SD NGS DELTA IN \) SSS OSIM NORIN SAR DIES SS \ >, | SS "OW yi PS ees Sa eo ) 2 x Mi Us NG a Ce ae - VWF \( ON qd SN \ a? a EA (ES NZ Cad ZH } )} 7g oy Ad £ QM = tg c= CS EP F SS nn (A ee (tas UN S XV ey Zn ORO I mad : DESMAN COMPANY, PUBLISHERS22ss @) SA SAG $2 PER YEAR 4 PH R s ER SIL if YS aN eee PUY ZA, PT IGE PELL SITIO IAL LIES SN SAR ae (TRA @aPUBLISHED WEEKLY 5.3 GRAND RAPIDS, WEDNESDAY, JUNE 1, 1910 Twenty-Seventh Year Number 1393 4h |

» Na « * , 4 ml r ~— wif: i 4 4 4 7) | A j ‘ | | « a { a | co) =m | - oe. 4 » « ni ? ei) 4 4 mie Twenty-Seventh Year GRAND RAPIDS, WEDNESDAY, JUNE 1, 1910 Number 1393 SPECIAL FEATURES, Pao antiquated in style, yet can not be]who s inds boldly in the it ‘ t tt 2. Borrowing from the Bank. replaced with every fickle turn of|ic not afraid 1 | ) 4. News of the Business World. a \ Hate tee na OL Gteaie 10 deciare his positio t S 5. Grocery and Produce Market. fashion. With the limited purse ex oe ae 6. Must Have Long Heads “On rl i es 11 1 nO comm IS €] t Z the 8. Editorial i : treme Styles are shunned by the econ ' | eg i oe the one who is meek and lent 10. School Board Troubles. omizing wearer. Why is it not equal : ey ieee ae $s 12. Butter, Eggs and Provisions. IY necessacy far cae fale hic (6 branded for what he reall iving 14. Saved the Bridge. [ee ge fo take Cis Back by is. Pe age egg poe H into consideration ? ing in brains or in the rw » OY : r ith a eve ead. : } rs oe a Press Agent. \gain, there is the.medium in qu makes the man He who maint : < 2, ry Goods. o: : Fe : . 5 oo. F £ ess I 24. Buying Service. ity which is, especially in the small|his rights or principles will be ue 26. Woman’s World. : es r ; ; t otner p ) We Geding ane bean. tore, an important item Where a|spected, even although thers 1 Fy Tint Cg, 28. Behind the Counter. mited line of certain stock is kept c tt 1 a : i ISFce with hin but f 1 30. Clothing. : LS : : ; => 4 1 ) f eOD thi 31. Essential Factors. jt 1s much better for both buyer and ( ek that ] ‘ 1 ; 32. Shoes eee 1: rth TeGeK tae he 4 t tamer less = : Sciler to have the medi m grades well ' 35. New York Market. i ; : ‘i i Say | soul is his ' ; \ 1 36. Stoves and Hardware. |represented. High priced goods, pos-|°°? a ’ 38. Cash vs. Credit. a is folic. : lin the estim H of th | t ls to 40. The Commercial Traveler. pie oF YOn Gemcate a Mature, are | 1 =: 1 42. Drugs. }¢ften beyond reach of the purse and|©Very time; h Se ith t to their 43. Drug Price Current. i : die : lal of ] deficie 1 ' Fort te 44. Grocery Price Current. pote met sive salistaction i pur-| 4 ee ou . 46. Special Price Current. | chased The flimsy article, dear at|™M@nno0od which - ' | - z ‘ i il cecca le my price, has objections which a SOAKING IN SUNSHINE. patent With the medium grades vo - oo age sauese } ee a a 5} ) |The Evolution of the Commercial : A rippled hild i I iced at th sit 4 ] 1 1 4 i c salt ¢ d PIppicG Chud was noticed at the} will eel able to met al] reasonable | { ules - : ‘ 4 : ] a Traveler. cOOr with a face so happy that it|demands, and at the same time he ‘Vie | | Y Sosa SCCINed €ntirely Out of keeping with j« le to conscientiously recomend | Be ¢ 1 ) steel ~ ¢ i - t () | oT ( | ft ' \ . : . Leia Le et od : ' 1 , , > ) | 5 the physical condition, “Tm soakine nem. Only the extremists will want { WwW: ( tom { t - in sunshine,” was the cheerfu and, with a limited stock,|y-) 4... Cy » nation. And, sure enough, ircely afford to throwaw tow t 1 and mind were catching the er Ot te Majority t tT Bost \ Pp fit of the genial rays t the f : ( ' ( oe There is aici fetes in proht the iden mea i nere 1s much sunshine in every | t 1m t the ring | walk of life if we but stop long{# mighty factor. You can not affor.! |, Ah he aa ' : enough to bask in its rays; but if we |to Sell without PrOne DOt CO HOt icy. for the ve. ( a J | 1) 5 ( Ll) Vea ) draw down the dark curtains our spi iltempt to “play the p Be Mot |i, buy i { i . | y : : i y V 2 4 - 4 1 j its and faculties vill become blanch- | €rat Liv ind let live AL 1S Ct t 1 try ' 1 iter ¢ . nt 40 443 wd gunk i I t I ed, even although the carpet is un-|ter to sell large quantities of good len +] , 1 : : ; : E : 1 fc 1 : — ‘ Cr} oe faded. The sunshine of human inter-|@t small profit than to bid for th ntertai to tl t by course, sympathy and help is one of |/2™S¢ profit and thereby lose the pat-|, ( louse h the greatest rejuver tors of the hi Tonage how) | ; 1 ric t . shown V1 Hi man system The habit of keeping | F ; times t t yee ao | ‘ : B j i | ~ va a is | CITYIE ( ( [ ( the windows of the heart wide open BEING TOO MEEK. n | o let in shine of human love | Phere is a time when meekness | , : $ BM NAR RCL ESE I i | i oO ft 1 t will guard against many of the ills G€éases to be 2 virtue; when the po € ‘ £ains any l 1 : : icustomers t t } tn of the physical and material body as |t use and demand our own becomes | ot well as of the soul. The man who|@ Necessity; and failure to insist thei : t . i ilic Vil | : i i tere f heir TY ' f ? how L 1 1 . * pon 1 johte jc mark f } | : snows that he has been soaking in|“! : vee ee Ge wee yrders that might pay 1] sunshine will be more respected and |"°SS- Ct Ge ta ' 1 4 t h ee naan f oA. . et: yr the trip it was Ut rtain how th le ved bv his fellowmen th he who | Said l Fila oO] sandy compiexion | ‘ i a Ta : : land - te ce ee : untry me hant ) t hides behind the wall of self meee |) OFFS=pOndimE §6femperanient f and at a ae PEN ee 4 lea ks 1 nN LtiO { { m t | ing ever beneath its shadows. If you| VUring a recent altercation I told j . , | a i ps Ws }ani i t D> oO] riow t E would broaden out in every way, fi-|™Y Opponent in plain terms what [|], ; ee ! f t i ay ee | Sat fF to. t , 4 1 [Clty merenant did not get verv nancial, mental and spiritual, soak in | thought Or Hem. Had he called me| - .. ' t t the : . 1a son_hoadat Aa Ae Sa .. 4 11TOM His Das 1 the tT t t t H the sunshine of human kindness. It |#,'¢-eaded piece of impudence and | ; t { man i ee a owns were not visited will soon make an impress upon your | if I wouldn’t do it agin!” A DOUBLE PROFIT Royal Baking Powder Pays a Greater Profit to the Grocer Than Any Other Baking Powder He Sells Profit means real money in the bank. It does not mean “percentage,” which may represent very little actual money. A grocer often has the chance to sell either: J. A baking powder for 45c a pound and make a profit of 5c or 6c or, 2. A baking powder for 10c a pound and make “20 per cent. profit,” which means only 2c actual money. Which choice would you take? Royal Baking Powder makes the customer satisfied and pleased not only with the baking powder, but also with the flour, butter, eggs, etc. which the grocer sells. This satisfaction of the customer is the foundation of the best and surest profit in the business—it is permanent. Do not take the risk of selling a cheap alum baking powder; some day the customer may find out about the alum, and then your best profit—viz., the customer’s confidence—is gone. Royal Baking Powder pays greater profits to the grocer than any other baking powder he sells. ROYAL BAKING POWDER CO., NEW YORK MICHIGAN TRADESMAN June 1, 1910 I be —— Aull cL 2H Sorte BUSINESS WOR a Aw TAG UL =m Rive C aS S| & ie eZ oe : Movements of Merchants. Pittsford—B. A. Bowditch has op- ened a bakery and restaurant here. St. Ignace—C. H. Eby has opened a bakery and baked goods store here. Howell—Hesse Bros. have sold their grocery stock to Stroebel & Smith. Flint—The Flint Provision Co. has increased its capital stock from $5,000 to $10,000. Detroit—Conway & Manning, Inc., have changed their name to the Rog- ers Shoe Co. Traverse City—William Trombly has opened a grocery store at 816 Webster street. Detroit—The Winn-Brown-Jewett Co. has changed its name to the Standard Sales Co. Detroit—Frank A. Stewart has op- ened a clothing store at 236 Wood- ward avenue, corner John R, street. Battle Creek—Wlarren H. Beckwith is closing out his stock of bazaar goods and will retire from business. Belding—H. P. Hilton has sold his bakery to Frank H, Hudson, who will continue it in connection with his grocery store. Lansing—George Kruger has sold ‘his stock of groceries to Joseph Cor- nelius, who will continue the business at the same location, Kalamazoo—A. B, Overholt has en- gaged in the crockery business at 114 Portage street, under the style of the People’s China Store. Bancroft—Edward Hutchings and Charles Cobb have formed a copart- nership and engaged in the grocery and restaurant business here. Lansing—E. R. A. Hunt, of Low- ell, has purchased the drug stock of Dr. J. Black and will continue the business at the same location. Lansing—Robert Morris and Frank Mackintosh have formed a copartner- ship and will engage in the manufac- turing of window screens and doors. Big Rapids—J. C. Jensen & Co. will close out their branch dry goods and shoe store at Greenville, but will continue their branch store at Beld- ing. Dundee—B. L. Brandt, recently of Lansing, is organizing the Brandt Suspender Co, to manufacture a sus- peder which he has invented and pat- ented. Sherman—The Johnson drug stock which has been in charge of H. C. Goldsmith, has been sold to Dr. Boet, of Buckley, who took immediate pos- session. Lansing—-Joseph S. Briggs, of Che- boygan, has purchased the grocery stock which L, J. Driggs has con- ducted for the last four years at 519 East Franklin avenue. Allegan—George Peabody has sold his interest in the Fairfield & Kol- voord flouring mill to the original partners and the business will be con- tinued under the same style. Tecumseh—C. E. Williamson has sold his interest in the furniture stock of Williamson & Stahl to Eugene Service and the business will be con- tinued under the style of Service & Stahl. Coopersville—Warren Reynolds and family have moved to Orleans, where he has bowgkt a stock of general merchandise in exchange for his resi- dence property here and his farm near Nunica. Detroit—A new company has been incorporated under the style of the Isbell Bean Co., with an authorized capital stock of $50,000, all of which has been subscribed and $20,000 paid in in cash. Calumet—The Croatian co-opera- tive store is in financial difficulties. James F. Coon has been appointed trustee. The assets are $20,000 and the liabilities exceed that amount. An effort to reorganize will be made. Laingsburg—The Laingsburg Fur- niture & Undertaking Co. has been incorporated with an authorized cap- ital stock of $10,000, of which $5,010 has been subscribed, $2.81 being paid in in cash and $4,607.10 in property. Kalamazoo—Frank. J. Maus, pro- prietor of the City Drug Store, his father, J. L. Maus, of Hastings, and Charles J. Sparks, Jr., will open a store at Burdick and Dutton streets, under the style of the Maus & Sparks Drug Co. Hancock—The Hancock branch of the Stone-Ordean-Wells wholesale house of Duluth is to be closed. Man- ager Ira Wright has gone to Duluth to confer with the officers of the cor- poration relative to the winding up of the business, and it is expected that within two weeks the Hancock establishment will be a thing of the past. Manager Wright will remain with the Duluth concern and will be given a good position in Montana. Eaton Rapids—W. O. Caldwell, the Pontiac man, who came here a few weeks ago and opened a novelty store on North Main street became dis- couraged at his prospects of being able to make a success of business life in that location and has packed up his stock and moved back to Pon- tiac. Mr. Caldwell was located out- side of the retail business section of the city and quite naturally trade moved a trifle slow with him from the start, and as there was no other busi- ness place vacant he decided to re- turn to his old home. PortlandwW, ‘W. Terriff will re- 1| model the old National Hotel and will soon move there with the soap fac- tory and all his offices. The soap making will be done in the big barn, iidirectly behind the hotel building, and this, too, will be entirely remod- eled. The main building will be used as an office and as @ storage room for the Wolverine Soap Co., and Turkish Remedy Co. For a number of years the offices of Mr. Terriff’s enterprises’ have been separated and he has felt the inconvenience of the old arrange- ment. With the new plan everything will be under one roof. Manufacturing Matters. Eaton Rapids—The capital stock of the Derbu Medicine Co. has been increased from $50,000 to $150,000. Kewadin—R. L. Wilson has sold his creamery to John Lange, recently of]. Milwaukee, who took immediate possession. Dowagiac—A. Larkins has purchas- ed an interest in the Western Special- ty Co., manufacturer of specialties in leather and cloth for souvenirs and premiums, Detroit—A new company has been incorporated under the style of the Huron Radiator Co., with an author- ized capital stock of $100,000, of which $50,800 has been subscribed and $10,- 800 paid in in cash. Detroit — Frank G. Scott, manu- facturer of physicians’ supplies, has merged his business into a stock com- pany under the style of Frank G. Scott, Incorporated, with an author- ized capital stock of $25,000, of which $19,460 has been subscribed and $19,- 440 paid in in property. Chesaning—A woollen mill employ- ing 300 persons may be located at this place, provided the negotiations that are now in progress are brought to a successful close. Arthur Bur- rows, a former Chesaning resident, who is employed by a large corpora- tion planning to locate a chain of woollen mills in Michigan, is conduct- ing the negotiations and it is through his efforts that Chesaning has been afforded the opportunity of obtaining the mill. ——~> ~~ Good Fellowship. Good fellowsnip is as old as man. It 1s one of the elemental things— reoted in man with good and _ evil, love and hate. Its temples are wher- ever good men get together—its shrines and sanctuaries the hearts of men. More than the radeship of youth, it is tne settled faith of men in men. Passing all boundaries of nation, creed or call- ing, it asks only the open heart, the honest purpose, the cheerful counten- ance. Its password is the kindling eye, its pledge the hearty hand—its finest messages are unspoken. It is the golden age made manifest. Rites, re- ligions, men and measures pass—good fellowship remains; for it is eternal love of life, eternal faith, eternal charity and cheer. James Howard Kehler. impetuous com- —_—_> 24 The measure of every gift is the all we have. Effective Work in Controverting Mail Order Competition. Baldwin, May 31—I am _ sending you under a separate cover two cop- You will see there where i am trying to knock the mail order houses. I frequently find in the Michigan Tradesman articles similar to that and I select a_ few ideas to work on the same plans and perhaps my articles will help some other merchants in the same way if you see anything fit to write up along with some of your own ideas. You may change it wherever you think it necessary. Perhaps many of the Tradesman ireaders are feeling the same as I do and they will take steps towards this necessary work, can ies of our newspaper. for we not do too mutch to knock the mail order houses, as they are work- ing all the time trying to get our business and we must be busy try- ing to hold the trade at home. I am doing something nearly all the time towards this important work. We must not lay down, for if we do the mail order houses will get too much the start of us and we do not want to think they are too strong for us and leave it to them. I know by ex- perience You, perhaps, remember about three years ago I sent you two cop- ies. One you had in the Tradesman and hundreds of merchants have cop- ied it in their home newspaper and several dealers assure me it did them good. I am doing some of such work more or less and I feel the effect of it. As soon as I stop for a time | can see more trade zoing away from us. The mail order houses are ham- mering away all the time and get- ting the business and we must be prompt at knocking them. If we all do a little something for it we will hold our own and the battle will be ours and we will gain by it, other- wise we are licked by the mail or- der houses. I am succeeding in my work and getting a good business. 1 hope that many others will give their attention to the same and I wish them the same success and thought that the Tradesman would be as good a chance to help them to do so. As I have said before, I receive much help from the Tradesman in my work and heartily thank you for past favors and for taking such an interest in us merchants. 1. Caplan. 2-0 The Boys Behind the Counter. Bangor—E. W. Wheeler, who has been head of the clothing department of DeHaven & Sons for the past few years, has resigned his position and, in company with his brother, will as- sume charge of the mercantile busi- ness of his late father at Cedar Springs. Cadillac—Oliver Wallin has taken a position as salesman in the A. C. Hayes department store. Petoskey—Roy Bower is again pre- scription clerk for the Eckel drug store. Elk Rapids—O. C. Lehman is clerk- ing in the furniture store of J. W. Slater. $< Making earth brighter makes heav- en surer. ey, Pd June 1, 1910 MICHIGAN TRADESMAN y : ‘ ’ ‘ \ The Produce Market. Asparagus—$1.65 per crate for IIli- 10is. Bananas—Prices range from $1.50@ 2.50, according to size. Beets—soc per new. doz. bunches for 3utter—The market is ruling 2c per pound higher than a year ago. The quality of the butter arriving is get- ting better each week and all over the country there is an active demand for fancy butter both for consump- tion and storage purposes. The make is fully up to normal for the season and conditions will probably continue about as now for some little time. Local handlers quote creamery at 29c for tubs and 29%c for prints; dairy from 18@1oc for packing stock to 23c for No. 1; process, 25@ 26c. ranging Cocoanuts—6oc per doz. or $4.25 per sack. Cabbage—Mississippi stock com- mands $2.50@2.75 per crate; Tennes- see stock, $1.50 per crate. Cantaloups—$4 per crate. Cauliflower—$1.50 per doz. for Cal- ifornia. Carrots—New from Florida, $1.50 per bu. box. Celery—$1.50 per doz. stalks California. Cucumbers—Hothouse, 65c¢ per doz. Eggs—Receipts of fresh eggs con- tinue very liberal, and the quality is very good. The market is steady at a decline of about “%c from a week ago. There will likely be a continued active demand at prices that will probably not fluctuate much if any. Local dealers are paying 18%@1oc f. o. b. shipping point, holding case count at 20c and carefully selected stock at 2Ic. Egg Plant—$1.50 per doz. Grape Fruit—California, $3.50 for all sizes. Green Peppers—$1.75 per 6 basket crate for -Florida. Honey—t5c per ib. for white clov- er and 12c for dark. Lemons—The market is steady on the basis of $4@4.25 per box for both Messinas and Californias. Lettuce—Hothouse leaf, i12c per th.: head, Southern stock, $1.25 per box. Onions — Texas Bermudas com- mand $1.90 per crate for yellow or white; home grown green, I5c per aoz. bunches. Oranges—In good demand, with prices a little higher than those quot- ed last week. Navels, $3.75@4.25 per box. Pieplant—75c for 40 fb. box. Pineapples—The opening of the pineapple season will help to supply for | the demand for fruit at reasonable prices, as pineapples are so low that everyone can use them and they will take the place of other fruit which is much higher. Cuban and Porto Rico stocks, which are arriving in a good supply, are of a fine quality; there is also a good assortment of sizes. Prices have declined nearly a dollar a case the last week, being now $2.50 for 24s, $2.40 for 30s and 36s and $2.25 for 42s. Plants—65¢ per box for cabbage and tomatoes; 85c per box for pep- pers. Pop Corn—goc per bu. 31%4@3%4c per th. for shelled. Potatoes—Florida new fetch $1.25 per bu. Old stock is without change. for ear: Poultry—Local dealers pay 15c for fowls; 16c for springs; toc for old roosters; 15c for ducks; 12¢c for geese, and 16c for turkeys. Radishes—1s5c per doz. bunches for either round or long. Spinach—65c grown. per bu. fer. home Strawberries—$2.50@3 for Tennes- see, Arkansas or Southern Illinois. Sweet Potatoes—$3.50 per bbl. for genuine kiln dried Jerseys. Tomatoes—$2.75 per 6 basket crate from Florida. Veal—Dealers pay 5@6c for poor and thin; 6@7c for fair to good; 8@ gc for good white kidney; toc for fancy. Vegetable Oysters—15c per doz. bunches. Wax Beans—$1.35 for two-thirds bu. box. ——2-2- 2 ___ Rent For a Forge. More than five centuries ago the corporation of London acquired from the crown a forge for which it prom- nsed to pay an annual rent in its products. Although the forge was de- molished in a riot during the reign of Richard II., 1377-1399, and was never restored, the rent is still punc- tually paid every October. Last autumn, on the appointed day, the city solicitor went to the office of the King’s remembrancer and made the following proclamation: “Oyez, oyez, oyez. Tenants and oc- cupiers of a certain tenement called the Forge in the parish of St. Cle- ment Danes in the county of Middle- sex, come forth and do your serv- ices’ The city solicitor then solemnly counted six horseshoes and sixty-one nails, a Stetson & Gleason have opened a hardware store at Walkerville. The stock was furnished by the Clark- Weaver Co. The Grocery Market. Sugar—The market is unchanged from a week ago. The demand shows a little improvement, but not enough to cause much comment. Tea—The market for spot teas is steady and firm, no cut price offer- ings being considered. The cold weather which prevailed through April in Japan greatly retarded the arrivals of the new crop at the ship- ping points, the market not opening in Yokohoma until May 8. The very highest grades opened on about the same basis as last year. The next following pickings show an advance of from %@t1%e over last year. The ouality of both Yokohoma and Kobe crops is ireported good. The Kobe market opened May 19 on last year’s basis, with grades following at an advance of %@Ic, the advances being relatively lower than Yokohoma. This information is made up from cables and will be followed with a more definite report. All lower grades will undoubtedly be higher. Coffee—The market continues in the same condition as for the last month or more, although some whole- salers report a little better demand on some grades, especially Santos. There is really no charge to be noted, so far as prices are concerned. Mild grades are holding firm, but very little busi- ness being done in these grades. Canned Goods—The price has ad- vanced on many grades and some of the wholesalers think that standard corn will sell for $1 per dozen before the new pack is on the market. To- matoes are also taking a firmer stand than for some time past, but have not advanced much if any in price as yet. Peas are in fair demand, with prices holding firm. The Baltimore pack is progressing, but so far as can be learned opening prices have not been made. Spinach remains firm and the demand is light. The canned fruit market is about the same as last week. Prices are firm and the de- mand is good. Gallon apples have advanced 25@35c per dozen in the last two months and are holding very firm at present. New pack strawber- ries will be on the market soon, but prices have not been announced as vet. The Coast is practically all cleaned up on most lines of California fruits and what few broken lots there are left are firmly held. Dried Fruits—Apricots are dull and unchanged on spot. Future apricots are excited and show an advance of at least 4c. Raisins are considerably more active than they have been, the advertising campaign being largely tesponsible. Prices show no advance, however. Currants are fairly active for the season at unchanged prices. There is still some demand for fu- ture citron at unchanged prices. Oth- er dried fruits dull and unchanged. New prunes are higher. There is news from the coast of prices being paid the growers so high as to amount to about 4%c basis for prunes. Of course this price has not been paid by any buyers as yet. Spot prunes are also a fraction higher, probably 3c. The demand is fair. Peaches are in fair demand, both spot and fu- ture being unchanged. 5 Rice—All grades are firmer in price. Crops are not as large as expected some time ago, due to the continued cold weather and drouth. Reports from the South are to the effect that during the time of the low prices a great deal of inferior gardes of rough rice was ground for stock food, and low-priced Japans used in place of screenings, which later, under renew- ed demand for brewing purposes, ad- canced sharply, Cheese—The quality of the new make is showing improvement, and all the cheese now coming forward meets with ready sale at Ye “ec per pound ad- The advance is due to the good consumptive de- mand as well as to the higher cost in the country. A continued firm mar ket is expected. vance over a week ago. Syrup and Molasses—Glucose is un- changed the week. Compound syrup is unchanged and in light de- mand. Sugar syrup is wanted as fast as made, but much of the present production is poor, Prices are steady. Molasses is unchanged and dull. inet os a i rovisions ror There is demand a fairly good for smoked the high prices, still short, increase consumptive meats considering and stocks are though There will probably be some improvement in the demand and there is some no radical declines are expected. Both pure and compound Barre! pork is steady at a decline of soc per barrel. lard are firm and unchanged. Dried beef and canned meats are firm and unchanged. Cod, hake and quiet and unchanged. dines of haddock Domestic Fish are sar- 1910 packing are now ready for shipment, at a uniform price of $2.75 for quarter oils f. 0. b. The sit- uation is rather strong at present. Imported sardines quiet and unchang- ed. Spot salmon continues scarce and firm; demand under the circumtsances fair. No price on future salmon has been named as yet. Mackerel is still dull and inclined to be weak. le Use of Foulards. That this is to be a season of fou- lards most women have heard, but few know that this soft enduring ma- terial is being made up into facing for cloth coats and their linings. The satin spotted and striped de- signs are selected rather than floral motifs. Be sure to get a waterproof quality and you will have untold sat- isfaction in the new linings. Attractive is a dark blue serge fac- ed with blue and white or black and white striped foulard, a dark green herringbone with green and _ white coin dots, and a mouse colored cloth faced with brown foulard dotted with white. > M. F. L. Gates has opened a hard- ware store at Michelson. The stock was furnished by the Clark-Weav- er Co. ——_+--.___ Roy W. Ardis has engaged in the hardware business at Crystal Valley. The Clark-Weaver Co. furnished the stock, —_——+- M. L. Heath has engaged in the hardware business at Sharon. The Clark-Weaver Co. furnished the stock. 6 : ne MICHIGAN TRADESMAN June 1, 1910 MUST HAVE LONG HEADS. Mental Endowment of Men of Differ- ent Occupations. “The long head for business,” was well enough in the old rule of thumb times to describe the successful man. But nowadays, when labor of every sort is infinitesimally divided and when methods are immaculately accu- rate and precise to a dainty nicety, the various phases of commercial and industrial life are classified into many different occupations and the head conformations apt for each are known to vary correspondingly. The indoor man, to be a winner and to be happy in his winnig, must have a different head from the out- door man, the importer from the ex- porter, the retailer from the whole- saler, the clerk from the book-keeper and salesman. An employer when looking for a wholesale business man will find that he needs a person with motive tem- perament, who has large destructive-~ ness, combativeness, firmness, form, locality, eventuality, order, calculation and sublimity. This interpreted in the unspoken language of the bodily person means that the head of the man he wants will necessarily be broad above and behind the ears to give him executiveness and courage. high from the opening of the ears to the top of the head to give him stability and perseverance, fully de- veloped above the eyes and in the center of the lower forehead to give him memory of form and _ outlines, memory of places and memory of names and events; well developed on the outer angle of the eyes to give him method and system and power to calculate quickly; and broad on the side head above the ears to give lim breadth of thought and business capacity. The general appearance of the wholesale business man is strong and healthy. In height he is rather above the average, with an executive nose, a square chin, a broad and rather high head well filled out above the eyes. Head of the Retailer. The pattern retail business man has a different head. His will be full in the center of the upper forehead to give him capacity to read charac- ter at a glance; broad on either side of the top of the forehead, which will give him geniality and good humor; well developed just above the eyes in the lower forehead, which will give him memory of forms, outlines, colors, and so on; square on the out- er angle of the brow, which will give him capacity to add up kis odills quickly; fully developed under the eyes to give him capacity to express himself freely to ‘his customers; high in the center just above the top of the forehead, which will give him capacity to get in touch with the needs of every one hhe serves; and high in the top back head, which will give kim an ambition to make a good rec- ord in his business. The general appearance of the model retail business man is bright and winning. His nose is aquiline, his eyes are small but keen in ex- with pression and his head is well filled out in the back. When the business man is an out- door man he will have a head well developed in the upper back head and perpendicularly on a line with the ears, which will give him will power; broad in the base, which will give him pluck to endure, courage to sur- mount impediments in his way and a good hold on life and a healthy or- ganization. His side head is well filled out behind the temples to give him an interest in making money and acquiring property. His head is full in the center part of the forehead, which will give him a memory of events connected with his business; full just above the brow towards the center of the forehead and square on the outer lower edge of the brow to give him a memory of places where his materials are and system in the arrangement of his work. The general appearance of an out- door business man is one of strength, activity, grit and wiriness. His shoul- ders are broad and his height is above the average. His head is broad and square rather than long and narrow. His complexion is ruddy and his eyes keen. Faculties of Indoor Man. The indoor man often uses a totally different set of faculties. If he is clever and successful he will have the capacity to think out original plans and solve complex problems in his work, analytical ability and a quick realization of the motives and characteristics of others. This will give him breadth in the upper part of the forehead. He will also be broad on the outer angle of the brow, rendering him methodical in the ar- rangement of many details and ex- ceedingly apt in calculation. His head will be broad in the side and middle parts of the crown toward the back to give him honesty in all his dealings and respect for his supe- riors, and full in the middle side to give him tactfulness and reserve in speech and action. The general appearance of an in- door business man will be somewhat short, stout and plump, compared his outdoor companion. His head will be well developed to the front, round rather than long or broad and high in the front. His countenance will be ruddy, animated and enthusiastic rather than serious, calm and dignified. The importer has a head peculiar to his own work. It shows breadth be- tween the eyes in the center of the lower part of the forehead, which will give him a desire to see objectively everything connected with his busi- ness; fullness over the inner corner of the eyebrows, which will enable him to enjoy traveling; fullness in the middle of the eyebrow, giving him power to distinguish all the shades of color and the relation of harmony or discord between them; fullness on the outer angle of the eye, which will enable him to study the cost of goods when he is traveling abroad and visiting manufactories; fullness in the center of the upperforehead, which furnishes him with an_intui- tive knowledge of character and with pcwer to analyze and to quickly pick out the material he wants from scores of samples; fullness along the temple ridge of the temple bone, halfway be- tween the middle line of the upper- most part of the head, to give him good taste in the selection of that which is beautiful, refined and per- fect, and fullness in the middle of the side head, to help him to buy eco- nomically. Head of the Promoter. The general appearance of the im- porter or buyer is seen in the sym- metry of his head, with a fine blend- ing of the mental and physical powers of brain and body. His features are regular in development and he gives the impression of strength and dura- bility. A promoter’s head is remarkably full under the eyes as language, and the ability to use it shows under the eyes. The outer angle of his eye is broad and means that he can reckon the profit and loss of a business scheme. The center of his side head is broad, giving him the capacity to enjoy his business life, to make bar- gains and to engage in commercial enterprises where money and proper- tv are concerned. His head is broad between, above and around the ears to give him as a promoter of btisi- ness the ability to get through a large amount of work in a_ short space of time, and the courage to press his schemes and plans without being discouraged; fullness in the middle and wpper part of the side head on a perpendicular line with the fore part of the ear which gives him the necessary idea of expansion in business and an appreciation for com- prehensive plans and buoyancy and elasticity of mind; and height in the back part of the top head to give him the power to shoulder responsi- bilities and show an_ independent mind. He has strong features, prominent nose, wide shoulders and_ general breadth of head, shrewd and intelli- gent eyes and a broad chin. Clara Hydon. Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, June 1—Creamery, fresh, 26@29c; dairy, fresh, 22@25c; poor to common, 20@22c. Eggs—Strictly fresh, 21@22c. Live Poultry — Fowls, 18@19c; broilers, 35@38c; ducks, 18@2o0c; old cocks, 14@I5c; geese, 15@16c; tur- keys, 15@2oc. Dressed Poultry—Iced fowls, roc; iced old cocks, 14@15¢c. Beans — Pea, hand-picked, $2.50; red kidney, hand-picked, $3@3.10; white kidney, hand-picked, $2.90; marrow, $2.90@3; medium, hand- picked, $2.40@2.50. Potatoes—3oc per bu, Rea & Witzig. —_+~-<___ Successful Argument. Miss Dents (learning the game)— You say that fellow just stole a base? Then he should be put out and sent home, shouldn’t he? Mr. Balfan (widely)—Certainly! Of course! Naturally! But you see, he— Miss Dents (interrupting)—Oh, I know—he appealed his case to the umpire and secured a new trial, isn’t that it? The Magic of Self-Faith. Faith multiplies ability. Think of a poor French peasant girl of only 18, who could not read or write, who knew nothing whatever of warfare, and who had never before been away from her humble home, leading an army to vistory when even the Crown Frimce did sot have confidence enough in his country’s cause to be crowned! Where did the power and wisdom come from to enable _ this weak girl to enhearten a discourag- ed army, to infuse new life and cour- age into it and to do what great gen- erals could not do? Her presence doubled the power of the army. In less than three months after she had assumed leadership she drove the English from Orleans, and in three months the dauphin was crowned King. During the ceremony of coro- nation Joan of Arc stood beside him in full armor. The moment her mis- sion was accomplished she felt that her peculiar power had gone andshe begged the King to allow her to re- turn home, because she said, “the Voices gave her no further com- mand.” The King urged her to re- main at the head of the army, but her power had departed and her army was later defeated. Her faith in her- self had multiplied her ability more than a thousandfold, but the moment it was gone her power departed with it. The world is often amazed at the marvelous achievement of a very or- dinary person who has’ tremendous self-faith, The example of Joan of Arc illustrates the great law, just as the falling of the apple suggested to Newton the law of gravitation. It shows that we use only a very small percentage of our possible power: that we do not begin to do the things we could do if we were inspired by great faith, by supreme dence. Faith is a tremendous force in one’s life. It multiplies one’s power im- mensely. It can remove mountains of difficulty and make the impossible possible, Do we wonder at the great ability of a man like J. Pierpont Morgan? A large part of his ability consists in his faith that he can do what he under- takes and a corresponding painstak- ing effort in work. When you have lost your business, your property, your position, or fail- ed in your undertaking, cling tenaci- ously to your self-faith, No matter what comes to you never give that up. It is the power that can turn any failure into success. Faith unlocks doors, opens up the avenues to everything that is good. When it is present, the thing which we desire to do is always possible, but when it is gone, everything we long for goes. with it. We can do nothing of value until faith returns, hence it is of the utmost value to keep it alive, to keep it growing, to cultivate it to the utmost. 222. Many reformers get switched off on to reforming one another. self-confi- —_--.____ Too many think that square living must mean sour looking. ne Many a man has lived not wisely by living too swell. PB » , <= e > & < ‘ 5 om ‘> « an = Y 9° hiya > ue eo » Sd - a ~- ee r n « ee iy ~ v «¢ - <= _ oe ~ @ q5 ~ + ~~ a ~~ 2 aw - - } ” ™~ - ., ¢ 4 June 1, 1910 MICHIGAN TRADESMAN 7 The Confectionery Trade in the United States, The history of the confectionery trade in the United States is interest- ing, as showing the enormous ad- vance in an industry with which most people are comparatively unacquaint- ed. We read much in the papers of the immence volume of trade in steel, sugar, cotton, wheat, wool, and other staples, but the average man, when he buys a box of chocolates or gives his children a few pennies for candy, probably fails to realize that he is contributing to the success of a busi- ness that already stands well up it the list of American industries. — The early history of the trade in this country is somewhat obscure, as little was published in relation to it until within the last sixty years. The art of manufacturing confec- tions and sweet preparations was at first largely confined to apothecaries and physicians, who used sugar and honey to disguise the taste of their medicines; but in later years the mak- ing of confectionery became a sep- arate and distinct business. Few modern industries have ex- perienced more frequent or more rad- ical changes during the past century. Previous to the year 1851 the manu- facture of “boiled sweets” was largely an English specialty. In that year the London confec- tioners made a unique display of their goods at the first international ex- position in that city, and the interest then aroused gave a new impulse to the business in Germany and France, which latter country excelled in the manufacture of chocolate and comfits. bonbons In the United States we find that as early as 1816 there were published the names of twenty confectioners in the city of Philadelphia who were making and selling candies. Boston in the same year had four or five and New York about the same number, the first one having been established there about 1806. As a rule, each confectioner made his own goods, his stock in trade being limited to the ordinary stick candies, sugar plums, and molasses candy, while all fancy goods were imported, chiefly from France. Previous to 1845 the manufacture of confectionery was in a somewhat crude state. In that year Chauveau, of Philadelphia, who was the earliest in America to manufac- ture gumdrops, jujwbe paste, and marshmallows, imported the first re- volving steam pan and in 1846 a ma- chine for making lozenges was in- vented and constructed by Oliver R. Chase, of Boston, who with his brother built up a large business in that branch of the industry. The introduction of machinery gave a tremendous impetus to the business and the adoption of many inventions and improvements in this line was the beginning of another large idustry—the manufacture of all sorts of appliances for the confection- ery trade. Some idea of the wonderful growth of the candy business in the United States may be obtained from the of- ficial statistics as published at Wash- Sebastien ington beginning with the year 18s0. In the year 1850 there were 383 confectionery establishments in the United States, with a capital of $r1,- 035,551 and a product worth $3,040,- 671. In 1860 there were 541 estab- lishments, with a capital of $1,568.478 and a product worth $5,361,100 During the next ten years the num- ber of establishments was almost doubled—o4r1 in 1870—and the cap- ital engaged his increased to $4,995,- 2903, while the value of the product was almost tripled—$15,922,643. By 1880 there were 1,450 confectionery establishments, in which $8,486,874 was invested and producing $25,637,- 033 worth of goods. During the next decade the number of etsablishments and the value of the output were more than doubled. In the year 1890 there were 2,92 establishments, with a capital of $23,326,799 and a product worth $55,- 997,101. By the year 1900 the num- ber of factories had increased to over 4,000 and the value of the output to approximately $100,000,0c00. The fig- IQIO are not available, but it is likely that they will show 2 value in goods of fully $1 50,000,000. Imposing as these figures are, they 2,921 ures for vet produced are somewhat misleading as to the real growth and magnitude of the business. They give only the result of production in the large factories, chiefly located in the great cities, and take no account of the immense amount of sweets produced by the enormous number of small manufac- turers in all sections of the country. The manufacture of confectionery is carried on in clean, well- lighted, and well-ventilated factories. A high grade of skilled labor is em- ployed and new ideas are constantly being evolved for the gratification of the national sweet tooth, for Ameri- large, cams, as a class, are the greatest candy-eaters on the face of the globe. ep - Catering To the Public Need. It is sometimes thought that many buyers do not consider the public at all when they purchase shoes for their stocks, and it is this fact that brings all the slow sellers on to the shelves and counters. This public is the one party to be considered, and if you leave them out of the discus- sion you are taking long chances against success. You can not go ahead and buy what you think is pretty. You can not go ahead and buy a style which you think will sell; but you must buy a style and select a last which will appeal to your trade, even although it displeases you from the start. Just in the proportion that you are able to judge correctly what the public wants, just in that propor- tion will you be successful. —_—_>-.__ Telegraph Talk. Katherine—A telegraph operator told me this morning that many a courtship is started by telegraph, Kidder—jWell, most marriages are brought about by proper manipula- tion of the wires, with some sparking and a little dash sentiment that suits the girl to a dot. of ————_——>—_____ A woman is known by the com- pany she tries to keep, What Other Michigan Cities Are Do- ing. Written for the T'radesman. Port Huron has advantages as a summer resort town and many book- lets are being sent out adverti:ing this fact. Pontiac’s valuation shows an_ in- crease of $2,558,400 over last year The city’s expenses are also increas- ing, this year’s budget reaching $100,- Fach week Detroit strengthens her position as an automobile manufactur ing center. The number of concerns making engines, bodies, tires and oth- er accessories is also large. Petoskey will try newspaper adver tising, using twenty-one of the lead- ing papers to set forth the charms of summertime in that region. “Lose your grouch. Put on a smile and boost” is the advice given Dy J. D. Clement, Secretary of the Com. mercial Club of Kalamazoo. To show that the Celery City has not quite reached perfection as yet Secretary Clement names ten urgent civic needs as follows: More interest in public affairs, improved jail accommoda- tions, public comfort stations, parks, boulevards and river improvement, civic center building, improved water sytem, sanitary drinkinz fountains, new machinery in municipal lighting plant, organized charity and, last, but one of the most pressing, a hos- pital for contagious diseases. Manual training and domestic sci- ence will be installed in the schools of Cadillac the coming year. An electric line Esca naba and Gladstone com- pleted and regular service instituted. The membership of the Detroit Board of Commerce has reached 1,350 the largest in the history of the or- ganization. Almond Griffen. ——_o—>>—___ Stoves To Rout Frost. Oil stoves are coming quite city connecting has been gen- erally into use to rout frost from orchards on cold nights and some manufacturers are paying particular attention to the manufacture of stoves for this purpose and the future prom- ises to bring an increase in the num- ber and efficiency of such products. From illustrated article in current number of the Review of Reviews on the subject of Colorado fruit farmers battling with frost, the following is taken from the state- ment of one of the farmers: “Our first an | j | | the | | | ¢ @? great danger is the frost. You know the altitude of this valley is 8,000 feet—that is pretty high, dry, clear, sunny air; and the blossoming comes on in spring before the frosts have gone. For years the spring frosts were a nigntmare to this valley. We used to sit up over night and sweat blood it, the over way the wheat : |farmers do out in your Northwest in 000, as compared with $79,000 in 1909. | August. Well, about once in three or four years we’d be caught; and the fellows who had bought their land on the installment plan were all balled out—couldn’t meet cost of wa- ter and labor. Some of us got to- etner and began to try cheap wrin- les with small coal oil and coal urners. We found, to keep the tem- above the freezing point, those coldest spring nights, it would take from thirty to forty small coal oil burners per acre at a cost of about k b perature $26. We like the coal oil burners best, because when you get them go- ing they take less hand labor; and hand labor is kere. We Weather Junction; a big consideration out tne United States reports at Grand when the thermometer begins to drop during the blossom time, warning is telephoned out to every erchard man in Grand Valley Las the out in wagonloads, wet Bureau and spring townspeople volunteer helpers, came to keep the coal oil burners going znd beat out tne frost; and we did beat out the froct. The Board of Trade gathered the volunteer helpers up and sent them out to us. As a type of what the burners did for us— you see how my orchard is laid out, ten acres on each sidé of the eén- trance drive—well, I hadn’t sufficient burners and workers to cover both fields; so instead of scattering our efforts and risking a half failure we put all our efforts on the left-hand side. Results? Net $7,500 from the saved field. And the fight against spring frosts of our special is only the beginning methods.” oH Thought It a Safety Device. Uncle Ezra (rather frizidly)—You needn’t have took the precaution ty givin’ me a cigarette with a cork end. City Nephew (puzzled)—Precan- tion? Why, what do you mean, Un Uncle Ezra—-I ain’t so green as () darn it all! WoRDEN GROCER COMPANY The Prompt Shippers Grand Rapids, Mich. MICHIGAN TRADESMAN June 1, 1910 DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Corner Ionia and Louis Streets, Grand Rapids, Mich. ; Subscription Price. woe dollars per year, payable in ad- ce. Five dollars for three years, payable 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. STOWB, Editor. June 1, 1910 SPIRIT WHICH PROMPTED. A man who was noted for his gruff exterior and his paucity of words was something of a puzzle in his native town, where his later days were spent, after a life of scarcely moder- ate financial success. If there was an advance movement along any line, al- though others rolled the ball, it eventually leaked out, sometimes aft- er months or years, that “Bob” had first started it rolling. Being a man of few words he had few compan- ions and fewer friends, yet the public spirit, buried within the forbidding exterior, proved to exist in many in- stances, After many years, growing confi- dential with one of the young men interested along the lines he had started, he revealed the secret of his life: His father died when he was a boy, leaving his widowed mother with five small children to support. Being one of the older ones, he soon started out for himself, but when- ever he visited the old home there was a big wood pile, the contribution of some of the neighbors, or some other mark of their remembrance. In short, he said: “I felt that I could not do enough for the town which had so kindly helped my mother.” Realizing that he was not a favor- ite, that many of his progressive ideas were a generation ahead of the res- idents and often not kindly received, especially if the source was known, he preferred to do his work un- known so far as possible. Streets lined with beautiful maples attest to the thoughtfulness of a quarter of a century ago, and they also represent a considerable cash outlay on _ his part. The old burying ground was transformed into a modern cemetery. new land purchased, a charter obtain- ed and the cemetery has been for years recognized as one of the most beautiful in that part of the coun- try. His name was not among the tiustees until after the organization was in a flourishing condition and only those whom he had selected as his helpers knew that “Bob” had se- cured the charter. Now he is the only living representative of the work, having been made an active trustee the second term, and serving faithfully ever since. He has lived to see the culmination of many of his pet plans. The town is more beautiful, the educational advantages have been materially strengthened and those whom he knew in the days of his youth and prime are resting in a most beauti- ful spot in “God’s acre.” The commu- nity to a certain extent appreciate his good work, but, possibly, it remains for another generation to fully give credit to his progressive spirit and generosity. . Although perpetually misunder- stood and aware of the fact, he found his reward in the applause of his own soul, and the kindly people who so long ago ministered to the wants of the poor widow are being repaid in the second and third generation. Lit- tle did they dream when hauling the firewood, which represented little more than their labor, that such pub- lic benefits to the town would result. Little do the townsmen now realize the occasion of these beautiful touch- es, but that they are there is a fact which will be long noted. There are so many kind deeds which can be done in this world that one must be truly blind who misses at least a portion of them. There are such rich possibilities behind that- it is almost appalling to think what may happen if we neglect them. Perhaps had the poor woman been neglected the son would never have had any affection for the place, in which case it is certain that the procession of progress would have been impeded for at least a decade; but the grati- tude of one for good deeds of the fa- thers is remembered in a silent yet most practical manner for the bene- fit of the children. A SANE FOURTH. The calamities resulting annuaily through the customary celebration of the Nation’s natal day have been so thoroughly published that they are familiar to all. Yet despite the warn- ings by theory and practice the list of victims will never grow less un- tii more stringent methods are adopt- ed. As long as whisky is freely of- fered, so long there will be inebri- ates. Although in many places strin- gent laws have come as an aid, there is still a large scope of country with nothing but the dealer’s own strong will to check the scourge. The tradesman has it in his own power, to a great extent, to curb the danger. He may at first be criticised for not keeping pyrotechnic goods in stock, but he should endeavor, by ar- guments and statements of facts, to lead people to realize the useless dan- ger which the usual celebration brings, not only to those directly en- gaged but to others. If there has been an accident in your own locali- ty within recent years, bring it up fresh into the public mind. Lead the people to a realization of the fact that in refusing to supply the usual fireworks you are doing a_ public service. Show your patriotism and your public spirit by aiding in the promo- tion of some worthy _ substitute. Young America has been accustomed tc having a big day and join heartily in perpetuating the time-honored cel- ebration. Only strive to lead into sane methods. The public taste will largely dic- tate as to the nature of entertain- ment. If the community are inter- ested in outdoor life and sports an excursion to some nearby resort will be in order, with foot races and oth- er forms of entertainment. A _ dis- play of kodaks will be of interest. A nice line of walking shoes may aid in the formation of a pedestrian club. Tents and hammocks are suggestive of sport more real than the handling of explosives. Tact will suggest many other lines of goods which may be pressed with no dire presentiments. PATA TRAE UST LOTR SE MAKING A MAN. An ex-judge relates this story of a reformation which emphasizes the fact that work is, after all, the best reformatory: When he was a young attorney a woman came and begged him to take the case of her son, who was in jail for some small offense. It was his first transgression; she needed his help; she insisted that he take the case, although she had no money to pay the fee. He became interested and finally secured the lad’s release. This ac- complished, he remarked that he sup- posed the next thing was to go home. “Not at all,” replied his attorney. “You have an account to settle with me.” Then stepping to the phone he called up an attorney in a neighbor- ing city, stated the case and asked him to set the boy to work. Although at first reluctant he final- ly agreed to give him a chance in the oil fields at $6 a week, his board costing him $4. Before sending him the attorney drew up papers for him to sign, agreeing to send him 50 cents each week. The boy sent each week double this sum, which the attorney turned oved to the mother. Some three or four years later this young attorney was a candidate for judge. One day a big lusty fellow entered his office. “You don’t know me?” he remarked. On the attor- ney’s assurance that he did not he replied that he was the boy who had been helped out of jail; and having a three weeks’ vacation he had come to electioneer for the man who had befriended him. At this time he was Superintendent of his division and drawing excellent pay. He went out into a neighboring precinct and the result was that in that township the lawyer received a majority, although his opponent was much stronger. And his victory at election almost hinged on the votes gained by the boy he had saved. A RAMPAGING MAYOR. There may not be breakers ahead for the good people of Topeka, Kan- sas, but if there is anything in sizns and portents there is zoing to be something of an excitement in that particular city of the Middle West. From that State, the reputed home of the hot wind, the Mayor has reached certain conclusions and he does not hesitate to proclaim them. Here is one that is going to create as much confusion as a hornet at a camp meeting: “It is just as unlaw- ful to preach on Sunday as it is to do any other labor,” and he is go- ing to enforce the Sunday laws to the letter. At this distance frotn the coming encounter it may be safely assumed that the Mayor will have the entire battle ground to hiniself. The crowd will be there—his crowd—and they will cheer him until the heavens re- sound, but at the last minute—it may be several before the last—the Mayor will conclude that “discretion is the better part of valor,” that a church fight is the bloodiest one arid that, come to think of it, these ministers fight like so many fiends, never know when they ate whipped, and ftom John Wicklif, “the morning star of the Reformation,” to Martin Luther inclusive have always come off con- queror. Then, too, the Mayor should review some of his evidently forzot- ten Sunday instruction in regard to preaching being unlawful and, take it all in all, for his own peace of mind, he had better keep his shirt sleeves rolled down and his coat on. He will feel better for it after the storm blows over. Then, too, these are ticklish times for men in office even as high as Mayor. Public opin- ion is behind both office and man and the man has to carry himself just s? or down he falls and out he goes. THE GOOD OF THE TOWN. Without undertaking to give a good reason why, about every community that is worth the mention has al- ways at least one citizen who has nothing good to say of the place he calls his home. According to his too often expressed opinion, the town has no public spirit. Every man and woman in it thinks too much of that particular number just over his own front door to have the town amount to anything. If he wants anything he buys it out of town. There is not a tradesman in it that has gumption enough to venture beyond the com- monest staples, and if a customer or- ders anything it is always at the ex- pense of extra profit, and a pretty big one, too. Then if it does not turn out to be what he wants and what he ordered he has to take it or have a row. If half of the statements such men make were true there would be no such town, and if there were it would be on the way to the cemetery and the procession would be on the trot. A town is only a reflex of the peo- ple living in it and the dead town harbors only dead citizens: anid speaking of cemeteries leads easily to the conclusion that the man, un- willing to do something to keep it up and help it along is helping to dig its grave. He who damns with faint praise his home town or modifies it with a “but”’—“good town enough but”—drives a nail into that town’s coffin every time he does it. If he is in business he does not advertise: if he is always pulling back from any public enterprise, if he is so stingy as to be a hard times howler, he is the citizen who ought to be hired to move out and stay out and it would be money in that town’s treasury to Start a movement with that end in view and not be slow in seeing it faithfully carried out. June 1, 1910 MICHIGAN TRADESMAN 9 WHAT COMES WITH TAXES. It is customary to grumble about taxes. Everybody does it and so it is fashionable. Tere is no closed season on this question and the peo- ple go gunning for taxes all the time. They do not stop to think about what they get for what they give. It is unquestionably true that a good deal of money raised by taxation is wast- ed, but that in a large measure is the fault of the taxpayers themselves, who have in their hands the remedy if they only care to use it. A badly governed city is expensive and in municipalities where the office hold- ers are selected for their political pull or activity the taxes are invariably high. Within bounds it is perfectly safe and treasonable to say that the best government is the cheapest. The taxpayers in this or any otaer town can elect any man or company of men they see fit to the offices and can absolutely determine the kind of ad- ministration they are to have. The taxpayers are a majority, if they would only look out for their own interest. By the same token it frequently nappens that the taxpayers do not ap- preciate their blessings. A noted au- thority on this subject recently said: “It is after all only a very moderate pro rata annual expense for the town dweller and a small cost to have to pay for the convenience of town life. We ought to realize how much more the ordinary conveniences of life cost in camp or out in the coun- try. I have tried it and I always come back to the payment of local taxes with a new sense of apprecia- tion of the conveniences which we enjoy.” There is a lot of suggestive good sense in that remark. Some who pay for paved streets kept clean and well lighted, police and fire protec- tion, sewers, etc, do not properly appreciate how much they are get- ting for their money and do noc properly appreciate the conveniences and the accommodations thus provid- ed. The municipality does a good deal for the dwellers therein and for it does not always get the thanks it deserves. This phase of the situa- tion ought to be taken into account once in awhile. The taxpayers’ mon- ey honestly spent brings in a good return and provides for the commu- nity what the individuals therein could not separately provide for themselves at much greater cost. ENTITLED TO THE BEST. It is a very common occurrence to say that a city is nothing more nor less than a municipal corporation in which the taxpayers are shareholders and to urge the business ought to be conducted just like that of any manu- facturing concern. There is no gain- saying this proposition. A city is entitled at the hands of its officials to the very best service which can possibly be secured and that in the most economical way. First of all, an enterprising, up-to-date city wants the best, and if it is to get the best it is sometimes necessary to go out of town for it. Some say that every- body on the city payroll, whatever the service or the rank, ought to come from within the city boundaries and that no person from the outside, however competent or well qualified, should be employed either as school teacher, surveyor, physician, account- ant, electrician or in any other capaci- ty. That is what some call public spirit and local patriotism. These people complain when anybody from out of town is secured to render any public service, and it is on the theory that the city’s money ought to be distributed among its citizens and that outsiders should never be per- mitted to get a penny of it under any circumstances. The policy is good enough in a way, but if carried to extremes is liable to lower the stand- ard of public service. The subject is brought up particu- larly at this time because Mayor Sei- del, of Milwaukee, recently offered the position of Commissioner of Health to Chief Sanitary Inspector Hall, who lives in Chicago, and he has proven himself an expert there. Some public-spirited Milwaukee citi- zen or company of them hired a law- yer at once to prevent Milwau- kee from having the services of this distinguished specialist, which pre- sumably it might have had at no greater cost than as if the work was done by some local and less experi- enced person. A Milwaukee brewery, if it wishes, can get the best man in the business from any City it chooses, provided it is willing to pay the price. Any Milwaukee corpora- ton can hire any expert from any place it sees fit if it wishes to secure the best possible service. The New York World, in discussing the ques- tion, recalls the fact that New York brought Col. Waring from Newport to clean the streets, Commissioner Bingham from Washington to man- age the police and Commissioner Bemis from Cleveland to assist the new Water Commissioner. Of course when an expert is brought from an- other city he can not get any dele- gates at a convention or any votes at an election to help the administra- tion. Perhaps that is the reason why outsiders are not wanted. The com- mon sense view of it would be that where there are two equally qualified the local candidate is preferable, but that a city and its people are entitled to the best. a HEADS OR TAILS. It is a mere matter of flip up—a negro on one side and “pore trash” on the other, both brutes and both ready and eager to pommel into pulp the biped that opposes him. It is worse than a bull fight, a dog fight or a cock fight, because it takes these brutes, made in the image of their Maker, and by means of money, the possession of which will degrade them even lower than they are, tries to make decent and respectable an ex- hibition of brute force which has been the bane of humanity since time began. If the reprt so far made public is to be relied upon the white trash, if he be found to be the successful hammerer, gets $667,750, while the negro, if he holds the winning fist, will receive $358,000. California is the locality of the human pulpmaking and the National birthday is tne date fixed on for the culmination for as big a disgrace as has so far besmear- ed the country’s good name and ban- ner. Fortunately or unfortunately the results of this fight need not be told. From Nero’s time until now the story is shameful and degrading. It is true that now the negro takes tae place of the brute of the old Roman days, but the change only ensures the greater brutalizing of the masses. Ro- man civilization was not lifted by the fights in the amphitheater and from the influence of these brutal exhibi- tions it is easy to infer that modern civilization will make no rapid prog- tess. It is certain that the negro and kis race will not climb to a higher level and the charge of level sure to follow will be a sinking of the white to the plane of the negro. Whether the outrage be perpetrat- ed remains to be seen, but it does seem as if California had had enough of the discreditable in recent years to make a stand now, not only for ker own reputation but for the good name of the country as well. THE HOE AND THE PEN. The hoe and the pen, and the pen stands first. In 1859 Bjornson, the famous Norwegian poet, wrote a na- tional hymn and for something over half a century the English speaking peoples have been waiting for an English translation worthy of the poet and of the song. Prominent Norwegian writers entered the con- test for the price for the best trans- lation and, when it was over, the ptize was awarded to an Iowa farm- er; whereat there is a general expres- sion of surprise. It may be that for some reason—so far unknown—the rewards of the pen have been withheld from the man with the hoe, but so far no reason has appeared. It may be safe- ly asserted that the calling and the implement standing for it have pro- claimed no ban against it and it may be just as safely asserted that each has done its best to help the idea along. The farm, the whole world outdoors, are full of suggestion and incentive and almost as if fighting against Fate the farmer has insisted upon being a dullard. The hayseed idea was pleasing to him. He was willing to be represented by tie sag- ging gate and his own uncared for person—the laughing stock of his kind. It is a pleasure to believe that men and women everywhere are glad that the farmer has won this distinguished honor. He has been too long in the background, accustomed always to Nature’s best and daintiest. He chose such the crude and rejoiced in it and the world’s delight lies now in the fact that, without despising the hoe, he has only laid it down for a moment to take up the pen to win the prize and the honor that long ago might have been his had he so willed and to take a leading place in the intellectual world which had long been his in the physical. The hoe and the pen, the rulers of mind and matter; and may the union of the two in one be an earnest of the place the farmer is to take hereafter in the realm of lead- ership! A CRUMB OF COMFORT. There may not be anything in it, not even the basis for a second hand bet, but for all that there is a little satisfaction in noting that every time the muck rake comes up out of the sugar-scandal cesspool with a new chunk of corruption the name given to it is one indicating a comparative- ly modern importation. So far there is no Brown, Jones or Robinson, no Bradford, Standish or Winthrop, but names that indicate a far remove from the rich inheritance of the Pil- grim fathers; and so long as this fact stands it is a comfort to be able to believe that the old family pride which came over in the Mayflower, which lived and flourished and was transmitted throughout all genera- tions, has so far escaped even the charges of corruption, beyond, per- haps, the exception that confirms the rule. There at first a fear in the effort to reach the man higher up that the rascal would be found to be the traditional black sheep of the “old family,” but as time goes by breath- ing becomes easier and the convic- tion is growing that the Puritan de- scendant is proving true to his an- cestral trust; that the “Assembly Catechism” meant something and still means it; that a good name is rather to be chosen than great riches and that in the long line of descent an untainted name is still the most precious possession that a man can hand down to his children. was In spite of the threatening appear- ance of the moral atmosphere there are cheering signs of fair weather. Through the thickest clouds pierces an occasional gleam of the brightest sunshine. The air itself is becoming pure, and so long as the descendants of the “old family” name stand pat to the good old virtues born in them there is every assurance of clearing skies and of the prosperity that is coming from them. AER ELR ATE ES ON EET EN Too many mistake the squabbles }of creed for the fight of faith. TRUST PROPERTY We make our charges less, very frequently, than we have previ- ously stated, depending largely upon the nature of the property, asin case a business block is given us to handle for a term of years. execu HEHE MICHIGAN TRUST COMPANY AGENT MICHIGAN TRADESMAN June 1, 1910 SCHOOL BOARD TROUBLES Amicably Adjusted By an Attractive School Ma’am. Written for the Tradesman. Remarkably well equipped an executive and a graduate of the State Normal who had successfully pa‘sed through five years of experience as a school teacher, Miss Sarah Snedicor was greeted with sincere respect and confidence by the parents of all the children in the Clay «chool district, as one who, as principal of that school, would certainly give to those children the very best control, in- struction and inspiration at her com- mand. And they did not miss their guess. For two years Mics Snedicor had so conducted the school that from an in- different rating among all the city’s schools it had taken first place as 2 progressive, thorough and enthusias- tic factor in the public school -ystem, not excepting the high school even. Therefore it was that a spirit of amazement decidedly tinctured with indignation was developed through- out the district when it became known that Guerdon Cornell, a well-to-do merchant of long standing had, up- on some occasion or other, ordered Mies Snedicor out of his store. At last the chairman of the School Board and a rival merchant, James Galloway by name, felt it his duty as chairman to run down the gossip that prevailed and so, unknown to Miss Snedicor, called upon Cornell to get his side of the story. And he succeeded so well that he was able to take away with him as he left the Cornell establishment, as visible evidence of his mission, a broken molar and two beautifully dis- colored eyes not to mention an up- per lip that was split badly by being caught between the tooth that was broken and his rival’s clenched fist. “It was this way,” explained Gallo- way to the police justice before whom he was testifying upon Cor- nell’s arraignment on a charge of as- sault and battery. “I had visited Mr. Cornell to find out if possible the exact truth relative to his having or- dered Miss Snedicor out of his store and asked him to explain; telling him that as chairman of the School Board I had a right to enquire.” “What was the prisoner’s reply?” asked the justice as he bestowed a smiling nod of recognition upon Miss Snedicor, who just then entered the court room. “He allowed that Miss Snedicor had insulted him grossly and—” “May it please the Court,” calmly observed Miss Snedicor, who had tak- en her stand just back of the chairs occupied by Cornell and his attor- ney, “if you will permit me to take the witness stand, I think I can soon settle this case so far as evidence is concerned and without great discred- it to any person concerned.” The justice requested Galloway to “step down” and the principal of the Clay school being sworn explained that Mr. Cornell had a distinguished ancestry; that Ezra Cornell, the phi- lanthropist, was an uncle and that be- cause that uncle was the founder of Cornell University the defendant was, as very justly, proud of the connection. “He has also a daughter, one of my pupils,” Miss Snedicor added and she continued: “by the name of Sarah Cornell. Sarah, sharing her father’s pride of ancestry and naturally proud of her father’s high standing in this city as a business man, has been in the habit ever since I have been at the head of the Clay school of spell- ing her name when she writes her signature without the letter ‘h’ in the tame Sarah and with a final ‘e’ add- ed to the name Cornell.” “Which she thas a perfect right to do, your honor,” interpolated Cor- nell’s lawyer. Without giving the slightest heed to the interruption Miss Snedicor told how she ‘had repeatedly explained to ker pupil the absurdity of dropping the ‘h’ from Sarah and of adding the ‘e’ to Cornell and how she had urged her to abandon the practice, but with- cut success. “At last,” she contin- ued, “I deemed it my duty as princi- pal of a graded school with nearly 300 pupils and many teachers look- ing to me for accurate English and correct spelling to consult Miss Cor- nell’s father on the subject and I did so. He lost his temper and ask- ed me why, having the same first name, I spelled it with a final ‘h’” “And what was your reply?” asked the justice. “T told him that it was because 1 prefer the English method of spelling the name primarily; and incidentally because the wife of Abraham and the mother of Isaac spelled her first name with the final ‘h.’ Then he ask- ed me why his daughter might not, if she wished, spell the name Cornell with a final ‘e’, and I replied: ‘Be- cause she is the grand niece of the founder of Cornell University—a man who, were he alive, would condemn the pretense and snobbery suggested by such a mis-spelling of his name.’ ” “And then he ordered you out of his store?” enquired the Justice. “Not just then,” was the answer of the teacher witness, as she gave an appealing glance toward Cornell, “but , if your honor pleases—” “May I put a question to the wit- ness?” asked the defendant’s attor- ney. The Justice turned an enquiring look at the witness, who, with a gleam of color lighting up her rather attractive face, nodded her consent. “You are what is called a ‘bachelor girl,’ are you not?” asked the attor- ney. Before the Justice could prevent Miss Snedicor replied: “I am 32 years old and some call be an old maid.” Quickly calling the audience to or- der by vigorous hammering of his gavel the Justice reproved the lawyer and added: “What do you expect to show by such impudence?” “I wish, may it please the Court,” was the counsel’s retort, “to show that the witness has a strong feeling as to my client’s daughter.” “I have, your honor,” admitted the witness. “I love her dearly and I admire her as one of the brightest girls in my school and it is because I love her so that I desire to do all in my power to help her to become the competent, cultured, valuable woman she may so readily become.” Much to his surprice the Justice noted as Miss Snedicor was giving this testimony that Cornell had step- ped over to Galloway’s side and was holding a whispered conversation with the School Board chairman— both men seemingly having forgotten the cause of their presence in the court room. As Miss Snedicor completed her very sincere confession of regard for Miss Cornell, Galloway solicited the permission of the Court in behalf of the man against whom he had made the complaint. “He desires to make a confession,” he concluded. Thereupon the Justice called Mr. Cornell to the stand and that gentle- an admitted that he was guilty of as- sault and battery as charged. “And I don’t ask for any leniency on the part of the Court. I regret my pres- ence here, regret my quick and fool- ish temper and in defense of the lady who has told you nothing but the truth I desire to add, with every feel- ing of respect for her and for the Court that she has not told all of the facts.” “Why, Guerdon Cornell,” exclaim- ed Miss Snedicor, “are you going to tell all?” “With the permission of the Court I am,” responded Cornell. “Say, rather, with the consent of Miss Snedicor,’ observed the Court severely. “He has my glad consent,’ was the quick answer of the school ma’am. “Yes, and I’ve had it ever since the day Mrs. Galloway called on -me,” said Cornell. “Something over six months ago I first asked Miss Snedi- cor to become Mrs. Cornell; to be- come mother to my _ motherless daughter. The only obstacle to my suit, as she herself told me, was my quick temper. And after my assault on my friend Gallagher Miss Snedi- cor called to ‘comb me down’ for my brutality and did it to a finish. Then I again asked her to become my wife, _ “And she consented?” asked the Judge. “On two conditions,” said Cornell. “One was that she could spell the name of Cornell without the final ‘e’ and the name of Sarah with the final ‘h’; and the other condition was that she could take a club to me every time I lose my temper.” “And, your honor,” Miss Snedicor interjected, “while I never use a club or suggested one, even, I am sure I have such an influence over the de- fendant that we will be perfectly hap- py together.” “The case is dismissed,’ shouted the Court, “and the Court congratu- lates Mr. Gallagher upon his success in bringing about amicable adjust- ment of School Board troubles.” “And Mr. Gallagher,” shouted the complainant, “most Sincerely con- gratulates Mr. Cornell upon his refor- mation and congratulates the cause of his regeneration,” L. F. Rand. me . A mere acquaintance is a friend for whom you have done a favor. -—_—_?2.2._____ No horseshoe is lucky if found too close to the race track. Refinishing Store Fixtures. As to the best method of refinish- ing store fixtures and counters of oak in the natural: The quickest method of removing the old varnish: is by tae use of a paint and varnish remover, which can be obtained from any sup- fly house. The directions for use will be found on the package, also hew to neutralize any effects that might be apt to give trouble. Varnisa coats are not so difficult to remove and we have obtained good results by using liquid ammonia, to which we have added 5 per cent. of its volume cf turpentine to prevent the raising of the grain of the wood. When the varnish is softened it is best to use a stiff brush rather than the spatula to remove the softened material, in order to keep the surface intact. Around corners and moldings steel wool will take off any remain- ing traces of varnish without injury to the wood. It may be necessary to refill the wood, which you can determine when you have cleaned the surface with turpentine or benzine after removing the old coats of varnish. At any rate, a coat of paste wood filler, thinned in the usual way, should be applied be- fore varnishing as a matter of pre- caution.— Painters’ Magazine. ——_+~--—____ Preserving Spiders’ Webs. Naturalists employ an_ interesting method to preserve all kinds of spi- ders’ webs. The webs are first spray- ed with an atomizer with artists’ shel- lac, and then, should they be of the ordinary geometric form, they are pressed carefully against a glass plate, the supporting strands being at the same time severed, After the shellac has dried, the plates carrying the webs can be stored away in a cabinet. Even dome-shaped webs may be preserved in their original form by spraying them with shellac and then allowing them to dry before removai from their supports. Many spiders webs are very beautiful, and all are characteristic of the species to which they belong, so that, from a scientific standpoint, their permanent preserva- tion is very desirable. —_>--.___ Saws Without Teeth. The employment of circular disks of iron, turning with great velocity, but possessing no teeth on the edge, for sawing metal has become com- mon in many workshops. Among other places where such saws with- out teeth are used are the celebrat- ed Krupp gunworks, where armor plate is sometimes cut in this man- ner. The process is not a newly dis- cevered one. As long ago as 1824 Darrier and Colladone at Geneva, ex- perimented with swiftly rotating disks of iron. They found that when a disk about seven inches in diameter turned with a peripheral velocity of ten metres per second it could be cut with a steel tool pressed against it, but that when the velocity was in- creased to twenty-one metres per sec- ond the iron was unaffected and the steel tool was damaged, At a veloc- ity of sixty metres per second the iron disk even cut quartz and agate. ad a Z 3 es. Sm te SS. é oe said ne Ba ~~ m Nn mate ii Sear Peaiiara “jh. 224 RR fre —— 9 | FH -he en ith ng te, in De - re- be by len val are ich ific Va- sks Ly, ge, m- ng ——— ieee scenes. pei cit asia Bc eee 2. sll cen ssc perma ‘ ‘ June 1, 1910 BISHOP P. T. ROWE. His Work and Observations in the Land of the Midnight Sun. The Right Reverend P. T. Rowe, D. D, Episcopal Bishop of Alaska, in his report to the Mission House, of New York, and which has just been published, is interesting and facinat- ing reading. His Michigan friends are especially interested, owing to their knowledge of and love for this most remarkable man and his great self sacrifice for the past fourteen years, visiting the out-posts of civili- zation where eternal ice and snow are monarchs. With no traveling com- panions, excepting his team of “husk- ies” and an Indian guide, the Bishop has visited every mining camp of im- portance in Alaska; snow-shoeing, and traveling on rafts and in canoes to reach camps situated more than 3,000 miles from his home. The Missionary District of Alaska includes all of Alaska. It has an area of 600,000 square miles, recent bound- ary surveys having increased the area. The population is estimated at 80,000. This Missionary district was estab- lished in 1895 and Bishop Rowe has been in charge since that time. From the Bishop’s report the following ex- tract is taken: “The Far North is the ‘storm cen- tre’ of interest just now. This is ow- ing to the fact that after many daring attempts by heroic men for a score of years, after splendid achievements and pitiful sacrifices, two men, Peary and Cook, have at last made their way, through almost insurmountable difficulties, to the North Pole. It is no wonder that the world is interest- ed. It is a wonderful achievement and we worthily applaud the persist- ence, endurance and bravery of these epoch-marking discoveries. No one is better able to appreciate their work, say ‘well done’ to them, than those who are living in the North, familiar with the conditions and have some experience with the same difficulties. Naturally our interest is heightened from the fact that these brave and successful men are our own country- men, though, I am sure, it would have been as keen and as sincere had they been men of another nation.” “But this interest in the event of such world-wide importance is in strange contrast with a work which is attended with greater benefits to humanity, althowgh less in the public eye and esteem. For many years messengers of the Prince of Peace, the Redeemer of mankind, have lived in the North, amid the same condi- tions Peary and Cook faced in a dash of two years, have met Arctic storms, crossed wastes of snow and moun- tains that seem impassable, their one aim being to bring to all men the message of glad tidings, the ministry of salvation for soul and body, re- gardless of popular acclaim or per- sonal profit, satisfied that they left a trail of light, hope and redemption behind them. But of this the world has scant recognition. “Alaska has been described as ‘The Wonderland of the North,” and it is not amiss. Poets and_ travelers through centuries have sung the beauties of Norse fjords and moun- tain glaciers and midnight sun, but the visitor to Alaska sees here the same wonders as grand and as ma- jestic as any land can boast. Our people are learning more and more of MICHIGAN this fact and are becoming more a preciative of it. Alaska is a mighty country in the making—in the civil- izing. Though the farthest outpost of civilization—the last frontier—yet by reason of the development, the in- creased facilities of travel, its charm as a frontier is rapidly passing. Hu- manizing influences are transforming its silences into throbbing life. Man is harnessing busily forces of nature, putting in machinery to wrest fron: the soil its wealth, building railroads and creating settlements of life and industry where but recently the wolves howled in winter with unsatis- fied hunger. “It is only twelve years ago that the great gold rush drew attention to Alaska—drew an army of the advent- urous and the brave. Where then they faced a country seemingly im- penetrable by reason of snow-covered mountains, trackless forests, mighty rivers studded with dangerous and canyons, now the traveler can make the trip through Alaska on the regular routes, with all modern con- veniences, and come unexpectedly at intervals to towns, mining settle- ments, canneries, isolated sawmills, roadhouses and the tent of the lone and venturesome prospector. Mod- ern towns have sprung up, within the past. eleven years, in the wilderness. Everything in Alaska holds interest: not only its peerless beauty but its vast spaces, its mighty mountains and rivers, its richness, its unique condi- tions, picturesque life, its tragedy and humor, lay a fascinating spell upon one, “Mining is at present the principal industry in Alaska. It is the most attractive because it seems to be the readiest road to independence. This is a subject big enough for a volume. I must not dwell upon it. First, there are the “placer” mines. These have yielded millions—I can not give fig- TRADESMAN ures. They are for the individual, and while they last they mean much in the way of population and busi- ‘ness. It is for this reason that com- munities, towns, fluctuate, rise or fall. |I believe that new “discoveries” will ‘be made of placer ground, from year i to year, ‘because Alaska is large and |that it is a gold region has been |proved. In Southern Alaska we have 'gold in quartz, copper and coal and ithis means the presence of a perma- nent population. The coal in the Ma- jtinska, Kyak sections, the copper in ithe Bonanza, Niyina sections, point jto a development and permanent | growth that guarantee the prosperity (of Alaska. _ * = 8 | “From what I have said, it can be | readily seen that our mission work jin Aiaska is face to face with many | problems, difficulties and oppositions. jIn the first place adventurers, pros- |Pectors and men seeking sudden gain Tapids' only, come to Alaska. On the whole Right Reverend P. T. Rowe, D.D, Bishop of Alaska they represent a high average of man- hood. It would be difficult to find a better manhood anywhere. But there are exceptions. And the exceptions give us no end of trouble. They are {the men who are in no fear nor re- ispect of God or man. It becomes their pastime to debauch the natives. In our efforts to defend the defendless we, of course, arouse their anger, op- position and deadly hatred. Unhap- pily we have not always found much help from the officers of the zovern- ment. And strange to say, even the respectable and decent people in a community are rather against us than with us in our efforts to check the deadly wrongs. No, our work is by no means easy and our workers have to make a fight for righteousness in the face of opposition, persecution and obloquy. But it has to be made —we are set to fight for the pure life —and that should not be counted against us.” 11 Two years ago Bishop Rowe came }out to go to the Lambeth conference The Lambreth lin London, England. |conference is a meeting of the Bish- ‘ops of the Episcopal Church from all }over the world, held every ten years for the purpose of discussing Church affairs. Upon his arrival the Seattle Post Intelligencer said: “P. T. Rowe, Bishop of the Epis- copal church for the territory of Alaska, who arrived in the city yes- terday from the North on the Yuti- can, brings the first detailed authentic information regarding the big gold strike on Nolan creek, at the head of the Koyukuk river. Bishop Rowe was in the Nolan creek camp when ithe strike was made and washed out $500 on the Olson claim with his own hands and saw pans washed out that ran as high’ as $1,800. Nolan creek is only about 200 miles from the Arctic ocean and there were only 125 men in the camp when Bishop Rowe left for the outside.” About $40,000 has been washed out by crude operations and it is estimat- ed that the clean-up at the end of this summer will reach $1,000,000. When asked if he had located any claims in the Koyukuk, Bishop Rowe said he never makes any mining lo- cations, as he is unable to engage in mining and look after church affairs at the same time. He brought out some coarse nuggets taken from the Olson claim as souvenirs. Bishop Rowe visited Sault Ste. Marie, Mich., for a week last Christ- mastime. He was rector of St. James church here for many years un- til he was made Bishop of Alaska. He talked most entertainingly of the stupendous wealth of that north coun- try and especially of Seward Penin- sula, upon which Nome is situated. He said: “I was on the Nome beach twice last summer, and the miners and the soldiers from the garrison there are constantly washing the sands of the dry beach over and over. Every storm throws up fresh ruby sands irom the sea which are rich in gold dust. The soldiers each average $40 per month in washing these sands during the spare moments they get from doing guard and other gar- rison duties. There is no question of the great amount of gold lying in the shoal waters, adjoining this beach, for a distance of forty miles, which has been beyond the reach of the miners. take it, No device has been able to small spots ° ¢ aside from through six and seven feet of ice in the winter, or when a very low tide would occur for a few hours once in many years. The McKeone dredge on high wheels is the only practical method to get this gold, in large quantities, which I have ever known of. ‘With the small capitalization of the Company its working should make every stockholder rich.” Those who desire to become in- terested in this dredging company should write at once for full informa- tion to James R. Ryan, Secretary Gold-Platinum Dredge Co., No. 114 Maple St., Sault Ste. Marie, Mich. An honest proposition stands on its merits. The Gold-Platinum Dredge Co, and all pertaining to it will stand the most thorough investigation; but the opportunity now presented wil! not stand open long. The serious question is not who will buy but who will be fortunate enough to procure some of the stock? MICHIGAN TRADESMAN Arrested For Selling Short Weight Print Butter. The city papers have had a good deal to say about the arrest of but- ter dealers in Greater New York during the past week for selling print butter that was short weight. In one case the complaint was against a large concern that ‘retails milk and butter, the latter mostly in two pound cartons. It was claimed by the re- tailer that the cartons, which are made of heavy pasteboard, weighed two pounds when filled with butter, but the city weighers objected to in- cluding the cartons and the tests showed a shortage of from 2% to 3% ounces. At several other stores operated on tht chain system the pound prints were found to weigh 15 to 1534 ounc- es, and the managers explained that they sold the prints just as they were furnished to them. Where the but- ter was cut out of tubs the little wooden dishes were weighed with the butter. These dishes varied in thick- ness and the weight was also affected by soaking the dishes before use. The publicity given these cases and the certainty that the inspectors from the city weights and measures de- partment will carry the investigation much farther brings to our attention the abuses that some unscrupulous dealers are indulging in. In the testi- mony recently given by a large oper- ator in a New England city he said that he had a contract for three mil- lion pounds of prints put up to weigh 15% ounces. Part of this contract was tendered to the biggest handlers of fine butter in this country, and it was turned down. In order to stop this fraud some of the states are tak- ing legislative action. Not long ago Connecticut passed a law requiring the print wrapper to be stamped 16 ounces in one-half inch bold letters and the Commissioner of the State is enforcing the law vigorously. Here in New York a great deal of printing is being done, the dealers preferring to buy the butter in tne tub and to know just what goes in- to the prints. I believe that most of these show honest weight, but there is reason to believe that some are made from I to 1% ounces short weignt intentionally. The same is true of those that are packed at the creameries. Having studied the ques- tion of printing butter under varying conditions I know some of the diffi- culties of having the prints run al- ways the same; indeed it is practi- cally out of the question to get them absolutely uniform. Tae cutting ma- chines have to be adjusted according to the character of the butter; if it is mushy or light bodied the prints have to be larger than if the butter is dry and solid. But waatever the conditions are there should be suffi- cient allowance in weight to have them balance evenly when sold to the consumer. Some retailers have tried to excuse their shortcomings by say- ing that they merely sold the print for so much money, and that the question of weight was never spoken of by the customer, but this is pure- ly a subterfuge that will not stand in court, as every buyer believes that he is getting a pound of butter and ke would not take the print if he knew that it was underweight unless the price corresponded, The butter print trade of the coun- try is growing steadily. It has be- come a popular style of packing among a large class of consumers and there is so general belief that the best qualities are handled in taat way that buyers are willing to pay the additional cost. I have called special attention to the matter of weights because I am impressed with the importance of the question. The present agitation in the daily press, and tne promise of considerable in- vestigation by the authorities will surely lead to trouble among the re- tail dealers and this in turn will re- act on the creameries or wholesale dealers who make the prints. It is just as well to build up the business on honest lines voluntarily as to be forced by legislative action whica may take the form of a Federal law. Speaking of grading it is well for shippers to remember that as we ap- proach the summer season the range of values for eggs: widens materially and there is more inducement for shippers to candle their stock, pack- ing the various qualities separately. Buyers give a great preference to eggs of uniform quality. A buyer looking for fine fresh stock does not want them mixed with stale eggs and a buyer who can use stale eggs will pay little more for them because they may contain a small proportion of eggs of better quality. Undoubtedly the most money can be realized for eggs when they are packed in uni- form grades. In grading the first grade should contain only clean eggs of good average size, full and strong bodied. Eggs that show much shrink- age or weak body or dark yolks should be kept out. The second grade should comprise clean eggs that are too weak in the body or too much shrunken to go in the first grade, but should be kept free from very small eggs. The third grade should comprise the dirty eggs of fair to good size and reasonably full and strong body. The fourth grade should be the checked and cracked eggs and the very small eggs—both clean and dirty— and those that are decidedly watery or very badly shrunken. Eggs that are broken badly or which are very in these may be packed June 1, 1910 inferior in quality should be thrown out altogether—it is useless to pay freight on them and their presence only reduces the value of the grade with which they are mixed.—N., Y., Produce Review. Dai ry Established 1894 RR AN ER AS I A cartage out. before June 8. spected. list on butter, eggs, I offer 22c, delivered at Grand Rapids, for No. 1 Dairy Butter, no commission or Shipment to be made on or | Butter can be shipped in crocks or parchment lined sugar barrels. returned soon as they are empty, tance made soon as shipment is in and in- If you are not getting miy price postal will bring it to you every week. | Crocks are | Remit- a veal and poultry, a 7 No. Ionia Street F. E. STROUP References: Grand Rapids National Bank, any Wholesale Grocer in Grand Rapids, Commercial Agencies, Michigan Tradesman. Grand Rapids, Mich. } } een nineties E highest prices. Papers and Hundreds of Shippers. W. C. Rea REA & WITZIG A. J. Witzig PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. ‘‘Buffalo Means Business’’ We want your shipments of poultry, both live and dressed. Heavy demand at high prices for choice fowls, chickens, ducks and turkeys, and we can get Consignments of fresh eggs and dairy butter wanted at all times. REFERENCES—Marine National Bank, Commercial Agents, Express Companies, Trade Established 1873 SEEDS If you want our regular quotations on seeds let us know and we will put you on our mailing list ALFRED J. BROWN SEED O©O., GRAND RAPIDS, MICH. OTTAWA AND LOUIS STREETS Moseley Bros. Both Phones 1217 Send orders for Millet and Hungarian Seed ' Timothy and Clover Seed Wholesale Dealers and Shippers Beans, Seeds and Potatoes Office and Warehouse Second Ave. and Railroad Grand Rapids, Mich. a % Ca * . a 6 June 1, 1910 The Reason Michigan Could Be Walled In. If each state in the Union were walled in against all the other states and against the outside -world there are few states that would fare so well as Michigan. This State could, in fact, be marooned indefinitely and her 3,000,000 could still be happy, well fed, well housed and after a little adjustment tolerably well cloth- ed. All this has been said before, but it is worth while once in awhile to prove up by taking inventory of the natural or acquired resources that Michigan possesses. In the matter of building Michigan has cement, brick, lime and plaster and in quantities not merely ample for cur Own use but some for export. In spite of the undue early zeal of the lumbermen enough timber remains to supply the present generation and the generations to come if its use were confined to Michigan. In various parts of the State building stone of fine quality is found, and that of the Portage Lake district is famous for its rich color and durability. The iron mines of the Upper Peninsula would furnish the material for all the nails, screw and structural ma- terial that Michigan could use in a thousand years. The Upper Penin.- sula copper mines would furnish roofing material for those who want- ed something better than shingles. We might be a little hard up for window glass at first, but Michigan has an abundance of the raw mate- rials for the making of glass should the necessity arise for its manufac- ture. With this list of resources it is apparent Michigan would not worry over the housing problems. In the matter of fuel we could draw on the wood lots or on tae coal mines to supply the stoves and fur- taces for heat. We have water pow- er developed or in process of devel- opment of ample capacity to keep every wheel in the State in motion, to light every home and to charge the batteries for all the automobiles if they changed from gasoline to elec- tric. It is when we come to the “eats” that Michigan would shine especially strong. The Michigan beet sugar crop is estimated at $11,000,000 and more sugar is shiped out of the State than is shipped in. The Michigan bean crop is. estimated at $12,000,000 a year and Michigan beans rank so high that in Boston they are regard- ed as the ideal, and there is not a market in the country that does not accept them as the standard. Michi- gan ranks second or third among the states as a potato state and the an- nual production far exceeds the home production. Michigan raises enough wheat, corn, oats and rye to supply the home demand and enough buck- wheat is raised in this State to give every family full pancake rations dur- ing the winter months. The ordinary farm vegetables, onions, cabbage, turnips and beets, are of domestic raising under any circumstance, and if we want lettuce and radishes in midwinter we have them by means of the greenhouses. From early strawberry time until apples become passe Michigan would not be with- MICHIGAN TRADESMAN out fruit. We might not have prunes but we could have dried apples eith- er evaporated or strung on strings as our grandmothers prepared them. Michigan is the home of the break- fast foods. We have breakfast foods in wheat, oats and corn and_ the grains are of domestic production. Michigan is not foremost but is rap- idly coming to the front as a can- uery state and the annual production of canned fruits and vegetables, of pickles and catsups is greater than the domestic consumption. Michigan makes enough salt to give savor to the world. We may be short on cof- fee, but an excellent grade of chic- ory can be raised in this State. Fnough tobacco could be raised to supply the demand, but if we had to depend on this source of supply it is possible the demand would be ma- terially less. Not only is the production of but- ter sufficient for the home demand Lut enough is made to spare a lot for shipment to tne Eastern markets, Al- most if not quite enough cheese is made to supply the home market and this includes some of the fancy brands. Few other than Michigan eggs are consumed in this State ex- cept perhaps in midwinter when the Chicago storage houses are drawn upon, and even then more eggs are shipped out of the State every year than are shipped in. Michigan is one of the chief producing states of con- densed milk, and if Michigan were walled off Cuba and tie Philippines and other far-away lands would grieve. In meats Michigan could easily pro- duce enough for all, whether of beef, mutton or pork, poultry or fish, and for variety we can have venison, bear, squirrel, rabbit, partridge or quail, and we can have the meats either fresh, salt or smoked as preferred. When it came to clothing it is pos- sible Michigan would not cut much of a figure at the swell social func- tions—at least at first. Enough wool is raised in this State, however, to supply everybody if everybody would be satisfied with such clothing as the pioneers wore. Carding and clothing- making mills were among the earliest of the Michigan industries, coming a close second to the flour mills, but this industry since the war has gone to other fields. The industry could be revived, however, if the necessity for it arose and if other states were reduced to the same necessity it is quite likely Michigan would be as well as and perhaps a little better clothed than many of the others Some flax is raised in this State and in an amateur way :ome silk worms are bred, and if it were a case of must it is possible both flax and silk worms could be produced on a larg- er scale. With an abundance of wool. however, Michigan would not go naked and until the cloth mills could get into operation we could fave our garments knit at the big plants al- ready established. Michigan leather would shoe the people and for gloves they could use pig, sheep, goat and deer skin. Mink, badger, coon, squir- rel, wolf, muskrats and bear would provide furs without sacrificing the family cat or dog. Spare. When sickness came roots, barks, berries and leaves of Micai-| gan’s large variety of medicinal plants could be drawn upon and it is possi- ble with better results than are now obtained with the big named products of the modern chemist. Yellow dock and dandelion properly decocted are very good for that tired feeling in the spring, but their virtues are not recognized now as in the time of our | grandmothers. And then there are | boneset, mandrake, rhubard, sage, | catnip, wild cherry, witch hazel and | a long list of other things bad to | take but good for you. Michigan makes a lot of soap every | year and under an embargo we could | still keep next to godliness. If we | had to there are still many of the) pioners left who could show the ris-| ing generation how to make a very efficient soap of wood ashes, lye and scraps of grease from the kitchen. Michigan manufactures printing presses and paper, so books andj newspapers could still be issued. We manufacture agricultural implements, | wagons, automobiles and furniture in| quantities sufficient for all and to! We make enough beer and| wine in Michigan to give everybody a headache, and in the days before | the war and excise laws used to | make a lot of whisky and some| brandy. Michigan is famous for pep- | permint and celery, and we make| Pianos, mandolins and band instru- | ments. : But why try to recount all the| things Michigan makes or irai-es? It is sufficient to say that we have all| the needfuls to comfortable living, in- | cluding ice. Michigan could get along without the rest of the world much| better than the the rest of world | could get along without us, and life in Michigan would not be a matter of trade and barter and paper money | either, for enough silver is produced | in the Upper Peninsular mines to supply us with money. Michigan | surely is a great state. | Ground Feeds None Better WYKES & CoO. GRAND RAPIDS New and Second Hand BAGS For Beans, Potatoes Grain, Flour, Feed and Other Purposes ROY BAKER Wm. Alden Smith Building Grand Rapids, Mich. The Crescent Mfg. Co., Seattle, Wash. Order from your jobber or The Louis Hilfer Co., Chicago, Il. C. D. CRITTENDEN CO. 41-43 S. Market St. Grand Rapids, Mich. Wholesalers of Butter, Eggs, Fruits and Specialties The Vinkemulder Company Jobbers and Shippers of Everything in FRUITS AND PRODUCE Grand Rapids, Mich. A. T. PEARSON The Place to PRODUCE CO. 14-16 Ottawa St., Grand Rapids, Mich. Market Your Poultry, Butter, Eggs, Veal MICHIGAN TRADESMAN June 1, 1910 SAVED THE BRIDGE. By So Doing He Saved Much Valu- able Property. Written for the Tradesman. “One day during the month of Au- gust, 1875, while a high wind was blowing over the city of Grand Rap- ids from the west a fire occurred in the business district of West Bridge street and in a few hours following the ringing of the alarm bell every building located on the street be- tween Broadway and Grand _ River was destroyed. With the exception of the buildings owned by Louis Martin and William Miller all were of wood and burned rapidly. An hon- est, industrious but ignorant Irisa- man, noted for his physical strength, was at the head of the fire depart- ment, while Charles E. Belknap and Henry Lemoin were ‘is assistants. The two steam engines, with a num- ber of hose and hook and ladder trucks, comprising the apparatus of the department, were brought into service and an effort was made to check the advance of the flames to- ward the river. Finally it became ap- parent to all that the buildings on the east side of Grand River would be burned down if the fire should spread to the old wooden latticed bridge spanning the stream. Fire brands were dropping on the shingled ‘roof of the structure and the danger to property located on North Canal street and beyond was momentarily becoming imminent. Capt. Belknap decided that the only practicable way to save the bridge was to attack the fire in front and, without consulting his chief, he caused a line of hose to be hauled to the roof of the bridge where, with the help of the intrepid Charley Swain and others of Wolver- ine Company, No. 3, a vigorous ef- fort was made to save the bridge. Men were stationed with pails of water on the roof of the structure and the fires started from time to time were promptly quenched. In the meantime the chief conceived the idea that the proper way to contest the advance of the fire was to get behind it. He personally stretched a line of hose across the bridge and proposed to use one of the steamers stationed on the west side of the canal to fill it. The fact that the hose would be burned with the bridge, cutting off the water supply when the flames should enter the structure did not dawn on the dull brain of the chief. The bridge was saved and to Capt. Belknap belongs the credit of its preservation. Henry Lemoin gave his attention to the work of pre- venting the spread of the flames north of Bridge street and experienc- ed, probably, the hotte:t time of his life. Fifty years ago members of the lo- cal fire department were paid by the city $1 each per annum for their serv- ices. A year or two later the Com- mon Council increased the amount to 5 each. When the first annual pay day came, following this increase, the city treasury was empty and no funds were available for distribution in ~al- aries to the firemen. E. M. Double- day, a son-in-law of the late John W. Squiers, the miller, was the City Clerk that year. Realizing the dis-' appointment the firemen would feel ever the failure to receive the salaries due them, Mr. Doubleday gave to each man an order for $5 upon Mr. Squiers, payable in flour, which the latter honored. The account was paid by the city when the annual tax mon- ey was paid in. Arthur S. White. —_+--___ Some First Things. Kerosen was first used in 1826. Envelopes were first used in 18309. The first matches were made in 1820. The first iron steamship was built in 1830. A locomotive was first America in 1820. The first black sharpened in 156s. The first almanac was printed by George von Furbach in 1460. The first pocket handkerchiefs were manufactured in Scotland in 1743. The first pair of spectacles used in lead pencil was was | Three Familiar Figures of Thirty Years Ago. | Written for the Tradesman. Three “jolly old boys,’ Uncle Dean, Uncle Seaman and Uncle Cut- ler, were familiar figures in Grand Rapids thirty years ago. All were advanced in years. Uncle Henry Dean was “not so well off” in world- ly means as Uncle Seaman and Un- cle Bob Cutler, but the pay he re- ceived for his services as tyler for several masonic lodges served to keep the pot boiling in his modest home, located on the northwest cor- ner of Lagrave and Oakes streets. Uncle “Bob” and Uncle Seaman prac- ticed economy in their youth and ‘aad accumulated the means necessary for the enjoyment of their declining years in comfort and in peace. These men were bound together by the warmest ties of friendship. In their boyhood they had learned to respect and trust each other and the pass- Hon. Chas. made by Alexander del Spins i year 1285. The first book containing musical characters and notes was issued from the press in 1495. The first quill pens were used A. D. 553. The first steel pens were made in 1820, when a gross of them sold for $36. The first daily newspaper was print- ed in ondon in 1702. The first news- paper published in America appear- ed in 1704. | —_______. A Private Performance. “You are charged with stealing nine of Colonel Henry’s hens last night. Have you any witnesses?” asked the Justice sternly. “Nussah!” said Brother Jones hum- bly. “I ’specks I’se sawtuh peculia dat-uh-way, but it ain’t never been mah custom to take witnesses along when I goes out chicken _ stealin’. Sih.” n the ling years served to E. Belknap strengthen their friendship. “The they were called by the citizens general- ly, met at the Morton House at 2 o’clock every day to enjoy a sip of buttermik, after which they paraded Monroe and Canal streets on both sides, stopping from time to time to inspect the windows of the stores or to greet old friends and exchange a few words in regard to the rain, the cold or the heat, as fact or fancy dictated. A call at Sweet's Hotel was made, where they also drank a little buttermilk and where Uncle Henry loaded the old pipe he had smoked since he quit the army in the war of 1812 and where Uncle Sea- man folded a fresh wad of “Hiawa- tha” and deposited it where it would do the most good—in his mouth. Then the trio would leave the house and when good-byes had been said each would proceed to his home to boys,” as dream of “good times” they would kave when they would meet again on the day following. Uncle “Bob” aad not cast away the cares of business entirely. A pair of “good fellows” had induced him to endorse notes for them and when, in later years, the “good fellows” failed Uncle “Bob,” or “Sawlogs,” as Uncle Seaman called him, was poorer in the sum of $125.- 000. Finally Uncle Henry died and the loss of fais friend so affected Un- cle Seaman that he went in search of Uncle Henry in the Dark Valley. Ex- istence became a burden for Uncle “Bob” and when the hour for his final departure arrived he quietly re- marked: “I am going to join Uncle Henry and Uncle Seaman.” Arthur S. White. —_+-<.____ Our Relations To the Ape. Man and monkey show many points of relation. Recent investigations by Prof. W. J. Sollas, of the Geological Society, have emphasized the relation between man and the anthropoid apes, especially the gorilla and the chim- panzee. A comparison of the blood of man and the apes has shown affi- liations that are not to be found in other animals. Man probably diverged from the primates as the ape of the plains, his development beginning with emanci- pation from forest life. The erect attitude and the greater use of the hand followed. And as he seems ear- Ix to have been a social animal this gave great stimulus to his speech. He probably had great bodily strength and formidable natural weapons of defense and offense. With the invention of weapons made by art natural weapons became unnece: sary, and the teeta were gradual! adapted to eating functions only. Thy Heidelberg jaw, the oldest humar jaw known, has purely human teeth although otherwise strongly resen bling the jaw of apes. The brain has grown in size an complexity with the evolution use of the hand, but to a far grein er extent with the development speech and the consequent exchr1, multiplication and co-ordinati ideas. ———_2--.__ Wayside Wisdom. It is a long head that has no ing. The prime of life is years from now. The wisdom of the garage is 2 erally the folly of the highway. Sometimes a man would be a bet. ; getter if he wasn’t so good an asker. A fool can make more trouble i: 1 minute than a wise man can in a week, A man can be so full of information that he hasn’t any room to think. It is possible for you to love your enemies a good deal better than your friends. alway: Some men make us wonder if it is true that Nature abhors a vacuum. Choosing a wife is like taking med- icine in the dark. If you make a mis take in the bottle it’s all over with you, It is a wise Prodigal Son who at- tends to the slaughtering of his own Fatted Calf, are f oe MICHIGAN TRADESMAN 15 » | = i = & a ( Oe , « » * 9 ‘ oP ww | p\\ ‘ es = Vf | fs P 4 * | aw eo 8 | | | No. 216 No. 313 No. 332 go | Detail Adder with all latest improvements Total Adder with all latest improvements Total Adder with all latest improvements iif Keys Registering from 5c to $1.95, 15, Keys Registering from 5c to $1.95, 23 Keys Registering from ic to $3.99, “ 4 | or from ic to 99c or from ic to 59c or from &c to $1 95 7 OF e | te || High Grade ‘a é . | @ ® q ).| National Cash Registers F At Low Pri | t Lo rices » Bs Every merchant wants a National Cash Register Eventually we believe you will buy one. ‘ That will be after we have shown you that it will pay for itself in your store in a short time. After you use a National Cash Register, you will very likely say, ‘(I wouldn’t take sev- a eral times the price I paid for it. I wish I had used one every day since I started in business.” " : We say this because it is almost the unanimous expression of every user of a National ~- + Cash Register. No. 420 - & Are you not willing to make an investment which requires only a small payment each Mine ce month and which will pay you back the amount of the principal the first year? 4 Special Keys ; Over 800,000 merchants are using National Cash Registers. Last year we sold 104,198 new Nationals. A National Cash Register Pays for Itself We would never have done this enormous business if the claim, ‘‘It pays for itself,” was ot fully realized by our users. * a “ No matter whether you have a large or a small store, or what kind of business you are x in, there is a National Cash Register just suited to your particular needs. r We make over 200 styles and sizes, 4 ; ; with prices as low as $15.00. ,. |: Our Guarantee : > ¥ We guarantee to furnisha BETTER We sell our registers on easy monthly -. 8 : payments, or give a liberal discount for | CASH REGISTER for L E S S cash payment. ee | MONEY than any other con- Send today for illustrated catalogue ~ cern in the world. showing prices. , bs This will not obligate you in any way. 9” : : No. 1054 > The National Cash Register Co. WUhmorevemcnts: prtrts soci sate an strip of paper ~ = Salesrooms: 16N. Division St., Grand Rapids; 79 Woodward Ave., Detroit 32 Amount Keys Registering from ic to $59.99, or from 5c to $59.95 Executive Offices: Broadway and 28th St., New York, N. Y. 5 Special Keys 16 MICHIGAN TRADESMAN June 1, 1910 HITTING THE MARK. How To Make Your Advertising Sell Goods. Did you ever notice how aimlessly some persons walk along the street, just as if they did not have any spe- cial point to reach, nor any particu- lar direction in which to go? Much advertising has this same effect. It seems to be written merely to fill space and apparently there is no hope nor thought that it will bring replies or even make a direct appeal. Advertising experts tell us that almost any known article may be ad- vertised so as to create sales, pro- vided the article has merit, and thus it would seem that in your own busi- ness you, being quite sure that it has merit, need only to find out just how to advertise it so that greater sales will result. Some advertising, like some per- sons, goes directly to the point it wants to reach, and it is this kind taat is sure to produce results. It is not a simple matter to write this sort of copy and yet one may make a vast improvement in his own work if he will but study the matter care- fully. Possibly your advertising takes up too many subjects at one time. Per- haps it has no opening argument and gives the prospective purchaser no possible incentive to come to your store instead of to some other rival store in your city. Of course you can not sell goods unless the cus3- tomers come into your store, and un- less you offer them some inducements they certainly will not continue to come simply from force of habit. We admit that after you have establish- ed a sort of prestige for good foot- wear, many may form the habit of further inducements,- but generally speaking, it may be said that noth- ing short of a continual and consist- ent invitation keeps the trade com- ing to your store. In order that we may arrive at some of the faults of the advertising proposition let us take up the average method employed by retailers to pro- vide copy for their advertisements. The printer gets the dealer frantic over the phone, or writes an urgent note and says he must get copy by noon or thereabouts. It makes no matter what other business worries you have on your mind, or what oth- er important details you have to at- tend to, that need for copy staires you in the face and you begin to work on it with a general dislike for advertising right at the start, before your brain is working. Of course you can not produce live copy in this manner. It is not to be expected. You do not dare to tre- peat the advertisement of last week, for that one was a_ repetition of the week before because some customer or other insisted that you wait on her personally. You have not a single new idea in your head— fer, once you admit that your mind is an absolute blank, finally, aft- er two or three frantic efforts to get up something on the spur of the mo- ment, you phone the printer to write your advertisement himself, or just put in your business card. The printer does not care if you spend your money that way. It is not his money, but you ought to be ashamed to squander the money in this careless fashion which you need in developing your business. Every dollar you spend in advertising ought to bring in some proportionate re- turn in one way or another, and wien it does not you have failed to make your copy appeal to the people you want to reach. You can not run your advertising successfully in this fashion. There must be time given to it somewhere if you expect to get returns, and if you do not get them please do not blame the newspaper or the hard times because in so doing you are simply shifting responsibility on to their shoulders which rightfully be- longs to you. The best plan we can sugge-t for a ‘retailer to adopt is the “scrap- book” plan, and it is worked in the following manner: Purchase a large manila scrap-book about 12x20 and with a good, substantial binding, so as to stand continual service. Keep it on a convenient desk and have a paste pot near it. Each time you see an advertisement which strikes your fancy clip it out and paste it into this beek, making mention of the date and the paper if you desire. You need not confine yourself to shoe advertisements entirely, for the advertising of other retail branches often contains an idea which might be adapted to your own without do- ing more than changing the talk to shoes. It is not necessary to cata- logue these clippings in any way, but simply keep them so that when you want an idea you can run through the pages quickly and find one there without having to start and write up a new one. In the back of tae book keep a set of the advertisements of your own business in regular order, starting from the back and working towards the front, until you meet the other section working from the front to- wards the back of the book. Inas- much as there are usually about two hundred pages in such a book as we would suggest using, it will be seen that there is plenty of room for a multitude of ideas in this one book After you have tried this plan for a time you will see the great advan- tage of it and you will doubtless want to start another scrap-book to contain store plans and other store helps. Clippings from trade jour- nals and from magazines arranged in this manner will be found very help- ful in working up special selling plans or window trims and once you have such a set of books as these you will never be willing to part with them. In writing your advertising do not overlook the class of people to whom you are talking. If yours is a mill town and you sell a medium priced shoe, get right down to hard facts about the extremely great wearing qualities of your work shoes and about the low cost and the splendid style of your dress shoes. On the other hand, if you are catering to higher trade, emphasize the comfort and fitting qualities, always bearing in mind that wear and price have much to do with either class of trade Above all else, do not neglect to put a price on all your advertised goods. This is contrary to the habits and beliefs of many retailers, but the best advertisers agree that it is the one essential that closes the selling ar- gument. Anything that you might say about the wear, fit and style of your shoes would go strangely amiss if the price of them was not within the means of the purchaser’s pocket- book. While it is true that the pros- pect might be led to enquire about them if no price was mentioned in the advertisement, it is also true that you are not selling enquiries, but, on the contrary, you are selling foot- wear, and any enquiries which do not produce sales are almost useless. You hear quite a good bit about “returns” in magazine circles, and many are content to get enquiries for a catalogue, souvenir or sample, trusting to their follow-up service to make the actual sale. But in the retail field you have to depend more and more on the actual desire to buy that is created by your advertising. You know there are many ways of spending your advertising appropria- tion, and simply because you run a small advertisement in your local pa- per is no reason why you should not run one or two other plans to help it along. The best results are obtain- ed from a working force of two or more advertising plans. Suppose you run an advertisement in the paper and then trim your window with the goods you are advertising. Don’t you believe that the results will be great- er than if you advertise rubber boots and then trim your window with com- fort shoes for elderly persons? Again, suppose you advertise a special sale in your newspaper space and then ac- company it with several thousand good circulars distributed around at the homes. On the day of the sale Suppose you drive a carriage through the streets with a banner announcing the sale thereon. Don’t you believe people would be more interested than if you made the simple announcement in the papers? We hope you will have gained some new ideas about preparing your copy from these little suggestions, but you must remember that any- thing worth doing at all is worth do- So, if you have found this helps in a small way, don’t be dis- ing well. satisfied until you have made it work its maximum for you—Shoe Trade Journal. —_~+ Not a Fool But a Good Advertiser. A jeweler writes to an exchange to say that his competitors are declar- iig him a fool because he is selling a dollar alarm clock for 65 cents, with ‘his advertisement printed on the dial. ‘This is not merely a name; it is a pretty fair sized advertisement. He gets these clocks, with printed dials, in 100 lots and they cost him in his store 55 cents each. He allows 10 cents per clock for handling them and figures that he has got his money back on the clocks and his advertisement where it will be seen from one to ten years (say an average of five years) by from one to ten people each day. He has sold several hundred of these clocks since last March and adds: “Then, again, I sell more clocks for $1, $1.25, $1.35, $1.50, $1.75 and $2 each than I ever sold before I started the sale of my 65 cent ad- vertising clocks, so how much of a fool am I in this Jeweler. deal?—-American Repentance soon after green ap- ples is no promise of a new life. Chicago Boats Every Night Fare $2 Holland Interurban and Graham and Morton STEEL STEAMERS Boat train leaves 8 p. m. Grand Rapids at.. your future business. Ask Us About “Sam’s Success” Single Harness | We want you to know about this harness—we wunt you to see it IN YOUR OWN STORE—AT OUR RISK, as the ‘‘Sam’s Success’’ Single Harness possesses more important and necessary good points than any other make of its kind we know of. Such a harness as this ‘‘start’s things’”’ in your locality—prospective customers want it as soon as they see it, and sell to everyone and still make a GOOD PROFIT. At the same time you will be building up a big demand for Single Harness just like the ‘‘Sam’s Success.’’ future business, and it’s well to plan ahead. An Interesting Proposition! We’ve got a proposition on this harness that will make it more in- teresting for you when you find out what it is, so before you lay this paper aside DROP US A CARD AND SAY: Proposition on the ‘Sam’s Success.’ ”’ the price is so low you can This means MUCH to your “‘Tell me all about your This may mean more dollars to Brown & Sehler Co., Grand Rapids, Mich. - { a b “ 4 ~ yf a » ~« — — b # ? e “ i ~~ ‘ > Be x Re ” ~- oe ~~ — de 4 a a * a~ + GY ~ ¥ i a ~ ¢ 4 7 ~ + @ + be ~ ~ ~~ — © i » he ee ~ - ‘ \ a + 7 a » SEGRE: June 1, 1910 Getting People Into the Store. | ae one of ais clerks. MICHIGAN TRADESMAN 17 Thus they became It was raining hard and the wind! familiar with the store. was blowing at such velocity that um- brellas were rendered useless and the | shoppers crowded the doorways of stores in an effort to avoid being drenched. Of course, business was dull and no one felt in particularly good spirits, hence the fact that the entrance to the store filled with peo- ple was a source of special annoy- ance on this particular day. The proprietor of one shop looked at the little congregation holding forth in his doorway and then in- structed the errand boy to sweep the store and use his duster in such a vigorous way as to compel the peo- ple seeking temporary shelter to be forced to move. The scneme worked admirably, for the people scattered to find shelter elsewhere. The competitive dealer, right below this store, was up against the same proposition and it worried him as much as it had the first dealer. But the second snoeman was made of dif- ferent stuff and consequently employ- ed different tactics to accomplish the same result. The proprietor himself walked to the door and in a hospita- ble tone invited the people to enter the store and remain until the storm subsided. They all accepted his in- vitation and the merchant had a bet- ter advertisement than many dollars’ worth of printers’ ink could have brought to him. Some few of the people walked around and inspected various styles displayed on the showcases and oth- ers conversed with the dealer or with | After all, the battle for business is half won if a merchant can get the people into his store and make them feel comfortable-—Shoe Retailer. <> —G— —_____.- The Strength of Insects. Nothing is more wonderful to in- vestigators than the display of strength in insects compared with that in man. Ants will carry loads forty or fifty times as heavy as themselves. The beetle can move a weight one hun- dred and twelve times his own weight. Tihe house-fly gives six hun- dred strokes of its wings in one sec- ond, and this enables it to go a dis- tance of thirty-five feet. Probably the most wonderful of all is the dragon-fly. It can ‘speed through the air at the rate of sixty miles an hour, and, more wonderful still, can stop instantaneously in its flight or move backward or sideways without changing the position of its body. Hundreds of bees can hang one to another without tearing away the feet of the upper one. It has been estimated that if an elephant were as strong in propor- tion to its weight as a male beetle it would be able to overturn a “sky- scraper.” In leaping great distances this strength is shown in another phase. If a horse could jump as far in pro- portion to its weight as a flea can to his, the horse would jump about two thousand miles. How Bull Dog Has Been Tamed. The taming of the shrew was noth- ing to the taming of the bull dog which has evolved from a small mas- tiff used in hunting the wild cattle, o1 forest bulls, as they were called when they roamed over the country. When the wild bulls were extermin- ated the dogs used in baying them were used for baiting their domestic descendants. For this part the dog needed to be broad, muscular, com- pact, courageous, ferocious, witia short face, powerful jaws and chest and short nose, so that the under- jaw became underhung, giving the beast a better grip and enabling it to breathe the more freely while hanging on. The cult of the bull dog has evolv- ed exaggerations in the greatest pos- sible degree of the “points” of older, parent breed. The modern show bench is a monstrosity, especially as to the skull and teeth, which show all too plainly the results of higa breeding Each end of the bull dog is remark- able. The tail has a curious kink due to malformed tail bones. Just as our forebears bred the relatively diminutive bull dog from the great mastiff, modern fashioned the toy bull from the mod- ern bull dog. breeders have So Tine toy bull dog is a whimsical miniature, differing from their proto- types chiefly in weight. The bull dog of the shows weighs from forty to sixty-five pounds. The variety scales from fifteen to twenty pounds. Impored into France, the toy bull dog acquired new characteristics. The toy most striking of these is tae ears, which are carried erect and known as bat ears, or spoon ears. Although Oi unquestionable pluck, the old fash- ioned bull dog was of morose and savage disposition and apparently possessed little intelligence. The de- crepit creature of the show benches, in acquiring his present dog ugliness, has lost his ferocity and much of his pluck. Ce A Word-of-Mouth Follow-Up. The “musical post card” that has just made its appearance abroad presages a development similar to the pnonograph and gramophone. If music may be transmitted on disks, why not spoken messages? The new card is practically a min- lature gramophone record. To the pestal is affixed a thin gelatinous disk n which is impressed a musical rec- The gelatine is then treated to a hardening process and a hole is tnrough the center so that the card may be attached to the or- dinary gramophone and “played” in ord. unched the usual way. [f this form of communication ex- tends into the field of business time may yet see gramophone appliance: as common as telephone instruments and written instructions may be held up pending the receipt of the record- disk in the voice that verifies the handwriting.—System. a The deeper love’s roots the less it runs to flowers of rhetoric. rn Who has a favorite sin has a hard master. RNS SSS RNS A | j SE Ae CLOSS tarch @ To sell Argo—stock it. But what is there to take its place? That’s the answer. at the bottom of the bin and which he can’t well serve to his customers. Argo—the perfect starch for all laundry uses—hot or cold starching—in the big clean package to be sold for a nickel. You don’t have to explain it but once to your customer—If she tries it, she’ll order it again. CORN PRODUCTS REFINING COMPANY NEW YORK Bl lens grocer really to sell bulk starch. He realizes the trouble and loss in handling scooping and weighing and putting it in a paper bag, to say nothing of the little broken pieces which settle doesn’t want it— 18 MICHIGAN TRADESMAN June 1, 1910 GIRL WITH A LEVEL HEAD. The Exceedingly Good Use She Made Of It. Written for the Tradesman. Everybody wondered what the Willings were going to do. Taey were having a hard time of it any- way, and when in the midst of her usefulness the mother was suddenly called away the outlook, temporal! and spiritual, was a gloomy one. With but little to do with and with a family of four besides himself to provide for, the man himself was necessarily cast down and his de- pression was all the deeper from the fact that the eldest of the children, a girl of 14, was hardly equal to the tremendous task that Fate had placed upon her young snoulders. There seemed, however, but one thing to do and when, after the saddest home coming affliction can bring, the little motherless group were for the first time alone together taere was a de- liberate consideration of that one thing and a conclusion as to the best method of meeting it. “For awhile at least, Mary, you must do what you can to fill your mother’s place. It will be hard at best, but if the rest of us take each nis share in the work coming to us all,” the father said, “and each does his best with it we shall find a way of getting along and keeping the home together, the one thing now we must strive for. I want Mary to keep on with her school if possible and whatever is to interfere wit that must be grappled with first. Even Jack, if he is only 8, must learn to take care of himself and have his part, if it is only a little one, and Ethel and Carl must be ready and willing to bear a hand. One thing more—and this we must all look out for—whatever Mary wants and asks for is always to be done first and as scon as possible.” Wita this for an understanding the girl with a level head started in to be the homekeeper and the house- keeper of the Willings household. Undoubtedly the fact that Mary iad been her mother’s right hand had everything to do with the result. Un- questionably the devotion of tae fa- ther to his family, his kindness and his constant care had only one re- sult, but, after all, it was the girl with the level head who, in season and out of season, kept the home ball rolling and set the neighborhood wondering how it was done and she only a child, cne might say. It was the school work that occa- sioned the greatest astonishment. She never late; she was without her lessons; she was never absent, and what was true of ier was true of the other three and when, one day when Mary untangled the knottiest snarl in the lesson and the teacher, after the task was over, ask- ed ner how she managed to accom- plish so much, the answer was an ex- planation of everything pertaining to the family management: “Each thing to be done has its own time for the Going of it; that is all.” With that thought directing everything had to come out all right and on time, only then the wonder was how this was Was never possible with a feminine 14-year-old. As time went by and Mary’s grad- uation day drew near there was - a little anxiety on the part of those who were interested in the family in regard to the young lady’s prepara- tion for that important event. The school requirements were ail right, but how about the graduating gown and the thou:cand and one things that “a girl, if she is anybody,” must have to be considered worthy of her diploma. Isabel Bridge was going to have three new dresses and Dorothy Gray was going to have four, the one for the grand ball in the even- ing being the handsomest and the ccstliest gown that any Peltonville graduate so far had ever ‘aad: and so the changes on graduating ward- robes were rung until everybody wondered whether all this fuss and flurry and cost—“‘Great Scott! It takes a fortune to graduate the kids nowadays’ even from the high scnool”——-was what it was cracked up to be. One man in particular declar- ed that he’d be something if he was going into kid gloves and satin shoes and silk stockings and petticoats for a girl that couldn’t write her name so that anybody could read it and couldn’t spell any word twice alike to save her soul; but that was old Higby and every- body knew he was just a lowdown. So- they all growled and kicked and the senseless flummadiddle went right on. When the bare fact was expos- ed, if the rest were going in, one could and so there were flowers and presents and silks and iribbons and receptions and—bills, many of which would remain a long time unpaid and, woe’s me! many would never be paid at all. In the midst of this educational agitation Mr. Willing, a little dis- couraged, came home for a heart to heart talk with his young home- holder. “He was sorry,” he told her, “but he could not provide these things which it seemed the rest of the class were having.” Only a few of the many extra could be indulged in; but he wanted Mary to under stand that he simply could not with- out great injustice to the other chil- dreir supply them. He knew that she had more than earned them and he hoped she would not think that stinginess was the real treason for his seeming injustice; and when “the maiden fair to see” gave him a hearty kiss, refused to accept the modest bill he offered and told him she was getting along all right, he looked the amazement that he did not try to ex- press. It is safe to infer that Mary Will- ing, the girl with the level head, took no part in the question of what shall we wear, which for weeks went on With their own extravagant wishes satisfied, it began to be a matter of some concern what sort of figure the valedictorian of the class was going tc make, for that place by common consent had long been assigned to Mary Willing; but the only assurance they were able to get from her was that she was “coming out all right,” and this same concern began finally to be a matter of interest to the com- munity. bled on the stage It was a notion witha the principal that scholarship should take prece- dence on such occasions and that whoever led the class intellectually should be especially recognized and honored. So when the class assem- after the rising of the curtain the valedictorian, an- nounced by the Principal of the school, advanced and took her place in the center. The sight is too com- mon now to need description. It had in it all the elements of beauty and GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY Grand Rapids, Mich. FIRE The Leading Agency A Gi USE THE |” LONG DISTANCE SERVICE MICHIGAN STATE TELEPHONE COQ, Child, Hulswit & Company BANKERS Municipal and Corporation Bonds City, County, Township, School and Irrigation Issues Kent State Bank Grand Rapids, Mich. $500,000 180,000 lope el tle Surplus and Profits —- Deposits 5% Million Dollars Special Department D - : 3 HENRY IDEMA - - - President ealing in Bank Stocks and 3.4.COVODE - - Vice President Industrial Securities of Western J. A/S. VERDIER - |. - - Cashier Michigan. 34% Long Distance Telephones: Paid on CortiGcntes Citizens 4367 Bell Main 424 Ground Floor Ottawa Street Entrance Michigan Trust Building Grand Rapids You can do your banking business with us easily by mail. interested. Write us about it if We Make a Specialty of Accounts of Banks and Bankers The Grand Rapids National Bank Corner Monroe and Ottawa Sts. : DUDLEY E WATERS, Pres. and Cashier CHAS. S. HAZELTINE, V. Pres. JOHN L. BENJAMIN, Asst. Cashier JOHN E. PECK, V. Pres. A. T. SLAGHT, Asst. Cashier DIRECTORS Geo. H. Long John Mowat J. B. Pantlind Chas. H. Bender Samuel S. Corl Claude Hamilton Chas. R. Sligh Justus S. Stearns } Dudley E. Waters Chas. S. Hazeltine John E. Peck Wm. Widdicomb Wm. G. Herpolsheimer Chas. A. Phelps Wm. S. Winegar We Solicit Accounts of Banks and Individuals THe OLD Capital C roe Surplus BANK — N21 CANAL STREET Our Savings Certificates Are better than Government Bonds, because they are just as safe and give you a larger interest return. 314% if left one year. THE NATIONAL CITY BANK GRAND RAPIDS WE CAN PAY YOU 3% to 34% On Your Surplus or Trust Funds If They Remain 3 Months or Longer 49 Years of Business Success Capital, Surplus and Profits $812,000 All Business Confidential a - ie { _ « » > ~ bI « é = a I ? 7 " } >» ~ ~ — ~ > v v ae a ~- oe - ib j ' i A + 2 - Fo ” ~ June 1, 1910 MICHIGAN TRADESMAN 19 it was beautiful, for after all, the brightness of youth, the hope-lighted face, the joy that is then abloom, furnishes a picture that nothing else can; and this stage scene, lightened by silken delicacy, increased now by the daintiest coloring, wanted only the coming of the valedictorian to make a picture that was a thing of beauty and a joy forever, and in she came. It was a vision of white-robed loveliness, with a rich ired rose at the belt and another gleaming in her black, glossy hair. Jewels and fan and gloves—she had none, she wanted none, she needed none. She stood there a rare specimen of beau- tiful, unadorned, simple American womanhocd and the crowded Opera House, gazing for a moment at the charming sight in breathless silence, broke into tremendous applause. It was what they all believed in; it is what the real in this country always believes in, the incomparable loveli- ness of the simple as an element of real beauty. Of the rest of the programme little need be said. As is too often the case, it was touched up and padded. From topic to final word the orations and the essays were blue-penciled un- til not a pupil could irecognize his Own work nor wanted to. Only one paper in the lot could claim to be original, and that was the valedic- tory of the girl with a level head. “The Real Thing” was what she talk- ed about and without knowing it she illustrated per se the simply nandled theme. She found use only for the common everyday words of her moth- er tongue and when she finished “it seemed like the ceasing of exquisite music.” With the last lingering note of the class song the audience made a tre- ception of the stage, and for a half hour or more the scene was a lively one; and it will occasion no surprise tc learn that the little girl in white with a level head was the center of it all. The simple white dress even there was found to be the leading at- traction. Where did she find it? Who designed it and who made it? Who suggested that red rose at the belt and in her hair?—questions all of them asked for the sake of asking with no expectation of answer and which, of course, received no answer in that public place. They were ques- tions, however, which that little town in the country was especially inter- ested in and which had much to do with following commencements. If Mary Willings could get along with one white dress and be the main at- traction of the prettiest graduation kad for years, there was no reason why other classes could not do the same. She didn’t have any three or four costly dresses and white kid shoes and silk stocking and all the rest of the tomfoolery that was crowded into the extravagance that had got to be an intolerable burden for rich and poor alike. There was going to be a stop put to it; and there was. The membership of the Board of Education was changed, one or two of the high school teachers, known for their “high falutin’” no- tions, were dropped, the mothers got together and settled once and forever i | dium the question of needless graduation expense and both Superintendent and high school Principal were informed that more sense and less show were what that community wanted, and _ if they could not. meet the demand there were others who could meet it; so that matter was fixed. One would naturally suppose that all these things changed matters in Peltonville. They did; but the one fact that fairly set the town afire, as one might say, was that Mary Will- ings’ graduating dress was the work of her own dainty fingers. For days after commencement wherever she went she was met by a shower of whats and hows that bewildered her. Finally the poor girl was surrounded and answered all questions almost in a single sentence: “Long before she died mother taugat me that what we loved and wanted most cost most and to get them we must plan for them and ex- pect to work long and hard for them. So I found my dress and bought it something like three years ago. Papa couldn’t afford to pay for the making and I made it, simply because that was easiest and pleased me most and was, I thought, the most becoming to me. Motner taught me to sew and | have never had a chance to forget how. The two roses gave all the col- or I cared for; and that’s all there was to it. To make up your mind what you want and then patiently and perseveringly work for it is the only thing to do and it makes but little difference whether it’s a diploma you want or a new dress.” “I guess, after all, a level head has had something to do with it,” said a motherly admirer, “and that is what my Ellen Jane hasn’t got and never will have.” Richard Malcolm Strong. —__---___ Sand of Great Use to Man. The sands of the sea are singularly useful. They are of primary import- ance in glassmaking. They have an important place in warfare, as a bank of sand twenty inches thick is proof against modern rifle shots. The elec- trical properties of sand show that it has positive electricity, although a rod of silica, the chief constituent of sand, is negative, The singular drying effect which occurs when a stretch of wet sand is pressed by the foot is due entirely to an alteration in the piling of the sand grains. Normally the grains ire close together, but abnormal pil- ing is brought about by pressure of the foot, the space between the edges of the grains being enlarged and the water drained away. If the pressure of the foot is continued the sand be- comes wetter than ever, the partial vacuum quickly bringing water from the surrounding sand. In quicksands the moving charac- ter is thought to be due to the im- prisonment between the grains of gases from organic matter. The prac- ticability of this theory has _ been shown by comparing the properties of ordinary wet sand and an artificial quicksand jproduced by {adding so- peroxide to the sand_ before adding the same amount of water. The Putting-Off Habit. The merchant who develops the faculty of cleaning up each matter which comes before him for atten) tion and getting it off his mind at | how once enjoys a big advantage over the one who has permitted himself to be- come accustomed to putting off mat- ters from time to time in the belief that to-morrow he will have more time | tu attend to things than he has to day. {4 is not possible to take final action promptly on the va- rious the life of every business man, but in the majority of cases a decision can be arrived at on most points now as well as to-morrow or next week. If you have never made any determined ef- fort to acquire this excellent habit 01 taking definite and prompt action cn each matter which comes up in the regular routine of business, _ it will be well worth your while to give YOUR DELAYED TRACE FREIGHT Easily and Quickly. We can tell you BARLOW BROS., Grand Rapids, Mich | | | | | | | | | | | | | Coffee Ranch Coffee | Roasted the Day You Order It A 20c Retailer 14c A 25c Retailer l6c A 30c Retailer 18c A 35c Retailer 23c J.T. WATKINS Coffee Importer and Roaster LANSING, MICH. always problems which arise in se WHY scme thought to the question now. a “ae should you fz Nature’s Rifle Bullets. recommend t CF j ie Wihat man has learned by dint of| 4 ats ‘ : ; | it? thought and experiment some of the | ; is , lower animals appear to know| Just read 7 | through instinct. An instance is fur-| this and / 6 MTT : 5 : ' i | (1 nished by what is called the spiral } you’ll see. \/ ' 4 oy : . | swimming” of certain organisms, | ( MINUTE GELATINE \ such as the spherical-shaped volvox| : (PLAIN) and several elongated infusorians. | As these revolve about the axis of| progression in the manner of a pro-| rifled gun, the | consequence is that they are able to! travel in a straight line, as they could not do otherwise, the revolution com-| pensating with absolute precision for| any tendency to deviate from a| Without such a de-| vice many of these minute creatures would simply describe circles, mak-| ing no forward progress. | Many preachers mistake poundit | the people for expounding the truth. | is made of the purest gelatine that can be bought. A ielly made from it is the clearest and firmest possible. You don’t have to soak it like other kinds. It dissolves in less than a minute in boiling water or milk. Each package has four envelopes, each of which holds just enough to make a pint of jelly. This changes guess work toa certainty. A regular package makes a full half- gallon. No standard package makes any more. We refund the purchase price toany dissatisfied customer. You sell it at two packages for 25¢ and make 36% on the cost. Doesn’t all this answer your question? lf_ you want to try MINUTE GELA- TINE (PLAIN) yourself, we’ll send you a package free. Give us your jobber’s name and the package is yours. MINUTE TAPIOCA CO., 223 W. Main St., Orange, Mass. jectile fired from a straight course. GROWTH INCREASES INVESTMENT But added telephones mean at once increased income. CITIZENS TELEPHONE COMPANY Has enjoyed a net growth of more than 200 telephones in its Grand Rapids Exchange during the past two months, anda great growth in others of its many exchanges and long distance lines, so that it now has MORE THAN 10,460 TELEPHONES In its Grand Rapids Exchange alone, and about 25,000 telephones in other exchanges in its system. It has already paid FIFTY QUARTERLY DIVIDENDS And its stock is a good investment. INVESTIGATE IT i i Pan & IP . SEALED BOXES! | 2» Boxes-60in case (120'25) Se SUGAR 5! poxes-24incase (120%) fe i" BEST SUGAR FOR Lh TEA AND COFFEE! ___\_v-a eos NOTIONS: | m= ind Ze i eS Ae a i IRISH LINEN. How the Industry Originated and Has Developed. Paris, records of history name linen as the first textile fabric produced by the labor of man. Centuries before the Christian era its production was brought to great perfection in Egypt, where fine linen and fine twilled linen were alike employed to beautify the temple of God and to enfold and strive to immortalize the tenant of the tomb. To those Old World navigators and merchants, the Phoenicians, is posed to be due the introduction of the industry into Ireland. Much of what occurred in those early days is lost in the mazes of time, and such knowledge as may have come down to us is more traditional than histor- ical. It is on record, however, that at the despoiling of a monastery at Bangor, Ireland, in the ninth or tenth century, and later the pillaging of some towns by the English, to- ward the end of the twelfth century, part of the spoils of the victors at both places consisted of much fine | linen, of which material the robes! and vestments of the higher clergy were then composed. At this period, also, the custom of wrapping the bodies of the dead in linen had al- ready come into vogue in Ireland. The Norman settlers, who occupied it in the twelfth century, are credJit- ed with having been the first to en-| courage the cultivation of flax in the | country. According to MacPherson | the industry was in a flourishing con- | dition early in the thirteenth century, | and we read that the Irish chieftains | who appeared at the court of Queen | Elizabeth were clothed in vestures of | yellow linen. This makes- it quite likely that the material and color| were similar to the Egyptian linen which is preserved and known as! mummy cloth. The perfect white now given to the fabric can not date | further back than a couple of cen- turies from the present time. It is probable that little improve- ment in the manufacture took place until the Earl of Strafford became Lord Deputy in Ireland in the reign of Charles I. This able and wise ad- ministrator imported superior seed to improve the quality of the flax fiber and also brought over skilled work- ers in the oraft' from France and Flanders. During the reign of Wil- liam III. certain enactments were made that tended to discourage the woolen manufacture of Ireland in the interests of England; and so, as an offset to this, the King pledged him- self to encourage the linen trade. France, May 6—Earliest | sup- | |Cartying out this promise, the Gov- | jernment of that day brougat over (from France a colony of about sev- enty persons, under the guidance of ‘one Crommelin, who was acquainted |with the process of the growth, prep- { | jaration and manufacture of flax. ‘These people came from the neigh- | boyhood of St. Quentin, in Picardy, jand settled in Lisburn. They mate- tially improved tae manufacture of | damask and fine linen and were aided | by many Huguenot families |came Gover because of troubles in itheir own country. As ‘these intelli- gent foreigners brought, not merely itheir knowledge but also their capi- tal to aid the enterprise, it may be |safely said that the event was the most important in the history of tre trade; and it is from this juncture that the trade dates as being on a real business basis. During the eighteenth century the Linen Board, as it was termed in Belfast, sought through Patrick and |Artnur Smyth to extend the industry ic the south of Ireland, and a num- ber of weavers and hand spinners jand various improved looms and .:pin- who ining wheels were sent out and the manufacture of linen was soon placed on a more extensive scale than form- erly. This extended to other dis- tricts and by the middle of this cen- tury every Ireland was engaged in the industry. The Linen Board continued its operations down tc the year 1828, county in atter one when, jhundred and sixteen years of exist- ence, it was dissolved. With this |came a shrinkage in the manufactur- ing in the south and west so that the industry soon became extinct outside of the county of Ulster. It is noteworthy that these facts ‘synchronize with the introduction in- |to the country of the wet spinning iprocess by machinery, which caused ‘the trade to spring into a new and vigorous existence and made Belfast ithe center. In modern times Irish linens have iong held first place in the market and their manufacture has centered in this district. Although interest- ing, it is unnecessary to trace the his- tory of the trade throughout tire earlier part of the nineteenth cen- tury. During that period all the yarn used was spun by hand and woven by manual labor, both operations being pursued by the peas- antry in their own ‘homes, the wom- en spinning and the men working at the looms. All the brown linens was so produced were sold in the coun- try market towns, the bleachers and merchants riding on horseback from market to market to buy them and riding in company for protection mu- tually, as owing to the absence of banking facilities they were obliged to carry their money with them. An exhibition of flax and its products was made in 1849, which was visited by Queen Victoria and her husband, Prince Albert, and the impression created in the mind of the latter by this exhibition was such as to influ- ence him in the organization of the first great London Exhibition in 1851. The evolution of the industry as it exists to-day from the more primi- tive methods mentioned is due to three causes: The introduction of spinning by machinery and the sub- sequent introduction of wet spin- ning; second, the application of the power loom to linen weaving; third, to improvements in bleaching. Pre- vious to the year 1828 most of the Costs Little—saves You Much Protect your business against worthless accounts by using COMMERCIAL CREDIT CO., LTD., Reports MICHIGAN OFFICES: Murray Building, Grand Rapids; Majestic Building, Detroit: Mason Block, Muskegon. Weare manufacturers of Trimmed and Untrimmed Hats For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Division St. Grand Rapids, Mich. order for sample lots. Wholesale Dry Goods GRADUATION Graduation time is nearly here and you will have a demand for nice white fans. retail at 25c, 50c, 75c, $1 and better. These are good sellers and pay you a good profit. We also have everything for graduates’ wear: a splendid line of sheer white goods in cotton, mer- cerized and silk, hosiery, gloves, etc. All best makes of calicos reduced 1c per yard. Shirting calicos reduced (c per yard. P. STEKETEE & SONS P. S.—We close Saturdaysat 1 P. M. We have them to Mail us your Grand Rapids, Mich. Grand Rapids Dry Goods Co. | Exclusively Wholesale Dry Goods SPECIAL “Magnolia Silk” A 26 inch plain colored Silk for Summer Dresses and Evening Gowns. Durable and very brilliant. stock the following shades: Pink, Cream, White, Lilac, Old Rose, Silver, Champagne, Onion, Golden Brown, Reseda, Mulberry, Cardinal, Garnet, Jas- per, Navy, Black, Mode, Light Yellow. | Price 19c Fast colors. We have in Copenhagen, N. B.—We close at 1 P. M. Saturdays “€ ‘ ' ye fF t P 1 ' + - a > fy 5 ~~ + i fe, a » 1h i ~ a | . 4 > fo a * ~ ¥ y * a = 4 ~~ * + a - ‘ea ~ iE % a June 1, 1910 MICHIGAN TRADESMAN yarn was spun by hand on the old spinning wheel. Many years before that time the spinning of flax by ma- chinery had been invented and per- mission had been given by the Linen Board to persons who introduced it to produce the product. Under tae system of premiums fourteen mills, with about 6,000 spindles, were estab- lished. They were arranged for spin- ning the coarse yarns only and were not long worked at a profit. Power looms, introduced in 1841, have grad- ually displaced the hand looms. In some processes in the modern spin- ning mills there were formerly much dust and in others muca moisture (the latter inseparable from wet spinning—that is, drawing the prepar- ed and partially twisted flax througa troughs containing hot water prior to the spinning of it into yarns fit for the loom), but these evils have been mitigated by improved ventila- tion, brougat about by the use of fans for the expulsion of the foul air and the introduction of fresh att, so that the health of the workers is greatly improved and the mortality is not above the the entire population. Spinners have greatly the method of treating and they have econo- mized further by supplying the yarn to the weaver in a form in which it can be manipulated with considera- ble saving of labor. One of the lat- est developments in invention is an exceedingly general average of improved flax mechanism which, applied to a hackling machine, acts automatically and enables one boy working at his ease to perform the work formerly done by four boys working at high pressure, while at the same time the efficiency of the machine itself is materially increased. Bleaching has alway: been an im- portant part of the industry and Tre- land possesses the best climate in the world for linen bleaching, it is said, ingenious and this gift of Nature has given ter an advantage in. thi: industry she would not otherwise enjoy. Owing to the admitted superiority of Irish bleach a considerable quan- tity of linen is annually sent from certain parts of the continent to be bleached these Emerald Isle The length of time now re- for bleaching varies from about three to eight weeks. All fine linens ace still spread on the grass during the bleaching process to im- on greens. quired prove the color and to purge them completely from any trace of the chemicals used in the earlier stage of the work. The substitution of sulphuric acil for buttermilk formerly used and oth- er equally drastic changes has be- come a matter of ancient history, while a completely new system is now suc- cessfully in operation. After the ap- plication of steam power to the spin- ning branch of the industry (about 1830) improvements followed very rapidly, so that in 1850 as fine yarns were produced as are spun at the present day for ordinary mercantile purposes. The count known as 300s may be taken as the limit, but in this, as in many cther branches of indu-try, the finest machinery is still far behind the delicacy to which the trained hu- man hand can attain. In Irish mar- kets hand spun yarns disappeared al- together by the middle of the last century as a regular article of com- merce. In the weaving branch of the in- dustry the power loom has not made nearly such rapid advances as_ the steam-driven spindle in the spinning cepartment. At first it was con- sidered suitable only for very coarse and heavy goods, but it has been grad- ually improved until now nearly every description of linens in ordinary use can be woven by it. In some branch- es, however, the hand woven goods continue to hold their own. This branch of the industry still retains its primitive characteristics. The yarns are usually given out in some local center of the manufacture—light linen bleaching going to one place, fine cambrics and damasks to anoth- er and the heavy shirting linen to still another center. Among table damasks Irish “and woven goods re- tain the pride of place above all oth- ers, but it can not be said that the industry is at all a growing one. Pow- er loom manufacturing is slowly but a3 surely cutting into it and the lat- est development, that of the applica- tion of electricity to a Jacquard loom, which does with the old cum- brous system of cards, seems likely to strike a definite blow at this an- cient craft. away The light shirting linens for which the Ballymena district was celebrated have been almost entirely displaced by the improved power loom makes and it looks now as if in a few years only the very finest and lightest of handkerchief cambric will continue to be made by hand. The displacement of hand labor by the greater speed, with consequently cheaper products, of the power loom has revolutionized the industry in more ways than one. The range and variety of goods now made by power are immensely greater than were ever contemplated even thirty or forty years ago. This is very noticeable in the varied assortment of dress good: which are now made here, some from pure linen, both warp and weft, but many with a mercerized cotton warp and a linen weft. It is interesting, al- so, to notice what this industry em- ploys in the way of capital. It is e-timated that the amount invested in the various branches of the Irish linen industry aggregates quite close to $100,000,000, just about one-half of the entire railway system of Ireland. so long The spindles in operation here in 1850 were 326,008, while in 1908 the figures were 920,000. Power looms in operation in 1850 were only 88 and in 1908 had grown to 36,200. The num- ber of operatives employed in work- jing in flax were 60,000; in hemp, 2,500, land in cotton, 2,000. | The strangest thing connected with ithe above is that this vast industry of Ireland is dependent upon the raw material being imported, scarcely any being grown on the Island. In the year 1907 there were receiv- ed from Russia alone 80,000,000 pounds of flax, this item being the main one that supports a local com- pany running a line of boats to the Baltic ports. Considerable quantities are also shipped in from Belgium and other countries. The exports of linen manufacturers | will be shown by the following table, which gives the total business done from the port of Belfast for the year 1909 to all countries on the item of linen yarn, which reached 15,532,900 pounds, valued at $4,907,287, of waich the United States received $438,347. In linen piece goods the total reach ed $29,389,110, of which the United States took $17,181,584. The following are the items, with amounts in value, that were sent to us for 1909 from this port: on $ 1,103 65 mellick pottery ........ 045 32] moaned ..... 1,907 22 Cotton canvas ......__. 26,416 52 Cotton damask .....__. 86,122.15 Cotton handkerchiefs 160,397 15 Cotton harness twine 2,820 95 Cotton plain ......._.. 288,489 82 Cotton spindle binding. 250 02 Cotton toweling ....__. 58,338 99 Cotton miscellaneous 142,924 28 Cmed foh ............ 3,506 35 ey 146 49 ren 2... 29,801 97 oo 520,473 51 aw... 3,006 38 Cat ae... 88,316 57 Glazers window decora- tions ee cee 1,470 $7 aes ceed =. 20,459 99 Omen 2... 139 92 Household effects ..... 1,638 69 EE ee 56,014 64 Degen canvas .......-_. 1,163,464 95 binen damask ...._.._. 3,002,589 15 Linen handkerchiefs 1,487,549 93 Puen plan |... 5,025,374 52 Dipen thread .......__. 117,073 60 Linen toweling ........ 1,142,414 44 Pen ya |... 170,237 30 Linen miscellaneous ... 572,391 92 Peactiesy 4... 20,081 o4 4. ati Zo Mursery stock .....__. 1,441 41 Packing paper ........ 394 06 Datet Hock 69,973 04 Peotomtaglis |... _. 206 04 | Poids... 208,820 20 | Preestives 4,831 05 Printed matter .....__. 2.726 421 5 |f at 58 S. Ionia St. « | Ribbons and Gipe ...... 1,104 75 ‘Snip wiodels .......... 486 65 OO oe al 474 35 miatonery ...... ... 4. Siz 2¢ We ey. 225 35 eee 1,055 76 Sous ..... 1,443 25 te 5,076 84 Se 7,176 30 Union canvas |. 51,191 68 Union damask ........ 24,464 72 Union handkerchief 270,048 38 Ciion plat. 1,237,117 43 Union toweling ........ 248,333 22 Union miscellaneous 10,141 07 Witstky ............... 145,004 57 Woolies ...... |. $52 17 Sindties .. 4. 2,056 25 TOM 2.4.4.0 $17,291,366 41 Chas. M. Smith. When the preacher’s imagination runs away with him it never starts uphill. ——_—_—-.>- | You can not make live saints by denouncing the ways of dead sinners. 139-141 Monroe St ne os GRAND RAPIDS. MICH For Show Cases Write MWilaaith, 936 Jefferson Ave., Grand Rapids, Mich, Our prices will interest you, the quality of our work will satisfy you and we can fill your orders promptly. log and prices on request. WILMARTH SHOW CASE CO. 40 Broadway, Detroit, Mich. Down-town show room in Grand Rapids Complete cata- ne, oe neuen More School Desks? We can fill your order now, and give you the benefit of the lowest market prices. We are anxious to make new friends everywhere by right treatment. We can also ship immediately: Teachers’ Desks and Chairs Office Desks and Tables Bookcases Blackboards Globes Maps Our Prices Are the Lowest 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 215 Wabash Ave. Company CHICAGO, ILL. GRAND RAPIDS NEW YORK BOSTON PHILADELPHIA 24 MICHIGAN TRADESMAN June 1, 1910 BUYING SERVICE. Point on Which the World Is Not Educated. Tne commercial world as yet has not been educated up to buying serv- ice. It is a good deal easier to sell a commodity than it is a service. The other day in Philadelphia an advertising writer made a price to an industrial concern of $100 for p,re- paring the matter for a booklet the concern proposed to issue for their possible patrons. The pirice was too high in the eyes of the concern and they refus- ed to accept it. The advertising writer went to a printer, got a price on producing the booklet complete, added $240 to this, submitted it to the concern and they accepted it. In other words, he made $140 more than he asked for a serv- ice simply by supplying it in the form of a commodity. Most of us lack the imagination to see the absolute value of a thing unless it is delivered to us in some concrete form. The medical profession is about the only class rendering service that is protected by law. The lawyer, the engineer and the architect are in a degree, but not to the extent of the doctor. If you consult a physician, even al- taough he merely renders his service in the form of advice rather than an operation or a pill, we thoroughly understand that we must pay him a regulation fee—the fact that there is a law on the subject has been im- pressed on our minds by the public- ity that accrued firom a case or two where the well-to-do patient did not pay his medical bill. A manufacturer might consult a professional who makes a profession of laying out selling campaigns and in the course of the talk he might get a vital point and which he could use to large profit without feeling he was under the least obligation. You can question an architect or a structural engineer for an hour or two on a building project. During the consultation you may gét the so- lution of certain problems vital to your proposition and thousands of dollars’ worth of general marketable information, and y oucan walk out, give the work to a cheaper man to- gether with the information you ob- tained from its original source. Yes, and some of us would spend the val- ue of the information in a defense if we were sued. A mechanical engineer casually dropped an idea one day to a manu- facturer for a gas engine carburetor which finally became the basis of a large industry and a large fortune. A few weeks later the mechanical en- gineer came around to find his idea in model form. He asked to be in on the deal and the manufacturer calmly told him that an idea worth nothing unless it was develop- ed, that he, the mechanical engineer, kad no manufacturing or marketing facilities, A little later, after the de- vice was being produced, the engineer wanted a carburetor for a home-made motor boat he was building and the was manufacturer price. charged him retail The inability to see the real money value of service is one of the original causes for the dissatisfaction and lack of co-operation among the employ- ed. The employer is slow to recog- nize the qualities of efficiency of one man over another, for labor is in the nature of service. ‘At this last statement anyone might come back and say that the trades unions do not allow discrimination in compensation, but there were labor troubles long before unions were formed—that is what caused them to be formed. The virtuous employer is to-day suffering for the sins of employers in the past. About all tae litigation there is left in the average business institution is over service and not the buying of commodity. By the way, a lawyer is not about a business institution as much as in former years. Men are not. only able to adjust their own differences but they have fewer differences. Things are getting better. Some years ago when a man had a few thousand dollars’ worth of supplies to buy he rushed down to a lawyer to draw up a contract and usually a few sleepers were worked in that finally landed it in court. To-day men buy hundreds of thou- sands of dollars’ warth of materia! over a telephone and confirm it on a half sheet of letter paper. Men do not like to be around a lawyer’s office. They do not object to the lawyer or his profession, but they dislike being even suspected of having a difficulty. The average business man doesn’t like to be observed talking alone to a lawyer in his club. You can us- ually tell what kind of trouble a man is in by the lawyer he consults, Professional service to the business institution is growing. The men who are rendering it are having a hard time, as in the case of any pioneer effort, but selling a service is a ques- tion of educating the market for it and is largely up to the people who render it. To-day nearly any deficiency in the production or administration of a business institution can be supplied by a professional service, even to welfare work. — All the service on the market is not competent service; for some of the men rendering it have made fail- ures of their own business in the past in the very particulars in which are now posing as experts. It is a good deal like someone said: “He that can does and he that can’t teaches.” But every pioneer effort has to go through a certain era of dishonesty and incompetency. Men who pioneer become weakened by their efforts and pursue the line of least resistance— it takes time to find out that honesty is the only policy. Success seems to pirefer to pass over a road paved with the bones of Failure. The failure to see the value of serv- ice is conspicuously illustrated around newspaper offices very frequently. About ten years ago it became the they fashion of rico men who had made conspicuous successes in other fields of endeavor to undertake to revive a defunct newspaper property by billboard advertising, voting con- tests for the most popular white- wings and guessing contests for tie possession of houses and lots then they weuld pay advertising solicitoirs high salaries and commissions for go- ing out and hypnotizing merchants into giving them advertising con- tracts. They would spend thousands of dollars in this way and all the while wouldn’t allow the editorial department money enough to -hire men to get out a paper—the city edi- tor would not have men enough to cover the runs. The same money spent on a few good news and fea- ture writers, a good cartoonist and a paragrapher and competent men at the head of the news departments would have produced a paper that would have advertised itself, The ele- ments that advertise a newspaper are the exclusive features that people talk about. A newspaper, or any publication for that matter, never fails through the business office, but rater through the editorial policy. It is all right to call the public’s attention to a thing, but not before it has become an efficient thing. The time to advertise is when you have the goods. Advertising previous to this point is but superficial—it is like oxygen and has no nourishment. Advertising a deficient thing is sim- ply calling attention to its deficiency. We are not all grafters. Those who produce and produce in an effort to give value received are in very conspicuous majority. If you do not believe it go along the streets of the downtown district of one of these big cities. Observe the show windows and the stores and trafic along the ways and you will see a veritable world’s fair of indus- try, craftcmanship and the fine arts. The show window exhibits are per- fect symphonies in anrangement of color and textures. The modern window trimmer is not only an ar- tist, but a salesman and a psycholo- gist. It makes very little difference whether these men arrange paint cir textiles. They deal in form and color and are artists. They are salesmen in the fact that they present their goods rather than verbally. They are psychologists, for by har- mony and arrangement they appea! to the suppressed functions of the passersby. visually Each new store that is opened seems to be better in physical fea- tures, decoirations and quality of goods exhibited than the preceding one. The elaboration and beauty of these stores seem to indicate that it is more a case of pride than profit on the part of their owners. Yes, and when a new store is open- ed have you ever noticed that all the] competing merchants for blocks around send in flowers and well wish- ing letters? Who says there is no sentiment in business? One of these modern stores is an educational institution without being intended as such. It is not only an education for tne child but for the adult. The store is where we learn cf the new things, of the better things, of the utensils of life. An efficient kitchen tool has a ten- dency to make one who uses it more efficient. A beautiful rug or a beau- tiful bit of pottery has a harmoniz- ing effect on those who live near it. People have more clothes and bet- ter clothes than a few years ago and for less money considering the im- provements. Everybody nowadays, even although their income be ever so small, has a semblance of style and individuality in their dress. It has been the pride of the manu- facturer to give people better style. A well dressed exterior makes a well feeling interiolr. Then go into the toy department of one of these big stores and see the efficiency of things displayed for the amusement of children—these have the tendency to instill efficiency into the child at an impressionable age. Childish impressions are lasting im- pressions. These toy departments are primary scientific schools. No sooner is the discovery made in mechanical, elec- trical or physical science than it is at once duplicated in toy form for the child. You will see flying machines in all forms—bi planes, mono planes and dirigible balloons. There are X-ray apparatus, wire- less telegraphs, even down to the imple engine and latest electric lo- comotive. To pass these counters is enough to make some of us old:ters desire to be children again that we might buy some of these without fear of ridicule. Nowadays merchants all over the country alre leaving their show win- dow curtains up on Sundays. These are public benefactors to the work- ing class for they add interest to a generally uninteresting day. In many cases the windows are dresse1 Saturday nights so there will be a new exhibition for the Sunday after- noon throng. James Gordon Bennett was a phil- anthropist when he arranged the presses of the New York Herald so that they could be seen by the pass- ersby. The exhibition of anything harmo- nious, whether it be in form or color movement or the sympathetic opera- tion of any natural law, has an ef- fect in harmonizing the people wao see.it one to another. One of these Herald presses is 2 greater poem than Faust and as you pass there each day you see the same people standing there watching them just as people read and reread their literary favorites, We are in tne springtime of a new era; let us all be joyous. David Gibson. ———_+- -____ Some good men fear the world will forget they are shining if their lamps do not smoke. MICHIGAN TRADESMAN June 1, 1910 § Manufactured ‘ “Ina re Class by es RRR oe Under \« Itself” : | Sanitary iy Conditions a | | . Made in . Five Sizes { y Soles ; G. J. Johnson i Cigar Co. Makers Grand Rapids, Mich. MICHIGAN TRADESMAN See 7] = ne eee _, — = ~ & a XR yi“ a — ff

.>. The easier the phrases come to the! preacher the emptier they are to the pew. | | Turn your face to the sun and you| will never fear the shadows. Hot Graham Muffins A delicious morsel that confers an added charm to any meal. In them are combined the exquisite lightness and flavor demanded by the epicurean and the productive tissue building qualities SO necessary to the worker. Wizard Graham Flour There is something delightfully re- freshing about Graham Muffins or Gems —light, brown and flaky—just as pala- table as they look. If you havea long- ing for something different for break- fast, luncheon or dinner, try ‘‘Wizard”’ Graham Gems, Muffins, Puffs, Waffles or Biscuits. AT ALL GROCERS. The G.E. Tungsten || 18 a masterpiece of invention, genius and manufacturing skill, We can supply it at a price which will enable | | you to make an important saving in || the cost of your lighting, Grand Rapids-Muskegon Power Co. Grand Rapids, Mich. City Phone 4261 Bell Main 4277 ” Wizard Graham is Made by Grand Rapids Grain & Milling Co. L. Pred Peabody, Mgr. Grand Rapids, Michigan Get in the Lead! Be the first to get for your store the finished product Don’t be a Follower! of expert and up-to-date milling in the most complete and modern mill in Michigan today. You sell New Perfection ‘“‘The Faultless Flour’ and let the other fellow trail behind. Write us today for prices. WATSON & FROST CO., Makers him a brigadier-general,” Grand Rapids, Mich. June 1, 1910 MICHIGAN TRADESMAN _ = ~ EHIND te COUNT 14)))) ey Getting All You Can Out of Your Vacation. Make your vacation worth while this year. Do something that will count for your personal benefit rath- er than something that will kill time and pass for a means of spending a couple of weeks in mere idleness. That does not mean that you must needs do something that has a bear- ing on business, although the clerk from the country can find recreation and profitable expenditure of time and money by going to the city to see how things are done there, and the clerk from the city can profitably in- vestigate the doings of business in the big country stores where they sell everything, know all about mer- chandise all over the store and can talk harrows and coffins as easily as they can discuss clothes and shoes. It is not the something to do to spend a couple of weeks, or whatever may be the vacation time, but it is the something to do that will bring a maximum of pleasure and profit. If you can not combine business and pleasure and get recreation out of the combination, then drop the one or the other and get all the recreation you can, for that is the thing you need. But do it with an eye to bene- fit and not to being simply lazy. In my days of clerking I worked four years for a man who had exalt- ed ideas of vacation giving. He boasted that he had never had a vaca- tion and thought his hundred clerk« could get along as well as he without one, but he couldn’t keep the store going without the concession, so he grudgingly had a fixed schedule of vacation periods. He also had a trick which worked sometimes: No sooner would a clerk get nicely placed for his vacation than a tele- gram would come to the effect that a rush was on and the clerk was needed. Couldn’t he come back? After that had been tried on us once we failed to leave an address behind or lied about it when we left it. We simply lost ourselves to the store for our vacation period. That is wnat I want you to do. Lose yourselves to your stores for your vacation period. It matters less what you do or where you go than that you will get a change out of it that will mean a rest. One of my _ old-time retailer friends took a vacation at the Louis- iana Purchase Exposition and I knew nothing about it until he was back home. I asked him why on earth he didn’t let me know what he was go- ing to do, so I could pilot him about the great business places and show him some things that would be new and interesting to him in a business way. He replied that it was exactly what he wanted to avoid. He want- ed to get out of the sight and hear- ing of -stores of all kinds for three weeks and did not want to see a soul who might mention shop to him. He went back home refreshed and bright- ened. The thing for you to do is to con- template the same sort of a vacation. If the store life for a year has been wearing on you, just lose yourselves to it and go off somewhere to rest out of the way of people and excite- ment. If you are keyed up to busi- ness, get off to the city or the coun- try where you want to know how they do things and see for yourself. In either case you will come back prepared to do business with more swiftness and more life. A man who had clerked for many years spent his vacations always in the deep woods where he left every- thing behind him and camped primi- tively. He came back refreshed and full of the enthusiasm of being ready for tne hard work ahead. Another spent his two weeks, and more if he could get it, on a little island in the bay, never so much as going to the boat landing or receiving a letter or newspaper. A third spent his in the excitement of watching the crowds and the operations in the great. de- partment stores of New York. A fourth always found a farmer ac- quaintance who would allow him to work in the harvest fields. All these came back to the store ready for business because they had been doing something congenial and something that counted for renewed vitality. Another spent his two weeks in a hammock under a tree in the back yard at home, where everything he saw and heard was familiar and where he failed to see or hear any- thing that really interested him or stirred his activity, mental or physi- cal. Still another would go fishing in the morning and in the evening would come into the store to spend a couple of hours visiting with the clerks. Another spent her. every min- ute bending over a sewing machine at home making fine clothes to wear after she got back to the store to work. All these had a false idea of the value and necessity of a vaca- tion. They simply blew the time asa wealthy youth may blow his money, without a thought of what it was worth. They came back to work no better in spirits or intentions than when they started for their vacations and not at all improved for the store work. It does not matter so much what you do as that you do it with some idea of resting of body and mind through something that is pleasant and congenial and active and does not resolve itself into a dead task rather than a fair pleasure. You can not blow your money and necessarily find recreation and pleasure, and you can not obtain those things for tie price you may be able to pay alone. The clerk who goes on a vacation and comes back with a bright eye and quicker tread is the clerk who gets a benefit from his time and mon- ey spent. You can not come back to the store and be any better for the store, or in fact be as good for the store, if you nave been riotous or played the fool during your vacation, to say nothing of the value to yourself, or of the loss to yourself of the time wasted. Plan what you want to do and then carry out the plan as close- ly as possible. But in all this planning for the fun ahead do not lose sight of the fact tnat the business of the store is the thing you are expected to attend to now. When you get excited over the coming prospect to the extent of for- getting that your business at present is the business of the store you are placing the vacation problem harder for the boss to solve. It does not matter how well-intentioned he may be and how willing to accord to you the privileges of vacation, if you so abuse those privileges as to neglect work of the store in order to pre- pare for it, you are doing your best tc kill his good will toward vacations and pleasures and to lower your own value as a clerk. The whole vacation idea is founded on the possibility of a rest that shall 1ake the work of the coming year go easier and shall make the clerk more valuable for the store and more valuable to himself. It is not a thing fcr pleasure alone but for a combin- ation of pleasure with the practical side of store work and the necessity cf having a body of employes that are as near up to physical and men- tal efficiency necessary as it is possi- ble to get them. There is as much of business in the giving of vacations as there is of the idea of affording pleasure to the vacationer, and the latter must not lose sight of it all. At tke bottom of your whole store employment is the business idea. You are hired because your work is need- ed, you are paid because you do that work properly, you aré advanced when you prove yourselves worth tie advance, you are accorded privileges as you prove yourselves worthy of them, you are accorded vacation pe- riods because you are expected to get enough of change and recreation to make you more efficient as a re- sult. Out of it all you are expected to increase in value to the store and to yourselves. It isn’t fun nor pleas- vre at all that is at the bottom of it for either you or the boss. Figure it out on tnat basis and you‘ ought to have a profitable vacation—Shoe and Leather Gazette. —_+--~___ The Ultimate Consumer. “Pop?” “Yes, my son.” “What is an ultimate consumer?” “Oh, the ultimate consumer, my boy, is the one that gets the hash.” The Lights That Sell Goods. Broadway in New York is now threatened with a competitor. Staid, respectable Fifth avenue is waking up and taking notice. For years Fifth avenue at nigat has been as dark and lonely as a suburban side street. The ultra-fashionable shops adhered to the conservative traditions of the thoroughfare and closed their shut- ters and put out their lights at 6. So the crowds, mothlike, sought the flames of Broadway. But that may be changed now. First, an electric lighting corporation showed the Fifth avenue stores (beg pardon, “firms”) that they were los- ing trade. Then it persuaded tae Fifth Avenue Association to make the experiment of lighting a single block as Broadway is lighted and watch results. So each window on the specified block was affixed with from four to eighteen lamps, cost- ing slightly more than three cents a ligat per evening of five hours. Then a record was kept of the increased purchasing powers of the windows. The night before the experiment began 429 persons passed the block in a specified hour. A week later, during the same hour, 1,263 persons passed the same point—and stopped and had a look. And now placards. about town and advertisements in the papers are pro- claiming tne fact, and the public is beginning to come. The lights are paying.—System. —_~+-<-~—___ Cure For Gossip. One knocker can tear down more tnan three boosters can build up in your town. People are always more willing to circulate a damaging story than to tell something good—so when we get clear down to the bot- tom of the thing, boosting your busi- ness or your town is pretty largely a personal matter. If you know something real mean about your competitor just sit down and write it all out just as though you were writing a letter, fold up the paper, place it in an envelope and do not look at it again for a week— then take it out and read it all over carefully and see how little and mean and scrawny it makes you feel to taink that you wrote that thing. Then just use the same principle when talking about people; if you know certain people would delight in hear- ing and telling, just keep it to your- self, it will do you a lot of good.— Merchants’ Trade Journal. _—_@.2.—_____ They Were Not Apples. An old Irish woman, who kept a fruit stall, had some melons given to her, which she exposed for sale. A smart Yankee, wishing to take a rise out of the old lady, took up one of the melons and said: “These are small apples you zrow over here. In America we have them twice the size.” The woman slowly removed the Pipe she was smoking from between her lips and in a tone of pity ex- claimed: “Be jabers, sorr, ye must be a stran- ger in Ireland and know very little about the fruit uv our country whin ye can’t tell apples from gooseber- ries!” June 1, 1910 MICHIGAN TRADESMAN MAPLE OAK CIRCASSIAN WALNUT MAHOGANY HE ABOVE HALFTONES were made direct from the wood. This gives a crisp, sharp detail that is lost by the indirect method. If you want cuts which will show the goods let us make them by this method, which is peculiar to our shop. @& @ Halftones Etchings, Wood-cuts Electrotypes si Illustration for all Purposes dn Booklets and Catalogues Tradesman Company, Grand Rapids, Mich, So MICHIGAN TRADESMAN June 1, 1910 From the Raw Material to the Fin- ished Garment. All reports emanating from manu- facturers of clothing are to the effect that salesmen are meeting with very satisfactory receptions, many claim- ing that a comparison of the same period of time this year with last|' shows an increase. The report that many merchants are withholding a per cent. of their contemplated order, intending to place it later, can not be confirmed in the various markets, many saying that the reverse is true, further vouchsafing the statement that if the per cent. of business that is claimed to be withheld is given later, it will bring the total up to a point higher than could reasonably be expected. In the branch of the industry spe- cializing in young men’s clothes, it is admitted that there may be a degree of conservatism exercised with refer- ence to the more extreme novelties, of which there are few, however. They, too, anticipate a satisfactory business. Among retailers, while a few express themselves as being fav- orable to a greater degree of pre- caution than ever before, most take an optimistic view of the situation, which finds expression in the liberal orders they are giving. Worsteds are meeting with only a moderate demand for fall, partly be- cause few lines are shown, but prin- cipally because fashion has ordained that cassimeres, cheviots and soft- faced fabrics are more stylish, which fact partially offsets the service argu- ment, admittedly, in favor of worsteds. Then, too, the clothing manufacturer and the clothing retailer are inclined to believe that the worsted maufac- turers have arbitrarily made the price higher in order to derive greater profits, which attitude they believe deserves a rebuke. They, on the oth- er hand, claim that the combined cost of raw materials and production has made them the real sufferers. Never- theless, it is believed that the demand for soft-finished fabrics is of more than a transitory nature. The wear- er wants them because of the com- binations and effects that can only be produced in this class of goods. The danger of too great a demand for the wool goods is that there may be difficulty in supplying it. It is said in the markets now that some of the larger buyers are buying worsteds— they say to protect themselves in the event of a shortage which they anticipate. There are two fields in which wor- steds are still in quite strong demand —one is in the cheaper grades where adulterations are expected and’ there- fore condoned, and the other is in the extremely high grades where there is no effort to make the cost of the goods fit the cost of the com- pleted suit. It is in the great middle class, where reliable goods at a cost consistent with the price at which the completed suit to be sold is nec- essary, that worsteds have been prac- tically prohibited by virtue of the facts as they exist. The Opinion is expressed, though, with reference to this, that worsteds are more strictly summer goods, while woolen goods are more adapted to winter wear. Of two fabrics of the same weight, one from each class, the worsted appears lighter. Worsteds_ will probably form a more prominent part of the next season’s line, and those who have stocks of them now need feel no apprehension. As a retail buyer in the market says, “Worsteds will move as soon as the sun shines.” . There have recently been advances in several lines of woolens. There is a prospect that another season will witness a reduction in worsteds, it being rumored that some orders are now being taken at tidiculously low prices, indicating a desire to keep the mills going. This will affect Prices on all lines another season. Nothing more need be said about the styles of the present and: the ap- proaching season. There is no pres- ent noticeable waning of popularity of the single-breasted sack, that be- ing about the only style, with a few variations; but looking into the dim future One may see some changes that may realize or may disappear like a mirage. The leaning toward the English natural shoulder effect—a narrower shoulder—seems to be apparent, and a little in advance of it comes the narrower, though not extremely nar- row, trousers. Both the wide ath- letic shoulder and the peg-top or semi-peg-top trousers originated with the college youth, and were affected by the younger element, and ulti- mately in a measure by all men. Now the more dignified are requiring the regular cut trousers that prevailed be- fore the peg-top came into use. The cutaway is coming in for a hopeful share of commendation. It is said to be the logical medium between the frock and the sack, and as such will gain favor with professional men who require something different from the commonly used sack, but for whom the frock is impracticable. The braided edge coat is meeting with a measure of favor. The latest application of the name “chantecler” is to a cloth which has some very pronounced colorings, such as red, green or brown. The report that the clothing spe- cialty business is better than it has been for some seasons past is sup- ported by manufacturers. While it is admitted that fancy waistcoats for a few seasons have not sold as well as formerly, it is asserted that this particular line is creating new inter- est. All lines of clothing specialties are said to be selling well, and par- ticularly noticeable is the sale of the rubberized coats. One manufacturer expressed the opinion that a great many more men are wearing striped worsted trousers and fancy waistcoats with either black or blue coats than for some time past. In all, the clothing business can be said to be satisfactory.—Apparel Gazette. The Way It Works. Money invested by the merchant in advertising is money well invested. The testimony of merchants who have persistently used space in newspapers is that the money paid for that space has brought good returns. If you could get 4 per cent. for your money in one bank and only 3% per cent. ir. another—both banks of equal de- pendability—you’d deposit in the one which offered you the 4 per cent— wouldn’t you? Even if your balance were small you’d feel that the princi- ple involved was the same. Well, that is the way “bargain hunters” feel about the money they spend. They proceed on the theory that if store competition means any- thing at all it means that the adver- tisement reader can save money— far more than the difference between rates of intrest paid on investments. And this theory of the advertise- ment-reading bargain hunters is per- fectly sound! The merchant who reaches the advertisement-readers is the merchant who prospers.—Brains. ——_+~___ It is better to be born a fool than to attain to this height by an expen- sive education. An There is no naturalization for heav- en without good citizenship here. “Graduate” and “Viking System” Clothes for Young Men and “Viking” for Boys and Little Fellows. Made in Chicago by BECKER, MAYER & CO. Ideal Shirts We wish to call your atten- tion to our line of work shirts, which is most complete, cluding in- Chambrays Drills Sateens Silkeline Percales Bedford Cords Madras Pajama Cloth These goods are all selected in the very latest coloring, including Plain Black Two-tone Effects Black and White Sets Regimental Khaki Cream Champagne Gray White Write us for samples. DEALLOTHING GRAND RAP/IOS, MICH, ae Communion Suits In Long Pants And Knicker Pants Now Is the Time To Place Your Order H. A. SEINSHEIMER & Co. Manufacturers PERFECTION CINCINNATI » af Nceiiacaa ww June 1, 1910 ESSENTIAL FACTORS In the Successful Handling of Adver- tising. Written for the Tradesman. Every advertising proposition is peculiar. Not only can you not fit the Same plan to two different articles, but not even to two different articles of the same class. No two soaps, for example, are being advertised in the same manner to-day. The method; that are being used for Colgate’s will not do for Ivory because the charac- ter of tne advertising must corre- spond with the character of the arti- cle. In dealing with the important fac- tors in a publicity campaign it is nec- essary to remember that advertising is an appeal to the public to buy some article of general use. The first factor is, of course, the charac- ter or quality of the goods. It is worse than folly to spend a large sum of money upon advertising goods which have not inherent qualities nor characteristics to recommend them. If the public palate is not pleased, if the public pocketbook is not fairly treated, no amount of advertising will save a scheme from failure, for the cbvious reason that it is by the crea- tion of a preference in favor of the advertised article, so that it is auto- matically and unconsciously a:ked for, that the advertising process is made a success. Goods that are to be widely advertised must possess dis- tinction, as in novelty, quality, price or special advantages, and theze must form the selling points in the adver- tising scheme. If there are fifty brands of coffee sold in cans on the market it is clear that a newcomer must furnish some good reason for soliciting the public preference, and while superior quality in the article itself is the best of all grounds upon which to make an appeal, novelty in the package, convenience in delivery and saving in cost form other and suitable bases for advertising. Ob- viously the greater the competition the greater the need for some dis- tinguishing feature. The public ac- quires the habit of asking for certain goods by name, when once it has by advertising been convinced of their advantage over others. Certain com- modities, like Quaker Oats and Grape Nuts, are advertised broad- cast in general publicity copy to keep their names beforethe public in view of the tremendous competition to which they are subjected; but if these articles were inferior in quality no amount of advertising would in- duce the public to buy them in im- mense quantities year after year. It is the inherent quality of goods first of all that determines the benefit of the publicity. Another essential factor is trade conditions. An advertiser must know exactly what goods his own will have to compete with. He must know everything that his rivals are doing, such as the sources of supply of raw material, facilities for its manufac- ture available to other firms, manu- facturing cost and distribution cost, and he must know these facts as they affect the entire territory over whica he intends to operate. Particularly must he know the methods of dis- MICHIGAN TRADESMAN tribution and the terms of sale of all his competitors’ goods to retail- ers in order that he may see his way to make to them as attractive an of- fer as to the public at large. The question of distribution is per- haps the most important of all ques- tions in the consideration of an ad- vertising scheme. It is correct to say that the advertising will create the demand by the public independent of the retailer, for cases nave occurred in which manufacturers, by wide- spread advertising, have felt so se- cure that they cut retailers’ profits to almost nothing. Experience has shown, however, that tnis is very bad policy. Not only in the case of the launching of a new article but in maintaining the business of establish- ed goods, the help of the retailer is indispensable in operating at a low cost. Distribution of goods to re- tailers must precede publicity or mucn of the effect of the advertising is wasted. When the advertising stimulates the public into enquiring for the goods the retailer ought to be able to supply them. To induce retailers to buy new commodities or newly-advertised commodities is not easy; it is, indeed, mere difficult than te persuade the public to ask for them. There are always ialf a dozen arguments in favor of an article which are likely to appeal to the pub- lic, but only one which is certain to appeal to the retailer, and that is self- interest. It often been found necessary, and it will become increas- ingly necessary as the number of ad- vertised goods increases, to cultivate the goodwill of the retailer, who is almost always in a negative condition cof mind when asked to buy. He points with justice to the crowded condition of his shelves, and it is in vain that the traveling man tells aim that he is going to sell these par- ticular goods for him by means of advertising. It has been found wise, therefore, in many instances to offer the retailer exceptional terms, often taking the form of a gift of an extra quantity of goods rather tnaan a cash discount. He should be shown cop- ies of the actual advertisement that will be printed in the newspapers and he should be informed of the whole plan of campaign. It is a good plan to offer prizes to retailers for window displays, and they saould be given every kind of assistance, in ad- dition to the financial profit, to sell the goods. All this adds to the cost of advertising, and it frequently be- comes a question with manufactur- ers as to whether they should cut out tae jobber and any other middle- men there may be and sell direct to the retailer. In the great majority of advertising schemes, outside the mail order business, the retailer must be considered, but it is not always necessary to consider either the wholesale house or the jobber. Tae cost of “cultivating” the retailer, in addition to the consumer, is such that a saving must be effected somewhere or else the consumers will be com- pelled to pay more for the goods. If the proposed article is to compete wita others, raising the price to the consumers will be impossible and the manufacturer will find himself com- 1 ~ nas pelled to reduce the cost of produc- tion or to eliminate the wholesaler. The extent of the competition and the general condition of the manufactur- er’s business will determine which of these two courses ought to be adopt- ed. Finally, in addition to the per- ol {or previously unadvertised goods | must be employed, because they be- | jlieve that the daily offers better scope for bolder display than any other Lawrence Irwell. MOTOR DELIVERY class of journal. } | | ' | | | | | | sonal calls of traveling men on the | trade, also in addition to showcards | and leaflets, a long and expensive se- | ries of “follow-up” letters is often necessary. The selection of of first-class importance, and if they are selected with due regard to the people the advertiser wishes to reach the result not very well be in doubt. This is where the high grade advertising agent is most useful. Long experience and much practice have furnished him with the knowledge as to which publications and what kind of copy are best suited for reaching can the desired portion of the public. A| superficial study of these matters is | apt to be misleading; experience i: the only reliable guide. He would be a bold man who, without actual ex-/ perience, would accept his own judg- ment as to which of two spaces alike in price but differing in size in ac- cord with circulation in two different newspapers of the same class would prove the better medium. It is not practicable to hard and fast rule as to selection of media. A whole page costing $600 has actually been known to “pull” fewer orders than half a page at $150. A series of advertisements in a monthly may bring more busine:s give any than spaces of the same cost in week- lies. If an article like household soap is to be advertised practically all journals that appeal to women are suitable, because the great majority of women make some use of laundry soap or soap for’ other household purposes. A wise choice of daily newspapers can be made to. cover ’ “every one,” to include women in ad- dition to the retailer. If advertising in the daily newspa- pers is compared with that in the and monthlies it will be found that the tendency is to adver- tise goods sold through retailers in the former and those sold direct by mail in the latter. But no absolute rule can be drawn; but this at least is the tendency and some advertisers invariably use daily newspapers when arguments and descriptions of new weeklies media is a matter Catalog 182 Auburn, Ind. BUICKS LEAD CARS $1000 AND UP BUICK MOTOR COMPANY Louis and Ottawa Sts. Grand Rapids Branch THE [S10 FRANKLIN GARS Are More Beautiful, Simple and Sensible than Ever Before AirCooled, Light Weight, Easy Riding — rn Model H. Franklin, 6 Cylinders, 42 H. P. 7 Passengers, $3750.00 Other Models $1750.00 to $5000.00 The record of achievement of Franklin Motor cars for 1909 covers no less than a score of the most important reliability, endurance, economy and efficiency tests of the 1909 season. List of these winnings will be mailed on request. The 1910 season has begun with a new world’s record for the Franklin; this was established by Model G. (the $1850.00 car) at Buffalo, N. Y., inthe one gallon mileage contest, held by the Automobile Club of Buffalo. Among 20 contestants it went 46 1-10 miles on one gallon of gasoline and outdid its nearest competitor by 50 per cent. If you want economy—comfort— simplicity—freedom from all water ’ troubles—light weight and light tire expense—look into the Franklin. Catalogue on request. ADAMS & HART West Michigan Distributors 47-49 No. Division St. | Cottage and Porch. Klingman’s Summer 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. lonia St. MICHIGA TRADESMAN June 1, 1910 If You Want 3 To Hear the Cash 4 Register Jingle “i Stock Up Right on ' . Oxfords. A cordial greeting is a prime intro- duction to a sale. A cheery, “Yes, sir,” alert and attentive, makes the customer feel the better for enter- ing. The whole gamut of introduc- tory phrases has been used, but the single “Yes, sir,” with a rising inflec- tion is the best one. It implies neither flattery or patronage and it does well with prince or peasant. Once your customer steps over the door mat he is your guest and respect and attention are his. An alertness to his first needs shows business-like meth- ods, so conduct him to the seat and pull up your fitting stool to a point approximately 12 inches from the seat, varying according to the com- fort of your customer. This is a little incidental, but it is one of the elements in a sale. Too far away gives discomfort and too near gives the wrong elevation. There is an an- gle midway that allows the customer a comfortable rest for his foot and also a viewing distance to gauge the merits of the shoe. The element of sound sense and good judgment, if developed along the right lines, will give the clerk an intuition of tne style, quality and price of a shoe desired by a cus- tomer. This knowledge he can only gain by close application to the busi- ness of selling shoes. Retail salesmanship is not achiev- ed in a day. It takes months and years to become a successful seller. By a successful seller the idea is con- veyed by the proportion of customers that leave the store after the consum- mation of a sale. No matter how many visitors enter the retail shoe store to purchase, the test of sales- manship is “how many leave the store without purchasing.” But to go back tothe customer: The best method to pursue is to unlace the shoe and place it alongside or under the chair in which the custom- er is sitting. I have found this the best way to keep the shoe from be- ‘ ing displaced and it is unobtrusive and does not obstruct the small space which the customer usually utilizes in standing up and trying on the shoe. In most cases the customer will tell you about what style of shoe he wants, and with this knowledge and your own judgment you have a good start. If you have what he wants show it to him—and by show- ing it to him I mean putting it on his foot. Usually the customer ele- vates the left foot to the fitting stool, but occasionally one will present the right foot to be fitted. It is very poor policy to dictate to a customer as to which foot the shoe should be the foot that is on the fitting stool. It is well on the first selection to allow the customer to use his own judgment as to the proper shoe for him. Too few clerks give patrons the benefit of any knowledge that they might possess as to the style that would best suit them. When you have examined the size of the cus- tomer’s old shoe, take a glance at his foot and see if the sizes correspond. The training of a yéar or more will give a clerk an immediate idea of the proper size by a glance at a foot. I personally have been able to judge tae size of a foot simply by seeing it placed on the fitting stool at the proper angle as stated above. Feet vary in size a full degree between the resting foot and the standing foot. The pressure of a standing cus- tomer on his foot can vary the size by two degrees. Often a customer will stand upon one foot, the one with a new shoe upon it, and expect comfort. The unequal pressure flat- tens the soft foot until it spreads a size or two more than it should. The relative differences of the standing and resting foot should be under- stood in your fitting. Retail sales- men sometimes to save a sale force a shoe one or two sizes too small upon a customer, because he does not stand up in the shoe to see how it fits in action. Never take this ad- vantage of a customer’s ignorance of the fit of his shoes, for it always re- flects in returns, split vamps, pain and the end of that customer’s pa- tronage. To resume: Go to the _— stock shelves and find the last similar to that which the customer desires and see if you have the size in stock. If you have-not, try the last that is near- est to the style desired. Never sub- stitute a wrong style on first selec- tion. If a customer judges his se- lection by a style in the window, en- deavor to give him that style. Every clerk knows that 7% D is relatively 8 B or C and, if either is in stock, he can be fitted with fair possibility of a successful sale. First selections in the majority of cases in fitting men’s shoes result in sales if the elements of style, price and fit coincide with the customer’s wants. A complete knowledge of the stock on hand is absolutely necessary. A knowledge of whether it is on the racks, in the basement or in surplus should be acquired by each clerk and daily he should know just exactly the condition of each and every line. This information is easy to acquire and is tae result of concentration on your work of selling and fitting shoes. Pull the carton from the shelf and bring Gloris Oxfords | . For Women Some dealers play the high priced Oxfords to a i finish—sort of forgetting there are a lot of women that are going to want Oxfords—good snappy ones, too— a that can only manage to pay $2.50 per pair for them, o and if you haven’t seen the Gloris Oxfords let us have é a postal for samples today. a m HEROLD-BERTSCH SHOE CO. ‘ Makers of the Famous H B Hard Pan and ‘encnnnnenennennnenctennennacenscannce” » The Bertsch Shoe Lines x Grand Rapids, Michigan eA ~. : XARD PAN i nr = | ; = Pentagons Sell Welland Wear Well Pentagons are strictly high grade men’s welts that retail at $3.50 and $4 They are made for you out of the best grates of Velour, Gun Metal, Box Calf, Vici Kid and genuine Kangaroo over fashionable but foot fitting lasts, are absolutely correct in style and excel in service. Pentagons give your patrons that sure shoe satisfaction that makes your business better. It will be a pleasure to show you the samples. Write us where you live. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. ak ad de “4 * We ie ¥ >» é 4 EA » r as oi \ A” a ’ 4 a a a . ~ _< June 1, 1910 MICHIGAN TRADESMAN 33 it in front of your station and extract the left or right as needs be and re- member to put the cover on the car- ton. This is one of the essentials in a neat and orderly store and must be observed. It is a little matter and yet no other element in the appear- ance of the busy store is so impor- tant. Twenty cartons pulled out and on the shelf look orderly if each cov- et has been replaced after a shoe has been taken from it. If, however, the covers ate not replaced the appear- ance of the shelf is very disorderly, the tissue and covers are in a jumble of deranged boxes, and each sales- man spends minutes of valuable time in getting to the bottom of the pile to get the mate to the shoe which he has placed upon the customer’s foot. In fitting oxfords one rule should always be uppermost in your mind: An oxford is only as comfortable as it is first fitted. Slip the shoe horn into the heel socket, slide the foot in and extract the horn carefully. This is easy when you say it, yet it takes practice to make it perfect. I have found a very thin shoe horn is a great service. Many shoes built on modern lasts have peculiarities in themselves. I have found it good policy to fit on myself sizes in every style in the store. This gives me an idea of just the properties of each and every last, especially so in ox- fords. An oxford that gaps on the sides, slips at the heel, is full at the vamp and snarls in lacing is wrong in its fitting properties. The foot and the last do not come together. Ox- fords are harder to fit than high shoes and if they are fitted correctly your customer is completely pleased. A snug fit in the instep and waist is sure to produce a sale. Call the fitting properties of the shoe to your customer’s attention by endeavoring tc insert your finger between the leather and the foot. If the cus- tomer falls to the argument, which can be stated in one or two words. part one of the sale is consummated. If the. oxford slips in the heel it shows that a tighter or _ possibly shorter shoe can be substituted. Be- ware of fitting short. If a customer demands a short shoe give it to him, but be sure to mark the shoe “S. S.” to prevent claims and returns. If the counter is tight and hurts the heel cushion of the foot, flex it a little on the fitting stool. A little pressure is sure to bring it to fit all right. If the vamp is full or loose, change the size. If it is tight and all other properties are in correct fitting pro- portion, suggest a_ little stretching. Good vamp leather gives. It is bound to and a simple stretch will cause it to give enough to satisfy the cus- tomer. The most obstinate vamp can be stretched by first pouring in a little water and dashing it out. Then apply the stretcher and pound the vamp a little with a hand iron or hammer. This process stretches the fibers. The stretcher should be left in the shoe several hours. If the bone of the ball of the foot is prom- inent, a very excellent way to give comfort is to pound and depress the sole. If you have not a caulking and sole stretching machine, get one at once. It is the medium whereby you correctly fit many shoes which would not be fitted through hand stretch- ing. Impress upon the mind of the customer that these little aids to a proper fit are in the nature of cus- tom service. Every foot in the world bas its individuality and no last will positively fit all feet. The stretching or compressing of the sole of a shoe is an easy opera- tion, and is nothing more than the successive pounding on a certain place to depress the sole to allow the foot additional room. Many times the channel under the tip of the shoe will cauce a slight ridge on the innersole, which, if not pounded down through the medium of a sole stretch. ing machine, makes a poor fit. No shoe manufacturer has absolutely conquered this tendency of the inner- ole to swell up over the channel and stitching. It is the result of selling shoes that have been made on a last without leaving a companion last in the shoe up to the minute of ~-2___ The Hardest Wood. The hardest wood in the world is not ebony, but cocus, which is much used for making flutes and similar musical instruments. —_—_-~.__ Some spend minutes in charity and months in advertising it. store sorted stock. Oxfords and Pumps The Oxford and Pump has become the most popular style of summer footwear for all classes of people, and we have a very large and well as- Consult our catalog and mail us your order. If you failed to receive it, drop us a card and we will send you one by return mail. Hirth-Krause Company Shoe Manufacturers and Jobbers Grand Rapids, Michigan a A ‘4 ~ i . ~4 J 4 a » af "June 1, 1910 MICHIGAN TRADESMAN 35 NEW YORK MARKET. Special Features of the Grocery and Produce Trade. Special Correspondence. New York, May 29—Nothing new in the coffee market can be picked up. Jobbers continue to report a very light movement from roasters who are taking only sufficient to meet the daily ‘runs. Some profess confidence in the future, but no one looks for anything like a great movement. The best that can be said of the present market is that quotations are steady, although possibly some reduction might be made if necessary to effect sales. The price of No. 7 in an in- voice way is 8%c. In store and afloat there are 3,004,785 bags. against 3,484,664 bags at the same time last Milds are about as dull as Brazilian grades, although holders are generally firm in their views. Good Cucutas, 10%c. season. Refined sugar is very quiet, al- though the change to warmer weath- er will, undoubtedly, stimulate trade within a very short time. In fact, the week shows improvement over its predecessors, althouzh most of the trading is in withdrawals under pre- vious contract. The general rate for granulated is 5.25c. Teas are slowly better Pingsueys but steadily show- position. Japans and are showing some scarcity and are firm. Prices tend to a slight- ly higher all around, but any substantial advance has not occurred. Rice is not as active as last Dealers probably ii stocked and orders only for small quantities. Good to prime ee 454@5¢; choice, 55%4c. The firmest articles in are pepper and ginger. The generally lacks animation, natural at thi of ino a level week. are well are two Spices market but this is Singa- time year. pore black pepper, Zanzibar cloves, 1034@IIc. Only an every-day trade has exist- ed for molasses, The supply is not especially large, but there is no scarc- ity. Good to prime domestic, 26@ 30c. Syrups are steady and in light supply. Fancy, 27@3oc. Canned goods 7RC3 as a whole are, per- haps, in a better position and every week shows a little improvement. Packers are determined not to sell strictly standard 3s tomatoes at less than 65c and the chances are that they will secure this if not more. Of course, buyers claim have no trouble in finding all the goods they want at 62%c, but not stand the test grades. Peas are steady, with 7oc about the prevailing rate. Other goods are steady and about unchang- ed. New York State packs are busy with rhubarb and private letters from up-State report a most excellent outlook for every sort of vegetable and fruit except white cher- ries, which are two-thirds short. Butter is dull. Creamery special;, 20¢; firsts, 28c: imita- tion c; Western fac- 2214@23C¢. New to stock wiil necessary for top such now extfas, 28i4c: creamery, 2214¢ 24(25 tory, firsts, ; seconds, Cheese is steady, State full cream, Eggs are in with York IS@r15tzc. abundant supply Western fresh extras 2314c regular pack, 21@21lc. —_——_2-<-<___ That’s Enough. often your road asckes a and zath- storage, tending lower. ered, selected 21M@22%4c; kill) a traveling Branch “How does mian?” facetious Central other day. once,” replied salesman ductor the Viet sourly Of 4 con- the conductor -><—.—__ The only person interested in your troubles is the man who hopes to profit by them. More Zeal Judgment. At a recent meeting of the Grand Rapids Advertisers’ Club a resolu- tion was adopted to raise $20,000 to be expended in advertising the city and! promoting its growth. This action shows zeal and enthusiasm but much judgment except, perhaps, for advertising purposes. Some of the members of the Club might contribute some money to such a fund, but $20,- ooo—such a fund is out of the ques- | tion in Grand Rapids. A of the Club might ten or if caught right might even go a twenty, but $200 apiece—pulling teeth would be recreation few mem- bers compared to getting it. The adoption of the] resolution was a good thing, how- ever. It served to advertise the town and the advertising will not have €OSE a cent Hut, seriously, it |: were possible to raise $20,000 for publicity purposes would it be advis- able such an organization Advertisers’ Club to inaugurate a campaign to make Grand Rapids bet- ter known? Would it not be infinitely better and not the be greater and more tangible if the were placed at the of the Board of Trade to help carry on the work that the Board is doing? The Board fort of the much for as would results disposal now organized ef-| It has done doing things | represents aighect type. and is constantly to make Grand Rapids bigger and] better and more widely known. And yet the Board of Trade is constantly | |thampered by a lack of resources. It | has no money to bring new indus-; tries to the city, none to encourage industries already here to remain. If funds are needed for a special pur- pose instead of having a bank ac-| count to draw upon it is necessary to pass the nat. If the Advertisers’ Club will raise $20,000 and turn it i a] not | chip in ai tie | fund | and Enthusiasm Than |over to the Board of Trade good and ‘lasting results will follow, but the same money expended by some oth- er organization, no matter how care- fully, will represent little more than a splash. Assignee’s Sale. Notice is hereby given that in pur- isurance of an order of the Circuit |Court for the county of Muskegon, iin chancery, made on May 23, 1910, jin the matter of the assignment of | | | | | { | | | | | Atlas Parlor Furniture Company, a | corporation, for the benefit of its creditors, I will sell at public auction | to the highest bidder at the factory lof said Atlas Parlor Furniture Com- pany, in the city of Muskegon, on the 15th day of June, I910, at 10 *clock in the maining forenoon, all of the re- assets of said corporation, the lumber still on hand manufacturing plant, machin- and tools, but not including the ijmanufactured product or the goods in | of manufacture, it being un- iderstood that I shall ‘reserve’ the | right to occupy such portions of the | factory building, as may be neces- for a period of sixty 60) days after. said to enable me to com- plete goods in course of manufacture and make delivery thereof. Dated May 26, 1910. John W. Wilson, Assignee. | Cross, Vanderwerp, Foote & Ross, Solicitors for said Assignee, ——_2=e | Well Supplied. | | 1 ¢ | ' ' | including and the lery course |sary, ale Benevolent | And, (to showgirl)— have you no home? indeed. My father land mother have both married again ‘and I am Lady dear child, Showgirl—Yes, welcome at either place. ——_-~-<___ Nobody knows how it ifeels to be the czar, unless it is a dog |with a bunch of firecrackers tied to lhis tail. else really 35,000 JUST LIKE THIS present extent. i be ms ro PZ tot ot ee ar ge gt py 4) 3 : x nal hi en /il po fo is proof of our confidence in this Baking Powder to please you. 7 When we began making Baking Powder seventeen years ago, we little dreamed that our business would ever reach its One aim, however, was always ours: to make The Best Baking Powder that could be made. quantity later. We've started thousands of merchants on our Baking Pow- der who will tell you that there’s money in handling Your Own Private Brand To those merchants we are now sending 35,000 packages of Baking Powder daily. Our offer on the other side of We’ve learned that quality first means If ‘ per can for same. under no obligations to keep them. Send sample labels from which I may select. WABASH BAKING POWDER CO., Wabash, Indiana. Gentlemen: Send me 15 dozen 16 oz. cans of bak- ing powder on 60 days’ FREE trial, freight allowed. satisfied I will pay you 6% cents If not pleased I am I will then instruct you regard- ing printing for my OWN PRIVATE BRAND. Yours truly, Name THIS DOTTED LINE (2 Tou WABASH BAKING POWDER CO., WABASH, IND. N a MICHIGAN TRADESMAN June 1, 1910 eae ty tee Ss =? sera: a a Bo Coes ns A652 YP, GO ie Xe: _ A : & SS = = — — a ee — — SS ~ 2 ~ ~ 7 PQ Ne — _ ‘ 7_ — ~ = : 4 C = =o - ryioaed fs o,.D- Sse pa SS a = —— eee ee ee ¢ — 4 Ks - —_ = rates = I AND W = — —— ~ t = ce Ee , = : ae = — =< : ‘ as lech = = = o. ame ao ee — ] oS _ ~ a mS & — eee =” = _ — — a“ => —_ 4. are — —- — s= = — 3 4 = 7 — ee = a, a —, f — i fe Cr "sy Jpdveenetar Wy se BS = re a => Do You Figure Your Profits Cor- rectly?* The old way of conducting a busi- ness was to take the cost of the goods as per invoice and mark them with all the profit added that the judgment of the merchant thought the articles would stand. But in the retail hardware business of to-day, with lower percentages of profit, he must figure more accurately, in order that at the close of inventory tie books show a profit and not a loss. Some merchants figure that the cost of the goods is the invoiced price with the freight added. Some figure freigat by a per cent. of the invoiced cost compared with freight bill; while others figure freight cost by the pound and the rate per hundred. Oth- ers figure in addition to invoice cost and freight cost also a house cost, representing the cost of doing busi- ness, such as salaries, rents, taxes, fuel, etc., and so mark their goods. When I first started in the hard- ware business as a clerk my instruc- tions were, “Never let a guilty cuss escape.” The translation of which was that when I had a customer for a stove or range or a bill of hard- ware sell’ him. If I could not sell him the goods at tne price they were marked in private selling mark, sell him anyhow at some price; if not a profit, any profit so the sale was made. All my employers seemed to have a dread of the straight and narrow path and insisted upon marking goods with private selling marks for fear their competitors would take advan- tage of them if they marked their goods in plain figures. Upon assuming the management of the hardware department of our pres- ent firm and believing that my com- pctitor was just as honest a man as myself, I at once adopted the system of marking the selling price on all goods in plain figures and making that price to one and all and adher- ing strictly to the same. This policy eliminates the desire of the customer tc haggle for better price and cre- ates a confidence in your customers that you are naming a price that is consistent with the cost of the goods with a fair profit added. There are several ways of figuring profit. First, you must have a base representing cost. Most merchants, I think, figure this base as represent- ing the invoice cost with freight add- ed, making the cost of goods deliv- ered in the house. After this is done you must classify the different arti- cles. Those staples that turn them- iby using the cost of goods as a selves several times a year are placed *Address delivered before the Nebraska Re- tail Hardware Association by G. R. Wycoff, of Madison. on one percentage, another line of articles on another, and so_ on throughout the entire stock. As an illustration take the staple line that you expect to make pay a net profit of, say, Io per cent. and get the selling price. Now, you must consider house or selling cost. This, ef course, varies with each business house, but for our convenience we will assume that the average is 15 per cent. Then, if you take the 15 rer cent. house cost and 10 per cent. profit and mark your goods with 25 per cent. of cost, added to the cost of goods, can you have a net profit of Io per cent. added to your profit jaccount? As an illustration, when an jarticle costs you $1 and you sell it for $1.25, with 1s per cent. ‘house | cost, on gross sales you have a net \profit of only 6% per cent. Figure it out for yourself. Most merchants figure the ‘house cost on the basis of total sales and the expense of doing business for the year. If so, using the above illustra- tion, in order to secure a 10 per cent. ret profit with a 15 per cent. house cost you should add 33% per cent. to the cost of the goods in order to obtain the desired result. There is a division of opinion as to whether the percentage of profit should be figured from the cost or the selling price of the goods. You will note that it makes a material difference. For instance, 100 per cent. of the cost price equals only 50 per cent. of the selling price and 50 per cent. of the cost price equals 33% per cent. of tne selling price. It is my opinion that the base should be the cost of the goods de- livered in the house. In order to ob- tain the desired profit you should change the ratio and not the base. For instance, if you desire a profit in- cluding house cost of 10 per cent., add 11 per cent.; if 15 per cent., add 25 per cent.; if 25 per cent., add 3313 per cent., and so on, always caang- ing your ratio but retainig the same base. In this way you estimate your profit from the selling price of the goods, on which you have based your |percentage of cost to carry on your | business, or the house cost, | You desire to close your stock in ‘order to change your location and you employ an auctioneer. Do you ‘pay him a percentage of the cost of ithe goods as invoiced by you? No, you pay ‘nim a per cent. of the total sales. So we, in the conduct of our ‘business, should figure our profit, |from the total sales or selling price, base and changing the ratio of percentage to secure the proper amount of net profit. Retailers’ Stock Systems. The subject of stock-keeping for the retailer is beset with many vex- ing complications, and the question of how far such a system can be profitably operated arises in every discussion of the subject. Perhaps the main difficulty is in obtaining an accurate record of the items taken from stock, without too great an ex- penditure of clerical labor, and for this reason most retailers, when they make an attempt at «stock-keeping, confine their efforts to reserve stock, charging the store for goods placed on the shelves. Tanere are, however, some lines in which stock-keeping systems which account for every ar- ticle are operated successfully. A jeweler in Chicago attaches a small price tag to every article in stock. On the back of the tag is the stock number, and the tag must ac- cempany the sales ticket to the of- fice. From these tags the stock rec- ords are written up. One of the specialty shoe manu- facturers, with stores in all the prin- cipal cities, maintains a duplicate record for each store. In the box, with each pair of shoes, there is a sicck ticket from which the stock record in the branch store is made. These tags are sent to the home office daily and there a duplicate rec- crd is kept. At each visit of the trav- eling auditor the records are check- ec and discrepancies rectified. A Detroit grocer has found the in- crease in package goods an aid to stock-keeping. A test showed that only about a dozen different sizes of packages are used, and it was a sim- ple matter to so arrange his shelving that each compartment would hold a certain number of packages of a giv- en size. The result was that a monthly inventory of shelf goods could be taken quickly and he now inventories the entire stock once in thirty days in preference to attempt- ing to keep a daily stock record. Similar schemes are used, for at least a part of their stocks, by cloth- iers, furnishers, hardware dealers and dry goods men. Acorn Brass Mig. Co. Chicago Makes Gasoline Lighting Systems and Everything of Metal WALTER SHANKLAND & CO. 85 CAMPAU ST., GRAND RAPIDS, MICH. Mich. State Sales Agents for The American Gas Mach. Co. Albert Lea, Minn. DON’T FAIL To send for catalog show: ing our line of 1219! PEANUT ROASTERS, CORN POPPERS, &e. LIBERAL TERMS. KINGERY MFG. CO.,106-108 E. Pearl St..C'scinnati,0O Columbia Batteries, Spark Plugs Gas Engine Accessories and Electrical Toys C. J. LITSCHER ELECTRIC CO. Grand Rapids, Mich. Pre al Dr laaiu hed Established in 1873 Best Equipped Pirm in the State Steam and Water Heating Iron Pipe Fittings and Brass Goods Electrical and Gas Fixtures Galvanized Iron Work The Weatherly Co. 18 Pearl St. Grand Rapids, Mich. CLARK-WEAVER CO. The Only Exclusive Wholesale Hardware House In Western Michigan 32 to 46 S. Ionia St. Grand Rapids, Mich. % iad aN Kcr rl “S . : . ‘ NY iit ae WR ah ENS FOSTER, STEVENS & CO. Exclusive Agents for M chigan. Write for Catalog. CIEE N y bY ad .) SN NONSG0T SMOKE. Di “rss SSS A SSSQw =SGZE&eA SW AD SA QQ NS ~ SS QhS WS oe AS = NSS ASS \\ SS Bess QUICK CLEAN ‘SAFES Grand Rapids, Mich. X a ~~ 4 | ee Ne Pe at «4 - June 1, 1910 MICHIGAN TRADESMAN 37 With All of His Faults He Was a Man. Written for the Tradesman. “Ah, so Andrew is gone!” and the old schoolmaster laid aside his news- paper with a sigh, the light of dull reminiscence flooding his honest eyes. “What is that, Mr. Tanner?” A woman came out on the porch and stood at the old man’s side. She picked up the fallen paper and smoothed the open page across her apron, “You, Aunt Turner!” exclaimed the old man. “I thought you had gone.” “It’s not so easy to get rid of rub- bish, sir,” and the little old maid laugned heartily. “Helena and I have enjoyed a good visit, recalling some of the early days when she was a store clerk and I a backwoods school ma’am. Those were the days—” “Ah, I had forgotten!” ejaculated Tanner. “Why, you are older tran IT thought, Silene Turner. see—” Let me “Now, sir, you must not!” exclaim- ed the woman protestingly. “A wom- an’s age is sacred, you know.” “And there’s Colonel Foster! I clean forgot. Forgive an old man so many slips, Aunt Turner; I’m full of *em when I get to day-dreaming.” “Pardon me for suggesting tnat you are no longer young, Mr. Tanner.” “And therefore an unfit subject for daydreams and air castle building. Sure that is true; but this obituary in the paper fetcned up the old times forcibly all the same. You were one of us woods folk in the fifties, Aunt Turner. You must remember Cap- tain Andrew J. Newcomb?” “Newcomb—Nemcomb—the sounds familiar, and yet—” “Why, the fellow who saved old Simon Savage’s mill-dam at the risk of his life; the chap who set all the old gossips guessing when he took Nancy Darker to that State Road dance and didn’t get back for a week. They had them married, you know, and aiso—” “Why, yes, of course,” and the old maid brushed the cobwebs from her brain with her slim, wrinkled hand. “You mean Andy Jack, as we all call- ed him. He was named after Old Hickory, although his father was a stiff Whig. That boy was a terror to the neighborhood, getting into more scrapes than an honest boy should. Nevertheless I always liked Andrew.” “So did almost everybody but tightwads. He was a liberal, good- natured boy, the fiercest little defend- er of girls in trouble ever one saw. He thrashed big Jake Shaw for mak- ing faces at Emma _ Harris. After- ward he nearly drowned Hod Sweeny for rocking the boat and frightening the new school ma’am into hysterics. Oh, Andrew was nothing if not strenuous. He would have made an- other Teddy Roosevelt had he turn- ed his attention to politics.” “T shouldn’t wonder. He was smart if he was a drone at school.” “Were you his teacher?” “The idea!” “Oh, excuse me. I forgot that you must have been a real small _ girl when Andy Newcomb was doing his name stunts in the Muskegon woods. Yes, to be sure, he was much your sen- ior, You remember the time he put the frog in the teacher’s desk?” “Yes, and the young man let out a yell that would have done credit to a Comancne Indian.’ “The teacher being of the «terner sex Andy had no compunctions. He was very chary of doing anything to hurt the feelings of the girls. I remember how chivalrous he was; and yet ne was up to so many capers one could never tell what was coming next.” Aunt Turner sat down on the porch step at Tanner’s feet and scanned the paper thoughtfully. “Dead in California,’ she murmur- ed, a faint tinge of color dying her wrinkled cheek. “It seems so strange. We lost track of Andrew so many, many years ago. He must have been quite an old man.” “About my age, Silene.” “Oh, la, he must be heaps older. Why, you—” “Am no chicken more, Miss Tur- ner,’ and the schoolmaster laughed until the tears started. He picked up the paper as his companion laid it down and read again the death no- tice. “Ginger, but Andy was the boy. He loved manly sport of all sorts; I think he would have made a second Ketchel had his talents turn- ed that way.” “Sometimes he was a_ little too rough,” said Aunt Turner. “I call to mind the time he attached two cats by the tail, turned them loose in tae school grounds, then set his dog Cas- tor after them. That was about the liveliest scrimmage I ever heard—it was ‘neard, not seen, you know, for the animals got tangled up in the busnes and made a terrific racket.” “Why, yes, of course. Wasn't that what broke up Dutchtown school?” “T believe so.” “How was it? gotten?” “Why, as I remember it, the school- master went after the boy who set the animals fignting and attempted to chastise him.” “Exactly, and he failed to make good. He might have known better than to nave attempted to lick Andy Jack. Now it comes to my mind that the boy apologized to the teacher for his little misdemeanor.” “No, but he offered to do so.” “The teacher, Hiram Goodloe, re- fused to accept any explanation. I was right by when fe took Andrew by the arm and shook him good, tell- ing him that he ought to be ex- pelled from the school.” “Yes,” nis old eyes sparkling; “and then what followed?” “Naturally Andrew retorted that the teacher couldn’t expel him. “I can tnrash a little sense into you at least,’ declared Goodloe. ‘No, you can’t even do that,’ retorted Andrew. After that they had it out right before the whole school.” “True, and it was the talk of the whole settlement, that fight at the schoolhouse where Andy Jack New- comb thrashed the master. I heard all about it. That was Andy’s last day at school. He went away soon after and I did not see him uniil I have almost for- years later up in the Wisconsin piner- ies. He never referred to that inci- dent in his life; felt a trifle ashamed of it, I imagine.” “And that broke up the scnool. Goodloe felt the disgrace so keenly that he quit and never came back. I never heard a great deal about New- comb after he left the Muskegon country. I did hear, however, that he made money in several lumber deals and was prospering.” “You heard aright,” said Tanner. | “Andy prospered. He was a_ born| land-cruiser, a good judge of tim- ber. From being a five dollar a day estimator he launched into a land speculator, made his fortune and went | West to grow up with the country.” | “Indeed. Andrew was smart—” “As a steel trap.” “About his family relations— “Yes, that is the best part of old Andy’s history. You remember Louise Everland?” “The widow’s little helper in those washings and ironings for the mill hands at Dorland! to forget her ever. She was a meek little body, as true as steel, but not very brilliant. How could she 9? a backwoods shanty? I’ve often won- dered what became of the little lady— she was every inch a lady when she} went to the Sunday school each week as regular as clockwork. Her mother died and Louise drifted out of my re- membrance_ until mind.” “Louise had her niche to fill in this big world, Aunt Turner, and she filled it very acceptably to tne man whose wife she became when he was only a wage earner among the Wis- consin pines.” “What? Do you mean to say—” “T mean to say that Andrew Jack- son Newcomb fell into the hands of you recall ner to Louise Everland that time when he} was laid up with a broken leg in the | Wisconsin woods. She was Jenny | on the spot, you may be sure. He mar- ried her and she went West with him. To-day she is nis widow and his legatee to the tune of something over a million!” I am not likely | be, | drudging among the tubs and pots of | The old maid held up her hands ae a little gasp of dismay. | “To think,” sne said, “that a poor jlittle washerwoman should fall into lsuch clover. Why, it’s like a_ ro- | mance.” “Even the most sober life has its said the schoolmas- “With all his rouga- less and prankishness as a boy, An- | drew Jackson Newcomb grew into. |2 manly man, and this girl, this |washerwoman of the ‘backwoods, ishone as a gem among her sex as the | wife of this man, the mother of his children. I have known her well and was as true a_ wife as ever | breathed.” “Ah, how good to hear it in this ;day of divorces and wretched scan- | dals.” | “Good! I guess yes,” assented Tan- iner. “That was where Andrew New- | comb shone; he was never ashamed |of his low-born wife after prosperity came, as are so many of the wealthy i;men who have sprung from nothing. | Whatever else he may have been, ; Andrew Jack was a prince of honor |in his own household.” Old Timer. iromance, Silene,” iter solemnly. ; she >» Singing Kettles. The Japanese manufacture in a great variety of forms iron teakettles which break into song when the water |boils. The song may not be a per- |fect melody, but it is perhaps as jagreeable as the notes produced by isome of the insects that the Japanese |also treasure for their music. | The harmonious sounds of the tea- ikettles are produced by steam bub- | bles escaping from beneath thin sheets icf iron fastened closely together |nearly at the bottom. To get the ibest effects some skill is required in jregulating the fire. The character of ithe sounds varies with the form of ithe kettle. These singing kettles ihave been used for many centuries. } ‘Country Newspaper For Sale Only one in a 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. | Something to Make Every Pound Increases the profit of the merchant from Grand Rapids. Handy Press Co. New Invention Just Out Good Dollars Send for illustrated catalogue. 263 So. Ionia St. of Your Waste Paper Bring You the day it is introduced. Price. $40 f..0. b. Grand Rapids, Mich. 38 MICHIGAN TRADESMAN June 1, 1910 CASH VS. CREDIT. Radical Change in Retail System and Methods. Wihen one considers machinery of the larger houses which conduct a credit as well as a cash business, the thought must come to those of an observing nature that all the clerical this additional clerical force must be expensive, and if expensive it must figure largely in the selling cost, Let us consider the extra slips which must be made out, the extra book keeping involved, the extra time which tnese credit sales necessitate and we certainly must realize that it costs more to make the sale carry the account than it does to make a cash purchase. Not only that, Lut we must provide material, room and time for all this extra labor in- volved. In the large stores we find a very large area given over to the credit or charge department, and thi: floor space all costs money which must produce equally as great results as does any department. Shrewd business men realized this additional expense and thus we find certain of them doing nothing but a Strictly “cash” business. Not only do they sell for cash, but they buy that way also, and thus they are able to give their customers a part of the saving and keep a part for them- selves. It is not to be supposed that these firms are blind to the great clerical saving or to the much less floor space which need be occupied for purely book-keeping purposes, and this saving probably represents a large saving in the course of a year. In the.smaller stores we find few- er who can buy and sell for cash because so many of them find it pos- sible to get into or remain in busi- ness unless they can get liberal cred- it. Oftentimes a dealer has little money to do more than to get his store rent paid and equipped, and the matter of buying ahead of his actual needs or for cash is entirely out of his range. But those retailers who are well capitalized and who want to develop their business to the maxi- mum point are realizing more keenly each year that “spot cash” has 4 wonderful effect upon the salesmen. Many times they can make an excel- lent “buy” from a concern which needs money to meet pressing bills, and whereas this same firm would not consider a time purchase of the goods because they would have to sacrifice some part of the price and, moreover, they would not have any real money to meet their obligations. We find a substantial argument in favor of credit business for the large department stores in the so-called “coin accounts.” In this instance the customer goes to the department store head and asks for a line of credit to cover a period of thirty days. References are given and if satisfactory” the customer may buy the same as for cash and pay for thé goods monthly, but no credits will be allowed in excess of. the original credit asked for. Presentation of a certain pocket piece or “coin” estab- lishes the identity of the purchaser and the charge is passed through without delay or inconvenience. The departments claim that the purchas- ers buy much more merchandise in this manner than they would if they were forced to pay cash for each ar- ticle. While it is a great convenience to customers, we believe there is hardly a possessor of a “coin” who will not admit that she or he has’ bought many articles from time to time that would have been done without had the cash system been in vogue. The department stores are not to blame, for it is their business to increase purchases, but it is an expensive lux- ury for the family when the coin is placed in the hands of inexperienced shoppers. We remember the _ story of the woman who had nearly every- thing which goes to make a home comfortable. She saw some _ hand- some banquet lamps marked down and, although she had a beautiful one at home, she could not resist the bargain and, knowing that it would be easy to have it charged, she ordered one sent When it arrived her husband asked her why she bought another lamp when they were already plentifully supplied, to which. she replied that “she had had it charged and it was so cheap sne could not resist it.’ Argument proved the absolute needlessness of the pur- chase and _ finally consented to return the lamp and did so. _ Arriv- ing at the store, she saw that they had been again reduced and under the spell of the salesman and _ the lower price she bought two of them instead of one. You may imagine the remainder of the story and the feei- ings when they arrived at tae home. There is no great moral to this anec- dote, but it does illustrate the point by showing how easy it is to overbuy when all you have to do for the time being is to show a coin. The greatest value of buying selling for cash comes in the home. she and fact that at all times you know exactly just where your business stands. You can figure up each hour, each day or each week and know just how much of the buciness belongs to you. You do not have that constant fear of creditors, and if business takes a slight slump you are secure in the fact that you owe no money and that your creditors can not on you in a moment of enthusiasm or business mortification. This feeling of itself is worth a great deal, and many dGealers this secure feeling better interest on the money. Many manufacturing and jobbing shoe houses have established a policy which means nearly the by allowing customers to pay for all goods erdered during the montn on the 15th of the following month, It will thus be seen that goods bought on the first of the month pounce consider than the ame as cash may be paid for forty-five days later, whicna about evens up with goods bought on the last the must also be paid for by the 15th. If of month and which the bills run over the specified time the dealer loses his 2 or 3 per cenit. discount. This rule makes it nearly the same as considering thirty days “cash,” which many other houses do, and gives the dealer the benefit of having goods in the store fifteen ad- ditional days if he will buy them on the first of the month. This enables the manufacturing and jobbing houses to keep a close watch on their credits and also enables them to gauge their deliveries and demands There is no criti- cism of this plan, as it so closely re- strictly cash policy and, moreover, it - meets. the _ practical needs of the dealers to a nicety. The great mercantile organizations will tell you that more dealers fail more accurately. sembles a Prompt Deliveries With our new addition we have a capacity of about $2,000,000 annually. know we give the best values. Let us figure with you for one case or an outfit. GRAND RAPIDS SHOW CASE CoO. GRAND RAPIDS. MICH. The Largest Manufacturers of Store Fixtures in the World We Write for catalog T. The Trade can Trust any promise made in the name of SAPOLIO; and, therefore, - - there need be no hesitation about stocking HAND SAPOLIO It is boldly advertised, and will both sell and satisfy. HAND SAPOLIO is a special toilet soap—superior to any other in countless ways—delicate enough for the baby’s skin, and capable of removing any stain. Costs the dealer the same as regular SAPOLIO, but should be sold at 10 cents per cake. . Py « as « A + < 4 4 << » 4 4 ~ be V & ES Ay June 1, 1910 through lack of capital and knowl- edge of the business than from any other cause. This, then, would argue that the trade must be very careful of their credits. With a volume of book accounts which are badly in ar- rears the manufacturer and jobber are handicapped in their business, no matter how heavily they may be cap- italized. It is true that we shall never be able to have a thorough cash system generally in effect, but the dealers who can sell for cash will find that they can handle their own bills more promptly and that they can do more business on less capital and_ stock. When you adopt a cash selling policy you watch your sales more closely; you do not have to carry a lot of dead accounts on your books and you watch your purchasing more closely. A dealer will not buy nearly so many “chance lots” if he realizes that he must pay for them on a cer- tain day, and it is already proven that cash stocks are in much better condition than those of the credit buyers. Our sympathies go out to those who are scurrying along on a credit basis, because we know of instances where this matter of credit like a millstone around their neck. We know the burden of credit buying, and we know that tired feeling which comes at the end of each month when these same dealers can not see the way to cancel their obligations. Retailing under these conditions present .iifficulties which the cash buyer knows nothing about, and it is best so. Careful accounting methods will do much to lessen credit ac- counts, and you should get your books into such a condition that you know every month just how much you owe and how much is owed you. This seems like a simple statement to make, but there are many firms who can not or do not obtain these figures from their own books.—Shoe Trade Journal. ———_+---~ The Family Pair, The wriggly stillness of the study period was broken by a clamming door, and a thin boy in dirty, rag- ged clothes slouched across the room. Halfway to the teacher’s desk he drawled: “Pa wants that you should let Jim go home right now.” As Miss Davis looked a little doubtful, he added: “He kin come back right away.” is The permission given the two bad- ly soiled, half-starved sons of the most shiftless family in the district shuffled down the stairs. Very short- ly Jim returned, wearing a pleased and important smile on his pathetic little face. “I come as soon’s I could. brother’s dying to Poplar,” he nounced cheerfully. wanted me.” “But you weren’t gone long—you didn’t stay home. I can’t see why you went at all,” answered the be- wildered Miss Davis. “Why, pa’s goin’,” explained Jim. “Yes, but what has that to do with your” asked the teacher. “Pa had to have his suspenders,” was Jim’s matter-of-fact reply. Pa’s alle “That’s why pa MICHIGAN TRADESMAN The Right and Wrong of Selling. There is a right way and a wrong way to sell goods and there are defi- nite lines laid down which must re- sult in definite sales. It is not gen- erally considered that selling is an exact science, yet it is approaching it more and more closely. It is pos- sible for posted men to say just what methods will sell certain clas-es of goods and it is even possible for ex- pert and trained men to tell just what kind of men can sell certain lines of goods. Formerly considerble atten- tion has been given to the buying of goods and the belief existed that the selling success rested primarily upon this point. Later training has devel- oped the fact that while the matter of buying rightly is a most impor- tant one, the question of selling does not in any dangerous degree depend upon this point. If, then, there is a definite knowl- edge of selling methods to be had, why do we have so many failing and nervous wrecks in our. mercantile life? The answer is as simple as the question—simply because there will always be people who will not mind avd study their own business, believ- ing that they can employ their time more profitably by watching the other fellows’ matters. Of course, there are some dealers who could never grasp the problem entire, no matter how long they struggled with it. They are not built for that kind of a suc- cess. Others could but will not for various reasons. There is the dealer who prides himself upon the fact that he will not advertise. Another who does not believe in clearance sales. And a third who can not be made to see the effectiveness of the EM: Now, all these different methods have a direct bearing upon the sell- ing of merchandise. Some goods will have to be sold by some one of these methods entirely, while others may require a combined treatment of all methods. It is not possible for one to buy a line of women’s shoes and say, “Advertise this line at such a Price and it will sell.” One must study the particular class of trade to which this shoe would appeal and then get as close to them as it rossible. There are some _ things, however, that must be observed before any ‘real progress may be made in selling. is First, you must have a well-written advertisement in good space in good circulating mediums among the cla¢s of trade you cater to. It should have a good cut aptly displaying the shoes you offer, Second, you must have your win- dow bear you out in your advertis- ing by tastily displaying the goods you advertise. Then you must back up both advertisement and display by having the goods in stock just as rep- resented. Third, you must have your selling force back of you in every move you make. They must sell shoes accord- ing to the plan you have laid out and keep in active touch with your every move. Many store managers are forced to do things the way the “boss” wants it, and at the same time they are held responsible for results. It is almost impossible for one to get them under these working conditions and the sooner you and the “boss” talk the matter over in a kindly manner the better you will both be and the greater value to each other. I am not one of those fellows who believe the “boss” to be all-powerful. He makes just as many mistakes as any- one, only he has an opportunity to cover them up better. Then, of course, there are managers who are in need of careful to watcning see es. Some of them are enthusiastic | to a fault, others know but do not | know how. However, there is all! kinds of opportunity for a man to train himself if he will. Book; ga- lore are to be had for a small sum and the trade journals are full otf just the kind of stuff you need. You call it “dope” now, but if you took a little more “dope” you might have firmer grip on your job to-day.— Shoe Trade Journal. ——__+--___ A Friend of the Cause. By mistake a farmer had_ got aboard a car reserved for a party oi college graduates who were return- cial event. There was a large quan- tity of refreshments on the car and others. Finally some one asked him: “Are you an alumus?” “No,” said the farmer earnestly; “but I believe in it.” —_3<--__ vention than to defy morality. In about wanting to propositions tunity. The 39 Sale of Bankrupt Stock I will receive offers for the J. N. Weber bankrupt stock of general mer- chandise and fixtures at Kendall, Mich., up to and including June 7, 1910. Stanley Sackett, Trustee, Gobleville, Mich. Post Toasties Any time, anywhere, a delis htful food— ‘‘The Taste Lingers.”’ Postum Cereal Co., Ltd. that they do not jump over the trac- | ing to their alma mater for some spe- | It takes more courage to defy con-| Are You before chants of Michigan, If you really are, here is your oppor- Battle Creek, Mich. See est Tas Kh Mail orders to W. PF. McLAUGHLIN & CO , Chicage Mica Axle Grease Reduces friction to a minimum. It ‘Saves wear and tear of wagon and ‘harness. It saves horse energy. It |Increases horse power. Put up in |1 and 3 lb. tin boxes, 10, 15 and 25 lb. buckets and kegs, half barrels |and barrels. Hand Separator Oil the farmer was allowed to join the | 'is free from gum and is anti-rust and anti-corrosive. Put up in %, ‘1 and § gallon cans. STANDARD OIL CO. GRAND RAPIDS, MICH. Earnest lay your business the Ohio and Indiana? retail mer- Michigan Tradesman ing to the wants what it has. It is medium devotes all its time and efforts to cater- 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 for the general advertiser. Sample and rates on request. Grand Rapids, Michigan of that class. It a good advertising MICHIGAN TRADESMAN June 1, 1916 — — = => => — a oo = > LIT HHE COMMERCIAL TRAVELE SCIENCE OF SELLING GOODS. Tactics and Personal Development Required. (Continued from last week) PART II. This is the second of two articles dealing with salesmanship. The first instalment outlined right qualities which are essential for success and revealed how the important item is the personality—the development of the individual. Salesmanship makes a demand on all the faculties of char- acter and these must be correctly and intelligently trained. It is easy to employ men and easy to drill into their minds a certain amount of knowledge about a partic- ular line of business, but it is not easy to develop in them the other qualities—the qualities of their own character and personality which are the real essentials of success. You can take two men equal in appearance and you can teach them both the same thing about the busi- ness or a line of goods. Then you can send them into equally good ter- ritories. One of them will make a record, the other will make a fail- ure. Knowledge of the business is the least important of the ten requi- sites. I have proved it to my own satisfaction hundreds of times that salesmanship is nine-tenths man and one-tenth territory, or nine-tenths man and one-tenth business, however you wish to put it. When I was selling goods and a man would not buy what I had to sell, I always put forth a determined effort to get at the real reason. Ex cuses are not reasons. Men will find all kinds of excuses for not purchas- ing, and it is often difficult to know the reason. You can never make a sale under these conditions until you get at the real objections in the mind ef the customer. You can not an- swer the objection and get it out of the way until you find out just what it is, Fhe “Hard Customers.” Sometimes by a little bit of daring a salesman can make a short cut and get an order signed which otherwise he could not get. I was once sent to sell a high-priced article to a big business man who was known as a typical “hard customer.” I got along with him pretty well for some time, and had, in fact, finished my main selling talk when he suddenly got nervous and cut me off with, “Well, your proposition is all right, but it costs too much money,” and he got up as though to end the interview. I looked at him squarely and said: “Mr. Jones, that is an objection we often hear. You are well enough acquainted with the selling methods of my company to know that its salesmen have been’ supplied with more than fifty different answers to that one objection, and you have heard me long enough to know that I am acquainted with every one of these answers, and that I can use them all. These answers contain ar- guments so forceful that they will convince you or any other man, and I know if I use these arguments here I can get your order. I know I can do this because I never have failed to do so under similar circumstnces, but it will take me two hours to make these arguments. It is just a ques- tion of whether you sign this order now or two hours from now. Your time is worth a good deal of money. Here is an order blank.” He signed it. Another rule which I always found to be a good one was “never leave business to look for business.” When we are in the woods and want to rest we find what looks like a nice spot, but we are no sooner sitting down than another place a little way off looks greener and more inviting. We go over there, but only to find that it is no different from the place we left. The same thing is true, gen- erally speaking, in business. Busi- ness where you are is as good a3 buciness where you are going. A Profitable Schedule. A salesman needs some kind of a schedule to help keep himself hard at work. There is a tendency in every man that sometimes tempts him to let down. When I was on the road I had slips printed showing the days of the month from the Ist to the 31st. I estimated my expenses for the month and made up my mind that I must make my expenses by the 12th of the month. Every dollar up to the 12th of the month went for expenses. Every dollar after the 12th of the month was for profits. Thus, you see, I was always working against my schedule—against myself. There is nothing like competition and the spir- it of a contest to bring out the best a man has in him. Before the 12th of the month it kept me going to make expenses, and after the 12th, you may be sure, I worked to the lim- it to build up profits, because that money was going in the bank as cap- ital. When I got to the 31st of the month I held on to a prospective buy- er like grim death, because I knew if T made a sale on that day I could write the commission in my profit column, whereas if I let it go until the next day the commissions had to gO against expenses on the month. The Need for a Training School. next Salesmen need systematic training. Of course the day is past when men ‘jare employed in the morning, given H||their samples in the afternoon and Hisent out at night into their territory. But even so in many quarters there is a willful want of the proper kind cf training for salespeople. The greatest need of most retail estab- lishments, especially to-day, is a train- ing school for sales persons; I do not mean an elaborate school. of any kind. Any gathering of ten, twenty or fifty persons where any kind of instruction is carried on is a school. No business with which I am con- nected with in an executive capacity ever shall be conducted without the proper training of employes. I think a man should always carry his samples right with him and have them all ready for display. Some salesmen I have known go into a town and leave their samples at the station because it is a good deal of trouble to get them unpacked and properly displayed. With their sam- ples at the station they go around making calls ostensibly for the pur- pose of trying to get some merchant to say he would like to see the sam- ples. Under these conditions, of course, the salesman is working half- heartedly. All the time he is talk- ing to a man trying to interest him i! the samples, in his heart he is hop- ing the prospect won’t say yes, be- cause that would mean so much ex- tra work for him. Many salesmen find it especially hard in very hot weather to get their samples unpack- ed the first thing after they get into a town. A salesman should make it an absolute rule to set his samples up properly the very first thing. Then, if the weather is hot, he will certainly see to it that somebody looks at those samples after all the hard work and trouble he has been to getting them unpacked. You have been in stores where the salespeople acted as if they were do- ing you a favor to sell you anything and you have been in other stores where they were so nice to you that you felt you simply couldn’t go with- out buying something. That marks the difference between failure and success in retailing. What a fine thing it would be for the merchant and for the public if salespeople were taught nothing more than to always be courteous. As an employer of the salesmen I have found that the traveling ex- penses of a poor man are just as heavy as those of a good man. Ho- tels charge as much per day for the poor man as for the good; railroad fare is the same; Uncle Sam and the express company charge as much for pestage and express. Since the ex- penses are the same for weak and strong salesmen, what are a few ex- tra dollars in compensation or in training to make the difference be- tween a good man and one of inferior ability? In managing salesmen I always made it a rule never to send a man out until he had sold two people. First, he had to sell me; second, he had to sell himself. A Factor of Distribution. The art of salesmanship is sancti- fied by difficulties. It is difficulty that makes all art sacred. Anybody can do the easy things; it takes good men to accomplish the difficult. Pro- ficiency in the art of salesmanship is as admirable as proficiency in law or medicine or engineering. Some day, if it does not now, the world at large will recognize the fact. Even now it practically admits it, because it pays its salesmen just as well as it pays its good men in other professions. The world pay for services rendered, and its sense of value is not warped by any. twaddle about “the learned professions.” There is no work in the world bet- ter for the man who is doing it than salesmanship, because it calls for the application of knowledge to specific cases. We evolve through contact. It is the polishing surfaces that make the diamond marketable. A salesman is one who takes things from where they are to where they cught to be. Helping to distribute things is the salesman’s greatest serv- ice. Distribution has come to be the 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 fioor. The rates remain the same—$2.00, $2.50 and $3.00. American plan. All meals 50c. The Breslin Absolutely Fireproof Broadway, Corner of 29th Street Most convenient hotel to all Subways and Depots. Rooms $1.50 per day and upwards with use of baths. Rooms $2.50 per day and upwards with private bath. Best Restaurant in New York City with Club Breakfast and the world famous “CAFE ELYSEE” NEW YORK The Servant Question Solved There is a solution you may not have thought of in the excellent menu and homelike cooking at Hotel Livingston Grand Rapids, Mich. % vs ~ 4 a, 4 J doyhigerbe ri MICHIGAN TRADESMAN 41 world’s greatest problem. In the so- lution of this problem the salesman, backed by advertising, is the most petfect factor. In a primitive state of society we find each family going it alone to a vety large extent. Each little group is sufficient unto itself, making all that it needs to supply its There production is the greatest problem. But now the prob- lems of production have been largely solved; it is easier to make than to sell, easiet to supply the demand than to eteate a want. Glatice over the classified wants of a néwspapet day after day. You will find them crowd- ed with advertisements for men who can sell goods. Men are wanted to distribute the things the fields ard the factories are pouring out. Have you ever stopped to think how much good salesmen do in indi- vidual cases? A salesman is a man with the courage of his convictions; he is one who will not take “No” for an answet. How many men ate there who owe theit success to some salesman’s refusal to take “No” fot att atiswer? Showing a Man What He Needs. Actoss the street is a prosperous- looking store that was on the verge of bankruptcy a couple of years ago. That store literally was going to seed when a salesman came along and sold the proprietor a machine that takes care, automatically, of all his cash and credit transactions and puts his whole business on a clean- cut system. The man said he didn’t want the machine, but the salesman would not heed. Once I had ocea- sion to collect some first-hand sta- tistics and I found that one-third of the total number of stotekeepers in the State of Ohio did not use cash tegistets. I found also that three- fourths of all the failures in the State in one yeat occurred among the one- third mentioned. And yet cash reg- istets almost always have been sold— they are seldom bought. Over there is a young man who is making good. A year ago he was in a rut that led nowhere in particu- lar. He was tired, discouraged—his chance for success looked slim. Why his present happiness? A salesman found him and sold him a course of correspondence instruction. Study livened his dormant faculties, showed him his possibilities and now he will surely win. He told the salesman he didn’t want the course, that he wouldn’t take it, couldn’t afford _ it. didn’t have time to study and made a dozen other objections. But the salesman didn’t believe him—he sub- stitutes right beliefs for false ones. Whatever you really need you pay for whether you ever buy or not. The man who needs an adding machine peys for it many times over by the time and mistakes it would save. The merchant who needs advertising pays for it many times over in the trade that passes by his door; the sales- man who doesn’t believe in advertis- ing pays for his wrong opinion in the “almost sales” that advertisinz would have helped him close; the family of the man who didn’t believe in life insurance pays the premium in suffering after he is gone, wants. The Service of Salesmen. And this brings us to where we can see that in every good sale the sales- man renders a service to the buyer which is not compensated for by the price of the article sold. Does the price of the life insurance represent the value received by the family of the insured? Does the cost of a good book in any way measure the value of the book to the buyer who intelligently studies it? Suppose all clothing houses and tailors would re- fuse to sell you an overcoat next win- tet? Would you save the price? Even if you put the tioney in the bank? No; yott would pay the price many times over itt discomfort and ill health. It is a fedlization of this service which is not coveted in the purchase price that must ever afford to sales- men a great pleasure in their work. There is many a man sitting back to-day complacent over his success and entirely satisfied that he did it all himself who owes that same suc- cess entirely to the fact that a good salésman couldn’t hear him one time when the said “No” and stayed and made tiim say “Yes.” To be a good salesman is to be somethiiig vefy thuch worth while, fer salesmen setve. And those who serve most prosper most—they win even when they seem to lose—Hugh Chalmers in Collier’s, —_+-~____ A Patient Priscilla. Katie, of Pennsylvania Dutch de- scent, had served for ten years in a wealthy Virginia family. For more than half of this term of service one Jacob, of her own peo- ple, had at intervals come a-calling. He had sat in the kitchen and watch- ed the deft and skilful movements of Katie with marked respect and pon- derous adtiration, but he had never “spoken.” At length toward the end of the seventh year she took the reins of destiny in her own hands and ad- dressed her admirer thus: “Vell, Zhakob, if yer vants me yer can zhust haf me.” A light dawned in the mild blue eyes of Jacob. Bringing his hand down gently on his knee, he replied: “T vas zhust about to mention it.” —_+ The Pere Marquette will inaugur- ate the plan of selling 500 mile books for $10 on July 1, which may be used either by the holder or by those trav- eling with him. At present, t1,0co mile books are the smallest amount sold by most of the roads, and they are good only for the individual, who has to sign for each trip, and a con- stant checking system is necessary to prevent advantage being taken and the book transferred. Interviews with credit men of some of the large institutions give the idea that the in- novation will prove particularly ad- vantageous to them, for use with their traveling men. —_—_-~» ee The board of directors of the Mich- igan Knights of the Grip will hold a meeting Saturday, June 4, at Lansing, at the office of Secretary S. M. Acker- man. Several death claims will be acted upon, as well as business. of a general nature, Indiana Travelers To Be Entertained At Indianapolis. Indianapolis, May 31—The chief topic of interest among the commer- cial travelers of Indianapolis is the arrangement of a Commercial Trav- elers’ Day on which will be held a monster celebration, in which all the traveling men of Indiana will be in- vited to take part. The celebration will be held some time in the latter part of July, and, according to the plans of the commit- tee in charge of the affair, every knight of the grip who represents an Indiana firm or travels the State for any foreign house will be forced to be present or show good cause. The plans of the committee as to the manner of entertainment are as yet in a crude form, but there will be speaking, plenty of music, a barbecue at one Of the parks of Indianapolis, and a parade through the streets that will be worth while. According to the committee, there are more than 10,00 men in the State that will be here on that day, and with the assistance of the Trade Associa- tion it is expected that the affair will be the biggest thing the ever pulled off in Indiana. drummers seginning next week, the commit- tee will place in the hands of every salesman working out of Indianapolis literature about the big traveling men’s day and a sort of missionary campaign will be begun with the men over the state. “There are nearly 5,000 men work- ing out of Indianapolis,” said Peter Trone, “and when these men get busy it won't be long until every traveling man in the state will hear the rum- The commercial men of the state have heard of the affair given by the Trade Association blings. and a celebration. All last week the men the talking of the big celebration of the Trade Associa- tion. Over state were “The drummers are the fellows that do things, and I that the monster celebration of July will be one of the biggest affairs ever seen in Indianapolis. The parade will be a feature, and in all probability there will be floats and freak innovations and other cities of the state will be represented by delegations from the am. Sure travelers’ organization. Several of the larger cities of the state could send from 200 to 400 men, and these fellows will be left to their own de- vices to plan what sort of features will be made in the parade. It will be a great time, and after taking the visitors over the city we will wind up the affair with a big barbecue at {one of the parks.” Alexander Lawrence, national di- rector of the £. PB. A., visited Fost B Sunday en route from St. Louis to his home in Philadelphia. Mr. Law- rence was taken in tow by the local committee and shown the principal places of interest about the city. The “boys” also impressed upon the visit- or that Indiana had a candidate be- fore the national convention which meets June 13 at Chattanooga, Tenn. Peter Trone, chairman of the mem- bership committee of Post B, T. P. A., is planning a campaign for new members to begin in a few days. The movement on foot to secure new quarters is meeting with favor and Mr. Trone says that when a larger home is obtained there should be an increase in membership, Indiana Division, T. P. A., accord- ing to National Director Lawrence, is recognized as one of the greatest bunch of hustlers of the natioanl or- ganization. Among the most promi- nent workers is C. M. Zink, who is at the head of the state delegation to the national convention. J. J. Shuttle- worth of Terre Haute is counted on to bring things to pass. “Post B of Indianapolis,” says Mr. Lawrence, “can get almost anything it wants at the national convention and the elec- tion of T. Schuyler Loga as national secretary is assured.” of Fast 8H, there is a movement on foot among the members of the T. P. A. over the state to make Indianapolis the future convention city. Members from all over the state express themselves as being anxious to hold all future state conventions in the capital city. a a The Spinning Ant of Ceylon. The spinning ant is found in In- dia, in Ceylon, in the Islands. of Malacca and in Australia. This ant weaves its nest between two leaves of a tree, preferably the mango. It begins to build, or to weave, by draw- ing two leaves together. To do this ir runs a line of its working mate- rial—_material similar to the spider’s thread—the length the leaf and it. While work it clings According to members of at around ito the leaf with its nails and, at the are | ‘ : 4 . . {same time, draws on the anxious to come to Indianapolis for leaf near-— est to it with mandibles. Some- times the two suitable for nest-building are too far apart. Then the builder calls in its fellow ants and they help it to form a chain Each ant clings to the waist of its its leaves neighbor by its mandibles. Thus enchained they work to build the nest of their comrade. a Personality in Retailing. Quality, service, display, price, ad- vertising, all of these enter into a retail success; but there is a sixth ele- ment besides, which must always be considered—that of personality. All merchants know the magnetic powe1 cf human nature too well to be told again. The sales clerks know it al- so, or if they don’t they are not sales clerks. The power merchant who realizes this of personality fully enough makes himself a public figure in his town, a personage almost as well known as the mayor himself. He in- stills the truth of the philosophy of personality into his associates as a practical means of bettering business. The merchant who realizes does these things as a matter of policy, but near- ly always in a general way only.— Playthings. a The boss has his troubles even if he does rest his feet on a Turkish rug. MICHIGAN TRADESMAN June 1, 1910 Ey S$ GX e er e = ee Pinte fy, e\. = ef ME am? eM Et al A < = oe 9 Oe lets thess ise See = > : sa end oo - a =~ = sS = e = : = ~ a Be yey ~ — ate ( Mai, c { \ a jie f\ ~ Michigan nee of Pharmacy. President—W. E. Collins, Owosso. Secretary—John D. Muir, Grand Rapids. Treasurer—W. A. Dohany, Detroit. Other Members—Edw. J. Rodgers, Port Huron, and John J. Campbell, Pigeon. Michigan Retail Druggists’ Association. President—-C. A. Bugbee, Traverse City. First Vice-President—Fred Brundage, Muskegon. Second Vice-President—C. H. Jongejan, Grand Rapids. a R. McDonald, Traverse ity. Treasurer—Henry Riechel, Grand Rap- s. Next Meeting—Kalamazoo, Oct. 4 and . Michigan State Pharmaceutical Assocla- on. President—Edw. J. Rodgers, Port Hur- on. First Vice-President—J. E. Way, Jack- son. Second Vice-President—W. R. Hall, Manistee. Third Vice-President—O. A. Franck- boner, Grand Rapids. Secretary—E. E. Calkins, Ann Arbor. Treasurer—Willis Leisenring, Pontiac. Next Meeting—Detroit, June 7, 8 and 9. Invitation and Programme For M. S&S. P. A. Convention. Ann Arbor, June 1—Why pay dues every year to the State Phamaceuti- cal Association? Why Secretary to edit and publish pro- ceedings, collect dues, answer all let- ters that people may feel like writ- ing to him and arrange for annual | meeting? Why have an annual con- vention? Why spend money for rail- road and hotel bills to attend What’s the wee any how? Shall I go to Detroit or shall I not? Some who read this have answered these questions for themselves long ago and have attended every meeting during the past twenty-five years, when it was possible for them to do| so; but some are asking the questions this year. I do not believe that any man who expects to follow busines can afford not to go to De- troit this year. will take effect July r. tive from the food and tories at Lansing will be present to explain it and to tell us what to ex- | pect in the way of enforcment. Prac- tical papers from retailers who things will be read and discussed and those who are present will get the benefit. Changes in the laws which affect pharmacy will be proposed and discussed, like the Itinerant Vender’s bill and others of that kind. In some states before a man can become a registered pharmacist graduation is | required. Shal! that be the law in Michigan? This will be discussed Section 18 of our pharmacy law gives to othens than druggists permissior to sell drugs. Should it be changed and, if so, how? If those changes are to be made who shall bring it about anless it be an association of drug- gists? The easiest way for ind:viduals to do is to stay at home and wait for employ a} it? | the drug} A new pure drug law | A representa- drug labora- | dey | 1 other men to do the work and then find fault if those men are not as suc- cessful as they hoped to be. But by far the most satisfactory way-is to attend the meeting, take part in the discussions, make necessary sugges- tions, get the views of others and then stick by the Commitee that goes to the Legislature. Aside from this a druggist who at- tends the meeting at Detroit will meet many of the brightest, brainest and most successful retailers in the State. In conversations w:th them many — tactical suggestions will be received which will be worth dollars to any man in his business. Aside from all that the Committee on En- tertainment has given us there is the opportunity to buy and to visit many of the interesting things in Detroit. Any druggist can if he will get zood dividends on the monéy which he in- vests for carfare and for hotel! bills. Over three hundred and fifty |gists registered at Detroit last year. Indications are that a larger num- ber will be present this year and you can not afford to miss it. HE. Calkins, Programme All delegates and city druggists are requested to register with the Com- which will hold forth at the Hotel. It will be necessary to in to jobtain a complimentary boat iride and a badge which ithem to all sessions. j drug- Sec y. | mittee | Tuller for everyone order the will register to admit First Session—Tuesday, 2 p. m. Address of Welcome—Mayor Breit- | meyer. | } | Annual Address—President Ed. J. | Rodgers. Reports. Secretary. E. -W. Leisenring. Committee—M. Committee on Pharmac lies—C, A. Weaver. Calkins. Treasurer- | Executive A Jones. and Quer- Committee on |Geo. J. Billings. Secretary of State Board of Phar- macy-—Wm. A. Dohany. Trade interests — | Secretary of M. P. T. A—A. E. | Kent. Detegates to A. Ph A Harry 8B. Mason. Delegates to N. A. R: DD. A. | Hagans. Delegates to Pharmacopoeial Con- vention—L. A. Seltzer. Paper, Pushing Own Remedies— M. H. Goodale. Paper, The Pure Drug Laws from the Wholesalers’ and Retailers’ View- point—James E. Davis. Tuesday p. m. During the afternoon session the Reception Committee will arrange to receive and entertain the visiting la- dies on the Roof Garden of the ho- tel. Tuesday Evening. The Committe has provided no en- tertainment for this evening in former years, giving the visitors a chance to visit friends or acquaint- ances. as Second Session—Wednesday QO a. mi. of Legislative Committee, oe Report Report of. Conference Committee L. Walker. Report Robinson. of State Analyst—F. W. The Legislative Programme of the M. A. R. D.—H. R. Macdonald, Sec- retary. Papers. Prerequisite Laws—Professor J. O. Schlotterbeck. Local Option and the Drug Store— E. Cl Varnium. Report of Trustees of the Prescott Memorial Scholarship Fund—Chas. F. Mann. Wednesday Morning. The ladies in attendance at the convention will be the guests of the travelers Wednesday, June 8. A trolley ride about the city in the special car Yolande will convey them on from the Tuller Hotel for a two hours’ ride about the city sight-see- ing. Returning to the hotel in time for luncheon. Wednesday Aternoon. Wednesday afternoon at 2 o'clock sharp the steamer Herpicide will leave the foot of Woodward avenue for the sight-seeing pleasure trip, guests of the Travelers’ Auxiliary. This trip may be outlined as_ fol- lews: On leaving the dock the er will move slowly down the River AS far Fort Wayne, returning up the Canadian past Winds. r, then crossing through the bridge on the American side of Isle, affording a panoramic view of the whole water front of the steam- as side over, going up draw Belle city. Then proceeding up into and across Lake St. Clair to the Flais, leaving the Star Island House ait & p. m. for the return trip, where the balance of the evening will spent in a moonlight ride across the Lake and the time given to dancing and other entertainments provided by the Committee, landing at the foot of Noodward avenue about 11 p. m. For this outing we have secured the services of Finney’s Orchestra, Detroit’s best musicians. The objective point of our up-river trip will be the Star Island House, situated in the center of America, three hours. During our stay at the Island din- of the Venice where we will spend ner will be served. The first meal to our guests, the druggists, at 5 p. m. The second meal at 6:30 p. m. for the travelers and their friends. A first-class bowling alley will at the disposal of those wishing enjoy this pastime. Pleasure launches will also be on hand to take any who wish for a spin up the iriver at 25 cents per per- son. Ample room is provided for those be to who wish to enjoy outdoor sports of any kind on the grounds the hotel. Speeches will be made from the bal- cony of the hotel at 7 p. m. by mem- bers of the State Association. adjoining Third Session—Thursday 9 a. m Unfinished business. Paper on An International System of Weights and Measures—Professor A. 8, Stevens. Report of Committee on Nomina- tions. Report of Committee on Resolu- tions. The N. A. RB. D. and Our Obliga- tions To It. Miscellaneous business. Adjournment. . Special Voting Contest. Everyone who attended last year’s convention will remember the christ- ening services of that trip. How the boat slipped away from her moor- ings the young lady from Escanaba broke the bottle of wine over the side of the boat and named her the Herpicide. As we go to press a lively contest as is goine on for the selection of a Captain for this year’s trip. The en- boat 1ands of the most Michi tire charge of the during the trip will be in the h popular druggist’s daughter in gan. In this day of the Suffragette can deny the right of a command our boat? Get out and vote for your candi- date. who woman to ee ee as Camphor Cream. WWipste Wax 0 os 244 ozs. Spermacet! (0 24 ozs. Expressed oil of almonds 2 Ibs. CAMOUOr 2.6.2... 4% ozs. Oil of rosepiary ......... 90 min. Oil of peppermint <...... 45 min. Rose water 615.0. 00.7002) 2 pts. Melt the waxes in the oil of al- monds on a water bath; remove from add the up, until it is dis- add water all at and beat the cream with an egg Add the aro- before the the heat: broken camphor, previously and stir solved; the rose once, whisker while it cools. little cream has cooled. >.> Displaying Fountain Syringes. Fountain matic oils a while syringes, bulb-syringes and hot water bags can be nicely played by taking the shelves out of a glass front patent medicine These wares can be hung up on hooks and may be inspected by customers without so much handling as is usu- ally done. Another advantage in dis- playing goods this way, is that all parts can connected in the dis- play. G. W. Hague. FOR SALE $1,200 buys a drug stock and fixtures invoicing more than $1,400; no dead stock. We make this reduction owing to our proprietary medicine requiring our entire attention. dis closet. be If you have the cash and mean busi- ness don’t write, but come and investigate this exceptional opportunity. Peckham’s Croup Remedy Co. Freeport, Mich. Sm mw kt an my 4 Ad MICHIGAN TRADESMAN 43 _ WHOLESALE DRUG PRICE CURRENT ee @ 40|Rubia Tinctorum 12@ 14| Vanilla ......... 9 00@10 09 —_— ees Lycopodium ..... 50@ 60|Saccharum La’s 18@ 20|Zinci Sulph .... ; ; 27a IMAGINE oe 65@ 170} Salacin ......... 4 50@4 75 Olis e ee seidate 6@ 8 Copaiba easy 1 75@1 85| Seillae .......... @ 50|Magnesia, Sulph. 3@ 65]Sanguis Drac’s 40@ 50 bbl. gal. 4 eases Ga We TG ot aa seceees 4 80@5 00] Scillae Co. ...... @ 50|Magnesia, Sulph. bbl @ 1%|Sapo, G ......... @ 15 a“ a sree. aa z ar ew lL an 2 — sea. 2 35@2 50| Tolutan ......... @ 50|Mannia S. F. .. 15@ 86|Sapo, M ........ 10@ 12] Linseed, pure raw 80 85 : _ rhe Wh loss. i vechthitos .....1 00@1 10| Prunus virg @ 50} Menthol ........ 3 15@3 35/ Sapo, W ........ 134%@ 16) Linseed, boiled .. 81@ 86 ; OP) sas >@ 50|Gaultheria ..... 480@6 00|Zingiber .. @ 50|™Morphia, SP&W 3 55@3 80|Seidlitz Mixture 20@ 22] Neat’s-foot, w str 65@ 70 Hydrochior ..... Sr eee ee emcee ee a Morphi : ; a Gerani orphia, SNYQ 3 55@3 80|Sinapis .......... 18| Turpentine, bbl. ..66% Nitrocum ....... ee om % Tinctures Morphia, Mal. ...3 55@3 80|Sinapis, opt. .... @ 30| Turpentine, less..... 67 poate “eS e Gossippii Sem gal 70@ 175] Aloes .......... a 60 Moschus Canton @ 40| Snuff, Maccaboy, : Whale, winter .. 70@ 16 Beene , Mew Hedeéoma ........ 2 50@2 75| Aloes & Myrrh.. g9|Myristica, No. 1 25@ 40| De Voes ...... @ 61 Paints bbl. L. ‘ ee earicam oe 1%@ 5|Junipera ........ 40@1 20] Anconitum Nap’sF 50 ES pin _ 350 10 aoe ea > telat 5 g 10 aoe i. oes eae - sees foe ts ee el eCOnMU Napey 6 6§6—6h hl OU Os: Sepia’ ...... a, Boras ninsular _ Tannicum ....... 13@ 851i Lavendula ....... 90@3 60| Anconitum Nap’sR 60| Pepsin Saac, H & Soda, Boras, po ee 10| Lead, red ...... 8 >» - s Vartaricum. ...:- 38@ 40\Timons |... 2 15@i Glaenicn 50 oe ag NNK @1 00 —— - rore Tart Te " i er gh 8 Ammonia q OGe, Care ....... % chre, yea Ber 1% 2 , Aqua, 18 deg. ... 4@ 6 _ oo ..-2 25@2 50| Asafoetida ...... OGL gal doz ....:. 2 00|Soda, Bi-Carb . 7 6| Ochre, yel Mars 1% 2 @4 ¢ Aqua, 20 deg... 6@_ g| Mentha Verid ...2 75@3 00) Atrope Belladonna 60|Picis Liq qts . a G6 Soda, Ask ....... 3% 4| Putty, commer’! 24 Carbonas ....... 13@ 15|Morrhuae, gal. ..2 00@2 75| Auranti Cortex.. ion aoe pints ‘ie 60 — comes @. : ea — pr 2% 2% @3 en ; i yararg po pts. Cologne ... D2 6 e enetian 2 3 Chloridum 12 14 1 dist ila koala! oie 3 00@3 50 Barogema ........ 50 Piper Alba po 35 30 Spts. Ether Co. 50@ 55 Shaker Prep’d 1 25¢ ite Aniline VO eee e cer eees 1 00@3 00|Benzoin ......... 60| Piper Nigra po 22 13|Spts. Myrcia .... = 60| Vermillion, Eng. 75 80 4 a ay Ses 2 amt Z Picis Liquida .... 16@ 12] Benzoin Co. ..... 50 ee, eae eee 120 “a a yan rock bbl @ by fo Prime TOWN icc ceca ce um COE Le: Spts. "i Rect % b MIGTICAM. 654042 13 15 Re 4 A : iO 50 . gal. ee a3 Poco eg oa a Bulvis Ip'cet Opil 1 30@1 50 Spts. Vil Rt 10 el g Whiting | Gilders’ @ 95 y ‘ ellow ..........2 50@8 Ov; Hicina ..... trees apsicum ....... yrenthrum, Ss. pts. "i Rt & gt it’s Paris Am’r 1 25 » 4 oo Hoe ok € 50@7 00| Cardamon ........ 15 oe Co. doz. “ = oo. Bl. 1 10g ”“ — Paris Eng. rum, pv. ulphur Subl . CAE iv cenedes @1i 40 P Cubebae ......44+, 50@ 65 Rosmarini ....... @1 - Cardamon Co. ... 75|Quassiae ........ 8@ 10|Suiphur, Roll - ''2%@ 3%| Whiting, white Sn @ ere eens 61 50 Sabina .......... 90@1 00] Cassia Acutifol .. §0;|Quina, N. ¥. .... 1% 27|Tamarinds ...... 8@ 10 Varnishes anthoxylum ... Saptal ...5...2., @4 50| Cassia Acutifol Co 50|Quina, S. Ger.... 17@ 27| Terebenth Venice 28@ 30|Extra Turp ..... 1 60@1 70 napa ee ceutens s5@ 90/ Castor .......... 1 00| Quina. SP _& W__17@ 27 Thebrromae 40@_45'No.1 Turp Coach 1 10@1 20 ° 7 cL Ries GCnW oi. c.ce: Copaiba ......... 65@_ 76|Sinapis, ess. oz.. @ 65/Cinchona ...... 50 % 4 a ae 1 * 2 > Sucetnl (2 isc. cs oa x cae Col... es : ’ Thym6 .1.66..4.. ( OlumDI&a = .....2., Tolutan 4... .. veces 40@ 45 Th Cc yme, opt. .... @1 60|Cubebae ......... 50 : % Theobromas ..... 16@ 20| Digitalis ....... 50 aS Cortex : z Abies. Canadian 16) Vise 2.22... »e> 90@1 60| Ergot ......... ‘ 50 : Ceasine ......:: 20 Potassium aoa Chioridum - a Cinchona Fiava.. a0 ti-Carh |... .. 15, 15@ 18 pe geane ten: Buonymus era $0| Bichromate ..... Ve Oi ee “ Myrica Cerlfera.. Bromide ......... Sie 8G Ee csr es . can, per doz....... 1 80 Candi : tla — BRICK < eee ah ener ee re ac merican .......------ Canned Goods .....---- dj} Wnatioh -..-.--.----... 85 Carbon Oils ....----- mes : BLUING Gateup -------+-++"+7"* ; Sawyers Pepper Box eres jinn nee oe 6 65 09> 2 Pee Gross ee ee eae 6 6 he week we eee OHM + >= * : No. 5, 3 doz. wood bxs 7 00 Chloory, or. §| Sawyer Crystal Bag Clothes Lines Wile oo. cess cs 4 00 nkie ... 2. uk+-=>=- 8 BROOMS a Cocoanut ..-.-----+<+++" 3|No. 1 Carpet 4 sew ..5 Cocoa Shells ...-------- : No. : cg ie ‘ sew i : cc oy eb aks oes ee No. arpe sew .. cmetions eet cee . oe _ 3 sew — S es wee arlor Gem eee Tartar Sete eete ee 4|Common Whisk . me Fancy Whisk oD Warehouse Dried Fruits ......----> a BRUSHES F sin 76 Solid Back, Me . Farinaceous Goods .... : Solid Back, | 11 in. 95 — Sia iouccen he ney 10 Pointed — Ie Fishing Tackle ...------ ee 90 Miavoring Mixtracts --- Blain 3 oo oo sceiceceseos 1 25 Se aaa Met 1 75 Fresh Meats ....-- ceon aes a Oo SB ok ceeece ech sear Gelatine ....---.----+e-- UO: 7 oe sce eee 1 80 Grain Bags ...--+----++- BING 8 £2 one ees sco 1 70 Givains .....--.-+-+--++-= Sine & ous cs se. 1 $0 BUTTER COLOR H W., R. & Co.’s 25c size 2 00 Ter .. sae n cece eceee 8 W.. R. & Co.’s 50c size 4 00 Hides and Pelts .....--- 10 CANDLES 3 Paratine GE ..........-- 8 g| Paraffine, 12s .......... 8% TY 5 cos eee eke ee a ll 30 L . oe Sr. ee eo pples _—— 3%. Standards @1 00 M (sation ...-..... 2 75@3 00 pee ye es J ese kcane ->* > : ace RE rene een rene ae ee 85@1 30 N ne Kifiney ...... oe oe Sie oo ke ke cee ( ert gc co ccc nota eee 11 a Th@1 28 oO —— 13 oc e ee te ote oes 6)Standard ......-... eae fasten oo ces 6 50 P Brook Trout Aesatieg chance ceneese ree : 2%. cans, spiced ...... 90 EO cw ewe seen ens se ams Playing Cards .......- 61 Little Neck, 1t. 1 00@1 25 Pree ae ies es 6/1 Little Neck, 2th. @1 50 Provisions .......---+-- 6 Clam Bouillon d Burnham's +% pt. ....:. 2 25 = R : Burnham’s pts. aes $ 75 ee ee eee . 2 it Salad Dressing ........-. 7 a daaianae ni een MaIbPAtUn ......-...--=-s 7] Red Standards @1 40 Mal Hoen ....--....----- Tt White. 5.3. @1 40 Oe i eats 7 Corn Salt trai Se ee Gina eee Cities 85@ 90 Seeds .......----++--++-- 7 AME oo oc nes 1 vom 10 aioe: aewine {wee cs fifugey . 8... 1 45 Snuff Si 6 we a eek ee ee ee & French Peas SOR. oe escent ewe oe 8iSur Extra Fine ....... 22 — Doo ee oleae s : mates WING 2 2 POUPS .---- reece eee eees Me ee a ee 5 Spices ace +e eee hanes eee 8 MOVER (26563022 17 cn eae ase ne 8 Gooseberries Syrups .......-..+---+-- Bittanderd ......°..,:.- 1 00 ominy a. 7 . Standard page ack sn nhs? 85 eS ca ce a bas eae eee Ooo obster OOD ose s nee eens Bite ee. 2 25 Wg os vee cacao O20 a 4 25 Picnic Talle .....-..... 2 75 Vv Mackerel Vinegar ......-.-.+--.-- $i Mustard. 1%). ....:..:. 1 80 Bieter. wp... -.s.5> 2 80 w Sousen, 14%. ...:.-.:- 1 80 oe caches eeu wes ure : posece. eee poets cae ee : » oodenware ........... omato, ee Wrapping Paper ...... idi Tomato 2D. -........5. 2 80 Y Mushrooms . Yeast Cake ..... eoeeees- 10 ButtOnm ...-cecese 35 Raspberries Standard Saimon Col’a River, flats 2 25 Red Alaska oh 45 Pink Alaska 90 Sardines Domestic, 4s oe Domestic, 4s .. Domestic, % Mus. “$y California, 4s California, %s ..17 ee 90 eeercese eeeeeecesrccses ee beets bie 1 25 Strawberrles eee weer ene seer ese r sees MOT oa ceases ess Ganous ....5-..;..: CARBON OILS Barrels Perfection ....... Water White D. S. Gasoline Gas Machine Deodor’d Nap’a Cylinder -neine ......... Black, winter ... CEREALS se eeeee 8% Egge-O-See, 36 pkgs. Excello, large pkgs.. Force, Grape Nuts, 2 doz. . Malta Ceres, 24 IIb. Mapl-Flake, ns Ralston Health Food Be 210. 6 ee Col’a River, talls 2 00@2 Excello Flakes, 36 Ib. Pillsbury’s Vitos, 3 dz. 4 Sunlight Flakes, 36 1tb 2 Oysters Cove; ib. ....., $8 85 Cove, 21h. .5..:. 1 55@1 75 Cove, 1tb., oval @1 20 Piums PNM Cok ese 00@2 50 Marrowfat ...... ag! 25 Hariy June ..... 95@1 25 Early June Sifted 1 15@1 80 Peaches PAO occ ees es 0@1 25 No. 10 size can pie @3 00 Pr Grated ........ 1 85@2 50 Sliced ieee ceneae 95@2 40 Pumpkin Reie ... 85 Geen ....2..65.0.. 90 Peney 32... 1 00 Gabon . 2... ...:... 2 50 10 @2 75 @i 60 @1 00 £ 5 @ 9 @i4 @24 on 23 @1 40 85 1 00 @1 40 @10 Breakfast Foods Bordeau Flakes, 36 1fb. Cream of Wheat, 36 2tb We DO DD OD NS oe ie ae Dm DD 1 oS Sunlight Flakes, 20 1th 4 v0 Kellogg’s Toasted Corn Flakes, 36 pkgs in cs. 2 80 Vigor, 36 nies. -....3.- 2.75 Voigt Cream Flakes ..2 80 WORE 202i. oc cs. 4 10 Zest, 36 small pkgs...2 75 Rolled Oats Rolled Avena, bbls. ..5 99 Steel Cut; 100 Th. sks. 2 75 Monarch, Dhl ... 2... 4 70 Monarch, 90 th. sacks 2 25 Quaker, 18 Regular ..1 45 Quaker, 20 Family ...4 00 - Cracked Wheat OU ee ee A 24 2tb. packages eee -2 50 CATSU Columbia, 25 i eae 415 Snifier's pints ......;.. 35 Snider’s % pints ...... a 35 CHEESE ACME 22.55.05; @15% Jersey o.oo, @15 maversigce =...) .... 15% Springdale ek @1T% Warners. ....1.: @15% Bek C58 @16 Pen 2k ec @15 Limburger ...... @18 Pineapple ...... 40 @f0 Sap Saco ..:.... @20 Swiss, domestic .. @13 CHEWING GUM American Flag Spruce = Walter M. Lowney Co Premium, Ys ........ 380 Premium, %8 ......... 80 fa Regular barrel 50 gals 7 50 Trade barrel, 28 gals 4 50 y% Trade barrel, 14 gals 2 75 Boiled, per gal ....... . oe Hard, per Bal 6.65 cesee 20 COCOA eakere |. aces. e ese 37 Cleveland ...:....-.-.- 41 Colonial, GS ....----- 35 Colonial, 38 ...-..--- 33 MOOR 5 oo as sss eee e e 42 mer... ce oe - 45 Lowney. %s ........-- 86 Lowney, %8 .......... 36 Lowney, 48 .......... 86 owney, tS ..:.......- 40 Van Houten, %8 ..... 12 Van Houten, A loses 20 Van Houten, %s ...... 40 Van Houten, is ....... 72 MVobb ©.....-..:-.-..-. 83 WUE, 468 ........-- 8s Wyllope 466 .....5.-.0. 32 COCOANUT Dunham’s \%s & \%s 26% Dunham’s \s ........ zi Dunham’s 8 ......... 28 Bulk oo... . . 11 COFFEE Rio Cormamon .....:.:.- 10@13% Wir oes 14% ROMRIOR foo oe ecto 16% Wey oi. ck ae sss 20 antos Common ...::...... 12@13% Me ce 14% Peres oe. 16% OO cae 19 PPAVCTTY occa ccsss---s- Maracaibo Pair oo... 16 Rowe ...) oo... 19 ) Mexican MOROMCR 25. o else. se 16% PeRey oe. 9? Guatemala ORGIC® 2 cee. ls 16 Java Atriean . 3... ee... 2 roa African ........ Wy De cess ieee ces 23 eo Be ee 31 Mocha Aramen 2.66. lle. 21 Package New York Basis Agbuckic: ...........- 15 25 DUWOTIN = 5.ccceerecs 18 70 SOrSeY 2.0. ..s tc. 8. 15 00 Pion ec 14 75 McLaughliin’s XXXX McLaughlin’s XXXX sold te retailers only. Mail - orders direct to W. McLaughlin & Co., chica. go. Extract Holland, % gro boxes - Feux, % gross ........ Hummel’s foil, % gro. 35 Hummel’s tin, %& gro. 1 43 CRACKERS. National Biscuit Company Brand Butter ™N: 33 42 Sauare ....::: a Seymour, Round ...... 7 Soda Me Ce, 7 BEIGCE oe 9 Saratoga Flakes ...... 1s Meongrewe 6.6... 13 Oyster Mm 3s CC. Hound ....... 7 Rem aie ee PAWS 5 8% Sweet Goods. Animas... os. |. 16 AUARLICS ool... 12 Atlantic, Assorted - 12 Arrowroot Biscuit ....16 Avena Fruit Cake ... 12 Bre | ee li Bumple Bee .........< 10 RNS 9 Cartwheels Assorted 9 Circle Honey Cookies 12 Currant Fruit Biscuits - Cracknels Coffee Cake ,....... — Coffee Cake, iced ..... ad Cocoanut Taffy Bar ..12 Cocoanut Bar ........ 1 Cocoanut Drops ......13 4 Cocoanut Honey Cake 12 Cocoanut Hon Fingers 12 Beeman’s Pepsin .....-. = Cocoanut Hon Jumbles 12 Adems’ Pepsin «------- $8] Cocoanut Macaroons ..18 ing gh eg 5 boxes ..2 = Dinner Biscuit ....... 25 ac. MO cece kane hes Dixie Sugar Conkie .. 9 agg oy =o be |Family Cookie ...... 9 Sen Sen Breath Perf 1 00| Fig Cake Assorted ...12 oa 7 Rig Newtons .........: 12 CHICORY Florabel Cake ......... 12% Mik .....:.....3.....-- 5| Fluted Cocoanut Bar 10 Se ee ea : Frosted Creams ...... 8 Bagle jo-s-c--r-1--7-: 9] Prosted Ginger Cookie 8 Schener’s ..........---- 6| Frosted Honey Cake ..12 CHOCOLATE Fruit Honey Cake ....14 Walter Baker & oe Ginger Gems ......... 8 Bosman Peeet «------- Si Ginger Geum, Teed... 9 Doraean 2.25)... 3i|Graham Crackers .... 8 Ginger Snaps Family 8 Ginger Snaps N. B. C. Ginger Snaps N. B. < MUHaTe oo Hippodrome Bar ..... 1@ Honey Block Cake ....14 Honey Cake, N. B. C. 12 Honey Fingers, As. Ice 12 Honey Jumbles, Iced 7 Honey Flake WOSTAND: o ccics cc es 1 50 Bent’s Water Crackers 1 xv CREAM TARTAR Barrels or drums ~=:.. 33 GROSS ecco a eS. 34 puuare CANS 20.000... . 36 Hancy caddies ....... a AL DRIED FRUITS Apples pungried .....:°. @9 Evaporated ....... @ 9% Apricots California ........ 12@15 Citron Corsican 2... 200 @is a _. mp 8 foe ones acs $ 7% Pee! Lemon American .... 18 Orange American .. 18 Raisine Cluster, § crown ......1 78 Loose Muscatels 3 er. Lose Muscatels 8 cr. 6 —— Muscateis, 4 or. ¢ . Seeded 1 Ib. 6%@ 7 California Prunes ieseeced 12% | 100-125 25tb. boxes..@ 3% Honey Lassies ........ 10 90-100 25%. boxes ..@ 4 Household Cookies ... 8 80- 90 25tb. boxes ..@ 4% Household Cookies Iced 9 70- 80 25tb. boxes ..@ 5% Crumpers .2. 0. 6c ae: 60- 70 25tb. boxes ..@ 6% Imperial: 2.3. cs. 2. 2 50- 60 25tb. boxes ..@ 6% wersoy Lunch ......... $ 40- 50 25Ib. boxes ..@ 7% Jubilee Mixed ......... 10 30- 40 25tb. boxes ..@ 9 mream Kiips .......... . 4c less in 50%. cases taegie ooo. —. Lemon Geme ..... 7): FARINACEOUS GOODS Lemon Biscuit Square 8 Beans Lemon Fruit Square ..12%4| Dried Lima ........... 5% Lemon Wafer ........ 17 Med. Hand Pk’d ......8 5@ Semoun 2.0 oe meee ; Brown Holland .......2 90 Mary Ann 2......)... pelargonate Walnuts i Farina Olasses Cakes ....... 24 1 Yb. packages .. .1 e¢ Molasses Cakes, Iced ; Bulk, per 16@ fhe .....8 b¢ os Fruit Cookies COU cov iccisenesccee 81 Homin Mottled SGUATO ....... 10 Fiake, 50 fb. ae 5-4 Nabob Jumbles ....... 14 Pearl, 100 th. sack ....38 46 Oatmeal Crackers ..... 3 Pearl, 200 Ib. sack ....4 8@ —— Cems 52... 5. 9 Maccaroni and Vermieeiii oo. = cteee . ; Domestic, 16 th. box.. 6¢ Pretaele, Hand Md..... 9 —_—o ee eee BO retzelettes, Hand Md. 9 Pretzelettes, Mac. Md. 8 Pai _— a Raisin Cookies ........ 0 late ae a ee Empire ...... | Scalloped Gems ...... 10 Scotch Cookies ....... 10 | Green, W: — Spiced Currant Cake ..10 | Green’ Scotch. bu 2 00 Sugar Fingers ........ 12 | spit, | : ret , ad Sultana Fruit Biscuit 16 Ce ee 7 : Spiced Ginger Cake .. 9 Sace Spiced Ginger Cake Icd 10 Best India & a —- fice 9 |German, sacks ........ 8 ugar Squares, large or, | German, broken pie... Sunnyside Jumbles ... 10 pleca SUDETOR oe es 8 sacks.. comes aes Fingers . a 0 “B, sacks 43, near Crimp ..5. > ..: : 4 ee Vanilla Waters’ ...... ay |Pearl, 24 1b. pkge. 2... tye Waverly |.. 6.0... ---+» 10 ler avoRING EXTRACTS In-er Seal Goods Foote & Jenks per doz. Coleman Brana Albert Biscuit ........ 06 Animals |... .......: ee Lemon Arrowroot Biscuit .100|No. 3 Terpenelese .... 7% Baronet Biscuit ...... 00|No. 8 Terpeneless ....1 75 Bremner’s Butter No. 8 Terpeneless ....8 66 Waters ooo. 00 Cameo Biscuit ...... 1 50 Vanilla Cheese Sandwich ..... 1 60|No. 2 High Clase ....1 26 Chocolate Wafers ....10@|)No. 4 High Class .....2 0@ Cocoanut Daitnties 1 0@|No. 8 High Class .....4 60 aust Oyster ......<3. 1 06 Rig Newton .2:....... 1 60 Jaxon Brand Five O'clock Yea ....1 00 Van “lke an ee 60|2 oz. Full Measure ...8 18 Ginger Snaps, N. B. C. 1 00/4 oz. Full Measure ....4 0¢ Graham Crackers, Red 4 oz. Full Measure....8 66 FADO ee 1 00 Lemon Snaps ......... 50 Lemon Marshmallow Dainties 1 00/2 os. Full Measure ....1 2 Oatmeal Crackers ....1 0@/4 oz. Full Measure ...8 4 Old Time Sugar Cook. 1 . 8 oz. Full Measure....4 & Oval Salt Biscuit Oystercttes ........... Be Pretzelettes, Hd. Md. ..1 6@ Royal Toast i coerce scece Saltine Biscuit ...... 1 00 Saratoga Flakes ..... 1 66 Social Tea Riscuit sok OO Soda Craks, N. B. C. 1 00 Soda Cracks, Select 1 00 S S Butter Crackers 1 50 Sultana Fruit Biscuit 1 = Uneeda Biscuit GRAIN BAGS Amoskeag, 106 in bale 19 0@| Amoskeag, less than bi 194% GRAIN AND FLOUR Wheat Bod ese 2 38 White ii Winter Wheat Fleur Local Brands Uneeda Jinjer Wayfer 1 ¢e Patents (2 2i.......- 15 (‘needa Lunch Biscuit 6@| Seconds Patents ....-. 5 65 Vanilla Wafers <2 3 60| Straieht _........ see 25 Water Thin Biscuit 100 |Second Straight ....-- 4 85 2u. 20 Ginger Snaps 561Clear ............---- 20 7wiepaek 2. 1 00 Flour in barrels, 350 per In Special Tin Packages.|perrel additional. Per doz| Lemon & Wheeler Co. ao. 3 60] Bie Wonder %s cloth & 3) CO. BNC cases ceeee %s clo 7 Nabisco, 10¢ ...-.....5: 1 00 oe oe 8 ss Champagne Wafer . is 50 Per tin in “bulk. Sorbetto ., ee Nabisco + Worden Grocer Co.’ Quaker, paper 1 11: Quaker, cloth ......- 5 30 Wrykes & Co. MclOES <..cccccssceee 8 @ a + * & ~ pi > & — a r ‘June 1, 1910 MICHIGAN TRADESMAN a e 7 < Kansas Hard Wh 8 eat Fleur | - Judson Grocer op PROVISIONS Mess. 46 9 10 & oe gs cloth 26 30 Clear a Pork Mess. 16 ag sestonsest a tb cana. 2 dz t ll emon & Wh > . x pe tra aie eee 27 50 “aes je ee cccccch TO : - in ca. 1 76 White Star, Mes cloth 75 Pee Cut ............26 03 No. 1 13 «| Fair Pure Cane Wire and oo Anne ng 4 White Star, \4s cl 9 40 10rt Cut Clear ....26 00|N » a, ee AM et eee et ees 16 % tb. 25 r Ovals. Ola Pelts ~. tale... advances it oe aot large 3 dz 2 50 Basket-fred oi a ie Head. | standara's fine @ 23 Rye . , SKY Z S20 tine. 2 advan an y Ox. Sigil, ....1 25 asket-fired. 4 mneh, G gros .... | wist ... eee ea, 7 | 20 : ce Bixby’s 1 SAR ater 0) Bas ired, choice 35@37| 4? h & Ma -- +60) --. 8 ¢ Sie we 4 80 4 Ib. pails....advance Miller's Royal Polish 80 Basket-fired, fancy eat | Cartons. "40 BOBS «+o oe 55| Jumbo, 82 Cases ao are Flour 5 = pails....advance % Crown Polish 85 een Meee i dels 26030 Ego PB 2% doz. bxs..60| Extra H ‘a soscceees TY - ails....advance %| == SNUFF piftings: oe... j r o* | m0 . “1 gotden” Hora amines oo| # 1, Dalle “advanee 1 | acca tiers | ag |Pannewe ut oS piedec | spec o8eesecee Ai Geresota, es 20 T8 20 Stinned. Hams": 20"*| Dusky an’ amily -°°.4 90 |Pingsuey, ‘megiuia". 2og@gs | Cork, tne. in no| Conserve STII ‘ Phe, eS § oy |@am, dried beef sets .. aa usky D’nd 100 6 ‘ Pingease shoice ........ 39 | Cork ian 6 a Royal, **°ottteseees 1 off Lemen & Wheeier's Brang | California ‘ou, - 16% Jap Rose, 50 bars as 80 ngsuey, fancy |.’ 14)%45| Cork lined. 9 ine -eeeeee 80| Ribbon “""""*"****eeees % ee te er Sou | hicnic Boiled roe. en a € G6\Choies oe Maen Mon Sticke Oman .... Ve 9 Wingold, in tones cees 5 U9 oy - es 22 hone a dveeeec 3 60 Raney Co nae: | Trojan spring — 9 toe ie § Worden a 3 a ee Minced ae pressed +t Satinet, aed ars ...... . au eeeae 40@50 | xclibse patent spring | 35 Kindergartey"°°"*°°** 5% Laurel, %s cloth — 6 Bacon 27 Snowberry, 100 cakes Formose S bhi Os wee Fre ‘ trees oe 5 cloth .....¢ Gy | OOM es eee ease ess 3 a , cakes 4 00 mosa, fanc 5 No. 2 pai. vrush --- 90| crench Cream -- & 4 aoe ‘48 cloth ea 6 1o| p¢ Sausages 1 4 Proctor & Gamble Co. Amoy, Widdiaue sa-< 05 fe ‘Y> OZ. «os. . Cee tanatenn oe eee daeade a "re ’ * a + Voigt Milling Co 2 a Siemans tT 5 Ivory, 10 paid toaeees 4 v0 M English Breakfast Pails &% Paria cream mixed i € Voigt’s Crescent Mirae ‘eee 6 75 ao eed gs | 2~hoop Standard au eam Bon Bong 19 Voigt’s Flouroigt §=— ioe Maah oe) ons 11 aie ee, ck a 3 60; Choice ........ sreeee-29/%-hoop Standar 2 00! Fa Flouroigt Meas (+6. >.>. autz Bros. & Co Fane See seceuy $01 9. <3 GGG ...:.. 2 351G ncy—in P «a Gahiola “Gaeet Agar) 6 os wee ie li Acme, 30 bars, 75 Ibs. We Sd sce aeas ss 40@45 2-wire Cable .. “15 5) Gypsy Hearts alls . Voigt’s Hygienic J 7 ee. 42... 5s, 11 |Acme, 25 bars, 75 It e 4 00| Ceyl india ~ 5|3-wire Cable ..... 8 $o| Fore oe Mong ...°°**24 Graham er 4400p oa at 9 a 25 bars. 70 ihe 4 a Pelee choice ......30 a6] Gone ali red, brass ..1 | Pea Squares a st’s Roy: Ve 1ele Acme, Pa . 3 80) Nancy ............ vaper, Wy --1 Z0/ Peanu dtoceae oo. 3 ua 5 6a en a es 14 00 aie Master 16 as 60 Topacce’ 50 Fibre oe oo od Sugared Peanuts saeeaa @ ; Sleepy Bye, \s aa a Pig's coe 00}German Mottled a Cadill Fine Cut Tooth Mae | poston Peanuts eeece & Sleepy Eye Ue = n..6 00) % bbls. .... German Mottled, 5 bxs 3 pond es BE ocewcccneceen cd [oarawood ° . | seariight Magee 0" 3 cond Bye, is cloth. 30 if pase ‘6 te... 2 00 German Mottled, 10bxs 3 2B Eiswatha, ¢it isha kana, 34 |Softwood «7.22 eo errr 5 i | Losengen doodies 21.715 Sle / aa 4 3 +0 S He ee terma M eae . 2 6 fy . i °° ee reese oi ges, Secee <« of Boers co Ev — 80/1 bbl th cues eee ‘ 09 ie eo 3 a6 oo a iia «66 a. See ecace se | ’ 0 | Lozenges, pa mi ices % » 4 ‘ eet Teese bee cise sales Marseilles. akes ..6 00}Pay Car .:........... Se be ee ees s 60/ ‘ampion tees : Tri eilles, 100 cke P eet es. 33 | Bc Meal Kit pe Marseilles s 5c 4 00|£rairie Ro; Traps | Eclipse C te ..13 B S15 ihe | | arseilles, 100 ¢ : : : OO .2....,.. Phe | Chocolates = ee Gaui : 40 Z ous. 40 oC oes f a Marseilles, Meee tee : * baemonige aa teeeseeuc ce te ieee wae 4 aoe: 22| Gureka Choco ++ St. Car Feed s ses 60 | 7% -. we ...... 3 00/1G A. B. Wrisley - Tiger RIGS cewanesce 41 | Mouse, wood. 6 es.. 40! Char a Chocolates" Rp ag ota screened 36 00 .—. Good -Cheer |... ... Cn ee 41 | Mouse, tin, 6 holes.. 70| y,2™@pion Gum Dr r : Oats 26 00} Hogs Old Country ++++4 00 Plu ; | tit, § holes .... 66|7 °° “te ops 9 Corn, cracked fost’ DOF TD. 6.6 e esc. 32 OEEY 6455 - ee 3 40| Red Cros 9 Kat, wood °' Lemon § WO ctcceeces 10 fw .25 00| Beef, rounds, set ... 35/5 Soap Powders Palo See, ow (ee eee $8) lanes pours s6hberes al si Minter Wiscee ce ...25 00| Beef, middles, set te ee Dor an. Ae a0 18 ical Crank “A ideesa, c Middlings ran 24 00|Sheep, per bundle .... 90 Snow Boy. 60 Sc ......2 40|Mattle Ax .°°/7°17°7° 35 | 20-i . Tubs liegt oo Opera .. sous eg tees Snow Boy. 31 +. 2 Ag 5 |20-in. Stande ~ cal nee CF +++ 13 : Buffalo Gluten Feed = = ae ee Butterine Gold mor By i oe ue 40 American Masts é/ 18-in, iandase ne 3 6 50 | Golden “Ween Bons 13 ” Dalry Feeds Solid dairy, --.--10' @12,|Gold Dust, i0v-se =... 4 00 [Spear Heag, 7” 0 HIGn: Standard, No: 8 8 $0| tuto /98¢, Gum Drops ia OP re & Co. ee Corned anes, Meats Sor 24 4b... ...8 10 Spear jm a pias a lista Cable’ No. A w+ +08 00] © Bubbles La OP Laxo-Cake-Meai ‘34 00} Corned beef, 1 Ib...... 2 A\ sodpine ............. S wpeabey Tee ae be Cable No. 3 cooed 00) rancy—in 5. Be Sd tana cat; eal 29) eee ih cok SU RANE Ge of goed SS flay Gunes No: # coi8 $2108 Tc Matas ‘ Poe ee 34 50 | Roast oy Roseine seeeeeee 3 75 ay. » Ma. 9 WOO uo ccn cae; 9 = | Ota ree » 16Ib. bx 1 8 - Brewers’ Grai ste ce ey, 50 Potted h > $e oss yo telat 3 50 Toddy ee 43 ha Shee 26 | ange Jellies a @ Hammond tai 3 00 | Potted acing a elim 3 70 - eS aint) = Sa head 8 25 Lens Sours ans alfa ] : as ee Oe ee eids mee on Alfalf a) aa O25 00 othe fea. Ae a Jah Soap Compounds le oe pe em ps Globe ppb 26 hound dreee Hore- aD ats : viled ha see Johnson’s Fi ne ae ae Pe : oleae Michigan carlots , | Potted tonaut %s .... 90/Johnson’s XXX . oe Dip Twist . a Double Acme ......+ 16 | Chamoiee renee 3 Less than carlots ..... ac Potted tongue, ae --e- 60/Nine O’clock ..... 3 Gaal Standara .....°: ay {Single Acme .......0., 3 is | i Me Cl a 6s a oe gue, Mas :<.2 $0|RubeNosMore “0100010018 as ]eorge snc eec000000007 $2. [Sime Peerless 10.40. a it Mt Chee ia gs co een pt ae... 34--| Single Pe 61 ‘Dark “Mo 2% an é Less than carlots tye ee 7 7% Enoch ions Nickel Twist ...... = Northern ‘co i ai No. 12 _ 1 r = oS ee 2 84@ 84 | apolio Morgan's Sons, [MIM ooo III 82 {Double Duplex. = Bitter Sweets, as'td. 1 is Carlots .. a ies Ss io, pens a io... rp ; nt Gums, © . Carlota. o.s-- sees. 16\¢o SALAD DRESSING % oe half gro. lots 4 50 . 3g |GOod Luck ............ 75/4. A. liontite Dee n carlots ..... i7 piece % pint ....2 26 ee single boxes..2 25 |Sweet Core oking URIVGEGA] oc ccceccs eee eee Peerless, 1% os. iiccs89 | | Magic, 3 ‘a Asuuikit Bells 200s 3 2 -< M arrels 2c extra 56 Ib ey k sacks ncaa 10 Pepper, White seeee we oe C r Brake Co ee 36 Sunlight 3 a acdacesece 16 Oh M 100s ¢acaesen ea ol ee a2 |Bepber Gntang 272238 | Country Gui 22.22 ag° mee ie IG Gee : Race ce 4 90 Oe eect 17) Paprika, Hungarian .. var keae 82-94| Least Foam, 3 doz....1 15|P Cough Drops ~ % Th. 6 Ib. box 56 Ib. dairy in drill b Pure Ground in Bulk Guod fndian 4 30 | Yeast Cream, 3 doz...1 utnam Menthol 1 06 ao 18|28 tb. dairy in drill Sp s Allspice, Jamaica .... 12 } Self Sages 16 aie ecesas 26 | Yeast Foam, 1% dosz.. bo enith Bros. ........1 9 ae ote oe ee ae «Solar Rock gs 20|Cloves, Zanzibar ......22 | BY ie ae FRESH FISH NUTS—Whole So ulkK, a : CKs. 202. , ntonm ....... weet Marvin = 2 9 °°" : r Bulk. 5 or oes 95@1 05 as ete 24 Ginger, African ie 12 Bosal —.. decd = oe Jumbo ae aie hee 16 és bn A aa 0 06hlll le, ee \ . eeeses > 4) Mananille, 3 om. ....... 23 Meche tee ae Nutmegs, 75-80»... Con +a oe in Almonds, California ‘sft. Queen’ 19 at a deo os 4 = SALT FISH” Pepper, Black ....... - 11% Cotton’ 4 oe Se Halibut I aay | 10 uae deddeadaaes < Ge ee d Cod Pepper, White ........ 1g | Jute 2 pl eda oR =P RIOERINEM oc ceacis ds 7 |ilberts ...... «+++ 12@18 s Stuffed, 6 ge alee 7 00| Large whole ... @7 Pepper, Cayenne . wee Hemp é 7, eee see okt Hhiehan 2... 14 leat me a ee 12@18 Mee ee ee: 90/Small whole ..... @6 Paprika, Hungarian ..38 | Flax ‘ice a” Le «LLANe Lekdiee 6.2... 154 | Wainuts, B steseas we PIPES" + oe oF bricks | 744@101¢ STARCH " wal te tee Boiled Lobster coos +eeR@**| Wainuae Measiee cate Mie S06 oe bee its) tka ; orn cecces B [COD .. reece cess eeeeee Tabi t soil ‘ay, T Se a aS Halibut @ 6 rear tore. ithe 2... 1¥, State =“ eer Ceoccccccove . % fecane’ dee 13Q@13% ere ane 15 Musee, yo pkgs. es B% ae ee “etter "*114 Pickerel dessa 12 Pecans, ox. large’. 13 Peek see shen : Node roce oe. 18, Jumbos ... Barrels 1206 — White ‘fe ar ekbalaia Kingetord Barrels free. oo aechad, White era § oe ry Nuts per bu. ™ Half bbls., 600 ‘count 'S 6 White Hp. % bbls. Silver Glose, 40 libs. 73 i éce ee a Chinook aun Cocoanuts "...7***ee* rn As oss, 16 3tbs. 6%,|No. 1 per gross ...... , OPel cescece Che t Moen Wau Sail DMA. Tide Gwent 4 s01Noe ce cicne® 295 75 |Siiver Gloss, 12 of Win sie oon 4) |Finnan Haddie oe ‘jaie cr P aN rwegian ...... Uuzz N OH .5.64.. Oe ME os cacics sees, ' et eee No. 90° cieahee esse 166 te... 4 ig lge Ge packages uid, 5 ” *oObEnn cat 75 |Shad Roe, each ....... : Shelled Re: te Beene cca’, $8] Bound, 40 Ibs, ......... 8 75/16 Sib. packages ...... 4% ENWARE Speckled Bass ........ gy | Spanish Peanuts a 2 Rover ane 2 z WOE hace ass, i4 som packages ....... 6. | Bushels ee 1 HIDES AND PELTS. Waluws baited o50 * eeee Pigecs a l¢ < ii yoo No. §72, Special .......175/No. 1, 100 a. 7 SYRUPS ee et eo 1g |Green No. 1s. 1 Filbert. Meats... @at No. 808 Bicycle fin. 3 00|No. 1, 40 te. ...:...... oa Corn Market. --seseceses. 4y|Green No. 2... vrerreeeeAl | Alicante Almonds is No. 633 T MSOs tO Me 2S: Barrels ..... Oe ee Be ..... a Cured No. 1 .. oe Jordan Almon fourn’t wet $351No. 1, 6 We... 2... -, 90|Half barrels tone ae Oar medium ; tne Mae 18 ds .. @47 Babbitt’ H Ibs. ----.2... 75 120%. cans % dz. In és, 29|Splint, small .........: 3 75|Calfskin, green, No. 1. = |. Peanuts tt’s .. erel n es, 1 65| Willow, Cl . green, No. 1 18 Fa cveceverees 400 Mens, 100 tbe, . 15 10tb. cans, % dz. in cs. 1 60! Willow, a large 8 25|Calfskin, green, No. 2 11 ney H. P, Suns 1 asad 5D. cans, 2 dz. in cs, 170 Willow, aaa aie ein cured, No. 1 14 Choice, i. B. Sus 7h . . S 6. ’ cured, No. 2 12% aa le . ‘aaa Coeceseoccese g 46 MICHIGAN TRADESMAN June 1, 1910 Special Price Current AXLE GREASE — tin boxes ..765 9 00 Paragon 55 «46 OF BAKING POWDER Royal 10c size $0 Y%Th. cans l 85 6oz. cans 1 90 Tb. cans 2 60 & Ib. cans 8 75 itd. cans 4 80 8b. cans 13 00 6Ib. cans 21 50 eee erenne YOUR OWN PRIVATE BRAND 4 . in Ca [NAMI ra lé OUR "PR aaa Me wane | ee mt | | | | | } | Wabash Baking Powder Co., Wabash, Ind. 80 oz. tin cans ....... 3 75 | 62 oz. tin cans ...... 1 50) 19 0%. tin CANS ...... 85 | a6 OC, tin CANS ....-» 75 | a4 On. tim CANE ...... 65 | a9 O68. tin Cans -...-. 55 | 8 oz. tin a sores 45 | a om, tin cans ...... 35 | 82 oz. tin mille pail 2 00 16 oz. tin bucket .... 90 11 oz glass tumbler .. 85 | oz. glass tumbler 75 | 16 oz. glass mason jar 1 00 CIGARS Johnson Cigar Co.’s Brand Pork Lee oe @16 Dressed .......... 11 Boston Butts 15 Shoulders ....... @12% f rd @13 Pork Trimmings @11 Mutton Carcass .......... @10 ao: @12 anring Tambhe @18 eal Carvass ......... @ 9 CLOTHES LINES Sisal 60ft. 3 thread, extra..1 06 72ft. 3 thread, extra..1 40 90ft. 3 thread, extra..1 70 60ft. 6 thread, extra..1 29 72ft. 6 thread, extra.. Jute Soe ee 75 Meet ee $ oe ee 1 065 ee 1 56 Cotton Victor PPR ica ec 1 lt Ore. ecu ccc 1 36 Oe. ce 1 60 Cotton Windsor Pee 1 380 OMe eo ec 1 44 fe eT a 80 Pee 2 00 Cotton Braided id SS SS 95 Sere. ce 1 865 Wee. ee 1 66 Galvanized Wire | No. 20, each 100ft. long 1 96 | No. 19. each 100ft. long 2 10 COFFEE Roasted Dwinell-Wright Co.’s B’ds White House, lfb........... White oe — Lae ie eae ate Excelsior, a, 2.....- Excelsior, M & J, 3th...... Tip Top, M & Jz. 21D... 5% — ag epee ene ee oyal Java an ocha.... . : had i ee eee =~ od . Java and Mocha Blend... ad — ie $2| Boston Combination ...... ee 82, Distributed by Judson Grocer Co., Grend Rapids: Worden Grocer Co. brand|Iee. Cady & Smart. De- Re troit; Symons Bros. & Co., Perfection ........ wceencee Saginaw; oo 2 & oe 86 arner, ackson; - Perfection Wiras seek uere 36 =) Durand. oe bs — ceeeeeeoe 35 | tle ree eibac 0., Seeadee spray Cocke - + )-86 | Toledo. Dabo icbbssceene 85 opie DIRS «22s 85 FISHING TACKLE atellas, Bock ........ 85 ] Jockey Club ..... poses se 85 COCOANUT Baker's Brasil Shredded |; 70 6c es, 86 100 Dp cere cesees Cotton Lines ave. 1, 20 feet 5... 6 No. 2, 15 feet No. 3, 15 feet No. 4, 15 feet No. 5, 15 feet ... No. 6, 15 feet . No. 7, 15 feet ... a2 os feet .......... No. 9, 15 feet ........ “sone Linen Lines SORA costo hee as ccs oes MOO: nee. nsocee RO ook coc kek . 84 Poles Bamboo, 14 ft., per doz. 55 Bamboo, 16 ft., per doz. 60 Bamboo, 18 ft., per dos. 80 GELATINE Cox’s, 1 doz. Large ..1 80 Cox’s, 1 doz. Smail ..1 00 Knox's Sparkling, doz. 1 26 Knox's pone. gr. 14 00 Nelson’ “e ee eer ececesceces Full line of fire and burg- lar proof safes kept in stock by the Tradesman Company. Thirty-five sizes and styles on hand at all times—twice as many safes as are carried by any other house in the State. If you are unable to visit Grand Rapids and inspect the line personally, write for quotations. SOAP Beaver Soap Co.’s Brand ONDER, 100 cakes, -arge size.. 50 cakes, large size.. 100 cakes, small sise.. 50 cakes, small size.. Tradesman’s Co.'s Brand Black Hawk, one box 2 60 Black Hawk, five bxs 2 40 Black Hawk, ten bxs 8 26 TABLE SAUCES Haiford, large ........ 3 76 Halford, amatl .......; 2 26 Use Tradesnian Coupon Books Made by Tradesman Company Grand Rapids, Mich. Lowest Our catalogue is ‘‘the market” the world’s lowest because we are 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 St. Louis Minneapolis Chicago “MORGAN” Trade Mark. Registered. Sweet Juice Hard Cider Boiled Cider and Vinegar See Grocery Price Current John C. Morgan Co. Traverse City, Mich. 0. Citar | Sawyer’s (5: CRYSTAL See that Top &) Bl orem Dlue. | DOUBLE HT STRENGTH. Sold in Sifting Top Boxes. | Sawyer’s Crys- i] tal Blue gives a | beautiful tint and i) restores the color ii) to linen, laces and t goods that are i] worn and faded. It goes twice Y as far as other Blues. Seana Crystal Blue Co. 88 Broad Street, some one else. your customers, your printing, What Is the Good Of good printing? answer that in a minute when you com- pare good printing with poor. 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 It has the same effect on Let us show you what we can do by a judicious admixture of brains and type. Tradesman Company Grand Rapids BOSTON «- -MASS. You can probably You know Let us help you with « i 2a ' oé et # “ > & cat =f ~~ June 1, 1910 MICHIGAN TRADESMAN BUSINESS-WANTS DEPARTMENT Advertisements inserted under this head for two cents subsequent continuous insertion. No charge less a word the first insertion and one cent a word for ‘each than 25 cents. Cash must accompany al! orders. BUSINESS CHANCES. for Sale—An old-established art pot- tery; would sell formulas, molds; in fact, everything connected with the pottery; owing to physical inability to carry on the business, would sell at a bargain. Address Pauline Jacobus, Edgerton, Wis. 661 Glove Dies—Set new boy’s and lady’s glove cutting dies cheap. No use for them. Address E. H. T., care Tradesman. 670 $200 per month easy money. Intelli- gence for stamp. Mercantile Agency, Arthur, Iowa. 669 Mr. Merchant, Are You Satisfied With Your Business? Don't play a waiting game. Don’t wait for something toturnup. Act now. A special sale conducted on the square will put money in your business. Stocks reduced or closed out. Write me to-day. mh - H. Comstock, Merchandise Sale Specialist, 907 Ohio Bidg., Toledo, O. Hundreds of retail merchants would be glad to sell out their business if they only knew how to do so without. too great a loss. If you wish to take advantage of our proposition, write for full particulars. Give estimate of size of stock. All cor- respondence held confidential. C. N. Har- per & Company, 218 La Salle St., Chi- cago, Ill. 668 For Sale—Todd & Co., Protectograph Check Protectors. Late $30 machines. My price $15 each. on approval. N. Payne, Marietto, Ohio. 667 Shoe Stocks Wanted—Will purchase for cash shoe stocks in Middle West. Give all details first letter. Top prices. Lock Box 963, Portland, Ind. 666 For Sale—Stock of dry goods, grocer- ies, ladies wear, shoes, ete. Will invoice about $15,000. Sales $45,000 to $50,000 per annum and a moneymaker. Located in one of the best towns in Southern Michigan, size considered. Finest farm- ing country in State surrounding it. Rent cheap. Stock new. Opportunity excel- lent. Address V. B. N., c-o Wolverine Curtain Co., Ann Arbor, Mich. 565 For Rent—Two warehouses, centrally located on Lake Shore and Pere Marquette tracks. Large one has two floors and basement, about 15,000 ‘square feet of floor space and is equipped with electric light and freight elevator. Small one is iron clad and has about 6,000 square feet of floor space. The Michigan Trust Com- pany, Trustee, Grand Rapids, Mich. 664 $5,000 stock general merchandise, do- ing fine business. All good clean stock. No trade. Box 117, Broadlands, Ill. 662 FOL dale or Exchange 70 acre fruit and chicken farm adjoining cor- poration of Winslow. Good bearing commer- cial orchard, apples, peaches and grapes, 10 acres. Potatoes aud onions, 5acres. Plotted into town iots,10 acres. Balance in orchard and blue grass. House, barn, spring and well. Spiendid opportunity for building large reser- voir orlake. Elevation 2,200 feet. Price with growing crop $3,200. Jas. W. Thompson, Winslow, Ark. For Sale—Drug store, in hustling min- ing town of 4,000, state of Pennsylvania, on main line of P. R. R. Sell cheap for cash. Good reasons for selling. Enquire Portage Pharmacy, Portage, Pa. 663 For Sale—Furniture and carpet busi- ness in Pittsburg, Pa., long established, excellent down town location. Valuable leasehold, fresh and up-to-date stock, favorable terms to quick buyer, selling account poor health, about $65,000 re- quired. Rosemond & Bell, Cambridge, Ohio. 658 For Sale—The following property in the village of Legrand, Mich. 80 acres land adjoining village; 40 H. P. sawmill com- plete; store building, 24x80, good location and storehouse advantages. House and lot, also other personal property. Reason for selling, to settle up an estate. Ad- dress correspondence to Geo. §. Os- trander, Admnr., Legrand, Mich. 660 Wanted—For cash, small stock of gen- eral merchandise, located in small town, Give description and Jowest price in first letter. Address 408 S. James St., Lud- ington, Mich. 659 For Sale—Best shoe business in Michi- gan town 30,000 population. Annual cash sales $23,000. Stock $6,000, fine shape. Ww rent. Wish to retire. Address Shoe Chance, care Tradesman, 627 For Sale—Drug stock invoicing from $3,500 to $3,700 in city of 5,000 population in southwestern Michigan. Stock com- partively new, only about six years old. Ill health is the cause for selling. Ad- dress S. B., care Michigan — 56 For Sale—Variety store, Battle Creek, Mich. Paying proposition. Must_ seli quick account sickness. Cash $1,800 takes it. Address No. 655, care Tradesman. 65 For Cash—Good bakery business in £00d shop. C.F. Schoenhut, Manson, Iowa. 654 For Sale—Cleanest, most up-to-date stock of dry goods in Michigan. Modern fixtures, in healthy hustling town 3,000 inhabitants. Central Michigan. In well located brick store. sonable rent. Stock tory about $10,000. Can show good pay- ing business. No exchange considered. Adin P. McBride, Durand, Mich. 650 Agents—Sun-ray incandescent burners Five year lease, rea- and fixtures inven- fit all lamps; 100 candle-power light. Prices defy competition. Investigate. Simplex Gaslight Co., 23 Park Row, New York. 649 Notice—Highest price paid for shoes or dry goods. 177 Gratiot Ave., Detroit, Mich. 645 A TRIAL PROVES THE WORTH Increase your business from 50 to 100 per cent. at a cost of 2% per cent. It will only Cost you 2c for a postage Stamp to find out how to doit, or one cent for a postal card it you cannot afford to send a letter. If you want to close out we still conduct auction sales. G. B. Johns, Auctioneer and sate eo eet. 1341 Warren Ave. West, Detroit. ch. For Sale—Up-to-date hardware stock and fixtures in best town north of Den- ver; invoice about $6,500; good room rent, reasonable; reason for selling, other busi- ness and cannot attend to it. Write W. EK. Banks, Loveland, Colo. 641 : For Sale—Small stock of general mer- chandise; doing good business in country town. Address Box 145, Williamston, Mich. 632 Invest in California, Washington. Many opportunities, business, professional, roomng houses, hotels, orchards, homes, terms. Whalen Bros., 960% S. Broadway, Los Angeles, Cali.; 703 Marion St., Seat- tle, Wash. 637 Stock of general merchandise wanted. Ralph W. Johnson, Minneapolis, Minn. 624 For Sale—Staple stock groceries and shoes. Doing nice business. Al town 2,500. Will discount. Come quick. Ad- dress 621, care Tradesman. 621 Plumbing and electrical business for sale. Well-established plumbing and elec- trical business. Invoices, plumbing $3,456, electric $4,126. Address A. B. Bellis, 406 Court St.,’Muskogee, Okia, ‘614 Great Opportunity—For sale, lumber yard in a good location in Flint, doing six to eight thousand dollars per month busi- ness. Good reason for selling. For in- ae address Chas. Tarolli, a ich. 1 YOU CAN SELL OUT Your entire stock at full value at the rate of @ sale every 15 seconds because we can exe- cute the only plan that will do it. Remember that whepo your sale is over there will be nothing left but cash. Let’s get acquainted, JOHN C. GIBBS, Mt. Union, Ia. Do You Want 100ce For Your Stock?— If so, we can realize you more than one hundred cents for your merchandise. We are expert sale conductors and can turn your merchandise into cash at a profit in a short time, doing the work for less than any one following this line. Bank reference and 3,000 merchants for whom we have done the work. Write to-day, Inter State Mercantile Co., 148 E. Wash- ington St., Chicago, Ill. 599 Notice—Capital wanted and to the right party full control will go for new capital needed by a fully equipped pocket knife plant, with a good trade and repu- tation for good goods and good loca- tion on railroad and trolley lines. Has ample waterpower. Would like to hear from hardware jobber or manufacturer or any other party with capital to take up the above offer. Thomaston Knife Co., Reynolds Bridge, Conn. 588 For Sale—In live city in Southern Col- orado, grocery and queensware business, annual sales $125,000. Average profit 25%. Best location in city. Fine climate. Wish to retire. Have made enough. Will sell at invoice price. Address Box 37, Pagosa Springs, Colo. 580 For Sale—$7,000 shoe stock and fixtures. 8,000 population. Strictly cash business. Well established, college town. Wish to retire. Address 582, care Tradesman. 582 For Sale—10,0u0 No. 2 cedar railroad ties. R. W. Hyde, Posen. Mich. 574 Bakery For Sale—Well-established bak- ery business. 1060 Fifth St., San Bernar- dino, Cali. 5bz For coal, oil and gas, land leases, write C. W. Deming Co., Real Estate Dealers, Tulsa, Okla. For Rent—In Milan, Mich., brick store 47x68, old-established, best store. Mod- ern equipment, complete for general stock, hot air heat, electric lamps 24 hours, sanitary plumbing, city water. A $12,000 to $20,000 general stock, will sell 340,000 to $60,000 here. Write A. E, Put- nam, Sigourney, Ia. 534 Will pay cash for shoe stock. Address No. 286, care Michigan Tradesman. 286 - For Sale—One 300 account McCaskey register cheap. Address A. B., care Michigan Tradeaman. 5428 Safes Opened—W. L. Slocum, safe ex- pert and locksmith. 114 Monroe street, Grand Rapids. Mich 104 Cash For Your Business Or Real Es- tate. No matter where located. If you want to buy, sell or exchange any kind of business or real estate anywhere at any price, address Frank P. Cleveland, 1261 Adams Express Building, = ilk For Sale—General stock inventorying about $7,000 doing a business exceeding $40,000 per year. Also own half interest and operate telephone exchange of 60 farmer’ subscribers. Postoffice. Ware- house on track and established produce business. Will rent or sell store build- ing and residence property. Business long established and always profitable. Refer to bankers at Howard City. Ad- dress No. 413, care Michigan Tradesman. 4lo HELP WANTED. Wanted—Registered pharmacist to be- gin work July 18, 1910. Steady position. Address Fox & Tyler, Coldwater, — 67 Wanted—Boat buildiers, painters, hard- wood finishers, carpenters, joiners, men to install engines and pipe fittings, etc. No labor trouble. A good job for good men. Address The Port Clinton, Ohio. 644 Wanted—Salesmen of ability to solicit druggists. Package goods of finest qual- ity and appearance. Large variety. Guaranteed under the Pure Foods and Drugs Act. 20% commission. Settle- ments bi-monthly. Sold from finely il- lustrated catalogue and flat sample book. Offers you an exceptionally fine side line. Catalogue at request. Henry Thayer & Co., Cambridge-Boston, Mass. Estab- lished -1847. 510 Wanted—Clerk for general store. Must be sober and industrious and have some previous experience. References required Address Store, care Tradesman. 242 Want Ads. continued on next page. ACCURACY PROFIT CONTENTMENT We make four grades of book: in the different denominations. saweces ON INQUIRY = oMPANY, TRADESMAN, Co RAPIDS, MICH Matthews Boat Co.,| ere Isa Pointer Your advertisement, if placed on this page, would be seen and read by eight thousand of the most progressive merchants in Michigan, Ohio and Indiana. We have testimonial let- ters from thousands of who nave people bought, sold or ex- changed properties as the direct result of ad- vertising in this paper, LARGELY ATTENDED. Convention Retail Grocers and Gen- eral Merchants’ Association. The annual convention of the Re- tail Grocers and General Merchants Association, which was held at De- troit on Tuesday, Wednesday aad Thursday of last week, was largely attended. The convention is the first one to be held in the new hall on the thirteenth floor of the Hocel Tuller, and the visitors found them- selves in a room that is bright and airy with a fine view of the city and river from its windows. The opening session was called to order by George T. Stapleton, Presi- dent of the Detroit Association. May- or Breitmeyer told them he was gla they had come and hoped they would have a good time here, and in re- sponding Fred W. Fuller, of Grand Rapids, assured him that they would try. In his annual report as President, J. C. Currie told the members of the Retail Grocers’ and General Mer- chants’ Association of Michigan that the Legislature was partly to blame for the high cost of living. “On April 7, 1909, Senator Mac. Kay introduced a bill,” said Mr. Cur- rie, “to prohibit the sale of fruits, vegetables, berries or nuts in bas- kets, boxes, cases, drawers or other receptacles less than the legal meas ure in the State of Michigan. It was a just bill, and if it became a law would favor the consuming public, which would have a tendency to re- duce the high cost of living, but it did not pass. The argument was that it would work an injustice to the commission merchants of this State.” Mr. Currie recommended that when the Legislature is again in session the Association take the proper steps to draft a bill to regulate the buying and selling of bulk goods, usually sold by measure, to be sold by weight only. Also he thinks no time should be lost among the various local secre- taries in giving credit reports and re- movals, Mr. Currie thinks there should be a Michigan Day when all the stores shall close and the time be given up to recreation and pleasure, The an- nual meeting of the Association should fix the. day and every grocer and general merchant in the State should observe it, Two Greens were on deck with speeches—John A. Green, of Cleve- land, Secretary of the National As- sociation of Retail Grocers, and George E. Green, of Peoria, Secre- tary of the Illinois Retail Merchants’ Association. The last named Green told them what had been accomplish- ed in Illinois, how the Association had secured a 20 per cent. reduction freight rates among. other This shows what can be done by co- operation. Business is done largely by example and business conditions should be studied, he said. E. G. Ashley, of Toledo, spoke on loyalty to the Association and what it meant for the members. Mr. Currie appointed the following special committees: Credentials—A, R. Bliss, in things. Muske- gon; F. S. Birdsall, Traverse City; A. C. Nelson, West Branch. Ways and Means—Charles Well- man, Port Huron; Fred Fuller, Grand Rapids; F. J. Warner, Jackson. Resolutions—C. A. Day, Detroit; Claude Cady, Lansing; P. F. Trea- nor, Saginaw. Auditing—B. F. Peckham, Parma; J. H. Primeau, Bay City; L. P. Strong, Vicksburg. Constitution—William Blessed, De- troit; A. N. Walsh, Kalamazoo; J. C. Royce, Sault Ste. Marie. Question Box—George Stapleton, Detroit; F. C. Wood, Port Huron; Mr. Smith, Grand Rapids. The report of Secretary J. T. Per- cival, of Port Huron, showed that there are now about 1,000 members of the Association and that 204 of the delegates were on hand. Reports of the local associations consumed most of Wednesday. M. L. De Bats, of Bay City, said they had 5,000 names enrolled on their credit rating list and that the retail mer- chants had been saved much money by its operation, Turkey and chick- en raffles had been eliminated from the list of indoor sports and a Mer- chants’ Day is observed annually, M. J. Maloney, for the Detroit Association, said there are 220 mem- bers, a gain of sixty in the year. A credit rating system is being prepar- ed so as to furnish a line on the dead beats. Honest men who are unfor- tunate will not be hurt by its work- ings. Flint has grown from forty to sixty members in a year, according to C. W. Grobe, and at the rate the city is advancing it will be but a short time when that city will be a bidder for the annual convention of the State organization. The Association has accomplished Sunday closing and put trading stamps out of business, al- 50 knocked out a few gift schemes. Glen E. De Nise said that Grand Rapids had nineteen delegates at the meeting, is doing finely and profits by a credit system. Hn. A. Schaberg, of Kalamazoo, told of the excursion given by the Asso- clatian, attended by 1,200 people. Stores close all but two nights and a dead beat list is the Only thi.g needed to make happiness complete. Claude Cady, of Lansing, advised against cut-rate business. He be- lieves the merchants are entitled to their profit and should hold to it Those who refuse to pay are not get- ting fat in Muskegon, according to A. R. Bliss, as the credit system has them numbered, Port Huron displays cards with the words “No Balances” for the ben- efit of those who do not want to pay up. “It fixes them,” said yr Wood. ‘The stores in Port Huron were closed all day Wednesday and 100 of the grocers and ‘general mer- chants were in attendance on the con- vention to make their bid for the next convention. : P. F. Treanor, of Saginaw, argued in favor of good goods, and said the gtocer should not take the word of the agent as gospel. Several others told of the working of their local associations and some of them sug- gested that organizers visit the towns MICHIGAN TRADESMAN where there are no locals and stir up some enthusiasm. Election of officers resulted as fol- lows: President—M. L. De Bats, First Vice-President—Chas. Christ- enson, Saginaw. Second Vice-President — Glen EF. DeNise, Grand Rapids. Treasurer—George E. Lewis, Jack- son. Secretary—J. T. Percival, Port Hu- ron. Board of Directors—Charles Well- man, Port Huron; J. C. Currie, De- troit; S. B. Nichols, Ann Arbor; A. R. Bliss, Muskegon; L. P. Strong, Vicksburg. At the concluding session Thurs- day morning Port Huron won the next convention of the Association. Committees for the year were ap- pointed as follows: Legislative—Claude E. Cady. Las- sing; CW. Grobe, Flint; C. G. Hill, Jackson; Frederick W. Fuller, Grand Rapids; J. C. Currie, Detroit. Pure Food—W. W. Blessed, De- troit; Joseph Sleder, Traverse City; J. C. Royce, Sault Ste. Marie: A. C. Miller, West Branch; Frank Toon- der, Kalamazoo. The Committee on Resolutions made a lengthy report. It favored an amendment to the National bank- Truptcy act by which a discharge will not bar the recovery of debts for the necessaries of life and to prevent the discharge of a voluntary bankrupt whose debts do not total $750. . The Teport disapproved of the parcels post law and favored the buying and sell- ing of bulk goods by weight, with Too pounds as the unit. It asked the Legislative Committee to introduce into the next Legislature a bill to Prevent the sale of fruit, etc., ex- cepting in boxes and packages which conform to standard measures, The Committee was Strong for good roads because of the benefits to the merchants throughout the State. The secretaries were asked to get their heads together and take up the matter of a grocers’ day, on which 4 monster picnic can be held at some central point, Does the Sun Change Shape? One scientist, as the result of much study on his part of heliometer meas- urements, said to be confirmed by solar photographs, has made the re- markable suggestion that the sun Periodically changes its figure, being sometimes an oblate spheroid, like the earth, with its equatorial diameter exceeding the polar, and sometimes a prolate spheroid, having a greater polar than equatorial diameter, His idea is that the solar globe is to be regarded as a vibrating body, having an equatorial diameter on the average slightly in excess of the polar, but changing at certain times so that the ratio of the two diameters is tem- porarily reversed. The period of variability, it is thought, is the same as the sunspot period. The changes of figure, if they really occur, are so small that only the most delicate ob- servations can make them manifest. o-oo You can not live for people with- out living with them, June i, is SS INDIANA ITEMS. Some Recent Changes in the Hoosi: State. Ft. Wayne—Henry 5. Reed h been admitted to Partnership with | father in the grocery business on F Columbia street, and the firm will Reed & Son. Shelbyville—The merchants of {] city have organized an associat with Charles Forrest as Preside: and a constitution and by-laws hay been adopted. The membership { will be $1 and dues will be $1 eacl month. The initiation fee will co; tinue at this rate until July 1, whe it will be placed at $10. Ft. Wayne—George Taylor, sal manager for the D. & H. Supply Co dianapolis to accept a similar position with the Indiana Supply Co. He has been with the local company since the has resigned his position to go to In- | the Fort Wayne Oil and Supply Co. Bluffton—John B. purchased the John grocery stock at bankruptcy sale. The purchase price was $2,100. Indianapolis—The thirty-fourth an- Anderson ceuti¢al Association will be held at the Claypool Hotel, June 14, 15 and 16. These are the days when the re tail merchants of Indiana are to be entertained by the Indianapolis Trade Association, and the Pharmaceutical Association set its convention for the entertainment offered. The Indianap- tertaining the visiting druggists, and as the jobbers are all members of the Trade Association it was felt that all interests involved would find it ad- dates. The first business session will be held on Tuesday morning, June 14. sociation will attend the baseball game at Washington park as the guest of the Indianapolis jobbers and the Indianapolis Trade Association. In the evening a reception and dance will be given at the Claypool Hotel. A business session will be held on Wednesday morning, June 15, and in the afternoon the visitors. will go on special cars to the motor speedway of the jobbers. The final will be held on Thursday morning, June 16, and that evening the Asso- ciation will be the guests of the Indi- anapolis Trade Association at a smok- er and vaudeville entertainment at the German House. Couldn’t Possibly, Sunday-School Teacher—Tell me who it was lived to be nearly one thousand years old. Jimming Jones—King Solomon! Sammy Smith—Naw, it wasn’t! It was another guy with a long name! Teacher (amused)—jWhat makes you so sure, Sammy, that it wasn’t King Solomon who lived so long? Sammy Smith—jWhy, that feller had about seven hundred wives! I : Praying is a wasteful act when it stops at wishing. purchase of the Baltes Supply Co. by has | Lichtenberger | nual meeting of the Indiana Pharma- } same dates in order that its members , might take advantage of the special « olis drug jobbers always assist in en- . vantageous to combine the meeting | On the afternoon of that day the As- to attend the aeroplane races as guests | business ° ace and i Le » be § bers 50! t ecial i nap | en- 4 and {ff} the t all ad- ting will > 14. As- necsaeeree ball i the ‘ and } On. j ance otel. ; on § d in ron 4% way eats . ness ‘ ing, SSO- 4 ndi- 10k- the me one : Detroit Office: tical ef} i i a rad : a the Fi DELAY MEANS LOSS q Every day you delay installing THE McCASKEY ONE WRITING SYSTEM OF HANDLING CREDIT ACCOUNTS YOU ARE LOSING MONEY. ‘| These are some of the ways in which the money is lost without your knowledge: Forgotten charges—goods sold—never charged. Disputes with customers—loss of trade. Poor collections—loss of discounts. Loss of accounts—THE McCASKEY IS AN AUTO- MATIC CREDIT LIMIT. And in a hundred other ways. | § Let us tell you about it, we'll do so gladly if you will drop us a line and say you are interested. FIRST AND STILL THE BEST THE McCASKEY REGISTER CO. ALLIANCE, OHIO Manufacturers of the famous Multiplex Duplicating and Triplicating Sales Pads. Also Single Carbon Pads in all Varieties. 1014 Chamber of Commerce Bidg. Grand Rapids Office: 256 Sheldon St., Citizens Phone 9645 AGENCIES IN ALL PRINCIPAL CITIES THE REASON —Why it SELLS? That's easy—it’s because it has The Right Selling Quality That's why Taa22 SOF WRIGHT aed ke Lt CHICAGO ae 9 we 2 ge Distributed at Whoiesale by SYTIONS BROS. & CO. SAGINAW nknown and nadvertised rivate Brand | /AMITATION [9 72) ot, CORN .%, Loo CORN FLAKE PIT-FALLS — K OUT FOR As a last resort a few small, Flakes, who couldn’t succeed with their own brands, are packing private brands for wholesalers and certain rolled oats millers. When these are offered to you, find out who makes them. The to one you never heard of the manufacturer. Some salesmen claim that they are packed by Kellogg, and some only go so far as to say that they are ‘‘just as good as i i ‘ FAKES, OTARKETS. Kelloge’s.” Neither statement is true. Kellogg packs in his WH : own packages only. Bab VES suaney teganeegey Zs P Zs oe KELLOGG TOASTED CORN FLAKE CO., Battle Creek, Mich. unknown manufactvrers of Corn The NEW Stimpson-Automatic |. 4 100-pound Scale rv Cheapest because it weighs and computes to 100 pounds, and is therefore the only automatic Scale capable of handling all your business. Best because it is the only perfect automatic scale built—abso- utely accurate and as sensitive as a drug scale. The No. 75 1s fitted with Total Adding Device, Bevel Plate Housing Glasses throughout, Improved Platform Guard and Paper Fender and equipped with electric light if desired. Write today for full particulars to Stimpson Computing Scale Company Detroit, Michigan Stimpson No. 75 Account Books Burned Stock Fully Insured But There Will t Be a Big Loss on Accounts \ we 4 raat TTS o i, You have noticed these daily paper headlines fre- quently, havent you? Of course you have, but you always said: “It Will Never Happen to Me” Well, we hope it won't, but it’s liable to just the same. If you haven't a safe, or if it’s old and furnishes no protection, don’t delay a minute. Order a Safe Today > Or at least get the business under way by writing us for prices. We can give you what you need, save you money and do you good. | * ’ = Z i if te ~~ SZ fe t H i | lh aw. = ji = } i Ut ite +, = em C—— =} i= ae Gr and Rapids Safe Co. Grand Rapids, [lich. i