a Rate, eee RNS NES oy AMER 3 . ssi alin cg RRS ati RETETD SiS EIA ORR EOS ESC ARE ote raga canna sscetaneeett d aaa “Rg sa Re a tag sip intent Pes ee 7 One TO Sic OS» é IDQN = LEAS UAATFENYS OC Oe EES 9 yr NNT SS NY SMUEL 2 8 a eA Ay) WHS SNE ‘, Sa CANNY S ov Wy — yu Be leey GS Sei Ai eos aoe oe DES\ a IS 5 hia INS fG AY ge. ; ; y 2 AEE WC. YRS? Bee ONE MATCH NIDA iE F ak RAN Be 2 Se A NSS \\ OS y = Dp rs rw & P i" a : Sy CALS @ 3 ng 4 bY AS >» “yy oS Kw N ip u (BENS SN a SEN WEES bh ADE. ARE oa PRICES s on PUBLISHED ‘WEEKLY hes 5S TRADESMAN COMPANY, PUBLISHERSRK— ISG) VAG $2 PER YEAR ao ND CSS AQ <& LAS GBS I; ia OMA CASS me ZY oO) NT eon DW YZS x eer a CLEAN ms Twenty-Eighth Year GRAND RAPIDS, WEDNESDAY, SEPTEMBER 14, 1910 Number 1408 ‘b + Co Hequire Knowledge of the Beautiful As applied to the whole range of artistic effects, the relation of taste to the esthetic nature seems to be precisely that of con- science to the moral nature, and of judg- ment to the intellectual. Enlighten a man’s soul, his conscience will prompt to better actions; increase his wisdom, his judgment will give better de- According to the same analogy, cultivate his zsthetic nature—improve the cisions. accuracies of his ear or eye, his knowledge of the different appearances of life or of modes of life—and his taste will be culti- vated and improved. He may never reach a position where he can know what is absolutely beautiful any more than what is absolutely right and wise, but he may be constantly approach- ing nearer such a knowledge. George Lansing Raymond. Tdealize Your Him The ultimate aim which the worker sets before him ought always to have a touch of idealism because it must always remain a little beyond his reach. The man who attains his ultimate aim has come to the end of the race; there are no more goals to beckon him on; there is no more inspiration or delight in life. But no man ought ever to come to the end of the road; there ought always to be a further stretch of highway, an inviting turn under the shadow of the trees, a bold ascent, an un- trodden summit shining beyond. Hamilton Wright Mabie. ‘b So ever keep Hope, for in this is strength, and he who possesseth it can’ worry through typhoid. Rudyard Kipling. the few. achievement. plans, achieves Success. Success O much has been written about Success that many imagine it is some vague, mysterious unknown power which is the special privilege of But this is false; Success may be defined by one word— He who plans anything good or noble, and completes his Joseph Wesley. Our Brands. of Vinegar Have Been Continuously on the Market For Over Forty Years Is this not conclusive evidence of the consumers stamping their approval on our brands for QUALITY? The Pickling Season is now at hand, line up your stocks and increase your profits by selling the following brands: “HIGHLAND” Brand Cider and White Pickling “QAKLAND” Brand Cider and White Pickling “STATE SEAL”’ Brand Sugar Vinegar Demand them from your jobber—he can supply you Oakland Vinegar & Pickle Co. Saginaw, Mich. A Reliable Name And the Yeast Is the Same Fleischmann’s On account of the Pure Food Law there is a greater demand than ever for © fF FF BP FF £ Pure Cider Vinegar We guarantee our vinegar to be absolutely pure, made from apples and free from all artificial color- ing. Our vinegar meets the re- quirements of the Pure Food Laws of every State in the Union. # The Williams Bros. Co. Manufacturers Picklers and Preservers Detroit, Mich. NOTICE Weare sole and exclusive owners of the fundamental patents covering the manufacture, sale and use of barrel-shaped computing scales, disclosed and covered in Letters Patent of the United States Reissue No. 11,536, granted April 28, 1896 No. 597,300, granted January 11, 1898 Warning We claim that all barrel-shaped comput- ing scales, platform or otherwise, similar to this cut, are an infringement of our exclusive rights under the above named Letters Patent. To substantiate our rights in the matter, our counsel on May 23, 1910, filed a bill of complaint against the Toledo Computing Scale Company, for infringement of the above named Letters Patent, and are in- structed to prosecute such suit to a success- ful conclusion as rapidly as possible. All manufacturers, sellers and users of such infringing scales are hereby notified that our attorneys are instructed to protect ourrightsin the matter in every way pos- sible, and will bring suits in the United States Courts against them for unlawfully manvfacturing, selling or using scales of this kind. Do not become involved in expensive litigation, but buy your scales from parties having the right to make and sell such scales. The Computing Scale Co., Dayton, Ohio Moneyweight Scale Company, Chicago Distributors ei vent Snow Boy Coe) moving The way they grow will makeyour friends sit upand take notice Lautz Bros.& Co. SIUum PIONS PX) ola) 9) 9-10 Salesman es Twenty-Eighth Year SPECIAL FEATURES. U0 9 m e. High Living. Business Girls. . News of the Business World. Grocery and Produce Market. Indiana Items. New York Market. Editorial. 4G. Brought to the Fair. 42. Butter, Eggs and Provisions. 144. Honoring the Father. 16. Our Greatest Enemy. DON HP WY 18. Idiots and Dead Men. other industries, organized and 20. Woman’s World. 22. Dry Goods. 23. Reducing a Deficit. 24. David Gibson. 30. Money-Making 32. Shoes. 34, Her New Spring Hat. 36. Stoves and Hardware. 40. The Commercial Traveler. 42. Drugs. 43. Drug Price Current. 44, Grocery Price Current. 46. Special Price Current. Ideas. FUTURE OF OUR FARMING. One of the most striking facts brought out by the United States census is the desertion of the coun- try districts by the population which is flocking to the towns and cities. The result is that the various ag- ricultural industries are constantly declining and the surplus of our farm products, instead of furnishing a large amount for export, is dwindling to such an extent that it is possible to look forward to a time at no great distance in the future when there will be only enough for home consump- tion. The increased price of bread, the exorbitant charges for meat and the price of cotton higher than it has been for half a century, all occurring at the same time, are attributed to various causes, but the real one is the decline in the supply. The labor to cultivate the land and to produce the necessary crops is constantly de- creasing in supply, and at a_ rate which is so rapid that we are reach- ing a period where the production does not keep up with the demand. Sagacious citizens, recognizing the steady decline in the supply of ag- ricultural labor, have promoted ex- tensive immigration of the poor peo- nie from the countries of Southern Europe, and these people are coming at the rate of a million a vear, but the fact is being realized that they will not work on the farms. They have been accustomed to be members of a dense population, living close|cause of two facts: 1. The material together and working in gangs and|and processes are understood and groups. Life on the vast expanses of the farm lands of the United States is too lonesome for them and they will not endure it. These immigrants are no worse than our own people, white and black, who desert the farms and swarm to the towns and cities just as fast as opportunity permits. This is the main solution of the mystery that makes the prices of agricultural prod- ucts move constantly upwards. Therefore becomes manifest the necessity of organizing agriculture on such a scale and upon such a system life on the farm. ried on by individuals, each employ- ing a few laborers and working with GRAND RAPIDS, WEDNESDAY, SEPTEMBER 14, sands of men who will live and work together and banish the loneliness which at present is the bane of the At the present time farming is car- the male members of his family, while sys- tematized, and operating in towns and cities, have no trouble in secur- ing labor. In this connection an official of the United States Department of Agri- culture, writing in the Review of Re- views, recognizes the necessity of or- ganizing agriculture in the manner that manufacturing and_ railroading are carried on. With the excepton of a few partly organized lines, such as dairying, cattle-raising on large ranches, fruit-raising, truck-growing, rice-production and to a small extent tobacco-growing, which perhaps in the aggregate absorb one or two hundred million dollars, agriculture does not offer capital what the lat- ter regards as a safe or practicable line of industrial development. With the highly organized lines of industrial effort it is becoming less and less difficult to invest surplus funds in the so-called industrial en- terprises. Factories, mines and rail- roads are run on capital furnished by banks, by trust and investment com- panies and by individuals investing their surplus funds, all through se- curities which are uniform within large issues of many million dollars apiece; whereas the average farm mortgage is only for a few thousands, and no two farm mortgages are pre- cisely alike. Besides, a mortgage is merely a loan and what capital in the large way demands is a share in prof- its, like stock. Adequate labor can be secured eas- ily for the factories and the rest, much of the supply even being drawn from the farms, because the work is systematized and organized, which involves a classification and se- gregation of labor and of individual effort. ; | Money has been readily invested in ‘these highly organized industries be- control is certain. 2. Labor can be obtained and is under directive con- trol, consequently the products of la- bor are certain. These conditions must be realized in agriculture before capital can or should invest. That these conditions can be realized by efforts of agricul- ture alone is doubtful. That they can te realized by a combination of ex- isting agencies, including agriculture and capital, is not doubtful, nor is it doubtful that the result would be to the mutual advantage of both agri- culture and capital. change even that does not mean requisite organization is going to. be was being recognized, but that the soon brought into reality. But it must come sooner or later to supply our own hundred millions of popula- tion with food. The land will be taken hold of by capital, supplied with the requisite houses for the workers, with barns for the storing of the products and with all the machinery that can be used in preparing the land, sowing the seed, caring for the growing crop and harvesting it when ripe. Thousands and tens of thousands of workers will be employed, all told off in companies, regiments and brig- ades, all under the direction of ex- pert agriculturalists and working ac- cording to organized systems. ‘Phe wives and children of the workers will be with them, and the settle- ments which they inhabit will be vir- tually towns, supplied with all that is required for the use and comfort of the dwellers and for the mainten- ance of public order and security. If the Italians, Huns and other South- ern Europeans who are crowding in- to this country will not do the work Chinese will not only be permitted to come but they will be invited and imported by the million to do the work. This is what our American farming has got to come to, as it is the only way in which vast population with its overgrown and overcrowded our cities can be fed. THE LEMON. sarring the apple, no fruit is of more general use; and yet its possi- bilities are not so fully understood as its merits demand. To the masses it is the basis of a refreshing drink. To those in malarial districts, even from the earlist times, its ability to ward off the dread disease has been recognized. Travelers find the change in water ever a source of annoyance, if not of positive danger. Even if the wa- ter is pure it is different and creates a desire to drink too much. It may or may not quench the thirst for the time; but soon after the partaker of strange water finds himself craving a drink even more than before. This may be, in a measure, coun- teracted by the addition of lemon juice. Lemonade, as a rule, but ag- gravates the trouble The juice with- out the sugar gives a refreshing taste which has staying qualities. More, if there are malarial germs lurking, this will aid in rendering them inert. A shampoo of lemon pulp well rubbed into the scalp is beneficial in many cases, leaving the scalp clean and positively free from dandruff and making the hair soft and silky. Of course, all traces of the fruit must 1910 Number 1408 ter. The ease with which lemon juice removes stains from the hands has gained for the bits of peeling a place on the toilet table. Lemon juice enters into the choice salad. It even serves in lieu of bak- ing powder in making the lightest of cakes, soda being used in conjunction with it. For colds lemon juice and sugar will sometimes prove effica- cious where hot lemonade fails, es- pecially if there is a cough. These are but a few of the tfses and more are coming. Acquaint the public with them. Educate them to the full use of the lemon—and of your other products. THE NEW DAY. Some one has said: “Every day is a new beginning; every morn is the made new.’ The season in which no dew of forgiveness falls, in which the rains of oblivion are not permitted to wash away all real or fancied injuries are those of general unproductiveness. The day on which we can rise refreshed, feeling that the petty annoyances of yesterday have been left behind, is the from which we may hope for the greatest results. There is much in the manner of rising and of looking at things. One will be up with the sun, noting the rich or soft blendings of color, will enjoy the matins of ihe birds and the world one l\frvgrance of the roses while wet with dew. Another growls the dew is so heavy that he gets his feet wet: the chatter of the birds has disturbed his morning ‘nap; or the pollen from the flowers threatens him with an attack of hay fever. Nature, because cven in her wildest moods, has charms: and life in which the human side is uppermost is no less charm- ing. The day built upon the wrecks of yesterday is in danger of disaster before night. Start anew! Lose no sleep over the bad the past. Hf there been blunders accept them as beacon lights pointing to future Some one has said: “If you can not start in fresh every morning, full of snap and ginger, something is wrong luck of have success. with your health.” Start the day with a clean sheet. Allow no little grudge of yesterday’s difference in opinion to mar it. You will feel better, do better and reap greater rewards. Life is too for us to consume the best part, the Present, in trying to keep up the old fires of the Past. LT TT TS short power to do than that The longing for right ought to be for pardon for wrong. NE more When the preacher is trying to make a hit he often comes to with a bruise. as will permit the employing of thou- It is full time that this necessary be removed by the use of pure wa- MICHIGAN TRADESMAN September 14, 1910 HIGH LIVING. It Is the Cause of the Present Out- cry. Written for the Tradcsman There has been much discussion re- lating to the high cost of living, and many theories, otherwise, have been which wise and advanced, none of will, to phrase, hold water. 1 was talking with a dealer in furm- ture not long ago on this very sub- ject. He is a man who has been in business many years and has furnish- ed numberless outfits for the newly married. I suggested that young couples just I believe use a homely starting in life were apt to have a strenuous time to get along because of the high cost of everything going to make up the furnishing of a home. “Well, I don’t know about that,” said he with a peculiar smile. “This seeming wise talk about high prices is, in my opinion, all wrong. Fact is, it's not the high price of living that hurts, but rather high living. Do you catch the idea?” “Yes, I think I do. People do not live as you and I did, Sam, in the old We content with show, with everything, in fact. it more to outfit a house nothing of food the price of days. were less less of requires now, to Say products.” “True, yet there is a travagance abroad in the land that is not beneficial to our people. sort of ex- Iextrav- agance is a modern besetting sin.” “Not wholly so—” “Comparatively so. I have an in- stance in mind, a very recent one, that came to my notice a few days ago which illustrates my idea of what is giving force to the cry of high prices.” “You interest me, Sam.” “There came to my store a recently married young couple in search of household goods which I was, of course, glad to sell them. Imagine my surprise, however, when the young woman picked out one of the highest priced dining tables and sig- nified the wish to have that. “The price was something over $30. 1 had very desirable tables at halt the price, none of which would do.” “No doubt the young husband had an ample income and was anxious to please his new wife. A man _ will do anything to please the woman of his choice—” “Anything in do, of course,” reason he ought to interjected the dealer, “But you see, this young man had no trade even, was dependent on day’s works for aliving, had married a girl as poor as himself and yet they wanted the best of everything to start housekeeping with.” “He had laid up a neat sum for this very purpose, I suppose?” “Nothing of the kind; they were buying on the installment plan.” “And wanted a $30 dining table to start with!” “That’s the fact. Then, when it ename to chairs, the wife decided on a set of six dining chairs at $24. Now, what do you think of that? It was the same through a long list of furni- ture, the whole bill amounting to something worth while—to me,” and the dealer smiled. “What would happen if the young man should fall ill and be idle for a term of weeks or even days?” I asked. The dealer shook his head with a grave compression of the lips. “If tnis had been the first instance there would be little to criticise, but it is almost an every day occurrence. Peo- ple now days think they must have everything at the top notch. It is such extravagance that is turmoiling the country and not the high cost of living. “Now, I could have outfitted young couple with about one-third the cost they burdened themselves with, and the stuff would have looked neat and every whit good enough for a well-to-do householder. Do you wonder that the present’ generation groan under the burden of high prices?” I agreed with him in this. this | seould be hard enough for working folks to get the most common neces- saries of life. I can’t see—” “There are a lot of things you can not see, old chap; nor can I for that matter. I do know, however, that many and many a hard working man goes home to the finest layout in ta- ble delicacies to be had. Every kind of fruit, the choicest of foods, such as are supposed to be seen only on the tables of the rich. It is enough to keep a salaried man down eter- nally.” ‘Oh well, as for frais,” said . I, “they are wholesome, and ought to be eaten by rich and-poor alike.” “In their season, yes, but when it comes to paying 25 cents a quart for strawberries, 40 cents for ice cream and other things in proportion, it is time to call a halt—” “But such instances are rare.” I BUY AT HOME BECAUSE I want to get what and state tax; church, my lodge, my home; and his pocket-book, if need be. Here I live and here I buy. The Home-Patron’s Creed BECAUSE my interests are here; BECAUSE the community which is good enough for me to live in is good enough for me to buy in; BECAUSE I believe in transacting business with my friends; BECAUSE I want to see the goods; BECAUSE my home dealer ‘‘carries’’ me when I ‘‘run short;”’ BECAUSE every dollar I spend at home stays at home and works for the community in which I live; BECAUSE the man I buy from stands back of the goods; BECAUSE I sell what I produce here at home and here I buy; BECAUSE the man I buy from pays his part of the town, county BECAUSE the man I buy from helps support my schools, my BECAUSE when ill luck, misfortune or bereavement comes, the man I buy from is here with his kindly greeting, his words of cheer I BUY AT HOME I buy when I pay for it; “Of course, it was a good deal for me all right, and yet I should have been better pleased to have seen the young people a little less expensive in their tastes.” “But you did not tell them this?” “Not on your life. I get a large trade from the newly-weds. It be- hooves me to keep quiet on the sub- ject of household expenses unless ask- ed, and that, of course, seldom hap- pens.” “Did this young couple own their home?” “Oh, no, they rented a $20 flat— another extravagance. I can not see why people without money, without a roof to cover them, will buy such expensive furniture to be banged around from one rented house or flat to another. Then, if you enter these homes, you will find an extravagant mode of living. ‘Table supplies come high,” you will say. Admit that they do, but there is no reason for them to go above the market price in buy- ing table food.” “But, do they? It seems to me it “Indeed, they are not; they are the rule rather than the exception. I tell you, old chap, as | did at the outset, it is not the high price of living but the price of high living that is doing the mischief.” The dealer’s talk set me to think- ing and I am inclined to believe he is more than half right. Old Timer. — 27> —___ No Ban on Meat for Norwayv. The State Department at Wash- ington received word last week that Norway will not put the ban on boneless meats shipped from the United States to that country in the hope of checking the substitution of horseflesh for cattle beef. according to the State is convinced that the meat shipped into the country from the United States is bona fide cow meat and that horse meat comes where. Norway, Department, from else- | The test of life is not in great things, but in taking all things in a great spirit. Squaring the Circle Up Again. Our old friend, whd came into ex- istence about the same time that some dreamer thought he might find a way to make gold out of iron or something elise equally as common, has bobbed up again. It is the prob- lem of squaring the circle. Only a man with plenty of leisure time would attempt to find the exact ratio between the circumference and the diameter of a circle, so it isn't strange that Michael Angelo Mc- Ginnis, who announces that he has solved the ancient problem, should turn out to be an unwilling guest of the Missouri state prison. For 4,000 years mathematicians .and others with nothing else to do have beeu working on the problem. The Rhind Papyrus, dated about 2,000 B. C., the oldest mathematicai document kncwn, has the proposition. Ahmes, the writer, solved it in this manner: “Cut off one-ninth of the diameter, construct a square on the remainder, and the area of this square will be the same as the area of the circle.” This is pretty near correct, as it gave the ratio as 3.160 instead of 3.1416 plus, which is now used. Archimedes. the Greek philosopher and. mathematician, impreved: on Ahmes’ rule some 1,800 years later, getting a little closer to the present fixed ratio. The ancient ticians knew the difficulty of finding the exact ratio between circumfer- ence and diameter and some of them knew that it was impossible to find mathema- by ruler and compasses. . But until about thirty years ago it was not definitely fixed mathematically that it was also a mathematical imposst- bility. Lindemann, a German, dem- onstrated that there must always be a remainder, no matter how far the computation was carried out. But that will not prevent people from trying to find a way to answer the old trick question. ++. Didn’t Need Nerve Tonic. “T was talking to a prominent phy- sician in his office the other day,” de- clared Geo. F, Owen to a group of friends, “when a rather shabbily dressed man walked into the office and approached the doctor. “‘T am ill” he said, ‘and it would be an act of charity if you would prescribe for me without presenting a big bill,’ “The physician seemed touched by the man’s appeal and wrote a pre- scription, saying that his services would be gratuitous. “The stranger looked at the pre- scription for a minute and then wist- fully enquired how much it would cost to have it filled. When told that it would be one dollar the fellow had the impudence to ask his benefactor for the money. “The physician looked surprised for a moment and then breaking in- to a smile passed over the greenback after taking the prescription and crossing something out. “Doctor, said the fellow, ‘would you mind telling me what you cross- ed out?’ “*That,’ said the physician, ‘was a nerve tonic—you don’t need it.’” > FSi Fic, See eee +> FE nti a September 14, 1910 enema! MICHIGAN TRADESMAN 3 BUSINESS GIRLS. Suggestions Which May Make Work Easier. Suppose a young girl, .not - very long out of school, enters a newspa- per office as a reporter, or a shipping office as a stenographer, or a depart- ment store as clerk. Her first temp- tation is to expect certain concessions and courtesies on account of her sex. If she is late on reaching her desk, or keeping her appointment, or artiv- ing at her post, she feels aggrieved if reproved, and if she be a second- class person—second-class in good sense, in training and in behavior— she pouts, tosses her head, mutters and shows herself annoyed. If she be a thorough gentlewoman she admits the justice of her treat- ment and tries to do better. Senti- ment and business are not allied. As a business person, a girl is a cog in the machinery; she is simply there to fulfill her part. Therefore, a girl’s whole attitude to the men around her, her fellow clerks and her employers, should be strictly imper- sonal. In the counting room and the store and the factory she is not to look for compliments nor to accept special at- tention, Old romances which described how rich merchants fell in love with pret- ty saleswomen and married them have turned many a foolish head. As a rule, employers are already married, or are bachelors from choice, and their home relations are separate from their business relations. A young girl going to business should be neat and trim; wear clean shirtwaists, tidy dresses of black stuff preferably, made in walking length, and her feet should be comfortably shod. No matter what she may econo- mize in she should take care to wear an easy, well-fitting shoe. An angel from the skies, compelled to work all day in a department store, would cease to be angelic in tight shoes. The girl should dress modest- ly, comfortably and unobstrusively. Her hair should be neat. Her jacket and hat should be in the approved style, whith for business purposes is never bizarre or conspicuous. The clerk who is valuable to her employers is the clerk who knows her particular stock, keeps it in business- like order and never makes a mis- take. She is also the clerk who can ‘ell goods both to those who desire to buy and those who are hesitating and reluctant. It is not etiquette for saleswomen to gossip behind the counter about affairs of their own while customers vainly demand to be waited upon. No woman, or man either, is well mannered who does not give entire attention to the thing on hand. A stenographer is in some sort a private secretary. She must be above noticing matters that are the concern of the firm, about which she may have occasion to write letters. When she leaves the office she leaves its business behind her. To accept invitations from her em- ployers or from fellow clerks to go with them to luncheon or to attend places of amusement with them after business hours is a violation of eti- quette. As employers they have no right to give and as employes a young wom an has no right to receive this sort of attention. Of course, this rule is more rigid in a great city than in a little village where friendly acquaintance may modify the situation, but as a rule business must have its strict limita- tions. Country girls coming to town must not be dazzled by the civility of as- sociates, which means no gallantry, but is only the urbane manner 01 well bred men addressing women. Neither need a girl go about with a chip on her shoullder, suspicious of every courtesy and rejecting every kindness. She must, I repeat, be im- personal. Her duty is to earn her stipulated wage by the conscientious and faithful performance of her daily tasks. A saleswoman must show gool manners in waiting on her customers. She must not discriminate on account of their dress. She must be as polite to the woman who spends 5 cents as to her who spends $5. To snub a customer or to show erossness or irritability to a custom- er who does not buy, and to exchange covert glances of amusement with fellow clerks if a customer is at all eccentric, are all breaches of eti- quette that are inexcusable. Margaret E. Sangster. +> Organize a Band of “Boosters.” No retail merchant who has ever joined a successful “boosting” move- ment for his town will ever regret the money spent for organizing such work, for he will admit that the money returned to him many times ever. In rural communities wherein a given town has much surrounding territory to draw from there are wonderful results awaiting the man who dares to take the initiative and start such a movement. One does not necessarily have to go to the rural confines to locate a need for this organization work, but it seems as though there were greater need of it in those places, because we rarely hear from them in any other manner. People like a little hollering now and then, and if it is conducted ad- visedly there will be good results from it. Suppose a dozen merchants get together and agree to rebate car fares to any purchasers of $5 worth of goods who come to buy on a giv- en day. It could be arranged to give some sort of a coupon with each sale, and at the last purchasing place the re- tailer would rebate the fare and lat- er collect it from a fund provided for the purpose by popular subscrip- tion among the merchants or by other means. The cash drawer would give evi- dence of the increased trade, and all would enjoy the profits from it and share the expense of bringing the purchasers to market. A single good merchandising head can devise a ways and means for doing this without any great investment of either time or money.—Shoe Trade Journal. | oleae of fogs. Melwin Vanaman, an Illincis engineer, but for some time Across Ocean by Air Route? Before the end of this month of September it is possible that the trip | resident of Paris, will accompany : | Mr. Wellman. across the Atlantic ocean by the air route will have been made for the|yare It an Object For Clerks To first time by man. Walter Well-| Work. man, whose proposed voyage to dis- | Prizes to salespeople! “No,” said cover the north pole by means of @|the leading retailer in his town, “you dirigible balloon was cut short by a|will never see me handing out any successful land trip to that long-| prizes or extra inducements to my sought spot by Capt. Peary, is pre-|salespeople. I pay as good wages 4s paring to make the effort to go from|anybody, and I have a right to ex- New Jersey to Europe in a dirigible,| pect that they will give me their best to start about the middle of this|work and their best efforts without menth. If he succeeds the ocean|any prize medal urging, and if I do will suffer another shrinkage. We|not get it there will be some new steam across on its surface, we skim| clerks in my store.” underneath it in our submarines, we} Somehow I do not like this sort send wireless messages over it andjof feeling any too well. I have in cable messages under it, and are|mind the possibility that frequently talking about talking under it. The)exists whereby an employer can get next thing may be a tunnel, to give | greater results from his salespeople direct all-rail communication be-|than he has any right to demand or . . | tween America and Europe. Mr.jexpect. Wellman’s dirigible is being finished| And any retailer who could accom- at the Inlet aerodrome near Atlantic|plish something of this sort would City. It is of the Zeppelin type, 228\not object very strenuously to “do- feet long, equipped with two eighty ing something” extra for the clerks. horsepower engines for propulsion | and one ten horsepower engine for|going to be a dull month, and any inner work. The framework is of|trade stimulator that would make aluminum over which is stretched a|that month a busy one covering of mixed cotton and silk of| greatly appreciated. three thicknesses, banded together | “Well,” says the reader, “now [ am with an emulsion of pure rubber. | interested, so get down to business The balloon has a capacity of 345,000 and suggest something.” cubic feet of hydrogen, theoretically | Just between ourselves that little seventy-four times lighter than air|qttestion is easier to ask than to an- and in actual work twelve times) SW¢r- lighter. The gas in the bag will have, Pese you could start a sales contest a lifting capacity of 24,000 pounds. |2mong the clerks, with extra days The car is made of tubular steel and off or extra vacations as the incen- is 156 feet long. Underneath the car (tive. There would be some hustling, is attached a nonsinkable lifeboat, | Wouldn't there? the first to be carried by an airship. | The basis for the awards could be The dirigible will be equipped with|on the volume of charge sales and a wireless outfit, electric lights, and | cash sales, either or both, or see Oe telephone system. It is figured that |customers, either of which, in my t can make an average of twenty | OPinion, would be preferable to a waitex an hour in dina weather, | Popularity voting contest.—Farm Ma- The route to be followed will be the | chinery. cee a New| You can’t stretch your word very York up past Newfoundland and | gay without breaking it. then straight across. An altitude of | caceucisicsleaiann ddiiliowstiin about 300 feet will be maintained,} An ounce of jolly goes farther than which will be high enough to seers ton of advice. Perhaps we will say September is would be But just as a suggestion, sup- northern steamship line For the Benefit of FAIR VISITORS Will Remain Open This Week One of the BEST This is the LAST And Headed by IN THEIR Hanlon Bros. raxromime “Just Phor Phun r MICHIGAN TRADESMAN September 14, 191¢ awe RiD SSIs} ————— 4 BN 2) SA ga eee Movements of Merchants. Ovid—T. S. Schafer will hardware store here shortly. Pittsford—F, M. VanMorsedale has engaged in the grocery business here. open a Greenville—C. J. Morse, recently of Allegan, has opened a_ cigar store here. Mancelona—E. J. Gibson has clos- ed out his confectionery and cigar business. Hastings—Mrs. E. M. Saddler has opened a bakery in connection with her grocery store. Greenville—Inkley & Wyckoff are succeeded by Wyckoff & Smith in the same business. East Tawas—Frank Julian will open opera a drug store in the block about Sept. 30. Cadillac—John Jackson has sold his bakery to Fred Matsdorf, who took immediate possession. Coleman — Miss Katherine Mc- Macken succeeds Mrs. I. C. Ervin in the millinery business. Clarksville—Charles E. Justice suc- ceeds Wirt '& Justice in the carriage and implement business. Traverse City—W. grocery and meat business. Wyandotte—David Craig has_ sold his tea and coffee stock to J. Megges, who took immediate possession. Nashville — Frank McDerby has added a line of dry goods and wom- en’s furnishings to his grocery stock. Marion—-L. Blanchard & Co., formerly engaged in trade at Har- riette, have opened a bazaar store here. Maple Rapids—-Roy Hastings and I. E. Hewitt have formed a copart- nership and engaged in the meat busi- ness. Port Huron—The Howard Furni- ture Co. has added a line of pianos and musical instruments to its stock of furniture. Saginaw—Albert Jonas has sold his grocery stock to Thomas McGorrey, who will continue the business at the | same location. Boyne City — The Goods Co, has sold its stock to W. R. Niergarth, who will consolidate it with his own. Harbor will engage in the grocery on the hill as soon as his store build- ing is completed. Bark River—A new bank has been organized here under the style of the Bark River State Bank, with a capi- tal stock of $20,000. Reed City—August T. Erler has taken over the grocery stock in the H. R. Niergarth department store and will continue the business at the same location. house | { Byram Dry Springs—-Painter Hartman | business | | Thompsonville—Jesse Tannar and i Berga Lindy have formed a copart- ‘nership and purchased the grocery stock of E. DeLaney. Orleans — Steffensen & Liebum, jdealers in general merchandise, have | dissolved partnership, C. Liebum tak- ling over the interest of his partner. White Cloud—G. R. Rosenberg has }sold his hardware stock to L. D. Puff, (of Fremont, who will remove it to that place and consolidate it with his lown. | Shelby—G, W. Collins has sold his jstock of general merchandise to J. |W. Van Every, recently. of Van, who | will continue the business at the same location. ‘Co., engaged in general trade at |Thompsonville and other places, will jopen a general store here about |Sppt. 30. | ‘. ~ | sSpringport—-A. J. Crittenden and |A. C. Banister have formed a copart- | inership and purchased the grocery {stock of C. E. Van Black and will |continue the business at the same lo- | cation. Pontiac—Stafford & Lehner, ers in confectionery and fruit, dissolved partnership and the iness will be continued at the same location by Floyd J. Lehner, who [has taken over the interest of his | partner. | Port Huron—A new company has |been organized under the style of |the Mackinac Land & Lumber Co, with an authorized capital stock of $20,000, of which $10,000 has been subscribed, $500 being paid in in cash and $5,000 in property. 3urr Oak—R. C. Himebaugh is closing out his stock of clothing and shoes and will devote his entire at- tention to his furniture business. Mendon—W. G. Simpson has sold his hardware stock to Jacob Crupp, of Leonidas, who took immediate | possession. almouth—A. M. Aldrich has mov- led his hardawre stock from Sherman to this place and consolidated it with |the hardware stock of the Dennis & i|Veldman Co. The new firm will be | known as Dennis, Aldrich & Co. Charlotte—Wm. Bunting, who con- iducts a paint and wall paper estab- lishment in this city, has secured a |Situation as traveling salesman for a 'wall paper concern. His store will ibe looked after by his son, Harold. | Flint—The Flint Paper Co. has |merged its business into a stock |company under the same style, with lan authorized capital stock of $10,- 000, of which $5,000 has been sub- iscribed, $500 being paid in in cash and $2,500 in property. E. Carroll &| Co. succeed Gilchrist & Hines in the} deal- have busi- Bear Lake — William Imerman &} Trent—Geo. Carrington has sold his general stock to C. W. Long, who has been engaged in general trade three years at Lacota, one year at Grand Junction, three years at Clov- erdals and one year at Byron Cen- ter. Mr. Carrington is one of.the old- est merchants in the State and has richly earned a respite from business cares and responsibilities. Calumet—Thomas H. Rule, senior member of the firm of T. H. Rule & Bro. Lake Linden, has purchased an interest in the old Croatian Co-oper- ative store business, which is now being re-organized and incorporated. The title of the new firm will be known as the Calumet Store Co. Mr. Rie, who is an experienced grocery- man, will have full charge of and manage the grocery and meat depart- ments, while Mr. Toplon will con- tinue to manage the other depart- ments. Grand Haven—The veteran grocer, Daniel Gale, is preparing to close out his grocery business after many years in the harness, during which time he has served his customers honorably and well and established a business reputation in this place which can hardly be surpassed. Mr. Gale will ciqse out his grocery.stock within the ‘next week and hereafter dévote his jentire time to the crockery business, | which he has long been operating in {connection with his grocery store. In '1872 Mr. Gale started business here ‘and he has been in constant attend- The fact that many of his customers have been with him since his opening day is evidence of the esteem in which he is held. |ance at his store ever since. Manufacturing Matters. Sturgis—Michael Dawson has re- moved his cigar factory here from Coldwater. Traverse City—The Potato Imple- ment Co, is building a large addition to its factory. Lansing—-The capital stock of the New Way Motor Co. has been in- creased from $100,00 to $350,000. Wayland — The Men’s Co., whose factory is located at J. L. Smith & Son’s ware- house near the G. R. & T. depot, has recently added new tools and ap- paratus for making the paper balers. Wandotte—The Wyandotte Foun- dry Co. has engaged in business with an authorized capital stock of $15,- 000 common and $7,500 preferred, of which $17,500 has been subscribed, $2,500 being paid in in cash and $15,- 000 in property. Saginaw—The Whipple Electric Co., manufacturer of gas and electri- cal fixtures, has merged its business into a stock company under the same style with an authorized capital stock of $10,000, of which $5,500 has been subscribed and $5,000 paid in in prop- erty. Adrian—The Blissfield Robe and Tanning Co., which now becomes an Adrian concern, having moved here. It occupeis the store at 39 North Main street so long occupied by the Grueschow Bros. ‘Work will be be- gun right away by the company as soon as the matter of settling can be accomplished. The changes required Business Paper Press in the interior arrangement and the redecorating have already been ac- complished. Saginaw — The S. L. Eastman Flooring Co., which will have put out about 12,000,000 feet of flooring by the end of the season, is erecting an- other building in connection with its plant. The company has bought 8,000,000 feet of maple of the Knee- land-Bigelow Co., besides considera- ble stock from other concerns, ana takes the maple output of the Rob- inson Lumber Co., at Goodar, Oge- maw county. It is extending its log- ging road to reach additional timber. Kalamazoo—Need for better facil- ities for handling their business has decided the Washburn-Crosby Co. to open a warehouse and office in Kalamazoo. The business will be in charge of William R. McKenzie, 1337 Douglas avenue. Mr. McKenzie is a Kalamazoo product and has made himself well known to the business men of this city. The new office and warehouse will be located near the Grand Trunk depot. It will enable the Washburn-Crosby Co. to. offer Gold Medal flour di- rect service with the company’s mills. Munising—Less lumber has _ been manufactured here this year than last. The Forster Bros. Co. has not run its sawmill this season. The Cleve- land-Cliffs Iron Co. has run days only and has but two to three weeks’ cut of logs remaining. The Superior Ve- neer & Cooperage Co.’s sawmill cut the last log for the season last Sat- urday. The Cleveland-Cliffs Iron Co. has been shut down for a few days owing to the fact that logs have not come in fast enough to keep the mill pome. It will start up again in a day or so and will run steadily until all its logs are cut out. The Superior Veneer & Cooperage Co. is still run- ning its stave mill and has enough stock in sight to operate this depart- ment for a considerable time. Kalamazoo—There is every proba- bility that another large regalia house will be added to the list of manufac- turing institutions here in the imme- diate future. The concern to. be brought to this city is the Ward- Stillson Co., of New London, Ohio, one of the largest makers of Odd Fel- lows and Knights of Pythias equip- ment in America. John R. Hunter, formerly President of the Henderson- Ames Co. and a well-known business man of Kalamazoo, was recently ap- pointed General Manager of the Ward-Stillson Co., and it is now re- ported that the selection of Mr. Hunt- er for that position practically car- tied with it the proposal to move the concern here and greatly enlarge its output and sphere of activity. Many prominent local capitalists have been approached in the mean time and there is widespread interest in local business circles in the success of the undertaking. Mr. Hunter will go to. New London the latter part of this. month, but it is believed will not re- main long in that city, as it is plan- ned to make the removal to this city in the :mmediate future. The Ward- Stillson Co. is one of the largest the dealers in companies of its kind in America, and employs about 250 hands at this time, which will be increased if the com- pany moves here. September 124, 1910 MICHIGAN TRADESMAN 5 e)) ooo ttt rd mea ALLS, Az LB > i Bo) (ts ‘jie \K4 ams 4) BTR SE = —— The Produce Market. Apples — Maiden Blush, Wealthy and Alexander varieties command $r.25@1.40 per bu. The quality is good, but receipts are small. Bananas—Prices range from $1.50@ 2.50, according to size. Beets—s5oc per bu. Butter—Receipts are about normal for the season. The butter arriving is showing a decided improvement in quality and the consumptive demand is absorbing the receipts every day. At present quotations the market is firm, and there is a generally firm outlook. Local handlers quote cream- ery at 31c for tubs and 31%c for prints; dairy ranges from 20@2Ic for packing stock to 23@25c for No. 1. Cabbage — Louisville, $1.50 per crate: home grown, 65c per doz. Cantaloupe — Arizona Rockyfords fetch $1.50 for standard and $1 for ponies; Michigan osage, $1.25 per bu. Cauliflower—$1.75 per doz. Carrots—6oc per bu. Celery—20c for home grown. Cocoanuts—6oc per doz. or $4.25 per sack. Cranberries — Early Blacks from Cape Cod, $7 per bbl. Cucumbers—20ce per doz. Pickling stock, 20¢ per 100. Eggs—-The market is firm at an ad- vance of 2c per dozen. The re- ceipts have fallen off and the con- sumptive demand is very good. The quality of the eggs arriving is bet- ter, owing to the more healthy and firm. consumptive demand is A continued good looked for. Local dealers are paying 22c f. 0. b. shipping point, case count, holding candled at 24(@25c. Grapes—22c for 8 fb. baskets of Wordens, Concords and Niagaras; 22c for 4 th. basket of Delawares. Green Peppers—$1 per bu. Honey—tse per th. for white clov- er and 12c for dark. Lemons—Messinas, $6; Californias, $6.50 per box. Lettuce—$1 per bu. for 75c per bu. for leaf. Onions—Spanish, $1.25 per crate; home grown, $1.25 per 70 fb. sack. Oranges—-Late Valencias are quot- ed as follows: 96s and 288s, $4.25; 126s and 250s, $4.50; 150s, $4.75; 176s, 200s and 226s, $5. Peaches—Engles, $1.40@1.60; EI- bertas, $1.73@2; Barnards, $1.50; Kal- amazoos, $1.60(@1.75; stock. $1.50. Pears—Anjous .-and Duchess, $1.35 per bu.; Sugar, $1.25 per bu. Pieplant—7s5c for 4o fb. box. Plums — Green Gages, Bradshaws and other varieties now in market bring $1.75@T.90. head and good canning favorable | weather, and the market is generally | Pop Corn—goc per bu. for |3'4@3%c per tb. for shelled. | Potatoes 2 The market is in a istrong position. The high prices | prevailing at present have attracted shippers and they are forwarding their potatoes more freely, resulting in increased receipts. The demand continues active. The weather is cool and predictions are for continued cool weather and this makes it pos- sible to carry over potatoes on track, and buyers in consequence are taking hold freely, anticipating a further rise in values. Home grown, 60@65c per bu. Poultry—Local dealers pay 12c for hens; tI2c for springs; 8c for old roosters; IIc for ducks; 8c for geese and 13c for turkeys. Radishes—t2c for long and toc for round. Spinach—6sc per bu. Sweet Potatoes—$2.50 lias and $3.50 for Jerseys. for Virgin- Tomatoes—$1 per bu. Veal—Dealers pay 7@8c for poor and thin; 8@oc for fair to good; 9@ toc for good white kidney; I2c for fancy. The cooler weather has ma- terially benefited the veal trade. The calves are coming in in better condi- tion and buyers take hold freely at the recent advance in prices. Wax Beans —$1 per bu. Watermelons—Indiana home grown command $2.25 per bbl. for 8, 10 OF 2. > sa The Grocery Market. Sugar—American, Howell, Arbuc- ikle and Warner have advanced their iquotations on granulated to 5.15] i'Federal has advanced to 5.05 for lprompt shipment, 5.10 for shipment | within two weeks and 5.15 for ship- |ment within thirty days. The demand iis good for all grades of refined. | Tea—No change in the Japan mar- ket of any special interest has oc- ‘curred. A steady trade continues at ifull orices and with no indications ‘of a later lower market. Low grades ‘are correspondingly higher in price |than the early pickings and United \States Government standards are iheld at 18c. The Ceylon market con- itinues firm, but is lower in competing | grades than Japan and the importa- [tions to the United States continue ‘to grow. Prices of Indias are aver- |aging higher than last year. Chinas ‘remain about the same, but with a decreasing demand for American ‘consumption. | Coffee—The market ad- ivanced a few points last week, and ithe market on some grades is the ‘highest it has been for months. Mild grades are showing more _ activity jthan for some time, as the price has option not advanced nearly as much on this line as on Santos and Rios. Reports from Brazil say that the market there is just as firm as ever and that many sellers are not pushing their stocks at present quotations. Canned Fruits—It is expected the demand will be heavy on nearly the whole line of canned fruits this fall and winter. New York gallon apples are selling at $3.50 per dozen on ac- count of the supply being so small, but it is expected that green apples will soon take the place of canned. Reports from California say that canners are nearly throwgh packing. with the exception of peaches and grapes. The market on all Coast fruit is firm, but prices are the same as quoted last week. Canned Vegetables—The market for tomatoes continues to show strength and further advances made in the Eastern goods. Standard No. 3 Mary- lands sold at 75c factory, with some offers of 7214c turned down, and pre- dictions are being made for an 8oc market in the near future. Gallons are quoted at $2.40. It is reported that the large packers are all short in the territory tributary to Balti- more and many of them are buying from other canners in an effort to deliver their contracts as near full as possible. Late reports go to show that conditions are than at first expected, and each day seems to find the outlook more discourag- ing. The fields are running out, there are few tomatoes on the and the percentage of that are able to run to capacity is very small. Buyers are not taking hold at these figures, but this is to be and from present indications it looks as though the packers hold the win- ning cards. Corn is also firmly held and reports in regard to the pack are, with few exceptions, unfavorable. Central Illinois seems to have pros- pects of a good size pack, but there will be a shortage in Northern Illi- nois, and canners in Iowa, Wisconsin and Michigan are all complainig. It is said that Baltimore spinach pack- ers are closely sold up and that they this The demand is light on string beans, but the market is firm. Dried Fruits—The demand for all items continues very heavy and 1909 crop of everything has been clean- ed up. New prunes will begin to ar- rive this week and will be taken rap- idly, as the largest handlers of prunes are short of the most popular shapes. Prunes continue to advance on the Coast on account of the very short crop and the enormous percentage of the output already bought by France. The raisin crop is away short of expectations, and prices have jumped. a full cent a pound during the last thirty days. Small seedless raisins have suffered severely and Thompsons, which were sold as low as 334c a few weeks ago, are now being quoted at 6c Coast with many buyers. This class of raisins will sell heavily this year, owing to the high prices for Grecian currants. News relative to the current situation is becoming more bullish as the progresses and the market maintains a very strong position, with crop worse vines factories expected. are not soliciting business at time. season the price tending upward. The prin- cipal shippers in Greece estimate the new crop not to exceed 130,000 tons, and this quantity, together with the old crop that is available, will fall short of meeting the ordinary annual requirements by 5,000 tons, to which must be added at least 10,000 tons for extra requirements. There is an unusual demand from Germany and France owing to the failure of the fruit and vine crops, and many cur- rants are wanted for distillation pur- poses, the bulk of which are still to be bought. The Society of Wines and Alcohols of Greece is now tak- ing quantities of fresh currants for their needs. The crop has suffered most in the districts of Vostizza, Gulf and Patras, where it is reported to be half of normal. It is said that the attack of pernosporos has been more virulent than in 1900, and had it not been for the vigilance and great efforts of the growers in com- bating it there would have been no crop to speak of. There is a good demand for peaches and the advance of the last couple of weeks will hold for some time. Apricots are entirely out of hands. The trade looks for higher prices as soon as the early deliveries to jobbers have been consumed, growers’ Cheese--The consumptive demand is fair. considering the high The present make is about for the season and the outlook is steady. prices. normal Molasses change. —Corn Compound syrup is exceedingly dull at unchanged quo- Syrups and is without syrup tations. Sugar wanted, but manufacturing. Molasses The outlook new crop is good. syrup is mainly for is dull at ruling prices. fer the Provisions —- There has been no further change smok- ed Pure lard is firm at an ad- in the price of meats. vance of 4@'%4c, owing to very good consumptive demand and light ply. sup- Compound lard is also firm, with a steady outlook. Canned meats, bar- rel pork and dried beef are unchang- ed and in fair consumptive demand. ish—Ced, hake and haddock still show an advancing tendency, but not The salmon sit- strongest much demand as yet. uation is the factor of the fish market. Packers of Alaska sal- mon are talking 50 per cent. delivery of red, and all grades will be more short. No change has oc- curred in price during the week, but all grades are in light supply and firm. The current demand is fair. Domestic sardines continue very firm on short supply and $3 is now the lowest on quarter oils f. o. b. East- port. Imported sardines are quiet and unchanged. Mackerel cal change for the or less shows no spe- week, the shore catch still being in the failure class. The demand for this fish is fair. ——— Muskegon—The Muskegon [Iron Works has been incorporated with an authorized capital stock of $5,000, al of which has been’ subscribed and paid in in cash. i Girls are foolish to judge presents by the kind of ribbon tied around them. ——__>-+ > ____ There is no grave deep enough in which to bury the past. MICHIGAN TRADESMAN September 14, 1910 INDIANA ITEMS. Business News From the Hoosier State. South Bend—The thirty-five leading retail join hands in a broad trade extension campaign this fall. For two weeks the large down town stores of South Bend will form the scene of a con- a further in- ducement to the buying public, spe- cial bargain sales will be held daily. proprietors of stores will tinuous opening. As The campaign is being arranged by Committee of the Retail Merchants’ Bureau of the Chamber of Commerce and it has been given the name of Exposition and Bargain Week. The first week of the novel exhibition will open Monday, Sept. 19. The second will take place later in the fall, possibly during October. The committee from the Merchants’ Bureau has arranged many attractive features for Exposi- tion ‘Week. Railroad fares will be refunded to shoppers who purchase $20 worth of merchandise or more from the stores co-operating in the trade extension effort. Tickets be given out on all purchases and a rebate equal to the amount of fare paid by the shopper will be paid. Fifty dollars in cash prizes will be paid to the people who shop during the one week with especial liberality. The person purchasing the largest amount of merchandise will be given $10 and the shopper making the sec- ond purchase will receive $7.50. $10 and $7.50 be given the buying at the largest and second largest number of stores. The 20 shoppers making the largest purchases after the two prizes have been paid will each receive a cash prize of $r. the Trade Extension will largest Prizes of persons Frankfort—Because of the fact that the slaughter houses of this city are under the ban of the State Board of Health, all the meat being used in this city is shipped here from Chi- cago or Indianapolis. The trouble started when citizens complained that the Clinton Manufacturing Co.., which converts dead animals into fertilizer, was maintaining a nuisance. Next a complaint was lodged against G. D. Milner & Sons, who conduct a slaughter house east of the 30th firms were found guilty, fined and took an appeal to the Circuit Court. Following the result of the cuit a third slaughter house closed its doors. Milner & Sons, who sup- ply many of the smaller towns with meat. have been shipping from two to three carloads of cattle to Indian- city. apolis each week, where they are killed and the meat shipped back here. On account of this increased cost, the firm has found it necessary to raise the price on certain kinds of meat, and prices are higher here than for years. It may be several weeks hefore the slaughter houses can com- ply with the demands of the Board. Portland—The Star Shoe Co. has been merged into a corporation with a capital stock of $5,000. ‘ynn—S. O. Adams has sold his grocery stock to G. F. Chenoweth. Tipton—The business men project- ing a fall festival selected the week of October 3 to 8 as the dates, and named F. E. Davis, George Shortle, John Ailbershardt, William T. Hart- N. R. Compton and G. M. Meinerding, all merchants, a com- mittee to make plans. ing, Muncie—Al eastern Indiana can- neries are now in full operation to take care of the tomato crop. Though dry weather has greatly reduced the volume of the crop, the quality is said by canners to be much finer than in many seasons. If severe frosts are late the tomato pack will be 75 per cent. of normal in this section. Columbus—The Common Council has declined to give grocers permis- sion to display their goods in front of their places of business. Grocers were formerly allowed three feet dis- play space, but it was discovered that the city ordinance giving this per- mission was in conflict with the State law and it was declared invalid. The wished the display space anyhow, and a motion was.placed be- fore the Council to give the space asked. It was defeated by a decisive vote. grocers Nappanee—Edington Bros. have opened a new 5 and Io cent store. Richmond—After spending thirty- five years and ten months in the gro- cery business in one neighborhood and twenty-four years at one stand, Assistant Postmaster Henry Deuker has retired entirely from the busi- The deal for the disposal of his grocery, which is the second old- est in the city, and located at Sixth street and Fort Wayne avenue, was consumated Tuesday, Will Pickett and Andrew Witte purchasing the stock and fixtures. Owing to the fact that he is an employe of the govern- ment, Dr. Deuker could not be con- nected actively in any other business. After a few years service on the Pennsylvania Railroad Company as an engineer he entered the grocery business, and stayed with it day and night for thirty-five years. About the only vacations which he secured were the Monday evenings when council met. and he had to attend these as he was one of the city fathers for several years. Fort Wayne—J. F. W. Meyer, vet- eran Fort Wayne druggist, and for mere than sixty years a resident of the city, died last Wednesday at his home, 522 Meyer avenue. Death was due to infirmities of age. Mr. Meyer was &5 years of age and lacked but a few months of passing the 86th year stone. The pioneer druggist had only been seriously ill a few days and death was rather sudden and un- expected. He had been suffering from’a recurrent attack of kidney trouble with which he had been af- flicted at intervals for the past few Mr. Meyer was one of the oldest business men in Fort Wayne and his career in the drug business made his name well known through- out the Central ‘West. He was the head of a large retail drug business in this city and also one of the founders of an immense wholesale drug house at St. Louis. While prac- ness. years. tically the whole of his time until but a few weeks ago had been given to business, he was always ready and willing to take hold of other affairs He had member of the city council and of of the city. served as a the board of waterworks trustees in Fort Wayne. He was trustee of the Hope hospital and of the Allen coun- ty orphans’ home and was also a devout member of the Lutheran church. Mr. Meyer was born in Holden, ‘Westphalia, Germany, De- cember 19, 1824, making his age 85 years, 8 months and 19 days. His German ancestry was traceable in di- rect line back to the year 1417. His parents were in humble circum- stances and his boyhood was given over largely to herding sheep in the hills and valleys of his native land. When he was nine years of age his father died, leaving a widow and six children. Later the mother remar- ried. Her death occurred in 1846. The next year the son, with the younger brother, Frederick, came to America landing at New Orleans on October 3. They had acquaintances in the old country who later had set- tled in Adams county, Indiana, and it was to this part of America that the two boys set out. They journey- ed for two months by boat, on foot and by stage. On December 3, 1847, they arrived at Monmouth, Indiana. Mr. Meyer’s first employment in America was celaring land in Adams county. In March, 1846, the young man obtained a position driving a team on the old Wabash and Erie canal. It was this work that brought him to Fort Wayne and once here he became acquainted with Hugh B. Reed, then conducting a drug store at Calhoun and Columbia streets. On February 7, 1849, the young man was given employment by Mr. Reed as a bottle washer and errand boy in the drug store. He worked early and late and soon mastered the business and in 1853 he became a partner in the drug house of Wall & Meyer. Indianapolis—‘“Travelers, get ac- quainted!” is the slogan of all trav- elers’ organizations in Indiana at present. The travelers are anxious to weicome the hot embers of the glow- ing fireside, where jovial friends will gather and pass around the good Ha- vanas. With this end in view, they are making preparations for the win- ter season, and their promises of what is to take place, excel the an- ticipation of previous years. While the members of the T. P. A. are still talking of their reception at Rich- mond, where sociability of the high- est order reigned last. Friday and Saturday, they have made up their minds not to let those events stand as the only ones in the travelers’ his- tory of 1910-11. The T. P. A.’s are talking abont little else at present, and are planning how to outdo the sister post in Wayne county. The convention at Richmond of travelers, for a social purpose more than any- thing else, is an example of what is to come. Indianapolis travelers call attention to the excellent program of- fered there, with such prominent men of the association as Schuyler T. Logan, of St. Louis, and their na- tional chaplain, the Rev. Homer T. Wilson, of Texas. Then, too, they wonder how Richmond induced Capt. Richmond P. Hobson to attend. With such pleasant events in mind, the Indianapolis travelers are about to anrounce something in a short time which they hope will equal, if not eclipse, the reception at Richmond. The T. P. A. members are not the only ones anticipating good times this winter. The United Commercial Travelers, the council of which in Indianapolis ranks with the best in the country, will start the winter season with a series of dances, it 1s understood, which will inaugurate events of various kinds. U. William Bradford, who is authority for what is to come in the way of fun, is pre- paring a day book of events. “Open house” is the kind of a social event promised by P. B. Trone, who an- nounces that the last Saturday of September will find the entertaining official of the Indiana Travelers’ Ac- cident Association handing out the cigars and cups of punch to any trav- ele. who presents himself at 625 State Life Building. ‘W. H. Rhode- hamel, Secretary of the Commercial Travelers’ Association of Indiana, has something “up his sleeve.” He has promised to keep a pad, upon which all suggestions of social nature as well as business management will be noted. What he has to offer will be made public in a short time. Bristol—Paulus & Replogle have opened a new meat market. Indianapolis — The Indian Creek Coal & Mining Co. has been incor- porated for $100,000. Middlebury—-Elsa Schrock has en- zaged in the bakery business. ‘Walkerton-—Price & Houser opened a hardware store. Hammond—The Hammond Knit- ting Co. has been incorporated for $10,000. Jamestown—The Jamestown Mill- ing Co. has been incorporated with a capital stock of $25,000. La Porte—The Imperial Hoop & Lumber Co. is succeeded by J. K. Wise. Martin Station—Geo. Paul has op- ened a grocery store. New Albany—Heimberger & Drink- ard, manufacturers of veneers, have merged their business into a stock company. : Portland—Frank Marks has. sold his meat market to E. L. Dearduff. Terre Haute—The Sutherland-Mar- tin Shoe Co. has been incorporated for $10,000. Indianapolis—There are 6,000 trav- elers in Indiana and twenty-six posts in the T. P. A. Thiis is the largest number of any State in the Union, and a State convention would mean a delegate for every twenty-five men with many visitors besides. Efforts will be made this week to interest tne business men of Indianapolis in the convention, and obtain their support. The last convention held here was in have 1903 when both State and National corventions met in the city. Both were very successful. —_2>22—___ Find what you can do well—if the search is not too exhausting. —_——_+++—__ A soft answer may start good luck your way. September i4, 1910 Late Busitiess News From Evans- ville. Evansville, Ind., Sept. 13—The Starr Piano Co., of Richmond, Ind. has epened a retail store at 414 Up- per Second: street. Burglars paid their second visit im eight months to E. J. Laval’s drug store, 1301 Main street. Consider- able money and a revolver were stol- en. Entrance was gained by cutting out a panel in the back door. Articles of incorporation were filed with County Recorder Woelker by the International Steel & Iron Construction Co. The caiptalization is placed at $100,000 and divided into 20,000 shares of stock at $50 a share. The directors and stockholders are Oscar Oehlkuch, Henry Bohnsack, Fred O. Weber and Henry Decker. The State bankers will be here this week. The meeting will be called to order by State President Jas. W. Sale, of Marshall. Mr. Henry Reis, of the Old State National Bank, will deliver the address in behalf of the bankers, while Frank Hatfield is to deliver a talk in behalf of the city. The New York Dimension and Supply Co., which recently took ad- vantage of the bankruptcy court, will pay 10 cents on a dollar to its cred- itors. There are outstanding claims to the amount of $75,827. FE. Horn, one of our successful Main street merchants, has purchased $6,006 worth of property on West Franklin street. Mr. Horn intends to repair the buildings and, it is said, that a 5 and toc store will he op- ened in them. Little Nellie Markley, 834 Oakly street, and Lillian Nelsen, 1810 Third avenue, both 14 year old girls, forged a note on a piece of paper bag and signed the name of Mrs. McdAtee. The note was for cream cheese, bananas, sugar rolls and doughnuts, two cans of Boston baked beans with tomato sauce. Grocer Henry Ker- sting, 121 ‘W. Franklin street, rec- ognized the name as one of his cus- tomers and gave the girls the order. The girls were arrested. Joseph Jung, aged shoe dealer, 504 Main street, fell down the elevator shaft of the Hinkle Shoe Co.’s_ store on First street and was seriously in- jured. A two-story brick building at Divi- sion street and Morris avenue is be- ing built for J. H. Kelly. It will be a saloon and grocery. F. B. Droit, of the Kock Outfitting Co., has gone on a business trip to Cincinnati. ——— +22» Power of Persuasion. Among all the potent elements in the power of persuasion there is one more effective than that manful char- acter that enables the speaker to look the other fellow squarely in the eye and not be ashamed. Arthur F. Sheldon. — +2 > When a man’s wife has an idea he wonders what fashion magazine she zot it from. a Facts in business count for more than feelings in meeting. -—2o-e-o You can not put on new life with- cut putting off the old. MICHIGAN TRADESMAN NEW YORK MARKET. Special Features of the Grocery and Produce Trade. Special Correspondence. New York, Sept. 12—The coffee market, of course, is firm, and not only firm but apparently solid. Bo- gotas and’ Maracaibos, as well as the Brazilian grades, are seeking a higher level almost hour by hour and what the end will be of the upward move- ment only time can tell. At the close Rio No. 7 is worth in an invoice way 1014@1o0%c. In store and afloat there are 2,933,309 bags, against 2,965,063 bags at the same time _ last year. Good Cucuta is quoted at 123c. The speculative market seems to be about at the limit of its upward trend, al- though a few men have the situation within their control and may con- tinue the tactics of the past. Sugar is moving with a fair degree of activity, but the season is now so far advanced that orders can be tak- en care of without much _ trouble. Withdrawals have been comparative- ly light and new business is showing a decline in volume. Teas are generally rather quiet, al- though orders are coming in all the time and in the aggregate the volume must be quite satisfactory. Proprie- tary brands are doing well and the owners are extending their fields of operations right along through a ju- dicious use of printers’ ink. New rice is said to be about Ic be- low the range of last season, but buyers are not exerting themselves to any extent in purchasing ahead ot current requirements and dealers gen- erally report a quiet condition of affairs. Good to prime domestic, 434 @5%e. Spices show little activity and a “Jobbing” trade seems to be the only one interesting to buyers. Supplies are not large, but there is enough to go around. Prices maintain practi- cally an unchanged level. Molasses shows a little improve- ment, and with cooler weather soon due the outlook will be decidedly im- proved. Stocks in the hands of gro- cers are not large, of course, and they must soon replenish. Good to prime centrifugal is worth 26@3oc. Canners of tomatoes are said to be “excited.” It takes a good deal to produce this state of mind, and if it lasts for three weeks it will be a pretty good sign that tomatoes are doing well this good old summer- time. Receipts are said to be light and quotations for raw stockeare ad- vancing. If this be true it will nat- urally bring out a lot of old goods— “Shopkeepers’”—and if these can be worked off it will be a good thing. As matters are now it is said that all 7oc +tomatoes—standard 3’s—have been taken care of, and 72%c is the going quotation. We have heard to- mato stories for many years and they ought, as a rule, to be taken with a grain of salt, but the market certainly seems to be heading in the seller’s favor right along. In corn, the qual- ity of the New York State crop is excellent, but there is likely to be a short pack. Maine weather is cold and backward, as is usually the case there this month. Peas are in no very great supply for best grades and the market generally can be call- ed well sustained. Butter is steady, with creamery specials quoted at 32@32%4c; imita- tion creamery, 24@25c; June factory, Western firsts, 23'%4@24c; current make, 23c. Cheese is steady, with full cream quoted at 154%@I17¢c. White Western eggs range from 22 (@27c; extras, 27@28c; firsts, 25@26c. —_——-_--> >... Corn and Wheat Fields of the United States. It may be a surprise to the lay- man to learn that the United States | farm experts have ascertained that the country is only $4 an acre more than the average value of wheat lands. Those whose rural knowledge is con- fined to the corn belt also may get a shock when they learn that the aver- age wheat field is considereably larg- er than the average corn field. Bas- ing their figures upon estimates and reports made by some 5,000. corre- spondents, the Department of Agri- culture experts make the following announcements: The average valut per acre of corn land is $48 and of wheat land $44; the average size ot the wheat field is fifty-four acres and of corn is thirty-one acres. The most valuable of both kinds of land are in Illinois, where wheat land is worth an average of $84 an acre corn land $100. The biggest wheat fields are in California, where they average 169 acres; in North Dakota, 115 acres; in Washington, IIo acres; in Oregon, 1o5 acres. The biggest corn fields are in Nebraska, where they average 55 acres; in South Dakota, 52 acres; in Kansas, 48 acres; in Oklahoma, 43 acres; in Towa, 42 acres. second to Illinois in average values, her wheat lands being worth $75 and her corn lands $78. The average rent- al or interest bearing value of wheat lands in the entire country is $2.92, and of corn $3.32. The percentage of rental of interest bearing to the jand value of wheat fields is 6.9 per cent. and of corn lands 8.4 per cent. and Iowa 1S No matter how much you love you can not afford to forget the courte- sies of affection. No amount of culture can make cameos out of cabbages. —__+22—__ Brotherly boosting helps more than sisterly sympathy. 7 Meeting of Local Secretaries To Be Held. Port Huron, Sept. 13—In compli- ance with the authority vested in the President of the Michigan Secre- taries’ Association, I, J. T. Percival, President, do hereby issue a call for |a meeting of the secretaries of the various associations connected with the State Association to meet in the parlors of the Hotel Downey at Lan- sing on September 28, 1910. The opening session will be called at Io a. 1 A committee will be appointed at the opening of the meeting to ar- range a programme from_ subjects the average value of corn lands in | Presented for deliberation. We kindly ask the secretaries who have a credit rating system to sup- iply the Association with a list of the blank forms.they use. The same with the secretaries who have a col- lection department. A comparison of the different systems will be a benefit to all. An appeal is made to all associa- tions to have their secretaries attend this meeting. Where the secretary can not attend another representative may be sent. We want to see the secretary of every grocery or mer- chants’ association of the State pres- ent at the meeting. : Bring along any topic that you want discussed and the Programme Committee will assign it for you. J. T. Percival. ——_2++-2>——___ Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. suffalo, Sept. 14—Creamery, fresh, 27(@31'4c: dairy, fresh, 23@28c; poor to common, Eggs—Strictly fresh 25c; at mark, 22@24C¢. 21(@22¢. candled, 24a Live Poultry—Fowls, 15c; chick- ens, 16@1614c; ducks, 15@t16c; old cocks, I1@1I2c; geese, I0@I2c; tur- keys, 15@I7c. Dressed Poultry—Iced fowls, 15@ 16c; iced old cocks, 12@13c; chickens, 15@18ce. 3eans — Pea, hand-picked, $2.60; red kidney, hand-picked, $3.25; white kidney, hand-picked, $2.75@3; mar- row, $3.15@3.25; medium, hand-pick- ed, $2.65. Potatoes—New, $1.75@z2 per bbl. Rea & Witzig. When a man makes his faith into a fort he quarantines himself from ‘ruth. a WoRrDEN GROCER COMPANY The Prompt Shippers Grand Rapids, Mich. MICHIGAN TRADESMAN September 14, 1910 DEVOTED TO THE BEST ee OF BUSINESS ME Published Weekly by TRADESMAN COMPANY Corner Ionia and Louis Streets, Grand Rapids, Mich. Subscription Price. Two doliars per year, payable in ad- vance Five dollars for three years, payable in advance. Canadian subscriptions, $3.04 per year. payable in advance. No subscription accepted unless ac- companied by a signed order and the price of the first year’s subscription. Without specific instructions to the con- trary all subscriptions are continued ac- cording to order. Orders to discontinue must be accompanied by payment to date. Sample copies, 5 cents each. Extra copies of current issues, 5 cents; of issues a month or more old, 10 cents; of issues a year or more old, $1. Entered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWB, Editor. September 14, 1910 VER in the strife of your own thoughts obey the Nobler Impulse. TIME TO ACT. At the time the Michigan Railroad Commission was given jurisdiction over the railroads, it was also ex- tended over the express companies, but the work of the Commission be- were unable and care for in its en- efore the work of caring for the express matter was taken up in individual cases rather than on general principles until such time as the members could give it attention. It recently ap- peared to the members of the Com- mission that sufficient time had been taken since their creation to take this matter wp and, caring for getting they have ing new, the members to systematize tirety at once and ther needed while they have been individual settled been tion and the express companies have known that they araticn for complaints in satisfactorily, gathering them informa- were making prep- looking to a rates, especially hipped than one line. In this policy, the Conmmis- gave notice of a general hearing upon express rates and were careful to write every shipper, manu- facturer and industrial throughout the State, of the date of a hearing revision of where the packages general were carried over more pursuance of stan recently organization notice asking their assistance. It also gave notice through the daily order that this notice might widespread as possible. giving hearing and press, in be as It was necessary to adjourn this date of hearing from time to time, for the Commission found, as they cbtained definite information, that the question was one larger in its proportion and import than they serious in its had at first estimat- ed. At the first hearing the several associations notified were noted for their absence and the one or two in- stances in which shippers were rep- resented, the statement was made chat they came for information and more not to report any complaint. There- fore, in the very first instance, they made it somewhat embarrassing for the Commission, in that they were attempting to correct an evil that had not been complained of by those most greatly affected. However, considerable information was obtained and an adjournment taken and a series of questions pro- pounded each express company, the answer to which was expected would bring out the desired information. The Commission agreed to furnish each of the shipping organizations of the State a copy of the informa tion which they secured from the ex- companies and asked them to co-operate with the Commission in presenting as strong a case as possi- ble. They found that the Illinois Commission had passed upon _ this question in ordering a reduction of a straight Io per cent. and in their efforts greatly assisted, as the records of the hearing show, by at- torneys, secretaries and other off- cials of twelve different commercia! including manufactur- ers’ asisociations, boards of com- merce, shippers’ associations, whole- salers’ associations, etc. press were organizations, The members of the Michigan Railroad Commission reluctantly ad- mit that as yet they have been able to induce organization to assist them in this work, the secre- taries of other organizations advis- ing them that their members did not evince a sufficient interest to warrant them in making any preparation for the furnishing of evidence that would entail] the expense of the associations they represented. It can readily be understood the em- position in which the would stand before a court when it could be shown that, though acting upon their own initia- tive, they had invited the assistance of organizations representing the people for whom they had demanded this reduction in rates and that these people had failed to respond or evince any reasonable measure of in- terest whatever and which indirectly could be accetped as indicating a fair measure of satisfaction with the as now charged and that, there- fore, the Commission were seeking to reduce the earning power of the ex- press companies for and in behalf of the public who had not asked for it and it could, therefore, be reasonably charged so long as the Commission were seeking something for which there was no demand and that their act was one which would cause con- siderable loss of revenue to the de- fencant companies: that it must be the Commission were taking this ac- tion purely as a grand stand play for only one slizhtest which barrassing Commission rates what credit they might gain for themselves, politically or otherwise. Business men generaily feel that express charges in this State are i: many instances ‘exorbitant and in many cases discriminating and unreasonable and that for the amount of money invested, the earnings of the express companies are many times over that of any other public service corporation and very much more than they should be and it is for the very sole benefit that the reduction in rates may bring to the public at large that the Commission has be- come interested in the matter at all. The Tradesman wishes that some might be set on foot in this city, as well as some of the oth- cities of the State, tc convince the peopie of the necessity of backing up tae Commission in its atieinpt to recuce express rates, be- cause unless there is a respectabie showing of business men at the hearing on Sept. 21, the Commission will be very seriously handicapped in the effort it is making to improve shipping concitiens in this State. THE PRESIDENT AT ST. PAUL. In his St. Paul speech President Taft evidences more backbone than he has shown in some of his other ad- dresses and letters. He really takes a position and that it does not wholly agree with Mr. Roosevelt’s attitude and arguments on some questions is of itself an indication of gratifying independence. One of the troubles which Mr. Taft has encountered in the presidency is his lack of asser- tiveness. He has seemed rather to prefer being all things to all men, seeking always the line of least re- sistance. It is very generally agreed that he is an able, upright, honorable man, but the criticism is his lack of individuality. It does not go quite far as to be a lack of strength of character, because his honesty is un- impeachable. He suffers by compari- son with Roosevelt, who throughout his term was very outspoken and courageous to the point of boldness His best friends will be glad to see President Taft more determined and self-assertive. At St. Paul the President made pointed reference to his notion that it is time to call a halt in “general thapsodies over conservation, making the wording mean every known good in the world.” This comes close to being a slap at his predecessor and at Pinchot. The probability is that Mr. Taft is at least fairly correct on the conservation question, but his re- tention of Ballinger in the Cabinet places him in a false position, and in one from which he can not easily extricate himself so long as the ob- jectionable gentleman retains his seat. It is not necessary in this connec- tion to go into any. extended argu- ment as to whether Ballinger is guil- ty or not guilty, but he is certainly an embarrassment. Another point he makes Which is very important, and that is the declaration for the preser- vation of state rights. There is among many and perhaps an increas- ing notion, certainly in some quar- ters, in favor of centralization, giv- ing the Federal Government more and the state governments less au- thority. The Federal constitution was built a great many years ago, but it is a wonderful document, and those who drafted it builded better than they knew, and when Mr. Taft or anybody else declares in favor of clinging close to it the position is one which commends itself. There is much more room for argument on the conservation question than there is on the constitutional question. Al- ricvement er principal together the President’s St. Paul speech is bound to attract more atten- tion than any of his other recent utterances, deserving and_ receiving more commendation. A LIVE ISSUE. One of the factors which contrib- uted to the defeat of Senator Bur- rows was his active opposition to the physical valuation of the railroads when that measure was before Con- gress at the last session. Business men generally, and large shippers in particular, feel very strongly on this subject and Michigan business men were very much incensed over the fact that both of our United States Senators failed to record their votes in favor of this measure. The mat- ter has now become a living issue. The man who originated the idea has been renominated for the United States Senate by an overwhelming vote. Theodore Roosevelt has an- nounced himself in favor of the phy- sical valuation of railroads. Presi- dent Taft has put himself on record as favoring the measure. This mat- ter will come before the next session of Congress and the Tradesman _ be- lieves that Senator Smith—who has the happy faculty of getting in on the winning side—will reverse him- self on this subject and work and vote in favor of the physical valua- tion of the railroads. Unless he does so he can hardly blame the people for turning him down as_ effectively as they have just turned down Senator Burrows. Physical valuation of railroads 1s one of the reforms demanded by the people, because it will determine, once for all, how much of the out- standing obligations of the railroads are based on real value and how much are based on wind and water. Inas- much as the public is asked to pay dividends on these stocks and interest on these bonds, it is no more than fair that they should have positive information as to where they are at on this important subject. —— The announcement by William Jen- nings Bryan that he will not be a candidate for the presidency in 1912 has been accepted as a matter of course. Bryan could hardly ask or expect the Democratic party to again make him its standard bearer. While undoubtedly he has a larger follow- ing than any other Democratic lead- er, it has never been large enough to put him into the White House. Bry- an is only 50 years old and perhaps he will be strong enough to “come back” in 1916. During the earlier years of his public career Bryan was classed as a radical and he remains a radical to-day, but his ideds are not considered dangerous as_ they once were. Roosevelt, too, is a radical in many matters and is charged with having appropriated and used much of Bryan’s thunder. Roosevelt has the prestige of success, while Bryan has the prestige of defeat, yet they have many qualities in common which make them popular with the masses. To the paying guest at the board- ing-house, home is where the hash is. Duty is never done by dreaming of it. Re ne eee na DN September 14, 1910 MICHIGAN TRADESMAN LABOR WHICH PRODUCES. It is a common expression that all wealth in the world has been pro- duced by labor. and shouid belong to those whose labor produced it. The question may well arise in making a distribution of this wealth what should become of that which was the acumulation of long past ages anG dead and gone generations? Should the laborers who are at present alive zet only that which they made, or shovld past accumulation be distrib- uted all among the present genera- tion of workers? It is understood that in claiming all the wealth for the workers the cap- italists are to be deprived of all, be- cause they never toiled for it, aud only traded and speculated on what other men produced by their own toil. But there are to-day many very wealthy men who were in the begin- ning toilers of the most stringent sort. They began at the bottom and worked their way to the pinnacle of capitalistic importance. Mr. Carnegie was one of these, and so were all the “captains of industry.” They certainly produced a share of the wealth they enjoy, and in any dis tribution they should not be entirely stripped of their possessions. Another question arises here. In the general distribution of wealth, shculd each worker receive an equal share of the whole, or should those who by economy and thrift and who by extraordinary industry, working when others were resting, have Oc- cumulated a considerable amount be allowed to keep that, and also get each his equal allowance? These are problems that may have to be worked out when the general distribution of wealth, following the great social and political revolution that is in course of preparation, shall be put im operation. The problem of brain work has long ago heen settled against the brains. The question was asked what position as a producer of wealth should be assigned to the inventor of labor-saving machines and to the dis- coverer of improved processes in manufacture. After grave considera- tion it was determined that there is no labor save that which is perform- ed by muscular action, and that brain work could not be considered in that class. The man who finds a gold mine or an oil well is entitled to no credit, for he only discovers some of nature’s treasures, which, like the land, shoud never be pirvate proper- ty, but shoud be used for the benefit of the whole body of workers. Much the same argument applies to the inventor and discoverer. He creates nothing. Every labor-saving machine and every improved process in the conduct of an industry exists as an idealistic possibility, and like the gold and the oil in the earth, is awaiting a finder, and the finder is simply in the enjoyment of a piece of luck for which he can claim no credit. ‘We know from what has been done in that line that much more re- mains to be discovered, and some- body in the course of time will light upon it. Therefore brain work cuts no fig- ure in the production of wealth, but the tools, machines and processes evolved by the mere brain worker can be used enormously to assist in the production of wealth. Thus it is that while the man who invents or discovers produces no wealth, the man who manufactures the machines or uses the improved process in manufacturing is a producer of wealth because he makes them with muscu- lar labor. This question of brain power has always been a serious obstacle in es- tablishing the theory of the equality of human beings, and it had to be cast out. The mere man of mental talents and genius produces no wealth with them. He is not a pro- ducer of material wealth. There are, of course, theorists who take the other side of the question and maintain that such brain work- ers are large producers of tangible wealth by lessening the cost of pro- duction of wealth. Prof. Pease How- ard, of Yale University, holds that the value of a new discovery in me- chanism and industrial science is in proportion to the population. The more people there are who use the discovery which lessens the cost of production, the more wealth will be produced with the same labor. He holds that if an art, say the inven- tion of the sewing machine in the clothing trade, is equal to saving $2 per capita per annum net over previ- ous outlay, after making due allow- ance for new capital invested im the machine, etc., the value of the new att is plainly the savings per capita multiplied by the population and cap- italierd at the proper rate of interest for new industries. If the population is one hundred thousand and Io per cent. of a fair rate for capitalization, the above example would produce $2,000,000 as the value of the inven- tion. If the population had happened to be one million, the value of the invention would have been $20,000,- ooo. Consequently, we note that the greater the population the greater will be the value of a new art. Continuing this theerizing, the writer mentioned makes the supposi- tion that in a population of one mil- lion, we may expect that the “one brain” in the million will produce an invention capable of saving one dol- lar per capita per annum, over exist- ing arts. Capitalized at 10 per cent. the value of one year’s product of this mind is ten million of dollars. Now, let us assume that in two mil- lion of people, we shall find two such men. The capitalized value of two such inventions as above will be not twenty millions, but forty millions of dollars. In other words, the capital- ized value of new inventions for a given time tends to vary at least as the square of the population, and, if we may imagine that the “one brain” in two millions is of higher degree than in the one million of population, the value of inventions will be at a greater rate than the square ‘of. the popuation. This is all true, but although the practical application of these dis- coveries has resulted in the addition of incalculable wealth, no credit is to be given to the brain power that showered such benefits upon the human race, for we get back to the proposition that there is no labor which produces material wealth save muscular work, and since brain work, which is only thought, can not pro- duce material wealth, it is entitled to no credit, whether as an inventor or discoverer, or as a manager of in- dustries and business affairs. THE MISSION OF JOY. “Joy,” says Dora Greenwell, “Ss a uniting thing. It builds up while it en- larges the whole nature. It is the wine to strengthen the heart, to brace it to every noble enterprise.” Let some joyful thought come in- to your head and how much more easily the wheels of routine duty move. It is only when we succumb to our troubles that they really load us down to earth. The weight is not so much of material as of spirit, or, rather, lack of it. Yet did you ever see any one more joyful than he who is habitually striving to make some one else hap- py? “Blessed are the joymakers;” says some one; and we might add that their reward is omnipresent. It has been said of Carngie that no oth- er millionaire ever spent so much upon others and so little upon him- self. Yet where can we find a more jovial monied man? The pleasure in doing for the uplifting of humanity is the greatest realization of his riches. It has transformed the thou- sands which are accumulating every day from a load to a lever upon which he beholds thousands stretch- ing their arms heavenward in joy. If you want to be truly hapoy do you go off by yourself and have a good time? No; you want at least one friend with you, unless you be a student of Nature and a lover of the wild things. Then you are because they are happy. A Thoreau or a Burroughs can thus gain enjoy- ment in goodly store, but the hunter who goes out merely to kill takes a companion to help him have a good time. If in the most cruel of pas- times joy yearns for companionship, much more will it be found in the pleasanter and more useful walks of life. It is contagious, but, unlike smallpox, a single experience renders one not immune ever after but the more susceptible to its influence. It ig propagated in the heart-conserva- tory and yields harvests of a thou- sand-fold. ————— ae CUT OUT THE CIGARETTE. The chief of the fire department in Canton, Ohio, the former home of President McKinley, has added an- other nail to the long column against cigarette smoking by barring all who practice it from his force on the ground that they “lack stamina and nerve.” In this age, when all aspiring boys are desiring to be athletes, the thought comes with special force. With history and experience, with observation, and in many instances with practice as a teacher, the nuisance can not be choked out. Few parents, even among those addicted to tobacco in other forms, will coun- joyous tenance the cigarette. serpent that it is—it continues to creep along. In many places its ex- istence is necessarily concealed, yet it is not stamped out. Though it can not be legally sold or in any other way furnished to minors, minors are its largest pat- rons. Officers of the law are baf- fled when attempting to furnish legal evidence against certain parties, al- though the moral evidence is plain enough. Boys who will indulge in so dangerous and so vile a pastime seldom betray those who furnish the goods. And there is always some one in every community old enough to secure the poison legally and un- principled enough to pass the evil along the line of youngsters. Dealers, there is a responsibility with you which you can not dodge. You know the evil effects of the cigarette. You know, further, that while you never sell to a minor, while you strictly conform to the letter of the law, you are just as surely break- ing its purpose. So long as the goods from your shop do harm to humanity, you are morlly responsible. Put a ban on this class. Deal only im such material as will benefit man- kind. Lend your aid in stamping out the trouble by refusing to handle the goods. And yet—vile SE TS The proposal that international business be simplified by the adop- tion of certain coins of the same value throughout the world has been revived in Berlin and other European centers. The leading have succeeded in establishing a successful postal union and now, it is pointed cut, ought to be able to agree on a coinage system. As commercial in- tercourse between the different coun- tries is steadily growing the little barriers in the way of varying cus- toms and institutions are gradually being lowered so that a more conve- rient arrangement as regards money, as well as universal language, will un- doubtedly result in time. The incon- venience of the present system OF lack of system is fully recognized, and recognition of a fault is a step to- ward remedying it. LS nations The consumption of horse flesh in France is said to be constantly on the increase. In Paris there are, ac- cording to statistics recently gather- ed, 600 meat markets, mainly in the poorer quarters, where horse flesh is almost the only food sold. The con- sumption is now said to be 200,000 animals a year. It is claimed by the dealers that the growing demand is due quite as much to the favor in which the food stands as to its cheap- ness as compared with beef and other meats. The United States is having trouble enough regulating the pro- duction and sale of beef without hav- ing horse flesh added to its prob- lems. — regards the world as his orange finds that the universe hands him an entirely different variety of citrus. He who i The greatest danger of a little knowledge is that its owners never can make a quantitative analysis of it. 10 MICHIGAN TRADESMAN September 14, 1910 BROUGHT TO THE FAIR. What the Dollar From Petoskey Ac- complished. Written for the Tradesman. If you go up and own Monroe and Canal streets, from Herald Square to the new Grand Trunk station, and and Bridge cut South Division, over the West find plenty of length of street, will will tell you that Fair week is just about the most week in the year for their business. You have doubtless heard them talk, anJ know what they say and how they you merchants who unsatisfactory Say it. Might as well close the store, they There are no and the clerks are so anxious to be off to Comstock Park that they do not properly attend the few buyers who do drop in. No one makes any money, they will tell you, during Fair week, except the street fakirs and the Benevolent and Highly Cour- teous Street Railway Company, the hotels, the restaurants and the sou- venir post card combinations. If you go out into the level acres of farm land hereabout—it is not all level, but that is the correct way to refer to farm land, and if you want to be especially impressive you must say broad acres as well—if you go out to the level acres of farm land, from the high-water mark on Lake Michigan back to the Warner cheese factory, you will find plenty of horny- handed sons of toil who get a grouch every time it rains. You have heard them talk and know how they say it. Might as well not have any rain at all, they will say, as to have it come in such bunches, with the hay down in the south meadow, and the summer fallow too wet to plow. The rainy days are lost days, they will tell you, and no one takes any joy of them save the hired men who play seven-up in the barn and the hired boy who creates a new language of vituperation as he splits wood in the shed. Now, do you observe any connec- tion between these two classes of kickers? If you don’t, kindly hand the paper to a neighbor whose brain- cells were not originally filled with the crude clay of which we are pre- sumed to be constructed. The mer- chant who kicks on Fair week and the farmer who kicks on a wet day are in the same wagon, bound for the foolish house. If there wasn’t any rain to make up for the moisture which is contin- ually going out of the ground there would be no crops; and if no outside money came in to Grand Rapids to make up for the currency which is continually being sent out there would not be any need of opening a store in the morning. This by way of guide-board. One can not follow a tiny drop of water—by the way, it isn’t all water, for there is a bit of sand or some- thing like it in the center of every drop—one can’t follow a little splash of water from the time it runs down Uncle’s billy-goat whiskers until Un- cle sells it to a confiding commission man in the shape of hand-picked will say. customers, beans, but one can, with hard work, follow a one dollar bill, if he has pa- tience and is not afraid to ask ques- tions. This dollar bill that Ikey ran down came from Petoskey, and the who brought it man Of boy earned it showing a from Wall _ street, New York, how to propel a canoe on the top of the water instead of on the bottom of the lake, so the cash may be said to have come from the predatory wealth. The lad who brought this New York dollar to Grand Rapids would have taken it to Detroit if there had been no Fair means home of here. He was rather a nice boy, and his name was Clarence. When he landed at the Union station he looked down at his pedal coverings and saw that they needed polishing, so he went in- to the barber shop in the station and paid a strong-armed boy ten cents to do the job. He gave the boy the Wall street dollar bill and took his change in silver. “That feller’s got enough tin to last him a week,” said the brush-boy as Clarence rattled the money in his pocket and passed through the door. ‘Anyhow,” continued the boy, “as long as he spends it in Grand Rapids he’s all. right.” the dollar bill tucked into her glove, Ikey thought his quest had come to He thought she was going to pass it over to the an end right there. street car conductor, and he knew that he couldn’t follow a dollar bill after it got into the possession of a public service corporation. But the lady had a ticket, and so kept the dollar bill in her glove. She left the car before she came to the tracks on West Bridge street and went into a grocery store. She found the grocer sitting on a box of salt fish bewailing his fate. He was one of the men who would sooner give money to keep the Fair away than to bring it here. He said to the lady that he was glad to see her and she gave him the dollar bill and the ten dimes she had collected of the brush- boy at the station. “Mighty clever of you to pay up Fair week,” the grocer said. “It is mighty dull fair time. Might as well close up and go visiting.” “Huh,” observed the lady, “if it wasn’t for the Fair I’d never paid you to-day. I got this of a boy that has been owing me a month.” The grocer stuffed the Wall street dollar into a vest pocket and _ sat swinging his feet from the counter, But it cheered a heart You gave a smile as you passed along And thought no more about it; And might have been wrecked without it; And so for the smile and its fruitage fair You'll reap a crown sometime, somewhere. that was sad the while dollar from?” mused Ikey, who had nothing to do that day and was in- clined to be curious. “I'll bet he brought it from the hay field,” observed the boy. “T wonder where it will go?” con- tinued Ikey. “That won’t keep me awake to- watch this imitation landlady sepa- rate me from it.” There were boarders taken in by the day or week on the face of the lady who entered and crooked her finger at the boy, who extracted the Wall street dollar bill from his watch pocket and passed it over to the ex- tended palm. Then the lady brushed the ends of her four fingers with her thumb and pushed the hand out still farther, until the boy counted ten dimes and handed them over. “Gee,” said the boy, as the lady disappeared, “if it wasn’t for the Fair business I’d never got that back room-rent paid. “I’m going to see where that dollar goes!” And Ikey dashed away up South Ionia street in pursuit of the lady who was the temporary custodian of the Wall street contribution to the Furniture City, by way of the West Michigan State Fair. When the lady got on a West Bridge street car with night,” the brush-boy observed. “You | “T wonder where he brought thet lio which he had shifted on the ar- rival of the lady, and Ikey stood by the fly-blown cigar case and watchel him. He waited there until he be- igan to think the dollar bill was lost to the world, then a delivery boy came jin with his hand out. | “If I’m going to the Fair,” he said, T' have to draw some money. I could not pay my way across the bridge.” So the grocer took the Wall street dollar out of his pocket and handed it over to the delivery boy. | “That’s on me,” he said. “Just got it off a woman who has owed it for a month. Right out of the fire. Never expected to get it. You're welcome.” Ikey followed the boy with the dol- lar bill which had come to Grand Rapids at the invitation of the Fair. The delivery boy lounged down the street until he came to his boarding house. The landlord stood in the doorway with a frown on his face. “What’s the grouch?” asked the de- livery boy. “Fair’s took all my away,’ was. the smoke?” customers reply. “Have a “Say,” said the delivery boy, “you are so decent that I guess I’ll pay you that old cigar bill,” and he took the Wall street dollar from his trous- ers pocket and laid it down before the startled gaze of house boss. the boarding “T need all the money I can get Fair week,” said the boarding house boss. “Take another cigar.” Ikey thought he was in for it now, for the man put the dollar bill into the cash register and sat down on the outside of the counter to kick a little more on his bad luck, but presently a painter came in with a bill of $1 for a little repair job. The boarding house boss gave him the Wall street dollar and he went away whistling, closely followed by Ikey, who was: wandering how much car fare it would cost him to trace that one Fair dollar. Out near the tracks the painter met a man with a set of red whiskers and a grouch. He ad- dressed the painter as follows: “When you going to pay that back rent?” “Say,” said the painter, “you're just in time. I had five, and wouldn't have paid that to-day but I’ve just collected one, and that makes the six. Here it is.” The man who owned the house the painter lived in took the money and the Wall street dollar went into his pocket with a lot of others. Ikey had an idea that he was up against it then. But the man who owned the house the painter lived in went into a dry goods store and paid the six dollars on account. He apologized for not paying more, and said his renters were all spending their money at the Fair. Ikey was in luck again, for while the dry goods man stood there with the Wall street dollar in his hand the man who owned the building came in and reached for it. The merchant grumbled, but gave it up, and the landiord paid the Wall street dollar over to a contractor, who sent it away to New York, with others, and received in return a double-decked, gold-filled, peacherino of a cement mixer. Of course Ikey didn’t attempt to follow the money to New York. Now, if the Fair draws about 200,- 000 of those dollars into the city every fall you’re going to get some of them, Mr. Kicker, even if the man who brings them into the city does not hand them to you, even if they do not reach you the same week the Fair is held. These dollars pass through scores of hands, as did the Wall street dollar, but they reach every channel of trade at last. They are like the drop of rain. You can not see it make a prime white, hand-picked bean, and so you kick because it keeps you in the house. The merchant who kicks on Fair week and the farmer who kicks on a rainy day ought to be yoked up to- gether. Alfred B. Tozer. —_———> 6 a Those Who Succeed. The men whom I have seen suc- ceed in life have always been cheer- ful and hopeful men, who went about their business with a smile on their faces and took the changes and chances of this mortal life like men, facing rough and smooth alike as it came. Charles Kingsley. —_——-~-2 Saying amen loud in the meeting seems to help some to forget what it was all about. oe September 14, 1910 | MIGHIGAN TRADESMAN Complete Victory In Patent Litigation Having won the only patent case the McCaskey Company ever dared bring to hearing, we consider the trade entitled to a brief and accurate statement of the unfair and vicious campaign waged against us by that company under the cloak of patent litigation. For years our competitor has paid large advertising accounts to cry ‘‘Be- ware of Infringements,” in a frantic attempt to scare off our customers, and have harassed them in connection with continuous attacks upon us. They even placed a detective in our works to report on our customers who were immediately threatened by letter and circular. Why do they threaten the trade? If they had any valuable or controlling patents they would use them legitimately by pushing a suit against us to early hearing and obtaining an injunction. But no, knowing, as the United States Court has told them, that their patents cover only their own forms of minor de- tails, such as the bend of a wire, the shape of a yoke, etc., they bring suit after suit to force us to as large expense as possible, delay the court hearing as long as they can, and then in most cases dismiss the suit at their cost just before hearing; having used it to harass the trade as long as possible. Such procedure must merit the rebuke of every fair minded customer and react against the instigators, now that the trade krows from the United States Court decision that their frantic cries are insincere bluffs. And yet our competitor, in the face of the rebukes by two U. 5S. Courts, still has the audacity to claim that its patents con- trol essential features of construction. This statement is flatly contrary to the Court's decision, which states that— “The (McCaskey) patent is a late one in a crowded art.”’ * * * * * * * * * * ‘*In view of the foregoing, it does not appear necessary to consider the claims in suit separately or at length. They must be limited to the new and pre- cise devices as shown in the drawings and described in the specification.” * * * * * * * * * * ‘*Practically all that McCaskey accomplished in his later patent was the duplication of clamps and partition strips on opposite sides of the leaf. There are so many ways that the pivotal movement of the leaves can be prevented that it would prolong this opinion unreasonably to show all the yokes or clasps to be found in the prior act as shown by the evidence, which perform the same function as that of McCaskey. The yoke used by defendant is found in United States patent No, 639,031, issued to Hall, December 12, 1899. Nor is it at all necessary to do more than say that the evidence is clear that it is old in the art to attach a tab or tab-holder to a wire loop or clip.”’ The Character of the Attack Our registers are covered and protected by U. S. patents. The McCaskey Company also has patents upon its particular kind of registers and purchased the Hazeltine patent upon a filing cabinet for blue prints and similar papers. The McCaskey Company, however, has claimed that their narrow patents covered the field, and threatened and harassed us and our customers under this alleged belief. Unfortunately the law allows suit to be brought upon a patent, even where there is no shadow of right, either by reason of invalidity or of narrow claims covering only specific details. Owing to this fact and the long delays possible in such suits, our competitor has been able to bring suits and delay the final hearing while threatening and abusing and in some cases frightening parties not familiar with such tactics in business warefare. Their game by moves: 1. Bring suit on any old patent, without reference to its validity or our using it. 2. Delay the case as long as possible. 3. Dismiss the case just before the hearing, at their own expense. Threaten and harass the trade until this suit is dropped. Bring another suit and repeat the above dirty tactics. = Gr The game became so odious that Judge Ray, in the U. S. Circuit Court of New York, enjoined them against proceeding with testimony m a case on the Hazeltine patent in New York, while the Cleveland case against us was awaiting the final hearing. Their actually starting testimony in the New York case, when about to abandon the Cleveland case against us on the same patent, clearly proved their entire lack of sincerity and their policy of ‘*dirty ball.” No suit against us has ever been decided in favor of the McCaskey Company, and we are morally certain that none ever will be. Do they expect to win any of their patent suits? No; this is proven by their abandoning the Hazeltine case a day .or so before the hearing, after putting us to as much expense as possible when prior patents showed their exact device. The Facts: In the Hazeltine patent case, in which a prior patent showed a picture of their patented file holder, they dismissed the suit at their cost a few days before the final hearing, which Judge Taylor refused to further put off. i In another suit on the same patent, Judge Ray enjoined them against proceeding with testimony, and they were compelled to dismiss at their cost all suits thereon in the different Federal dirtricts. In the Diven case, the Federal Court for the Western District of Pennsylvania, said: ‘‘Defendant’s account register does not embody any features to be found in complainant's which are not found in the prior art. There is no infringe- ment. ‘The bill should be dismissed. Let a decree be drawn.”’ This decision is a clear rebuke from a U. S. Court, and as it was their principal attack on their main McCaskey patent, their other fake suits and their whole campaign fall with it. After this crushing defeat, surely no one in the trade can take any stock in their absurd claims if they still vainly attempt to bolster them up. The manufacture of credit registers was not begun by the McCaskey Company, but by others long prior to their entering the business, and they still try to make the trade believe that no one else has any right to make such articles. : : The claim that their patents cover any essential features of construction is judicially proven untrue by the U. S. Court's decision in the Diven case. As we have in the past, we shall in the future fully protect our customers against any and all such attacks, and truth will prevail as it has thus far. Competition is the life of trade, and we need not point out the advantage to the trade of opposing the throttling tactics attempted by our competitor. We shall continue our course of fair dealing and supplying the best article in this line, believing that this course will win out. The American Case & Register Co. MICHIGAN TRADESMAN September 14, 1910 L—~ = a = mae ~- = - = BUI fi a ak, tebe ge a eae ! Competition of Oleomargarine—Can- ned Egg Industry. Among the influences bearing up- gt on the butter situation at this season | the prospective competition of margarine is always an element of importance. There are evidences that the substitute is likely to play a more | important part this season than here- tofore. Whatever may be our opin- ions as to the methods of regulating the sale of question proper means and oleomargarine there is no that under the present laws the bar-| riers to its sale in trade channels as | cleomargarine, and to its tion as butter, are gradually being broken down. In this State. where the authorities have succeeded until | quite recently in minimizing the sale | of the substitute, no been made in sions which would prevent the sale of white oleomargarine on - the eround that its consistency and flavor make it an illegal simulation of but- ter. And a good deal of the product | is being sold here whose color is as} yellow as much of the butter, when such color is obtained without the ad- | dition of ingredients foreign to the ordinary manufacture of oleomargar- ine. We mention these facts as be- ing of importance to the butter trade | reasonable oleomargarine without prejudice to the colored invariably egal product under our State law, claim that should be regardless of the source of its colora- tion. A plain indication of the fraud- ulent character of color in oleomar- garine is to be had in an examination of the samples offering for sale in this market. It is well known that | yellow color in the product, when not obtained by the addition of the usual commercial butter colors, is gairted at the expense of quality. The best oleo- margarine offered here—such as ap-| proaches nearest to the real butter flavor—is practically colorless. The samples showing a color like butter are decidedly inferior to the best | white goods in flavor and character, and yet they command a higher price! | price obtainable for | The additional them is a clear evidence of the com- mercial value of an ability to effect a fraudulent substitution. The high price of storage butter this year, with its resulting effect upon the present and prospective level of butter prices, is a natural inducement | to extended sale of oleomargarine Already many of our local dealers, especially those who have trade 4 nearby out of town points, are re- porting a cutting down of orders for butter with the explanation that oleo- margarine is being sold instead. And there is a manifest disposition on the CE | Oe oF SS \ > > YL i Yl to : . o1e0- 1 consump- | progress has! obtainnge court deci- | adjudged an; | part of some of these dealers to take ‘out licenses for the sale of oleomar- garine in order to maintain their trade. We can not, of course, foretell what success may attend any efforts that 'may be made this season by our De- partment of Agriculture in restrict- \ing, through prosecutions, the sale of ~olored present ‘indications are that even if the sale of the substitute in this State can be confined to the strictly uncolored |eoods the use will show a marked in- And the prospect of this competition is of sufficient impor- tance to be entitled to much weight lin estimating the future of the butter market. oleomargarine. But icrease. The effect of Government seizures lof frozen eggs, and desiccated eggs, imust have had a material effect upon ithe quantity of these goods put away iduiing the past season and due 'weight should be given to this fact lin estimating the future probabilities of our egg market, even although it |may not be of sufficient importance to “save the day.” The authorities charged with the jenforcement of the pure food laws |seem to suspect every lot of frozen or desiccated eggs as being placed in hat form to cover serious inferiority. |Doubtless there was some ground for this suspicion in the methods pur- sued by some handlers of broken leggs in the past, for it is a well iknown fact that many spot eggs—or ‘others too poor for consumption in 'a fresh state—were broken out and |frozen or put through the evaporat- ors with the effect of partially con- cealing their real character. There is, of course, no reason why this fact should condemn the whole ‘produce of frozen and desiccated eggs. Both of these methods of pres- ervyation are useful in legitimate trade ‘and of great public economy in sav- ing a waste of valuable food material that would otherwise occur. ‘less the great majority of the frozen and desiccated eggs put up during the ‘time when the system has been de- ‘veloping have been sound goods and as wholesome and useful as much of the egg supply marketed in the shell. Among the goods seized and con- demned by the Government authori- ities there have doubtless been some ‘lots worthy of condemnation. But we junderstand that some of the goods ‘held up have been of good and useful ‘| quality as judged by all trade stand- jards; and in one instance we hear of |condemnation proceedings brought ‘against a large lot of frozen eggs up- lon a most unjust and inadequate foundation. This case involves the holding up of stock comprising eggs peach plum and the taste palztab’e. criginating in different places upon a| Mr. Aggers, the originator, thinks the sample of only a porton of the lot; | new product, if developed, may prove and when the Federal analysis is not | popvlar for canning purposes. at all borne out by examination of local health authorities. HONEY—Every merchant is interested in pure : : goods, goods that bring the repeat orders. This is the We do not wish to appear. 4S | reason that pure well ripened California sage toney . ne shipped direct from apiary sells and holds the cus- sponsors for trade in bad eggs in any |tomer. Hundreds of testimonials from purchasers. 8 Doubt- . ¢ ; ; page leaflet free. Large sample 10c which may apply form; but blu ay equally opposed ae on order, All these gocds are money back if not satis- lan indiscriminate condemnation of ; fied. The price of honey freight prepaid is I1c per Ib. i h in case lots. Labels furnished free for putting honey good and useful food material, the is oe oe. Further er furnished ac at] thi os jesired. ress Spencer Apiaries v0., Box 86, presery ation of which is important to Nordhoff, California. ’ the interests of consumers and tradesmen alike. And we regard it as unfortunate that indiscriminate prose- cutions have so seriously interfered with an important department of the egg trade—N. Y. Produce Review. ——_++.> —__—_ Get my prices on Eggs, Packing Stock and Dairy Butter Veal and Poultry F E. STROUP GRAND RAPIDS, MICH. BAGS For Beans, Potatoes Girain, Flour, Feed and Other Purposes . Rocky Ford, Col., has just enjoy- ed its famous annual festival and peo- ple came from all over the State to eat the melons which have made the place well known throughout the United States. Melon day at Rocky Ford is celebrated in Melon grove, half a mile from the center of the town. There the 15,000 or so visitors gather about the great heap of mel- ons 125 feet long, 35 feet wide and 3 feet high. The major portion of its structure is watermelons, but canta- leupes are scattered into all the odd corners and it is everybody help him- self. It is estimated that this year 12,000 watermelons and 24,000 Rocky Fords passed into the interior of Col- orado. Nobody counted them, they were all free, the farmers just dump- ed them out of their wagons for the Wu Aiden Gah Salting good of the cause—and a little ju- ‘srand Rapids, Mich. dicious advertising. The Kleckley zs Sweet never comes East, any more : than the real Georgia Sa SEEDS- Clover, Alsyke, Timothy ever crosses Mason and Dixon's line,| POULTRY FEED—For Hens, for Chicks and the Rocky Ford only goes to the We Pay the Preight train forty-five days out of the year. | ,@geusn the marist ton Seeds sad FON Many of the Rocky Fords sold in|pay you to handle our SEEDS. the East are only melons grown from | 0. Gandy & Company South Whitley, Ind. the Colorado seed. ———_.--—_—__ Cross Between Almond and Apricot. A Washington State fruit grower has grafted almond on to apricot trees and by so doing has produced a new fruit which he calls the Al- moendcot. The fruit which has been produced for two years, is said to be shaped like a tomato and of dark wine color, the flesh a little firmer than a 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, Express Companies, Trade Papers and Hundreds of Shippers, Established 1873 New and Second Hand ROY BAKER None Better WYKES & CO. @RAND RAPIDS Established 1876 Send us your orders CLOVER AND TIMOTHY SEED All Kinds Field Seeds Moseley Bros Wholesale Dealers and Shippers Beans, Seeds and Potatoes Office and Warehouse Second Ave. and Railroad Both Phones 1217 Grand Rapids, Mich. i SSNS ‘that is wasted. September 14, 1910 Paper From Cornstalks Now in Use. Coincident with the predictions of the crop experts that the corn crop this year will pass the 3,000,000,000 bushel mark, comes the announce- ment that Uncle Sam’s experts have finally perfected a method of manu- facturing paper from cornstalks so that the process is commercially practicable. Some of the corre- spondence of the department of agri- culture is being written upon corn- stalk paper, which is good enough for books, magazines and letter pur- poses. One mill, maintained by the government investigators at Port- land, Me., is manufacturing cornstalk paper by the hundred pound lots. One-third of the pulp from the stalks can be utilized for making high grade papers; the remaining two-thirds makes a sort of parch- ment that will not take the ink. By combining the two in equal portions a fair quality of paper is made. This leaves about one-thrd of the pulp The utilization of this waste and the perfection of ma- chinery that will make possible the manufacture of cheaper grades to compete with wood pulp paper are the problems pon which the experts are now at work. It has been demonstrated that a small commercial cornstalk paper mill can get sufficient stalks within a radius of eight or ten miles to keep it busy through the entire year. A way to keep the stalks sweet through the year has been discovered. They shredded and then dried. The first process, however, is to extract the juice. This is one of the richest of stock foods. and even if the farm- er doesn’t get money for his stalks, it will more than pay him to haul them to the mill and receive the juice in return. However, if the farmer can realize only half a cent a pound on his stalks his grain is likely to become a by-product. The use of cornstalks for making paper of all grades will aid greatly in preserving our forests. Every year we use $35,000,000 worth of raw material in the manufacture of wood pulp papers. Cornstalks are now used for packing coffer dams, in the mantfacture of for making varnish, for packing ma- terial and for various prepared fod- ders and stock foods. The uses of the grain are too numercus to men- tion. There really isn’t any use trying to escape the phrase “King Corn.” eee _ are any smokeless powder, Making Farmers From City Resi- dents. The work of making farmers out of city men in the cities is proceed- ing apace in this country. Many of the larger places have garden asso- which vacant tracts and divide the land into small par- cultivated by the proper people. Several innovations on this plan have been started re- cently. New York’s board of educa- tion has formally added the study of farming to the public school cur- riculum, and a generous appropria- tion has been made to secure little farms for practical demonstration. A special effort will be made to teach ciations secure cels which are giving Prince MICHIGAN the rudiments of farming to the chil- dren of the east side and other con- gested districts. Kansas City has just completed the first year of its experience with a municipal farm established in con- nection with the workhouse. The results have exceeded exipectations, both in decreasing the cost of keep- ing the prisoners, and also in aiding in the work of reforming them. The prisoners take so great an interest in the farm work that fewer guards are required, and efforts to escape are infrequent. The cost of keeping a prisoner has been reduced from $220 a year to $100, and the prisoners live better, are more healthful, and more contented. Columbus, O.. in- spired by the success of the Mis- souri city’s experiment, may follow suit. Another novelty in the work of spreading the gospel of farming has been inaugurated in Washington, in connection with the agricultural ex- tension work of the state college. A demostration boat is touring Puget Sound, reaching all the towns and cities on the coast and as far up the rivers as they are navigable. The boat is equipped for a great variety of farming demonstrations, including paraphernalia for teaching various lines of horticulture, fruit farming, dairy farming, etc. Experienced in- structors accompany the boat and give lectures in the various places. —_—_>-+2s——_ Single Tax vs. Land Speculator. The young city of Prince Rupert on the Pacific coast of Canada is to use the single tax system to fight the land speculator. The city council recently deided to inaugurate Henry George’s system as the basis upon whih the new city’s revenues will be raised, and Prince Rupert probably will be the first community in the world to start upon its civic career under such a plan. Vancouver, the rapidly growing city of British Col- umbia, south of Prince Rupert, adopted the tax method a year ago, with splendid results, the single building activity for six months totaling $6,000,000 in spite of the doleful prophecies of the opponents of the system. ‘Winnipeg. another city of Western Canada, has started to follow Vancouver’s example. Prince Rupert is able to start in such a manner because of the un- usual conditions stfrrounding its bith The site was selected by the Grand Trunk Pacific as its western coast terminus when it was decided to build that road to the ocean. Everything that could be thought of to make a first class city was done by the railroad before settlers had time to get to the place. The city was carefully laid out, adequate thoroughfares provided, locations for public ‘buildings, schoolhouses, etc., set aside. When people began to come to the young city, however, they came with a rush, and the evils of too much and too exaggerated land spec- ulation were immediately foreseen. It is to prevent these evils from Rupert a mushroom growth that the city fathers have decided upon the single tax system. TRADESMAN | New Ruling by Inter-state Commerce Commission. Grand Rapids, Sept. 13—Those of your readers who ship material over railroads—and lots of them do to a greater or less extent—will be iad to know that the old Inter-state | Commerce Commission ruling, which was to the effect that it mattered not what the station agent or general freight agent told shippers the rate to any particular article was to 4 given point, in case printed tariff in effect at the time of the shipment was more, the shipper had no redress and was stuck for the higher rate. Now, under ruling of the Inter-state Commerce Commission the shipper can protect himself if he gets the rate in writing from the station agent or the general freight agent. Verbal quotations will not stand, but if quotation is in writing, then in case the freight charged is higher the shipper can collect the difference between the written rate and the rate charged. Another ruling will be of interest: The railroads keep building larger cars and, as they build larger cars, they keep increasing the minimum, usually several thousand pounds more than can be loaded on of cer- tain commodities, with the result that many comodities have to pay several thousand pounds more than they can get on the car and heretofore have had no redress. The Inter-state Commerce mission is now ruling: “Where traffic not be loaded into cars of the prescribed minimum, this minimum is unreasonable and shippers are enti- tled to reparation for the difference.” The shipper will have the right to demand a car of sufficient size to car- ry a minimum load. Then if the prod- uct to be loaded is dry or bulky, so that when the car is loaded full it will not weigh minimum, shipper has a claim against the railroad company, which will be good news to shippers of celar shingles and poles, as well as some other commodities. Com- can Michigan Shipper. WELANGHANN S KK RAK = earn Mail orders to W.P. McLAUGHLIN & CO, Chicago | 13 Our Slogan, “Quality Tells” Grand Rapids Broom Company Grand Rapids, Michigan G. J. Johnson Cigar Co. s.c. W. E! Portana Evening Press Exemplar These Be Our Leaders A. T. Pearson Produce Co. 14-16 Ottawa St., Grand Repids, Mich. The place to market your Poultry, Butter, Eggs, Veal For Dealers in HIDES AND PELTS Look to Crohon & Roden Co., Ltd., Tanners 37 S. Market St., Grand Papids, Mich. Ship us your Hides to be made into Robes Prices Satisfactory Feed Specialties We are the largest dealers in chicken, pigeon and al] other feeds. Get our prices. WATSON & FROST CO. Grand Rapids, Mich. GUIET UNKISSS THE NEW FLAVOR MAPLEINE Better The Crescent Mfg. Co., Seattle, Wash. i Order from your jobber or The Louis Hilfer Co., Chicago, Ill. —— C.D. CRITTENDEN CO. 41-43 S. Market St. Grand Rapids, Mich. Wholesalers of Butter, Eggs, Fruits and Specialties SEEDS If in the market to buy or sell write us ALFRED J. BROWN SEED CO., GRAND RAPIDS. MICH OTTAWA AND LOUIS STREETS CLOVER TIMOTHY ALSYKE 14 MICHIGAN TRADESMAN September 14, 1910 HONORING THE FATHER. Daughters of C. C. Comstock Perpet- uate His Memory. Grand Rapids is to have another park, and it is to be a gift to the city. Mrs. Huntley Russell and Mrs. Lucius Boltwood, daughters of the late Charles C. Comstock, have indi- their intention to give forty river front property to the city, and the only condition attached will be that it be always used for park The land lies between the cated acres Of purposes. Canal street gravel road and the river, just south of the Soldiers’ Home. It is level, unadorned wich trees and in times of high water sub- ject to inundation, but what be disadvantages if the property were to be used for building purposes may easily be converted into merits in making it over for a park. Lagoons will add to the scenic effect and the excavation for these will furnish tne filling to put the property as a wiiole Then there should be a bathing place, and chan- nels to the river for row boats anu would above high water mark. canoes, and these will provid2 mor material for the filling. The so'l bere is tich muck and alluvial to a depth of several feet, and trees ard shrubs once planted will The park can easily be made a bea.- ty spot, one in which the city will take pride, and it is advaniageously situated to be very useful in the years when the North End_ be- thickly settled district, as it is certain to be some time. grow lixeriantly. 1 conic comes a This park will be a memorial by his daughters to their father and a more worthy memorial could not be imag- ined. In Charles C. Com- stock was a friend to Grand Rapids and to the people of his home city. He was a large employer of labor. and he was good to those who worked for him. his day good In a quiet way his many, but his greatest and best deed was in giving benefactions were men opportunity to earn and do for themselves. He encouraged indus- try, thrift and good citizenship and left lasting impress of lives. upon thousands In his lifetime the need of more park area and play places for the city was not generally recogniz- ed or no doubt long ago the North End would have had its grounds selected from the of the Comstock acres. it was Mr. other who pleasure choicest But as it was Comstock more than any created North Park and made of it a resort for the people. He gave to the West Michigan State Fair Association too acres of river front for fair ground purposes and inserted a provision in the deed that if ever the land ceased to be usel for fair purposes the title should re- vert to the city of Grand Rapids, the land to be used as a park. It was this provision in the deed which sav- ed the property from being grabbed by speculators under mortgage fore- closure of the bonds given by the old West Michigan Association. And now comes Mr. Comstock’s daughters with their fine gift of forty acres of river front. This last gift will be a splendid addition to the city’s park area. It should be made a_ worthy tribute to one of this city’s greatest benefactors by adorning it and mak- ing it not only beautiful but useful. This city has been very fortunate in the matter of receiving gifts of Grand Rap- ids has a total of about 260 acres, yarks and play grounds. I play § and all but acres are donations. The first gift was the original forty acres of John Ball Park along the West Side hills. This has since been increased to about 140 acres by purchase. This original gift, it may be interesting to recall, came near going by default. John Ball’s will provided that the bequest be ac- cepted within a year. So doubtful ninety-nine | waters Field in the North End, the gift of Mr. and Mrs. Dudley E. Wa- ters as a memorial to their daughter, and the Julius Houseman Field, the gift of Mrs. D. M. Amberg as a me- The two last are not properly parks, but they are dedicated to the use of the young people as playgrounds and for ath- ietics and will serve a splendid pur- pose. To the list of gifts may be added the North Ottawa street hill. side, which will be improved next year and which will have been made possible by the gifts of Mrs. Rebecca Richmond and Thos. M. Peck. The gift of fifteen acres of river front on lthe West Side by the late John Wid- morial to her father. The Late Hon. Charles C. Comstock, whose daughters have perpetuated his memory by the gift of park grounds to Grand Rapids. were the aldermen of thirty years ago of the value of this property that not until almost the very last week of the year was the gift accepted and then only on the urgent demands of A. E. Yerex and J. M. Turner, then members of the Council. What the aldermen were doubtful about accept- ing as a gift no money would buy from the city to-day. After the gift of John Ball Park similar gifts were slow in coming until very recent In the last half dozen years the city has received Antoine Cam- pau Park on South Division street, the gift of Martin A. Ryerson as a memorial to his grandfather, the Coit Park in the Black Hills dis- trict, the gift of the Coit estate, the Playgrounds on Burton avenue, the gift of the Garfield family, the Mary years. should not be _ forgotten. With plans of his own for its devel- opment Mr. Widdicomb did not press his gift upon the city, and his sudden Ceath came before its formal accept- ance. The city dallied and delayed a long time before accepting, but final- ly consented, but nothing has been done for the improvement of the property and there are possibilities that the city could not claim it at this late day. dicomb These park gifts, nine of them in- cluding the Comstock memorial, are to-day among the city’s best and most appreciated assets. They add to the value of all the property in the city. They help immensely to make Grand Rapids a beautiful city, a city worth living in, More parks are needed. The valleys of Coldbrook and Carrier creeks in the North End, almost valueless for building purpos- es, would make splendid parks. The land could no doubt be purchased at a low figure. To buy and give would be a fine art of philanthropy for somebody who has the means and the disposition. What is true of these two valleys is equally true of the valleys of Silver and Plaster creeks in the South End. These lands are o1 little value now, and are held mostly in large pieces which should make them easy to acquire. If the park and playground bonding proposition to be submitted in November goes through the city may purchase some of these lands for future use, but how nice it would be if private parties would buy and give. Some day the city will receive a splendid gift from a little group of public spirited citizens, foremost among whom are Lester J. Rindge and Wm. H. Anderson. years ago an association was formed to acquire a strip of East Side river front from the Paster Mills to GranJ- ville, a distance of about seven This Association secured title to all the frontage from the Lake Shore crossing to Grandville mostly by donation, but obstacles have aris- en to the completion of the under- taking, One of these was a right of way across the Pere Marquette prop- erty. This has been almost overcome several times, but the various shake- ups in the Pere Marsuette manage- ment have come just before the con- summation of any deal. The glue factory also stands in the way and likewise the Godfrey holdings, but it is likely these can be dealt with with- out much difficulty when the rail- road comes to terms. When all the wrinkles in this undertaking are straightened out the strip of lanJ will be turned over as a gift to the city, and it will be a splendid boule- vard 200 or more feet in width, lined with beautiful trees, with the river flowing on one side and with fruitful farm lands on the other. The boule- vard with no other improvement than the leveling up of the roadway will be so many miles of natural park, with wild flowers of all kinds, many varieties of trees in the surroundings of nature and beautiful scenery. This gift will include several acres of land upon which are located the Indiar. mounds, the most interesting relics of aboriginal days in this vicinity. miles. Grand Rapids has been overlook- ing one important park opportunity, and it is an opportunity that will cost nothing to realize and nothing to maintain. The State bass hatchery is located at Mill Creek, just north of town beyond Comstock Park. The hatchery at present comprises nine acres of ponds. There are half a dozen or more of these ponds, each |separated from the others by sfrips of land eight or ten feet wide. These strips of land are sodded an1i are kept as green and well trimmed as any park. The banks on either side of the ponds have been landscaped with trees, shrubs and flowers. The water supply for the hatchery is springs farther up the stream, and the source Six or eight’ See TRIN ES September 14, 1910 MICHIGAN TRADESMAN 15 is so much higher that in the ponds the water boils out of four inch pipes like bubbling fountains. Above the hatchery is the valley of the creek, abounding with flowers, ferns, shrubs and ‘trees. The hatchery, as it has been kept up by Superintendent Dwight Lydell, is as pretty as any park and the fish give it an interest all its own. It would not be difficult to make this hatchery not in fact but for all practical purposes a part of the city park system. The place is not very accessible now nor can it be seen to advantage from the Mill Creek road, but the purchase of two or three acres of cheap swamp would give the State title and make it possi- ble to extend the ponds to the road, and then such an entrance could be built as might be desired. The pres- ent building on the property was originally a barn and it has become old and dilapidated and unsightly. It is not large enough nor is it suitably arranged. A new building is needed specially designed for the purpose to which it is to be put and _ large enough for future needs. One of the future needs should be an aquarium of Michigan fish. Once installed this aquarium would not add to the ex- pense of maintaining the hatchery. The supply of pure spring water is ample. The present attendants could look after it. The display would be a good advertisement for Michigan. It would be an interesting and in- structive place to visit for city peo- ple. During the summer months hundreds go to the hatchery; with an aquarium there would be thousands of them. The enlargement of the hatchery area, the erection of a new building and the establishment of an aquarium would not be difficult, it is believed, if the city would urge it upon the next Legislature, the Board of Trade push it along and the Mu- nicipal Affairs Committee work for it. Superintendent Lydell and the Fish Commission would be in hearty sym- pathy with the movement and would no doubt with popular sentiment in bringing it about. —__e22o___ co-operate Among the customers in the drug store conducted by Peck Bros. one day last week was a little girl, who is known to her playmates in that vicin- ity as “Peggy.” As she stood waiting her turn it could be noticed that she was repeating something under her breath, ‘in her. efforts to remember what her mother had sent her to buy. When she stepped up to the coun- ter to be asked what she desired, she replied in a quick, sharp voice. “Mother wants 5 cents’ worth of glory divine.” ‘Of what?” said the young clerk, who was standing there as if stunned by a hard blow of a base ball bat. “Glory divine, glory divine,’ came the reply in a louder voice than when she had made the original request. “You had better go home and have your mother write it down on pa- per, little girl,” said the clerk, feeling that the girl was too sure to argue with him. Soon she returned, and handing the note to the clerk, he read: “Five cents’ worth of chloride of lime.” fain Cross, Five Cents’ Worth of Glory Divine. | with me. Good Health a Business Asset. The value of health as a business asset is rarely realized until it is John Rockefeller is to have offered one million dollars to the doctor who would cure the dyspepsia which made life a burden to him, and Charles Broadway, 4 New York merchant, is said to have cffered a like sum _ to regain his sight. Eminent grow wealthy in ministering to men in the effort to cure preventable diseases, caused by the folly and neg- lect of the patient. Many of these wealthy patients do not vex them- selves about the amount of money lost. reported specialists business paid out in their effort to recuperate | wasted resources, but they do worry incessantly over the cessation of ac- tivity and the loss which daily ac- crues to their business by their ab- sence from it. Men who take every care of the minutest details of a large enterprise, exacting the utmost system in filing letters. keeping a card index of everything pertaining there- to, giving hours of valuable time to the formulation of attractive circular letters, and a catching line of fol- literature, have their clerks punch a time clock and do everything by “system” except taking care of their own health. They presume up- on a fine constitution and ignore the demands for rest and recuperation until it is too late. A nervous break- down comes, and it is the business of their physician to straighten them ont for another campaign of hus- tling. Nerves are peculiar parts of the human system, and when a man who has heretofore been ignorant of their possession painfully conscious of them he is apt to scoff and ridicule the idea of such a thing. “Nerves are for women,” he will say. “There is really nothing the -matter with me. only that. I tire easily and my partner Says that we can not keep any of the clerks “uP do not He says I am irri- over-particular. He even hesitate to tell me that I and that there is no living Fix me up a bit, Doctor. I can’t leave my business.” The million dellars of the merchant could not buy sight, nor could the million Jol- lars of the Standard Oil magnate re- health while he continued to ignore the demands of his mind and body for rest. President Roose- velt was renowned for his devotion to outdoor sports, the “Tennis Cabin- et” becoming a matter of history. President Taft is devoted to golf and Secretary Knox sought health at Muldoon’s farm. Public men are be- ginning to realize that a judicious ad- mixture of work and play is a profit- able combination; but the man im- mersed in money-getting, at the head of a big business, is loath to take a day off. lest the wheels of his ma- chinery stop altogether. The truth cf the matter is that most men are sportsmen at heart, and delight in playing the game of business. They like the sense of power it gives to be at the head of a great concern. They enjoy being looked up to and sought after for the various activi- ties which engage men of large means. They like the advertising low-up becomes mend my table and does not ways. store his which comes from being a director in this bank, or on the board of that charity; they like to have the gowns of their wives described in the col- They know that their credit is increased by living in a umns of the society journal. fashionable suburb, with a retinue of servants, and com- ing into town in a high-class motor car. One woman who had long en- joyed a modest home in a convenient lapartment, where the servant prob- llem was reduced to the lowest terms, at last yielded to her husband’s plea and moved into a handsome house. She had taken great pleasure in en- tertaining a few friends in a modest way, but in the new home she must help advertise her husband’s business by inviting large parties of persons whom she did not especially care for, and must devote herself to the verge of nervous prostration in ob- taining and managing a number of servants; to spending hours in con- lsultation with a fashionable modiste and selecting superfluous garments at the largest establishments, to do justice to the reputed wealth of her husband. A large entertainment was given when both knew that the hus- band’s business was on the brink of failure, but his credit was re-estab- lished by the bluff, and the game went merrily on until a sanitarium claimed its victim, and the wife made her husband’s health an -xcuse for the retirement which her own quiet tastes craved. System is a grand thing, but men should applv_ the scheme to their own health, as weil as to business. They should learn to select subordinates with care and then to leave matters put into their hands strictly to them, paying large enough salaries to insure service. Health once lost is indeed hard to be regained, and measured in terms of commerce it is worth untold dol- lars to any man to possess 4 sound constitution, strong physique and dis- ciplined nerves.—Furniture Journal. —_——--2 ae Paying Too Much for Wrapping. The zrocers in some localities are beginning to wake up and make a kick in regard to the prices they are paying for the paper and burlap used by the packers in wrapping bacon 1 May be their consciences are smiting them for selling so much of it at meat prices and they want to make the packers come across SO they can hush up this smiting—and not be losing in the transaction. We meat and hams. used to figure that canvassed sold enough cheaper than the uncanvassed to make up for the wrap- ping and the customer paid no more proportionately than the dealer. But if should be it does seem as if there | la discount for wrapping, especially when there is such a big difference in the cost of wrapping and the meat. | | Scale dealers, you know, argue that | i |'f you weigh accurately you sell your |wrapping paper at the same price you }de the eonds wrapped, which is con- lcidered perfectly legitimate; but it seems that the packers are stacking ‘t on a little too deep. Net weight ‘s the most equitable. Then you pay what you get, and ought to al- wavs get what you pay for.—Dallas | Fo | Retail Merchant. Ce ee «po eeenaeeneaat ent EN F. O. B. Factory FLOWER POTS RED BURNED Strictly High Grade Carefully Packed in Any Quantity No Package Charge Roseville, - : The Ransbottom Bros. Pottery Co. Ohio 16 MICHIGAN T September 14, 1910 RADESMAN OUR GREATEST ENEMY. —— selves. Written for the Tradesman. lhim. What is the retail merchant's | We are all greatest enemy? Is it his competitor |thought that comes to our minds. across the street? Is it the retail mail|) Fyery time we meet another person order houses or is he his own great- jwe are influenced by him to some de- est enemy? Suppose you and I study |gree and every time we hear of what this question. In my opinion every |our competitors are doing we are one is his own greatest enemy. We | made to move either one way or an- are poisoned by the chemicals that|other. Remember, all this is done by pierce our brain. We have violated |and through the power of thought. laws. We have refused to reason|Qur money, our friends, our environ- with our better judgment and are|ment has nothing whatever to do standing in the midst of ruin. | with it. Thousands of retail merchants fail| Concentration of thought is essen- to realize the danger they are inltial. We can not concentrate our when they violate a law or principle | minds on anything if we fail to learn which they have laid down to work | self-mastery. by. The art of applying our active} Ve all love the dawn, the new day, powers in our daily work is the S€-|the unfolding world. We gladly em- cret of human success. The differ-|hrace the positive principles and we { ence between you and your compet!-|aspire to go forward and upward, but tor across the street or the large! we have not learned as yet that acts It is our duty as well Every retail mail order houses is not iN lteoet ideas. dollars and cents. It is in the art Ol iee ae pleasure to succeed. wisdom. merchant owes it to the world to be- No man ought to call himself @)come a successful and useful citizen. merchant or try to be one if he has|We all can make a success of life. not learned to control himself. Fight- 'There is much valuable space yet un- ing against other business men and | covered. trying to win the trade from the| The most admirable men on earth public before one has learend to CON-|are those who have found their na- trol the common enemy—self—is 45 |tive talents and original genius and foolish as trying to succeed in tne) oa who have seen opportunities lwhere. and who have always been We are all in too much of a hurry. Such men are, in- We snatch at this and that before jdeed, a pleasure, a benefit and an a. business world without money. ready for action. we really have a right to own the ob- | spiration. ject wanted. We think and read and we wonder Our faculties do not quite deliver |azt new ideas and say to ourselves the goods. Perpetual disappointment | that these beautiful thoughts are all seems to lie around our door. Still we right for the other fellow, but as fo: wonder why we do not succeed and | ourselves they are impossible. Right assume that it is our competitors whoj|here is where we fall. Powerful are holding us down. thoughts come again and again and We ought to be equal in thought ‘tell us that there is no limit to man’s and action. We are relieved and | development. happy in our work when we answer | We must believe that our work lies Too many met-|here and NOW, and that it is poss - the call to action. watch “thelble for us to fit ourselves for the do- 1 chants sit around and other fellow” do the work. ling of it. Unless we have these con- with lvictions firmly planted in our minds young |tnless we make them our daily com- fe 1 This world is overflowing extraordinary thousands ot men who have a promising life be-|panions—our cloud by day and pil- lar of fire by night—we will not be able to overcome the gloomy spirit ol stalks abroad in fore them, but the principle of per-| formance in actual life looks el much like work to suit them and, [failure that for this reason, there is failure on all |land. sides. The young men who will have to not getting the right training. mental atmosphere. Let us talk seems as though the young men are jand read about strong men and following the ideas of their fathers |ccme inspired with their in that they think they can gain suc- thoughts of achievements. cess in the business world without A man’s business corresponds self-discipline We have faculties silently his understanding. WW siting | velop his mind that he will stand |quired by reading books or jour- united with himself, it matters not |nals. It Is the Inability To Master Our-| what happens or how large and pow- servation. If we lerful the opposing influences around |anything worth knowing we must he |of the dealer who uses them. In the influenced by every |thinker. the |haps, every man sefves Some One. No|boat’s bottom. Let you and IT move out of the en- vironments of the weak, lazy and take the places of the older ones are faint hearted and stop breathing their Tt | to|serves not only himself and family |pulls will not budge that load, while be-|but his fellow men. nigher ta) bet this wonderful quality, loyalty, What a man be- lieves or disbelieves concerning hts Honest Advertising. Misleading, false statements in ad- It comes by activity and ob- disadvantage wish to know|vertising react to the an actor as well as a reader and |long run people will not believe what Undeveloped minds are he says. It is all very well to Say: those that have not acted out all of |“Let him do it; who cares if he the good things their thoughts have |does ruin his business?” But false ad-" told them. vertising has a tendency to shake the We are our own greatest enemy public confidence in all advertising. and are, indeed, a very ignorant race It is to the interest of every ad- of people if we are going to allow vertiser and publisher to point out ourselves to go through life without the folly of untruthful advertising. at least some knowledge concerning No one should be allowed to poison the power of intelligence in and the public mind with the thought that sround We there is no honesty in advertising and Remember, if things do mot tura in business, and that business is but ane as one fiking and you feel as a world of deceit and dishonesty. if some one were standing in your Show your competitor how to adver- path, you can at any time attract the tise honestly and successfully. It is power necessary to remove them. Better for Dor oF Avia : The honest advertiser will always command the respect of the commu- nity and receive a larger recognition in the public mind than the one who Think, reason, reflect, taste, weigh, |tries to fool the people by misleading measure, do, then dare any influence |in advertisements will eventually tc stand in your way and you will|bring ruin to the dealer who uses attract thoughts that will help you|them.—Seattle Trade Register. to kill your greatest enemy. ae Edward Miller, Jr. Just an Every-Day Case. —— ee A Boston merchant who had been True Meaning of -Loyalty. doing some thinking and whose Did you ever stop to think for a|}hooks showed a profit where there moment of the meaning of the word! was none on hand, decided to in- loyalty? terview his clerk about it, and call- A contemporaneous writer has saidling him into the office he said: that. if all the noblest attribbutes of} “John Henry, you have taken $600 man are gathered into a superheated |of my money since January.” crucible, if honor, integrity, reliabili-| “That is a was the reply. “I ty, courage, kindness, steadfastness, |took it to speculate in cotton and devotion—all the qualities that make |jost every cent.” for manliness, are reduced to a single| “] must send you to State pris- essential, there will remain in its |on1" : fullest, finest and most beautiful “Oh no! form, loyalty. Labor and suffering are the price of. knowledge and no other tender will purchase it. ’ 2 After taking the $600 and losing it I gobbled on to $800 The loyal citizen aims to serve his|and this time, speculating in wheat, country. To serve his country he|] made so much that I can pay you must serve his State; to serve his|phack the $1,400 and have enough State he must serve his city: to serve |jeft to buy a race horse. But for his city he must serve his fellow men.|my honesty youd be way behind Tt must, then, be the ae of the|the game. Why don’t you go visit- loyal citizen to serve his fellows. Heling and leave me full swing?” must make service his motive power, i to the end of mutual profit, mutual Advertising That Pulls Business. benefit. Hearty service to a cause is If there.is one thing on earth that loyalty. Get that fact fixed firmly in|a quitter should leave severely alone, mind. it is advertising. To make a success Service is the expression of love in|lof advertising one must be prepared its noblest form. Unconsciously, per-|to stick to it like a barnacle on a Advertising does not man works for himself alone. A man |jerk; it pulls. It begins very. gently works to maintain himself and his|at first, but the pull is steady. It is family. likened to a team pulling a heavy The man who is loyal to his work|load. A thousand spasmodi¢, jerky —_+_2 + 2>—___ What greater|one-half the power in steady effort incentive to do great deeds could any jwill start it and keep it moving. man have? John Wanamaker. ———__+2e > Be a Big Man. Number of height inches does not count. Number of flesh pounds does permeate your entire make-up, the entire make-up of your institution, for our ability to conquer the Pe is largely determined by his that make big things move We have talents that can and will |behind him. Too many of us are ignorant of o1 We do not wish to ad build an organization in and around | us that no other force can move, but jown faults. make they will never Common sense, mixed with a little |how little we do know. i hard work each and every day, will| We must seek the truth for its enable us to recognize good from evil) own sake and gladly accept it from | | with a clear sense of understanding. |any source, never thinking we have } Every retail merchant can so de-'found it all. Wisdom can not be a awl look at a sunset. knowledge or ignorance of the power themselves |mit that we are undeveloped in many known to you nor I if we do not try | ways. We would not have it said to learn the importance of self-mas-|that our minds do not carry the right tery. \line of intelligence. Yet we all know and obstacles that seem mountain- ous will dwindle and disappear. Success. from whatever point you view :*, is indirectly attributable to such i salty. Bu vyal to yourself; be loyal to your house; be loyal to your clien- ‘tele; and success in no little measure W. H. Tennyson. pot count. But, forgetting slurs and knocks and nagging counts. Taking no notice of the small, mean, appar- ently aggravating things counts. These are the characteristics of big men. You can begin to be a big man to-day. Size yourself up and see if these little measly, petty nothings are not hindering your success. W. E. Sweeney. r must be yours. —____—_———_—— Few men are apt to boast of their poverty—except in the past tense. —_—-_2».2s a _——_ Men who are at war with iniquities Some people who rave over art)may well be willing to be at peace with opinions. ae ape LEMAIRE, AES i September 14, 1910 MICHIGAN TRADESMAN 17 Examples of What We Call Masterly Advertising We have lately mailed to 200,000 grocers a pamphlet entitled, rt § : : 39 Some Quaker Business Stories. We mailed it to show the remarkable advertisements to be used in the coming Quaker Oats campaign. To mansions and hovels, to boulevards and alleys, to prisons and-colleges, to senates and poorhouses we sent out 130 men to get material for that amazing series of ads. And to carry those ads, month after month, into every home, we have contracted for space in publications with a combined circulation of 22,515,000 copies per issue. Our advertising experience covers more than twenty years. Our success has been such that Quaker Oats outsells all rival brands combined. It sales, in dollars, far exceed those of any other pack- age food. | We consider ourselves good judges of advertising—good proph- ets of what it will do. The present campaign, in our estimation, will give Quaker Oats the greatest boost in its history. Not a grocer, we think, who examined that pamphlet, will in any way fail to agree with us. During the next eight months these Quaker Oats ads are going into the homes of 75,000,000 people. Nearly every customer of every grocer will read them again and again. Any grocer who will do his share—who will make proper dis- plays and carry proper supplies—can this year easily double his profits on the biggest package-food line that he handles. THE QUAKER OATS COMPANY, CHICAGO 18 MICHIGAN TRADESMAN September 14, 1910 IDIOTS AND DEAD MEN. Only Two Kinds of People Abso- lutely Consistent. “A foolish consistency,” says Emer- son, “is the hobgoblin of statesmen and philosophers and divines.”’ If you are inconsistent, cheer up! tlere are may be of some comfort to you: a few historical facts thai Socrates, the wisest man of Greece, who taught the immortality ot the soul and the doctrine of the Supreme Being, requested his friends, when he was about to die, to sacrifice a cock tc Aesculapius. Dr. Samuel Johnson, the English literature, never enter a room with his left foot great mogul of would foremost. The intrepid Marshal Saxe was con- vulsed with terror at the sight of a cat. Queen Elizabeth issued proclama- tions against excessive apparel, and ali the while had three thousand changes of dress in her wardrobe. Peter the Great was afraid to cross a bridge; he could never get over his terror of it. The philosopher Seneca wrote elo- quently upon the blessings of pover- ty. He wrote his remarks upon a table of solid gold, and at the same time was collecting interest on loans aggregating several millions. The great Caesar Augustus, whose name shook the world, himself trem- bled with fright at the sound of thun- der. The wise and good Sir IJiiumas More declares in his Utopia that no man should be molested on account of his religion, while in real life he racked and burned men for heresy. Dean Swift is considered one of the world’s brightest wits; he died, to use his own language, “in a rage, like a poisoned rat in a hole.” Hazlitt said that Mary Lamb, sis- ter of Charles Lamb, was the wisest and most rational woman he had ever known. She afterward cut her moth- er’s throat at the dinner table. Marcus Aurelius, the wisest ofthe Romans, and one of the loftiest of moralists, had a wife, Faustina, who was the impurest, and a son, Com- modus, who was the most depraved of mortals. It is also curious that the good Marcus persecuted the Christians, while the wretched Com- modus spared them. Bacon, who occupies a place as the prince of intellects, rejected the Copernican system utterly and treat- ed with arrogance and contempt Gil- bert’s discoveries about the magnet. Pythagoras, called “the first philos- opher,” who converted the inhabi- tants of a great city from habits of debauchery and luxury to virtue and sobriety, and who has a reputation of being one of earth’s wisest men, strictly enjoined upon his disciples that they should not eat beans and so greatly did he hate beans that he chose rather to be killed by his pur- suers than to make his_ escape through a bean field. Luther, the protestant reformer, Baxter, the pious Puritan, and John Wesley, the religious leader of the eighteenth century, all believed in witchcraft. Scott, who wrote so charmingly of “fair Melrose,’ never saw it “by moonlight.” Tom Moore, whose descriptions of the Orient in “Lalla Rookh” are so truthful that they are actually sung by the natives in the streets of Is- pahan, never visited the country he describes. Neither did Schiller see Lake Lucerne before writing his William Tell. Nor had Coleridge been near the Vale of Chamonix and Mont Blane when he penned his mar- velous descriptions of the region. Moliere, most famous of witty Frenchmen, writer of comedies, was a man of most- serious and melan- choly temperament. The author of the Marseillaise first heard that his composition was fam- ous when he was fleeing from France 1s an exile; afterwards he wrote an anthem for the Bourbons, when they returned to power, that is as rabidly nti-republican as one could imagine. “The Old Oaken Bucket,” most famous of temperance songs, was man named Wood- journeyman printer, who composed the immortal cold water ode while under the influence of brandy. The Jews, the most persecuted of races. driven out of Spain and Portu- cal and taking refuge in Amsterdam, in turn persecuted the gentle Spinoza. Robert Morris, who, by his per- sonal pledges saved the young Unit- ed States Government from financial ruin, who refused the offer of the vost of Secretary of the Treasury, suggesting Alexander Hamilton for the place, lost all his fortune in his oid age and was locked up in a Phil- adelphia prison for debt. Montaige, the essayist, who refer- red to cruelty as the extreme of all vices, was a bigoted persecutor and always spoke with the highest re- spect and reverence of those who carried out the massacre of St. Bar- tholomew. John Howard, the philanthropist and prison reformer, introduced the system of solitary confinement and recommended its use for bad boys; “tor which,” said Charles Lamb, “I could spit on his statue.” Much of Burns’ great fame rests upon “Auld Lang Syne,” which he did not write. No one knows who composed it; Burns’ share amounts only to a few emendations. Joe Miller, whose jokes are current wherever the English language is spoken, was exceedingly taciturn and gloomy. He “was in the habit of spending his afternoons at the Black Jack, a well known public house in London, much frequented by trades- men, who, from Joe’s imperturbable cravity, whenever any funny saying was recounted, ironically ascribed it to him. After his death, having left his family unprovided for advantage was taken of this badinage. A Mr. Motley, a well known dramatist of that day, was employed to collect all the stray jests then current in the town. Joe Miller’s name was affixed to them, and from that day to this the man who never uttered a Jest has been the reputed author of every jest.” So do not worry about being in- consistent. If you are alive and grow- written by a worth, a ing you will not think what you think to-day. to-morrow There are only two kinds of people who are absolutely consistent—idiots and dead men. Frank Crane. TRACE and Quickly. YOUR DELAYED FREIGHT Easily We can tell you ow BARLOW BROS., Grand Rapids, Mich 139-141 Mors Both Phorss GRAND RAPIDS NICH Sales Books SPECIAL OFFER FOR $4.00 We will send you complete, with Original Bill and Du- licate Copy, Printed, Perforated and Numbered, 5,000 riginal Bills, 5,000 Duplicate Copies, 150 Sheets of Carbon Paper, 2 Patent Leather Covers. We do this to have you give them atrial. We know if once you use our duplicate system, you will always use it, as it pays for itselfin forgotten charges. For descriptive circular, samples and special prices on large quantities, address The Oeder-Thomsen Co., 1942 Webster Ave., Chicago. who Ginger Ale We may not know you, but we know you and your customers need ‘‘Wayno.”’ Let’s get acquainted. Both the goods and our method of packing are sure to appeal to you. Wayno Mf’g Co. Fort Wayne, Ind. “MORGAN” Trade Mark. Registered. Sweet Juice Hard Cider Boiled Cider and Vinegar See Grocery Price Current John C. Morgan Co. Traverse City, Mich. it y] f 4 HONG DISTANCE SERVICE MICHIGAN STATE TELEPHONE CO. IF one of your customers should ask you some day why MINUTE GELATINE | (FLAVORED) is the best, you will want to know. Then bear these points in mind: It is absolutely pure. The flavors are TRUE FRUIT. The gelatine is the best to be had. When prepared for the table it is the clearest, firmest, and most NATURAL flavored gelatine on the market. If a customer is dissatisfied, we will refund the purchase price. You are absolutely safe in recommending it. Where do YOU come it? The 33 1-3 per cent oe to look good to you, especially when every package you sell makes a friend for you. Don’t sell it for less than 10c STRAIGHT. It’s not in the three for a quarter class. Let us send you a package to try at home. Write us to-day, give your job- ber’s name and we'll prove our claims. MINUTE TAPIOCA CO., 223 W. Main St., Orange, Mass. ( , ( SEALED BOXES! —Eee @ 2'> poxes-60in case. (120"2) 5! poxes- 241n case (120'25) BEST SUGAR FOR TEA AND COFFEE! __\ br | exchanges in its system. FIFTY QUARTE GROWTH INCREASES INVESTMENT But added telephones mean at once increased income. CITIZENS TELEPHONE COMPANY Has enjoyed a net growth of more than 200 telephones in its Grand Rapids Exchange during the past two months, anda great growth in others of its many exchanges and long distance lines, so that it now has MORE THAN 10,460 TELEPHONES In its Grand Rapids Exchange alone, and about 25,000 telephones in other It has already paid And its stock is a good investment. INVESTIGATE IT RLY DIVIDENDS aie | nie a ps ve coe EE pens or September 14, 1910 What Can We Expect From Slashing Prices? The general public is less to blame for some of the trials of retailing than is the method of doing business with which the public has become ac- quainted. For instance, we find a great many retailers who throw their hands up in the air when midsum- mer comes and declare that the pub- lic expects a great cut in prices and the only way to do business is to make that cut. They aver that it ‘has become a habit for the people to come to the store and ask for bar- gains that are expected to be spread out from the left-overs of the spring and early summer trade. They fur- ther contend that the summer _ bar- gain hunters so upset the general run of business that there is little use during a certain period in attempting to do regular business in a regular way, therefore they proceed to make junk shops of their stores and invite the very kind of trade they say they despise. ; Now, who is to blame for this state of affairs? Certainly, there must have been an original cause for this inclination on the part of the cus- tomers which leads them to expect something out of the ordinary at a particular season of the year. The very men who do the growling are nen who have been in the habit of opening up bargain sales every sum- mer with goods left from the earlier business of the year, and a persistent pursuit of this plan has educated the people of their locality to expect the thing—in fact, a great many of them wait for it. And who can blame such a public for doing such a thing? If these bargain sales have been good things in former years, from the viewpoint -of the retailer, why should they not continue to be good things even as the people round about do come in and expect something out of the ordinary? In fact, that some- thing out of the ordinary is expected is the thing that fetches them to the store. These sales made up of left- overs are to be bugaboos unless the man who manages the store is so inclined to make them. If there be a few people who systematically wait for bargain sales before purchasing anything, there are scores of others who come to get the first picks of fresh stuff. There are also’ people who make their first and profit-pay- ‘ng purchases and when the bargain time comes come again and load up cn almost. anything that is left for them. These people are good cus- tomers and they should be encour- aged. That may seem a range state- ment, but a little thought will show that after people become enthusiasts in a certain direction there is little stopping them. Why is it that certain great retail stores hold annual sales of a fixed character like the dollar shoe sale and the sixty cent sale? Do they consider it a drain upon their in- come? Would they continue it year after year unless it was a good thing? They have discovered that the certain class of trade which these fixed sales draws needs exciting and stimulating into action. They have discovered that* after the people who MICHIGAN TRADESMAN patronize these fixed sales have come and purchased there is a considerable time thereafter when those _ people come regularly to the store for goods. It may be that sometimes they get other bargains that afford no profit, but they also buy a great many goods with profits attached. These are conditions of retailing that did not prevail not so very long ago, but the retailer who makes a kick at the people who are inclined to wait until he slashes the prices on summer goods before they buy might bear in mind that if they ceased to put forward bargain sales the de- mand for bargains might also practi- cally cease. That business does not always operate at the pace and in the manner desired does not at all prove that the people with whom we do business are to blame because we are not pleased. After the public is train- ed to certain habits of buying the re- tailer should not kick, or at least should not blame his. public for ex- pecting something extraordinary.— Shoe and Leather Gazette. —_—_>-~—____ Brief Record of Career of Ezra T. Nelson. Written for the Tradesman. A tall, quiet, well-preserved gentle- man, often seen on the streets and in the hotel lobbies, who, in the years of the past was a prominent figure in the business life of Grand Rapids, is | Ezra T. Nelson. He was born in Mil- ford, Massachusetts, and attended schoo! in his youth in Framingham and Cambridgeport. He came West in 1844, spending a few months in Columbus, St. Louis and Chicago and then entered the employ of Henry R. Williams, a pioneer merchant of Grand Rapids. Several years !ater, in company with J. Mortimer Smith, Damon Hatch and E. B. Bostwick he visited the copper country of Lake Superior, but their explorations prov- ed unremunerative. Returning to Grand Rapids he again entered an! remained in trade until 1863, when he formed a partnership with C. C. Com- stock and engaged in the manufactu-e of furniture. He continued in this business until 1893, when he retired. Mr. Nelson served the people of Grand Rapids in various local offices and was one of the organizers of the Western Michigan Agricultural and Industrial Society, which gave two large fairs on the Hall street grounds in 1871 and 1872. He was a Director of the Society until its consolidation with the State Agricultural Society in 1873. Mr. Nelson, in his earlier years, was interested in every move- ment desicned to benefit the city oi Grand Respids and Western Michi- gan, and never failed to respon when funds or counsel were needed He was a merchant in +847 and #3 preba- bly the only survivor except one of the business men of Grand Rapids in that year. He has witnessed many changes in the methods employed in conducting trade and if he could be induced to put his recollections in ptint a very interesting volume would result. Arthur S. White. ———-o-ea The man who talks tears never wa- ters the desert. —_-+>—___ In the heavenly family kindness makes us kin. A Miracle of Genius. Yes, he is a miracle of genius, be- cause he is a miracle of labor; be- cause, instead of trusting to the re- sources of his own single mind, he has ransacked a thousand minds; be- cause he makes use of the accumu- lated wisdom of ages and takes as his point of departure the very last line and boundary to which science 19 a has advanced; because it has ever been the object of his life to assist every intellectual gift of Nature, how- ever munificent and however splen- did, with every resource. that art could suggest and every attention that diligence could bestow. Sydney Smith. No man grows in grace by grafting en the church. class trade. vantage and silently but effectively appeals to the Store that touch of digaity and refinement which is so essential if you would win and hold the higher A “‘Crackerjack’”’ Case is a crackerjack salesman. day. It is a case that every merchant can easily afford, because it is an investment, and a good invest- ment is never an expense. It is a case that will always look new—always wear well—always satisfy. Case glazed with two piece bevel plate glass top heavy double strength glass in front. Case is 42 inches high and 26 inches wide. Glass sliding doors in rear on ball-bearing roller sheaves and metal tracks. Two quarter-sawed oak finished shelves resting on nickel-plated brackets. Made in six, eight and ten foot lengths golden oak finish ready for shipment. WRITE FOR CATALOGUE T GRAND RAPIDS SHOW CASE CO. GRAND RAPIDS MICH. The Largest Manufacturers of Store Fixtures in the World Have You a “Crackerjack” Case In Your Store? This is the case that has captured the hearts of hundreds of merchants. It is sell- ing goods in. scores of successful establish- ments. A “Crackerjack”’ Case will give to your It shows the goods to the best possible ad- buying instinct of your customers every hour of the Churches modest seating of a chapel. Schools for the merits of our school furniture. materials used and moderate prices, w Lodge Halls quirements and how to meet them. The fact that we hav luxurious upholstered opera chairs. We Manufacture > Public Seating Exclusively We furnish churches of all denominations, designing and building to harmonize with the general scheme—from the most elaborate carved furniture for the cathedral to the and district schools throughout the country, speaks volumes We specia'ize Lodge Halland Assembly seating. Our long experience has given us a knowledge of re- Many styles in stock and built to order, including the more inexpensive portable chairs, veneer assembly chairs, and Write Dept. Y. American Seating Company architectural e furnisheda large majority of the city Excellence of design, construction and in, GRAND RAPIDS NEW YORK Se 215 Wabash Ave. CBs CHICAGO, ILL. BOSTON PHILADELPHIA Furniture inferiors elsewhere. fair treatment as though Klingman’s Sample Furniture Co. The Largest Exclusive Retailers of Where quality is first consideration and where you get the best for the price usually charged for the Don’t hesitate to write us. in America You will get just as you were here personally. Opposite Morton House Corner Ionia, Fountain and Division Sts. Grand Rapids, Mich. MICHIGAN TRADESMAN September 14, 1910 Typical Example of Attempting Too that Mary Jane was no longer the Much. ‘bright jolly companion and chum he Written for the Tradesman. ‘had found her in their earlier marrieJ As a girl Mary Jane Jones was ajyears. He could not conceive what bright, capable, energetic young crea- was the matter with her. She scru- ture, great to go into everything |pulously performed every duty; he with push and enthusiasm. She has could not complain of a missing but- carried the same traits into mature ton or a poorly cooked meal, but oft- life, and as a result has become load- en he sorely wished that his wife 1 down with a most appalling lot of ever could find time to talk and visit duties. and crack jokes with him as she used First and foremost she is the wife |to do, and that she would not look of John Smith, whom she married ajalways so tired and jaded and pre- Seen or thirteen years ago, and the occupied. mother of three lively and interesting The little Smiths, when their mam- little Smiths, the eldest of whom 15 ma took no interest in their sayings less than to. As she does her ow" /and doings and was irritable and work, most persons would say that sometimes even cross, did not ana- her family cares and household duties lyze the situation at all, but simply are about business enough for one got out of the house as much as pos- woman. lsible when school hours were over, But confining her energies to this playing usually with the Robinson narrow province never would satisfy |children, a rough, swearing, fighting Mrs. Smith. Her range of sympathies | set, whose language and conduct, is wide. Everything appeals to her.|could she have taken time to inves- She is very social and has many |tigate, would have made Mrs. Smith’s friends, and for people in modest cir-|blood run cold, for she always has cumstances the Smiths go out con-jbeen very particular as to the kind siderably and entertain a good deal. | of children her own should associate Mrs. Smith likes to keep in touch | with. with all her associates who move| To sum up the situation with the away, and as she is a persistent and|lexpression which is used regarding at the same time an interesting let-|an athlete who is suffering from over- ter writer, she carries on a very ‘training, Mrs. Smith had become large correspondence. “stale.” "She had made so many over- She always has kept up her ue on her fund of strength that and still sings in the choir and on|she simply had gone “broke.” Her various public occasions. She is a |nervous energy was exhausted. There creat church worker. She believes | was no spring, no elasticity left in her in culture and is a prominent mem-|whole composition. Everything she ber of the Woman’s Club. She be-|did was drudgery, just like the lift- longs to several lodges and to all the ling of dead weight. As her health reformatory, uplifting and philan-|steadily was becoming worse, her thropic . societies in town. Mrs.|physicians ordered her to go away Smith is such a pusher in everything | somewhere and take a complete she undertakes and in every way SO |rest. Gesirable a member that when any On the face of it this seemed the new organization is being formed all/proper thing to do, and Mr. Smith the women interested make straight |and all her friends seconded the proj- for her. With all else, Mrs. Smith is ‘ect heartily. She began to make prep- interested in gardening and _ raises |arations. Her wardrobe had become lovely flowers, and is one of those who /somewhat run down, so there was not are trying to make the place in which jonly the usual siege with dressmak- she lives a town beautiful. lers, but this garment needed a little For some time this good lady has alteration, that one a little repairing, been ailing, Her case has puzzled herjand it seemed to Mrs. Smith that no physicians, for clearly the condition lone but herself could attend to these was serious: still he could discover |details. Then her whole house had to no organic difficulty, simply a state of|be put in first class order, and a being utterly fagged out. Mrs. Smith’s ;|scheme of work thought out for the pastor, a very earnest, conscientious | woman who was to keep house and man, also observed that this faithful|care for the children during her ab- member of his flock was often wear-|jsence. She looked up a substitute to ing a sad, sometimes even a distress-|take her Sunday school class. She is ed expression of countenance, and|President of one society and had to that she seemed to gain no enjoy-jturn its affairs over to the Vice-Pres- ment from all her many activities. He | ident. She is Treasurer of some- began to worry lest, as he expressed | thing else, and the books must be it, “she was not happy in her Chris-|balanced with the Secretary’s and tian life.’ For a long time before this |everything straightened out so the . - . | Mr. Smith had felt with keen regret|money matters would not get all tan- gled up while she was away. With every one of the organizations that Hart Brand fanned Foods Mrs. Smith belonged to there was something that required time and la- —— bor to let go of. Altogether she had W. R. Roach & Co., Hart, Mich. to put on an extra head of steam for], oe Michigan People Want Michigan Products at least three weeks before, as old- fashioned people say, she could “get made out to start, she was more ex- Wholesalers and Manufacturers’ Agents hausted than ever. Crockery, Glassware, China Smith. She took with her a lot of — ee letters to answer and she did _ that. GRAND canes, MICHIGAN mailed to various friends about twen- ty-five post cards every simmgle lay, on each. She had chosen to go to a place where she had a large number PEACOCK BRAND and returning calls, making fraternal visits to lodges and _ organizations L f L d and looking up everything she could ea ar think of in the interests of all the connected she was more played out when her vacation came to an end Special Shortly after she arrived home she e fell dangerously ill with nervous Mild Cured prostration and a complication of other maladies brought on by over- likely she would, there might have been placed on her headstone an ep- itaph reading like this: Here lies Mary Jane Jones, wife of Cured by ate daughter, a kind friend, a consis- | : ° tent church member, a faithful Sun- Milwaukee. Wis. e e Our Advertising? Neither the dealer nor his customers By the growth of our business through advertising we save enough plant to cover most of, if not all, our advertising bills. This advertising makes it easy to Sell PREMIUM CHOCOLATE for BAKING co SLPS S oy Gg to go” at all. When finally she H. LEONARD & SONS Did she rest? Not Mary Jane Gasoline Stoves, Refrigerators Then she selected, addressed and writing a brief message of greeting The Best of acquaintances, so with receiving many enterprises with which she is and than when it began. work. Had she died, as it seemed Hams and Bacon John Smith. She was a loving wife, | a self-sacrificing mother, an affection- | Cudahy Brothers Co. day school teacher, a devoted W. C. ANSWER: in cost of salesmen, superintendence, rents, interest and use of our 9 LOWN EY 'S COCOA ane All LOWNEY’S products are superfine, pay a good profit and are easy to sell. 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. ea aaa \: i ¥ September 14, 1910 MICHIGAN TRADESMAN 21 T. U. woman, a zealous Lady Mac- cabee, Eastern Star, Rebekah, Royal Neighbor (and a list of whatever other similar organizations she be- longed to). Moreover, she was a regular attendant of the Woman's Club and the hardest worker in the Village Improvement Society. While this is unduly long for an epitaph, it is not all that souffl be said of Mrs. Smith. While she did in an organized way all the things that have been so mentioned, she al- so in an unorganized and unofficial way tried to be a good niece to all her uncles and aunts, a good cousin to about forty-eleven relatives of that degree of consanquinity, a good aunt to all her own nephews and nieces and also to all those of Mr. Smith’s, and a good helper to every man, woman and child for miles around who was sick, or in trouble, and need- ed sympathy and assistance. In com- mon justice it should further be stat- ed that of all the people whom she had to do with the only one she slight- ed was—herself. After giving to every one else there really was nothing left for Mary Jane Jones Smith, whom treated very shabbily indeed. Then with a warning to every be- holder that if he or she, more espe- cially she, pursued a course similar to Mrs. Smith’s, she would be placed in a like situation, the epi- taph might be considered measurably complete. Of course no tombstone or monu- ment would hold all this, but doubt- less some ingenious person could de- vise some sort of an extension to a stone, so that it would contain a con- densed list of the omnifarious activi- ties of even such a person as. Mary Jane Smith. But the trouble is that no one can devise any kind of an extension to the strength and endur- ance of any mortal woman that enable her to do all she takes it into she soon will her head to do and stand up to_ it right along. Our Mrs. Smith did not die. In- deed, owing to an unusually strong constitution, she recovering The doctor says that if she will herself good care and take things as she can stand them that probably she has many years of and health ahead of her; but if, as soon as she gets out, she pitches in as she did be- fore then it can be only a short time before the epitaph will be needed. is slowly give life The moral of this story is easily drawn: Life in these times is so complex, activities of all kinds have become so multiplied and diversified, that the energies of any one person can compass only a small portion of what is offered. Successful living con- sists largely in excluding, rejecting and cutting out not only the unim- pertant and non-essentials but also much which is both important and es- sential, but which can not be taken hold of in connection with other things. A cause may be most worthy —it is not always your duty to fur- ther it if already are pushing with might and main on a dozen oth- er causes that appeal to you more di- rectly. Fvery person must have some leis- ure, must allow himself or herself some time in which to “loaf and in- vite the soul,” else one loses all rich- you ness of personality and becomes of no value in any place. The woman who attempts to do everything she sees to do may know that one of two things is sure to happen: Either she will degenerate into a peevish invalid, incapable of doing anything, or else she will be laid beneath an epitaph. If the lat- ter, then she may expect that the children she has brought into the world and trained with such _pains- taking care will be turned over to the mercies of a stepmother, and the home she has arranged and made beautiful with such loving thought will become the abode of her hus- band’s second wife. Quillo. oo Housekeeping Made Easy. How to iron without irons, how to cook without stoves, how to wash dishes without hands, how to knead dough without fists, how to do every- thing about the home with the mini- mum of physical exertion. This is the problem of the housekeeping exneri- ment station of the New Jersey State Federation of Women’s Clubs. Why not? Why not give thought and attention to the suggestions for making easy the lot of the house- wife? Whatever may be done, her work is hard enough. There are households, many of them, that have maids. There are many households that have manv maids. And, at the other end of the line, there are households that are no households at all, but merely the mis- erable abodes of poverty, where ex- periments in housekeeping are unnec- essary because there are no houses to keep. In between these two extremes stand the mass of American women. It is foolish to attempt to be aristo- cratic and to pretend that most of us, and most of our wives. do not have to lend brain and hand to tual housework. The bulk of Amer- ica has its little. comfortable home, and no matter Hiatie it! is it) 1s made comfortable by the effi- ciency cheeriness of the little woman who does the work. And the easier the work the great- er the cheeriness, the greater the ef- ficiency. There are agricultural experiment stations and other kinds of experi- ment stations. This idea of a house- keeping experiment station has a broader and bigger appeal than any of them. Inventions and schemes and sug- gestions of all kinds are to be tested thoroughly. What is good is to be kept; what is bad is to be rejected Not New Jersey alone—bless her— but all the United States and all the civilized feminine world should bene- fit from the work. The easier the housekeeping the cheerier the house- wife, the cheerier the housewife the happier the wage earner, the happier the wage earner the more efficient his work, the more efficient his work the setter the world. So the New Jer- sey experiment station in housekeep- ing is a definite step in mundane ad- vancement. ac- how more and _—————_>>-o a When a girl tells a man she never intends to marry he is supposed to find out why. Breaking Down the Moslem Bar- riers. Many Turkish girls are to be edu- cated under the American system as the result of the extension and en- largement of the American College for Girls, at Constantinople. The in- stitution is to be removed from Scu- tari on the Asiatic side of the Bos- phorus toa group of seven new build- ings to be built on the European side. Money for the new buildings has been provided principally by Miss Helen Gould, feller and Mrs. ican architects, chanics have John D. Rocke- Henry Woods. Amer- engineers and sailed from ately. This marks more breaking down of the barriers the Moslems have upheld for centuries against Christian influences. Until the Young Turks came students were Greeks, Albanians, Armenians, and Bulgarians. Last term there were thirty-three Turkish students, the government itself pay- ing the tuition of tree, thus giving the first official recognition to the college. Many more Moslem girls will attend as soon as the accommo- dations are enlarged to take care of them. Plans for the buildings were prepared by Boston architects. The total cost will be about $850,000, of which Mss Felen Gould has con- tributed $175,000, John PD. Rocke- feller. $150,000, and Mrs. Henry Woods of Boston, $50,000. The new ecllece will have the first electric light plant to be installed in Con- stantinop!e. The college will ac- comimodate 30c Turkish girl students ————- >a How About the Butcher’s Wife? The wife of the grocer who is not prevented by too many home duties aid her husband can, and often does, in many ways connected with his business. This is particularly the case with grocers doing a small or moderate- sized business. She can, and does, read the trade journals and keeps herself and husband in touch with what other grocers are doing. Her advice and suggestions are often of much value, as she sees things from the point of view of the cutsider and customer as well as from the inside of the store. Numerous bright plans put into ef- fect by grocers have been introduced at the suggestion of their many of lot of thinking. The wife is often one of the best cooks in the town and lo- cally famous for “trying all the new things.” Her suggestions to her neighbors that they use such a brand is one of the most effective adver- tisements in the world.—Canadian Grocer. possible wives, whom do a good grocer’s me- | Boston to) undertake part of the work immedi-| | into power there were! 0 Moslem girls in the college. The| 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. [50 Years | [50 Years | awyer’s “i2" |_Choice. | somos Blue. =) For the Laundry. DOUBLE | STRENGTH. Sold in Sifting Top Boxes. Sawyer’s Crys- H tal Blue gives a beautiful tint and restores the color to linen, laces and goods that are worn and faded. It goes twice as far as other Blues. Sawyer Crystal Blue Co. 88 Broad Street, BOSTON - -MASS. The BEST Sellers BAKER'S COCOA and CHOCOLATE Grocers selling the genuine “Baker” goods do not have to explain, apolo- gize or take back 52 Beestered, Highest Awards Walter Baker & Co, uz. Established 1780 DORCHESTER, MASS. - FOOTE & JENKS’ Terpeneless COLEIMAN’S (BRAND) High Class Lemon and Vanilla Write for our ‘‘Premotion Offer’’ that combats ‘Factory to Family” schemes. on getting Coleman’s Extracts from your jobbing grocer, or mail order direct to FOOTE & JENKS, Jackson, Mich. Insist ihe teres TERE Yi Seema mee Nii ga ome MICHIGAN TRADESMAN September 14, 1910 — = —_ = - —_ - ? DRY GOODS, FANCY GOODS“ NOTIO Wz ZF syn} VLCC IGG st, Ss: { ( AK XG is rd » on SW AS: The Selfishness of Time Killers. “The nerve they have—wasting your time like this,’ sighed a weary and disgruntled shopper who for the last forty minutes had impatiently wiggled on the edge of her chair. She was awaiting the alteration woman, with whom she had an ap- pointment at 11. The girl in attend- ance repeatedly said, “Miss Jones will be here in a minute,” but the min- utes dragged into hours and_ the shopper’s frown became threatening. The fact that she had another’ en- gagement at 12 increased her distress until it looked as if she would come | to loggerheads with the firm then and | there. | To the busy ones nothing is quite sO exasperating as to waste precious hours in a store or office, because others will not live up to their ap- pointments or are too careless and negligent to arrange for appoint- ments with due regard for the possi- bilities. The business woman, particularly she who aspires to a business of her own, should observe how disgusting- | ly rude and injudicial it is to waste another’s time. It will help her to- ward the right policy and system in dealing with patrons. Let her begin when she is still a servant in the office. She may be guilty of wasting her manager’s time when she is tardy in the morning or takes the liberty of strolling around town unnecessarily long when she is sent on errands. Some one back in the office—proba- bly the manager—may be desperate- ly on edge because of her presump- tion. When the boss must work over- time because you were late in’ the morning, or too frequently visited the restroom to gaze at your handsome reflection, thus practically wasting his time when you were wanted for dic- tation, you may make up your mind he has you on the mental blacklist. If you waste the time of your of- fice mates by hectoring them with | needless questions, giddy jokes and larks, or make yourself a pest by al- ways borrowing pins and paper dur- ing periods when the painstaking girl would rather work on undisturbed, don’t sit down and pout if adverse remarks come floating back to you. Many girls will do this and keep it up until some one actually throws slurs. If her own common sense won’t wake her to the reprehen- sion of her neighbors, slurs are the only remedy. Again, you may waste the time ofa friend who aims a little above the jrealized, especially mark and hence values her leisure for study and_ self-improvement by too frequently thrusting on her your so- ciety at a time when she is too tre- mendously busy to really care for it. Isn’t it the meanest kind of pre- sumption to be nagging a friend to go for a walk, or a drive, or any other good time when it is evident that she has more pressing matters on hand? The girl who hasn’t enough intui- tion to see when she is wasting her friend’s time does not deserve a friend—and she seldom has devoted ones. You may waste your mother’s, or sister’s, or landlady’s time by lax ‘habits in dressing, eating, and so on. Who has not met the girl who will put the whole family on the whirl by continually misplacing, upsetting and unearthing things. Often hours to straighten out what is care- lessly put away in a minute. If you cultivate the time saving habit and the habit of consideration for others right at home the habit will surely follow you to the office. You always find that the girl who imanifests a kind of thoughtfulness and correct principle in her home re- lations follows the right track in business. If she is not a shining light she is at least a pleasure to work with. —_2+.____ Proper Telephone Service. The conveniences to customers af- forded by the store’s telephone serv- ice are nowadays frequently empha- sized by retailers in their advertis- ing, on the backs of their saleslips, etc. Unquestionably, the promptitude with which orders by telephone will be filled and the careful attention such orders will receive form a good talking point. Most important is it, however, that the expectations thus created be during the ab- sence of those regularly answering the telephone. Too often the contrary is the case. On occasions it is found an extremely vexatious task to get cennection with the desired depart- ment or person in the store. In oth- er cases the telephone call is answer- ed by some flippant or indifferent em- ploye, so that the customer is sur- prised, and in many case annoyed, by treatment which is so different from that he or she has been accustomed to receive in the store. So obvious is the importance of decent treatment of customers over the telephone, and of proper provi- sion for meeting their wants prompt- ly, and so elementary a feature of storekeeping would seem to be that we should hardly deem it necessary to touch upon them were it not that shortcomings of this kind, as we have no doubt many mercants will agree it takes’ with us, are by no means rare—Dry Goods Economist. Carry Your Umbrella in Your Pocket. A 26 inch umbrella that will fold up and go in an inside pocket with- out crowding has been invented and constructed by a Minneapolis man. This seems almost incredible until the secret is told. The handle and ali the ribs consist of fine steel tubes, in sections, which telescope one inside the other. The covering is of silk, which takes up but little room. The wooden handle of the umbrella is hollow and receives all the rest of the telescoping umbrella rod when shut up. A small light case is provided to contain the whole, which, as stated, goes easily into the pocket. If such a device can be made and sold for a reasonable price there is little doubt but that the inventor will make a fortune. — 272 >__- Platitudes are popular because their edges are worn too smooth to hurt. We are manufacturers of Trimmed and Untrimmed Hats For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Division St. Grand Rapids, Mich. | i | s Ke SRE ESS F ra oie bes a 52 ESL SiS a ae ees Sweater Coats Are in good demand these chilly mornings and evenings. We have a large and well assorted line in Ladies’, Men’s and Children’s, ranging in prices from $4.50 up to $36 per dozen. Write today for a sample lot. P. Steketee & Sons Grand Rapids, Michigan Wholesale Dry Goods Winter Caps Boys’ at $2.25 and $4.25. Men’s at $2.25, $4.25, $4.50, $6 and $o. We will be pleased to show the line and compare values. Grand Rapids HATS ANDCAPS We have in this department some very good numbers that will interest the dry goods and general store merchants because they can be sold at popular prices. Exclusively Wholesale Grand Rapids, Michigan Fall Hats Boys’ Soft Felt, brown or black, at $4.50. Men’s Soft Felt, black, $4 50, $0, $12, $13.50 and $16 50. Men’s Soft Felt, light or dark gray, $12 and $16.50. Men’s Soft Felt, light brown, at $12, $13.50 and $16.50. Men’s ‘‘Cowboy,’’ light brown, at $4.50, $6 and $o. Dry Goods Co. September 14, 1910 MICHIGAN TRADESMAN 23 REDUCING A DEFICIT. Showing How Ultimate Gets Short. Written for the Tradesman. The drug store on the corner is Postal Station No. 1 and the business men who cater to outside trade go there to weigh and mail their pack- Consumer ages. Of course they can not send very heavy packages, for the men who control the Government get frightened and have fits when a mem- ber of Congress tries to do anything to an express company, and address the country at large as follows: “Hush! You’ll injure business!” “Well, anyway, the merchants of that part of the city go to the drug store to weigh and mail their goods, and the rural delivery men carry the packages out to purchasers living along country roads. There was one merchant who used to register his packages, because, he said, he wanted proof that the cus- tomer received the goods. He used to sit in his store hours at a time trying to convince customers that on such a day, in such a month, in such a year, he mailed to them a certain package which had not been paid for. And for hours at a time his cus- tomers would shake their sun-bleach- ed heads and declare that the goods had never been received—in fact, that they had never been ordered. So Wil- son got into the habit of registering his packages. He kept the return cards in his safe with his cash, and when a customer denied the receipt of the goods his joy was great, for he had the card to push under the customer’s nose. Wilson went into the drug store the other day with a basket of pack- ages which were to go out on rural routes No. 1 to No. Io, inclusive. He dumped the mess on the counter close to the sostoffice department counted the bundles. “There are twenty of them,” he said, regretfully. “One-sixty seems quite a lot of money to pay for re- ceipts, doesn’t it?” “Sometimes,” observed the clerk at the cigar counter, “one receipt is worth more than that.” Of course the clerk was plugging for the postal station, which had not done very well in a rival drug store. The business man took a long pock- etbook from his coat and extracted therefrom a banknote. “Here,” he said to the lady at the postoffice window, “weight these packages and tell me how much T’ve got to contribute to a paternal gov- ernment to-day.” The girl weighed the packages, one by one, and marked the postage re- quired on each. Whenever an espe- cially large package came to her hand she was especially careful about the weight, for the clerk at the package counter at the express office was in the habit of buying her~ pink ice cream in the drowsy summer nights. “The postage will be $2,” she said presently. “Do you want them all registered?” “Do I want them all registered?’ repeated the merchant. “You bet I want ’em all registered. I’m not giv- ing away goods—not with ham 30 cents a pound and sugar only fifteen pounds for a dollar. What made you think I didn’t want ’em registered?” “Why,” said the girl, “why—” The cigar clerk shook his head at her. As has been remarked, he was plugging for the postal station. “Two dollars for stamps,” bled the business man, “and one-sixty for registration fees. Say, don’t you think this registration fee is a_ bit steep when the small service given is considered?” grum- “That will be $4,” said the clerk, counting out the stamps. “Four dol- lars altogether.” “What’s that?’ asked the mer- chant. “Four dollars, please?’ repeated the girl. “You say ‘$4, please,’” said the business man, “just as if all I had to do was to go out on the street and pick $4 out of the dust. How do you make it $4, anyway?” “Why,” replied the clerk, “$2 for postage, and $2 for registration fees; $4 in all.” “The registration fees amount to one-sixty,” replied the business man, with the air of one correcting an ig- norant child. “Two dollars and one- sixty—that makes three-sixty. Here, take it all out of this five.” “T make it $4,” insisted the girl. “Then they’d better be getting an adding machine for you,” remarked the man, scornfully. “Two and one- sixxty made three-sixty when I went to school.” “But the registration fee is now 10 cents instead of 8,” replied the girl. “T thought you knew that. Four dol- lars, please.” “So they’ve put two more cents on, have they?” asked the business man. “What's that for, I want to know?” “Why,” answered the clerk, “that is to reduce the postal deficit.” “T see,” said the business man. “They want to increase the revenue of the department, do they?” “So it seems,’ was the reply. “Well,” observed the business man, “when I find a deficit in my business I can’t increase my prices—no busi- ness man can. That’s common sense. When I’m up against the wrong side of the book I reduce my expenses. That’s what Uncle Sam ought to do.” “They are very watchful of small expenditures,” said the girl. “Do you want these packages registered?” “Ves, yes,” said the business man. “They're very watchful of small ex- penditures. They'll charge me_ 10 cents to carry a package two miles and will carry a safe or a ton of books for a member of Congress for nothing. They'll charge me 5 cents a mile to ensure the delivery of a package they’re paid for delivering. and pay the railroad ten times what private shippers pay them for mov- ing goods. Say, were you ever in the Federal building at Detroit or Grand Rapids?” “DT mever got far away from home as that,” replied the girl. “Four dollars, if you please.” a continued the business man, “you go up to the Federal building at Grand Rapids and take a chair in Colonel Bishop’s office. Col- onel Bishop is an all right sort of a man, and he won't throw you out. He ” so has acquired a lot of farms, and houses and lots, and good positions, but he never acquired a big head. Well, you go in there and sit down and pretty soon a man will come in with a plug hat and a gold-headed cane. “He'll lay his hat on the Colonel’s desk and say something like this: “*T’m the inspector of lawns.’ “*All right,’ the Colonel will say, ‘you go and report to the assistant.’ “Then the man will go out and re- port to the assistant. He gets TEN DOLLARS a day and expenses.” “Four clerk, “And, then, in a little while, anoth- er man will walk into the Colonel's office. He may have a plug hat and a diamond pin. He will glitter his diamond pin in the eyes of the Col- onel and remark as follows: “I’m the inspector of furniture.’ “SAll right,’ the Colonel will say, ‘you go out and report to the as- sistant.’ “Then the inspector of furniture will go out and report to the assist- ant postmaster. HE also gets TEN DOLLARS a day and expenses.” dollars, please,’ said the “The stamps will be $4,” said the | clerk. “And you sit there a little while longer with the Colonel,” continued the business man, “and another fel- low from Washington, D. C., walk in with the medals of half dozen secret societies on his watch chain. He will give the Colonel two or three high signs and explain his business about like this: “<‘T'm the insnector of furnaces.’ “All right,’ the Cclonel ‘you go and report to the assistant.’ “Then the inspector of furnaces goes out to report to the assistant HE also gets TEN DOLLARS a day and expenses. “T’'ll give you change for the five now.” said the clerk. “Four dollars, please.” “And before the Colonel has had time to tell another story about the Civil War, another man will come in with a diamond ring on his finger and a haughty stare in his eye. He will make his business known thusly: « Sie the inspector of coal.’ ‘All right, the Colonel will say, ‘you go and report to the assistant.’ “Alco this man gets TEN DOL- LARS a day and expenses, and he will a will sav goes out and reports to the assistant postmaster.” “Four dollars, clerk. “And if you stay there half a day,” the business man went on, “you'll see half a dozen more inspectors of something or other, from tanglefoot please,” echoed the to safes, come along to report to the assistant, and they all get TEN DOLLARS a day and expenses. Now, if I wanted to reduce a deficit in my business, and had a lot of men traveling like those fellows are, I’d fire all but one and give him the whole works. I wouldn’t go to put- ting my prices up.” “Do you want these packages reg- istered?” asked the clerk. “Four dollars, please.” “No, I don’t,’ was the reply. “I'll send out a two-piece postal card and ask the customers to send the re- ceipt in that way. A government is just like a man. When a fool grab made it loses. Four dollars? Not. Two-forty.” Alfred B. Tozer. —_2++ +>___ The character of the people of the church determines the power of the church to make character. —_++>—___ Religion has to answer for a imany disagreeable people. is great H_ A. Seinsheimer & Co. CINCINNATI Manufacturers of ‘‘The Frat” YOUNG MEN’S CLOTHES [pea Cor@ aioe MICH. “Graduate” and “Viking System’ Clothes for Young Men and “Viking’’ for Boys and Little Fellows. Made in Chicago by BECKER, MAYER & CO. Costs Little—saves You Much Protect your business against worthless accounts by using COMMERCIAL CREDIT CO., LT ., Reports MICHIGAN OFFICES: Murray Kuilding, Grand Rapids; Maiestic Building, Detroit; Mason Block, Muskegon. Double Bar Polished Steel Tube CLOTHING RACKS A 10 Foot Rack Holds 150 Suits . Price $12.50 Order one shipped on approval Write for our new catalogue of Racks and Hangers The Taylor Mfg. Co., Princeton, Ind. MICHIGAN TRADESMAN September 14, 1910 DAVID GIBSON. Words of Wisdom From the Cleve- land Philosopher. Evening is on. The town-clock clanks out 6. The anvil in the blacksmith shop around the corner ceases its ring. The mercahnts are locking their stores and are going home. They turn and look at you as they pass. The swallows chirp on their home- ward fly over the Public Square and the robins in the trees of the court house yard carol out their lay of joy. Tf you are an old man—say a bach- elor of sixty and five, you begin to wander up the byways and obscure places of the old town—once familiar, but now made strange by time. You pass the rear of an old livery stable. An old hearse is piled back in one corner. You recognize it as the first in the county. You stand there and think of the sorrows this old vehicle has seen—of the brdens it has borne. A breeze blows through the cracks in the old stable walls and one of the glassless doors of the old hearse swings and creaks on its hinges, as if it sang the funeral chant of its former days of usefulness. There it stands, glass broken out. paint worn off and only one big black moth-eaten plume as a memorial of its past grandeur. There it stands, back in a corner amid a pile of broken shafts, tongues, scraps of old iron and rubbish—for- gotten as the flowers on the silent ones it has borne from earthly homes forever. You wander on up a side street, stop before a certain house and stand silently contemplating it—your mind is on a certain blue-eyed and rosy- cheeked girl—Helen. It’s dark now. You look into the heavens. The moon goes into shadow. Great white clouds whirl past like a procession of phantoms, the wind blows through the trees along the sidewalk and they swing and sway like great black fu- neral plumes for the death of seasons past. You think of your long lonely life, the success you have attained, and compare it all to that of your less material friends who are happily mar- ried, and with children and grandchil- dren to honor them in the nodding- time of life—it all reverts to a pic- ture of blue eyes and rosy cheeks— Helen. You dream a dream of youth. A peaceful summer Sunday evening, the church bell ringing. peo- ple sitting out on their front steps and in doorways follow you with waking their eves as you pass. The lamp in the little parlor burns low—-she is at the gate to meet you, blue eyes and rosy cheeks—Helen. You waken, and in the weak ego- tism of memory walk up on_ the porch and knock at the door. A boy answers. “Do you know a lady living about here by the name of—I don’t know her last name now, but her first is Helen.” “Ves, that’s my mother’s want to see her?” You walk in, sit nanc— down and look ognize some of the old furniture. A woman, worn with work and shriveled with age, sits by the win- dow. You look at her in an effort to see the mother you knew—of blue eyes and rosy cheeks—Helen. The mother of the boy enters the room. You arise, extend a hand, give your name and say: “I used to come to see you a good many years ago.” She doesn’t know you. Slowly your hand to your chin, you look from the mother of the boy to the grandmother seated by the window and sighingly say: “Ves, I guess it was the old lady.” goes around the room in an effort to rec- | machine is applied principally to vend trash of one kind and another. For instance, in the large hotels and railroad stations they are now compelled to employ high classed men, and consequently expensive ones, in charge of information bu- reaus. These men will all tell you that most of the questions put to them are stereotyped ones. Down at Indianapolis the other day the writer heard this question put by three dif- ferent farmers in five minutes: “Does the Niggenbocker Limited stop at Huntsville, Ohio?” The man in charge of the informa- tion bureau at the Hollenden Hotel, Cleveland, says that he answers such questions as these fifty times a day: Nearly all the inventions of the past have been systems and devices for the production of goods. Nearly all the inventions of the future will be for the distribution of goods. The economic demand is for cheap- er distribution. The cash register, the pneumatic tube, the cash carrier and the adding machine are just the beginnings. We have the ideas for devices ofa more economic distribution, but they lack development and application. There is much in the slot machine and the phonograph that has not yet been applied to a full economic pos- sibility. They are toys. The phonograph to-day is princi- pally a device of amusement, the slot 10Ww comparative David Gibson “What time does the Detroit boat leave?’ “What time does the Buffalo boat leave?’ All of these could be answered by the questioner pressing a button, with his question printed on it and which would start a phonograph. Obviously, such a device would not totally eliminate a human informa- tion bureau, but it would reduce the labor of two men to one man. Trains might be called by phono- graph. At the Harrison telephone ex- change in Chicago they have applied the phonograph to an extent. When a party calls a number of a line that is in use the fact is reported auto- matically to the calling party as the operator plugs in, for the circuit is connected with a phonograph into a telephone receiver which says: “The line is busy.” The slot machine might be used to vend local tickets in railway stations, gallery theater tickets and base ball bleachers’ seats. Instead of a ticket to a theater or to a base ball bleacher seat the slot machine might put forth a key that would admit the purchaser through a turnstile, thus eliminating not only the ticket seller but the tick- et taker, and all chances of dishonest intrigue between the two. A man in Poughkeepsie, New York, has recently developed a machine for vending cigars from a show case. The various priced cigars afe in various compartments. Placing a coin in the slot releases a hand hole to a mitten which permits the purchaser to se- lect any cigar in any box. It seems that we must play with an idea about so long before we util- ize it. We played with the bicycle a long time before we really used_ it. And if you think the bicycle indus- try is dead go into some of these towns with limited street car service. At the American Locomotive Co.’s plant in Dunkirk, New York, it is es- timated that 1,600 men out of 4,000 employed go to and from work on bicycles. The bicycle, by the way, is one of the finest pieces of mechanism ever developed in this country—it had good engineering efficiency bestowed upon it. Russell Sage thought the telephone was a plaything when Alexannder Graham Bell came to him to finance it. Sage pointed down on the street and said, “There’s where they sell toys.” Yet the telephone has been one of the greatest agencies in the dis- tribution of goods. The large department stores in cit- ies say telephone orders are taking the place of. mail orders. In John Wanamaker’s Philadelphia and New York stores you can call any clerk to the telephone at any time. Per- sonal messages are permitted to eliminate the chance of missing busi- ness messages between patrons and clerks. We have played with the automo- bile for about ten years and now we are just beginning to use it through the development of the mechanical dray. A concern down here in Plymouth, Ohio, is building gasoline industrial locomotives for shifting cars in yards of manufacturing plants. All little stage lines to points off the railroad are being replaced with automobile busses. The two-trips-a-day hack line from 3ellefontaine to Roundhead, Ohio, has recently been substituted by a easoline “bus which carries sixteen people instead of four and makes six trips instead of two, with a liberal space on top for package freight. The slot machine and the phono- graph might be combined. The form- er might put forth argumentative selling reason for that which the lat- ter vends. For instance, a number of years ago John H. Patterson, of the National Cash Register Co., made up a lot of parrotlike answers to the September 14, 1910 MICHIGAN TRADESMAN 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. lf 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; 79 Woodward Ave., Detroit Executive Offices: Dayton, Ohio “} A= ei A. Crosby sis} Lennar iat std ‘nsaad witnansaren yencenceet ess No 225 Detail Adder Price $30 00 Detail adder with all latest improvements. 20 keys registering from 5c to $1.95, or from ic to $1.99 No. 420 Total Adder Price $75 00 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 C perated Price $80.00 Total adder, drawer operated, with all latest improvements; prints each sale on a strip of paper. 32 amoust keys registering from Ic to $59.99, or 5c to $59.95. 5 special keys No, 416 Total Adder Detail Strip Printer Price $100.60 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 MICHIGAN TRADESMAN objections a patron might bring up against his product, and these evi- dently have been effective for we see a cash register almost everywhere we go. A few weeks ago a negro woman came up to one of the ticket windows in the terminal station of the New York Central Railroad with this question: “Can I buy a round-trip ticket for a co’pse to Huntsville, Ala- bama?” “For a corpse?” repeated the at- tendant. “Do you want a round trip ticket for a corpse?” “Vassir,” replied the woman, “that’s presactly what I want—to tell you his neck and in the rich, melodious voice common to her race said, “Mis- tah Hogan, you can have anything in this house.” Ernest looked at the check a sec- ond time and discovered it was for eight thousand dollars in- stead of eight dollars. His father kad died the year before and Ernest was too far distant and without mon- ey to attend the funeral. And now with the funds at hand he resolved to return home and surround his mother with comforts. He paid off the mortgage on the farm, put a new roof on the house, refurnished _ it, bought his mother a horse and bug- gy, drained the land with tiling and a productive value but a socially cre- ated one. : Many of us have had in mind that the sole business of a community is to grow in population when it is quality rather than mere quantity which makes its real value. A com- munity should have no higher pur- pose than making each other com- fortable and happy. This same prin- ciple obtains whether it is a family, a town, a county, a state or a na- tion. Just now New York and Boston are beginning to see the necessity of decreasing their population rather than increasing it. They are doing Are You a Troubled Man? We want to get in touch with grocers who are having troubie 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 : : . : this by i ; : the truth, my brother-in-law died and |arranged with a neighbor to crop the o _ Sag those in oo i ? ; se a o Ss < if I'd tell them niggers down there|farm on shares. ed toreign districts to take up : | lands beyond the present city limits. they would all come up to the fr All this occuiped about three weeks : neral and be eating off of me for two weeks, and I can’t afford it the way prices of meats and groceries is. I just thought if you’d sell me a round-trip ticket for a co’pse I'd take him down there and let’ em all look and Ernest, with $2,000 left, was leav- ing one night to join a show in Kan- sas City. Just before his departure his mother said: “Ernest, there is one thing you forgot. The church owes It is only natural that people of the Old World should come to Amer- ica and live in a congestion establish- ed by generations of custom. The same principle is true in the American villages. The merchant of 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. a little debt of fo’teen hundred dol- ms the village duplicates the store of a ars. city. The city merchant congests his “T am sorry, mother, but I don’t |store on account of high land values. Giccct Higuan wee one nk fhe Per TOME wh ate under any obligations |The country merchant duplicates this : to pay that. We might pay ourjcongested condition where land is him over and then I’d bring him back up here and bury ‘him.” most successful negro comedians in ' f a a eras his day—successful artistically and financially. He is best known as the author of the song “All Coons Look Alike To Me.” He obtained the idea of the refrain from being arrested at a negro dance in Chicago. At this time the had ac- quired quite a little reputation as an actor, which he presented to the pa- trolman as argument against his ar- rest but who replied, “All coons look alike to me.” Ernest was arrested but he was not arrested from ob- taining about $62,000 in royalties from the song of that title. It was a misfortune that proved a fortune, on the same principle that oftentimes when we are kicked out we are kicked up. Ernest was the son of full blood- ed negro parents who held a little truck farm down in Kentucky subject to a heavy mortgage. He was one of a large family and drifted off from the home nest at an early age. Shortly after completing the song that made him his fortune and after its acceptance by a New York pub- lisher Ernest was stranded in a _ ne- gro boarding house in St. Louis. The vicissitues of ‘his profession seemed to draw no color lines. His board had been unpaid for a fortnight and the landlady hardly looked at him, to say nothing of not waiting on him at the table. Ernest said she would ask him if he would have a biscuit and then would pass them in front of him with such speed that they were held on the plate only by centrifugal force. One day after he had reached this stage of boarding house disrepute a letter came from his New York pub- lisher containing a check for the first installment of royalties on his song. Ernest looked at it and saw the word “eight,” and supposing it to be for eight dollars, he exhibited it to the landlady for the purpose of re-estab- lishing his credit. She looked at it and at once threw her arms around share and—” “Yes, Ernest.” replied the mother. “but your father was Treasurer of the church.” Colonel Roosevelt has recently been down to the anthracite regions of Pennsylvania, and if mewspaper ac- counts are true has been devoting most of his time admiring the large families of the miners, which prob- ably will result in enlarging the al- ready complicated social conditions. A coal region is no more a fit place to bring up a child than is a hotel or an apartment house. Encouragement of large families is purely a device of feudal nations—to make one nation strong against an- other in war. about The devices of transportation and communication are all tending to make a United States of the world. About the only civil differences that exist here at home are the heart at- titudes of one class against another. There is an intellectual warfare go- ing on now, but it will not extend to one of physical conflict. This dif- ference will exist for some time to come, but it will finally be adjusted through the medium of printer’s ink —when one class comes to recognize that it is a community of interests, that one is essential to the other and that the brotherhood of man is noth- ing more than co-operation for mu- tual profit. Wars among nations are over. Most of us hold a distorted view that the numerical growth of a com- munity is a measure of its prosperi- ty. In most small communities you will find land values low because there are no very rich people nor no very poor ones. A state of equality exists more in a small community than in a large one. The real producers of a large com- munity do not profit by its growth. The only gainer by increases of pop- ulation is the landlord. This is not ‘the purpose of cheap and when there is no real rea- son for the congestion. If the country merchant would ap- ply a little efficiency he could build his store in the middle of a large lot surrounded by light and air, but in- stead he congests his store purely for copying his city brother. Notice the lodge hall in a coun- try town. Instead of its being an — Baaeawl \ WoIerAI Ne coy/ I i > £FLo SUN boy on the sack. CERESOTA is the best bread flour tc be had every day in the year. It is always the same. disappoints a good baker. sack is like the sample and every pound is guaranteed. Look for the It never Every Judson Grocer Co. Distributers Grand Rapids, Mich. ee September 14, 1910 MICHIGAN TRADESMAN isolated structure somewhere in the resident district you will find it on the third or fourth floor of a busi- ness building down on the square and confined to light only on the two ends. When they lay’ out an allotment they confine the parcels to 25 and 30 feet widths on land worth $500 an acre, all in the spirit of duplicating the congestions of a city where the conditions do not exist. Most of the congestion in these cities is due to lax of emigration reg- ulations. While it is desirable that all people with healthy bodies and fair morals should be admitted, yet it is disobeying all laws of efficiency to allow them to settle and congest in already crowded communities. Most of the emigration to this country finds its way no farther than New York, Boston, Cleveland and Chicago, and to take a walk through the foreign districts on a sunny Sun- day afternoon you will find the Old World’s problems in duplicate right here in free America. If under the constitution we can regulate the character of emigration we can enact laws for the final loca- tion of this emigration. If any of us had a store we would not put all the clerks in one depart- ment. If we had a factory we would not put all the shop hands on one unit of production. The foreman of a draughting room would not put all his men on one drawing. There would be a congestion of effort, a waste of effort. A good manufacturer or a good merchant distributes effort. They place men where they are most needed and where they are not in each othr’s way. The same principle applies in a ration that applies in a business. It all lies in distributing effort, placing population where population is need- ed and not where it is congested. The lax method of allowing the Old World inhabitants to come here and settle where they will, to congest by habit rather than distribute them- selves by efficient direction is just as wasteful to the resources of a nation as an inefficient distribution of effort in the store or factory. Within the possessions of the Unit- ed States there is enough land for all healthy people that care to come here, but the problem is one of pre- venting congestion by proper distri- bution. While Colonel Roosevelt is allow- ing William Taft to complete the background for the next picture, if he has any time on his hands while act- ing as contributing editor of the Out- look, it is hoped he will look in on the problem which surrounds our em- igration. It makes very little difference whether we look on saving life as an economic proposition or as a senti- mental one, the result is the same. For instance, a few weeks ago a pro- fessional man who is also the author of eight successful novels, became unconscious one day in his office. His professional neighbors not being able to reach his family, the author was placed in an automobile and sent to a public hospital. Now most people think, in sending a man to a hospital, that he will, without identification or instruction, receive the very best of attention, when as a matter of fact these emer- gency cases are served by internes— the apprentices of the medical pro- fession. If you sent a valuable mechanical device to a machine shop to be re- paired you wouldn’t care to have it turned over to apprentices. You would prefer the attention of a high grade mechanical engineer, and the chances are it would receive this service without instruction, but un- fortunately they do not operate hos- pitals on the same principles as ma- chine shops. To go to a hospital un- known and helpless is about like go- ing to a free barber shop college for a shave and a hair cut. The author-professional was placed in a ward with a hundred other pa- tients without any attention. A cer- tain business man passing the door of the ward recognized the uncon- scious man, ordered him placed in the best private room in the institu- tion, summoned two high class med- ical experts and two special nurses. A few days later when the mem- bers of the family attempted te thank the business man for his serv- ices he coldly responded that he could not see a valuable life wasted by neglect any more than he could see valuable property wasted by neg- lect, whether it were of the commu- nity, that of his neighbor or that of his own. This is rather an unemotional point of view; it is purely intellectual, but the results in saving life are the same. Emotions are just as likely to run to meanness as to kindness. When we apply the same intellect to preser- vation of human life, and regard it in the same economical sense as some of the purely physical things, then we will be more humane. The business man who took the author-professional out of the ward of the hospital where he was lying in neglect may be cold-blooded, but he saved a valuable life, even al- though he was not stirred by emo- tion. Most of the problems in these great cities are not moral ones. Sooner or later they all resolve themselves into economic problems. If you have ever been around a po- lice court you will find that most of the habituals make a regular round; that is, they are arrested, taken into police court, sent into the workhouse, released, only to make the same cir cuit again. In Cleveland there is one saloon where most of these arrests are made. It is known as the High sall. It is a large place with stand ing room only. There is an iron rail around the wall for the tired patrons to lean against. An old-timed wal- nut bar has been pieced out with lumber from dry goods boxes. The glass in the windows has been knock- ed out so often by “rough houses” that it has been permanently replac- ed by boards. Night and day it is lighted by several arc lamps. Up un- til a few years ago a patrol wagon made its headquarters in the alley Grocers Take No Risk In Stocking B.S. Sertar Ne. 3202, Cuaraateed under the FOOD and DRUGS ACT, June 30, 1906, > a PZ mee == cee asiseetrane eae ee ANCE OE aos aa ‘ ~~ * 4 a ee NITED STATES pa Y | am 4| | s a | tf) ge 4 fo" to Vous SSE ~ WS: “s wt AN 2\an SR ee wa wate SRAM Sent carriage prepaid to any grocer upo POST OASTIES The superb flavour of this food—its unvarying standard of quality—together with heavy, persistent advertising, keep Post Toasties Always Moving. Good Profit—Sale Guaranteed Attractive Post Toasties window displays increase sales Postum Cereal Company, Ltd., Battle Creek, Mich. n request—a postal card brings it 28 MICHIGAN TRADESMAN September 14, 1910 back of the saloon. This was found 2 more convenient location than the station house, for most arrests eman- ated from this quarter. The reason it is popular among the class that patronizes it is that you can get a fish globe of beer for a nickel. Understand, it would do no good to eliminate this particular saloon; it is just as respectable as its patrons— like any saloon or any institution. The only way you can improve this saloon is to improve the class who patronize it. Improving the class becomes pure- ly an economic Think of the expense on the part of the po- lice department of a city in caring for such a condition. There is one man in the Cleveland workhouse that has made the rounds from the High Ball saloon to the workhouse more than fifty-eight times in fifteen years. Think of the expense of this man’s It takes the attention of a police department away from protection of the citizens against burglary and higher crime, to say nothing of the fact that this man is non-productive. Most of the men that hang about the saloons are not criminals, they are inebriates. They have diseased should be cared for in the same sense as people with dis- eased brains or with tuberculosis or any other of the ills common _ to man. An inebriate hospital is just as much a necessity and a part of the machinery of a community, and for the same economic reasons, as a tu- proposition. arrest and confinement. nerves and berculosis hospital. There is more inebriacy than there is tuberculosis and if you do not be- lieve it go into any police court of any city most any morning. The probation system has been in use here in America about enough for us to see its larger possi- bilities. long A probation officer is a po- lice court official who has charge of all suspended the first cases. In the instance of desired to give the offender another oppor- tunity, the judge may turn the of- fender over to the probation officer and his duty may extend to a com- plete supervision over the man dur- ing the term of his suspended sen- tence. The officer's duty might extend into enquiring into the man’s home offense, when it is probation surroundings, into his physical condition, or it might form a free employment bureau. Most men who are arrested do not need pun- ishment; they need moral support and encouragement and material services of one kind or another. Naturally the probation system is often a protection for offenders against the injustices that are con- tinually wrought upon them by the police. To illustrate the operation of a probation system here are two typi- cal cases, taken from the Cleveland police court records: Able Blank. a Russian Jew, aged 22, stood for several hours on a cor- ner in a residence neighborhood ad- joining an industrial district. He stood until a nearby grocer closed and then he sat down on the bread box in front of that institution. Some of the neighbors called the police and Able was brought in, charged with being a suspicious person. A police court examination displayed the fact that in one of the Russian riots two years ago his parents were killed. A year ago, when his brothers and sis- ters were shot down in another riot, he concluded it was time to leave. He had worked in Buffalo for a time and had come to Cleveland in search of a better job. He had stood out on the grocer’s corner because he had no money nor nowhere to go. His arrest as being a suspicious per- son was his first introduction to America’s free institution. The po- liceman who arrested him, in a spirit of officiousness common to all guard- ians of the peace, wanted him held imntil he could seek further evidence relative to Abe’s connection in a “job” that had been pulled off on his beat a few nights before. Abe did not need arrest and im- prisonment—he needed a job. The took his view of it, turned him over to the probation officer, who in turn called up a prosperous junk dealer of Abe’s race and _ for whom Abe is now working. The pro- bation officer also told Abe about the night schools, where he could learn to read, write and speak English. judge Tt would have been an easy matter to make a criminal out of this fel- low by sending him to a workhouse with other criminals where he would cet the Ishmaelite attitude, with so: ciety against him and he against so- ciety. By the spirit of fair dealing, by ad- ministering help instead of punish- ment, the probation department soon eains the confidence of unfortunates and they come into court voluntarily when unjustly pursued by the police and through the knowledge they will square deal. For Blank, aged 19, cet a instance, George stole a small sum of money from a woman room- ing in the house of his parents. He stole the money all right. There was no question about that. given a He was sentence, turned over to the probation officer, where it was discovered that he had a steady job. He was required to restore the money he had stolen, This was done and in a short time he was released from parole. Two suspended weeks ago George’s sister missed her gold watch. George learn- ed he was about to be arrested on suspicion. Instead of his throwing up his job and leaving town and possibly becoming a criminal on the theory that he might as well have the game as the name, he rushes down to the probation officer for pro- tection, but before this department could take any action the watch was found in the upholstery of a chair. Installing these efficient institutions and departments is an movement. It is not a one. economic sentimental They are devices and systems for rendering useful that which might become wasted by neglect. It is simply conservation of ‘hu. ‘manity, When we direct our efforts to- wards economy on men we are di- recting it towards the source ol waste, for when we economize in men we economize also in that which they produce and use. With the hope of preventing graft many of the municipalities of this country have been overburdened with laws which prevent its officials from executing just, ordinary, efficient judgment in the economy of _ their management, and as a result a waste is produced which is perhaps more than equal to the graft. When a railroad corporation, for instance, wants to build a_ bridge across a river, they hold a meeting of the Directors or Committee on Construction, the plans are prepared and submitted and an efficient con- tractor employed to execute’ the work. If this same bridge were for a municipal corporation it would re- quire a resolution from the Council, a referendum vote from the people, sealed proposals would have to be advertised for and, according to law, work must be let to the lowest bid- der ‘regardless of the fact as to whether he is an efficient contractor or not. Tht poor quality of public work is due to a poor quality of contractors. You can’t make a man do good work if he does not know how or want to know how. Desire is more effective than com- pulsion. Letting work to the lowest bidder or even taking bids at all frequently results in getting the lowest class of work. It is an effort to get some- thing for nothing, and all of us have about learned that this is fruitless effort. A good job of any kind of con- struction requires about so much labor and material which costs about so much money, and it is absolutely unscientific to consider it on the bas- is of any other proposition. The other day the city of Toledo paid three differest prices for oats used in the stables of three different departments of that municipality. These purchases were made on the basis of bids taken months before. An erdinary business employing horses in three different departments would make the purchase of their feed in one contract, get the benefit oi quantity prices and it would be done by a purchasing agent whose business it is to keep posted in pric- es on the market and buy when the price is low. However, do not think of suggest- ing any of these economies for the city hall—those that are well known and operative in private businesses; for if you do you will at once become known in your community as a so- cialist or an anarchist, or, worse yet, 2 blatherskite. The editor of this magazine is in receipt of a letter from a manufac- turer of pumps down in Maryland. He complains that a lot of fellows from Detroit have been standing in front of his shop waiting for his men to come out so they can hire them away from him. He _ said, “These men are taken off something useful to work on something that is use- less; there is a vast difference be- tween pumps and automobiles. Peo- ple need water more than they need automobiles.” The editor of this magazine is in- clined to take issue with Mr. Pum) on this point. The American people need fresh air quite as much as they need fresh wa- ter. There have been a great many devices as old as time for getting wa- ter and then it is only water. As Kin Hubbard used to say, “You can lead a man ‘o the bar, but you can’t make him drink seltzer.” Just now the American people are on a big fresh air drunk and it is a pretty good drunk to be on. People that have been confined in- doors as we have all been for years, come to see red as the result of a savage breast and yellow as a result of a sour liver. A ride in a good bumpy automobile is fine for torpid liver. The sight of the green of Nature and the oxygen of the open is the best renovator in the world for a savage breast. Most of our social ills are the re- sult of our seeing yellow or red or both, and who knows but that the so- lution of our social problems may be in the automobile. In the meantime Mr. Pump should change his plant over to producing these vehicles—he should get in on the drunk. Mr. Pump is a good deal like the man who takes Apollinaris water—he is soon drowned out of the conver- sation. David Gibson. —_-+-. Seals To Be Raised in Great Lakes. That sealskin coat that Mrs. Neighbor is wearing may be only dyed muskrat skins, or some. other fur doctored to make it look like the royal seal, but in a few years it may be possible for all the little Neigh- bors to have real seal ‘caps and gloves and The 1 Alaskan waters are rapidly becom- ing extinct. Originally they number- ed some 5,000,000 head, but to-day, by the most frantic searching, only 170,000 can be found. Incidentally the United States has received some $2,000,000 more in hunting licenses than the original purchase price of the great territory. The rapid disappearance of the seal herds had troubled the Govern- ment authorities for years, and they have terminated all contracts with the seal hunters to give the animals a chance to multiply. In the meantime, Bureau of Fisheries wants to help things along. For some time it has been experimenting with raising baby seals in fresh water, and the officials are now convinced that seals do not coats. seals in however, the require either the icy waters of Alaska or the salty waves of the ocean. George M. Bowers, Fish Commissioner, insists that it is pos- sible to raise seals in the Great Lakes, especially in Lake Superior, and in the other large and cold fresh water lakes of the North, and that he is going to do the job, 2 oe September 14, 1916 MICHIGAN TRADESMAN We Want to Ask You a Pointed Question “Are You Going to Give Your Customers a . Calendar for 1911 e We are talking to YOU, not AN that tellow next door, but to YOU \ In order for you to answer the above question with as little effort on your part as possible we will ask you to fill out the letter below and mail it to us at once: TRADESMAN COMPAMY, Calendar Department, a 1910 Grand Rapids, Mich. Gentlemen:—Please send—______prices and information relative to your ‘‘Individuality Calendars.’? The following answers to your questions will give you an idea as to-_______requirements and the kind of a calendar that will be suitable for________business: Signature——_____— . Street—_— City nie State— What is the character of your business? ———--__. About how many calendars will you need? Have you used calendars beforeP — What did you pay for your last calendars? — If you will answer this question it will give us an idea as to how elaborate a calendar you have been using. Can you furnish us with a photograph of your place of businessP 9 ———_______— Do you want to use a picture of any familiar scene? ——____— Have you an attractive picture of any membsr of your family. The baby for instance? Have you an old, faithful horse, dog or any pet that your customers are familiar with? Do you manufacture or sell any special article? ——__ If so what?P—___ Have you a trade markPp_—_____ Have you a familiar phrase that you use in your advertising? Have you a hobby; if so, what is itP —— Have you a calendar that particularly strikes your fancy that you can send us, which will give us an idea as to your taste?) —_______— Tradesman Company Calendar Department Grand Rapids, Mich. 30 MICHIGAN TRADESMAN September 14, 1910 MONEY-MAKING IDEAS. Too Many Employers Underestimate Their Value. Written for the Tradesman. The world is full of fruitful ideas. great, big, *These ideas are replete with mon- ey-making possibilities. But they are so frequently unprof- itable just because thy are bot- tled up. The men who have them _ have neither the ability nor the means to work them out independently and they have not the knack of negotiat- ing them-—that is, .of selling them to pecple who logically ought to be in the market for them, In to get this subject in the proper light perhaps a few con- illustrations will not come order crete amiss. I know something of the inside working of a certain steel rolling mill. a fairly good sized concern, having recently installed a plant that cost them over a million dollars. They are They convert scrap iron (andsome other collateral materials) into steel, and they roll it into plates and bars. They are making money to beat the band. And they have a bunch of highly equipped young men at the heads of the various departments. The plant thoroughly up-to-date; and the product of this concern is famed for its uniform goodness. is I know personally the General Su- perintendent and the man who stands at the head of their chemistry de- partment. And they are both cellent young fellows. Recently they had a lot of trouble with some steel which did not work out right. It was too hard, too brit- tle and it caused the Superintendent no end of trouble. For a long time he did not discover the cause of the trouble; meanwhile delays and ex- periments were piling up operating expenses, But the knew from the start just what the trouble was. But said it wasn’t place to butt He was paid for a certain serv- He proposed to do the work he paid for and not the General Superintendent’s work. This was his job. It was up to him to make the product right. While he, the chemist, was paid to develop new processes and products. “I could have _ told them,” he said, “how that by the ad- dition of a few shovelsful of a cer- tain material they could make their steel come just right. But I am not Generai Superintendent and_ chiet chemist. I get one man’s salary and [ am gomg to do one man’s work.” So he bottled up his idea. ex- chemist his he ice. was Did } 1e do right? Wait until we get through before you answer that question, I know another concern which al- s© makes iron roofing, steel bars and sheets, and does a crack-a-jack busi- ness. In this department there is a bright young fellow wh» occupies the position of head clerk and cost agent. Hie is the best paid man in the cleri- cal department. And he can figure out costs to a gnat’s heel. He is on- to his job; and he gets a good sal- ary. This young man told me about the source of supply of a certain mate- rial which enters into their product. It comes from a long distance, and it costs a great deal to transport it. In addition to the original cost they have incidental expenses of refining this material (for the material does not run uniform). But the chief book-keeper and cost clerk happens to know where a much higher grade material can be secur- ed in unlimited quantities. It is sev- eral hundred miles nearer the plant; and the cost of transportation would be cut considerably below half. And, best of all, the material from this latter source runs uniform. It can be had at the: mines as cheap or cheaper than from the more remote source. By getting the material in question from the nearer source this company would save thousands of dollars a year. But the head book-keeper and cost clerk says he is not-employed as buy- er or as a geological expert on hunt- ing up sources of supply for the ma- terials to be used. His functions are clearly defined. He is employed to do a given work. He will do that work and no more—unless he is paid for the additional service. And so his idea is bottled up. I know a die maker who has un- der his bonnet an idea that would be worth thousands of dollars a year to his employer. It is just the thing that his boss wants. Just what he has been struggling for for months. His boss wants a flexible laundry tag —hbut can not work it out in a practi- cal way. The die maker has the flex- ible laundry tag par excellence;- for IT have seen it. It can be produced inexpensively and in enormous quan- tities. And the demand for this com- modity is already established. Job- bers are clamoring for them. My friend, the die maker, told his boss he had the goods, “but,” he said, “I’m not going to give it to you for nothing. If you want it you have g°t {O pay me; you can pay me so much outright or you can give me a royalty interest in the business: but it is not to be a donation.” The employer could not see it that way. He argued that my friend, the die maker, ought, for the firm’s sake, to hand over the tag. My friend reasons differently. In the meantime he is consuming the firm’s time and material trying to work out his boss’ idea of an impos- sible, impractical laundry tag» He has been in a “blind alley’ for months and he has used up hundreds of dol- lars’ worth of material. From _ the beginning he knew what the end would be; told his boss; but his boss has one of those solid-bone noggins. He prefers to fight it out until the crack of doom rather than buy a mere idea. So my friend, the die maker, has bottled up his idea. Now for the ethics and the econo- mies of the situation: When a prof- itable idea is rendered unprofitable through non-use, who is to blame? Somebody is at fault. Who? In éach of these several instances the men who possess the bottled-up ideas are young, vigorous and con- scientious men. They are employed in their several respective concerns to do a given work. Their duties are clearly defined. They know their work and they do it. They are young GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY FIRE Grand Rapids, Mich. The Leading Agency TIMBER BONDS AND STOCK Yielding 6% and Better Invest a few hundred dollarsand let it work for you. Write for Circular 10 E. B. CADWELL & COMPANY BANKERS Penobscot Bidg. Detroit, Mich. Kent State Bank Main Office Fountain St. Facing Monroe Capital _ se $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 can transact your banking business with us easily by mail. Write us about it if interested. Child, Hulswit & Company BANKERS Municipal and Corporation Bonds City, County, Township, School and Irrigation Issues Special Department Dealing in Bank Stocks and Industrial Securities of Western Michigan. Long Distance Telephones: Citizens 4367 Bell Main 424 Ground Floor Ottawa Street Entrance Michigan Trust Building Grand Rapids Corner Monroe CHAS S. HAZELTINE. V. Pres. JOHN E PECK. V. Pres. CHARLES H. BENDER, V. Pres. Wm. G. Herpolsheimer We Make a Specialty of Accounts of Banks and Bankers The Grand Rapids National Bank DUDLEY E WATERS, President DIRECTORS Chas. H. Bender Geo. H. Long Chas. R. Sligh Samuel S. Corl 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 Sulicit Accounts of Banks and Individuals and Ottawa Sts. HEBER W. CURTIS, Cashier JOHN L. BENJAMIN, Asst. Cashier A. T. SLAGHT, Asst. Cashier a WE CAN ae, THE NATIONAL CITY BANK GRANT RAPIDS 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 serene O NATI Capital $800,000 THE BANK N21 CANAL STREET Our Savings Certificates Are better than Government Bonds, because they are just as safe and give you a larger interest return. LD ONAL Surplus $500,000 334% if left one year. oN September 14, 1916 men with dependent families. They are sober, industrious and _ capable. And they are ambitious. They want to get on in the world. But they do not believe in putting the other fellow in the way to make thousands unless there is something in it for themselves. Do you blame them? think they are dead right. An idea is worth just what it is worth. If I can tell you in five min- utes how you can increase the divi- dend-earning capacity of your factory or store five thousand dollars a year from now until the end of the chap- ter, is not that five minutes’ talk worth something to you? It is worth just five thousand dollars a year from now on, is it not? Can’t you, there. fore, very well afford to give me a thousand or two for that idea? Looks like an economical proposition to me. But some people do not see it that way. The steel corporation would be hard to convince that this young chemist’s knowledge of things out- side his prescribed duties represented a profitable investment. They are apt to forget the cost in time and money and work it required for that young fellow to get himself equipped. AnJ the other concern would be slow to concede that their cost clerk's geo- logical knowledge was a thing in which they might profitably invest. And the die maker’s boss flatly re- fuses to part with any coin to gain a commodity that would make him thousands of dollars. People of this nature seem to un- derestimate the value of an idea. It has,a monetary value. And if it is a real producer it ought to be mar- ketable. And there ought to be a way of negotiating it. Some manufacturers and merchants —and I trust their numbers are in- creasing—can see this proposition in its true light. And they are willing to buy a fruitful idea. It matters lit- tle to them whence it comes; if it is a money-maker they want it and they are willing to pay a fair price therefor. And when producers and re- tailers come to recognize the ethics of the situation it will become in- creasingly easy and natural to nego- tiate the fruitful idea. Eli Elkins. —_+~-.+____ Life Lines. Positive purpose holds fortune cap- tive; fortune can be coerced but not coddled. Good fortune rarely instructs; it’s her daughter, Misfortune, that gives the best lessons. Your time belongs to your employ- er when he pays you for your work; then to “kill time” is robbery. Hold the horses back a little in your haste to reach decision and you drive the faster to the end in view. Watch and work; watch for oppor- tunities at every turn of the road, but work as if there were no watch or watching. If you like what your friend likes you flatter and you please him; but when you say your say—what you know to be so—he may turn his back on you. B. L. Smith. —— 272. >s__—__ A man often thinks he is a saint when he begins to exercise discretion in the choice of his sins. I do not. | MICHIGAN TRADESMAN Co-operative Effort and the Home Town Spirit. The little town, the small local trade center, is of vital importance to the country. Anything which tends to destroy the small town is a menace to the country as a whole and to the indi- vidual. The small town is a center from which radiates helpful influences—it makes possible the larger church— the better school—it stimulates home pride—helps the spread of modern ideals—serves as the leaven in the community loaf. And the town is the ideal distribut- ing point from the consumer's point of view, as well as the ideal mar- ket for the producer. But such a town must be rightly organized in all its activities. The town, like everything else in life, can clam the right to exist only by vir- tue of service. And the first great primary service of a town is as a market and a distributing point. All other phases of town service are closely related to the commercial side of its development. The live commercial town is the one which does most for its territory in other respects. Now, a town can claim support not because it is a population center, or because it is on the map. Its claim must be based on merit—on its ca- pacity to promote the good of the community. And people are loyal to it and its business interests just in the degree that it contributes to their good. Loyalty to a town is, therefore, a matter of reciprocity. Loyalty and support of its institutions are ex- changed for service. No town and no merchant in a town has the right to claim loyalty unless they give proper return. Notwithstanding this truth, the towns .of the country, healthy, live, wide-awake, thriving towns, are the basis on which the future progress of the nation largely hinges. And it is a patriotic duty to build the town, to make it the healthy, thriving center it should be. Therefore, a double duty rests on the merchants. They owe it to the country and their communities to make their towns thrive. This is in their power—it is to their profit to do so. They can do this by becoming live merchants. by adonting progressive policies, by fitting themselves to ren- der service-—and then rendering that service. For service, as we use it, means equal or better treatment, equal or better values, than find elsewhere. It is the deep-seated and rapidly growing realization of this basic truth which has given such splendid impetus to the co-operative move- ment. Organization, the concentration of effort, the adoption of the methods required by existing conditions—are rapidly enabling local merchants to sive better service than patrons can find elsewhere. And by this development the fu- ture of the small town—the growing trade center—is assured. —_—_+-2.———— Set Him To Work. The smart young man—his school honors thick upon him, and his in- tention to teach the world in general and his father in particular the man- ner in which up to date commerce should be conducted—stood earnestly hoiding forth in his father’s office. “You may rely upon me, sir,” he was saying with perfervid emphasis. “T will devote my whole life to the interests of the business. It shall be consumers can 31 my aim and ambition to keep the family name free from stain.” “Good!” said the old man gruffly. “That’s the spirit. Tell the office boy to give you the whiting and am- monia; then go and polish up the brass nameplate on the door.’—Har- ness. To be dead sure of too many things is a fatal kind of certainty. —_s>-e-a___—_ That religion is a sad failure which succeeds only in making us sad. “Purity Patent” Flour Is Not Made for Transient Trade It does not enter into competition with so-called ‘‘popular advertised brands.’’ High class grocers and dealers are supplying regular customers with it every day— customers who demand uni- form quality and the grocer’s personal guarantee of the same. The price of ‘‘Purity Pat- ent’’ is regulated by the price of wheat and not by the ‘‘over- stock’’ of some inferior brand where price talks and not quality. A fair margin of profit and satisfied customers is the reward of the grocer who sells “Purity Patent” Flour Made by Grand Rapids Grain & Milling Co. 194 Canal St, Grand Rapids, Mich. ROGRESSIVE DEALERS foresee that certain articles can be depended Fads in many lines may come and go, but SAPOLIO goes on steadily. That is why you should stock on as sellers. HANI SAPOLID HAND SAPOLIO is a special toilet soap—superior to any other in countless ways—delicate enough for the baby’s skin, and capable of removing any stain. Costs the dealer the same as regular SAPOLIO, but should be sold at 10 cents per cake. MICHIGAN TRADESMAN September 14, 1910 : hy EN \ ry WR {({(1 Prd)! Fi PILES MII DY, 4 ail 1 Wy)y) ) & y b Bon Va. /3 G LS %, 4 Health Essential To the Shoe Store Worker. The great tendency of to-day is to cverdo, hustle and worry; and it is due to the fact that things are de- 1 veloping too rapidly in all industries | | especially in the shoe and_ leather trade. But in our rush we should re- fundamental thing health. member that the above all else is The relations of employer and em- ploye in the matter of health is not orly a matter of human interest, but it is a matter of efficiency. Many of the stores in Boston have regular visiting physicians who make daily visits to the small sick room set aside there they necessary for such purposes, and prescribe for whatever is to place the employe upon the health This 1 list again. system in the de- stores has partment proven itself of inestimable benefit. Dr. Patten, who covers four of the largest Boston, that the efficiency of the shoe department stores in finds employes is of such a high standard that it may be classed as one of the most healthy occupations in_ the store line for women clerks—that 1s under conditions now. prevalent in Boston. The daily visits by him to the stores bring up a hundred and one little ills that need simple rem- edies, and rarely does he make a call that he has not at least five patients This humanitarian idea of bodily health of em- ployes is one which commends itself to advise. increasing the io every patron of a store, and it merits copying in all shoe depart- ments and stores where women are employed. man he must first be healthy, and a little In order to be a_ successful reasoning power will show you the logic of such conclusions. For many years we have known the association between lines of certain lines of work and cer- tain forms of diseases. For centuries we have known about the wrifer’s cramp; the girl who by long writing certain trade, uses a certain number of muscles and nerves continually, becomes the sufferer of paralysis of those There are associated certain diseases with miners; diseases Pe 1 associated a Certain set of HeCves. with employes of cotton mills; diseases associated with run- ning certain forms of . machinery; diseases associated with indoor con- finement; so that one of the first things always asked “What has been What particular sets of the nervous patients is— your occupation? system have you been using most?” When a-person has worked at a with a last for a certam num- 1 shoe ber of hours in the day, that person muscles Of|!son, while yellow | | iwill have dyspepsia or indigestion, so lalso sitting at hand-sewing will pro- condition in duce the same sort of the system. You may say that modern inven- tions and modern improvements have leliminated that connection between “occupation and diseases. This is not strictly true, because the compensa- ition offered to us by inventions and by improvements have been overcome by the extra keeping up with the doing ma- chine work as it were, and the break- down comes greater to-day than it did in the days of the hand manu- facturer. strain in machinery, in We know how many diseases are spread, not how they are actually spread, but how wrong we were in the conclusion in the vast relation to many diseases, and we know to-day that certain diseases follow certain lines of industry in the material. The ereat improvement so-called, in dye- ing and the tanning of leather, for in- istance, has brought into your lives certain forms of diseases. We know that certain diseases are carried in the skins, hides, hair and furs, and that no amount of treatment by the various acids are able to kill some of these diseases. One that occurs in your line of work is a disease called anthrax. This is a disease in the skin of the animal. We know the germ specifically that causes that idisease. We also know that no amount of dressing, no amount of currying or shaving’ will eliminate that germ from that disease. It re- quires specific treatment in order to get it out of that particular disease. The United State Government to-day is very particular in its inspection of hides, and if you have been to the ustom house you must have seen ‘the great scrutiny on South Ameri- can hides. The reason for that is ithis, that in some of the countries ‘not so much attention is given to ‘the treatment of hides before they are exported, and it devolves upon us in this country to protect those who are going to handle these hides. | We know that many diseases are ispread by insects. Yellow fever, for \instance, is spread only by the mos- quito, so we fumigate the holds in ithe ships against the mosquito. The ‘mosquito will bite a person who has ‘yellow fever and the blood is con- iverted into poison, and thus the dis- ease is spread either by stinging an- \cther mosquito or by stinging a per- fever has been |treated for years as being spread by \raw material, hides, cases, etc.; but jthat is not so. We learn that from |malaria because we have found that is |just what happens in malaria. And ,to exercise. so we have been ableto go into Pan- ama and do their wonderful engineer- ing feat simply by protecting our- selves against the mosquito. One of the diseases which perhaps effects the greatest number of per- sons is what has been termed tuber- culosis or consumption. Our early view relative to that has changed. If we wish to cure consumption we must first get them into the open air. We must get them into a situation where the greatest amount of sunshine will radiate into their bodies. Patients used to be sent to Southern California, and Colorado and southern parts of this country looking for those conditions, and they often died from home sick- ness. We now keep those people at home. and to-day we are curing a greater number than we cured be- fore. Cleanliness and fresh air are at the basis of all things. people to clean up their stores, their goods and themselves disease would be prevented and no amount of med- ical knowledge and no improvement in drugs will ever bring those results until people know the great value of cleanliness. It is not the germs that cause the disease. It is the food. We can not dodge germs. They are every- where; of all kinds and degrees of poison. Our only safety is in get- ting so clean that the germ will not find fertile soil. The commercial men are taking an- other view of cleanliness and the foreman has been instructed to ob- serve a fellow’s fingers, to see if he is a fiend to cigarettes. The fore- man is told to size that fellow up; talk with him; find out what his thoughts are; then come to me and 1 will make an estimate of him. The fellows are going to succeed on that sort of cleanliness, because after all it is not the goods you present—it is the way you present the goods. A great many people leave the store simply because the clerk has been repulsive to them. Women particular- ly come to physicians and say the fellows are always laughing as if they were telling a smutty story, so that cleanliness to you is a particular point ct view and from a medical stand- point I have tried to present it. The retailer ought to suggest to his clerks cleanliness of thought and manner. The old fallacy was—night air when we are sleeping must not come into our rooms. Now the night air we know is purer and more whole- some, because it is a quiet air—after the shops have been shut down and the railroads and electric cars all stop churning up the air; why shouldn’t it be? The middle part of the night should be purer, yet we have been shutting out that particular part of the day. Sleep with open windows, but screen them; because the great cause of disease is not the night air, but germs and insects which carry disease from person to person, so [| would urge upon you to take exer- cise and take it in the open air. There is no substitute for opening the windows and taking into the shop or room the fresh air. Rest should have a certain relation The fellow who thinks If we could get. he can work all day in the shoe store and then take up evening school in a heated atmosphere and then go kome and try to catch up and go to sleep in a closed room, and goes through the same process day after day, and thinks he can preserve his health, is deceiving himself. The time will come when he will break, and break badly; and there will be no catching up; because by a wise provision of nature human mechan- ism has been supplied with a margin of safety. We have been given a du- plication of organs. One organ takes up the work of another and allows the other organ to rest while it does the work. We have thus more blood vessels than we actually need, so that Nature has tried to keep us within certain lines; but Nature has her lim- its and when a fellow is burning the candle at both ends, Nature will col- lect the debt. The whole fundamental thing in eating and drinking is to treat your system as you would treat a furnace, because food to the body is what fuel is to the furnace. If you shovel an over-abundance of fuel into a fur- nace, you will exhause the fire. If you do the same thing to your system, you will injure it. The most common cause of indi- gestion is—first, increase in overeat- ing; second, bolting what we take in- to our stomach and giving our stom- ach work which it was never intend- ed to do. Both of these are ever prevalent in shoe stores. The most effective means for your success is good health. You have been given without cost—fresh air and sunshine. You should take the proper proportion of rest, exercise and proper quantity of food. If you have good health you will be happier; and if you are happy you will be content at the job; and it is the contented fellow who succeeds, and the business man of to-day is looking for the healthy, happy, con- tented employe in his store; and if you have those three fundamental things you are sure to be successful. The Boston Chamber of Commerce in its endeavor to diminish the chanc- es of disease by the contraction of colds, has compiled the following rules which deserve to be posted in verfrehrdro hro hro ro hro ronnn every shoe store in the country: Common colds are contagious. They are caused by germs. You catch cold just as you catch diphtheria. The germs of colds are spread from the nose and mouth of one person to another. Draughts, wet feet, chilling of the body and sudden changes of tempera- ture will not in themselves cause a ecld. (Stiff neck and other muscu- lar pains are not here included.) These conditions may weaken the body, help the germs, favor the de- velopment of colds and make them worse. Arctic explorers never suffer from colds until they become infected from their fellow men on their return to civilization. Do not get close to have colds. Do not use others who handkerchiefs, towels, cups, etc, that have been used by But it is worth noting that. PCa NESSES ‘cate aascntsiicans sce Mr sreeasines ic ae MICHIGAN TRADESMAN _ 383 Keep Your Profits From Going Up In Smoke One of the most serious problems con- fronting the shoe dealer of today is the end SAVM'TV of the season unsaleable, except at a loss é accumulation of shoes 7 In nine cases out of ten this question } Ou can be met in the Men’s lines by the ” oes ° ° THE BERTSCH SHOE re Cordially Invite Guodyear Welt And H B HARD PANS During the progress of the West Michigan State Standard Screw Fair, held at Grand Rapids from the 12th to the You are not asked to buy a single number that we do not 16th of September, to visit our factory and see make up in thousand pair lots and carry in stock ready for shipment. This more than answers the question for many of the largest retailers, and earns a premium from most of them in the shape of increased orders. Have you seen the samples for this season, a postal will bring them. how shoes are made. Our reputation for making good goods is well nigh universal and an inspection of our plant will show you why our shoes are better. HEROLD-BERTSCH SHOE CO. Goodyear Grand Rapids, Michigan Welt Standard Makers of the Famous Screw RINDGE, KALMBACH, LOGIE & CO., LTD. Bertsch Shoe and GRAND RAPIDS, MICH. H B Hard Pan Lines ans. SHOe SARD PAE Sixty Thousand West Michigan People Will watch the process of making the ‘‘Glove” Brand Rubbers by an expert sent here from the factory in To select the line that will give you the best results in every way. We can help you by Connecticut to demonstrate the showing one of the most select and profitable superiority of Glove Rubbers. general lines of shoes on the morket— Glove Brand Rubbers are the “Red School House”’ best fitters, hence the best wearing 3 rubbers on the market. Shoes have been before the public over forty years— good proof of their value. We make shoes - to suit all taste . Don’t be satisfied until you see them. Hirth-Krause Company Agents Watson-Plummer Shoe Co. ° : CHICAGO DIXON, ILL. Grand Rapids, Mich. Stock Rooms and Offices Factories Market and Monroe Sts. MICHIGAN TRADESMAN September 14, 1910 people who have colds. Even: al- though you do get your cold from neighbor, do not pass it on. Do not sneeez or cough except into your handkerchief. may spread colds, ether diseases. Do not spit on the floor; to do so Do not neglect a cold. It may lead to serious complications. During the first few days, if you have fever, stay in bed. This will help you and pro- tect others from getting our cold. Take a laxative and use simple house- hold remedies. If these do not help you call a doctor. You will be able to resist the germs causing colds if you keep your body in good condition. Breathe pure air; avoid dust; take regular exercise; get plenty of sleep and rest: eat wholesome food and do stuffy, you tuberculosis and not sit for long hours in a close room. Colds bacteria in your mouth, teeth, nose and throat; therefore keep these parts clean.— come from the Boot and Shoe Recorder. | A Replacing Shoes in Stock. | It is a conservative state that at least 20 per lost in the are due to the fact that the salesmen have not mastered the art of proper- estimate [to cent. of the sales average shoe store lv showing the goods to the custom- er. During rush hours it is a difficult thing to wait on more than one per- son at a time and immediately return the goods to the shelves after the customer has decided that he wants to buy another style. Yet the importance of returning the goods to their proper places at the earliest possible moment can not be emphasized Two too strongly. stores in Baltimore illustrate this point most effectively. One retail shoe dealer in that city is quite a fanatic on the subject of shoes to the stock. He will mit his clerks to allow the returning not per- shoes to after the busiest hours are over. His instruc- tions are that no customer is to be shown more than two pairs of shoes remain on the counter until at a time and under no. considera- tion are the cartons to be removed from the ledge. The result is that the store alawys looks orderly and sales are made quicker, to say noth- ing of the that never leave his shop. In another fact mismated shoes store in the same city no attention is given to replacing of shoes in stock. Of course the goods are returned to the shelves, but not until the time can be easily spared to do. soe. Some goods that are from the basement are left on the selling floor until a large number accumulate and then they are put away. Sometimes the shoes are out of their proper places for days at a time and in instances the salespeople compelled to either lose the sale or spend much time con- vincing the customer that another shoe is better adapted to the “pecu- har construction of her foot.” hrought up many are It makes no difference what system is employed in the store, if it is not far-reaching enough to govern. the showing of the goods and their re- placement in stock it is a faulty one. -Shoe Retailer. HER NEW SPRING HAT. She Loved It Most Because It Was Exclusive. Written for the Tradesman. The expressman came whistling up the walk and knocked at the front door of the cottage. It was a new cottage in the form of a bungalow, and there was no bell. When Maxine saw and heard him she gave Algernon an impulsive lit- tle hug and ran out into the recep- tion room, from which the door open- led directly on the porch. Algernon went back to his paper. Algernon was unemotional. He paid small attention to the kittenish moods of Maxine. Besides, how was he to know that there was in the large box carried by the expressman a new spring hat? had worried a good deal over her spring hat. She had paused Monroe and_ Division street windows and dwelt hesitatingly on the beauties there displayed. More than once she had decidel on a creation of straw and things, only to cast it out of her mind when Maxine long before she saw something like it on the head of some other woman. She wanted a hat that her ac- quaintances would grow green with Besides, where was use of spending a lot of Algernon’s money for a skypiece if the first woman she met looked it over and said: CoVyY Over. too sweet. Mrs. Den- ton, over on Fountain street, has one just like it, only I think the material is finer, and the ornaments just a tri- fle more expensive. And I saw one somewhere else. Let me think. Oh, yes, Mrs. Sharron’s housekeeper has one just like it. the Wes, ab 45 I presume that is Denton does not wear her new one any more.” reason Mrs. What is the use of having a new spring hat if your dearest friend can throw talk like that at it? Maxine thought there was no use at all. When she got to the door the ex- pressman had the box on the floor of the porch and his’ receipt book open in his hand, with the indelible pencil sticking out between the thumb and index finger of his right hand. Maxine signed for the box and caught it up in her arms. “One dollar, please,’ pressman. said the ex- Maxine’s blue eyes opened wider. “Why,” shes aid, “they were to pay the expressage.” “But they didn’t,” said the express- man, reaching for the box. Get her new spring hat back? No, sir! That was a priceless hat. It had been ordered constructed in the large city of Chicago and was destined to make the Grand Rapids hats look like thirty cents. She took out her purse and found twenty-seven cents and a sample of ribbon Mrs. Gibbs had given her the day before. In a moment she ap- peared before Algernon with a peti- tion for a round, hard, iron dollar. She thought she could use the twen- ty-seven cents in another way. Algernon started to say some- thing, but changed his mind, for there was the emissary of the express the company—a soulless corporation—in the doorway. He gave her the dollar and she transferred it to the expressman and he went away, closing the door hard after him. Then Maxine borrowed Algernon’s knife and cut the knots of the strings which held the box to- gether. “What is that?” asked Algernon. “I think it is a shame,” said Max- ine. “I just know they paid the ex- pressage on this box. They — said they would. I’m going down to the express office to see about it.” “What's in there? ‘asked Alger- non. Maxine unwound the cord which helped to hide the wonderful hat. She wanted to surprise Algernon and hear him “oh” and “ah” over the hat. When at last the cover came off and the hat came out Algernon was indeed surprised. It looked as if it had been laid own and rolled on, and pushed into corners, and twisted around a trolley pole, and buffeted about in a street car strike. Algernon looked it over casually and said it was too bad. Maxine gave him such a look as only an indignant wife can give a great brute of a husband and went to the mirror with the hat. “You want to put in a claim for damages, right away, quick,” said Algernon. “It is rotten to deliver in that shape.” “Why. you goose,” explained Max- ine, “that is the way it was made.” She put it on and walked up to the mirror, and away from the mir- ror, and turned her head this way and that way to catch the dazzling effect of the gorgeous thing. It was one .of these hats you see in windows downtown. The main structure looked as if it had started in to be a_ shoot-the-shoots and changed its mind to become a copy e{ the leaning tower of Pisa. To some extent it looked like a’ draw- the coast with an ex- tension thrown out here and a side- porch nailed on wherever there was ing of range, room for it. It was made of straw and the ornaments were also of straw. looked at # he thought of the stack of straw in the old barn-yard, with the pigs rooting As Algernon under it until it slid down in places and hens roosting on it until it was feathered out like an Indian on the | | | | path of war. The reader will under- stand, of course, that this is not a scientific, technical description of a new spring hat as a milliner would describe it. These words are design- ed merely to show how the hat really looked. “Icon’t it beautiful?’ asked Maxine. “Tt looks to me,” said the brutal Algernon, “like one of the things you get when you lese a_ freak bet and have to wear down Main street with a band playing in front aud the boys applauding from the windows.” “You're a brute!” said Maxine. “Where did you get it?” asked Al- gernon, thinking of the round dollar he had just put up to rescue the creation from the agent of the soul- less corporation, “Why,” replied Maxine, pushing th: hat over one eye, “I ordered it from Chicago. I got it out of a book. I will show you the book, and then you can see that it wasn’t in any collision on the way here.” Algernon grinned and Maxine went and got the book. It was as large as an unabridged dictionary with a couple of volumes of the census re- port bound in with it. It was set in four-point type, and the illustrations looked as if they had been made by a man who was pressed for time as well as talent. This book told about everything on the earth and in the deep blue sea. The editor of the volume seemed to be trying to give things away. Max- ine turned to page 97,683 and show- ed a picture of a hat. “There,” she said, “I ordered that one. It was only $24.74, and it says right here that-no local merchant will sell one for Jess than $87.60. You can see it for yourself, right there in lit- tle type.” “What's the matter with Rapids hats?” asked Algernon. “Qh, they’re too common!” Grand “T see,” said Algernon. “Do you suppose I want a hat that Mrs. Fallon Dean Vinton and Mrs. Annie Belle Harlow and all the rest have been looking at in the show MAYER Special Merit School Shoes Are Winners The Fall Rush will surely be on very soon. Are you prepared for it? over your stock of Shoes today, and then send us your orders. Look Cee PARLE 146-148 Jefferson Ave. DETROIT Selling Agents BOSTON RUBBER SHOE CO. mtasaias 2 sss entaielesass i cn sesrstints O erersein ieee September 14, 1910 MICHIGAN TRADESMAN 35 windows for the past ten days? You wouldn’t want your little wife to have a hat like that, would you, dear?” And Algernon said of course he wouldn’t, and Maxine kissed him on the tip of the cheek bone and turned the hat around to see how it looked on the hither side. “Tf I’d bought this hat here,” Max- ine said, “I would have paid $87.60 for it. You can see the figures right there in the book. Besides, every time I went out the neighbors would have thought I was some one else on account of having a hat like other people. Now, you see, I’ve got an exclusive hat, and that is why I love it.” “T see,” said Algernon, “but, all the same, the Grand Rapids milliners are doing business with me, and you ought to have traded with them. That hat may cost me a good customer. 3esides,” he added, as a straw orna- ment dropped to the floor, “where are you going to take it for repairs when the glue melts or cracks off. There isn’t any hat hospital here that would take a case of jim-jams like that and guarantee a cure.” “TI think you're a mean old thing,” wailed Maxine. “This piece can be put right back on with a little mu- cilage. If you look at the mail order catalogue you'll see that the hat is guaranteed.” “All sight.’ said Algernon, “only I’m sorry you didn’t buy it in Grand Rapids. I don’t like the idea of do- ing business with mail order houses.” Maxine gave a little gurgle of de- light. Mrs. said. “Here comes William Walter Willams,” “There she is, coming through the gate now. She’s an old trump. Ill leave new spring hat on and go to she my the door. Then she'll think we’re going out and, wen’t stay long. And then she can see the hat. You go out and take off those slippers.” Five minutes later Algernon came tack to the portiere and stopped, hid- cen by the fabric from view. Mrs. William Walter Williams was pass- ing on the hat. “Why, wherever did you get it?” she asked. There was a murmur of voices and then Maxine said: “T couldn’t suit myself here, you know.” “Te 4s “Tm well. beautiful,” said the visitor. sure it. becomes you ever so Nettie Fitzgerald has one just like it, only I think the material is choicer and the ornaments’ rather richer. I told Nettie it was rather extravagant fer her to get such a hat, for she earns only $7 a week in Walter’s laundry, and the hat cost almost $12. So sorry you're going out. Lovely day. Now, be sure and call” When Algernon got back into the sitting room Maxine was weeping on the hat. She gave it out strong that Mrs. William Walter Williams was a number of undesirable things. “Give it to the cook,” advised Al- gernon. “Then Mrs. William Walter Williams will think you were put- ting one over on her!” And that is what really became of the mail order new spring hat that was to be both cheap and exclusive. Alfred B. Tozer. ~~» 2-2 Utilitarian Inventions Discovered by Accident. The number of useful articles in vogue to-day that were invented by accident would lead to the conclusion that most conveniences come into being in that way. For example, the porcelain of your bathtub was dis- covered by an alchemist who’ was seeking a mixture of earths that would make the most durable cruci- bles, and roast pork came into being through the accidental burning of a pig stye in Scotland, together with its inmates. When Marshall Jewell was Minister to Russia he discovered the secret of making Russia leather by his sense of smell. The Russians use birch bark tar in dressing skins in- stead of tallow and grease. By lit- erally following his nose one day on a visit to a large Russian tannery, Jewell chanced upon the secret com- pound in a large kettle. He recogniz- ed the odor of the birch bark and re- ported the discovery to his govern- ment. As a result genuine Russia leather goods are now being made in this country. A hen once walked 'through a clay puddle and then into a sugar house and left tracks of her muddy feet on a pile of sugar. Wher- ever her tracks were, it was noticed the sugar was whitened. After a num- ber of experiments it was found that wet clay was valuable in refining sug- ar. The wife of an English paper- maker once let a blue cloth bag fall by accident into one of the vats of pulp. She was so frightened when her husband became enraged because ‘of the blue tint of the paper result- ing, that ‘agency in the affair. confess. her For four years the damaged paper was stored as a dead loss. Finally the manufacturer sent it to a London agent and in- structed him to sell it at any price. The paper was an instantaneous hit with the buyers and large additional orders were The maker was in a dilemma, for he did not know how to reproduce it. Fortunate- ly he was a man who took his wife into confidence, she revealed the in- ward facts in the case and their for- tunes were made. —-—» > Brevity. Brevity is often the bond between effort and success. The use of too many waste of double time—your own and the man who reads. A long letter says: “Read me lat- er on.” A short pithy one: “Read me now and note what I say.” Busy men live every minute in the day—reading superfluous matter is not living; it is trifling. Men who won’t trifle won’t be tri- fled with. Get to the point at once when you have a point to emphasize; if you have several, keep them close com- pany. You must be concise to be under- stood; you must be brief to get 4a hearing. That is just what it means: brevity gets t hearing. Many words get passed by. Walter Goodwin Storer. she did not received. words is] What Other Michigan Cities Are Do- ing. Written for the Tradesman. The Kalamazoo Council is having its hands full of late dealing with franchises for electric roads. The franchise granted Col. W. V. Jacobs for the Kalamazoo, Gull Lake & Northern four years ago has been de- clared void. Application is to be made within a month for two other fran- chises, one in behalf of the Lake Michigan & Kalamazoo, which pro- poses to run its line from Benton Harbor and St. Joseph to Kalama- zoo, and the other by Geo. E. Bar- deen, the Otsego paper manufacturer, who proposes to build between Kala- mazoo and Otsego, with extension later on to Grand Rapids. Petoskey reports indicate that 1910 has been the banner year in the way of resort business. The proposed anti-fly ordinance, drafted at the request of the Board of Health of Kalamazoo, is looked upon by some of the celery growers as disestrous to their business. Un- der its provisions the Board of Health may prevent the use of manure for gardening purposes, but growers have been assured by city officials that ex- treme and unfair measures will not be taken. Grade separation is being discussed at Pontiac and the State Railway Commission says that if the city will pay for the bridge approaches that the Grand Trunkk and the D. U. R. railways will be asked to build a bridge at the South Saginaw . street crossing. The Reo Motor Car Co. spent €1,601,271.60 for supplies and labor in Lansing during the past year. It is this sort of fertilizing that makes cities grow and prosper. Benton Harbor wants more _ fac- tories and at a recent public meeting President Peters, of the Business Men’s Association, appointed a com- mittee of five to confer with the of- ficers of the Development Co. and perfect plans for a continuance ofthe work of the latter organization. The Ludington Council has adopt- ed a garbage ordinance which, if en- forced, will make that city one of the cleanest and sweetest in the State. The Evart Board of Trade has pre- pared exhibitions of the products of Osceola county for the State Fair and two county fairs. The Board will also distribute 10,000 leaflets to pros- pective home seekers. Almond Griffen. ———_.-2 2 - Girls May Oust Boy Messengers. Most of the 15,400 messenger boy: employed by the British postoffice depattment in England, 4,000 of whom are in London, are in danger of losing their places to girls. The postoffice officials are working upon a plan to bring about this revolu- tion. The proposed change _ has aroused a great deal of interest and the officials are being swamped with applications from girls and protests from boys. It is purposed to employ birls in the telegrph and instrument galleries, in the sorting, telephone, and accountants’ general rooms. —_»2. 2. Praying may be a costly thing when it is a refuge from paying. For Retail Stores leather covers and carbons FREE. Send for samples and prices. CONNARD-HOCKING CO. 156 E. Lake St. Duplicating Sales Books Printed, numbered, perforated and tabbed 100 slips to the book, with t Chicago Brighten Up Your Store ' No Brightener on Earth Like American Lighting Systems Brighter than the electric arc, cheaper than kerosene. Nothing so adds to the attractiveness of a store as a bright interior, and any lighting system that you may have in use can well be discarded for the marvelous American Lights, whose economy of operation will save their cost within a short time. We want to tell you more about American Lights, so please drop @ card to American Gas Machine Co. 103 Clark Street Albert Lea, Minn. The G.E. Tungsten and manufacturing skill. the cost of your lighting. Grand Rapids-Muskegon Power Co. Grand Rapids, Mich. City Phone 4261 Bell Main 4277 P . IF YOU CAN GET Better Light wit, a lamp that uses : Less Than Half the Current what can you afford to pay for the new lamp? is a masterpiece of invention, genius We can supply it at a price which will enable you to make an important saving in J MICHIGAN TRADESMAN September 14, 1910 TeaQNNNY ~ 2 Q = ~ Ba, > a ~ = = S = pa pas mae co = rg NB = . SS 2S = > = A poe . ce a Ss — = = ££. ss ~— = = a oe a Salesmanship and Advertising in the Haraware Store. The object of members of the Hardware Association is simply this: To sell goods at a profit. That is all in business for, Your what we are business is organized for the pur- pose of selling something. Ant less we can sell at not stay in bu Now, in profit words, siness. order to sell goods at a do? In other what must we what is salesmanship? Minds of Others. It is simply making the other fe low fee] as Influencing the 1 you do about what you have to sell. You are trying to get yle who come into your store. the peo} , a larger people in way, all the town, to feel that or in 1 your they should buy your goods You from you believe that they should buy You are os _ 5 = their minds into agreemen bring 1° seeking to t with your mind. Now, when you have brought them around to the point where thev agree with you, then you have made a sale. \ sale does not take place in a man’s vocket, or in his pockethook. t ar across your cou It takes place in the man’s mind. Tn order to make sale it is always necessaty to con- When we look at salesmanship in this broad way we man’s mind. vince a see that it does not make any differ ence whether you are selling a pont ot nails. or 2a garden tools or a suit of : - : piece 07 rea estare OFT 1 toms bile—-the same broad. principle ap plies. Business of Running a S is simply the business of influer cme the mind of the public. The man who runs the most. successful store has the biggest business and makes the most money out of it is the man who can influence faverably the larg est number of people Suppose we have a here in the bu which a vacant corner siness district past million people decide to this cor- quarter of a walk daily. Suppose we open a hardware ner. Then store on First, we put up building. our we stock up with eoods and then we open the docrs-to the pub- C i ic Here is our hardware store in fine location, all stocked up with coods and the 1s that all doors are open there is to do? No: the whole question of whether that store will succeed depends on whether it wi! sell the goods inside. And the whole question whether it will sell the goods depends whether store can influence favorably, and not upon unfairly, the minds of the people who go past it every day and > ac) . i : Retai!! cide of your store, then you have to this | all the ithe other people in the community who may be possible buyers of its goods. You have got to get the people in- sell them the goods you have stock- ed before become a_ merchant. And this is the hardest part of being a merchant—in my own opinon about seven-eighths of the problem. Nearly sufficient amount of capital can put up a store fll it with goods, but not every one can sell the goods to keep For a great many people do not understand in the first place that salesmanship is simply in- you anybody with a building, the store going. finencing the human mind, and, in the second place, do not know how to in- ] the mind. The Mind Is Influenced by many things and in many The business man who realizes these fundamental principles of salesman- have it in mind from the time he first plans his building. The building itself. influences the mind of the The windows and the displays in them influence the mind ence ways. os snip will customer. la The goods and the way they are dis- store influence the played in the ind possible buyer. Also the mind of the value, the price and, most of all, per- hans, the emploves of the store. The Right Kind of Employes. The merchant must depend upon selling for deal personally with and in a large store he probably does not his employes to do his him. te only a few of his can customers, Tle meets clerks From him the pub- meet the customers at all. the public other employes. through his and lic gets its opinion of him and his Store. Hence the problem of having the right kind of employes is one of the not the biggest—of the problems of running a retail business. he te pig gest—ti This brings up the subject of em- ployment of help. The question of employment is always hard. Here is a matter in which judgment often goes wrong. If you or IT or any oth- er business man could find a man whose judgment in employing people was absolutely correct, who could trade over and over again. If he does not make the right impression on you the second time as well as the first, the chances are that he would not on his customer. Don’t Employ Unsuccessful Help. Some folks will tell you that a man who has fallen down in one job can make good in another where circum- stances are different. But I doubt it. I never yet opened an egg and found it bad at one end and then turned around and found it good at the other. One way to get help is to adver- tise. When you advertise, however, be straightforward in your advertise- ments. Never advertise under a ficti- tious name. Getting Employes. If you need fifteen or twenty men advertise for two. Good men do not seek employment where employes are wanted in droves. Occasionally it pays to take space outside of the want columns. The kind of men you want generally have a job and are 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.,Cincinnat!,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 Peari St. 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 Mfg. Co. Chicago Makes Gasoline Lighting Systems and Everything of Metal WALTER SHANKLAND & CO. 85 CAMPAU ST., GRAND RAPIDS, MICH, Mich. State Sales Agents for The American Gas Mach. Co. Albert Lea, Minn. Columbia Batteries, Spark Plugs Gas Engine Accessories and Electrical Toys C. J. LITSCHER ELECTRIC CO. Grand Rapids, Mich. Clark -Weaver Co. Wholesale Hardware 32 to 46 S. lonia St. Grand Rapids, Michigan Our new catalog is now ready for distribution. 196-200 W. Leonard St. 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. The only exelusively wholesale dealers in Builders Supplies in Western Michigan Grand Rapids, Mich. YU ff fw, Y Y; tell by looking at an applicant and talking with him just how good he was and just sort of -an ploye he would make, we could af- ford to pay this expert anything he asked. But there is not sucl what em- an expert in the world. It .is impossible to look et a and tell from inspection whether or not he can sell goods. I never employed a man in: my life on the first interview. I believe in asking a man to come back the sec- lond time, because, as a general rule, clerk will have to wait on his man I] Wf SSS ~” Ss XZ 44, S MID(*hNSE SI FOSTER, STEVENS & CO. Exclusive Agents for M chigan. SS\NONSOOT. SMOKE DIRT= “ISS Ss eA Ee “SSA WS os nee SO — TSS AY WS SSs~ LSS TTS Ss = SS ag = SSS) PASS Sy | NN aan Ks SN Ss nF iy fj /f, N XQ Swat SS ~ . ao CHU Ae KEAN ‘SAFES «a, ty, “de : f “nig i \ KG yl " ant . . PCTS) dl ( EWU Grand Rapids, Mich. Write for Catalog. Sr Roricsrisnsamnsia se pallets ea cibaveeiolt j j San Ae te es wea, ical een j « a September 14, 1910 MICHIGAN TRADESMAN ob not looking through the want col- umns of newspapers. They might be attracted, however, by a display ad- vertisement. Another way to. get help is through the clerks that you already have. In this case, however, you al- ways have to make allowances for friendship. You must be careful not to allow yourself to be influenced by the rosy reports of the man who is trying to get his friend a job. Another way that I have seen used with success is to advertise for some article like a typewriter or an adding machine or a safe. The salesmen who handle these articles are oftentimes very bright young men and by watch- ing their methods in trying to sell you, you can determine whether orf not they would be good men for your own line. Training People. After you have hired your help the work of building up an efficient sell- ing organization—for that is what every store really should be—has only begun. Even the best clerks need to be trained. I think that one of the most interesting and impor- tant developments of modern busi- ness is this idea of training employes which all of the big, successful firms — retailers, wholesalers and rmanufacturers—are gradually adopt- ing. When you come right down to it, this is the only reasonable way of doing. You, as the head of a_ business, know a lot of things about selling goods, handling customers, keeping up stock, etc., which are the result of years of experience. Furthermore, you have had the ability to profit by all of this experience and that is one reason why you are the head of a concern and not merely an employe. Now, if your clerks knew a lot of the things you have learned, they would be far more efiicient. But they do not know these things, because they have not yet had time to learn and probably many of them have not the aptitude which enabled you to master all these things. There are two ways in which they can learn. They can go ahead for sev- eral years and make mistakes and fin- ally, perhaps, learn some part of what you know. That is one way. The cther way, the reasonable way, is for you to teach them some of the things you have learned, so that they can avoid the mistakes and do their work with the same efficiency that you have. Merchants and other business men have time and again exclaimed, “Oh, if I could only get people who could relieve me of a lot of this work; who could sell goods and handle cus- tomers the way I handle them.” But have they ever done anything to train their employes? Store School For Clerks. I really think that every retail store should have a “school for clerks.” And the first lesson that I would teach would be the lesson of courtesy. I know of no other quality that employes in business need so much as the quality and courtesy in dealing with the public. All of you are familiar with the comic supple- ment jokes on the “young ladies” in the department stores who are too busy fixing their hair to take care of customers. Most of your employes are, of course, men, but don’t you find that they often fail in this particular just as much as the young women? I do not know why it is, but oftentimes employes of business houses assume an attitude toward the public like that of the librarian who complained that so many people came to draw out books that he did not have any time to read. Teach your clerks that they are there to serve the public and that it is their duty and should be their pleasure to go to almost any rea- sonable length to be of service to those who come into your store. If I had a store I would teach my employes the talking points of many of the different articles handled in the store so that they would be able to answer questions intelligently and to show customers why they should buy articles of good quality rather than cheaper brands. I would teach clerks how to keep stock, to wrap up parcels, how to wait on customers. Call their attention to the importance of always being neat, well shaved, careful in their dress, etc. Employes Need Supervision. There are few people who do not require some supervision. But the less supervision a man requires the more valuable he is and the more pay he earns. : A man really pays for the super- vision that he requires. The differ- ence in wages between the depart- ment head who manages his share of the business with little supervision and the clerk who does. nothing without instructions is accounted for by the fact that part of what might be the clerk’s salary is paid to some- body to watch him. Supervision is no reflection on a man’s honesty. If a man is honest he will not be ashamed to have some one check up his work. If he is not honest, you simply have to have some one watch him. If a man is honest, I believe it is your duty to keep him honest by surrounding him with every possible check to keep him from going wrong. Real Test of Executive Ability comes in the handling of employes. Treat your people individually. Make a point to get acquainted with what each man is doing. Make it a point to speak kindly to your people at all times, only criticising them when ab- solutely necessary. Many a man has been knocked out and discouraged for days and made almost useless in the store because he has been criticised in such a way as to take all of the spirit out of him. I am a great believer in what is called the “magic of praise.” If one of your clerks has done a good piece of work, tell him so. Show him that you appreciate it. You may say only a few words to him, but if he is the right kind of a man the fact that you have been pleased will sink into his heart and will make him work all the harder, because he be- lieves the “old man” will appreci- ate it. People will often work harder for honor than they will for money. For much worth while to offer prizes to salesmen. In a store prizes could be offered for the clerk who does clerk who secures the greatest num- ber of new customers, for the clerk who makes the fewest mistakes, etc. Encourage Suggestions. Another good thing is to offer priz- ployes. At our own factory we have out up a bulletin in every department asking all our men to think about their work, to see where some im- provement could be made, some operation shortened or better way. We pay for every sug- TYPEWRITER $18 75 This is your oppor- tunity Write at once for the most interesting made to the type- writer purchaser. STANDARD TYPEWRITER EXCHANGE 23 Park Row New York City Mica Axle Grease Reduces friction to a minimum. It saves wear and tear «f wagon and harness ergy. Itincreases horse power. Put upin 1 and 3 Ib. tin boxes, Io, 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 14g, r and 5 gallon cans. It saves horse en- STANDARD OIL CO. Grand Rapids, Mich. | this reason I have often found it very | the | greatest amount of business, for the | es for suggestions. The wise busi- | ness man nowadays has his mind open for suggestions from his em-| done in aj REMINGTON proposition ever) CONCRETE MACHINERY explaini: g ever mailed free. Power Drain Ti Stone Crushers Sill Molas Architectural Molds MODERN Hand Batch Mixer Cement Worker: Universal Concrete Machinery Co. 100 West 4th St., Waterloo. lowa Attractive Prices Catalogue ‘M, T."’ Machines Power and Hand Mixers Block Machices Brick Machines Tools ything le 3” THE 1910 FRANKLIN GARD Are More Beautiful, Simple and Sensible than Ever Before Air Cooled, Light Weight, Easy Riding — Model H. Franklin, 6 Cylinders, 42 H. P 7 Passengers, $3750.00 Other Models $1750.00 to $5000.00 fhe record of achievement of Franklin Motor cars for 1909 covers no less than a score of the most important reliability, endurance, economy and 1909 season. List of these winnings will be mailed efficiency tests of the on request. The rtg1o 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., one gallon mileage contest, held by the Automobile Club of Buffalo. Among 20 contestants it 46 1-10 miles on one gallon of ga and outdid its nearest competi 50 per cent. If you want economy—com simplicity—freedom from all troubles—light weight and light tire expense—look into the Franklin. Catalogue on request. ADAMS & HART West Michigan Distributors 47-49 No. Division St. in the went soline tor by fort— water Your Waste The Handy Press For bailing all kinds of waste Waste Paper Hides and Leather Rags, Rubber Metals $35 and $45 f. 0 b. Grand Rapids. Handy Press Co. Increases the profit of the merchant from the day it 251-263 So. Ionia St. In the Way Something to Make Every Pound of Your Waste Paper Bring You Good Dollars is introduced. Two sizes. Price, Send for illustrated catalogue Grand Rapids, Mich. 38 MICHIGAN TRADESMAN September 14, 1910 gestion that is adopted and in addi- tion we give prizes for the best of the adopted suggestions, Big Rather Than Little Things. The hardest thing the proprietor or manager of a store has to do is to differentiate between big and lit- tle things. Do not attend to a little thing when by doing so a big thing suffers. Do not try to drive tacks with a sledge hammer. By that 1 mean do not let yourself waste your valuable time attending to details that less valuable people can handle. I have a plan by which I try to keep myself free for the important things. On my desk is a pad on which each morning I write the ten most important things I have to do that day. I. put them down as they occur to me, and as I do them I mark them off. Every morning my stenog- rapher puts a fresh sheet on my desk. Sometimes the very important things do number ten. Some- times there are more. Other impor- tant things I put on another page, but I try to keep before myself the ten most important and try to keep myself on the most important work. not The same plan is carried out all through our business. Each depart- ment head has on his desk a memo- randum of the important things that ne hastodo. Suppose I ask each one of you now to tell me the most im- portant things you have to do. Per- haps you would have to scratch your heads and think. Now if you do not know how can you be sure that you are always working on the most im- portant things? I was over in Scotland one time and I said to a Scotchman in Edin- boro, “I notice that young Scotch- men are getting the best jobs in the banks in England and on the Conti- nent. They are in places of respon- sibility. Do you know why that is?” "9h he said, “that 1s easy. it as mental arithmetic.” I said, “What do you mean by that?” And he - said, “Mental arithmetic in a boy becomes judgment in a man.” It is the ability to weigh in your mind two opposing factions or things and be able to come to an intelligent conclusion as to which you would better do. To be successful you must be able to weigh in your mind the things that come before you and make your decision on the side that goes down. Here are five reasons why you ought to do this thing. See how many rea- sons there are on the other side why you ought not to do it. You will be more likely to come to an intelligent conclusion. Make Decisions Quickly. Another thing—learn to make deci- sions quickly. Some of us would not be able to get very far if we did not have to make decisions quickly. Learn to size up things and make decisions as quickly as you can. There are times when judgment is better to-morrow, but if you are in touch with the business you can make your decision as well now as later. If you find you are on the wrong road, change your mind. There are only two classes that do not change their minds; only two—fools and dead men. None of us wants to be- long to either class. Do not be afraid to change your mind when you are wrong, but do try to make your decisions quickly. Handle the Hard Things First. Again, we are prone to put off the hard things that are on our desks. “Here is a letter I ought to answer,” we say. “I will put that off for a while. I have three or four other things I can do.” You put it off. To- morrow you will say, “That thing is there yet.” And that is the way it goes. Now, I will tell you what I do. I am not preaching anything I do not practice: you can ask anybody work- ing for me. I have made myself do this. I handle these hard things first. The easy things I can handle any time, so I handle the hard things first. It may take longer, but they will be handled. Everyone Is an Advertiser. I often hear merchants say that they do not believe in advertising. Now it doesn’t make any difference whether a man believes in advertis- ing or not. He is, nevertheless, an advertiser. Every man is an advertis- er. The expression on your face is an advertisement, Your dress, your manner, is an advertisement. All these things have an influence on the minds of the people with whom you come in contact. Your store building is an adver- tisement, your clothes. So are your goods and so is every salesman and clerk and every employe in your es- tablishment. Everything you do is an advertisement. It is not a question of whether you will be an adver- tiser. You are an advertiser and you can not help it. The only question you or I or any business man has to decide is wheth- er he will do effective advertising or ineffective advertising; whether he will think out his advertising plans and do it with some definite purpose in mind, or whether he will carry it on haphazard. All advertising is teaching. You teach the readers by conveying ideas from your mind to their mind, and if you teach them often enough and teach them right, you can bring them around to your way of thinking, which means that you have accom- plished a sale and induced him to buy from you. An advertisement is simply a talk to the people who read it. See to it that the same sincerity, simplicity and convincingness are put into the advertisement which you would put into a personal talk with one of your customers. Fundamental Principles. In the advertising of a store there are certain fundamental principles which must be adhered to. First of all I think a store must give the im- pression of absolute honesty. I be- lieve that if any store in any city could earn and merit the reputation of being absolutely honest—the most honest store in that community— people would stand in line for the privilege of buying things in that store. By this I do not mean to infer that most stores are anything but hon- est. I know that most of them are. But a store must establish a repu- tation for sincerity, for courtesy, for giving the best possible values con- sistent with a fair profit. The mer- chant must find some way to con- vince the public that his store stands for all of these things. As I said before, there are a thou- sand different ways by which the public is taught and convinced. Many cifferent sorts of methods can be used which will bring success if they are rightly used and followed up, but there never can be any difference as to these fundamental things. You can examine every successful business in- | stitution you know, and you will find that their salesmanship and adver- tising qualities all run upon the car- dinal principles of dealing, courtesy and originality. Hugh Chalmers. L———— Will Use Newspapers Only. The merchants of Manhattan, Kan., have decided to turn down all fake advertising schemes, and will make all their announcements through the local papers. The oily-tongued stranger who goes to Manhattan to issue a livery- stable directory will receive no en- -ouragement. The man who ofters to paint advertising on trees or barb wire fences at so much a letter will be thrown through the transom. The merchants of Abilene have fol- lowed suit, and will hereafter spend no more money to have their names painted on the town cows or on toy bailoons or on woodchucks. The movement is spreading and the day is at hand when all Kansas merchants will adopt the safe and sane plan and do their advertising in the newspapers. It is the only way to reach and interest the people who buy things. The people read their home news- papers, but they don’t read telephone poles, or cows or barbed wire fences. Ycu never vet saw a man seated by his fireside reading a board fence or the side of a barn to his children. —Fredonia Citizen. honesty, square | : Y» Square uselessness of human worry and dis- Useless Griefs. A hundred years ago and more men wrung their hands and walked the floor, and worried over this or that, and thought their cares would squash them flat. Where are those worried beings now? The bearded goat and festive cow eat grass above their fleshless bones and jaybirds call in strident tones. And where the ills they worried o’er? Forgotten all for- evermore. Gone all the sorrow and the woe that lived a hundred years ago. The grief that makes you scream to-day, like other griefs, will pass away; and when you’ve cashed your little string and jaybirds o’er your bosom sing, the stranger, paus- ing there to view the marble works that cover you, will think upon the tress. So let the worry business slide; live while you live, and when you’ve died the folks will say around your bier: “He made a hit while he was here!” ne Human succor is heavenly service. Young Man, Do You Want To Better Your Condition? If you have been a success- ful merchant or clerk and would like to put yourself in a position to earn more money, write us, giving a full description of yourself and your success up to date. We have calls almost every day for MEN WHO DO THINGS, and, if you are worthy, we can, no doubt, be of service to you. Tradesman Company Merit Department Grand Rapids Horse Collars That fit the shoulder of the horse as a glove fits the hand, will be more apt to ‘‘take’’ with the farmers in your locality than the old, straight faced kind. There is as much difference between the fit of a “SUN- BEAM” collar and an old Straight-faced collar on the shoulder of a horse as chalk is different from cheese. It doesn't take long either to convince horsemen of this fact. We found the secret of suc- cessful collar buildiog only after years of experiment—you get the result when you buy from us. Won’t you give us an oppor- tunity to put these goods into your business? Why not Today? Brown & Sehler Co. Grand Rapids, Mich. Gu. pi aghenade ouabain iis abiaiaciae Se September 14, 1910 Getting Women Into the Hardware Store. It is a delusion to think that wome. are not interested in elementary me- chanics, just as it is an exploded idea that a woman can not drive a nail straight. She can and does—fre- quently it is she who does the little odd jobs around the house. The wife of a mechanic will, it is true, usually leave these duties to the man, but among the very large clerk class it will be found that the better half as often as not wields a hammer and saw with very good effect. But, for reasons for cealer is very largely responsible, women as a_ general thing shrink from going into the hardware store. In a city she has no tremors abou: entering the large department store— that has an atmosphere which is not repellent to her—it is her depart- ment just as much as it is a man’s. But in the smaller places she avoids the hardware store almost as much as she does the saloon, although, it is to be assumed, for different rea- sons. What is the consequence? Just this—jewelers and grocers and drug- gists can stock’ and sell lines that properly belong to the hardwareman, It is a remarkable fact that when other dealers add an outside line to their stock, in nine cases out of ten it is one of the hardwareman’s lines that they take. You do not find the furniture store adding a drug line, nor the grocer taking something away from the jeweler—no indeed—but you do find all four taking goods away from the hardwareman, and you do not find that very important mer- chant adding anybody’s else line to his own. which the The more progressive among hard- ware merchants are very much alive to this unwholesome state of affairs and are doing what they can to get women’s trade and so hold the sale of goods that other merchants are tak- ing away from them, How are they doing it? In the first place by telling their clerks that when a woman does ven- ture into the store they should not treat her as a strange animal who has wandered in from some menagerie— but that they must treat her as though she were a welcome and usual sight in a hardware store—to be polite to her—not to be openly amuscd if she asks for “one of those flat things” when she means a_ screwdriver—to listen attentively and patiently when she gives a long description of her needs. A woman remembers these things and tells her friends about them—and that means trade weil worth having and increasing. Politeness—not greasy effusiveness, but manly, straightforward courtesy —is a priceless quality behind the counter for women’s trade and for men’s, too, although the latter may pretend they do not care a conti- nental for it. In this matter of catering to wom- en’s trade some hardware alers have even gone the length »f em- vloying female help. It is extremely doubtful whether, in the hardware store of average size, this is wise, either as to economy or efficiency. It must be borne in mind, too, that MICHIGAN TRADESMAN ~worlen prefer to be waited uj:on by men wherever possible, just as fe- male clerks would very mu:h rather se!l to men than to members of their own sex. Therefore, it wi'l probably be found best to keep only mex who can go from selling a pack:ge of tacks or a dozen curtain rings to a woman to selling sheet meta! to a nian, But even if the clerks are compe- tent to handle women’s trade, they may have none of that valuable cus- tom to attend to. Women must be educated to coming into the hardware store—-to feel that it is as much theirs as is the hardware section in a city department store or the grocery shop anywhere else. This can only be done by adver- tising, backed up by the goods and the service. Women like a complete description and prices. That is what the cata- logue houses are giving them. Mr. Hardware Dealer, do you know why these same distant mail order concerns are getting more or less of your trade? Because they enable women to have a voice in the pur- chase of the goods you try to sell only to men—and because in their catalogues they give these women full details, including the price. Catalogue houses may be as evil as they are said to be, but nobody will deny that the best of them know how to get business—therefore the local dealer will not waste time if he adopts such of their methods as are suited to his own trade.—Brains. an Sandstone From Portland and Ionia. Written for the Tradesman. Near Portland, Ionia county, there was discovered many years ago a large deposit of sandstone. It is at- tractive in color and with exposure to the weather hardens and becomes valuable for building purposes. For- ty years ago an architect recommend- ed this stone to the builders of Grand Rapids and it was used by the National City Bank, Thomas D. Gilbert and others with satisfactory results. The window and door caps and cases—in fact, all of the stone work above the foundation—was cut from Portland sandstone and _ the building erected by Thomas D. Gil- bert, adjoining the Fourth National Bank, is trimmed with the same ma- terial. The facade of the four story building fronting on the east side ot Canal street near the Garrick Thea- ter, erected by Cappon, Bertsch & Co. in 1870, is composed of Ionia sandstone. It has served its pur- pose well and the question naturally arises, Why was the use of this stone abandoned? The building occupied by the Giant Clothing Co. is faced on the Canal street front with gypsum rock, and the fine old residence of the late Amos Rathbone, on North Division street, erected nearly fifty years ago, is built in part of the same mate- rial. The value of gypsum rock for building purposes has been proven. Why was its use abandoned? Let the architects and builders reply. Arthur S. White. __.~@— > He who worries over his words to men soon loses his word for men. 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 See Time Cards D. RIELY, Gen’! Pass. Agent. More About Reynolds Asphalt Granite Shingles Which Are Sold on a Twenty Year Guarantee Authentic fire statistics prove that by far the largest percentage of fires occur on wood shingle roofs from chimney fires, neighboring conflagra- tions, etc. In some communities where wood shingles predominate, the Statistics show that this percentage is as high as 75%. According to our reasoning, based upon practical experience and fire tests, if our ASPHALT GRANITE SHINGLES were in general use, this percentage would be reduced to 5% from similar causes. It is a significant fact that the fire records of municipalities where wood shingle roofs predominate, are decidedly the most unfavorable. The following table shows the percentage of wood shingle fires: COVERING A CERTAIN Total Chimney and TERM Total Fires Reet Pies Per Cent. Atlante Ge. 6.26 .632...0.3)..2..- 579 238 41 Chattanooga. Tenn.........-.....- 221 115 68 Sacnsouvilic: Pla... ..-...-.-4 4... 283 126 44% Rroxvilie, fean....-.....-........- 195 56 29 Wimiaetan. NW, ©. ................. 151 81 56 These figures are startling and are serious. The adoption of our ASPHALT GRANITE SHINGLES will eliminate much of the hazard.’ They are becoming popular and may be found on all classes of buildings, from the humble dwelling to pretentious structures in many parts of the Central West. They are being used extensively at Milwaukee, Indian- apolis, Cincinnati and many other large cities besides the smaller trade, and our local consumption, which is very large. Our proposition is one of merit. We challenge contradiction to the statements which we publish. Many more facts are going to be obtained and published from time totime. The SHINGLES are cut in slate form 8x 13 inches, to be laid 4 inches to the weather, and are sold at $4.25 a square, or 100 square feet, including galvanized shingle naiis. We furnish competent mechanics to apply the shingles or to assist, if neces- sary, on a limited number of contracts. We are also prepared to furnish the material for valleys, galvanized iron ridge roll, and ornamental hip shingles, which constitute the crown or finish of our ASPHALT GRANITE SHINGLES. Don’t be prejudiced but investigate. An automobile at your service to show you as many buildings of modern structure as you wish to see which are covered with these SHINGLES. We invite attention of the dealers. Write for trade price. The ASPHALT GRANITE SHINGLES are made in Grand Rapids by the H. M. Reynolds Roofing Co. Established 1868 ou MICHIGAN TRADESMAN September 14, 1910 wn LL wus “ RVVVSVAVY LE Yipes AMAA SWE ds The Talk of a Sales Manager To His Men. ——_—<—$—$—<—— expect to vote or perform the other {duties of I have just come in from the order | cepartment. to see the toppling stacks of orders which you boys are sending in. Old Man’s pile of or- Nothing gladens the heart like the sight of ders. nor Italian sunsets such choice specimens of art as at as pictures of ; works by the old masters, but all the same there is a charm about them—a sort of hypnotic fascination, as it were-—and they look good to me. It did me a lot of good | citizenship. No more real effort is required to collect the orders of this class of old- itime customers than would be neces- sary to walk through a street car and 'receive the nickels of the passengers. i The commissions mount up to a com- | is ' — Thev are not so pretty to look | figure—but think of the commissions that might be realized if fortable ithe salesman who has a foundation ot this sort of absolutely certain trade ‘to base his month’s work on, were to There isn’t anything quite so inter- | esting to a live business man as a signed order. I can tell fortunes with la little a packet of order blanks better than a paid performer can tell them with You spread a bunch and | playing cards. of orders out before me, can Scr pictures of from. factory salute smoke oo up—clouds ot chimneys reaching up to new buildings going | lsay not. the put forth his best efforts to top it each month with a lot of new trade. Think of the extra dividends that he might realize from the investment of ambition to make the most of his opportunities. live Bear in mind that I am not lis- counting the habit of looking care- fully old should It is absolutely necessary to keep the sand of neglect from clog- after customers. | |ging up the perennial spring of their stars—crowds of prosperous em- ployes hastening to work with the early whistle, or lining up for pay-| roll checks on Saturday nights. “hat’s the firm’s fortune as the or- ders reveal it to the clairvoyant dis- cernment of the Old Man. tell each salesman’s fortune, you hand me a pack of the that be has sent in. out before me and I 7 can too, if orders them can tell reaches the promotion he is looking forward to, or whether the promotion is to him on the run. I whether there is = c 1 long journey before he coming can tell a tall, dark man, or that he you a short, blonde man of—himself, I can _ tell whether he has an enemy in his own beware you . erat ahs sink weakness or shiftlessness. dict whether he is i can pre- going to receive a from the pay-roll, or whether he is likely to get an invitation some time in the future to make himself per- manently at home in a managerial chair have his on the company’s letterhead. tell shuffling over that pack of orders the extent and quality of the eventually and name I can from salesman’s ambition. It is easy to spot from a survey of the pack the who thinks he is “doing well enough.” orders are all unambitious salesman His old custom- ers that could not be separated from the house by from a charge of dynamite— who been with us since the beginning of time, and with customers have whom allegiance to this house is a But a salesman who does this and nothing more—who is good will. con- tent to live in the present entirely on ‘good work that has been done in the |\CuUSTOMErS OF past—who never tries to make new open up new trade— ‘who is satisfied to plod along in the ;same old groove—who never Spread ; hears the piping of ambition—that martial music which makes strong men anx- : jious to get out and wrestle down ob- whether that salesman is bound on a} tacles ;Stactes and set new marks of achieve- ment—such amanhasnoclaim to the honored name of salesman. He is merely an order taker. Ambition hes dead within him. His face is_ set : iq |28ainst progress; he is anchored to should}. : : jinertia. If his type of inated in our country’s man predom- population we 'should have to relegate “Hail Colum- i bia’ ; .“|National anthem, letter that will suddenly remove him | to the shelf and adopt as our “What Was Good for Grandfather Is Good Enough for Me.” Enough There are too many men wearing the salesman’s uniform who are mere- ly marking time—imitating the step \of progress without any actual forg- ;men ing ahead. There are too many sales- who are content with well enough—who are satisfied with little when they might have much—who are content to live when they might ac- quire a competence. We have a few such men in our ranks; they make up ‘one division of that great army—men | without ambition. matter of sacred and inviolable tra-| dition, like the laws of Moses—cus- tomers who expect to do business | with us year after year just as they |ders. Unambitious men are always weak- kneed. When you run over the or- ders of a salesman of this kind you |are apt to find many of them inter- lined with memoranda of concessions which he has made to secure the or- He will cut prices at the re- quest of a customer as obligingly as a young lady at a lawn fete cuts cake when asked to do so. He is apt to sell our low price grade “B” as a matter of habit. any assertions about our high price He seldom ventures line for fear of startling an old cus- tomer out of his quiescent calm and meeting with the shock of an objec. tion. Assured that a certain amount in commissions is coming to him at the end of the month, one of these salesmen will remain in a perpetual state of comfortable unconcern about the months and years that are sched- uled to follow. If he ever thinks of eventualities at all he does so with the happy-go-lucky philosophy of the man who remembers that when all else fails he still has the scriptural raven to fall back upon in emergen- cies. As a teller of fortunes I can pre- dict that when a salesman of this kind is suddenly separated from his line of old customers solidly anchor- ed to the house, evil days will come upon him. In a short time he will be wearing frayed cuffs and his wife will have a chronic crick in the back from waiting on boarders. So short- sighted that he can not see beyond the horizon rim of present conditions, lacking the ambition to make full use of the powers with which he has been endowed, he is steadily training to qualify for the great class of Final Failures. But he is only one type of the salesman who lacks ambition. Other types who are running him a close race to the scrap-heap of failure are the Going-to-Be’s and the Used-to- Be’s. Every chap in class is the Going-to-Be a victim of self-deception. He believes that he has more ambi- tion to the square inch than any oth- er man who was ever forced by the malice of circumstances to submit temporarily to confinement in a lim- ited sphere. Ambitious! Why, he has a lien of achievements mapped out for himself that would fade the record of any ordinary millionaire captain of industry into blank obscurity. When once he gets things working accord- ing to the scheme he has evolved he means to do things that will make our entire organization sit up and take notice. All his mind is on business—future business. Seated in a comfortable of- fice chair with a scowl of intense in- tellectualty in full action upon his face, he spends hours every day plan- ning it all out. One hates to ap- proach him even on tip-toe, fearing to break in on a train of thought that may be expected to net the firm and the thinker himself some few hundreds of thousands in _ profits, when once those thought waves are translated into action. The trouble with those thought waves is that they never do_ get translated into action. And _ the trouble with this salesman’s ambition is that it is entirely and exclusively ambition to think and scheme and plan—not ambition to do. Subjected to analysis, it is not ambition at all, but mere delusion—a foggy mist that ican come to nothing—an intangible vision that can not be galvanized into reality. not Ambition! This man knows the meaning of the word. There’s another type in the cate- gory of unambitious men only a ishade less pitiable. He belongs to the Used-to-Be class. He was ambitious once upon a time and he loves to reminisce about it— nothing suits him better than to but- toenhole you when you are in a hurry and use up your time and his in nar- rating anecdotes of what a ring-tail- ed lallycooler he used to be before he petered out. Why, there was a time in his career—how well he remem- bers it—my, what good old days those were—when he took more or- ders in one week than any other five men in the office. There was that famous order of Jones, Smith & Co., for instance, that he landed at the last moment when the company had thrown up its hands in despair of get- ting a crack at it in the face of the terrific competition. But that was in the good old days before luck turned against him—before Fate conspired at every turn of the affairs to acom- plish his overthrow—before he lost amgition. You dodge away from him to escape the rest of the pitiable story. You can always spot the man who has lost ambition. You can pick him out in a crowd—and the indications by which he is known are not always a seedy tie and frayed coat. There is an indefinable look about him which shows the fact that the summer of his blossoming is over. He is as conspicuous among his fellow men as a blown dandelion in a field of its ro- bust yellow brethren. You feel that if you blew upon him there would be a little whirlwind of dead hopes in Like the Little Red School House in the poem Hotel Livingston Grand Rapids is ‘‘half way up the hill.’’ No more convenient loca- tion. Just high enough to catch the _ freshest, purest air. Hotel Cody Grand Rapids, Mich. A. B. GARDNER, Mgr. Many improvements have been made in this popular hotel. Hot and cold water have been put in all the rooms. Twenty new rooms have been added, many with private bath. The lobby has been enlarged and beautified, and the dining room moved to the ground floor. The rates remain the same—$2.00, $2.50 and $3.00. American plan. All meals 50c. ) September 14, 1910 MICHIGAN TRADESMAN the air and then an empty calyx and a withered stalk to mark the place where once a man had been. Ambition is not like the measles or the croup—to be struggled with in tender years and outgrown later on. No man has any business to consider himself immune from the restless fever of aspiration so long as he has the breath and brains left to brace up and frame a brand new set of resolu- tions. Thank heaven, the majority of men in our selling force’ have ambition. They are always scheming on to-mor- trow’s business—and always making good on to-day’s. They are forever trying to beat yesterday’s record, and doing it; and to-morrow they will be trying to beat to-day’s—and doing that, too. When one of these men sets out to beat his own record he is nerved up by the consciousness that he has to beat the record of a blamed good man—and that spurs him on as no other kind of competition could. He is not content with merely arousing a mild degre of interest in a new customer—just enough to se- cure the order signature for a small bill of goods. He is determined to bind that customer to him and to the house. with hoops of steel, to cinch his future business and make him a perambulating advertisement of the merits of out goods. Your really ambitious salesman doesn’t want the earth—but he wants all the business on it that is within reach of him. When he hears a prospect remark, “Well, I guess I don’t want anything to-day,” does he put on his hat and return grateful acknowledgments for having been permitted to present his proposition? Not on your sample case. With the determination of a pedigreed bulldog and the high and finished art of a master of his profession he takes on the job of leading that prospect up to the mourners’ bench, there to re- pent in sackcloth and ashes that he ever contemplated the possibility of missing the opportunity to place an order with our house. When he gets through with such a_ prospect the prospect has the feeling of a religious devotee who has been newly con- verted to the Only Faith. The virus of that salesman’s enthusiasm, which is the result of the salesman’s active principle of ambition, has inoculated him, and the result will be that he will henceforth buy our goods and plug for our house as if he were paid a salary to do so. This is the kind of salesman that ambition makes. Your really ambitious salesman keeps moving up a peg every day. Like the pole vaulter who has the proper stuff in him, having astonished the spectators by clearing the bar at a good height, he indulges for only the space of a few pulse beats in the futile sentiment of self-appreciation. Right away he says to _ himself, “Shucks! I can beat that. Watch me!” Up jumps the bar another notch; back he trots for a fresh start. Half a dozen quick steps, a leap into the air and over the bar he goes again—a notch or two higher than the time before. Ambition furnishes the spring that makes him able to clear the height. Even the prize-fighter, whom we class among the unregenerate, has a certain mettle that redeems the bru- tality of his profession in some slight degree. He is not content with knocking out fellows who are evenly matched with him. He is always ea- ger to challenge fighters of greater weight, or skill or experience. He wants to be forever moving up a notch. When the college track team re- turns from its visit to the rival cam- pus and punctures the atmosphere with thunderous yells to express its satisfaction with the work of the sinewy chap who ran the hundred in ten seconds flat and won the meet for his college, there is just one fel- low in the crowd who is not entirely satisfied. That is the runner himself. He remembers that some former sprinter did the hundred in nine and four-fifths and he tells himself that he will postpone being really happy until that great final day in_ his career when he will be able to go the record holder one better. It is this same game spirit of am- bition that keeps men climbing a little higher and a little higher and a little higher yet in all lines of human ac- tivity. Alexander, after he had cor- raled as much of this terrestial foot- stool as was known to geographers and transportation companies in his generation, clamored for more worlds to conquer; and although we may not entirely approve of everything Alex- ander did, we must admit that this one trait of always wanting to beat his own record was a praiseworthy human impulse. Old laurel-crowned Caesar did not sit down and rest when he got two rungs from the top of the ladder of success. Neither did Napoleon re- main content when from the position of a poor lieutenant, unable to pay his laundry bill, he rose to the rank and emoluments of general in the French army. The epaulettes of a general were tawdry ornaments in the eye of a man who dreamed of parceling out the kingdoms of Eu- rope as his playthings—and lived to work his dreams out into reality. And there are a raft of other chaps whose names will be rememebred, who, if some of them were not all that we might wish in the matter of morality, are at least examples of what a man can do if he keeps moving the bar up a peg every day and refuses to waste time receiving congratulations on how well he did in the past. A man does not necessarily have to be in the king business, or wear the shoulder knots of a military man, or the silk hat of a modern statesman in order to exercise the same quality of ambition that distinguished Alexan- der, Napoleon, Disraeli and the rest of their immortal band. It is not the conspicuousness of the goal at the top of a man’s ambition that calls forth applause. What we tender our bouquets to is the stead- fastness and dauntlessness of the quality in a man, no matter in what field of activity he is working. We take off our hats to the man who is game, who wants to do his best, to live up to the utmost that is in him, to extract every last drop of realiza- tion out of the possibilities that have been given him. Ambition in the individual is the ac- tive principle in the chemistry of this world that has brought through its workings in the atoms we about, call men, the finished product of our splendid Acting like yeast in the sodden lump of other- civilization. wise commonplace human natures, its resistless ferment has urged millions of individuals up out of nothingness through struggle after struggle to final heights of sublime achievement. There is nothing ludicrous or in- consistent in the notion of a sales- man’s setting a mark for himself in kis profession with as towering an ambition as that which animated the ancient strong man Hercules when he “allowed” he could perform those seven fabulous labors which got him so many press notices, and have kept his memory ever since in the public mind. There is no profession in the world which offers more tremendous possibilities than that of salesman- ship. The biggest men in American bisiness to-day are salesmen by tem- perament, aptitudes, tastes and train- ing. Marshall Field’s right hand em- ploye and his former partners unite in the assertion that he was primarily a salesman, and that his stupendous success was built chiefly on his mas- tery of salesmanship in all its high- er branches. There is no field of ac- tivity that offers more ample remu- reration, more numerous chances for advancement or more satisfying oc- cupation for a man of action. The great work of the world to- day is not war but commerce. The brainiest men the race produces are turning their talents to giant achieve- ments in business. And the biggest end of all business is the selling end. The most eagerly sought ability in the commercial world to-day is the ability to market a product. The abil- itv to market a product consists in a broad and deep knowledge of the prin- ciples of salesmanship, and the ca- pacity, training, experience and prac- tice that make it possible to apply them. You are in a_ tremendous game, young man, when you chuck your hat into the selling ring and vault over the ropes after it to make good your challenge. You are mixing it up with the champions of busi- ness. If you are a game fighter—if you have the ambitious spirit that leads you to wish to excel—the grit and nerve that prompts you to plunge in where the fight is thickest—the persistence and staying power that will keep you striking out harder ard harder blows as the battle proceeds— you have a great future before you. But you have no future before you unless you want that future. You can never be champion unless you have the champion’s ambition. W. C. Holman. Grand Rapids Traveling Men’s Be- nevolent Association. A large delegation of the members of Grand Rapids Council, No. 131, United Commercial Travelers, met Saturday afternoon, Sept. 10, at the Morton House and organized the above Association, with a list of fifty, and many more names will be addel as soon as the different members can be reached and fully understand the nature of this Association. It is nec- essary to be a U. C. T. and a mem- ber of Grand Rapids Council to be eligible to membership in this As- sociation, the object of which is to create and maintain a fund to be known as a death benefit or burial fund, available immediately on the death of a member. The object is certainly worthy of consideration and every U. C. T. in Grand Rapids should lose no time in sending in his name to Secretary Harry D. Hydorn. The membership fee is 50 cents and $1 for the death benefit fund and as- sessments of $1 each will be levied only on the death of a member. The Association and the objects of it serve to fill a long felt want among the U. C. T. boys in Grand Rapids and the membership will rapidly fill up, but to all and as many as want to come in on the charter the list will be held open for sixty days. The fol- lowing officers were elected: President—Walter S. Lawton. Vice-President—John W. Hatfield. Directors—John Horndorp, Chas. G. Walker, Homer R. Bradfield, Fred L. Raymond. John D. Martin. OO The Drug Market. Opium—TIs steadily declining. Morphine and Quinine — Are un changed. Codeine—Has declined 20 cents an ounce. Carbolic Acid—Is very firm and tending higher. Cocoa Butter—Has advanced. Ergot—Is higher. Glycerin—Has advanced. Menthol—Is higher. Oil Spearmint—Has advanced. Oil Peppermint—Is higher. Oil Wormwood—Has advanced Oil Tansy—Has declined. Oil Rose—Is_ higher. Oil Cubebs—Has declined. Roman Chamomile advanced. Flowers—Have Ipecac Root—Is higher. > Newberry—Ground has been brok- en for the erection of a modern re- tort plant to be operated in connec- tion with the furnace plants here. W. H. Mathews, eral Manager of the new company, and A. Van Iss, Treasurer, were here last week and orders have been is sued to rush the work with all pos- sible speed. The retort plant will oc- cupy a building 72x300 feet and will necessitate the construction of from four to five miles of railway tracks in the yards. The company has adopt- ed a different policy in handling its wood. All merchantable timber wil! be manufactured into lumber and for this purpose a new sawmill will be erected. The old mill will be torn down and rebuilt in the northern yard limits alongside the new sawmill. It is estimated that the improvement will cost $225,000. and chemical Gen- September 14, 1910 MICHIGAN TRADESMAN ’ STEER SS SS a) ie F ‘ P . = _ y S oor ee > e “2 _ = = e 4 = ¢ r = o > e i Spe Es = 4 y = ee DRUGS" DRUGGISTS.SUNDRIES Ci (eee ( came wis te i CAQAtt \\ Coe *« Woo ¢ \ al hae A N es 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. Next Meeting—Grand Rapids, Nov. 16 and 17. Druggists’ Association. Michigan Retail : Bugbee, Traverse City. President—C. A is uskegon. Second Vice-President—C. H. Jongejan, Grand Rapids. y. 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—RBattle Creek. Cultivating Doctor and Layman by Mail.* It is unnecessary to discuss the value of the mailing list as the busi- ness bringer in We have only to think of the countless great enterprises built up entirely by this means to understand that this form of advertising can be made to pay well. A list of physicians can be used to good advantage, whether or not the calling upon general. practice is made of these gentlemen regularly in the in-| terests of the store. I believe the plan of calling occasionally on the doctor is the best means of keeping | him informed of the changes in stock, new goods added, new prepara- Hons of U.S PF. N. FE. Besides it affords the op- better ac- or your own formulas. portunity of becoming quainted personally with the doctor | and tends to show him that you are really and truly a pharmacist inter- ested in the progress of your profes- sion, As far as we are concerned there are two classes of our business by going after it. It is the prescribing physician who if properly approached is to give us the best business. It is a fact that most physicians keep themselves posted by subscribing to half a dozen or more medical journals, and keep abreast of the times. Most stores try to keep pace with the doctor by stocking preparations which he is lia- ble to prescribe; but what good does it do you if your neighbor gets the prescription and makes the Send a card once in a while with a list of new goods. Often he will be surprised to find in your store an ar- physicians: one | prescribes, the other dispenses. With | at least one of these we can improve | sale? | | ticle that he thought could not be ob- itained in the city. idemics of various diseases, such as diphtheria, smallpox and typhoid, it ‘lis well to mail each physician a card jreminding him that you keep in stock ithe various antitoxins, Vice-President—Fred Brundage,|cines, and that they are always fresh land ls 2s ke he same goods, but I Secretary—H. R. McDonald, Traver »| Store: eep the same goods, t Cit In times of epi- serums, vac- potent. Very likely the other believe that this Association is com- posed of merchants who are in busi- | ness for themselves. | The indirect benefit to the drug- gist from customers sent in by the ‘physicians is greater than can be es- timated. The patient feels the confi- dence of the physician, learns of the completeness of the stock, all of which will mean future business. Be-~ sides we must remember that a per- son induced to trade even once is a possible regular customer, all depend- ing upon the way he is treated and the satisfaction he feels in his pur- chase. Value of Rural Lists. If the store is located in one of ithe smaller cities good use can be imade of a list of the rural route pa- trons. In the spring the farmers are interested in corrosive’ sublimate, formaldehyde, Paris green, arsenate iof lead and bug killers in general. Most of the stores in the smaller itowns and cities carry a line ° ot ‘paints and oils. Altogether there is materia! for quite a booklet on sup- plies used by the farmer. We make ia practice of sending to every pa- |tron of every rural route once or itwice during the year a little eight- | page paper. We send out an issue ishortly before the holidays. It is ‘devoted largely to Christmas goods, iperfumes and kodaks. Generally a page or two is given to the Larkin lidea. Don’t you know that 75 per cent. at least of the farmers’ wives belong to Larkin Clubs and really think they are getting goods cheaper than they can procure them at home? The only reason why the Larkin Co. (has grown to such an enormous busi- iness is the lack of competition from the local retail stores. We publish on one page of our paper a list of the goods in our line sent out by these people, with comparative col- jums of the prices charged by them and by ourselves. This, together with a little talk on the quality of the goods, is generally enough to show them that they are paying for their |premiums and more, too. About the first of the year we mail to each of these persons a copy of our town and country almanac. It not ‘only furnishes a good complete al- *Paper read before the Michigan State, Manac, less the patent medicine ad- Pharmaceutical Association by Arthur G. Lyon, of Coldwater. } |Vertising features and testimonials, compliments. but puts into their hands a piece of advertising matter that will work a whole yeat fot us. The main ad- vertising feature is the development of our mail order business. We show the advantage of ordering by tele- phone or mail such goods as we send out by the rural carrier. Carefully Followed Up Plan. I come next to the mailing and advertising scheme which we have developed and which will no doubt prove of interest especially to the re- tailers in the smaller cities and towns. This is a list of the parents in the city and surrounding country. Al- though it may seem somewhat exten- sive and cumbersome, it has proven in our experience to be the best ad- vertising scheme we have ever work- ed out. We watch the newspapers closely for notices of births. Those not pub- lished we get from the health officer on the first of each month, as it is very important not to miss a single one of them. First, we send a little letter congratulating the patents up- on their good fortune and expfessing out best wishes to the mother and babe, and informing them that we afe sending a small pfesent with our On the same day we deliver pefsonally a neatly wrapped package containing a rattle and a package of baby talcum powder. A week or so later, before the mother has become able to care for the child herself, we send a book on the “Care of Infants.’ The manufacturers of the different infant foods get out elaborate and expensive books on this subject. Here let me expfess a word of appreciation for the will- ingness with which these. fifms co- operate with us in the entire plan. With this book is a personal letter presenting the gift with the compli- ments of the manufacturers and the The mother is informed that should she wish to try the food at any time we shal! gladly send her a sample package free. siore. We next send a souvenir card and ask whether the powder was not found to be a very good one, inform- ing the mother of the price at which she can procure mote of the prod- uct. Returns on this one card alone zo a great way towards paying the expense of the entire scheme. Then follow at regular intervals sample packages of our Tasteless Caster Oil and Hand’s Colic Cure, both of which bring in good busi- ness. Our next effort is in the form of a letter which goes out about three or four months after the birth. This letter is devoted to the infant foods and reaches the home at a_ time when many mothers are beginning to think of artificial feeding. In this we offer to send samples of any in- fant food the mother wishes to try. A stamped card is enclosed address- ed ready for mailing, the mother sim- ply signing her name and checking thereon the food she wishes to use. When one of these cards comes in we deliver at once two or three sam- ple packages of the food, enough so that she can give it a good fair trial. We make it just as easy as possi- ble for her to drop that card into the letter-box, for good business is to come from it. When baby’s teeth begin to = ap- pear the parents receive a sample of Hand’s teeth lotion which is sure to bring in sales for many months. By this time baby has reached his first birthday and you may be sure that the parents are very agreeably surprised to receive on that morning a handsome birthday card, addressed of course to the child. We send a birthday card each yeat as long as we can keep track of the child. Of course there are some families to whom sorrow is bound to come, for there are some babies that do not survive the trou! les incident to child- hood. We are of necessity extreme- ly careful not to wound the afflicted parents by sending more of the mat- ter to them. The most important outcome of the whole plan is that customers are in- duced to enter the store. They come to feel a great deal of confidence in its as pharmacists and really seem glad to bring their wants to us. We notice as the yeats go by that these new customets stay with us, and com- pared with the business we develop by it the expense of cartyitig on the plan is hardly worth consideration. It certainly pays. -—_—_» + — Liquid Face Powder. The following formula yields a beautiful preparation, according — to Julian L. Waller. But care must be taken in making the preparation and the directions must be carefully fol- lowed or the product will spoil: 3ismuth subcarbonate o4 2 10 0Zs. Hydrochloric acid, enough to dissolve Then pfecipitate out by water un- til the reaction ceases. Be careful to use only clean glass vessels and white filtering papef, and do not be in a hurry to Wash for at least ten days in order to remove all trace of the acid; then press with a spatula through silk bolting cloth. To this precipitate add 34 ounces of drop chalk. Rub this up thoroughly with one pint of alcohol after adding to it on drops of oil rose geranium or otto of rose. Then add enough rose or distilled water to make 2% gallons of finished product. Fill up either three or four ounce bottles, us- ing any style bottle to suit. Care should be taken when filling the con- tainers that the precipitate in each bottle should be equal; in order to accomplish this the container should be well shaken each time it is filled. > +. War hath no fury like the non- combatant. finish. Nothing is easier to resurrect than a dead past. FOR SALE MERCHANTS, ATTENTION WHOLESALE ONLY Photos of all Floats, Freaks, Bands, Etc., in Home Coming Parades. 8x10 photos, $250 per doz.; #1.75 per half doz.; $1 per quarter doz. Post ecards, 50c per dozen. Send postoffice orders. Faney Christmas Cards from $2.50 per 1,000 up. Write for samples. ALFRED HALZMAN CO, 28 Michigan Ave., Grand Rapids BERT RICKER, Managar 4 3 ii aaa ahi ee RA OR aa ten Nie Ses a September 14, 1910 MICHIGAN TRADESMAN 43 WHOLESALE DRUG PRICE CURRENT Acidum Aceticum ....... Benzoicum, Ger.. Boracie. ......... Carbolicum Citricum .... Hydrochior Nitrocum Oxalicum Phosphorium, Salicylicum Sulphuricum Tannicum Tartaricum Ammonia Aqua, 18 deg. : Aqua, 20 deg. Carbonas Chloridum Biack Brown ..:.....-- oo. Hed 2.34. Yellow Baccae Cubepee .......2.- -~ 1 Junipers 0@ Xanthoxylum 1 00@1 Balsamum eee eeeees Terabin, Canada Tolutan Cortex Abies, Canadian Cassine .......- Cinchona Flava.. Buonymus atro.. Myrica Cerifera.. Prunus Vir ni.. Quillaia, gr’ : Sassafras, po 95.. Ulraoe 22.5%... Extractum Gilycyrrhisxa, Gla.. Glycyrrhiza, po.. Haematox Haematox, is Haematox, %s .. Haematox, %s .. Ferru Carbonate Precip. Citrate and Quina 2 Citrate Soluble. Ferrocyanidum S Solut. Chloride .. Sulphate, com’l ~~ com’l, 1. per cwt. Sulphate, pure Flora ACHIOR . 63... -.- Anthemis Matricaria see eee Barosma Cassia Acutifol, Tinnevelly .... Cassia, Acutifol . Salvia officinalis, %s and ¥s ... Uva Ursi weeeee Gummi Ist pkd 2nd. pkd. 8rd pkd. sifted sts. Acacia, po ....... Aloe, Barb Aloe, Cape Aloe, Socotri .... Ammoniac ...... Asafoetida .... 1 peuavilium Catechu, 1s Acacia, Acacia, Acacia, Acacia, nue nwo DODHHHHOHOS n an 7D oS 269 rare ®@ Galbanum ....... Gamboge ...po..1 Gauciacum po 35 Kino ...... po 45c oye aa Shellac, bleached Tragacanth Herba Absinthium : wupatcrium oZ Lobelia ... oz Majorium ..0oz Mentra Pip. oz Mentra Ver oz Hue: 2506520. OZ Tanacetum..V.. Thvmus V..oz pk Magnesia Caleined, Pat. .. Carbonate, Pat. Carbonate, K-M. Carbonate Oleum Absinthium .... 6 Amygdalae Duic. Amyegdalae, Ama : AMIS 2. coo cess Auranti TT Bergamli .. ..... Cajiputi Ca: Za8 2 : Copaiba ......... 1 75@1 15 Cubebae ....... 4 80@5 12| Erigeron ........ 2 35@2 20) Evechthitos ---1 00@1 52 |Gaultheria ..... 4 80@5 jo| Geranium ..... oz 3 Gossippii Sem gal 70@ i? | Hedeoma ........ 2 50@2 | Junipera ........ 40@1 85| f.avendula ....... 90@3 Ot Lanene: 605s oe 115@1 Mentha Piper .. 2 20@2 : Mentha Verid ...2 75@3 15} Morrhuae, gal. ..2 00@2 44) Myricia . ........5 3 06@3 Olive .2.......255 1 00@3 25| Picis Liquida .... 16@ 50 Picis Liquida gal. @ @y| Ricina ........... 94@1 Hassa® Of: ...5..: 6 50@7 85| Rosmarini ....... @1 i2)}Sabing § ....2....- 90@1 Pitan |. 6... -- @4 Sassafras ....... 90@1 = Sinapis, ess. 02 @ $0} succini .......... 40 45| thyme ........-- 40a {‘hyme, opt. .... @1 Theobromas ..... 15 SOF Cig | ows eae 90@1 20 Potassium 18 60 Bi-Carb .....46+- 15 20 Bichromate ..... 13 15 Bromide §........< 25@ 16 Garb oo... 12@ 24 Chlorate ..... po, me 20 Cyanide: ......... 30@ fodide ........ 3 00@3 Potassa, Bitart" pr 30@ 80| Potass Nitras opt 74 $0| Potass Nitras 6@ 12| Prussiate ........ 23@ 14| Sulphate po .... 165 15 Radix 17] aconitum ....... 0 Alttiné ....250:... 30 15 ANGRUSE§ ........ 10 00 ATUM PO ....0<.- 55 Calamus ......... 20 40 Gentiana po 15.. 12 15 Glychrrhiza pv 15 16¢ 9| Hellebore, A ba 12 Hydrastis, Canada 2 79 | Hydrastis, Can. po 2 qgjInula, pO ........ 18¢ Ipecac, po ...... 2 oo Tris 610K 4. :-. -:: 35 25|{alapa, pr. ...... 0@ 60| Maranta, %48 .... « 35 re po 15 Bnet . 64.0... 75@1 90 Bnet. CHE o6e.055 1 00@1 Rhei, DV, 2237. . 3: 75@1 20 Sanguinari, po 18 @ 30 Scillae, po 45 .... 20@ Senega ...:.....: ae 20 Serpentaria ..... 50 1 Smilax. M....... Smilax, offi's H.. Spiseciia .....-..- 45@1 65 | Symplocarpus @ 45| Valeriana Eng... @ 35| Valeriana, Ger. = 1x|Zingiber a ...... 12@ 65| Zingiber Jj ...... 25@ 25 Semen 25) Anisum po 22 .. @ 45] Apium (gravel’s) 13@ 60/ Bird, Is ........ 4@ 85| Cannabis Sativa 7@ 55|Cardamon ....... 10@ 8) Carut po 15 <...; 12@ 14] Chenopodium 25@ 16|Coriandrum ..... 12@ 66|Cvdonium ....... 75@1 40 | Dipterix Odorate 3 00@3 00| Toeniculum ..... a 85 | Foenugreek, po Ta So Ei .. is... 6@ 45| Lini, gerd. bbl. 54% 6@ Wi Uobelia . iii: T5@ 45|Pharlaris Cana'n 9@ O6tHapa 6b, 5@ 55|/Sinapis Alba .... 8@ 65|Sinapis Nigra 9@ 00 Spiritus Frumenti W. D. : 00@2 00; Frumenti .......-- 1 25@1 90| Juniperis Co. ..1 75@3 20| Juniperis Co OT 1 65@2 98) Saccharum N E 1 90@2 Spt Vini Galh ..1 75@6 oni Vini Alba .......- 1 252 39| Vini Oporto -1 25@2 22 Sponges 25| &xtra yellow sheeps’ wool carriage @1 60 Florida sheeps’ wool 20 earriuge ....- 3 00@3 20 Grass sheeps’ wool 20 carriage ....... @1i Hard, slate use.. @i Nassau sheeps’ wool eo carriage ...... 0@3 g5 | Velvet extra sheeps’ 25 wool carriage @2 00| Yelluw Reef, for 85 slate use ...... @1 © Syrups 9@| Acacia .......... @ 40} Auranti Cortex .. @ 90| Ferri lod ....... @ @6' Ipecac .......... @ SB Knei Arom...... @ 9@ rmilax Off's ne 9@ MBovwaw - -- ---:: @ Empoli. ..:..... @1 50| Rubia Tinctorum 12@ 14/ Vanilla ......... 9 " 00 Lycopodium ..... 60@ 70|Saccharum La’s 18@ 20|Zinci Sulph .... 10 ak eae WeOClS oo cca eee. 65@ 70|Salacin ......... 4 50@4 75 Olls OUIRG 266s 6. se es @ 50|Magnesia, Sulph. 3@ 6|Sanguis Drac’s 40@ 50 bbl. gal. 00|Scillae Co. ...... @ 50| Magnesia, Sulph. bbl @ 1%|Sapo, G ......... @ 15 a oT a = 60|Tolutan ......... @ 50|Mannia 8s. F. s@ $%5|Sapo, M ........ 10@ 12|Linseed, pure raw 809 85 10| Prunus virg @ 50|Menthol ....... 2 25@2 50|Sapo, W ........ %@ 16| Linseed, jled .. 81 86 00| Zingiber ........ @ 50|Morphia, SP&W 3 35@3 65 Seidlitz Mixture 20@ 22|Neat's-foot, w str 65@ 7 165 Tinct Morphia, SNYQ 3 35@3 65/|Sinapis .......... @ 18|Turpentine, bbl. ..66% a ccures Morphia, Mal. ..3 35@3 65|Sinapis, opt. ... @ 30| Turpentine, less..... 67 Mom ........0)) 60|Moschus Canton @ 40| Snuff, Chicory «---scrteettt tt Chocolate .---+++++*+°° Clothes Lines ----+-+++*° ee Cocoanut ..-----+-7°"" Cocoa Shells .--++++++: Golfee ..-..-+----*°°°°” Confections .---++-**""" CrackerS ---+sssrttttt’ Cream Tartar .-------- D Dried Fruits ..--+----> F Farinaceous Goods ...-- ee oe Fish and Oysters .----- Fishing Tackle ..-.----- ad _— Extracts ..-- Taour ..-----+---e2"° 72 on Meats .----+:-°> G (Golatine .-.----:>+**** Grain Bags .--+++-++°°° Grains -----+--++--2**°* H SJorbB ...-------°*"-"*? Hides and Pelts ..------ J Telly ...-----+-++*">*" L Licorice ....----+:::°°° M Matches ....---:++r: Meat Extracts ...----- Mince Meat ...------+> Molasses .-.-----++e2+°* Mustard .....---:+++-:: N ait ee tine ee oO Olives ..-.------+---+* Pp Pines ...-----+---+*>>- RUGHIOM 44... = 5s 55s Playing Cards .....---- Pppeeh oo. kes se ee ee eee Provisions .....------- R Rine ....5----+---+->2- Salad Dressing ...-.--- Balereuis ....---+----. ee ee Salt Fish oetcescse eS ee ee oe Tlpckine ...----- a ek BSNS kee ee eee cs se Re gana eee se ee ee = Bnices ....-.-------+-+- SERN. ee ka can ee Syrups ....---.----.--> a. ne eet eke nee woeers ......-.----s-- et Vv WI . 6. ose ees Ww MVGCKINE . 24... -55---s-s Woodenware ......... Wrapping Paper ...... Y Yenst Cake ........... et et Ye pa pe tt woop Conon mnwe on AAMAArM MMAAINH 00 30 0 00 00 0 DAD ADATA3-2-3-9 é wooo Hotels Butons ARCTIC AMMONIA 12 oz. ovals 2 dos. AXLE GREASE Frazer's 1tb. wood boxes, 4 doz. 3 1fb. tin boxes, 34rd. tin boxes, 2 doz. 4 10%b. pails, per doz. 15%. pails, per doz.. 25tb. pails, per doz. BAKED BEANS 1M. can, per doz......- 2tb. can, per doz...... 1 8tb. can, per doz....... 1 BATH BRICK American ......- English .....---. BLUING Sawyer’s Pepper Box No. °8, 8 doz. wood bxs 4 No. 5, 3 doz. Sawyer Crystal Bag WiGS ...-.---+=-->-- BROOMS No. 1 Carpet 4 sew No. 2 Carpet 4 No. 3 Carpet ; No. 4 Carpet Parlor Gem Common Whisk ..... “e in Fancy Whisk Warehouse BRUSHES Scrub Solid Back, 8 in........ Solid Back, 11 in. Pointed Ends Stove Na 8 6. ccc knees No 8 .. 5c ieee ee es = 1 25 We 8 ieee e ess ee 1 7 Ma Rw 5 ese. eee 1 00 Mae 7 8 ose eee No. 4 No 3 4.1... ----+ > eee 1 90 BUTTER COLOR W.. R. & Co.'s 25¢ size 2 00 W. R. & Co.'s 50¢ size 4 00 CANDLES Paraffine, 6s Paraffine, 12s CANNED GOODS Blackberries 12 Wicking ......-..-.---- App 3mm. Standards asian cs Panini ‘gallons Seans Raked ........-..- Red Kidney Bring ............ ax ...--.-..-.--- Blueberries Btangearad .....----- eaten _...........- Brook 2M. cans, spiced Ciaims {.ittle Neck. tittle Neck, Clam Burnham's Burnham's pts. Burnham’s qts. Cherries Red Standards hite Extra Fine Standard ........-...+- Peake Talls Mackerel Mustard, 1fb. Mustard, 2%b. Soused, 1% Th. 9/1 Soused, 2%. Tomato, 1b. Tomato 2%b. Mushrooms e Early June Sifted 1 Pie No. 10 size can ag Col’a River, cal 3 00@2 f 7 whe OS he em me DD ths poet y% Mus. ag 9 ae 4s 1 French, 4s ...... CARBON OILS D S. Gasoline Deodor'd Nap’a Sreakfast Foods tcam of Wheat, _ Toasties T No. 2 gs. 2 _Toasties T No. 3) en ao Biscuit, 24 pk g : > lth al "s Vitos, 3 ‘az. pke Sheed eWheat Biscuit, Kellogg s roasted Corn _ Flakes, 36 pkgs in cs. 2 .o Voigt Cream Flakes French Peas Sur Extra Fine Gooseberries StamGarnd ....-...+.5 + H ee to % He bt bo me bo OT be Cracked Wheat eee s % pints on eR we womgatu Limburger ......- @17 Pineapple ...... 40 wo Sais SULO ....... a2 Swiss domestic @i3 CHEWING GUN American Flag Spruce 65 Beeman’ s Pepsin ...... 65 | Adams’ Pepsin ........ &5 Best Pepsin ........... 45 iBest Pepsin, 6 boxes ..2 00 Bieek Jack ........- 55 - 2 Targest Gum Made “5 ‘Sen Sen ..............- 5 / Sen Sen Breath Perf 1 00 pWueaten 2. ;..05.5.-4..- 55 Spearmint ............ 55 CHICORY Beal 5g ea se. 5 Red eovcseeesesstsbestseesees foaeie 4c 26k. ck. 5 Wrinmcios 6.225 .b. 2s. q Btheners .....-...--.- 6 CHOCOLATE Walter Baker & Co.’s 'German’s Sweet ...... 22 (Premium .......-.2-«5> 31 \aerncas ........2..2.. 31! Ginger Gems, Iced.. Graham Crackers Ginger Snaps Family Ginger Snaps N. B. C. Ginger Snaps N. B. C. | Walter M. Lowney Co. | Premium, 48 ........- 30 Premium, %8 ........-. 30 CIDER, SWEET “Morga n’ 3”” Regular bared” 50° gals 7 50 Trade barrel, 28 gals 4 50 1% Trade barrel, 14 gals 2 4 Boiled, per gal ........ Hard, per gal ........- 20 | COCOA Bakers 266... .6.55 ese 37 RJeveiang ...5......; os OMpeienial, 48 ..45..1.. 35 Welenini, %48 ...:..... 33 TES 255550 ee 42 RUivier olka tsesia i... 45 Lowney, 8 .......-.- 36 TOWHeY, GS .......... 36 Daewney, 448 .......... 36 SuGWMeY. IS sett kes 40 Van Houten, #8 jie. 12 -iVan Houten, Ys ..:.. 20 Van Houten, es ee 49 0|Van Houten, .. 72 we ee 33 QVilber, 46S ..-:..:.-:2. 33 Wripur, 386 2) .5.4520. 32 COCOANUT Dunham's %4s & %8 26% Dunham's “48 .«......-. 27 Dunham's 48 ........- og Bulk =. .... Dole ceees ae COFFEE Rlo Common ...-...... 10@13% Weir ke ce ee i PenGien .6 8. Fancy '.....; becca 20 antos ~~ Seatac cee 12@13% Meise ee ieee 6. ee 16 Wancy |..2..). 6... 19 Peavey ......4....--- Maracalbo Se ods eee es. ss 16 noice |... aes. 19 Mexican Cnolee -...:.--.-...... i6% Meaney .....0....05. 2. 19 Guatemaia ROMS 2.8. 15 Java Africa oes hee ae “African oe OO ff. ae 25 PP. & ...... : 31 Mocha Aradvian ...... Zi Package New York peer Arbuckle ......... .:. Wb W2 TwWOrth ... ssa -- 13 75 werstey oo... ee... TR 00 Rion 55. ccc kes 15 25 McbLaugniin’s AAAA McLaughlin’s XXXX sold 5 to retailers only. Mail = orders direct to : McLaughlin & Co., Chica- go. Extract Holland, % gro boxes 95 Felix, % gross ........ 1 15 Hummei’s foil. % gro. 85 00 Hiumimel’s tin. & gro 1 43 National Biscuit Company Brand Butter X 8 GC. Sauare .-.... 645 Seymour, Round ..... 614 Soda No Og 64% Srect ook cs ee aes 9 Saratoga Flakes ...... 18 Zepnyrete ...........- 13 Vveter N 8 CC. Round ....... 61% Gem 660.3. ee ees 614 Pauat | 2. se. % Sweet Goods. Animals : rae Ppiantien 2c... os. ts 12 Atlantic, Assorted ... 12 Arrowroot Bisenit ....16 Avena Fruit — cm ae Rrittle swank Bumpie Bee .......... 10 Ages 2.65.60... 9 Cartwheels Assorted 9 Circle Honey Cookies 12 Currant Fruit Biscuits 12% (vraeknels .25..2.... 06. 16 Coffee Cake. ....:...... 10 Coffee Cake, iced .....a1 Dinner Biscuit ....... Tivie Sugar Conkle Family Cookie Cake Assorted Florabel Cake Fluted Cocoanut Bar 19 Frosted Creams frosted Ginger Cookie Hippodrome Bar Honey Block Cake .... |roney Cake, N. B. C. Honey Fingers, As. Ice 12 Honey Jumbles, Household Cookies ... Household Cookies Iced 9 9 Jersey io ST cece ilibs Coble .25 Biscuit Square 8 af 17 Marshmallow Walnuts it Moiassces Cakes Molasses Cakes, Molasses Fruit ‘Cookies Ice l1 Mottled Square Nabob Jumbles Oatmeal Crackers Orange Gems Penny Assorted Raisin Cookies Rittenhouse Fruit Scalloped Gems ficotch Cookies ..... a Currant Cake oo q tana Fruit Biscuit 16 Spiced Ginger Cake .. Spiced Ginger Cake Icd _ Sugar Squares, large or Sunnyside Jumbles ue Sooner Lady Fingers Vanilla Wafers In-er Seal Goode Albert Biscuit Arrowront Risevit Athe na Lemon C ake Bremner’ 8 cieecey Warere 2) se Cheese Sandwich Chocolate Wafers Cocoanut Dainties ak pt bee Five O'clock Yea pad et pet Ginger Snaps, N. B. C. Graham Crackers. ee Marshmallow Dainties Oatmeal Crackers... Old Time Suear Cook. Oval Salt Biscuit s Ss Butter Crackers eee Rin nit tmneeda Jinter Wayter ‘needa Tunch Biscuit } Water Thin ree 1 Nabisco, ere kee 2 > 50 1 D rane Wafer .. 2 5@ er tin : Sorbetto . ea Nabisco Pesto ........ 5.50) 1 5” Bent’s Water Crackers 1 40 CREAM TARTAR Rarrels or drums .... 33 IOXOA 2 34 Square cans .......... 36 Fancy caddies Apples a sees California’ ..... s.. 12@16 : Citroen Corsichn .-22. 7. @15 ; Currants Imp'd 1. t. pke. @ Imported bulk .. @ 8% Peel 5 Lemon Amierican .. 13 Orange American .. 19 Raisins Cluster, 5 crown .. 1 75 loose Muscatels 3 cr. Loose Muscatels 3 er.- 51 T.oose Muscatels, 4 er. @1 L. M. Seeded 1 th. 64@ 7 Cailtorni 100-125 25th ia Prunes boxes.. > 90- 106 251. ees 4 file §0- 90 25D. boxes..@ 6% 70- 80 25tb. boxes..@ 7 60- 70 25d. boxes..@ 7% 50- 60 25t. boxes..@ & 40- 50 25th. boxes..@ 8% 30- 40 25th. boxes.. @ 9 ye less in 50Ib. cases FARINACBOUS GOODS Beane Dried Lima Med. Hand Pk'd _._! : ree Brown Holland ....... 2 90 Farina - 1 Th. packages ....1 5 3ulk, per 100 ths. .... 13 20 Hominy Flake, 50 Ib. sack .. Pearl, 100 Th. sack 4 % Pearl, 200 th. sack ....4 80 Maccaroni afid Nermicelli Domestic, 10 tb. hox .. 60 Imported, 25 tb. box ..9 50 Pearl Barley Common =.......... 0 Chester ee ae oo Pompe oe 3 65 Peas Green, Wisconsin. bu. Green, Scotch, bu. ....2 50 Sule 04 Sage mast India 0... 0.3). 5 German, sacks ....... 5 Geriman, broken pkg. Taploca Flake, 10 OQtb. sacks... 64 Pearl, 130 tb. sacks .. 4% Peart, 24 ID: pkes. |... 1% FLAVORING EXTRACTS Foote & Jenks Coleman Vanilla. NO. 2.5120... 14 00 Mo. 4 size... 3... le. 24 00 No. 3 size.........:.. 36.00 moO, 8 Sige... es. 48 00 Coleman Terp. Lemon MO. 22 SiZe.) 2)... 9 60 Sn, © alee. ........ 36 00 Jaxon Mexican Vanilla. f OF. OVA 3 ..555..2... 15 00 2 O24 GVAl 2.2.5... 5 28 20 *@ Of Fat ........... 5 55 20 S Of fat .<........ -108 00 Jaxon Terp. Lemon. 1 Om eval 2 2.2-..2: 2... 10 20 2 02 OVAL 2.0.65 s ee 16 80 2 67 Ae ec 33 00 BS OZ, fat ole... ee. 63.09 GRAIN BAGS Amoskeag, 100 in bale 19 Amoskeag, less than bl 19% GRAIN AND FLOUR Wheat PMA gee ee ee 94 White . 2.23202... 4255 5 91 Winter Wheat Flour Local Brands Patents ..9...-.-..... 5 80 Second Patents ....... 5 60 Strateht es. 5 00 Second Straight ...... 4 15 tear oe a 4 00 Flour in barrels, 25c per barrel additional. Lemon & Wheeler Co. 1 00 Big Wouder ws cloth 5 25 : eloth 5 25 -| Worden Grocer Co.’s Brand Quaker, paper ....... 5 10 Quaker, cloth ..... «5 20 Wykes & Co. MicwOse 62. soe eee 4 85 i a i : 3 a 4 ’ 3 x x 5 4 ns a * ; : September 14, 19190 MICHIGAN TRADESMAN 6 : Lemon & Wheeler Co. t POTASH White Star, %s cloth 6 10 Rabtitt’s 7 4 08 White Star, %s cloth 6 00 PROVISIONS | White Star, 4s cloth 9 90 Barreled Pork | ‘Worden Grocer Co. Clear Back ......... 24 American Eagle % clin 6 1U Short Cut ............ 23 75 | Grand Rapids Grain «& Short Cut Clear 23 75 Milling Co. Brand- BeCOh (i566 eee ees 23 00. Purity, Patent ....... & GO Brisket. Clear: oc... :. 25 00! Seal of Minnesota ....6 40 Pie .....2.........-.. 23 00 | Wizard Flour ........ & 20 Clear Pamily :«.-..... 26 00) Wizard Graham ...... 20 Ory Sait wicdis Wizard Gran. Meal ..3 90 § p Bellies ........... 16 Wizard Buckwheat ...5 50 Lard YC -- esses Peete eae + o-| Pure in tierces ........14% Spring Wheat Flour Compound Lard ...... il Roy Baker’s Brand sv ib. tubs ....advance % Golden Horn, family. -5 90 60 TH. tubs....advance \& Golden Horn, bakers..5 80/39 Ip. tins..... advance \ Wisconsin Rye ....... 4 4'/20 tb. pails....advance Judson Grocer Co.’s Brand | jg Ib. pails....advance % Ceresota, %S .......... ‘6 0) @ Tb. pails....advance 1 Ceresota, 4S ......... 6 WW) g tp. pails....advance 1 Ceresota, 365 .....:... 6 60 Smoked Meats Lemon & Wheeler’s Brand Hams, 12 Ib. uverage..18% Wingold, \%s .........- 6 75) Hams, 14 Ib. average..1s%e Wingold, 4S ......+--- 6 69|/ Hams, 16 Ib. average..18% Wingold, %s ..... +-++-6 55) tiams, 18 Ib. average. .184. Worden Grocer Co.’s Brand) Skinned Hams ........ 20 Laurel, %s cloth .....6 2U;tiam, dried beef sets ..16% Laurel, %s cloth ....6 10/California Hams ..... lls. Laurel, 4%&%s_ cloth 6 0U| picnic Boiled Hams ..15 Laurel, 4%s cloth ......6 00) Boiled Ham ........... 22 Voigt Milling Co.’s Brand} Berlin Ham, pressed ..11 Voigt’s Crescent ...... 2 6V|Minced Ham .......... 11 Voigts Biouroigt ..-. 5 OUI Bacon .)02.... 201.2... 21 Voigt’s Hygienic : Sausages Graham ..........- 5 00! Bologna . 22.0355 00... 9 Woigt’s)| Royal --.5-4..5 80) Liver... lk 5 Wykes & Luv. Hranikfore :..23..2...:. 10% Sleepy Hye, %s cloth..6 50) Pork ................. hi Sleepy Eye, %s cloth..§ 40; Veal ................. ll Sleepy Eye, 4s cloth..6 30; Tongue .............. i Sleepy Eye, 4s paper.6 30| Headcheese .......... 9 Sleepy Eye, %s paper.6 30 Peef Watson & Frost Co. Boneless. 0. i... 14 00 Perfection Flour ....-. > 60| Rump, new ..........; 14 00 Ay (Top Wiour 3.2... . do 20 Pig’s Feet Goiden Sheaf Piour ..4 73 |)4% bbls: ............... 1 Qu Marshall’s Best Flour 5 90|% bblis., 40 Ibs. ....... 2 00 Perfection Buckwheat 2 50|% bbls. ............... 4 00 Tin Top Buckwheat 2 40|1 BeL ...:....0.02...-. y Ov Badger Dairy Feed 24 00 Tripe Alfalfa Horse Feed ..28 00; Kits, 15 tbs. .......... 80 abr Crm 6: . 2.55... 5 1 90) %% Dbis., 40 Ibs. ....-.... 1 6u Hoyle Seratch Feed ..1 65|%4% bbis., 80 Ibs. ...... 3 00 eal Casings MERE cn ecco 70 | Hogs, per Ib. .......... 32 Golden Granulated ...3 90|Beef, rounds, set ...... 20 St .Car Feed screened 27 00| Beef, middles, set BU No. 1 Corn and Oats 27 00/Sheep, per bundle .... yu Corn, cracked .......26 00|. .Uncolored Butterine Corn Meal, coarse ..26 00|S0lid dairy ..... 10 wie Winter Wheat Bran 25 Middiings .......<.: co ae Buffalo Gluten Feed 33 Danry Feeds Wykes & Co. O P Linseed Meal ..35 O P Laxo-Cake-Meal 33 Cottonseed Meal Gluten Feed oe Brewers’ Grains ..... 28 0 Hammond Dairy Feed 24 00 Alfalfa Meal ......... 25 v0 Oa Michigan carlots ..... 38 Less than carlots .... 40 Corn CAVIOtS sot cesceecs ccs. | OO Less than carlots .... 68 Hay COPIOUN | 2-26. i lee ccc ss | AA (Less than carlots .... 18 HERBS WOOO oc eee cts cc. e 15 BONS oes .. la iaurel Leaves ........ 15 Senna Leaves ....... 2u HORSE RADISH Per doz, 225) (2 6... 90 JELLY 5Ib. pails, per doz. .. 2 2. 15tb. pails, per pail 50 30%. pails, per pail 90 MAPLEINE 2 oz. bottles, per doz. 3 MOLASSES New Orleans Country Rolls ...104%@ Ib, Canned Meats Corned beef, 2 Ib...... 3 20 Corned beef, 1 Ib...... 1 80 Roast beef,2 Ib........ 3 20 Roast beef, 1 Ib....... 1 30 Potted ham, %s ...... 50 Potted ham, Xs ...... 90 Deviled Ham, %s .... 50 Deviled ham, %s .... 9 Potted tongue, %s .... 50 Potted tongue, %s 90 RICE BaMe@y . 600.6... at @ ie SAPRT £502. - sce 5%@ fl. Broken .......... 2% @3% SALAD DRESSING Columbir, %& pint 2 25 Coltymbra, I pint ...... 4 00 Durkee's, large, 1 doz. 4 50 Durkee’s. small, 2 doz. Snider's, large, 1 doz. 2 35 Snider's, small, 2 doz. 1 35 SALERATUS Packed 60 Tbs. in box. Arm and Hammer ....3 00 Pega se 52. ccs... 3 00 Dwight's Cow ......... 3 00 EP. f... 3 00 Gtandgara ..0....6..... 1 80 Wyandotte, 100 %s_ ..3 OU SAL SODA Granulated, bbis. ...... 80 Granulated, 100 Ibs. cs. 90 Lump, bbls. su Lump, 145 Ib. kegs .... ¥Y SALT Fancy Open Kettle 40 Common Grades Choice ..-.. ++. eee eee 35/100 3 Tb. sacks ........ 2 GOOd ....e sees eeeeeee 22| 60 5 Ib. sacks ........ 2 Watt 7... ol... 20) 28 10% fb. sacks .2 10 Half barrels 2¢ extra a6 Th. neues .....-.... 32 MINCE MEAT 28%. sacks .....-.... 17 Per Case oot, 2. 6... 2 85 Warsaw MUSTARD 56 Ib. dairy in drill bags 40 % Ib. 6 Ih. box ...... 18] 28 th. dairy in drill bags 20 OLIVES Solar Rock Bulk, 1 gal. kegs 1 10@1 20/56 mp. sacks ........... 24 Bulk, 2 gal. kegs 95@1 05 Common Bulk, 5 gal. kegs 90@1 04|Granulated, fine ...... 90 Manznilla, 3 oz. ...... 75|Medium, fine ......... 95 Queen, PMs .........- 50 SALT FISH Queen. 19 02, .:...-..- 4 50 Cod Queen, 28 OZ ...... 1. 7 00| Large whole .... a» 7 meued., 0 04. 6.6.6 90! §$mall whole ..... 644 Stumed, 3.62. ........ 1 45| Strips or bricks 74%@10'. PIPES Fotlock .........- 5 Clay, No. 216, per box 1 75 Halibut Clay, T. D., full count 60/Strips ..............-.. 15 MOD oo ese eee. ee 90) Sinks 2....225.5...... 16 PICKLES Holland Herring Medium Y. M. wh. hoop, bbis. 10 00 Barrels, 1,200 count ..7 50) Y. M. wh. hoops 4bbl. 5 25 Half bbls., 600 count 4 50|)Y. M. wh. hoops, kegs 65 Small Y. M. wh. hoop Milchers Half bbls., 1,200 count 5 00 Bees 6c. a cla. s. 15 PLAYING CARDS Queen, bois: ....-: 9 00 No. 90 Steamboat .... 5|Queen, % bbls 4% No. 15, Rival, assorted I 75|Queen, kegs .......... 55 No. 20, Rover, enam’d 2 00 Trout No. 572, Special ...... 1 Toi No. 1, 100 Ths. ..:....- 7 60 No. 98 Golf, satin fin. 2 00|]No. 1, 40 Ibs. ........ ..8 25 No. 808 Bicycle ...... 2 00'No. 1, 10 ths. .......... 90 No. 632 Tourn’t whist 2 25 No. 1, 8 Ibs. .......... 176 | 8 9 | 10 11 Mackerei 10Ib. cans, % dz. in es. 1 | Willow Clothes, me’m 7 26) Calfskin, cured, No. 1 14 Mera 100 The ae .. 16 66 Sil. cuts. 2 «ie. to ca. 1-76 ry Ne @ 18% Mess. 40 Ibs. .........6 60 2%Ib. cans, 2 dz. in cs. 1 80) Butter Plates Pelts Meas 16 THe ......... 1 7) Pure Cane | Wire End or Ovals. Oi Wed ........ 80 ts Peeee, fuck. 46 1% ., 280 in crate ...... SOG fame... 62... 50 16 No 4. 166 he . 2... 2. $400 GOOG occ. othe... 20 «| % Ib., 250 in crate ...... 30|Shearlings ....... 40 «6 No, t 40 We .......). 6 OG ChGige (..5............. 25 (1 Ib., 250 in crate ........ 30 T aliow No 2. 16 We ....... 2: 1 60 TEA [2 -1D., 250 in crate .......40)Nq, § ........... @s Wolk, Be Se. 1 30 Japan |3 Ib., 250 in crate ........ 40| No. 2 @4 Whitetisn |Sundried€, medium ..24@26|° Ib., 200.in crate .....-. 50 Woot Nu. 1. No. 2 Fam. |Sundried, choice ... 30g 38 Churns Unwashed, med, 33 {00 Ibs. oS 33 lSundried. faney ....36@40 Barrel, 6 gal.. eacb ..2 40) Unwashed, fine g 33 50 Ibs. ...... +666 25 190) itegiiar. medium |. /24@ze| Barrel. 10 gal. each..2 55|/Standard ‘“Twiat WW Toe 1 12 65 | Regular. choice .... 30038 | Clothes Pins a SIDS foi. 92 48 | Regulur, faney ...... 36@40 | Round Head. Jumbo, 32 Ib “i' SHOE BLACKING _.| Basket-fired, medium 30\ 4 fich. @ groans .......; o0| Extra H H scaeeen es Handy Box, large 3 dz 2 50) Basket-tired. choice 35@37\4% inch. 5 gross ....... 551 Eaten Cone sueasaee ¥ Handy Box, small ....1 25! Basket-fired. fancy 40@ 43 | Cartons, 20 2% doz. bxs..60| Big stick, 30 Ib, case Bixhy'’s Royal Polish 85|Nibs ... : 603 Egg Crates and Fillers : . ome 6 Miller's Crewn Polish 85 | Sittings ua ies 10 12 Humpty Dumpty, 12 dz 20) (;,,. Mixed Candy SNUFF (Putin | gama iO 2 Comedie ......-- OD Sahniteco Pala 6% Scotch, in bladders 37 Gimaeuder. iNo. 2 complete ....... 238 ce tteeee Maccaboy, in jars ....... 35! Moyune, medium gg'Case No.2 fillerslésets 1 35 os mi cee ceases. French Rappie in jars 4" \Moyune. choice ....... 32 | ©2se. mediums, 12 sets 1 15) Roya) © treteceneeses SOAP = ics hs chs aaa le el WONR ceeds ces a Moyune, fancy ...... 4945 - aucets Ribbon .. J. 8. Kirk & Co. Pingsuey. medium ..25@28/ Cork, lineu 8 in....... Wi tiles 2 American Family _...4 00) biigsuey. choice ........80| Cork lined, 9 in........ Mitt tae........ : Doe ey aa = - Pingsuey. fancy ....40@45|Cork lined, 10 in....... Mita ........ | gt Jap Rose, 50 bars ..... [oi i Mop Sticks Prem ear ten eahesees 10 Savon Imperial Piney pe 80) Trojan spring ........ 9 A bebe inhale Ee 9 whi. fae. 3 60 paar 0@50| Eclipse patent spring 85 be Siete es cg 1] , ‘ ‘ olong iNa. 1. cummonm ........ ov and Made Cream Dome, oval bars ...... 3 00/ Formosa. fanc feats rape Eves a m ..16 Suihiet oval tL. 20 aNCY ..... 45@60| No 2 pat. trush holder 8d im hone ream mixed 14 Snowberry, 100 eakes 4 00 10y¥, medium ++ee+ee.-25/12ID cotton mop heads 1 40) * 4's Cream Bon Bons 1 Es AMGY | CHOHEE 2 v0... 06... G3) 'deal No 7 ........ RF | : Proctor & Gamble Co English Breakfast j : | Fancy—in Pails Eenox: ...-....-..--:> 3 50) \tedium 25 Pails ‘Uypsy Hearts .. ‘ Ivory, 6 62 2.2... 20.2. 4 vu Chaies Cec eeeesrccecesos 9 | 2-hoop Standard 2 00 “oeco Bon Bons @eetece pyory, 10 of ... 0... 1... 6 75 oe 30) snoop Standard 2 44| Fudge Squares ....__| be os ee Sense 40@45 2-wire Cable ..... ++» 210/Peanut Squares |. °"" ; Lautz Bros. & Co. Cotion “ahaa . '3-wire Cable ....... - 280 Sugared Peanuts enea” tome, @ bere, Be. 4 Mio Cette 30@35 | ¢ cuar, ail ted. brass ..1 2o| Salted Peanuts ..°°°° Acme, % bars, 7 Woe 400) 5°" * vases cs: ++ -456@50) paper, Mureka ........ 2 26 Starlight Kisses || "" 7 Acme, 25 bars, 70 Ibs. 3 80 ce ihe 8 270|San Blas Goodies | °""’ 7 ere Oe 3 60) Vaditac |... — | Toothpicks | Lozenges, plain .....: 18 Big Banter. at pare ee a = Piareued .. 5... ...,. 2 60 | Lozenges, printed | __“i3 erman Mottled ......: S So) Gee ose aeess CS eed = oo 7@| Champion German Mottled, 5 bxs 3 30| Hiawatha, 51d. pails ..56 oe 2 it | clipee Chom — German Mottled. 10bxs 3 25| 5, ee eke Be pMAGE .. - 565.5. .s css. 1 60) Bureka Chocolates ..""} German Mottled, 2obxs 8 20! ee gate - +e | Quintette Chocolates "is Marsenies: 100 cakes ..6 001.50: 00°” Sct ttese | ; »» | Champ : Marseilles. 160 ckes 5e 4 00} Protection bee ele. 40 | Mouse. woot, 2 holes.. 49| oes _— Drops 4 ce ToL : 9| Sweet Burley 41 | Mouse. wood. 4 holes.. 40| WE cnc... 1¢ Marseilles, 100 ck toil 4 09| Hee oe | 7 hol zy; 4+emen Sours . 16 Marseilles, 4ebx toilet 2 10) ger ee aes 41 ae Ga a ebay -" 65 | a 1 x hci |Red Cross ..... 30. | Kat. wood TllD gu] ttal. Cream Opera |. ..13 Good Cheer. ..05. 2.3 Sie eee ee Cee 7p| ital. Cream Bon Bons 1s Old Countiy. 01.5)... A - Phe wal we Socata ss |Goiden Waffles z Seap Powders) = | at 8 | ubs ; Red Rose Gum Drops Snow Roy. 24 41bs. 14. 4 oo} nun ae... 87 | 20-in, Standard, No. 1 7 50! Auto ubaies" _ at Siow Buy 60 s¢ 00... Stnaacee Eagle Ss ae oo ses LU nee Snow Boy, 30 10¢ ....2 404g nea at 3% | 16-in. Standard, No, 3 5 60 Fancy—in 61. Boxes Gold Dust, 24 lirge ..4 50 on oe eA 0% 41 | zu-in. Cable, No. 1 ....8 00 Old } >*hioned Moias- Gold Dust. 109-5e ..... 4 001Nopby Tet 4% 02 44 | is-in. Cable, No. 2 ....7 00| ¢S isses, 10ID. bx 1 a¢ Kirkoline, 24 41. .....3 80 Zgny ep is ** |16-in. Cable No. 3 ....6 00|rarge Jellies ...... 64 bearive §.-.......... 7 oe oe tote secese: 40 | No 1 bibre ........- lu 20/'-€03"u Sours ......, Seapine 2.0 000.. 007.) 410! aoa oncaty ---46 | No, 2 Bibra ........- 9 25|Vld fashioned Hore- Babbitt’s 1776 ........ 3 hy tal Tee ee teee tee eens 33 No, 3 Fibre ........... 3 28 eer ine sees 68 Roseiné = ............. OT ace | Pratant a Washboards _-bepermint Drops . 69 , ‘ t < ~ ROU 8 6 oo ene ns 3 70) Hive oe acre as = Bronze Globe ......... 2 00 Le Choe. 6 Wisdom ........-+++5: 3 Honey Dip Twist ../." 45 | Dewey .....--. ee. 1 76 iF z Choc. Drops 1 lw Soap Compounds i... GMs) AGnIN: ssc - Londres Grand ....... 3: RSE RAINE wine ee one eo + oo 8 35 Puritanos ......-.++--+-< Panatellas, Finas Panatellas, Bock 5 Jockey Club ............- 35 COCOANUT Baker’s’ Brazil Shredded 70 5c pkgs., per case ..2 60 36 10c pkgs., per case 2 60 16 10c and 38 ic pkgs., per OnSe ........-. 2 60 FRESH MEATS Beef Carcass ........ 612@ 9% Hindquarters & @M10% Coes gee ek. 9 Wi4 Rounds ......-.4 7T%@ 9 CNUCKB 1....2055 7 @7% Pee noes kas en @ 5 Liverm ......- io. @ 5 144T. cans 1 35 Boston Butts ... @15 Shoulders ....... @12% beat tard ...... @13 Pork Trimmings @i.s Mutton Vv COAPCASS ......... 6 @9 \ CLOTHES LINES Sisal 00 40 70 29 thread, extra.. thread, extra.. thread, extra.. thread, extra.. thread, extra.. © —) Lad ot mno0 8 fat peak pe pet Jute BOE, oo eke. 75 PR ee ce ee 9 OE ec ao ee 10 ore, 2 ce 1 50 Cotton Victor Bie. (8 ee aa. 1 10 OE 62s. 1 35 Ore... seas 1 60 White House, 1d. ........ |White House, 2th. ........ Cotton Braided DOM: oo eee 1 35 arm 95 Se ee ee 1 65 Galvanized Wire No. 20, each 100ft. long 1 99 |No. 19, each 100ft. long 2 10 COFFEE Roasted | Dwinell-Wright Co.’s B’ds. Excelsior, Blend, 1th. ..... Excelsior, Blend, 2th. ..... Tip Top, Blend, 1%b. ...... mayer iene .............5- Royal High Grade ........ Superior Blend ........... Boston Combination ...... Distributed by Judson Grocer Co., Grand Rapids; Lee & Cady, Detroit; Sy- mons Bros. & Co., Sagi- naw; Brown, Davis & Warner, Jackson; Gods- mark, Durand & Co., Bat- tle Creek; Fielbach Co.,|, Toledo. FISHING TACKLE % to 2 im .......-..---- 6 | i to 8 IM. ....-. 5. 7 146 $0 2m. ....-..----.- 9 1% to 2 im. .....--.--.-- 11 O@ WO gee sc ke eee sce e ees 15) Sim of. 20) Mimnel ok cack ee se ck 20 DEStth 64s nce eee 26 Daren . 8 obec ee ce 34 ' | | | Poles 3amboo, 14 ft., per doz. 55 Bamboo, 16 ft., per doz. 60; Gamboo, 18 ft., per doz. 80) GELATINE | |Cox’s, 1 doz. Large ..1 Cox's, 1 doz. Small ..1 Knox's Sparkling, doz. 1 Knox's Sparkling, gr. 14 Memepn ee 26. cw. Knox’s Acidu’d. doz. . EtG. ...-55) 5.2500. Plymouth Rock ...... 1 bat at Bargevex SAFES 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 100 cakes, large size..6 50 cakes, large size. .3 100 cakes, small size..3 35 50 cakes, small size..1 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 ........ 3 75 Halford, small ........ 2 25 Use Tradesn.an Coupon Books Made by Tradesman Company Grand Rapids, Mich. Lowest Our catalogue is ‘‘the world’s Jowest market” because we are. the largest buyers of general merchandise in America. And because our com- paratively inexpensive method of selling, through a catalogue, re- duces costs. We sell to merchants only. Ask for current cata- logue. Butler Brothers New York St. Louis Minneapolis Chicago Special Bargain In Second-Hard Fire and Burglar Proof Safe We have just purchased a good second-hand safe which has been used bya large finan- cial institution. The safe is in first-class con- dition. It has plenty of room for books and papers with a large Burglar Proof Vault (across the entire bottom of the safe.) It is just the kind ot a safe a country merchant ought to have who cannot get to the bank every day. This safe will be sold at an exceptionally low price if it can be disposed of at once so as to save the expense of mov- ing it from its present loca- tion to our office. If interested write, wire or come and see us without de- lay. Grand Rapids Safe Company Grand Rapids, Mich. What Is the Good Of good printing? You can probably answer that in a minute when you com- pare good printing with poor. You know the satisfaction of sending out printed matter that is neat, ship-shape and up- to-date in appearance. You know how it impresses you when you receive it from some one else. It has the same effect on your customers. Let us show you what we can do by a. judicious admixture of brains and type. Let us help you with your printing. Tradesman Company Grand Rapids PUES NSS tis — aE Basis a seaman ascii Sina as 2 4 3 September 14, 1910 47 BUSINESS-WANTS DEPARTMENT tT ents inserted under this head for two cents a word the first Insertion and one cent a word for each CONTINUOUS a 7 \ 7 Insertion. No charge less ari GPT map eeRs PUCey are haere ; Orders. BUSINESS CHANCES. For Sale—Cash, a small stock of gro- ceries and notions, centrally located. lock Box 768, Kalamazoo, Mich. 890 For Sale—Drug_ store, $3,500. Good stone building: good stock of drugs; five good living rooms. Mountain town; in- dustries, mining and ranching. Fine for lung troubles. Good opening for drug- gist and dentist. Box 1, Pitkin, Colo- rado. 898 For Sale—Half interest in ladies’ ready- to-wear store in Cedar Rapids, Iowa, to experienced party who can take man- agement. A splendid moneymaker. Own- er has another store in Minneapolis and can not manage both. Buyer must have at least $5,000 cash. Address Mrs. A. K. Clark, Cedar Rapids, Iowa. 897 Do You' Want To sell your Real Estate’ To seil your House and Lot: To sell your Farm or Ratich: To sell any kind of Property? ; To seli your Business? To sell your Bank, Mine or Factory: To sell or exchange anything? ‘Yo buy a Business: To buy a Farm, Home or Factory? ‘Yo find an investment? To buy or exchange anything? I bring buyers and sellers together. No mat- ter where located if you want to buy, seli or exchange any kind of property or business anywhere at aby price, write me today. Es- tablished i881. Frank P, Cleveland, Real Estate Expert, 1261 Adams Express Building, Chicago. For Sale—In one of the liveliest and most prosperous towns in Central South- ern Michigan and in one of the best lo- cations, a fresh, up-to-date drug stock, at a fair discount from inventory price, subject to sale prior to Oct. 1. Call Res- pess & Co, 301-503 Widdicomb Blidg., Citizens 1136. : 901 Timber For Stale—2204 acres, 350 clear- ed and improved, 1850 in timber Will have ten million feet half oak and ash, railroad over land. Price $40,900. S. Sampson Carson, Ripley, Tenn. 900 Read This, Mr. Merchant Why not permit me to conduct a big July or August sale on your stock? You'll clean up on old goods and realize lots of money quickly. Remember I come in person, qual- itied by knowledge and experience. Full information on request. B. H. Comstock, Totedo, Ohio 907 Vhio Building For Sale—A clean stock of hardware located in a live manufacturing town. Store equipped with modern fixtures and attractive show windows. Good business, well established. Address Box 425, Ken- osha, Wis. 899 For Sale—Good, clean stock of general merchandise in one of the best towns in the Thumb. Good established busi- ness. Inventories about $12,000. Best location in town. No trade. Cash sale. Box 25, Deckerville, Mich. 889 For Sale—$3,500 good clean stock gen- eral merchandise, situated in factory town, within thirty miles Grand Rapids. Bargain. Address 854, care Tradesman. For Sale—On consignment part or whole of $3,000 general stock; would ex- change. Box 596, Fenton, Mich. 896 For Sale—A dry goods stock of about $15,000, of a long-established business in a thriving manufacturing city of Michi- gan. A sure moneymaker for the right man. Write or call on D. Jacobson, care of John V. cago. Restaurant—Good trade, for bakery. Mining town, 1,500 inhab- itants. Must retire. Price, $550. > News and Gossip About Indiana Travelers. Indianapolis, Sept. 13—Many trav- elers are talking of having an official tent at the Fair Grounds, or having Travelers’ Day, or in some way ob- taining for the traveling men of the State recognition at the Cc AL Albrecht, says that he approves of Fair. Post B, the plan. Here- tofore nothing of the kind has been attempted and the travelers are feel- ing that as many organizations are President of represented on the grounds, it is de- sirable for them also. While the various travelers’ or- ganizations are, in a way, working in- dependently as far as their social life is concerned, there is evidenced a spirit of brotherhood, which may show scme marked results in the near future. Many travelers are mem- bers of three or four organizations and take an active part and interest in each, At the meeting of the Board of Directors of the Indiana Travelers’ Accident Association Saturday the Secretary, P. B. Trone, submitted the largest number of applications for membership on record. The mem- bership at present numbers about 2,500, and Mr. Trone expects to have this doubled in less than two years’ time. Michael P. Lynch, one of the most enthusiastic base ball fans, has lost heart. He admits he is tired of see- ing Indianapolis fight for the bottom position. He would not attend the double-header Saturday. Wesley H. Shilling, 904 East Tenth street, who has been suffering with a broken leg for several weeks, is recovering rapidly. He will be con- fined to his home only a short time longer. P. B. Trone, Secretary of the In- diana Travelers’ Accident Associa- tion, will hold open house for all travelers in his office, 725 State Life building, the last Saturday in Sep- tember. ——_2->—___ Officers of the Fennia Manufacturing Co. Hancock, Sept. 13—The Fennia Manufacturing Co., which was or- ganized recently with a capital of $se.0o00 for the purpose of manufac- turing the dial level, sewing machine attachment and other inventions of Joseph Ostman, has elected officers for the coming year, as follows: Presidert—Joseph Ostman. Vice-President—Axel Immo. Secretary—Arthur Abranison. Assistant Secretary—F. J. Wick- strom. Treasurer—John Olson Assistant Treasurer—Matt Kangas. Member of Board of Directors— Axel Sundstrom. Word has been Paient Office at the apphearicon of Mr. Ostman fer a patent on his sewing machine = at- tachment had been considered and a patent giver. him. ‘*'i, other inven- tions will be patented later, applica- tions new being ‘tn. The company 1s now almost ready to start prepara- tions for its factory. ——_»-2.—____ Propose To Discard Premiums. Springfield, Ohio, Sept. 13—Resolu- tions were adopted by the Ohio Retail Shoe Dealers’ Association in conven- tion here, against any but regular ad- vertising; opposing all contributions to bazaars, programs, etc.; favoring legislative action against shoe junk dealers and mail order houses. It was decided also to take steps to pretect the merchant from dead beats and to curb the merchants who be- lieve they are entitled to fail three times and have two fire sales, and to received from the Washington that oppose unnecessary in the conduct of business. expense The Association has a membership of 146 since its organization fast March. It was decided to hold the next meeting in Columbus, March 1, IQII. oe Secretary Ed. I. Parker, of Mt. Vernen, A. E. Pitt and C. E. Wilcox were appointed to arrange a program for next year. Twenty new members were admitted. A banquet was held at the Arcade hotel, where Vice- President Denny presided as toast- master. Responses were made by Everitt B. Terhune and Richard L. Prather, of Boston; David Gibson, of Ci:cinnati, and Robert C. Bancroft, President of the Merchants’ Associa- tion of this city. ~~». >—____ The Boys Behind the Counter. Allegan—Herbert Baker, the drug- zist, has secured the services of Clar- ence Messinger. and the latter will be found in the drug store here- after. Mr. Messinger has been a reg- istered pharmacist many years but has not been engaged in the work here since he sold his interest in the Garrod & Messinger drug store many years ago. Sault Ste. Marie—Albert Crockett has resigned his position with B. M. Morris and accepted one in the W. F. Ferguson shoe store, succeeding Earl Howden, who left to take an in- terest in the feed store of his father, William Hiowden. Petoskey—A. E. Remington has severed his connetcion with the Rem- ington clothing store Grand Rapids and Chicago to in- vestigate several zood business open- ins. ‘Wood Martin has taken charge of the store. Jackson—Harry DuBois, who has eben employed as a drug clerk in this and gone to city, is about to establish a drug business in Brooklyn. Mr. DuBois recently passed the State examina- tion for pharmacists. Kalamazoo—John Imans, of Grand Rapids, has accepted a position with the Edwards & Chamberlin Hard- ware Co., beginning his duties yes- terday. Mr. Imans is a_ hardware man of much experience, having just completed nine years’ service with his last employer. BUSINESS CHANCES. Gall Stones—Bilious colic is result; no indigestion about it; your physician can not cure you; only one remedy known on earth; free boklet. Brazilian Remedy Co.. Bax 3021, Boston, Mass. 907 fener 7 Eixperienced sho2 man wants position in @epartment store about October 15, to take charge of shoe department. Can assist either as first-class clothing sales- man or as Al ad. writer. Experienced and a hustler. At present employed. Salary $18 week. Address ‘“‘Live,’’ care Michigan Tradesman. 909 For Sale—First-class laundry Will sell at a great sacrifice. Jerry Ryan, Bronson, Mich. For Sale—Old-established plumbing, heating and tinsmith business in good re- sort Michigan town. Plenty of work year around at city prices. No competition. Will sell stock, invoicing $2,500, also teals, launch, horse and wagons, with a five year lease of brick building. Address Plumber, care Michigan Tradesman, 911 To Exchange—House and lot, located at Traverse City, value $1,500, for stock of groceries or general merchandise. Can use stock that will inventory up to $3,500 and pay cash difference. Address X, 1041 Walnut St., Traverse City, i outfit. Address 908 Buy Peaches For Canning Now Get in line with us on peaches All the best varieties are now coming in and prices are as low as they will be The Vinkemulder Company Grand Rapids, Mich. If you have Apples, Peaches, Onions, Cabbage or Potatoes to sell we are in market to buy i a RS SANE PR SS SSOP TEPER ARISES REIT ETT 2 ats _" |S ALWAYS THE SAME COFFEE AND SAME QUALITY It must be a great satisfac- tion for dealers to handle coffee of ‘‘WHITE HOUSE” a eal: character — thus eliminating Pe ee all doubt and uncertainty, and absolutely insuring against complaint and possible loss of good customers. You cannot say too good things about “WHITE HOUSE’—for the good things are really there. eae The coffee will “back you up” eo every time. yr ca? a <4 SE E< sz are a 0) ys: mL te tent YT 1 1c1 Lie Symons Bros. & Co. Wholesale Distributors Saginaw ae Are You > gs Handicapped e- Ase Be helped instead of hindered in your accounting. The McCaskey Account Register System (First and Still the Best) will relieve you of your bookkeeping troubles. It will handle every detail of your business from the time the goods are purchased until the money for them isin the bank WITH ONE WRITING Over Sixty Thousand in use. Ask any User! Or-write THE McCASKEY REGISTER CO., Alliance, Ohio Agencies fn all Principal Cities Manufacturers of Duplicating and Triplicating Sales Books in all varieties Grand Rapids Office: 356 Sheldon St., Citizens Phone 9645 Detroit Office: 1014 Chamber of Commerce Bldg. invented the goods, made them, advertised them, gave them their reputation, helps you sell them, deals square, packs no private brands, protects quality, because owns the brand. believes in his goods and stands for reciprocity. YOUR TIME is too valuable to expend in ‘‘talking’’ any par- ticular product. We do all the ‘‘educational’’ work for Shredded Wheat. We aim to sell it before it is placed on your shelves. But nearly every grocer has a fussy customer ‘‘from Mis- souri.’’ When she asks you about breakfast foods, here are three things you can tell her about Shredded Wheat Biscuit First—It is the cleanest, ‘purest, most nutritious cereal food, made in the finest, cleanest food factory in the world. Second—It contains all the rich, body-building ma- terial in the whole wheat grain—not merely the white flour, which is mostly starch. Third—Being in biscuit form, it makes delicious combinations with fruits—-in fact, it is the only cereal breakfast food that makes wholesome and natural com- binations with fruits. Memorize these three points and be ready for the customer who asks questions. The Shredded Wheat Company, Niagara Falls, N. Y. We Can Make Prompt Shipments Of any of our stock cases in regular lengths We are carrying over 1,500 cases ready for immediate delivery If you place your order for the Show Cases and Store Fintuies You will get prompt service, high quality and moderate price Complete catalog and prices on application Wilmarth Show Case Co. 936 Jefferson Ave. Grand Rapids, Mich. Downtown Showroom in Grand Rapids at 58 South Ionia St. , 40 Broadway, Detroit, Mich. Common-Sense On Safes A Business That Isn’t Worth Protecting Isn’t Worth Having The old, old story about the old-time merchant carrying his accounts in his head and never resorting to books is very much like the Jonah and the whale tale. Both of these things may have happened once upon a time, but the man who attempts either stunt with the present day whale’s disposition and the present day way of doing business will surely get the worst of it. Accounts Must Be Kept in Books Books Should Be Kept in a Safe Otherwise you are not protecting your business and a business that isn’t worth protecting isn’t worth the time you devote to it. You Need a Safe—We Want to Supply You Ask Us For Prices | Grand Rapids Safe Co. Tradesman Building Grand Rapids, Mich.