ER SSEONR HRS IO EMSA INIA C4 + NOSES BLO BMI INR es FLERS % TDRSS GR FACEN Tae ae as 4, i 2 ¥ es iS Sy wee \ 2 ie Y Aor 4} eA SS (A Cay (ex a, r ce) q Wy A AGse MG eae r2 / et ee = ee PUBLISHED WEEKLY (G x SUMO Soo \ Lian \ Fa g mM eh Ak : fy Yi AY } 2G DM ce b ( y eran) / AN A] , a 5) (Mo A Sinaia zi 1 WIZZ ye 7 TRADESMAN COMPANY, PUBLISHERS R223) SWAee oF CCE ESI LS OOO RAGS SAR OO Vy ( ai AC NG \ LN SL Twenty-Seventh Year. GRAND RAPIDS, WEDNESDAY, AUGUST 10, 1910 } Number 1403 } ; | | yr [+ ab z! a RECO REET Hil 1 Want Is Peace Somebody . ~y I want no palace and vast estate, Somebody thinks the world all wrong I want no station that men call great, And never has a word in its praise; |? I want no gold beyond my need, Somebody sings the whole day long, un I want no itch in a palm of greed; Likes the world in all its ways. But when day is done Somebody says it’s a queer old place, t And my labors cease Where none of the people do as they should, I want to go home Then somebody thinks it full of grace ( To rest and peace! And wouldn’t change the folks if he could. ¢ v I want to go home to peace and rest; Somebody calls it cruel and cold, a I want to go home to a quiet nest Full of sin and sorrow and pain, " 2 That’s all my own, where no harsh word Where life is but a search for gold, Is ever spoken—or ever heard; And souls are lost in selfish gain. \ Where the heart’s as light Somebody merrily laughs—and cries, f As the lamb’s new fleece; ‘‘Hurrah for such a dear old earth, I want to go home Success shall crown the man who tries , ’ To rest—and peace. To make his mark by honest worth.”’ I want to go home, if there I find Somebody groans and shakes his head, t Content and rest and peace of mind; Calls his lot a wretched one; iy But if, perchance, it’s a place of strife Somebody wishes that he were dead, , With a cranky man ora shrew of a wife — *Cause somebody else has all the fun, \ 4 Well, perhaps, at that, But still, I fancy, you're sure to find, If I dared to roam, Through good or evil, or pain or care, *T would be just as bad, One certain fact—so make up your mind ' So I'd better go home! That—Somebody always gets his share. i f 5) ; Che Beaviest Offense Under our form of government all authority is vested in the people and by them delegated to those who represent them in official capacity. There can be no offense heavier than that of him in whom such a sacred trust has been reposed, who sells it for his own gain and enrichment. He is worse than the thief, for the thief robs the individual, while the corrupt official plunders an entire city or state. He is as wicked as a inurderer, for the murderer may only take one life against the law, while the cor- rupt official and the man who corrupts the official alike aim at the assassination of the commonwealth itself. The first requisite of successful self-government is unflinching enforcement of the law and the cutting out of corruption. Theodore Roosevelt. Ye " a =F : Our Brands of VINEGAR Have been continuously on the market for over forty years “HIGHLAND” Brand Cider and White Pickling “QAKLAND” Brand Cider and White Pickling “STATE SEAL” Brard Sugar This surely is evidence of their satisfying qualities Demand them of your ‘jobber Oakland Vinegar & Pickle Co. Saginaw, Michigan Ce or ioeaey, SO Lay, Wie a A Reliable Name And the Yeast Is the Same Fleischmann’s On account of the Pure Food Law there is a greater demand than ever for # #£ #£ 5 fF # Pure Cider Vinegar We guarantee our vinegar to be absolutely pure, made from apples and free from all] artificial color- ing. Our vinegar meets the re- quirements of the Pure Food Laws of every State in the Union. #& The Williams Bros. Co. Manufacturers Picklers and Preservers Detroit, Mich. NOTICE Weare sole and exclusive owners of the fundamental patents covering the manufacture, sale and use of barrel-shaped computing scales, disclosed and covered in Letters Patent of the United States Reissue No. 11,536, granted April 28, 1896 No. 597,300, granted January 11, 1898 Warning We claim that all barrel-shaped comput- ing scales, platform or otherwise, similar to this cut, are an infringement of our exclusive rights under the above named Letters Patent. 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 above named Letters Patent, and are in- structed to prosecute such suit to a success- ful conclusion as rapidly as possible. All manufacturers, sellers and users of such infringing scales are hereby notified that our attorneys are instructed to protect ourrightsin the matter in every way pos- sible, and will bring suits in the United States Courts against them for unlawfully manvfacturing, selling or using scales of this kind. Do not become involved in expensive litigation, but buy your scales from parties having the right to make and sell such scales. The Computing Scale Co., Dayton, Ohio Moneyweight Scale Company, Chicago Distributors a wm maT Snow oN Ce) moving The way they grow will makeyour friends sit upand take notice Lautz Bros.& Co. Syeume-1komG Ask your jobbers YoU cae “ Twenty-Seventh Year GRAND RAPIDS, WEDNESDAY, AUGUST 10, 1910 Number 1403 o SPECIAL FEATURES, ours. When we come to the courts Indiana items. slow-moving and eve News of the Business World. : G 1 Somiail aoee ‘-: ay a af Grocery and Produce Marcet land. In England especially crimin- breaking out in idden ( f v f CAMPAIGN AGAINST CANCER. |be suggested that cancer is less likels there is a difterence in favor of Eing- Cancer, OOnoowBn vy i Tomato Hungry. ais are promptly and inexorably pun-|epidemics, is nevertheless one of tl tio1 r I hing. Can The City of Roses. La a a : : td - fa 444 2 pee ee 44. Grocery Price Current. SH AIR CHILDREN. 46. Special Price Current. No current call for charity appeals | > can : a LG | ' more forcibic to a thinking people swiitly. has been attained. He aise Some time 1 as "= = O lls w r a > 7S { } £ ft ft aN — TN fe by the dis s 1 h ¢ DIFFERENCE IN METHODS. |than the New York Tribune's “frech | DY th e, and hh < ' > i : : iL : 1 7" . : a oe ee itat vOrth SI.co0.000 ¢ he | ' Vhe methods pursued in the arrest] ai children. This fund maintains} ~ 1 i |sity, to be devoted to the i ' ae 1 c ‘ 1 4 “nen » anem | , ¢ ¢ ‘ - oi ind wuprisonment a tew days ago at|at its own expense 4,000 tenemeé me . c 4] ie ti _ +} , ¢ ~ oi : a fLEIOH O ne SUSAtION a 1 4 ‘ 1 Quebec, Canada, of Dr. Hawley H. children of the mets pois, yet there Pa. - | i | are 6 : Ae. nA) 4 ff ; ! ; . are 6,000 mv) leading with tearful} ‘ Crippen and his female companion, i : ‘ ee | Cancer jis charced to 1 g - ¢ . + oC ao + 41 - ‘ { nie } g : 7M . t T I I ] r y 1 4 : | ce EB Ven 1Or a SiltmpSe OF the real idily-| : : : F eT ~~: charged with the murder of the form- " 1 j}serm, not yet identifie that ¢ a and. These can only be accommo i i t ih <1 S wite in London. differ so r; dically ee . . }iodgment Cine I | yy : | oY idated as public e1 rpris nd gen-| | | { a t ee Ae a ee oo . A 4 WIICEIICE 3 1s + ith w t We ate accustomed to in erosity open the doors of privat ; i 1 rey 1 (eCrIm iS HOt yet dete t ih occasion-| homes, Che children range in age ; s i : ny / ith ( I ‘ i scotland|from 6 to 12% vears, and are 1] : : : : c r : lol vegcet yi¢ Tat tir ( ( ( <-B - detective|ined by the Board of Health twenty-|., f thy Co ( 1/ a erest I + ' greatly|tcur hours before leaving the city.| . ‘ ; ll z ment I cle ) kt i ti . fit oe to. ae 8. He ee iad } out the|besides beiue made by a committ: : i - t) tho t 1 ( | i’ ° . 4 h . . laking the|in irae S el iS soap d water] 4 : : , 5 an art ne | Scotland|wiil render them Thus the utmo Bu: oo : u i Revi i MICE Oli-| Precaution t 1 tO Mm Elen 18 et. ie » ; 1 1 1 Phe : { to avoid| cbhjectionable in the home e oy: . | 1 not vet on ‘ —- tne customs that are so familiar in| ‘he call issued “To those who love ‘ ' ‘ . ae ; | esult Vs. pe : 1 PYu ce Ca, ln 1 ' ' , police WOrk in the United States.i(God and t] dren s touchi 1 ’ , ; i en : : ed trom ti ivest - # ‘ : . risOnere fara eulisetad |: 1 . 1 1 i ¢ lhe two prisoners were subjected tOlin the treme Many tmeSe Nttiely. a). The Ii ) , 1i¢ harsh tre 4tinent OF Humiliation | « nes have never seen 2 eid oO rass t } a 1 } i ' i : OrTd i ue t ! t f 4 : Id frolic at will: : I , ebb] bro yt ‘ r ‘ t é 1D * 199,184. The enti : j one o « ) | j alls t f ( h i ‘ ' ‘ ) eC OF | V ¢ tro eithet G ‘ 1 41 | They have felt thel.¢ “ tend : v t | ; 41 2 j rT ¢ 1 1 i] ' } ‘ thie ‘ fon dein ciene. ; ett | ' 1 In t Cut q WIHCH Criminal suspects are generally | st n paven ts Hit ‘ 1e 1)€ also res] (rove h i (Ee : Cla ~ y Aes Cs ly 1 1 1 tbjected in this country, were entire lheld its gor tsness t bids good| They 1 t] j b | held g n 2 ere : . t 11° eo ss ‘ ' ¢ t v absent in the handling of the Crip-| richt to rth Surely there | Ee +} e e ~ | SS Liljt y ) i pen Casc. Had tue arrest ea Fr Way to prove to ft m the : lal! of the Depart ( ' =e New York or anywhere else in this|ness of God 1 in to entert them) in well oan vear ital 5020 paid es ated qone -fer- sub- and _ has fuire, om - tock has a. in ‘lec- yUSI- Tmo ized hich 3,000 oO in the C6. sale the and Co. t on setts. > the ound » the H of t be com- the Can- ener The ipital been id & idend nt of stock- stock- or i0 large | The 2 sale apany ~ nae a ~? sorte a BRS = Sa x os ree Sion = ™ — st. August 16, 1910 MICHIGAN TRADESMAN 5 ———_— ee eee nt teste eeeeeeae 28 i Ps * eanes ar § o # ° a any “ 4 —_ KET oes t[(f maa OS Ls, The Produce Market. Apples — Duchess command $1@ 1.25 per bu. The quality is fair. Bananas—Prices range from $1.50 @z2.50, according to size. Beets—3o0c per doz. bunches new. for Butter—There is an active demand for al! grades both for consumption and speculation. The receipts are about normal for the season and the quality good censidering the heat. Advices from producing sections in- dicate a falling off in the make, as the result of the very dry weather. Stocks in sterage are fully as large as usual and prices are ruling about Io per cent. above a year ago. The outlook is for a firm market at prac- ticlly unchanged prices. Local ‘han- dlers quote creamery at 30c for tubs and 30%c for prints; dairy ranges from t9@z2oc for packing stock to 22 @e2sc tor No. ¥, Cabbage — Louisville, crate. Cantaloups—Arizona stock has de- clined to $2.75 for 45s. Indiana Gems are selling for 65c per basket. $1.50 per Cauliflower—$1.25 per doz. fot home grown. Carrots—2oc per doz. for home grown. Celery—25c for home grown. Cocoanuts—6oc per doz. or $4.25 per sack. Cucumbers— oc per doz. for No. 1 and 25s for No. 2. Currants—$1.65 per 16 qt. crate. Egges—Rece'pts are not as large as a week ago, and the percentage of fine ezgs is very light and meets with a ready sale at outside prices. The bulk of the receipts shows the ef- fect of the heat and can not be sold except at concessions according to quality. Under grades are cleaning up, however, much better than a week ago and the market is firm. at ic advance on these grades alone. A continued good demand is looked for with possibl2 advances. Local deal- ers are paying 17c f. o. b. shipping point, holding candled at 2o0@atc. Green Peas—$1.50 per bu. Green Peppers—$1.75 per bu. for home grown. Honey—15c per th. for white clov- er and 12c for dark. Lemons—Messinas, $6.50@7; fornias, $7@7.50 per box. Lettuce—75c per bu. for head and 60c per bu. for leaf. Onions—Spanish, $1.35 per crate; Louisville,, $1.25. per sack; home grown green, I5c per doz. bunches. Oranges—Late Valencias are quot- ed as follows: 96s and 288s, $4.25; 126s and 250s, $4.50; 150s, $4.75; 176s, 200s and 216s, $5. Peaches—California Elbertas and Cali- Crawfords command $1.35 per box. Home grown Deweys fetch $1.25@ 1.50 per bu. Pears—$1.50 per bu. for home grown; $3 per box for California Bartletts. Pieplant—75c for 4o tbh. box. Pineapples—Local dealers ask $4 for 24s and 30s; $3.75 for 36s; $3.25 for 42s. Plums—Burbanks per ¥% bu. Pop Corn—goc per bu. for 344@3%4c per Ib. for shelled. Potatoes—-No. 1 stock has advanced to $3.25 per barrel and choice stock is hard to zct even at that price. There is no tield-over stock on the niarket and dealers are unable to sup- ply the demand. Present offerings ate under local requirements and there is an unusual outside demand, owing to crop failures. This is the time of the year when Michigan or- dinarily begins to ship her early po- tatoes into Chicago. but there are few sections in this State that has command $1.10 Cat; any. kind cf a crop, in conse- quence of which Michigan potato dealers are looking to other states for supplies. Jess Wisler, the potato king of Michigan, was in town to- day on his way home after a 700 mile automobile trip through Michi- gan and Indiana, taken for the pur- pose of ascertaining the condition of the potato cccp. He says there are ne potatoes. to speak of, in 'Wiscon- sin or Minnesota and, that outside of the late potato crop in Northern Michigan, he saw very few potatoes anywhere near the normal. He ex- pects to sec buying start in at so@ 75c ‘per bushel and believes that Northern Michigan potato growers will be distinctiy “in it” this year. Poultry—Local dealers pay 12%c for fowls; 22¢ for broilers; 8c for old roosters; 12%c for ducks; 7c for geese and 13c for turkeys. Radishes—t5c for long and toc for round. Raspberries—Red, $2.25 per 16 qt. crate; black, $1.85 per 16 qt. crate. Spinach—65c per bu. for home grown. Tomatoes—7s5c per 8 th. basket. Veal—Dealers pay 5@6c for poor and thin; 6@7c for fair to good; 8@ oc for good white kidney; toc for fancy. Wax Beans—$r1 per bu. Watermelons — Georgia command $2.75 per bbl. fot 8, 16 of 12. Whortleberries—$2@2.25 per 16 qt. erate. ——_—+--~-___ The Grocery Market. Sugar—The market is steady and without particular change. Refiners are still able to fill orders for hard sugars, but orders for softs are back ordered. Teas—Are moving freely. Japans are coming in in good style and quality. The latest market letter from Yokohama, dated July 16, says: “First crop teas have been marketed and the market has continued atc- tive, with an upward course. Prices for best and medium grades are fully 1%e higher than last year. Second crop teas are arriving, with prices t%c higher for mediums and about 2c higher for low grades.” Stylish and tight rolled leaf is very scarce, due to the installment of machines which are now being used instead of the hand, as formerly. The cup qual- ity, however, is fully up to last year. The general indications are that we shall have a high market for second crup. Cables from China note firm- ness, with prices considerable above spot values. Greens are about 1'4c higher than last year, with quality fully equal or better. In Blacks an advance of ebout to per cent. is noted in Kheemuns, with quality somewhat lacking. Ninyshows New same ad- vance, with good crop in first pick- ings. Later teas do not show up so well. Hankows are of good quality, but the supply will be somewhat short of last season. Ceylon fairly strong market. Coffee—There is a fair demand but no extraordinary activity. Rios quiet and unchanged. Santos show a strong undertone, but the demand has show reports a are not yet responded to any material degree. Mild coffes show no change for the week and a fair demand. Mocha is steadily maintained at the recent advance; demand light for beth it and Java, which latter is un- changed in price. Canned Goods—The sweet corn crop seems tc be doing well in the mast and Iliincis, but reports from Towa and Nebraska are rather dis- couraging. One of the largest sweet corn sections of Iowa advises that the pack in that locality will be so per cent. of Jast years’s. Good rains last week were of great help to the late corn, but were too late to benefit the early crop. Nebraska also has been suffering from lack of moisture, and one large canner writes that un- less they have good rains within a week they will be unable to open up. Another poiat in Nebraska reports heavy rains, and says that with fav- crable conditions from now on they will be able to get half a crop. The situation in Chio promising. One of the largest sweet corn tions reports conditions were never Letter, and the pack is expected to be the largest ever put up in Southern (shio. Prices for both spot and fu- ture corn show change, and little business was contracted. Tomatoes also were quiet; in fact, dullness seemed to be the only fea- ture in the whoie canned goods line. Tke stock of spot tomatoes is un- questionably iight, but the trade in the East are taking but little interest in the situation, and there is accord- ingly some selling below the market. seems s¢cc- no material Futures are also shaded by some packers. The general condition of the tomato market is dull. Peas are likewise strong, and it is developing more and more that deliveries of most grades will be far short of 100 per cent. [i some cases packers will make full deliveries of highest grades, but comparatively few of these were sold for future delivery. Apples are unchanged. The spot price is main- tained on the hizh basis reported last week. though as to futures, where packers will take orders, they are asking 55 cents per dozen less than for spot gallons. Eastern peaches are dull and weak. But little inter- e:t was marifested in them at the opening price, and the few packers who named prices have accordingly declined 10 cents per dozen. Califor- nia canned goods and comparatively little Small Marvlund canned are active in spots, strawberries and cher- the show no change demand. goods ries being leading sellers just row. Dried Fruits—Apricots are firm for future delivery, but are unchanged on spot and in dull demand for both. Raisins are firmer and about %e higher, owing to the coming forward of more speculative on the coast. Currants are in light demand. dull. changed, schemes firm Other dried fruits on are advanced to the heavy demand for export. Peaches some and Prunes but futures 4c on the coast. largely owing are spot un- have in moderate demand at unchang- ed prices. are’ Molasses the Up. and unchanged jor Syrup Glucose is week, and so is The Sugar compound sy* demand for the active at latter is light. syrup is full prices. Molasses, dull and unchanged. Cheese—Reduced receipts have re- sulted in an advance of We in all grades. The quality of the cheese arriving is good considering the heat and the consumptive demand is very good, on arrival. A continued good demand and firm prices are the outlook. As the result of the demand for smoked meats, prices have declined “%c during the The market for pure lard remains steady at %c_ decline. Compound, on the contrary, is firm at an advance of ‘4c, to the cotton oil and beef starine. Canned meats, barrel pork and dried beef are in light demand at ordinary prices. Fish—Cod, on account of scarcity, is ruling about “%c above Jast year, and hake is even higher. The de- 1and is fair. Domestic sardines are unchanged, but very firm on account of poor fishing. The demand is mod- erate. Imported sardines should also be firm because the catch abroad is light also, but the demand is so light that the effect of this is counteract- ed. Spot salmon is firm on the re cently reported high basis; demand is moderate. No price has been nam- ed as yet on future red Alaska. Mack- erel is scarce and high. The shore catch is almost a failure. Norways and Irish are both in light supply, and Norway 3s, for example, are so scarce compared with last year that the price asked is $21, as against $15 a year ago. Irish mackerel are also $1 to $2 above a year ago. The high prices have curtailed the mand, with the receipts cleaning up Provisions small i week on all cuts. due as de- MICHIGAN TRADESMAN August 10, 1910 TOMATO HUNGRY. Indianapolis Eats More Than All of Great Britain. Indianapolis, Aug. 9—Frank Van Camp, President of the Van Camp Packing Co., of this city, and one of the leading packers of the United States, calls attention to some inter- esting facts which have come under his observation in regard to the growth of the canning industry in Indiana. Mr. Van Camp thinks the average citizen does not realize the important steps Indiana has taken in the development of the modern art of making the blessings of the spring garden and the fruit orchard last all the year around. As Mr. Van Camp sees it, not one person in a thousand is aware of the fact that there are 130 canning fac- tories in Indiana, the combined out- put of which is enormous. Nor is it generally known that in Indianapolis there are two factories engaged in the manufacture of tin cans which are turning out at this busy season of the year 1,100,000 tin cans a day, or a total, including the reduced output of the less busy seasons, amounting to about 200,000,000 cans a_ year. While Muncie holds the palm for the manufacture of glass fruit jars, Indi- anapolis makes two tin fruit cans for every glass jar turned out at Muncie, with something like 20,000,000 cans to spare, The institution of which Mr. Van Camp is the President and active Manager has an output of between 300,000 and 400,000 cans of food prod- ucts every day in the year, the aggre- gate being in excess of 100,000,000 cans a year. The two principal items of the concern’s production are pork and beans and milk, although it in- cludes also canned tomatoes, corn, peas, string beans, pumpkin, beets, hominy, sauerkraut and soups, to which has been added lately a new product, called “spaghetti a la Itali- enne.” This is a very toothsome dish and includes all of the delicious in- gredients of spaghetti just as it is served in the best eating places of Italy or at any first-class table d’hote dinner in this country where spaghet- ti a la Italienne is on the bill of fare. Connected with the Indianapolis plant are six milk depots and estab- lishments for the packing of milk— one in Vermont, two in Ohio, one in Illinois, one in Wisconsin and one in Iowa—also three branch vegeta- ble canning plants—at Martinsville, Ind.; Bloomingdale, Ind., and Algo- ma, Wis. The Algoma plant is de- voted entirely to the canning of peas and string beans, for it is in that sec- tion of Wisconsin that the best peas and beans known to the canning trade are grown except in the famous pea growing district of Michigan. More than 40 per cent. of all the peas can- ned in the United States are grown in Northern Wisconsin. To the uninitiated it may seem strange that the firm should go to other states for its milk supply, but it is explained. that this is an abso- lute necessity as the dairy interests, according to Mr. Van Camp, have scarcely reached the first stage ot development in Indiana and _ not enough milk is produced to supply the regular trade, and the Indiana dairymen would find it utterly im- possible to meet the extraordinary demands of the packing plant. It might be said truthfully that Mr. Van Camp, who is one of the keenest and shrewdest captains of in- dustry in the Hoosier state, grew up in the packing business. His father, G. C. Van Camp, was the pioneer packer of Indiana. He was packing for the market eleven years before J. T. Polk, the second pioneer to en- ter the packing field, started his pack- ing establishment, with the aid of his wife, in a little room at Greenwood. The elder Van Camp founded what is now an immense packing institu- tion back in 1861, operating it in con- nection with his cold storage plant on the bank of the canal in Indianapolis. Later the packing business was di- vorced from the storage plant and was located for many years on the south side of Washington street be- tween Illinois street and Capital ave- nue, the site being occupied at pres- ent by a saloon. When it outgrew its Washington street home the business was moved to the present commodious quarters at Kentucky avenue and White River. Frank Van Camp has been in ac- tive charge of the business since 1882. His father died in 1900. The com- pany maintains a force of 200 trav- eling men, who visit every town on the map of 500 inhabitants and over, as well as many smaller ones, from Maine to California. No effort has been made to build up an export trade, as the company has been sat- isfied to develop the home market. Frank Van Camp relates many in- teresting reminiscences of the early days when his father was Indiana’s only packer and was blazing the way for the development of what is now a great industry. “In 1861,” said he, “fruits and veg- etables were put up in six-gallon cans, which were opened by the gro- cer in the winter and the contents sold by the pint or quart in vessels furnished by the buyer. Small cans for sale direct to the consumer were not used until 1868. When the six. gallon cans were in vogue the grocer would melt off the top and use a dip- per to remove the’ contents. When empty the can would be sent back to my father, to be filled over and Over again. “In those days of primitive canning methods the fruits and vegetables were cooked in open copper vessels and poured boiling hot into the cans, after which the cans were soldered— the same custom that prevails among housewives to-day. At the present time, and for the past twenty-five years, all packers of canned goods, no matter where located, have fol- iowed the practice of putting the fruit or vegetables into the cans while raw. then soldering the cans and cooking them in that shape. “Tt is not generally known that canned goods are invariably cooked after the product is put in the can, but such is the case. The advantages of this process are obvious to every packer. It keeps all of the flavor in, in addition to which the heat, when applied to a small portion, such as the contents of a can, is evenly dis- tributed. When fruits or vegetables are cooked in a mass the center is not as well cooked as the outer parts near the surface where the heat comes in contact.” During the fall season, “when the frost is on the pumpkin,” persons passing the Van Camp plant are at- tracted by the mountains of yellow pumpkins lying in the yards awaiting the canning process. “There is not any part of the Unit- ed States that grows as good pump- kins or tomatoes as are raised in Indiana,” said Mr. Van Camp. “The Hoosier state is the home of the pumpkin, sure enough. Indiana pump- kins, for flavor and variety, can not be beaten. They grow in such quan- tities and are such a dependable crop that we never have to contract for them in advance to insure a supply. All other crops are contracted for.” “How about the alleged use of pre setvatives in canned fruits and veg- etables?” Mr. Van Camp was asked. “It is the baldest sort of a fic- tion,” he replied quickly, “and it does the packers a great injustice. Per- sonally, I have been in the canned goods business for thirty years and I never have used a penny’s worth of any kind of preservative. Nearly all the newspapers and magazines in the United States have published ar- ticles from time to time putting a stigma on the packers by charging them with using preservatives. Dr. Wiley, over his own signature, has stated that he never examined a tin can of fruit or vegetables in his life that had any preservatives in it. He has stated this in letters to the can- ning trade, and yet the libel seems to travel on the wings of the wind. The fact that packers use tin cans obviates the necessity of opreserva- tives, Mr. Van Camp says. “Preservatives,” he stated, “are used only in glass, stone or wood pack- ages, where it is impossible to make all of the packages air tight because they are dependent on a cork or rub- ber joint. Whenever tin cans are used the joint is made by solder, the package is absolutely air tight and a preservative would be a needless expense. We pack everything in tin, not because it is tin, but because tin and solder make an absolutely air- tight joint. Stone plus rubber or cork is not air tight. Glass plus rubber or cork is likewise not air tight. This is illustrated by the housewife who puts up her fruits or vegetables in glass cans and always loses a very consid- erable per cent. of them by bursting or mold. The loss of such a large per cent. makes the use of glass cans in the packing trade commercially impossible. “Frequently we read reports about ptomaine poisoning. Personally I nev- er have known of a person who has been poisoned by eating canned fruits or vegetables, and I have been in the business a long time. Ptomaine pois- oning sometimes does come from canned fish or meat, and then only because a portion of the contents of the can is removed and the remainder is allowed to remain in the can. sumption of canned goods. There never would be a case of pto- maine from canned goods if the housewife would always remember to remove the entire contents of the can as soon as it is opened. When the en- tire contents are emptied into a glass or china dish there can be no trouble from ptomaine. Air, meat and tin. when left in contact for a good many hours, make a bad combination.” “There has been an enormous in- crease in consumption of canned goods in the United States in recent years, has there not?” was asked. “It is simply marvelous,” he re- plied. “Nothing like it has been wit- nessed in any other part of the world. All of the remainder of the world combined does not amount to a two- spot. The city of Indianapolis con- sumes more canned tomatoes than all of Great Britain. The only edibles England consumes in cans are French packed peas and American packed salmon. “In the United States,” continued Mr. Van Camp, “the consumption of canned goods last year, as nearly as I am able to estimate, was about 2,000,000,000 cans, or twenty-twe cans for every man, woman and child. The goods chiefly sold were toma- toes, corn, peas, salmon and milk. I think the increased cost of living along other lines accounts, in part, for the enormous increase in the con- The con- sumer is able not only to get his fruits and vegetables out of season, but it is literally true that canned goods have become the cheapest food in the world. It is the one thing in food products that, instead of ad- vancing, has grown cheaper than it was ten years ago. No one can fail to be amazed when he considers that this entire industry of 2,000,000,000 cans annually has been developed in this country within the last thirty years.” “Do you consider canned goods an economical food for the poor man’s table?” “It would cost the housewife three times as much to buy her fruits and vegetables, cook and can them as they would cost her already canned, if you look at the problem from that viewpoint. Why, she would pay al- most as much for the empty glass jars as she would have to pay for the canned goods ready for use, to say nothing of the cost of sugar and oth- er seasoning, the gas or coal burned and the long hours of labor over a hot fire. “Besides, the housewife, if she wanted to do so ever so much, could not can peas or corn or many other vegtables that she can buy already canned. She is limited to fruits or vegetables that can be preserved, or sterilized, as we call it, at a tempera- ture of 212 degrees. She can not get a hotter fire than that. Peas are ster- ilized at 235 degrees and corn at 245 degrees. There is no time in the year when the housewife can buy fresh peas as cheaply as she can get the canned product. That is largely be- cause we have eliminated the labor cost almost entirely in canning peas. They are not even picked, but we have the growers mow them and bring them to the factory in that * \ > 4 ¥ ~ | N « ac ® ? 4 f « { oe >. * co Evy ’ hy =» 4) — j 5 @ ww { ly bbe | ’ ~ s \ la a ae | \ e . ¢ ’ ae elo 4 + * 4 > « - é ¢ OY a , «2 | i August 10, 1910 MICHIGAN TRADESMAN T shape and everything is done by ma- chinery. Any housewife, any day in the year, for a dime can get a quart can of peeled tomatoes. “I think the causes of the great growth in the consumption of canned products may be summarized as fol- lows: First, the extraordinary cheap- ness of canned food; second, the fact that it is possible to get any sort of canned food that is desired at any time out of season.” “What is the longevity of a can of food products?” “T don’t know and I doubt whether anybody does. I doubt whether a Eroperly prepared can of fruit or vegetables would ever become un- wholesome. I will relate a little inci- dent in my own experience. For about three months during the year 1891 we used a certain form of label which did not prove satisfactory and we discarded it. A short time ago cne of our agents sent in a can with that label on it which he found in a Colorado mining camp. I opened it, and after nineteen years the contents were as sweet and wholesome as on the day the can left the factory.” During his long experience as a packer Mr. Van Camp has discovered one peculiarity of the feminine na- ture. It is that 10 cents is the popular medium of exchange with the fair sex. He says that probably nine women out of ten will give Io cents for a small can of food products when she can buy a can containing exact- ly twice as much for 15 cents. She will even prefer, he has observed, to buy two Io cent cans rather than one 15 cent can, although in’so doing she pays 20 cents for the same amount of goods she could purchase for 15 cents. It is the same way, he says, in all other lines of business. The to cent article is the one that catches the feminine eye. Mr. Van Camp is one manufacturer who is satisfied with the tariff. “Tf there were no tariff on tin we could get our tin cans a little cheaper, but it would not affect the consumer,” he said. “The tariff on tin does not amount to more than $1 on a thou- sand large tin cans, or 50 cents on a thousand small ones. This would be a small fraction of a cent on each can and in fixing the retail price of a can of goods it would be impossible to take fractions of pennies into con- sideration. In other words, a Io cent can could not be sold for 9 99-100 ot a cent. The abolishment of the tin plate tariff would close all of the tin plate mills in the United States and throw thousands of men out of work. Rather than have this occur the pack- ers, I am sure, are very willing to forego the profit that would come to them by wiping out the tin plate tari.” Louis Ludlow. ee When a woman discovers a new medicine she realizes at last just how Columbus felt when he_ reached America. mote nmr A I Many preachers think they have a burning message because it has a bit- ter taste. a Many a man thinks he is pious who is only peddling other people’s phrases. THE CITY OF ROSES. How It Conducted a Booster Day Celebration. Newcastle, Ind., Aug. 9—There is some class to a place like this—a place that in fewer than five years has bounded from a town of less than three thousand people to a city of more than twelve thousand popu- lation; a city whose factory products are known from one end of the United States to the other; a city of thousands of workingmen making good wages and spending the mon- ey at home; a place that has grown so rapidly that the Western Union telegraph office keeps open all night instead of shutting up at noon for an hour and closing for the night at 6 in the evening. There have been many gatherings on the grounds of the Nip and Tuck Club, but none so marked as the crowd that assembled there to-day. It was beneath the great sycamore tree that the name of J. Frank Hanly was mentioned for Governor of Indiana. To-day Mr. Hanly was not mention- ed for anything, except when Eugene Bundy said in private talk that Mr. Hanly served four long years and Scottie Chambers insisted that the word “long” be united in italics. Charles S. Hernly’s personally con- ducted chicken fry to-day was cer- tainly a dinger, and every one con- cedes that Mr. Hernly was the main- spring of the work. Someeven go as far as to say that Mr. Hernly is the entire works, mainspring and all. The people here gave the visitors a joyful greeting. They were met with the snapoy music of the Maxwell-Briscoe Band, and that organization gave concerts all day long. Even at an early hour this morning the grounds of the Nip and Tuck Club threw off a mirage of color and beauty and the choir of birds began singing paeans of praise for the city that Tom Milliken de- clares has not an equal on the globe. And when the hair trigger thinkers and the common crowd clinched with the fried chickens and the et ceteras it was a goodly scene, and the way some of them did eat gave rise to a suspicion that their stomachs were lined with tiling. The guests of the city, who came from afar to partake of Newcastle’s hospitality, did tainly have a good time. The residents of this city are cer- tainly loyal to Newcastle. Early this morning, long before most _ people were out of bed, the autos were dash- ing about the streets carrying the va- tious committees to their duties. The business men and the manufacturers were draping their places of business with bunting and the national colors until the whole city seemed swathed in great bandages of red, white and blue. There was hardly a private residence in town that was not em- blazoned with flags. It seemed as if all the national holidays of the year were blended into this sunny day ot August. Every person owning an au- tomobile or any other kind of vehicle contributed its services for the day, and the citizens vied with each other in giving information to strangers and telling them of the good things CCE- of Newcastle. The grounds where the dinner was served are about three miles from the city, and the guests were transported there in au- tomobiles, the greater number of which, by the way, were made in this city. The grounds are now part of the epileptic village farm and that insti- tution was visited by a number of strangers. Being on State grounds the huge tent for the hospital corps for first aid to the weary was placed just off the reservation and on the road to the club house. In this tent were a number of skilled artists with a plentiful supply of mint and ice and cold spring water. The great ta- bles, at which were seated five hun- dred people, were in the shade of great trees on a sloping hill. Fifty waiters, all from the business and professional life of Newcastle, served the guests with 650 chickens averaging two pounds each, one hun- dred dozen roasting ears, five bushels of beans, one hundred pounds of creamery and two hundred pounds of country butter, one hundred dozen of Vienna rolls and five hundred loaves of bread, two barrels of cabbage, five hundred pounds of ham, two hundred pounds of export beef roast from the Claypool hotel at Indianapolis, five bushels of potatoes with the jackets on, and a lot of little things, beside enough coffee to float a_ battleship, and two boxes of lemons for lemon- ade. The chickens were fried on forty gasoline stoves in fifty skillets in three hundred pounds of pure lard, by more than forty women, most. of them farmers’ wives, and it is not necessary to tell how toothsome the chickens were, because the culinary skill of the women of Henry county is famous the world over. Guests began arriving at ro o’clock. There was considerable disappoint- ment that Vice-President Sherman, who was to have been the star of the show, was not able to be here. A telegram ‘rom him said he had been called to Beverly. Mr. Sherman had arranged to-day for his visit himself, but in making the date put in a pro- viso that he might be called else- where. Former Governor Durbin, Ed. Hen- dee and Charley Neff, of Anderson, same in an auto and with them was George B. Lockwood, of Marion. ar Wood Wilson, also of Marion, came in a motor car. Congressman Adair, of Portland, and former Mayor Roy Shattuck, of Brazil, were early arriv- als, but they did not come together. During the morning delegations came from Connersville, Rushville, Shelbyville, Anderson, Muncie, Port- land, Kokomo, Logansport, Greens- burg, North Vernon and a lot of other places. A large delegation came from Indianapolis, among them being members of the City Council. There was an unusually large num- ber of newspaper men and it should not be forgotten that nearly all the nominess on both the Republican and Democratic State tickets came romp- ing in. The aspirants for congres- sional ‘honors in most of the districts were also in evidence. Among them was Finley P. Gray, of Connersville, who is receiving proper attention from his opponent, Congressman Barnard. Another was Frank Tilley, of Terre Haute, who is on the best of terms, to-day, with his fellow- townsman, Abe Kinklestine, who is also in town. One of the places that always has a warm feeling for Charles W. Fair- banks is Newcastle, and when it be- came known that the former Vice- President was to be a guest of the city to-day there was a big turnout to meet him. As Mr. Fairbanks and Joseph B. Kealing rode into town in an automobile they received a happy welcome and when Mr. Fairbanks stepped from his car it was several minutes before he was able toreach the doorway of the Bundy Hotel. He met many old time friends in the ho tel parlors who were all glad to see him. The parade of automobiles was formed about 11:30 o’clock, and, headed by a band, the visitors were taken through the various factories. A little after noon the guests started for the club grounds, At the grounds Charles S. Hernly was the master of ceremonies. Jim Nipp read an origi- nal poem dedicated to Charley Hern- ly and he received plenty of ap- plause. Every speaker outlined a roseate future for Newcastle and congratulated it on the progress it has already made. All agreed that this town is one of the best and that its people know how to take care of the stranger within the gates. W. H. Blodgett. —_—o-eo.>_____ Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, Aug. to—Creamery, fresh, 26@29c; dairy, fresh, 23@25c; poor to common, 21(@22c. Eggs—Strictly fresh candled, 22@ 22%4c; at mark, 20@atc. Live Poultry — Fowls, 16@17c; broilers, 16@17c; ducks, cocks, I1@I2c; I5@I7c. Dressed Poultry—Iced fowls, 17c; iced old cocks, 12@13c. Beans — Pea, hand-picked, red kidney, hand-picked, $3.50; white kidney, hand-picked, $2.75@3; mar- row, $3.15@3.25; merow fwll nnnnn row, $3.15@3.25; medium, hand-pick- ed, $2.50@2.55. Potatoes—New, $2@2.25 per bbl. Rea & Witzig. >. Why They Did It. Two old friends on the street, lock- ing arms, strolled slowly along, dis- cussing various topics. Personal ones were touched upon at last, and after exchanging family solicitudes for sev- eral moments, the Judge asked the 15@t16c; old geese, 10c;_ turkeys, 16@ $2.50; Major: “And dear old Mrs. ——__—., your aunt? She must be rather feeble now. Tell me, how is she?” “Buried her yesterday,” said the Major. “Buried her? Dear me, dear me! Is the good old lady dead?” “Yes, that’s why we buried her,” said the Major. P< . People who are hungry to be mar- tyrs make a good many miserable. _——__—~>-2o-- Many mistake the worship of cus- tom for the custom of worship. MICHIGAN TRADESMAN August 10, 1910 DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Corner Ionia and Louis Streets, Grand Rapids, Mich. Subscription Price. Two dollars per year, payable in ad- wance. Five dollars for three years, payable in advance. Canadian subscriptions, $3.04 per year, payable in advance. No subscription accepted unless ac- companied by a signed order and the price of the first year’s subscription. Without specific instructions to the con- trary all subscriptions are continued ac- cording to order. Orders to discontinue must be accompanied by payment to date. Sample copies, 5 cents each. Extra copies of current issues, 5 cents; of issues a month or more old, 10 cents; of issues a year or more old, $1. f@ntered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWK, Editor. August 10, 1910 HOW WEAK IS DECEPTION! The story of Crippen and his cap- ture has about it the glamour of romance stamped as more wonderful than fiction. Blissfully ignorant of the fact that he and his slight com- panion were not fast putting behind them the danger ftom crime, the X- trays of the civilized world have been focused upon the blinded couple. Yet neither wireless telezgraphy nor expert detectives are required to sift out some of the shams and decep- tions in trad2, and the public are be- coming every day more shrewd and watchful. YThcugh they have quit looking for wooden nutmegs, the heel made wholly of leather pulp ex- cept the bottom layer sooner er later comes to light. There may have been a fancied profit in its sale to some one, but it is only a fancied cne; for the reputation of a fraud, once detected, clings as long as the perpetrator clings to business and the direct loss of patronage through 't amounts io several times the fan- cied gain. An old shoemaker was wont, after finishing a pair of hand-made shoes, to cut a stitch here and there, thus insuring the speedy ripping of the shoe. He ‘elt proud of his shrewd- ness in thus hastening the time for a new purchase or, at least, a chance to make repairs. But the thinking man of to-day would call this a very poor method of building up patron- age. If you can uot attain to the lofty aim of doing a thing right because it is right, at least remember that the path of fraud is as treacherous as was that of Dr. Crippen. It may seem fair for a time; but almost in- variably the storm of discovery fol- lows; and whether it envelopes the guilty one in a whirlwind of dfis- grace or simply surrounds him with the cloud of indifference, the effect is as depressing. THE CLEARANCE SALE. The public have learned to expect at this season a liberal cut in the prices of summer goods. Many with slim purses naturally defer a part of their purchases until this time. hold- ing themselves in readiness to do pe i 0 a sear ample justice to the goods during the next few weeks in which they can be worn. Others, of a provident wature, lookahead to the needs of the coming summer and purchase those of a much higher quality than could be afforded at in-the-season prices. The tradesman has more to think about than the mere question of ciearing his shelves for new goods without a real loss. He can afford to cut rates with this item alone in view, but there is another topic which should permeate these clear- ance sales. Let the things which he must get tid of stand out prominently in his windows and in his advertisements. But be sure that some of the new gcods—some of the things which should be sold at full price nmow—are also in evidence. The bargain hunt- ers are not people of one-idea. They are not oblivious to the fact that new styles are appearing. They want to keep wp witn the times. The new may give suggestions regarding what ic buy and what not to buy of the old. They are eager for your bul- letin board of the next few months, as portrayed in the first arrival of 2utumn goods. They may not come expecting to make purchases along these lines, but to have the goods out is at least to take a good chance of making sales. Make your store generally as in- viting as possible. Do not allow any one to go away with the impression that your shelves are practically empty except of the goods which the passing of the to unload. season compels you Your shelves are never empty. Make a specialty of clear- ing out the old, but at the same time show that you are a leader in acquiring the new. Your clearance sale thus does double duty. JUST FOR COMFORT. The skilled horseman knows that he is well repaid for his work by making this horse as comfortable as possible while performing the work required. Ill-fitting harness is so far as possible eliminated and he would consider it the mark of insanity to place a stumbling block in the way. Yet the employer frequently forgets this principle as applied to the equines when dealing with his human employes. When forced to remain in a hot, stifling room for hours, can you ex- pect the activity found under less trying conditions? The one who must swelter under such conditions be- comes lifeiess and indifferent to work. Just supply him with an in- vigorating draught of cool air or lemonade and rote the changed man- ner. [It is not that he means to shirk, but his system is entirely run down. Wint him up physically and both physical and mental activities will at once respond to the renewed force. One manufacturer, noting the list- less manner of his workmen, put in an electric fan by way of experiment. The result was so pleasing that the entire room was ventilated’ in this way, the workmen saying that they were no longer tired, even though turning out as much work as in the best days of winter. Others found an added incentive in the ice cream cones supplied across the street. Look over your own premises and see if everything is running at full speed. The “iiot box” must be cool- ed if you would keep the machinery running right. If your room is hot, devise some means to make it cool- er. The shade of an awning, electric fan, using the hose in front of the store, and various other devices will suggest themselves. THE HOME-COMING SPIRIT. Scarcely second to the Thanksgiv- ing festivities have been the beauti- ful memories awakened by the insti- tution of “Old Home Week.” It is a pleasure to note that the spirit for which it stands is being sent across the sea and that other nations may feel a reviving force through our own beautiful custom. Up to the present time 25,000 Irish- Americans have made the pilgrimage from New York to the mother coun- try this summer and the Irish Home- Going Association, now in its infan- cy, bids fair to create a new state of feeling and living among the ones left behind. The sad feature in the life of the prosperous Irish-American is that while he rapidly establishes for him- helf and his family a home in the land of his adoption, the home ties are completely severed. His natural thrift and ambition spur him on continually to better things—things so much better that he shuts out the old life and too often the loving hearts which must beat there as warmly as here. The mother who is left in the hum ble hut may be proud of her son who has acquired what, in her own rank, must be a princely fortune; but al- though she may never expect to share this material wealth, it is inexpressi- bly sad that the separation must be final in this world. The new movement promises new life to those whose loved ones are numbered among our successful im- migrants. The habit of home-going once acquired it can be accomplished without great sacrifice. With it will go not only some American capital, but the improved modes of living and doing. It will give a new impetus to peasant labor and bring in return to us more Irish products at _ less cost of production. The renewal of sacred home associations will instill into the rude life a happiness before unknown and will bring back our adopted citizens more loyal, loving, generous and true. THE CONVENTION. It may require some self-sacrifice on your part to leave a cool home or camp for the annual mercantile con- vention. There is apt to creep in the excuse that it is only the same old story which you have heard every year. You may feel that your time is worth more, either in actual business or in actual rest. In fact, there are a dozen excuses which you can in- vent for letting the convention slip and still feel that your conscience is fairly clear, The plan is a losing one every time. What if you do not learn any new facts—a most improbable condi- tion if you keep your eyes and ears open—there are local phases of the old story which put a new side in- to it. There are personal touches which impart new life. But most im- portant of all is the new enthusiasm gained. This hot weather promotes indifference. Possibly the weather is largely responsible for your re- solve to stay at home. And this same weather will keep at work morte and more unfitting you for real ac- tive duty the more you succumb to it. You may not realize that you are loitering. Get out among old friends and this feeling goes like magic. Every one re-awakens. There is the feeling of good fellowship aroused. The interchange of business experi- ences, either formally or in persona! chats between sessions, will arouse your interest in your own affairs wonderfully. The temporary change of scenes and air has a beneficial influence. The feeling of fraternity stirs up dormant forces and there is a new desire to build up your work. One may go along very nicely for a time in the beaten track, but he will universal- ly become a plodder unless some co- worker comes along to cheer by his own good luck and point out im- proved methods and brighter pros- pects. GENERAL LEE’S STATUE. A liberal-minded people will re- joice that President Taft has express- ed his willingness to accept Virgin- ia’s contribution to the statues of famous sons which are to be grouped in Statuary Hall, in the Capitol, Gen. Robert E. Lee, garbed in the full uniform of the Confederacy. ‘While the Attorney General states that it was probably not in the plans of Congress at the passage of the act that any state would desiznate one engaged in warlike rebellion against the United States, yet this war was fifty years ago and the belligerents have been pardoned; he sees no law against accepting the statue, either legal or moral.” While the situation may seem at first peculiar, is it any wonder that Virginia should wish to honor the man who had led in the cause which her citiezns felt was right? Espe- cially since he was a man in every sense of the word? Laying aside personal differences in opinion, he was a most exemplary as well as brave man. Had his been our side, it would have seemed almost in- gratitude not to thus do homazge to his memory. Yet Virginia’s side is 106 doubt as dear to her as is our own to us. No more effective proof could be given that the hatchet forever buried than the acceptance of this statue, clothed in the uniform of the vanquished, in a place with the brave and noble and true. If we mean it when we sing of the mingling of the “blue and the gray,” if the term anmesty is not a misnomer, the plac- ing of this statue in the Capitol but Proves our greatness as a nation. If we have at heart, as in form, par- doned the state and her citizens, it is only consistent to accept gracious- ly her tribute to one of her truly is great men, > ¢ ¢ f-'4 - ~~, a ~ es i fr > * we ¥ 7 ' an 4 A~ 2 yiN\ «¢ | or wr dy ‘ ‘ - a i * aT i i ny iw : wi te * ‘ 4 mo Rt [ - 5 & a -¥ « arr” ee ~ - me ¥ “ye > we . \7 4 i an & 4. v ‘ - { ~~ — | ™ .*¢ \ i ™ i? wi tte a “¢ 4 ian Wl « 1 te ° ' } mi « & -~ € ; - » \ * ) . >, on a - Ms « ee ~» ¢ « ~ » 1 ¥ co, Te \ s 3 »~ Tn August 10, 1910 MICHIGAN TRADESMAN 9 NEWSPAPER PREMIUMS. Good Reasons Why They Should Be Cut Out. Written for the Tradesman I am a great believer in newspa- pers. The press exerts an influence which can not be gainsaid or denied. Public sentiment is moulded more by the press than by any other single agency. The newspaper is the merchant’s friend. Just because people read the daily papers—and in the smaller towns and communities the weekly papers--the storekeeper has an op- portunity to get his proposition be- fore the public. Mediumistic advertising gets re- sults for it gets the attention of the people who read. But there is another side to this story: If the newspaper is the merchant’s friend, the storekeeper is also the néwspaper’s friend. Advertisers make possible the publication of newspa- pers both daily and weekly. With- out the very considerable source of revenue which comes from the ad- vertisements which they carry, these papers couldn’t exist for a_ single month on the present basis. They would either have to reduce the amount of their reading matter or increase the subscription price or both. And anybody who has any experience with “subscribers” knows what a howl that would elicit. Peo- ple want all the news they can get. They want it detailed, elaborated, em- bellished, fricassed. And they do not want to pay any more than the pres- ent price. If you doubt it just at- tempt to spring the price a knotch «nd see what a hub-bub you will pre- cipitate. The entire newspaper business is under everlasting obligations to its advertising constituency. And yet the business managers of daily and weekly papers not unfre- quently give premiums in order to increase their subscription lists. These premiums sometimes conist of money; sometimes they take the form of a scholarship, or a summer trip to some point or points of in- terest in this country, or a trip abroad. And against premiums of this nature there is no law. If the newspapers can see their way clear te offer such concessions that is their business. But they do not stop there. Not unfrequently they give premiums consisting of merchandise — books, ceramic wares, furniture, cut glass and other household utilities. Merchandise of this and_ other kinds which newspapers buy in job lots is bought from manufacturers who make a business of turning out goods as cheaply as they can. Ob- viously quality, durability and serv- iceableness are not prime desiderata. Inexpensiveness is the all important thing; for they are to be used as bait, and it is imperative that the bait be bought at the lowest price possible. Let them be showy, if you can, and long on seeming goodness— but they must be cheap. One of the indirect results of this premium-giving policy on the part of newspapers is that it helps to edu- cate the public to buy shoddy. That, of course, is a result which attends the premium-giving policy wherever it is employed. But the direct harm lies in the fact that this premium- giving habit of the newspaper makes it a competitor of the advertiser. Every encyclopedia or book given away by the newspaper in order to pull in a new subscriber displaces one sale in such line and robs the legitimate sta- tioner or book store man of the profit to which he is justly entitled. Every set of dishes, every cut glass water set, every set of kitchen knives, given away by the newspaper under similar conditions defrauds the dealer or dealers in these lines. When the newspaper gives away a piece of fur- niture to get a new subscriber the furniture dealer is wronged. And so right on down the line. It is a shortsighted and injurious policy, this giving of premiums con- sisting of merchandise, and the news- papers ought not to do it. By so do- ing they help to tear down the very businesses they are employed to build up. By so doing they are gathering with one hand and scat- tering abroad with the other. They are inconsistent. Now there are certain phases of the premium penchant which are hard to handle. In certain localities custom has made them the accredited thing. Practically all merchants have gotten into the swirl of the premium current, and they see no practical way of gtting out just yet. But here is one element of the premium evil which can be corrected by any set of merchants in any community. The remedy is simple. They must stand together. They must politely, but firmly, intimate to their newspa- pers that it is not considered good form in polite circles to advertise with one’s competitors. They must, therefore, resolve to make the news- papers keep out of this premium-giv- ing business. If the newspapers are uppish, or not quite’ persuaded in their own minds, the merchants can threaten to withdraw their advertis- ing if they (the newspapers) are not good. That will bring them to their senses. Consider the injustice of it. Here is the chinaware and cut glass dealer. In a certain daily or weekly publica- tion he is advertising his wares; and lo, in another column of the same pa- per, the business manager is telling his constituency (also the legitimate ceramic dealer’s constituency) about a perfectly beautiful dinner set of forty pieces which will be given scot free to every subscriber who renews his own subscription and sends_ in two, three or five new subscribers (as the case may be) at the regular rate, $1.50 per year. The proposition is set forth in glowing terms. The wares are described with all the witchery of the advertising man’s art. Now that sort of thing would not set well with you if you were the chinaware and cut glass dealer, would it? Hardly. And suppose you dealt in station- ery, books, office supplies, etc. Would you like to have your newspaper—the newspaper which carries your adver- tising—offering premiums consisting cf books, encyclopedias, dictionaries and dictionary stands, etc.? Wouldn’t that sort of thing stick in your craw? If not, yours is a funny sort of a craw. Now, as I said, I am an advocate of mediumistic advertising. I believe in newspapers, both daily and week- iy; but I believe also in reciprocity and comity. Since the newspaper is so obviously indebted to the mer- chant, the newspaper ought to recog- nize its obligation; it ought to co- ceperate from start to finish—and ought not to give premiums consist- ing of merchandise, thus competing with the very people who make pos- sible its continuance. Charles L. Garrison. ——_+----_____ Seriousness of Automobile Business. There is no room for doubt that the country is becoming literally “au- temobile crazy.” For example, it was reported in the newspapers a few days ago that an automobile concern had applied to a New York bank for a loan of $1,000,000, offering as se- curity first mortgages on farm prop- erty and farmers’ notes, which pre- sumably had been given to secure payment for the motor vehicles. It is estimated that $6,000,000 has been spent in Iowa since the first of the year for autos, and it is stated that $15,000,000 has been withdrawn from 427 banks in Kansas, Nebraska and Missouri for the same purpose. All told, probably $100,000,000 was spent fer automobiles throughout the Unit ed States during the first half of the year, and it is calculated that the to- tal expenditures for 1910 on that score will be in excess of $250,000,- ooo. Last year the country’s automo- bile bill was more than $100,000,000, and as experts are now figuring on an output of 300,000 cars for I9II, an average price of $1,250 would indicate that the American people will spend no less than $375,000,000 next year for this ‘bane of their pocketbook. In other we have already reached the point where we are ready to spend for automobiles in the course of a single year the equivalent of half the value of the country’s total wheat crop, Over go per cent. of the total cats crop, $280,000,000 more than the value of the entire barley crop. In- deed, all the gold which the country imported last year combined with that imported the previous year and each of the two years before that again would fall millions short of meeting our probable automobile ex- yenditures next year. As a matter of fact, all the gold mines in the Unit- ed States have not produced enough in the past four years to meet them, and the total gold production of the world in 1905 would have fallen short of the mark by several millions. Much talk is heard about our extravagance in the building of National arma- ments, but we shall spend $100,000,- 000 more for automobiles next year than was appropriated for the navy by the last Congress. How long can we stand the pace? Is it any wonder that bankers in all parts of the country are beginning to scrutinize with unusual care all ap- plications for loans and to turn them down when it appears that the mon- ey is to be used to buy automobiles? ~—Commercial Bulletin. words, The Effect of a “Petsonal Follow- ing.” Written for the Tradesman. With an intimate knowledge of the goods in his department, and reason- ably close knowledge of the average buyer’s wants, in addition to her (or his) disposition, an intelligent clerk is in a position to make valuable and fruitful suggestions to almost any- body who talks with him concerning his line of business. He consequent- ly commands a_ personal following and becomes a contributing and prof- itable factor in the up-keep and in- crease of the store‘s trade. The true principle of a personal following, therefore, comprehends as its basis a knowledge of merchandise and of human nature; and the of every retail clerk may be measur- ed by his cultivation of these two factors. intelligence In contradiction of this principle, only too often do we see a_ clerk standing at his counter in a listless state of reverie, with no proper con- ception of the nature of his duties, Cr apparent interest in the prospec- tive buyer who, examining the goods on display, would gladly welcome from the person in charge some in- telligent expression of opinion con- cerning his cloth or ribbons. Again,a visitor to the store requires some- thing, is anxious to be suited and the clerk who really wants to sell feels quite helpless and is losing a sale, first, because not knowing the goods he fails to be the positive factor he ought to be in the transaction of selling, and, second, as a consequence of his ignorance of human nature he can not enter into the prospective buyer’s wants or feelings, can not draw inferences or even make sug- gestions. In such a case neither the clerk nor the visitor profits in his business relations as he should. As a instances like this the clerk 1s more helpless from lack of suita- ble training than he is derelict in the execution of his duties. rule in The question of price in dry goods and similar stores should be left to the purchaser to suggest. A satisfac- tory plan is to show several different grades of the article called for witn- cut mentioning prices unless asked, and thus by indirect suggestion open the way for questions. Some intelli- gent conception of the intending pur- chaser’s wants must be secured from her (or his) own voluntary expres- sion or by a direct or preferably in- direct question asked by the clerk. Many ladies have little idea of what they want and others are frequently unwilling to explain in a _ definite way. It is then necessary for the clerk to act upon his own initiative and produce whatever goods he thinks will interest his visitor. If clerks are to act as indirect ad- vertisers of the store in which they work, they must remember that dis- appointed “prospects” seldom forget their experience, and that they avoid inferior service as surely as a satis- fied purchaser always remembers good service and, when entering the store, looks for the satisfactory clerk. Lawrence Irwell. ———-+ 2 ___ It takes more religion to make an honest merchant than a holy monk. MICHIGAN TRADESMAN August 10, 1910 = = — = — ~ ~— ~ EHIND tHe COUNT It Pays To Be Square and To Be Courteous. The clerk who boasts that he knows how to handle this and that customer and how to make sales to them that other clerks can not make because they do not know how to handle the customer is a plain fool and he makes blunders and misses sales which he does not know any- thing about because he is so cock- sure that he is doing it correctly. He when he gets into that state of mind, the priv- ilege of doing smart things with the customer he is waiting upon. He at- tempts to amuse and entertain her with the idea that he is sort of hyp- notizing and exerting an overt influ- ence that she can not get away from. -Now, if I should say that to a clerk who had ben u pto such tricks he would immediately deny it and de- clare that I didn’t know what I was talking about, but a man can not go on observing selling methods for a couple of years without seeing a few things from the outside that the clerks are not liable to see from the inside, especially after having had personal experience and having made some o fthe same personal mistakes. To prove it here is a personal ex- perience: It Seemed Easy. One customer of mine was a very pleasant woman who had plenty of means and was a generous buyer for a family of three daughters. She had known hard times in her youth when she had to make not only the dollars but the cents count for all she could, se she understood real economy. On first acquaintance, she appeared so pleasant and so easy that I thought she was not difficult to sell. She ap- peared to like me and came time and again to wait until I could wait upon her. She was so nice about it I began to get smart without realizing it. I knew enough to be a gentleman, but I abused her confidence, in that I oft- en kept her waiting when I should have done otherwise. I showed her the new goods and did many special stunts for her, always because I sold her so much stuff. One day I con- ceived that I might make something out of so easy a customer and I sold her, on my personal urging, two pairs of shoes from the P. M. stock that kad been in the store a long time and which had stuck on us through many a campaign. I was elated and boast- ed of that to the rest of the house, saying, “That is because I knew my customer. It can not be done with everybody.” A Startling Discovery. Alack and alas, I learned also takes upon himself, some- sanpeeer miner arte ye thing that stood by me, although the rest of the store did not tumble for a long time. One noon when I came back from luncheon I saw my _ cus- tomer go into a rival’s store. I had palpitation of the heart when I saw ber come out in a few minutes with a large package, put it in her car- riage and drive away. She did not drive down to our store that day nor for many days to come. It was up to me to find the trouble and when I met her on the street ene morning I made bold to ask her why she did not come to see me any more. She hesitated a moment and then looked me straight in the eye and said, “You perhaps remember the two pairs of shoes you sold me. _ I discovered, no matter how, that it was old stuff you had been trying to sell for three years. I also know that you worked them off on me be- cause you had my _ confidence and could do it. While I know it is your business to sell all the shoes you can, I fail to see why they can not be honestly sold. If you had told me about the shoes I might have bought them in spite of the facts, for I really liked them, and what other people had to say would have made little difference, but I protest against being unfairly treated.” And a Logical Result. That was about the most complete call-down that I ever had. What could I do? There was no use deny- ing the allegation and adding a lie to the other offense, so I apologized as well as I could and admitted as mucua as I thought best, but I knew I had cut the string attached to that cus- tomer, although I asked her to come in again and I would never treat her otherwise than fairly and as I should. She said she would occasionally, and she did, but she never bought many shoes from me after that and al- though she never questioned my statements I noticed she seldom bought anything that required entire dependence upon what I said. Of course, I could not handle that customer as before and she would not buy in any such pleasant and sat- isfactory manner. I got what I de- served for being a fool, and I re- membered it long enough that I nev- er tried the same trick on another customer. Not By His Looks. Another incident was the treatment of a fellow clerk accorded a farmer who drove to the rear of the store with his farm wagon after having un- loaded produce he had brought to market. He was dirty of clothes an1 person. I knew him but the other clerk did not. He asked for a pack- ing box. It was a job that none of us liked and the clerk was not at all pleasant or agreeable in getting out what the man wanted. I was dust- ing stock near the door and noticed that Fred seemed to be a bit too testy with the farmer. After he had paid for the box out of a bag of coin that made Fred’s eyes hang out be- cause the appearance of the outfit did not indicate any such present wealth, he drove away and Fred came in with the money. I said, “Do you know who that was?” “No,” he answered, “but I reckon some old duffer who has lately pick- ed up a bag of coin.” I told him it was the husband of the woman who bought so many pairs of shoes of him the day before. He nearly tum- bled over in his chagrin and wonder- ed how much of a mess he had made of it. We practically lost the most cf the business of that family because one clerk had played fool when he kad no good reason for throwing up anything of the kind. It had cost something, but I never saw or heard that clerk do anything of the kind again. The next morning he was caught at the rear door by the town scavenger who also wanted to buy an empty box, and the politeness with which that scavenger was treated made me laugh outright and ask Fred when he came in if I should not request the boss to make him superintendent of the empty box de- partment. You Know Others. There were two cases where the clerks thought they knew their cus- tomers completely and events proved that they knew them not at all. The one abused a regular customer of the store by a skin game; the other abus- ed the confidence of a whole family gained by long business dealings with the wife, knocking the good opinions endwise by simply treating a man ac- cording to his personal appearance on One occasion. Could anything be more foolish? You will stoutly deny that your store is given to doing anything that is not exactly square and will wax indignant when someone _ insinuates that it is well to watch out for being cheated in making purchases at any store, but you can not deny that little affairs like those mentioned go a long ways toward destroying the confidence anyone may have in the store. It takes a long time to gain the good will of a customer and get her in the mood of buying freely be- cause it comes from your store, but it takes only about ten minutes to knock the thing all to pieces by means of a fool action. It matters not whether you play fool by abusing the confidence of a god customer, as I did, or whether you play fool by judging a customer from immediate present appearances, the result is exactly the same. It all comes from an assumed superiority and a belief that you can do as you please and he or she won’t know the difference. It is the same old story cf egotism that reckons not on any- body else having as much common sense and usable brains. The sooner you drop off the egotistical view and travel right the better you may please those you do business with— Shoe and Leather Gazette. How Clerks’ Conduct Can Advertise the Store. Written for the ‘l'radesman. A clerk who can not meet the re- quirements of equity or honesty in the sale of goods, who neither knows nor appreciates the ethics of business, holds a low place in the estimation of the buying public. A sale based upon an untruth, or a store doing business upon a basis of disrepute— each carries with it the ultimate de- struction of its own good will which no amount of newspaper advertising can counteract. An essential condi- tion of true business success and of advertising within the store is polite sincerity. Flattery in business affairs has no permanent value. “Praise be- comes an insulting satire when it is known to be insincere.” With noth- ing else to recommend him the clerk at the counter can not make prog- ress upon the basis of flattery, nor upon its antithesis—a blunt or impo- lite manner. To succeed in business, or at least in salesmanship, requires respect for the law of generous im- pulse, a self-mastery and a cheerful disposition. There exists a class of sincere but not polite people, and they are often met with in both wholesale and retail houses, who are either outspoken to the degree of bluntness or are silently non-commit- tal. Each in his extreme view labors under the erroneous impression that he is sincere in acting just as he feels, and thus, by his mistaken honesty of purpose, justifies what lady shoppers regard as inconsiderate rudeness or churlish indifference. Clerks who are of this “turn of mind” do more harm than any amount of newspaper adver- tising can offset, because offended patrons influence their friends not to shop at the store in which such un- couth persons are employed. The normal mental friction alone encountered in the daily intercourse of business at the counter is such that the salesman’s own preservation demands that it be counteracted by his cultivation of an impersonal, mag- nanimous view and a cheerful optim- ism. “It is economy of nervous force, also, for the tension of keep- ing up appearances may even in- crease the hidden vexation, and un- der a passionless exterior enthusiasm may be suffering a reaction to utter despondency.” Sincere politeness and selfmastery are priceless jewels of character and conduct, and they have a remarkable advertising result in drawing purchasers to any store. But unless the heart is right the perform- ance is cheerless. In the ordinary pursuit of salesmanship the necessity *s never real enough, nor the reason sufficient for the clerk to have an ungenerous impulse toward the in- firmities and eccentricities of his Prospective customers. If the latter were tampering with or destroying something, or were insulting, these characteristics would be malicious, and there would then be good rea- son to speak plainly for the protec- tion of property or person against destruction or slander. In such a case a clerk’s duty would be to appeal to a floorwalker or some other superior official, and if this is done in a quiet and dignified manner the clerk will retain his reputation as a_ tactful man, Lawrence Irwell. moth rm > - ~ » « « %~ ” 7 . < ~ “ie ae he = ~ 2 h cag t a ~ * « 4%. , » ‘e be » | « “¥e { ~i¢ ‘ August 10, 1910. MICHIGAN TRADESMAN CALENDARS FOR 1911 UR Art Department has been working for several months on special designs for 1911 calendars and we will soon be ready to submit samples and prices. If you contemplate issuing a calen- dar this fall be sure to write us before placing your order. “Individuality” Calendars It is beginning to be recognized that a calendar having distinctive or personal features, which show plainly that it has been designed specially for the firm issuing same, is much more effective as an advertising medium than the common “picture calendar.” This can be done by using an appropriate design, significant of the business it represents. Usually a portrait, one or two pictures of the company’s buildings, interior of the store or some other familiar picture is used. The “Individuality” Calendars cost but little more than the “ginger bread” stock calendars, and are much more valuable because they are always appreciated more by those receiving them. NOW IS THE TIME to commence “talking calendars.” It is important that you do not wait until the rush comes on in the fall when everybody wants calendars and wants them quick. If interested fill out one of the blanks below and mail today. Tradesman Company Calendar Department Grand Rapids, Mich. TRADESMAN COMPANY, Please send as soon as they are ready samples and prices of your 1911 calendars Name — TRADESMAN COMPANY, Grand Rapids, Mich. Grand Rapids, Mich. for 1911. Name — Street —_— ae ee Street ____ Town ee OGG State cele HAI Cite Would like to receive prices on an ‘‘Individuality’’ calendar MICHIGAN TRADESMAN ad — - —_ — 4 — a = — = S = — aero = mets — — wet, = = — = ER, EGGS 48> PROVISION: SPIN eg oe NSS wey _— —_ as >—< ——_ — —* = — = — = _ = — 2 eer ade, s . = ‘| " ‘ A 4 1 AS : qu th Storage Accumulations of Butter at Gotham. As the season advances the interest in the storage accumulations of but- ler at the different holding points be- comes more intense. The extreme high level of values maintained dur- ing the storage period this year has made the situation so uncertain that many of the old-time operators have not cared to get into the deal at all: and many of those who took some hand in the operations have felt that the outcome was extremely doubtful. Now and then a speculator has open- ly expressed the opinion that in view of the poor quality of much of the July butter and the reduced make because of the very dry weather, the finest of the summer product would make no loss to those who put it away. So with all these conflicting opinions there has been a fairly free movement into storage. Reports from the freezers in this city and across the river-—Jersey City—show that the holdings in the public warehouses on August I were 231,800 packages, a gain during July of 81,500 packages. The first two weeks of the month also saw rapid accumulations in the private boxes, but later considerable of this stock was sent to the public freezers, which lessened the quantity in the private refrigerators. The holdings in these at the close of the month were esti- mated at 45,000 packages. This gives a total stock of 276,800 packages, as compared with 190,300 packages on July 1. The fairly rapid accumulation of stocks has brought to the surface the fact that the consumptive demand has been unusually light. Recepits for the month were 253,751 packages, and deducting the 86,800 packages that went into storage it indicates a dis- tribution of about 166,950 packages, or just a little under 38,000 packages a week. It was estimated that the trade used about 43,500 packages a week during June, and compared with July last year the loss is more than 15 per cent., although at that time a geod deal more stock was shipped cut of town. Philadelphia added a modest quan- tity to her holdings in July and is now estimated to have about 86,000 packages, against about 61,000 pack- ages a year ago, an increase of 25,- 000 packages. . Estimates from Chicago show about the usual variations, but the figures that seem to be the most re- liable give the stocks on hand Au- gust I as about 410,000 packages, compared with 335,000 packages at the same date last year. Chicago Dairy Produce has lately been discussing editorially the ques- tion of official butter quotations, prompted doubtless by the Govern- ment suit against the Chicago Butter and Egg Board. No allusion is made to our consideration of the subject in issue of July 6, in which it was suggested that trade organizations in leading distributing markets join to- gether in formulating a uniform method of grading and a uniform system of quotations based upon pub- lic bids and offerings; but the sug- gestion is made that the different markets should agree upon a plan for quoting one grade of butter only as a settling basis and that this quota- tion should represent the actual sell- ing value of an average fine creamery grading about 90 points. Chicago Dairy Produce thinks it is impossi- ble to fix a price that will represent the value of all the extra butter, but that it would not be difficult to estab- lish a price on 90 score creameries that would represent their actual val- te and still be satisfactory as a set- tling basis for other grades. The difficulties before us are sev- eral, but are chiefly to devise a means of “establishing” the quotations that shall be free from criticism, and to Provide at the same time a basic quotation that shall serve as a fair settling basis for general contracts. The actual selling value of any fixed quality of butter—say 90 point cream- ery—is not a serviceable settling bas- is at all seasons because of the vary- ing relation of this fixed quality to the general supply. Upon a fixed and unchanging judgment go score creamery is mediocre in June, but it ‘lay represent comparatively fancy -utter in December. The grade of butter whose actual value is accept- ed as a settling basis for other goods should at all times represent as near- ly as possible a quality bearing a uni- form relation to the general quality of the supply. It was this considera- tion that led to the provision in the rules of New York Mercantile Ex- change, that the season of year must be considered when classifying but- ter in the various grades. In regard to the “establishment” of official quotations it is evident that an arbitrary fixture of figures by trade committees is in serious danger of legal interference and proves unsat- isfactory to the trade at large. There should be a means of establishing values by a free and open call for bids and offerings of established grades, under reasonable rules gov- erning acceptances and rejections, which would afford an automatic ex- pression of actual wholesale values as governed by the general ability to sell and willingness to buy. We real- ize that no such system of public quotation for various grades can cov- er all the private sales of butter. But :f they cover the public transactions, bids and offerings, they will be at least free from legal interference and be less subject to manipulation than quotations made by interested trade committees. And we wish to reiter- ate our previous suggestion that a uniform system of grading and of regulating public call sales might be agreed to by representatives of trade organizations in all the leading cities, which would place the butter distrib- uting markets in a much more satis- factory condition—N. Y. Produce Review. —_+--___ Big Mileage of Blood Circulation. The mileage of the blood circulation reveals some astonishing facts. It has just been calculated, for instance, that, assuming the heart to beat six- ty-nine times a minute at ordinary pressure, the blood goes at the rate of 207 yards in a minute, or nine miles an hour, 220 miles a day and 86,000 miles a yet. Tf a man 84 years old could have had one single blood. corpuscle floating in his blood al! his life it would have traveled in that time nearly 7,000,000 miles. 222 The Best She Could Do. “Why, Rastus,” said the Colonel, “this egg isn’t fresh!” “Naw suh,” returned Rastus. “De ole ‘hen what laid dat aig ain’t fresh, neither. I guess it’s de bes’ she kin do, Cunnel.” For Dealers in HIDES AND PELTs Look to Crohon & Roden Co., Ltd., Tanners 37 S. Market St., Grand Rapids, Mich. Ship us your Hides to be made into Robes Prices Satisfactory W.C. Rea REA & WITZIG J. A. Witzig OSEAN, ESS S ran an) a Wie Mail orders to W.F. McLAUGHLIN & CO » Chicago August 10, 1910 Our Slogan, ‘Quality Tells” Grand Rapids Broom Company Grand Rapids, Michigan Ground Feeds None Better WYKES & Co. GRAND RAPIDS New and Second Hand BAGS For Beans, Potatoes Grain, Flour, Feed and Other Purposes ROY BAKER Wm. Alden Smith Building Grand Rapids, Mich. NAARIGN YZ PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. ‘‘Buffalo Means Business’’ We want your shipments of poultry, at high prices for choice fowls, chicke highest prices. Consignments of fresh eggs and dair REFERENCES—Marine National Papers and Hundreds of Shippers, y butter wanted at all times. Bank, Commercial Agents, Express Companies, Trade Established 1873 Established 1876 NEW POTATOES Best Virginia Potatoes. Moseley Bros. Both Phones 1217 Wholesale Dealers and Shippers Beens, Office and Warehouse Second Ave. and Railroad Send Us Your Order. Grand Rapids, Mich. both live and dressed. Heavy demand ns, ducks and turkeys, and we can get SEEDS ‘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 Seeds and Potatoes ” \- * P i % 7 ~« 3 4 - 4 a ‘4 > a * a ' > aa + 4 e ™ a ee oe < t / - a al i Ve ¥ 2 |. ae cf+i- os a 1 we q “ ¥ .b4 August 10, 1910 MICHIGAN TRADESMAN 13 Little Farms Pay Big Profits. The little farm idea is appealing as strongly to the man in the country as to the resident of the city. It is, in fact, the hope of the American farmer to-day. Through this modern system the rural family is to escape much of its drudgery. By the new method of intensive and diverfied ag- riculture country life is to become easier and more attractive, both to young and old. Big farms are all right for those who are equipped to handle them properly, but they are not desirable for people who have not capital enough to hire plenty of help and or- ganize in a businesslike way to-se- cure good results. It is the evolutionary method that bothers the average farmer. How can he make the change without loss? If he sells off half of his land to enable him to farm in the modern, inten- sive fashion, has he any guarantee that he will not fail in this, and so find himself, at the end of a few years, minus both land and capital? There are some facts which are easily grasped, and which have the most direct and positive bearing on this whole question. The old method is driving young people away from the farm, and it has become next to impossible to keep hired help. Men will not work on a farm when they come to understand that they can get employment in town, or on the railroads at higher wages and with shorter days. Nine or ten hours a day will not do on the old-fashioned farms. It is fourteen or more, and seven days in the week at that. The average in the city, taking all classes of em- pleyment together, is about nine hours. Clerkships are alluring to boys and girls, especially after they have had a taste of farm life where the family labors from daylight until .dark. Under the existing conditions 11 has come about that the old-fash- ioned farmer finds himself, in many without either hired help or the assistance which is ordinarily ex- pected from his sons and daughters. Is there not here presented a so- cial and economic problem of grave importance to American life? The only true solution of this question is in the small farm and a diversifica- tion of products. The working day must be made shorter for the hired help and children or neither class will be found on the farm. Would it not be best to sell off the surplus land and make the farm of twenty tc forty acres attractive to the young folk by its variety of interests? There is a continual and expanding demand for numerous products that are easily engaged in and which, by their diversity, are a guarantee against failure. The market-has nev- er been oversupplied with mush- rooms, squabs, honey, berries, and the like. There is the keenest kind of demand to-day all over the coun- try for extra good butter, eggs and poultry. The need of potatoes, cu- cumbers, beans, onions and various other kinds of vegetables is incessant, and in all of these lines there is prof- Gases; ‘t far exceeding that gained from large single crops or big dairies. Jeanette Pierson. A me Increasing the Wheat Crop. Will the efforts of various millers’ associations looking to the increase in the average amount of wheat grown on an acre have any apprecia- ble results? They may have some good results, but it is not at all like- ly that these will come up to what is wanted, which is a large increase in the amount of the wheat crop of the whole country. There are two things that will influence the size of a wheat crop as grown by the average farm- er. One is the method of cultivation and the other is fertilization. The average of wheat grown on an acre is something over fourteen bushels. This ought to be very considerably increased, we think. Poor soil will give a poor crop unless the fertiliza- tion is in proportion to the poverty of the soil. Crops in the older agri- cultural states give good returns gen- erally, thirty bushels to the acre not being unusual. But whenever the soil is allowed to remain impoverish- ed the crop will be poor in both wheat and straw. It is difficult to see how the .gen- eral method of growing wheat can be much improved on, although we know that some farmers are good farmers and others not near so good. Im- provement in the size of the wheat crop then is more likely to come from better manuring, which simply means more manure. Where is it to come from? Forty bushels to the acre is often grown in certain parts of Europe, but this is mainly because the farms are small and more domes- tic animals are raised on them, which gives an overabundance of fertilizing material. If we go to some of the farmers of Pennsylvania, Maryland or Ohio, where good yields are often shown, and ask them how they can increase the size of their wheat crops, the re- vly will probably be, “Give us more manure and we will increase the Where is the manure to come from?’’—Millers’ Review. 22a The Short Barrel Conference. Commissioner Driscoll’s announce- ment that no short barrels of apples will be permitted to be sold this year, and that he will enforce the law pro- hibiting the sale of short barrels of potatoes, has not, so far as we have observed, elicited any widespread popular protest. In using short bar- rels the trade is merely following a custom instead of pursuing a course calculated to hoodwink purchasers and to bring grist to their own mill. The trade has at all times shown a willingness to observe the law, and Commissioner Driscoll will find that no obstacle will be placed in his way while carrying out the provi- sions of the statute. The suggestion that the trade be given until January next to put the new change into effect will receive popular approval, although we can anticipate nothing worse for the po- tato growers of the South than a continuance of the present short measure.—Fruit Trade Journal. crop. Problem in Need of Solution At the present time the United States is exporting a million tons of phosphate rock, taken from the thin- ning mines of the country, for whicn yearly a trade balance shows only $5,000,000 from the shipping. Five dollars a ton for the best rock at the best mine is the average price. But in each ton of the mineral lies that one element of plant food which it may be necessary to apply to soils to keep them productive. Companies are gutting the mines for the paltry $5 a ton, when, according to an au- thority, this $5,000,000 of exportation would be worth a billion dollars if scattered over the agricultural sec- tions of the country which for gener- ations must be expected to grow food for the nation. Germany and other foreign countries have built a wall about such deposits. The United States is using a chute for its fritter- ing away. What is to be done about it? What will be done? Both the educator and the farmer must get to- gether to give a sensible, satisfactory answer. —_—__2—___ Crystallized Pineapple. Candied pineapple strips are de- licious and are easily prepared. The fruit is first peeled, then cut in strips two inches long, half an inch wide and about a quarter of an inch thick. Weigh the fruit and add half the quantity of granulated sugar and let it stand until the sugar is dissolv-~ ed, which may be nearly twenty-four hours. Drain off the juice and boil it five minutes, then add the fruit and ceok for three or four minutes: drain the pineapple and spread on a plat- ter to dry. The process may be has- tened by putting the platter in the sun, the warming closet or even on the top of a radiator. The fruit should be turned once and then rolled in fine granulated sugar. The process is a much more lengthy one than re- quired for the fruit peel, but a few pieces put in each box makes a de- | licious addition. Hart Brand Canned Goods Packed by ; W. R. Roach & Co., Hart, Mich. Michigan People Want Michigan Products Dandelion Vegetable Butter Color A perfectly Pure Vegetable Butter Color, and one that complies with the pure food laws of evéry State and of the United States. Manufactured by Wells & Richardson Co. Burlington, Vt. Feed Specialties _We are the largest dealers in chicken, pigeon and all other feeds. Get our prices. WATSON & FROST CO. Grand Rapids, Mich. Receiver of Butter, Poultry and Veal. F. E. STROUP 7N.lonia St. Grand Rapids, Mich. Eggs, A. T. Pearson Produce Co. 14-16 Ottawa St., Grand Repids, Mich, The place to market your Poultry, Butter, Eggs, Veal The Crescent Mfg. Co., Seattle, Wash, Order from your jobber or The Louis Hilfer Co., Chicago, Ill. The Vinkemulder Company Jobbers and Shippers of Everything in FRUITS AND PRODUCE Grand Rapids, Mich. EGG DISTRIBUTERS 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 Wholesalers of Butter, C. D. CRITTENDEN CO. 41-43 S. Market St. Grand Rapids, Mich. Eggs, Fruits and Specialties 14 MICHIGAN TRADESMAN August 10, 1919 ee THE FAMOUS COW WAR. Home-comers Will Recall Incidents in the Struggle. Written for the Tradesman. There will be visitors in Grand Rapids Home-coming Week who will arrive with their minds stored with memory pictures. These have doubt- less already partitioned their time off in the interest of the old-time scenes. Some will remember just how the corners of Canal and old East Bridge streets used to look, and they will go there to dream over things as they used to be. They will remember the row of dilapidated wooden buildings at the northeast corner, for one thing. These buildings were land- marks for years. No matter how fierce a blaze started in one of them the firemen always got there in time to soak the sagging old _ structures beyond the point of consumption by fire. I don’t think they ever did burn down, as often as they caught fire. I think they were torn down when the fine Hermitage building was put up. By the way, that old fire depart- ment was a wonder. How many of the home-comers will remember Chief I. C. Smith, and Charley Swain, and ’Brose Luce, and the rest? In the old days some of the boys used to drink more than was good for them occasionally—only a few of them had the whisky habit at all— and Chief Smith used to send such into the country to keep them out of sight and get them sober. He knew when he had a trained band of fire- fighters. It was a matter of com- mon belief then that the firemen rev- eled in hot conflagrations, and old- timers will tell you how Charley Swain carried a keg of powder which was already on fire out of a burning building. They tell a story to the effect that one night, when one of Chief Smith’s best men was out taking the country air treatment, a fire started in a high building. The Chief missed his old re- liable fire eater, and was obliged to send another man up a long ladder to a blazing cornice. The new man, they will tell you, fumbled his job and the fire crackled merrily on while the Chief swung round and round on his right heel in a fascinating way he had and addressed the glowing at- mosphere as follows: “If a man gets drunk he’ll get sober, but if he’s a confounded fool he’ll never get over it!” The boys wrote that observation in large letters and posted it up be- hind the door of old No. 4. Oh, that old No. 4! There is where Arthur Meigs, and Henry McCor- mick, and Fred Clark, and Col. L. K. Bishop and, the the rest, fought out their political battles. The cau- cuses that were held there were won- ders. Sometimes when the “push” found too many “rank outsiders” there they used to send a discreet party out to turn in a fire alarm. That scattered the crowd while the apparatus got out, and before the fraud was discovered the “push” swarmed back and had their will! Many a home-comer will remember the lively scenes at old No. 4. And how many of them will take a car for the purpose of going out to the old commons where they used to play ball? They will find the old- time commons all built up, and the places where they used to play ball are now devoted to lawns and gar- dens. Even the old Kent county fair grounds at the corner of Hall street and Madison avenue are built over so that very few vacant lots are to be seen. Joseph Houseman of blessed memory did that and made a fortune by doing it. And those old commons’ where they used to play were once play- ground and pasture lot. The cow owned the streets in those early days and it required a revolution to de- prive her of her rights. The Coun- cil, then meeting in the Morey build- ing on Pearl street, fought the ques- tion over and over. Sometimes the cows would be ahead, and sometimes the anti-cow forces would score a victory. Aldermen were elected on cow or no-cow platforms. At last it came about that the cows lost out and a poundmaster was chos- en to see that they did not run the streets. It is said that the adventures of David P. Ransom, the poundmas- ter during that desperate time, were thrilling and that he used to dress his legs in stovepipe when he ventur- ed into the first ward. Fire and sword, red ruin, and the breaking up of laws in the first ward that year, with Grady and O’Neil representing the ward in the Council and fighting for the rights of the cow! Often it befell that when Ransom arrested a cow for disorderly con- duct and started for the pound with her he was chased by a red-faced woman with harsh words in her mouth and a stone in her fist. There were a lot of cows in the city that year, and many of the owners were too poor to pay pound fees, so the Coun- cil used to remit the fees on occa- sion and that gave the revolutionists hope. Many of the ‘home-comers will doubtless remember that night in the Council when a very worthy citizen, Mr. Denison, and Alderman Hoge- boom had a tilt in the Council and Mr. Denison dropped dead from the excitement of the time. When he fell by the railing it was supposed that he had fainted and Tom Doran, then City Marshal, brought a glass of water. Or was it Peter Doran? Anyway, he was handed a glass of water, and then it was discovered that he as dead. The Council adjourned, and there were no more hot contests in that Council room on the cow question. The spring following that hot cow war—the year Henry S. Smith was swept into the mayoralty by the se- cret-session Greenback vote—QOscar C, Ransom was named by the Demo- crats as candidate for police court justice. Now, you can see where he came out, for the wicked people who opposed him started the story that this Ransom was the man who had been pinching all the cows in the first ward! Oscar did not get votes enough to elect him, so the cows de- cided one contest at least. The man elected was John M. Harris, a Green- backer. It took Grand Rapids a long time to get cows and hens off the streets. It may take Battle Creek as long to get the bicycles off the sidewalks, but in time all reforms of this kind have to come. It must be remembered, nowever, that there was a whole lot of vacant property within the city limits in those days. On the West Side, between Bridge street and the bend of the river, and between Tenth street and the north line of the sixth ward, there were acres of good pas- ture land lying between half-worked streets. In the South End the lands beyond Wealthy avenue were not built up to any great extent and down in the first ward there was pasturage for an army of cows. On the east there was not much of a city beyond College avenue. Down in there were the Clark & Brown brick yards—now all built up with pretty cottages. ; In those days Carrier Creek and the Coldbrook Valley were consider- ed a fine water supply, and the old settling basin was in its glory. Peo- ple used to go hunting for squirrels and rabbits in Highland Park, and the woods off to the east of College avenue—the woods and_ fields—were considered pretty good hunting grounds. There was a grove of sec- ond-growth oaks on College avenue not far from where Cedar street crosses that thoroughfare now, and there were rabbits to shoot in there. These old-time places will doubt- less be visited by hundreds Home- coming Week and many visitors will fail to find the pictures they seek. The city has stretched out in every way. When East street was the city limits there were fields beyond that street, fields out to the lake. Now that street seems to be about in the middle of the residence district of the East Side. You can get a car now to all that East Side property. The people think the Fifth avenue line is not quite what it ought to be, but when it extends through to the lake there will be six minute service. The old-timers used to go out to Reed’s Lake on Saturday and Sunday with their families and eat Picnic dinners on the grass where the pa- vilion now stands. You can see a free vaudeville performance, if you care to stand, right where you used to sit in the grass and become ac- quainted with the ants. Sixty years ago the old-timers had dreams of a large city, and now many of them will come home to see how their dreams have come true. Many a man who went out West to seek his fortune, and returned rather well off, might have made more money staying in Grand Rauids and invest- ping his money in land. Land val- ues changed fast after the town got to going, along about 1878. I know an old-timer who wanted a vine and fig tree of his own, so he hired a livery rig one Sunday and went out to look at a lot on Henry -street, valued at $400. He bargained for a_ gentle horse, and so, of course, got one that would shy at his own hoofbeats. The horse ran away in front of the Henry street lot and broke the buggy $5 worth and came near breaking the neck of the driver. That settled the sale. The old-timer was so sore. mentally and physically, that he nev- er went near that lot again for a year. When he did he was informed that the price was $1,000, and it sold for more than that, It will be interesting to hear the home-comers tell stories of those early days and there may be a few in the bunch who bore arms in the famous Cow War. Alfred B. Tozer. —_+-~-_ __ There Is No Place Like Home. Written for the Tradesman. A few years ago four young men left Grand Rapids and started west- ward with the purpose of conquering the world, socially and financially. Their pockets contained but little money after the transportation tick- who Ginger Ale Has that delightful refreshing flavor and sparkle almost like champagne. Youcan taste the pure ginger init. Send us a trial order today. It will sell at a good profit to you. Wayno Mf’g Co. Fort Wayne, Ind. MR. BUSINESS MAN Do You Know That Nothing Will Remove the Effects of a Hard Day in the Store so Easily as an Evening in a Motor Boat? Designers and Builders of All Kinds and Sizes of Boats Let Us Send You Our Catalog “K” It is Free and Full of Good Information VALLEY BOAT & ENGINE CO., 80 River St.. SAGINAW, MICH. Erected Frames, Knocked Down and Completed Boats for Speed or Comfort he “a % ~~ 7 a $ 3 ~ * ve wv ' ne 4 ' yo ng ? * August 10, 1910 MICHIGAN TRADESMAN 15 ets had been paid for, and when they arrived at Spokane, where they had resolved to open their campaign of conquest, they were glad to engage in such employments as would assure food and lodgings for the time be- ing. The young men had learned to sing in that dear old high school in Grand Rapids and one of their num- ber played the piano passably well. When the duties of the day had been performed they would meet in the assembly room of the boarding ‘house upon which they had conferred the benefit of their patronage to discuss the events of the day, the plan of conquest and to sing the old songs they had learned at home. One eve- ning one of the young men express- ed the wish that was felt by all that the latest song compositions might be obtained, and the piano player vol- unteered to include in the carefully prepared “touch” he was about to mail to his “governor” a request for the same. The touch reached the “governor” in due time and when the sure-thing check had been written the “governor” called up Miss Wil- son, of Friedrich’s music house, and asked her to forward to “Young Hopeful” a package of songs. Miss Wilson accommodatingly selected and forwarded the music, and when the Grand Rapids quartette received the package it was quickly opened and its contents put to the test vocally. Finally a composition entitled “The Song That Touched the Heart” was placed before the accompanist, and eagerly scanned by the singers dur- ing the playing of the introduction. The music was catchy, the words were well chosen and the boys sang the song with much spirit and satis- faction. A chorus followed the last verse, which revealed “The Song That Touched the Heart,” “Home, Home, Sweet, Sweet Home.” One of the boys stopped singing and drew his handkerchief from his coat pocket for immediate use. “Be it ever so humble,” Number two imagined that he had seen an acquaintance on the street and went to the window to confirm his impression. Not having a ‘hand- kerchief handy some way.or another the lace curtain found its way to his eyes. “There’s no place’— the two re- maining at the piano sang and then the voices were hushed. Tears flow- ed from their eyes and the concert closed without ceremony. John Howard Payne’s great poem contains but one sentiment and that 1s expressed in a single line, “There is no place like home.” This senti- ment prevails in the breasts of thou- sands of people who, while living in other places, will return to Grand Rapids during Home-coming Week to renew the ties of friendship and love that bind their hearts to our city. Arthur S. White. +2 ____ You can not always trust the mo- tives of the man who thinks he can tell you all about the motives of the Most High. +e» The fact that you are displeasing people is not evidence that you are pleasing the Lord. What Other Michigan Cities Are Do- ing. Written for the Tradesman. The Grand Trunk has at last gain- ed entrance to Kalamazoo and gen- eral traffic to that point opens this week. Jackson continues to grow as a manufacturing center. The corset making industry is important, ana one of these concerns now employ- ing 350 hands and twenty-six travel- ing salesmen is completing a factory addition, t1ox14o0 feet, four stories. There are three stop-over points west of Buffalo on the New York Central lines, Detroit, Battle Creek and Chicago, and Battle Creek is en- titled to the pride that it takes in this distinction. Grand Haven is looking up. Two new industries have been secured and one of them will employ 200 men, the other about eighty. The city needs more houses for its workmen as there is hardly a vacant house there to- day. Saranac is preparing for a harvest picnic and home coming festival, to be held Aug. 17. Bay City still leads in the manufac- ture of lumber in Michigan, turning out more than 100,000,000 feet an- nually. The city has about forty sawmills and woodworking plants, and its coal mining, beet sugar, fish- eries, cement and other interests are important. An artificial ice plant has just begun operations there. The business men of Hudson will hold a picnic at Devil’s Lake on la- bor day. Kalamazoo grocers have again changed their picnic date, this time choosing Aug. 18 and the place is Hague Park, Jackson. This will be grocers and butchers’ day for Kal- amazoo, Battle Creek and Jackson. Frankfort is planning for a home- coming celebration Aug. 23-25. Saginaw grocers and _ butchers spent Aug. 3 at Lake Orion. Nine coaches were required to carry the party. Almond Griffen. Made a National Reputation in Con- gTess. Congressman Diekema, of the Fifth District, has completed his first full term in Washington and is a candi- date for re-election. It is therefore fitting that the merits of his services should be clearly understood by the people, and with this in view the Tradesman takes pleasure in publish- ing the following letter, written by one of the leading business men of this city to J. J. Cappon, of Holland, in which the writer gives his estimate of the Congressman as a result. of personal observation and study dur- ing a long stay in Washington: Grand Rapids, July 29—I see by the papers that Congressman Dieke- ma will have to make a fight to get the Republican nomination this fall, It seems there are others. I think you know that I spent a good deal of time in Washington Guring last year. I saw a good deal of National politics and politicians. I met a large number of the members of the House and the Senate and I also met a lot of the best newspaper men of the capital representing the strongest papers in the country. While on the free hide fight there was in Washington a constant stream of men interested in the struggle coming and going whose particular business it was to meet the legisla- tors, size them up and then compare lotes., Through all this touching of el- bows I had unusual opportunity to judge the standing of many members of Congress. I heard frequent crit- icism and occasional applause. The result of this judgment is a firm be- lief that our Michigan delegation is an unusually strong one. It is away above the average. There are men in Congress who are not a credit to the district that sends them, men you would refuse to take to your home and claim as a friend; but the men mm our Michigan delegation are clean. able, high-grade men, and of the delegation none are superior to Mr. Diekema. In fact, in all fairness to the others, I think it may be said that although Mr. Diekema is serving his first term and several others out- rank him in length of service, he has in many ways become the leader of the delegation. This is witnessed by the cordial support given him by every Michigan member in his candi- dacy for the speakership. It is re- markable that a first termer should have the entire support of his own State as a candidate for speaker, It 1s more remarkable that he should have strong support outside of his own State. It is true that Mr. Dieke- ma has this support, and more, I be- lieve he has more than even chances of winning the election. Of course, you know Mr. Dieke- ma’s character, home life and busi- ness life are above reproach. Honest, clean, forcible, able and shrewd, he should be returned. He has already won for the Fifth District a place in National politics. He has made a National reputation. It would be a se- rious loss to Grand Rapids and to the district to change him for any new man. Van A. Wallin. nn NER You can not lead without love Chicago Boats Every Night Fare $2 Holland Interurban and Graham and Morton STEEL STEAMERS Boat train leaves 8 p. m. Grand Rapids at.. WORDEN GROCER ( OMPANY The Prompt Shippers Grand Rapids, Mich. RAMONA This Week A Next Week Aug. 18 & 19 Splendid Bill Thursday and headed by Gennaro Friday Meyers And his Japanese Warren Famous & Lyons A Little of Everything Venetian Band Fete Days More bewildering- ly beautiful than ever before. COMING---LILY LENA 16 MICHIGAN TRADESMAN August 10, 1910 THE HUMAN SIDE. Personal Experiences of Well Known Philosopher. All parts of a healthy human body have inter-relation to each other, and so have all parts of a health human society. There is a good deal of difference between a student and a_ scholar; every man who is doing a part of the world’s work is a student of his part, while the scholar studies the work of others. It is a question if those interested in education have ever looked around them to observe the demand that ex- ists for practical education. The phases of education that are neglected in a public way have been supplied in a private way for profit. Go along the streets of a city and you will find the demand for practi- cal education indicated by the sup- ply. You will find everything from a plumbing school to a barber col- lege. Go through the magazines and you will find correspondence oppor- tunities for almost every art, craft or science. Notice the courses and you will find that they all pertain to something useful, indicating that the demand is purely for knowledge as to how to make a living. You do vot find anything about Greek or Latin or English literature or theo- retical mathematics in any of these advertised courses. Why, several years ago a man in Chicago started a barber college. He evidently gave his pupils their mon- ey’s worth for he had opened branch- es all over the United States and has become a rich man simply _ be- cause he devised a system by which he could teach the knowledge of a useful trade—he got money by giving people the opportunity to make money. While it is against the academic traditions, yet it would be a great ceal more profitable to the communi- tv to turn out a good barber than a Greek or Latin scholar. Any man devising a scheme by correspondence or otherwise that will teach barbers to close their mouths will at once entitle himself to a place in the Amen corner in the most notable Hall of Fame. Down _ at Butler College the other day in In- dianapolis a strange thing ‘happened. Strange things are always happening to Indianapolis, so they have ceased to be strange, but any how, they helped to keep the eye of the public en the community betwen the presi- dential campaigns. Here is what happened in Indian- apolis the other day: A Greek and Latin professor, and a good one, 100, was seized with a violent fit of san- ity when he said that he was going tc give up his professorship to teach something useful, if it wasn’t already tco late for him to learn something useful; that the great danger in his continiiing to teach Greek and Latin was that he might inspire his pupils with the same enthusiasm for the languages that he possessed, thus rendering them useless citizens. Public education is defective, in- deed, when the real demands of edu- cation are supplied for private profit; it is defective indeed when those in- side of a defective educational institu- tion see its defects. A voice from without and within cries for the education of use rather than that of mere culture. The other day, according to a newspaper item, a convicted Cleve- land banker was received by the warden of the Ohio penitentiary with open arms. He was given a private dining room in _ the administration building and the services of a waiter. All this by reason of the fact that just now there is a shortage of ex- ecutive ability among the prisoners to assist the warden in conducting the institution. All this was followed by a storm c{ protest to the trial judge by peo- ple who had lost 25 per cent. of their deposits in this particular banker’s intitution. It is just the conventional ignor- ance of the people that every man who is overtaken by weakness or stumbles in judgment even although he has ability, should sleep in a bear pit and eat the slum gullion of those who constitute social dregs. If this banker has ability even al- though he has been adjudged unfit to associate with his fellows by reason of one act, the warden of the insti- tution would be very foolish not to avail himself of such ability and to not allow his charge to be of some use to the institutions of society. To take a man used to the ways of luxury and suddenly begin to feed him on slum gullion of a_ prison would mean almost certain death, and this man is sentenced to impris- onment—not to death. The practice of sentencing men of good ability to prison is just as fool- ish as sentencing average men to the prison for the purpose of example or punishment. In the first place a banker does not conduct his institution well and honorably for the mere purpose of keeping out of the penitentiary. If he conducts his institution well and censervatively it is for the reason that such an institution will attract patrons and make money ffor its stockholders—that is the chief reason he does not take that which does not belong to him. With very few exceptions the bank- ers who get into criminal difficulties have not had criminal intentions but rather they err in judgment. It is a rare instance where a man succumbs to the same weakness or the same error in judgment in a life- time. Any superintendent of motive power of any railroad, for instance, will tell you that every engineer undergoesa period of pessimism sometime in his career that causes him to become in- different or make errors in judgment. This period might occur on his first trip or his last, but it will occur sometime. So it is with men in other walks of life—they undergo a period of pes- simism which warps their judgment to error or indifference. To most of us this period comes early in life, when our affairs are on a small scale and with proportionate consequences. But it passes away and gives place to saner vision. These periods come unto bankers. They will loan money through an er- tor of judgment to a man or an in- stitution and they will have to keep on loaning money in fear of losing the amount of the original loan. Then there is always the tempta- tion to make loans on large commis- sions to which many a good banker succumbed during the brief but me- teoric career of the late Cassie Chad- wick, Many a smail town banker has loaned sums to a local manufacturer and extricated himself by starting a rumor that the plant was to be mov- ed to a rival town when the citi- zens would subscribe enough stock to free the banking debt. In other words, these bankers get themselves out of penitentiary for one crime by committing another. There is a good deal of splendid ability tucked away in prisons simply by reason of one error in judgment rather than through an actual crim- inal intention. Any of these men might become valuable members of society were it not for revenge and hate that exists in the minds of the depositors in the institutions that suffered by reason of their error in judgment. It seems to the writer that a man who has had the ability to rise to the position of a banker in his com- munity should be accorded the same leniency in his first offense by a Fed- eral court that the average laborer or mechanic is affordéd in the police court. Why not give him the same chance as in the case of the sewer digger or the factory boy? When a banker commits a crime against the banking laws let him be sentenced by fine or imprisonment but suspend the sentence. Let the judge parole him to a committee of his fellow bankers who would act as trustees over ‘his future transactions. In this way the man of good ability could perform his functions to so- ciety and yet remain within control of the law. Why not give the banker with good ability the same chance as the sewer digger and factory boy of me- diecre ability. Our emotions which confine a man to imprisonment are just as insane as the emotions we display in some of our acts of generosity. Remember, that a banker does not conduct an efficient institution be- cause ‘he is threatened by prison bars, but rather by reason of the profits which accrue from efficiency. To suppose that a man who has done a wrong will always do wrong is to assume that-life is without progress. It is the error of judg- ing by exceptions rather than judg- ing by a law of averages which oper- ates for good rather than evil, econ- emy rather than waste. Just now we are talking about conservation of our natural resourc- es, but the greatest conservation is the conservation of men. Do not look at this problem from a standpoint of love, or of right, or truth, or justice, or for its own sake, 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 1-10 miles on one gallon of gasoline and outdid its nearest competitor by 50 per cent. f you want economy—comfort— simplicity—freedom from all water troubles—light weight and light tire expense—look into the Franklin. Catalogue@n request. ADAMS & HART West Michigan Distributors 47.49 No. Division St. Eastern See Time Cards The Manistee & North-Eastern Railroad Is now operating its New Line Between Manistee and Grayling Affording the Most Direct Route Between and Western Michigan Two Trains Per Day Each Way Making close connections with the Michigan Central R. R. at Grayling Grand Rapids & Indiana Ry. at Walton Pere Marquette R. R. at Kaleva Steamer Lines at Manistee D. RIELY, Gen’! Pass. Agent. \e * ) rn sn es -. ‘ , w ‘ o er ee a Yr ' t a € _ 4 sn f t = ™ ~ \ ait | Rd i mes ) - | z y ae - , at. sg t3 ‘ ee ae ' t r - es soos 4 “ae «we # 4% j a 2 August 10, 1910 MICHIGAN TRADESMAN 17 but from its economical phase. Think of the waste of shutting human abil- ity behind stone walls to sleep in a bear pit and eat slum gullion. Would we throw an automatic ma- chine cut in the weather to rust sim- ply because it did not work once, or worked wrongly once? When we begin to treat humanity with the same economies that we do machinery and materials then we will be more humane, An idle machine is a useless ma- chine. An idle man is a useless man, and tc enforce idleness upon a by imprisonment is man’s real crime against man. man We are just beginning to look at cur criminal problem in its economic relation, in its intellectual relation. We have been viewing it inits emo- ticnal relation—that the criminal should be punished as a revenge for his crime, or as an example to oth- ers who are criminally disposed. We will always have men with us who should be confined, not for rea- sons of punishment, but because they ere diseased of mind. If a merchant ‘has stock on hand that can not be sold by reason of its defects he does not throw it burn it up allow it to become totally worthless by neglect. He ren- ders it valuable and le has to spend money in bestowing labor on it to render it useful. If a manufacturer has material in his stock room or yards that he has eequired and which can not be used for its mtended purpose, he does not allow it to constmme space and eat up the interest on the money invest- ed in it. He uses it somehow, even if he has to devise a special means ior rendering it useful, It is the policy of every well regu- iated business institution that every- thing about it should work; that it should perform some function to the final purpose of the tion. And so it is, or rather so it should be, with society in general. Every of it should work and form his function to the final pose of society. Every defective member of ciety should be rendered effective even at the expense of other mem- bers of society. All problems are lems. away, or saleabe even if whole institu- member per- pur- so- economic prob- Most of the inmates of a penal in- stitution observe the rules, require little or no attention on the part of the guards and are released on good behavior before the expiration of their terms. One of the purposes of a penal in- stitution, aside from that of punish- ment or revenge, just as you have a mind to call it, is to keep the prison- ers under observation. Now, in most cases, this observa- tion could be done as well with a man out of prison as in prison. That is just what the probation system proposes to do and is doing. It costs no more to maintain a pro- bation system than it does a jail, a workhouse or a penitentiary. The probation system keeps men under observation while they are at work—while they are performing their functions to society; it is an economy to society, for it keeps men at work rather than in idleness. This probation system was in part installed in Cleveland the first of the year under the charge of J. B. Vining, | a man who has done a great deal to- wards taking charity and corrections cut of the emotional pursuits and making them of the economical sci- ences, The purpose and workings of the probation system is best by a few typical cases taken from the files of the Cleveland office, which by the way is operated in conjunction with and in the same building as the city police court. explained Maurice Blank, aged 59, prosperous appearing junk dealer, is brought up charged with neglecting his children. The testimony shows that Maurice ‘has twelve in number of off- springs, ranging in ages from 9 to 30 years. The mother of these died two years ago and in less than a year Maurice took upon himself another. Now, in common with other women who occupy like positions, the new wife cared not for the younger chil- dren, and they were cast from the household to their older sisters, sev- eral of whom were married. The sons-in-law were perfectly willing to shelter the castoff minor members of minor the father’s household, but thought a} little cash contribution would help to maintain this willingness. The charg- es of the attempt to extricate Maurice’s court. It will be law in sons-in-law in this was appearance an the in cause of police understood that there Ohio as in many making it a penitentiary offense to neglect minor children. iS 4 states, | The testimony showed that Maur- ice’s record as a citizen was good, that he had never been arrested be- fore. The police judge fined him $100 and costs and three months in the work- but the ipended and the case turned over to the probation office. Now, the probation officer looks into the case to the extent of a visit ito Maurice’s home and business. He jlearns of Maurice’s ability con- ‘tribute to the maintenance children much in spirit of credit Then he the office and requires of him a sum consistent with his means to the sup house, sentence was sus- to his the into of the him man. calls head of the defendant and in police court again and the tence executed. sen- Now, if this man had been actually fined and committed to the the State parties; not to the actually injured his himself and been deprived family, Sc} ciety would have of kis earnings during ‘his confinement. S é The more probation system is than a for collect the debts of delinquent system ing members society, whether it be in service. It is for not make while an economy, charge of a man debt in t ; leht ' eprey] + WMS dept if Fearn fie a public paying ‘his punish ment—he pays dium of exchange that adopted—money. | here is one case in the offi iknown as the Comet Party. On the ' i | iInight when Halley’s comet was su yosed to cross the earth's 13 1} boys, ranging from to 24 year: 1 lgot in a foundry yard on the edge of a hillside in order to obtain a better the astroiomical spectacle. While they waited they yelled, howl- ed and all with lusty voice, and a few cans of beer added view of sang songs | a little recklessness to the party. |After they had sung all the songs they knew, and in order to throw a the they began pushing a lot of moulding flasks crucibles off the hill a gully several hundred feet below, and uprooting of trees and the loos- ing and fall of huge rocks on the hill- side added much to the good scare into neighborhood and into sport of the evening. The owners of the foundry learned port of his children, which in this} case happened to be $6 per week. The $100 fine and workhouse sen- tence remains as a club over the in case he | ly wanted fails to remit, the case is brought up| work- | house, the fine would have gone to |the probation department with heavy nothing | of ~ money or | it does | society has | ; I . 1 i yath, eight | the identity of the attendance of the Comet Party in their yards and ibrought charges against them in po- jlice court. These foundry owners, in |their conventional ignorance, natural- to the and punish boys make an of them to other to make a prepared to itheir damages at $500. “example” LL : iboys, so in order good |case they were prove The boys were all turned over to | lfimes and workhouse sentences over | them. They were all working boys jand of good families. The probation iofficer made a visit to the scene of | at y - g t the party and arranged for another party—-that is, the boys were to get ropes, and with their own labor re store the owner’s property to its original position. The evening the \last party was pulled off the neigh- jbers got down in the gulley and iseered, but as some of the crucibles proved to be too heavy, the neigh- |bors’ jeers were finally turned to |helping hands. One man took his |team nd dragged some of the heav- lier iron flasks up a mile around the Il. As soon as the foundry owners saw that there was a disposition to il’o them justice, they reduced their jdamages to $40, the cost of repair- IF A CUSTOMER asks for HAND SAPOLIO and you can not supply it, will he not consider you behind the times? 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. 18 MICHIGAN TRADESMAN August 10, 1910 ing the broken flasks and this was paid into the probation office in sums of five dollars by each member of the perty. As a result everybody got justice, the foundry got their stored and the boys did not lose a day’s work—and more valuable lesson was taught than by conventional punishment: That which property re- above all a is destroyed by effort must be re- stored by effort. Another typical probation case is that of Pat Blank, a powerful Irish- man, aged 37. He is employed by public sewer contractors at $4 day and does work exclusive to him by reason of his superior strength. He has been at continuous work for per ten years except while serving two workhouse terms of two months each. His besetment is drink with 2n occasional fighting drunk. A visit tc this man’s home over a rag _ pick- er’s warehouse in the meanest of neighborhoods reveals the most wretched condition imaginable. There was a wife, and children all born two years apart. There were old tin cans, on the stairway leading to the family quar- ters; the bare of ing, the plastering off the walls and ceilings, dishes and cooking utensils were few, the food supply was zero and not a broom, cake of soap could be found about the place —all in the face of the fact that the head of this ing $4 per day. At present the Cleveland probation office has not the funds necessary to deal with a problem of this kind in its proper manner. seven trash and garbage floors were cover- mop or household was. receiv- This is a case where it is as much the woman’s fault as the man’s—it is simply that the woman does not know hew to make a home. Pat finds the atmosphere of the corner saloon bet- ter than that of ‘his home. Yes, and he likes free lunch better than his wife’s cooking. A probation system in_ its plete working should include a corps of women versed in domestic science in its simple form, who could draw this man’s pay each week, or a part of it, move the family into decent quarters, show the woman how to keep clean and clothe the children and how to cook corn beef and cab- bage. Well cooked corn beef and cabbage is as good an anti-booze remedy as any Irishman needs. com- Out of 267 cases under observa- tion in the Cleveland probation office sixteen of them have been women, but only two of these have been ben- efited. This, the probation officer says, is partly due to the fact that the funds at their disposal will not permit a sufficient force to keep them under observance, but principally ow- ing to the fact that women suffer from that tradition of past genera- tions: “A woman once down is al- ways down.” There is no reason for this save as it exists in the minds of people. The general work of a_ probation system includes a complete card in- dex on all suspended cases in a po- lice court. Following these might include visits to homes of delin- quents, office consultations, telephone calls and correspondence. and the any commercial It is simply a book-keeping follow-up system and performs same function. of economic institution, economy as system in any the the law. As learns that there rendered in the court cases, there the expense of hiring lawyers to repre- sent them on_ either side of the Take this comet party as an illustration: Had the foundry owners krown the probation office’s attitude they would not have gone to the ex- It performs an economy in working machinery of soon as the public ‘s simple justice treatment of police will be less tendency to go to case, pense of hiring a lawyer to represent them in having the boys “punished” and to make an “example” of them. Neither would the boys’ fathers ‘have had to employ their sons. lawyers to defend Justice is given in spite of the law- yers and not by reason of them. In Paris, France, the bation system use where pro- for ten reduced number of reappearances in lice court by 50 per cent. has been in more than the years, it has po- In the “Story of the Bagman’s Uncle,” in Charles Dickens’ Pickwick Papers, there is a description of a old returning home to ‘his lodging at a late hom after a Scotch feasting and drinking bcut. He passes a wheelwright’s yard and stops to contemplate a lot of worn-out stage coaches huddled there in the most desolate condition aginable: well-seasoned boy, im- “The doors were torn off from their hinges and removed,” as the descrip- tion runs, “their linings had been stripped off, only a shred hanging here and there by a rusty nail, the lamps were gone, the poles had long since vanished, the iron work was rusty, the paint worn away; the wind whistled through the chinks in the bare woodwork, the rain, which had collected on the roof, fell, drop drop, into the insides with a and melancholy sound.” The above description is not tinent to the subject of this editorial, but it is quoted as being so typically Dickens, and to give a more com- plete picture to the pertinent part which follows: “My uncle rested his head on his hand and thought of * * * * the numbers of people these crazy mold- ering vehicles had borne, night after by hollow per- night, for many years and through all weathers, the anxiously expected remittance, the promised assurance of health and safety, the sudden an- nouncement of sickness and. death. The merchant, the lover, the wife, the widow, the mother, the school boy, the very child that totters to the door at the postman’s knock— how they all looked forward to the arrival of the old coach.” Did you ever think what the com- ing of the mail man means to a mod- ern business? The coming of the mail man brings as much joy and sorrow to the modern business as to the home. He brings joy in many small or- ers, as in one large order in which effort, money and anxious’ waiting have been expended in obtaining; he brings the remittance just in time to save the the bank, or saves the embarrassment of asking an additional loan to meet the week’s payroll, or take a discount on a large bill of pur- chases; he information of prosperous trade conditions; a renewal of a note at enables you to brings favor- ble comment on the goods you have and the that has befallen your competitor—year after year and in all The coming of the mail man brings sold to a satisfied patron news of a business disaster weathers. aisappointment by the small number o: small letter telling you that the long hoped for order in which effort, money and time in anxious waiting have been ex- pended ‘has been placed with another concern, or that its placing had been long deferred; the the cancellation of ceived with fore; he orders; he brings a mail man. brings a latee order re- the urgent requests to meet obligations that your conscience joy only day be- brings tells you should have been met long apo> he the bank to reduce your most inopportune times: brings requests from loan at he brings excuses for not sending the long expected re- mittance; he the goods your best patron, the knowledge of dishonesty on the part brings kicks on from oi your trusted representative, or one to whom you had extended large credit; the mail man_ brings the knowledge of an expensive error on the part of an employe or a depart- ment, and the triumph of your competitor—year after year and in all weathers. You do not run to the door to meet the mail man, as in Dickens’ description, but you often feel like aL. You the Mews Of a business go to window of your “MORGAN” Trade Mark Registered. Sweet Juice Hard Cider Boiled Cider and Vinegar See Grocery Price Current John C. Morgan co Traverse City, Mich. USE THE 1ONG DISTANCE SERVICE MICHIGAN STATE. TELEPHONE CO. f The cash register, computing scales and ’phone save your time. The housewife appreciates savers too. Then tell her about MINUTE GELATINE (PLAIN) ne ee ee It is all measured. Every package contains four envelopes. Each holds just enough to make a pint. Time of measuring saved. It requires no soaking. It dissolves in less than a minute in boiling water or milk without first soaking in cold water. More time saved. Besides, it is the clearest, firmest gelatine to be had. Use these talking points and they’ll help the sale. The sale helps you. It Pays 36 per=cent. Don’t sell at less than two packages for 25c. It’s worth even more. Send your jobber’s name and ask for a package totry yourself. It’s free. MINUTE TAPIOCA CO., 223 W. Main St., Orange, Mass. time=- 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 Exchange during the past two months, many exchanges and long distance lines _ MORE THAN 10,460 TELEPHONES In its Grand Rapids Exchange alone, and about 25,000 telephones in other It has already paid FIFTY QUARTERLY DIVIDENDS And its stock is a good investment. INVESTIGATE IT its Grand Rapids anda great growth in others of its , so that it now has Pan & IP SEALED BOXES! arcs @ eee 2 Boxes-60in case (120'®s) ‘ EBSD |Domno Menrscrsno SuG AR 9 Boxes-241n case (120'®s) BEST SUGAR FOR TEA AND COFFEE! ‘ August 10, 1910 MICHIGAN TRADESMAN 19 : 4 private office, watch him as he cross-|‘Declare unto us your mind concern-|and the kingdom, and the power, and ala es the street, or sit at your desk and|ing the things ye have written.’ the majesty, of all ages. Blessed be \ listen to his foot fall along the hali| “Then began the first, who had|the God of Truth!’ , and think him very slow—he is not|Spoken of the strength of wine, and “And all the people then shouted half so concerned in his burden as 524: and said, ‘Great is Truth and strong ‘i <~< those who receive it. ‘Oh sirs, how exceeding strong is |above all things!’ And the King said \ if wine! it causeth all men to err that|unto him, ‘Ask what thou wilt and ice eenealll What the mail man brings is as a es ¢ : we will give it thee; for thou art in- deed found wisest of all.’ ” David Gibson. drink it; it maketh the mind of the King and of the fatherless child to be all one; of the bondman and of lottery to a business, with all its real- izations of hopes and_ disappoint- ments, and there are as many draw-|the freeman, of the poor man and of To eT ings per day from this business lot-|the rich; it turneth also every Couldn’t Lose Him. Are You a ° . . 6 > ~ > reacterdav tery as there are mails per day. thought into pollity and mirth, so When I got home yesterday I Troubled Man? We want to get in touch with grocers who are having trouble in satisfying their flour customers. To such we offer a proposi- tion that will surely be wel- come for its result is not only pleased customers, but a big re- duction of the flour stock as found that my wife had gone home to her mother.” “You did? What did you do?’ “Oh, I just ‘hurried over there and had a good meal, too.” lt It takes a lot of lies to get some people a reputation for truthfulness. that a man remembreth neither sor- row nor debt; and when they are in their cups, they forget their love both to friends and brethren, and a little after draw their swords. Oh sirs, is not wine the strongest, see- ing that it enforceth to do thus?’ “Then the second, who had spok- . You arise from your warm bed in winter, or leave your cool home in summer amid the grass, the hills, the trees and the clear sky; you bolt a breakfast and hurry to the city. The women of your household, and those who- do not understand, give you credit for strength of will in the re- pression of desire, but really it is|en of the strength of the King, be- well your desire—to see what the mail|gan to say: Ask us what we do in cases man brings. And no one would| “‘Oh sirs, do not men excel in of thts kind, and how we Nave 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 won the approval and patron- age of hundreds of additional dealers recently. The more clearly you state strength, that bear rule over sea and land and all things in them? But yet is the King stronger: for he is their doubt it to see you cut the string on the bundle, run through the pile and indicate your anxiety as you pick this apa. Se eal inic r “m: I ' epi @ our case, the more accuratel letter or that one, cutting them open | lord and hath dominion over them; the productive tissue building qualities a dan autline eae vatthd of and eagerly reading each as though|and in whatsoever he commandeth so necessary to the worker. procedure. Write us today! VOIGT MILLING CO. GRAND RAPIDS, MICH. them they obey him. If he bid them make war against the other, they do it; and if he send them out against a ruling you and the turn passion for game possessed the opening of a letter were of a card on which you had Wizard Graham Flour There is something delightfully re- freshing about Graham Muffins or Gems staked your last. the enemy, they go, and overcome —light, brown and flaky—just as pala- os ae ; ‘ ; ; Ce La table as they look. If you have a long- 2 What the mail man brings in’ the|mountains, walls and towers. They ing for something different for break- | : 7 “ ee Pe ‘ina. i ae : | e fast, luncheon or dinner, try “Wizard” a ~ i } front door of the office is the barom- | slay and are slain, and transgress | Graham Gems, Muffins, Putts, Wafties ~"s eter that forecasts the high or low]not the King’s commandment; if they or Biscuits. AT ALL GROCERS. % ee i . : . a y spirits of everyone about a business|get the victory, they bring all to the on a "Ee $ . . nee ‘{ 1 * g institution, to the humblest at the|King. Oh sirs, how should not the Wizard Graham is Made by ) ae ales tf back door, for any or to all it may|King be strongest, seeing that in Grand Rapids Grain & Milling Co. eae ' mean such sort he is obeyed” L. Fred Peabody, Mer. approval or disapproval, pro- | motion or demotion. “Then the third, who had spoken of Grand Rapids, Michigan | nanan ne a What the mail man brings in the} women and of Truth, began to speak: SS - oe door of the office may mean joy or| “ ‘Oh sirs, is not the King great, 4 scrrow in loss to the household on{and men are many, and wine is “\ the avenue, and this same joy or sor-|strong? Who is it then that ruleth|f| 4 row may extend down and effect|them, or hath the lordship over |ff| ¥ every walk of life; it may involve|them? Are they not women? Wom- i, - the taking on or laying off of the|/en have borne the King and all the] ereso a O ul r common laborer and thus bring the|people that bear rule by sea and a - same joy or sorrow to the hovel in|land. Even of them came they: and the alley. they nourished them that ‘planted the - ‘ We might stand to-day contem-|vineyards, from whence cometh the 4 | plating a lot of old aeroplanes hud-|wine. Yea, a man leaveth his own Is a high erade r = (led together in a birdman yard,|father, and his own country, and ) with their broken ribs, bent braces,|cleaveth unto his wife. By this also i tangled wire stays and tattered can-|must ye know that women have do- vas, just as the bagman’s uncle con- templated the old stage coaches in the wheelwright’s yard that night in Dickens’ tale, but whether the letter comes by stage, water, rail or sky, we take from the mail man’s hand most of the world’s measures of joys and sorrows—year after year and in wll weathers. “It came: to pass in the reign of King Darius that three young men minion over you: do ye not labor and toil, and bring and give all to wom- en? Yea a taketh his and faceth danger and darkness for his love. Oh sirs, how can it be but women should be strong, seeing they do thus? “*Yet, Oh sirs, is there a stronger than women? Great is the earth, high ic the heaven, swift is the sun in his course, for he compasseth the heav- ens round about and fetcheth his man sword, Spring Wheat Patent Made for and sold cecurse again to his own place in one day. Is not the Maker of these things great? All the earth calleth upon Truth, and the heaven blesseth her: ior with her is no unrighteous thing. Wine is wicked, the King is wicked, women are wicked, and they all pass away. But as for Truth, she abideth and is strong forever; she liveth and conquereth for evermore. With her of the King’s bodyguard spake one to another, saying, ‘Let us each write a sentence concerning that which is strongest: and he whose _ sentence shall seem wiser than the others, un- to him shall the King give gteat gifts and great honors in token of victory.’ So wrote every man his sentence. The first wrote, Wine is the strongest. The second wrote, to those | who want the best they we JUDSON GROCER CO. . Ve The King is the strongest. The|there is no accepting of persons or il iT ] are. :S St: yards; S he things 4 . third wrote, W omen are strongest; |rewards; but she doeth the thing Setribatoré but above all things Truth beareth|that are just and refraineth from all unrighteous and wicked things; and all men well like of her works. Neither in her judgment is any un- righteousness; and she is the strength, aia away the victory. Then they took their writings and delivered them un- to the King, and so he read them. And he said unto the young men, GRAND RAPIDS, MICH. do MICHIGAN TRADESMAN August 10, 1910 Spinsterhood Has Its Advantages as Well as Disadvantages. Written for the Tradesman. With a frankness due, perhaps, to ihe fact that she does not now, and probably never will, know me per- sonally, an unmarried woman, 40 years of age, living in New Jersey, writes me and lays bare the secrets of her heart. She tells me she is not happy and asks whether I have any word of solace for such as she. This far-away fiiend does. not write like a “new” woman, nor has she espoused any profession or car- reer, nor is she a bachelor girl who, with deliberate defiance, has chosen independence as her portion. She is nothing of the kind, but simply a quiet little body whom vulgar peo- ple, when behind her back and some- times, alas! to her face, call an old maid—a woman who, in the choos- ing- of partners in the game of life, has for some unaccountable reason been left without a mate. Poor little heart! Her condition— ihe condition of every woman who finds herself in middle life with the years stretching bleak and dreary be- fore her—logically demands conso- lation. Whether or not she acknowl- edges it even to herself, she is not satisfied; for there is implanted in her nature a desire “to have an idol and to be her idol’s idol,” as Mark Twain so aptly puts it. Missing this compound, double-and-twisted idola- try, life seems to her an empty fail- ure. For the woman who has a many- sided nature, to whom the world of achievement beckons with innumera- ble compelling hands, the case is dif- ferent. She easily can discover a dozen outlets for her utmost ener- gies, and, failing of ‘husband and home, still may find life so full and complete that she will scarcely real- ize that she has missed one of the chief experiences of existence. But the woman who, like the one who writes, is constructed simply “on the old domestic plan,’ who by her very nature is made for home life and nothing else, if she does not find it is to be pitied. She may well be likened to a little bird with only one song in its tiny throat; if no one wants to hear that particular little ripple of melody its repertoire is exhausted; it can not warble forth a different tune. To begin with, taking life by and large, considering humanity as a whole, I most heartily believe in mat- rimony; and am fully persuaded that the married state is the proper and normal condition for the great major- ity of persons who are of suitable age and otherwise qualified for en- tering upon it. Despite all the mis- eries brought to light by the divorce courts I can conceive of no state of civilized society with matrimony left out in which wretchedness and woe would not be infinitely augmented as compared with present conditions. While believing firmly in the insti- tution of matrimony, let me say that as I see life marriage, at least during this present mortal term of existence, -s intended by an All-wise Power as an education, a preparation, a disci- pling, and not, as certain writers of sentimental fiction would have us be- lieve, as a prolonged pleasure trip of unceasing delight. It is not with any trace of sarcasm or covert sneer that 1 advance this idea, but as the re- sult of much thoughtful observation and study. If my New Jersey corre- spondent has read Mary Jane Holmes or Laura Jean Libbey until she holds to the pleasure trip idea, let her give my view of the matter fair considera- tion, and in time she ill find it a fruit- ful source of comfort. If a bit of a philosopher she will reach the con- clusion that for some reason her na- ture does not require this disciplinary experience, and so she is not getting it. She may even surmise that she is good enough without it. If theo- sophically inclined she will decide that probably she had a_ thorough matrimonial training in some previous State of existence and so does not need it in this. I think my friend is somewhat of a dreamer and in her hours of soli- tude she has constructed her hero. Although made of purely imaginary tissue he is firm of will, strong of arm and masterful in achievement. Most surely it would be far pleasant- er to pass through life leaning on his strength than it is to go stubbling it along alone. Dear little friend, it is not from the contemplation of the ideal that you will derive consolation, but by look- ing at things as they really are, by observation of the “squalid actual; net in dreaming of the kind of a hus- band you would like to have, but in seeing with clear and unbiased vi- sion the kind of husbands your friends and acquaintances who matry actually get. If you will use your eyes insteal of your imagination you will soon see that had you ever married it must have been not to the demi-god of your dreams, but to some _ living, breathing, mortal man with human faults and frailities. Perhaps he would have had a bad temper or a rasping, disagreeable voice or he would ‘have been addicted to a foul-smelling pipe or would have had other and worse predilections. There always is some blot to mar the fair page of perfect happiness. The wife of one of the best men I ever knew confided to me that even her husband was not faultless, and while she did not seem able to de- fine or describe just in what particu- lar he fell short, she remarked sadly, “You certainly must seé there is something very peculiar about Mr. A” There it is. If a man has no cther vice or failing, then there is “something very peculiar” about him. Do not imagine your husband would have been any exception to the rule. You eat your bread and drink your tea in silence and alone, and down in your heart honestly lament that there is no manly face across the ta- ble. But think a moment of the thou- sands of wretched wives who are sur- reptitiously ‘slipping some powder or decoction into the cup that goes to the other side in the hope to break off a liquor or drug habit that is sap- ping health, capability and even life itself. A while back a leading woman’s pe- riodical advertised as one of their forthcoming attractions an exposition of the subject, “How To Get Money Out of Husbands.” Under a modi- fied title some of the results of the investigation as to family finances made by this publication have recent- ty been published. It is a live, up-to- date journal that has been doing this, and the fact that they chose such a subject proves it to be of interest to large numbers of women readers. It would seem that just the sight of that advertisement would have gone a long way toward making every unmarried woman who read it contented with her lot. The spin- ster, whatever be her financial con- Gition, whether she has an indepen- dent income or is obliged to get out and hustle for her daily bread, ob- H. 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National Gaudy Co. s . — . - fe : j ill aor, ea Ae ; v 4 t t XR j ith ape ss 3 Se, = — s ' sy + - 7 a, ™ > ] a EY ~~ - q > » as 4 ™~ ‘lis wie August 10, 1910 tains her money without begging for it and can spend it as she pleases. When she wants a 15 cent handker- chief or a new hair net she can go and buy it without first having to lobby an appropriation bill through an adverse and stingy legislature. Since our friend’s observations are to be fair and impartial, she will, of course, see that the unhappiness that exists in many homes is due fully as much to the shortcomings of the wife as to the follies and imperfec- tions of the husband. Indeed, it will come to her as a kind of shock when she sees what sour, nagging, fault- finding creatures many of her school girl friends have become; and_ she may take to herself an added morsel of cheer, when she reflects that had she married she might have fallen in- to the same ruts. Did space permit I could go on and present to my New Jersey reader many more phases of common. experi- ence that have consolatory aspects; but already I see her far less pensive than when I began. My homely, mat- have taken hold of her and she is beginning to brace up and see that life, while it does not offer her a lover’s paradise of bliss, may still afford her endless possibilities of solid comfort and sen- sible enjoyment. ter-of-fact observations From some remark she let fall in her letter, I gather that my friend has had her little romance, which for some reason came to naught. May be he went West and never returned; or there was some _ misunderstanding and he went away with wounded feel- ings and afterward married someone else; or, perhaps, he died. Anyway, it is evident that this long-ago suitor corresponds very closely to that im- aginary hero of whom we have spok- en; indeed, the two have become in- extricably intertangled in my friend’s mind. The romance is all right and I am glad she had it; but let me tell a story, which, even if it has been told in this fit- ting that it will bear repetition. connection before, is so In India, just outside the city of Agra, is the Taj Mabal, a most won- derful piece of monumental architec- ture. It was built by the Emperor Shah Jehan as a tomb for himself and his favorite wife, and on it 20,000 workmen were employed for over twenty years. An American gentle- man traveling in India had previous- iy made a close study of the plans and descriptions of this marvelous structure until it stood pictured in his mind complete and perfect in every detail. The question naturally arose, Should he go to see the tomb? Very wisely he decided not to do so and turned him home without ever laying his eyes upon it, because he well knew that no real edifice of marble and mosaic or even of gold and precious stones could equal in airy grace and beauty his mental im- age of the Taj Mahal. Do T need to press the moral upon my New Jersey friend or upon the sisterhood of spinsters at large? The joys of ‘fulfillment have not been yours; but neither have you suffered the pangs of disillusion. Quillo, MICHIGAN How Germ Works in Human: Blood. Have you ever seen an ultra-micro- scopic cinematograph? Don’t be worried if you have not, for it is the recent invention of a French scientist and physician, Dr. JeJan Comandon. If American ther- apeutics takes to its designed pur- pose, you may have a chance soon to see the apparatus in operation. In brief, it is a machine designed to show the smallest of our destructive germs working within the human blood on a scale that makes a fly virtually as large as a_ circus. ele- phant. -This complicated mechanism not only shows the devouring germ at work in a blood corpuscle but keeps a perfect picture of them for the screen. A patient may be suffering from tuberculosis A drop of the patient’s blood is drawn and put fresh upon the slide. The red corpuscles are seen individually, with the swarming, tiny, threadlike white germs moving actively in the white corpuscle mat- ter, occasionally attacking a red cor- puscle and boring into it, deforming the minute blood drop, which indi- that the consumptive is in a retrograding stage of the disease. cates Under the same conditions the drop of blood from the patient who is slightly ailing or is building up shows the white threads of the dis- ease making assault upon a red cor- puscle. Then the white corpuscles immediately surround the tuberculo- sis germ in active fight. These white corpuscles increase in size as they fight. They surround the germ like tigers, battling until a white corpus- cle suddenly siezes the germ swallows it. That fight is over and for the time being the red corpuscle is protected. and That white corpuscle that always is in the blood remains as long as pos- sible an aggressive agent against the bleod that is germ infected. But un- der the light of this new French pro- duction it that an overplus of germs in the blood may render the white fighter discouraged after a time. and less powerful. has been shown He is less aggressive 3ut when a red corpuscle containing a germ disap- pears the system will replace it with a healthy one if possible. The sleeping sickness of Africa has been traced to the effect of a little germ called trypanosoma. When the victim, Overcome, passes into the sleeping stage of the disease he is in- curable. Two hundred thousand out of a total of 300,000 population in a certain district of Africa have died of this germ, This germ trypanosoma of the nearest immune from attacks of the white corpuscle of the human blood. The germs, in swarms, ere more numerous and more active. The germ bores rapidly as a gimlet in- io the corpuscles, and when attacked hard to overcome. After awhile the white corpuscle seems to give up, and the gimlet germs mul- tiply rapidly until they occupy al- most the whole portion of the white element in the blood. In this condi- tion the red corpuscles are _ split, broken up and disappear, leaving the victim to death. This new machine of the French a5, ONE proves TRADESMAN inventor has proved a vast improve- ment upon the best microscope in that it shows in far larger diameters the blood corpuscles and the germs attack. croscope many germs are so nearly in active Also in the mi- transparent that they do not show in the slide, with the light from below. In this new ultra-micro- scope the light is let in upon the ob- jective glass with background, mak- ing the objects shown far clearer to the observer. To make light sufficient was another difficulty, as this light, of whatever character, would produce coming intense heat. In overcoming this fault Dr. Comandon had recourse to a water chamber intercepting the heat rays of the light. The speed at which films may be taken average a speed of sixteen sec- onds, with one-thirty-second of the lamp between in darkness. The ultra- microscope magnifies an object from 10,000 to 20,000 diameters, and it may be thrown on the screen in_ these proportions. A fly under such condi- tions assumes the proportions of an elephant. Old studies always have taken time, required a close and microscopic unflagging attention, even after col- oring matter has been introduced in the subject germs and_ corpuscles. There is no movement of the mi- crobes—-nothing to show its move- ment under attack of the white cor- puscles of the blood. On the other hand, the ultra-microscopic cinemato- graph the active blood microbe movements, and in recording these makes it possible for the medi- cal the shows and instructor to show his clinic actual diseases. Ellis. processes in germ Irwin a Novel Definition of Poison. It has been found difficult by au- thorities to define the word poison. For instance, a dose of powdered glass will kill a man, but can it be said ‘to “poison” him? There are plenty of splinters in the ladder of life which one does not notice until he begins to slide down. hee 21 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. Locationin center of richest potato district in Michigan. Ad- dress No. 413 care Michigan Tradesman. 50 Years the People’s Choice. Sawyer’ CRYSTAL DOUBLE STRENGTH. enna ifting Top Boxes. Sawyer’s Crys- tal Blue gives a beautiful tint and restores the color to linen, laces and goods that are worn and faded. it goes twice as far as other Blues. Sawyer Crystal Blue Co. 88 Broad Street, BOSTON «- -MASS. } roe ; 9OOOO000 OOOO 56600004 Simple Account File Simplest and | Most Economical Method of Keeping Petit Accounts File and 1,000 printed blank bell heads. ............ : File and 1,000 specially printed bill heads...... Printed blank bill heads, per thousand... ......... Specially printed bill heads, per thousand..... disse, 8 OG $2 75 3 00 I 25 Tradesman Company, Grand Rapids. wrvvwrvwvvVwrVveVeVeEVyewel rll rl rrr e eee errr eee nda le, Gn in bn in bin bn bn be, Gn di by Gn in din hin di, bn hin bin, hin hin hin bin di, lin, dn li, lin, dn Ln din di, di, die, ti ti ti i ti a i i : Terpeneless Foote & JeENKS’ COLETIAN’S Lemon and Vanilla Write for our ‘‘Premotion Offer’’ that combats “Factory to Family” schemes. Insist on getting Coleman’s Extracts from your jobbing grocer, or mail order direct to FOOTE & JENKS, Jackson, Mich. (BRAND) High Class MICHIGAN TRADESMAN August 10, 1916 = = — —_ = —- —_- — - = v GOODS ~ - SELLING TO A CROWD. Situation Which Angers Even the Best Clerks. Written for the Tradesman. The dry goods clerk who can get his customer away in a corner and tell her how well she will look in that material, and how her friends will envy her the style of that glorious bit of dress goods, is a lucky man. The clerk who can get a lady away, all to himself, from the comments of chance friends and interested rela- tives is pretty certain to make a sale. How are you going to sell goods to a lady whose mind is be- ing torn into fragments by conflicting epinions? It simply can not. be done. When the clerks’ union gets strong enough there will probably be a law passed prohibiting ladies from hunt- ing in packs—that is, shopping in re- lays and phalanxes. It is the thing which clerks hate most—this having to please ten in order to get the bank roll of one. James will tell you all about that. James “clerks” at the Bargain Cen- ter, which is not the bargain center at all, but a dry goods store on the outskirts, where the clerks wait on all the counters, and know the goods from the front door back. He is rather a foxy young man, and if you ask him he will tell you how he made a sale under most adverse con- ditions. There was a lady looking for dress goods and a lot of other things. James saw that the order would be a large one if he succeeded in hypno- tizing the lady into taking her roll out there. He was glad to see the lady, for trade was dull, and the cther clerks were beginning to think he was not so much of a salesman, after all. But this lady was surround- ed, and environed, and escorted, and advised, and cautione by a large host of well-wishers as follows: I. One mother—critical. 2. One neighbor—sympathetic. 3. Another neighbor—sarcastic. 4. A cousin—suggestive. 5. A pretty daughter—submissive. 6. Another pretty daughter—as- sertive. This was the combination James was obliged to tackle that hot after- noon. They all asked for new shades. They all rejected all goods presented. James heard something like this for three hours: “Tt don’t like that at ail.” “Tf it only had more—” “Anyway, it will fade.” “Now, how about this?” “Never in the world.” “Something a little more on green shade.” the When all one side of the store was down on the counter, and James was thinking of turning in a fire alarm and having the hose turned on these shoppers, a thought came to him: He had not as yet discovered who the goods were for. He did not know who was to wear the dresses and things which were not being selected by this committe on how to shop al- though hard to please. He looked at the mother. critical grand- They were not for her, The neighbors were not sufficiently asser- tive to be suspected of having the price. The lady was dazed anyway end did not count. So by the process of elimination he came to the two pretty girls. “How do you like this shade?” he asked the girl who was assertive. “It’s rotten!” promptly. declared the _ girl, “You bet it is,” said the submissive daughter. “You wouldn’t like to have those old ladies pick out your dresses any- way, would you?” asked James. The daughters said that they cer- tainly would not, “Well,” said James, “if you stay here and let them rummage the stock a little longer everything in the store will be condemned. You come down here a few steps while they are ex- pressing their opinions of that blue piece and I'll show you something that will put you in the front row.” And so the girls walked down the counter a little way, leaving the de- ceived and betrayed assistant shop- pers bunched over the muslin coun- ter. “A young girl, especially if she is pretty, ought to have the right to pick out her own dresses,” James said. “That is, if she is pretty and has good taste.” The daughters blushed and began to take notice of this young clerk. They noticed that finger nails were not in mourning, that his hair was neatly parted without being glued down, that his clothes fitted him like the paper on the wall. A clerk like that ought to know what he was talking about. “What do you think we ought to have?” one asked. James took down a bolt of dress material which was suitable for a young girl—a young girl who thinks she ought to dress like a woman, yet who has not forgotten how to blush—and passed it over his arm and let it shimmer down on the coun- ter. “There you are,” he said. “This will his bring out those brown all right.” The girls looked at each other and giggled. Any clerk who can talk about brown eyes in the same tone, and with the some manner, that he talks about brown merino can always get a giggle. “How would it be made?” the assertive girl. There is where James was at home. He took a piece of wrapping paver from a roll and a pencil from his pocket. “Have you a pattern?” asked the submissive girl, not recognizing the signs. “I’m going to draw one especially for you,” replied James. “We have patterns in stock, but they are not always right. When a girl is slender, eyes, asked Costs Little—Saves You Much Protect your business against worthless accounts by using COMMERCIAL CREDIT CO., LTD., Reports MICHIGAN OFFIOES: Murray Building, Grand Rapids; Majestic Building, Detroit; Mason Block, Muskegon. 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. The Only Hose that is Knit to Fi¢ Without a No Seas Here Wholesale Dry Goods HOSIERY as well as many other popular and well advertised brands in ladies’ men’s and children’s. values in men’s half hose. for samples. P. STEKETEE & SONS A full line of Burson hosiery , We have some extra good Write Grand Rapids, Mich. Sweater Coats Are Good For Another Season We are showing an excel. lent line of them. offer some good values in Underwear, Knit Skirts and other items in the knit goods line. Give this department a trial. We also Facinators, Grand Rapids Dry Goods Co. Exclusively Wholesale Grand Rapids, Michigan N. B.—We close at 1 P. M. Saturdays a a | ay ES - August 10, 1910 MICHIGAN TRADESMAN 23 and graceful, and full of life and ac- tion, she ought to have a dress to stit her style. The patterns they send us are made to fit wooden girls.” This was les majeste, of course, and the pattern house would have kad James pinched for criminal slan- det if they had known about this at- tack on the integrity of their output, but no one heard it save the girls and the clerk. So James bent over the counter with his pencil and drew a pattern which was just like a pattern he had in stock, The terestedly. A young man draw like that ought to know wheth- er a piece of goods would hold color or not—to be sure. “What asked the girls watched him in- who could to that?” submissive daughter. will grandma say erandma hasnt got to the girl. gets clothes she does not "1 guess wear it) said assertive “When she leave it out to a committe of neigh- bors, dces she?” “Perhaps mamma won't like | the shade.” continued the submissive one. ort that will her face like a smile, ‘‘she Here, shoulder and into with you look up James Said, like anything like. this £0, up tO the ladies you have What?” In about a second James heard ex- to-wit: you throw over the out found your bunch- there and what -pardon me— tell them you want. ‘lamations as follows, “Why, that's horrid!” “We've that once!’ “Makes you look like a fright “Who told you that the rect thing?” James walked up to the girl the encouragement of his sympathetic a rejected ) Was cor- give presence. The girl looked at gray-haired grandma, at the perplexed mother, at the advisory board of neighbors and then faced the clerk. They had not told her she was slender, and young, and brown-eyes, and _ fascinating. James had. Besides, he looked nice his store clothes and did not seem a Dit ateaid of them. “Never you mind!” she said then. ‘This is what I have picked out and here is the pattern. I guess we know what we want to wear!” The perplexed mother drew out her bank-roll and the sale was made. The other things came easier. As has remarked already, there is no use in trying to sell one dress to six. In crowd of been every Six there is either a kicker or a humor- ist, and their deadly lips will bust up most anything. Therefore, it is well for the clerk who wants to sell goods to deal not in the abstract but in the But it takes tact and merve to a buyer out of a lot of advisers. So, after all, it comes back to the primal principle of clerkship. The clerk must be awake all the time and must size up conditions quickly. If people come at him in droves he must pick out the one who has the last word and do his talking direct. Mr. and Mrs. Buttinski and all their relatives await the person who has money to spend. It would be a fine thing if the clerk could beat them 1p and add them to the contents of conerete win the garbage barrel in the alley, but that might not do, for even the Butt- inskies have people who are interest- ed in them. Anyhow, the clerk ought to be able to lure the real buyer away from all evil advisers and make a sale by such tact and soothing words as are here recorded as coming from the lips of James. Alfred Tozer. + Be Ready For Your Work. It is foolishness to attempt an im- portant duty when entirely out of condition to perform it. The retailer who has put off until the last minute the writing of an advertisement and finds himself weary of body and ex- hausted of mind can not send out copy that will have any appreciable effect on trade or materially aid his business. He is liable to blunder but he is liable to send out and unreadable stuff. He might better take the proper amount oi time at the proper hour at the fan- not only senseless cied risk of neglecting possible busi- ness which he can delegate to others if he is so inclined. He can not do everything and those things which need him personally must be looked after or he ultimately The window trimmer who is work- ed out from a hard day of trade and ittempts to put in a fetching trim after the store is closed, working up to midnight and after, does not do ef- loses. ficient work nor does he make an attractive show commensurate with the effort it has cost. He is worth little the following day and the busi- ness has lost more than it has gain- ed. Either that should be allowed to go without trimming un- til the mext day or that. trimmer should relax flat on the floor or coun- ter and rest for an hour before at- tempting work. lt is a. fallacy fo) contend that a thing must be done and done at once when the operator is in no physical or mental condition to do it, expect- window ine that results obtained can be of] any appreciable value to the store. It ‘s true that at times overwork may be necessary, but the work of ex- haustion can not be necessary, for if the push of business is so great as to require such effort, or appear to require it, often, it is high time to provide more help to carry on the bt.iness. No business can be suc- cessfully conducted short handed.— St. Louis Drygoodsman. —__—_--- 2 ___ It Was the Other Way. “Mr. Jones,” said the senior part- ner in the wholesale dry goods house | to the drummer who stood before him in the private office, “you have been with us for the past ten years.” ‘Neo. sin” “And you ought to know the rules of the One of them is that no man of ours shall take a side line.” ‘Bat | have none, sir’ “But you have (Ves: but house. got married.” can you call that a side lately line, Mr. iva “Technically, it may not be.” “You needn’t a that having a wife is going to bring me in off a trip any sooner.” “Oh, I don’t. It is the fear that having a wife at home you'll want to stay out on the road altogether!” Laundrymen Blame Merchants. nanufacturer fe 7 > © © . f ¢ . y ’ ee manager of a local laundry goods correctly, and then the much- contributes the following anent com- ‘ : : g anent com-| abused laundryman will be thought plaints of the rapid deterioration of : ‘ i e : more of than he is to-day. linen atter a few visits to the lJaun- ——_++.____ dry: : : : ip : A wise man thinks he is the only “If the blame were placed where|]; . . I ~ |fool left alive; a fool is sure that he it belongs a considerable part of it}. tt : lef h : : is the only wise man left on ez : would find its way to the shoulders 7 oo of the manufacturer and storekeeper. | personally have seen handkerchiefs sold for ‘pure linen’ which, ¥yzed, would be -feund to contain one single thread of linen. The chaser of them as them to wear as covery that they do not, is placed on the laundryman. “Did those pure linen, and such and, on the you ever see a sign, not pur- handkerchiefs bought | The THE « expected | dis- | > blame ‘$2 shirts —_——-. >< There is considerable between the self-made man and the | a. 6 ‘ | . if anal- jmaid-made woman. aud dealer to label his difference TORIES 18 a MICH. LonHNGG for 95 cents’? The average man buys ne, it is se aE ry ‘ 5 one, if is sent to the laundry, the|| Hj, A. Seinsheimer & Co. color fades, the filling washes out CINCINNATI and the laundry man is blamed for Manufacturers of ruining a $2 shirt. Mercerized cot- ‘‘The Frat’’ ton underwear is sold as “pongee’”’ YOUNG MEN’S CLOTHES silk or any other kind of silk, when, as a matter of fact, there is no more siik in that underwear than there is} «@paduate”’ and “Viking System” Clothes in a bale of hay. When sent to the m4 ny ~~ | for Young Men and “Viking” for Boys and laundry, the silky finish washes off Little Fell " ’ and the laundryman ‘zets it in the - eck again. Some day in the far-off Made in Chicago by iuture a law will be passed similar : _will_be passed sin BECKER, MAYER & CO. to the pure focd law compelling the HANG UP YOUR CLOTHING 33B Combination Suit Hanger $6.50 per 100 Double, Polished Steel Tube CLOTHING RACKS Send for our Catalogue No. 16 How to Hang up Clothing The Taylor Mfg. Co., Princeton, Ind. Clothing Dealers Attention M. J. ROGAN I will have my fall samples in room 12, Cody hotel, Grand Rapids, four days during Home Coming Week, namely, from August 22 to August 25. Best Overcoats and Suits in the world to retail from $10 to $25. Customers’ expenses paid. Permanent Sample Room, 305 Bowles Bullding, opposite Griswold Hotel, Detroit MICHIGAN TRADESMAN August 10, 1910 SHOULD WORK TOGETHER. Co-operation Between Manufacturer and Furniture Dealer.* The principles of co-operation by which an added force may be given to human purposes in every depart- ment of society, are so well and gen- erally understood in our time and their advantages so definitely proven and widely appreciated that extended argument in support of the general proposition seems to me hardly nec- essary before this body of merchants. I shall, however, try to bring out the particular phases of co-operation bearing on the conditions and the possibilities of the furniture industry. It will not be seriously disputed that capital for enterprises which are wholly dependent upon individual ef- fort for permanent success is becom- ing scarcer and scarcer every year, and other evidence accumulates rap- idly to emphasize the old adage that “In union there is’ strength.” So- ciety is growing in knowledge and wealth at an amazing pace; old forms of doing things prove inadequate to the new wants that are being con- tinually created; modern industrial conditions are constantly becoming more complex and the tendency to new demands in things is increasing the burden of suppllying them. Slight reflection will show that a higher de- gree of skill and ability is required to meet these new conditions, and the necessity for organized effort, con- sistent with the time in which we live, is ‘becoming more apparent to 2ll who are concerned in the welfare of large enterprises; but while these evolutionary processes are making themselves everywhere felt, the depth of their meaning is not always un- derstood or appreciated by those who are affected thereby. There is abundant evidence on every hand that co-operation is the principle through which present day business is seeking relief from the increasing complexities which beset our industries; the idea, however, is represented by two distinct economic schools, agreeing as to the potency of co-operation but differing almost eppositely as to the policy which should these forces. One is monopolistic and arbitrary, the other scientific and constructive, and we are indeed blind if we have not already seen that the former contains the seeds of economic sophistry and is riding for a fall towards the rocks of public opinion. I do not wish to convey the idea that success is improbable, or even doubtful, unless co-operation is its guiding principle and ruling force. On the contrary, the spirit of indi- vidual initiative and of achievement gives ample proof that such is not the case. Above and superior to the idea of making money to provide him with his necessities and to supply his other wants man finds a source of joy and a spirit of delight in playing the game of business for the game’s sake. Men who do things often find that they have progressed in their chosen vocation until by degrees it has become their avocation as well, * Address delivered before the Retail Furni- ture Dealers’ Association of North Carolina, at High Point, Aug. 10, bv O. H. L. Wernicke. President of the Macey Company. govern and therein lies the true germ ot lasting progress. No _ co-operative plan which ignores or operates to suppress the individuality of its ad- herent units or fails to provide the widest possible scope for their exer- cise and development need occasion surprise if the result aimed at ends in disappointment. Before undertaking any ambitious schemes let its supporters be sure that they understand each other and each other’s respective qualifications for the task in mind, as well as the temperamental equations which must come into play and will leave their impress on the progress of their work. It is not wise to override hon- est prejudice nor even unfounded fear in the adoption of plans which must for their successful working de- be kept constantly in mind as the guiding stars of your organization. In every struggle for survival or for supremacy those units of action which are best equiped scientifically and most capable of concerted ac- ticn—-other things being equal—will always prevail. Ostensibly, all associations are formed and fostered with some defi- nite objects in view. Trade associa- tions for better trade conditions; po- litical associations for better govern- ment, and so on. Retail furniture dealers’ associations may be a power tor good, but, like all other forces for good, they must be intelligently directed or they will not realize the more substantial benefits which the law of co-operation affords. The so- cial side of these associations makes O. H. L. Wernicke pend upon the good will and co-oper- ation of all concerned. The working out of many problems will in their last analysis be found not matters for paper elucidation, but for re- search, experiment and_ thoughtful study in the presence of actual con- ditions. Organizations are not so much in danger from without as from with- in—from doing too little as from at- tempting to do too much—nor from either so much as from distrust of cne another’s motives. I have been influenced to make the foregoing observations at the risk of becoming tiresome and being charg- ec with preaching generalities, be- cause I feel convinced that the prin- ciples involved and the lessons which they teach are fundamental and must friends of competitors and leads to a better understanding and_ higher appreciation of the other fellow’s mo- tives; better acquaintance means greater respect and establishes that broader and more charitable basis for mutual confidence and esteem with- out which the highest ideals and the most advanced methods would remain but names. These stepping stenes on the road of progress must not be mistaken for the final goal. They are but the fra- grant and showy blossoms which pre- cede the ripened fruit. There are two elements, either one of which will blight the efforts of any association. The name of one is Distrust; the oth- er, Indifference; and of the two the latter is the worse. There are three kinds of co-opera- in business tion: the kind that helps nobody, the kind that helps somebody at the ex- pense of somebody else and the kind that helps everybody. The first is a waste of time, resulting in misspent energy and neglect of opportunities for good; the second works on the principle of helping yourself at the expense of another; the third is the worst of all forms because it means monopoly, and the idea of monopoly is the same as robbery. There is no difference between enforced consent to robbery and robbery by force; in Erinciple they are alike and a people who refused by the blood of their sires to be taxed without represen- tation will not permanently endure rebbery in any form whatsoever. The only form of co-operation that is worth while is the third; it benefits everybody and hurts nobody. The progress of the world in every department of life may be traced to helpful co-operation. All other efforts ef that nature have resulted in fail- ures because they engendered position, which grew stronger and stronger until its force was great enough not only to resist but to de- stroy its enemy—and so will it ever be. The furniture men all over this great country of ours have organized or are organizing for mutual bene- fits. This movement has found ex- pression among’ manufacturers as well as among merchants. Look wherever you will and organized co-operation confronts us, whether among the machine hands, the cab- inetmakers, the carvers, the finishers. the trimmers, the shipping clerks, the salesmen or the big bosses. So, al- so, with the merchants and the va- rious subdivisions of their institutions. There is nothing very new or even alarming in this state of affairs. It simply means that the world is still progressing and that better and high- er standards are demanded by those whom we attempt to serve for per- sonal gain. The one great common error which business men commit is that they take mankind too seriously. It is in- consistent with human nature to be se- rious. Man is a frivolous creature by instinct. I mean by this that what we call civilization and progress is nothing more or less than _ senti- ment—a desire to shine and to satis- fy the wants created by our own de- sires. It is, therefore, good business to stimulate the wholesome desires of others in order to create new and gieater wants to be supplied by our selves. I doubt if more than one- tenth of the money expended by a people goes for their actual needs. The rest of it goes for wants. There is a vast difference between human needs and human wants. All that anyone really needs is food and shel- ter sufficient to sustain life and health, and these are abundantly pro- vided for by Mother Nature. Beyond these simple needs, which every living creature enjoys, our ac- tivities have to do with our wants, and this represents business or com- merce. Furniture is a human want—not a necessity—and it follows logically that every effort which results in a op- Ww @) ae : % ’ webmail — 4 a a 9 a cea » 4 — be ‘ % * v Wu ro 2 7 Ly so J s = x “ ; } { { 1 ’ r agai 4 tea ade» 2 ceeegete ve A t thew _ ’ ¢ pS pheaetg Bout, 5 x ee , ong ‘ ey a : a 4 : —— e © ea August 10, 1910 MICHIGAN TRADESMAN SS . par ANS a sy « (Kos eae ? greet? e oe irs Bea Clee SONS 7 tie 7] a hfelee : : = TT ie a | Cy | )/ i ST y = ZEN iW] ne % | NY _ Fj A ‘A meeg 4 lj | HAE The Best Clerks Are Found Where National Cash Registers Are Used A National makes a good clerk, because it makes him responsible for everything he does. He must be careful, honest, accurate, courteous and ambitious. these qualities the merchant doesn’t want him. lf he does not possess The National Cash Register tells the merchant which is his best clerk; which clerk sells the most goods; waits on the most customers; makes the fewest mistakes. It provides an incentive for the good clerk and ‘‘weeds” out the poor clerk. Good clerks are salesmen. They draw and hold trade to the store. Put a National Cash Register in your store. A better sales force, no mistakes and losses, more customers, and a bigger business will result. Over 800,000 Nationals in use. Prices as low as $15.00. Send for catalogue showing pictures and prices and explaining the greater values. It will not obligate you in any way. The National Cash Register Co. Salesrooms: 16 N. Division St., Grand Rapids; 79 Woodward Ave., Detroit Executive Offices: Dayton, Ohio No 225 Detail Adder Price $30 00 Detail adder with all latest improvements, 20 keys registering from 5c to $1.95, or from 1c to $1.99 No. 420 Total Adder Price $75.00 Total adder with ail latest improvements. Keys registering from ic to $9.99, 27 amount 4 special keys No, 1054 Total Adder Detaii Strip Printer Drawer Operated Price $80.00 Total adder, drawer operated, with all latest improvements; prints each sale on a strip of paper. 32 amount keys registering from Ic to $59.99, or 5c to $59.95. 5 special keys No, 416 Total Adder Detail Strip Printer Price $100.00 25 amount Total Adder with all latest improvements. keys registering from Ic to $7.99. No-sale key. Prints record of ali sales on detail strip 26 MICHIGAN TRADESMAN August 10, 1910 a greater desire for furniture will bene- fit those who are engaged in that business. It follows, also, that all of us, whether we make or sell furni- ture, should co-operate to enlarge the desire for more and better furniture. It is the one and only sane and per- manent solution for all of the so- called evils in the trade. The only way to bring this about is by organ- ized efforts to create more interest in furniture. There is no such thing as Over-production in our industry; but we are suffering from under-ed- ucation. A nation that spends seven times as much to support its government as it does for furniture needs furni- ture education and not curtailment of production. A nation that supports one saloon for every five or six hundred inhabi- tants and has but one furniture store for every five thousand needs furni- ture education. A nation that spends more for to- bacco, for coffee, for car fare and for an endless variety of other human wants, vices and luxuries than it does for furniture can be educated to want more and better furniture. The an- nual sale of furniture in the United States is only about $1.50 for each person. Think of it! Why, it would not pay car fare for a month! I want you to take this simple truth home with you and think it over until you fully realize what it means: and 1 want you to consider whether you are doing what is for the betterment of the business or whether you are simply drifting aimlessly on. I want you to ask yourself whether your Association is doing anything to cre- ate a desire for more and _ better furniture or whether it is merely an Association which is trying to make business better by a vain effort to choke off competition. One trouble with the business is that few people know enough about furniture to interest anybody, and the public seldom buys the thing -in which its interest has not been arous- ed and cultivated. We need more foolishness: over furniture, more furniture talk—cail it whatever you please; but, remem- ber, we need it just the same. Start any fad or fashion, give it interest- ing publicity, endow it with senti- ments that appeal to people’s wants and forthwith it is a seller! This sort of education knocks over-production into a cocked hat. There is never any trouble over prices or profits when the demand equals or exceeds production, and if we can make peo- ple want to spend two dollars for furniture where they were spending but one dollar before there would be ro “jobs” at half price, no complaint about mail order competition and no threats to boycott the manufacturers. The average furniture man reminds me of the hoot-ow! going to a funer- al; in fact, many of them combine the funeral business with furniture and wonder why it is that the thrifty young bride endowed with thoughts of life and gaiety does not come in to his store and sit around among the coffins and other mortuary em- blems while selecting some furniture for her nest. How many of us in the business really know some interesting things to say about furniture—something that would make some other person want to spend his money ffor_ it? Mighty few! The reason for this is that furniture manufacturers have been narrow minded regarding pub- licity and blind to their own inter- ests. They have not taken the pub- lic into their confidence by telling them the many interesting things that may be said about furniture. The talented designer and the skilled pro- ducer have hugged their own knowl- edge of interesting furniture lore so closely to their bosoms that they have nearly squeezed the life out of it. They shut themselves up like a jack-knife for fear that someone may steal an idea from them. Ideas. like grains of wheat, only stow and multiply when they are scattered broadcast in the soil. A dis- agreeable truth is sometimes a bet- ter business asset than the most pleasant fiction, but the truth need rot be disagreeable. It is usually quite pleasant to take when one gets the habit. It is largely a matter of acquired taste and should be culti- vated with diligence. Truth always gees hand in hand with knowledge and progress, while ignorance is ever the handmaid of error and despair. It is a curious fact that those who love their business and find pleasure in it; those who have a purpose be- yond the mere making of money, oft- €m succeed in making the greatest profits, while those who regard their business as a means for getting rich- es seldom realize their ambitions. It :s not difficult to understand why this is so. The man who likes his busi- ness makes others like it, and him, too. All the world loves a lover and cheers him on, but no one cares for the sluggard or loves the selfish, and the world easily detects truth from falsehood. wa yD When a man talks about a thing be should know what he is talking about, and if he does not know enough about it to talk as much as he wants to he should hunt around for interesting facts and informa- tion, and not go on talking what is not so. The average retail furniture merchant does not know enough about furniture to make him an in- teresting talker on the subject, and very often the manufacturer knows as little about the subject as the mer- chant does. There is not a single commodity in the realm of human wants about which more interesting things can be said or written than about furni- ture. It is with us in joy or sor- row, almost every hour of the day from the cradle to the grave. Wood alone, from which furniture is made, is a most intensely interest- ing study and can be made to play a large and profitable part in the sale of good furniture. Its growth and its treatment are exceedingly in- teresting questions which afford ma- terial for stories that never fail to attract and create interest. There are no two pieces of wood just alike. Every piece, every shaving, is differ- ent from every other piece or shav- ing. Nature does not make dupli- cates in wood; hence there can be ne two pieces of furniture one just like the other. The making of furniture is an an- cient craft, trace of which is lost only where history begins. In all ages in all countries the degree of civiliza- tion achived may be read in the si- ient records of its furniture and its architecture. The furniture crafts- man of each generation has_ been| confronted with problems of which | his predecessor never dreamed. There is, probably, no phase of the furniture business in which our several interests can not be advanc- ed by taking advantage of the op- portunity which this co-operative mcvement affords, and until the good that can be derived from the forces and the knowledge we already have is realized it would seem to be a/| doubtful expedient to go farther. The furniture industry in this country | has developed out of simpler surround- ings than we now enjoy, and in the | nature of things the men are identified with it had not received | and did not need to have a very high | degre of scientific knowledge as a basis for their technical training, and itis but natural that we should find | ourselves confronted with some prob- | lems which demand higher qualifica- | tions for their solution. who It is not long ago when a sugges- | tion that the iron and steel industry | would be revolutionized by chemis- | try was ridiculed, but we all see now | that it is the life of the business, We can also remember when the land dotted with little flour mills equipped with a single burr driven by an overshot water wheel, and where the miller was looked upto by all the countryside as a craftsman whose art vas to be envied; but all of a sudden. as if it were done in a night, chemis- try took unto itself the milling busi- ness of the country. Look where we will, the sciences are rapidly replac ing the older and simpler order of The live stock industry, now dependent for success on_ scientific methods, is another example. In the was things. You Should Have Our New Catalog of DEPARTMENT STORE EQUIPMENT It contains many new fixtures of interest to the merchant Mailed free on request WILMARTH SHOW CASE Co. 936 Jeffersom Ave. Grand Rapids, Mich. Downtown salesroom—ss S. Ionia St. Detroit salesroom—40 Broadway get the best for the price 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 Don’t hesitate to write us. fair treatment as though you were here personally, Corner Ionia, Fountain and Division Sts. usually charged for the You will get just as Grand Rapids, Mich. Let us figure with you Write for GRAND RAPIDS The Largest Manufacturers Prompt Deliveries on With our new addition we have a capacity of about $2,000,000 annually. .We know we give the best values. whether you require one case or an outfit or more. GRAND RAPIDS, MICH., (Coldbrook and Ottawa Sts.) of Store Fixtures in the World a Show Cases catalog T. SHOW CASE Co. J ! pe ' spent ‘ . ‘é = ~ ‘ At « re 4 ad « » cc Cate. matt x 2 py s ¢ Pi = or ot w ee A 4 sty * v 1 sa — t e | ago as op bse al < ea + > ¢ y ¥ | * “i i ey e “4s } " \, i vy ) r . * . August 10, 1910 MICHIGAN TRADESMAN 27 good old days almost anyone could taise stock; all that was needed was some kind of an animal, a range and a brand; but now it must be graded stock plus capital and brains, The meat industry also has been changed from a multitude of small butchers into great packing industries which employ the highest possible scientific knowledge and technical training in every branch and department. The same law has remade other indus- tries which were once successfully carried on by persons who had “learned a trade,” and who shall say that the furniture industry is immune frcm its operation? The making and selling of good furniture are complicated processes, combining skill, science, art and com- mercial wisdom. All these require- ments are rarely met with in one es- tablishment and almost never in one person. Each respective unit of a co-operative body may havein its own way built up a business more or less successful in character, and there may be within each concern a degree of skill, talent and order up to the average found in similar lines else- where when measured by existing standards of efficiency. It may, there- fore, be taken for granted that no re- flection is meant and that no credit or honor is taken away from any person or concern if we now. set about to examine the standards them- selves to see if they are sufficient for cur present needs, as well as for those more complex problems which will soon be pressing for solution. It is my purpose to bring forcibly to your minds the fact that where progress in the art is possible it will sooner or later be made by some one, and that there are always im- portant advantages to be gained by getting there first. There is one thought which appeals to me with impressive force and seems to find confirmation in experi- ence. Since the development, produc- tion and use of good furniture appeal to the sentimental and artistic con- sideration of people with about the Same force as they do their practical notions, it follows that extreme econ- e . . . . . omies in its production, sale and dis- tribution, while deserving of careful thought and attention, are not of such importance as to overshadow all others, and herein lies the need of educational work, which takes ac- count of the wants, thoughts and sympathies of the people of our time and will be expressed in the quality, character and designs of our furni- ture. While it may be true ‘that little can be added to furniture designs as received from earlier periods, it is al- so true that each epoch in the his- tory of every progressive nation has left its distinct impress upon its fur- niture, and we have the same oppor- tunity to express the dominant forc- es of our time in our furniture ana thereby discharge our debts to the past by legacies to posterity. This need not take the form of designs alcne, but may find expression in many other ways, such as_ quality, practical ideas and a greater harmony in all these. I should like to see every member ci your organization provided with the current furniture literature of to- day, together with the best text books pertaining to the various branches of furniture, science and art. I believe it is quite possible for your organization to make itself felt in a center of thought which shall guide and direct, if it does not orig- inate, the dominant note in all that will be said or written about good furniture, There is to me something incon- sistent in the semi-annual revolutions of styles and designs as against the further refinement of the good, strong and popular designs and the artful improvement of their details and conveniences. The practice which prevails seems to me to cheapen the designer’s art and prostitute the glo- ricus opportunities which our time and circumstances have placed upon his altar. A creation in furniture in which there breathes the soul of ge- nius and which radiates the skill and talents of the craftsman, even although its lines be plain and its cost a mod- est amount, can no more be succcss- fully copied than the creation upon canvas of a Raphael. We have an opportunity to set up standards of cur own and to educate the buying public up to them; in other words, to choose our own vantage ground where the public will be with us and will accept our views if we only set about it in the right way and with the right spirit. Your interests mine; the in- terests of every furniture retailer and of every manufacturer are absolutely identical. We are all in the same boat; whatever hurts or helps the re- tailer also affects manufacturer, and vice versa. There are really but two sides ofthe problem. The produc- er and the seller on one hand and the consumer on the other hand. It is plain to all that in the end you re- tailers will only sell as much furni- ture as the consumer can be induced te buy; and if the manufacturer pro- duces more than that or you lay in any more than that one or both will be stuck for #. You not make consumers want more furniture by keeping them in ignorance regarding the most interesting facts about it: and one of the most intensely inter- esting facts about furniture from a consumer’s point of view is that it was made by a house that knows how. Many retailers prefer to that their word goes farther consumer than anything the manu- facturer can say. Sometimes that is true but the smartest dealer does not know as much about a piece of furni- ture as the man who made it. He may have the confidence of his neigh- bors but he can not make them be- lieve he knows that which in fact he does not know. The responsible merchant who han- dle goods made by reputable and well known producers have a_ two- fold advantage and inspire a confi- dence which results in satisfactory business for both. The producer who makes a good article and who lets the public know it helps the mer- chant to sell it. What we want in the furniture trade is a better ap- preciation of the fact that the mak- €rs and merchants can double the consumer’s demand for furniture by and the can believe with a working together and by giving the subject greater and more interesting publicity. Every maker of furniture should brand his goods with a name or mark to let the world know who is respon- sible for it. Then if it is good he gets credit; if it is bad the merchant is at elast partly relieved from blame by placing it where it belongs. A merchant’s guaranty not backed by a reputable ble maker involves a than any retailer can sume for the ordinary business. I and responsi- bigger risk afford to profits in the am glad to note that more and more the furniture makers are beginning to appreciate the value of trade-marks and publicity and that the best merchants are giving them encouragement and support. This form of co-operation will result in better furniture and better furniture as- will increase the demand. It will also | with | publicity, will drive the snide houses | increase profits and, together cut of business, to the lasting ft and greater stability of the industry. bene- whole I am firmly convinced that a fies of lectures designers and others having interesting knowledge 1 by would be a benefit to the furniture | industry. Such lectures could be il. lustrated by lantern slides in tc show styles and decorations, and if gotten up with care by makers and / backed by retailers would draw im- mense audiences in every community and would rouse up through the press and social circles more real interest in furniture than we can stir up in eny other way. This plan, if car- vied out by the leading makers and merchants, would accomplish more and cost less than any other form of furniture publicity ever devised. Let the merchants and the tie want together producers of “We you to, brand We want you to advertise them by letting the consumer know why you desire his patronage: that will help us merchants and, in return. we will help you.” Every retail furniture get say to furni- your y ~f goods! store should be a center where people who have | publicly | se- | colors | hemes can get inspiration that wil) result in making their homes “homey.” It takes more than a “Clearance Sale,” or “Half-Off,” or “Blue Tag Day,” at Sham & Fake’s to increase the demand and respect of the con. more sumers of furniture and, consequent- iv, the profit of the merchant and the maker. In conclusion let me say: If my jlittle effort here to-day should re- jstlt in some benefit to some of you iwho are present. or to the industry as a whole, I will fee] irepaid for myself amply my time and in coming jhere all the way from Grand Rapids, and I wish to express my gratitude for the opportunity of you. addressing eee Aids To the Study of Flight. The earnestness with which study of flight is being pursued is attested by the elaborate equipment in the laboratory of aero- the mechanical |Ccynamics at a French educational in |stitution. Among the apparatus is a ; wooden tunnel fifty feet long with a feet, in desired cross-section of six which a square wind of any speed |can be generated by means of a suc- t:on-fan placed at one end of the tun- irel. In the wind-current thus de- veloped are placed objects of a great |variety of kinds and shapes, whose resistance, life, drift, surface friction, are determined. Never borrow to-day what you can wait for until to-morrow. | TRACE YOUR DELAYED FREIGHT Easily and Quickly. We can tell you 0W BARLOW BROS., Grand Rapids, Mich .) I oa a fe b Churches modest seating of a chapel. Schools for the merits of our school furniture. Lodge Halls quirements and how to meet them luxurious upholstered opera chairs. 215 Wabash Ave. GRAND RAPIDS NEW YORK We Manufacture =r Public Seating Exclusively We furnish churches of all denominations. and build to harmonize with the general schem*—from the most elaborate carved furniture for the cathedral to the The fact that we have furnisheda large majority of the city and district schools throughout the country, speaks volumes materials used and moderate prices, win. We specialize Lodge Halland Assembly seating. Our long experience has given us a knowledge of re- Many styles in stock and built to order, including the more inexpensive portable chairs, veneer assembly chairs, and Write Dept. Y. American Seating Company We design architectural Excellence of design, construction and CHICAGO, ILL. BOSTON PHILADELPHIA 3 ie CS 2 | 28 MICHIGAN TRADESMAN August 10, 1910 EFFECTIVE ADVERTISING. Some Examples of Especially Strik- ing Announcements. Written for the Tradesman. Subscribers and readers of the Trades- man are requested to send along any- thing new, striking or novel in the way of advertising for comment. If you run across a good thing, send it to me. Let’s pass along these good things. Mr. Mer- chant, you are given a standing invita- tion to send me your advertising for criticism and suggestion. Let me help you get up your next special sale. I am here to help you make money—no charge for my services. If your talk to the public has no good effect there is evidently some- thing wrong with the copy. Even if they do read your advertisement and do not remember it, there is that something lacking withal which just means the difference between — suc- cess and a fizzle. x24, which I think is a very conve- nient size to put out. But I do not think that either one of these efforts paid the stores which used then. There was something lacking in both announcements. I think that I am safe in saying that neither one of the stores increased their usual volume of sales over Io per cent. | This shows clearly that the advertis- ling was ineffectual. It did not hit the bull’s eye. It did not bring in the people. It did not add to the store’s pres- tige. Naturally enough if you were to ask either one of these people, con- fidentially, to give you their honest opinion about advertising in general they would not be over-enthusiastic in their replies. It is the little things that count. not in sight of the castle moments that are good “GIVE me a few friends who will love me for what I am and keep ever burning before my vagrant steps the kindly light of hope; and though age and infirmity overtake me and I come still to be thankful for life and for Time’s golden evening twilight find me gentle still.”’ of my dreams, teach me and sweet, and may the No. 1 I have lately been watching the ef- { | From Owen Raymo, of Wayne, fect of two midsummer advertising | Mich., I received a blctter with a efforts. the other a “Clearing Sale.” Both One was called a “Festival,” | beautiful thought. (No. 4.) This occupied one-half of the blot- Mr. Merchant: Get hold of the rope—we need you—you need us. —Tradesman Company. STRONG Opposition Let us pull together _ . used good sized spaces in the local papers, both had attractively printed “Sale Bills” and both used exactly the same sized advertising sheets, 18 | Iter. The other half was used for a |stationery talk, the first sentence be- ling: “The price of a postage stamp is always the same,” etc. aisles show that the people from day to day. sales tomorrow. Houghton & Dutton Co. New England’s Great Cash Store Boston, Mass. Friday Three Hour Sales THE BUYERS COMPETITION SALE for this month is now in full swing at this store, and the various depart- ments are cutting prices, right and left. with this sale. The rivalry between the different divisions shows piainly in the prices which appear in our bulletins Notice the offers for our three hours Our crowded are keeping easily in touch From 9 till 12 Double Legal Stamps Forenoons From 2 till 5 say that their “aisles are A good coffee advertisement sent was a card which boosted “Chef Brand” for drinking quality. In No. 2 is. shown the effective lotter used by the Tradesman Com- pany. Pictures that tell their own story This is effective, resultful advertis- ing, which is backed up by a strong storekeeping methods, organization and strictly up to date Attention is often directed by odd spelling of words. (No. 4.) I recall a baker who used clever fence signs KOOL KLOTHES No. are better than type. But it is only an artist of the highest class who turns out the kind of pictures that talk. I am of cuts for advertising purposes. I do not think the cuts should be vulgar or funny or foreign to the subject, unless they illustrate a point. Now, for instance, I like to stove a great believer in the use sec a cut if you are advertising stoves, but 4 board fences were still in vogue. He went through the coun- try and covered with yellow paint the boards which he afterwards lettered in school boy fashion. (No. 5.) After figuring this out you would find one like No. 6. That Mr. Hall was more of a suc- cess in the bakery line than he aft- erwards proved to be in when other en terprises only emphasizes the fact sEe 'TaLl tHe bAyor No. 5 it should be an exact reproduction of the particular stove you are “boost- and it should follow with a full and Unless it does this you had better not use the stock ctits” so often printed. ing” description price. Do not use an old, worn out en- gtaving of any kind. I remember several years ago a shoe store ran a cut of a darky who was dancing with 5 that he was a good advertiser and succeeded as long as he backed up his advertisements with good light bread and fine wholesome pies. I believe that the easiest line of goods to advertise is shoes. Here is a little local reader used by a West- ern store: “Mr. Human, Mrs. Human, Miss Human, Willie Human and, in fact, HellS bReyd 1¢ aLwaYs 800QD No. a big snapping turtle hanging on to his finger. They ran this old cut un- til you could ‘hardly tell what it was supposed to be. Often we are all tempted to keep on using a name en- graving or illustration some useful jlong after it has passed the stage of newness and quite often after it has had rough treatment at the printer’s hands. It is better to throw the cut away than to mar the looks of the advertisement with it. Ne. 3 columns of Following comes __ six single bargains closely 6 the whole Human family can find wear, style and comfort through buy- ing their shoes here of ———” No. 7 shows another. Everybody must wear shoes and when we think of the families where some member is needing new shoes* almost constantly it is plain to see why a strong appeal, a well-worded, tasty shoe advertisement shows re- sults, perhaps more quickly than most any other form of publicity. A good shoe advertisement strikes a responsive chord. The demand fot in shoes. money back. Come in and see our new ready to buy or not. Shoes that are made of genuine leather—that con- tain none of the cheapening frauds so common Shoes that are guaranteed to give satisfaction—or styles—whether you are No. set, the first three columns under the 9 until 12 o’clock sale and the other you, Mr. three columns under the 2 until 5 ~ é shoes is ever present. It rests with Advertiser, to awaken the tardy shoe buyer and turn the shoe space. That these hourly sales are a money your way. big success is a well-known fact and they do not exaggerate when Rutledge & Jackson, Fort William, they | Ontario, say: “You will know the dif- crowded.” |ference between good and bad leath- > Y * ~ ’ v » 4 1S RO om, 0 f a i cig a Kies 4 ae ~~ > ¥ é 4 a aE ie OO, uy gO — CRIM Bg ry ee att a a e MICHIGAN TRADESMAN 29 \ | Didn’t Want to Be | Ordered About A wholesale grocer, in the South, wrote another in the North as follows: (We have the Southern gentlemen’s letter and a copy of the Northman’s reply.) How the Truth Will Ooze Out POSTUM CEREAL CO., LTD. To tHE NortTHERN House: Battle Creek, Mich. Will you kindly give us the start of the Cereal about which we have heard so much? Our leading seller in cereals in this section is Postum and Post Toasties. The Corn Flake people are working our trade this season and we note they never fail to give Post a kick or a drive. 4& iit ey te ' ~ > y Very truly yours, Signed by the SourHERN GENTLEMAN. * a —— Bee 4 a RR: (THE REPLY) GENTLEMEN: Your esteemed favor of the 16th has our attention. 4 It is a long story—too long to dictate. We understand from your communication that your leading seller is Postum and Post Toasties. We want to say, that, in our opinion whea you sell Postum and Post Toasties you are selling the best product of its kind in America, or the world, put up by the nicest people—great big, fair, square, red- blooded men who see to it that the jobber and the retailer both get a handsome profit, and that the consumer always receives the best obtainable. = We have bought a great many carloads of the Postum products, have never had a single complaint, and the goods are not only giving universal satisfaction, but in every case they have proven a wonderful ‘‘repeater.”’ 4 You speak of the ‘‘Corn Flake” people working your trade and that they never fail to give Post a kick or a drive. ‘‘The higher the steeple, the plainer the mark.” Post stands so high with the trade throughout the world that we have no doubt he is in plain sight at all times with the ‘“‘would be” or ‘‘wished he was” competitor. v “essa! tg a abet ia} sig: tt thy A tes ‘pike a” Referring to Corn Flakes—we are busy people here, turning out in the neighborhood of $ worth of goods a day, and the result is that we do not have much time to argue with a man who comes along and says do this or that. We usually give him a very good imitation of a Yale kick on the football field, and that is practically what we did with a certain brand of Corn Flakes—we kicked them out of the house and have never bought a case from that concern since that day. We have practically no demand for the goods. o a” 4 é ere. The other fellow can kick and keep on kicking, and Post will go on just as he has been for several years, turning out, in our opinion, the very best obtainable in his different lines; and he treats his friends so fair that it is really a pleasure to do business with any of the Post family. It is understood that they have a business large enough to pay them $—— a year profit, so you can form some idea of the enormous business they must do. They never could have built this business up if they did not have the very best obtainable and took the proper care of their customers We certainly hope they will continue to grow and expand until they have an income, net profit, of ten millions a year— because they deserve it. Their method of taking care of the trade, the push, fire, eaergy and dynamite back of the family is simply wonderful; and when you consider that they are pushing the best cereal coffee in the world and the biggest seller in the way of breakfast food—the other fellow is up against a pretty stiff game. He may get in a few goods. They may stay in there a season or so, or they may stay in for a week or a month, but from our experience Post will be playing the game when some of these loud-mouthed, would-be competitors are out of the business. ae ~~ col git IP aH ga OR al > ‘# é Stick to Post Toasties and Postum and Grape-Nuts and we do not think you will make any mistake. - Respectfully, Signed by the NorrHErn House, 30 MICHIGAN TRADESMAN August 10, 1919 er only after you have worn it. It is then that the inferior leather shows its defects, both in looks and wear- ing quality. When you buy a pair of shoes you are at the mercy of the maker. If he puts inferior leather in- to them he is going to lose your fu- ture trade. But if he uses good sound, high grade stock, well select- ed leather it means that your pur- chases won’t stop with one pair— you will become a regular customer of ours and a permanent buyer of your favorite make of shoes.” Doesn't this kind of talk hit the rail squarely? It is what I call good sound advertising sense and this kind of argument, used in an advertise- ment or behind the counter always preduces good results. It is effective because it inspires confidence, cre- ates desire and actually sells goods. Do not forget that the invitation to send me your newspaper or other advertising for criticism and sugges- trons is still to of this paper. Send them along! Write care of the Tradesman. Yours for more business, The Hoosier Storekeeper. open subscribers me in _o-—-—oa Criticism Kindly Offered May Do Good. Written for the Tradesman. Intelligent, well-founded criticism 1s helpful to the person criticised it received in the right spirit. Wheth- er it is kindly received or not depends much upon the spirit or manner in which it is given. Complainng, fault- finding criticism is apt to produce a belligerent mood in the person criti- cised. When this feeling has subsid- ed and one thinks calmly about the matter he may realize that it would have been wiser to assent to the crit- icism and act upon the suggestions than to show resentment. The most kindly criticism and the wisest advice is many times met with argument. It is against any propo- sition for betterment or in favor of the previous course of action. It is most natural to defend a _ course which has been decided upon or a habit which has been followed, and yet we do well to give respectful at- tention and earnest consideration to the advice or criticism of one who is a true friend. But no matter if it be friend or foe, ally or opponent, if there is reason and sense in it one should not fail to profit by it. Rise above personal considerations and ac- cept the good which is proffered. E. E. Whitney. The Assistant Handled the Job. A bartender died suddenly in Pitts- burg, Pa., and some of his friends telegraphed to the undertaker an or- der to make a large wreath. Investi- gation showed that the telegram or- dered a wreath bearing these words: “Rest in Peace” on both side of the ribbon; if there should be room: “We shall meet in Heaven.” The under- talker was out of town and his new assistant handled the job. It was a Startling floral piece which turned up at the funeral. The ribbon was extra wide and it bore the incsrip- tion: “Rest in peace Both sides And if there is Room ‘We Shall Meet in Heaven.” on THE COMMON HOUSE FLY. Big Task To Teach a Nation To Be Clean. A short time ago I sat down to a hurried luncheon in which a recently cpened can of sardines played an im- portant part. The small fish were of excellent quality, and I had eaten two with considerable relish when an ex- amination of the third revealed, close- ly pressed against the side, an oil- soaked fly. [ felt about as Jerome must have felt when his pet rat was drowned in a jar of jam, and no one knew what kad become of the poor thing until the second helping. The sardines in question were al- leged to have come from Portugal. Whether this was so, or whether they came from the fisheries of the Maine coast, I am unable to tell; but I was at least sure of the identity of the fly. He was in such condition from the preservative effect of the oil that a mere glance sufficed for his identification as the house-fly—Mus- ca domestica—and whether he came from the Spanish peninsula or from Canada or from my neighbor’s barn. IT was sure of his life history as I was sure of his name. I knew that the egg from which he came was laid in filth: that all his youthful, larval, growing days were spent in filth; that he lived and grew in the vilest offal that his moth- et fly could find. And when he final- ty emerged an adult insect he walked about on this same filth and on other filth which he, perchance, might find. After a whole career of filthy life, with claws badly loaded with bacteria of every sort, the fiy found my sardine and came to me. as Do you wonder that I banished the temainder of the can? And yet I have known, and still know, many persons who would simply say, “Oh, it’s just a fly! What difference does that make?” It really makes all the difference in the world—the differ- ence between cleanliness and dirt, de- cency and pollution, even the differ- ence between life and death. Until almost the very present the house-fly has been accepted as a dis- agreeable but unavoidable nuisance. Ii was but yesterday, so to speak, that the fly was proved guilty of car- rying the germs of disease upon ‘jis feet. Through all the years of the dim past, in all lands where men have lived, the fly has been a constant companion of humanity. We have ac- cepted his annoyance as_ such_ be- cause of our ignorance of the insect’s real iniquity. The house-fly, or, as Dr. Howard calls it, the typhoid fly, is so impor- tant a factor in the public health that I am convinced that the most vital problem in economic entomology in America to-day is to provide some measure for controlling this pest. With the control of the common fly, however, we face the most gigantic problem of insect control that has ever confronted mankind. The fly is entrenched behind a bulwark of pub- lic ignorance, and not until we edu- czte the common people to a reali- zation of their danger shall we be able to make much progress in fight- ing this enemy. It is probable that the enlightened readers of this paper do not realize the extent of the popular ignorance of The should read this article will never see this subject. people who it, or di th do, will ignore it. It ey is too true that the people who most need the preaching never go to church. An extensive experience in field work has taken me into many coun- try homes, and has given me an op- portunity to how the common people really live. I have observed that one can learn but little of a people by staying in the front room. The common people live in the kitch- Scc en, and you must watch the back door and the alley entries if you would know how they live. I have seen meat prepared for the table aft- er the magots of the had been removed, and it was done as un- concernedly as a remove blow-fly housewife might from a lettuce leaf. One of my deputies tells of eating aphids (or trying to eat) at a farmhouse where flies swarmed in the kitchen. The cup in which the coffee was served had a peculiar speckled pearance, which he took for singular and grotesque ap- some decoration, MUNICIPAL RAILROAD CORPORATION BONDS E. B. CADWELL & COMPANY BANKERS Penobscot Bidg. Detroit GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY FIRE Grand Rapids, Mich. The Leading Agency Kent State Bank Grand Rapids, Mich. Capital roe $500,000 Surplus and Profits - 180,000 Deposits 54% Million Dollars HENRY IDEMA - - . President J: A. COVODE - - Vice President J.A.S. VERDIER - - - Cashier 34% Paid on Certificates You can do your banking business with us easily by mail. Write us about it if interested. D CHAS. S. HAZELTINE, V. JOHN E. PECK. V. Pres. CHARLES H. BENDER, V. Pres. Pres, Wm. G. Herpolsheimer WE We Make a Specialty of Accounts of Banks and Bankers The Grand Rapids National Bank Corner Monroe and Ottawa Sts. UDLEY E WATERS, President DIRECTORS Chas. H. Bender Geo. H. Long Chas. R. Sligh Samuel S. Cori John Mowat Dudley E. Waters Claude Hamilton J. Boyd Pantlind Wm. Widdicomb Chas. S. Hazeltine John E. Peck Wm. S. Winegar Chas. A. Phelps We Solicit Accounts of Banks and Individuals HEBER W CURTIS, Cashier JOHN L. BENJAMIN, Asst. Cashier A. T. SLAGHT, Asst. Cashier THE NATIONAL CITY BANK GRAND RAPIDS 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 Capital $800,000 aA Ee OLD NATIONAL SAE N21 CANAL STREET Surplus $500,000 Are better than Government Bonds, Our Savings Certificates because they are just as safe and give you a larger interest return. 3% % if left one year. 4 sey tt ail a aoe & = of « y x Me de t b ~ 4 ~ BE ego a ken ater ae 4 rey ee se sei v oH ” ee as Re age eae ae ae a ik ae Sakae aati Cages aa ae ae: ae Sek A a a i = i ie Th August 10, 1910 MICHIGAN TRADESMAN 31 until, to this horror, the adorning specks began to dissolve around the tim of the coffee. One warm October day, while driv- ing through the hills of Southern In- diana, I became thirsty and stopped te secure water at a farmhouse. The woman told me I might have a drink, but that I would “have to draw it.” She led the way through a kitchen Iiterally alive with flies, and took me to a well of ancient pattern. When 1 had emptied several cups of what seemed to be good water, I thanked the mistress and spoke a word of ap- preciation of the cool drink. Imagine my feelings when she replied that she was glad I liked it; she liked it herself, but “them hereabouts won't use it, ’cause we had so much sick- ness in the family and three deaths from typhoid.” With such ignorance, do you wonder that typhoid costs America more than three million dol- lars every year? In most Latin countries the out- side doors and windows are heavily barred. The principal attention that is given the criminal is to keep him cut of the house. Are we not doing the same thing with the fly when we cepend on wire-cloth screens to save cur dinners from pollution? Isn’t it about time that the American peo- ple woke up to the seriousness of this matter and stopped begging the ques tion by merely their houses? screening The house-fly and its associates breed in filth of all sorts—stable manure, open vaults, neglected garb- age, exposed flesh, such as cholera hogs, etc. The eggs are laid in this food material, the young hatch, and for a variable number of days are active, feeding larva—maggots; when full-grown they enter a resting stage. This period is also of variable length, but eventually the adult fly emerges. From even a casual consideration of this life history it will be seen that the salient point of attack against this pest is at the larval, or helpless stage. Flies must lay their material which eges on is suitable focd for the young, or they would die out in a single generation. The; must have filth in which to breed and as long as we provide them with pienty of it we are going to continue tc spread typhoid broadcast over the land. The measures for the control of this insect are comparatively simple. And this fact of their simplicity is one of the reasons why it is difficult to institute remedial reforms. The average citizen has no faith in things which he can readily understand, and we can not deny that there is a widespread desire on the part of the public to be fooled. The economic cutomologists of the country have known for years that the most ef- fective spray for the control of the San Jose scale is a simple mixture of lime and sulphur boiled for one or two hours. This information has been spread broadcast, and yet the public is so intent on being fooled that the manufacture of quack spray solutions was never in more thriving condition than it is at present. Simple decent cleanliness about the stable, the open vault, and the garb- ege can will do wonders for the con- trol of the fly. There is no legerde- main about the matter at all. Last winter a farmer sent for me to come to his place and tell him how to get rid of a pest of flies. Such a call in the winter was unusual, and I investigated with considerable in- terest. It was reported that the attic was “alive with flies and they were breeding there.” I found that the number of flies had not been exag- gerated. The winodws of the attic were literally darkened with them Breeding they were not, for the sim- ple reason that they were tightly shut in the attic, and that the attic was perfectly dry and clean. The housewife was an_ excellent house- keeper and in all things under her control I found perfect order. An examination of the insects showed that most of them were not house-flies, but flesh-flies and cluster- flies. This latter insect is but little understood, and is supposed to breed even in wet earth. Across-examination of the owners cf the farm revealed the fact that the previous season many hogs had died in the neighborhood from the cholera, and that they had been some- what neglected. This, of course, ac- counted for the unusual number of flesh-flies in the neighborhood during the fall season. This excessive brood sunply took refuge in the most con- venient shelter it could find, which happened to be the farmer’s attic. The impression which the farmer 4ad relative to the pests’ breeding in the attic had its origin in the fact that the flies were of different kinds and different sizes. I had some diffi- culty in explaining that when an adult fly emerges from its pupa case and dries its wings, it has its full growth. The alleged “young ones” were adults of a smaller species. It is a big task to teach a nation to be clean. And yet that is the problem which we are to face in America if we are to lessen the fly evil. Nor can we teach a nation or an individual to be clean until that ration or individual wants to be clean. Possibly a dissemination of knowledge regarding the real nature of the house-fly will prove to be an incentive to individual and national cleanliness, but it is certain that un- til we have that national cleanliness we shall continue as a fly-pestered country. Benjamin W. Douglass, State Entomologist of Indiana. Here’s Another Blow To Fiction. “Her hair turned snow white in a night!” Fiction has recorded this in frightful climaxes coming from grief, fear, and kindred strong emotions. Dr. L. Stieda in a recent paper briefly calls the phenomenon bosh. He ad- mits that long grief, anxiety, or in- sanity may shorten the period of more or less natural whitening of the hair, but here science drops the subject. In these modern days of enormous coiffures the skeptic layman looks upon such an alleged phenomenon as that sudden, physchological moment when a woman with store hair no longer can keep up her complexion to fit it. She burns the wig in the furnace, leaps to a front window screaming—and there you are! Love Duty and Honor Rather Than Ease or Pleasure. Written for the Tradesman. It is a very pretty theory that every one should choose the work he loves best. Could every one do so it would greatly increase the number of con- tented workers. It that one will do more efficiently the work he delights in and realize not seems reasonable only more satisfaction and_ profit himself but contribute the like to others. + It may be wise for an employer to choose his help or assign them their duties according to this plan. It is no doubt for the teacher to give due consideration to the natural proclivities of the children in their charge. wise parent or The individual, how- ever, while he should not ignore or ge contrary to his inclinations, he should not be guided wholly by his preferences. He should give weight to other considerations. Among the first questions are: What can I that needs to be done? In what useful work may I become most proficient? What ends do I most desire? What do I wish most to see accomplished? There is many a one who does not love the work to which he gladly de- votes the most years and the best efforts of due do Of, his life; ke accepts it as his duty; he prosecutes it for the good of his fellows. Such might be eny officer of the law; such might be a nurse or such might be a superintendent of workmen; such might be a member of a board of ar- bitration; in fact, such might be any one who occupies a position which requires him to demand obedience of ethers. Who love any work which constantly exhibits to him the distress, the weakness or the wicked- nes of his fellows? There is a time for every one to surgeon; can get out of the kindergarten class. There is a time to lay aside the ques- tion of whether one likes or dis- likes his or her work and buckle in- to it and accomplish something. Be a man or a woman, but no longer a child to be amused or pleased by the task set for it. Take any honorable work that will yield a livelihood for one’s self or family whether you love the work or not. Do not be a disap- pointment to family, friends or em- ployers because the only available work does not exactly suit. Think more of your obligations to others than of your own ease or pleasure, and win approval rather than pity or contempt. E. E. Whitney. —_—_—__+- Paris To Be Made More Beautiful. Paris, already conceded to be one of the most beautiful cities in the world, recently has borrowed $200,- 000,000, with which immense sum it proposes to put on some more arch- itectural and scenic frills. Half of the sum will be devoted to the up- keep of municipal buildings, for new buildings, for parks and promenades. That single interesting unit in the scheme is an “X” bridge over the Seine, one drive connecting the Rue de Rennes with the Rue de Louvre, and the other connecting the wharf of the Louvre with the wharf Conti. A single river pier will serve as the bridge support. Sales Books SPECIAL OFFER FOR $4.00 We will send you complete, with Original Billi and Du- plicate Copy, Printed, Perforated and Numbered, 5,600 Original Bills, 5,000 Duplicate Copies, 150 Sheets of Carbon Paper, 2 Patent Leather Covers. We do this to have you give them atrial. We know if once you use our duplicate system, you will always use it, as it pays for itselfin forgotten charges. For descriptive circu-ar, samples and special prices on large quantities, address The Oeder-Thomsen Co., 1942 Webster ave., Chicago. 139-141 Monrow St be od GRAND RAPIDS. MICH Child, Hulswit & Company BANKERS Municipal and Corporation Bonds City, County, Township, School and Irrigatien Issues Special Department Dealing in Bank Stocks and Industrial Securities of Western Michigan. Long Distance Telephones: Citizens 4367 Bell Main 424 Ground Floor Ottawa Street Entrance Michigan Trust Building Grand Rapids ony r IF YOU CAN GET Better Light wits, a lamp that uses Less Than Half the Current what can you afford to pay for the new lamp? The G.E. Tungsten is a masterpiece of invention, genius and manufacturing skill. We can supply it at a price which will enable you to make an important saving in the cost of vour lighting, Grand Rapids-Muskegon} Power Co. Gran Rapids, Mich. City Phone 14261 Bell Main 4277 od 7 hasten seb ahe om ms Ate ee hy nth = past’ Cy a) I Q 7 A TRADESMAN — AE E SST > as = = = ee Ys Xz = oe : Pi oN — } yy PO | h. wth A. = )) ae SS Og, Xd YL _ Si 4 Af Z J g ACS Bi-7 >. : VL Ire Some Clever Hints on Seasonable Advertising. Written for the Tradesman. The Smith-Kasson Shoe Store, of Cincinnati, recently got out a neat sixteen page folder, including covers and flap, size 3 1-4x6 5-16 inches, tell- ing a bright, snappy story entitled; “What the Good Samaritan Showed the Footsore Man,” with the sub- title, “A Helpful Preachment, Illus- trated With Etchings in Zinc.” The story is succinctly and inter- estly told. It runs as follows: “Once there was a man who, lift- ing his voice, did make speech with exceeding vigor, saying, ‘GEE, my ‘eet hurt.’ “Whereupon a Good Samaritan, giving heed, did open his mouth and utter forth conversation, saying: ‘Come hither, footsore one, and I will show you something,’ “This, gentle reader, showed him:” And on the following page of the folder is a picture of a shoe with a is what the built-in arch supporter, upon which rests a man’s foot. This shoe is styled, “The Archway Shoe, the Onlyway to foot comfort.” These shoes are priced at $7 the pair, and the advertising man adds, | “We know scores of men who would pay twice $7 for a pair.” They come in oxfords and high shoes, in velour | calf and vici. Thereupon the story proceeds: ““Mayhap your arch is broken down,’ spoke the Good Samaritan, ‘in which the Shoe.’ “Then the Good Samaritan told the Footsore Man that the arch was built (by hand) into the shoe: that it sup~ plied what Nature had given to Adam—an arch, so his feet and legs would not ache while treading around the Garden of Eden—and how very, case you need Archway the shank, from which it passes through holes—see ’em?—right to the fcot.’ ““Lead me to a pair of shouted Footsore, and they for these,’ started “SMITH-KASSON’S.” Freshness and Truth. This is a bully good piece of ad- vertising. It illustrates what freshness and originality can do for an old story. When you get right down to hard pan there isn’t anything particularly startling about shoes as commodi- ities. In a way they are commonplace land everyday affairs—these shoes that we wear. And yet the shoe merchant who is compelled to talk about his wares from time to time (as he must per- force do to keep abreast of the game) can rejuvenate an old, prosaic topic by giving it a | treatment. The Smith-Kasson people have a big store—one of the largest stores devoted exclusively to shoes, hosiery and lingerie in the West. And they have an advertising man that knows jjust how to put on the rousements. But the small shoe dealer who can not afford the luxury of a high-sal- laried advertising man can do the istunt for himself if he is willing to pay the price; that is, give the mat- ter of his advertisement the time and thought to which they are justly entitled. 3ut shoe dealers so often seem to have gotten into the habit of putting off the preparation of their copy to the last minute; or, worse still, leave it to the local printer to fix up any way he likes. It pays to get out of the beaten path in advertising one’s shoes. fresh and novel very many of Adam’s had broken-down arches. “And, lo and behold, Footsore had | a broken-down arch. | ee : “That's why he said, ‘Gee, how my | | feet hurt,’ “And what do you think the Good Samaritan said? descendants | ““Say,’ said the Good Samaritan to the Footsore Man, ‘do you spend your summer half holidays in a boil- €r room?’ ““Believe me when I tell you I do not,’ was the reply. ““Well” responded the Good Sa- maritan, ‘why do you you house your feet in suffocating shoes? No wonder they perspire and burn!’ “‘Look at the cut. Hot Foot, said the Good Samaritan. ‘The hole in the heel lets fresh air through a steel! state. Be careful. I recall reading an But another factor which the deal- er can not afford to overlook is the matter of veracity—plain, everyday truthfulness in one’s advertisements. It is easy to become enthusiastic; and not so very difficult to over- advertisement gotten out by a cer- tain shoe merchant in a Western city, in which he offered to sell for $7 a pair of absolutely waterproof pairs of shoes, no matter what they cost or by whom they were made. I have often wondered how much trouble that dealer brought on him- self unnecessarily as a result of that rash proposition. In the first place an absolutely waterproof pair of shoes is a remote ideal. Snow water, as we all know, has wonderful pene- trating properties. And when any- Big Saturday Sellers One dealer says: ‘‘It doesn’t seem to make much difference what shoes I show in my window, the boys all come around Saturday and insist on buying THE BERTSCH SHOE | GOODYEAR WELTS FOR MEN | The man who has seen them can’t forget them when it comes time to buy shoes. The Bertsch Shoe will increase your trade—increase the prestige of your store—and will un- mistakably increase your profits. Take two minutes’ time to mail a post card request for samples today. HEROLD-BERTSCH SHOE CO. Makers of the Famous H B Hard Pan and The Bertsch Shoe Lines Grand Rapids, Michigan =) | SU* TRADE MARK %) > 4 NS Watson-Plummer Chicago Shoe Co. Stock Rooms and Offices Dixon Factory a lee ae His ‘RAILROAD ed Mill Bo DOLICE: _FIRE "MAIL | MOTOR ER virvnreone Sink MANUFACTURERS shoes that would outwear any five] tube entering the steel air chamber in body can make one pair of shoes so Our salesman will soon be new spring line for rgr1, general lines in the market. on the road again showing our embracing one of the strongest Red School House Shoes for boys and girls. The Watson and Civil Service for men. Best known for durability, service and style. Don’t fail to lo ok over our spring line. New stylish lasts and patterns. New location—Market and Monroe Sts., Chicago. ‘ oe >. : — gta ag ag ii Mh ee = sad x met Bat Nea a ee i August 10, 1910 everlastingly good that they will out- wear five pairs of the other fellow’s best—well, that’s going some. I have no personal knowledge of the gentle- man. And besides you have got to show me. Now I contend that there are enough truthful things to be said about shoes to provide any merchant with ample selling points. Stick to the eternal verities if you want to keep out of trouble. Goodness knows we have enough troubles in this world—troubles that come surrepti- ticusly and in spite of our best ef- forts to ward them off—it isn’t worth while to go out and invite them in. Push the Summer Shoes. How about the summer sort? Are they moving with alacrity? They ought to be. We are having some encouraging hot weather symp- toms in most sections of the coun- try. If people are going to be in the market for summer shoes they’d better be at it now. If they are not it probably is your fault. The way to sell summer shoes is to display summer shoes, advertise summer shoes and talk summer shoes Forget all about the winter varie- ties. Help your customers to forget about them. If they call for high tops show ’em oxfords. Explain the advantages of the latter as shoes adapted to summer _foot-require- ments. If you probably now. Do have any tans left (as you have), try to move them not go about whispering sotfly to yourself the flattering unc- tion that, if they do not go this sea- son they'll move off next spring and summer. Maybe they will—but the probability is they won’t. Styles change, you know. Shoes have a way ef accumulating shop-worn earmarks. Better sell ’em now. Sell them at the usual price if possible; if not, cut them. Cut them until they move. But before you begin to cut do some tall stunts by way of exploitation. There is more than one way, so it is averred, to choke a dog on butter; and, by analogy, there is more than one way to move commodities such as footgear. You can extol their mer- its in endless ways. But the real test of your window trimming, your exploitation stunts and your salesmanship, is to move the goods which, just at this partic- viar time, most of all need moving— ramely, your summer shoes. Cid McKay. a a ee Where He Wore His Gold Crown. The late Paul Laurence Dunbar, the negro poet, once addressed a Sunday school and toward the close of his remarks said: “And, my little friends, if you do all these things, some day you will wear a gold crown. Yes, each of you, some day, will wear a_ gold crown.” A little chap on the front catching the poet’s friendly piped: “My favver wears one now.” “No!? said the poet. “That can’t be.” “Yes, he does; right on his toof,” said the little chap. row, eye, —_—_+~- You can not bribe happiness with fine clothes and fine furniture, MICHIGAN TRADESMAN 33 Advertising and the Unappreciative Retailer. The difficulties surrounding the ju- dicious distribution of advertising matter to the retailer are many. The manufacturer goes to a great expense in preparing an attractive se- ties of window cards, posters, price- tickets, window displays, electros, etc. Upon shipping to the retailer matter which costs from $10 to $15 to produce, it is more or less of a shock to have the package left with the transportation company, for a re- fusal to pay charges. In other words, the enterprising retailer balks at pay- ing from 40 to 60 cents for $15 worth of value. Many manufacturers refuse to ship advertising matter to retail- ers unless the transportation charges are guaranteed. They have learned to take this necessary precaution as a result of unpleasant with shortsighted dealers. experiences Many dealers apparently take the position that they are doing the man- ufacturer of a trade-marked article a great favor when they purchase a small trial order and confidently ex- pect a bountiful supply of expensive printed matter, costing as much or even more than the total amount of their order. In many cases the manufacturer is to blame for the indifference of the dealer, as it frequently happens that the retailer is flooded with material which is neither justified by the size of his account nor the number of prospective customers in his terri- tory. It is hard to understand the mental attitude of the dealer who uses four- sheet posters, lithographed in five colors, for wrapping up packages of nierchandise. Then, there is the case of the thrifty dealer who refuses to accept the package of electrotypes furnished without charge by the man- ufacturer, for newspaper and circular work, because the express company wishes to collect 15 cents! It frequently happens - that a na- tional advertiser who has been re- guested to furnish samples of his product to be sold at church fairs, sample sales and other varieties of graft under the guise of sweet Char- ity, sends samples, supplied without cost, but does not prepay express charges. It is dollars to doughnuts that the donor will receive the bill from the recipient. Another illustration of the intelli- gence displayed by the average retail- er came to the notice of the writer recently, when he had occasion to arrange for the shipment of an ex- pensive electrically-operated window display throughout the country. A se- ties of one-half dozen electros was furnished so that the retailer might tun an effective series of advertise- ments in his local newspaper, calling attention to the attractive display in his store window. In a great many cases, notwithstanding the warning circular sent with each display, the retailer considered it advisable to ship the electros loose in the spe- cially constructed case furnished with the display. After traveling from 100 to 300 miles, to the next dealer on Hour waiting list, it was quite com- mon to receive a report from the next consignee that the paper-mache figures had been badly damaged by the electros packed loose in the box. This experience seems to indicate that the leader failed to appreciate the value of the display, both to him and the original purchaser, the man- ufacturer, and so long as it cost him nothing, what would it matter if the electros smashed the fragile figures? Had each dealer who used this dis- play been compelled to purchase it, it goes without saying that it would have been handled with care. Every advertising man who has had | anything to do with the distribution | ot printed matter knows that the re- tailer invariably orders more stuff than he can use to advantage. He ev- } | | | extreme | | | idently orders on the theory that so long as his requisition will be cut dewn anyway, he might well or- as cer plenty. Salesmen who call on the trade frequently report a large supply of various kinds of advertising mat- hand the dealer’s ter on in while at ior store, the same time a reqttisition more is being filled at the point of distribution. ~We have frequent cases where indoor electric window signs have been furnished only to The Best Work Shoes Bear the MAYER Trade Mark MICHIGAN SHOE COMPAN W holesale SIEVE | AND RUBBERS 146-148 Jefferson Ave. DETROIT Selling Agents BOSTON RUBBER SHOE CO. #o OVSCPE SEER Te YES is very tough. bought aad ae Broncho Not expensive, but good everyday shoes for men and boys made from light, durable kangaroo calf stock that Also plain toe, lace and congress. will find them the best medium priced shoes you ever You a i i a i i i a i i haa i a i i hain f Rindge, Kalmback, Logie & Co , Ltd. GRAND RAPIDS, MICH. at 34 MICHIGAN TRADESMAN August 10, 1911 —— have our own advertisement removed in favor of some other advertisement having a purely local interest. Query: Do all retailers have a conscience? Almost all shoe salesmen are famil- iar with the retailer’s favorite pastime of using an electro furnished by the manufacturer, to represent the prod- uct of another who is not so liberal with shoe illustrations. These various illustrations showing a lack of appreciation on the dealer’s part are a matter of common knowl- edge among salesmen. As it seems to be rather a hopeless proposition +o try and awaken the conscience of the dealer struggling for a living, it becomes rather an interesting prob- lem as to the best method to adopt to lessen this constantly-growing waste of expensive advertising mat- ter. The writer has in preparation a plan whereby the worst of offenders along this line will receive an item- ized statement showing what it would cost them to reproduce the material. furnished without charge. There is a remote possibility that when they see the amount it would cost them if they were footing the bills, that they may be induced to use the matter in a legitimate and a ju- dicious manner, and by so doing se- cure from it the greatest amount of benefit in putting their business on a profitable basis. C. L. Greene. + ___ What You Can Do. The most successful catalogue houses buy and sell for spot cash only, They have no bad debts. They have charges. They do not handle country prod- uce, no excessive delivery They sell largely in quantities. They waste no money on poor ad- vertising or on _ fake advertising schemes, They do not give trading stamps. You of whom the opposite is true —how in the name of common sense can you expect to meet or beat cata- logue house competition under such circumstances? You can buy and sell for spot cash only and have no bad debts— if you will. You can cut the cost of delivery and the handling of produce to a min- imum — through co-operation with your brother merchants—if you will. You can sell in quantities—a profit- able thing to do—if you will. You can stop wasting money on poor advertising and fake advertis- ing—if you will. You can cut out trading stamps and so-called trade-drawing schemes —if you will. ——__2--___ and others $21.18, Rejected. The disbursing agent, Chas. H. Howard—How did you make your|Dickson, who has been connected wife stop buying your ties? Coward—I told her I’d let her pick out my ties for me if she’d let me choose the style of hair dressing for her. > __ A Difference. Tom—He’s changed a great deal. They used to call him a wild youth. Dick—And now they call him an PAYING OFF THE INDIANS. How the Government Disbursement Is Accomplished. Written for the Tradesman. The money being paid this summer to the Ottawa and Chippewa Indians of Michigan by Special Disbursing Agent Charles H. Dickson is in set- tlement of an old claim. By a treaty made in 1835 the In- dians of these tribes living in Michi- gan, located mainly in the northwest- ern part of the Lower Peninsula, gave up their lands to the Govern- ment. Some provision of the treaty was not carried out intact and a num- ber of years ago some attorneys took up the matter and brought it before Congress. After a time it was referred to the United States Court of Claims, which two or three years ago rendered a decision of $131,000 in favor of the claimants. Recently Congress made appropriation of the funds necessary to discharge the obligation. Nineteen thousand dollars, or about 15 per cent., was paid the lawyers. About $6,000 was used for the ex- penses of making an enrollment of all Michigan Indians of these two tribes. This work, necessarily long and laborious, was done by Horace B. Durant. After making the roll he went over it carefully and made corrections. It was then approved by the authorities at Washington. It is on this roll, corrected and approved, that the disbursement is being made. Besides the money for the claim there was a sum of something over $9,000 that came into the Treasury from other sources, which the Comp- troller decided should go to these In- dians. So in all, after taking out the attorney fees and the enrollment ex- penses, something like $115,000 is be- ing paid them. The expenses of dis- bursement are not taken out of the fund, but are met from other sources. There are on the roll 5.642 Otta- was and Chippewas living in Michi- gan. There are about 250 more who are natives of this State who are now scattered all over the country from Maine to California: 202 of the 5.642 are children born after a certain date in 1908, so that they range over 2 but under 3 years of age. These come in for $1.74 each. Children of 3 years or over receive the same pay as adults, a little over $21 apiece. Di- viding the amount of money by the number of Indians would give a frac- tion of a cent over $21.16 to each one. As the Department wanted to clean up the entire fund and have nothing left over, the names on the roll were divided into three classes, so that some get $21.16, others $21.17 with Indian affairs for twenty-five years, is a Supervisor of Indian schools, and in this educational work has been sent all over the United States. He is an earnest, kindly man. as well as an able educator, and an en- thusiastic believer in the possibilities of the Indian character. He considers that the value of education for the Indian has been fully demonstrated. cld reprobate. at is can not be brought about all once. Mr. Dickson’s work now mainly confined to the Third Dis- trict, embracing the three States of South Dakota, Iowa and Nebraska. His headquarters are at Flandreau, South Dakota, where there is a large Indian school. This summer he has been temporarily assigned to dis- bursing this money to the Michigan Indians. He has already been to Hart, Scottville, Fountain, Walker- ville, Traverse City and Petoskey. He will go from there to Northport. Before going to a town designated by the Department as a disbursing point he writes or telephones ahead to some leading Indian living in the vicinity, stating as nearly as _possi- ble the day on which he will come. By some process that surpasses in swiftness all paleface telegraphy the word is passed around among the red people and they all start for the town at once, sometimes arriving considerably in advance of the agent. During his stay in a place they may be seen clustered like flies about the doorway of the building in which he with his force of three clerks and one interpreter have their office, waiting for a chance to go in and se- cure the eagerly coveted check. The agent pays in checks on the Assistant United States Treasurer at Chicago. These are always cashed locally at par. The process of, paying off is neces- sarily slow. Each Indian must be identified, proved up, as it were, and in some cases it requires an hour or more to do this for an individual. Family records are not kept by the aborigines, nor are bar tismal names steadfastly adhered ts An Indian may grow up as Pet, Blackbird. He shifts his reside: and is called John Robinson, 0}! changes may follow. Sometimes has been found that one Indian | had in his lifetime six or seven these different aliases. To get suc a one fixed up with his name on hi check tallying with his name on tl roll requires much time and patienc Eight cr nine cases of double e] rollment have been discovered, + t! twice under different names. are paid only once. The: A study of the names is interes: as Belongea, Lavake, Lablane. The same person may hav an Indian name as well as one or m English names. E-taw-naw-caw-m go is called just Paul Williams short, while O-tish-quay-ke-zhick Uncle Sam is very strict as to o: be spelled correctly. ters. Some Indians down on as Ottawas or Chippewas have ready drawn money as_ Pottawatt mies. Confusion may easily occur regards the children, where the ther belongs to one tribe and tl! mother to another. In commendable honesty, Indians refis ————$—_—— accurate], Same person being down on the ro! ing. One finds many French names Laduke and also known simply as Mary Johnson thography, and even if a name ha: half a dozen syllables, every naw or caw or say or zhick or quoum must Some names on the roll contain as high as thirty let- this roll two cases, with It takes time and Sweeping changes 473 —Men’s Black Elk, bellows tongue, 2 chrome soles 477—Men's Black Elk, 2 chrome Wee 414—Men’s Black Elk, chrome Re 416—Men’s Black Elk, chrome soles 6542—Boys’ Black ik, 2 Ghionwe Gelce 6442--Youth’s Black Elk, 2 chrome Soles: 6598—Boys’ Black Bik, chrome soles........ 7 6498—Youth’s Black elk, chromescles ........ Hirth-Krause Company Tanners and Shoe Manufacturers Grand Rapids, Mich. Elk Outing Shoes This popular hot weather shoe will be worn right along until snow flies. Keep your stock well sized up. We numbers that we can ship have the following the day your order is re- ceived: $1.85 50 1.55 1.35 1.75 cS een ya - ¥ “4 eae semana gy - tie eens goto GN gyn August 10, 1910 ed to take a check because they had already been paid off as Pottawatta- mies. It will readily be seen that since the Indians, crazy for their pay, all flock in to the disbursing point as soon as they get the word, many must wait several days before the agent can attend to them. The great- er part of the dusky throng have not a cent of money when they come and hotels and boarding houses are not eager to take them in anyway, so some have been compelled to sleep on the ground without shelter for a night or two. Undeniably the wait- ing has been a hardship, particularly to the mothers and young children, and to such as own farms and leave live stock at home. The matter has come in for some sharp criticism, probably not all of it just and reasonable, since it would be impossible to devise any _ practical plan for paying these people their money that would not involve delay for some of them. It is unfortunate that the Department did not desig- nate at least twice as many places for disbursing points. This would have shortened the distance that many have to go, and as the num- ber coming to each place would have been smaller no one would have been obliged to wait long. To Traverse City a large number of Indians came, not only from the immediate surrounding country but from Sutton’s Bay, Honor, Omena and even from Beaver Island and Sugar Island; so here the waiting was especially long, expensive and wearisome to the Indians. The Indians about Mt. Pleasant have sent a request to the Depart- ment that the Disbursing Agent be sent there, instead of their having to go to Scottville, which would involve an expense of $6 or $7 or even more apiece. For over a hundred Indians to go to Scottville the cost, besides loss of time, would be $700 to $1,000, an amount which they can ill afford to spend. It is to be hoped this re- quest will be granted. To those who are sick or very aged, or for other reason unable to go to a disbursing point, the agent sends their checks by reliable Indians living near them. This is not always clearly understood, and in one stance an old woman just about to die was brought to receive her check. Some that are over 90 come to get their pay. The oldest Indian on the roll is Mary Carow, of Cheboygan county, III years, and this remarka- ble age is well substantiated by those who know her. When an enrolled Indian has died his check is paid to husband, wife, parent or other near heir, in case it is obvious that this is what ought to be done. When three or four claim it then it is not paid. What does Poor Lo do with his money? That depends. A brave may buy himself a new suit of clothes, while a squaw may delight her heart with a stunning millinery creation or a bright silk waist. Some give evi- in- dence of thrift and prudence and make sensible purchases and may even carry home some cold hard cash. Others, alas! take to firewater MICHIGAN TRADESMAN and do not leave the town where they get their pay until the last cent of this money received for the lands of their fathers is squandered. As to tribe, an Ottawa never claims to be a Chippewa, although a Chippe- wa may be glad to pass as an Otta- wa, since the Ottawas are, generally speaking, the more intelligent and progressive. A large proportion of the Indians show unmistakable admixture of white blood—in a few the Caucasian so predominates that the Indian is scarcely noticeable. Most of them dress like white peo- ple and very many of the younger ones speak English fluently. With the taking on of white ways some of the old characteristics are dropped. For instance, the very straight, stiff fig- ure and erect carriage that marked the old-time Indian is rarely seen in the younger generation. At one of the disbursing points a post card gallery soon became very popular with these people. They are admirable subjects for photographs, being able to stand absolutely mo- tionless. Their favorite pose was to be seated two at a time in a balloon “scenery,” and many carried off their likenesses taken as if sailing heavenward. One young man, unusual- ly bright and intelligent, was gaily holding in his hand the two new crisp $10 bills he had just received from the cashing of his Government check. Touches of feminine coquetry were not lacking. One fine looking young squaw, evidently part French. requested of the photographer, “Please finish ’em light.” Quillo. _———o--—— When George H. Seymour Was a Boy. Written for the Tradesman. George H. Seymour, when 12 years old, served the State of Michigan as a messenger to Lieutenant Governor Dwight May and clerk of the Sen- ate during the session of the Legis- lature in 1867. His father, Henry Sey- mour, who represented Kent county in the Senate, had previously served a term in the House. The Senate was composed of able men, three of whom—Cyrus G. Luce, Charles M. Crosswell and David H. Jerome, were later elected to the office of Gov- ernor. The session continued but one hundred days. The members, rule, remained in Lansing until work of the Legislature was com- pleted. Senator Seymour spent but one day in Grand Rapids during the Mr. Seymour memorized the roll call and is probably the only man living who can repeat it from memory. as) a tne session. Among other acts passed by tae Legislature providing for the holding of a constitutional was one con- vention, which was elected and con- vened later in the year. Mr. Seymour served as a messenger on the floor of that body. The game of cro- quet had just been introduced and the messenger boys commenced play- ing it on the green adjoining the old capital building, in which the con- vention met. A petty State official, who had cut the grass and sold it from year to year for his private benefit, objected to the use of the grounds by the boys, when the con- 35 vention passed a resolution, under the operation of which the boys were al- lowed to play the game undisturbed. The members finally took an interest in croquet and it was not an un- common sight to find them at play in the early hours of the morning or with lanterns in the twilight. Private bats and balls were carried into the capital and locked up in their desks by the members after play. Croquet outfits cost from $12 to 15 per set in those days and Mr. Seymour says there must have been one hundred Bigger and Better Profits ON’T take our word for it; sit down and figure it out. Using the slang expression It’s Easy Money mallets and balls in use before the convention adjourned. Arthur S. White. ee ee Economy. Maude—I hear that Charlie delib- erately picked a quarrel with his fi- ancee. “Claude—Yes, he said he simply had to. Wanted to stop buying flowers for a while so he could pay his tailor. If it seems as though heaven might be a dull place, remember they have an inside view of all our antics. end. der under will require. vertisement. when you save it on the buying You won’t be convinced until you handle our Baking Pow- Your Private Brand An investigation is all that it Return today the coupon at the bottom of this ad- Wabash Baking Powder Co. Wabash, Indiana Gentlemen: I want to investigate your plan if it will positively increase my baking powder profits and bring more customers into my store. Show me how I may give your plan a trial without any obligation on my part if I am not satisfied. GR Address . State __ MICHIGAN TRADESMAN \07 ae >: = f y — — — A = = eE, = f © & =e = = 2 ces = Sa . ££ = = - = 2 es = fe ¢ — a =" i _ po - sat a SS — : ae 3 : = . = Slo ann HA = t - =o : — oF : _ = = = = = —t F . ~ eS uv = Z we = a ie oe | = + £2. S eg i _ (Pe — a nt igre ; Pri ‘ oS aan BO (PR SS OD 0) / Wag Sse se) c 74 yy ew SESH ie bs Pass NS cam MENS g2X: Ok = Dy) BIGGER AND BROADER. Gradual Growth of Michigan Retail Hardware Association.* In presenting for your considera- tion my annual address as President of this Association I desire to say that the year just passed has been an uneventful one in the fact that noth- ing has occurred to disturb the peace and harmony which has always pre- vailed in our State Association. It is, indeed, a pleasure to work with the efficient officers and members of our Executive Committee; in fact, the members of this Association are al- ways ready and willing to discharge any duty intrusted to their care. The meeting at Saginaw a year ago was one of the best ever held and clearly demonsrated the wisdom of taking up the exhibit feature as one of the essentials to success in our annual conventions. The magnificent displays of the exhibitors here is evi- dence of the fact that hardware ex- hibits have come to stay and are and will continue to be an education to us all, and we, in turn, should show our appreciation of the time and money spent by loyal manufacturers | and jobbers in arranging these exhib- its. I would suggest that you ar- range to spend as much time as pos- sible in looking them over and pur- chase such goods as you may be able to use as an evidence of your ap- preciation of their efforts. Associa- tion effort has done much to improve the conditions that obtained prior to | the formation of our organization and I firmly believe the future has still more in store for us. It is not neces- sary for me to speak of the advan- tages offered by this Association to those who are members of it, but T| wish to say a few words to any who may be present who are not yet en- rolled as members. There wasatime in the past when individual effort was a power to be reckoned with, but this 1s an age of combinations. We have great organizations of capital and la-| bor whose object is to accomplish by | united effort or co-operation things | which would be impossible to an in- | dividual. The only way we successfully combat some of the evils which have arisen in the business world is by the hearty co-operation of the members of our Association. | This Association was not formed to invite conflict, but in order to be in a position to. protect our rights should they ever be unjustly assailed. Membership in the Michigan Retail Hardware Association will bring you in touch with the progressive hard- can | *Annual address of President Charles A. Ireland delivered at annual convention Michi- gan Retail Hardware Association at Detroit, Aug. 10, 1910, 'of others. ware merchants from all parts of our State, and in this way you can ac- quire much that will be of benefit to you in future years. We are not here to discuss matters that relate solely to the profits which accrue from our business, but to’ has been accomplished. Let us all go home from this convention resolved to boost a little harder than ever be- fore for more members. I am firmly convinced that local associations in cities large enough to warrant the attempt are a good thing for the State Association. It was my privilege to attend the annual banquet of the Grand Rapids Hardware Association last winter and I assure you it was a most pleas- ant and profitable meeting and I wish to congratulate that Association on its splendid organization. During the past year the advocates of a parcels post have been active in presenting their claims for the passage of some sort of a parcels post measure. My observation leads me to believe that, Charles A. bring out and develop the better and broader side of our natures in mak- ing better citizens of us. Your at- tendance at the sessions of our con- ventions will tend to give you a broader view of business life cause you to find out how much better your competitors have grown to be, which in reality is an awaken- ing in you of a respect for the rights Michigan was one of the pioneers in the Association move- ment and the benefits we are enjoy- ing to-day are the result of the first imeeting held in this city some six- teen years ago by the charter mem- bers of this Association, through whose efforts this organization was formed. At our convention last year our Secretary’s report showed 709 active members; to-day we have up- wards of 770 active members. While we had hoped to reach the 800 mark, still we find cause to rejoice in what and Ireland |this movement make a more intellj- |gent fight for it than was made be- fore the Postal Committee last spring at Washington, there is no immediate cause for alarm. | It is a source of gratification to all ;members of hardware associations to know that the National Association was in the fore-front of the fight and deserves great credit for the show- ing made. I desire, however, to im- press upon your minds the necessity of keeping in touch with this mat- ter. More effective work can be done with our Senators and Representa- tives during the time they are home between sessions than at any other time. We have been lax in bringing this subject before them in the che. vincing way it can be done. On the other hand, they have heard a lot about it from the mail order interests and the various farmers’ tions. Oorganiza- August 10, 19; ee The subject of mutual or cO-oper tive insurance is one that should an. does interest all hardware men. ] bi lieve it to be the duty of all of , members to carry at least a reason ble amount of mutual insurance. my mind it is one of the things will eventually hold our State as. ciations together. Personally | saving $100 each year on my insu ance and consider it better insuran, as well. Our National convention was most interesting meeting, but I Wi not touch upon that, as the report « that convention has been assigned | more able hands. The mail order question will +. main a vital one so long as it stand as a menace to the prosperity of t! country towns. However, the acti: ity of our members in making a fighi +} Ci} against the inroad of this kj of competition has done much check it. In conclusion I desire to say th I have great faith in the future this Association. It has the kind timber within its membership — t] makes for success. Its possibiliti for the future are limited only by t! measure of our enthusiasm and ener gy. Therefore let us strive to mak. our Association the strongest best of them all. Ever mindful the duties and obligations of a highs and better citizenship ha to a result of our ci nection with Association work, let strive to enter into and become integral part of all that is best in o: home cities. which come US as 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 can prove it. Grand Rapids Electrotype Co. H. L. Adzit, Manager Grand Rapids, Mich. Acorn Brass Mfg. Co. Chicago Makes Gasoline Lighting Systems and Everything of Metal DON’T FAIL. To send for catalog show: ing our line of PEANUT ROASTERS, CORN POPPERS, &c. LIBERAL TERMS. KINGERY MFG, CO.,106-108 E, Pearl St..C'ncinnatl,O» Columbia Batteries, Spark Plugs (ias Engine Accessories and Electrical Toys C. J. LITSCHER ELECTRIC CO. Grand Rapids, Mich. Lele em ne unumatala? MMeaty> Bee ee 1 \ Alisttined Oa Ds zi ay Established in 1873 Best Equipped Pirm in the State Steam and Water Heating Iron Pipe Fittings and Brass Goods Electrical and Gas Fixtures Galvanized Iron Work The Weatherly Co. 18 Pearl St. Grand Rapids, Mich. ues A " REI op “5 me e~< S ? 3 2_-< ol - Phe “~~ “ ann tis é August 10, 1910 GRADUAL GROWTH. The Gain in Influence and Numerical Strength.* This is the eighth time that I have been called upon to present an an- nual report as Secretary of this As- sociation, and at no time can I re- member when the outlook has been more encouraging than it is at the present time. One can not fail to be impressed by the growth of the or- ganization, numerically, and in matter of accomplishments. One thing which stands out prominently is the sincerity of the members in their de- sire to co-operate in any movement inaugurated by the Association the welfare of the hardware trade of this State. The time has gone by when it was necessary to employ unlimited argu- ments in order to convince a dealer that it was to his interest to become a member, for the Association has been placed upon such a strong foun- dation and has such an enviable rec- ord to look back upon that there are few, if any, connected with the hard- ware business in any capacity but realize that a membership is worth many times the cost of the annual dues, In the first place I want to ex- press my appreciation to the mem- bers for the co-operation which they Lave extended to the officers, par- ticularly during the past year. It has been necessary, in carrying on the work to appeal several times to the members, especially in connection with our campaign against the par- cels post law, and it would probably surprise you to see the volume of correspondence which has come to the Secretary’s office in reply. Our success in defeating this legislation up to the present time has not been a result of resolutions that we have adopted at our conventions, but may be directly attributed to the intelli- gent co-operation of the individual members in making personal appeals to their representatives and present- ing logical arguments in opposition to this’ law. In this connection it is well for us to consider the present situation as regards parcels post and to give some thought to our plans for continuing to protest against the passage by Congress of any legislation on this subject. There have been forwarded to the Secretary numerous replies re- ceived by our members from their congressmen and senators and in a large majority of cases we find that there is a tendency on the part of our representatives to favor some modified form of parcels post, fre- quent favorable mention being made in this*connection to the rural par- cels post idea, on the grounds that it would be a benefit to the retail hardware dealer. We are all of us too familiar with this subject to require a repetition here of the strong arguments which can be submitted against this meas- ure, but we must give serious thought to the matter of getting in touch with our representatives between now and the time when Congress meets again * Annual report of Secretary Arthur J. Scott at annual convention Michigan Retail Hard- ware Association at Detroit, Aug. 10, 1910. the | for | MICHIGAN TRADESMAN and argue this matter out from our standpoint. The candidates should ibe given to realize just where the | iretail merchants stand on this ques- | jtion and any who show a tendency jto lean towards the parcels post in | any form should be shown that they | are mistaken in believing that there | }is any demand for this legislation or | ‘that it would confer any permanent | | benefits upon the residents of the | smaller towns and cities. | The success of this campaign of education rests with each of us, Let us take an active part in the political |affairs of or communities, to the ex- tent of assisting to elect men to of- fice who have expressed their atti- tude on the measures in which we are interested and also in keeping post- ed at all times upon their actions while in Washington. There is one subject in which I believe we are all interested and that should hawe some consideration by | Arthur J. Scott the Resolution Committee on behalf of this convention, and that is the ex- orbitant rates charged by the express companies. Considerable publicity has been given to this subject by the leading magazines, newspapers and special commissions appointed for that purpose, and it is generally ad- mitted that, taking into consideration the capital invested, the express rates at the present time are out of all proportion to the service rendered. If the Inter-state Commerce Commis- sion has not at present the authority to regulate these rates, I believe that we should take steps to see that they are given such authority. The hard- ware dealers are paying into the ex- press companies thousands of dollars each year and a_ reduction in the schedule of rates would result in sav- ing us an immense amount of money annually. It occurs to me that the time is now ripe for this ssociation to extend its field of usefulness to the extent of helping its members in extending credit. While some few are operat- ing on a strictly cash basis, it is safe to say that the majority sell on cred- it and, while the matter of terms may be one for individual or local action, I think it would be a good plan to discuss at these meetings ways and means to curtail the long terms of dealers, particularly in communities. credit which are granted by many 37 WALTER SHANKLAND & CO. 85 CAMPAU ST., GRAND RAPIDS, MICH. Mich. State Sales Agents for The American Gas Mach. Co. Albert Lea, Mina. the farming The Association now has represen- tatives in practically every section of the State, and if any member of the Association desires information the credit standing of any new cus- tomer who has just removed from some other section of the State I be- lieve that it should be the duty of the Secretary to secure such informa tion from the merchants in the town in which the customer was formerly located. on Mica Axle Grease Reduces friction to a minimum. It saves wear and tear of wagon and harness. It saves horse en- ergy. Itincreases horse power. Put up in 1 and 3 lb. tin boxes, 10, 15 and 25 |b. buckets and kegs, half barrels and barrels. Hand Separator Oil Is free from gum and is anti- rust and anti-corrosive. Put up in 44, 1 and 5 gallon cans. [ have in mind an instance that was brought to my attention by a mem- ber of this Association who was ask- ed to extend credit to a new resident who was generally considered to be worth upwards of one hundred thou sand dollars. In spite of the fact that the retailers in‘other lines made every effort to cater to the trade of this new customer, this member to whom I refer wrote to the hardware dealer located in the city where the custom- er formerly resided and learned some facts which prompted him to sell the STANDARD OIL CO. Grand Rapids, Mich. Welcome, Master Horse Shoers Ge ee eet National Convention Oct. 10 to 15, 1910 Held at Grand Rapids, Mich. We are headquarters for the celebrated brand of Juniata Horse Shoes, Juniata Toe Calks, Standard Toe Calks, Russell, Secure & Capewell horse nails. CLARK-WEAVER CO. 32 to 46 S. Ionia St. Wholesale Hardware Grand Rapids, Mich. ~ PHOIiIXs ggg SSA SS Wg Sy AN SASSSSN SU ena aN (iy) MER (Kars) - ea a (COON a*% GY ah, oN 22244744 My 4 ‘ay SS OOTMHIUNY? OS We FOSTER, STEVENS & CO. Exclusive Agents for M chigan. ? 4} AN i) SS Yann ES . Lif ds Grand Rapids, Mich. Write for Catalog. Get Our Quotations Before buying elsewhere on Cement, Lime, Plaster, Hair Sewer Pipe, Etc. We also sell barrel salt in car load lots GRAND RAPIDS BUILDERS SUPPLY CO. 196-200 W. Leonard St. Grand Rapids, Mich. The only exelusively wholesale dealers in Builders Supplies in Western Michigan So EE PASE BOC ANT st Sieh ee ee Se ae eee EGET ae Tee ee 4 MICHIGAN TRADESMAN August 10, 1919 latter only upon a cash basis. Within a year this individual made a failure of the hotel business in which he was engaged and about the only retailer who did not lose the hardware man who had had the fore- sight to communicate with his fel- heavily was low member. Merchants will not always give out to strangers a record of their deal- ings with their but through the medium of the office ot the Secretary of this Association I am sure that information of this kind can readily be gathered and I hope that the members will avail them selves of this opportunity when the occasion presents itself. A year ago at the suggestion of Marshall H. Mackey, of South Hav- en, an advertising contest was inaug- urated and the results will be made known in a report from the advertis- ing judges at this convention. Wheth- er the idea did not appeal to the members as strongly as we anticipat- ed or whether the Secretary failed to place the matter intelligently before the members, the fact remains that the percentage of members who sent in their advertisements to be enter- ed in the contest was very limited and, while the prizes were not any great inducement, it seems as though the educational value of this contest would prompt the most of us who spend money each year in newspaper advertising to submit the result of our efforts along this line, giving oth- ers the benefit of our ideas and profit by receiving theirs. In this way we could help to make the organization more valuable and that is just what we are striving in every way to accomplish. I don’t be- lieve that the Association would be justified in continuing to conduct these contests unless at this conven- tion we receive some expressions and assurances from the members, show- ing that we may expect a_ larger number to participate in the future. I believe that a large percentage of our members are now carrying insur- ance with some of the hardware mu- tual companies, but for the benefit of those who have as yet failed to par- ticipate in the saving which can be secured in this way it seems oppor- tune to state that the policy holders in several of the companies are now carrying their insurance at one-half of what it would cost with the old line companies and, even upon this basis, the hardware mutuals are build- ing up big reserve funds sufficient to meet almost any emergency. I believe that the last statement of one of the best-known hardware mu- tual companies shows that its losses for the period covered in the report amounted to only 20 per cent. of the premiums received, while the expens- es were less than 10 per cent. We do not want to get members into this Association merely in order that they may participate in the benefits of this saving, but we appreciate the fact that it is an advantage to be able to show prospective members that, in addition to many general benefits which accrue to them -s a result of the work of the organization, they can also each year save several times customers, the amount of their dues in actual dollars and cents. We have with us W. P. Lewis, of Huntingdon, Pa., who is to speak on the subject of Mutual Insurance, and he will, undoubtedly, explain to you, more thoroughly than I could expect to do, the details of this very impor- tant outgrowth of the hardware asso- ciation movement. I would like to refer in this report to the National Association and what it means to us as individuals and as members of the State Association. We are honored, however, by having with us Sharon E. Jones, First Vice- President of the National Associa- tion, and as O. H. Gale will favor you with a report of the recent Den- ver convention, I am sure we will listen to a very comprehensive ex- pression of the progress made by the National, so that more extended ref- erence to the same can be well dis- pensed with in this report. Very few complaints have been fil- ed with the Secretary since the time of the last convention, and in most isfactorily. Inasmuch as our Asso- ciation does not depend upon coer- cion in matters of this kind, but appeals to the party against whom the complaint was filed and seeks an amicable adjudgment, I feel that we have secured very satisfactory re- sults. It becomes more and more ap- parent each year that the retail mer- chant realizes the necessity for pat- and manufacturing business, and the latter apparently appreciate this fact, for, with very few exceptions, the ut- most consideration is given to com- plaints and the assurance is nearly al- ways forthcoming that the offense will not be repeated. The most of the complaints this year have been against manufactur- ers or jobbers for selling goods to farmers or individuals in competition with the regular hardware dealers handling these lines. Frequently the explanation offered by the concern about whom the complaint is made is to the effect that a new traveling man, unfamiliar with the territory, secured the order which caused the trouble and the shipment was allow- ed to slip through without the fact being noticed that the party to whom it was sent was not engaged in the hardware line. We all realize that mistakes are liable to occur and, inasmuch as it is desirable for the retailers to work hand in hand with the jobbers and manufacturers, it seems advisable in most cases to accept an explanation of this kind, except in cases where a similar offense is frequently re- peated. When you find a jobber or manufacturer who is guilty of a prac- tice which you think is breaking faith with the legitimate retailer, it is your duty not only to yourself but to the other members of the Asscociation to report the facts to the Secretary, and while we do not like to hear ot grievances, it is essential that we are notified of those which actually do exist. Upon this occasion I have been ad- cases these have been adjusted sat-| ronizing his friends in the wholesale | j when a member has a real grievance | vised that we will have with us a number of representatives from other state associations and I hope that all of these gentlemen will derive ,some good from our meetings and, inci- dentally, that we will get the benefit organization of their experience in work in their respective communi- ties. I feel that it is an excellent plan for the different state associations to send delegates back and forth to the different conventions and I believe that only by adopting this plan can we bring our own Association up to the highest point of effectiveness. If they have worked out some plans in Ohio, Indiana or some other _ state that have had good results and bene- fited the hardware dealers in those states, we want to know about it and at the same time we are delighted to feel that they think they have some- thing to learn by coming to meet with us. I hope that we may have ‘some expressions in regard to how the members feel about sending rep- resentatives from Michigan to those other state conventions. The Association two years ago un- dertook the preparation of a list 0} all the hardware dealers in the State and from the number of requests which we have received for copies of this list I believe that the time de voted to this work is well employ ed. The members have co-operated with the Secretary by promptly re- turning to him lists sent them for correction, but I feel that we should go still farther and that the member: should, from time to time, report to the Secretary any changes in busi ness which are brought to their at tention, so that our list may be kept up to date at all times. In the past we have asked for this information only once a year, but it will facilitat, matters if members will write to th. Secretary frequently on this subject Last year the Secretary’s report showed 709 active members and th: hope was expressed that we could in crease this to 800 by the time of this convention. While we have not quit. The Handy Press For bailing all kinds of waste Waste Paper Hides and Leather Rags, Rubber Metals Handy Press Co. New Invention Just Out Something to Make Every Pound of Your Waste Paper Bring You Good Dollars Increases the profit of the merchant from the day it is introduced. Price. $40 f. 0. b. Grand Rapids. Send for illustrated catalogue. — 251-263 So. Ionia St. Grand Rapids, Mich. The Percheron Collar shoulder to the lead. it comfortable for him to work, ““PERCHERON’”’ Collar. a collar? Ask us TODAY for Circular BROWN 6G SEHLER Co. Can’t you imagine then how a horse must feel when he wears a collar that pinches his neck much in the same way the shoe pinches your foot? You can’t blame him for shirking or balking sometimes when he puts his Our “PERCHERON” Collar was constructed so as to get the greatest amount of horse power from any horse, and at the same time make We made a careful study of the shoulder of the horse, and built this collar to fit the shoulder—every outline of the collar bone is found in the The result is—elimination of sore shoulders— more horse power—comfort for the horse—reduction of feed and less care. Don’t you believe the farmers in No. 62 describing this Collar, and we'll send you a pair of Beautiful Bridle Rosettes free of all charge. RK YER buy a pair of shoes and have them pinch your feet like fury— raise blisters and all that sort of misery? How long do you wear such shoes? your vicinity will appreciate such Be Grand Rapids, Michigan Sg 2 Sc i a ame a ee ae —™ ~~ - 7 45 AF te August 10, 1910 MICHIGAN TRADESMAN 39 reached the 800 mark, we have made a very creditable gain, as shown in the following recapitulation. Since the last convention forty-eight of our old members have been reported as hav- ing gone out of business and twenty- six have resigned or been dropped for non-payment of dues, leaving 635 of our old members still on the list. During the year we have taken in 138 new members, making a_ total present membership of 773, which is a net gain of sixty-four members. The traveling men have helped loy- ally in making the above gain possi- ble and at this convention R. O. Mimmack and F, E. Woolley will be awarded first and second prize re- spectively in the contest between our associate members to see who could bring in the largest number of mem- bers. In addition to the results shown by Mr. Mimmack and Mr. Woolley, the following associate members each secured one or more new members: J. H. Robinson, John A. Raymond, A. C. Guilloz, Geo. H. O’Rourk, R. C. Wessels, W. S. Beebe, Jj. A. Bracht and W. A. Kendall. Forty-nine of our new members were taken in at the last convention, EF. W. Davis, solicitor for the Asso- ciation, secured an equal number. twenty were received by mail and one each were secured through the ef- forts of the following active mem- bers of the Association: Charles A. Ireland, Julius Campbell, Porter A. Wright and O. H. Gale. I might mention that if there had been a prize offered for the member bringing in the largest number of as- sociate membership applications, Por- ter A. Wright, of Holly, would have outdistanced all competitors. He se- cured twenty of these applications during the year. In view of the above showing I feel confident that before this con- vention is over our membership will have jumped beyond the 800. mark and, to use a forcible expression, you will agree with me that “that is go- ing some,” Last year, when we decided to con- duct exhibits in connection with the convention, this feature was an ex- periment, but the results were so satisfactory to the firms represent- ed, as well as to the Associations, that it was decided to repeat the exhibits at our present convention. There is, possibly, some division of opinion in regard to the ultimate benefits of this plan, but, from my observation, the majority feel that the opportunity thereby presented for manufacturers and jobbers to display their goods collectively before the several retail- ers who attend these conventions is an exceedingly profitable investment, while, on the other hand, the mer- chant secures information of an ex- tremely educational nature and gath- ers impressions relative to goods and methods which he could, perhaps, se- cure in no other way. We have been fortunate again this year in having another live active committee in charge of the exhibits, and probably none of you can appre- ciate the amount of detail work which has been necessary in this con- nection. Mr. Darling and Mr. Lem- ke, with the co-operation of Messrs. Tyre, Mason and Louys, have exer- cised excellent judgment in their de- cisions and are entitled to the hearty thanks of this Association for their self sacrificing efforts in our behalf. President Ireland has given most liberally of his time to the work and nO matters pertaining to ‘his own business have been too important to interfere with his being present ana participating in conferences and com- mittee meetings connected with the duties of his office. When the Na- tional Association at its recent con- vention in Denver elected Mr. Ire- land as a member of its Executive Committee they secured a man who reflects great credit upon this Asso- ciation. . To all of the other officers of the Association the Secretary has been deeply indebted for their assistance, counsel and advice, and whatever suc- cess has resulted from the efforts of the Association must be, in large measure, credited to the good judg- ment of these gentlemen whom you elected to office. I want to express to them publicly at- this time my keen appreciation of the courtesies shown to me during the past year, and in closing desire to thank you one and all for the way in which you have backed up your officers and have giv- en us to understand that you have confidence that the work was being carried on in a way of which you ap- prove. 2. __. Annual Outing of Vicksburg Busi- ness Men. Vicksburg, Aug. 5—The Vicksburg 3usiness Men’s Association nailed the “lid” on the town Thursday, as the postoffice and “thirst parlors” were the only places open, and all went to Indian Lake, where the day was observed in an old fashioned bas- ket picnic, sports and a day of recre- ation, In the forenoon the principal fea- ture was a ball game between the East and West Side business men, in which the latter were turned vic- tors by a score of 9 to 2. The after- noon was given’ over to various sports and another ball game between the Brady State Roaders and Mint Stars resulted in a victory for the former, score 1 to o. The Grand Trunk carried about 400 during the day. The Scotts business men closed their places during the afternoon and joined with this >lace in celebrating the day, so counting those who came by their own con- veyance and by auto would swell the attendance for the annual picnic to over 2,000 people. He Thought She Ought To Know It. “No, I haven’t anything for you to- day. You are the man I gave some pie to a fortnight ago?” “Yes, lidy, thank you; I come back because I thought p’r’aps you’d like to know I’m able to get about again.” No Temptation. Mrs. Henpeck ( with newspaper)— It says here that buttermilk will ex- tend one’s life to over a hundred. Henpeck (wearily)—If I was a bachelor I’d take to drinking it. ence orc Many a saint would stoop in serv- ice but for fear of losing his tin halo. Graduated From Barber To Physi- cian, Written for the Tradesman. Thirty years ago an ill-fed, thinly- clad, quiet Frenchman occupied a dark little room in the Arcade, where he shaved the chins and sheared the locks of callers. When gaged his mind was fully occupied with a number of volumes, which were changed from time to time. A wife and several small children as- sisted him in disposing of most of his small earnings, but the thrifty little wife secreted a dollar now and then for a purpose known only to herself. Morin had a good friend in the late Dr. De Forest Hunt, and the books he studied so earnestly were borrowed from the Doctor’s library. The Doctor, who had been graduat- ed from two schools of medicine, tu- tored the Frenchman, teaching him among other things that when he had mastered the mysteries of a limb on one side of a body it would not be necessary to make a study of the limb on the other side, as their con- struction was the same. At last the day arrived when the Doctor an- nounced that his pupil should go to a medical college, and the question of finances clouded his mind. It was then that the thrift of the good little wife was revealed. From a hidden re- ceptacle she brought forth the dollars she had saved, and the barber shop was closed. The student soon de- parted for a school of medicine and the brave little wife undertook provide a support for herself not so en- to and children. She had been an indus- trious little wife and could apply her willing hands to many kinds of em- ployment. The student returned to Grand Rapids at the close of his school year, bringing a fine record cf his work and again took up the razor for the vacation The years passed on and in time Dr. Morin returned to Grand Rapids with the hard earned and highly prized diploma. Seeking his friend, the Doctor, and receiving the latter’s congratulations, the question of opening an office natural- ly came up for consideration. The old doctor advised the new doctor not to remain in Grand Rapids, where he would be considered mainly as a bar ber, but to move to a larger city, where a considerable colony of his own nationality might be located Dr. Morin moved to Chicago, where he soon established a practice and is now one of the most prominent of his profession in that city. The little French wife lives in a mansion, sur- rounded with all that makes life worth living and when she calls for her big six seated auto, Francois, the chauffeur, is usually instructed to call and shears season, due at the Doctor’s offices that he may join her in a ride over the boule vards. Arthur S. White. eel Will She? Mrs. Jawback—The doctor says | must sleep with my mouth shut. How can I get into the habit? Mr. Jawback — Try practicing it when you are awake. A a Love may seem to serve blindly, ‘but the service illumines the world. Is being met by the erection It will be the most complete and modern of a new factory. home of any computing scale in the world. Cut shows the customer’s &@ dial I. Value. 2. It’s Customer’s Dial Counter Scale. 3. The Merchant’s Dial The Rapidly Growing Demand For THE ANGLDILE This demand has been based upon these three great exclusive Angldile features: It Shows a Plain Figure for Every Penny’s Angle for Easy Reading. If you don’t know the Angldile, get posted at once Full literature and booklet free. is the Largest on Any Stands at the Natural Write today. 111 Franklin St. Anglidile Computing Scale Co. Elkhart, Ind. MICHIGAN TRADESMAN Ott ¢¢ ite. atl ao) rr vareutaty A\ i SAAT QA ANA «tl LUE iidey WH (( cS S = 7 = ral = Ty yr ~— is 2 ea | V 7 PP etter Teoma | oan All nt 2 ey Son Vi « 3 en ee 1 i rah IB D Sz Ye eeEA { Sa ¢ Kor ) uw nip 7 AD First Princciples in Selling. The man who sells a prosaic, com- The basis of a salesman’s work is|monplace line, needs, as much as he ~ entire, absolute honesty—honesty i1 the highest sense, which means fair dealing and truthful representation of the goods he sells. There are some men who not steal money and are therefore convinced of their own honesty. They overlook the fact that a false state- ment about their goods, or an under- handed trick in securing an order, or an evasive report to their manager is essentially as dishonest as_ theft. Nothing strengthens a salesman’s po- sition with his firm so much as abso- lute, unquestionable reliability; and nothing extends a firm’s prestige so much as the winning and holding the unshakable fits patrons by the truthfulness of its representa- tions. Our principal requirement in a salesman, therefore, is that he shall be honest in all things. One of our first commandments to our selling force is to look out for the matter of keeping in health. The man who ‘while working to the ut- most of his capacity can avoid the friction that causes fatigue and leads to nervous break down; who has sense enough to keep body and mind in good working order, may be ex- pected to met any demands upon him with a high degree of capability. Ifa man wastes his health and strength the chances are that he will be equal- ly prodigal with money and equally careless in regard to the opportuni- ties for good business that are open to him. Confidence in his firm, in his goods and in himself are the third requi- site of the salesman. How can a man put his heart into working for a firm if he does not believe in its integrity? How can he convince other men of the merits of a line if he is not con- vinced of those merits himself? And how can he expect to do anything it would confidence o he has not faith in his ability to do it? All men should be ambitious, whether they are salesmen or engag- ed in other pursuits. Without ambi- tion a man is like a watch without a main spring. His work will lack vi- tality—there will be no incentive for making to-morrow’s work better than to-day’s, next month’s better than this month’s and nothing to develop the salesman’s resourcefulness. Only gentlemen can represent us as salesmen—a man of good pres- ence, agreeable manners and_ ability to make a favorable impression on the fastidious people he approaches. It does not make any cifference what line a man represents, this matter of deportment is extremely important. who seeks to interest customers with luxuries, to be able to inspire that degree of confidence which only a gentleman can. A salesman should love work for work’s sake. He should have so keen an interest in his line, and in his cus- tomers that the element of drudgery shall be entirely removed from his cccupation. There are men so con- stituted that they really enjoy any work which engages their best ef- forts, whether or not they are get- ting so much money out of it as they hoped to do. We prefer to recruit our salesmen from the class that likes work—not only with a view to the advantage this is to the firm, but in consideration of the health and well being of the salesman as well. George J. Fleiner. cee etait ica boca One Secret of Successful Sales Man- agement. When the commander-in-chief of the army faces war the first thing he does is to marshal his forces and get them to drilling for battle. He real- izes that discipline and drill will make his men valiant fighters. He feels that the brunt of the battle is on his shoulders. He knows he has splen- did material in his raw recruits, but he must develop it and train these untrained so they will march to bat- tle steady-armed, steel-eyed and sure of success. They are willing to do the work of routing the enemy and sav- ing the cause, but his must be the brain to devise the means, his the genius to lead them to victory. So it is with the salesmanager. Up- on him devolves the duty of marshal- ing the sales force and training the raw recruit. Good generalship, strat- egy, a tactical knowledge of men and means, is as necessary to the sales- manager as to the commander in the field. When Oyama undertook to drive the Russians from Liaoyang he did just what every salesmanager must do. He weighed well the strength of the enemy’s position and he assured himself of the unanimous, intelligent devotion of his soldiers themselves against it. You must know the strength of the opposition and the arguments by which prospects will seek to defer buying and the reason if they favor a competitor’s goods. Getting busi- ness is a pitched battle against all sorts of untoward conditions. Your strength is in your men. A sales force can be trained only by the interchanging of ideas and as- sociation. That is why the syste- matic schooling of salesmen and a 1'specific literature in hurling: devoted to their development are getting great results nowadays. The successful salesmanager must understand his men. He should be able to balance strength and weakness in each case. If he is only a cen- surer, not a helper, he performs less than half his duties. Soldiers who have faith in commander will follow him their any- i|where. The Japanese fought like de- mons because they felt the justice of their cause and were filled with con- hdence in their chiefs. Demonstrate to your men in the field that you can help them by prac- tical suggestions and plans. They have not much time for theories. If a man is frequently confronted in his territory by an objection that downs him time after time, that salesman is up against a genuine hardship and needs your advice and counsel. He wants some good argument to meet these fellows with. You should be able to furnish it. Dictate him a letter and suggest what he should say when a prospect meets him with that objection. When the salesman gets such a letter it will occur to him that the salesmanager knows his business and is solidly backing his men. Thereaft- er he won’t be diffident again in ask- ing assistance nor sparing in_ his communication of his helpful ideas to the house for the benefit of the other salesmen. One of the very best ways of help- ing men is to make them help each other by exchanging pointers. J. D. Hanson. ——__--2-e __ Self-Control Disarms All Ill-Natured Attacks, A crack-a-jack salesman will re- ceive a rebuff as gracefully and easily and with as little damage to himself as a professional base ball player will take in a red hot liner that a batter drives at him, and go right on play- ing the game as if nothing had hap- pened. An amateur salesman will want to quit playing, or call the at- tention of the umpire to the malicious intent of the batter. A blow that would knock the ordi- nary man off his pins will do noth- ing more than to give a professional boxes a chance to show his agility and win applause. If you drop a plank on a cork in the water with a tremendous splash the cork will bob up as serenely as if nothing had hap- pened, and lie quietly once more on the unruffled surface of the- water. And so a clever salesman, when a smashing blow is aimed at him by a surfy prospect, will merely sidestep gracefully and continue calmly with the prosecution of his purpose. Here is an instance that illustrates this point: One of the best book salesmen in the country, a man whose commissions amount to more than the salary of any officer in Pres- ident’s Roosevelt’s cabinet, happened to call upon an ill-natured prospect at a bad moment and was received with a snort. “You book agents are a pack of thieves and fakirs,” burst out the Prospect. “I have had my experienc- €s with you wellows.” August 10, 191; “Every profession has its fakirs. said the salesman, quietly. “The me! ical profession has its quacks, the |, its shysters and the ministry its ra: cals. There are some black she. out selling books, it is true. It is har luck for me as well as for you th. you happened to bump into that kin. I have sold books to people wh, were not honest and did not mean ; pay for them and never did—py; could not logically assume from {¢] that every man I] meet is going do me.” The prospect felt much as {] base ball slugger at the bat fee! when his hard smash at center fe] has been quietly pulled down by th shortstop on its way across the dig mond, forcing him to drop his and retire to the bench. —_——>—>~>________ Reform is a good deal like a sho: gun—prudent men always away from themselves. ——_-&?.____ Some men are sure they have ney hearts because they have lost thei: heads, aim Hotel Cody Grand Rapids, Mich. A. B. GARDNER, Mgr. Many improvements have been made in this popular hotel. Hot and cold water have been put in all the rooms. Twenty new rooms have been added, ’ many with private bath. The lobby has been enlarged and beautified, and the dining room moved to the ground fioor. The rates remain the same—$2.00, $2.50 and $3.00. American plan. All meals 50c, | The Breslin Absolutely Fireproof Broadway, Corner of 29th Street Most convenient hotel to all Subways and Depots. upwards Rooms $1.50 per day and with use of baths. $2.50 per day and upwards with private bath. Best Restaurant in New York City with Club Breakfast and the world famous “CAFE ELYSEE” NEW YORK Rooms Good Sunday Reading We recommend that you read our Sunday dinner menu card next Sunday. It makes excellent Sun- day reading. Dinner 5:30. Hotel Livingston Grand Rapids, Mich. a Pod gs August 10, 1910 MICHIGAN TRADESMAN 41 The Annual Picnic—Notes of Inter- est to U. C. T's, Grand Rapids, Aug. 9 — At the regular monthly meeting of Grand Rapids Council, No. 131, United Com- mercial Travelers, which was held in Herald hall last Saturday evening, ar- rangements were made for the an- nual basket picnic to be held at Lake Michigan Park, Muskegon; next Sat- urday. The members of Muskegon Council, U. C. T., will join the Grand Rapids travelers in the event and it is expected that there will be a large turnout. Arrangements have been made with the Muskegon Interurban for a spe- cial round trip rate and children at half this rate. A special car will leave Lyon street at 8 o’clock, which will run through to Lake Michigan, and returning leave there at 9.30 p. m. Special rate tickets will be good on any regular car also. The sports are in the ‘hands of an able committee and something good is promised every minute. With the fishing and bathing and programme of sports this event will prove the big time of the year. Notes of Interest To U. C. T’’s. Fred E. Burleson is a pretty good sailor, Bert L. Bartlett visited Muskegon Heights several weeks ago. Wilbur S. Burns will take ham sandwiches to the picnic next Satur- day, also a half dozen pickles and a pint of ice cream and a couple of lemons and a few pieces of cake. We only mention this so nobody else will bring the same thing. F. E. Beardslee was out of town last week for a few days. Heis back again now, but expects to go again a little every week. Homer R. Bradfield needs a bis- cuit. Will Berner certainly is some ball player. He is so fast on his feet that he plays both the positions of first base and right field. Harry J. Brenner is not in the rag business. A. T. Driggs runs a foundry on the West Side. Geo. W. Fisher travels quite ex- tensively. He was as far as Sand Lake last week. R. E. Groom rode on the G. R. & I. flyer last week and the says the train went a hoopin’. John Hondorp has moved. Ed. Kraai goes as far west as Spring Lake and Grand Haven. Walter F. Ryder transacted busi- ness in Muskegon last week. Elbert H. Snow visited the center of town last Saturday evening. James Goldstein was in Dertroit, but has returned. Jim says he doesn’t like to go so far away from home. F. T. Croninger travels mostly. Geo. I. Marriott says business is rushing. Wm. D. Bosman made Grandville and Jenison last week. Walter S. Lawton made three towns last week. He doesn’t tell what ones they were. D. C. Scribner, who travels for the G. R. Paint and Wood Finishing Co., expects to take quite a trip next week and probily will go as far as Muskegon, if he can make it, Van C. Shrider will make a couple of towns by wagon next week. Van rides in wagons because a wagon re- quires mofe greese than a buggy. Harry D. Hydorn likes to travel. He says it makes him fat. Chas. C. Perkins, Ed. Ryder, Thomas Modie and John Jones are expected in our midst Home-coming Week. They all want to come home. Otto W. Weber has a new necktie that looks very joyous on him. George Liesvelt bought a ticket through to Rockford last Monday. F, R. May. Merchants Protest Against Peddlers and Fakirs. Aug. 9 — Requesting that a stop be put to the practice of traveling fakirs and peddlers selling their wares in Federal square and shouting their trade to entice peo ple, a group of merchants on West- ern avenue petitioned the Council last night to cause an ordinance to be enacted prohibiting the practice. The petitioners represent that the travel- ing fakirs are a nuisance to the citi- zens and criticise them generally. The petition is as follows: “Your petitioners, freeholders and -usiness people of Muskegon, and concerned in the morals, welfare and prosperity of the city, respectfully represent to you that you cause an ordinance to be enacted, or make such regulations and restrictions as may be necessary and sufficient to keep traveling fakirs, peddlers and mountebanks from using Federal square and the corners and streets about and leading into such square for displaying and selling their wares and giving exhibitions connected with their business. “Traveling Muskegon, fakirs, peddlers and tmountebanks are a nuisance to the citizens; they are non-residents, they produce nothing of value and leave nothing of value when they depart. They congregate large crowds in and about Federal square, they sell worth- less wares, litter the square and streets with refuse, leave boxes and wrappings on the pavements, make loud noises and harrangues, give free exhibitions, gather crowds that stop traffic on side streets and conduct their business about said square to the annoyance and interruption of the citizens who do business thereabouts. They create and maintain a nuisance, and are a detriment to everybody. Many of them are vicious, immoral and loaferish, and are dangerous to the morals of the young and impres- sionable. “Your petitioners declare that these characters should not be licensed or permitted to ply their calling or trade within the city, but if they must be tolerated, then that they be confined to some quiet and unused street, or vacant lot, away from the busy down- town streets and corners, away from the Federal square, like any other show people; that they be required to lease a vacant place for their business, as well as pay the required city fee for license to the city. “And your petitioners show that there are several vacant lots in the downtown district which your peti- tioners believe can be procured by these traveling fakirs and peddlers.” The petition is signed by forty-sev- en of the leading merchants on West- ern avenue, between Third and Ter- race streets. It was referred to the Ordinance Committee, which will consider the matter. ee ee Getting a Prospect To Listen. When you start out on your cam- paign as a salesman you will arm yourself with many of the qualities of the soldier—courage, strategy and aggressiveness, but after all you are not going out to rouse opposition, to stir up the fighting quality in other men. Every attitude and expression in the salesman that betrays the fighter creates a feeling of opposition and resentment in the breast of the other man—the prospect. If you ap- proach a man as if he were a castle to be stormed you will find the spir- it within armed and ready for de- fense. But the quality which wins men is sympathy, and the salesman who has the keenness and peneration not only. to read his man’s character approxi- mately, but also to determine his mood and get his point of view; who is so completely master of his own moods as to be able to place himselt at once easily and gracefully en rap- port with his prospect, is in a posi- tion to lead. When you have got in touch with your customer’s feelings and made him understand that you are in sympathy with him, the talk- ing points, arguments and _ sugges- tions that follow are colored by your mutual friendliness so that every word has a sympathetic pull as well as a convincing point. Then let aggressiveness play its part, but it is an aggressiveness which goes with your customer, nev- er against him. Put yourself in his place and imagine how he looks at your proposition; feel your ground carefully until you are sure you have ascertained just where he _ stands— then talk business. In order to take advantage of every opportunity you will need to know as much as possi- ble about your prospect as an indi- vidual and as a business man in or- der to learn how to put your propo- sition in a way that is of vital interest to him. The salesman must either cultivate a long memory or adopt a system of recording this information where it may be found when wanted. A man’s interest in his son is gen- erally a vital one, and the tactful salesman can put himself into the good graces of almost any man by an intelligent and sympathetic reference to the young hopeful. His other in- terests may be learned on further ac- quaintance or through friends. In fact, the salesman should make it a point whenever a possible prospect’s name is mentioned to turn the con- versation to that man’s favorite sport, amusement or hobby. It makes selling a rather compli- cated game that these things should influence a man in the conduct of his business. When business questions are up for discussion and decision the buyer’s mind should be nothing but a machine of calculation and logical judgment, uninfluenced by anything except fact, argument and demon- stration. But we must take buyers as we find them—sometimes full of moods, more or less faulty, and in- clined to whims. The successful salesman must take advantage of his knowledge of these points and make the best use he can of them to bring his prospect to the listening point— then argument and demonstration may not be necessary to secure the order. John H. Putnam. Jess Wisler, C. L. Bailey, Will Dunham, Frank Harding and Clare Harding left Mancelona a week ago on a seven hundred mile tour which included Traverse City, Northport, Leland, Glen Arbor, Frankfort, Man- istee, Ludington, Hart, Shelby, Pent- water, Muskegon Holland, Sauga- tuck, Fennville, Coloma, Benton Harbor, St. Joseph, South Bend, Elk- hart, La Grange, Howe, Sturgis, Men- don, Vicksburg, Kalamazoo, Way- land, Grand Rapids and thence home via Cadillac. They had the good for- tune to meet with no mishaps on the way and up to the time they had reached Grand Rapids they had but two tire troubles. Their trip was taken mainly to ascertain the condi- tion of the growing crops. Mr. Wis- ler says that he will return to Man- celona better satisfied with Northern Michigan than ever before: that out- side of a few localities corn, potatoes and other growing crops look better in Northern Michigan than they do in any other point he passed through The automobile is owned and driven by Mr. Harding. -—__>+_-_____. Detroit—McRae & Roberts, manu- facturers of steam and brass goods, will soon begin the erection of a new factory on the site of their present plant at 227 Campbell. has recently The company increased its capital stock from $195,00 to $295,000, and the new factory, which will practical- ly double the present floor space and employ about 400 men, has been made necessary by the general ex pansion of the business. The fac tory will be a brick structure 320 feet long and 60 feet in width, a large por tion of it to be three stories high A foundry will occupy the one-story portion, steel trusses being used to support the roof in that part of the plant. The mill construction will be used throughout, similar to the con struction of the building now occu- There will al a new boiler house in connec- tion with the plant. pied by the company. so be —_—__-<-.____ Houghton—C. J. Markham has sold an interest in his candy factory to Sidney G. and the business will hereafter be conducted under the Pierce stvle of Markham & Co. Mr. Pierce as been sales amnager for Mr Markham for the past year and a half, coming here from Detroit, where he has had an experience of twenty- two years in the candy business. He has known and well Itzked in Houghton and the territory tributary to the Markham factory. Mr. Markham will continue to handle the manufacturing end of the ness, Mr. Pierce the selling end. become well busi- ——_ <> <--< The Fuller & Rice Lumber & Man- ufacturing Co. has increased its capi tal stock from $25,000 to $200,000, MICHIGAN TRADESMAN August 10, i919 Yeo 88 q GS"=DRUGGIST: = SS) =) Michigan Board of Pharmacy. President—Wm. A. Dohany, Detroit. Secretary—Ed. J. Rodgers, Port Huron. Treasurer—John J. Campbell, Pigeon. Other Members—Will E. Collins, Owos- so; John D. Muir, Grand Rapids. Michigan Retall Druggists’ Assoclation. President—C. A. Bugbee, Traverse City. First Vice-President—Fred Brundage, Muskegon. Second Vice-President—C. H. Jongejan, Grand Rapids. aguas faa R. McDonald, Traverse y. —oe Riechel, Grand Rap- s. Next Meeting—Kalamazoo, October 4 and 5. Michigan State ro eetont Associa- on. 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 Meetine—Battle Creek. Wholesome Buttermilk for the Foun-| tain. No milk drink is any more popular | to-day at the fountain than butter-| milk. in a large measure to the discovery of lactic acid bacilli by Parke. Davis & Co., or rather a process of putting them on the market as a commercial product in tablet form, thus making possible the preparation of a butter- milk which contains all the nutritive properties of rich fresh milk. Natural Buttermilk. Buttermilk may be purchased from the creamery as well as made. Such buttermilk is well known to be the by-product of the manufacture of butter, and as it will not keep as long as the manufactured article, it is not as satisfactory to handle. Buttermilk to be good must be ice cold, and so the best method of keeping it is to put the can in a tub and pack it in shaved ice. Many of the counter fountains are now equipped’ with buttermilk pumps, or at least they will be furnished for those desiring them. When you buy buttermilk have it fresh every day. That is the only way to build up a business in it Lactone Buttermilk. This is in truth the only buttermilk for the fountain man to handle. Aft- er preparation it can be kept as above or put into individual bottles. Small 8 ounce milk bottles with the paper caps are convenient. If youcan afford to serve a larger drink, use a 12 ounce stoppered bottle such as is employed for citrate of magnesia. These are especially good in one way, for they can be put in an ice box and covered with finely shaved ice. which means that they can be kept for a long time before they will spoil. The small milk bottles cost in quan- tities less than 3 cents each and the paper caps something like 30 cents a thousand. Its present popularity is due After some experience I would say that for a container in which to make buttermilk, a glass demijohn or a stone crock is the best. One thing you must be sure of, and that is to have it scrupulously clean. An attractive way where you have the facilities and room is to make the buttermilk in a stone churn, have a stone pitcher set in ice to serve it from, and serve’ in ice cold stone mugs. Then have your advertisement read: “Fresh buttermilk. Made in stone, and served in stone, 5 cents.’ In the preparation of buttermilk there is one important thing to be ‘remembered, and that is fresh sweet | milk. Upon this depends everything. | Old milk, or old milk with fresh ;milk or milk to which a preservative has been added, will not give a satis- factory product. Therefore insist up- ‘on your milkman supplying you with ‘fresh whole milk, for if you do this and follow directions you will have a fine lactacid milk that will keep iwholesome for months- under the ‘proper conditions. Formulas. 1. Fresh milk, 2 gallons; warm lwater, 3 quarts; Salt; © teaspoon rounded full; lactone tablets, 8. 2. Fresh milk, 1 gallon; warm wa- ter, % gallon; table salt, 1 drachm; lactone tablets, 5. This formula is perhaps a trifle cheaper than No. 1, but for fountain use I would recom- mend the former. Heat the water to 175 deg. Fahren- heit, add it to the milk, then stir in the salt. Now crush the lactone tab- lets in a mortar and dissolve them in some of the above mixture, add to the whole, and stir the latter thor- oughly for a few minutes. Then set aside for fermentation. In summertime a high shelf in the back room will answer very nicely, but in the winter it is better to put the container in some warm place or near a radiator where a temperature of from 7o to 85 deg. Fahrenheit can be maintained. Upon the tempera- ture depends the length of time that it will take to complete the process. If you maintain a fairly high aver- age, from twenty-four to thirty-six hours, otherwise from forty-eight to fifty-six hours. When the process of fermentation has proceeded far enough put the milk on ice and keep it there until served. During the proc- ess of fermentaion do not shake the milk, as this is liable to form hard curds. How To Serve Buttermilk. Shake the container thoroughly and pour its contents into a thin glass. Some like to have you run the fine soda stream into the milk just to liven it a little. Children and ladies like a glass of buttermilk with an ounce of vanilla syrup shaken into it just as in a milk shake. Vichy and Buttermilk. Draw a 2 ounce glass one-third full of vichy and fill with buttermilk. Mix. Buttermilk Egg Shake. Into a mixing glass draw 1% ounc- es of ginger syrup. Into this break an egg, add a little ice and fill witn buttermilk. Shake and strain into a I2 ounce glass. E. F. White. —_—_~+--_____ Value of Commercial Training For Women Pharmacists. Pharmacy is a science, manage- ment an art; so closely related are science and art that no really practi- cal pharmacist can be other than a practical manager. The demand for good managers would seem to imply that there is more than mere practi- cality connected with the manage- ment of a store, there must be some tidden genius in man from which he may draw. Certain qualities are necessary to good management — integrity, fore- sight and a clear understanding of the situation. Oftentimes environ- ment plays a large part in the rela- tion of the pharmacy to the public, and the man must be alive to that which takes place outside as well as inside his place of business. Over and above all qualities should be that at- tribute in man, rightly termed “ini- tiative,’ which makes him the thing required by circumstances or without his attention being called to it. Such men have tact. They get on with their fellow men at all times and in all places, handling those of d oO different temperaments to the up- building of their trade. Actuality rather than potentiality gives business supremacy. One must know and understand the policy ot his company, have confidence and enthusiasm in it, and work heart and hand with the proprietor. Our women pharmacists, who are Dy no means few in number, cultivat- ed, educated, endowed with intuition, are able to so thoroughly master the business as to prove effectual mana- gers. We find women at the head of departments in various department stores, attending carefully to details, and keen on price and quality. The untimely opprobrium lent to phar- macy in some of the states is a men- ace to women in practice. Too often the ability to manage covers an ar- tay of circumstances to which she can not conform because of hall- marks upon the custom. Give her the real work, its ideals, its fine points ef discrimination as trade-winners, your confidence and the fullness of her service is not to be defined. The ultimatum is a chair of Com- prehensive Pharmacy in every college of pharmacy which shall teach com- mercialism, salesmanship, the proper handling of employes and even train students in the terms employed by the business world. The therapeutic value of every proprietary should be explained, its market value and its price to the consumer. All this is of as much importance to the would- be pharmacist as the formulas and Gerivatives of hydroquinone or pi- perazin. For prescribing physician will prescribe specialties, and to dea! upon the hackneyed plea of “TJustic: te the public” and protection to ¢h, laity you yourself must know abou; them. For, mind you, as a rule, on: half—yes, three-fourths—of a sto¢! of drugs and sundries are Greek ; the newly graduated clerk unless ex perienced, ae We are good chemists, we desir to be good chemists, but one wou). rather know in checking an ord, what sodium salicylate, Mall’s, mea, and why it is specified, or digitali fat-free, P. D., or acid hydriodic | { 1 |per cent., I ounce g. v. s. 7, than pao jafter page of many a text-book which could not be remembered from week end to week end. It is then you ge: the feel of things and know th ground on which you stand. The pharmacy moves to the front wit! other commercial ventures, and forget to dream among the array of elixirs, chemicals and impossible or ganic friends which are legion. Blanche Woods Brink in Bulletin o: Pharacy. — —-@ The Drug Market. Opium, Morphine and Quinine Are unchanged. Norwegian Cod Liver advanced. Oil—H Santonin—Is higher. Oil Cloves—Has advanced on count of higher prices for the spi Oil Wormseed—Is_ higher. Carbolic Acid—On account of con petition is tending lower. Balsam Copaiba—Has declined. Juniper Berrfes — Have advance and are becoming very scarce. Prickley clined. Ash Berries—Have d Oil Spearmint—Has advanced. ——_+-~-_____ The Baby’s Medicine. The mistress of the house had bec: to a concert, and when she return she was met by the servant. with “Baby was very ill while you wer out, mum.” “Oh, dear!” said “Is he better?” “Oh, yes, mum; he’s all right now. but he was bad at first. I found his medicine in the cupboard.” “Good gracious! ‘What have given the child? There’s no cine in the cupboard.” “Oh, yes, there is; it’s written on it.” And then the girl triumphantly produced a bottle labelled “Kid Re- viver.” Mrs. Youngwif- you medi- a Novel Way to Disinfect Coaches. Disinfection of the coaches of the Prussian state 1ailways has been an- novying the sanitation authorities, vith the resalt that the government recently established a system of steel tubes, boiler riveted, into which coaches may be backed and exteriors and interiors rendered germless through a treatment of formalin. Cars are run inro these tubes, one at a time, the end of the tube closed, and its interior filled with formalin zas. The gas tank is set up as a unit in conection with the metal tubinz. feeding the disinfecting gases into the tnbe at skort range. #,.. tie, ” wot wee aay png ret aK August 10, 1910 MICHIGAN TRADESMAN 43 WHOLESALE DRUG PRICE CURRENT Acidum Aceticum ....... 6@ Benzoicum, Ger.. " 75 Horacio ......... 12 Carbolicum ..... 16@ 20 Citricum...... ee a 50 Hydrochfor ..... 8 5 Nitrocum ....... 8 10 Oxalicum ....... 14 15 Phosphorium, dil. 15 Salicylicum ..... 44 47 Sulphuricum ....1%@_ 5 Tannicum ....... 15@ 85 Tartaricum ..... 38@ 40 Ammonia Aqua, 18 deg. .. 33 6 Aqua, 20 deg. 6 8 Carbonas ....... 13@ 15 Chioridum '....... 12@ 14 Aniline Black ..... fewea 2 @? 25 Baccae Cubebae .........- “ dgunipers ........ 10@ Xanthoxylum 1 00@1 id : Balsamum Copaiba = ..2..... 60@ 65 Pere oe. ec. aes 2 00@2 30 Terabin, Canada 78@ 80 Tepmtan. 22. oc..;: 40@ 45 Cortex Abies, Canadian 18 Ceasias ........ 20 Cinchona Flava.. 18 Buonymus aatro.. 60 Myrica Cerifera.. 20 Prunus Vir mi: . 16 Quillaia, gr’d. ... 15 Sassafras, po 25.. 24 Uimtse 2... 20 Extractum Glycyrrhiza, Gla.. 24 80 Glycyrrhiza, po.. 28 80 Haematox ...... 11 12 Haematox, ls . 13 14 Haematox, %s .. 14 16 Haematox, \%s .. 16 5 Ferru Carbonate Precip. 1s Citrate and Quina 2 00 Citrate Soluble 55 Ferrocyanidum § 40 Solut. Chloride .. 18 Sulphate, com’l .. 2 eo com’l, by 1. per cwt. .. 1 Sulphate, pure Fiora AOR eee 20@_ 2t Anthemis ....... 50@ 6 Matricaria ...... 30@ 3: Folia Barosma 1.5%: 1 60@1 70 Cassia Acutifol, Tinnevelly .... 15@ 21 Cassia, Acutifol . 25@ 36 Salvia officinalis, Ys and Ms ... 18@ 2 Uva Ural 2....-. 8@ 1: Acacia, Pe gee 6 Acacia, 2nd pkd. g 4: Acacia, 8rd pkd. @ 3 Acacia, sifted sts. @ 1: Acacia, po ....... 45@ 6 ere .s..-- 22@ 2: Aloe, Cape ...... 2: Aloe, Socotri 4: Ammoniac ...... 55@ 60 Asafoectida ..... 1 50@1 75 Benzoinum ...... 50@ 65 Catechu, Is ..... i Catechu, %s .... 14 Catechu, %s .... 1 Camphorae ...... 60 6: Buphorbfum 40 Galbanum ....... 1 0: Gamboge ...po..1 25@1 36 Gauciacum po 35 @ 3 Hino = ;.... po 45c 4E Mastic .......... Th Biyrrh ...%. po 50 @ 45 Opn .......-. 6 50 Siieiac ......-... 45@ 65 Shellac, bleached 60@ 65 Tragacanth ..... 70@1 00 Herba Absinthium 7 00@7 50 Eupatcrium oz pk 20 Lobelia ... oz pk 20 Majorium ..oz pk 28 Mentra Pip. oz pk 23 Mentra Ver oz pk 25 Hue .2....2: oz pk 39 Tanacetum..V.. 22 Thymus V..oz pk 26 Magnesia Calcined, Pat. .. 55 60 Carbonate, Pat. 18@ 20 Carbonate, K-M. 18@ 20 Carbonate .......; 18@ 20 Oleum Absinthium .... 6 50@7 @ Amygdalae Dule. 175 85 Amygdalae, Ama . 00@8 Aviat 25) bocce 90@2 Auranti Cortex 2 75@2 ream ..-...-. 5 50@5 MOOT 60555. see sf Caryop cess 3 30Q@1 BORE 6c ce tc nce 50 Chenopadii ...... 8 76@4 Cinnamon! ..... 1 on Contum i Renee Copathba 1 75@1 8&5 Cubebae ....... 4 80@5 00 Erigeron ........ 2 35@2 50 Evechthitos .....1 00@1 10 Gaultheria ..... 4 80@5 00 Geranium ..... OZ 75 Gossippii Sem gal 10@ 75 Hedeoma ......_. 2 50@2 75 cunipera = =......: 40@1 20 Lavendula ....... 90@3 66 Tamons 6.0.3 1 15@1 25 Mentha Piper .. 2 20@2 40 Mentha Verid ...2 75@3 0v Morrhuae, gal. ..2 00@2 75 Myricia ........, 3 00@3 50 OMG ee. 1 00@3 060 Picts Liquida .... 16@ 12 Picis Liquida gal. @ 40 MUCING 2030.64... 94@1 00 HOSAG OZ. ....... 6 50@7 00 MOSmMarint ....... @1 00 SRMINA 2.620. 90@1 00 mantel: 6... @4 60 Sassairas ....... 90@1 00 Sinapis, ess. oz.. @ 65 Succini .......... 40 45 RBYVIO® 2008 cll. 40 50 Thyme, opt. @1 60 Theobromas ..... 16@ 20 TIgNe eos 90@1 60 Potassium Bi-Carb ......... 3 18 Bichromate ..... 13 15 Bromide ....:..%. 25@ 30 Cork se) 12@ 15 Chiorate ..... po. ua 14 Cyanide ....22:-. 30 40 LOMIGG «2.55%... 8 00@8 10 Potassa, Bitart. pr 30@ 832 Potass Nitras opt 7@ 10 Potass Nitras .... 6@ 8 Prussiate 2.0.0 5: 3@ 26 Sulphate po .... 15@ 18 Ix Sconitum ....... 25 RICMAG oe 30 85 AMCHMSA § ........ 10 12 Arum 00. ...;..:.. 25 Caigmius § .5.6.,5.: 20@ 40 zentiana po 16.. 12 15 xlychrrhiza pv 15 16 18 Hellebore, Alba 12@ 15 Hydrastis, Canada @2 50 Hydrastis, Can. po @2 60 inula, PO 62.) 2.2. 18@ 22 [pecac, DO | 2 oom? 10 iri glok 22... ... Rha =4n falapa, pr. ...... 10@ 75 Maranta, 4s . @ 35 Podophyllum po 15 18 Reel oc... 75@1 00 {het enut -...... 1 9001 25 RR6L py. ....-... 75@1 00 Sanguinari, po 18 @ 1 Seillae, po 45 .... 20@ 25 Senega .... 2.2.0; 85 $0 Serpentaria ..... 50 55 mas WE 2... 25 Smilax, offi’s H.. 48 Mpigelea _.......% 1 45@1 50 Symplocarpus ... @ 2% Valeriana Eng... @ 25 Valeriana, Ger. 15@ 6 Zingiver & ..5.2: 12@ 16 minmiver £26.50; 25@ 28 Semen Anisum po 20 @ 16 Apium (gravel’s) 18@ 15 Bird 16 ..2....;4. 4@ 6 Cannabis Sativa 71@ 8 Cardamon ....... 10@ 90 Carui po 16)... 12¢ 15 Chenopodium 25 30 Cortandrum ..... 12@ 14 Cyvaontum | ...... TH@1 00 Dipterix Odorate 3 00@3 10 Soeniculum ..... 30 ee po.. 72 ’ Cini, grd. bbl. 5% ig 8 Lobeli Bees es 80 Pharlaris Cana’n 9@ 10 Rage 7, 5@ 6 Sinapis Alba ... 8@ 10 Sinapis Nigra 9@ 10 Spiritus Frumenti . D, 2 00@2 50 Frumenti§ . 22.2... 1 25@1 60 Juniperis Co. -1 75@3 50 Juniperis Co O T 1 65@2 00 Saccharum N E 1 902 10 Spt Vini Galli ..1 75@6 50 i: Alba §...... 1 252 Ov Vini Oporto ..-1 25@2 00 Sponges Extra yellow sheeps’ wool carriage @1 25 Florida sheeps’ wool carriage ..... 3 00@3 50 Grass sheeps’ wool carriage ....... @1 25 Hard, slate use.. @1 00 Nassau sheeps’ wool carriage ...... 3 50@3 75 Velvet extra sheeps’ wool carriage @2 00 Yellow Reef, for slate use ...... @1 40 Syrups BOAO oececl ie. sc @ 60 Auranti Cortex @ 50 Perrt tod .....:. @ 650 TOR kei ees @ Khei Arom ...... @ 60 m: Offi’s »¢ 66 sdintkices i Seillas 2.) @ 50 Seiliae €o. .. 2... @ 450 Folutan .....:..- @ 50 Prunus virg @ 50 Zingiber ........ @ 50 Tinctures Aloee 5. 60 Aloes & Myrrh.. 60 Anconitum Nap’sF 50 Anconitum Nap’sR 60 APMICA «2 ........ 50 Asnfoctida ...... 50 Atrope Belladonna 60) Auranti Cortex.. 6a Baroema ....4... 50 Benroin ......:.. 60 Benzoin Co. ..... 50 Cantharides ..... 75 Capsicum ....... 50 Cardamon ...... 75 Cardamon Co. ... 75 Cassia Acutifol .. 50 Cassia Acutifoi Co 50 Caster :........; 1 00 COCOCRH 566.558. 50 Cinehona ....:. 50 Cinchona Co. 60 Columbia ....:... 50 Cubebae ......... 50 Digitalia .......: 50 MPSOl 652025044. 50 Ferri Chloridum 35 Gentian ........; 50 Centian Co. ..... 60 Gulatea 2.0... 50 Guiaca ammon .. 60 Hyoscyamus 50 IOGHIG 2 oases 76 Iodine, colorless 7b MEU bo icici ne 50 Lobelia :......4.. 50 Mgern 6. 60 Nux Vomica bu Opt .. 6. 46.5....s 1 26 Opil, camphorated 1 00 Opil, deodorized 2 00 @uasaia ......... 50 Mietany ......... 50 Gt oo. 50 Sanguinaria ..... 50 Serpentaria ..... 50 Stromonium ..... 60 ‘OMG 22.22... 60 Valerian 20.2... 50 Veratrum Veride 50 CANSIUGT 0.54.45. - 60 Miscellaneous Aether, Spts Nit 3f 6 35 Aether, Spts Nit 4f34q@ 38 Alumen, grd po 7 og 4 ABMALEG .....0... 50 Antimoni, po .. 5 Antimoni et po T 40 50 Antifebrin ...:..; 20 ADUDYYIN 2.2... . 25 Argenti Nitras oz 62 Arsenicum ...... 10 12 Balm Gilead buds 60@ _ 65 Bismuth S N ..1 90@2 00 Calcium Chlor, 1s 9 Calcium Chlor, 4s 10 Calcium Chlor, \s 12 Cantharides, Rus. g 90 Capsici Fruc’s af 20 Capsici Fruc’s po g 22 Cap'i Fruc’s B po 15 Carmine, No. 40 @4 2 Carpnyilus ...... 20@ 22 Cassia ructus 35 Cataceum ....... 35 Centraria ........ 10 Cera Alba ...... 50@ 655 Cera Flava ..... 40@ 42 ClGCUS ...-7...5.. 15@ 50 Chiorotorm = ...... 34@ 54 Chloral Hyd Crss 1 15@1 Chloro’m Squibbs @ 90 Chondrus Cinchonid’e Germ 38 48 Cinchonidine P-W 38@ 48 Cocaine 1....... 2 80@3 00 Corks list, less 75% Creosotum ...... 45 Creta bbl. 75 2 €réta, prep. ..... 5 Creta, precip. .. 9 11 Creta, Kubra .... 8 Cuguear <....-.4: 24 Cupri Suiph ..... 3@ 10 DOM(CiING ....4... 7@ 10 Emery, all Nos.. eg 8 merry, po ...... 6 Ergota -po 65 609 65 Ether Sulph soae au@e 40 Flake White 12@ 15 Gale 260 ei i @ 30 Gambler 22.5.2... i Gelatin, Cooper . @ 60 Gelatin, French 35@ 60 Glassware, fit boo 15% Less than box 10% Glue, brown ..... 11@ 13 Glue, white ..... 15@ 25 Giyvecertna ....... 24@ 30 Grana Paradisi @ 2 PIMMUIUS: 2.0.1.5. 5@ 60 Hydrarg Ammo’l 1 1¢ Hydrarg Ch..Mt. 85 Hydrarg Ch Cor @ 85 Hydrarg Ox Ru’m @ 95 Hydrarg Ungue’m “. 50 Hydrargyrum . 80 Ichthyobolla, Am. 77 00 RGIS occ. a 5@1 00 lodine, Resubi 4 00@4 10 Iodoforin ........ 90@4 00 ao eee | et ydrarg lod. Eéq Potass Arainit 109 2 Lopulin 2.6.5.5, @1 50| Rubia Tinctorum 12@ 14/Vanilla ......... = 00@10 a Lycopodium ..... 60@ 170} Saccharum La’s 18@ 20|Zinci Sulph 10 Macia §..2 0, 65@ 70|Salacin ......... 4 50@4 75 Olls Magnesia, Sulph. 3@ 6/|Sanguis Drac’s 40@ 50 bbl. gal Magnesia, Sulph. bbl @ 1%|Sapo, G ......... e sits Se ::::: 809 8s Mannia 8S. F. 750 85 Sapo “. 10@ 12/Linseed, pure raw 80@ 85 Menthol ....... 2 25@2 50|Sapo, W ......... 13%@ 16/| Linseed, boiled 81@ 86 Morphia, SP&W 3 3808 65 Seidlitz Mixture 8g 22|Neat's-foot, w str 65@ 70 Morphia, SNYQ 3 bes Gl Siang... 6... @ 18 | Turpentine, bbl. ..66% Morphia, Mal. ..3 35@3 65|Sfnapis, opt. .... @ 30 Turpentine, less..... 67 Moschus Canten 40/ Snuff, wiiaccaboy, hale, winter 10@ 16 Myristica, No. 1 260 46) Ye Voee ...... @ 61 Paints bbl. L. Nux Vomica po 15 g 10| Snuff, S’h DeVo’s @ &|Green, Paris ...... 1 26 Os Sepia ...... 35 40} Soda, Boras .... 5 10;Green, Peninsular 13 16 Peace Saac, Hé& Soda, Boras, po ..5 16] Lead, red ...... 7 8 Ce... @1 00| Soda et Pot’s Tart “8 28| Lead, white .... 7 8 Picis Liq N N % Soda, Carb ....... @ 2\Ochre, yei Ber 1% 2 gal. dot. ...7.. 2 00| Soda, Bi-Carb " 5; Ochre, yel Mars 1% 2 @4 Picis Liq ate .... 1 00|Soda, Ash ....... 31% 4| Putty, commer] 24% 2% Picis Liq pints .. 60; Soda, Sulphas 2| Putty, strict pr 24% 2% @3 Pil Hydrarg po 80 Spts. Cologne ... 260) Red Venetian ..1% @3 Piper Alba po 35 80|Spts. Ether Co. 50 65|Shaker Prep’d 1 25 @1 35 Piper Nigra po 22 13|Spts. Myrcia .... 2 60; Vermillion, Eng. 75@ 80 Pix Burgum ... 8|Spts. Vini Rect bbl Vermillion Prime Plumbi Acet ... 15|Spts. Vi'i Rect % b AIMCTICON ...... 13¢ 16 Pulvis Ip’cet Opi 1 3001 50| Spts. Vi'l R’t 10 gl Whiting Gilders’ g 95 ere. bxs. H Spts. Vii R’t 5 gl Whit’g Paris Am’r D1 2% & P D Co. doz. 16| Strychnia, Crys’l 1 10@1 - “aoe Paris Eng. Pyrenthrum, pv. 20 26| Sulphur Subl -24 ee ee Sawyer’s Pepper Box oa ee Chewing Gum .......-- ae eee ereeeeenee wood bxs 4 00 3 doz. wood bxs 7 Sawyer Crystal Bag seer eer eeeeenee © Col’a River, talls 2 eg Lines —— Col’a River, flats 2 25 Sec casceseee oon le. Carpet 4 sew o. 3 Carpet 3 sew Yo. 4 Carpet 3 sew Common Whisk ......-- 1 k 1 tt DD S5€86 f=) Cocoa Shells ........-- ees nseenseceseese z= me CO et 9 CO 0 OD 09 09 09 bO bD PO FO Ft et Domestic, 4s ee "oe 9588 Cream Tartar California, les we noe 09 tm dm de CO OT me QO Solid Back, 8 in........ Solid Back, 11 in. F eer Goods .... eintak finde Wish and Oysters ..---- Fishing Tackle ........ = Extracts .... eseeecsesereseers Ono not BUTTER COLOR W., R. & Co.’s 25c size 2 W., R. & Co.’s 50c size 4 on ee ee CARBON OILS Paraffine, 12s CANNED GOODS p 8% Standards dp ag White n £ 1 Black, winter s5 1 Meat Extracts Seeiiirhe gallons Breakfast Foods Bordeau Flakes, 36 lib. Cream of Wheat, 36 2Ib Egg-O-See, 36 pkgs. Excello Flakes, 36 Ib. Excello, large pkgs..... AAAIAnNH see ever eseoeree seer eereeeseseseese Malta Ceres, 24 1b. Malta Vita, 36 1Ib. oo + we DO DS DO bo He ee om DO me DO 2%. cans, spiced Pillsbury’s Vitos, 3 dz. Clams Little Neck, 1%. 1 00@1 Ralston Health Food sacuicnt Flakes, 36 1b Sunlight Flakes, 20 1f 4 Kelloge’s Toasted Corn Flakes, 36 pkgs in cs. Vigor, 36 pkgs Voigt Cream Flakes ..2 80 2tb 4 36 small pkgs... Rolled Avena, f Steel Cut, 100 fb. s Ce Playing Cards ee AMMAM Clam Bouillon — Burnham’s pts. Burnham’s ats. Red Standards White Lo bo SG Ne gn Salad Dressing ........ Sur Extra Fine .. Quaker, 18 Regular Cracked wheat weet ee eee eee meee bie ceheeheseven ee. OE ED oc aes bec eee eee eee e esa w ema eeeeee 00 00 00 00 00 00 “TAI AD 9-9-9 -9 0 Columbia, 25 pts. Snider’s pints Snider’s % pints © 00 Wrapping Paper sake : p Yeast Cake ee Swiss, aeounie 3 a CHEWING GUM American Flag Spruce Beeman’s Pepsin .....- Adams’ Pepsin ......--- Best Pepsin ..........- Best Pepsin, 5 boxes .. Ripe SGCK 2... 2-5-5 -> = Largest Gum Made ... Gan: Bem . kk... sees Ben Sen Breath Perf 1 00 WUOMMER 2 ou ccacs esses 55 Spearmint ............. CHICORY ee CHOCOLATE» Walter Baker & Co.’s German’s Sweet ...... 2 Premium ....... . ee TO Walter M. Lowney Co. Premium, %S ........+- 30 Premium, 348 ......+.. CIDER, Ps dose ay n’s’ Regular hl 50 gals 7 50 Trade barrel, 28 gals 4 50 \% Trade barrel, 14 gals 2 zs Bouen, rer eA ........ Eiacd, per wal ........- COCOA oN ge ee a a Meweane 2.2. otek ee Comet 6 408. kk. ces Colontal, 368 ......-+. Van Houten, %8 Van Houten, \s Van Houten, 4s ...... Van Houten, is ....... Cocoanut Macaroons Dixie Sngar Cookle Family Cookie ...... Fig Cake Assorted Frosted Honey Cake 9' Fruit Honey Cake Ginger Gems ........ Ginger Gems, Iced.... Graham Crackers ‘Ginger Snaps Family Ginger Snaps N. B. C. ..18 Cocoanut Honey Cake Cocoanut Hon Fingers Cocoanut Hon Jumbles Crnumipers ..... 1.6.5. Dinner Biscuit ..-.... 13 12 12 16 26 8 9 ke Fig Newtons ......... Florabel Cake ........ Fluted Cocoanut Bar Frosted Creams ..... Frosted Ginger Cookie 12 -12% 10 - 8 Ginger Snaps N. B. C. Square Hippodrome Bar Honey Block Cake .... Honey Cake, N. B. C. 123 Honey Fingers, As. Ice 12 Honey Jumbles, Iced Honey Flake Honey Lassies Household Cookies . Household Cookies Iced 3 Serial sersey lamch .......; Jubilee Mixed ream Klips _..:...., Laddie ee Lemon Game ........ lemon Biscuit Square 8 Lemon Fruit Square ..12% Lemon Wafer ........ 17 bemona 22... . 8. ck ; Mary Ann WOOD icc 0a ce a Marshmallow Walnuts i Wilbur, 48 .......... MdOlasses Cakes ....... Wabur, U8 i:....-.. Molasses Cakes, Iced : COCCANUT Molasses Fruit Cookies Dunham’s %s & 108 bi ose on Danham’s 48 ....-.-. 27 Mottled Square ....... 10 Dunhams WS ......... 28 Nabob Jumbles ....... 14 ee 8 ec ss oe — isa 8 range Gems ....... 9 ~—— ee — Pease 9 ees -eanu Ons... 8 ogg ie i Pretzels, Hand Md..... 9 PRON ee ce 16% | Pretzelettes, Hand Md. 9 Maney 00.082) 30 Pretzelettes, Mac. Md. 8 lee — — ae 10 evere msorted §..... 14 een deem eb eues 2@13% Rittenhouse Fruit aa... ee Biscuit ........ 10 Meme og i g.. is cee a 6 ccc ets 9 Peaherry .............. coe xeM8 ...-.. 10 Maracaibo Scotch Cookies ...... 10 Meir i ee: _..16 |Spiced Currant Cake ..10 ee re 19 Susay Fingere ........ 12 Mexican Sultana Fruit Biscuit 16 Chnins .-9. ....... 16% |Spiced Ginger Cake .. 9 Money 19 Spiced Ginger Cake Icd 10 Guatemala Sugar Cages .....2.. 9 Pee i ss. 15 |Sugar Squares, large or Java small eeccccesecce eeee Aftean. ..0 .. Sunnyside Jumbles re Fancy African ..... MOTOR coc 8 Oe Sponge Lady Fingers 25 Pom 3.2: Susser Crimp ........ 9 Moca Vanilla Wafers ...... 17 Arabian ...... a Wavery (200 10 eee Package, 4 In-er Seal Goods a™ is er oe ree en es sms oe Biscuit ... . . Te ees oo. = MIORIM oe oe tet Sy egg cee eee es 15 00 Arrowroot Biscuit 4 McLaughlin's XXXX Baronet Biscuit ...... 1 af + McLaughlin's XXXX sola | P\qmner’s Butter : to retailers only. Cameo Biscuit See 1 orders direct to F.| Cheese Sandwi we i ot neran & Co.. ao Chocolate ae 328 Cocoanut nties ok Extract Holland, % gro boxes s Oyster ........; 1 Felix, % gross ........ 1 15 Fin SWEON «--i ese ee 1 Hummel's foil, % ive O'clock Tea ....1 Hummel’s tin. % Mrotanga o 20052. bes. 4 National Biscuit Company Brand Butter . © Square ......; 7 Seymour, Round Soda Ne 7 Select Saratoga Flakes Wepnyrette ..:.-....... 13 Oyster N. B. C. Round Animals Atlantics Atlantic, Assorted ’} Arrowroot Pisecnit Avena Fruit Cake ie oT Bumble Bee .-.....:... 10 CAGGta 6 oo. 6 le . Cartwheels Assorted Circle Honey Cookies 12 Currant Fruit Biscuits 2 Cracknels Coffee Cake ........ 0 Coffee Cake. iced Cocoanut Brittle Cake 12 Cocoanut Taffy Bar Cocoanut Bar .. Cocoanut Drops eee Sweet Goods. _ eoeesreccsescce ~-t tee eee eeens Ginger Snaps, N. B. C. Graham Crackers, — Label seat ee ereeneee Lemon Snaps ........ Marshmallow Dainties Oatmeal Crackers Old Time Sugar Cook. Oval Salt Biscuit Oysterettes Pretzelettes, Hd. Md... Royal Toast Saltine Biscuit : : : a a Saratoga Flakes ... Social Tea Bisenit Soda Craks, N. B. C. 1 Soda Cracks, Select 1 S S Butter Crackers Sultana Fruit Biscuit Uneeda Biscuit Vanilla Wafers onan Water Thin Biscuit 1 Zu Zu Ginger Snaps Zwieback Festino Uneeda Jinjer Wayfer Uneeda Lunch Biscuit 3 - 250 ok 00 In Special Tin Packages. Per Nabisco, 25c ......... Nabisto, 10¢ ......5.. Champagne Wafer .. 2 50 Oz. &8 Per tin in bulk. a] Sorbetto ...... seersese MEDICO 225. ee August 10, 1910 Bent’s Water Crackers 1 lee CREAM TARTAR Barrels or drums Square cans Se | Fancy caddies ene? FRUITS Ev aporated ....... Imported bulk ~” Lemon American i Orange American Ciuster, 6 crown . Loose Muscatels 2 or Lose Museatels § er. a oo nee 25 5b FARINACROUS aoons Med. Hand Pk Brown Holland 24 1 TD. packages Bulk, per 16¢ — Pearl, 100 TD. sack | = = il ee - ang Vermiee!ii Imported, 25 tb. box.. oe @ ee azz -— German, sacks ........ 8 German, broken pkg Tap! , 110 TD. sacks.. ¢ Pearl, 130 th. sacks .... Pearl, 24 Ib. pkgs. FLAVORING EXTRACTS Foote & Jenks Coleman Brand 7 ee Lemea . & Terpeneless .... . &§ Terpeneless ....1 78 - 8 Terpeneless ....8 Vanilla 2 High Class . & High Class .....4 ¢ . Full Measure ... . Full Measure ....4 . Full Meagure.... GO om be Full Measure.... 100 in bale 19 Amoskeag, less than bi 19% GRAIN AND FLOUR Wh We on eereeeereseser® er Wheat Fleur Seconds Patents z . Second Straight Cl Flour in . Se per barrel additional. Lemon & Wheeler Co... Zig Wonder %s cloth 5 2 Worden Grocer Co.’s = Quaker, paper Quaker, cloth ....----: er & - August 10, 1910 M ICHIGAN TRADESMAN 45 Kansas Hard ( 8 Wheat Fieu Judson Grever U . PRO 9g Fanchon, % ec Le, VISIONS L Mm 36 Cloth ..... 6 50' Clear Barreled Pork Mess. 40 tbs. ... a 10 | emon & Wheelie . a Back |. ; Mess, 16 fb vocee 8 CO 2%I1 i wirgmon f& Wheeler Co. |Short Cut... -.... 24 oo | Memm 10 The cca we] cans, 2 dz. in cs. 1 80 ee White Star. 4s cloth 6 30 Short Cut Clear 2..." 23 75|No. 1 i : 4 Pure Cane _ or Butter Plates i White Star. 4s eloth 6 2u{Bean ... Peay 4... 2a 60 No. 1 TOO The. ....... 14 60 = teh edeaas «4 1 Wire End or Ovals. Pel‘: ‘Worden ao 6 10 | Brisket, PO aga ae 23 00 No. 1. a a adeeees 6 00 Chole oes 20 % o — in crate le — acot @ % America 7 or oO. i os. on oes 25 001 No. L bee edcee. : A a ve 50 ih crate ___... mbs ee Grand ee see 6 i0 | Clear Family etal 23 0 oOo. 1 8 es se vee ee ae : ig 250 in crate . = ane 30 | Shearlings aes “a is Milling Co. Brands. & | We ok aaa 26 00 ane Japan 3 ‘250 in crate .......39| Purity, Met 5 ge poe ' tuo a ee ana medium 24@ 26 eo a 40|No. 1 Tallow é O° Siac a | ewes Cas ey ae | tbs. say i. 8 r choic - - 24@ at oe “OU crate gar ™ Ce tee Wizard oo 2 60/Pure in ce 116 Wea 5 25 1 90 Sundried, fae oo 33 B. Churns Oo 2 2.4. | e : eo Go 4 85 Compouna Se il Oe 12 op | Regular, medium! . "2 40| Barrel, 6 gal.. each ee ee ee 4 85180 Ib. tub Tard ....,, 11 Ost os 924g. | ReSUlar, choice ‘ T24@26| Barrel. 10 gal.. e oe ws Wool Wizard, et Meal ..3 60 - ubs ....advane E BLACKING Héeilat tance 30@ 33 | Clo .. each..2 65| ~'’4shed, me ard, B a ® Ib e %| Hand fane lp thes P Uuwas d. a. ee 0 [lc & Handy Tax large 3 dz 2 50 Pe fired, medium a0] Round Head ies Standard "Twas é 33 Ce 4 ‘ So. ae : small . 3ask um an|4 inch, 5 gross : ard T Spring. Wheat F 80|20 tp! pails.!ladvance Bixby’s Royal ak Gukseaae fa 380274 ia tas 6 ee 50 Wit «2.2.. s Gold Baker's eee * = fama deans i Miller’s Crown Polish - Nibs red, fancy .40@43|C#rtons J fae fieaeee 55 5 en 32 ib Cases en Horn, family. .5 - pails....ad SNUFF | Matias 26@30|.. Fag © “isn alee a — Golden Horn, amily..5 90| 8 tb. pails.... asa 1 |Scotch, in bladd Fa SM ieee tc 10 Shee rates and Filles | COSten Cream |... Wisconsin BR} Bamnre.-6 90 gasket tcaae 1 | Maccabo Ore +424: 37|"onnings ....... - 10@13| yUmpty Dumpty, 12 ds. Big stick, 30 Bw oa Fitlams Meat y, in jars .. - G .... 14@15,N9- 1 compl 20 ck, 30 Ib, Judson Grose lo 1@ 42o|Hams, 12° ib. ; s Prench Ratpie im jaca |. 35 unpowde N BIMTO ines ‘ case . a r Co.’s B a Db. average. .18¥4 ppie in jars ..4% Moyune ee r No. 2 complet ae . Ceresota ws rand| Hams, 14 fb. av Seco SOAP - 43 | iow » Medium Cas s... . MI Hh PE cece cea e 7 | He : . average. 181% 3 yyune, PUTER wee see 28 e No.2 fill G xed Can weresota, 4s oe. e sss. tiem is ie average. 18% Ameren: Kitk & Co. Moyune, Bee i : 53 | Case. aidisne tee 2 ae Sema" eke Lemon & Wh meshes sae 7 29} Skinned So cain ha, Dusky Diwoie 6 een 4 00 hae: lanepied pe oe ae 45| | Faucets 5! Special = eetigdens. 3* Wingold, s eeler’s truna Ham, dried beef sets .. 20 | Dusky D’nd N06 = Pipeeet choice .... : a8 | Cork” lineu. 8 in.. 7 Conserve 7: Meeenneas: @ Wingold, na See es arate 6 9S California =o. . 164% Jap Rose, 50 bars oz 3 80 seagua fancy << peice lined, 9 a. = Royal 7 ee stenee TM Wingold, - asst soe e s 6 89 Picnic Boiled Hams 114, | Savon anid 2 60 cede oung Hyson 5|Cork lined. 10 in...... a - oe oe secescees dB Worden Grocer Co.'s Bi 6 75| Boiled Ham ..... 31.13 |White Russian ....... 3 Oita ' Mop Sticks POM ok sedoninccsy, 16 Sy %S cg ? waa pone ca Satine oval bars ....- 3 HH c | Ges a i030 goin oe | 90 yo a (sasssul es : urel, %s cl eoee iced Ham .- Satinet aval 0...) 00} For olong iome patent socina 4 ae ates 8% La ia a eee i} Suowharre id ones | 2 70 mosa, f: i No. 1 spring g5| Xindergarten “"" ececece tae %&%s cloth 6 00 1 a - 21 Procter” 100 cakes 4 00 Amoy, me ate cae 45@60 No. 2 or fa eee ods su| re meh’ Cran Cadeans y a von” tas ClOUn ..... § 09 | Bologna ore Lenox or & Gamble Co. Amoy, Choice... |) 25 | I2Ib. omaa ‘rush holder 8| PIaT -. “ eacaes - 9 Voigt’ ee Ce s Brand | Liver Rane he aoa ss 9 tveny. eu OG - Mean jaan Ideal No. 7 mop heads 1 | fang Made G5" _ Vaetk Wowie ; G0 erankfort ........... vorv 1002001. 00 vU Cc "h Mm se iiis, | . sacks < - Pepper, Black . seeesa] Late aoe 39 | Magic, 3 doz carne | Aeouate Mode Balls 2008 1 e eeee e Oe AA ROE ooo cg cven esac , o seeeere ae j ca 56 Ib. sacks .......... 10 i beooee’ i. ae || eee sn 36 | Sunlight, 2 doz. ... 118) On M 1008 ...+...8 38 oo. a oe Woe Country Club 7221274 36 |Gunlight, 1% dos. "...:. 0 oO ereeess ee RD arsaw , Hungaria: Ween eee Ott 32-34| Least Fe oe % Tb. 6 Ib. box .... 56 Ib. dairy in drill Pure Ground in Bui Gat Gane 30° | Yeast crea 3 dos....1 16| Putnam ‘Mentha ee aL «+s. 18/28 Tb. dai bags 40|Allspice, J ulk ndian . ream, 3 dos...1 00 am Menthol Bulk, 1 gal ei oe a bags 20| Cloves foe ang ence ke — Pinter, ‘tk a te Yeast Foam. 1% dos... ao Bros. . /- s , . 20 5 oc ™, . oe Ur OO OO ona er oam . - RPBSH *eeeees 2 ee eee a gamer a FSO a smmondlY Eexwhele Mangnilla, 3 oz. ... ot ee fine .. _|Mace, Penang ........ Bs a Boeke ae Sila ae. | Almonds, Draken ...is Quesn, pinta 2.00000. 73) Medium, fine. 220001) 90 Nutmegs. 75°80 0.0. 55 | Cotton, 3 ply ve a i? | Almonds, California’ ‘ee Queen, 19 os. -....--.. 4 60 SALT FisH Pee oe sone 11% Cotton, 4 oF 24 Halibut eh ii i jg Bell vee eeeee lo . Meese eevee® ° Coe ute, oe eeescee ee eens a : eee Stuffed, 5 ox. ...... 4 2 Large whole .... @7 Pepper, Cayenne ‘ a pail ey oe ccesceseces 14 edie eo cccccrcceces ber liberta .... 7 agit Stuffed, 3 ox. a a whole ..... @ 6 Paprika, Hungarian a Flax / oo. "3 Pee eae tee 14% Cal. No. gan 132@18 Clay, No fe. = Polcck bricks 7%4@10% —— c Wool, 1 tae ahha 24 Hones LMeMAeE oc snsas -: a alnuts, oom shell 15@16 ’ e per bor i 1b eet @ 5 Ki orn vi weecee & ee ain s rbot .. Clay, T. D., full count 60| Strips Halibut Kingsford. “ate ..... 71, | State seaw[NEGAR OO sais ss ennsnette 16 Table nuts, fancy 18 ist *"BickLES 60 /Strips -.-sceeeseeeeeee U6| Muzzy, 40 ii vee Oakland apple scccceseod® | Blekerel .-.--- -.--- "4b | Pecans, Met. ----- Gu Oe CCC Coed aede ae ’ L * a an e eG eee : rge .. ine eee oe, White Hp, bla. "® i otoss p| Morgan's Old Process 14 | Perch +50 ooe.-++- 9 | Hickor? Juimbou “Sis » 1, cou ; a ee ee ee ‘kory N : Half bbis., 600 ee Hp. % bbls. Sauce Gloss,” oe 4 a ter ge ae dee, 2 13% | ., Uilo a mail §-.—s—i(<‘a#sW XA.'Whhkitey lop mmcchs. ¢ floss, 16 3Ibs. Mey terrane hay wo aaa aaa a COMMUN ccasdacace Halt bble., 1,200 count 4 50 white if0dp mehs. Silver Gloss, 12 oe Sa § po eee 40 |Finnan Haddie 2022. Chestnuts, New York CARDS. Mess. Uuzzy iy 6 cad bec 50 Roe Shad areees 3 ©, per bu. No. 90 Steamboa _|Round, 100 tbs 48 1Ib. packages per gross .... OO cope ks ec uae. sees No. 15, Rival pout... a8| Hound, 40 ms. .00102011 90/12 6mm, packages 20.1.. 4% a aie Sntnien: Pane ° ival. assorted 1 75|Scaled «-..2---.-cene+ - . packages ... ’ 6 Bushel e HIDES AND PELT. 8%) Pec: anutsa e°» No. 573, Special Trout Ml sees Been ee OM neceseccises S AND PELTS ecan Halves ... abs No 98 Golf, satin’ fin. 2 00|/No. 1, 100 tbs. ..... SYRUPS 2%, Rushels, wide band mee tiie oreae Walnut Halves 3436 N n. : 00} No. 1, 4 ciao SU ret . 1§| Green No.1. bilbert M @36 0. 808 Bicycle 2 00 (2, 40 ioe oo. 3 25 Corn Splint, aeaar ss er anaese 4u Green N 2 eoccscccce 11 Alice ee 27 No. 682 Tourn’t whist No. 1, 10 tba. .. a Barrels ...... BYES. ..<5.; 3 50/C O, B -seeeee. cae cante Almonds ourn’t whist 2 25/No. 1, 8 Tbs. ---3..-... 90) Half barrels ee ae int oon 8 a0 ook Eg maha 2 “1 Babbi . foo “0TD. ca ae n a ee we we sececcseroes+ $08 Mess, 100 tbs — 10tb. baa ¥, az. in cs. 1 75| Willow, Clothes, large. Calfskin, green, No. 1 = Peanuts ’ Be sees ns, % dz. arge 3 Fanc ooveke BO in cs, 1 Will s 3 $e Calfski yHP BY, -ca 65 ow, Clothes, n, green, No. 2 11 Suns ne, $f Gz in ca. 1 6o\ wutew, Cethen, ammall 6 38 Galfekin, sured, No 1 14 hosted «os. oe 6 #5 | Calfskin, cvred. "2 19% — H. P. Jum MICHIGAN TRADESMAN August 10, 1919 Special Price Current AXLE GREASE Pork Pens eo oe Dressed =. .o. 5s. | Boston Butts ‘Shoulders ....... eer Lard |: ..:.; Pork Trimmings Mutton CAICAsS. 30.4 .0<: Pps ks | tin boxes ..75 9 [core iSpring Lambs @i. @10 @12 @13 @9 1 1 1 40 1 50 Mica, ee eee eee PRTAGOR |... 2.6% 55 «66 00 CLOTHES LINES BAKING POWDER | — Royal 60ft. 3 thread, extra.. ‘ 72ft.. 3 thread, extra.. 10c size 90 soft. 3 thread, extra. y, 60ft. 6 thread, extra.. ere One ter ¢ Aa eee foz. cans 1 90 Jute ne ee wie ee. Pane so Jer FOES cack cle ks, q Cane SP iieert: ...........-. 1 sib. cans 13 00 : Cotton Victor Be atin 81 SO Oet «oak as cee es ea bac ceks 1 a. Cotton Windsor Oe ee Sem. oe WOT. scab owsene cbsépecee WOR. eo a } Cotton Braided Ge co le: Gr ce 95 SO oie ess Wabash Baking Powder Co., Wabash, Ind. SS on. tin: cane ....... 3 75 $2 oe. tin cans ...... 1 50 19 of: tim cams ...... 85 16 ox. tim cans ...;.. 75 4 oe. tin Cane ..... - = a9 Ox. tin cans ..... 55, 8 oz. tin —_ cence ees 4 ox. tin cans ...... 35 | 32 oz. tin milk pail 2 00 16 oz. tin bucket . 90 11 oz glass tumbler .. 85 6 oz. glass tumbler 75 . pint mason jar 85 CIGARS Johnson Cigar Co.’s Brand a | White ) | White | Royal S. & W., 2,000 lots .....31 Superior Blend COFFEE Roasted 770us8e, 37d. .. House, 2Ib. .. |Excelsior, Blend, 1tb. | Excelsior, Blend, 2tb. Tip Top, Blend, 1tb. |Royal Blend High Grade .. Galvanized Wire i No. 20, each 100ft. long 1 99 |No. 19, each 100ft. long 2 10 Dwinell-Wright Co.’s B’ds. erence El Eeeane bee ee cere bee = Boston Combination ...... Evening Press .......... 2 nae oe 2. Distributed by Judson MRE etre tees . Grocer Co., Grand Rapids; Worden Grocer Co. Brand| Lee & Cady, Detroit; Sy- B Hur mons Bros. & Co., Sagi- Pentanton _ 35 naw aes lo pave. & fon -...--.-------. avast. ackson: te — SUxiras .....%> = mark, Durand & Co., Bat- Londres. Grand’ 2..11.11g8|tle, Greek; Fielbach Co., ieee cess 35 Toledo. Pernnos: o.oo oe. esos Panatellas, Finas ....... 35 | : FISHING TACKLE 6 Panatellas, Bock ....... 35 ri F gga state ee eeeees ee soekey ©3200 .....-.-.-..5 5 1g ie 9 COCOANUT a 60 2 1S) oe Siege 3 Baker's Brazil Shredded 3 fh. 1222222 22./220101120 Cotton Lines No. 1, 10 feet No. 2, 15 feet No. 3, 15 feet .. No. 4, 15 feet .. No. 5, 15 feet No. 6, 15 feet NO. 4, 28 Teet 6... cies 15 No. 8, 15 feet No. 9, 15 feet Linen Lines BT es oe eee 20 WI a oo ea cc es 26 PAPO eo pew see ee ee ns 34 70 5c pkgs., per case ..2 60 Poles 36 100 ae. ae case 2 60| Bamboo, 14 ft., per doz. 55 16 10c on 38 Be pkgs... . |Bamboo, 16 ft., per doz. 60 Or came... ......- 2 60 Bamboo, 18 ft., per doz. 80 FRESH MEATS GELATINE Beef | Cox’s Ss, 1 doz. Large ..1 80 Carcass .......: 614A 9% | Cox's, 1 doz. Small ..1 00 Hindquarters ... 8 @{'%) Knox's Sparkling, doz. 1 25 MS 05s 6S0 Sess > % 14 Knox's Sparkling, gr. 14 00 Binnde .....2..- 7% 9 Nelson's. .....20..:; ee Chucks ......» --. 7 @ 7% ‘Knox’s Acidu’d. doz. ..1 26 Plates ....... rae @ 5 INO i vic pce bows 75 Livers cceeces @ 6 jPlymouth Rock ...... 1 25 75 jline personally, ar] quotations. Full line of fire and bur-: glar proof safes kept in stock by the Tradesman Company. Thirty-five sizes and styles.on hand at all times—twice as many safes as are carried by any other house in the State. If you are unable to visit Grand Rapids and _ inspect’ the write for, SOAP Beaver Soap Co.’s Brand ONDER, 100 cakes, 50 cakes, 100 cakes, 50 cakes, large size.. large size.. small size.. small size.. ROW wcwnwo CIgnol Tradesman Co.’s Brand Black Hawk, one box Black Hawk, five bxs Black Hawk, ten bxs TABLE SAUCES Halford, large Halford, small Use Tradesn.an Coupon Books Made by Tradesman Company ' Grand Rapids, Mich. Lowest Our catalogue is ‘‘the world’s lowest market’ because we are the largest buyers of general merchandise in America. And because our com- paratively inexpensive method of selling, through a ca'alogue, re- duces costs. We sell to merchants only. Ask for logue. current cata- Butler Brothers New York St. Louis Minneapolis Chicago G. J. Johnson Cigar Co. Ss. Cc. W. El Portana Evening Press Exemplar These Be Our Leaders Young Men Wanted To learn Veterinary profession. Cat- alog sent free. Address Veterinary College, Grand Rapids, Mich., Dept. A. The BEST Sellers BAKER'S COCOA and CHOCOLATE Grocers selling _-the genuine 3-9 “ Baker” goods do not have to explain, apolo-— gize or take back — 52 Highest Awards Walter Baker & Co, tte Established 1780 DORCHESTER, MASS. Registered .S. Pat. Off. re You In Earnest about wanting to lay your business before the chants of Michigan, Ohio and Indiana? If you really are, here is your oppor- propositions tunity. The retail mer- Michigan Tradesman devotes all its time and efforts to cater- ing to the wants of that class. It doesn’t go everywhere, because there are not merchants at every crossroads. It has a bona fide paid circulation—has just what it claims, and claims just what it has. It is a good advertising medium for the general advertiser. Sample and rates on request. Grand Rapids, Michigan ee 4 * | im @ ct ig —_— a > August 10, 1910 MICHIGAN TRADESMAN 47 BUSINESS-WANTS DEPARTMENT \dvertisements inserted under this head for two cents a word the first suseition and one cent a word for eac vans subsequent continuous insertion. Ne charge less than 25 cents. Cash must accompeny al! orders. BUSINESS CHANCES. For Sale—Drug stock, about $1,200, in good small town; physician who will write prescriptions. Metal clad store building in Greenville, just right for gro- cery or general stock. Good location. Dwelling with it, if desired. Small hotel and feed barn, not far from Grand Rap- ids. Good location for road house. Moneymaker for right party. Would consider a trade. New brick meat mar- ket building in Greenville, together with ice box, scales and fixtures. A bargain for somebody. Hotel and feed barn,: in- land town. Good location; buildings, furniture and one acre ground for only $1,300. Frame store building, barn and “+ acre land in excellent farming com- munity. Good chance for wagon. A moneymaker. Write me about these. Fred A, Gleason, Greenville, Mich. 819 If You Have a Stock Or a part of astock to sell, try an auction, It will entirely close it out and surprise you with the results. My time is occupied up to late this fali, but have plenty of open dates beyond that. JOHN C. uiBBS, Auctioneer, Mt. Union, Ia. For Sale—Oliver typewriter, No. 5, new. Write for price. Thos. J. Riley, Rio Grande: N. J. 817 _ For Sale—General merchandise stock inventorying $3,500. Doing good business in Southern New Jersey, five miles from Cape May. Good location. Everything in first-class shape and_ salable. No trade. Cash sale. Thos. J. Riley, Rio Grande, N. J. 818 For Rent—-Brick building, 24x 60 feet; plate glass front; 1,000 population. Best location in town. Address R. D. Gordon, Olin, Iowa. $16 For Sale—Implement and coal business, with buildings. A moneymaker. Sales $12,006 from March Ist to August Ist. 300ks open. No _ trades. Party must take buildings with business. Will in- voice stock. About $5,000 required. Ad- dress No. 820, care Michigan Tradesman. ) 4 _78 feet second-hand oak shelving, dark finish, for clothing and gents’ furnishing z20ds. Michigan Store & Office Fixture Co., 519-521 No. Ottawa St., Grand Rap- ids, Mich. 821 Only bakery in town of 3,000. Good chance for Swedish baker. Julius Manz, Box 482, Geneva, Ill. 814 Wanted—-Steam specialty men for best forced draft equipment on market. Guar- anteed territory. Commission. Wing, 90 West St., New York City. $13 Wanted—Four miles light rails for log- ging road. EH. H. Stafford Mfg. Co., Chi- cago, Ill. 812 For Sale—My retail grocery stock; about $2,000 required; old established trade. Reason selling, sickness. Henry F. Runge, LaCrosse, Wis. 811 Wanted—An experienced furniture re- pair man; also a good all around up- holsterer in city of 15,000. Applicants must give qualifications, where they have worked and wages expected. Address Duncan-Schell Furniture Co., Keokuk, Iowa. 09 For Sale—Planing mill and retail lum- ber yard. Will bear investigation. Rea- sonable terms to good parties. Principals only need answer. C. E. Andrews Lum- ber Co., New Bethlehem. Pa. 0 For Sale—Dwelling, store and ware- house. Good business; good _ location. Write Will J. Robinson, Wattsville, Car- roll county, Ohio. 807 Read This, Mr. Merchant Why not permit me to conduct a big July or August sale on your stock? You’ll clean up on old goods and realize lots of money quickly. Remember I come in person, qual- itied by knowledge and experience, Full information on request. B. H. Comstock, Toledo. Ohio 907 Ohio Building For Sale—Good furniture and _ under- taking business in prosperous town. Re- tiring. Jos. Armitage, Elizabeth, cage For Sale—One of the best grocery stores in the city of Flint. Stock and fixtures inventory about $2,000. Address No. 802, care Michigan Tradesman. 802 To Rent—Modern store, splendid oppor- tunity; only two dry goods stores in town. Mrs. Iver Larsen, Decorah, os $2,100 buys established grocery in Grand Rapids; rent $25; weekly cash business $400; clean stock; modern fixtures. (C. Visner, 419 Widdicomb Bldg., Grand Rap- ids, Mich. 805 «Assured income, either sex. No can- vassing; bonatide business; best proposi- tion on market. Ten cents brings sup- plies. Fan-Cope Specialty Co., Marion, Ind. 804 hior Exchange for merchandise, fifteen hundred acre Mississippi plantation, well improved, richest soil in the world. Will double or treble in value in five years. Address Box 686, Marion, Ind. 802 For Sale—A first-class grocery store in Central Michigan city of 7,000 population. Stock invoices about $2,000. Doing about $20,000 business per year. Must sell at once. Good reason for selling. Address No. 796, care Michigan Tradesman. 796 For Sale—A general grocery stock and building in a good farming community. Stock will inventory between $900 and 31,000. Reason for selling, old age and poor health. Will take half cash down, and balance on time with good security. For further particulars enquire of S. A. Hewitt, Monterey, R. F. D. No. 6, Alle- gan, Mich. 800 A Good Opening for a combined stock of dry goods and clothing in a good coun- ty seat town of 1,500 to 1,800 popula- tion; the best room and location. "Write A. D. Lemmon, Guthrie Center, Ia. 784 For Sale—A good paying milk route; only one in a town of 2,000; must sell at. once at a sacrifice. Address Lock Box 223, Holly, Mich. 785 For Sale—Bazaar store in good location. Wish to. retire. Mrs. Alice Lake. Me- 3ride, Mich. 788 For Sale—$2.000 stock of groceries and notions for $1,500 if sold at once in a good farming country. Address No. 790, care Michigan Tradesman. 790 Anything valuable taken as payment toward my store or $2,500 general stock in Antrim county on very easy terms. Retirement, care Michigan Tradesman. 792% 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 @ postage stamp to find out how to doit, 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 — 1341 Warren Ave. West, Detroit. Mich. Opportunity of a Life Time—aA strictly clean up to the minute stock of general merchandise for sale, located in a South- western Minnesoia town of ten where we always have good crops and this year we have a bumptr crop. Stock consists of dry goods, clothing, furnish- ings, shoes, erockery and groceries. This summer every dollar’s worth of undesir- able goods in the store were traded for land. Stock has not been reduced for selling but all stock are about complete for this season. Double store building hundred by fifty, renting for $65 month. Owner wants to get into a_ wholesale proposition. Address 789, care Michigan Tradesman. Will invoice about ee 89 $2,800 new frame store near Petoskey for property or stock of merchandise. Will pay cash difference. No. 792, care 792 Michigan Tradesman. For Sale or Rent—Two-story pressed brick building, 44x 100, besides base- ment, on corner of Main street in De- corah, Iowa; also one-story building ad- joining 44 feet front. Can be fitted up for general merchandise, fair, furniture or seed store or farm machinery. Cor- respondence solicited. J. J. Marsh, De- corah, Ia. 793 Splendid opening for capable, reliable dry goods man with some capital to se- cure control of a business capitalized at $35,000. Best store in best town in New York State. Address Box 1167, Penn Yan, N.Y. 797 For Sale—Furniture store, doing a good business in city of 5,000, best loca- tion in city. Stock in first-class condi- tion. CC. 3. Bischop & Co., Hastings, Mich. 782 Wanted—Stock of dry goods or shoes in exchange for choice land. Ww. Comstock, Lost Nation, Ia. 768 A tin and plumbing shop in a town of 4,500. Mineral springs in town. Put in water works this summer. Good rea- son for selling. Brown Bros., Searcy, Ark, 770 hundred C For Rent—TI arge dry goods or depart- ment store; old stand; best corner in town; on lake-to-gulf waterway. Dr. Smith, Morris, Ill. T12 For Sale—General stock, store build- ing and dwelling, located in railroad town not far from Grand Rapids. Stock will inventory about $2,500. It will pay you to investigate this proposition. Ad- dress No. 775, care Michigan Tradesman. fio For Sale—Well established drug stock in thrifty town tributary to rich farming community. Stock and fixtures inven- tory $1,400. Wil sell for $1,200. No dead stock. Terms cash or its equiva- lent. Address No. 777, care Michigan Tradesman. tut For Sale—Clean new, up-to-date stock of general merchandise, which will in- voice between $4,000 and $4,500; also new building and lot; located in center of splendid farming district. Address Box 9, Douglas, Ill. 759 For Sale—Well established store, excellent location. grocery Business about $20,000 per year. Address J. B. Ander- son & Son, 229-231 sroadway West, Little Falls, Minn. 761 Good Established bakery. ice cream and lunch parlor. Have been in bakery business here for fifteen years. Good brick oven 11x13, Day bread-mixer all in first class shape. Come and work a few days and see for yourself. R. P. Hansen, Waupaca, Wis. Wanted—Stock of goods for good farm. Ann, Mich. 763 in exchange merchandise, 2,000. For particulars address Lock Box 677, Newport, Wash. 750 Hotel For Sale—The Lake View House, 60 rooms, everything in good shape. Does} Doing a! Will sell at a rea-j; all the commercial business. good paying business. sonable price. Reason for selling, sick- ness and old age. Thos. E. Sharp, Elk Rapids, Mich. 751 For Sale—A first-class grocery and meat market, town of 1,500 population, invoices $3,500. Doing good _ business. Reason for selling, going West. Address No. 748, care Michigan Tradesman. 748 For Sale—Meat market equipment and stock, slaughter house and equipments and five acres of land. Good reasons for selling. Address No. 739, care Trades- man, 739 Wanted—Stock of goods not to exceed $2,500 valuation, in exchange for first- class Grand Rapids residence property. . T. Daugherty, 10 Hollister St., Grand Rapids, Mich. 743 For Sale—Clean stock of general mer- chandise including buildings in country town in the Thumb of Michigan, in sugar beet belt. Inventory about $2,500. Must change climate. No exchange consdered. Address Lock Box 108, Colling, —, To Rent—Shoe store, brick, 17% x 60 ft., with basement, counter, desk, light fixtures, ; screens, awning frame. Good location. Good opening. Reasonable rent. Popu- lation 3,000. Julius R. Liebermann, St. modern, shelving, shades, Clair, Mich. 726 Yellow pine stumpage for sale, reason- able terms, ten million feet within three miles of the Norfolk -and Western rail- way. Good logging section, $30,000. Can sell half if desired. Address Lock Box 37, Blackstone, Va. 724 For Sale—A good custom flour and feed mill in Southern Michigan. Located in fine farming country and doing a good business and all machinery in good shape. Village has two railroads. For further information address Samuel Curtis, Cad- illac, Mich. 715 Stock of general merchandise wanted. Ralph W. Johnson, Minneapolis, _. For coal, oil and gas, land _ leases, write C. W. Deming Co., Real Estate Dealers, Tulsa, Okla. 542 For Sale—One 300 account McCaskey register cheap. Address A. B., care Michigan Tradesman. 548 Cash For Your Business Or Real Es- tate. No matter where located. If you want to buy, sell or exchange any kind of business or real estate anywhere at any price, address Frank P. Cleveland, 1261 Adams Express Building, — wi. | Splendid chance Wm. N. Sweet, Lake} 729 Safes Opened—W. L. Slocum, safe ex- pert and locksmith. 147 Monroe street, Grand Rapids, Mich. 104 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 Tradesman. 683 HELP WANTED. _ Experienced shoe salesman wanted to enlarge our business; state territory you have covered, amount sales per annum. for local salesman to get first-class line. Address A. W. Tedcastle & Co., Boston, Mass. 810 Wanted—Tinner. Would prefer a tin- ner and plumber. Must be sober and in- dustrious. Steady job. Address, Chas. A. Ireland, Ionia, Mich. 794 Wanted—Regular traveling men in al- most every state to handle a line of neckwear specialties as a side line; small commission, but quick selling articles and exclusive state rights given. Ad- dress Standard Neckwear Co., 30ston, Mass. 77 ‘é Wanted—Clerk for general store. Must be sober and industrious and have some previous experience. References required Address Store. care Tradesman 242 Wanted—Salesmen of ability to solicit druggists. Package goods of finest qual- ity and appearance. Large variety Guaranteed under the Pure Foods and Drugs Act. 20% commission. Settle- ments bi-monthly. Sold from finely il- jlustrated catalogue and flat Sample book. Co Li _ | Offers you an exceptionally fine side line. For Sale—Fine new stock of general| in good growing town of} Catalogue at request. v., _Cambridge- Boston, lished 1847 Henry Thayer & Mass. Estab- Sie SITUATIONS WANTED ~ Wanted—A position as clerk in a gro- cery or general store, five years’ experi- ence. Al references. Address No. 815. care Michigan Tradesman. 815 "Want Ade aantinued an next neg~ Here Is a Pointer Your advertisement, if placed on this page, would be seen and read by eight thousand of the most progressive merchants in Michigan, Ohio and Indiana. We have testimonial let- ters from thousands of people who have bought, sold or ex- changed properties as the direct result of ad- Aertising in this paper. 48 MICHIGAN TRADESMAN NEW YORK MARKET. Special Features of the Grocery and Produce Trade. Special Correspondence. New York, Aug. 8—Rio No. 7 cof- fee is steadily advancing, although Statisticians can be found who tell us there is no foundation for any rise and that it will not be advisable to purchase much, if any, ahead of current requirements. The quota- . tion at this writing is 87c, and one will have to look back a good way before he will find this exceeded. In store and afloat there are 3,311,577 bags, against 3,801,735 bags at the same time last year. Mild coffees are well sustained, but there is no great amount of business being trans- acted. Good Cucuta is worth 103 Cities Manufacturers of Duplicating and Triplicating Sales Books in all varieties. weaneweseacieemeie a Grand Rapids Office | 256 Sheldon St. Citz. Phone 9645 Detroit Office 1014 Chamber of Commerce Bldg. 4 BOOMING Yes, ‘‘White House” Coffee has surely reached that point of prosperity where the liveliness of its success is fairly expressed by that word—‘‘BOOMING,” which, better than any other, expresses the FACT that its splendid quality has really excited people to the point of getting right hold of the ‘‘pole” and helping the good work of personal ‘‘pull.” When a coffee can interest folks to the point of figuratively erecting a statue in its honer, it MUST be pretty good stuff. THAT'S WHAT ‘WHITE HOUSE” HAS DONE. Distributed at Wholesale by Judson Grocer Co. Grand Rapids, Mich. AS a Last Resort a few small, unknown manufacturers of Corn Flakes, who couldn’t succeed with their own brands, are packing private brands for wholesalers and certain rolled oats millers. ¢ to one you never heard of the manufacturer. Some salesmen claim that they. are packed by Kellogg, and some only go so far as to say that they are ‘‘just as good as his own packages only, which bears his signature. Kellogg’s.” Neither statement is true. Kellogg packs in KELLOGG TOASTED CORN FLAKE CO. Battle Creek, Mich. ADOT TERE ERE | BANS SSSR NSS "PE srocer realty doesn’t want to sell bulk starch. He realizes the trouble and loss in handling it— scooping and weighing and putting it in a paper bag, to say nothing of the little broken pieces which settle at the bottom of the bin and which he can’t well serve to his customers. But what is there to take its place? Argo—the perfect starch for all laundry uses—hot or cold starching—in the big clean package to be sold for a nickel. That’s the answer. You don’t have to explain it but once to your customer—If she tries it, she’ll order it again. To sell Argo—stock it. CORN PRODUCTS REFINING COMPANY NEW YORK A Diamond Merchant Would not think of leaving his valuable gems in a show win- dow over night, and yet many merchants will carelessly leave accounts which represent much more in value than the jeweler’s show window stock, leave them lying on desks and . shelves, lock their stores and peacefully sleep while the profits of years are destroyed. It’s Time to Wake Up, Mr. Merchant Se It’s Time to Buy a Safe t's time, the right time, to stop taking unnecessary chances with your business. Common-Sense Ask Us for Prices on Safes Today On Safes Grand Rapids Safe Co. Grand Rapids, Mich.