: , a A a = xd Roh iM “a id BN] a) ee Ww ES NAT sae ce — a AA I A VLA aS Saas is SS aan ae y ZAC, \ ¥< , cy AANA G AINCLHRABE te ot re (E aN Mises AS Se ee \ Ree ee aed ae = Nees pe PUBLISHED WEEKLY ( GX sie S 2 TRADESMAN COMPANY. PUBLISHERS <3 BS) WAS SIS, eer LEN SS LILES SZ Sie OLN Pi da SAI DKRL PPO POR DIOR => PAWS ‘GR (i ey aS I | al aS Py 2 ee ee SS re Ylo~ y XX 7 Dy yd 4 en — i S - 1B i" Ms 5 aay ; ow S a\ re al S SZ, LZ, aa Jo A A) Twenty-Seventh Year GRAND RAPIDS, WEDNESDAY, JUNE 22, 1910 Number 1396 b Bt wo Che Sum of Human Life The shadows lengthen, and the air grows chill. The sun sinks low; upon the distant hill Its rays gleam palely. In the valley deep The night already pours the dews of sleep. The morning with its promise of all gain, The noontime with its passion to attain, Alike are gone and evening brings its balm To heal our hurts and soothe us with its calm. So life draws surely to its pulseless end. The chill of age creeps o’er us as we bend Beneath the burden of increasing years And heavy load of cares and griefs and tears. All hopes and fears alike with tears and pains Win for the soul at last rewarding gains. The failing sense sets free the spirit’s fire, Earth’s broken harp makes way for heaven’s lyre. For not in vain has God his children brought Through devious paths, nor has he vainly taught The lessons deep which sorrows sharp unfold, Nor left the cross without the crown of gold. We live, not to achieve, but to become. We blindly strive—to find at last the sum Of life is just the making of a Soul, And of its jarring discords form a whole Sweet harmony of conflicts reconciled, Of blessings out of sin and shame beguiled, Of strength from weakness, richer gain from loss, And triumph won through anguish of a cross. So, while the shadows lengthen and the chill Creeps o’er me slowly, I will fear no ill. The Shepherd’s rod and staff do guide my way Through the twilight dim and darkening night to day. The care be His, the deepening comfort mine. The truth begins through all my soul to shine, That he who planned knows well how to complete The end which sin nor death can e’er defeat. |

x ing the manufacture, sale and use of barrel-shaped computing scales, dis- closed and covered in there is a greater demand than ever for # w& © wo SS of 4 Letters Patent of the United States » . Reissue No. 11,536, granted April 28, 1896 Py re No. 597,300, granted January 11, 1898 o x ae | a Warning We claim that all barrel-shaped comput- Slag ing scales, platform or otherwise, similar to this cut, are an infringement of our exclusive rights under the above named Letters Patent. Cider Vinegar We guarantee our vinegar to be To substantiate our rights in the matter, our counsel on May 23, 1910, filed a bill of complaint against the Toledo Computing Scale Company, for infringement of the absolutely pure, made from apples oe above named Letters Patent, and are in- | m7 and free from all artificial color- structed to prosecute such suit to a success- | ful conclusion as rapidly as possible. | 7 7 ing. Our vinegar meets the re- All manufacturers, sellers and users of such infringing scales are hereby notified F “ 7 quirements of the Pure Food Laws that our attorneys are instructed to protect | our rights in the matter in every way pos- | ae : ; sible, and will bring suits in the United | of every State in the Union. ws States Courts against them for unlawfully | £ | + manufacturing, selling or using scales of this kind. | Do not become involved in expensive litigation, but buy your eo * scales from parties having the right to make and sell such scales. : e e £ “a e William Ss Th ams Bros. Co. The Computing Scale Co., a Manufacturers Dayton, Ohio : . . Moneyweight Scale Company, Chicago | Picklers and Preservers Detroit, Mich. ae ah Start your Snow Boy Sales a'moving | The way they grow will make your friends sit upand take notice Ask your jobbers Lautz Bros.& Co. Salesman DIT ae-Iom NG Twenty-Seventh Year GRAND RAPIDS, WEDNES DAY, JUNE 22, 1910 Number 1396 < SPECIAL FEATURES | ; ne ye worse } 17 1f hette tac whe 1 LIL ; = 4 i : ~ y © Page. . | worse instead of better it 1s when mu- THE OLD STORY. | crimes d arrest of criminals. Whil 2. Our Sweet Tooth. | nicipal and gubernatorial powers Did you ever stop cto consider how |two ! rested LC 4. News of the Business World. te oe Leela ea : ee | it EE i ‘ P Ve é Gi eeey and Produce Market. priaew Over the tignts Or men to de-|much of the local advertising is sim-| . Indiana Items ( | Lot | i : : eClld tO the ley ( D { ( I he old ra } | 7. Meat Man’s Paradise. | yer Or Os A) epetition of the old story Phe : = 8. Editorial. lhe better element in the | expert adv rtiser infuses new tnouchts : = : ' 9. Monthly Report. lena een is eit 4 1a at ; ‘ : : i Bae '& f ( 12. Michigan Counti | orting class, will be giad tnat the Jinto his columns as the breeder ta 4 ¢ e g unties, | da til DTreé ler 7 14. Butter, Eggs and Provisions. |{rovernor of California has stamped e t se new bli 1 i a ! 16. Brussels Exposition. i. a 1 © New DdDiood t } : mh 6 Bre Meeraenicnt a ene stocl he one is as necessary ' - 21. Claims for Shortage. i : : t I | Ee | 22. A Start in Business. [ he other to its prosperity For in ed 23. The Hoosier Storekeeper. 1 \ be Ce 2 Lo c lescriy ) j 24. Behind the Counter. | ee eee oS at | & 26. Woman’s World. | 1 ( idve ment of |] ? ' a. 27. The Tobacco Hog. 1. i h Iry i 28. Dreamers and Energizers. {nat Nas Deen thet or ycat ) : | 31. The Modern Spirit. er in dry good nd ct 24 : e « s2. Shoes. oe Se oS : sari ' ‘ 34. Clothing. 1 Taces at ONCE jic \Ortant in that it tells us that } ' 35. The Credit Men. phys aa : se : a nt *s «a 36. Stoves and Hardware. ee S at Tie a stand a1 tnat I f 39. Representative Retailers. type. While Sé ad th re 0 ' ad : 40. The Commercial Traveler. : “4 i : : o te! “ a 42, Drugs. accidents OF a ising. Vet e latte) ‘, : Eel 43. Drug Price Current. are accidents ee it Ing Li d ACCIGCHCS ~Omme 1-4} » ne | rt t 1 | 44. Grocery Price Current. ee ey ee 6G Cat at ° +7. Special Price Current. Ly OF SOMe Seri. |) ter] : 1 ¢ : % ) ering uy 1 Orde ) Make it ND | 7 - CCLtAINTy OF it { | ee 4 . o ‘ ill Ct, a pa | ( t ) ( Pay THE MEN WANTED. Yet even if the worst comes, there 13| ; o seni us s : ja e sort wou tainly attr \ + 4 | As a guide was leading a party|not the moral degredation fel) Fes { #3 Pp : ~ a , 1 1 as ) 1! j ft o ae ees ay - ( a } through a soldiers’ home, calling a StES ITO Ene a ie im tO GiS-| 2.5% £1; 1 | / : io : : iS thn 1me tention to the many excellent fea-|able.a fell man : ; nel 4 : | iSuie@ar a prints wl ae ( | : t ‘ : i ¢ Ity ee _ ~ 1S i t1¢ f { \ ly ' { en | ‘ ~ a 1 1 i 1 ( q y ti { \ t + + 2 ote e : ( New Hats : - 5 Ni \ { ll 1? t iB , ; ~~ « | \. \ { oe { { : who are wanted in the trades, in the|man gladiator fought Ce ea : t that th mo * professions, in the fields. The world; Public sentiment and the press may, y Hy sl ae ae : : a : s th em Sis © he ‘ is WO use tor the halt and the inac-|Melp to Suppress the e DY i1gnor we ; me 4 ; : 1 ' . fan attempt to p ] e @ * tive. While there are those who over 2 Cut out the yellow Dress JOuUr-— |. Pee ¢ ‘| ‘i | Me - i J ithe no. 14 i ‘, come a serious physical defect, they |"alism relating to it; withhold | : Rag - 1 1 } “| VWVE€ May Have the sat OL to LS work unde Seri mt ¢ Way, ald the ood} ; ; a 2S a. : i rt is 1 1 I : ' : 1 old | | And the yi ck iT vill Fis DO} it, crowd bia : } ; ; 1 : t 1 1 { te Sil eed ‘ yuld, ¢ mud 1 1) yottom where . : ue ils i. { 2 din: rV = COnditions lly belor os Yo 1 NOEL: : : ac oO ' lone strid ihe o lend VOU! ppt fo | Ee : ee pi pres U¢ i ( yorht na ¢ , we i } : & d “a lo. be lassed y ) the 1 re chior 1 ft iil I W a I ¥é 1 : ' i : YOdS 1b ) sente W kal { ied now means S Own image | : i | : - 7 generation ag< more ee eee Oe crective wel) i xxr ee a | (ee 4 than mere physical dev nent aj. | WELL MARK DUTCH CHEESE.|so determine. ~ « 1 ao 4 i : : : | for ce, -] ear re pos a to 2 aS : Se ry : as ‘ though this alone is an important | ater st ae ae end a See ! ry ° : - <6 | SEECae d erat } | 1 | CC . | ! e item [ne foutdation for any life|='""" ° eee, (ne ute = | work is broader and more irn ie es- | SOvernment jas decided to give a Ly on Oto 1 ) ) : 4 E, ie on i Ic S eaneeal nok £ liust oC sf shi | ‘ ~ «« ., tablished. The substructure must be|5t@te control mark for heese on|Just : — 2 i IEs1ce ( H ee . logqmewhoa » ame line +h, vay LLOF VEaAFS \ I S ¢ \ of better material; the workmanship |°O™<7 "4! the same lines as the goy-| Mag pul i : " ao ean a Bie as i bett g Q 1 } ' ] ol . more ski led. iCrMNment Hutter control a \ t } tI S i d 2g | : ‘ Mitel eheoes Laat ¢ es pow: } ed | 1 The men who are wanted are those Dutch cheese, which f y was; 7 oe a { ae 7 ' var Da fully rounded out; men who canj;'@M@eG¢ tor its excellent qua S| haste J 75 : ee nae . ont stay loradually 1 aie a ee | Cit Nc | r | : adapt themselves to more than one/Stadually lost its good repute, be-/| #2? oe i 1 are, 20 O17 Y a ae? i Pe 1 105. ‘ | ] ff; “7 . 1a] RE SSCNS % thing; whose heads can contain more|c#use the dairymen, intent only on| Ci ers pL5,000 pt to tI 1 : ry Mmialting - Tae : ‘ : vst hman who (al | produce he Gret | + lex 7 that <= 1 than a single idea. The world wants|™@king as large pronts as possible,j™@@" wh lait produce th Pst} Y know that y lave throw ‘<- we ~ " i : il 11. i j . + 1 1 n . ] men who are willing to give as much|"a@ve Served an ic EIOe | PEOGuce TOy bes et a7 5 ital into tne D : : ‘ oe a ae ic 1s 4.4 . . rotore and tyra POT ] - ah, + \ a 1 4 «| «4 as they promise and a little more;|their customers, foolishly believing)™Otors and two propeiers, th l€a|j ness Your who intellect ts i . : Wave Ge a. tanta being ha f one brea] 1e her{st \ ren ter +] who can put more into a thing than|that “the flag would cover the car-|Peing that 1f one breaks tae otl €. YOu are master of the sit 1 = they take out; who can push as weli|go, and the name Dutch cheese a til work and thus in ~ : pay \ as pull; who are willing to work hard|would sufficiently suggest the superi-|¢" Safety to the machine and its o¢ I g out in laily v e . | i ca. . vod ntc . hino Hy +c Sn Bascal th +} + 1 pet snd long hours if an emergency calls|Ority of tne article. pants. Anything whicl cal tn tna t aD] ( for it, and to do this without grum-| It was only when a great falling offjated to Se salety 1 oplanes| earning t & = : |: ' : 1 | ] .- lor A | | } | bling—men who have an eye to bet-|in the cheese trade in Holland attract-| W!!! cot to their popularity. “A BAN 3 SO t n ; Pe i : oa oa ae ie. Hat a ee ' ait Gye, +} y ter things instead of following in the }ed general attention that the Dutch|Poat on the water when its prope ) { oC things youn | ei Be : . Ss is still afloat oF ; d ! | old rut. {wholesale dealers took the matter in-|Stops 1s still afloat a1 = 3 Cal ai 0 CO ; | : oan : : a ed. eon i = thie 1 i Hh w eee Saar serra Ito their own hands, and the new de- OGurel ott than alk aeroplane Inde ry > talenurs Joing a Hig etter t } alll ° a : =t oe l cia +] "ry aia 4 + | WHICH WAY? le1sion 1S the result. SIMA’ CIPClUMmstances. [Cay tian you did t] thing yeste Pity | 4 If there is a time which tries the ———— | etting along ] hat is your ao. ae ‘ | ph ~ « q ar “« i. voce ake ~ ‘ T° n° r ¢ faith of the optimist and leads him The only way to make others good The telephone has proved a very | aim d tic no power on earth e to think that the world is growing]/is to make good ourselves. efficient aid in the detection of |can hold you back. W. E. Sweeney. MICHIGAN TRADESMAN June 22, 1910 OUR SWEET TOOTH. It Costs Us a Million Dollars Per Day. We Americans preeminently are the sugar consumers of the world. According to the Bureau of Sta- tistics at Washington our sugar bill is more than $1,000,000 a day. The average citizen of the United States eats half his weight in sugar every twelve months. According to the same Statistical Bureau at Washing- ton, “the world’s production of sug- ar has practically doubled in the last twenty years. While the United States consumed about 18 per cent. of the total world production in 1887, it assumed 22 per cent. of the greatly increased production of 1907.” You may ask, “But what about that? What if we do?’ The purpose of this article is to stimulate’ the questions which I shall try to an- swer on the basis of pointing out that the “Increased Consumption of Sugar Marks an Increased Mortali- ty from Tuberculosis.” I am not concerned with sugar as it exists naturally in milk, in most of the fruits, in vegetables and in grains. But the sugar extract—the commercial sugar extracted artificial- ly from cane, beets and corn—these have led to the alarming misuse of sugar, the truth of which inevitably must be recognized and the sooner the better. Causes Aim of Surgery. As a firm believer in “Aristotle’s Principle of Proportion,” that no ele- mental appetite or passion in itself is intrinscally bad—that only its mis- use is evil—I do not want to fall into the error of not giving credit where credit is due. Medicine and surgery have been and will be of incalculable service, else they could not exist. But their misuse has led to the well known playing with symptoms—the cutting out of cancers and tumors—only to have the disease crop out elsewhere and in other ways, or again the often- t:mes unnecessary removal of so-call- ed superfluous portions of the anat- cmy. In the future it is almost a certainty that both branches of medi- cal science will deal more with the removal of causes than with the tre- moval of the effects of diseases. As to the misuse of sugar in rela- tion to tuberculosis, I have taken up this line of investigation in such health resorts as Lucerne and Nice, in Europe, and at Denver and in Cali- fornia in our own country, and I nev- er have found a case of tuberculo- sis, either individually or among members of a family, where there was not marked intemperance in the use of alcohol, sugar or vinegar—all of them of sugar origin. No doubt there are millions of con- tributary causes for tuberculosis. Anything that lowers the vitality of man predisposes to contagion and disease. Heredity, once the hopeless explanation for tuberculosis, is better expressed thorugh inherited tenden- cies and habits of living. Now con- tagions, bad air, overcrowding in the cities, together with intemperance, are emphasized as the causes for tu- berculosis. Much Done Along Certain Lines. Working along these lines much has been accomplished against the ravag- es of tuberculosis. But we must strike more nearly at the roots of the evil in its initial causes. If indi- viduals and families are acquiring the disease constantly through intemper- ance of one kind and another, out- door living and other hygienic efforts and measures to allay contagion only mitigate the ill. It would be a great mistake to dis- parage the noble efforts at fighting this mighty plague. There is no question that the indifference regard- ing ventilation in public places must be a menace, as it not only deprives the blood of adequate purification but exposes to contagion. But there another side to this. Many persons who could have good ventilation and appreciate t thoroughly are suffering because of the internal congestion resulting from excessive use of sugar extract and are victims to chills and sensi- tive to draughts, leading them to sit in close rooms and fear the fresh air. Good air is an essential to good health. However, there is a marked relation between the quantity of (oxy- gen) air needed and the fuel (food) and rest required. is In their wild state certain animals hibernate in close caves, fasting and sleeping, yet issuing from their win- ter quarters in the spring lean but in good health. In captivity these ani- mals eat more, sleep less, having more change of air and a larger vol- ume of it—and die of tuberculosis. Legislation Against Its Use. In the Oxford lecture on “Cattle Tuberculosis,’ H. Sessions touches on the dairy, with its foircing feed such as the brewer’s malt, which is “malt sugar.” This food, he says, makes “animals more susceptible to all diseases, especially to tuberculo- sis.” Also Rockl’s statistics of the slaughter houses show that out of 201,570 bulls and steers, only 3.2 per cent. were tuberculous, while of the 178,749 cows 6.9 per cent. had acquir- ed the disease. The housing was the same, but the folrcing sugar feed of the cows accounted for over double the number among milch cows. Then the mortality among infants fed on the milk of the malt eating cows brought about legislation against the use of malt sugar in milk produc- tion. In balancing the unusual feeding and wakefulness of hibernating wild animals in captivity, an equally unus- ual quantity of fresh air is required. Oxygen enough to consume the ex- tra quantity of fuel (food) relieves the unusually clogged furnace (stom- ach) of the animal and firees it of the unconsumed carbon. Thus tu- berculosis is prevented. Yet the needless strain on the animal mech- anism, the waste of fuel and energy, de not mean that the firebox will not be burned out before its time. This relation between the food eat- en and the air necessary to consume it may explain why so many “cures” are temporalry only, and that the dis- ease returns with the taking up of old habits and the indoor life. There are frequent instances of a husband and wife using sugar extract to excess, in which the husband, leading an out- door life, is well and his wife ailing. That much fresh air will work won- ders in overcoming bad feeding is in- disputable. Old Explanations Not Enough. Yet bad air and dense populations in the cities can not explain the terri- ble increase of tuberculosis in Alas- ka. According to the report of char- ities on Alaskan conditions, “If the mortality of the race continues there will be no longer any native inhabi- tants.” Tuberculosis has been styled the great “white plague,” yet the yel- low race occupies the most densely populated portion of the globe. Cas- es of tuberculosis are found almost everywhere mortality statistics show- ing that in all civilized countries al- most one-seventh of all deaths are due to tuberculosis. Still, there is something that the white man is doing on an increasing scale to account mote fully for the alarming increase in tuberculosis. And to-day the white man is the con- sumer of sugar beyond all others. In speaking of sugar, I am speaking of it in its highly concentrated forms. The Indians used it in the form of syrups and from India sugar spiread to all the world. Dr. George Evans in his “Historical and Geographical Phthisiology” says: “On one point all authorities in India are agreed— that the disease in that country is of an extremely peirnicious type.” In the seventeenth century sugar was a luxury to the world. Later it became an article generally distribut- ed and still later in the eighteenth century it became a commodity. In that century, when food prices gen- erally rose so high, the cost of sugar remained stationary, for the reason that plantation expenses so largely were defrayed by the rum by-prod- uct. Evils of Alcohol Conceded. Evils of alcohol are pretty gener- ally conceded. Excessive use of vine- gar as a fat reducer is dangerous, and in some cases is known to lead to consumption. In some of the great sanitariums abroad vinegar is not al- lowed upon the table. But the dan- ger in sugar is that it is regarded as a.table necessity, just like salt. The present generation knows little of the history of sugar and its effect upon the system. Alcohol and vine- gar are discredited. In view of the fact that pulmonary tuberculosis is the most common form of that disease, and that fresh air treatment has helped so greatly in the treatment of tuberculosis, it is surprising that attention has not been called to that which produces car- bonic acid gas in the system to an extent taxing the lungs to throw it off. I shall not go into other and nat- ural processes which produce carbon- ic acid gas in the system. Perhaps the less the average person things about chemical analysis of foods the better, provided he preserves his nat- ural appetite by avoiding the unnat- ural alcohol, vinegars and sugars. His normal appetite is quite sufficient to select instinctively the foods neces- sary for his well being. That first effect of sugar is a false satisfying of the natural appetite, which must interfere with the proper action of the stomach. For it has been shown that the action of the gastric juices of the stomach depends upon a normal appetite. Secondarily, the result is a morbid- ly excessive appetite and a hungering fer sugars and other concentrated foods to correct the resultant acidi- tv of the sugar. Children fed sugars to excess often are deprived of the benefits of fruits, vegetables and ce- reals for the ireason that they instinc- tively prefer meats, eggs and like an- imal foods, which, when combined with sugar, do not cause fermenta- tion. The scientific Germans, upon add- ing sugar to army rations—especially as a stimulant before forced march- es—found that it caused acute gas- tric and intestinal inflammations. Systems Olrgans of Elimination. ‘Our systems, called upon with les- sening action to extract nourishment for themselves from _ predigested foods and sugar extract, are becom- ing organs of elimination. There is a disposition on the part of the stom- ach to limit its capacty to these high potential foods, and if they be per- sisted in that organ will place a fin- al safe limit upon the quantity. As it is, the kidneys are taxed, along with other organs, to throw off a con- centrated extract, which, if taken in its natural state, largely would eliminated by the digestive tracts. Bowel troubles in children are cur- ed by the omission of artificial sugar from the diet. Appendicitis has been cured by the same method. When we have reconized how injurious sugar is to the hard enamel of the teeth, it is not difficult to believe that it may undermine the less resisting portions of the anatomy. Farmers are discovering that feed- ing sugar beets to cattle is harmful to their digestive organs and are remedying the trouble by forcing these animals to take hay or other forage to counteract the effects. be Merchants If you intend to hold a July Fourth celebration in your town, communicate with me. I furnish amusements of every description for celebrations, carnivals, etc. CLAUDE RANF, Muskegon, Mich. Ginger Ale Most everybody enjoys a really fine ginger ale. Get the ‘‘Wayno’’ brand, if you want the best. Comes packed 30 bottles to a case. It’s a trade winner. Drop usa card today. WAYNO MP’G CO. Fort Wayne, Ind. bb wa 4 « 4+ ¢ June 22, 1910 MICHIGAN TRADESMAN 3 With the bottle fed baby the moth- cr makes the mistake of sweetening the milk, often to high degree. “This is likely to be harmful for babies, es- pecially when there are intestinal dis- orders, when the sweetened milk be- comes a culture ground for the germ which develops oftentimes the fatal disease.” I have known of serious in- testinal troubles, accompanied by lack of blood, cured merely by the omis- sion of sugar of milk from the modi- fied milk. The child gets enough fat from the properly modified milk and cream, When Appearances Are Deceitful. When sweetened food is used for baby and the child gains flesh, the mother mistakes that her baby is teally thriving, while the flesh and bones and constitution are not de- veloping as they should. Again, too much sugar means that the baby will have difficulty in teething; the teeth will be late in coming and when they do come they are likely to be soft and chalky and to decay quickly. With the nursing baby, too, colic in the child may be cured by omitting vinegar and sugar from the mother's diet. It is the fementing effect of ar- tificial sugar when combined with certain fruits and vegetables which leads the mother to avoid the real feods, with the result that the moth- er, the child, or both of them, are poorly nourished. Casual observers of the temporari- iy stimulating effect of artificial foods such as sugar extract may exploit them as bone and muscle makers, but to be convinced of the bad effects cf sugar extract let the person ab- stain from it for a considerable pe- ried, take it up again and note the acute disturbances which its use pro- duces in the system. I believe that the prevalence of mushy foods and the resulting starch indigestion is the initial cause of the increased demand for artificial sugar in late years. Com- plete mastication of grains and oth- et foods containing starches, eating them dry as possible, results in such a transformation of the starches in- to natural sugar as to reduce the craving for artificial sweets. No unnatural extract can continu- ally replace a natural food without unnatural results. Besides an extract means almost always an excess con- sumption and the unbalancing of nat- ural proportions in diet. The more unnatural the life we lead the great- er the necessity to learn and observe the laws of Nature. Nature never in- tended that we should find any bet- ter food than that which she supplies at first hand for all purposes. To seek it is like seeking a better light than sunlight. Susan Harding Rummler. EB Horrible Blunder. “Mr. Naggus,” said the mortified author, “I am sorry to have to tell you so, but I don’t believe you read or even glanced at that book of mine which you reviewed a few days ago.” “What makes you think I didn’t read it?” asked the literary editor. “You said it was ‘a work of striking originality.’ ” “Well ” “Well, sir,” that book is a diction- ary of quotations!” How To Secure Business During July and August. Written for the Tradesman. You have got to put on the irouse- ments to sell goods during July and August. Except in certain lines which are at this time particularly seasonable and for which hot weath- er alone creates the demand goods re- quire a little extra boosting as the hot waves dance and the dust-parti- cles sift down. If the merchant is longing for an opportunity to display his iresources, he assuredly has it during the months of July and August. The busy pe- riod of late spring and early season has yielded to the dull, hot, dusty, enervating summer season. Shoppers are resting from their shopping, un- der the impression that they have about all they need for the time be- ing. To get them to sally forth these hot days you have got to get busy. One of the strongest magnets for attracting shoppers to your store and at the same time of disposing of stock en hands, are clearance sales, Clear- ance sales are both legitimate and necessary. They are also a very pres- ent help in times of midsummer dul- ness. But a clearance sale ought nev- er to be just “trumped up,” and they ought not to be so frequent as_ to become common and_ unconvincing. To be successful they should be care- fully prepared, thoroughly advertised and aggressively pushed. Merchants in the larger cities are pretty well versed in the whole mat- ter of working and carrying through the midsummer clearance sale. Their sales are generally planned out quite a while beforehand. After stock tak- ing it is known precisely what, and how much of it, remains to be clean- ed up. If it’s a department store put- ting on the sale the heads of the va- rious departments send to the gen- eral manager a list of the goods in his department which should go into the sale, together with a description cf certain articles to be specially fea- tured. The original price is stated, and a suggestion made as to sale price. When the sale price is finally agreed upon the advertising man and window trimmer are supplied with the requisite information and _ materials, and the sale is in due time advertis- ed widely through the daily papers. One important reason why the clearance sale in the city store is generally such an immediate (and oft- en gratifying) success lies in the fact that city customers are educated up to the clearance sale principle. They expect it. Many thrifty housewives are looking forward to it and plan- ning to avail themselves of its bar- gains, while merchants in the small- er towns are frequently unsuccessful just because they have not realized that their customers need to be edu- cated to the value of sales of this character before they will give their patronage to them. The people of smaller communities need to be told why the merchant is putting on his clearance sale; how, in the ordinary course of business, odds and ends accumulate, lines are broken, discontinued, etc., and that for these and other reasons the dealer finds it to his advantage to reduce his prices, thus giving his patrons pitee. | concession of an attractive character. | Educational work of this kind is sometimes a bit tedious. You can not do it all at once. It requires | time. It will require some good| newspaper advertising to get the peo- | ple keyed up to your sale. Very fre-| quently the merchant of the smaller | tewn gets discouraged. I have ‘had them say something like this: “Oh, my clearance sale did not amount to much. My customers do not care much about sales anyway. It may/| work all right in the big cities, but | the clearance sale in the smaller com- | munity is a farce.” When a merchant | talks that way you can be sure he didn’t work up his sale to start with. Or, again, it may be he was disap-| pointed because he anticipated too| much right at the outset. In commu- nities where clearance sales are a new | thing the merchant ought to be sat-| isfied with a limited success. Sales is the only thing that can make sales | popular. The people need to get ad-| justed to them. You may conduct your sale this summer with limited results. Do not give up. There will be another July next year; and in six months you will have an opportunity | to try a January clearance sale on them. If you keep industriously at it by and by you will have them looking forward to our semi-annual clearance sales; and after a while the time may come when July and Au- gust—frequently the dullest of the entire season—will become the most interesting and successful months of | the entire year. Chas. L. Garrison. ———_---o-<@~<___ The Best of the Bargain. A conscientious Sunday school teacher had been endeavoring to im- fBress upon her pupils the ultimate triumph of goodness over beauty. At the close of a story in which she flat- tered herself that this point had been well established, she turned quired: “And now, Alice, which would you rather be, beautiful or good?” “Well,” replied Alice after a mo-| ment’s reflection, “I think I’d rather be beautiful—and repent.” confi- | dently to a 10-year-old pupil and en- The Kinds of Money We Use. There are four kinds of money in /use in the United States; gold, sil- ver, national bank-notes and govern- ment notes. Gold circulates almost wholly in the form of gold certificates, which stand for the metal deposited in the Treasury, as the trunk-check which |the railway issues against the trunk. |Gold certificates are issued in de- /nominations of ten dollars and up- | wards, Silver certificates, mainly in ones, itwos and five, hold the same relation to silver coin. It is curious to note that in the South there is a decided preference for the metallic dollar over its paper representative, and that on the Pacific coast generally, with all iclasses of people, paper money con- tinues in disfavor just as in Europe every one prefers coin to _ paper, |whether it be gold or silver. Besides these classes resting di- rectly on metals, there are two forms of paper. The issue of United States notes, commonly called “greenbacks,” 'is a fixed amount, and the notes are promises to pay in coin on demand. They were formerly of all denomina- tions, but are now almost exclusively ten-dollar bills. Of national bank-notes there are now about five hundred millions in Nearly half the Govern- ment’s bonds are held by the Treas- urer of the United States as security this circulation, which is chiefly in fives, tens aud twenties. ——_.+-<.____ Turned Away Times. “That was positively my last ap- at a club smoker,’ said Hloyster, contritely; “I’ve turned over a new leaf, my dear.” “Really?” queried his wife, skeptic- ally; “are you sure it isn’t the same old dog-eared leaf you’ve turned?” ——_>--__ The Beam In His Eye. Mrs. Galey (at musical show)—The circulation. against pearance 2? |chorus certainly lacks volume. Mr. Galey (slyly)—Why, it looks to me as if they’d average 150 pounds each easily. Flushing Township 5% Detroit, Ypsilanti, Ann 7,500 6,000 5,000 3,000 5,000 5,000 Cincinnati Water 334’s 10,000 LaPorte Gas Light Co., Municipal NEW YORK 25 Broad St. Special Bond Offerings WE OWN AND OFFER (Subject to Prior Sale) $10,000 Vienna Township 5% Road Bonds (Tax Exempt) Rapid Railway Co. 1st Mtge. 5’s Bellevue Gas Co., Bellevue, Ohio, 6’s ; Sheboygan Gas Light Co., Sheboygan, Wis. 56,000 Michigan-Pacific Lumber Co. $500, $1,000 Corporation Bonds E. B. CADWELL & COMPANY Bankers Road Bonds (Tax Exempt) Arbor & Jackson R’y Co.’s 5’s LaPorte, Ind. _ : Denominations $100, Railroad DETROIT Penobscot Bldg. TRADESMAN June 22, 1910 WAL 2 Acs os ( Spe STINT ST “ey Movements of Merchants. Owosso—John Bessinger has open- ed a cigar store here. Shelby—Solon Ward & Son have opened a bazaar store here. Springport-——M. E. Doak has en- gaged in the harness business here. Kent City—Claude Walker, cently of Ravenna, has opened a bakery here. Lansing—Albert H. Rost has open- ed a meat market at 600 East Shia- wassee street. Grand Ledge—George Granger has engaged in the cigar and sporting goods business here. Lansing—W. G. Conklin has en- gaged in the confectionery and ice cream business here. Saginaw—T. D. Madden has en- gaged in the furniture business at 225 Nevih Hamilton street. Lansing—The capital stock of the Capital Auto Co. has been increased from $10,000 to $25,000. Lapeer—Fred B. Kay will engage in the wall paper, paint and glass- ware business here July 1. Big Rapids—-Robert Blakely will remove his clothing stock to Muske- gon, where he will engage in the same business. Cassopolis — C. W. Hackney and Lewis Freer, have formed a copart- nership and will engage in the drug business here July 1. Dowagiac — Martin & Tuttle are closing out their grocery stock at Three Oaks and will engage in a sim- ilar business here July 1. Lansing—Theodore Hearst has dis- posed of his interest in the Creole Cigar Co. and the business will be continued by Smith & Spaulding. Kinde—William O. Mortimer has sold his drug stock to George O’Grady, formerly of Cheboygan, who will continue the business at the same location. Springport — Melvin Griffith has sold his interest in the implement stock of Wilson & Griffith to his partner, P. J. Wilson, who will con- tinue under his own name. Negaunee—L. Rinne has sold his stock of jewelry to Matt Macki and Aino Kaukola, who will continue the business at the same location under the style of Macki & Kaukola. Iron Mountain—The Iron Moun- tain Mercantile Co., Ltd. succeeds the Iron Mountain Co-Operative So- ciety. James W. Thompson will con- tinue as manager of the stores. Hart—Colby & Spitler, hardware and implement dealers, have merged their business into a stock company under the style of the Colby & Spit- ler Co., with an authorized capital i Se stock of $15,000, all of which has been subscribed and paid in in cash. Marquette — Conrad Christensen has retired from the firm of Beau- mont & Christensen, meat dealers, end the business will be continued at the same location by Mr. Beaumont. Kalamazoo—W,. Millard Palmer, of Grand Rapids, and J. Robert Supple will open a book and stationery store zt 140 South Burdick street July 1 under the style of the J. R. Sup- ple Co. East Jordan—A new company has been organized under the style of the W. C. Spring Drug Co. with an au- thorized capital stock of $6,000, all of which has been subscribed and paid in in cash. Benton Harbor—Chester C. Sweet has purchased the interest of his fa- ther, C. C. Sweet, in the hardware stock of C. C. & Chester C. Sweet and will continue the business under his own name. Detroit—W. H. Edgar '& Son are building a two-story office structure at Lafayette and Twelfth streets to be used as the sales office of the new- ly incorporated Isbell Bean Co. The building is of brick. Harbor Beach—C. E. Pettit has sold a half interest in his drug stock to Dr. George P. Raynale and the business will be continued at the same location*under the style of the Central Drug Store. Brookfield—Alfred Powell has sold his stock of general merchandise to Stirling & Crawford, of Eaton Rap- ids, who will continue the business at the same location under the man- agement of Alfred Starks. Saranac—R. K. Henry, who con- ducts a jewelry store here, has form- ed a copartnership with R. D. Brown and purchased the H. B. Cilley & Co.’s shoe stock and will continue the jewelry and shoe business under the style of Henry & Brown. Pellston—The Bogardus Land & Lumber Co., having completed its cut at Lakewood, has removed its gener- al stock to the location of its mill, one mile east of this place. Paul Frei- berger is manager of the store, which is one of the most completely equip- ped in the State. Adrian—A number of leading busi- ness houses of this city have been victims of swindlers .the last few days according to the facts that came to light recently. It is believed a clever gang is at work in the city. The games employed are the bogus pay check and the short change, sev- eral local merchants having been vic- timized. So far efforts of the officers have been futile. Manufacturing Matters. Detroit—The Abbott Iron ‘& Wire Works has engaged in business with jsubscribed and $10,000 paid !/an authorized capitalization of $2,500, of which $1,250 has been subscribed and paid in in cash. St. Ignace — The Jones Lumber Co.’s sawmill is running on a day and a quarter time. Detroit—The Michigan Stove Co. has increased its capital stock from $3,000,000 to $3,100,000. Detroit—The capital stock of Grant Bros.’ Foundry Co. has been increas- ed from $5,000 to $7,000. Kalamazoo—The capital stock of the Kalamazoo Lumber Co. has been increased from $16,000 to $25,000. Lansing—Stockholders in the Reo Motor Car Co. are receiving checks in accordance with the recent divi- dend of 30 per cent. The disburse- ment amounts to $600,000. Detroit—The Globe Motor Car Co. has been incorporated with an au- thorized capital stock of $50,000, of which $25,000 has been subscribed and $8,700 paid in in cash. Detroit — The Detroit Aluminum Solder Co. has been incorporated with an authorized capital stock of $2,000, of which $1,000 has been sub- scribed and $500 paid in in cash, Detroit—The Hupp-Yeates Elec- tric Car Co. thas been incorporated with an authorized capital stock of $100,000, of which $50,000 has been in in cash. Detroit — The Smith- Matthews Foundry Co. has engaged in busi- ness with an authorized capital stock of $10,000, of which $5,000 has been subscribed, $2,600 being paid in in cash and $2,400 in property. Three Rivers—The Specialty Man- ufacturing Co. has merged its busi- ness into a stock company under the same style with an authorized capi- tal stock of $17,000, all of which has been subscribed, $7,000 being paid in in cash and $10,000 in property. Goodar — The Robinson Lumber Co.’s sawmill has been idle a few days, the log supply at the mill having be- come depleted. The company is ex- tending its logging road north to- wards Mio and also to the lumbering cperations of Prescott & Co., near Rose City. The latter firm has sold all its timber to the Robinson Lum- ber Co. and is shipping the lumber on hand at the Prescott-Miller Co.’s plant, which has gone out of com- mission. The Prescott company has been lumbering in that vicinity and at Tawas City thirty years. It owns a large cattle ranch, but practically has finished its lumbering career. The head of the concern is Rev. C. H. Prescott, multi-millionaire of Cleve- land, Ohio. Detroit—Butterine, two years. old some of it, is piled in high towers in District Attorney Watson’s office in the Federal building. Neatly packed in air-tight cans and _ hermetically sealed jars, these silent but strong little witnesses are to play a leading part in the Government suit against Alonzo Hart and William C. Ten Eyck, oleomargarine manufacturers, who are charged with selling oleo under improper labels. This is the third time that Hart has been in the United States Court on charges of various kinds in connection with the manufacture of oleo. In 1906 he drew a total of $6,000 in fines from Judge Swan upon his conviction and this was thought sufficient to keep him out of the courts in the future. The present charges against Hart date from January of this year. Ten Eyck’s case. is a similar one to the present charge against Hart, and the District Attorney is of the opinion that the two men were in some way connected with each other in their business. The retaining of Thomas W. Fitzsimmons, father-in-law of Hart, to defend Ten Eyck would tend to strengthen this view. Calcite—Operations of the Michi- gan Limestone & Chemical Co., with a capital of $2,000,000, apparently are to be conducted on an_ extensive scale. The location is at what has been known as Crawford’s quarry, two miles southeast of Rogers City, on the Lake Huron shore. The com- pany has acquired 8,000 acres of land and will erect an immense stone crushing plant with a capacity of 5,000 tons daily. The town is to be called Calcite and cement and other products of the vast rock deposit are to be manufactured. The develop- ment of the water power of Ocqueoc River is one of the purposes of the company. The Detroit & Mackinac Railway will extend a branch from its main line to Calcite and Rogers City. a distance of about twelve miles. The preliminary survey is in progress. This will permit the shipping of a large quantity of lumber products out of that section of the county. The Loud & Hoeft Lumber Co. has sev- eral thousand acres of mixed timber and is operating a mill at Rogers City that has an annual capacity of 10,000,000 feet. A number of smaller saw and shingle mills operate in the vicinity. A large amount of cedar products also is produced. ——_» + ____ Will Postpone Action Until Fall. Saginaw, June 20—That the active work of organizing the proposed re- tailers’ association should be deferred until the fall season was the con- census of opinion at the meeting in the Board of Trade rooms last Thursday evening. Many of the men who are interested are planning summer vacations. Various questions of interest to retailers were discuss- ed in a general way. The regular committee was selected but no other action was taken. The Committee is as follows: Max Heavenrich, P. F. Treanor, H P. Baker, William G. Jamieson, Chas. Christensen, John Huebner, C. M. Barry, John Popp, A. L. Moeller anid Louis Schulz. The Retail Merchants’ Association in existence twelve years ago was ciscussed and the good it accomplish- ed in ridding the city of the trad- ing stamp craze and programme ad- vertising were recalled. Pure water and a union station are held to be the greatest needs of the present time. Great stress was laid cn pure water. The catalogue house business, the credit and banking law, the parcels post and other matters it is expected will be taken before the Association when it is organized. —__>-~-e___ The rage for gold defers the gold- en age. ‘«) 2 ‘ e oe & a . # - A ta , 4 Ped vv @w - & a | ) ~ ee c:: Ci 4 we el June 22, 1910 MICHIGAN TRADESMAN 5 os -~ - LZ ae Te The Produce Market. Asparagus—$1.25 per doz. bunches. Bananas—Prices range from $1 50 @2.50, acording to size. Beets—4oc per doz. bunches for new. Butter—Prices show no change and the situation in the market is practically the same as it was a week ago. A firm feeling exists for the fine makes, but conditions do not warrant any advance and dealers are not aiming in that direction. The lower grades are not moving as free- ly as the best, but there is a steady demand and so far there has been no danger of material accumulation. The local consumptive trade is tak- ing considerable butter, but the ma- jority of the buyers want fancy but- ter. Speculators would take more storage butter if it was to be had, but as long as no serious shortage threatens, they are satisfied to take what they can get. There has been no relief, as yet, from the drought in the Northwest, and reports of burned pastures are growing more numerous. Local handlers quote creamery at 28c for tubs and 28%c for prints; dairy ranges from 18@19c for packing stock to 21@z22c for No. 1. Cocoanuts—6oc per doz. or $1 per sack. Cabbage—Tennessee, $1 per craie;) I ouisville, $1.25 per crate; Baltimore, | $1.50 per crate. Cantaloups—California stock mands $2.25 for 54s and $3.25 for 45s. Cauliflower—$1.25 per doz. for Cal- ifornia. Carrots—New per bu. box. Celery—California, stalks, Eggs —- Receipts continue liberal and the quality is good, considering the season. The market is steady at the same price quoted a week ago, the consumptive demand being about normal for the season. Speculation is also taking a fair quantity at pre- ailing prices. The market seems un- likely to change radically in the near iuture. Local dealers are paying 18¢ fo. b. shipping point, holding can- dled at 20@2tIc. Green Peppers—$2.75 per 6 basket crate for Florida Honey—t15c per th. for white clov- er and 12c for dark. from Texas, $1.50 per doz. Lemons—The hot weather has pro-| duced the usual June advance in price, | which is nearly double what it was) a week ago. Messinas bring $7 and | Californias $7.50 per box. Lettuce—Hothouse leaf, toc per tb.; head, Southern stock, $1.25 per'| box. Onions—Texas Bermudas command -3|ceipts have been light, com- | $1.25 | ———— = $2 per crate for yellow and $2.15 for white; home grown green, 1I5c per doz. bunches. Oranges—Late Valencias are quot- ed as follows: 96s and 288s, $4; 126s and 250s, $4.25; 150s, $4.50; 176s, 200s and 216s, $4.75. Mediterranean Sweets are as follows: 96s, $3; 150s, $3.75; 176s, 200s and 216s, $4; 250s and 288s, $3; 300s and 324s, $2.75. : Peaches—California Elbertas, per 4 basket crate. Pieplant—7s5c for 4o tb. box. Pineapples—Cuban are firm at $2.75 for 30s; $2.40 for 36s; $2.35 for 42s. Plants—7oc per box for cabbage and tomatoes; 85c per box for pep- pers. Pop Corn—goc pri du. 34%4@3%c per tb. for shelled. Potatoes—Virginia stock commands $2.65 for No. 1 white and $1.15 per bu. for red. Rains in Virginia have hindered shipments and _ offerings from there will be moderate for the next few days. The market had a better tone to-day than at any time during the week, but prices were with- out change. A _ reduction of 3c in prices of old potatoes was the only change made in that market during | the week, and business has been char- jacterized by extreme dullness. Re- but offerings lare more than ample, and the con- tinued hot weather make _ holders anxious to sell. Poultry—Local dealers pay 15c for fowls; 16c for springs; for old roosters; 15c for ducks; and 16c for turkeys. Radishes—15c for long and toc for round. $1.25 for ear: Toc | 12c for geese Strawberries—Home grown stock commands $1.50 per 16 qt. case. The local crop is fine in quality and large in size, but the hot weather is short- ening the marketing period very ma- terially. Spinach- grown. Tomatoes—Are in excellent demand and, in consequence, prices rule firm. This particular variety of vegetable is one of the most popular, in fact, the most popular, in the entire list at the present time, and has held this atten- tion since early spring. The bulk of the tomatoes are coming from Texas now and nearly all of them are of |good quality. Four basket crates fetch i$t.25. Veal—Dealers pay 5@6c for poor iand thin; 6@7c for fair to good; 8@ 65¢ bu. for home per loc for good white kidney; toc for fancy. | Wax Beans—$1.35 for two-thirds ‘bu. box, —— ses It’s a case of long suffering when a giraffee has a sore throat. The Grocery Market. Tea—Spot teas show no change for the week and no developments of any character. The markets on this side are given somewhat added firm- ness by the fact, as reported, that the markets for new teas on the other side have opened higher. Coffee—The crop of Santos is re- ported to be very small and to be ripening very unevenly, which is said to cause a very bad roast. If this is true, the old crop Santos is sure to advance. The demand is very good on most grades, but selections are very poor and are causing the whole- saler some trouble in matching grades that were bought some time ago. Canned Goods—The entire line of canned vegetables is very much stronger than some time ago. Toma- toes have shown an advance and are still very firm both for future and spot goods. The cause of futures go- ing higher is said to be the large amount of fresh fruit being consum- ed this season, which brings much better prices than can be _ obtained by canning, and the weather has fresh during warm. shipping of more fruit to other markets than other seasons when it was Corn reports are still very unfavora- ble and from the present situation higher prices are looked for by near- ly everyone, as the spot market is so nearly cleaned up and the new crop is said to be very short. The mar- ket on canned fruits is about the same as last week, but the demand is not as heavy as some time ago, as fruits are supplying the demand to some extent. Baltimore gallon apples in the Eastern markets have advanc- ed soc per dozen since the first of May. The packers of berries in Bal- timore have had to pay a high figure for all the berries this year, as the weather has been so cool this season they could be shipped nearly any dis- ance and arrive in good shape and sell-for much more than the packers could afford to pay. Dried Fruits—Apricots change but very light demand. dull at ruling are quiet and steady. Other dried fruits are dull. Spot prunes show no change from last week anda favored the green show no Rais- prices. Cur- ins are rants light demand. Future prunes still maintain their high basis—around 12 4c basis coast—but the demand is small, as the trade believes prices should and will be lower. Peaches are unchanged and quiet, both spot and future, Syrups and Molasses—Glucose is without change. f The same is true 9 compound syrups. The latter is in fair demand for che season. Sugar syrup is unchanged and wanted. Mo- lasses quiet and unchanged, Rice—The demand is very good from both city and country retail- Southern crop reports say that the growing crop is much_ smaller than last year and low grades that some time ago could not find a mar- ket at all are being taken quite free- ly now. The supply of rice in this market is not large and those that are restocking find it quite difficult buy at prices that are considered right. Cheese—The market Crs. rules steady and unchanged. The make is a little iarger than a year ago and prices are 1uling 1o per cent. higher. The qual- ity of the present receipts is very fine, as is usual for the season. Tobaccos—The trade is somewhat demoralized, owing to the new tariff law, which increases the tax on man- ufactured tobacco from 6 to 8 cents per pound on July 1. Provisions—-Stocks of hams, bel- lies and bacon are still small and the situation is firm. Both pure and com- pound lard are steady and unchang- ed, with only a fair demand. Stocks ef pure lard are light, but compound is more abundant. Barrel pork, dried beef and canned meats are steady and unchanged, with only a fair trade. Fish—Cod, hake and haddock have been in rather unusually good de- mand and the price is firmer. Do- mestic sardines show no_ change whatever and a light demand. Im- ported sardines are quiet and easy. Future Columbia River salmon has suld fairly well on the opening basis announced last week, which is siderably last year. mon is scarce and con- Spot sal- Mackere? some additional weakness week, due to increased the prospect of - still increases. New will Norway in a_ few above firm. shown the and has during supplies further mackerel be along from and new fish ing from Ireland The weeks, are already com and our own shores. demand for mackerel is only fair. >. __ The Drug Market. Opium—lIs slightly lower. Morphine—Is unchanged, Quinine—-Is steady. Glycerin—Is vancing. Menthot—Is Balsam Fir—Oregon has advanced Tonka Beans—Are higher. Asafoetida—Is very advancing. Short very firm and_ ad- higher. Gum firm and Leaves—Have_ ad- tending higher. higher. Balsam Fir — — Has de- Buchu vanced and are Ipecac Root—Is Canada clined. Cubeb Berries—Have advanced. Oil Neroli—Has advanced and is tending higher. Oil Cubebs count of Uva Continues high on ac- price berries. Ursi Leaves—Have Snyder & Fi tor advanced. furniture manu- facturers, have merged their busi- into a stock company under the style of the Snyder & Fuller Furni- ture Manufacturing Co., with an au- thorized capital stock of $10,000, of which $5,100 has been subscribed and $3,000 paid in in property. > + -e The White Fixture Co. has been incorporated with an authorized capi- tal stock of $5,000, of which $3,510 has been subscribed, $205 being paid in in cash and $3,300 in property. iller, ness —_—_e-->—___ The Criswell Keppler Co. has changed its name to the Criswell Furniture Co. —_—__»~-.—__—_ When the church goes into the the side shows soon swallow up the main tent. circus business MICHIGAN TRADESMAN June 22, 1910 INDIANA ITEMS. Business News From the Hoosier State. Ft. Wayne—The new drug store of the Meyer Brothers’ Co, on Broadway, near Taylor street, was formally thrown open to the public to-day. It is a handsome and thor- oughly modern retail drug store, the fourth link in the local chain of the Meyer Brothers’ Co., and will be in charge of Otto Gotch and Curtis Brown. Evansville—The Big Six Chair Co. has been organized here and will erect a modern chair factory on the West Side. The building alone cost $30,- ooo. Benjamin Bosse, one of the leading furniture manufacturers of the city, is interested in the new fac- tory. Greenfield The Webb-Gordon Furniture Manufacturing Co.’s_ fac- tory here was destroyed by fire June 17, causing a loss estimated by the company at $15,000, and adjoining dwellings owned by James Trees and A. F. Hooten were damaged to the extent of $1,000 by water. The cause cf the fire is not known. The plant was running full time and manufac- tured high-grade Morris chairs. In- surance amounting to $8,000 was car- ried on the factory. Muncie—Local canning companies have begun to can peas and will oper- ate their plants night and day un- til the season ends. The companies say that there is an unusually good yield in Eastern Indiana, from which the local supply is drawn. In spite of the unfavorable early season can- ners say that there will likely be a good crop of tomatoes. Evansville—At the suggestion of commission dealers in this city a poultry car has been placed on the Evansville & Rockport traction line and will be run from Rockport to this city each Saturday to carry noth- ing but poultry and eggs. Goshen—The Chicago-Detroit Bag Co. thas been incorporated for $r100,- ooo, with J. H. McBride, George D. Adams, Gustav E. Kappler and H. H. Campbell, all of Cleveland, O., as in- corporators and will expend the en- tire capital stock in rebuilding the fermer plant of the Cosmo Butter- milk Soap Co. here, for which $20,- 000 was paid, and equipping it for the new industry. Citizens subscrib- ed $10,000 to defray the cost of build- ing a Lake Shore switch into the plant. Bluffton—Markley & Son, grocers, have purchased the Litchenberger building on West Market street and will move their grocery stock into the ground floor as soon as shelving and fixtures can be installed. The building was the property of Mrs. John Litchenberger and her daugh- ter, Mrs. Mary Wilhelm, and was last occupied by the Litchenberger bowl- ing alley. The purchase price was about $7,000. Kendallville—F. J. Weaver has en- gaged in the grocery business at 510 North Main street. Berne—Samuel Wittwer has pur- chased the interests of Aeschliman Bros. in the produce business and will continue it at the same _loca- tion. ——_+~- + ___ Got First Glimpse of New Indianap- olis Spirit. Indianapolis, June 17—The visiting merchants have returned to their homes, and the Indanapolis Trade Association has moved back into its regular offices in the Board of Trade building. By the time last night’s concert and smoker on the Maenner- chor roof garden was over every- body was tired but satisfied. That the three days which Indianapolis manufacturers, jobbers and financial institutions gave to entertainig the retail merchants from out of the city will have a wide influence in bringing trade to the Indianapolis wholesale market is the unanimous belief of the Trade Association offi- cers. Charles A. Bookwalter voiced the thought of the officers when he said to the visitors at the concert that a rew spirit has taken possession of the Indianapolis business men and that the trade extension trip and the entertainment for buyers are merely the beginning of a continuous cam- paign for getting acquainted with the merchants throughout Indiana and adjoining states. “When we issued this invitation to you gentlemen to come to Indianapo- lis this week,’ said Mr. Bookwalter, “we did not know that you intended ‘o accept it unanimously, but we are deeply grateful to you for having come, and we believe that during these three days we have proved to you that we meant just what we said when we invited you.” Secretary W. J. Dobyns said that tickets to the several entertainments had been issued to at least seven thousand individuals on orders of the members of the Association. The heads of a number of the big business houses have already expressed their approval of this first buyers’ enter- tainment. The purpose of the event was to bring Indianapolis patrons of this wholesale and manufacturing market, or those who ought to be patrons, in order that the seller and the buyer might come into personal touch. That the number of retail merchants who came to the city was far in excess of the estimates is ac- cepted by the management as_ evi- dence of the success of the effort. The business houses in South Merid- ian street have been thronged for three days and visitors were _ still calling at some of them this morn- ing. The concert and smoker proved a fitting climax for the special events of the week. The night was ideal for an open air entertainment, such as that planned for the roof garden on the Maennerchor building. Although the garden is spacious it was not large enough to accommodate all the Indianapolis business men and their guests who desired to sit at the ta- bles in the moonlight. Many stood wp while others found accommoda- tions in the kneipe below. Harry T. Hearsey, chairman of the Entertainment Committee, kept a large force of waiters on the jump serving cigars and refreshments, and when their highest speed failed to keep up with the demand he impress- ed a number of the members of his Committee into service and, with load- ' ed trays held high overhead some of the pillars of South Meridian street developed into first-class waiters. During the evening a concert was given by Beiser’s orchestra and in- strumental solos were played by Har- ry Shepard, violinist, and Hayden Shepard, cornetist, accompanied by their sister, Miss Helen Shepard. Their reception was most cordial, each being required to answer to sev- eral encores. The male quartette of the Maennerchor Society, under the direction of Rudolf Heyne, sang sev- eral selections and Harry Murbarger entertained the crowd with a reading and several funny stories. Later in the evening several other local men were pulled out of the audience and related stories. It was almost mid- night before the last of the visitors left the garden. —__---—____ Plan More Trade Trips. Indianapolis, June 19—Scarcely had the Indianapolis Trade Association settled itself after the strenuous three days’ entertainment of buyers last week than the members began planning for future events. It is the pian now to conduct another trade extension trip about the middle of the summer and to hold another buy- ers’ entertainment early in the fall. Some consideration to the next Trade Extension trip will be given by the Trade Extension Division at its meeting Tuesday noon. No details have been worked out, but it has been suggested that a plan might be formulated for several one-day trips over interurban lines. If this scheme should be worked the Indianapolis men would return home each night and start out again the following morning. Another trip on the steam roads is contemplated, when an ex- cursion will be run into Southern In- diana and Illinois. The exact time for this trip has not been decided. W. J. Dobyns, Secretary, yesterday began the big task of sorting the coupons which were used as admis- sion tickets at the several entertain- ments, and which must be charged to the members of the Association who issued them. There are thou- sands of these coupons and it will require several days to complete this work, The visitors’ cards show that re- tail merchants were in Indianapolis from almost every town in Indiana and from a number of places in Mich- igan, Ohio, Illinois and Kentucky. Several men registered from Penn- sylvania and two of the visitors were from New Orleans. The head of one of the wholesale houses said yester- day that one of the visitors at his store has been a customer of his house for twenty-seven years, but had never before been in Indianapolis. The cpportunity to gotothe top of the monument on free tickets was ac- cepted by 697 visitors. The coupon book contained a number of short statements about Indianapolis as a market place and the books were suf- ficiently attractive to induce many holders to carry them home. On one gf the coupons was this: “Dependa- ble merchandise; result, customers pleased with Indianapolis market.” on Conditions in Grocery Stores Gener- ally Good. Indianapolis, June 21 — Sanitary conditions in food producing and dis- tiibuting establishments) in Indiana which were inspected during the month of May by the Inspectors of the State Board of Health were such as to call forth strong condemnation from H. E. Barnard, State Food and Drug Commissioner, in the _ report which he has written for publication in the next monthly bulletin of the State Board. Conditions were espe- cially bad in dairies, hotels, restau- rants and bake shops. During the month, the report, Inspectors visited 1,127 places. Only thirty-one of this num- ber were classed as being in excel- lent condition. There were 659 good, 354 fair, sixty-four poor and nineteen bad. Twenty-five dairies were in- spected and eleven were classed as according to bad, one poor, eight fair and five good. Of the dairies Mr. Barnard Says: “This unsatisfactory showing is de- plorable. During the month when the inspections were made the cows were on grass, and sanitary conditions at the dairies should have been at their best. Sixteen of the dairies were con- demned. Six were so. unsatisfactory that they were closed.” Conditions in grocery stores were generally good. Meat markets also were in a satisfactory condition. Only two of the 150 hotels inspected were classed as excellent. Sixty-five were good, sixty-nine fair, thirteen poor and one bad. The Inspectors visited 140 bakeries and confectioneries, Sev- en bakeries were condemned because cf unsanitary conditions and two were ordered closed. Drug store con- ditions were good. During the month _ thirty-seven condemnation notices were sent to owners of food producing or distrib- uting establishments, because of un- sanitary conditions. Six dairymen in the State were convicted of operating unsanitary dairies, but the court at Evansville acquitted six dairymen who were arrested on charges of sell- ing dirty milk. Five grocers at In- diana Harbor, who sold oleomargar- ine for butter, were fined. Six drug- gists were convicted of selling illegal drugs. A packing house was fined for hauling uncovered meat through the streets at Indiana Harbor. Oth- er convictions reported for the month were for selling ice cream below standard, lard which contained beef fat, cider which contained benzoate and dirty cream. —_»~+~<___ After-Dinner Walks. The tramp was Boluug the mea: provided by the kind-hearted house- wife. sodium I think you’d greatly improve your health if you practiced Fetcherism,” commented the lady, good-naturedly. “aint necessary, Ma’am,” said the tramp, between mouthfuls; “you see, T keeps me appetite so healthy prac- tisin’ Westonism.” 7 a | r 4 c We ~ ing > — oe ‘ i & i «i e 7 — « ~*e a ~ a ~ - | a <> a r 4 / er «iQ « te ¥ - < ~ @ ie os iv] — a - » r @ x ~ ~~ - ae 4 > w . ‘e < ~ € a) e poy Sad 7 ~ ~« _ < yt * we wy UF 1 * ~ << & 4 w e - Wits 7. \ 4 L& @ June 22, 1910 MEAT MAN’S PARADISE. Methods Which Will Make It Lonely One. Written for the Tradesman. It doesn’t take much to puff up a man with a little soul. Give one of those little, narrow intellects the only delivery wagon, or the only wheel- barrow, or the only anything in ur- gent demand in town, from a collar button to a pound of round beefsteak, and he’ll make a holy show of his self-importance and bogus dignity. Just now meat conditions are try- ing out the souls of the men engaged in the meat trade. You can tell that meat is high and scarce by just go- ing into some of the shops and look- ing on. You don’t have to ask a ques- tion at all of them. Just look on and observe the cool impudence of the man behind the counter. In some instances the courteous dealer of yesterday has become the take-it-or-leave-it egotist of to-day. This attitude on the part of a few dealers has done fully as much to take people of meat diet as shave high prices. The little mean intellect, the mean little bossism, sticks out and disgusts customers. While the shoe man, the clothier, the grocer, the dry goods man, are still obliged to exeircise their persua- sive powers with hesitating custom- ers, some meat men stand by their Blocks) in all’ the glory of a) little krain having a sure grip on the pub- lic. There meat dealers who are just as courteous and reasonable with their patrons as they ever. were. These are in the majority, but three dealers who put on dog over their customers because they think they an do so with impunity will soil the reputation for honesty and courtesy of many a considerate merchant. The wrong-headed butchers are now living in a meat paradise. They can sell all the goods they can get and at plirices bringing a profit. They can dictate to their best buyers. If one customer leaves because of scant ceurtesy, what of it? There will be plenty of others to buy. And they are right. Under present conditions there will be others to buy, but in time their meat paradise will become a lonely one, for to lose two or three itegular customers a day for a year means a losing business in the end. The present rage in the popular heart against the meat business is to frequently directed against the re- tailer rather than the packer. The dealers have all they can do to keep in touch with the public without put- ting on dog. Half the people who quit buying meat do so because of some mean little act on the part of their butcher, and not because meat costs a few cents a meal more than it used to. In other words, because a few dealers, who ought to know bet- ter, are getting chesty. There are men like Merlin to take into account. Perhaps you do not know Merlin! He is a moneymaking man. His name is good at the ’Steenth National Bank. He has an automo- bile with yellow wheels. His daugh- ter is thinking of working him for a trip to Paree next summer, If she are MICHIGAN TRADESMAN could only get to Paree she might become a comic opera star. Anyway, that is what the man who is giving her lessons at $5 per throw tells her. Merlin was for a long time about the only meat dealer in the town he favors with his presence. He has a lot of the trade now and he knows where he gets his money from. Or, he did know until he forgot because of his new importance. He accumu- lated his dimes out of the pockets of the poor. For years he made a cent on every meal his wash woman ate. He made three cents twice a day off the round steak the mechanic bought. He acquired five cents every time Lan Colby consumed a porterhouse at the restaurant. That is the way he got his money. Tt is easy to see where he will drop his money, for he is one of the men who are putting the meat trade on the hummer. He is playing the take-it-or-leave-it game to a stand- still. It is only a question of time with him. He will be as lonely in his meat pairadise as Taft will be in his perfectly ladylike administration after Cannon, and Aldrich, and Bur- rows, and Crane, and the others are knocked out. However, Merlin has one. asset which may pull him through—which may in time knock some sense into his head. This asset is Mary Janette Merlin, his wife. When the shop is crowded Mary Janette dirops in and acts as cashier. The Merlins live in a fine house on the avenue, but she is not above rustling the coin now and then. In fact, she would rather be pounding the cash register than the characters of her friends at pink teas. This asset may Merlin. Let us hope so, for he is a pretty gcod fellow, only the top of his head ought to be shaved down about one inch. Mairy Janette chanced to be con- cealed behind the cash register when Goss, the blacksmith, came in to buy a slice of ham for breakfast. Goss does not dress for the stoige when he goes out into the city, but he could Save if he wanted to. He has manicured the feet of horses until the Cashier of the ’Steenth National Bank speaks to him right before people the Street. When Goss entered the meat shop Merlin was behind the marble slab looking as if he was fit for a yacht on the deep blue sea. He grunted when Goss entered, for Goss had contribut- ed about ten cents a day to Merlin’s to-the-good wad for a long time. “Good morning!” said Goss. “H’ ar’ ya?” grunted Merlin. “Good morning, Mr. Goss!’ the asset at the cash register. “What sort of a slice of ham can IT get?” asked Goss. Merlin grunted again and pointed to the block to the north of the cut sausages. “Off there!” That was all. “Just off there!’ “Off there” wasn’t any good. It was a ham shank, stringy and about three inches in diameter. It looked like one of the bones you put into 2 kettle with cabbage and things to make one of those dishes your moth- er used to dish up. on said Goss scowled and shook his head. “That won’t answer,” he said. “I want a large slice; cut it thick.” . Goss stood looking over the shop for something better. Merlin stood looking out of the open doorway, about three thousand miles beyond his customer’s head, in- to the misty sky. “Dig up something fine!” said Goss, smiling in the direction of the cash register. “Something special.” “That's all I’ve got except an out- side piece.” There was no compromise in the butcher’s voice. He wanted the lacksmith to buy a couple of cuts off that shank. Goss, looking about the place, saw a peach of a ham hanging on a hook on the back wall. He thought that was it. “Let me see your outside piece,” he | said. Merlin took down a measly little picnic ham about as large as a two- | quart tin pail and began trimming off | it had been | of honest | the creosote with which painted in lieu of cld hickory smoke. “Wait, said Goss. “Where are you looking for my outside piece?” Merlin slapped the picnic ham with the flat of his knife. “Right off here,’ he said. “Not for mine,” said the blacksmith. Merlin hung a bath up the picnic ham and looked again into the misty sky. “Plats all Vve got.” He snarled the words. “Took here,” Goss, with niliarity of long acquaintance, ou the fa- “aren't you never going to sell any more ham until some that shank pays 25 cents a pound for that dark brown taste you were hewing off that baby shoulder?” “Got to clean up!” grunted Merlin. “You've got to take the cuts as they come. That’s the way I dc : “You won’t do business with me in “When I buy remnants at a shoe sale, or a dry said one buys or o business. that way!” stormed Goss. coods sale, or a clothing sale, I pay remnant prices, and not. gilt-edge prices for leavings. Meat may be scarce and high, but I’m going to buy tust what I want or I won’t buy at all. What are you saving that big | ham for?” “T’ll cut that when these are gone.’ “Then you won’t fill an order from it now?” “No, sir: not now.” 7 I do not just recall what Goss call- ed Merlin. If Mary Janette hadn’t been there it might have ended in a ifight. Anyway, Goss went out of the shop never to come back, and Merlin is forever out ten cents a day on him, which is something over $30 a year. After Goss went out Mary Janette stepped out from behind the register. cash “T want that shank for a stew,” she isaid, “and I'll take that shoulder home and boil it.” “There are cheaper meats,” suggest- Merlin. “Cheaper!” said Mary Janette. should say so. This old shank has cost $3 in trade since I have been here. Half a dozen people have | looked here and asked for ham jand gone out because you didn’t have a decent cut. Now try to run jin an old shoulder! You might have lhad that nice ham all this ltime. Now, some other butcher has the profit in his till and you’ve lost money and customers.” ed er you in you sold by “Who’s running this business?” |manded Merlin. de “A man who doesn’t know how,’ |was the reply. “You get that large ham down here and cut it. Don’t ;send any more customers off angry when you’ve got meat to sell. If you can’t dispose of your shanks bring "em home and sell picnic hams to boil.” I don’t know whether Merlin obey- ed Mary Janette or not. He had need to So have others. You'll see ' + bu cn- ers making customers mad every day trying to un in remnants. But, then, as it takes a small th 7 1 tle soul chesty. as remarked before VAS ICIIAIRK DCO ’ ing to make a lit 1 : Sometimes the know edge that what he has for sale is scarce and in demand will do it. He doesn’t figure that conditions will ~hange. It is a sure thing that some cf the readers of the Tradesman have come upon men just like Merlin since the robbers at the _ packing 'houses have seen fit to ask a couple of millions a year more for their serv ices. But the butcher’s paradise will on 1¢ 2 le esome one Alfred B. Tozer. — ae ip The pessimists are the people who analyze the game, but never get in- to it. ated eek. No man was ever vet led into truth iby shaking a fist at him WorDEN GROCER COMPANY The Prompt Shippers Grand Rapids, Mich. MICHIGAN TRADESMAN June 22, 1910 DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Corner Ionia and Louis Streets, Grand Rapids, Mich. Subscription Price. co dollars per year, payable in ad- "rive dollars for three years, payable in advance. Canadian subscriptions, $8.04 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, Entered at the Grand Rapids as Second Class tter. E. A. STOW, Editor. June 22, 1910 Postoffice BEGIN AT THE BEGINNING. It is as necessary for a man to be- gin at the beginning of his business as in the elements of our language in learning to read. While the word method may seem to have crowded out the alphabet, it has not really done so; the child reaches the same results without being compelled to master the drudgery. We may not all of us have commenced as errand or office boys, yet the essentials of this duty must be clear-cut in our minds in order to direct the various departments successfully. In the large establishment the man who can, if necessary, step into the du- ties of any of his employes is the one who is most prosperous. In this day of specialization the feat is more difficult, yet just as es- sential. While the part of the head man is more general, the details of the various departments must not be allowed to escape his attention. He may not be able to match the various shades of silk with an exactness on which his best clerk prides himselt, yet he must know colors. If not an expert along every line he must be able to recognize the difference be- tween the work of the expert andthe novice. This is a part of his equipment as a director. Those below will quick- ly discern the extent of his knowl- edge, and while not all of them will consciously lessen their ardor or zeal, because of a discovered weakness of the proprietor at some point, it is cer- tain that they will redouble their ef- forts when aware that he is able to follow them at every step; to judge of their work in every stage; to read their motives and abilities even bet- ter than they can do it themselves; to take their places in case of a tem- porary vacancy. It renders him more independent, better able to assert and maintain his position. HOME INVESTMENTS. Recent developments of Uncle Sam with a wireless telegraph company seem to indicate that many people have got stung and that the injury is as wide-spread as extensive. While one may be pardoned for being so duped in a well managed scheme, con- doled for this breach of confidence in an effort seemingly to promote the interests of one of the most import- ant of recent scientific discoveries, there is still in the deception and de- feat a lesson which 1 may be well to consider. People are, as a rule, too willing to listen to the high sounding tales of strangers. We are prone to be- lieve the pleasant thiugs and to pass in doubt those not quite so attractive. There are many opportunities for in- vestment at home. Some of them promise less. Yet they are safe and would bring in at least zood interest on the investment. It would then be under our own eye, and any fluctua- tions or loss of material would be more readily noted. Some of the leaders would be people the character of which has been proved. Others would hesitate to do in their own locality the things which they might be guilty of when dealing with strang- ers. Every development of home wealth brings that much more advantage to our own town. Its influence reacts upon trade. We may not get so much out of the investment as a piece of business, but we do get it back in added prosperity to the community. There is a personal satisfaction in aiding the home industries. It makes us feel better toward ourselves as well as making the community feel better toward us. While building up our own personal affairs there is an immense reward in building up our town. Had those who invested in this concern which Uncle Sam now denounces put thei: ismoney into a home industry, many vchousands of dollars would have veen added to local wealth and some personal hu- miliation saved. FAITH IN SELF. Next to a faith in a Higher Power the faith in self moulds our suc- cess. “They can who think they can,” is a German sentiment readily translated into our own _ practice. Surely faith accomplishes all things. The sane person who believes’ in himself has grasped the greatest lev- er to success. He holds, in a meas- ure, the key to the situation. Yet if he allows this faith to relax his grasp weakens. He grows more and more weak and eventually does fail. There is much in will power, but it must be backed by sound common sense. We may have faith that we can build an airship; but if we have rever seen one and are not familiar with the laws governing their con- struction it would be most extreme folly to attempt a flight. The correct faith in self includes a fitting for the work in which we engage—a prepara- tion in every way possible for it. “We judge ourselves by what we feel capable of doing,” says some one, “while others judge us by what we have already done.” It is up to us to have a faith sufficient to push our- selves before the public. Self-con- sciousness becomes a stumbling block to advancement. We need not only to know that we can do, but we must let others know it. That our goods are snugly tucked away in boxes is not an available asset: We must get them out where others can see them, It is our self-faith which, as a rule, creates a public faith. The man who is certain he can not succeed who is certain he can not succeed very seldom accomplishes anything. There are more lookers-on who are teady to croak a halt than to whis- tle a “Go ahead.” That part of the matter must be managed by the man cn the track. Faith in yourself will instill a faith in others that you are on the right track. FOOLHARDINESS. Again we have a display at Niagara that makes the blood of those not given to the spectacular curdle. And we only wonder what such things are Gone for. Had the man who hung for fifteen minutes by his teeth on a wire across the gorge gone for some praiseworthy end the case would have been different. He might have run an equal risk for the sake of saving life or even to aid in the ac- complishment of a great engineering project, but to furnish a circus per- formance for a sensational public is the only apology that can be offer- ed. And we can scarcely more than regret that the rescuing party were put to so much trouble for so un- worthy an object. The gorge across the Niagara seems to the generai public a very poor arena for exhibi- tion purposes. Risks are necessary in this world. In fact, all life is a risk, in which cy- clones may demolish or floods over- whelm in an instant. But if the risks which men voluntarily take were eliminated they would themselves be better off and the world would be much the richer for the change in tactics. There is a great deal of this sort of display in the business world. There are legitimate risks which sometimes result disastrously; yet if they prove successes the gain is ap- preciable. They have a right to ex- ist, for the chances are that they will succeed. But there are others which seem fraught with risk, and even at the best of no special benefit to any one. The wise man looks things over before going into them. If a step is one which promises person- al, municipal or national improve- ment, all is good. But to take one’s life in one’s teeth as literally as did the actor at Niagara last week—there is in it nothing which we can extol. much that we may deplore. AT ERROR UNE Seah ROSE went EXACTNESS IN THE EXTREME. A child was highly entertained a few days ago by the maneuvers of a man who had newly assumed the duties of clerk in his son’s store. In weighing out some sugar she aver- red that he passed a spoonful back and forth a number of times in his effort to be exact. Most men would have let it go as it was and given good measure, but he was determin- ed to save every grain possible and still not gain a reputation for giv- ing short measure. Even the child of to-day realizes that time is money, especially when there is a ball game on hand and dislikes to be hindered ever so trifling a matter. Next came a call for ten cents’ worth of chocolate, and he had to make a trip clear to the rear of the store to ask his son if he ever di- vided a cake of chocolate and how There are some com- mon sense problems which should be apparent at the start. So simple a re- quest as this is scarcely worth the wasting of a lot of red tape, especial- it was done. ly at the risk of offending a patron. It gives the impression to all be- holders that you are not only close but unbusinesslike. Even if you save a trifle in goods the loss in public favor many times counterbalances this. There are many phases of the tradesman’s life which compel the taking into account of little things. He must save the bits; yet he is not called upon to brand the label of economy on every movement he makes. What if the sugar did a lit- tle overbalance, It was not worth the time spent in getting the amount to a T. Show an inclination to be gen- erous once in a while and you will gain in public confidence. The man who is always crowding the measure soon finds the crowd of customers waning, THE GROWING FARMER. There is no question but that the farmer is growing even faster than his live stock or his crops. In many parts of the country he thas. long passed the “hayseed” stage and is numbered among the foremost citi- zens physically, morally, socially and intellectually. He has not invested himself with all the red tape of so- ciety, yet he has mastered many of the principles of culture and refine- ment. His children are in the best schools and the home demands are widening out, while the increased de- mand for farm products brings a market for his stores and enables him to cater not simply to his necessi- ties, but to his desires. If he seldom attains to the stage of opulence, no other class of people more steadily hold the position of plenty. To be able to cater to the tastes of the farmer means infinitely more than a generation ago. While he prides himself on raising most of the products necessary for home con- sumption, yet he is really a good pa- tron of imported goods. Before his Own strawberries are ripe we find him combining his cream with those of the Southern fields. He no long- er expects the wool and flax from his fields to be transformed into his Own wearing apparel in the home. With his increased demands and facilities to pay for more varied stock comes through rural delivery and in- creased transportation methods a greater incentive to patronize the mail order holuses. He knows that bargains are sometimes secured. He possibly does not know that in many ‘nstances he can do as well or better at home. If we would hold his patronage we must make the same efforts that the mail order men do. We have the ad- vantage if we but use it, but it does not do to depend upon his hunting us up. We must hunt him up; if we don’t some one else will. Advertise; let him know that you have the right goods at the right prices. special love for the companies. He has no transportation ¥ ee eee ee ee ee ee ? ke =. r « » A - « r 1 ww % oa a“ v ¥ &e > & ¢ , 4 is * & » a & “<— . @ dl J ~» ae ~« - 2 + , oo a> v | ne & f a ‘~ © : » 4 y say * . va ~ » a _ <4 BY June 22, 1910 MONTHY REPORT Of the Municipal Affairs Committee of the Board of Trade. June, 1910. Sub-Chairmen’s Meeting. Since the May report was issued there ‘have been a meeting of the sub- chairmen of the Municipal Affairs Committee and meetings of several of the sub-committees. The sub-chairmen on June 3 dele- gated Samuel H. Ranck and H. E. Sargent to represent us at the Play- ground Congress in Rochester June 7-11; they authorized the Healthier City Committee to investigate the cost of the scarlet fever epidemic during the past year, so that we may know how great a burden such an epidemic is to the community; they decided to hold next fall’s Civic Re- vival just before the election at which the question of bonding the city for the creation of a park and play- ground system will be voted on, and asked Mr. Wishart to secure during his summer trip photographs and data illustrating municipal improve- ments in Europe, which have a bear- ing on our problems. Test of Home Rule Law. The Better Governed City Com- mittee met on May 17th to hear the report of its special committee of three attorneys on the best method of testing the home rule law. Their decision was to nominate one candi- date at large and one from a ward by petition, have the City Clerk refuse to accept the petitions and then take the matter to the Supreme Court on mandamus. The Common _ Counci! passed the necessary resolution the following Monady. The Grandville Avenue Improvement Association co- cperated with us, circulating peti- tions for E. A. Meves, of the twelfth ward. These petitions and two for Robert W. Irwin as candidate at large, circulated by the Municipal Af- fairs Committee, were presented to the City Clerk on May 3oth by rep- resentatives of the Committee and the Grandville Avenue Association and refused by him on the ground that the home rule law does not provide for nomination by petition. Briefs and petitions to the Supreme Court were then prepared by the three attorneys who had offered to act for the candidates without charge, and were presented to the Supreme Court by Mr. Heald. Later notice was served on City Clerk Shriver that on June 2Ist he must show. cause why he should not receive the nom- inating petitions. Conference on Smoke. The Cleaner City Committee, Wal- ter K. Plumb, chairman, held a con- ference of stack owners on June ist to consider the smoke _ nuisance. About twenty stack owners attended this conference. All except the fur- niture manufacturers were convinced hat smoke consuming devices may be operated successfully and at a sav- ig to the stack owner. Some of the furniture men said that owing to the necessity they are under of burning their sawdust and shavings it is prac- tically impossible for them to use MICHIGAN smoke consuming devices success- fully. Other furniture men_ have, however, expressed the opinion that these devices can be used tully. SHCCESS> Henry Herpolsheimer was quoted as saying that the progress already mnmade has had a marked effect in reducing the amount of damage done President Knott, of the Board of Trade, corroborated this and added that dust from uncleaned streets now does a greater amount of tc dry goods. damage to delicate fabrics than the smoke. He, however, advocated the use of drastic measures to bring the of smoke into line. Josep Taylor, of the Evening Press, and cther speakers called attention to the harm done by smoke. The most defi- nite figures in regard to saving were presented by Frederick Baxter, ofthe Baxter Company. They were mekers Laundry as follows: The Baxter Laundry Company. May 31, Igo. Comparative Power Plant Coal Rec- ords For Years of 1906 and 1908. TRADESMAN Street Lights, Etc. The More Beautiful City Commit- tee, Charles N. Remington, chair- 1an, and its divisions have held sev- eral meetings. One of these divisions has taken up the matter of improving the appearance of railroad rights of way, clearing of the refuse on va- cant property and putting buildings into trim and orderly condition. The Grand Rapids & Indiana, the Michi- 9 ground Association, the More Beau- t:ful City Committee has offered sev- en prizes aggregating $50 for the most useful vacant lot playground maintained by a neighborhood during the coming summer. Five applica- tions have already been made. Thirty of our younger business and profes- sional men have secured the use of half the block on Kent street be- tween Fairbanks and Newberry for 'gan Central and the Pere Marquette |a playground. They have raised $650 ‘have received these suggestions most |to grade and equip it and to employ | cordially and have promised to get/a supervisor during the summer. |busy immediately. The other roads,|Their intention is to put the ground | we believe, will soon follow suit. in first class condition and then tura | Another special committee jis co-|the control and the money to em- |operating with the Home Coming |Ploy a supervisor over to the Park ‘Committee in inducing merchants|Board so that it may become an in- tegral part of the city system. The name given this playground is Fun Field. It is only three or four hun- dred feet from Bissell House, which has long left the need of such an Open space, and it is probable that it will be opened on July 4th with a lalong our principal business streets | to put up window boxes which will igreatly improve the appearance of | the down town district. These boxes ;complete and placed in the windows | cost only 33% cents a running foot. | We will be glad to take any orders. Along Valley Avenue. 1906 a Hand Migie eter ....... 2, Scotch Marine me Ber ee: 150 rr eeveoned §.. 2... Full Rating Kind coal used ..... Pittsburg Lump oer ger ten $3.15 Meme Wee 1,231 attal Cost ooo... See 1908 Pits 6, Jones Stoker Style boiler ..........Scotch Marine ho P beter oe ee 150 ft. 2. developed ....... Over Rating Kind coal used ......Michigan Slack Com ocF fon 2. 2... $2.40 one O6ee 4 1,130 otal Gest aa 2703.32 Page 100s 1ol Pere coe 4. $1,175.98 rer céenl, caving ........ 30 per cent. waving Gagne ........)..) $1,369.94 Inerease an load ...... 33.6 per cent. a $1,035 Paid for in nine months. Now using West Virginia slack at about $2.95. On May 25th the More Beautiful|play festival under the auspices of City Committee held a conference/| Bissell House. oe ae } The Mothers’ Club of Buchanan street school has raised over $100 to employ a supervisor at the Garfield Play Grounds this summer. The cam- paign was started on June 1, the day after the Municipal Affairs Commit tee and the Playground Association conducted a play ground meeting in the Burton Heights Memorial church. Committee The Municipal Affairs jhas the deeds to the Richmond and | Peck property on the North Ionia [street hillside, which it will turn over | te the city as soon as the Park | Board has secured title to the Wil- {hams property. This land contains a jlittle plateau which will be converted ito a playground for small children. The Madison Board of Trade has secured the use of a large Square {piece of land in its district for a play ground, which, we understand, is to be opened with considerable cere- mony on July 4th. A small neighbor- hood play ground has just been open- ed on South College avenue; the use of a considerable tract of land near ;the market for play ground purposes has been offered by Wm. H. Ander- son and the Consumers Ice Co. and plans being made for another back of Neighborhood | House on Ninth avenue. Plans For a Saner Fourth. These play ground openings fit in with the campaign of the Safer City Committee and various patriotic as- ciations to secure a saner and more patriotic celebration of Independence Day. The special committee of five appointed at a meeting of repre- pos sentatives which called on Mayor EI- ganizations represented, was appoint- | }j, on May toth and ed to study the question thoroughly | promise to restrict the use of explo- and make a report recommending Park lands as they lie. with representatives of the Monroe, Canal and Division streets business men’s associations to consider a bet-| playground ter method of street lighting in the down town district. A. N. Spencer presented an exhaustive report illus- trated with pictures of the handsome standards used in Minneapolis, St. Paul, Des Moines, Seattle, Denver and other progressive cities. The wis- dom of following these examples was admitted and a _ special committee, composed of members of all the or- are secured his 4isives to the hours between 6a m1 certain standard and giving cost of) and midnight of July 4th, on June installation and operation. \Sth held another meeting and decid- The special Committee on Arborled to ask the Park Board and the ‘“ Day this year distributed 5,508 bush | Street Railway to provide honeysuckle and 3,805 syringa. Of|rictic music and, if possible, patriotic these 5,460 were taken by pupils in speeches at John Ball Park and Ra- the public schools, 997 by pupils in| mona on the Fourth. At the same the Roman Catholic, Holland and |time they suggested that the dis- Lutheran parochial schools, and 2,856 trict associations and neighborhoods by employes of factories. | should Organize celebrations in va- Playground Movement Spreads. |rious parts of town. The short space Play- |of time before the Fourth and the | for pat- | | In co-operation with the 10 MICHIGAN TRADESMAN June 22, 1910 plans for Home Coming Week in August rendered it impossible to or- ganize a general celebration for this year, but communications are to be sent to all the Associations which miay be interested asking them to send delegates to a meeting next fall at which definite plans will be made for the future. The following res- elution was then unanimously adopted: “Inasmuch as the dealers lay in their stocks of fireworks very soon ~ after the Fourth of July, therefore “Resolved—That we respectfully ask the Common Council to consid- er the tendency in other progressive cities to prevent the indiscriminate use of fireworks on the Fourth of July; and to frame a stringent ordi- nance for Grand Rapids based upon the experience of these cities.” Milk Contest Successful. The second annual Milk Contest, held under the auspices of the United States Department of Agriculture with the co-operation of the Grand Rapids Board of Health, the Kent County Medical Society’s Milk Com- mission and the Municipal Affairs Committee on a Healthier City, was, from the point of view of arousing general interest, considerably more successful than that of last year. About thirty-five milk dealers attend- ed the afternoon session on Friday, June 10, when Colin C. Lillie, State Dairy and Food Commissioner; Floyd W. Robison, State Analyst, and Ivan C. Weld, of the Department of Agriculture, spoke on subjects of interest and value to members of the trade. Dr. Henry E. Locher, of the Board of Health, presided at this ses- sion and Dr, L. H. Gilleland, School Examiner of the Health Department, gave the address of welcome in place of Dr. C. C. Slemons, the Health Of- ficer who had been called away to attend several smallpox cases. In the evening an audience of more than 125 attended to hear Dr. Guy L. Kiefer, Health Officer of Detroit, and Mr. Weld. Dr. Kiefer spoke on “Milk as a Conveyor of Disease,” showing clearly that it pays the indi- vidual and the community to guard against contamination. Mr. Weld’s talk. was illustrated with streopticon slides. He showed all the processes in the production of milk, brought out by “before and after” pictures, the great progress which has been made in the last few years and im- pressed upon the housekeepers the need of keeping milk clean and cool after it has been delivered by the dealer. Some of his most effective pictures were kitchen interiors show- ing half empty bottles standing on window ledges where they were ex- posed to flies and dust and heat, or dirty bottles ranged along the sink waiting for the dealer to collect them. No matter how careful the dealer may be, such carelessness on the part of the housekeeper will frustrate his efforts to provide a clean and whole- some supply. In answer to questions Mr. Weld said that milk should be kept at or below 50 degrees. The house refriger- ator seldom averages lower than 60 degrees. But the requisite tempera- ture may be secured by putting the milk bottle in a lard pail, or similar receptacle, and then filling the pail with cold water and pieces of ice, the pail, of course, to be kept in the re- frigerator. The lip of the bottle should be cleaned before the milk is foured out and the bottle should be washed as soon as it is emptied so that old milk may not dry in it and collect dirt. Mr. Weld’s Statement. The Contest this year differed in one important respect from that of last spring; samples of milk and cream were taken from the dealers’ wagons by the City Milk Inspector and his assistants. Last year the en- trants sent their samples direct to the laboratory. On its face this year’s method appears to be much the fair- er, as it seems to give each man 12 rating based upon the product which he is selling to his customers, The milkman is not supposed to know when or where his wagon will be stopped nor what bottles will be tak- en. The Inspector and his assistants had little ice boxes in their buggies, Ray es cmt lite eae C Eee 6m 1. The educational feature is largely eliminated. 2. Responsibility for the condition of the samples as they are placed be- fore the judges is divided between the dealer and the agent who col- lects them from the wagons. 3. There is considerable difficulty in collecting samples, two or three attempts sometimes being necessary. In our recent contest the judges were one day kept for three hours with nothing to do, waiting for sam- ples. As a result the scoring was not finished in time for the afternoon session on Friday. At least one deal- er who made application to enter the contest did not get in because the collectors did not find his wagon in time, 4. This plan eliminates informa- tion about the details of production of the sample examined, as it would be impessible for the producer to fill out a blank since he does not know what bottles will be taken. This makes it impossible for the judges to point out to the producer the di- Along N. Ionia St. What happens to hillsides when left to private development instead of being reserved as park lands. so the milk was kept at a low tem- perature until delivered to the judg- es. But aside from the possibility of collusion between collectors and fav- orite milkmen—of which, however, there is no suspicion so far as this contest is concerned—the method has certain drawbacks. Mr. Weld, from whom the following statement was secured, prefaced it by saying that a milk contest is like other con- tests in that it is supposed to show not the average but the best of which the contesants are capable. As in athletics, so in agricultural fairs, the entrants exert themselves to do the best they can for that one occasion. The fruit exhibited is not the aver- age of the orchards, but the best; the swine and cattle are not the average, but the finest that the farms can show. And in this lies the educa- tional value of the exhibit or the con- test, for each contestant has sought to learn the best methods in order that he may make a good showing. Mr. Weld’s points are: rect relation between certain of his metheds and the quality of his milk, Our Contest this spring was the first ever held under the auspices of the Department of Agriculture in which samples were collected from the wagons. The Federal authorities have therefore watched it with un- usual interest and it is probable that it will lead to considerable discus- sion. At the close of the Contest ‘Dr. W. H. Veenboer, who was chair- man of the Committee which repre- sented the three local organizations, suggested as a compromise that the milk dealers should drive their wag- ons directly to the laboratory, where an Inspector would take out the sam- ples. An entry blank could then be filled out showing how all the milk delivered that day had been produc- ed. This would also eliminate any chance of collusion between dealer and Inspector, would center respon- sibility for the condition of the milk upon the dealer, would solve the dif- ficulty of collecting samples and would restore to a very considerable degree at least the educational fea- ture, as the milkman would know that on a certain day all his supply would be under scrutiny. It might be, too, that on this particular day his patrons would notice an improve- ment in their supply, which would probably have interesting results. We have heard from several consumers that their milk and cream have been better during the past week. How the Contestants Scored. Last year’s contest had the effect of persuading two or three of our producers to make considerable im- provements on their farms. Others, however, have apparently not taken the lessons then learned to heart, so only five farms were entered this spring. Mr. Weld marked much more severely than did the Washington men last year, so only one of these farms scored more than 65, the low- est figure which entitles the owner to a diploma. This one farm belong to the Leavenworth brothers and it score was 69.15. The scores in the milk and crean ccntests were as follows, only thos: who scored 7o or higher being listed Milk. First Class. Scor P Copnetissens ............ gl Leavenworth Bros. ........2. go 1, WW Simmons 90 Second Class. Mt. Meare, 88 MF. Fes 87 Annadale Harm: 22000... ee 87 Pr © Midee | ie 6. . A. Partington . 4... 2. 86. Ae Bader 28, 84 V. K. Reed ee eae be wie wee cele aie s 55 Bam Peweonee 6... 84 asics Rouwhian .... 4. 84 1 Mae 83 (4 Boone 83 SF Lamereax 5... 82 Panttary Mie Co |... 3. 81 OB een oe 80 Third Class. Miler Bree se 76. or Coe 75 VE Ties 75 OO Hee 73 aueccora Groothoh ......-. =|. 72. Fee flee 71 ©. Brings & Sons 2... 70 Truman Marshall ......... 22. 70 Cream First Class. Leavenwotth Bros ......... «2... 94. . Bee ol. Mm. MeNaiars OL.; 7. W. Sitoeiens ...... eee eG 90 Second Class. Wepatse Warn .:.... 86 Lees (2s 85 MR Watson 2. 82.5 Third Class. James Towemen ...2...... 79 eeiwe Trew 2... 77 Ve ee 75 CS. Briees © Sons 2... 74 Of the thirty-eight samples of milk entered twenty-six contained less than 100,000 bacteria per cubic centi- meter. Of the twenty-two samples ef cream eleven contained less than 100,000 bacteria. Some cities now forbid the sale of milk or cream con- ‘bacteria. taining more than this number of John Thlder, Sec’y. m4 > | ken & 7 a ~ ab =, — as a a ee o> ~ 4 ~ @ — > + ¢ “> - | a + he om me & — an ¢ wy ¢ — > 7 € e % . Te ~ 4 ah a June 22, 1910 MICHIGAN TRADESMAN 11 Good Wine Needs No Bush. -Nearly every live, enterprising American city is now seeking to do two things: improve itself as a place in which to live and to work, and to attract to itself favorable attention. Some put the emphasis on the sec- ond kind of endeavor, supporting publicity clubs which spend their money in attempts to get their town’s name in outside publications. Grand Rapids has laid its emphasis on the first, seeking to make the town a good one. By so doing it has achiev- ed both purposes, for the other cities which wish to progress are on the alert to learn and tell their people of accomplishments which they should emulate. During the past year or two the work of the Municipal Affairs Com- mittee of the Board of Trade in making Grand Rapids a better town has secured for it notices, in some ses long, illustrated articles, in The ‘ utlook, the World’s Work, the Sur- y, Harper’s Weekly, The World day, The American City, Town ‘ 2velopment, Hampton’s Municipal i urnal (English) and Municipal urnal and Engineer (American), ther National magazines and in such wspapers as the Kansas City Star, Louis Star, St. Louis Republic, 2nver Rocky Mountain News, San ancisco Chronicle, Tacoma Ledger, ‘Ookane Spokesman-Review, Duluth erald and News Tribune, St. Paul oneer-Press, Minneapolis News, uth Bend Tribune and News, To- r nto World, Denver Municipal cts and many Michigan papers. From the advertiser’s point of ‘w this is publicity that could not ve been secured for many thou- - nd dollars if it could have been se- red at all, as much of it was pub- hed in papers which will not sell ace in their news columns. But »m the citizen’s point of view it s a much greater significance for it sans that Grand Rapids is doinz ings which command attention, as tness the following excerpts: Grand Rapids, Mich. fortunate y, has no great dragging civic oblems or abuses, but lest the peo- 2 should sit contentedly back and ve opportunity for abuses to hatch d grow, the Board of Trade holds nually a civic revival. Planned on e lines of religious revivals, it has similar searching way of reaching c Uo vs lividual men and making them ‘bh nk. Mr. Ihider points out how it has hrought tangible improvements to pass and greatly increased the com- munity spirit and aspirations for a nodel city on a democratic basis.— The Survey, December 25, 1900. Dear Sir—The Secretary of your Commission was kind enough to send us a copy of your preliminary report for a city plan. Our Commission contemplates doing just such a work and you could be of great assistance if you would let us have as many as twenty-five copies of your report. It is so much more comprehensive and fundamental than that of any other American city that we believe your report can be of great educational value in showing our citizens just what a report should be. Will you kindly let me hear from you at your earliest convenience? Yours truly, Allen T. Burns, General Secretary Pittsburgh Civic Commission. Dear Sir—Please accept our thanks for the copy of your monthly re- port. Your progressive spirit and practical planning are highly inter- esting and most encouraging to our Board, which is aiming to make a greater and better Dayton. Very truly yours, A. D, Wit, Greater Dayton. When, at the eleventh hour, the promised article on Los Angeles did not, for excellent reasons, appear, the editor was faced with the fact that he had no article which would entitle the seal of some city to be placed on the cover. A telegram to a citizen of one of the livest cities in this coun- try, from a civic standpoint at least, brought the promise of an article within a week, with illustrations, The promise was kept, and Grand Rapids gains the honor this month. And it is no slight honor for a city to have its seal, the emblem at once of its sovereignty and its life, carried to every corner of this broad land of ours; for no seal that has not be- hind it a story of civic awakening an‘ of determined effort to improve local conditions can ever appear upon the cover of The American City, dedi- cated as it is to civic betterment rath- er than to that city boosting which loses sight of the divine fact that a city is primarily a place to make men-—-not money, and that families are more important than factories.— The American City. _ >< —_____ New Type of the Submarine. The accidental the French submarine a short time ago, destruction of drowning its crew, reminds us that the United States government has a new style of boat which soon is to be tried out at Boston. It is a “sub- surface” torpedo boat of 12,000 pounds weight, 45 feet long, and said by its builders already to have made eighteen knots an hour, or two knots more than the requirements. The vessel has a submarine hull, attached to an unsinkable surface hull, plated to withstand the rapid fire guns that at present are trained upon the torpedo boat. This surface hull is divided into compartments that have been packed with cellulose, while the short conning tower is arm- or plated. All the enginery of the boat is suspended below the water line, and it may be builit for about $22,500. Its chief service is designed to be in coast defense, or, stripped and carried on a war vessel, it may be launched at need for work among vessels protected by fortifications on land or anchored in a field that has been mined. The new type submarine will carry about 1,000 pounds of guncotton, while twenty-five of them may be built for the price of the old submar- ine. It is interesting that the design is from the hands and brain of a Princeton graduate of the class of 1885. A Poet’s Rank. Richard Le Gallienne, the poet, was entertaining a group of magazine ed- itors at luncheon in New York. To a compliment upon his Mr. Le Gallienne said lightly: “But what is poetical fame in this age of prose? Only yesterday a schoolboy came and asked me for my fame autograph. I assented willingly. And to-day at breakfast time the boy again presented himself, ““Will you give me your auto- graph, sir?’ he said. moses. ““But,’ said I, ‘I gave you my au- tograph yesterday.’ “I swopped that and a dollar,’-he answered, ‘for the autograph of Jim Jeffries.’ ” ——_~~+ It is not much use talking of giving your heart to God when you leave orly the fag end of yourself for your family. ae -§ “@ ¢ June 22, 1910 MICHIGAN TRADESMAN 13 St. Joseph county took its name from the river running through it, and the river, in turn, was so called in honor of the patron saint of New France, who had been so designated by formal religious ceremony at Que- bec in 1624. The name given to the river by LaSalle, who first explored that vicinity in 1679, was the river of the Miamis, because of finding that tribe in the vicinity. The name seems to have been changed to St. Joseph at or about the time of the establish- ing the Jesuit mission on the river at or near the present city of Niles about. 1689. The name itself was a favorite one, several forts and missions receiving that name by the French. The census of the Territory in 1830 showed a total population within the limits of the present State of 31,639, wn increase of more than 300 _ per cent. during the decade. Wayne coun- tv led with 6,781, with Oakland sec- ond, 4,911, and Washtenaw follow- ing, 4,042, while Van Buren bravely ended the list with a total of five. Several of the counties laid out in 1829 do not appear at all in the cen- sus, although St. Joseph appears with 1,313 population. In March, 1831, all the remainder of the State south of town 13 north was laid off into twelve counties and nemed Allegan, Arenac, Clinton, Gladwin, Gratiot, Ionia, Isabella, Kent, Midland, Montcalm Oceana and Ottawa, Cass was still Governor at this time although he shortly after resigned to become Secretary of War, and H. R. Schoolcraft was a member of the Legislative Council, and his influence is seen in at least one of these names. Allegan. The meaning of this name is not entirely certain. It seems probable that it was named from the ancient Indian tribe whose name was sometimes spelled Allegans. Golden in his map accompanying his history of the Five Nations, published in 1727, shows the “Alleghens’” occupy- ing the country at the head waters of the Ohio. The opinion has been ex- pressed that the last syllable, “gan,” is the Algonquin termination mean- ing lake, but this seems very doubt- ful. Arenac. This county has had a checkered career. Laid out in 1831, in 1857 a large part was taken off and put into the newly formed Bay county, In 1859 the balance was add- ed to that county and in 1883 it was re-established with its present limits. The name manufactured by Schoolcraft in accordance with a for- mula which he developed more fully semewhat later. He analyzed Indian words, obtaining the general mean- ing, and then by combining various roots and using the proper conson- ants to give euphony he could pro- duce a large number of words of In- dian basis, which could be applied to localities as a more or less descrip- tive name. In this manner the sylla- ble ac, derived from auk or akke, which means land or earth, gives the idea of locality, and Arenac is com- pounded from the Latin arena, sand— the derived meaning of place of combat comes from the fact that such was places are sanded—and ac and there- fore means sandy place. Clinton county was named in hou- or of DeWitt Clinton, through:whose efforts the Erie canal had been built, which was of great effect upon the fortunes of Michigan, and who had died in 1828. This was not the first act by which Michigan had publicly expressed its appreciation of Govern- er Clinton’s work. In 1824 the Leg- islative Council changed to Clinton through Macomb county and enter- ing Lake St. Clair and which prior to that time had borne the name _ of Huron River. Gladwin county was named in hon- ot of Major Henry Gladwin, who was in command of the Fort at Detroit curing its memorable siege by Pon- tiac in 1763-4, and who for his gal- lant defense was promoted to Lieu- tenant-Colonel and who afterwards served with distinction upon the Brit- ish side during the Revolutionary War. Gratiot county was named _ for Charles Gratiot, who as captain and engineer built in 1814 Fort Gratiot, at the head of St. Clair River. He was born in 1788, was graduated from West Point, and from second lieuten- ant in 1806 ‘rose through intermedi- ate positions to be brevet brigadier general in 1828, his rise evidently due tc his ability, having served with dis- tinction in the War of 1812. He was Inspector of West Point Academy form 1828 to 1838 and in the latter year was dismissed from the service by the President for failing to prop- erly account for public moneys in his hands. He died in 1855. Ionia county was so named for the ancient Greek district the west shore of Asia Minor, which included a number of flourishing cities, which for several centuries were famous for their commerce, wealth, high civili- zation and social development. Isabella county either took its name from Queen Isabella of Spain, uuder whose favoring auspices Co- iumbus undertook his voyages in 1492, Or, more probably, from Isa- bella Cass, daughter of the Govern- cr, and a great social favorite. A tra- dition seems to have grown up which finds expression in Gannett’s Bulle- tin on The Origin of Certain Place Names, that this county was named from Isabella, the daughter of John M. Hurst (or Hursh), the first white child born in the county. That is clearly a mistake. The county was on laid out and named in 1831. At that time it was wholly unsettled, the western part being still within the Indian limits, the Indian title not be- ing extinguished until the Treaty of 1836. The county was not organiz- ed until 1859 and Mr. Hurst did not move into the county until 1855 Kent county was named in honor of James Kent, who was then, at the age of 68, in the height of his repu- tation as commentator and expound- er of the principles of American law. The fourth and last volume of his Commentaries, which have formed through edition after edition the bas- is of instruction for law students and the source of legal decisions to this day, was published the preceding year, 1830, and the growing terri- tory conferred honor upon itself by appropriating this name to a county destined to contain one of its largest and most flourishing cities. In the controversy over the south ‘line of the State in 1836-7 Chancellor Kent was employed by the State as coun- sel to determine whether Michigan had any rights which could be en- forced in the courts. Midland is a descriptive geographi- cal name and appropriate to the lo- cation of this county, as it is very nearly in the center of the Lower Peninsula. Montcalm. In the French and Eng- lish warfare upon this continent no person engaged in it cut a more at- tractive figure or was more calculat- ed to appeal to American sympathies in his ability, courage, devotion to duty and final unhappy end than Mar- quis deMontcalm, whose defeat and death in September, 1759, was the virtual end of the conflict, and a not- able name in the history of the con- tinent is commemorated in_ this county. Oceana county has a somewhat fanciful name given to it because of bordering upon the large fresh water sea or ocean. It had a rather pecu- liar career. As originally laid out and named it all lay south of town 12 north of the base line. In 1840 the name was an almost retained but applied to entirely different territory lying on the shore of Lake Michi- gan, but mostly north of its former north line, its former territory being ehsorbed into the counties of Kent, Newaygo and Mecosta. Ottawa county was named for the tribe of Indians who had for a long time been the most numerous in the northern and western part of the Lower Peninsul name is ea said to be trading or traders, but the more likely deriv- ation and meaning seems to be as fol- Icws: Champlain described this peo- ple as occupying the peninsula jut- ting into Georian Bay from the south The meaning of the and called them Cheveux Releves, from their method of dressing their hair. The Hurons called them An- d«tahouats, from. ondata, wood or forest, thus meaning people of the forest. Laverdiere, the accomplished editor of Champlain’s Works, says: “From the word ondatahouat is formed the word ontaouat, or Otta- wa, the name by which all the upper Algonquins were afterwaird designat- ed. In fact, all the early French maps designate and locate under the name QOntaouacs all the tribes who were subsequently known as Chippe- was, QOttawas and other . related tribes. The Iroquois name of Lake Huron was Ottawawa. In 1833 the county of Livingston was formed by taking parts of Wash- tenaw, Oakland and Shiawassee counties, and named in honor of Ed- ward Livingston, then Secretary of State, who had had an unusual ca- reer in that having been trained in New York as a lawyer under the common law, and successful, after a financial failure—through dishonesty of an employe—he transferred his ac- tivities at the age of 40 to New Or- leans, in 1804, where the civil law was in force, and made even a gireat- er success there, even framing their codes, still largely in use, and being sent to represent the State in Con- gress as Senator, and then appointed by Jackson as Secretary of State and subsequently Minister to France. 1835. The settlement of the Sagi- naw Valley had grown quite rapidly, the Government had built a road from Detroit to Saginaw, the timber wealth and the agricultural value of the section having been discovered. A settlement had been made at the present location of Flint, and in 1835, in response to demand, the county of Genesee was formed from parts of Saginaw, Lapeer and Shiawassee counties and named from the part of New York from which many of its settlers had come. The word itself is derived from the Seneca Je-nis-hi- yeh, meaning beauntiful valley. The State had taken a census in 1834 to determine whether it had the necessary population to entitle it to statehood under the act of Congrress and found a total population of 87,- 273, and again in 1837, latter date 175,908, a than I00 per cent. in three years—a striking e the conditions of that period. finding at the gain of more vidence of “booming” William L. Jenks. (Continued next week) The man with an eye only for the main chance usually gets off on the side-track of selfishness. THE NEW FLAVOR MAPLEINE Better The Crescent Mfg. Co., Seattle, Wash. Order from your jobber or The Louis Hilfer Co., Chicago, Ill. Pe AMER CHRO [60 Years | 50 Years the People’s |_ Choice. | Sawyer’s CRYSTAL See — Blue. ae ng lop Boxes. i Sawyer’s Crys- i tal Blue gives a ) beautiful tint and | restores the color | to an ete i; goods that are worn and faded. it s twice as a ae other Blues. Sawyer Crystal Blue Co. 88 Broad Street, BOSTON «- -MASS. MICHIGAN TRADESMAN June 22, 1910 — — — > ER, EGGS 4» PROVI Observations by a Gotham Egg Man. J. A. Babcock, chairman of the Egg Committee of New York Mer- cantile Exchange, H. D. Wheeler, of De Winter & Co., and F. G. Urner were appointed last week a commit- tee to wait upon the Commissioner cf Health of New York to present resolutions adopted by the Exchange urging a reconsideration of the class- ification of cracked eggs as “spot” made in a recent amendment to the sanitary code as adopted by the De- partment of Health. The new amend- mend, together with resolutions adopted by the New York Board of Health for its enforcement, was printed in our issue of June 1, and further commented on last week. The Committee waited upon Com- missioner Lederle last Friday after- noon and explained to him the fact that the traffic in broken shelled eggs was of importance, that the checks and cracked eggs coming in this class may be, and usually are of good use- ful quality, that they are not “spots” and may contain no more really “spot” eggs than most of the eggs received whole and unbroken. Dr. Lederle made it apparent by his reception of the Committee and his remarks that the Department of Health has no purpose to exact any unreasonable restrictions. He re- cuested that a brief be filed with the Department covering the points brought out by the Committee and stated that any suggestion made for modifying the recent action of the Department would be given consider- ation. There seems to be little probability that the officers of the Board of Health will take any steps to prevent the sale of good sound checked and cracked eggs; if they should do so there is still less probability that the courts would sustain a requirement that sound checks and cracks should be branded “spot eggs.” Anyway re- ceivers in this market are selling checks and checks as usual. There is a good demand for them and we bear of no prosecutions. The idea still prevails among some dealers that a permit must be obtain- ed to sell checked eggs; this is er- roneous. No permit is required by the new resolutions except from those who break out eggs for sale in liquid, frozen or desiccated form. The slump that has come in our egg market is the natural result of the maintenance of a comparatively large egg production in the early summer after a phenomenal spring production and an_ unprecedented storage accumulation at extravagant prices. The hopes of earlier storers were based upon the expectation of an early wind up of surplus produc- tion; but these hopes have not been realized at the lower prices that have prevailed in May and June—compar- ed with April cost—accumulations have been so heavy as to emphasize the belief that the later packings will be sufficient to supply all deficiency in production until very late in the fall; and of late the maintenance of comparatively cool weather and good egg quality has suggested the poOssi- bility that even the May storages might be bottled up until too late to warrant holding them with any confidence for a profit. Eggs are still coming freely and it looks as if coun- try buyers would have to get their prices down to a lower level unless they want to accumulate their pur- chases in storage at a higher cost than the rank and file of the egg trade would pay.—N. Y. Produce Re- view. nc ene What Other Michigan Cities Are Do- ing. Written for the Tradesman. New buildings will be erected on the Northern District Fair Grounds at Cadillac this summer and it is planned to make the show one of the best in the State. “Grand Traverse, the Summer Land,” is the title of an attractive booklet just issued by the Board of Trade of that city. The Welsh & Kerry planing mill at Reed City, which was destroyed by fire in March last, has been re- built and is in full operation again. About $9,000 has been pledged in support of the Commercial Associa- tion of Pontiac in its work of advanc- ing the city’s interests, and it is ex- pected to increase the amount to $10,000 this week. The Grand Trunk expects to be able to run passenger trains into Kalamazoo by July 1. Its freight house is completed and a passenger station will be built this fall. The new organization of business men Of Grand Haven will be called the Grand Haven Commercial Men’s Association. Lansing and Grand Ledge are con- siderably exercised over the electric road that is proposed between the two cities. The line will be twelve miles long and the cost of construc- tion is estimated at $200,000. It is planned ultimately to extend the road to Grand Rapids and to build another line to Charlotte and Eaton Rapids. Bay City has entered into an agree- ment with the Tittabawassee Power Co. for electricity, the city taking 500 or more kilowatts each day at eight mills a kilowatt. The com- pany will start work at once build- ing dams at Sanford and Edenville. Saginaw ‘has selected a later date for its Industrial Exposition, the time now chosen being Sept. 16-24, or co- temporaneously with Detroit’s State Fair. The Commercinal Club of Kalama- zoo will this week take up the mat- ter of interesting the railroads en- tering the city to unite in the erec- tion of a union passenger station. The Traverse City Board of Trade has issued a folder telling of the Chautauqua course that begins in that city July 27. Mt. Clemens raises an advertising fund of $12,000 each year, which is used in pushing the interests of the Bath City. A Bureau of Information thas been opened at Port Huron, in charge of Harlan Davis, instructor in physics and chemistry at the high school during the past year. The railroad and boat lines have aided in the way of supplying the Bureau with book- lets, maps and other matter relative to Port Huron and_ surrounding country, and visitors are always wel- come at headquarters. Benton Harbor seems in a fair way to solve its water supply problem by means of wells. Artesian water in ap- parently unlimited supply has been secured by sinking wells in the marsh north of Britain avenue. Hillsdale’s first Home Coming cel- ebration and the College Quinquen- nial will make things lively in that town this week. Wednesday, June 22 is the big day. Howard City’s idle factory, the former Skinner & Steenman plant, will be occupied this fall by the Booth Manufacturing Co., of Mus- kegon Heights, a wood-working con- cern employing thirty men at the start. > G. J. Johnson Cigar Co. S.C. W. El! Portana Evening. Press Exemplar These Be Our Leaders Dandelion Vegetable Butter Color A perfectly Pure Vegetable Butter Color, and one that complies with the pure food laws of every State and of the United States. Manufactured by Wells & Richardson Co. Burlington, Vt. New and Second Hand BAGS For Beans, Potatoes Grain, Flour, Feed and Other Purposes ROY BAKER Wm. Alden Smith Building Grand Rapids, Mich. i | 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 filaky—just as pala- table as they look. If you have a long- ing for something different for break- fast, luncheon or dinner. try “Wizard” Graham Gems, Muffins, Puffs, Waffles or Biscuits. AT ALL GROCERS. Wizard Graham is Made by Grand Rapids Grain & Milling Ce. L. Pred Peabody, Mgr. Grand Rapids, Michigan Moseley Bros. Both Phones 1217 Established 1876 WANTED—Fresh Laid and Fresh Gathered Eggs Strictly No. 1 Stock Wholesale Dealers and Shippers Beans, Seeds and Potatoes Office and Warehouse Second Ave. and Railroad Grand Rapids, Mich. SEEDS : We want your shipments of poultry, highest prices. Consignments of fresh eggs and dair REFERENCES~—Mearine National Bank, Papers and Hundreds of Shippers. “For Summer Planting” Millet Cow Peas Turnips Fodder Corn Beans Mangel Buckwheat _Dwarf Essex Rape Rutabaga All Orders Filled Promptly ALFRED J. BROWN SEED CO., GRAND RAPIDS, MICH. OTTAWA AND LOUIS STREETS high prices for choice fowls, chickens W. C. Rea REA & WITZIG A. J. Witzig PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. ‘‘Buffalo Means Business’’ both live and dressed. Heavy demand at » ducks and turkeys, and we can get y butter wanted at all times. Commercial Agents, Express Oompanies, Trade Established 1873 a. i y 34 a < - ~< Pr it Y << _* me . ve aa + | < - os oh “iy ob » tt & ee < hadi ©. June 22, 1910 MICHIGAN TRADESMAN 15 Paw Paw will install two sanitary drinking fountains on its streets, the same being provided by two public spirited citizens. Almond Griffen. ——_+--___ Remarkable Growth of Celery City. Kalamazoo, June 20—Believing a little data regarding the growth of our city will be of interest to your readers, I submit therewith some fig- ures showing the percentage of our growth during the last ten years. This is, we think, an example of ex- treme progress without a boom:. Increase IN popiietion .........,..2.... 55% In: freight revenues ............ 52% In Doak depots ............. 106% In assessed valuation .......... 110% In fremht tonnage ............ 88% Im MOStal receiots «2.5... ..,..; 283% in Dante clearings (2.02.2... 2. 325% investments in educational in- Stitations) 2060 ee 164% This increase in educational insti- tutions ‘has amounted to $1,200,000 in ten years. Over $4,000,000 have been invested in manufacturing interests the last sixteen months. This may not be a record state- ment, but in comparison with cities in other parts of the country we seem to be near the top. The: esti- mate for new buildings now in proc- css of construction and contemplat- ed for this year amounts to three and a half million dollars, J. D. Clement, Sec’y Commercial Club. ~~. —__ Powdering Milk By Compression. Processes for reducing milk to the form of a powder, or for compressing it into tablets, have led to an increas- ing use of milk in these forms. Pow- dered or compressed milk is not only employed for provisioning ships and for transportation to distant places, but for the use of bakers and confec- tioners. In France in one process the milk is forced, under a pressure of 250 at- mospheres, through a tube one-tenth of a millimetre in diameters, into a closed chamber heated to 167 degrees Fahrenheit by a current of warm air. The rapid expansion of the milk on entering the chamber turns it into a cloud of vapor, the water is carried off by the current of air, and the solid parts of the milk fall in powder upon the bottom. —_——_»--__ Five New Varieties of Mushroom. However the average person may look upon the wild mushroom as an edible, digestible and pleasingly flav- cred fungus, those more venture- some botanists having a record of 195 specimens from the one State of New York in 1908 seem to have been spur- red by the high cost of living into discovering five more varieties in 1909. The student of dietetics in re- cent years has slighted the mushroom as to its nutiritive value, but with the fact that a round 200 edible mush- rooms have proved out in the beef. steak combination New York may cheer up at least five points. lp No man ever deeply admired a great good without deeply detesting that which stood in its way. hidden in during is often our Heaven hardships. NEW YORK MARKET. Special Features of the Grocery and Produce Trade. Special Correspondence. New York, June 18 — Steadiness has characterized the coffee matrket all the week and the favorable tone mentioned in last week’s letter seems accentuated at this writing. This re- fers to speculative coffee. The spot article has been rather quiet, but up- on the whole the condition of affairs is satisfactory. At the close Rio No. 7 is worth in an invoice way 84@ 83gc. In store and afloat there are 2,838,039 bags of Brazil coffee, against 2,351,134 bags at the same time last year. Mild grades are selling in a moderate way, but the market is steady. Quotations on teas are well sus- tained, but there has been a lack of animation in the orders. Small quan- tities alre usually taken and the mood seems to be a waiting one. Almost all the sugar during the week has been in business done in withdrawals under previous contract. New business is still to come, and it seems to linger longer than usual. There was something of a_ spurt when prices were cut the other day and maybe the trade is stocked up for the moment and a change will set in at a time “unbeknownst.” Japan and Honduras rice are well held, but the activity which ought to characterize the market is conspicu- ous by its absence. When sales are made they consist of the smallest possible quantities and neither side seems to care whether school keeps or not. Good to prime domestic, 434@5l%c. Spices are easy. Stocks are not very large, but ample for all requiire- ments. Quotations are without ap- greciable change. Molasses moves slowly, as. might be expected. Orders are for only every-day needs and quotations show no change whatever. Canned goods are certainly reach- ing a more satisfactory condition and even tomatoes are apparently coming to their sown. The report from the up-State pea packing cen- ters indicate a very light output ow- ing to much unfavorable weather. Southern peas have been doing pret- ty well and rates are well sustain- ed. Standard 3’s tomatoes: are now well held at 67'%4c, although some claim to find all they need at 65c. Futures are quite generally held at 7oc f. o. b. factory. Weather condi- tions must improve if the corn pack amounts to much, and packers are not apparently willing to take chanc- es on futures. Other goods show lit- tle animation and quotations are piractically unchanged. Butter remains in about the same condition which ‘has prevailed for several weeks. Creamery specials aré firm at 28c; extras, 274%4@27%c firsts, 2614@2634c; factory firsts, 23%4c; imitation creamery, 24@25c. Cheese is steady, with full cream New York State held at 14%@15c. Eggs are quiet with finest stock held at 24@26c; Western fresh- oath | ered selected extras, 22c; firsts, 20@ 20%4e. —» +. Test for Fresh Eggs. a glass of water it will remain rest- ing on the bottom of the vessel; i end, and the higher the big end i raised the older is the egg. egg gets older the water contained in the white of an egg evaporates and thick end of the egg to become en- larged. the more the egg until in course of time it floats. —_—_+ +. ___ Tip For the Ambitious. Here’s a highly specialized tip to a lunch counter “on wind.” In and buying—it’s worth a thought. Why sell solid-food at holes in the food weigh nothinz cost in proportion. Start in with the specialty “swiss-on-rye”’ and work up. Make a specialty of holes in the Swiss cheese; they weigh The hole won’t “brown nicely,” but it never is underdone and never burns. | Making the hole larger, there’s danger of giving the customer If an egg is fresh, when placed in| not quite fresh it will rest with the | big end raised higher than the small | | Don’t |} | J yE As the! ; this causes the empty space at the | The larger the empty space | rises in the water, | some one who has ambition to start! this | present period of high cost of living—} table when| and | nothing at wholesale, but spread} amply between slices of bread. Have’! the baker dope the rye dough with! more yeast and get more holes in| the bread. See? There’s the present popular dough: | nut. Bore a bigger hole through it. leas | in- |digestion and he gets hungry again line t in proportion to the hole. Core it | There’s apple. |with an inch and a half auger bore, tne baked the into bake crust full of holes. In- dent edges to the limit on the edges iof the tin. after which boil up cores japple sauce; then into pies. | Punch the pie “Hole in holes in with a Get tne satisfied catery. ithe Wall” the food! Receiver of Butter, Poultry and Veal. | F. E. STROUP 7N. Ionia St. Grand Rapids, Mich. Eggs, | vX Ground @ \EA) Feeds | , None Better combination | WYKES & CoO. @RAND RAPIDS SQARIGN YOR bea GE OUR Wl AE TUNERS Vins MISSION EXCLUSIVEL EGG DIST We handle eggs almost exclusively, Supplying best trade in New York and vicinity. WE WANT large or small shipments on consignment, or will buy, your track. Write or wire. SECKEL & KIERNAN, NEW YORK RIBUTERS A. T. PEARSON PRODUCE CO. 14-16 Ottawa St., Grand Rapids, Mich. The Place to Market Your Poultry, Butter, Eggs, Veal Wholesalers of Butter, C. D. CRITTENDEN CO. 41-43 S. Market St. Grand Rapids, Mich. Eggs, Fruits and Specialties The Vinkemulder Company Jobbers and Shippers of Everything in FRUITS AND PRODUCE Grand Rapids, Mich. 16 MICHIGAN TRADESMAN June 22, 1910 BRUSSELS EXPOSITION. How It Looked To the Tradesman’s Correspondent. On Ocean Liner, May 25—Since our arrival in Europe, now past sev- en months, perhaps no one thing has greeted our eyes oftener than’ the sign reading, “Exposition Universelle de Biruxeles, roto.” It was tastefully printed, well distributed and_ tact- fully done throughout, and, altogeth- er, was a piece of advertising that would impress the reader favorably. So when we learned that the open- ing would take place on April to, cur plans were made to include this zs one of the attiractions that would afford us pleasure about the middle of May; and when the 14th day came :t found us alighting from the Mu- nich-London express train at Gare du Nord (North station) and soon after wending our way towards the grounds located in the northeast- ern pairt of this beautiful city of Brus- sels. No sooner had we entered the spacious tract of ground than we no- ticed in what a confused state of ex- istence nearly everything seemed to be. Hardly a building was complete and if this should be found other- wise, many of the exhibits within would help to make the former state- ment warranted. As the name implies, the Exposi- tien is one in which all nations were invited to participate and the follow- ing named countries have had space and buildings assigned to them: Bel- gium, England and her colonies, France and her’ colonies, Holland, Switzerland, Germany, Italy, Den- mark, Luxembourg, Greece, Spain, Turkey, Peru, Persia, Monaco, Re- publique Dominican, Uruguay, Cana- da, China, Hayti, Nicaragua, Birazil, Austria, Japan and Guatemala. As one enters the grounds at the main entrance, Avenue Emile De Mot, the first thing that greets their eyes is the Jardin de Bruxeles. The city of Brussels has laid out, in front of the Belgium building, a very pret- ty garden, commencing with some fine terraces just in front and gently sloping to the roadway 250 feet away. Finished, it represents two quadran- gular plats of green, between which lies a small lagoon, at the end of which and separated by a little space, is a large oviform basin filled with running water coming from a fine central figure representing a mam- moth vase of flowers. Just back of this, as above inti- mated, Belgium has erected her gift. a very beautiful building, presenting 300 feet of grey surface imitating stone. On top of same and over the entrance are two Belgium lions, and much evidence of sculpture and ar- tistic arrangement can be seen throughout the exterior construction. The space inside is mostly taken by the merchants and manufacturers of Brussels and is far from complete in it arrangement. Just back of this and connected with it is the exhibit of Great Britain and Ireland, and these. together with Canada, whose build- ing is somewhat removed from this point, have the best and most com- plete exhibits which it was our good fortune to see. Upon entering the space allotted to Great Britain and Ilireland, which is cnly separated from that of Belgium by a stairway, one is attracted at once with the beautiful fixtures and fine arrangement, as well as the com- pleted state in which he finds every- thing. Perhaps it is not too much to say that about one-fourth of this exhibit pertains to chemicals, pharmaceuti- cals and their allied lines. Some of the leading exhibits were made by Burroughs, Welcome & Co., who had the largest one, perhaps, and con- sisted of a large list of chemicals and alkaloids that this firm manufactures; also an extensive display of pills, tab- Icts, extracts, serums, etc., that orig- inate in their laboratories just outside of London. Stafford, Allen & Sons, London; T. ’& H. Smith, Edinburgh, and Thos. Tryer & Co., Ltd., Strat- ford, England, all make fine and quite extensive displays of chemicals. Price’s Patent Candle Co., Liverpool and London, make a good showing with their glycerine, with which American druggists are familiar; al- so on candles, which are made in all sizes and in many fancy colors and decorations. The United Alkali Co., Ltd., Liver- peol; the British Cyadine Co., Old- burg, and the Gas Light & Coke Co., London, all have beautiful displays of chemicals and dye stuffs, particularly of Ferra and Ferri Cyanide of Po- tassa, the former in various shades of yellow and the latter in a bright red, and each shown in a multiplicity of shapes as to do the manufacturer great credit. The latter named firm also manufactures a long list of col- ors that are obtained from _ pitch blende and they are arranged within the exhibition case as to rep- resent all the colors of the rainbow. It is really marvelous to look at the black substance as it lies within the case and learn that all the bright col- crs about it are extracted by means of chemical processes from this self same inert looking sticky mass. The Mond Nickel Co., Ltd., Cly- cach, North Swansea, Cheshire, Eng- land, shows an original display in nickel and its compounds, also Brun- ner, Mond & Co., Ltd., Northwich, Fngland, does on zinc and the salts made therefrom. Everything for the dealer who desires to do his own plating can be obtained from these firms. The Borax Consolidated Co., Ltd., Belgium, makes one of the finest dis- plays of borax it has ever been our lot to see. It is shown in many siz- ed crystals and arranged in the most fanciful designs, so that this large case will be singled out from many oth- ers for its beauty and attractiveness. Messrs. Brady & Martin, Ltd., New- castle on Tyne, make a display ot pills and tabules; Wright, Ayman & Nurney, London, of chemicals, and Ashgrove Hackner, London, of oils, ali of which are large and tastefully arranged, so that considerable credit is due to each. The Erasmic Co., Ltd., Warrington, England, has done itself proud also in its display of soaps and perfumes of its own manu- facture. Irish lace and embroider- ies, china and fine pottery, petroleum so products, books and stationery, auto- mobiles and steamships, ammunition, fishing tackle, coal, granite and slate—all of these aire shown as be- ing produced here. A novel method of showing the attention given live stock throughout these countries is illustrated by means of a_ photo- graph gallery, where the horses, cat- tle and sheep are all shown by pho- tographs, upon which one reads their pedigree and description, the whole making a very pretty exhibit. Italy will have a good exhibit, it is said, but the building was so in- complete that no one was allowed in- side. Florence and Rome are the cities that will make the fine show- ing for their country, and_ this through the marble and statuary made therefrom principally, we were told. Just at the left of the Belgium and Great Britain buildings there has been appropriated a considerable space to what the Brussels folk term a unique feature of the Exposition—the Kermisse. In this there may be seen and enjoyed a scenic railway tickler, Ceaser, Menagerie Bostock, Palace of Follies, Escaliers, water chute, Hale’s Tours and the Caves of Capri. All of these are in addition to the regu- lar plan of attractions, which occupy a more central position and consist of the following named amusements: Senegal Village, the Royal Mavel, Creation of the Earth, Dip the Dips, Wild West, Mirror Maze, the Tickler, Railway Miniature, Theater of Mar- ionette, Mountain Slide, Scenic Free Railway, the Charmed Bags, the Joy- ous Wheel, Water Bumps, Musical Kiosk and Niagara. To the north of the Kermisse France has her main exhibit, while those of her colonies, Tunis, Algiers, Madagascar, etc., were near the pa- vilion that this country has erected for showing the science of aviation and her part in the same, together with a display of automobiles, in both of which this nation shows great apt- itude and skill. The latter is on the eastern portion of the grounds, just beside the section allotted for at- traction and sports. Taking France and her colonies as a whole the fol- lowing were what we noticed as par- ticularly attractive: A large showing in agricultural implements, coming from Paris, Montaire and Lisscon; lo- comotives, the output of Vve. Car- pet, Louvet & Co., of Boulogne and Bourbon, with offices in Paris, which formed a striking exhibit both in size and quality. R. Marot, Paris, manu- facturer of cocoanut paste, flake, string, in fact, in all of its marketable forms, made a most beautiful show- ing, for there were twenty-four shades, running from pure white to dark brown, with pinks and other tints also shown and all artistically arranged in the form of a wheel. This firm makes a specialty called Butter Fruitine, a product from cocoanut. It expresses the oil and manufactures the fiber into cord. Charles Diemer, Marseilles, made an extensive exhibit of wines, coming from vineyards in beth France and Martinique. A very creditable botanical exhibit of flow- ers and plants, with extracts there- from, was made by Tunis, and one of laces by Algiers, both of which were very interesting and complete. Mantie & Co., Marseilles, and E. Thibout & Co., Nantes, both have good displays of their own manufacture, the former on chemicals and the latter a line of pills and tablets. The Societe Ano- Post Toasties Any time, anywhere, a delightful food— ‘‘The Taste Lingers.’’ Postum Cereal Co., Ltd. Battle Creek, Mich. Maii orders to W.P. McLAUGHLIN & CO., Chicago OPPORTUNITY OF A LIFETIME We offer for sale a choice and well- selected general stock inventorying about $4,000, doing a business exceeding $40,000 per year. Owner also owns half interest and operates telephone ex- change of 60 farmer subscribers. Post- office. Warehouse on track and estab- lished produce business. Will rent or sell store building and residence prop- erty. Business long established and al- ways profitable. Location in center of richest potato district in Michigan. Ad- dress No. 413 care Michigan Tradesman. MOTOR DELIVERY Catalog 182 Auburn, Ind. THE 1910 FRANKLIN CARS Are More Beautiful, Simple and Sensible than Ever Before AirCooled, Light Weight, Easy Riding Model H. Franklin, 6 Cylinders, 42 H. P. 7 Passengers, $3750.00 Other Models $1750.00 to $5000.00 The record of achievement of Franklin Motor cars for 1909 covers no less than a score of the most important reliability, endurance, economy and efficiency tests of the 1909 season. List of these winnings will be mailed on request. The 1910 season has begun with a new world’s record for the Franklin; this was established by Model G. (the $1850.00 car) at Buffalo, N. Y., inthe one gallon mileage contest, held by the Automobile Club of Buffalo. ' Among 20 contestants it went 46 1-io 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. a ng r 6 caf sd “ A Pika a < « @~* r ay = am r 1S i= y + - = —< > 4 «< oe i TE ¢ ¥ SB » _* t i i a é » 7m i ud <“ Py: = ee b . - + e ~~ t ”- —# 4 yg @ - € \e 4 yw Ve * June 22, 1910 MICHIGAN TRADESMAN 17 nyme des Forets de la Calle, Constan- tin, Algeria, has a very interesting section, as its display is one not often seen. It consists of piles of cork- wood in bundles of many pieces strap- ped together, standing six to eight feet high, and curiously arranged be- tween these can be seen the various sizes and qualities of cork ready for use that this firm manufactures. The whole makes a very unique exhibit. The firm of De Lacotellerie, Paris, shows the variety of forms in which Cacouchouc comes in fromits impor- tation from Madagascar and Da- homey; also of cocoa beans from Guadaloupe and the Congo country, and sugar from the Isle of Mar- tinique. Ed. Massinot, Paris, shows vanilla beans from Tahiti, Madagascar, and Anjora sago and rice from the Far East, Indo-China possessions and al- cohol, 96 per cent. made from rice: also gum benzoin and nux vomica. Max Getting, Paris, has fine samples of gums Copol, Senegal and Acacia as his importations from Soudan, Af- rica, while Justin Dupont shows an extensive line of essential oils, pro- duced by him at his distillery locat- ed at Argentuil. Many other items were shown by various firms, such as silks, tortoise shell, Crontcharic gums, used in the arts, from Indo-China; jute and other fibres for rope mak- ing; Tonki fibre d’Agave, from Sisa- lana; cotton from Soudan and Da- homey, and ostrich plumes and plum- aged birds from Senegal Niger. Holland will have one of the finest buildings on the grounds, judging from the exterior appealrance, but it was so incomplete that the No Ad- mittance sign was displayed and a man stood at the door to remind one that it meant what it read. This coun- try is first for the growing and ex- portation of bulbs and to prove some- thing of this it has had allotted to it a small park immediately in front of its building, sepairated by a roadway only, and here it is to show its skill in this branch of industry. The ground has already been beautified by four cctagonally shaped buildings for each of the four corners and a pretty oc- t~gonal fountain for the center. Scat- tered over the ground are brick ped- estals, upon which are pretty vases jilled with flowers. We predict this to be the beauty spot of the Expo- sition before another month shall have passed. Germany, with her various states, altogether known as_ Allemagne, proves herself the great nation she is, if one goes no fairther than the machinery hall. Here you will find the largest and far the grandest dis- play of locomotives, both steam and electrical, to be found here. The cit- ies of Berlin, Hanover and Chem- itz are famous for the production of the steam engines, while the first named- city carries the honor for those of electrical construction, with the firms of Dir. Paul Meyer, A. G,, and Breest & Co. to the fore. Iron construction, bridges, etc., of a number of types are to be seen as coming from the foundries at Augs- bury, Derisburg and Dusseldorf. Shipbuilding, with an immense and Very interesting lot of models, is shown as the product of the yards at Magdeburg and Dusseldorf. Burother Marchinen fabrik, of Danzig and Buroth, have an extensive and com- plete display of stationary engines. Linoleum is given a very large space and forms as good an exhibit as one will see for any article, perhaps. The firm of Delmenhorster Linoleum fab- rik, A. G., of Bremen, is credited with l having made the display and same consists of the vairious size rolls and colors in which it is made, with the walls covered with squares arranged artistically to show the large variety of patterns and beautiful shades in which it is produced. On a table at one side of the room are glass containers filled with the fcllowing ingredients, all of which are used and needed in the production of the article we know as linoleum: Raw linseed oil—gum kauri. Boiled linseed oil—gum copal. Oxidized linseed oil—raw umber. Ground oxidized linseed sienna. Cement of linseed oil—red lead. Linseed—Rosin. Corkwood—ground wood. Corkwood ground—jute. Mass linoleum, green and brown, eighteen items to consider and carry in stock, for the production of this common floor covering. Perhaps we need go no farther in the write-up of this subject to advise the reader of tke character of the displays and about what ‘has been undertaken. How ever, it might be well to add that along several of the avenues divid- ing the grounds there are small but fancifully designed buildings which are taken by individual firms. One of these is the Liebig Beef Co., of a circular form, on top of which are three cattle with heads bent and upon their necks is held a mammoth sized jar, representing their extract of beef. oil—raw Borril, a similar article, which is ex- tensively advertised over here, also has its own building, as do the man- vfacturers of Creolin Pearson, a well known and good selling article with American druggists. Near the Canadian building, in one of these natty offices, the Grand Trunk has its headquarters and this will be much appreciated by all Eng- | In the largest of these smaller buildings, on a cor- ner location, the city of Birussels has a novel exhibit and one that.is very instructive. It has named the build- ing Palais de la Ville de Bruxeles and in it has shown in an elaborate manner the water and gas systems, workingmen’s homes, elevation depressions by means of succo work: showing plan of the entire city, pub- lic school system, with samples of the lish speaking people. scholars’ work in book form and oth- | er items in which its citizens are in terested. In a prominent place there is an octagonal tower with glass sides. Within is displayed eight col- ors of starch, the whole figure mak- ing a very beautiful piece. The rooms are hung with pictures, making the interior one in which the citizens are very proud indeed. That one-half of the exhibits were | not ready within a month’s time after the gates were thrown open is, per- haps, the worst thing one can say of the Brussels Exposition for 1910. Charles M. Smith. ——_>--___. Expert Opinion. “Yes,” said young Mrs. Torkins, “I am sure our garden is going to be 2 success.” “So soon?” “Yes, the chickens have tasted everything and they are perfectly en- thusiastic.” When a man makes his own ‘halo he always gets tangled up in it. The Old Negative Man. There are people in every large city who make a busines of buying jup old used photographic plates, cleaning and reselling them. They get their supply mostly from the pho- tographers who make a specialty of commercial or newspaper illustra- tions. No one knows how many and | thousands of these squares of glass lare sold every week, but the number {must be enormous in the aggregate. | While it is the custom for photog- lraphers to carefully all plates that they think may be of fu- lture value, they discard a great many | more than they keep. A firm of news- [paper photographers, for instance, |will send out several men to get pic- |tures of snow scenes or of spring in the suburbs or of summer at the sea- Kach will bring back half a cozen views. Only three or four will ibe selected as being worth preserving. The other twenty or thirty plates 'will be dumped in a big box with the preserve | side. other discards to await the coming of the glassman. The average selling price for the plate of ordinary size is three dollars a thousand. These plates cost the photographer originally about eighty cents a dozen. By means of an acid |bath the dark covering is quickly re- moved, and the glass becomes as ciear as though it had never been used. Some of these plates are sold tc manufacturers to be recoated with the sensitive film and to be used once more in photography. A far greater number, however, are disposed of to dealers who sell them to people who are fond of making passepartout pic- tures. Still more find their way to greenhouse men and those gardeners who have acres of “cold frames,” where vegtables are propogated un- der glass. A few are used as decora- tive or protective features around flower-beds in suburban estates. HAN ROGRESSIVE DEALERS foresee that certain articles can be depended on as sellers. Fads in many lines may come and go, but SAPOLIO goes on Steadily. That is why you should stock SAPOLIO 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. MICHIGAN TRADESMAN June 22, 1910 STORE MANAGEMENT. When To Start and the Way To Do It. The old superstition that a good be- ginning makes a bad ending has nothing to do with business. In trade the bad beginning makes a bad end- ing and it makes it very soon. There is everything in a good start and there is the seed of failure in any other kind. It is hard enough to make a success of a store with the conditions all favorable. No need of looking up handicaps. “Where shall I start a store or buy one?” That is the vital question vith the young would-be merchant. “Will it pay me to change my lo- cation?” That is the question that ag- itates the mind of the man who finds his trade perhaps slipping away or finds that he is not developing the business as he had hoped to do. “Tf I am to buy my first store, or if I am thinking of buying another in some other location, where shall I buy it and what kind shall I buy?” More questions of importance. “AI- so, is it better for me to start a new store, buy an established business or take up one that is being closed out for some reason or other?” They say that a fool can ask more questions than ten wise men_ can answer. If that be true there is no limit to the number of questions a shrewd business man can ask about the conditions for starting a store or restairting one. As to location, whether a man_ is starting a new store, buying an estab- lished business or adding a branch, it is all the same when it comes to picking out the place to start or to buy. It is a question of what loca- tion will produce the most trade. There must be in this connection a careful consideration of the class of trade wanted. Also the amount of capital available is impolrtant in its bearing. One thing is certain, the number of people who pass the location in a day is important and it can be ascer- tained easily with a man and a little numbering machine or numbering stamp—anything that can be used au- tomatically to register units of count- ing. Hire a man to sit in a window or stand in an out-of-the-way place and keep a record of the passers-by. This ‘record will form a basis upon which to make calculations. It will gauge the worth of the store win- dows and if the record further shows the class of the people who pass it will determine to an extent the class of trade a store there might most easily command. The mistake should not be made in figuring on the number of passers-by of thinking that necessarily the place showing the gireatest crowd is the best location. A nearby factory might crowd the streets in a locali- ty at certain hours without making business. The proximity of large stores with many employes going and coming might influence one to his detriment. Quality of crowd is even more important than quantity. A steady crowd, although small, is better than a spasmodic large rush. In general the best location for a store is in a section where there are many stores. People go to shop where the most shops are. If a man were of the opinion that he would get more trade by ‘having it all to himself and should locate in some place where there were no_ other stores he would die of starvation. He would not even get the trade of that iocality for the people living next to him would go into the general re- tail section to buy. A neighborhood store will never be anything but a neighborhood store. For it to be- come anything else would be mov- ing the mountain to Mahomet. And in locating in a business sec- tion one should locate in a strictly retail section. A banking or office section might do for a small store that wanted the trade of the office men or bankers, but it would not an- swer to get the general shopping trade. Trade follows the flag abroad, but it follows the crowd at-home. One thing is certain, if you have a location where you are doing a fair business now you will be foolish to make any change unless you can get just such a location as you have creamed about. There is no money in changing for something just as good or for someihing just a little better. The cost in money and loss of customers in changing is too great to make that profitable. The man who is dissatisfied with his location and is determined to move should keep a careful watch for opportunity elsewhere. The best plan is to find what you want and then make your opportunity to get it. Get yeur mind settled upon a location that will be a possibility, not on one that it is a foregone conclusion you never can get, and then bend every effort to secure it. In going into a new section of the city or into a different city or town the greatest care must be made to study the habits and customs and re- quirements of the new territory. Be- cause you are able to thandle a cer- tain store well and sell large quan- tities of certain goods does not ar- gue that a_ different section will want the same kind of service or at all the same sorts of goods. The public must be studied caire- fally to make any store a_ success, even in the store you are already in, and unusual care must be exercised in getting acquainted with a new trade center. There are plenty of merchants who are satisfied to let well enough alone. They are getting a good business where they are and they do not care to take any chances in changing and the amount of labor and expense in- volved in a change is not attractive to them. Of course there will al- ways be plenty of men who are eas- iiy satisfied and then, too, there are plenty of stolres that are so sit- uated that they can increase their business as much where they are as in any location they could choose. 3ut the fact that no one can suc- ceed on a side street or on the wrong side of the street does not ar- gue that it would not be productive of a bigger success to move. Stores on the wrong side of the street nev- er location. They may succeed in spite of ut. That-is all. It is ambition that gets a man’s ideas above his present business and makes him want to go farther. Am- bition is a common thing and works wonders where it is properly han- died. If you are ambitious try to give your ambition a little leeway and see what it will do for you in the direc- tion of improvement in location. In moving it should be considered that youlr present location is very likely to be snapped up by someone who would profit by your established position and prestige among people who would continue to drop into the cld stand because they did not hear of the change or because they found the location a convenient one. It is up to your advertising to take the trade with you when you move. Whatever your new location may be see that the store is made thor- oughly modern before you move in. it is no trouble to have almost any- thing done in the way of painting and repairs while the store is empty, but after you are in there it will be a tremendous job to do so simple a thing as to paint up the _ interior. Better delay moving a year even and borrow more money for it in order to get things right to start with. wee Prompt Deliveries on Show Cases 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 whether you require one case or an outfit or more. Write for catalog T. GRAND RAPIDS SHOW CASE CO. GRAND RAPIDS. MICH, (Coldbrook and Ottawa Sts.) The Largest Manufacturers of Store Fixtures in the World We cases? It is worth a visit. Is the Crystal All Plate Glass Case Have you seen the Gannon-Paine store recently out- fitted by us in Circassian walnut and equipped with these 936 Jefferson Avenue succed there on account of the Wilmarth Show Case Co. Downtown Salesroom—58 S. Ionia St. Detroit Salesroom—40 Broadway Grand Rapids, Mich. d ~ r 73S my F ¢ Re < a ri " « ™ i & ail a if ¥ e y ow ° ~ ae a d f£ é ~ 4 a < ~ < Sg o at, yy 4 Be > « June 22, 1910 The store must be level with the pavement. The windows must be properly planned. It ought, if possi- ble, to be a corner store with win- dows on the side street. Do not move into a corner store without having side street door and windows. Other- wise you waste a big source of rev- enue. You make a change, if you make it, or you locate in the first place with ¢ view to pushing your business along the line of the least resist- ance, If it is a possible thing for you to handle the financial end of it, when you find the right location, buy rather than rent. It is cheaper to own your cwn real estate and it insures your permanent location. The less experience a merchant has had the less his qualifications for run- ning a store, the more necessairy that conditions be favorable for his busi- ness, hence the more necessary it is for him to have a good location. The better the location the more busi- ness he will do while the is learning -usiness methods and the faster he will learn them. The conspicuous location is a bet- ter trade getter than the inconspic- uous and this makes the colrner store better and the flatiron location best. A store where it will be seen by peo- ple coming from either direction so that its sign will advertise it to every stranger and newcomer, will get trade in spite of disadvantages that will keep people away from a store huddled down in the middle of the block where it is almost hidden from sight between stores of three times its size and has no opportunity to make its individuality apparent ou the outside. Narrow sidewalks on a_ street where there is much travel reduce the value of the windows. There is no fun in stopping to gaze into a win- dew with people crowding up behind you, stepping on your heels every minute and no woman will stop there. The busy street should have walks wide enough to give window gazers a chance, or the store front should be indented to make room for them to examine the goods displayed. The postoffice in the average town 1s a good neighbor for a store. It draws everyone with an irresistible force. People have to go to the postoffice. Other public buildings are a detriment. They occupy a good deal of space and are large, making the store look small, and then they draw very few people into the neigh- borhood., One big stare will bring more peo ple your. way than a dozen court houses, even if the former is a com- petitor. Look out for overhead viaducts of any sort. Any constructive work pres- ent or future that makes the location cark or dirty or attracts any unde- sirable element will injure business. On the other hand street railway junctions or places where many peo- ple take the cars attract business. The more transportation lines there arre delivering people to a point the bet- ter that point for business. A sec- tion around an interurban terminal is always a fine location. In most towns, or many at least, MICHIGAN TRADESMAN there is a steady tendency on the part of the.retail section to move in cne direction, as in New York it steadily edges along northward year after year. This condition should al- ways be taken into consideration an 1f the tendency is a permanent one it is well to get at the head of the procession or even a little in advance of it. The question of whether a man should for lias small town.or city is one that calls fer the consideration of many points. It begins with the fitness of the merchant himself. The man who can make a success of a small-town trade will often find that he can not hhan- dle the city business at all. A young man can adapt himself to changed conditions more easily than an old- er man and will find it easier to in- crease his pace to fit a more lively section. The man past 40 who has always done business in a quiet way may well doubt the advisability of trying to meet city competition. Bet- ter a smaller success where the will be happier. choose business a The small town has many advan- tages and not the least is the fact that prices aire apt to be better main- tanied there and help more easily re- tained. Also, the man who has the ability to grow great can make him- self the one merchant of the town in a small place without much trouble or expense when in a city he would find himself outclassed in a race for the actual top by reason of many de- Fciencies. There are many ways in which you can improve the location in which youlr business is at present situated. Perhaps you are on the wrong side ef the street with the best drawing stores in town opposite. You make yourself almost as much in their section as if they were on your side by making it easy for people to cross to you. See that you have a broad, well-made crosswalk in front of your doorway (unless you are in a section where there many trolleys that no one will cross ex- can arc SO cept in case of necessity). Then keep this walk clean cleair to the other side -winter and summer. Do not stop with cleaning to the middle of the street. If the man across won't come halfway you go all the way. Keep the gutters clean in winter so that the water won’t back up and ob- struct the way every time it thaws. If you make this crossing obvious it will be easy for people to come over and they will do it, and more, any woman who wants to cross the street anywhere in your vicinity will come to that crossing. A person crossing toward you is looking squarely toward your store front all the way over. It might in some cases, and espe- cially on busy days, pay you to have a man in uniform to help ladies and children across. This is advertising that is of the most practical sort. Put up a sign if you can, saying, “Come here.” Since you want to attract atten- tion of people who are on the other side, you particularly need to have a sign that will be easy to read from over the way. It might even be pos- sible to have one that would say, “It is worth while to cross over here,” er, “It pays to shop on this side.” A sandwich man who will walk up | and down on the opposite side of the street will send some people across if his sign is simple and say mere- | ly, “Shop at Stern’,” or “Look at the windows across the street.” If there is billboard space across from you it ought to be used any io your advantage similarly to the sandwich man’s sign, It may be that there is a vacant | store or a cigar store window that you can get directly opposite you for this purpose, or a little piece of | dead wall to be rented. Of course in doing this you ought to make an ar- rangement that will preclude the pos- | sibility of the competitor whose busi- | ness you harm getting your away from you in a few days. The merchant a little off from Main-street has a harder row to hoe than the man on the wrong side. He must keep up a deal of advertising in order to get people to make the trip to his store. He is outside regular line of march their sight. of their and out The man on the wrong side or the man the should no opportunity to get other stores, on side stlreet lose especially in non-competing lines, on | on this street. The side street or the off-side should have an of the there, all them working together to make their section grow and trade to come their way. much in organization and there have been cas his side or organized association chants business of doing to. get There is es where the side street has been made into the main business street by organized effort. If you are around the corner, make it easy for people to get around the corner. Make the trustees of the village widen the walk at the corner and get room for a sign on the cor- ner if you can, pointing up your way. Get the corner put in a corner door so that around the cor- ner won't seem so much like off from StOre 10 Main street. If there is any existing prejudice against your present location set to work to eliminate it. If your sec-| tion of the town is being treated un-| fairly in any way by the politicians in office, get matters set right. See that you are set back by no unnec- essary or unfair discrimination. space | of | mer- | 19 ee | | A careful study of the condition of ithe business of other stores in any |section to which you might think of | moving will sometimes reveal the act that the location is not at all that might be desired. If the stores there are making money and you know it, it is a good location, but if ithey are dragging and keeping up a ivclume of business by then the might be. sheer force, not all that it Something is wrong, location is In buying a business many things must be considered and considered carefully. It is not difficult to how much stock a store has or in what condition its fixtures may be. If the books are well kept it is a sim- ple thing to see how much business the store is doing—provided you are being dealt with honestly, and there is where special calre is needed. It is pleasant to assume that everyone with whom we do business is honest, but events have shown that there are tricky business men and sometimes men were supposed to be thoroughly honorable have proved to be quite the reverse. Taking chances esty it is be otherwise is fire see who man’s ‘hon- to his advantage to like going without insurance. It may turn out all right, but again it may not. One should have a thorough knowl- edge of the business he is buying out iand ability to investigate books and accounts in such a way that anything crcoked about them will be discover- on a when ied. It is buying a business of the details of which a man is ignorant that there is the greatest chance of ‘heing deceived. The temptation to deceive is greater where it looks easy and safe. If you want to buy a store and are not absolutely competent to tell whether the owner’s statements are honest or not, employ an expert and Chicago Boats Every Night | Fare $2 Holland Interurban and Graham and Morton STEEL STEAMERS | Boat train leaves | 8 p. m. Grand Rapids at.. , 3 = IPnp SEALED BOXES! |. emcee aeeecmmente TE, 2"? Boxes-60in case (120'25) H Boxes-24 incase (120'2S) fee BEST SUGAR FOR TEA AND COFFEE! ____t pn & Exper CRYSTAL ° a : a. - 0 ; Do MOSGAR S'? — 20 MICHIGAN TRADESMAN ° June 22, 1910 a good one. Take no chances. You are taking chances enough in start- ing in business at all without adding any unnecessary ones. Avoid irritating the owner of a business by a thousand questions that have no bearing at all upon the sit- uation. They harass the seller and they confuse the buyer. Study up in advance what you want to know. Make a memorandum of the points you want to cover and then hew to that line. Get plenty of references and look them up! Some men who make it a point to ask all kinds of references in doing business never look them up at all. That may be confidence, but it is not business. If you are buying a business that is prosperous be sure that you dis- cover the real reason for the owner selling. Many times an excuse given that the “owner is going South,” “setting too old,” “wants to get into other business,’ or “has too many outside cares,” etc., covers a shrink- ing trade or a fault that is fatal. No man is going to sell without reason. Few men will sell a busi- ness that is making them money, as much money as they claim it is mak- ing. No man is going to admit that his business is a failure, because that would prevent it from selling. That makes it necessairy for the buyer to take a thousand precautions to see that he is getting something besides a gold brick, In buying it is just as necessary to look out for the business that ap- pears too prosperous. Sometimes the seller in his anxiety to make _ his proposition look good will make it look suspiciously good. If the store seems to be selling more goods and making more money than one would uaturally think it should, investigate the more cairefully. See that there are no fake sales being made, sales of goods carried through only to make the gross business seem large. Investigate not only how many goods are sold but also where they are sold, to whom. When there is any disposition to hold back a part of the financial se- crets of the store press the investi- gation the more earnestly. There ought to be nothing you can _ not know, even down to why, if so, there is a difference in the apparent show- ing of cash book and-bank book. The other day I saw a business ad- vertised for sale with the statement that in a village of 1,500 with gross sales of $4,500, the went was $600. Rent of the store is something to be considered. There should be no opportunity given the seller to tie up with an _ exorbitant rent. The above instance looks as if the man who wanted to sell was anxious to get a rent that would equal the net profits of the whole business. The store that would bring a rent of 13% per cent. of the gross sales made in it would be a tremarkable investment for both parties. Business is business we often say. Well, so it is, or should be, and friendship should be laid one side in buying a business. When one’s busi- ness career is at stake it is folly to take anything for granted. Get right down to brass tacks and leave noth- ing to guesswork or to the imagin- ation of yourself or the other fel- low. In buying a stock which is presum- ably in good shape all these precau- tions should be taken and in buying a stock which the owner is admitted- ly closing out even more consider- ation should be given to the value of the location and of the stock which has undoubtedly been allowed to go below par. Unless you know of some good reason for believing that you can make a success where someone else has failed, don’t buy any dead business. Don’t pay money for dead stock anyway. ness there should be the utmost care to secure a perfectly legal title to all the property you think of buying. Do not pay a man for his fixtures, for instance, unless you know that he owns absolutely instead of having bought them on the instalment plan and not fully paid for them. There may be consigned goods on hand in the store, too. Do not let any such stock go into the inventory. In a case where there is any doubt about fixtures or stock insist upon seeing re ceipted bills showing payment in full. If in your State there is any law regarding “bulk sales,” see that you are protected in the matter of hav- ing to notify all the seller’s creditors of the transfer in order that they may protect themselves by security collateral for their claims before you buy. It is wise too, to have written in- to the agreement of sale the prom- ise that the seller is not to engage in the same business again within certain specified distance ofr within a certain time. Whatever agreement made should be in every detail set down in writ- ing, leaving nothing to the imagina- tion. The final bill of sale should be drawn by an attorney. There are often instances where a good location has proved a Jonah for a number of merchants in suc- cession. Sometimes the right man can make the biggest sort of a suc- cess in such a place. However, a good deal of study of the situation 1s desirable and an ability to size up one’s own business. getting qualifi- cations. Reid, Yoemans and Cubit, three young druggists, took up a New York store that had been blackened by a hoodoo for years. The store was a little below the level of the sidewalk and a half dozen men had failed there, but these men could see their pos- sibilities and they knew what they cculd do. They had self-confidence and they had something to back it up with. They had business getting ability in large quantity. They made good. In starting a brand-new store one should consider many things beside the business possibilities. Personal health or that of family may draw a line through otherwise attractive propositions on account of city or other location. If one has a family their interests should be considered. Are there good jschools and educational advantages In the actual purchasing of a busi- where one would need to live? Is the cost of living in one place enough to offset the extra chances for busi- ness profit? Is competition, present and future, such that the buyer’s cap- ital is likely to prove sufficient to carry the store through hot times? Is the locality one where a valuable personality can be made to count, or is it one where the merchant’s indi- viduality will for naught with most possible customers? go Ieverything near equal a right in his home town where he understands all the local conditions and knows the people than he will ever do in a strange place. His money will go farther there and his credit will be better. They say that one should never buy real estate in any locality as an invest- ment until having lived in that vi- cinity for at least ten years. That principle should hold good as great an extent, or even greater, in the case of buying a business. anywhere do better else being man will to I believe that the man who wants 10 start in business for himself will do better in the smaller town if he is an average man with an average, er smaller, capital. There are big chances for development in_ the smaller places nowadays. Stores in villages of 1,500 doing a business up to $350,000 a year in general chandise are not so uncommon. The man who has from $10,000 cap- ital up, if he is young and a hard worker and posted on the ways of a small city, will find that field the best, perhaps. The city certainly of- mar fers opportunities of some sorts that the village does not offer. One thing that is worthy of con- sideration, especially nowadays, is the advisability of getting into busi- ness at a point where the chain of stores’ people are not troubling the small villages much. The village stores carry so much variety that that kind of a store is not suited to the syndicate idea. Specialty shops can not be supported well in the village. In the village the personality of the merchant counts for a good deal and that is handicap for the trust store idea. But even in buying a store in the city one may find certain locations that are pretty sure always to be good, so prominent that no compet- ing store of the syndicate sort could take all their trade away.—Clothier and Furnisher. —_——_-~+-2 <« — No man knows how much joy there is in the world until he becomes con- cerned in the sorrows of others. 139-141 Monroe St Both Phonés GRAND RAPIDS, MICH. Merchants If you intend to hold a July Fourth celebration in your town, communicate with me. I furnish amusements of every description for celebrations, carnivals, etc. CLAUDE RANP, Muskegon, Mich. -FIREWORKS » We are Headquarters as usual Our stock this year is unusually well assorted and we | have specialized on Sane Fireworks | TOWN DISPLAYS FURNISHED - PUTNAM FACTORY, GRAND RAPIDS, MICH. National Candy Co. COCOA and CHOCOLATE For Drinking and Baking These superfine goods bring the customer back for more and pay a fair profit to the dealer too en The Walter [1. Lowney Company BOSTON A Oe Se r £s t ¢ ~ = —* x “ ei ¥ é- ' v “J 2 ~< & a A m,' A A 4 June 22, 1910 CLAIMS FOR SHORTAGES. Directions To Ensure Rapid Settle- ment of Claims. Time is the first essential. If any- thing is wrong with your shipment place yourself in communication with the shipper at once. Lay aside the questionable case, examine it to see if it has been tampered with, and, last of all—check off your invoice and see that cartons have not been misplaced olr thrown in the rubbish pile. There is nothing so compli- cated and complexed, so intricate and misleading as a claim six months old. Fromptness is the one big thing in freight claims. It has been found after an exten- sive examination that although con- cealed losses of goods are decreasing in number, the slow settlement of claims was not up to the investiga- tion departments of the railroads, but up to the retailer who délays a week or a month before piresenting claims. In presenting claim to the railroads the following papers are needed: 1. Bill of lading. 2. Paid freight bill. 3. Bill against line for loss. 4. Certified copy of original voice to consignee, 5. Affidavit from the packed the goods. 6. Affidavit from the man who un- packed the goods. 7. Certified statement from team- ster who hauled from shipper to de- Lot. 8. Similar statement from team- ster who hauled goods from depot to consignee, Receiver’s Affidavit. in- man who State of Ss. Couey Of ............., Cie this... ..... day Of. 3.) A.D: 191.., before me, a Notary Public, in and for the said State, appeared ee ee eh who, being duly sworn on his oath, says that he is i One curploy OF... .......... 4... OF a in the said County and State, in the position of Receiv- er: that on or about the. 002). day Of i , 191.., he received a cer- tain lot of merchandise firom_ the ee ee A Railroad Company, eowsiened t6 the said ....2:.;...02.. OE Oe, tbe ele and upon opening the goods found there were........ short, as per memorandum hereto at- tached marked (A). Subscribed and sworn to the day and year above written. Notary Public. Packer’s Affidavit. State on 0 . ss. Connie Of 200002. On this... Gay Of... 20. A. D. I9t.., before me, a Notary Public, in and for the said State, appeared Se who, being duly sworn on his oath, says that he is Me emipiow Of... 2... ic ek, Of in the said County and State, in the position of Pack- er: that on or about the... 20... day Of fae, , 19t.., he packed for ship- MCRL £0 2k. jis Ge aa ee sec ce ees MICHIGAN TRADESMAN as per memorandum hereto attached, 6 De singed Via... Railroad Company, and when deliver- ed to the said company the cases con- tained goods as invoiced. Subscribed and sworn to the day and year above written. Notary Public. The owner of the goods, of con- signee, is the only man who is logi- cally entitled to make claims. Many of the manufacturers and wholesal- ers, however, assume this duty—part- ly because of the slack methods of the average dealer in forwarding in- formation and partly because of the fact that the shipper knows just the operations necessary for a_ rapid claim. In many cases shipped out the following form is inserted: Packer’s Slip. We insert this slip in every case to aid our customers in checking their invoice. In the event of a shortage you should at -once enter claim against the railroad company for the value of the missing goods. Return this ship to us with the date of the invoice and we will at once send papers necessary for the sup- port of your claims. Packed by... 40. Dates... Thus it may be seen that the man- ufacturer or wholesaler assumes in some measure the responsibility ot the claim. They guarantee to the customer the net cost of the goods at his door at the catalogue price plus expressage, and assume all other lia- bilities. That little clause, “enter claim against the railroad company,” is one that meets the ire of the rail- road companies, for they consider the chances for theft and concealed iosses are three to one against them. That is, the goods aire in the care of a teamster from the factory to the railroad station, then are placed in sealed cars and guarded to the des- tination point, from which they are taken by another teamster to the store. The science of _ railroading, they say, has been so perfected that losses en route are in the small min- imum to the claims presented. Current claims within six months’ period are more easily handled at the railroad claim bureaus than those presented after a longer duration of time. Records become so volumin- ous after that space of time that your claims will be held until some clerk can go to the store iroom and dig up the memoranda on the ship- ment. Thus if you wait a year or eighteen months for a settlement of a claim after presentation of a long overdue set of papers, charge the in- terest up to your own neglect. Straight theft should be taken up with the railroad claim offices im- mediately. Evidence is wiped out after a delay of from one week to six months. Damaged cases received from the railroads are the most rapidly set- tled claims, for the agents at all points make memoranda of the break- age and so report. The _ railroads realize their obligations in these cas- es and pay in short order. These papers are needed to make the rapid claim possible. In conceal- ed losses they must be filed in the entire. In others the requirements are governed by circumstances, for eften claimants will fail to file one ef the last two documents and the claim is paid. The safest and best way, however, is to have each and every document bound in one pack- age and forwarded to the railroad.— Boot and Shoe Recorder. —_+~+~-___ “Merely To Save Six Cents.” Sometime ago a business man was walking down Broadway, New York. with an elderly person accounted at that time one of the richest men in America. Two motives actuated the millionaire in this promenade. First, he saved the 5 cents that would have been expended on a street car, and, second, he desired to make a_ pur- chase. He wished to acquire that harmless, necessary article we call braces in England, and which are termed suspenders in America. He made enquiries at one shop aft- er another, but Broadway prices rul- ed, and these prices were too high tc suit one who had made his mil- lions by buying in the cheapest and selling in the dearest market. Finally he said to his companion: “Let us cross over to Sixth avenue and see if we can not do_ better there.” The wisdom of this move was soon iilustrated, for the pair of braces he ultimately purchased was 6. cents cheaper than the price asked on Broadway. My friend, who was a poor man, was amazed at this action on the part of the millionaire, who had spent és much time and worry on the out- lay of 50 cents as another man might have done on the $10,000. “Do you mean to say that you have taken all this trouble merely to save 6 cents?” disbursement of The millionaire stopped and look- ed at his companion as if he could not credit him with the recklessness implied by that statement: then he drew from the pocket of the trousers ultimately to be held up by these newly purchased braces a silver dol- lar, and holding it visibly in the palm cf his hand, said solemnly: “Merely to save 6 cents? Young man, do you realize that one of the most difficult things in this world is to make that silver dollar earn 6 cents in the course of a whole year?” Our Slogan, “Quality Tells” Grand Rapids Broom Company Grand Rapids, Michigan THE BEST You Want the Best Peacock Brand Leaf Lard and Special Mild-Cured Hams and Bacon Are the Best The Lard being absolutely Pure Leaf The Hams and Bacon are from dairy-fed selected pigs, mild- cured by the ‘‘Peacock’’ process; given a light smoke, they be- come the most delicious morsel to the palate. For sale only by the leading dealers. Cured by Cudahy— Milwaukee The BEST Sellers BAKER’S COCOA and CHOCOLATE Grocers selling athe genuine mJ “Baker” goods do not have to explain, apolo- gize or take back 52 Fenees Highest Awards Walter Baker & Go, itz Established 1780 DORCHESTER, MASS. Tanglefoot The Original Fly Paper For 25 years the Standard in Quality All Others Are Imitations FOOTE & JENKS’ Terpeneless COLEIIAN’S (BRAND) High Class Lemon and Vanilla Write for our ‘‘Premotionm Offer’’ that combats “Factory to Family” schemes. Insist on getting Coleman’s Extracts from your jobbing grocer, or mail order direct to FOOTE & JENKS, Jackson, Mich. 22 MICHIGAN TRADESMAN June 22, 1910 A START IN BUSINESS. How the Three Johns Managed to Get One. Written for the Tradesman. When a young man thinks of start- ing in business now he imagines him- self sitting down in a leather chair with a black cigar in one hand and a check book in the other. He resolves to be very careful about drawing the checks, but he always figures on hav- ing money in bank to meet the checks, - Then he figures on the furnishings of his business office, and the color of his stenographer’s hair, and the best way to keep accounts which run up into the thousands each week. He makes up his mind to work very hard, and take only a couple of months at some cool resort during the hot weather, He imagines how much nicer it will be to be in business for himself, to be his own boss. He looks forward to the time when he can retire on a competency and leave the business he has built up to a son. This is the way the young men of the present day figure when they imagine them- selves going into business for them- selves. A good many do go into business in this way. If you look at the rec- ords of failures, you will see that they do not come out in the way they figure on coming out, however. This is not the way some of our leading merchants started in business. There are the Three Johns. It does not matter what their tribal names are. In the world of commerce they are known as the Three Johns, and that is good enough for this history. They are now millionaires, every one of them, and are making more money every day of their lives. They worked together a long time before they ever thought of setting up a grocery for themselves. They were clerks at Black’s, on ‘West Madison street, Chicago. They went to work at six in the morning, every day in the year, Sundays included. On week days they quit work at nine p. m. On Sundays they got off at one p.m, It was quite a rest to have that half day on Sunday! They received for their services $8 a week. That was the West Madison street rate at the time. If they had kicked on the size of their stipend, Black could have filled their places a dozen times over in one hour. There- fore they didn’t kick. The Three Johns boarded at a place on Peoria street, which is the one street in the world where cur dogs have the right of way, morning, noon and night. If you go into a rooming house on Peoria street you fall over a dog on the stairs. If you go into a restaurant on Peoria street a dog sits by your table and winks at you as you Fletcherize your piece of shoulder steak. Anyway, the Three Johns boarded at a place on Peoria street, paying for one room with two beds and three meals a day the sum of $15 per week. They got lower rates because there were three of them in one room. It may be well to state here that if, there had been a bed in the room for every one of the occupants thereof the beds would have piled up to the ceil- ing and shunted out of the window on some stray dog. The other room- ers there did not pay rent, so they were not entitled to any beds except the ones in which the Three Johns tried to sleep. “What’s the use?” John No. 1 de- manded one hot night. Johns 2 and 3 did not know. “What’s the use of smothering here?” continued John No. 1, “when we can get a cool room out in Oak Park?” : Johns 2 and 3 decided that there was no use. So the three boys went out to Oak Park Sunday afternoon to look for a room—a cool room with two beds in it. They found a large one for $3 a week, but it was unfurnished. Still, it was a nice room, with a bath next door and a sink where lake water ran night and day. They looked at the room longingly and counted their money. The Three Johns had $8 each, and their board was paid until the next morning. Sunday, you see, was pay day at Black’s, which accounts for the temporary opulence of the three clerks. “Let’s furnish it,” suggested John No. 1. Johns 2 and 3 were willing. That night they made up a list of the things they would need, and the next forenoon one of them got off duty long enough to step over to Smyth’s and buy a lot of furniture on the un- easy installment plan. When the three got out to their room that night the furniture was there. ‘When they rattled it about getting the rug down and the beds up they heard dishes rattle. In for a penny, in for a pound. The clerks were going to do their own cooking. They had to get up earlier, and stay up later. They had to buy most of their food at bakeries and delicatessen shops for a few days, until they learned how to boil pota- toes without burning the water, and make coffee, and fry pork chops, It is surprising how little money a healthy clerk can live on if he cooks his own When the Three Johns got their establishment to run- ning they lived better than at the old place on Peoria street, paid their rent, car fare and laundry and had $4 a week left, each one of them. When the furniture was paid for they began bunching their money and putting it in the bank. They were not out nights any more, and Black noticed that they did not invade the store with a beer breath every morning. He also noticed that they did not sneak out into the alley to smoke cigarettes. Their eyes were bright and their motions were quick and effective. He raised their wages to $10 a week. If you clerks do not believe this, just try the system on your boss. The three boys now put $18 in bank every week. They were talking of starting in business for themselves, but they couldn't sit down and write checks for their stock. They pinched along until they meals. had $500, and then found a little store, in the heart of the tenement district on Monroe street. It was a little bit of a store, but it held all the stock the boys could buy and pay cash for. The store was half grocery and half delicatessen. There was a little room over it, and they lodged there so as to be on hand late and early. This wasn’t writing checks on _ quarter- sawed oak tables, but it was making a start. When things went wrong the Three Johns laughed. They were getting their eatings and their sleep- ings at any rate, and that was all they had been receiving in the old days at Black’s. The first morning they opened up they had some handbills printed tell- ing about the “Three Johns Store.” They told what they had to sell, and what they asked for it, and offered a reward of $5 to any person dis- covering them in the act of trusting out any goods. This last might not have been good business in a coun- try town, but it was, and is, good business in the Chicago tenement dis- trict. One John remained at the store and the other Johns went out with the handbills. They did not leave them in cigar stores and on saloon bars. They lugged them up many staircases and knocked on doors with them in their hands. When they could get a chance to do so they smiled on the tired women who came to the doors and offered to take any orders right then and deliver the goods right away. They got many orders in this way, and secured customers who remained with them for years. This wasn’t starting in business with blonde stenographers and leath- er chairs, and tickers in the private room, but many a man_ started in business with tickers and all that, that same year, who did not keep going as long as the Three Johns did. There was one word in that store: “Wiork!” If there had been another word, that, too, would have been “Work.” The boys enjoyed being their own masters. They enjoyed seeing their stock grow. They enjoyed hearing customers say that their goods were fresher than those they bought at Black’s. They enjoyed seeinz the money pile up in bank. From the start the boys made as much money each week as they had made at Black’s, but they did not put this in bank to draw interest. They bought more goods, and fixed up the store. They made the interior all bright and white with paint and electricity. If you know anything about Chi- cago business men, you know that these boys soon had all the credit they wanted. Sometimes beginners have credit when they do not need it. There is no need of following these boys step by step. They are away up in the commercial books now. They grew from one store to another until they sell almost everything now. They are still comparatively young men. The best of their lives is still in front of them. They didn’t do so much, did They just sacrificed their times” for a little while. They cook- ed their own food and saved their 1.oney. They wanted to get into bitsi- ness, and they succeeded. There are clerks at Black’s who laughed at them because they did not take in the Sun- day excursions and stand out on the corners after 9 o’clock at night. smok- ing cigarettes and making mouths at West Madison street girls. they: “sood The Three Johns said that they would take their “good times” after a while, and they are taking them now. They have country homes and city homes, and one of them goes to Europe every summer. It all began in a hot room on Peoria street the night John No. 1 asked what was the use! They couldn’t have had any fun to speak of on the little money left of their wages after paying board, anyway, and so they saved it. When you see a young clerk doing as they did, you may make up your mind that he will be in busi- ness when some of the men start with splendidly furnished offices are out at elbows. You can’t get into business, young fellow! Have you youth, strength, a will of your own, and a job? Well, why can’t you get into business? There is a way! Alfred B. who Tozer. ++. Some have no faith except when they are feeding. Costs Little—Saves You filuch 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. We Are Ready to 10 02. 16 oz. 16 oz. 13 Oz. I2 oz. 12 0Z. Wholesale Dry Goods 7 American Stark A Atlantic Chapman Dover Texas For delivery up to September Ist. P. STEKETEE & SONS Make Contracts on Grand Rapids, Mich. rl¢ ie OTe . * we oa | ry 4 Yr < { v v ¥ , ¥ » 2 — 4 a me ~ Ee * _2e 4 - 2 a x y < = @ < \ 2 y Et { yy Ye x < a & «2, ri * we 7 ae Pr < ° « { v v ¥ y Ls a - | ( 4 { A 4 ~ a te _« + ral 2 a +t + z = @ + 4 » Bf { > @ 4 4 4 , ae June 22, 1910 MICHIGAN TRADESMAN 23 THE HOOSIER STOREKEEPER. He Would Make Each Month a Busy One. Written for the Tradesman. It is quite natural and not at all surprising that the very first ariti- cssm I should hear is that my let- ters are somewhat peculiar and dif- ferent from what is usually expect- ed. Also there is some danger that the high standard of dignity which has always characterized these col- umns may suffer by some old fash- ioned “Hoosier” talk, You know that we get so much in the habit of talking “straight from the shoulder” when we face a cus- tomer that we are apt to fall into this habit when we write these let- ters for the benefit of brother mer- chants. Running a Country Store. First and most important is to “run it right.’ There is an old Franklin proverb which is so apt and_ that seems to fit in here so well that we must repeat it: “Keep thy shop and thy shop will keep thee.” To keep what people want is no small task; to keep abreast with the times, not to fall into a rut; to buy the goods through the eyes of your customers and not to favor some drummer; to select the right goods to use for lead- ers and to hold the business are some cf the things that constitute running the store right. Easiest Way Not Always Best. It is ever so much easier to keep the old store plugging along on the same old lines. Just the same old way may be the easiest, but is it the best? Just stop and think a moment! Let us use the brains that God AIl- mighty ‘has given us. Why not study out some new kinks? Why not tell the salesforce that the boss will take a little run down the State; get out among other store- keepers; take a few days off and look around; gather new ideas; come back to the store and surprise the clerks some morning with a whole lot of new changes and _ revolution- ize things! You may even surplrise yourself, Don’t you know that for various reasons fully half of the retail stores are not making any money? “Ten per cent. of the shoe dealers make mon- ey—9oo per cent. don’t.” This is the startling statement recently made by one of America’s largest shoemak- ers. The sum and substance of this shows that there is something radi- cally wrong with the business. This statement continues in this fashion: “Tf you made a careful investiga- tion of the retail shoe business throughout the country you would fnd about three classes. Ten per cent. are making money. About 50 per cent. are just breaking even. The other 40 per cent. are unsuccessful and go out of business.” The theory advanced is that there is too much haphazard buying, which results in too many odds and ends at the close of the season. I have thought of this a great deal and I be- lieve the average dealer loses en- tirely too much time figuring and scheming how he can save an extra discount. It is right that a store- keeper should see that his stock is kept up and purchases made right at the right price, but there is a great mistake in buying a large lot of goods in order to get the quantity price or a little extra discount. Too many dealers are continually over- stocked. More attention should and must be paid to the selling end. New Plans. New sales schemes should be de- vised and used to clear the decks, to move out the old and to bring in the new, which means more attractive goods on your shelves. Up-to-date, successful merchants are paying more attention to display fixtures than ever before. Last night I was talking to a merchant in a town of 6,000 and he told me that they spent $15,000 last year in new fittings for their stoire. It pays and it pays big. Why this expense? It simply means that this store is will- ing to pay out a fortune to increase the selling end of its business. “Goods well displayed are half sold.” The desire once created the sale nat- urally follows. The science of re- tailing merchandise covers such a vast field that these letters will nat- urally drift into specialized topics, No Dull Season. The modern store has succeeded in eliminating the quiet season. There ‘s, Of course, certain times of the year that trade naturally slackens up, unless the dealer is alert, watchful and gets his wits to working. Then the result is usually a surprise, not only to the outsider but often a great big surpirise to the merchant him- self, Haven’t you ever tried it? Well, then, you will never know the real pleasure of turning a dull month in- to an active business record. Stir things up! Go through your stock and pick out something you want to move and move it, put a price on it that will make folks stop and won- der where you stole it. Look at the great success of the 5 and Io cent stores. Their greatest advertising is done right in their windows. True, we can not all afford to hire special men who are expert window trimmers, but we can all do some- thing, if only in a small way, to make people stop and look at our leaders. This is only good advertising and it takes good inducements nowadays to draw trade. We can not all afford to hire an expert to get up our advertising mat- ter, but you must admit there is a big chance for improvement along these lines. To make our store literature of a high order is one thing and to give ‘t pulling power is another. But this is such a big subject that we can only say that it will have to be handled in sections. There are many kinds of advertising. The kind that doesn’t pay is just as important for us to know as the right kind. Hoosier Storekeeper. Se An honest prayer for harvest al- ways inspires a man to get out and hustle. 2-2. A large part of theology rises in the liver. The Stars by Day. Is it possible for astronomers to see the stars in the daytime? Of course the astronomers have devised a way. Any one can see stars in the daytime if he chooses to go to suffi- cient trouble. At the bottom of a deep well an observer on looking up will see stars if the sky is clear and the sun does not happen to be shin- ing directly into the well. Why can not the stars be seen from the surface of the ground? They cer- tainly give out their usual amount of | light and it will be remembered that | the moon is frequently seen during the day. The question resolves itself into the capacity of the human eye. During the day the sun shines on particies suspended in the atmos- phere itself, and its rays are reflect- ed in every direction from the differ- ent particles. We thus have diffused light, by means of which we can see objects not directly in the sunlight. If it were not for this diffusion of light, or irregular reflection, as it is called, we could not possibly see any- thing not in direct sunlight. Now these irregularly reflected en- ter the eye in enormous numbers, so rays the intensity is comparatively great with starlight. But to a person in a deep well or mine shaft only the per- pendicularly reflected trays enter the eye, and from only those particles di- rectly over the mouth of the shaft. Thus comparatively little light enters | the eye and any starlight that comes | down at that time is easily perceived and the presence of the star is recog- nized. The astronomer applies this rule to | his telescope and places long black | tubes called shields on the end of| his glass. Field-glasses to be used at night have these on also. They are eutirely necessary for work with heavenly bodies even at night, when the observatory is in a large city of many lights. a a a good Never judge people by their aims; | it’s what they hit that counts. The airs of a self made man are | mostly of the fresh or hot brand. | Halt Brand Canned G00ds Packed by W. R. Roach & Co., Hart, Mich. Michigan People Want Michigan Products i, IF YOU CAN GET Better Light witi, a lamp that uses Less Than Half the Current what can you afford to pay for the new lamp? The G.E. Tungsten is a masterpiece of invention, genius and manufacturing skill. We can supply it at a price which will enable you to make an important saving in the cost of your lighting. Grand Rapids-Muskegon Power Co. Grand Rapids, Mich. City Phone 4261 Bell Main 4277 catalogues—Series G-10. Mention We are anxious to make new friends everywhere by right treatment. We can also ship immediately: Teachers’ Desks and Chairs Office Desks and Tables Bookcases We keep up the quality and guarantee satisfaction. If you need the goods, why not write us for prices and descriptive American Seating Compe —_ More School Desks? —— We can fill your order now, and give you the benefit of the lowest market prices. Blackboards Globes Maps Our Prices Are the Lowest this journal. 215 Wabash Ave. GRAND RAPIDS NEW YORK CHICAGO, ILL. BOSTON PHILADELPHIA i | MICHIGAN TRADESMAN June 22, 1910 = = -~ - EHIND te COUNT - ~ = 44)))), AMBITIOUS JOE JAMES. Clerk Who Set Out To Do His Own Thinking. Written for the Tradesman. You may pour water into a sieve. Tt will only run out and go to waste. This is like unloading information and experience on a heedless young chap who is thinking of the batting average, or the discount he hopes to get from Jimmy Green in the coming game of billiards. It is discouraging to waste Solo- mon on a young man who does not hear half you say and would not be- lieve the things you tell him if he did hear them. But there aire worse things this. You may pour water into a barrel of sugar and do a great deal of mis- chief. This is like unloading knowl- edge of the world on a young man whose brain catches the drift of the ambitious initiative you recommend but doesn’t digest it. It is discouraging to waste your time telling a young man to be am- bitious, and self-reliant, and ready for any emergency, and have him warp your information about in a crooked birain until it is a positive source of evil. This is about the worst thing I know of. After all, it takes a pretty good sort of a man to decide exactly what . dope to give a young fellow just touching elbows with the world. If you tell a feeble-minded young chap that he must think for himself, must go right ahead of his own notions and not bother his employer with useless questions, you are likely to give his head a swell, and also get the em- ployer into trouble. When Joe James came to town and “accepted” a position in Harvey’s girocery, he had a pretty good idea as to who the brightest, handsomest, most interesting young man in town was. He thought he saw his face every morning when he looked into his own mirror. And Joe James look- ed into his mirror pretty often. It was Harvey himself who gave Joe James his first lesson in initia- tive, and self-reliance, and thinking- quick-in-emergencies, and all that kind of mental fodder which is thought so nourishing to the youth- ful intellect. Harvey never intended that Joe James should think for himself in any- thing. He even picked out ‘his board- ing house for him and told him what colored tie to wear, and stood by and made him do up a bag of crackers with the knot of the string on the southwest side, just as had always been done in the Harvey store. than But Harvey was ireading in the magazines that a young man must be resourceful and all that, so he will- ingly unloaded what he read on Joe James. The first morning he called Joe James up to his desk and said to him: “You're going out to deliver goods now.” “All right,” said Joe James. “Where do I deliver them?” “The packages are all marked,” re- plied Harvey. “You dirive up here to the first turn to the right and turn seuth. That is Turner street. You have several calls on that street. Aft- er that you go right on and find the streets for yourself. When you de- liver the last order on Turner street, ask where Scribner street is. When you deliver the last order on that street, ask where Clinton street is. And so on.” “All right,” said Joe James. “And I want to warn you against loitering by the way,’ added Harvey. “Keep the old hoirse moving.” “Bet your life,” said Joe James. “Don’t be a stick,” said Harvey “Show life and animation when you get to the houses where you stop.” “Sure,” said Joe James. “And I want you to be _ pleasant, and polite, and all that, yet dignified.” “That’s my long suite,” replied Joe James. “Don’t be familiar with my _ cus- tomers,” warned Harvey, “and don’t permit them to become familiar with you.” “Sure,” said Joe James. “And if you get into trouble out on the route, don’t be wasting your time running to the telephone and asking for instructions. You must learn to act quickly in emergencies, to think for yourself, to respect yourself.” “I won’t trouble you with ques- tions,” said Joe James. Then Joe James got on the west end of.the high seat in front of the delivery wagon and set off to deliver the goods. When he got out to the end of Turner street he found a pack- age marked for a “white house with green blinds.” He couldn’t read the name on the slip of paper. He had been told not to ask questions by thone, but to go on and do his own thinking, so he walked up the front walk and knocked at the front door. He had been instructed to be dignified and to think a lot of himslf, and no such person would go to the back door. This house was not the one where the three pounds of porterhouse steak was to go. There was another white house with green blinds down the street which was not inhabited by a bulldog who also thought a good deal of this personal dignity. But Joe James did not go to this white house with green blinds. He went to the one in which the bulldog held high revel. When Joe James knocked on the front door the bulldog came around on a side path and looked him over. joe James also looked the dog over. Then a voice from the house called out: “Give it to the dog and get out For the man who owned the dog was expecting the butcher in the next block to bring the bulldog’s food for the day. That is why the bulldog came and looked around the corner of the house when Joe James knocked. He, also, was waiting for the butcher. Joe James looked at his three pounds of porterhouse and also at the bulldog. It seemed a pity to feed meat like that to the dog. Perhaps he had made a mistake in the house. He could find out by yelling through the door to the man who had given him the order concerning the meat and the dog. But then Joe James reflected that he had not been told to ask ques- tions. In fact, he had been definitely instructed not to ask questions of any one: So he untied the string on the meat and held it up to the bulldog, who was not used to having his breakfast held danglingly before his eyes like that. The dog approached Joe James with a growl which would have warn- ed an ordinary young man not in- structed according to magazine rules. Joe James did not take the warning. Instead, he took offense. This, clear- ly, was undue familiarity on the part cf a customer. This had been de- nounced by the boss, and Joe James resolved not to stand for it. So he lifted up his number ten cow- hide shoe and gave the bulldog a jolt in the jaw which landed him over on the nicely-mowed lawn. But the bull- Gog came back at Joe James. There were doings. Joe James had been instructed to act quickly in emergencies, so he de- cided that the best way to detach the bulldog from the bosom of his trous- ers would be to interest the owner of the dog in his behalf. But this was difficult, for the own- er was not in view. Anyhow, Joe James thought, it would not be digni- fied to appear before the owner in that plight. Besides, it would be showing a lack of initiative. He must resent this familiarty on the part of the bulldog by his own self, He must show life and animation, as he had been told to do. Joe James picked up a rock which lay hard by the scene of riot and laid it over the bulldog’s nose with a speed and directness which caused the dog to let go and seek the back yard for the purpose of making com- plaint to his owner. Joe James was lucky to find the rock and the nerve io use it. In about another minute the dog would have been chewing on the anatomy of the young-man. But what is a bulldog, even although he be short-legged, and red-eyed, and ugly-jawed, to do with a broken nose? And the owner of the dog came 1? around the corner of the house and mixed it with Joe James. When the policeman came up with the patrol wagon Joe James was getting rather the best of it, with the dog preparing to form an alliance with his master. This was not what he had expected on that delivery (route, still, for the second time that morning, he was ex- er. And this had been set down as not to be endured by the boss. “Now,” said the policeman, “you go call up the store and tell the boss where the delivery wagon is. I’m going to run you in.” “The boss told me not to call the store up by phone if I got into trouble,” said Joe James. “Call him up yourself.” Later a policeman drove the de- livery wagon up to the store, and Harvey found that Joe James’ had gone to jail for ten days because he kad been told not to bother the boss with his troubles. If every employe would mind as well as that! Joe James went back to the _ tall timber. He was not to blame. It was Harvey who was to blame. He had unloaded a lot of twelfth grade material to a boy still in the primer and the boy hadn’t assimilated it. He had talked glittering generalities which he had read in the magazines to a boy who should have been given concrete instruction. After all, it does take a pretty good man to know exactly what to say to a bit of raw product just entering business life. You’ve got to study your raw product and give him just what he will absorb. You've got to see that he understands what you are saying. You’ve got to use judgment. Joe James was ambitious to follow in- structions, and he did so. It was the fault of the instructions that he did not succeed better. Study the boy you are trying to instruct. Alfred B. Tozer. —_+-~+___ Those Embarrassing Questions. Not so long ago it was the custom tor girls to collect canes from their favorite boy friends as sentimental souvenirs. One girl, in asking a young man of her acquaintance for his cane, requested him to tie it with a piece of ribbon of his favorite col- or. When he presented himself at a rbbon counter a day. or two afte: he felt very ill at ease, being quite un- used to surroundings that savored so much of femininity. “What kind of ribbon do want?” asked the saleslady. “Any kind will do,” he replied. “Baby ribbon?” “Oh, I—I’m not married,’ remon- sirated the young man, timidly, shift- ing his weight from one foot to the other. you ———_-+-___. Why Boys Are Brave. To his teacher’s request that he give the class ideas on the subject of “Bravery,” little Johnny delivered himself of the following: “Some boys is brave because they always plays with little boys, and some boys is brave because their legs is too short to run away, but most boys is brave because somebody’s lookin’.” periencing familiarity from a custom-- je” v Be | f er < r < a | v 7 | ww F © | « ~~ | % 4 > 4 — - * ¢ - } wa a» 2 i » 2S | +t o y wy iF ve June 22, 1910 fi MICHIGAN TRADESMAN IF YOU WANT A DRAWER OPERATED (All Fotal Adders. All Tape Printers) CASH REGISTER Let us sell you the BEST MADE at the LOWEST PRICE Autographics Attac h men t ran on a DRAWER OPERATED Register we will furnish it for $15.00 Prices: $40 $50 $60 $70 $80 Detail Adders: $20 $30 $40 F. 0. B. FACTORY This cut shows our $95.00 Register with Autographic Attachment Ic to $59.99, one registration. Same Register without Autographic Attachment, $80.00 aa ee cemmmenmonrne ni oc I The National Cash Register Co. Salesrooms: 16 N. Division St. Grand Rapids 79 Woodward Avenue, Detroit Executive Offices: Dayton, Ohio ALL SECOND-HAND REGISTERS SOLD BY US FULLY GUARANTEED : ue a ener eek le hee ec MICHIGAN TRADESMAN June 22, 1910 ad ge = S77 Ta a eI Oe. 2 = = = =, Some Things Great-Grandmother Did Not Do. Written for the Tradesman. On the wall hangs great-grand- mother’s portrait. Beneath the dainty frill of her white cap is a_ strong, courageous resolute face, softened and made lovable by lines of patience end motherly tenderness. Wonderful encomiums of her vir- tues and excellencies have been hand- ed down to us. She was a loving wife and a devoted mother; she was kind to the poor and to all who were in trouble; she was a master hand in sickness and a_ peerless cook; a bright, cheery, companionable woman who cracked good jokes and was fa- mous for her wit in repartee. Great- grandmother was great. But of all the annals of her abili- ties the most astounding to us of the present time are those wonderful ac- counts of the things she could do and the amount of work she could turn off in a single day. She could sash, iron, bake, scrub, render lard and make butter, cheese, soft soap and cider apple sauce. She it was who could catch a sheep, shear it, scour the wool, card it, spin it into yarn, color it, weave it into cloth and from it cut and make men’s gar- ments, so that great-grandfather and the boys had whole new suits of clothes without being set back a dol-} lar in money. How many knots was it great-grandmother could spin in a hour? And how many yards was it she wove on that memorable day when she was weaving a race with Sally Simkins, who lived over in Hop- kins Hollow? Of course, great-grand- mother came out way ahead in amount and the cloth she made was far better than Sally’s. Giceat- grandmother could milk ten cows and cook for thirty men at a raising and could knit a sock or a man’s double mitten of a long winter evening and make a quilt of the double sawtooth pattern that contained 6,827 pieces. This quilt she did just for pick-up work, when time was hanging heavy on her hands. It took a premium at the first fair ever held in the coun- ty. Aunt Kate has that quilt. Truly great-grandmother was great — so great that her descendants feel like degenerates and pygmies when they nieasure up their achievements beside hers. But there were something great- grandmother did not do. She raised nine children but she did not study poor “the child’ so much as does’ her great-granddaughter who has only cne. There were no mothers’ meet- ings, so she didn’t have the duty of attending them. She birought up her iamily in the nurture and admonition of the Lord and didn’t consider it necessary to consult 800 lesser author- ities on how it ought to be done. Now it is an open question whether it was really as much work to bring up nine children, or nineteen for that matter, as great-grandmother did it, as it is to rear one by the highly elab- orated methods in vogue with the conscientious mothers of to-day. Wher one of great-grandmother’s young sons needed correction she promtply made vigorous application of a hickory switch, a form of chas- tening supposed to fit every case of juvenile delinquency; just as the bit- ters she made of burdock and _ tag alder in the spring of the year were regarded as the proper medicine for any kind of illness. Had one of great-grandmother’s boys gone wrong the sad_ calamity would have been laid either to the in- nate deplravity of human nature or to the machinations of a real and per- sonal devil. No would have dreamed of springing the hypothesis that his downfall was because his mother had failed to understand him and differentiate her treatment to the peculiarities of his individual temper- ament. Great-grandmother attended district school when she was-a young girl and then went away a term or two to a young ladies’ select boarding school to be finished. Here she learn- ed to embroider and make wax flow- ers and did a really wonderful thing in the shape of a hair wreath which adorned the nahin walls for of years afterward. The beauty of great-grandmother’s education was that when it was pro- nounced completed it was really with and one a score done she didn’t have to keep up a never-ending consultation of cyclo- pedias and dictionaries, nor attend clubs, the members of which are all engaged in the hot pursuit of such subjects as political economy, Egypt- ian hieroglyphics, Browning, medie- val art, socialism, James Whitcomb Riley and the Increased Cost of Liv- ing, together with all else included under the comprehensive term of “culture.” | Great-grandmother © said “school deestrict” and “cal’alate” and “obleeged” and “programmy” to the end of her days and lived in blissful unconsciousnes of Noah Webster and diacritical marks. The very limitations of her knowledge had advantages. She knew nothing of bacteriology and so didn’t have to disinfect and _ sterilize and_ fight germs. Great-grandmother was not athlet- ic in modern sense of the word and never learned to play golf or basket ball, but she could ride a mettlesome horse, and when she and_ great- grandfather were young and just starting she used sometimes to go out in the fallow and help him log up, which really wasn’t as hard work as cranking an automobile. In middle life great-grandmother was inclined to be fleshy, but she didn’t think she had to lie down on the floor and roll over 250 times every day or do any other laborious stunts to reduce her weight and keep Gown her hips. Bless her dear soul, her hips weren’t kept down, but at- tained a size and rotunity that is good to remember. There were in those days no ad- vice columns in the newspapers tell- ing women how to do everything un- der heaven from making Welsh rare- bit to retaining their husbands’ af- fections; and so there were a whole lot of things that great-grandmother never knew she ought to do and life was far easier for her in consequence. When great grandmother sat down to work she wasn’t interrupted every ten or fifteen minutes to answer the telephone or to turn down a_ book agent or to give an order to the gro- cery to be consulted in re- gard to plans for beautifying the city or getting up an immensely remuner- ative tag day. Her time wasn’t all chopped up into bits by the causes and demands and complications that zo to make up modern life, else she never could have done those tremen- dously big days work which have been the wonder and admiration of all who have come after her. Great-grandmother “dug into it” all the time, being compelled to toil ear- ly and late by the necessities of life in a newly-settled country. Her great-granddaughter works no _ less strenuously, being urged along by the invisible yet compelling goad of a superlative civilization. Great-grand- mother was likely to contract muscu- lar “rheumatiz,’ while great-grand- daughter suffers from neurasthenia. That is the difference. If frem the placid face on the wall the real great-grandmother could look down upon her boy or descendants it would te with pity and amazement. She would declare that their labors are more Jferculean than were her own and she would turn to her dye-pots and loom and spinning wheel with a sigh of relief, giving us moderns to understand that progress, with all its vaunted utilization of new powers and invention of marvelous machin- ery, has succeeded only in increas- ing and rendering more gigantic the task of living. Quillo. +--+ _____ Fish That Carry Candles. Some of the fish found at a depth of about ten thousand feet by a Ger- man deep-sea expedition, resembled the fossil species in the rocks of the when the earth’s at- with carbon. These fish in many cases shad special collecting light. Some possessed enormous eyes Occupying nearly the whole side of the head and with telescopic Others carried their light on manner similar to worm. Mesozoic era, mosphere was’ dense means of some were supplied organs. their heads in a that of the glow Crescent Flour Solves the Problem Just bear in mind, Mr. Gro- cer, that the flour question never bothers the house that handles ‘‘Crescent.’’ No trouble in supplying the most particular trade—and no trouble to get new customers started to using it. Crescent flour is just so good that the first trial sack con- vinces the housewife, and each succeeding sack keeps her con- vinced—and satisfied. It’s the flour grocers are pushing. If you’ve never sold Crescent flour, write us for prices and other information. VOIGT MILLING CO. GRAND RAPIDS, MICH. Get in the Lead! Don’t be a Follower! Be the first to get for your store the finished product 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. today for prices. Write us WATSON & FROST CO., Makers Grand Rapids, Mich. = » < - ee ~~ aw at “= « —_ om 7 ? bf oe an me a s 4 we <« . ~~ - & > a < = an ~ - 4 _ a A Le 4 + é » ot » ‘ ns @s . te « a . @4 +¢ | a r te é ¢ ~ a ~ - Yr « —_— ~ 7 7 ¥ ° ~ | 3 ~ a June 22, 1910 THE TOBACCO HOG. Why the Druggist Threw Out His Cigar Case. Written for the Tradesman. “Do you smoke cigarettes, Miss Smith Premier?” asked the boss of the department store where the ste- nographer worked. The girl blushed and said that she hated tobacco and especially cigar- ettes. “There seems to be a flavor of cig- arettes about these letters,” insisted the boss. “Well,” replied Miss Smith Pre- mier, “my desk is back there by the stock room door and the clerks sneak out there occasionally to smoke. They lower the windows, but when the door is opened I get the full benefit of the smoke.” “So the clerks go out there to smoke, do they?” The boss was plainly angry and the stenographer was frightened. ’ “T didn’t mean to complain, _ sir,’ she said. “You should have told me before,” said the boss. “There is no knowing how many sales the clerks have lost by being away from their places and being scented up with tobacco. There are people who can not endure the least odor of cigarette smoke.” The boss touched the bell clerk made his appearance. “John,” said the boss, “watch the stock room on this floor. Fire the first clerk who sneaks in there to smoke. Then put up a notice that any one smoking here, anywhere, dur- business - ‘hours, will be dis- charged.” and 2 ing “Thank you, sir,” said the stenogra- pher. “Do you know,” said Mrs. Conway, who lives away, away, away up on Easy street, “that I have a suspicion that Katie, the new nurse, smokes cigarettes? She doesn’t smoke about the house, of course, but nearly every time she returns from a walk or an errand I smell tobacco in her cloth- ine “That’s too bad,” said Mr. Conway, taking a long, black cigar from his vest pocket and lighting it. “We can not have a girl about the children who smokes! You'll have to discharge her, I’m afraid.” “Of course we can’t have the little dears contaminated with tobacco,” said the wife. “I’ll talk to Katie.” “Katie,” said the woman who lived away, away, away up on Easy street, to the girl that night, “why do you smoke cigarettes?” The prety little girl pouted. “T don’t,” she said. “Then why do you smell of cigar- ette smoke every time you come in from the street?” asked the mistress. “Because,” said the girl, “I like to ride on open cars and usually get as far front as I can in order to. get fresh air. Lately I’ve had the mis- fortune to get behind cigarette smok- ers on the firont seats every time I went out.” “Tt?’s a wonder they permit smok- ing on the street cars,” said the mis- tress. “Susie,” said Mrs. Fenton, who lives in a big house set in the middle 1 MICHIGAN TRADESMAN of a smooth lawn, “why do you look pale and ill every morning after you go out with John? I hope you don’t drink wine or eat late suppers. Be- sides, I often note the odoir of tobac- co in the morning.” “Last night,” replied Susie, “I went to the lodge. You know we had a supper there at the rooms and I was one of the waiters. I was obliged to pass through the ante-rooms many times, and there were a lot of young men out there smoking. Tobaco al- ways did make me sick.” “IT wish,” said the mistress, “that men wouldn’t smoke in public.” “Did you have a fine time on the excursion?” asked Mary of Myrtle. “Tf you did you do not look it.” all we replied in was day,’ were “T’ve been sick Myrtle. “The full of tobacco both ways. There were cigarettes, cigars and pipes going like mad. I never experi- enced such foul tobacco. Some _ of the ladies were so ill that they were obliged to leave the train before they sot home.” car smoke “T don’t see why the railroad offi- cials permitted smoking on the train,” said the other. “It is a shame to spoil a girl’s day like that.” There are a good many both men and women, who can not breathe tobacco smoke without be- coming ill. Therefore, it is a wonder the tobacco hog doesn’t do his smok- ing where he is not imposing on oth- ers. All men who smoke aire not to- bacco hogs. It is no harm to smoke if one likes it and the health is not affected by it. But smokers should have a little consideration for others. It is a question if smoking should be allowed at all on street cars or in the ante-rooms of secret societies, or in public restaurants. There is no doubt at all that it should be prohit- ited in all places of business. No one knows how many patrons the depart- ment store lost by the clerks going to the stock room to smoke. No one knows how many people walk because street cars are filled with smoke. No cne knows how many stay away from lodge suppers and festivals because young men gather in the outer rooms and fill the air with smoke. The rail- roads will never how many people refuse to go on their low-rate excursions because a lot of tobacco hogs fill the cars with tobacco smoke, It simply is not business to permit one-half the customers of a place, whether a street cair, a railroad train, or a lodge hall, to insult the other half by puffing tobacco smoke into their faces. People who smoke should go away to places of their own to take their comfort, just as men do who want to drink out of a bottle. It would cause a terrible row if a lot of excursionists drank whisky out of a bottle in a cair with ladies, yet that is not so bad as smoking there. At the public banquet where ladies pay for seats in galleries the tobacco hog shines in all his glory. A good many ladies have paid a dollar for a seat at the Lincoln banquets in Grand Rapids and been obliged to leave without hearing the speaking because the men at the tables filled the hall so thick with tobacco smoke that one could almost cut it with a knife. Of people, know course there is something to say in behalf of the man who goes to the banquet to smoke as well as to eat, but if the ladies are asked to pay their money for seats their presence there should be respected. One man who found that it does not pay to mix tobacco with business is Tom Craig, the druggist. Tom is a great smoker himself, and kept at one time about the best line of ci- gars in the city. The result was that men who enjoyed a good smoke con- sregated there to talk and indulge in their favorite pastime. eve- ning, there was hardly a time when there were not men standing in front ef the cigar case smoking. The cigar case was not far from the soda fountain. The fountain was a big money maker all the year round. But finally trade there began to fall off fom clerks They were polite and attentive. Noth- ing wrong there. He inspected the soda and ice cream All first class. One evening ‘he found out why the fountain was not paying expenses It was at a party and Edith Edie was there. Tom and Edith were old chums, and so were Edith and Mrs. Tom. Tom hadn’t seen the girl be- Day or soda watched his sold. fore for a long time, and said so when they met. Edith laughed. “Why,” she said, “when you get rich enough to build a smoking room at the back of the store, I’ll come there after my perfumes and_ soda again.” “Why,” replied Tom, with a_ grin, “if you really want to smoke in pri- wate, PIE” “You're a brute,” laughed the girl. “You know very well what I mean. Your store has become a regular to- bacco shop. It is full of smokers all the time. Now, I’m not going in there to eat ice cream perfumed with cigar smoke, or drink with the fumes of cigarettes. sides, I always get my clothes scent- ed with tobacco when I go in there and people will be accusing me of smoking next. Tom stopped laughing. This was something he had never thought of before. mixed Be- soda 27 “Have you heard other girls speak in this way?” he asked. “Why, of course.” “Then that’s what’s the matter with my fountain trade!” “TI presume won’t go into their soda sir. Girls simply a tobacco store to buy and ice cream, If you did not smoke, would you?” sé YT %? No, so, replied Tom, “I wouldn’t.” At first Tom moved his cigar case away back, a good distance from the fountain, but that did remedy the trouble. Then he fired the cigar business of his store. That did correct the evil. When he wants to smoke himself he goes out on the street, or into a cigar store, or a ho- tel lobby, where people can smoke not out without imposing on some one else. A good cigair is a mighty comfort- ing thing to a man at times. Most of the men who have made their mark in the world were smokers, but it is not probable that they forced their lady friends to become users of tobac- co, too, and at second hand at that. The tobacco hog should be held in check. tlemen ment. Even smokers who are gen- will agree with this state- Alfred B. Tozer. +. __ Village Moved By Railway. A village loaded upon a train and rumbling along a railroad’s right of way under locomotive steam. Recently a trainload of miners’ houses, a two room cottage to a car, made up at a way station on the Weatherford, Mineral Wells and Northwestern Railway in Texas and taken at a fifteen mile clip to anoth- er and better mining site along the line. Each room in these cottages was {2x14 feet, with nine foot ceilings, and as mounted on the cars the comb of the roof stood fifteen feet and fouw- inchs above the rails. At this speed of fifteen miles an hour a 6 per cent. where the four inches. was number of negotiated, elevated curves were outer rail was It is not stated if the houses were stripped of furniture or that the do- mestic the households was interrupted during the trip. economy of RAMONA Sth Great Week Headed by The Sensational Musical Act ||GUS EDWARDS | NIGHT BIRDS Nellie Brewster And her Company of Singing and Dancing Young Ladies and Men 5 Other Big Offerings with - Written for the Tradesman. 28 MICHIGAN TRADESMAN June 22, 1910 DREAMERS AND ENERGIZERS. Some Get-Rich-Quick Schemes and Schemers. Since the beginning of time hu- manity has exhibited two orders or types of people, namely dreamers and energizers. The dreamer is the man who con- templates doing something—and or- dinarily it is something big and im- portant and spectacular and wonder- fully remunerative; the energizer is the fellow who stays on the job, spar- mg as little time as possible to the luxury of soliloquizing and_ gets things done. These two divisions into which the human family may be roughly divid- ed are not, to be sure, mutually ex- clusive. A man may be for the most part an energizer—seasoned to hatd service and “content with his wages” —merely doing a little sporadic pipe- creaming by way of recreation. In 30 far from being a bad thing, under these circumstances, there are many things which may be said in its favor. But all dreamers are alike in that they live and move and have their being in a highly attenuated atmos- phere. When the spirit of their dream is upon them they live in an unreal world. They see things “that ain’t so.” (Sometimes they form the hebit of thinking and saying things that have “no objective validity.’ And when it comes to that pass it is get- ting pretty bad.) Ordinarily the dreamer dreams about making money, waxing famous and doing things that will cause the daily newspapers to incorporate his name in scare-head type on the front page and keep a few reporters de- tailed to report ‘his sayings and in- forming the public how he takes his eggs for breakfast and such _ other edifying items as the public hankers for particularly when it gets really interested in a genius. The dreamer dreams that he is a genius. He opines that ‘he can do things on imperial lines. It seems to him that on general principles he ought not to be required to do ordi- nary prosaic, wunremunerative, man- tal work, or clerical work, or any other subordinate task. He reminds himself that the world is full of peo- ple whose caliber fits them for just that sort of thing. On the other hand, he (the dreamer) is built for Atlantean jobs. “The really big things which men do under the canopy,” so runs his fency when the dream-dope is at work within, “are done in a very little while. It isn’t extension, it’s intension, that counts.” And so he comes to the conclusion that he is working too many hours per diam and that the toil wherewith his hands aire calloused or his brain fatigued isn’t up to his size. He must look about and find his chance: “But there’s the rub,’ so he rea- sons within himself; “there’s the rub; I never seem to have time. Now there’s Billy Brown, he has all sorts oi time-—and money, too. If I had" Billy’s chance; or if I just had a few hundred plunks ahead like Tommy Jones,” etc., but you know the sort cf chaff they talk. characteristic hob- goblin, his perennial stumbling- block, his insuperable obstacle, is something or other which he ever- more lugs in with an “If.” He could dig tons of gold out of the sand of some stream or other up in Klondike if he were only there and knew pre- cisely where the stuff was and had something to dig with and something to live on while ‘he dug, and a few more things like that. He has the notion of a new time-and-labor sav- ing device—if he could just get the model made and if he could get it patented. In his mind’s eye Horatio, he is always seeing himself in the glory of achievement, realization, full pos- session—with all the attendant glory, tribute and emolument incident to public recognition. If he had a big shop like Edison; if he had resourc- es like the Wright Brothers; if the had money like J. P. Morgan; if he only had means to put through a land or timber or coal or gas deal that he has thought out; if he only had the means to buy up, organize, capitalize, water, sell, realize—but what’s the use—you understand the magnitude of propositions which dreamers subsume under the head of one little word with a couple of let- ters in it. : With the dreamer it’s always If, If, If. In imagination he sees an em- pire and then says: “If it were only so and I were the Emperor.” To his imagination he conjures a world of wealth, with the ease and comfort end enjoyment popularly supposed to be incident thereto and sighs: “If it were only mine.” Certainly. I could jump a block if I didn’t have a droll way of lighting so quick; and your dreamer would be a veritable prodi- gy if nobody else had half as much sense as he. The dreamer’s In the meanwhile the energizer plods on. He isn’t doing anything startling as a general thing, but he’s always doing something. He .is fit- ted for something (we all are, you know) and he does to the best of his ability the thing for which he is fit- ted. He believes with all his mind and heart and soul in the gospel of hard work. He has a lingering suspicion that everybody that actually made good, made good because of some preliminary hard work. And he gets to thinking that hard work will put anybody anywhere and at any time to ihe good. So he plugs away with grit and determination. Somehow his work seems to agree with him. He treally likes it. It might be a little better in some par- ticulars and the hours might be short- et; but anyhow it yields him enough to pay the household expenses, send the little ones to school, buy a few things for his wife and still “lay by in store’ a few dollars now and then tor the rainy day or to help in pay- ing for the little home. While it might be better, on the other hand it might be a whole lot worse. So he does not complain. And then your energizer is com- mitted to another proposition: name- iy, that the job, whether a big or a little one, is capable of growing. He feels that the more he puts into it Gudging from economic equity and the eternal law of compensation) the more he is going to get out of it. He likes to think that the job will ex- pund pari passu with his expanding cualifications. Therefore the impor- tant thing is to make himself indis- pensable to the house, the firm, the shop, the factory, or whatever it is for which he works. He realizes that the people at the head of the business are intelligent, capable people. They are not stone- blind to merit. They are not insen- sible to genuine devotion, conscien- tious service and loyal .co-operation For the sake of profits alone, if for no higher motive, they must see and reward their most devoted and capa- ble employes. Therefore the supreme thing with the thorough-going energizer is to make himself efficient. He will know all that he is expected to know and if possible just a little more for good measure. He will do all that is re- quired of him—do it in the right manner, do it at the right time and do it cheerfully. He isn’t grouchy. He doesn’t go around with a chip on his shoulder. He never permits himself to get at loggerheads with the universe in general and his em- ployers.in particular. So at the end of the day’s grind ‘he comes home tired and hungry and good-humored and happy. He enjoys twenty-one substantial meals a week, pays his bills promptly, reads a few good books from time to time and occasionally takes his wife and chil- dren out for a half-holiday. There is an atmosphere of _ substantiability about ‘him. He is one of the sort that you can depend upon. He is nght there Johnny-on-the-spot with the goods when the call is issued. In saying all this I am not mean- ing that your energizer is dull, phleg- matic and mechanical. There aire many varieties of energies. And many of them now and then run on the low gear. There are times when “the of the chariots drive heavily,” and there are times when much achievement is compressed in- to brief time-limits. But the impor- tant point is that your energizer isn’t eating any idle bread. He’s either. do- ing things, or trying to do things, or getting himself into a position to do things. His mind is bent towards achievement. He has a penchant for the tangible, the practical, the mun- dane. He realizes that he is a crea- ture whose feet must rest on terra firma if he is ever going to get any- where. The dream-life doesn’t im- press him as being a very edifying and remunerative thing. He’d rather earn a piece of money than indulge in a pipe dream. wheels He’s sober-minded, even-tempered and thoroughly reliable, is your ener- gizer. When his world-view is re- duced to philosophical form it yields what present-day authorities call “Pragmatism,” namely, practical things for practical folks. What is truth? It is the thing that works. How do I know what is worth while? By results. What is a tree essen- tially? Eat its fruits and decide for yourself: “By their fruits we shall know them.” Your dreamer resents work—don’t like it—tries to get on ‘with as lit- tle of it as possible, yearns for its elimination. The energizer believes work is essentially good; that it makes a man better; that there is in it as Thomas Carlyle used to say, a redemptive principle; that the smithy who hammers the red hot iron and perspires copiously over his work is burning dross out of his nature and Luilding up healthy tissue all at the same time. : : Your dreamer thinks that the men who have struck it rich from time to time aire born lucky. It was largely a matter of chance. And so_ the dreamer vainly tries to slip up on the blind side of Nature or play a clever trick the Goddess. of Chance. He doesn’t like to serve an apprenticeship. He isn’t willing to reach the goal by the laborious proc- ess of running a stage at a time. He wants to make a single dash do the work of time and effort and close ap- plication. Therefore the dreamer is on the outlook for short cuts. And he is always leading around the idea (and speaking softly to it) that one day he’ll hit upon that short cut. While cthers toil he’ll enter into the fruits of cleverness. While others sleep from sheer exhaustion he’ll attain, by a coup de maitre, the coveted goal of fame and wealth and prestige. on Consequently he’s an originator of schemes and, at the same time, an easy mark for schemers. Think of the enormous amount of ganglionic effort spent in the elabor- ation of get-rich-quick schemes! Consider the cleverness with which these schemes are exploited and the money spent in advertising their merits to the unwary! All of this grows out of a pervert- and mistaken view of the eco- nomic order. The desire to get some- thing for nothing begets a horde of dreameirs. This pipe-dreaming con- stituency supplies an ever-ready mar- vet for worthless stocks and bonds. Although it is written in the book or the law that you can’t get some- thing from nothing, people keep on trying just the same, unmindful of the futility of their efforts. The in- struction of history and the inviolate laws of Nature ‘have neither meaning nor restraint for the dreamer. The alchemists of a pre-scientific age used to dream about transform- ing base metal into gold. And in spite of our accumulated knowledge and better insight you'll find people here and there who contend that this feat will yet be accomplished. It ‘has- n’t been so many years ago when each community had one or two re- spectable citizens who were at work on the so-called problem of “perpet- ual motion.” It seems inconceivable that intelligent beings would squan- der their time and substance at- tempting to do a thing so obviously absurd and impossible. But when cne reads about the histpric tulip craze in Holland, when intelligent ed men went tulip-mad and paid for- tunes for a few tulip bulbs, one isn’t apt to be astonished at the capers of He June 22, 1910 MICHIGAN TRADESMAN CIRCASSIAN WALNUT MAHOGANY JHE 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 b Illustration for all Purposes ‘b Booklets and Catalogues Tradesman Company, Grand Rapids, Mich. ee ai MICHIGAN TRADESMAN June 22, 1910 modern dreamers. We have had some manifestly visionary schemes and schemers in our day, but in the Eliz- abethan era an English company was organized for the avowed pur- pose of “extracting sunbeams from cucumbers.” Now the history of modern times affords, to be true, many edifying and inspiring examples of achieve- ment. We have our inventors, our business builders and sales generals. If we eliminate the matter of meth- eds, processes and essential prelimin- aries which everywhere and always condition achievement and look at results alone we find ourselves look- ing upon successful people as mere- ly fortunate people. And this is pre- cisely what the dreamer does; and right here is where his theory breaks down. The dreamer’s life is truly pathetic, often tragic. His bright days are all ahead. He cheats himself out of present enjoyment by contemplat- ing a future good. His prosperity is always remote. He never does ac- tually attain, but he flatters himself that he is going to some day. In the meantime opportunities pass by un- heeded and the dull, lean, prosy years come and go. One by one his splendid air-castles totter and fall and he is evermore building anew. The story of hope deferred writes its sad lines in silvered locks and furrowed brow. Vigorous, determined energiz- ers pass him by in the struggle of existence and the world takes on a sinister and heartless aspect. He fin- ally gets to thinking that he is un- justly dealt with and unmercifully kicked and buffeted by an untoward fate. And by and by the innocent but misguided dream of youth chang- es to the horrible nightmare of dis- appointed and fruitless old age and the dreamer goes down scourged, em- bittered and impoverished in purse and mind and soul. And the trage- ¢y is his own handiwork, for he has defied the code. Charles L. Garrison. —__+~+~-—___-- Gyroscope by No Means Omnipotent. In the suggestion that the gyro- scope might be used in keeping a torpedo in a straight line through the water, some one has called atten- tion to the fact that the general pub- lic is misinformed on the subject, as usually the general public is on scien- tific and technical truths. At best the gyroscope does no more than hold itself as best it can to that plane of revolut on on which it was started. It resists with all its power the force that would force it to revolve on another plane, but if that force overcomes it, and the gryoscope is tipped aside, it rights itself to this new plane and takes the direction in which its momentum car- ries it. In fact, the gyroscope is not to be considered as an absolute pre- ventive of deflection. It will resist to the point where its resistance is overcome, after which it accepts the inevitable. —__.->_____ He can not love his fellows who helps one man to hate another. —_———_.-.—— Casting your care on the Lord does not mean quitting your job. Condition of Desk Index of Store and Business. There are desks and desks, just as there are men and men. Some clear- ed ready for the next thing, others ready to bury the next task. Like many like desk. Like desk like business. You have seen the desk I refer to littered with papers of all ages and conditions, pigeon-holes crammed with memoranda; nothing to be found when wanted, ecstatic surprise ex- pressed when things turn up. as sometimes they do. It is dollars to a section of stale doughnuts that a manager who keeps such a desk is deficient in executive ability, his mind more or less confus- ed and that throughout the house you will find dirt on and under the coun- ters, with a fair share on the win- dows, and the walls covered with what is left; dirty cuspidors and goods on the shelves five years young and older. Sometimes this condition can be altered by the hiring of a competent clerk, but mostly it is because the manager does not know any better. While a house managed in this way can muddle through, enjoy a_ good business and even increase it, and sometimes make money, it never can hold its own in competition with a management whose manager’s desk is always cleared ready for the thing. It may be fun for the old man to keep his desk in this way, but it is hard on the energetic, ambitious up to date department manager who sees his chance of advancement injured by an any-old-time policy of the head of the business. On the other hand, a great big flat top desk with trays for correspon- dence, everything in ship shape, in- cicates a man with a clear, calm mind, full of energy and executive ability, who sees that things are done. He has no dirty windows, no filthy fiooirs, the walls are not covered with three-year-old dust, but ‘he has busi- ness acumen enough to get rid of old goods the first year and not the sec- ond, who, not tolerating a disorderly desk himself, would recognize in- stantly that a man whose desk was never cleared up was either not com- petent and ought.to be discharged, or was overburdened and ought to be relieved. next Are you guilty? — Commercial News. Sse eee Something In It. “Say,” said the hilarious man, as he heaved his way to a cop at mid- night, “this hain’t much of an old town.” “Alas, no!” was the reply. “I’ve run up against a dozen cops to-night, and not one of them has racked me on the head.” “I know—I know.” “T give some of them chin music and they almost cried.” “And there are tears eyes.” “Say, cop; what’s the matter of your village, anyhow? It used to be a jim-dandy.” “Tt’s the new Mayor.” “Won't he stand for cracking heads any more?” in my own “Not a crack. Not a head. More than a hundred of us got the bounce for it.” “Queer man—queer Mayor,” the man. “Oh, but ‘he’s right about it,” sigh- ed the cop. “You see, we used to frac- ture three hundired skulls a year and the Mayor found out that every one a of them got elected to the Legisla- | a eae ture to make our laws, instead of bringing up in idiot asylums!” GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY Grand Rapids, Mich. FIRE mused The Leading Agency USE pit Yous: pent DISTANCE SERVICE MICHIGAN STATE TELEPHONE CO. Kent State Bank Child, Hulswit & Company BANKERS ee a rand Rapids, Mich. Municipal and Corporation i Bonds Capital - - - $500,000 Surplus and Profits - 180,000 City, County, Township, School and Irrigatien Issues Deposits 544 Million Dollars Special Department D : : i HENRY IDEMA - - 7 President ealing in Bank Stocks and J.A.COVODE - - _ Vice President Industrial Securities of Western J. 4.S.\VERDIBR — - - Cashier Michigan. 344% Long Distance Telephones: Baik ou csieGeates 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 tHe OLD NATIONAL BANK N21 CANAL STREET Capital $800,000 Surplus $500,000 Our Savings Certificates Are better than Government Bonds, because they are just as safe and give you a larger interest return. 3%% if left one year. THE NATIONAL CITY BANK GRAND RAPIDS WE CAN PAY YOU 3% to 3% % On Your Surplus or Trust Funds If They Remain 3 Months or Longer 49 Years of Business Success Capital, Surplus and Profits $812,000 All Business Confidential 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. ia es oe V. Pres. JOHN L. BENJAMIN, Asst. Cashier JOHN E. PECK, V. Pres. A. T. SLAGHT, Asst. Cashier DIRECTORS Chas. H. Bender Geo. H. Long Chas. R. Sligh Samuel S. Corl John Mowat Justus S. Stearns Claude Hamilton J. B. Pantlind 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 » A aE A ~ Sd & June 22, 1910 THE MODERN SPIRIT. Local Furniture Manufacturers on Good Terms. The modern business spirit, the spirit of friendly co-operation, is no where better exemplified than among the Grand Rapids furniture manufac- turers. The old time manufacturers, the fathers of the trade, in this city had very little of this spirit. They scarcely recognized one another on the street, exchanges of courtesies among them were almost unknown, in trade they were jealous, envious, rapacious and not always fair. Those cld timers, bless their memories, would prefer almost any time that an order go to some other town than to have a home rival get it. And none of them became wealthy; some did not even pirosper. But how dif- ferent is the situation now. The fur- niture men of this friendly. They know one another, meet together, scarcely a day but some among them are in conference personally or by telephone over some proposition of mutual concern, and during the seasons when the buyers are here the exchanges of courtesies are frequent and many. The new spirit puts Grand Rapids foremost. It never casts aspersions on the goods manufactured in other towns, but when a manufacturer finds he can not get an order he does his best to throw the business to some good neighbor in Grand Rapids. The out- side world rarely hears of or sees the workings of this mutual boosting, but it is going on constantly and to an extent that would surprise most of us. It should not be inferred that the rivalry for trade among the Grand Rapids manufacturers is not as keen as in the old days. The differ- ence is that the rivalry is rational, that the manufacturers play fair and above all else they realize that more is to be gained by friendly co-opera- tion than in pursuing a cut throat policy, that there is strength in standing together and danger of dis- aster when a concern tries to go alone, generation are A notable instance of the friendly spirit among the manufacturers is that eight concerns have united in issuing a joint catalogue. These con- cerns are the Imperial, the Grand Rapids Chair, the Stickley Bros. Co., the Macey, the John D. Raab, the Grand Rapids Fancy, the Luce and the Nelson-Matter Co. The catalogue will be of 450 pages, with the pages 12x16 inches, and will come as near being a work of art as any catalogue can be. It will be pro- fusely illustrated with high grade halftone reproductions of the photo- graphs of the goods manufactured by the different concerns and numerous color plates. For a preface will be given a history of the Grand Rapids furniture market and a descriotion and history of the period goods. None of the eight lines represented compete to a degree to make co- operation in getting out a catalogue impossible. But imagine any of the old time manufacturers getting to- gether in a joint catalogue on any terms, MICHIGAN TRADESMAN The fall furniture season will open Friday of this week and the indica- tions are good that the attendance of buyers will be large. Friday is late in the week to expect much of a crowd for the first day, but the im- pression among the manufacturers is that there will be a good showing. The Eastern buyers will come first and many of them will endeavor to get through in time to return home for the Fourth. The West will not be heard from to any extent until after the celebration. A number of the buyers will combine buying with pleasure. They have taken cottages at the resorts or rooms at the hotels and will bring their families along. The interurbans will bring them in in the morning and take them back to their families for the night, and most of them so situated will prolong their stay considerably beyond the strict requirements of business. The resorts will greatly relieve the con- gested hotel situation in the city. Two of the local factories will open new show rooms this season. The Sligh will make its exhibit on the second floor of the 132x96 feet four- story building completed this spring and will also use the corresponding floor in the adjacent building. The selling offices will be on the first floor and will include a reception hall and office in Circassian walnut, a dining room in srosewood, and kitch- en, toilet and cloak rooms. The quar- ters will be very sumptuous. The Century Furniture Company will mzke its display in its new building on South Ionia stret and the quarters will be spacious and handsome. Meul- ler & Slack occupied their new show- rooms for the January opening. The exposition buildings downtown will be filled to capacity. This includes the Leonard building, which repre- sents seven big floors added to the exposition area since a year ago. Two ef the large outside exhibitors have taken space in the new building of the Wm. A. Berkey Company, and it is probable there will be several others in such quarters as can found convenient and available. be The close of the old season was un- deniably slow, but most of the manu- facturers figure that they are com- fortably ahead of last spring for the total of six months’ trade. The orders came in in a lump when the season opened and the early orders seem to have been large enough to last through the season. The prospects for the fall trade are believed to be good. There will not be enough poli- tics to disturb business. The indus- trial situation is much better than it was three or four months ago, the crop reports are good and those cit- izens who have been spending their substance for automobiles will find that they must have furniture for the homes for the winter. All these are regarded as factors that promise prosperity in manufacturing circles. Whatever may be the outcome it is certain the manufacturers in Grand Rapids are prepared for a lalrger vol- ume of business, During the past year large additions have been made to the Sligh, the John Widdicomb, the Meuller & Slack, the Stickley and the Royal. The Centiry has built an entirely new plant. Plans for the fu- ture include expansion by Berkey & Gay into the factory vacated by the Century, the building of a large addi- tion to the the Imperial, making under construction, to increase capacity by one-third. large expansions that the Grand Rapids furniture manufactur- ers have ben having at least a rea- sonable degree of prosperity. indicate i Getting Posted. What for?” “He told me when I left home not “Certainly, my boy. indebtedness to the world. >> —___ Your success is to be your service. Coffee Ranch Lansing, Mich. Mr. Grocer: I sell the finest coffees that grow and roast them the day I get your order. I believe in volume for cash and small profits. Get your last invoice and compare my prices 20c Coffee, a Beauty, at 14c 25c Coffee, a Great Repeater, at 16c 30c Coffee, Sweet as Honey, at 18c 35c Coffee, Nothing Better, at 23c Draft or cheque must aceorpany order. No losses, no dividends to pay, you get the benefit. %e extra in one pound packages. J. T. Watkins. Luce three stories instead of two, a | new building for Stow & Davis and| a new building for the Macey, now | the | The many and} “May I see my father’s record?” asked the new student. “He was in| the class of ’77.” to disgrace him, sir, and I wish to] a ’ see just how far I can go.” ——_~++._____ A good deal of our dignity is real- ly but impudence in view of our large | measured by | dL YOUR DELAYED TRACE FREIGHT Easily and Quickly. We can tell you \ow BARLOW BROS., Grand Rapids, Mich “MORGAN” Trade Mark. Registered. Sweet Juice Hard Cider 3oiled Cider and Vinegar See Grocery Price Current John C. Morgan Co. Traverse City, Mich. Your Customers cintectceneitidiaiacaaiaiaieadain ask your advice on ’ i matters of food pro- | ducts. You want to} be posted, don’t you?}| Then study the fol- | owing. It’s in. structive. Minute Gelatine (Flavored) ) is made from the highest quality of atine--other kinds may use a chea p- er gelatine as colors and flavors can conceal its inferiority. Init the most expensive vegetable colors are used-- others may be colored with cheap vegetable or coal-tar colors. True fruit flavors are used. They cost more but they are better. - Artificial, ether- eal flavors are found in others. They are cheaper and easier to get. [inute Gelatine Flavored) is made to sell on quality —not by advertising or low prices only. Don’t take it that all other flavored gelatines have all the bad points mentioned. Most of them have some. None of them have all the good points of Minute Gelatine Flavored). Decide for yourself. Let us send you a package free and try it beside any other flavored gelatine you may select. That’s fair isn’t it? When writing for the package please give us your jobber’s name. MINUTE TAPIOCA CO., 223 W. Main St., Orange, Mass. Exchange during the past two months exchanges in its system. 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 , many exchanges and long distance lines MORE THAN 10,460 TELEPHONES In its Grand Rapids Exchange alone, and about It has already paid FIFTY QUARTERLY DIVIDENDS And its stock is a good investment. INVESTIGATE IT anda great growth in others of its , so that it now has So 25,000 telephones in other inferiors elsewhere. Opposite Morton House Klingman’s Sample Furniture Co. The Largest Exclusive Retailers of Furniture in America Where quality is first consideration and where you get the best for the price usually charged for the Don’t hesitate to write us. fair treatment as though you were here personally. Corner Ionia, Fountain and Division Sts. You will get just as Grand Rapids, Mich. TRADESMAN June 22, 1910 ltt = © (a(t E nk cd FF oe Wi Bo YP ae AGP Wyn rq @eees ) YJ Idee LLL) s Ad \ SN JR Problems and Difficulties in the Chil- dren’s Shoe Department. Written for the Tradesman. During the last few years there has been going quietly on what may be called the renaissance of juvenile footwear, The so-called grading-up process in the production of shoes for little peo- ple has been quite generously ex- ploited in the tirade publications, Stil! greater things have been presaged for it, while the beneficent features of the somewhat tardy movement have been generously applauded. While manufacturers have been concerned with the problem of mak- ing better shoes for children’s wear, retail shoe dealers have been interest- ed in the question of better selling methods for this department of their service. Thus the whole subject has assumed a dignity and an tance which did not obtain a years back. The business of catering to the shoe requirements of little people has certain disadvantages and certain ad- vantages of its own. Let us consid- er the advantages first: To begin with, the demand for chil- dren’s shoes is more uniform and con- stant than it is with adults. Little folks’ shoes are wearing out every Gay. When the shoes are practically “done for’ your youthful customer appears (either alone or with his pa- rents) for a new pair. And he is just as apt to come in the middle or to- wards the latter end of the so call- ed “season” as he is to put in an ap- pearance at the beginning. As a mat- ter of fact seasonableness does not cut much of a figure in the children’s department. And then, of course, the profits are attractive; and more especially as the price of footweair of all sorts has ad- vanced so materially. When you sell a pair of shoes for a little boy’s or sirl’s wear at from $1.50 to $2.50, or $3 per pair—and many of them are selling at these prices now—there is a nice profit in it for the dealer. And then for another thing, sales are quickly made. It ought not to require very long to sell a pair of children’s shoes. If the salesman knows the stock, and also how to in- gratiate himself into the good grac- es of little people, ‘he can soon sell his customer. Little people are quick to decide, quick to act. They know what pleases them and they don’t hes- itate to tell it out. If the little girl takes a violent fancy to that little pair of two eyelet oxfer’s you might just as well save time -nd prevent a scene by yielding to her e~treaties. At all events that’s usually the principle impor- | few | upon which the father acts if he’s buying the shoes for her. And this suggests still another ad- vantage in selling shoes for little folks: their youthful and exuberant enthusiasm supplements your sales- manship, When bright little eyes dance at the sight of a particular pair of shoes, and the youthful tongue be- gins to sounds its unstinted praise, he’s a poor salesman indeed who does ‘rot prick up his ears and enthuse a \little on his own account. ‘Thus the business of selling shoes to little peo- iple is anything but irksome and pro- | SAic. And finally it is much easier to fit little folks than it is grown-ups. If there’s a little surplus leather in the toe they don’t raise such a prodigious hue and ory; and they haven't any corns to be dealt with ever so gin- igerly; and they don’t have a thou- isand and one “kinky notions” in their beads which must be deftly eiiminat- ed before the sale can be consum- imated. If you are within a size or a |Size and a half of the actual foot you |are on safe ground, and it is all one iwhether there is scant room, suffi- cient room, or an abundance of room ‘for the toes. If the shoes strike the ‘little one’s fancy the fit will take care lof itself. But in saying this I am not ‘suggesting, mind you, that you sell |anything to any child which is likely |t0 punish its feet. But we will prob- ably come to that point later in this | discussion. On the other hand, however, there are certain difficulties in the problem of catering to the wants of little peo- iple. And I am convinced that the |greatest difficulty is that of getting shoes that actually make good. Chil- dren are so notoriously and outland- lishly hard on shoes. They rip out, |wear out, tear out, grind out, run lover, break down, go to pieces—and 'do every other. undesirable stunt \which a mere shoe has done, or |may do, or, under given conditions, \will do. Sometimes when you think lyou’ve got a good, honest shoe, strongly and substantially built; built 'with alleged wear-resisting qualities—- |sometimes, in spite of the maker’s claims and your confident hopes, you are doomed to disappointment. Plenty of juvenile footwear is long or good looks, style, “class,” and all that sort of thing, but when it comes te withstanding the wear and tear of little feet that’s another proposi- tion, Some of them, in all truth, go to are not adapted to juvenile wear. Al- though entirely satisfactory for men’s and women’s shoes, they “skuff up” deplorably on little feet. I think this flout! pieces all too quickly. Some leathers} is particularly true of gun metal shoes for little folks’ wear. For old- er children who know how to take care of their shoes it may be a serv- iceable leather. It takes a solid finish and a tough piece of leather to hold these ever- active, never-tiring, undiscriminating little feet. And they’ve got to be substantially put together. Too oft-¢ en the workmanship looks better than it is—-and how the soles do grind To be sure the nervous energy of little people is intense, and the strain upon little shoes the severest imag- inable; but it is hard to convince a doubting parent that a given pair of shoes has done fairly well to last his “young hopeful” for a period of five or six weeks. He expects more service for the money; and, to be can- cid, he ought to have it. In most cases where the higher prices are asked the dealer (it is to be hoped) is honestly trying to se- cure the best values he can. I know of several dealers who have tried out ene line after another, and are wwill- ing to admit that they haven’t as yet found the ideal shoe for children’s wear. All other problems connected with the retailing of children’s shoes are slight compared with this. If MAYER Martha Washington Comfort Shoes Hold the Trade ee aR Wholesale SHOES 146-148 Jefferson Ave. AND RUBBERS DETROIT Selling Agents BOSTON RUBBER SHOE CO. To Cold sizes in about two days, then yo us to hurry them along by expre H B Hard The Bertsch tHE > SHOE The hot weather is all ahead Today is the time to order hot weather sellers. The Bertsch Oxfords Specialty Line Oxfords For Men Gloris Oxfords and Ankle Ties For Women Buy where you can get quick action on sizing orders. HEROLD-BERTSCH SHOE Co. Makers of the Famous Grand Rapids, Michigan Get Feet and you'll run out of Oxfords u'll write or telephone or wire ss. Pan and Shoe Lines SG* TRADE MARK ©¥> N ANS 7 q ee ~€ 4+ e ¢ oi + »~ % dj + | i | June 22, 1910 MICHIGAN TRADESMAN &3 some genius would only work out the problem of incorporating some me- tallic substance with tan liquor so 2s to make a sole-leather that crush- ed jrock, glass and concrete couldn’t cut! And then if we could somehow reinforce uppet leather and_ stitch with wire—but what’s the use spec- ulating? All we can do is to get ’em as strongly and substantially built as we can and trust to luck for the rest. Featuring Children’s Shoes. Judging from the desultory and in- expert manner in which some deal- ers conduct their children’s shoe de- partment it is evident they are not yet converted to its possibilities, They seem to act upon the assump- tion that the children’s trade will take cere of itself; that it will come gra- tuitously, so to speak. The newspa- per advertising contains few appeals to this class of their trade; or if they are made at all, they seem to be in- cidental. An incidental appeal: is ordinarily unconvincing. It looks as if it were thrown in by way of an after-thought. ‘The importance of attracting juvenile trade to one’s shoe store is great enough to justify some specific and direct advertising. And this can be done only through an advertisement devoted wholely to this class of one’s trade, A good many shoe dealers never really feature their children’s shoes except in early fall just before school cpens up. This is a mistake. The time to feature any merchandise is when you want to sell it. And it is assumed that the shoe merchant wants to sell children’s shoes at any and all times. Therefore the peren- nial need of advertising the juvenile footwear department. And it is an easy thing to do, In fact, I think there is no class of foot- wear more easily advertised in a forceful manner than for lit- tle people. You have all the staple motives, such as fit, comfort, wear. style, good looks and good workman- ship; and then you have such a lim- itless scope for illustrative features and little human interests which catch the eyes of both little people them- selves and the eyes of those who love little folks. And then think of the novel and fetching window trims that may be built up for the exhibition of little shoes! Give ’em the right of way once in a while. Break with tradition. Smash conventionalities into smither- eens. Throw prudence (often in- conservatism masquerading under the name of prudence) to the four winds and fill your window with nothing but shoes for little people. Hot weather shoes for little people would make a timely and effective subject to work up some advertising upon. And you could build up a suit- able window trim to back the news- paper talk. You have plenty of those dear, little soft soled baby shoes— those foxy little creations in white, pink, blue, tan and patent leather; and you have ’em with silk eyelets and with pearl buttons; you have various styles and sizes of barefoot sandals and all manner of low cuts in tan, vici, gun metal, patent leather and shoes erown combinations of leathers. You have pumps for misses and strongly-built shoes for growing boys. You have shoes for the everydays and shoes for Sunday wear. You have tennis shoes for boys and girls, outing shoes foir girls and boys and base ball shoes for boys. You have shoes for every im- aginable service to which little peo- ple can put their footgear—and ‘hav- ing all these wares, you have the necessary materials of a stunning window trim. Cid McKay. —_—__+ ~~ <-______ Making Good. Nothing is so much on the mind of the average business man as the Guestion as to whether he is “making geod.” From the man highest up down to the man at the foot of the ladder, it is the same old grind. Keep plugging, or fall behind is the univer- sal law. . Moreover, no matter what a man’s business and no matter how much or how little money he is making each man believes he has the toughest job on earth, and he wishes he only had Rill Jones’. job—then how happy he would be. But he wouldn’t. He would be wishing ‘he had Sam Brown’s job then. One of the arts of making good consists in squeezing all of the juice cut of the lemon you've got. If you are dissatisfied resign, quit, vamoose! Go get another job. But frst go off by yourself and_ think things over. Are you doing your best where you are? Can’t you do more than you are doing? Have you done everything you ought to have done? 'f not, take a fresh grip on self and get busy. Stick to what you know. In fact, another of the arts of mak- ing good consists not only in being satisfied with what you’ve got, but also in being dissatisfied with the Way you're taking advantage of your opportunities. Do more than you are paid to do. Fit yourself for bigger things. Be ready to step into the shoes of the man higher up, and first thing you know you'll be occupying his berth. makes youtr- Success is for the man who success come to pass. The cnly luck in this world comes as the result of preparation, foresight and devilish hard luck. Stop whining and get busy.—The Hub. ——_2-_____ The Weight of One Dollar Bills. Most persons would be surprised to learn that one dollar bills are worth | almost their weight in gold. A twenty dollar gold piece weighs fve hundred and forty grains. Twen- ty-seven crisp, new one dollar bills, fresh from the Bureau of Engraving and Printing, weigh the same as the gold piece. Bills that have been in use have been tested, and it has been found that it took but twenty six of them to ‘balance the gold piece. It follows, of course, that the used bills gather an accumulation of various matter, in passing from hand to hand, that caus- es them to take on additional weight equal to about that of one new bill. ——_~~-~____ Saint’s sighs may do more harm than sinner’s smiles, GRAND RAPIDS SHOE. Quality Comfort and Profit, You’re in the shoe business for a profit. But getting a profit is one thing and hold- ing trade is another. It takes quality to hold trade. You must sell at a profit shoes that con- tain big value in durability, style and foot comfort—that is quality. That’s where we come in. We make the shoes. Our trade mark guarantees them to your customers. Our reputation for quality was established years ago and we’re adding to it daily. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. POPP POPO TOPO O OOP TOP VOU OUP OOH OH OVO VODOVOOT LPO SUIVE, Ticccpsnmiieieaniidien ieee cee beee a alee 98 GOMARREEMBERBES CC ADARBMEAMARRBERES TT I RIL STEEN RC ER OXFORDS SLIPPERS No. 3550 We have the following numbers on the floor and can make shipment the day your order reaches us: No. 3523 No. 3507-Wos. Chocolate Vici Pump, tie, ankle MOPSD, 2-7 Ee ss 8 ccs es cca SE No. 3509— Wos. Pat. Chrome, 4-eye Blucher Oxford, 3-7 E.....-..-..-............. 1 50 No. 3— Wos. Patent Chrome Pump, tie, ankle SONA OC Os oso at. is No. 3 -Wos. Vici Kid 4-eye Blucher Oxford, mat top, patent tip, 3-7 FE .......... 1 56 No. ©--Wos Gun Metal Blucher Oxford 4-eye, wing tip, double sule, 3-7 E.... i 50 No. 3537 —Wos. Gun Metal 2-eye Blucher, shield tip, 3-7 E..................... a. 2 oo No, 3539—Wos. Patent Chrome Blucher Oxford i-eye, fuil calf quarter, % double SG 27... eee Oana tien shed ede ee deeedse ewe al 1 35 No. 3541—-Wos. Patent Chrome instep, Strand pump, plain toe, 3-7 ................. 1 50 No. 3544— Wos. Gun Metal instep, Strap pump, plain toe, bow, 3-7 E............... 1 50 No. 3549—-Wos Patent Vamp, dull atr., 3-eve Blucher, plain toe, 3-7 E.............. 115 No, 3550—Wos. Patent Vamp and atr., 2-strap, % double sole, plain toe. 3-7E..... 1 60 No. 3557— Wos. Gun Metal, 3-eye Gibson tie Oxford, % double sole, 3-7E........... 1 3 No. 3561— Wos. Patent Chrome 4-button Oxford, of. tan. 376 ............ ........). 1 3 We also carry the above in Misses’ and Children’s sizes, and a line of Roman Strap Sandals. Mail us your orders. The Oxford season is at its height. Hirth-Krause Company Shoe Manufacturers and Jobbers Grand Rapids, Michigzn MICHIGAN TRADESMAN June 22, 1910 Sales of Featherweight Clothing Be- low the Average. June first is the time ordinarily looked upon as the opening of the outing suit season. Much of the out- ing clothing, light flannel suits and trousers, light coats, serges, alpacas and other featherweight clothing, is usually sold at this time. The pres- ent season has been an exception in this respect, there having been prac- tically no movement in these lines. This information is confirmed by the absence of a demand upon the manu- facturers for this lightweight clothing which is usually evidenced immediate- ly at the opening of the season by the mail orders. These orders ordi- narily form a considerable proportion of the business. There is no other cause to which this can be attributed than the weather, which has made the season a backward one. Some pre- caution has been exercised by manu- facturers of this line, which accounts for the fact that stocks aire not as great as a backward season might or- dinarily cause. This assertion applying to outing clothing stocks does not apply to the regular lines of clothing either in two-piece or in three-piece suits. There is an abundance of these and the retailers who are at this time in- terested in the purchase of more goods have no difficulty in procur- ing desirable patterns. These mer- chants, though, are few at the pres- ent time, although more are expected to materialize shortly. There are some who are buying and these are looking for concessions which they think ought to be forth- coming in view of the conditions as they are known to exist in the trade, and in some instances they are get- ting such concessions. In the whole- sale market much complaint is heard on account of slow deliveries from the mills. They say that they get the patterns that they least desire, and those for which there is a crying need are coming so slow as seriously to affect the manufacture of their fall lines. This may ‘have the effect of making deliveries later than usual, but as there no urgent demand for early shipments this may not re- sult as disastrously as though the stocks were low. is there are in- waistcoat is As previously reported dications that the fancy reviving. Manufacturers report an in- crease over a year ago, ranging from to to 40 per cent. The fall season will run strong to browns of various shades, ranging from the light tan to the golden brown. The corded ef- fects and plain colors seem to be in the lead, but there is also a good sale of figured patterns. The opinion of a man who is thor- oughly familiar with the clothing market is here quoted because it cov- ers the retail situation: “Everybody is compaining about business, but it is not very different to the usual. Most about the same as in former years. There will be another good month, which will even up with other years and show a reasonable increase. April was bad, but Mairch was good. The warm weather that comes in April came in March, and then in April we got the March weather, and this re- versal of conditions has somewhat up- set calculations and given rise to complaints.” A touch of novelty in the trade may be created by a cloth which is being produced in semi-mourning ef- fects and which will be designated as “Kiaos Mourning” °This, if 45 thought, will meet with a ready ac- ceptance by clothiers everywhere. The announcement of a large East- ern retailer that he will shortly be able to supply such a demand is only cne instance of a desire on the part of the retailer to take advantage of and turn to good use anything that will stimulate trade. This cloth is especially designed for the class of trade which will readily follow the fashions and it will be ready for de- livery to the manufacturer soon. Clothing salesmen, a few of whom are returning, having completed their trips, report that they have met with satisfactory sales, and while they ad- mit that in some sections they have found some anxiety over the heavy stock being carried late into the sea- son, the belief is quite general that they will close the season with stocks n normal condition. At least, if there is any apprehension it has not hada material effect upon the orders for fall.: Most manufacturers are operating at the fullest capacity permitted by the arrival of goods from the mills. Lfforts are being made by all to be ready to deliver promptly; the out- look in this respect is somewhat un- certain. A few have deferred manu- facturing until later, preferring to put their goods through within the shortest space of time possible, rath- ef than to tun only a part of the capacity and extend it longer. It is now fully determined that browns will form a considerable part of the fall clothing business. Buyers have taken to them liberally and be- lieve that they will strike a respon- sive chord. An analysis of the trade conditions as they prevail throughout the differ- ent sections of the country, and these viewed in their relation to the weath- er, shows conclusively that there is no other disturbing element entering into the industry, and that the pres- ent conditions in all branches of the industry are directly traceable to this cause. A comparative study of the temperature in relation to the same period during fofmer years reveals the fact that the aggregate variation for the entire season is usually very slight, and it has been the experience of many years that the aggregate of business varies only in proportion to the variations from the noirmal tem- perature. This would lead us to be- lieve that the aggregate of the sea- son’s business in clothing will not vary in any perceptible degree from former years, unless it be from the fact that the greatest variations seem to have come at a time when the clothing sales to the ultimate con- sumer should be at their height. There is therefore reason to be optimistic. —Apparel Gazette. Se His Fatal Mistake. “Yes, ma’am,” said the Breey wan- derer; “I used to be an actor.” “And you had to give it up?” “T did. I wasn’t what you would call a success.” “Yiou failed’ to achieve either fame or wealth?” “To tne best of my recollection I did, ma’am. [I was a pretty bum actor.” “You did what they call the think- ing parts, I suppose.” “Lady,” said the seedy pilgrim, frowning gloomily, “if I had ever done any real thinking I never should have gone on the stage. May I ask vou for another cup of coffee?” a Vain Mathematics. The Absent-Minded Professor— My tailor has put one button too many on my vest. I must cut it off. That’s funny; now there’s a_ button- hole tco many. What’s the use of arithmetic? ree ee fin ce Be oe There’s a world of difference be- tween borrowing trouble and_ shar- ing it. “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, in- cluding Chambrays Drills Sateens Silkeline Percales Bedford Cords Madras Pajama Cloth These goods are all selected in the very latest coloring, including Plain Black Two-tone Effects Black and White Sets Regimental Khaki Cream Champagne Gray White Write us for samples. ic Game GRAND RAP/OS, MICH. Communion Suits In Long Pants And Knicker Pants Now Is the Time To Place Your Order H. A. SEINSHEIMER & Co. Manufacturers PERFECTION CINCINNATI a ct Ml ann Ti se FH — ee ee ee ae > sll =~ yyscnca Ren 3 samen sas bale e. aca ene on —EEEee + ata SCR —s Sekt aig een i - © ee ° eo B» at aS ni a + ele ciitscticenisvaaaes ‘i: eo TE: Pe 5 es i sbaia esti June 22, 1910 THE CREDIT MEN. Their Association Represents Higher Business Ideals. The meeting of the Grand Rapids Credit Men’s Association last week closed a very successful season. The membership is now 281, an increase of about 50 since Jan. 1, and the rec- ord of achievement has been notable as to those things in which the As- sociation has been interested and ac- At this last meeting of the season was reported the decision of the United States Supreme Court sustaining the Michigan sales in bulk law, also the passage in Congress of the Shirley bill amending the bank- ruptcy law. The sales in bulk law has already been explained. The most im- portant points in the Shirley amend- ments gives courts in other districts and states concurrent jurisdiction so that assets owned by the bankrupt may be reached wherever they may be found, and making a minimum of $so0 for bankruptcy cases. This may seem an unfair discrimination against the small tradesman who goes to the wall, but apparently it was the theory of the lawmakers that the man who owes only $500 ought to be able to work out of his trouble and thus has the means of relief in his own hands. There are other changes in the law but they are not radical and are in- tended to make the law more work- able. tive. The Credit Men’s Association, as it has been conducted, has been a very practical and useful organization. It has promoted good feeling and bet- ter acquaintance among the members and thereby encouraged co-operation, but more than this the meetings have been instructive. Scarcely a meeting has been held that in itself has not been worth the annual dues to those credit men who are seeking better methods and to improve themselves. The organization as a whole repre- sents higher business ideals, a clear- er conception of commercial integ- rity and a wider application of the Golden Rule. Not only is it educa- tional in its work, but its influences are for good morals. The dinner and banquet season is about over and there are those who rejoice exceedingly that this is so. This city has had the dinner habit strongly developed. Meetings of all kinds, association, committee, social, political, business and as many other kinds as can be thought of are pre- ceded by a discussion of the menu. It can not be deemed but that the custom of meeting at table has done auch to promote harmony and good feeling among the citizenship of Grand Rapids. This influence on the whole has been good. As they have been conducted they are to be en- couraged rather than decried. But even good things with frequent repe- tition became wearisome, and there are few things that become more wearisome than a prolonged series of dinners. The dinner season covers about nine months, from October to June, and a rest of three months will be welcome to A. B. Merritt, Heber MICHIGAN TRADESMAN A. Knott, Walter K. Plumb, John Sehler and a long list of others. Wm. M. Eaton, of tie Common- wealth Power Railway and Light Company, was in town last week, and what made his visit notable was the fact that he talked. He told some of the good things it will be for the State to have the various power com- panies under a single control and their capacity developed to some- thing like the possibilities. A large steam power plant ‘has been built in this city, one twice as large is under construction at Flint and a_ third plant will be put in at Kalamazoo. These steam plants will be auxiliary to the water powers of the Kalama- zoo, the Grand, the Muskegon and the Au Sable, and when completed steam and water will be linked to- gether to give the entire jurisdiction a source that will be equal to all de- mands and to every emergency. If one source of supply runs short or if any town that is served wants an extra load for any special purpose all that will be necessary will be to turn a few switches and the current will flow from those parts of the State that have a surplus. The perfected service will, Mr. Eaton declared, be a great benefit to the State as an en- courager of small industries, Now when a man of limited means wants to start a factory he must spend a 'arge share of his capital for a power plant, and this capital once invested is there to stay. With the Common- wealth in the field the man just be- ginning has only to hitch on, and he gets his power as cheaply as he could produce it himself and has his capi- tal to use in the development of his business. Mr. Eaton predicts. with electrical power as an aid Michigan will become a great industrial State, that the small towns as well as the cities will become manufacturing centers and that with the industrial development the increase in popula- tion, wealth and importance will be rapid. All of which is so very rea- sonable that the surprising thing about it is that somebody connected with the Commonwealth Company has not said so long ago. The com- pany is planning the expenditure of many thousands of dollars in ex- tensions, improvements, construction and development and if the general public had a better understanding of what it was proposed to do and how and where and when it is very likely the opposition would disappear. The Commonwealth contemplates an immediate expenditure of some- thing like $150,000 in Grand Rapids as soon as the finances of the Grand Rapids-Muskegon Power Company can be arranged. It is spending a quarter of a million or more at Flint, twice as much more on the Au Sable and wants to spend a lot at Kalama- zoo and other points. Does anybody know of any reason why the com- pany should not be allowed to go ahead? Child, Hulswit & Co. have put their gas, electric and traction prop- erties into a holding company to be known as the United Light and Rail- 35 ways Company, organized under the laws of Maine. The company will is- sue securities to the $2,133,000 6 per cent. first preferred stock, $866,500 3 per cent. second pre- ferred, convertible in two years into preferred or common at the option of the ‘holder, and $800,000 common stock. The authorized capitalization is considerably larger, but the securi- ties above the present issue will be retained for the purchase of other properties if deemed advisable. The properties to be taken over are the Fort Dodge, Iowa, Light, Muscatine, Towa, Light and Traction, Cadillac, Mich., Gas Light, La Porte, Ind., Gas Light and Electric, Mattoon, Ill., Gas Light, Chattanooga, Tenn., Gas Light and the Cedar Rapids, Ia., Gas Light Company. All the properties except the La Porte Electric and Cedar Rapids Gas Light have been under the Child, Hulswit & Co. contro] for several years and have been success- ful. The net earnings of the individ- ual companies show a surplus of about 5% per cent. on the common stock of the holding company after paying operating ° amount of expenses, interest charges on the underlying securities | and dividends on the first and sec- end preferred. The properties in the merger are well bunched and _ their administration from a central office cught to be advantageous. The towns in which the properties are located are all prosperous, progressive and growing industrial centers and under the circumstances rapid increase in the earnings may be looked for. The merger will pay all the floating debts of the constituent companies and bring about $250,000 into the treas- ury for development purposes. The active management will be in the hands of President Frank T. Hulswit, Vice-Presidents Richard Schaddelee and Ralph S. Child, Secretary H. Heinke and Con- sulting Engineer T. J. Weber. and Treasurer L., ——__-<. __ The Evaporation of Gold. Some years ago Roberts-Austen proved, through a series of experi- nents extending over four years, that when a column of lead is allowed to rest upon a column of gold a slow diffusion, or evaporation, of the gold takes place, resulting in the appear- ance of traces of gold in the lead. When a degree of heat not sufficient to melt either of the metals is ap- plied the diffusion of the gold takes place more rapidly. The tendency of the gold particles is upward into the lead. As far as is yet known the evaporation gold the presence of another metal. of occurs only in Nobby Patterns Men’s Neckwear | We have just received a new lot of priced and many of the styles shown are equal to the priced lines. | tains a good variety of Shield Tecks at $2 and $2.25, Band | Tecks at $2.25, Four-in-hand Ties at $2, $2.25 and $4 50, Bows at $1 25 and $2; aiso Club Ties at $2.25 per dozen. Get your pick before the best numbers are gone. We are manufacturers of Trimmed and Untrimmed Hats For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Division St. Grand Rapids, Mich. ties. These are popular higher This shipment con- Grand Rapids Dry Goods Co. Exclusively Wholesale , Grand Rapids, Michigan N. B.—We close at 1 P. M. Saturdays MICHIGAN TRADESMAN June 22, 1910 te 2 J yy Me Se : = = . £ cts ae Poo Le = Ais = ~ coo ~ Co > : = = = et ee 2 yo = ae ee = ik, Be et — AND HARDWARE 2 ))) 0 si )) ATS “lp Ase 3 Will Kat ULC (UE bse ISS) Guu ) A Dv re | SAS Some Things That Make or Mar a Business.* You recall the beautiful story of the Feast on the Mountain; how aft- er all had eaten bountifully they gathered up the fragments so _ noth- ing should be lost, and then it was found that what was left was great- er than the original feast. Perhaps I can take up the fragments; talk to you about the odds and ends that have been and are being forgotten in this daily life that you and I are leading as hardwaremen. The Little Things of Life. Let us, in considering these frag- ments, bear in mind that life is made up largely of little things—the big enes are events that occur now and then. The happiness that comes to us and the sunshine and gladness that we contribute to the world, to those we meet daily in our business and in our homes, is made up by a due re- gard for the things that are some- times, unfortunately, considered of little consequence. Speaking solely from the stand- point of a business life, my observa- tion has caused me to particularly note that those who have accomplish- ed results really worth while are men who learned early in the game to do the common things uncommonly well. Such men are the real leaders, the creators of opportunities. Their genius is woven. into the fab- 1ic of the business, of which they are a part, by the infinite pains they give to the little things. They catch and turn to their good the fragments of opportunities that the average lets pass without seeing. Admitting as a basis of argument that all of the happenings, all of the conditions that surround us, are op- portunities in one form or another, and, generally speaking, the power is within ourselves to decide as to how these happenings or conditions will finally be labeled so as to show the class, good or evil, to which they be- long, as affecting us in a personal or «a business way. Energy and Buoyancy. For instance, there is no law that says what we shall eat or how much of it we will eat for breakfast, and yet few of us hardwaremen stop to think that this breakfast plays a most important part in the character of the service we give to our business in the forenoon of the day, and if we add to the loss of the morning an under- fed or overfed or injudiciously fed body by the noonday meal we will subtract from our afternoon efforts much of that keenness of perception, eagerness for work and feeling of man *Address by John Hall before Alabama Re- tail Hardware Association. buoyancy so necessary to keep us in the front rank as business men in this keen competitive business age. Shall we call our failure to give at- tention to these things a missed op- portunity or pass it over as_ not worthy of consideration? “Pink of Condition.” Just at this time we can _ hardly read a daily paper that we do not see something printed about what is termed “A Great Prize Fight” that is to take place, I believe in July in Cal- ifornia—detail notes of the training and condition of these two men, how they are being rought up to the highest state of physical perfection described as the pink of condition, so that they may be ready for this great contest. Did it ever occur to you that the business of which you are a part as employer or clerk has a right to ex- pect perfect physical condition for the daily service that you are to give-- that a night of dissipation or sleep- less rest as a result of excess or in- discretion is evidence of a missed op- portunity to be in the pink of condi- tion for the coming day? In the game of business in which the retail man takes the brunt of the fray, if we are to reap the fullness of success, mind and _ body should be ever ready, the one to grasp the opportunities as they pass and the other to stand the strain of the fight. Certainly there is no contest that re- quires more energy and more think- ing than the hardware business, if it is to show the results of more than a living for the owner and clerks. In an address which I delivered ni Louisville, Ky., in February, I made the statement that out of every ten men who embarked in the retail hard- ware business two failed outright, one only of the ten made a signal, comprehensive success, varying in im- portance in accordance with environ- ments and conditions, and seven of the ten “also ran” “made a ing’—nothing more. It was, coulrse, my purpose to analyze reason for this state of affairs cause it is practically true. Clean in Mind and Body. I did not mention fitness in mind body as an important factor in the success or failure of the store, be- cause they are regarded by the aver- age dealer with little consideration, but I bring to your attention that the young man starting on a business ca- reer must be clean in mind and clean in body and strong in both, not some of the days of the week, but all of the hours of all the weeks of his serv- ice, if he expects and hopes, as he should, to reach the front ranks of business success, his out liv- of the be- and Employer’s Interest and Example. Speaking of young men in business brings to my mind another fragment that seems to have been generally overlooked—a missed opportunity if you will permit me to so class it— the lack of appreciation of the aver- age merchant of the responsibility which is his and he should not try to shirk it, of earnest thought to the proper training of the clerks that work in his store and the responsibil- ity of setting them the example of giving to the business of which they are a part the fullness of complete and satisfactory service. This clerk behind the counter, whenever he comes in contact with your customers, has in his keeping the good reputation of your busi- ness. How many of them by carre- lessness and ignorance betray that trust because the owner of the store lias shirked his responsibility? How many of these clerks are simply clock watcher and payday lookers, because the boss has inspired them with no higher aspiration? The first impression that man or woman receive on _ entering your store is almost indelible, and if the continued going to a particular store by the average man or woman to trade is a matter of habit—and this is generally admitted to be a fact— how exceedingly important it is to aiways have your lights trimmed and burning, ready at all times to make these first impressions lastingly for good. Reputation vs. Character. I recall a case that is always be- fore me when I think of a prominent hardware dealer. I have tried to forr- get it, but do not. His store is a model of neatness and arrangement; his clerks are above the average. This man is an example of refine- ment and courtesy—the world is bet- WALTER SHANKLAND & CO. 85 CAMPAU ST., GRAND RAPIDS, MICH. Mich. State Sales Agents for The American Gas Mach. Co. Albert Lea, Minn. H. LEONARD & SONS Wholesalers and Manufacturers’ Agents Crockery, Glassware, China Gasoline Stoves, Refrigerators Fancy Goods and Toys GRAND RAPIDS, MICHIGAN Acorn Brass Mig. Co. Chicago Makes Gasoline Lighting Systems and Everything of Metal DON’T FAIL To send for catalog shows ing our line of PEANUT ROASTERS, CORN POPPERS, &€. LIBERAL TERMS. KINGERY MFG. CO.,106-108 E. Pearl St..C'scinnat!,0. Columbia Batteries, Spark Plugs Gas Engine Accessories and Electrical Toys C. J. LITSCHER ELECTRIC CO. Grand Rapids, Mich. Established in 1873 Best Equipped Firm 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. FOSTER, STEVENS & CO. Exclusive Agents for M chigan. ee SS ' Sages SSS WS ~~ “i WSC iY eka N\SAFEN eas ta SS Grand Rapids, Mich. Write for Catalog. >} < | nae ri r rd a f . | < ° ° 4 , a 4 ’ ® a y¥ =e > > arn ? e | e a i | a fy >. ead iY e ¢ - x oP { . as 2 4 ST ai ~ ea \ June 22, 1910 MICHIGAN TRADESMAN 37 ter because he lives. The first time I went into his store I noted one of his clerks sitting on the counter smoking a cigar and talking to a trav- eling man. There were two custom- ers in the store, one being waited on ky another clerk and the other wait- ing to be waited on when somebody would seemingly by accident discov- er that he was there. Now, that sort of thing perhaps is all right for a general store in a crossroads settlement, but how many of us would feel complimented if our hardware store were regarded in that class by the public in the towns and cities where we do business. It seems almost elementary for me to remind you of the difference be- tween reputation and character, The one is what we would have the pub- lic think and the other is what we are, that God knows us to be; and so it is with the store character, just as tangible and just as important as per- scnal character. Now, this merchant, by the neat- ness of his store and the general ap- pearance of it shows that he appre- ciates the power of public opinion, but it is evident he has missed the opportunity of inoculating his clerks with the feeling that the name over the front door—his name—must stand as a guarantee, not alone for the quality and character of the mer- chandise sold, but the quality and character of the service rendered. Perhaps it would be argued that these customers were old friends, men who traded every day and oft- en, and for that reason indifferent at- tention was paid to their coming and going. That is equivalent to the mother who teaches the child one set of manners for company and another set for home and then when this child up, gets this dual life mixed, and has reputation, but little character, to command our Fespect, our confidence and our love. Likes and Dislikes. Let me submit this proposition: If « man or woman likes you—likes your store—they will find a way to trade with you, to give you the or- der they otherwise would send away to some larger city. You know this to be true, because 75 per cent. of the goods the average merchant buys is on the basis of his like or dislike to the salesman who visits him. How, then, can we increase the in- fluence of our business—the sales, if you please—and the consequent in- crease of profit by the increased busi- ness done? This is a live question and I believe one that will interest you, for my observations in the last few lead me to believe that very few hardware dealers cover the field of opportunity which is theirs, too often satisfied with a partial success. You allow some outside dealer to come in and sell the builders’ hard- ware for the new home of the drug- gist and the dry goods man, and take cerders from the blacksmith for his hammers, files and nails. You allow grows years the carpenter and the farmer to pon- der over some mail order catalogue and send their money away for what they want, when they could serve their best interest by buying from your store. If you could carefully tabulate the thoughts of yourself and your clerks auring any working day, you would find in the average store about 75 per cent. of the thinking done was on things other than selling, and only 25 per cent., perhaps less, devoted to the purpose of the store, which is for selling and enlarging the field of your Opportunities in this all important part of the business. Territory for Each Clerk. Suppose you should divide the ter- ritory you are entitled to cover into sections and assign a certain section to each clerk, not forgetting to let the boss have his share. Hold each man responsible for results from his held of operation, fix his compensa- tion on profits made and you will find an awakening to ways and means to sell goods not thought of before. Every farmer, every carpen ter, every household would become a prospect and would be worked intelli- gently and continuously, so that no outside competition at least could get a foothold in your territory. Put no man on guard who is not worthy to carry your good name and the reputation into the fold of your tair dealing. A failure to bring into the fold of your business the men and women who do not now trade with you will be evidence of bad man- agement. not be driven; they will follow aleader who is worthy; they will quickly respond to the genius of encouragement. Cul- tivate that as a great asset. Refrain, cf course, from expecting unreasona- Remember, salesmen can ble things; be slow to expect others to do what yourself under the same circumstances could not accom- ' plish, You reason you the man does + L should know why positively certain not trade at your store, and if i within the limits of good remove the reason or prejudice. Nine cases out of ten you will find the rea- son for failure to enjoy the business from some particular source because of your failure to properly think about and plan ways to get it. Banish from your mind the idea that price sells goods; it plays a min- or part in the harmony of business. Impressions, likes and dislikes are the centrolling factors, and when you find that one clerk can not get the busi- ness of some particular farmer or carpenter or family, try another clerk, Never lose sight of the fact that any man or woman feels complimented in being directly to give their trade to a stove, and if they are ask- ed in the right way they will do it. The Right Price. Do not for a moment construe my statement about price to mean that you should rob or overcharge your customer. Such is not my purpose, but you must remember that you can rot run a business without a profit, and it must be a healthy one. There is a price in each locality for any article in the hardware store, at which price more of that article can be sold and more net profit made than at any other price, either higher or lower, that you may ask for it, and the merchant who during his working ‘Gay gives 75 per cent. of his thoughts, any is business, your asked as he should, to the selling end of his business, will soon find out what that price is. Influence of the Clerk. I came here to-day, intending to hard- ware clerk and his power for good talk principally on the retail and out of the store. It seems to me this is the one subject cverlooked by the big guns, the big talkers and orators. Why, I do not know, because every retail hardware or evil in CONCRETE MACHINERY Attractive Prices Catalogue ‘‘M. T.’’ ex- plaining everything mail- ed free. Power Drain Tile Machines Power and Hand Mixers Stone Crushers Block Machines Brick Machines Sill Molds Architectural Molds Cement Workers’ Tools MODERN Hand Batch Mixer Universal Concrete Machinery Co. 100 West 4th St., Waterloo, lowa We have recently purchased a large amount of machinery for the improvement and better- ment of our Electrotype Department and are in a position to give the purchaser of electro- types the advantage of any of the so-called new processes now being advertised. Our prices are consistent with the service ren- dered. Any of our customers ean prove it. Grand Rapids Electrotype Co. H. L. Adzit, Manager Grand Rapids, Mich. Mica Axle Grease Reduces friction to a minimum. It Saves wear and tear of wagon and harness. It saves horse energy. It increases horse power. Put up in 1 and 3 |b. tin boxes, 10, 15 and a5 lb. buckets and kegs, half barrels and barrels. Hand Separator Oil \is free from gum and is anti-rust |and anti-corrosive. Put up in %, |r and 5 gallon cans. | | a STANDARD OIL CO. GRAND RAPIDS, MICH. Something to Make Every Pound The Handy Press For bailing all kinds of waste Waste Paper Hides and Leather Rags, Rubber Metals Increases the profit of the merchant from Grand Rapids. Handy Press Co. New Invention Just Out Good Dollars Send for illustrated catalogue. 251-263 So. Ionia St. of Your Waste Paper Bring You the day it is introduced. Price. $40 f. o. b. Grand Rapids, Mich. Farm labor is mighty scarce these days. It’s costly, too. Wouldn’t it be profitable for you to buy tools that would do away with one man’s work and save your farmer customers money? We have such a tool—it doesn’t cost much, and it’s worth a lot more than it costs. The Shallow Cultivator will cul- The Shallow Cultivator as a Time Saver tivate ten acres of corn between breakfast and dinner bell time with- out any trouble. How long does it take the old style cultivator? Two days perhaps. Quite a Saving, isn’t it? We want you to see this tool—we aren’t going to charge you anything either. Just tell us right now—today—to tell you more about our Shallow Cultivator. BROWN & SEHLER CO. : GRAND RAPIDS, MICH. 38 MICHIGAN TRADESMAN June 22, 1916 store is just what the clerk: makes it; just that and nothing more, and it is the custom, universally so, to let the clerks dig out their knowl- edge, form opinions and adopt prin- ciples, rules of conduct for their busi- ness life to be spent in your store and at your expense, with no guiding hand or wise counsel from the owner whose success or failure is in their keeping. Happy is that merchant who can truthfully say that he loves his em- ployes, and fortunate beyond meas- ure is that young man, starting on a business career, who can look up to, honor, respect and trust the head of the business in which he is employed. These clerks aire your mouthpiece; be sure they are properly trained, know the game and are in every way com- petent to interpret the high charac- ter of the business that bears your name or for which you are respon- sible. Example and Teaching. The essence of all religion is right living and right doing; let us teach that to the young men about us. Let us set them the example of being de- pendably honest, especially in the little things of life. Let us teach them by example the sweetness of self-de- rial and to. practice in their daily lives the spirit of gentleness and po- liteness. Particularly would I urge the consideration for others, their feelings and their rights, at all times and in all places. Let us teach these clerks to be quick to respond to the requests and suggestions of those in authority over them, to learn to do first and discuss the advisability of doing afterward. Let them learn to measure the value of the business of what they do and the way they do it by the value they would put on another if they had to pass judgment. In this way teach them to be creators of business in- stead of mere task doers. Let them buckle on the armor of loyalty, faith and earnestness, and go cut in the business battle and win honestly, for no other success _ will bring the sweetness of peace when our shadows commence to fall be- hind us. The Selling End. My theory in trade building is to perfect yourself in the game of sell- ing and then multiply yourself by teaching those around you. The time spent in selling is an investment the same as the money paid for your goods and should be so reckoned in the theory of selling. In fact, if we could gather up the fragments of time, the wasted moments, hours, the lost motion, the doing of things that do not count in the average retail hardware store, and apply this force intelligently, what a _ difference it would make in the profits at the end of the year. The one fragment which I com- mend to you is to religiously culti- vate the habit of giving, at least, one hour each day to profound thinking of how-to sell more goods. This should be a quiet hour of meditation. Nothing should be allowed to inter- rupt you. Do not try to cover your goods as a whole; think ‘n lines. Take, for instance, cuilery first, then paint if you keep it, then build- ers’ hardware and on through the whole list of your stock. When you have seached the end of the list go back and think it all over again and keep on turning the pages, as you can never exhaust the subject. Give another hour each day in earnest thought to the people who do not trade with you; do not think of them collectively, but individually; get a list of their names, check them off as you bring each into the fold. Call your clerks into counsel once each week and put these kind ot problems before them. We are not selling enough pocket knives. or erough locks; what is the reason? Ask them to suggest a plan to change this condition. Take your list of non- buying names, select individual cases. Here is John Brown, he has_ not bought from us in a year. We want his business and ask for a plan to get it. Promptness in Paying Is a Habit. After selling comes collecting the money for what you have sold—a customer expects you to do it then and no irritation is probable, but each day you delay not only weakens your standard of promptness but lessens the customer’s respect for your busi- ness methods and makes friction and feeling a certainty. Getting Boys’ Trade With Free Jack Knives. The Harvey Shoe Store, Des Moines, Iowa, being very desirous of getting a larger part of the school shoe trade of the city, decided to adopt a novelty and after some cor- respondence with the manufacturers of novelty devices, a pocket knife was adopted. The question of distribu- tion having come up, it was decided to print cards and have them dis- tributed by hand at all the schools in the city. Accordingly the follow- ing form was got up in good style for this purpose: Pocket Knife Free. Boys, I want to get acquainted with you. You will soon be men, wearing men’s shoes, and I want Try Before You Buy. One of your subscribers who spe- and tools cutlery, and whose stock includes all the leading cializes in makes of safety razors, has placed a card in his window notifying shav- ers that they are at liberty to try any of the patterns shown until suit- ed. This is a piece of enterprise which it is a pleasure to record, but I suggest that the retailer should go one step farther and should set up a demonstration room where custom- ers could actually try the razors. Equal facilities for trying other goods would be appreciated by the public. Exhibition demonstrations, carried out under more or less ideal condi- tions, are of little use. Even the vacuum cleaner exploits which excite the astonishment of visitors to the Agricultural Hall or Olympia are sel- dom conducted in circumstances iden- tical with those which obtain in the home, but if a householder were of- fered a free trial of an apparatus for a few days the opportunity would not only be appreciated, but probably pecorim RE ete a roel i1)/ 2 i 0 = SRS Se ae NY NRT DN RG a ES MARI, srr ae Sie WE EE Ei Window Display by the Larry Hardware Co., Howard City. most important part of the business. Every transaction in the hardware store is in the nature of a contract; you deliver the goods and _ receive immediately the money. We call it a cash sale and the contract is closed. But if you deliver the goods and the payment is deferred, there has been a definite date of the performance on your part of the contract by this de- livery, and there should be equally a definite time of payment by the oth- er party—the purchaser. Promptness in payment is a matter of habit, and unless the merchant propagates and cultivates that good habit among the people to whom he sells, it is only human for those cus- tomers of yours to drift into the bad habit of ignoring the respectability of promptness, and that is the begin- ning of friction, that eventually los- es the trade to your store. Certainly it is a wise business pol- icy to create as little friction as pos- sible, and the way to do it in han- dling collections is to ask for your ;money promptly when it is due. The you to remember my store. If you will come to my store and buy a pair of shoes, I will give you a brand new two-bladed razor steel jack knife free. Tell your friends about this and bring them along. Don't forget the number, 318 Sev- enth street, Harvey’s Shoe Store.. A man was hired to distribute these cards to boys going to and coming from school, and the result was that there was a tremendous expansion in the business at the Harvey Store. The knives cost about $2 a dozen, but it is the impression of Mr. Hairvey that nearly every boy in Des Moines either has bought or intends to buy Shoes at his store, as long as the knife offer lasts, anyhow, and proba- bly a good deal longer. The ex- periment doubled the business — Show Card Writer. —__>-~-____ Ever know a sneak thief to steal in to a house and take a bath? —_~>~.___ . You can’t please yourself and your neighbors simultaneously. lead to business, with satisfaction to all concerned.—Ironmonger. —_—_>-@__ Pneumatic Chisels for Fossils. Until recent years it was often ex- tremely difficult to remove fossils from their encasement of rock with- cut breaking or destroying them. Dental engines and electric mallets were employed in some laboratories, but their efficiency was limited. Pneu- matic tools are now, however, em- ployed with great success. The light- est pneumatic hammer on the mar- ket as a stone-working tool is found to be the best adapated for work on fossils. With this tool a small chisel can be driven at the rate of 3,000 to 3,500 strokes per minute, the com- pressed air being controlled by a push button valve, and the instrument be- ing so small that it can be held in any position and used to clear out deep cavities without injury to the fossil. _—~+ oo There is no peace for the would-be peacemaker who butts in. June 22, 1910 MICHIGAN TRADESMAN 39 REPRESENTATIVE RETAILERS. M. L. De Bats, the Well Known Bay City Grocer. Co-operation—the joint efforts of individuals or bodies—whether it be in mercantile, in nicipal or in industrial, in mu- social affairs, al- ways has been the means of bring- ing to the forefront the purpos- es for which the organization was perfected. Success seldom is achiev- ed in any particular line where the energies of a single person alone are responsible for what is attempted. It is an old saying that “two heads are better than one” and the pointedness cf this remark may be seen in numer- ous cases in the mercantile world where the combined brain forces have evolved business structures that ad- verse trade winds may not move from their foundation. In the various or- ganizations of merchants can be seen the advantages of co-operation in many forms, all tending to the one end. M. L. De Bats was born in Detroit September 22, 1860. Three years lat- er his family removed to Bay City, which had at that time about 700 in- habitants. He attended school until he was 11 years of age, when he went to work in a sawmill, which at that time made sawdust twelve hours per day, from 6 o’clock a. m. until 6.30 p. m., with one-half hour for lunch. His father died when he was 14 years old and he, with his brother, who was three years ‘his senior, sup- ported the mother, brother and _ sis- ter, the latter of which were young- er. Three years later the mother again married and he left ‘home at that time to make his way in the world. He learned the trade of pail and twh making and continued at this until he was compelled by sickness to give up the work. He started in the grocery business with a capital of $160 and did not ask a jobber to give him credit, but three years later, when he had built up a fair business, he was persuaded by a jobber to put in a larger stock of goods, since which time he has accepted credit and his business has always been prosperous. At the last meeting of the Mich- igan Retail Grocers’ and General Merchants’ Association, ‘held in De- troit, Mr. De Bats was elected Pres- ident and he is now giving consider- able time to the work of that organ- ization. Naturally, he is anxious to make a good record as President of the Association, and, being a man cf high ideas and enthusiastic expec- tations, he is trying to raise the standard of the Association so that the annual meetings will be some- thing more than mere pleasure oc- casions. It is a_ little unfortunate that not more effort has been made in this direction in the past. There are many features which should be taken up by an organization .of this kind which could be discussed with profit and acted upon with advantage to every member. Unfortunately, there has appeared to be more of a disposition to have a good time than to delve deep into problems of mer- chandising and this probably explains why the Association has not grown Mr. De Bats expects that his term of office will mark the beginning of a new era, during which the Association will seek a more rapidly. higher level and reach a higher standard, In these efforts he will have the hearty co-operation and good will of évery retail merchant in Michigan. There is ample room for an organization of the kind and there is no reason why it should not be made as valuable to the retail merchant as the old Mich- igan Business Men’s Association was to the mercantile fraternity of the State. The latter organization’ was in existence only about half a dozen years, but left a lasting impression on mercantile conditions. In fact, it accomplished more in a single year than the present organization has ac- politics. He is a politician of prin- ciple and for When he thinks a good cause needs assistance principle. he leaves his business and goes to work with might and main for what he believes to be right and, although many oppose his beliefs, none ques- tion his motives. No better law-and- order man in Michigan than M. L. De Bats, and he is a credit to the city in which he makes his home. Or Mrs. Immen Has Formed No Organ- ization. Grand Rapids, June 20—Upon my return home from Washington a year ago I consulted with the Common Council in regard to the gift of my home for an art gallery at my death and found that the charter would not admit of their receiving it if I offer- lives M. L. complished during the ten or twelve years it has been in existence. Mr. De Bats was married March 28, 1882, to Miss Annetta Willard, of Bay City. They have three children, Charles J., who is an electrical en- gineer and a graduate of Pardue Uni- versity; Martin L., who is a dentist and a graduate of the University of Michigan, and Miss Gertrude, who is attending the Bay City thigh school. Mr. De Bats has been a member of the Board of Education for two terms and has also been an Alderman for one term. He was Director of the Bay City Board of Trade the first two years of its organization, but at present is not holding any office. While no seeker after political ad- vancement, Mr. De Bats has for many years taken an active part in De Bats ed it, which I did not do. Now that is all there is of it. so far as f am concerned, such assertions as “Efforts by women may develop into a lovely feminine row” and “Because Mrs. Immen was denied recognition in Mrs. Perkins’ organization Mrs. Immen has formed one” and “As the situation stands there are two organ- ized efforts for an art gallery and businesslike men may yet have to be called on to bring the art gallery into existence,” are untrue. I have formed no organization. If I had I certainly should have formed it with the aid of business men and they should have had a place as officers. So far as any other art organiza- tions that are formed or will be form- ed, I certainly should endorse the movement. When I suggested giv- ing my home no public art organi- zation of any kind was formed or suggested. If I have been instru- mental in creating an art movement strong enough to influence the crea- tion of an art organization, congrat- ulate me instead of making such as- sertions as I have quoted. An art movement in this city by women or men and women should not be belit- tled, but all citizens and newspapers should encourage the same. Loraine Pratt Immen. “Mister” or “Esquire?” The words “esquire” and “mister” ere among those in daily use and yet most of us would be rather puz- zled to say in precise language what we meant by them. In a_ recent county court case in England a schoolmaster was ruled out of the “gentleman” or “esquire” list. British legal distinctions on this point have been anomalous, however. The fol- lowing aire not “gentlemen:” a buyer oi silks, a solicitor’s clerk out of reg- ular work, a commission agent and an audit office clerk. On the other hand, the following have been held “gentlemen” — viz., one following country pursuits and a silent partner in some business, a medical student, a dismissed coal agent out of work and a person living on a parent’s al- lowance, , Aside from legal authority, it may be said that Matthew Arnold explain- ed the difference in the English cus- tom by an assertion that signified that a gentleman, or any one who is en- gaged in a “gentlemanly” occupation, is denominated “esquire,” but that the tradesman is entitled to nothing better than “mister.” The English themselves are not al- ways sure in making the distinction. Not long ago it was found by one who took the trouble to investigate that the railway companies vouchsafe the honor of “esquire” only to those passengers who care sufficiently about their social standing to be holders of first-class season tickets. The real derivation of the word ‘esquire” is, as most people will re- member, from “escuyer”—old French for “shield-bearer”’—and so it came to be applied to the chief tretainers of knights. When the feudal days pass- ed the word remained. Scientist Chief Force of Civilization. “The last hundred years, under the influence of the modern engineer and scientist, have done more for the |betterment of the human race than ell the art, all the civilizing efforts, all the so-called literature of past ages for which some people want us to have an exaggerated reverence.” Dr. Leo. H. Baekeland, in his pres- idential address before the American Electro-Chemical Society at Pitts- burg, uttered these challenging sen- timents some time ago. He did not confine the remarks to Pittsburg, but to civilization everywhere. Are there any new counties to be reard from? —_—_~+-.—____ Nothing will keep men from be- coming saints better than the sight of some who are dead sure they are —__.-2-@————— A good deal of honest impiety is due to sham piety. MICHIGAN TRADESMAN June 22, 1910 » Weg OU SVD LANNE PO: ae —F : endeavor- ing to quench his enthusiasm, when- ever possible, with icy indifference; questioning his sincerity; discounting his statements; putting him off ‘with fake excuses; watchng continually for an opportunity to throw him out and get rid of him. It is the toughest kind of work— this salesman’s work—this continual battling with indifferent, obstinate and pugnacious pirospects. The min- ute one fight is over another fight be- gins. A salesman’s life is a cease- less round of such nerve-exhaust- ing, mind-wrenching, courage-sap- ring combats A fellow must have more grit than a prize fighter to stand the strain and come up smil- ing after every round, ready to face an opponent again at the tap of the bell. Now no prize fighter ever lived who could keep his nerve through a fight if he knew that his seconds in the corner behind him were not with him heart and soul. Jim Jeffries in his best condition could not have licked a string of forty cab drivers in ferty days if his seconds had gone at him between every fight and every round and called him down as a dub and a coward. Jeffries might lick the first twenty men, but the cease- less criticism and negative sugges- tion of his seconds would take all the fight out of him and “get his goat” in the end. The Slap on the Back. And if this is true of Jeffries match- ed against a string of inferior fight- ers, it is far truer of a fighting sales- men, who is matched day after day against men that in most instances are bigger guns in the business world than he is. When a fighter has gone to _ his corner after getting the worst of a round, there is only one thing that can make him jump up at the tap of the bell and go at his opponent, with renewed ambition and determination: and that is a hearty slap on the back by each of his seconds and their as- surance that they believe he is still in the fight and has a chance to win. And if there is one thing more than another that will make a salesman go back at a pirospect after he has been turned down, or go after new piospects with undiminished courage and determination, it is the _ sales- man’s consciousness that his manager thinks he has done his best—that his manager believes, despite his former defeats, that he is going to win out in the end. We salesmen do not mind having our mistakes pointed out to us. Any salesman with ordinary human intelli- gence is glad not to make the same mistake twice. But he wants above all things in the world to know that \/I.is manager believes in him; that the big warm hand of his manager and his company is always pressed against his back, despite discouragement and defeat, supporting him, brac- ing him up, pushing him on to more }jand more determined efforts. I didn’t care, when I was in your F\sales force, how many times I was licked. If I knew that you thought I could win the next fight I always had the grit and determination to go cut and start that fight. You Will Land Him Yet. I have gone into your office some- times to report the loss of a sale and been received with a kindly silence that dissolved my back bone and nerve for future fights as acid dis- solves soft metal. I have come in- to your office at other times after a prospect had knocked the stuffing out of me and received a “Never mind, old man, you will land him yet” that has sent me back after him with the same fire in my eye that a bull dog has when he goes after a rival that has bitten him. . Oh, you big man in the home of- fice—you man in authority—you com- mander of the fighting brigade—you have no idea how much your encour- agement and support means to us fellows who have to go out on the firing line and meet the enemy. When we and our sample cases are hun- dreds of miles from home, you do not know what a warm glow at the heart it gives each of us, after we have been man-handled by a bunch of tough prospects, to be able to re- flect, “Never mind, I had a bad day to-day, but my manager at the home office believes I am doing my best and that I am going to make a ten strike before this trip is over. And this being so, by the eternal I shall start to make that ten strike to-mor- row morning as soon as the sun is up.” I want to call to your mind an in- cident that happened five years ago. 2 was a green man with you then. You had sent me half across the con- tinent to close a big deal. I told you before I left that I would be back in five days. At the end of the ninth day the deal was still unclosed. I was getting nervous about what might be taking place in your mind. I said to myself: “For all our sales manager knows, I am down here loafing around the hotel, running up an ex- pense account and having a _ good time.” I telegraphed you, “This deal is taking longer than I expected. Hope you haven’t lost faith in me.” You telegraphed back: “Have all the confidence in the world in you. Stay as long as your judgment tells you is wise.” Taking the Fight Out. That telegram of yours, coming 1,500 miles over the wire, filled me so iull of gratitude and grit and gump- tion that I went straight out and tackled that tough prospect again with such resistless force that I swept him clean off his feet. I left town that night for home with his signature on the dotted line. You may have for- gotten the incident, but I will re- member it to my dying day. There have been other times in my experience under you when you call- cd me down so fiercely after I had done my best that you took all the fight out of me for a week. Never forget that a salesman is a man of a tremendously nervous tem- gerament. If he were not, he could not be a salesman. He could not call up at a minute’s notice the enthusi- asm that is necessary to bireak down indifference, persistence, obstinacy and abuse. The same high-strung nervous system that enables him to call all his resource into play and throw himself body and soul into a fight with a tough prospect makes him abnormally sensitive to criti- cism from his home office. Anybody can drive a plow horse— en animal with bones and muscles but no nervous system to speak of. But it takes a master driver with a delicate hand to handle race horses. A word of kindly encouragement at the tight moment, a pat on the neck—a steady sympathetic pressure of the heels, has enabled many a thoroughbred to win a steeple chase. Dull minded jockeys who know nothing more than the use of the whip and spur are the fellows whose mounts pass last under the wire every itip. You can saw on the bits in the mouth of a cab horse, but you have got to be careful how you han- dle the reins when you are riding a blooded hunter. His mouth is sen- sitive. If you have read Lew Wallace’s great historical novel, “Ben Hur,” you know how the Roman Messala lost the chariot race by lashing his four horses with the whip and how the Jew, Ben Hur, took the lead in the stretch by talking to his team of blooded Arabs—how the Jew’s mas- terful shouts of encouragement and praise and inspiration fairly lifted his team out of the ruck—started their tired hearts to pumping with new The American in London starts for Hotel Cecil, the Englishman in America hunts for St. Regia. The tide of popular favor in Grand Rapids is turned toward Hotel Livingston Grand Rapids, Mich. Hotel Cody Grand Rapids, Mich. A. B. GARDNER, Mgr. Many improvements have been made in this popular hotel. Hot and cold water have been put in all the rooms. Twenty new rooms have been added, many with private bath. The lobby has been enlarged and beautified, and the dining room moved to the ground floor. The rates remain the same—$2.00, $2.50 and $3.00. American plan. All meals 50c. June 22, 1910 MICHIGAN TRADESMAN 4 born energy, flooded their veins with the fire of resistless determination and sent them thundering across the line iengths in advance of their rivals. Never forget that the salesman is running a tremendous race, often against the worst kind of odds. Nev- er forget that he is not a wood and iron machine, but a human being—a MAN, with a man’s __ susceptibilities and emotions. You can not run him #s you would run an elevator or an automobile. If you try to, it will be only a question of time before he will balk or break down. To keep his motor, which is his heart, in good working order you must make liberal use of warm human sympathy, un- derstanding and consideration. After all, it is only a matter of treating the salesman as you would like to have him treat you, if under any circumstances you two changed places. W. C. Holman. a Gripsack Brigade. A Negaunee correspondent writes: Will H. Wagner, who traveled in the Upper Peninsula for Siegler Bros. for many years, was in Negaunee Satur- day in the interest of the Wagner- Gilger-Cohn Co., which he organized a few months ago. The firm’s head- quarters are in the Hippodrome building, Cleveland, and it is doing an exclusive wholesale jewelry busi- ness. South Bend Tribune: A desire to boost South Bend as a manufacturing end trading center caused the South Bend Council, No. 438, United Com- mercial Travelers, to pass a resolu- tion Saturday night at their meeting held in the Owls’ hall to make ap- plication for co-operation with the South Bend Chamber of Commerce. There are 1,700 members of the or- ganization in the State and the Grand Council meeting next year will be held in Madison and the following year in South Bend. A report of the Grand Council meeting held in Vin- cennes, Indiana, recently was read by Past Counselor A. R. Fisher, dele- gate to the convention from South Bend. The local members have plan- ned to give the visitors an excellent entertainment in t9tt. Invitations will be extended to all travelers and their families for the annual picnic and ball game to be held soon. For the increasing of membership there has been a Booster Committee pointed and meetings will be held every Saturday atiernoon at 2 o'clock, in the Typewriter Shop, 119 West Jefferson boulevard. —_2--__ “Hydro” the Latest in Aeroplanes. Marseilles is laying claim to an aeroplane that may be either water bird or land bird, as occasion may de- mand. Strictly speaking, it is call- ed the hydro-aeroplane. It is driven by a fifty horse power Gnome engine and in flights has been credited with thirty-three miles an hour. In local experiments it has risen out of the water to a height of fifteen feet and maintained its course nearly half a mile. Over a land flight it has sail- ed at heights under ten feet and brought gently down at the edge of the water. ap- Thoughts on Approaching a New Customer. It rarely occurs to the successful salesman how it is that he is able to go into the store of a man whom he has never seen before, who has never heard of him, and, in the great ma- jority of cases, get an order’ for goods. It has never occurred to him what he said or did that, in a few minutes’ time, would gain his cus- tomer’s confidence and secure for himself business that the less brilliant salesman would make four or five trips to accomplish. To the man who has been traveling the same ter- ritory for several years, calling on the same trade, knowing all the buyers by their first names, it is a compara- tively easy matter to do businéss; but to the salesman who is sent out, fre- quently with a brand new piece of goods, in many instances unheard of, to call on a strange trade, in a strange territory, it is a vastly different prop- osition. To-day any man can go out and sell a widely advertised piece of mer- chandise, whether it has merit or not, whether he knows the trade or not. As a consequence some men who call themselves salesmen are merely au- tomatons and are compensated as such. A high-priced salesman _ to-day must be a diplomat, a hypnotist, a good fellow and, above all, a brainy worker. Hypnotist is not meant in the sense that a salesman must over- come a man’s will, but that he must so talk and conduct himself that his customer will and must _ believe everything he tells him. Such a man cares not what line he sells so long as he himself believes in the mer- chandise. To many salesmen a statement to the effect that there are hundreds, nay, thousands, of salesmen on the road to-day earning better than $5,000 per year would seem absurd. It is, however, true and will be so as long as there are some men who make their brain work, while the other fel- low works his arms and legs. The average salesman to-day, call- ing on a new customer, does so in the regular stereotyped fashion, “by ertering, handing the merchant his card, speaking his name and_ the name of his house and in all proba- bility putting out his hand for 4 hand-shake.” If you are one of this kind, has it ever occurred to you that the average business man to-day has a large number of salesmen calling on him; that in almost each in- stance he has had to go through the same formality of introduction—it is an old story with him, nothing new? If he is tired, will your introduction awaken him? Would he rather have you visit him than the man _ who came before and whom he did not know? The first impulse of most buyers is to say “no,” even although they mean “yes,” trusting that the negative may secure lower prices for them, and if you are unable to secure in- telligent interest you are unable to secure a sale. Does it not occur to you that you could approach tae merchant in some distinctive manner so that he would unconsciously Have the feeling that here was something new, something different, and even although he did not need your goods, nor did he buy, still you have had a chance, and it is the chances that count, and not the introductions, It i; possible to have a wide acquaint- ance but very few orders. The old adage that "any one can sell a man what he wants,” is nearly true, but it takes a real salesman to sell a man what he does not want and make him like it. To such a man goes the palm, and to such a man, who gains entree through his indi- viduality, his personality, and his cre ative mind, go the most orders the most compensation. and The writer has in mind a salesman who was continually working on new trade, with a view of placing a new department in the customer's store The goods in each instance were such a vast departure from the usual line of goods the merchant handled that at first blush it appeared a ridiculous suggestion on the part of the sales- man to the merchant. The salesman realized, after some days of vain en- deavor to secure some opportunity to present his proposition, that it was necessary to go about it in an origina! manner. He realized that he was paid a high price for his services, that ne had a hard proposition and that easy propositions do not take a high- priced man to handle; realizing, as above stated, that it was up to him to take the initiative, he started out one morning as follows: He walked into the first prospect he had in mind, took off his hat, approached his man and simply said: “I have something you know nothing about!” The buyer laughed and asked what it was. The salesman laughed with him and said: “Well, I am not pre- pared to talk business this morning with you, but I know you will be deeply interested and I would like tc have you make an appointment when I may call and see you.” The buyer saw that he had to deal with a man different from the ordinary run of salesmen, and being curious to know what he had appointed a time for the interview. This sales- man became so successful that the ales-manager of his house paid aim $500 to write out his tall Why did hetake off his hat to the merchant he was interviewing? The ordinary salesman would see nothing in that, but it showed the customer more tnaan some hours’ talk would show that he had a courteous gentle- man to deal with, above all, and he dealt with him as such. Did he hand him a card and speak his name? Not at first. It is impossi- Lle in tne space allotted to deal at length with the prychic effect of the introduction of this man; but to the thinker it will be readily seen that the man seeking new trade must im- press the man he calls on with ‘ais individuality. This salesman referred to once stated to the writer that aft- e1 the sales-manager had for three or feur years instructed his salesmen in this way of introducing themselves he ‘nad occasion to go to the West- ern coast and after making several calls, in each instance when he used introductory sion ralesman will go without the know nothing about,” the customer line, “I have something you replied, “Oh, yes, I know what you have,” and named the line, showing that the man had been called on with the same talk, and that he had to find a new catch-phrare. He did and be- gan immediately to tell his customer: “Mr. Jones, I have a suggestion to make to you for a new line of goods. Now, don’t think I am crazy, for I not!” On asking him how he thought of that introduction, he stated that customers had told him that he was crazy for suggesting it, and he thought that while the idea on the surface might appear wild and chi- merical ne at several the same time de- sired his customer to know that he really had a good proposition if he only had an opportunity to explain it. We all know that the first impres- we make on a man is_ what counts. To the thinking salesman the style of hat he wears, the color of his tie is of as much importance as the price of his goods. Many a a shave on clean shave what this The salesman quoted above made it a point never to try to sell a man on the first inter- view, never to tell him of his proposi- tion or goods in the first interview, but to back again, even if the next visit occurred within an hour of the first. You are on vastly differ- ent terms then; you are an acquaint- ance once met—you are expected, and if you are the right kind of man you have made the right kind of im- pression. You will be listened to most attentively and fearlecsly, for a great many buyers when they see a good salesman really have fear to speak with him lest they be sold against their better judgment. To say that success on the part of a salesman depends almost entirely on his first introduction is nearly ab- colutely true. a ae a Ee Death of a Good Merchant. [sadore Gilbert, who was engaged in general trade at Beulah, died at his home at that place on June 20. The funeral was held at the residence Friday in order to have a on Sunday. not realizing means to his business. go June 22. The interment was in the Sherman cemetery. Mr. Gilbert was a pioneer. mer- chant of Sherman, having engaged in the mercantile business at that place about a quarter of a century ago un- der the style of Gilbert & Sturtevant. He succeeded the firm in btisiness in 1899, remaining in trade there until a few months ago, when he removed to Beulah. He was at one time in- terested in the Sherman Drug Co. and G. A. Lake & Co. He was about 60 years of age and always enjoyed the reputation of being not only an exceptional business man but a good citizen in all that the term implies. ——---.___ Some Sight. The tourists were viewing the larg- est geyser in Yellowstone Park. “Stupendously magnificent!” said the man from Boston. “Pooh, pooh” disdainfully said the man from Chicago; “you just ought to see our biggest fire tug in action!” apr opacnr-caynad MICHIGAN TRADESMAN June 22, 1910 lthe Technical Institute, that there be more practical training in the schools of pharmacy, was indorsed and was |carried farther with the suggestion that such schools be supplied with typical drug stores for practice work | {so that the students may have train- ing in selling all articles handled in drug stores as well as in the com- pounding of drugs. It had been found also by the Com- mittee that there are different en- trance requirements in the different Michigan Board of Pharmacy. President—W. E. Collins, Owosso. Secretary—John D. Muir, Grand Rapids. Treasurer—W. A. Dohany, Detroit. Other Members—Edw. J. Rodgers, Port Huron, and John J. Campbell, Pigeon. Michigan Retall Association. President—C. First Vice-President—Fred Brundage, | Muskegon. Druggists’ Second Vice-President—C. H. Jongejan, | | tors Grand Rapids. Secretary—H. R. McDonald, Traverse | City. Ri kenten—-Sienry Riechel, Grand Rap- | ds. Next Meeting—Kalamazoo, Michigan State Pharmaceutical Associa- tion. President—E. E. Calkins, Ann Arbor. First Vice-President—F. Cahow, Reading. Second Vice-President—W. A. Hyslop, | Boyne City. Secretary—M. H. Goodale, Battle Creek. Treasurer—Willis Leisenring, Pontiac. Next Meeting—Battle Creek. Annual Meeting of Indiana Pharma- ceutical Association. Indianapolis, June 14—Drug store blind tigers suffered a this afternoon at the ‘hands of Bur- ton Cassaday, Oct. 4 and | } | Bugbee, Traverse City. | they also sell various other kinds of | | ‘professional work. severe blow) of West Terre Haute, | President of the Indiana Pharmacet- | tical Association, the Association at the Claypool ho- tel. “Tt is necessary to rid ourselves,” he said, “of some of the vicious cus- toms before our profession can claim and occupy the exalted which in our humble opinion it is en- titled to. The chief of these evils are booze dispensing and cut rate meth- cds. These are parasites and barna- cles which have upon us and which have no place on our backs, to the very foundation of mercial and professional and threaten us Mr. Cassaday declared it duty of the Association to hand in politics and to attempt to ef- fect. the enactment of laws which will our existence | with extinction.” was the enforcers and not in the class of “fel- jiows who are law violators and who are always seeking some avenue the law.” Mr. Cassaday spoke also of the benefits which have been effected by the Association and urged that there be a strong effort for an increased membership. He had no kind words for the “grouch”’ who believes that osition | : 4 iprogramme of entertainment that has fastened themselves | : : ibe a musical entertainment and dance stipe _|at the Claypool whose evil influences reach | jgame as guests of the Indianapolis com- | jand in the evening the } i take a} i fle. ' |with thirty-three applications and In- place druggists in the class of law/| a hie podlcees at | the history of the Association the twenty-ninth annual meeting of | . ireached 305. schools. Others require a diploma from a high school. It was suggested that there should be uniform require- ments as to entrance. The Committee reported, also, that some schools require two years’ work of twenty-six weeks each, while oth- ers require two -years of seven months each, and others two years of nine months each. It was recom- training, he said, he would have in- ciude some instruction on the best methods of salesmanship. He pointed cut that the druggists of the present day do not only dispense drugs, but jarticles and are in a way competi- of the departmént store. This paper was discussed by Dr. J. N. Hurty, Secretary of the State|mended that the length of term be ee ard of Health, who said he agreed |@ade uniform. It was recommended, |with Mr. Gertier that the practical |also, that the curricula of the schools be made as nearly uniform as possi- ble. It was reported by the Committee that the total attendance last year in schools of pharmacy was 380, and 146 students were graduated from such schools. side should not be entirely lost sight cf in the schools of pharmacy. He said, however, that he would mini- 'mize the practical work; that is, that he would give more attention to the The Indiana Pharmaceutical Asso- ciation is in a prosperous condition, and from the standpoint of attend- ance the present meeting promises to be a record breaker. One hundred and sixty-nine members had regis- tered, and it was known that there were a number present who had not registered. The biggest meeting in was when the attendance Some of the members believe the attendance of four years ago will lose its first place in the rec- ord. The large attendance at this meet- ing is accounted for by the extensive A motion was adopted providing that a Committee representing the State Association be sent each year to visit the different schools of phar- macy in the State, provided the schools will bear the expense. This motion was presented by Professor Roe, of the Valparaiso School of Pharmacy. It was believed that by having such a Commitee to advise schools beneficent results might be obtained. four years ago, Aside from unimportant committee reports and other routine business there was a paper by Dr. J. N. Hur- ty, Secretary of the State Board of Health, on the “Life and Accom- plishments of Carl Wilhelm Scheele,” an eminent chemist of Sweden, lived and did his work more than one hundred years ago. The paper was in the nature of a biographical sketch. Scheele did much advanced work in his day, but by many of the chemists of that time he was called "a smart Aleck.” The Committee on Nominations of the Pharmaceutical Association re- ported the following list of officers: Roscoe Mutz, Edinburg, President: been provided. members This afternoon the were to attend the ball who drug jobbers, and to-night there will Hotel. To-morrow Association will go to meet at the speedway hippodrome afternoon the the aviation |will be the attraction. It was reported also that there are 126 applications for membership on Terre Haute holds the record Charles Haupt, Terre Haute, First | dianapolis comes second with twen- Vice-President; J. D. Brown, Bur- | ty-five. : nettsville, Second Vice-President: The address of welcome was de- John T. Johnson, Fortville, Third | the smaller undertakings of the Asso- | ciation are not worth while. A discussion of the practical side of pharmacy was started by a paper read by Professor J. H. Gertier, of the Technical Institute. Mr. Gertier pharmacy should be given to the practical training. The in the report of the |Education at the annual 'the Indiana Pharmaceutical Associa- ition at the Claypool Hotel. This re- ;port was made by W. O. Gross, said that more time in the schools of chairman of the Committee. | practical |paper by Professor J. H. Gertier, of | livered by whereby they can successfully evade |tis) who is a charter member of the |Association and has always |active interest in its affairs. | sponse | Bend. J. K. Lilly, of Indianapo- Vice-President; Maurice Swartz, Sec- retary, and F. H. Carter, of Indianap- clis, Treasurer. Those recommend- ed for places on the Executive Com- mittee were: E. W. Stuckey, S. C. Basyne and Burton Cassaday. There is much talk among the pharmacists in the present session of the best methods for raising the standard of the profession. It is be- lieved that thorough training of stu- dents will go a great distance toward winning the confidence of the public. lt is the sentiment, also, that with the increase of standards there should he regulations that will prevent any except pharmacists from compound- ing drugs. taken an The re- was by of South Leo Eliel, June 15—Several changes in the methods of the schools of pharmacy of Indiana were recommended to-day Committee on meeting of The recommendations made in a Members of the Association went to the aviation meeting at the Indian- apolis motor speedway this after- noon as guests of the Indianapolis drug jobbers and Eli Lilly & Co. June 16—“The baby is the best cus- tomer of the druggist,’ said C. E. Flliott, of Sheridan, to-day in a pa- per read before the Indiana Pharma- ceutical Association in its annual meeting at the Claypool Hotel. Mr. Elliott’s subject was, “Our Best Cus- temer,” and he spared no efforts in praising the little Snookums who, from the time he emits his first shriek until he reaches the age of 5 or 6 years, must have a world of supplies, with emphasis on the “must.” “the average baby,” said Mr. . El- lott, “by the time he is 5 years old has spent $300 with the neighboring druggist.” The speaker then went on to enumerate some of the things the toddler must have with emphasis on the “must,” and he included teething rings, rattles, talcum powder, soap, toilet water, “baby jewelry,” toys, books and a great many other articles that are usually handled in the drug store. “It is the duty of every self- respecting druggist,” said Mr. Elliott, “to encourage matrimony.” The programme also included an address by H. FE. Barnard, State Food and Drug Commissioner. Mr. Barnard said the Inspectors of the Laboratory of the State Board of Health had collected samples of standard preparations representing twelve pharmaceutical houses. had been so much routine business though, the said, they had not had time to examine all of the samples obtained. Of the twenty-one sam- ples of tincture of opium examined, ffteen were found to be of or above There the proper requirements. Of the fourteen samples of tincture of opium, deodorized, six were found to be up to or above the proper stand- ard and of thirteen samples of bella- donna leaves, only six passed mus- ter. Mr. Barnard had something rather emphatic to say about the sale of co- caine and similar “dope” which is dis pensed rather freely by some of the dharmacists. “The most notorious case of viola- tion of the drug law,” he said, “of the ethics of your profession and of the moral law, which, although not written on the statute book, holds every honest man in the path of rec- titude, was that of the sale by a druggist of cocaine under the follow- ing circumstances: The illegal prac- tice of the druggist was first learn- ed when officers stationed at Fort (Continued on page forty-eight) FOR SALE $1,200 buys a drug stock and fixtures invoicing more than $1,400; no dead stock. We make this reduction owing to our proprietary medicine requiring our entire attention. If you have the cash and mean busi- ness don’t write, but come and investigate this exceptional opportunity. Peckham’s Croup Remedy Co, Freeport, Mich. eat aed Eee Ti tg go June 22, 1910 MICHIGAN TRADESMAN 43 Aceticum 6@ Aveticum | Ger.. 70 15 ae Segece ase 189 a rape Se sce ee 50 Hydrochior ..... 30 5 Nitrocum =... | io 10 Oxalicum ....... 14 15 Phosphorium, dil. @ 16 Salicylicum ..... 44@ 47 Sulphuricum 1%@ 5 Tannicum ....... 7 g 85 — mmonia Aqua, 18 e 6o 6 Aqua, 20 deg. .. 6 8 Carbonas ...4... 13@ 15 Chioridum ....... 12@ 14 niline Binckh .......... 00@2 25 Brown | 22.6.3. 80@1 00 CO ee, 45@ 0 Yellow .......... 2 50@3 Ov Baccae Cubebae ...35...... ne 55 junipers ......... 10 Xanthoxylum ...1 2661 50 Balsamum Conaiba 220. 16 Pera 2.00.65 0.. 1 90@2 @0 eee Canada 78 80 Tolitan (...000 0. 40@ 45 Cortex Abies, Canadian 18 Cassiae ........ 20 Cinchona Flava. 18 Buonymus aatro.. 60 Myrica Cerifera.. 20 Prunus Vtrgini.. 16 Quillaia, gr’ . 15 Sassafras, po 25... 24 EBON Lic. 20 Extractum Glycyrrhisa, Gla.. ns 80 Glycyrrhiza, po.. 28 30 Haematox ...... I 12 Haematox, is ... 13 14 Haematox. S .. 4 15 Haematox, 4s .. 16 17 Ferru Carbonate Precip. 15 Citrate and Quina 2 00 Citrate Soluble... 55 Ferrocyanidum §$ 40 Solut. Chloride .. 15 Sulphate, com’l .. 2 Sulphate, com’l, by bbl. per cwt. .. 70 Sulphate, pure 7 Flora AQMICA ....5..... 20@ 25 Anthemis ....... 50@ 60 Matricaria ...... 30@ 35 Folia Barosma ....... 85@ 90 Cassia Acutifol, Tinnevelly .... 15 20 Cassia, Acutifol . 25 3 Salvia officinalis, WHOLESALE DRUG PRICE CURRENT 7 8s... @ 40| Rubia Tinctorum 12@ 14/ Vanilla ......... 9 tego oe 00 per res Lycopodium ..... 50@ 60| Saccharum La’s 18@ 20|Zinci Sulph eC Ch@ 70 Salacin ......... 4 50@4 75 Oils orate 1 75@1 85) Scillae .......... @ 50|Magnesia, Sulph. 3@ 6/Sanguis Drac’s 40@ 50), bbl. gal. Cubebae ....... 4 80@5 00|Scillae Co. ...... @ 50/Magnesia, Sulph. bbl @ 1%| Sapo, G ......... Siiaw ae ot" a 2 Erigeron ........ 2 35@2 50|Tolutan ......... @ 50|Mannia 8. F. oe Hits, M ........ 10@ 12/Linseed, pure raw 80@ 485 Evechthitos .....1 00@1 10| Prunus virg @ 50 pe agate 3 18 g3 as na Ow Cn... 13%@ 16 cuaeee, polled i ‘ $1 86 Gaultheria ..... 4 80@5 00|Zingiber ....... orphia, Seidlitz Mixture 20@ eat’s-foot, w str 65@ 10 @5 00) Zingiber --, @ | Morphia, SNYQ 3 55Q8 80|Sinapie UxtUre @ 18/Turpentine, bbl. ..66 Geranium OZ 15 ay Tinctures Morphia, Mal. ...3 55@3 80 Sinapis, ae 30| Turpentine, less..... 67 Gossippii Sem gal 70@ 75|Aloes ............ 60 Moschus Canton as 40| Snuff, Maccaboy, “ Whale, winter . “4 “se “ medcoma ........ 2 50@2 75 Myristica ° 40 De Vode ...... ain . da Goes aan a pita . rn... 5)|Nux Vomica po 15 @ 10|Snuff, S’h DeVo's 61/Green, Paris ...... 21@ 26 oe nconitum Nap’sF 50/Os Sepia ...... pe 40| Soda, Boras 5 10 Green, Peninsular 13@ 16 Lavendula ....... $0@3 60) Anconitum Nap’sR 60| Pepsin Saac, H & Soda, Boras, po ..5 1@j Lead, red ...... 7 & EGR 65... 5:.. 115@1 25) Arnica ........ 50 a ao NN KS 1 00 Boda et Pot's Tart, 25@ 28 Lead, white er 8 7 icis Liq OGa, CAP ......, cnre, yet Ber Mentha Piper ...2 25@2 50) Asafoetida ...... 50 aol aoe 2 00 Soda, Bi-Carb 5 Ochre, yel Mars i% 2 @4 Mentha Verid ...2 75@3 0u Atrope Belladonna 60 ho iq ee... 1 os Soda, me Ceea eke 34@ ‘ Putty, Ser 24 3a Morrh Hee cis Liq pints .. Soda, Sulphas a Putty, strict pr @3 _. aes oc oe 69/ pil Hydrarg po 80 Spts. Cologne... __@2 60|Red Venetian” i@ 3° Os Serena es Barosma ........ 50| Piper Alba po 35 80|Spts. Ether Co. 50g 65|Shaker Prep’d 1 25@1 235 ONVG 22650000050. 1 00@3 00|Benzoin ......... 60| Piper Nigra po 22 13|Spts. Myrcia .... 2 60/ Vermillion, Eng. 75 80 Picis Liquida .... 16@ 12 Benzoin Co. .. 50 ae a : “ a ie widen Vermillion Prime i sn cae um Cee... Spts tect UGTICGR «ccc, Picis Liquida gal. @ 40/Cantharides ..... 75| Pulvis Ip’cet Opi 1 30@1 50/Spts. Vi'l R’t 10 Ay Whiting Gtlders’ g 95 Hieing 2.000). 0.) 94@1 00; Capsicum ....... 50 es a oy a H “ Po ma oa. yt .* ult aie gz gl A- r 1 25 Rosae OZ. ....... 6 50@7 00 0. doz. Strychnia, Crys iit’g Paris Eng. wpa ng = 0 acta aag eee 1S! pyrenthrum, pv. 200 26| Suloion Suri eae 4 aa. @1 40 dite eehty oly cle Cardamon Co. ... 75|Quassiae ........ 8 10/ Sulphur, --24%@ 3%| Whiting, white S’n @ Same 6.2.6... 0. 90@1 00/ Cassia Acutifol .. 56@'Guina N.Y. .... 17 a¢| Tamarinds ...... 8@ 10 Varnishes Santal .......... @4 50| Cassia Acutifol Co 50/Quina, S. Ger.. 17 27! 'Terebenth Venice 28@ 20| Extra Ture ...., 1 60@1 70 Castor .......... 1 00; Quina, S P & w 17@ 27 Thebrromae ..... 40@ 45'No.1Turp Coach1 0 M1 20 Sassafras ....... 8@ 96 aa 50 o Sinapis, ess. oz... @ 65/Cinchona ...... 50 a DUCE 1... .... c 45 one Co. ... [ TRYMe ....:..... S01; COlmmbia ......., whe. opt. .... @i 60|Cubebae ......... 50 Theobromas aoe ie. x Ah ga flee sla: = VWigth: ... 2... ice THOU on es sseeee Dotssctien i 7 Ferri _cnlosiqam * Bi-Carb ......... ISG 18) SoUeIete see eeese. Bichromate ..... 30 15 Gentian Co. ..... 60 Boise _..... BO 80 re vacate - Cee oe Vie :- 60 Chisrate |__|: po. 12 14] yoscyamus .... Cyanide 00.0000) 30@ 40 todine, a: e eee a 5 ae wiaing ...-..-- 50 We Avs 4 f Potassa itart pr GO Bole ea eee ‘ Potass Nitras opt 7@ 10 Lobelia Ce ae i e re gents or Potass Nitras .... 6@ (8) NY" wa” He Prussiate ........ 23@ 26 ae a 1 25 aerate te: ee aaa 10 heute Radix . . ae deodorized 2 - See see e HOM 2a AlGnAe 22.020... .: ag So Ghatany /..0.0) | 50 y BRCMUSH (2.1... 10 Mi Rher 50 a eae. ‘ - caneuinasia ae ee ( erpentaria ..... Soe? ig Ae ielsteometan ---. 60 Manufactured by si RAREEED. de cece aee Hoey anerig ‘ ba - . Valerian ........ 50 | Hydrastis anada Veratrum ‘Veride 50! ‘ j ooh liga Can. po 38? pe PO ieee ss 60} A. ad. REACH & CO., Philadelphia, Pa. C$ eee eo 6 scéiianeous oe ‘ee tei gee aoe ug 38 rie plox 62.1.5), ether, Spts B I] B Maranter is...) gm ga | siumen, 6rd pot 3@ 4 alis, Bats pe nam po 158 a ot po oo ag «i ‘ Mee seen cca Antimoni et po rE Id 9 d B 9 Mi Bee et ccc) St | Antfobein .n. $3 lelders and bBasemen’s Mitts Sanguinart, Po 38 oof 28] Argenti Nitras oz D 62 cillae, po tee @ o | Arsenicum ..:... 10 12 Ol ee iG Mls cited tate MS Gloves, Protectors Serpentaria ee 60@ 55/Bismuth 8 N ..1 90@2 00 ua oan “ea ... “0 z Peale an wa @ z Calcium oo Ts @ $ $ " VG OM <. 25... milax, offi’s Le Calcium Chlor s j MPISelaA (8... 1 1591 50] Calcium Chlor, $s g 12 Catchers Mitts and Masks onc an cee g5{S¥mplocarpus ... @ 25|Cantharides, Rus. 90 i a aon kd. @ . Valeriana Eng.. @ 25|Capsici Fruc’s af 20 jee ard Lory g 35 Valeriana, Ger. + 18Q 20 Capsici Fruc’s po 22 : Acacia, sifted sts. @ rf mee 5 28 | oi erucs B po ea Please send us your order early while CRCIN: DO ...:.. | 45@ 66|“ a eS M ; Ss n Carphyllus ...... 20@ 22 : Aloe, Barb Ce Fike Oe ft Cassia ructus 33 our stock is unbroken and complete | Soaotri Apium (gravel’s) 13@ 15|Cataceum ......, 5 Ales, Srocted <2. fe] Apia ceraver) aa te Asafoetida ...... 85@ 90) Cannabis Sativa 7™@ (8|Cera Alba ...... 50@ 55 Benzoinum ...... 50@ 65|Cardamon ....... 0@ 90)Cera Flava ..... @ 42 Catechu, 1s ..... 19|Carul po 16 ..... 12 18| Crocus’ .......... 45@ 50 Catechu, bs 14 Chenopodium eli. 26 $0|Chioroform ...... 34@ | ® e Catechu, {js 16|Coriandrum ..... 12@ 14|Chloral Hyd Crss 1 15@1 40| Hazeltine & Perkins Dru Co : Chl bb @ 90! ° Camphorae ...... 60@ 6)|/Cydonium ....... 75@1 00 oro’m Squibbs « Puphorbfum @ 40 Cit Odorate 2 50@2 a ee ‘eu. ae 25 ae : Soeniculum ..... io nenon Gambose. ..po..1 251 35 Foenugreek, po.. 7@ 9|Cinchonidine P-W ye Grand Rapids, Mich. Gauciac 36 ge 86) Bint «2... 6@ 8| Cocaine ........ a ee xe a : Lint, grd. bbl. 5% 6@ 8] Corks list, less 15% Mastic ...:...... 15 (ieee 6.3... 75@ 80 Creosotum fecse: g 45 a Myrrh ..... o 50 @ 45|Pharlaris Cana’n 9@ 10|Creta bbl. 75 2 Dome occ. 6 o0@6 $600 MPS. beet: 5@ 6|Creta, prep. ..... @ 5 Shellac 20.000. 45@ 655|Sinapis Alba .... 8@ 10|Creta, precip 9 11 Shellac, bleachea s0@ 65|Sinapis Nigra .. 9@ 10|Creta, Rubra .... F.. Tragacanth ..... 70@1 00 Spiritus Cudbear ......... Wy Cupri Sulph ..... 3@ 10 e Herba oe 1 23g1 Fp | Dextrine 7@ 10 TUMEenE ........ fe ae ee Bupaterum o2' pit" $p|funiperis Got tae sr /Bmery, al Nos.” Bs] TF AFLOUMO [VIOIstener Lota .. an am 29 | Juniperis Co OT 1 652 00 Gam pe 8 te a come os pk ae a cemea EG Hiner guiphy 35@ 40 Mentra Pip. oz pk 23 7 a" Flake White 12@ 15 Mentra Ver oz i 25 mt Alba ....... 1 252 00 Galla @ 30 n r eee z Dk oe eae a Tanacetum. v. 22 Sponges Gelatin, Cooper . @ 60 Thymus V..oz pk 25 Magnesia Calcined, Pat. .. 55 60 Carbonate, Pat. 18 20 Carbonate, K-M. 18 20 Carbonate Oleum Absinthium .... 6 50@7 Amygdalae Dule. 75@ 86 et soar Ama : oo8 00 Auranti Cortex 2 ao Orgaml .......; 5 60 Cajiputi seeereese 90 14 - 50 96 Chenopadit oe20ee8 76@4 08 Ipecac Cinnamon! ..... 1 1 8 Mae 9 98 Extra yellow sheeps’ wool carriage @1 Florida sheeps’ wool Carriare. ..... 3 00@3 Grass sheeps’ wool Carriage ....... @1 Hard, slate use.. @1 Nassau sheeps’ wool carriage ...... 3 50@3 Velvet extra sheeps’ wool carriage @2 Yellow Reef, for slate use ...... @1 Syrups Acacia ee eens Gelatin, French 35@ 60 Glassware, fit boo 16% Less than box - Glue, brown ..... 11@ 13 Glue, White ..... 15@ 25 Glycerina ....... 23@ 30 Grana Paradisi an 26 BHurmulus :.....2.. 60 Hydrarg Ammo’l a 115 Hydrarg po -Mt 90 Hydrarg Ch Cor 90 Hydrarg Ox Ru’m 1 00 as 8 50 . yara fehthyobolla, Am. — = he — an 4 od 10 lodoforia ......., 3 90@4 00 Ciquor 4 = .* L4éq Potass yen wo 2 12 For Sealing Letters, Affixing Stamps and General Use Simplest, cleanest and most convenient device of its kind on the market. You can seal 2,000 letters an hour. it will last several days and is always ready. Price, 75¢ Postpaid to Your Address TRADESMAN COMPANY GRAND RAPIDS, Filled with water MICH. i f i MICHIGAN TRADESMAN June 22, 1910 GROCERY PRICE CURRENT These quotations are carefully corrected weekly, within six hours of mailing, and are intended to be correct at time of going to press. Prices, however, are liable to change at any time, and country merchants will have their orders filled at market prices at date of purchase. ADVANCED DECLINED LAMA LALLA AALS Index to Markets By Columns oo Col A Ammonia ..----- Ses ae Axle Grease -.------+*"* 1 8B Baked Beans ...-----: 1 Bath Brick .----+---°": : Plunge ...------29299"°° . Brooms .----s-seerettt ot Brushes ...-----s++99°"" Butter Color .--------- 1 Cc Candies ...--+-++: [ies . Canned Goods ..------- Carbon Oils ..-----++*": : Cataup .-----9+-72%°°* ; Cereals ..-.-+++s200° ee OOBO -.ccccesseeeerre® ; Chewing Gum .-:---:-- ; Chicory ----:-: i aeeaes +“ | Chocolate .--+++-s77°°"* Clothes Lines ..-----:: incon .-------22--72°7"" : Cocoanut ..---es.sr890'" Cocoa Shells .--------": : a Confections .--------+": 11 Crackers .-.---+--+97°'" 8 Cream Tartar --------:: 4 dD Dried Fruits ..--------> 4 F Farinaceous Goods : Meed ...--2-220299°"°°*" Fish and Oysters ------- 10 Fishing Tackle .-.------- Flavoring Extracts .-- 5 Flour ...----eseses2e°"" 5 Fresh Meats .---------- a Gelatine ...----+s++**° Grain Bags --------:+°° 5 Grains ..---+-++9° poco ee & H SEnrS ..- scene eee <9" 6 Hides and Pelts ...----- 10 J Jelly ...---++-+-++-+"** ; 8 L Licorice ...---sesseeree? 6 Mi Matches ....----:+++99" 6 Meat Extracts ...------ 6 Mince Meat ...-------: 6 Molasses ..--------+-99° 6 Mustard .....----+++++* 6 N Nut@ .....--ceeecceeceee 11 ° we... cree nose eee 6 P Pipes ...----eeeeeeeeees 6 ROMGON . 6s ese e+ ss 2% 6 Playing Cards ....---- 6 Piyteeh .. 6s esse es ese se * 6 Provisions ....-----+---- 6 R RPE csc een cores sans q Salad Dressing ...-.---- 7 Saleratus .......----+++> 7 cee OD 2. w+ sve 2 2 2 7 ee 7 Gait Wish .-.....------- 7 Oe ass. ae ee oe 7 Shoe Blacking ......---- 1 ee ee 8 ORD 5. os - scence sectee® 8 CE, ... eee eee eee erase ee 8 SOUPS .....--cececcceres 9 Spices ......----++eeeeee 8 Starch ....-.++-0s ce ee 8 SyrupB .....---.-e+-e0- 8 T ee ogi oe see eee esac 8 inhaCeO ....+++2se20265> 9 MPag§O® .. 22s oon eee eeeees 9 Vv Vinegar ....--- cuseee coc Ww Wicking .........--...-.. 2 Woodenware ........... 9 Wrapping Paper ...... 10 Y Wenst Cale ............. 10 1 2 ARCTIC AMMONIA Oysters Dox. 1 Cove, ib. .....- 80@ 85 12 oz. ovals 2 doz. box. .75| Cove, SIMs oo ees 1 55@1 75 AXLE GREASE Cove, 1fh., oval .. @1 20 Frazer’s Plums itd. wood boxes, 4 doz. 3 00 PIMMN 2.6.65 e 00@2 50 1tb. tin boxes, 3 doz. 2 35 P 34th. tin boxes, 2 doz. 4 25|Marrowfat ...... 90@1 25 10%. pails, per doz....6 00| Barly June ..... 95@1 25 15%. pails, per doz....7 20| Barly June Sifted 1 15@1 80 25tb. pails, per doz...12 00 eaites BAKED BEANS a eee 90@1 25 1th. can, per doz.....-- 90| No. 10 size can pie @3 00 2%. can, per dozZ...... 1 40 Pineapple 8lb. can, per doz......- 1 80 oo 1 85@2 60 ai a BRICK 75 | seed ---+--++-°- 95@2 40 WNGPECAM .. - 505s 2 eee © MOR co ee 85 | sreir —— a BLUING Genk ........45-.- 90 Sawyer’s Pepper Box Pansy .........-- 1 00 cok ge mee Galion .......2.-:- 2 50 o. 3, 0Z. Woo No. 5, 3 doz. wood bxs 7 00 a Sawyer Crystal Bag Salmon Blue ...-ceeeeeeeece 4 00 Col’a River, talls 2 00@2 10 BROOMS Col’a River, flats 2 25@2 75 No. 1 Carpet 4 sew ..5 00|Red Alaska ..... 1 60@1 75 No. 2 Carpet 4 sew 450] Pink Alaska 90@1 00 No. 3 Carpet 3 sew ..4 25 Sardines No. 4 Carpet 3 sew ..4 00 Domesticr 4s ....8%@ 4 Parlor Gem .......---- 5 00 Domestic, . 5 Common . bo pebeeee : = Domestic, % Mus. 6%@ 9 Fancy Whis er 5 25 California, %s ad @14 WarehouSe ...++-+eees California, %s ..17 @24 BRUSHES French, 48 .....- 7 on Scrub French, 48 ..-..-.-.- 18 23 oY cogil iar oie ee A Shrimps So ack, nm ies Sainte MURR ..--7 +s. g5| Standard .....--- 90@1 40 St Succotash daha Weir... 85 No. 99] Good |: :- No. No. No. og o. spite Far 85 BUTTER COLOR ae SS eeeec eee a W., R. & Co.’s 25c size 2 00| Ganons ......-...- 2 50 W.. R. & Co.’s 50c size 4 00 .eo CARBON OILS CANDLES Barrels Paraffine, 6s ....--.-+-:- ‘ 8 Puteotion ....... @10': Paraffine, ce 2 Water White @10 Wicking cluie ee ae eee aw eee > S. Gasoline @13% CANNED GOODS Gas Machine a4 @ 24 Applies Deodor’d Nap’a @121 3mm. Standards .. @1 00| Cylinder ....... 29 @341 maton 2)... s 2 75@3 00| Engine ......... 16 @22 Blackberries Black, winter ... 84@10 OM ei eee 1 25@1 75 CEREALS Standards gallons @4 50 Breakfast Foods Beans Bordeau Flakes, 36 lib. 2 50 "_. §5@1 30| Cream of Wheat, 36 2 4 50 Baked... -.. ek. a ( Red Kidney ...... @ 95|Egsg-O-See, 36 pkgs. ..2 85 String 66.6.5... 70@1 15|Excello Flakes, 36 Ib. 4 50 fax ....5------* 75@1 25| Excello, large pkgs.....4 5 Blueberrl Force, 36 2Ib. ......-.- 4 50 m Keperries 1 35| Grape Nuts, 2 doz. 2 70 Standard ...------- 4 59 | Malta Ceres, 24 1b. ..2 40 Gallon ..-+---+-++0* Malta Vita, 36 1th. ....2 85 Brook Trout Mapl-Flake, 24 1Ib. sso 48 2%. cans, spiced ....-- 1 90] pillsbury’s Vitos, 3 dz. 4 25 Ciams : _|Raiston Health Food Little Neck. 1M. 100@1 25] 36 2% Little Neck, 21». @1 50} Sunlight Flakes, 36 1tb 2 85 Clam Boulllon Sunlight Flakes, 20 1th 4 00 Burnham’s \% pt. ..--- 2 251 Kellogg’s Toasted Corn Burnham’s pts. ...-- - 2 70 Flakes, 36 pkgs in cs. 2 80 Burnham’s ats. .......7 50] Vigor, 36 pkgs. .....--- 2 75 Cherries Voigt Cream Flakes ..2 80 Red Standards. .. imi 40] eat 20 2th. |... ..- 10 White .....-..-- @1 40| Zest, 36 small pkgs...2 75 : orn Rolled Oats Melr 85@ 90] Rolled Avena, bbls. ..5 00 Rook... 4. 1 VWv@1 lv] Steel Cut, 100 Th. sks. 2 75 Fancy .---------- 1 45} Monarch, bbl. ........ 4 70 French Peas Monarch, 90 th. sacks 2 25 Sur Extra Fine ......- 22 Quaker, 18 Regular ..1 45 Tixtra Fine ......---.--- 19| Quaker, 20 Family ...4 00 , Le eae eee ee 7 raiua wineat VON ook ocak eee ee ra ea . Gooseberries Met 5 es 34 Standard orga 1 00|24 2%. packages ..... -2 69 =r CATSUP Mandar - ots 85] columbia, 25 pts. ..... 415 1% 2 25 Snider's pints ......... 2 35 Pld. ---eerrstrcitittt g gg | Snider's % pints ...... 1 35 Pienic Talls ...-.------ 275 CHEESE Mackerel Arne. 5.5...... @151%4 Mustard, 1fb. ....----- € B01 gersey |... ais Mustard, 2Tb. .......-- 2 80| Riverside ......... 151% Soused, 114Ib. ...-..--- 880) Warner's ........ @16 Soused, 2TD. .---------- 251 Gk @ié Tomato, 1%b. -.--------- 1 S6iceiten .......... @15 Tomato 2tb. ...-----+:- 2 80| Limburger ...... @18 Mushroome Pineapple -..... 40 @60 Hotels ...cceceecee $ a) San Saro ....... @20 Buttons ...-ccceee 5 Swiss, domestic .. @13 3 4 CHEWING GUM American Flag Spruce ’ Beeman’s Pepsin ....- fe Adams’ Pepsin ...-.--- 65 Best Pepsin .......-+:- 45 Best Pepsin, 5 boxes ..2 00 Black Jack ..........-- 55 Largest Gum Made ... 55 an BON os. occs esses: 55 gen Sen Breath Perf 1 00 Yucatan ....... Seeks 55 Spearmint .........---- B5 CHICORY oS 5 Dagie ...... EL kee 5 Franck’s ..........--:-- 7 Schener’s ...-.....- in 6 CHOCOLATE . Walter Baker & Co.’s German’s Sweet .....- 22 Premium .......0---->> 31 Daracns§ ......5--+5'+-< 31 Walter M. Lowney Co. Premium, 4S .......+- 30 Premium, 48 .......- - 30 CIDER, SWEET ‘one 3” Regular barrel 50 gals 7 50 Trade barrel, 28 gals 4 50 \% Trade barrel, 14 gals 2 75 Boiled, per gal ..... cas DD Hard, per gal ........-. 20 COCOA Baers oa. ee et ee 37 Cleveland .......-.---. 41 Colonial, %8 .....-..--:; 35 Colonial, %48 ....-..--- 33 oe 42 Sigler ... 2.25.5 +--+ es . 6 Lowney. 4B .....----- 86 Lowney, %8 ...---+-:- 3¢ Lowney, %8 ..----+-++> 36 Lowney, 18 .........-: 40 Van Houten, %s ....- 12 Van Houten, Xs .....- 20 Van Houten, 4s .....- 40 Van Houten, is .....-- 72 Michh .....cb-s6eceeces | Se Ovainur, S68 .....:-.-- 32 Uyiibur, 48 .......--.- 32 COCOANUT Dunham’s %8 & Ks 26% Dunham’s 8 ....---- 27 Dunham’s \S .....---- 28 alk |. .5.. 5.4 ----- « 11 COFFEE Rilo Pommon ....--..> 10@13% BO ee cia ee eae ee 14% CHOICS ....--< Dees cal 16% BOY. cece ass s sess => - 20 Santos — moe oc pees ee ley Maracaibo Se keccsseueaeecee ss 16 ee es eee se 19 Mexican CHOICE .. o.oo eee w ce ~ ee 16% MONCY. 5c ches sane += is te Choice. ...-.:--.-------- 18 Java Atripgh ...--:ocas- os 12 Fancy African ......-. 17 be oe. Ses one 25 G@ .........----:--- 31 Mocha Arabian ..-..-----+---- 21 Package New York Basis Arbuckle ......cce22s 15 25 Dilworth ....---- sees 18 75 Jersey ...---------+--- 15 00 BAB ous oc cee oe wo cis . 14 75 McLaughilin’s XXXX McLaughlin’s XXXX sold to retailers only. Mail all orders direct to oe. McLaughlin & Co., Chica- £0. Extract Holland, % gro boxes 95 Felix, % gross ........ 1 15 Hummel’s foil, % gro. 85 Hummel’s tin, % gro. 1 43 CRACKERS. National Biscuit Company Brand Butter NB. OC. Square ....--- q Seymour, Round ...... 7 Soda NM ee 7 SSIS ee Se ee 9 Saratoga Fiakes ...... 1s ZEGRYTOUO ....-------- 13 Oyster N: B. © Round ....... 7 Cee i Pay ee eas os 8% Sweet Goods. Antimeis ..) 2. --- 5.0. cs 16 DeaneIes 206s e.. 12 Atlantic, Assorted ... 12 Arrowroot Biscuit ....16 Avena Fruit Cake ... 12 rata ee. i ek 11 Bumble Bee -......... 10 CARON occas be ess 9 Cartwheels Assorted 9 Circle Honey Cookies 12 Currant Fruit Biscuits 12 Cracknels . 16 Coffee Cake .......- seule Coffee Cake, iced .....ai Cocoanut Taffy Bar ..12 Cocoanut waceccae Cocoanut Drops Cocoanut Honey Cake 12 Cecoanut Hon, Fingers 13 Cocoanut Hon Jumbles 12 Cocoanut Macaroons ..18 Dinner Biscuit ....... 26 Dixie Sugar Cookie .. 9 Family Cookie ...... 9 Fig Cake Assorted ...12 Fig Newtons .........- 12 Florabel Cake ........-- 12% Fluted Cocoanut Bar 10 Frosted Creams ...... 8 Frosted Ginger Cookie 8 Frosted Honey Cake ..12 Fruit Honey Cake ....14 Ginger Gems ....... ae Ginger Gems, Iced.... 9 Graham Crackers .... 8 Ginger Snaps Family 8 Ginger Snaps N. B.C. 7% Ginger Snaps N. B. C. Square Hippodrome Bar Honey Block Cake . Honey Cake, N. B. C. 12 Honey Fingers, As. Ice 12 Honey Jumbles, Iced 12 Honey Flake ........- 2 Honey Lassies ........ 1 Household Cookies ... Household Cookies Iced Crumpets Imperial Jersey Lunch .. eereeeccrese ' — eeowves Jubilee Mixed .. Kream Klips .......- EGGGIG 22. ccccccccnicccs Lemon Gems ........-- 16 Lemon Biscuit Square 8% Lemon Fruit Square ..12% Lemon Wafer .. LOEMONA § ..cccccececces Mary Ann ........ sae 2 Marshmallow Walnuts 17 Molasses Cakes ......- 3 Molasses Cakes, Iced 92 Molasses Fruit Cookies Teed: 6.6.0 o....s es. 2d Mottled Square ....... 10 Nabob Jumbles ....... 14 Oatmeal Crackers ..... $ Orange Gems .......- 9 Penny Assorted ...... 9 Peanut Gems Pretzels, Hand Md..... 9 Pretzelettes, Hand Md. 9 Pretzelettes, Mac. Md. ae Raisin Cookies ........ 0 Revere, Assorted ..... 14 Hubs oo... c scenes 8 Scalloped Gems ...... 10 Scotch Cookies ....... 10 Spiced Currant Cake ..10 Sugar Fingers .....--- 12 Sultana Fruit Biscuit 16 Spiced Ginger Cake .. Spiced Ginger Cake Icd 10 Sugar Cakes 9 Sugar Squares, large or MIAME (1. poe n ess ceee ee Sunnyside Jumbles ... 10 superba 2 Sponge Lady Fingers 25 eeeeseeee Sugar Crimp ........- 9 Vanilla Wafers ...... 17 Waverly .......-++++ 16 In-er Seal Goods per dos. Albert Biscuit ........ 1 08 Animale _..-....-.-.54 1 6@ Arrowroot Biscuit -1 00 Baronet Biscuit ..... 1 00 Bremner’s Butter SV OPeIR 4.0.6. ccse eas 1 00 Cameo Biscuit ...... 1 50 Cheese Sandwich ..... 1 6@ Chocolate Wafers ....1 00 Cocoanut Dainties ....1 68 Maust Oyster. ......... 1 06 Fig Newton .........-- i 68 Five O'clock Yea 1 06 Wrotana .......:.<.-65 00 Ginger Snaps, N. B. C. 1 6 Graham Crackers, Red Label 1 ee Lemon Snaps ......-+. 50 Marshmallow Dainties 1 00 Oatmeal Crackers ....1 0@ Old Time Sugar Cook. 1 00 Oval Salt Biscuit ..... 1 00 Oysteretten ........... 56 Pretzelettes, Hd. Md. ..1 0@ Royal Toesl ......-..- 16 Saltine Biscuit: ....:. 1 00 saratoga Flakes ..... 1 56 Social Tea Biscuit i 60 Soda Craks, N. B. C. 1 00 Soda Cracks, Select 1 00 S S Butter Crackers 1 50 Sultana Fruit Biscuit 1 5@ lineeda Bietult =...;-- 58 T'needa Jinjer Wayfer 1 06 (needa Lunch Biscuit 5¢ Vanilla Wafers ......1 Water Thin Biscuit 1 00 Zu Zu Ginger Snaps 5e Zwieback 1 @6 5 Festung |... ioe as 1 50 Bent’s Water Crackers 1 +0 CREAM TARTAR Barrels or drums .... 3 IOZOR goes la ee. 34 Square CARS 2.66.55: 36 Faney caddies ........ 41 DRIED FRUITS Apples Sondried ....... @ 9 Evaporated ...... - @ Oe Apricots California ..:..... 12@18 Citron Corsican ....-... @iu ; oe ~ mp’ : A 8 Imported bulk a. 3 71% Peet Lemon American .... 18 Orange American .. 18 Raisins Cluster, § crown ......1 78 Loose Muscatels 82 er. Lose Muscatels $ er. 6 Loose Muscat 4 oF, of L, M. Seeded 1 th. 6%@ 1 ' oon Prunes UU-125 () 251d. boxes..@ 4 90-100 25tb. boxes..@ 4% 80- 90 25tb. boxes..@ 5 70- 80 25tb. boxes..@ 5% 60- 70 25tb. boxes..@ 6% 4D. &p Sette hoses oe te - 5Ib. boxes ..@ 7 30- 40 25th. boxes ..@ :- %4¢c less in 50tb. cases FARINACEHOUS G6ODe Beans Dried Tima ..:..... 0, . 6% Bed) Hand Pid . 3... ; 2 60 Brown Holland .......3 90 Farina 24 1 Tp. packages ....1 60 Bulk, per 10@ Ibe. .....8 89 Hominy Fiake, 60 Th. sack ....1 60 Pearl, 100 th. wack ....3 45 Pearl, 200 Ib. sack ....4 8@ Maccaroni and Vermieelli Domestic, 16 Th. box.. 6¢@ Imported, 25 th. box..3 80 Pearl Barley Common .......... ose OOO Chester thteutcose Be Timpire ...... Seca . 8 68 Pease Green, Wisceasia, ba. Green, Scotch, bu. ....2 15 Bout, TH. i .cc ceases Sage Bast India eeeeceseese German, sacks ........ 8 German, broken pkg... Tapleca Fiake, 116 Tb. sacks.. ¢ Pearl, 130 Ib. sacks .... 4% Pearl, 24 Yb. pkgp. .... Toy FLAVORING XTRACTS Foote & Jenks Coleman Brané Lemen . 2 Terpeneless .... 7% . & Terpeneless ....1 78 . 8 Terpeneless ....8 06 Vanille . 2 High Class ....1 % . 4 High Class .....2 08 . 8 High Clasa .....4 0@ Jaxon Brand Vanilla ow. Full Measure ...2 18 . Full Measure ....4 6@ oz. Full Meagure....8 9@ Lemon . Full Measure ....1 35 oz. Full Measure ...3 40 Full Meagure....4 68 GRAIN BAGS Amoskeag, 160 in bale 19 oo > bo ° i @| Amoskeag, ies# than bi 19% GRAIN AND FLOUR Wheat ea eee 2 28 WHITE .cccecccsescece Winter Wheat Fieur Local Brands Patents eeresoseeeer® Seconds Patents ....-5 65 00) Straight ......---++:: 5 25 Second Straight .---:- 4 85 Clear -.. 24... Spe a tes 4 20 Flour in barrels, 300 per In Special Tin Packages.|parrel additional. te Per os Lemon & Wheeler ©... ‘@STING . - - cee wee ewes Big Wonder \%s cio o 40 are i BAG ec capes : = a coe °s cloth 5 - abisco, 10c .........-- Grocer Co.’s Bran Champagne Wafer .. 2 50 ae paper ---e- 5 20 Per tin in bulk | Quaker, cloth .....--- 5 30 SorbettO ...:-:-c+sse- 8 om Wykes Co, [Wawigon 4.06). ...-055) be DSEee likes see 4 85 113. > ° June 22, 1910 AN TRADESM AN 45 i% a = < Kans tot > Fan oo q ppp 1 rvoar Fleur 1 White & ne co PR + aff Nhi Star he ++ +6 1 oO White Stary is eler Co. | Shor Barretea. Pork 8 An ren Es ee Snot a — Me wie \ Bh pec a tloth 5 60 a ar ae oc: M as. 40 Grand see Eagle i re 50 Brisk a a a re Ss 16 Be s - a - billing Co, He clh 6 10 Pig ie Gens Se 00 ag 1.1 r Ce 6o|* 9 Seal Ys Patent oc. Clear 8 ci. 08 ONE ray eo %1 cana , Vizard Minnesota . . s Dr ote. 25 00 | No. 1, 10 Ibs. seecee ed Fa Sa <4 Wize Fic esota seo 20 Pe y Sal “24s 25 00 oO. 1 a... 00 ir wee i : ee eae Sia aa 8 toa LT MRT Shes Cane 0 o Wizal . G nee 4 83 ure eo mt ee 60 a S : | ~é naan “en re ' 83 Eat Haren soo t6 oO Th No. my Ul 30 Qs 16 | Wire ne a a | \ Le uCKWii al. 3 85 | 30 Ib. und ae | 50 Ibs. a +. 20 | 4 tb Ind or C lates oD oe 1 ike ie ical 60 se ib tubs i 141 10 ibs. aa e cn Fam Su “_. 25 1% Ib 250 ir Ovals. cotinine - - | Al R ae wae f 1.6 Zo 50 tub me .. Fite 8 a. 3 mm 32 n. S ndried Japa | 1 Ib _ 200 a crate i a . oe rane, fb etc aa 2 en (Sin Sal” Peete oo | ta, wroa Pa \ olde o B r 10 rae a nce ene OE, BLAS : R ve : oie 3 Ik “+ 250 i ia a ip ; ts . , Se bak 2 ae oe aay itt seat ate -ngae|? 2 Landes iscon mperi: akers -o 50 3 pail _.. a8 ce Bixby’ 30x urge R ar, ediu sg “7 50 ir ate 8 | wae ; sudaou Gri Bye. ete = ia 4 Miller's ea dz 2 50 ome choice 38 Barrel, bo ee | sca q Tallow “2 w ye baie BYE ne ie Hams, moked aes 4 18 Crown oo Racket taney oa. a ; chun 50 | No. ‘1 e« é Ceresota, “BS a o. 8 — eel a Ib. “Meats 1 2s “SNUFF 85 Basket. fired, eet : ae aan each p | 2 w ae eo sota Pe ms, 4 Ib average Maccah bl. 35 | Nibs ired, choi tound othes each.. ae - oiAO1 » BB wereeiee 6 40 Ha 16 Ib. aver ge. 18% Fre Oy, 1 adder Si eee fe ce 3 -30 4 incl Hez es P ch..2 6 iL ah @& ingold.. Se 30 Barca iD erage: 18% — y, in, Jars sens 37 Sittings -...... en O43 4% incl gr sia Wi Uneaenet Wao ”* : W ingole, aig Brand Calin athena ee SOAP. a 3 eee "260030 Cartons,” 20 arcan | Standard” med. ao old, 4S seeeeee Jalifo ried beef set - 18 mer K en Sango - 104 Egg C yb BrO8s 50 | a i —— atta tacin's 6 Ov E a Ee Bact coe Pose Be eon &C Sines Gunpowder. ele Hump Grates dca tan.. 35 (44 d “Twine G y oer : i ck ei 5 bs pated Boiled He ‘ee hag Diamond, . moans, medium 15 a ee ae “6ia2200) Sm 32 oa. @ 2 f, , ae ‘e hi gu erli a eo Te ky BAe ot oe st ae i eo N 20 t @ a a b \ Laurel, 14s a ‘ Brand Berlin Ham, aigous aan Jap Hose, 30 130" 80z 2 ‘7: Pingsuey f eee 28 — nies si 12 as ae weee Case hy a rpeeag seins. ie v0 Bacon Ham Saas White oso ars . oz 3 80 Pingsuey, MICY ane sao Case No.2 oe vee 40 & Ma cence 1% an. vou "i BeBe 2 ae fusaian fae medina 2548 " No.#" fleraiésdia 1 43 8 ees iy vaca Crore ee 5 80 Poeene Sausa ee 11 pit val ba beseeee 3 00| Choi Yo Gis 4 5@23 | Cork = 8, 12 w gs 1 36 Gro Mi ee 4, ~< gts F rescel eo bb 80 iver as ges - aL nowbe oval rs. - 3 60 NOICe oun ees ..-80 c . in aucets ets 11 Co cers xed vo” eas cies ce rand Frankf Pe re hicks datag ae ou 8 00 Fancy — AT ily 45 ae linad.” 7 in 3 Sompetition ” Candy igt's neat -6 25 Pork sopetttesetetees 9 Lenox or & G etd a rk lined. a a re ‘ial eietraness % _Grahe ygi dour) 5 | Sao 5 core: Gi | Gamb A en, Suet 9 ine seeee, ie nserve — ae Vole 1am enic Fr) 52 2 ee Iv y> 6 on le C 0 rmosé Ooi er - 80 ir M in 8 Royal ve . ay - Be a eee 10% vory, Oz. sees o. Canes f: ong -40@50| ! ojan an Sticke 0| Rik pel sl eae reek gy 4 Vongue 2200000 a tvory, 10 02. «..... ‘1 2 Amoy, ied yh ae * Dime dsedeuas My, i Bleepy rhe “ veseees 5 4u| p ese cette jl 4 ee vv aa tee 45@6 fo 1 odauson wone nee Gut an trees ‘6 sleepy ye, Ws Co G5 | Ponele ae 11 eme, ane "6 75|M _Engli ge 601 i; 2 1mM01 prin gy | Lea Loaf Seah \ oe oe apt ao. sen pe EB a legos a8| ors: Ea keel Slee “ye, 4s cl ..6 0 a. Acme, 25 bars 7 . ie oa f < eal on in holde sult eas wy Sleeby Bye: BS dot 00% oie 2 me seme i hare, 75 the 4 00 ee at 2 ito top heads | Prove Gta : se ye, As paper..3 90) % bbls., 40 Ths a am Maste te ae Cey fA aise ae” Z-hoop $ lata 1 40| Hand “Mas OD itteees, i B yy 4 t yl p il d t) olted M paper 0 80 - bbis. Age hl ies serma Boge eat onre 3 g0| Ha on, ¢ aa 4 au Standart a6 | Ere eno saceee 10 aes an sal ..5 80 me . rts 00 German aad oe choice -40G45 2-wire Studard Pare ¢ Gre Giegen* oc ‘ C Leal See aa leona Mottl peer 1 soenses a 3-wire ‘able rd .. 2 00 re cream li 8 . a Granulated - 3 40 Kits, 16 weeeeeeeeees 4 00 German Mottled. 1 bas’ 3 3 Cad TOBACC a rr lager paiema: > Geer am Bon won i Co Co scr cae 4% bb Ibs. pe +--9 0 lars Mottled. 10 3 3 illa in Oo 5 Paper, il peai.| a eee 2 10) y an nB 1 45 rr rn een 36 . ls., 0 eil ttle bxs : 01> Cc ec 0 pe re oe 10) ba Cc 0 4 Co era and ed 26 0 % bb 40 a4 Mars les, 1 ed k io 9 25 weet as ut Fib r, Ku ed, vr a. ae | Coc YH y—in ns 16 , oo wo Oats 26 09 S Is., Pea oo as ae He oo 3 30 Hiawatha "Sty 5 re . reka ass ..i i | Bites ee Palis " ’ ¥ ht 8 Baum eee z Me 1 . * A e ee ee 4 | ces ; Middiir Wh coarse oe cau G0 ro p anus es 1 60 pie tocilies, 100 ckes aaa 00 je Bi, palla | 54 Hard ears end 2 26 | anes a acer 3 seeeel 50 Goumen et -_ oo 00 ay en Ib. gs ewe leoca — et toil .% oo oe pails — canoe othpicks @ qa Sugared ares ¢eeee a fa}... 2 2 unds, s teeee a Ghear i { CAF oe oeeeeeeee = oitwood ...... a ttttees ve — ane oS Sheep rounds, set... 32 Ot cae be Ladee 2 0 Protection teteeeee : Banquet, ee uaa 2 fi | Stari eee oe O : — Hee 33 e g Un per ee set tees 2515 ed sce eeee phe eet But ate 33 quet weeeeeee, Gecua a 60) Tog o oe oe we 5 P li ykes « 3 olid colored ndle oo ao Snow re ost 4 00 ger wes... a a Zo | Ooze an Gaon ‘cca e ee Cc P eres \ Co. Count dairy Butterine 90 Snow Boy, 24 ee fee aaa 40 alouse veaas i 60 | Losennen oodies || - 5 Cottons xo Cake-Mé a oe rine Goa Boy rr 4tbs tee Cr csractteetess 41 Mouse. wood ps 60| © aoe plain ake. a Soon ps Sake- Meal $3 0 eno =" iomelt Gold Boy: A a Hee 4 00 Kyl ‘itt ee woes oO mouse, wood, ; ae : | Eclipse ¢ eee rep ee eS orne eef, : eat 16% sold ist, 2/ c oes 40 | 8 eee eoee. od, 6 oles. . lou Ch snes as 4 90) east est 2 Ibe: Gold Dust, 10 os Bale ge m AE mood d, 6 holes. £2 | Quinte Chocolates = io “os falfa M iaine Bec oa Roast beef,2 L TDs sees. 3 20 Pearline 24 4Ib. ae American. ooo —t oe es... 70| ea tte ‘Chocann on e Py cor ai 00 Potted peef, 1 pe i 80 Soapine a mode 4 00 a Bagie _ co A ng beeeeenanens 65 | om "Dr qhocola . 44 ye th . 24 00 | Devile oa oe eH ee 5 8) [eae Head, t” cre [icin Sta ae so| omen rope et Se ed ' Seauas 01a seine staat 4 pear Head, 1 os -in. S oer lit a .._. ” Carl ae Sean : pein Ham $68 ..08 . au Armout’s an oe Z 10 ot Head, nk Si 16-in. Staudard, No. 1765 or Cr 8 rien foe pal us oe Corn ey 42 otted ham. 4s .. 60 aa Locus 15 Old 1 Tar st Os 44 zu-in standar , Mo. 3 7 50) ¢ al. ¢ Ie on teesccenee 1 “ ide te a. ae cone 8 hte 3 50; ghee eeeet rece oS oo eae d, No. 265 | Gold ream’ Opara 2”. ° 1an can es d iene %s .. _ Johr Soap c as 3 70 } oddy od eae 06 att Cabl , No. iy 2 5 0) Red en W Bon 3 1° i a gy eo Fancy cue, oe Johnson's Compounds 3 10 Viper ee a 3 No. Cable No. z 23 00 cots ee — Bous 13 ao + G2) Japan ...... oe Gilera vs X We ae ee 3 The : bib No. 3 ee et ee” 5 % a an ats er se Japan ....+.. vee 2. Nine. O'clock so nee _.. ae No. 3 Fibre ee Sout etait Drops a » Hops 2 eres 7 coseah Bit 5 B68 85 | sapotio, oe oe 23 | Black “Dip “wisi ae 69 | Bro ately Y 28| ora aalotted a ie a oe ea izéoine, ange Mer fhe cc [pense Washboards. i | Orage Sel cane ' he He eee 51D oa pi : Sa polio, ea | s Geld enn WEY va neveeee lola F e bar | ea a 2 u ’s, nt 3g 365 Sa | 5 ot ons. ee * | OY saveeseereeees od } d BO mw « xi Per 4 Leaves ae cat dakge. as on ee oe ede Mill wig 40 Single ne 2 00 i a uours ws. o .B & ree naniee 13 | Snider's, mall, 2 doa. § ub | Scourin single boxes. 2 ee a ie ii vepvera a, ae : 1 BIb. pai eet to eG See Jil ons Eda 2 2543 ayy 32 py pile as 8) ta mint Dros is 15Ib. pails, a a ne SALERE : aoe 2 $5 bitoni dasdactiiag Co 23 eat Cc i e Northern “Ques aqsdens 3 a H mo GC Drops : 6 is “ 01D. pails; soli a a we RATUS 1 35|B oo ee oe ing Co War apa Gg gens’! | Queen +--+. 3 25 | Mone & hoc. D ese a eer? i pail . 2 2 ela Ha: s. i oxe so ees 304 8 t Gar s...se see. Uni Lu gueen +. 3 25) ar a be “ 20 MAPLE pail. 50 Dw Co aig acs ne ee ae oo ie te Duplex «+... pe he oe “7e a oe ih CMAPLEINE Se -? ae ine " aE 12 in Gas ead ‘and ™ a ¥ 5b. MATCHE do ak al ae ee 3 00 glish occ 5% do LL 16 2 a 20 hi4 Mh, see w Cleaner 30 | _ A. I Gum as'té. on 5 Noise Cri HES 3 00 Wyan gies 3 00 Allspi Whol oo 4%; ney oa one 25 «| 16 Be ceca were ‘i. ‘Seauian’ be 1 3s | 6e less tten Ard woes eyecee 3 Al ce, es , pzOld Dew pails “aa Ine “eseeeeeeeee He | Loz Ses, ice rys. ae Tip den C G SA’ 100 “%s° 00 ao Jamaica. clag Black... ed ee ee 10(/ nee prin Drop se | Fr MOLASS 4 50@4 Granuist AL sO %s . 1 80 oe a G: wl Chi Block +e ees 4 13 in and te : ane al 36 | periai plai ted es. .99 i ae a | oat as 2 | conte te pee a |B ie: Bate od Beas ina ) 10 ~ Goo = naaing Kettle. ina bbl 100 Ibs. c: a Canton 5... 16 lin pid 220000000 4a ji in. B Gila 5... |G. _ Bart: cosee } 08 he og ER seas ga 145 Ib. 1 8. cB. $0 | Ginger, © pies ja. 14 Duke's “ake 2207. 83 i9 in SE secu: esd Glee poet ctceeet bd ee oe. . 40 Ph ice + 90 nger frica OZ 6... My s ¢ tiie i ASS . Butt . oem a ic nd i ereee 66 -_ | ~< A veeeeeaeeees af) os s oes os su ae {Cochin ris Te vm x a oe 7 — oe 38 | String Wa Pon a o Per Piooritiag a ge 22 60 5 tb. aie Grad v: — No ee 14% um, vu. i. on oF 43 c WRAI ae ae --D 90 | Winte, Roce ers 30@ 138 + 4 case . E MEA tre 20| 28 aaae o— a es noe No. : ae One . 50 —s um, 7 «2-44 cerns * ne 300) Bs Srereen So ae a + ae een 56 a pod acer ae Nutmegs, hes tics: 60 | Corn ASE he pails “39 Fibre oo PAPER % Buster m irrise ” - tb. box RD «sem 90 8 Tb. sacks cks ‘ood Nutmegs, 75-80 doz. . 7 low Cake, 2 Oe... 33 No. 1 Manila, white 2 Ten to-da rown rted $0 ~ Bulk 2 (Ques | 3 + SACK ioe: 212 10| Pepper, ene on. 42 | reer er! iy ok 26 Sata aan colored "4 eu ‘Strike Good 3 Wt 19 B 2 . keg . 28 . dai S agi Pe er. Whi i - ge eerles oy, % Per > utcher’ a. “* Te trik Ne. t eo» pt sta Kegs | isg1 03| me. dairy in aril be 17 | Paprika, Wate 10000038 reeriees by os ea | Was ti ee No. 3 4 106: gs 1 05 ib ola rill gs 4 P H as BS 1c rak Ox. pane WwW ut sh tageess 160 nt ummer e x aoe on OZ. 90@1 00 . ae Rock bags . ‘Aliapies Hungarian. 22 tone race . Apes = ax eteart a a” tific Ass’ teeee or as- 113 - Queen, Jo om cess Soret fa —— e, Jamale in Bulk . oe Magi uaat cA ount 20 | Gie¢ on i tuffed 8 oz. oe edium ed, fi — | 24 assia, anzib a .. a Xxxx wert t ss 3 Sunl c, 3 d aa Gi ker 58 c 5 ii. Stuffed. 6 oz. 1S Aine Ne |... acer Canton a 12 Good | Indian coins ts as Soniene ie a & Pen Ge co — P > fs , 8 of... : La ne si pa ace iter p> lagna ce; ne 30 at oon t, 1% , oa ib Anne” B pkg. os 8 % Clay, No. ere anit oa H 85 ag en oe 12 a — 602. toa. i0- Soper pe = hase 00 On i alla 2000 36 —_ < Cob’ Tr. 2B, 6, per Strips wae Danner, TN hag re 55 oyal 8 se steeees * 23 wa 5 1-3 50 “aa. | 1 36 5 65 re Grats oo wees az to ote Seen" ee TE ley i ree Foam, 1 ios..--3 ABE Ps 8 2 ae unt 6 ck ricks | @ ree oe tt Ke acess. 32 RES me a ---2 00 team ta sone 25 “PICK ws 60 Aen 6% aprika, Cayenne 11% | © “si a Whi H FISH. Sith Monti ” ae = ICKLES 3 See Haitbut 4@10% a, Hungar oa Coston, 4 ve CE | Whitefish a gm, Mentnat "- 20 Half bb 1,200 aoa ut @s |x ungarian 16 oe 3 ba | taeseee “ Whitetish, gumbo a" c ei " 4 pe i 4 Is., count Wh Holian oe ingsf a CH - -88 Pia 6 e442... ‘3 outs Lee o. 1 on | lmond. UTS— seseed re Ee Half Sr co’ ..6 25 it Gioma acs Bo Muz ord, 4 rn m ply ee + ae Ut pecteertersetee | Alix ids, a Wh bbl. mal unt Wh e H d H eee SIM Zy, 2 0 Ib Woo edi ee 0254 a a | 10nd ar ole a No. ae co 3 65| bbl Bp. pols erring ” uEzy, 40 ilk = 1y,|8 "3 i 58 Bluefish seit pee 12, | Almonds, Drake... 16 5 5 e N 0 G unt Wh bl a ag tat vi reeeeed ive ip ORD i |e ell. i ae : 25 4 No. iS Steamboat 4 50 white = = a Is. au v aloss | | 5% state sekt NECAR ; Hlfed “dba desdes pipe 1 Filbert Wwe des _—— sg rand > N 20, R a i. R egia Dp mchs. s er Gl ingsfo Morg: a apple cli od TAbater -- 14% ails eee sees sees nis oO. o sso 5 | Rou n hs. ilv os rd gan’ ppl °s .* ter ‘ Cal. . _ ' 20 de No. 572, Speck ee = Round, 100 Ibs. Silver a An ae Barrels Old. pO ee Haadoci obster eee. 39--| Wal Be tease: 12@18 S Ne. Go ox se eolee —: er Gloss, 12 au No oe Process ‘14 feb t¢ Walnuts” soft —< , i 0. 633 ato. ie ee : eae e 16 ° 1tb ‘ase 6Ibs. 6%, No. 0 per iCKING 4 beck el oeeeee eee a Table s soft shell “ Peace wh ae rg we aeeaeeeeeee 1 90| 13 i=. 2 y giz | No. 1 pe gross 2 ae ata s Ss ~ 16 ar oo te - 2 Ste ae 12 61D. ee pe Pegg r gross... Siroked, White .- Pecans, ate - gis itt's . ASH st 2 25 mo t 40 tbs ee 50Ib. & cack eee 5 eo. 3 Ld aoe et 30 Chinook wea... 9 | Pecans, a. 4 y 13913 Ta le aoe 150) gcse % ist, Bross cia | Binns Suimon Sone Pam a gue .. 400 ’ eee 2 vie B EOS aia. } Ot N oe 1 Mess, 5 haoxerel 30 Barrels a wees 3% tae aie a Roe shad... Heens f 1s ee per bu is Ibe. . 20 oo et lakes” EE cep abe Speckled cegeectcees 1estnut tteeeeees eeee ed BO ri oe neneanes ee . Splint. = pe 1 00 ea hy anne State, * ieee Si3 i: cos oon ‘in es. 27) Solint, a .. 115/G - AND BELTS" . . cans, 2 dz. in cs. 1 65 plint large eee eee ee 40 reen N PELT' amnion Sh cece dz. in = 1 60 Willow small mo 3 50 Green No i i s | Fecan h Peanuts 17 ow, eee 00|C red N pasts ee a Ol Willow, Cavekes, large 8 25 Gured No. 2 pica yi re Halves. es a oa 26 eee So a 1° canta Alben : 20g38 , email 1 2 fskin. green, No. ordan Alm eae 32 © 3% ameee Geos » No. aa ‘see G27 Calfs n n, N 1 18 ond kin, er met F " S ’ cured. No. 11 ancy Pea “* 41 No. 1 14 Roas H. P nuts oO. 2 12% cama ol Suns bo . H. P. Juz 1% Ss Uum- 7 ose oa “Ss MICHIGAN TRADESMAN June 22, 1910 5C 10C 25C TODAY the big demand for 5, 10 and 25c goods is on such rapid increase that respectful attention is well- nigh compelled. Everywhere, merchants who sense real home needs are paying the respect due these popular prices. “Quality” stores now stress 5, 10 and 25c items— goods that do double work in any store: pay big profits and sell other goods. To pull people into your store to clear the decks of seasonable goods—5, 10 and 25c specials will do it. We are headquarters for these goods. Our July catalogue COVERS this field. It contains: 12,000 items to retail at 5 and 10c 3,500 items to retail at 25c 1,500 items to retail at two for 25c And almost innumerable items to retail at other prices. If you don’t have this book, your copy is now ready. Ask for No. F. F. 806. BUTLER BROTHERS Exclusive Wholesalers of General Merchandise New York, Chicago, St. Louis, Minneapolis Sample Houses—Baltimore, Cincinnati, Dallas, Kansas City, Milwaukee, Seattle San Francisco, Omaha 2 4 ¢ * wv <4 . ¥ ‘ 4 af oe ‘ “ June 22, 1910 MICHIGAN TRADESMAN 47 Special Price Current AXLE GREASE Mica, tin boxes ..75 9 00 Paragon ....-.:.. 55 «6 OF BAKING POWDER Royal 10c size 90 ¥%Tb. cansl 85 6oz. cans 1 90 lb. cans 2 60 % Ib. cans 8 75 1%. cans 4 80 8b. cans 18 00 51D’, cans 21 50 YOUR Pork EOimne Co., Wabash, Ind. | oer 7 BO 62% tin ‘cans ....... 3 75 re er es ee oz. tin cans ...... 1 50) ae es 1a om, tin cans ...... 85 | 16.02. tin cans ...... 75 | Tee SheEKY 14 02, €in cane ...... 65 | : 20.07. tin eans ..... 55) S O27. tin catie ...... 45 | 4 oz. tin cans ......- 35 | S2 02. tin milk pail 2 00) 1G OZ. tin DuUcKeL .... 90; « 11 oz glass tumbler .. 85| 6 oz. glass tumbler 75 16 oz. pint mason jar Sd | CIGARS | Johnson Cigar Co.’s Brand | 8. C. W., 1,006 lots ......381 Bi Portana ........ aac ccee Bvening Press ....... -. 82 Mxemplar .......:.... -. 82 Worden Grocer Co. brand Ben Hur Perfection ...........5+.85 Perfection Extras ......86 EOUGLOM ooo ccc cass esac cee Londres Grand ......... 35 SUTANGRTE occ cc acc ice Puritanos ......-.- Panatellas, Finas : Panatellas, Bock ........85 yookey Club ............8 COCOANUT Brazil Shredded eeeese 2 BB Baker’s 60 60 70 5c pkgs., per case ..2 36 10c pkgs., per case 2 16 10c and 38 5c pkgs., Her case .......-. 2 60 FRESH MEATS Beef CANCARS 6s. cs 644.@ 9% Hindquarters 8 @10% OMS 06 ces. 9 @14 ROUnGS Go 5 oo... 71%@ 9 Chucks 2.0.5 .% <' @7 Pigtes cs... @ 5 Livers: .....- cane @ 56 % | Knox’s Acidu’d. doz. ..1 Oxford | dT tris nat (cae (rates White House, lib........... White House, 2tb.......... Excelsior, M & J, Excelsior, M & J, 3Ib...... Tip Top, M & J, iib...... Royal Java ...... Royal Java and Mocha.... Java and Mocha Blend.... Boston Combination ...... Distributed by Judson Grocer Co., Grend Rapids; Lee, Cady & Smart, De- troit; Symons Bros. & Co., Saginaw; Brown, Davis & Warner, Jackson; Gods- mark, Durand & Co., Bat- tle Creek; Fielbach Co., Toledo. FISHING TACKLE 1 te 2 fe... ce... ce. © 1% to 2 in. ....- eeeseese eoeeesre wg S$ in... mS - - 38 Z Z 2e% ° tg bt et a 1 TUS - rere oo od POO re Linen Lines cos Medium .......- aese ces ce Poles Bamboo, 14 ft., per doz. Bamboo, 16 ft., per doz. Bamboo, 18 ft., per doz. GELATINE Com s, 1 doz. Larece ..1 86 Cox's, 1 doz: Small ..1 00 Knox’s Sparkling, doz. 1 25 | Knox’s Sparkling, gr. 14 00 UN@ISON'S: cc cee ci ces oe 1 50 25 Ord .:....... owas 75 Plymouth Rock ...... 1 25 55 60 80 Full line of fire and burg- lar proof safea 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 size. .6 5U size.. size.. size.. 100 cakes, .arge 50 cakes, large 16@ cakes, small 50 cakes, small Tradesman’s Co.’s Brand Black Hawk, one box 2 66 Black Hawk, five bxs 2 40 Black Hawk, ten bxs 8 26 TABLE SAUCES Halford, large ........ 3 76 | Halford, small ........ 2 2% Use Tradesn.an Coupon Books Made by Tradesman Company Grand Rapids, Mich. Business-Wants Department, Advertisements inserted under this-head for twocents a word the first insertion and one cent a word for each subsequent continuous insertion. must accompany all orders. BUSINESS CHANCES. For Sale—Ice cream parlor and candy kitchen, equipped for making both. Southern Michigan. Will sell cheap or trade for something I can handle. Ad- dress No. 702, care Tradesman. 702 Must sell at once. Large attractive corner store located at west side. Excellent location for any business. Modern twelve room flat above, bath, gas, etc. Five excellent living rooms in rear, large basement, large cement walks. Rent $40. il health, must sell at once. $4,590 takes it. 4% down, bal- ance very easy terms. Full particulars on request. Wm. Gamrath, 60-338rd St., Detroit, Mich. oo ee For Sale—A first-class grocery and meat market, town of 1,500 population. Invoices $3,500. Doing a good business. Reason for selling, going West. Address No. 704, care Michigan — : 0 o Tradesman. 704 Mr. Merchant, Are You Satisfied With Your Business? Don’t play a waiting game. Don’t j 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. B. H. Comstock. Merchandise Sale Specialist, 907 Ohio Bidg., Toledo, O. Brick hotel, centrally located, all cars pass the door; 40 rooms; modern; com- pletely furnished; wet county. W. C. High, Mt. Clemens, Mich. 705 For Sale—Small business, growing town Northeastern Michigan. Low rent, excellent oppor- tunity. Address Symons Bros. Saginaw, Mich. 2 (05 ‘If you do not earn $3,000 yearly, our| estate and in- Write for book- Address Ameri- Standard Course in real surance shows you how. let, endorsements, etc. can School of Real Estate, Dept. T, Des Moines, Iowa. 698 Buick No. 17 automobile 1909 model, cost over $2,000 with extras. Good as new. Will trade for stock of merchand- ise or sell at a_ satisfactory discount. E. A. Bowman, Howell, Mich. 699 Waned—aA first-class salesman understands clothing, furnishings and shoes. One who knows how to trim windows. Good steady position and good who salary to the right party. Address No.} 701, care Tradesman. 701 For Sale—$2,500 up-to-date grocery. Population 3,200, rural 10,000. Only seven groceries in city. Owner wants_ retire. Address No. 696, care Michigan Trades- man. 696 For Sale—The best shoe business in the city of Jackson, Mich.—The _ hustling manufacturing city of 35,000 and growing fast. Good clean up-to-date stock of shoes, hosiery and rubber goods, trunks, bags and suit cases. Stock about $20,000; cash sales, about $50,000. The finest and best located store in the city. Must be seen to be appreciated, with a beautiful up-to-date front. Store 22x120 feet. Base- ment the same with cement floor. Rent $125 per month. Four years’ lease, with the privilege of five years more if de- sired. I will sell at cost on inventory. This will stand the closest investigaton, and is a big snap for any one looking for a business opening, and have the cash, I wish to retire from business. Call or address C. W. Ballard, 125 W. Main St., Jackson, Mich. 393 tock of general merchandise wanted. Ralph W. Johnson, Minneapolis, a. For Sale—Stock of general merchandise, located in Northern Michigan. Write for particulars, as this is a bargain. Address No. 672, care Michigan Tradesman. 672 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 do it, or one cent for a postal card if you cannot afford to send a letter. If you want to close out we still conduct auction sales. G. B. Johns, Auctiomeer and Sale Specialist, 1341 Warren Ave. West, Detroit. Mich. 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. 8S. Os- trander, Admnr., Legrand, Mich. 660 No charge less than 25 cents. Detroit, Michigan, | barns, ! general merchandise | - Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, June 22—Creamery, fresh, 25@28c; dairy, fresh, 22@24c; poor 1o common, 20@22c. Eggs—Strictly fresh candled, 21@ 22c; at mark, 19@2oc. Live Poultry — Fowls, 16@17c; broilers, 25@28c; ducks, 14@15c; old cocks, I12%4c; geese, I11@I2c; turkeys, I5@I17c. Dressed Poultry—Iced fowls, 17¥%4c; iced old cocks, 14¢. Beans — Pea, hand-picked, $2.50; red kidney, hand-picked, $3.50; white kidney, hand-picked, $2.90; marrow, $3.15@3.25; medium, hand-picked, $2.40@2.50. Potatoes—25@3o0c $2.25@2.50 per bbl. 17@ per bu. New, Rea & Witzig. BUSINESS CHANCES. Wanted—A cook accustomed to insti- tutional or hotel work. Best of wages. References required. Address C. F., care Tradesman. 707 For Sale—Clean grocery stock, good town, 1,200 population. Fine location, reasonable rent, stock, fixtures, including soda fountain, about $2,300. Box 302, St. Johns, Mich. 708 For Sale—Stock of millinery, fixtures and brick building in city, Zeeland, Mich. Address John Gunstra, Lamont, a For Sale—Long lease, with stock of ladies and gents furnishings. Also dry goods, annual sales $40,000. invoice $15,- 000, discount stock. Choice location and building. Town of 12,000 and growing. Address C. N. Howard, Box 393, Chico, Cali. 695 For Sale—At 100 cents, one of the best paying ret@il clothing stores in the best business city of 5,000 population in Michi- gan; sales $40,000; stock can be reduced to $10,000 or less in few weeks’ time. Owners have made a competency and are going to retire. Address No. 692, care Tradesman, 692 For Sale—Well established drug busi- ness in the richest irrigated portion of South Texas. Up-to-date stock, fixtures and fountain. Doing a paying business. A good proposition for a live man. Do not write us unless you mean business. Address W. E. Toogood, Box 866, San Antonio, Texas. 691 For Sale—Clean stock and fixtures, town in Michigan. up-to-date grocery in the biggest little Best reasons for sell- ing. Doing good business. Must sell before July | 1. Address Central, care Michigan Tradesman. 9 For Sale—One Cretors No. 6 steam pop- cgrn and peanut roaster. Will sell cheap for cash. Also one peanut warmer. Rea- son for selling, going West. If interest- ed write. Irving Cc. Myers, i. &. 169, Fenton, Mich. 687 Don’t pay $30. Send $5 and get com- plete H. W. Cross Course Real Estate, brokerage, insurance, commercial law. Circular free. F. A. Symonds, Real Es- tate, Texarkana, Ark. 685 For Sale—A good clean stock of hard- ware and furniture in Central Michigan town of 500 population, situated on rail- road. Address No. 683, care tere A railroad lunch counter and hotel for sale. Doing a first-class business. Sit- uated at the junction of the Rock Island and Iron Mountain and Pine Bluff short lines. Ample room also and fine loca- tion for a general store. Address Own- er, W. A. Thompson, Benton, oe Bakery For Sale—Doing $18,000 busi- ness per year. F. A. Orsinger, 1722 Clay St., Dubuque, Iowa. 675 Cash For Your Businese Or Reai 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, - Adams Express Building, —— For Sale—A clean $12,000 stock of gen- eral merchandise with good trade. Es- tablished for twenty years. In village with electric lights and fire protection. Located in one of Michigan’s best agri- cultural districts. Will take 70c on the dollar if sale can be closed at once. W. W. Townsend, Hubbardston, Mich. 677 ae ed ig Se eee, Finca fs ese We Petia Lic} i met a : 4 Rico Do Your Customers Dispute Their Bills? If your customer feels his account is not correct you are in a fair way to lose his business. If he pays under protest, the chances are greater that he will take-his trade elsewhere. The McCASKEY SYSTEM prevents disputes over ac- : counts-——-every customer has the same record of his * [WHITE HOUSE | ‘| COFFEE account as the merchant, and in the same handwriting. Hé cannot say the account is incorrect. a Soe ee It’s ‘Sweet as a nut’’—«‘Honest The McCASKEY SYSTEM does more—it handles every ni ‘ EV 8-6 2§ -¢ ee m as the day’s long’’—«Pure as detail of business from the time the goods are pur- ed na HOUSE water from the purling brook.’’ chased until the money for them is in the bank. | 7 pee eae Let us tell you how. Use a postal card. * IT’S POPULAR, SALEABLE, THE McCASKEY REGISTER COMPANY wT | ‘PROFITABLE, RELIABLE. The Complete System - a ete ALLIANCE, OHIO “(5% way — Sener eee “- si me, FFEE It doesn’t seem that many de- ‘| | i eS > Agencies in all Principal + Witele teh Aa ua sirable qualifications are miss- aul i Cities “2 eek AOL prolate ahedl ree iii . I: \ ee cece te-e-eage ing. WHAT DO YOU THINK? it ‘ < ) ee . \ = . FIRST AND STILL THE BEST DWINELL-WRIGHT CO. BOSTON—Principal Coffee Roasters—CHICAGO Resort Te + a few small, unknown manufacturers of Corn Flakes, who 4 . a couldn’t succeed with their own brands, are packing . as private brands for wholesalers and certain rolled oats millers. a When these are offered to you, find out who makes them. Ten oa ‘ to one you never heard of the manufacturer. > Some salesmen claim that they are packed by Kellogg, and ~~ some only goso far as to say that they are ‘‘just as good as m # Kellogg’s.” Neither statement is true. Kellogg packs in Pe his own packages only, which bears his signature. | { ‘” | + we it XK. nllog a Sag ba KELLOGG TOASTED CORN FLAKE CO. Battle Creek, Mich. Barlow’s Fancy Cake Flour This Is the Time f to tell your customers about Barlow’ ‘5 - | ie od Tyme ss ndian” || Shredded Wheat | «1. Graham Corn Meal — and Strawberries a. a delicious, wholesome, nourishing combina- Bee B a rl OW "Ss | ‘tion for the Summer days when the palate is tired of heavy meats and soggy pastries. | You have the Biscuit and the berries. Edu- | = Ss t O u - cate your customers. They will thank you for reminding them of such a healthful, nourishing, appetizing Summer dish. All Choice i Heat a Shredded Wheat Biscuit in the oven | Michigan Product to restore crispness, then pour the berries over ms | it; serve with milk or cream and sweeten to 1? Rae | suit the taste. -~|<4 If your customers like Shredded Wheat and JUDSON GROCER CO. strawberries they will like Shredded Wheat 7 with raspberries, blackberries, peaches, sliced Exclusive Distributors. | bananas or any other fresh fruits. < yim . | ge GRAND RAPIDS, MICH. The Shredded Wheat Company, Niagara Falls, N. Y. | J | . JA Don’t Depend Si On a Dog ‘. We know it is mighty hard work to convince the owner + that his particular dog isn’t the best all around store protector and the most voracious on earth, but as a matter of fact thousands of stores have been robbed where nearly everything was taken except the dog—and they could probably have coaxed him off if they'd had any use for him. Dogs are all right for pets, but when it comes to protection for money, books and papers they don’t stack up with a i Burglar Eater ' : \ First Class Safe We have the right kind, the kind you need. Write us to-day and let us quote you prices. Grand Rapids Safe Co. crand Rapids, nich. | -}”: