pose of manufacturing and sellit rifles, guns, air guns, pistols, toy novelties and kindred Products, wj an authorized capital stock of $40.0 common stock and $20,000 Preferre stock, of which $33,000 has been su} scribed, $4,900 being paid in in cas] and $28,100 in property. Pontiac—Walter J. Fisher Mark R. Fisher have Purchased th grocery stock of Frank Smidley. Th business will be conducted under thi firm name of Walter J. Fisher 8 Brother. The members of the firn are sons of the late Walter J. Fisher who conducted a grocery at this sam: location for about eighteen years. \; Fisher disposed of the business George Griffin and the latter moved one door north. Later Smidley open ed the grocery he has now dispose: of at the old stand. in Manufacturing Matters. Pigeon—The Huron County Cream ery Co. has increased its capital stock from $2,500 to $5,000. Detroit—_The Remaking Hat Cy has changed its name to the Easter Hat Manufacturing Co. Detroit — The Newcomb, Endicott Co. Increased its capital from $500,000 to $750.000. Ypsilanti— The Stee has Stock Michigan Pressed 1 Co. has increased its capitali zation from $30,000 to $50,000. Lansing — Herman Messerschmidt has sold a half interest in his fur nace manufacturing business to Wil liam Purdy. Caro—The capital stock of Jacob Strohauer & Sons Co., manufacturer of medicine, has been decreased froin $50,000 to $39,000. Owosso—The Connor Ice Cream Co. has taken Over the Burton cream- ery, formerly a branch of the old Michigan Milk and Food Products Co. Detroit—The Lullabye Cradle Co. has changed its name to the Lulla- bye Manufacturing Co. and has also increased its capital stock from $25, C00 to $35,000. Detroit __ Th, American Motor Washer Co. has been organized with an authorized capital stock of $10,- 000, of which $6,000 has been sub- scribed and $1,500 paid in in cash. Kalamazoo—The Union Trim & Lumber Co. has been Organized to take over the plant of the Kalamazoo Interior Finish Co., with an author- ized capital stock of $25,000, all of which has been paid in. Port Huron — The Huron Auto Body Co. has been incorporated with an authorized capitalization of $25,- 000, of which $12,500 thas been sub- scribed, $1,500 being paid in in cash and $11,000 in Property. Chesaning—The Big Rock Knitting Co. has been Organized for the pur- pose of engaging in the business of manufacturing and selling wearing apparel and clothing, with an author- ized capital stock of $15,000, of which $7,500 has been subscribed and $4,500 paid in in cash. vs 4 March 9, 1910 MICHIGAN TRADESMAN RY+»> PRODUCE MARKET a = a — . ny The Produce Market. Apples—$3.25@3.50 per bbl. Beets—$1.50 per bbl. Butter—-The market has been very active during the past week, and, in consequence, there has been no de- cline in price, high as it is for this season of the year. The trade has been mainly for consumption. Stocks are much higher than usual for the season, and a continued good demand at firm prices is expected. Local dealers hold creamery at 31c for tubs and 31%4c for prints; dairy ranges from 18@1oc for packing stock to 23c for No. 1; process, 25@26c; oleo, 12@2tic, Cauliflower—$2 per doz. for Cali- fornia. Cabbage—85c per doz. Carrots—$1.25 per bbl. Celery — 65@ooc for California; $2.50 per crate for Florida. Cranberries—$5 per bbl. for Late Howes. Cucumbers—Hot house, $2 per doz. Eggs—The receipts of fresh eggs have increased very materially during the week, and as a result the price has declined 1@2c per dozen. The receipts are not more than normal for the season, however, and the quality arriving is very good. Present prices'| are also about normal. The demand' is entirely for consumption and is on| a clean, healthy basis, being wholly| dependent on fresh receipts, as stor-| age eggs are exhausted. This year’s! holders lost much money on their} holdings of storage eggs. From now on the receipts will probably continue | good and the demand active. Local| dealers are paying 18@19c f. o. b. shipping, holding case count at 20c and carefully selected stock at 2ic. Egg Plant—$2 per doz. Grape Fruit—Florida is steady at $3.25 per box for 96s, $3.50 for 80s and $4.50 for 54s and 64s. Cuban is 50c per box less. Grapes—$5@6 per keg for Malagas. Honey—i5c per tb. for white clov- er and t2c for dark. Lemons—The market is steady on the basis of $3.25@3.75 per box for both Messinas and Californias. Lettuce—Hot house leaf, r1c per tb.; head, Southern stock, $2.50 per hamper. Onions—Home grown, 85c per bu.; Spanish are in fair demand at $1.65 per crate. Green from New Orleans command 30c per doz. Oranges—Navels, $2.75@3.25; Flor- ida, $2.75 for 200s and 216s and $3 for 176s and 150s. Potatoes—The market is still with- out a ray of hope. Growers are un- able to market their crops above 12@ 15c, while handlers are unable to se- cure cars. Local handlers hold at 30c in small transactions. Pieplant—rtoc per th. for home grown hot house stock. Pineapples — $3.50@3.75 per crate for Cuban. Poultry--Fowls, 11@12c for live and 13@14c for dressed; springs, 12@ 13c for live and 14@15c for dressed; ducks, 9@toc for live and 13@r14c for dressed; turkeys, 16@17c for live and 19@2o0c for dressed. There is still a shortage in the supply of poultry and advances have been the rule on both live and dressed. The shortage in dressed poultry has increased the demand on live, which has sold well the last week. From all indications the market will be firm for some time to come. Squash—z2c per th. for Hubbard. Sweet Potatoes—$3.50 per bbl. for genuine kiln dried Jerseys. Turnips—soc per bu. Veal—Dealers pay 5@6c for poor and thin; 6@7c for fair to good; 8@ oc for good white kidney. ee The Grocery Market. Tea—The demand has been from hand-to-mouth only and in a small way at that. There has been no spe- cial softening of prices, ‘however, al- though at the present writing values are no more than steady. Coffee—The consumptive demand has been fair, but from first hands the current business has been very light. Nevertheless prices have re- mained steady to firm, and in some cases strong. No. 4 Santos, for in- stance, a standard grade, is very firm and holders are predicting further ad- vance of %4c in the near future. If it comes that will make a total ad- vance of 34c within a few weeks. Actual scarcity is the explanation. Mild coffees are still firm, though some large holders asked for slightly reduced bids during the week, espe- cially on Maracaibos. The stock of the latter coffee is much below nor- mal for this season of the year. Mocha and Java are unchanged and quiet, Canned Goods—-Tomatoes are the same as last week, both in price and demand. Reports from Baltimore re- garding futures say that packers are not anxious to sell at present prices. Corn is holding very firm for both spot and future goods, and some grades are getting scarce. Maine re- ports that the demand for futures was good and much better than last year. There has been a good demand for future asparagus since the California packers quoted the opening prices. The market conditions are the same on California canned fruits as for some time past. Prices hold very firm and stocks of the principal varie- ties are very much broken up. Cali- fornia canners expect to begin the I9IO0 pack with an absolute cleanup on nearly all lines. Gallon apples are moving well at unchanged prices. There is a moderate demand for ber- ries of all kinds. There is an active demand for canned salmon at present and stocks are steadily reducing, which causes a_ stronger feeling among holders. A feature of the market is the enlarged demand for pinks from local retailers. Chinooks and sockeyes are in small supply, but prices remain the same as at last quo- tation. Domestic sardines are in fair demand, but supplies are small and prices firm. Shrimps and oysters are scarce and prices firm. Dried Fruits—Apricots are dull and unchanged. Raisins are weak and neg- lected. Currants are in fair demand at unchanged prices. Citron, dates and figs are dull and unchanged. Prunes show better demand but no change in price. Peaches are only moderately active at ruling prices. a fair demand, but same for some time. Peppers are firm, both in white and black. Cloves and ginger remain the same as a week ago and reports from the primary market they are firm. Spices—There is the market is the as say Rice-—Receipts from the South are not so large as some time ago. There is a report that the banks in the South are taking care of the planters, which may enable them to hold for higher prices. Molasses—-Glucose is Compound Syrup and unchanged for the week. syrup is in fair seasonable demand at ruling prices. Sugar syrup is ab- surbed as fast as made at full prices. Molasses is dull, but good grades are still very firm. full cream grades are Cheese—The market on stock is very firm. Under relatively a little more plenty and show a range of prices wider than usual. The demand is chiefly for high grade goods. Provisions—Smoked meats have taken another advance during the week—!4@Ic per pound on all cuts. The supply is very short for the sea- son. Smoked meats are to-day sell- ing for more money than for many years. Pure lard is also Yc higher and compound 4@%%4c. Barrel pork, another hog product, has advanced Soc per barrel. Dried beef and can- ned meats are unchanged and in mod- erate demand. Fish—Cod, hake and haddock are in fair demand at unchanged prices. Salmon is quiet but firm. As to Sockeye and red Alaska, there is nothing to sell in first hands and prices in second hands are very firm. Domestic sardines are exactly where they were a week ago, one or two holders continuing to quote basis of $2.50 for quarter oils, f. o. b., while the majority ask toc more than that. Imported sardines are quiet and un- changed. There has been practically nc change in mackerel during the past week. Small sizes continue firm and are wanted on a basis relatively above larger fish, Muskegon Meat Dealers Go On Cash Basis. Muskegon, March 8—To place the meat market trade of this city on a cash basis because of the demands made upon them by the wholesalers and the general bad condition of the business, twenty-four of the butchers here have organized a protective as- sociation, which is expected to cut short the losses suffered through the man who does not pay his bills and through the almost immediate pay demanded by the wholesalers against their extended credit systems. The organization will be officered as follows: President—Martin Burch. Vice-President—-Joseph Grevey. Secretary-Treasurer—Alfred David- son. Trustees—Charles D. Richards, It is the plan of the butchers to give the general public sufficient no- tice before the cash system is start- ed, so that every one will be in shape to even up accounts before that time. Schoenberg,’ C. Peter Wierenga. Regarding the placing of the busi- ness on a cash basis, one of the butch- ers says: “The meat business in gen- eral is in poor condition and high prices have resulted. Pork at the wholesale price comes higher to us than since 1864, and even at that we are forced to close our accounts with the wholesalers each week. This results in our shift the to the basis, so that we may meet the regulations of the wholesale and the poor con- of business. Meats from the farmers are bought only on spot cash and the top of the prices ‘has not yet been reached.” Rg Grand Haven—The tannery at this place heretofore conducted under the style of the having to business cash dealers dition the Eagle Tanning Co. has been merged into a new company to be known as the Ottawa Leather Co. The capital stock of the new corpora- tion is $100,000, all of which has been subscribed. The property been turned in at $80,000 and $20,000 addi- tional capital has been supplied. The company will continue to make leather, but will send its output to the Eagle Tanning Co., at Whitehall tc be finished suitable for use in au tomobiles. —_+--___. The A. J. Pearsen Produce Co. has rented the building formerly oc- cupied by the Vinkemulder Co. to engage in the poultry, butter and eze business, buying outright and on com- mission. has sole Mr. Pearson is engaged in business at Fremont, but for the past year has conducted a branch buying house at Arkansas City, Kansas. The Vinkemulder Co. will occupy the new Vinkemulder building. —__+--~____ Gilbert L. Daane has been engag- ed as Cashier of the lately-organiz- ed Michigan Exchange Bank and will assume his new position about April 1. Mr. Daane has been’ Assistant Manager of the South End branch of the Commercial Savings Bank for the past five years, previous to which time he was employed in the main bank for about a year. MICHIGAN TRADESMAN March 9, 1910 4NS XS SAK New Kinks in Clothing Should Be Specialized. Clothing stores should make the most of every little change in the fashions and they should feature these in their windows. The most should be made of every oddity in the way of lapels, cuffs, pocket flaps, stitching. If these are all dwelt on in the win- dows the idea is broadcasted that you are particular people in keeping up with the trend of the times. The clothing store that has an eye to the mainchance will see that it is never closed. The establishment that makes a note of the small new differences in styles is the. one that is going to be rated Ar in the public’s estimation, other things being equal. * * «6 People are taking trips the year around. Women who are bound by household cares the livelong year of course can not go aflitting as often as their husbands and sons on busi- ness bent, but they get an occasional vacation from the perennial domestic duties. As trunk dealers, even in a small town, can not always know just when people are going ajourneying it be- hooves them quite often to have an exhibit of trunks, bags and small “touristy” accessories. Rubber or rubberized cloth cases, compartmentized to hold all sorts of little necessities likely to be called for when away from home, are well calculated to seize the desire of those possessed with the “vacation spirit.” When such goods are frequently shown they often impress themselves on ‘the minds of those who may not immediately go away, but who are “getting a good ready to start some- time” by gradually accumulating the commonplace needfuls for a trip. Then there are the “professional” travelers—those who are continually on the wing. It’s the “proper caper” with these to cling to a bag that has seen much going by land and by wa- ter, especially by the latter, if it has labels slapped all over it, as these show the owner to be a much-tray- eled personage; but there comes a time when a beloved bag is in the last stages of dilapidation and can be car- ried no more, and then if one in a window strikes the fancy of the party in need of replenishment he will step into the store and make enquiries about what he has remarked in the exhibit. When You Contemplate Moving Around Step In and See What We Can Do For You In the Way OF An Elegant Alligator Bag Or Hatbox *k *k * With the new way of wearing the hair have been devised all sorts of odd-shaped ornaments, greatly differ- ing from the erstwhile fashionable, but now passe, combs, no matter how beautiful in design or refulgent with settings of gems and semi-precious stones these might be. All dry goods and general dealers are presenting— just figuratively speaking—the new turban and coronet hairpins: plain, carved, strand and mounted. The barrettes have most assuredly not yet been given the cold shoulder. It is more than probable that these will not go out in a hurry, for they are a vast necessity, serving, as they do, the dual purpose of holding the “scold- ing locks” securely from the neck and beautifying the hair. Those with the counter-sunk hook and hinge are the most practical. One manufacturer of tertoise shell novelties advertises of one of the barrettes it puts out that It Locks The Locks With the articles to enhance the elegance of the finished headdress should be shown in the window, by way of contrast, the tools that are used to keep the hair “in repair’?— Ideal and whalebone brushes to take out the snarls, “smoothing brushes,” brilliantine, tonics, etc. Gain prestige, you dry goods and general store mer- chants, by informing the feminine public by eye-witnessing that you keep the identical merchandise for coiffures—and their successful attain- ment—as that of the Beauty Shops. There’s a magnificent new brush on the market, the back of which is of satinwood, the bristles being some two inches deep and of the penetrat- iing type so indispensable to satisfac- | tory brushing. In a box befitting its quality, the brush, sans comb or any- thing else, flirts around the price of $12! It comes from across the Biz Pond. “Chanticleer puffs” have put in their appearance. They are frightfully homely—worn at the side of the face in front of the fluffy Barrymore braid—and will not be liked by sen- sible women, a few of whom are still residing on this mundane sphere. Some of the Beauty Parlors thave taken kindly to her of the dry goods store—the ubiquitous dummy. They fix her up in fine togs and show her with the “very latest” in hairdress- ing or represent her as in a “booth,” with the customary “barbers’ apron” covering her shoulders and dress, her hair flying all around her shoulders, and the attendant brushing out “her lady’s” tresses. Safe to say, no- body going past such a window skips a peep at the mysterious manipula- tion. : *& * The ladies’ belts observed in win- dow displays this spring are wonder- fully alluring. They come in an im- mense variety of materials, designs and prices—al] the way from a neat narrow serviceable “waist-hugger” for 50 cents to those that make hubby’s eyes stick out at $35 and more. It’s a very nice little belt that she of slender income may acquire for “haluf a tollar,” so few girls of small means need go around with a sloppy piece of ribbon tied around the place where the beaux like to put an arm! The backs of some of the patent leather belts are ooze leather finished and are of assorted shades, while the fronts are all-black. The colored backs add highly to the appearance— and thus to the selling quality—of the patent leather belts, many of which are guaranteed not to crack. Some sort of buckle is usually eyeleted on in front, with a fancy-shaped tab or flap to cover the snap or real fasten- ing underneath. * * x There’s a new idea being shown in a few of the ladies’ handbags exhibit- ed in the windows, an idea that will be extremely popular with the ones for whom it was invented. It con- sists gf a firm reinforcement of the bottom of the bag, which will not sag even when it is full to overflowing with heavy stuff. This innovation, as remarked, will be sure to find itself liked by the women, who, in purchas- ing a handbag, invariably look at the lower part of it. They like one that “goes straight across,” as the bulg- ing pleated bottom of a bag looks anything but refined. A Great Success Is Sometimes Declared To Be Greatly Embarrassing Ergo We Are Greatly Embarrassed Over the Situation Of Our Nifty New Spring Stock Of Ladies’ Handbags “<« + A shoe merchant who recognizes the confessed disadvantages of the pumps without the straps keeps the disadvantages to himself but proposes to sell those that have fewer imper- fections—those with the confining straps, either instep or ankle. This dealer has in his windowful of up-to- the-instant ladies’ pumps the follow- ing placard: A Pretty Woman Loves Pretty Pumps We Have Them With The Instep Strap Or The Ankle Strap * = ££ A firm that carries none but first- class goods has this placard with a windowful of as handsome hose as ever caused fluttering in impression- able hearts; The Shape Of Our Hosiery Does Not Come Out in the Wash It Has A Staying Power x * & Sales of gymnasium _ suits and shoes and dumbbells were augment. ed by the presence, in a_ sporting goods window, of four dummy boys trigged out with the trappings of the “gym.” The boys were bending to the floor in the act of picking up the bells. This “inviting” card was above the dummies’ heads: hung These Are Dummies Playing With Our Dumbbells We Want Real Boys To Drop In And Look Over The Nicest Line of “Gym.” Stuff They Ever Saw —_+-+~-____ Pearls “Die” From Lack of Use. A beautiful collar of pearls lies at the point of death in its velvet bed within the walls of the Louvre of Paris. It is valued at $60,000, con- sists of 145:pearls, and once belong- ed to the personal estate of Thiers and was worn by his wife. This col- lar is doomed to die because pearls keep their incomparable sheen only when worn next to the flesh. When Queen Augusta died it was discover- ed that her magnificent Strings of pearls were also in a decline, and that because for years she had not worn them against her neck but only around the fabric of the neck of her waist. At that time a treatment of baths in sea water was prescribed for the dying pearls, and for several months they were sunk into the sea and thus restored to their former luster. When pearls are taken from the warm neck and laid on the dressing table, with a temperature, it may be, only half that of the living flesh, they experience a chill which can eas- ily cause the tender outer layers to contract and the beautiful luster to disappear. The Thiers collar lies on a plaque of red velvet that also helps to dull the shimmer of the pearls, for the color produced by chemical means exercises a slow and certain influ- ence. The rays of light from the effect. The jewelers of Paris regard the necklace as an instructive experi- ment in the longevity of pearls that have nothing done for their preserva- tion. When treated thoughtlessly a pearl comes to a speedy end, but if constantly worn it preserves the bloom of its youth and _ beauty through centuries, as many heirloom necklaces prove. eee A New Field. “What is your Occupation ?” “I does wash-drawings, ma’am.” “Goodness! An artist?” “Deed, no. I totes de clothes home fur mah wife.” Louvre window also have an injurious * — Ree 1910 March 9, 1910 a ve MICHIGAN TRADESMAN ? Oon- i) < aA r < ~ ind ’ nt- “ ing ie to , the ~\ ing * * + ~¥ e “4 a at ed mm ¢ Choice of any hat on 1g = 6 «(Ct this page o]- rls = $2.00 Each en oc ® ac of 7 j They come in black Ly and colors cr | of al L F We make more than . one hundred different styles in 4 1g Trimmed Hats es h, from $24.00 to $48.00 S. a to per dozen ta q pe aS 4 Is Send us your orders 1- Ns le is ¢ ~* “J i 4 it Prompt delivery assured i- a $ if i€ % y n 4 Corl, Knott & Co., Ltd. 4 20, 22, 24 and 26 N. Division St. Grand Rapids, Michigan 3 a MICHIGAN TRADESMAN March 9, 1910 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 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. fintered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWE, Editor. Wednesday, March g, 1910 THE END AND AIM. A competency had been secured a good many years ago and true to his inheritance and the American fear of rusting out instead of wearing out he kept on in the same wearisome grind that had always been his. Ask- ed one day what his object was, now that all need of effort was removed, | sie he said, “In the first place because [| must have something to keep ME | provement busy and after that there will be just | sec much more to divide up among the kids.” He did not go on, ;Oon. there |tive than that of gaining popular was no need of it, but he, like other! men, was thinking that a few thou- sands more for each of the boys would come in handy one of these days and that the world would change very suddenly and materially if his girls, wives and mothers as they then would be, were not happier if their account at the bank should be increased by the amount he was earning and sav- ing for them now. That is the average end and aim or the average successful business man to-day, but—and a tremendous but it is—it is submitted with great candor, that while the father’s heart and deed are all right so far as the “kids” themselves are concerned. the principle upon which they, the end and aim, depend is wrong. No man. no matter how he gets his living, need be told that opposition is the soul of success and that by re- moving the one the other is very apt to become a minus quantity. The Story of the large fortune is not a story free from all difficulty and hardship in its accumulation. It 3s the up-against-it condition that tries men’s souls and as they meet that condition and overcome it so the re- ward will be. There is where the old-time New Engiand training comes in. Money? There was not a cent to trifle with in the whole section, and the boy who wanted to go to the circus or to be the owner of a sled had to earn the quarter—that was before the time of high prices—or make the sled, and the boy who didn’t go to the circus or have his own sled was not a boy who was a credit to himself or to his family. Here's a penny to a pound that the man with a million or more was not the boy who teased his mother to tease his father for the The recent floods in various por- | ALWAYS BE FOREARMED. and color. Even though there is no 'declared preference in your market, 25 cents or the sled. His own hands/tions of the country emphasize the they will look better assorted and } vr | ae were the producer thereof and with fact that some of Nature’s freaks can er. 8 that lesson learned in life’s practical |be made less disastrous by a careful goods in general. workshop he went to the city one day with the traditional dollar or dollar and a half in his pocket, met the difficulty that tried to keep him back with the world of opposition be- hind it, downed it and to-day is a fnancial victor. Ask that millionaire what was the most delightful period of his life and he will answer, ten to one, “That time when I was fighting teoth and nail to settle the bread and butter question with the doubts all! against me.” Now, then, is it not better for the boys and girls to have less money to fall back on and more of the practi- cal training backed by well trained brain and hand with the home-incul- cated idea that they must stand or! fall as they overcome or give way to the opposition they are meet? Let, then, the practical be and I] ai the end ist = 3 life preparation and ty aim oft p then—it is tt of the inherited ba the surer the inevitable su less LOCAL BETTERMENT. Perfection is not yet reached in any) locality. The public I is one which should be fostered, enlarged improved Even if actuated by no spirit of ther mo- among your townsmen, you can not Satis- you do to better them? shade, the mat Shade tree purchased prices and 0 quickly that the desired end is reach- ed in a very few years. If street pavin get at the head o and do not be satisfi convinced that best method within your way processes are that simply thrown away. and macadamized rc their advantages, modifying them to a degree. It is easily settled. ively a is the crying need, 79 d until you are much phalt, brick have eac conditions a a streets and roads go a long way to- ward enticing those from a distance to your doors; mud and slush are never conducive to a rush of business. A vacant lot which has become th receptacle for rubbish of various is not only an eyesore but a po oO sor ot wn itiv wn oO damage to the town, harboring more} or less of vermin Strive to get rid of it. If you can not buy, strive to rent the lot. then get the little folks interested in a school garden. The change effected in a short time by careful culture will give a better atmosphere to the place, to say nothing of the advant- }age to the culturists. Read what oth- lers have done toward beautifying back yards. There is an abundance of room for improvement in the ma- jority of places. The greatest need is Some one to make the start. Why should not you be the one? sure to} im-} up-| ity | S in variety are now to be! i low | them mature so} line of enquiry, | you have found the} reach. Half} money | and insect life.} ‘summing up of the probabilities and | preparing for them. Cyclones and {hail storms send out no advance ‘agents, but the floods attending the ‘breaking up of the streams, swollen iby the melting of mammoth snow 'banks, were half expected and in |many instances prepared for. Ex- perience should be a constant teach- ‘er along many lines. A sudden rise ‘in temperature should serve as a |warning to the butcher that his stock } jmust be disposed of at once, even | though at a loss, or placed in the |tefrigerator or brine barrel. The re- (turn of warm weather brings with it jinsect pests of various sorts, all of| |which we must watch for and destroy or more damaged goods will be the iresult. | The leaking roof can be easily re- |paired if taken on the start. If left, ;Some day the water will damage a ishelf of goods or, perhaps, the plas- iter, loosened by periodic soakings, ‘will come tumbling down on the head : 2 : | Of an innocent victim. This will not only mean more damaged goods, a arger repair bill and much personal inconvenience, but the public are not islow to take note of such neglect and the slipshod methods with We all The ulti- mate result of a leaking roof is the }same, varying only with the extent of the leakage and the caprices of ithe weather. Spring is a tiptop sea- son in which to make repairs, the cost ‘being less than in stormy and cold ‘weather; the task more agreeable than when mercury is measured at 90 fin the shade, for of all places a roof is about the hottest. Forewarning is of no avail unless ithe signs and precepts are prepared | for. Many of the so-called accidents Look tome ssociate > your general business ways. iknow that rains will come. ‘are due rather to carelessness. }to the future and plan for it. i op auermamcannnamnauimcarstesies NHS GGS. “Eggs are eggs” is a sayinz which growing each year worthy of more ion and the time is not far | distant when quantity will be taken jinto consideration, as well as qual- |ity—when the product will be sold by ; i j } as modi |weight instead of count. In no oth- ler produce is this measure so in- definite. If sma!! oranges are offered, ithe vender does not expect to get as ;much apiece for them as for the \larger ones, yet eggs are counted out iby the dozen, no matter whether the j ic i | product of a scrub Bantam or a mam- imoth Plymouth Rock. | In some localities color does mat- iter, although the chemist assures us 'that both white and brown eggs have |the same nutritive value. The Bos- itonian will give from 2 to 5 cents ‘More a dozen for the brown shelled leggs of the Cochin, Brahma and | Plymouth Rock, while the New York- jer will just as carefully seek out the | white shelled eggs of the Leghorn ;and Minorca. When your offering is a promiscu- ous one, sort over according to size better impression of your Be sure that they are strictly fresh. Ship Gften, to avoid danger of their becoming stale ;on your hands. In olden times the |accommodating country merchant itook produce that he did not want jand had no use for simply to oblige 'a customer or to avoid offending him. [But with the universal demand al] over the country at the present time ‘there is no danger of investing heavily in the prime article. Pack | carefully for shipping, turning the | cases every day or two to prevent the too ‘yolk from adhering to the shell. | Clean, carefully sorted and packed ieggs will sell at’ good figures. Be sure and keep them away from onions or other strong goods. shell absorbs odors. AS LITTLE DEFECTS. If there any one small thing, more than another, which serves to vex the purchaser it is to find, aiter his purchase is made, that there is a | little flaw in the goods or that a The porous is pOr- tion is lacking. A maple sugar mak- €r was surprised to find, when open- inz his camp, that only a portion of the pail covers were provided with wire fasteners. His only alternative was to lay them on top of the pails, running the risk of their being blown all over the camp if a little wind came up, or to return them, the time required being at least half a day, when every hour was needed to care for the fast running sap. While the dealer might most courteously cede to the first term of the demand, “Furnish the missing wires cel the order,” the ac Of can- inconvenience which the error made is not readily forgotten. It not only caused a damage in the camp, but it sadly weakened your standing with the in- jured patron, with the community in which he lives, A sap pail may prove leaky. The mere disability of the pail is a small factor in comparison with the need of it. While a bit of solder or rosin may in a few minutes render it water tight, the purchaser feels that he has been imposed upon, even if he can take the time for the necessary re- pairs, It much easier to dence than to regain it been lost. is create confi- after it has Give your goods a thor- ough overhauling on their arrival and see that everything is O. K. You should do this as a protection against the manufacturer. The call is doubly Stringent to protect you from the censure of another. It takes but a short time to see that things are com- plete and that they are not defective. Get the habit of counting to see that Packages are full: that there are no culls, no leaks to be mended. —_—_—_— No man knows anything about heaven who js content that others shall wait for happiness till they get there. ee Some conversions seem to be on the plan of giving a man a bath by combing his hair a new way. ee ind Jur ley to ale nt int ge m. all ne OO ck he he 11. ed D> ec us hoy lla tes March 9, 1910 MICHIGAN TRADESMAN OUR LEPROSY SCARE. A distinct shock to the entire American public has been caused dur- ing the past month by a fully authen- ticated report that a number of girls and women employed in one of the largest retail stores in Chicago have become infected with the dreadful disease known as leprosy. If the report be true it is a dis- tressing circumstance, but the truly monstrous phase of the matter is em- bodied in the alleged fact that this infection came about through the handling, by the women thus afflct- ed, of human hair cut from the bodies of Chinese cadavers—remains of human beings whose deaths were caused by leprosy. But even this amazing revelation does not tell the worse detail of the horrible situation. Leprosy is an in- sidious disease which is not recog- nized by the person afflicted nor by physicians until it becomes incurably seated. When one contemplates the fact that a disgusting fad of Fashion has, during the past few years, dictated absurdly outre and sometimes nasty building up of the women’s coiffures, the common sense and wholesome- ness of the sex come in question; but when it is realized that women—mil- lions of them—have blindly and with- out any question used human _ hair coming from all sorts of environment and possible contact with commun- icable diseases, then the sanity of women may be doubted. Indeed, the wilful indifference of women in these circumstances is quite as criminal an offense as is the cupidity of the ghouls who haunt the leper colonies and violate the bodies of the pitiful victims of the malady after they are buried. When the Chicago report first came into public notice the statement was that three women were infected, had been secretly sequestered and would be guarded, cared for and, so! far as possible, remunerated for their affliction during the remainder of their lives; and that their late em- ployers were counting on the ex- penditure of thousands of dollars in an effort to prevent the discovery of| the fatal epidemic. In the light of these facts, the women of America can not wear hum- an hair coming from unknown sources and under unknown condi- tions with any degree of safety to themselves or the community where they reside. For example, since that first Chicago report that three wom- en were afflicted, the number has in- creased to seventeen. The increase may be fourteen or 140 or 1,400— there is no way of knowing until | the victims are past all hope of a normally comfortable, active, happy and satisfying existence. They are booked for perpetual isolatiof and fearful suffering. THE MOTHER TONGUE. We have the immigrant with us in almost every community. In many instances he comes to be a desirable citizen and a profitable patron of the merchant; yet he must have special attention if we would derive the best results from his patronage. We may not understand his language, and may not feel justified in hiring a clerk who has sufficient linguistic ability, but we can, at least, show our appre- ciation of his presence by learning to salute him in the mother tongue. The hearty “Wie geht’s?” goes far toward setting the Teutonic at ease, even though the remainder of the conversation is restricted to your nat- ural language. The fact that you have taken enough interest in him to learn even a little of his language pleases and to hear the familiar words where all else is strange puts him in the best of humor. Then there are other much-used terms, prices, etc., which you can easily pick up, and thus soon acquire a vocabulary which will make him feel more at home. He is exerting every effort to gain a little of our language. Meet him part way and thus make the road easier and at the same time show your friendliness. Even though your linguistic abili- ties are limited, show more than a passing interest in the wants of the foreigner. They may be limited now, but they are bound to grow. Be able to fill present wants and to antici- pate future ones. If you have goods that are unfamiliar to him, yet es- pecially adapted to his surroundings, show them, pointing out the advant- ages. He may not be in a position to buy now, but he will remember the little attention, and will return to you later. Finally, discountenance any frivol- ity of others on account of the pe- culiar speech or costume of the for- eigner. Treat him respectfully and compel others to do so. He is sen- sitive and quick to perceive ridicule. The greeting in the mother tongue will do much to create confidence. Sincerity of purpose will cement the friendship. In the Superior Court at Macon, Ga., recently, a judgment was. ren- dered that has raised a storm of pro- test from the doctors all over that section of the country. Dr. C. L. Stahl operated on C. W. Jordan’s 11-year- old daughter, who was suffering from A ONE MILLION DOLLAR ESTATE Cost of administering, $10,100. If one-half were real estate the charge would be $5,100. This includes all the work of settling the estate, paying debts and dis- tributing to heirs. THE MICHIGAN TRUST COMPANY TRUSTEE tuberculosis of the knee. The doctor said the operation was very success- ful and rendered a bill of $200. Soon after the operation, the child died and Jordan refused to pay the bill. Dr. Stahl brought suit and a verdict was handed down by the court that, as the patient had died and however, the operation had been of no appar- ent benefit, Jordan did not have to pay. The-decision means, as the doc- EOFS See If, “no cure, no pay,’ and may result in the adoption of the Chinese custom of paying a doctor by the year to keep you well and not paying him at all if he allows you to become sick. Evangelist Billy Sunday recently closed a six weeks’ campaign at Youngstown, Ohio, which eclipses anything of the kind the town has ever before known. The meetings were held in the tabernacle which seats 7,500, and at every service day and evening it was crowded. The total number of converts secured dur- ing the revival was 5,915. On _ the last day the tabernacle was filled long before the hour of opening. Many refused to leave after the first meet- ing for fear of being unable to gain admission at the afternoon and eve- ning meetings. Scores became rest- less and dozens fainted from exhaus- | tion. When Sunday made his final plea to accept Jesus Christ 394 came forward. The revival cost the peo- ple of the city about $30,000, includ- ing a free will offering of $10,000 to the evangelist. What has become of the meat boy- cott? How many are still persever- ing to make it effective? There was a great deal of talk about it for sev- eral days and of late it has not been anywhere near the center of the stage. Some of the packers have been in- dicted, to be sure, but has that made the price of meat any lower? This being Lent it ought not be hard to refrain from meat eating. To do so for a time would doubtless be a very healthful procedure for most people. The physicians say it is very easy to eat too much meat and the vege- tarians say none at all should be eaten. As a matter of fact the meat boycott has amounted to just as much as there was any reason to expect. It is about as difficult to control the ap- petite as it is to restrain the tongue. It is never hard to regulate what other people shall eat or drink. T. E. Quissenberry, Secretary of the Missouri State Poultry Board, is making arrangements for an egg lay- ing contest, conducted by the Board at Mexico, in that State, under the supervision of the United States De- partment of Agriculture. Six thou- sand hens representing every breed known will be gathered from this country and Europe. The stations will be furnished with every conve- nience and the contest will be con- ducted along the lines of one held a ‘few years ago in Australia. It will last isix months and it is intended to dem- onstrate the enormous possibilities of a scientifically conducted poultry business. JAS. R. WYLIE, President - €LAY H. HOLLISTER, Treas. The Preferred Life Insurance Co. of America An Old Line Company organized under the new and stringent legal reserve laws of the State of Michigan CLAUDE HAMILTON, Vice Pres. WM.A. WATTS, Sec’y and Gen’! Mgr. J. P. STAKE, Mgr. of Agencies DIRECTORS Lewis H. Withey, Pres. Mich. Trust Co., Grand Rapids Jas. R. Wylie, Pres. National City Bank, Grand Rapids Henry Idema, Pres. Kent State Bank, Grand Rapids C .W. Gartield, Pres, G. R. Savings Bank, Grand Rapids Clay H. Hollister, Vice Pres. and Cashier Old National Bank, Grand Rapids Claude Hamilton, Ass’t Sec’y Mich Trust Co., Grand Rapids Jno. B. Martin, Real Estate, Grand Rapids Guy W. Rouse, Vice Pres. and General Manager Worden Grocer Co , Grand Rapids R. W. Irwin, Sec’y Royal Furniture Co., Grand Rapids Lee M. Hutchins, See’y and Treas. Hazeltine & Perkins Drug Co., Grand Rapids Thomas Friant, Sec’y and Treas. White & Friant Lumber Co.,.Grand Rapids Van A, Wallin, Pres. Wallin Leather Co., Grand Rapids Wm. H. Gay, Vice Pres. Berkey & Gay Furniture Co., Grand Rapids A. G. Dickinson, Dickinson Bros., Engravers, Grand Rapids L. A. Cornelius, Pres. Wolverine Brass Works, Grand Rapids William A. Watts, Sec’y and General Manager The Preferred Life, Grand Rapids E. Golden Filer, Pres. Manistee Co. Bank, Manistee J. S. Stearns, Pres. Stearns Salt & Lumber Co,, Ludington Frank J. Cobbs, Vice Pres. and Sec’y Cobbs & Mitchell Co., Cadillac C. C. Billinghurst, Cashier National Lumberman’s Bank, Muskegon Patrick Noud, Pres. State Lumber Co., Manistee T. B. Preston, Vice Pres. State Savings Bank, Tonia R. E. Olds, Pres. and Mgr. Reo Motor Car Co., Lansing Chas. A. Peck, Vice Pres. Kalamazoo Sav. Bank, Kalamazoo Chalmers Curtis, Vice Pres. First National Bank, Petoskey Insure your income by providing a monthly income for those depend- ent upon you. Write us, giving your age and age of beneficiary, and we will submit cost of $50 monthly income to beneficiary. = E. GOLDEN FILER, Vice Pres. WM. H. GAY, Vice Pres. Home Office—Second Floor Mich. Trust Co. Bldg. Grand Rapids, Michigan Style Tendencies in Tub Frocks. Written for the Tradesman. The woman who is the possessor of pretty plump white arms is going to have her innings this summer, for short sleeves are again to be in favor for lingerie suits and shirt waists. Tub dresses are a comfort to those who delight in freshness and coolness of attire. In style these are to closely re- semble the two-piece silk and woolen suits, only the designs are to be more elaborate; the trimmings will be a leading feature. Lace insertions with both sides| alike, frequently edged with lace, are| to be very good. Much embroidery as well will be employed, this, too, in the double-edged. This is speaking of machine-made trimmings, but fine hand crochetings and dainty hand embroidery also will be a leading feature of the laundri- able frocks. White is going to “take” immense- ly with all grades of society and nothing is more becoming for the average woman. Besides white, the new models will be seen in al the pastel colors. These will vie with white for popu- larity and will be a close second. Chicago’s big establishments are) showing a large and attractive assort- ment of lace and embroidery trimmed gowns, all of them, without excep- tion, showing the waist-line effect, generally with the front panel. These washable suits follow their silk and woolen sisters, which means, of course, that they will follow ite tunic (or simulated tunic) or plaits and tunic idea. English eyelet em- broidery along with Cluny or Irish lace will be greatly liked for the Ornamentation of the tunic outlines. Soft white throats will display to advantage in the round or square- necked tub dresses, at once spelling) for comfort and eile Dimities, linen lawns and other thin goods along these lines, ging-| ; hams, zephyrs, percales, etc., will be among the predominating goods that can go through the laundry and come out alive. Jessica Jodelle. I renee Window Display Which Attracted Attention, Written for the Tradesman. A window that arrested much no- tice from passers by had a rich brown velvet carpet on the floor. The window space was fitted up as a dainty boudoir. In front of a_ bird’s-eye maple triple-mirrored dressing table sat, half turning around, a beautiful young lady dummy wearing a_ shell-pink Florentine flowered kimono. Her hair was prettily coifed in the new flat-banded style and, with head perk- ed on one side, the young lady was gazing, with a supposedly-satisfied smile on her perfect features, at three reflections of her charming self. The dressing table was covered with a MICHIGAN TRADESMAN fine filet lace scarf and rejoiced in a full set of gold-mounted toilet arti- cles, the girl’s right hand toying with the brush, while with her left she was €ssaying to arrange a stray tendril.|: The dressing table at which the toilet operations were going on was at the left of the window, somewhat near the front corner. On the right, but toward the rear of the window, was a triple cheval glass, set in bird’s-eye maple, before which stood another handsome dum- my. This one was a striking bru- nette, while the one seated was as fair as the other was dark—both dis- tinct types of feminine beauty and in- tended as foils to each other. The brunette dummy was grace- fully posed, the hand toward the spectators holding up her brocaded uff panne satin kimono and _§lace- beruffled petticoat sufficiently to dis- iclose trim little feet encased in buff silk hosiery and buff boudoir slippers. (1 forgot to mention that the foot- wear of the blonde young lady dum- my was of the same shell-pink as the background of her bedroom dress.) With her other hand the brunette dummy also was adjusting imagin- ary dishevelment of a fashionable and faultless hair dressing. The entire background. consisting of an immense mirror, the thousands of spectators were treated to a dupli- cation of the _ spell- -binding scene, which the window trimmer told me it cost a pretty penny to get up, but which he said more than paid for it- self, as the kimonos and the furni- ture sold the very first day of the exhibit. —_+-<__ New Town Planned By New Yorker. Roadtown is a city in the country devised by E. S. Chambers of New York and described as a skyscraper laid on its side. This continuous house will provide for its tenants water, heat, light, power, and trans- portation, a noiseless monorail rail- road taking the place of an elevtor. There is to be a moving sidewalk to provide for mechanical delivery of all packages and parcels, as well as ifor the transportation of passengers jand food. Marked economies will be effected in plumbing, wiring, and the use of cement, so that a man can live in the country and at the rent paid for a second rate city apartment en- joy electric power, light, gas, heat, hot and cold water, sewerage, irri- gation, vacuum cleaning, mechanical refrigertion, telephone and message and parcel delivery. The purchase and preparation of food will be by wholesale, and meals will be ordered from serving centers conveniently located. Deliveries are to be made by means of special cars, provided with warm and cold com- partments, directly to the dining room of each individual house. The dishes will be returned to the sery- ing station and kitchen drudgery will be practically abolished from the homes. Each house will be supplied with a motor to which a machine of standard size may be easily attached. Among the industries that are like- ly to-have a place in the homes of Roadtown will be knitting, lace and needlework, millinery, the making of : | artificial flowers, toilet articles, ne working, toy making, book binding, and the arts and crafts in general.’ Each house will have a garden, and in those places where there is an abundant supply of land suitable for tillaze the Roadtown system would undertake to furnish water for irri- gation purposes, if needed, as well as to provide facilities for transportation of all farm products. It is believed that there will be no great difficulty in securing sufficient land to support the 220 families per mile which will make up the Roadtown community. The cost of the building and equip- ping of a mile of Roadtown is esti- mated at $833,200. This includes wir- ing, heating, plumbing, laundry ma- chinery, cooking apparatus, heating and refrigerating plants, electric plant and telephones, sewerage plant, water supply and main for irrigation and domestic use, gas and vacuum producers and holders, moving side- walk and monorail. The cost of each house with these facilities would thus be $3,787 for the first mile of con- struction. Each added mile would be cheaper. And the addition of 500, or even 1,000, houses would make no material increase in the principal labor items, such as engineers, fire- men and heads of departments. “Graduate” and “Viking System” Clothes for Young Men and “Viking” for Boys and Little Fellows. Made in Chicago by BECKER, MAYER & CO. March 9, 19}; Ideal Shirts. We wish to call your atten- tion to our line of work shirts, which is mest complete, cluding Chambrays Drills Sateens Silkeline Percales Bedford Cords Madras Pajama Cloth in- These goods are all selected in the very latest coloring, including Plain Black Two-tone Effects Black and White Sets Regimental Khaki Cream Champagne Gray White Write us for samples. [DEALCLDHNGG GRAND RAPIDS, MICH. Communion Suits In Long Pants and Knicker Pants Now Is the Time | to Place Your Order H. A. SEINSHEIMER & CO. Manufacturers PERFECTION CINCINNATI Bes +4 si 1910 March 9, 1910 MICHIGAN TRADESMAN pa ia Value of Self-Reliance a Good As-|channels that lead in the right di- a set. rection if he has the self-reliance that ) Weill governed self-reliance is a|fits him to cope with his opportuni- — most valuable asset. ties, = But don’t make the mistake of put-| That self-reliance can only come = ting conceit in the self-reliance col-|from a sense that back of him, back = umn. a of whatever ability he possesses, 4 Conceit is the child of ignorance; stands a moderate “make-ready.” ' _ self-reliance is the healthy offspring >> ‘ of a well-grounded confidence in one’s A Few Lessons of the Hour. ability to accomplish. Written for the Tradesman. binds . : wages and therefore necessities must ' ne ed up by his own vanity. : Is the only system that places the merchant in the position When Ulysses S. Grant assumed | °°S* ™Ore- to know, beyond any doubt, that his accounts are correct. — control of the armies of the North| The trusts are robbing us—no The American is the only system that both saves and he did so with a self-reliance that was |@oubt of it—but it will not help us makes money for its users. ame i‘ < tbli t any to keep on robbing ourselves. We guarantee to furnish a more complete system and a better account register =f oe He knew that he knew — hai . : . : for less momey than any other concern in the world f ‘han most men of the economy of menGng ignorance, eet Over 300 different sizes and styles, ranging in price from war, the science of battle. ment, waste, prodigality may give us $50.00 Up He was equipped to discharge the |some training and more weapons with 4 difficult duties which he assumed and| which to fight the trusts, : tliat equipment gave him the reliance Eagerness to fight an enemy may that was the foundation of his suc-| lead one to knock down and trample THE AMERICAN CASE & REGISTER CO. Full detail information will be given upon request. Just drop a card to ‘ cess, upon friends. SALEM, OHIO : — only come from education] «tye that oppresseth the poor to in- J. A. Plank, General Agent, 42-44 S. Ionia St., Grand Rapids, Mich. — ee crease his riches, and he that giveth AN ABSOLUTELY INDEPENDENT COMPANY The boy who hopes to rise to a 4 place in the world above the level of tle menial must have something more than a menial’s qualifications ; ; i ehivaee _ |poor, neither oppress the afflicted in S h l D k The Teecee fan net build a chim. the gate; for the Lord will plead their|, ——— ore c OO es S? —== 1+ ney without bricks, and brain bricks cause, and spoil the soul of those are essential to the man who hopes that noaried them.” Pray. 22:22, 23. to build a successful career. “He that-by usury and unjust gain ag In a land of free schools and free increaseth his substance, he shall opportunities child labor is a crime gather it for him that will pity the akin to burglary. : _{poor.” Prov. 28:8. We steal from the child the means When everyone who really de- . 4 : . of livelihood when we put 29 ‘| plores the reign of greed and oppres- work—his education completed—at 4) 30 makes sure that he is in no wise eg x RT + *. cm cot I, “ ——— Smee etre Ri OEE ' 4 The Trade can Trust any promise made - in the name of SAPOLIO; and, therefore, there need be no hesitation about stocking HAND SAPOLIO It is boldly advertised, and will both sell and satisfy. HAND SAPOLIO is a special toilet soap—superior to any other in count] and capable of removing any stain. Costs the dealer the same as regular SAPOLIO. but should be sold enough for the baby’s skin, ess ways—delicate at 10 cents per cake. orm a” 4 he + + - - EM March 9, 1910 Expenditures. Raising 1,953 pullets to lay- ing POmt oot sc, Pye cd $ 781.20 Maintaining 1,953 _ pullets through laying season of ten MOontns 2668 ee) 2,167.83 Raising 800 cockerels to broiler size of 1%4 tbs. ... 120.00 Cartans: postage, etc. ...... 125.00 $3,194.03 POOR eee $12,520.81 This left a net profit of $6.41 head of laying stock. per That the business has grown is shown by the fact that they are wintering this season about 3,500 head of laying pullets and about 900 head of yearling hens, the former for market eggs and the latter for breeders. The pullets live in celib- acy, and “absolutely sterile’ eggs are a factor in the premium price which the Corning Egg Farm eggs sell for. “The germ of life is the germ of de- cay,” and if we want the very choic- est product in the shape of eggs the birds producing those eggs must be kept in celibacy, must be absolutely innocent of acquaintance with males. The 900 yearling hens which are kept for breeders are carefully se- lected from the (about) 3,000 pullets wintered last season, and every one is a star performer. They are the finest average lot of yearling White Leghorns we have ever seen, and the chicks hatched from their eggs will have a good start towards a healthy, vigorous life. Three or fout hun- dred splendid cockerels were in a lib- eral range, north of the buildings, and from that flock will be selected the (about) one hundred best, which will be mated to the flock of yearling hens. The hatching is done in thirteen 360-egg Cyphers incubators, which give a total capacity of 4,680 eggs at one time. The brooder house is 118 feet long, 50 feet of it being divided into fif- teen pens, about 3 feet wide by 12 feet long; this is the brooder house proper. The remaining 68 feet is di- vided into twelve pens, about 54x12 feet each, and gates at the far end are opened to permit driving the chicks along from one pen to another. The chicks are run under the hover for about four weeks, then driven along to the nursery pens, where they have no heat other\than the natural tem- perature of the house; the flocks are doubled up when this moving takes place, and then there are 350 chicks in a pen. There were 7,000 chicks in that 118- feet long brooder house one time last spring! Mr. Corning told us he be- gins feeding the baby chicks cut bone by the time they are a week old, and “they just grow like weeds!” When the chicks are well fledged they are transported to the colony houses, set about 75 feet apart, out on range, and about 400 chicks are as- signed to each house. As these col- ony houses have a floor space of 6x 10 feet, making 60 square feet in all, there are about fifteen chicks per square foot. Many an experienced poultryman will shake his head at the suggestion of bringing up laying MICHIGAN TRADESMAN pullets in so small space—but this is the system here throughout. The baby chicks are packed into the hov- ers, 175 to each hover-pen, they are crowded into the nursery pen, about 350 to a pen, they are crowded into the colony houses, about 400 to a house, and when they go into the laying houses there are 1,500 pullets put in each house of 160x16 feet, giv- ing but one and seven-tenths square feet of floor space per bird. And those laying houses have no yards! They are, in effect, two-stor- ied, since they stand five feet from the ground, and there are open- ings and runways to give the birds access to the ground beneath, if they choose to avail themselves of the privilege. As a matter of fact, not a great many go down to the ground floor, and, Mr. Corning told us they seemed to be quite content with their reomy, airy quarters on the main floor. The whole floor space of the house is open to all the birds. There are partitions every twenty feet, di- viding the roosting space into rooms, and the partitions extend a foot for- ward of the edge of the roost plat- form; those are the only divisions i: the 160 feet of length of these lay- ing houses. i Ey, —_—_-_-» @ The Small Tyrant. We all know him. He is usually a hard worker. Having ‘made good” working under someone else, he is put in charge of a small department. Then the czar microbes in his blood get busy. Hunter. He has a malignant memory. If any 15 employe in his department dares go over him to a superior this offense is never forgotten and it is never for- given. The men and women under him and look sideways. They and fawn upon him. whisper flatter He has an insatiable thirst for more authority. He doesn’t realize that the government that is founded upon force must live by force. The strong- est management in any business is that based upon good will and free trade in ideas. It is just as great a mistake to over-manage as it is to under-manage. The petty tyrant never evolves in- to bigger things. In building a Chi- nese wall around his department he at the same time builds it around himself. The man who insists upon bounds and limitations keeps himself in at the same time he is keeping the other fellow out. [ want no fences around my lawn No one knows where my neighbor’: lawn starts and my lawn ends. All my neighbors’ lawns are mine and all niy lawns are his. My yard runs into other’yards and these into still oth- ers, and so on into eternity. The manufacturer of this country to-day is building a tariff wall. Poor fool! He does not understand that he is walling himself in as well as wall- ing the other fellow out. Just watch what will happen. The story will be told in the next generation—the great United States a hermit nation! Let us do our part to blow down the Walls of Jericho. Let us do it by blowing the horns of ridicule. Sic semper tyrannis!—The Gimlet. trying.” demand you are sure to have. Lat Beardsley’s <| ~ |Shredded Codfish You’ve Just Got Time To Put It On Your Shelves Our extensive advertising has met with instant success—sales are increasing— we know it from the increased orders from wholesale men. . it and reap the profits. We have done our work, now it’s your turn—lay in a good stock to supply the People know all about it. PUSH THE PACKAGE WITH THE RED BAND J. W. Beardsley’s Sons, New York Let people know you have You can sell it ‘‘without ASD Le Bees Pluk Raabe a eis ; se igs San Mace ae he a hie Nae aeAeNGREA Toes ae ee ee Seabee Sanne 16 MICHIGAN TRADESMAN March 9, 1910 MEN OF MARK. W. H. Watts, Secretary of Preferred Life Insurance Co. William H. Watts was born at Gallipolis, Ohio, December 28, 1867. His father was of English descent, his antecedents having been early set- tlers in Virginia. His mother was of Scotch descent. When he was 17 years of age he went to Delaware, Ohio, to enter the Ohio Western University. He selected the classicai course, but left college at the end of two years to take up the work of life insurance solicitor at Detroit for the Union Central of Cincinnati. In 1890 he was offered the position of general agent for the same company at Kala- mazoo, which he retained for two years. In the fall of 1892 he was tendered the position of cashier of a private bank that Dwiggins, Star- buck & Co. had opened at Richland. He kept this position for six months, when the failure of the Columbia National Bank at Chicago put the Richland bank out of business. The first intimation he hhad of the situa- tion was a telegram from his Chica- go employers to the effect that the failure of the Columbia National Bank would necessitate an assign- ment of the bank at Richland. He closed the bank for ten days and in the meantime raised enough money to pay off the depositors in full, when he formed a co-partnership with well- to-do Richland people to engage in the banking business under the style of the Union Bank of Richland. This bank had a nominal capital of $r1o,- 000, but on account of the respon- sibility of the partners it was rated at $300,000 by the mercantile agen- cies. Mr. Watts continued with this bank for five years, when he formed a copartnership with many of the same gentlemen who were in the Union Pank and opened a private bank in Lowell under the style of Hill, Watts & Co. Seven years later the busi- ness was merged into an organized bank under the style of the City State Bank, Mr. Watts continuing as Cashier. A year ago or thereabouts be resigned his position with the bank to take up the exploitation of the recently organized Preferred Life Insurance Co. and at the first elec- tion of officers of that company he was unanimously selected to act as a Director and Secretary. Mr. Watts still occupies the posi- tion of Director in the City State Bank as well as his position as a member of the Executive Commit- tee of the Michigan Bankers’ Asso- ciation, which he has held for the past two years. He was one of the erganizers of the Lowell Specialty Co., manufacturer of sprayers and cream separators. This company is capitalized at $60,000 and the annual sales are in excess of $100,000. Mr. Watts’ only hobby outside of business is the growing of fruit, es- pecially apples. He has a fruit farm near Lowell, where he grows a stand- ard variety of apples and some other small fruit as well. — Mr. Watts was married June 2, 190, to Miss Ella M. Zimmerman, of Delaware, Ohio. They have one child—-a daughter of 19, who is at- tending the Kalamazoo College. Mr. Watts is a member of the Trinity Methodist church of this city, hav- ing been a Methodist since he was a child. He is also a Mason, hav- ing been Master of the Lowell Lodge for two years. He is a member of the Ionia Commandery. and the Mys- tic Shrine of Grand Rapids. Mr. Watts has always been active in a public way, having served as trustee of Lowell village for two years. He was the first President of the Lowell Board of Trade and also consented to hold the same office a second term. Mr. Watts attributes his success to enthusiasm and application. He is one of the most painstaking men in the world and gives every duty care- ful scrutiny and thorough considera- William While no recluse and ever ready to meet his fellows, Mr. Watts is in no sense a society man; but, on occa- sions when he comes into’ contact with others, none are more engaging or interesting in conversation or con- tributes more to the enjoyment ofan occasion. Mr. Watts is a man of strong con- victions, basing his conclusions on a careful study of matters in all their phases, and, while tenacious of his own views, he is ever ready to lend a courteous ear and careful considera- tion to a proper presentation of the views of others. His present busi- ness enterprise is managed in this way, and, while his is the moving spirit, final decisions and policies are the outcome of careful thought and discussion with his associates. = Oe % H. Watts tion. He believes that the insurance company which he largely created and with which he is now connected has a great future and it need hardly be stated that this expectation is shared by hundreds of others who are interested in the company, either as stockholders, policyholders or well- wishers. Mr. Watts’ business has _ always commanded and received his undi- vided personal application and atten- tion. If one personal characteristic is more pronounced than others it is his indomitable pluck, coupled with intense concentration of effort on the object to be accomplished. Hard work when intelligently applied he feels to be no injury to a man, and success brought about by such work and application is best enjoyed, Our specialty is Awnings for Stores and Residences. We make common pull-up, chain and cog-gear roller awnings. Tents, Horse, Wagon, Machine and Stack Covers. Catalogue on Application. CHAS. A. COYE, INC., 11 Pearl St., Grand Rapids, Mich. IF YOU CAN GET + Better Light wits a lamp that uses Less Than Half the Current what can you afford to pay for the new lamp? The G.E. Tungsten is a masterpiece of invention, genius and manufacturing skill, We can supply it at a price which will enable you to make an important saving in the cost of your lighting. Grand Rapids-Muskegon Power Co. , Grand Rapids, Mich. City Phone 4261 Bell Main 4277 HIGHEST IN HONORS Baker’s Cocoa & CHOCOLATE -_— HIGHEST AWARDS IN EUROPE AND —-—. A perfect food, preserves health, prolongs life Walter Baker & Co. Ltd. Established 1780 DORCHESTER, MASS. Our Slogan, «Quality Tells” Gand Rapids Broom Company Grand Rapids, Michigan 4 = = “a ie LITT at na stl Se } \ i) iin ce nn of nt oe iL * oS ITT es AMO 8 Vu G 3 % « % ? : « ; se - = 42 e 4 + * — an = j< a ; a e ? ~~ ad 4 (9 ~ t ' r % oa. aa i = we e * an ~ «& me § ’ t “ ° i 4 et i. «€ March 9, 1910 MICHIGAN TRADESMAN 19 SUCCESSFUL SALESMEN. George A. Bruton, Representing the Worden Grocer Co. George A. Bruton was born on a farm in Caledonia township, Kent county, Michigan, March 26, 1877. While his name is of French deriva- tion, his antecedents are Irish on both sides. His father was born in Meath county, Ireland, and his moth- er in Rochester, New York. He was the fourth child in a family of eight children. He lived on the farm un- til he was 19 years of age, when he taught district school one term. He then went to Caledonia, clerking a in the hardware store of Jo- seph Kennedy. He afterwards spent a year on the outside of the store, soliciting orders for farm implements for the same house. He then came to Grand Rapids and entered the em- ploy of Studley & Barclay, taking year rubber footwear de- A year later charge of the partment of that house. he went on the road for the same house, covering the trade north as far as’ Cadillac and far south the Indiana line and the Thumb coun- ties in the east. After a year on the road he formed a copartnership with the veteran grocer, Thomas Hart, en- gaging in the grocery business at 254 South Division street. He was particularly charmed with the busi- ness and was glad to retire after an experience of two months. He then went on the road for the Worden Grocer Co. and is now in his eighth year with that house. He goes as far south as Allegan on the Lake Shore; as far as Plainwell on the G. R. & 1: as) far as Irving on: the . Michi- gan Central; as far as Lowell on the Grand. Trunk and to: Freeport on the Pere Marquette. He also covers a portion of the interurban trade tribu- tary to Grand Rapids. He all of his trade every two weeks and some of his customers he visits every week, Mr. Bruton was married August 3, 1904, to Miss Helen Hart. They have resided until lately at 282 Ter- race avenue. He recently. sold this place, however, and is getting out plans for a new home at 115 Morris avenue. The house will be modern in every respect, constructed of brick and will cost about $6,000. Mr. Bru- ton has but two hobbies—pool and as as not sees card playing. His card playing is confined to his friends at home, as he has never been known to play a game of cards on the road. His suc- cess as a salesman is due very large- ly to the motto which he adopted early in life: “Whatever I undertake to do I will do a little better and a little more of it than the other fel- low.” This sentiment has resulted in placing him at the head and front of the grocery traveling salesmen of this market, He is a stockholder in the Worden Grocer Co. and it goes with- out saying that he enjoys, to an ex- ceptional degree, the confidence of his house as well as the esteem of his customers. Mr. blood. 3ruton comes from fighting His father and two brothers fought all through the war. An un- cle, Christopher Bruton, was on the staff of General Custer when he de- feated Gen. Jubal A. Early shortly after the Battle of Winchester and was given a vote of thanks and a gold medal by Congress for his brav- ery and astuteness on that occasion. —_——_2--~.__ The Merchant Becomes a Real Suc- cess— When has more cents, When money. When children When troubles he sense than he loves his work more than he has plenty of prattling and a cheerful wife. he worries about other folks’ more than his own. When he succeeds in’ keeping his troubles to himself and is willing to share his pleasures with his friends. When he places great confidence in his wife and knows she appreciates it. When he can enjoy the successes of others without having a pang of envy. , When he is loyal to his friends and has the courage to shake hands with his enemies. Whhen he is not worried because of unjust censure, knowing that it is his| Own conscience that can really con- | vict him, When he enjoys to-day and looks out for a rainy day. When he is not worried about his just deserts, and says if he doesn’t get cake he will eat pread. When if he is disappointed he can go on working as if he had gotten what he wanted. ‘When he has learned his business face is a screw thread running in an opposite direction. Between the main | threads on the cylinder are smaller | threads, and the depth of the groove | grows progressively smaller from one | e pe | end to the other, so that it will hold | the entire wheat grain as it enters the ‘Handy Lamp machine and will accommodate only | the pulverized wheat at the exit. The wheat is prepared by a thor- | ough after about a pint of tepid water to a pound of| } washing, which grain is added, and the whole is al- lewed to stand about six hours. At the end of this time the grains of wheat have swollen to double their ordinary size. It is then mixed with the yeast and salt and poured into the machine. It falls the threads of the moving screw and of between | | | the fixed contrary screw, which simul- crush the body of the grain, making of them a and | i | | forms | taneously envelope homogeneous mixture which a smooth paste. Bread obtained by this process con- | teins a succession of holes whose size | which is thin. |most agreeable and nereases as they approach the crust, The odor given off is far more. pro- ‘nounced than that of ordinary bakers’ i bread. | anyone can use it. Gasoline Lighting System Draws Trade to Your Store Gives a 300 Candie Power Shadowless Light the in- stant you move the lever, Turns up or down, like gas, burns dim when not in use, or can be turned up instantly when more light is needed. It floods a 30 foot space with a brilliancy like daylight. Far cheaper than gas, kerosene or electricity and so simple that You ean depend on it for years for any purpose demanding a big, strong light Catalogue M T. tells why. Send for it now. BRILLIANT GAS LAMP CO. Dept. 25, 43 State Street, Chicago, Ill. CLARK-WEAVER CO. The Only Wholesale Hardware House In Western Michigan Exclusive 32 to 46 S. Ionia St Grand Rapids, Mich. so well he does not need praise to keep him moving. When he is willing to sacrifice’ everything but his home and his char-| acter. When he knows how to make the| most of opportunities and to get val- uable experience from failure, If he can work with all his might! and rest as if there was not a thing as work, If he has a hobby, providing he has enough sense not to ride it to death. When he knows that hard work is! the best panacea for all ills. | such —_>-.___ Bread Made Without Any Flour. Parisian bread is made without flour in a machine that transforms the wheat into dough. The machine con- sists mainly of a large screw turning loosely in a case on whose inner sur- eo td i‘ RRR Seo There’s ness, aren’t you? it, aren’t you? honest price. any other. Profit For You In our line of Trunks, Suit Cases and Bags, because we make the price RIGHT. And you’re after PROFIT in your busi- Aside from the matter of PROFIT, however, you arealso looking for the goods that will bring SATISFACTION to your customers--goods that prove to them they got their money’s worth from you—goods that will make another sale. When you can find such a line you are going to tie up to Our Trunks, Suit Cases and Bags embody such a line. Every article represents honest toil, honest material and an We realize the competition each one of them has to meet, and we strive to make them so good that when once used a customer will want no other—will never need And you take no risk in handling these goods, because they are backed up by our firm guarantee of QUALITY. Then why not ask us RIGHT NOW—TODA Y—for our catalog—it does not obligate youin any way, and it may mean more dollars for your future business. Brown & Sehler Co. Grand Rapids, Mich. MICHIGAN TRADESMAN — = — ~ ? — = Ss = 33 WS et tS Why the Engagement Should Last a Year. There always are two sides, often more, to every question of life. Even popular proverbs, those nuggets of wisdom which have been handed down from generation to generation, sometimes contradict each other. Take, for example, the old saying: “Marry in haste and repent at leis- ure,’ the truth of which has been proved in poignant pain in thousands of hearts through ages. Yet to con- trovert it there is the familiar ad- age: “Happy’s the wooing that’s not long adoing,” with those who, in spite of haste, have drawn prizes in the lottery of matrimony. There is a medium in all things, if one can find it. Haste is one thing, quickness is another, and the people who tumble head over in ill judged hurry rarely attain their de- sired ends. popular heels And when all is said and done, the proper length of an en- gagement of marriage, like most oth- er things, must depend upon circum- stances. There are times when haste is folly, and other times, less frequent, when it is wisdom. But in any case it is well to take time to make sure, since one proverb is truth: “It is better to be sure than sorry.” The engagement ought to be long enough to allow the two who are to spend their lives together to be- come acquainted with each other, to ascertain the temper, habits, charac- ter and antecedents each of the oth- er. People who rush headlong into matrimony with other people : of whom they know little or nothing take a fearful risk. Occasionally, it must be granted, such a marriage turns out well; have jumped over precipices and escaped unhurt, but the rule is the contrary; and has- ty marriages are much more apt’ to prove unhappy than otherwise. Every row and then the daily newspaper tells the story of confiding woman, usually the possessor of a little money, who has married a plaus- ible stranger, about whom she was wholly uninformed, and who has been left by her husband alone and penni- men some less in a strange city. Of course the victim has only herself to blame. She has married against the protests of her friends; but that is no consola- tion for her trouble. It may be urged that in any case it is difficult for lovers to judge each other correctly. Even when love is not blind he wears rose colored glasses. As a rule when people are engaged, they are for the most part on the best of terms with themselves and with each other, and, as Mark Twain has said: “Be happy and you will be virtuous.” Each is on his or her best behavior, anxious to please the other, and a display of temper or of any other hateful traits which either may possess is not to be ex- pected. Edwin believes Angelina the paragon of her sex, and she is per- suaded fully that he is far removed from common clay, “a little lower than the angels,” in truth. It usually is the man who is in favor of a short engagement. The woman, of course, must have time to prepare her trousseau. Besides, she finds the period of her engagement a sort of triumph, which she naturally is inclined to prolong. The announce- ment of a woman’s engagement to a desirable fiance places ‘her, so to speak, upon a pedestal, and forthwith renders her an object of increased interest to all her women friends. She is petted and privileged, the recipient of a thousand attentions: she is made much of; her lover iS, Or is ex- pected to be, her most attentive slave, and she is invested with many of the rights while still excused from all the March 9, 1910 duties and obligations of a wife. Small wonder is it that she makes the most of her courtship and engagement. Husbands are well, but nearly every girl has. in mind the example of some married friend who has by no means so “good a time” after mar- riage as she had before. Marriage is apt to knock a good deal of ro- mance out of people. Tt can not be denied that, however devoted a husband may be, he rarely is so attentive as a dutiful fiance, It is not that the man is less in love, but no machine can be kept perpetu- ally at high pressure; custom stales most things in this world; and the fact that the in a state of expectancy adds much to the zest of his attachment and to the eagerness of his affection. lover is Marriage means give and take, a mutual benefit associa- tion, and the wife is supposed to serve aS a ministering genius in her husband’s home. During the engage- ment the ideal lover is his lady’s faithful servitor, mindful of her slightest wish, and obedient to her every whim, however unreasonable it may seem in other eyes than his. After marriage it is she who must “love, honor and obey.” Lord Byron, who in his day and generation was accounted a past mas- ter in all pertaining to love affairs. remarks that— “Man’s love is of man’s life a thing apart.” There are, of course, exceptions to this, as to all other rules. excepting in mathematics. Happy are the wom- en who marry the exceptions, who TOASTED CORN FLAKES WONE GENUINE WITHOUT THIS SIGNATURE UK Holley WELLOGG TOASTED CORM PLANE (2. BATTLE CREEK, MICH. Exchanges, etc. The average retail fresh goods. The bottom price is the you a good profit on KELLOGG’S | TOASTED CORN FLAKES We protect our ow discovered that Ten cents’ worth clean profit for you. A Square Deal to Everybody North — East — South — West One price to everybody—that’s the basis. privileges to Chain Stores, Department Stor grocer is our best friend and we give him the square deal—small lots with the assurance of | price you all pay, and it allows n interests in protecting yours. ‘free deals”’ frequently meant overst goods, etc., that eventually affected the entire trade. Every customer knows that Kello on its merits. good, gg’s Toasted Corn Flakes sells of the best for ten cents, anda That’s why you have stuck, and why you the one big thing in the cereal market tod Corn Flakes—the ‘‘square deal” cereal. KELLOGG TOASTED CORN FLAKE CO. BATTLE CREEK, MICH. No special es, Buying We long ago | ocking—stale are going to Stick, to ay—Kellogg’s Toasted «> > a f t 1 { “ j- a , bo ‘ 7 % March 9, 1910 ~ MICHIGAN TRADESMAN 21 possess, and, what is even more im- portant, take care to ‘exercise the personal magnetism, the self-control, the savoir-faire which will keep the husband the devoted lover, and which “Will make of life forever One glad, sweet song.” The average man, having married the girl of his heart, is apt to con- sider that his having done so is suf- ficient proof of his devotion without his making love to her afterwards, which is a lamentable mistake upon his part. No woman ever tires of hearing the man whom she loves tell her that she still is the same to him. A man ought not only to love his wife, he should tell her often, whereby he greatly will increase the happiness of his married life as well of There are some Darby and Joan couples left in the world. One them occasionally, and it does one’s heart good to see them. The question of a long or short engagement can be settled only by those who personally are interested, yet a little word of advice may be given: For most couples a year is quite short enough. The engage- ment period always will be some- thing to remember with pleasure, and, whatever the years may hold in store, there will be the roseate memory of courtship, of the time when two lov- ers built castles in the air and wan- dered together in the Arcadia of day dreams. Dorothy Dix. Co ee ll aetR Dees Your Child Confide in You? Dees a feeling of mutual confidence exist between you and your little girl or boy? Are you the little one’s guide, phi- losopher and friend? The establishment of this wonder- ful bond between parent and child is not alone a mother’s sacred duty, but Many great men have attested to the deep and lasting influence throughout their en- tire of this early relationship with a good woman, in some cases not always the mother, for, unhappi- ly. ail mothers do not appreciate the grave necessity of inspiring a feeling cf comradeship nor realize the mu- tual happiness and good that spring from it. Children are remarkably imitative; they unconsciously adopt the attitude of their elders. If a child 1s stantly confronted with a forbidding manner it hides its nature un- der a reserve that may in time be- come impossible to penetrate or shake off. Children are naturally artless and guileless. A secretive child is abnormal. Despite this it is not always an easy matter to win ard hold a child’s confidence. Some persons are peculiarly fortunate in this respect, having an easy, .tactful, winning manner with children, and these are those who sometimes usurp a mother’s place and are the recipients of many a childish confidence which, had it gone where it should, might have nipped a pernicious habit in the bud or directed some thought into channels of lifelong interest. Ignorant of Simplest Questions. It is really amazing how little some mothers know of their own children. Sometimes the simplest questions so as hers. meets her blessed privilege. lives con- own pertaining to the routine of everyday life are met with complete ance. A mother will say: “I really never noticed,” or “Indeed, I don’t think Jimmy or Carrie care for this or that, at least, I never heard them say so’—and perhaps all the while Jimmy and Carrie have been absorb- ingly interested in the matter. The truth is, it does not occur to her that the children are distinct in- dividuals with tastes, childish hopes, ideals and aspirations all their own, and not mere automa- ignor- peculiarities, tons; every thought and act being executed only in response to the “don’t do that” and ‘do this” of some elder, It would probably astonish many parents to hear the childish sometimes protests expressed by children against this cold blooded, impersonal habit of treatment. One frequently hears a mother ex- claim: “Oh, don’t bother me, I have- nt time to fuss with you.” The little heart, so full of spontaneous love and confidence, is heavy with disappoint- ment ,and this attitude, repeated day after day, soon crushes the _ spirit that impels the little one to rush to mother with every little happening. In time unsympathetic chord is struck and the distance is widened un- ti! mother and child are as far apart as the antipodes. Mother’s Protection. Nothing can be more disastrous to a girl than this unfortunate state of affairs, for a young girl’s greatest pro- tection in life is the brooding, watch- ful mother love and confidence. The girl who is blessed with a responsive mother when tempted turns aside and says: “No, mother would not approve or that.” Too late does a parent sometimes awaken to the fact that her own un- congeniality and lack of responsive- ness have been the chief cause of a “ereen fields and and fierce an Love Best daughter’s seeking pastures new.” One hears it at school, where girls exchange ‘notes.’ One will say: “I wouldn’t think of telling my moth- er;” another will say: “Oh, my moth- er wouldn’t care, she’s not the least bit interested. She lets me do as I please;” and herein lies another well known fact, that many mothers be- lieve that by looking after the phy- sical needs of the children they have done their entire duty. It requires more mental stamina than they pos- sess or care to cultivate to establish and to guide a stanch moral attitude in the young mind. Mother Best Early Teacher. When the necessity for it becomes apparent they seek to throw this duty upon the father, at least where the boys are concerned. It must be ad- mitted that nothing is more beauti- ful and more praiseworthy than a spirit of camaraderie between father and son, and I do not for a moment wish to minimize the value of such friendship; but it is in the early, ten- der years of childhood that seeds are planted and habits inculcated, and to the mother must be relegated the duty and the privilege, by the estab- lishment of mutual confidence and clear understanding, of molding the plastic mind of her child. The life of a young child is made up largely of interrogation points. Only a mother should unfold the won- ders and mysteries of its own nature and of its little world to the awaken- ing mind. shirked more That this responsibility is often than not and shifted elsewhere is unfortunately too true. A _ healthy child has a imagination and tremendous ty. It must satisiy both. Tf it can not do so at the fountain from which al! its childish knowledge should flow, Ht 1s to other and many the most sacred things in life vulgarized and clothed in language from which it can never after entirely free itself. lively curios! bound so. it tO 20 sources hears of Frequently when a child asks star- tling questions the matter is on important facts evaded or the child is | 1 | | } | | told not to repeat the question. This | is a great mistake. Children are erring in ments un detecting flaws in -state as they they never forget. ways tell the truth, therefore. don’t know and have nlemories Al say so and promise to find out and never fail to do so and | to give the desired information. To Be Gained Farly. Many parents wonder how early in a child’s life certain great facts in nature may be disclosed to them. As early as a child evinces the faintest interest. This Knowledge can be done beautt- | fully with stories in natural ‘history of | wonderful | If you| homes or other means of spending a pleasant time. It never occurred to these children to seek diversion away from their mother’s influence. Lives Like an Open Book. An invariable custom of this amaz- ing woman was never to close her own tired eyes until she had care- fully gone over every detail of the day’s happenings with the children. In this way she became the masterhand that guided and directed their des- tinies. For years after her sons were grown men, occupying conspicuous positions, they met at their mother’s bedside before retiring and not only interested her with recitals of so- cial occurrences but consulted her upon matters of grave import. Charlotte C. West. Will Not Freeze bees, butterflies, flowers, and the like. | [ know COUr Sse with whom W ho is Of a boy was pursued now, at this | 14, a scientific naturalist; he has the| | See Price Current purest mind of any boy I ever knew and he talks with his mother her friends on subjects generally ta and | booed with a delicacy that is truly | enviable. | know a girl who was'| Similarly trained—-she has not’ a thought her mother does not share and at culture interested in breadth 20 she is with a and child } under- | standing astonishing to those double | her age. Because of withheld confidence and unsympathetic attitude home life is often uncongenial to children when they reach the restless age of their | lives. It is this time, too, when they | most require a patient, loving, guid- | ing hand. i am who reminded here of a was left a widow with three young children, two boys and a girl. She was advised to place the little ones in a home and take a po- sition as housekeeper, but she turn- ed a deaf ear to all advice that did not include keeping the children un der her wings. early At what stupendous sacrifices she accomplished it only this devoted little band The boys had faces like cherubs and ex- knows. quisitely clear voices, and when old She found that even here they were be- set with untold temptations and that tc relax her vigilance for a day might bring disaster. enough sang in a church choir. All those who sought the acquaintance of her children were forced to pass before her critical eye. The chosen ones were invited into the little home, the atmosphere of which was so bright and congenial that the little outsiders often express- ed a preference for it to their own woman Very Strong Dissolves Instantly Manufactured only by Jennings Flavoring Extract Co. Grand Rapids, Mich. THE 1510 FRANKLIN CARD Are More Beautiful, Simple and Sensible than Ever Before Air Cooled, Light Weight, Easy Riding Model H. Franklin, 6 Cylinders, 42 H. P. 7 Passengers, $3750.00 Other Models $1750.00 to $5000.00 The record of achievement of Franklin Motor cars for 1909 covers no less than a score of the most important reliability, endurance, economy and efficiency tests of the 1909 season. List of these winnings will be mailed on request. The 1910 season has begun with a new world’s record for the Franklin; this was established by Model G. (the $1850 00 car) at Buffalo, N. Y., inthe one gallon mileage contest, held by the Automobile Club of Buffalo. Among 20 contestants it went 46 1-10 miles on one gallon of gasoline and outdid its nearest competitor by 50 per cent. If you want economy—comfort— simplicity—-freedom from all water troubles—light weight and light tire expense—look into the Franklin. Catalogue on request. ADAMS & HART West Michigan Distributors 47-49 No. Division St. MICHIGAN TRADESMAN —=— — ~ J DRY GOODS. +1} a ZZ ATTA oe ae ba ae De tS ? UCC S04 MN ee ' A COST SYSTEM. How It Can Be Successfully Intro- | duced. Many things have been written up- | on the subject of the Cost of Doing | Business which are misleading. These | things, if allowed to go uncorrected, | will lead to confusion, if not actual | harm to the reader who seeks to} adapt them to his own business. One of the most serious of these | mistakes has been the oft-repeated | statement that the cost or expense of | doing business must be fixed the selling price, and not upon delivered cost of the goods. Retail merchats will discard idea as impractical, if not absurd. It is possible to fix a desired profit up- on the selling price of an article, or an entire line of goods, by adding tc the factory cost of the article or stock the freight and cartage, and to this add the cost of doing business plus an equivalent sufficient to cre- ate the expected profit on the price at which it is sold. But it is an im- possibility to fix any determined ra- tio of expense or net profit to new goods unmarked, unless the cost is known. The advised practice of ascertain- ing the cost of doing business and net profits on the gross sales is only practical for an examination of past business and as proof that new prices are correct. Any attempt to make prices on each new shipment or re- ceipt of goods upon figures so ob- tained will always result in loss to the merchant unless he uses an equivalent with which to equalize the difference in percentages. Here is the proof: If a merchant does $10,000 worth of business (gross sales), during a year, at a cost of $2,000 expense, his per cent. of cost of doing business is 20. Using 20 per cent. as a base upon which to mark new goods, by adding 20 per cent. to cost the sales made on that basis to $0,600, he suffers a loss of upen | the | invoice $400. For if the expense of selling $10,000 worth is $2,000, the goods cost $8,000. And $8,000 sold at a gross profit of 20 per cent. would return $9,600. The merchant must add 25 per cent. to the delivered cost of his stock to make gross sales of $i0,- 000, if cost of stock is $8,000. The campaign of education on the cost of doing business is not an at- tempt to arbitrarily demand of a mer- chant that he advance his price, but rather to readjust his selling expens- es and prices so as to make a profit on his sales. It is possible for a merchant to know his expense, its ratio to his this | sales and add the proper equivalent iby which to make his prices pay I0 pe cent. net profit on everything he | Sells, and yet close the year with jan absolute loss. How? His sales may show such a decline ithat the expenses, unless known and jadjusted to the loss of bus siness, will leat up the profit. | So, too, can a merchant determine Itc make a certain per cent., Say I0, land at the close of the year find that ihe has made 12 sales or 15, because his have been much larger |than were expected, with no increase ‘of store expense. | gross -A merchant who would always in- isure himself against loss must know at all times that his expenses are in keeping with the revenue derived from sales. He has no absolute guarantee against failure unless he does know and adjusts his expenses to conform with the proper ratio which his sales demand to pay a de- sired profit. He may increase his profits if he likes by selling more goods at the Same rate of expense. But the week Or month that his sales do not reach the required amount to meet that ex- pense, together with a legitimate profit, he is treading upon dangerous ground. It is unfortunate that such a term s “gross profit’ was ever coined. It is so often used to. mislead mer- chants that it would be well if it could be abolished. To the unthink- ing or unscrupulous gross profit, of profit, means that sum over invoice cost at which a merchant sells an article. Many a man has been led to believe that if he buys an article for $1 and sells it for $1.25 he has made 25 per cent. profit. If his ex- pense of doing business is 20 per cent. of his gross sales, and that is the average, he has actually sold that article at cost, and if it was not sent from the factory prepaid is out the amount of express or freight. Profit is that unknown quantity which it is expected will remain after delivered cost, plus the entire ex- pense of conducting a business. That profit does not exist until cost of do- inz business is added to the cost, plus freight and cartage, or ex- press. The sooner retail merchants drive this into their understanding with a sledge hammer the sooner they will be able to adjust their so- invoice March 9, 19i9 called profits and expenses to actual. ly return a desired profit. income to be earned It should be made the prop to hold up an un- steady business, and the foundation for trade that is prosperous. It should Profit is an and laid aside as a surplus. be a nest-egg around which to ac- cumulate other eggs until the nest is filled, or, to state it in a more the laying up of some- rainy day. critical way, thing for a Remember that it is impossible for BAGS For Beans, Potatoes Grain, Flour, Feed and Other Purposes New and Second Hand ROY BAKER Wm. Alden Smith Building Grand Rapids, Mich. enough to retail at 25 cents. ‘GENTS’ NECKWEAR We have just received a large assortment of beautiful Spring and Easter neckwear. plain colors and fancy silks to retail at 25 and 5o cents. Also the new tubular and knit ties. Special at $1.25 Per Doz. Poplin silk four in hands in plain colors look good All the latest shades in Wholesale Dry Goods P. STEKETEE & SONS Grand Rapids, Mich. ren SPRING 1910 SERRATE RRND Da Our Show Room offers unlimited styles in Suits and Skirts Also Separate Coats The story of SPRING STYLES is easy to tell but still easier to see When you are in the Market come in and let us show you The Rapid Growth of our business is the best proof that we are making good meee dS LIS +7 SARE. AnD 123-125-127 oe Ave. Detroit, Mich. Michigan’s Largest and Greatest Cloak House | March 9, 1910 a merchant to fail in business, if what he sells returns to him in cash or its equivalent all that is paid out to man- -uiacturer or jobber, the freight and cartage, the entire cost of conduct- ing the business and a profit. He may fail by reason of outside speculation, riotous living, unwise or unsafe in- vestments, or by accommodating someone with the loan of his credit. So, too, he may by over buying. Sut a business conducted so safely that every cent expended is returned in the sales, together with a profit of even 1 per cent. net, can not as a business go upon the rocks of dis- aster. Commercial agencies assert that more than twenty-five out of every 100 men engaged in a retail business either fail, sell out or make some change every They further claim that 95 per cent. of retail mer- chants eventually year. failure dur- ing the lifetime of their commercial doings. More than 75 cent. of these failures are attributed to either ignorance of acceptable lack of sufficient capital. meet per methods or An examination of business changes hundreds of made during the past two years leads the writer to as- sert that more than 80 per cent. of them might still have been in busi- ness had they known how to figure their exact cost of doing business, and had the courage to add it, with a profit, to their selling prices. Unfortunately too many merchants have only a dim knowledge of what enters into the different items of ex- pense.—Frank FE. Goodwin in Mer- chants Journal. ——_2---2.____ Pernicious Practice of Asking For Samples. Sampling is a nuisance? Of course it’s a nuisance and one with a capital ‘nw? at that: But what is the poor but would- be accommodating storekeeper to do? The habit of sampling is a pernic- ious one, but it inevitable. Merchants hundreds — thou- sands—of dollars all over the. coun- try every year and yet nothing cau be done about the evil. If one deal- er should refuse to give samples a customer will go to others who will not. Every single time that a sam- ple is refused a feeling of antago- nism is engendered which can not but harm the one against whom it is di- rected, seenis lose Some merchants are generous with samples as to quantity, size and qual- ity, while others are so stingy as to the three items that patrons would almost prefer not to have any. A lady had occasion, the other day, to require samples to match or harmon- ize with several different colors. One of the things she wanted samples to match fine Tuscan straw hat that had last summer, but that is so near what is indicated for the coming warm weather that she in- tends to make it do another season. The hat is bulky and so the lady could not lug it around to the stores. She put the shade in her mind as well as possible, and carried with her when starting on her sample- quest a piece of silk that very nearly matched the hat in shade. A bronze was 2 she MICHIGAN TRADESMAN. shoe and brown gloves had to be borne in mind. Other colors were reseda green, cherry ted and_ ciel blue—rather a queer combination in the recital but going nicely together in the actual ensemble. At some places when stating her errand, which was for ribbon that should show the above bunch of colors, she was met with a prompt and pleasant compli- ance to her request for samples; at others the favor was granted wasp- ishly. On one of the latter occasions the clerk giving such skimpy pieces of ribbon that the lady had to tell her that she would have to have larger snips as she could not tell whether or not they would do in tint. With this the store employe cut off larger samples, to be sure, but with such grouchiness in manner that the by the accession. was voice favor gained and little The lady, who, by the way, is one whose custom is val- ued by storekeepers, took her sam- ples all along—she accumulated some dozen anda half of them from the va- rious mercantile establishments—and hied her home to see how they match- ed with her dress, hat, gloves. shoes and Some of the eighteen or more swatches turned out to be fine with these, while were sim- ply hideous. There was a wide range of prices—from I9 to 95 cents the yard. of the ribbons from which the samples were taken were great bargains and others Some then again the price was too high considering quali- ty and width. As the lady needed about six yards of the ribbon it be- hooved her to decide with discretion. A dark sample at 75 cents, showing in a Persian pattern all the colors desired, was selected after extended deliberation, and the lady was glad it was from a store where accorded courteous treatment. In such a case as this asking for samples is perfectly there is no she was legitimate, but excuse for the woman who flits from store to store, idly fin- gering goods merely to pass the time away, hindering the clerks manding samples of expensive mer- chandise just out of curiosity or for use later in a crazy quilt. Such a practice can not be too severely con- demned; and yet if it is frowned on the storekeeper comes in for adverse criticism. Take it all in all, the matter seems to resolve itself into one of “grin and bear it” on the side of the merchant. Jessica Jodelle. +2 __ The Size. Customer—My wife told me to stop in and buy her a bathing suit. What are your prices and sizes? Dealer—We have a very nice one here that I’m sure she will like. A fifty-dollar bill will just cover it. Customer—That is just about the size she wants. How much is it? ——_.-.-____. Feminine. Jones (during the break-down)— There is something wrong with her. Daughter—Let me see. Gets out, goes behind the car and returns triumphantly. “There! Now she'll go, I’m sure. Her number wasn’t on straight.” ur ngineers’ oats and veralls are not the kind usually sold by job- bers—jobbers’ goods are ‘‘skimped” in cutting and making whenever necessary. It's simply a case of making fabric and workmanship fit the price. Empire garments are always cut to fit the Ask our salesman about the new numbers wearer regardless of the price. we are showing. Grand Rapids Dry Goods Co. Exclusively Wholesale Grand Rapids, Mich. and de-| “The Crowning Attribute of Lovely Woman is Cleanliness.”’ NAIAD Odorless Hygienic DRESS SHIELDS Supreme in Beauty, Quality and Cleanliness Absolutely free from Rubber, Sulphur and Poisonous Cement Can be Sterilized, Washed and Ironed. Guarantee with every pair. All Styles and Sizes. At the stores or sent on receipt of 25 cents. The C. E. CONOVER CO., Mfrs. 101 Franklin Street New York City | | MICHIGAN TRADESMAN March 9, 1910 SUNNY ITALY. Some of the Productions of the Northern Part. Rome, Italy, Feb. 12—Italy is con- siderable from the top of the list in countries that export to us such goods as we import; and her list of exportations is such as might well be termed “extras.” In other words, she does not furnish us with much but what can be obtained elsewhere, so that the figures do not show up large when compared with those of some of the other countries who furn- ish us, when called upon, staples of which we may be short. There are brilliant exceptions to every rule, and this country came to our rescue last year on an item we needed, because of a shortage, which makes her stand out in the lime light. The one referred to is broom corn, of which she furnished us $116,- 000 worth from one section alone, which was reported through the con- sular office at Venice. Again, straw and chip hats with straw _ braid amounted to the snug sum of $1,004.- 135, exported through the Florence consulate. Still another, reported through the office at Rome, was the item of cheese, a variety known as Pecorino, made from goats’ milk; and this amounted last year to the enor- mous sum of $1,056,540. The country is divided into three sections, as it were, from the low- lands on the east, commencing at Venice. Running westward across the country to France is the north- ern section and this includes’ the Plains of Lombardy. Out of the lat- ter the range of mountains seem to rise and grow more and more lofty as they run southward, until the ex- treme southern end is reached, when they abruptly terminate in the sea. The Apenines divide the land into sections running north and south, ly- ing either side of the range, the east- ern section being bounded by the Adriatic, while the western has the Mediterranean Sea as its western boundary line. The eastern section has somewhat the better of the west- ern, from a commercial standpoint, having nearly all of the larger cities within its territory, and compares quite well with the northern sec- tion in this regard, which has been equally favored along this line. Not far from the northern end of this mountain range one of the sec- tions is called Carrara, and in this Italy has drawn a prize, for to her has been given a mine of wealth such as no other nation has of the kind and to her all others must look when in need. The grade of marble known as Carrara is obtained from ‘here and, as is well known, it is the whitest and hardest of all varieties. Because of this quality it is most used by sculptors for the finer kinds of work and hence we are not surprised to know that this land is one of sculp- tors and sculpture. Probably no other nation can compare with it in this particular. The northern and western sections, with the honors resting with the latter, have another item that is of a good deal of consequence to this country and that is the olive or- chards. The olive oil industry is conducted on a very different scale than what we had supposed and from what we had reason to believe in hearing the name of Italy mentioned in connection with this branch of trade. Instead of having large fac- tories to produce the oil, the own- ers of the orchards each have their own presses, doing their own crush- ing and pressing; so, instead of the fruit being sold on the market, it is the oil that is offered. As can be readily seen, small lots of oil are of- fered by many owners, and _ this makes it necessary for those desir- ing to market it to go out after the small parcels and get enough togeth- er to market it under a private label. No admixture will be permitted, ac- cording to the laws of the country, as to olive oil, a fine being the penal- ty for violation; yet we were relia- bly informed that the law was en- forced in a very lax manner in this regard and that low grades were on the market and sold in large quanti- ties. It was the opinion of our in- formant that a quantity of cotton seed oil found its way over here from the United States. The olive trees are very numerous all along the railway line and can be plainly seen from the car windows, looking quite like many American fruit orchards. With the indulgence of the reader, we will append a list of the exports to our country from this land, think- ing that perhaps may be in this way given a better idea of its produc- tions than by any other plan: From the Florence consular office there was reported a total of $1,991,- 779 worth of exportations, the main items and amounts of each being as follows: Alabaster and Italian works $ 59,687 Auteniies ............:... 27,333 Bronve work... 0.2... .... 37,017 Broom oo0n 62 29,649 Paeeen ft ee. 16,763 cae DOE oe. 96,082 Embroideries and linen 14,615 Frames (carved and gilt)... 61,850 POM oe 12,686 Mate slatuisy .2......... 117,587 (Ot DATUIRES 2. gc... 5k. 55,864 Personal and household ef- Ree 18,843 Porcelain and china ...... 14,923 siins and hides .......... 105,739 Biraw GYetdS .............. 619,342 Straw. and chip hats ...... 384.793 Straw goods (unclassed).. 18,125 Teftra-cotta eoods _....... 23,124 Wheat for plaiting ....... 18,603 We a ee 60,9390 From the Rome consular office there was reported the sum_ ot $1,500,000, the chief items of which were: Atos 2. $ 2,718 Pte oi: 1,566 Prone = S 21,014 ere ee 1,056,541 Cheren pends 2.00... 2... 15,293 Pee 3,638 Petre 6,033 MIGeR 47,038 Marble statuary ........... 119,063 Piatter costs 2... 6,376 Preting paper 2. 15,206 mreenn earth ...... 5. 8,600 me ay ee a i ees 6,932 datiar ageels ..5.2..220... 28,115 MOS og ee ks 12,467 Those shipped through the Venice office were as_ follows (main items only): Aatuauities, 6460. Lee. $ 1,209 eee oc ee: 225 Brass and copper ..2...... 3,250 Broom Cor: 2) 116,028 CGO coe. 750 Ceramics 2 2,800 Cotton goods and yarn 22,800 Harare 9200 8 2. 20,000 (Glass beads |...0.2. 02.2. 12,000 (Aass mosaics 2)... 4... 7,000 Glassware 62-0 13,000 ee 500 MAVGETANG 2.6 40,000 Pee 11,000 PCR fo 15,000 Leather, decorated ...:.... 600 MeereeOnt 6,000 Mathie (Carved) .......... 7,000 Matsle (rough) ........... 2,500 Pete 16,000 Shells and shellwork ...... 12,000 Beverwnre 8... 400 Miremw Goods 42... 2... 8,200 In 1908 about $300,000 value was the total amount of exportations to us through this office, while last year they were nearly double this amount, the main item contributing to the large increase being that of broom corn, which increased from $12,000 to nearly ten times this amount. Inasmuch as a consequential pro- portion of the goods received through this consular office is of the class which might be termed luxuries, it would seem to the Italian as though times in the United States tremely good, for all of could vouch. are ex- which we In order to better inform the reader and to do full justice to this country, we must add that the re- ports from consular offices at Li- vorno (Leghorn) and Genoa would reveal Jarger exportations and for the items marble, olive oil and hides sums could be named that would be nore in harmony with the totals for these items, but it was not possible for us to obtain them. The two offices just named, to- gether with that of Naples, form the best shipping points on the main- land, also Palermo, on the Island of Sicily, which belongs to Italy. The last two cities we expect to visit later and then shall hope to be able to give facts concerning South- ern Italy, as we have tried to do for the northern section in this paper. Perhaps we should add, in connec- tion with this letter, that the coun- try is divided into seventeen districts or regions, of which the Islands of Sicily and Sardinia are two, and these districts are subdivided into proy- inces, of which there are sixty-nine. It is governed according to the con- stitution of the Kingdom of Sar- dinia, which lasted down to the year 1848. It is, consequently, a limited monarchy assisted by a Senate and a Chamber of Deputies. When we are thinking of Italy as a nation, as she now is, we must not forget that she is but forty years old. Under her three kings—the two Vittorio Emanueles and Humbert— she has risen to a condition that en- ables her to take her place among the other nations of the world, by no means one of which to be asham- ed. She is endowed with beauties of nature, with productions of art and with monuments of a glorious past, which renders her position absolutely unique. Chas. M. Smith. How Comets Get Their Tails, Comet tails are accounted for. The sun drives as well as draws. The pressure of light is recognized as a reality. Cut the earth into pieces a hundred-thousandth of an inch in di- ameter and the sun would blow them away into space. This is one man- ner of accounting for the existence of comets’ tails. As the sun pours its flood of light towards the earth the little waves in the ether force billions of minute particles hither ward which bring to us we can not tell what forms of electric energy. But the forces that repel manifest them- selves on a much grander scale among the starry heavens. A most significant recent astronom- ical discovery is that of vast numbers of spiral shaped nebulae. They look as if they were undergoing a change into clusters of stars. From. the forms of the spirals it is evident that the stars ranged alone them are eith- er drawing inward to plunge the common focus or are receding from that focus. The latter hypothe- sis is thought the more probable, upon In the majority of spiral nebulae. such as in the great whirlpool nebu- la, we see a vast central mass sur- rounded by a large number of long, luminous spirals, which seem to be beaded with stars and with condens- ing globular bodies. These look as if they had been shot out in various directions from the interior mass, an. we can hardly doubt that in the ccurse of ages nearly all that mass will thus have been dissipated. It wil! have torn itself to pieces like a bit of radium shooting off its disintegrat- ed atoms and each of these cosmic atoms will have become a star. The chemist in his laboratory stud- les his radium projecting its tiny atomic stars into the surrounding at- mosphere, while the astronomer in the illimitable laboratory of the uni- verse finds gigantic masses undergo- ing a similar disintegration, with the result that where now vast nebular clouds are seen some future age will behold only glittering of distant suns, i —<-< An Accomplishment. The wife of a Germantown (Phila- delphia) man is said to have culti- vated her genius for bargaining to an extraordinary degree. Not long ago she burst into the livingroom and made this startling announcement to her spouse: “Cousin Emma_ has appendicitis! Pve arranged with Dr. Blank to per- form the operation for only $50. Every one knows that the regular fee is? congregations “Permit me to congratulate you, my dear,” interrupted the husband, “upon your success in bringing a fashionable disease within the reach of Cousin Emma.” March 9, 1910 MICHIGAN TRADESMAN IF YOU WANT A DRAWER OPERATED (All Total Adders. All Tape Printers) CASH REGISTER Let us sell you the BEST MADE at the LOWEST PRICE Autographic« Attachment on a DRAWER OPERATED Register we will furnish it for $15.00 Prices: $50 $65 $75 $90 $100 This cut shows our $115.00 Register with Autographic Detail Adders: a Q $30 $40 $50 Attachment F. 0. B. FACTORY aaa The National Cash Register Co. Salesrooms: 16 N. Division St., Grand Rapids 79 Woodward Avenue, Detroit Executive Offices: Broadway and 28th St. New York, N. Y. ALL SECOND-HAND REGISTERS SOLD BY US FULLY GUARANTEED March 9, 1910 26 MICHIGAN TRADESMAN e Ba . . . { The Bright Side of a Baker’s Life.|/of life—the bread for which welof the country. But there came to|came within a mile of each other on a It may at first glance or thought |should pray every day. him on the eve of achievement the me —. fie bg re aie 2 p ui be hard to realize that the baker’s| While some have probably not met “fogging” word of discouragement, 0 ey waiine ee aa 7 life has a bright side, because the with the neeress of miner for lack and another’s brow now wears the oo : ; >a. ‘ie: : of opportunity or otherwise, do not 1 tcc, -— : : ee | majority of us are laboring under the be discouraged. It is not the size| 2u7e! ¥ i I had it arranged,” says Mueller, 4 false impression that the baker’s life | of one’s business nor the amount of |. The New York Central and omer “so that trains within a mile of the ™ and business are only one sided and worldly goods one may possess a segana railroad aT gegotmad station would set a warning gong to 5 c very gloomy at best. Therefore, we that makes him happy and EOHTSRE. gre a . collisions ee e are unable to comprehend the bright|The most humble is SHentines ae are made impossible. By means of|= | : thei k : { : hi is actually atlached io Gc playing the most sunlight among his ane Lee : A be aa time to prepare for ir work, so wi side which is actually : : fellowmen by refusing to look at the | © wines Poteet) Stns ae that there might be no delay in load- But stop for a moment to consider atk aide of tue Goesion resistance, trains approaching each| ine and unloading. The train could carefully; ask your business friends Nothing is more misleading than other on the same track are detected not be run too feet over the circuit _ - engaged in any other line of business the notion that Opportunity never while they are still a mile apart. The line without taking immediate effect > and you will find that each and every knocks twice at the same door. It in-|4¢vice, which is connected electrically upon the apparatus at the station.” * one claims his particular business the variably returns, or none of us would with the cab of engines which may Fate did not decree, however, that 44 most trying, and they look at ours be alive to-day. Of course, if one|be within the circuit, instantly sets the young inventor’s accomplish- ( as only bright-sided, without trials or allows himself to be blinded by vain off a gong near the ear of the en- ments should be confined to the de- sb 3 tribulations. Of course, we know regrets he will miss the next op- gineer. It does not wait, however, vice which well meaning but ill ad- better; but ask yourself, Why always portunity. It is not profitable to air for the engineer to respond to the vising friends caused him to abandon, mo Ff 4 look at the dark side of it and move ones hinges troubles, of which we| Warning, but automatically sets the for he is now Secretary and General under the impression that the cup of bakers think we have more than oth-|2!t brakes, and whatever trains are Manager of one of the biggest brew- ? sorrow is always filled for us to ers. Say little and go on. Remem-|Within the circuit are brought to a eries in the State, and an astute and de drain, when the cup of joy is equal- |}... that. they seem larger to us than |Stop almost within their length. Rear prosperous business man. He has ly near and extended to us, if only | to any one else. end collisions are impossible, as well since invented many contrivances hoax we ourselves realize it, and take the Others are busy and soon forget;|@S head-on crashes, for the little de- used in the manufacture of this prod- opportunity to divert our minds just besides, nothing . more dreary than|Vice does not permit any second ok William V. Kidder. 7 . a little from the routine business to the tale of your biography showing |ttain to enter the circuit while the acsieiecnissluildieiabiided binicicd which we are so attached? From long what a splendid chance yoni once | Other is within a mile. That the in- One Thing More. " * years of custom we have come to the missed and how you lost it. Who vention will prove one of the most! Mildred—But, papa, George has e conclusion that there is no diversion cares? It would only answer the|important to railroading in recentjbrains. You must admit that it was when once engaged in the baking purpose of darkening a; bright side |years is evident from the interest|/very clever of him to stop the clock q business. entirely. Errors in life or business | manifested by the great trunk lines.|last night so that you wouldn’t know Remember this world is filled with are not dishonorable, except they be Mueller, when a boy, was of an in- what time it was when he went. ets trials and tribulations. We bakers often repeated. We bakers often|ventive turn of mind, and he con- Father—Capital. To-night see if think we have troubles, troubles totry |think we make mistakes, but mis-|ceived the idea that it should be poS-/your smart young friend can discov- - oy one’s patience, but is it not equally |takes at least belong to an active |sible to prevent collisions if a de-ler some way of keeping the gas- true of other businesses? We must life. They show dios one is try-|vice could be invented which would! meter from ticking and I’ll admit he 2 be willing to shoulder our part. “To ing to do something and not sitting | Warn engineers of the approach offis a genius. ‘. sleep a areas that ae * beauty, as an idler. F. H. Hohengarten. other ans, While experimenting he Veluskic Acca ace. is to wake and find that life is dnty —_2+-.___ received permission of Burlington| _ i a duty which we owe to ourselves What Discouragement. May Cost. {railroad officials to use an old side ppaenet aes ee aie as well as to our fellowmen. especial-| Genius is a delicately sensitized|track in the southern end of Laj7°"' Mares oe so iow. You = » eo ly when engaged in the same busi-|brain condition. A word of discour- Crosse. The principle of his device Help . ager oe ee ness as we are, in order to convince | agement, at the critica] moment when|was the resistance of the rails. By cont oe . i. 7 them that there is a bright side even|a highly organized mind is strug- taking two sets of apparatus far bei apt On, sous ree ssid “i to the baker’s life. gling with the intangible and the un- enough apart on the tracks so that telling about how He Heed " eps : t If only understood by the individ-| discovered in quest of proof of althe resistance of the rails was great- oot ang Se anety feughing 4, & ; ; . {about the lies she used to tell when tals and properly looked at to your|theory which may prove a worldjer than the power of the batteries|_, ee dee ie surprise the morbid or dark side boon, is to genius what: the vagrant|the device would remain normal.|>° 5 ooa pearig ies u i“ will look very smal! to you or dis-|ray of daylight is to the sensitive | However, when the instruments, rep-| Some people call children angels appear altogether. Then let us all| film. resenting trains, were brought closer!so as to forget their need of clothes. " ° join and dispel the very gloomy de-| That the lizht of inventive genius|together the resistance would become 4 pression which only to our own no-|is often hid under the bushel of|less on the rails and the batteries ie tion exists in our business. thoughtless discouragement is strik-| would at once set the device into es It is said to manage mistakes is|ingly illustrated in the case of Emil] operation, ringing a gong and set- Ground one of the secrets of success in life.|T. Mueller of La Crosse, Wis., who ting the brakes, so that it would be 4 I am satisfied most of us think it a nearly thirty years ago, while a mere impossible for two trains to come Feeds ' mistake that we ever entered into the |boy, devised an apparatus for auto-jtogether on the same track, either ARK © ° business of baking. . But, brethren, | matically preventing railroad wrecks,/head-on or from the rear. noes Freer don’t let us forget that ours is one|which is to-day being tested as the Mueller’s idea was that, no matter WY KES & co. 2 of the most noble vocations on God’s |“latest invention” and promises to be|where the trains were or how fast @RAND RAPIDS oS earth, We are makers of the staff |used by all the great railroad systems|they were running, the instant they —_—_—_=___ eS —_— — —— +». : ‘ 4 Barlow’s Best Flour e Barlow's Old T Grah a arlow’'s yme Graham _» B 9 CC ° 99 + & arlows “Indian” Corn Meal 4 Barlow’s Fancy Cake Flour 4 e s * . : a : s ' ? All of these are Choice Michigan Products and we are exclusive owners of these very popular brands * : >» JUDSON GROCER CO., GRAND RAPIDS. MICH » ) : ee if » Ff Q { » | < * Y « “ <= { » a . - | ~~ sy ¥ o { ~ ww 4 A i oo a a» " & a a iad Py a ‘ e "4. <@ ny a + -— » % a ‘t - { A? én yo va 2 em oe © Lf a, —— un f ~ ¥ * ate - 4 re a + * wk > ‘4 ri a » 4 _ —<«e wi » Y March 9, 1910 MICHIGAN TRADESMAN A Few Sensible Hints for the Sales- women. Written for the Tradesman. Perhaps there is no test that more quickly shows whether a given sales- woman is an artist or a bungler at her work than the way in which she goes at it to ascertain what the cus- tomer who asks to see goods _ has in mind to purchase. It is desirable to find out as soon as possible whether the customer has definitely determined beforehand just the kind of article or goods she will buy, and if a determination has been reached, then the quality, price, etc. The woman who wants a fine, ex- pensive thing will be wearied and annoyed by having all the cheap wares of the kind brought out for her inspéction, The woman who has set her price limit may not care to see anything more costly. Often the customer’s idea of what she will buy is unformed or hazy. Making a sale is a matter of pleas- ing her fancy and suiting her pocket- book. When indecision is the state ot her mind it is important to know that such is the case. The bungler knows no way but to put her customer through a catechism, asking one question after another in the bluntest, baldest manner and giv- ing the impression that the customer must describe exactly just what she wants before will be thing. The following, overheard at a hosiery counter, wil] illustrate: “T should like to look at some ho- siery.” she shown a “Twenty-five cents?” “Well, perhaps so; I can hardly say as to the price without seeing the goods.” “Want a black stocking?” “Ves.” “Cashmere or cotton?” “IT think perhaps I might rather have cotton. I can’t tell without looking.” “Want ’em fleece lined?” “I don’t know.” “What size do you wear?” “T never can. remember my size.” The salesgirl now shifted her gum to the other side of her mouth and took down a box of hose. “Them stockings’s just fine.” “Haven't you something else?” “Why, yes, but I’ll tell you right now them’s the best stockings you can get in this town for your money.” By this time the customer was highly displeased’ with the discour- teous treatment she had been receiv- ing, and it was evident that if she bought anything at all at this coun- ter it would be because she did not ‘wish to take the trouble to go to another store. Obviously this salesgirl was trying to save herself the work of taking down goods of kinds that would not be wanted. The skillful saleswoman economizes the labor of handling over goods, and it is very necessary to do this, especially at busy times, but the skillful sister knows that pleasing customers and selling goods are the main ends andthe saving of work must not be thrust prominently to the front. She always maintains the attitude of being willing and anx- jous to show goods and never allows ‘ ; | a customer to get an impression to the contfaty. | If a single question, of at most. two, put briefly and tactfully, do not bring a reply that makes clear what the customer has in mind, then gen- erally it is best to show something, selecting an article or a_ piece of goods that is attractive and good of its kind, and adapted to the needs of very many people. This will us- ually loosen up the tongue of the customer, and if she wants some- thing different or wants to look at other lines she will indicate it. At this juncture the saleswoman should be alert and watchful. A little drawing out, of which the customer is entirely unconscious, may serve the purpose admirably and avoid the awkwardness of direct questions. The may set it down that ninety-nine customers out of a hun- dred are willing to talk freely if they are given a chance, and if they do not go on and dilate fluently on what they think they want the trouble lies with the saleswoman herself—she is chilling, or repressive, or unsympa- thetic. : suleswoman Besides putting a customer through a catechism as to just what she will have, there are other errors of man- ner to be avoided. One is the seem- ing effort to size up the customer fi- nancially—as if the saleswoman were applying an X-ray to the customer’s pocketbook to find its exact contents. This is especially displeasing to the person of slender means. While the wealthy patron usually will buy more expensive goods than the: patron in humble circumstances, there must not be too rigid an as- sumption as to what class of article will please either one. The rich wom- an may be a veritable bargain hunt- er, and i such a wants to be shown the low-priced goods without directly calling for them, the shrewd saleswoman is quick to take the cue. On the other hand, the woman of limited income may have cultivated tastes and occasionally may be able to gratify them; or she may believe that -buying a really good article at a high price is the best economy in the long run and desires to make her purchase accordingly. The saleswom- an that does not scent quickly ail such workings of her customers’ minds is not living up to her oppor- tunities. one It is very natural for a saleswom- an handling goods all the time to develop a great liking for the finer and more beautiful grades. Some are so unwise as to display a lofty scorn for the coarser and lower-priced fab- rics. This sometimes is very funny when shown by a girl who everybody knows.is receiving only a few dollars a week pay. But the woman who is looking for the lower-priced goods is not apt to see the humorous features of the situation even if she is finan- cially able to “buy and sell” the sales- lady. The customer is apt to fee! that she herself as well as the goods she is seeking is included in that sweeping disdain and carries away an unfavorable impression of the sales- lady and of the whole store. Such a saleswoman ‘needs to learn not only to show respect for her cus- tomers but also a proper respect for the goods she is handling. The cheap- est things carried should be carefully shown as occasion demands. Quillo. —_———__>—22-____. Make a Will. From a business standpoint it is a good plan to make a will, provided you have anything to leave behind in case of your sudden departure from this vale of tears. Just on a rough guess, it is proba- bly safe to say that three-fourths of the business men of the country have uot made wills. And the experience of the probate courts is that nine cut of ten rows over estates come up when they are left to be settled by an adminis- trator. A will very often saves lots of trouble for those one loves best. Your wife, your children, are the ones who deserve first consideration if ‘you are fertunate enough to have such mem- bers in your family, and if you have a small estate you should fix things so that they will get it all, without any squabbling or controversy. It is not natural for a man in good, rugged health, who has always man- aged to pass his life insurance exam- inations without to about making a will. It is a good deal like calling in a you are not sick. trouble, think doctor when 3ut sometimes the advice of a doctor when you are feel- ing right will save you trouble later on. And it is much the same about a will, small business men consider that it is hardly worth while to bother about making a will, be- cause they have only a few thousand tc leave anyway, and their estate is constantly changing and A good many constantly growing. They will postpone making a will until they get their fortune worked up toa certain number of thou- sands, or until they begin to get old, or until there is breakdown in Some sien of a their health which means that their days of activity are Over, Such a plan is not safe. Make the will. Change it later if necessary. Merchants Journal. —_~---2_____. It is a serious fault to know your neighbor’s faults too well. —_———_—_>—23>—__. Love for giving proves likeness to God. Hot Graham Muffins A delicious morse] that confers an added charm to any meal. In them are combined the exquisite lightness and flavor demanded by the epicurean and the productive tissue building qualities so necessary to the worker. Wizard Graham Flour There is something delightfully re- freshing about Graham Muffins or Gems —light, brown and flaky—just as pala- table as they look. If you have a long- ing for something different for break- fast, luncheon or dinner, try Wizard” Graham Gems, Muffins, Puffs, Waffles or Biscuits. AT ALL GROCERS. Wizard Graham is Made by Grand Rapids Grain & Milling Co. L. Pred Peabody, Mgr. Grand Rapids, Michigan The Right Sack The fact that you allow your customers a wide range of brands to select from can’t possibly aid you in building business unless each brand of- fered has some prevailing fea- tures which make it better. Yourown good judgment will tell youthat this cannot be truth- fully said regarding the majority of brands manufactured and sold. Then why not reduce the number of brands and increase your popularity by liberal re- commendation of Crescent Flour to your customer? VOIGT MILLING CO. GRAND RAPIDS, MICH. eer Be the first to get for your and let the other fellow - Get in the Lead! Don’t be a Follower! of expert and up-to-date milling in the most complete and modern mill in Michigan today. You sell New Perfection “The Faultless Flour’’ today for prices. store the finished product trail behind. Write wus Sa | WATSON & FROST CO., Makers | Grand Rapids, Mich. MICHIGAN TRADESMAN March 9, 1910 THE LADY CASHIER. How She Influenced One Life To the Good, Written for the Tradesman. Knowlton, one of the clerks with Stanton, Hodge & Co., found out that he could torment a certain cash boy, Gib Jackwood by name, and he did not seem to get tired of it. Han- nah King, the clerk at the desk, see- ing what was going on suggested to Knowlton that he was carrying the thing too far. That made the young man mad and he doubled up on the tormenting business and at last when patience had ceased to be a virtue Gib grabbed his tormentor’s arm and gave him a tremendous bite in the wrist. At this Hannah King gave a good, hearty laugh and with a ban- tering tone asked, “Now will you be good?” The result of it all was that Gilbert Jackwood found out that he had a friend in the girl at the cash drawer and Knowlton found out that even a cash boy, even if he is “a little ugly runt of humanity,” can take good care of himself on oc- casion. In this instance there was something more: He had put Han- nah King down on his books as a discouraged old maid who had taught school a little too long and was rather inclined to look upon a boy of his size and age as a plague, and as such to be carefully looked after. When, then, she laughed and “showed her hand” he saw where he had made a mistake and became at once an ad- miring and devoted follower. To tell the plain truth there was n> revulsion of feeling on the part of the cash clerk. If the truth must come out there was nothing visible in the boy to awaken any such emo- tion—undersize, inclined to careless- ness in his habits and apparently as stupid as he was unattractive. Miss King, or “Hannah,” as the rest of the force called her, supposed the bit- ing incident was over when Knowl- ton concluded he had had enough. Judge, then, of the woman’s surprise when one day in a lull of activities Gib with a finger on a word in a paper held it up to Hannah with, “What do you call that word, any- how?” The woman, with the teacher instinct still in her, looked and smil- ed and asked, “How do you pro- nounce it, Gilbert?” “Y-a-c-h-t spells yacht, if it spells anything, and what that is I should like to know.” “It is pronounced as if it were spelled yot and is a kind of sailing vessel.” “Well, I'll be goldarned! How’s a feller ever going to find out all these things?” “There is just one way, boy: A lit- tle to-day and a little to-morrow are what will do the business. Don’t you know that old jingle? ““Little drops of water, Little grains of sand, Make the mighty ocean And the pleasant land.’ ” “No, I don’t know anything. Never had no chance. Always run away from school ’n’ I c’n hardly read ’n’ write; but I tell you what, Miss King, I’m going to do both. I’m at it now. See this lead pencil? That’s what I’m working with and that’s what brought me up against yot—there, I did git it! But, oh, dear me! There’s stich a lot to learn and it’s all the worse when you don’t know nothing.” “That’s so, and yet -that’s what everybody has to do. There may be a grain of comfort in it, but the wis- est man didn’t know anything to be- gin with and we all have to start in and begin with being a fool! Then it’s a little here and a little there anJ then by keeping at it, ‘Solomon in ali his glory’ and wisdom to burn! What is your idea, my boy?” “To stop being a fool just as soon as I can, but it takes so much just for that.” “Yes; but you are only a boy and Solomon was quite an old man be- fore he called the was wisest man. So all you have to do is to begin and add a little to your learning every day—every day, Gilbert—and the rest will take care of itself.” “Even when have to start in a dunce?” “That’s what.” “Now, see here, Miss King, honor bright, if I try my level best to im- prove my education every day and keep at it good and strong do you think I can make it a go?” “As sure as I am that you are here talking to me.” “Well, then, listen: I will try to im- prove my education every day just as long as I live—that I promise you here and now.” “All right and I promise to help you in every way I can,” and the in- terview ended, each having a life job on his hands. Humanity even at 11 years. old doesn’t care to have too much inter- est exerted in its behalf and Miss King, having learned this trait in the schoolroom, remembered it and the boy alone. So one day when Gib her with bright eyes and joy-suffused face announcing that he knew the multiplication table from 2 times I to 12 times 12, without evincing any particular astonishment she asked him to stay after 6 o’clock and repeat it to her, and when with- out a break he had recited the long lesson and Miss King was commend- ing him for it who should come loi- tering by but McCrabb, the head manager, and Mr. Stanton, the senior partner. “What’s going on here?” asked the latter and when told he gave an ex- plosive “Well!” and proceeded to say that if Jackwood could say the sev- enth table and the ninth without a mistake he should have the brightest one of four silver dollars then jingling in his pocket. “And I’ll give another,” exclaimed McCrabb, and both assum- ing the listener's attitude waited for the result. It was the boy’s first real examination and with a quicken- ed heartbeat he began. It was worth the dollar to look at and to watch him. Nervously poking out of. his eyes a lock of hair that insisted on falling and staying down he began. Up to six times seven there were doubt and a fear of failure and then fairly started the fun began. Up went kis little round head and out came the pugnacious chin and the tables called for came pouring out like so many avalanches, with not a halt nor you let came to a blunder. Then to make the thing doubly sure each table was repeated backwards, the ending with a little jerk of the head and a “There! I told you so!” “Good for you!” exclaimed McCrabb as his dollar went into the boy’s extended palm, and “Well done, my son,” said Mr. Stanton, as he looked at the boy all over. “You keep that sort of thing up and you'll find it pays.” Keep it up? You may bet he kept it up. Didn’t I say a while ago that he had a life job on his hands and didn’t he say it was to be his level whole performance best .or words to that. effect? So with the mistress of the cash drawer on the watch and ther two men higher up with their eyes open and best of all the boy, so earnest in his undertaking as not to care whether their eyes were open or shut, the daily improvement progressed and left marks of its progress. There was a little surprise manifested when Gib wanted to know of Miss King a long time afterwards if xty—a was any better to reason with than 5-+-9—=14? That was too much of a question to answer during business hours, but the boy called by request that evening upon Miss King, who found during his stay that some pretty lively as well as hard work had been going on and that figures and language and general information had not been neglected since the boy had entered upon his life job. Wasn’t it a little unusual for a boy as young as that to insist on the per- sistent following of a course like that? Yes and no. Yes, and it is to be accounted for by the fact that it was unusual; but the boy’s life had been hard the Wretched to start with, he had been early thrown upon the forced to find a way for himself where there was none and when at last he found what promised to be a foothold he clung to it. So when as a cash boy he found ‘himself in the house of Stanton, Hodge & Co., he determined to stay there, and that de- termination, young as he was, en- abled him to understand that to live with people who know something he must know something, too, and long as the and hard to travei that something must be his, and if it was to be attained by a little daily improvement it was going to be his, and it was. It did seem to him that those few amounted to but little. By himself it would have been exactly that, but Miss King was at from beginning. world and road was years her place always and she was ever ready to give him the needed lift when it was wanted. She it was who cared to know where he lived and how, and when one day she went home with him and did not find things to her liking they went out together ‘home hunting and found after much search that the little attic and a smaller one opening out of it at a price he could afford to pay at her what would suit him best. Then she saw to it that if was comfortaple as well as neat and pretty, and so set tled the training went bravely on. His food, now wholesome and abundant, soon began to tell. Color came own boarding place was into quick re-order. The Syrup of Purity and Wholesomeness LL your customers know Karo. And the better they know it, the better they like it—for no one can resist that rich, delicious fiavor — and every sale means a Karo is a syrup of proven good- ness and purity. Unegualled for table use and cooking—fine for grid- dlecakes— dandy for candy. It’s DAVENPORT, IOWA oy {111mm 81111 never “dead stock,’’ and every can shows you a good profit. Karo is unquestion- ably the popular syrup. The big advertising cam- paign now on is help- ing every Karo dealer. CORN PRODUCTS REFINING COMPANY New York ! *? > < » < i - 4 - * "aa “~s g e ' ‘ ¥ »® Sl we oY $ 4 i ™ ~ Cad a up ~ ‘ & “4 > a 2 . a - He. @ “s $ +¥ - ~ . ® a « % ~ aun ~ 2? + « hy a *? >» ill co $ *” > 4 ‘ . a » * ‘A, oad fe Te a a ‘ ns + March 9, 1910 MICHIGAN TRADESMAN » his cheeks and development expand- ed his body so that by the time boy- hood had departed Gib Jackwood of the old days was hardly to be recog- nized in the vigorous well developed young man making him- self useful and necessary in the thrifty commercial house the corner. Sharing in the life of Miss King he learned a thousand things of the greatest value to him. His English was good English and _ his manners were all that could be de- sired. He found out that lounging on the table, the attitude of the old Roman times, was not practiced now. Miss King early told him that forks are not used at table for spearing pur- poses, that knives and shovels have little in common and that napkins are not intended to be tucked neckband and spread out to protect the chest of the wearer. These items were never made the subject-matter of individual instruction, but the boy was a keen observer and seeing he learned. who. was on home into the Of course, all these home changes were attended by others which went on at the Clerks came and clerks went, but with these changes Jackwood had nothing to do. His bounden duty and service to improve every Store. single day in every possible way found him ready for such emer- gencies as naturally come to an up- to-date establishment found and when he the vacancy above him he secured it and, to his credit be it filled it. These things, however, were never the re- sults of cutting they was ready for said, crosslots and were long in coming. Now and then at first when something of moment was to be done the boy would be called in to say what he knew about the condition, and from the first his views broad and state- ments so straight to the point that calling in Jackwood became the reg- ular thing. They wanted the opin- ion of somebody who knows and for were so his some reason or other Jackwood showed that he knew. Urged once to state how he knew he answered, “I made that a study some time ago and I found out then been telling you.” Then he gave authority; his conclusions were ac- cepted, the affair was tested and the result was the hoped-for gain. what I have his That prosperity followed Jackwood all these years no statement, but here, too, the waif—he was hard- lv more than needs that—carried on_ his daily improvement, and it will occa- sion no surprise if it be here said that the young man’s business foun- dation consisted of two bright silver dollars that he earned by repeating without mistake seven times one and nine times one. The very next day ke took them to the bank and what a world was opened to him when the the side of the bank window put into his hands his bank with dollars to boy’s Then he first be- to believe that life, his life, was really worth the living, and then ‘he made up his mind to add to those two dollars on every possible occa- sion. f fun: so savings man on other book two the credit. gan The other fellows went in didi he: for, his kind, but the streets in gangs and “setting ’em up” for the boys? He’d none of it and the saving went to increase his bank account. Cigarette and cigar and pipe? Not if he knew himself. No nicotine for him. What little he had learned of chemistry condemned it. He'd see what it cost for the others where was the fun in running and put the amount with the money in the bank. would Jeer? Stimson’s repert “Three beers a and a walk-off,’ that last being each for the answer: day one bunch—a quarter a day at the least calculation; and a quar- added to his “T will try to improve ter daily was credit. Nit. Shows? my education every day” takes care of that, and whether vaudeville or drama tempted him he stayed at home and studied, and from five cents dollar and a looked smil- ingly at him from his bank book next to a half day. So in time the two dollars be- came two thousand, which’ were continually increasing and __ finally one day came his chance. They sent for him from the front office and this pointed conversation took place: “Jackwood, have you you want to invest?” any ” *¥ es, Sir. “How much?” “How much is wanted?” “Five thousand dollars at least.’ “IT can furnish $7,500.” ' Better than | thought. . What do you say to coming in here and being a part of the company?” “Nothing could please me more.” That night after supper Jackwood tapped on Miss and a King’s door money | Aft- were few minutes later told his story. er her hearty congratulations over this is what that fellow said: “I’m going to tell you what has been in my mind for years: All that | have or ever can have I owe to you. You have been more than a mother to me and now I want to show you that I am not an ungrateful son. The tenant in my house on the avenue leaves at the month and why not fit it up for a home for both end of the of us? You have worn your life out at the cashier’s desk. Now take care will would of the house and me. Our ages protect us from scandal and | like to show you how I have appre- ciated what you did for me when you got me to promise to try to improve my education Will do ite” every day. you She kept her promise and later when asked what was the secret of his success Jackwood’s single answer was, “Ask Miss King,” who invariably resolution. Richard Malcolm eo —___ — Objection Sustained. “T insist,” said the lawyer, repeated the old Strong. ‘ ‘on hav- ing the witness answer my question. "Must I do it?’ the the stand asked, turning with an appeal man on ing look to the judge. “Will you answer?” “No, not incrimin- ate myself, but I'll get licked by my wife.” you incriminate yourself il your honor, J’ll “Counsel . will pursue other line of questioning,” said the jurist, who was married himself, some Quick Sales Good Profit— POSTUM It is not advertising alone that has put POSTUM where it is today—the vast benefit it has done thousands—yes, millions—is the real secret of Postum’s steady sale in every part of the world. The people buy Postum because they like and need it, and it pays the retailer to supply that want—pays him well. POSTUM CEREAL COMPANY, Limited, Battle Creek, Michigan “There’s a Reason” MICHIGAN TRADESMAN March 9, 1910 FREE HIDES. Why We Still Have a Very High Market.* At the annual meeting of the Unit- ed Shoe Wholesalers’ Association, held in Boston in January, two prom- inent shoe manufacturers took oppo- site sides of the question, “Are we to see advanced prices in hides, leath- er and shoes?” Charles H. Jones tak- ing the affirmative and John W. Craddock taking the negative. One presented an able address, justifying the present high prices of hides, leather and shoes, the other present- ed a large array of data to prove that the advanced prices were due to arti- ficial manipulation of the market. Reading these two speeches, ‘thow- ever, One may see that in the consid- eration of the ultimate trend of hide. leather and values these two gentlemen are practically agreed, Mr. Craddock admitting a “great under- lying, fundamental cause,” which has reflected itself in advanced prices throughout the world and including unquestionably hides and hide prod- shoe ucts. In this admission I think Mr. Craddock would have been willing to use the plural “causes” and if so would practically have confirmed the general sentiment of the meeting voiced by Mr. Jones and by each of the other speakers, whether packer, hide dealer, tanner or shoe manufac- turer; this sentiment being the inev- itable general rise in the market of hides and hide products in the period ahead of us. Good To Get, Hard To Pay. No one objects to high prices when he gets them, only when he pays them. We all want high prices when we sell, but clamor for low prices when we buy. The manufacturer wants high prices for shoes and low prices for leather. The tanner wants high pric- es for leather and low prices. for hides. The packer desires high pric- ed hides and low priced cattle, while to complete the circle the farmer will be best satisfied with high priced cat- tle and low priced shoes. During the whole transaction the laborer will demand low prices on every article of merchandise and at the same time call for higher wages. There is a tendency to argue in a circle and, in- deed, this case runs. in a circle to a considerable extent, but in spite -of that there are “great underlying fun- damental causes” which are steadily lifting our industry onto a higher basis of values. It is not sufficient to Say, as one writer said: “Meat is higher because the corn fed to cattle costs more. Corn costs more because land and labor are higher. Land is higher because the corn and cattle bring more money and labor js higher because the laborer has to pay for meat.” One day in our tannery a pulley slipped a trifle on its keys, a belt rub- bed on a timber and a small fire was started. It was almost immediately extinguished, leaving only a smudge to betray the event. Just after the in- cident I stepped into the room, saw the alarm and confusion and enquir- more | * Address by Van A. Wallin of Grand Rapids, before Shoe and Leather Association of Chi- cago. - i le Si : aN yo a ed the cause. Big Joe, the Polish teamster, answered, “Why, Mr. Wal- lin, we pretty near had a fire. Didn’t you hear it smell?” The discussion as to the cause and cure for high Prices is hot, the sound of conflict is heard over the land, the smoke of battle is so dense we can “hear it smell.” Tariff and Trust Goats. The tariff and the trusts are popu- lar goats to drive into the wilderness with the sin offering of responsibili- ty for high prices; but in our indus- ity, at least it is hardly possible to use either of these chandy species of goats, because it is so apparent that neither can now affect the value of hides and hide products. With the present tariff we have free hides and minimum rates on leather and shoes. Parenthetically I believe this is an illustration of what could well be the case in many of the other industries. If the tanners can get along with a tariff of 5 per cent. and To per cent., it seems to me that cotton manufacturers and iron manu- facturers and woolen manufacturers could take less than 50 per cent. and 66 per cent. and prosper. Still a High Hide Market. With free hides, if there js arti- ficial manipulation of the market, as Suggested by Mr. Craddock, to be of any permanence, it must be manipu- lation of the world market and that is unbelievable. | think all tanners are disappointed that with free hides we still have a very high hide mar- ket, but we know that we are now Paying no more than our European competitors and have a free field; and we are ready to bear witness to the far sighted wisdom and the courage of the members of the trade who, be- fore the Ways and Means Committee cf Washington, when pressed to say that shoes and leather would be low- er with the hide tariff removed, re- fused to make the claim because they Saw that natural laws might make higher prices in spite of the removal of the duty. This same tariff has also forever eliminated the trust goat. The tariff has been called the mother of the trusts, but when the mother is stary- ed and shrunk to a 5 per cent. pig- my, the chances are that the trust baby will be — stillborn. Under the old tariff there was a splendid oppor- tunity for a genuine leather trust. -] venture to say that Pierpont Mor- gan could have formed a combina- tion in leather with as firm a control cf the industry as now obtains in steel by a parlor conference of less than twenty men if the old tariff had remained. No one more fully appre- ciated this than the directors of our largest leather corporation, and I be- lieve I am justified in saying that no one nor group worked with more zeal and intelligence to prevent such a possibility than did they. President Taft saw the situation clearly, and you will remember he reversed all precedent when the took the entire leather schedule out of the Confer- ence Committee and obtained a mini- tum tariff on leather and leather goods, and made hides free. Com- paratively few people to-day, even in ,the trade, appreciate the great im- portance of this tariff change. Some, losing sight of the great object to be gained, ‘because they looked too closely at the small dangers and sac- rifice involved, opposed it; but the leaders of the movement held firm until the thing was accomplished. The result was worth all it cost, for there can never be under the Payne bill a monopolistic combine in the leath- er industry with power to harm. For the present era of high prices, it seems to me, the causes are such as to be apparent to every one who studies the subject with care. These causes, as applied to hides and hide products, were well explained and grouped in the address given by Mr. August Vogel at the Boston meeting. To me the two of greatest moment are the rapidly increasing supply. of gold the world over and the rapidly decreasing supply of free farm lands, coupled with the great growth of our cities. Increased Production of Gold Raises Prices. The effect of the enormous recent production of gold has been to raise prices in all commodities, not only in this world’s F country but in Europe. The measure of When the supply of any material is value is. gold. greatly enlarged it is reasonable to expect a lower value on that mate- rial, and in the case of gold this lower value is equivalent to higher values on all other products. This is one of the cases where history and science combine to prove a theory. Undoubtedly, in common with other commodities, hides and hide products H. LEONARD & SONS Wholesalers and Manufacturers’ Agents Crockery, Glassware, China Gasoline Stoves, Refrigerators Fancy Goods and Toys GRAND RAPIDS, MICHIGAN 4 : # (os Ly Oy Tak Te Oe DEPENDS ON A LIBERAL USE of SULPHO-NAPTHOL It is unequalled for cleaning floors, painted and varnished surfaces, and for disinfecting and purifying closets, cellars, sinks, ete, SAWYER CRYSTAL BLUE CO, SellingsAgent 88 Broad St., Boston For sale by Hazeltine & Perkins Drug Co. Grand Rapids, Mich. Agents Wanted ten These superfine for more and pay a fair JowNey’s COCOA and CHOCOLATE For Drinking and Baking goods bring the customer back Putnam’s Menthol Cough Drops Packed 40 five cent packages in carton. Price $1.00. Each carton contains a certificate, of which entitle the dealer to One Full Size Carton Free when returned to us or your jobber properly endorsed. PUTNAM FACTORY, National Candy Co. Makers GRAND RAPIDS, MICH. eeeriatth sore L= 59 giant Profit to the dealer too > 4 . / 4 -4 a “7 Me” March 9, 1910 have advanced during the past decade because of this increased supply of gold. The increased gold production bids fair to continue. No one now sees signs of recession and naturally the effects already manifested continue. : will ‘An Era of Low Prices. I remember the time in Western Michigan when the settler cleared his land by rolling into great heaps all the timber except the pine and burned it, and the air all through the spring and fall was blue with the smoke of blazing log heaps. The land cost the settler $2 an acre. I re- member the time when potatoes were selling at 7 cents a bushel on Traverse Bay, when wheat was 50 cents a bush- e! in Minnesota and when corn in the ear was burned in Kansas because it was cheaper than coal. In those days we bought dry hides in the Indian Territory for $1 apiece and bark was worth $3.4 cord fo. b ears. To- day the timber destroyed by the set- tler will bring fifty times what the land cost. To-day potatoes average 50 cents a bushel, wheat is above the $1 mark, corn is 68 cents, bark $10 a cord and much worth $4 apiece. poorer hides. are In those days of low prices good farm land was practically free, for- ests were an enemy to be destroyed. Nature’s wealth of all kinds lay ready for the taking and the machinery of our Government was largely arrang- ed to distribute this wealth. To-day the condition is reversed. Conserva- tion is the cry of the administration and a tardy people have awakened to the fact that the great surplus re- sources in Nature’s American store- house have disappeared, in many cas- es wasted, and that never again in this land will we see the products of farm and field and forest in over sup- ply with practically no demand. Farmer Has Come To His Own And he loses no time in claiming it. ahe country is taking its proper ranking position, the city looks anx- iously toward the land. Will it pro- duce enough food and raiment for existence? Is it surprising that with 68 cent corn, $1.13 wheat and $10 hogs we should see $3.50 shoes ad- vance to $4? Of course, this steady rise in val- ues will not be uniform, the waves in the advancing tide will ebb and flow. To-day I understand the hide market is soft, it surely ought to be when we consider the undesirable hides now coming to market—so much water, hair, salt and manure the tanner can scarcely find the hide at all. The leather market naturally reflects some of the weakness of the hide market, no matter how illogi- cal it may be; to-morrow both mar- kets may be stronger. But in my judgment no general recession in the hide, leather and shoe markets is pos- sible in the future until those “great underlying fundamental caus- es,” which are world-wide. in opera- tion, have themselves been modified. ne You can not save the ship by throwing the compass overboard. nc IG Malice grips the sword by the wrong end. MICHIGAN TRADESMAN Some Salient Points on Meat Refrig- eration. In a recent issue cf Cold Storage, publshed in London, certain phases of the science of successful industrial application of refrigeration were not- ed. For the benefit of subscribers among markets and meat packing plants the following extracts are pre sented: The conditions met with in a butch- er’s cold store or refrigerator are al- so much more trying than elsewhere, as with his quick trade he has to be expert enough to counteract the fre- quent opening and shutting and load- ing and unlodig of his refrigerated room, all of which tends to the un- successful application of cold storage to his meat. To take one point alone, that of humidity. The dread muggy days of summer months, when the air seems itself to be a damp sponge, are a time of anxiety to the butcher. The man with the high-class trade will not want his meat frozen, and he has, as it were, to watch the hygrom- eter to see the limits to which he may let the temperature of his store run. He watches the thermometer carefully at 34, 35 and 36 degrees Fahrenheit, knowing that this neigh- borhood is the highest at which he can hold his meat without likelihood of what is often called “sweat- ing,” but which is really atmospheric moisture deposit. The ice refrigera- tor, or the machine-cooled room, which provides a good circulation of air is the most likely to keep free from this trouble. A useful princi- ple in such chambers, adopted on both sides of the Atlantic, is a false insulated ceiling arrangement, from which, as a warmer hizh surface in the room, there is no tendency of drip. “Cleanliness above all things” is a refrigerating motto, and in the ordi- nary butcher’s refrigerator if this be not attended to disaster is certain at the temperatures at which such appa- ratus works. It was stated at the Refrigerating Congress, at Paris last year, by a well-known American ex- pert, that bacteria have not the pow- er of growth in or penetration into the muscular tissues of beef or poul- try at or below temperatures ranging from fifteen and a half degrees Fah- renheit to ten degrees Fahrenheit. This, of course, assumes that above that range of temperature meat is not guarded from the deteriorating ef- fect of some of the bacteria which it may collect. In his paper before the same Con- gress Hal Williams said that it is becoming more and more the prac- tice among the best butchers in Eng- land to keep their meat for a period of from ten to fourteen days after slaughtering in order that it may be- come tender and_ succulent. This meat, after it is received from the abattoir, is put into a chamber at a temperature of forty degrees Fahren- heit, and is kept there for such a pe- riod as the butcher may consider de- sirable. It is afterwards moved into a room at a temperature of fifty de- grees Fahrenheit, where its tempera- ture gradually rises before it is brought out into the open air, this, of course, applying more particularly to the warmer seasons. If meat or any other article of a bulky nature is brought direct from a cold tempera- ture into a hot one the moisture of the air will condense upon it in ex- actly the same way as upon the out side of a glass of cold water placed in a warm room. This moisture in running down off the meat renders it flabby and sometimes mixes with any congealed blood or ruddy meat juices which may be lying on or near the surface. these the moisture becomes blood that This has given rise to a fallacious theory that when meat is frozen and thawed the broken asunder and the juices allowed to escape. That this is not the case kas been proved over and over again, and it is quite impossible to tell the difference tween a of beef that has frozen for two months and beef which only been twelve hours provided the of the beef is gradually raised in a dry atmosphere, so as to is dripping away. tissues are be- side been a side of killed tempera- has ture frozen prevent moisture condensing upon it. The great importance of circulation of air in a meat-cooling chamber is pointed out by Mr. Dav- is, a Chicago packing-house fitter, who contributed a paper to the Paris Congress. Speaking of the cold stor- age into which the carcasses are put immediately after their skin- ning and evisceration, he says that the air circulation is ways, by what is circulation” Under natural method of construction jis pipes in a space above the room in which the products are to be chilled, the heated air rising, coming in con- proper room attained in two circulation. the usual to forced circulation and locate tact with the pipes and returning by the resulting density cwing to the chilling of the air, Forc- ed circulation is brought about by the use of fans, which circulate the air through the cycle of travel. Usually a definite path is provided to avoid currents. Whether the construction be of one form or the other the im- portant point is prompt and thorough chilling of the product. Many cases of arrival of meats in poor condition are directly traceable to poor initial cooling. Particularly in the case of gravity from By coming into contact with | colored, | 7 : : : oe ls z jand sent to the icing stations to be and as it drips off the joint gives the} impression that it is meat juice or} known as “natural ae 31 produce should the highest degree of care be taken. If once al- lowed to become stale, freezing can not thereafter be resorted to advan- A useful hint as to clean- by Mer. of the refrigerator railway- service that The first essential is clean- of the cars, the walls and floors carefully scrubbed with hot and soap to remove every ves- tige of grease or dirt. tageously. liness is given Davis in speaking car deals with this trade. liness being water They are rins- ed with clean hot water, aired, closed iced. The method employed in ic- ing the cars is one which butchers would do well The ice is to note. icrushed into pieces ranging from the size of a cocoanut to that of a wal- nut. This permits it to be closely packed into the tanks and of a bet- ter distribution of salt. The tem- perature of the resulting brine from the use of the ice and salt is de- pendent upon the proportions used. THE NEW FLAVOR MAPLEINE Better Than Maple The Crescent Mfg. Co., Seattle, Wash. EXTRACTS. Assure the satisfaction of your cus- tomers with Jennings’ Flavoring Ex- tracts—for 38 vears the highest stand- ard of purity and strength. Jennings Flavoring Extract Company Grand Rapids, Mich. Established 1872 FOOTE & JENKS’ Terpeneless COLEMAN’S Lemon and Vanilla Write for our ‘‘Premotiom Offer’’ that combats “Factory to Family” schemes. Insist on getting Coleman’s Extracts from your jobbing grocer, or mail order direct to FOOTE & JENKS, Jackson, Mich. (BRAND) High Class anglefoot The Original Fly Paper For 25 years the Standard in Quality All Others Are Imitations & A, een Keying Up the Efficiency of the Salesforce. You may think that the first thing necessary to make a some- one to sell to, and you are not far wrong; but unless there is also some- one ready to sell him, the possibili- ties of a sale there are not great. We must have an opportunity to make the sale and must have the possible cus- tomer, but we may have all these and still lack important details for mak- ing the sale. What Salesmen Must Remember. A salesman must remember that everything he does, every move he makes, every expression of his face, may help or hurt the possible sale which is represented in every visit- or. The look of annoyance, the shade of impatience, the indifference which may be caused from being up late the night before. tent effect upon the chance of sell- ing the customer, or rather the vis- itor who may be a customer if prop- erly handled. You may think that the Visitor knows how it is to be tired, and that he has been vexed himself over things which will go wrong, and all the other explanations and excuses which we like to make for ourselves. The vis- itor doubtless does know all this and more, but you can not count upon his excusing even the slightest thing. Besides, what he may have done is no example for you to go by. You are on inspection, so to speak, while he is not. Yours is the and yours is the fault if through any er- ror or mistake a visitor is permitted to pass out to become a customer of some other store. Remembering that every move made is something which may add to the difficulty of making the sale. or make it that much easier, be guar 1- ed in your Approach the customer freely, heartily and in a friendly manner. Do not wait to see whether he is a customer or only i “looker,” for the “looker” of to-day may be the buyer of to-morrow—of many days to come. And he may also be made the customer of to- day and of right now. Many a “looker” is a customer be- cause he does not really know what he. wants. If you can meet him in such a manner as to assist him you may quickly change him from an un- certain and doubtful “looker” into a genuine buyer and a permanent cus- temer. These “lookers” are often the hard ones who, if they can be made friends and assured that they will re- ceive courteous and friendly treat- ment, will become the customers who buy on your word and on your judg- ment. * sale is all have a po- loss doings. : SAyeloe FEE i Sb \ OAL 3 = XI = =F =: =e E MARKET: = aS = 3 nec > Os a x = ee \\ N poe oft ae \ ER, LS See Handling a “Hard Customer. There is no customer that is hard. You will simply have to have tact and patience in handling him; in doing this and in showing him that you are exactby as -particular as to what he gets as he is himself, you can easily sell him in nine cases out cf ten and you have made a friend for your employer as well as for yourself, We all like to have a personal fol- lowing and personal trade which we ike to think will follow us all over town should we happen to make a change. -It is among the hard to handle that we stand the best chance of making personal followers. They are often hard to handle for two rea- sons: One is that they really do not know what they want, and. second, because they are afraid that a sales- man will take advantage of them. Building Up Personal Trade. They must be cultivated and car- ried along with infinite patience and tact. They must be treated as need- ing assistance, but that assistance must be gently and carefully offered, without any appearance of “bossing” or dictating to them or they will be- come offended and you have lost a and the store may have lost a customer for years, ot forever. It is in the little things that the difference between stores is most prominent. I believe that nearly all shoe stores have merchandise which will afford satisfaction to the buyer so that he nen saie need not fee] that he has been im- posed upon, hence every salesman ought to feel enthusiastic Over the goods that he sells and make a customer just as enthusiastic over his lines by showing them in the right spirit. But with a reasonable value in the merchandise of all stores, the difference which must go to make or to mar the business of the house must be in the little things which are connected with the selling. And these little things are small and yet big—big because they make sales or they drive them away, and sales are what we are after. The matter of approaching the man who comes in is always to be re- membered. The clerk who along with -his hands in feel lounges his pockets, or looking everywhere but at the cus- tomer and who acts as though he was anything but interested, has started an impression with the customer which will make it the harder for him to make a sale. The salesman must have the busi- ness at heart, must want to push and boost it, must seek to do everything to help it along. He must have the real interest of the firm at heart all the time. If he has this he will not TRADESMAN be looking out of the window, or across the store, or down the aisle, or gazing at the cashier when there is a customer in view. He will have the one thing in mind, to sell that customer if it is possible to suit him. While always having the firm’s in- terest in mind, do not neglect the in- terest of the customer. Remember with each sale that it is but one of many if the customer is treated right. Treat the customer who wants a pair of laces as well as the one who wants a $5 or $6 pair of shoes. The buyer of laces may: want to buy shoes in a few days, as well as the other. Half the Battle. In meeting customers there is one thing which costs nothing yet means a whole lot, and that is a smile. Go to the customer with a smile of friendliness and with a firm feeling that you will make a sale and half the battle is won. Be honest, be honest with all, with yourself, with your house, with your customers. Remember that no matter how busy you are there is always room for another. When waiting upon a customer and _ others ask your customer to kindly excuse you for a moment, which will always be granted, and speak to the newcom- ers and get them seated. come in Handling Customers During a Rush. A, man is never so impatient as when standing around, and if the customer being waited on is left abruptly without a word. it serves to upset him and you may lose a Sale. It is much easier to sell mer- chandise to customers when you are busy and there are others waiting, because they will always choose more quickly then. Never fail, when completing a sale, to ask if there is not something else in some other department. It tends to make one feel that your interest in him is beyond your own work and your own salesbook. Thank him and ask him to call again, and give the feeling that you wish to him. him please When asked for grades or goods which are not included in the stock do not be afraid to say that you have- n't them and to tell exactly where they may be found. This wil] show the customer your intention to be Square and will open the way to a chance to show him something else when you ask if there is anything which you can show him from your stock. This square treatment makes for confi- dence in the store and gives you a chance to get him Seated and to show what you do have. Do not let any customer stand around if it js possible to get him seated. It is bad for him and bad for others who may intend to enter the department to see people standing as though they not get waited on. Three Cardinal Principles, And finally, you must believe in your work, believe jn your house, be- lieve in your goods. You must love your work, love it so that you do not want to watch the clock and long for the closing hour. I have often noted that those who are usually or could March 9, 1910 tener, frequently late in the morning are usually the earliest out at night. Always show the goods which 4 customer asks for, even although you know that you can not give him his size. By showing him the goods you have you get a better chance to sell him something else that you can fit him in, and this will prevent his saying afterwards, “Why don’t you show me what I asked for?” 3e fair with customers, show them what they want and treat them as you want to be treated. Then when they ask you to show something dif- ferent you have gained their conf. dence so they will not fear that they are going to be mistreated. Keeping the Stock Straight. Even during a rush keep the stock in shape. When you find that one shape does not suit and you go for another take back the other one and return it to the shelf. It keeps the department in neater shape than if the chairs, seats and ledges are al- lowed to be littered with shoes, which may also make trouble for you, be- cause others seeing them may be led to ask for something in that shape in their size which you have not in stock, In doing your work do it heartily and fully. Do not grumble and do not knock. Boost for the house, be cause when you are doing that you are also boosting for yourself. Work as though it were your own business that you are pushing and you will schoo] yourself so that when you are able to have a business of your own will have experience and train- ing which will be of great value to you you. And remember that Square deal- ing, fair treatment and good mer- chandise furnish the foundation — to future and continued business. And the first two are largely up to you, Mr. Salesman.- -M. I. Braman in Shoe Retailer. penne Not Much Difference. A well-known scientist was lectur- ing on the sun’s heat, and in the course of his remarks said: “Tt ig an established fact that the sun is grad- ually losing its heat, and in the course of some seventy millions of years it will be exhausted: consequently this world of ours will be dead and, like the moon, tunable support form of life.” At this juncture a member of his audience rose in an excited manner and said: “Pardon me, professor, but how many years did you say it would be before this calamity overtakes us?” The Professor: “Seventy millions, sir,” "Thank God was the reply, “I thought you said seven millions!” ———_--___ In Training For the Preacher. silly—We ain’t having no fun up to our house any more. Jimmy—What’s the matter? Billy—The preacher is coming two weeks from to-morrow and we’ve got to hold rehearsals for it every day from now on. —>--e-.—____ He never succeeds who fail, to any dare not March 9, 1910 MICHIGAN TRADESMAN Custom-Made Work Shoes Strong Sturdy Dependable The real test of shoe quality is in the Work Shoe. Of all Shoes work shoes must “stand up” to the limit of wear and endurance or the merchant endangers his reputation as a quality dealer. Mayer Work Shoes have all the qualities— material, workmanship and wearing ability—that make good with the wearer and make friends for the merchant. All Mayer Shoes Are Made With Full Vamps If you are not handling a line of work shoes that is a top- notcher on quality it will pay you to investigate the Mayer line. Write fora catalogue or salesman. F. MAYER BOOT & SHOE CO. MILWAUKEE Largest Manufacturers of Full Vamp Shoes in the World 34 Some Changes Primary Reform Have Wrought. The primary election law may no be popular with the old time poli ticians, but the people seem to like it. The law as it stands to-day is admittedly crude. politicians who strove ed for. ods that used to obtain. why and where. everybody in Grand Rapids will know all about Mayor Ellis and O. H. L. Wernicke, and they will be equally well informed as to David E. Uhl, Aldrich Blake and E. A. Connelly, the Democratic candidates. In the old days a few ward bosses would gez together in some pothouse and fix things up to suit themselves. One for a valuable consideration duly paid as promised would undertake to de- liver the delegation from his ward. another would do the same and the common people really had little more to do than to ratify what the bosses did. With the primary election meth- od the candidates must make their arrangements with the people direct, and the people express themselves by secret ballot, and the once all power- ful bosses have little to do with it. for none can tell if they deliver the goods. How the primary election system works in State affairs is also being strikingly exemplified at this time. Four candidates for governor have presented themselves: Amos S. Mus- selman, Robert M. Montgomery, Pat- rick Henry Kelley and Chase S. Qs- borne. In other days such a field of candidates would be sure to send a swarm of scouts and workers scurry- ing over the State to line up the lo- cal bosses, and the candidate with the longest purse and the freest hand would have a long lead over his com- petitors. The scandalous campaign of 1900 may be recalled. Three million. aires were in the race and scarcely a day but one or another of them broached a fresh barrel and money flowed as it never did before in Michigan and never will again. The candidates themselves made no speeches and it was not especially necessary for them to travel about the State. Nobody knew and not many cared particularly where or for what the candidates stood. Their money talked for them and when they did go away from home their busi- ness was to look pleasant and their managers did the rest. It was the scandal of this campaign that started the movement for the primary elec- tion system, and it is this system which to-day makes it necessary for the candidates themselves instead of their hired men to zet out and see It was framed by mightily to give the people the semblance rather than the substance of what they ask- Crude as it is, however, it is a great improvement over the meth- It compels candidates for office to come out in the open to tell what they stand for, Before the primary election in this city on March 15 Stores have been opened in Montreal by the members of the striking He- brew butchers’ these stores MICHIGAN TRADESMAN will decide. The new plan it must be admitted, however, is somewhat tjtcugh on the candidates. The ex- _{Pense is considerable, but ambition’s greatest penalty is the necessity of attending a long list of political ban- quets. Every town of any conse- quence and nearly every county in tke State has its club and each club has a banquet as its chief excuse for existence. At these banquets chick- en in some form, usually fried or fricasseed, is almost invariably served, and by the time the thirtieth or for- tieth banquet is reached it can. be imagined how fond the candidates must have become of chicken. The primary election system of making nominations is stil] crude. It still shows the craft of the politi- cian reluctant to Part with his pull. But crude as it is the system is in- finitely better than the old ward cau- cus and convention method, and in time no doubt it will be made more perfect. The Australian ballot, which represented a great reform in the elec- tions, was strenuously opposed by the politicians and the first law establish- ing it in Michigan was, it may be re. membered, fully as crude and un- workable as the first primary elec- tion enactment. The Australian ballot has been perfected and so will be the Primary election. ——_+~-~~___ Pocket Wireless Invention of Italian. The pocket wireless comes from Europe, where the Italian Savant, Cerebatani, papal nuncio at Munich, has invented an instrument like a large watch, which enables a person to receive messages transmitted from wireless stations. The apparatus is simply a pocket teceiver with the only accessories a bobbin of wire and a metallic incased cane. Thus equipped a person can re- ceive communications at a given mo- ment from a station within a radius of twenty to thirty miles. To do this he halts in the vicinity of an elevated point or at the foot of a tree, un- rolls his bobbin of wire and fastens one end to the highest branch or any other support. The other end of the wire is fastened to the apparatus, which is connected on the opposite side with the cane firmly planted in the earth. The telegraphic receiver is now complete. All that remains to do is to watch the movements of the single needle stimulated by the Hertzean waves of the transmission post. The needle points successively to the various letters or signs inscribed on the apparatus and thus messages are formed which can easily be decipher- ed. stint Strikers Open Meat Markets. Several co-operative retail meat employes’ union, and are retailing meat 2 March 9, 191; | weak point. Snow and Slush ee Will be here now before you know it, | The dealer who is well stocked with Rubbers will get the start on his com- | petitors, but he must have Good Rxé- | bers. We are well stocked with Good | Rubbers— Hood and Old Colony Get in touch with us NOW There is no need to tell you about the famous Plymouth Line. Every one | who has worn them knows that it is | the best line of Rubbers made for good hard Service—extra stayed at every eH FS HF HH eH ANTEATER > Stock the Profit Makers Now IE H B Hard Pans and Elkskin Shoes MEN’S, BOYS’ YOUTHS? You cannot possibly make a false move in adding these factory lines to your present stock. They represent what we believe to be the best efforts of our factory in our shoe making experience, The uppers on these lines are made from plump, soft stock of our own special H B Hard Pan tannage over-weight soles and are strictly solid throughout. You will want a big lot of these lines before the season is ended. Better get your order out between now and _ the next mail. cents cheaper than the regular shops. The President of the union states that the union shops are making a Profit of 2 cents at the lower prices established, and as soon as they can arrange to buy their own cattle they will be able to make a Profit of 3 to the people, and they must let it be known by word of mouth or by letter what they believe in, what they will do if elected and what will be their policies. There is nothing under the hat now; all is open and above board and the people and not the bosses 3% cents, H B HARD PANS are made in 26 carried-in-stock Styles tees Grand Rapids, Mich. aaa NESS | Herold-Bertsch Shoe Co. Makers of the Bertsch and H B Hard Pan Shoes ie March 9, 1910 MICHIGAN TRADESMAN Why the World Hungers After Righteousness. It is in some recent book about women that you can read of a famous metaphysician having invented a new profession. This book thas it that in seven years the metaphysician, a world celebrity, had earned over a million dollars by teaching her re- ligious ideas. Since then many have followed her calling. In Chicago, New York, Bos- ton, London, Paris, and numberless other places both men and women conduct paid classes in mental sci- ence, spiritual science, or whichever you will of the many systems and subsystems that have sprung up in the wake of the original method. They are doing something novel be- cause they are putting market value on religious teaching and thus plac- ing it on a higher economic basis than ever it had been. In days of yore religion had to be given without money and _ without price because nobody would pay for it. It was supported by its devotees and offered as a charity to the world. It could not be sold for it had no more commercial value than have grand opera tickets or novels or paintings for the Hottentots and the Fiji islanders. The Hottentot does not buy art and opera tickets because he is not cultivated enough esthetically to have any demand for them. Indeed, until lately our civilized world has been none too ready a purchaser. It made men rich quick selling toothsome dainties or fashionable fineries be- cause these the world wanted. The wine merchant and the dry goods merchant always have made money. But the poet and the painter have lived in attics. Often they have starved. That people find profitable business nowadays in writing is a sign that reading matter is more in demand than formerly. They can sell. For the world is willing to buy. Book publishers print their lists of the year’s best sellers and the thousands of dollars they netted their makers. Magazine editors give a hundred and fifty dollars as every day price for 2,000 or 3,000 words of romance. The writers need no longer go seedy and barefooted, for all the tra- ditions of their vocation. They need only deal in the sort of commodities that run current to the popular styles and therefore are demanded and lu- crative. They can go in for author- ship as a_ storekeeper goes in for trade. They can try to learn what the world likes and supply it. It is not much different with the artists, because people are beginning to set store by pictures. People pay for scholarship, too. The linguists and men of learning, like the men of letters in years azone, never had been able to turn an hon- est penny by their erudition. They were either desperately destitute or little else than polite paupers. Or they were born to riches and could indulge their bent for books and sci- ence as they could their taste for any other luxury. Pythagoras, the amaz- ing philosopher and teacher of old Greece, offered to pay his first pupil if the youth would take lessons of him. Bakers and butchers could amass wealth by feeding folks’ bodies. Shopkeepers became millionaires by dressing these bodies. Doctors drew fat fees for healing them, lawyers for securing them in houses and lands. But nobody could traffic in victuals and vestments for the mind. These had to be gifts and gratuities. These had no market value, and as for soul comforts, the good church fathers forestalled destiny by voluntarily taking the vow of poverty. Things are different now. Scien- tists and philosophers are still re- warded poorly, out of all proportion to benefits conferred, and the more precious the mental wares they have to offer the less renown and the less gold they seem to get. This sim- ply is because their stupendous val- ues are not at all realized. But sci- ence and learning nevertheless are becoming money makers. and biologists draw big pay from big corporations which appreciate their practical worth. Professors’ salaries are rising. Here and there an able man is endowed. And now even spiritual meat and drink are marketed. If we reason with these as we reasoned with art, literature and learning, this means we may argue that the world hun- gers and thirsts after righteousness as never before. Ada May Krecker. —_.-..__ The Lover’s Blunder. The Duke of the Abruzzi has pick- ed up many interesting stories in the course of this various travels, and he) is fond of telling the following, which, he heard in the Far North: A young) Eskimo loved a_ beautiful maiden, whose father’s hut was near his own, but, as is so often the case, her par- ents would. not hear of the match. One night a great storm ripped up a crevass in the ice, and between the two huts there yawned an abyss bridged only by a slender strip of; ice. Here was the chance which the young lover sought. He crossed the frail bridge in the dead of night and crept to the home of his sweetheart to steal her from ther cruel father. The Eskimos sleep in bags of seal- skin, and, with bated breath and loudly beating heart, he hoisted on his back the one in which his lady- love slumbered. ‘With his precious burden he recrossed the strip of ice, and, safe on the other side, broke it down with a blow of his ax so that no one could pursue him save by the aid of a boat. Regaining his hut, he opened the bag to gaze upon the fair one, when, with a cry of hor- ror, he staggered back dumfounded; for, in his haste to get the affair over, he had stolen her father by mistake! i A deaf man was walking on a rail- road track with a friend when an en- gine rounded a curve behind them and opened its whistle full blast. Th= deaf man smiled and turning to his friend said: “Listen; that’s the first robin I haye heard this spring.” Chemists | ia | Reasons Why The Shoes of Renowned for wear Ideal in every walk in life Nobby in style Designed to satisfy the exacting wearer Good in every particular Easy on the feet Known everywhere Always lead in quality Long hard service Made over comfortable footform lasts Better for the price Attractive in appearance Correct in every shoe making detail Highly recommended by the best dealers Liked better every season Our trade mark your guarantee Goodyear welts that are better than their price Improved methods of manufacture Excelled by none Are Better Vea caeeeGeGeGGGGeheeeseeaseeasesseeaadeaceeaeeaene Ph CORAEEEAGE CAD L EARS SEBESERE BERS AAEBGA Rouge Rex Welts People do not look for style only in welt shoes. They expect comfort and service as well. Our New Rouge Rex Welt. Shoes Combine Style, Comfort and Wearing quality. They are repeaters well worthy of your consideration. LET US SAMPLE YOU Hirth-Krause Company ‘Shoe Manufacturers Grand Rapids, Michigan 36 MICHIGAN TRADESMAN March 9, 1910 THE SPRING SEASON. Some Thoughts Suggested by Recent Warm Weather. Hail to al- represents a Hail to the spring! most anything that change in the weather conditions. It isn’t that the winter, long, steady and distinctly old fashioned, has been al- together unpleasant. On the con- trary in many respects the winter has been one of the most satisfactory in recent years. But there is such a thing as having had enough. We have had enough of winter with its cold and deep snow and heavy over- coats and constant stoking of the furnace. Welcome indeed will spring be, and may it come fast and gaily, with warm showers in plenty, much sunshine, many flowers and lots of birds, The transition from midwinter to spring this year was almost star- tlingly sudden. In less than a week two feet of snow disappeared under the influence of sunshine and warm winds, and with none of those vio- lent commotions which so often ac- company Nature’s magic changes. The snow drifts simply faded away, and instead of making torrents down the hillsides the water sank into the ground and disappeared. The ground was dry when winter came, and the heavy fall of snow with which win- ter opened and which stayed with us as long as the winter lasted pro- tected the ground from freezing. There was no thick armor of frost to shed the melting snow. The dry soft earth drank in the moisture. It saved us from the disastrous flood we had reason to look for. With the ‘coming of spring the garden calls for attention. It is not t'me yet to plant seeds that are ten- der or to set out the bedding flow- ers. In this climate frosts are due up to and even beyond May 1. Gen- tle spring is liable to many a set- back in March and April, but never- theless the first disappearance of snow should be the signal for the garden work to begin. First and most important is to uncover the beds where the bulbs are planted to give them a chance for sunshine and air and to grow. The tulips and hyacinths and jonquils and daffodils ought to be sticking their noses out of the ground ready to begin busi- ness at the first opportunity. Un- cover them, but in doing so it may be well to keep the litter at hand for a week or so longer that it may be put back should spring change its mind. As for the snow- drops—they ought to be in bloom by this time in the sheltered nooks of the garden, and the crocuses will soon be out and so will the scillas. The tulips, hyacinths and the other bulb flowers will follow the crocuses in rapid succession. The bulbous flowers are all beautiful, and they come so early and are so grateful to eyes grown weary of the winter dreariness that they represent one of the best investments that zar- den owners can make. But returning to the work to be done—there is lots of it, and the sooner it is done the better. There is rubbish to clean up, some of it representing the winter’s accumula- tion but more being the old stalks and dead plants left over from last year. The woody stuff should be burned, but the leaves should be piled in a corner to decay or dug into the soil to serve as a fertilizer, As soon as the soil can be worked there will be the “plowing” to do, which in the city backyard is usu- ally done with a spade, and then will come the planting. Sweet peas should be planted as early in the spring as possible to insure good root growth before hot weather comes. Poppies can be sown early and so can annual larkspur, sweet alyssum and other flowers that are hardy self-sowers. Except the sweet peas, however, there need be no great rush about planting, not for another month at least or until the soil becomes warm. The time can be better spent in carefully plan- ning where the flowers are to be planted to do the best and to pro- duce the best results. Careful plan- ning in advance will save work and insure more flowers and a more sat- isfactory season generally, The perennial flower beds should receive early attention. The protect- ing litter should be raked away or at least loosened up to let in the ait and to give the plants a chance to sprout. This should be done with some degree of caution so as not to expose the plants unduly to be- lated cold waves. The shrubbery will also. need some attention. Those shrubs which bloom early and on the old wood like the lilae, flowering currant, Spiraea, forsythia and flowering almond should not be pruned in the = spring, for every branch cut off means so much less bloom, but roses should be cut back when needed while still dor- mant and hydrangias will stand a good deal of training. With a little attention to detail there is no reason why the flower lover should not be able to gather his or her daily bouquet fresh from the garden every day in the year. This is not an exaggeration. It is en- tirely possible right here in Michi- gan. First comes the snowdrops and crocuses in early March, then the tulips and other bulbous plants, then the lilies of the valley and iris. By this time, if not earlier, the pansies and daisies are out and then comes the long and gay procession of sum- mer flowers, closing with the chry- santhemum. When the frosts of Oc- tober have sered the tender flowers, and a little later have put the hardier plants out of commission, if the thick teugh dark gum leaves of the helle- bore be pushed aside the beautiful white and pink flowers known as the Christmas rose will be found to be just coming into bloom. With a little protection to make it easier to get at them Christmas roses can be picked all ‘through the winter and until the bulbous flowers come in the spring. It is one of the wonders of Nature that in midwinter when ail growing things are dead. that. the snow can be shoveled aside and there beautiful flowers be found as bright and cheerful as though the sun of summer were shining. Every flower lover should have a few plants of the hellebore just for the pleasure to be had frem finding the flowers in mid- winter. —_—_».<..—___. Used To It. His Wife—Drunk again. I wonder whether your extravagance and shift- lessness will ever end. Some morn- ing we will wake up without a roof over out heads. Jaggs—It won't phaze me a_ bit, Mariar. I’ve woke up three times that way during the pasht week. Se The only divine call a true man needs is a human need. The Best Show Cases Bear This Trade Mark The above show case is the original Knocked Down receding base floor case. No better case can be built at any price. This is one of twenty different styles of floor cases that we build. We carry a large stock on hand ready for immediate shipment at all times, Complete catalog ard prices on request, WILMARTH SHOW CASE COMPANY 936 Jefferson Ave. Grand Rapids, Mich. TYLE ERVICE You get them in the ATISFACTION MISHOCO SHOE Made in all leathers for MEN, WOMEN AND BOYS You should have them in stock—every pair will sell another pair MICHIGAN SHOE CO., DETROIT Our BOSTON and BAY STATE RUBBER Stock is Complete Send for Catalogue —. Factories Dixon, Ill. “The Watson Shoe For Men” Is verily the top-notch ac- complishment of Western custom shoemaking. Its Pronounced shape and char- acteristic lines are winning scores of new customers daily. Serviceableness Is Bringing These Custoitiers Back For More Toes are carefully modelled to give the foot all the room required for perfect freedom —no wrinkling nor looseness in the leather—the patent skins in these shoes have ex- tra wearing qualities and a very high finish—tanned to stand very severe usage. “The Watson Shoe For Men” Is an attraction on any size of foot and is made in all Leathers we st ve Michigan Salesmen Willard H. James. D. Davenport Watson-Plummer Shoe Company 230 Adams Street, Chicago PES, ae - i A 3 ¢ » : +. ("s “ m « 3 r 4 ~- <4 . & y & “a 3 _ ie , March 9, 1910 NEW YORK MARKET. Special Features of the Grocery and Produce Trade. Special Correspondence. New York, March s5—There are certain prophets here—whether of evil or not remains to be seen—who declare that by July we shall see toc Santos coffee here. They giye many reasons for the faith that is in them, but space is limited in this corres- pondence. The spot coffee market is certainly well sustained and tends upward. There has been a fair en- quiry for Santos all the week, and the man who is trying to find “job lots” of desirable stock will have to look long. At the close in an invoice way Rio No, 7 is quoted at 834@87c. In store and afloat there are of Brazil coffees 3,549,608 bags, against 4,122,- 586 bags at the same time last year. Mild grades have been rather quiet all the week, although prices show no weakness. Mexican coffees are meeting with some demand and are well sustained. A little something has been doing in the tea market all the week, but there is no large quantity reported as sold to any one person. Most all orders are for small quantities. Japans and Formosas seem to be most sought for and are fairly well held, Sugar has been advanced by most refiners to 5.25c. The market is firm and with a few days of warmer weather there is a little better feel- ing all around. The trade in rice is of the usual everyday character. The situation at the South is somewhat unsettled and has been for some time, and this is reflected here. Prime to choice do- mestic is quoted at 5144@534c. Pepper is higher and the whole line of spices seems to be firmer than a month ago. The demand has been quite satisfactory and supplies of no one article are overabundant. Molasses from now on is expected to be rather quiet, as the season is about over. New Ponce is expected about the 15th. Good to prime cen- trifugal is worth 26@3oc. Syrups are in quite liberal supply and quo- tations are unchanged. There is a growing strength in the canned goods market, but as yet it is mighty slight. Standard 3s to- matoes are said by buyers to be worth 62%c. Sellers say 65c and there is the deadlock, but it seems likely that the higher figure will pre- vail and that an improvement in de- mand will set in by the arrival of Easter. Peas at 65@67%c are said to be called for to quite an extent, but packers are “backward abcut coming forward” at this price. Corn is unchanged and the same is true of practically the whole line. Fancy creamery butter, specials, is held at 34c, showing some advance. The market is firm and supplies are not especially large. Extras, 33c; creamery held specials, 32c; extras, 3Ic; firsts, 29'%4@3oc; State dairy, tubs, 31@32c; ‘Western imitation creamery, 2414@26c; factory, 22@22%4 @23¢. Cheese is firm and without change, N. Y. State full cream, 174@18c. MICHIGAN TRADESMAN Eggs are weaker and tend to a lower basis. Western extras, 22@ 23c; firsts, 21@21%sc. The consumer is coming to his own and there will be a great egg feast along about Easter. a The Law Regulating the Sale of Cigarettes. Colling, March 7—Can you correct- ly inform me as to the law regarding the sale of cigarettes, cigarette pa- pers, smoking tobaccos and chewing tobaccos to minors and the ages at which they can be sold? C. B. Mansfield. The Tradesman has caused the statutes of Michigan to be searched diligently and fails to find any re- strictions whatever regarding the sale of chewing or smoking tobacco, The Legislature of 1909 enacted a law prohibiting the sale of adulterated cigarettes.to any one and the sale of any form of cigarettes to minors. The law also prohibits the use of cigarettes by minors. The full text of this law is as follows: Section 1. Any person within the State who manufactures, sells. or gives to any one, any cigarette con- taining any ingredient deleterious to health, foreign to tobacco, shall be punished by a fine of not more than fifty dollars, or imprisonment in a county jail for not more than thirty days. Sec. 2. Any person within this State who sells, gives to, or in any way furnishes any cigarettes in any form to any person under twenty- one years of age shall be punished by a fine not to exceed fifty dollars, or imprisonment in the county jail not to exceed thirty days for each offense. Sec. 3. Any person under twenty- one years of age who shall smoke or use cigarettes, in any form on any]? public highway, street, alley, park or other lands used for public purposes, in any public place of business, may be arrested by any officer of the law, who may be cognizant of such of- fense; and further, it shall be the duty of all such officers, upon com- plaint of any person and upon war- rant properly issued, to arrest such offenders and take them to the prop- er court. In case the offender is found guilty, the court may impose a punishment at its discretion, in the sum of not to exceed ten dollars, or imprisonment in the county jail not to exceed five days for each offense: Provided, That if said minor person shall give information which may lead to the arrest of the person or persons violating section two of this act, in giving to or selling, or in any way furnishing said minor person to- bacco or cigarettes, and shall give evidence as a witness in such pro- ceedings against said party or parties, the court shall have power to suspend sentence against such minor person. Sec. 4. Any person who knowing- ly harbors any person under twenty- one years of age, or grants to them the privilege of gathering upon or frequenting any property or lands held by him for the purpose of in- dulging in the use of cigarettes, in any form, shall be held in the same penalty as provided for in section two of this act: Provided, That no part of this act shall be construed as to interfere with the rights of par- ents or lawful guardians in the rear- ing and management of their minor heirs or wards within the bounds of their own private premises. ——_>~+~.____ Unnecessary Room. “T intend to run this business in accordance with the Golden Rule.’ “Why have you rented so large a building >” 37 GOmMMerclal Gredit Co., Lid. Credit Advices and Collections MICHIGAN OFFICES Murray Building, Grand Rapids Majestic Building, Detroit Mason Block, Muskegon (ieneral Investment Co. Stocks, Bonds, Real Estate and Loans Citz. 5275. 225-6 Houseman Bidg. GRAND RAPIDS Child, Hulswit & Company BANKERS Municipal and Corporation Bonds City, County, Township, School and Irrigatien Issues Special Department Dealing in Bank Stocks and Industrial Securities of Western Michigan. Long Distance Telephones: Citizens 4367 Bell Main 424 Ground Floor Ottawa Street Entrance Michigan Trust Building Grand Rapids Kent State Bank Grand Rapids, Mich. Capital - - - $500,000 |@ Surplus and Profits - 180,000 Deposits 5% Million Dollars HENRY IDEMA - - -_ President J.A.COVODE - - Vice President J A.S.VERDIER - - - Cashier | 3% % Paid on Certificates You can do your banking business with us easily by mail. interested. Write us about it if 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 het E. INANONAL 7s 4 Resources $7,000,000 N22 CANAL STREET GRAND WE CAN 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 aaa’ THE NATIONAL CITY BANK RAPIDS Tray FOU Corner Monroe DUDLEY E WATERS, Pres. CHAS. E. HAZELTINE., V. Pres, JOHN E. PECK, V. Pres. Chas. H. Bender Melvin J. Clark Samuel S. Corl Claude Hamilton Chas. S. Hazeltine Wm. G. Herpolsheimer Geo. J. B. We Make a Specialty of Accounts of Banks and Bankers The Grand Rapids National Bank DIRECTORS John Mowat John E. Peck Chas. A. Phelps We Solicit Accounts of Banks and Individuals and Ottawa Sts. F. M. DAVIS, Cashier JOHN L. BENJAMIN, Asst. Cashier A. T. SLAGHT, Asst. Cashier H. Long Chas. R. Sligh Justus S. Stearns Dudley E. Waters Wm. Widdicomb Wm. S. Winegar Pantlind % MICHIGAN TRADESMAN “4 be a3) Gy = = r. = = > tT" = ~ * , = = ¢ , B ‘ é f ee ot YZ —— ah — Ae = y BIES == | EHIND tHe COUNT 4)))), Wow teeny “i Ke oo - - & aes LOR mn re) : a, Ij ii Ii CIN SSS o— _ ri ? SJ NSS oi S| ~— i SF =JIN S Are There Still Chances For Young Men? The other day I heard a young man complain that there are no long- er opportunities for a young man to build up an independent business. This is certainly true of some lines. For example, a generation ago most ce: the boots and shoes were made by individual shoemakers. The shoemak- er in his little shop cut the leather. took the measure of the customer’s feot and did all the work of making the boot or shoe. The only boots or shoes that are now made by these individual shoemakers are made for persons who stil] think that they can not get just the kind of a shoe or beot out of the stock in any shoe store that they want. I happen to know of one or two old men who still have their shoes made by individual shoemakers. However there is still plenty of work for a good shoemak- er and he probably makes as much money out of the business as he ever did. All the work he does now is re- pair work, on which I assume that the margin of profit is as large as was the margin on the old time boot or shoe. By the way, any man of 50 years of age can remember when hardly any men wore shoes. The shoe was considered as really the foot- wear for women and rather too effem- inate for men. All the men in the country when I was a boy wore boots. And don’t think for a minute that the men of that day did not have as much vanity as the men of the present time. The fact is that as a tule they had less sense. It was the pride of the young men to-have their fine boots made skin tight. Aft- er the young fellow had worn a pair of these skin tight boots for a couple of hours he forgot all of his other woes. It was a common thing for him to put on a pair of boots that fitted his feet as snug as any new kid gloves and then go to some social gathering. In a half hour his. feet would begin to swell. Sweat would break out from every pore of his body. He began to suffer the tortures of the damned. If he could have only pulled his boots off and gone round in his stocking feet! There is more sense as a rule in the making of foot- wear now than then. The shoe is apt to be more comfortable than the iThere is a good profit in the business the ladies, will always go to the big even if the goods kept in the little store are first class. have the delight a woman looking through a big stock of goods Many Chances for Young Men. However, I have wandered from Are there opportunities for young men to engage in inde- pendent lines of business now and make a success of it? I can only say my subject. that I know of men who have within a few years started independent lines of business and made them a success. I have in mind a man who has made a success of the candy business. He has grown rich, as a matter of fact, just by attending strictly to busi- ness and making first class candies. and no way that I can see to monop- clize it, for the reason that candies to sell well must be fresh, made right on the spot where they are sold. In my opinion there is a chance to build up a fine business in this line in any good live town of a thousand inhabitants or more where there is not already such a manufacturing es- tablishment in business. The people ir small towns like good candy as well as the people in large towns and they are just as willing to pay the Price. The grocery business I often think is overdone. There is a prevalent im- pression that anybody can run a gro- cery store, which, of course, is a mistake. It takes a smart man and one who is not a little bit lazy to rin a grocery store and make mon- ey out of it. But there are always chances to build up good little gro- cery stores out in the suburbs of the cities if you are born for the grocery business. Most people will patronize the nearest grocery store ii it is kept clean and handles a good class of groceries. tather than g0 a dozen blocks to some big gro- cery store down town. It does not seem to me that there is much chance to start in the dry goods busi- ness with a small amount of money. People who buy dry goods, especially establishments if they are anywhere near rather than buy at a little store, They want to feels in whether she buys or not. In a word, the man who has the “Let me give you a pointer,” said the old time merchant. “Look out for the boy trade. The boys have not very much money as a general thing and they do not buy things of much value as a rule. They are often look- ed on as a nuisance, but I found that treating the boys well when they came into the store was a mighty good business policy. It was not the amount of money I took in, but I was laying up stores for the future. The boy about the time he gets to be I2 or 13 years of age needs help and sympathy. He is too big to be treat- ed as a baby and he is not big enough to be treated as a young man. He is sort of betwixt and between. He is awkward and shy or else he is too fresh and gets himself detested in that way. He is apt to fall in love with some big girl who does noi know about his devotion and would not care if she did. Nobody appar- ently wants him round except when they want him to do something for them. If he goes into a store he sees other people who come in after he did waited on while he is treated as if he were worth no consideration at all. I always made it a point to look out for the boys, pay them as much attention as if they had dollars to spend instead of pennies and get next to them in a friendly way if | cculd. I would find out if possible what each boy was interested in and treat him as if he were a sensible hu. man being. I found that most of the boys had a good deal of ambition. It wasn’t very well defined. They had- n't a clear idea in many cases as to March 9, 193; Se a ea what they wanted to do and I use, to take the opportunity whenever; could to talk over matters of busi- ness with them just as if ] Ww companion. I found out that as the 139-141 Monroe St Both Phonas STU) MeN bse MICH. There is no risk taken when you sell Jennings Phosphate Does Not Contain Alum It complies with all the Pure Food Laws Let us send you one dozen to try out on our guarantee Jennings Baking Powder Co. Grand Rapids, Mich. hat Is Of good printing? impresses you when some one else. your customers, brains and type. your printing, the Good You can probably answer that ina minute when you com- Pare good printing with poor. You know the satisfaction of sending out printed matter that is neat, ship-shape and up. to-date in appearance. You know how it you receive it from It has the same effect on Let us show you what we can do by a judicious admixture of Let us help you with stuff in him that is necessary to make a success in a business of his own with it so much embarrassment. I; will generally find some way to get you are old enough to have’ worn ala business of his own. The man who pair of boots you remember how your |has made up his mind that there is pants caught on the boot tops when|no chance for building up an inde- you rose from the chair and how Pendent business will never find a fcolish you felt with your feet and chance. If you want a chance you about four inches of boot top show- | wil] have to get out and hump your- ing below the bottom of the panta-|self and find it. boot anyway and not likely to carry Tradesman Company Grand Rapids loons. ; Look Out for the Boy Trade. * March 9, 1910 MICHIGAN TRADESMAN boys nearly always appreciated it and remembered it. One time a walked into my store. man He was a big prosperous man who had worked his way to the head of a big business and he wanted to buy a lot of supplies. Now, there were bigger places in the city than mine and more convenient. I wondered why he had come to me tc buy the supplies he wanted. “You do not remember me?” he said. I confessed that I did not. “Well, I am Jim - —. I used to live here when I was a boy. You were the only business man who paid attention to me and treated me as if I was of some account. You not only dealt on the square with me, which most merchants didn’t, but you took an interest in me personally and talked over with me the things I was inter- ested in. I consider that you helped me to get started right and now I want to show that I appreciate it. I know that any man will deal on the square with a boy, when he might cheat him if he wanted to, will be honest in filling this order for sup- plies and so IT have come out of my way to give youthe order. All I want is that you do the best you can with it. I am not going to try to beat you down on prices. I know that you will only want a reasonable profit and that you ought to have.” That instance, I have known of others where boys that I made friends with when they were in the ‘half-feathered stage who re- mained my friends when they got tu be business men. So I consider that kindness and fair treatment to 2 boy is like bread cast on the wa- ters that will return after many days. What is true of boys is of course true of girls, but there is this differ- ence: The girls are more apt to be treated with consideration than the who Was One. boys. There is where the girl has the advantage—Old Business in Mer- chants Journal. a The Reason For Young Man’s Supremacy. Probably never before in history has the young man been more at a premium in the world’s work. Con- sequently never before has there been such a pressure upon men to remain young. For, after all, youthfulness— even in its economic sense—is not al- ways measured by years. Looking to the cause of this young man’s recognition in the times, an important factor is not far to seek. The young man is young at 25 years. He is young at 30 years old. Yet in the twelve or fifteen years of their clear remembrance a million obsolete things have been replaced by the new, In this readjustment of things the youngster has been an interested on- looker. To-day the Chicago or New York or San Francisco youngster 15 years old knows more about the me- chanism of an automobile than his father knows. Why? Because the average father is more or less resent- ful of the automobile age. He doesn’t own one, can’t afford to own one, and therefore is inclined to be intolerant of their existence. But his 15 years old boy, having no thought whatever of the possibility of having a machine for himself, in- terests himself because of pure curi- osity and sane interest. How does the thing work? If he is a bright boy he will learn from the occasion- al good natured chauffeur waiting at the curbstone. But if this boy’s father be of the type of man who is feeling econom- ically “old,” this father is allowing other prejudices against “new” things to sway his judgment and stir his temper. At 50 years old probably he is finding himself under direction of a young man of 30 years. In his heart he probably recognizes in this young head of the establishment or of the department a technical under- Standing of things that are all Greek to him. He has observed, doubtless, that young men do not question him as he remembers questioning the gray haired men of the time when he was a boy. And this is an irritation. The truth of the matter in hun- dreds of cases is that the younz man of to-day, probably technically train- ed to specialized work, has nothing to learn from the man whose gray hair is the insignia of his wisdom. It is almost a certainty that the aver- age young man, seeking light from the modern gray head, will be “turned down.” An intangible jealousy has been aroused in the average gray headed man toward the average young worker. Also, the possibility that in the young man’s questions are nuts to crack beyond the knowledge of the old man, there is danger to the old man’s dignity, which is based solely on his years. Innovations of any kind naturally are irritating to the man who has adapted himself to a standard con- dition. You will find expression of this fact in some of the most up to date and aggressive manufacturers. I have been told that the manufactur- ers of the present day best pianos have improvements on the modern instrument that would revolutionize technique and tone of that instru- ment were pianos to be turned out as they could be turned out. But in view of the millions of dollars in- vested in standard machinery and the millions of employes trained to man- ufacture the standard pianos, it would be bad policy to disorganize a great business which already is doing well enough by its trade, educated to the standard instrument. This applies to a hundred lines of manufacture. Why have not the Bell telephone companies adopted the automatic instruments? Simply be- cause they have not been forced to do so. Competition will have to force this, as ever, and competition also will have the burden of educating the slow going general public to the use of “something different.” That man who is loudest in his criticism of this advent of the young man in competition with his own age, diznity, and experience hasn’t recog- nized how he is prejudicing himself through his intolerant conservatism. In the mere fact that the young man is ceasing to come to him for in- formation and advice is proved the existence of the gulf that lies be- tween them. It is on the other side of this grow- ing, deepening gulf that the old man sees the young man taking his man’s part in the world. To bridge that gulf the old.man would decide as im- possible, as on that other side of it he would be a back number, un- reconciled to working conditions. As a result the employer of the man, or as easily the business constituency of the fossil, looks him over and rele- gates him to the list of has-beens. So many of these old men in places of the employed rail at the employer who is seeking only the young man for his work. But just as inevitably this old man in business for himself shows his lack of harmony with the times until his well disposed cus- tomer is out of patience with him. Methods in business have changed immeasurably — within twenty-five years. Look up the average gray haired butcher or grocer or small dealer in dry goods, make a small purchase of him, and the next morn- ing return the purchase with the most apologetic reasons as to why you would like to effect an exchange. There are ten chances to one that you will feel the grudging unwilling- ness to make the transfer. But, on the other hand, make the same ex- periment in the new store that has been opened on the other corner by Young & Active, and you are likely to feel a disposition to try it again, just to see again the obliging spirit in which the exchange is made. There are hard and fast practical reasons for all of this. In the store conducted by the man of the old school, he learned merchandising when the matter of close selection was made impossible through the small, cut and dried stock of ma- terials carried. To-day a hundred manufactories may be turning out a standard commodity, each of which has the watermark of the individual manufacturer. This has taught the modern shopper to make close selec- tion. It has tended to a change of opinion of a purchase overnight. Shall the customer be allowed the growing privilege? Or shall the stub- born, dictatorial merchant of the old school stand alone and “buck” the whole line of custom—and customers? To the young man [ have merely the message. Don’t be a fossil. To the old man with the grouch it may not be too late to suggest that he sit down a moment and ask him- self: “Am I permanently fossilized myself?” John A. Howland. —_—_.-+ The Old Story. The late Paul . Lawrence Dunbar, the colored poet, used to tell of @ colored man’s dream that had, he claimed, a lesson for the white man in it. “I had,” the colored man said, “a dreadful dream last night. I dreamed I’d died and gone below—gone to the bad place.” “Any white men there?” a friend enquired. “Ves, indeed; heaps of them.” “Any colored men there?” “Heaps and heaps. But, gents, guess what! Every single white man had hold of a black man, holdin’ him be- tween himself and the fire!” 2» MIA en eS XG aN. ALS C4 Mail orders to W.P. McLAUGHLIN & CO, Chicago GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY FIRE Grand Rapids, Mich. The Leading Agency your customers should ask you some day why MINUTE GELATINE _ ) (FLAVORED) is the best, you will want to know. Then bear these points in mind: It is absolutely pure. The flavors are TRUE FRUIT. The gelatine is the best to be had. When prepared for the table it is the clearest, firmest, and most NATURAL flavored gelatine on the market. lia customer is dissatisfied, we will refund the purchase price. You are absolutely safe in recommending it. Where do YOU come it? The 33 1-3 per cent ought to look good to you, especially when every package you sell makes a friend for you. Don’t sell it for less than 10c STRAIGHT. in the three for a quarter class. Let us send you a package to try at home. Write us to-day, give your job- ber’s name and we'll prove our claims. MINUTE TAPIOCA CO., 223 W. Main St., Orange, Mass. It’s not Mica Axle Grease Reduces friction to a minimum. It saves wear and tear of wagon and harness. It saves horse energy. It increases horse power. Put up in 1 and 3 lb. tin boxes, 10, 15 and 25 lb. buckets and kegs, half barrels and barrels. Hand Separator Oil is free from gum and is anti-rus! and anti-corrosive. Put upin % 1 and 5 gallon cans. STANDARD OIL CO. GRAND RAPIDS, MICH. TRADESMAN ITEMIZED | EDGERS SIZE—8 1-2 x 14. THREE COLUMNS. 2 Quires, 160 pages... ...$2 00 3 Quires, 240 pages........ 2 50 4 Quires, 320 pages. ...... 3 00 5 Quires, 400 pages........ 3 50 6 Quires, 480 pages....... 4 90 2 INVOICE RECORD OR BILL BOOK 80 double pages, registers 2,880 involces 82 Tradesman Company Grand Rapids, Mich. MICHIGAN TRADESMAN ‘ MCU ge na MELE Cg, / " . TE tl (f — _ 7 Tt LW = i) 2 < Oe wor o { SSNS ayQTNNNTAT TN lie Wivcestete uri N({C ~ i Hi i) ( —.,-< Ca 5 rcs eC = MMERCIAL TRAV x i RYYV*VV YY ‘ well Aneega S = A4ajyay AKC ww The Best Method of Obtaining Re- sults, Seventh Paper. Method of Procedure. I. First of all seek your man. Be sure you have found the right man before you begin your real work. Do not waste your mental energy or expression upon one who has no authority to make a purchase, even if he is convinced of the merits of your proposition. 2. Introduce yourself and attract favorable attention. This you will do by the power of your personality, your appearance and your manners. Follow this by a_ well-conducted in- troduction of yourself, your business and your purpose in calling. This is the place for brevity of style. Put what you have to say in the fewest possible words that will clearly and | properly convey the information. You need not be laconic ard possibly give offense by the abruptness of speech, but avoid above all else ver- bosity, the long, wordy and meaning- less introduction. As an illustration of brevity note the following: “Mr. Ferguson, my name is Jones. I am with the Brown Manufacturing Company. I came to interest you in our product.” Compare this with a laconic utter- ance, such as: “I came to sell you a line of our goods,” and lengthy introduction, as: “Is this Mr. John Ferguson? I thought you looked like him. How do you do this morning? It’s a fine day, isn’t it? I do enjoy these clear and bracing autumn | days. They make you feel like work- ing and you are glad that you are alive. I got the impression from some | source, which I can not now remem- ber, that you would be glad to have me call upon you in regard to a mat- ter of mutual interest and I thank you very much for giving me this op- portunity to meet you. “You know we are the largest man- ufacturers in our line in the world: we have branch houses in all the leading cities and agencies for the sale of our goods in many smaller places and, in addition to this, our | travelers cover every town and ham- let in the country. “Our export business is constantly growing and our name is known all over the civilized world— “Whom do I represent? Oh, yes, T am the special executive traveling agent of the Brown Manufacturing Company; who are known as the leaders in their line and whose fac- tory is equipped with the finest ma- chinery and the most skilled workers ‘ known to the art. “Our officers are men of long train- your | or the verbose ; ing and experience and are, therefore, fully qualified to produce the best goods that are possible to make— world without end.” This man, if allowed to go on, would spin out his introduction to cover his entire demonstration and argument, but the chances of his be- ing allowed to do so are small be- cause he has not aroused interest. 3. Carefully study your possible customer. An Arabic philosopher has classi- | fied men so thoroughly as to cover ithe entire field: } | and classify “The man who knows not and |knows not that he knows not; he is a fool—avoid him. “The man who knows not and ‘knows that he knows not; he is wor- ithy—teach him. “The man who knows and knows ‘not that he knows: he is | wake him. asleep—- | “The man who knows and knows ithat he knows; he is wise—follow i him.” You will meet every one of these jmen in your experience and it will be your duty as a salesman to know in |which class to place him the first jtime you meet him and thereby be ‘enabled to determine the method of treatment that will best accomplish iyour purpose. Look your man squarely in the ‘eye and see whether he responds or ‘not. You will know by the manner ‘in which he meets you who is the | stronger. _ If you quail before his gaze you are ‘immediately on the defensive and |your position is materially weakened. | If you see fire in his glance it is a ichallenge which you should accept land prepare for a battle royal. The iresult will depend upon who has the igreater skill, the stronger will and the most endurance. If he wavers, drops his eyes or ‘fumbles his papers you will know that he recognizes the kingship within you, and it is only a question of good judg- ment and the persistent use of your | stronger mentality to capture him. If a salesman fails in his classifica- jtion he may make an error which he can not overcome. 4. Learn his peculiarities and prob- lable needs. There is much danger at this point because it is here that you should get your customer to talk. You may not be in a position to form an intelligent opinion of his needs, and can not know how to make your plans for your own procedure until he tells you where he stands. Many a man fails utterly as a sales- man because he does all the talking himself and does not allow his cus- tomer to tell him much that would help him in finally securing his or- der. A fine trait in a salesman is to be a good listener and at times it is a much stronger influence for success than to do the talking himself. A man who stands patiently while his customer states all his excuses, l objections and alleged reasons for re- fusing to buy shows a strong reserve force which in itself will help him to win. Some men never admit that a sug- gestion for a necessity can come from anyone else and such a man must be coddled. Do not thwart him. Another will resent any suggestion that he has been careless in not hav- ing provided himself with proper business safeguards and his resent- ment must be allowed to cool. Another thinks he knows better how to invest his money than you do and a commendation of some former purchase, which is apparent, may put him in sympathy. Another has a_ grievance against some one who looks like you and your appearance brings it to the surface and you must overcome his preju- dice. Another has had an unpleasant ex- perience in the purchase of something con which he was not posted and has a spirit of doubt which you must dis- cover and destroy. Another is aggrieved because of some possible misunderstanding with your house or one of its salesmen and you must explain what you can and overshadow with your personality what you can not. 5. Get on common ground as ear- ly as possible. The main purpose now is get his point of view and_ determine whether or not he needs your goods. Having become acquainted, uncoy- ered his objections nceds you are ground. Show a desire to be helpful and if he has a need which is apparent to you, carefully lead up to it and give the reasons you have for believing you can help him. Do not be too broad in your gen- eralization or too indefinite in your presentation. Show him specifically why he per- sonally needs your goods by refer- ence to something in his own busi- ness. Always give a “reason for the faith that is in you.” 6. Determine whether to make the sale or not. Sometimes it js neither desirable nor wise to ask a man to buy. Either he is not ready or does not quite see the necessity for the action you Suggest, and is too fully occupied to give you the attention he should, if you are to convince him. In such a case a graceful withdraw- ai will result in an invitation to call again and if you do not get it volun- tarily you can always suggest it, and if you are courteous will generally get it. It is most unfortunate and always results in failure for a salesman to rush from introduction to climax without demonstration. To ask a man to and found his now on common and polite you March 9, 19; [ieee are, to buy without giving him reasons foolish in the extreme. 7. If determined to sell] prepa: your plan and stick to it. The basis of asking a man to bu should be your conviction that he wil be benefited by the transaction. The conviction that you wish t assist him, and that your effort more a desire to benefit him than ¢. make a personal gain for yourself will help him to decide in your favo: Never ask a man to buy from you because you need the order, have had bad luck or because your employer is overstocked. If he is really interest ec he will drive a hard bargain an if not he will consider you a men dicant. Put every proposition upon strictly business basis and let every word be an attempt to prove you: contention. Show him that the possession 0: your product is useful to him in hj; business and give him good sound and irrefutable reasons for your b lief, based upon your knowledge of his needs. Consider carefully every point pos- sible to present and then go in and win. 8. Preserve unity and harmony introduction, demonstration, ment and climax. argu Not only must order be observed if you would give a clear picture to your customer, but you must pre- serve a unity of thought and give a harmonious unfolding of your plan if you would create the right im- pression. Careful approach and introduction must be followed by a forceful dem- onstration. A sound, logical argument and a rapid and brilliant review are neces Sary to win the day. Like the Little Red School House in the poem Hotel Livingston Grand Rapids is ‘‘half way up the hill.’’ No more convenient loca- tion. Just high enough to catch the freshest, purest air. Hotel Cody Grand Rapids, Mich. A. B. GARDNER, Mgr. Many improvements have been made n this popular hotel. Hot and cold water have been put in all the rooms. Twenty new rooms have been added, many with private bath. The lobby has been enlarged and beautified, and the dining room moved to the ground floor. The rates remain the same—$2.00, $2.50 and $3.00. American plan. All meals 50e. ee March 9, 1910 MICHIGAN TRADESMAN ai Annual Election and Banquet Grand Rapids Council. Grand Rapids, March 7—The eighth annual banquet of Grand Rapids Coun- NO. t31, United Travelers, was held last Saturday evening in the banquet hall of the Hotel Pantlind. About one hundred commercial travelers and their wives were present to partake of the very excellent menu which was provided and enjoy a very fine programme. Wilbur S. Burns was toastmaster of the occasion and made a few well- chosen remarks dedicated to mem- bers who had passed away since the last annual banquet, after which Rev. A. W. Wishart pronounced the vocation. Harry D. Hydorn, Treasurer of Grand was called upon cil, Commercial in- and Council, remarks, Secretary Rapids for a few and as Harry has never been much Fred H. DeGraff of a talker on these occasions he really surprised his friends by the quite lengthy speech which he made. Walter S. Lawton, retiring Senior Counselor, was presented with a very handsome U. C. T. charm, which was presented to him by the Council in token of the esteem in which he is held by them, Mr. Hydorn making the presentation speech. Mr. Lawton re- sponded with a few remarks, thanking the officers and members of the Coun- cil for the very hearty support and good will which they had given him during his term of office. The new Senior Counselor, Fred H. DeGraff, in a short talk mentioned some of the things which he expects to accomplish for the good of the order during his term of office. State Railroad Commissioner Glas- gow spoke on the subject, “The Com- mercial Vravelern as 1 Know Him.” He compared the traveling man of thirty years ago with the traveling man of to-day, and his comparison was certainly very flattering to the commercial] traveler of to-day. It might be said that Mr. Glasgow is familiar enough with this topic to give his comparison a great deal of weight as he has large retail store interests at Nashville, and as a buyer for the last thirty years he has been con- stantly in contact with.the commer- cial salesman. Lee M. Hutchins spoke at length on the subject, “Why ihe Galecine and the Credit Man Should Work Together,” and gave a very able dem- onstration as to the responsibility and acumen of the salesman in judging his trade, in turn the credit man relying on this judgment to a large extent in granting credits. Tuller’s seven piece orchestra furn- ished the music for the occasion and several very well rendered solos were sung by Charles Robert Wood. The Brunswick male quartette and the Mendelssohn lady quartette also sang a number of selec- tions, very pleasing and Mrs. and Mrs. who are about to During the evening Mr. Sam H. Simmons and Mr. Emmet Wiseman, leave Grand Rapids to make their home in the State of Washington, were presented with very handsome cut glass bowls as tokens of the es- teem in which they are held by their friends. The banquet was in charge of a very able committee, comprising F. E. Burleson, H. F. McIntyre, W. B. Holden and W. S. Canfield. At the largely attended annua! meeting and election of officers, which was held in Herald hall Saturday aft- ernoon, the following officers were elected to serve during the coming year: Senior Counselor Fred H. De- Graff. Junior Counselor—Homer R. Brad- Geld. Secretary and Treasurer— “Harry D Hydorn. Conductor—J. Harvey Mann. Page—F. E. Ewing. Sentinel—Thomas Riggs. Executive Committee—N, H. ham, William Wilson, H. and FE. C. Jones. Floral Committee—F. EF. Gra- C. McCall Burleson, H. W. Waaner and FE. Powers The following list of candidates were initiated to the secrets of the Commercial Travelers: E. P. Morse. W.N. Burgess. H. Widdicomb, Jr. J. V. Ripperger. W. E. Sawyer. F. Stillson, W. W. Schantz. J. A. Keane. fy}. Riley. EL. Z. Jones. EE Parker R. M.. Richards. C. 5. Lung. Grand Rapids Council has at present time 327 members. which make it the largest Council in Michi- gan. the There are a great many com- mercial men who travel out of Grand Rapids and the local Council is erad- ually taking in these travelers. The Grand Rapids commercial trav- elers are a jolly bunch of fellows and they are all pushers for Grand Rapids and of Grand Rapids prod- ucts. Fred R. May. -_—-e> oa. David Drummond Writes the Board of Trade. * Grand Rapids, March 7—The writer had the privilege of being present at the recent banquet extended to the travelers of Grand Rapids by tthe Wholesale Dealers’ Committee of the joyed myself every minute and have | on all As I occupy a rather peculiar position, being myself a extent on the heard nothing but good words sides. traveling man to ing goods, also being a member of the Grand Rapids Board of Trade, I take it that it would not be for me to offer at this time a sug- gestion which, I believe, if followed some amiss would result in mutual good to ail] It is this: That the ufacturers and jobbers set day or time in the future to keep what be Hous and invite all traveling men in Grand concerned. mat apart some near Open might called Rapids to visit their factory or place | wi of business and see for what they manufacture, produce and We small have for sale. have this practice in a way at our road sell-| themselves | « followed | Charlevoix to-morrow” (that is to- iday) George was at one time a clothing |merchant at Charlevoix and I sold jbim goods. I never lost a cent by j|him. He at last sold out and I gave [him part of my district and got him la position as traveler for my _ old house, Michael Kolb & Son, Roches- lt r, and after this firm’s retirement he traveled for Hickey & Freeman. ery highly respected wholesale Pe , ve . iclothing house of Rochester | . 4 | George had many friends and was | 1 1 e £ 1 i me “¢ ;}one of the best of fathers. His wife {died many years ago and left him jwith two children, daughters, who ver had the best of care at his hands My dear heard of friend, I dare say Mr. Miller’s death you have before place, Brown & Sehler Co.. for some |this. I thought, however, there would time and have secured some very;be no harm in my writing to you eood results. | of it When a traveling man comes into} I don’t know as you have heard our place, regardless of what he sells,|from any of the three firms whom be it prunes, pills or suspension|! wrote recommending a permanent bridges, we never lose the opportu-|advertisement in the Tradesman. Be- nity, if he can give us the time, of|lieve me, Mr. Stowe, it proved a showing him through our place of and and we k1 business explaining our him; 10W from past experi- elice of excellent results fr this kind of work. The writer times to some om has tried a number of visit in person some of out factories—for instance, furniture fac tories—and has been met at the door with the statement that visitors are not wanted or not allowed. I under- stand perfectly well how a factory able me pro with an undesir that if s whereby could overrun elass, but | vision believe was made men could be it would traveling MS way all remember favored in tl result in much good to concerned. The writer being in Detroit, in trict, and having phone, and the being in an office turing concern, the factory dis- Occasion to use a available of a large manufac- I went tothe door and only one rather timidly enquired if I might have the privilege of using their phone. A gentleman, whom I after- wards learned was the general mana- ger, looked me over and. Ue ©. 8. button "Yes. sit phone, our office, all of it or any part Of it. We glad to wel- come traveling men to our place of business.” On leaving his office he shook hands very cordially and urg- ed time, ii I wished to write a letter or wish- ead to transact any other business to noticing my invited me in and said: you can our tele- use are alwavs me tO retin at any saying come right in and make myself at home. This house is, I believe, on the right track and I think some- this line would materialls help our Grand thing along Rapids manufactur- ers. David Drummond. -—_——-e-2>______ Tribute To the Memory of Deceased Traveler. Marshall, March 7—I don’t know whether you were acquainted with George W. Miller, a clothing traveler and retail clothing merchant, of Trav- erce City. I have just received a telegram from his brother, E. E. Miller, a druggist at Traverse City, saying, “George W. Miller died Sat- urday morning at 9:30. Buried at line to] benefit to me. [ am taking good care of myself, Rapids in Novem but, thanks came fer when in Pea fast I hi: y Dr. Riek 1 1 l was not pneumonia, got over it, home out of the Li house agai athe not go out. I have ae last week, and as the a 1is again unsettled | must 1T am in my 8oth year and so very careful. You will be pleased to hear that I etter from the Knights of Pythias informing elected a life recently ‘ived a | Secretary of the Lodge, No. SI, that I had member of My jn use giasses rece ( JWOSSO, ‘ ‘4. ine been hy 1A. that lodge. fine. [ write. W m. eyesight remains never when [ Connor. Singular and Plural. was 4 years old, visit- ed his uncle on a farm, the New York came home his Fred, who says When he asked him what the most. I liked the geese. Tribune father had ae ed him “OR, fun chasing great big “Well,” tell goose and “Aw, I had such and we had goose for dinner one day.” said his father can the difference between a geese?” them, “ee “ how vou said F and that’s “One gooses is easy,” red. a goose two The Breslin Absolutely Fireproof Broadway, Corner of 29th Street Most convenient hotel to all Subways and Depots. Rooms $1.50 per day and with of baths $2 50 per day and upwards with private bath. Best Restaurant in New York City with Club Breakfast and the world famous upwards use Rooms “CAFE ELYSEE” NEW YORK ea tactaiadl MICHIGAN TRADESMAN Michigan Board of Pharmacy. President—W. E. Collins, Owosso. Secretary—John D. Muir, Grand Rapids. Treasurer—W. A. Dohany. Detroit. Other Members—Edw. J. Rodgers, Port Huron, and John J. Campbell, Pigeon. Michigan Retall Druggists’ Association. President—C. A. Bugbee, Traverse City. First Vice-President—Fred Brundage, Muskegon. Second Vice-President—C. H. Jongejan. Grand Rapids. Secretary—H. R. McDonald, Traverse City. Treasurer—Henry Riechel, Grand Rap- ds. Michigan State Pharmaceutical Assocla- tion. President—Edw. J. Rodgers, Port Hur- on. First Vice-President—J. E. Way, Jack- so Manistee. Third Vice-President—O. A. boner, Grand Rapids. Secretary—E. E. Calkins, Ann Arbor. Treasurer—Willis Leisenring. Pontiac. How To Get the Business from the Farmers. more than city called upon to exercise every point of advantage Country druggists even proprietors are that presents itself for the successful | conduct of their business. The city pharmacist has the disadvantage extreme competition and cut rates to contend with: but the country man} fight, has the mai! order houses the wagon vender to corral and the Interurban with. A side line to consider from the point of profit is accessories. In 1903 upon a plan that has proved to be one of a thousand. On January 1 we cut out a large white cardboard, about 6 inches wide and 18 inches long. At the top we wrote: “Stock Food Buyers, Sea- son 1903.” to to contend we hit As soon as this card was in place! we began looking for customers. Every farmer who came in was asked: “Are you going to use any stock food this season? We realize it is early yet to talk stock foods, but we have adopted a plan whereby may now you get your food ary time between and late spring. The plan _ is this: We buy direct from the factory and get goods fresh. To keen them in that condition we do not ask you to buy now; but give us your or- our der and we will place your name on this card. As soon as the goods come it we will check off the amount you want. This method insures your get- ting the goods fresh and just when’ By this method we | know how much food to have com-| you want them. ing all the time and we do not over- stock. We can afford to sell cheaper than our competitors. The fact that we buy direct guarantees you a bet- ter price than you would get in buy- ing of the wagon vender, for he can not sell at as small a margin as we do. We fully guarantee the food. If | again, n. Second Vice-President—W. R. Hall. | Fanck- | of | stock food and its | ————$ ~ — ies = you are not satisfied with your bar- gain bring your empty bucket back and we shall return your money.” After the farmer is interested we talk other preparations—stock and chicken remedies, lice preparations, etc, etc. This leads us around to other points of consideration. Incidentally we show the customer our line of colic reme- that he becomes familiar with stock of accessories. In adopting this method do not offer to sell—just show the and then put them back. | You will be surprised to see how it works out in practice. our goods | Last year we did the same as in | previous years and with better re- sults. Let me tell you that the woods full of stock food agents! The druggist must be up and coming who hopes to get ahead of them. 1 i i { | ,are | s i. . | About the first of March we begin jour window displays. We use them jto the best advantage, confining a 4 Lateton |trim to a single preparation. jcome sytinges, etc., disinfectants, ithen back again to stock food. to the best local items and display advertisements each through t! Our ad- enerally 6 to 8 inch- which make neat ad- Of course we are care- We use our loeal paper advantage nossible running mw e€ season. vertisements are ge , two columns, vertisements. f t to crowd space, using care to exploit each preparation individ- jually. No good comes from a con- glomerate mass of printed < @__ Stick To the One Price Plan. A one-price policy in business is of more importance in gaining public confidence than any other factor. It is absolutely impossible for a alls down make it good. in the end. Every friends and prestige. only, and that for y Or preparation if it has merit. f man has store tc grow to any size with a variety of prices for different customers. Sup- pose you buy a hat, and your friend, the hatter, sells you his regular $3 hat for $250. You buy some other article and he gives you a similar dis- ccunt. You are pleased with these |cencessions and shortly afterward you | go in to buy a shirt. The proprie- jtor is out and the clerk has no au- |thority to make a special price. You | will wait a few days, and when you /come in again the proprietor is out You buy the shirt from the |dies, distemper cures, Syringes, etc., so | clerk and pay the regular price with a feeling that you are paying more than it is worth because you feel sure you could have: bought it for Hess if the proprietor had been in. |After a few more similar experiences lyou change your trading place. You |have lost confidence in this man. Y ou ‘have been taught to believe that his ‘regular charges are too high. You imust get a special price or you are inot satisfied with what you buy. The | isame thing applies to your own busi itiess. One man can do just so much work in a day. He can wait on just sO many customers. If you are go- ing to try to meet all your custom- ers yourself and have a special price for each one, you will place a limit on your business of just the number of customers handle indi- vidually. you can If, on the other hand, you become known as a store with only one price, jand price is in plain figures on each article, your customers can buy as satisfactorily from an intelligent clerk as from When busy Christmas tush is on all are not wait- yourself. the ing for you to wait on them, because they know that the price is same froii you as ffom one of your clerks. Figure your that your price profits fairly so will compare plain figures and stick to the price It is the only way to win. —+_+ + ___ New Experiments in Telepathy. H. Spencer Lewis, a practical psy- chologist of Great Britain, is exper He holds that thoughts are things, that they have a menting in telepathy. physiological or material existence as well as a psychological structure. He also finds it demonstrated that thinking is a process of varying vibra- tions, actual, physical vibrations, and that a thought is the direct result of a number of How it has been proved that these thought vibrations ematiate be- yond our conscious being Mr. Lewis does not pretend to But as hypothesis he assumes that thoughts produce physical vibrations which emanate in al! directions, as do the vibrations or waves from Mar- ceni’s wireless telegraph. If this granted it must be granted also that in order for another mind to receive such vibrations that mind must be constructed physically upon that same principle as a Marconi receiving station. If thought vibrations ccnstantly emanating promiscuously it is apparent that only certain o: minds can be so physically such vibrations. far know. an is Waves are brains attuned physical This explains why those who from a psychological point of view are constantly attuned to an- other can not at all times and under all circumstances receive mental mes- Sages, pictures or words directed to them by the agent. Atmospheric con- ditions, bodily ills, vitality and its lack, and numerous other physical conditions would tend to prevent an agent from properly emanating or di- recting thought waves and to pro- hibit their reception at any point. as to receive those purely vibrations. just the | March 9, 1910 A Few Simple Ones. “Sir,” said the man sharing the seat with the drummer, “I observed you taking medicine from a bottle about an hour ago. I hope you are not ill.” “Oh, no,” was the reply. just taking a kidney cure.” “he owas “And a few minutes later I obsery- ec you dosing from a second bottle.” “OV as, “And then you took a powder.” “That was for my rheumatism’ That was for my liver,” “And then something from a third bottle.” “That was for my bronchial tubes” “And now you are in the act of tak- ing some tabloids.” “Those are for flying pains.” “If you are ill, sir—if you are very ill, I will see if there is not a doctor on the train.” “Ill? A doctor? Why, man, alive. I'm one of the healthiest men on the road.” “But your remedies?” “Oh, I carry a few simple ones with me so if anything dangerous should really be the matter. I now take something for my gall, and then if you atl Wii! want to seé handsprings in the aisle I shall be favorably | . | with others and mark your goods in| other |ready to prove to you that I’m good fer a hundred years yet!” ——--_-o2?--o_____ To Clean Glasses. “To clean a dirty glass,” Says the |Spatula, “first throw anything such jas straws, ice, etc., into the slop buck- et, not into the sink. Then in a re- ceptacle of warm water cleanse thor- oughly, using a brush, with the hand and a little sapolio, and when | | | j | or thoroughly clean rinse in clean rut- ning water. The tumbler washer js the best method. “Some have their warm water soapy, but this is not necessary. After glasses are thoroughly washed and rinsed they may then be polished with a perfectly clean towel if des'r ed. This all right for special, fancy glassware, but neither are nec- essary or practical for glasses used for ordinary soda. “Warm water, althouzh a great convenience, is not really necessary to clean glasses, as they may be thor- oughly cleansed in cold water, and should, of course, be rinsed in run- ning water, “Such in brief is the best method of cleansing glasses at the fountain. The secret of clean glasses is to thor- oughly wash and properly them.” 1s rinse ——_~+~-~.__ Powdered Castor Oil. Otto B. May says that a mixture of equal parts of castor oil and mag nesia produces a “castor oil in pow- der form” which is odorless, tasteless, stable, and has a therapeutic efficien- cy equal to the same dose of pure castor oil. He finds that only 4 to 8 per cent. of the oil combines chem- ically with the magnesia, the rest be- ing recovered unchanged on extrac- tion with ether. It is also miscible with water without separation of oil. —_>~-~.____ You can never keep beauty on your face and hide the beast in your heart. q March 9, 191¢ MICHIGAN TRADESMAN 43 dum Copaiba 1 75@1 85| Scill Aceticum ....... -— 32.) pe sen rkh @ 50 mouth “Gal see ae Cubehes .....7.. 3 20@3 40|Scillae Co. ...... @ 50 facie ee, 12|Erigeron ........ 2 35@2 50| Tolutan ......... @ 50 eo 18@ 20 | Evechthitos .....1 00@1 10| Prunus virg @ 50 Hydrochtor .//°: 3g 5|Gaultheria ..... 4 80@5 00] Zingiber ........ @ 50 aoe Sees ce 12 Geranium ..... oz 75 Tinctures “sae capac a Gossippii Sem gal 70@ 75|Aloes ............ 60 cea. 4am | Hedeoma ........ 2 50@2 75| Aloes & Myrrh.. 60 Sulphuricum Re 14@ Bidunipera ........ 40@1 20] Anconitum Nap’sF 50 Srmicum ....... @ 85|Lavendula ....... 90@3 60) Anconitum Nap’sR 60 Wartericum -..-. oe “lune ........., 1 15@1 25] Arnica .......... 50 5 seo i Mentha Piper ...2 256@2 50| Asafoetida ...... 50 aa os den. 6 g| Mentha Verid ...2 75@8 0U| Atrope Belladonna 60 | Carbonas ....... 13 15|Morrhuae, gal. ..2 00@2 15| Auranti Cortex.. 50 Chioridum ........ 12@ 14) Myrlicia ......... 8 J0@3 50| Barosma ........ 50 niline Olive .02 0 ... 1 00@3 00} Benzoin ......... 60 a tec eceeeece ne? - Picis Liquida .... 16@ 12] Benzoin Co. ..... 50 ee Picis Liquida gal. @ 40|Cantharides ..... 15 ROM oo eee 45 50 Yellow .3. 0:35... 2 s0O8 Giihicina ..0.....0.. 94@1 00) Capsicum ....... 50 Baccae MOsAG Of 2... .. 6 50@7 00| Cardamon ...... 75 Cubebae 6 ....... 45@ 60|Rosmarini ....... @1 00|Cardamon Co. ... 15 Juniperus ....... 10 M2 Sabing 2220.2. 90@1 00}c Acutifol .. 50 Xanthoxylum -/1 25@1 50) sontal os 50|Cassta Acutifol Go 50 Balsamum Sassafras ....... 85@ 90 Se oc Lena 2 ae oa 1 0o2 a Sinapis, ess. 0z.. | @ 65/Cinchona ...... 50 oo eee a Succini .......... 40@ 431 Cinchona Co, 60 Tome Canada a. ye Mayme 22.5.5... 40@ S0i Columbia ........ 50 ron eeneerres @ Thyme, opt. @1 60|Cubebae ......... 50 eae aa oo ee 15@_ 20 —* eects a Abies, Canadian SME te. . we MOG sect cla. Cassiae ........ 20 tass! Ferri Chloridum 35 Cinchona Flava.. 18 | Bi-Carb — Gentian ........, 50 Buonymus atro.. 60! Bichromate Gentian Co. ..... 60 Myrica Cerifera.. 20! Bromide ..... Guisca ...:.....; 50 Prunus Vérgini.. MiGarh oo. Guiaca ammon .. 60 Quillaia, gr’ 4 IS) Chiorate . po. Hyoscyamus 50 oo po a. = Cyanide ......:.. a al snagkaenss 7 mus) ......... iodide odine, colorless Potassa, Bitart pr 30@ 32|Kino ............ 50 Extractum Potass Nitras opt 7@ 10 bobelia ....:..... 50 Glycyrrhiza, Gla.. 24 30 Meer oF. 50 Potass Nitras .... 6@ 8|Myrrn_ ........... Glycyrrhiza, po.. 28@ 30 Wiux Vomica 50 Thiemeatos 1 13] Prussiate ........ 23@ 26 ix oe 2 ae eel tehete ve... OO ME cs | | oie Haematox, %s .. 14@ 15 RadIx i G@eadertach 2 00! Haematox, \s 16@ 17|Aconitum ....... 20@ 25 ae re 50 Ferru one coerce a 2 Shatany |. 0.1.55. 50 mehusa 2.20.2). ; Carbonate Precip. 15| Arum a @ 5 Ea eases n Citrate and Quina 2 00/Calamus ........- 20@ 40 Seraedia ee 50 Citrate soluble... ( Gontiana po %.. 4@ Mice, 80 | Ferrocyanidum S 40/ Glychrrhiza pv 15 16@ 18 Tolutan aa 60 | Solut. Chloride .. Mitieticbeore, Atha 18@ I6iu, 777° 7° 50 Boats Si by . Lb base oT @? by Veratrum Veride 50) Sa , rastis, Can. po ( | bbl. per cwt. .. Glintla, po... s6 es|| lUM Sulphate, pure .. Tl Ipecac, po ...... 2 00@2 10] acther, Spts Nit 3f 30@ 35 Flora Iris plox ........ 35@ 49] wether, Spts Nit 4f 34@ 38) Arnica) ...-.-2..4 20@ 25 2”. pea “ne o Alumen, grd po 7 4 € O68 3.25 Pride a 300 35 Podophyllum po 15@ 18 i ine. a 09 I co Whe oe ee 75@1 00 Antimoni a on T 50} Folla 90@1 00 noe cut ....... 1 eel an Antifebrin | ....... 20) Barosma ........ et, DY. .-. 2... Antiovrin (00). 5 | Cassia Acutifol, Sommemart po 18. @ Weigle ee | 6O SCE - F S | Tinnevelly .... 15@ 20) Scillae, po 45 .... 20@ 25 i 12) Cassia, Acutifol . 25@ 30|Senega .......... ioe Sete ann iis ce Salvia a 18@ 20 pk cages ee 50g po: Bismuth S N_ ..1 90@2 00 %48 an cee es a ae Calcium Chlor, ls @ 9 Uva: Ure -...... 8@ 1d Smilax, offi’s H.. @ 48 Calcium Chlor, Ibs @ 10 Gummi Spigella Se sie en 66 « 45@1 50 Calcium Chlor, Ys @ +9 Acacia, 1st pka. @ 65 Symplocarpus @ 251! Gantharides, Rus. g 90 ppg end pkd. @ 45 Valeriana Eng... @ ss Capsici Fruc’s af 20 ae aha @ 35 Valeriana, Ger. 15 0 Capsici Fruc’s po @ 2 Acacia, sifted sts. | @ 18 se yl 12@ 18| Capi Fruc’s B po @ 15 Acacia, po ....... 45@ 65| Zingiber ee a =e commie Mee ae Rarb ...... 25 emen rphyllus (...... 22 anes Barb “~ 25|Anisum po 20 .. @ 16] Cassia ructus 35 Aloe, Cane =..... @ Aloe, Socotri .. @ 45|Apium (gravel’s) 18@ 15] Cataceum ....... 35 Ammoniac ...... Sha G0i mind, 18 |........ 4@ | Centraria ........ @ 10 Asafoetida ...... 85@ 90 a Sativa ne a eer = dete e 2 gs Benzoinum ...... 50@ 55|Cardamon ....... era OVA oo. z ee : €Carul po 16 6... . 12@ 15) Crocus .........; 45@ 50 a 7. S le nares 23@ 30|Chloroform ....... 34@ 54 Catechu, %s @ Catechu, {4s @ 16|Coriandrum ..... 12@ 14|Chloral Hyd Crss 1 15@1 40 Camphorae’ od 60@ 6b|Cydonium ....... 75@1 00|Chloro’m Squibbs @ 90 Euphorbfum @ 40|Dipterix Odorate 2 50@2 75 | Chondrus wee 20@ 25 Galbanum ....... 1 00) toentculum ..... 80|Cinchonid’e Germ 38@ 48 Gamboge po..1 25@1 36] Foenugreek, po.. 1@ : es P- “ ee ae 5 $5) ini 22.0. i. Ocaine: ........ oo te OS el tict, ork POL 8) 4d El Cores iind, teas Sox Masato | ec: 951 Wobelia (056)... 5@ 80|Creosotum ...... @ 45 Myrrh .....po 50 g 45| Pharlaris Cana’n 9@ 10] Creta bbl. 75 @ 2 Opie 6. 6 00@6 10} Rapa ............ 5@ 6|Creta, prep. ..... @ 5 mhelae. 606) oe). 45@ 65|Sinapis Alba .... 8@ 10|Creta, precip. . 9@ 11 Shellac, bleached 60@ 65/Sinapis Nigra 9@ 10 — Rubra .... @ Ps Tragacanth ...-. 0@1 00 Spiritus udbear .......+. sieve Frumenti W. D. 2 00@2 50) Cuprl Sulph ..... a 2 ; “oe Frumenti ........ 1 25@1 50| Dextrine ........ @ Absinthium 7 00@7 50 Juniperis Co. ..1 75@3 50| Emery, all Nos... @ 8 ee oe 2) | Juniperis CoO) Case mere og ae P ee Saccharum ae eronoe 08 BE 28) Spt Vint Galli ..1 75@6 50|Hther Suiph 35@ 40 Sentra Pip: 8 pe oi Vid Ale ..3...; 1 252 9) | Flake White 12@ 15 oe . a Vini Oporto ....1 25@2 00 | oar Pe sete eeeeee oo ' Tanacetum..V.. FF esis, dene ee Gelatin, Cooper: §@ 60 oe wrogt carriage” ax as [Gelatin, French $5@ 60 Magnesia Florida sheeps’ wool Calcined, P = 55 60 Less than box 70% Cargnite: a 18@ 20 a oe ia 5°| Glue, brown ..... U@ 13 Carbonate, H-M. 18@ 20] carriages ....... aia... 3 30 Carhonate 2.55... 18@ 20 Hard. elate use.. ; @1 00) Grana Pavesi @ 2% assau sheeps’ woo Absinthium <-...6 50@7 @0| carriage ...... 50@8 75|fydrarg Arimoii gi $s Jule, 5| Velvet extra sheeps’ Hyd Ch Amygdalae Dule. 75@ 8 ydrarg . Mt 90 Amygdalae, Ama 8 00@8 25| wool carriage @2 00) Hydrarg Ch Cor 90 AME ogc eee 1 90@2 90 ‘=. — for a1 4o| Hydrare Ox Ru’m 99) % A ti Cortex eae cic a y rarg Ungue’m 5 60 Bercamali sialge oho ae b0g8 60 Syrups rargyrum Gasiputl .....:. Soi Acacia .......... @ 650 Ichthyobolla, Am. mo : o Caryophilli t had ga — as @ Sol indigo .......... Cedar ao 50 — os al $ pa aa 2 Resubi ..4 4 gt 10 10 Ghénop. i ......8 75@4 00| Ipecac .......... form 36... Cinnamoni ..... 1 75@1 Rhel- ‘Aron eg 50 ae Arsen e Conium Maé .. 96 Smilax Offi’s 60 60 Marae iad 23 eevesed ye Senega eerrerereg o 5 E4q Potass Arsinit 10 12 Enpulin ........, @ 40| Rubia Tinctorum 12@ 14/Vanilla ......... 9 00@10 00 Lycopodium 70@ 175|Saccharum La’s 18@ 20|4Zinci Sulph .... 7@ 10 WEARS cl, Gs@@ (0) Saladin ........, 4 50@4 75 Olls Magnesia, Sulph. 3@ 5|Sanguis Drac’s 40@ 50], bbl. gal. Magnesia, Sulph. bbl @ 1%|Sapo, G ......... @ 15 Pak aa snes. <2 - Mannia S. F, 16@ &iSano. M ........ 10@ 12) Linseed, pure raw 80@ 85 Menthol ...;.... S 15@8 85 Sano, W ........ 13%@ 16] Linseed, boiled 81@ 86 Morphia, SP&W 3 55@3 80| Seidlitz Mixture 20@ 22|Neat’s-foot, w str 65@ 70 Morphia, SNYQ 3 55 . 80; Sivania ...:...... @ 18|Turpentine, bbl. ..66% Morphia, Mal. ...3 55@3 80| Sinapis, ent |... @ 380} Turpentine, less..... 67 Moschus Canten @ 40| Snuff, Maccaboy, Whale, winter 70@ 16 Myristica, No. 1 25@ 40 De Voes ...... @ 61 Paints bbl. L. Nux Vomica po 15 @ 10/Snouff, S’h DeVo’s @ 61;|Green, Paris ...... 21° 26 Os Sepia ...... 40| Soda, Boras .... $4e 10|Green, Peninsular 13¢ 16 Pepsin Saac, H & Soda, Boras, po ..5% 1¢/ Lead, red ...... 7%@ 8 PD Co. ....., @1 00| Soda et Pot’s Tart 25@ 28| Lead, white 7% 8 Picis Liq NN “% Soda. Carb ....... 1%@ 2|Ochre, yes Ber 1% 2 gal. doz. ...... @2 00| Soda, Bi-Carb .. 3@ 6|Ochre, yel Mars 1% 2 @4 Picis Liq qts .... @1 00| Soda, Ash ....... 3%@ 4] Putty, commer’l 24% 21 Picis Liq pints .. 60} Soda, Sulphas @ 2)Putty, strict pr 2% 2%@3 Pil Hydrarg po 80 Spts. Cologne ... @2 60|Red Venetian ..1% 2 @3 Piper Alba po 35 g 30|Spts. Ether Co. 50@ 65/Shaker Prep’d 1 25@1 35 Piper Nigra po 22 13|Spts. Myrcia .... @2 60| Vermillion, Eng. 75@ 80 Pix Burgum . @ 8/Spts. Vini Rect bbl @ Vermillion Prime Plumbi_ Acet .... 12@ 15|Spts. Vi’'i Rect % b @ American ...... 3@ 15 Pulvis Ip’cet Opi 1 2 0@1 50/Spts. Vii R’'t 10 g1 @ Whiting Gilders’ @ 9% ae Spts. Vii R’t 5 gl Whit'g Paris Am’r @1 25 & Co. don. 75 | Strychnia, Crys’l 1 10@1 30} Whit’g Paris Eng. Pyrenthrum, pv. 25; Sulphur Subl ....2%@ One 4... 24... @1 40 Quaasiae ........ 10| Sulphur, Roll -24@ 3% Whiting, white S’n @ Guing, N.Y. .... a¢| tamarinds ...... 8@ Varnishes Quina, S. Ger. 27' Terebenth Venice 28@ 30 Extra Torp ..... 60@1 70 Quina. SP & W_ 19 217 Thebrromae ...... 45@ 50!No.1 Turp Coach1 10@1 20 1910 Our Sundry Salesmen will call upon you in the immediate future with a complete line of samples of Staple and Fancy Druggists’ Sundries Stationery School Supplies Blank Books Sporting Goods Hammocks Please reserve your orders for them Hazeltine & Perkins Drug Co. Grand Rapids, Mich. You can seal 2,000 letters an hour. it will last several days and is always ready. LaBelle Moistener and Letter Sealer For Sealing Letters, Affixing Stamps and General Use Simplest, cleanest and most convenient device of its kind on the market. Filled with water Price, 75c Postpaid to Your Address TRADESMAN COMPANY PERO A A MELEE GCE ENE NNSA OPA GRAND RAPIDS, MICH. 44 MICHIGA ~ N TRADESMAN March 9, 1910 ire, GROCERY PRICE CURRENT These quotations are carefully corrected weekly, . and are intended to be correct at time of going to press. Prices, however, are liable to change at any time, and country merchants will have their orders filled at market prices at date of purchase. within six hours of mailing, ADVANCED ! DECLINED Index to Markets 1 2 By Columas ARCTIC AMMONIA |. __, Oysters a z. | Cove, SS eekcao 12 oz. ovals 2 doz. box..75|Cove, 2m. ....... 1 60@1 § A Col AXLE GREASE Cove, 1Ib., oval .. @1 20 Frazer's Piums ere neste ones : 1!b. wood boxes, 4 doz. 3 00/Plums ........... 1 00@2 50 eee ee een ne it. tin boxes, 3 doz. 2 35 Baas B 34Ib. art ees doz. : = Marrowfat ...... B0@1 25 sieaeess 1) 10%. pails, per doz.... Early Juné ..... 95@1 25 ee 1| 15%. pails, per doz....7 20| Karly June Sifted 1 15@1 80 et ee Rerete enn 1| 25%. pails, per doz...12 00 heackas Brooms ...ccccccl) J] BAKED BEANS — [pig __Peache mas & SOPHIROS 6g oo ca ee ew ees 111i. can, per dox....... 90) No. 10 size can pie @3 00 Matter Cilsor ......-..- 112%. can, per dox...... 1 40 By =e ineapple 71D. Can, per adoz....... 1 80 ee Grated ........ 1 85@2 50 Cc BATH BRICK Biess 6.002 95@2 40 TN a ee a) American ....¢......:. 75 = Canned Goods ......... 3) Sonetieh ...... 2.8... 85 Fal Pumpkin Darvon Olle .........-.- 2 BLUING ons Stet cece eee ee = ceneeass 2 Arctic Ao oe 8 2/6 oz. ovals 3 doz. box $ 40 ee tri rterenss .? CROPBE oo bier cee eccess 2 16 oz. round 2 doz. box 75 | FAHOM ... ec. ae, } Chewing Gum ........ 3 Sawyer’s Pepper Box Raspberries POE gee ee eee ee 3 Per Gross|Standard ........ @ ee 81 No. 3, 3 doz. wood bxs 4 o) : Salmon Clothes Lines ....... No. 5, 3 doz. wood bxs 7 00|Col’a River, talls 1 95@2 00 pee e eter se eee cre 2 yyer Crystal Ba Col’'a River, flats 2 25@2 7: Cocoa t 3 ig de — . 00; Red Alaska 1 35@1 50 OCcOanuUt ...--...+-+--+- IUe ....+-..:...... 4&2 800)eG Alaska «| 5@ d —— BRENE. ...-.-.-... 3 BROOMS Pink Alaska .... 90@1 00 SP Gs 5 ee ee cee 3 No. 1 Carpet 4 sew ..4 00 Sardines Corertiions ............ llino. 2 Carpet, 4 sew ..3 80 Domestic, \%s . ..3%@ 4 Peackera .......... Ls. No. 3 Carpet, 3 sew ..3 65| Domestic, %s |) 7” @ 5 ream Tartar .......... 41No. 4 Carpet, 3 sew ..3 50 Domestic, % Mus. 6%@ 9 . a Gem aes : ra rae Ms ..11 @is ommon Whisk ......- ) alifornia, S .:i7 @24 dried Fruits ......- 4! Fancy Whisk .......... 1 50] French, Ge ooeee 3 @l4 Warehouse ........... 4 25| French, %s ...... 18 @23 F BRUSHES Shrimps Farinaceous Goods .... 6 Scrub Standard ..... 90@1 40 Feed cpcebeaeee ess woe 8 6 Solid Back, & in. : 75 Succotash : Fish and Oysters ....... 10} solia sen :.!h UL. 85 Fishing Tackle .....-- . Pointed Binds ........ RaiGeod 1 00 daa Extracts ... 4 oe Stove a Fancy — be 1 25@1 4¢ le Sak cea es ok ese mG Bo. traw erries Fresh Meats ........... NO 2 ee 1 20) Standard .....2. |. No. 1 eee recat 1 75) Fancy meester as: oe omatoes Gelatine ............... mo 6 2... 1 O01 Gena 2... io 5@1 10 sin HONS .....-...... cay err 8@ 90 Se ee eek 51 No. : oo ey : = Fancy oe et @1 40 “oe 8 oe C1 Gasone ...,.....,.. 9 50 H BUTTER COLOR CARBON nag woes 8 6 W., R. & Co.’s 25e size 2 00 eel Hides and Pelts ........ Wiw. R & Co’s 50c size 4 00], ; CANDLES Perfection piece se @1)% é Parnfine, 68 |........-.. 10 So oe. 6i3K Jelly ,evGee bee bese babe ee 6 FSi nig ee ce. . Tian Machine ae @z4 mee oo. Deodor'd Nap’a @121 CANNED GOODS Cylinder ....... 29 @34%. BSUONIND coc oe acc ee sans 6 Apples 5 eneine ........ 16 @22 3%. Standards .. @1 00 Black, winter 81,@10 enon ......... 2 75@3 00 ' - 64@ Sretenes 2... .......5... 6 Blackberries CEREALS Meat Extracts ......... as 1 25@1 75 Breakfast Foods more ment 4... sk .. : Standards gallons @4 50 ipisiesee Fao fas 4 SOROS oo ease ete se Beans : , ss Mustard ................ iii 85@1 30| Egg-O-See, 36 pkgs. ..2 85 Red Kidney ...__. 5@ 95|Excello Flakes, 36 th. 4 50 N 11 | String coe 70@1 15 ee ee a pkgs..... : si HOU << ns vccnnennnvnve-e MiQtay 75@1 25 orce, 36 pie eecu eee Wee — : Grape Nuts, 2 doz. ...27 o oe ee ee ol 1M. 112 40 iis. 6 a 6 25| Malta Vita, 36 1m. ....2 85 Brook Trout Map!-Flake, 36 ith. ..4 05 P ‘ 2th. cans, spiced ...... 90 oe phocmagt dz. 4 25 aes 4 oe. oO talston Health Food Pickles pep eeee eet ae ee 6} Little Neck. ath 1 00@4 254 36 FD. 4 50 Panving Canis ........ 6} Little Neck. 21h. @1 50 Sunlight Flakes, 36 1% 2 85 POMGGh .- sss less 6 Clam Bouillon Sunlight Flakes, 20 1th 4 v0 EreviOne . 2 ee is. 6 | Burnham’s % pt. ....2 00} Kelloge’s Toasted Corn n Burnham’s pts. ...... 4 . oe ad pkgs in cs. : 80 2 Oe ...... ‘OT. 29 PKR = ..,...2 75 eee Se eee 7 Surana A asad Voigt Cream Flakes ..2 80 Salad Dressing ......... 7|Red Standards Wi 401Zest 26 2). 10 es pect oe acl es ; Whits @1 40| Zest. a oe 2495 el Cor olle ats Le ane 7| Fair ae a 75@ 8° |Rolled Avena, bbls. ..5 10 man eh |. : Cast 2. 2 1 00@1 1° te at, = tb. sks. ‘= Re eee Pancy ........... 1 45 onarch, Sb weeees oe Bhne Binckinge .......... 7 French Peas Monarch, 90 th. sacks 2 35 PR eee. 8|}Sur Extra Fine ....... 22| Quaker, 18 Regular ..1 45 noe Siixtra Fine 19} Quaker, 20 Family ...4 00 meee 8 Pane ge 15 Cracked Wheat oo poe acct cbksee ; Moyen .... : ones Rk oe 21 PO Sie eles ek oka be nese Gooseberries 24 2th. acka oo SE oe eka cee Si Standart 1 75 ie cue -o Pere ae: 8 Hominy Columbia, 25 pts. ..... 415 Standard ............. 85] Snider's pints ...... "| 2 35 7 Lobster Snider's % pints _...__ 1 35 WR ee... eo 8 Mee Geo 2 25 CHEESE MOOD os ccc cain ones J ‘Risen... @17% PE oc cnc ee 9) Picnic Tolls ......._.. eigen @ Vv ‘ — lee k... @12 a i. Riverside oe... ay Ww Soween, 1461p. ......... 1 8] Warner's ee | @17% ee . .......,...., 9|Soused. 2th. ...... eA nc csn5s 5. @18% Woodenware ........... 9] Tomato, Ith. ..... EP aees 2 15 Wrapping Paper ...... 19| Tomato 2th. ..... 2 8°) Limburger 3..1.. @17 Y Mushrooms 20 ae 49 «@60 ERORMES i ccccccucene $ P Bago ....... @22 Vonrt Tae ........5...- 10} BUttOMO occ ccorese 25| Swiss. domeatic o18 & CHEWING GUM American Flag Spruce 55 Beeman’s Pepsin ...... 55 Adams’ Pepsin ........ 85 Reet PENN iiss es 45 Best Pepsin, 6 boxes ..2 00 Biack Jack ...:::3:.... 5 ql o Largest Gum Made ... 55 Sen Sen sea eee ewe ee wees Ben Sen Breath Perf 1 00 IN noni cee nto 55 Boerne 23... 65 CHICORY Rok es. 5 sisal Ce ac eicseeece ees « ; WA ce See PPAGCKS |... 0.6.5.3... 7 BOMOnOrA .........5.5-; 5 CHOCOLATE Walter Baker & Co.’s German Sweet 22 eee eeeoe Ree ici ciiai, Ot Caracas ..... ieee Bl Walter M Lowney Co Premitm, US ..,.:.;. 80 Premium, %s ....:... 80 CIDER, SWEET *“Morgan’s”’ Regular barrel 50 gals 7 50 Trade barrel, 28 gals 4 50 % Trade barrel, 14 gals 2 75 Boled: per gal... 55... 50 Hard; per gal ....-.... 20 COCOA RAMON SR foo .e lk. 37 Cleveland ... 41 Colonial We ......3.. 35 Colonial, %s 33 DDS .....; ; 42 Huyier ...... 45 Lowney. \se ....., 36 howney. “HB ....,..5.. 86 Lowney, %8 36 owner 16. i...) 40 Van Houten, %e ..... 12 Van Houten, \s 20 Van Houten, %s ...... 49 Van Houten, is oe Le 33 Warper, | 366 62.6... 33 vaour, 46 32 CUCOArL Dunham's %s & \s 2644 Dunham’s \%s 27 Dunham’s \&s .... . 28 Pak 66s .12 COFFEE Rio Common ..... 10@ 3% MBA oc 0 el 14% cnere |... 16% HANCY 2... ; 20 Santos Common ' 12@13% Meee 14% Choice 16% Haney ...,.. .19 Peaberry Maracaibo Beer -16 Choice ao .19 Mexican choice. ..... : 16% Paney ....... || Guatemaia Pugos 8. 16 Java african <........ .12 Fancy African .. cae Om 2.2... | 20 oe : 31 Mocha Atabian ..... 2 Jae Package New York Basis ArTDUCKIC J)... 5... 15 25 Dilworth ..........:. 13 75 Jersey ..... -15 60 Pom 35. .......... 14 75 McLaugniin’s XXXX McLaughiin’s XXXX sold to retailers only. Mail all orders direct to W. F. Mclaughlin & Co.. Chica- Zo. Exiract Hollané, % gro boxes 95 Helix, 44 fross ........ 115 Hummel’s foil, % gro. 85 Hummel’s tin. % gro. 1 43 RACKERS. National Biscuit Company Brand Butter NC. Manas |: . 6% Seymour, Round -..... 6l4 Soda Noe Co. 64% Pelee 8y% Saratoga Flakes .....: 13 Zephyrette oc es Oyster a. BC. Round...) . 6 OM eee 6% Faust. oo 8 Sweet Goods. Animas = oe. ..-10 PuamtCs (oo 12 Atlantic, Assorted ... 12 Arrowroot Riscuit ....16 Avena Fruit Cake ... 12 Brittle W Bumole Bee... |... 10 Ones oe 9 Cartwheels Assorted 10 Chocolate Drops ...... 16 Circle Honev Cookies 12 Currant Fruit Biscuits Cracknels ees Coffer Cake. jo. 55% Coffee Cake, iced ..... ia Cocoanut Taffy Bar .,12 Pocnannt Bar. 9) 16 Cocoanut Drops ......33 Cocoanut Honey Cake 12 ‘Ginger Snaps * Cocoanut Hon Fingers Cocoanut Hon Jumbies Cocoanut Macaroons Currant Cookies Iced Dinner Biscuit Pixie Suijyzur Fainily Cookie Fig Cake Assorted Fig Newtons Florahel Cake Fluted Cocoanut Bar Frosted Creams Frosted Fingers Frosted Ginger Cookie Frosted Honev Cake Fruit Horev Cake Pratt Tarts 6.65066... Ginger Gems ae Ginger Gems, I[eed.... Graham Crackers Ginger Nuts : Ginger Snaps Family Ginger Snaps N. B. C. N.S. Cc. Bauare .......55..... Hippodrome Par Honey Block Cake Honey Cake, N. Honey Fingers Honey Jumbles, Honey Flake Honey lLassies Household Cookies Household Cookies Iced Iced Honey Crumpets Imperial eereey Linch ...6iscc. Jubilee Mixed Kream Klips BOGGS fics iiiccicca a. Lemon ( : Lemon Biscuit Sauare Lemon Fruit Square .. Lemon Wafer Pemona occ... Mary Anh. 7.0. Marshmallow Walnuts Molasses Cakes ....... Molasses Cakes. Teed Molasses Fruit Cookies aeasesaseccnees seeeee eesee As. Ice Iced cee eee ee ernases stew rene Nabob Jumbles Oatmeal Crackers Orange Gems Penny Assorted ...... Peanut Gems meee. Pretzels, Hand Md..... Pretzelettes. Hand Md. Pretzelettes. M: Md. Raisin Cookica ........ Revere, Assorted ..... ROSAMG oo iia ues. Bue oi Scalloped Gems Scotch Cookies Snow Creama |... Spiced Currant Cake .. Sugar Fingers Pees Sultana Fruit Biscuit Spiced Ginger Cake .. Spiced Ginger Cake Icd Sugar Cakes ....;.... Sugar Squares, large o Biman... Sunnyside Jumbles ... PUDETODS .... | ert aue Sponge Lady Fingers Sugar Crimp ,.. 70... Vanilla Wafers ...... Victors 66. os. Waverly ....... 0... In-er Seai Goods per Ajbert Bigcuit ... |__|. Animals ..... Arrowroot Biscuit Baronet Biscuit Bremner’s Butter 12 12 18 11 25 12 12% 19 8 16 12 12 12% 10 Ha 9 10 16 8 12% 17 9 9 16 8 9 9 9 8 10 14 16 1 16 9 10 § r 10 3 25 9 17 12 10 Pestino .....,, eieac gt 1 66 Bent’s Water Crackers j 40 CREAM TARTAR Barrels or drums ...,.. 38 POCPR ecg mguare Cans 10 Faney cagiies ....... | | ORIED FRUITS Apples Sundried 9 Evaporated g 94 Apricots California ..:. 6... 16@12 Citron Corsican O15 oe eseses ropa 1 egie mp : , imported bulk oo tx Pee! Lemon American cass Orange American : Ralains Cluster, § crown eenessd Th iLouse uscatelg % er, Lose Muscatels 8 or. 5 Loos: Muscatele, 4 or. 6% L. M. Seeded 1 fb. 6%e@ 7 California Prunes 100-125 boxes..@ ¢ 90-100 boxes..@ 4 80- 90 boxes. . 6 é 6 7 7 8 mesh % 70- 80 boxes. . 60- 70 - boxes.. Ma 50- 60 25. boxes. . 40- 50 boxes. . 30- 40 251. boxes. . ? Ye less itn - Gases FARINACKEOUS @acops Beans Dried Lima Cibbe ls Med. Hand Pk’d Brown Holland cick, ce 90 24 1 th oo - pac me 25. Bulk, per 16@ the. s so Hominy Flake, 50 tb. sack scock 0 Pearl, 100 tb. sack Why Not Have a Profitable %& &) Special saler One that will clean ¥ up the odds and euds and bring in lots of money. My sales are suc- cessful at any season and will real- ize the results you desire with no bad after effect. Stocks reduced and closed out by plans that have been thoroughly tested. Kemember I come In Person, qualified by knowiedge and experi- enve. Write me today, giving size of stock, B. mm. Comstock, 907 Ohio Buuding, Toledo, O. For Sale—At a bargain, fine substan- tial three story brick building suitable for any kind of mercantile business. Lo- cated in a village of 1,600 inhabitants, surrounded by excellent farming country. Enquire of A. A. Hitchcock, Cass City, Mich. 465 For Sale—163% acre black waxy land, half mile from village; R. F. D.; South- western telephone; good school and churches; residence, barn and other build- ings; deep well and wind mill. Price $60 per acre. W. S. Duggan, Myra, Texas. 464 Extraordinary opportunity to take over a live business. If you are looking for a clean moneymaking mercantile busi- ness, this will appeal to you, will clear you net $2,000 yearly on a small invest- ment, Owner wishes to devote all his time to his manufacturing business, Write for prospects. THunt Mis. C€o., Garrett, Ind. 464 For Rent—Space 66x110 feet, for furni- ture department in new addition, to be completed Sept. 1, to the largest depart- ment store in the State. Address The Bee Hive Company, kota. Clean stock bazaar goods in growing town. Good farming and manufactur- ing country. No competition. Cash deal. Address 459, care Tradesman. 459 Desirable farms and city property to exchange for stocks of goods. G. W. Streeter, Rockford, Ill. 470 For Sale—Hardware stock and tinshop in city of 50,000; fine stock, good trade; low rent. Invoices about $8,500. Bar- gain for quick cash. 612 Trust Bldg., Rockford, Ill. 471 Wanted—Location for an up-to-date clothing store or would buy out stock clothing, shoes. Burt - Jennings, Sturgis, Mich. 457 For Sale—$5,000 stock of general mer- chandise located in Genesee county. One of the best business propositions in the State of Michigan. Stock can be reduced to suit purchaser. Address No. 456, care 456 Sioux Falls, South Da- 462 For Sale—Four business lots, 25 x 100 feet, with store and stock of general mer- chandise. Living rooms, warehouse and barn in connection. Everything handy. Connected with waterworks. The only reason for selling is poor health. Chas. L. Merithew, Buckley, Mich. 438 For Sale—Wool, hide and fur business established twenty years. Volume, $200,- 000 per year. Present owner has made a competence and desires to retire. Will sell warehouse, cellar and residence for $6,000 (cost $12,000), all cash or partly on time. Purchaser should have $5,000 or more additional capital to conduct business. Address No, 454, care Michigan Tradesman. 454 Don’t buy a soda fountain of any kind until you see ours. Also have four sec- ond-hand fountains. Michigan Store & Office Fixtures Co., Grand Rapids, mich 52 | Have a 400 acre farm south of city at| Merchandise wanted in \ Can sell all. i | Invoices} | | MICHIGAN TRADESMAN BUSINESS-WANTS DEPARTMENT Advertisements inserted under this head for two cents a word the first insertion and one cent a word foreach No charge less than 25 cents. 47 Cash must accompany al! orders. $40 per acre. Will exchange for stock of merchandise. Michigan Store & Office Fixtures Co., Grand Rapids, Mich. 453 © For Sale—Clean dry goods stock on west side. Good corner for trade. Gro- cery and meat market contiguous. In- voice about $2,000. Rent, cheap. Ad- dress No. 451, care Tradesman. 451 For Sale—Fine improved 360 acre stock farm, Knox county, Illinois, Also eight foot buffalo Galesburg, Ill. robe. Charles Webb, 450 For Sale—Grocery, queensware stock, corner room, central location, clean stock, Last year’s business twenty-eight thou- sand. Other business, must sell at once. W. E. Caldwell, Ligonier, Ind. 449 Stock of general merchandise for sale or exchange for good farm, In good lo- cation and dvuing good business. Will in- voice about $8,500. Don’t enquire unless you mean business, Address No. 448, care Tradesman. 448 For Sale—The new plant and land which I bought on the Belt Line here (and which connects up all the rail- roads). Easily and cheaply converted into a box shook factory or woodwork- ing plant of any kind. Norfolk is one of the best locations in the country to- day for plant of this character. Cheap lumber and cheap freights. Write for particulars. Address ‘‘Cornelius,’’ Box 677, Norfolk, Va. 446 Kkoshkonong, the great fruit belt. Come where you can plow all the year « raise everything. Don’t stay in that cold country and perish when you can ki 20 acres of unimproved land for orchards and poultry. Farms $15 per acre, $5 per acre cash, balance $10 per month. No interest, no taxes. Also 40 acres of un- improved land for $350, a little farther out. Bern Carr, Koshkonong, Mo. 445 Soda fountain for sale, 15 syrup. Glass dome for water spray, three tanks, glass- es and silverware. $900 worth for $200, W. I. Benedict, Belding, Mich. 443 For Sale—Dry goods and notion stock, invoicing $4,000, in Southern Michigan town. Address J. P. Southard, Harbor Springs, Mich. 442 Bakery, ice cream, confectionery, gro- cery; college town; everything to work with; Roberts oven No. 6; reason, to dis- solve partnership. Green & Corsette, Olivet, Mich. 441 For Sale—Drug store in mountain town, 50 miles from Denver. Full prices. Also would sell building with living rooms over store. A money maker. Address P. O. Box 165, Georgetown, Colorado. 453 Modern lighting systems 500 C. P, + ct. per hour. Lights for all purposes. Write Lee C, Irish, Toledo, Iowa. 432 Typewriter and office supplies, rubber stamps, etc. Catalogues free. Wallace- Detroit Company, Detroit, Mich. 429 Virginia farms and homes. Send us 5 cents for descriptive catalogue. Halifax Land Agency, News Ferry, Virginia. 420 For Sale—Stock consisting of dry goods, groceries, boots and shoes and furniture. Will inventory about $8,000, but can re- duce to suit purchaser. Good location and good business. Town about 600 and only one other general store. Good rea- sons for selling. Address No. 419, care Michigan Tradesman. 419 For Sale Cheap—Stock of clothing and furnishings. Best location in city. Jo- seph Armstrong, Lapeer, Mich. 418 stock inventorying Sale—General about $7,000 doing a business exceeding $40,000 per year. Also own half interest and operate telephone exchange of 60 farmer subscribers. Postoffice. Ware- house on track and established produce business, Will rent or sell store build- ing and _ residence property. Business long established and always profitable, Refer to bankers at Howard City. Ad- dress No. 418, care Michigan Tradesman. : 4lo Will pay cash for shoe stock. Address No. 286. care Michigan Tradesman. 286 Incorporate under South Dakota laws. | No franchise taxes; save expense, liable. Drexel Investment Co., Bank Bldg., Chicago. For about $900. On account of death of own- er, will sell at big discount to close es- tate at once. A. . N. Barnum, Sand Lake, Mich. 370 For Sale—10,000 acres virgin pine, ey- press and gum, on railroad, North Caro- lina. 30 million feet good pine and oak in Virginia. Box 871, Warren, Pa, 411 re- Drexel 415 | | jand for grocery department. Sale—Stock of drugs reduced to’ |'seven years’ 1352, Sheridan, Mich. 461 exchange for 240 acres land in Michigan, free of in- cumbrance. May accept building. Lock Box 206, Maynard, Iowa. _ oe 408 50 acres coal and timber land. Fine ;vein of coal and well timbered with oak, hickory, pine and cedar. Six miles from Mim apd T. &. RK. Pittsburgh Co. Okla. Will sell or lease. Write W. S. Brabham, M: BD... Box 377: Wilburton, Okla. 408 Attorney, having acquired typewriters ;at bankruptcy and other sales, will dis- yj, |pose of same cheaply. William Capesius, 99 Randolph St., Chicago. 402 For Sale—Cheap, bakery. Reason, poor health. 1134 Washington Ave., North Lansing, Mich. 397 For Sale—Clean up-to-date drug stock, fixtures and soda fountain. Located in beautiful country town 1,000 population Central Michigan. Shoe factory and tan- nery. Address X. Y. Z., care ———— 35 THE PROFIT IS YOURS We have a plan that will reduce or close out your stock at a profit after paying all ex- penses. We would be pleased to talk it over with you, which does not place you under any obligation if it does not appeal to you asa perfect system. A man said the other day: “I cannot see a weak spot in it.” G. B. JOHNS & CO. 1341 Warren Ave. West Detroit. Mich. For Rent—Large store building in live Northern Michigan town. Splendid op- ening for someone. Best location in town. Address L. H. Smith, McBain, Mich, 271 To Exchange—An improved farm in Benzie County, value $5,000, for stock merchandise or store building and stock. Address No. 368, care Tradesman. 368 For Rent—Best and largest store build- ing in Milan, Mich., completely furnished. Splendid opening for general store in thriving town of 1,600 population. For particulars address, A. E. Putnam, Milan, Mich. 195 For Sale—In Southern Michigan, a gen- eral store, complete stock, in fine loca- tion, best trading point in the State, with building if desired. Address No. 124, care Tradesman. ‘ 124 Tontitown, Ark. — Community 600; church, academy, schools, 3 factories, building now 25-room hotel; people pour- ing in; need drug store, general store, hardware store, cold storage, clothing and shoe store and lumber yard. Address Father P. Bandini, Trustee, Tontitown, Ark., ar. German-American Realty Co., Rogers, Ark. __323 For Sale—One 300 account McCaskey register cheap. Address +~+____ Movements of Working Gideons. Detroit, March 7—Gordon Z. Gage and wife, Wheaton Smith, E. H. Rid- er, W. 1. Van Schaack, C. H. Joslin and the writer and wife met for luncheon at the Y. M. C. A. Satur- day, accepted the report of the com- mittees and selected the badge for the coming National convention. The Griswold House meeting was conducted by the Grand River Avenue 3aptist Baraca class. Edwin Wilson acted as chairman and John Bayne, of the Peoples Savings Bank, gave the main address, followed by John Calder. The subject was, Boldness of Peter, Acts 4:8. Mr. Potts and Miss Cutler, of the Fourteenth Ave- nue Baptist church, sang several so- los. The parlor was filled with Baracas, visitors and Gideons. Wheaton Smith and E. H. Rider will conduct the next meeting. Aaron B. Gates. os]... Detroit—In the fina! transfer of the Detroit White Lead Works to the purchasers identified with Sherwin, Villiams & Co., of Cleveland, Col. Ford H. Rogers resigned as Presi- dent and General Manager, and W. Hi. Cottingham, President of the Cleveland company, was elected to succeed him. Vice-President George Peck was succeeded by A. D. Joyce, of Cleveland. The remaining direc- tors, A. C. Stellwagen, W. H. Brace and J. M. Thurber, also resigned. Col. Rogers is now in his 7oth year and will retire from business. The pur- chasers pay approximately $500,000 for the property, which is the com- mon capital at par. In addition to this there is still $200,000 of prefer- red outstanding. —_—_2-<.____ A good deal that we credit to our charity ought to be charged to our being too lazy to investigate the facts. Butter, Eggs, Poultry, Beans and Po- tatces at Buffalo. Buffalo, March 9—Creamery, fresh, 27@32c; dairy, fresh, 22@27c; poor to common, 19@a2iIc. Eggs—Strictly fresh, 24c. Live Poultry — Fowls, 18@18%4c; springers, 18@18'%c; ducks, 17@18c, old cocks, 12@13c; geese, 14@I5c; turkeys, 20@22c. Dressed Poultry—Old cocks, 13@ 14c; fowls, 18@19c; chickens, 19@a21c; turkeys, 20@26c; ducks, 18@2oc; geese, 13@I5c. Beans — Pea, hand-picked, new, $2.40; red kidney, hand-picked, $2.85@ 3: white kidney, hand-picked, $2.75@ 3; marrow, $2.90; medium, hand- picked, $2.35. : Potatoes—4oc per bu. Rea & Witzig. Je ee The Drug Market. Opium—Morphine and quinine are unchanged. Cocoa Butter—Is weak and lower. Norwegian Cod Liver Oil—Is very firm. Soap Bark-—Is in better supply and slightly lower. Oil Sassafras-—-Is very firm and is advancing. Oil Cloves—-Has advanced in sym- pathy with the Short Buchu clined. Flaxseed—Whole and ground have advanced. spice. Leaves—Have de- Prof. C. Stuart Gager, who has been experimenting for two years with radium at the University of Missouri, announces that with this wonderful substance he can produce to order on short notice any plant desired. An entirely new species of primrose, it is said, has been origin- ated by the use of radium, and it has held true to the new form through three generations of the plant. At the quoted price of radium his plants will not materially reduce the present high cost of living. Genuine orchids at 50 cents a dozen would have a big run, but they will not come by the radium process. ~~» —__ __ Traverse City Eagle: Burney Rey- nolds, for the past eight years with the Hannah & Lay Mercantile Co. in the shoe department, has resigned his position with that firm and. wil! take a situation as traveling salesman for B. Marx & Son, of Detroit, there by succeeding Frank Friedrich, wh will take a position with the Freder ick W. Mayer Shoe Co., of Milwau kee. Mr. Reynolds’ territory will ex tend on the south to Muskegon anc on the north to Mackinaw. His head- quarters will be in this city, i Lowell Journal: William Burdick who has been in the employ of th. A. J. Howk & Son shoe store for the past two and one-half years, has re- signed his position and will travel for the Modern Shoe Co., of Pontiac, III. His territory comprises Southern Michigan and Northern Ohio, BUSINESS CHANCES. shoes, one com l do petitor. Modern bakery, two stor ildi ; y, story building, supplies and wagon, 20,000 population in Wisconsin. $7,500. Address No. 473, care Michigan Tradesman. 3 ie RR a For Sale—Small stock dry goods and n, Mich, John Doak, — Some Day Why Not Now? That’s the reason why ca = Sy ge oe tee? oe a ee a VANS alii Belial ip you think about it ‘without writing us for information; the mere money you are ae and other brands of Dwinell- losing through forgotten charges, disputed accounts, poor collections, rebates to ae Wright Co.’s Boston-roasted customers and a hundred other ways. : Coffees make and KEEP We'll be glad to point out to you, without any obligation om your side, just how THE McCASKEY SYSTEM will save you time, labor and meney. : ie | | customers. Will you do your part? Drop usa line and say: “Tell mesomething about your : Sa system of saving time, mioney and labor.” e Soo5> Are YOU inline? Do you a OFFEE supply your customers with . “NINELL=WRIGHT © TRS goods? THE McCASKEY REGISTER COMPANY x : 3 5s Wiis das Alliance, Ohio : ae i ; Manufacturers of the famous Muitiplex Duplicating and Triplicating Sales Pads. Also single carbon pads in all varieties. A postal card is just as cheap now asit will be ina year. Buy one and ask us. Detroit Office, 1014 Chamber of Commerce Bidg., Phome Main 3565 Wor DEN ({ROCER COMPANY Grand Rapids Office, 256 Sheldon St., Citizens Phone 9645 . paige eerie aD Agencies in-all Principal Cities : Grand Rapids, Mich ~{ ee f # 7% t ‘ : ames \ ; ae, om mn cc = i Tne af (-. AC j ¢ . ie ue re “7 . 4 ‘ - / < ene oS 3 Tang. S X . ~ Oo Le ii i “hy | . i - ah gn err ee TATE NT a ae aa Se ae bal or POPP fem a me wait gS I, PPA RPP R=) * 7 Gate iidccae Fe = ee x 4s ee Is HOW DOES THIS LOOK TO YOU? 250 x 410 ground space. 150,000 square feet of floor space. The construction will be of the most modern for factory purposes. The roof is of the well known saw-tooth style, assuring the greatest amount of daylight without the heat and blinding glare of direct rays of the sun. - This style of construction also facilitates the securing of perfect ventilation. FIRE PROOF CONSTRUCTION THROUGHOUT Part of this structure is already in use and the balance is being rushed to completion with all possible haste. All machines, assembling and adjusting tables will be placed on separate foundations. This eliminates all vibration from the building and makes conditions most ideal for accurate, careful and precise work; a condition absolutely essential in the manufacture of perfect weighing devices. New building, new location, new machines, new tools and dies, new plating works, new enameling ovens and the old experienced mechanics and employes. What better prospects could we have for the supplying of the ever increasing demand for the famous DA YTON-MONEY WEIGHT SCALES? Shipment of our goods will be greatly facilitated by our own private switch track making direct connection with the Pennsylvania Railroad, FACTORY Sole Distributers The Computing Scale Co. Moneyweight Scale Co DAYTON, OHIO : Please mention Michigan Tradesman when writing for catalogue 58 State Street, CHICAGO If Somebody Else Made Ketchup As Good as Blue Label, We Would Make it Better—But Neither Is Possible Every customer you ever had for BLUE LABEL KETCHUP is still buying it. Those who buy some other ketchup do so because they don’t know BLUE LABEL—they couldn't have any other reason. The best way to hold your customers is to please them. The best way to please them is to set them right when they are going wrong—tell them about the good things. Don’t wait for some other grocer to tell them. There is another reason for telling them to use BLUE LABEL KETCHUP—it pays you a good profit. These are the only things you need think about—pleasing your trade and making money, Conforms to the National Pure Food Laws CURTICE BROTHERS CO., Rochester, N. Y. Twelve O’Clock When you wake up and the clock strikes twelve, when it’s darker than pitch and the wind blows a gale, you Say to yourself: ‘What a Wild Night for a Fire” Then you think of your own place of business and you say, ‘‘Well, I’m insured.” Are you? What about your valuable papers and account books—are they insured? What would be your loss if they burned? You dislike to think about it, don’t you? Think Once More and Buy a Safe t. During the winter months we have the most fires. Better get busy and write us today for prices. Grand Rapids Safe Co. Grande" nic |