y ID) a EA Feo SPL NAG ¢ SK Se 5 PES SUI 1 Bey, ee CA baa” Bek glee ee ee ' PAICOIIC AKI 1 RA EX RGU AN Itt al RG nS i FINE oy Zoe SS: aA TNE AVIAN TU Aa ES J SNES. IN J to 5 Boe a / ed ss ae a oH ee (CET Ried Za pS ON SU oy ae. Zs ge Zl Oya aN 2 Ia SR re REPUBLISHED WEEKLY 7 EX TRADESMAN COMPANY, PUBLISHERSE-— Sees ASK $2 PER YEAR Si SS ees gy NZ ZN S a NZIS CCC KEE RSS LP SKK» SO) Je BINS Se < Or. or PO gant Twenty-Seventh Year GRAND RAPIDS, WEDNESDAY, APRIL 13, 1910 Number 1386 ‘b ‘+ = Fourteen Mistakes of Life « To attempt to set up our standard of right and wrong and expect everybody to conform to it. To try to measure the enjoyment of others by our own. To expect uniformity of opinion in this world. To look for judgment and experience in youth. To endeavor to mold all dispositions alike. Not to yield in unimportant trifles. To look for perfection in our own actions. To worry ourselves and others about what cannot be remedied. Not to alleviate if we can all that needs alleviation. Not to make allowances for the weaknesses of others. To consider anything impossible that we cannot ourselves perform. To believe only what our finite minds can grasp. To live as if the moment, the time, the day were so important that it would live forever. To estimate people by some outside quality, for it is that within which makes the man. “State Seal” Brand | : | i Vinegar | °“. has demonstrated itself to do A Reliable Name And the Yeast all that has been claimed for Is the Same it. The very large demand it : / ” has attained is selfevident. , | ™ Pm .* Mr. Grocer! It increases your profits. Ask your jobber. Fleischmann’s Oakland Vinegar & Pickle Co., Saginaw, Mich. S. On account of the Pure Food Law 77 Who Cets the Profits? Investigators representing the Press, | em Public, Legislatures, etc , are now delving | into this live and important subject for the | oe a purpose of placing the blame and suggesting | a remedy. Some Say it’s the retailer. /S 1T> | We are too closely allied to the retailer to let the statement go unchallenged. We know | Se that your profits are very small after your | operating expenses have been deducted. a cr Some staple articles are sold at a distinct | loss. For example, sugar; where is your profit after your percentage for handling has been | deducted? at * Retailers who make a close study of their | business find that a conservative estimate of operating expense is 15 per | | cent., and then only under the most favorable condition. s « How much of your remaining profit,is eaten up by old or inaccurate | scales? | @: g | This is a vital subject and indifference to it courts disaster. | Figure out what one-fourth of an ounce loss on each weighing for a day amounts to, then think it over. Ask yourself if you are sure that you are not losing this much per day. | One penny is all it will cost you to send us a postal asking for our | illustrated catalogue showing cuts of our profit-saving, visible-weighing | computing scales. | a & EASY PAYMENTS—You have the option of buying either by easy | monthly payments, or a liberal cash discount if paid in 30 days. Old or unsatisfactory computing scales taken in as part payment on | purchases of new ones. roe there is a greater demand than ever for s+ # sw st yt 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 yw The Williams Bros. Co. Manufacturers MONEYWEIGHT SCALE CO. =f ee. 58 State Street, Chicago, Illinois Picklers and Preservers Detroit, Mich. Ans eumen mae a , out-Profits keep coming Te + ae a oP eo 7 Tera: Melt estoy slo), me SMe Lik The way they grow will make your friends sit upand take velit Ask your jobbers Lautz Bros.& Co. a ae Salesman Buffalo,NY. Ba) S “ SMAN APRIL 13, 1910 Number 1386 : { | - ace ae . ley : ‘ sas ‘ : 1 fT ‘ INTE TOT % is » News of the Business World. jducted according to law, even to its} privileges or rights in the conduct off COUNTRY SCHOOL PASSING. 9. Grocery and Produce Market. : : ' ; ; ; Rout 1 1 ere 6. Back to the Farm. most exacting letter. the enterprise than are accorded any | With all respect for “the little red 7. Arbor Day. +] -. : f tc | eG t f S Batoricy. ee other citizen who conducts himself in | school ho - 1 n 1 seems {oO 10. Public Parks. AGAIN THE AUDITORIUM. a seemly manner most part ended where there are (2. Butter, Eggs and Provisions. ] ‘ ae 1 A ge oi G4 tas ee “14 7 1 : 1 14. Clothing. Now that the Municipal Affairs oucn a result 1s wholly possible and, | tacit tO! itralization. in local- 16. Banish the Blues, . . 1 ¢ ee Seta ne i : : | { 1. Nf + ' 1 ¢ } 18. fs Success Immoral? Committee has successfuly worked | evidently, > just bout what iMr.jities where the tter has 20. Sulphur in Sicily. the pure water question from off its} Wishart had in mind when he 1 een tri it 1 t san 22. Dry Goods. : : : tial | hi He .o { 1; 24. Selling and Advertising. hands and now that a new special | his suggestion “its accrue as are expected in any 29, stria ide : ; ° 7 ctaeaseueene | ' $29 : ‘ 29 bpp aoe committee has been created for the ee j OU “ere are bet 30. se Ene é : : ; : T> ‘TTT ? | : 32, Shoes. purpose of pushing the auditorium|PISCOUNTING THE FUTURE. |,, t fo nditure per 26 , ar 7 ~ " ser 7” ° 1 - 1 1 #99 36. Stoves and Hardware. el Te ee a Taking time by the forelock i 38. New York Market. PrOJect, tne Tradesman _ bi eS tO Et ' “ An a a he : s . tn slogan MT Wt O-d i: V JO } 1 +0. The Commercial Traveler. mind those committees that great au-|"! . t A aa t 1 flo to ite Ugs. | aes eed a: eee | nalism Col Pheodo Roosevel | 1 13. Wholesale Drug Price Current. 1aitorium buildings abe NOt, directly ' t in : ucat 44. Grocery Price Current. te iis the la t and best illustratio; 1 ae 46. Special Price Current. cede) ecules | t] t pray A hla S77 \ IT y 1 Tae : Indirectly, they more than pay the| r oo eq ments. Th on eae Sy co : | COlO! Wi not ) OUR DOG IN THE MANGER. communities in which they are locat- |, a | spe room, cons i a . | 2 t101 mm ft E1On| «to a ab ' 1 Really it is pitiful that Mayor|led as generous public] 1 t 1 ee coe i oe ao _ . pel : iSOrDIng mat Ss aud Ss the VSD ' 1 1 ; George E. Ellis can not, seemingly, | spirit ces in time 7 thoroug 1 i PerFS al exer ingen t ] : L accept any standards other than those | need. boa he : 1 ' oe i ! jorder that there may be no la ‘hen low-down estimates that dominate the Moreover, a majority of the eae ce 1 iD : c + 1 7 e . ° . q fy > . | ? e v a é 1 t taro layout, the chuck-a-luck boards, Ai ditorium buildings in the [ nited |. ’ ’ ' the spinning jenny, the poker table,|States are not in existence because] ~ sa ' : ' : i ao . : WN 2G FI i,OMng OTT] at the slot machines and, worse than all,}of widespread and generous public I, ele oa ; ‘3 ‘ SCHOOL, ‘ icokea ~} ae ns 1 : | 2 ee a. ae : [ t the bucket Snop. spirit. They have been b Wit,| as a | ¢ . man + | - | TIS TCssMa | 1 l ( One would think that a college- rule, becattse—as in the case of Sage from the €. fanel ginee 22 ' bred man, no matter how low he may jinaw—some very wealthy citize n, full} Afen and é have fallen in his earlier years, would |of pride for his home town and over- [Bie ©, cent: At = ' a. | I : ; have the manliness, the moral stam-j| flowing with loyalty to it. h Coe publication aad ) ‘ : ina and the civic courage and ambi-|to the Iront in just such an exigency |, Ae ge Loo bi : oc. Z : : re ; I 2s ! oh : : f ‘ tion—a good opportunity for the dis-|as now exists in this Gy O00 BAe) ether and ' ' play of such qualities ippearing—to | made a donation so large that an im- | ( | — B " | i 110 may 1 take a brace and try to forget the}petus not to be checked was Sivell | may be the est; { m ce a 2 {TU tn ( duplicity, pretense and moral andjto the enterprise 4 5 | i Plry Sic al Nastiness of the low-down | Chere 1s another tact a e : lrinkine liv 1 rami li hell | 1 1 1 : { t £f drinking dive and gambling hell. inot be overlooked: A coup 4 : : But it isn't in Georee E. Eilic to}ago, when the auditorium 1 up reform. The twenty-five or more |tnder discussion, Rev. B years he passed as the associate of | Wishart advised that th ee thieves, swindlers, race-track touts }when planned, should have ™ and sure-thing gamblers have solits essential purposes. the 1 ' Eats welded and hardened their charac- | ment of a great public socia th teristics into the man’s nature that hela place for the common t] i re " i . T can not overcome them. |people who can not pay § icke ial m ing between the ty eee eee sa Based upon the single cold-blooded | to hear a great orchestra or a erand_| rent private citiz ae ee oe desire ta acanuice wel aes sI1c ae al ] | | Ein intry—th n €sire to acquire wealth—a desire to |« pera; the people who ( t! : which all other interests are subor-|braries of their own, no ' ; arr te F ee —, . . 4 4 « . ~ . é S re. BSS dinate—Ellis conceived and adopted {cilities of their Own; a ] ' a pose—a facial expression alive with funder fair and reasonable r W : : eo 11 9 cate = ~ ite : Hae Tee a 1 a ) tc Recid bogus simplicity and baby-like trust-| regulations, such people t “W pea fuluess, a drawling pronunciation. 2|sort and be c. rtain of agreeable treat-|j; rom . tricts thinly o | t- |i ti las ais a } ey 5 a ( | | | ti sele plain habit of dress and an awkward ment and of obtaining the means of ro = Serect Sait—just the outfit for a successful|recreation desired at a nominal cost|n- Presi- | i tes, instead of being gold brick operator, just the necessary |to themselves. t] eq uM 4 those wno happen to disguise for a confidence man, for a! If the special committee will inves tre.) "| 6! nae ap?? + he wae 1 tocee a bac f } ieiy Sg cl ; i capper in the three card same tigate this phase of the SUDICCE if le a - C Oe Su) 116 5 U L Ue : t > 7 a apd Ges worn ik aH tic ic i aD ' Lee When we plant a tree we are do and has worn it all his life. wil be found that, without a sinel seri : Ha i I i : : a i ing what we can to make our planet Now, having for the third time been jexception, the great auditoriums thai ret s treatment 1 o eS = rn elected to the mayoralty of Grand]! - "nN" la more wholesome and happier dwell- '-. |ing place for those who come after |have been built in this country have Rapids, he fails to see the opening |proven inadequate and disappointing ; a a if) Lo aes : : 1 | (oa Oliver Wendell Holues for his reform that has confronted |in some indefinite and inexplicable marked by an un him four years and will be available manner; also, that those persons di t upon the Lords and} think 1 have the fait! for two years to come. Instead, and rectly interested and most disappoint- 1es-old control of thi to d hen they hav in spite of the fact that he knows ed, who have given the matter the Britain. ithe fanaticism that is anxious to k the actual facts in the case, Ellis plays | most thought, are pracically agreed papers, magazi ———— true to his contemptible pose and his|that the factor needed to turn the tide special correspondents and essayists| co Ritat ea " vicious nature by deliberately and|toward complete satisfaction is an al-|who have charged Colonel Roosevelt | eee ae | eed ile ce ase with malice aforethought misrepre-|most unanimous spirit of civic unity |with beine the most skillful advertis- |S¢¢™ to be in the swim senting the Peninsular Club—an as-land socia! harmony. er living. This prompts the enquiry | ( , would be wore Guth sociation of merchants, bankers, man-| Not that there shall be a complete|as to how much the Colonel is pay-|i¢ we were lec didcinus to make ufacturers, artisans and members of obliteration of social distinctions— ing those papers, magazines and writ es is ea the professions who are on a par with|which is not possible—so much asjers for so persistently and with im- | —_—_. any like number of men in Michigan that every citizen be so received and pudence unparalleled hounding that It is better to be a fool seel and an institution which long has|treated and shall so conduct himself}gentleman and _ his entourage ever|wisdom than a wise man_ satisfied been, still is and always will be con-|that no citizen shall have greater|since a year ago? with what you have, 2 MICHIGAN TRADESMAN April 13, 1910 The Secret of Getting On in the World, Thickly scattered all over the coun- try are retail stationery stores carry- ing stocks of pens and inks and pa- pers and files—in fact, evey conceiva- ble variety of supplies for the office. “Petty business, this,” you “Pens and pencils do not offer much of an opportunity for a man to make money.” That’s so—but listen: This is worth listening to, for it the record of men who made their oppor- tunities. In these stationery stores we find clerks, thousands of them low salaried men who existence on salaries look like your wife’s Say. is eke out a bare small they pin money. so Rogers was one of this struggling army. His battlefield the aisles of a Chicago stationery store. Tle realized the big handicap he strug- gied under. He realized, too, the small opportunity this “petty” line of his afforded. But Rogers had ambi- tion—the real kind, the reasoning kind, the kind that makes a man look at the things around him, the com- monplace things, the everyday things, for the salary raising he needs. His bump of reasoning being fairly well developed, he decided that, the average store sale in stationery only runs to I5 or 20 cents, fountain pens, which range from $2 up per sale, offered the best field in his reach; that the man who sells ten fountain pens a day is a far more valuable man to his employer and himself than the man who makes fif- teen or twenty stationery sales. Dingy Stock the Basis. His decision that proved his busi- ness salvation lay in the fountain pen stock resulted in a renovation of the dingy, dark little case that represent- ed this branch of the firm’s business. The case was varnished, a_ bright electric globe hung over it and the stock cleaned, classified and displayed. Results were immediate. The at- tractive little counter began to sell pens at once. Trade began to look up. Other clerks, realizing that foun- tain pens were full of ink and dan- gerous to clean hands and carefully kept finger nails, began to call on Rogers whenever a customer wanted a fountain pen. He began to known as the “fountain pen man,” and that was just what he wanted. Re- garding the fountain pen department as his pet, he naturally took just a little more pains with the man who wanted a pen than an ordinary cus- tomer, and learned to sell the right pen to the right man and see that pens brought back were made right. Business in the fountain pen de- partment boomed. Sales mounted up and climbed over themselves. Every day exceeded the day before. Things Icoked pretty rosy for Rogers. Sud- denly sales began to drop off until they were practically down to noth- ing. The same common, horse va- riety of good sense that induced Rog- ers to try his luck with the fountain pens told him the reason of this stop- page of sales. The market—that is the inside market, the store’s regular trade—had been sold, sold solid, and unless a new channel for trade was opened the flourishing fountain. pen was dim leverage as be | business must slip back into the dark, dim past. Results Proved by Records. An hour’s talk with his employer, which included a comparison of foun- tain pen sales for the period during which he had been in charge with those of the year before resulted in the purchase of a new counter and showcase, a large stock of all the pop- uiar makes of pens and the placing of oue of the store windows at his dis- posal for the benefit of the fountain pen department. An attractive window proved the seme magnet to outsiders that his lit- tle case had to the store patrons, and before long the fountain pen depart- ment was thriving again and selling more goods than ever before. Prac- tically all the old trade, the store trade, being supplied with writing implements, the window was draw- ing in new trade—trade that for the most part had never been in the store before. The realization that practi- cally all these people he was selling fountain pens to were new people drove Rogers to his boss with an- other idea, this time a new one—the real idea. Rogers’ proposition to his employ- er to allow him solicitor’s commission cn all new business he brought in the house met with the usual recep- tion. The answer was typical of the average employer’s attitude toward ambition: “Now, Rogers, you have done well with the fountain pens and you’d better stick to them, You're not cut out for a solicitor and you'd better leave that end of the business alone.” Boss Hard To Convince. When Rogers carefully explained that he did not intend to go out on the street to solicit business; that all he wanted was an assurance that he would receive commission on _ busi- ness he brought in; that he had a scheme that he was certain would work, his talk evidently did not sink deep, for he met with a flat refusal, but after the exercise of almost as much salesmanship as it usually took to sell the higher priced varieties of his beloved fountain pensS he convinc-|and asked, merely as a matter of com- ed his employer that he was taking |parison, to lay the letter side by side no risk in making an agreement that bound him to nothing unless new business was produced. In the next year, outside of his salary, Rogers made $4,000. His scheme was the essence of sim- | plicity, and, like most simple things, it succeeded. It was based on the fact that his fountain pen windows | were bringing in new customers— men who came in to look at. the fountain pens displayed outside and nothing else. Now, eliminating the women and an_ occasional literary man, the average fountain pen buyer is a business man—a man who the chances are controls a certain amount | of stationery business. Rogers had his prospects thrust right into hand, so to. speak. biank book and under pretext of reg- | istering each buyer’s name in case of dissatisfaction, which in itself was a corking good business move, he se- cured the name, address and occupa- tion of every man who purchased a pen at his counter. After the address was secured, while the pen was being wrapped up and change made, it was easy to en- gage the waiting man in conversa- tion, and somehow, under Rogers’ guidance, the conversation always hinged on the advantages of doing business with the Blank Stationery | Company, whose merchandise was al- ways fresh and up to date, whose errand boys were always on time and whose clerks were always “on the job.” | By the time a customer had left, Rogers had established in that man’s mind the foundation for a stationery trade with the Blank Stationery Com- pany. Clever Use of “Follow-Up.” About two days later the man whose address was down in Rogers’ guide book received an exceptionally well typed letter asking if the pen he had purchased was perfectly satis- factory. It also called attention to the beautifully clear typing of “this letter,” caused by the use of the Blank Stationery Company’s ribbon, his | He secured a2} iwith one typed in his own Office. In a surprisingly short time Rogers had the typewriter ribbon depart- iment running ata speed that his em- ployer had never dreamed possible, lard the man who bought ribbons 'from him didn’t stop there. As a irule it was only a matter of time be- ifore the “Rogers system” had him on ithe Blank Stationery Company's [books for big amounts, and as regu- llarly as one of these customers’ ac- ' icounts was debited for a purchase |Rogers’ commission account was ‘credited for‘a sale. | That’s enough about Rogers and his system. To-day he is a mem- lber of the firm, and it looks more like the Rogers Stationery Company ithan the Blank Stationery Company The commercial agencies have it: use more type in rating the con- icern, and its reputation for discount- ling bills among the people’ from ;now. i|whom it buys goods is only exceed- ied by its reputation for selling good | goods among the trade. | Just a matter of opportunity—that lis all. Still the same opportunity that Rogers had lies at the right |liand of thousands of men _ to-day, | but the chances are ten to one against ;One man out of a thousand taking | advantage of it, Another case for the benefit of the ‘man who says that conditions were ‘exceptionally favorable in Rogers’ ‘case. Brown was a stationery man, itco. Although he was selling goods jon the street, he lacked Rogers’ head and executive, planning ability. Brown |was accounted a successful man in iselling general stationery lines, but his earnings were pitifully small. At 8 o’clock one evening—his usual quitting hour—a thought suddenly struck him. Now, thoughts were such unusual things with Brown that when one did come it demanded every at- tention he could possibly give it. He sat right down in the half dark store and considered the matter pro and con, His working hours were 8 to 8. The OLEYS KIDNEY PILLS for backache, rheumatism, kidney or bladder trouble, and urinary irregularities. i Foley’s Kidney Pills purify the blood, restore lost vitality and vigor. Refuse substitutes. Foley & Co have added strength to their line of standard preparations by the addition of Foley’s Kidney Pills. These pills are healing, strengthening and antiseptic, are tonic in quality and action and are for use either independently or alternately with Foley's Kidney Remedy, ularly recommended in stubborn and chronic cases. yellow package. the latter method being partic- 2 Foley’s Kidney Pills are extensively advertised in all the leading newspapers of the State, with samples are used liberally and other advertising matter is with discrimination. Foley’s Kidney Pills are a quick seller, a sure and we recommend them to you for your regular stock. The genui Put up only by FOLEY & CO. mailing lists distributed ‘‘repeater” ne areina 319 West Ohio St., Chicago , i! UP ey “$4 ris * ¥ ws & <- = 4 {> i ty, Lf. om t= 4 » 4 a as & . os CW oy “s+ 4) RP a, Le «% 1-4 » a. a 4 ae . 4 April 13, 1910 MICHIGAN TRADESMAN 3 other men went home at 6, but he would get out the first thing in the morning. Every daylight minute was amply filled by the operation of seek- ing and taking those selfsame station- ery orders. That was just the trouble that induced the thought. Brown was at the end of his tether unless he could add more hours to his working day or increase the amount of his sales in some way. His time was fill- ed to overflowing — no chance to crowd in another minute’s work or another penny’s commission. Idea Not To Be Lost. No solution presented itself that evening, but Brown was‘on the look- out. Slow to rouse, he was at last alive to the fact that somewhere, somehow, he must earn more money. Since he could not increase his day he must increase the amount of his sales. A few small filing devices, card mdexes, and the like, were carried in Stock in the store and Brown hap- pened to be standing by one day while one of the clerks made a sale. Filing devices—filing devices—why, there were big stores that sold filing devices exclusively. Big—why, they were five times as big as the two by four stationery store with which he was connected. As a logical conclu- sion, there must be more money in the filing device business. When Brown’s long expected vaca- tion time came round he spent it down among the filing device stores, investigating. The one great virtue of a mind like Brown’s is that when a decision is made it is abided by. Hs mind was now made up, and made firmly, that there was money in the filing device business and he was go- ing to get some of it. was: How? He soon found out that filing devices could be jobbed; that orders could be taken from catalogues, without any stock being necessary; that the trade discount yielded a margin as large as that on the average stationery or- der. So he decided to sell filing de- vices instead of stationery, but on his first attempt he discovered that he needed not more ability but more knowledge. So he gave it up—that is, for the time being. For a long time his spare hours be- tween quitting time and bedtime were spent in patiently poring over filing device catalogues and making notes ct things he didn’t understand. And every noon Brown landed up some- where down near the filing device stores. It was not long before he scraped acquaintance with a few of the clerks, who, in return for an oc- casional cigar, gave him the informa- tion he wanted. In this way his fund of knowledze grew, and as soon as he felt compe- tent he tackled the game again. As he said the other day, the closing of his first filing device sale, made against the competition of the largest house of its kind in the country, was the sweetest moment of his life. And that sale was made on one thing— knowledge—knowledge gained at the expense of his evening paper and his noon cigar. And that first sale taught him a lesson that it would pay us all to learn—that one ounce of knowl- edge is worth a pound of assumption. The question It took Brown some time to: tura all his old stationery customers into filing device buyers, but finally the goal was reached and he found him- self with more time on his hands during the day and more pay in his envelope at the end of the week. Rightly regarding his time as his cap- ital, he invested his spare moments in gaining new customers, and as a re- sult found all his time occupied with the filing device business and his weekly commissions mounting up in- to sums that made the old stationery commission account book look like the proverbial 30 cents. Second Thought Also Good. Brown’s employer carried no stock of filing devices, and when Brown’s orders came in he simply bought from the manufacturers at a trade discount, let them deliver the goods and billed the customer. Again Brown had a thought; again it was a good one. “If my employer can buy goods from another party and I can sell the mer- chandise, why can’t I take all the profit instead of paying him a_ fat margin for carrying the account?” The next step was to go to the fil- ing device manufacturers for a line of credit. Brown’s. sales. records brought him many flattering offers of work, but Brown’s mind was made up and he was working in one direc- tion. He got the credit he wanted and opened up a little office, with a girl to answer the telephone and a bunch of catalogues as his stock in trade. Brown is still in the same little cub- byhole, but he’s gota loose leaf ledger now and a book-keeper to run it. I had a peep into his ledger the first of the year. It showed $15,000 to Brown’s credit for 1909. And, remember, Brown is an ordi- nary man. Now, we can’t all push ourselves into the firm with a fountain pen or into business with filing devices, but we can look among the little things— the everyday things in our own lives —for the bottom rung of the ladder that leads to real independence. Few will find it, but that’s to be expected, and the 1nore glory and the more money to those who do. Irving R. Allen. BANKRUPTCY NOTICE. In the District Court of the United States for the Western District of Michigan, Southern Division. In the matter of Daniel Aach, bankrupt, in bankruptcy, notice is hereby given that I, Stephen G. Earl, Trustee, under authority of the court, will offer for sale at public sale, on April 21, 1910, at to o’clock a. m., at the store number, 1232 Portage street, in the city of Kalamazoo, the stock of merchandise formerly owned by Daniel Aach, bankrupt, consisting of dry goods, clothing, shoes, rubbers, a line of notions and such other goods as are carried in a general dry goods store. Stephen G. Earl, Trustee. Et cee _cemmeeneeee If a man marries money he should be devoted to his wife. —_+---____ Better a word that lasts than the last word. Great Gift To Learn To Enjoy the| Present. Do you know what a wonderfully complicated thing a human being is? Every feature, every portion of your body, every motion you make, re- flects your mental organization, I know a woman past middle life who has always been on the opposite of every question discussed in her presence. side She was agnostic with the ortho-! reverential with the atheists, liberal with the narrow, bigoted with the liberal. dox, Whatever belief anyone expressed on any subject, she invariably took the other extreme. agree with her fellow men. her pastime. It was Now, to walk with that woman in silence is merely to carry on a word- less argument. You can not regulate your steps so they will harmonize with hers. She will be just ahead or just behind you, and if you want to turn to the left she pulls to the right. A promenade with her is more exhausting than a day’s labor. She is not conscious of it, and would think any one very unreason- able and unjust who told her of her peculiarities, who all her. lif I know a woman has been looking afar for happiness| and peace and content, and has never found any of them, because she did| not look in her own soul She was a restless girl, married, believing that in life lay the goal of her dreams. and But she was not happy there and sighed| for freedom. She wanted to move, and did move, once, twice, thrice, to dif- ferent points of the She was change. She is to-day all the comforts and luxuries that life can afford, yet she is the same rest- less soul. She likes to read, but it is always the book which she does not possess which she craves. If she is in the library with shelves book-filled, she goes into the garret and hunts in old boxes for a book or a paper which has been cast aside. discontented with possessed of If she is in a picture gallery she wants to go on the street, but when she is on the street it bores her, and she longs to go in the house, If a member of the family is ab- sent, she gets no enjoyment out of the society of those at home; yet when that absent one returns her mind strays elsewhere, seeking some imagined happiness not found here. I wonder if such souls ever find it, even in the spirit realm, or if they go on there seeking and always seek- ing something just beyond. It is a great gift to learn to enjoy the pres- ent—to get all there is out of it, and to think of to-day as a piece of eter- nity. Begin now to teach yourself this great art, if you have not thought of it before. To be able to enjoy Heaven, one must learn first to en- Ella Wheeler Wilcox. ————_2.—____ The Girl Who Wins Promotion. She who radiates cheer, no matter what goes wrong. joy earth, She loved to dis-| Life | domestic] United States. | each | The girl who can grin at her woes |rather than dramatize them. | She who makes the most of the op- |pOrtunities she has rather than sighs |for bigger ones to show her conquer- ling powers. | The girl who is not so afraid of her will not hold to her fellow own position that she ‘out a helping hand | workers, | She | without elation. | She who can strike the right bal- lance between her head and her heart lin dealing with the problems of life. | Overtraining on head qualities leads on heart to slushy who takes her own success |to selfishness; weakness. The girl who is slow in making up her but when she has once {struck her line can neither be swerved |from it nor feels it is the chalk line 'for every one else to march. | | She who can both play and worl ibut never gets mixed on her date lfor each. The girl who can make a good in {come without killing herself in the | within it with ;Out telling all her friends how thrift mind, lmaking, and can live |she is. She who knows there is much te honest enough to ask |for information when in doubt rather ithan play herself as a know-it-all. | i ~ learn and is | The girl who is willing to do more |than her part, yet realizes when she lis being worked. | She control her tongue jand her temper, her spending and het duties her de- sensitiveress and her sen- Of all the ingredients that ;make for success none bears so large ja part as self-control. has ambition who can | | amusements, he - and her SITES, | . sae 6 | sibilities. | The girl linked restraining common sense and i Lacked brain balance and health. | —_—__»--___ The Boys Behind the Counter. | St. Johns—Mayor Fred Goodis, who lhas in the past been traveling for the | Rogers, Lunt & BHowlen Co. af |Greenfield, Mass., has resigned his }position with that firm and will be- lcome manager of John Hicks’ dry | eee store. | Kalamazoo—Israel Powers, who for [several years has been associated with 1 who iwith by ithe Big Four Mercantile Co., at |Scotts, has resigned his position to accept a responsible one with the Edwards & Chamberlin Hardware Co. Mr. Powers will have charge of sales throughout Kalamazoo county. Grand Ledge—Miles E. Stark, who has been clothing salesman for George H. Sheets since 1902 and from September, 1909, at the Corner Cloth- ing store, has taken a position with Frost & Walter, of Lansing. Vermontville—Mart B. Bailey, who has been in the store of Munger & Son, Charlotte, for four years, has accepted a similar position in the store of Mr. Gillette. Ionia—Frank Giddings has taken charge of the clothing department in the Carten store. societal caleithdeccccsih The wife of a baseball player need never lack for a muff. ——--.__— The ancient watch dog is a member of the old guard. MICHIGAN TRADESMAN April 13, 1910 ED Yelp tide ENS OF THE BUSINESS WOR . = UA Ae Se es (Cte Cc J _ TR aut 4 NG Sd Movements of Merchants. Sturgis—R. Balken has opened a grocery store .and meat market. Bangor—J. J. Melling has engaged in the butter and egg business here. Ann Arbor—The shoe stock of Par- is Banfield was completely destroy- ed by fire April 6. Rockford—Hardie & Dutcher have added a tin shop to their hardware business, with John Elkins as mana- ger. Jackson—-J. T. Emmett has sold his stock of groceries to P. M. Allen, who will continue the business at the same location, Manton—There was no insurance on the grocery stock of R. F. Car- penter, which was completely destroy- ed by fire last week. Whitneyville — Peter J. Kennedy, who has been engaged in general trade here for the past five years, has removed his stock to McCords. Athens—Walkley & Bunker have sold their hardware and implement stock to Lewis & Uhrich, formerly engaged in trade at Marion, Ind. Traverse City—Charles Gardner has sold his stock of groceries to Charles Van Riper, recently of Harriette, who will continue the business at the same location. Carson City — Alexander McCabe has sold his drug stock to James D. Smith, recently of Durand, who will continue the business at the same location. Homer—Louis Samson, of Ber- tien Springs, has purchased the dry goods stock of Geo. T. Bullen & Co. and will continue the business at the same location. Brighton — The Brighton State Bank has engaged in business with an authorized capital stock of $20,000, all of which has been subscribed and paid in in cash. Northville—T. J. Perkins & Co. have sold their stock of dry goods and clothing to Charles Ponsford, re- cently of Yale, who has taken imme- diate possession. Gobleville—Allen Bros. have sold their meat market to Bruce Taylor and Otis Lohrburg, who were form- erly engaged in the same line of trade in Battle Creek. Ionia—Chancey Rinker, of the general merchandise firm of Rinker & Co., died at his home here April 5 after an illness of five weeks. De- ceased was 40 years of age. Adrian—The grocery firm of Me- Leod & Henry has been dissolved. Mr. McLeod will continue the busi- ness under his own name, having taken over the interest of his partner. Allegan—The Marty & Wise Co., grocer, has purchased the grocery stock of McCarty Bros., of Lowell, and will continue the business at that place under the management of Mr. Wise. Adrian—Harry S. DeFoe has pur- the interest of his father in goods stock of J. V. DeFoe & Son and will continue the business at the same location name. chased the dry under his own Traverse City—Thomas A. Beamish has sold a half interest in his grocery stock to F. C. Nicholson, recently of Ann Arbor, and the business will be continued under the style of Beamish & Nicholson. Boyne City—J. E. Miller has pur- chased the interest of Mr. Holmes in the furniture stock of Millspaugh & Holmes, and the business will be continued under the style of Mills- paugh & Miller. Lansing—Charles F. Riede & Co. have engaged in business to carry on a dry goods and general merchan- dise business, with an authorized cap- ital stock of $10,000, all of which has been subscribed and paid in in prop- erty. White Cloud—C. E. Wilson has purchased the interest of his part- ner, J. S. Townsend, in the general merchandise stock of the White Cioud Mercantile Co. and will con- tinue the business in his own name hereafter. North Branch—The North Branch Furniture Co. has merged its busi- ness into a stock company under the same style, with an authorized capi- tal stock of $4,000, all of which has been subscribed, $1,500 being paid in in cash and $2,500 in property. Battle Creek—A bankruptcy peti- ticn has been filed against J. D. Wild- er & Co., sporting goods dealers, the petition being accompanied by a re- quest for a temporary injunction re- straining Francis A. Kulp from dis- posing of the assets of the company, and to show cause why the injunc- tion should not be made permanent. The petitioners are Morley Bros., of Saginaw; Standart Bros., Ltd., of De- troit; West Cartridge Co., of East Alton, Ill, and Baurer Bros. Manu- facturing Co., of Chicago. They de- clare the Wilder company gave a chat- tel mortgage to Kulp for the benefit of creditors and that he has dispos- ec! of much of the property and that the petitioners have not shared in the assets. A preliminary injunction was granted by Judge Swan. Manufacturing Matters. Adrian—The Acme Preserve Co. has increased its capital stock from $30,000 to $60,000. Detroit — The Anderson Carriage Co. has increased is capital stock from $1,000,000 to $1,200,000. Battle Creek—The Union Steam Pump Co, has increased its capital stock from $500,000 to $600,000. Detroit — The American Motor Casting Co. has increased its capital stock from $100,000 to $125,000. Detroit—The capital stock of the Anhut Motor Car Co. has been in- creased from $150,000 to $300,000 Detroit—The Renfro-Wheeler Man- ufacturing Co. has changed its name to the Renfro Speed-O-Meer Co. Detroit—The capital stock of thé Hayes Manufacturing Co. has been increased from $100,000 to $500,000. Cheboygan—The Lakeside Lumber Co. starts its sawmill the present week. The company has 2,500,000 feet of logs on hand. Alpena — The Michigan Veneer Co.’s plant is operated day and night. It has been extensively improved during the winter and its capacity has been doubled. Detroit—A new company has been organized under the style of the De- troit Gelatine Co., with an authorized capitalization of $50,000, which has been subscribed and $5,coo paid in in cash. Lake Linden—Eddy & Belheumer’s sawmill, after being thoroughly over- hauled, resumed operations April 4. The company made a big cut during the winter and a long sawing season is assured. Detroit—A new company has been incorporated under the style of the McGraw Plaster Co., with an author- ized capitalization of $10,000, of which $7,300 has been subscribed and paid in in cash. Detroit—The Sewell Cushion Wheel Co. has been incorporated with an authorized capital stock of $60,000, of which $30,520 has been subscribed, $2,250 being paid in in cash and $20,- ooo in property. Detroit — The Reinke & Shirray Manufacturing Co., dealer in sheet metal stamping and hardware, has in- creased its capitalization from $10,- ooo to $40,000 and changed its name to the Kales-Haskel Co. Coral—The Coral Concrete Culvert Manufacturing Co. has engaged in business with an authorized capital stock of $4,000, of which $2,550 has been subscribed, $45 being paid in in cash and $2,505 in property. Bay City—The Hanson-Ward Ve- neer Co., operating a very large ve- neer and hardwood flooring plant, which employs 180 men, is bringing down stock from the Mackinaw divi- sion of the Michigan Central. Detroit—Creditors have petitioned that the Day Metallic Co., maker of bath tubs, be declared bankrupt. The petitioners are the Domestic Lumber Co., Columbus; Freeman, Delamater & Co. and the Galvin Brass Co., of this city. Detroit — The Murphy-Potter Co. has engaged in the manufacture of wares and merchandise from metal and other materials, with an authoriz- ed capital stock of $50,000, all of which has been subscribed and $5,000 paid in in cash. Port Huron—The Port Huron Creamery Co. has merged its business into a stock company under the same style with an authorized capitalization of $100,000, of which $53,250 has been subscribed, $9,625 being paid in in cash and $33,500 in property. Detroit — The Columbian Stock Food Co. has merged its business in- to a stock company under the same style with an authorized capital stock of $20,000, of which $11,000 has been subscribed, $1,000 being paid in in cash and $10,000 in property. Detroit The Jeffery Dewitt Co., manufacturer of spark plugs at New- ark, New Jersey, announces that it will remove to this city May 1, where it will occupy one of the most up-to- date factories of its kind in the world, devoted exclusively to the manufac- ture of spark plugs. Bay City—John J. Kantzler & Son, who operate a lumber yard at this place and a sawmill at East Tawas, are fitting up the mill for the sea- scn’s run. The plant manufactured 1,292,000 feet of mixed lumber last year, besides 425,000 feet of Norway and 75,000 feet of tamarack. Manistique — The White Marble Line Co.’s shingle, tie and post mill, one of the largest and best equipped itt the country, has started its sea- son’s operations with I50 men_ at work. It turns out an average of 185,000 shingles a day, besides an enormous output of posts and poles. Millersburg—R. P. -Holihan, who operates yards at Flint and at this place, is receiving stock at the former yard from points on the line of the Detroit & Mackinac Railway north of Alpena. He manufactured 1,200,000 feet at this point last season and buys extensively of other manufac- turers. Port Huron—-M. M. Stanton & Co., manufacturers of clothing, of De- troit, have been secured by the Young Men’s Business Association here to locate in this city, and have already taken a lease of a local building. Sixty machines will be put in opera- tion and the employes will number about 200 at the beginning. Nahma—The Bay de Noquet Co. has closed its winter camps after a successful logging season and _ its large sawmill is running full time sawing about 6,000,000 feet of birch and maple logs. This product has been sold to the Estabrook-Skeele Lumber Co. of Chicago, which bought about 60,000,000 feet of North- ern hardwoods to be produced this season. Wells—The I. Stephenson Com- pany’s new sawmill, considered the largest Northern mill east of the Rockies, will be running the latter part of this month. Its equipment consists of four band saws, two hori- zontal resaws and a rift machine. It will have a ten hour capacity of about 200,000 feet. The double band mill is running double shift. The flooring plant is cutting 50,000 feet of hardwood flooring daily. The com- pany is experiencing the biggest run of business since its incorporation. e322... Many preachers think that arguing over the tools is the same as build- ing the house. —_++<.—___ He never loved at all who feared to love too much. —__~+--___ Fanaticism is the child of zeal and falsehood. 7 a q » a tb +: re 4 Tt 1 4P 34 oo a » « » 4 . 4 me Lg » & a Me 4 a“ April 13, 1910 MICHIGAN TRADESMAN CERY«»> PRODUCE MARKET — = — — o — a ~ . The Produce Market. Apples—The market has been a little dull for some time, but closed up well the last week. The stock is very good—really better than could be expected at this time of year. Prices are a shade less than they were some time ago. Asparagus—$2 per crate for Illi- nois. Beets—$1.50 per bbl. Butter—The market is very active at the recent decline of Ic per pound in all grades. The consumptive de- mand is good and the quality of the current receipts is very fine for the season. There will be no material increase in the available supply until new butter starts in, which will be in about weeks. Local dealers hold creamery at 30c for tubs and 30%c for prints; dairy ranges from T8@19c for packing stock to 23c for two No. I; process, 25@26s; oleo, 12@ 2Ic. Cauliflower—$1.50 per doz. for Cali- fornia. Cabbage—6sc per doz. Carrots—$1.25 per bbl. Celery — 65@0o0c for $1.65 per crate for Florida. California; Cranberries—$5 per bbl. for Late Howes. Cucumbers Hothouse, $1.50 per doz. Eggs—-The market is firm at an advance of Ic per dozen. The de- mand is active, both for storage and consumption, and the quality of the eggs arriving is very fancy. Present prices seem certain to be maintained while the quality continues good and the demand so active. Prices are some higher than a year ago and from the fresent indications it looks as though there would be a good mar- ket all through April, if not all sum- mer. Last year they reached the cheapest price of the season in March, which was 16c, for a short time only. Local dealers are paying 20c f. o. b. shipping point, holding case count at 2Ic and carefully selected stock at 22C. Egg Plant—$1.75 per doz. Grape Fruit—Florida is steady at $3.25 per box for o6s, $3.50. for Sos and $4.50 for 54s and 64s. Cuban is 50c per box less. Green Peppers—$3 per crate from Florida. Honey—15c per th. for white clov- er and 2c for dark, Lemons—The market is steady on the basis of $4@4.25 per box for both Messinas and Californias. Lettuce—Hothouse leaf, 6 basket 1oc. per tb.; head, Southern stock, $1.25 per hamper, Onions—Home grown, 75c per bu.; Spanish are in fair demand at $1.65 per crate. Home per doz. Oranges — California Navels are now the only variety in market. They range in price from $2.75@3.25. grown green, 15c Pieplant—$1.25 per 4o th. box. Pineapples- Cuban, $4.50@5 per crate for Potatoes—There is very little doing the potato market at present. Prices are the same as last week, but the demand is very light and supplies are heavy. Reports from the Eastern and Southern markets are even worse than the conditions here, which unnecessary. in is Poultry—Local dealers pay 16c¢ for fowls and springs; toc for old roost- for ducks: 8@toc for and 16@17c for turkeys. ers; 1S¢ geese Radishes——25¢ round; 30c per doz. for long, The Grocery Market. Sugar—The market has sustained a slump during the past week, all the refiners having marked their prices down to 5.15, while Federal is quot- ing 5.10 for prompt shipment. As the fruit season will be early this year it is thought by many that the demand should increase from now on and that the increased demand will naturally be accompanied by a higher range of values. Raw no change for the week. sugars show Later—The market was stronger in | | |... 474° . |conditions New York after the opening this morning. Federal advanced its quota- tions to 5.15 for prompt shipments and 5.25 for delayed shipments. Tea—There is no change in the| iquotations since last week, but the tone is firm on nearly all grades. The per doz, bunches for| Spinach—6s5c per bu. for home grown. Sweet Potatoes—$3.50 per bbl. for genuine kiln dried Jerseys. Tomatoes $3.25 per 6 basket crate from Florida. Turnips—soc per bu. Veal—Dealers pay 5@6c for poor| and thin; 6@7c for fair to good; 84 9c for good white kidney; toc for fancy. —_——_>-—___ The Cheese Factories Around Hud- son. Hudson, April 12—All of the cheese factories which have operated in this vicinity in past years thave held pa- trons’ meetings and all have decided to tun. C. C. Colvin & Son will op- erate four—one at Pittsford, which is already in operation, and one each at Clayton, Medina and North Morenci. O. F. Fotser & Son have two, the Bennett factory in ‘Wheatland, and Lime Creek factory in Medina. Hen- ry Carmichael will continue the Posey Lake Fred Dillon pian- ning to re-open one at Hudson Cen- ter and will continue the Union church in Pittsford. factory. is one The Peb- near jbles factory, at Prattville, will also continue. There is talk of a new fac- tory at Rollin. Henry Carmichael is getting the patrons organized at this point. Chas. Douglass has erect- ed a cheese factory at Church’s Cor- ners and will open for business soon. Fred Dillon held a meeting of farm- ers at Fairport, north of Clayton, and will probably open a new factory at that point. C. C. Colvin & Son at- tended a meeting of farmers at Bird- sell, north of Adrian, for the purpose of starting a factory. ——_2--.___ He has ceased to live who does not long for more life. all Japans demand is very satisfactory on lines, but more especially Most grades of Japans are firmly held as the supply is not pressing and the new crop is about three months off 5 with prices holding firm on most of the line. Cloves are expected to be much higher in the near future. There is a very good demand for most of the line. Three declined Syrups and Molasses — groups of corn syrup have Ic per gal. Sugar syrup continues active at fully maintained prices. Mo- lasses is unchanged and very quiet. Rice—The market is unsettled in the South and reports from there are ito the effect that there is very little activity in the market at present and about the same when last reported. The local mar- ket is well supplied at present and prices remain the same. The demand is very good, both locally and from the country. Cheese are as The market is very strong at present quotations. Considering the high prices the market is in very good shape and the demand is satis factory. No special change seems cheese is about a new be likely to occur until I available, which wil in month. Starch—Bulk rSc. Package goods goods have declined remain un- |changed. Coffee-—-The market is without any particular change. Fine grades of Santos are firm and it would proba bly not be possible to obtain con-| cessions even on a good round or der. The demand for Rio and ordi-| nary Santos coffee is light. Mild] erades are steadily maintained, but | the demand is quiet. Java and Mocha | are unchanged and in moderate de mand. Canned Goods—-There is a very gcod demand for tomatoes from the country dealers. Corn is the article in the canned vegetable line which is attention at and some wholesalers are having quite causing much present a time getting enough to supply their |°* demands. the East Peas with Prices are much higher in than for some time past. selling well in small lots, prices maintained on the demand in canned fruits is about the same as for some time past, which is just fair for this season of the Prices remain about the same. Pineapple is selling well, especially Hawaiian grades, which have outclassed all other kinds for selling. are well The whole line. year. Reports from California are to the effect that nearly all grades are cleaned up and the assortment js badly broken all canned fruits. The market in canned salmon is very firm and it said that all grades, with the exception of Pinks Sockeyes, are out of first hands. The demand continues Domestic sardines are said to be selling well and the price is expected to advance before long on is and good. as stocks being greatly reduced. There is doing in lobsters and prices are unchanged. Dried Fruits—Prunes aud in light demand. Apricots also show quite a decided decline within the last few weeks; on some holders’ part as much as 1%c. Prices on new apricots have been named—8'4c choice, which is considered rather high. Peaches are also showing a considerable falling off in and are about unchanged in price. Raisins still weak and_ dull. Currants are quiet at ruling prices. Other dried fruits are unchanged and dull. Spices—The market is very quiet, are not shrimps, but much are weaker on demand are All . 4 t lies and bacon are uts of unchange Provisions hams, bel d, being still scarce and very high de mand 1S cood, considering prevailing and | readily absorbs all arriv oth pure and compound lard 1 and barrel and dried beef are langed canned meats unchanged and in fair demand only Fish—Cod, hake and hadd 1 1 uncnanged | ick are Domestic sar dines maintained on the basis of quarter oils f. © Db. EH: on new pack have not yet been made, with the ex -eption of the fancy grades, which epened about on _ last year’s bas- is. Imported sardines are quiet at i abso ‘uling prices. Salmon remains y unchanged and in good demand Mackerel that shows a fair demand at firm quite not ———. =. No Deception in That Store. “No,” said the old gentleman stern- ly, “TL will not sold anything by sS seem sO 1 have | false representations do it. Never and I will not begin now.” For a moment he was silent and the clerk who stood before him could see that the better nature of his em- ployer was fighting strongly for the richt. “No,” the old man cried again. “I will not do it! It is an inferior grade of shoe and I will never pass it off for anything better. Mark it ‘A shoe fit for the queen,’ and put it in the window. A queen does not have to do much walking.” —_———_.-~- ___ O Steenstra, for twenty years past engaged in the dry goods business at the corner A street, few days ago to Dykstra & Grooters. These continue the business at the present stand and may make to retires from the undecided as to the future of Grandville and disposed of his interests a avenue zentlemen will some alterations the Mr. prem- ises. Steenstra business, —_—_. >)... The capital stock of the Bartle Furniture & Lumber Co. has. been increased from $15,000 to $25,900. 6 MICHIGAN TRADESMAN April 18, 1910 BACK TO THE FARM. Druggists Encourage the Rush and Enlarge Their Stocks. Written for Over in Battle Creek twenty-seven skilled mechanics left one factory this spring to hark back to the soil. That is the expression the daily newspa- pers are using: Hark back to the soil. I don’t know why hark, but what is good enough for daily news- papers is good enough for me. the Tradesman. Anyway, all these men are _ hark- ing back to the soil. All through Central Michigan every other man you meet is talking of a time when he can arise with the sun, on his own farm, and go blithely forth to meet the coming day. These men have in- cubator, and nursery, and vegetable catalogues in their vest pockets. They will show them to you on the slightest provocation. When Railroader Hill predicted a hungry population in twenty years, he didn’t figure on the army of me- chanics who are going forth from the shops to become consumers of their own crops, and producers of crops for others. There are thousands of mechanics, clerks, merchants and lab- ‘orers in Michigan who will be living on small farms of their own in two years. There is a_ general impression abroad that five acres are enough. Some prefer. ten, but most of the men who are going out under the deep blue sky to hustle for three meals each day and a college education for the boys and girls are reckoning on getting what is coming to them off of five acres. I should have written five broad acres there. One must keep up with the march of the adjective in literature. Of course this exodus from cities will in a measure change trade condi- tions. There will be more durable shoes and clothing sold, and grocers will now and then discover a man, who used to hand over most of his pay envelope every Saturday night, selling butter and eggs and berries out on the side streets, to the everlasting confusion of the grocer interest. But the druggist is the man who will have to cater most to this new mania. The druggist is the man who will have to revise his stock list and read up on things which will knock the lining out of other things. It is the druggst who will soon be obliged to feel the pulse of an apple tree and tell what kind of dope ought to be fed to it in order to produce financial results. As a result of this harking back to the farm, this mania for small fruit and hen preserves, there are some queer doings in the Michigan drug stores just now. If you watch the druggist carefully you will observe that his smile is not fastened on with clamps and brass tacks, but comes off every time he gets into the seclu- sion of the rear room. The druggist is having troubles of his own, The other day a man who had once been the boss over a good many men in a pump factory walked into a drug store, down on the main line of the Michigan Central Railroad, and back- strong, green ed the druggist up against the pre- scription case. This man looked as if he was having bad dreams at night. The old restful look which sits su- preme on the face of a man who is drawing $5 per and forgetting the shop at 5 of the clock every day was no longer in evidence. He looked anxious and worn. “Look here,” he said to the drug- gist, “I’ve got to find out about self- agitating tanks. What do you know about that?” The druggist observed that a local option county was not a good place to acquire information about tanks of any kind. He said that the only tank ia town had been arrested for boot- legging and sent up for thirty days. The ex-pump man frowned and said that the tank he wanted to know about had a capacity of 200 gallons, and was self-agitating. The druggist said the village tank seemed to him of the 200-gallon variety, but he had never seen him tested in that regard. He knew that he was self-agitating. “What I want,” said the ex-pump man, in a tone of disgust, “is a self- agitating tank with three bulk-heads half-round in form and a_ bottom wash. It must also have _ take-up hoops to correct shrinking, and must be built to ride with ease on any wagon. The garden find any Where do you get ’em?” druggist looked through his seed display, but failed to tank bulbs. He was new to this late back-to-the-soil fever. He had drugs that would put one million kinds of bugs into their last long sleep, but he knew nothing of tanks, “How are you getting along down on the farm?” he. asked the ex-pump man, hoping to make his interest compensate for his ignorance. “Tf I could get one of these self- agitating tanks with three bulk- heads, a bottom wash and_ take-up hoops,” was the reply, “I think I’d have the top hand. You see there are a lot of insects, fungi, and things out in my orchard that need the salt- giow treatment, or the kerosene massage, or the sulphur and molasses diet, and I’ve got to have something larger than the watering pot of com- merce to lead ’em up to when they need sustenance.” “T see.” said the druggist. “How would it do to call out the fire de- partment and run the chemical paratus in on ’em?” “They’d eat up the chemical en- gine,” was the sad reply. “No, I’ve got to spray ’em with something that will give ’em a misery in the tummy. 1 got a printed book from the Hon. Washington Gardner the other day that said spraying was not an ex- pense, but an insurance policy. It said that I could take my choice of the menu I found in the book.” “That’s something,” druggist. “There’s Bordeaux mixture, and arsenate of lead, and the copper sul- phate solution, and potassium sul- phide, and hellebore, and pyrethrum, and kerosene emulsion, and arsenate of lime, and the soft soap treatment,” continued the ex-pump man. “Do you know how to make ’em?” The druggist said that he did not, ap- observed the but had an idea that he could learn. “Oh, you’ve got to learn,” the cus- tomer continued. “I’ve come in here now to buy something for my apple trees. I know all about apple trees. You’ve got to use copper sulphate early in the spring and Bordeaux mix- ture when the buds open, and again when the petals fall, and add Paris green a week later, and when the fruit is half grown you put on some more. I’d like to see any codlin moth, or scab, or case bearer, or bud moth this line of argument won’t vanquish. Have you got ’em_ in stock?” “Why,” replied the druggist, “I think I can make ’em. Do you have to put all of those things on the apple trees? That is what makes apples worth five cents the one, I take it.” “T’ve got a neighbor over on the hill that sprays his apple trees nine times a year,” said the customer. “Do you know what he puts on the ninth inning?” The druggist did not know. “Then you'd better look it up,” said the customer. “What are the drug stores for if you can’t get dope for bugs in ’em? You see, I’ve got to have some medicine for bitter rot, and some for canker worm, and curl- leaf, and monilia, and pear blight, and the San Jose scale.” “Why don’t you go up to the Agri- cultural College and get prescriptions for the whole bunch?” asked the drug- gist. “I never learned to run a health institute for these little bugs that make fruit scarce.” “T just thought I’d drop in here and take out a couple of barrels of each kind,” the customer went “What kind of a druggist are on. you, anyway? Well, put me up a couple of gallons of stuff for the cherry slug. Perhaps you’d better make it good and strong, for one of them bit the tail off a cow the other day. And I'll take a couple of plugs of tobacco for aphis. You have to feed these aphis things tobacco tea to keep ’em in good appetite. Some use stove gasoline, but that seems cruel on the bugs. “And I’ve got to go and buy a cross-cut saw to amputate the black- knot. While I’m gone put up a lot of stuff that will take bugs off the under side of currant and gooseberry bushes. Oh, yes, and the raspberry and blackberry bushes have had a bad attack of anthracnose. thing for that.” “Of course,” replied the druggist. “Whenever you want anything to cure bugs just bring one of the bugs up here and I'll experiment until I get something he’ll succumb to, That is what I’m here for.” "AN tight,” said the customer, “When I was in the pump business and a man came in and told me what he wanted a pump to do, T went to work and built a pump that would do what he wanted done. [ didn’t make him write down a Prescription cal]- ing for so many ounces of iron, and so many drachms of cold steel. and so much hot air and all that. T went to work and built his pump Now you get busy and build me some bug so- lution.” “If you weren’t an old friend.” ob- Put up some- served the druggist, “I’d turn the hose on you.” “Come out and turn it on ‘the bugs,” the customer said. “If you will introduce some contagious. disease among the denizens of my orchard I'll help elect you to the Legislature this fall” The customer went off down the street, leaving a wagonload of jars, jugs and half-barrels for the druggist tu fill, The druggist looked through all the almanacs, took a flying leap through the city directory, read a couple of pages of boiler plate sent out as farm news and then filled the vessels with water and Paris green and some kind of copper, with a lit- tle salt and tobacco thrown in for good measure. He wasn’t going to admit that he couldn’t poison a bug if given half a chance. The customer took his stuff home and doped everything around with it, from the Dorothy Perkins rose at the sitting room window to the creak- ing wheel-of the old cultivator lying back in the grape arbor. Since that time the druggist has been sitting up nights reading about insects and things. It is a new condition which must be met, and this druggist is a man who does things right. Alfred B. Tozer. —_—__+ + ____ He Was Appreciated. For twenty years he had been in the employ of a big cash register house. He sold the first cash regis- ter purchased in Michigan and for a great many. years he had averaged a sale a day including Sundays. The time came when he felt he needed a vacation and, thinking he had earnec a long one, he wrote to the house. tendering his resignation. In reply came word that they did not wish his resignation, but long vacation. would give him a He was to make a Pacific coast trip at the expense of the company, was to take his wife with him and spend all he wanted. He traveled and had a good time. He made a careful account of all his ex- penditures and when the trip was Over presented an expense account for $500. This was received in due time by the management and amend- ed with the addition of another $500, it being held that the original ac- count was entirely too small. This little story shows that a good salesman is occasionally appreciated —_»~-~. ___ How Are the Mighty. Baggs and Jaggs met and Baggs and Jaggs got ‘to yarning: “ T once knew a man, dear boy,” be gan Baggs, “who was so ticklish the bottom of his feet that whenever he took a bath he had to walk about afterwards on a blotter. It was the only method of foot-drying that wouldn’t throw him into Rts: “That’s nothing, my dear fellow,” retorted Jaggs. “I used to board at a place where the landlady was so nervous that, whenever the wind blew she had to go ont and grease the cotners of the house so. the wind wouldn’t creak when it went around them.” And then Baggs wept bitterly, for he had long held the championship and was loth to relinquish it, on he ei 4 * € = & 7 a eo & a rea? 4 (“Rey 1 y «XX April 13, 191¢ MICHIGAN TRADESMAN j ARBOR DAY. Origin of a Custom Now Almost Universal. After the lively controversy be- tween the Secretary of the Interior and the Chief Forester of this great Nation had led to the dismissal of the latter, attention was naturally centered for a time on his successor. When Henry S. Graves, then Director of the Yale Forestry School, was se- lected, newspaper sketches of his ca- reer dwelt on the fact that he was the second American to enter the pro- fession of forestry with the purpose of devoting his attention exclusively to the subject. They also informed the interested public that his techni- cal training in professional schools of ferestry was obtained abroad, as at the time—the ’90s—no such instruc- tion could be had in this country. In going abroad for his technical school- ing, Graves followed the example of his predecessor in office, Gifford Pin- chot, who is ranked as the first pro- fessional forester to apply scientific forestry to American conditions. That was not so very long ago, either. It was in 1892 at Biltmore, the Vander- hilt estate in North Carolina. Since then the movement for systematic forest work has become a lively sub- ject. The forest service as one of the Federal Government’s activities has, under Pinchot, become one of great importance, and it is quite pos- sible for the American youth who would rather work with trees than with legal tomes or medical treatises to get both the theory and practice of this comparatively new profession in his own country. + e+ Perhaps the most important work of the forester and his assistants has been to arouse public sentiment against the wanton, wasteful consump- tion of timber. Conservation of the natural resources of the country has become an oft used phrase during the last decade. There is none so dull nor isolated these days as not to be able to explain more or less learn- edly the need of protecting and safe- guarding the trees, of their relation to the country’s climate, the impor- tant part they play in the precipitation of its rain and the evaporation of its moisture, But while conceding to the twen- tieth century the honor due to the pe- riod which definitely shapes out of many tentative gropings a fixed pol- icy, to other men and other years can be traced the beginnings of the tree- planting, tree-protecting, tree-loving movement which has culminated in a national and = incidentally through its leading exponent in a lively row. policy Even in colonial days, only a few years after the white man with his ax had started his work of felling the seemingly exhaustless forests which stretched from Maine to the Gulf and from the Atlantic to the Alleghanies, some were far-sighted enough to real- ize that too great a zeal in clearing away the primeval growth might work an injury not easily repaired. Only seventeen years after the Pilgrims landed at Plymouth the trustees of the little town of Watertown, Mass., adopted a resolution fining anyone guilty of felling a shade tree by the roadside. A few years later New York found it necessary to regulate the indiscriminate cutting of trees. fe) ae a It was natural enough for the early settlers to cut and clear. They need- ed lumber for their buildings; they needed cleared spaces for their crops. The hardy pioneer with his uplifted ax was making way for great mod- ern cities and manifold industries. many of them dependent on the wood furnished by the forests which he and his successors have depleted. As late as 1793 a Massachusetts agricultural seciety offered prizes to the persons who cut the most trees just as Mich- igan and other states offered bounties for wolf heads. Within three years this policy had to be reversed. Penn- svylvania found wisdom earlier. One of its laws, while it was still a colo- ny, stipulated that “in ground care be taken acre of trees for cleared.” Always clearing the to leave every five one acres were tree lovers who were one in spirit with the primitive man who worshiped beauty and ma- jesty in spreading oak and beech and lofty pine. Some of these had the gift of song and in melodious phrase chanted praises of the forests. Low- ell and Emerson, Bryant and Tho- reau, Longfellow and Whittier, all helped to inculcate a sentiment for trees which has undoubtedly helped in the practical movement for their protection and conservation, there Man is a complex creature, many mooded, many sided, many faced. Some of his most successful achieve- ments in the material and concrete world have grown out of dreams, as- pirations and sentiments which the practical side of his nature, in the midst of accomplishment, tries to ig- nore and forget. It was to his practical side that J. Sterling Morton, the originator of Arbor Day, appealed. As a farmer in treeless Nebraska, he had realized, as had his neighbors, the vital need of trees. They needed them as a pro- tection from the blizzards of winter and the hot droughts of summer. The Government recognized the need when it offered tree claims to set- tlers, giving them free land if a cer- tain number of trees planted. Some of these settlers of German ori- gin probably knew the efforts which the German government was putting forth, even in the middle of the nine- Were teenth century, toward the scientific management of the nation’s wood- lands. European countries learned long before America the lesson that the forests should be cherished as among the Nation’s most precious possessions. That was why Pinchot and Graves could find in Europe schools, corresponding to American cclleges, established for the special purpose of training men for the suc- cessful planting and cultivating of forests; why they found the growth of trees and their maintenance re- duced to a science and the manage- ment of public forest lands an im- portant department of state. - * & Whether or not J. Sterling Morton, afterward Secretary of the Depart- ment of Agriculture and father Paul Morton, whom Roosevelt select- ed as his Secretary of Navy, for no farticular reason unless it was be- cause he was an inland man who had succeeded in the management of rail- roads, knew just what other govern- ments were doing to protect and in- crease the supply of trees is terial. He did know State needed trees. telligent, practical farmer and casting about for a method to satisfy the need hit upon the idea of setting aside a certain specified day for the inauzura- tion of a tree-planting movement. imma- that his own At the annual meeting of the Ne- braska State Board of Agriculture held in Lincoln, January, 1872, he in- troduced a resolution which read: “Resolved—That Wednesday, April 10, 1872, be, and the same is hereby, especially set apart and consecrated for tree planting in the State of Nebraska, and the State Board of Ag- riculture hereby name it Arbor Day, and, to urge upon the people of the State the vital importance of planting, hereby offer a special pre- mium of $100 to the agricultural so- ciety of that county, in Nebraska, which shall upon that day plant prop- erly the largest number of trees: and a farm library of $25 worth of books to that person who on that day shall plant properly, in Nebraska. the greatest number of trees.” tree The resolution, unanimously adopt- ed, met with sponse that on over one million such enthusiastic re the first Arbor Day trees were planted. The day was established as an annual event. In 1885 the Legislature passed at. act designating April 22, Mr. Mor- ton’s birthday, as the date of Arbor Day and making it one of the legal holidays of the State. ee s Ten later the idea of Arbor Day was so proudly claimed by Ne- braskans as their own that the Legis- lature in joint resolution adopted as a popular designation for the com- monwealth, “The Tree Planters’ State.” years The idea was quickly adopted by other states. Dr. B. G. Northrop, a Congregational minister of Massa- chusetts, known as the “great apos- tle of Arbor Day,” gave up his other work to devote his entire time to the tree culture movement. The Ameri- can Forestry Association made him chairman of a committee to push it, and in lectures, newspapers and pamphlets he spread the Arbor Day propaganda until before his death he had seen it adopted by almost every state and territory. He even carried the of the Pacific and induced Japan to make it one of the national holidays. This was in t&95. His word bore some weight in the land of the Mikado, and his visit was a happy one for him as he was well known. At one time he acted as guardian to three young Japanese women who had come to this coun- try to be educated. One of these he- came the wife of Oyama, and all that she could do to honor her old friend was done while he was in Japan. Nov. 3, the date of the Emperor’s birthday, was selected as a fitting time for the it across waters Ele was an in-| Japanese to observe as tree planting of | day. | In this country Arbor Day is a ‘movable holiday, each state selecting ithe date most seasonable and conve- | nient. April seems the most gener- lally favored time, but its observance l ranges from January, the date of the | Florida Arbor Day, to December, al- ithough none of the states use the isummer months. Washington’s birth- cay has been selected by a number |of Southern States. In many of the istates the date is fixed, as in Illinois, The forms of ob- rvance have gradually become iden- tified with the schools so that in one sense it is practically a school holi- day. School superintendents through- out the country prepare annually pro- the purport of which is aimed to inculcate in the hearts and Governor. ”y the ¢ 1 ' Ss grammes minds of the boys and girls a grow- i the important re- bear to the mate, the geography, the history, the whole of mankind. Ing appreciation of lation which trees cli- life wooded countries there bas been an intimate relation between man and the trees, which in an earlier cay he worshiped. The mythology of ell the older peoples is as full of tree \lore as is the work of the later day The trees is not a discovery, but their intelli gent care and conservation are acom Always in | poets. love of modern paratively new thing in this country, and Arbor Day has undoubiedly done much to educate the present genera- ticn as to its duty in this respect. Henry Barrett Chamberlin. —__—_»>~.__ What Other Michigan Cities Are Do- ing. Written for the Tradesman. Muskegon is raising another bonus find That city has been more fortunate than most other for factories. towns have been in making wise in- vestments of bonus money. President Ramsey, of the Ann Ar- bor Railroad, promised Cadillac a new depot—an improvement the some has city has been asking for for time. Saul Ste. sectire a cement plant this year. The city must take stock to the amount of $25,000 in the industry and more than half ef this amount was subscribed at one Marie hopes to meeting of the business men. Pontiac is now in line for an arm- ory, the bonds for $6,000 having been disposed of. The corner stone of Manistee’s new Federal building was April 13, with an address by C. A. Palmer, the retiring postmaster, who has been in laid service there for the past twelve years. The slogan just adopted for Port Huron by the Young Men’s Business Association of that city is, “You'll Like Port Huron.” Mason is to be connected with Dan- ville and Stockbridge townships in Ingham county by an auto line, the four cars making regular trips and carrying package freight and express as well as passengers. Port prosperous. The factories running full time and more men are employed than a year ago. Almond Griffen. Huron is are MICHIGAN TRADESMAN April 18, 1910 ent, Cisse. : GANRADESMAN DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Corner Ionia and Wouis Streets, Grand Rapids, Mich. Subscription Price. Two dollars per year, payable in vance, Five dollars for three in advance. Canadian subscriptions, $3.04 per year, payable in advance, No subscription accepted unless ac- companied by a signed order and the price of the first year’s subscription, Without specific instructions to the con- trary all subscriptions are continued ac- cording to order. Orders to discontinue must be accompanied by payment to date. Sample copies, 5 cents each. Extra copies of current issues, 5 cents; of issues a month or more old, 10 cents; of issues a year or more old, $1. fintered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWR, Editor. ad- years, payable Wednesday, April 13, I9I0 A WILL O’ THE WISP. One of the most common delusions entertained by men is a belief that almost any person can “keep store” especially if it happens to be a coun- try store or a_ small combination store—confections, ice cream, cigars, tobacco, newspapers and magazines or something equally mixed—in an outside location in a city. Perhaps the chief reason that such ill-founded faith exists found in the fact—the very human fact—that a majority of men prefer to tell of their successes and are diffident as to publishing their failures. We hear and, as a rule, we rejoice over the triumphs of our friends and neigh- bors, but are not always permitted to express our regrets over their fail- ures. an 1S Another influence quite misleading as to the ease with which a person may adapt himself to the business of buying and selling merchandise furnished by men who are not only speculators but are born traders; men who will dicker for the exchange of a farm, a house and lot, a livery sta- me Or any one of a doven classes of property, for a gcods and a is other stock of “stand” somewhere. These men come from all ranks in business—farmers, contractors, arti- sans, members of the professions, bankers and men about town. Being usually skilled in the art of swap- ping, these men make good on every deal by very promptly ttading the store and stock for some other prop- erty and at a profit. Just as the intuitive trader makes money more frequently than otherwise, the natur- al speculator is fairly safe in taking en a store and stock, even although he knows little or nothing about mer- chandising. But for the man who has had no training whatever in buying, handling and selling goods it is an extremely hazardous proposition to assume that he can manage a store, whether large or small, unless he has been well grounded from childhood up in the practice of saving and the habit of economy. In addition to these es- sentials, the novice who undertakes to become a merchant should have perfect health, should be active, force- | ful and a man careful as to his per- sonal appearance and general de- meanor. The business world is full of middle aged or very old men who, in their declining years, settle upon mercantile ventures as offering them a safe and easy means of gaining a livelihood. Sometimes these men have had store- keeping experience in their earlier years, either as proprietor, book- keeper or clerk, and so are able to eke out a meager support, but very much more frequently they have been engaged all their lives in callings wholly foreign to buying and selling goods and so very soon awaken to a pitiful realization that they have made a dire mistake. The profession of merchandising is not an easy one to acquire; it is a calling which demands of those who enter it the most perfect loyalty and the very best—mentally, morally and physically—that a man possesses. It is, perhaps, the oldest existing pro- fession and, in commanding success, it is absolute in demand for the in- variable practice of honesty. EERE, STRUGGLING FOR BUSINESS. In one of the most enterprising cit- ies in Indiana there is a large depart- ment store which has for some time been engaged in conducting an adver- tising campaign in an effort to in- crease the trade it receives from a certain area of territory and popula- tion adjacent to the city in question. Briefly stated, this effort embodies the printing of. a weekly news bulle- tin and the circulation of that bulle- tin in every home in the territory that is being crowded. This bulletin is an eight-page affair and the news is almost wholly per- taining to the city where it is pub- lished and to the neighborhood into which it is carried. There is very little of a personal nature in this news, there is neither religion nor politics in the sheet and yet there is much of general interest: much that is certain to attract the attention of those who receive it to the resources, tlie places of interest and the general influence of the city near them. On the other hand, the items alluding to the district where the paper circu- lates are largely in reference to new buildings, improvements of roads and to farm equipment and statements— by farmers in the district—as to live stock, crop indications, and so on. Just how the gathering of such news is accomplished and the ap- proximate cost of the venture are not made public, but the general manager of the company which inaugurated the idea declares that “it is proving to be well worth all it costs and some.” In the present hustling business age every city merchant—jobber or re- tailer—has his work cut ont for him each week day in the year and not infrequently on Sundays. But this is no more the fact with the city than it is with the country retailer—the chap who is alive, ambitious and equal to his opportunity. The weekly bulletin published in the Indiana city and circulated in the adjacent territory is but one of a score of devices indulged in to draw country trade to the city, so that the then merchant in the city of a thousand or two thousand people must be a work- er with both brains and hands to re- tain his share of the business within his reach. Then, in turn, the lesser merchant in the village of five or six hundred citizens or the one at the country four corners is put upon his mettle to keep pace with the small city’s competition. Personal factors are bound to cut a figure in all business. There are men who declare broadly and oracularly— and who believe it—that there can be no sentiment in business. The coun- try merchant has, necessarily, strong- er personal relations with the bulk of trade than are possible for the mer- chant in the small city to maintain with the major portion of his patrons: and, in turn, the small city merchant has an advantage in this respect over the retailer in the metropolitan cen- ter. Finally, all of these retailers profit by individual relations, senti- mental conditions if you please, that are impossible for the catalogue house and their mail order methods. Square dealing, courtesy, industry and perpetual discretion are the most potent factors possible in meeting competition of any character. LA NSIS AONE LRORE GH A Rime THE BONFIRE. At this season the passion for clear- ing up the trash is often carried far| past the bounds of prudence. The virtue of fire for tidying premises can easily be carried so far that it ceases to be a virtue. Fire is the first refuge to get rid of the rubbish heap, but it is too often hard to draw the line between rubbish and valuable prop- erty. With the phenomenally dry weath- er for this season the usual dangers are much increased. Everything is so dry that in many places a match may readily start a conflagration. If there are dry leaves in the yard it is better to rake them into a compost heap than to risk making trouble for an entire neighborhood by burning them. They have a real value. either worked into the soil of the flower bed or gar- den, or they make fine scratching ma- terial for poultry. If there is brush or rubbish to be disposed of which can not be con- verted into a fertilizer, remove it as far as possible from any building and beware of firing it when there j< any wind. While you may feel that the wind is blowing in the right direction, winds shift so easily that one is neve- safe to rely upon that alone. Choose a time of calm to begin with, the warm air from the fire being certain of creating all the current you care to handle. ; tiave a tank of water in before applying the make the mistake will readiness match. Some of starting the fire first and getting the water after- wards. It is very much better to be tco fully prepared than to lack prepa- ration. The Surplus water can posed of; but a deficit during the in- itial process may result in disaster. A small sprinkler, if one has no hose, will help wonderfully in quenching flames. If the fire attempts to rua in the grass one may block the way by raking away leaves and sprinkling a path. But think several times be- fore touching the match. be dis- LOVE YOUR WORK. “A young man can not honestly make a success in any business,’ says Edward Bok, “unless he loves hj; work.” There is the natural love. which should have a share ir dictat- ing the selection of a vocation. For. other things being equal, the work which a man likes will be more apt to prove a success in his hands than that which is distasteful to him. But whether your employment is x chosen one or one thrust upon you, resolve to get the most out of it. There is much in method as to wheth er work becomes a pleasure or a drudgery. The “Man with the Hoe” might have added much to his life and much to his efficiency as a man, in stead of remaining simply an ani. mate bunch of clay, had he listened to the singing of the birds or noted the manner of growth of the low liest weed which fell beneath his biade. The man who shovels coal may inform himself as to its growth and uses; he may keep posted on the fluctuation of the trade and thus wil! the commodity mean something more to him than so many pounds of dead weight. In any line of work, if we are alert to improved methods, striving always to look up and out, our opportunities will enlarge and the work wil] become less laborious, more fruitful of re “From the same materials.” said Beecher, “one builds palaces and sults. another hovels; one rears a stately edifice, while his brother. vacillating and incompetent, lives forever amid ruins,” Even if we fail to erect 4 palace, we can make the cottage a veritable Eden. With a determination to do our best, this best will better grow And the better we do our work the more we will enjoy this work. Any thing done in a slipshod way fosters a distaste for work. The world will not suffer us to cheat it. no matter how hard we may try. We only chea: ourselves in the end. for the world will give back to us only what we put into it. SSeS The increasing cost of funerals has resulted in the adoption by under takers in Chicago of a cash-down Sys fem at reduced cost The new scale ranges from $40 up according to the service required. or used to sustain the growing germ|Was in circulation for many years and thus converting the nut into a/and became a source of great annoy- cashiers in making up 1éir ac At length the holder brought it to the bank and the In order to have the nut ance to the retain its full richness the milk must th also be in good condition. This is/|0f it ee nature’s method. She stored up| Officials, after some hesitation, agreed necessary food and moisture for the|t® £5 7 surrender the tiny germ enclosed in the hard case,| troublesome bit of flimsy.” and if by any chance this liquid is| Mack ‘Peecdies lost there is a of the fruit, In transactions just as much importance in retaining | the milk of the cocoanut. “grower.” counts. has give him humorous advice to some burglars broke into his . |house the other day proves that he there S/has the faculty of finding humor in the most unexpected places. A friend once took him to see a very beautiful serious deterioration who business Tt we al low the sustaining power to Vanish! ond valuable piece of sculpture, It - a ‘ Gaede chitust i. 6. aU there will be the same shriveling ob represented a young woman coiling served in the cocoanut. We hear first} 1p her hair and the workmanship of all of the milk of human kindness; was such that the owner’s other com- stood open-mouthed in ad- lost| miration. “Well,” said the host, custom and it has made a great deal. turning to Mark Twain for his ver- It freshens the parched surface and! dict, “what do vou think of it? Grand, gives new life to every organ touch-|jsn it?” “Wea. it's very pretty,” said and here we have a chance to note} nznions its influence. Kindness never ed. |Mark, “but it’s not true to Nature!” Cheerfulness is another refreshing) “Why not?” enquired every one in . . ° | a a “ quality which costs nothing yet actS!surprise. “She ought to have her like magic. A cheering word or look} mouth full of hairpins,’ replied the will often give a new impetus to} humorist gravely. TRUSTEESHIP CHARGES A FIVE THOUSAND DOLLAR FUND Our annual charge for handling is Twenty-five Dollars. This charge is in full for investing principal, remitting income, rendering accounts, etc. We realize for the parties interested the greatest income possible consistent with the absolute safety of the principal. . cum THE MICHIGAN TRUST a COMPANY TRUSTEE April 13, 1910 10 MICHIGAN TRADESMAN ag lo aaa € The convention hall matter is in the | Creeks in the South End would make | keep ins a oe 18 hands of a special committee of the |beautiful parks and the land if pur-/mosp a tg ‘habitat of the Board of Trade, of which Claude T,|Chased now ought be Deocicap, Ferre els ld disappear in consequence Hamilton is chairman. This Com-|V@lleys are not suitable for building jearth wou s e PUBLIC PARKS. Grand Rapids Is Deficient in This Feature. At the close of the last civic reyival Pe re th tigre sae hee ae ease ee a programme was made out of the good things the Municipal Committee should go after. First and foremost on the list was placed pure water. The recent election seems to have placed pure water among the things achiev- ed. The money has been voted for the filtration plant and the first steps have already been taken toward spending the money for the purposes intended. It will be a year or more before pure water can be actually realized, but it is on the way and the first item on the civic revival pro- gramme can be checked off. Other items on the prorgamme were convention hall, the Monroe street extension and civic center, pub- lic comfort stations, a river front boulevard, separation of grades and more parks and playgrounds. The river front boulevard and im- Provement of the river could have been checked off had the Power Com- pany franchise received the requisite vote in the recent election. The plan covered by the franchise was for a new dam abqut 300 feet above Bridge Street bridge, which would have brought the “pool” down to First Street and vastly improved appear- ances to that extent. The river bed below the dam was to have been ex- cavated, which would have insured running water instead of a rubbish- strewn river bottom during the sum- mer months, and this would have been an improvement. The power compan- ies would have given right of way for a 60 foot drive from Pearl to Bridge street bridges, and a 4o foot drive north of Bridge street to Fourth, terminating in a small river front park, with room for a boat land- ing and a bathing place. This plan, although it failed to carry in the re- cent election, is not entirely dead. The franchise, no doubt, will be voted on again in September and there are good prospects of a favorable vote. Public comfort stations have not yet been established, but many Grand Rapids citizens have seen how New York, Chicago and other cities pro- vide for the comfort of strangers, and many also have observed how the cities in Europe do it. Ten years ago the suggestion of comfort stations in this city was laughed at, the need was mittee will meet Seon, and it is un- derstood the plan that will be taken up will be to raise the necessary funds by public subscription, The sub-chairmen of the Municipal Affairs Committee met last Friday night at the home of Clay H. Hol- lister to consider what next impor- tant movement to undertake and aft- er checking up the list decided on parks and playgrounds. The city now has 191 acres of parks, representing approximately 1.6 per cent. of the city’s total area, or one acre to each 600 population. In addition to the parks the city has the Julius House- man and the Mary Waters fields as playgrounds. growing rapidly, vacant areas are fast disap- pearing, the need for more parks and playgrounds is every year becoming more apparent. Lands now unoccu- pied can be purchased at a small part of what these same lands can be pur- chased for a few years hence. The Municipal Affairs Committee will campaign for more park lands in all parts of the city. The standard that will be established will be for a park or playground within half a mile ci every home. The lands acquired need not be improved immediately. They can be used as “commons” un- til the city can afford to put in walks, shrubbery and trees, and in the meantime the boys in the neigh- borhood and the girls, too, and also the grown-ups can use them as plac- es of sport and recreation. The Mu- nicipal Affairs Committee has enlist- ed all the neighborhood associations. the Real Estate Board, the Trades and Labor Council and other organ- izations, and there is no reason why a very effective campaign should not be arranged. Public sentiment, it is believed, will take kindly to the idea. and the church people and the sin- ners will help it along. The first step in the campaign might well be the education of the people and espe- cially of the city officials to a higher and better appreciation of park gifts to the city. The Council has been niggardly in providing for the play- ground which Chas. W. Garfield and family gave to the city. It has treat- ed the Coit gift in the Black Hills district with scant courtesy. John The Gly is be forever destroyed. ————_+ <-> um of the sunbeams, breathing. 'When we burn The Origin of Oxygen. Lord Kelvin showed that all the oxygen in the atmosphere probably comes from the action of sunlight on plants. When the earth was a globe of hot liquid, it contained no vege- table fuel and probably no free oxy- gen. But as it cooled off plants ap- peared on its surface, and these began) to evolve oxygen through the medi-| Upon the oxygen thus derived we depend for the maintenance of life by Other vegetable fuel we use up oxy- gen, and it is to plants again that we owe the restoration of the oxygen thus lost to the air. If they failed to The Capacity of the Earth, It has been estimated that the fer- tile lands of the globe amount to 28.- 000,000 square miles, the steppes to 14,000,000 and the deserts to 1,000, coo. Fixing 207 persons to the square mile for fertile lands, ten for steppes and one for deserts, as the greatest population that the earth could prop- erly nourish, the conclusion has been atrived at that when the number oj inhabitants reaches about 6,000,000, - ooo our planet will be peopled to its {full capacity. At present it contains ia little more than one-quarter of that number. If the rate of increase show, by recent censuses should be uni formly maintained it is thought that the globe would be fully peopled about the year 2072. Love gives away in order not to lose. Attention, Merchants!! Who want to make money surely, quickly and honestly. THE INTERSTATE MERCANTILE CoO. The World’s Greatest Sale Conductors 148 East Washington Street, Chicago The only sales concern who conduct their own sales in person, We will guarantee you 50 per cent. more money and at 40 per cent. less expense than any other concern following this line of business 3,000 of the best concerns in the country will testify to our clean-cut methods and crowd-bringing abilities. We can positively put you on a sale that will start your Spring business with a boom and benefit your future business. The only sales concern in the world who conduct all their own sales in person. Write today foradate. All information without obligating yourself. THE INTERSTATE MERCANTILE CoO., L. B. Ullar, Mgr. 148 East Washington Street, CHICAGO, ILL. ACR Se erro WORDEN Grocer COMPANY The Prompt Shippers Grand Rapids, Mich. purposes, but unless the city acquires |of asphyxiation. 4 them it is but a matter of time when they will be dotted with cheap hous- es and the beauty of these valleys will Widdicomb offered the city ten acres a not recognized. Public sentiment, | of river front land in the North End ~~ better informed than ten years ago,|for park purposes and the Council has N is now demanding that something be |looked this gift horse in the mouth “w done and it is probable this public sentiment will be reflected in a lib- eral appropriation by the next Coun- cil. There should be at least three of these public stations, one at the so long that there is danger of its being lost to the city. When park gifts are offered there should be such prompt and courteous action as to make the donors feel glad and to ae Piny & Ib 5 4 head of Monroe street, one in Cam- encourage others to do likewise. pau square and another at Bridge! The Park and Cemetery Commis- SEALED BOXES! a Street. There is no reason why base-| sion will probably next fall ask for 2b ners "al ments suitably located and that could a bond issue of $200,000 to provide B -60 Ibs be secured at reasonable rentals, or/funds for the purchase of desirable « BOXES IN CASE (120 - areas under the sidewalks, should not park lands when and where they can ib Ibs a be used, with neat, unobtrusive kiosk | he secured at reasonable figures. If ~ BOXES C4iN CASE (120 : entrances. The plumbing equipment |this loan js authorized an early move- : A of these places would be the greatest|ment should be to acquire the val- BEST SUGAR FOR yy cost and there would be expense also leys of the narrow streams which i for maintenance and attendance, but the expenditure of money for such purposes would be fully warranted. flow through the city. The valleys of Coldbrook and Carrier Creeks in the North End and Silver and Plaster TEA AND COFFEES 1910 at- ith the nce =St al bes oP \ eu April 13, 1910 A Sale Full of Salesmanship. The writer was making his daily visit with a retail furniture client and was talking to Blair, Jr.. member of the firm, when the opportunity was offered for a salesman to be a sales- man and Blair left me, for a very rich very elegant—lady was entering his establishment. Blair’s manner of approach was re- fined and cordial. The conversation of the lady shop- per and the salesman is convincive that salesmanship requires something more than usefulness, shop talk, clev- er phrases, personality and effort—it requires intelligence. “I am looking for a library table and would like to see what you have, please.” “Perhaps we can interest you. I am Mr. Blair and you are tr “Mrs. Farnsworth.” “Thank you. Is the library on the first or second floor, Mrs. Farns- worth?” “The first.” “Possibly a north room?” "NO, a souta.” “And what size, please?” “Well, really, I do not know that I can say as to its measurements.” “Perhaps 15x18.” “More likely 14x20, I should say.” “And do the windows take up most of the south wall?” “Yes.’ “Then you have window seats or chairs about that side of the room?” “Two large chairs.” “And the east wall?” “Our bookcases are built east and north walls.” “And the west?” “The entrance to our dining-room is in the northwest corner and a large davenport fills the remaining wall.” ca “What is the decoration, please?” “Dark red to ceiling, then buff.” “I see. The floor is rugged?” “Yes; one large one.” “What pattern, please?” “Bokhara.” “And the light, Mrs. Farnsworth, is electric? Possibly you have an electrolier for this table?” “Yes.” “And how, please, is the room fin- ished—I refer to the woodwork?” “Mahogany.” “Then the furniture, of course, is real mahogany?” “Ves “I see. Now, Mrs. Farnsworth, 1 have the library in mind. I think 1] have a table ideally suited for it— permit me to show it.” “Thank you.” This all seemed mighty human to me, and I could not help watching Blair down the aisle, where at least fifty library tables were arranged, as- sist the helper pull out a certain ta- ble, turn it around and adjust it very carefully under the proper light and then say: “This is my suggestion for your library, Mrs. Farnsworth.” “Oh! it is beautiful. Just what I have looked days for. I am sure Mr. Farnsworth will be pleased with it. Could you send it out this morn- ing?” “I fear not this morning, but sure- in the MICHIGAN TRADESMAN ly this afternoon. We go over each piece of furniture very thoroughly before sending it out and it is rather late for the morning delivery. How- ever, if you especially want it, I will put two men on it.” “Oh, no:. just so L have it when Mr. Farnsworth comes in to. din- ner.’ “You may depend upon its being there.” “Thank you, Mr. Blair. pay for it, please—” “One Mrs, Farnsworth.” I want to hundred and sixty dollars, "Tt is far handsomer than any | have seen and I appreciate the in- terest you have taken in this selec- tion.” “T hope you will enjoy it in the house. If it does not fulfill your ex- pectations there are some other ta- bles about here.” “Thank you. J am sure 1 will like it.” By this time the blue-uniformed boy was opening the door and Blair was saying in his own way, “Good morn- ing.” This appeals as a sale full of sales- manship. An ordinary salesman would have led the customer to the long row of library tables, pointed out this and that one, reciting its history, features, merits—and softly its price. Down the row and back again, by which time the lady customer, who might have been a willing buyer, would be tired and bored with styles, shapes, woods, colorings and finishes, not having seen the table she thought she want- furniture business, as told by “knowing” salesman, would have said: a bit,’ and: made exit. But Blair did differently—his sales- manship was intelligent, interesting and convincing. He became _inter- ested in the wants of his customer and she appreciated it. When the Farnsworths fit up a new room best chances are Blair will sell them, profitably. In many instances it is because there are so few retail salesmen who are intelligent, energetic and interest- ing that the advertising of the retail merchant, large or small, can not cash into possible sales and, incidentally, were there more Blair salesmen there would be more junior partners.—E. Olin Finney in Judicious Advertising. —_+-~<-—__ Champagne City. Epernay, in France, where all the best champagne is made, may be said to be a vast subterranean city. The streets for miles and miles are hewn out of the solid chalk and flanked with piles of bottles of all blends and qualities, There is no light in this labyrinth of streets, crossings, and turnings, except that which the sputtering can- dles afford. All is dark and damp, with the thermometer down toward the freezing-point. The largest champagne manufac- turers in Epernay possess under- ground cellars covering no less than forty-five acres and holding no fewer than five million bottles of wine. ed and not being interested in the | Why Mr. Hodenpyl Should Come To Grand Rapids. The plan to bring various power, the Siate under a single control to be traction and gas properties in known as the Commonwealth Power, Railway and Light Company has been declared operative and the new securities in exchange for the securi- ties of the properties taken over as represented by the underwriting sub- scriptions will be issued about Apri! This merger ought to be a good ithing for the State. It will result in 25. | e la larger and better development of} ithe water power in the State and why should not this development be as opment of any other natural resourc- es? The Grand, the Kalamazoo, the Muskegon and the Au Sable have been running for ages, and only rivers T have been benefited by Nature’s gifts. The capital and enterprise of the new Commonwealth will harness rivers, and modern science will dis- tribute their power to the cities and these and cheap electricity for light and power will benefit everybody. what has the aspects of a petty steal and the Grand Rapids Railway Com |pany, which is also in the deal, comes + l 1 lout of a controversy with the city \ privileged to pay the bills while the }scmebody else gains the elory. ad aS - With large interests in the new “Thank you—but I will look around | Commonwealth it might be suggested ta Anton G. Hodenpvl that he visit Grand Rapids, that he spend a month | beneficial to the people as the devel- | a very few living along their banks | villages and small towns of the State, | The possibilities for good in the| new Commonwealth are certainly | great, and yet it must be admitted | jthe company is not making an au- lspicious start. The Grand Rapids- | Muskegon Power Company, which is one of the constituent properties in the big merger, has been caught in 11 | jor so this summer renewing old ac- |quaintances and getting into closer |touch with public sentiment. He will | find that the Grand Rapids people are la pretty decent lot, just as they were lyears ago when Mr. Hodenpy! lived here, that they are easy to get along |with and reasonable in their demands. | They do not take kindly to trickery lby the Power Company nor do they like to be made angry before they | get what they want from the Rail- |way Company, but neither would Mr. Hiodenpyl if he were one of them. A month or so in Grand Rapids would be good for Mr. Hodenpyl, good for ithe properties in which he is so interested and for the city which these properties serve. His | diplomacy would smooth out , wrinkles as now exist, and it is easy Ito believe that the broad gauged, pub- lic spirited policies he would inaugu- largely good such {rate would go far toward popularizing | the two institutions in which he is And it be added would not be devoid Mr. Hodenpyl has many Grand Rapids and glad to make his month full }ol enjoyable incidents. | rena — I A | concerned. may 1 . . ithat such a visit |of pleasure. friends in they |would be Parasol Sails. | Experiments have been made in |England with a new kind of sail for lboats. The sail when spread resem- |bles a large umbrella. The mast, oc- |cupying a position similar to that of ; ithe stick in an umbrella, turns upon | |a pivot at the bottom. It is usually linclined about forty-five degrees to the horizon, but the inclination can ibe adjusted to suit the force of the lwind. The inventors claim that with ithis sail, “heeling” of the boat can be javoided, while at the same time the sail tends to lift the boat and thus lenables it more easily to mount the waves, Are you looking for into a large general store are great. in a paying business, and in a thriving town. Write today for particulars and booklet telling how others have succeeded im this line and how you can succeed with small capital. EDWARD B. MOON, 14 West Lake St., Chicago. to go into business for yourself? I know of places in every state where retail stores are needed—and I also know something about a retail line that will pay handsome profits on a comparatively small investment—a line in which the possibilities of growth a chance An exceptional chance to get started No charge for my services. Cottage and Porch. Klingman’s Surimer and Cottage Furniture: Exposition It is none too soon to begin thinking about toning up the Our present display exceeds all previous efforts in these lines. show a great improvement this season and several very attractive new designs have been added. The best Porch and Cottage Furniture and where to get it An Inviting All the well known makes Klingman’s Sample Furniture Co. Ionia, Fountain and Division Sts. Entrance to retail store 76 N. Ionia St. April 13, 1919 MICHIGAN TRADESMAN Data of an official nature regarding UE XUISLANGAMN SK “ety “i411 | accounts, credits, etc., is invariably mom KK RAN WN | recorded for future reference; but) . = = = SZ y i there is a vast amount of unrecorded | ; 2 = Fi idata, things which the individual eight 4 . | a 4 . . ; TER, EGGS — PROVIS ON saa oo ere sis Mail orders to W.F. MCLAUGHLIN & CO., Chicay, = = = ‘ithe organization, that is absolutely = = = Z as jlost whenever an individual termin- as oc a ; EAT lates his connection with the organiza- Our Slogan, “Quality Tells” vw? ay 12 = ~~ The truth of this is illustrated over Grand Rapids Broom Company SS HSE ORY, Al] j and over again by the questions that Grand Rapids, Michigan ke jare referred to the “oldest salesman P ny ft Ton the floor,” the “oldest clerk in the Observations of a Gotham Egg Man. | reports of receipts and storage ac-| office,” the “oldest traveler on the eis A comparison of March receipts at! cumulations because so many, and/staff” It is an appreciation of the| the leading distributing markets may}such a variable quantity, of the March} commercial value of a memory stored| Ground be seen in the following table: arrivals go to put working stock in| with experience and with unrecorded | March. Cases/ dealers’ hands. Last year our receipts | history coincident with the growth Fe e ds < New Vouk mis... 476,841 mew York 1900 ......... 516,141 Decrease rio ......... 39,300 Cuitano, Or. ........... 347,611 ree, 1000 ........... 365,261 Decrease i010 ........ 17,650 BOBEON, TOIO ....: |... 157,206 morte, 00) ...... 161,646 Decrease for ......... 4,440 The Three Cities, 1910 . . -981,658 The Three Cities, 1909 . - 1,043,048 Decrease 1910 ....... 61,390 There is little doubt that the de- crease in March receipts above shown must be laid to the severe cold wave that occurred throughout the producing sections in February rath- er than to any decrease of produc- tive capacity. In fact when the very light scale of egg movement early in March is considered the totals for the month make a favorable showing. And the current production in many western sections is reported as con- siderably in excess of last year at this time. As between the above markets Chicago has lately been taking the lead in storage operations and the re- ceipts there during the last few days of March were about as large as at | New York. They have since been considerably larger. Eggs are said | to be going freely into Chicago stor-| age, but we have no exact fizures as to accumulations there at the close) of March; they were doubtless more. than in New York where we had ac- | cumulated about 34,000 cases by | March 31st. Chicago might easily | have had double that. Boston had ac- | cumulated about 9,000 cases at the. close of March. Last year the early | April storage at all points was com-| paratively small and there seems lit-| | tle doubt that with the present free| jcold storage: there were also an led to set. were 516,141 cases in March and we) accumulated about 38,000 cases in| sit esti- 25,000 cases} mated accumulation of in receivers’ hands outside of cold} | jstorage. On that basis the March| output in 1909 averaged about 100,000 | cases a week. This year our receipts | were 476,841 and our storage | 34,000 cases in round | There were probably more | at the close| of the month than there were last | year, so that our active output from | the wholesale market did‘ not exceed | about 91,000 cases a week in March| this year, even though Easter came| in March. But there might have | been less eggs in distributing chan- nels this year than last. Certainly there is no Indication of any better consumptive trade in this vicinity than last year, in spite of the higher price of meat foods, and it is a little hard for local operators to figure out the basis upon which stores are willing to accumulate eggs on the present extreme level of prices. An interesting story about the ef- fects of cold storage on egg quality comes from Mrs. Geo. J. Wenzel, of Newark. ‘Wenzel bought twenty-five cases of eggs from ‘W. W. Elzea last April and they were stored for his account. Mrs. Wenzel keeps chick- ens and she now writes that early last August three of her hens want- Mrs. ‘Wenzel didn’t want to waste fresh eggs on them, think- ing it was too late to hatch a brood, and for an experiment set the three hens on 39 of the April storage eggs —then nearly four months old. She vouches for the statement that 16 chickens were hatched from the stor- age eggs.—N. Y. Produce Review. cases accumulations figures. ezgs in receivers’ hands ——--~2.2___. The Commercial Value of a Memory. In every business Organization {tain changes should be made, but these changes should not be lightly : ; there is bound to develop a reat production and the highest storage) P & and development of a business enter- prise, None Better A loss is sustained by the average store every time a change is made in the management of a department or in its contract men or in its experi- enced sales force, or by a wholesale Organization when it changes _ its travelers. It is true this loss may be in a certain sense offset by the qualifications of the new incumbent, but all things being equal, the longer an employee has been with a house the more valuable he should be. WYKES & Co. @RAND RAPIDS NANRIGN YOU oS” ead gw se” OUr ZUILET UNNISISSS COMMISSION EXCLUSIVEL BAGS For Beans, Potatoes Grain, Flour, Feed and Other Purposes . i : & It is expedient at times that cer- 2 undertaken. The whole matter is one that should receive the careful thought of all employers of experi- enced labor, and while changes must be inevitable from time te time, they should be as few and as infrequent as possible, nn TB Harder work may be wage. New and Second Hand Heaven’s ROY BAKER Wm. Alden Smith Building Grand Rapids, Mich. Rusting is the poorest way of rest- ing. SEEDS-==“"¢ ready—fill your orders—all kinds clover and grass seeds. EGGS===wii be in market daily for fresh eggs, ee Wholesale Dealers and Shippers Beans, Seeds and Potatoes Moseley Bros. Office and Warehouse Second Ave. and Railroad Both Phones 1217 Grand Rapids, Mich. C. D. CRITTENDEN CO. 41-43 S. Market St. Grand Rapids, Mich. . ; ideal of unrecorded data necessary to prices ever known at this season of| , ithe continuous and tranquil opera- year the April accumulations will fat | tion of the organization. The me exceed those of last year. |partment store, made up as it is of a The season, however, is remarkably | multiplicity of units, has a broad sys- early. Warm, dry weather has pre-| plan- item of business organization, vailed throughout most of the PTO-| ned to take care of every emergency, ducing sections and should it contin-| independent of any employee. Even ue we may have a comparatively it, however, depends to a consider- short season of highest quality eggs. Q | able degree on the memory of every Already some complaints are heard | individual unit for its aggregate suc- of warm weather defects in the cur- cess, and what is true of the larze rent receipts. Organization is increasingly true in It is difficult to estimate the con- Proportion of the small Organiza- sumptive output for March from the| tion, Wholesalers of Butter, Eggs, Fruits and Specialties REA & WITZI PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. ‘“‘Buffalo Means Business’’ We want your shipments of poultry, high prices for choice fowls, chickens highest prices. Consignments of fresh eggs and dairy butter REFERENCES~—Marine National Bank, Commer Papers and Hundreds of Shippers. W. C. Rea A. J. Witzig both live and dressed. Heavy demand at » ducks and turkeys, and we can get wanted at all times. cial Agents, Express Oompanies, Trade Established 1873 aS) i AR ae iF*F aQ > al a B im shed} | -Wi* ae , PF April 13, 1910 MICHIGAN TRADESMAN 13 How the Cold Storages Shortages. The fundamental principle involved, in its bearing and relation to the per- ishable articles stored in a cold stor- age warehouse, is the same as that of any warehouse in its adaptation to the care and preservation of the articles stored. Prevent It is simply the employing of meth- ods best adapted to give best service! and best results, so far as the articles stored are concerned. Cotton, wool, tobacco, dry goods, groceries and other merchandise from the force of necessity require to be’ stored for various lengths of time, and are stored in warehouses so constructed and arranged as to keep the articles stored in the best possible condition, and prevent, as far as possible, any deterioration. The Department of Agriculture has made most exhaustive investigation and carried on very elaborate experi- ments, and Secretary Wilson states: “The cold storage is a great blessing to humanity. It is a great blessing to be able to put meats, vegetables, fruits, etc., in cold storage where they will keep.” The house is present cold storage ware- evolution from the farmer’s or produce dealer’s cel- lar, where was kept the surplus make of butter or vegetables for such a time as the conditions permitted, for use when circumstances restricted or made impossible the production or raising of these articles. This evolu- tion from the primitive method of preserving and holding perishable food to the present modern cold stor- age warehouse has been the result of the best thought and the most care- ful often costly experiment of not only the capitalist, but of the scientist in every department, as well as the architect and builder, and to- day it stands almost, if not wholly unequaled as an example of a modern institution, the result of these com- bined efforts. It should be kept in mind that cold storage is simply one method employed to preserve certain articles of food—it is at the present time the best method known—and if restrictions are placed on this meth- od, or if prohibited, other methods less desirable or effectual would be used, methods which the cold storage has supplanted to a great extent, such as the preserving of eggs by holding in brine, and by canning to a larger extent a great many other articles. If no adequate and success- ful means existed to care for and pre- serve the surplus production, several things would eventually result. There would be a greatly diminished pro- duction, for if it were necessary for the entire production in time of plenty to be consumed during that period, prices would be forced to so low a point as to be unprofitable to the producer. The situation is similar to that of a community dependent for its water supply upon a stream. Where there ig an overabundance of water during the spring months and a scarcity at other times, the only method to se- cure a sufficient supply is to hold back some portion of the water in a simply the and reservoir, or there would not be a sufficient supply in time of drouth. The cold storage house simply acts ag a reservoir, so far as the perish- able articles therein stored are con- cerned, and in this function acts the same as other warehouses where cot- ton, wheat, tobacco, groceries, etc., are stored. This use of a cold stor- age warehouse is simply an enlarge- ment of the family refrigerator. Now as to the length of time that goods are stored, the natural limit to the length of time that any article is stored is a period somewhat less than the time that intervenes from one time of surplus production to another. There is nothing to be gained by holding for a longer time. The actu- al time that goods: are held varies greatly within this limit, and while influenced by conditions and circum- stances, is controlled entirely by the hundreds of different owners. There is no combination, no organization, influencing or controlling this feature of the business—it is practically and actually the result of each owner ex- ercising his business judgment in dis- posing of the goods he the merchant disposing of the goods he deals in, a right which has, so far as I know. never been doubted denied him. In actual operation with such a large number of owners, representing vari- ous views, a considerable quantity is being sold and withdrawn for con- sumption continually, and it is quite frequently the case that the owners of the holding the make the least profit, often a loss. You can take my word for it that the produce dealers of Boston are a very able, shrewd set of men, and not holding goods, paying storage charg- es and interest on money invested be- yond a time when they will sell for full market values, and this means when they are in good condition. While any imperfection in goods is usually attributed by the consumer owns, Same as any nor goods to cold storage, almost invariably it is due to some other cause. To as- certain the causes of high price of food and to decide what steps to take to effect a change is a very perplex- ing problem, requiring exhaustive enquiry and examination in order to ascertain all the facts so far as pos- sible before intelligent action can be taken. Chas. H. Uttley. I Keeping Clippings in Letter File Perhaps a year ago a business man read of a good office system, a sales scheme, or a new process of manu- facture. To-day he needs those methods in his business, but he has forgotten it and has mislaid the One Or clipping. What is needed is an effi- cient and easily cared for clipping system. It is a simple problem to list and file clippings from trade journals, magazines and newspapers. An or- dinary vertical correspondence file and a card index are all that are required. As the clippings increase in number another drawer may be added. The drawers are lettered on the front. The manila folders in each drawer are numbered from 1 to 300. Each folder represents a and has its corresponding subject card of exercises in| longest | cards in the card index. These cards are filed alphabetically by subjects. Thus, if information is desired on cost accounting, the index card for “costs” lists all the clippings that have been saved on this subject and indicates by such figures as B-1q4 in which folder the clippings may be found. This file number would in- dicate that the clippings are in the fourteenth folder in the drawer mark- ed B. The advantage of filing these clip- pings in a letter file lies in the fact ithat not only almost any size of clip- pings can be preserved, but pictures and drawings as well—Shoe Trade | Journal. ~seeiatliiinaceicae Don’t Be Jealous of Your Competi- tors. Don’t let it worry you if some onc elise gets some business. The man or firm never existed that could sell every one everything they needed. If you were the only dealer in your coun- ty there would be some buyers who would go to the adjoining county to make their purchases. inclined to be of the customers who visit your com- petitor’s think that he has the same feeling about those If either or both of of business they If you are jealous place, probably who go to you. would lyou were out Ibuy their goods somewhere else and the world would go on just the same. that at all and your business will be bet- ter for it--Farm Machinery. Forget you have a competitor Tea Standards for trg1o. The Treasury Department at Wash- ington has published the following tea for the 1910 as ad- vised by the Board of Tea Experts: NO. F. standards year Formosa oolong. No. 2. Foochow oolong. No. 2% Congou. No. 4. India (used for Ceylon). No. 5. Pingsuey green gunpow- der. No. 6. Pingsuey green young hy- son, No. 7. Country green. No. 8. Japan, pan fired. No. 9. Japan, basket fired. No. to. Japan, dust or fannings. No. 11. Capers (used for scented orange pekoe). No. 12. Canton oolong. No. 13. Scented Canton. For Dealers in HIDES AND PELTS Look to Crohon & Roden Co., Ltd. Tanners 37 S. Market St. Grand Rapids, Mich. Ship us your Hides to be made into Robes Prices Satisfactory Country Newspaper For Sale Only one in @ thriving Western Michigan town Owner selling on account of ill health. Is paying a good profit and can be made to pay more. Write at once for particulars. Grand Rapids Electrotype Co. Grand Rapids, Mich. Acorn Brass Mfg. Co. Chicago Makes Gasoline Lighting Systems and cf Metal MOTOR DELIVERY Everything Catalog 182 Auburn, Ind. THE NEW FLAVOR MAPLEINE Better The Crescent Mfg. Co., Seattle, Wash. let us know. 14-16 Ottawa St. EGGS If you have any poultry and eggs to sell and wish our prices We are the largest dealers in Grand Rapids. A. T. PEARSON PRODUCE CO. Grand Rapids, Mich. The Vinkemulder Company Jobbers and Shippers of Everything in FRUITS AND PRODUCE Grand Rapids, Mich. SEEDS If in the market and wish our prices let us know. shall be pleased to quote you. ALFRED J. BROWN SEED CO., GRAND RAPIDS, MICH. OTTAWA AND LOUIS STREETS We handle all kinds and to see wherein he has erred. has, then he starts to revise. tions remain on order and may be increased if it is possible. eal have Buying at Home the Retailer’s| are revised, although it occasionally | Greatest Problem. Occurs that the mills wil] not accept) To buy at home or in market. | the revised order. In the latter event! goods are made up, but not hay-| upon the} | Opinions as to the relative advant-| the ages of these methods are by no| ing sold well when shown means unanimous and there are ar-|road, these are to be found among} guments in favor of both. the lots that are still in stock when| It is the time, not the place, that the late market buyer arrives. | is the important question. If it were the practice of the retail] buyer|up about the time the salesmen re-| to go to the market early, before the/turn from their trips or, perhaps, be-| salesmen go out on the road, they|fore, the sample is withdrawn from| would derive the advantage of hav-|the salesmen and the sample room. | ing a full line to select from, which} Being a desirable pattern, it has met} advantage is afforded those who buy|with a large sale from the mills and| at home, in which event there ote not be duplicated, therefore it is| be no advantage of the former over|not found among the left-overs which| the latter method, except possibly,/the unlucky late buyer sees when he| the opportunity of seeing what is be-|comes to market. ing worn in the metropolis. Should a desirable pattern be sold) This problem of the manufacturer | generaljis worthy of consideration. He does | understanding exists with reference|not want to get stuck any more than! to the time for buying in market—|the retailer and exercises precaution that is, when the salesmen have Te-|to protect himself in whatever way| turned from their selling trips—the|he can, at the same time realizing | retail buyer “takes a chance” on get-|the importance of caring for his cus-| ting the desirable patterns and this tomers in so far as he can, consist-| chance is real, not imaginary. ent with his own safety. He must,| Long in advance of the season the| therefore creators of the lines andivance, before it styles are thinking ahead. It is up|system to them to prepare for a season be-}could not fore most people are fairly in thel which he must confine his buying or| preceding one. The designers of the|the extremes for which he must pro- Styles and the patterns get busy in|] vide manufacturing The| Assuming, then, that the sell his merchandise in ad-| various know the limits within facilities. their respective departments and system by which the salesman takes| evolve the novelties for the next|the merchandise in its embryonic} seasOn. These are put into the mills,|/state to the Manufacturer is the re-| samples are produced, and these|sult. Whether the merchant buys of| must pass the scrutiny of the Origin-|the salesman or whether he buys in| al manufacturer before he shows/the market is not so much a mat-| them to the manufacturers of the|ter of moment to the manufacturer product in the formin which it is to as when he buys. Indeed. a system be ultimately placed before the con-|whereby the merchant would buy in} sumer. As heavy investments are in-|the market at the proper time would} volved the utmost care js exercised| be welcomed by the wholesaler, be-| by these mills to put out nothingjcause it would minimize his selling | which carries with it a great element) expense, placing that upon the retail| of risk. This is the first of the pro-| buyer, rather than the seller. If the| cesses of elimination through which| retailer would buy early and buy in| a thing passes to the merchant. The/the market it would be the ideal Sys- | manufacturer of the finished product|tem from the manufacturer’s point] in due times goes to the market or|of view, but as the entire tendency | sends a representative who is in-|Of market buying is to do so late, it! variably a man trained in this line,] would entirely revolutionize methods | and this man—or, as in some cases,|if there was a movement of conse-| a group of men—buys from the vast quence in the direction of buying in| assortments which are placed before| market, and as the present system is| him. He buys those which in his es-}One of evolution in which the “fittest” timation will sell, and he buys them| methods have survived, it is general-| in proportion to the degree of favor|ly believed to be the best up to the| which he expects them to gain from/}present era. Buying at home, there-| the retailer. While this man is not,fore, is done without danger of get-| infallible and may underestimate or ting undesirable merchandise, and| Overestimate the influence of certain|with the Proper degree of caution| patterns, his training has been such|with reference to Overbuying, which that he can determine closely uponjcan better be gauged at home than | this point. This is the second pro-jin the market, it has Many advant-| cess of elimination which guards the| ages. retailer who buys early. The merchant gets the pick of the Of these selections the mills make] season’s fabrics and does not get | samples and these samples are sub- stickers, as he fears, because of the| mitted in due time to the court of| various processes of elimination | final appeal—the retail buyer—where|through which the patterns have! the process of elimination continues.|gone. Stil] further protection is of- Now the real test of the manufac- fered by the fact that the samples { turer buyer’s ability is on and he are shown to a vast number of buy- MICHIGAN TRADESMAN watches the orders as they come injers within the time that the lines are If hejopen, and even though a few retail |buyers may have made the error of | Those which have met his expecta-| Selecting ? ern ae sid - ished (that are not desirable, it is probable} On those! ‘s ” | same istake that only a small sale} not “taken” the orders|S@™¢€ mistake t — jsalesman and the purchase of a new | April 13, 191; ee en Ideal Shirts | We wish to call your atten- tion to our line of work shirts, which is most complete, jn- | that so few buyers have made the | has been made on these lots and not} enough to justify the manufacturer| cluding , the goods, whereupon he re-| to buy the zoods, whereupon e | Chambrays vises his order at the mills and sub-| Drills |stitutes, with the merchant’s consent, | ri some that are more desirable. | Sateens The responsibility that the retail! Silkeline jsalesman feels about selling lines the | Percales purchase of which he has partly in-| Bedford Cords uenced is an important considera-! perren ie r Madras tion, while as an education to the clerk it is invaluable to see the vari-| ous lines and watch the selling of | them. To those that are given this) advantage the visit of the traveling! Pajama Cloth These goods are all selected in the very latest coloring, including Plain Black Two-tone Effects Black and White Sets Regimental Khaki season’s stock is a real epoch to which is attached much importance. | Herein is one of the fundamental | principles underlying and supporting | the most recognized modern method. | —Apparel Gazette. | Cream | Champagne The more a man hugs himself the| Gray smaller he becomes. i | White Charity is not made to go far by| Write us for samples. spreading it thin. ee | “Graduate” and “Viking System” Clothes | THE i is made. Were the | for Young Men and “Viking” for Boys and | DEAL 01 0 reversed the manufacturer | Little Fellows. | wo TORIES.Q FACTORS BECKER, MAYER & CO. GRAND RAPIOS, Mich, | | Made in Chicago by | j ern Communion Suits SS In Long Pants and Knicker Pants Now Is the Time | to Place Your Order ——S—SS H. A. SEINSHEIMER & CO. Manufacturers PERFECTION CINCINNATI Br, a | ax. “.. > oe “Vd April 13, 1910 MICHIGAN TRADESMAN 15 First Impressions of Child Leave a Lasting Influence. Parents can not be too careful in the impressions they are making on childish minds. Things that seem but trifles to grown people appear warp- ed and distorted to children, often leaving a lasting influence for ill. When you and John have that dif- ference of opinion that results in hot words on both sides you may think nothing of it after the reconciliation kas occurred, yet little John who overheard it will wonder for days what made father so naughty that mother cried or why mamma scold- ed poor daddy. Thus two beings who have seemed quite perfect to the little one are shown with the first flaw and the child’s trust is never quite the same again. Youngsters are so sharp, they take in so much more than their elders imagine, that it is dangerous to trust to their not understanding conver- sations that are held before them. If they do not understand in the way an older person would they get warp- ed ideas that are sometimes ludi- crous, more often pathetic, again em- barrassing. A little girl looked her father over carefully one evening, then brought him her picture book of mals: wild ani- “Aunt Tacy is a naughty story tell- er, and so is grandma, | heard her tell grandmother that my daddy was an awful old bore, and you haven't any tusks or horrid thick skin at all. the child remarked, in- dignantly pointing to a picture of a wild boar in the book. Fear Leaves have your’ Lasting Impression. Particular care must be taken that au impression of fear is not gained. Permit your child to be frightened and it may be a coward all its life. Discharge instantly a nurse who rules through dread of policeman or bo- ‘ peoples the dark with spooks or wild animals, or who holds up father or mother as a dire pun- isher. Such impressions can never be en- who ges, tirely overcome. Instead of the _ lit- tle one feeling that the policeman is the friend to whom she _ should go if lost, or that her parents love her with a tenderness that could not harm, the old childish dread makes confidence impossible. The first impressions of fear, if they do not weaken a child physically, will morally. Real are the tortures of a vivid imagination, but more lasting are the deceit and trickiness into which children are often led through their unwarranted fears. Another first impression to be zeal- ously guarded is your child's belief in your perfect honesty and trust- worthiness. Remember, little ones can not tell the difference between jest and earnest and truth and un- truth are marked by a sharp line. Tf, therefore, you make threats or promises that you do not keep, if you repeat childish happenings with exaggeration, if you evade, or worse yet lie, you are impressing your child in a way that you may regret your life through. It is a dreadful thing for a mother to overhear, as one of them did re- cently, one son say to his brother to whom some startling tale had been told: “Did mother tell you that, for if she did maybe it isn’t so? You know she never gets things just as they are when she tells about them.” Child Made No Allowances. The mother was an honest woman, given to lizht exaggeration in mak- ing a good story. Older people un- derstood and made allowances, but her child felt her a liar ard untrust- worthy. Be equally insistent to have the early impressions in your child’s life those of beauty. Remember that these are the memories that linger through life. Do you want sordid- ness and ugliness and unhappiness to cling in the background of hood? child- Keep a child happy. Let it have al! the pleasure and joy and its life that it is in your power to give. The nursery should be the pleasantest room in the house. No- where else have you such a splendid opportunity of influencing the tastes of the young. color in In that nursery, if there are good books, works of art, not mere daubs; toys that instruct as well as amuse, collections that train a child’s inclin- ation for original research, those firs‘ lasting influence on after life and the building up ol character. Do not get into the habit of think- ing a child’s thoughts and notions do not count. impressions have a They count far more than do your own; yours are amenable to reason or while his are not realized nor understood until they have made a fixed impression for good or harm. COMMoOn sense, Children Taught Humanity. Mothers particularly have been much interested in the recently an- neunced plans of Mrs. Ella Flazg Young, who as Superintendent of Schools means to incorporate in the regulr curriculum of next year the teaching of humaneness to the school children. The course as planned by Superintendent Young begins with the first year in the schoolroom and closes with the eighth. This means that from the years of 6 to 14 the boys and girls will be taught the principles of humanity daily, or at least daily for some ten months out of the year. What precedes the sixth year depends upon the mother, and she can do much to help Mrs. Young and her teaching corps in the work. There may be citizens of Chicago who have smiled at the announce- ment. This ever is the case with the new idea, but if Superintendent Young’s plan may be carried to the completion she hopes for it there is no doubt whatever of its far reach- ing influence. Most of the criminali- ties of manhood may be traced to the brutalities of youth, and surely there will be less need of institutions where growing boys are locked not only from the society of their fellow men but the sunshine and freedom of the fresh air if humanity is taught. In other days the average child re- ceived this instruction at home, but the home conditions have changed to-day. There still exists a large class ©? American children who do receive this instruction, and a little more will not be harmful, but the poorer for- eign born element which has invad- ed our city sends to the public schools the offspring of homes where train- ing often not only is lacking impossible. Centuries of being the under dog have not served to soothe native tempers nor temper habits, and it is quite impossible to expect the son of the wife beater to be good | to the dog or the daughter of the beaten wife to met her associates with | kindly feelings. Unhappily it is not only in the poor- | that this more born home wretched condition exists, er foreign and than one boy beats a cat on the way to school simply to permit the es- cape of pent up antagonisms created at home. For these children their future Superintendent Young’s new course should come as a boon, for only man and a woman in widely different parts of America—iaid thei lives to the public, declaring their downfall as adults might be traced directly to the fact of constant wran- gling in their homes as One Chicago boy started at the time of his first response to an animal toy as a com- panion to inculcate in his baby mind humanity to animals. The little cloth dogs and velvet rabbits, the woolly sheep and the wooden, cloth covered, hair trimmed horses were given a real personality, and pulling out eves or and recently two prisoners—a bare children. mother of a Small but | leat or making pin cushions of bod- lies was listed among the inhumani- ities. It has saved the toys and made Ithe boy considerate of all real ani- |mals which chance to come his way, land it has been worth while. The | average mother will wish success to |the new idea. ~~ Begin at the Bottom. To bring out all there is in a man the thought, mental training, involved in con- business for one’s | There are advantages in a college ed- lucation if properly utilized; too oft- he needs the planning, the iducting a self. jen, however, the college graduate has | not learned that close application of iten hours a day or more is needful not as a rule enough to fall readily into full sympathy with beginning at the bottom and thoroughly learning the details from the foundation. After over fifty years of business experi- ence I think that for education for busi- ness, the four years spent in college could be more profitably applied in mastering i t and he is quite flexible to success, and close observation as a ftule. some busi- Homer Merriam. the details of EeéESsS., Don’t offer odds to the elevator boy or he'll take you up # ° altfeyite = . a - at o7: 4 é . . 3 ® ‘ : | aye haggle The Crystal Show Case 1910 For We have improved nearly every detail of the construction of this show case in the last few months until it is unquestionably the best there is to be had in all plate glass show cases. Built in eight sizes. styles of case. Built with five different If you buy a Wilawll, You will get the following specifications: All doors fitted with dust proof strips and sliding on ball bearing rollers with turned steel axles. Spring steel stops take all jar off the case when the doors are slammed. The shelf brackets are the finest wrought steel, heavily nickel plated, and are adjustable anywhere. The base and all wood work are hardwood throughout. The plate glass used is the finest glazing quality. Write for Our Catalog Showing Our Twenty Different Styles of Show Cases Wilmarth Show Case Co. 936 Jefferson Ave. Grand Rapids, Mich. Down town Showroom at 58 S. lonia St. 40 Broadway, Detroit, Mich. 16 BANISH THE BLUES By Doing Something For Somebody Who Needs Attention. Written for the Tradesman. In the first place the furnace fire went out and the picnic the weather was having made one fact very prom- inent to the mind of James Hadland, that of all times in the year for that fire to go out was in the very middle of the worst storm of the season. In a moment, mad clear through, he left the bed with a bound and in the glim- mering dawn he went full tilt into his wife’s dressing chair, which she had carelessly left out of place, and his hurt foot drew forth an exclama- tion which need not be written down. Of course, there wasn’t any use of looking into the cold black furnace and he didn’t waste any time in that. It was sulking, that was evident. and without a word he went to work split- ting kindling wood, all the time won- dering why things had to take the worst date in the calendar for acting up. The mishaps attending the work down there in the dark took place their regular order: He missed his aim | and hit his thumb, so that by the time | he was ready for the real fire-build- | ing he was ready also for stratagems, | schemes and spoils, with a perfect in- | difference as to their nature and ten- | dency. That done, he opened the] furnace door and there. chuckling to| itself, was as fine a bed of slumber | coals as ever gladdened the eves of | a fire-builder! That brightened matters consider- ably, but it did not remove the pain of the injured toe, to which he could now give his undivided attention. Gosh! but it was a tremendous whack and wholly unnecessary. Time again he had cautioned Maria about that chair and now he had fallea Over it and maimed himself and would, probably, be on the limping list for the next six weeks, and all be- cause of that woman’s provoking carelessness and indifference: all of which was a fitting prelude to tle breakfast, late by ten minutes at the very least, and, like all late meals, not worth eating. The cakes were sog- gy, the eggs not hard-boiled, as he liked them, the coffee was muddy and cold—fine stuff to put into a men’s stomach and expect him to earn his bread and butter on; and 50, ott of sorts with himself and everything be- longing to him, he went to his office feeling very sure of just one thing— once there business was going to be business and made to toe the mark or he would know the reason why. The opening of the mail wrought no change in the programme, Bills then due could not be met. The deal with Hazzard & Toms had fallen through and that promising project which Richardson ‘& Gray had been trumpeting to the skies had come odwn a stick like other rockets. It was worse than having the fire go out or knocking off a toenail against your wife’s chair. Was the world turned upside down? At this rate there wasn’t going to be any world and his little insignificant corner of it was go- ing plump into the mud: and just as in his mind’s eye he was disappearing from public view this was a linger- 11 | ei : and (ol time in MICHIGAN TRADESMAN ing remnant of the New Year’s reso- lution that came to him: “I will do something for somebody when I am discouraged and blue.” Immediately the mud-sinknig stop- ped. Immediately it dawned upon him that “Some days must be dark and dreary,” that this was one of the days and that he was one of a world full of suffering souls. Other men’s furnace fires went out; other man, probably that very morning, had cracked their shins over chairs that other Marias had neglected to put in place, and oter men were having dis- couraged letters, announcing inability to pay bills and the failures of most promising plans. They—he and his fellowmen—were al! in the same fi- nancial boat, most unmercifully rock- ed by wind and weather. Why not play on the other fellows the joke of the furnace fire and cheer them up a little with an unexpected blaze in the place of a lifeless ash-heap? The decision was hardly reached when in came one of the men whose letters had asked for an extension meeting bills. The cloud on face announced the comin, tempest, for James Hadland was not famous for leniency when it came to a question of billpaying. “T am very sorry, Mr. Hadland, not to de to pay that bill, but one of my customers whose word is as his bond couldn’t fulfill his and I’ve come to that can not now name a date T the amount at the earliest nity. Will that answer?” “Have you come forty-five miles tell me that?” “That is not the point. [ try to make my word as good as my bond J had every reason to believe T should make it so and I’d come a good deal farther than that to tell you just that if it were necessary.” “I’m sure you would, Mr. Bradley, but don’t let this worry you in the least. Your convenience shall be mine. Don’t let the matter trouble you in the least. Good morning.” Five later Hadland went out. He had hardly reached the Street when he saw a frail-looking man with a cane in his right hand and a sam- ple case in his left. slowly and pain- fully making his way along the street. Here was a good chance and he promptly improved it. “Good morn- ing, friend,” he said. “You are find- ing the road hard to travel, I see. Let me give you a lift for a block or two. It'll do us both good,” and the sample case was transferred from the weak to the strong. “A touch of rheumatism?” “Yes, and a long one at that, This is the third week now and of a let-up. his able best good as promise while T will pay opportu- say to minutes no signs Still it might be a great deal worse and I am thankful for that. Here is where I leave you and thank you heartily for your lift. Tt does a man with my trouble good to know that some other man cares. Good morning,” and each went his way, the man with the case and the cane whistling and the other thank- ful that he had been spared such af- fliction. The furnace fire was getting over its sulk and two bright flame-flickers scattered and gladdened the gloom. Felt better? Of course he did. He had forgotten for the moment the un- questioned fact that the world was against him and that he had maim- ed himself for life over that chair and he had really had and made the most of two chances to lighten some- body’s else burden. That was better than growling and — “Would you please, mister?” Looking down, there was a diminu- tive specimen of humanity of 10 years, perhaps, mostly bones and _ pallid of face, on which was a look of such April 13, 1910 eect ——te ed speaking and the invalid feebly nodded. “Well,” went on the Visitor, “there is no need of your talking and I won’t ask you any questions, Al} you have to do now is to get wel! ; 9 | 50 Years | oice, | CRYSTAL 1s See that Top a Blue. pleading want that the man’s hand sought of its own accord the pocket where he kept his change, Then something better occurred to him—he would follow this thing up: “Where do you live, my boy?” and finding that the ‘house was ‘Gust around here on the alley,” with a “Come on, we'll go there,” the two were going as fast as the weak little legs could carry their not very heavy burden. The distance was not great, and after turning the corner—such near neighbors are Affluence and Pover- ty—a glance told the merchant what was before him and, strange to say, he was glad he came. The shelter was a shack with sufferink looking out from every crevice and there were lots of them. A narrow and sadly demoralized board walk led from the gate to the door, but the man who had come determined to do some- thing for somebody whenever he was blue or discouraged noticed with much interest that neatness lived in the shack and controlled the door- yard. Early in the season as it was the winter refuse had been gathered and burned and already boxes of earth coverea with window glass were arranged on both sides of It was plain that were living there ‘4 the door. thrift and poverty and struggling for their very existence. The moment the man and boy entered the yard the latter ran to the back door and the man followed him. The boy’s “Mama!” answered the purpose of & summons and Hadland had hardly reached the doorstep when the moth- er appeared in the doorway with a puny baby in her arms, whose feeble as it was, told plainly what the matter was. cry, enough Weuid the gentleman come in? It was what he had come for. Enter- | ing he found the neatness and order outside improved upon, but what star- tled him was a man on a bed in one | corner whose thin white face and | glassy eyes told but one sad story. | “The little boy began to ask for} something, I guessed what, and we | came here at once. You don’t need | to say a word. It’s only a little way | to the nearest grocery and you'd bet- ter take this and go right over there. Pll wait until you come back and try to cheer up this husband of yours.” | The woman stood not upon the or-| der of her going, but went at once. | “My name is Hadland. “Rogers.” “Well, friend Rogers. it’s easy to| see that luck hasn’t been coming your | way lately, but it’s to be hoped she’s looking at you at last. How long have you been in this condition? Quite a while, isn’t it?” Coughing prevent- and yours?” | | if a” ™ For the | Laundry. || DOUBLE || STRENGTH. Sold in Sifting Top Boxes. Pei cial ; Ss yee ag en 4 4 ih eS i > ) Sec GRY K mag iy © Sawyer’s Crys- | tal Blue gives a || beautiful tint and || restores the color | to linen, laces and i goods that are /| worn and faded. b | N RT TT A i i i it “f + | Tt Hi i It goes twice Y as far as other Blues. Sawyer Crystal Blue Co. 88 Broad Street, BOSTON - -MASS. IF YOU CAN GET Better Light With 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 A Bell Main 4277 € 9e, ay 1910 — ebly itor, and All well Bi sae a| "8 | ) 4 'e a y. H. 4 Pp ‘ wr yS~ a nd lor g nd ¥ ire d. 7 ' ba vil, Fae % April 13, 1910 MICHIGAN TRADESMAN 17 just as soon as possible. I'll send my doctor to you as soon as I can phone for him and if there is any- thing you want which I can furnish, send your little boy to my store and Pll see that you have it. One of the first things my doctor will say to you is that you mustn’t worry and don’t. I'll see that you and your fam- ily have all that you would worry about and you just lie still and rest and sleep all you can and when the time comes for you to stand on your feet I'll see that you have something to do. ‘It’s a long lane that never turns,’ you know, and I’m pretty sure that your turn has come. Here comes your wife and I must go; but, remem- ber, all you have to do now is to zet well, the quicker the better; but do not worry. I’ve just been saying to your husband, Mrs. Rogers, that he must send the boy.to me if there’s anything you want and please do not hesitate a moment. Good-bye. I shall look in occasionally and I shall ex- pect to find him better every time. Good morning,” and I am sure at that very minute the surly old fire gave up and I know when Hadland got home for luncheon the house was the abode of comfort from turret to foundation stone. Once back he went straight to the phone. “Dr. Blanchard, I’ve just left a family on Can alley the nearest to starvation of anything human I have yet seen. I wish on my account you would go there as soon as you can and bring the poor creatures out of the depths. I think the poor fellow on the bed needs something to eat first and a good deal of encourage- ment afterwards. Do your best for all of them and send your bill to me. Please put it down as one of your urgent cases and get him out of bed as soon as you can. In my opinion the man has been walking so long on his uppers that his footgear isn’t worth mending. He’s got to have a new pair of shoes and I’ll see that he has them as soon as you think he is ready to put them on. Get an early move on you now and let’s see what a good doctor and a bit of human kindness can do towards put- ting an unfortunate again upon his feet.” “All right, I'll go right over,” and Can alley prospects became brighter at Once. Everybody who has tried it knows that the discouragement and the blue- ness that darked the Hadland house on that particular day scattered. That same everybody knows, too, that that kind of scattering clears the atmos- phere. It drives away the dampness; there is no longer any circle around sun or moon; inertia gives place to vigor in human affairs, “Hope springs eternal in the human breast” and aft- er that sort of spring discouragement and its kindred spirits take to them- selves wings and fly. So within ten days Bradley’s bill was paid and the commercial circle of which Bradley was the center found out to its sur- prise that this man Hadland wasn’t anywhere nearly as black as he had been painted. In business matters he was a stickler for what was rightfully coming to him; but over-exacting and mean he wasn’t, an opinion which lat- er on told in favor of Hadland & Co. From time to time the head of the same firm took occasion to drop in at the shack on Can alley. The chang- es going on there pleased him. The little piping voice of the 10-year-old gradually lost its wail, flesh and blood together came into the putty- colored face to stay and the little Pipestem legs, once hardly able to crawl, came bounding down to the front gate to meet him with wel- come tingling every nerve that thrill- ed them. At first only the woman greeted him, but the voice from the bed grew stronger day after day, then he had to get into the new Mor- ris chair to try it and then—oh, days of days!—there was the loudest “honk, honk, honk” in the alley and there in his auto sat the man Had- land, who shouted as soon as a head appeared, “All aboard!” There was only one meaning in that and shortly after the mother and the kids took possession of the back seat while Rogers, well wrapped up, sat in front. That was a ride worth having. Once out of the alley, too narrow to turn around in, the car, as if conscious of the load it carried, was on its good behavior and, smoothly as a boat in tranquil water, went rolling away through the country where the orchards were just waking up with a yawn, where the robins and blue- birds were settling the home site and the farmhouses were astir with the bustle of the spring-opening. Two hours of that and the car turned in- to a farmer’s backyard, where the car call brought out the mistress of the ranch, bringing a big pitcher of creamy buttermilk to the delighted party. They drained the pitcher and then another one and, thus re-enforc- ed, were at home in almost no time. After that Rogers did not go back to bed. A little later the family left the alley for better quarters, a move which meant a well body and a re- newed spirit and, what the man need- ed most, steady employment with a wide-awake firm. Once at the end of an auto ride when the grateful family were acknowledging their in- debtedness the man, his hands on the wheel, remarked: ‘That’s all right. Like all good things, it works both ways. ‘It blesseth him that gives and him that takes,’ because, as I look at it, there is no surer way to accomplish this than by doing some: thing for somebody when we are dis couraged and blue.” Richard Malcolm Strong. ——_~+.____ Have To Be Careful. Judge Giles Baker, of a Pennsyl- vania county, was likewise cashier of his home bank. A man presented a cheek one day for payment. He was a stranger. His evidence of identifi- cation was not satisfactory to the cashier. “Why, Judge,” said the man, “I’ve known you to sentence men to be hanged on no better evidence than this!” “Very likely,” replied the judge. “But when it comes to letting go of cold cash we have to be mighty care- fal.” ——_+~~-____ A man’s faith is his real fortune. Trustee Sale of Merchandise of the Greenberg Stock at Petoskey, Mich, Notice is hereby given that the entire stock of merchandise, consist- ing of tin and graniteware, china and crockeryware, jewelry, 5 and Io cent goods, furnishing goods, bazaar goods, toys, woodenware, stationery, specialties, etc., together with furni- ture and fixtures valued at about $5,000, the same constituting the en- tire assets of J. Greenberg, will be offered by me for sale at public auc- tion to the highest bidder on Tues- day, the 19th day of April, at 10 o’clock in the forenoon of said day at the store building lately occupied by the said J. Greenberg at Petoskey, Michigan. All of said property is now in said building and the stock as above de- scribed will positively be struck off to the highest bidder for cash. R. C. Ames, Trustee. E. E. Gilbert, Attorney for Trustee. Dated Petoskey, April 2, 1910. eg If You Want To Succeed. No matter what business you take up, if you want to succeed you must de what you have to do a little bet- ter than any one about you so that the attention of your superiors will be attracted to you. Simply doing your duty will not do, for every one is expected to do his duty. You must do a little more than your duty. You can not make people believe you are interested in your work if not. Charles M. you Schwab. are { e Post Toasties Any time, anywhere, a delightful food— ‘‘The Taste Lingers.’’ Postum Cereal Co., Ltd. Battle Creek, Mich. H. LEONARD & SONS Wholesalers and Manufacturers’ Agents Crockery, Glassware, China Gasoline Stoves, Refrigerators Fancy Goods and Toys GRAND RAPIDS, MICHIGAN Order a Box Jennings C. P. Biuing 10 cent size. It’s arepeater. Push it along. Your jobber or direct. Jennings Flavoring Extract Co. Grand Rapids, Mich. Barlow’s Fancy Cake Flour Barlow’s Old Tyme Graham Barlow’s Best Flour All Choice Michigan Product JUDSON GROCER CO. | Exclusive Distributors GRAND RAPIDS, MICH. | Barlow’s Indian Corn Meal 18 IS SUCCESS IMMORAL? Peculiar Views Entertained by West- ern Thinker. Success is immoral. To understand this we must define success. And to .do this thoroughly let us go back to a statement of John Ruskin that what most people want is not to be great but to be called great. There are, then, two kinds of great- ness: One comes from holding a great position, the other consists in having a forceful personality. The first class, who are just “call- ed” great, includes those who are born to great place, as kings, nobles, and the like, and millionaires’ sons, also all those who are elected as presidents, governors and other po- litical officeholders, together with all chairmen of meetings, masters of lodges, and so forth. The place holder is not only not great but it is a safe rule that actual- ly he never can be great. Prominence stifles personality. It is well to pon- der upon the statement; it may Save your life. All systems of choosing rulers and figureheads become by and by sys- tems for selecting small, innocuous souls. For a little spirit does better than a great one in ivory palaces. The intellectual two-spot always makes the best noble-grand. Mr. Puddinghead is the best moderator. The com- monplace soul stands the best show cf being chosen pope, bishop or pres- ident. The man who makes millions is awkward with them; it is his son who knows how to act; it takes a gen- eration to acquire the strut. Every man in a position of authority is a fraud. No one knows this so well as the victim himself, if he be honest, and if he have a sense of hu- mor. There is little hope for a king who does not go around behind the throne once in awhile and laugh at himself. It is appalling to think of the moral state of an illustrious high- ness who can observe people eating the earth before him and take it seriously, Of course, there are exceptions. Oc- casionally a really great man slips in and becomes a king, a man with mil- lions sometimes is worth his salt and the chairman of the town meeting once in a long while is the best man in the gathering. But not often enough to matter. That these are ex- ceptions proves that there is a rule. And the rule is that in proportion as you gain the whole world you lose your own soul, Take the kings, for instance, The whole list of the rulers of England have been mediocre or less, with two notable exceptions, Cromwell and Dutch William, both of whom broke in the window. The kings of France were all wretched creatures; the us- urper from Corsica made them look like pigmies. What ruler of Ger- many can measure with Bismarck? And are not all the Immanuels and Umbertos of Italy as sawdust and tags beside a real man like Garibaldi? Of all the presidents only four or five, perhaps, would have towered anywhere above their fellows—Wash- ington, Jefferson, Lincoln, Grant and Roosevelt—and they were accidents. MICHIGAN TRADESMAN Most of the presidents, the genuine presidential timber, were of the type of Buchanan, Polk and Hayes. The common run of great job holders are runts. The great personalities are of an- other order. They are mostly rebels, outcasts and overturners. For in- stance, Luther, Ibsen, Wagner, Cromwell, Tolstoi and Socrates, You must make Vout choice. 1f you are going in for great place you may do so. This is a free country. By all means aim at success, if you please. But do not try to embellish the operation by fine moral senti- ments. The whole process, and the aim itself, is immoral. You are com- mitting moral suicide. Do not write books and teach a Sunday school class that you have succeeded by honesty and integrity. The whole range of Samuel Smile’s literature, which pro- claims that absolute virtue will get the lad a raise from $40 to $100 1 month, and finally three automobiles and the presidency, is untrue. Abso- lute virtue is all right for the office boy. The private Secretary and the railway president must have an ac- commodated or flexible virtue. In the realm of this world’s honors vice is a virtue carried to excess. it 45 the blended brand that succeeds; the bottled in bond is too strong. This is not wicked. On the con- trary, it is the opposite teaching that is wicked. To set one’s heart on “getting on,” or achieving fame, or amassing a fortune, is a nasty busi- ness. And it is what is the matter with our civilization. Life, real life, consists in develop- ing one’s personality, doing useful work in the world for the joy of it and being good because one likes it. The moment you do any one of these things for money or fame you have prostituted your soul. You are an abandoned creature. You have enter- ed the broad gate and the wide way and many there be that walk therein. To go to the devil follow the crowd. “Straight is the gate and narrow is the way which leadeth unto life and few there be that find it.” Also a man kas to be caught young to make him even see it. Only wise or young per- sons (which amounts to the same thing) can understand this writing at all. Before 20 we admire Ibsen and Wagner and Socrates for what they were; after 20 we admire them for what they were not. The least understocd character in history is Jesus. That is the reason he is so generally worshipped. Ij respectable people knew what He meant few of them would patronize Him. For Jesus was an unbending absolutist. He taught perfect truth, utter honesty, entire and antiseptic cleanliness, none of which are nego- tiable. The powers of this world are no more friendly to such things now than they were in the day of the Phar- isees and Pilate. Religion and morality, including honesty, chastity and love, are institu- ticnalized—as much to-day as ever in the world—and the institution is the natural enemy of the soul. Jesus cared for the soul and the institu- tion, of course, crucified Him. Success is opposed to life. The world is organized for the success- ful; consequently it is organized against life. When the world under- stands a great man it hangs him; when it does not it starves him. Frank Crane, Are You the Man? If there are dull seasons in your store it is because someone is not hustling hard enough in the right way. That somebody is probably you. Advertising that your store is the place to trade will not make it so, not by a jugful. You must prove it by using right methods. There is no such thing, really, as permanent publicity. When you have made your store prominent by advertising, only advertising continuously will keep it Prominent. Good goods make good customers. Cheap goods make cheap customers. The store that would be successful needs all kinds of custom- ers in order to make a big business. Never try to be funny with a cus- tomer unless it is some one of whose sense of humor you have no sort of doubt. There are people, you know, who can not take a joke. Every day people are failing to buy goods of you because they do not know that you have them. Get every line you carry before the public. A customer once overcharged is pretty apt to be a customer lost to you April 13, 19; forever. An unfairness of that sor; is not quickly forgotten. The stor, that always looks prosperous js th, store that is prosperous. This mus; be so, because to look prosperous wil! make the store actually so, and ¢, be so will make the store look so Your store may be scrupulously neat without the fact exciting comment once a month, but it can not be dirty without causing that fact to be te marked. Frank Farrington. tl ern Found the Boy He Wanted. A merchant wanted a boy. One was recommended to him from the coun- try, some twenty miles away. The merchant decided to try him and sen; a dollar to pay his fare to the city On the day when he was expected the boy appeared at a late hour. The merchant asked somewhat sternly, “Where have you been? The train was in long ago.” The boy meekly replied, “I did not mean to offend you, sir; it was the first dollar I ever had and I wanted to keep it and so | walked.” “You did just right,” said the gentleman emphatically, “now ev and get your supper and come to work in the morning.” And he said to a friend who heard it, “I would not take a thousand dollars for that boy.” In process of time the boy be came a partner in the business. Homer Merriam. eaG ash 2 First_ Come First Served N e +5) ws Regardless of weather or dis Use the Bell time, place, tance, tf you You arrive, arrange or reserve ; before those using other methods Michigan State Telephone Company “Sorry but the last room was rented by telephone.” wha \ ' Ze > ge “s * April 13, 1910 Fireproofing a Good Name. Many of the best-managed manu- facturing concerns are to-day build- ing fireproof factories. These concerns are managed by keen business men who are neither inclined to pay mon- ey for sentimental reasons nor to put out a dollar without a belief that it will earn. The management knows the following facts: I. That it can insure a well-built and properly equipped slow-burning factory of the ordinary mill con- struction for practically the same rate as a fireproof building. 2. That the fireproof building costs more than the slow-burning con- struction. : 3. That there are more engineers competent to design and more build- ers competent to build the slow- burning structure. Yet with this clearly in mind the demand for the fireproof building is in- creasing yearly. At first thought it seems extravagant to pay the higher cost and the same insurance rate. “Why should we do this?” is the commonest question put by the own- et to the proposer of .a building. fireproof Aside from the question of rapidi- ty of construction, of permanence, of rigid floors on which the machinery runs without jar or vibration and the advertising value of owning such a building, there must be good business reasons which will appeal to owners who buy this kind of building when they consider none of the foregoing reasons sufficient to justify an increas- ed outlay. Perhaps the strongest inducement comes from the rapid increase in the number of goods of all kinds adver- tised and sold under a_ distinctive name or brand. There is no need to enlarge on this. One has but to think of any article, from pickles to pianos, to remember that ten years ago one bought shoes perhaps always at one store, but without knowledge as to their makes, and then to try to find some article from bread to borax to-day regarding which the maker has not had his word with us. If we buy shirts we are coached by street car signs on the name of the brand we ought to buy, and the cliffs of mountains and shore, and letters of fire by night, command us to drink whisky of memory-ensnaring name. All this sort of thing tends toward the building of fireproof factories, because, once a brand or a name is established, or a distinctive style in- troduced, the maker of the article bearing this name must hold his market and must supply the demand for the goods which he alone’ can produce; otherwise his competitors raise a siren song which may lure the unsupplied from the only pure lard, or teach them that there are other soups which will fully satisfy the unexpected guest. That is, the maker of an article with a well-advertised trade name must look well to the certainty that he can always supply that article. This is where there is no insurance to cover loss. Once let a fire destroy the fac- tory, or a necessary part of it, and while the settlements are being made with the underwriters the salesmen MICHIGAN TRADESMAN of the firm are headed out, full of enthusiasm if not of sympathy. When the plant is at last rebuilt and run- ning and, thanks to the insurance, the balance sheet looks as well as_ be- fore, the sales manager knows well that the very real and very variable item of “good will’ has taken a large shrinkage. Often we hear the wail that the buildings and the machinery could be spared better than the loss of the market. And so the many big firms, who are also big advertisers, reason that a plant so built that buildings outside and material within may burn, then need but minor repairs to again house the operation, are a good investment. So we may reason that modern ad- vertising, of which engineers know lit- tle, has set them to developing the economies of the new type of fire- proof factory; and this has resulted in the new industry of reinforced con- crete construction; this has led to the advertising of the merits of the va- ricus brands of cement, and so the wheels go round and round. Briefly, it is largely advertising that builds fireproof factories. M. C. Tuttle. a a Testing the Memory of Fishes. Even the fishes of the sea have pic- tures on memory’s wall. Experiments have been made with several fishes as to their faculties for remembering. But the most striking results have been obtained with the gray perch, which lives chiefly on a small silvery hued sardine. Some of these were taken and colored red and were then put into the tank where the perch was, with several other silver colored sardines. Of course the normal sar- dines were at once seized and eaten, but it was not until hungry that the perch made a tentative meal of one of the red colored victims. On recognizing the sardine flavor, however, he promptly demolished the remainder. Later the perch devoured the sardines irrespective of color, thus showing not only traces of a memory, but also the power to differentiate color, Subsequently sardines colored red and blue were placed in the tank to- gether with the silver ones. The same scene was repeated, the blue sardines not being attacked until the others were eaten and hunger compelled in- vestigation of the newcomers. After this introduction the perch ate the sardines of all three types without any difficulty. Some spines of the sea nettle were then fastened to the blue sardines. These were at once avoided by the perch, which soon got out of the way of the newcomers. This show- ed traces of memory as the results of contact with the sea nettle were shown and recognized. —_- -. ___ The Earliest Englishmen. It is impossible to estimate in cen- turies the time that has elapsed since man appeared in England, but there is abundant evidence showing that he dwelt there at a time when the river valleys had not been cut down to anything like their present depth, when the character of the animal life there was entirely different from what it is to-day, and when the southern part of the island was connected by land with the continent of Europe. Some idea of the time that has elapsed may be gathered from the fact that valleys some miles in width and of a depth of one hundred to one fifty feet have hundred and its purveyors. Kent State Bank Grand Rapids, Mich. Capiisl 460 - O- =~ «O9500,000 Surplus and Profits - 180,000 Deposits 54% Million Dollars HENRY IDEMA - - -_ President J. A.COVODE - - _ Vice President J. A.S. VERDIER - - - Cashier 34% Paid on Certificates You can do your banking business with us easily by mail. Write us about it if interested. been | eroded since the deposit of the earli-| est beds containing remains of flint] implements made by the hand of man. | —_+-.__. To believe in scandal is to indorse 19 GRAND RAPIDS FIRE INSURANCE AGENCY | THE McBAIN AGENCY Grand Rapids, Mich. The Leading Agency General Investment Co. Stocks, Bonds, Real Estate and Loans Citz. 5275. 225-6 Houseman Bldg. 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 GRAND WE CAN 3% to 3%% 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 THE NATIONAL CITY BANK RAPIDS PAY ¥OU Corner Monroe DUDLEY E CHAS. S. HAZELTINE. V. Pres. JOHN E. PECK, V. Pres. Chas. H. Bender Geo. Samuel S. Corl Claude Hamilton Chas. S. Hazeltine Wm. G. Herpolsheimer J. B. We Make a Specialty of Accounts of Banks and Bankers The Grand Rapids National Bank WATERS, Pres. and Cashier DIRECTORS John Mowat John E. Peck Chas. A. Phelps We Solicit Accounts of Banks and Individuals and Ottawa Sts. 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 O Capital Pree NATI yA as LD oly We Surplus $500,000 N21 CANAL STREET Every For handling accounts of Banks, Bankers, Individuals and Firms Facility SEALER ORE EE 20 MICHIGAN TRADESMAN April 13, 1910 SULPHUR IN SICILY. Some Idea of the Magnitude of the Business. Messina, Italy, March 18—In our trip across the Island of Sicily, go- ing from Palermo, on the northwest coast, to Catania, near the southeast side of the Island, we saw and learn- ed some things in this seven hour ride and during our stay in the latter named city that we feel sure will in- terest some of the readers ‘of the Tradesman. When about the center of the Island is reached, after climb- ing the sides of the mountains by means of two powerful engines to pull and one to push, one is surprised to find such fertile valleys among these rugged heights; but, even so, the in- habitants are few in number and the villages are nearly wanting. This district resembles Switzerland for its remarkable grandeur and to quite a large extent reminds one who has passed through that very in- teresting little country of its simi- larity. One noticeable difference is that no snow covers the ground here during the winter season, but does remain upon some of the lofty heights most of the year around. Especially is this true of Mt. Aetna, whose more than two miles’ height is now one- third covered with this white mantle. These mountains mean more to the Sicilians than do those of Switzer- land to her countrymen, for intrinsi- cally they have a value for what they possess. Cut stone is quarried here in im- miense quantities and forms the chief building material for her inhabitants; and when the stations of Ridusa, An- cona and Cassa Unova are reached another evidence of their value is seen for these places are near the center of the sulphur industry. Great piles of brimstone can be seen at these stations in various shades of yellow, according to the degree of refining done Near these settlements—for that is all that one should say of them, as they do not deserve the title of vil- lage from the American standpoint— the sulphur is found in the rock, which is sent to the mill for grinding. It is then heated to a degree that melts the sulphur out, when it is run into pans of about 12x16 inches in size and, after cooling, is ready for ship- ment to one of the seaport towns (Catania, Licata or Girgenti princi- pally), where are located the refiner- ies that still further refine and mould it into the rolls which we find in the American market as brimstone or it is sublimed in the Sublimation Cham- ber, when the article that we know as Flowers of Sulphur is produced. We were granted the privilege of a visit to the refinery of Emil Fog & Sons, Catania (an: old city of 125,000 inhabitants lying just at the base of Aetna), and, as is the case with all lines of business enquired into, we were surprised at the extent of this industry; however, the work js car- ried on here along the lines of what might justly be termed “old-fashion- ed ways.” We were reminded of the old-time plaster mill where the rock that was supposed to contain fer- tilizing elements was thrust in be- tween grinders that ground it to a condition so that it could be sown upon the land by the farmer’s hand. These mills are of the same type and ground the broken blocks of brimstone to various degrees of fineness for the market and for use in melting. The room where the lat- ter process is conducted looks not un- like a large boiler room, where ten furnaces are located side by side, and these appeared quite dangerous as tcngues of blue flame could be seen coming through the cracks in some of the doors. Over these chambers are built where the brimstone is plac- ed for melting, and they are built on an incline so that the melted ar- ticle runs out of openings made for the purpose, these being unclosed at regular intervals to run the liquid into the pans already described. Perhaps the chamber where the subliming is done would be more in- teresting than any other and we con- fess that this was our idea; but it was so simple that we were a trifle disappointed. The room is what would be about a two-story height, made dome shaped, and is of stone construction with walls roughly fin- ished and on these the sulphur fumes are conducted and sublimed, from which the workmen remove the fin- ished product when it is ready to be tlaced in barrels or bags for the mar- ket. The workmen are said never to be annoyed with any tubercular troubles, the fumes making them proof against this form of malady. We were told that our eyes would feel the effects of the visit because of the small particles of sulphur in the atmos- phere of the rooms we had visited and we were cautioned not to rub them as that would only aggravate the trouble. For an hour after leaving we were congratulating ourselves on our sup- posed escape from this affliction, but in due time we were reminded of the need of the advice given, for at the first prickling sensation felt our fin- gers immediately and_ instinctively were raised to rub. Only a _ mo- ment’s thought, however, was neces- sary to call to memory that we were now beginning to have the reminder of our visit to a sulphur refinery. For many years this industry was limited to the output from this Is- land, but in recent years mines have been discovered which are now being worked in our own country—in Louis- iana—and also in the southern part of France. American capital has re- cently built, at great expense, a re- finery at Marseilles, France, and it was just started on its commission the first of the year. Some statistics regarding this industry may not be amiss in connection with this let- ter. For this information we are in- debted to the last report of the firm of Fog & Sons, who say: “The annexed statistics for the year ending December 31, 1909, show an increase of the brimstone stock of Over 30,000 tons above that of 1908. The greatly-dreaded new American refinery built with such lavish ex- penditure of money at Marseilles is now working. Its main efforts, so far, have been to crush the French refiners. We have not yet felt its competition in Sicily, but there is no Goubt but that very shortly they will be getting at us, too, it being now evident that the unfavorable reports of the Italian Chamber of Commerce at New York with regard to the Louisiana mines were unfounded. De- spite these two adverse factors the situation has improved and a fall in prices has been excluded. This is mainly due to the able management of the new Director General of the Consorzio. Since the advent of his administration business has been as- suming a different aspect. He obtain- ed control of the different factions and, wonder of all wonders, he even succeeded in persuading all the Sicilian refiners. At a meeting held recently at Catania, at which he presided, he succeeded in prsuading all the Sicilian refiners to sign an agreement to unite in one great trust. Treaties are now in progress to get the adherence of Mr. Frasch and the French refin- ers and if these are successful one great universal trust for the produc- tion of ground and refined brimstone will be formed.” In 1909, in December, alone there was exported from Catania 8,571 tons; Licata, 6,744, and Girgenti, 9,118, or a total of over 24,433 tons. The other eleven months of the year show a shipment of 340,000 tons or a grand total for the year 1909 of 364,433 tons of brimstone shipped from Sicily, a decrease of about 15,000 tons com- pared with the previous year’s busi- ness. There was produced for December, 1909, and entered at Catania 13,222 tons; Licata, 6,015; Girgenti, 12,428, and Termini 627, or a total of 32,- 292 tons and during the remaining eleven months 370,062 tons, making total production for the year, 402,354, about 2,000 tons less than the previous year, The shipments to us for last year from here were about 8,000,000 kilos. at a value of over $325,000. This sum has grown less as competition has become sharper and naturally will do so in the future, so that unless the trust is formed to control matters pertaining to this industry much anxiety will be felt by both miners and refiners. With an article whose cost is so small in proportion to its bulk the matter of transportation charges en- ters into the transaction so largely that it will finally base itself upon this point and each market, whether it be Sicilian, American or French, will have limited territory only in which to do business. It can readily be seen, then, why the refiners re- ferred to in this article are confi- dently looking forward to the out- come of the proposed combination. Chas. M. Smith. —_—_---2__ The Mechanism of a Watch. We hear much from time to time of the wonders of this or that com- plicated and interesting machine, but there are few pieces of machinery more marvelous than that of the common watch. A watch, it may be stated as a gen- eral proposition, is the smallest, most delicate instrument of the same num- ber of parts that has ever been de- vised. About one hundred and sev- enty-five different pieces of material enter into its construction, and up- ward of twenty-four hundred separ- ate operations are comprised in its manufacture. a Certain of the facts connected with its performance are well-nigh incred- ible, when considered as a whole. A blacksmith strikes several hundred blows on his anvil in a day and, as a matter of course, is glad when Sunday comes; but the roller jewel of a watch makes every day—and day after day—432,000 impacts against the the fork, or 157,680,000 blows during the course of a year, without a bit of rest—some 3,153,- 600,000 blows during the space of twenty years, the period for which a watch is usually guaranteed to keep good time. But the wonder of it does not cease here. It has been calculated that the power that moves the watch is equivalent to only four times the force used in a flea’s jump. The watch-power is, therefore, what might be termed the equivalent of a four flea-power. One horse-power would suffice to operate 270,000,000 watches. Furthermore, the balance-wheel of a watch is moved by this four-flea power One and forty-three one-hun- dredths inches with each vibration, or 3,55834 miles continuously in one year, Not much oil is required to lubri- cate the little machine on its 3,500- mile run. It takes only one-tenth of a drop to oil the entire machinery for a year’s service. ——_+~-___ Birds and Undesirable Citizens, Men of science are generally agreed that birds are nature’s great check on the excess of insects, and that they maintain the balance between plant and insect life, Ten thousand caterpillars, it has been estimated, could destroy every blade of grass on an acre of culti- vated land. The insect population of a single cherry-tree infested with aphides has been estimated by a prominent entomologist at no less than 12,000,000. The bird population of cultivated country districts has been estimated at from seven hun- dred to one thousand per square mile. This is small compared with the num- ber of insects, yet, as each bird con- sumes hundreds of insects every day, the latter are prevented from becom- ing the scourge they would be but for their feathered enemies. ——>-~-____ The Prodigal’s Return. The minister had just been giving the class a lesson on the prodigal son. At the finish, to test what at- tention had been paid to his preach- ing, he asked: “Who was sorry that the prodigal had returned?” The most forward youngster in the class breathlessly answered, “The fat- ted calf.” > ?@e—___.__. You do not boost the next world by knocking this onc. —_2>-<__ He who hides his talent in a nap- kin finds it evaporated. e 4% April 13, 1910 MICHIGAN TRADESMAN 21 $1,500 Per Day Is Being Spent to Increase Your Demand for Puffed Wheat and Puffed Rice During the summer—the season of largest demand—our advertising on Puffed Wheat and Puffed Rice is increased to $1,500 per day. In the June issues of many women’s publications we commence—for the first time—the use of full pages. _ Every month these announcements—clever and strong—go into practically every home in your section. In the past 15 months they have brought our sales up to a million and a quarter packages monthly. Now comes the season of greatest demand. During the berry season Puffed Wheat and Puffed Rice are largely mixed with fruit. Our advertising aims to get more people to do this. During hot weather Puffed Wheat and Puffed Rice are largely served in milk. They are better than crackers and four times as porous as bread. At the present rate of increase this summer’s demand will be twice as large as last. We urge you to prepare for it. There are bound to be times when jobbers run short, therefore please see that you don’t lose sales. During the next four months one of your biggest sellers, and the best food to display, will be Puffed Wheat and Puffed Rice. One package in each case has a transparent front. Use this for your counter display. Made only by the Quaker Oats Company inn eG ae pte similar, SSR rete a ee an 22 MICHIGAN TRADESMAN April 13, 1910 ov — M4 Pe Ft At SF \ Co oS = se = /?27 DRY GOODS, = =: ‘ = = > = S (os = . - 9 ° = 2 a 2 - FANCYGOODS+»» NOTIONS: 4 2 se a ok zp = = = & CBee =O =e ~ See een = eS = ‘ an — : ss Py =) cag MES AIL” mS i, ry if \ Collarless Frocks and One Piece|0ne in the sense of having the blouse Gowns. and skirt joined to the same band, it The greatest care should be exer-|is, in reality, a skirt and blouse join- cised in shaping a collarless neck,}ed, and the joining covered by a belt for at best it is a trying finish for|Of some kind. dresses that ordinarily are supposed| Some of the new skirts are more to have some sort of a standing col-!scant than formerly and others are lar. slightly fuller. Some Dutch collars are seen, but One gown pretty for afternoon oc- these are not as popular as they were/casions is made in marquisette in an when they first came out. Instead,| old shade and trimmed with the dress will neck finish|}shaped bands of net, which in turn flat bands of trimming, or frills, or rose have as a are decorated with embroidery done little lace edges. jin shades of rose. Some of the necks are simply cut| The skirt is cut in five gores. The round, without cutting out, following! gores can each one be cut twice the the line of the throat. Others are|plain measure of the width at the cut out in the front in a slight “V”/ waist, hips, and lower edges. Then or square, the line across the back/the seams are joined, making French not being lowered nor altered. Oth-|ones, and if the skirt comes just to ers are seen rounding out across the|the floor the bottom can be finished front, but by no means to much of|}simply by a deep hem. Make the a depth. When deciding on the shape|skirt straight around the bottom and to cut the neck the effect should be|/have any unevenness in the lengths studied from the sides as well as the}/come out at the top. furn the skirt front, and where the neck is unusu-|right side out, pin it together around ally long and thin a slight “V” shape|the bottom, so that the edges come should be made in the middle of the|/together exactly, and lay out ona front, the “V” pointing up instead/table. Pin together around the top, of down. in ON|being careful to see that it is smooth the neck line across the back and on|on the under side. The lengths in the sides, then the material | this skirt are measured up from the shapes up toward the middle of the| bottom instead of down from the top. front instead of down. | The front length is measured from The frock is turned and The sleeves cover the elbow, are Angig Little small around and quite simply made —being put into a band correspond- ing to the yoke. Some of the gowns made for ceremonious occasions are : : : rati i .| Rapids; showing a decided innovation in the RS seen, style of sleeves. The shoulder seams paves You Much Protect your business against worthless accounts by using COMMERCIAL CREDIT CO., LTD., Reports MICHIGAN OFFICES: Murray Building, Grand Majestic Building, Detroit; Mason in the first place are a little shorter than ordinary, and then there is no top part to the sleeves at all. The under part of the sleeve is cut as usual. and the upper part is usually cut in some more or less fanciful de- sign, stopping short of the top, how- ever, by five or six inches. Straps of narrow ribbon or lace depend from | the shoulder and apparently hold the, sleeve in position. | Another fancy is to have the tops| made of some transparent and decid-| We are manufacturers of Trimmed and Untrimmed Hats For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Division St. Grand Rapids, Mich. edly thin material, so that at a little! SPECIAL NOTICE at one o'clock. We shall be Wholesale Dry Goods Beginning Saturday, May 7th next, we shall close our Wholesale Department during the summer months ing at 7:30 to give our customers ample time to place their orders and purchase whatever goods needed. Trusting you will co-operate with us, we are, Yours truly, P. STEKETEE & SONS open on Saturday morn- Grand Rapids, Mich. Whatever line is decided on forthe edge of the hem in the middle | the neck, a basting in colored thread|front and a pin put in the top at the| should be run in to show the finish-| right length. The sides and back are! ing line, and in order to be sure of | measured in the same way. having it the same on both sides the! The upper part of. this pretty frock waist should be pinned tozether right! can be cut from a plain blouse pat- side out, so that the armholes come|tern, allowing twice the fullness of together: also the shoulder ‘seamsi/the plain measure across both the and the middle back and fronts are|/back and front. Cut a pattern of the exactly on the fold. Then the line | yoke out first in some plain muslin can be traced on one-half of the neck, | and zet the outline of the lower edge and the tracing will mark through on|perfect. The points at the armhole the other half, thus assuring perfect/and the curved point in the evenness. If there is to be a banded trimming|the middle front is rounding in shape, on the outside as a middle lof the front are on a line: and while finish, the seam/the line starting at the armhole runs can be turned to the right side andjup diagonally for a distance of two the band put on so as to and there in a sharp If a frill is to be the finish, it is|point, finally rounding off gracefully generally seamed in with the neck of|towards the middle front, the dress, and a stitched on at the cover it.|inches turns biased facing is} Around the neck the line is perfect- t same time, then!ly round, following the outline of the the facing is basted down on the | throat, but cut one inch lower than wrong side, first stretching it on the/a high necked dress would come. lower edge so it will fit. In basting} Across the back the same outline is care should be used to have the seam| followed, both on the upper and low- come underneath just enough to es-jer edges. cape showing on the right side. Then| When that the yoke is the lower edge of the facing is hem-|correct, it can be cut out of the net. satisfied med down by hand. The same meth-} not forgetting that there are two od of finishing is observed when the/ctraps both on the front and back neck is cut out in any especial shape| which come down to the waist line also, each side of the middle. This can One accompaniment of the collar-jhave the design for the embroidery less gown seems to be a belt; and|stamped on, or silk soutache braid while the frock may be a one piece'can be used instead. satisfaction. Costs no more A line of goods which should date retail counter. % s& Union Suits and Two Pi Wright’s Health 75 Franklin Street 57,0 ae Aoi y FA heli) ain It is economical because it wears and gives the This Woven Label Trade Mark on Every Garment is the Only Sure Guarantee of Wright’s Genuine Goods ece (iarments Now in the Hands of Jobbers Underwear Co. greatest than ordinary underwear. be found on every up-to- tet SF et we SB New York City ¥ - %, ag «4m Si a*. » “& Y wy April 13, 1910 distance the effect is of having the arm at that point uncovered. It gives an undressed appearance, and_ if adopted the outline of the heavier material should be carefully consid- ered. The frills, which lie flat on the dress at the neck, are an undeniably dainty finish when made of sheer ma- terials. Take a sheer organdie, for instance, made in some modification of the styles of 1850, and have the neck cut out a little low and a plaited frill for the finish. On a pretty girl or young woman the effect is bewitch- ingly pretty. As an example of the newest ideas in blouses, neck finish, sleeves, and skirts, a gown with drapery which meets in the middle of the front is an excellent example. It would seem if the designs this season lend themselves either to the wash ma- terials or the more expensive silks, marquisettes, chiffons, or other dres- sy cloths. And this frock would be as pretty in a linen as in some ex- pensive material, the choice depend- ing on the wear for which it is in- as tended. It is suggested that some becoming shade of linen be chosen for the frock, and it seems almost impera- tive to use a circular pattern for the skirt, as to get the best effect. As can be seen, the circular sides lap over the front gore, almost meeting at the line of the knees. Any effec- tive design could be chosen for the embroidery, say a large central dot with large petals radiating from it. This same design is used on both the blouse and skirt and is effective. SO The blouse is cut in peasant style, that no seams where the sleeves join the blouse. Three plaits are laid on each shoulder, and the plaits con- tinue down the sleeves to the elbow. The blouse is cut on a deep “V,” and this is finished with embroidered scallops. Set in this is valenciennes lace insertion, joined to form a little chemisette. Just below the neck line the lace stops and is gathered slight- ly into a little band of the linen, which is finished on the upper edge with small embroidered scallops. Pat- ent leather or linen to match may be used for the belt and the strap on the skirt at the knees. 1. The skirt to this frock can be cut from any plain five gored pattern, and if the front and side gores ought to be made wider remember to take the same amount from the back gores so as to keep the size the same. A good idea is to cut the blouse and skirt first from some old muslin, or if there is none to spare, a good qual- ity for the purpose can be bought in any department store for 5 or 6 cents a yard. Women who do much of their own sewing will be wise always to keep a quantity of this in the house, for if much sewing is done at home there are naturally many things which one may desire to copy, and for which it may be difficult to obtain a pattern. And confidence and skill may be ac- quired by experimenting carefully in this muslin. It doubtless will be a matter which will surprise one to find out how much confidence is gained MICHIGAN TRADESMAN and how much can be learned by this | abilities and judgment you place him practice. For warm summer afternoons there is an unusually pretty frock made of pale blue dimity. And the best part of it is that it would be but little trouble to launder it. The skirt is cut with a short train, which makes it possible to use a cir- cular pattern to cut it by. no prettier model There is for a lone skirt ihe than the circular one; and, while it! will stretch some, it will not matter,| for it will be only where the skirt is already long and it will not be no- ticeable. About fifteen inches above the bot- tom there is set on a deep circular flounce, straight on the lower edge, and pointed on the upper in the mid- dle of the front. The skirt is cut large enough to admit of being gath- ered slightly into the band at the waist, which is desirable in so thin a material. The blouse is cut to open down rthe back, and is cut quite plain, with the exception of a shoulder plait at each shoulder edge. These do not show, though, as the straps hide them. But they lend the necessary ease across the front. The short sleeves are put into the armholes with but scant fullness, and the seams at the armholes are dis- guised by the straps which run from the waist line in the front up over the shoulder and down to the waist line in the back. These bands are finished, including the stitched edges, before they are put on to the blouse. Then they are blind-stitched in place. The pretty bib is also made and stitched before it is attached to the blouse. There are two buttonholes worked in each upper side edge, and the buttons are shank ones, and eye- lets are worked in the blouse to re- ceive them. In this way they can be removed when the gown is laundered. The pretty round neck and the bot- toms of the sleeves are finished by wearing little round cuffs and collar of eyelet embroidery in white linen, embroidered in blue to match the frock, Anna R. Morehouse. —_»--<___ Relations of the Employer and the Employe. In considering the relative posi- tion of the employer and employe it is always well to remember that in a country such as the employe himself often speedily becomes the employer. This can not be otherwise where the employe possesses proper qualifications, such as energy, pluck and honesty, with intelli- gence. The successful business men of our country are men who started as employes and at the bottom of the ladder, but who, by perseverance and ours coupled backbone, have become the leaders of our mercantile institutions. Now, as to the handling of em- ployes: I find from my limited experi- ence that confidence is one of the greatest factors and one of the most helpful stepping stones to success that can be placed in the path of a salesman, a foreman or any employe with whom the employer has partic- ularly to deal. By showing the em- ploye that you have confidence in his on his mettle. If he is handicapped by doubt and distrust you leave latent all his best abilities. The most successful sales- men I have ever met are those men whose houses have placed in them the utmost confidence. The man who is restricted in all lines becomes a ma- chine and more or less automatic. Any one can do his work. The result is has no higher ambition than to remain where he is and this he does. But put him on an equality, where his abilities allow it, and have a staff to lean on, a helper in emer- gency. you Employers are all apt to do little things themselves that should be left to others. The proper thing is to put men in positions who are capable to fill them and then hold sponsible for their work. With salesmen that the most successful men in our them re- my experience is several lines are those whom we ed- ucate ourselves—the boys who have worked in the house; who know our methods of doing business; who know our stock and with us. [ft is not time in ten that a man hired away from another con- cern satisfaction. We all business differently. The employe with the interest of his firm at heart is invaluable. The greatest mistake employer can make is not to show the proper spirit , Don’t hold men off at arm’s length. We live in a fast, have grown up one gives do an of appreciation. progressive age, an and we who sit in our offices are Vv yUY age of new ideas, new methods, new ways, 23 apt to become foggy and have moss- grown backs. One never comes in contact with a person that he does not get some kind of a new idea. Con- sult your help. They can give you excellent pointers—pointers that you, from your isolated position, may not see. The relationship of employer and employe can not be too close in a business sense. It is the exchange of ideas, and ideas move the world from darkness to light, from fogyism to progress.—Sample Case. —_>-.—___ An Observant Child. Little Adelaide was inclined to be cowardly. Her father found that sym- pathy only increased this unfortunate tendency and decided to have a rious talk with his little daughter on the subject of her foolish fears. “Papa,” she*ventured, at the close se- of the lecture, “when you see a cow aren’t you afraid?’ “Why, certainly not, Adelaide. Why should I be?” “Well, when you see a dog, aren’t afraid then?” “No, indeed!” sis on the “Aren't ders, papa: Why, 10,” you with marked empha- 66 ” no. you afraid when it thun- and he laughed at the thought, and added, “Oh, you silly child!’ “Papa,’ and Adelaide came closer and looked into her parent’s eye, “aren't you afraid of anything in the world but just mamma?” aera A Ge tn The hard face usually has a weak spine. Department dressing. careful consideration. In Our Notion We have the necessary items for present style hair Our men are showing the samples, but if unable to wait, write and mail order will be given | Grand Rapids Exclusively Whosesale afternoons for the summer months. Hair Rolls, like cut, 24 inch, net covered, per dozen, $2. Coronet Braids, 14 inch, net covered, per dozen. $4.50. Coronet Braids, 24 inch, net covered, per dozen, $7. Turbans, spring metal frame, per dozen, $1.75. Turbans, fine woven wire frame, net covered, per dozen, $2 25. Nets, silk, invisible, per dozen, Nets, real hair, invisible, per dozen, $1.25 and $1.50. Also a Complete Line of Back Combs, Side Combs, Barrettes and Hair Pins, values to retail at ten cents to a dollar Special Notice Commencing May 7th our store will close at 1 o’clock Saturday 6o0c. Dry Goods Co. Grand Rapids, Mich. searecsibanit he ans wast wes cre HPN SR Pees (nese 24 MICHIGAN TRADESMAN April 13, 1910 SELLING AND ADVERTISING. The Mutual and Reciprocal Relations They Sustain.* I contend that advertising and salesmanship are each the same thing, because each one has a common ob- ject in view. Salesmanship and ad- vertising are closely allied, because they represent your every effort as a salesman, and every advertisement is a salesman and every salesman is an advertisement, with this exception, that salesmanship is advertising plus getting the order. In the same way advertising is salesmanship plus the whistling and you have got to whis- tle if you get the order. The differ- ence is this: A salesman talks to one or two people at a time, while adver- tising talks to millions at one time and all the time and conducts a pub- lic school the selling goods. I once went to a school of expres- Boston, because the man I thought I could learn the business about talking That is, I say I once went; I went only once, but there was one thing that the professor told me that stuck in my mind. He said: “If you are going to deliver an address to an gathered gether at telling them how on whole subject of sion in worked some of if [ for went. to- audience any time, don’t start in by |t) stand for the things he says. unprepared and un- | ~ i iL . : Boe ready tO falK you Fe, For the all- i; . . 1 } cience will 1G tha Out SOOR | a enough oN co i . ; t } } : Yo figure right is the whole busi ness of your office first and then be lreve im your hause, because vour em ¥ i t be + Wes Know the most aheut vou Supervts . ’ ~ 5 5 Now have h t \ ‘ ' Vig Cre "RY sf % } mE SE a 2, . CLEVER $ \ “3 REO RV ES * 3 3 YOO © @ S i os ‘ \ > ’ ae . 3 ‘ . . \ < ks ‘ \ ty \ % \ * » A bj ae £ ki ‘i x *,. »~ * # e fn ¥ ' » < x ¥ “ . make ¢ — prbcae , + ® . of 3 — aoe o—- Me ? = - o ter ones ervention Wis. jiascetation oF investigate what each man is. I do not speak of application blanks that go back to the date of a man’s birth from the date of application, but I believe if you are employing men you owe it to the man himself to inves- tigate into his past. I never employ one on the first application, because I find on talking two or three times I discover things I did not observe on the first visit, because the average man applying for a position is like calling on your best girl: she always has her best on and her best foot out and it is the same way with the applicant, but they do not always ap- pear to the best advantage on the second or third visit. IT say, when you get the man it is always a question of training. I heard the remarks of the gentleman who preceded me and I agree most heartily with the things he told you. On the subject of training, I believe if I could get all the men in town te come before a platform I would be mighty careful about the man who was to go on the platform. Unless you knew what he was going to say en his subject I do not believe there mo- would for a on the plat- is a man here who him to go form to represent him, because he is ment allow representing you, and you will have I wish some one could tell me the difference between talking to a man so } a 2h.2 one man at a time, and (taiKing to } Ri a » t<¢ athnar them al rowel ne F hal hea ' An yehreve im The [raining 1e1 ; au + % XK se the people WhO € W ting n Y4tY Ptame?r have . what V stomers ave y Ww be t } ? } } } . € ’ € taRaS;: thev dec LOW ¥ ¢ i ¢ x s 2 te EV Ere y € € \ » + t € t »? * \ Wake © Ww \ . . \ < § ¥ f Oa 3 3 a 3 3 t * \ ae ¥ , = 3 \ * \ * 2 ai ‘ « a . ¢ ¥ 7 “4 same thing whatever it is—whether it is an automobile or whatever it may be—it takes place in the mind of the person who buys the goods al- ways; when you quit selling goods on the basis of ability—i: mention merely that everybody is more or less of a salesman—you are actually selling goods. Lawyer a Salesman. You take a lawyer; he is mot a salesman but he is, in best sense of| \forget pretty easily, and because I be- the human mind, because a lawyer is trying to touch the judge and the jury at all events; he is selling his ability to his clients before the jury and the court, as much as you do when you sell a bill of hardware. Every man must represent what he considers to his own good. If he has ability he wants everyone in town to think he is a pretty good sort of a lawyer. Advertising More Than Sales- manship. Now, advertising is a little bit dif- | ferent. believe in advertising. more than because salesmanship, advertising means continuous trade. I |! will tell you why some men succeed in advertising and some men do not: /!"&;, If you were going into the hardware bu to-day it enough for you to say: “I have siness would not be open- ed a hardware store in Jeffe: go> I } 1 ? ; City ave gone tnto the hardware 1 : _ , ' usiness and I ask that my tends come and hus from me “En % } know the hardw MusIness Dp ‘ + Pr 4k. y we n é vertising 7 ess [| e@ spent LOWS $ thous ts whars : : eve 4s, : i. ee ae ‘ ¢ 5 - \ ~ rr? ~ ¥ vv ¥. g z g g ‘ es : : ot = ' - Some men say they do not| Advertising is | does not stop flowing at once, but you ;HOTICeE it and save that money?” I said: “Do you think I look as if I were crazy? Do you think I look like a man who wants to spend money if he could save it?” He said: “No, f do not think you do, not this morning; you look all right to me.” I said the same thing to him that I am going to say to you just now, that in order to continue a big business, to be suc- cessful, you must keep your name before the people, and because people lieve that advertising is not only sell- ing goods but it is insuring the name and the business for the future. Advertising Should Be Persistent. I am talking as a man who spends now. If I were sure that we all our output for the and 1912 I wouldn’t stop when money sell IQII advertising, because advertising it is like from a fountain The and you shut the could years you shutting off the that source Stop + Lin a . water has its 1 source away back. may off fountain ~ . ylec hack e some miles back water supply and go down; you rater left for awhile iS CFuEe OF advertis- ou shut it off. shut r mnniv raw ehist 7 supply, you shut off i d \ JUSINESS Some Vv en may fig: t I € vertise to s : ‘ or S Mi ye y rel’ Mayb : : ie . WV E ! thinks sv A y wee a5 * vt a op Me April 13, 1910 MICHIGAN TRADESMAN ee ene j | 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« @ At t ac h men T see on a DRAWER OPERATED Register we will furnish it for $15.00 Prices: $50 $65 $75 $90 $100 canna Detail Adders: - - $20 $30 $40 tnacment F. O. B. FACTORY ge ee The National Cash Register Co. Salesrooms: 16 N. Division St., Grand Rapids 79 Woodward Avenue, Detroit Executive Offices: Broadway and 28th St New York, \. Y. A TERNS SIENA ROE ALL SECOND-HAND REGISTERS SOLD BY US FULLY GUARANTEED 26 MICHIGAN TRADESMAN April 13, 1910 I will probably buy now; when I get ready to buy I will on you.” But when he gets ready to later on; |last eallia that is doing betterment of business. wholesaler or man- six years buy he will most likely so to thejufacturer, we ought to be glad that next dealer, where they are more 1ew life has come. plicit esty Known Alone To the I go on the theory when you write Individual. advertising, use little bits of words| After all is said and done, nobody that everybody understands. It is in the whole world knows whether a that if or not but just him- them they will Your wife thinks you are hon- Harvard her you are fheailg or tion does not ood thing to keep her er way. I have it she couldn’t prove man with a lit life. You are the only to express it, f whether you are hon- ideas could use not ometime ask yourself the idea was big enough to attract |the question and get the answer. That attention without the use of a lot of/is generally true: because lots of men big words igo around boasting about their hon- How To Advertise esty 1s no sign that they are hon- Then on t yuestion of how tojest. There is no such thing as hon- dvertise: Now some people seem to/esty boasting; boasted honesty is only think there ‘is some mystery about/pretense. I am not putting myself on advertising: the professional adver- pedestal as a model, but I am try- tisement writers, and s try ¢ = to describe the condi ; throw shroud of mystery aroundjness. I endeavor in it, make you think y have to have|a business to deliver the same an expert. Now there is no mystery |thing I say we will deliver; I stand about ive tisi 1g not bit I will pat on the subi of < ile hip bet you that each of you men who is|I furnish them sell stuff. It means running a store is a much better ad-|not o ly selling but keeping it sold tenths roa ‘ tial fessionals. -W hy? nine- pecan use ilais is T \ oO = t . : scod thine t : 1 some men be dishonest, because | have seen som were honest, wit and methods, w has gone by 1 has, whet! vi you sold like it or not, there ncider consider we the great some other fellow: you has more ability than n't you know the is in the American SIness mia anyones: You are yy some one. You say- He is not Mi are. He yet there in one jump. No, step at a time. Dig Success he 1s nt from what ye reaches out for another. If stepladder and stand it not step all the way floor to the top in one too big a step; but if you step at a time can to the top of the ladder. up you | tiative, We are overawed by the man of po-| litical success. This fellow is just as| human as we are; there is nothing} ‘about him to scar not a bit, be-| lot of fel cause a lows have about as| much ability as the fellows at the} top if they only thought they had} and would act accordingly. I have! known men, I have me who are at t lows he top, and whe en| you meet them and talk with them| you find that they have no different | Ilmind from your own: they are jus Sei Classe s _ Men. Another thing in the retail a mt zs I have in the manufact iring busi- ia o i t i \< nd kind you have to tell three or| 1 because their mine not on the business. The third is| the kind of clerk that I am looking} for and you are looking for in that |great class that is commencing every | Ww h oO who know- iday, that great Class men they are only men who interests before you to tell them. "They HIGHEST IN HONORS Baker's Cocoa & CHOCOLATE a2 HIGHEST AWARDS IN EUROPE. AND AMERICA Registered, U.S. Pat. Of A perfect food, preserves health, prolongs life Walter Baker & Co. Ltd. Established 1780 DORCHESTER, MASS. Hot Graham Muffins A delicious morsel that confers an added charm to any meal. In them are combined the exquisite lightness and fiavor 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, Waffies or Biscuits. AT ALI. GROCERS. Wizard Graham is Made by Grand Rapids Grain & Milling Co. L. Fred Peabody, Mgr. Grand Rapids, Michigas Crescent Flour For Everybody, Everywhere Backed by a splendid reputa- tion for distinctive quality and by a positive guarantee of satis- faction, Crescent flour just fills the bill. It gives to the housewife an opportunity of bettering her bread and pastry without add- ing any extra expense. It gives to the grocer an op- portunity of meeting the re- quirements of a most exacting trade, allowing him to make statements that not only get the business but hold it as well. If you handle Crescent flour, take full advantage of its superi- ority—and if you don’t handle it, get busy with your order sheet. VOIGT MILLING CO. GRAND RAPIDS, MICH. Get in the Lead! Don’t be a Follower! of expert and up-to-date m and modern mill in Michigan today. New Perfection “The Faultless Flour’’ and let the other fellow trail behind. Be the first to get for your store the finished product g 3 illing in the most complete You sell Write us today for prices. WATSON & FROST CO., Makers Grand Rapids, Mich. ' + MICHIGAN TRADESMAN Zt Na ee i : : Dewey had initiative when he t ecause, gentlemen, I tell you it: ‘ a : - -i¢ - “an ar ¢ a? ie g EAS Si : * i e ‘ <« ° and cut the cable. He knew what/we have to know how to think. fty dollars: 1 t : oo. 77 © ot la . of ’ 1¢ Was apDoU Employes’ School. 1 don’t se knew more d wrong witl tter i Si that “ dis 4" thn + riunnine | | forernt A bse ded iE a re . Sen i e “7 ‘ . f a lenras aranan at iq nave a OO} o Tite TEtTAtliIoO } i > 4 emer rté li ¢ “My name isjand contracts to s to hin if your name is jthings 4 man will have to hi: TZ + r a! ee ; ‘ ‘ ¢t y + ‘ OU ARE ALWAYS SURE of a sale and a profit if you stock SAPOLIO. You can increase your trade and the comfort of your customers by stocking j sell 1 q 1 ‘ 1 ; needed t do. 1 t hecans ey e April 13, 1910 INDUSTRIAL ACCIDENTS. The German Plan “a Handling This Problem. issued by of A circular Association Nationa! of the the Manufacturers United States contains a review of what is known as the “German” sys- tem, which is reproduced in its en- tirety herewith: Germany has paid its disabled wage workers more than $1,500,000,000 since | Vs) ? | 1884. It pays its injured, superan- nuated, and their dependents, some- thing like $126,000,000 a year. sum the workmen furnished ounce of prevention is pound of cure,” German system. of the system in hody’s Of this “AN better is the keynote of the an we article in Every- Magazine quote the fol- lowing: “Germany has a system of compul- ory imsurance, to which both em- loyers and employees contribute. livery injured German 1atter how he was xy his own fault, workman, no injured, wheher by the fault of his :-nployer, or by nobody’s fault, draws i regular weekly compensation either ‘rom the sickness insurance fund or from the accident insurance fund un- til he is able to go back to work. “Whereupon the following pro- ‘ound reflection occurs to the Ger- vans: ‘The more accidents there are the more injured workmen we shall ‘ave to support, and the larger will »¢ the premiums that we shall have © pay into our insurance funds. But tae fewer accidents there the ‘ewer injured workmen are we will have © support and the smaller our in-| llrance premiums will be.’ ‘This ehasity consideration leads the xermans to address their follows: ‘Here are nite devices. We tiaplore you to use them. We shali ‘teem it a favor if you will not tr o get hurt. But if an accident than a} From a description | workmen as |, y |amount of misery to hundreds of thou does | MICHIGAN helpful thing, the right thing. Nine- tenths of everyone of us is habit. The | German compulsory insurance law is! it hands | at con- a good law, not only because { ou coin and medical supplies because it the whole lly toward pre- sets the face of German nation habitua venting the human crippling and ma beings, ngling of toward wounds of those who, in spite of all precautions, have been overtaken by en sods misfortune of accident toward tends ward lessening pain, Such a course to spreading peace, toward | happiness. The difference between the Ger- |man situation and the American sit- uation is the whole difference e- ltween that modern, scientific, peac making device called “com ipulsory in- surance” and that medieval! unscien tific, strife-breeding contrivance call- ed “employers’ liability.” Under compulsory insurance the remedy for an accident is to get tl victim possible, his feet “ogg as soon as and to think 1 eventing on of or all aecidentce nf that t pi all acc! lents a1 tha ¢ vy particular kind in the future. | “employers’ liability” the remedy for lan accident is to start a lawsuit. ' rhe weapons of compulsory insur- ance are safety devices and convales- cent homes. The weapons of “em- ployers’ liability” are lawyers, judge instructions to the jury An the marck was st tion of the of the I ithe organization of a insured the milies against the which ensue from the common acci English German system said: ‘ re statesman speaking of 7} b, Pic When Bis ngthening the founda German empire, 01 German workmen itheir fa And a supert ~heme ANG a f I 1em lis. It has saved an incalculabl sands, and pos oy illic ue ee millions of peo- ‘appen and you do get hurt, here are/ple, who never deserved it. Wher ie best doctors and the best hospitals |ever I went in Germany, c t! the empire. Use them and get well|south, whomever I met, w 3 soon as you can. We shall not|was an efnployer or a we 'et you crawl away to your home and| conservative or a liberal. or a set good and sick, and good andjor a trade or a union le I oor, and then send a claim agent tolone accord spoke in the n d 1e side of your bed and offer you! of t t effect month’s rent, just about the time/ y been e y 1e landlord is coming around and | great system. All we have left now et you to sign ase. your name to We are not interested 1g your signature er. We are health. a re-| see- on a piece interested in The sooner you are} well the sooner you can go back to work. And the sooner you can go back to work the sooner we can stop | paying you your weekly indemnity. In pursuance of this wise ot the employers and employes of Ger- many, united in their insurance as- sociations for the common welfare of | both wage earners and dividend draw- | ers, have spent $120,000,000 in the last Of pa- ‘ou to 999) twenty years on workmen’s dwell-| ings, workmen’s baths, workmen’s hospitals, workmen’s sanitariums and was good business. crease the insurance was good Christianity. It helped to make sick people well. A good law is a law that gets men| and women into the habit of doing the It helped to de- | i lacrel restoring |} i meanwhile workmen’s convalescent homes. Itit premiums. It/a truth, is being driven age pension resting tion—a modified i * l relief.” The principle of to do in order to put ourselve level with Germany—and I hope competition t be limited to to mak some furthe the sick \for the invali widow land orphans he broke wn sol |diers of industry.” | Louis D. Brandeis, who has giv }™m uch tis me and attention to “socia 3” of the United States, G sania and England, is quoted as f lows: “Germany adopted quarter of a century ago a compulsory |tem of old age insurance, the burden to be divided between employer, e ploye and the State ignored tem is cons partnership of all structive employ TRADESMA venient times to injured workmen but | pr healing the | Cael | ployes, principally for ¢ auranas off purpose of ' ‘ ii ¥ | preventing economic loss and second- Dandelion Vegetable Batter Catar | . - ae we ‘ & perfecti¢ Pore “getanie Aerrner lheye jarily tor distriputi unpreventa and one that mplies eth “he pire economic loss ove ye st, : food * es f over ; Stace and ~ oe tanh St ge ow lburdenin Z the inc aTrecte j Weantactared vx Motte & Pichar tenn le , ‘ Pasa ‘ ot i priticiple of t E ystem Sarttoyios ternalism, a modi f clin vs " relief. F. A. Vanderlip, one of Am ica’s highest financial authoritie |G. J. Johnson Cigar Ce. aquoted (Henderson’ “Industr A cheap and handy way of dismiss-;waen we come fo spiritual objects we ; . + lahoal it re till more at sea For who ~an ing 2 fect 1S >» lapel } Ale >ciii LUI @ ata. i - Le tell hat i life x the soul. or love Y wa delivering a lecture some {| *C! Woat 3S sie, OF ERC SOuL OF 10Ve, i as delivering a ecture m ™ 59 rt. . E < hre sh aun th oo chennee cle 6 wot ot Geek Wan | eee Ge Ge t2ie a ta > AES 4a £ iVULACCU , . 2° - 2 i liwav W } 1 greatest and most indispensabdic [ . } Sw 4 } ter vho w ’ n sely |things, I but name three bottomless tt ait y \ ~~ = > c £ % + ¥ 3 0. jae A . ly interested. |Pits or topless skies rsailec \ \ ~ \ es . , onl he " nad baled worhans (OORRIG, Nhat 3 : ever graspec » . . VS \ ¥ t : ‘ | oo t Love and Goc ee es SAW \ ) } hh +t » hal t SS k 3 se [ ali disgusting abats, therefore » > x COL $ he ex t W SF IS COCKS eRYSS t2e@ Mos +. ; kK” 5 \ $ t € ‘ g s WN A ROW $ gone af a € \ > \ \ . Fite . V = s eSt Sig € ; ‘ ’ t spok KROW ee beac ess is the s af ~ t sig g @ 3 , . 3 > . x we \ x . ‘ . \ \ Xe s x Vs > » ‘ \ ‘ Ne 3 \ \ re \ \ vi * \ x < \ ~ \ a : r she ‘ \ © . : ‘ 7 , . \ \ \ ‘ - ‘ < ~ ‘ 4 \ \ \ \ ‘ \ os \ \ ‘ ‘ 1s AC ‘ \ \ eu 8 z t \ \ : : a % »> \ ‘ \ ‘ ‘ 4 \ ‘ Wee ‘ 4 , s S c é UK iw tick \ . ‘ S sects ‘ CCESSATY t Ane \ CNIS 4 CS ty » > ; 5 i LD . tae c \ riK \ k , ‘ en < OF Rs e t < \ \ \ Wea \ y hs } ¥)> \ » social enc But | ave neve i SAY \ / . : oi a had the i consent my own m ‘ } } i +4 eh ~~ h wee i. } la} ; . WciONne kk any OF hem When : sles wy [evel I have witnessed or participates ‘ Vi 4 4 ; : “ show of p san or secta < \\ i CW 4 ‘ e} yey } HOLT } } ) . ‘ siasn Sud Ss a pouuca AaaiyV A vik \ ‘ , a . : 5 ’ \ ' 4 ‘ AW Teno MMabvona muluial aqnuratviot LOTwaMAaT W hx i SACK ee bee Wi . " aby , . ; VW : onvention, IT have been ashamed of ic A \ Ww s s \ » +4 18 1} semana —o a . » mnvselt all mplies a certaints tire VUICK . } . ~ 3 > » 2 : that not one of us can honestly have Lie rarmer sx appic ia SO . \ Chere ought to be some way of gov Q a “ aces is ew } CT ‘ ‘ . erning the country and saving the ti VS What tn eK 1s th { ss 4 5 ; . } . world besides beating one another in pull . fF the earth: but Sir IT[saa : . 2 | . bay to activity by mutual pretense and nas a ei tor it—gravitation Hut] s lsehood i what is the difference between saving , : | . ' . “ = | * " 3 > : | What Is the Use of Labels Links iAils mweCaAUS OT gravitaty +. + » * j : gs Why can we not each of us think | and Say Y na t faiis Decause it Is ; j : oe . |our own thoughts, have our own| heavy The difference is that one isj., |. viov our n feelings? Why | ; oo : ideas, enjoy our own feelings? Why an academic label and the other is] . ib. as ie j}must IT be classified? It may be that | just a common or garden label .. a fro : . al { am just a fragment of the general! . } . Now tt iT oF pasting apeis on ~ eee 2.3 . } . e a t pasting label " jimass, a pebble in the heap of human | things is Sy | n be le ned out 2.0.) os . . | “Ss : : ' 7 pebbles, a raindrop destined to “slip . os : : of hooks The ea KN ieage Tiin : » f | KNOW ge jinto the shining sea,” but I do not] things, of wh: s their ess nd iy i ilike to think so. | On the contrary, I like to think that | |personality is as great as the uni- Lae rn botany wh are en- od easy to learn botany, which are €N-/ verse; that the stars above are mir-| borin ; inh ora a wens and all . . bag Gogens and whi 1 are exogens and ali irored in a skv no less sublime with- | that, but to know trees and flowers, |;, ata ; my soul; that lightning and thun- | their mature and habits, their soul and | der are echoed by storms of passion | flavor, is a rare attainmen |within me as awful as they; that my ;memory is more wonderful than a stood, is the manufacture of common | British museum, my will vastly nouns. All male specimens of the stronger than any physical force, my genus homo sapiens we call men; all|imagination more amazing than the f i similar appear- | hand of Phidias or Raphael and my Knowledge, as popularly under- animals of certain ances we call ll horses, and so on. But|/conscience as majestic and as mys- God himself. It should a man or a horse? jnot be hard to believe in God, for is that what it means really to know|terious as | . 4 : : iman himself is hardly less incredi- ble. od * - sony odccecty | JONNINGS : st | Flavoring mato Extracts a 2, | Terpeneless Lemon cee cae | Mexican Vanilla ttever BEV VEE i oe ¥ ; . hat midden virt S W SULe © Vas N 7 2 C € SWe Yes SELOAKS ee < Wa v < ‘ X € > \ Cd X ‘ A \ x S$ ’ ‘ t . ALEO S © Maske REO W ‘ xX CAS . » ss Ss, f es 8s * ee s » 3 \ * $i: \ 4 2 - < & rape 4 ” v 4 4 Hn tht yo £ z \ iA » aa \ ALS Re AAS. bs x uA ~ ™* 4h A eee New Pineapple Product \ . + \ DUC SA s Cavararnteed by |e es Flav ‘ ‘ AM A Ag Ex act VO ye ©. road ~ y \ and Drag Ac e¢ Ww »» A es Serial Nao, G88 the > > a4 : , , . Pric . . \ . Arties 2 will be pee tee Current V4 ° 4 * \ OMCS! Ke — COCOA and CHOCOLATE For Drinking and Baking These superfine goods bring the customer back for more and pay a fair profit to the dealer too The Walter Tl. Lowney Company BOSTON Lozenges | Our plant is one of the largest in the United States and our brand is known throughout the entire country Double A Lozenges Are recognized as the leader for quality ASK YOUR JOBBER PUTNAM FACTORY Grand Rapids, Mich. ~ a rs > 4 & » S * . : a . & » ™“ ' PoP sy « * Yt “ » -* = } {2 * * 4 ° > § \ S * . : ~ April 13, 1910 i * * - + * ” Saygoe MICHIGAN TRADESMWASN - , se The Reason the Retailer Wants His|cia! condition, carrying 5 | fin t wit i ' i je a : " to maint credit a ts, t g t , € houwses g : hr © Sive ¢ ge this ae ~ Atte ment and very 21 t ‘ m v fou Be Ac Timer ections 3S ali Ct > © Ss ie errort Ere Cre t $ > S accounts steely to 3 thisty, si BUICKS LEA >t¥ ¥ S i i L ‘Rae eb a teal 42S 5. SP ASD LP . - > . =u * ee , ee ’ a ea. ST Gar Oa: Kapa: Tempest AIR é ; ‘ COEY SOmns : aot Steer Rewerrite. Seep . ‘ ‘ ; mm Swrmsediver ‘thaee feoor Seertere " : ’ ee ee ee 2 " : > » S ~< \ ~ ‘ “ < * x < < " an “adel 3 *remkios, + .«iem@ers, a2 EF PH pemcoteces, 857 a ae By bis the ‘ . wer Rates = « (a en x ‘ \ of “ * ot Conside \ \ I seeure him?” but \ ecrates Bs . .s * . x ta, \ 4 - ar VL Oe. ‘ < < \ se < ‘ t r is c Ss ne extent ¢ ¢ thr et “i oS " s « i i R < i td SVSremaliy € ras va \ x < ~ @ ~—* 3 I have it d iin . sOC ' i io » “ a we? had opened ‘ t wit é ‘ 2 ‘ tailer, and for six months teceived a / business : he Statement of his account, to which no $ 2 attention was paid The tact wasi< ty $ - transmitted to the office of the R \ 2 is . tailers’ ( redit Associatio: vners bers the \ss on he was notified of his d yiwtth th $ tale . \ , ’ . A oat . te and was much lagrine « rurnisne y tne i ers Trem Fixing the Responsibtlic aD 44s x faRT ed, stating that he as be in this;bers thus inforn : rina ’ ‘ _— : en . ‘ : ° : ‘ . X « Bic ¥ ve emer. community and that this was th advised that such indiy : st Wietigan Distribeters first letter of this nature that he had 1 t t $ Bie 47.49 Ne. Divtedew Se ever received. He enclosed his che g > A Ster for the amount to the retailer, a names are usually refus : said it would be the last or I tten they are the st st would receive. It goes without say f some ¢ tw \ 1 ing that the retailer was ised tojbers of the Ass L \ Same receive his check and the letter sit t men wat S a tT e O O well, ct clos A retailer buys his goods upon cer rnished t Associatio . . ie " ” tain terms and he must meet them asj|have an sent son member - ' agreed and if the remittance is not i no name ars the list i forthcoming the jobber has no hes vithout just cause, ar ts x i tancy in drawing on him, and this/jis resulting from this s should apply to retail accounts, butjlustrate: If John Jones test unfortunately it does not. The vol-;}George Smit r t ter t ume of credit accounts which arejcredit man receives S : PEA ene pe it ae delinquent are a great source of wor-/he looks to if this iz 5 FOOTE & JENKS’ COLEM AN _ SRA™~D ry to any business man, a majority i Terpeaetess gh Class of whom are compelled through com- |< etiti ox d credi ey are} ¥\ | — extend credit. They are| lemon and Vanilla also a worry to the credit man who| : 4 the c¢ ’ r Write for our **Premetios Offer Iwas ToOmiacs e * ary ater strives to get a small percentage of | on getting Coleman's Extreces from your aoe is satis at: . — ¢. aoe celinquents. These facts often place} : ' a q : i “i ok FOOTE & JENKS, Jackson. “ich a merchant in an embarrassing finan- | Credi MICHIGAN in = ? a a © . The Condition of the Leather Mar- | ket. The leather market presents le ne ieather market presents a de cidedly firmer appearance than wa. the cas€é a week ago. prime cause of the } } n hea has deen the linent proy pron 1 3 peen tne extent to wnhaic SOmec OF tne iaree manutacturers have been operating, In this p Lic ila he n rket prese an appearance not see for many months th ugh some of the busi- hess was d tedly done c tne expense oi values. Undoubtedly the advance in hide came as a grea the shoe men, as jobbers, for appointments there was belief a widespread that lower p the near rices were bound future. In place has manufacturers nowever, tnere been an advance and now the covered not are facing the their needs possibuity Of still high- er prices, with the surety that the market has a strong upward tendency, while at the same time they believe that the vance is not legit- imate and due entirely to manipula- tion. Howver this may be, there is ni questi COST- ing mor it ag The act SCE tain, as nsett condition time some with considerable irregularity in a eading West- ve advanced price 4 to during the leathers or nrice Uete regard to price lists. ern tanners ha cent ner foot 7 cent pci Ot on both side calfskins, while others ; doing the same thing ; 1 inally making no change list. Finished Calfskins. — calfskins are ' strong, principally on account of the materially nan they were at While alesmen_ to customers as far as a advances in raw skins, which are now higher tl the beginning of last month an effort was made by s protect their possible, doubt some manufacturers have un- edly failed to cover their needs » hid Hiade | as fully as they ought, owing to a i the permanenec same time most sbelief in of high prices. At the possible urers who have se- business for fairly the wi later in the season. cured a good volume ot the fall run have covered well and are likely to see ithis policy ' ae te Russet Sides, demand for . . . } been of good vol- Outside of the finished 12... 1. = ‘ one 5 calfskins, which has ime, the feature of the market has been the free lof russet kangaroos a i> DPC a boarded Tt nere sides, and also in and satin finishes. heavy volume of placed for storm shoes of both black and colors, cf leather suitable, and the styles known by a the sold freely. FoOG many names In various price The sales of lately are lists, have these grades of leather said and now to run into very large figures, tanners leaned up, especially on lines. i doubt made to but it is ated, most of the local are 2 move t doubtful if either Low prices were no h | lines, be duplic in price or in quantity. Hemlock Sole. Hemlock leather — in sole is regard to the volume of business be- valu ing done, although es are still very firmly held. There is a scarcity of the cheaper and lighter grades of leather, as they have moved very free ly during the past month into ex port, while the home trade has also taken these grades fairly well. The leading interest is holding prices very firmly, and those in authority say sole The hemlock money. that more will shortly activity cost noted in the union leather market has not yet been communicated to the hemlock the trade, uestion Of time end of but it is only 32 | when the larger manufacturers will wake up to the fact that values are getting to a point where it will be very convenient to have a good supply of leather on hand. Union tanned sole leather contin- ues very active and some very large bills are reported to have recently been sold. One large manufacturer is said to have been a very large pur- chaser lately, rumor ziving him credit for buying at least 100,000 sides, while others have also operated to the ex- tent of from 5,000 to 50,000 sides. Pric- are very firm, especially on light and light-middle leather, which is still] in very light supply. There is no large surplus of any weight as the stocks are in excellent shape from the tanner’s standpoint. Offal Leather. Offal leather continues quiet, with jlarge offerings. The surplus of this te sdom of} movement in all kinds | orders | all kinds, in! all the j TRADESMAN CE TRADE MARK SF2 NA Ar Conservation RDP Is the Topic of the Hour H B HARD PANS Men’s Boys’ Youths’ Strike a practical conservation note. A shoe that will appeal to the mother with a family income to conserve Uncommon wear in every pair—and good style. Regular Hard Pan or Elkskin stock for Spring and Sum- mer wear. H B Hard Pans for Men are built of the best wear-resisting stock tanned. There are no better medium priced shoes made anywhere and they are sold in H B Hard Pan These dealers are the conservation and stores progressives in giving. in value A sample order will business. get more of your Let us have a postal request for samples today. Herold-Bertsch Shoe Co. Makers of the H B Hard Pan and Bertsch Shoe Lines Grand Rapids, Mich. H B HARD PANS are made in 26 i earried-in-stock styles April 138, 1910 ne We Put in the Best And Nothing But the Best ees RAPIDS SHOF Your patrons get out of our shoes just what we put into them in wear, comfort and style. Our rule in shoe making is Quality, first, last and all the time: and Quality means with us style, comfort and wear, particuiarly wear, and a great deal of it—much more, in fact, than is Our record for this kind of Quality covers a period ordinarily found in medium priced shoes. of nearly half a century. It has paid us big to put good value into our shoes and it will likewise to sell pay you them, for they draw and hold the best trade in your locality. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. | | ar * £ 1. — a April 13, 1910 MICHIGA class of leather has become so pro~| verdict being reached, nounced as to have a serious effect /lent while the tren upon the demand for flexible splits. | the direction of a sale It is fair to say that the higher |danger signal cost of the raw material is not the |@pproache only factor in the improvement noted |2@ word, in the leather market. Undoubtedly |SPinning there is a decidedly better feeling in|P path, has the shoe trade, due to the increased |@5 business coming to hand. Traveling | men who have lately been on the/¢ road in the South and the South-|Shoeman. west report having secured a good | volume of business, with the hag se of more when the jobbers come her this month. The cheaper grades o side leather goods have sold — which, taken in connection with th duplicate orders now being received | for spring goods, has encouraged the} manufacturers to look for a success- | ful season. Just how much concession | Trip. re. it was necessary to make to secure} the business in cheap shoes is not}, known, but it is suggested that some |} of the tanners and shoe manufactur-|_ ers have — adn together inj. both ciade concessions in order to} stimulate trade. As previously stated there is a sharp | hy f demand for colored ae and most ‘ Id of the manufacturers a themselves | washout back on the road unable to meet the demand to the ex-| Will he always wear his hat tent they a an however, |back of his head. talk esaw the present result and were everybody he is It? prepared to take advantage of the on Not after he has uation, and are therefore able to add/route a dozen times: pos a very profitable ending to the spring | when he has been rit a ha run. The whole situation in bothitimes. Depends « w muci shoes and leather shows marked im-|power he has. provement and a cheerful tone pre-} Do; vails, such as has been i f tis ca- many months—Shoe and _ Leather |tion as Gazette. the hears ld ee ee man.” The Master Salesman. No man ever really exhausts the | de- possibilities of his subject, however|mand next year if we can depend up- closely he may approach the limits;on the statem of his own capacity or of his liste 's|While green patience. No salesman ever rea | quite popular the last possible argument in favor|that tan shoes will continue t of his goods until the personal equa-|Wworn for a number of years cy i always lo rk well when w ell cared tion of the customer is eliminated. There is some special application of | all things to all people; that apphes with equal force one else. This . the vital touch of cessful sale; the distinguishing im-| pulse an finally decides the sale, | and it must come out of the cus 1 er’s own heart. The salesman ig introduce it, but he can not particip | An employer whose aims ae : ! i in its effect, for his own reaieraes4 ern and liberal should give ly oc S iT "i ay res rh ¢ ‘ - a only supports him to the thr © hol - ployes the _ Speortanity of putting here is a mysterious int w, DO icc c : yond the reach of his sdlbietee. into which the customer must go alone |p, and out of which his final decision will present issue. jinitiate, create and submitting This final appeal, a By this tween desire may be precipitated by some sugges nterest in seek lew prob- tion from the salesman, worked into]lems and endeavoring to solve new the customer | An in-| ter agian then, an unwise word, may shift the train upon a line of greater Sea There is a time, even in special influence by succeeding train of thoughts —Shoe Trade Journal. ~~ ____ Love lifts up when it does not iknow it is bending down 1 can not irrigate this desert aching for tears. The man who can so nearly follow his mind the workings of another mind that he can read the probable ee i a time | Yo 2 salesmanship, when silence is golden. |by preachi ¢ i : I i | ing a deaf ear to men, Hirth-Krause Company Shoe Manufacturers Grand Rapids, Michigan = * oo You can not listen to God by turn-| Red School House Shoes Mean More Business For Giris For Boys Red Schooi House shoes are Stylish, Comfortable and Long Enduring, and merchants w ; do the Largest School Shoe Community. Business in Their Parents watch their ch ren’s shoe very ciosely and they usually ne wn : the merchant who saves them schoo! shoe 1e not only do Red School House Shees bring the children’s business to your st : money of their parents, t Better t rm im fall. Do Not Place Any Fall Gotlens Until You See The Red School House Line. Send for Catalog Watson-Plummer Shoe Co. 230-232 Adams St.. Factories Lecated at Dixon, Il. Chicago, Hi 2 EY 3B4 MICHIGAN TRADESMAN April 13, 1910 | and De-|ing i jhas Dictate Styles mand in Footwear. Fashions The influence of fashions in cloth-|of a bread-and-butter standard with} ing do certainly decide the propor-|some indications of a sale of fancy favorable conditions | iat have resulted so far in spring} ntinued, tion of sales of footwear. In the} shoes f the women’s footwear this is a more em-/t phatic I there are men’s footwear vary with the tex-|many possibilities of large supple- ture and orders. establish prece retail trade, estimated correctly will mean footwear. The their and are sure to strongly a month ago. Some extremists even believe that more staple and/fashions in headgear affect fashions popular. lin footwear. If the radical fashions The desire to have statement Some grades of/business are co color of clothing fabrics and/| mentary spring and summer dents which if follow-|\Warm weather stimulates lowed up year after year usually actland if as a demand to!th the retailer that Fashions may be fickle and c from time to oan but at ceeding season are becoming more than was anticipated and more settled, resulting in shoe fashions that are barometer of trade sale of novelty getting 1angeia fair amount of cash e believes in signs./retailers are hands on each suc-i order mmer goods mor footwear tolin both clothing and beedienee prevail harmonize or contrast with otherlin footwear. the orders for such stvles wearing apparel is a trait strongly!will be sure to come. The variety of developed in women. The idea is to}shoes on the market is almost star- purchase shoes to suit a costume andjtling. It would seem as if no two not purchase a costume to suit a par-iwomen wished alike. In the large cities this complexity of styles} yecause of the intense retailers within} mparatively small territory. It is} retailer shoes ticular style of shoes. Custon ic. 5 .. beg . making nowadays can _ not I is Recessary any more variety and individualitv) competition between 1 17 ; than the well stocked retai! that is, at a fair price. also evident that some one in footwear to harmoni: 1 zets the jump on the rest by having vidual costumes are gradually passing.!shoes that are harmonious with the The influence of the clothing market)demand prevailing. A few years past! upon the business of a shoe store is|it was the practice for women to call} very ma re-|for the same style of footwear. The} tailer mu | of|patterns were very much alike. To-! trade prophecies for the advance sea-|day individuality marks footwear son by considering what influence|trade. When gun metal pumps were| fashion will have upon his stocks in fashion, everybody wanted gun! \ large shoe buyer in New York/metal pumps. When tans were in makes it his duty, prior to ordering, |f. sberhaeind — tans. Now} to consult with eral dress goods|the trade is distributed among pat-| dull leath- buyers in the department stores. ex-!ents . © > — = ? ~ smc ~ rt . ! : amine fashion plates, inspect drylers A multitude srl 1 ry 11 } i Scie a eae = sum 1 the im-|« tr braids and the u 1 t + he women’s fz trade Some wonibes consider that s, instead, rather in-|variety is the spice of — shoe trade, Is conservatism, yet heiand that popular demand for a great! finds it an indispensable part of his|variety of shoes is beneficial to the training to keep touch with thelaggregate sales of the store. Others| fashion of the times through the me-jplay only a few staple lines, Between] diums within his command. Thel/these two we get a happy medium. A| fashion trade papers of the country|store with a complex variety of| are upon his nd he consults|styles, and materials can not have] them as liberally as he does the Boot} many f When a} and Shoe Recorder jfastidious woman decides to have a There is always tiful shoes, but they must be aproj of the shoes and she} the sizes on} costumes y w Whims of fashion ak + Pee hims of fashion times n the fitting aL hea L tr } » } —— cost the snoe trade a good dea has on that} money he Cans ret lers PT agai | noney bvecause etaier Then again, | facturers have not gauged th onl staple| th cla > ailer -} h : . tne sty! € Retailers who have problem of} in the schoo! of experience the his door be-| sity of keeping in touch w have some-| fashions of the day watchful forithing distinctive for summer wear. ‘ ee e 5 orders this fancy footwear he should|the manufacturers to push cloth ip- have it in his window early and dis-jpers. They present a great variety pose of it as ickly as he can. Sta-lof colors. Ther rs spread new ples are conservative t i ther before manufactur- fer the variety, profit and ers to counteract the sale that a sprinklinz of It is thus competi- . . ga ai 1 ~~ teeerrn yw } 1 ; 9 The ret s that ve influence them to use us trom s e retailers of d colored shi es One show a very optimistic busin ur-'of th lements of chance, a mere lis the “Chantecler” jinvaded the ifine castor skin. terial are made chiefly in black and, ibellishments on istyles of orn fand leather pumps for the itrimmings set with shoe business. Special/t patterns and designs bearing some) analogy to the chantecler design have! been rushed through clothing and| textile works to get on the market for| early sales. The vivid colors are like-| ly to stimulate the trade in lored| although all authorities at! the beginning of the footwear, season pre »phe- sied a poor color year. The March purchases of cloth by! the manufacturers mean a mer. Whites will be strong as most} authorities predicted some time past.| Canvas shoes are being made in all! colors with considerable demand for! them. White canvas shoes also will: go briskly in the misses’ and chil-| dren’s trade from now on. In the very fine trade, velvet shoes or! veloose are selling strongly by re-| tailers in different sections of the} ? Veloose lends itself to th cloth sum-| country. igh class pump manufacture because] finish, very similar to a| Shoes of this: ma-} of its rich | Boston gray. Bead work, ornamental metal de-| signs and sunbursts are used as em- high grade _ ladies footwear. Some of the more elegant} amentation on veloose fastidious women's trade are showing silver! imitation dia-| , enamel inlays or chased pat-! One low shoe mond ds + : terns. recently ex- e|“Chantecler” craze. the Easter period. The tendency | whim of fashion, that has thrown oft| hibited in Boston has a_ beautiful been towards sensible footwear|the fashions in clothing established | fleur-de-lis of brilliants and a slender isix months ago for the summer trade| collar of French braid. craze. It has even | It was most ingeniously designed and _ attracted the attention of the people passing by. Beads and ornaments are being more and more utilized, and many Parisian designs have to attach to the been imported vamp of the shoe. Strap pumps with jet ornaments, tan ties and oxfords in dull finish shoes all are being decorated with these handsome embellishments. Low cut French slippers of black satin have no ornament save a single rhinestone that serves to emphasize the graceful curve from instep to toe Black suede slippers often have the high gold heel, which women have found has done so much to shorten the appearance of the foot. A more daring use of this idea is when a ' . jscarlet heel is put on a black slipper and a narrow rim of red is about the top. This interests cos- tumers who are making a play of the Those retailers who do not have shoes made up es- stitched pecially on this order of colors, black oe aa no a rer atc and red, can order red wooden heels from a Lynn manufz substitute them. Th opportunity to season’s § Beaded sively on fashionable footwear as on acturer and easily ) also offers an age of a last ct la o ~ et ~ * i ~ ~ a Da : | = ? ao every other part of this son’s costume toe of the of in jet or oth boot is each strap being Sometime the boot 7 worked out er beads; sometimes a strapped above the ankle heavily beaded in ICHIGAN SHOE COMPAN TYLE ERVICE : ATISFACTION Made in all You get them in the MISHOCO SHOE 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 Four Kinds of Coupon Books Are manufactured by same basis, denomination. tion. TRADESMAN COMPANY, irrespective of size, us and all sold on the shape or Free samples on applica- Girand Rapids, Mich. April 13, 1910 MICHIGAN TRADES MAN A black wenle) seen having a heavy ex-| c sole, but fastened to the full] shoe height by means of straps about! apart. Another novelty | is cut in a street shoe with a wing! tip with buttons down to the very| point of the tip at the side of rhe! shoe. The shoe also was cut entirely} in one piece on the inner side, the! intricate shoe was tension designs. only seam being at the bottom lap) ping. The decoration of shoes has be-! making requires | match For ir come an important item in stylish footwear. Fashion that the decoration of shoes the trimmings of the gown. t the new cord and tassel ef-| fects on fall shoes are an adaptation! girdle. Inlays are seen in several oxford lines. It is| fashionable to have the inlays match} the cloth of the gown. { } Some retailers go to the extrem of trying to match the shoe trim- to the trimmings of the gowns.| Laces, or buttons, like those on the! zown, are called for. j mings For the spring and summer trade | wide ribbon laces muck fashion. The two button pump and the ankle strap pump are the} most popular button fashions in sum- mer low cuts. They cal! for only few buttons. however. The one two eyelet ties are among the ing Summer tasnic ec trade in wide The short wa! in the summer fi the elaborate by them. One of the high or fourteen strap boots that is shown in the fashionable shoe store has fancy stitc Sal and | boots with -foarde na OXTOTGS anGd trimmings will be demanded : i i 3 is cut at a pitch that sives a new effect to a warm we pia boot. ft is worn by women desiring something! exclusive and a short —_ Long dresses r every-day wear dur- are in favor fo ing the summer, and are for evening wear when patent leath- ers or ae pumps are worn. | me of the samples shown in win-| dows in the leading cities are as fol-| lows: A patent new stage last with a regular tip and tiny pe ce aecpate A one strap oxford, of patént leath- er, with a very low vamp adorned with a jet ornament. The strap is fastened with a er button. It little and attractive An ankle strap tie, of patent leath-| er, with a tongue and ribbon bow ar-! rangement that gives the shoe the ap- pearance of an ankle strap pump. A two button oxford of Russia calf leather. A Gibson tie of patent leather with a topping of black corkscrew cloth. | A dull calf ankle strap, pump with a plain toe, a rainbow and a narrow rim of fine perforations along the top. One new dress slipper of pink} leather has four button-hole eyelets} cut in the vamp, and the eyelets ar lled in with a lattice work of silk looks o ;Other patterns are s i icalf, tan kid, mat kid, iton gray, i whole j;have been very encouraging. men’s clothing. {the various fashions ican not very well be altered. that may be worn with | is never} ba used only}! patent] sty seamlessie thread. This latticed eyelet design is carried out in a number of slippers of different colors. Handsome and expensive shoes of gold leather and of gold cloth. The cloth is woven of go old thread. A blue slipper has a baby blue rib- bon band about its top. The ribbon forms into a cluster rosette on the jvamp. In the center of the rosette| is a pearl. A right and left strap effect is a inew design in slij Some of these rizht and are adorned with ta in Russia| black glazed| black calfskin, Bo corkscrew cloth and the! range of cloths. One of the retailers in Boston has} el | kid, all grades of been making quite a special display} [of calfskins for men’s footwear, and} weeks | He got} retailers in the city. Boston gray calfskin to} through the ordering heavily on this| he investigated the men’s market and — that gray} sales for the last three ahead of other He expects sell well right color in| eee ae tans are} < a ms 3 was to be the pr good contrasts and men 7 would many who under other conditions not purchase tans are d e of the taste probability as a staple and This | ic he 2 tte < z 3 h ort ' is to be a pump season. The snug ankle and vamp fit achieved by manu- acturers this season insure sa 7 ii itl ae oa ae “ad cate coe i very attractive and satin is used in| : s shoes intended for dressy wear. S i a. eee I styles are even made up in general] ee ed oe a at oT IT€SS goods, stich as pongee and tus- es : 1 1 * 22 sah in blue and black with fair pos- ibilit of their being so!d in fash- sibilities or t 7 1 ionable shoe sailor ties will be second in favor to pumps. Tans now are assured a ready sale. Prior to last year, green shoes were almost an impossibility to sell but from the demand expressed by men patrons they are likely to be sold in some sections of the country From the foregoing e creation of foot- wear to please the taste of the wear- whether they are de- signed to harmonize or contrast with jthe materials used. It will thus be seen that the retailer is twice pro- tected in your ordering by keeping in touch with the demands of fashion in fabrics and texture of clothing — Boot and Shoe Recorder. Michigan, Oh And Indiana Merchants have money to what they want have customers great a purchasing pow per capita as state. all the business you w: The Tradesman you next” sible ev © 3 Q “4 eo buyers other medium publis! The dealers of Michi Ohio and Indiana pay Are you getting Have |The Money] and they are willing tc spend it. If you want it put your advertis Tradesman T Tz tell your story. If in the good one have merit, our scribers are ready to We can not sell goods, but we can duce you to our pe then it is up to you ~ aweat @iits - — i iS a and your goods =+4 bh, Jteis WuY é Pe de — ~— ow Vie ** — can help you. Use the Tradesman. and you can not down on results. us a chance. use it f1 MICHIGAN TRADESMAN April 153, 1910 3 . - SS a = = ~ x re ? nel ea or -_ ™ —_ ~ _ ae / _— — _ ~ _ ~ -_ ‘on ¢ = = = . - . > - = ¢ -— ~_ — > = - ' = : = ; = = STOVES 4x HARDWARE < ~ a t — to ~— ~ nn “ r [_ ~ — ii a A ~— a cod — saa s “ —_ = = { - — — < SS — = 4 - = _ = = Sa tt = = ~~ a “a = - a — —e = _ ‘ Saooety ad — a, ~ One or Two Phases of Window Dis- play. only business ever known t ery 1} ,e A iiC leneth of time with - 4 & exist any . ee a dow displays is a blind pig, and t t . _ i 1 © merchant t »-daAv average nharaware ercenant ¢ a . % q 3 at is not interested in Kind ¢ live stock. } } vid Work o1 wind ow display should 4 begin out in the stree \ mud hol on the ont of yc t will ean \ le ot or mud c ont } . + your Windows t : : on slingers Or your a Cracar } iy . if yout rep 1C< t OT) Mik NV 4 our s »w that the average knocke zea in « attractive manne } well washed hardware window will cause that w dow sell as much merch se as the average clerk. Of c se, th window has little dge on th clerk if it is supplied with a good lighting system, for it can w over time and not play out, while the clerk, in order to retain snap an energy, must have a vacation once a vear. The fact that some of us give aur windows a vacation n often than that does not make it essential to the window’s life A well worked window does not lock anything lik an over-worked clerk Ithough ? overcrowded window does som remind one of an excited clerk five orders behind. Glad Fan Cold Sh let ry" 8 am 1 Se cic ‘ eae + rp The window lisplay S$ +O the srore what a face is to a man Che Al mighty Creator put some merchants into this world wit] es that grew north and south instead of east e f ~ S7VVTEVI ling positive fault and we must shou the blame ~ 4; } 2. Our credit man s 2 look .. . antl } into a man’s eves } lis the : : 2 a i i story. In his flash ign t every man 1s eith ] est crooked. Yo ser f.-} 29971 rr mn ¢ ee say nash judgemen Snouid ‘ count rr 1 W ell, pernaps t tg cre mart ira f man araws 1 ent Saia \ ’ 1 aA 1, cS ae aus i. the money he saves his hrm every nian oe . Sink i ai : year, and he is not wrong once in §:000 times. Credit me nerely experts on human crook who one of these chaps is mighty clever. We are all, in a way, credit m te the 1 } 1 Dreaks the stores with whom we : see their window displays, Inc ‘wmdomen 2 a. i flash judgment and either go on down the street or into the front door. The good i window has either given us 1, ? and” or “a cold shoulder.’ Our Experience Experience taught a5 le qaispiay window aso, i me a Be c : mare resson réw years . ‘ ol , “ao : i aiong, as if it lesson in window dignity, pass ness. I was located in a town certain railway line was without nosiitinn and sineh! an competi a, an a cinen on } - + the IS ess ] hat sor oO stuck my crop, and when one} stormy winter the division on which] we were located was credited with forty-two wrecks in thirty days, I| saw what I thought was an opportu-! usy rl Snow sheds, : a miniature atcher’s crowds. I thought we would proba- ibly have to make police arrange- jments to clear the sidewalks. She 'would probably look best in a win- idow with a white background. ; jnothing. lattract the crowds, The Egyptian Princess had cos icents a look all summer and a 10 i itubbering while she was in our win- 'cdow would cost the public absolutely Yes, we could undoubtedly windows but our Aaa used to create a demand for |goods, and when that object was ac- ico rc ap a 7 enr sey complished and some cu taught } and at] ne time one in window foolish- | t on a window. We'| em- | i disp t othce n front a train dispatch- | s : : laid out with a bottle of rye beside him. The train was a tangled mass, | ard dolls with stretchers aided don- Keys with carts in hauling mangled ms of the poor wreck victims to a| hospital in the distance. On the other | side of the window was a saloon nam- | ed the “Railway Rest” and a depot with a sign, “Tickets to Destruction.” | in ¢ ont of the window was a| card reading, “Division K—Forty-| two Wrecks in Thirty Days.” eT : ng local 3 up Crowds t ront + excite- ment was concerned that window was | blocked the side-/| nt of our store and the lo-| apers wrote editorials on it. The| n superintendent asked us to it out, hut we thought it was a er, and let it run a week. Sober ‘tion has since taught me some igs about that window t 1ot soak in then. Lh Nat j could | not create any toy business. | It did win us the ill will of a number] railway o It wasted our best window a week just at a most] mportant season, and while we amus- | ed the crowd we lost some good| customers Since time I have local events to used windows to better advantage. Pri: Waneta all circus went into the hands receivers last summer and the of- icers sold the freaks at auction. The ringmaster bid in the $10,000 mummi- d that ee . . eit the portraying of the mewspapers and our show Cess Still Sleeps. Egyptian Princess for $2 25 and stayed A later I think he kine est 4 7 think the boys put up a job on the tor I was approache triend of the circus and ask with us. seligil d by our d to rent the mummy for a window display. I invited the man to a seat at my desk and it would =y fe have done your heart to see his smile broaden as I told him how she would surely attract stomer nt- ex- We ed to buy we would be forced to stock of mummies was and that our used for public amu | He saw it our way. That poor mum- t has not hardware for 12.000 years, nia: h- wer piain that our } r Saie, were just my sold any and as far as we are con s|increases horse power. _|and anti-corrosive. Mica Axle Grease Reduces friction to a minimum. It |Saves wear and tear of wagon and |harness. It saves horse energy. It Put up in | and 3 lb. tin boxes, 10, 15 and a5 ‘lb. buckets and kegs, half barrels jand barrels. _ Hand Separator Oil ,18 free from gum and is anti-rust Put up in &% ~|t and 5 gallon cans. STANDARD OIL CO. | GRAND RAPIDS, MICH. CLARK-WEAVER CO. The Only Exclusive Wholesale Hardware House In Western Michigan 32 to 46 S. Ionia St. Grand Rapids, Mich. 215 Wabash Ave. GRAND RAPIDS NEW YORK We are anxious to make new friends everywhere by right treatment. i We can also ship immediately: Teachers’ Desks and Chairs Office Desks and Tables Bookcases We keep up the quality and guarantee satisfaction. If you need the goods, why not write us for prices and descriptive catalogues—Series G-10. Mention this journal. American Seating PARSING More School Desks?_— We can fill your order now, and give you the benefit of the lowest market prices. Blackboards Globes Maps Our Prices Are the Lowest Com} CHICAGO, ILL. BOSTON PHILADELPHIA wr Sa Nate <% > ee \ \ % 4, Mp, A HH , Aa % ~ ‘. OOS, SSIMPLE Ss * Yh Gy 2 Dia \N Teall? x Ce ets ; PRM? NA SSS eee FOSTER, STEVENS & CO. Exclusive Agents for Michigan. Nd SSO SS . ISVs Weje} SS SSE S NN SASS SIA’Qn SSW HAL AS \ iS CK CLEAN Si Grand Rapids, Mich. Write for Catalog. gf * 'S 2 i * 7 , Ay re, April 13, 1910 cerned “the Princess Waneta . still leeps beside the still water.” Hits Your Store as Well as Mine. Another phase of window abuse is tinware automobiles, saw steamships heads of w rope m widows on the stove pipe women, etc, etc. I am not going deeply into the subject at this time, but briefly. It will never your prospective customer away the impression firmly fixed in his mind that your store carries a st complete of lanterns be- cause you h used one for tin- stock ~ ey } ~ r 2 ie : 2 small corner of his ain as a } ae shee on > Ene street r Setting your } \ 1 = } oi vattleship whose were made ot saws. Following this displays may will never gain iprint was tr hing’s iInewspaper is down } r £ } ite _1H SLtOVES [** ,jand approac ne the ~~) 4 cu 4 ue and back reading with sul na t yo know the rest \ . & 1 : ‘ \n old Southern colonel visits a 2% : 1 4 Miv desk occasionaliv and “ “ss familar off to me, “Son 7 I take have } id contempt. ~alnnel cs coioneil, and niuhii “3% na DUC WI do show wi Scrving horse play The eady to cheer wh - 1 D or the tr. It only grins “Waltz Me Around te.” Assistant Manager in = Trade. The other day I was in a pawnshoy counter he pull- gold c | _|One of the Pawnbroker’s Tricks of | jen Canal street—I may add thar ee ale ate leeeibets me his friend. | ,|] refuse to go on record. While | j;was talking with him a man entered | piece from his {a i} smelted ; , consideration you -|pcecket and pushed it over to the] a . i dealer The man. ijudgi feats «fad ‘ ers. As they look into the|@¢aler. The man, judging from hi i “ 1 et sail "me $e he ur store do they see|clothes and manner, was from _ the th okie | 3... [country As he surrendered his $5 stability or a play- i eager voice i I was a pre- window trimmer has! : ‘ig | tet aie jows in the | tm on this eee coin. He did 1adOWS 1 } 1€ more about wi L ek eee a : ebec nthe not know how much, but seeing that hice. He sums it up in this way: i Sr a a? . Bhi jai ae What have you to show the people! ahora Soiy oe ci ore ecole at a special price? When he shows ‘way visa eS = ow e he mi — garden hose, he shows only goods |°'SPOS€ Of 4S treasure. of a kindred line in the same win-| [he pawnbroker informed him that dow. Grass shears, hose nozzles, |''¢ had come to the right pl What menders, reels, bibbs and lawn spray-|W@S more there was a premium on evs lok well in > asin hose win-| this particular coin and it had a mar- dow. Mix a few churns and milk|ket value of $12. At this the man cans in this window and it will de-|Showed gratification tract from its working power and/ “I was right then,” he said. probably send those who look at it! “You sure were,” said the pawn- away, thinking “watered milk’ in-|broker. “But,” and then he told the stead of “everything to make the|man that he was already stocked up lawn grow.” {with this lucky gold piece. It would Summary. ibe foolish for him to buy it. He Show one line of goods at a time. Let it be the line for that week. You/b couldn’t sell stove if talked jumped to rim locks and then talk- a man a you ed stove again until you jumped c hunting knives. It would only confuse your customer. How often have we seen windows Hed with such a confusion of hard- ware that it made our heads ache? When strangers look into our store’s eyes let them see there stability and | singleness of purpose. They are form- ing us first impressions that may affect our business for months. These impressions may be favorably ed if they have read our newspaper advertisements of that morning. The newspaper and the window dis- play are not enemies nor even com- petitors. working for the same single purpose of boosting your business. They work hand-in-hand. The paper in- forms . OT display’s arrival in town and puts him im a receptive mood The proper kind of a window display proves the stove half a minute and then | labout inclin- | They are both your friends, | your customer of the window, iwould be glad to have it ordinarily, ut in this case he would have to re- | fuse. ever, if the man to for a piece of jewelry, a inice chain, say, ichains which could not be duplicat- ed elsewhere in Grand Rapids. How it? The man with the coin ‘considered and finally decided that it Howe wished exchange it 'was about time that he got a new chain. He took his pick, left his coin and departed. After he had gone the pawnbroker stood leaning against the counter with a smile on his face. I was interest- led and asked him wherefore “Why,” iis no premium jand the chain I said he, “just this on this gold piece gave him cost me here i$1.35. Just one of the tricks of the itrade.” I let it go without comment. But jit is a true story. CR te aR | Outfit for Electrical Kitchen. The kitchen range for electric icooking purposes consists of a hard- iwood table finished in Mission style, j completely wired. and ready for con- c. Hs - - h ~ star . — © ~+ wdtCs ait ci > sot ¢ VA ie ¢ ‘ With 1T V¥ a heater " -. ‘ ed t » . ~ +h ¢ no ¢ - ¢ttr Cet, 1€ enin 3 sai call wat S$ c r we - ~ = 2 - > Meat 1S $ rs ing » + ct —— = Estabdlisted im 1373 Best Equipoed Pirm in the State Steam and Water Heating iron Pipe Fittings and Brass Geeds Electrical and Gas Fixtures Galvanized Iron Work The Weatherly Ce. 1% Pear! St. Grand Rapids, Wick cal heating industries have m rie tant sho Awnings for ieoee and Residences. We y laze common pull-up chain and cog-gear lier awnings Tents, Horse. Wagon Stack Covers. Machine and Catalogue on Application CHAS. A. COYE, INC., 11 Peari St., Grand Rayids, Mich. ‘Do You Make he had some _ $12} A Satisfactory Profit? If you paid $5,000 for a house and lot and had 2 chance ¢ ell it would you take $4,000 for it? Not likely—you would want to make something on the deal would want to make a profit that wo pay y¥ r r trouble iF time, your expense, and, incic y, add a little rt r bank ac Every time you sell a Trunk, Suit Case or Bag do you make enoug so as to add a little to your bank account—do you make 2 srofit that is consistent with good business principles—are your goods of such qualit that they command a ready sale and a satisfactory price? Why tamper with inferior goods when it’s most eas - ‘tried and proved’’ kind at prices that w enable yo ake **Satisfactory Profit?’’ It will take you but a minute to ask for our catalog of Trunks, Suit q Cases and Bags. Won’t you do it NOW before rget it? BROWN & SEHLER CO , Grand Rapids, Mich. 38 MICHIGAN TRADESMAN April 13, 1910 NEW YORK MARKET. Special Features a the Grocery and | Produce Trade. Special Correspondence. New York, April g—Spot coffee is | about the dullest on record and the} the almost utter lack of demand— lack—s causing the holders some un- eusiness wonde } me iong They are ring hold improvement. It ill not be there is no coffee have on if to pleasant to they can : costs hold a it wi h coffee weath- thirty days more of er. Buyers seem determined to take | the smallest amounts and there the niatt sts. In store and afloat there the close Rio | Mild igh some trans- 5g@834c ace in Maracai . roca vy withdrawals } - “x ! eq sugar on 4.905¢ nd 5.05¢ itracts New business is very ‘ ivt Ch \me can quotes 5.75 10 rat ted d others 5.25c, less 1 pe ent. cash ry} tea 1 Ket 1S ratn more quiet > 7 . this veek, i yers Seil Ss sec : ; to have different opinions iS to vaiues nd both are waiting for something to tu 1 meantime matters sin ply drift Not te erest can be pick } > . 5 t ut n the rice trade. | cnasers ' : e taking s its at about ne quotations Prime to choice domes- zc, x ¢ Spice ta ns re it Qo Supplies e€ not es y larg 1 gh there is no dearth of nything. ~ ' } Travan he Lool weatner nas imp vec the y 3 it a faSS€s Market and, upon the whole 1 : $ ot 1 oWill c ted a pretty oG wee I ices re nchanged Little is do- i ng in syrups Supplies are not 5 | 3 . large and rates are unchanged. What 1atter with canned goods side are m oaning 1d gt Le * the -r food prod- } a 09 ¢ the fact is that eo Asal? eo : ar tinne ok qauil that It ac- curiosity In nothing is 15¢ anya - vin sm he s1TC@ ay tomatoes waicn jogging along at some-| wing at about scems to want mo I keep up assortments. Unless there is n improvement later on it seems as] eg es a DIg DUNCcHh though there would be of cann or sale in the future lop eg f butter are well sus- taines the whole’ market seems to be firmly held. Creamery specials, 3214@33c: extras 32c; held stock, este imitation creamery, 23'%4@25c: f actory, 22@2214@23c. Cheese i Steady at 17!4@18c for | New York State full cream. Eggs are doing better and at the close nearby stock is quoted at 231%4@ | anes _Westere and Southern, 21@| ; Western select extras. 24c; reg: | i pack, 23c. —_~--~ ____ The Salesman in the Grocery Store. | What can nanship that can not be a kind of sal There are ids: : length, is asc said of any! esmanship? three dimensions to sol- breadth and thickness. It | lentific rule and is a fixed prin- how | portance of things. He, not his -|ness, is the greatest thing of the *i That is be said of grocery sales- | | ‘ iciple. It is universal. iSalesmanship. A knowledge of the! | grocery business, a knowledge of cus- itemers and an intelligent application | of that knowledge will make a good | igrocery salesman. make any kind of a good salesman. It does better than that. make indus- (builders and business builders Our present day captains of try. The query might be exhz with a formula were it not element in business life makes for gr for one eater or less commercia! success—the element of personal equa- tion; the geniality of approach, eith- er native or trained or acquired; land presence. Probably more lother business, the gr the greatest tac business demand for tact ocery ete makes al) - ._1ers, the grocery lesman has much} i aed lhe call for thought and energy 1S aSj : yal r ane a usually graceful in design, ; . -. {to think of. izeo. Pierce, | : ee ; great in handling a small sale as it| highly finished and rival- is in handling one which means larg- | Mayor Restricts Slaughtering. ing any case on the mar- er rewards and greater business. | No longer will Mason City, Ia.,| ket selling at 25% higher There are two elements to be con- |butchers be allowed to kill their poul- and one we can _ highly sidered in salesmanship: One is the |try, calves and sheep in slaughter | recommend to those de- business itself and the other is the| | houses maintained in the rear of their | Siring an exceptionally salesman. In the first place no man|places of business as has been the | nice case. Let us figure should be in a business he does not|/custom in the past. Such was the] with you—a case, com- respect. If he — his business|order issued to them by Mayor plete outfit or none. he considers it a dignified business. | Kirschman last week. In a campaign | The employer, nine times out of ten, | for the keeping of the city in a clean} . looks ily for the dignity of his |condition ross now on, the Mayor} Grand Rapids Show business. The salesman should look] was led to the decision of taking this | Case Co. out for his own dignity. Millions step. It is said that the alleys were : are spent every year elevating the /not kept in a clean and sanitary cond: Grand Rapids, Mich. grocery business, the hardware busi-/tion while the work of sl The Largest Manufacturers of ness, the clothing business—every | was carried on in the At t Store Fixtures in the World kind of business. Is the salesman | shops. Notice was oe the butcher | keeping pace with the business? shops last Wednesd ay morning. In selecting a salesman I his mental grasp of the relative salesman in the line, should aoccuaal sh his object with the least possible ap- parent effort. Deference to the wish- es of the customer is paramount. But | a salesman should ney slavish his atténtions. It is not demanded and it is bad taste to attempt to im- |press anyone who is trying to intelli- gently spend a few dollars with you. The customer wants to be waited on. |He might not know what he wants. the salesman’s business. If he knows what he wants sell it to /him, not as though conferring a fav- ment. A line, or any er be jor but as if you had what he i anted. That is trade. It is a bar- |gain and sale transaction and should [be carried out in that way. You |know the stock and he thinks he |knows what he wants. His taste imight be very bad. He might have |a very wrong impression and in the }eye of the salesman be somewhat mistaken as to the merit of a particu- i\lar line of goods. But, again, he | might not be as foolish as he seems. ‘It the salesman knows the business, | knows his goods and shows that he [knows the customer will be satis- ted and go away with a good im- |Pression of the store, the salesman and himself, As to the element of human nature iwhich enters into consideration of | salesmanship, that is the personal j¢quation of the salesman. It takes ;| Many world. kinds of people to make up the Some people are quick and So, too, is fixed |others slow, some intelligent, jand determined the basic principle of ignorant. That formula will | Sells them all. nace (1 people. Good salesmen make good business peop usted | hen purchases should be made. the which | ' the stocking and the sellin ig, the ad- than any | Yertising, the trade getting and trade | consider | i ' some The good salesman applies | his distinguishes all own quick intelli- He between them—if he is the good salesman— | to them igence, The object of sales- jmanship is to sell the goods. The| |salesman is dealing in goods and not} He only deals with peo-| ple. So he can not remodel them to! suit his ideas of how and what and! business there is | The system has around it to the extent that a good | grocery salesman is a man of con-| siderable capacity. With the buying, | In the grocery igreat detail. grown | Quality Scientifically and substan- holding, the routine of meeting the} ivaried demands of big and small buy- | tially constructed, Are You In Earnest about wanting to lay your business propositions the retail mer- chants of Michigan, Ohio and Indiana? If you really are, here is your oppor- The before tunity. 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 ithas. It is a good advertising medium for the general advertiser. Sample and rates on request. Grand Rapids, Michigan Cl te wi a wa a> “# ah a April 13, 1910 MICHIGAN TRADESMAN a9 Reminiscences of Three Former Residents. Written for the Tradesm=-- The late Colonel P. V. powerful man physically. Personal Fox The of a man weighing from two to three | hundred him. periment When the subject of his ex- had placed his arms firmly against his sides, bending the elbows and extending the forearms dience to the Colonel’s in obe- the latter, standing in the rear, would lift the man bodily from the floor as easily as if he were a child. While the erection of the great arch in preparation for the Centennial Fourth of July celebration was in progress a horse attached to a heav- entered stopped to kick away the flies ily lcaded wagon the arch that annoyed it Square and near pounds was an easy task for | large instructions, | ithe Spring Dry Goods Company. jon Campau | + The weather was very hot and the| indulgent driver was disposed to al- low the poor animal freedom of ac- tion, so far as the good of the service vould permit. Finally the torture fly a mighty kick, when its rht on the top of efforts of the t ooh the dash- animal to aided by the driver, were The beast failed when it draw its load walking on noticed the the horse Colonel Fox dicament of and, powerfu! don lifted the height that en- abled it A hundred bystander Dp he act. In his youth Colonel Fox followed carpentry and joinery. A _ favorite occupation was the erection of wind- ing staircases. He ee ienced a great deal of pride in his k dur- year: v and examir esl the stairs he iat acu many years previous. A al i fair sample of his mechanic ability may be seen in the Rindge, Krekel & oe store on Canal street This particul staircase has been in use more than fifty years. Colonel Fex loved a joke and was one of the famous story tellers of his day. The main store occupied by the Spring Dry Goods Company was erected by Crawford Brothers. Many years ago one David Miller acquired title to a piece of ground located near the center of Campau Square, as the outcome of a wa game poker. Money was scarce in our pio- neer era and gambling debts were not infrequently settled by transfers of real estate. A record of the transfers of lots made in the early history the Dexter fraction, now a table section of the city. indic settlement of many debts resu from sittings at the gambling table in that way. Miller engaged in the grocery trade and among his em- ployes were two lively, energetic young men—Alfred Crawford and his chum and companion, named Strong. (The latter ran into an air hole while skating on the river below the Ful- ton street bridge in the winter of 1866 and was. drowned.) Crawford was a thrifty young man and when in 1867 Miller decided to retire AlI- fred Crawford called his brother Frank in from his father’s farm in Plainfield and they bought the Miller ger in a of of very iting {Checkered Store was a| lifting stock and grounds, bus the The front oftheir in red afterward doing iness. under name of the building was painted and white squares like a checker board When the city authorities condemned the grounds and buildings necessary for the creation of Camp Square, the Crawford Brothers received a share of the money paid for the property and used this to erect the building owned and occupied by Up- the the aw- and 1s big shield that ints there formerly d Bloe _ Los the surmot cornice appeared Alfred Cr Angeles name “Crawfor ford is living in engaged in - i oo: Twenty-fourth street. West fir ifailed in Grand Rapids in 1873. The |Crawford family was a _ large and prominent one in Grand Rapids be- ifore the war period, but only tw brothers remain. The late Edward M. Barnard was the leader of the movement to or- genize the Reed’s Lake region as a village corporation. He _ introduced the bill in the Legislature for that purpose in 1891 and when it passed and received the approval of the Gov ernor he stated that it would be his task to make the village a part of the city of Grand Rapids two years ater. Mr. Barnard was ne to the Legislature in 1893, but when he ttempted an annexation = the villagers were so well satisfied with their government that they op- posed the movement vigorously and Mr. Barnard reluctantly abandoned the project. Mr. Barnard was very jactive in pushing to its passage the bill which resulted in the extension of the city limits during 1891. His }e¢sS were the sou i | business j val- | ates the | | enjoyed : |lock, lof four | bery i jly occurrence. jpassed and fent and she said: ed a oa added to} hb the territory su ithe domain of the city. Several of} these road houses were located on| street near Lake avenue; oth- ers were on North Canal and South Division streets, Grandville avenue and other thoroughfares. These hous- of a great deal crime and disorder. Prize fights, dog fights, chicken “disputes,” drunk- rces ot nness, licentiousness, gambling, rob- l and lesser crimes were of night- All were put out of when the annexation bili for the moral regenera- annexed tion of the credit was due to Mr. Barnard. Arthur S. White. —_—_o29—__ Faithful To the End. A happily married woman who had thirty-three years of wed- and who was the grandmother beautiful little children, had an amusing old colored woman for a cook. One oe when a box of especially beautiful dowers was left for the mis- tress the cook happened to be pres- “VYo’ husband send you all the pretty flowers you gits, Missy?” “Certainly, my husband, mammy, proudly answered the lady. “Glory!” exclaimed the cook, “he suttenly am holdin’ out powahful well!” territory great | i The Antiquity of - ? Evidence has been 1 ing that more or less the domestic d dog isted in Europe not only during the as th $s s age of iron and the age of bron 9 E but even in that exceedingly remot t t r E time known as the Neolithic period, s tat tt gos when man made his best tools s a ser ft polished stone foul t scr rt rc In South Ame Race placentas to the opinion ' Woldrich, man solemn friendship long before the whose wonderful remain found in the pampas, the livit from among VIN world ~~ Fear and Hate. Do not fear being misunde waste a min yur enemies. Try t and never about yo in your own mind what you like * do and then without of direction you will move te ‘as goal. GROWTH hepa INVESTMENT But added telephone CITIZENS TELEPHONE COMPANY mean at once increased inc Has enjoyed a net growth of more t! telep es s Grand Rapids Exchange during the past two mont growth in others of its many exchanges and long distance lines, so that it n has MORE THAN 10,460 TELEPHONES In its Grand Rapids Exchange al one, and exchanges in its system. It has al FIFTY QUARTERLY DIVIDENDS And its stock is a good invest INVESTIGATE IT abs ut 25.000 teiepnones in tier ment Whatever May Be Your Wants as a buyer or a seller, a merchant or a manufac _ 2 rea! lestate agent or an owner, a hotel ow: ta b or2 man having jobs for others, the place to mak Bes: iness Wants Department of the Michigan Tradesman. Do You Want To Do You Want To Sell farms or timber lands? Sell industrial plants? Sell manufacturing sites? Sell water powers? Sell your business? Do You Want A clerk or a salesman? A superintendent or an office manager? An agency or a situation of any kind A partner with money? A manager for your store? Communities possessing advantages fo attention of manufacturers and capitalists find this d Banks, hotels and other businesses are using spacer The Business ing feature that is of interest to all readers for the n , Wants Department of the Michigan densed classified form. It is a department of small p gratifying results. Rates, two cents per word for th per word for each subsequent consecutive insertion. MICHIGAN TRADESMAN April 13, 1910 The Evolution of a Traveling man. er I. born in Ohio at a His mother claim- e arkable and his father His paren —« breaking g dis father had in the "he 1 oi ht. incident i unmistakable commerci: A +1, ao at an inciden+¢ lear far StI ARC OF 5 28 inciagent occur- 3 a. + ae red whic plainly to the lad’s ‘ natural i toward barter and s e } ~ trade. O 1en his mother was - mol 4 i and demand t1 tn n orhnood were aé ; 3° ° 1 I 1 to his nostrils. His teacher Hseusted his mother seccoc- Ss aise USteC, HIS mother nervous. To despise book e; think not, gen- seek to exonerate g these lines. But His CiCSe. man. ways are absorbing in their int study is John Henry, unknowingly, was learn- ing to know human nature, and that is what made Dickens, John Wanamaker Sales-_ Henry traded, swapped and bartered. and Napoleon Roosevelt. So John 1 e found that a boy who owned a i rabbit would trade it for a pigeon, when the attractiveness of owning such a bird was properly extolled. He found the people of his young ward convictions, amenable and p He came to know the thing he had—whether a mangy disabled kite or a rusty knife—could be rendered resis and desirable vhen properly and enthusiastically ex- But one thing more he learn- and mark this well, brother: John Henry had long coveted a goat owned by a lad in his class at 1 without a liable. of said goat if it was within the realm of human endeavor, but his list of possessions did not contain he could hope to offer successfu ly in exchange, except—and | high at the thought—except, bicycle. Now this bicycle was and incompetent—noisy, un- ancient—in fact, worthless hn as a medium of le shined and polished it and stop- ped the leaks in the tires sufficiently to hold air for an hour or so. He lay around the corner until he victim (customer) approach, Then mounting his he bore down he began to depreciate @ means of transportation t He said it that bicycle which were out by facts. When owner of the goat was in a proper frame of mind, presto, the goat chang- ed hands and the bicycle found a oO - new owner. Now that bicycle would not stand the acid test. Like a tired soul weary of life, it collapsed in tire and seat and frame and the victim found he had been “stung.” ence became wrathy and, consumed by a desire for revenge, sought out John Henry and asked reparation, but meeting first indifference and 3 oy — discourtesy, he proceeded to give John Henry his trimmings, took back his goat and departed. John Henry’s thoughts, as soon i i i i j j } } | ; 1| fully, and not at that time knowing do know the goods. the value of his lesson, he counted the day lost. Chapter III. the same old story. It was John | Henry left school, not reluctantly as | lone should who is leaving a friend |walked past the door |Prospect” to the place behind, but gladly as a man leaves. iprison whose term is up. |here is a good place to point out our And righ need of discipline in school and after- wards as well. Did you, gentle read- er, ever take kindly to a person or institution that meant to work you good? Do you remember when you of the “hard where the old {customer was waiting to hand you ;an order because he knew the house and finally land back at the hote! without even having tried to land the jhard one? Did you ever neglect to fo rabbit, a | ;mean, do you remember when credit you simply hated to do it? I a line on a new customer’s ai get ause bec you fused to evade the issue? But you now because lare easy if iHe He decided to get possession | : : de we will call Black & W hite, mainly | ct as a bicycle, but excellent. thought | ry trade. | upon | the | idon’t do those things VC 1 have learned that those But we'll go back to John Henry: received a position, “got a ju,” with a paint or, rm, which a because that’s not the correct name It privilege to open . os 1 wincows, doors, was his ephon you go about them right. | rather, | etc.; answer the tel-| e and the buzzers: and every | ' Ask me some- I am not as young las I look and I simply can not wait (five years. I haven't time. and, Mr. Thomas, I will increase the sales on that territory or give you a good rea- son why.” thing—anything. He got the chance and no soldier ever started to war with a grimmer determination or loftier aspirations and hopes than John Henry when he pulled out on the B. & O. on Monday morning. Chapter V. Henry was sitting in the ro- of the Palace Hotel at Skin- ner's Corners. He had had an aver- He could look back at it flinching, he had done John tunda day. without for do more than that. The clerk hand- ed him a wire: it was from the house A aoe oe ee a. ce ae okt. and read, “Come in soon as possible. Important I’ve known men who would worry and lose sleep over a message like that from the house. but th 't done their best. Once ¢ he sales manager's office, at ‘home there now. Hen- “Oh, thank you,” gasped John ry, as badly flustered over this great ‘vening to moisten a few hundred | unanticipated honor as when he stood small, gummed-one-side, lithographed | on the same spot years ago, claiming portraits of George Washington, stick |that he could increase the business them to the upper right hand COT-| of No. 62 I’m sure I don’t deserve ners of so many letters and escort | he =} +) ee oO hem to the poste go, John Henry was fair—which is really considerably above the aver- age. His rather large percentage of errors was largely counteracted by his willingness to field a missing let- John Henry moved slowly up the the pressure and creation of oppor- incident to a and Or roll from beneath tunities growing prosperous business. Chapter IV. After three years with the firm John Henry knew how paint wa be made, what went to make a oO oC & ‘ | white enamel and how to illustrate a ee | Seuing |containing a first He at then | talk on varnish with a vial bubble. One day he ap- proached the sales manager with his sell his selling proposition—to services to the company as a sales- ;man. “Mr. Thomas,” said he, “if you would give me a territory I would be much obliged. No. 62 territory will be open next month. I know every customer and prospect on it. I am (reasonably sure I can show a as | gain.” There was a lot at stake. He was he could think clearly again, were |"¢Tvous but doing his best not to something along these lines: “] see {Siow it. the philosophy of the situation. | ay, you'd better go back to your = 2. 8 a Tn, ar have brought this upon myself. J |desk, young man. Youw are forget- lid not deliver the iting yourself. You are too young; goods. The peo- t like to be fooled, P. T. Parnum to the contrary ee o — a ather that evening at supper. | “Not any that I’d care to adver- jtise,” replied John Henry, thought- |no experience; and do not know the notwith- | ‘ icut for a . : i ; . |five years Any business to-day?” queried his | goods. I do not think you are cut salesman. Come back in and we will see what we can do,” and the sales manager turn- ed to his work. “Mr. Thomas! do. Excuse me, I’m not—I mean, I Mr. Thomas, but I continued, I’ve tried to YS|make good and I’ve always tried to for the interests of the com- ipany. It is mighty gratifying to have this honor conferred upon me.” The management gave a dinner, to which they invited the traveling staff and told John Henry’s new title | work HOMELIKE You will notice the differ- ence in the cooking im- mediately. There are a dozen other things that suggest the word home- like at the Hotel Livingston Girand Rapids, Mich. Hotel Cody Grand Rapids, Mich. A. B. GARDNER, Mgr. Many improvements have been made in this popular hotel. Hot and cold water have been put in all the rooms. Twenty new rooms have been added, many with private bath. The lobby has been enlarged and beautified. and the dining room moved to the ground floor. The rates remain the same—$2.00, $2.50 and $3.00. Ameriean plan. All meals 50c. i * af ™~ ; a : hi , Ga 7 —— MiCHIGAN TRADESMAN 41 and responsibilities. The men cheer- | GETTING THE MOST. Witton Backgrounds ed him to the echo. They knew he | George MacDonald says: “There is fateria t “"- deserved the place and could hold it/a great deal more to be gotten out of : : down. They insisted upon a speech. /things than is generally gotten out of a. : After briefly relating what he said,|them, whether the thing be a chap- . ’ we will leave John Henry to his new/ter of the te or a yellow turnip.” i ; job. You may meet him some day,|This may be applied to our commer- : and if you do, you will surely know |cial transactions, although not used : a, him; he grips your hand so like alin the most literal sense. It does ¢ : friend and seems to love the world | not mean that we shall get a few e y : he lives in and works in. |cents more a bushel for our potatoes, / x “Gentlemen,” said John Henry, |or sell our lins at a slight advance 4 a ane “the house has honored me to-night /jir price, but rather that we shall get “be i beyond my wilde , but I can|the most in quality and satisfaction ua . not help feel that vhat I want | out of our commodities; that we shall sala peo to do and not at I have ac-juse them for building up a greater : : . complished. If I have had any suc-|trade. What we sell should satisfy . : i cess it must be because I have taken|the customer. It should serve as a cae : . a the hardest thing first and, that off|drawing card to induce him to re-]| (004 Paint on a bad surface is lik-| ~~ >” my mind, everything else easy, |turn, either for this or similar goods. ened unto a house builded upon the) \ : if only by comparison. To success-|} The pound of any staple article which sand. : fully represent a house, keep your|does not sell another pound is defi- . si head clear, your tongue going and|cient in Vh . the other fellow can i quality, Then he told then je e goat and, thanking th tt As _ be timely to get n ft ‘ns tention, bade them id eos most o1 E t good luck.—Berton jthere is gain if it S merce ravelers Mag bee fF epilts to anti tur leap tinee eitenenttine lo f yo customers, Can Pullman Avarice Be Curbed? have cece! res thoug eee In connection with io monopolis- |The need of a new ¢ tic attitude of the Pullman Palace Car|have come to the ; Co. in dealing with ai Pere Mar-|man, yet some of thes z quette at will thank leneth it reminder. | Butter, Eggs, Poultry, Beans and Po- teresti ter latter had; tatoes at Buffalo. Commerce Commission ec taken to re-establish the r 4 sleeping car service tofo tained by the monopoly, them where they appear to a a Magnitude of Meat Industry e If the Inter-State Commerce Com-| Penton Harbor—John Calkin le e us some inter . at Herr’s i ee is Gus. a a n vacat ee a latter ‘ ie is |. | Dp TT ry ~ . + oso ¥ A t Bent Harbor Paper | Hg Ey i or by some other curb the avarice o : ir. Smart. : int No feeling is more delusive than}|he will be employed in a_ groceryihe a Pape ele . that you are raising yourself by|store conducted by his brother- bs Rona Pa te eRe a ae a despising others. law, George Beck ways depend upon hin aad bis goed : a MICHIGAN TRADESMAN April 13, 1910 = a = = - DRUGS “oDRUGGISTS sna ess Michigan Board of Pharmacy. lotte; Colman Drug Co., R. W. Cochran, alamazoo; President—-W. E. Collins, Owosso. Kalamaz¢ Secretary—John D. Muir, Grand Rapids. Treasurer—W. A. Dohany. Detroit. Other Members—Edw. J. Rodgers, Port Huron, and John J. Campbell, Pigeon. Michigan Retal! ippen Cr n, —— nm. OC. Sagin F MM. Catterfeld Colwell, Jackson; Druggists’ Association. . — President—C. Bugbee, Traverse City. T. Chamberlain, st Vice-President—Fre u ie > 12 Ae on a President—Fred Brundage. Curtis) Flint: E. E. Calkins, Ann Second Vice-President—C. H. Jongejan. },,,-- T anodn eee Grand Rapids. OOT, i. . od st Pentwater: Secretary—H. R. Hartford: City. Geo. McDonald, Traverse Chamberlain, H. W. Chase, Treasurer—Henry Riechel, Grand Rap- Muskegon; Campbell & Darling, Lan- ids. sing; S. H. Dunwel!, Kalamazoo; J. Michigan State Pharmaceutical Assocla- D. Dousett, Battle Creek: J. J. Doo-| an Rapids: DP. 7 A. Dehany, Flint: tion. President—Edw. J. Rodgers, Port Hur- Jack- Hall. Fanck- Detroit: F Dolson Bros ginaw: ©. RB. Dunnine & on. First Vice-President—J. E. Way, on. Second c Vicksburz: A. J. Erwin, Battle Vice-President—W R, Manistee. Third Vice-President—O. A. boner, Grand Rapids. Secretarv—E. FE. Calkins, Ann Arbor. Treasurer— Willis Leisenring. Pontiac. = Son, Creek: H. Fil- One Hundred and Forty-Five Addi- tional Members. ~ i a —* | + , Traverse City. Apri been c Se. ¥ AY ’ oDe€ T Ss Some, "maT NP or *cren? TN new ~-* omewfhat - Fiigsent iy ne ( ibbs, members of the Associati i fin Rar ieee Bis that my last report was on January 18. Since then we have recorded 148 seine thks jlacked home training and that is a more members, as per enclosed list : \ : 1 | deficiency nev supplied, not and they keep coming. Beside that .. leven by the the club is the encouragement we zet through ‘ wria.| omen migh em of home A Lixin letters, enquiries. etc At the meet ’ CR jcrusade now ey might be vg in Grand Rapids or nembet sl | ble to produ generation said: “I am going to get twe ntyv-five - a lof non-spitters, but they can look for- new members before Sept. 1.” As he \ a R [" ard to a steady job every spring as has already sent in sixteen. he is like ae ifar as the present generatio is con- Kurtz, | ' ’ ly to “make good.” Now, if e: Berrien | “°'™e® member would get even one new Rapids:| City officers claim it is impossible |. member we would soon reach the 1 MD [to enforce the law for fining all of |~ thousand” mark As we hear ft Lake, |fenders. Perhaps this is true; the through our friends, the traveling Rattle officials should know. Certain- men, and from other sources, the M. E.|ly many of the offenders escape be- coming meeting at K na a rwton, | cause the average inan on the street | September will be the largest and Kalama-|has little time to give his moments | best meeting ever held in the inter- ; { Cesek: 100 carrying out all the attendant de- ests of the drug trade of Michizan. Geo WV Mathews, Grand Rapids: Dr Itails of an arrest, and the average Let every member plar m now R. FE. Moss, Pontiac; Albert Martin,} Woman cares more for herself than | on to be ther It will do you good | Fowler: Wn \. Mansfield. Otsega:|to become the center of a_ street to let the Kalamazoo brothers show J. Mads: Trufant: Toh T. Ma-|scene But the work of the club you what a gor ocal organization loney, Jackson: C. D. Murphy. Bat- | women, steady or not, is worth the oi J . , ‘ " can do. They « show yo ight (tle Creek: D. C. Meserol. Jackson: E |help of every citizen. Ay. 4 C. A. Bugbes L.. Moore, Albion: G. C ; sts’ roe: M T Moody, Lansing: c R Miller, Marcellus: OO. FE Mullhol- ew members is as fol- land, Hastines hein Scottville: H. H K n Chas. | \! forrow, Pellst faven; Ross Armstronz. | TD uid. Kalam D. T. Altenberg, North | Flint: Ino 7 Me t \r s, Games: C Ri Nelson, Dowagiac: Chas. Nein- ig ck, Kala om Walter Briggs. dorf & Son, Colon: W S wen, Ri Kala mazo P Bake Battle ierdate: Chas S&S Ocharne 1. ; ‘ es ttle r > ’ } Y Y Sid 4 ] CK Tow ra ity \ M Pe ndle, Rellevue: D E Parrish Rird Mil } T \ +s) | Fan 13311 _ 2 " ao a. ' ; J CK en iil I ( Peck m. & reeport; W J. L. Buckne I I >. i itterson. Jackson: P Paw Perry, liament, West Branch: C. G. Three Rivers: F. A Rollins, } aiamazoo: W. W. Retwin. K lama-| 700; Vic Rousin, Big Rapids: S. W. — pay er try J. Ber-| Putnam ; Rees: H oe Jas. H. Bryan. Char- Kalamazoo; A. E.| eSB F. E. | Ar- | em t) DeMay, | , N. } Mon- | ,jand boys _| How many io. St Sates Ashley B. Rice, | Ueuaily the | something that has not turned out as | Benton Harbor; Chas. G. Rhodes, |Alma; L. G. Stuart, Kalamazoo; F.| H. Scott, Battle Creek; R. F. Squires, | jeinctne City: W. K. Schmidt iGrand Rapids; W. H. Sanderson, De- troit; Smith Bros., Ypsilanti; W. E. Stephens, Grand Rapids; E. C. Aipena; A. B. Shiffer, Lansing; W. Slawson, Greenville; Horn, Three Rivers; Arthur L. White Pigeon; Jo Taggart, A A. E. Tomlinson, Saginaw: | Trumble, Jackson; W. W. Todd, | Jackson; awed “orbeson ; ac; iR. Van Avery, Kalamazoo; Avery, Kal amazoo; Chelsea; J. E. was Sault Ste. e iW. C. Wheel Kalamazoo: J. L. Wallace, SIE 1 & Battle Creek; A. B. Way, i\White & White, pens, W. ( Louis Sparta; Grand Rapids ee Spitter -—_ Object of Crusade. The club women have inaugurated itheir annual ganee against the spitter. Every year the women start ‘out quite as hopeful of impressing ithis individual with the disease breeJ- ling feature of his habit if personal icleanliness does not land every year it is to be again. Whether he retur |weeds or a new crop is so ispring is not stated, but The reformation of the expec- : appeal to him, done wm ¢ver | here. arrest and fine, although these things variety. The man for a cuspidor as as | New York has followed up its big {brother movement—wherein the men jhave given help, to the young men who | big along the ganizations are ;mushrooms. E sister organization patt same lines “Helpful” or- ither we are humanity. Perhaps |poverty and charity instead. jitv vice or it is =| Ne Adjust the — zood cu rough stomers ito Stores th little - . ; are . ° . junderstanding or imagined grievance? : some Co. } i'remember Smith & over like the} 7 ie he is} itorator will never come about ye w h Oo | have needed it—by aj... ernec | springing up like increasing | e lost}. customer has bought iwell as he thought it would and the thinks that he has been cheated. While the merchant can not allow himself to be imposed upon, he must that he is in business to A little judicious “jolly- bring the customer back, this will not serve, give him for, providing it is not the great nnd of are innately honest, and 1 understandingly try to impose upon the hant. At any rate, good customers are easier lost than oves the merchant a little out of his way to keep hose he has.—Merchants’ Record. a How He Got Even. \ traveling man who stutters spent all the afternoon in would not merc not very successful As the salesman was locking up his erip the grouch was impolite enough presence of his ¥ clerks: “You must find that impedi- ment in your speech very incon- venient at times. e tvery one has _his p-peculiarity. “TD-do you stir y-your coffee with your r-right hand?” asked the sales- ma Their One meee atrical manager deligt © F ligt hted in the papers g W 21] Soa OP Be ee well I go n I have not. read ithem,” replied the other quietly, “but you were. swimmingly Of co part by c urse, I made falling but I think the even that.” “! .’ said the manager “but they when you climbed Francisco Argonaut. + The First Woman Pharmacist. Hayhurst, who has beer were 1c apothecary in the Woman's Hos- pital of Philadelphia for thirty-three vears, and who died recently at the was the first woman ipharmacist in the world. She was 56 1 when she began the study d was coitigsegt from the Philadel- f Pharmacy in 1883. years old The customer may be right or he! ——_2-2-——__—. |may be wrong, but in nine cases out] No man can make life joyous who of ten can be ad-| little explana- some trifling con- part of the merchant. the whole matter justed amicably by a nation or perhaps cession on the not himself enjoy life. _— Oh O-2-O —— Muffled voices must be uncomforta- ble in warm weather. k =< af cf suse idan Le <> a April 13, 1910 MICHIGAN -~ ~~ N | 2 WHOLESALE DRUG SRADESMAN BB I | a by = E DRUG PRICE CURRENT 3228 sige = : cidum — | Lycopodiu i ia Tinctoram ae ne oe Aceticum .. Copaiba .. oo 7o@ 75 ee a : Benzoicum ann” an J mana... ; oa 85|SoHae . « - Pa Se oboe cas 5508 - a la's s@ ww Zin aoe 4 ; @ : { , .- DeDae ........ ei @ 5 agnesi i ?$| Salacin - an , ' Garbolicum oe 3 fei Srigecon ........ 2 as se mee CB ---s.. @ 30 A Sulph. 3@ 5%) Sanguis Drac’s ~ Sis Sian. — > Evechthitos .....1 00@1 - eee 8, @ 50 ok a Sulph. bbI @ 1% Sano. G 8 2 é . . eee 2@ 48) Gaultheria ..... 4 9005 00| Zinginer (oe. a - 2 Soma Bo 10|Geranium ..... oz 75 Mingiber ......-. @ 50 Morphia, ‘sPaw : 35 xv a a wert on Phosphorium, dil. g = Gossippii Sem gal 70@ ae Tinctures an SNYQ 3 — = Mixture ie a ~ ee 44@ 47| Hedeoma ...... oat Co “ian Gan 33g3 30 - an oa 1%@ 5|Junipera ..... 0@1 = Aloes & Myrrh.. 60 Myristica, — _@ ‘eae eo ‘ Tartaricum ..... ne . Lavendula a 0@3 “ Anconitum Nap’sF es] oe Vomica 1 5 ~_ 40 Foes . . 2 ; a Anconitt a 0 Os Sep ae : nuff. Sh DeVo's i Fahrrt: at Anita Png... 8.8. 1 15@1 25 a Nap’sR 60 Pepsin aa i. 33@ 4 Soda. amen To's 2 : . | , = x © Aqua, 18 deg. 1@ 6 Mentha Piper sence sei.F DP Co Sod ~ a a. ae . ~ Aqua, 20 deg. Ment 29@2 50) Asafoetida Picis Li 5 @1 W Soda et Pots T oe wae i —_— Cause gz 6 8 ha Verid ...2 75@3 0v 50 aNN % Soe — ; 2 a * can... 13@ 15|Morrhuae, gal. ..2 09@2 5 Atrope Belladonna €9 Pits doa. ane 208 Soda € — Aniline Olive Heroama ....... *” | Pil Hydrare po in Sainten —/ 4 Bisek _..... oa. 1 00@3 00; B ; ; 50 Piper Alb Ss po — : : ie @2 25) Picis Liquid ee feeeen es ney Alba po 35 @ tc v2 Pee lees iso. 00 | Picis Li a 16@ 12) Benzoin Co 60 Pir Borgun po 22 @ 3 Ether ae 3 seccnccaceece cts wjgquids oo 5 1 urgu is 3 “ivr a td POW kan eenn ss 2 50@3 00 Ricina quida gal. @ 40} Cantharides ” Plumbi ‘han @ 33s int R et Poe Baccae Rosae a ee $4@1 00| Capsicum ....... a Pulvis Ip'cet Opil 1 aon 15) Spts 2 ; Cubebae oc 5g os no eet cegcese 6 a - Cardamon .. -- z a. = Hz 121 36 Spts 2 z 5 Bniperum ...... te GQ «ew ee ne i re é OZ. —— Xanthoxylum ...1 3541 32) Sabina ......... eae 2 Co. se BY. 209 Su 3 . ate : : 0}Cassia Acutifol .. 5 ° > 4 < Ciniitie Balsamum oo eae @4 50 —— Acutifol Co a 33 é ‘ * meeheauee imac i... fae eee. “ IjT@ % ere apis, es Catechu . : 1& ora ; - Terabin, Canada in © i ae @ GiGmchona ...... 30 om = = Ton - 2.0, 0Q 4 See ees 00 48 aaa . 2 eee 0| Columbia ... - - Cortex 7, oo opt. @1 60 — ala 30 Abies, C heobromas Ra bae 3 > ‘anadian se Tiet 15@ 20} Digitali 58 Camiaa ....... 20 UGE Ot oa ace ese 90@1 00 et me okey 50 Cinchona a. Pp oe mn eeene . Buonymus — > Bi-Carb —— 5@ 18 pai Chloridum = ais —- 20 Bichromate ..... 3@ 15 aa Pee 50 ila, ara... aa 2st 30|Guiaca .... 50 Se ue ae 25 15} Chlorate |... -f Ne 12@ 15|Guiaca ammon -. . Tissue vn a Sao. 0 po. 12@ 14} Hyoscyamus 60 san a 20 Sieg _........ 36@ 40) lodine ae = Extra ta me 3 00@3 10/ lodine, colorless — ai Glycyrrhiza, Gia,” 24@ 30 om aoe geet 53 coo po.. "1 3) | Potass Nitras — 6@ _ i weettee nee 50 | —— M @2 °0 Gloves p < i Smilax, offi’ 2 @ ac ~ “ oP Gummi | Spigella S 3 oe rotects iT Acacia, Ist ped. @ 65| Sumpions ns @ 10 sana cia, n kd. " .- | Valeriana a 2 ¢; t h , ° Acacia, 3rd oan e : : @ # atcners Mitts Acacia, sifted sis. | @ 2 Mitts and Masks » PO ....--- 5@ @ 22 ” —r yy Barb Voaake 4 e 15 “ - ° ee a es. @4 25 r Ac cord wr Aloe, Socotri g 0g = ae = 4 US iy order - Ammoniac ...... 55a @ 3 a ; Asafoetida ...... 35@ @ 33 our stock is unbroken Benzoinum ... 50@ @ 10 v , r Catechu, is oe : 2 ‘ Qa 55 Catechu, %s @ v@ 2 Catechu, \s @ 16|Coriard @ 30 — sie Camphorae ...... 60@ 6b | Cydoni sori @ 54 oy oo @ 40) Dinterix OO isccie ® «; @1 40 Ha j ° = WUE. ss cu uns Bi. Meals Fue laalag a ' . Gamboge |. -p0..1 251 Soro roan a zeltine & Perkins D . —— a fe @ 48 - JTUF TO oe 2 bp | 6 see eee eee 4 Ca < ooo 2 Lini, gerd. bbl. 5% 3 00 Grand Rapids. *% Myrrh a alterna Bas r ’ apids. “Nich EM seo +s i @ =| Pharlaris Cana’n z 5 eee ae 6 0096 i - .; Shellac, bleached 60” @ 5 Tragacanth ..... 70@1 00} 9@ ll neon | Froment! a5" o 2 . eum r ae soso 7 COQT 50| Erument? 4 @ 10 ne Lobelia a = i 20 | Juniperis on } 7 @ 18 ain ae ai _— 1 . 4 a . Mentra Pip. oz pk 93) Spt Vini Gali ? 4 Be e Ol meoue Ver oz pk 95| Vint Alba a i :. a * r Tanacetum..V. . ae oe + 25 ymus V ; ae} one 2 , jc oe ‘3 and Lett a | woo arri pt Rurnham’s pts. Burnham’s ats. Salad Dressing 5 4 4 ..4 5 1 1 Oysters : nieve, TQ... 80@ box..UiCove. Bib. ...... 1 55@1 Cove, itb., oval .. @l Plums BOOT Fimmes ...... 255 @2 2 35 Peas 4 25) Marrowfat ...... 90@1 6 00/ Early June ..... 9@1 : 00 Early June Sifted 1 15@1 . Peaches Se @i 99) No. 10 size can pie @3 1 80 Pineapple Graten ........ 1 $@2 75| Sliced ........... 95@2 85 Pumpkin Peer... aoe wane... cee | 75 | Gallon ............ Raspberries Per Gross/ Standard ........ wood bxs 4 0 _ Salmon s 7 00; Col’a River, talls 2 00@2 Col’a River, flats 2 25@2 75 00} Red Alaska ....1 45@i Pink Alaska .... 90@1 00 00) Sardines 50/ Domestic, \s ....34@ 25| Domestic, &s .. @ 00 | Domestic, & Mus. '6%@ 00/ California, 4s ..11 @1 40 | California. %s ..17 @2 50; French, \%s ..... 7 @i 5 25) French, 4s ...... 18 @2 Shrimps _ euaeeark ........ 90@1 id Succotash mi Mer ....:......... ies 2... 1 Pao .......... 1 25@1 90 Strawberries en bcaceeeanakees i i Standard ...:...... POT Pee ae ol, Tomatoes pete cee anne A 08 Geode .....:....... Bel (hee 1 ime ............. Be 3 Tei Papey ............ z: cpecee ce 2 2 00 CARBON OILS Perfection ....... @ivk& ge; Water White ... @10 ae e1,|D. S. Gasoline @1 "7" "" "9g | Gas Machine : @é ““| Deodor’'a Nap’a @1 wna: . oo... 28 @3 @1 oo| Engine ......... 16 @22 ® 754 3 00 Black, winter ... 8144@10 CEREALS 1 75 Breakfast Foods 4 50) Bordeau Flakes, 36 l!b. Cream of Wheat, 36 2tb 30 | Egg-O-See, 36 pkgs. 95 | Excello Flakes, 36 Ib. 15} Excelio, large pkgs.... s_iPorce 26 Zip. ......... Grape Nuts, 2 doz. 1 3h| Malta Ceres, 24 1fb. 6 25| Malta Vita, 36 1fb. .. Mapl-Flake, 24 l1tb. . 1 99/ Pillsbury’s Vitos. 3 dz. Ralston Health Food as 50| Sunlight Flakes, 36 1! Sunlight Flakes, 20 1% 95 Kelloge’s Toasted Corn 50| Vigor, 36 pkgs. 40| Zest, 20 21h. a 4 1 40} Zest, 36 small pkgs...2 Walter M. — Co ; : CIDER, SWEET Regular barre % Trade barrel, 14 gals 2 Boiled, per gal ara, per wal .......+> Dunham’s \%4s & Dunham’s \s | Dunham's es oe Fancy. African : ea ee 3 Dee ee ccceeaceaeces $i New Tour ie McLaughlin's XXXX McLaughlin’s XXXX sold to retailers only. orders’ direct McLaughlin & Co.., me DO ND DO DO he be ide DO te DO Feiix, % gross we Oe eee y 2 4 75 Flakes, 36 pkgs in cs. 2 Voigt Cream Flakes ..2 Baker & Co.'s German Sweet 50 | Honey 75 Douce a tee beta eas 16 che eee nee ate 19 oe ie chinese cee 164% eked eens _. ae ee cee eee ek hee s cs 15 Mail all; =. Os. Chica- Biscuit Company Romed Oats =. - imelert ................- 9 g= | Rolled Avena. bbls 5 00 rE Saratoga Peemee . 4... 1s 10} Steel Cut, 100 Tb. sks. 2 75|Zephyrette ............ 18 sci Monarch: bhi. ........ 4 Monarch. 90 Th. sacks 2 2? IN. B. Cc. Round 7 o2| Quaker, 18 Beater ..2 BiGem .................: 7 19| Quaker, 20 Weeiy ...6 68 faust ................. 846 15 Cracked Wheat _ | Raisin Gems .......... il iBemk. 8. 24 2%. packages ...... 250/Animals ............... 1e 75 CATSORP “(Aeieriies ... 223... 12 _| Columbia, 25 pts. ....- 4 15 | 12 85| Snider’s pints ......... 2 35|Arrowroot Risenit |. °.16 Snider’s % pints ...... 1 35 | Avena Fruit Cake ... 12 35 CHEESE i oe, Meme ............ @17% | —— Bee 10 jo oe 9 pereer 8. @18 te Assorted 10 80/ Riverside ....... @17 |Chocolate Drops ...... 16 ieee se ecue 80| Springdale ....... @17% | Circle Honey Cookies 12 80] Warner’s ........ @17 | Currant Fruit Biscuits 12 mire @iy {| ye ckw th Ss : 4 s m Sa wheat | 400/50 tb. tub ... .advanes 9 ‘imc -¥ 75 3 : “ hak ar Geaie, li ‘ » ¢ ring Wh _ .-6 00 ' 20 tb. aa aoa % 8 ae eee 53% 1 30 Sund le I ~ vals ; '” Gold oy Bak eat Fi 4 66 10 7. oo ae nee h& ee lk Sat 5 b.. =0 vate Gol an fo er’s ‘wee [oe ib. p ils... .ad rance | Ha SHOE B ++ 92 ol | Senn ried, a ate é at Woe a ‘ & ame oo oo. i : Tb. bails.“ ‘advance % sca Ss Box LACKING 48 oa 3 . - am a W uth Im , -aucoatel 3 95 | tb. p oe Bi idy Box. large 3 dz : nem. - a 5 iscon perial s..5 85 ails... vance oo small = 2 i 3 ilar, z 2 “< = : Wisconsin Rye --;--2: 6 oo fan — cT oon oa 25 | E . ss : Se ce Gas ees oo a gg te 1 ls rown Polish 33 Barrel, § gai. Na 3 a = : Scan os s Brand Han s 24 I> average i Scotch SNUFF wlan e Garrei s . & o 3 % a sca Ee aap: 6 een, = -— average: ren aes binddes a id gal ‘a “ es Lem pee ee oe Ss 2 oe r r : ae Cicthes P Ria a $ ingot, Whesicr’s Bi 8 30) peunnes nl ao a | See a 31 : ae “ e- © ~ Wingold, us = Brand ay oor Sag pense aa Le SOAP jars’ 2143 ca r € ssn ee - 2 ia, ie waweke> §4 _ a rs - +30 srt * 3 . es. ae Warden's Be IS Boiled =o American Family Son, Cratos es cle. cece 5 30) Berl: e en ail Hu Crat ee ss es - _ 2 Laurel, 4s ol wcie-g8 29 | Mince Ham Suen Ws | Jap it ar 4 @ Humety Dumpcy. 1 _—- oe SO me wl ee inna |Minoea ar Hams om [ain ane i't OF 3 Be oP hace 2G ae = Vv urel, ge Goth |. -6 25 ee =< | White Imperial 7 ----- 3 re — Ne ——oo = Sig stick ee Tip / oigt s cloth ..6 is B aes oe il Dom oe - = ; ae, Se tiers} a Me ae Vents tse << can ih 6 1s en ausage see- 174 | Satine Russian ........ 3 00 ¥. { oes pear Macaig etre “ wi 3 ss Voigt’ Crese ‘os B oo 3 - | Sne net, aan pS ee 3 15 oa fet NCJ ._. ge Cor ie 3 sete t= arecer: ines C ' s Fi ent ol F os fe i owb al on Choi oung «fl u E aw * Samay é (whole ouroigt ee 6 00 Frankfort Ses 8 Pro rapid ly oni > a Fa a mg Fiyson $3 Cork ap : 7 a | } Voigt's “Hygienic eee 8 | Lenox «=... 00 “caices 4 09 - corks lined 9 im. .—— - _ Gra ‘ PR see eeeeeeeeeeees | ivory ao. Ee eee a o Ress 6 fh» cata tes : wt - ae A ey +1 eae, ae oe Oolong = ee ou r Me ~- ' 3 ieee i ; ‘ i lee - AUC wees cece scenes is . Amoy a, fancy : oe oo - — e my Sleepy Wykes i "e : : 40 | aa. = Star ie Amoy. medi Be . eclipse spr fm cme ” Gr oa a i Sl ye, i 'o. a ae see ntne het (see ee 5 choice | 5. ‘ pate 3 “— e y aeons Eye, ¥s cloth. .6 oo. . Beef 3 : ome, | © Ce > | Me Engh ce -.... ~~ Wo. 2 uae +) aaa ~ » epy E ; ae et mp, | ee Acme dii sh B a = i2n oe = ” " Sleepy Eg igs cloth. .6 = , new hehe es “ a 4 oe in ‘32 ideal Sa AT ke a .. 5 ‘ eepy di gs Ts 00 %* bbis. ig’s oo ‘Acme, 10 ae i —s dem ig Star a Crem a e ‘ es ye, ks — 00 % bbls. ae 00) Big €, 100 ‘cakes trrteeeeee ergcc. 25 ads | w Hand am o il ¢H a oe Meal per..6 00 i bbls. [.. 1 00 Germa! ae B nseess 3 60 Ceyk os weer pi [ey Se Pais = # ee Mice > i Golden Granul: ee : I rt] ars re ane 10i¢ 3 1009 Stan ae . : : 4 st. yal Granula Doo 3 pRBIs. wees eeeeeeseees 2 00; C n Mot — ‘ . ¥ - ace ... om 2 “ane Seanda - #2 “a Se aw i = iad" 4 3) eee ae oe egal Se dae 2 C 4 3 i r ; re -< - ah . #¥ : : Gorn cracked Cats 23 80 it DDI, ane ae @50 Paper. Kure 3 2m Coco aoe - 2 » Winker wks aut = | s.. 40 Ibs. .2... 00. 80 vues ... a 2 Bes ie Pulte 8 ' Middlin Wheat Br oe 5 | Hogs, ee a. 3 60 | 100 5 > Sage ey. aie — oe Buffalo Gluten ran 24 00| Beef’ 2 so a cUCc ix 3 ie Sugpare Sennen “a 5 Gluten Feed ae te ees rounds, set <<... wile a Hebx tollet 2 1s 3 To Salted Pemnus = r i a ’ 2} ¢ tA is 2 10 Star s wd hie ye, Oo P wakes gre 33 60) T per -. set er) bid Marine cies ley gan ' ze 2 ugat caine = : OP inseed Co | Solid ncoljore Radic |... 80 | Sn Soa ae 4 60 eet B a eae 3 We o wie es : aF Cott Laxo-Ca Meal ' : i'Co dair da Butterin : 90 oo Bo ip Powd ereeee 3 40 iger urley ae : i OB n ges, soodbes od Gl onseed ke-Me : -40 00 untry pa cas i rine Snow a, : 100s ae. a siouse -» a . ome ag aie uten F Meal al 37 00) olls 0 | Snow oy 24 4n 1tbs Re “ 44 Me wie i he co rr Brew aa 37 00 | Corn Can --.10 @i2 Ss w Boy t 4Ibs ~ tel Hee da oe coe & a — aL orto EK wers’ Grain: ..35 00} Cor ed ned M %Ol6 | Snow B y. 60 5c 40 —— ‘us : i wood aoie Soe ae ~ perme ie Gane. 31 xt 1c ed beef. 2 eats 1g | Gold oy, 30 No. ae 400 K uo acne ale Mi use, WO a 4 b oon x au ina en is ; falfa 2 goa . Roast beet, i 7 fC . 3 oo | Sa — 1 Aygeons 2 a 40 = eae 30 oe 2 <5 — = Surcka Chocolates 2B : : ++ 25 )| Roas ne ef,2 ee o ir ist, r arge : e A : $a Set * od sis La ——— ~ b 4 Michiga aa. 25 Ov Potted beef, 1 HH. ...... + 80 | La ae | --4 50) american 35 i, Sprir a Mice a ms Roem Li 8 y Less tk n carlot 00 | Potted ea ee cs i 20 | aoniee 4Ib. e 4 00 iapoox ie — . Pry] ATED et — ~o& “~ —— carl iS: Devil 1am, ee ssi 80'B line“... sees eee 3 380 ear H a ia a0- is ¥ ~ = oe ae “7 , She vee c e og = DaPINE «=== seve weeny 5s ~ vey b3 ia- x St . soe > eri Sear ’ > papaegaes Corn cote 52 Dev. ‘led Ham ~*~ terres = eae sive re 75 | Nobby Sheed i uf Si in Scan No wal Cres : ~~ ess than carlots ‘ Sear ae es ed 90 | Armour a 3 = Joby ” —. | 2oim rye ate a ooo a oa & * is Carlots carlots ... 62 — tongue, os y ATMOUT'S «.+-+ eee, 3 Sol Old Hone = . 2 L3-in Cable. Ne No. 3 ‘* router a ooo 2 # ‘3 ra a ae ay ... 65) Fa e, a (33 Batdol 1. ca os 3 70, | Toddy nesty 38 a ae Cable No. i $5 Red 7 cele a 8 ~ than cals a an i aS RICE Sb neon : Compounds 3 80) Pi — . a aa able W ; 3 ; a 40D a =~ = sage HER so i | Broke ee 1@7 ro emg on’s X3 ~~ M . per H ae i ae No. 2 a ies 3 7 -~ Fa oe oroges es Hops 2. BS . 18 |} ea OP 5 a ‘ Rub_N O° a ce 5 10° oe Ja — ae 3B Ne. 2 & ore ta = ad F cy—in 3 2 8 ae ot saa seepece os: “ oa” ooo et on @s% No-More eae 4 25 Blas ~ Di i 69 ipbre ~ -— itcans in ~ Senna Scaves a) i Colu iF % ESSIN 3% E : Se Pass : 30 Ca ck St p T wis .. 98 ° Wash 3 — sta ee | , > . Leaves cee =| Soe 1 BP ay "s aeee. tea 3 ss lverge ancara . .... 7 soarcs a oetle =" as ‘ P VES ane 5 e's nt @ 961s olio, lorga . r ee : id We Sour |» ¢ ~ 3E RADISH 13 | Durkee's, small aos $ |Saboho, halt = = a 2 a ~ : eeee j i Sc Ms iw 7 othe, _— ‘ ; i. patte eELY eeeee 90 | | Snider's, large, : oom : 39 | Sapatie. single boxes. 2 4 09 | Great : ~~ 34 ; i “germ drops Hore = ‘ im, pe i » Sm O x A I 22 > Se — [of coe er dos. ....3 25 | » SALERAT doz. 2 35 | Scourine ror perenne 1 — $3 re ge = = 5 ; ils, per pail . 25 | Arm aa. - 135/Se surine, 50 ufacturing onl at agg mokin $e ig Me ee = io ? 2 of SMAPLEINE “. z 80) Doe waoaee in bo i ourine, “oe a Co Was Car e Pr > a i & De _ “hee Tops * i 7+ 9D iand's x | 00 cakes vo - 35 2 ws ie ~-£. Sy Baum eases Ea ee | a ea over a : - ve ae = ae 3 ezs, English o, 16 “ $9 0s ine 2 75 ees , ™ i 4 oiseless Crittenden |Standara eel ae 3 oo an ....... 546 [ix a << 6 —_— ndow Ciean : ae ven Pht ue 4 S. MO ip ...45 Co. BOAT oon o esas 3 06 SPICES __ 43 j Hone 1$ o “o if in. ners y eae aries = ow rs ‘> ‘Fa MOLASSES. 75 /G tte, 100 as 1 00 | allspice, Jam * ee yew pails 31 o ie = sengom —_— s ] Fancy Open Kettle. granulated ob. Sees Jamaica. a a wes oi --- S Goad... e ula Ss ves rge Garden 1 Ships , ¥ = oc Sow! 23 — ss eae ag | im ted, 100 tba." $0 ‘Cassia Zanibar | Kiln Dri $2 = Bice es = ee =f p. 145 Ib. kegs - 90 Cassia. eae og uke’s Mi 7 5 gp Hand Meet t = 0 ~ barrels 7 ee 2 ‘ SALT kegs . . .. 28) a se pie. doz. : “- M4 | Myre 3 — : 7 pitti Butt 3 ca oe a Sa oo nies Saga oe ie | Mace, Penang aay ets wo. Mave $0 aor 15-15 _ sag String vars a == s cee 1s-i 3s * Rane m7 % Ib arin 7 5 tb. — ce es a. — SSC: 145 Yum, Yun it 4 “is 3 Al s 26 . © ih. oo -+-2 90 | 56 10% _ ea 2 a3 Mixed, No. i ny — 50 oe cat urn. 7 . 3 4 a“ ome . ae = 7 pute, 2 ea bees 1 109 io. sf Notinees, aon eee a ae nr Rane ee 99 ‘ goes on aie A 7 . rn Cake, a : 00 Buk, 2 gal. —— 11¢ 56 — ae 32 Nutmegs. 75-80 oz.. 43 Piow ake, iD “—.. $tr oo .aeem - i 90 ae heme 2 Boo ty 20 i = dairy —- tree 17 — 105-110 ceccce 25 oo a La, euuic . . : 3trtice a 2c f= la dair n dr Pp " ee eer -_ . “= Suicne * $0 Sa. 3 ‘ 50 Queen, pints | 98G1 05/56 1m, airy in drill bags 20 Pepper, Cayenne 27" ay | Rewrsen ee utter. a —— . 60 Queen, ~ Oz. cee ' "9 > sacks Rock ags 20 _S —— ae <— | — a a t - ; sah =~ * ae - | << Lteeee eS - : t. 9 fi tuffed, Deg an Enamel a6 | Granul psi aaa Alls ure Grou garian . 22 a 3 % Ss 5 v at Pp tuffed. 3 ee ae 7 tetany —< ane ” Cloves,” an Bulk Ferwn-% Clut asc op Corn ” % ‘> Slay oP . : : ante 90 SALT oe 90 Cassia, Zanzibar oo Good —— x ) ~~" — “= i awe xe fede wor eric * ode a sien = Se a iD - ie oe “ieee. Boor : Mace, Penang ce |puver Roa ios. son. to : My ie eS ~~ nt | Stri ole @ P enang, -......- ® on. 28-22 7 PICKLES 60 | ps ones @i7 ep 15- es) Se oy ari 22 + cst Fo = Ba —— cree 6) | Pollock. bricks scl i @ 6 : Peueas on ane 35 CO al re a4 m , = oA TT : Sougit - Z lt “ aera Pp igs | Stri aes 744 @ 101 Pepper. = cs 11% | Cotto vo 32 FRESH =I dos. 8 a Men — ' i i i. ae i =— n, +3 Whit ise o Brom a $8 bis., SE gpa +“ shonk a alibut @ 5 aprika, hes --- 18 Cotton, 3 — Wt tehsh Dy : Lo 1 Half b Sm count 25 a. s ungarian a i i. hitefish, No Per B®. ~ “UTS is = <# oe ae 1 — 3 65 | Whit Holland Pec ey 15 | Ki TARCH one Hemp Z ply Jove weneese . at _— k L is yo ap BO ¥ No. 9 YING count g | Wh e Hp. b A etdallinety 161 ¥ ingsford Corn tg fi ----- 24 12 ~ - agin er / No. is, Steamboat: 4 50) cee Hp. _ 10 50211 —— 20 = Ibs. Wool medium N i <7 Li 3 “ate 4 ce ge la ne | white txoe oc 20 1b. pkgs. -. 73 ty yee auifornim : No. 5 c Rover ssorted 85/N bog ae 5 25 1tb. — 51 ee Vv uy — x. ._ -« No. 98 512, Special 1 | Roanaetn p mehs. 25@5 75 | Silve Stes es. State Seal NEGAR 85 No foe lero vd 13| Sealed co s0| Silver Gloss 10am aon ae 12 : -- 0 so 3 75 ve SS, s 7%} arrels Tha Penen as 60 : Bab eer aa P eas oa Semuse nae ae 1 90 r Gloss, = 3tbs. 7s : els free. Process --14 80 : bitt’ ASH st 3 25) vo. 1 Tr Bee! 48 M 2 6Ib 6% j No. Wwic i4 ; S ... 5iNo. 1, 100 — - =i llb. uzzy =. BY, | N o per ; KING PROVIS ee. ‘ | No. 1, 40 2. z 5rd. packages a 1 lg — ie ee Mess een cee ‘ 00 Wo. % 16 ig 2 7 50 = 61D. Ee nomi ae 5 aq 2 per gross we Clear new .. Pork . Bos a oe 2 25 Otb. — Sole 4% a ©. 3 per — oS 40 Bact —_— perce Bm aus oo oe ote wen oe Out Eee oi a rooMackerel Ce os ac. : ae WOODENWA — = cuss ae ae aaa 49 ib msec H rrels Corn shel askets \RE i Mo 8 tbs. ae sree glee & au ee 8 tbe. eee 60 10%. eans \&% a op en 27 | Splint a. € band - 3 16 enc da sea .1 715i. eans % i ce 99|S liek large a I -1@ oo eo, cs, 1 65| : sae aa aula 8461D. cans 2. = =|Splint. s alae ‘ Sa 2 =; 69} Willo aa eee -3 . ince 1 70 Willow. mall ---.----.- 3M ig Willow, Ga = ane a Clothes. aan 3 3 oe ae sin : $2. Calfexin. green, No 3 i jfakin ——- No , * — a - Roasted a =z PS _ + z= os MICHIGAN TRADESMAN April 13, 1910 Special Price Current AXLE GREASE Mica, tin boxes ..75 Paragon 55 BAKING POWDER Royal 10c size 90 %tb. cans il 35 6oz. cans 1 90 tb. cans 2 60 \&% Ib. cans 8 75 it. cans 4 80 8td. cans 13 00 5Ib. cans 21 50 BLUING Cc. P. Bluing Doz Smali size, 1 doz tox..4 Large size. 1 doz. box. .75 CIGARS Johnson Cigar Co.’s Brand 8. C. W., 1,000 lots ...... 31 Oe POrteme Cnc. soe sense 33 BRvening Press .........- 32 OS ge ee 82 Worden Grocer Co. brand Ben Hur Perfection ...-.sseeceere 85 — xtren ...--- 35 ee sg nk ce ee nee $5 caaron Gran@ .....---: 35 eR 8d oe ee $5 Puritenos ....-.------:> $5 Panatellas, Finas ....... 85 Panatellas. Bock ........ 35 Jockey Club ....-+---++> 35 COCOANUT Baker's Brazil Shredded 70 5c pkgs, per case ..2 60 86 10c pkgs, per case ..2 60 16 10c and 38 5c pkgs, Der CAMO .......:- 2 60 FRESH MEATS Beet TO gc ena 64@ 9% Hindquarters 8 10% WME sn ccadcnssens y 14 ON coc cs oe 7%@ 9 Me oo cue sees 7 @ 7 Paates ....-.. : @ 6 Livers @ & Pork Re nk ckana is @16 eee gS ns sss @il Boston Butts ... @15 Bhoulders ......- @i2% Leaf Lard .. ‘ @13 Pork Trimmine @ii Mutton Carcass Lambs ices eee 10 Ses 12 Spring Lambs .. 13 No. 20. each No. 19, each 100ft. long 2 10; COFFEE Roasted Dwinell-Wright Co.'s B'ds White House, 1ID.........--- White House, 2Ib.......... 1 Excelsior, M & J, l%b..... Excelsior, M & J, 3Ib..... rip Top, M & J, ib...... Royal JAVA ...-.--.se00e> Royal Java and Mocha.... | Java and Mocha Bilend.... | Boston Combination ...... | Distributed by Judson) Grocer Co., Grend Rapids. | Lee, Cady & Smart, De-| troit; Symons Bros. & Co., Saginaw; Brown, Davis & Warner, Jackson; Gods- mark, Durand & Co., Bat- tle Creek; Fielbach Co., Toledo. FISHING TACKLE Me to 1 im. ......ceeeeess € 1% to : Ne -. -- T its to OR icc ae kee 9 1%, to 2 kes il See ci be nse scne scene 15 BD oe 8. eee e en een nee 20 Cotton Lines No. 1, 10 feet -..-.------ 6 No. 2, 15 feet ......2..- 7 Moa. 3, 1b TOBE .-...2-2228 9 No. 4. t& Feet .-..--.<-.- 10 No. 5, 15 feet .......-.+- il Ain. 6, 15 EOOt ..-0.--se0 12) Bo. 7. 16 feet ..---..++0- 15 Mo. 8, 26 TREE ....-+--22 18 No. 9, 15 feet .......---- 20, Linen Lines ieee. iene denen ees 20 ReMi. js on teen ee ee 26 ee 34 Bamboo, 14 ft., Bamboo, 16 ft., Bamboo, 18 ft., GELATINE Cox’s, 1 doz. Large Cox’s, 1 doz. Small per doz. 55 per doz. 60 Full line of fire and burg- 100ft. long 1 96) per dos. 80, --d 80) -1 00; Knox's Sparkling, doz. 1 25) Knox's ee gr. 14 00) ee 60 | Knox's “aciau'd. dos. ..1 26) CO oa aso ene -- eet Aymouth Roark ...... 1a) | SAFES i | ‘Tradesman Company Veal Carcame ...--..-- @°:? (lar Aad og — kept in| i stoc y the radesman | CLOTHES LINES Company. Thirty-five sizes) Sisal and styles on hand at all’ soft. 3 thread, extra..1 00 :jmes—twice as many safes) raft. 3 thread, extra..1 40/45 are carried by any other cert. 3 threed. extra..1 70/ house in the State. If you) soft. € thread, extra. .1 are unable to visit Grand T2ft. 6&6 thread, extra.. Rapids and inspect the) Jute line personally, write for) prt. = quotations. ee eee ee ae 1 05 SOAP en a ee ei 1 8@| Beaver Soap Co.’s Brand: ; Cotton Victor j | mm. eee lv cot ee ee 1 35 We 1 60) Cotton Windsor See ee 30) ae oe : 4 WO cena cen j W, -—_— 2 00 f ONDER, Cotton Braided | a @. | ee ee 5,100 cakes, -arge size..6 50 | BO ee ee eae eee ee 138 - | ne ee 1 68, 50 cakes, large size..3 25) eee 10@ cakes, small sise..8 85. Galvanized Wire 50 cakes, small size..1 95 | | Tradesman’s Co.'s Brand Black Hawk, one box 2 6¢ Black Hawk, five bxs Black Hawk, ten bxs TABLE SAUCES Halford, large Halford, small Tradesn.an Coupon Books Made by Grand Rapids, Mich. | Lowest Our catalogue is ‘‘the world’s lowest market” because we are. the largest buyers of general merchandise in America. And because our com- paratively inexpensive method of selling, through a catalogue, re- duces costs. We sell to merchants only. Ask for current cata- logue. | Butler Brothers New York Chicago St. Louis Minneapolis Hart Brand Canned G00ds Packed ty W. R. Roach & Co., Hart, Mich. iMichigan People Want Michigan Product§ TRAGE : and Quickly. ow BARLOW BROS., Grand Rapids, Mich YOUR DELAYED FREIGHT Easily We can tell you ! seak the night before. MINUTE TAPIOCA you would be all right, because it doesn’t need to be soaked. Just suppose you were in the kitchen and want- ed to make a des- sert and make it inaburrytoo. A tapioca pudding wouid be nice but youcouldn’t make it of pearl tapioca because you didn't think te put it to li you bad In fifteen minutes from the time it is taken from the, package it is ready to serve. Besides, the pudding is not gummy or lumpy. One package will make six full quarts. Then suppose you instruct your your clerks to tell this to every lady upon whom they wait to-day, and let them know why MINUTE TAPIOCA is better than the otber kind. The quality of the product is such that they'll thank you for the suggestion. forget that you gain too. ordinary profit in it. Tapioca in your own bome? Don’t There's better than an Have you used Minute Send us your job- ber’s name and you'll get a package totry. Do you know is made? for “‘The Story of Tapioca’ what tapieca comes from and hew it When writing for the package ask "sits fvee: MINUTE TAPIOCA CO., 223 W. Main St., Orange, Mass. LEE What Is the Good Of good printing? You can probably answer that in a 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 impresses you when you receive it from some one else. your customels, It has the same effect on Let us show you what we can do by a judicious admixture of brains and type. your printing. Let us help you with Tradesman Company Grand Rapids “ “- aici es MICHIGAN TRADESMAN £7 BUSINESS CHANCES. | Wanted—To _ correspon ‘ith parues| For Sale—in Georgian Bas a . ‘ Tat tnat wv € Pp rn For Sale—tiood grocery bu: with /,.., 4 ial j : ; igs . : ight and i i 3 oun 1 : connectio good = ow. sa te he finest fa rming SEC- fas) 7 a . . ; a ¥ Fe licothe - Must sé i / HAUL pine, Splendid oppor-| For Rent—In Milan, about $2,000 7 old-established, once, Address equipment t compl ~~= Here Isa ‘ hot ai = } sanita y $12,000 to $20.000 $40,960 to $50,006 ft am igourney, c : SOMETHING NEW We can either close you out or put ona sale to build up your business at a profit for you. Others sacrifice your protits to get business. | We get the business and save the protits. We | would like to talk it over with you G. B. JOHNS & CO., Auctioneers ‘or = $6,500, ' miles from ~~ Pointer 1341 Warren Ave. West Detroit. Mich. oo barnyard, i - Will ex nts’ For Sale— a oO 2e combination nolds With attac 3 2 nal price. 2 ee eee Pore aq A Successful Special Sale i ae Volume, $ P . ry 90ds, nm ner i € Will quickly convert your surplus money -maker; to r ss Ti % BF merchandise aud Sluw seliing goods } Addr ras ~ 4j into cash. My saies are conducied - t aong protit producing lines and) 2, : leave hu bad afterefiect. Youpiace; ‘Money t the Sale prices on your goods and like mine. ‘ur = my plans willdraw the crowds and shandise ‘ make daily saies climb to high fig- with stamp, ures. Write for particulars, giving size of stock. B. H. Comstock, 907 Ohio Building. Toledo, Ohio.j investigate—Lifetir Ww oman, | milliner Ys dress Haee itr i ‘3 lac dies Grand Rapids. Fo) sides ye apes veda Factory hands +4 blished i } rs pa ‘abinet a x . om and rippers 4 - - I machine tor 2 For Sale date moulk x zg implements; i oGr advertisement good colle =e. zs ? 7 Hil. . ar ew — . igines ; Diaced oO 3 +e LCCters: good will 1 i we Pee Vo... i is to write me if you have a stock to sell. Give! Norther ie pasa Can on description, Ask for information Mentior dates. es REMEMBER! by echt thousand of ’* a - nd - ” it is your customers that really pay my com- . . mission. John &. Gibos, Expert Auctioneer, > ;| Mt. Union, Iowa. wor dian d. Strong darl e. Easy ter L. —On account of poor heal tie most rogTessi ve , Bbidg., Cedar Rapids, millinery —a a4 I splendid far f sold at once 3 cash For Your Businese Or Reaj Za- TO CLOSE THE ESTATE OF ae Eo: eee ce kee eat Ge’ aaa ee” ee nerchants 1 Vichwan seil 3 exchange any «ind nerciants i Vicsigan S. R. Maclaren and H. C. Sprague, deceased. real estate anywhere at , the property, good wili and business of the) es Frank P. Cleveland, Maclaren & Sprague Lumber Company.Toleag, | Sagres Building. rhicag Ohio, including planing mill, sash, door and za r -¢ interior finish factory, operated by them for| = J1I0 ana indiana os 2 many years, is offered for sale. Price and TIONS WANTED terms made known and ali other fmformation | —— by applying to The Maclaren & Sprague | - umber Co., Toledo, Ohio. i S _ | = S ave LSStimoria ez Mill Plant— € dger Compiete Plar ir Woods ‘luding i saw, dry/| t including site, 15] Well located South | 2 main lin Lumber Co. ‘onda | : oe : improved 50 Ga. 543 | Can. 219 ir zg zy 3 oil and gas, land d a : a _ Ww. Deming Co. For Sale— Gt Pe a = - peopie eo = 4 © Tulsa, Okla. (cas @ ; sib : Sale—Gen stock and jnew tk date. 1 eo tat beautiful river, 600 feet on railroad and ri t 25 acres ter bed. Good fishing,|about $10,000. - - — - sits g, bathi =m Cl Ules is-{Cash. Faye E. Ze M —— i —— bury, Md. i : j For Sale—A good store and | For Rent or general merchandise in good good little town. . _community. Address M. A. Vogel, Ster-|stone. Fine trading poir 1ahgead c Crue : ling, Mich. 552. =| Ad& ; A. DeMoss, Wanted—Smail stock general mer-| chandise. Must bear investigation. Ad-j| To a dress Merchant, care Tradesman. 538 jfarm ; for thes veo? coanle «4 ad : | chandise. Advcce a - Gare 3% tin Auctioneer — Stocks of merchandise; one Address closed out or reduced anywhere in U.| arket. Chicago. II Se S. or Canada; expert service; satisfac-|” If you want to buy good farm in Michi- tion guaranteed. For terms and date,|gan, write to the Real Estate Exchange, '~——___ — + ——? — # les . address R. G, Holman, Harvey, Il. 637 McBride, Mich. S2z { Want Ads. continued on next page. , erusing iid Sa pave a A ower ar 48 MICHIGAN TRADESMAN 1910 AN UNTIMELY WAIL. While the world and they selves that at last things have reached the point where they belong, a cry comes to us from the “Old Home,” bewailing the degener- acy of the times and the fact that the} men of this day and generation are| not the men that their fathers were. | We are passing from manhood into machinery. We are losing the use of our hands. We are inferior to the savage who made the flint imple ments and who was keener of sight and hearing nd cou run faster than we can. Time has been when was one of the fine It is that no longer. We pound a |Save? In time they accum fers typewriter. What has become of the enough to go into some business, 1 delicate and dainty needlework of|they want to, and then, oa our grandmothers? There is no = out, pack up and go back to the h thing. The women|©:d home with money enough to keep} to tne ma- Many of sewing no more. iow how to knit and Mah id 1 recoznized as relic sacred to the grandmothers. Th uftsman has been in- . ee ee. there the result is shocking There is , y .- maker sticking to the indeed. shoe- at use of the last. Th once made no his I and footwear he ry has-beens. Gone is his art. lost their whose fit broug fortune, is 1; hand haw owt +7 : mis nangs Rave cunning ht longer olovema! KCT and no used tnere considered the artist which he while ast } } “445 LO pe. gniy a litte ago nishment : Pee, ek Stake. eae by surgeon time. So the lost the per- fection it and so all along} the line ine has come to} the front and, point by point and lit- tle by little, the skill of the individ- ual has windled until the decadence} of the race Is inly foreseen. There may be much truth as well as much reason in these sayings, but to most men all is not gloom. The thought does find expression that, in spite of the decadence as a race, } humanity is doing fairly well. The| time came when the old craftsman} could not make good. Even the shoe-| 4 maker found out that, with only two] hands, he could not supply his in-| creasing There was only one thing to be done ited the with the invel and if the will untimely wai improve the opportunity to go through a cer-| tain shoe manufactory not many} miles from this office he will stop wailing and conclude that the inven- tion that displaces the shoemaker’s kit of fifty years ago is not such a} bad thing after all; and what is true| of the shoe machine is true of them} all. The fact is, the brain has trans-| ferred the skill, the handcraft, from} the hand to the machine and the con-| sumer, satisfied with this transfer, in-| stead of wailing, change that at a much rejc.ces over him better work price. So while we may be losing the use of our hands and are the degenerates gives less we saint lehalt still go right on using it, dwell therein have been priding them-| er thinking and never caring what} mundane | becomes ino statement here. over|The point to be looked reached is this: that, | more} ler ‘life has. learned jmake the mountain; and he did it—} geiecdie man | RHOde Island, the land of rocks and ~~ impoverished soil, | what the machine is doing for us we ‘one of the solid men of that crank Gaien which require less fuel, less of our ha |the machine makes it a matter of | difference whether we use lor not. in- | HOW DO THEY DO IT? In these strenuous times when the ‘cost of living has become a matter of interest, if not of concern, how does it happen that Europe sends to us her paupers and they reach us with just | money enough to keep them from be- ‘ing sent back, somewhere and some- how get a chance to go to work and | lat once not only begin to live but to | ree for the rest of their days. do they do it? Generally knows or cares; but just when native born can not afford the meat he wants, to wear such clothes as he always has worn or to continue living at the place where he} nobody the was born and brought up, he finds himself looking at the “riff raff” from Southern Europe and wonders why he is. not able to hold his own with him, The real reason is because he is not ready and willing to do what the immigrant does. What that is needs Each reader can for himself the differences. after and The American spends as he goes—a great many times be- fore he gets it, while his fellow work- earns his wages first and puts by much as he can possibly get along without, even at the expense of pinch- ing a little. The immigrant all his by experience that makes a muckle” and, compare as “every little iwhen he came to the land of plenty, he still kept up the thrifty habit—it} a part of his very existence—and, | true now as it’ ever has been, “Lands moments make ” Bye and bye patience and do their work and home capitalist or open comes his the year. iplodding igoes the little shop and for him the “Golden | |Age” begins. A good many years ago “Jimmy” |Reynolds, an Irish boy of 16, found his way across the sea, strayed into and went to work there for a careful and fairly well-to- ido farmer. He was good-natured and industrious and had no bad habits. iBye and bye it happened that the | Yankee got tired of the old place and iwhen one day he manifested a desire ito sell out and go West, and named \as his selling price a ridiculously low \figure, “Jimmy” took him up. He is iliving on that farm now, happily and iprosperously. With his possession ithe old worn-out acres tookon a new lease of life. The orchards under his jencouragement renewed their youth ajand paid amply for the encourage- |ment. The soil intelligently cared for |yielded, not a hundredfold but enough to make it pay and “Jimmy,” in a have|good house, with wife and children been declared to be, in the face of|enough to satisfy the ex-President, is nev- How | to eat all) imity. How did he do it? One of his old-, one day and here is his answer: ldid buy, only what I had to have to} | get along with.” The reply is open \day to make both ends meet is due to ithe fact that the present-day failures lare the result of not following ny’s” worthy example. Are they? | 1 ADVERTISING IS A BOON. An Eastern journal in comment an | of living suggests that one | portant ilooked milli very factor has been entirely and adds: “The dollars expended ising wea over millions upon ions of annual in advert of conceivable ar- apparel, iis and conveniences for house- every icle ring lutens \hold use and whole battalions of can- ned things, prepared foods and and other diet, cc ulti- pockets Of co of flour, meats articles of out of | Ste andard | | brands me mately the i sumers.” | The statement is a ends just where the Neve so well dressed, to home comforts jor so well fed as at present. Such con- rue one, argument begins. the 1 so well before have masses equipped as conveniences and i ditions are, except in rare cases, con- ducive to better ideas, morally, so- cially and physically, and so the ad- vertising which has inf¢ as to essentials for their land better thinking has mands yrmed better living created de- i ' llife and this is well worth to them all hordes of} hy + DUEL i peen ndcraft so long as|time friends asked him that question | old “T | Such our hands} ldid it by keeping at work and sav-jadvertised because it not only jing my money and buying, when I| him less, | material, iting te the implication that the failure to- | | conveniences “Jim- | editor:al)| as to the present high cost| im-| physical effort, less kitchen muss and excitement than he could ae the methods and at less first cost. consumer buys cone that is costs of better better fit- conditions. The one but because it is better ma under de and than old buys consumer the thousand and for home use and family ‘happiness which are advertised, be- cause he loves his wife and daughters land will not consent to their deve ling every minute of their time and levery ounce of their energy to doing things about the house in the old | way. Advertising, instead of being an |injury to mankind, has been one of special | } j ithe most far reaching and permanent- ily helpful developments of modern civilization. The Drug Market. Opium and Morphine—Are steady. Quinine—Is unchanged. Citric Acid—Is very firm and tend- ling higher. Cocaine — Has declined 20c an |ounce. Cod Liver Oil, Norwegian—Is very firm and tending higher. Glycerin — Is weak and_ tending i lower. } 1 Balsam Peru—Is very firm and ad- | Vancing. people} Cubeb Berries—Have advanced. Oil Cubebs—Is higher. Oil Wintergreen Leaf—lIs in small supply and has advanced. Gum Asafoetida—Very little is im- very |ported that can pass the custom de- for those helps to a higher|partment, which has caused a scarcity jand very high prices. that it has or will cost. | In the old days corned beef, salt| |pork, smoked hams and shoulders, | | dried beef, codfish and salt mackerel] \c constituted the meat mainstays for a lmajority of the people during the| winter months, with poult occasional ry and eggs as variations for those who could afford the luxuries. In the old Grandma, all of the girls and, the boys had to stunts in days frequently, all perform their daily order to keep with stockir with the aid of with only the few kettles and pans—rendered the the housewife and her girls, \them, | knitting family provided mittens. This, without the and ngs housework— sewing crude pi lot if she had slavish existence. To-day, because the mannfacturers of myriads of aids t. better advertise, acquaint people ots. of a sort of living with a knowledge of what is available, the husband and father living in a city and earning from $10 to $15 per week can support his family better, can clothe them better, can provide bet- tér reading and more of it—and all without making a complete slave of his wife—than was possible in the “sood old days.” 3ut the advertising expense comes ultimately from the consumer. The consumer voluntarily assumes this expense of his own free will because he demands the things which are ad- vertised and the makes this demand because he knows he can get foods the | and! of greater purity and better nutritive |; was Ipecac Root—Is higher. i a Must Have Been Pleased. A Boston father last summer sent his boy, Reginald, and his three sis- ters to visit a relative in Maine. Though it was understood the visit to consume three weeks, the \stay lengthened to two months. Mother, | of | {Uncle William i } “Well,” asked the father, upon the return of his offspring, “was your glad to see you?” “Was he?” reiterated the boy, as though surprised by the query. \““Why, dad, he asked me. why we ee macnines; j didn’t bring you, mother, the cook, ithe maid and the dog!” | ! ito saw. BUSINESS CHANCES. For Sale—Saw mill and coal business. I will take the output of mill and fur- nish 200,000 feet of logs at mill ready A snap for the right party. Must sell, as other business takes my time. E. E. Hooker, Bellefontaine, Ohio. 554 Good opportunity for party with medi- um capital to become president and gen- eral manager of established manufactur- ing and foundry business, or entire busi- ness can be had at two-thirds its value. Park & Bonsted, Atornevs, Syracuse, N. Z. 553 For Sale—Clean, new stock of general merchandise and store building, situated in town of 1,200, in finest, dairy district in Wisconsin. Stock and fixtures inventory $6,500, building worth $1,800. Will sell whole thing for $7,500, account going West. Terms cash. Write Box 27, Colby, Wis. 556 For Sale—Nice clean grocery stock and fixtures, nearly all new and up to date. Doing a good business. Ice cream busi- ness in connection. Only one in town of 700. Reason for selling, accident and sick- ness in family. This is a snap. Call or write at once to J. C. Dinkel & — Pinckney, Mich. Wanted—aA position in a general ae in a country town, by a single man of good habits. Can come at once. Four years’ experience. Address No. 557, care Tradesman 557 Ww = ‘ we va 2 sd gee FIRST AND STILL THE BEST The McCaskey Credit Register System Does These Things “ It eliminates book-keeping. from one book to another.) It prevents forgotten charges. It prevents disputes with customers over their accounts. It is an automatic collector. It 1s an automatic credit limit. (Copying and posting MM MoM It proves your loss and helps collect your insurance if your store burns. © It draws new trade. « Can you afford to be without it? THE McCASKEY REGISTER CO. ALLIANCE, OHIO La Manufacturers of the famous Multiplex Duplicating and Triplicating Sales i Pads. Also Single Carbon Pads in ail Varieties. Detroit Office: 1014 Chamber of Commerce Bidg. Grand Rapids Office: 256 Sheidon St., Citizens Phome 9645 Agencies in all Principal Cities that “seeing = believing” youll come over to Besteu and watch the loadmg of cass om our side track for a couple of days. youl Se sugaty wtiiTtr sy: A Hite nee zou Dwinell-Wright Co. Boston— Chicago That’s why you have stuck, and why you are gowwg to stica the one big thing m the cereal market today Corn Flakes—the “‘square deal” cereal. § Square Deal to Everybody | North — East — South — West One price to everybody—that's the basis “oo speciai privileges to Chain Stores, Department Stores, Ba Exchaages, etc. The average retail grocer is ov him the square deal—smali of fresh goods. The bottom price is the price you all pay, and it allows you a good profit on , KELLOGG’S TOASTEDICORN FLAKES We protect our own interests m protectmg yours. We loug age discovered that ‘free deals” frequentiy meant overstocaisg—staie goods, etc., that eventually affected the entire trade. Every customer knows that Kellogg's Toasted Corn Flakes sells on its merits. Ten cents’ worth of the best for tem cemis, amd a good, c/ean profit for you. i i a t o a BS KELLOGG TOASTED CORN FLAKE CO. BATTLE CREEK, MICH. Open Letter to the Merchants of Michigan - TRAVELING over the State our representatives occasionally find a busy merchant who has established himself in business through close application and economical figuring: who has equipped his store with many conveniences but has entirely overlooked one item of vital importance, the lack of which may put him back ten years, namely, a fire proof safe. We do not know whether you have a safe or not, but we want to talk to all those Michigan merchants who have none or may need a larger one A fire-proof safe protects against the loss of money by ordinary burglars and sneak thieves, but this is not its greatest value. With most merchants the value of their accounts for goods sold on credit greatly exceeds the cash in hand If you have no safe, just stop and think fora moment. How many of these accounts could vou collect in full if your books were destroyed by fire? How many notes which you hold would ever be paid if the notes themselves were destroyed? How many times the cost of a safe would you lose? Where would you be, financially, if you lost these accounts? Only a very wealthy man can afford to take this chance and he won’t. Ask the most successful merchants in your town, or any other town, if they have fire-proof safes. Perhaps you say you carry your accounts home every night. Suppose your house should burn some night and van hare}, ~s ath wv life i ee } ‘ ++ 17 + i ] 3 + ny } ~ f x; } ; a+ and you barely escape with your life. The loss of your accounts would be added to the loss of your home. _Insur- ance may partly cover your home, but you can’t buy fire insurance on your accounts any way in the world except by buying a fire-proof safe. Perhaps you keep your books near the door or window and hope to get them out safely by breaking the glass * 4 } } i after the midnight alarm has finally awakened you. Many have tried this, but few have succeeded The fire does an} not wait while you }ump into vour clothes and run four blocks down town. It reaches out after you as well as your Suppose you are successful in saving your accounts. Have you saved your inventory of stock on hand and your record of sales and purchases since the inventory was taken? If not, how are you going to show your insur- ance companies how much stock you had? The insurance contract requires that you furnish them a full statement of the scund value of your stock and the loss thereon, under oath. Can you do this after a fire? 3 If you were an insurance adjuster, would you pay your company’s money out on a guess-so statement? A knowledge of human nature makes the insurance man guess that the other man would guess in his own favor. The insurance adjuster must pay, but he cuts off a large percentage for the uncertainty. And remember that, should you swell yeur statement to offset this apparent injustice, you are making a sworn statement and can be compelled w- o answer all questions about vour stock under oath. If you have kept and preserved the records of your business im a fire-proof safe, the adjustment of your insurance is an easy matter. How much credit do you think a merchant is entitled to from the wholesale houses if he does not protect his creditors by protecting his own ability to pay? We carry a large stock of safes here in Grand Rapids, a ‘hich we would be glad to show you. We also ship direct from the factory with difference in freight allowed. If a merchant has other uses for his ready money just now, we will furnish a safe for part cash and take small notes, payable monthly, with ¢ per annum interest for the balance If he has a safe and requires a larger one, we will take the old safe in part payment [he above may not just fit your case, but if you have no safe, you don’t need to have us tell you that you siceit in bine, ae Y k - it but have probablv beer etki fae oo peek peo ont 6 si ought to have one. ou Know it but have probably been waiting for a more convenient time. If you have no safe tell us about the size you need and doit right now. We will take great pleasure in mailing you illustrations and prices of several styles and sizes. Ve 3} } } mindy iet us near trom you. Grand Rapids Safe Co. o ye ‘ wa wn paagumennnnitagyig legate mayest ‘ s.4 x