RR ; ‘ Mj g ( NS 8 E G G \ ” i AN ON Az HSC IN 9 BITE IR CSF AES 9 CANES ANA CaS a te a HONG SA NE WNL BAY A \\ : . . i“ x S i f = 4 \ wer, ( (cae , ( F wa . mS 5 3g \ Gi Ft ) PA] q ® / % 2 m=) j A>) 4 Dy] a) oy fi a = S " wa % OTe ee e : ie ae aves ghee Soo DON “PUBLISHED WEEKLY 4 TRADESMAN COMPANY. PUBLISHERSR 2 2) PWAS RS : g Z2~SS¢ ee FIT en AK En ; SEO QO! SS OCR FI A O L) i ( o Sf ed s(t “ Z A a UK 4] p~ nS XZ ee aw Oey o—* (FXcom = Liss La St Ca G, ly A a Ql a Ur ZA V a Be \ LW, Y To eS Sa anges COM LS WA - Mb g ~ (Ex alirais SU GN ( (~m) \ I A / EY, RA (/"O Cs 7 eI DE Ki « SM ~~ vs vad Pay Twenty-Eighth Year Number 1411 GRAND RAPIDS, WEDNESDAY, OCTOBER 5, 1910 ah Human Enemies & & The man who never must deny what other people say, Who never has to dodge a brick that some one sends his way, Who has no enemies to scoff or stand around and sneer At what he does or tries to do, who finds his pathway clear, , May find the world a pleasant place, but when his course is run, They’ll sing no songs and write no books about the things he’s done. The man who never has to fight to gain the ends he seeks, Whose word is never challenged by another when he speaks, Who travels on an easy way where foes are never met, Who never at the close of day is haunted by regret, May linger long within the world and hate to go at last, But few will mourn when he is gone or mark the way he passed. It is not sweet to feel that there are people who would yell With all their might with joy if you went wrong, some day, and fell; It does not help to make your dreams all happy ones, at night, To know that you have enemies who’d stab you, if they might; But even Christ, with all His grace, would never, I’m afraid, Have triumphed if it had not been for ene- mies He made. Che Higher Pantheism The sun, the moon, the stars, the seas, the hills and the plains— Are not these, O Soul, the vision of him who reigns? Is not the vision he? tho’ he be not that which he seems? — Dreams are true while they last, and do we not live in dreams? Earth, these solid stars, this weight of body and limb, Are they not sign and symbol of thy divi- sion from him? Dark is the world to thee; thyself art the reason why; For is he not all but thou, that has power to feel “I am I.’’ Glory about thee, without thee; and thou fulfillest thy doom Making him broken gleams, and a stifled splendor and gloom. Speak to him thou for he hears, and spirit with spirit can meet— Closer is he than breathing, and nearer than hands and feet. God is law, say the wise; O Soul, and let us rejoice, For if he thunder by law, the thunder is yet his voice. Law is God, say some; no God at all, says the fool; For all we have power to see is a straight staff bent in a pool. And the ear of man cannot hear, and the eye of man cannot see; But if we could see and hear, this Vision— were it not he? Alfred Tennyson. Let us have faith that right makes might and in that faith let us to the end dare to do our duty as we understand it. Abraham Lincoln. ial Our Brands of Vinegar Have Been Continuously on the Market A Reliable Name Is this not conclusive evidence of the consumers stamping | And the Yeast 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: Is the Same “HIGHLAND” Brand Cider and White Pickling “OAKLAND” Brand Cider and White Pickling | ‘““STATE SEAL’’ Brand Sugar Vinegar Demand them from your jobber—he can supply you Fleischmann’s Oakland Vinegar & Pickle Co. Saginaw, Mich. Our New Gold-Finish, Glass-End Scale Weare proud of the fact that our auto- matic scale does not need for its operation, i and consequently does not use a heavy pen- j dulum supported by a cut-down pivot. To show the excellent workmanship of the most important part of our scale, we built a sample for our show room having a beautiful piece of plate glass at each end of the computing cylinder through which the operating mechanism is clearly shown. Merchants saw it What was the result? They wanted scales just like it and were willing to wait a while to get them. We are now shipping them in large quantities. They are meeting with success beyond our On account of the Pure Food Law there is a greater demand than verfxr # 6 8S Sf 8S 8B Pure Cider Vinegar We guarantee our vinegar to be absolutely pure, made from apples and free from all artificial color- expectations. We use springs because they never wear out. Do not confuse ing Our vinegar meets the re- our scales with those heavy-pendulum, cut-down-pivot scales advocated by other manufacturers. [You know the life of the sensitiveness of the pen- dulum scale is only as long as the life of the cut-down pivot. |] Nineteen years of practical experience proves to us and our cus- i : | tomers that the construction using high-grade springs controlled by our of every State in the Union. a s patented, perfect-aciing, automatic thermostat is the best mechanism for a modern and practical automatic computing scale. It is the only mechan- ism which never wears out, EXCHANGE. If you have a computing scale of any make which is out-of-date or unsatisiactory, ask for our exchange figures. We will accept The Williams Bros Co | it as part payment on the purchase of our modern scale. e « | Local district sales offices in all large cities. quirements of the Pure Food Laws Manufacturers | - Moneyweight Scale Co. “1 : : : | Seal, 58 State Street, Masonic Temple Picklers and Preservers Detroit, Mich. || capes “i Please mention Michigan Tradesman when writing | DAYTON. ; Ch icago - Snow Boy keeps moving out-Profits keep wel Te hy j Start your Snow Boy Ce) moving A Ede aT tL Ce elim ia ie TMT ys Teh te] CB ill ater HI Ol Lae Lo) 9)9\-1 9-3 Lautz Bros.& Co. Salesman oa ig aa og : +3 em gps ce i Se Cee vie: = ae a —# ee we ey 0 a Gs aie ae S A i A DESMAN Twenty-Eighth Year SPECIAL FEATURES. 2. Review of the Year. 3. Self-Control. 4. News of the Business World. 5. Grocery and Produce Market. 6. Indiana Items. 8. Editorial. 9. Out Around. 11. Gone Beyond. 12. Butter, Eggs and Provisions. 14. Trade-Mark Goods. 16. Pure Food Laws. 18. Window and Interior Decorations. 20. Clothing. 22. Dry Goods. 23. Co-Operative Delivery. 24. Should Stay Dry. 26. Woman’s World. 28. Meat Market. 30. Law for Druggists. 32. Shoes. 36. Behind the Counter. 38. Medical Dispensing. 40. Key-Note Advertising. 42. Drugs. 43. Drug Price Current. 44. Grocery Price Current. 46. Special Price Current. ANYTHING IN IT? Something like a generation and a half ago a great hue and cry was raised, and as a result the Bible was put out of the public schools. If memory serves, objection was made to the repeating of the Lord’s prayer and that was stopped. ‘“’Tis the mind that makes the body rich,” and the country, wide and high, was carried away with that idea. So for all these years the schools: began without prayer or hymn and_ the children from 6 years old to 18 have lived the most important period of their lives without hearing the won- derful story of Bethlehem and of Him “who died to make men free.” For a generation and a half, then, these boys and girls, trained without a lesson and almost a_ thought of God, have taken their places in the world, and they are pretty well sat- isfied that they are getting along fair- ly well without God and whatever pertains to Him. Church? No; they do not need its so-called sacred of- fices. Baptism is a mere form, as senseless as it is meaningless. The marriage ceremony—it is simply a ceremony which a _ justice of the peace can go through with as well as a minister and with a great deal less fuss, and the journey to that bourne from which no traveler re- turns has to be taken anyway. Pray- ed over or unprayed over and so far as they are concerned, it seems to make mighty little difference which. Sunday is a much-needed day of rest—humanity could not live long without it—but all this talk of go- ing to church, or “meeting,” as most folks call it, is a weariness of the flesh. Prayer? It is something re- sorted to only when a man gets into a tight place and even then with no hope of any benefit from it. The whole thing is so much fol-de-rol; and so, for something like a half cen- tury, the fol-de-rol idea has pre- vailed. And somehow the world and they that dwell therein are not satisfied. There is too much lawlessness in the land. The morning paper has too GRAND RAPIDS, WEDNESDAY, OCTOBER 5, 1910 much to say about unfaithfulness. Too much murder is going on. Scan- dal takes too much space in the daily news. The cartoonist finds graft and grab the subject of his pencil too often until, finally, society, looking itself squarely in the face, is won- dering why. WANTING TO GROW. The small boy is never more pleased than when told that he is growing fast and will soon “be as big as his father.” Our cities evi- dently share the same sort of pride, not a little rivalry being shown in certain sections. Yet the resident of the great city looks with disappoint- ment upon the figures which show that the congestion in the great me- tropolis is not yet relieved. He would be glad to find that the crowd- ed tenement districts were being cleared and their inmates scattered over the green fields. There would be a promise of hope in the fact that the cry of “Back to the land” was being heeded; and that the starving thousands were hastening to raise the grain and other food products which have of late been on the deficit side of the balance. The desire to grow in business may materialize in the strong, lusty growth of the healthy child; or it may result in the congested state of the too-aspiring city. Growth in it- self must come from within, but there must be room without for the expansion. There is such a thing as growing too fast in business and Over-stepping the capacity. Trade, to be healthful and permanent, must be well balanced and backed up by capi- tal and indefatigable energy. The house which outgrows its walls will suffer if new additions can not be made. But still more will the in- creased business suffer if the brain power which directs and fosters is not steadily applied. We have seen those who worked up a good trade and then rested on their oars. This will never do. The pow- er which brings a man into the flood tide of prosperity is needed to keep him there. To grow so fast that one loses strength is a misfortune every time. LETTING GO. When the boy Carnegie was still struggling to help in making a living in the motherland he and a playmate came upon the bright thought of peddling fruit. They invested in a small way and made it profitable. In continuing the method on a larger scale they encountered some toughs who. were about to rob them of their goods. They speedily saved them- selves by selling out to a local deal- er and did not further tempt fortune through this channel. There are many people in this world who do not understand the art of letting go of a losing project. They may know that they made mon- ey through it once and are loth to give up the chance. They fail to take into consideration the fact that con- ditions have changed; that it is bet- ter to sell out and get back the amount of the investment than to court robbery from a band of toughs. They hang on uuatil they are dragged down into the mire. It is never safe to drift aimlessly and without keeping record of progress. There are new features constantly gathering, all of which must be When youn see that a thing is not proving ‘protit- able, the frst act should vestigate the cause. This remedy must be discovered. 1§ no remedy, the proper thing is to let go. your 7 accounted for. be to im- found, a There are many ways of effecting the release. A wanted to drop some telephone batteries from a fast limited trolley car knew hctter than to throw them from the platform. He did not even stand in the door and toss them gently to the roadside. He attached a cord, stooped and swunz them out to holding them as low as Then with the other hand he cut the cord and they man whe moving firm over carefully clear the track possible. dropped unharmed Wse the same precaution in letting go of the unprofitable. Drop it quick- ly but carefully. Take time to pre- pare for the severing and strive to eftect it with as little possible. disturbance as THE ABUSE OF JEWELRY. Tf there is a thing which creates a distaste for fine jewelry it is to see the wearing of it over done. In moderate quantity it is a badge of refinement. When carried to the extreme it becomes a mark of vulgarity. Said a child recently: “I think Emma wears too many rings for a little girl. She wears four, one of them a diamond; she has three gold beauty pins on her dress, two on her hair ribbon, besides a large pin with a setting; two more on the large rib- bon bow which sets off her sailor collar, and a brooch. She has no less than four lockets, one of which she wears every day.” It has been stated that the thief who snatches the watch temptingly suspended from the waist of the fashionable lady to keep his family from starving is not half so guilty as is she who flaunts the jewels in his face. As an article of service, every one who can afford it is enti- tled to carry a watch; but no man would think for a moment of stuffing his timepiece into his hat band that all might see he had one. Rings in single moderation suggest gentility and an lf there | Number 1411 appreciation of good taste; but to load any person down with them, es- pecially a child, suggests a relic of barbarism. If the offense is perceptible to oth- ers the harm done to the child is in- finitely greater. Instead of prizing the jewel for what it is, it becomes but an “open sesame” to popularity. The child learns to regard dress as the main thing in life. Vanity comes easily enough at certain stages. It is certainly a shame for parents to coax ii into the home. There is no harm in letting children wear some jewel- Ty; and where a pin is needed to fasten the clothing the gold one may not be discarded. Although the rings are numerous, teach the little one to alternate rather than load the fin- gers. An over supply of any article rapidly depreciates its value. THE PRESS IN INDIA. Much of the trouble and unrest that until recently prevailed in India was due to the native press. In order-to punish seditious publications the activity of the Indian Government imprisoned and punished the editors of the papers, but this course did not stop the publications, as the real edit- ors found no difficulty in printing at the head of the their journals the names of hired coolies, columns of so that as fast as one was arrested a new one was found to take his place for a small sum. Lord Morley, in an of conciliation, apparent spirit this prac- iice of imprisoning the editors, and a new press law abolished was promulgated, which provides that each newspaper depesit with the government 500 rupees as a guarantee that no sedi- ticus matter will be published. As the government is the sole judge of what is seditious matter, the editors have promptly found that the publi- cation of political matter is highly expensive, seditious writings have ceased to appear in the Indian press, and the country, as a result, is apparently tranquil. The law that on the surface looked like an extension of the freedom of the press has re- sulted in effectually muzzling it. The government of Russia might learn a useful lesson by the study of this In- dian law, originated by Lord Morley, with a view to its imitation in its own domain, where newspaper other literary criticisms hence and are so barrassing and troublesome. —— A newspaper, in speaking of a de- ceased citizen, said: “We knew him as old Ten Per Cent.—the more he had the less he spent—the more he got the less he lent—he’s dead, we don’t know where he went—but if his soul to heaven is sent—he’ll own the harp and charge ’em rent.” ¢emi- MICHIGAN TRADESMAN October 5, 1910 REVIEW OF THE YEAR. Record Made By Michigan Retail Druggists’ Association.* Brothers of the Michigan Retail Druggists’ Association—We are gath- this second annual meeting at the hearty invitation of our brothers here. The ered in beautiful city for our value of a good local organization 1s well exemplified by their society, and much of the conditions that exist in other places could be largely died if there were as good a city or county organization, Of our temporary members who were at the organization at Grand Rapids a year ago last month two have answered the call of the grim Reaper—-L. O. Loveland, of Muske- gon, and Chas. M. Johnson, of Bulk- ley. Their interest and activity prom- ised much for the future, and in their deaths suffered a real loss. Of what has been accomplished since our first annual meeting in February last, I will leave for the reports of the Secretary and the several com- mittees. Had one prophesied that our membership would number over 500 in eight months he would have been thought to be on the way to one of the State institutions in this city; bu the interest at that time has continued and the Secretary, we have enthusiasm and the Membership Committee and many of the members have been ac- tive, and {0 our brothers of the “gmp” we are greatly indebted for members secured and interest arous- ed. It was practical “entertainment.” I 17] would call your attention to some sections of the pharmacy law: Sec- tion 3 says the Board of Pharmacy shall issue two certificates, that of registered pharmacist and of register- ed druggist. Until Michigan and a very few other states made this dis- tinction the two words had the same meaning, and have to-day except in the eyes of the law. We NW A. R 0D. the Chicago Drugegists’ have the Veteran Association and_ others. Interpreted by this they only clations of assistant pharmacists. Let us net be so illogical but get back to first principles and have it read section of our pharmacy law are asso- as it should, viz., registered assistant pharmacists. Sections 27 and 28 re- late to the sale of intoxicating liquors by pharmacists, and I believe it is as good a law as could be put on statute books. But in loca] option counties this better law, both for the people and the druggist, is made null and void. In view of the freedom with which fire arms are used, espe- cially to remove public officials, an act prohibiting their sale except on the prescription of a physician would be as sane as some parts of the pres- ent local option law. Yet I believe this Association should go on record in regard to the illegal sale of liquor, and together with the M. S. P. A. aid the Board of Pharmacy to enforce these sections. That the (so-called) saloon drug store may be made to ake its proper place among the sa- oons and stop robbing the State of the $500 annual license. display and the advertising of li- quors should be discountenanced. I *Annual address by C. A. Bugbee at annual meeting at Kalamazoo, Oct. 4, 1910, our t } i I believe the rt may seem radical, but I have no use for the druggist who thus _ prosti- tutes an honorable calling for the almighty dollar. small but I am glad that that kind is a percentage of retail their evil influence affects us all, and unless we take this stand trade, we will have laws more strin- gent. We have read and heard much of higher higher commendable education, All this is intending to stan ling, etc. . and one become a pharmacist should embrace every opportunity to es—that there is not sufficient pro- fessional practice in sight to afford a living income he must yield to the istern necessity of circumstance and the | seek additional profit from. other sources. Nor do I see anything in- herently wrong or discreditable in the the commercial side ot pharmacy for exploitation if the op- portunities are more favorable in that direction. The man who prefers simply a merchant-druggist, provided he complies with the code which governs honest merchandising, is just as deserving of respect as the man who cultivates the professional side of pharmacy exclusively. In fact, if the druggist must be defective in either direction, it is less fatal to lack in professional] attainments than in selection of to be better equip himself. But many of those I have mentioned have seen only the ethical side to the exclu- sion of the practical. It is refreshing to read an editorial in the Midland Druggist by Dr. Beal, a former Pres- ident of the American Pharmaceuti- commercial ability. Men who are cal Association and a Professor in the Pittsburg College of Pharmacy. Under the heading, The Mantle of Ethical Charity, he “It does not by any means follow, as some teach, that there can be no ethical pharmacy save that which in compounding physicians’ prescrip- tions and the dispensing of drugs and medicines in a_ purely professional Purely commercial transactions are no less within the scope of ethi- cal consideration than those which are wholly of a professional nature. The pharmacist who is compos men- tis will naturally seek to practice the kind of pharmacy that is practicable. “By preference he may cultivate the professional rather than the commer- cial side, but whether he can make it yield him a livelihood depends up- on circumstances not within his con- trol. If his situation is such—and it will be so in a large majority of cas- says: way. consists | | ee : )professionally qualified can always be decided commercial ability usually hire other ipeople. Apparently there is an in- ‘compatability between high profes- skill and executive business The attainment of one ne- quiet concentration of jthought, laboratory experimentation jand leisure for the searching of lit- jerature; the other requires the study jof market reports, the planning of ‘advertising campaigns and an alert- iness to all that makes for success in ithe hurly-burly of business competi- | tion.” | In the present stage of the cut- ‘ting of prices the average druggist ican do little else than to continue the | opposing ingredients and trust to a | ‘shake label.” If he wishes to attain to the high- est succes he must specialize in one direction or the other. From the ihired; those who possess } | siona! ability. cessitates writer’s viewpoint, therefore, the merchant-druggist with a conscience is no less a legitimate member of the pharmaceutical household than the so-called professional pharmacist and no less entitled to take part in the family councils and sit at the family table. lf 1 were in tributing the contempt, business of dis- donations would not be to those who yield to the commercial necessity of mixing business with drugs, but rather to those whose noisy professions of eth- ical righteousness are constantly stultified by more or less secret prac- tices that out-fake the worst of pat- ent medicine fakirs. I want to urge you to give active support to the N. A. R. D. and the A. Ph. A. Membership in each will be worth to you much more than its cost. I am glad to greet so many of you at this meeting and to feel that the druggists of Michigan are fully awakened to the necessity of serving their interests. I thank you most heartily for the support you have given me and the honors you have conferred. I ask your further indulgence during the time I shall preside at this meet- ing, and bespeak the same _ hearty support for my you have given me. ——_»>~- Life in a Great City. crowd the halfway my CO successor that The and sidewalk the blocked spread street. Men to torce out across and almost fought way through, to struggled their out what was going on. “What's the trowble?’ asked a doz- en voices. find The answers were unsatisfactory. It was a man ina fit. Somebody had fainted. Two newsboys were fight- ing. A woman had been run over by A pickpocket had been caught in the act. “Aw, g’wan, here! Move ahn!’ vo- ciferated a policeman, who was the last to arrive. The crowd melted away. Then the cause of the revealed. It was a glazier, trying to break off half an inch from the bottom of a large pane of plate glass. oo The man who has the habit of con- demning himself in meeting is not likely to be rewarded with praise in eaven. A. C. McClurg & Co. CHICAGO Our Holiday Line is located in the Leonard Exposition building, 27 North Ottawa St , Grand Rapids, from Oct. 3 to Oct. 15. Samples for sale. T. I. HUMBLE. a delivery wagon. excitement was 7 iain tnt ERE ABE, x a ~ - , SOAANETE cet xelln 0 ests Sisausc sense hb... Lox October 5, 1910 MICHIGAN TRADESMAN 3 SELF-CONTROL. The Last and Crowning Virtue of a Man. When the Apostle Paul gives a list of the “fruits of the Spirit” he begins with love, runs through the list of joy, meekness, and the like, and ends with temperance. This word, temperance, is one of those terms whose meaning has been alter- ed by time and customs. When we use it now we usually imply some- thing in regard to alcoholic liquors. No such connotation was in the mind of the people who employed the Greek word Paul wrote in his day. They meant simply “self-con- trol Love, then, is the first and self- control the last virtue in the order of development. This is psychologically true. We are full, more or less according to our makeup, of forces. Out of the soul come desires, like strong cur- rents of electricity, streams of pow- er. It is foolish to call any of them bad. The Creator made them. They are bad only as they lack the capstone virtue of self-control. A witty Frenchman said: “Our vices are our virtues carried to excess.” This is easily proved. For a bad temper is merely a strong will uncontrolled. Ambition is good, but when it be- comes loose and sloppy it is vanity and love of display; where it be- comes overstrong it sweeps away principle and justice and kindness. ating is good; uncontrolled eating, or gluttony, is bad. Bodily desires of all kinds are good; when ungoverned they become hateful and destructive. Fun is good; unregulated it may slip over into irreverence. through the category. What Makes a Real Man. Tt will be seen when once we are accurate in our definitions that the use of alcohol has nothing to do with temperance; it is a medical issue. And SO on So far from being evil, these forces are what make a man areal man. They are the steam in the boiler. No man can accomplish much that is not sup- plied with moral steam. Criminals are capable men with a screw loose. Nero was an unregulated Roosevelt. Aaron Burr was an Alexander Ham- iltton untamed. The quality that makes a blooded horse valuable makes him dangerous if you can not handle him. There is only one alarming weak- ness you need fear in your child, weakness of will. It is strange that our educational system trains every part of a boy except the part that needs it most. Man, in the text books, is made up of three parts, the intellect, the sen- sibility and the will. The school de- velops the intellect and nurtures the sensibility but lets the will go. Sometimes you hear a mother. say that her child’s will needs to be brok- en. She’d better break his’ back. There is nothing he is going to need in this untoward world so much as plenty of will. All joy is found in balance. Life itself is conditioned on equilibrium. Our bodies require a certain medium of heat; too cold or too hot, life is extinguished. Existence is bounded on the north by one degree Fahren- heit, and on the south by another. Only in certain altitudes do we find the edelweiss, and only in certain warm spots the banana. The cactus grows in the desert, ferns in the shade and pond lilies in the water. Every form of life has its limits as to environment. There are no poisons. A poison is a medicine in too large doses. One- sixtieth of a grain of strychnine is an excellent heart stimulant for weak people; a teaspoonful of it will sep- arate a strong man’s soul from his body in a jiffy. Your physician will give you the hundred and fiftieth part of a grain of atropia or belladon- na; no one but a murderer would ad- minister half a grain. Control the Great Factor. Fire is a friend or a fury. It is all in the control. What a cheery, komey and comfortable feeling is the glow of the hearth on a chilly day! pilot. There is no safe and sure and easy method of attaining character. Every minute we must weigh and judge and decide. There are a good many imitations of self-control on the market. For in- stance, there is stupidity. Many a fat head has gained a reputation for being a “safe” man, when as a mat- ter of fact he never could be thing else. He is praised for control when he ‘has nothing to trol: Dr, Hale tells of a man became famous for his the Legislature simply by confining his public utterances to two speeches. One was: “There has been so much said and so well said that I can add nothing.” The other, “I quite agree with the gentleman on the other side of the house.” any- self- con- who wisdom in There are many persons who are spoken of for their goodness who in reality are nothing. They have no force, no passion,’ no strong desires, I guess it smiled all by itself THE RECIPROCITY OF SMILES. Sometimes I wonder why they smile so pleasantly at me, And pat nty head when they pass by as friendly as can be; Sometimes I wonder why they stop to tell me How-d’-do, And ask me then how old I am and where I’m going to; And ask me can I spate a curl and say they used to know A little gir! that looked like me, And I told Mamma how they smiled and asked her why they do Sa she said ‘f you smile at folks they always smile at you. I never krew I smiled at them when they were going by, I just look up from playing if it’s any one I know And they most always smile at me ang maybe say Hello; And 1 can smile at any one, no matter who or where Because I'm just a little girl with lots of them to spare; And Mamina said we ought to smile at Most always they feel better and the And when so niany smile at me and ask me for a curl It makes me think most everybody likes a little girl; And once when I was playing and a man was going by He smiled at me and then he rubbed some dust out of his eye, 3ecause it made it water so, and said he used to know A little gir! up in his yard who used to smile just so; And then i asked why don’t she now and then he said “You see-—" And then he rubbed his eye again and only smiled at me. oh, years and years ago; and that’s the reason why; Felks, and if you do y smile right back at you. —J. W. Foley in Collier’s Yet that gentle, ministering warmth is precisely the same agent that has raged like a fiend at great disasters. So my body is at peace only when the air pressure upon it is around sixteen pounds to the square inch. If I go high enough for this pressure to be lessened or deep enough for it to be increased I become more and more miserable and finally die. I must eat not too much nor too lit- tle. My eye needs just the right amount of light; constant darkness or excessive light will destroy it. Eith- er unbroken silence for too long a time or an excess of sound will in- jure the ear. There is the same law of the mind. Concentration is good, over- concentration is insanity. Diversion is good, until it reaches the stage of dissipation. A man therefore is like a mariner steering his boat between rocks and shoals, keeping the safe middle chan- nel. There is no substitute for a wise no fire and go. Their heads are stored with choice mutton. It is a travesty upon virtue to call such as these vittuous. Youre “Cunning King” Men. Let the storm tossed and driven take comfort. You are the real kings, you are, as Carlyle says, the “can-ing, cunning king” men. For you the fires of creation were kindled. For you the wind blows and the stars shine. Sail on. Of course, you must stand at the wheel day and. nigat, while the derelicts float by without a lookout, peaceful in their living death. Beneath you are strong waves and sea monsters, around you are storms and huge ocean craft like yourself freighted with responsibility; above you is the lightning. But it’s life, life, life! The world has mediocrity in too long praised character and wor- shiped at the shrine of the moral weakling. Goodness is eternally de- fined as being purely negative. A man is rated ‘high morally by the things he does not do. You have always been taught to look up to the Hon. Leading Citizen, because he does not drink, nor smoke, nor go to theaters, nor attend horse races, nor gamble, nor dance, nor swear. Far be it from me to intimate that these things are not wholly reprehensible. But why should the honorable gentleman boast that he does not these? Neither does «a fence post. What is it that he does? Virtue is positive, not negative. Does _ he feel for others, does he work, care, suffer live for others? Are the strong tides of altruism running through him? Does his virile help- fulness the weak, or his icy rectitude give them despair? Is he a town stimulus or a town bromide? There has never been enough pas- sion in the world. It is a great pas- sion that makes a great man. It is the control of that that alone entitles him to be called a good man. The old earth is boosted forward not by the jelly fish, who feel nothing and avoid everything, but by those in W hose and encourage passion hearts is a passion for jus- for truth, a passion for humanity. Love is first and great- est of all. Add and it becomes a joy forever. Frank Crane. —__. a Making Artificial Gutta Percha. Artificial gutta percha, the inven- tion of the Vienese Gentsch, came at a time when the natural gcutta percha was threatened with ex- haustion, the Malacca and tice, a passion self-control supodly of forests of the Malay archipelago, from which it been de- by the is chiefly derived, having stroyed wholesale natives. | Five million trees were said to ‘have | 7 4 i lbeen sacrificed for the sake of the iprecious gum within a period of a |few years. The artificial gutta percha 1s a mixture of tar, resin, rubber and mineral wax. First the resin, wax and tar are thrown into a kneading machine, steam being applied to keep the temperature at the proper point. Twenty minutes later the rwhbber, chopped into small bits, is added. At the end of three hours the mass is removed from the machine and pass- ed through rollers, out in slabs a quarter of an inch thick—the finished material. The substance thus produced has been found to serve for the insulation of wires and cables. It is made in this country, as well as in Austria, England and Germany. It seems to all the important character- istics of natural gutta percha, includ- ing the electrical properties of the latter, and it is said to be much cheaper than the real thing. For belting and various other industria! uses, the making of golf balls and toilet articles, it has prov- ed satisfactory. Jonas Howard. coming possess such as ——__»-.+ You can not tell a woman’s age by her birthday. The Man Who Knows Wears ‘‘Miller-Made’’ Clothes And merchants “who know” sell them. Will send swatches and models or a man will be sent to any merchant, anywhere, apy time. No obligations. Miller, Watt & Company Fine Clothes for Mea Chicago MICHIGAN TRADESMAN October 5, 1910 ——— Movements of Merchants. Thompsonville—A. J. Hamlin has opened a bakery here. Mendon—G meat market to Mr. A. Royer has sold his McGraw. Cadillac—Rupert Bros. have Curtis in the meat busi- suc- ceeded B. i. ness. Owosso—D. M. ing a three eral store. Provement—J. Nolan, Cedar, engaged in business here. aton Rapids—F. W. have opened an upholstering lishment here. Mendon—William Clyde succeeds Guy Hamilton in the implement and Christian is erect- story annex to his gen- recently of has the produce Brown & Co. estab- coal business. Coopersville — Herman Albers 1s succeeded in the bakery business by Talsma & Root. Traverse City---E. Wilhelm has re- in the dry goods and cloth- ing business here. Hubbell—Mrs. Joseph Surprenant will open a cigar and confectionery cngaged store here Oct. 15. Scottville—W. H. Marsh, recently of Pentwater, will open a \bazaar store here Oct. 15. klk Rapids — Uptegrove succeeds A. B. Dibble in the bakery and con- fectionery business. Greenville — A. F. Johnson has opened a meat market in connection with his grocery store. Marquette—Charles Lundstrom has opened a cigar, confectionery and sta- tionery store on North Third street. Rockford—Lewis Rector, recently of Cedar Springs, will engage in the implement and Levering— carriage business here. Grover J. Clark is sell- ing out his dry goods, notions and shoe stock and will retire from busi- ness. ‘reeland—T. R. Qr karo, Reavey, recently has purchased the interest of H. L. Smith in the Bank of Free- iand. Evart—R. Bowerman has sold his bakery to William Chase, who will open a restaurant in connection with it. Ann Arbor—The capital stock of curtain manu- increased from Guenther, Lee & Co., facturers, has been $25,000 to $75,000. Central Lake—J. C. Shaw has pur- chased the grocery stock of F. E. Sissons and will continue the busi- ness at the same location. Eaton Rapids—Eugene Strauk and George Glascoff have formed a co- partnership and will engage in the sausage manufacturing business. Lansing—-L. F. Morrison ‘has sold his stock of drugs to Otis Jones, re- cently of Grand Rapids, who will con- tinue the business at the same loca- tion. Marine City—Terhune & Moore, dealers in fruit, have dissolved part- nership and the business will be con- tinued by Mr. Moore under his own name. Cheboygan—-The Cueny — grocery store has been closed, the stock hav- ing all been disposed of. Will Cueny has taken a position in the Cueny hardware store. Niles—The Kawneer Publicity Co. has engaged in the mercantile busi- ness with an authorized capital stock of $2,000, all of which has been sub- scribed and $500 paid in in cash. Coleman—The Black Ash Indepen- dent Telephone Co, has been organ- ized with an authorized capital stock of $420, all of which has been sub- scribed and $414.61 paid in in cash. Lowell—The Marty-Wise Co. has sold ifs stock to Fred W. Nelson, for several years past book- keeper for the Tradesman Company. Mr. Nelson took possession Oct. 7. Dimondale — Nelson & Johnson have sold the remainder of their gen- eral stock to the F. N. Arbaugh Co., of Lansing, who will remove it to that city and consolidate it with its own. Corunna—M., L. Chase has sold his grocery stock to Seal Morse and Elvin Mills, who have formed a co- partnership and will continue the business under the style of Morse & Mills. Owosso—Roth & Sullivan, dealers in men’s furnishing goods, have dis- solved partnership and the business will be continued by J. B. who has taken over the his partner. Lansing—F. S. Canrike has closed out his retail cigar business and will devote his entire attention to manu- facturing and wholesaling cigars in the factory he is erecting at 219 La- throp street. Lansing—The C. H. Beardsley has engaged in business to buy, sell and deal in jewelry, etc., with an au- thorized capital stock of $10,000, all of which has been subscribed $5,000 paid in in cash, Eaton Rapids—Smith & Smith, dealers in agricultural implements, have dissclved partnership and the business will be continued by Thom- as E. Smith, who has taken over the interest of his partner. Paw Paw—B. E. Bennett has sol¢ his interest in the furniture stock and undertak*ng business of Bennett & Lake, te the senior partner, Charles |E. Lake, whe has admitted his son as partner and the business will be continued under the style of Lake & grocery Sullivan, interest of Co. and S Son. Cheboygan—Stephen Bilitzke, who has been absent from the city for several years, has rented the Siankie- wiez building near the Farrell hard- ware store and the same is being fitted up now for his occupancy as a clothing store. Cedar Springs—A. S. Mitchell is closing out his stock of groceries and will retire from busines, having sold his dry goods stock to Waddell Bros. & Co., of Stanwood, who will remove it to that place and consolidate it with their own. Charlotte—Stanley Wildern has purchased the clothing stock former- ly owned by William H. Selkirk at Boyne City. Mr. Selkirk sold out to take a position as traveling sales- inan for a clothing house and may move his family to this city. Glen and _ Herschel Clintsman have purchased O. D. Blanchard’s stock of dry goods, shoes, groceries, etc., and added to it a stock of clothing and furnishing goods, and will conduct the business under the firm name of Clintsman Bros. Petoskey—The C.°A. Raynolds’ es- tate, dealer in hardware and mill sup- plies, has merged its business into a stock company under the style of the Raynolds Hardware Co., with an authorized capital stock of $15,000, all of which has been subscribed and paid in in property. Battle Creek—A new company has been organized to engage in the gen- eral fuel, ice marketing and cold stor- age business under the style of the Young Fuel & Pure Ice Co. The company has an authorized capital stock of $75,000, all of which has been subscribed and paid in in cash. Lakeview—S. Gittleman, of the Quality Store, has copartnership with Louis Gittleman ard brother Abraham, and purchased the genera! inerchandise stock of R. Serred, at Blanchard, and the busi- ness will be continued at ‘the same location under the management of Abraham Gittleman. Casnovia — proprietor formed a Eaton Rapids—George P. Honey- well, H. A. Boice and Ernest R. Moag have been chosen appraisers of the Carlton & Slayton bankrupt stock, and as soon as pos- sible after they file their report the stock will be sold. Several parties are awaiting an opportunity to make a bid on the stock and fixtures. Marquette—The Anderson & Lind- strom receivership, which has been in effect for about two years, has been closed up this week by the sale of the firm’s building on North Third street to Fred Donckers, enabling the firm to pay off their creditors. Mr. Anderson and Mr. Lindstrom have dissolved partnership, but will continue to conduct business, one a grocery and the other a meat mar- ket, renting the building bought by Mr. Donckers. Detroit—The increased business re- sulting from the recent trip of the Wholesalers & Manufacturers’ Asso- ciation to the Upper Peninsula ‘has influenced the Association in plan- ning a similar invasion of Northern Ohio and Indiana. Although the de- tails of the visit have not been per- fected, it is understood that a tour of two or three days by trolley and grocery automobiles among the large busi- ness centers to the south of this city is being seriously considered by the members. Manufacturing Matters, Detroit—The capital stock of the Arctic Ice Cream Co. has been creased from $25,000 to $50,000. Central Lake—The Central Lake Lumber Co. has decreased its capi- talization from $40,00 to $20,000. Traverse City—The capital stock of the Cookerette Co. has been in- creased from $100,000 to $135,000. Greenville—The Moore Plow & Implement Co. has increased its cap- ital stock from $25,000 to $75,000. Elk Rapids—The Petoskey Crush- ed Stone Co -has increased’ its capi- tal stock from $30,000 to $105,000. Freeport—The Freeport Foundry & Machine Co. has been organized and will engage in business November 1. Detroit—Parke, Davis & Co. paid a quarterly dividend last Saturday on its capitalization of $7,600,000, dis tributing $190,000. Sherman—The Brown Chair & Up- holstering Co. has been incorporat- ed with a capital stock of $20,000. The building now being erected will be ready for occupancy Dec. 1. Richmond—The Richmond Lumber Co. has been incorporated with an authorized capital stock of $15,000, all of which has been — subscribed, $7,000 being paid in in cash and $8,000 in property. : Kalamazoo—Thke Grand Rapids Ci- gat Box Co. has’ discontinued its branck here and C. E. Mason, who acted us manager of the branch, will engage in a similar business on in- about i. his Own account, Battle Creek—A new company has been incorporated under the style of the Franklin Iron ‘& Metal Co., with an authorized capital stock of $1,000, of which $500 has been subscribed and $260 paid in in cash. Wayne—The Connolly-Papke-Fish- er Co. has engaged in the manufac- ture and vending of knockdown ship- ping cases, with an authorized capital stock of $30,000, of which $15,000 has been subscribed and paid in in prop- erty, Rose City—A new company has been organized under the style of the Rose City Chemical Products Co., with an authorized capital stock of $50,000, of which $27,210 has been subscribed, $1,300 being paid in in cash and $11,200 in property. Detroit—The Melville Clark Piano Co. will engage in the retail business in this city, having purchased the Clough & Warren Co. stock of 1,400 finished and unfinished pianos and player pianos from the receiver, the Detroit Trust Co. The Melville Clark Co. occupies the location formerly used by the Clough & Warren Co., 213 Woodward avenue, second floor, and Leonard Davis is the manager. The Melville Clark Co. for some time has been looking for a retail location in Detroit, and, settling upon the Clough & Warren store, made a low cash offer for the stock, the re- ceiver accepting this, as the Melville Clark Co. is financially strong enough to handle the proposition. he rece ly con entr th rie, fh 20m. eet So eae ad aE icici NM cesta Rib sd OO a eaaincacaaeeae i a oll 1 October 5, 1910 MICHIGAN TRADESMAN fe The Produce Market. Apples — Maiden Blush, Wealthy and Alexander varieties command $1.50 per bu. The quality is good, but receipts are small. Bananas—Prices range from $1.50 (@2.50, according to size. Beets—50c per bu. Butter—-The receipts are about normal for the season and the quali- ty is very fancy. The consumptive demand is very good and the market conditions are healthy throughout. Prices are unchanged all along the line. The outlook is for a good steady market for some little time. Local handlers quote creamery at 30c for tubs and 30%c for prints; dairy ranges from 20@21'%c for pack- ing stock to 23(@25c for No. I. Cabbage—65c per doz. Cantaloupes—Michigan osage, $1.25 per bu. Cauliflower—$1.25 per doz. Carrots—50c per bu. Celery—20c for home grown. Citron—85c per doz. Cocoanuts—60ce per: doz. or $4.25 per sack. Cranberries — Early Blacks from Cape Cod, $6.50 per bbl. Cucumbers—20c per doz. stock, 20c per 100. Pickling old roosters; 11c for ducks; 8c for geese and 13c for turkeys. Quinces—$1.75 per bu. Radishes—12c for long and 10c for round Spinach--65¢e per bu. Sweet Potatoes—$2.25 jas and $2.75 for Jerseys. Tomatoes—65c per bu. Veal—Dealers pay 7@8c for poor and thin; 8@%c for fair to good; 9@ 10c for zood white kidney; 12c for fancy. Wax Beans—$1 per bu. for Virgin- Watermelons — Michigan home grown command $2 per bbl. for 8, 20 or fe. ——E—E———— The Grocery Market. Sugar—The demoralization of the sugar market has been an unexpect- ed windup to a season remarkable for the strength displayed by raws, the Southern planter enjoying, despite the big crop, one of the best years in his experience. Speculation in Eu- rope, which carried away the con- servative circles with the idea that a dearth of actual sugar might be witnessed, has caused existing con- ditions. The best crop abroad prom- ises to be over 7,000,000 tons, or more than last year by about 1,000,000 tons. Eggs —The market is firm and UN-| Under these circumstances it is not changed. The quality of the current | curprising that London should break arrivals is very good and they are ig od in a week, although the sever- meeting with ready sale at top pric- lity of the decline took sellers of raw es. The consumptive demand is about normal for the season and the outlook is that it will continue good, with probably a slight advance in prices. Local dealers are paying 24c f. o. b. shipping point. Grapes—24c for 8 tb. baskets of Wordens. Concords and Niagaras; 20c for 4 th. .basket of Delawares; Malagas, $5 per keg. Honey—15c per tb. for white clov- er and 12c for dark. TLemous—Messinas, nias, $6 per box. Leituce—$1 per bu. for head and 75c per bu. for leaf. Onions—Spanish, $1.25 per home grown, 75c per bu. Oranges—Late Valencias are quot- $5.50; Califor- crate; ed as follows: 96s and 288s, $4.25; other sizes. $5.25. Reaches -— Smocks and Lemon Frees. $1 75@2 per bu. Pears—Duchess, $1.50@1.75; Keef- ers. $1@1.25. Peppers—$2.25 for, Red and $1 for Green. Pieplant—-75c tor 40 th. box. Pop Corn—90c per bu. for ear; 3% @3i%4c per th. fer shelled. Potatoes—The market has declined to 35@40c at outside buying points. Poltry—-Local dealers pay 11'%c for hens, 11!3c for springs; 7!%4c for sugar here off their feet, explaining the reduction of raws of 29 points on a few transactions. Refiners are now in a position to dictate and it re- mains to be seen what will happen when the pressure of unsold cargoes, including Javas, become available. Two are already in the port of New York and there are fully 100,000 tons on the way available for this coun- try. A reaction would not be strange after so sudden a decline, but the out- look does not favor permanent re- covery. The question now agitating the trade is when the refiners will cut the price of granulated, since the margin over raws is more than a cent. Distributors naturally argue that they will get their withdrawals cheaper by waiting and this has caus- ed business to decrease to a mini- mum. Indications for an early break are no better than they were at any time last week, still the local trade thinks it will come in the near fu- ture and are pursuing a waiting pol- icy. Tea—The all lines, especially in low grade Jap- ans. The Japan arrivals are consid- erably behind last year to date. Nibs are very scarce and not enough pro- duced to meet the demand. Coffee—There is little change in market remains firm in the spot coffee market, which contin- ues quiet, with business of a light jobbing character. The waiting tac- tics of the country are due to im- portations, as a large number of roasters have several weeks’ supply. Other distributors are going along hand to mouth and paying the price. Prices of Brazils are not being shad- ed to any extent, as the local mar- ket is comparatively lower than pri- maty points. The buying back of cost and freight contracts by the largest spot ‘holders is taken as show- ing the strength of spot coffee. Canned Fruits — California fruits are having a steady sale in a jobbing way and the tone of the market is firm. Southern peaches have been active of late and under lighter offer- ings the tendency of prices has been upward. Second yellows, which of- fered freely three weeks ago at 85@ 8714c, have been sold within the past few days at $1 f. o. b. Baltimore. There has been a similar advance in pie peaches. Gallon apples remain strong, but the market is quiet, buy- ers seeming to be reluctant to meet packers’ views on prices. Canned Vegetables — The tomato market in the East has developed a firmer feeling, and it is reported tnat packers are asking 77%c f. 0. b. fac- tory for standard No. 3s, their own label, and 80c for buyers’ label. Gal- lons are firm at $2.60 factory. The tomato pack in the East is about fin- ished and one of the largest pack- ers in Harford county says that fully 50 per cent. of the canners in that vicinity will close their factories this week. The trade seems to realize that the situation is serious, and the prices not prohibitive, judging from the amount of business that is be- ing done. Reports from the tri-states territory indicate that the total out- put of tomatoes will be considerably below their early estimates. One of ‘he best posted men in Baltimore in speaking of the shortage of raw to- matoes says: “We ‘have 250 acres of tomatoes under contract for this factory and our people say that they will give us 4,500 baskets more this week, which will wind it up. This will be less than four tons per acre for the season. We have 350 acres for another factory and they will wind up this week as well. That acreage will average less than four tons. Our yield per acre last sea- son was between six and seven tons average, nearly seven, and this year it will scarcely reach four.” Trading in corn was rather quiet, and the feeling continues to be easy. Sellers as yet have shown no inclination to accept lower values, but buyers are holding off until something develops in the way of weakness. Canned Fish—-There is a and advancing market for spot. sal- mon. Sales of pink have been made in lots of 250 to 500 cases at $1.15 and that is now said to be the inside price, although it is understood that at least one jobbing house would be willing to book orders at $1.12%. Alaska reds are and firm der a steady consuming demand. Nothing is offered below $1.75 and some sales have been made at $1.77¥%. strong scarce un- Columbia River Chinooks and Puget Sound Sockeyes are in light supply and prices have an upward tendency. There are no changes in the domes- tic sardine situation. The run of fish has been somewhat larger, but the demands of consumption have more than equaled the supply. For quarter oils $3.25@3.50 f. o. b. Eastport is asked, as to brand, for keyless, while key opening cans were held at $3.50 and up, as to seller. For three-quar- ter mustard $2.60 f.o.b. Eastport was quoted as inside. Imported sardines are firm, owing to reports of a light catch in the primary market and small stocks. Dried Fruits—It is now apparent that prunes will run to much larger sizes than anticipated and already there is a scarcity of the 60s and smaller. Most of the demand at present is for the small sizes, and consequently these are relatively firmer than the larger ones. of the smaller packers are inclined to shade on the large sizes, but there are not many of them, as but few have any surplus. It is estimated that there are not more than 1,500 tons of prunes left in growers’ hands, which is a small percentage of the crop. Late advices from the coast state that the damage to the raisin crop by rain did not prove to be very serious and that § to to per cent. of the crop was destroyed. It is estimated that 20 per cent. of the crop escaped the rain altogether, hav- ing been dried. The remainder of the crop was rained on, but favorable weather been of wonderful help, and it is believed that the re- duced tonnage will not amount to more than to cent. No injury to the quality is anticipated, especially should the weather tinue to be bright and ‘hot. The rain, however, will make it impossible to turn out as many layers and ters as usual. Some only since has per serious con- clus- Trading in evaporated apples has picked up materially on the coast and prices show a rising tendency. Most of the recent buying has been for shipment to Texas. Peaches are without animation and the market is rather easy, although there has been no quotable change in prices. Late advices from the coast indicate increased pressure to sell on the part of the packers. With light supplies here and on the coast the market for apricots is strong. Nuts—Announcement of the open- ing prices on California walnuts drew attention away from dried fruits last week and interest in the latter was the lightest it has been in some time. The prices named on California wal- nuts, while high, were about as ex- pected, and the trade was not afford: ed a surprise. Buyers showed some hesitation at first in confirming the prices, but in reviewing the situation most of them came to the conclu- sion that they were not unreasonably high, and the possible quarantine on the port of Naples which would tend to bar out shipments from that coun- try drove a number of the conserva- tive ones in. Rice—The market is quiet. The disinclination of Southern mills to meet local buyers’ views keeps busi- ness dull, apart from the fact that supplies are ample for the present demand. 6 MICHIGAN TRADESMAN October 5, 1910 INDIANA ITEMS. Business News From the Hoosier State. Indianapolis—Tired but happy, the “boosters” of the Indianapolis Trade Association returned home last Fri- day night, having finished a five days’ tour of Southern Illinois, conceded to be the most successful trip in the his- tory of the Association. The boos- ters visited forty-five towns and the reception accorded them was, with- out exception, cordial and generous in the extreme. The business men of the various communities met the Indianapolis men more than _half- way. The unanimous opinion was expressed before the party broke up that Indianapolis manufacturers and wholesalers will profit greatly through the Illinois excursion; that great good has been accomplished for this city in the way of advertis- ing, which, like bread cast upon the waters, will return bountifully. Bowling Green—The flouring mill will be ready by October 1s and its completion will be cele- brated by the people. Congressman Ralph Moss will speak. The mill will be one of the most modern of any in this part of the State. It will have a forty-barrel daily capacity. Terre Haute — The Vigo County Growers and Shippers’ Association kas divided among its fifty members $2,000, which was saved this year on new Boyer shipments of gardeners’ produce by making shipments in The Association was formed years ago and it is estimated that a saving of $20,000 thas been effected in that time. The larger part of the ship- ments are to the Chicago market. Ft. Wayne—Eleven of the largest merchants in the city, representing each a different line of articles, have formed themselves into a combina- tion to be known as the Associated Merchants of Ft. Wayne for’ the purpose of doing a mail order busi- ness throughout Northeastern Indi- ana, and last night issued from the press their first semi-anual cata- legue and mail order shopping list. Fifteen thousand of the books have been printed and will be given imme- ciate and broad circulation. By the arrangement out-of-town buyers are given a complete list of all kinds of articles of clothing, shoes, jewelry, furniture, pianos, drugs, millinery, hardware etc., even better than could be afforded by a single great depart- ment store. La Grange—John P. Caton suc ceeds Caton Brothers in furniture and undertaking and is now in sole charge of the store. Claude H. Caton is in the West looking for a loca- tion. TIndianapolis—The Committee . ar- ranging for the merchants’ buyers’ meet in this city Oct. 18, 19 and 20 will meet soon to complete the de- tails of a programme which is ex- pected to attract several thousand retail merchants from all parts of the State. This will be the second of the buyers’ entertainments by the Indi- anapolis Trade Association, and be- cause of the timely season it is be- that the attendance will be common. seven lieved even greater than that held by the early summer. Harry T. Hearsey is at the head of the Entertainment Committee, which will have in charge the concert, smok- Association in the er and the, theater party, and Ray- mond P. Van Camp is chairman of the Committee that is arranging the industrial parade. A preliminary ex- planation of the plans has been re- ceived by the members of the Trade Association, in which it is stated that this is the first event undertaken by the Association in which every mem- ber may have an active part. Mr. Van Camp has asked all the jobbers and manufacturers to make sugges- tions as to how the industrial parade may be made the most effective. His Committee expects that every busi- ness concern connected with the As- sociation will accept the opportunity of making a display in the parade. There is to be no limitation as to the nature of the representation. Some of the concerns are already planning elaborate floats, while others have signified a large truck or automobile filled with their products. The pa- rade is intended to be not only in- structive and entertaining to the vis- iting merchants, but it is believed it will impress the citizens of Indianap- olis with the extent and importance of the jobbing and manufacturing market of this city. The parade will be at night and the line of march will be through the downtown streets. At least a thousand of the finest draft horses in this city will be in the line, and the number of automobile trucks will make a novel display by them- selves. As the parade will be pri- marily for advertising the local in- dustries, those interested will proba- bly spend considerable money to make the best of the opportunity. A theater party will be given on one of the thiee evenings, when a local theater will be reserved for the members of the Trade Association and their visit- ors. The other two evenings will be given over to an entertainment which will be a smoker, concert and vaude- ville combined. The special advan- tage of this form of entertainment will be the social features, as it will offer an opportunity for visitors and lecal business men to become ac- quainted. Chairman Hearsey will appoint several committees, which will be in direct charge of the va- rious features of these entertain- ments. No special entertainments will be arranged for the daylight hours of the three days, but arrange- ments will be made for conveying the visitors by automobile to such fac- tories and wholesale houses as they may desire to visit. Special “seeing Indianapolis” excursions will also be planned, which will save time for the visitors who desire to visit a number of the industries while here. These buyers’ seasons have been successful in a number of the larger cities, where commercial organizations have been conducting them for several years. Not only are large crowds attracted to these cities, but the wholesalers and manufacturers have found that their business has been materially in- creased. Such a plan as that now outlined by the Indianapolis Trade Association offers a special induce- ment to the retail merchants, in the various cities and towns, to come di- rect to market to do their buying, in- stead of placing their orders with the representatives of the concerns who call on them. The merchants them- selves find it of value to be able to look over the stocks and to make their selections personally. The lines of holiday goods will be especially attractive at this season. Committees of the Trade Association will be on duty at the headquarters to welcome the visitors and give them any spe- cial information they may desire. —~++-—___ Special Features of the Grocery and Produce Trade. Special Correspondence. New York, Oct. 3—Inactivity char- acterizes the spot coffee market. Pric- es are well sustained but buyers seem loath to take supplies much if any ahead of current requirements. Some seem to think the top has’ been reached and crop estimates are taken with some allowance. In store and afloat there are 2,971,540 bags, against 3,758,773 bags at the same time last year. ‘Rio No. 7 in an invoice way is quoted at 113gc. Mild grades are firm but the buying movement is rather quiet. The tea market is firm. Reports from primarily points are of a nature to encourage sellers and the strict inspection here permits no ‘trash to come in. Orders have come to hand from many parts of the country and proprietary brands especially are do- ing well. Refined sugar is fairly steady. Buy- ers seem to think there ought to be some reduction, as the difference be- tween raws and refined shows a profit of over a cent. It takes two to make a deal and refiners seem to hang te- naciously. Rice is quiet. Buyers take the smallest lots they can get along with. Southern mills seem unwilling to ac- cept offers of our buyers and the market is moving slowly. Prime to choice domestic, 514@53Kc. Little trading is going forward in spices, but quotations are firmly ad- hered to and the buyer who expects to pick up “job lots’ will find them pletty scarce. Molasses is meeting with about the usual call. The market is waiting for new supplies and with cooler weath- er we shall Canned goods are not moving with the activity desired. Maybe the hot weather has had something to do vith it. Maryland 3s, tomatoes, can be ‘had at 75c¢ for standards f. o. b. factory and at this figure the supply seems ample. Some are asking 77%4c. Corn is steady, with very little move- ment. Butter is moving rather slowly. Creamery specials, 30%c; extras, 29¢; imitation creamery, 24@25c; factory, 23%4@24c for June firsts; make, 23c. current Cheese is firmly held, but trading has been rather limited. 154%@I7c. Full cream, Eggs are in rather free supply and the general situation is quiet. Best Western white, 26@28@32c: fresh gathered, selected extras, 29c; extra firsts, 26@27c. ——~++-.—____ What Other Michigan Cities Are Do- ing. Written for the Tradesman. Through the efforts of the Com- mercial Club of Kalamazoo the Mich- igan Central has promised to see what may be done toward providing a rest room for women at the Michi- gan Central station. The burning of the Wm. Horner flooring plant and lumber yards at Reed City may prove a serious loss to the town, as well as to the man directly affected. Mr. Horner gives no assurance that he will rebuild, on account of the lessened lumber sup- ply. The Reed City Board of Trade has the matter under consideration. Under auspices of the Chamber of Commerce, Jackson, the manufactur- ers of that city will give an Indus- trial Fair Oct. 25-20. Another million dollar manufactur- ing concern has been organized at Lansing. Motor trucks will be made in the old Bement plant. Pontiac begins to see the need of acquiring land for park purposes and the Commercial Association is urg- ing the Council to take action with- out further delay. The Toasted Corn Flakes Co., at Battle Creek, will expend $300,000 in enlarging and improving its plant. The Board of Trade and city offi- cials of Saginaw would like to see @ union station there and the matter doubtless see an im-|of joint terminal facilities will be provement. Syrups are quiet. Buy-|taken up with the railroads. ers look for a decline. Fancy, 27@| Plans are beng considered at Bay 3oc. Stocks are only moderate. City for the formation of a young a WoRDEN GROcER COMPANY The Prompt Shippers Grand Rapids, Mich. cig RARER ORION eee Ta PENSE Sal anak. ol y October 5, 1910 MICHIGAN TRADESMAN and aggressive business men’s organ- ization. Saginaw’s third annual Industrial Exposition was a success and plans are already under way for another show next fall. Cadillac ‘has been expecting to see dirt turned this fall in construction of a new station by the Ann Arbor Railroad, and the report now made that the work will not begin before spring is causing many of the citi- zens to boil with indignation. It is a case of “hope long deferred, which maketh the heart sick.” Pontiac is on the up grade indus- trially. Four factories and an office building are to be erected this year in the southern section of the city. Better mail service by the carrying companies, the parking of Washing- ton street between Fourth and Fifth streets and more houses for working men are among the matters being considered by the Grand Haven Commercial Men’s Association. Water from private wells in Lan- sing is declared a menace to health by the City Physician. He states that typhoid fever almost invariably may be traced to use of this water. Detroit is clamping down the lid on noise. The police department be- gan enforcing the anti-whistle ordi- nance Oct. 1 and the boats, railroad locomotives and factories must not screech unnecessarily, while the time of ringing school bells has been mate- rially shortened. The only serious pro- test thus far has been from factory owners, who state that a large num- ber of workingmen do not use alarm clocks, but depend on the whistle mornings. South Haven’s harbor has been im- proved, which means an_ industrial uplift for that city. Almond Griffen. —_——_+>___ Some More Nature Fakes Exposed. An English scientist who has been observing the habits of the cobra in India has declared that all stories as to the reptile’s love for music are fakes. He admits that music will bring the cobra’s head out of his hid- ing place, but also he says that any kind of high-keved noise loud enough will act in the same manner in bring- ing it from its burrow. Beating with a switch on the ground, rattling a chain, or any high-pitched sounds catch its ears and curiosity causes the snake to do the rest. It pays no attention to the pounding of the bass drum or to the lower notes of the flute. As to the reptile’s power to fascinate birds with its eyes, Dr. Barnard brands the statement as imaginary. —_—_+ > ___ Pure Radium at Last Produced. Mme. Curie and M. Debierne have presented a joint resolution to the French Academy of Sciences an- nouncing that they have succeeded in producing a pure radium. This me- tallic radium which has been secured by isolaticn of foreign matter is a brilliant white, turning black on ex- posure to the light. It will set fire to paper, decomposes water rapidly, and adheres to iron. —_—_. >. It is curious that the bum never looks on himself as a bum. Tradesman Company’s Classified List of Poisonous Drugs THE LAW H. S. Sec. 9320. Every apothecary, druggist or other person who shall sell and deliver at retail any arsenic, corrosive sublimate, prussic acid or any other substance or liquid usually denominated poisonous, without having the word ‘‘poison’’ and the true name thereof, and the name of some simple antidote, if any is known, written or printed upon a label attached to the vial, box or parcel containing the same, shall be pun- ished by a fine not exceeding $100. To enable druggists and country merchants to meet the requirements of the above statute without going to the expense of putting in a large assortment of labels, we have compiled and classified a list of drugs which are poisonous or become so in overdoses, They are arranged in ourvteen groups, with an antidote for each group; that is, an antidote for any of these poisons will be found in some one of these fourteen antidotes. This arrangement will save you money, as it does away with the need of the large variety of antidote labels usually necessary, as with a quantity of each of the fourteen forms you are equipped for the entire list. There are 113 poisonous drugs which must all be labeled as such, with the proper antidote attached. Any label house will charge you but 14 cents for 250 labels, the smallest amount sold. Cheap enough, at a glance, but did you ever figure it out—113 kinds at 14 cents—g15.82? With our system you get the same results with less detail and for less than one-third the money. By keeping the labels in a handsome oak case they never get mixed up and they do not curl. Price, complete, $4.00. Order direct or through any wholesale house. Tradesman Company GRAND RAPIDS, MICHIGAN MICHIGAN TRADESMAN October 5, 1910 GA es DESMAN DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Corner Ionia and Louis Streets, Grand Rapids, Mich. Subscription Price. Two dollars per year, payable in ad- vance. Five dollars for three years, in advance. Canadian — $3.04 per year, ayable 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. tered at the Grand Rapids Postoffice me as Second Class Matter. E. A. STOW, Editor. October 5, 1910 payable THE FRUITS OF UNIONISM. When the men who conceived and carried into execution the despicable crime at Los Angeles are finally ap- prehended it will be found that they received their inspiration from the office of John M. Lynch, President of the International Typographical Union, at Indianapolis. When Mr. Lynch was in Grand Rapids a few years ago he called at the office of the Michigan Tradesman—which has been an open shop for over twenty years—and uttered threats against the editor and his associates. During the conversation the adaman- tine attitude of the Los Angeles Times in standing up for industrial freedom was incidentally mentioned, when Lynch remarked that before he vacated his present position he pro- posed to show the non-union print- ers of this country that the Times office was not a safe place for any printer to work in. In the light of last week's experience, this remark has peculiar significance. Mr. Lynch would probably now deny having ut- tered the threat, but as the denials and protestations of union leaders have always been taken witha degree of allowance, the remark may be per- mitted to go down into history as the forerunner of one of the most brutal assassinations ever undertaken in this country. The dastardly deed of the will have the effect from what the union leaders contemplated. Instead of making men. afraid to work in open shop printing offices, it will make them all the more deter- mined to espouse and champion the cause of industrial freedom, thus add- ing to the strength and influence of those who stand out boldly in de- fense of man’s right to independent sinister unions opposite action and _ in- dependent living. The man who takes any other position stamps himself as a vassal and a slave—an object too mean and small to keep thought, independent company with any but union sneaks, liars and thieves. With the union printers the Tradesman has no con- troversy. Every union printer who is a good workman admits privately that he is in the union through co- rank and file of ercion and that he would not stay in the union an hour if he did not fear bodily injury and the destruc- tion of his home by incendiarism. The men who create and perpetuate this fear are the walking delegates of the union, who can not continue to live without work unless they keep up a propaganda of coercion. Gompers and Lynch pretend to the newspapers that they abhor incen- diarism and murder, but they preach it privately to their associates and laugh behind their sleeves over the manner in which they dupe Graham Taylor, Lyman Abbott and other well-meaning men by pretending to be law abiding citizens when they are constantly plotting against the lives of men who refuse to bow the knee to union bondage. These fiends in human form will ultimately be un- masked, and when they are the men have listened to their palaver and taken stock in their hypocritical pretensions will feel the same _ re- sentment toward them that men do who have bumped up against the real thing and can see through the hypoc- risy and double dealing of these as- sassins of character and ‘human life. who WALKING. Watking as a business may not ap- peal to the average business man; yet walking as a recreation should appeal to him and te his family if he would keep the physician from the door. The machine becomes a curse when it removes the incentive to walking. The habits of luxury must all give way to activity or they become an injury. Look at the physical condition of any of cur old pedestrains. One may say that they can walk because they are 11 perfect health; yet they wiil reverse the statcment and_ tell vou that they are in this perfect health because they walk. Those who can waik have many ad- vautages which they do not at the time fully realize, yet which are sure to become apparent at some time in lite. Said a Niagara visitor, “The first dav we were there we rode and pitied those who walked; the next, we walked and pitied those who rode.” And the trip around Goat Island alone, the foot’ path leading and leeping near the water’s edge, the drive affording in many places but glimpses of it, sufficiently estab- lisned the point. Walking is the very best exercise, unless it he bicycling, which includes much walking if the road ke hilly. It takes one out in the open air. It permits innumerable halts. This is the season paramount for getting into practice. The ccol autumn days need the sharp glow of cxercise to render them ideal. Loose clothing and common sense necessity to comfort. Get some definite aim—hobby, if you please—and exercise it in your spare moments. A brisk morning walk is the best tonic; the best nervine; the best blocd purifier; the best antidote to indigestion. If you do not get shoes are a more enjoyment from it than nursing your aches and striving for the morn- ing nap which refuses to come, we jare no good prophets. OVERDOING. There are channels in which this little word seems entirely superflu- ous; where the current of human action is never strong enough to en- danger any cause or its power. But as applied to the world’s work there are many instances when we are de- cided losers simply because we over- do. Some of the early oil wells, when they first began to fail in their production, were blotted from the map by drilling down so far that they ceased to flow. People did not un- derstand the theory of production, and argued that if it were good to go deep it was better to go deeper. In the magazine world we have recently witnessed a similar catastrophe. Some excellent publications have discontin- ued or merged into others because there were already too many in the field. It is the same way through life. One man starts up an eating room in a lone place at the junction of two railroads and makes a good living. Another witnesses his prosperity and starts another house across the street. There are only enough patrons in the locality to support a single estab- lishment and the plan fails, simply from the overdoing. We anticipate sales for a certain class of goods and buy accordingly, but it is never safe to carry this pur- chase beyond a certain limit. Trade may be worked up, but it must be done with caution. It may require the education of the public, their in- creased financial ability or local needs. It is never wise to attempt anything on a large scale until. we have first tested it on a smaller one. Che public will adhere to this process and an attempt on our part to expand too rapidly may prove. disastrous. Prove your goods, pave your way, have the enlarged supply at your fin- ger tips, but be cautious about over- doing. See how the cargo now on 1s being unloaded before taking on a heavier one. DON’T ZIGZAG. There may be grace in the motion of the boat up and down in the waves, but it is the swift down current which takes it to the destination. The old worn rail fence has done good serv- ice, but it has been forced out of commission by the woven wire and other forms which take a direct line, with the conservation of time, mate rial and space. The zigzag course may bring you out of the forest, but it is a slow, laborious, uncertain proc- ess. Life often assumes a zigzag course at its commencement and sometimes keeps it up to the finis. At the start there are obstacles encountered and a deviation from the straight line to avoid them. We go around them when we should surmount and press them down. If they are frequent the path is abandoned, only to find thar the next one has as many. But hav- ing once abandoned the original, the temptation grows to test others, and still more. And in the end we fall into a hopeless maze. Although there are fluctuations in conditions, keep straight on in your course. The cotton boll worm may make temporary havoc with the pric- es of muslin, but there will always be a demand for it. Coffee may go “out of sight,” but the coffee drinker will not despair; why should you? Be- cause there is small profit in a staple article now do not shift to some- thing else. The man who sold his cattle and bought sheep when wool and mutton were at the hhighest notch soon found out his mistake. Look carefully, measure the ground and take your bearings before start- ing. Having once made the start, do not allow ordinary obstructions to deflect you from your course. Every time you turn aside it means a partial retrace. Curves may be graceful from the artist’s point of jview, but the artist is proverbially known as an impractical man. OUR VOCABULARY. A recent magazine article which made the statement that the “average child of six or seven has a vocabulary of two or three hundred words: the average small retail merchant ses 400 or 500 words in his business deal- ings,” has atiracted considerable crit icism. Some declare that a child of educated parents knows _ several thousand words, and that it would be impossible to carry on business with the limited number mentioned above. Replying to this, Dr. Roberts, whose work was described in the ar- ticle, comes to the rescue with the increase of the child’s vocabulary of words which he used to 300 or 400, though he may recognize many more as used by others. The distinction should be made between the words known and used. As to the merchants, he declares that the figures are accurate. “There are scores of men in New York City who do a flourishing business with less sixty words. I know a Greek, whase profits average $300 a month, and the medium of communi- cation between him and his English speaking patrons does not comprise 390 words. It is not a question of the number of words the average American retail merchant knows, but the umber he uses in the transaction of his business day by day.” How extended is your own vocab- ulary? Is it allowed free range among the words you know or is it limited te the narrow range absolute- ly necessary? It has been said that no two words in our language are exact synonyms. There are different shades of meaning in words popular- ly used as such. The better our mas- tery over words, the larger the vo- cabulary at our command, the more efficient will he the service. We may sell! goods with the 300 words of the Greek, but will it not be more satis- factory to ourselves, as well as our patrons, if we make a practice of speaking English fluently, concisely and to the point? fpan Some men think they are going ahead because they dodge around so much. Ee You can not warm your house with gingerbread on the front. Eee You can forgive a little mind if it is offset by a big heart. PRR RE ee OE October 5, 1910 MICHIGAN TRADESMAN — CUT AROUND. Trade Excursion of the Grand Rapids Wholesalers. The Grand Rapids wholesalers’ fifth annual trade extension excursion was naturally and Grand Rapids The the Pere into territory that is logically tributary to and financial center. as a trade route was laid north on Marquetter to Bay Shore, in Charle- voix county, with side trips on the cross lines to Whitehall, Hart, Lud- ington, Manistee, Frankfort and Hon- or. Thirteen counties were touched, but only nine were explored, and there were the outer tier of counties up the lake short and around Grand Traverse Bay, together with Lake, Newaygo and Northern Kent. This territory is friendly to Grand Rapids, regards this city as its natural trad- ing base and in all the fifty towns visited gave the emissaries of busi- ness as cordial greetings as could be desired. The purpose of the trip was not merely to get a line on present busi- ness conditions. An even more im- portant purpose was to study the prospects for the future. What the sixty business men who went on the excursion saw and learned pleased them as to the present; it opened their eyes as to the future as no amount of literature or the testi- mony of third parties could have done. They came home deeply im- pressed with the splendid possibilities of Western Michigan as a farming, fruit growing and stock raising re- gion, a region of wealth and pros- perity based on what can be taken from the soil. A few years ago, within the memory of most of those who took the trip, Western Michigan was noted chiefly for its lumber. The standard of value in those days was expressed in terms of stumpage. The lumbermen harvested one crop. It was a magnificent crop, which had re- quired a century to grow and which it would take another century and favorable conditions to replace. The lumbermen left the land stuwbbled with stumps and strewn with underbrush, and for years these lands were re- garded as not of enough value to warrant paying the taxes. Now they have a value, and in recent years as the worth of these lands has been demonstrated these values have been rapidly increasing, with every indica- tion of still greater increase in the future. These lands are being taken up, cleared of their derbrush and and orchards. converted into farms The people who are doing this are sturdy, nervy and opti- mistic. They are a people who are putting intelligence, science and mod- ern methods into their work and they are converting Western Michigan in- to a vast and beautiful garden, with a producing capacity great enough to feed a nation. There are in this dis- trict strips of poverty soil which no amount of labor will make worth while, but there are thousands and thousands of acres still in the stump, which need only to be cleared and tilled to be as productive as any land the sun shines on. It is the good land that is being taken up for the most part, and instead of one ‘crop stumps and un-_ a century, such as the lumbermen harvested, this land when developed will yield annual crops even greater in value than was the pine. What the Grand Rapids tourists saw was a country “in the making.” From stumpage to stump lands, from stump lands to farm—they saw all stages of the process from. the one crop in a century to the annual crop. In some districts, Northern Kent, Newaygo, Northern Muskegon and Oceana counties, for instance, they this process well advanced. In other districts the progress has been slower and in some it is just begin- ning. What has already been accom- plished, however, is a splendid guar- antee of what the future is to be for a large proportion of this Western country, and even more than present Saw On the first day out the train made six stops between Grand Rapids and White Cloud, then the route followed the Muskegon branch to Berry, stop- ping at Fremont and Holton and then north with six stops to Hart, where the evening was spent. At every town visited there were reception commit- tees to meet the train and at Neway- go, Fremont, Holton, Shelby and Hart were automobiles to take the visitors around. At Fremont the Fre- mont cannery was inspected by spe- cial invitation of Frank Gerber, and when leaving time came the travel- ers found baskets of peaches, both canned and natural, waiting for them with the compliments of the com- pany. At Shelby President Arthur Hunter was at the head of the Re- ception Committee and Village At- A. B. Merritt, Chairman Wholesale Dealers’ Committee. possibilities that impressed Grand Rapids tourists and made them thoughtful. ‘ The excursion began Tuesday morning by special train made up of four Pullmans, two diners, a day coach and a combination baggage, with about sixty representative busi- ness men aboard. The train was per- sonally conducted by Hugh J. Grey and E. E. Cross, of the Pere Mar- quette passenger department, and Su- perintendent Fred L. Oliver, of the dining car service. Chas. E. Wilde, of the Michigan State, and C. E. Tarte, of the Citizens telephone companies, were members of the party and con- tributed much to the enjoyment of the trip by establishing connections with home every night and also dur- ing the day when the train stopped long enough. conditions it was the future and its|torney A. S. Hinds made a short the |welcome speech, to which Heber A. Knott appropriately responded. At Hart the Reception Committee was headed by President Dr. Geo. Root, iW: R. Resen, -. F Hyde, J. ¥. Flood and Geo. Bates and automo- biles were drawn up to take the vis- itors to the Roach cannery, which by special arrangement was running in all departments, and the Roach product were distributed. There was no speechmaking at Hart, but the band played in the public and all the business houses were open to receive callers. The second day started at White Cloud and the route was north to Baldwin, west to Ludington, where two hours were spent, then back to Merritt and north to Manistee, with a total of twelve stops. All the towns were very cordial in their cans of square | greetings. At Ludington Mayor Wm. Roth, Justun S. Stearns, H. C. Hut- Fred Reed, W. L. others ton, Hammond and were at the station to tender the freedom of the city and the free use of a score or more au- tomobiles. At Scottville Mayor Dr. |W. C. Martin and Banker E. L. Cole welcomed the visitors and an excel- lent brass band played and an indi- cation of the prosperity of this town in the fruit belt was that it mus- tered sixteen automobiles for those who wished to ride. At Manistee, which was reached about 4 o'clock, President Stacey Thompson and about seventy-five members of the Manistee Board of Trade were at the station and had street cars in which to convey the visitors to Elks’ Tem- ple, where speeches of welcome were made by Mayor Brown and Secretary Roy Overpack, of the Board of Trade, with response by Heber A. Knott. The afternoon and evening were spent in seeing the town, calling on the busi- ness men and visiting at Elks’ Tem- ple. R. A. Nickerson, of the R. G. Peters Salt & Lumber Co., entertain- ed at dinner at the Hotel Dunham feber A. Knott, L. Z. Caukin, H. A. Woodruff, A. 7. Slaght and K. J. Prendergast. The third day’s travel was over the Manistee and North Eastern and the Ann Arbor, with fourteen stops. The route was from Manistee to Co- pemish, then to Frankfort, back to |Copemish, north to Interlocken and iby logging railroad to Honor, and then to Traverse City, which was reached about 8 o'clock. It was plan- ned not to stop at Traverse City, but so many desired it that the train re- until No incident marked the third day’s trav- el, but there were friendly greetings station, a brass ‘band. at Ann, baskets of peaches and grapes at Beulah, peaches at Honor, and will at mained midnight. special at every Lake f gC ¢ rd other evidences « other stopping places. The last day was spent in Scenic Northern Michigan. Starting at Bay Shore at 7:30 in the morning there time until the train reached Traverse City that the tour- ists were out of sight of some body of water. Pine Lake and Lake Mich- igan at Charlevoix, then Intermedi- ate, Torch and Elk lakes and East Bay. The weather was perfect, the autumn tints showed in the forests and at every stop there were evi- dences of friendliness and good will. It was a day full of enjoyment en- tirely aside from considerations of trade. Traverse City reached officially about 4 o’clock and Presi- dent Omler, of the Board of Trade, and Secretary Gibson, of the Devel- opment were at the station with automobiles. wanted to see their trade and there auto- moblies and there were automobiles for those who wanted to the sights, the asylum, some of the famous orchards and the beautiful residence districts. President Day, of the Development Pureau, Vice-President Perkett and Secretary Gibson dined with Presi- dent Knott on the train. In the eve- ning Mr. Gibson gave an illustrated talk on the work of the Development Was scarcely a was Bureau, Some were to help them around, see 10 Bureau, and this was followed by a meeting in the Council chamber with short addresses by President Day, President Omler and Secretary | City | Gibson in behalf of Traverse President Heber A. B. Merritt and Lee M. Hutch- The the speeches was co-operation, train started for home at arrived in Rapids at 6 o'clock Saturday morning. and man A tenor or The ins for Grand Rapids. and Grand One thing that impressed the trav- elers was the neat, clean, prosperous the towns cement sidewalks, the often of brick or cement, the schools are modern, the church- appearance of all visited. They have scores are es are neat and the homes are well kept. Fremont is building two miles of asphalt macadam street, with crush- ed stone brought from across the lake, Shelby and Hart have streets already. Ludington claims to be the best paved city in the State Manistee has several miles of asphalt and brick. In Oceana county it is claimed there are more miles of good roads than in any other county in the State. Beulah, up in Benzie coun- ty, has several miles of good road along Crystal Lake or into the coun- try, and Frankfort has good streets. Traverse City is well paved and nu- merous evidences of good road work can be seen in the towns farther north. The little town of Freesoil has a bank building that is an archi- tecttiral gem. It is small, of course, but in design it is perfect. Manistee and Traverse City have bank build- that are handsomer than any Grand Rapids can show. A guarantee of continued prosper- ity for the farmers and fruit grow- ers in this district is the canning fac- tories, which will afford convenient matkets for all that can be produced and at good prices. The Roach can- nery at Hart is the largest, with a daily capacity of 300,000 cans and a product that is known in trade cir- cles all over the country. The Roach Company has a branch at Kent City and is building another at Scottville. The Fremont cannery, at Fremont, is carried on by a company in which business men and farmers are stock- holders and it is said to be prosper- ous. There are canneries at Frank- fort, Traverse City, Charlevoix and (Centeal Lake and as the fruit inter- ests develop others will undoubtedly be established. This will afford a market for the fruit that can not be shipped or for which a_ profitable market can not be found. It will be a great aid to the prosperity of all this Western country. It will be good also for the consuming public. In several of the towns it is cus- timary to have standing exhibitions of fruit during the season for the ben- efit of such ings strangers in towns and it is certainly a pleasing feature. This was first met with at Fremont. A year ago a farmer brought in a sam- ple plate of peaches and with his name attached displayed them in the window of the Old State Bank, An- other farmer thought his peaches were just as good, if not a little bet- ter, and he brought in a sample and others did the same until the window was filled. This year there are about Knott, Chair- | midnight | MICHIGAN TRADESMAN October 5, 1910 jof the grower, and they take up so much that the bank has little ileft for business. It is as handsome will be found at any makes it more inter- individual as samples, each bearing the name | | room a display as and what fair. lesting is the | evidence of pride on the part of the growers. At {Ifolton a display of fruits and vege- Itables was made in a warehouse by ithe At Thompson- ville two merchants had fine displays of the products of the neighbor- hood and at Charlevoix L. S. not only exhibited apples but passed In Traverse City one of the banks keeps a large table cov- ered with plates filled with fruit as exhibit. growers O'Connor Brc>s. See them around. a permanent The fruit tributary to Traverse City have organized an as- sociation with L. F. Perkett as man- ager to handle the fruit. The Asso- ciation has about 250 members. The liruit be packed in after the Western style, as demonstrated by Geo. E. Rowe at the West Mich- igan State Fair, by the growers and at the ware house each box will be inspected, then the Asso- ciation label will be put on with the grower’s name, and also that of the inspector stamped on the label. Every package bearing the label will have grade and quality, and it is expected the more attractive package and the will boxes Association guarantee will very materially in- crease the cash returns. The fruits to be handled are chiefly cherries, apples and pears... At Frankfort is the home of Paul widely known as a_ scientific fruit grower and originator. He has a farm of 182 acres for which he is said to have refused an offer of $200,- 000. He grows’ peaches, apples, pears, cherries and plums, beside the small fruits, and devotes some of his acreage to the Paul Rose cantaloupe, which he originated and which stands Rose, In the Frankfort district last spring 200,000 very high in trade circles. ifruit trees were planted and many The i: Armour Company has a fruit preserv- } {more will go in next spring. ling plant here and is planning its idevelopment next year. The optimism and loyalty to their ‘home town and district are striking | characteristics of the people allalong ithe line. The fruit crops were badly cut by late frosts... The crop as a {whole is not half the normal and in {some districts much less. But no- |where did this disaster discourage the people. Regrets were expressed as ,might be expected, but what the peo- ple talk about is not this year’s hard [luck but the good times coming next iyear. Farm lands are steadily ad- vancing and new settlers are adding rapidly to the improved acreage and this may be an encouragement to op- timism. There is little haphazard fruit growing in this district. The orchards are well kept, trimmed, cultivated and fertilized and the perfect fruit tells of diligent spraying. Scientific imethods is the rule. The people on the farm take newspapers and maga- zines, attend institutes and fairs and have their local societies. They are progressive and up to date. In Oceana, Mason, Newaygo and North- ern Muskegon counties the are buying farmers automobiles. In and around Hart it is said there are about hfty automobiles, and next year there will be more. The Morgan skirts of the sights. orchard, in the out- Traverse City, is one of It is of cherries, peach- es and apples, chiefly covering about eighty acres and it is said last year the fruit produced sold for $15,000. The great cherry orchards however, are on the Old Mission Peninsula, where solid blocks of eighty to one hundred and_ sixty will be found. The district from Charlevoix to Traverse City is more famous just now for its resorts than as an agri- cultural district. The towns visited are all proud of their resort advan- tages, with beautiful lakes and scen- ery, good fishing and delightful cli- mate, but their pride in what they grow is steadily rising. They are suc- ceeding with their orchards and are planting more trees. They grow high grade potatoes, have excellent cess with the grains and raise lots of hay. The agricultural interests have been slow to develop, but the possi- bilities are becoming better known and settlers are coming in to take up the land. This district will al- ways have its summer resort advan- tages, but the farm will soon be of first importance and the resort inci- dental. acres SUC- ——_--> The fact was brought out in a re- cent trial of a case for damages in a trolley railroad accident that there is no law regulating the speed of electric cars outside of cities and in- corporated villages. The plaintiff pro- posed to prove that the car was go- ing 100 miles an hour, but the judge ruled it out, as there is no law to prevent any speed possible to make. It is well known that on some of the interurban railways cars travel at speed which would try the nerve of experienced trunk-line steam locomo- tive engineers. The electric car is re- garded as more controllable than the heavy trunk-line trains with their ponderous locomotives and the high speed on the trolley tracks is for that reason less noticeable. It is only when bad accidents occur that it is realized that a trolley car frequently outstrips its steam-drawn cousin on very long runs between common ter- minal points. The Trade can Trust any promise made in the name of SAPOLIO; and, therefore, there need be no hesitation about stocking HAND SAPOLIO - It is boldly advertised, and will both sell and satisfy. HAND SAPOLIO is a special teilet soap—supenior 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 seld at 10 cents per eake. Se RRPT. 4 Se j 4 October 5, 1910 MICHIGAN TRADESMAN 11 GONE BEYOND. Geo. H. Bancroft, of Norvell, High- land and Ann Arbor. Written tor the Tradesman. After two years’ illness George Homer Bancroft succumbed to nerv- ous troubles and heart disease at his home in Ann Arbor, Sept. 18, I9gI0, aged 52 years. Homer Bancroft, as he was famil- larly known, was reared on a farm near Norvell, Mich. His education in his home town was supplemented by a course at the State Normal School at Ypsilanti and the Detroit Business University. He was married in Mary Hunt, of Norvell, who with two children still survive him, one child having died in infancy. From the farm he went to Nor- vell, formed a partnership with his brother-in-law, Charles Yerrington, and engaged in general merchandise. After about five years they traded the store for a farm at Highland Sta- 1881 to Miss tion, which Mr. Bancroft operated for five or six years. He then became manager of the Highland Mercantile Co.’s general store, which with the Oakland Vinegar and Pickle Works were branches of an establishment at Saginaw. Later he purchased the store and conducted the same until about years ago. He was much esteemed as a citi- zen, popular with his customers and successful in business. He was ap- pointed postmaster in 1898 and re- tained the office as long as he kept the store. He also served several six terms as Township Clerk, which of- fice included the care of a township library. His health beginning to fail and de- siring better educational privileges for his son and daughter, he sold his store at Highland Station and re- moved to Ann Arbor. He could not be idle and it was not long before he purchased a favorable site, built a store and residence combined and es- tablished a grocery. After a year or more he sold out to V. J. McCrumb, a young man with seven years’ ex- perience as clerk, who persuaded him to stay as book-keeper and chief as- sistant until the business was well established in new hands. This continued for two years or more. All this time he was contem- plating taking up some _ business where he could have more leisure, more chance for rest and recupera- tion, perhaps a fruit and poultry farm not too far away from the city schools. In the meantime he purchased and bought out his partner’s interest in the Highland farm, which was operat- ed by a tenant. All these things kept him fully occupied. He did not get the rest he needed and intended to take. Any one who knows the condition of one’s mind who has carried on large business interests or been tax- ed to the limit of endurance with constant, painstaking effort and va- rious cares knows how hard it is to give up work. Work seems many times the only source of relief from pain or misery. It alone keeps one from brooding over this ailments. But it should not be the same kind work; it should be a complete change and it should be such that the suffer- er could drop it whenever there was any indication of exhaustion. It seemed like a determined fight te forget ill health in the familiar bustle of a grocery store, but the new man being finally well estab- lished and increasing his business, Mr. Bancroft gave up his work there. His next move was to again re- model his residence and fit it up as a store, being in a favorable quarter to cater to student trade. Before this was completed and while on a visit to his farm the break came in the form of nervous prostration. After treatment at the hospital he rallied and was ‘hopeful that a good long rest would enable him to recuperate and start the new store. But for two years it was up and down, to the farm, to the boyhood home, again to the hospital and back home at last. His passing away will be felt as a personal loss to many former friends and acquaintances. E. E. Whitney. ——_2-2+>___ The Boston Globe makes the sug- gestion that the new State of New Mexico be renamed Lincoln, in mem- ory of the martyr President. The capital of the Nation and a prosper- ous State bear the name of the first President. The most important rec- ognition of the great emancipator is a little city out in Nebraska, best known as the home of the ambitious statesman who has three times been turned down. It is ceded that the universally glory of con- Abraham of | Lincoln ranks next to that of George Washington in American history and it is eminently fitting that one of tne stars on the flag should stand for a state named after the former. New Mexico is not a_ distinctive name. There was little ingenuity exercised when it was bestowed on the terri- tory. It shows no originality and there is no doubt that the change to Lincoln would be approved by the citizens of the new State and of the entire country. nd California maintains a state farm on which pheasants, quail, partridges and other birds which destroy insects are grown and cared for. It is claim- ed by horticultural exeprts that the average annual injury to the apple crop by one variety of moths is nearly $20,000,000. That to wheat and other crops amounts to a huge sum every year. It is because this injury is particularly great in Cali- fornia that the State has adopted the course indicated. It is hoped that the birds will greatly reduce the num- ber of insects and the experiment is being watched with considerable in- terest. The value of the birds to the farmer and fruit grower is com- mencing to be realized, and it is probable that the example of Cali- fornia will be followed by other states. ——~>- 0 Religion would be a tame affair to many but for the chance to fight their friends in the cause of truth. ———__-2s2?>__—__ Prudery of purity. easily becomes the enemy send you the sign if you'll write us. has BEARDSLEY'S SHREDDED CODFISH. All your cus- tomers have an appetite for it now—the rest is easy. Push the Package ! Make a Window Display of | Beardsley’s Shredded Codfish That’s how to ing—to pull into your store the sales we are creating, we'll get the benefit of our heavy advertis- with the Red Band J W. Beardsley’s Sons, New York Your wholesale man MICHIGAN TRADESMAN October 5, 19106 BUTTER, EGGS np PROVISIONS yy wad eres i de, AS vey WT . iy w ye it SOME nee CHEESES. Described in wear — of English Dairy Students’ Union. The manufacture of following descriptions of the three English types given in the 1909 Year English Dairy Students of cheese are s00k of the Union: Cheddar Cheese There are making Cheddar cheese in but the following is the most modern. in Somerset. numerous methods of Somerset, jTing ceases. As ier, covered as The night’s milk is cooled to 70} degrees or lower and placed in a round metal tub; the acidity should then be determined (.2 an averaze). per The following morning the heated, and when over 70 starter is added at the of one quart per 100 gallons of night’s milk is degrees Ea rate milk; steam in a Warmer placed in acidity, -ant 1S} : com 'Situcn again in jthen be .7 to | i having been brought to the right tem-| perature for F.) the is covered renneting (84 milk is not perfectly ripe, and left to milk contains .o1| ed until the mixed per cent. more lactic acid than on the | the temperature to about 65 to —that is, if the acid- the night’s miik is .2 per cent., hentia hi must be . previous covering: ity of the milk before per cent. lactic The then added in pertion of I oz. to 50 milk; the quarters of cut into American stirred with the shovel breakers 20 or 25 minutes; the curd pitched for 5 minutes. Enough whey the warmer and grees F. to bring tub to 92 degrees. acid. rennet is gallons curd is allowed ry + inch cubes heated to 120 de- the portion in the}ji pro-| three-|\ an hour to thicken is then| and evening’s milk. by means of| renet curd knives and afterwards) ev: ry degrees) itling Wensleydale . ' ripen, as on| no account should the rennet be add-| trict is to stand the niot | | | 2] remaining i | is now dipped into| nearly Ire k soon as the whey is off the curd is cut into tro0-inch sqiares, turned over and piled two deep in tub, and covered with thin cloth; acidity mow .25 per cent. In 10 minutes the curd is cut into oblong blocks and placed on the cool- in tub; in 10 minutes blocks of curd are cut. After 1 further 10 minutes kas elapsed the blocks are again cut, this The curd end of when time into is now pack- ed at the rack, with a cloth in the centre for testing acid- itv. In 20 minutes turn curd and test which should be .5 per cent.; 20 minutes, acidity will 75 per cent.- 1 the lat ter, grinding should take place in 15 3-inch cubes. one ;minutes; the curd is then spread over | cooler and left |salted—214 Ibs. the milk is heated by means of} When in the| from the dairy close to the cheese tub. If, after|per cent. 20 minutes, afterwards salt per cwt. of curd. press the liquid draining cheese should be 1.05 to 1.1 lactic acid. Wensleydale There are Cheese. various systems of mak- but the chief in the Wensleydale dis- cheese, one adopted ght’s milk into |the vat, and in hot weather reduce 70 de- grees. Next morning skim off the ‘sen cream, and milk up after warming the to renneting tem- add the morning’s milk. The heated to | perature, cream is of| degrees, and returned to the vat, and well stirred into the mixed morning’s The amount of dram extract to gallons of milk, and the used is one four for | renneti ing temperature varies between is then | 80 and 86 degrees, jtime of the according to the year; in summer it is always about 80 degrees. The rennet, mixed with a little cold water, is stirred into the milk for about five The heated whey| minutes, and then the surface is kept is added gradually, the contents of|agitated, to prevent the cream from the tub being stirred with the break- | er the whole of the time. ing the whey the IO minutes 5 minutes. is dipped into the time heated to 130 degrees F., cient to heat the portion to 98 degrees F stirred until warmer, .. the curd is sufficiently firm raised up to 90 degrees, but “shotty’—about 5 minutes. Thejthis is not generally practiced, being acidity is then estimated and if 17| mosily adopted in cold weather to per cent the curd is allowed to set-jget a firmer cheese. The curd is tle for 10 minutes and is then pushed|stirred for about five minutes up from the sides of the tub with|the hand and allowed to stand in tke required to carry|whey until an acidity of about should| the hands: out this operation as the curd s care is After add-| j | j } and this! rest for a few minutes, then|Soimetimes the or|curd is irising. The coagulation takes about one hour, or a little more, and when curd is stirred for|the curd is firm enough it is cut with then allowed to pitch for|a vertical American curd knife both Agaiv, a quantity of whey| ways. The curd is then allowed ta after which suffi-|the horizontal curd knife is used, and in the tub/the curd reduced to small pieces. temperature of 16 is reached. The curd is now re- | . he left in a solid mass in the cen-|moved on to a cooler, which has been ter of the tub. The whey is drawn|prepared by placing racks in the bot- oft in 20 minutes from the time stir-itom, about 80 to go] the with! 15 to cheese cloth. In twenty minutes’ time, the curd is tied up in the cloth and the whey let off. In about an- other twenty minutes the curd is cut into large squares and piled, and this process repeated twice more at about the same intervals, until the acidity reaches about .4, when it is broken p by hand, being in a soft condition and easily broken in this way. Salt is added at the rate of 1 oz. to every 4 lbs. It is then filled into cloths in the molds, and allowed to stand over night, and early next morning put to press. In a few hours it is taken out, turned and changed into a fine muslin cloth, and put back again, this time under about 3 cwt. pressure at the outside. The cheeses will be ready for removing from the press about four o’clock and then the ban- dage is sewn on to them, and they are left in the drying or making room for three days, and afterwards removed to the ripening room. Dorset Blue Cheese. These are’made from skimmed or separated milk, if from the latter sufficient whole milk should be added to raise the fat percentage to .7 or 8 per cent. The milk should be ren- neted at 75 to 80 degrees according to the time of year; at the present time the latter temperature is not too high, but in the heat of summer the former should be adhered to. The milk should show .25 acidity and 3 oz. of rennet per too gallons of milk is sufficient. When coagulation is complete the curd should be cut and broken into fairly small cubes and allowed to pitch. The whey should not be gct off until the curd has drawn away somewhat from the sides of the tub, the whey will then show about .30 acidity. After drawing the whey the curd should be cut in fine solution) for a couple of days in this case 2 per cent. of salt in the curd will be sufficient. The cheese should be fit for sale in about 6 weeks or 2 months. —_—_~2+~+<.___ Many reformers would go out to shoot gophers with a brass band. SEEDS- Clover, Alsyke, Timothy POULTRY FEED—For Hens, for Chicks We Pay the Freight When in the market for Seeds and Poultry Feed, ask for our Delivered ore It will pay you to handle our SEEDS O. Gandy & Company South Whitley, Ind. Feed Specialties We are the largest dealers in chicken, pigeon and ali other feeds. Get our prices. WATSON & FROST CO. Grand Rapids, Mich. Ground Feeds None Better WYKES & Co. @RAND RAPIDS NNARIGN OZ DMMISSION EXCLUSIVEL Get my prices on cubes and piled in the center. Con- tinue this precess until an acidity of, 85 is obtained. Then grind fairly | small and add 214 per cent. of salt,| mixing thoroughly and at once put in| press, applying 4 cwt. pressure for! about 2 hours when the cheeses should be turned and the pressure, sradually increaesd for a couple of} days until a maximum of 8 cwt. is| reached. The coat is improved by| standing them in brine (10 per cent.| Eggs, Packing Stock and Dairy Butter Veal and Poultry F. E. STROUP GRAND RAPIDS, MICH. SEEDS If in the market to buy or sell write us ALFRED J. BROWN SEED OO., GRAND RAPIDS, MICH. OTTAWA AND LOUIS STREETS CLOVER TIMOTHY ALSYKE We want your shipments of poultry, highest prices. Papers and Hundreds of Shippers, which are covered over with a SNES E ENED EYEE ee RSET TTS ISLS Ta TT Te aE Ta IE eee ae Lay a aa W.C. Rea REA & WITZIG J. A. Witzig PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. ‘‘Buffalo Means Business’’ both live and dressed. Heavy demand at high prices for choice fowls, chickens, ducks and turkeys, and we can get Consignments of fresh eggs and dairy butter wanted at all times. REFERENCES—Marine National Bank, Commercial A Established 1873 gents, Express Companies, Trade ee REE NEA SRS RE 2 RNR. oa ba SSI Nt OL A el CARAS ELDON T SEI Se RUIN L ES ta E Sse meee re 1? aR eI ret eaccee et October 5, 1910 MICHIGAN TRADESMAN 13 The Deadly and Damnable House Fly. Except in sleepy, zoophilic, antivivi sections of India, the dangers to civ- ilized man from the larger members of the animal kingdom can, in our day, be almost disregarded. The in- sect pests, however, loom relatively large in crowded communities as a menace to the public health, as well as being the chief enemies of horti- culture and agriculture. The role of the mosquito in transmitting malaria and yellow fever has been brilliantly and conclusively demonstrated, to the advantage of all mankind. The most abundant and widely dis- tributed of pestilent insects is the common house fly (musca domestica), constituting about 99 per cent. of the various species of flies found about barns and houses. This hexapod “mixer” has about 10,000 very fine hairs on its feet, from which oil ex- udes constantly, enabling the fly to walk (by capillary attraction) in any position on a dry surface which is not toc dusty. The house fly breeds pre- ferably in horse manure, though at times in garbage or human feces, the full cycle of development from the ege being nine or ten days. Ritchie says it is estimated that in one sum- mer 300 flies may hatch in a cubic inch of manure, if this is left undis- turbed. The hairy nature of its feet makes the fly an unrivaled carrier of filth and contagion, and as many as 10,000 bacteria have been found upon a sin- gle individual. Among the germs which have been thus isolated in pure culture, we may mention: B. typhi abdominalis, B. coli communis, B. pyoeyaneus, B. tuberculosis, B. chol- era Asiaticae, B pestis bubonicae, pyogenic microorganisms and_ the eggs of most of the intestinal para- sites. Microbes are carried mostly upon the legs of the insect, but are ilkkewise deposited in its feces, and may be liberated by the dry decay of dead flies. In one speck left by a fly that had been captured on the face of a leper, says Ritchie, 1,115 leprosy germs wére counted. The pathogenic relation of the house fly to enteric fever is becom- ing so clear and prominent that a number of sanitarians have suggested designating the insect as the typhoid fly It is indeed probable that the majority of the 35,000 deaths from typheid fever in the United States during the last census year may be charged up to the little house fly. Vaughn has shown convincingly the paramount role of flies in causing typhoid among the American soldiers in camps during the summer of 1898. In Nortn Denver, in the fall of 190, there appeared au epidemic (53 cases anc 6 deaths) of enteric fever along the route of a milkman whose wife had tvphoid. The stools were thrown into the ordinary country closets, whence flies carried the specific germs (as shown by cultures) into the un- sereened milk room. Prompt action by the State Board of Health averted further spread of the infection. ‘The house fly is not a true scaven- ger; it is merely a foul marauder, engendered in excrement, nourished on corruption, rioting in all manner of abominable nastiness, and as a species, for the good of the people, doomed ultimately to destruction. To diminish and destroy: what may be termed the Fly Perii, there are three main principles to follow: 1. Abate the first cause by having manure removed every week (before maggots hive time to develop into flies), or if this is impracticable, keep it carefully covered in a closed box (using chlorinated lime as a_ disin- fectant) or screened with wire gauze. Garbage should be protected in the sane way when, as is best, it can not be burned or fed to chickens or pigs. 2. Prevent entrance of flies into house and contact with foods and drinks, by well-fitting screens for doors and windows and the quick storing of viands in refrigerator and cupboards; also a netting for the helpless sleeping baby. Let your grocer know that you are tired of eating museid ordure, and he will put up some better protection than the gay little papers which flutter up and down. 3. Kill every fly on sight, if you can, with a wire “killer,” dilute formalin (renewed every day) ona plate, or sticky fly paper—the black fly paper should not be used where there are little children, as it is very poisonous. The absence of flies, like the presence of soap, should be con- sidered a true index of civilization.— Bulletin Colorado State Board of Health. —_—_+2+___ Had To Put On Her Hat. “Are you almost ready?” asked the man. He stood in the doorway and scowled. ‘In just a minute, dear,” the lady made answer; “all I have to do is to put on my hat.” The man went out and = slammed the door and began strolling up and down the hall. Presently he returned and opened the door again. “Good gracious!” he said: “you're taking a lot of time—” ‘Tl be through tieht away, the lady assured him. He saw she was indeed putting on her hat and had a sheaf of long hatpins in her mouth. The man resumed his stroll through the hall. After a while he looked at his watch, snapped it shut and return- ed. “Look here, woman,” he said, “we have only twenty minutes to catch that train. Cut it short, can’t you?” The woman nodded and jabbed hat- pins recklessly through her hair Then she tilted the hat on one side and ran a pin through it. She gave a dissatisfied shrug and removed the pin and tilted the hat another way. The man hopped about, first on one foot and then on the other. “Jumping Jerusalem crickets!” he wailed. “Will you ever get through?” The lady grabbed a_ handkerchief, sought for a bottle of perfume in a mussed-up drawer, pulled out two more drawers in search of it and again approached the glass. The man looked grimly on. Tien he look- ed at his watch. The train had gone, that was plain. “I’m _ ready, sweetly; dear,” the lady said “come on, we must hurry.” “T ain’t ready,” have to shave.” the man said: “Fil | ‘But you shaved before dressing,” | protested the lady. “T know I did,” said the man cruel- ly; “that was before you began to get dressed. I'll have to shave again.” —_——_»- 2» It Takes Courage. To speak the truth when, by a lit- tle prevarication, you can get great advantage. some To live according to your convic- tions. To be what you are, and not pre- tend to be what you are not. To live honestly within your means and not dishonestly upon the means oi others. To refuse to knuckle and bend the knee to the wealthy, poor. even though To refuse to make a questionabie vocation To refuse to do a thing which you think is wrong, because it is custom- ary and done in trade. To be talked about and yet remain silent when a word would justify you in the eves of others, but which you can not speak without injury to an- other. To face slander and lies, and to carry yourself grace and living in a with cheerfulness, dignity for the lie can be corrected. years before To stand firmly erect while others are bowing and and power ‘fo remain tt fawning for praise honest poverty while others grow rich by question- able methods. To say “No” squarely when those around you say “Yes.” To do your duty in silence, obscur- ity and poverty, while others about vou prosper through violating sacred obligations. Not to bend the prejudice.—Success. a : Nothing enlarges the life like let- ting the heart go out to others. neglecting or knee to popular | A. T. Pearson Produce Co. 14-16 Ottawa St., Grand Repids, Mich. The place to market your | Poultry, Butter, Eggs, Veal | | 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.,Cincinnatl,O Post Toasties Any time, anywhere, a delightful food— ‘‘The Taste Lingers.”” - Postum Cereal Co., Ltd. Battle Creek, Mich. For Dealers in HIDES AND PELTS Look to Crohon & Roden Co., Ltd., Tanners 37 S. Market St., Grand Rapids, Mich. Ship us your Hides to be made into Robes Prices Satisfactory OQeOSunN arf oa LS ae THE NEW FLAVOR MAPLEINE Better The Crescent Mfg. Co., Seattle, Wash. Order from your jobber or The Louis Hilfer Co., Chicago, III. Wholesalers of Butter, E C. D. CRITTENDEN CO. 41-43 S. Market St. Grand Rapids, Mich. ggs, Fruits and Specialties Establis hed 1876 Send us your orders CLOVER AND TIMOTHY SEED All Kinds Field Seeds Moseley Bros. Both Phones 1217 Wholesale Dealers and Shippers Beans, Seeds and Potatoes Office and Warehouse Second Ave. and Railroad Grand Rapids, Mich. The Vinkemulder Company Jobbers and Shippers o Everything in FRUITS AND PRODUCE Grand Rapids, Mich. 14 MICHIGAN TRADESMAN October 5, 1910 TRADE-MARK GOODS. Proper Attitude of the Retailer To- ward Them. Only 40 per cent. of all the mer- chandise retailed in the United States is sold in the cities, while 60 per cent. passes through the hands of the country merchant. The retailers, great and small, are a necessary element to every com- munity, vital to its growth and essen- tial to its welfare. Community stores may come, mail order houses may go, but the retail merchant stays. He is the barometer of commerce. Let him cloud up, the jobber frowns, the manufacturer stops the machine and the capitalist runs to cover. The retailer reflects the feelings and whims of the buying public. He is also an educator, molding the thoughts and wants of his people to the ever-changing staples and_ styles of fickle fashion. The important ques- tion then, to men whose interests lie with the manufacturer, is to fathom the attitude of the retailer toward the jobber and manufacturer. No matter whether the manufactur- er intends to allow his products to pass through the three regular chan- nels of trade or cut out one or two and deal direct with the consumer, the principles in either case are the same. If the man in “Kalamazoo sends one direct to you” it is be- cause he «can handle three jobs, not because he has dis- covered and controls a trade secret; he has simply slipped one over on those of us who are struggling to hold one job dowa. successfully We have for years, patiently and without protest, read and heard arti- “educating the retailer,” what the retailer should do, how the re- tailer should sell, in fact we have been involuntary students of corres- pondence schools for years in the science of selecting goods, the art of selling them and the method of in- vesting our profits. In the true fra- ternal spirit of mutual help and co- operation these few suggestions are made. cles on Some twenty-five years ago the re- tail merchants’ source of supply was the jobber; then the tendency has been to buy from the maker. Now, we seldom see ready-to-wear gar- ments, paints, furniture, vehicles or implements in the stores of whole- salers, while only about half the shoes, hosiery, hats, underwear, cigars and wallpaper sold _ passes through their hands. Advertising did it and the list will grow and grow so long as the jobber fails to conform to the new conditions. Up to the be- ginning of the last decade they did to recognize the changing conditions or realize the evolution of the suburbanite and his demands up- on the retailer. The inroad upon their business was telling; the faith- ful drummer was so intent upon get- ting orders that he failed to paint the picture as it was. since not seen! The trade excursion was formulat- ed; the staid jobber who previously had been loath to respond to sugges- tions from the retailer, or to discern the tendency for things different, be- gan himself to visit the retailer. What does he now find? Not the promiscu- ous assortment of unknown brands in cartons of different hues and labels of meaningless firms, but known brands, advertised brands, brands which the wholesaler recognizes as having refused the sale of long ago. This condition has been’ brought about in a very natural manner and is the result of three entirely differ- ent causes. First: A manufacturer of a new brand of some staple or of a new article would approach the whole- salers for his market, but, unless a better price could be given than on the old commodity or unless the ar- ticle could show from the first a marked advantage, its sale was either turned down or undertaken in a des- ultory way; the manufacturer was foreed to appeal directly- to the re- tailer or to create in the mind of the consumer a desire for this particular article. The advertised brand did the trick. Second: The popular use of the bicycle ten years ago, the rapid ex- tension of the trolley into the coun- try, the automobile’s frequent trips into agricultural districts and the rural free delivery of magazines and daily papers have shown the urbanites the advantages of alittle more snappy comforts of negligee attire and the ruralites the advantages of a little more snappy style; thus in a measure merchant came to have the same calls as his city brother. The advertised brand fills that de- mand. Third: wrongs, the country Jobbers seldom righted under the strongest protest; they stood between two fires. The retailer did not know nor had he any means oi knowing who made the ar- ticle or whence it came. There seem- ed to be no responsibility. The ad- vertised brand furnished the remedy. The careful retailer of to-day is critical and discriminating. The aver- The cus- tomer is educated by advertising and urged by advertising of the manufac- turer to demand from the retailer more and more in styles and quality than ever before. This naturally brings the two together and yet it is by the choice of neither—simply a commercial contingency. age jobbing house is rot. Personally the retailer prefers the jobber, who gives quick service, saves freight and cartage by packing a greater variety of goods in one ship- ment. He is not antagonistic to the prin- ciples of the jobbing trade, but he wants to know that there is a respon- sibility for the worth of the mer- chandise sold and to fee! the assur- ance of the “money back” plan which he gives the customer, but which the jobber was the last to approve and is still reluctant to adopt. The responsibility for the wear and worth of any article should rest with the maker. The consumer requires 't from the retailer and generally gets it, but if the -jobber fails to do his part the retailer will handle an ar- ticle bought directly from the manu- facturer. Another condition has existed in the relation of the retailer to the job- ber which has been eradicated by the promotion of advertised brands. It is this: A retailer has purchased for several seasons a certain kind or arti- cle of merchandise, satisfied his trade to an extent of having them call again and again for it. He begins to fee! the benefit of earnest effort to please and to reap the reward of an estabiished business. Then he is more than likely to find the supply sud- deily cut off with mighty little hope of finding it elsewhere, at least not in time to save the business intact. This has been no uncommon thing and i speak of it not as a criticism but as a condition. This point suggests the argument against a merchant taking the exclu- sive agency for an advertised brand on the ground that as soon as a gcod trade is established the agency may change through a disagreement or a refusal to renew the contract. This contingency, however, rests entirely with the diplomacy and policy cf the retailer an-‘l he is not dependent upon the judgment of the jobber, who nec- essarily is partial to his own inter- ests and considets only the majority of his trade rather than the individ- ual. Retail advertising is fast elimin- ating the personal element, the buyer is schooled more and more to study style and obtain something different than the competing firms. I begin to realize that in explaining the retailer’s attitude toward adver- tised articles a criticism of whole- salers seems to be the outcome, but the point I wish to make is that the THE 1910 FRANKLIN CARS Are More Beautiful, Simple and Sensible than Ever Before Air Cooled, Light Weight, Easy Riding wR ie a de Sy) Model H. Franklin, 6 Cylinders, 42 H. P 7 Passengers, $3750.00 Other Models $1750.00 to $5000.00 The record of achievement of Franklin Motor cars for 1909 covers no less than a score of the most important reliability, endurance, economy and efficiency tests of the 1909 season. List of these winnings will be mailed on request. The 1910 season has begun with a new world’s record for the Franklin; this was established by Model G. (the $1850.00 car) at Buffalo, N. Y., inthe one gallon mileage contest, held by the Automobile Club of Buffalo. Among 20 contestants it went 46 1-10 miles on one gallon of gasoline and outdid its nearest competitor by 50 per cent. If you want economy—comfort— simplicity—freedom from all water troubles—light weight and light tire expense—look into the Franklin. Catalogue on request. ADAMS & HART West Michigan Distributors 47.49 No. Division St. and Gravel Roofing. good as a BOND. Established 1868 Reynolds Asphalt Gibralter Roof Specification — We want to call the attention of property owners to our GIBRALTER ROOF SPECIFICATION, which is a permanent roof for business build- ings, factory construction, flats, etc., to take the place of old style Tar A roof that will not be heavy enough to sag the joists or injure the building as is often the case with an old tar and gravel roof. When surfaced with crushed granite and complete, our roof will weigh about 200 Ibs. to a square, against 500 or 600 for the old style tar and gravel. This excessive weight is caused by the surplus gravel thrown loose on the surface to be blown around and many times off the building. The great advantage of using ASPHALT instead of Coal Tar Pitch should be apparent to every person interested. ASPHALT is nearly in- destructible, while about all the protection afforded a Tar Roof is the great load of coarse and loose gravel thrown over the surface. We are prepared to furnish and apply this GIBRALTER SPECIFICA- TION ROOF and give a TEN YEAR GUARANTEE unconditionally, and if the roof is recoated after the ten years with REYNOLDS ASPHALT MASTIC, we will extend the guarantee to TWENTY YEARS. This is a strong statement, but we are prepared to back it up and our guarantee is as We can apply the roof at a cost not exceeding the best Tar and Gravel, and the length of time for a tar roof guarantee is Five Years. The very poor quality of Coal Tar Pitch which is offered nowadays will not insure a roof to last more than five years, as water gas is employed extensively in modern pitch, which adulterates it so the quality has to suffer. Our GIBRALTER SPECIFICATION can be laid on a roof as steep aS one quarter pitch which can not be done with a tar roof. WRITE US FOR FULL PARTICULARS, PRICES, ETC. H. M. Reynolds Roofing Co. Grand Rapids, Mich. — ciation HORNER oe SI ROU ULB AIRE A LOR ABE SRO SOILS ht i i oR Na AE es ee i hla iin sida onndeatiaiblaiaiLicindeetinindiainD October 5, 1910 MICHIGAN TRADESMAN 15 jobbers have not, like the manufac- turers, studied the needs of the buy- ing public. The jobbers have simply bought and sold merchandise while the manufacturer of branded goods has studied the needs of the people, produced a particular article, exploit- ed it by advertising to fill that de- mand or by advertising created a de- mand, and now seeks the means of distribution—the retail merchant. In his effort to create demand for his goods he has made better merchants of us, shown us the art of display, the wisdom of small and. frequent orders, the reliability of a trade-mark and the possibility of more business in a ceriain radius by advertisng. I will say that, if it were within my power to decide whether all mer- chandise should go direct from the mills to the retailer I would certainly Say no, not yet. The reluctance of merchants to push the sale of advertised brands has, I think, been occasioned by their not affording as large a percentage of profit as other articles, * * * Shew cards and price tickets are invaluable io suburban and rural mer- chants for trade-marked goods, elec- tric signs are better, window dis- plays, even though they be but mod- els or pinns, are best of all. They attract the knowing public and point the way of the willing buyer to the article he has already read about. I have seen many a neglected window transformed into a magnet of busi- ness by a display sent out with trade- marked goods. Electrotypes serve well their purpose if they conform strictly to the conditions of that par- ticular merchant or territory, but the majority of electros contain too much general matter. The mere cut of the article itself accompanied by a print- ed copy for revision is better. Personally [ emphasize the help of folders to inclose in letters and pack- ages. Scareely a bundle from any department store leaves the store without containing some kind of printed matter. The results are ex- cellent, and ] have proven to my en- tire satisfaction that next to window display the plan is most effective for trade-marked goods and sample arti- cles. This advertising game is attractive —the verv word itself is an argument for the purchase of a new thing. The retailer is approached with promises of thousauds being spent for a won- derful advertising campaign and is told that while the margins may not show up in a point of percentage as greatly as on some other things, yet the demand is created by these full pages in the leading magazines, the daily papers and countless accessory ideas, the increase of sales makes the profits in dollars greater. The goods are purchased, the promised paign is a thin scum and the retailer is left to his own for the disposal of the “six best sellers” on These are not ex- cam- devices the bargain table. ceptions, they are the rule. If { were an advertising man, ex- ploiting a trade-marked piece of goods to the trade, I’d make a thor- ough and personal investigation of a typical portion of the country which ee OE OO I expected to cover. There is too much guess work, theory and miscon- ception of mercantile conditions to arrive at any other conclusion. Ve- hicle and plow men continue each year to send out signs for wooden fences when in most parts of our country wire is king; electric flash signs are sent where Standard Oui products are all the merchants have; street car cards are lavishlv bestowed upon the country merchant. Be con- sistent. Study conditions. But after all is said and done, things are better than they used to be when the go-it-alone policy pre- vailed. We're getting together. We forgive and forget and learn to give and take. It’s easier to sell advertised goods and costs less money to handle. Let me gc on record as saying that there is no one thing at the disposal of the retail merchant to fight the inroads which the great mail order houses are making into his business like a trade-marked-advertised article. The silent influence of an adver- tised article permeates the entire store and stock; it creates a feeling of confidence and acquaintance which none but a long established firm could otherwise enjoy, it brings the salesman and the purchaser into a quicker and closer transaction. ‘Trade is shifting from the man who has the cheapest to him who has the hest, which is the result of pros- perity and advertising. Quality and style stand f but the great reward goes to him who serves the best: Sidney S. Wilson. —_++.___ Gold Filled In Its Two Varieties. A gold filled tooth and your gold filled watch case may be said to be inversely analogous, that is, your gold filled tooth has more or less of the tooth structure or enamel on the out- side, with gold as a core filling the center. Your gold filled watch case consists of two sheets of gold, having between each sheet some baser metal to which the gold is soldered. As to the gold in the case, it may be of any fineness and any thickness com- mensurate with the term “gold filled.” A jeweler will tell you that ro carat gold is not gold, having too much ad- mixture of baser metals. Many per- sons have the idea that the gold filled case is an amalgam of the kind in- stead of a sandwich of gold smeared in the inside with the base metals. —_2---. Love’s Young Dream. Together they were occupying a rustic seat on the lawn, he and she, or something, and she at least seemed to be un- conscious of the flight of time. “Yow bright and shimmering the evening star to-night, Howard!” she said, “Patdon me, my _ dear,’ replied Howard, “but that is the morning Star.” —_2-.—_- Paternal Goodness. “T can not understand,’ wrote the college boy, “why you call yourself a kind father. For three weeks I’ve had no check from you. Pray, what sort of kindness do you call that?” And the father wrote back: “Unre- mitting Kindness” Raising the Maine. So many difficulties and obstacles have developed in connection with the proposition to raise the wreck of the battleship Maine from its bed of mud in Havana harbor ever since Congress passed a measure authoriz- ing the removal and making an ap- propriation therefore, that many peo- ple are beginning to believe that the wreck will never be removed. The position in which the wreck lies im- bedded in mud and slime, as well as the shattered condition of the hull, will make the work of removal ex- tremely difficult as well as expensive. If an attempt were made to lift the old ship bodily, it is doubtful if tne hull would stand the strain, as it was undoubtedly badly shattered by the explosion. Probably the only feasible plan is to build a coffer dam around the wreck, thus uncovering it, and clean- ing the mud away sufficiently to per- mit of a thorough examination. Such an inspection ought to set at. rest forever the doubts. entertained by some as to the explosion which de- stroyed the ship having come from the outside, and it would also deter- mine the feasibility of patching up the hull sufficiently to permit it to float. If this was shown to be im- possible, the old ship could be blown up with dynamite after any bodies that might be found in its interior have been removed. The general desire to clear up the mystery attending the destruction of the vessel hampers the wark of re- ‘-Imoving the wreck as an obstruction to the harbor of Havana. The doubts that are entertained make it desirable that not only our Govern- ment, but Spain and Cuba well, have competent observers hand to inspect every stage of the work, so that the truth may fully known, and no claim afterwards be made that our officials, in uncovering the wreck, took steps to obliterate any incriminating or tell-tale evi- dences. After all the talk that has been in- dulged in it incumbent upon. our Government to do something. If the wreck can not be raised and bodily removed, it must be rid of in some other way, as it is an injustice to Cuba to permit an important por- tion of ‘her principal harbor to re- main obstructed by a wreck. Mere sentiment should not be permitted to stand in the way of doing this act of justice. The removal of the wreck in some way is the first consideration, and the desire to discover the exact cause of the destruction of the ship is but of secondary importance. Ifthe money already appropriated does not prove sufficient to accomplish the task Congress will be compelled, in sheer decency, to provide more, as we can not reasonably expect that the people of Havana will consent to the obstruction of their ‘harbor much longer by the wreck of one of our National vessels. ——_+ +. Religion may be like art: the peo- ple who paint the pictures do not be- long to the art clubs. as on be is got Crooked character. people talk much about We have recently purchased a large amount of machinery for the improvement and better- ment of our Electrotype Department end 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 High Grade Sausage Each year the output of our Sausage Department has increased. This is ow- ing to our living up to our motto, THE BEST IN THE LAND only must be used by Cudahy Brothers Co. Only the choicest of meats and the finest spices are used. Cleanliness in all departments is rigidly enforced, all being under U. S. Government super- vision. This is the secret of our suc- cess. If you are not a regular purchaser of Cudahy Milwaukee sausage, place an order at once with your local dealer. Cudahy Brothers Co. Milwaukee, Wis. > 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? The G.E. Tungsten is a masterpiece of invention, genius and manufacturing skill. We can supply it at a price which will enable you to make an important saving in the cost of your lighting. Grand Rapids-Muskegon Power Co. Grand Rapids, Mich. City Phone 4261 Bell Main 4277, 16 MICHIGAN TRADESMAN October 5, 1910 PURE FOOD LAWS. Progress Made in Their Enactment and Enforcement.* Ten years ago general food laws new in America. The public and the retail trade had little exact knowledge of the way in which com- were mercial foods were put together. Courts and juries were uncertain as fair play in the application of the food laws. Busi- ness ethics were in a state of confu- sion, competitions were correspond- ingly difficult and the consumer was a victim of all these disadvantages. The year 1910 witnesses a very dif- erent condition of affairs, and as a result of a growth rather than a rev- olution. Thanks to numerous agen- cies, especially that of the public press, the people know to-day ten times more about market foods than they did then. What is fair play is a question far more easily decided by courts and juries than it was_ ten vears ago. The people have come very largely to believe that ever may be true in “love and war,” ethics are practicable and that coun- terfeiting and clipping in commodities are, at least, as bad as the counter- feiting and clipping of the coins for which they are exchanged. With the wider acceptance of fair rules in the game and with wider knowledge of the real nature of commercial foods, fair competition in trade has been made less burdensome to the honest dealer. My subiect opens a wide field. I shall try to contrast the conditions ten vears ago and to-day by a few il- lustrative statements rather than trespass upon your time by an ex- survey. Broadly speaking, all classes of adulterations have de- creased. Dilution with worthless materials and the abstraction of val- table constituents is far more rare. Spices diluted with cerelas or with worthless parts of spice plants were then largely on sale; to-day they are rarely found. Watering and skimming of milk are being rapidly suppressed. The wholesale adulteration of lard by the use of cheaper fats, once com- mon, has now almost ceased. Form- erly water was substituted for meat in various sausages; now that prac- tice has largely disappeared. Then skimmed cheese was frequently sold; of late we have found no cases of this kind. Formerly mixtures of a little alcohol, much water, coal tar color to dye and a trace of oil of lemon was sold as lemon extract: to- day bottles bearing this label usual- ly hold their full amount of genuine lemon with the proportion of alcohol necessary to dissolve it. Likewise, the substitution of a less valuable for a valuable — sub- stance is less fraudulently practiced, to what was really what- haustive more for such preparations are now gener- ally so labeled as to warn the buyer of their true mature; whereas, ten years ago this honest practice was very generally disregarded. The olive oil labels decorated bottles holding Pictures of maple groves, accompanied by the name of “maple sugar,” “pure maple cottonseed oil. syrup,” *Address by James Foust. Dairy and Food Commissioner of Pennsylvania. before Retail Merchants’ Association of Pennsylvania. buying far inferior compounds and imitations and little of the genuine article of these descriptions were obtainable in beguiled the consumer into the markets. The manufacturing trade admitted that 95 per cent. of the so-called maple syrups were really a compound. Oleomargarine was widely sold as butter. Simple dis- tilled vinegar, almost without savor, and colored with caramel, was wide- ly sold as cider vinegar; and when fresh peas ran short, dried stock was too often sold without warning to the consumer. To-day every one of these frauds has almost stopped. Ten years ago the use of injurious antiseptics, and of colors and flavors for deceptive purposes, was very gen- eral. Hamburg steak, too often made of stale scrap, was freshened in ap- pearance by the use of sulphites; potted meats very generally adulter- ated with boric acid; likewise, oysters and shell-fish, aged and unclean milk, was held over with the aid of for- malin and boric acid. Mixtures of glucose, thickeners, artificial acids, coal tar dyes, artificial flavors and shell-fish, aged and unclean milk, were sold under the names of jellies, jams and preserves without the least indi- cation of their compound or imita- tion nature. Canned goods frequent- ly contained saccharin, sulphites and sometimes boric acid. The waste from tomato canneries, kept in un- sanitary ways by the aid of preserva- tives and dyed to please the consum- er’s eye, thickened with starch, put up in handsome bottles with attrac- tive labels, especially around the neck, formed a large volume of the goods sold as catsup. Candies, sold to tickle the palates of our little ones, were made of cheap materials, stiffened by the aid of sulphites. Over the coun- ters of our beautiful marble soda fountains were sold under the name of our most delicious fruits, mixtures of syrup, artificial flavors and coal tar dyes, or fruits heavily loaded our pop drinks were chiefly sweeten- ed with saccharin and made of other artificial substances, flavors and dyes. To-day all of these practices have been greatly reduced in volume and the canned goods in particular, con- ditions have been so greatly improv- ed, largely by a vigorous co-opera- tion on the part of the canners them- selves, that the discovery of adul- teration in this class of goods has become extremely rare. T do not wish to be misunderstood 2S announcing the arrival of the “food T do not mean to say that we have wholly stopped adulteration and misbranding. Our country still holds men who are will- ing to profit at the expense of the health of their neighbors and by de- ceiving them. Public sentiment and the execution of our food laws have driven them to their inner works, but they are strongly united and ever alert to repel any further invasion of the territory they have wrongfully occupied. The progress of thought among buyers. as well as sellers, is such that I indulge the hope that be- fore long we may clearly realize that life is worth more than property and that our acts and laws may be in har- mony with principle. We all have millennium.” from birth a feeling that our own lives are worth more than other peo- ple’s property. It is harder to grasp firmly the truth that other people’s health is more valuable than a few dollars in our own pockets, but I be- lieve we are getting a grip on this version of the Golden Rule. It is an old saying that “Rome wasn’t built in a day.” This same ap- plies truthfully to all great improve- ments in public practice. It is, how- ever, too often used as an excuse for} inaction and to cover the shirking of responsibility. We should not expect to build our Rome in a day, but we should expect of ourselves that in our day we should do a good, strong, honest day’s work upon it. I would like to suggest a few “bricks” that ought to be laid by the retail mer- chants of Pennsylvania, and to make them easier to remember I will put them in the following words: Don't allow the dust and flies to get on the foods you sell. The most of you are now already careful about this, but all of you should be. Don’t keep stale goods on your shelves. If necessary buy in smaller quantities so as to turn your stock more frequently. Don’t hesitate to dump stock that has become unfit for food. You will make more in the end by selling good goods and pleasing your customers. Don’t buy goods simply because they are cheap unless you have made sure that they are of good quality. For example, beware of quart jars of prepared mustard to retail at Io cents with a glass dish as a “bait.” Don’t hope to establish a fine rep- Halt Brand Canned G00ds Packed by W. R. Roach & Co., Hart, Mich. Michigan People Want Michigan Products H. LEONARD & SONS Wholesalers and Manufacturers’ Agents Crockery, Glassware, China Gasoline Stoves, Refrigerators Fancy Goods and Toys GRAND RAPIDS, MICHIGAN 50 Years the People's Choice. Sawyer’s CRYSTAL Blue. ™ For the i Laundry. DOUBLE | STRENGTH. | _ Soldin eo" ) Sawyer’s Crys- ¥ tal Blue gives a ) beautiful tint and / restores the color 1 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. _| — a Our ANSWER: advertising makes it easy to sell Who Pays for Neither the dealer nor his customers By the growth of our business through advertising we save enough in cost of salesmen, superintendence, rents, interest and use of our plant to cover most of, if not all, our advertising bills. This LOWNEY’S COCOA PREMIUM CHOCOLATE for BAKING All LOWNEY’S products are superfine, pay a good profit and are easy to sell. Advertising? 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. i ; i ; i sro ENN i sro ENN career REED TOTES October 5, 1910 MICHIGAN TRADESMAN 17 utation by offering quart bottles of catsup for Io cents. Don’t run the risk of losing your good reputation with your customers, built up only by years of honest dealing, through some failure to take the safe side in your buying. Don’t buy of unreliable dealers, whatever inducements they offer. Don’t fail to get guarantees that conform to the requirements of the Pennsylvania food law, and if you can not get them by acting individ- ually, then make your demands col- lectively. I have pictured to you a great im- provement in food conditions. This improved condition should be of vital interest to every citizen of Pennsyl- vania. Her seven millions of inhabi- tants spends collectively about $600,- coo,ooo annually for food products and to each of them life and the hard bought earnings from the day’s labor are most important. It is the duty of the Food Bureau to protect the consumers of the State from im- position by those who would deliver to them food products that are in- jurious to health, unclean or fraudu- lent in character. I can not fittingly close without expressing to you my appreciation of the position your organization has taken in favor of purity in foods and the suppres- sion of frauds on the consumer. The officer of the law, however broad his authority, can not go far unless the people support him. Much of the progress we have made has been due to the vigorous support given by hon- est dealers and the public press. strong How Needles Are Manufactured. clean hot water, when they are ready Any process of manufacture is in-,tc be sorted end packed. teresting, but most so are those by | which small and dainty. articles are| An Accommodating Man. turned out in vast numbers, as are; “You see,” said the old farmer, as needles, warch springs, and the like.|he measured out the green tomatoes Many processes must be gone through to the grocer, “I brought along my with before 2 $5 bar of iron is re-| spade by accident; but it was a good duced and refined into $250,000 worth |t thing I did.” of baiance springs, but he making of “Wagon get $250 worth of needles is more simple. | 'was asked. “Oh, no; I was coming along about 'a mile tack when I saw a feller in a \field. He had a crooked stick in one lhand and a little boy with other stuck in the road?’ Needles are made from steel wire, | which is first cut out by shears from coils into the length of the needles! to be made. After a bath of such| : F : bits as has been cut out they ar icrooked sticks was following him one. Th al as nc e 4 placed in a furnace, then rolled saat lo oe oe knocking pisces stench «Mesa the beedle {wooden ball along the ground. ee | ‘Hello, I says, as 1 stopped. pointer takes up a dozen or so of the| ,,,, aa) : De ‘Hello yourself. wires and rolls them between his ‘What d a . . na ou oing?’ thumb and firger, with their ends on Hol y il i ak? g > 1 a turning srirdstone, first one and “Hating aba eal t ‘ : Le FOrK, a cf then the other being ground. The lit- ‘CM tohte thard? tic steel bobbins are next fed into a a see machine which flattens and gutters : the heads, after which the eyes are punched. help you a little. Nothing mean about me.’ “And I grabbed the spade, climbed that ninth hole They are now complete needles, but! out until it was as bie as a barl and rough and easily bent. Careful heat-|the feller laid right down and rolled ing and sudden cooling gives them|over and over and laughed so much the necessary temper, and nothing}he coudn't find words to thank me.” remains but to give them their final polish. On a coarse cloth needles are spread to the number of forty or fifty thousand. cver them, oil is sprinkled on, andjwas he fence and dug a > A $1oo bill Emery dust is strewed|days ago and for a short time there scft soap daubed over the cloth,/ing of a million would cause. which. rolled tightly, is thrown into|in the pension office wanted to Bive |t; ties have a pot with others, where it rollsi$100 to his mother for her birthday «bout for twelve hours or more.|He trusted Slaughter Jackson, a_ ne- When taken from this friction bath;gro messenger, to small the needles require only a rinsing in'money change his into a crisp, new $100 bill at | got loose in the U nited | sail boat. The A clerk | ger | | | |2,500 copies of the paper were as much excitement as the miss- | -|paving of waste paper, the Treasury. Instead of putting the $100 bill in his pocket Slaughter only thought he did, and tucked it into a wrinkle in his shirt. It fluttered out and landed on the floor in a hallway in Secretary MacVeagh’s big depart- ment. When Slaughter discovered his loss he was told that the bill have gone far if it had A $too bill has mighty little chance of escaping notice. It was picked up and put back into the vaults long before Slaughter rushed back from the Pen- sion blocks could not wanted to. at large in the Treasury office, ten cover it. away, to re- on Some Odd Uses for Paper. Paper is entering into some of the important arts of Europe. The most novel use of it is in the manufacture of false teeth by the Germans, who say of the product that it is keeping its color well and is decidedly strong- er than the porcelain imitation. When the winemakers of Greece found the lumber too costly with which to make wine casks, the manufacturers substituted paper pulp and found it most satisfactory. A recent novelty is the work of an Austrian subscriber to a newspaper sheets of which he preserved as material for a boat is 20 feet long and have States Treasury at Washington a few lfor each paper board entering into it used and softened for final molding un hydraulic pressure. Several coun- experimented in making but the cost is prohibitive. a. A sharp bargain cuts deep. sq far CLOSS Biya iol st 5s to be sold for a nickel. To sell Argo—stock it. at the bottom of the bin and which he can’t well serve to his customers. But what is there to take its place? That’s the answer. CORN PRODUCTS REFINING COMPANY NEW YORK e iba grocer really to sell bulk starch. He realizes the trouble and loss in handling scooping and weighing and putting it in a paper bag, to say nothing of the little broken pieces which settle Argo—the perfect starch for all laundry uses—hot or cold starching—in the big clean package You don’t have to explain it but once to your customer—If she tries it, she’ll order it again. doesn’t want it— rere ea trenereciuetst na ane uO Een SnD TDESE TR nDNNT? DU HnNIEDSFONESSRNITNUEOP/TEESE IIODESSTIOSTSO TESS NEN VERT ORS COUNESD I SIUSRCNSSIN/ETISONTEN/ONISISO SP OUURSN ENED IE) TST SSTUD RITES TSS SIOISSS" SPITE SSTINSISS'SIT SESS DILSEIVEETISSESD SIDS so P SD SSUCISSDSS/ SSS TESS TiS CT at MICHIGAN TRADESMAN October 5, 1910 WW YAY Simplicity Keynote to Good. Window. Dressing. The average m« k oO vindow So y el he wind \ oks well ; vi T 5 such as to bring results He c judge of the ensemble but the real work and thought connected wit! is wp to the window dresser, wh must be a man of taste and good judgment In our store we have m wh vote all their time to the win These men. are in charge of *h who must plan, devise an ke rangements, frequently weeks 1e: Al] departments must be represented it times, and when one has to divide bout seventy departments to thi reen < fi eet 1 mws ye Wid sc wil pl yblem in mathe tics if 1s Wi do dressn 15 UST OmMmimnNne 11 th iT dow ne pris ire ¢ ciate kind ¢ a display will do—just 5s the whole stock is repr¢ sented. Phe 10w windows, as has beei leverly stated, are the eyes 01 the store and reflect in a measure condi fens as they exist within. [tis therefore up to the merchant to see that his windows create a good im- pression on the public. The windows should aly avs he S large as possi ble, 1 e consistent with the store front, as 12 to 18 feet windows 8 fe deep, «with floor slightly raised above the sidewalk. neat background, neu- tral in desis d color and some decorative effect to lieve its bare ness and give life an -alor, would be idea The problem of dressing a window has been greatly simplified the last few vy S The market is now overflowing v decorative fe tures of every description, chiefly rong which is the floral Ten wel vears ago windo ( ssing was an { tirely diffe t IrAPOS! The ysence of decora tives made th vindow dresser rely pon his own ingenwty anc eve ness to make everything that was sed His yvindows { eese otn was found effective was used ex tensively in every conceivable colo as a decorative feature Its se bt came almost universal. Large ie small stores alike used it for all sorts of displays, until it was worked to death, and is now seen no more. The mechanical fans, opening flowers and 1 14 sss aN other old motion also gradually dis: windows 7 reo. Ve and at ereat crowds However, the mer chant of to-day appraises the value rowd in front of his window in roportion to the Sales that are } Pp 3 i eee cap ; Arte + nade. Background plays an important and should be sim- ple, yet rich and artistic: There is, oweve tendency to overdo the thing a nany window dressers give ct 4 tl attention to back- Is and make them so elaborate lat merchandise displayed is mpletely overshadowed. The inter- St 4 the beholder is centered on the work of the window _ dresser, han on the goods to be sold the larger stores are fol- heavy ‘chitectural designs ndow albu These, while ad mM le fe the front of building har« rmonize with merchandise lisplayee he used as a window S¢ ae Phi 0 an elaborate vackground usually takes up more oom than it should, costs more than takes too much time } mS Necessary and d labo the preparation. here are, however, occasions that emand special windows, in which merchandise is but a unit of the dis- lay. Especially at the opening sea- sons, the public expects the store to be in holiday attire; they look for jextra effort in window display, and while the goods sold directly from the windows amount to little, the ef- fect of anv much-talked of display is fairs of local \ fi interest should re- ceive special attention. During the Hudson-Fulton celebration in New York, the show windows all had some dded touch in window background to suggest the affair. New fads and colors should also be featured. In the rec Chanticler craze there was a store in the large cities that did not devote at least one window for handise of : at a ular s store in a distant city had ac ranticler sipdon. eee the d of red satin, polka dot foulard and plenteous supply of coque feath= s vax figure was dressed to rep- resent rooste To further carry ut the effect a farm yard scene was vainted for vackground. It attract- eq a ereat deal of attention, and Very re who saw it was compelled » laugh at the absurdity of the thing. The men, espec vy, were amused, but it was considered the best win- dow advertisement the store had ever had. Window dressing in detail is de- pendant on the artistic ideas of the window dresser. There are no fixed es to govern the work. He must ‘ver bear in mind eed “i is present- ing to the public picture, SO tO speak, and assemble articles of mer- FOOTE & JenKS’ COL ESIAN’S ~8Rrand)_ High Class Lemon and Vanilla Write for our ‘‘Premotion Offer’’ that combats ‘Factory to Family” schemes. Insist on getting Coleman’s Extracts from your jobbing grocer, or mail order direct to FOOTE & JENKS, Jackson, Mich. Terpeneless We Manufacture Public Seating Exclusively We furnish churches of all denominations, designing and Churches building to harmonize with the general architectural scheme—from the most elaborate carved furniture for the cathedral to the modest seating of a chapel. Schools The fact that we have furnisheda large majority of the city and district schools throughout the country, speaks volumes for the merits of our school furniture. Excellence of design, construction and materials used and moderate prices, win. Lod e Halls We speciaize Lodge Halland Assembly seating. g Our long experience has given us a knowledge of re- quirements and how to meet them. Many styles in stock and built to order, including the more inexpensive portable chairs, veneer assembly chairs, and luxurious upholstered opera chairs. Write Dept. Y. American Seating Company 215 Wabash Ave. CHICAGO, ILL. GRAND RAPIDS NEW YORK BOSTON PHILADELPHIA Klingman’s Sample Furniture Co. The Largest Exclusive Retailers of Furniture in America Where quality is first consideration and where you get the best for the price usually charged for the inferiors elsewhere. Don’t hesitate to write us. You will get just as fair treatment as though you were here personally. Corner Ionia, Fountain and Division Sts. Opposite Morton House Grand Rapids, Mich. Grand Rapids Show Cases Cost no more, are just as strong as wood counters; they are attractive, wear well, possess individuality and are reasonable in price. $4 50 per foot and up. Don’t fail to get our catalogue ‘‘A’’ of display cases. GRAND RAPIDS SHOW CASE CO. Coldbrook and Ottawa Sts. Grand Rapids, Michigan Branch Factory: Lutke Mfg. Co., Portland, Ore. The Largest Manufacturers of Store Fixtures in the World ESTOS TS STR aT TTS aS aT a ST é : f MICHIGAN TRADESMAN 19 October 5, 1910 chandise that are related one to the|should keep an eye on the work of| Celluloid Crystals For Watches. and a polka dot, while they might}on. Proper fixtures to display mer-|ture of a watch crysal that is guaran-| Trade Mark. Registered. | harmonize in color, would make’ an|chandise are an absolute necessity. teed not to break. Anyone who has| Sweet Juice Hard Cider Boiled Cider and Vinegar carelessly let his watch fall and has mournfully watched the small pieces of the broken glass crystal: fly in a] hundred different directions can real-| ize what a non-breakable, transpar-| takes time and labor and tries thejent watch crystal means. The Gaz iiebe dadecuis aracles cf ioe trimmer to such an extent that his|mans are responsible for the new use| 2h best efforts are handicapped. Care|of celluloid. These crystals cost a| ry, fans, dainty laces or furbelows, : : : : 1 : 7 sed for personal adornment. Silks must be taken in displaying goods, |}ittle more than glass, but are prov-| Gr Accs Gade eee oe itneiees the plate glass floors and fixtures|ing popular because they are so much| Pe : "|must be clean, delicate, fadable mer-| more durable. Dealers do not use| fancy buttons, dainty slippers or ads ce eo ta the hack Roms i | anything that might be worn with a arse SnOwn ao ver me et them for the higher grade of watch-! Beiched Anes of (he ete de as possible without spoiling the gen-|es but great numbers of the cheaper played oe fine pictures eral effect, few ee ae possible used manufacturers are being fitted alge , ; . {in draping fabrics, attention given|them i bric-a-brac, a piece or two of unique i : : : : : i : to all details. It is the little points furniture, and so on, down the line. . : ; that make or mar a window. Part Care must always be used in the ; : . of a stand showing here, raw edges, placing of color, for a window of inartistic design combination. To be able to lay the hand on proper Assembling merchandise is the|fixtures, instead of contriving what most important point in a window.|to use, and trying to fit up something One thing will suggest another, yet everything must be in relation with the other—millinery would suggest See Grocery Price Current other, and that harmonize in design|the “other fellow’ and be quick to Celluloid has: been put to many | “MO G N” and color. For instance, a plaid silk|put to use any idea he can improve|uses, but the latest is the daietse| i \ | | | | | | altogether unsuited to the display, John C. Morgan Co. Traverse City, Mich. USE THE | Jo DISTANCE SERVICE MICHIGAN STATE TELEPHONE CO. with : : ° S, ° ‘ k s d dust mer- e en perfect arrangement is often spoiled — sea . y e Just by combinations of colors that do not chandise all detract ee iB a dow. The last little touches may suppose harmonize, It is this fact that brought the solid color displays to the front. Windows of merchandise all of one tone are most effective, ex- cept where window space is limited, i. @., a merchant with but one win- dow puttng in a green win- dow would only interest people who wanted that color. The forcible point of solid color trims is that they at- tract the eye from a greater. dis- tance than a mass of mixed colors, which must depend on arrangement change almost completely a whole display. How often should a window be changed? Well, that depends a great deal on the season of the year, the class of merchandise and the nature of the display. Most merchants think once a week is often enough, but twice a week when possible is a far better plan. There are special dis- plays put in for a day’s selling; these usually go in the day before the sale = were in the itchen and want- ed to make a des- —sert and make it inaburrytoo. A tapioca pudding would be nice but you couldn't make it of pearl tapioca because you didn't think to put it to ¢ soak the night before. If you bad MINUTE TAPIOCA you would be all right, because it doesn’t need to be soaked. In fifteen minutes from the time it is taken from the package it is ready to serve. | Besides, the pudding is not gummy or lumpy. | One package will make six full quarts. 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 4 h . ot t Then suppose 1 : : : and are taken out when the = sale well be disearded for the marvelous : — — alone, and require closer inspection : : American Lights, whose economy of you instruct your clerks to tell this to every lady closes. It is purely a matter of con- f : upon whom they wait to-day, and kt them know : operation will save their cost within a The length of time a dis- short time. | : about American Lights, so please drop 4 a mixed color window, both viewed a) a. : play remains is a matter of individual a card to from the same point at some con- faces siderable distance, would show quite a. . WALTER SHANKLAND & CO. Smplicity, then, is the keynote to : | a contrast. One would be too far : : ee 66 N. Ottawa St., Grand Rapids, Mich. ae . |good window dressing. Make your : away to get the detail of the trim|~. . Mich. State Agents for aoa i as ea a windows look refined. Display mer- ic winCOW | chandise so that each piece is dis- American Gas Machine Co. alone would stand out. The color|,. . : ‘ : i tinct and is seen to its best advan- 103 Clark Street Albert Lea, Minn. value of the mixed window would be . . . tage. Arrange a display that will lost—each color apparently blending]. : : : give a good idea of the merchandise into. some neutral tone. : at a passing glance. Collect articles One of the greatest mistakes made i : i ey that are related one to another. That to-day in window dressing is in put- : : : you have erfect color harmony. ting too much in the windows. There . : : : ; Show seasonable merchandise, al- are seasons when full windows are : on ways in advance of the season. Make permissible, such as the clearance : tyes ca 4 : suggestions and criticisms to your season; but crowded windows, never.|_. cs i window dresser. Be first to show The idea to-day seems to be how . . i } | new things. Have a competent win- little one can put in a window and to get the detail. A solid color and why MINUTE TAPIOCA is better than the other kind. The quality of the product is such that they'll thank you for the suggestion. Don’t forget that you gain too.. Th.re’s better than an ordinary profit in it. Have you used Minute Tapioca in your own home? Send us your job- ber’s name and you'll get a package totry. Do you know what tapioca comes from and bow it is made? When writing for the package ask for ‘‘The Story of Tapioca’. It’s free. MINUTE TAPIOCA CO., 223 W. Main St., Orange, Mass. dition. We want to tell you mere ANOTHER ANNUAL The FIFTEENTH of the Citizens Telephone Company. Another year of marked, large GROWTH of SYSTEM and INCOME. Another year of PAYMENT of quarterly DIVIDENDS, aggregating $273,000. Directors and officers were unanimously re-elected. Of the eleven directors, eight have served the company since its original or- : , : ' ; ganization in 1895, an indication of satisfied stockholders and successful manage- make it look complete, and a par- a" So Si make sensation-|ment. July 1, 1896, service began with 832 phones in this city (other system : We ; al displays. ow rindows. : i , Hess wahbic Gietoe: cad cue displays on’t crowd windows. |then had 1,471 phones); now there are 10,964 in our Exchange thee Galk ay d i Don’t have too elaborate window set- GROWTH continues (112 more telephones in this city Exchange Sept. 27 7 ee ee 2 eee Soo a tings. Don’t put merchandise in a|thanon Sept. 1.) More than 3,500 STOCKHOLDERS in the company, and there pression of the merchandise at a nee 1 window to which it bears no rela-|Should be MORE. passing glance. Seventy-five per cent. te, Deut cacdook the fuliounck Get further facts about it from the Secretary of the Company. of the widows to-day are too full and i es 4 : : es, concealing pins, turning under make it too great a task for the cus : : : selvages, etc. Do not display goods tomer to single out the thing or}j._ : ae ne in the window that are not to be things she may be interested in. The], a : | _. {found on the inside. It makes peo- i merchant is usually at fault in this . - oe ple skeptical. J. F. McCandless. ) tespect, as he insists on the amoum ‘an of goods displayed and generally| The Erie Railroad has just intro- : d against the ideas of the window men.|duced a convenience that will be ee DEE STOLE The window dresser should be kept in touch with the new merchandise and should follow closely the new fads, colors, color combinations, or any suggestions that the department heads or clerk might make regard- ing their particular line. Most buy- ers make trips to the large mercan- tile centers and could bring home a host of good ideas for the window Days in which no windows are being changed should be spent in the pursuit of such knowledge, which all has to man. future work. He . bear on highly appreciated by travelers. The company has placed an order for sev- eral hundred thousand paper hat bags for use on all trains. Hitherto, a Pullman passenger could put her hat and coat or other articles in a paper bag and protect them from dust and dirt but the coach passenger had no such privilege. Now, however, each coach porter on Erie trains will have a supply of bags and each passen- ger, man, woman or child, can have aS many as are needed to protect coat, hat or package. 2 Pn Sb 2 - SEALED BOXES! 2» Boxes-60in case (120'2S) 5 Boxes- 24 incase (120'2S) BEST SUGAR FOR TEA AND COFFEES nea re Unrau Cmnaernav tnt nT TunE Sn” UTUNUEEEDUOnD SUED NEETU TEDSTER OD TOP ESOS STONED tS) )OU STII SUPIDO ISTE TOunD SDN OUR RON EIDE LSSNORE En” UE PSN EnV TOIr ns SNEISOTE TE: ONT EINE TUESRSUI DESDE SDD SRSEDNCL SDIEOUEINT DSU ROD CaCT UD NES OOD ITU Tras 7 @ Eien A , *ERySTAL ” |e SUGAR MICHIGAN TRADESMAN nee October 5, 1910 An Observer Overheard Two Inter- esting Conversations. A and the East discuss- of man a clothier commercial wholesale a re ing the present conditions of trade. The retail and Chicago the constant as the N are very promptly close out for clothing wholesaler speaks | of Rochester a large firm located between whose of the visitors to this York market, large and cash mem- bers during course son as well who are ow and buyers very spot all desirable lines found ready for imme- diate shipment. heard man: can business. The wholesaler is the sample retail ple small to “There be say to is a the peo- commercial done in These started borrowed capital, and in than twelve years they not only stock merchandise considerable property of what clothing some years ago with a] less i own a large of clear but city. in their ‘To what do you ascribe their suc- cess?” “The a perrec closest attention to business, t and everybody on the constant and lookout for all that might benefit the firm.” The commercial man here that these are qualifications that pertain to and methods which are pursued by a great many retail cloth- ing merchants, . system move = uggest- ed and to which even un- hours are devoted; never- theless in his experience too large number seem to meet with but different succes The wholesaler’s similar methods in easonable 9 in- that the have no that he ascribed a great deal of their success to the fact that they have no accu- mulations of stock; that they have no that they what they and pay for what they to the term called “spot as is commercially possible. “Then would think that the merchant who buys his goods of you 13) reply is to money; Seen trouble making debts: buy sell close can buy as cash’ you September for January not stand a very attaining this The reply was that the present con- ditions in the manufacturing business made it essary to buy a_ certain portion in that manner. However, the house previously quoted by him buy such limited amounts at that time that when the season first opens their business absolutely compels them to search constantly through the kets to supply the demand. “How you account people finding goods April and in May when their early supplies were only calculated for the late February and early March trade?” “The wholesale trade at this time really not in a position to offer lines and assortments to the trade in March, April and May, nevertheless merchants who are in very good cred- it or who have the cash have no dif- delivery would chance of good same success?” clothing nec for ev body of goods marf- for these in March, in do is : | tne js sea- | ery-| lfcutty in finding all the goods they desire at these times, providing they will seek far enough. By which I mean that they are unable to fill the demands of their business in a limit- led number of those houses to which ithey might prefer to confine their 'trade, but a close search of the mar- Ikets and a thorough knowledge of the icharacter of goods manufactured by Ithe different houses would reward such buyers in most instances by the discovery of sufficient merchandise in | enter upon a business based upon the plans ismall lots to make up a good assort- iment. Anyway,” the wholesaler con- tinued, “if I wanted to go into the ‘retail business to-day that is the only Iway I would do business.” The commercial man asked the lquestion here: “If you had $5,000 lcash and you desired to invest it in ithe clothing business, would you con- jsider that amount sufficient capital to to which you here allude?” The certainly would A business requiring up-to-date high rents, luxurious fix- high-grade, and merchandise, can not do business with a capital of $5 without would answer was: "| not. j 1c yrcation, good of itures, variety medium low-grade .c00 incurring be material To explain: clothin upon obligations drawbacks A rousing, be facts—adver- which to paying SUCCESS. ge business must based advertising and reliable mer- Solid ak are extensive facts which mean good, tisements which chandise—if possible, less what the same goods ordinarily bought for. These results can be attained by a constant watch market, by taking advantage newest and best styles and possible opportunity for dis- ich the merchant who not as active is unable to meet. than are only a ) Oo eve counts the the ry £ 1 c ‘ wh is It also means that a large average profit must be made, and must be at- tained through the power of superior buying. The merchant has to go to the bank or to his good friend to borrow to the disap- pointments conditions weather. disappointment, occasion when he is forced to renew his note of it, mort- gages the business of a certain period in advance. The receipts must be used to pay the back indebtedness in- stead of paying for the merchandise bought for future use. Once a mer- chant has started to pay accounts of previous from the present it is very difficult for ,him to get onto the cash basis. Cred- lit is cheap and it is hard to pay cash when everybody is soliciting him and urging him to procure all the goods he wants and take his time. Then goods accumulate, depreciations oc- cur, interest must must bought at merchant is too busy counts who is subject of trade and One one instead paying seasons day's receipts, paid, goods value; the figuring his ac- to keep |plan extensively and jadvanced methods. “But how did you find the retail clothiers?” drummer. “Why, I found that most of them are not doing as much as they seem to think they ought to do to make money. IT find a great many seem to be living in hopes and watching and be be full and how Squate to devise profitable, trade among he asked of the waiting for something to turn up in But to refer to the point the future. made by you: firm, You tell us of this who started only a few years ago with a small borrowed capital. Then why should not $5,000 encour- age sufficient credit in banks, etc., to offer a like opportunity?” To which the wholesaler replied: “The proper character, disposition and ability to attain the necessary success, combined in one person, have proven always a_ great exception. Success without capital in many in- stances has come easier, and I be- lieve a larger number have really worked up from nothing than have made marked success on borrowed capital. When success by the latter is attained it is in most cases much more pronounced and leads to more showy and substantial results, so that | many are misled to believe it less | difficult a method than it really is. | For an established business systemat- | ically to use banks and borrowed cap- ital an entirely different matter than starting on borrowed capital or even on the calculation of a percent- age of borrowed capital. A good, es- is “Graduate” and “Viking System” Clothes for Young Men and “Viking’’ for Boys and Little Fellows. Made in Chicago by BECKER, MAYER & CO. [rea once ae: MCh. TRACE feetcir “essiy and Quickly. We can tell you how BARLOW BROS., Grand Rapids, Mich YOUR DELAYED ‘Sales Books SPECIAL OFFER FOR $4.00 | We will send you complete, with Original Bill and Du- | plicate Copy, Printed, Perforated and Numbered, 5,000 | Original Bills, 5, 000° Duplicate Copies, 150 Sheets of | Carbon Paper, 2 Patent Leather Covers. We do this to | have you give them atrial. We know if once you use | our duplicate system, you will always use it, as it pays for itselfin forgotten charges. For descriptive circular, samples and special rage? on large quantities, address The Oeder-Thomsen Co., 1942 Webster ave., Chicago. tablished business does not borrow There is no risk or its limit, so in case of a disappoint- . : | ment a reserve is provided. The speculation In | starter on borrowed capital must . meet with success immediately or the handling handicap of borrowed capital seldom will give him time to wait for suc- cess; $5,000 is plenty, too much to go Baker’s into the retail clothing business—but ‘not for mine.’ I’d sooner have a good job as managing clerk for a large C firm, which allows concentrating ocod é one’s special abilities, and is liable to pay as much and more fixed salary and than a small or medium-sized cloth- Resistered, ing store would earn.” Another Conversation. Ch | t Here is another talk between two OCO a e clothing merchants of a city of 12,- They are staple and the ooo inhabitants in Pennsylvania. The I. C. Co. ‘has been in business there standards of the world for forty-odd years, the sons suc- for purity and excellence. ceeding the father. The Bargain 52 Highest Awards in Company has been established in the Europe and America same city for the past three years. Walter Baker& Co Ltd The two merchants, after considera-| || Established 1780. jk — ble ieeling, expressed sometimes in H. A. SEINSHEIMER & CO. . CINCINNATI : MANUFACTURERS OF Poet 5 BOYS’ CLOTHES ‘ned Steet Tue @LLO THING RACKS Polished Steel Tube ¢ paennoaiete A 10 Foot Rack Holds 150 Suits Price $12.50 ‘> at. ~ > Ce ie oe ee Order one shipped on approval Write for our new catalogue of Racks and Hangers The Taylor Mfg. Co., Princeton, Ind. 5 & eer & p : i ¢ SRI Reet ~ October 5, 1910 MICHIGAN TRADESMAN 21 their advertisements and by extreme- ly cold greetings in chance meetings, are brought together through a mer- chants’ association of their town and naturally discuss business. The proprietor of the I. C. Co. has in the past taken advantage of every occasion to criticise the methods of the Bargain people in their advertis- ing and expresses himself as very much against their policy of doing business. He says: “We ‘have been in business here for a great many years. We have the confidence of the people and we leave nothing undone to retain such confidence. From the early days when my father started in business in this town up to the present we ‘have jealously watched that no inferior merchandise should be sold by us to our customers. We have in every in- stance preferred to pay the wholesal- er or manufacturer a bonus for su- perior finish for material in preference to buying merchandise which might at first appear as well but which is cheapened in labor or through finish of any kind. In the early days my father economized and did much of the clerical work of the store so as to be able to sell at very slight ad- vance over cost, and he made a great deal of economy—and thrift. We have accordingly expand- ed and with the requirements of the day have improved our building, our fixtures and increased our sales force, until to-day we believe we have as perfect a trading place as can be found in a town of this size in Amer-~ ica. At the end of each season in all the previous years we have been in the habit of cutting the prices of all goods that are left over, to sell to all who like the leavings of each season. In that way we ‘have kept our stock made money. Now, since you people have come there has been a material change. crying ‘bargains’ from one end of the year to another and throughout the season. You are advertising under promised valuations which are in many cases stated by you above their value. You are doing business in a big, cheap room, in a patt of the town where rents are not as high as ours. “When the season is over we look over our high-class merchandise and honestly cut it down below its real cost for the benefit of that class of population who want what is good within their means. Recently we find our sales, particularly at that time, have materially shrunk, because these people can buy at your place for less money merchandise that has as good an appearance as ours. I need not tell you, for you know, that your merchandise is not as good nor as finished nor made as well.” The proprietor of the Bargain Company owned that some of these statements were correct, but he de- nied the claim of the I. C. Co. that his way of doing business was wrong and contrary to. proper’ business methods. He said: “You own that in the three years I have been in busi- ness in the city I have done well. You insinuate that my success should be ascribed entirely to unscrupulous methods. The fact of the matter is, money by clear and here, You are goods you are satisfied that I am making money, that everybody in town knows I am making money and that I real- ly have acquired a considerable capi- tal in this short time. Is not the fact of my success really due to my meth- ods, my merchandise and my prices being just what the people want? I positively stand back of all goods that I sell, and I do not represent goods to be other than what they really are. At the same time, if I have a value. I believe in talking that value to its full extent, every bit as great as it appears to me and as I believe it to be. Now, I sell great values because I buy great values. In my advertisements I enthuse about the goods that I offer my trade, and the consequence is, as you see, they come and buy them. I have no ambition for the ‘class’ who call for ‘exclusive’ trading quarters, who do not want to mass with the common herd of hu- manity, who want their clothes ready- made, but want them made over by so much tailoring that when you de- liver them a suit you have made 33% per cent. profit on them minus 50 per cent. cost for alterations. Further, that trade insist upon charging their goods, taking time, and using up 6 per cent. of your money. My trade pays cash, and, if we make necessary alterations, inexpensive ‘busheling’ by the week does the trick.” Mr. I. C. here took the position that the main objection to the Bar- gain clothing people’s merchandising was that it was done under false rep- resentations. Claims were made that $20 suits were sold for $15; other- wise he could see no objection to men “hustling” and telling intelli- gently about their goods. But this ad- vertisements always were for full values and positively no of the public. Mr. Bargain Clothing replied that he felt fully convinced that under no circumstances should misrepresenta- tions take place, that they never do in his place and he explains the dif- ference in doing business classes of people. misleading with two “Now,” the says, “if you sell a man a $25 or $35 suit, you not only furn- ish him good quality and material, besides artistic making, but you also give him style and assurance of the manufacturer's ability. When TI sella man a $15 or $18 suit I believe I can truthfully say it is as good as your $25 suit to that man, because these people in my store do not look nor expect to pay for extreme style. The cost placed in your garments for style and for elegance in tailoring is really lost on a very great mass of men who no use therefor—do not know its value and have a right to re- fuse topay for if. | claim that a first-class piece of pure worsted ma- terial, made strong and cut in the de- sign of the time, is worth absolutely as much to certain men as the same piece of cloth made artistically and in the latest fashion, and that the latter garment is of no more value to them, in spite of the fact that you originally pay more money for it. I further can not see, Mr. I. C., what is to prevent you from keeping the have same class of goods that I carry, sell them for what they are and advertise | them as they are.” “My trade would lose confidence in my house if I were to advertise at the low prices that you do. That class of people never trade in my store.” The Bargain clothing man replied: “Your wide experience and business knowledge of course lead you’ to know exactly what is best for your own interests, but as the result of the discussion of this topic by two business men in the same town let me state frankly that when I arrive at the stage in my business when I want to expand I shall not hesitate one moment to add to my present stock goods of the same high class that you are now carrying, and I am confident that, in addition to the trade I am now commanding, the best class of men will gradually but surely aug- ment my trade without making it nec- essary for me in any way to change my policy or manner of advertising.” -—Apparel Gazette. —>~2.>___ The Hat Did It. He was a young man of about 23, riding on the rear platform of a trol- ley car, and he had such a happy smile on his face and seemed to be so glad that he was alive that the con- ductor finally asked him if his aunt had lied and left him a legacy. that, old boy!” was “The nicest little girl in| this town promised last night to be| my wife.” “Ob, that’s the reason?’ “Better than the answer. es. that’s the reason: and let me tell you that I came mighty near losing her.” “Another feller trying to work you out?” “No: bat it was in May that I first met her. I was wearing a derby hat then. She seemed to like me in my derby. In June we all had to change to straw, you know?” “Ves “And every man looked alike. Not one man in a hundred looks well in a foo! of a straw hat. Got to wear ‘em, however, to be in the swim. Had to wear mine. Girl seemed to grow eold on . me. Acted indifferent. Wouldn’t let me tell my love. I knew what was the matter, but I couldn’t throw that fool hat aside. See?” “Yes: but you are wearme a new derby now.” “Just got it yeste Stuck to rday y last. little girl the straw to the ver Went up to see the with this hat on last night, and, say—say—” “Yes. “The minute she saw me in a derby she was mine. Fell right on my shoulder, and the Thanksgivine. day is set for another ‘emi—take half a The derby did it, and Here—take fare—take two of dozen cigars. T can’t keep my heels down. Bless derbys!” ——_»-+ There is nothing dreadful about old age—except that it has no to- morrow. a oe The dollar mark is not mark of refinement. always a Prompt S We have 1,500 show cases terest you. shipment, and can furnish any of our regular stock patterns in lengths of from 4 to 10 feet, immediately on receipt of order. Write for our catalog and prices. This Trade Mark Wilmarth, Is your guarantee Of Excellence of Design, High Quality And Moderate Price hipments in stock ready for immediate Our figures will in- 936 Jefferson Ave Wilmarth Show Case Co. Downtown Showroom in Grand Rapids, 58 South Ionia St. 40 Broadway, Detroit, Mich. (irand Rapids, Mich. 22 MICHIGAN TRADESMAN iaemane "27 =) DRyGoops, = y : .FANCYGOODS*» = Nero (E0160 SU Ls WY. ar area. = iC) ab AI sf f 44 =| ae h} f\ Sh \ a a ‘ Ve 6 a Sie By), OG A a es ae ) QZ bh enue in Paris wears a scarf|satin ribbons in the same color. One of some sort or another. It may eith- |lovely model of the kind was in a He be in te form of decoration or|deep royal blue shade, the design be- it mav have a real use, and be worn|ing a half wreath of flowers anu for warmth only, but whichever way |leaves, in brilliant burnt orange and it is the scarf is a necessity. black velvet. The ends were caught Before the time for putting BF lice and drawn through a ring Scarfs in Their Newest Form. Hooking they are bound with plain one’s furs there are some most at-|of heavy black passementerie, and tractive scarfs being shown now | they were finished with loops and which will be in use up to cold weath- jends of plain ribbon. er. They are made of ribbon, of sat-| Another similar in design was in in, of velvet or of plush, and they {several shades of that most fashion- are trimmed in various ways or plain lable color, ‘aubergine, which is not as one desires. Some of the smartest |purple nor red, but something just be- are fashioned of black velvet about itween the two. This also was bound twenty inches wide and two yards/with plain ribbon and finished with and a half long. Some are caught |huge rings and loops. near their lower edge in a shallow; These ribbon scarfs are wide, but box plait, which is held in place with|they are not as long as are those a handsome ornament of gold and|made of velvet or plush. They are bright colored passementerie. Down intended to be worn around the one side is a bordering of cloth of |throat once only and not crossed and gold showing designs in Persian col-|thrown over the shoulder as are the orings. The scarf is lined with white heavier ones. To match a costume satin having little frills across its|or accompany a hat of the same col- lower edge. or they are perfect. Another model is made of black >> »—___. Modern Methods Are Different. chiffon velvet, having sprinkled over 1 f Merchandising is an evolution. Not 4 its surface large dots of plain velvet. This has a narrow plaiting down one!only do the constant changes prove side of black satin ribbon and the|the survival of the fittest in business ends are drawn together and finished |but they also prove that unseen and with long silk tassels. One also of|unrecognized forces are constantly plain ee ee perfectly straight |compelling difference in methods that and has across the ends stunning;bring results desired. The man who motifs of gold lace in the form of|began retailing twenty years ago is icone deep points. These are set up|m0w either doing business radically onto the scarf and are then embroid-| different than he was compelled to do reds, blues andjit at that time or he is being dis- 'tanced by some other fellow who is Seal plush is much employed for | up and doing after the manners com- the making of these scarfs and these | pelled by the present. That state- are quite as effective as those of vel-|ment bars, of course, the community that has not changed in size, shape show a trimming of gold embroidery |and hardly individuals in that period or gold lace and occasionally they |—and such communities are small. are bound all about with satin bro-| ered over in shades of bronze. vet and are warmer. Most of them Where the advance of activity has caded in cashmere shades. One mod-jchanged and is changing the needs, el of this sort was cut with deepithe desires and the ultimate demands points, three across either end, and!of the public, the retailing of the all around its edge appeared a band/present is no more like the retailing of cashmere satin cut on the bias and|of twenty years ago than is the re- three or four inches wide. It was itailing of to-day of the same sort exceedingly smart. For those who as will be the retailing of twenty prefer plain effects there are wide|years hence. The man who ‘has an seal plush scarfs, which are not trim-|idea that what he is doing now is med, except on their inner side, and|the best that may be done is not the these show tiny plaitings of satin ;man who will be getting the business ribbon, applications of gold or silver |of his locality five years hence with- lace or Persian and cashmere em-/out a change in his opinions, broidery. This is not visible except) The pride of long establishment or when the scarf is thrown back over|the pride of having done business in the shoulder when a glimpse of the'the same place for a long term of rimming may be obtained. ‘years is nothing unless the proud one For more dressy occasions scarfs|is willing to understand that such made of colored ribbons are being things have nothing whatever to do shown in most beautiful tints. Most! with the ideas and the inclinations of of them are of wide ribbon brocaded the public towards buying goods. over in raised velvet designs, and to|There might have been a time when make them still wider and richer | personality and possibly a credit sys- tem could hold customers indefinitely; “! offered them the refusal of miy and induce them to continue to buy|seryices, and they accetped ’em—re- in one store with scarcely reference | ¢4.64 ’em right off the handle.” to what another store might be do- Sa ee ing, butitisimpossible at present,and| Character is what we wrest from the store that contends or holds out temptation. for such a possibility is losing ground.—Drygoodsman. —_>+.___- Weare manufacturers of A Successful Quest. “Weil, Bill, how did you come cut Tri d and Vth the trust company?” rimme an “ine.” Untrimmed H “vhey accepted yoir did n mm ats uffer, tie)?” For Ladies, Misses and Children *y ep.” “hat kind of a job did ‘hey give aoe) : oe Corl, Knott & Co., Ltd. . 20, 22, 24, 26 N. Division St. Grand Rapids, Mich. “L:dn’t give me any.” “Then how did they accept your prepesition ?” The HUB-ER-ETTE Wood Display Fixture UNLIMITED SHAPES Changed in a Jiffy ALL STEEL CONNECTIONS No Screws—No Bolts SAVES moni MONEY Displays Clothing, Shoes Furnishings and Draperies . A SILENT SALESMAN Send for Circular P. STEKETEE & SONS Wholesale Dry Goods Grand Rapids, Mich. Grand Rapids Dry Goods Co. Exclusively Wholesale Grand Rapids, Michigan Our Linen Department has been restocked with a new line of Irish Linens Our own importation Unbleached Table Damask Bleached Table Damask Bleached Pattern Table Cloths Mercerized Table Damask Pure Linen Table Napkins Hemstitched Scarfs and Squares German and Irish Fancy Huck-toweling Fringed and Hemstitched Towels A full range of Bleached and Brown Linen Toweling 1910 October 5, CO-OPERATIVE DELIVERY. How It Is Accomplished in an Ohio City. I give myself credit for being the father of co-operative delivery in my own town, that of Fremont, Ohio. The thought first struck me during the years of 1902 and 1903 tnat gro- ceries and provisions and other goods like drugs, etc., could be delivered at a much less expense, and, in fact, in a more systematic way. Our plan is somewhat similar to that of the United States mail. At that time I was in partnership with a man by the name of Bingham—a Pennsylvanian by birth and a credit to the State was he. I explained my ideas to him. Finally he became interested with me in regard to my ideas of a co- I talked the matter over with several traveling men who operative plan. had heard of delivering goods on the same basis that we spoke of. Being the Secretary of the local Associa- tion at that time I called a special meeting of the grocers in our city and explained my ideas to them. We first met with some opposition, which is natural in starting any new proj- ect whatever. At this meeting we failed to get a follower, so I called another meeting of the butchers and groiers, our worthy President having by this time joined our ranks, he explained what he had already learned of the co-operative delivery. and by his good words induced one of the motion that a committee of three or four be appointed to investigate the co-opera- tive delivery plan and its workings, which was done. The Committee made Fepott £0 was almost and members to make a their our Association, too so we appointed a second com which good to be- heve, mittee, although none of its members had the frst committee. their. re favor been on turn, made with after that comunittees They, in port, which the inet rreat among members; site commit fees and of different kinds were appointed, such as organ- ization committees, etc. Having taken the initial steps, we found the co- operative or genera] delivery plan is one of the best in the State of Ohio We the eround building, which Our stables with 4 our building, tract of erected a station. basement, space nearly of the second floor. This building sets lengthways on this with leasing a feet and we term. 4 the floor ahead Committee 60x90 went are in working the entire length piece of ground, with a working table three feet from the floor and about six feet wide, running the entire ieneth of the biwlding, which is 90 This building or station is used sorting ete. > You will understand me. The city is laid routes. We figure about one to a thousand inhabitants. This is a safe estimate, I should say. The route numbers are placed in the station the wall the table, the numbers beginning Route I, 2, 3, feet. for orders, now out in wagon on above 4. ete Hach wason as: it. comes with its load of grocers’ and other articles drives into their respective place in the station and each driver assists the other in sorting his load; the orders are placed back of the wagon in such a position that the Serene ype: nee MICHIGAN TRADESMAN driver can so arrange his orders that the last one will be placed in the wagon first, and so avoid trouble with the day’s business we have a superinten- in delivering. Beginning dent and a stable boss, who should be a good man and understand hors- es well in order to keep the ex ense of doctors’ bills down to a minimum. The drivers gather at the station at 6 a. m. then each man cleans his own horse and hitches up and leaves the station for his respective stores. (Some gather goods from three or four stores and stop for special calls.) We deliver washing and anything that people may want delivered that is not too heavy for one or to handle. As these brought into the station, they are sorted as I explained before. It takes two men goods arc on an average of about ten to twenty to sort the on a from. the superintendent the start for their respective routes. minutes loads and signal boys You will note we see nothing of the wagons for fifteen or twenty minutes and sometimes an hour; then they will start coming in one by one, bringing with them the goods from their own routes. The same routine is carried throughout the day, each dav five deliveries being made. We make three deliveries in the morning and two in the afternoon. We radius miles, on four the within a of miles deliver two each from stations. way A contract butcher pays 2% cents Ss A { 4+ and a stockholder pays 214 cents for each delivery. Delivery is anything under 200 pounds. It may be one, three, five or seven packages. A dry goods merchaint pays six cents for delivering. He simply ties his coupon to the package with the owner’s Bill Jones, etc., Route No. 3 1712 Lincoln street, and the boy picks it up and takes it to the station and then out this order gocs. When they come to this order at the station He out ner ef the coupon, retaining it. names, 3s they find where tears the. cor- The the central station. If next week Mrs. Jones pays her bill ceupon is filed at and states she did not get anything on the toth, they look up the coupon and that or not. tells you whether she got it We use a C. O. D. envelope, the finest collecting system in the country. [f | want this €. ©. D. tf put". O. D” in the space im this margin (indicating). If it 1s not which is sent out C. ©. D. the delivery boy knows if Mrs. Jones does not pay that it is all rioht. Ele knows if she does not say anything about the simply sets the order down But iit ws €..0. knows he must bring the money When this goods goes the superinten- He takes down the money he and walk D. he or the goods. through the dent has a book. KS away. station name and the amount when it goes out. When the money comes in he also makes a record. . When the en- velope goes back to the store if it is Hot paid it 1s marked “N. P’—-Not paid. A. L. Munch, Many who fear to walk under a i climb over a law. —_»->—____ It is easy to show mercy to our masters. His Blunder. There three were men in the car talking over the political situation, and it was noticed that a ittle old man was leaning forward in an anx- ious manner to catch every word that | was said. He finally butted in with: “Gentlemen, as near as J can make out’ by your conversation, you think Mr. Roosevelt will be a presidential candidate in 1912?” “We do,” “Pretty sure of cour 99 Y ¢s. answered one ee “Looks that way to you?” “Tt surely does, although c not tell what may happen.” ne “T. guess youre right, and | have made a blunder.” “Somethin oe ) 1o0 2. ale g wrong, eh?”. was asked. “There is. A week ago | met a man who talked just as you do, and I got mad and bet him a barrel of cider that he was dead wrong. | guess 1 made a blunder “Perhaps you can f t up. “Mebbe so. Ill try, anyway. I’llo fer him a gallon of vinegar now, in- stead of a barrel of cider in 1912, and perhaps he'll take it. It'll be a great lesson to me, though, not to do any more plunging.” ee The Feminine Point of View. The Willoughbys had said good-by to Mrs. Kent. Then Mr. Willoughby spoke thoughtfully: “Tt was pleasant of her to yuld See whi Poare say that about wishing she c: more of interested 1 instead of the ! people like us, : : real things, foo idear, is ithe back. 23 jof her time and gives her so little satisfaction, wasnt it?” His wife stole a sidewise glance at his gratified face, and a satirical smile crossed her own countenance. “Very pleasant, George,” she said clearly. “But what I knew. she meant and what she knew that I knew she meant, was that my walking skirt is an inch too long and my sleeves 1 fle, and your coat, poor ginning to look shiny in 1 are OM Sty dI€ ”? began Wil- “W hy—what—how?” lloughby helplessly; then he shook his \head and gave it up. can a A A Some sermons come. near being demonstations of eternal punishment. —>2>>—__ The self-satisiied ought to be blind. AGS For Beans, Potatoes Grain, Flour, Feed and Other Purposes New and Second Hand ROY BAKER Wm. Alden Smith Building Grand Rapids, Mich. 139-141 Monroe St. Ded GRAND RAPIDS. MICH. F. O. B. Factory FLOWER POTS RED BURNED Strictly High Grade Carefully Packed in Any Quantity No Package Charge The Roseville, - - Ransbottom Bros. Pottery Co. Ohio ce eres sem nc A Re A AO Tt MICHIGAN TRADESMAN October 5, 1910 SHOULD STAY DRY. Some of the Evils Which Accompany the Saloon. Boyne City, Oct. 3—William H. White, the millionaire lumber man- ufacturer and railway operator, has issued the following appeal to the voters of Charlevoix county: I understand there is some. talk of circulating a petition among the vot- ers of Charlevoix county to deter- mine whether it will be voted at next spring’s election to continue under local option or allow saloons to re- turn to our towns and county. It seems to me the voters of our coun- ty are far too intelligent to sign such a paper. If they will investigate the conditions in the homes of the differ- ent families in their community now as compared with conditions when saloons existed, I feel sure that, if they are honest with themselves and want to do what they know is right, they will not sign this petition. I have confidence enough in the voters of this county to feel they will not make this foolish move. If you have any doubts about the | matter please make a thorough in-| vestigation of the homes and see the children now in school and the way they are clothed and cared for as compared with the manner in which they fared under a wet administra- tion. This, I know, will be sufficient to convince you that you should leave matters as they are. Mothers, wives, sisters and children are the ones to suffer when liquor traffic is in vogue because the earnings of the fa- ther, husband and brother go to the, saloons to buy intoxicants instead of into the homes to provide. shelter, food and clothing for their families. i think i 15 a worthy of punishment to impose such trouble and innocent people who are helpless to defend crime and = one suffering on themselves against it. Then, too, there is many a good man who would not drink if the temptation were not in front of him. There is hardly a day but what I meet some man who has been troub- led with this awful appetite and who hopes local option may continue so he will not be tempted by having drink before him. They want to take care of their homes and families bin when they get the odor or taste of strong drink it seems impossible for them to stay away from it. Every man who has self denial enough to keep away from drink during the h- quor regime should give up his per- sonal liberty for those who are un- able to. protect against this habit. It is an awful appetite and some men can not get away from it. There is no use of criticising a man with this appetite for drink. You should pity him because it is some- thing he can not control. Keep sa- loons and the liquor traffic out of your midst. Keep it away from them and let us have happy homes, good neighbors, good workmen and honest citizens. A man who drinks to ex- cess will lie, steal, do everything that is wrong, because he is not responsi- ble and is grasping at the last straw. He is ashamed of himself. He may sober up and promise he will never theselves touch it again but as soon as the lof Charlevoix county to think well temptation is before him it is a great|before signing a petition of this Sist 16. petite and who will not do something |very sure that no responsible man it, will certainly have something to|the people of answer for. them to sign it. The good merchants of our town!and order, comfortable homes and let and county do not want the liquor!us keep the children of the commu- traffic back; the good mechanics dojnity well fed, clothed and educate not want it; the good, honest labor- | them. If this is what you desire to ing man does not want it, nor do the |see done, refuse to sign any petition professional men, They all claim it!of this kind. If you want our coun- is a curse to the community, and I/ty to go to destruction—which I am am very sure the manufacturers of |sure you do not—sign this petition the county are heart and soul against|which I understand is to be circulat- it. They have an opportunity everyjed. It is certain to destroy the day to see the trouble and misery it | county, financially, physically and causes in the families of men who! morally. William H. White. spend their earnings over the bar. | —_2+ 2s The mothers, wives and sisters come He Had Skipped Something. to the offices and want to know if; He was a well-dressed man and ev- John, Dick or Harry has drawn his idently a business man, but as he William H. White money, after pay day is over. We stood on the rear platform of the have to tell them he has because trolley car, with the dead stub of a every man is paid. Then they say he cigar in his teeth and a look of de- brought nothing home to them. These |Jection on his face, it was evident bee Gon iees cc cohen 2 ig | that he missed something out of his possible to prevent them, and when | life. He finally roused up a bit and the cause of all the trouble, the sa- | asked of the conductor: loon, is of no benefit to anybody. If a man comes to offer his servic- | how?” es to you he will tell you at once! without asking that he is sober and | temperate. “Monday,” was the reply. “What is the date of the month?” If you want a man or a) “The third.” woman for any position of trust you | do not want a drinking man; you will | have nothing to do with them. There isn’t one point to be brought out in favor of saloons. They make a com- munity more lawless, and put the! county to a great deal more expense |minutes. Then the man breathed a to enforce its laws. They pull down long sigh and said: men and women physically as well) “J as morally. “And the month?” “October.” “And the century?” “Twentieth.” : get off at the ext corner. No good can come from|Something’s wrong. I thought it was the use of liquor in any way, there-|Saturday, the sth of December, year tore I earnestly appeal to the voters 2500 and the thirtieth century.” The Basis of Our Prosperity. The crops are so near maturity that chance that he will be unable to re-{kind, which may be circulated by ex-|we are almost able to say they are A man who has not this ap-|saloon keepers or bartenders. I feel|as much as garnered and ready to turn into cash. A conservative esti- to protect his brother who does have | would circulate such a paper among|mate puts a value on them of over our county and ask|$8,500,000,000, about the same as last Let us have law|year. Therefore, James J. Hill is not so bad a prophet He put his esti- mate at $9,000,000,000. Literally speak- ing, the country can comfortably spare the half billion we fall short of, for there will still remain enough to assure us a normal year of prosper- ity. For this we can feel thankful, considering the frequent vagaries of the weather which at times brought us close to a lean year. A good har- vest was well nigh indispensable as it is in the end the new wealth it creates which is the very foundation of our prosperity. Political agitation such eventuali- ties as disputes over rates and wages, possible adverse court decisions over the present mehods of organizing and operating large corporations and even our lumbering fiscal policy and our make-shift national banking law are all merely superficial troubles capable of adjustment by man. But a crop failure is prostrating to business until another season comes along to apply its corrective. Scratch a finger and while it hurts the pain soon passes away. However, if a vital organ is attacked a serious condition sets in at once. Thus it is with business. All the present agitaion can but scratch and pain the body of prosperity tem- porarily, but allow drouths, pests or frost to ruinously attack our crops and a blow is struck at the most vital parts of prosperity. So’ that, after all, we have nothing to fear for the next twelve months, as long as we are certain to turn Mother [Earth’s output in to over $8,500,000,000 cash.—Financial World. ——_>»—___ To Investigate. All of a sudden one of the three men on the rear platform of the car began searching his pockets in the wildest manner, and when he had been through them three times over he was asked: “Lost anything?” “A roll of bills,’ was the reply. Sure” “T_T had a roll in my pocket when I went to bed last night and now it is gone. Gentlemen—” “Don’t hint that any of us ‘have picked your pocket.” “But, gentlemen—” “Yes, this is the era of graft. There is grafting from one end of the land to the other. There is grafting in “What day of the week is it, any-|high places and low places. Senators -—members of the Legislature—judg- es on the bench—” “But my roll is gone!” shouted the victim. : “Oh, don’t take on that way. Just appoint a committee to investigate your wife, and it will be found that she got up last night while you were asleep and helped herself to the > . pe 99 Not another word was said for five |cash! 22a When a man climbs up to rob his neighbors he often uses a ladder la- beled patriotism. —_—__o~¢>___ Some men are born great, only to have littleness thrust upon them. Q « October 5, 1910 Q Ny} 6 yarn th Sa . 1 /) (one —— aa | & rg ce) Me | | EO ode ofS ANT ED YN /) VY | | I if fl \l iY | fT A A, The Best Clerks Are Found Where National Cash Registers Are Used A National makes a good clerk, because it makes him responsible for everything he does. He must be careful, honest, accurate, courteous and ambitious. If he does not possess these qualities the merchant doesn’t want him. The National Cash Register tells the merchant which is his best clerk; which clerk sells the most goods; waits on the most customers; makes the fewest mistakes. It provides an incentive for the good clerk and ‘‘weeds” out the poor clerk. Good clerks are salesmen. They draw and hold trade to the store. Put a National Cash Register in your store. A better sales force, no mistakes and losses, more customers, and a bigger business will result. Over 800,000 Nationals in use. Prices as low as $15.00. Send for catalogue showing pictures and prices and explaining the greater values. It will not obligate you in any way. The National Cash Register Co. Salesrooms: 16 N. Division St., Grand Rapids; 79 Woodward Ave., Detroit Executive Offices: Dayton, Ohio No. 225 Detail Adder Price $30 00 Detail adder with all latest improvements. 20 keys registering from 5c to $1.95, or from ic to $1.99 No. 420 Total Adder Price $75.00 Total adder with all latest improvements. Keys registering from Ic to $9.99. 27 amount 4 special keys No. 1054 Total Adder Detail Strip Printer Drawer Operated Price $80.00 Total adder, drawer operated, with all latest improvements; prints each sale on a strip of paper. 32 amouat keys registering from Ic to $59.99, or 5c to $59.95. 5 special keys No, 416 Total Adder Detail Strip Printer Price $100.00 Total Adder with all latest improvements. keys registering from Ic to $7.99. No-sale key. Prints record of all sales on detail strip 25 amount RAISER RTOS SENSO ET ANTI Sa a 26 MICHIGAN TRADESMAN October 5, 1910 ~ — of who it shall be. The plan does Duplicating Sales Books Cg IS ““FEal| {not always work as expected. The Puc Retell Stores See TL Ss poorest worm of a man sometimes capfiated, aumbered, perforated and 1/ bade ( \ i refuses to be ruled by a lifeless hand. ieudhae aicern 2a) carbosa FREE. ( ! a at eet he! 9 iS nie eas S f | Women are more given to making spesiabbicd san apes veubaenning ( : : B) i : S CONNARD-HOCKING CO. WOMANS:WORID last requests than men are and espe- 156 E. Lake St. Chicago ; a | : t cially to such as are whimsical, un- ¢ | reasonable and prompted by fantastic — and morbid sentiments. It is a grew- s some subiect to talk about, but it @ may save others much inconvenience vidence and even great suffering, if we will firmly resolve to “cut out” this old- SS —————— oem Sere Of BOTeCnSe. Is what the man from Mis- ng Taking a Mean Advantage of Those |well-intentioned but really inconsid-| wpen we pass to the Unknown ait =e he said Left Behind. [Prate ceanent Country those whom we leave be- H : a h Written for the Tradesman | A young physcian married a beau-|hind can place no bans or restrictons gi oo cal A- curious, perhaps even an inter-|tiful but thoughtless and willful child}upon us. In common fairness are not a mt . sfeorag a esting book, could be made by hunt-|of a wife. Against his earnest en-|they entitled to a like liberty? Espe- ae ones ae ing up and compiling unusual and un-|treaties, she persisted in exposing|cially is it taking a mean advantage up to his trade to call for a heard-of last requests lherself and caught a severe coldjto use the solemn hour of death for : ' He i ee oe certain brand before he will I knew a woman who lived on 7 hasnai developed into pneumonia, from fissuing some senseless demand that Een partly cleared farm in a new, wa Ve she died. It all Came Very sud- would be promptly and justly refused sountcy. The only way to reach the |denly, and yet there was time to getlif made during life and health. We “Purity Patent” spot by team was over a half mile |i? a last request, and she seized the/never can tell under what circum- stretch of the roughest, bumpiest cor | OPPOTEeny She asked him to prom-|stances or unforeseen difficulty even Flour duroy road the most heartless of = that he never would patty 18 trifling request may have to be pathmasters ever saw fit to con- |484!0. For the poe gratilhica- carried out; and a sensitive con- Is sold under this guarantee: struct. This woman knew she was tion of selfish vanity and foolish sen-|science always is greatly pained to be If in any one case ‘‘Purity about to die and issued the remarka- timentality she thus would have con-|obliged to disregard a slightest de- Patent’’ does not give satis- ble petition that her body never ees . oo ee of only 27, a sire that has been expressed at such faction in all cases you can should be carried over that piece of urally of domestic tastes — One to}a time. return it and we will refund highway in a wagon. When you saw whom a family and fireside of his Any person who has taken a lead- your money and buy your the cond this reqiicst migtit not aa (CWE WET almost a_necessity—to @lit4 part in the affairs of life is very customer a supply of favorite pear so unreasonable; but when you lite se loneliness. For nen care he apt to feel that no one else is capable flour. However, a single sack considered that every day sentient | held faithfully to his promise and of GcHaHie phe cule seenousibiliics, proves our claim about human beings were transported over | knew oY home but his dreary board- and that general rack and ruin will “Purity Patent’’ it in wagons, it might seem that the |!" house. Then he met and loved an- | speedily Ea Hie ae fice dieotice. . co oo journey would not be intolerable to teinle lady y — intelligence |; natural for such a one to give much Made by an insensate corpse. and aoe worth, and I am glad to aivice and lay down many injunc- Grand Rapids Grain & Milling Co. say th: ature < : on sense ],- A 194 Canal St, Grz apids, Mich. The woman died and her funeral siihnoni tiie aoe tions and commands; but it is un- oo Ses ho > fell on a very hot day. A hearse or aie adh es bone ae at Manse wise, No matter if we have “run any other kind of a spring vehicle | ‘leverything and everybody for fifteen was unknown in those parts at that time: so there was no other way to carry out her wishes but to have the casket—-and she was a large heavy woman —borne by hand over that half mile of road under the merci- iess rays of the burning sun There was in the community man of great vood sense and practi cal wisdom, and it happened that he, in the informal fashion common 1n newly settled sections, had charge of the funeral. Although the daughters tearfully implored him to have all} done just as their mother had de- sired, he firmly vetoed the carrying out of that foolish last request and the dreadful task of bearing that bur- | den for that distance under the fiery | August sun not the friends and neighbors who had was imposed upon as- sembled to pay their last respects to the woman who had gone. An old lady, of noble traits and sterling character, had noted with stern disapproval the extravagant ex- | penditure and lavish display often made at funerals, and decided that in her own case an example of frugality Accordngly, although children and she had means of her should be set. she had several who well-to-do, own besides, for her burial expenses, so low th: the carrying out of her wishes, which was done faithfully to the penny, was | humiliation a deep to all the near relatives. It did no good. No one else ever spent were | she named a price limit | ‘he wisely decided that a promise ex- acted should be ITe this woman, proved to be ten times under such circumstances not : } married regarded as binding who more his proper companion and helpmate than conld ever have been-the little Celeste other whom le had buried so long before with many tears. Examples might be = multiplied. Sometimes a bequest of money is so overlaid with conditions difficult or impossible of fulfillment that it is prac- tically valueless to the legatee and, if ecepted, is a burden and not a ben- efit. Sometimes a domestic who and for a lifetime, seeing the end approaching, maps out a for tyrant ] friends has ruled family post mortem programme the long-suffering to fol- to “cinch” this device for prolonging a slaves low; and proceeds iabominable | despotism that ought never to ‘have existed by making a solemn last re- ; quest wife who thas been a driver at work and a mana- iger beyond compare, when she is labout “to shuffle off this mortal coil,” iselects a to herself, the ilwoman who, among all her acquaint- ances, she thinks would come the |nearest to being able to fill her shoes, that, of it. Sometimes a successor jand requests after she_ herself tihas been laid beneath the sod a suit- of time, to wastefulness of hired girls, etc., able length the this owing j ° ° jchosen successor shall be installed in [her place. She has figured it all lthat doubtless there will be a out Suc- dollar less at such a time onj|cessor and, true to her domineering account of the pain inflicted by that |nature, she wants to have the “say” miles around us, it is best to face the fact that our beneficent sway must come to an end aad not. try. to project our wills blindly into the fu- ture, when brain and judgment will no longer be on the spot to Let us those our places as unhampered ble; they may do better think. direct. take as possi- leave who must than we Is there, then, no really good last request? Captain Jack Crawford, the celebrated poet scout, in his unique entertainments, often tells how, when he was a reckless boy of 10, his dying mother asked him to promise her that never would drink intox- cants, seeking thus to turn his feet from the pitfall that had proved the uin his father No audience but is moved to tears by the simple, pa- thetic story. To the fact that he has faithfully kept that promise. he at- tributes his whole career of fame and usefulness. All of us have known where a life has been saved from degradation by such a final outreaching of purest and most he of similar cases, disinterested love. Such instances as these are sacred above all criti- cism, and are as far removed from the selfishness and vanity and love of domination manifested at this time as is finest gold from com- mon brass. Quillo. ——__2e7.2—__ often Nothing disgusts a woman so much as to have her ‘husband keep right on clerking in a downtown store after she has told this fortune in a and found that he is come rich. teacup going to be- 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 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 q 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. = gerena aston ‘figure of October 5, 1910 MICHIGAN TRADESMAN Where Their Ways Parted. When Mildred Preston announced her intention of going to Berlin for the purpose of completing her musi- cal studies nobody was surprised, for Mildred was an unusual girl. She was somewhere between 28 and 15 and she wore picture hats. Some- times she wore a blue coat and she always looked like George Eliot ex- cept when she played the piano. Then she looked more like herselt. Everybody said she was a born mu- sician, for her soul was wrapped up in music. It enveloped her and every one who came near ‘her. Even the renters in the flat above com- plained to the landlord about it, for Mildred had a curious habit of play- ing paeons of augmented fifths and! diminished sevenths to the rising sun, and of boiling ‘her coffee to the sound of the chromatic scale. She had come to Chicago several years after the Chicago fire and a few years after Roosevelt was made Pres- ident. She had entered one of the musical colleges of the city and had obtained, besides her musical edwea- tion, a good opinion of herself and a gold medal. This medal was her undoing. It was a plain gold one, with the a lyre on one side, and it measured a little over two inches across. Midred would sit and look at it for hours at a time and would sometimes carelessly wonder how she ever came to win it from the other seventeen pupils who didn’t half try. On lesson days she would hang it on a blue ribbon and would walk up and down the corridor of the college and then the seventeen other pupils would sit around and also wonder how she ever got it. “Tt shall be my mascot,” she proud- ly told them, and they politely hid in their hearts the hideous thought that the award was all a mistake and that Miss Jones deserved the prize, ot Miss Brown, or even—but Oh, no, that would be too egotistical! “It shall hang over my ‘heart wherever | go,’ she went on, “and encourage me whenever I feel discouraged; for, you see,’ confidentially, “I’m staking all my hopes for my future career on composition. I never could _ play Bach, you know.” But one day a change came over Mildred, for she had a talk with the Light under the Bushel. The Light under the Bushel was Mildred’s nick- name for an unknown composer who lived on thin food and good music in a tiny room somewhere on the fourth floor back. He was of a mod- est, retiring disposition, evidently considering the exercise of his tal- ent as far as regarded others no im- portant thing; availing to give them, perhaps, a little pleasure and a little information in a quiet, retrospective way, but in no way concerned with the turning points in the world’s his- tory of music. To Mildred he was a mystery, for, although she knew that the was a genius, she also knew that she ‘had never seen any of his compositions published. At last at the Amateur Art Club’s reception, curiosity over- came her discretion and Mildred, beaming with the knowledge that she would some day blossom out as a second Grieg, went up to the Light and asked: “What do you advise me to do with that minuet that won the prize at the college?” He looked quizzically at her for a moment and then said: “Put it on the shelf and forget it.” “But I mean to take up composi- tion seriously,” she protested. “You see, I’m going to Berlin, and, al- though I know I’ll never amount to much as a pianiste, I feel sure that I can do something in the field of composition, Now, you would help me a great deal if you would kindly give me the addresses of a few pub- lishing houses which would be glad to receive original compositions—not popular pieces, you know, but good classical music.” The Light looked at her for awhile and then said, slowly: “I could give you the addresses of a number of such houses, but I can not vouch for your success. However, you may do better than I.” “Better than you!” gasped Mildred. “You do not mean to say that they have refused any of your work!” “Up to three years ago they re- fused all my work,” he replied, smil- ing. “I haven’t sent any to them since.” “But why did they refuse it?” “Too difficult, they said. Still, I do not know—they did not want my work, I suppose.” “Then you have given up writing?” “Oh, no. Of course, I teach for a living, but I keep up my writing as a sort of recreation. I just finished an oratorio last week. One hundred and thirty-seven pages.” “Oratorio!” cried did you do with it?” “Put it with the others. I have a shelf reserved for my manuscripts.” 3ut aren’t you going to have them published?” “Not if the publishers can help it.” ‘But why do you write if they won’t take your work?” “| dont know. 1 cant help it, | suppose. It’s in me. I’m working on a concerte now.” 3ut don’t you get discouraged?” she asked. “Discouraged! Why? Oh, you mean because I can’t sell? Oh, no! If you ever expect to become a com- poser you must drop all such non- sense. Just go ahead and work— that’s all. Write good music, but do not think that everybody is going to sit down’and listen to it, much less pay you for it. Then, at all events, you won’t be disappointed. Perhaps you may succeed, too. Who can tell? The popular song now—” “T'll never write that!’ interrupted Mildred, hotly. “I’d rather go back to Indiana.” “So would IJ,” he said. And she went Mildred. “What Hilma L. Enander. a Deep Dent. Hambo-—What am dat deep. de- pression in yo’ head, Lambo? Lambo—Dat am wheh Sarah hit me wid de rollin-pin when Ah asked foh 50 cents ob her wash money. Hambo—Huh! One ob dese heah financial depressions, eh? cane oa fe Good Records Make Good Reputations You cannot pick the best horse in the race by reading the score card, nor can you select the best flour by reading advertisements. The horse that does the best work on the most tracks is sure to become a favorite— and the flour that uniformly gives the best satisfaction if just as sure to win first place. CERESOTA never loses—it always wins. JUDSON GROCER CO. Distributers Grand Rapids, Mich. TINE ap ea oad of The construction of this handsome building eloquently proves the ex- traordinary demand for Angldile Computing Scales. Our present plant outgrown in thirty-three months, we are now erecting the largest and most modern computing scale factory in all the world. The reason for this advertisement is to be found in the ANGLDILE’S marvelous accuracy and its superior computation chart. It is the only scale which shows a plain figure for every penny’s value. The merchant read» the price—he doesn’t count hair lines or guess at dots. The ANGLDILE is springless, thus requiring no adjustment for weather changes, and is sensitive to one sixty-fourth of an ounce. > The picture shows the merchant’s side of the PK. ANGLDILE. The customer’s side has the largest and is &.- clearest pound and ounce dial used on any counter Send for the free ANGLDILE book and learn about both sides of this marvelous appliance. scale. Angldile Compu ing Scale Company 110 Franklin St. Elkhart, Ind. [ — a MICHIGAN TRADESMAN October 5, 1910 Gradual Development of the Occupa- tion of Butcher. “Butcher, butcher, kill a mouse, Hang it in the market house.” what children used to sing In those days the This is a generation ago. bulk of the meat business with the exception of pork packing, was trans- acted at the market houses. Hogs were slaughtered there and packed during the winter months. In sum- mer only hogs for home consumption were slaughtered and beef butchers killed only enough cattle for the day’s requirements. Beef killing ‘was done toward evening; after the bul- lock had been split the exposed bones and marrow were sprinkled with pep- per and a small fire was built for the smoke to drive away the flies. Early the next morning, the beef, still warm, was taken to the market. It did not look well, cut raggedly and was tough. In those good old days any- body could be a boss butcher who had enough money or credit enough to buy a bullock and kill it. In the market houses the butchers were all together and whoever wanted meat had to come to them to get it. La- dies were then, as they are now, butchers’ best customers. next Boss butchers, being generally a tbody of intelligent men, familiar with the ways of the world and shrewd tradesmen, were a power in their community. Good fellowship, the settled faith of men in men the internal love of life and good cheer were kept up by them. “One for all and all was their adopted rule, as it is yours to-day. It is a good one; stick to it. for one” For centuries the butcher business was carried on in this primitive way, in fact, until in our days, by the use of ice and refrigerating machines, a great change has taken place, result- ing in a wholesale slaughterers boss butchers or meat fore the advent of ice butchers used for curne meats during the summer had thet ice cellars away down in the ground, into or packers, and merchants. Be- division of butchers machines pork Ww h oO ice with a boiler plate division between the ice and compartments. These cellars were filled wth crushed meat ice in winter and covered with straw to preserve the i used small butchers the pieces they had left over from day to day. Windows in those days were considered a luxury and This saving of ice in place of the meat seems to us now like saving started by an old Ger- man couple. Every night, before re- tiring, they used to drink a bottle of beer, for which they paid ten cents. One day the old man bought a case the cost of bottle down to five cents. hat ning. after they had drunk the bottle from the case, the wife to her husband, “Father, you were smart; we drank our bottle of beer and saved five cents,” to which father ice. Jeel only for ice boxes ice boxes in ice wasters. of beer. bringing each eve- first said | were not able to hold their replied, “Yes, mother, that is all right, but what’s the matter with drinking another bottle and saving ten cents?” Enterprising meat men who fore- saw the great future of the dressed meat business and had the nerve and energy to create markets for their products in all parts of the United States by the use of refrigerator cars and cold storage houses soon built up a tremendous business. They made large profits by concentrating and systematizing the slaughtering of live stock and by utilizing the offal, which was considered waste and a source of annoyance to. the small slaughterers. Of these pioneers of the dressed meat industry it can fit- tingly be said: “The man who wins is the man who works, who neither labor nor trouble shirks, who uses his hands, his head, his eyes and is full of pluck and enterprise.” The loss of work sustained by some butchers through this revolution in the meat business and by those who own, iaturally created ill-feeling against the successful packers. Wide-awake boss butchers, however, knowing that they could not alter conditions, shaped themselves accordingly. They discontinued killing and_ confined their efforts entirely to buying and selling meats and manufactnring spe- cialties. They calculated, “I can make as much money and probably more if I spend the time formerly taken up and slaughtering _ live which is the strenuons and rough part of our business, anyway, by merchandising dressed meats. It rays me well to hustle around to the by buying stock, different cold storage houses to buy my supply of meats where I get it best and cheapest. There is not that tisk in buying meats that exists in each house has and can pick that which buying live stock. I see what Instead of waiting at the market house for customers I will suits me best. my trade by personal solicitation or telephone calls, and if desired by the customers deliver their orders. Home trade is truer and more relia- ble than the best transient trade. Home trade also appreciates and pre- fers homemade specialties such as sausages, lard, corned and_ spiced beef, ete.” These old butchers and the younger generation, ali masters in the art of profitable meat cutting and also pleasing customers, have elevat- ed the meat business to a higher lev- el than it has ever been before. Just look at the meat markets to-day. Large, elegant rooms, equipped with beautiful, attractive kept scrupulously and sanitary. Glass, mirrors, marble and tile are elaborately used. Meats are artisti- cally and temptingly displayed under glass boss fixtures, clean covers and in cold tempera- tures. Doors and windows are screen- ed to keep out the flies. Electric lghts in the refrigerators show the fine stock of meat and meat products on hand without entering the refrig- erators. Electric fans circulate the air in markets and cool it Electrically- eauipped machines cut, stuff and mix the meat for sausages. Meat markets of to-day are things of beauty and a joy. Charles C. Schmidt. collector,” open a market of my own, build up | Cheap Hogs Are Improbable. Much ado is being made about a heavy hog crop in the maturing stage and the probability of a steep drop in prices during the winter packing season. Undoubtedly more pigs have been raised this year than last, but this does not imply a low hog mar- ket. tors on the Board of Trade have been It will be noticed that specula- reluctant to sell distant provision op- tions on a basis of $7.50 hogs. The attitude of the packer toward the market has not yet developed, but the killer has every incentive to main- tain prices as he still has reason for encouraging production. Heavy marketing of sows and stags for months past betrays the exist- ence of a large pig crop, which is the principal contention of the bear coterie, but the fact must not he overlooked that the major portion of he females of the new crop must be retained for breeding purposes, ‘high prices having sent most of the old the shambles this summer. This was a conspicuous phase of the supply last winter, that run being al- most exclusively of barrows, the sows materalized this summer after raising litters of pigs. Hereafter, at least until pork pro- duction overtakes consumption, it is probable that ‘barrows will be sent to the butcher during the winter packing season, the sow crop follow- ing after raising pigs. With held back for reproduction purposes ‘the hog run of the winter packing season should not be burdensome and the keen competition between packers. large and small, for a share of it will be a price-sustaining influence.—The sows [to having young SOWS Samic Breeders’ Gazette. ee Be a Good Collector. “Yes, I think I am a pretty good said a butcher who does a large credit business “I lose very little through bad debts for the sim- ple reason that IT am very particular whom 1 trust. When people come to me for credit I begin by having a thorough understanding with them that the money must be paid when due or their credit stops. Not only that. I have also an understanding with them as to whether all the fam- ily are authorized to order goods. This I find to be necessary, as I have had daughter ordering goods and the mother saying after- ward that she had no right to do so. The worst collector imaginable is the butcher lenient in the first place, but who afterward gets fright- ened and tries to bluff people into paying up. This is just what people want. It gives them an excuse to get and refuse to pay. I believe that quietly insisting on prompt pay- ment from the very eases Of a who is anery first is the only way to do business where you can not trust the law to help you. And the proof that my method is success- ful lies in the fact that I have often had accounts paid by people covered with attachments. Why, I have even collected money from people whose furniture was being carried out of the house by creditors.” Moral: Establish a reputation in your neighborhood for being a good collector, and see how few people will try to beat you. ——O OOOO How About the Butcher’s Wife? The wife of the grocer who is not prevented by too many home duties can, and often does, aid ‘her husband 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 oft- en of much value, as she sees things from the point of view of the out- sider and possible customer as well as from the inside of the store. Nu- merous bright plans put into effect by grocers have been introduced at the suggestion of their wives, many of whom do a lot of good thinking. The grocer’s 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. ——__>.>___ A Bit of Game. “I'm after snipe,” said the man with a gun as he came along to where the old farmer was digging po- tatoes. “No snipe around here,’ was the answer. “Any quail?” “Noap.” “Any partridges?” “Noap.” “Any ducks?” “Noap.” “But there must be rabbits?” “Cant say.” “This must be a funny locality,’ said the sportsman in contemptuous tones. CYes, it 1s.’ “Nothing to shoot, eh?” “Wall, there is a little bit of game once in a while—once in a_ great while.” “And what is it?” “Tt’s when a feller with a gun comes along and kills one of our calves for a deer. Then we take aft- er him and have quite a bit of sport until he comes with ten dol- lars’ damages and leaves the gun as security for future good behavior.” —_—_~-+2.—___ One-Sided Enough. Senator William Alden Smith says the evident desire of Colonel Roose- velt to listen to the plaints of both insurgents and regulars places him in a different category from an Irish justice of the peace in Northern Michigan. In a trial the evidence was all in and the plaintiffs attorney had made a long and very eloquent argu- ment, when the lawyer acting for the defense arose. “What you doing?” asked the jus- tice as the lawyer began. “Going to present our side of the case.” “T don’t want to hear both sides argued. It has a tendency to confuse the court.” —_—_»2>2>____ chloroforms a down Nothing church quicker than a minister dosed with dignity. seems A s 5 ; 4 October 5, 1910 i MICHIGAN TRADESMAN “Ina Class by Itself” Made in Five Sizes G. J. Johnson Cigar Co. Makers Grand Rapids, Mich. Manufactured Under Sanitary Conditions 30 MICHIGAN TRADESMAN October 5, 1910 LAW FOR DRUGGISTS. Profession To Be Represented at the Bar. Written for the Tradesman. “How to Run a Drug Store in a Local Option County Without Get- ting Pinched.” A volume with the above title would doubtless have a large circula- tion among druggists just at this time. “How to Detect Poisons in Pro- prietary Medicines Without Getting Into the Clutches of the Undertaker.” This would also be a taking title just now. “When is a Bottle of Dope a Tonic and When Is It a Cocktail.” Here is another title which would look well on a blue book cover in letters of gold. In fact there are a good many legal questions touching the drug trade which should be dis- cussed in books by some one familiar with chemistry. and the English lan- guage. Of course the druggist to write such works of erudition must be a lawyer. He must know exactly what the judge can do to a druggist who sells a proprietary medicine that will cause a man to go home and turn his family out of doors and sit down on the roof to wait for the proces- sion of green lions with pink tails to pass a given point. He must also know how many times a druggist can toss a cigarette fiend out of his store and into the garbage can with- out getting into the jail yard where they make little ones out of big ones. In writing these lego-drugo books the druggist would not necessarily be confined to the set rules of Eastern publishers. He would not be required to train every incident in line with the plot, to use only bright dialogue, or to put in plenty of curtains. He could go right ahead and tell his story on stage lines—which means that the reader would be next to the plot, while the characters would be as blind as anything and go blundering around in the dark. In a stage-line book the interest is not how the mys- tery will be solved but how soon will the characters get next. However, it will take a pretty good sort of a druggist to make a lawyer cunning enough to bring his brethren out of the Wilderness of Red Tape Down in Southern Michigan there is a druggist who is already rehearsing for the part. Sid. Erwin, for a long time Secretary of the State Pharmacy Board, and one of the best known druggists in the State, is now at- tending the Detroit Law College. That 15, he is attending his classes if he is well enough after vacation at Battle now spending his Creek. A few years ago, after a candidate for a certificate had passed through the jolts of the third degree, it was customary for the State Pharmacy Board to back him up into a corner of the Morton House lobby and ad- dress him as follows: “Do you believe that Sid Erwin is next to his job?” If he answered in the affirmative, he was passed, if he answered in the negative, he was run out to the scrap heap. Thus the reader will see that the fact that Sid. Erwin is studying law has a certain news value. He probably knows as many druggists in Michigan as any other dealer and, besides, he is well and unfavorably known to a large number of appli- cants who are not registered pharma- cists on account of the unfurnished condition of their first floor under the roof. As has been stated, Mr. Erwin has returned to the Detroit law school after spending his vacation at Battle Creek. He owns two drug stores at Battle Creek, and didn’t see how anything could be done to him for it. He discovered what could be done to him as soon as he got off the train at the Michigan Central depot and saw the Ward Memorial Foun- tain splashing Lake Goguac into the back yard of the Willard Library building. A few years ago the city was pre- sented with $2,000, to be used in con- structing and setting up a memorial drinking fountain for the late Charles A. Ward. It was the idea to set up a public fountain which could be patronized by ‘horses and dogs and birds as well as men and women. The wise men of Battle Creek got together and discussed several loca- tions, finally putting the memorial fountain in the back yard of the Wil- lard Library building, where only those leaving the town or arriving see it, and where a horse would be shot for stepping on the grass if it ever attempted to slack his thirst there. There was plenty of room for the fountain in front of the library, but it was poked away in the back yard as if the wise men were ashamed of having anything to do with it and wished to get the thing out of sight and mind as soon as possible. Well, anyway, when Sid. Erwin got off the Michigan Central train and saw the waters of Lake Goguac, looking meek and half ashamed, spraying out of the fountain in the back yard, he remembered that his two drug stores were in a local op- tion county and straightway advanc- ed upon his places of business to see that the new law, which insists that the druggist shall be a mind-reader, was being observed. All he had to do during the re- mainder of his vacation was to feed and rub down the soda fountain at 5 o’clock every morning, put up pre- scriptions and answer questions from the feeble minded, and edit the ice cream department until midnight. But any druggist will understand what a restful thing is a summer va- cation on the firing line in a drug store in a local option county. Therefore, Mr. Erwin is now back in Detroit, resting up from his vaca- tion. He has now been a disciple of Blackstone for a long time and will soon be graduated with high honors. It is inconceivable how a man who cperated the State Pharmacy Board for several years should leave the school with anything except the best there was in sight. It is a sure thing that a man wise enough to under- stand the new laws regulating the sale of drugs ought to be able to keep his clients out of the county house and out of the penitentiary. Come to think of it, why shouldn’t a druggist make a first-class lawyer? A man who is not a good mixer can GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY Grand Rapids, Mich. FIRE The Leading Ageney Kent State Bank Main Office Fountain St. Facing Monroe Capital - - .- Surplus and Profits - $500,000 225,000 Deposits 6 Million Dollars HENRY IDEMA = = - President J. A.COVODE - - Vice President J.A.S VERDIER - - - Cashier 34% Paid on Certificates You cantransact your banking business with us easily by mail. Write us about it if interested. TIMBER BONDS AND STOCK Yielding 69% and Better Invest a few hundred dollars and let it work for you. Write for Circular 10 E. B. CADWELL & COMPANY BANKERS Penobscot Bldg. Detroit, Mich. Child, Hulswit & Company BANKERS Municipal and Corporation Bonds City, County, Township, School and Irrigatien Issues Special Department Dealing in Bank Stocks and Industrial Securities of Western Michigan. Long Distance Telephones: Citizens 4367 Bell Main 424 Ground Floor Ottawa Street Entrance Michigan Trust Building Grand Rapids 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 Corner Monroe and Ottawa Sts. DUDLEY E. WATERS, President DIRECTORS Chas. H. Bender Geo. H. Long Chas. R. Sligh Samuel S. Cori John Mowat Dudley E. Waters Claude Hamilton J. Boyd Pantlind Wm. Widdicomb Chas. S. Hazeltine John E. Peck Wm. S. Winegar Chas. A. Phelps We Solicit Accounts of Banks and Individuals HEBER W. CURTIS. Cashier JOHN L. BENJAMIN, Asst. Cashier A. T. SLAGHT, Asst. Cashier Capital $800,000 THE OLD NATIONAL BANK Surplus $500,000 N21 CANAL STREET Our Savings Certificates Are better than Government Bonds, because they are just as Safe and give you a larger interest return. 3% % if left one year. THE NATIONAL CITY BANK GRANT RAPIDS WE CAN PAY YOU 3% to 3%% On Your Surplus or Trust Funds If They Remain 3 Months or Longer 49 Years of Business Success Capital, Surplus and Profits $812,000 All Business Confidential sepa a a 3 x i i i 4 ; Cad ! ; ; October 5, 1910 not be a good druggist, and a man who was not a good mixer would not do at all in the practice of law. The more you mix things in a law suit the longer the suit lasts and the larger the fees. If there is anything under the blue dome of heaven, or sandwiched in between the Rockies, er palpitating on the bosom of any one of the seven seas that the right kind of a lawyer can not mix to a frazzle, it has yet to be discovered. The druggist is something of a mixer himself when he gets behind the pre- scription case, but the lawyer is the only one that has the real goods al- ways on hand. Honest, a good druggist ought to make a god lawyer. If not, why not? Anyway, he ought to be able to tell his brethren how to do business with- out getting pinched and that would be going some. And he ought to be able -to tell his druggist clients wnat to do to a “detective” who comes snooping around, in the pay of the county, and under the advice of coun- ty officials; comes snooping around trying to coax a druggist to disobey the law. Every druggist ought to know just how near he can come to killing these ‘“‘detectives” without be- ing put into the coop for it. Anyhow, Sid. Erwin is studying law and will soon have an office with 1 letters on the door. At first he may give a man Soothing Syrup when the calls for ha- beas corpus, or he may make a mis- take and apply for a writ of Peruna instead of a decree of divorce, but these small slips of mind will pass away in time and he will probably soon be able to advise his bald-head- ed clients not to buy any _hair-re- newer of bald-headed barbers, which advice would be just and right, al- though, perhaps, in restraint of trade. There are lawyers who started in life building ships, lawyers who open- ed up in life as rail-splitters, lawyers who were preachers at first, and law- yers who were grocers in the days of their hot youth. Now we are to have 2 lawyer who not only knew the com- position of drugs in his early life but who escaped with his life from ‘the State Pharmacy Board. Well, the sit- uation is vacant. As is well known, there is so much money in the drug trade that a man once in it rarely gets out of it. Of course druggists mostly do business in rented stores and live in rented houses, but, all the same, there is a popular notion that every time a druggist takes in half a dollar he makes a profit of seventy- five cents. 1s name in gold So you see why it is-that no Michigan druggist ever before thought of abandoning his business and becoming a lawyer. We_ who know Sid. Erwin well expect that in time he will become a judge, in which case the penal laws of the State will have to be revised up to an Erwin- esque standard, for he will surely sentence the drug. store “detective” to be hanged. Here’s luck to him! Alfred B. Tozer. +2 —____ Does your store attract the best citizens in your community? Oe Think your work out then work out your think. MICHIGAN TRADESMAN Why Should Not Clerks Be Known By Name? Written for the Tradesman. Why should not clerks be known by name to store patrons as much as pessible? Would it not make business trans- actions more pleasant? Would it not help trade? Would it not lessen mistakes and misinderstandings? Would it not aid in correcting and adjusting such contingencies? Would it not serve as a check on indiscriminate complaints against the store and its employes? Would it net prevent in a measure attempts to escape responsibility for error, neglect or failure in the per- formance of duties? Would it not aid in improving the manners of all—clerks and patrons, and children in particular? Would not clerks feel more hon- ored than simply to be known by number or as the clerk in such a de- partment or at such a counter? Would they not entertain a better feeling toward their employers? Would they not be more loyal to the store? Where a firm desires to show the utmost courtesy to its patrons and is extremely solicitious about pleasing all who may come, is it not a serious defect that customers do not know the names of clerks or deliverymen who constantly serve them? Who is to blame if they do not know? Should customers ask of this or that her name? Why should not each salesman have his name printed or stamped on the slips he uses as well as his num- ber? Are clerks so transitory that it would not pay to attempt to intro- duce them to customers? Would prompt service or rapid de- livery be interfered with if more were done in this line? How do clerks feel anyway when some customer desires to communi- cate with the clerk who waited on them on a certain occasion and the whole “bunch” has to be looked over, like a herd of cattle, to pick out the one wanted? Do such incidents add to the dig- nity of one’s vocation? Who would not prefer to have the proprietor call out: “Mr. Jones, a lady wishes to speak with you,” instead of havirg her march along the line with the proprietor and point him out as though he were a culprit or an animal? Right here it occurs to us that in the case of lady clerks there might be many who for the best of reasons do not care to be known by name ex- cept to store associates and particu- lar friends. With men it should be different. If Tommy Reynolds, the delivery boy for Clark & Co., is the right kind of a boy and desires to make the most of his opportunities in the merchundise line, every friend he makes in serving customers will be a help to him. Acquaintance with those whom he serves diligently and honestly is a part of his initial cap- always have to person his or Siiiicemeabieeete ore ccs ect ee Tr EE aT ital To know the people and to be known by them is of immense value Even if one prefers to remain a salesman, it in establishing a_ business. puts a premium upon _ his _ service. Other things being equal he has a great advantage over the one who is not well known. .E. E. Whitney. ——-_-_ o_o The Master’s Words. Tennyson was once walking in his garden. It may be that he was in the ol witness the sight of a poet in a mo- ment of great inspiration. Approaching quietly, so as not to disturb the great man in his medita- tion, yet endeavoring to get close enough to pick up the pearly words that they were sure would issue from kis lips, they stood in awe with note books in hands and pencils poised. They waited patiently while the poet gazed with a vacant expression at a bed of lettuce. After prolonged habit of walking in his garden more |cogitation he sighed and said, “Damn he + . ' . than once. But on this particular oc-|those rabbits.” I | ——— i Winning By Concentration. casion he was observed by a group of curiosity-seekers who had come from afar to worship the great poet. Suddenly they saw _ the as crops fi llow seding. Edward P. Hatch. fixedly as if he beheld a vision. The visitors felt that they were to Train yourself to like your busi- master |ness, to concentrate yourself upon it, pause in his steady tramp and gaze|and success will follow as naturally When you buy shoes you want them to look well, fit well and wear well, and you want to buy them at a reasonable price. 4in 1. That is what you get in our shoes. This is the time of the year when you will have call for Sporting Shoes for indoor athletics. We have them in stock. THN aki 146-148 Jefferson Ave. DETROIT Selling Agents BOSTON RUBBER SHOE CO. The U. S. Courts Have Decreed that the AMERICAN ACCOUNT REGISTER AND SYSTEM is fully protected by patents which amply cover every essential point in the manufac- ture of account registers, and in addition give AMERICAN users the benefit of exclusive features not found in any other register or system. These decisions have been most sweeping in their effect. They effectual- ly establish our claim to the most com- plete and most up-to-date system and balk all attempts of competitors to in- timidate merchants who prefer our sys- tem because ofits exclusive, money-mak- ing features. Every attack against us has failed utterly. The complaints of frightened competitors have been found to have no basis in law. OUR GUARANTEE OF PROTECTION IS BACKED BY THE COURTS Every American Account Register and System is sold under an absolute guaran- tee against attack from disgruntled, dis- appointed makers of registers who have failed utterly to establish the faintest basis of a claim against our letters patent. Here are the words of the United States court in a case recently decided in the Western district of Pennsylvania: ‘sThere is no infringement. The Bill should be dismissed. Let a decree be drawn.’’ This decision was in a case under this competitor’s main patent. Other cases brought have been dismissed at this competitor’s cost or with drawn before they came to trial. THE WHOLE TRUTH IN THE CASE is that the American Account and Register System not only is amply protected by patents decreed by the United States Courts to be ample but is giving the merchant who uses the American, so many points of superiority that its sale is increasing by leaps and bounds. The American stends the test not only of the Courts but of the Dealers. It Leads the World. You should examine these points of superiority and exclusive features before you buy any account system. You cannot afford to overlook this important development in the method of Putting Credit Business on a Cash Basis. Write for full particulars and descriptive matter to our nearest office. THE AMERICAN CASE & REGISTER CO. Chicago Office, 17 Wabash Avenue, E. C. Tremayne, G. A. Detrvuit Office, 147 Jefferson Avenue, J. A. Plank, W. A. SALEM, OHIO Des Moines Office, 421 Locust Street, Weir Bros., G. A. sical RS - ss - Oo bo MICHI q2 AN TRADESMAN October 5, 1910 F) /] j \ vs i = ED > e } mos LES Q .- == = = Oo. = = 2. z = = ee . «= i ion : 4 . DKET : ort SHOE MARKET | eZ = = > 2 = = = 5 = = ‘i = > gta SRN gO Se aS a x, Boe 77 d oo a> SSN SL NLS Are One Thousand Dollars For a New Store Equipment. If 1 were opening a new store and only had $5,000 I'd spend half that it with every appliance. amount in furnishing modern convenience and I'd have everything of matter what it cost,” said the old time merchant. “That’s where you and I. differ,” said the head clerk “If I had $5,000 to start up as $1,000 in furnishings and cent - .. as little 9.4 fixtures, but Td every make count I'd be content with a } pine shelving rather than spend more nice money for oak, mahogany or some other expensive wood.” id it busted me,” interjected the old merchant. “That's why stick to oak if I’d be contented with because I want to laughed the head clerk. “But I’d put a few extra dollars in the fin- pine, wouldn't bust,’ ish and what little there 1s to show would be beautiful. You know in the newer stores the shelving is extreme- ly plain: -all 1 cornices The shelving is that the self may be easily reached. often used for re- there is mo stock bread brackets and heavy are done away with. built high highest The top serve stock room handy.” just enough so shelf is when “J’m half inclined to think you are right,’ murmured the old time mer- chant. “The utility of be considered, and a thing shoulda what is saved would buy some very fine cases.” "You bet Id I’d have a veritable have display cases. glass exhibition. every department. In the ladies’ department there would be two or three, if my stock large enough. In one I'd have street shoes, all the new and nifty ones, you know. In another I’d make a fine showing of dress slippers and boots. this white and tan specialties. case I would dainty, house slippers in winter, and dain- tier, cool slippers for summer wear. I’d have cases in was case for In another ™n summer I'd use show warm I’d keep the cases scrupulously clean but [| expensive often: most trims would not buy the and change the cases, either. Cases costing about $8 er $9 per foot would suit me. If my store was small and I could only use a few cases I'd. go $10 per foot, | because the better grade of case will} require less time to care for and time is money.” “How about an outside case: would you favor one?” asked the old time merchant. ‘You bet T think the merchant who has a store outside can be placed and does not use it, even if it is only a little three by where an the best, no} a new business I’d spend | the old-fashioned ginger- | case | lfour affair, is losing money on his ‘investment. The window is the mer- ichant’s best selling medicine. You iknow how often we have people come ‘in and ask for the shoes we have in ithe window?” “I thought that all due to your ispecial care in trimming the win- idows,” said the old time merchant, ltaking a sly dig at the head clerk’s |choicest hobby. | “My windows would be as large ‘and as handsome as the store front jwould allow. ibule and a case in the ‘center near the street line. I’d use levery means I know of to make the ‘windows business attracters, too. But we got away from cases before I jcould say that I'd have a findings ‘case. There are so many little things ipeople forget they want until they isee them that I would surely have a | fine, large findings case and use it for stock and display both, but I’d |keep it neat and tidy and not have it | upset half of the time.” I’d have a large vesti- handsome | “You'd have to spend all your time |trimming windows and cases, I guess, jbut that would please you more than lanything else, and again the old itime merchant made a thrust at his [head clerk’s chief hobby. “Better to do that and have clerks steadily selling goods than to be do- ling nothing and waiting for custom- lers to come in,” retorted the head iclerk, “it I ever have a_ store of my own, he continued, “I’ll see that there will be business to do if win- dows and newspapers «will bring it.’ “Sut, tut. Wont eet testy. [tf is pleasant to chat. What kind of a carpet would you have for the floor?” “Carpet! I'd have no such thing in my store. If I could afford a hardwood floor I’d have a small rug, or runner, in front of each row of chairs. If I couldn’t have hardwood floors I’d have the trying on part of the store nicely covered with lino- leum and use the rugs at the chairs. 1 think chairs are best for custom- ers, because the old settee is clumsy and people like to feel that they are n0t infringing on any other man’s jseat. They feel that a chair is for one person. “And I'd have a cash register, per- |haps not the most expensive one, but surely an individual drawer affair. Every clerk would be responsible for his mistakes, because I do not think the boss should stand for the clerk’s mistakes in handling money.” “Everything in my store would harmonize. I’d have electric light fix- tures of quaint and curious pattern, jand I’d have an electric sign in front, winking at the people that pass in the night. “Would you really spend a whole thousand in fitting up a store in a town like this when you could not expect to do a very large business? I do $15,000 with the old-fashioned fix- tures | have now, but do you hon- estly think you could do more than that with all the fine fixtures you speak so glowingly about? Fifteen thousand dollars! Why, I’d do $50,000 annually. Here we have 5,000 inhabitants, and Clarksville, four miles away, has 1,000 more. Sand- wich, a dozen miles away, has 2,000 more. Those towns are connected with ours by a railroad that runs two trains daily here and back, and—” “Don't talk so fast; the people from those places and a dozen others with- in twenty miles of us go to Ford- ham. It is true that every town is connected with Ashton, but the trains stop here for the purpose of taking cn passengers and not to let them off. They are all bound for Fordham. The eats us out ef our homes; it gets the cream and we get the skim milk. Now, if it was a store in Fordham you might do right, but to spend your money on fine fixtures here, why, you’d be laughed at,” ar- gued the old time merchant. big city “Not on your life,’ said the head clerk. “There are over a hundred thousand soles within our grasp to be shod; but old-fashioned store peo- ple, like yourself, are content to grub along, making a living, grumbe about poor business and be contented with discontent.” The old time merchant jumped from his chair with a surprisingly young spring for so old a man, and said: “That’s the way with all you young fellows; you think you know more than your elders. You've got $1,000 coming to you next month when you become of age and I’ve got a stock that’s worth $41,000 if it is worth anything. You put your $1,000 against my stock, I’m an old man. I’ve no kin and you will be my heir. When I die you will have it all. At the present we'll share four-fifths and one-fifth. You get a $2 raise of sal- ary every two years. I’m content with what I’m getting. What do you say?” The head clerk was so much taken aback at this display of emotion that he could scarcely credit his senses. He turned from the old time mer- chant, in his shabby black suit and rusty, dusty shoes, to view the old, painted, chipped and marred fixtures, the old, broken down sofas, the strips of carpet, worn threadbare, the floor filled with cracks, upraised knots and sharp slivers; the old wooden coun- ter, whose historic top bore the im- print of many an unthinking custom- ers jack-knife; the smoky, broken cartons; he thought of the number- less odd lots and out-of-date styles, and old-fashioned styles, the old time merchant thought so much of, and his gaze wandered back to the bent form and he realized all that such a partnership would entail, a battle with old-fashioned ideas, and old stock to start with, perhaps a never-ending kick over the method of doing busi- ness, but even so, his heart softened and he longed to grasp the old man by the hand and call him by some endearing name. As he was about to do so his gaze wandered again and he looked out of the old-fashioned, small windows with their featureless background and remembered the hot battles he had had with his friend and employer in an endeavor to get him to spend a iew dollars in modernizing the store and his ‘heart hardened at the bare thought of a continuance of these methods. He turned, with his an- swer ready framed on his tongue, to face that bowed form, whose shaggy gray locks and rusty attire made such a pitiable sight, but his answer came. What think you, good reader, was it “Yes,” or “No?’—Shoe Retailer. ———— The End of the Season’s Business in Shoes. The summer season is practically over. Retailers who are still making attempts to close out their summer footwear find that low prices are not particularly tempting to the shoppers. Just at this time of the year busi- ness is practically at a standstill and it is almost impossible to success- fully force sales. It will be but a matter of a short time now before the fall shipments shall ‘have arrived and the method of placing the new goods in stock plays a most impor- tant part in the general success of the season’s business. Now is just the time to get the entire sales force together and have that little talk about the arrange- ment of the stock. It is also the time to begin the work of transferring the oxfords from the selling floor to the stock room in order that the goods coming in may be placed in stock immediately upon being re- ceived. Of course, it is still a trifle early to move the best selling goods from their present places on the shelves, but the shoes that are brok- en in sizes and slow sellers are only in the way. The greatest amount of care should be taken in the placing of the low goods on the upper floor, as it is predicted that this fall will find many calls for summery foot- wear, and it is supposed that there will be a certain number of low cut goods sold throughout the winter. For this reason the goods should be placed where every person in the store will know exactly where to lay a hand on them in case they are needed. The same theory which applies to the removal of the stock to the upper floor also applies to the bringing down of the goods that were carried over from last fall. This work is perhaps of greater importance, as it is possible to carry the same goods over from year to year until they fin- ally become a dead loss and are not worth the space they take up on the shelves. A way to avoid this accumu- lation of dead stock is to insist that a certain amount of care be taken in the arrangement of the “carried over” goods at the beginning of the. season Now is the time to look after this matter, and to see that the early call for high cuts is met with a display of the shoes that were car- ried over and let the goods that are arriving daily get acquainted with the store before become anxious you ii 4 ines ise ab October 5, 1910 MAYER SHOES | ARE MADE WITH =a FULL VAMPS ‘eg F. MAYER MICHIGAN TRADESMAN CUSTOM-MADE QUALITY SHOES HONORBILT Let this line of worthy shoes help you to a greater business and larger number of satisfied customers. An examination will convince you that the name is all it implies. Mayer Honorbilt shoes have every ele- ment of style that attracts the trade, and the wearing qualities that enable you to “make good” with your cus- tomers. Mayer Honorbilt Shoes are built on honor. Add to these features the tremendous popularity of Honorbilt Shoes, created by continuous and extensive advertising, and you have a trade-winning proposition that cannot be equaled for sales and profits. Our salesman is in your locality now and will gladly call on request. SPECIAL BRANDS: Leading Lady Shoes, Honorbilt Shoes, Martha Washington Com- fort Shoes, Yerma Cushion Shoes, Special Merit School Shoes. BOOT & SHOE CO, MILWAUKEE, WIS. Largest Manufacturers of Full Vamp Shoes in the World 34 MICHIGAN TRADESMAN October 5, 1910 : about their departure. Almost every clerk needs an incentive to show the old stock. He wants them in a con- venient location and he wants them neatly boxed. A clean carton often means as much to the salesman as it does to the customer, and it is im- portant that the shoes of last year be reboxed before they are put in with the clean stock if the boxes in which they are placed show any signs of age. There is much to occupy the time of the retailer who has determined to make this the best fall season he has ever experienced. It is during these few “go between” weeks that he will plan any improvements he may con- template making in his store. He will do more than that, he will set right in to make these improvements before the season opens. Indications point to an unusually good fall sea- son for the shoe retailers throughout the entire country, and in order to enjoy the full benefits of it each store must be in readiness to take care of the business when it comes. See that the stock is arranged properly. It is all in the beginning. The transfer- ing of the stock is quite a problem and upon its solution depends in a ereat measure the success of the sea- son’s business. Make your store as inviting and as attractive as possi- ble, and, above all, have confidence that you have bought the right lines of shoes. Show them tastily, boost them energetically and the result will surpass vour most sanguine anticipa- tions.—Shoe Retailer. —_-o -o_- Left to a Worse Fate. The business man was. sitting in his office, thinking of starting for home, when a suspicious looking per- son came in with a leather bag in his hand. “If you don't give me $25,” said the Visitor, coming at once to the point, “T will drop this on the floor.” The business man was. cool. “What's in it?” he asked. “Dynamite,” was the brief reply. “What will it do if you drop it?” “Blow you up.” “Drop it!” was the instant com- mand. “My wife told me when I left| home this morning to be sure and send up a bag of flour, and I forgot! . i it. T guess it will take just about as! mitch dynamite as you have there to! prepare me for the blowing up Til get when she sees me!” He threw himself back in his chair and waited for the explosion, but it did not come. “T’m a married man myself,’ said| the dynamiter, and = quictly — slipped| out. —_ oe —-— No Necessity for Witnesses. “You are charged with stealing nine of Colonel Henry’s hens last night. Have you any witnesses?” asked the justice sternly. “Nussah!" said Brother Jones hum- bly. “I ‘specks I’s sawtuh peculiar dat-uh-way, but it ain't never been mah custom to take witneses along when T goes out chicken stealin’, sun.” ' — es When the life is shifty as the sands the creed is sure to be proud of being like a rock TOUCHED ELBOWS. Meeting of Association Officials at Lansing. Port Huron, Oct. 4—The Execu- tive Committee of the Retail Gro- cers and General Merchants’ Associa- tion held a very successful meeting at the Downey House, at Lansing, on Wednesday afternoon, September 27. Those present were M. L. De- Bats, President, Bay City; J. T. Percival, Secretary, Port Huron; Chas. Wellman, Port Huron; L. P. Strong, Vicksburg; S. B. Nickles, Ann Arbor; A. R. Bliss, Muskegon. Matters of interest to the Associa- tion, such as the parcels post bill, moving van ordinance and credit rat- ing system were discussed and a pro- gramme outlined for the convention to be held at Port Huron in Febru- ary next. One feature at the convention will be the Traveling Men’s ‘hour, at which time the convention will be turned over to them for their use, and it is expected that they will have something that will interest every delegate at the convention. Fred Mason, Ex-Secretary of the National Retail Grocers’ Association, will be invited to address the con- vention. Michigan Secretaries’ Association. The secretaries of the local asso- ciations of the Retail Grocers and General Merchants’ Association met in Lansing at the Downey House on Sept. 28 with the following present: J. T. Percival, Port Huron; J. M. Wines, Detroit; F. S. Birdsall, Trav- erse City; E. L. May, Grand Rapids; A. R. Bliss, Muskegon: D. Glenn, Lansing; Jason Clark, Saginaw; W. H. Porter, Jackson; R. E. Cooper, Ann Arbor: D. B. Boughton, Bay City; B. R. Platt, Vicksburg; C. M. Gore, Wyandotte. There were also present and took part in the meet- ing M. L. DeBats, Bay City; ©. ©. Pray, Ann Arbor; L. FP. Strong, Vicksburg; S. B. Nickels, Ann Arbor, and C. A. Day, Detroit. The roll call was taken up and each delegate was given an opportunity to explain brietly the details of the credit rat- ing system employed in their respec- tive cities. Literature, blank forms and other information were placed before the meeting for its considera- tion. Every member took part in the best way to get results and the Pres- ident appointed Messrs. Pray, May and Birdsell a committee to recom- mend some credit system for use by its local branches, particularly where new associations are being formed. The Committee reported as __ fol- lows, which was adopted: “We rec- ommend the adoption of a rating key to be used by all local branches, and that until such time as this key is generally adopted the local secre- taries exchange their keys. We fur- ther recommend that all information obtained by the Credit Rating Bu- reau be kept in the office of the Asso- ciation, to be given out only by the Secretary when called for by the members. We _ further recommend that the card system be adopted and the publication of the delinquent rat- ing books be discontinued in the fu- ture. A central reporting system Shoes For The Season The high cost of rubbers has created a demand for leather footwear especially adapted for wet weather ser- vice. If you are not ready to supply that demand send for samples of Rouge Rex Walrus Shoes made from leather specially prepared to answer the re- quirements of your trade at this time of the year. ’ These shoes come in 8, 10 and 12 inch heights as well as regular. There's nothing better in the line of waterproof, wear resisting footwear on the market. Send for prices or samples. Hirth-Krause Company Tanners and Shoe Manufacturers Grand Rapids, Michigan “Oh say”’ Can’t you see by the Dawn’s early light That Red School House Shoes are all the “go” and have been for forty years? this attractive line. New lasts and patterns add to Nothing more can be done for the quality. Don’t forget we make Men’s and Women’s Shoes. Watson-Plummer Shoe Co. Offices and Stockrooms Monroe and Market St. Chicago Our Factories Are in Dixon Illinois = wil Martone aE * sting wneennamana ee October 5, 1910 MICHIGAN TRADESMAN will be established by the State Sec- retary, where delinquents who move to other cities and whose address is unknown will be reported and the list sent to each secretary to have on file. The moving van ordinance was thoroughly discussed and each local association was asked to take steps to get one in its town. Remarks were made by President DeBats and other members of the Executive Committee on the good of the Association. It was recom- mended that the secretaries hold a meeting one day prior to the open- ing of the State convention. J. T. Percival, Sec’y. ——_>- + —____ Duty of a Clerk° To His Employer. Probably more clerks are trying to find a way to get out of doing work than there are trying to find work to do. It is only by looking for work, however, and by constantly working for your employer’s interests that you can expect any advance, either in salary or responsibility—or both. The following pertinent suggestions are for clerks who really have the get-there ambition, and every one of them can be taken to heart and acted upon to advantage of both clerk and employer: Your salary comes out of the gross profits you make for your employer. Make more money for him and you will make more money for yourself. Study every customer and cultivate his acquaintance. It will you increase your sales. help Learn the name of each who comes into the store. customer Calling a person by name goes a long way towards breaking down that barrier of reserve which otherwise is so hard to get around. 3e glad to see people when they come in. It’s just as easy, and you'll feel better and so will they. Show goods to your customers as vou would to your friends. Get out anything and everything which you think will interest them. Help them make the and don’t get restless or impatient while the cus- tomer is deciding what to buy. It has spoiled many a sale. selections When you know a thing from “A to Z” you get enthusiasm and sin- cerity from your talk. Your argu- ment is convincing, and it is easy for sell goods. But it is hard work, and it is unpleasant, too, trying to sell something you don’t know anything about. you to Don’t argue with customers. Give them the benefit of your experience and advice, but don’t try to force up- on them goods they don’t want. Don’t make claims for your goods that you know the goods won't back up. The customer finds out the truth in the end, and few customers will let you have a second chance to give them the worst of it. Try to send every customer away satisfied. A satisfied customer is the kind that comes back. Don’t hide the “stickers” under the counter. Get them out and try to sell them. Often the proper display of an article means the difference be- tween “sellers” and “stickers.” Any one can sell new, well-adver- tised goods, but it takes a mighty good salesinan to keep the odds and ends and hard sellers cleaned up. Be a salesman, not a clerk. Learn to do things. Have a little initiative. Don’t always wait to be told. Look around and see what there is to do, and do it. That is the kind of man wko gets ahead nowadays. Don’t forget about the store the minute you get outside. Keep it in one corner of your mind all the time. You often have a chance to drop a hint among your friends about new things “down at the store.” It can’t do any harm and may make busi- ness. Get into the habit of doing these things. You know the way to get more money is to show your employ- er you are worth it—Pacific Drug Review. oe The Japanese Way. Some idea of how Japan will grad- ually but thoroughly reform affairs in Korea, making that ancient empire as thoroughly Japanese as any other portion of the Mikado’s dominions, can be had from a study of what that indefatigable race of little men has accomplished in Formosa, the island that was ceded to Japan by China at the close of the war between the two countries in 1894. Formosa, which is near the south coast of China, is not as large an is- land as Cuba, but it has over 4,000,- ooo inhabitants. The coast and low country is inhabited mainly by Chi- nese, but the mountainous interior is held by savage aborigines, who have not yet heen subdued. Under Japan- ese rule the cultivated land of the is- land has been made to yield abundant crops and large amounts of camphor are annualy exported. The towns have been greatly improved, good ports created and railroads built. To prevent the incursions of the savage mountaineers into the cultivated areas the Japanese have _ for maintained a strong guard around the district inhabited by the wild tribes, and they are mercilessly shot if they attempt to rush the cordon that is maintained. Having completely pacified and reconstructed the cultivated and civ- ilized portion of the island, the Jap- anese have turned their atten- tion to exterminating or subduing the wild aborigines. A great wire fence has been built around their mountain fastness and this fence is kept con- statly charged with a deadly current of electricity. This inclosure is be- ing gradually narrowed section by section, and the savages caught in the process are disarmed and gath- ered into reservations. When the process is complete the wild tribes will be either driven into the sea or completely subdued. The thorough and effective method being employed in Formosa is typi- cally Japanese, and it clearly fore- shadows what will be done in Korea, although conditions in the last-named country which do not bow to the in- some time now evitable are certain to be utterly crushed out. ike ee Moral paralysis often passes for patience. A Name That Protects You H B Hard Pans For Men and Boys Mean a whole lot when it comes right down to protecting you against inferior leathers and poor shoes. We simply want you and your customer's to know whos re- sponsible if anything goes wrong. doing business. That’s our way of Think what an exclusive agency for this line means to you in profits and protection. You can see the H B Hard Pan samples for a postal—send it in today. HEROLD-BERTSCH SHOE CO. Grand Rapids, Michigan Makers of the Famous Bertsch Shoe and H B Hard Pan Lines Cf TRADE MARK %}> 4 NS Benrec frace HOS! _ Change In The Price Of Rubbers The discount on rubbers is this day changed back to the January Ist, 1910, prices 15 and the 5 for prompt payment when due, instead of 6and5. Any goods sold and delivered at 6 and 5 will have a corresponding reduction. Tennis goods are the sameas April 11th, 1g1o, the prices they have been sold at this season. Send us your order for any additional goods you may need and they will have our prompt and careful attention. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. AHSHESHSAESEEEHEASHEA DEL AEAHES TASHSSHEESEEHEGEAAE PVPTPVST VIP POVPPTHVOTIVOH HS HVVH OVO SOOO PHOS VYSSH? Wy, ‘. Neaceeaeeeeeeeeeseeee MICHIGAN TRADESMAN October 5, 1910 EHIND tHe COUNTER: 5 Pow te SATURDAY NIGHT. garnicnts, she would set out to enjoy oo ithe A Hideous Nightmare To Merchants) and Clarks. : : oO ia few things that needed no special In the large cities where the Satur-| and there, meeting her friends and buying evening “shopping” here : : | care in selecting and could have been is an established| 3 : |purchased any time. To her the going feature, and early closing the rule in| from place to place was a recreation, all except holiday time, the merchants! but to the weary clerks it was any- and clerks know nothing of the trials|thing but rest. and tribulations of Saturday night as} 5° 'f every Christian womne would |have a real, vital Saturday night re- i\ligion there would be less Sabbath many | Z I know there are peo- day half-holiday experienced by workers in towns, vil- lages and small cities. Jn | desecration. places the terrible habit of making pJe who say the clerks would not go Saturday night the shopping time of! to church if they had the opportunity the week prevails and, as a result,/to sleep all day Saturday, but that is denominations lan-|not the point. Maybe some of them Country people and | Would not, but they should have the : 'chance to say whether they will or town people alike swarm the streets). noe . A : a : ~|will not. Just imagine that the girl until nearly midnight, leaving for their|) enind the counter is your daughter homes at last regardless, of the tired! or your sister or your intimate friend workers who must put goods in or-/ next Saturday night, when you aim- der, straighten up accounts, leave/lessly wander from store to store stores in some semblance of order) having goods pulled down that you and then go home to bathe and drop | never intend to buy, or really buying into restless slumber. Ts it any won-l/articles. It will enable you to see der that it is so hard to get clerks) how tired she is and how very hard and business men out to early serv-|it must be to be pleasant and cheery ices or Sunday school next morning?) when the weather is hot and her feet And if they do drag their weary/are tired and sore. And then think bodies to the church, is it any wonder) of the little delivery boys out on dark that they go through the services in| streets and back alleys a sleepy, listless manner? churches of all guish next day. delivering Iparcels that might have gone much Perhaps if only buying were done/earlier in the day, if only somebody the evil would not be so great, but}/had had enough grace and religion to men, women and children clog the|order early. Every magazine and stores to “visit and have a social | newspaper takes up the appeal to shop zood time. The clerks, tired from early at holiday time in order not to standing on aching feet all week.| destroy the Christmas spirit in the until the dress- hearts of clerks, but Christian women making, the canning, the preserving,| can ease the burdens of clerks all the the social affairs and domestic tribu-|year round. It is a must politely wait very common lations are all gone over, risking the, thing to go into the stores and gro- displeasure of the employer, and then|ceries early in the day, and find the perhaps hear the comforting news|employers and clerks standing about that the shopper was “just looking! waiting for customers, and it is a around.” But clerks are paid for wait-| well-known fact that one can get bet- ing upon people, some one is sure | ter service and better goods in the to say. That is true, but they are; meat and grocery line early in the just flesh and blood like other people|morning, but yet people linger until and get tired when Saturday night|late before ordering. comes, just as we all do. There are| It takes very little planning and women who call themselves good | very little foresight to make Saturday Christians who blandly argue that it/night shopping unnecessary. If any is no harder for the clerk to stand | woman feels the need of rest and behind the counter than for the shop-| recreation let her go for a walk, in- per to stand in front of it, but the | stead of clogging up the stores and similar at all. One|keeping the clerks until late. With a advanced that/friend she can enjoy a leisurely stroll argument was in the habit of dispos-|through streets that are not crowded, ing of her moderate amount of work | and really be refreshed after a day’s early on Saturday morning, the Sun-} work in the cases are not woman who always home. But nothing day dinner in that family always be-|should be allowed to keep the little ing eaten outside the house, and then! ones out of bed until ten or eleven she would enjoy a refreshing bath, ajat night. If the mother of the fam- long nap and a quiet period of read-j:ly can not or will not break off the ing or resting until supper time. Sup-| habit of shopping toward the mid- per was little more than a lunch, and|night hour on the last day of the comfortable| week, she should at least have some then, dressed in fresh, consideration for her little ones, and not drag them unwillingly through crowded streets and A well- known physicians said the habit that prevails in many small towns, of keeping babies up on Saturday night, and feeding them ice-cream soda, candy and peanuts, brings on many infantile disorders and makes the lit- stores. tle ones fretful and nervous. They should have their sleep on Saturday night just the same as other nights,' so if women have no regard for th. | clerks, they should at least have some | consideration for their own flesh and blood. And the best of it all is that one, influential, good-natured woman. who mcdestly states her views and enlists help in her cause, can be the means of discouraging a dozen or more of her friends from shopping on Satur- day night, and in a very short time the movement will spread so that the tired workers will at least be con- vinced that there are many women who really care for their physical and spiritual well-being. There are weary, discouraged mortals in every town and small city who have not been able to see Christ in the people who profess to be his followers, and if so little a thing as keeping out of the stores on Saturday night will help convince them, surely every woman who calls herself a Christian can ar- range so to do. Instead of making the last night in the week a source of weariness to others, we had _ better go back to the old custom that made it a time of preparation for the Sab- bath, when everything in the home was peaceful and orderly, and the “day of all the week the best” was ushered in in calm and_ restfulness. Of course the stores will not be en- abled to close early the next week, but in time the little leaven will leaven the whole lump, and mer- chants and their helpers will be en- abled to enjoy the Sunday morning services, because Christian men and women, especially the latter, had a Saturday night religion as well as a Sunday one.—Hilda Richmond in Pittsburg Christian Advocate. Acorn Brass Mig. Co. Chicago Makes Gasoline Lighting Systems and Everything of Metal Established in 1873 Best Equipped Firm in the State Steam and Water Heating Iron Pipe Fittings and Brass Goods Electrical and Gas Fixtures Galvanized Iron Work The Weatherly Co. 18 Pearl St. Grand Rapids, Mich. Columbia Batteries, Spark Plugs Gas Engine Accessories and Electrical Toys C. J. LITSCHER ELECTRIC CO. Grand Rapids, Mich. Mica Axle Grease Reduces friction to a minimum. It saves wear and tear of wagon and harness. It saves horse en- ergy. Itincreases horse power. Put up in 1 and 3 Ib. tin boxes, 10, I5 and 25 lb. buckets and kegs, half barrels and barrels. Hand Separator Oil Is free from gum and is anti- rust and anti-corrosive. Put up in 4, 1 and 5 gallon cans. STANDARD OIL CO. Grand Rapids, Mich. This is the special brand put “OUR TRAVELERS” Clark=-Weaver Co. on all goods guaranteed by 224 SS 3322222233 SS A Wholesale Hardware 5 Grand Rapids, Michigan Wes S =_, WS Ant = - Ss SSN ees S SSSSjnxQ Reo N =“SscS7y “SG A ws Oia sg SIQ8n — “ey a / 6) 0) «ety, ah WN = % auth Yy ag ey 4 yy Gy, ae J fill > * FOSTER, STEVENS & CO. Exclusive Agents for M chigan. SSS) Si! oeey, a} ICK CLEAN SAFE. SNe STN Ds) wl aa ON Sabatier i D INU ( SSS Grand Rapids, Mich. Write for Catalog. a 4 “4 ay BNE 4 = 4 October 5, 1910 MICHIGAN TRADESMAN ot Merchants Sell Service as Well as the Goods. There is something more to mer- chandising than merely handing out goods over the counter. That some- thing else is personal service to the customer. As stated by the Sheldor. School “Business men are coming to see more and more that their busi- ness is not merely the selling of goods but selling of service That is, the business man is becoming an ad- visory along the line which he is representing, just the same as the attorney plays the role of an advisor or counselor.” The merchant who feels and displays an interest in ‘his customers—who by suggestion or otherwise recommends certain goods which he knows have intrinsic value—who makes custom- ers fell that it is a pleasant duty to serve them and who gets their confi- dence—will dare charge a fair compen- sation for this service beyond that which a less attentive competitor gets. All merchants ought to be in the position where they are at liberty to suggest and recommend goods for customers, and should strive to gain their implicit confidence. The mer- chant orsalesman of this class, work- ing on such a plan, thus may have full play for his knowledge of the goods he is selling. A salesman is not a first class salesman unless he can obtain a fair profit on a very large proportion of the goods the sells, and unless he gives more than just the ordinary salesman gives in the way of good service ‘he can not get the profit. We have heard of instances where one merchant in a town would get five, ten or fifteen cents more for extra the same article than would another merchant, and yet ‘he was able to sell just as many goods. Pleasing personality, care of customers, and service, in these cases was worth the extra pennies his customers paid him. There are many ways in which the service merchants give their custom- ers may be improved, and every im- provement will bring new customers, for people will come to the store whose service is most nearly ideal. The telephone, the correspondence, the deliveries and the window dis- plays are all factors to watch. Some institutions depend largely on build- ing business through the telephone service and a soft, cultured voice, with polite, courteous attention to customers, is a wonderful force when applied to this branch of the business. Deliveries should be looked after carefully, as there is nothing quite so exasperating as to have pledges of prompt delivery service unfulfilled. Neat packages also come under satis- factory seryice and tend to make a favorable impression. The merchant who can incorporate all or as many as possible, of the qualities of good service, will surely reap his reward in large profits and many friends. — National Hardware Bulletin. ——_-~2-2--____ Window Cards Increase Sales. The art of sign and card writing is not a difficult one to master if the beginner will just keep at it. Many times the dealer or clerk in the store becomes discouraged because he does not become a finished artist at once. A great many dealers make but a very poor attempt; while some, be- cause of their deficiency in penman- ship, and through the lack of prop- er instruction, cease their practice at an early stage and give way to fail- ure. Some of the best card writers are very poor penmen, and those dealers and clerks have good show card writers have all had their beginning. are but trials. Only time and patience lead to perfection. If you wish to become a good card writer bear this in mind. Practice and perseverance are the golden rules by which you can suc- ceed. The card writer should remember that a clean cut, distinct impression is best conveyed by short words and short sentences. The old, tried and constantly used words, the common words, are the best, because they convey your meaning plainly to the masses, and the masses are any deal- ers principal customers. Originality alone does not amount to so much on a window card as is generally sup- posed. Certainly it is but secondary to clearness, brevity and naturalness. Give imagination full swing. That is what counts. A vivid imagination sees mauy ways of stating facts, yet always adhering to the truth. This combined with a wide vocabulary, can astonish the people who look at the window, at the many different ways of expressing the same idea. Force in writing, as in speaking, is always essential. Therefore, give force to your expression. However, try to be graceful at the same time. An attractive display card will ac- complish as much in proportion to the number of people who read it as any other form of advertising the merchant may use. In many cases it accomplishes more, because it appeals to the busy people. A busy man or woman can be reached more quickly by a window card than in any other way. who become All beginnings The fact is that no person can resist looking at an attractive window card. It catches all the people as they come and go. Descriptive and explanatory win- dow show cards form a great ad- vertising medium for drawing pros- pective buyers into a store. Many customers can be gained by window cards as a reinforcement to news- paper advartising. ‘This is the prin- cipal reason window cards are neces- sary to make sales. The window dis- plays that make everything clear, as to the uses and price of an article, will bring the most trade. Window show card publicity is an important part of selling, and every dealer should give it serious study. —Brains. ———_+ +. Lure of the Catch Pkrase. An agency or a manufacturer fre- quently pays $100 for a name ora catch phrase. But the two most widely advertised and _— successful names, Sapolio and Uneeda, were in- vented in the company’s offices. Com- petitions for them with $100 offered as the prize used to be very frequent, but with the steady decrease of word juggling in the business they have practically gone out. Sometimes the | suggestive of idiocy and is more like- advertiser offers a well-known writer|ly to estrange than seduce the dis- or humorist a goodly sum for a halt | crimipating buyer, who is conscious doze: pat words. “See that hump’ is|that he rarely assumes one even im one of the oldest catch phrases, but| the face of the perfect cereal or col- it is rapidly becoming only a legend.|lar button or stove polish or saiety for the firm which originated it—|razor. Wh:t has turned out to though once disbursing $106,000 a!probably the best catch phrase ever year in advertising—is no lorger on|invented has not the slightest trace the list of advertisers. ‘Thejof cleverness or humor. It was the clever idea stuff, like Sunny Jim and | product of an accidental circumstance Spotless Town, is nownere near as | seized upon by a quick brain. One popular as it used t» be, probably be-}day an employe in a Cincinnati soap cause it wes not found to be partrcu-|firm beat a batch of soap too long larly pro‘itable. Advertising, indeed,|and appeared to spoil the whole boil- has soberer with age andjing. It turned white and it floated. rarely now ts a subway or street car| There was a man in the firm who journey enlivened by mere cleverness. | thought that white soap which float- The Campbell Kid as the embodi-|ed might prove very attractive in the ment of sheer joy is of a vanishing | region watered by the muddy Mis- 1ace. “Cut out all foolishness,” is the|sissippi and its branches. He re- word in more than one agency. Even christened the soap “Ivory,” overbeat the smile that won’t come off is nojevery batch, and “it floats” has doubt- longer considered happy advertising; | less been responsible for tremendous for psychology or imagination or | sales. something else which shapes the pol-| icy of advertisement nowadays insinvated that a permanent smile is 1 v< “live” grown Algernon Tassin. ee ae The wise know better than to try to live on the spice of life alone. has | “ As the sturdy oak grows—slow and sure—with its roots deep seated, prepared for storm or drought—so the house of BROWN & SEHLER Co has grown. Every year a little bigger than the one before—every month a little larger than the corresponding month of the preceding year (nothing phenomenal)— just the old customers retained and new ones added. For more than twenty-five years we have forged steadily ahead and we feel our success in large measure is due to two main facts: First: That we are fair to our business. Second: That we give to our customers a service that money cannot buy—a service based on these years of uninterrupted study of our particular line of work. —_ _ If you are not one of our several thousand customers whom we annually sell and want to get in among the prosperous, just ask our representative about it when he comes to your town on the Trade Extension Excursion. He'll make it interesting for you. Brown & Sehler Co. Grand Rapids, Mich. Your Waste In the Way Something to Make Every Pound of Your Waste Paper Bring You Good Dollars The Handy Press For bailing all kinds of waste Waste Paper Hides and Leather Rags, Rubber Metals Increases the profit of the merchant from the day it is introduced. Two sizes. Price, $35 and $45f. 0. b. Grand Rapids. Send for illustrated catalogue. Handy Press Co. 251-263 So. Ionia St. Grand Rapids, Mich. 38 MICHIGAN TRADESMAN October 5, 1910 MEDICAL DISPENSING. Reasons Why It Should Not Be Re- sorted To.* we received a letter ohysician who is also a phar- business both in a small He had thought favora- bly of joining our Association until he read, as nearly as we could judge, the address of Geo. P. Engelhard on Medical Dispensing, delivered at our last meeting. Mr. Engelhard’s on this subject are rather radical and take a blunt method of illustration Evidently our mutual broth- ht that this war Not from a macist, long ago doing as town views at times. er thous going to Association was wage on the medical and endeavor to wrest from them some of their rights. We as he does that a number of things to con- this subject and that changes that ead can be made in a moment. And how- profession appreciate as keenly there are sider in in a practice is wit not, ever muc fe 1espt ns h some pharmacists may feel that medical dispensing is an encroach- ment on their rights, and however surely some physicians may believe in their divine right to dispense any- thing they may see fit, without let or hindrance, we must get to the prin- ciple that both physicians and phar- macists are special creatures of the law and that their privileges end at just that point ee they cease to serve the best interests of the whole people. The diagnosis and treatment of dis- ease has been delegated by the law- makers to a set of men who have shown a certain amount of knowl- edge and skill of the subjects per- taining thereto, and the compounding and sale of medicines and poisons has delegated to another set, who have shown a certain amount of skill been in that line on the theory that it is best for the health of the people that these things should be done only by those skilled in these lines. The sphere of privileged, ers these two specially protected work- some dissatis- specially rarl- Aa overlap and Both causes faction. physicians and pharma- less, to the professions. influ- chosen their their through of increase ence privileges So far as are able to see with- prejudice we wish to present our we out argument on this question on the bas- is of service to the people. There is no doubt that the reason for the in- terest of the pharmacist in this sub- ject from the selfish gain to be made by a change in the practice. springs If, however, the change advocated hy the pharmacists for the benefit of the people it should be made. It is rare that progress is made in any line until it becomes to some one’s selfish interest to push that work, and it is not likely that the practice of medical self dispensing will drop off much until the pharmacist through his self interest convinces either the medical profession or the public that there is a large element of dan- ish ger and bad service. We do not believe that it would be possible nor right to absolutely prohibit dispensing by physicians; but *Paper read by H.R. MeDonaild. Secretary Michigan Retail Druggists’ Association, before Michigan State Medical Society. : ie jthat part of the work. cists have gone into politics, more or} as the practice exists there is almost lion is that the doctor is out his time ban. almost no limit to which the medical dispenser may go, and in case of a mistake or criminality there are so many loopholes in the law that it is almost impractical to hold the dispensing doctor responsi- ble. no The pharmacy law restricts the sale of medicines and poisons and the compounding of physicians’ prescrip- tions to pharmacists except “that practitioners of medicine not the pro- prietors of drug stores may dispense such things as they deem proper for the use of their patients.” The phar- macist in disposing of poisons must register the sale; in dispensing pre- scriptions he keeps a record. The doctor under no restrictions at all, and should he, through error, the death of a patient he is the first party called and has all possible chance to cover up his mistake. In such a mistake on the part of a phar- macist there is little chance for him to side step the responsibility. is cause The law is supposed to protect the people, but in this case it gives the greatest latitude to the party least skilled in the particular line of work involved. Clearly this is not con- sistent. There is only one logical defense of the practice of dispensing by phy- sicians, and that would be the ability to give the patients better service. And here is the condition under which the work is done in the office of the average doctor: The dispensary con- sists usually of one small room which contains in stock of medicines and apparatus for compounding and dis- pensing less than- $150 worth. Com- pared with the stock and tools per- taining to the prescription part of a drug store doing a prescription busi- ness this is less than Io per cent. of the value, and in the prescription room of the drug store we find a man who makes a business of dis- pensing and who takes a pride in the work. It is undoubtedly true that the average dispensing doctor detests And how can it be otherwise? It is not the work for which he has trained himself and he can not devote much time to it if he is to keep up with the end of the work for which he is fitted. If he is to make careful examination of the patients who come to his office, call upon the others, to perform an operation occasionally, to read and keep himself in up to date condition he thas little time nor inclination to study how this mixture could be best dispensed nor to ascertain the quality of that tablet. to Due to the conditions under which doctors dispense they usually fail to appreciate the real help that a com- petent pharmacist and a well stock- ed drug store would be to them and their patients. The greatest obstacle in the way of many physicians writ- ing prescriptions the influence of the representatives of the supply houses. These men argue that it is a money maker. A comparison of the physicians in a community where prescription writing is the practice and one where the doctors dispense will soon reveal the fallacy of that argument. In fact, the real condi- is and in many cases the money that the medicine cost him. One of the very worst features of the dispens- ing practice is the fact well known to pharmacists and to reliable manu- facturers, that the dispensing physi- cian, on the average, uses goods that are not high grade. On this question we wish to quote part of an article by Dr. Jas. H. Beal on “Why Doc- tors Dispense Poor Drugs:” “At the request of the State Food and Drug Department the writer sev- eral years ago made a survey ex- tending over several months into the condition and quality of drugs and medicines in Ohio, and candor com- pels the admission that some of the poorest drugs found anywhere were discovered in the offices of dispensing physicians, especially those located in small towns and rural communities. “The results of this investigation have been repeatedly confirmed by drug inspectors in Ohio and else- where, and can be confirmed by any- one who has the requisite technical knowledge and will take the trouble to look into the matter. “I would not be understood as in- timating that such conditions prevail universally in the offices of dispens- ing physicians, for such a_ charge would-be monstrously unjust. I glad- ly bear testimony that in many offices there is abundant evidence that qual- ity alone is considered in the pur- chase of supplies, and that if any de- fective drugs are found it is due to the lack of technical knowledge that would have enabled the physician to detect the fault. That the physician’s knowledge in this particular should be defective is not to be wondered at when we reflect that in a regular medical course, even in the best of colleges, the amount of study put upon drugs themselves their botanical and chemical origin, mode of manufac- ture and physical qualities, preserva- tion and testing—would probably be less than the equivalent of three or four weeks of the work required of a student of pharmacy. “In fact, the modern medical course based upon the theory that the physician’s supply of medicinal agents will come from those specially skilled in the art of their preparation and consequently the medical curriculum deals with the subject of pharmacy to a very limited extent. The tendency is still more in this direction and is some colleges are considering the ad- . “ds . ' visability of dropping even the pres-! ent merely nominal course of phar- maceutical instruction. “The ignorance of the physical and pharmaceutical character of drugs and medicines makes the physician an easy victim to the salesman with ‘bar- gains.’ “Attracted by the bait of cheap prices the physician loads up his shelves with the inferior and not in- frequently worthless goods, and once there he uses them. If his patients recover the medicine receives the credit; if they die the disease is blamed. “The Ohio inspectors have found physicians using tablets of Codeine costing less with other ingredients, The Diamond Match Company PRICE LIST BIRD’S-EYE. Safety Heads. Protected Tips. 5 size—s boxes in package, 20 packages incase, per PRASC 20 OE. 10t6 ee ee $3.35 Lesser quantities........ -- $3.50 BLACK DIAIOND. 5 size—s boxesin package, 20 packages in case, per CHS€ 20 Of. 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Lesser qnuanuHes.. ook 3 size—In slide box, 1 doz. in —s 44 boxes. in gr. case, in 20 gr. lots.. eo 2. qlesser Quamtities,. ..-...-<0....05.--.-+.. 22. $2. 55 SEARCH-LIGHT PARLOR [IATCH. 5 size—In slide box, 1 doz in package, 12 packages ins pT Case, in 20 pr. lots...) go, cpesser quantities. .....-. 5... so... es eee $4. 50 UNCLE SAM. 2 size—Parlor Matches, handsome box and package; red, white and blue heads, 3 boxes in flat pack- ages, 100 packages(300 boxes)in 4 1-6 gr, case, per case im 20 er. lots. ..........:......... $3.35 Messer quantities, (2..........5.....-.- 2.2.26 $3.60 SAFETY MATCHES. Light only on box. Red Top Safety—o size—1 doz. boxes in package 60 packages (720 boxes) in 5 gr. case, ap case in 20 oa lots fo [Pecweg cute) ai 2-75 Aluminum Safety, Aluminum Size—1 doz, boxes in packaye, 60 packages(720 ne in 5 gr. case, per case in 20 gr. lots ........ POSGCT GUATINES) os ie oot ca cess $2. 00 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 October 5, 1910 MICHIGAN TRADESMAN 3Yu than the wholesale price of the Co- deine alone, Elixir of Pepsin at $1 per gallon and alleged Syrup of White Pine Compound billed at 50 cents per gallon. “Qne of the Ohio inspectors re- ports that some physicians habitually make out lists of articles wanted and submit them to different houses for bids, the order going to the house that makes the lowest price. In one case the order went to a department store, which it seemed was able to underbid even the supply houses. “Personally I have met pharma- ceutical travelers who regularly car- ried two grades of Elixir Pepsin, and others commonly used pharmaceuti- cals offered to physicians and a more expensive grade designed for the use of druggists in prescription work. When reproached for this inconsis- tency they replied that there are many physicians who absolutely re- fuse to pay the price of the better article and they must either sell the cheaper one or lose the order. “Again the fact that the physician is commonly unable to distinguish between the good and the bad in pharmaceuticals leads, with the best of motives, to select an inferior ar- ticle. “For example, I have known a phy- sician to dilate upon the rich, dark color of a fluidextract of a highly resinous drug as indicating its supe- tiority to the thin, light colored prep- aration of another manufacture. Nat- urally he was surprised to learn that the oue preparation was thick and dark colored because it had been made with a menstrum composed mainly of water, which extracted practically everything except the val- uable constituents, while the light colored liquid had been made with expensive alcohol, which extracted the resinous material and left of the inert matter behind.” Time is money and. the physician who is putting up medicine, unless time is heavy on his hands, is losing money. most Pharmacy is a profession but the druggist is a merchant. Physicians are supposed to be professional men strictly, but where they sell medicine they cease to be, and yet they can scarcely be called merchants. They really become peddlers of medicine. There is quite an amount of this done in Michigan. For instance, only a short time’ ago a doctor and a drug- gist were standing talking in the store when a man came in and said, “Say, Doc., I want ten cents’ worth of those headache tablets.” The doc- tor went over to his office and put up the tablets and canfe back to the store. Many doctors sell headache tablets, cathartic pills, castor oil, and even fountain syringes, Sal Hepatica, and such. Now, this practice is ille- gal. The doctor has no more right to sell medicine under the law than the grocer. We believe that this practice should be strongly discoun- tenanced by this society. On the other hand, when this sub- ject is discussed there are counter charges brought against the phar- macist, the chief ones being that they substitute and counter prescribe. We have no defense to offer for these things. The druggist who practices real substitution is a criminal, a thief. There is occasionally a criminal in all classes of workers; but the argument has always seemed to me a rather peculiar one to be used as a reason for a doctor to dispense. Of physi- cal necessity the dispensing doctor must substitute what he has for what his judgment dictates is best adapted to the case. There are a few druggists who seem to think that they are compe- tent to practice medicine, and so the charge of counter. prescribing 1s against us. The number is small and constantly growing smaller. It is not countenanced by good pharmacists, and you will find upon the records of all pharmaceutical associations reso- lutions condemning the practice of counter prescribing. And further the physician has the remedy at hand. The practice is illegal. Again some physicians say that when they prescribe their prescrip- tions are peddled. It is true that is done to some extent, but it does but little harm to the doctor’s pocket- book, if any. And the remedy is in his own hands. He can at any time order his prescriptions “non-repeat.” And in any community where pre- scription writing is the practice the druggists will go out of their way to assist the doctors to eliminate this peddling. The most important work perform- ed by a pharmacist is the dispensing of physicians’ prescriptions. It is, then, chiefly in preparation for this work that the State of Michigan says that he shall have four years’ exDe- rience, or two years’ college training and two years’ experience before he shall be permitted to take this re- sponsibility. And it is anticipated that in a few years the college train- ing will be compulsory. It is prob- able that over half the prescriptions of Michigan doctors are dispensed by the doctors themselves. Now, eith- er the pharmacy law is wrong or this practice of medical dispensing is wrong, either the skill required of the pharmacist is unnecessary or the doctor is not up to standard. If it is not up to standard it is degrading to the profession and should be discon- tinued. In practically all the European countries medical dispensing is pro- hibited by statute. In England the practice is declared unethical by the medical profession, and we believe that it should be so declared in Mich- igan. We do not believe at the pres- ent time, as some have advocated, that the law should be invoked in this matter, but if we have shown that the practice does not obtain the best results for the profession, and for the people, that this Association should call upon its members. to break way, that dispensing should be resorted to only for the emergency and where a pharmacist is not avail- able. frequently —_>-~->—____ We have no right to condemn the vicious as long as we make the path of virtue so hard. —_$_»--__ We easily lose more through daily indifference than death can take from us at the end. Michigan, Ohio And Indiana Merchants have money to pay for They have customers with as what they want. great a purchasing power per capita as any other state. Are you getting all the business you want? The Tradesman can ‘‘put you next” to more pos- sible buyers than any other medium published. The dealers of Michigan, Ohio and Indiana Have The Money and they are willing to spend it. If you want it, put your advertisement in the Tradesman and tell your story. Ifitisa good one and your goods have merit, our sub- scribers are ready to buy. We can not sell your goods, but we can intro- duce you to our people, then it is up to you. We Use the Tradesman, use it right, can help you. and you can not fall Give down on results. us a chance. ee MICHIGAN TRADESMAN October 5, 1910 KEY-NOTE ADVERISING. Modern Advertisement Not Merely a Stock List. Written for the Tradesman. The days of are nearly over. slovenly advertising The merchant who fair returns on the money invested in publicity either takes plenty of time to write his own ad- vertising matter or employs an ex- pert to do that important work for him. demands Even the grouches who contended for years that advertising was just “a graft” are now fighting for- desirable space in the newspapers and maga- Also the men who used to urge that if no one advertised at all there would be no need of spending any publicity money, are making yearly contracts. zines. The men who thought advertising a graft were finally convinced by the men in the business that if advertising were a sort of black- mail the wisest business men in the taken in by it after year and thrive under the system. The men who thought that if no one else advertised they would not be obliged to, saw that people were attracted by well-written and bought articles never have thought of a store and asking for if their need of the same had not been shown by cunning publicity. high-class world wouldn't be year advertisements they going to would Now that autumn advertising is in full swing ought to see that they get value for the money they spend. They should understand, right at the beginning, that it costs more to take care of a good-sized newspaper space than it does to se- cure the space. Of course it not cost as much in money to pro cure the right kind of copy, but it wil cost in time and thought. A man who will pay $25 for space in a publica- tion and then spend only half an hour making the copy for it ought to have a guardian. merchants may Not long ago a solicitor for a well- known standard publication went into a store and took a contract for page of space for four Sundays. While the solicitor stood by the desk talking with the merchant the latter called a young clerk to his side and handed him a copy of the advertis- ing contract he had just signed. “File that away,” he said, “and sup- ply the copy.” “Why do you trust your advertise- ment writing to such a boy as that?” asked the solicitor. “He is new in the store, knows very little about the stock, and probably knows less about using the English language in an ef- fective manner. You ought to put the best man you have at that adver- tisement work.” “T have to keep that boy on the payrol] for family reasons,’ smiled the merchant, “and he is no good at all, so T let him keep track of my papers and contracts, read the head- lines of the newspapers and keep me posted on the news and write the al- vertisements. There is nothing of ac- count that he can do.” “You have just agreed to pay me $250 for space,” said the solicitor, angrily “and you are going to let that boy—admittedly good for noth- ing—fill it for you!” “Oh, what he writes will keep the store before the public. That is all any advertising does,” said the merchant. The solicitor took the contract from his pocket and laid it on the merchant’s desk, much to the sur- prise of the latter, for it had taken a lot of talking to get the signature he was now giving up. “What's up?’ the merchant asked. “l’m surrendering the contract,” was the reply. “It wouldnt pay me to take it.” “Why not? You were mighty anx- ious to get it, just a few moments ago. What’s come over you?” “Your advertising would do you no good,’ was the reply. “You would me $250 at the termination of the contract, but you would always feel that you had been cheated out of your money.” “I’m taking my own chances on that,” said the merchant, pushing the contract back to the solicitor. “Yes, you are taking your own chances,’ was the reply, “but you would go about among your business acquaintances saying that you got inadequate returns for money spent with us. It would not pay me to take the contract, if you are going to fill the space with cheap copy. We would lose more patrons’ through your grumbling than all your money could make up for.” pay “Write the advertising copy your- self, then,” said the merchant. “I can’t,’ was the reply. “Haven't got the time. There’s three days’ work on each page and there are four of them. I can’t give you two weeks of my time. There’s your contract.” Later the merchant employed an expert and soon got out of the grum- bler’s row, of which he had long been a shining light. The best advertising writer is the man who best express- es himself. It is generally under- stood now that prices must be given in order to gain results, so there is little use in talking about that. The advertisement writer who gives the best service is the man whose sentences dwell longest in the mind. The good advertisement writ- er must sound the key-note of the selling campaign. He must supply a slogan which will be passed on from a Satisfied customer to a consumer who has yet to buy. In politics the key-note speech is the thing. It sup- plies a cue for spell-binders and gives the assemblage at the corner gro- cery something to discuss. Key-note advertising is going to be the thing from now on. When Charles W. Post began ad- vertising his Postum-Cereal he struck a slogan which was worth a million to him. I don’t think he pushed it hard enough, but he used it on some of his printing. “It makes Red Blood.” That was all there was of it, but it was enough. People want red blood. They know that it means health, prosperity, capability of en- joyment. Anything that will make red blood will not lack purchasers. Mr. Post should have strung those words in red letters all over the coun- try. People would have discovered what it was that made red blood. Trust them for that. Those words, “It makes Red Blood,” came into the minds of mil- lions of people every time they thought of | Postum-Cereal. That phrase had more to do with the ex- traordinary success of Mr. Post’s venture than any other one, or all the others combined. I don’t know whether Mr. Post would believe this or not, but it is a fact. I have heard hundreds of people repeating it in connection with ‘this admirable substi- tute for coffee Jong after the words were out of his advertising. Another slogan used by Mr. Post— it is said that he writes most of his own advertising—made such a _ hit with the public that artists have made cartoons from it and editors and ora- tors and preachers have used _ the words effectively in all lines of thought and argument. “There’s Do you ever see the words that you do not think of Grapenuts? Hun- dreds of imitators have used them in connection with their own goods, but they lose the benefit of the phrase because the mind of the reader goes back to Grapenuts. This is key-note advertising of the ‘highest class. “Tt Makes Red Blood” and “There’s a Reason” signs ought to be in every grocery where the Post products are kept for sale. (Suggestion rates, please!) They would help the grocer sell the goods. This is not an ad- vertisement for Mr. Charles W. Post, but an illustration of key-note adver- tising. Merchants everywhere ought to dig down into their brain-cells and see what they can produce in the way of sentences calculated to take a grip on the minds of possible buyers. a Reason.” Another good illustration of key- note advertising is found in W. K. Kellogg’s slogan which goes forth with Toasted Corn Flakes. It is neat and pretty and the man who invent- ed it is a genius. “The Sweetheart of the Corn.” There you are! That telis the story. Toasted Corn Flakes are made from the sweet heart of the corn, and the play on words reminds every possible purchaser of the fact. There is a picture of a sweet-faced girl and an armful of cornstalks in the picture which goes with the phrase, but the words form the win- ning factor. One never sees a pack- age of Toasted Corn Flakes or reads an advertisement boosting the prod- uct without thinking of “The Sweet- heart of the Corn.” The sentence tells him everything the makers claim for the food—that it is made of the sweet heart of the corn. That is the point. The hard shell has been ripped off and the sweet meat in the center utilized. It is a mighty good slogan and ought to be used more. Lately some of the firm’s advertising has not contained the pretty girl and the words, but this is a mistake. They ought to be on everything that goes out of the factory, unless something better is invented, and it will not be easy to get anything half as good. Another bit of effective key-note advertising is issued by the Kalama- zoo Stove Company. “A Kalamazoo Direct to You.” It tells the story of the elimination of the middleman and his profits. Can you imagine a sen- tence of five words which would tell that long story better? Key-note advertising is coming in and old methods -are going out, and merchants who want to reap. the highest possible rewards from their publicity departments must be willing to pay about as much for the prepara- tion of the copy as they paid for its first production. Alfred B. Tozer. —_—_»-2-e She Wanted the Credit. rreedom of the will is a doctrine which childreii can understand and appreciate. The little girl in this story was not willing to have all her naughty ingenuity ascribed to super- natural sources. ‘Tt was Satan,’ said a mother to one of her children “who put it into your head to pull Elsie’s hair.” ‘Perhaps it was,” replied the little girl, “but kicking her shins was my own idea.” Hotel Cody Grand Rapids, Mich. A. B. GARDNER, Mgr. Many improvements have been made in this popular hotel. Hot and cold water have been put in all the rooms. Twenty new rooms have been added, many with private bath. The lobby has been enlarged and beautified, and the dining room moved to the ground floor. The rates remain the same—$2.00, $2.50 and $300. American plan. All meals 50c. The Breslin Absolutely Fireproof Broadway, Corner of 29th Street Most convenient hotel to all Subways and Depots. Rooms $1.50 per day and upwards with use of baths. Rooms $2.50 per.day and upwards with private bath. Best Restaurant in New York City with Club Breakfast and the world famous “CAFE ELYSEE”’ NEW YORK The Handshake If you have ever noticed any difference between one handshake and an- other you’ll understand the reason why so many travelers prefer the Hotel Livingston Grand Rapids October 5, 1910 New Field For Auto Makers. Of the making of automobiles there seems no end, to paraphrase the wise man’s saying anent books, but the auto factories are already beginning to cast their eyes longingly toward the skies. There are no present in- dications that the American public is beginning to tire of the gasoline wagons, though there is a tendency to look upon them more and more irom the utilitarian viewpoint. The wise man doesn’t wait until the end of a fad has arrived before looking about for a new way to utilize the old desire for novelty. That, per- haps, is the reason why the _ wise automobile makers are beginning to dream about building airships. The airship craze is growing so rapidly, with a hopeful inventor in every other city block busily engaged upon the construction of a “plane” that will startle the world, that it may not be long before there will be a commercial model discovered. The result will be a big, sudden demand for planes. One extensive automo- bile factory in the West has already begun making plans for turning out airships. A number of makers in Europe have manufacture of airships. The transformation of a part of a well equipped motor car plant into an aeroplane factory can be _ brought about quickly and with little expense. The merely mechanical part of air- ship making isn’t much. It is the manner in which the parts are fas- tened together, the quality of the en- gine, and the inteligence of the op- erator that make an earth-man into a full fledged bird-man. But when the eygine in an airship can stop run- fine ata distance of more than a mile from the earth and the aviator drop down that 8,000 feet without in- juring himself or damaging his ma- chine it would seem that the day of the airship was really upon us. Mak- ing automobiles is profitable—but it is not so profitable as will be the making of airships in the first few years after people realize they can fly without killing themselves. automobile started the ——— The Boys Behind the Counter. Kalamazoo —- Dick Romine, for many years with the Bruen Dry Goods Co., has taken a position with W. W. Olin & Son. Cheboygan—E. A. Jones, of De- troit, is the new pharmacist at the drug store of C. A. Thomas. Sparta—Sherre Ballard has taken a position in M. N. Ballard’s furniture and china store. Allegan—Orlo McGeath will leave the Grang« store Saturday and will start in business with Ed. Messinger. Fremont—Nelson Farlin has taken a position in Ed. Jacklin’s market. Conklin—F. W. Hamilton, of Mari- on, and a graduate of the University of Michigan, is the new drug clerk at the Conklin drtig store. Greenville—Miss Anna Olsen, who has been with the New York Racket store the past three years, is now connected with the Greenville Dry Goods Co. Grand Lcedge—A. C. Baldwin has resigned his position at A. B. Schu- maker's store, having other business MICHIGAN TRADESMAN in view. Charles Aldrich, of Port- Jand. is now clerking at the Schu- maker store and will soon move hi family here from Portland. Grand HWaven—Milton G._ Gill, formerly for twelve years with the La Salle & Kech Co., Toledo, in the carpet and draperies and_ furniture department, has accepted a position with the Addison Co., Ltd. Mr. Ad- dison engaged him to take charge of his carpet and drapery department. —_—_~»~+.—- Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, Oct. 5—Creamery, fresh, 27@30%c; dairy, fresh, 23@28c; poor to common, 21@22c. Eggs—Strictly fresh 30c; at mark, 25@27c. Live Poultry — Fowls, 13@15¢; chickens, 14@16c; ducks, 14@15c; old cocks, IIc; geese, Io@t2c; turkeys, I5@I17c. Dressed Poultry—Iced fowls, 14@ Isc; iced old cocks, 12c; chickens, 15 @t6c, Beans—Pea, hand-picked, $2.65; red kidney, hand-picked, $3; white kid- ney, hand-picked, $2.75@3; marrow, $3.15@3.25; medium, hand-picked, $2.7 $3.15@3.25; Medium, hand-picked, $2.75. Potatoes—New, 45@50c per bu. Rea & Witzig. oo New Bank At Custer. Custer. Mct. 4—Arrangements have been practically completed for the establishment of a bank at_ this place. The new institution will be a private bank and will be located in the new Israel Fisher building, a con- crete structure erected the past year. It will be financed by persons con- nected with the State Bank at Lud- ington. Furniture and fixtures have heen ordered it will open its doors as soon after these arrive as may conveniently be done. The Grand Rapids Safe Co. was the low- est bidder on the safe equipment and secured the order. —_—_o + >—__. Provisions—Hams, bellies and ba- con are unchanged. There has been a slight falling off in the consump- tive demand, as usual at this season, and conditions are barely steady. If there is any change it will probably be a slight decline. Pure lard is firm and stocks are light. Compound lard, owing to a decline in cotton- seed oil, is dull at about ™%4c decline. There may be further declines. The demand is fair. Dried beef, barrel pork and canned meats are in season- able demand at unchanged: prices, with the exception of an advance by some packers of Ioc a dozen in No. 1 corned beef. candled, 27@ and ——___.2 sa —___—_—_ Salt Fish—Cod, hake and haddock are quiet as yet on the before quot- ed basis. The demand for Norway mackerel has been very good, owing to the comparatively low prices— ahout $2 per barrel below last year. Irish mackerel have been ruling rela- tively high—too high in comparison with Norways—but show some dis- position now to weaken. Shore mack- erel, owing to very poor catch, are practically out of it. Women usually make up in words what they lack in argument. The Drummer. Drummers seldom pray much, pay their bills—usually hate shams, dodge touches, have warm hearts, quick wits, much nerve and more courage, but are born scoffers. They have good memories, much humor and a fund of stories limited only by time. They can preach a sermon, lead in prayer, time a horse race, umpire a ball game, make a stump speech and ‘have an epinion upon every known subject from prize fights to the nebular hy- pothesis. —- Commercial Travelers Magazine. > + ____ In the Judicial Repair Shop. “What's the charge against these two men?” enquired the police jus- tice. “They were havin’ a quarrel over a busted auto tire, your honor,” an- swered the officer. “Well, we'll Iet them patch it up themselves,” said his honor, with a slight closing of his left eye. “Call the next case.” i Saginaw—In the opinon of F. R. Hathaway, of the Michigan Company, Michigan will soon be the leading sugar beet State in the Union. Last year Colorado was first, but Michigan beets are much higher sugar percentage than those in the Western State. In the average price per ton was $6. The percentage has increased from 13 to 17 per cent. Statistics given by Mr. Hathaway show that 80 per cent. of the farmers stay with the sugar com- panies year after year. Last year $6,000,000 was paid out to them. Beets Sugai showing a 1909 | 41 | raised in Germany, the home of the | sugar beet industry, show more of la percentage of tons per acre than jin Michigan according to figures. The javerage yield in this State is ten tons, while in Germany it is thirteen and lone-half. In every other respect | Wolverine beets are the equal if not ‘better than the German beets. —_+++.—___ Cheese—The consumptive demand lis only moderate and the market no lmore than steady. The outlook is for a continuance of present condi- itions for the next few days at least. | The present arrivals are showing very | fine quality and the make is about jnormal for the season. | —__o4___ Syrups and Molasses—Corn syrup has declined two scales and Yc per gallon. ed as Sugar syrup is being absorb- fast as prices, but not for straight consump- tion. Molasses is dull at ruling pric- es. The crop will be late but proba- bly very fair. —_—_+-.___—. B. H. Comstock has sold a half linterest in his special sales business ito F. W. Grisier, of Columbia City, Ind., who has been carrying on the line of business in the West. The new style will be the Comstock- Grisier Co. and the headquarters will remain at 907 Ohio building, Toledo. ——>- 2. Starch——Muzzy bulk and all gloss grades have declined 5c pounds. made, at unchanged same Jest per 100 —_—_++~-—___- If you can whittle your convictions down men will motives. soon see your real What Is Of good printing? the satisfaction of some one else. your customers. brains and type. your printing. | s ~ Grand answer that in a minute when you com- pare good printing with poor. matter that is neat, to-date in appearance. impresses you when you receive it from It has the same effect on Let us show you what we can do by a judicious admixture of Let us help you with Tradesman Company. the You can Good probably You know sending out printed ship-shape and up- You know how it Rapids MICHIGAN TRADESMAN October 5, 1910 ™ S © DRUGGISTS.SUNDRIE ab oe . ." te : ——. o ~Sy =. = ~ e a = - = Tes wes Ss cul eG — ai Hie St res IS) \( Ns neem i ESS 77S 4 me 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. 15, 16 and 17. Michigan Retall Druggists’ Association. President—C. A. Bugbee, Traverse City. First Vice-President—Fred Brundage, Muskegon. Racond Vice-President—C. H. Jongejan, rand Rapids. ye vo R. McDonald, Traverse ity. ‘Preasurer—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. Cahow, Reading. Second Vice-President—W. A. Hyslop. Boyne City. Secretary—M. H. Goodale, Battle Creek. Treasurer—Willis Leisenring, Pontiac. Next Meeting—Battle Creek. THE ROAD PROBLEM. Use of Tar, Petroleum and Asphalt Products. Written for the Tradesman -urious anomaly in the ad- that construction ubility, or insolu- vance righway the principle bility, should be a factor in the vast problem. From sol so slow in becoming time immemorial and world-wide there seems to have been no thought of other than mechanical compacting the hardest materials and the exclu- sion or removal of water by any means, asphaltum. The of as been quite ex- available cements or use the latter material h tensive as a paving material on ac- count of its insolubility, but in north- as a sheet sur- 115e Use ern climates the face has proven a and its use as a block material bids fair to cre- ate no serious competition with the and durable Indeed. these uses of such ma- called a factor in harder more vitrified brick. terial can hardly be highway construction so much as in city and town street paving. The to rials construction the mate- an idea of adding for road substance to render them impervious to water and to to prevent dust is new. It is true that in England and some other parts of oily secure cohesion Europe tar products have been em- ( ployed in road building for a num- ber of but the pense confined it attendant to years, ex- localities fe msidered has where it might almost be a pavement. Increasing demand has perfected an ucts until competition d cheapened these prod- they with are coming into the newer of petroleum and asphalt products. The laying dust or some half now 1w5e ot use petroleum as a means originated in of its dozen years ago. of Francisco some suburban towns of | excepting the use ot | San | This use quickly spread to the still dustier towns farther south. It is gen- erally known that one of the great- est drawbacks to the vaunted climate of Southern California is the long annual period of persistent dust. To leontrol this with quickly evaporat- ling water is manifestly impracticable jand so the experiment with oil re- early and widespread atten- It was soon discovered that to ibe effective and durable the applica- ition of oil must be in the way of mix- ture with the material of the road surface to varying depths, according ito local requirements of traffic, ete. The idea was not long in crossing the mountains and for several years the experiments, in Boston suburbs, have been extending rapidly over the |ceived ;tion. begun country. An early result of the experiments with petroleum was the turning of at- tention to the use of other oleagin- ous minerals and products, such as As noted above, these had been known as road mate- rials in but it re- mained to be demonstrated that there was tar, asphaltum, etc. certain localities, a wide field depending on the nature the service, facility of ob- taining, etc. The companies exploit- ing such materials have found a sud- ot den demand taxing their capacity and compelling them to enlarge their fa- cilities to the in these di- rections. utmost That the oil principle is to be a |constantly increasing factor is al- ready demonstrated beyond the pos- sibility of a doubt. plication been calities where other cla available. peculiarly As yet the ap- confined’ to materials Its use seems to adapted to sand = and gravel as road material, but it has not proven practicable in the heavy clay roads of the prairies except as sand, gravel, crushed stone, etc., are provided. For the vast extent of clay highway, with its hopeless pe- triods of bottomless mud, it becomes a question of transporting not only these insoluble products, but, in ad- dition, enough of the coarser mate- rials to form an impervious and man- ageable roadbed. That the of the or insolu- bility principle is still in its earliest ot has le- than y are be use oil stages experiment, notwithstand- ing its already wide employment, is doubt. The immensity of farm values to be affected by the de- velopment of good roads in the vast area of the most fertile lands pre- a pause in the work until the mud and dust question shall be finally solved. Of course, the cost of this solution must be infinitely varied in ithe varying costs of {of And bevond clude transportation materials. the same _ varia- bility will obtain in the employment of the different insoluble agents, de- pending on cost, adaptability to con- ditions, bulk and distance of trans- portation. Warren N. Fuller. ——_ 2. ____ Phosphate Deposits of America. A recent report of the geological survey shows that the northwest country of Idaho, Wyoming, and Utah the United States possesses probably the largest and_ richest phosphate deposits in the world. From surveys recently cast up totals these deposits show evidences of 267,090,000 of high grade phosphate rock, while the chances are that millions more tons may be added to this total before the pay rock is exhausted. These deposits show the pebble in in tons rock in closely cemented in masses ‘and containing some cal- cite, These round from a microscopic half an inch Tn the phosphate ranges from 2 gray to a jet black, the black prob- iormation, particles vary size to pebbles in diameter. color rock ably due to carbonifercus matter Ali public lands suspected of con- taining valuable deposits of phos- phate now are withdrawn from pub- lic entry until such time as the value of the deposits is tested, preserving | the status of the land until ccengress shall take action. >. Duralumin New Substitute for Steel. With practically an unlimited field} in which to use it, English has begun the manufacture of dural-| unin, an a new alloy of alummium,}; which may in time become a substi-} firm | fi tute for steel in work where lightness, strength and flexibility is required. H. B. Weeks, head chemist at Vick- ers’ Sons & Maxim’s works at Bar- row, England, the discoverer of duralumin. It is a little heavier than pure aluminium, but is as strong as steel and about one-third the weight is of brass. It can be rolled, drawn, stamped, extended, or forged. It does not corrode so easily as other aluminium alloys. The one big drawback to the ex- tensive use of aluminium aside from its expensiveness, is the fact that while its tensile strength equals that of steel, it is far less flexible. The new alloy overccmes that defect, ac- cording to the inventor. The firm has such faith in duralumin and of the future demand for it that it is build- ing new works at Birmingham to manufacture it, and has patented it in all countries of the world. —__++>____ No man goes far forward who has not strength of will to back at times. Merchants, Attention Just Opened Alfred Halzman Co. Wholesale Novelties, Post Cards BERT RICKER, Manager A complete line of Christmas, New Year, Birthday, Comies, ete. Our stock is not rusty— itisnew. Fancy Christmas Cards from £3 50 perM up. Write for samples or tell us to call on you any where in the state. We are located opposite Union Station and ll mail orders promptly. Our prices will in- terest you—ask for them. Citx. Phone 6238 42-44 South Ionia Street Bell Phone 3690 Grand Rapids, Mich. down Simple Account bill is always ready for him, and can be found quickly, on account of the special in- dex. This saves | you looking over. several leaves of a day book if not | waiting on a prospective buyer. Charge goods, when pur nased. directly on file, then your customer’s posted, when a customer comes in to pay an account and you ar: busy Write for quotations. | TRADESMAN COMPANY, Grand Rapids File A quick and easy method of keeping your accounts. Especially handy for keep- ing account of goods let out on approval, and for petty | accounts with which one | does not like to encumber the regular ledger. By using this file or ledger for charg- ing accounts, it will save one-half the time and cost of keeping a set of books. | | j | October 5, 1910 MICHIGAN TRADESMAN 43 WHOLESALE DRUG PRICE CU ENT Luputin ........ @150|Rubia Tinctorum 12@ 14| Vanilla ..... 9 00@10 . : RR Lycopodium ..... 60@ 70|Saccharum ILa’s 18@ 20 Zinci Sulph ... 10 WE bs okicks anes 65@ 70|Salacin .. 4 50@4 75 Acidum ee ee ee rr Pane a 5 Olis ito 6@ , | Copasbe Seb ee cee 1 75@1 85 Gone Suen ewes @ 50|Magnesia, Sulph. 3@ ~ 6|Sanguis Drac’s 40@ 50)._. bbl. gal Benzoicum, Ger.. 70@ a coccces 4 80@5 00) Scillae Co. ...... @ 50|Magnesia, Sulph. bbl @ 1%}Sapo, G ......... @ 15 Lard, extra ..... 390@1 00 Boracle -........ @ 12\Erigeron ........ 2 35@2 50| Tolutan ......... @ 50|Mannia S. F 16 85\S ee py “ k ‘ @ apo, . oececces 10@ 12)Linseed, pure raw 1 09@1 15 Carbolicum ..... 16 20| Evechthitos .....1 00@1 10] P 5 i 6 i a aaa. 45 50 . Prunus virg @ 50|Menthol ........ 3 25@3 50}Sapo, W ........ 13%@ 16|Linseed, boiled ..1 10@1 16 aa 5 Gaultheria ..... 4 80@5 00| Zingiber ........ @ 50 Morphia, SP Absinthium “ otele 4 50@7 00 Juniperis Co. ..1 75@3 50 nue. x ees @ 4 terlum oz pk 20/ Juniperis Co OT 1 65@2 00] pargota’ ue @ IS ener Lobelia ... oz pk 20| Saccharum N E 1 902 10| atber Suiph 0@ 65 nialories oe BE BUS int Gals -t 25@6 Ot] Finke Wakee 1. ag mi Alba ....... 252 Ov Mentra Ver ox PE © 38| Vint Oporto "--..1 25@2 00 | Gambler 2202001 $ and etter S Tanacetum..V.. 2? Sponges Gelatin, Cooper . _@ 60 Ca er Extra yellow sheeps’ G i Thymus V..oz pk aca caniane @1 2% id French 85@ 60 Magnesia Florida sheeps’ wool _ “ye : wan = nee tn F S li L ix! ess co ee an o2 60 | ueee than box 10% i, or Sealing Letters, Affixing Stamps and General Use Carbonate, Pat. 18@ 20|Grass sheeps’ wool Glue, white ..... 15@ 25 Carbonate, K-M. 18@ 20 carriage ....... 1 25|Glycerina ...... 26@ 35 ‘ ' , : Carbonate ....... 18@ 20| Hard, slate use. @1 00|Grana Paradisi @ 2 Simplest, cleanest and most convenient device of its Oleum Nassau sheeps’ wool | Homalea. ...«4 4. 5@ 60 kind on the market. Absinthium .... 6 sea? @ eo wae wf? @3 75 |Hydrarg Ammo’l 1 10 _— ‘Ama ‘ Pa. - “cal carriaae Pp @2 00 Sears a g 85 You can seal 2,000 letters an hour. Filled with water san o * t om2 00 Yellow Reef, for Hydrarg Ox Ru’m @ 95 it will last several days and is always ready. Auranti Cortex 2 75Q@2 85 ate use ..-... @1 40|Hydrarg Ungue’m 45@ 50 Bergamil .......- 5 50Q6 60| Syrups Hydrargyrum ... 80 i Cajtputi ......... § O68) Acacia .......... @ 6v| tcntnyobolla, Am. 3 00 Price, 75¢ Postpaid to Your Address : @ Caryophilli .... 1 30@1 40| Auranti Cortex . @ Sv| Indigo .......... 15@1 00 Pe ee . seer a = . = Rec fod ....... g os — Resubi ..3 ase 25 — ee —— = - lo oe Wee OO Ipecac ......-... Of0rlo «....-.-- @4 00 ‘ Cinnamon! ..... 1s ei Arom ...... 60] Liquor Arsen et @ ’ . Cisrenciia pvonees |] oecseceees e «= Potass Areinit 1¢@ '° 44 MICHIGAN TRADESMAN October 5. 1910 GROCERY PRICE CURRENT These quotations are carefully corrected weekly, within six hours of mailing, and are intended to be correct at time of going to press. Prices, however, are liable to change at any time, and country merchants will have their orders filled at market prices at date of purchase. ADVANCED DECLINED Index to Markets By Columas ____ Col A Ammonia ...--+sss+++ 1 Axle Grease ..---ss+res 1 B Baked Beans ..---+-::> 2 Bath Brick ....--+++:> : Bluing ..---eeeeeeees bs : ——— 2 cae aeee eo = 4 Brushes ...-+e++seee? Butter Color ...---++++- 1 Cc Candles ...---eeeeerees : Canned Goods .----+-:- Carbon Oils ...--++++++: : Catsup ..-ceeeeecseeres : Cereals ...-eeseeeeeree® : Cheese ..---essereeeret ; Chewing Gum ...--++++> : Chicory ..--eeseeerrcet ; Chocolate ..---++++s+s Clothes Lines ..--++++:> ‘ COCOA .-seceeccceeetees : Cocoanut ..---+sssees Cocoa Shells .----+++:> : Coffee .....eeeee terre 7 Confections ..---++:++ ; Crackers ..-seeeeeeertt Cream Tartar ...-++---> 4 D Dried Fruits ..-----+-:> 4 F Farinaceous Goods ..-- : Weel ....-+--220077**** Fish and Oysters ..---- 10 Fishing Teeade ...-+-- > a Extracts ..-- 3 Fresh Meats ....-+-+:: G Gelatine ....--eseeeeere . Grain Bags .---.+++e+ 3 GrainS ..ccceceseeerces H Herbs ...---seeeeeeree: 6 Hides and Pelts .....--- 10 J Selly ....-----4+-++*--* 6 Licorice ....---+eeeeees 6 M Matches ....-----:+++: 6 Meat Extracts .....--- 6 Mince Meat ....------- 6 Molasses ...------+--:: 6 Mustard .....----++++:> 6 N Nets 2 eee. +e - 11 oO Olices ....----+------- 6 P Pipes .......-+---+++-> 6 MMRUSON 645.6520 -+05 5s 6 Playing Cards ....---- 6 PRE ow ws we cases sos 6 Provisions .......---+- 6 R ° Whee eee ee 7 Salad Dressing .......- 7 RateratuS ...-..-.------ 7 See SOND oe cc eee ke 7 NS eS 7 Salt dg olla eeeee 7 I ce neces cee 7 Shoe. Blacking ........ 7 ent gw ke acces 8 nis 5 ects 8g a 8 ee ce cece esse 8 Spices .........-------- 8 Oe ne en eee > g Syrups .......--------- g T MP 8 cs chee es <> 8 ABCD «wos o 5 none een se 9 MN be eee oe 9 Vv Sinewer ......--..----- 9 Ww Wicking ..............- 9 Woodenware ......... 9 Wrapping Paper ...... 10 v Teeet Cake ......--... 10 1 ARCTIC AMMONIA Do z 13 oz. ovals 2 doz. box..75 AXLE GREASE Frazer's 1lb. wood boxes, 4 doz. 3 0¢ itd. tin boxes, 3 doz. 2 35 3GIb. tin boxes, 2 doz. 4 26 10%. pails, per doz....6 00 15%. pails, per doz. 7 20 25tb. pails, per doz. “"12 00 BAKED BEANS 1m. can, per doz.....- 9u 2t>. can, per doz...... 1 4¢ 3m. can, per doz.....-- 1 80 BATH BRICK American ......----::: 75 Hinglish .........------ 85 BLUING Sawyer’s Pepper Box Per Gross No. 8, 3 doz. wood bxs 4 0 No. 5, 3 doz. wood bxs 7 00 Sawyer Crystal Bag Blue 4 00 BROOMS No. 1 Carpet 4 sew No. 2 Carpet 4 sew No. 3 Carpet 3 sew ..4 00 No. 4 Carpet 3 sew ..3 75 Parlor Gem ...---eee- 4 75 Common Whisk ......- 1 40 Fancy Whisk ......-++- 1 50 Warehouse ......++:- 5 00 BRUSHES Scrub . Solid Back, 8 in.......- 716 Solid Back, 11 in. ....- 96 Pointed Ends ......--- 85 Stove - eae ) Ne. a. ee 1 26 Wo ft ......--..------- 1 TF Shoe Nis BR 2... .. 1 OA No. 7 ..) 3 Mn 8 88. eee 1 78 We 8 ...........----.- 1 9 BUTTER COLOR W., R. & Co.’s 25e size : oO W., R. & Co.'s 50c size 4 0! CANDLES Paraffine, 6S ...--+---++: g Paraffine, 12s ........-- 8% Wicking ......-------:- 20 CANNED GOODS Apples 3% Standards @1 0 Gallon 2.25.45. . 3 20@3 50 Blackberries Om... eee 5@1 TH Standards gallons @4 5 Beans A ec ae. 85@1 30 Red Kidney .....- 85@ 95 String —....2..-5-- 79@1 16 Wax ....5..0...-. 75@1 25 Biueberries _ Standard .....----- Galion .....-------- 6 50 Brook Trout 2%>. cans, spiced .....- 1 96 Ciams S Little Neck, 1tb. 1 00@1 25 Little Neck, 21». @1 50 Clam Boulllon Burnham's % pt. ....- 2 25 Burnham’s pts. ......- 3 75 Burnham’s qts. ....---- 7 50 Cherries : Red Standards .. ai 40 SUNITD owes ee - @1 4! Corn Wale osc 90@1 00 Gaon .....5....- 1 0V@1 1 Manry .--...----- 1 45 French Peas Sur Extra Fine ......- 22 Netra Wine .....--.---- 19 “SE ee 15 Moyen ...-..--.-----+-- 11 Gooseberries Standard .....-.-.++0- 1 00 Hominy Stan@am ....-..------ 85 Lobster e. me. - See eee oe ee ee 4 25 Plente “intie ...- ee 2 75 Mackerel Mustard, 1th. ......--- 1 80 Mustard, 2tb. ........-- 2 80 Soused, 144TD. ...-.---- 1 80 Soused, 2b. .....------ 2 75 Tomato, 1TbD. ...------- 1 50 Tomato 2th. ....------- 2 86 Mushrooms Tiatele ..-.------ @ 20 Butons .....--+-- @ 25 36 pkgs 2 Apetiao Biscuit, 24 we 3 18 pkgs. 1 Voigt Cream Flakes a Post Toasties T No. 2 24 pkgs. 2 Post Toasties T No. 3 Grape wuts, Z doz. c ow Malta Vita, 36 lth. ....2 85 Mapl-Flake, 24 1%b. ..2 79 Pillsbury’s Vitos, 3 dz. 4 2o eee Health Food e PKES. ..--eeeeeeee 00 Shred Wheat Biscuit, $6 pKgS. ....---0-- 60 Kellugg s loasted Corn Flakes, 36 pkgs in cs. 2 80 Vigor, 36 pkgs. ...-.--- 2 75 Zest, 20 5h. ...-..-e-- 10 Rolled Oats Rolled Avena, bbls. ..5 00 Steel Cut, 100 Mh. sks. 2 75 Monarch, Dil. ..-.-<.-- 4 75 Monarch, 90 tb. sacks 2 25 Quaker, 18 Regular ..1 45 Quaker, 20 Family .-4 00 Cracked Wheat Bulk .... 4... “4 24 2%. packages .....- 2 50 CATSUP : Columbia, 25 pts. .....- 4 la Snider’s pints .......-. 2 35 Snider's % pints ...... i 35 CHEESE Acme .......2.-. @MiA% Bloomingdale @17 JorVaey .....--.-- a@i15 MNarmer ..2.0.:.. @17% wiverside ....-.. @1T% Beek . 2.66... s- @19 jleiden ........-- @is 4 5 Limburger ....... @17 Pineapple ...... 40 @60 Sap Sago ....... @20 Swiss domestic 13 CHEWING GUM American Flag Spruce 65 Beeman’s Pepsin ...... 55 Adams’ Pepsin ........ 56 Best Pepsin ........... 45 Best Pepsin, 5 boxes ..2 00 Bleck Jack .......:...- 55 Largest Gum Made... Ben Sen 222... Sen Sen Breath Per’f 1 00 WUCATAN |. ke sees ss. oe 55 Spearmint ............ 55 CHICORY ee ee 5 Red foc ee. 7 Mage oo. i ee 5 ° Mrancies 2.2.5 55-2.5.5- 7 Seheners .......-.-...- 6 CHOCOLATE Phew, a 30@ 85| Walter Baker & Co.’s Cove. 2th. ...... 1 er 75|German’s Sweet ...... 22 Cove, 1%b., oval . 1 20|Premium .............. 31 Marncas ..:.:2:........ 31 Plums Walter M. Lowney Co. Plums ........... 1 00@2 50| Premium, Xs ........ - 80 Premium, ¥%s .........- 30 Marrowfat | ee s5@1 = OI Morgans Early June ..... 25 Regular barrel 50 gals 7 Early nae Sifted 1 18@1 80 Tinie terre 36 cals 2 Peaches 1% Trade barrel, 14 gals 2 75 Rae... .6.:. cee 90@1 25/ Boiled, per gal ...... -- 50 No. 10 size can pie @3 0°|Hard, per gal ......... 20 COCOA Grated Pipe ® 6p | Bakers .....-..-...--- 37 Mined .... 200. 1 Oo 4 | Cleveland .......-..... 41 ki Colonial, 4S ...5....- 35 ae ee . 96 Colonial, re 33 ae ee ee - Fancy -+...--- 1 00/Towney, %5 e000!) 38 Gallon ..........-- Downey, Ws ..i62. 662: 36 Raspberries Downey, 4s ....-.-:. 36 Standard ........ Towney, 1S .--....;.. 40 Salmon Van Houten, Xs ...... 12 Col’a River, talls 2 00@2 10; Van Houten, 4s ..... 20 Cola River, flats 2 25@2 7)|Van Houten, %s ...... 40 Red Alaska ..... 1 60@1 751 Van Houten, is ....... 72 Pink Alaska ....1 00@1 10 sree mepateretrress 4 ee liber, 465 ..2.....-... Sardines 7 Domestic, 4s ...-.-- 375 |Wilbur, “4S ...-..-.-- 32 Domestic, M4 Mus. ..3 50 COCOANUT Domestic, % Mus. @ 7 Dunham’s 4s & Ks 26% French, “4s ....7 14 Dunham’s \%8 ........ 27 French, 48 ....-- ‘18 @23 haa se 5... = uw ‘ : Shrimps Oe eee eee cas Standard ...... . 90@1 4 iota ° ni Snnpetnen = |Gommeen 3.5. 10@13% ee ers ce 14% pod |... ..- 1 00 pies 16 PRRCY ---->----> A eet Wie ee. 20 Strawberries antos Standard ........-- @oemmon ........... 12@18% Fancy ..-----+-+-+++s a 14 Tomatoes Mhnics .. 62... ..ts. sss 16 non ...5..-+. sss: yo@i iv|]Pancy .....-....-..---- 19 Mair. .........---- 8@ 9y|Peaberry .......-.--.-- Fancy .........--- ’ ban Maracalbo (ealtons = ....5.-.-+ O20) Mair 16 CARBON OILS CROCE fc: i9 Barreis : Mexican Perfection ....... @ 9% 1 Choles ..--.:..:... - 16% b. S. Gasoline @15 Man coos ee 19 as Macniue wi 64 Guatemaia Deodor’d Napa ie * (ei... .--.--- 15 Cylinder ....... @34le dee Mngine ......:.. 16 OP ft nas, = Je 12 Black, winter . 84 @10 Fancy African oo CEREALS o ¢ 25 Breakfast Foods PG ee 31 Bear Food Pettijohns 1 90 Mocha SGream of Wheat 36 2t 4 50] arabian 2 Wee-U-See. 46 DKES. . 2 Bd Package New York Basis Arbuckle AON oc ee McLaughiin’s AXXX McLaughlin's XXXX sold to retailers only. Mail - orders direct to W. Mclaughlin & Co. a go. Extracé Holland, % gro buacs 95 Felix, % gross ........ 1 15 idummel's foil. %& gro. 85 itlummel’s tin % gro 1 43 CRACKERS. National Biscuit Company Brand Butter N. B.C. Sa. bbl 64% bx 6 Seymour, Rd. bbl 6% bx 6 Soda NM 3) C.. boxes . 2.2.22: 6 SE oe) ee ee 9 Saratoga Flakes ...... 13 Zepnyrette -.. -. 2... 12 Oyster N. B.C. Rd. bbl 6% bx 6 Gem, bbl, 6% boxes ....6 leer gt ees, 8 Sweet Goods. Animas ...22.:...2-2.2 19 Atlantics ....:-:..-...: 12 Atlantic, Assorted ... 12 Arrowrnnt Bisenit ....16 Avena Fruit _ so ae Brittle oe Ue ce Bumble Bee ...:..-... 10 Cnadgete: . 6.05 ...2..0.05 9 Cartwheels Assorted 9 Circle Honev Conkies 12 Currant Fruit Biscuits 2 CTACKNEIS «266-55 3s 6 Coffee Cake .......<... 10 Coffee Cake, iced ..... ad Cocoanut Brittle Cake 12 Cocoanut Taffy Bar Cocoanut Bar Cocoanut Drope sees Cocoanut Macaroons --13 oo-- ke A i --18 Cocoanut Honey Cake 12 Cocoanut Hon Fingers 12 Cocoanut Hon Jumbles 12 Crumpets .......cc... 10 Dinner Biscuit ..-.... 26 Dixte Sugar Conkle .. 8 Family Cookie ...... 9 Fig Cake Assorted .12 Fig Newtons ..;....... 12 Finorabel Cake ......... 1242 Fluted Cocoanut Bar 10 Frosted Creams ...... 8 Frosted Ginger Cookie * Frosted floney Cake | .12 Ginger Gems ......... 8 Ginger Gems, Iced.... $ Graham Crackers 8 Ginger Snaps Family 8 Ginger Snaps N. B.C. 7% Ginger Snaps N. B. C. SGQuane® ...22......3.- 8 Hippodrome Bar 12 Honey Cake, N. B. C. 13 Honey Fingers, As. Ice 12 Honey Jumbles, Iced 12 tioney Wiake ......... 2% Household Cookies & Household Cookies Iced : Pmperigt. ..060..5..... Jersey Lunch Jubilee Mixed Kream Klips .......... 25 CAG ooo ee. Lemon Gems ......... 10 Lemon Biscuit neers 8 Lemon Wafer ........ 17 LeEMORR .. wes: 4 Mary Anm ...:...0<... Marshmallow Walnuts iu Molasses Cakes ....... Molasses Cakes, Iced 3 Molasses Fruit Cookies COM .o os ccece se. ~ at Mottled | Square See ce 10 Nabob Jumbles ....... 14 Oatmeal Crackers ..... 3 Orange Gems ...... 2. 8 Penny Assorted ...... 9 Peanut Gems ......... 9 Pretzels, Hand Md..... 9 Pretzelettes, Hand Md. 9 Pretzelettes, Mac. Md. 8 Raisin Cookies ........ 10 Revere, Assorted ..... 14 Rittenhouse Fruit Biscult ........ 10 RU ss cs 9 Scalloped Gems ...... 10 Scotch Cookies ....... 10 Spiced Currant Cake ..10 Sugar Fingers ........ 12 Sultana Fruit Biecuit 16 Spiced Ginger Cake .. 9 Spiced Ginger Cake Icd ° Sugar Cakes eee Sugar Squares, large or eee resece eee small Sunnyside Jumbles . -. 20 SMUpSrDe ..-....5-.....- 8 Sponge Lady Fingers 25 Sugar Crimp ......... 9 Vanilla Wafers ..... , 7 Waverly ie In-er Seal Goods per - Atbert Biscuit ........ 1 00 BONeIe 6... ol ce 1 60 Arrowront Bisenit 1 6A Athena Lemon Cake .. 50 Saronet Biscuit ...... 1 00 Bremner’s Butter Waters ....:........ 1 00 Cameo Biscuit ...... 1 50 Cheese Sandwich ..... 1 60 Chocolate Wafers 1 06 Cocoanut Dainties 1 66 Fausi Oyster ......... 1 00 Fig Newton .....-.... 1 60 Five Q'clock Taa -1 06 Mrotama .........2.... 1 Gv Ginger Snaps, N. B. C. 1 00 Graham Crackers, Red TOE Cos es 1 Lemon Snaps ......... Rav chwatli er Dainties 1 . Champagne Wafer .. 2 5@ Per tin in bulk. sorbetto 2.22.5 55055 00 1 00 INADIBCO: 255005567 : 75 Festino seer rere se ses 1 50 Bent’s Water Crackers 1 40 CREAM TARTAR Barrels or drums cco oo Boxes oe 34 Square: cans .......... 36 Fancy caddies ........ 41 Apples Sundried each Evaporated ...... : pricots California ........ 12@15 : Citron Corsican 45.1... @15 : ne oe mp’ pkg. @ 9% Imported bull g 914 Peel co Lemon American 13 Orange American 13 Raisins Cluster, 5 crown .. A 2b Loose Muscatels 3 er. Loose Muscateis 3 er, 5% Loose Museatels, 4 Ee 6% lL. M. Seeded 1 tb. 7y 5b@s California Prunes 100-125 25%. boxes..@ 5 90-100 25tb. boxes..@ 6% $0- 90 25tb. boxes..@ 6% 70- 80 25th. boxes..@ 7 60- 70 25d. boxes..@ 7% 50- 60 25tb. boxes..@ 8 40- 50 25%. = 3 oi 30- 40 25tb. boxes. .@ 9 %e less in 50Ib. cases FARINACHOUS @OOvs \ : Beans Dricd Gima 2 |). w% Med Hand Pia o.. 2 60 Brown Holland .......2 90 Farina 25 1 tb. packages ....1 50 Bulk per 100 ibs... , . 3 50 Hominy Flake, 50 tb. sack ....1 0 Pearl, 100 th. sack ....2 43 Pearl, 200 Th. sack ....4 80 Maccaroni and Wermicelli Domestic, 10 tb. box .. 60 Imported, 25 tbh. box ..2 50 Pearl Barley Common.) ee 2 50 CICSECR cc 2 50 Bampire oe 3 65 Peas Green, Wisconsin, bu. Green, oo Du. ....2 50 Splut: I. 6... 04 Sage mast India, 4.002 304. 5 German, sacks .....;. 5 German, broken pkg. Tapioca Flake, 10 Ob. sacks.. 6 Pearl, 130 th. sacks .. 4% Pearl, 24 1b. pkes. _! 7% FLAVORING EXTRACTS Foote & Jenks Coleman Vanilla. No. 2 size... 3... ss. 14 00 No. 4 sizge......... ...24 00 Mo. 3 SIZE... 6. 36.00 No: 8 size... 00... 02.. 48 00 Coleman Terp. Lemou Na. 2 Size... ce 9 60 Noe. 4 size). 6.6... s. 18 00 imo. 3. Size... co 21 00 No. & size. ...... «22-236 00 Jaxon Mexican —_ LOZ OVAL ..2. 055. ke 2 OZ GVAl ......... 065 2 20 OF. Bat ......: : -55 20 Som, HAT ..320..25..5 108 00 Jaxon Terp. Lemon. 1 Of. Oval 6.2... 6s: 20 2 Ol: OVAL oo 16 80 + O07. Mat... 2.2... 33 00 S em flat... ce 63.09 Oatmeal Crackers A GRAIN BAGS Old Time Sugar Cook. 1 00] Amoskeag, 100 in bale 19 ove Salt Biscuit: -..:. 1 = Amoskeag, less than bl 19% ysterettes ; Pacteclettes, Ha. Md. 111.00} GRAIN AND FLOUR Royal Toast .......... 1 00) Wheat Saltine Biscult ...... 1 00 RCD... wee w ees eee 94 See Kia kes ..-l 60 WIG oe re ee 91 ocial Tea Riscuit ....1 00 Winter Wh Soda Craks, N. B. C. 1 00 ce ge nt Aaa Soda Cracks, Select 100 | patents ..9........... 5 80 S S Butter Crackers 1 50/Second Patents ....... 5 60 Sultana Fruft Biscult 1 8@) Straight .............. 00 Uneeda Biscuit_....... Bi second Straight ...... 4 15 Uneeda Jinjer Wayfer 1@O/Clear ... ............ 00 Uneeda Lunch Biscuit <. Flour in barrels, 25c per Vanilla Wafers .. : Water Thin Biscuit 1 bo Sna Zu Zu Ginger Zwieback In Special ps 59 1 0 Tin Packages. Per dos. Festino Nabisco, 25c eee + : =i Quaker, barrel additional. Lemon & Wheeler Co. B.g Wonder %s cloth 5 25 ‘oer 448 cloth 5 Za Worden Grocer Co.’s Brand Quaker, paper ....... 10 cloth ..... osc a0 Wykes & Co. Nabisco, 10c ...... seca oe Eclipse oe -_. £ oe October 5, 1910 MICHIGAN TRADESMAN 45 Lemon & Wheele: 8 i r Co. White Pro a . 6 ia Babbitt’ ooo 4 Mackerel 9 10 11 i » & 1 6 00 White Star, %s cloth 5 90 | PROVISIONS» ‘Mess. Wao We a i ony cans, % dz. in cs. 1 65| Splint SE cna Worden Grocer Co | cheae Barreled Pork | ian - i aicth: sane Yas in ca, 1 T| Willow, =< oo 2 76) Calfskin, cured seen ee cih'6 10 | Short a a4 09| ete 6 ec” lee a ack tS Wizard Gran. oo 20 | Dry Salt Meats bos Nou. 1, No. 2 Fam Sundried, medium ..24 | 2 be 50 it eet ttt eer 30 | No. Do sseeeeeeee. Wizard Suckwheat s 20 | S P Bellies .... eo oo 9 76 3 & | wUBdried, choice eee a S60 in Ce sacs 35| NO: 2 «+++ $ : ce oo. Leda 5 25 1 90 Sundried, fane: Vo.ed is 2 L CEAtG 6.4.2... 40 | ees ee 4 ard ihe 3.2... 90 | Reguls ey -++-36 40|° b., 250 in pal Wool Spring Wheat. Fl du|Pure in tierces ........14% cae 112 5d Resuiar’ medium ... 26 5, ian adaes 50 ~uwashed, med. oy B our Compouné Lard ese) aa ae ar, choice 2 arrel, uwashed, fi 3 Golden” aker’s Brand 30 Ib. tubs ....advanc il SHOE BLACKING Regular, fancy ...... 38 weer ; gal. each ..2 40| Standard ‘T ne 33 ¥ Golden — a} 90 | 6@ Ib. oo i Hangs Box, large 3 dz 2 50 eae eroe saasiaen wee doteai. ae 2 65) , wist ee 5 P Wisconsin Rye ers..5 80;90 Ib. tins.....advance 3 Bixbe Box, small ....1 25 facie -fired, choice 366 37| Round Head. _— et 32 bb. ‘ases if Judson Grocer Co.’s Bi 4 40/20 Tb, pails....advance 4 Miller's Royal Polish ms Nib et-fired, fancy 43| 4 oe 5 gross ae i. 1% ! ones 0.’ Brand | 19 tb. pails....advance % Miller’s Crown Polish 85 | Si Ss .. 3 a 50| Boston Cream .....”° 10 ee Be cect ee 69 My iftings ... 0) & gross ....... Bi -- 5|No. 2 pai. brush holde 3o| Premio Cream mix voigt's "Royal seers 5 09 Bologna... .sseeesess i Ivor. Rees 3 60 aan Breakfast 32 | be cation mop nese 3 ‘0 Paris Cream Bon aa, 14 eee ose sae te oa i et fas. q ce 0 : Pom Eve, es os c oi aan Ce oa Ie 10% a. oe ccs 6 75 oo ee, =| oo 8h uypes Menus Pails cee Eye, %s cloth..§ 40 Weal a i. Lautz coe) eGo 3 BO| Lancy ....--s-eeee 40@ 45 | 2-hoop Standard 2 00| & nea Bon baa © to" 14 eee Eye, %s et Sel ganas 20022220002 11 Acme, 30 bars, 75 he eee india 3-hoop Standard . 2 35 nudge Squares eeeheas 14 Sleepy a 2: paper.6 30 Headcheese .......--. . pono 25 bars, 75 ibe 4 00 alec CE 6s -80@35 pao Cable aiassk oO 10 Peanut Squares ee 13 a 8S paper. Cage esses eme, 25 ba ste . OQ | PANCY -occecsseseeeve 6 Sugared P aaeca. 2 a a & reer 7 30 Honeless Reef Acme, 100 ey Tbs. 3 80 TOBACCO 45 om Coane. all red. brass ° = aalted anon aeeee 13 Tiv ro ee = go|Rump, new .......... - . =. Master, 70 bars ..2 or Biot Fine Cut oo Kureka ...... "9 35 Starlight ine teers fiv Top Flour ........ Co Bigs caat serman M 1g Ot eee e cnet ese e ees een it lee Gas" * 11 Golacn shear Pigat 4 73/3 Be Sig's Feet’ TOP | ermnan Mottled, 3 id" 90 Hawatha, 8° o2."......" $8|sturawood een "8 70| Logenges, “plans 22021 Marshall’s Best Flour 6 i German M : : moe, 4 On -.... 0. oy | ddardwood .. : onmes, piteies ‘ Eorteetion Peck 2 i oe 40 Ibs. .....:: 2 00} German Mottled, — 3 25|No Limit, 7 oz. ....... 1 $5 a. Ce 2 60) * Pep printed |. .143 ip <= 2 40|2 bbl. er ae 4 00| Marseilles, 100 cakes. : aslouipwa, ff an. 4 1s dee os eas, ‘ole Eclipse Cho _ . 18 Betta ae SL nag witbeag/areltee 2.4, ee Be a sareks Chocolate Kafir Corn ce 0 : Bole. g0 | Marsei Gn tad 4 an Oibway Se o.1........- 1 85] raps Ch Yhocolates ee 1 % bbis., 4 tee j arseilles, b : ‘ hi, acc 29; Mouse, wood, 2 ' a ampion G@ la ee eee bo | 4 bbis., Ag aaa 3 00|Good Ch ee | cha Cae, a tals 7) louse. eer 5 ee | ae ee oe a ea pe ee 00 heer Petoskey Chief, 14 ‘4 Mouse, woo .- 46} lemon Sours ...7.7°° Bolted H Casings Ge one 4 00/Sterl ; Aa oz. 3 0} ¢c, 6 holes... 70} lr "a ... wea eb cathe ee ae ogs, ad Country . Sterling Dark, 5c . * | Mouse, ti i mocteir tte 16 aoe Granulated . ee Beet — ee 32 saua breed ie 3 40; Sweet Cuba, be: v+++5 76] Rat, wand 6 holes .... 6% Liab Cream Onern a .Car Feed screened 27 00 Beef, foi ge Lecce. 25|Snow Boy, 24 pone |Sweet Cuba, 10c ..... ii 60'Rat, spring .......-.-«. gu| ftal. Cream is as Cor 1 Corn and Oats 27 00/5heep, per bu oe... Bow OF. ..4 00/Sweet Cuba, 1 Ib. .... ae —_— 7$| Golden Waffles. Bons 4 — Gasca ...... 46 68 ead nae 90 | Snow Boy, 30 a 2 40}Sweet Cuba, 16 ae ok. 4 00} 20-in. camden N | Red Rose Gum D « a ot Br "726 00 Solid dairy uttering oer Dust, 24 ey 50 Socet + mee am... = Standard, No. y é 80 Auto Bubbles Drops: i eat Bran 25 Yountry Rolls ... 0 Just, 100-5 ie ce urley, 5c --4 20 16-in. Standa ‘ tte eeees Middlings - 00 y Rolls ...10%@16% | Kirkoli ’ DC ssees 4 00/Sweet Mist, 4 er. .... 5 76) 2u-j ; rd, No. 3 & 60 Fancy— ; sees c ..- 7%@ 9 CMOS nn osssee> 7 @T* Pees 5.55 nksee- @ 5 ae os @ Lhinine 2.6.2... 3. @16 \Dressea@ ....--... @11 {Boston Butts ... @15 | {Shoulders ....... @12% jest fant .....- @13 |Pork Trimmings @i.s | Mutton 1arenss ......... @10 itamps ;....,....- @12 | Spring Lambs @13 Veal Carcass .....---: @9 CLOTHES LINES Sisal \60ft. 3 thread, extra..1 00 \72ft. 3 thread, extra..1 40 |90ft. 3 thread, extra..1 70 |60ft. 6 thread, extra..1 29 | 72ft. 6 thread, extra.. | Jute sort .... 4... 8... 75 [7ORt. cee ee ene 90 PONTE os a eee es 1 05 [a20tt, _....-...-.------ 1 50 | Cotton Victor Oe 1 10| PROT. fue esse ss eee eee 1 35 Pyne. 5 kde eee. 1 60 | Cotton Windsor sort 8... i 30 Pere oo 1 44 PTOUR. cass ticviss eins poe 1 80 Rett. 510s e cae 2 00 | Cotton Bralded Som. |... eee 1 35 MOM 26 see. 95 Ot oe ec eee 1 65 Pork Galvanized Wire No. 20, each 100ft. long 1 99 No. 19, each 100ft. long 2 10 COFFEE Roasted Dwinell-Wright Co.’s B’ds. ff 3-142 DWINELL-wRIGHT C° White House, 1%b. White House, 2Ib. .......- 5!100 cakes, large size..6 50 50 cakes, large size..3 25 100 cakes, small size..3 35) ff) 50 cakes, small size..1 95 Excelsior, Blend, 1%b. Excelsior, Blend, 2%. ....- Tip Top, Blend, 1Ib. ...... Royal Blend ...........-+.. 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-| seeee es | 1 | tle Creek; Fielbach Co., Toledo. FISHING TACKLE | % to 1 im. ....--eeeeeees 6} 1% to 2 im. .......---6: 7) eS ee 9| 1% to 2 in. .........---- 11| Boa. oo 2 ses - ee san aes soe 15 | TA eS 20) Cotton Lines No. 1, 10 feet .....-.--- 5| No. 2, 15 feet ........-. 7 No. 3, 15 feet ........--> 9| No. 4, 15 feet ..........- of No. 5, 15 feet .........-- 11) No. 6, 15 feet .......---- 12| No. 7, 15 feet .......--0-- 15 | No. & ib feet ....-.----- 18! No. 9, 15 feet .........-.- 20 Linen Lines Cen oases ase ee ne > 20 MEAG $2.0 - 6 eee seen oe 26 TAPS ...v-->---2-+-- 52 34) Bamboo, 14 ft., per doz. | | | Poles | 55 Bamboo, 16 ft., per doz. 60 | 80 | | Bamboo, 18 ft., per doz. GELATINE Cox's, 1 doz. Large ..1 80) Cox’s, 1 doz. Small ..1 00) Knox’s Sparkling, doz. 1 25) Knox’s Sparkling, gr. 14 00} NemnciO es eee 1 50 Knox’s Acidu’d. doz. ..1 35 | rd : 16 ooo LD 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 Soap Co.’s Brand B Beaver Tradesman Co.’s Brand lack Hawk, one box 2 50 Black Hawk, five bxs 2 40 Black Hawk, ten bxs 2 25 TABLE SAUCES Fialford, large ......-- 3 75 Halford, small ........ 2 25 Use Tradesman Made by Grand Rapids, Mich. Variety The bane of three retail stores out of four—possibly nine out of ten—is too many goods in proportion to sales. The sales of the average general merchant run from two to two and one-half times his average investment, twice is more common, and we have known merchants who thought them- selves prosperous whose turn was as low as one and one-half. No weeks wonder the end of fifty-two of hard, drudging labor finds the average retail merchant with so scanty a showing of ‘‘net’—and that probably on his shelves and not in the bank. Why is a straightout variety store handling popular priced specialties only, the best business proposition on earth in proportion to investment? Simply because it handles popular priced quick sellers only, buys a mini- mum stock of each item, and turns its stock four to ten times. A suggestion: Experiment with a $200 lot of 5 and 10 cent and other popular priced variety goods, such as we put up every day for general stores. Not only will it earn you more money than any other equal investment in your store, but it will teach you that the principle of minimum-quality-max- imum-turn applies equally to all parts of your business. A study of our October catalogue will help you. If you haven't a copy, send for No. F. F. 830. The Key-Note Of Net Profit #4 — te ome BUTLER BROTHERS Exclusive Wholesalers of General Merchandise | New York, Chicago, St. Louis, Minneapolis Sample Houses: Baltimore, Cincinnati, Dallas, Kansas City, Milwaukee Omaha, San Francisco, Seattle 4 f & October 5, 1910 MICHIGAN TRADESMAN 47 BUSINESS-WANTS DEPARTMENT | \iverusements inserted under this head for two cents a word the first insertion and one cent a word for cach Seen One SReeeaens WICTERGEEEPLOLens msertuon. No charge less MOP li eereme ane | ace Cash must accompany al! orders BUSINESS CHANCES. For Sale—Old-established ladies’ fur- nishings and faney goods business in live manufacturing town. Must sell on ac- count of health Address No. 949, care Tradesman. For Sale—-Box factory, two-story brick building, newest. best economically equip- ped machinery, on railroad, 1 acre land, handy to connect lumber yard, planing mill, barrel factory. The best field in Pittsburg for business, 75 men working Long sickness, rea- Bargain, easy terms. Exier, 300 Grant. St., 948 now, enough orders. son for selling. Call owner, Jos. Pittsburg, Pa. Do You Want To seil your Real Estate: To seil your House and Lot? To sell your Farm or Ranch? To sell any kind of Property? To sell your Business? To sell your Bank, Mine or Factory? To sell or exchange anything? To buy a Business’ To buy a Farm, Home or Factory? To tind an investment? To buy or exchange anything’ I bring buyers and seliers together. No mat- ter where located if you want to buy, sell or exchange any kind of property or business anywhere at any price, write me today. Es- tablished i88l. Frank P, Cleveland, Real Estate Expert, 1261 Adams Express Building, Chicago. | For Sale—Grocery and market in grow- ing town 10 miles from Chicago. Best location in town, low rent, doing a good For Sale—Variety store, Micnig«n. About four years present location. Per- fectly clean stock. No stickers and a cash business that can be more than doubled if you wish. Will bear closest investigation. About $2,500 required. Owner must get outside. Quick action necessary if you want benefit of holi- day business to pay you back one-half or more, of purchase price. Address No. care Tradesman. 933 gn? Joo, Auctioneers—We close out and reduce stocks anywhere in United States. _ For terms and dates address Storms Sales €o., Ft. Madison, lowa. 932 For Sale—Grocery stock with fixtures and building; one house with small plot of ground also several good farms. Ad- dress Fry & Manning, Brighton, 925 For Sale—Good paying drug store in Central Wisconsin, town of 1,000, with good surrounding farming country. Rea- son for selling, poor health and other business. Higgins & MacQueen, Nanawa, Wis. 927 Why Look Here! H. Winship, of St. Charles Iowa, general merchandise and real estate auctioneer, will sell your goods for you and make you money. 920 The Comstock-Gusier Co. Merchandise Sale Specialists Stocks reduced at a profit, or entirely closed out. Results that always please. Highest references as to character of work. paying business. Owner retiring. Ad-|907 Ohio Building Toledo, Ohio dress No. 947, care ‘Tradesman. 947 For Sale—Two 8 foot plate glass, oak For Sale—Twenty-five years. estab- frame, electric lighted showcases. Three} lished hide, wool and fur business, as 8 foot, oak, wall hat cases, with sliding|the owner retires. The place of business glass doors. One outside marble base,|and residence with all the conveniences. electric lighted display case. One triple| $200,000 is about the amount of business mirror. one single mirror. All in good|done a year and imore could be dune. It condition. Will sell any one or all.|will be sold for a_ aresvt deal less than Gannon-Paine Co., 84 Monroe St., Grand]|it cost. Address No. 922, care Michigan Rapids, Mich. 946 Tradesman. 922 For Sale—Good paying furniture and piano moving, storage and general team- ing business in a live town of 35,000; do- ing a cash business of $1,500 a month and constantly growing; has been estab- lished thirty months; selling on account of family and ill health. This must be seen to be appreciated. Address Lock Box 37, Aurora, Il. 945 For Sale—21,000 acres Virgin timber- land in Northern Louisiana, will cut 7,000 feet per acre; 40% white oak, 20% red oak, 40% red gum One railroad runs through the land and another 34% miles west of it. The land is suitable for rais- ing cotton, corn, oats, rice, etc. Price $12 per acre; 44 cash, balance on reason- able terms. Address Max Fleischer, 258 Lewis St., Memphis, Tenn. 944 Bring Something to Pass Mr. Merchant! Turn over your ‘‘left overs.”’ Build up your business. Don't sacrifice the cream of your stock in a special sale. Use the plan that brings ail the prospective buyers in face to face competition and gets results. I personally conduct my sales and guarantee my work. Writeme. JOHN C. GIBBS, Auc- ioneer, Mt. Union, la. For Sale—Variety store in good loca- tion, stock about $1,000 or $1,200. My reason for selling is that I am going to pay strict attention to my hardware busi- ness. Enquire of E. W. Kierst, 819 Chisholm St., Alpena, Mich. 943 Sixty acre fruit farm, 50 apple trees, blackberries. gooseberries, currants, etc. 500 peach, 500 pear, 2,000 grape vines. First-class buildings, fine lawn; % mile from interurban road at Walker station, eight minutes ride from city limits. Ad- dress the owner, A. A. Wilson, Grand Rapids, Mich. R. 13, Phone 4945 3 a For Sale—Furniture, undertaking and general house furnishing business. North Central Michigan. Large territory, with- out competition. About $3,500. No trade considered. Address X. Y., cares Trades- man. 941 Wanted—BExperienced _ traveling furni- ture salesmen to handle a high-grade line of patented automatic reclining chairs ranging in price from $6.25 to $18 on commission basis. Splendid seller wherever introduced. Faultless Chair Co., 1142 N. Campbell ave., eae De Newspaper For Sale—The Kalkaskian at Kalkaska. Oldest paper in county. Largest circulation. Only two papers in county. Owner selling on account of poor health. Rare opportunity. Part cash, rest on easy payments. Address Will N. DePuy, Kalkaska, Mich. 916 For Sale—Or trade, hustling clothing, shoe and furnishing business in__ busy town of 4,000 population; splendid op- portunity to enjoy good live business, price $8,000. Further particulars address M. M., Box 42, St. Louis, Mich. 915 Auctioneer — Stocks of merchandise closed out or reduced anywhere in U. 8S. or Canada; expert service; satisfaction guaranteed. For terms and date address R. G. Holman, Harvey, II. 914 Sale—At a bargain, a nice stock and bric-a-brac and glassware. Cc Sweet. Benton Harbor, 925 For of china Address C. Mich Special Sales—The oldest sale conduct- or in the business, bar no one. Why engage a novice when you can get the services of one who knows the business from A to Z Best of references as to my character and ability from whole- salers and retailers. Personally conduct all of my own sales. W._N. Harper, Bell Phone 1240, Port Huron, Mich. $49 DEAD ‘* Yet shall he live again.”’ Your “spiritual adviser’? quotes that at all funerals. If you have a dead business and want it to live again. let me put on for you my _Com- bination Sale. It will sell your merchandise at a profit. Write at once for particulars and state the amount of stock you carry. G. B. JOHNS, Auctioneer, i 1341 Warren Ave. West Detroit, Mich co To Represent You In Pittsburg—Special facilities for handling any business prop- osition: thoroughly reliable; bond fur- nished for any amount. Lydick, 530 Sheridan Ave., Pittsburg, Pa. 921 Wanted—Stock general merchandise, clothing or shoes. All correspondence confidential. R. W. Johnson, Minneap- olis, Minn. 913 For Sale or Rent—Store building, 26x90. with basement. Also have general stock for sale of about $7,000. Doing business of about $28,000 per year. Will reduce stock to suit buyer. Address No. 893, care Tradesman. 893 _ 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.. Box 3021, Boston, Mass. 907 Restaurant—Good trade, good location for bakery. Mining town, 1,500 inhab- itants. Must retire. Price, $550. Ad- dress John Tracy, Benton, Wis. 894 For Sale—‘’lwo-story brick block with $1,C00 stock of furniture. All new. Ad- 892 dress No. 892, care Tradesman. For Sale—Stock of shoes and men’s furnishings in one of the best towns of 1,800 population in Michigan. ed by rich farming country. Store has steam heat and modern fixtures. En- joys a good trade and is a moneymaker. Reason for selling, poor health. Address No. $05, care Tradesman. 905 For Sale—My store, with dwelling at- tached. Stock of general merchandise, situated at Geneva, Mich. Ill health rea- son for selling. E. A. Clark, R. D Townley, Mich. 871 For Sale—Nice business Sturround- at Fremont. Flour, feed, wood, coal, lime, hay and dealer in all kinds of produce. About $1,400 will buy it. Small capital will in a nice loca- Fremont, Mich. 880 For Sale—The only music store in city make you good money tion. Write H. McCarty. of 8,000. Exclusive agency for Victor talking machines. Stock includes 8 pianos, sheet music, small instruments of all kinds. Will sell at invoice price. A snap for the right party. Must give all my time to my drug business. Apply at once to J. E. O’Donoghue, Negaunee, Mich. 877 For Sale—Stock of general merchandise in one of the best towns in Michigan, in- voives $8009. Can reduce stock to suit purchaser. Reason for selling, poor health and my son leaving. One com- petitor. Address Box H, care Trades- man. 864 Fine opening for general stock at Man- ton. Mich., large store room, 24x80 now vacant, present owner has made a nice fortune here. Now too old. I wish to sell or rent building. Modern living rooms over store, has city water and electric lights, store rooms, fine cellar. Cali or address C. B. Bailey, Manton, ME For Sale—Drugs, sick room _ supplies and gift stock in fine condition in a hustling town of 600 in Southern Michi- gan. Call or write at once, bids received to September 1. Stanley Sackett, Trustee, Gobleville, Mich. 840 For Sale—Well established drug stock in thrifty town tributary to rich farming community. Stock and fixtures inven- tory $1,400. Will sell for $1,200. No dead stock. Terms cash or its equiva- lent. Address No. 777, care Michigan Tradesman. T77 For coal, oil and gas, land leases, write C. W. Deming Co., Real Estate Dealers, Tulsa, Okla. 542 For Sale—One 300 account McCaskey register cheap. Address A. B., care Michigan Tradesman. 548 Safes Opened—W. L. Slocum, safe ex- pert and locksmith. 147 Monroe street, Grand Rapids. Mich. 104 For Sale—On consignment part or whole of $3,000 general stock; would ex- change. 30x 596, Fenton, Mich, 336 | HELP WANTED. Wanted—A good clerk, one who _under- stands tin and sheet metal work pre- ferred. Steady position. Hardware & Supply Co., 660 E. 47th St,, Chicago, Ill. 951 Wanted—Competent dry goods man for goud, permanent position at once. Young man, single. All particulars first letter, age. nationality, experience, references. Address Box 418, Rhinelander, Wis. 950 High grade subscription solicitors wanted to work on a salary. Give ex- perience, reference and salary expected in first letter. A good opportunity for men who do things. Tradesman pany, Grand Rapids. 883 Wanted—Clerk for general store. Must be sober and industrious and have some previous experience. References required. AAdress Store. care Tradesman 242 ~~ SITUATIONS WANTED. Wanted —Position aS manager of gen- eral store er clerk. First-class refer- ences furnished. Address No. 952, care Tradesman. 952 —“Want Ads. continued on next page. Here Is a ointer Your advertisement, if placed on this page, would be seen and read by eight thousand of the most progressive merchants in Michigan, Ohio and Indiana. We have testimonial let- ters from thousands of who have people bought, sold -or ex- changed properties as the direct result of ad- Aertising in this paper, MICHIGAN TRADESMAN October 5, 1919 EUROPE AND SOUTH AMERICA. Despite the many protestations of European powers that they have no designs on South America, recent de- velopments prove that the interest taken by some of the continental countries in South America matters are not as disinterested as might be supposed. For instance, France is at the present time much wrought up over the fact that the new President of Brazil, Marshal Fonseca, has em- ployed a number of German officers to train the Federal Army of Brazil. always looked to France to aid her in floating big bond Franch Government expected that the Government would call for instructors for its army. it appears that when Marshal Fon- seca made his recent trip to Europe he was induced to take passage in a German ship, and from the moment he came on board he was considered As Urazil has issues, the nat- Brazilian French urally Emperor Wiliam’s guest, and during tour in Europe overwhelmed by attentions German Government. he was by the It was not dif- ficult, therefore, to induce him to de- German Brazilian Army. It is remember that there is a element in Brazil; in fact, in two provinces the Germans are numerous enough to wield a It is, therefore, natural enough for Emperor William and his government to desire to fos- ter most friendly relations with Bra- zil and to Germanize the country as far as it can be done by colonization and the training of the army. More- over, Brazil possesses three of the biggest dreadnought battleships in the world, recently built in England, hence in looking to the possibilities of the future it is probable enough that Germany is courting Brazilian friendship. While these rival efforts of Euro- pean countries to wield influences in South America do not conflict with the Monroe Doctrine, they imply pos- sibilities for the future that should warn our Government to maintain a careful watch on developments. Germany has frequently denied any intention of creating a purely German zone in Brazil, and the denials have been, no doubt, sincere. Time, how- ever, may bring about changes, and the growth of German influence in the country might easily cause a change in sentiment at Berlin on the subject of the creation of a great German colony in South America. his entire cide to employ officers in training the well to large Gernran powerful influence. WOULD YOU EXCHANGE? When the spirit of discontent en- ters your heart, when you feel that you have not been given a fair place in life’s battle, just stop and consider with whom you would be willing to places. Of course, there are many better off than you are; but —when you take a second thought— would you not prefer to stand in your own exchange shoes? Certainly there would be no incen- tive to exchange with a monarch, who must have a guard around him every moment, day and night. The money of a Rockefeller would seem a convenience, yet do you wish to be transformed into one, taking his po- sition, his characteristics and his re- lations with his fellow men? Even the presidential chair might not prove restful. Looking about in your own com- munity, there may be some who have an easier life, yet is it a more desir- able one? Are there not thorns of some sort along every path? Do you not have evidence that there is some skeleton in the closet of even the most stately mansion? Has not the most highly favored some _ trouble which you would not wish to assume? We this have each our own niche in world and he is wise who de- termines te fill this to the best pos- sible advantage. We may not all be able to grasp the great possibilities toward which we have been grasping from childhood, but “Small pleasures. depend upon it,” says Jerrold, “lie about us as thick as daisies.” The burdens of each are so nicely ad- justed that we can carry our own better than that of any other person. We have become accustomed to them and our very gait is shifted accord- ingly. The load may seem heavy at times, hut to exchange with another would but increase the burden on both Certain obligations are ours, not to be shifted as we would; and to the discontent and downcast may come this thought with satisfac- tion: “There is one soul with whom I would exchange places com- pletely if T could.” sides. not THE HABIT OF DRAGGING. “The teacher whom pupils admire,” says a prominent educator, “never allows a recitation to drag.” It is made so interesting that pupils sim- ply can not help listening. Work in any field requires the same degree of enthusiasm to be successful. The boy who drags his hoe over the ground rather than drive it into the never raises a banner crop. soil There are salesmen who drag and in so doing eventually patrons hopelessly away. not be discourteous. attention to 2iven their They may There may be detail, but it is in a half-hearted manner—one which lacks enthusiasm in drag every itself and inspires none in those with whom the cold-blooded clerk may come in con- tact. There may be a dragging in time, even though interest seems to be present. The man who makes three times the work for himself in doing anything seldwn: has a steady job. Look over the situation carefully and determine the best way; the one which will save both time and steps. Make your head work as well as your feet. Practice speed as well as thoroughness. There is a quick way to tie a package and the man who has a nerveus team at the door or the one who has five minutes to catch the train will appreciate this. The ability to size up au order or a situa- tion grows with practice. Make it a point to do your best and to do it speedily. ‘Then there is the habit of drag- ging duty into the next hour cr day or week. a habit which grows most rapidly. We may call it deliberation, but others will denounce it as pro- crastation. When a_ disagreeable thing is to be done, the sooner it is off our hands the less trouble it will give us. Anticipation in this case often counts for the major part of the trouble. In any case, allowing a load to drag makes it harder to han- le. Give it a boost that will send it along before it becomes weighed down with being dragged through the dirt. THE RICH MAN’S SON. We have not got past the stage of pitying the rich man’s son on ac- count of the many cords which are popularly supposed to fetter him. 3ut he has passed the stage where he needs our sympathy and is fast showing that he can make good, even though there are millions back of him. Look about you on every side and you can find some sons of wealth who are making good; who are net only managing the business in such a way as to hold it, but are ada to the capital stock as well as to the profits. It Roosevelt has done nothing else for the Nation, he has at least shown the fallacy of rearing aristocrats. His children went to the public school and mingled with the people, and when the eldest son was through school he was nct given a_ gentle- man’s home, but set out to earn his living. There are millionaires whose sons are in the fields superintending the work and are not afraid to lend a hand if occasion demands. They have worked their way up, just as their employes are expected to do, thereby learning the details of the business. There are sisters of these young men who are keeping the books of the firm, and society is thus being shorn of some of its butterflies. There are mercantile firms in which the mantle of responsibility has shift- ed from father to son so gently that regular customers can not see when it was done. But this commenced in early years. There was the prepara- tion in school, the gradual working in; and when this was fully prepared for, the transferring of duty. The best way to keep a jar of fruit—the only way to keep it in a perfect state—is to exclude the air, the breeder of fermentation. The ex- clusion of misspent time is the found- ation for a useful life. Keep the boy busy, be he rich or poor; lead him in the way he should go. The heritage of wealth is not a weight, but a lever, if rightly managed. HOBSON’S CHOICE. There is a disposition among some business men to say that Roosevelt is too much of a radical and that ranting around he is liable to create disturbance and uncertainty and in- terfere with the swift and smooth running of commerce. It is true that he has said repeatedly some- thing about the square deal for poor as well as rich and something to the effect that corporations ought no ionger to be allowed to buy their way through legislatures and _ that they ought not to be especially favor- ed by officeholders in any depart- ment. He said a good deal on these subjects at one time and another, al- ways adding, however, a handsome tribute to the correctly controlled corporation and an acknowledgment that without these concerns the coun- try could not do business and flour- ish. What Judge Parker said at Rochester and reported the _ other morning is supposed to be the key- note speech for the Democrats. “Male- factors of great wealth’ can scarce find in that anything for comfort or consolation. He arraigned the com- binations as vigorously as the key- noter at Saratoga. Indeed, he was rather more emphatic about it. It fol- lows then that those who are deep- ly interested in corporation can with difficulty find very much of a choice between two parties if the speeches referred to are real keynotes. Improved Service To Upper Penin- sula Points. Detroit, Oct. 4—The board of di- rectors of the Wholesalers & Manu- facturers’ Association of Detroit have approved the report of their trans- portation department, which has been extreme!y busy during the past year. The report states that the railroads have shown a disposition to meet the Association half way in any proposi- tion looking towards better shipping conditions. The amendment in the service to the Upper Peninsula, inaugurated as a result of the Association’s trip to that territory, is proving most satis- factory. This has resulted in the di- version of considerable trade to De- troit, which would otherwise have zone to Chicago, Milwaukee and St. Paul. In addition to the improved service given by the Michigan Cen- tral, the Copper Range railroad, co- operating with the Pere Marquette and the Chicago, Milwaukee & St. Paul, has inaugurated a service which gives Detroit the same rates over these lines as are enjoyed by Chica- go, Milwaukee and St Paul. The Association, which numbers 160 active menibers, ships in less than carload lots each year freight and ex- press amounting to over $70,000,000, and the efforts to obtain cheaper rates, service, classifications and oth- er betterments that would appeal to the shippers and enable the Detroit dealers and manufacturers to extend the scope of their market and com- pete with other large shipping cen- ters, are its leading activities. ———— 72s B. E. Quick is fitt‘ng up the va- cant store at 207 Michigan avenue for the reception of a shoe stock. Business will be conducted under the style of the Hill Top Shoe Store, which will be a corporation with a capital stock of $5,000, all paid in in cash. Mr. Quick ‘has had a wide and vatied experience as a business man and will undoubtedly achieve suc- cess in his new undertaking. —_+2>—__—_ Whether you will ever be free de- pends on the use you will make of your freedom. BUSINESS CHANCES. For Sale—Furniture store in one of best little towns in Michigan. No oppo- sition. Good opening for undertaker. Proprietor wishes to retire. Address J, care Tradesman. 953 meray tN ar ae ——~— nage? Wr 2S a &£ ee ee aoe Bookkeeping Without Books Sixty thousand merchants in all parts of the United States, Canada and foreign lands are saving time, labor and money in handling their credit accounts by the use of The McCaskey Gravity Account Register System (First and Still the Best) The McCaskey System, with one writing and in One-fourth or one-third of the time, accom- plishes everything that is done by the use of day books, journals, ledgers, bills, state- ments, etc., and in this way saves time, labor and money. Let us refer you to some of our customers in your locality. Information about the System is free. The McCaskey Register Co., Alliance, Ohio Agencies in all Principal Cities Manufacturers of Duplicating and Triplicating Sales Books in all varieties. — Grand Rapids Office | 256 Sheldon St. itz. Phone 9645 as Detroit Office 1014 Chamber of Commerce Bldg. BOOMING Yes, ‘‘White House” Coffee has surely reached that point of prosperity where the liveliness of its success is fairly expressed by that word—‘‘BOOMING,” which, better than any other, expresses the FACT that its splendid quality has really excited people to the point of getting right hold of the ‘‘pole’ and helping the good work of personal ‘‘pull.” When a coffee can interest folks to the point of figuratively erecting a statue in its honor, it MUST be pretty good stuff. THAT'S WHAT “WHITE HOUSE” HAS DONE. Distributed at Wholesale Judson Grocer Co. Grand Rapids, Mich. 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. Open Letter to the Merchants of Michigan |* TRAVELING over the State our representatives occasionally find a busy merchant who has established himself in business through close application and economical figuring: who has equipped his store with many conveniences but has entirely overlooked one item of vital importance, the lack of which may put him back ten years, namely, a fire-proof safe. We do not know whether you have a safe or not, but we want to talk to all those Michigan merchants who have none or may need a larger one. A fire-proof safe protects against the loss of money by ordinary burglars and sneak thieves, but this is not its greatest value. With most merchants the value of their accounts for goods sold on credit greatly exceeds the cash in hand. If you have no safe, just stop and think for a moment. How many of these accounts could vou collect in full if your books were destroyed by fire? How many notes which you hold would ever be paid if the notes themselves were destroyed? How many times the cost of a safe would you lose? Where would you be, financially, if you lost these accounts? Only a very wealthy man can afford to take this chance and he won’t. Ask the most successful merchants in your town, or any other town, if they have fire-proof safes. Perhaps you say you carry your accounts home every night. Suppose your house should burn some night and you barely escape with your life. The loss of your accounts would be added to the loss of your home. Insur- ance may partly cover your home, but you can’t buy fire insurance on your accounts any way in the world except by buying a fire-proof safe. Perhaps you keep your books near the door or window and hope to get them out safely by breaking the glass after the midnight alarm has finally awakened you. Many have tried this, but few have succeeded. The fire does not wait while you jump into your clothes and run four blocks down town. It reaches out after you as well as your property. Suppose you are successful in saving your accounts. Have you saved your inventory of stock on hand and your record of sales and purchases since the inventory was taken? If not, how are you going to show your insur- ance companies how much stock you had? The insurance contract requires that you furnish them a full statement of the sound value of your stock and the loss thereon, under oath. Can you do this after a fire? If you were an insurance adjuster, would you pay your company’s money out on a guess-so statement? A knowledge of human nature makes the insurance man guess that the other man would guess in his own favor. The insurance adjuster must pay, but he cuts off a large percentage for the uncertainty. And remember that, should you swell your statement to offset this apparent injustice, you are making a sworn statement and can be compeiled to answer all questions about your stock under oath. 9 If you have kept and preserved the records of your business in a fire-proof safe, the adjustment of your insurance is an easy matter. How much credit do you think a merchant is entitled to from the wholesale houses if he does not protect pis creditors by protecting his own ability to pay? We carry a large stock of safes here in Grand Rapids, which we would be glad to show you. We also ship direct from the factery with difference in freight allowed. If a merchant has other uses for his ready money just now, we will furnish a safe for part cash and take small notes, payable monthly, with 6% per annum interest for the balance. If he hasa safe and requires a larger one, we will take the old safe in part payment. The above may not just fit your case, but if you have no safe, you don’t need to have us tell you that you ought to have one. You know it but have probably been waiting for a more convenient time. If you have no safe tell us about the size you need and doit right now. We will take great pleasure in mailing you illustrations and prices of several styles and sizes. Kindly let us hear from you. Grand Rapids Safe Co. } RRS ee ee SE REFN