Of QUES he (eee | oe ay is { | ‘x | a ~ a f es CS, ney ; )) a nV PS on he (s (he Rae = cs oa i =~ EG 2] (ZA at i n PEGS SSO ee \ v« Hl s a AL ey TK C x i i es ,) RSS Bes ap oe) Se DS Rie Ce he aN ly ae Ly BS Na pas CE Z PSR EAE Twenty-Eighth Year OLIVER WENDELL HOLMES Born Cambridge, Mass.. Aug. 29, 1809 Died Boston, Mass., Oct. 8, 1894 te ut Pluck and Euck One constant element of luck Is genuine solid old Teutonic pluck. Stick to your aim, the mongrel’s hold will slip; But only crowbars loose the bulldog’s grip. Small though he looks, the jaw that never yields Oliver Wendell Holmes. Drags down the bellowing monarch of the fields. Che Crooked Path we ot Ah, here it is! the sliding rail That marks the old remembered spot— The gap that struck our school-boy trail— The crooked path across the lot. It left the road by school and church, A penciled shadow, nothing more, That parted from the silver birch And ended at the farm-house door. No line or compass traced its plan, With frequent bends to left or right, In aimless, wayward curves it ran, But always kept the door in sight. The gabled porch, with woodbine green— The broken millstone at the mill— Though many a rood might stretch between, The truant child could see them still. No rocks across the pathway lie, No fallen trunk is o’er it thrown, And yet it winds, we know not why, And turns as if for tree or stone. Perhaps some lover trod the way, With shaking knees and leaping heart— And so it often runs astray With sinuous sweep or sudden start. Or one, perchance, with clouded brain, From some unholy banquet reeled— And since our devious steps maintain His track across the trodden field. Nay, deem not thus—no earth-born will Could ever trace a faultless line; Our truest steps are human still— To walk unswerving were divine! Truants from love, we dream of wrath— Oh, rather let us trust the more! Through all the wanderings of the path We still can see our Father’s door! Oliver Wendell Holmes. Zee ee : RADESMAN COMPANY. cea en los Ss Pe eR BE PER YEAR * TRESS IO GRAND RAPIDS, WEDNESDAY, AUGUST 24, 1910 Number 1405 Our Brands of VINEGAR Have been continuously on the market for over forty years @| “HIGHLAND” Brand Cider and White Pickling “OAKLAND” Brand Cider and White Pickling “STATE SEAL” Brand Sugar This surely is evidence of their satisfying qualities Demand them of your jobber eels Oakland Vinegar & Pickle Co. YEA Wigs , : Seay ee” Saginaw, Michigan A Reliable Nan® And the Yeast Is the Same Fleischmann’s On account of the Pure Food Law there is a greater demand than cri £ ££ & 8 fo se 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. w ys The Williams Bros. Co. Manufacturers Picklers and Preservers Detroit, Mich. NOTICE We are 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 ie Ask your jobbers Salesman < £ Start your SnowB ag f -@ L) 1 (Won The way they grow will makeyour friends sit upand take notice Lautz Bros.& Co. DIUUm Ikon AINA DES Twenty-Eighth Year GRAND RAPIDS, WEDNESDAY, AUGUST 24, 1910 Number 1405 SPECIAL FEATURES. Page. 4. News of the Business World. 5. Grocery and Produce Market. 6. Indiana Items. 8. Editorial. 10. Best Known Pioneer. 12. Butter, Eggs and Provisions. 14. Clothing. 15. Native Animals. 16. Woman’s World. 18. The Born Plugger. 21. Neighborliness. 22. Clear-Cut Salesmanship. 24. The Buying End. 28. Writing for the Press. 30. Don’t Hog the Game. 32. Shoes. 36. Stoves and Hardware. 38. Value of Illustrations. 40. The Commercial Traveler. 42. Drugs. 43. Drug Price Current. 44. Grocery Price Current. 47. Special Price Current. THE JUVENILE ELEMENT. It may be unpleasant to have little urchins thrust upon our attention, yet in them there are possibilities which promise rich rewards for the extra service entailed. Treat them as little men and wom- cn and they will soon take pride in behaving themselves accordingly. If one transgresses do not let your temper rule, but by some comical re- mark, some gentle reminder, show your disapproval and the offense will probably not be repeatéd. Strive to attend to their wants in such a way that the parents will not only take pride in being able to send Johnny to the store, but show the kindly interest which will induce them to specify that it shall be your store. It is worth something to gain the reputation for supplying a child as conscientiously and completely as the parent could do. Find out not only what he wants, but who and what he wants it for. Then fit him out as you would have his father do by your son, Some day—before long—Johnny will become a man, the chief purchas- er in a household. Strive to gain his confidence, his friendship and his pat- ronage. If your service has’ been just he will remember it; but if you have taken advantage of his early inexperience, this, too, will remain in his memory, and Jones, who is hon- est as well as accommodating, will get the trade. Court the friendship of the little folks with pleasantry, but never in- dulge in the wit that has behind it the sting of ridicule. Children are astute observers. You may make them friends for life, their parents cementing the friendship with in- creased patronage. But treat them as nuisances and they speedily bcome such, WATCHING FOR WHISTLE. The story is told of a lad who was helping to thresh who so divid- ed his time during the entire fore- noon between working and watching for the noon whistle that he really accomplished very little. Finally. 10 minutes before 12 the suspense be- came unendurable. “Why don’t you blow the whistle?” Promptly at 12 the whistle sounded and as promptly the lad dropped his work and hurried to dinner. The story goes that he ate so much as to be practically use- less in the afternoon. There are too many people in this world waiting for the whistle to blow. As if fearing that they may miss hearing it or not be ready to respond to the first call they wait and stop and listen and thus accomplish very little. It is a good thing to be prompt at mealtime. Nothing is more vexa- tious to the cook than being compell- ed to wait meals. Her time is worth something to her and no one has a right to make a practice of willfully inconveniencing another. But there is such a thing as being too prompt. The little girl who went to the party two hours before the time specified was decidedly in the way; had she left duties undone at home, the fault would have been double. Bring your mind into the habit of taking up each duty consecutively and without letting it interfere with any other. Let not a_ prospective pleasure mar the faithfulness with which each portion of the work is done. Proper training shows the work of the forenoon standing out clear. Every step should be taken at the proper time, with no headlong jumps to clear a bridge before you come to it. Have the mind drilled and the work so well. in hand that when the dinner hour comes you will be ready to transfer attention whol- ly to the new duty without detriment to the old. And so use this period that it may refresh rather than in- capacitate for the afternoon labor. The boy or man who is always strain- ing his ears to catch the first sound of the whistle seldom the best man. is LOVE OF WORK. We love our work in proportion as it becomes a work of love. This love may be only represented by the money which is in it. It then be- comes the most poorly paid; for when money is the only incentive the labor is purely mechanical and of the smallest amount possible. We sometimes see those who seem to be doing the labor conscientiously, yet where the mercenary motive is the only one in evidence the spirit and the life of the work is lacking. The seed may be plump, seemingly intact; but if the germ is weak or dead it will never be a producer of new life. Miss Mulock says: “People will work the better because they work from love—not merely doing their duty and obeying in a blind way.” Here we have the whole secret in a nutshell. The work which has love back of it, a definite object, is the work which tells. When we set out to walk we go with more vivacity if we have a definite goal in view. And the work which has love spurring it on is more ambitious than that in- spired only by the hundrum good of duty. It may be love of family or of the town. It may be love of employer. Certain it is that if you would have your clerk do his best you must arouse in him a higher motive than that of merely working for the salary. If your work lags hunt out the reason. If it is with yourself be hon- est and see if you are working for love or just to make a living. If you have this higher motive strive to in-~ still it into the heart of your clerk. Show him that you have an interest in his welfare and he will soon take an interest in yours. Work will move more smoothly and he will take an increased interest. Work in its high- est sense must be combined with love and the more this is applied to the bettering of the human race the more fully will the conditions and results be elevated. A LIFE OF SERVICE. The death of Florence Nightingale removes from earth one whose name has been a houshold word more than one generation. While of for- birth and working in foreign fields, the lessons which she taught have been adopted and practically ap- She assisted for eign plied in our own land. in founding the Red Cross through her labors army sanitation may be said to have had its birth. A life devoted to her fellow men has been richly rewarded. She defined health as “not only to be well, but to be able to use well every power we have to use.”” And most nobly did she put her convictions into practical application. For her services the Queen sent her an autograph letter of thanks and a cross set with diamonds. The Sul- tan of Turkey remembered her with a diamond-set bracelet. King Edward bestowed upon her the Order of Merit, the most exclusive distinction in his power to give. And now when the highest honor which England can bestow upon her dead—burial in Westminster Abbey—is offered, her and cause her will requests that burial be both private and simple. There will be a‘ plain coffin, with only her name and the dates of birth and death. And this is enough. For does not the whole world mourn her loss? And will not the lessons which she has left live through all time for the com- fort and general uplifting of the hu- man race? Her work was of two distinct char- acters, although with a strong bind- ing cord—active field work in which she stood for twenty hours at a time when wounded soldiers needed her attention and published documents executors feel obliged to decline be- |. embodying the lessons learned, the results of observations and reforms needed. The former was more neces- sary at the time; the latter more wide-reaching in its effects. She has done what few women could accom- plish. Longfellow has immortalized her in his Santa Filomena, yet to her a dearer memorial is erected in every step that she has made better for her fellow men. : STUDY THE PROPER SETTING. The jeweler would not for a mo- ment consider the setting, of a valu- able jewel in a brass neither would he place a mammoth solitaire in a lady’s ring. There is a question of appropriateness at all times to be borne in mind. ring: An exquisite window design for a florist was a tank of water lilies surrounded by a_ birch bark covering. The combination might serve as well to attract notice in the window of a dry goods mer- chant or dealer in paints and drugs. T.iilies are suggestive of purity and want to impress the public the fact that we only the pure stuff. But the drapery about the box would necessarily be changed. The rustic birch ad- mirable for the florist, but even the satiny petals of the spotless flowers could not conceal its inappropriate- among the silks the The border of horse certainly we upon handle was ness of fancy store. shoes is artistic when used in connection with the various of the man, but it would fall far short of the requirements for a millinery store. In window decoration we must not utensils hardware only decide upon the feature which we would press, but we must give it the harmonious The clash in material is quite as notice- able as that in col Even the hated billboard may be pardoned when it is really artistic in design and placed way to hide a rubbish pile of rocks. But we are almost transported over the beauty of a shockingly to cheap advertising in the upper branches of a graceful elm. Harmony in color, in subject and in substance is a most desirable qual- ity when seeking publicity. The prop- er blending is as delicate as are the tints on the artist’s canvas. The best is not best for us unless adapted to our special needs. AS surroundings. Of. in such a heap or a as when landscape, it jars most these perched behold one of 1ediums A plump girl is apt to be good natured until people begin to tell her how obese she is getting. —_—————————— The merchant who is not a good talker should buy goods which speak for themselves. TD Tn the summer hotel there’s always room at the top. MICHIGAN TRADESMAN August 24, 1910 Cultivating a Spirit of Good Fellow- ship. Indianapolis, Aug. 22—The facturers and jobbers of manu- the Indian- apolis Trade Association find — that one of the most valuable results ot their trade extension trips is a by- product. The object aimed at is to interest more buyers in the Indian- apolhs jobbing and = manufacturing market. That is why the the concerns make the trips, as they realize that by contact with the local merchants various towns they the easily attract orders from these mer- chants for their houses. The scheme was well planned and the results are fully up to expecta- tions. It has been with great faction ,then, that the members have found a by-product almost as valua- heads ot coming into personal in may more satis- ble as the original. This by-product is a closer acquaintanceship among the members of the Association, “J ought to be ashamed to admit it,’ said the man at the head of a large jobbing house, as the cars were returning Friday night from the third trade extension trip, “but I have scarcely had a speaking ac- quaintance with half the business men of South Meridian street, and I have not even known the names of many cf the manufacturers of the city. But I have been on all three of these trade extension trips, and while | have laid the foundation for a siderable amount of new business for my concern, I find that the most val- uable result of the trip is the closer relationship I have established with con- the men at the head of the big con- cerns on my street.” It is not all work with no play on the trips. When a stop is made at a town it is serious work. Every man on the special cars hustles out and calls on the merchants in his par- ticular line. Often several men in the same line go together, this being the invariable rule with the represen- tatives of the drug houses. But when the business men are again on board and the.ears start on a half hour run to. another town there is a relaxation and a spirit of good fellowship. who desire to talk shop may tind a quiet cor- uer, but for the most part there is a chorus of song or the passing of There are usually those on board who have an aptitude for entertaining and these form the center of special groups. Last week's trip had what became known as the “Crazy Ward.” On Car No, 2 a congenial group occupied chairs in the baggage compartment of the car, with the motorman. Dur- ing the first day W. A. Holt, mana- ger of the Denison Hotel, and David Wallace, representing the Indianapo- lis Motor Speedway, furnished most of the amusement, being known as professional “kidders.” Wallace in- sisted on being allowed to provide special attentions and courtesies for Holt, winding up with the presenta- tion of a pass over the entire Van- daha Railroad, with the specific priv- ilege of allowing Holt to pass right through Indianapolis without stop- ping. Wallace also offered to ar- range a collision for Holt and feign- Those clever stories. ed great disappointment when Holt declined to accept any further cour- tesies. Herman Lieber seldom permitted his car to become quiet for long at a time. His ever present, “Let me give you one of my cards,” as he ex- tended any bit of advertising matter that came to hand, became one of the household phrases of the excur- sion. W. L. O’Conner frequently broke a period of quiet with the stir- ring lines of the song, “I’m a bold bad man,” in which all on board join- ed in the final wild “whoop” which closes the verse. John H. Crall, general manager and freight agent of the Terre Haute, Indianapolis & Eastern lines, over which the trip was made, accompan- ied the Indianapolis men over the route and had personal charge of the excursion. He was one of the most popular men on the cars, and before® the end of the first day everybody called him by his first name. R. P. Van Camp and Ferd Hollweg were the official military escort. They had charge of the small yacht can- non on each car, firing on entering a town and a few minutes before time for leaving—and in between time as long as the ammunition lasted. They usually “fired and _ fell back,” for there was seldom any warning to others in the cars that the firing was to be done, with the result of a threatened assault on the cannon- eers. ———_+ ++ Grunting would not be so much of a sin if the grunters did not de- mand an audience. Motor Cars’ To Generate Electric Light. One of the greatest additions to the pleasure and convenience of night motoring is an improved electric light system recently perfected abroad. By means of it a greatly increased effi- ciency for all the lights of the car is secured, as well as a much safer and more convenient system than has heretofore been employed. The sys- tem in question consists of a small multi-polar generator having a posi- tive drive from the engine, and is contained under the same hood. Be- sides this a device known as a load regulator and a small storage battery are required. The generator, which runs upon ball bearings, and weighs but twenty-four pounds, is capable oi producing the required current, even cn a slow speed of the engine, to light all the regular equipment of lamps. It also furnishes the ignition spark for the engine. If running at 2 high sped or when the engine is be- ing operated free of the machine, the load regulator comes into play, di- verting the excess current generate! into the storage battery and thus keeping it at all times fully charged and able to supply the necessary cur rent for the lamps when the machine is standing idle. It is unnecessary for the chauffeur to leave his seat in the machine, either to light or adjust the lamps, or to ascertain the amount of current being generated by the dy- namo or the battery. An instrument located directly in front of him gives all the necessary information. DOUBLE PROFIT Royal Baking Powder Pays a Greater Profit to the Grocer Than Any Other Baking Powder He Sells Profit means real money in the bank. It does not mean “percentage,” which may represent very little actual money. A grocer often has the chance to sell either: J. A baking powder for 45c a pound and make a profit of 5c or 6c or, 2. A baking powder for J0c a pound and make “20 per cent. profit,” which means only 2c actual money. Which choice would you take? Royal Baking Powder makes the customer satisfied and pleased not only with the baking pawder, but also with the flour, butter, eggs, etc. which the grocer sells. . This satisfaction of the customer is the foundation of the best and surest profit in the business—it is permanent. Do not take the risk of selling a cheap alum baking powder, some day the customer may find out about the alum, and then your best profit—viz., the customer's confidence—is gone. Royal Baking Powder pays greater profits to the grocer than any other baking powder he sells. ROYAL BAKING POWDER CO., NEW YORK August 24, 1910 Modern Methods Needed in Trade. The science of merchandising has risen rapidly in the past half decade, but there are still merchants who sell only trash and who care more for to-day’s profits than for future Such merchants patronage. are no longer important. They are _ has- beens. They are too weak, mentally and financially, to withstand the rising standard of modern business. They are gradually finding their way to the side streets, where they can dry up without anybody’s knowing it. The time to tone up your business is now. To-morrow begins with every tick of the watch. Every good busi- ness man knows the necessity of planning for the next minute and the next hour and the next day. Take your metal scales and weigh your business thoroughly, from the standpoint of an outsider. Would you consider it a high-class business if some one else owned it? That is the test. What are you doing to raise the tone of your store? Are you steadily improving the quality of the goods, to give your customers a maximum value for the price? Your competitor probably is Do your methods conform to the Golden Rule? Are they as liberal as your competitors’? Do you run your business with as much dignity as your banker con- ducts his? You should. Do you try to sell each customer what is really best for him, or mere- MICHIGAN TRADESMAN ly try to pick his pocket as soon as possible? Do you lie or juggle words in your advertising? Exaggeration does more harm than good. Do you use big box car capital let- ters in your advertising? Circuses do, but they appeal to a different kind of crowd. Do you print your entire catalogue in each advertisement? You should not. Nobody wants to read your in- voice. Do you always state the price in each advertisement? That is the prin- cipal point the reader wants to know. Do you put glaring printed signs on packages? No customer wants to be a walking signboard for your store. Do you pay enough attention to the appearance of your store? Is it modern and attractive? Take a look at it now, from the standpoint of the man on the street. Do you notice whether every cor- ner is thoroughly clean and every article ready for a customer to see or handle? If you don’t, customers will distrust you—Farm Machinery. se In a Free Country. Irishman (to ward leader)—-How long do I have to be after livin’ in this country before I can steal with- cut gettin’ into jail? At the Restaurant. Old Gentleman (to waiter)—-Can you tell me if my wife is here? Waiter—Yes, sir, eighth hat to the left. To Trim a Small Store Window. ~Nine times out of ten the small mer- chant makes’the mistake of trying to show his entire stock of goods in one very small window. His idea is good, namely, ‘“‘to sell an article you must display it.” But it is a very bad plan to show too many kinds of merchan- dise in one window. There is a time and place to dis- play different kinds of merchandise. One particular item must either be displayed alone or with other mer- chandise of the same character. Of course the real purpose of a show window is to sell something— to increase your bank account. To do this your window must be attrac- tive and pleasing to the eye, with the goods displayed so that all the sell- ing points are brought out at a sin- gle glance. I know, Mr. Merchant, your strong inclination to rush a new article into the window the very minute it is re- ceived. Your first impression is one of great admiration, and you congratu- late yourself on being a clever buyer by purchasing the very article that is so much in demand before your com- petitor, So naturally your first thought is to rush this new article into the fore- most corner of your window, forget- ting the other articles of different denomination already on display. You see only this one article and to you all its selling points stand out at a single glance. Your first impression is one of great joy and admiration. 3 You cry out, “That’s fine! That’s 7? fine! Yes, it is fine, and you can see it. but how about the public, who sees this one article with the other con- ctasting things? They glance here and here through the window with no definite impression as to what is on display, and walk down the street to your much wiser competitor. Now, Mr. Merchant, try a_ solid window of some good _ seasonable merchandise. If you find that you know too much about your merchan- dise to display it correctly, hire some clever young fellow to do it for you. A window decorator, to be success- ful, must haave natural artistic talent: he must be an artist and, above all, he must be patient. A window should be trimmed the same as a_ painter paints picture—start at the be- ginning and cover every detail. W. A. Carpenter. ——_»--2—_. - “Putting On Airs.” Mrs. Dobbs was trying to find out the likes dislikes of her new boarder, and all she learned increased her satisfaction. his and “Do you want pie for breakfast?” she asked. “No, I thank you,” said the new boarder, with a smile. “Pie for break- fast seems a little too much.” “That’s just the way I look at it,” said Mrs. Dobbs, heartily. “I say pie for dinner is a necessity, and pie for supper gives a sort o’ finishing touch to the day; but pie for breakfast is what I call puttin’ on airs.” rancid. | Dandelion Brand Butter Color is Endorsed by All Authorities Dandelion Brand buttermaking customers know that you're keeping it. It gives butter the rich, golden color that makes it sell better. It’s the Butter color your customers want. Dandelion Brand Butter Color Sells Itself You won't have to waste time ‘‘Pushing’’ Dandelion Brand Butter Color. That’s all. * Over go per cent. of the buttermakers in the country won’t have any other kind. Dandelion Brand is the best—proved so by years of trying tests. Send a trial order now. Purely Vegetable We guarantee that Dandelion Brand Butter Color is purely vegetable and that the use of same for coloring butter is permitted under all food laws, State and National WELLS & RICHARDSON CO. BURLINGTON, VERMONT Manufacturers of Dandelion Brand Butter Color Just let your It never sours or turns Dandelion Brand is the Safe and | Sure Vegetable Butter Color | Butter Color For MICHIGAN TRADESMAN August 24, 1910 = I EY ay A f y ¥ i, AY hy ep ((( WN WWW WY rr mn. [ai Hr Zz | | & | NH a ke . I yg ie i Tee ait be AAA (Cd === STAN e : q Sa Se SSS ae & SS ee oe roe a oe Movements of Merchants. Kalamazoo—The George W. Tay- Orleans—W. D. Reynolds is clos- ing out his general stock. Plainwell—Jerome Parks will open a meat market here shortly. Otsego—William Brigham succeeds Irving Clapp in the baking business. Ishpeming — Miss Agnes Enright has engaged in the millinery busi- ness. Pontiac—Aldrich & Harris have sold their grocery stock to W. E. Blynn? Belleville — John S. Wright «has sold his general stock to L. F. Wright. Plainwell—J. Bunger has closed his bakery, sold the fixtures and leased the Depot Hotel. Sherman—C. T. Beagle has remov- ed his stock ol harness from Me- Bain to this place. Manistee — Joseph Franckowiak succeeds Franckowiak & Zillinski in the grocery business. Sarz s L. Goodell has sola her interest in the millinery stock of Goodell & McKay to Mrs. George McKay. Allegan—I. A. Brown has sold his interest in the Allegan Hardware Supply Co. to the other members ot the firm. Flint—W. H. McKeighan has open- ed a drug store at 2905 Industrial avenue. He will call it the Industrial Pharmacy. Owendale—W. C. Jones has sold his hardware stock to Charles Ricker, who will continue the business at the same location. Evart—Norman Schatz has sold his stock of confectionery to L. Louden, who will continue the business at the same location. Owosso—C. H. Barrett has sold his grain elevator to Fred Welsh, re- cently of Fenton, who took imme- diate possession. Riggsville—Daly & McCallum have moved their stock of implements, ve- hicles, seeds and groceries from Che- boygan to this place. Wyandotte—The Business Men’s Association of this place is negotiat- ing with the Quinn Manufacturing Co., of Kalamazoo, to locate here. Allegan—I. A. Brown and Thomas Carboy have formed a copartnership under the style of Brown & Carboy to engage in the heating and plumb- ing business. Detroit—The Reliable Furniture & Carpet Co. has engaged in business, with an authorized capitalization of $25,000, all of which has been sub- scribed and paid in in cash. Gwinn—Leo Verville & Co. have opened a meat market in connection with their grocery business. Peter Jandron, of Spokane, Wash., has been engaged as meat cutter. lor Co. has leased the second story of the building occupied by the Col- man Drug Co., preparatory to in creasing its stock of clothing. Marshall—The Lyon Lake Grocery & Provision Co., Ltd., has broken ground for its new store building at Lyon Lake. The store will be under the management of T. R. Cox. Portland—C. A. Aldrich has sold his interest in the firm of Goodwin & Aldrich, manufacturers of washing machines, to his partner, who will continue the business under his own name. Stambaugh—M. DuBois, who con- ducted a general store at Pentago, has removed his stock to this place, where he will engage in the gro- cery business after closing out his other lines. Kalamazoo—A. A. Everhart & Co., meat dealers, have dissolved’ part- nership, A. A. Everhart selling his interest to his partner, A. B. Fargo, who will continue the business at the same location under his own name. Detroit—The Carpenter, Kendal & Naylor Co. has recently been incor- porated for $5,000. The company, operating at 60-62 Cadillac Square, is direct representative of a number of Eastern manufacturers of belting, drills, machine parts, etc. Glengarry—George W. Brown, of Sturgis,‘ has completed arrange- ments for the erection of a concrete and brick building, 48x130 feet, with several additions, which he will oc- cupy as soon as completed with a plant for the manufacture of all kinds of upholstered goods. Plainwell—J. H. Clement and F. M. Storms will erect a brick block, 60x70. The building will be divided into three stores, one of which will be occupied by Mr. Clement with his stock of dry goods, one by Mr. Storms with his hardware stock and the third store will be rented. Adrian—J. F. Young and Truman Brainard, both former business men here, have purchased two stores at Syracuse, Ind., taking possession on last Monday morning. Mr. Brainard will not move from Adrian until Sep- tember 1. The stores are a dry goods and a shoe store and a department store. Baldwin—A display of farm prod- ucts is now to be seen at the Pere Marquette depot at this place. The railroad company set aside a room for such a display and the Lake county directors of the Western Michigan Development Bureau pro- vided the exhibit. There is to be seen hay, alfalfa, clover, rye, canned fruit and pictures of Lake county farms and orchards. Manufacturing Matters. Detroit—The Anhut Motor Car Co. has changed its name to the Barnes Motor Car Co. Hastings — The Hastings Motor Shait Co. is building an addition to its plant, 36x150 feet. Centerville—Loyd Miller has sold his interest in the Centerville Cream- ery Co. to Wright & Cheever, who took immediate posession. Wiley—The Co-operative Cream- ery Co., organized in July with a capital stock of $4,000, will begin operations as soon as the remainder of the machinery is installed. Detroit—A new company has been organized under the style -of the Serviscar Motor Co., with an author- ized capital stock of $10,000, of which $5,000 has been subscribed and $1,000 paid in in cash, Detroit—The Puncture Proof Tire Co. is the style of a new concern re- cently opened for business at 269 Beaubien street. The company man- ufactures punctureless pneumatic and solid tires for motor vehicles, the ma- terial being a spongy composition of rubber, said to be as resilient as air. Detroit—The Detroit Manufacturing Co., manufacturer of furniture, has increased its capital stock from $15,- 000 to $60,000. The company reports the increase to be in line with the general expansion of the business, which has grown steadily. A new plant will be erected in the near fu- ture. Detroit—-The Detroit Bag Co., pur- chased some time ago by Cleveland bag manufacturers, has shut up shop, so far as this city is concerned, and the building at Fourth and Abbott streets has been leased by the E-M- F Co. It is a four-story structure, and the property has a ground area of about 30,000 squar feet. Detroit—The Culver Chain Co. has been incorporated for $50,000, the principal stockholders being William Culver and Arthur Taylor. The com- pany will manufacture automobile chains and will be located at 140 and 142 Madison avenue. The plant will operate in the building formerly oc- cupied by the Detroit Lithograph Co., Ltd., which is now being over- hauled for the Culver company. Detroit—The Cooley Automobile & Tire Co. has been incorporated with a capital stock of $50,000. The factory will be located in this city. The chief product of the company will be the Cooley tire, pucture-proof, the life of which is said to be be- tween 25,000 and 35,000 miles. A line of automobiles, equipped with the tire, will also be manufactured. The Cooley tire contains neither springs nor air, but is said to be as resilient as the pneumatic. —_+-+.>____ The Freight Rate Problem. The adjournment of the freight rate hearing before the Inter-state Commerce Commission until Sep- tember 7 will cause a subsidence of this vexed problem for the present. Railroad officials complain, perhaps with some degree of justice, that they are not accorded ordinary com- mon law rights. -In the issue be- tween the shippers and _ the roads the burden of proof rests upon the accused and not upon the accuser, It is thought that if business revives generally between now and the next hearing the protest of shippers will lose much of its insistence. The dispute is intrinsically difficult to adjudicate. The railroad postulate is “all the traffic will stand.” The shippers and the Commission say “fair and reasonable rates.” As yet no one has presented anything like a working definition of either of these phrases. The shippers’ slogan sounds well, but no one knows just what it means. It is vague and in- definite. On the other hand, the phrase “all the traffic will bear’ seems harsh and tyrannical. There have been ex- planations to soften its severity, how- ever. It is claimed that some com- modities must of necessity be carried at a small profit, if not actual loss, and that other articles well may be made to bear the extra rate needed to sustain a fair average. The ques- tion of rate making is at the best intricate and complex, and should be undertaken only in a spirit of mod- eration and compromise, The prosperity of the country is so inextricably interwoven with in- dustry and commerce that no one de- sires to inflict actual injury upon the transportation corporations. Of course the obverse of this is the de- termination of the shippers not to pay exorbitant rates. It would seem that between these contending forces and with the Inter-state Commerce Commission sitting as judge justice should be done to both sides.——Com- mercial Journal. | ———_.-o--- Preserved Ginger From China. The United States buys practically all its preserved ginger from China, the 500,000 pounds imported annually having an invoiced unit value of 6% cents, on which a duty of I cent der pound and 35 per cent. ad valorem is levied. As one-half of the supply of preserved ginger comes from Hong. kong, the following report by Vice- Consul General Stuart J. Fuller will be of interest. “The preserving of ginger is en- tirely in the hands of the Chinese, and the ginger manufactured in Hongkong is famous over the world. Tai Loong, Man Loong and Sun Sing operate the largest plants. The raw ginger is brought into the colony from the southern provinces of China, cleaned and soaked and then mixed with sugar and boiled. Afte1 this it is kept in casks for a number of days until ready for packing. It is shipped in bulk in casks and also packed in jars, the latter being pack- ed so many to the case or to the barrel. A similar mode of procedure is following in preparing Chinese chow-chow, or preserved fruit with a ginger base; but in the case of the latter the fruit must be stoned as well as cleaned.” —_»>> Short Order. “Won’t you please give-me an or- der?” pleaded the persistent drum- mer. “Certainly,” replied the crusty pro- prietor. “Get out!” 2-2 Never speak ill of a living soul— net even the devil; you may have to live with him some day. August 24, 1910 MICHIGAN TRADESMAN CERY+*> PRODUCE MAR ‘ o a — Od. The Produce Market. Apples—Fall varieties command $1 (1.25 per bu. Bananas—Prices range from $1.50 @2.50, according to size. Beets—3o0c per doz. bunches new. for Butter—The market is very active at Ic per pound advance. The week’s receipts have fallen considerably short as compared with the same week of 1909. The percentage of fine butter is very light owing to the ex- tremely warm weather in the produc- ing sections, All other grades of but- ter have advanced in sympathy with the best. The consumptive demand, considering the price, is very good. The outlook for the coming week is for a firm market and continued good demand. Local handlers quote cream ery at 31c for tubs and 31%c for prints; dairy ranges from 19@2o0c for packing stock to 22@z24c for No. 1. Cabbage — Louisville, $1.50 per crate. Cantaloups—Maryland stock has declined to $1.75 for 45s. Indiana Gems are selling for 60c per basket. Cauliflower — $1.25 per doz. for home grown. Carrots—zoc per doz. for home grown. Celery—z2oc for home grown. Cocoanuts—6oce per doz. or $4.25 per sack. Cucumbers—25c per doz. Eggs—Fresh are firm at current cuotations. The receipts are show- ing better quality and all grades are meeting with ready sale at the ad- vance. The consumptive demand ab- sorbs the arrivals and there will like- ly be a continued good demand at firm prices. Local dealers are paying 17c f. o. b. shipping point, holding candled at 20@2Ic. Green Peppers—$1.75 per bu. home grown. for Honey—15c per tbh. for white clov- er and t12c for dark. Lemons—Messinas, $6@6.50; fornias, $7@7.50 per box. Lettuce—$1 per bu. for head and 75c per bu. for leaf. Onions—Spanish, $1.25 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 26s, $5. Peaches—White freestone varieties fetch $1@1.25 per bu.; yellow free- stone command $1.50@1.75. The crop promises to be good, both as to size and quality. Pears — $1.50 per grown. Pieplant—75c for 4o fb. box. Plums -—- Green Gages, Bradshaws Cali- bu. for home and other varieties now in market bring $1.50@1.75. Pop Corn—goc per bu. for 314@3%c per tb. for shelled. ear; Potatoes — Virginia stock com- mands $2.75 per bbl. Poultry—Local dealers pay 12%c for fowls; 22c for broilers; 8c for old roosters; 12%c for ducks; 7c for geese and 13c for turkeys. Radishes—12c for long and toc for round. Spinach—65c per bu. Tomatoes—so@6oc per % bu. Veal—Dealers pay 5@6c for poor and thin; 6@7c for fair to good; 8@ gc for good white kidney; toc for fancy. Wax Beans—$1 per bu. Watermelons — Georgia command $2.50 per bbl. for 8, to or 12. 2-2 The Grocery Market. Sugar—The anticipated advance in hard sugars went into effect last Thursday, Arbuckle, Howell and American advancing Ioc on granulat- ed and 20c on soft sugar. The ad- vance released the numerous orders which had been held subject to such a market contingency with the result that heavy business was done cover- ing requirements for the next thirty days at least. Other refiners remain- ed unchanged until noon, when all of them advanced to 5.25c basis, less I per cent. The scarcity of softs is easing somewhat, but the supply is still very light, and those refiners able to furnish soft sugars are de- manding a premium of Io points. The strike, which is causing all the trouble, is a little further advanced toward settlement, but is by no means over yet. Refined sugar is in fair consumptive demand. Canned Fruits — Practically every- thing in the canned fruit line is diffi- cult to obtain and prices rule strong without exception. The demand for California fruits has been good and spot stocks of cherries, apricots, pears and plums are closely cleaned up. Peaches are to be had, but sup- plies of these are rapidly diminishing. Canning of this fruit is now on in earnest and the pack will probably be a big one. The increased cost of pears to canners in the country has advanced packing costs in that line and this market is unusually strong. Michigan reports relative to peaches that there will be a fair crop in the northwestern part of the State, but whether this will make a material dif- ference to canners is a question, as there are but few canneries operating in that section. A leading canner in New York anticipates a 75 per cent. pack of red cherries and raspberries. In Baltimore all the early fruits have been cared for by the canners, who are at work now on peaches. Canned Vegetables — The tomato pack this year will be much lighter than last. Some of the largest pack- ers are said to be sold up very close at this time and will not accept or- ders for any more goods until they see what the pack will be. Corn is still holding very firm and the sup- ply is gradually growing smaller. It is expected by the time the new pack arrives on this market that the old pack will be all cleaned up. Future corn is firmly held and many pack- ers will not accept any more orders for futures until they are sure what the crop will be. Fine grade peas will be very short this year from present reports and all other grades are firmly held. Canned Fish—-The opening price on 1910 pack red Alaska salmon will not be announced this week by the big packers. On red Alaska the trade is being told that $1.35 will probably be the minimum, but some holders may go as low as $1.25 f. 0. b. coast. Spot sockeye salmon is held firmly. Pink talls are held at 95c by some houses. Domestic sardines are firmer. The Maine catch is reported fair, but not up to expectations. Dried Fruits—Currants are quoted Yc higher and cables from Greece are very strong. It is generally be- lieved now that the crop will not ex- ceed 50 per cent. of what it was last year, due to disease and unfavorable weather conditions, and buyers are becoming more active. The strength in the currant market naturally is re- flected to some extent by the raisin market, and the situation in the latter is growing stronger. Sales are be- ing made freely at 6c for fancy seed- ed, and it is reported that some busi- ness has been put through at a shade over that figure. Growers are de- manding 3c and over in the sweatbox and packers are paying these prices without a murmur. The demand for peaches has been better and this mar- ket has increased in importance and strength. Packers are paying 5'%4c sweatbox, which means that choice will have to sell at 6c. Buyers can purchase two cars of peaches for the same amount of money that will buy a car of apricots, and make twice as much in the transaction. The trade is slow in seeing this. Syrups and Molasses—No_ change in corn syrup. Compound syrup is dull and unchanged. Sugar syrup is fairly active, but not for consump- tion. Molasses is quiet at ruling prices. Cheese—There has been a consid- erable falling off in the receipts and a general light make reported in all producing sections. The consump- tive demand for cheese is very good and the quality arriving is showing up very well. Considering prices the market is in a healthy condition throughout. Rice—-The market without life and concessions are made to effect sales. Predictions of poorer quality, owing to the unfavorable weather in the rice sections during the spring, have worked out in the affirmative, while the receipts have shown some advance over the volume expected. Brokers are busy showing samples is of the new crop, but the trade in general dispiays no- inclination to take hold with any degree of assur- ance. ” Spices—-A good jobbing demand is noted, with prospects of still greater activity with the approach of fall. Early reports of shortage in cloves appear to have been well founded with the predicted advance of gin- gers fulfilled in their present strength. Prices through out the list are firm at previous levels. Provisions—The reduction in the price of smoked meats has, natural- ly, increased the consumptive de- mand. Stocks are about normal for the season and while the warm weath- er lasts there will likely be a good trade for everything. Pure lard is in good consumptive demand and the market is firm and unchanged. Com- pound lard has taken another advance of 4c, owing to the continued scarci- ty of raw material. The market is firm and the consumptive demand is good. There may be even further advances. Barrel pork, canned meats and dried beef are in normal demand and prices are steady and unchanged. Fish—-Cod, hake and haddock are maintaine on the recently reported high basis. Demand is light. The mackerel situation is not improved to any extent. The supply is still light and price is high. The demand is fair considering conditions. . Some thorities on Norway mackerel now believe that the market will ease off a little in the near future, but what it will do can hardly be known be- fore a few weeks. Domestic sardines are still firm at $1.75 for quarter oils in a large way f. o. b. Eastport, but the fishing is still bad and for some brands $1.85 is now being asked. Im- ported sardines are quiet and changed. au- un —__++-2>—___ Thoughts Suggested By Home-Com ing Week. Sebewa, Aug. 22—You will surel. be in the city for the Home-Coming, won't you? I am planning to make your city about Wednesday, for | feel that Grand Rapids is a lot to me, although I have lived elsewhere since a short time after my birth. The greater part of have been with Grand bers and wholesalers. took me up when I had very little and started me _ out—about thirty years ago. In 1860 I was born in your city and I can remember hearing my father boast that he made the brick for the first brick building erected in Grand Rapids, his stepfather having my dealings Rapids job- Some of them owned a brick yard there at that time. I haye been thinking of some of my old Grand Rapids standbys to- day and your paper stood out espe- cially because of its influence upon my ideals in business, and also be- cause it has always been so useful and helpful to me in other ways as well. 1 think I have never missed a number since I started with you. Frank N. Cornell. ——_->-s___—_ Some men are sure they were meant for a better world because they have made such a mess of this one. —_>-.>___ When a man always does what he wants no one wants what he does. Sent A aEPOE PRONTO EY SAME Aaa rena MICHIGAN TRADESMAN August 24, 1910 INDIANA ITEMS. Business News From the Hoosier State. Veedersburg—The Farmers’ Mill- ing & Elevator Co. has been incor- porated with a capital stock of $10,- ooo. Marion—Claude Baldwin has engag- ed in the jewelry business. Marion—Charles Nelson the Patterson Feed Store. Vincennes—The Vance-Winans Co, has been incorporated for $10,000 to engage in general trade. Richmond—The Nixon Paper Bag Co., one of the pioneer paper manu- facturing concerns in Indiana, has disposed of its plant to the Boyle Brothers’ Paper Co., of Alexandria. The local plant will be operated and its facilities increased. A. D. McCon- naughey, of Alexandria, will be the manager of the local plant. Indianapolis—The Goodyear Rain- coat Co., with stores in eighty-one cities that handle the product of the Goodyear factory, will open a branch store here. Frank Kiser, who fcr many years has been identified with the company, will act as manager ot the Indianapolis store. It is to be at 12 North Pennsylvania street. Richmond—J. W. Cunningham, who has been in the shoe business here for many years, has purchased the shoe stock formerly owned by Ed- ward J. Humpe, 897 Main street. The store has been operated for more than a year by Chas. Feltman, who in the future will devote his undivided attention to his North Side store, 724 Main street. Mr. Cunningham was formerly located at Seventh and Main streets and later was in partnership & succeeds with Fred C. Lahrman. Indianapolis—The boosting repre- sentatives of the Indianapolis Trade Association returned Friday night from their third “getting acquainted” trip. They traveled over two hun- dred miles, made a lot of new friends and are more than pleased with the trip. That is the expression of Pres- ident Harold Hibben and Secretary Dobyns, and they voiced the senti- ment of the entire party. There was not an accident of any consequence on the trip, and not an incident but would induce the best of feeling, not only between the representatives of the Indianapolis business houses but between the customers and Indian- apolis dealers. The officers of the Terre Haute, Indianapolis & Eastern Traction Company were particularly alert and the three cars carrying the boosters were run exactly on sched- ule time throughout the journey. The last stop was at Paris, Ill., Fri- day night. The people of that city made a holiday ef the visit. The town was handsomely dressed and every one did all that was possible to make the Indianapolis visitors feel that it was a good place for them to visit. When the boosters landed in this city, at 1o o’clock, they were as happy and buoyant as when they left at 7 o’clock Thursday morning. The next trip will be in October, when the boosters will travel in a special train through Southern Indiana and Southern Illinois. This trip was a topic of discussion during the return trip to this city. It will be the most pretentious trip that has yet been taken by the Trade Association. The trip will be made on steam railroads and the travelers will live on the train, having their own sleepers and diners. The trip will be made early in Octo- ber. Indianapolis—The first joint picnic of the Indiana Commercial Travel- ers, held Saturday afternoon and eve- ning, at Broad Ripple, proved a great success and fully five thousand per- sons attended. Large numbers came from surrounding cities. Special cars were run from Anderson and Logans- port. Shortly after 2 o’clock the twenty contests, which consisted of egg races, potato races, running races for men, women and boys and girls were pulled off. The fifty-yard dash proved the most exciting and it was won by R. H. Hill. Fifteen’ men, uone of whom weighed less than two hundred pounds, ran this race, and about six of this number managed to cross the finishing tape. Mr. Hill won a traveling bag for his effort; Ed. Mahoney won second place and received a smoking set, while C. P. Hargit, who finished third, was given a box of candy. In the goose race, which was held in the swimming pool, three men were entered, and each weighed over 200 pounds. The goose was turned loose in the center of the pool and after an exciting chase it was caught by Arthur Alexander. There were several contests for women, including a base ball throw- ing contest, a tue of war and a broom throwing contest. The “Adam and Forepaugh circus,” in charge of L. G. Adam, was also a feature. Part of the show was. given up_ to “freaks,” and some of them certain- ly looked the part. George A. Wa- ters, who was the “barker” on the outside of the tent, told of the won- derful specimens on the inside. Riley Hunt was dressed as “Little Eva;” Bert Veder as the “strong man who breaks everything, including the Ten Commandments;” G. T. White and Jack Stewart as the “$10,000 Ameri- can beauties:” Jack Holmes as_ the “bearded lady;’ John F. Gardner as the “Chinese giant,” and Owen O. Bowne as the “tattooed man.” Peter B. Trone lectured on each and every one of these. A base ball game, scheduled for 3 o’clock, with the An- derson traveling men as opponents, was called off on account of the non- appearance of the Anderson men. A scrub team was organized, however, and the regular team won an excit- ing game by a 6 to 4 score. The dia- mond ring contest, on which one thousand chances were sold, was won by Mrs. J. L. Hadley. The Ameri- can Military Band gave a band con- cert in the afternoon from 3 to 5 o’clock, and played in the evening for the dance which was held in the roll- er skating rink. Jack Holmes was chairman of the general committee which panned for the picnic. The organizations that united in arrang- ing for the picnic were the Travelers’ Protective Association; the Indiana Travelers’ Accident Association, the Hoosier Sick Benefit Association, the United Commercial Travelers and the Commercial Travelers’ Association of Indiana. So successful was the first joint picnic that the various commit- tees held a meeting and planned to have a picnic every year. A perma- nent organization, to be known as the Joint Travelers’ Picnic Association, was formed. J. C. Holmes was elect- ed President and W. H. Rhodehamel Secretary and Treasurer. It was de-} cided that the annual picnic should be held on or before August 13. It was voted to give $10 to the Star Summer Mision Fund. The travelers expressed appreciation of the work of the various committeemen, as well as of the assistance given by the In- diana Union Traction Co. ——_~+~+_ —_ Special Features of the Grocery an Produce Trade. : Special Correspondence. New York, Aug. 22—Coffee is the firmest article in the whole range oi croceries and one well-known pack- age brand has been boosted 3c per creo. Individually sales are of the smallest possible quantities, but there are quite a good many of them and the aggregate is quite satisfactory. Prime to choice, 54%4@5%c. While there is very little doing in spices, the general range of quota- tions is well held and on nothing is there any weakness. Pepper is the object of most interest and gingers are next, with supplies rather moder- ate. Midsummer quietude prevails in the molasses trade and no change can be looked for for several weeks. Syrups are unchanged. Canned goods show little, if any, change. New pack tomatoes are not receiving any great amount of praise. Corn and peas are well sustained. The pack of the former in New York State, it is said, will be normal, pound. The advancing tendency seems, however, to have no effect on the buyers and they are, apparently, , taking only enough to keep assort- ments unbroken. The advance is purely speculative and the option market here might advance I50 points without any advance in real coffee. At the close Rio No. 7 is quoted at 914@97¢éc in an invoice way. In store and afloat there are 3,110,504 bags of Brazilian coffee, against. 3,628,550 bags at the same time last year. Mild coffees are not meeting with good demand and at this writing good Cu- cutas are held at rote. Refined sugar has been in excellent request, but with this -week it is thought there will be some dropping off and quietude is looked for. Prac- tically refiners hold granulated at 5.25c, less I per cent. There is a quiet market for teas. Foreign markets report higher quo- tations and this is bound to be re- flected here in due time. Holders are feeling good and a buyer will have to look a good while before he finds a “bargain counter.” Jobbers seem to be well supplied with old rice, if we may judge by the apathy they show toward the new and some say better than for three years. Prices are firm all around. Butter is firm for top grades and for creamery specials we quote 3Ic; extas, 30c; firsts, 27@20c; imitation creamery, 24@25c; Western factory June firsts, 23%c. Cheese is well held at 15'4@17c. The demand is good and the market is pretty well cleaned up. Eggs are firm. White Western fresh gathered, 24@26c; extra firsts, 23@24¢. oe — 272+ >__ Boarding House Wit. “Let’s see,” observed the smart boarder, seating himself at table, ‘how is it the proverb runs—” “You refer to the saying that one man’s meat is another man’s hash,” put in one. “Oh,” said another, “Don’t cry over skimmed milk.” “Or possibly,” said a third. butter there is strength.” “No,” returned the smart boarder, “the particular proverb I had in mind is, ‘None but the brave can face the fare.” “In ———— >> Some men hate conceited people because they dislike competition. 0. E. BROWN COMPANY COMMISSION 100 Moaree St., G MERCHANTS rand Rapids, Mich. Members Chicago Board of Trade Grain, Provisions, Cotton, Stocks and Bonds Correspondent, LOGAN & BRYAN WoRrDEN GROCER COMPANY The Prompt Shippers Grand Rapids, Mich. August 24, 1910 MICHIGAN TRADESMAN T Movement To Regulate the Sale of Eggs. Indianapolis, Aug. 22—An egg is an egg in Indiana no matter what it contains. It has always been so. Na- tional pure food laws and state pure food laws have dragged every other commodity that makes up a part of man’s bill of fare into the line ot purity. But eggs have been’ con- servative and have kept to the old manner of the days when nobody asked how a thing was made. The security of the egg, however, is endangered, for both dealers and state boards of health over the coun- try are working alone or combining to put a stop to the practice of run- ning through the channels of trade annually hundreds of thousands ot dollars worth of more or less rotten eggs. According to present indica- tions Indiana is on the edge of a pitched battle between the elements contending for strict supervision of this \‘idely used commodity and those who will resist the attempt to destroy the profits of selling eggs taken out of incubators and gathered months late from nests made in the mow under last year’s hay crop. Realizing the gravity of the prob- lem before the State Board of Health in attaining any degree of success in cleaning up the situation, H. E. Barnard, State Food and Drug Com- missioner, has prepared for the July bulletin of the department, soon to be published, the following article on the egg question. “For many years though well aware much of his food made little or no protest and took what came to him from the grocery store and market without complaint. the consumer, al- of the fact that was. adulterated, The passage of the pure food law has largely changed the order of things and each year has seen an improvement in the character of the food supply. “There is one article of food, how- ever, which, because of the fact that it is sold in its original package, has received little attention from the food inspectors. The dealer in eggs, unhampered by law, still holds true to the ‘traditions of his trade and sells “eggs as eggs” without regard for their condition at the time they leave his hands. Consequently the consumer who buys eggs at the gro- cery or of the huckster may get fresh eggs or storage eggs which are in no way suitable for use as food. A dealer in bad meat can be summari- ly punished, but the dealer in bad eggs, under the Indiana food law, is practically immune from prosecution. This is due to the fact that at the time of the passage of the law an amendment was offered calling spe- cial attention to the egg question and provided that it should be unlawful for any person. firm or corporation to sell or offer for sale any eggs aft- er the same had been placed in an incubator, or to sell or offer for sale knowingly eggs in a rotten, decayed or decaying condition to be used for food. This well-intentioned amend- ment in its provision made use of the word “knowingly,” and this makes it necessary for the State in prosecut- ing dealers in bad eggs to produce evidence to show that the dealer knowingly violated the law, an ob- vious impossibility in most instances. “While egg raising is made a busi- ness of by many men, yet by far the bulk of the eggs which come to mar- ket still represents the product of the farmer whose wife has a few hens and whose eggs contribute to her pin money. These hens are not kept in close quarters, but have the free range of the farm and during the summertime make their nests where- ever their fancy dictates. Conse- quently the eggs are not removed from many nests until after they are stale and too frequently are not be- fore they have been sat upon by the hen. These eggs are collected from time to time by hucksters and ex- changed for other products at the grocery store, and not until they reach the hands of the large com- mission merchant or egg dealer are they ever sorted as to their charac- ter. Fortunately a simple and prac- ticable way is at hand whereby all eggs may be tested to determine their condition by holding an egg in front of a strong light. The contents of the egg may be plainly seen and when in its normal condition has a very characteristic appearance. As the egg becomes stale or as the em- bryo develops, the appearance of the egg changes so that the consumer can easily determine which eggs are in good condition and which are not. The process of testing eggs in this way is called candling and is largely practiced by egg dealers who wish to know the grade of the goods they supply their customers. If all con- sumers insisted on having candled eggs sent to their homes and re- fused to pay for eggs which, when broken, appear stale or unsound, all dealers would soon be forced to put their eggs to the candling test and consequently, in order that they themselves should be protected from loss, to require that the eggs they purchased were likewise candled. Re- cently commission merchants have adopted the plan of buying and sell- ing eggs on the “loss off” basis, pay- ing only for eggs which were in good condition. There is no reason why this practice should not become uni- versal, as it is fair and just and if conscientiously followed would put a stop to one of the most persistent forms of food adulteration. The farmer has no more right to sell rot- ten eggs than the butcher has to sell diseased meat, or the grain dealer moldy grains, and if such eggs are included in his shipment his returns should be correspondingly decreased. “It is to be hoped that the present law will be amended at the next ses- sion of the Legislature so as to hold the dealer who sells eggs responsible for their character in the same way that he is held responsible for every other foodstuff which he carries in stock. When he is no longer able to shift the responsibility upon the person from whom he purchased, it will be possible to establish a new definition for eggs and to require that an egg be a sound, fresh, unincubat- ed product of the hen.” In order to obtain light on the methods used in the other great egg producing states and find out whether their success or failure may contrib- ute valuable information to those in charge of the campaign in Indiana, Mr. Barnard has written to the other food and drug commissioners of the states in the Middle West. That the problem is one widely discussed and under the consideration of those in authority is proved by numerous nc- tices of prosecutions attempted here and there over the country. The United States Government, throug? the Bureau of Animal Industry cf the Department of Agriculture, is in- teresting itself in the question, and only last week Mr. Barnard receive:l a request from Washington for in- formation regarding the State and city regulations in Indiana covering the sale of poultry and eggs. —_—_>- > —___ The Fault of People. Ex-Governor Folk, of Missouri, at the Missouri Society’s dinner. said of corruption: “The existence of corruption is the fault of the people. The populace, instead of making a real effort and ridding itself of corruption once for all, wriggles uneasily and does noth- ing. “In fact, the populace adopts the dangerous laisser faire policy of the boy with the stomach ache. “*You mustn’t go swimming to- day,’ this boy’s father said. ‘You’ve got stomach ache, you know,’ “*Oh, thatll be all richt, father, said the boy. ‘I'll swim on my back. +> You are not getting ready to shine in glory by withholding your light here. Believes in Abolishing the Club. Grand Rapids, Aug. 22—To say that I am pleased with your editorial in the last Tradesman, _ entitled “Abolish the Club,” does not half ex- press it. I am delighted, as Theo- dore would say. The club is, as you well say, am emblem of oppression and a con- stant menace to good feeling and good government. Under ordinary circumstances only cowards carry clubs. The honest man believes in the integrity of his cause and feels fortified to defend himself against in- trusion or opposition by the fists and arms which God Almighty has given him to protect himself. In the case of an officer, the uplifted hand repre- scents, as you well say, the majesty of the law—the embodiment of good government—and it is a thousandfold more impressive than the polished club which stands for oppression and tyranny and everything obnoxious to the average citizen. I hope to see the time when some citizen will have the courage and the civic pride to make a stand for chief executive of Grand Rapids on this platform and thus demon- strate to the world that Toledo is not the only city in the world that can have a Golden Rule mayor. Good Citizen. good ——_.-.->——_——_- Does it make a man a liar to listen to lies without protest? The col- lector fears so and he holds up his hand and begs the speaker to desist. —— a The louder the pious puffing the less the heavenward hauling. FIRE RESISTING roof covering. free Shingle Book. Established 1868 Reynolds Asphalt Granite Shingles ‘*Will last as long as the building”’ We reason that the life of a building depends very much on the quality of the ROOF. Onecan never tell when or where a bad leak is going to occur, or when a neighborhood fire may send a burning ember onto the roof and start a fire instantly if wood shingles are in use. Our ASPHALT SHINGLES are made 8x 13 inches, and are to be laid 4% inch apart and 4 inches to the weather. Guaranteed for Twenty Years Our ironclad guarantee is evidence of our unbounded faith in tte shingles which are not in any sense an experiment, as we gave them years of severe weather test before placing them on the market. Not affect them; they cannot warp, rot, split or blow out, and the nails will not rust as they are driven through ASPHALT, which is an absolute rust preventative. These shingles can be painted, where a color effect is de- sired, with our SPECIAL ASPHALT COLORS, and the expense is less per square than staining wood shingles. . Lower Insurance Rates A saving in insurance rates is assured where our GRANITE SHIN- GLES are used, and while it is not large, it all helps to favor the use of a We can furnish mechanics to lay the shingles, if required. H. M. REYNOLDS ROOFING CO. Manufacturer Weather will Ask for Grand Rapids, Michigan Saal eeleneeteieeeaieetienemmeeteneenenaeneedaeainmmmainendennen tara eaeeaneeeaditin heck peanete eemainae names ae nett aan ead ain eee ponaees eee vem ERE ae sa oe atl MICHIGAN TRADESMAN August 24, 1910 DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Corner Ionia and Louis Streets, Grand Rapids, Mich. Subscription Price. Two dollars per year, payable in ad- vance. Five dollars for three years, payable im 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, Entered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWB, Editor. August 24, IrgIo WHEN RIVALRY RUNS LOOSE. The recent display at Asbury Park marks a feature in flying which to the thinking public is deplorable. When the bird-men work together for the edification, of the people and the ele- vation of their own lofty pursuit we can all applaud heartily their success and rejoice with them for each vic- tory won, but when the race _ re- solves itself into a personal matter; when men endanger their lives to get the better of their rivals the sport loses its dignity. People soon lose a taste for seeing dare-devil tricks just for the sake of beating some one else. When the elements ren- der it unsafe for flight, it is not a mark of bravery, but of foolhardy love for notoriety to tempt the winds. Curtiss has wisely resolved that when the kites stay up it is time fo1 him to stay down. The Wrights quietly stick to business and, no mat- ter what the people want or say, they are not tempted into an unwise move simply through a desire to please. Neither do they care what trick some one else may cut in mid-air at the ex- pense of his life. Their mission is to make aerial navigation practical and not to limit its mission to the circus realm. The intense rivalry of some of the winged craft, as shown within the past week, has lowered the standing of the calling. That is, it would have lowered it permanently were it not for the real representatives of the aeroplane, who have stuck to business and let the loud-crying birds circle at their sweet will. Riv- alry at any time hurts the cause with which it is connected. The staid, so- ber business man does not allow him- self to be carried away in a flight which is not backed up by the ele- ments of common sense. If some some one else wants to risk his neck in a foolhardy flight he is not turbed. He wins in the end who couples common with all his undertakings. own dis- sense LED BY THE CHILD. A local fair distributes through the various school boards of the county tickets to 10,000 school chil- dren, good only on condition that the child is accompanied by an adult. The result is obvious. For every child who attends there will be a full ticket sold. Many who would not have a de- sire to go will be induced by the fact that this child’s ticket is invalidated by their failure to make use of it. They dislike to see anything going to waste, even although it did not cost them any money. More, the child will be more persuasive, more determined in its desires to attend when the ticket is placed in its hands. The plan is a good one, so far-as it goes, but it might be carried much farther. The educative feature has been brought in through the tfecog- nition of the schools. Why not carry this into the exhibits, making the day set aside for the juveniles replete not only with entertainment but with something which will give a perma- nent value to the plan. Merchants should fill the blank left by the fair managers. Get into your own exhibits some special feature for the juveniles. It will be money in your pockets, even although it means work now. If you are a dealer in textile fabrics make your linen de- partment one which will be of rea) attraction by placing an old-fashion- ed spinning wheel in it. If possible secure an old lady who knows how to spin and will ply the thread during at least a few hours of the day. Show the flax as it is being prepared. Ex plain the processes. It may be money out at first, but it will be remunera- tive in the end, and it will leave an interest in you and your store which will cling. SCHOOL FURNISHINGS. “School begins next week!’ This makes a good motto for the window or the morning paper. It attracts an army of little folks, flanked by one almost twice as great of adults. It means what at the time seems al- most a revolution in household af- fairs. It means the purchase of clothing, food and other supplies in just a little different form from that which has been required through the summer. No matter what your line of busi- ness, tt should be interested in the school opening and made an opening for goods. If you have _— school clothing make a specialty of it. You can afford to sell a little cheaper for the sake of making more sales. A cutting of prices at this time will mean more sales than at the close of the season, when you expect to cut. Of course, you will not cut down to the cost margin. Make a liberal inducement to all to have their children neatly fitted in suitable clothing at the beginning of the term. Children like especially to be well dressed the first day. Give them bargains that are bargains. If you handle foodstuffs, have you all of the materials for the first-class luncheon? Look after this feature; strengthen your weak points and em- phasize the strong ones. The school luncheon is something of a problem in these days of high prices. If you can offer simple yet nutritious food in variety at moderate cost the moth- ers will be glad to patronize you and save their own time and labor. Can- ned meats, peanut butter, any of the things which go to fill that substan- tial stand-by, the sandwich, will be appreciated. Wake up to the fact that school is about to commence. A bit of your enthusiasm in your own school boy days released will make _ business move better for weeks to come. THE CITY FARMER. The call of back to the farm has been observed; and now, in some in- stances, we behold a reaction. The city farmer finds that money does not grow on bushes; that his fine little Utopian dream has passed and that he is poorer as well as wiser for the experience. He sells out at farm prices and goes back to shop or mill, glad to get the fixed rates per day which now seem so much more than a year ago. There are two ways of looking at the situation. The city man has fail- ed to appreciate the fact that times have changed, even in agricultural communities. He forgets that while brawn was the necessary adjunct a generation ago, education and science have invaded the farm world. He sup- posed that it was no trick to farm; that it required neither special knowledge or skill. But the time has passed when the man who was too stupid to do anything else could farm. Farming is at once an occu- pation, a science and an art. One must be a good machinist, a student of nature and a culturist. The more general knowledge he can add to his equipment the more fully can he do the work. The city man bought land at prices which looked small to him and were, but were quite beyond the humble figures he could make from the land. Agriculture is slow in turning out the shekels but fairly sure. The in- come in dollars and cents is smaller, but the luxuries secured counterbal- ance some of these things. On the other hand, the city man goes at business systematicaily, he makes a record of his time, and will in the end come out victorious if he can only hang on until he learns some of the business. The suburban- ite will succeed. He may not suc- ceed in making money at first, but in the end his systematic methods are bound to win. For trained as he is to business methods, he is soon en- abled to apply them in a manner which gives him vantage ground. BRUSSELS’ CONFLAGRATION. The calamity at Brussels, while a loss principally to the three nations, Great Britain, France and Belgium, will be a cause for regret to the whole civilized world. Every one who has visited a great exposition is well aware of the speed with which thousands of dollars’ worth of prop- erty may be swept away almost in the twinkling of an eye. With build- ings usually of a transitory nature and exhibits which readily take fire, a little carelessness at any point is liable to start a disastrous conflagra- tion, A loss of this sort always means much more than the bare commercial value of the articles which are burn- ed. There are those rich in histori- cal associations or personal attach- ment which can never be replaced. It ;1s a pleasure to learn that some ot the paintings of the old masters in the present instance were not hous- ed in the flimsy buildings of the Ex- position, but were more safely kept in a substantial building in the city, two miles away. To Americans the intelligence that most of Bostock’s trained animals were among the victims will come as a personal sorrow. The cremation of living animals is in any case a re- volting occurrence. It is doubly so in the present instance, when the rare intelligence of the beasts seems akin to that of human beings. Other ani- mals will probably be trained to take their places; but it will take time and there will be-no others just like the martyred ones. The Columbian Exposition had her cold storage horror. Any great ex- position is liable to have a similar horror. A most pitiable situation last week was that the firemen stood ready, yet were powerless to act. through lack of water. Such defeat, when water can be procured, is al- most inexcusable. It is the duty of municipal authorities to provide wa- ter in liberal quantities; and a city about to invite such a_ gathering should first of all consider the ques- tion, Are the water facilities ade- quate? A FITTING TRIBUTE. Those passing in at the side en- trance to the Carnegie library build- ing at Pittsburg, the direct route to the library proper, almost invariably halt before the simple shaft of Quin- cy granite from which a stream of pure water is constantly flowing and read these words, In Memoriam. Christopher Lyman MaGee. At either end a touch of the fin- ger releases a small stream which quenches the thirst and at the same time abolishes the problem of the public drinking cup. The water is the sterilized product brought from the library building and is cooled chemically. “There is no purer wa- ter on earth,” said one of the guards emphatically and proudly, after ex- plaining the process of tion. Not only the visitors to the: library, but all seeking entrance to the park by the most popular route are brought face to face with this gra- cious tribute to humanity as well as to a generous citizen. It has been said, and not without weighty arguments, that much of the intemperance in cities is directly trac- ed to bad water. The rich may steril- ize and cool; but for the poor the easiest remedy is beer. And so beer is hurried down, only resulting in a call for more beer. Surely this sin- ple memorial tablet preaches every day a strong temperance sermon. Is your own town supplied with pure water? Are the facilities such that working men have free access to pure cold water? If not, there is a mission for you. If not so situated as to bear the expense personally. stir up a public interest in one of the most live questions for public good. Drink is something all people must have. Let it be the kind which re- freshes without producing bad effects afterwards. No better memorial tab- let may be left. its prepara- August 24, 1910 MICHIGAN TRADESMAN 9 UNIVERSAL PEACE FAR OFF. Among the most impractical dreams of the impracticable dreamers who in- fest this age of civilization are those who are foretelling universal peace and are laboring to bring it into be- ing. Among these is Dr. Charles 'W. Eliot, late President of Harvard Uni- versity. But these modern and self- appointed prophets of millennial peace, while they seem to have some dim notion that such a happy realiza- tion has been promised by the sacred seers, do not seem to have noticed that the thousand years of universal peace and righteousness foretold by the ancient holy prophets was to be- come possible only after there had been a frightful and universal visita- tion of terrtble and destructive war, both on land andi sea. 'We have not yet experienced these tremendous and overwhelming tribu- lations, although all the great nations of the earth are preparing for it with might and main. There never before has been in the entire history of the human race a time when there was such an active and general building of dreadnought warships and of arm- ing them with the mightiest cannon ever made as now, while the heavy steel plates with which these ships are covered to prevent their destruc- tion by the tremendous artillery only weigh them down and increase the danger to them of being sunk to the bottom of the sea the first time they shall engage in battle, for ships of such vast bulk have never yet been confronted with cannon of such cali- ber. The people of the great nations are being impoverished by the enorm- os taxation loaded upon them by these immense war prepartions, and all wise statesmen gaze with awe and extreme anxiety at the prospect of the terrible convulsion that may with- ‘out a moment’s warning break upon the world. Even President Eliot, apostle of peace as he is, recognizes that there are reasons for this anxi- ety. He knows that it is an indis- putable fact that an overwhelming majority of the English people feel it to be for them a matter of life and death that they keep ready for instant action fleets capable of pre- venting invasion and of cutting off of the food supplies and the raw ma- terials which come to them over seas, and so long as they seriously dread catastrophes of that nature they will keep on building preponderant fleets. They must have security against such ruinous calamities. England and Japan are the two na- tions which may reasonably feel most intensely the apprehension about their food and raw materials, but nations whose territories are not insular may also feel it to a high degree. Thus, Italy must import by sea both food and coal, France would suffer much :f deprived of sea-borne cotton and Germany needs to import by sea not only much food, but a great variety of materials for its expanding indus- tries. The territory of the United States is so vast and extends through so many climates that it is difficult for us to realize how formidable to any nation which can not raise on its own soil all its food and most of the important materials of the industries by which it lives is the dread of the cutting off of a large portion of its food or its raw materials, or both. During the far greater part of the year England is not supposed to have in stock at any one time more than six weeks’ supply of food for its pop- ulation. But while the great nations of Eur- ope are maintaining at vast cost an armed peace, which in a moment may be transformed into war, our own country would not be able to main- tain its accustomed neutrality, be- cause the first note of European bat- tle would start a frightful and long- statesmen are too experienced in the secretive, disingenuous and unscrupul- ous policy of the Orient to trust to it, and should a conflict in Europe kindle a conflagration in the Far East, it would not be long before there would be a readjustment of relations, and for self-defense, and even for ex- istence itself, the white nations of the West would soon be banded together to fight the swarming hordes of the Far East. When Asia, with nine hundred mil- lions of people, shall be arrayed against the four hundred millions of the West, then will come the univer- ‘sal and tremendous war which will ‘usher in the millennium, and not un- ‘til the lands of all the nations shall ‘be inundated with human blood will THE REAL “IDLE _ RICH.” Courtesy of the New York Herald delayed conflagration in the Far East. All the Asiatic nations, with Japan at their head, would rise in one tremend- the white man and his despotic domination out of Asia. Has our America no_ interests there? Our Philippine dominion would be lost at the first move. So would go Guam and Hawaii, and our commercial and naval power in the Pacific Ocean would be challenged with startling speed and violence. Already there‘is a wild cry far over the ocean that washes our western coast: “Asia for the Asiatics!” and whiie we do not heed it, Great Bri- tain trembles for her Indian Empire and for her vast Asiatic commerce, for while Japan is her ally, British uous convulsion to drive that blessed promise of universal peace be realized. FUTURE OF THE AUTOMOBILE. Some people have been recently predicting that the trade in automo- biles is on the wane and that in time | the craze will die out. Few observant people can entertain any such idea. It) is true that the automobile started as) a luxury, and until recently it has! continuel to be very much of a lux-| ury, restricted to people of ample means. With the improvement of the horseless vehicle it has become cheaper, and it is owing to that fact in recent years. | It may be true that some people in their desire ‘to possess an auto-) mobile and imitate their neighbors that its use has so greatly expanded , have mortgaged their homes to ob- tain the money, but‘it is more than probable that such stories have been greatly exaggerated and that the num- ber of such instances are very few and far between. While the use of the automobile has been largely restricted to pleas- ure riding there can be no denying the fact that its use for practical pur- poses has largely increased. Several well-known makers of motor vehicles report a large percentage of their sales are to physicians, who have found it profitable to substitute the fast-moving motor carriage for the slower-moving and more expensive horse-drawn outfit. The farmers, who formerly hated the very sight of mot- or carriages, are now extensively using them, as they find it cheaper to keep an automobile for riding about the country than to support a good team of horses and a suitable vehicle. These practical uses to which mot- or vehicles are now put have been vastly supplemented by the substitu- tion of motor-driven cabs and other vehicles for the old-time horse-drawn cabs and hacks. It does not require very close observation to note to what a great extent horse vehicles have been replaced in this city by public motor cars. The main future development ahead of the automobile industry is the manufacture of all sorts of motor- driven vehicles for trade. Im most large cities one may already note mot- or wagons, from the heavy sort, capable of carrying many. tons of merchandise, to the light parcel de- affair. Horse-drawn fo1 the transportation of merchandise are certain to be more and more re- placed by motor vehicles, as the sav- ing in the stabling and support of horses. as well as the saving in time, more than offsets the larger first cost of the motor wagon. With the automobile industry es- tabiished on the basis of supplying an absolute mecessity, instead of a mere luxury, there would seem to be no good cause to fear for its future prosperity. livery vehicles Scientists have heretofore claimed that ice cut from ponds or streams of impure water is unfit for use to food or drink, which seems a reasonable proposition. Now we are told by high bacteriological authority that natural ice, wherever cut, is less dangerous to the public health than the milk or water usually furnished for city consumption. Health author- ities have condemned ice taken streams that pollution warned typhoid now cool from contain and have against m such ice. But it ts that 99 per are killed by exposure for two weeks in ice, while the little that remain are and gradually die. The longer the ice is stored the better it is. All natural ice used placed in storage in the winter, and, therefore, it should be absolutely from germs declare 1 cent. of typhoid germs weakened now was free disease and can milk active germs be used in and foods to cool ‘and preserve them. The greatest men do not always get their pictures in the newspapers. 10 MICHIGAN TRADESMAN | August 24, 1910 BEST KNOWN PIONEER. Every Home-Comer Will Remember Judge Holmes. Written for the Tradesman. It is to be presumed that man, woman and child who back to Grand Rapids this week will come back resolved to keep out of the hands of Harvey O. Carr's po- licemen. It ot to come back home if the time is to be spent in the boarding house operated by William John Hurley, Sheriff of Kent county. It is safe to say that all the old- timers who are here this week will find too many other things to do to waste a moment in any attempt to make the breweries work overtime. It of them the Police Court every comes is no use any visit it will be to see the early morning grist, and to think of the old days when Justice Sinclair held Police Court on Canal street, when James E. McBride flourished as police jus- tice on the third floor of the “Red Brick” on Monroe _ street, at the corner of Ionia, and when John T. Hoimes of blessed memory presided with becoming dignity over the Po- lice Court in the Randall building at the foot of Lyon street. Judge John T. Holmes was un- doubtedly the best known man in Grand Rapids for forty years. Clean, henest, a gentleman in every in- stinct, he was worthy of every friend he had. In the old days he was pros- ecuting attorney and justice of the peace. I think there was some old form of county court of which he was judge, but I don’t know what it was called. When the present Superior Court was established there were rumors that it was done to give a certain man a job. Well, the law was pass- ed and the people proceeded to elect a judge, but not the judge whom the legislators had picked out as the right man. John T. Holmes was elected. That was a good many years ago. Judge Holmes never was a politician, but he got everything he ever asked the people for. Sometimes the poli- ticians refused to let him get to the people, but he got what he wanted anyway, with one exception. When it is said that Judge Holmes was the best known man in’ Grand Rapids for forty years, it not meant that he was best known as a public official He was known best as a citizen, as a friend, as a depend- able man. One seldom saw the Judge at a merrymaking, but if there was mourning in a home he was_ sure to be there. There are now in this city hundreds of families re- member his sympathetic face and encouraging words in time of be- reavement. He would never adjourn court to spend the day at a feast or jubilee, but he would always adjourn to attend a funeral. The Judge never was a very good man of business. He was too gen- erous for that. He was honest with the world and with himself, but he rever accumulated a fortune, as many of our public men have. When the Superior Court came along his friends declared that was just the place for him. Well read in law and of a judicial cast of mind, he would make iS who an ideal judge, they declared. So he was elected in spite of the ring which had another man in mind, and G. Chase Godwin inherited his large law *| practice. He would have held the office un- til the day of his death only for the ambition of J. W. Ransom, a brilliant lawyer, who for a long time served the city as its legal adviser. Perhaps I did not use the right word there. Mr. Ransom not an ambitious man, but all lawyers have their eyes fixed on the bench, and so when his friends urged him to become a can- didate against Judge Holmes for the Superior Court judgeship he gladly consented. Was In those days the Democrats who pulled wires in the back offices con- trolled the city conventions and the wire-pullers favored Mr. Ransom. Nothing could be said against the latter, and he was nominated. For the first time in his life Judge Holmes was defeated in a convention. It was unfortunate for the Judge, and it was unfortunate for Mr. Ransom, for the latter was defeated at the poles by Judge Parish, who combined the Re- publican and Red-Ribbon vote. There is no doubt that Judge Holmes would have been elected. It was said at the time that his friends defeated Mr. Ransom, but no one who knew Judge Holmes believed that he had any hand in it if they did. It is quite likely that some of Judge Holmes’ friends did vote against Mr. Ransom, for that is a way men have when they believe their favorite has not been well treated. There was the case of John Kil- lean. Mr. Killean had been alderman and member of the Legislature and police commissioner and his friends wanted to- hand him the office of mayor. That was twenty-one years ago. Maurice Shanahan, of the fifth ward, wanted to be mayor, too, but Mr. Killean’s friends carried the city convention. And Mr. Killean, as fine a citizen and as honest an official as ever lived, carried the fifth ward by three when he should have had a majority there of three hundred! Some of the home-comers who are in the city this week will remember all about that campaign. Soon after Judge Holmes was let out of the Superior Court he was elected judge of the Police Court, a position he held until he died. Un- der his administration the Police Court was as formal and dignified as the Superior Court had been. Re- spondents, witnesses and lawyers did not hustle about the Judge’s desk like flies, crowding and pushing, as they do in some police courts, and each witness was sworn formally and everybody in the court room could hear what was testified to. Judge Holmes was kind in dealing with the unfortunate. He was not inclined to accept the word of the arresting officer in every case. Every- body who knows anything about the police service in cities knows that there are as many different kinds of policemen as there are different kinds of grocer clerks. Some are kind, some are stern in the perforance of duty, some are lazy, some are brutal and some seem to have a_ grudge against mankind, arresting on the slightest provocation—or none at all —and beating the prisoner’s head off with a night stick in doing it. Judge Holmes was always on the lookout for this latter kind of police- man. He had no use for a police- man who could not arrest a drunk- en man without cutting him up with a club. He made friends in Police Court, as he did everywhere. He sym- pathized with a man accused of “an ac- cident of conviviality,” but he hateda fresh bum who thought he could put up a bluff on the court. One day there was an actor ar- rested for some disorderly act out on South Division street. He was a long actor, with an imitation Edwin Booth face and a roll to his tongue which rattled the windows in the room across the hall where the night men were trying to get a little sleep. With this actor man came his wife, a very pretty woman, but scornful of Grand Rapids and her _ official catchers and tryers. The actor threw his hands out on the railing of the clerk’s desk to show that he had dia- monds. The wife stood in the light of the windows looking over the shallows above Pearl street bridge showing that she also had diamonds. “T’ve a great notion to fight this case!” ejaculated the actor. “This is an outrage!” “What can you expect in a little bit of a town like Grand Rapids?” asked the wife. “Pay your fine and come away. This place smells!” So the actor stood up before the Judge and addressed him about like this: “I’ve traveled all over the world, Judge,” he said, “and never been ar- rested before. I try to behave my- self, and it is annoying to get lock- ed up in a town that ain’t on the map after living in all the large cit- ies.” The Judge’s face hardened when he was informed that Grand Rapids wasn’t on the map. He loved Grand Rapids, just as many of the home- comers who are here this week do, and he didn’t like to hear her insult- ed. The clerk began making out a commitment, as he didn’t think the respondent could raise money enough to pay the fine that would be assess- ed because he could not find Grand Rapids on the map. “Do you plead guilty” Judge, gently. “Ves,” was the impatient reply. “I may as well pay a fine and get out of the cow pasture.” “Your fine,” said the Judge, “will be FIFTY dollars and costs, in de- fault SIXTY days at HARD labor in the county jail.” Judge Holmes emphasized his words—the really. important words— just like that. He had a way of do- ing so when he was angry. The actor and the actress looked at each other enquiringly. Each seemed to think they had not heard correctly. Judge Holmes adjourned asked the court and left the clerk making out the mittemus. “How much?” asked the actor. “Fifty-three thirty-five,” replied the clerk. The actor opened his mouth to say what he thought, but John Ball Johnson, who was then bailiff—now dead—observed: “The three thirty-five is for get- ting drunk and the fifty is for not being able to find Grand Rapids on the map.” The wife went out and put up the diamonds, and the pair went to some town where map-makers are more careful of detail. The Judge’s sense of humor was a never ending source of entertainment to those associated with him. One day he fined a G. R. & I. engineer $5 for standing too iong on Shawmut crossing with his train. At the same session of the court he fined a man $2 for striking his wife—under strong provocation. After court adjourned an officer ask- ed the Judge why he fined the engi- neer so much more than the wife- beater. “Why,” was the reply, “it would be undignified to fine the agent of a great corporation less than $5.” A man who had no enemies, a man who did all he could to smooth down the rough places in life, a man whose honor and integrity were above re- proach, Judge Holmes will be thought of with tender regret by many a home-comer this week. Alfred B. Tozer. >.> Shallow Economies of Pessimistic Bankers. Bankers have declared war on the automobile—bankers of the East well as of the West and South. Or- ders have been issued quite general- ly to loan no more money to be used in purchase of cars. To argue that money-tightness is due to the great sums in cars nonsense. The dollars paid go to the manufac- turers and by them are distributed among their workingmen and _ dis- bursed for materials. They neither leave the country nor go up in smoke. They merely change hands and find their way through various channels from one bank to another. The automobile ought to be en- couraged, not cut off like a sore fin- ger. But can the farmers afford it? Probably not in all cases. Many may buy a little ahead of time to please the children. But the American farm- e1 is not a dunce. He knows what he can afford as well as the banker, who is the real profligate, with his runabout and brougham and touring- car and chauffeurs. No, sir! Reliance can be placed upon the common sense - of the farmer, the doctor, or the tradesman. He may get nipped once, but not twice or thrice. Wholly side, then, from the gross injustice ot attacking a manufacturing industry which has grown to enormous pro- portions, it is unfair, short-sighted and mean to make the automobile the goat for all of our pecuniary difficui- ties, general depression and_ other ills. Let the bankers go West on va- cations instead of to Europe, where they do leave wads and wads of good American money, and it is dollars to doughnuts they will change _ their doleful note to a tune more patriotic. —Harper’s Weekly. —_—_2-.__- Progress is to be known by de- veloping consciousness of the unat- tained. as invested is haus 24 om MICHIGAN TRADESMAN 1 | A Six Per Cent Investment We are now offering to the General Public the securities referred to below. Opportunity to subscribe was first given to those interested in the constituent companies (formerly operated by the undersigned), and already a large amount has been placed. This indicates the satisfaction of the original investors with the conservative plan of organization of the new company and is a strong recommendation of the securities. | | United Light & Railways Co. ~ $800,000 Six Per Cent. Cumulative Preferred Stock AND $320,000 Common Stock OFFERED IN ‘“‘BLOCKS” OF | 10 Shares (Par $100 each) First Preferred Stock | For $1,000 | 4 Shares (Par $100 each) Common Stock , =r om DIVIDENDS ARE BEING PAID QUARTERLY ON THE PREFERRED STOCK JANUARY 1, APRIL 1, JULY 1, OCTOBER 1. Strong Points of this Offering 1— Not a New Proposition 4—A Dependable Business This is not a new proposition, but a consolidation of inter- ae Gas ang Wlectsic Gusress 15 6 dependable one; the ests of several prosperous and well established Gas and products sold are daily necessities and the securities of such Electric companies companies are regarded highly by well informed investors. 5—Financial Strength 2—Management This Company will have $250,000 Working Capital and its The management is experienced and progressive and has a Cae tent Companies no Floating Debt, placing it in an record of success in its operations. Six of these companies especially strong financial condition. ,S have been under this management three to five years, each ~ 6—Large Earnings property having been rehabilitated and showing marked The combined earnings of the Constituent Companies are development. large; almost $1,000,000; all the Fixed Charges are amply provided for and the Surplus Earnings are at the rate of more than 5 per cent. on the Common Stock. The Board of Directors is an unusually strong one. It is 7--Actual Results composed largely of men who have substantial financial in- terests in the Company and were directors in one or more of the Constituent Companies They are men engaged in bank- 3—Board of Directors The Earnings Statement is based on present results—not on future prospects. ing, mercantile, manufacturing and the public service busi- 8—Properties Well Located ness, and this company will have the benefit of their exper- The cities operated in are very prosperous, progressive ience and judgment communities; every one steadily increasing in population. Properties Operated The UNITED LIGHT AND RAILWAYS COMPANY, (a Maine corporation), controls, by stock ownership, and operates all of the properties which have been under the direction of Child, Hulswit & Company for several. years, and in addition two new ones. The consolidation of all these properties, listed below, under one central, general management, means economy in operation, im- _ proved service and development of business for each one, and makes at once a very strong combination. The properties represented | © by the Companies immediately taken over and which are operated under favorable franchises are as follows: Gas Plants Electric Plants The entire Gas Business in Cedar Rapids (supplying also suburbs of Marion and Kenwood Park and intervening ter- ritory,) Fort Dodge and Muscatine, Iowa; Cadillac, Michi- gan; La Porte, Indiana; Mattoon, Illinois, and Chattanoo- The entire Electric Light and Power Businessin Fort Dodge and Muscatine, Iowa, and LaPorte, Indiana. This includes satisfactory contracts for lighting the city streets in each city. ga, Tennessee. Heating Plants Electric Railways The entire Hot Water District Heating System of LaPorte, | The entire Electric Railway Business in Muscatine, lowa. Indiana. Being familiar with all the details of this offering, and considering it exceedingly meritorious, we unreservedly recommend for ‘nvestment the ‘“‘Blocks” of Preferred and Common Stocks offered above. The purchaser will receive six per cent. on the investment, and the Common Stock should steadily enhance in value, for it unquestionably has very attractive earning possibilities. A special circular giving details of Capitalization, Earnings, Management and the Cities operated in, will be mailed upon request. CHILD, HULSWIT & COMPANY | BANKERS Municipal and Corporation Bonds Ottawa St. Entrance Michigan Trust Building, Grand Rapids, Michigan MICHIGAN TRADESMAN August 24, 1910 he, x y 1 ‘ A ; HC oy) yy N\) e Ss BUTTER, EGGS 4nD PROVISIO ONS «a \ at Mt oz A EGGS BY WEIGHT. weight. I ask your indulgence for a brief examination of these hypotheses. In the first place our present sys New York. item is not out of alignment with the + r | : - ~ . New York, Aug. 19—I no-;remaindcr of the country. From time ticed several times of late some arti-|immemorial eggs have been collected, | 4 1 > ¢ shy > r disc in the Tradesman on the general | bought, sold and shipped ‘by the doz- subject of the sale of egzs by weight |" The farmer has marketed them, 5 as ieee ithe shipper has shipped them, and anc oug See th clic dhe caclosel cong wot the markets of the world have priced a 45 a 3 : land quoted them by the dozen, and a die he hentios of cat bole be [there is a natural and inherent reason cc ) . Ce é : or tha i sub- cae Concer: of Wr eiphes |” r this. The unit of sub hs Aiccciee te. Dele Der Ein [stantial uniformity. Nature at the i easures, F . riiedtbee ok time of production compresses into an i : S 7éry Ss fo; y ig j oO1 twenty-five to represent the trade and erry hell - fairly uniform amount a sub-committee of five of the larger|©' ec material, that, el all . . < ses ‘ im committee was appointed to act as ay ies ee er spokesmen at the hearing. I was one ly aid ae = accepted as the equal i the fe and presented he ape" nutritive value of any other dozen i ¢ Ss s ¢ : : 4 ° there ace hiny clone ob of newly laid eggs. Nature in this a ic : never defrauds us. She never im- offered against the en- ie a age oe forcement such a measure and [|POS€S "pon us in the laboratory o Ee es the Guat: oh Git production a_ partially filled shell. wise e ¢ . . . . . in the limited time which I had, Variations in price are occasioned by but it seems to me that the points sere degrees of freshness, clean- ness and minor differences, not ac- Why the System is Not Practical in| have possibly you a brief paper prepared upon that sub-} egg i s change appointed a Of course, yections to be of could go fully made in my paper are the two : : most likely to appeal to the popular curately determined by weight, but judzment ‘generally and demonstrate|"ed"ing the intervention of the the impreticability of Mr. Driscoll’s| Skilled inspector. measure. Our Commissioner ee In the wholesaling of eggs, there to be so determined to compel the| is a universally accepted standard. weighing of eggs that it is a very live) |Wholesaling or shipping are done Shite wth ac here and ic probably |i" the standard case or carrier con- pretty live news for your readers. | taining thirty dozen of ezgs. This is George E. Cutler. la « case Of exact dimensions to re- . ceive ten strawboard fillers holding New York, Aug. 18—Enough has| three dozens each. So satisfactory is already been said to prove that the} \this package to all prties interested enforcement of this ordinance would} ‘thet even the transportation com- revoiutionize the egg business of this | Panies permit the billing of eggs, in Does the situation call for ac-|thirty doezn cases, at the uniform tion so drastic? Is there, indeed, any|14te of fifty-three pounds per case, occasion to depart from the present whereas they require the actual custom of merchandising in eggs by weighing of commodities generally. the dozen and substituting weight for Our standard package is an evolution count as a basis of valuation? and has gradually supplanted all other I can think of only two valid and shipping packages. sufficient reasons that might warrant the adoption of the new method. If the system at present prevailing in New York were out of alignment with the country at large, from which our supply of eggs must be obtained city. It therefore appears that in whole- saling and distributing them to the consumer in New York by the dozen, we are in exact conformity with our entire country and we would impose great hardship upon the trade and —if our commodity were there dealt| cause discrimination against New in by the pound, while here it is| York by the adoption of a different dealt in by the dozen—I could see|system. good reason for the adoption of the weighing system, in order to advance the’ commercial interests of our city and to expedite business by the adoption of uniform trade customs. Again I could see need for the en- forcement of this ordinance if greater iccuracy and honesty in distribution could) thereby be secured. If our present system is Hable to abuse; if it encourages fraud or dishonesty; if it is unjust to either buyer or seller —by all means let us have sale by As to whether the selling by weight would cause greater accuracy and fairness than the selling by the doz- en, IT contend that the weighing sys- tem is far more liable to unintention- al error and international fraud than the system now in vogue. IT have al- ready referred to the fact that whole- saling is universally done in the standard thirty dozen carrier. The dimensions of this carrier are such that it is a physical impossibility to pack into it more than ten fillers of a capacity of three dozen each. No short packing is possible without im- mediate discovery, through the empty fillers, and a corresponding allowance to the buyer. My experience as a wholesaler of eggs extends over a i|period of twenty-four years and it has convinced me that the present system is honest, accurate and just to buyer and seller alike. We handle thousands of cases of eggs per week, a commission house, and I do not see how these goods could be received and sold by weight without liberal reliance wpon the law of averages and consequent minor inaccuracies which | are wholly avoided under the present system of wholesaling by the dozen. When it comes to the retailing of eggs the present system insures ab- colute honesty, both in the purchase and sale of eggs by the distributor. He purchases in thirty dozen cases. He sells by count, in quantities al- ways easily verified by the retail cus- tome:. The most ignorant consumer can make a simple count, and even children may be sent out, as_ they often are in New York, to purchase eggs, without danger of being cheat- ed, as they might be, and in many cases, would be, if the eggs were sold by weight and had to be passed over the scales. If, then, the new system is more likely to lead to fraudulent practices Our Slogan, ‘Quality Tells” Grand Rapids Broom Company Grand Rapids, Michigan 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 WAMRIGN OZ as Ground Feeds None Better WYKES & Co. @RAND RAPIDS _ ae aah ca ner wage B G S Nite de be for the adoption o e system o A selling by weight? Since the ques- Second Hand tion of this ordinance has come up, I have made liberal enquiries of inter- For Beans, Potatoes Grain, Flour, Feed and Other Purposes DARA ANS . AK KK ann Le ROY BAKER Wm. Alden Smith Building Grand Rapids, Mich. Mail orders to W.F. McLAUGHLIN & CO, Chicago 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 OO., GRAND RAPIDS, MICH. OTTAWA AND LOUIS STREETS W. C. Rea REA & WITZIG J. A. Witzig. PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. ‘‘Buffalo Means Business’’ We want your shipments of poultry, both live and dressed. Heavy demand at high prices for choice fowls, chickens, ducks and turkeys, and we can get highest prices. Consignments of fresh eggs and dairy butter wanted at all times. REFERENCES -~— Marine National Bank, Commercial Agents, Papers and Hundreds of Shippers, Express Companies, Trade Established 1873 DURING HOSE = COMING WEEK AUGUST 22 to 27 Our customers are cordially invited to make our Store their headquarters if in the city. Moseley Brothers Jobbers Clover, Timothy, all kinds Grass Seeds, Beans, Potatoes, Fruit, Eggs Between South Division 2nd Ave. and Hilton St. St. and Grandville Ave. 3rd Ave. and Railroad. August 24, 1910 MICHIGAN TRADESMAN 13 ested parties to see if any demand ex- isted for the, adoption of the weigh- ing system. I have discussed it with shippers, jobbers, inspectors, retail- No one wants to No one ers and consumers. see eggs sold by weight. whom I have conversed with deems the new system desirable, practicable or even possible. I was reared upon a farm and among shippers of farm products. My life work has brought me to this greatest commercial center as a commission merchant in eggs, and I can truthfully say I have every- where found satisfaction with the sys- tem of handling eggs by the dozen and nowhere any advocacy of the system of handling by weight. I be- lieve—and I think this belief is shared by every egg merchant in New York the enforcement of this ordinance would lead to confusion, mistakes and dishonesty in the local distribution of eggs and discrimination against the New York market by every shipper in the land. George E. Cutler. —_2 +> —___ Curtailing To Keep Prices Up. The normal method of correcting a situation in which prices have risen until: demand is curtailed is to lower prices, not to curtail production. This is the necessary effect where the nor- mal force of competition is permitted to operate. A falling off in demand is a sure sign the prices are too high. From one cause or another they have been advanced until consumers as a whcle can no longer afford to pay them on the scale that has been pre- vailing, and are compelled to reduce their purchases. One of two things must follow. There must be a re- duction of prices, or a curtailment of supply. If ing the supply, no matter what the articles in question may be, are fairly competing in the market, prices will be gradually adjusted to a lower lev el until demand recovers. In the proc there will be some sacrifice of profits, in some cases there may be actual loss, due to the fact that costs have been pushed too high all along the line, but the readjustment is nec- essary and wholesome and the only means of restoring a normal condi- tion. But it has become common to at- tempt to force the other alternative, that of keeping up prices by curtail- ing production or sales until supply and demand become adjusted at the higher level by a reduction of supply instead of an increase of demand. This is not a curative or a salutary process for the. situation, but one that is calculated to protract and to aggravate it. It makes recovery from reaction or depression slow and pain- ful, until it is finally demonstrated that it can not be complete until pric- es yield and resistance has to give way with “breaks” and failures. The resistance to a normal decline in pric- es that have been pushed too high can only. be kept up by restraint up- on competition, which may be affect- ed by combination or agreement or by association and concert of action founded upon common understand- ing, common consent and a general policy among producers and traders. —Journal of Commerce. 4 th ose engaged in furnish- ess When Collections Are Slow and Bills Are Fast. Do you feel gloomy, melancholy, dejected? Do things look blue? Are collections slow and are bills piling up? Is your establishment stagnat- ing from a lack of energy. ginger, enthusiasm Then ginger up! Are you up against it in every sense of the term—eligible for mem- bership in the Down-and-Out-Club? Does it seem ag if the crack of doom is about to enter the city lines? Have von accepted failure as the inevitable end and do you now wait patiently, but fearfully, for the coming of the sheriff? Have you given up the bat- tle? If you haven’t then don’t! Don’t do it, anyhow! But ginger up! Send the office boy scampering after the ginger jar. Get it out of that corner where it has been hidden for over a decade, un- touched and covered with dust and cobwebs. Open it up and take some goodly portions of its contents. There now, you feel better. A smile lights wp your countenance. A determina- tion to fight has been inoculated in our system. You become enthusias- tic. It is contagious and your em- ployes are enthused, too. You rally; you fight. “I will” becomes your motto. “I can’t” is thrown into the waste basket, where it belongs. You win! You must win! It’s natural. Don’t worry! Accept the Hoosier philosopher’s homely but sensible ad- vice—“Don’t worry—just grin!” But hustle while you grin. ‘Worry doesn’t make things brighter, doesn’t make you happy, doesn’t increase your or- ders, doesn’t hurry collections nor re- duce expenses. anyhow? What good ts worry, Does it make you a better it success man? Does you confidence in the of your enterprise? Does it help you in any way, physical, mental or moral? Is it an asset? By the Great Continental Congress, no! It’s a liability—a vitality-sapping bug- give aboo—a_ worthless habit that ruins and destroys. Tt means mental anguish, physical emaciation and moral corruption. It crushes confi- dence, annihilates every hope and de- stroys business. Hard to fight worry? Bless your soul, yes. I worry, but I know it does no good. It makes things worse, and some day I hope to become its master. Are you about to give up the fight? Fighting in the last trench and down to your last round of ammunition, you say? ‘What have you bayonets for? Put them on your guns, enthuse, yell, whoop and then sortle. Win back all you have lost and more be- sides. “Confidence wins battles be- fore they are fought,” declared a wise epigrammatical writer. Enthusiasm does even more. It wins battles after they are lost. A sudden burst of enthusiasm has swept many a re- treating line back into the fight and to victory. The flag is down! Grasp it! {Wave it! And then watch the rally. You are done for? lieve it. Don’t you be- It’s wrong to believe _ so. You do yourself and God an injus- What you need to do is to gin- tice. ger up! Send the office boy hurrying after the ginger jar. Take some goodly portions of its hot contents and then pass it around. Enthuse! Ginger up! It pays. C. E. Wagner. ——- ~~» False Labeling. What’s the matter with the dried fruit people, when all the cases brought against this class of food seem to be based on the charge, “wn- fit for food?” The Department Agriculture alleged, in speaking of some evaporated apples recently ex- amined .that they “consisted in part of filthy, decomposed vegetable substance, to-wit, moldy and _ rotten portions of apples, worm excreta, seeds, cores and general apple waste product.” And the goods were la- beled “Choice Evaporated Apples.” iWhat excuse can there be for put- ting wp such stuff? Clearly these zoods never, at any stage of their career after leaving the tree, and perhaps not then, were entitled to be labeled “Choice.” No doubt they be- came moldy and more rotten after they left the packer, but they must have been pretty bad at the time of of a packing, too bad to deserve to. be called a “choice” article, which means, if we understand the term, better than ordinary quality. The packer who labels a markedly inferior article in a way to induce the consumer to purchase it as something| genuinely good shows neither hon-| esty nor good sense. The drift is all in the direction of lhonest labeling and when truthfulness in this respect becomes more general than it is to- day public confidence package foods will increase and consuming demand expand ‘correspondingly.— The Canner. —_— << - Oe Mislaid. The hen returned to her nest, only to find it empty. “Very funny,” she; “I can never find things where I lay them.” —_-—_»+-2—___ Economy is the road to wealth—but it is a poor road for automobiles. in said A. T. Pearson Produce Co. 14-16 Ottawa St., Grand Repids, Mich. The place to market your ~ Poultry, Butter, Eggs, Veal Hart Brand Canned G00ds : Packed by W. R. Roach & Co., Hart, Mich. Michigan People Want Michigan Products Post Toasties Anv time, anywhere, a delig htful food— ‘‘The Taste Lingers.”’ Postum Cereal Co., Ltd. Battie Creek, Mich. Receiver of Butter, Poultry and Veal. F E. STROUP 7N. lonia St. Grand Rapids, Mich. Eggs, Feed Specialties _We are the largest dealers in chicken, pigeon and ail other feeds. Get our prices WATSON & FROST CO. Granda Rapids, Mich. THE NEW FLAVOR MAPLEINE Better Than Maple The Crescent Mfg. Co., Seattle, Wash. Order from your jobber or The Louis Hilfer Co., Chicago, IIl. ‘Wholesalers of Butter, C. D. CRITTENDEN CO. 41-43 S. Market St. Grand Rapids, Mich. Eggs, Fruits and Specialties The Vinkemulder Company Jobbers and Shippers of Everything in FRUITS AND PRODUCE Grand Rapids, Mich. in New York EGG DISTRIBUTERS } We handle eggs almost exclusively, supplying best trade WE WANT large or small shipments on consignment, or will buy, your track. Write or wire. SECKEL & KIERNAN, NEW YORK and vicinity. ine MICHIGAN TRADESMAN August 24, 1910 Firmness. A certain indication that the cloth- ing market is gaining in firmness is the fact that fall orders are coming out on schedule time and shipments are increasing in volume. The apathy that existed among retail buyers in respect to the shipment of fall or- ders has changed into a demand which, while not strong, shows a healthier tone. The consensus of opinion of sev- eral large manufacturers interviewed is that the market is quiet at pres- ent. Most of these men are busy shipping orders for fall and say that they compare favorably with a year go. It seems to be the opinion that some firms expectel a tremendous in- crease over a year ago, and because it did not materialize set up a cry of business depression. In other words, these houses capitalized a big busi- ness increase in their minds, which was like so much watered stock, and when their expectations failed of ful- fillment they laid the blame to dull times. With the improving condi- tions a fair fall trade can be confi- dently predicted. Crop _ reports, which earlier in the season were somewhat depressing, have brighten- ed, so that, instead of spots of yel- low in fields of green, there are now patches of green in fields of ripening gold. It is too early yet to determine the | ultimate crop prospects, and as the clothing market, especially in the West, acts in harmony with the crop, the final result can only be conjec- tured. However, the views expressed on the subject are optimistic in their tone. Although there are many who claim that an inventory taken now would show less stock than at the same date in 1909, contemplating the country as a whole, it must be said that retail stocks are heavier than usual for this time of the year. This was contributed to in a measure by the fact that the manufacturers of- fered liberal inducements, and with the extreme late activity, which gave promise of good retail demand, mer- chants took liberally of the offer- ings expecting to dispose of them at a very low price, yet at a profit. They did to some extent, and are still doing so, but the excess of su)- ply over demand left unusually, al- though not dangerously, large stocks on hand, which retailers are trying to dispose of now. Fortunately, the holdings do not represent as great an outlay as they would at regular prices. Wholesalers are said to be more fortunate, in that they dispos- ed of their stocks, although at a re- duction. Along this line the opinion of one who is competent to gauge the situa- tion might be of interest. “Nobody wants to carry stocks now,” so he says. “The mill finds it has a stock, and it commences to hawk it around and try to pass it to the manufacturer of clothing. He in turn is tempted by the inducements offered and buys —too much, sometimes—whereupon he finds he has a stock that he must unload, which he tries to do upon the retailer—and sometimes does. Now this overproduction—or, some say, the under-consumption—reverts upon the retailer first, and through him reacts upon the manufacturer and the mills, not this season, but the next. That seems to be a problem that requires adjustment in the cloth- ing industry to-day.” The attention of manufacturers now is centered upon the spring lines, which are practically all open. Re- ports from buyers and quotations from the mills show some improve- ment, in that the opening prices on spring, 1911, fabrics are slightly low- er than they were for the same sea- son last year. The reduction aver- ages—taking all the lines together— slightly less than Io per cent. It has been estimated that a reduction of to per cent. would about meet the requirements of the manufacturer, but the opinion still prevails that it is insufficient to portend any lower prices to the retailer, in view of the stiff prices that prevail on trimmings. A manufacturer, in reference to this, said: “If the retailer has been led to believe that prices will be lower he is doomed to disappointment. It is best for him to be reconciled to the fact now, and thus avoid much look- ing at lines this fall to find one that is nearer to his preconeived ideas of lower prices.” This opinion seems to expess the sentiment of a_ large number of manufacturers, although many are reticent on the subject. Tt is too early to ascertain the rel- ative proportion of the worsteds and woolens that will be used in the spring lines, but by many the opinion is expressed that the woolen and cassimere effects still hold the board and assure us that they will be most used. : / Designers are turning their atten- tion to the spring styles, and while they seem to be of the opinion that there will be some tendency toward radical departures from the present models, they are uncommunicative and can not be induced to give free expression to their ideas on the sub- ject. Salesmen who sell to the jobbing trade have just started on their trips. Expressions from them on the sub- ject of the prospects are not over- enthusiastic. An effort on the part of the Iowa Retailers’ Association to promote a meeting in Chicago for the purpose of organizing a National Association of Retailers, on September 6, is meet- ing with much encouragement, many now in the markets signifying a will- ingness to attend the meeting, while others unable to attend assure the movement of their support. The introduction of American clothing in foreign countries is be- coming more and more a factor in the trade, and this promises in a measure, and possibly entirely, to make up for the reported slump in demand, which has been commented upon, and which has been attributed to causes that offer no relief for some time to come. A recent consu- lar report deals with the introduction of American-made clothing in Glas- gow, where it has been well received. —Apparel Gazette. ————_2->——_—_ Novel Undertaking By the Berlin Shopkeepers. Berlin’s Association of Shopkeepers has installed a technical school hav- ing for its purpose the training ot salesmen to the art of retailing goods over the counters of the German cap- ital. The installation of this novel school is taken as a mark of the su- periority of Germany in its thorough- ness of education in special lines. This school proposes not only to familiarize the student with materials in his. particular line, the manufacture, costs, the retail charges and profits, but better still proposes teaching salesman’s manners to people in all classes and moods and tempers. Deportment of the salesman will be considered from all sides. To know just when to be agreeable with the customer and to invite conversation without show of familiarity is one of the lines of work taken up. On the other hand, to choose the best way in which to mollify the angry or critical customer is to be considered. What is a graceful bow which the most pretentious will not consider as gratuitous? How much freedom will be relished by the customer who has no caste distinction? Otherwise, how will the student differentiate in favor of his selling powers to one and all? The whole idea has sprung from the observations of shopkeepers that a well trained, adaptable salesman, having knowledge of human nature, will sell more goods and leave a bet- ter impression of the business house in the mind of his customer than possibly. can be approached by the less qualified mixer who may sell a satisfactory bill of goods at the same} fixed price. A buyer remembers the house at which he received curt treatment, and he is likely to avoid the place. In the same way he re- members the shop where the obliging salesman produced just the pur- considering | c : | the manufacturing | | chases wanted, and he returns to the place almost automatically. | This is the object of the Berlin As- | sociation of Shopkeeeprs and that re- | sults are expected is shown in the fact that the Association will equip ithe school and pay for conducting it. '—Chicago Tribune. ——~+2. Tongue Can Distinguish Four Tastes. | Only four disiinct taste qualities /are discoverable by the human tongue, is the announcement of a |scientist, and ke goes on to show in | just what particular portion of that | organ these differentiations are pos- i sible. Sweets and salts, two of the taste qualities are chservable at the tip of the tengue, and he points out that in one’s determining whether the white crystals be salt or sweet the tip of the tongue wnconsciously is used. Sour and bitier flavors are the other strictly tongue tastes and can be de- termined only upon being carried back upon the tongue toward its root, when the sensations will be interpret- ed to the brair by the edges of that organ rv substances that remain dry can not be tasted, and many things remain tasteless to us—not because they are taste'ess but because they are not soivhle in water. Again, spices are differentiated through the correlative se1se of smell. Holding the nose and chewing a raw onion and a raw apple by turns, the gusta- tory nerves will show little or no difference in the flavor of the two. “Graduate” and “Viking System’’ Clothes for Young Men and “Viking” for Boys and Little Fellows. , Made in Chicago by BECKER, MAYER & CO. DEAL CLOTHING H. A. SEINSHEIMER & CO. CINCINNATI MANUFACTURERS OF BOYS’ CLOTHES HANG UP YOURCLOTHING No. 54 Combination Suit Hanger, Per 100, $800 \ With wire attachment tohold trousers Double, Polished Steel Tube Clothing Racks. Send for Catalogue No. 16 on “How to Hang Up Clothing.” The Taylor Mfg. Co., Princeton, Ind. August 24, 1910 MICHIGAN TRADESMAN 15 NATIVE ANIMALS. How Such a Collection Could Be Secured. An attractive feature in a large public park, like John Ball, is the zoo. The animals always interest the children, and there is reason to believe they catch the grown-ups as well. In fact, as many grown-ups as juveniles will be seen in the zoo sec- tion at John Ball, and this is true, also, of the zoos in other cities. The zoo in this city is fairly creditable for a small one, with a variety of wolves, a bear, coons, squirrels, badg- ers, gophers, monkeys, foxes, rabbits, deer, a camel and a variety of birds. This department however, is not properly conducted to produce the best results. It is under the man- agement of the Park and Cemetery Board and to see that the wolves re- ceive their regular rations is one of the many duties of the Park Super- intendent. The Board and the Su- perintendent do the best they can, but with so many other things to do the “zoo” is necessarily a good deal of a side issue and must take care of itself to a large degree. What the zoo needs is special attention by persons or an organization that will bring intelligent enthusiasm into its development. The Park Board, in- stead of trying to run the zoo, should invite the co-operation of cutsiders and as far as possible shift the responsibility for the birds and animals upon them. It ought not and >robably would not be difficult to organize an association within the influence of the Kent Scientific In- stitute, and if such an association |fierce nor dangerous, but if they could were properly encouraged it could |be collected they would be very in- do wonders for the park zoo and at |teresting. Even a collection of the a minimum of expense. There is no |common Michigan rodants and house- reason why the park should not have hold pests would be of value. An as- a collection of all the wild animals sociation properly organized and en- native to Michigan, most of the birds couraged could get together all these that are common to Michigan fields, things practically without cost to the forests or waters, all the snakes and city, and all that would be necessary amphibians and many of the Michi- | would be for the Park Board to pro- gan fish. With such men as Chas. |vide the location, the necessary B. Kelsey, T. Stewart White, Geo. buildings or cages and the attend- H. Davidson, John Waddell and ajance. As long as the zoo is managed score of others who could be nam- by the Park Board or the Council ed active in an auxiliary association it is certain to be treated as a side all these could be collected at prac-|issue, but with a special and zealous tically no cost to the city beyond |control it will become representative providing shelter and maintenance and valuable. forthem. On their fishing and hunt-| An aquarium could be installed at ing trips these men properly interest- John Ball Park without great expense ed would be on the constant look- and would certainly be an attractive out for specimens and it would not feature, but it is a question if the be long before we had porcupine, ot- wiser policy would not be to ask the ter, musk rat, lynx, martin, weasel, |State to establish an aquarium at the woodchuck and even the rare beaver Mill Creek hatchery. At the aquarium and more rare wolverine added to the ‘is an abundance of spring water, all collection. Through the efforts of |the land that is needed and most of the hunters also a fine collection of the help that is required. All that Michigan game birds could be gath-|the State would have to do would ered and many of these birds could be to erect a suitable building with be given the environments of Nature. |the necessary glass front tanks. Here The park now contains four varie- |could be shown all the fish that flour- ties of wild duck, a pair of wild ish in Michigan waters and this dis- geese and a crane, with wings pin-|play could easily be made of great ioned to prevent their flight, but |value as an advertisement for the there should be a long list of others |State. Mill Creek is somewhat off and there could be with outsiders to the line of popular travel, but the help. Large cages containing the |aquarium would put the hatchery on native birds would be interesting and the list of places to see and visit. instructive and all that is needed to and would become a municipal asset bring this about is co-operation with |with no expense to the city and very some association. The snakes, frogs little cost to the State. When the and turtles of Michigan are not Legislature meets againa good strong local movement should be started in behalf of the aquarium and there is every reason to believe such a movement would win. Too often the impression prevails that we must go far away for things. to interest our home people, that we should have lions and elephant and other big game to make the zoo worth while. As a matter of fact we could get up a mighty good show with the birds and animals near at hand if only we would go at it. How many of the rising generation or grown folks have seen a porcupine or an otter or even a musk rat? If we had these in the park zoo—if we had all the Michigan animals, birds and snakes—it is a question if the exhibit would not be fully as interesting and much more creditable than would be a few mangy lions and worn out ele- phants. Too often is there a neglect of the nearby and easily obtained things, and no where is this tendency more marked than in the city parks and zoos. Bride Still Washing. “And did you enjoy your honey- moon?” “Oth, yes, sah.”’ “Where did you go on your honey- moon, Sam?” “Ah went to de neighbors’ houses for de washin’, sah!” —»> 2. a A Near Neighbor. “Was your hlisband kind to you during your illness?” “Kind? Oh, indade, Mike was more loike a neighbor than a husband.” mum, Merchants Who have planned to do from ten to fifty per cent. more business this season than last, The trade comes—and buys——at the well appo the money you may put into it—can or will do for you w Is brilliant—yet soft and soothing—a comfort to eyes habitually strained under t Is in color a clear white, a closer approac We understand lighting. When you are in the market, get our figures on installati Phones: Citizens 4321; Don’t undervalue the part light plays in the securing of this additional business. It’s advertising that pays. So here is what we will guarantee to you: We will flood your store with light that— Is steady, nonflickering and uniform in intensity— Is dependable, absolutely, at all times, ‘in sunshine and in showers’ — For color matching or distinguishing is not excelled by sunlight itself— Is in diffusive and distributive quality umequaled— Is in operative cost a full third cheaper than any other safe method of lighting It has been our business for a half century. The advice of our expert, who is at your service, may be of value to you. GAS COMPANY Bell M. 637 inted and attractive store and no other one thing—regardless of hat plenty of good light does easily. he glare of dazzling lights— h to the natural daylight than any other of the artificial illuminants— on and operating costs before making your decision. Pearl and Ottawa Streets mY MICHIGAN TRADESMAN August 24, 1910 — — - ‘=/ =. 9 WOMAN —_— —_ — S WORLD Sk Os . SAT 3 _ ca. The Mission of the Baby as an Edu- cator. Written for the Tradesman. If a being of a different order from ourselves, say an inhabitant of some distant star, one we will sup- pose possessed of human _ intelli- gence but unacquainted with the re- lationship of exists with us—if such a being were set down he certainly would pronounce a baby the strang- est and most inexplicable paradox to be found on this strange and para- doxical earth. Our other-world visitor would ob- serve that, as regards things in gen- among us eral, we prize order, method and sys- | tem; that we keép a sharp lookout | in chance;” for what is known phrase “the main as that we all bow to wisdom and beat- | ty and strength. ment he would find us ourselves in abject subservience prostrating be- fore a little creature who, by a wave | of his tiny fist, can upset known order and method and tem; and who is so little concerned in advancing our material interests that he makes unreasonable and un- limited demands upon our time and our labor,and our money. Further, it are embodied in the baby, we bow to the very antipodes every Sys- person of wisdom, beauty and strength—to weakness and ugliness and lack of | wisdom, Our visitor could not fail to note that if we have one fetich greater than another, it is education, culture and refinement. To secure the prec- ious desideratum that is expressed by | these various terms we pour out our! At public ex- | treasure like water. pense, schools that but a short time ago would have been considered lux- urious in equipment are provided for, the children of rich and poor alike, cso that no child may fail of secur- ing what we regard as his birthright of training. Moreover, despite all this provision, it is not uncommon wealthy parents to send their sons and daughters to private institutions of learning in the hope of securing something in the line of culture a little better than the common arti- cle, a knowledge a trifle nearer to ultimate correctness, a higher degree of polish than the public can impart. If the or back saying “Don’t you” public school comes in place of “Doanchew” and “papah” and “mam- mah” instead of “pahpuh” and “mah- muh,” as formerly, and carries him- self or herself very erectly, and shows improvement in manners, and gives a few other visible and out- ward tokens of having minded his boy girl parent and child as it| terrestrial | and | Then to his amaze- | would be seen that if only they | of al for | lp’s and q’s during the time of at- itendance, the proud parents cheer- fully send on the large-sized checks ithat are required in payment and de- iclare that the advancement made at ‘Professor Thisorthat’s or Madame Thusandso’s school is something tru- ily wonderful. | However highly the patrons may ‘regard our systems of training, the ibest and most conscientious educa- ‘tors themselves continually are baf- ifled by the fact that education, even i'when in accordance with the most ‘approved methods yet discovered, is largely superficial—something pinned ion the outside, as it were, that if ithe springs of energy and achieve- iment are not to be found in the mind the child, the instructor, be he lnever so able or so skillful, can not germ of lof ‘supply them; that where the ability is lacking the teacher can not ‘plant it and make it grow; more- lover, it is difficult and often impossi- ible to change the tendencies of dis- iposition and temperament that later will develop into evil habits and bad icharacter. On the other hand, what is even more humiliating to peda- |gogic pride, in the case where some- ‘thing really “in fhe skull abides,’ i'where there is great natural capabili- ity of any kind,-it is bound to mani- fest itself and will develop with lit- itle or no help from professional | teachers. : So much for the best schools that ‘human wisdom has as yet been able ito devise. But our visitor would ineed to consider another kind of ischool that very widely prevails, that which is conducted by the baby. The baby’s school is ungraded. He places a college professor “stuffed with erudition as you'd stuff a leather cushion,” and a laborer who can neither read nor write on the same ‘footing. He can make either one irealize his utter ignorance and insuff- ciency in a fraction of a second and he instructs both by exactly the same methods. For our man-made schools we de- ‘mand that every teacher—even the youngest beginner of a schoolma’am 'who is given charge of the smallest group of children—shall have passed an examination and have given evi- dence of some degree of knowledge ‘and fitness. With the baby it is dif- ferent. Not only does he make no entrance requirements of those who ‘come under his tuition, but he does not consider it necessary to furnish ‘any guaranty of his own capability. |Without certificate, diploma, degree, cap, gown, building, book, map, iglobe, pen, pencil, ink or any other ‘apparatus whatever, this intrepid lit- tle educator sets up the greatest uni- versity on earth and proceeds to teach. There is no doctor or professor be- fore his name, nor any A. M. or B. A. or LL. D. after it. In the baby’s school there are no vacations and no graduating exercises, nor does he consider honorary titles any more necessary for his pupils than for himself. His course of instruction is long and thorough. Once we have entered his school, not until he has babies and even grandbabies of his own—indeed, not until our eyes are closed in their final slumber—does he ever cease to educate us. In the modern science of peda- gogy, methods have been gotten down very fine. There are ways of gaining and holding attention with- out compelling it arbitrarily. There are authorized methods of governing and instructing which the teacher is required to follow carefully. But the baby in his school never pays the slightest heed to approved methods. When he wants the attention of the learner he secures it without any profound study of ways and means. He sets up a yel! or gurgles a soft laugh, according to his mood. When he wishes to govern he just takes command, without thought as_ to whether his sway may or may not be acceptable to the governed. The baby is careless as to lan- guage. Speechless himself in the be- ginning, the soft dialect of a negro mammy is more pleasing to his ears than the queen’s English. He has no regard whatever for appearances; in fact, he seems rather to aim to take all the starch and style out of his scholars, for their shoulders stoop and their backs become bent with the burdens he lays upon them, while their hair whitens and their faces show deep lines of care and sorrow as the result of his training. According to standards we have set up a teacher must be a model of all the virtues and instruct by example as well as by precept. The baby nev- er gives a moment’s thought to his example. Sometimes, as he becomes nearly or quite grown up, and for long years after, by his very willful- ress and heartlessness, he trains and disciplines us. What does the baby teach? Ah! what doesn’t he teach? By his help- lessness he develops in us strength and courage, while forethought, pa- tience and wisdom speedily are add- ed to the curriculum of what we must learn on his account. While he does not neglect the mind, he concerns himself mainly with the heart, which he marvelous- ly chastens and purifies. He takes a young man or a young woman, hard, selfish and entirely unmindful of the good of others, and, as if by magic, works an astounding transformation, by which his pupil becomes gentle and generous and self-denying. There is nothing superficial about the education given by the baby. His earliest wail strikes to the roots of our being. While carried on in ways which defy all conventional rules, his discipline is most effica- cious. Our efforts to train him often fail miserably; his training of us fails never. Often it seems that the pa- rent in all his efforts to train his off- spring does harm rather than good; rare indeed it that the nature of the parent is not mollified and made better by the child. One of the sages tells us that there are innumerable influences at work for the regeneration of the hu- man heart. Among the chiefest of these must be reckoned the compell- ing power of this baldheaded little educator from ‘‘no man’s land.” The baby truly is a great sanctifier, ren- dering as does no other human agen- cy the soul upon whom he has his full and perfect work, fit for associa- tion with the spirits of just men made perfect. Quillo. is ees The life of love needs no label. who Ginger Ale Sometime, some- where someone may make a Ginger Ale equalto ‘‘WAYNO’”’, but sever anyone, any- where will make a better. Think it over and write us. Wayno Mi’g Co. Fort Wayne, Ind. See Time Cards The Manistee & North-Eastern Railroad Is now operating its New Line Between Manistee and Grayling Affording the Most Direct Route Between Eastern 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. August 24, 1910 MICHIGAN TRADESMAN 17 Politeness as Scarce as Hen’s Teeth. They say that things which are rare are expensive. Diamonds cost so much because they are so few, and all that. But there is at least one ex- ception to this rule. It is politeness in these United States. For it does not cost a cent and is as scarce as hen’s teeth. Just plain, ordinary, every day courtesy and civility is about the most pleasing thing a man or a wom- an can have to offer. It sweetens the air. It cheers the heart. It tastes good. And it will get more things done in a minute than a grouch will accomplish in an hour. And yet one who has to travel about much gets to expecting noth- ing but discourtesy and contemptu- ous indifference from the average employe. On a dining car on a train coming out of Spokane a faded, weary wom- an with towsled hair and sour face came to the door. Every seat at the tables was occupied. A man, seeing her standing there, arose and said, “I am about through, lady. You take my seat.” She plumped herself down without the slightest acknowledgment of his kindness, and turning to him said: “T want some ham and eggs and a cup 0’ coffee.” The man called the conductor and requested politely, “Would you be good enough to get this lady some ham and eggs and some coffee?” Then he bowed and went away. That was A. J. Earling, President of the Chicago, Milwaukee & St. Paul Railway. He is what you might truly call a gentleman. may I recently took a trip through Iowa, Nebraska and Illinois, and, just for curiosity, I made a note of the number of officials, clerks, and so on, with whom I came in contact, who put forth an effort to be agree- able. Altogether I did business with 103. persons, including conductors, brakemen, porters, ticket agents, ho- tel clerks, and the like. How many do you suppose were afflicted with any sort of manifest desire to promote my comfort? Just two. They were two Irish waitresses in the Union station restaurant at Peoria. All the 1est of the company were keeping up a successful grouch. I remember the ticket agent at Des Moines. He kept me waiting fully five minutes while he conversed with a girl he called “Sadie.” When she finally left I approached to get my ticket and was greeted with a gruff request to “be lively, please, what is it you want?” I am afraid I was not amiable my- self, for I answered: “I would like about three things, if you do not mind. First, I want a little ordinary civility. Second, I would like to wring your neck. And third, I wish a ticket to Chicago, which I have been waiting here quite a while to buy, with my money in my hand.” The average American employe who deals with the public is dis- tinctly disagreeable. Street car con- ductors snap you up. Bank clerks will not explain what you want to know. Telephone girls are snippy. Store clerks are indifferent. Waiters are careless and pay little attention to your needs—you never can find one after you have had your food placed before you, and if you need another fork you have to go and get it. The one exception is that of po- licemen. Personally I can say that I have never asked a policeman for information but that I was treated politely and the man seemed really anxious to help. I have not a grouch myself. I do not carry a chip on my shoulder. I am not belligerent nor over-inquisi- tive. With modesty I fall in line at the ticket window at the theater and with meekness I am lied to as to the best seats, and with gentleness of demeanor I take the seat I did not want. 3ut I submit here the opinion that what the United States employe who handles the public needs is to be sent Reno and receive a little treat- ment from Mr. Johnson. The trouble probably les in our democratic Anglo-Saxon blood, We are so anxious to think ourselves as good as anybody else that we be- come disagreeable in order to assert our independence. Ask the average Frenchman in Paris the way to the Rue Scribe and he will stop and per- haps walk a block with you to see that you do not get lost. Ask the average Chicagoan the way to the Art Institute and belike he will say, “Ask the policeman.” Perhaps he will be like the man who while standing in a brown study te on the curb in New York was ap- proached by a timid woman wao said, “I—lI ’ and want to go to Wanamaker’s.’ “All right,” was the answer. let this time, but don’t ever ask me again.” plucked his sleeve “eh you go you The excuse that is sometimes made that the public are so trying, ask so many useless questions, and all that, no excuse at all. Employes wno deal with the people are paid for. just such work. It is their business to an- to do it is their business and unsophisticated countrymen and fus- sy old gentlemen just what they wish to know. is swer silly questions and It to explain to confused women pleasantly, too. Politeness, as I remarked before, is dirt cheap. An agreeable face, a man- ifestation of interest, little bit of heart will hurt no one. human and a The New York street car conduct- ors probably take the first prize for incivility. In the first they seem to know nothing about where their car is going, and, in the second place, they won't tell. place, “Why don’t you report cases of in- civility?” asked a sleeping car com- pany official once. Well, incivility, while it is plainly to be felt, is a little hard to define. You do not like to write to the Su- perintendent that the porter could never be found when wanted, that the dining car waiter left your order un- til the last, and gave you only ten minutes to eat before getting off at Station, that the would not stop to answer your ques- your conductor tion as to whether you would proba- at Grand Rapids or not, that the man at the car steps kept turning his head away while you were putting a civil bly miss your connection ques- tion to him, that the ticket agent was tude, snappy and brusque, ail Yet these trifles pile up for several days they and such trivial things. when are heavy on the soul. I don't belong to anything. I have no Office. | of importance anybody except my family. There are many like And in the of this poor company who have to get am no to Hic. name out and hustle to get money for the rent, I do beseech the average em- a little Frank Crane. ploye to treat us with just courtesy. A Strong Face. On my wall hangs a Strauss por- trait of a good friend. His name matters little. It is the face of which ] desire to write. Visitors come in and say, “What a strong, manly face that ’ And I am glad because it is the face of a good friend. And why this strong and manly? I’ll tell you: Because the man 1s strong and manly. Here man great success in business and in life. He has known trouble. He has had temptation. He shouldered great debts. He has lived and work- with all kinds of men and wom- en. Yet through all he has kept faith with his best self. He that a man can be a mercially without losing manhood. He has that a man can succeed and do it while keeping before him high ideals. He has prov- 1s, is face Ss 4 who has achieved has ed demonstrated success com- shown business en that a man can be a man among men and retain his cleanliness and his spiritual power. This man inspires confidence. Folks trust him. He has a strong face, you know. And he has back of that face a personality that radiates health of body and health of He the clean life. He has it necessary to go the Mistakes he has made, of course, mind, has lived never found pace Sut in making mistakes he never responds to enchores. He thinks noble thoughts, eats nu- tritious food, exercises wisely, associ- ates with high-minded nen, works joyously every day, is a successful, good neighbor and husband, wins warm friends and holds them by do- ing things for them—and those are some of the reasons why stand before that Strauss exclaim, “What a ne has!” my friends portrait and strong, manly face The Trade can Trust any promise made in the name of SAPOLIO; and, therefore, there need be no hesitation about stocking HAND SAPOLIC It is boldly advertised, and will both sell and satisfy. HAND SAPOLIO is a special toilet soap—superior to any other in countless ways—delicate enough for the baby’s skin, and capable of removing any stain. Costs the dealer the same as regular SAPOLIO. but should be sold at 10 cents per cake. 18 —- MICHIGAN TRADESMAN August 24, 1910 THE BORN PLUGGER. He Is the Man Who Invariably Suc- ceeds. Written for the Tradesman. Success is a word to conjure with. We like the term. thing in it that thrills us. And we like to come in touch with the man who has mastered the secrets of It matters little what the nature of the thing may bey if the man who has applied himself there- There is some- success. achieved to has actually won out—conquered difficulties, opposition and crowned his efforts with — vic- tory—the world doffs its hat and cries, “Bravo! Long live the hero. We always knew it was in him! Didn't we tell you he'd do it?” As a matter of fact the last moth- e1’s son of us until the thing attempted was cessfully done; then we surrepti- piled into the boost wagon. thought we ways there;-but we did not venture beaten down was from Missouri Ssuc- ously Of course we were al in until the thing was an assured go and then we got in so hastily we quite forgot the incident. Yes; we are pers. If grows a born hero worship- scientific wizard delicious type of blue berries on a voluntary potato vine, we applaud the wizard; if some- body new and_ striking type of aeroplane and cavorts about through the blue sky, we shout aloud his praises. And the same thing some new and develops a applies to successful ventures in the merchandising line. When the young man first bought out the dingy little dry goods store and put in a crisp line of haberdashery, we were a tri- fe dubious—but we were too discreet to say anything out loud. But when we began to see that our young friend was a winner when we saw him going out after trade with new and fetching methods of campaign- ing: when we saw the best dressers of the city thronging that little shop; when we beheld the unprecedented expansion of his stock; the instlla- new fixtures; when we realized that he had his old stereo- tvped competitors beaten forty ways —then we began to hint around that we always knew he was going to do something like that. And we do not mean to prevari- cate. The truth is we are all so prodigiously enamored of this thing of suceess that we unconsciously like to get ourselves identified in some “way with the man or men who pos- sess the ability to give it some con- crete embodiment. It has been said that some are born to success, while others are doomed to failure. And there is about as much edification in a propo- sition like that as there is in the statement that some animals are born with four legs, while others are born with two. The sober truth is, as some one has put it, and failure, between getting business and not getting it, is not so much in the quality of the effort put forth as in the amount of the effort ex- pended. It has been said that the in- telligence of the lower animals dif- fers from the intelligence of man, not so much in kind as in degree. To tion of his men the difference between success ito a difference in kind. imerchant works | much as the exceptionally successful merchant works; only the latter works |harder and keeps at it longer. The | which it may be replied that accumu- lated degrees of intelligence amount The average and he works very average merchant—the you and I sort otf men—get discouraged; we ease up; go on the low gear betimes; we quit The extraordinary _ fel- phenomenal too soon. low—the world-beater—he never becomes dis- couraged. Failures do not phase him. You can not head him off. And he never quits working. He is always on the job. When others advise him to let go he persists in hanging on. It is persistence, ingrained determina- tion, this disposition to hang on until the crack of that rather than sheer brilliancy that wins out. Your excessively brilliant fellow is apt to shoot up like a skyrocket and afterwards drop like the spent shaft when the powder is burned out. But your born plugger—the fellow that can not be let loose; the type of a man that does not know how to beat a retreat—he’s the one that wins out. And then we call him successful. C. L. Garrison. —_—_-+ + The Fellow Who Keeps Everlast- ingly At It. Written for the Tradesman. D’you know I’m coming to have an increased regard for the plugger the plodder, the fellow eternaly on the job. success, the doom—it’s who | stays In college I had a room-mate nam- ed Bob Felder. And Bob was a wonder. He had one of those tar- bucket memories — the sort that things stock in forevermore. And he was brilliant. He was a_ veritable sapphire among mottled pebbles; and I used to feel sorry for myself and the rest of the fellows when Bob got to scintillating. Bob was our honey boy. We used to point with pride to our “Bob.” Some of us thought he would be a senator, with a string of big corpor- ations as a side line. A few of the boys thought he’d wind up as presi- dent of some university and astonish the scientific world with an original contribution to some recondite de- partment of learning every year or two. All of us opined that he would be rich and famous; and we looked forward to the time when we could say we used to go to school with Bob. Well, the last I heard of Bob is that he was driving a laundry wagon in Los Angeles or some town out West and making probably about seventeen bones a week. Bob, you see, was one of your skyrockety sort. He spluttered for a time, then, to use our college phrase, he fizzed. I heard a seasoned traveling man telling about a_ brilliant salesman who, in years agone, almost paralz- ed his competitors. He had a fetch- ing presence; and he was what you would call a clever fellow. sessed to a remarkable degree that indefinable knack of extracting an order from nearly every customer upon whom he called. He cut a wide swath in the business; and the boys He pos- who followed him with similar lines had to content themselves with glean- ing. He had, to be sure, a propor- tionately fat income. The traveling man who was telling me this story said that he, as a young, inexperienced salesman, had to fol- low this skyrockety trade-puller in various towns throughout his terri- tory. And he said the outlook was The brilliant fellow seemed to have no trouble in landing orders; and the man who was relat- ing this experience said he thought this phenomenal succes was due to some hypnotic influence. He was not certain (the inexperienced plodder) didn’t have any occult re- sources of this sort. His sales were consummated solely upon the basis of salesmanship. He had to people. He had to batter down diffi- culties as best he could. He had to master his selling points and pit his wits against those of the people he tried to sell; And it was hard work. Sometimes discouraging work. But the young salesman, who was a plod- der but not brilliant, kept everlast- ingly at it. discouraging. young, show By staying strictly on the job, repairing the breaks in his arm- or, offensive and defensive, from time to time, the young salesman became more and more expert. His sales be- gan to increase. By and by he found himself confideat, aggressive and not afraid to hold his own with any man. On the other hand, the brilliant salesman seemed to be losing ground. That hypnotic eye didn’t hypnotize as it onee did. And as a competitor in the plugger’s territory he seemed to cut less and less ice. By and by he dropped out completely. “This,” said the traveling man who told me this story, “has caused me to have doubts on the score of your brilliant, skyrockety sort. They do not hold out. I attribute my own success, such as it is, not to brillian- grave cy, but rather to perseverence. And, according to my diagnosis, any fel- low who is willing to hang on can make good. When I hear of a bril- liant chap cutting into my territory it does not make me toss about on a sleepless pillow.” Bud Bodkins. “MORGAN” Trade Mark Registered. Sweet Juice Hard Cider Boiled Cider and Vinegar See Grocery Price Current John C. Morgan Co. Traverse City, Mich. f The cash register, computing scenes and ’phone save your time. The housewife appreciates. time- savers too. Then tell her about MINUTE GELATINE (PLAIN) 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’Ill 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. exchanges in its system. GROWTH INCREASES INVESTMENT But added telephones mean at once increased income. CITIZENS TELEPHONE COMPANY Has enjoyed a net growth of more than 200 telephones in its Grand Rapids Exchange during the past two months, many, exchanges and long distance lines, so that it now has MORE THAN 10,460 TELEPHONES In its Grand Rapids Exchange alone, and about 25,000 telephones in other It has already paid FIFTY QUARTERLY DIVIDENDS And its stock is a good investment. INVESTIGATE IT anda great growth in others of its é ( = Paw S 'P SEALED BOXES! 2 Boxes-60in case (120'2*) 5S Boxes- C4 incase (120'°S) =e BEST SUGAR FOR TEA AND COFFEE! __J_ 40-2 4 ey at BY Oe 0 1 Be mene He od HA Ao wtoine A ae August 24, 1910 MICHIGAN TRADESMAN THE WINE OF WORK. It Is Developed by Co-operation and Good Will. Our influence upon help is some- times surprising. I have noticed this in driving over the farm at different times. Some men would even come from under the trees and fence cor- ners and go to work when they saw me coming, and I have seen men who had- started for the house in ad- vance of the noon hour go back to work, and that without a word from me on the subject. The question of influence upon help—in fact, our influence upon those we associate with—is very im- portant, but few of us realize the amount of influence we have upon those we work and associate with, and I am afraid that very often we Go not stop to think what our influ- ence will be. If we did it would make quite a change in our plans and work, as well as our conversation. Then, again, our influence upon help may be quite different from that we exert on our friends, neighbors and associates, as they see a differ- ent side of our lives from what the outside world knows of. If we are cross and ill-tempered with help why should we expect them to be pleasant and good natured with us? If we are overbearing and unreasonable in giving orders and in- structions as to our wants and re- qtirements we soon lose their confi- dence and esteem, consequently our influence with them. Our influence as managers and tmployers very often will depend on our ability to control and direct those under us and also to control and manage ourselves. Some persons have a gift for saying the right word in the proper place. They are al- ways pleasant and agreeable, no mat- ter what the circumstances are. They have a quieting word and way that will settle a disturbance and stop any discord and irritation that may come up. This quality-—or acquirement, if you please—-is always looked for in mana- gers and those who have charge of help. Their value and very often their salary depends upon this quali- fication, possibly more than = any other. . We have this same qualification in public life and politics, as well as in the business world. We say they are good “jolliers.” They say the right thing in the right way to bring har- mony out of discord, to keep’ the company, organization or party to- gether, and to keep them at work pulling together for the .common good. This quality is what makes strong companies, organizations and firms, and it is equally important that we have harmony and good will be- tween fathers and sons, mothers and daughters and employers and help on the farm. We must all have a common in- terest in the work and we_ should make our help feel that thev are a part of our work, and that it is their work. This will give them more in- terest in what they are doing, and if they have any good in them it will make them more valuable to both their employer and, consequently, to themselves. If we have help that take an in- terest in our work, are steady, relia- ble and industrious we can afford to pay them well and use them well, keep them employed, even if they are not making us money at certain sea- sons of the year. I find that it costs me considerable time and money to educate men in the requirements of my work, and I can not afford to lose them if they are doing even fairly well and show an interest in the work and a dis- position to learn. Some workmen have good ideas an‘l methods about doing work—very oft- en better than we have—and_thev will take more interest in the work if they are doing it their way. If there were more sympathy and co-operation between employer and employe, managers and workmen, farmer and help, many of our labor troubles would be settled before they commenced and thousands of dollars cf wasted money would be saved each year, to say nothing of blood- shed and strife, which we can not es- timate. The farmer and the farmer’s sons and daughters are beginning to un- derstand that their business is the mest important and independent on God’s green earth, and that farming is as profitable, if not more so, than any other reliable business for the money invested; that it requires brains and special education to be a successful farmer, as well as in other lines of business. Then the farm and the farmer and his family will be elevated to the place they should oc- cupy and they will be happy and con- tented with their work, willing and glad to stay on the farm. Henry Smith. —_—_~+++>-—___ Why Are We Right Handed? Ninety-six per cent. of humanity is right handed, according to Dr. John Huber, who has been studying the question of ambidexterity in the oth- er 4 per cent. In a general way the doctor ascribes the right handedness of man to the equalizing of the heart’s weight, its pulsations through the great arteries of the left side of the anatomy and the weight of the blood itself. In the lower animals, which have need of the use of the forepaws in hunting and_ feeding, n-thing suggesting the facilities of ene paw over another is seen. The cat seems equally expert in nabbing 2 mouse with either claw; the mon- key is ambidextrous and the idiot of arrested development is classed as 50 per cent. double handed. But Dr. Huber does not seem to touch upon right handedness as prob- ably coming from tribal war. We read to-day of the man “stabbed through the heart” and many of us take for granted that brutal intent to ‘murder is shown in the fact. Rather jit is the result to-day of right hand- ‘edness. The man drives the knife iwith his right hand at the victim fac- ing him. How could he avoid strik- ing home in the heart region? Aborigines with the right hand. Why, if not to reach the recognized most vital part of the human frame? To kill an enemy was the supreme necessity of aborig- inal man. Why not the war instinct prompting modern man_ to right handedness? ——_.-. > Even the most conservative of men does not mean all he says when he hits his thumb with the tack ham- mer.. al USE THE ONG DISTANCE: SERVICE MICHIGAN STATE TELEPHONE CO. Hot Graham Muffins A delicious morsel that confers an added charm to any meal. In them are combined the exquisite lightness and flavor demanded by the epicurean and the productive tissue building qualities so necessary to the worker. Wizard Graham Flour There is something delightfully re- freshing about Graham Muffins or Gems —light, brown and fiaky—just as pala- table as they look. If you have a long- ing for something different for break- fast, luncheon or dinner. try “Wizard” Graham Gems, Muffins, Puffs, Waffies or Biscuits. AT ALL GROCERS. Wizard Graham is Made by Grand Rapids Grain & Milling Co. L. Fred Peabody, Mer. Grand Rapids, Michigan protected the left side | with the shield and drove the spear Are You a 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 well. Ask us what we do in cases of this kind, and how we have won the approval and patron- age of hundreds of additional dealers recently. The more clearly you state your case, the more accurately we can outline our method of procedure. Write us today! VOIGT MILLING CO. GRAND RAPIDS, MICH. Hi ] eresota Flour Is a high grade Spring Wheat Patent | Made for and sold to those who want the best * JUDSON GROCER CO. Distributors GRAND RAPIDS, MICH. MICHIGAN TRADESMAN August 24, 1919 GOOD FELLOWSHIP. It Has Its Basis in the Unselfish Thought.* fellowship, according to “the spirit and disposi- Food Webster, tion betitting comrades.” is If this is its true meaning, we have a splendid illustration in the meeting this afternoon. The cordial welcome, the delightful surround- ings, the evident desire on the prt of these friends to give us the best that they have and the manifest joy that comes from the meeting togeth- er of those of long acquaintance and of common interest unite to make this an occasion of great pleas- ure and profit to all Im speaking of good fellowship this afternoon I shall not give to it the common and cheap meaning which is so often attached to it. I will try to speak of the fellow- that that good that resides springs from fellowship impulses ship is good; does good, in the that of fellowship that good the highest the character; heart; that comes from the nature. I have in mind the good and the and. the companionableness that comes from manners amiability zood character. Not only does it spring from good but it reflects on the char- only to gladden strengthen others, character, It inspire acter. not gives and but is blessed in the giving. This good fellowship finds its in- “No man liveth and spiration in the text, t¢ himself.” “We are members of one great body,” says Seneca, “planted by Na- ture in mutual love, and fitted for a social life. We must consider that we are born for the good of the whole Good fellowship has its basis in the unselfish thought that we are. to associate with others for mutual helpfulness. We believe with Isaac Walton that “Good and discourse are the We should purpose in all of others. We best that we have with us and to receive the best the others have for us. good sinews of virtue.” have high and holy our intercourse with should meet to give the company very a to those who meet Our association should be for a mutual exchange of the best things which we possess. If this is true it will be fortunate for us if we are permitted to be much with our. su- periors. We a conscience feel it to We the joys and pleasures of the try to add believe that matter that en re to be amiable as a of because we Wwe our associates ter into rest owe and our share be- cause we it will be for the common good. I refer to that purposeless life that follows the crowd and is easily led astray and readily contributes its share to the evil that surrounds it. It its worst and not its. best. It poisons and degrades and weak- ens both the individual and society. Yet, because it is laughing and hear- ty and generous, it is called good fel- very gives worst. He who has a deep moral purpose guide him in his intercourse with will shun this occasion presents itself. I would not have you feel that the good fellowship that I am speaking of a long-faced type. On the contrary, it has in it much of ioy and mirth. It has back of it the thought that our fellows are bur- a. his fellows whenever is sober, dened with care or overcome with sorrow or suffering with pain and that they need the brightness and cood cheer and encouragement that we are able to give. The good fellow laughs because he feels with Lamb that ‘a laugh worth a thousand groans in any ket.” Man was endowed with the power of laughter but, with else which God has ¢ are to consider it and use it accord- is marfr- and we are to use it, as everything iven we rust us, aS a Sacred ft ingly. “Oh, laughter,’ says Jer- rold, “thou man loving spirit, that for a time doth take the burden from the weary back; that doth lay salve to the weary feet, bruised and cut by flints and chards.” I think that we ought to preach on the mission of mirth. We preach on the mission of affliction and the phi- losophy of suffering, but we do not present to our people, as we should, glorious the mission of the light heart and the glad hand and the hearty laugh. Beecher gave expression to this truth when he wrote, “Blessed” be mirthfulness; it is God’s medicine--- one of the renovaters of the world. Every one ought to bathe in it. Grim care, moroseness, anxiety—all the rust of life—ought to be scour- ed off by the oil of mirth.” We can not laugh alone. We need mingle and enjoy the wit of others and give ours in return for the real good there is in it. We need to be constantly our guard. We must not sacrifice purity and self-respect for mirth. If we do, at once our fellowship becomes bad. As another has said, “Laughter costs too much which is purchased by the sacrifice of decency.” There is such a temptation to laugh at and then repeat the unclean joke to enter into the loud and coarse fun of the careless and impure. “T love,” with Isaac Walton, “such mirth as doth not make men asham- on or It is evident, then, that if we hold/eq to look upon one another next this thought in mind, we will refuse morning.” to be amiable at the expense of vir- For the best fellowship there tue. should be more than this. There “He who seeks to be amiable al-|chould be an intellectual and moral ways can at times be successful influence. orly at the expense of character’| °fach should, as far as the occasion (Simms). offers, contribute whatever he may This will shut out much that|have for the good of the rest. The passes for good fellowship, but which is in reality bad fellowship. strong should aim to help the weak. The larger hearts and minds should Rev. River W. F. Kendrick, Valley Horticultura *Address by fore Grand Society. be- pour out their riches for the benefit of those less fortunate. 1 All should bring their best and of- fer it for the common good. I find an illustration in the programme of the afternoon. The expert in apple culture has been giving out of his knowledge and experience that others might profit by it. The successful manager of men has spoken of the influence on help. The cultured and almost ideal neighbor has told us the secret of neighborliness and the successful man of business will teach what he has learned the value of organiza- tion. Each has something that the others have not that he can con- tribute and all are profited. This, then, is my thought as to good fellowship. It is fellowship that of is good for something. It is heart touching heart, soul going out to soul, life coming in contact with oth- er lives, character inspired by the in- fluence of other characters. And all for a great purpose, namely, to help and to receive help. This is why I prize so highly the fellowship of the church. It is, gen- erally speaking, a company of pure minded people, with common pur- poses and aims, who have partaken to some degree of the spirit of the Master, who gave his all for others. —_—_2 > ___ Too many who are sure God is on their side show no anxiety to be on his. a It is no use trying to be a grate- ful grumbler. —_+»+-.—___ Heavenly love is more than a love for heaven. G. J. Johnson Cigar Co. s.c. W. El Portana Evening Press Exemplar These Be Our Leaders H. LEONARD & SONS Wholesalers and Manufacturers’ Agents Crockery, Glassware, China Gasoline Stoves, Refrigerators Fancy Goods and Toys GRAND RAPIDS, MICHIGAN The Best Peacock Brand Leaf Lard and Special Mild Cured Hams and Bacon Cured by Cudahy Brothers Co. Milwaukee, Wis. Summer Candies We make a specialty of Goods That Will Stand Up In Hot Weather Also carry a full line of Package Goods for resort trade Agents for Lowney’s Chocolates PUTNAM FACTORY, National Candy Co. GRAND RAPIDS, MICH. Our ANSWER: plant to cover most of, advertising makes it easy to sell Who Pays for Neither the dealer nor his customers By the growth of our business through advertising we save enough in cost of salesmen, superintendence, rents, interest and use of our This if not all, LOWNEY’ 'S COCOA All LOWNEY’S products are superfine, pay a good profit and are easy to sell. Advertising? our advertising bills. August 24, 1910 ane NTN LT A ANNE MICHIGAN TRADESMAN 21 NEIGHBORLINESS. It Means More Than Continuity or Contact.* Clannishness and emphasis on trib- al relations have always been com- mon among barbarous and semi-civ- ilized races, but neighborliness is not a characteristic of savage peoples. “Am I my brother’s keeper?” was the angry response of the centuries to that ancient appeal of Jehovah to the human conscience regarding the responsibility of man for man, tn- til the coming into the life of the world of that Great Personality who always spoke of Himself significant- ly as “The Son of Man,” who taught a universal fatherhood, which in- volved a universal brotherhood, real- ized in His own life and introduced into the scheme of things on this planet what Drummond calls the “Struggle for the lives of others.” Out of this view of the relations of human beings to each other have grown delightful results in communi- ty life. “Every man’s house is his castle’ has ceased to be a true prov- erb except in some remote and un- civilized corners of the earth, and near neighbors give one a sense of being safe and protected. But neigh- borliness means more than mere con- tiguity, more than the contact of farms lying on either side of a line fence. Alas, for the line fence! How often has it been the innocent catse ot the destruction of the true neigh- borly spirit among those who would otherwise have been good neighbors. And that dear, old, almost obsolete word, neighborhood. What pictures it conjures up in the memory of sacred precinct which it characteriz- es, of the gatherings about the neigh- boring firesides during the long fall and winter evenings, where current events, science, art, literature, poli- tics and religion were freely discuss- ed along with apples, nuts and pop- corn and interspersed with the jokes and games of the children. Going in to “spend the evening” with a neigh- bor meant much in a social, moral and educational way to the people | who made up our village and farm- ing communities thirty or forty years ago, but the custom has be- come a thing of the past, along with the quiltings, the paring bees and huskings of our ancestors. Instead there are card parties, socials and formal suppers at which we talk lit- tle and less is said. The social life of our cities is in no sense dominat- ed by the accident of near resi- dence. It is not necessary to know our next door neighbor in order to find an outlet for sympathy, fulness and companionship. help- But in the outlying country districts condi- tions are vastly different. There, es- pecially when remote from the ad- vantages and disadvantages of city associations, the inhabitants find it necessary to inaugurate among themselves some kind of organic so- cial union, else the community lajses into semi-barbarism where each fam- ily looks after its own, disregarding the interests of every other, which is as degrading and dangerous a situa- tion as could possibly be imagined in *Paper read by Mrs. M. E. Campbell at August meeting Grand River Valley Horticultural Society. a modern state. interests center about the school, the lodge, the ladies’ club, the grange or the church and Sunday school, and happy is that neighbor- hood where the moral and religious influences are not neglected or ignor- ed, as in many rural communities, alas! they are, to the pitiful deterior- ation of the character of so many of the young people of these dis- tricts who are growing up as dis- tinctly heathen as if they were in the wilds of Africa and with a not much more hopeful outlook, for the modern missionary is in hot ptrsuit of the savage of the jungle and the city slum, while the savage of the American field and farm is not sup- posed to exist. Another element opposed to the spirit of true neighborliness is found in the influx of foreigners into our farming districts. The big farms are being cut up into small holdings, ten- anted by people of an alien race, an alien religion and with moral and social instincts that prevent entirely or make dangerous the association with them in home or school or oth- er community interest; and the foun- dations are being laid for an utter disruption of the social and educa- tional system that has been the life of our farming communities and has produced the stalwarts in the way of educational leaders, captains of in- dustry, authors and statesmen that have made our nation the world-pow- er that it is to-day. At this point let us emphasize the duty of the educated class—profes- sional men, business men, etc., who occasionally reside in the outlying rural districts around a great city to lend a hand in the development and uplife of the people of these dis- tricts. In proportion to the culture and opportunity, so measures the ob- ligation. The spirit of true neigh- borliness must sooner or later reckon with all these facts, and the reckon- ing can not come too soon for the safety and prosperity of the future of our country. This spirit must not lexnend itself altogether in schemes for the general well being to the neg- lect of the “small sweet courtesies” of life—the expression of sympathy in time of trouble, sickness or dis- aster in the families of our neigh- bors, the kind, approving and _ help- ful word spoken in season, the inter- change of civilities in matters of borrowing and lending; in brief, the exercise of that “Divine friendli- ness” which sees and uses the oppor- tunity for doing good to the souls and bodies of our fellowbeings al- ways and everywhere. A certain ancient and astute lawyer was made to see most forcibly that even our worst enemy may on occa- sion become our nearest neighbor, and if we are possessed of the real neighborly spirit we shall become alert to perceive and respond to its call. Am I my brother's keeper? it may be Had I a single word of comfort spoken It might have cheered some overburdened heart ‘Without it—broken. Am TI my brother’s keeper? It may be Had I but stopped one little hour to aid him That little hour had wrought his task, efore The toil dismayed him. These neighborhood My brother’s keeper; yet I passed him by Uncheered, unhelped unwarned of com- g danger, Ward eeeaed by sin, and hurt by cruel scorn To love a stranger. My brother's keeper; will the Ford for- give? For -— my useless hands were idle ng, He fell Panlects -d in the weary way, Worn, wounded, dying. —_—_—_~o + s—___ Signs of the Times Are Good. Many finger boards are pointing toward prosperity. As the Govern- ment crop reports are digested and other excellent crop investigations reveal promising conditions there is reason to expect a bountiful In the staple industries the people are well employed and the product is selling at good prices. In some directions there are evidences of a scarcity of labor. The foreign trade is increasing and we are at peace with the world. Under these circumstances there is no reasonable and pessimism. e depressing factor is the every harvest. excuse for foreboding The single dullness of securities. In all the financial markets the supply of bonds and stocks is greater than the de- mand. Extreme difficulty is expe- rienced in tracing the cause and ef- fect of this situation. The profes- sional idea is that investors afe spending their money on automobiles and luxuries, but there is evidence that hundreds of persons who form- erly exchanged their earnings and surplus profits for securities are now investing directly in land, real estate and in building operations. Whether customers of the bond markets have heen driven or led away does not af- fect the result. With agricultural and conditions sound and prosperous no one needs despair of the country. It may be that financial and commer- cial writers have been unduly influ- enced by the continued harping about depression, when there was no gen- eral depression except in the spec- ulative markets. The rich man’s panic and the period of recuperation which followed drove hundreds of specula- tors back to their own offices and fac- tories. It may be that the so-called busi- ness reaction is nothing more than a state of mind. What is needed just now is less introspection and pessi- mistic philosophy and more enter- prise and action. Stagnation in the security markets is bad enough, but industrial nothing will be gained by hypnotiz- ing ourselves into the foolish notion that the country is not headed to- ward prosperity—Commercial Jour- nal. —— ian Why is trade like Because both have to be courted, tf you want to get next. ——__2+>—__—_—_ a2 woman’s love? Never get into an angry argument with anybody, more especially a wom- an. i OPPORTUNITY OF A LIFETIME We offer for sale a choice and well- selected general stock inventorying about $4,000, doing a business exceeding $40,000 per year. Owner also owns half interest and operates telephone ex- change of 60 farmer subscribers. Post- office. Warehouse on track and estab- lished produce business. Will rent or sell store building and residence prop- erty. Business long established and al- ways profitable. Location in center of richest potato district in Michigan. Ad- dress No. 413 care Michigan Tradesman. The BEST Sellers BAKER'S COCOA and CHOCOLATE Grocers selling the genuine goods do not have to explain, apolo- gize or take back 52 reixeet, Highest Awards Walter Baker & Co, tu. Established 1780 DORCHESTER, MASS. 50 Years the People’s) Sawyer’ CRYSTAL somos Blue. For the Laundry. DOUBLE | STRENGTH. Sold in Sifting Top Boxes. Choice. ie ie BM BLUE ba’ a) a Sawyer’s Crys- tal Blue gives a beautiful tint and | 4 restores the color linen, | d F SAFET oo |¢ eh) Se worn and faded. mah : It goes twice as far as other Blues. Sawyer Crystal Blue Co. 88 Broad Street, BOSTON - -MASS. FOOTE & JENKS’ Terpeneless COLEIIAN’S Lemon and Vanilla Write for our ‘‘Promotion 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 ORLEANS " ° ! 22 MICHIGAN TRADEBMAN August 24, 1910 CLEAR-CUT SALESMANSHIP. creates satisfied customers. If your publicity methods are not followed The Importance of Looking into the iup by that sort of salesmanship it is Future. Written for the Tradesman. There are various ways of consum- mating a sale just as it is claimed there are divers methods of chok- ing a dog to death on butter. Not having choked any canines to death in this manner, I am not prepared to speak out of my own experience; but I can vouch for the truthfulness for the other proposition. I like a clean, clear-cut, thorough- piece of salesmanship. Don’t you? Hasty, ill advised, separate- ‘em-from-the-coin-quick salesmanship | doesn’t look good to me. If I’m just | a disinterested bystander I’m_ not favorably impressed with the trans- action: and I feel like ing the boss the “high can sit up and take notice; but if I'm the customer who is being rush- ed through in this way I get warm under the collar. Of course the nature of the article which is being sold has much to do with the cheap, simple fly-killer, a 25 cent package of pins or a can of baked beans, the selling process does not require to be either elaborate or lengthy; but suppose your party is buying a pair of portieres, a 9x12 rug for the parlor, a library table, a chiffonier or a suite—then I contend he is entitled to a careful, conscientious, thoroughgoing line of salesmanship. Storekeepers and clerks need to be reminded from time to time of the importance of looking to the fu- ture. You are not content to make one profit off of a single customer. Advertise, if you will, just as if you didn’t have a single customer so far; but when it comes to waiting on peo- ple who are in your store, treat them as if you never expected to enlarge your present clientele; that is, bind them to you with hooks of confi- dence and friendship. Make them feel that their interest is your inter- est; that you are perfectly willing to show them everything in the store from stock room to the basement an- nex—provided always you can be of service in ferreting out the one thing adapted to their peculiar needs at the time. Do not go at them as if you were just hurting to get on caressing terms with their coin and then turn them out to make room for another victim. Now I’m putting it perhaps a trifle strong; but some- times the impression made upon cus- tomers in certain shops that I know going secretly giv- sign” so he unceremonious selling process. If it is a commodity wash tie or 3 —a 5 cent » bedroom of is positively analogous to that. And it queers the storekeeper’s game. And it ought to queer his game. Advertising, window trimming, store lighting, up-to-date storé furni- ture and fixtures, prompt delivery, and all that sort of thing, are good enough in their way. One may even go so far as to say they are absolute- ly essential to successful mercandis- ing. But they do not exhaust the lis‘ of imperatives. It is quite as itmpor- tant that you master the secret of cinching your trade (if I may so put it) by the sort of salesmanship that as insubstantial as hot air in August Advertis- will bring them —and quite as worthless. ing, if rightly done, n; but it takes salesmanship to hold them after you get them. “But I can not spend half a day waiting on a single customer,’ some- body protests. Who said you ought to do that? What I mean by clear- cut, thorough-going salesmanship is not necessarily salesmanship of a prolonged, meandering, never-ending type. With that sort of salesman- ship I have no patience. That is not what I mean. I mean salesmanship that consumes just enough time to be thorough—and no more. Sales- manship that discovers the thing needed—and then sells it. Salesman- ship that is courteous, dignified, con- scientious clean. D’you get my point? In order to be sure, let me illustrate: Mr. A. comes in for a library table. He doesn’t know what he wants. He knows nothing of Pe- riod furniture—and couldn’t tell a Colonial table from a Flemish pat- tern. And he knows nothing about finishes. Ask him whether he wants a quartered sawed oak table or a plain, figured or veneered mahogany table and he wouldn’t be able to give you an intelligent answer. Now, what are you going to sell him? The prop- Osition is strictly up to you. “Give me something nice,” he says, “some- thing for about $20, $25 or $30.” How would your real salesman proceed in such a case? Well, he ought to ask about the size of the room, how it is lighted—whether it north light (and therefore a strong light), or whether it is a more sheltered (and therefore less strongly lighted); he ought to find out what sort of a carpet or rug the room has; what other styles of furniture are represented in the room; the prevail- ing color scheme of the room and every other detail about the room and its furnishings. Of what style, especially, is the bookcase and desk Gf there is a desk in the room). If the bookcase is, let us say, quarter sawed oak in Early English finish, the library table should correspond. If the room is small or medium siz- ed—and the space limitations rather severe—then don’t sell him a big, un- wieldy Colonial table. Select some- thing, in other words, that will har- monize with other pieces in the li- brary. Now you can not do_ that without asking questions and you can not ask questions intelligently if you are rushing the sale in order to get another item to your credit on the day’s record. is 2 I-know of one large furniture store where they make it a rule to take customers through the entire store— that is, customers who are visiting the store for the first time, and who are willing to consume the time nec- essary to a trip through the store. And it is surpising to know how many shoppers have time to visit every department in the store. It is such a novel and delightful experi- ence they enjoy it. The clerk says something like this: “Madam, is this your first visit to our store? * * * Well, then, if you have the time and care to I shall be delighted to take you through our store. We are proud of our establishment and are anxious for the people to see what a com- plete line of furniture we carry.” In ninety-five cases out of a hundred madam is perfectly delighted to go on a tour of inspection through the store. And as they go the adroit clerk keeps up a running fire of com- ment on the various lines. He talks Period furniture, calls attention to the ample assortment of rugs, to the many patterns of linoleums, to the odds and ends in the way of rockers, chairs, tabourettes, etc.—al- ways something new and different, always something interesting. He talks about woods and their adapta- bilities, about various styles, finishes, methods of upholstery, etc. All the while he is imparting information and storing mylady’s mind with a host of impressions which she will call up later. Here is a delightful little odd chair that will fit in most any hall no matter what its furnish- ings. Here is a foxy little writing desk. Here is a rocker that fair- ly superinduces pleasant day-dreams and will prove a joy forever. Our clerk is foxy. He knows how to resusci- tate latent needs and metamorphose them into active wants. And right now—although the casual observer may fancy he’s squandering the firm’s time—he is doing a fine stunt in sales- manship. By and by it will fructify. When the lady finally makes her se- lection she will go out with a pro- found regard for the store that takes time to be kind and courteous and thoroughgoing. And she will come back again. That’s the way to cinch the future sale. And that, after all, is the thing that counts most in these days of fierce competition. Eli Elkins. ——_»-.—___ Variety of Weather. Ethel—It states in the first chap- ter of this novel that the hero hailed kis sweetheart. Loraine—The idea! Ethel—And the next minute he be- gan to rain kisses. . Loraine—Well! Well! end the storm? Ethel—No; the next minute her fa- ther came out and then there were heavy squalls. That novel must have been written by the weather man. Costs Little—saves You juch Protect your business against worthless accounts by using COMMERCIAL CREDIT CO., LTD., Reports MICHIGAN OFFICES: Murray Building, Grand Rapids; Maiestic Building, Detroit; Mason Block, Muskegon. And did that Weare manufacturers of Trimmed and Untrimmed Hats For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Division St. Grand Rapids, Mich. our stock contains bers. $11.00 per dozen. this item. Boys’ Knee Pants In this line we offer some special values while they last as follows: Ages 4 to 13 (@ Ages 8 to 16 @ Ages 4 to 13 @ Ages 8 to 16 (@) Knickerbockers This style is in good demand and They are all well made, cut, perfect fitting garments. range at $4.50, $6.50, $7.50, $8.50 and Look us over when in need of $2.35 per dozen 2.50 per dozen 4.50 per dozen 4.75 per dozen several fine num- full Prices Grand Rapids Dry Goods Co. Exclusively Wholesale Grand Rapids, Michigan August 24, 1910 MICHIGAN TRADESMAN Do the One-Cent Circular Letters Pay? How many one-cent circular let- ters did you throw in the waste pa- per basket this morning? There are not very many business days when I do not have cause to wonder how many thousands of dollars are wast- ed every week on -circular letters, poor follow-ups and form letters, by reason of inferior and _ indistinct printing and the utter failure of the “Glled in” salutation to match the body of the letter. It seems to me that the waste in this manner is particularly great in the matter which is mailed under one cent postage. What one of you but has anywhere from ten to fifty cheap circular letters coming across your desk every day, not one of which you are really inclined to read? Who has not found a dozen or more wretchedly printed imitation type- written letters in the day’s mail, which are either “chucked,” unopen- ed by the person who opens the reg- ular mail or by the one on whose desk they are laid for undeserved at- tention? Ts_ this waste money either sensible or necessary? I, for one, do not think so, Assum- ing (as one must) that it is impossi- ble to send a personally dictated let- ter to every individual on a big mail- ing list, I consider it preferable to get up something really good in the way of printed matter, letting quality and wider intervals between mailings take the place of frequent and com- paratively worthless circular letters. My own plan has been that where a personal letter can not be sent the imitation typewritten letter can be omitted altogether. Because I be- lieve, and have satisfied myself, that a piece of printed matter can be made so good that the person who receives it will not throw it aside unread. enormous of good There are several other -reasons why I believe that printed matter in the form of folders, booklets, and the like, when properly gotten up, 1s greatly superior to most “filled in” imitation typewritten letters, as busi- ness getters. Whatever else may be said for the imitation typewritten let- ter, its appearance must, of necessity, be very much like every other simi- lar letter. At the outset, therefore, it is robbed of some claims to distinc- tion among other mail matter, to which the excellence of its text may really entitle it. A folder, booklet or bit of printed matter, on the oth- er hand, permits of genuine distinc- tion either in stock, arrange- ment or shape, or all of these in com- bination. And, again, the opportu- nity for telling one’s story in detail is much greater with a folder or cir- cular than in the limited space which custom has decreed shall constitute a business letter of average length. The only trouble with ninety-nine out of every hundred “matched-in” letters that come in the average run of mail is that they do not match. And I have long had a suspicion that most one-cent letters are accepted at their face value by those who receive them, and passed right along to the big wicker basket under the desk, where most of them belong. Oh, well, color, you say, it is probably only beginners in the solicitation of business by let- ter who use cheap, poorly gotten up one-cent messages. But is it? If you do not know the financial standing of the next twenty firms who load you up with a pocketful of letters you will never read, just look them up in Dun’s or Bradstreet’s, for an experi- ment. See if their ratings are not, in most cases, an assurance that they could just as well send out stuff that was worth carting to the post- office. It is true that high class folders, booklets, and the like, are more ex- pensive than these alleged letters, but, if the story is worth telling, it it not worth telling right? Trite ob- servation, to be sure, but watch to- morrow’s mail for the concerns, well- to-do in their line, who fill up your mail box with one-cent circular let- ters. Maybe we ought to read them; maybe we should scrutinize the flim sy enclosures; maybe we are missing bargains, losing money and_ passing up propositions that are positively the best ever. But who will blame us? I question if any but a small per- centage of the letters mailed under one cent stamp ever reach those for whom they are intended, to say noth- ing of their being opened and read. What I should like to know is wheth- er or not the use of large quantities of one-cent imitation typewritten let- ters, hopelessly “matched in” on the typewriter (or not filled in at all). really pays. And if these apologies for correspondence can awaken inter- est and bring in business, what, oh, what, may we expect from really high class printed matter? Is it not rea- sonable to suppose that the average business man will either read, or lay aside for future reading, a high grade, attractive bit of printed matter— something that is really good? On the other hand, can we reasonably expect the same man to read, and file, a “filled in” form letter, if it ever reaches him at all? What is there about a one-cent, unsealed let- ter to recommend it to a business man, anyway? I ask this question se- riously and for information. I am not in the printing business, neither do I own any stock in any printing or engraving enterprise, hence my evident. preference for good printed matter, as against what I am pleased to call “alleged letters,” is wholly unbiased by selfish interests. If any merchant has found that the mailing of large quantities of circular letters, under one cent postage, por- ly matched or not matched at all, has paid, I should like to know about it and [ believe there are many others who will welcome the information. This sort of stuff is coming across our desks every day in abundance and possibly some of us underrate it. In the absence of better informa- tion, however, I make a plea for the elimination of the business-seeking letter with a one-cent stamp on it; also all those mailed for two cents which are not properly produced, as to matching, printing and other par- ticulars. It is comparatively easy to figure up the first cost of any num- ber of thousands of these letters, but what a good many of us would like to know is the last cost of them. How much good do they do? Is the cheap looking, poorly matched form letter with its sometimes flimsy en- closures (which we receive daily) a wholly needless waste of good money or is it a blessing, whose disguise some of us have not yet been able to penetrate? Walter B. Pantall. —_——_+-.—___ Tendency of Modern Retailing. Modern methods of distributing merchandise to the masses appear to be threatening the small retail deal- er. Urban department stores, the great mail order houses and_ the chains of syndicate cigar and drug stores are evidences of the trend of events. There is than the mere concentration of retailing. It is largely a question of economics. The great staples that go into universal more involved consumption are produced in large factories at a minimum of expense. Manufacturers’ profits are notorious: ly small per piece, per pair, or per yard, but made hy reason of the great volume of out- put. On the other hand, retail prof- its are inordinate by comparison. It is not that the retail mercWant makes much money. It is the extreme ex- pense of retail that makes the new order of things pos- sible. dividends are large merchandising Much sympathy is expressed for the storekeeper who, although com- pelled to add a heavy percentage to .the selling price over the cost of his goods, is still unable to realize more than a bare living. The department store, because of the huge volume of merchandise dispensed, is making large gains without charging more to the ultimate consumer. There are writers who deplore the concentrating tendency in the retail distribution of goods, but thus far they have not suggested a satisfac- tory solution of the question. The appeals on behalf of the retailer are mainly sentimental. Unfortunately, the average purchaser is influenced only by selfish considerations. He is certain in the long run to buy where he can get what he considers the most and best for his money. Many manufacturers are concerned as to the future of the retailer. The elimination of the small dealer would leave the producer of goods at the mercy of a limited number of large buyers, whereas to-day he sells to a large number of smaller merchants. Just what the outcome will be no one can predict, but in almost every industry the developments are being interest Commercial watched with Journal. —__++ 2 — Different Species. The crusty old farmer stopped his horse and gazed at the overturned touring car. “T reckon you got an elerphant on your hands now, hey?” he cackled. “Not on your natural history, you yap!” warmly retorted the motorist. “that car merely turned turtle.” made dozen Wholesale Dry Goods Leader in Aprons Out No. B. 1 Form-Fitting Apron fills the demand for a perfect fitting, stylish appearing apron that fully protects the garment underneath. Is white ground with neat designs of black, also plain white, edged with white rick rack This is the best apron value ever offered at the price. sell at 59 cents it is unexcelled. Order a trial dozen today. ost es P. Steketee & Sons Here is a from best quality percale, braid. Price per $4.50. Terms 2% 10 days. As a leader to Grand Rapids, Mich. Se REN RSS aa OPN te 24 MICHIGAN TRADESMAN August 24, 1910 THE BUYING END. Most Important Feature of the Re- tail Business. Many extravagant statements have been made regarding the importance of careful buying. It has been said that more meney is to be made in the buying end than in the selling end of a retail business. It has been snid that “Well bought is half sold.” Whatever has been said is in a large measure true, not literally true perhaps, but approximately true. Good buying shortens very appre- ciably the soad to success. One of the first and most import- ant things to be considered in buying is whether you need the goods or not. It is easier to over-buy, easier to keep the stock up than it is to keep it down. No matter how closely the goods are bought or how carefully they are selected, if they are not reeded, they are adding to the ‘ex- pense of store maintenance and help- ing to produce an accumulation of what is sure to be dead stock. Modern merchandising methods recognize the importance, the abso- lute necessity of keeping the stock down to the lowest possible invest- ment and turning it many times per annum as it can be turned. The man who attempts to keep his dimensions by the euess method is all wrong, no mat- ter how small a store he runs. If your stock consists of but one single item, carried in but one sin- ele size, you need a system for keep- overt as stock to suitable ing track of how much stock you have in order that you may know when it is reorder to jrevent getting Out. The best method of keeping stock is by means of a stock book or card system. The card index better than the book because it is derpetual and as different lines are thrown out the cards may be thrown cut, while in a book the dead lines are still thee in the way. A loose leaf book might answer as well as the card system. The card index should perhaps best be kept by the cash register, the cash- iet’s desk, or at whatever point each salesman with each purchase, ard he ought to take time unless with rare rush exceptions to riake his cara entry at the time of the sale, otherwise it is very likely to be forgotten. The time to make any kind of a memorandum is NOW. In this card index the stock may be listed by its location in the store By dividing the necessary to system is needs to come ot by its character. stock {nto its each division need not be large, and proper sub-divisions, the individual item can be found, with a little experience, in an instant. The card should show the stock in hand at a certain time of inventory, and it should show the amount of pew stock received whenever any is added. It should show stock sold. Tnasmuch as it is often impractical to make notes on a card or in a stock book of each individual sale. the sub- tractions of stock may be made, if preferred, in the form of entries of each time that a new original pack- age is opened, or a new box or case brought out of the reserve stock. This will show then at a_ glance the amount of reserve stock on hand, while the shelf stock is always known to be limited. A variation of this is the plan of separate stock book or small card index for each section of the stock or cach set of shelves, each individaul sale being entered in this when made. This plan is especially adapted to forms of stock that amount to but limited supplies, all of which is kept right on the shelf, from which sales are made. Keeping a A simpler plan, and one that is roore universally followed, is the want book. The writer has person- ally followed the want book plan in a miscellaneous business amounting to some $12,0c0, with three salesmen, end found no difficulty in keeping stock up, though this plan necessi- tates the manager’s following every line of goods closely and personally inspecting stock frequently, with reg- vlar searches for short lines that may liave been overlooked in sales mak- ing, individual merchants have devised plans better adapted to their particular stores than anyone else can recommend to them, but in all the application of a certain genera! rrinciple should be recognized. The stock plan must show how much of the goods is on hand and how fast they have sold recently, in order to te an accurate guide to rebuying. A well kept stock book or other system makes the inventory a simple matter, and if sufficient detail is fol- lowed, it wit be possible to tell at any time what the state of the entire stock is and what the profits of the business are amounting to weekly. While I urge constantly the desir- ability of keeping the stock down I do not want to over-emphasize this point because it is self-evident that if we do not have the goods we can not sell them, and the stock must be kept up, not only as to variety but in some degree also as to quantity. You must be able to supply the de- imand by having the article in ques- tion and uniess you carry a proper sized stock in all lines there will be many opportunities lost for making quantity The buyer should keep posted on the lines that are likely to seli on Occasion in large afford to send customers away for lack of the goods. This means loss of the profit on the sale and possible loss of the customer. Almost as Many sales. » quantities. No store ca important as when to buy is what to buy. Perhaps it is more important. Buy goods tor which you have a demand. Don't be cajoled, inveigled or bahboozled into buying goods for which there is no demand, which are “going to sell big.” Stand pat on the new goods propo- sitions and if a manufacturer wants vou to stock a new line for which the sale is yet to be made, let him carry the stock. If he has faith in his goods he ought to be willing to carry the stock for you until the de- mand that he promses really opens. If he has not faith in his goods and goods does not care to do this, them it is reasonable that you should doubt him. Of course, there are cases where a manufacturer of known repute pro- duces a new brand or new line and tells you thai he is going to make it sell and explains the campaign he is. going to follow. You are usually safe in buying such a line because the seller will allow you to exchange the new goods for the older and al- ready selling lines he makes if the new fails to niove with you. At all events bear in mind that the man with a new line of goods to be introduced should make very able terms. He is the one who should take the chances, not the dealer. You want to take on any new ime that will sell, but you already have enough of the sort that do not sell, favor- The dealer who is to bea -uyer should never hesitate buying in small quantities. If you cain not buy in the quantities that your business requires, there is some- thing wrong with the vhom you buy. good about house from Two important objects are accom- plished by buying in small quantities as wanted. One is that the goods are always new and fresh. The other is that you keep far less money tied up in stock. You turn your. stock oftener and make omre money. Of course, the quantity discount is attractive and there are many cases in which it is really worth taking. Aliso freights must be considered. But when all advantages of quantity buy- ing are cons:dered it will be found that many times it pays better to buy what you need as you need it. It frequently occurs that some traveling man will come along with 2 proposition that you take “the quantity” of certain goods and you will be given as much free goods and so much advertising matter and so much window display. There are times when this proposi- tion calls tor your acceptance and there are many times when it calls for rejection. [It is a large part of the secret of good buying to be able to know what to buy in this way and what to buy “as wanted.” Each individual proposition should be figured out. A careful estimate ought to be made of the net results cf the “quantity” proposition as against the other way. And listen to the voice of good judgment rather than to the voice of the salesman whose interests are largely in making large sales. In this connection it is well to con- sider whether it does not pay to do 2 good deal of buying by mail. In staple goods, which the dealer knows well and knows how to order intelligently —and what line does this not cover?—there is much advantage in ordering by mail. In ordering habitually this way there is no waiting until a salesman arrives. One orders when he needs the goods. Further, he orders what coods he needs and there is no one standing at his elbow urging him to buy more voi this or to make this quarter dozen into a half dozen or to make this a case instead of a half case, Of course, I know that it is to the salesman’s eventual advantage to sell a man only what he needs in order not to load him up and prejudice him against the house. It is perhaps more to the advantage of the house than to that of the salesman, for it must be remembered that the salesman wants to hold his job. He wants to make a good showing, or he wants to in- crease his commission, and to him, as to ourselves, a bird in the hand is worth two in the bush, so with all the good intentions in the world he is sure to sell you more goods than you would ever buy if you were writ- ing the order in the presence of no ene but your cwn good judgment. You sit down and cheerfully write a quarter Or sometimes a twelfth of a dozen very cheerfully when you would not have the courage to men- tion so small a to the drummer. lot of some zoods And more than this, if you are a busy man, and there is no reason why you shoaid not be so, your time is worth moncy. There is something you can always be doing to occupy your time to your greater profit or to our greater enjoyment than in sparring with a traveling man who is trying to get «nder your belt some extra proposition. You can sit down and write an or- Ger in time that suits your own con- veniences, not that suits the con- venience of some one with a train to make. You choose your own time, time which you could not be using to better advantage, and you write the order and post it in just about half the time it would take to get down to business with a drummer. Now, I have nothing against travel- ing salesmen. I like them and I find them full of good ideas—some_ of them. Others I find are mere peri- patetic slot machines or phonograph records, and you find them less jn- formed upon your goods yourself are. No traveling man who behaves in a gentlemanly way should be treated with anything but courtesy. He is in the business of selling goods just as you are. You owe it to yourself and to him and to your business to treat him pleasantiy. But you do not owe ii to him to spend any more time with him than you wish to spend. Neither has he any right to feel of- tended if you say that you are busy and ask to be excused. Some sales- nien act as if they had been grossly insulted if a dealer declines to give them time to show him their line- assuming that they know better than he whether he is in the market for any of their kind of goods or not. The traveling man who gets “sore” because he is not given a chance to use up your time when you are polite about asking ‘him to excuse you, is en- with than you titled to nothing but a snub next time he comes. Be decent to the drummer. Visit with him if you want to, and if he has ideas, get them, but don’t give up to him artything that you don’t want to give. There is some advantage in being August 24, 1910 MICHIGAN TRADESMAN Beware of Imitations and Iniringements The McCaskey Register Company of Alliance, Ohio, was the FIRST to successfully and commercially develop and market ACCOUNT REGISTERS OF THE LEAF TYPE. Our register product and system are manufactured under the guarantee of absolute protec- tion to the purchaser against patent infringement. The large number of Letters Patent of the United States which we own relate to all THE ESSENTIAL FEATURES OF CONSTRUCTION OF THIS TYPE OF REGISTER. Our registers are protected by the following patents: 634,713 846, 136 882,817 717,247 853,651 882,856 783,126 859,508 922,589 788, 164 867,617 922,590 809,723 868,118 922,591 830,936 Re- 13,091 The McCaskey Account Register and System are the standard of quality, scientific construction, durability and efficiency. Beware of Imitations and Infringements The McCaskey Register was the first and is still the best. If you have not seen the new McCaskey Gravity Duplex Account Register you should investigate at once. It takes care of both the accounts receivable and accounts on Over 60,000 in Use For further information drop us a postal. The McCaskey Register Company, Alliance, Ohio Mfrs. of 300 different styles and sizes of account registers; also a complete line of Multiplex duplicate and triplicate sales books, also single carbon counter and check sales books. Detroit Office, 1014 Chamber of Commerce Bldg. Grand Rapids Office, 256 Sheldon St., Citz. Phone 9645 Agencies in all Principal Cities. 26 MICHIGAN TRADESMAN August 24, 1910 able to buy in person right in the market. It is always better to buy from the goods themselves than to buy from hearsay or from picture. There is though one disadvantage that accrues from buving where the stock itself is shown. In buying from stock vou virtually agree to take the goods as the stock runs. In buying from agent's sample, you are entitled to goods all of which are up to the sample, and in buying from a picture vou are entitled to stock that all the way through matches the description. Still if one can buy “in the house” ene sees how the goods look as he will get them. He sees many things that would not come to him through the traveler, aud he sees all sizes and grades instead of only representative samples. If he buys unintelligently 1 fault, wrongly at home may be the fault of a salesman or of a deficient catalogue. it is his own while buying Avoid accepting expense money from under circum- stances that you will not feel perfect- a wholesaler such Jy free to follow your inclination in buying. One thing is certain, it pays to go to the market as often as possible, in order to see what is going on in the larger retail centers, as well as to act touch with the The stores in your line should be visited when y;ou go to the city just as certain as visit wholesale houses, and of the two, preferably neglect the wholesaler. into cioser le market. ' wholesa retail you the One keeps in touch with the mar- market better if he does not confine his observations to the wholesale side of the trade entirely. For the who can the market but in- frequently and who must depend up- on his man get to own judgment very largely, there is the greatest value in the trade journals. Personally T have found trade journals exceedingly useful and reli- able. I would rather far depend upon the trade journals and mail ordering than man. The trade journal holds no brief with any one concern. It is open to all. It is just as interested in getting hold of good new things about which upon the traveling Y much to advertise its readers as its readers are in in hearing about he goods. are in hearing about he will keep any will are goods. It posted if he And I recommend scveral journals. one for retailer give it a chance. would each line of goods carried. Money invested in such papers is productive of best returns small an you can get for so investment. the management of accurate In no part of the business is knowledge of its details as important as in the buying. The man whe buys must be pretty early omniscient. He must know all about He must know qualities as well as salabilities, and he must know the market from A to ns He must know enough about bulk everything. goods to make it unnecessary for him to pay about double the price for a maker’s name in order to be certain of quality. He must be able to tell quality when he sees it, and thus get it at the bottom figure. Speculative well left alone by the man who is at all short of capital. It is hazardous at the best and its extra profit often turns into a loss before the dealer can real- ize upon his gcods. buying is Leave the speculative buying to the man who has plenty of money and can stand a loss. Speculation of any kind involves the possibility of loss, otherwise there would be spéculative about it. nothing one which is susceptible of further development in towns of all sizes. In cities par- ticularly, retailers may well combine to buy to their advantage, thus get- ting quantity prices without having to stock up beyond their needs. If you do not want to unite with your competitors, you can often find some kinds of goods which dealers in other lines will buy with you. The buying club plan is They talk «bout doing away with the jobber. It can’t be done. The jobber is Nothing else can take his place as a medium for assembling a large variety of small order a necessity. goods. Still, it pays to get in the manufacturer when The price you will pay the manufacturer may be the same as that paid the jobber, but the hustling retailer who wants the help of advertising with possible. touch the manufacturer finds that he gets more of that help if he buys direct and sets into personal touch with headquarters. In that way he more assistance in the selling, and is individual distributor rather than merely as a member of av army of retail outlets. gets recognized as an In buying your future demand the 2reatest care is needed. One can tell how much to buy of a certain article that is sellinzx every day, but it is more difficult to know how much to buy of an article that is to be sea- sonable for a month, or two or three rionths in the future. Records of past seasons should be lnoked up and a_ careful estimate made, and the temptation to plunge held down. Plungers are never sure winners. Avoid commission or having stock left in store on consign- ment the conditions are very exceptional, such as the introduction of new goods. Such stock soiled and unreturnable. It becomes misplaced and has to be paid for when it has not been sold. It has to be insured by the merchant carrying it in his store, and he takes all the buying on unless becomes chances excest the investment, and there is ordinarily little advantage gained by the arrangement. In buying by mail or other way, always keep a copy of your order, preferably a carbon copy. This is cur insurance against “stuffed” or- ders, altered prices, unspecified con- ditions and terms, etc. When the traveling man hands you an order to sign, see that it is made in manifold, so that you get exactly what you give him. And, by the way, there are many objections to signing orders in spite of the prevalence of custom. Anyway, sign no orders that have not a duplicate for you under- neath. And save the duplicate for reference. Follow this same plan in buying in the house. The conditions are the same. When you send a mail order, slip a carbon shect underneath the order blank and make your own duplicate. Get special order blanks from all the houses with whom you do business frequently. Keep these and the print- ed addressel envelopes that they will also send you on request, in an apart- ment of the desk where they are easily available. By using these forms and envelopes you save much in stationery and also in labor, since it is easier to put an order on a special form than ona letterhead of your own. A good plan, though more expensive, is to have or- der blanks of your own made in auantities in uniform size, on light weight paper, with perforations, so that you can file them ina loose leaf binder. This plan enables a merchant to keep a perfect record of all orders and to keep it in compact form. The duplicate sheets should be of thin paper, so that they may be i:lled in small space. Yellow tissue, unruled, is suitable and very cheap. The best order form is the one that makes it the easiest to write the crder, and at the same time embodies all the necessary information. It should have name and address printed in, also shipping point, and it is wise to insert the clause, “Report on all | | goods short on this order and cancel order for same unless otherwise di- rected below.” Sometimes the direction is used, “Tf no shipping instructions are giv- en, ship by cheapest route.” It is well to have a small blank space on the order for “Terms.” Insert here the terms you expect. Don’t buy more goods than you can pay for whether you need them or not. Because there is a long dat- ing on a biti don’t forget that the bili will come due just the same, and will have to be paid. One merchant known to the writer made and follow- ed the rule never to send an order tor goods that he had not then and there the money in the bank to pay ior. This rnle is a good one, but would hamper a merchant decidedly unless sometimes honored in the breach. Credit is simply belief in your ability to pay. A man may have no rating and no property and yé@t have credit. On the other hand, he have both property and _ rating possess poor credit because he is pay, or because he is lacking in esty. may and slow hon- Nowadays a man’s honesty is con- sidered of as niuch importance as his capital Many a young man with ability and a good record can get credit where a man with more money and a bad record would down. Never repudiate a be turned debt and Prompt Deliveries on With our new addition we have a capacity of about $2,000,000 annually. know we give the best values. Let us figure with you whether you require one case or an outfit or more. Write for catalog T. > GRAND RAPIDS SHOW CASE CO. GRAND RAPIDS. MICH., (Coldbrook and Ottawa Sts.) The Largest Manufacturers of Store Fixtures in the World Show Cases We inferiors elsewhere. Klingman’s Sample Furniture Co. The Largest Exclusive Retailers of Furniture in America Where quality is first consideration and where you get the best for the price usually charged for the Don’t hesitate to write us. fair treatment as though you were here personally. | You will get just as Opposite Morton House Corner Ionia, Fountain and Division Sts. Grand Rapids, Mich. resents eestor ein er erent RS EEL a aE ITE August 24, 1910 MICHIGAN TRADESMAN 27 don’t haggle about any kind of a claim and you will have no trouble about keeping your credit good. Of course it is wise to establish a rating with the commercial agencies even if you are having no trouble buying goods without giving them any information. Tell them a straight stcry. Give them nothing but facts and take pains to be courteous about it. and explain at length anything that looks as if it might count against you. Impress them with your good intentions and with your ability and your energy. The ability to get business is some- thing that the commercial agencies may not put into their regular reports. but you may be sure it will go into any special report that is called for on your standing. The honest man has the advantage all along the line and the credit men of the count*y know who is honest and who is not with few exceptiotts. They take few chances and few favors to the man whom they consider tricky in any degree. allow The man who is anxious to main- tuin a high grade of credit must use every pfecaution to observe the terms upon which he buys goods. He must have h’s check in the creditor’s hands at the moment it is due, if not before. He inust allow him- self to trust a good nature to allow him a few davs extra. He must not seek cash discounts when his remit- tunce is a few days overtime in reach- ing its destination. Ten days means ten days. Don’t expect that you can violate the terins of the contract of purchase without leaving an unfavor- able impression. never Your jobber may overlook your lit- tle delays in payment from time to time, but when there comes a day in which you want some additional favor ‘n the credit line you will be looked at askance if you are the kind to be slways a little late in paying. Always take your cash discounts if they amotnt to more than you are paying for the use of money with whick to do business. Better to bor- row money at 6 per cent. than to throw away a1 per cent. ten days when the bill is net thirty days. In making remittances the voucher check is coming into common. use. Receipts are becoming more and more chsolete. They use up postage and time at both ends of the route. Adopt a neat, concise form of check with enough blank space on the left-hand‘end to allow of an en- try of the dates and nature of the items for which the check is drawn. The best way to handle incoming invoices to make the least book- keeping is to remit for the goods as soon as they have been checked off on the invoice, entering on the check the date of the invoice for which it is payment together with the deduc- tons in the nature of discounts or other allowances. Of course, it takes a little more money to pay bills at what may be virtually five days instead of ten, but the difference is not much. With this plan all that is necessary is a desk pigeon-hole, into which the in- coming invoices are placed and the enes to be paid taken out each day. With this plan no book- keeping at all payable.— there is on bills Clothier and Furnisher. —_++>___ A Duty of the Country Church. One of the objections urged against life in the country is its isolation, A great deal has been substantially done in the last few years, so that this condition shall no longer prevail. Good roads have shortened distances without an automobile. The rural free deliv- ery brings mail to the farmer’s door every morning and keeps him in close touch with the markets and all the world The telephone puts farmers on talking terms with all their neighbors and they are more common nowadays than spring bug- gies used to be. If anyone likes out- door work and is willing really to work, there is no longer very much wonderfully, either with or outside. objection which can be urged against life at the farm on the seore of loca- That it is healthy has always been agreed and at present pfices for produce it seems to city folks as it must be one of the direct avenues to wealth. There is undoubt- edly a marked tendency from the cit- ies back to the country. This is due in part to the very general discussion tion. farming of the subject which has been going on in the newspapers, magazines and That there ought no- where to be any abandoned farms and periodicals. that before long there will be none. is nowhere denied. In these changed conditions the church can and ought to play a prom- inent part. It has a duty somewhat different from that of a purely relig- ious institution, but a duty which it can not afford to overlook or neg- lect. One of the incidents of rural free delivery is that the people do not come in from the country to the vil- lages after mail as formerly, and so in one way do not see as much of each other as before. There is a central lack of sociability which the church can be reasonably expected to provide. It is always a misfortune when a little hamlet in the country has two or three churches, when if it had only one it could be well sup- ported, largely attended and be ac: tually a great influence for good in the community. Its social life is everywhere regarded as a_ perfectly proper adjunct to church work. The teas, receptions, the sociables, etc., bring the people together, make them better acquainted and result in giving them a better opinion of each other. Getting them interested — socially brings them into the church and un- der the influence of gospel instruc- tion. The country church has along this line a great field for labor and opportunity which hitherto it has not made as much of as it ought. It can easily be the center not only for the handful of people in the village, but for the farmers within easy reach and can thus supply one of the loca) needs, and in supplling it can greatly prosperity and Frank Stowell. augment its own power. Cocoanut Pain Most Useful Tree. Probably the most useful tree in the world is the cocoanut palm, every portion of which is put to good use. The trunk is used for building houses, for making furniture and farm imple- ments, and countless other articles; hcllowed out it makes a canoe. Its leaves are used for thatchimg, the leaf stalks for paddles and fishing lines. The blossom in bud makes preserves and pickles, besides serving as a sta- ple vegetab'e. From the pith of the trunk ats derived a kind of sago, and from the flowers, sugar, vinegar, and toddy, which after fermentation be- comes arrack. The ripe cocoanut is a valuable article of diet. The white kernel produces a delicious cream, a good substitute for milk, while the oil is used as a lubricant for soap and candle making. It tlied to counteract the scorpions. The refuse of the oil, or oil cake, is valuable as is also ap- stings of food for animals and poultry and as fertilizer for the soil. From the shell drinking cups, spoons. lamps, bottles, firewood and even tooth powder are obtained. The husk supplies fiber for mattresses and cushions, brushes and mats, ropes, cables, nets, and even the harness for bullocks. ‘The web. sustaining the foot stalks is 14ade into strainers and torches. The tree acts as a conductor in protecting houses from lightning. Another useful tree is the bread- iruit of Ceylon, a remarkable tree. The fruit is baled and eaten by the natives as we vat bread, and is equal- ly good and tutritious. In Barbatu, South America, is a tree which by piercing the trunk produces milk, with which the inhabitants feed their children. In the interior of Africa is a tree which produces excellent but- ter. It is said to resemble the Amer- ican oak, and its fruit. from which the butter is prepared, is not unlike the olive. Park, the great traveler, declared that the butter surpassed any made in England from cow’s niilk. Sierra Leone has a tree which pro- duces cream fruit, which is agreeable to the taste. At Table Bay, near the Cape of Good Hope, is a smali tree the berries of which make useful can- dies. It is alsc found in the Azores. The vegetable tallow tree also grows in Sumatra. In the Island of Chusan large quantities cf oil and tallow are extracted from its fruit, which is gath- e-ed in November or December, whe the tree has lost its leaves. The weening tree of the Canary Islands is a kind freak. This tree in the dryest weather will rain down of arboreal skowers from its leaves, and the natives gather up the water from the pool formed at the foot of the trunk and find it pure and fresh. The tree exides numerable pores situated at the base ot the leaves. Scannell O'Neill. Hereditary Impulse, Mr. Grafton (sternly) — Georgi, why did you smash open your nic» iron bank? Georgia the water from in- Grafton—Seems as though I just couldn't help findin’ out what there was in it for me, papa! TRACE FREIGHT Easily and Quickly. We can tell you how BARLOW. BROS., Grand Rapids, Mich YOUR DELAYED You Should Have Our New Catalog of DEPARTMENT STORE EQUIPMENT It contaios many new fixtures of interest to the merehant Mailed free on request WILMARTH SHOW CASE CO. 936 Jefferson Ave. Grand Rapids, Mich. Downtown salesroom—ss S. Ionia St. Detroit salesroom—40 Broadway Churches Schools Lodge Halls luxurious upholstered opera chairs. We Manufacture > Public Seating Exclusively We furnish churches of all denominations. and build to harmonize with the general The fact that we have furnisheda large majority of the city and district schools throughout the country, speaks volumes for the merits of our school furniture. Excellence of design, construction and materials used and moderate prices, win. We specialize Lodge Hall and Assembly seating. Our long experience has given us a knowledge of re- quirements and how to meet them. Many styles in stock and built to order, including the more inexpensive portable chairs, veneer assembly chairs, and Write Dept. Y. Gmerican Seating Comy - 215 Wabash Ave. GRAND RAPIDS NEW YORK We design architectural scheme—from the most elaborate carved furniture for the cathedral to the modest seating of a chapel. CHICAGO, ILL. BOSTON PHILADELPHIA RDI TRISTE 28 MICHIGAN TRADESMAN August 24, 1919 WRITING FOR THE PRESS. A Broad Field For Those of Noble Desires. the Tradcsman, Written for have long wished to comprehen- sive manner as possible des- tined to be deferred indefinitely if we opportunities to A subject which we discuss in as seems wait for favorable put our thoughts in the most ap- proved form possible. And so we will but attempt herein to give a few hints or suggestions along a line which is of interest fo many, oP cially to young people who have longings toward a literary life. Thousands are now about to en- ter upon their life work and we are glad to note that so many express : With some the defi- is not yet formed—the chosen. While roble desires. nite purpose particular work is not are seeking the places which there are First of the many promise the “best pay,” others with higher motives. ell they wish to be useful in world—helpful to others. Far too many who think of writing for the press have foremost in mind themselves—distinction, rich for fame. Some are anticipating financial rewards in this field. The ma- jority of such are liable to be dis- appointed, They will not find in lit- a name erature a broad field for money-mak- ing. There are too many competi- tors: there are few who are awarded rich figures. In this respect they may expect crowded vocation. We pity the workman who must ever be alert because of the dangers which continually surround him. We pity the worker in cramped quarters who can not give his whole attention to his the watch to men, must be on with work but avoid colliding machinery, furniture, fixtures or whatever it may be. Every one an ample field, a place where he can has a right to seek accomplish most, be freest from hin- drance, annoyance or competition, and in whatever occupation one may engage it depends much upon the motives whether one finds himself crowded or unhampered. And so we say that in writing for the press— for the weekly newspaper, the journal, magazine or book there, for those ot daily or there is room highest anal anypie not too motives. Those who do write solely for gain are none Those who popular demand regardless of the na- many. write to supply a ture or kind of reading matter desir- ed are far too numerous. We hear of standard authors, but what of author’s standards? As the mechanic must have rule, square, level, plummet. callipers, micrometer, eic. so the writer should have a standard to which his work should conform. And, in fact. he does. con- sciously or unconsciously by his pro- ductions, fulfill certain requirements; but standard. All honor to the one who adopts:a high standard, who is ble ideals. how often it is a low guided by no- The chief aim of a writer for pub- should be to benefit his fel- It may be in the dissemination lication lows. } of useful information, or it may be to amuse, to divert, to comfort, to He whose motive is to do good to all instruct, to advise or to warn. men will be careful to refrain from the written or printed matter which is in- doubtful one can not feel assured that the nat- aiding in circulation of any jurious or of influence. If ural effect of his production will be beneficial to the reader he does wrong to produce such. A popular demand for excitement is not a proper guide for the author. He ous to his fellows simply for the sake of gain is no better than the drunk- who writes that which is iniuri- iard-maker or others of his class. The writer is morally responsible for the effect of his work as well as other workmen, but, alas, his legal respon- sibility is not defined except in the most flagrant cases. There is a vast amount of foolish, senseless, utterly worthless trash pub- lished, not only in separate publica- tions but scattered among valuable reading matter, against which there is no law, no legal restrictions, but which are a waste of time or a detri- ment to every one who spends time to read any of it. Any one who can produce anything bright, attractive, helpful, useful and sensible to take the place of such objectionable litera- ture is doing good work, and al- though it may be difficult to find the publisher who can afford to pay for their productions, there are plenty who will appreciate their efforts and gladly give space to every rious article. merito- How to become an acceptable writ- er for the press is a question which we do not profess to be competent to teach and it is not the purpose of this article to discuss. It may take years of study and practice to attain to the desired proficiency. Keep on reading; keen on needs of hu- manity: keen in touch with the agen- cies which are working for the up- lifting of humanity; keep on trying the thoughts which you believe will aid others; keep not back the words which you believe ought to be spoken; wait not for some other to lead when a leader is needed. For- eet self; think not of reward; prose- cute the work of faith and love and the satisfaction of seeing good done. E. E. Whitney. studving the fC express accept as payment ——-_-e-2-a_—_ The Meanest Man. The meanest man has been discov- ered again, this time in France. He is M. Paul, a grocer. Rats overran his city, and a price of two sous a head was placed upon them by the Town Council, M. Paul's etrand bey, working early and late, managed to slay ninety rats in the cellars attics of the shop. and The boy took his prey to the city hall, and, returning to the grocery jubilant, showed M. Paul the nine francs he had gained. The grocer held out his palm. ‘Hand the money here,” he said. “You know know very well those rats were mine, not yours.” How London Firm Meets Problem of Old Worker. What to do with the superannuat- ed worker who has spent the best part of his life with his employer's work long has been a problem for the employing firm that has received the benefits of his services. What to do with the superannuat- ed worker who has left his life work and become a ward of the state is another problem which progressive states have puzzled over and not yet solved. Working directly for an employer, the worker works indirectly for the state and for its general welfare. Cir- cumstances unavoidable often must leave the superannuated worker— without fault of his—in the position of a beggar at the hands of the state. France, in trying to deal with the pension scheme in that country, hopes to have the machinery of a pension system in operation so that pensions under the law may be ready for dis- tribution in the latter half of Ig1t. At the present time the parliamen- tary commission dealing with the regulation of the pension system has not completed its task, but promises to have the matter in shape by No- vember of this year. According to the estimates of the French Minister of Labor, the bud- get for next year will start with $9,000,000, which is estimated at one- third of the annual the state thereafter. In the meantime the Ellswick firm of London has put into operation a firm's pension’ scheme, which, while limited to foreman and officials of the company, some novel fea- tures. As compared to some of the great corporation measures akin to it in the United States, the limita- tions as to probable pensioners may be regarded as too nariow. Has the worker at the bench no title to equal with the foreman who may have come into the shops long after the man whose work the fore- burden of has consideration man directs? This pension scheme, however, eperates in accord with the Fore- men’s Benefit Society, and as to the individual, it requires only that he shall not be a member of a trades union. As the plan is working, the individual pays in weekly 18 cents, 25 cents, or 37 cents, as he may The size of the payment and the years in which it is paid de- termine the pension which may _ be- gin at 60 or 65 years of age. When the weekly total of payments kas been made, the firm pays in with it a corresponding total and the two sums merged weekly into the banking account of the Society. For example, a man who pays in 25 cents a week for thirty years is entitled to a pension of $500 a year on retire- ment from service, at the age of 60 years. If he continues working and paying his dues to the fixed retiring age of 65, he receives a proportionate pension above the $500. But under no circumstances can the man receive his pension until his service with the company is ended. A man may leave at 55 years, but his pension will be proportionately under the amount he’ would have received choose. are had he remained five years longer and paid his dues for those years. This difference each year will be de- ducted from the $500 pension, which otherwise is payable for the sixty year minimum of first retirement. “Fixed retirement” at 60 years old, however, is a flexible term. That indi- vidual who may decide to work on beyond that age may leave his pen- sion in abeyance and go on working. In this period his dues are not re- quired to be paid and he works on under the same accumulation policy until when he does ask retirement his $500 pension increases automatically in proportion. But as to the manner of retirement: Misconduct may be a cause, long aft- er the foreman enters the service and has paid dues. Lack of initiative and incapacity may render him unneces- sary after a time. He may die in the service. He may leave it at any time and of his own volition. He may tire cf paying his dues and drop out of the pension class while retaining his place with the company. Every pos- sibility of the kind has been figured to a nicety. In the case of misconduct and use- lessness, the man is discharged, re- ceiving back the dues that he has paid in. If the person dies in the service of the firm his administrator receives 90 per cent. of the individual dues and go per cent. of the corre- sponding dues paid by the company. Leaving the firm of his own volition, he receives his dues, with interest at per cent. Dropping out of the pension scheme, the individual gets his contributions, with 214 per cent. interest. If the person is required to leave the service of the company for any other cause than misconduct he gets his dues, 25 per cent. of the com- pany’s contribution and interest on the whole at the regular interest rate. If the individual is “fired” he gets only the sum he has paid in and with- out interest. In the management of the Ellswick pension fund, a commission acts and the representatives of the company allow a majority of one on the side of the interested pension candidates, whether officials under the company or men in the foremen class. As be- tween the officials of the company and the foremen of the works, the same rules and regulations regarding the fund apply. In this way the pension fund of the London concern allows of no man’s losing his payments, no matter when or how he drops out. The one greatest chance he runs against get- ting his fullest returns, all else be- ing satisfactory to his employers, 1s the chance of death. John A. Howland. + x 314, The greatest difficulty in winning the esteem of others lies in our fool- ish estimates of ourselves. —_—_+-. Some typewriters—judged by their work—-ought to be called typewrong- ers. —_—__+-.—____ Some people think that heaven’s judgments never go beyond the cra- vat. their Some men would disown faith rather than send it out to work. . August 24, 1910 MICHIGAN TRADESMAN ee ee 29 t | a ot mr i SG ened Up Y), ary Ny es Li Ne UY 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. If he does not possess these qualities the merchant doesn’t want him. 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; 7? 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 Ic te $1.99 No. 420 ‘fi Total Add eae ota er s PURCHASED Price *: a $75.00 ma Total adder with all latest improvements. 27 amount Keys registering from Ic to $9.99. 4 special keys No. 1054 Total Adder Detail 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 Total Adder with all latest improvements. 25 amount keys registering from Ic to $7.99. No-sale key. Prints record of all sales on detail strip 30 MICHIGAN TRADESMAN August 24, 1910 DON’T HOG THE GAME. Retain Their Return Tickets. Written for the Tradesman. Let Visitors Grand Rapids is on trial this week. During the next few days thou- sands of people will scatter over the country saying things about the Val- ley City: What will they say? What do you want them to say? home want them to go been played for Do you thinking they have “Easy Marks” and cheated at every corner? Do you want them to tell their friends that Grand Rapids is a_ nest of highwaymen and bunco steerers? You business men can fix it so they will say just that. Will it pay If you want to you can send these you to do it? people home with the kindest of feel- ings for the city. iry to do that. The business men of Grand Rap- arule, put up prices trim- ids will not, as slick schemes for the ming of the visitor. They will hold to their prices and try to make a impression on their customers. They want all en to get the Grand Rapids habit. They want to have them speak of Grand Rapids as the bulliest town in the Middle West. They want peo- ple who buy of them to come back and try good these men and wom- and buy again. If visitors are used well the city will profit every year for a long time to come from the outlay for this Home-coming Week. If visitors go that every third man they met was a rob- away saying ber and that the week was a scheme to collect people in order that they might be what good will it all do? It will do more harm than good. The greatest robbed, danger will come belong here pick up from men who do not ai all, who casy money. come here to restaurants, theaters, companies, and the like, will not advance prices, and will do all they can to prevent others doing so, but there is always a lot which flock to The stores, transportation ef vermin such places. Look out for this vermin. A man from Chicago, fake toy or candy, or soap, on the corner may give Grand Rapids a hard name abroad. selling some The police can pick these men out. When they do so let them immerse them in the basement at the corner of Ottawa street and Crescent ave- nue and keep there until the visitors have gone home. In the old days a could find six or eight faro banks running day and night, with roulette and stud-poker on the side, and straight draw in the side rooms, That was when John Perry was Chief of Police. But one these them home-comer didn’t rooms if he control gamblers’ have to go into didn’t want to. If he could his impulse to get the morey he stood no show of losing his own, so these joints did not matter so much, But the cheap fakir is doing busi- ness with the general public on the business streets. He shows his city license as a warrant of respectability. He can do the city more harm in a day than the other sort of robbers could do in a month. Don’t let him do it. There is one place where mer- chants may fail in handling the crowds. It is easy for a merchant to tell his clerks that courtesy goes with the prices. The clerk and impatient. sometimes gets _ tired Buyers are always more or less provoking. They make no bones ot the fact that they are there to get the best of the bargain if they can. So it is perfectly natural that clerks oceasionally feel like talking back. Don’t let them do it. Let the clerk wait until after Store hours and then go out and have his say in the wide, empty streets. A city is just like a man. There are friendly cities, just as there are friend- ly persons. If a man meets you with a smile and a pleasant word you think of him with pleasure. If he is grouchy you don’t think of him at all. It is up to Grand Rapids to meet every visitor with a smile. Some of the home-comers may be prodigals. Take them by same. There is a story in the good book about that. When the prodigal came back home he got a porterhouse off the fatted calf instead of a long talk for his own good. If the father had done anything else by him the father would have been forgotten. If he had applied the toe of his shoe to the prodigal and told him to go and get his eatings where he had been doing his loafing, he would nev- er have gotten into the good book at all. If he had done a thing like that he wouldn’t have had his name in the local newspaper even. But he took the prodigal by the hand and gave him veal, with dress- ing, and his act is still ringing down the ages. the hand, just the This goes to show that it pays to do the job right when you attempt to go into the glad-to-meet you busi- ness. Grand Rapids smiles this week. Here’s hoping the smile doesn’t come off the faces of visitors whenever they think of the week they spent here. The policeman on his __ beat, “the hackman on his seat, the conductor on his car, the waiter in the restau- rant, the usher at the theater! These are the people who give impressions of a city. If you see a policeman with a grouch during the remaining three days of the festivities, go ask Har- vey Carr to send him out to the Black Hills. If you see a hackman trying to trim a visitor have a police- man yank him off his seat. If you see a snappy street car conductor telephone to John Madigan. If you see a waiter serving unfit food or over-charging report him. That is what every well-wisher should do. Protect the visitors. Send them away with good impressions of the city. If they will go away, send your best wishes with them, but keep them here if you can. There Shurman. He went to his home city on a trip once, where there were doings and when he got to the depot the hackman saw that bis trousers were not creased and charged him a dollar for a twenty-five cent ride. was The waiter at the restaurant saw that his hair was not cut a la mode and stung him for fifty cents extra. The lady where he roomed charged kim a dollar a day for a room at the head of the back stairs, a room which was almost large enough for a half-bed and a chair. The woman who showed him about the public library held out her hand for a tip. The street car conductor did not give him his change until he follow- ed him to the rear platform and de- manded it. From first to last every person he did business with was on the robber lay. When Shurman got back home he was interviewed by a reporter who wanted to know what he thought of his home town. “Well,” said Shurman, “they play the game right there. They set out to rob and insult every man, woman and child who reached the town, and GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY FIRE Grand Rapids, Mich. The Leading Agency Kent State Bank Main Office Fountain St. Facing Monroe Capital - - - $500,000 Surplus and Profits - 225,000 Deposits 6 Million Dollars HENRY IDEMA - - - President J. A.COVODE - - _ Vice President J.A.S. VERDIER - - - Cashier 34% Paid on Certificates You cantransact your banking business with us easily by mail. Write us about it if interested. $ 5,000 Detroit, Ypsi. yielding 6%%. yielding 534% PENOBSCOT BLDG. WE OWN AND OFFER SUBJECT TO PRIOR SALE Ann Arbor & Jackson Ry. 5,000 Sheboygan Gas Light Co., Sheboygan, Wis. 5’s, due 1931, 4,000 Rapid Railway Co. Ist Mtg. 5’s, due 1915, yielding 5% % 3,000 Bellevue Gas Co., 6’s, due 1929, yielding 6% % 10,000 La Porte Gas Light Co., La Porte, Ind., yielding 5.85% 30,000 Michigan-Pacific Lumber Co. serial bonds, yielding Denominations $1,000, $500 and $100 : E. B. CADWELL & COMPANY BANKERS Ist Cons. 5’s; > DETROIT, MICH. Capital $800,000 THE OLD NATIONAL SyeAN as Surplus $500,000 N21 CANAL STREET Our Savings Certificates Are better than Government Bonds, because they are just as safe and give you a larger interest return. 3% % if left one year. CHAS. S. HAZELTINE, V. Pres. JOHN E PECK. V. Pres CHARLES H. BENDER, Vv. Pres. Wn. G. Herpolsheimer We Make a Specialty of Accounts of Banks and Bankers The Grand Rapids National Bank Corner Monroe and Ottawa Sts. DUDLEY E. WATERS, aera oa 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 R W. CURTIS, Cashier JOHN L. BENJAMIN, Asst. Cashier A. T. SLAGHT, Asst. Cashier affews August 24, August 24, 01 MICHIGAN TRADESMAN 3l they did it. I paid three prices for|the former belief so that customers standing behind a counter and selling | Sales Books SPECIAL OFFER FOR 7“ everything I bought and paid for a good many things I did not get. “It seemed to be the notion of the people of the town that if they kept visitors scared all the time they could pry them loose from _ their money easier. I felt like offering a policeman a dollar because he smiled and answered a question civilly. “The only good people in the town are up in a cemetery on the hill. | went up there and no one charged me for sitting on a bench or walk- ing over a vacant lot. Yes, that is a fine place to keep away from.” “Then,” said the reporter, “you have given over the idea of tak- ing up the offer of the Board of Trade there and moving your factory to your old home town?” “I sure have,” was the reply of Shurman, who was the big man in a factory employing a thousand men, “I sure have. Why, if I should move down there I should expect to see my factory stolen brick by brick. “T never saw anything like the way they went after my money. I would not live in a town like that for a bundred thousand a year. I believe my bump of humanity—if there is such a bump—would shrink away, or bust up, or something.” Of course if the people of that tewn had known that Shurman was the big man in the factory they were trying to get they would have met him with a band and an automobile with a nose ten feet long and shown him a good time. He knew all about that, too, but he wanted to see the town just as it was, and he saw it, and the town lost out. Send your visitors away pleased with their visit. Look out for the grouches and the cheap little catch- penny men who will try to do them. You want them to go away and say good things of Grand Rapids. Alfred B. Tozer. —_+++>___ Thoughts on Salesmen and Salesman- ship. Written for the Tradesman. . It was once the belief of a great should be ever on their guard. No doubt there salesmen—those this are natural born inherited There also. trained salesmen—those who have had efficient instructors and ample opportunities at the most fav- crable age and have developed into who have abilities in direction. are most successful salesmen. And, again, there are those who, finding their lot cast in this line or having em- braced a favorable opportunity to en- gage in mercantile may have by patient study and constant endeavor become fairly good sales- men. They at least fill a useful place in the world and keep on in the right direction even if they never reach the front rank as salesmen. There are others: Some might do far better if they would and some are altogether out of their place as salesmen. They are better for some other work. In these days of division of la- bor of specialists—of every man, not only to his own trade but to his par- ticular department, the salesman may be neither proprietor, buyer nor ad- vertising man. He has no share in selecting the goods to be sold nor in bringing the customer into the store—at least not on his initial vis- it. On the one hand are the goods supplied to ‘him, on the other the eustomer. His work is to satisfac- torily unite the two. Talk is first and talk is important, but not the kind of talk previously referred to. The first thing is to know the goods, not only the quality and price, but the use of those goods, their seasonableness and suitableness and adaptability to the needs of the cus- tomer. This depends upon previous preparation—study. A part of know- ing the goods is also to know about the goods which are offered in com- petition to them, or of substitutes at lower prices. And then he must know his cus- tomer—something which may tax his powers greatly at the first meeting. He should know somewhat of the inducements which have been put business, adapted many merchants, clerks and would-be salesmen that the chief requisite of salesmanship was “talk.” It was flat- tery, deceit, argument, over-persau- sion or the “right kind of talk” which was supposed to be most effective in making sales, especially if goods were not exactly what the customer expected or was in quest of. It mat- tered not whether goods were suit- able, worth the price asked, or just the opposite, it was the salesman’s business to effect a sale and not let a prospective get away without getting his money once he entered the store. That kind of salesmen are decreas- ing in proportion. The intelligent buyer who knows what he wants and appreciates quality, when shown him is preferred to the one who could be imposed want customers who will come again of their own accord. They do not want to rap their prey and bleed them once so badly that they will ever aft- er shun that store. Of course this can not be said of all merchants and salesmen. There are still enough of purchaser upon. Merchants forth to. get the prospect into the store. He should be fully posted as to the bargains advertised—values of- fered. He should endeavor to make good the general reputation of the a single line of goods—does not nec- essarily imply that he ‘himself should be narrow—limited. He can not be successful if he concentrates all his efforts within a small space. .Rather, he must ever be reaching out, inves- tigating, seeking facts, seizing hola of anything and everything which can be applied to his special work. For instance, an alert goods sales- man who views a decorated stage, hall or building, will note the mate- tial and perhaps estimate the quan- dry tity and cost of such material. No knowing what minute he may _ be called upon for advice or sugges- tions by some one who has_ been assigned a similar work. It may be possible for the mer- chant to look up care and anxiety when he locks the safe or store, but how easy it is for one to study any- thing in which he is interested, no matter where he That which is engaged in as a pleasing recreation may sometime be found helpful in the daily work. goes. The information, the pointers, the suggestions which may be gathered at random, are not suffi- cient to perfect one in any calling. There must be definite purpose and study to that end, and few there be who can make much progress teach- ing himself—building on_ his ideas. however, own Every one needs the help of others; the help of those who have gone before; the help of ‘those with more experience, and much such help may be had by reading the journals devoted to one’s particular trade or calling. E. E. Whitney. -——_-_-2>2] =| -—— His Inside Cofforter. “What do you know about Jim- son?” “Outside of the booze he is all right.” “All right? don’t you?” “Not on your life! Why, when that fellow isn’t outside of a few drinks he’s the worst grouch you ever met!” ——»~ os as>———_—" Before He Beat It. After unloading his basket on the You mean all wrong, We will send you complete, with Original Bill and Du- plicate Copy, Printed, Perforated and Numbered, 5,000 Original Bills, 5,000 Duplicste 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, rices on large quantities, address ., 1942 Webster ave., Chicago. samples and special The Oeder-Taomsen 139-141 Monroe St re GRAND RAPIDS. MICB c IF YOU CAN GET a Better Light wit. 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. . Grand Rapids,gMich. City Phone 4261 Bell Main 4277 kitchen table the grocer’s boy leis- urely proceeded to light a cigarette. “Have ye no manners, ye imp?” an- grily asked the new cook. store, the courtesy, the fair dealing, the promises which have drawn peo- ple to the store. Some salesmen—those themselves most conscientious of very economical or always looking at the money possibilities—lay great who. sare stress upon quality. This is all right, and with some customers it is the only consideration necessary to be mentioned. Impress them with the dependable qualities of the goods; convince them of the durability and economy and that is all that is need- ed to effect a sale. But quality alone will not always. sell goods. Good goods must also be good to look at. Looks often sell goods when quali- ty is not mentioned or thought of. Quality and appearance should often be given equal prominence by the salesman. To say that the salesman is a sDe- cialist—that his work is limited to “Why, I really don’t know,” said the boy, eyeing the parcels, “did you crder some?” ail GRANT THE NATIONAL CITY BANK RAPIDS WE CAN PAY YOU 3% to 34% On Your Surplus or Trust Funds If They Remain 3 Months or Longer 49 Years of Business Success Capital, Surplus and Profits $812,000 All Business Confidential scncmnnenasnmanae Ea OF b> MICHIGAN TRADESMAN August 24, 1910 } +3j my | : vi .-») Ey rat d in —S Nyy ee ° “Tl ol fi WY 1 5 04 ((c1 PPA in) k\ ny ci; N ood) ARK “\ Aa A EE wie \n j\ ADIL IIL DY, sawill SS , 4 os y [\ 3 3d), s \ a a7, U ) yy Q 3 7; | Some Ways of Advertising a Retail Shoe Business. Written for the Tradesman. In view of the many apt and forceful things which have been said during the last half a dozen years concerning advertising in trade pa- pers, advertising journals and books written especially for the inspiration and guidance of retail merchants it would appear that every shoe dealer right up to the last notch on advertising. But that is not the case by a jugful. All of them doubtless attempt advertising of one another; but undoubtedly much of it is so poorly done one ought to be kind or does not wonder that the doer there- of loses faith in the whole advertis- ing proposition. A newspaper advertisement which a shoe merchant runs from time to time may be taken an as index to the general licity efforts. It is, on the both the most universally used and character of his pub- whole, the most profitable medium the shoe merchant can use. The newspaper, world-hap- a perennial interest for all classes and with its daily budget of penings, has types. of people. Everybody who is anybody at all reads the paper—business man, pro- fessional man, sportsman, the book- maker, the parson, the housewife, the head of the family and children, who “read” the pictures. Therefore it 1s stunt for the merchant to appear often in the pub- lic) prints a mighty good shoe his daily or weekly pa pers. But it is not enough for the shoe dealer just to appear there—he must appear there with something to say. Space must be space in the daily newspapers costs Therefore the advertisement ought to be built out of live cody. Let it be the very best stuff you can grind out. Obviously the printer can not, by virtue of any skill in the tribution of white space, make poor copy read right. The printer works materials. The arguments, the catch phrases, the headlines and the illus trations—these are the materials with which the printer works. And you have to supply him with materials. He has not time to create materials out of which to build up your shoe ad- vertisement—and it is doubtful if he has the ability even if he had the time. Do not saddle your job on him. Do not complain about results when you virtually preclude the possibility of results by placing poor, indiffer- ent or near-punk copy in his hands. Books on Advertising. Your advertising is, you will ad- mit, an important feature of yur busi- money. with crude selling points, the used effectively, for | ness. It is easier to gets goods to sell than it is to round up customers to buy the goods when you have fill- ed your shelving with them. Shoes can not be sold in paying quantities unless you bear down hard at the publicity end of your game. “But,” somebody, perhaps, — will say, “I advertise my shoes.” All right; keep it up. “Maybe my advertise- ments are not quite as good as they might be; but they are the best I can do. What then?” Maybe they are the best you can do right now. But sup- pose somebody who has been in this advertising game for a long time—and in it in a big way—were to give you an exhaustive, carefully written dis- cussion of what he did in the adver- tising line—and how he did it. Sup- pose he were to tell you how he took a commodity that was practically un- known and made its very name a household word from North to South and from East to West. Sup- pose he were to tell you the mediums he used, what he paid for the use of them, submit samples of copy that he sent to the printer and then fac- simile reproductions of the adver- tisements after the printer had mix- ed his practical skill with the copy- man’s lines. Wouldn’t that help some? Well, do you know you can actually buy, for a nominal sum, books of that sort—books written by practical advertising experts? Do you know these forth the accumu- lated experience of years of service in building up local and general de- mands for the commodities use from day to day? 500ks set people Now I have not personally written any books on advertising and I have not (so far as I am aware of) any personal interest in boosting any par- ticular book on advertising. But I do happen to know that there are a number of such books that are real- ly worth while. I know, for I my- | self have bought and read them. I | have some twelve or fifteen books on padvertising that cover every phase of | the entire subject. And there is }enough instruction and inspiration in |them to convert anybody into a full- \fledged, ethusastic advertising expo- nent. These books tell you how; and, then, assuming that you are |from Sedalia, or some other Mis- | souri metropolis, they turn round and ‘show you. They. speak out of the | fulness of experience. They exploit jschemes that have been tried out. | They unfold theories that have been itested again and again. They give facts and figures; and they are abso- lutely innocent of padding and theor- lizing. With half a dozen books that I ,could name, any shoe merchant would "y Grand Rapids Sixtieth Anniversary And Homecoming Week August 22 to 27 E WELCOME ll visiting mer- chants to Grand Rapids for Homecoming Week. Make our place your headquarters while in the city. We are right on the way from the station and will be glad to greet you. Rindge, Kalmbach, Logie & Co. Ltd. Grand Rapids, Mich. aot POPSSHVOSHSSSHSHSSSSHPHHS SHH HOSS SHHHHHOH Hoyo ee) @Ceeeeeeee VOPHPPHHSSVHHOSEPd 07, 9 SSGEGEEAHEEEEEEELE Peacteeeeeeeeeeeeaseceaaaasesace Watson-Plummer Chicago Shoe Co. Stock Rooms and Offices Dixon Factory i FOR» - RAILROAD MEN ~ POLICE | FIRE - MATL ah MOTOR A vitor mc) SHO ee j | CHrHICACO. MANUFACTURERS Our salesman will soon be on the road again showing our new spring line for 1g11, embracing one of the strongest general lines in the market. Red School House Shoes for boys and girls. The Watson and Civil Service formen. Best known for durability, service and style. Don’t fail to look over our spring line. New stylish lasts and patterns. New location— Market and Monroe Sts., Chicago. ennai plete I eT PES ES put Seen ~ Beer et en AE a a ieee 4 see August 24, 1910 be supplied with collateral help suffi- cient to make him an advertising power in his community—provided, of course, he is willing to pay the price, viz., master the contents of the books, Now I am not going to name the titles and authors of these books; for if I did somebody would immediate- ly jump to the conclusion that I have an ax to grind. And that is not the case. I merely throw out this tip to anybody who may be really interest- ed in knowing something about some rel good recent books on advertis- ing. And if you want any further information you can address a letter of enquiry to Cid McKay, care of the Michigan Tradesman, and Mr. Stowe will turn it over to me. Then I will turn the information over to you. You can not make your shoe store advertising too good. You can not spend too much time and thought and effort upon it. And no matter how good your advertising has been thus far you have not reached the acme; there are possibilities for further improvement. It is the clear- cut, incisive, out-of-the-ordinary shoe advertisement that catches and holds the reader’s attention and gets him interested in a particular shoe propo- sition. Cid MeKay. —__.—___ The Cure for Vanishing Profits. Much has been printed about the increased cost of conducting a retail shoe business, and about the increas- ed cost of shoe materials which have caused the price of fixed price shoes to be advanced to the dealer until the diminished gross profit on the one hand and the increased expenses of conducting business on the other have placed shoe retailers in a very uncomfortable position. Having built up considerable busi- ness on certain lines of shoes a fe- tailer dislikes to change his line and so stands for a reduced margin of profit with each change of terms or price, ot with each raise of rent or other operating expense. There seems to be a general com- plaint among shoe. retailers that the margin of gross profit is too small to leave a Ssatisfactoy balance after the heavy operating expenses are de- ducted, and the manufacturers in ef- fect admitted this complaint to be well founded by the resolutions adopted at the convention in Boston last January. Many retailers hold the manufac- turers of fixed priced shoes responsi- ble in a large degree for the reduced margins of which they complain, and some have proposed as a remedy the adoption of a schedule of purchase price limitations, graded to the sell- ing prices of This remedy seems rather complicated, inasmuca as the maximum limit on each grade in such suggestions of this character as have come to our notice have been too high to yield the profit that re- tailers feel is necessary to place the retail shoe business on a sound finan~ cial plane. In fact, some of the schedules sug- gested are so elastic that if a retailer should pay the maximum price sug- gested for each grade, it is question- shoes. ttailers generally that with MICHIGAN TRADESMAN able whether he could show any net profit at the end of the year. We have carefully followed the va- rious organizations of shoe retailers that have made more or less local progress in recent years and have failed to note a single instance in which any of these organizations have gone to the root of the evil. All of the various resolutions in- tended to curtail expense are very well in their way, but we wish to suggest fot the consideration of re- reducing margins of gross profits and with a decided tendency toward higher operating expenses net profit can not be preserved by merely directing at- tention towards the reduction of ex- pense. It is related of Horace Greeley that when asked as to the best method of resuming specie payments, a very live public question of his day, Mr. Greeley replied, “The way to resume is to resume.” Applying this laconic advice to the retail shoe business of the present day, we would say that the way to presetve satisfactory or necessary profits in shoe retailing is to resume retailing shoes that pay the requir- ed nrargin, whatever it may be. If retail dealers are of the opinion that a gtoss pfofit of 30 or 33 per cent. on sales is necessary, they cught to stop retailing any shoes that pay less. The way to presetve ptofits is to net purchase shoes that do not give a net balance on the right side. Altogether too large a volume of business is done both in manufactur- ing and in retailing on “close mar- gin” shoes. that will not yield a_ safe margin cf net profit when sold are vety poor property for any retailer to have on his shelves. It seems to us more feasible for retailers to make a rule based upon a fixed than upon an_ elastic schedule of graded prices. If, for instance, all retailers would refuse to purchase a single shoe that did not yield a minimum of 30 per cent. gross profit on sales, exclusive of discounts, there is no general conditions of retailers would be vastly improved. The first effect of such a business rule would be to eliminate all unprof- itable shoes from the business. Still more important, and ultimately bene- ficial, would be the effect of such a rule on “fixed prices.” If retailers made their purchases entirely with regard to the mainten- ance of a fixed minimum percentage of profit, such a rule would surely lead to the buying of shoes for value instead of for price, and would give the widest opportunity for competi- tion in individuality in the creation of values, which should form the true basis of competition, instead of lower standards of quality and the whit- tling down of profits, which are the inevitable results of the fixed price policy with rising materials and ex- penses. If it be argued that to make such a rule of a fixed and satisfactory profits requires an of the retailers, through Shoes margin minimum of agreement doubt the]. organization, it may be answered that any comprehensive reform of the present abuses of the shoe trade re- quires organization of and concerted action by retailers. It is just as important, and as feasible, for retailers to agree upon a fixed minimum percentage of prof- it as it is for them to agree as to the hours of closing their stores. While we believe the retailers should organize, and are doing all in our power to promote a thorough organization of the retailers in local, State and National Association, we also believe that it is feasible for a single retailer to adopt for his own business a fixed minimum profit rule and to adhere to it, regardless of what other retailers do in the matter A single retailer adopting such a rule need not advertise it from the house tops, but simply adopt it and quietly put it into effect in his busi- ness by making his purchases accord- ingly, thus eliminating his unprofita- ble lines. We suggest, however, that every association of retailers, and all gath- erings of retailers which may meet to form an association, may profitably consider the adoption of a rule of a fixed minimum percentage of profit as the surest and quickest way to cure the diseases of vanishing profits and to avoid “retailing for glory.”— Shoe Retailer. a The thing that worries some about heaven is that there will be no op- portunities for distinction by means 'of millinery. Tea RUT, W holesale SHOES 146-148 Jefferson Ave. AND RUBBERS Selling Agents BOSTON RUBBER SHOE CO. DETROIT Protitable the purchase. samples. complete line to show Your shoe department bears a vital relation to your profit and loss account. your stock with a view to eliminating those brands which you find are not business getters and profit makers and putting desirable stock in their place? A profitable shoe is one that because of its fitting quality and pleasing appearance requires less effort, time and expense to sell, and that be- cause of its superior wearing quality makes a fast friend for your store of the customer who makes This we claim for Rouge Rex Shoes. We buy the hides from your butcher; tan the leather expressly for Rouge Rex Shoes, and then return them to you at a minimum cost. test is that they meet the demands of the trade for saleable, serviceable, dependable footwear. Write for our catalog, or let us send you A card will bring our salesman with a Footwear Have you studied The final Hirth-Krause Company Tanners and Shoe Manufacturers Grand Rapids, Mich. 34 MICHIGAN TRADESMAN oe * Plan To Combine Circulars To Formjand no favor” referred to in an eat-|size is best. Bind this up neatly and MR Your Catalogue. lier paragraph. send to every name on your lise with ° The general crop report shows that} Tf you send out advertising matter a nice letter stating that you are SHOEMAN unless some unforeseen calamity be-|to the afrmer nowadays you know pleased to send your complete fall falls the country there will be boun-|that it will be read and kept. If you and winter catalogue, which pre- tiful crops of cotton, corn and oats.|spend your good money on printing | Serves in a more solid form the cir- Do you want This means that the farmers willland cuts and postage to seek the culars you have been sending them Cee have cash to spend this fall for what-|farmer trade, exactly after the man- from time to time; that you hope ever takes their fancy, as well aS|ner of the mail order houses, you they will keep the same handy and business along cash to put into the bank. know that said money will give you whenever in need of anything in your specialty lines, The various retailers with their |the same show that they get. line will favor you with an order. aor stores in the towns at which the farm- Campaign Planned in Advance. Of course. reply envelopes and or- are you tired 0 ers ought by all laws of neighborli-| Resolve, then, if you have not gone der blanks should be enclosed. Nat- the old story of , ness to trade will soon begin their latter the trade before in the proper urally many lines will not have adie shock snnual howl that the mail ordet|manner, to do it this fall and do it enough articles to fill a sixty-four . houses are getting the farmers’ mon-|right. Figure out in your mind just | Page catalogue, but in that case use at no-profit ey, that he is sending away the cash}how much you can afford to spend thirty-two pages, oF even sitter competitive that should stay in the home town. |in a two-months’ advertising cam- The number of pages makes no dif- ee Admitting that the mail order hous- | paign on the farmers and then lay so ference if the goods contained and P : es will get a good deal of the farm-|much aside and spend it all just after described therein are right. : ies tee i cce ace ae 5 ers’ money, this and many other sea-|the plans you have made. Do not let| This plan should bring you se 4 Ne i sons, an unprejudiced observer can}little discouragements bother you; good aay mail orders. In addition many dealers ; not help but admit that they deserve |do not let the advice of fellow mer-|'t will increase your direct local No. 981 huss shdlnies it. Somebody once said, “Business|{chants that “you can not buck the|trade among the farmers and it will Blucher, double goes only where it is invited, and]mail order houses” interfere with undoubtedly keep a lot of trade in ee ee are ahead of stays while it is made welcome,” and|your arrangements and do not depart your town that would otherwise £0!| their present environment who can therein you see the best reason in}from your prearranged plans one abroad. It is a manly, upright way ‘ ae ‘ the world why the mail order house | iota. of doing—not at all like the whining, ee 8 eerat eet ere an A eee is gaining ground and the local mer- Accumulate your list of names by complaining system of the plan of | | living out of chant is in many cases losing it. any of the numerous ways which we ene: the local paper he “knock” In addition to deserving the — busi- have tuld yee about team tone ts the mail order houses. What is sauce ness, you must invite it, and inviting |time. An assessor’s list is one way; for the goose is also considerable he naturally means good advertising. In-]}another is to use rural telephone Brawy for the gander, and if. the vite it in the same way the mail or-|route; lists of members of granges tight sort of advertising took the der house does; meet them on their |offer another solution—and if none mail order trade away from your Bertsch own ground instead of sitting around |of these appeal to you, your ingenui- town, the right sort of advertising “weeping, wailing and gnashing oflty will doubtless suggest another will bring it back. teeth.” way suitable to your locality. Naga oe oe Better he ones Shoe cated the farmer up to reading = iienieg Hiese two months you co af- the duis, cue mee when the way yoranes. His Gat 15 volatile jford to send out circular — - is so clear?—Shoe and Leather Ge Goodyear Welt now—more easy to secure by proper, these names. Make it every week, if ue % well-written advertising. Once hejpossible; if not that often, every two F sn and : patronized a special store all the |weeks, or even three. Boomerang In Improved Form days of his life, his children bought| In the first installment make up| Always the Australian Eco ak H B Hard Pan at the same store and his children’s say half a dozen circulars fully illus-|has been interesting to the civilized children, too, if the store existed so|trated and listing a portion of your|general public. Many persons are Standard Screw long. His trade —e like the term of line. With this should go a circular| unfamiliar with the fact that the a Supreme Court judge—during good |jetter seeking trade, and giving a full boomerangs of these aborigines of S = — behavior. He was not influenced by laccount of the advantages of trading |the far off island continent have been pecia ty ines eguetaie na = se - Hal | peste Do not ae the mail - of various shapes and patterns. Most for : Ms custom © wes omy 4) etlder houses any more than you wou . ee . : storekeeper dying or going out Of}a competitor in your own town. Be- lee pail ie ngunenait hi MEN and BOYS , business that you could get it. sides, the great American farmer has type of the Lene ae ss - 2 He is changed now, though. He|always had a sympathy for the “un- - Bee ae ce mar “the oS : eagerly peruses the voluminous cata-|der dog.” and to speak ill of others thing a ay hk SS ek enue : logue of the mail order people, and} when they have no chance to defend Se it bac eeniecd for ce Fae 1 ee es i it is the man with the right price and|themselves invariably puts hem Bi cs to aes on te Ae the good treatment that gets his or-|the place of the “under dog.” neh Bock oes a : the attention of the right shoe dealer der. In other words, the farmer has| It might be well to enclose an Of-| 1, more ie «eyes of plan ouetl sell these lines in his locality—one wakened up, and you have to “show |der blank and an envelope and €X-|in. ower a ue the nae hohe - | him.” plain that you fill orders as carefully | |. aed . ‘ i i" 4 g|| who has the ability to handle these : Local Merchants Benefited. and as well by mail as though he ak I pron oe " . ai lines right, who is on the level and : And so it follows that there is a] would come into the store, although oe ee ae Soni a8 : fie Held ead an favor for everviedy [von would be pleased Es cee ue ce the maker has called it, the long low-| | can show a clear record. ‘ with the farmer. The local merchant|any time. Another point: make all | “* end of the cross is held firmly be- 1. . : has, if anything, the advantage. He|the circulars the same size and the or the thumb and finger vertically, If the combination strikes you as can show the goods, make exchanges |same weight of paper, although they and oan she pr of the cross be- worth investigation you can have all more readily and adjust little differ- can be different colors. a : ae ene seventy-five siete gat bok on? me ees 4 ences where the personal equation At the end of the specified time eet the boomerang will not return, 5 can enter to much better advantage|send out another batch of circulars but for 100 inet or more, as it whirls,| | for a postal. than threshing it out through letters.|and another circular letter, and so the curva begins to turn to a hori- We say. with full knowledge of the | with additional installments. But each zontal plane, i revolutions increase] | = facts of the case, that the mail order |time print the circulars the same size rapidly, until, just as its maximum houses never yet injured the trade of]}as the first time. velocity has raised the cross to the Herold-Bertsch Shoe Co. : the local man who is progressive. It} When the season is drawing to a top of its flight, it swerves to the left Grand Rapids, Mich. ‘s the stick-in-the-rut, ten-years-be-|close, and it is time for the last in- and begins its return flight to the ’ 4 hind-the-times fellow who has gotten|stallment, have your printer take all thrower. Makers of the Famous ; in the way of the chariot of progress (which you were to tell to preserve ae Bertsch Shoe and f and gotten nicely banged up for his |intact on his composing stone after ' a pains. We will go even farther andjeach circular job has been printed) H B Hard Pan Lines “| say that the mail order houses have jand print them up in catalogue form. MAYER HONORBILT = actually benefited the progressive lo-|If you have put out eight lots of say Sh P. 1 fHE ; cal merchant by opening the farmers’ eight circulars each, you now have a one are opu ar <=BERTSCH= a + eyes to the benefits of the “fair field |catalogue of sixty-four pages. A 6x9 SHOe ; Hil DER a al August 24, 1910 MICHIGAN TRADESMAN 35 The Moral Aspect of the Credit Sys- tem. Written for the Tradesman. Almost invariably when any one discusses the credit system he con- siders it from the standpoint of ex- pediency—not of fright or wrong. The first questions are: Which plan, cash or credit, will be more satisfac- tory; which will ultimately yield the gieater income? Which is really better adapted to the location? How many are there of those in att established business regularly granting credits or of those contem- plating engaging in mercantile busi- ness who ever think of the right or wrong of the matter? How many merchants there are, burdetied with the credit system, disappointed, harid- icapped, worked or worried to the verge of physical collapse, wishing they could get free of credit business, who never think that it is wrong doing which is causing their troubles. It is not because they can not help themselves; it is because they are too weak to take a right stand in tne matter. Is it right or is it wrong for a merchant to give credit? That all de- pends upon. circumstances. It depends upon the merchant’s financial ability, his knowledge of human nature, his experience, limited of abundant eapi- tal and the class of people with whom he deals. It is not only unwise but wfong fof a merchant to grant credit to every one who asks it. Nor in some communities and under certain ditions would it be either wise or right to adopt the iron clad rule of no credit to any one. con- It is wrong to grant credit to a known deadbeat; it is wrong to al- low further credit to any one who has failed to keep his promises. We co not mean by this the man who has failed to receive money due him or been disappointed if mzking a rea- sonably expected deal and who comes up like a man and makes explana- tion. We mean the man who nevei shows up until long after the set time and with some excuse that looks very flimsy asks for more credit. A merchant can even donate cloth- ing or provisions to the needy family of a man unworthy to be trusted; he can do this without becoming a part- ner to theft or putting a premium on lying. If a merchant grants eredit to an extent which prevents him paying his bills on time or inconveniences those of whom he buys goods he does wrong. If conducting a credit busi- ness jeopardizes his ability to fulfill his obligations it is wrong. If granting credit encourages idle- ness, waste, extravagance, bad hab- its and dissipation the merchnat sure- ly is doing wrong. It is wrong for a merchant to feed or cloth some oth- er man’s family better than his own without a certain guarantee of his pay. For it is true that many a man deprives his family of comforts or even necessities because he grants credit to those who are indulging beyond their means, or will not work when work is offered them at rea- sonable wages. Many a_ hard-working man _ of woman meets with loss or is disap- pointed in receiving money when due. The merchant knows their circum- stances and believes in their hon- esty. It is not only unwise but wrong to deny them credit because he has adopted certain rules to pro- tect himself from dishonest custom- ers. A little time on goods is but a neighborly* kindness which perhaps they have as much right to ask of him as of any neighbor. Of course the merchant can not carry all the subjects of charity—if granting cred- it means an out and out gift of the goods. It is unfair—yes, it is wrong—to carry an account of fifty dollars without interest a year or more for a than who has money in the bank ot plenty of pfoperty, and be exact- ing to the minute with the laborer who pays half his wages over his counter every week’s end. It is wrong for a merchant to overtax himself to carry accounts for the idle, the wasteful, the extrava- gant or the dishonest. Decide the question of credit or no credit solely on the basis of right and wrong and much of its perplexi- ties are obviated. Be as strict with the dilatory rich or influential as with the poor and unfortunate and you will think just as much of yourself and no doubt make just as much inotiey. E. E. Whitney. Town Moves Twice To Railroad. It is probable that in no other country of the earth than our own has a town “followed a rai'road.”’ The United States boasts of two instanc- es of the sort: Benton, on the Platte River, in Nebraska. when left in the lurch by the Union Pacific road, which shied off in another direction, was the first instance. The good people of that town, seeing no other way out of their difficulties, put their furniture, cattle, houses and barns on flatboats and floated down to a Iccation the railroad and there rebui't. The second instance was that of Knobnoster, Mo. For years before the Missouri Pacific was extended across the State from St. Louis, Knobnoster was a post town where- at the stage coaches used to stop for water for their horses anl food for their passengers. The engineers of the road finally entered the country and caused the line to be run about two miles to the north of the town. Then it was that Knobnoster waked up, some say for the first time in its existence. Its houses were put cn wheels and moved over to the new site. The Knobnosterians were about beginning to congratulate themselves that their place was tak- ing on the air of a real town when their troubles began again, for the railway authorities concluded to shift the projected line. A cutoff was de- cided upon, a move that left the new town away out in the grass and hazel brush. A townsite on the cutoff was laid out about two miles still farther to the north. The railroad was con- structed and a station erected. near It is said that the new town sulked for a while, but that finally one by just | one the houses, or most of them, were moved over near the station and rebuilt. So, in a year, the entire town had changed its location a second time, and was gathered about the railroal station, where it has remained evet since. For a good many years, how- ever, the Knobnosterians watched the railroad with suspicion. Edwin Tarrisse. a New Plans For Long Distance See- ing. The sensational prophecy has just been made that within a year we shall be seeing by wire even across the Atlantic and it is interesting to note that scientific authority admits the possibility. Dr. Shelford Bidwell weighs the chances. By a_ method similar to that which now telegraphs pictures to photographic plates it would be necessary to pass the se- flenium cell transmitter over the en- tire transmitting screen in a long spiral at least ten times every sec- ond or the persistence of vision would not combine the successive im- pressions into one view. At each passage the light variations of the selenium would be transmitted from each division of the many thousand of the transmitter screen to responding division of the receiver screen by a receiver synchronized to move exactly with the transmitter. Such a mechanism is not to be con- sidered, and the only practical seems to be to provide selenium cells and independent wires for each divi- sion of To produce a re- ceived image two inches square, made up of units of one-one hundred and fiftieth of an inch square, would re- quire elementary working parts. ———_+-.—___ Wisdom is great wealth, but too many think that wealth must be wis dom. a COF- plan the scene. Young Men Wanted To learn Veterinary profession. Cat- alog sent free. Address Veterinary College, Grand Rapids, Mich, Dept. A RAMONA Best Billof the Season” And “Only a Few More’’ / | Lil Arturo B rdi The Dainty Singer of Wonderful Italian Dainty Songs Quick-Change Artist Byers & Exposition Valadon Ramonagraph aie ak Herman feature flim 4 I he ‘*The Clown’s +sRamona’’ Magician Tiesaes”’ The Percheron Collar shoulder to the load. it comfortable for him to work. “PERCHERON”? Collar. a collar? BROWN @& SEHLER CO. raise blisters and all that sort of misery? How long do you wear such shoes? 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 hor e 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 your vicinity will appreciate such Ask us TODAY for Circular No. 62 describing this Collar, and we'll send you a pair of Beautiful Bridle Rosettes free of all charge. > VER buy a pair of shoes and have them pinch your feet like fury — 3 Grand Rapids, Michigan MICHIGAN TRADESMAN August 24, 1910 _ - “s Ss ~ Q . — — — S 4 = - = = = — << ¢ — = = © — > = = = - = : ¢ se — . = S re AND. = c =— | = t < _ : — _— * - - = = 7. z = 2 = = = = —, me zZ = 5 7 _— — - _ 7 J a — = = Ss oo KE kt — = S = s = far >. a ] [P—* ee Eek wo MEN OF MARK. William D. Weaver, President Clark- Weaver Co. In a fair majority of cases the of- fice drudge is the shipping clerk, an | assertion made flatly and with little | fear of successful the comparatively which disprove it. efficiency the greater his Agegrieved employes following other few examples lines of work will dispute this asser- | tion, but the efficient shipping clerk | has much the greater weight of test1- | mony to attest his apparently unfor- tunate status. and ambitious clerk shipping compensations that appeal to the as- | Necessarily his | confi- | dence and he has opportunities, de- | nied to others, of familiarizing him- | piring subordinate. position is one of trust and with the branch of industry self with the knowledge perhaps of read these lines are former shipping clerks who have “made good,” possibly through the combinations already cited, possibly through the acquirement of habitual | rapidity of thought and action as a natural complement of dexterity o! | combination | pen, possibly through a of both. The President of the great trans-continental lines was | once an obscure shipping clerk, one | ef numerous examples of those high | sn railroad officialdom who have Tis- | a membet | en from similar positions; of President started his career as a shipping clerk; the early work of the President of the greatest wholesale lumber dis- tributing concern in the world Roosevelt's Cabinet was a shipping indefinitely. An between him prolonged seems to. exist ships goods correctly and an upward | William D course in progress. But a working, practical knowledge of shipping goods does not insure rapid or notable advancement, there | be those of that calling who will re- main such all their working lives. Be- cause of inability, lack of ambition or slothfulness, or a combination of any of these, they must inevitably remain shipping clerks to the more able and wide-awake. But the official drudge of intelligence and ambition seems to be endowed with commer- cial advantages an_ effective shade better than those bestowed upon his fellow workers following other du- ties. The wide-awake, the actually fit for promotion, have orofited by these advantages until in the com- mercial world everywhere are those who have been graduated from the ranks of the shipping clerk to places of responsibility, prosperity and SS 0) tS to) rile “at H b | | oy yy Y) contradiction by | The greater his | drudgery. | However, the efficient | has | which he is connected. Within | all who | examples of) one of | clerk. The list might be| affinity | who | both sides were German-born, while his parents were both born in Can- ada and came to this country when quite young in years. Mr, Weaver was born on a farm in Walker town- ship, Kent county. He lived on the farm until he was 21 years of age, attending the country school and, in the meantime, putting in two winters in the Grand Rapids high — school. ruck: One of such, who has risen ‘from the humble calling to a notable ‘place in the wholesale trade of this market is William D. Weaver, Pres- ident of the Clark-Weaver Co. In the beginning Mr. Weaver’s busi- When he became of age he entered the employ of Shields, Bulkley & Co., who were then engaged in the whole- sale grocery business on South Di- vision street. His first work was to drive a team, but later he was pro- moted to the position of shipping clerk, in which capacity he superin- tended the removal of the stock from Iness career differed in no material \degree from the average; he found ‘and for a time held positions which jin one respect or another were dis- |tasteful or unsatisfactory; he experi- ‘enced the same lack of harmony with | his surroundings that others have 'met and early employers failed to dis- lcover in him anything of unusual ivalue, as witness the fact that he |made a change before he found his level. But in that statement, in the ‘latter portion of it, if you please, is lfound the difference between Mr. |Weaver and the ordinary drudge. He | found his level and the finding car- jried him upward. The business history of any man is inseparably connected with his pa- Hines therefore the sturdy German parentage of Mr. Weaver must not Ibe overlooked. His grandparents on South Division street to the pres- ent location of the house on Ionia = eaver Ww street. When the the name was changed to Shields, Bulkley & Lemon. After putting in about six years with this house he entered the employ of Clark, Jewell & Co. as shipping clerk. This house was located in the old Houseman building, corner of Ottawa and Pear! streets. Four years later the business was removed to the new Houseman building, on the opposite corner, and the frm name changed to I. M. Clark & Son, at which time Mr. Weaver took an interest in the business and went into the office as house sales- man. The business was subsequently moved to the Clark building, on South Ionia street, and the firm name was changed to the corporate style of the Clark-Jewell-Wells Co. Mr. Weaver change was made corporation and, in addition to his duties as house salesman, he was as- signed to buy a portion of the goods. After six years’ faithful service in this capacity he took a managerial position with the Clark-Rutka-Weav- er Co., wholesale hardware dealers. He was not only made a director of the new corporation, but was elected to the position of Secretary and Treasurer and divided the business management with Mr. Rutka. Two years ago the corporate name was changed to the Clark-Weaver Co., when Mr. Weaver became Vice-Pres- ident and General Manager. On the death of Mr. Clark, about a year ago, he became President of the cor- poration, a position he has since fill- ed with credit to himself and with satisfaction to the stockholders and customers of the company. He still superintends the buying, being as- sisted in this work by C. L. Comey. The house has prospered every year under his management and has now five traveling salesmen—one city man and four outside of the city. The officers of the corporation are as fol- lows: President—Wm. D. Weaver. Vice-President—FE. J. Clark. Secretary—C. A. Benjamin. Treasurer—C. L. Comey. Frank Jewell is a director of the corporation. Mr. Weaver was married twenty- nine years ago this fall to Miss Lil- lian A. Huff, of Grand Rapids. They have one daughter and reside in their own home at 443 West Bridge street. Mr. Weaver erected a fine home on forty acres of the old farm in Walker township and, after living there seven years, sold the property to Frank E. Brown, of Grand Rapids. Mr. Weaver is a member of the Wallin Congregational church, of which he is also a trustee. He is not «4 member of any fraternal order and, so far as the Tradesman’s knowledge goes, he has never had but one hobby and that did not appear until this year, when he purchased a Cartercat. For the first time in his life he is taking in all the country roundabout Grand Rapids, calling on the custom- ers of the house and viewing the country at close range. Mr. Weaver attributes his success to hard work and sticking to it. He has taken few vacations since he started on his business career. He has been one of the most faithful men this market has ever seen and it is naturally a matter of congratu- lation that his faithfulness has been rewarded by success. ——_»2>—_—__ What’s in a Name. “T don’t like your heart action,” the doctor said, applying the stethoscope again. “You have had some trouble with angina pectoris.” “You're partly right, Doctor,” said the young man sheepishly; “only that ain’t her name.” eae The Smile Reminiscent. “IT see you are smiling at my jokes,” said the waiting contributor, hopefully. “Yes,” replied the editor, “that courtesy is due when one meets old was elected a director of the new! friends.” —unbemmeen August 24, 1910 MICHIGAN TRADESMAN of Glimpse at the Career of William Haldane. The ground occupied by the Mich- igan Trust Company was acquired in the early forties ‘by William Haldane. Upon the .corner he erected a com- modious house in the Gothic style of architecture, using cream colore4 bricks that were manufactured in Milwaukee. It was the first good brick house erectéd in the city and Mr. Haldane occupied it many years. On the rear of the lot Mr. Haldane cultivated grapes, of which he made wine of an excellent quality. The property was badly injured by the lowering of the grades of Ottawa and Pearl streets thirty-five years ago and Mr. Haldane sold it to the city in the expectation that it would be utilized as a location for the City Hall. The building was occupied by the Board of Public Works a num- ber of years, and when the first fire alarm system was installed a derrick nearly 100 feet high was erected on the lot to contain the general fire alarm bell now located in the tower of the City Hall. Mr. Haldane was a cabinetmaker in Delhi, New York, before taking up his residence in Grand Rapids in 1837 and he design- ed and built the first machinery used in making chairs and other articles of furniture. He manufactured cheap furniture for several years and then engaged in the retail furniture and undertaking business, which he con- tinued until 1871. After selling his home on Ottawa stret to the city he purchased a lot on the west side of Jefferson avenue, opposite the foot of State street, and erected a_ brick house, where he spent the remainder of his days. He owned the ground adjoining the Hotel Pantlind on the north, and after discontinuing his re- tail business razed. the old frame structure and erected a_ substantial brick building thereon. Several years later this property was sold to I. M. Weston, who used it in part when he erected the Weston build- ing. Deacon Haldane was a member of the Grand River Valley Horticul- tural Society from the date of its organization until his death. He gave much time to its work and seldom failed to attend its monthly meet- ings. He was a connoisseur in wines and was frequently called to pass judgment upon the quality of vintag- es exhibited at the State and county fairs. He believed that a little wine was good for the stomach and, on one occasion, when questioned as to the injury its use might cause to the user, he warmly declared that if he could be convinced that harm would follow the moderate use of the wine ke made he would roll every barrel of wine he owned into the street and knock the heads in. Deacon Haldane was a member of Park Congrega- tional church for nearly sixty years and was a useful and honored citi- zen, Arthur S. White. a ee ee :Now You Even Swim by Machinery. A ten pound swimming machine that may be packed in a suitcase is the invention of a Frenchman. It is a safe and rapid semi-craft for the man who swims or the man who does not. At the front of the appa- ratus is a cylindrical metal float, with conical point and a depending rud- der. At the rear is another metal float, with stirrups acting upon a propeller, the two ends connected by a wooden bar, on which the swimmer fies as if on the water. Kicking with his feet and alternately pushing and pulling with a cross handle bar just back of the forward float the swim- mer on the swimming machine gets a maximum of exercise while making a speed impossible to the ordinary swimer on the open water. WALTER SHANKLAND & CO. 85 CAMPAU ST., GRAND RAPIDS, MICH. Mich. State Sales Agents for The American Gas Mach. Co. Albert Lea, Minn. Columbia Batteries, Spark Plugs Gas Engine Accessories and Electrical Toys C. J. LITSCHER ELECTRIC CO. Grand Rapids, Mich. 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 Mig. Co. Chicago Makes Gasoline Lighting Systems and Everything of Metal A Good Investment PEANUT ROASTERS and CORN POPPERS. Great Variety, $8.50 to $350.04 EASY TERMS. Catalog Free. KINGERY MFG. CO., 106-108 E. Pearl St.,Cincinnati,O, 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. 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 Ib. tin boxes, 10, 15 and 25 lb. buckets and kegs, half barrels and barrels. Hand Separator Oil Is free from gum and is anti- rust and anti-corrosive. Put up in 4, 1 and 5 gallon cans. STANDARD OIL CO. Grand Rapids, Mich. Welcome, Master Horse Shoers ie 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. lonia St. Wholesale Hardware Grand Rapids, Mich. 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 AAS Ss Ml) (amt) (oa ee Wess eg 2 ng ui Mey, Ms “ey, "th, “daa 4,4, 4% at Ss. "y "” Hay , «%% 42225223 yy 4 WY) Md Mi we FOSTER, STEVENS & CO. Grand Rapids, Mich. Write for Catalog. Dime i , ao ea N SS! Exclusive Agents for M chigan. New Invention Just Out Something to Make Every Pound of Your Waste Paper Bring You Good Dollars The Handy Press For bailing all kinds of waste Waste Paper Hides and Leather Rags, Rubber Metals Increases the profit of the merchant from the day it is introduced. Price. $10 f 0. b Grand Rapids. Send for illustrated catalogue. Handy Press Co. 251-263 So. Ionia St. Grand Rapids, Mich. 38 MICHIGAN TRADESMAN August 24, 1910 VALUE OF ILLUSTRATIONS. They Are a Great Advantage To the Merchant. 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 ot ady ertising for zomment. Jf you run across a good thing, send it to me. Let’s pass along these good things. Mr. Mer- chant, yeu are given a standing invita- tion to send me your advertising for eriticism ana suggestion. Let me help you get up your next special sale T am here to help you make money—no charge fur my services. It has that pictures are a great help in training children in kindergarten work. We are not all artists, but to a great ¢X- tent we are all grown up children. The difficult task of training the ju- venile mind by the use of simple ob- ject lessons and pictures can be turned to account in the more difh- cult field of advertising. been proven very That pictures attract the eye much quicker than cold type admits of no There is simply no ques- what a well-worded adver- tisement will attract the attention 01 more readers when _ illustrated timely and appropriate cuts than the same identical reach argument. tion but with advertisement can hope to without the illustra- tions. The eye is picture message al- aware of at. what | advertisement caught by the and you have read the most before you are Here is a fine sample of would call writing: intense NEED iT. ITS wn EIN THE BAN SAMES J. HILL, the great - king, made money clinging a pick when a young man. He BANKED ead SAVED his earnings. He became a ConMector and saulti-millionaire. Make OUR Bank YOUR Bank We poy liberal interest consistent with safety, 3 per cent. THE MARISN TRUST COMPANY The little bees are always busy. They are noted for their methodical habits and they store up the extract- ed sweets. Another idea along these same lines would be the illustration of the squirrels. We know how fru- Often in boyhood days when out in the woods we have found their winter supplies and boylike—thoughtlessly—have rob- bed the bank of the cute little never once dreaming of the hardship we may have occa- sioned to said squirrel during the gal they are known to be. savings squirrel, cold winter. “If a thing is worth doing it is worth doing well” is an old saying and a true one. It is cer- tainly worth while using cuts in your advertisements, and it is worth while using good ones. Timely _ illustra- tions are necessary—any old thing simply Only ago we noticed an announcement of “White Stock- ings” illustrated by the use of a cut showing “Black Stockings.” won't do. a few weeks Nine Cents will stretch a long ways At this Big Special Merchandise Event—Come and see. Nine Cent Sale A wonderful sale of over 3,000 articles worth all the way from Ioc up to 25c. Come and See What 9 Cents Will Buy Here are useful articles— such as you need every day and really ought to have. Here is a suggestion for a rousing big 9 cent sale. Just at this time of year you will find that people are buying little things, useful and or- namental, for home use. This 9 cent sale can be made a big winner. I would have not only the 9 cent arti- cles, but 19, 29. 39, 49, 99 cents, $1.59, eitc.—everything ending in 9 cents. [ would paste some bright new pennies on a cardboard sign right over the figure 9, as shown in the cut. Be sure and have bright new _ pennies over a black glossy figure in order to get the proper effect. A friend of mine came into the store and showed me the following letter a few days ago. It was short- ly after the arrival of a baby boy at their home. The letter was en- closed in a package which, upon be- ing opened, disclosed a pair of di- minutive woolen cloth trousers, with a little pair of suspenders and sand- paper patches for striking matches. Altogether it is a very clever piece of advertising and reflects. great credit upon “Johnnie the Booster,” who receives the honor of bearing such a progressive handle to his vame. The letter explains itself: Knox, Ind., Aug. 20—I take great pleasure in congratulating you upon your safe arrival; may you grow up to be a useful man, and an honor to your community. Enclosed I allow myself to present tc you “your first pair of trousers.’’ They are cut over the same pattern ‘‘mother used to make’’ and, no doubt, they will be a perfect fit. I hope that you will save them and remember that one of life’s greatest lessons is to be saving. Watch the pennies—they will grow into dollars as YOU grow into manhood. Please remind your parents that we pay special attention to “little boy’s out- fittings’ and that you want them to buy your first suit at this store; the pennies they will save thereby will give you a nice start for your future bank account. Well, little man, hoping that you will grow up a friend to this store and that in the meantime your father and big brothers (if you have any) will not for- get me, I beg to remain with best wishes for your welfare. Gus Reiss, The up-to-the-minute clothier. This is what I call effective work. The family which receives this little souvenir gets the impression that the dealer, who is thoughtful enough to send the letter, is interested in the new arrival. Once we can impress a family that we have more than a mere selling interest in its members, we are moving up a notch in the esteem of that particular family group and we likewise stand a mighty good chance of gaining the influence of the household, so that when the store is mentioned around the festal board a pleasure to your parents|in even little Johnnie will be apt to exclaim, “Why, that’s the store that wrote the letter to little Willie.” It does pay to gain the friendship of the children grouchy old child I think, fellow.” and when | see a storekeeper mistreat a “What a foolish old By the way, you must not minute imagine that old and grouchy go hand in hand with cross and ugly, for not all old fellows have allowed themselves to become cross- grained. Yesterday I was in an old- fashioned store, run by two brothers, both well up in years and from ap- for a pearances well blessed with the world’s goods. In passing, I may say that not all of these goods are ot recent design, many of of the antediluvian period, were handed down which are and some from the stone age from appearances. But that was not what I started in to tell you. The senior member wore a smile all the time I saw him, better natured and a happier, “old scout” would be hard to find, just brimming over with fun and good spirits. It actually does a fellow good to run across a man like this. The influence spreads among the clerks and, likewise, to the customers. Everybody seemed to be lively and happy in the store. While the cffice I saw a great lot of ad- vertising bills which were never handed out. But I don’t suppose that made any difference to these old boys, who were not advertising for business. They were, no_ doubt, prompted to get out these bills just to let their competitors know that they, too, could do a few turns with printer’s ink. More’ business? No, bless you. They don’t care or want more trade. They are landmarks— and have all the business they can handle—any more would be useless. The hour sales originated in the East and have proven very popular. This is a clean, well-set advertise- ment, well worthy of your study. My criticism of this hour sale is that cone hour is too short a time. I am interested in watching whether this is really time enough and will report development. Anything new or novel which is of practical value to the readers of this magazine will be given in detail. It is my intention to genuine make this interest to department of you. I want to show fac similes of the latest. “kinks” which brought results. Let us make this a very have co-operative, mutual-benefit affair. Let us all work together to help each other. None of us—not one—has a monopoly of the brains or the other good things of life. Let’s be socia- ble! Let's around the things. If you run ticularly pass good across something par- which strikes you make it a point to TOMORROW) YOU WATCH good, favorably, sen 10 to "1 Silk Dresses, Suits, Jackets, White Serge Suits and Jackets, Novelty Jackets and Capes value, for et = {Size 38)—Bisck taffeta silk drese, $20 value, $10 98 Le cde peas cacecuam ss cesmebeares . Lot 4850 (Size 34)—Navy biue taffeta silk dress, Dagobert, $i1 98 $22.50 value. for.......-.----ereeeennee tees e terest ents ur - (Size 38)—Black silk jumper, braid trim, $§ value, $ 4 98 ae =» (Size 26)—Black silk jumper, $15 value, $ 1 98 ee ie sek wec ee cca ee memes tel . Lot - (Stze 18)—Blue and white stripg wash silk dress, $ 1. 98 GIS value, BOF. .... cece sees erecceceee scree rer srseresseces Let 6384 (Size 18)—Gray and white stripe wash silk $ 7,98 Gress, $15 value, fOr. ....-..-- cence cree cress csteectenee! Lot 4134 (Size 26)—Rose rajah silk dress, hand-embroidered, $13. 98 Persian piping, lace yoke ‘and cuffs, $25 value, for........ Size 40)—Gray braided poplin dress, $15 value, Mere ee § 1.98 ta ge ee ie ee (Size 26)—Lilaek foulard with white figure, clown $10 98 regs, $20 value. for... ....--2ece ere seer e tere etree 1s Lot 4297 (Size 38)—Navy foulard, with white figure, $20 value, $10.98 Lot 4287 value, Lot 5827 «8 valine, Ee Let 5828 (Aseorted}—Foulard silk dresses in Russian tunic $10. 98 effect, satin trimmed, fp a variety of colors, $20 valve, for. cet 5636 (Size 42)—Natural pongee, satin-trimmed and $10. 98 braided. twnic effect dresses. $27.50 value, for......--.--- Lot 5990 ( Assorted}—Natural pongee, Persian and braid- $ 9, 98 trimmed, $18 valme, for.......-----.-0- eee ere centres Let 3748 (Size 88)—Elaborate!y braided jacket with polks “$18. 98 dot satin Mning, $35 value, for.....-.----- essere erst eee Let 4388 ‘Size 36)—Myrile green bengaliue silk ja: inch peau de cygne lining, $25 value, for Let 4049 ‘Size 369—White serge jacket, 36 inches long, $10 Calibe, (OT. ccc ce cece cen nersmccccseacencnearesscveesees wae sc {Size 16) ee bine military cape, $10 value, Lot es cau 38)—Black Seceunline hand-embroidered 18 evening dress, en train, $40 value, for............%.-....4 $ 58 Let 5607 (Size 36)—Navy ——, sopra overdress, satin- _ trimmed, en train, $40 walue, Lot 4354 (Size 38)—Gray and et stripe measaline drese, $19 98 $40 value, [0F.. 0... c cece cece eee reer enter eter nenesensl ’ Watch Daily Papers for Our Hour Sales During August SAUL’S A. L. CRINNS, Mgr. 120-122 East Berry Street q 3 August 24, 1910 it to me in care of the Tradesman. Whether you are a merchant, whole- saler, salesman, drummer or what- ever your vocation you can help to make this department pull business for some worthy dealer. Your scheme may help someone else to reap good results. The scheme you see work- . . eG . ed may be just the thing some other ing of a star salesman. fellow would be tickled almost to death to know. Clip out the good catchy advertisements. Write me fully about the new _ business-bringing schemes. Let’s all work together tor the common good. After you have worked your scheme or have seen it worked and noted the re- sults, it won’t lessen its good virtues if some other dealer away off in an- cther part of the State advertises the same thing. Neither will it weaken your efforts nor diminish the pulling power if you repeat the same thing and give it proper publicity. Come on let’s be neighborly. Don’t hide the good things under a bushel. Write me a line. I will appreciate it greatly and thank you in advance for it. Hoosier Storekeeper. —P Striding Upward. “Some tremendous strides is bein’ made in medicine now’days,” observ- ed the village veterinary, in the gen- eral store. “Sure’s you're livin’,” ejaculated Si- las Skinuint. “why, not more’n 4 week ago, down at the city, I paid 60 cents to git a prescription filled that used to only cost me half a dol- lar!” ———_- re Innocence is sometimes used as a synonym for ignorance. MICHIGAN Do You Fall Short of Success? Smith is a city salesman for a firm of office furniture manufacturers. He is a pretty good salesman, but not a star. Smith wonders why this is. He has all the appearances, the assur- ance, the language and _ persuasive- ness that ought to go to the mak- He can go into the office of a buyer who for years has tabooed the firm because he did not like the other salesman, sit down, smile and turn loose a flood of language that will make the buy- er see Smith’s firm in a new light, make him listen carefully and end by giving at least an experimental order. In spite of. this Smith does not rise out of the ranks of the mediocre. There are several men on the staff whose annual sales equal his, and they far from possessing Smith's gifts, at that. Smith can not under- stand it; but the other day he was handed a hint that he still is think- ing about. Smith has got considerable of a temper. He is just egotist enough to become riled a little when anybody begins to oppose his will and desires, and if said opposition continues and progresses Smith’s temper does like- wise, and presently he is good and mad. When he gets that way he does not care how far he goes, what he says, or what he or the other fellow does. He “loses his temper,’ and there is apt to be a little muss. Not that he ever lets himself go during business hours. He is too well train- ed, too good a business man to do that. He can take and swallow any FRADESMAN opposition in the way of business, but afterhours he quits beimg cau- tious. The other night Smith was going home on the elevated. There was plenty of room in the car and Smith walked toward the end. About in the middle a portly, middle aged man of fatherly appearance was busy reading his paper. He was so busy reading that he failed to notice that his well clad legs were extended well into the middle of the aisle. Now, the car not being crowded, it would have worked no hardship on Smith to have passed without trouble, but he was made of different stuff. The sight of the oth- er man’s carelessness irritated him. He deliberately kicked the feet in the aisle. There was something of a wordy fuss. “You're a ruffian,” said the fatherly man, “You're a dub,” said Smith. “Some- body ought to hand you a slap in the face for your lack of consideration for others.” Next day Smith went to land a big order. He had been working for days to see the President of a concern that was about to install new furni- ture in its office. That day was the day when the President, by letter, had agreed to give Smith an inter- view. He went to the office. He sent in his card and he waited, full of conf- dence. He knew that he could sell the bill if he could get the Presi- dent’s ear. He was ushered into the office. a 39 “Get out” roared the Pre.sident. . Oh. Of! ONT’ cried Smith: But he got. Who was the President? Who but the mani whose feet Smith had kicked in the elevated car the evening be- fore! Smith is beginning to wonder if he hadn't better controlling his temper after hours. John Armand. ae Makes Life Worth Living. IT went out into the country the other day in an automobile just to get away from business. I was sick of four walis and a ceiling. I was longing for the open fields. In the country you do not ask the name of the farmer trudging along; his face is kindly and you speak to him. anyway. I gave the first I saw a lift for a mile or two and we gossiped familiarly. I had left a world of work and worry. He seemed to be I had thought my world His was full of woners. begin content. most wide. He told me how to kill the smut in oats and how a nation’s welfare hangs upon the price of corn, pig iron and pork. We sat down on a log. He told me things you can not read in books and showed me where far beyond the hills his realm begins and where a mile away beyond the green his dominion ends. We chatted on until twilight when I rode back to town to take up lighter tasks than his: although mine seemed pon- derous before——Rambler Magazine. —_—-->- Repentance may have tears, but it is never genuine with endeavor for better things. slowly To sell Argo—stock it. But what is there to take its place? That’s the answer. at the bottom of the bin and which he can’t well serve to his customers. Argo—the perfect starch for all laundry uses—hot or cold starching—in the big clean package to be sold for a nickel. You don’t have to explain it but once to your customer—If she tries it, she’ll order it again. CORN PRODUCTS REFINING COMPANY NEW YORK | aes grocer really 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 doesn’t want ew MICHIGAN TRADESMAN August 24, 1910 a an lA TLE Salesmen Who Are Salesmen and Not Spongers. If business methods are to become an exact science—and that is the ob- jective of all progressive commercial houses—something must be done to settle the vexed question of the sales- man’s expense account. What will the house in the way of its representative's personal expenses?—that is the ques- tion. There can be but one answer. The house should pay such expenses as are calculated to promote and in- crease its business; nothing more. The indulgences, extravagances and whims cf its employes are negligible in a thorough business system, And it is only by a thorough business sys- tem that any house can keep its place in the front ranks. A summary of the legitimate ex- penses which a house should pay for its salesmen would include transpor- tation, hotel bills, baggage, porter hire and expressage. Com- mon sense will dictate when extras for emergency cases should be al- lowed, excess It is a question whether the laun- dry item should be included. It is true that a salesman’s clean linen and neat appearance reflect credit on the house, and for this reason the item of laundry, when accompanied by the receipted bill or voucher, may be pre- sentable. On the other hand, if laun- dry is to be admitted to the expense account, why not barber bills, baths, shines and the of keeping clothes in repair—even the cost of new clothes? Such expenses are eminently per- sonal. A man with pride in himself and with sufficient ability to earn his living expects to keep himself well groomed. He could not mingle with the business world unless he did. If he is not able and willing to pay for getting himself shaved and his linen jlaundered and his trousers pressed, does he not rather belong to the class of red-shirted. muscular toilers than to the salesman’s more gentlemanly class? expense Readiness Expected. When the sales manager buys a diamond for his personal adornment he buys it already cut and ready for the setting. Isn’t the same principle applicable to the engaging of a sales- man? The house hires Mr. Jones on a liberal salary or commission to rep-, resent it on the road; it follows as a matter of course that Jones, beside heing a potential business winner, is clothed and presentable, and will keep himself so. Theatrical managers fied the problem. have simpli- They pay the-star who is able to draw business a good “stand for” | round sum, and the star is expected tc furnish the costumes and dress the nart. He can afford to do it for the salary he gets. And by the same reasoning a competent salesman will jadmit that he can afford to pay for his clean linen, his shines, etc., out of his commissions. If he is not realizing enough on his commissions ito cover these trifling personal ex- ipenses he would be wise to seek an- other business connection. A reputable house expects to pay its representative’s expenses at a 'good hotel. There is a certain ad- \vertisement for the firm in this out- lay, and also, the comfort and conve- ‘nience afforded the salesman in stop- ping at a first-class hotel materially ‘affect his sales. These matters of ad- 'vertisement and convenience must be ‘recognized as positive values, not to -be tampered with any more than the ‘rolls of bills in the firm’s money \drawer. They are actually worth so “much of the firm’s money. | There are salesmen and salesmen '—and some of the other kind are in ‘the habit of charging in their ex- \pense account $4 per diem hotel bill while they really have little to do ‘with the hostelry in question except ito write letters to the firm on its ‘Stationery and to lounge in its office .cf an evening. They have perhaps engaged a room for a dollar a day in a cheaper place and are getting their ‘meals at a cheap restaurant, thereby |Perverting $1 or $2 a day of the firm’s ‘money to their private uses. Firm’s Funds Sacred. If any one should confront such a ‘salesman and accuse him of embez- zlement he would be utterly dumb- ‘founded. Probably he would offer ‘one or two lame excuses for his mis- ‘appropriation of the firm’s funds. The ifirst excuse is that “what the firm ‘does not know won’t hurt it.” which |is too puerile even to merit criticism; ‘the second excuse customary under such circumstances is, “Well, if I am willing to experience the discomfort of living in a cheaper place when I might enjoy the advantages that the firm pays for, that is my lookout!” But it is not the salesman’s lookout. It is the lookout of the sales mana- ger, who has virtually been robbed of money furnished to facilitate his representative’s getting sales and “keeping up appearances.” Any system of espionage which the firm may seek to employ to guard its interests in this respect is useless. Conscientious salesmen would hardly endure a spotter in the person of the hotel cierk, even although such might occasionally be useful to detect in- \stances of fraud. And even if vouch- ‘ers could be obtained from the hotel itpossible “padded” }|€conomical. ‘|American plan at $4 a lay will often | management tallying with the items 'in the salesman’s account of his ho- tel expenses, these vouchers could not be relied upon, since it is in the interest of the hotel management to avoid compromising a guest. Some firms have solved the prob- lem by securing a rate from all the hotels which their salesmen patron- ize. This plan, beside forestalling a account, is also A hotel run on_ the concede a rate of $2.50 under these circumstances, which also makes it sufficiently easy to ascertain whether the salesman was actually entered as a guest at this hostelry. The Small Leakages. It is to be regretted that such items as railroad fare, sleeping car and parlor car accommodations, cab hire, etc., are susceptible to such an amount of juggling on the part of the occasional unscrupulous traveler. Some men will continue to ride all night in a smoker or accommodation coach and charge up the cost of the sleeper they didn’t take, to the house There is apparently no recourse for such abuses, but it is well for such a salesman to remember that each act of this kind is apt to be noted by some fellow traveler and circulat- ed to the detriment of his reputa- tion among salesmen if not to the in- jury of his standing with the house. Further, he will find the strain and fatigue of traveling on the road suf- ficiently exhausting without these minor discomforts which accrue from the habit of reneging on the ex- pense account. If he is to get results as a salesman he must feel fresh and unfatigued after an all night’s jour- ey. All the advantages which the most liberal house allows him are important in influencing his sales. It is a truism that there can be no di- vergence between the interests of the employer and the employed. The salesman who falls into the habit of padding his expense account is morally defective, and in a meas- ure irresponsible. Whatever glitter- ing results he may obtain, his ability is offset by the ugly counter consid- e1ation—his untrustworthiness. Soon- er or later the padded expense © ac- count gives itself away, the suspic- ions of the firm are aroused and the integrity of the salesman challenged. “What shall we allow for enter- tainment expenses?” is the never set- tled query of the sales manager. This is the most dubious entry in the salesman’s expense account. Even when such expenses as theaters, sup- pers, etc., are legitimate and result in getting business, they evidence a con- dition of affairs which the house must necessarily deplore. If Jones & Co. are selling shoes they ought to get orders on the merit of their goods, as compared with a competi- tor’s line—not on the stiength of the convivial inclination of the customer’s buyer. It is an evil that the habit of treating and entertaining should enter into the commercial equation. Hospitality vs. Bribe. The buyer who makes a practice of accepting hospitality in return for the influence he may exert in landing a sale is on the level of the man |who_ accepts a bribe for political fav- ‘ors. And the salesman who admits himself obliged to dispense such du- bious hospitality is virtually in the ‘position of the giver of bribes, un- less, of course, exceptional circum- stances alter the case. The sales- man who offers wine suppers and the- zter tickets as an inducement to his customer, faces the imputation of some fault in his own methods of salesmanship. Else why should he not have closed the sale by ordinary, legitimate, commercial enterprise? One old white-haired veteran in the ranks of salesman, who has an en- viable bank account as a result of forty years’ effort on the riad, makes it his boast that he has never given a customer so much as a cigar in the entire course of his experience. He is not a stingy man; if you are received as a guest at his home you will be elaborately entertained and generously treated; but the “govern- or,’ as the boys call him, holds it as a matter of principle that treating as 2 method is beneath his dignity. “T can get sales, because I sell The Breslin Absolutely Fireproof Broadway, Corner of 29th Street Most convenient hotel to all Subways and Depots. Rooms $1.50 per day and upwards with use of baths. Roums $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 Hotel Cody Grand Rapids, Mich. A. B. GARDNER, Mgr. Many improvements have been made in this popular hotel. Hot and cold water have been put in all the rooms. Twenty new rooms have been added, many with private bath. The lobby has been enlarged and beautified, and the dining room moved to the ground floor. The rates remain the same—$2.00, $2.50 and $300. American plan. All meals 50c. When you see a traveler hustling extra hard, make up your mind his object is to reach Grand Rapids by Saturday night. Sunday passes quickly at Hotel Livingston Grand Rapids ea ah aes August 24, 1910 MICHIGAN TRADESMAN 41 gcod goods—and because I know how to prove their merit to any man who will stand upon two legs and ar- gue the question with me.” This is the “governor’s” version of his suc- cess. “I wouldn’t give so much as a cigarette butt to influence the big- gest order that was ever entered on a book. Why? Because I would feel that the cigarette butt was worth more commercially than my capacity as a salesman.” The “governor’s” is an exceptional case, of course. There are occa- sions when the best and most self- respecting salesman may treat to ad- vantage and not feel that he is giv- ing a bribe. In such instances the salesman’s expense account may con- tain an item for entertainment—but it should always be accompanied with an itemized statement as to what the entertainment comprised and with the name, position and any _ pertinent facts concerning the recipient of his hospitality. Two Methods Compared. Some houses have been sufficiently enterprising as to abolish the itemiz- ed expense account altogether, allow- ing a teasonable margin for the sales- man’s expense and throwing him on his own devices after that margin (which is usually a.generous one) kas been exceeded. The plan has its virtues and objectionable features. Perhaps the virtues of the system predominate. In the first place, it does away with any suspicion which may exist between the house and the salesman, obviating any possible temptation to inflate an expense ac- count; then, too, it is a time saver, both in relation to the salesman and to the book-keeping department in the home office. Every man with ex- perience on the road knows. the amount of time and mental effort necessary as a result of having to balance an expense account daily; and the head book-keeper in the house knows that it comprises a compli- cated detail which he would gladly eliminate. As to the objections to the system, the principal one is that it is a less accurate method of ac- counting than would exist, supposing salesmen’s expense accounts were in- variably “on the square.” The salesman who thinks that lit- tle leakages in his expense memoran- dum do not matter “because the firm is rich anyway,” is a short-sighted business man. When the little leak- ages are taken in the aggregate, where from twenty to 200 salesmen are involved, their sum in the course of the year makes an appalling dif- icrence in the matter of dividends and the ability of the firm to ex- tend its enterprise. The wealth of the firm which he represents is one of the salesman’s assets—it repre- sents growing importance and more readily accomplished sales as a re- sult of which that same salesman will draw bigger commissions next year. And since the wealth of any firm is threatened by these whole- sale leakages in expense money, is it not for the salesman’s own advan- tage to be careful in stopping the leak so far as his own are concerned? So long as the itemized expense account exists the house must in- trust its funds to the salesman, just as the United States Government in- trusts the interpretation of its laws to the various executives of the bench. The salesman who is saga- ciously figuring how to job his laun- dry bills, wine suppers and other in- dulgences onto his expense account errs in three ways: first, he has not the interests of the firm at heart, which are identical with his own best interests; second, while he shows himself clever in minute details in manipulating his accounts, he is per- verting his quality of cleverness, which would be better expended in getting new business for the firm ne represents; third, he suffers moral degeneration, which has its commen- surate effect on his physical, mental and selling abilities. Either abolish the itemized ex- pense account altogether, or, if nec- essary, re-organize the system so that all superfluous or doubtful en- tries will be eliminated, making an exception of entertainment, laundry bills, etc., only when convinced that the cifcumstances warrant the expen- diture. If possible arrange with ho- tels to house your salesmen at defi- nite and reduced rates, require, if consistent with all other conditions, that the salesman travel on mileage, which, much the same as a_ check book, affords vouchers for the de- mands upon it; allow for reasonable et ceteras, and hire only salesmen whom you are sure are salesmen and not sponges.—J. W. - Madison in Salesmanship. o-oo Flowers Take Ether and Grow Faster. used upon bulbs and dormant and awaiting the touch of spring is one of the newest experiments teported from Copenhagen. Dr. Johanssen of the Danish capital has shown that num- bers of flowering plants, anaesthetiz- ed with choloroform or with ether while in the dormant state, awake to a remarkable activity of growth and to superexcellence in flowering, after they have been removed to growing conditions, out of doors or under glass as the case may be. Anaesthetics plants while In the matter of the Easter lily, for example, the bulbs are incased in an air-tight receptacle, while hang- ing from the inner side of the closed lid the chloroform or the ether is suspended. The temperature should be kept as near as possible to 62 de- grees Fahrenheit and the dormant plant life left to the anaesthetic for forty-eight hours. They are planted under a subdued light for a few days, after which they appear literally to spring from the earth into abnormal- lv vigorous, rapid growth. Lilacs. azaleas and lilies of the valley seem especially benefited by the treat- ment. Azaleas, potted on Feb. 25, were in full bloom on March 8, while untreated specimens in adjoining beds did not mature their blossoms until two weeks later. The expense of the treatment is almost nothing, and with further experimentation it is predict- ed that a distinctly mercantile propo- sition may be evolved. +2 Annual Picnic of Traverse City Trav- elers. Traverse City, Aug. 22—Traverse City Council, No. 361, U. C. T., held its fourth annual picnic at Poplar Point Saturday, August 20. Fully 150 of the traveling men, with their wives, enjoyed themselves from early morning until late in the evening. Soating, swimming, fortune wheels and ball games were some of the leading features. All went lovely in the ball game until A. L. Joyce hit for three sacks and lost the ball. There was a grand spread at noon, consisting of cold meats, cookies, pies, salads and cakes, etc., putting Heinz’s assortment out of the race. Visiting members from Grand Rap- Saginaw, Detroit, Chicago and Oklahoma were present. Fred A. Richter, Sec’y. a Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. 3uffalo, Aug. 24—Creamery, fresh, 26(@30c; dairy, fresh, 23@25c; poor to common, 21@22c. Eggs-—Strictly fresh candled, 22@ 2214c; at mark, 20@2I!Ic. Live Poultry — Fowls, 15'4@16c; broilers, 16@16%4c; ducks, 15@16c; old cocks, 11@t12c; geese, toc; tur- keys, 15@I7Cc. ids, Dressed Poultry—Iced fowls, 15@ 16c; iced old cocks, 12@r13c. Beans —- Pea, hand-picked, $2.50; red kidney, hand-picked, $3.50; white kidney, hand-picked, $2.75(@3; mar- row, $3.15@3.25; medium, hand-pick- ed, $2.50@2.55. Potatoes—New, $2@2.20 per bbl. Rea & Witzig. ———_+.-___ A I/Anse correspondent writes as follows: David Levitan, the well- known merchant of this place, has an- nounced his retirement from the mercantile business. He has been in business in L’Anse for the past twen- ty-three years and is one of the best known business men in Baraga coun- ty. It is his intention to become again a commercial traveler, which was his occupation before he embark- ed in business for himself. It is un- derstood that the L’Anse business will be continued by Mrs. Levitan. A Gwinn correspondent writes: Os- mond Wills has accepted a position with Henry M. Louis & Co., fruit dealers of Milwaukee, as salesman. His territory includes Gwinn, Muni- sing, Marquette, Negaunee, Ishpem- ing, Republic, Champion and Michi- gamme. La Bonte & Ransom, general deal- ers at Manton, have engaged in the drug business in a separate building under the style of the La Bonte & Ransom Drug Co. The Hazeltine & Perkins Drug Co. furnished the stock. -_—-.oas—- -——_ Coopersville Observer: Dan Cle- land is laid up with a broken collar bone and other bruises, which he re- ceived in an automobile accident near Fort Wayne, Ind., while engaged in his duties as salesman for the Ideal Clothing Co., of Grand Rapids. He was thrown from the car, caused by a deep hole in the road, the depres- sion of the front wheels jolting him out of the seat. He will be laid up for some time, but is thankful that his life was spared. (aaa lle ee penr eremmemeee The blessing of prayer is not a reward for telling the omniscient all about our neighbors. F. O. B. Factory FLOWER POTS RED BURNED Strictly High Grade Carefully Packed in Any Quantity No Package Charge 7 The Ransbottom Bros. Pottery Co. Roseville, - - Ohio MICHIGAN TRADESMAN August 24, 1910 o 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 Retail Druggists’ Association. President—C. A. Bugbee, Traverse City. First Vice-President—Fred Brundage, Muskegon. Second Vice-President—C. H. Jongejan, Grand Rapids. =a R. McDonald, Traverse i ty. Treasurer—Henry Riechel, Grand Rap- s. Next Meeting—Kalamazoo, October 4 and 5. Michigan State Pharmaceutical Associa- tion. President—E. E. Calkins, Ann Arbor. First Vice-President—F. C. Cahow, Reading. Second Vice-President—W. A. Hyslop, Boyne City. Secretary—M. H. Goodale, Battle Creek. Treasurer—Willis Leisenring, Pontiac. Next Meeting—Battle Creek. Inducements Pharmacy Offers To the Young Man. The question whether the drug business is a good one for an am- bitious young man is an and has been threshed out thoroughly in the past ten years to my knowledge and no_ doubt many years before. Asile from the many minor points advantage’ and disadvantage, ! have come to the conclusion that if viewed broadly from the following three main points, viz: Educational, moral and financial, it does offer ma- terial inducements. ot In considering the point we find that even in the states which have adopted the prerequisite | laws, but one year in high school or its equivalent is required as a preliminary education, which is cer- tainly within the reach of the amb- tious boy, and is much less than the requirements for entrance into the other professions. Then after several years in the| drug business the student is ready for college and has sufficient knowl- edge of the business to way through college: after with, say, five years’ experience he is a full fledged pharmacist and ready for anything that comes along in his chosen calling. In any of the professions he would have the three other years in high school, three or four years in college, during which he could not expect to earn more than a small part of the | cost of his education, and finally on being graduated would have to walt several years until he was self sup- porting, especially in the case of law cr medicine. In the trades very little education is needed, all that is necessary as a rule being the serving of an appren- ticeship of three or four years, ust- | ally in unpleasant surroundings and among a class of boys far inferior old one, | pretty | for. educational | work his | which | to the average pharmacy student and at a wage no higher. Ordinary lines of business, such as clerking, book-keeping, etc., require very little education, barring possibly arithmetic, and after spending three or four years in business the young man is full fledged and doomed to a life that is absolutely monotonous. So it appears that for facility in obtaining a college education, and a business one at the same time, the pharmacist has by far the best of the argument, | In the matter of morals the phar- 'macist also scores, in my belief. He has often in the past been accused of being a mossback and of being too much engrossed in his own af- fairs, but he has as a rule no time for politics, clubs, gambling, drinking, etc., and when he is off duty usually spends his time with his family or in very good company in the case of unmarried men. In many cases those of the pro- 'fessions, trades, etc., who have con- siderable time to themselves ‘often fall into bad habits for ‘mere want of something to do. From a financial point of view the drug clerk of to-day will compare very favorably with the members of any other class as regards earning ca- pacity. It is true that some profes- isional men.have very large incomes, ibut they are rare, and it has usually taken years of hard, uphill work, and ‘besides their expenses are greater. The argument will be raised that some of the trades earn from four Ito ten dollars a day. So they do— when they work—but they are sub- ‘ject to strikes and layoffs and the hard times usually hit them the first ‘thing. whereas the drug clerk is ihardly ever out of employment if ihe is reliable and wants to work. In ‘regard to long hours, I will say that ‘more people than are usually suppos- very the ‘ed put in as many hours per day as the drug clerk and at a far smaller lwage, so if the drug clerk is of the iright sort and loves his work, long ‘hours will not bother him, for his work is anything but monotonous and his surroundings are usually con- ‘genial, and if they are not he will ‘have little trouble in finding a place ‘where they are. The clerks who are always kick- ing are like one I once heard com- ‘plainine at length about his hard lot. ‘When T suggested that he get a po- ‘sition in some other line, he said he would if he could make as much money. So here we have one of the kickers admitting that it is the best ‘paying position he can find. As a rule the drug clerk is get- ting all he earns, and in many cases ireally more than his employer can | afford, which, together with the pres- ent trend of drug legislation to raise the stanlard of registration and con- sequently the salaries of clerks, af- fords as favorable an outlook as can be desired. So, everything considered, I for one am optimistic in regard to the condition of drug clerks and expect to stay in the business quite a while and get some pleasure out of every minute of it. The proprietor, also, while possibly not making as much money as some business men, has usualy a steady business which makes him a good liv- ing and possibly a little besides, if he is careful and knows his business. It is true that the pharmacist seldom if ever attains the wealth and promi- nence of the so-called captains of in- dustry in other lines of business, but on the other hand he seldom figures as one of the principals in social scandals or graft cases so common at present in the higher walks of life. Perhaps another point should be considered—health. So far as I have been able to ascertain, druggists as a class are as healthy as any others, notwithstanding the much talked of confinement, barring, of course, those with hereditary tendencies to disease or those who have abused themselves by improper living, which can be eas- ily proved by noticing the ages in the obituary columns of our drug journals. Guy S. Boyd. —_—_e+2—__ Catarrh and Hay Fever Remedies. Hay fever, hay asthma or hyperes- thetic rhinitis is dependent on three classes of factors which may be ac- tive to varying degrees in individual cases. The first is an underlying gen- ral nervous susceptibility which may depend on inherited neurasthenic ten- dencies or on acquired conditions of a toxic nature. Of the latter, the most prominent are a gouty or rheu- matic tendency referred by some to the action of an excess of uric acid. In many cases the underlying suscep- tibility appears be due to intes- tinal putrefaction with absorption of the toxins so produced. The second class of factors in cludes abnormal conditions of the nasal organs which favor congestion and undue sensitiveness of the mu- cous membrane. The third class consists of dust, pol- len and other irritants which act as exciting causes. About two-thirds of the cases are supposed to be due to pollen. The treatment must consist in the removal of constitutional causes, the proper local treatment of the nose, avoidance of the exciting causes, by change of climate, if necessary, with the aid of antitoxin in cases in which it is appropriate. As general treatment, antacids, es- pecially potassium or sodium citrate, and salicylates are to be used to less- en acidosis and to remove any gouty to tendency. Dr. S. Solis-Cohen recom- mends the following: Sodium salicylate ......-..:-.-. 8 dr. Sodium benzoate ..........--.- 6 drs. Pssence pepsi 01... 6. --- 2 OZS. Tincture nux yomica ......4...- I dr. Peppermint water. ........--.- 4 OZS. M. Sig.: Two teaspoonfuls in one- half tumblerful of water, every fourth hour, for four or five doses daily. Dr. E. Fletcher Ingals advises the use of the following spray: Resorcimol |i. ee 5 gers. Adrenalin chloride .......... YY gr. Acid boracte =. 500..:..5:.... 15 grs. Camplor water ..:....-.:-.- YZ oz. i ee ee a ee YY gr. Water, distilled ad. .........- 2 OZS. M. Sig.: Use as a spray in nose four or five times daily. As a catarrh balm the following may be tried: Menthol 92.6505 fee a « Hoes 1 dr. Caymapncr ..2-.. 4... Jobae aes I dr. Methyl salicylate .....-25-- 6 a: I dr. Petrolatum (62.000 c on. Sioa 1 th. Dissolve the first three ingredients in the petrolatum and pour into col- lapsible tubes while still warm. ——__>-+ + Liqgpid Court Plaster. Liquid court plasters have usually been a collodion preparation made with ether, preferably the flexile col- lodion of the pharmacopoeia being employed. Within the past few years, however, there has come into vogue a new type of combination, wherein ordinary ether is replaced by an amyl derivative. The proportions of alcohol and ether for a guncotton solvent may be widely varied and the amount of the latter used is decided by the viscosi- ty required. The usual proportions are 100 volumes of ether to 40 vol- umes of alcohol. Other solvents of guncotton are acetone, various sim- ple ethers, esters, camphor in abso- lute alcohol, etc. Below we quote some of the later formulas: 1. If soluble guncotton is dis- solved in acetone in the proportion of about one dram by weight of the former to thirty-five or forty drams by volume of the latter, and a half- dram each of castor oil and glycerin be added, a colorless elastic and flex- ible film will form on the skin wher- ever it is applied. Unlike ordinary collodion it will not be likely to dry and peel off. 2. Pyroxylin bee ae I oz. Amyl acetate .......... 5 ozs. INeetOne fo. ke 15 ozs. Har balsam 22.03. 2 drs. (Castors O68 6022s... 2 drs. (love (Of 28. I5 mins. Dissolve the pyroxylin in the amy] aceate and the acetone, and add the other ingredients, avoiding fire or light. > + 2 Cleaning White Canvas Shoes. Spanish white 0.00. 0..0./. 0.4. ¥% th. Blake iwihtte (.. 600124... 6 ozs. Pipeciay ye 1 tb. Chalk: ‘precipitated .......... 4 OZS. Tracacanth powd. ......:. 2... 2 drs. Phenol .4...-......- eee 2 dts. Oal verbena 2.0 ee. 30 dps. Water sufficient to make a thick cream. The powders are first well mixed and then made into a cream with water in which the phenol and the perfume have been dissolved. —_—_—_+>+ A physician says that breathing through the nose is the proper way to sleep. If you awake in the night and find your mouth open get up and shut it. August 24, 1910 MICHIGAN TRADESMAN 43 WHOLESALE DRUG PRICE CURRENT cldum Aceticum ....... t@ 8 Benzoicum, Ger.. 70 15 BIOTACIO | go. cae g 12 olicum 16 20 CICriCUM. |... ces 3@ 50 Hydrochfor ..... 3 5 Nitrocum ....... 8 10 xalicum ....... 14 15 Phosphorium, dil. g 15 Salicylicum ..... 44 47 Sulphuricum 1%@ 5 Tannicum ....... 15 85 Tartaricum ..... 330 40 Ammonia Aqua, 18 deg. 4 6 Aqua, 20 deg. 6 8 Carbonas ....«... 13 16 Chloridum ....... 12@ 14 Aniline BiSCE .....5656-; 2 00@2 25 BTOWR 2c. sce eee 80@1 00 OO en cens cesses 45 50 VeHOW ...2:..4.: 2 50@38 Ov Baccae Cubebae ....... -.- 60@ 56 SUAIpers. .. 2... .. 10@ 12 Xanthoxylum 1 00@1 10 Balsamum oo Weneees cs 60 65 Ve ccaweuece 2 00@2 30 Terabin, Canada 78 80 Tolutear ......... 40@ 45 Cortex Abies, Canadian 18 Casaine ........ 20 Cinchona Filava.. 18 Buonymus atro.. 60 Myrica Cerifera.. 20 runus Virgini.. 15 uillaia, gr’ ‘ 15 assafras, po 25.. 24 Ulrnus ... 2... 20 &Extractum Glycyrrhiza, Gla.. 24 80 Glycyrrhiza, po.. 28 30 Haematox ...... 11 12 Haematox, Is . 183@ 14 Haematox, %s .. 14 15 Haematox, %s .. 16 17 Ferru Carbonate Precip. 15 Citrate and Quina 2 00 Citrate Soluble 55 Ferrocyanidum §S 40 Solut. Chloride .. 15 Sulphate, com’! .. 2 ee com’l, by 1. per cwt. .. 70 Sulphate, pure . q ora Aeniog, .........- 20 25 Anthemis ....... 50 60 Matricaria ...... 30@ 85 Barosmea ....... 1 60@1 70 Cassia Acutifol, Tinnevelly .... 15@ 20 Cassia, Acutifol . 25@ 36 mE a. ee e ps and Ks... } Uva Ural ....... 39 1 Acacie, sat tn 65 2 i Acacia, 2nd pkd. g 45 eacia, 8rd pkd @ 35 Acacia, sifted sts @ is Acacia, po ....... 45@ 66 Aloe, Barb ...... 22@ 26 Aloe, Cape ..... 25 Aloe, Socotri 45 Ammoniac ...... 55 60 Asafoetida ..... 1 50@1 75 Benzoinum ...... 50 55 Catechu, 1s ..... 13 Catechu, %s 14 Catechu, %s 16 Camphorae ...... 60 6b Buphorbfum g 40 Galbanum ....... 1 00 Gamboge ...po.. = 85 Gauciacum po 35 36 Kino ...... po 45c g 45 MOGEHIG 4024.0... 75 Myrrh ..... po 60 @ 45 Opiim 2 oo. iss @6 25 Gheiac ....5..-2. 45@ 655 Shellac, bleached 60@ 65 Tragacan mn cle 70@1 00 Herba Absinthium . 450@7 00 Eupatecrium oz pk 20 Lobelia ... oz pk 20 Majorium ..oz pk 28 Mentra Pip. oz pk 23 oe Ver oz pk 25 Possess oz pk 39 Tanacetum. «Vee 22 Thymus V..oz pk 25 Magnesia Calcined, Pat. .. 55@ 60 Carbonate, Pat. 18 20 Carbonate, K-M. 8@ 20 Carbonate ....... 18 20 Oleum Absinthium .... 6 > oo Amyegdalae Dule. 75 85 Amyegdalae, Ama 8 ae - Auranti Cortex 2 75@2 8 Bergamil ....... .6 58@5 60 Casipini oo... .6e a 90 enn o£ 1# eck eka s 50 90 (Chenopadit eure 3 75@4 00 Cinnamoni ..... 1 7501 & Contum Mae a] veh es coe re Copatha. <2... 5: 1 75@1 8&5 Cubebae ....... 4 80@5 00 Brigeron ........ 2 35@2 50) ' Evechthitos ---1 00@1 10 Gaultheria ..... 4 80@5 00 Geranium ..... oz 75 Gossippii Sem gal 70@ 175 Hedeoma ........ 2 50@2 75 sJunipera <2 0.6... 40@1 20 Lavendula ....... 90@3 60 EMMONS .........; 1 15@1 25 Mentha Piper .. 2 20@2 40 Mentha Verid ...2 75@3 0u Morrhuae, gal. ..2 00@2 75 Myrieia ......... 3 00@3 50 ORVG. 2c cw 1 00@3 60 Picis Liquida .... 16@ 12 Picis Liquida gal. @ 40 Rice | 6.656. 2.. 94@1 00 Rosdé Of ....... 6 50@7 00 Rosmarini .....0 @1 06 Sania .....-2.4. 90@1 ¢@0 BOntal | 2. .ce ce. @4 60 Sassafras ....... 90@1 00 Sinapis, ess. oz.. @ 66 Succint .... 4... 40 45 THYMOG - oo 5.6.65. 40 5u Thyme, opt. @1 60 Theobromas ..... 16@ 20 Tighih .....s.s... 90@1 00 Potassium : Bi-Carh ......:.. 18g 18 Bichromate ..... 1 15 Bromide .......4. 5@ 30 Garb. .00....0.... 12@ 15 Chlorate ..... po. oo 14 CYAMGG. ...:..5.. 30 40 fodide ........ 3 00@38 10 Potassa, Bitart’ pr 30@ 32 Potass Nitras opt 7@ 10 Potass Nitras .... 6@ 8 Prussiate ........ 23@ 26 Sulphate po . 15@ 18 Radix Aconitum ....... 20 25 MIVEBAO oe ccc. clic 30 85 Anchusa ....5... 10 12 AVUM PO <....00. 25 Calamus .....666 20 40 Gentiana po 16.. 12 16 Glychrrhiza pv 15 16 18 Hellebore, Alba 12 15 Hydrastis, Canada 2 50 Hydrastis, Can. po 2 60 Intia, pO ........ 18 22 Ipecac, po ...... 2 00@2 10 frig plot .......-. 35 40 lalapa, pr. ...... %7@ 76 Maranta, 4s .... g 35 Podophyllum po 15 18 Bret oo ks ee 5G 00 Rhei Sy Se 1 00@1 25 Rhel, pV. .....:.. 16@1 00 facet C 18 @ 15 Scillae, po 4 20@ 25 Senega oe ne s5@ 90 Serpentaria ..... 60 55 Smilax, M. ...... 25 Smilax, offi’s H.. 48 Spigella cis ore coueel es 45@1 50 Symplocarpus @ 2 Valeriana Eng... @ 25 Valeriana, Ger. .. 15@ 20 Zingiber a ...... 12@ 16 Zingiber jf ...... 25@ 28 Semen Anisum po 20 . @ 16 Apium (gravel’s) 18@ 15 Hire 16 . 3.027... 4@ 6 Cannabis Sativa — 8 Cardamon ....... 70@ 90 Carui po 15 ..... 12@ 16 Chenopodium 25@ 30 Coriandrum ..... 12@ 14 Cydonium ....... 75@1 00 Dipterix Odorate 3 00@3 10 Toeniculum ..... = 30 Foenugreek, po.. Tm 2 Ein cc ie: 6@ 8 Linf, grd. bbl. 5% 6@ 8 LONGUS 46 ose. sss 75@ 80 5|Pharlaris Cana’n 9@ lv Hapa oil: 5@ 6 Sinapis Alba 8@ 10 Sinapis Nigra 9@ 10 oo Frumenti . D. 2 00@2 50 Frumenti ........ 1 25@1 50 Juniperis Co. ..1 75@3 50 Juniperis Co OT 1 65@2 00 Saccharum N E 1 902 1! Spt Vini Galli ..1 75@6 50 tnt Alpe 6.5... 1 252 Ou Vini Oporto -1 25@2 06 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 ...... 50@3 75 Velvet extra sheeps’ wool carriage @2 00 Yellow Reef, for slate use ...... @1 40 Syrups ACen ...:.....5 @ 60 Auranti Cortex . @ 5v Perri fod ....... @ 60 Heche |... 5.5... @ # Khei Arom ...... @ 606 Smilax Ums bom 66 Benewe see eee es eo Bewee «2.02... @ 50 Scillae Co. ...... @ 50 Tolotan. ......... @ 50 Prunus virg @ 50 Zingiber ........ @ 50 Tinctures PIOOM coco neces ce 60 Aloes & Myrrh.. 60 Anconitum Nap’sF 50 Anconitum Nap’sR 60 APRICR oc... 50 Asafoetida ...... 50 Atrope Belladonna 60 Auranti Cortex.. 5a Barosma _........ 60 Benzoin ......... 60 Benzoin Co. ..... 50 Cantharides ..... 75 Capsicum ....... 50 Cardamon ...... 75 Cardamon Co. ... 16 Cassia Acutifol .. 50 Cassia Acutifol Co 50 CG) ea 00 Catechu Dae caee 60 Cinchona ...... 50 Cinchona Co. 60 Columbia ........ 50 be ween 50 Digitalis ........ 50 MOl 6a. 50 Ferri o— 35 Gentian ......... 50 Sontian co |... 60 Guiaca Ses btttne 60 Guiaca amimfon .. 60 Hyoscyamiitis é 60 fodine §. 0... 16 Iodine, colorless Tb PAO cans 50 Eguela .......... 50 Myrrh 2... so. 50 Nux Vomica bu Oi ce. ee 1 25 Opil, camphorated 1 00 Opil, deodorized 2 00 Quassia 2 .....5.. 60 Rhatany ......... 60 PORGE ee aces 50 Sanguinaria ..... 50 Serpentaria ..... 50 Stromonium ..... 60 Ponta .....-... 60 WValIetign ..4..... 50 Veratrum Veride 50 Ging per ...2.5.6. 60 Miscellaneous Aether, Spts Nit 3f 3u 35 Aether, Spts Nit 4f 34 38 Alumen, grd po 7 3 4 AMMAttO ..cciaee- 40 50 Antimoni, po .. 4 5 Antimoni et po T 40 50 Antifebrin ....... 20 AMtipyrin osccses 25 Argenti Nitras of 62 Arsenicum ...... 10 12 Balm Gilead buds 60@_ 65 Bismuth 8 90@2 00 Calcium Chlor, 1s 9 Calcium Chlor, %s 10 Calcium Chlor, \%s 12 Cantharides, Rus. 90 Capsici Frue’s af 20 Capsici Fruc’s po 22 Cap'i Fruc’s B po 15 Carmine, No. 40 4 25 Carphyllus ...... 20 22 Cassia ructus 35 Cataceum ....... 35 Centraria .......: 10 Cera’ Alba ...... oe 55 Cera Flava ..... 40 42 Crocus 2.0.5... “< 50 Chloroform ...... 34@ 54 Chloral Hyd Crss 1 15@1 40 Chloro’m Squibbs @ 90 Chondrus ... 20 25 Cinchonid’e Germ 38 48 Cinchonidine P-W 38@ 48 Cocaine ........ 2 80@3 00 Corks list, less 75% Creosotum ...... g 45 Creta bbl. 75 2 Creta, prep. ..... @ 65 Creta, precip. 9 11 Creta, Rubra .... 8 ©uagpear .....+-«. 24 Cupri Sulph ..... 3 10 Dextrine §........ | 10 Emery, all Nos... 8 Emery, po ...... @ 6 Ergota ....po 65 60@ 65 Ether Sulph . 85@ 40 Flake White 12@ 15 EGAN cc ak es @ 30 Gambler ......... 3@ 9 Gelatin, Cooper . @ 60 Gelatin, French 35@ 60 Glassware, fit boo 76% Less than box 70% Glue, brown ..... Be 13 Glue, white ..... 16 25 Glycerina ....... 24@ 30 Grana Paradisi : 25 Humulus ........ 35 60 Hydrarg Ammo’l 110 Hydrarg Ch..Mt. 85 Hydrarg Ch Cor 85 eli Ox Ru’m 95 drarg Ungue’m “ 50 Hydrargyrum . 80 Ichthyobolla, Am. oa; 00 Indigo .......... 75@1 00 Iodine, Resubi 4 00@4 10 lodoforin ........ 90@4 00 Liquor Arsen et ydrarg Iod. .. D 2% Liq Potags Aretnit 10@ 12 Lapulin ... iu... @1 50} Rubia Tinctorum 12@ 14} Vanilla ......... as 7a ts 00 Lycopodium ..... 60@ 70| Saccharum La’s 18@ 20|Zinci Sulph . OM ke 65@ 170|Salacin ......... 4 50@4 75 Olls Magnesia, Sulph. 3@ _ 6&/|Sanguis Drac’s 40@ 50 i bbl. gal. Magnesia, Sulph. bbl @ 1%|Sapo, G ......... 6 Hite oe +: = Mannia 8. F. oo Si Sapo, M ........ 10@ 12 Linseed, ure ‘raw 800 85 Menthol ....... 2 50|Sapo, W ........ %@ 16| Linseed, jled .. 81@ 86 Morphia, SP&W 3 38@ 3 65 Seidlitz Mixture 20@ 22; Neat’s-foot, w str 65@ 10 Morphia, SNYQ 3 85@8 65|Sinapis .......... 18| Turpentine, bbl. ..66% Morphia, Mal. ..3 35@3 65/Sinapis, opt. .. @ 30| Turpentine, tess..... 67 Moschus Canton @ 40| Snoff, Maccaboy, Whale, winter 70@ 176 Myristica, No. 1 25 40| De Voes ...... 51 Paints bbl. L. Nux Vomica po 15 10| Snuff, sh. DeVo’s 61|Green, Paris ...... 21 26 Os Sepia ...... 35 40| Soda, Boras .... 5 10|Green, Peninsular 13 16 Poi Saac, H & | Soda, Boras, po ..5 10| Lead, red ...... 7 8 Co. ....... @1 00| Soda et Pot's Tart - 28| Lead, white ....7 8 —_— Liq N N% ao a. - ee 1% ; —e xe a 1% ae eee es : -Carb .. : Mars | Bicis ie” ats eee 1 00| Soda, Ash ....... oun 4| Putty, commer’l 24% 2% Picis Liq pints .. 60}Soda, Sulphas .. 2| Putty, strict pr 2 2% @3 Pil Hydrarg po 80 Spts. Cologne ... 60|Red Venetian ..1% 2 @3 Piper Alba po 35 $0; Spts. Ether Co. 50 55|Shaker Prep’d 1 25@1 35 Piper Nigra po ™ 13|Spts. Myrcia 2 60/ Vermillion, Eng. 75 8h Pix Burgum ... 3) Spts Vint Rect bbl Vermillion Prime Plumbi cea icon Se 15; Spts. Vi'i Rect % b American ...... 13 15 Pulvis Ip’cet Opil 1 30@1 560) Spts. Vii R’t 10 gl Whiting Gilders’ 95 Pyrenthrum, bxs. H Spts. Vil R’t 5 gl Whit'g Paris Am’r 1 25 & P D Co. doz. 75| Strychnia, Crys’l 1 10@1 80) Whit’g Paris Eng. Pyrenthrum, pv. 20 26) Sulphur Subi --2% 4 GH ccna ce. @1 40 Quassiae ........ 8 10/Suiphur, Roll is: 3%| Whiting, white S’n 3 Quina, N. Y. .... 17 27|Tamarinds ...... R 19 Varnishes Quina, S. Ger.. 17 27} Terebenth Venice ae 40; Wxtra Turp ..... 1 60@1 70 Quina, SP & W_ 17 27: Thebrromae ..... 40@ 45 No.1 Turp Coach1 10@1 20 HOME COMING August 22 to 27, 1910 We invite and urge all our customers and friends to visit Grand Rapids During Home Coming Week, and to call at our store and accept of our usual hospitality Holiday Goods Our line of samples will be on display at this time, which is somewhat earlier than usual, and your careful inspection and consideration of the same is invited. Please reserve your orders for us as our offerings are greater and more complete than ever before. Hazeltine & Perkins Drug Co. LaBelle Moistener and Letter Sealer For Sealing Letters, Affixing Stamps and General Use Simplest, cleanest and most convenient device of its kind on the market. You can seal 2,000 letters an hour. Filled with water it will last several days and is always ready. Price, 75¢ Postpaid to Your Address TRADESMAN COMPANY GRAND RAPIDS, MICH. aes er a eae EEE OO MICHIGAN TRADESMAN August 24, 1910 GROCERY PRICE CURRENT | 3 CHEWING GUM These quotations are carefully corrected weekly, within six hours of mailing, | american Flag Spruce 55 4 AS ess Siate 5 and are intended to be correct at time of going to press. Prices, — ——— pan Aiea! s a Me ees liable to change . any — = country merchants will have their orders Best Pepain so aoannt tg at date of purchase. Black Jack ............ oe r gg ns Gum Made ... = Sen Sen i232 .-6c 2s. ss. ADVANCED DECLINED Sen Sen Breath Perf 1 00 MWaiCatan = 44: .-.4- 465 = 55 Spearmint -.........-. 55 ! CHICORY ik: fo. 5 Bee. 6 oie ee ae 7 MACS: ook eee ee 5 Hrancws .....--.-.-5- q i Senegers :......-.-..- 6 CHOCOLATE 9 Walter . & Co.’s German’s Sweet ...... index to Markets 1 Premium ......-ceesees Caracas Succeeceesa ae sdienineuiel Aare SS z.| Cove oc 80@ 85|_ Walter M. Lowney es ice eT bos. 1 Cove, Sb. ...--. 1 e061 75|Premium, 8 ........ 30 ! a o* oo Cove. 1%., oval .. @1 20|Premium, %8 .....-..- 30 A Se ee CIDER, SWEET ene wecenecs D 3 00] Plums ...........1 00@2 50 “Morgan’s’ Ammonia 1| 1%. wood boxes, 4 doz. Regular barre 50 gals 7 50 Axle Grease ..--++-++++ itp. tin boxes, 3 doz. 2 35 Pea coer er oe te 3%4Ib. tin boxes, 2 doz. 4 25! Mar rowfat ....-- 95@1 25| 4% ‘Trade barrel, 14 gals 2 75 . 1| 10%. pails, per doz....6 00) Barly June ..... 2»! Boiled, per gal ........ Baked Beans .----+:-+: 41|15tb. pails, per doz. -7 201 Barly a Sifted 1 EQ 80! Hard om. 4 Bath Brick “*** 4] 25%. pails, per doz. ».12 00 Recchine ? coeGa ons ; i BAKED BEANS Pie ......-+--+-- 90@1 25) Baker’s 1.00... cece eens 37 eee reer 1|11. can, per doz....... 90/No. id'size can ple @3 00|Cioveland 122.211.2001 i. Suter ' Caslor .-s.----=- 1/ 2m. can, per doz...... : = Pineapple _ Poles Me lo 35 31h. can, per doz......- Grated ........ 85@2 50|Colonial, %s ......... 33 Cc 1 BATH BRICK 15 PIGME .. wea es 95@2 40 eyes ee ec 2 B see ssee eset” American ....-+-+----- mpkin PMVIET: 6 eee ee 5 en Goods ..-----+: 4 Mneliah ....-.--------- 85 | air aman sink ee. 36 Carbon Oils .--++++++*° 3 BLUING mand 3... 5... 90 Lowney, “48 eee ee - Catsup ---ssereresettts 2 Sawyer's rer Box ancy .........-- 1 00|Lowney, 1S ..---.+++- : Cereals ...--eeererettte : Lae —— Gatien .........-..- 2 50 eee oo i PORE sees e eect o. 3, 8 doz. woo xs : f A » WBS verses wine GUM «+++ +>" ; beg 5, 8 doz, wood bxs 7 90 Standard roe Van Houten, we ails 2 CD set eer eee te 3 | Sawyer Crystal Bag Van Houten, 2 BS... e Chocolate .----+ss+ss*" Melee Og. ee eee ee = 4 00 Col’a Sie oo 2 00@2 10 ee Eeaten Se a Clothes Lines ..--++++"> 3 BROOMS ‘ota iver’ Gate & eae 7 a on See eee re COGOR «.+422+22227272°""* 31No. 1 Carpet 4 sew ..5 00 Bad Alaska. . 160@1 75 Wilbur, _. linen eee cae. 39 ae 3|No. 2 Carpet 4 sew ..450]) pink Alaska ....1 00@1 10] Wilbur, “4S ....------ 2 ae 3|No. 3 Carpet 3 sew ..4 25 Sardines , COCOANUT Coffee ..-.eeeeeeeereet’ 11| No. 4 Carpet 3 sew ..4 00 D tic, 1s “@ 4 Dunham's bs & K%s 26% Confections Ars 3| Parlor Gem .......+-+: 5 00 tie a. 4@ 5 |Dunham’s \s ........ 27 ee 4|Common Whisk ......- 1 40 oe tie, % Laois « |Dunham’s %s .......- ne ee Fancy Whisk .........- ieee “et ee 13 ace § 25| California, %s ..11 @14 D a California, 4s MI 24 COFFEE a. oe eer” : Scrub onan a Ps 18 03 Common .......... 10@18% F Solid Back, . cee mew - Shrimps eae So ceeee eases ee ce ieit 7 cc ea ee | ee | aa 1 re | £010 608 2 eis 2 6 & eae le Farinaceous Goods ...- & -acnir eg a eet gp | Standard ........ wert 20 Bec ....2s0+22082">*?* Ganeutesk seo Fish and Oysters ..---- 10 Stove Fair oo ee 12613 Fishing Tackle .-+-i-+-> 5 No. Good i4 one Extracts ..-- . No. 2 our ..----++:**2°°*** No. 1 youn Meats ..---++++> No. G No. 7 Geaatine seas beeeee 5 No. 4 Grain Bags .--++--+++° o » ie Grains ..---seeereeteee 5 BUTTER COLOR Bair seeeeeeeeeene a Ge ae W., R. & Co.'s 25c size 2 00 Gallons .. @2 50| Fancy ..........-. 19 4 61W.. BR & Co's Ste size 4 000 Guatemala Fierbs ...----2--s22-°*" CARBON OILS moe 6 16 Tides and Pelts .-.---> 10 CANDLES Barrels Choice ._.........- Hides ¢ paramine, . cbc eae ces eu Siti |... @104 . ava =" J ee ee ee Water White @10 AOL ag Be cece carene ene SURE 5 woe ec ene i nar tice @18% |Bancy A African ie : CANNED GOODS Gas Machine ... Oe Oe ee ee 31 L Apples Deodor’d Nap’a @123 od Seen Ticortce ...-.------+--- 6 sth. Standards > ee = ahaa Slee eee . goa” Arabian ...... .-21 Gallon ...-...-- 3 20@3 § ngine ......... M 6 Blackberries Black, winter ... 8%4@10 N Package, ee Pe 25@1 75 CEREALS actnckic SS Meat Extracts 6 Sealine gallons @4 50 Breakfast Foods per phase es Mince Meat ...-----+-+: : ca Bordeau Flakes, 36 1!b. 2 50 a ve Oe ee ioc... 85@1 30| Cream of Wheat, 36 21 4 50| Jersey ------ os eee ee Red Kidney ...... 5@ 95|Bgg-O-See, 36 pkas. ..2 85) 4M is cnints KKK N Sirine ....-.,.---- 70@1 15|Excello Flakes, 36 tb. 4 30 Mcl.aughlin’s XXXX sold fs eee S41 WWex |... ss es eee 75@1 25|Excello, large pkgs.....4 - to retailers only. Mail all Se Blueberries Force, oO 5 7o{orders direct to F. oO Stangara ......--.- 1 35 Grape eel a a 3 40 Mclaughlin & Co.. Chica. Miivee 4... .. eee. SiGallon ........---- ; 6 50 Malta Vita, 36 Ib. ....2 85|8° ae Brook Trout Mapl-Flake, 24 1b. ..2 70|sionand, % gro boxes 9% Pi P g| 2%. cans, o_o cote 1 90 Pillsbury’s Vitos. , - 4 25 | Felix. Ve was 1 15 ee ee cee essen eet Pickles peepee seek eee 6] tittle Neck. 1%. 1 00@1 25 ee ee ss Hummel’s foil, fe Sto 85 Playing Cards ....---- 8} Little Neck, 21. @150| sunlight Flakes, 36 11 2 85 CRACKERS. ee 6 Clam Boullion Sunlight Flakes, 20 1!) 4 00 National Biscuit Company Provisions ..------+-+- 6! Burnham's % pt. ..... 2 25! Kellogg’s Toasted Corn Brand Burnham's pts. ...... 75 Flakes, 36 pkgs in cs. 2 80 ahi oa R - Suribem's cv. - aeseee 1 50 Vigor, 36 pkgs — ee # = N. B.C Square Se 7 Bee. 7 eee N. B.C. ‘| Red Standards @1 40 — eg eee 4 1 | Seymour, Romad ee 7 7) White .......... @1 40) Zest, 36 small pkes...2 75]_ pc ‘ 1 Fai —o 90@1 00 Rolled a 5 25 | Sélect Ca 9 Hi bse ee ae ee JU 7 J Ceo ee 7 ned o.oo ee 1 Ov@il iY oa ID. ai » 7 | Saratoga MWiakes ....2. - {| Fancy pect es t istonarch, Dh ..-.---- 5 Se Cote ee ee arch, 90 Tbh. sacks 2 8) sur mxtra Fine z2|Monaren, 90 fp. sacks 2 $8]y. pc. Round... 7 8) Extra Fine ...... 19 Quaker, 20 Family 4 00 Gem Bee eee ee ee aK oa 15 ees avicus ee aise 8 Moyen .....--+:-+--++--- 11 Rik 314 : Sweet Goods. 8 Gooseberrles 24 2th. packages ...... oe, hoe .---....-.--. 10 8] Standard ............. 1: . Adlanties = 22.02 2cu.5.6- 12 ominy CATSUP _| Atlantic, Assorted ... 12 a Standard ............- 85| Columbia, 25 pts. ..... 413) arrowroot Biscuit ....16 ee ieee 8 Lobster Snider's Hints ..-....,- 2 85) Avena Fruit Cake ... 12 TibAoed ......----+---- 9 Ib oo 2 25|Snider’s % pints ...... 1 35) Brittle 11 Mine . esses ss-- ss Bia ee ee 4°25 CHEESE Bumble Bee Pienic Talls ..........- 27} Aeme ........... @i5%|Cadets ...........:... ; Vv Mackerel Bloomingdale @16 |Cartwheels Assorted 9 Wiceeae .........-..-.- 9| Mustard, 1tb. .....---- 1 80] Jersey .......... «15 |Cirele Honey Cookies 12 Mustard, 2tb. ........- 2 80)/Warner ......... @17 |Currant Fruit Biscuits 8 Ww Soused, 1%Ib. ...-..--- 1 80] Riverside ........ ‘ @17 Dracknela .. 2... Wicking ...-..+.+eeeees 9|Soused, 21. .....-.---- B eisHck |... oss 3: @18 |Coffee Cake ........... 10 Woodenware .......-. 9} Tomato, 1fb. ......-.-. 2 S0lueiden .......-.- @ib |Coffee Cake. iced Wrapping Paper ...... 10| Tomato 21h. .....-..--- 2 86|Limburger ....... @17 |Cocoanut Brittle Cake 42 Mushrooms ao pees 40 @b0 Cocoanut Taffy Bar ..12 Y RIGtIR 2. sees @ 20;Sap Sago ....... @20 Cocoanut Bar ........ 16 Wenst COS ..cse.nces 10 Butons .....---- ‘ @ 25 a y TS os @13 ‘Cocoanut Drops ......i2 4 Cocoanut Macaroons ..18 Cocoanut Honey Cake 12 Cocoanut. Hon Fingers 13 Cocoanut Hon Jumbles 12 Crumpets ....-.....,., 10 Dinner Biscuit ....... 25 Dixie Snear Conkle .. 9 Family Cookie ...... 9 Fig Cake Assorted ...12 Fig Newtons .......... 12 Florabel Cake ......... 12% Fluted Cocoanut Bar 10 Frosted Creams ...... 8 Frosted Ginger Cookie 8 frosted Honey Cake ..12 22 Fruit Honey Cake ....14 1, Ginger Gems Ginger Gems, Iced.. 9 Graham Crackers .... 8 Ginger Snaps Familiy 8 Ginger Snaps N. B. C. Ginger Snaps N. B. i. SanATe 6.050056... eae Hippodrome Bar ..... 10 Honey Block Cake ....14 fioney Cake, N. B. Cc. 12 Honey Fingers, As. Ice 12 Honey Jumbles, Iced = Honey Flake Honey Lassies Household Cookies ... 8 Household Cookies Ired 9 ienperiay 6.0... cece Jersey Lunch ......... 9 Jubilee Mixed Kream Klips Laddie Lemon Sees eeee I.emon Biscuit Square 8 Lemon Fruit Square ..12% Lemon Wafer ........ 17 Lemona Mary Azim ...2..¢.°.; Marshmallow Wainuts’ it Molasses Cakes ....... Molasses Cakes, Iced ; Molasses Fruit ‘Cookies MCC. cn cscs cues aa Mottled Square a Nabob Jumbles ....... 14 Oatmeal Crackers ..... 3 Orange Gems ........ 9 Penny Assorted ceca Peanut Gems ........ a2 Pretzels, Hand Md..... 9 Pretzelettes, Hand Md. 9 Pretzelettes, Mac. Md. 8 Raisin Cookies ........ 10 Revere. Assorted ..... 14 Rittenhouse Fruit Biscuit ...... 3 10 BUDO 6 so aces ees 9 Scalloped Gems Supe 10 Scotch Cookies ....... 10 Spiced Currant Cake ..10 Sugar Fingers ........ 12 Sultana Fruit Biscuit 16 Spiced Ginger Cake .. 9 Spiced Ginger Cake Icd 10 Sugar Cakes .....:... 9 Sugar Squares, iarge or BIMAN oo. ce ss eae Sunnyside Jumbles — sas 20 Superpa 8 ee ee ee Sponge Lady Fingers 265 Sugar Crimp ........ . 9 Vanilla Wafers ..... - a7 Waverly .....:....2.. 16 In-er Seal Goods Festino =... .3..5..... 1 50 Bent’s Water Crackers 1 x0 CREAM TARTAR Barrels or drums cs ao BOsCe oo. ie 34 Square cans .......... 36 Fancy caddies ........ 41 DRIED FRUITS Applies Sundried ....... 9 Evaporated ....... @ 9% Apricots Calitornia, .......: 12@15 Gitron Corsican 2.10... @15 L dil —- mp’ : 8% Imported bulk ae 8 4 Peel Lemon American ..- 13 Orange American .. 13 Raisins Cluster, 5 crown 2.8 fo Loose Muscatels 3 er, Loose Muscatels 3 cr. 5% Loose Muscatels, 4 er. 6% L. M. Seeded 1 tb. 6%@ 7 gs cy Prunes 100-125 25D. boxes..@ 4% 90- “00 25tb. boxes..@ 5% $0- 90 25Ib. boxes..@ oi 70- 80 25%. boxes..@ 7 60- 70 25%. boxes..@ 1M 50- 60 25tb. boxes..@ 8 40- 50 25tb. boxes..@ By Vy 30- 40 25tb. boxes..@ 9 4c less in 50Ib. cases FARINACEOUS GOODS ce Beans Dried Tima o...)......, wed. Hand Pk’d ...... 2 70 Brown Holland .......3 Farina 25 1 th. packages .:..1 50 Bulk, per 100 fbs. ..... 3 50 Hominy Flake, 50 Ib. sack ....1 00 Pearl, 100 Th. saek ....2°45 Pearl, 200 Ib. sack ....4 80 Maccaroni and Wermicelli Domestic, 10 tb. box .. 60 Imported, 25 tb. box ..2 50 Pearl Barley Common ooo os. 3 00 (Mester oo 3 00 Tempe |. ok eg 3 65 Peas xreen, Wisconsin, bu. Green, Scotch, bu. 2 49 Sot, We oe 04 Sage Mast Indias oo: 5 German, sacks ..:.... German, broken pkg. Tapioca Flake, 10 Otb. sacks... 6 Pearl, 130 tbh. sacks .. 4% Pearl, 24 tb. pkgs. ven FLAVORING EXTRACTS Foote & Jenks per ~ Coleman Vanilla. Albert Biacuit ........ Ana ....- 1... sae. i o No. 2 SiZG. 0. a aes 14 00 Arrowroot Biscuit pa OO1NO. 4 Size... .. ccs 24 00 Baronet Biscuit ...... 5 O0iNo. 2 size..........,.. 36.00 Bremner’s Butter oo No. 8 size. ...... 2.2). 48 00 Wafers ............. Coleman Terp. Lemon Cameo Biscuit ...... 1B0ino, 9 oo ee 9 60 Cheese Sandwich ..... AP No. 4 sige... cesses: 18 00 Chocolate Wafers ....1 0@)No 3 size............ 21 00 Cocoanut Dainties AIG, 8 MRO: ne ss 36 00 Faust Oyster ......... 1 06 : Fig Newton .....-.... 108) Jaxon Mexican Vanilla. Five O'clock Yea -...1 0811 oz. oval ............ 15 Protana oo... 666-5. 1 6012 OZ Oval ......-.1..< 28 20 Ginger Snaps, N. B. C. 1 @@/4 oz. flat ............ 55 20 Graham Crackers, Red S OZ; At oo... see eke 108 00 Label ooo cy ee 1 00 Jaxon Terp. Lemon. lemon Snaps ........- i ee aya) 2... 10 20 Marshmallow Dainties 1 00] 5 Oatmeal Crackers --1 00/4 Old Time Biscutt «=. : . 8 Oval Salt ISCULL 2... ce Oysterettes ......... 50 GRAIN BAGS Pretzelettes, Hd. Md. . 4 @@) Amoskeag, 100 in bale 19 Royal Toast .........; 1 0@/) Amoskeag, less than bl 19% Saltine Biscuit ...... 1 00 Saratoga Flakes ..... 1 60 GRAIN AND FLOUR Social Tea Biscuit ....1 00 Wheat Soda Crates, SE C.F 00: jhed............-..57. 1 12 Soda Cracks, Select 1 00 Wiite 202003. aE S S Butter Crackers 1 50 Sultana Fruit Biscuit 1 = Uneeda Biscuit ....... Uneeda Jinjer Wayfer 1 * Uneeda Lunch Biscuit 60 Vanilla Wafers coe Water Thin Biscuit ‘1 00 Zu Zu Ginger Snaps 5@ Zwieback 1 0 in Special Tin Packages. Per Sse Westno . oo. css sce . Nabisco, 25c .......... 2 = Nabisco, 10c oe woos aoe 4 Champagne ee. : . Per tin in bulk. | Sorpento ....-.----<.s 1 MaAviscd <.-4- 465565 1 0@| Straight | Quaker, cloth Winter Wheat Flour Local Brands PAtCniS 2 ois eases se 15 Seconds Patents .....5 = gs ae cateus onan Straight sesee ck Oe Clear ence ce 20 Flour in barrels, 25c per barrel additional. Lemon & Wheeler Co. Big Wonder \¥%s cloth 5 25 onder “Ms cloth 5 25 Worden Grocer Co.’s Bex uaker, paper ....... 8 ‘in ee Wykes & Co. Bechpse ..54.225 cases & Se * 4 August 24, 1910 MICHIGAN TRADESMAN 45 6 ¢ a Butter Plates ibs 2Ylb. cans, 2 dz. in cs. 1 80] tind or Ovals. Mess. 40 ee 72 2 Wire En Oo y 4 anche eT Co scan BaTEeIEY POR oy gg| Mone 26 fe TE RR Bl Cane i Wo Bo th Some coos e . Msc eeeeee- dee a aan cloth ooo 6 50} Clear arg foe dias = ip Non. ‘108 Wie. 52.58. wa 00 Good... 2.5. a... = 1 Ib., 250 in crate ts eee ite Bear, Ye'clom 6 10 | Short Cut Clear “12.123 78 mine 4a SU die Meinemte 5.00 a Wie copay is cloth 6 00 oe a unas 35 00 a . % De. seveeeeeed 30 oa Japan poo 5 Ib., 250 - — ae ) : in CA lo eclehartadas Manchin aia enc eten 95 Whitetis Sundried, J —— urn : White opal ae ° Ris 2... : Bese ca ees - e No. 1, Nu. 2 tam Sundried, choice py ters Barrel, § gal.. each ..2 40 oon feces A ain't 10 Clear’ ‘Pamniiy 0.0.) oan... 978 8 60) Sundried. fancy eiea| farrel. 10 gai. each. 3 ts Grant hanite Grain & Dry Sait Meats 50 Ths. .........5 25 190) Reguiar, medium conus Clothes Pins Milling Co. Brands. SP — Pees ce Me Ihe oo 1 e aa pee ter. oo OE: 3640 ttound Head. a i -.-5 20 ; ee “| Regular, fe a a 4 inch, 5 gross ........ = en ee 3 60) Pure in tlerces .......- 144% OE BLACKING ee ee, eee 88” ch 6 aroee a5 i : t as , 4% inch, 5 gross .. — os ae 4 85|Compound Lard 22... i oe Box, large 3 dz 2 50| Busket-ured, cholce 36@37 | 4% aa Mn ace tone Wizard go 85/80 Ib. tubs ....advance * Handy Box, small ....1 25 Basket-fired, fancy .40@43 Egg Crates and Fillers Wizard, Gr Meal ..3 60/6@ Ib. tubs... advance Bixby’s Royal Polish SNe ee 26@30 Humpty Dumpty, 12 ds. 20 Wisard. een a za|50 I. fina ae pes heres % Miller's Crown — To) Siftings .......... 14@ 16 | N°: 1 complete ie EES < zy - 4 80/20 Ib. pails.... 4 UF Rantings ........... No. 2 complete ........ 8 RVG oe es 10 tb. pails....advance % Scotch, in bladders ..... 37 Gunpowder Case No.2 fillerslisets 1 35 re eee Pier oo Ct. | ieaccabor. in jars ....... $5|Moyune, medium ....... 28} Case, mediums, 12 sets 1 1b Roy Baker's ily..5 90| $ Ib. pails....advan French Rappie in jars ..45|/Moyune, choice ........ Puucate Golden Horn, —_ os 30 Smoked Meats 18% SOAP Moyune, fancy ...... 40 - i oo. ce iv Wien Bye oe ar Bains, 42 1. averaze. .18% can’ Pamily -.”..4 o0| fingsuey, medium *+:25 0| Cork’ lined. 9 im..121011 80 Wisconsin Rye ..... = Hams, 14 Ib. average. .18% American Family ..... 4 0 Pingsuey, choice ........ 3 Cok Gc ak 90 Judson Grocer Co.’s a) Hams, 16 Ib. average. 18% Dusky Diamond, 50 802 2 80] pinesuex. tanee “40@ 45 | Cc sti oe ere i 19|Hams, 18 Ib: peneet-i-* | aske Dad 186 & on 3 60 Young Hyson i treien setae 9v Ceresota, 4S ...-.---. 7 Skinned Hams ........ i¢%|Jap Rose, 50 bars ..... Ghidiee i... Trojan 8p stn sae noi Wiis Brang Hah ded et iit 2, os Pee gc idgbe) hse Bet wing” 8 aifornia Hlams ..... rs ite Russian . clon : ee eect ea 5 Wingold, ’s Sects eees 6 6 63 Picnic Boiled Hams at dati oval bars Formosa, fancy ..... 45@60 ne 3 a ae kee a Wingold, BEE cise Sin np a8 Boiled Ham 2... Satinet: oval .......... Amoy. medium ......... 251) i2tb. co 85 WINGOld, BS wore ss ons oa aj Berlin Ham, pressed .. Snowberry, 100 cakes 4 00) amoy. choice ........... 2| Ideal No. 7 cette eeees Worden Grocer ag s Brand Minced Ham .......... il Proctor & Gamble = 50 English Breakfast 25 , el 2 00 ie ae en er eae soc. 400) Choice” IIIT 9b | eee Standard... 235 Laurel, %&¥%s_ clo BOLOSNR 2.0.0... Wyory. 10 62 6 7 Paney (2. 2 | ---40@45|0 wire Cable ........ Laurel, %s a ee. . i. = 3 50 India |3-wire Cable 2.11.11) 2 80 Voigt Milling 0.5 Br eo re tear eee: - a Lautz Bros. & Co, Ceylon, choice ...... 80@35 | Cedar, ail red, brass ..1 20 Voigt’s winueaiet ee 5 60 : et ee 11 |Acme, 30 bars, - : - Pane i255 5. was Mt 50} paper, Mureka ........ 3 36 Voigt’s oul CAL cee eee ec csereeeee , 25 bars, 75 Yds. TOBAC OI 2 os5 ck ae Voigt’s Hygienic 5 00 TEODEUG 22.6 e ese. : on 25 bars, 70 Ibs. 3 80 Fine Cut Toothpicks : Graham .......... € ou Headcheese .......... Acme, 100 cakes ...... ie . 54 Hardwogd =. 2 20 Voigt’s Royal : Cc oe B less a 14 00 Big Master, ca : < p Sweet l.oma sane il oer z softwood ee 7 2 0. ee = spo Ca Mettlcea ....,, so august... 4... W Sleepy 7 ue cloth..6 50|Rump, new .......... 14 00 ao Po para 5 bxs 3 30 ene — 3 cae Ret sater tnt 1 60 Sleepy Bye, \s — = % bbis vas Fest 1 60 | German nae _ : 9 ee Oe i. sec, 33 cae ‘vies Sleepy Eye, %s clo ++6 < fee eee German Mottle abxs Prairie Rose ......:.. a. 2 holes.. 22 Sleepy Eye, 4s paper.6 30 @ bbis., 40 tbs. ....... 4 00 | Marseilles, 100 cakes ite Pidtadion 2.0: ~*~ ao ot. Sl Sleepy Eye, %s paper.6 30 Po ee es nd pe agate 4 90| Sweet Burley ......... < Mouse. wooc. 6 holes.. 2 Meal aise e ees Stee eee Marsei es, 10 : Ht PMROE <2 2+ sass... sss. Gcaee tin, § holes .... 5 Bolted geese ts OT ce Ean 5 ont, ies ? ~a a ie Wee 8. 8H Golden Granulated |. 3 00|% bbls., 40 Ibs. ........ eo. 4 00| Red Cross --. 01. ...++.-80 Jitat, pring 020000000 7% No. 1 Corn _ 26 00 oe ‘Cane ee - Vee te c Bete ee: 3 20-in aun No. 1 7 50 Corn, cracked ....... er ip 2. ....... 21. 5 ....4 00| Battle : ; "33 -in. Standard, No. 2 6 50 Corn Meal, coarse ...25 0 ey caeae. set ...... ae anew boy, e hee oe 2 40| American Bagle yn i, Standard, No. 3 6 50 Winter Wheat Bran m4 Beef, middles, set 80 | Snow Bor. oS A {Spear Head. T uz eS so- Cable Ne. 1 ....8 @ Middlings .....-....- Sheep, per -bundle eae Dust, 24 large ..4 50) Sear Head, 143, vz 44 |ix-in. Cable, No. 2 +++-7 00 Buffalo Ouden Feed 33 00 Uncolored Butterine | ee tu 40k 4 00 Nonby Twist 1é-in. Cable No. 3 ....6 00 ork a te Country Rolls ..110% 916% | Kirkoline, "24 41>. 22.0) a is See ...-.....--. 40 | No. 1 Fibre ......... yo @-F Ungees Beal 25 0: oe Bee Beet todos 4 10} YtU ttuuesty a nee eee 8 26 I 1. SOGDiING .........-.-.- pivoddy ...... oo oO. i ee Cott aon 34 80 ee pons i iD oe : 30 Babbitt's FUG coke. : = Mea ee = W ashboaras 2 oe onseed Meal ..... age he en Pi er Heidsick ....... i ® Gee 2s. cas Brewers’ “Grains 1.77.28 00 | Roast beef,2 Tb.......: 1 80| Armour’s vse eeee- $ 70\ Root Jack es ee cs i 7 Brewers’ Grains ..... 28 00) Roast beef, 1 Ib....... 50} Wisdom .............. 8 Honey Dip Twist .... 45 fee 3 7 Seemeone _s — 3 5 OD a ee ee 90 Soap Compounds Black StanGauiu “Te NSAI. AGM so o40--es 3 lo Alfalfa Meal ......... Potted ham, Oe 50/Johnson’s Fine ....... g, (Cadillac ...... ‘40 | Louvle Peerless 11.5... 3 76 rl ts 44 oo — Ms .... 90|Johnson’s XXX ....... 7 30 Forge ...... - Single Peerless ....... = to te oe 46 Soe tongue, ¥%s .... 650 ee soccer. 3 85 a Wisi 33 Pye tse gag toca pone wu ubd- (eee oo ee Upiwh .eeeeee ov Corn 64 Potted tongue, %s .... 90 Scourin aat Navy ac oo ga nee 2 6 oe n carlots ..... 67 Fancy — 7 @ 7%|_ Enoch ane * — Smoking eee 3 00 Ss than ca rene ee ee cena es 51, |Sapolio, gross lots .... Sweet Core dow Cleaners _ Hay 17| JAPA... eee eee ee hoo3k eS cien half gro. lots 4 a as ae . . oe anal Opshagarhineeu 1 6 Less than cariots".... 18/BFOKMR, -i5-j.52.< 3M @8M | Capoto. an ee She 27 1s an eevee lio, ANG eeccccees B boo 1 ee ee HERBS "= aa fone a - pe ata ‘SO caer li ““% tb. canteens a 16 in. Weed Bowls = Soe cede a, oscmes 50 cakes .... x L, 16 oz. pails 2 j Ser 5. ie iee: SABO ooo ee+es 15 Du ke ’s, large, 1 doz. 4 50) Scourine, kes ..3 50 A 46 «(13 in. Bu 35 Ops oo. ss... urkee's, |, 2 doz. 5 25|Scourine, 100 cake Honey Dew .......... je in. Butter ........- come 9 23|Snider's, large. 1 dom 2 3 SOD oc cees 5% [Sold Block 400 [17 ine Butter ..0..0.0..4 99 Senna Leaves ........ 2} Sn *s small. 2 doz. 1 35|Boxes ..... teen e eee 43, | lagman = 19 in. Butter ......... 00 HORSE RADISH ee Kegs, English +. he Chips owe as 21 | Assorted, 13-16-17 "21173 00 : n Wee ates. é eree Rer GOZ) ..30.5..5..... 90 Packed 60 Ibs. in box. Whole Spices Vaked Wan | 40 Assorted, 15-17- PAPER JELLY 9 Arm and Hammer ... 3 ed Allspice, Jamaica ..... 13 umes Cameo ........ 43 Guar straw ..... 2 Sib. pails, per doz. .. 2 50 Delands ............ 4 00} Allspice large Garden 11 Myrtle Navy ..44 Fibre Manila. white .. 3 15tb. pails, per pail .. A Dwight’s Cow (200: "3 00|Cloves, Zanzibar ..... 146 fYum Yum, &c per gro 5 a Fibre Manila, colored ..4 30Ib. pails, per pail ... P. en) eee eae 1 80|Cassia, Canton ....... = Yum Yum 10c per gro ‘3 — te... ....,. 4 MAPLEINE Stender », 100° %s 3 00 | Cassia, 5c pkg, doz.... Yum, Yum, lib. pails Cream Manila ......... a. 2 oz. bottles, per doz. 3 00| Wyandotte, 1 os Ginger, African esos 9h Ce ee ee 38 Butcher's Manila .......2% MATCHES ted, bbis ee ee atte 50 oe ee Ge 21 | Wax Butter, short c’nt 13 Cc. D. Crittenden Co. - eee 100 Ibs. cs. 90 — oe rereestt Tea | Corn Cake, raat on’’"se | @Wax Dotter, full count = Noiseless Tip ..4 50@4 7 dump, DbDIS. .......-..- Mixed, No. 1 ........ * 10 riow vy, 3 pe Wax Butter, rolis ..... 4 . | Miteed: No. & .:.....5- Piow Boy, 3% oz..... YEAST CAKE MOLASSES Lump, 145 Ib. kegs .... $. Mixed. 5c pkgs, Peerless, 3% ox. ...... 36 [a ..... .-1 1b New cae a a Nutmegs, 75-80 Peerless, 13, ox. ...... 39 a oy Samm ....... 1 ou Fancy Open Kettle 35 . 2 Nutmegs, 105-11 MAY TPERO Foo os cece 36 Sunlight, 1% doz. .... 60 Choice De a = 100 3 Ib aac ae ¥ Sart, Black ssctier ae [Cant Hook, foo Ee veal’ Soeur 3, dos. iz BOON eo a wap ee we es - SACKS ..... eee or. WHO 2.0.5.0 ge a~ cream, OZ a 20/ 28 10% Ib. sacks ... = Penner Cayenne ..... 22 | borex-XXXX 0) au oe ae 1% doz.. 68 MeMINCE MEAT. oh ec 17) Paprika, Hungarian... | Good indian ...... +26 FRESH FISH MINCE MEAT —__| 99 wm gacks .......... Pure Ground In u deif Binder, 1008. ou Per . Per Case: .22.4...3... 2 85 Warsaw e, Jamaica .... 12 fiver Foam ........... 24 : mbo 16 MUSTARD 56 Ib. dairy in drill bags 40 rao Zanzibar ......22 rex MA 52. c.., 32 Whitefish, a eo 12 SS 8) 28 tb. dairy in feck secs aa Canton ....... 12 |Royal Smoke ......... 42 bo a ' sous AMG OLIVES — ar inger, African ...... 2 TWINE err Be eae 19 Bulk, 1 gal. kegs 1 10@1 _ 56 Ib. sacks ........... 24 mo Penang ........ Catton, © ply ........ = fs penne ; Bulk, 2 gal. kegs 95@1 0 Common 85|Nutmegs, 75-80 ...... 3E Cotton. 4 ply .. ....... 2 a... 14% Bulk, 5 gal. kegs 90@1 0Y/ Granulated, fine ....... 90| Pepper, Black ........ ow huis, & ply .<.-.------ S te tae 29-- Manznilla, 3 oz. ...... 75|Medium, fine .......... Pepper, White ........ 18 |iiemnp. ¢ ply 2... Lobeter 4.2.1.4: 29 “Sneen, pints ....5...2. = er — Ponce. Cayenne .... - ie medium N ~— et tte 10 Meer, £9 Of. 625.6 so. 4 6 C a rika, Hungarian ..3 Wool, Be nies FRE nwo ss ose sot os Soe hap OZ... oe 7 ao Large = g bs Pap ad alana 12 aoe Daas % Stued, 5 0%. ..........- Bie ee 110% orn State Seal ............ ees ee ese Cee 9 Be 1 eee OF. Nelene “a Kingsford, 40 Ibs. ..... 7% Oakland apple cider ..14 en fae sae ae es . 216, ber box 1 75/71 * tilts Mussy, 40 ip: bees. -- 6 | Morgans ld Froceaa 14 | Sets Winte 000/10 Clay, No. » per 15| Muzzy, 40 - PKES. .- Barrels free. Yhinook Salmon ...... ‘ mn Ui gtring. 2.56205. 77. 00.0: ING Chin rc alae alee elearning | “ca taneaaene eae 16 Gloss Wick Mackerel ........--+- Cob SS gta 90 ees Herring a 72 |No. 0 per gross ........ ” ioe WiGee .....;s, nee EAE th: nog, pbb #o|ilver Gwe ie dime fx |No. JU per sons oy [Elana “adie : s, %bbl. 6 Silver ’ No. p or ese 5 d Roe, each ....... Barrels, 1 Mee eats aele ee ‘hoape. eae 10| Biiver Se as pet, ot Speckled Bass cits ax by ae aa ilchers HIDES A Small _.|¥. M. wh. hoop Mi 60/48 1tb. packages ...... . Baskets Hides Half bbls., 1,200 count 4 50 ee 10 00/16 5tb. packages ...... <* | unnade ... 1 00 Me acces 11 oe eee re a Sage ae 5 alas 61. packages Se See Bushels, wide band .. 1 ” | oii 4 18 2 8 eam oie 99 ’ - = : OXECS .ccccceeceee h MO sie ae ede cee as 4 : a 8 a kcee Ne 15, Rival, assorted 1 75| Queen, kegs ae 60 | 501b SYRUPS Splint, lavge |. <.....--. 3 50 pti No. aan 12 enam’d 2 00 Trou Corn er mum ....... 3 vo} Cu 1 18 No. 20, Rover, 4 754 1, 100 bs... 27| Splint, medi 2 75|Calfskin, green, No. No. 572, Special ...... 2) No. ‘aan ...8 25| Barrels ........ Toi agi Splint, small ........-. 25 |Calfskin. green, No. 2 11 No. 98 Golf, satin fin. 00} No. 1, certs Half barrels .......... Willow, Clothes, large 8 25 in. cured, No. 1 14 . 1 00]}No. 1, 10 Ibs. . % dz. in es. 1 75 thes, me’m 7 25 | Calfskin, » 1%% No. 6a ae twit 2s ue haan! l0fb. cans, % dz. in es. 1 65 Willow. Glothen amall # o | Galfekin’ outed. No. : " "Mackerel te. Cone, : . 175 . POTA 15 50 5%. cans, 2 dz. in cs. 100 tbs. ........ ‘ Babbitt’s ........,... 400 Mess, Pelts @ 2 Old Wool ...... Lamie .......;.. 50@ 75 Shearlings ....... oq & Tatiow No. 1 : @s& NO. 4 icc. @4 Wool Unwashed, med. g 33 Unwasued, fine 33 Standard ‘Twist oa 5 Cases Jumbo, 82 bb. een. Pa metre Ho Boston Créam ... ‘y Big stick, 20 Ib. case 8 Mixed Candy Grocera: . 222.445... .. 6% Competition Sdeenee 8 MOOG sae @ CONRCEV@. 08. - 1% OEE ooo ca, «eseecscccchl SN escecccge, 10 slab as, (ae sscea & Cul Leet ....2 0 coe 8% SCMOeY gs.) coe 8 Windergarten tasea 36 ereuch Cream ......., 9 Stur li Hand Made Cream”. .1¢ Premio Cream aed 1¢ Paris iia Bon Bons 1( ncy—in Palig Gypay. Hallet td deccacehl Coco Bon Bons }66ccee ke “udge Squares Oeeaece Peanut Squares ey Suga red Peanuts ee Salted Peanuts ..... °° aa Starlight Kisses seca San Blas Goodies .., i.ozenges, plain -Ozenges. printed ‘‘hampion Ch te Wclipse Chocolates Wureka Chocolates . ‘Juintette Chocolates — “hampion Gum Drops 4 Moss Oe l.emon Sours aayeoae Ce ae ‘lal. Cream Opera ae ‘lal. Cream Bon Bong a Golden Waffles he ed Rose Gum Drops" it Auto Bubbles ........ 1) ancy—in 6Ib. Boxes viae ‘Fachionsg Molas- €s : isses, 10ID. - o ze Orange Jellies ... Lenk MOU 5... . Old Fashioned Hore- hound drops bea, 6 Peppermint Drops . 6@ Champion Choe. Drps 65 H. M. Choe. Drops 1 1¢ H. M. Choe. Lt. and Dark No. if 34 Sitter Sweets, as’td. 1 3 Brilliant Gums, Crys. 66 A. licorice Drops..96 Lozenges, printed - 65 ‘.ozenges, plain ...... 0 Imperials SVecusencca Mottoes Kedecscace 6 Cream Bar ....... « & G. M. Peanut Bar .. 66 Hand Made Crmg s0@90 Cream Wafers ..... 6g String Hock ........ Wintergreen Berries Ulu Time Assorted 3 Buster Brown Good 3 Up-to-date _ 3 78 Ten Strike Ne. 1 ..6 &¢ Ten Strike No. 3 .. 6 0 Ten Strike, Summer as- 68 60 1} 6e BOItmG@RE ........ @ 76 Scientific Ass’t. : --18 ¥@ Pop Corn Cracker Jack ..... --3 3% Giggles, bc pkg. os 8 50 Pop Corn Balls 3008 1 36 Azulikit 100m .......8 28 Oh My 100s .........8 6&6 Cough Drops Putnam Menthol ...1 9¢@ Smith Bros. ........1 % NUTS—Whole Almonds, Tarragona 16 \iinonds, Drake ..... 16 Almonds, California aft. SGM ce cucace seceeges rage 6. 6602.6.4 ugu rulberts . saeecoas 13 cal. No. éadeae Watncin: soft shell 15@16 Walnuts, Marbot .. 13 lable nuts, fancy 18@18% Pecans, Med. ..... 13 Pecans, ex. large .. 14 Pecans, Jumbos ... 16 Hickory Nuts per bu. Ohio, a «cladeace Cocoanu eecccccece Chestnuts, New Yerk State, per bu. .... Shelled Spanish Peanuts @9 Pecan Halves .... w55 Walnut Halves ae Filbert Meats Alennte Almonds is Jordan Almonds .. 47 Peanuts Fancy H P Suns 7% Roasted ....... 7% Choice, H. P. J . ie ean cece. 9 MICHIGAN Special Price Current AXLE GREASE | Pork TOS sects @16 | Dressed ......... @11 |Boston Butts @15 |Shoulders........ @12% iLeat Lard ...... @13 Pork Trimmings @i. | Mutton POnarmeaes 2... 0.5.45 @10 iTmmbs § .....5-3-: @12 | Spring Lambs @\3 Veal Mica, tin boxes ..75 9 ae ona ners ss 6 @9 Paragon ......... 55 6 00 | CLOTHES LINES Sisal BAKING POWDER | Royal '60ft. 3 thread, extra..1 00 \72ft. 3 thrend, extra..1 40 10c size 90 | goft. 3 thread, extra..1 70 yy, : 5/60ft. 6 thread, extra.. ae eee t 35 oft. 6 thread, extra.. 6Goz. cans 1 90 Yd. cans 250i poe — 15 &.m. cans 3 (O\72ft. ........-.------*- 90 Im. cams 4 80) $90p¢, 1. LILI 1 80 sib. cans 13 00 | Coteon Victor F are 21 BUlDOre - 2... 60 ee. 1 10 dale caus [BME oe eeseeeeeeeeees 1 35 YOUR | tome nas ee eee 1 60 OWN Cotton Windsor PRIVATE ee 1 30 BRAND Pre. Ga es bee ce one we 44 ee asics cceaeee Som og. -.ees-eeee 2 00 | Cotton Braided } Pate, 6 cc eee ee 1 = . Torervwiaitd |) Ce cece cease 9 Un NAME HERS ee 1 65 525 Sal ree "Pit Galvanized Wire |No. 20, each 100ft. long 1 9° Wabash Baking Powder Co., Wabash, Ind. 80 oz. tin cans .......- 3 75 32 oz. tin cans ...... 1 50 19 oz. tin cans ......- 85 16 oz. tin cans ...... 75 14 oz. tin cans ...... 65 . 10 oz. tin cans ..... 55 8 oz. tin cans ...... 45 4 oz. tin cans ...... 85 32 oz. tin milk pail 2 00 16 oz. tin bucket 90 11 oz glass tumbler .. 85 6 oz. glass tumbler 1 16 oz. pint mason jar 85 CIGARS Johnson Cigar Co.’s Brand White House, ‘White House, 2!b. /Excelsior, Blend, 1%b. Excelsior, Blend, 2%b. . 19, each 100ft. long 2 10 COFFEE Roasted Dwinell-Wright Co.’s B’ds. eeeeease eevee ‘Tip Top, Blend, 1%b. .....-. Royal Blend ............6- : . Royal _— _— Scene : Superior OM . i.e hoes S.C, WW.. 1,000 lots .----33 Boston Combination :..... Evening Press .....-.--- 32 Distributed by Judson Exemplar ........----+:> 32 Grocer Co, Grand Rapids; Lee ady, Detroit; - Worden Grocer Co. Brand ces a Co., ‘Sagi- Ben Hur _ naw; Brown, Davis _& Marfection .......-+-++ s+ 35 Warner, Jackson; Gods- Perfection Extras ......- 35 mark, Durand & Co., Bat- Tonagres ....---..-+.-+0+- 35 tle Creek; Fielbach Co., Londres Grand .......-- 35 Toledo. Stengard ...-.-+.-0s+-++5 35 Puritanos ........-+-+--s« 35 FISHING TACKLE Panatellas, Finas ....... 35 % to 1 in. Panatellas, Bock ......- 35 1% to 2 in. Jockey Club .........-+-: 35 1% to 2 in. 1 to 2 in. COCOANUT . Soo cu eae Baker’s Brazil Shredded 3 im. ....cceeeeeescseeeee 20 Cotton Lines No. 1, 10 feet .-...--.-- 5 Wo. 2, 15 Teet .....-<..: a Win. 3, 15 feet ....-..-... 9 Mo. 4, 1 feet .....-....- 10 No. 5. 16 feet .....-.-..-- 11 Wie. 6, 35 feet .......-... 12 No. 7, 15 feet ......... eoeD No. 8; 1b feet ........--- 18 No, 0, 15 fect ....:.--.-* 20 Linen Lines ean. co oscar sees ee 20 MEGA bce eee e eae 26 TiameO .... 5... --- 5 caer 34 70 5c pkgs., per case ..2 60 38 10¢ pkegs., 16 10c and 38 5c pkgs.. Poles 9 per case 2 60 Bamboo, 14 ft., per doz. 55 Bamboo, 16 ft., per doz. 60 per case ......... 29 60; Bamboo, 18 ft., per doz. 80 FRESH MEATS GELATINE Beef i|Cox’s, 1 doz. Large ..1 80 Carees ooo... 64.4 9% Cox’s, 1 doz. Small ..1 00 Hindquarters ... 8 4 1i¥% Kmnox’s Sparkling, doz. 1 25 Pigs |... 5... 9 @14 Knox’s Sparkling, gr. 14 00 nate ......... ies NeInON'S .....6scses one AD Chucks ....-. oe. 7 “& 7 | WKnox’s Acidu’d. doz. ..1 25 tate - ee a. ORTON me ee cc sco . 76 ‘iver ..... cue @6& Plymouth Rock ...... 1 2 SAFES TRADESMAN 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 line personally, write for quotations. SOAP Beaver Soap Co.’s Brand CN cakes, large 50 cakes, large cakes, small 50 cakes, small size... 50 size..3 25 size..3 35 size..1 95; Tradesman Co.’s Brand = | Black Hawk, one box 2 50, Black Hawk, five bxs 2 40 Black Hawk, ten bxs 2 25 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 catalogue, re- duces costs. We sell to merchants only. Ask for logue. current cata- Butler Brothers New York St. Louis Minneapolis Chicago August 24, 191) THE 1910 FRANKLIN GARD 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 $1750.60 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 ind outdid its nearest competitor by 50 per cent. If you want economy—comfort— simplicity—treedom from all water troubles—light weight and light tire expense—look into the Franklin. Catalogue on request. ADAMS & HART West Michigan Distributors 47-49 No. Division St. Are You In Earnest about wanting to lay your business propositions chants of Michigan, Ohio and Indiana? If you really are, here is your oppor- tunity. The before 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. medium for the general advertiser. Sample and rates on request. Grand Rapids, Michigan It is a good advertising August 24, 1910 MICHIGAN TRADESMAN 47 PI XTe oat oe, one ren beer On ee ne ten cee! Renan Ubedet TWO cents } eee oer aR nieG nn ioe ORO lee a oword the Arst thsertion ane 25 cents. Cash musta than a - _ \ ee {enc cent a werd for’ each uel bh) Ors haeer Pere RCL ae BUSINESS CHANCES. For sale—Protectograph check protec- tors for $15; late Machines made by “Todd.” If interested, order one sent on approval, N. Payne, Marietta, Ohio. 86 Store for Rent—Fine opening for an up-to-date dry goods store. Mrs. Ernest- ine Scott, Lynchburg, Highland Co., Ohio. 860 _ Opportunity to invest $3,500 in Toledo. Ohio, business property that will net 9 per cent. yearly and increase in value. Store and flat rented for $32 month, $584 year, never vacant. Taxes $43 year, in- surance $20, leaving net $321. This is just as represented. M. O. Baker,, 122 Superior St., Toledo, Ohio. 862 For Sale-—-General retail stock and buildings, 18 miles Grand Rapids. Good farming country. Have other property for sale also. Reasonable. Address No. 859, care Tradesman, 859 For Sale—Stock of general merchan- dise in best town in Thumb of Michigan. Address A. A. F., care Tradesman. 858 A TRIAL PROVES THE WORTH Increase your business from 50 to 100 per cent. at a cost of 2% per cent. It will only cost you 2c for a postage stamp to tind out how to do it, or one cent for a postal card if you cannot afford to send a letter. If you want to close out we still conduct auction sales. G. B. Johns, Auctioneer and Sale ee 1341 Warren Ave. West, Detroit. Cc ° For Sale—OQne of the best dry goods, ready-to-wear and shoe stores in one of the best farming and manufacturing towns of 2,000 inhabitants in Southern Michigan. Up-to-date in every way, zoods, customers and _ buildings. No trading stock but a bargain for $10,000 cash. Address No. 856, care Tradesman. 856 For Sale—$3,500 good clean stock gen- eral merchandise, situated in factory town, within thirty miles Grand Rapids. Bargain. Address 854, care Tradesman. Do you want a drug store where the prices are not cut? A _ profitable invest- ment. Write C. E. Brower, Norcatur, Kan. 855 Fine opening for general stock at Man- ton. Mich., large store room, 24x80 now vacant, present owner has made a nice fortune here. Now too old. I wish to sell or rent building. Modern living rooms over store, has city water and electric lights, store rooms, fine cellar. Call or address C. B. Bailey, Manton, Mich. 842 For Sale—Bakery, confectionery, ice cream parlor. Best location in town of 9,000. Fine fixtures. Reason, sickness. Come and investigate. 102 South Main St., Brookfield, Mo. 851 Farm For Sale—160 acres at $70 per acre, three and one-half miles south of Beardstown, Cass Co., Ill. A first-class truck farm, all in cultivation except 20 acres in timber and pasture. Forty acres melors, 45 acres cow peas, 4 acres sweet potatoes, 20 acres corn, 25 acres wheat and oats. All under fence. Fair improvements, fine water. This farm will rent for $5 per acre, cash rent. Would consider small stock of merchandise. Ad- dress J. J. Corzine, Beardstown, IIl. as Read This, Mr. Merchant Why not permit me to conduct 3 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- ified by knowledge and experience. Full information on request. B. H. Comstock, 907 Ohio Building Toledo, Ohio Saw and shingle mill for sale. A new, up-to-date saw mill with daily capacity of 75,000 ft. A new shingle mill capacity 15,000. Complete logging outfit of Donkey engines, locomotive cars, etc. Have 60,- 000,000 feet of first-class fir timber, with 200,000,000 adjoining that can be bought, Address P. O. Box 1444, Tacoma, = Special Sales—The oldest sale conduc- tor in the business, bar no one. Why engage a novice when you can get the services of one who knows the business from A to Z. Best of references as to my character and ability, from wholesalers and retailers. Personally conduct all of my own sales. W. . Harper, Bell phone 1240, Port Huron, Mich. 849 Wanted—Those who want to buy im- proved farms at bargain prices to write for particulars to J. Hemenway Realty Agency, Au Gres, Arenac county, my For Rent—A two-story pressed brick building, 50x90, with basement, or the first floor and basement, on best corner location in the city of Lead, S. D. Steam heat, electric lighted; built for and run as a department store for past 10 years. Population, 10,000. Long lease given if desired. Possession Sept. 15. A _ great opportunity for right firm. Address P. A. Gushurst, Lead, S. D. 847 ‘Wanted—A grocery stock in Southern Michigan town of 1,500 to 2,500 popula- tion. Will pay cash. Address Box 62, Jonesville, Mich. 846 For Sale—An established manufacturing business, including patents, making a very popular household necessity; voiume of business about $40,000 annually; will stand strict investigation. Don’t answer unless you mean business. Address Box 348, Dayton, Ohio. 845 A-1 opening. Furniture man _ with $3,000 to $3,500 cash. North Dakota town. Fine farming coun- try. One partner wishes to retire. You can not afford to miss this opportunity. Full particulars, apply Finch, Van Slyck & McConville, St. Paul, Minn. : The California Oil Digest, authority on oil sent free upon request. May worth a fortune to you.. California oil investors receive over a million and a In very prosperous half dollars dividends monthly. Are you getting your share. J. E. Levi, 411 So. Mair St., Los Angeles, Cali. 841 Wanted—General stock in good location. Address 373 N. Lafayette St., Grand Rapids, Mich. 835 For Sale—A 15 horsepower motor, di- rect current. 500 voltage ,at a bargain or trade for anything I can use. Address Dr. F. Osius, 15 Canal St., Grand Rap- ids, Mich. 836 For Sale—Dental rubber works. field, big profits. some young man. Large Just the business for All complete, valuable formulas and all machinery. Will teach the business. Price $1,500. Address Hygienic Rubber Works, 15 Canal St., Grand Rapids, Mich. 837 Bring Something to Pass Mr. Merchant! Turn over your ‘left overs "’ Build up your business. Don't sacrifice the cream of your stock in a special sale. Use the plan that brings all the prospective buyers in face to face competition and gets results. I personally conduct my sales and guarantee my work. Writeme. JOHN C. GIBBS, Auc- joneer, Mt. Union, la. stock Good Owner has other interests outside Splendid opening for young man Address No. 838, a Exceptional Opportunity—Drug for sale in fine residence section. trade. Of city. with energy. Tradesman. For Sale—Drugs, sick room’ supplies and gift stock in fine condition in a hustling town of 600 in Southern Michi- gan. Call or write at once, bids received to September 1. Stanley Sackett, Trustee, Gobleville, Mich. 840 For Sale—Drug stock in Southern Mich- igan, invoices about $3,600. A money- maker. No dead stock. Will bear closest investigation. Don’t write unless you mean business. Address No. 834, care Michigan Tradesman. 834 For Sale—A $4,000 stock of hardware, stoves and tinware in city of 4,000, hav- ing water, sewers, electric lights, paved streets and extra good schools, 54 miles west of St. Louis. Reason, sickness in family. Will sell or lease building. No exchanges. Wm. Poppenhusen, Washing- ton. Mo. ‘ [ental chnirs for sale. Several High Low Gould, in first-class condition. $50 each, at Union Dentists, 15 Canal St., Grand Rapids. : For Sale—Band saw mill 6% ft. wheels, 8 inch saws, steam feed, gang edger. Two boilers, 75 H. P. each. With all equip- ment complete just as mill was when running. For particulars address Lesh, Prouty & Abbott Co., East Cr For Sale or Trade—Drug stock and fixtures; everything new and up to date; must zo this month. Address L. E. Peck, Sycamore, Ill. 826 For Sale—$2,590 stock general mer- chandise and store building, 20x 80 ft.; also house and lot; located on Nickle Plate R. R. Address N. E. Hoops, Pea- body, Ind. 825 . invoices For Sale—Oliver typewriter, No. 5, new. Write for price. Thos. Riley. Rio Grande, N. J. 817 For Sale—A well equipped ice cream and soft drink factory, doing a good profitable business. Paying milk route in connection. Good local and_ shipping trade. Poor health, reason for seiling. Address R. 190, care Michigan Tradesman. +) a For Sale—Model bakery and_ lunch room, ice cream and candy business in ecnnection. County seat town 2,000 pop- ulation. Doing a good business. The neatest lunch room in the State. Stock tools and fixtures all first-class. Every- thing up-to-date. This is a bargain. Rea- son for selling, poor health. Address J. Renner, P. O. Box 238, Rockwell City, lowa. 822 For Sale—General merchandise stock inventorying $3,500. Doing good business ir 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 78 feet second-hand oak shelving, dark finish, for clothing and gents’ furnishing goods. Michigan Store & Office Fixture Co., 519-521 No. Ottawa St., Grand Rap- ids, Mich. 821 For Sale—My retail grocery’ stock; about $2,000 required; old established trade. Reason selling, sickness. Henry F. Runge, LaCrosse, Wis. 8il For Sale—Planing mill and retail lum- ber yard. Will bear investigation. Rea- sonable terms to good parties. Principals only need answer. C. EF. Andrews Lum- ber Co., New Bethlehem, Pa. 8 For Sale—One of the best grocery stores in the city of Flint. Stock and fixtures inventery 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, Ia. 78 For Exchange for merchandise, fifteen hundred acre Mississippi plantation, well improved, richest soil in the world. Will double or treble in value in five years. Acdress Box 686, Marion, Ind. 803 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. D. No. 6, Alle- gan, Mich. 800 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, Mc- Bride, Mich. 788 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% near Petoskey merchandise. No. 792, care 792 $2,800 new frame store for property or stock of Will pay cash difference. Michigan Tradesman. Hotel For Sale—The Lake View House, 6) rooms, everything in good shape. Does all the commercial business. Doing a good paying business. Will sell at a rea- 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, $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 fo! selling. Address No. 739, care —— man. Wanted—Stock of goods in exchange for good farm. Wm. N. Sweet, Lake Ann, Mich. 729 Wanted—Stock of goods not to exceed $2,500 valuation, in exchange for first- class Grand Rapids residence property. Cc. T. Daugherty, 10 Hollister St., Grand Rapids, Mich. 743 To Rent—Shoe store, brick, modern, 17% x 60 ft., with basement, shelving, counter, desk, light fixtures, shades, screens, awning frame. Good location. Good opening. Reasonable rent. Popu- lation 3,000. Julius R. Liebermann, St. Clair, Mich. 726 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 For Sale—-Well established drug stock in thrifty town tributary to rich farming community. Stock and fixtures inven- tory $1,400. Will sell for $1,200. No dead stock. Terms cash or its equiva- lent. Address No. 777, care Michigan Tradesman. 777 Stock of general merchandise wanted. Ralph W. Johnson, Minneapolis, -—, land Real For coal, oil and ‘gas, write C. W. Deming Co., Dealers, Tulsa, Okla. leases, Estate 542 For Sale—One 300 account McCaskey register cheap. Address A. B., care Michigan Tradesman. 548 Cash For Your Business Or Reali Ks- 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, gg Adams kKxpress Building, Chicago, th 24 Safes Opencd—W. L. Slocum, safe ex- pert and locksmith. 147 Monroe street, Grand Rapids, Mich. 104 «HELP WANTED. Wanted—Registered pharmacist to take half interest and manage a store. Es- tablished twenty years. Address No. 857, care Michigan Tradesman. 57 Wanted—Experienced and industrious clothing salesman. Must understand window trimming. References required. Address Harry J. Aarons, Manistee, Mich. 853 =. Having invented a process by which | convert a now worthless material into hard coal of finest quality, I am looking for a first-class promoter. The propo- sition is gilt edge and will be demon- strated. Call or address Dr. Frederick Osius, 15 Canal St., Grand Rapids, Mich. 830 Wanted—Steam specialty men for best forced draft equipment on market. Guar- anteed territory. Commission. Wing, 90 West St., New York City. $13 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- lustrated catalogue and flat sample book. Offers you an exceptionally fine. side line. Catalogue at request. Henry Thayer & Co., Cambridge-Boston, Mass. Estab- lished 1847. 510 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 SITUATIONS WANTED. ““Wanted—Position as shoe clerk. Young married man, with nine years’ experience. Lock Box 69, Lake Odessa, Mich. 844 Want Ads. continued on next page We make tour grades of book in the different denominations. CIRCULARS sampes” ONINQUIRY, —— oMPANY, TRADESMAN, Ci RAPIDS, MICH MICHIGAN TRADESMAN August 24, 1910 CUT OUT GOSSIP. A lady who was in a hurry in making a purchase found that her er- rand was of minor importance in the store. As she tried vainiy to find the object of her quest, two girl clerks amused themselves with their impressions of the evening before, the one who was attending her halt- ine occasionally in the talk to answer her enquiries in the laconic She soon discovered that she must seek elsewhere, for the material! desired was not in sight. and as the upon the were not transparent, and the clerk non-com- municative to her, she was about to withdraw when the subject of conver- sation suddenly changed to one vital interest. “D'd you know Mary’s been pro- moted?” “What! Mary Bagley. here half so long as we!” “No fair, 1s 1t?” od not,” with indignation. most style. boxes shelves of And not say her eyes snapping “No knowing how to stand in with these employers.” with- drew, she fancied that she could see the who than talk. There is nothing which so quickly the the indulgence It betrays at once frivol- lack of thought, industry or pur- There which may be engaged in with pro- pricty at all times; others which bear but at time in the shop-room is there time for pure zossip. It may hit where least expect. It the estimation of the business world. Weed it As the disappointed woman clerk her business attention. to in newly-promoted to her ue a pari rather small attended giving stamps one as unbusinesslike in eyes of a stranger as in gossip. ity, ‘pose. personal are topics consideration sometimes; no you lowers you in It is a habit which grows. out entirely. —_—_—_»-+ 2» —__—_ DON’T FORGET TO HOLLER. A lad in starting his little brother into to. sell gave this parting injunction: “Don't forget to holler.” While standers were inclined to smile, had not expressed the term graphically and truly? Too many of us are going through the world “forgetting to holler.” We expect people to see us, to hunt us up, when it our business to hunt them up; to make presence known, The practiced vender of lem- well knew the uselessness the silent march. He also knew that a single tone soon becomes monot- When his first set phrase, lemonade,” failed to at- tract notice, he varied it in word or tone or both. Perhaps the change was only one of accent, but it had the desired effect—that of attracting notice. To the advice, “Don’t forget to holler,’ he might have added, “Don’t screech.” Ear-splitting tones repel rather than attract. Gentle persua- sion is more successful. The face as well as the voice must be of a win- ning nature. There are many make our presence our advertising in the out a crowd lemonade the by- he most is our onade of onous. “Tce-cold ways in which we known. If newspapers can fails to attract we may be sure that the paper is not the proper medium or that our announcement is poorly worded or improperly displayed. We can not afford to stop “hollering.” If our efforts fail to cause people to halt a new dressing of the window, or new copy -to the city editor may bring the desired result. Perhaps our competitors are making greater cuts than we have offered. Our tones must be harmonious, words | truthful and convincing, our goods corrobcra- tive of the advertising. It will never do to slink into a corner in silence. Keep going as industriously as does the lemonade boy and “Don’t forget to holler.” => a He Came Back. “Oh, yes,” said the grocery drum- mer, popularly supposed to be up to all the dodges, and sharper than grand- father’s razor; but that’s mistake our “the men of our profession ire a honest man from a rogue, and that he would wager me ten dollars that the other fellow would show up in- side of a quarter of an hour. I love to pick up ten-dollar bills. We went into the tobacco store and found stakeholder.” “Gosh, but you won in a canter!” “Did Tt? { lost tn a eallop, rather. The chap who had borrowed the five showed up and paid the ten. Just a little plant, you see. Just a little game to catch suckers. Just a game that wouldn’t have fooled a boy of to, and yet I fell for it—fell twenty feet, and was bumped out of x a aly 2-2 Novelties As Gifts. Iowa hardware dealer is giving handy hot-plate lifters to bring ivade to his store. A hardware dealer in Illinois gave away good pocket knives to every An away ee : 3 S ‘ 3 | Hamme ~ Bee Ore A hardware store at Lacona, Iowa, gives coupons with each dollar’s ets of goods bought at the store, and the farmer having the most cou- pons will receive a four-shovel walk- ing cultivator as a gift. Every farm- er in the township is ‘busy collecting purchase tickets in the hope of get ting this valuable prize—Hardware ‘Trade. . ———_ 2.2. William H. Short, a New York City banker, has made a computation and says that a two and one-half cent ipiece would mean a saving to the ipeople of the United States of $39,- | 600,000 yearly. In market quotations | prices eften include a half cent, and las there is no coin to represent the fraction, the dealer invariably takes ithe full cent. It is a small matter on ia single transaction, but in the aggre- gate for all the people of the country jamounts to a vast sum. “The ab- ‘sence of such coinage,’ says Mr. Home Coming Show Window of the J. P. Seymour Co. If you have any game to work off go for a drummer. He'll fall for it where Uncle Rube would know bet- ter.” “Got a case in point?” was asked. “T have. It’s one on myself. I was standing on the Fifth avenue side of the Flatiron building in New York a few days ago when a farmerish- looking man came up to me_ and said: “Say, mister, I’m a little bit anx- ious.” “ “Well? ““T was over on Sixth avenue, and feller wants me to lend him dollars for a few minutes. He says he’ll pay back ten. He looks hon- est, and I lets him have the five. He says I’m to meet him here and get a five the ten. Do you think he’ll show up?” “T had a few minutes to. spare,” said the drummer, “and I devoted them to ¢alling that Johnnie forty kinds of fools. He took it very quiet- ly, and when I was through he re- plied that he thought he knew an boy who visited the store accompan- ied by an adult. A grocery store in Nebraska has given away metal mail boxes for the advertisement of the store. chant’s advertisement, have proved a valuable novelty. Rat poison was advertised in the window of a hardware store by dis- playing a number of caged rats. The window display was a valuable one. An Illinois hardware store gave eway a fortv-eight-piece dinner set with each kitchen range sold. -Free Brussels rugs to all purchas- Tlinois town. A $20 rifle free’ with every buggy sold was the recent offer of a Colo- rado implement house. Prizes aggregating $300 were ziven by an automobile dealer in a country town for the names of prospective automobile purchasers. rural mail routes, each box bearing| Clothespin bags, bearing the mer-| ers of $25 worth of furniture is the! offer of a furniture store in a small | | Short, “has resulted in the universal /custom of sellers taking the half cent "whenever a transaction does not re- isult in even money. I. suppose it would be a safe estimate to say that each family loses the half cent on an average of ten times a week, result- ing in their paying $2.60 a year above ithe price of articles purchased. There ;are about 15,000,000 families in the United States exclusive of the mer- chants, and, figuring on the basis |mentioned, they are losers yearly from this cause in the approximate sum of $39,000,000.” ———_.2->—___ Most fads are winnowing winds, ithe less the weight the greater the speed with which they are followed. BUSINESS CHANCES. _ For Sale—Stock of general merchandise jin one of the hest towns in Michigan, in- |voices $8009. Can reduce stock to suit purchaser. Reason for. selling, poor health and my son leaving. One com- petitor. Address Box H, care Trades- man, 864 Hardware stock in Grand Rapids. Good chance for ‘live wire.” Goods bought right. Hardware, care Tradesman. 863 fF The Rapidly Growing Demand For THE ANGLDILE|| “QUAKER” Fi Is being met by the erection BR A ND of a new factory. It will be the most complete and modern is so firmly established and home of any computing scale so popular that the mere re- in the world. Cut shows the customer's @ dial © LF TEE minder of its name and of its This demand has been based upon these three great exclusive Angldile features: 1. It Shows a Plain Figure for Every Penny’s dealers that they watch their proprietors should suggest to Value. stock closely and always 2. It’s Customer’s Dial is the Largest on Any | CGauutes Seale. | have a full supply on hand. 3. The Merchant’s Dial Stands at the Natural Angle for Easy Reading. If you don’t know the Angldile, get posted at once Full literature and booklet free. Write today. WORDEN (GROCER COMPANY Grand Rapids Angldile Computing Scale Co. 3 111 Franklin St. Elkhart, Ind. Asa 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. When these are offered to you,'find out who makes them. Ten to one you never heard of the manufacturer. Some salesmen claim that they are packed by Kellogg, and some only goso far as to say that they are ‘‘just as good as Kellogg’s.” Neither statement is true. Kellogg packs in his own packages only, which bears his signature. it- x. 1 llogs — d = KELLOGG TOASTED CORN FLAKE CO. Battle Creek, Mich. Open Letter to the Merchants of Michigan |* TRAVELING over the State our representatives occasionally find a busy merchant who has established himself in business through close application and economical figuring; who has equipped his store with many conveniences but has entirely overlooked one item of vital importance, the lack of which may put him back ten years, namely, a fire-proof safe. We do not know whether you have a safe or not, but we want to talk to all those Michigan merchants who have none or may need a larger one. A fire-proof safe protects against the loss of money by ordinary burglars and sneak thieves, but this is not its greatest value. With most merchants the value of their accounts for goods sold on credit greatly exceeds the cash in hand. If you have no safe, just stop and think for a moment. How many of these accounts could vou collect in full if your books were destroyed by fire? How many notes which you hold would ever be paid if the notes themselves were destroyed? How many times the cost of a safe would you lose? Where would you be, financially, if you lost these accounts? Only a very wealthy man can afford to take this chance and he won’t. Ask the most successful merchants in your town, or any other town, if they have fire-proof safes. Perhaps you say you carry your accounts home every night. Suppose your house should burn some night and you barely escape with your life. The loss of your accounts would be added to the loss of your home. Insur- ance may partly cover your home, but you can’t buy fire insurance on your accounts any way in the world except by buying a fire-proof safe. : Perhaps you keep your books near the door or window and hope to get them out safely by breaking the glass after the midnight alarm has finally awakened you. Many have tried this, but few have succeeded. The fire does not wait while you jump into your clothes and run four blocks down town. It reaches out after you as well as your property. Suppose you are successful in saving your accounts. Have you saved your inventory of stock on hand and your record of sales and purchases since the inventory was taken? If not, how are you going to show your insur- ance companies how much stock you had? The insurance contract requires that you furnish them a full statement of the sound value of your stock and the loss thereon, under oath. Can you do this after a fire? If you were an insurance adjuster, would you pay your company’s money out on a guess-so statement? A knowledge of human nature makes the insurance man guess that the other man would guess in his own favor. The insurance adjuster must pay, but he cuts off a large percentage for the uncertainty. And remember that, should you swell your statement to offset this apparent injustice, you are making a sworn statement and can be compelled to answer all questions about your stock under oath. If you have kept and preserved the records of your business in a fire-proof safe, the adjustment of your insurance is an easy matter. How much credit do you think a merchant is entitled to from the wholesale houses if he does not protect his creditors by protecting his own ability to pay? We carry a large stock of safes here in Grand Rapids, which we would be glad to show you. We also ship direct from the factory with difference in freight allowed. If a merchant has other uses for his ready money just now, we will furnish a safe for part cash and take small notes, payable monthly, with 6% per annum interest for the balance. If he has a safe and requires a larger one, we will take the old safe in part payment. The above may not just fit your case, but if you have no safe, you don’t need to have us tell you that you ought to have one. You know it but have probably been waiting for a more convenient time. If you have no safe tell us about the size you need and do it right now. We will take great pleasure in mailing you illustrations and prices of several styles and sizes. Kindly let us hear from you. Grand Rapids Safe Co.