- IER OG IU Ty BNO TSE SRO ao NNO SIS Ws Io CEN NASER per, Mra ACR pera IS OP) eat) SO Oe FP) Oa A cP AG ARTIS. 7 a Gs Sy) YS A one 2 re RAS aa ARS ROP wax 2 kA r a ay y - f iL she w) i YP ed Take Care of To-day. Mighty few men find anything to rejoice over in looking backward. The mistakes and mis-steps of most of us stand out in bold relief. The past is a dead one. You can not change it and grieving over the er- rors strewn along the way only tends to make a man a grouch who hates himself and who can joice over his mot re- neighbor’s success. Only soothsayers and old women who shuffle the cards are forever bothering about the future. It is a blessed good thing that we can not see all that is to come for it might chill our ambitions. So let it come and don’t worry. But to-day. That’s different. We are here to ful duty to-day. To do this the very best we can. To be just as kind to others as we possibly can. To judge our brother leniently and give him an upward boost. To-day we have a chance which should be seized for all it is worth. To-morrow is an- other day. Take care of it when it comes. do our November 23, 1910 MICHIGAN TRADESMAN 3 WHEN THE TRAIN COMES IN. It Is the Event of the Day For Most Small Towns. The other night at a dinner, at which a number of newspaper men who had served as country editors at some more or less remote period of their lives were present, the pic- turesque things about small towns was a subject of discussion—just the rambling kind of talk that is often promoted by good cigars. “I've about made up my mind to write a book some day,” said one of them. The other diners, who are in more prosaic business, such as selling neckties, cheese and alfalfa land, showed considerable interest. “IT thought most newspaper men had an unfinished novel hidden away somewhere in their trunks,” said the land agent. “But the fact of the matter is,” chimed in one of the opinion mould- ers, “that the bottom of a newspaper man’s trunk and the bottom of a real estate agent’s trunk are about equal- ly prosaic. Empty copy hooks keep the bottom of our trunks mighty bare.” “But what was that book you have in mind to write?” asked a listener. “‘When the Train Comes In’ will be the title,” he replied. Material for the subject of such a volume reveals itself in many small towns. The arrival of the train is the main diversion for many of these towns. It is the big feature of the day. It always holds out some chance and promise of breaking the “dull level” which some small towns have in superabundance. About train time the crowd begins flocking toward the depot. The “reg- ulars” are there; and always a few new ones. The agent is asked innu- merable times whether “she is on time.” The blackboard, if there is one, is duly reviewed and discussed. If ‘she is ten minutes” late the sub- ject is carefully analyzed—‘“a picnic crowd up at Grigby’s station”—“fixin’ the track between Oldtown and the other place causes her to run slow this morning”—all that sort of thing. It is discussed as if the crowd were personally interested. And in a way the crowd is personally interested. “She” is one of the family. About that time up rattles the town *’bus and a hack or two. Up they come with a rush as if the whole thing were being done in a _ hurry. The horses swerve the old vehicle in a graceful parabola up to the brick walk which the railroad has provided. With the driver is usually some man who is also in some way or other connected with the ‘‘horse” business. “Ain’t working to-day, are you Bill?” asks one of the natives of the man on the ’bus seat beside the driv- er. “Nope,” replies Bill, “but I’m rid- ing with Joe.” “Riding with Joe” is a pet phrase among hackmen. When they “lay off” for a day, or haven’t anything particular to do, they don’t seek some diversion entirely different from their regular work. They find some other hackman and proceed “to ride with Joe.” And there are always some people “riding with Joe,” be the town big or little. By that time there may be a few bundles and packages of express on the bricks ready to be tossed into the car. The crowd looks at the pack- ages curiously, reading the labels, where they are turned up, discussing them, what they may contain, where they are going, and generally mak- ‘ing an analysis. Along comes the trundling noise of a wheelbarrow. It is the assistant postmaster with the mail. “Pretty good load on your Irish buggy,” comes from the crowd. It furnishes another topic and makes more room for speculation. Pretty soon a “drummer,” for the small towns still call the traveling sales- man by that name, comes to the depot, with a small boy or the hotel porter lugging his grips. The “drum- mer” directs a place on the platform for the location of his valises, and then “tips” the carrier a dime. “Here she comes!” shouts some one, as a tower of smoke looms up behind the bend. The engine shrieks out her whistle. Perhaps the whistle is a little faint that morning. “Must have failed to lock the barn door behind the old horse,” says the village cut-up, “and the plug caught a cold.” But in “she” rolls and the crowd presses up close to “her” sides. It is a chorus of “Hello, Bill’—‘“Hello, Joe”’—“A little late this morning, what’s the matter?”’—‘What’s the news up the branch?” etc. Some of the townsmen know the engineer and fireman, and they follow them around as they get out of the cab to look over the engine, or shout at them into the cab windows. Oth- er natives know the expressman; oth- ers know the conductor and brake- man. The latter is always popular and knows a lot of people. And the crew is usually very friendly; banters and answers questions; exchanges bits of news. Then there are always several na- tives who get on the coach and walk through. Not for any special pur- pose; not because they have any par- ticular business doing so; but they get on anyway and walk through. “T want a good drink of water,” says one as he climbs aboard, and several others follow suit. The town hasn’t any ice, perhaps, and is prac- tically certain of having no water coolers in the public places for the ‘hirsty to refresh themselves. So luring the hot weather there are al- ways a number who wait for the train to come in to get a good drink of cold water. Two or three people. may be going away, and they run a gauntlet of questions as to where they are going; how long they are going to stay; what the nature of their business is, and the like. And they answer in a nonchalant way as if such trips were an every-day occasion. “Oh, just up the branch for the day,” comes back a matter of fact answer. And that furnishes topics to be talked over again later on. Those coming in, and whom the natives know, run the same fire of questions. The stranger is subject for much looking-at and talking. “Wonder what he is here for and who he is?” is the common question, and there are always some who drop in at the town hotel a little later on and see the new name written on the reg- ister. The train brings the real “local” gossip of the branch into each town. There are always some people on it from this or that town, and there are always some people whom the person knows in the towns that are passed through. The news of the different places is thus exchanged. Crop con- ditions, politics, personal and family small talk, “how Zeb Jenkins’ pigs are getting along since they took the cholera”—something about the report that “there was a lot of limber-neck among the chickens in the Ridge community”—about “old man So and So who was hurt in a runaway when driving that new colt of his,” etc. A world of such gossip is heard. It is Greek and jargon to the ears of the stranger who may be there; but it is genuine “news” to the native. The engineer swings aboard, and the conductor calls out his warning. The bell begins to clang, there is a lot of calling to people in the coach windows—a lot of “tell them hello for me” and the wheels begin to grind. It happens often and it always is the especial delight of the small boy, that just at the eleventh minute, a “drummer” comes bustling up to the station with his grips. The train is already starting, but the drummer throws his grips up on the platform ahead of him and then swings on with the ease of a veteran brakesman. The small boy envies that drummer. It is the hope of his life to some day be a drummer and swing onto the train in that exciting way with such a big crowd of spectators. The town ’bus has long since car- omed its way uptown with a passen- ger or two, but some of the crowd stays until the smoke melts away into the horizon, and then wander back uptown. They have “seen their duty and done it.” Those people live closer to each other than we town people do. In the city there may be forty families in your block, but you may know none of them. There is no “commun- ity interest.” In the city you don't share each other’s pleasures and sor- rows. The life in a small town is dis- tinctly a more human life than that of a large town. The things that you and your neighbor do are the really interesting things. You city-bred have a thousand and one artificial diver- sions. Many of them are unnatural diversions. In many instances they are distractions from the “real is- sue” of life. But not so with the country town. The whole plane of living there is a natural one. Such a people learns to take its pleasure from the ordinary, regular, plain human things which go on about them. And perhaps they are the hap- pier, after all. ee The store that gets into the habit of being “just out” of things the cus- tomers want will be likely to find it- self getting just out of money. Forest Reserve Revenue. For the fiscal year ended June 30, last, the United States Department of Agriculture announces the 25 per cent. of National forest revenue which will go to the states for road and school purposes amounted to $506,194.84. This was $67,492.03 more than last year, or an increase of a little over 15 per cent. The pay- ments are an offset to the loss of in- come from taxable property sustain- ed through withdrawal of the forest land from entry under the public land laws. The amounts which will go to the various states are as follows: Arizo- na, $51,229.38; Arkansas, $2,904.44; California, $60,752.91; Colorado, $50,- 306.19; Florida, $706.38; Idaho, $66,- 074.55; Kansas, $1,004.67; Minnesota, $457.37; Montana, $83,678.38; Nebras- ka, $2,820.25; Nevada, $16,314.33; New Mexico, $28,529.53; North Dako- ta, $63.64; Oklahoma, $626.10; Ore- gon, $39,635.87; South Dakota, $9,808.93; Utah, $32,905.49; Wash- ington, $23,671.89; Wyoming, $34,- 704.54. Noteworthy is the especially heavy increase over the amounts last year in certain states. In California the amount rose by over 25 per cent.; in Idaho by over 35 per cent. and in Oregon by nearly 50 per cent. The increases are the result of increased activity in National forest timber sales in these states and are an ex- ample of what will happen as the timber supply which the Govern- ment is caring for comes into full demand. Since the cut of timber will always be limited to what the forests will keep on growing, the in- come to the states will be perma- nent, not transitory, as would have been the case if hasty and improvi- dent exploitation had been permitted. According to the calculations of the Department of Agriculture officials the states will eventualy receive many times what the forests are now yield- ing them, for there is as yet, on the whole, only a very restricted demand for the Government’s timber. a Holiday Packages. Christmas is purely a matter of sentiment. It is the spirit of the giv- er rather than the gift that counts, and any little thing the merchant can do to add to the holiday effect will help. The manner in which pack- ages’ are done up may seem a small matter, yet this is one of the little things that counts at Christmas time. Every package that leaves the store during December should carry with it some little symbol suggestive of the season. This applies particularly to small packages containing gifts. What are known as “holly boxes” are not expensive and add much to the at- tractiveness of the gift. These are paper boxes, having holly designs printed on them in colors. For ty- ing them up, “holly tape” is a narrow white tape with holly leaves printed on it. For larger packages holly pasters may be used. — EO oo Don’t place any more temptation in front of your salespeople than is absolutely necessary unless you want them to yield to it. MICHIGAN TRADESMAN November 23, 1910 Movements of Merchants. Plainwell—F. S. Evarts will soon open a music store here. Sherman—J. N. Tindal has opened a new meat market here. Cadillac—V. W. Montgomery has opened a meat market here. Merritt—A new telephone pany has been organized here. Boyne City—Silas Demming has | bought the general store at Hallock. | Greenville—R. J. Tower is build- ing a large grain elevator back of his mill. Kalkaska—The new G. R. & I. de- com- pot is rapidly approaching comple- tion. Berlin—A. S. Hawley has_ pur- chased the Lillibridge meat market stock. Otsego—John Dunlap, of Manis- tee, has purchased the Ludwig res- taurant. Benton Harbor—B. J. Kniebes has sold his stock of groceries to A. L. | Leonard. Lagrange—C. B. and H. B. Skeer | have sold their furniture stock to J. | H. Harp. Muskegon—John De Wind has started a grocery business at 128 Am- ity street. Red Jacket—H. H. Ruonavaara has retired from the drug firm of Kivela & Sorsen. Luther—The Lake County Star has ben leased to R. G. Moffatt, of Ludington. Hudson—D. E. Owen, of Bliss- field, has purchased the shoe stock of F. G. Stowell. Battle Creek—G. Netzorg, a form- er merchant here, has again opened a clothing store. Bay View—A new four story hotel, 65x128 feet, is being constructed here by East Jordan people. Marshall—The Star Bakery stock and fixtures have been sold to Bert Schuler and J. Naekel. Hudson — Johnson Bros. have rented the Halstead store for candy and ice cream parlors. Goblesville—G. W. Duguid, of Kal- amazoo, has opened a department store and grocery, here. Coldwater—A new grocery store will be opened here under the style of the Eaton Grocery Co. Luther—Cutler Bros. have bought the Hastings grocery stock and re- moved it to their store. Cassopolis—C. E. Baker, of Elk- hart, has purchased the Pure Food Bakery of H. Brockhaus. Lowell—M. Spadafora has sold his fruit store interest to his brother James and gone to Italy to get his wife and family and his brother’s wife and family, too. Thompsonville—The Gem restau- rant has changed hands, Mrs. Priest selling to Mrs. M. Charters. Traverse City—S. W. Hines has bought the W. E. Carroll grocery stock on East Eighth street. Allegan—A Chicago merchant is to open a grocery store in the De Wright block, on Locust street. Gwinn—Weinstein & Saulson will open a full line of dry goods, cloth- ing and shoes here about Dec. 1. Durand—Obert Bros. are selling out their grocery stock. They will open a shoe emporium in its place. Saranac—D. C. Jones has sold the |meat stock in the Central Market to Luke Harwood and Harley Pickens. Cassopolis—The Michigan Grain Seed Separator Co. has reduced its capital stock from $50,000 to $10,000. Traverse City—Caffron & Pierce are in the business in the store formerly occupied by L. Scott. Manton—C. C. Moore, for many years salesman for La Bonte & Ran- som, has opened a cash grocery here. Lansing—The J. W. Knapp Com- pany has opened a 5 and 10 cent store adjoining their dry goods store. Hillsdale—M. Watkins, hay and grain merchant, is having his build- ing remodelled and will put in a feed mill. Whitehall — The Cash Clothing Co.’s store has been closed because of the garment workers strike in Chi- cago. Cadillac—W. W. Cowin, the South Mitchell street grocer, has moved his stock into the corner of the Realty block. Eaton Rapids—E. R. Britten has purchased the building on Main street which he has occupied as a jewelry store. Manton—C. J. Wahlstrom has add- ed the Mayer, Milwaukee, line of shoes and rubbers to his stock of leather goods. Plainwell—_W. B. De Puy, of Kalamazoo, has moved his cement plant here. He will make a specialty of fence posts. : Lansing—J. Spagnuola has moved his stock of fruits and confections, on Shiawassee street, to the Gladmer theater building. Grand Ledge—J. C. Walsh & Son, of Haslett, have purchased the Im- plement stock of Eyestone Bros., on North Bride street. East Jordan—E. Hager, who lost his general stock of goods by fire last Friday, without insurance, will put in another stock. Adrian—The stock and good will of the D. M. Baker Co., coal and lum- ber, has been purchased by the R. M. Rogers Lumber Co. 2, a& grocery store Sherman—O. Elya & Son _ have bought the Calkins store building and moved their grocery stock here from South Frankfort. Luther—Sealed proposals for the Lake county jail and Sheriff’s resi- dence will be received by the County Clerk until Jan. 3, 1911. Big Rapids—Mrs. F. F. Petersen, who has sold her grocery stock to G. M. Hall, of Woodville, has been in the business forty years. Owosso—Harry Moulton, of Shat- tuck’s music store has purchased the music stock of Zimmerman & Salis- bury, No. Washington street. Plainwell—F. A. Harwood & Co. have put in a new set of platform scales, the old set being placed at their new warehouse at Kendall. Plainwell—T. B. Carroll, of the Easley Light & Power Co., has open- ed an electrical shop in part of the building occupied by T. C. Carroll. Boyne City—A 20,000 bushel ship- ment of potatoes was made to Hor- ton’s Bay last week and a similar shipment to Milwaukee this week. Mancelona—Rodenbaugh Bros., of Glendale, Van Buren county, will soon open a line of drugs and gro- ceries in S. F. Hill’s new building. Harbor Springs — The firm of S. B. Ardis & Co., dry goods and mer- chandise, has been dissolved. The stock is to be disposed of by Jan. 1. Detroit—The Brown Chemical Co. has been incorporated with an author- ized capital stock of $1,000, which has been subscribed and $500 paid in in cash. St. Johns—E. L. Valentine is put- ting a stock of implements in the west store of Moss’ cement building. He will be open for business Decem- ber 1. Pittsford—Geo. A. Stone, of Pet- ersburg, and Frank Kedzie, of this place, have bought the bank build- ing and will open a bank there next month. Hillsdale-—W. D. Iseman, of St. Louis, has formed a partnership with S. E. Parish to manufacture an iceless packer, the invention of Mr. Parish. Petoskey—The firm of Cobb & Scattergood, formerly Cobb & Neff, upholsterers, has been dissolved, Scattergood Bros. succeeding to the business. Alpena— Foreclosure proceedings have been begun against the Alpena Portland Cement Co., whose 1,200 barrel mill has been shut down since August, 1908. Croswell—J. V. Galbraith is about to embark in the merchantile busi- ness at this place. Mr. Galbraith will carry a complete line of groceries and dry goods. Grand Marais—S. Saulson, after being in business eighteen years, has retired, selling his stock of dry goods, clothing and shoes to Henry Wein- stein and Saul Saulson. Calumet—Edward Perso & Co., of Hancock, one of the most prominent mercantile concerns in the city, are about to retire from business. Ar- rangements are being made for the disposal of the stock and it is ex- pected to close out by the first of the year. Amanda—The Amanda State Bank has been incorporated with $25,000 capital. Bert C. Preston, Sabin I. Stump and Jas. E. Lawson are among the stockholders. Eaton Rapids—The grocery stock of Carlton & Slayton, bankrupts, has been sold to F. P. Slayton for $1,075. The firm was closed by Grand Rap- ids creditors in September. Chelsea—The Chelsea Land Co., composed of Detroit capitalists, has been organized with $50,000 capital and has bought seventy-five acres of the best building sites here. Benton Harbor Benjamin J. Kniebes is succeeded in the grocery business by A. Leonard & Company. Mr. Leonard was formerly a partner in the Hotchkin & Leonard tea store. Battle Creek—Fred Z. Robbins, who has been in business here for thirty years, has sold his stock of groceries to the Weickgenaut Gro- cery Co., who will take possession soon. Charlotte—C. M. Powers & Co, Brookfield, have purchased a double store general stock of merchandise at Mantua, Ohio, and Mr. Powers will move to that place soon to take charge. Tula—Traverse City men _ have started this new town, twelve miles east of Bessimer. A store and office building have been erected and a sawmill, planing, lath and shingle mills will follow. Adrian—W. F. Trimm, the West Side grocer, has sold his business to J. J. Hill, who will take possession immediately. Mr. Hill has been run- ning a farm but has decided to make the new arrangement. Lansing—Alex Andros, proprietor of three candy stores here and sev- eral elsewhere, has leased the store now occupied by Ed. Killean, on North Washington avenue, for five years. About $6,000 will be spent im- proving the store. Wyandotte Cahalan Brothers, druggists, have merged their business into a stock company under the style of the Cahalan Brothers’ Co., with an authorized capital stock of $5,000, all of which has been’ subscribed and paid in in property. Holland—J. H. Zwiers and M Huyzer, who have been conducting a grocery and meat market on River street, have dissolved, Huyzer pur- chasing Zwiers’ interest. The busi- ness will be continued under the name of the City Grocery and Mar- ket. Belding—E. E. Jenks has purchas- ed the Loveland & Hinyon interest in the commission business at Moseley. C. K. Jakeway continues in charge at Moseley; W. D. Hall at Belding; Al. Paimer at Orleans, and Ira Richmond at Smyrna. The deal included 10 re- frigerator cars. Soo—Gianakura Bros., proprietors of the American confectionery parlor, who have been in business here for the past eight years and are among the leading and most successful con- fectionery and ice cream dealers in the city, have leased the store build- ing formerly occupied by the Nickel Plate shoe store. November 238, 1910 MICHIGAN TRADESMAN aioe es 8 ny Ae Ni sont{(f nett (ith po D if o~ i) s\n The Produce Market. Beans are being quoted at $1.75 per bu. for hand picked and any- where from $1@1.50 per bu. for field. Citrons and quinces have been drop- ped from the market; the frost has given them their finish. Oranges and lemons have dropped considerably in the market during the last week. California lemons are quoted at $6@ 6.25 per box; 126 to 216 Florida or- anges have dropped from $3.75@3.50 and California navals 96s and 288s, $3.50. A change in poultry with the coming of Thanksgiving is noticed. Ducks, geese and turkeys have all ad- vanced 1c. Local dealers are now paying 9c for hens and springs weigh- ing under 5 pounds and 10c for the same weighing over 5 pounds; 12c for ducks; 11c for geese; 17c for tur- keys. Jersey sweet potatoes have advanced from $3.50@4. Apples — Northern Spys, $1.50@ 1.75 per bu.; Baldwins, $1.35@1.50; Greenings, $1.25. Bananas—Prices range from $1.50 (@2.50, according to size. Beans—$1.75 per bu. for hand- picked and $1@1.50 for field. Beets—50c per bu. Butter — Local handlers quote creamery at 31%4c for tubs and 32c for prints; daity ranges from 20@ 2114c for packing stock to 23@26c for No. 1. Cabbage—50c per doz. Cauliflower—$1.25 per doz. Carrots—50c per bu. Celery—18c for home grown. Cocoanuts—60c per doz. or $4.25 per sack. Cranberries—Late Reds from Cape Cod, $6.75; Cape Cod Howe’s, $7.50@ 8 per bbl. Cucumbers—$1.20 per doz. Eggs—Local dealers are paying 27 @28c f. o. b. shipping point. Grapes—Red Emperor, per crate, $1.85: Malagas, $5.25@6 per keg. Grape Fruit—$4@4.25 for 80s; $4.25 @4.50 for 54s and 64s. Honey — 17c per tb. for white clover and 12c for dark. Lemons — Californias, $6@6.25 per box. Lettuce—8c per th. for leaf. Onions—Spanish, $1.25 per crate; home grown, 75c per bu. Oranges — California Navals, 96s and 288s, $3.50. Oranges — Florida 126s $3.50. Pineapples—$4 per case. Pop Corn—90c per bu. for ear; 3144@3%4c per tb. for shelled. Potatoes—The market has declin- to 216s, ters; 12c for ducks; 11c for geese and 1%c for turkeys. Radishes—i8e for round. Sweet Potatoes—$2 for Virginias; $1.50 for Maryland Sweets per ham- per; $4 for Jerseys. Veal—Dealers pay 7@8c for poor and thin; 8@9c for fair to good; 9@ 10c for good white kidney; 11c¢ for fancy. —_——_>2->———_ The Grocery Market. Sugar—On the New York basis Eastern sugar is quoted at 4.60 and Michigan at 4.50, the same as last week. Tea—The market continues quiet but firm, except that in the latest pickings prices are fairly low, but the quality is not up to the usual heavy July floods. Stocks remaining unsold are small and are owned prin- cipally by native concerns and _ not desirable. The total exported from Japan is estimated at about one mil- lion pounds less than last year, prob- ably owing to the strict United States inspection. Ceylons are firm and the consumption in the United States is increasing. Formosas of the higher grades are holding about even, while the lower grades are higher than last year. The United States in- spection is very strict. Coffee—The market has gone a- booming again. Short crop news from Brazil have been strengthened and reiterated during the week, and in consequence both Rio and Santos have taken a further sharp advance. On some grades it is nearly a cent a pound. The demand for Brazil cof- fees has been fairly active during the week. Mild grades are also very strong and tending higher. Mara- caibos have been forced up a con- siderable fraction during the last month. The demand for milds is fair Mocha is fecling higher, but the de- mand both for Mocha and Java is light. Canned Goods — There little speculative demand for canned vege- tables or fruits, but it is admitted by everybody that is posted that condi- tions are right for higher prices on nearly all varieties. Tomatoes are in small supply and, although there is a temporary halt just now, they will eventually take on greater activity and advance in price. This seems a \safe prediction to make, in view of i\the small sapply. Corn lstrong and canners are holding back their relatively small surplus in or- is is) very ed to 25@30c at outside buying der to obtain higher prices later, points. land it must be said that their chanc- Poultry—Local dealers pay 9c forjes of getting them are very good. hens, 9c for springs; 7c for old roos- Peas are firm, fine and cheap grades standard, having been injured by the} very scarce and becoming scarcer all the time. There is a firm feel- ing also on string and lima beans, spinach and sweet potatoes, and a steady market on pumpkin, canners asking higher prices for this article than for several years past. Fruits of all kinds are firm. There is a strong market of California varieties, owing te canners’ broken stocks and small odds and ends of most lines left. Peaches are in demand. Michigan canners are cleaned up on_ peaches and as good as sold out of other va- rieties. Canned berries are scarce everywhere. Salmon and sardines are two firm articles in the canned goods list. Both are in small supply and show a tendency to advance. Cove oysters are in better request. Prices on coves are firm, as also on canned lobster and shrimp, both of which are scarce this fall. Dried Fruit—There is a livelier de- mand for California prunes, on which prices, owing to the smaller supply than usual this season, are firm, with an especial scarcity of the small siz- es. Peaches and apricots are also in rather better demand from the retail grocery trade, who are experiencing an increased call for these varieties from consumers. Both are firm in price. Peaches are relatively more nlentiful than apricots, but apricots are decidedly scarce in first hands. Raisins are selling somewhat better. Prices on them are steady a: no change in quotations. Demand will be active very soon Cur- rants are firm and in larger demand from consumers. Evaporated apples are also selling somewhat better at very firm prices. now now. Rice—The demand is seasonable and prices hold steady at no actual change in the prevailing quotations. Advices from the primary markets are firm for Japans, mills asking full list prices. Other reports from the South said that the tone was steady, with moderate offerings, some plants having no Japans to offer. Nuts--Sicily filberts are scarce on the spot, with demand increasing. French varieties of walnuts continue scarce and strong, under an increas- ing demand. Syrups and Molasses—There is 4 very fair and improving demand for molasses. New crop is expected to come in at New Orleans this week. Colder weather is helping along the consuming demand. Canned syrups are also firm and in better request. Maple sugar and syrup are strong at no quotable change in prices. Glu- cose is steady. Cheese—The situation is unchang- ed. There is a fair consumptive de- mand considering the The factories are about closed for the winter, and the future market de- pends on the consumptive demand. Stocks of cheese are said to be, if anything, a little larger than last year. Provisions — Except for month deliveries provision have not changed materially in the last week in the Chicago market. The trend has been downward, lard leading the list. There has been much public discussion of expected season. current values lower prices for product, but the ac- tual selling pressure has not been great. The lard weakness was prin- cipally because of the liquidation of the big supply accumulated here dur- ing the October deal. This supply is being steadily worked off. Hog re- ceipts at the Western packing centers last week showed a considerable in- crease—to 437,800, as against 313,900 the preceding week and 419,200 a year ago. This has helped to weak- en prices. Speculative selling pres- sure had previously discounted much of the expected declines in provision values. Last week’s range of prices of the principal articles on the Chicago Board of Trade were: Wheat— High Low 1910 Dee. 2.8 2 $ 8934 $ 91s May .98 9514 .9634b July 945% 92% .9314b Corn— Dec 463% 444 45S May 4834 463% 4634b loys ... A064 ATI, ATH Oats— Dec 31% 30% 30%s May 345% 3334 33% Tuly 34 33348 33748 Pork— Jan. 17.55 17.2214 17.32% May . 16.3234 16.10 16.27% Lard— Jan. . 10.32% 9.92% 9.974b May 9.85 9.5214 9.57i%4b Ribs— Jan. 9.32% 9.10 9.20s May 9.07% 8.82% 8.90b —__»>+>—__ Creamery Men at Grand Rapids. Martin Seidel, of Saginaw, Secre- tary of the Michigan Association of Creamery Managers and Owners, writes that he has been in active cor- respondence with creamery men throughout the State and that the quarterly meeting, which will be hela at Grand Rapids on Dec. 1, promises to be well attended. The Association was formed last September at Saginaw and the meet- ing in this city will be the first of the regular quarterly meetings that will be held at various points in the State. The object of the Association is to promote a better understanding among the creamery owners and par- ticularly to give attention the grading of cream and the production of a better product. to Secretary Seidel requests the pres- ence of all creamery men at the Grand Rapids meeting who are de- sirous of improving the quality of Michigan-made butter. —_++> > The Belknap Wagon Co. has ship- ped several carloads of sleighs to Spokane, Portland and Seattle and 1,900 sets of sleighs to Michigan and Indiana points. —_2+>—_—_ The salesman who finds it difficult to be polite to folks in dowdy clothes should learn to be so because it pays, if for no other reason. ——-—->——_ The Grand Rapids Hardware Co. will move into its fine new factory, at Eleventh street and the railroad tracks, next week. 6 MICHIGAN TRADESMAN November 23, 1910 UNBUSINESSLIKE METHODS. Promises Are Easy But Deliveries Are Sometimes Slow. Written for the Tradesman. “Tt strikes me this is the place,’ and Abner Traft halted, staring up at the sign over the frontentrance to a palatial building on one of the main business streets of the city. His wife, a slender, middle aged woman, with the air of an_ intelli- gent middle class American, assent- ed with a little sigh of relief. It was tiresome, this shopping among the big department stores. “So much more harrowsome than the small stores,” declared Mrs. Traft, “where every clerk knows his business and you don’t have to trapes all over creation and a part. of Canada to get what you are after.” And the old man, her husband, readily coincided with her views. He remembered quite distinctly the time when every storekeeper was a specialist, dealing almost exclu- sively in one kind of goods; that was enough sight better time than the present when the big stores kept everything needed by the human family under one roof. “We could get what we wanted right off the handle in those days,” declared Abner; “could do more trading in ten minutes than you can do now in an hour. This sending an account through half a dozen hands is trying to one’s nerves, ain't it, Saran? “I should say it is. It’s so much nicer to trade with one clerk; it seems more confidential like, and I don’t care for these new-fangled stores, not a mite. Here we've trot- ted over half the city, up to the gar- ret, down to the basement, in a doz- en different elevators, jest to do a little trading that in my young days wouldn’t have occupied half the time, nor tired one out racing over the different floors. I jest dread shopping, Abner.” “Well, can’t say I am much stuck on it. What d’ we want in here any- how, Sarah?” The old man paused on the walk, turning his gaze from the sign over the store entrance to the tan-colored face at his side. “Oh, stoves and things for new parlor, Abner. zot—” “T can’t remember anything, you know, Sarah, ’thout a memorandum. Well, come on in and we'll see what we can find. They advertised to sell stoves and rugs at one-quarter off, our Have you for- you know—I’m sure this is the place.” “Yes, this is the place,” with a shrug and a grimace. Once in the big family supply store an obsequious clerk took them in hand. Sure, they had stoves in plen- ty, everything, in fact, needful for furnishing a house, from the smallest cottage to a mammoth hotel. The merits of different stoves were discussed, from the fifty dollar base burner down to the little snuggley sort termed a “heater.” After consid- erable figuring and “guessing” the couple selected a moderate sized heater, then passed on to rugs. Here the litthe woman was puz- zied to make a choice with so many different patterns from which to choose. At length the rug was se- lected, after which came the curtains, shades and smaller articles going to make up the necessary complement of a modest American living room. It was all over at last and the el- derly couple sat down to await the making out of the bill. It proved to be something less than fifty dollars, for which the man paid cash, some- what to the surprise and gratification of the salesman. “Now, where will you have these shipped?” “To Groveland,” naming a_ small town only a few miles out. So far everything was satisfactory. The wife asked how soon the goods could be sent. “It is a matter of considerable mo- ment to us,” she explained. “You see we have just moved in; the weather is cold and we nearly freeze hovering ever the ‘cook stove—” “T see, I see,” readily responded the salesman, with that suave smile of his, “the smile that never came off.” “You shall have them right away; they will go to the depot this after- noon without fail.” “That’s the place to buy goods,” uttered the delighted Mrs. Traft as they threaded the street once more. “Such a nice clerk and so prompt in every way.” “How, my dear, do you mean by prompt?” queried Abner. “Why, prompt to deliver the goods. Some stores would be a week getting an order to the depot.” “Very likely, but you must remem- ber that these things we have just bought aren’t at the depot yet,” said Abner. “Why, of course not. Nobody can perfom impossibilities. They will go there immediately after dinner and we shall have the stove in time to set it up to-night, early enough to warm our rooms before _ bedtime. Won't that be delightful after our tened to say. “Store clerks must be tnree days freeze?” “T should say so if—” “Oh, you hateful; you always pour cold water on everything, Abner.” “Well, I hope we'll get the stove and things by to-morrow anyhow.” “They'll be there to-night, you'll see,’ avowed the wife. “That nice clerk—’ : “Yes, yes, of course he was nice enough,” broke in Abner. “They are paid to be that very thing.” “But they are not all alike; some are cranky enough to bite an iron rod in two—that railway agent at Gerand, for instance,” suggested the wife. “That’s another, altogether differ- ent, proposition, Sarah,” the man has- nice or lose their jobs; a railway of- ficial can be as cranky as Satan and hold on to his place until he dies of old age. Railroads are privileged to do as they please.” “Well, it does seem so,” acquiesced the little woman, sighing over the memory of an unpleasant experience with one of the highbrows in the employ of the railroad company. The average American man and his equally average American wife re- turned to the little town in which they had lately settled, satisfied, to wait a few hours for the shipment of their goods from the city depart- ment store. “No, not to-night,” said Abner, when urged by the impatient little wife to go after the goods at the de- pot, where she knew they must be by this time. “I’ll give them time to make good; don’t care to keep run- ning, you know.” He waited until the second day; ample time, he knew, for the store men to get his bill of goods packed and drayed to the freight depot. “No stove here for you, Mr. Traft,” was the greeting made to his enquiry. Abner was. displeased. The tele- phone was brought into requisition, and through this he learned that the goods he had bought and paid cash for had not yet been touched. So much for the prompt shipment prom- ised by that obsequious clerk. Of course the goods would be looked after immediately. “Reckon if I’d run my face for the whole lot them fellows would have fallen over themselves to get the goods shipped on time,” growled Ab- ner as he returned to his fireless home. The goods came at the end of a few days; not, however, until a hur- ry-up call from the purchaser had been sent in—without it, perhaps, that order would have lingered by the wayside indefinitely. And this is the business method of a large city firm. Is it the correct one? The firm ap- parently prospers, and yet, by their slack method in this one instance at least, they lost one more or less valuable customer. J. M. Merrill. —_e--e—___ The R. G. and G. M. State Conven- tion. The Convention Committee of the Retail Grocers’ and General Mer- chants’ Association of Michigan met in Port Huron last week to fix the dates and arrange details for the an- nual State convention. The dates decided on are Feb. 7, 8, 9 and 10, at the Masonic Temple, Port Huron. Every assurance was given that the convention would be the best in the history of the Association, and that the entertainment would be so high grade that the visitors would be glad they came. Following are the convention committees appointed: Ways and Means Committee— Harry S. Elliott, Chas. Wellman, A. R. Canham, E. N. Akers, James Havey, F. C. Woods, G. S. New- berry, Secretary. Hotel Committee—W. D. Smith, Jr., Geo. E. Parker, A. C. Colver, L. A. McArthur, R. D. Cannally. Badge Committee—Chas. Schmude, N. B. Hyde, W. T. Wakeham, M. H. Rupe, A. L. Minnie. Ball and Entertainment Commit- tee—Timothy O’Brien, H. C. Schu- berth, Carl Cisky, R. L. Humes, C. W. Wellman, H. V. Bankson, Peter Treleaven, F. T. Purkiss, Chas. B. Ashley, W. E. Deamud. Country Store Managers Commit- tee—John A. Ryan, Grant Canham, Henry Houvener. Reception Committee — Geo. A. Shields, C. B. Hubbard, Thos. Hess, Wm. Scheffler, J. L. Stanzel, Joseph Trese, Otto Schuck, W. L. Van Co- nant, A. Gaines, E. R. Coon, R. J. King, J. J. Churchill, J. J. Fish, V. R. Hall, C. Lamlein, A. E. Young, A. H. Nern, Wm. Simpson, John Squires, John Wannacott, John B. Bean, Edward McGill, Geo. H. Ash- ley, Chas. Steinborn, Vernon Gra- ham, D. H. Hunter. —_>---.—____ Old Time Religion. Scholarly critics will continue to assert that there is no permanent value in emotional religion, as preached by a Spurgeon, a Moody or a Wilbur Chapman. The world’s experience proves that these critics are wrong. There is per- manent value in any kind of religion that stirs human consciences, and adds to the happiness of life by a higher plane of living. Revivalists find large cities a fruit- ful field for their labors, for the ob- vious reason that the rush of mod- ern life is more or less an eliminant of religious fervor. “The country is God’s, the city man’s,” may not be wholly true, but it is one of those figurative half- truths that express the starvation of men’s souls in the battle for material success. A revival of “old-time religion” is merely, in a cosmopolitan city, the resurrection of childhood’s faith for those who were brought up amid re- ligious surroundings. Its simple hymns and prayers turn back the dial of time for thousands of satis- fied worldings. The world’s history proves that re- ligious revivals are a vital factor in social progress. They have never been confined to any particular church organization, race or creed. The most ancient and highly or- ganized Roman hierarchy maintains its revivalistic propaganda in the form of “missions.” Its evangel of deeper faith, and more faithful liv- ing, is its form of antidote to in- creasing worldliness. The Mohammedans have their an- nual “pilgrimages” that keep the fires of religious fervor burning. The fel- lowers of all creeds, apparently, need to be brought back from barrenness in works and faith. In an age of high scholarship, and so-called “higher criticism,” the old- time religion is a natural antidote for the drift toward materialistic philoso- phy. Revivals are the protests heart against too much Chicago Examiner. of the reason.— we From now on there will be a con- stant demand for holiday goods— plum pudding, pickles, sauces, raisins, citron, currants, spices, flavoring ex- tracts, nuts of all kinds. The atmos- phere should be redolent of good things to eat—suggestive of things calculated to tempt the appetite. November 28, 1910 NEW YORK MARKET. Special Features of the Grocery and Produce Trade. Special Correspondence. New York, Nov. 21—The excite- ment in the “Coffee Pit” deepens day by day and with Rio No. 7 quoted in an invoice way at 1234@12%c it is easy to see that something worth while is on draught at that institu- tion every minute. Of course the spot article is affected and prices are firm and higher. Buyers realize now that they must get a move on if they want to keep up with the procession, but holders make no concession and there certainly seems no need _ for any. In store and afloat there are 2,831,478 bags, against 4,490,919 bags at the same time last year. Mild cof- fees are pretty closely sold up in first hands, and while the demand is not especially brisk there is a steady movement and prices are well sus tained. Good Cucuta, 14c. The week opens rather quiet in the sugar market, but this is to be ex- pected at this time of year. Some re- finers have closed down. Quotations are steady and unchanged, and this condition, it is thought, will apply until the close of the year anyway. Not an item of interest can be picked up in the tea district. There is just about the usual run of or- ders and prices as a general rule seem to be well sustained. Greens and Pingsueys seem to be most in de- mand, but there is complaint of de- lay in examination. Shipments are behind last season, and this is an- other factor in keeping the market firm. Rice is moving in a quiet sort of Individually the call is for lit- tle lots, and while prices are pretty firm there is occasionally said to be some concession. Good to prime do- mestic, 454@5c. Pepper and cloves are in very moderate supply and the market is firm. Other spices are unchanged in any manner. Molasses is way. firm. Supplies are taken very quickly and the whole market is in the sellers’ favor. Good to prime, 25@32c; open kettle, 30@ 45c. Syrups are in moderate move- ment—very moderate. There is a steady call for standard No. 3 tomatoes—goods that will real- ly fill the bill. But there is a good supply that will not come up to the scratch. Buyers are not seemingly very anxious to purchase ahead of current requirements, and 72%c seems to be about the correct figure on the whole. Corn is firm and stocks are well sold up. Peas are well sustained and other goods are without change. Butter is said to be rather “wob- bly.” Quotations are lower and deal- ers seem to think the bottom has not yet been reached. Creamery specials, 32c; extras, 3014@31c; firsts, 2714@ 29c: held specials, 31!%4c; imitation creamery, 241%4@25'%4c; factory, June firsts, 24@24'4c; current make firsts, 23%Ac. There is an improving demand for cheese and the week opens with a firmer market. Full cream is quoted at 1514@17c. MICHIGAN TRADESMAN Top grades of eggs are scarce and the market is firm for all grades save the very lowest. Best Western white stock is quoted as high as 42c, al- though this is top probably; extra firsts, 36@38c; fresh gathered, 35c. ——_2-+2 Doom of Pumpkin Pie. There is mourning for the passing of the pumpkin pie. The joy of our childhood is not to become extinct but it promises to become a compara- tive rarity. The reason is the in- ventiveness of man. Man’s mechanical contrivances have all but driven the pumpkin from the corn fields. When the farmer went out in the autumn and cut his corn, hill by hill, by hand with great corn knives, and bound it in shocks, it was his habit to raise pumpkins with the corn. In those good old days of hand harvested corn the cutting of the golden eared crop bared tons of the more golden material for the finest pies that hungry schoolboy ever sunk | his rosy cheeks into or dared a spanking by stealing from the pantry shelves. But now since the corn harvesting machines have made the corn knife obsolete the pumpkins are banished from the fields. They can not be grown with corn any more. Their long stringy vines wind up in the machinery and wreck it. More than one farmer has had his costly self- binding corn harvester disabled after a few minutes’ work in a pumpkin dotted corn field. Many a farmer has made a hurried call upon the factory to send him extra parts and has paid expert hire to get his ma- chine to work again after such an experience. Few things that nature grows will twine and bind tighter than a frost ripened pumpkin vine, and few things that will wring from a farmer’s heart a greater variety of expletives than a pumpkin vine in a corn harvester. So it comes that our complex civ- ilization has doomed the pumpkin pie. Henceforth a few pumpkins will be grown in out of the way plots of giound in a corner of the garden, or perhaps on a latticed trellis. Pump- kins alone are not a profitable crop. They are big in bulk and compara- tively few to the vine. It is doubtful if real valuable land will ever be de- voted to their cultivation. The farm- er can make more money from some other crop. ——_ > +. > Look Ahead. What do you intend to be? What have you determined to be? The two go hand in hand. A man succeeds, or almost succeeds, in becoming what he wants to become. The fellow who is satished to hold a low position all his life naturally gets just what he is trying for, and does not get anything else. The man who deter- mines and plans to become a leader in his line is bound to be a “good one,” at least before he is through. You must aim high if you want to shoot high. If you point the gun of ambition at the ground you will shoot down out of sight and never strike anything worth while. W. E. Sweeney. Success in Business. I believe that the man who con- ducts his business on principle, who adopts the Golden Rule for his rule jin business, will make a greater suc- 31@ | cess of business than the man who sacrificed principle to gain the dol- lar. The business man in your com- munity who has conducted his busi- ness in such a manner that he has gained the respect and confidence of the entire community has made a greater success of his business, al- though he may not have so many dollars, than the man who has gain- ed the dollars and has not the trust and confidence of the people. Many things contribute to one’s success. Industry, integrity, honesty, all con- tribute to that end. Some are dis- posed to give credit to luck, but luck plays a small part in the success of any man. The man who will dis- tance his competitors is the man who is master of his business, who pre- serves his integrity, who lives clean- ly and purely, who devotes his leis- ure hours to the acquisition of knowledge of his business, who gains friends by deserving them. There are shorter roads to fortune, but the men who achieve something worth while are the men who travel this route. The habit of industry promotes happiness and leaves no time or crav- ing for the things that waste our money and energy. Everything is gained and nothing lost by courtesy. Treat every one with respect. Do not expect success without labor. Do not despair. If you follow these precepts nothing can prevent you from gaining suc- cess. Let the business of everybody else, especially your competitor, alone, and attend to your own; do not buy what you do not want; use every hour to advantage; find recrea- tion in your business; buy low, sell fair and take care of the profits; look over your books regularly, and if you fnd an error trace it out; should misfortune overtake you in your busi- ness, work harder, do not fly the track: confront your difficulties with perseverance and they will disappear. Although you should fail in the struggle, you will be honored; but shrink from your task and you will be despised. Do not divide your energies too T much: find the business that suits you and stick to it faithfully. When a man’s attention is centered on one object, his mind will constantly sug- gest improvements which would es- cape him if his brain were occupied with a dozen things at the same time. There is good sense in the old saying about having too many irons in the fire. Industry is the keynote, persever- ing attention to business. Constant, regular, systematic application to business, if properly applied, will bring great results. It will lead to success as surely as idleness and in- attention lead to failure. Whatever has been attained in art, science or business has come from_ industry. “All is the gift of industry; whatever exalts, embellishes and renders life delightful.” Claude Wheeler. ——--2o——————_ An Apple Packing School. A letter to John S. Gardner from his sister, Mrs. Elsie Wrigley, at one time a teacher in McLouth schools, but now at Hood River, Oregon, has an interesting description of the sys- tematic methods employed in the packing of apples in the Hood River valley, where orchard lands are val- ued at $1,000.00 per acre, says the McLouth, Kansas, Times. They have a_ well established school where men, women and chil- dren ate taught every detail of the art of properly packing fruits for a long journey on land or water or both. It takes 6 days to complete the course: at the expiration of this time the student is given a certificate of qualification, a name and number rubber stamp and is engaged by the fruit packers. Culls are used in the school and are packed and repacked, over and over again. Packers are paid by the piece or box and make from $3 to $5 a day according to the adaptiveness to the work. The apples are wrapped, individu- ally in paper and are packed two ways, straight and diagonal, only two styles of boxes being used, the Cali- fornia and Oregon, which have the same capacity, but different shape. These boxes hold from 36 to 300 ap- ples, according to size of fruit, and sell for from $2 to $7 a box accord- ing to the quality. The fastest pack- er, so far, wrapped and packed a box of 125 apples in 2 minutes and 50 seconds. Six cents per box is the average price paid packers. -_ a WorpDEN GROCER COMPANY The Prompt Shippers Grand Rapids, Mich. 8 MICHIGAN TRADESMAN November 23, 1910 wy MicincAN TRADESMAN 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 subscriptions, $3.04 per year, payable in advance. No. subscription accepted unless ac- companied by a signed order and the price of the first year’s subscription. Without specific instructions to the con- trary all subscriptions are continued ac- cording to order. Orders to discontinue must be accompanied by payment to date. Sample copies, 5 cents each. - Extra copies of current issues, 5 cents; of issues a month or more old, 10 cents; of issues a year or more old, $1. payable Entered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWE, Editor. November 23, 1910 THANKSGIVING. This issue of the Tradesman will reach the readers just in time to be served with the Thanksgiving dinner, and it ought to be a pretty good item on the menu. Gratitude has been defined as be- ing a lively sense of the favors yet to be received. Of course this is only one definition of the word. It applies more especially to politicians than to the ordinary walks of life. But is not business one sort of poli- tics? Does it not, like politics, make queer bedfellows and, like politics, is it not to a considerable degree a mat- ter of friendship, alliance, influence and policy? With so many points in common why should not business have the politicians’ gratitude—that gratitude which is anticipatory? This issue of the Tradesman is full of the gratitude that looks to the future. It tells of the approaching holiday season, of the harvests to be garnered by those in trade and how to make the harvest greater and bet- ter. It gives tips, offers suggestions, seeks to inspire confidence and does its best to awaken enthusiasm. If the merchants will read and digest this with their Thanksgiving dinner, how great will be the blessings that will come to them. Important ingredients to any din- ner are cheerfulness, pleasant chat,, the passing joke, the short story well told, and of these essentials the Tradesman is full. From front page to back cover the aim has been to be hopeful and helpful, to convey a message of good cheer and optimism, to make its readers happier and glad- er. Full of this spirit, can there be any circle to which the Tradesman will not be welcome? The Tradesman does not confine its teachings to the politicians’ brand of gratitude. The past year has been a good year for Michigan and the states adjoining. It has been a good year for crops and for business. The people have prospered in worldly af- fairs. It is easy to believe they have made progress in matters spiritual. They are better off in finances, they stand on higher ground morally, in- tellectually and in character. Therefore let us give thanks. Let us bow our heads in acknowledgment of the blessings received. Let us be grateful for the favors yet to come. Amen. TURKEY TALK. With turkeys at present prices you sometimes wonder why farmers do not go into the business more ex- tensively for a few years and then retire rich. But turkey raising is not without its drawbacks. First, no other domestic fowl, un- less it be the guinea, is so provoking at nesting time. Then the stupid looking bird becomes the personifi- cation of shrewdness. Some cold April day it may be seen wandering along the fence row to the woodlot. Its owner cautiously pursues, but it detects, and enters a dozen brush heaps, only to slip out on the other side when it fancies that it is not ob- served. Or it may settle down and al- low the owner to think its nest is dis- covered until a return at night for the egg. And then the deception is discovered and the detective must again get to work the next day as before. As the eggs are carefully covered with leaves or straw as soon as deposited, finding the nest without the presence of the bird is a hope- less task. If the eggs are chilled they are ruined for hatching. So the wiles of the bird must be both hu mored and outwitted. The rambling propensity in sum- mer and autumn is another drawback. The birds retain the love of freedom from their wild ancestors, and dur- ing grasshopper season or when the nuts ripen they will wander a mile or two from home, mingling with other turkeys if there are other flocks in the neighborhood. Then follow dif- ferences and feuds with those having flocks of a similar breed, until the peace-loving, honest farmer quits the business in disgust. Of late black head and other diseases have deci- mated flocks in many places, render- ing turkey raising less profitable; yet while the young bird is exceedingly tender, after it is half grown it is as hardy as a chick; and a flock of turkeys having successfully passed this stage will practically take care of themselves during the rest of the season, waste grain and insect food satisfying their wants. Turkeys on a farm render it immune from a plague of grasshoppers. A Chicago woman who had been bread-winner for herself and mother suddenly became an invalid. The en- forced rest was hard upon one whose entire life had been one of activity, self-sacrifice and generosity. Yet with the true feminine instinct she grasp- ed the smaller services for humanity within her reach. Out on the West Side is a public school for crippled children of the poorest families. The Chicago Board of Education built the school, furn- ishes teachers, "busses to carry the children to and from school, manual training tools, a type setting machine and some money for construction work. One of the head teachers re- marked to her that if their playroom could be fitted up like the public playgrounds they would be “as happy as they could be this side of heav- en.” This remark sank into her heart, and althoulgh without personal re- sources she resolved that those chil- dren should have the playroom. All summer she labored, first with pub- lic officials and then with individ- uals; but “people whom I could in- terest could not afford it and those who had the money did not care.” Finally a man was found who did care. He sent his architect to see her and did not limit the cost. Gar- den swings, rope swings, teeters, sliding boards, merry-go-rounds, ring tosses and bean bag boards were among the things provided. The move commenced; others joined. “I was so encouraged,” she wrote to a friend, “that I went on slowly and got two nice pianos, twelve geographical globes and $32. I had to do a great deal of correspondence and it has kept me busy. I did only the beg- ging; others who could not get away from me did the good work. It will be ready for Christmas. If you could see those little legless, one-legged children and others with their mis- shapen bodies your whole heart would go out to them they are so bright, so anxious to learn and to be self-spporting. This will be my Christmas — all the Christmas I want.” This was almost two years ago. ‘The invalid has just ben ushered into the world where Christmas joys are perpetual, leaving her aged mother, whose constant companion she had been and from whom she caught the inspiration for her own good works, with her light gone out. But she is not left in darkness! A memorial tab- let for Marian Fearing is indelibly inscribed on the heart of every one of those grateful children; and these with her countless services of love for others will reflect the prismatic colors of love and hope in every step of the mother’s remaining years. GAMES AT HOME. “Papa taught us a new game last night, and we just had lots of fun,” was the enthusiastic statement of a child to her seatmate the morning after Hallowe’en. Those familiar with the active, fun-loving elder brothers of the household smiled knowingly at the simple method which the father had taken to hold fast the reins of restraint at a criti- cal time. A prominent woman of St. Paul, in reading the reports of the Asso- ciated Charities, became convinced that there were too many children playing about the streets evenings, and a bright thought for lessening this evil came to, her in similar vein. She recognized the fact that the pub- lic library was not a complete cure from the fact that not all children can be interested in reading. Fur- ther, the normal child does not wish to read all the time; nor should a sane adult wish it to. Out of these de- ductions came the thought, Why not induce public libraries to loan games in the same way that they loan books? The subject was broached to the librarian, who heartily approved of it. And now, for the first time in any city, the public library of St. Paul has a game department in prac- tical operation. It includes such games as Mother Goose, Mother Hubbard, checkers, chess, jack straws, Humpty Dumpty and Robinson Crusoe. Any game which will induce the youngsters to collect around the family hearth is appropriate, and_ historical, literary and other games of an educational nature may be added for the larger children. It is understood that Carnegie is to be informed of the new movement with the hope that his future endow- ments may be with the understanding that a game department be a part of the library equipment. Meantime this but accentuates the home duty of providing entertainment for the chil- dren rather than allowing them to find it elsewhere. The public plan will help out in the poorer homes; those of moderate means may also benefit by the plan, but they may supplement it advantageously with individual provisions. ONE WHO THINKS HE CAN. All glory to him! He will succeed when others fail. Did you ever know of any great accomplishment made through the man who had no faith in himself? Distrust yourself and others will not have faith in you; but with your own self-reliance unshaken, you may succeed even though the whole world predicts failure. Only a few years ago the man who thought he could fly was the subject of the humorist. Yet his idea grew with the effort, and his own self- confidence came to the rescue at every wavering point. Had he been less hopeful, he would never have spent the years in experimenting with strange mechanisms. Had his confi- dence been lost, fear would have turned a possible victory into defeat as soon as the upper air was reached. It was the calm, self-confident spirit which gained the victory. In a recent interview with the son of Hetty Green, the richest woman in America, Mr. Green is reported as regarding the lesson of self-reliance one of the most important which his mother has given him. In his youth- ful days she sent him to Texas to look after some railroad matters. Soon after his arrival he telegraphed her for advice regarding a certain subject. “You are on the spot,” was the reply; “you should decide this matter.” It was for the very purpose of teaching him self-reliance that the trip had been ordered. Self-reliance has been ever the lead- er on the battle field. It has been equally forceful in industrial circles, in commercial measures, in every im- portant walk of life. “Be bold,” says Longfellow. It is the child who thinks it can not walk that is sure to trip over its own shadows. The boy or girl who starts bravely across the footlog reaches the other side in safe- ty, while the timid one grows dizzy and falls by the way. think they can.” “They can who scm ssithepesembanieivmtaaiiee pe eSB 5 etna ime gree November 23, 1910 2 MICHIGAN TRADESMAN B.. The Greater Harvest. He stood amid the fields of maize, Hard-wrested from the wilderness, And shaped his simple hymn of praise For harvest treasures come to bless. Yea, thus the Pilgrim Father stood Upon the nation’s virgin sod And, looking on his harvest good, Poured forth Thanksgiving to his God. He looked and, looking, he saw more Than solitary season’s grain: He saw new ships upon the shore, He saw new cities on the plain; He saw above the wood arise The pillared smoke of Industry— He saw with his prophetic eyes A mighty Nation yet to be. This was the harvest, men of old, That brought Thanksgiving to the heart: The sturdy ship with freighted hold, The busy wheel, the crowded mart. ’Twas not a single season’s store Inspired the anthem of your praise— You knew you turned Time’s furrow for A greater harvest, grander days! —American Lumberman. ee LESSONS OLD MEN TEACH. Two old men addressed the Gen- eral Society of Mechanics and Tradesmen in New York a few days since, and what they said was partic- ularly worthy of the attention of young men just starting in life. One of the speakers was the Rev. Robert Collyer, who will be 87 on the 8th of December. The other was Andrew Carnegie, who will be 73 on the 25th of this month. They are both distinguished citizens, and most young men would like to be dis- tinguished. In their imagination young men leap over the years and behold themselves honored guests at banquets. They dream that they have succeeded and that their time is oc- cupied with posing in public, listen- ing to applause, taking part in ele- gant amusements. Toil belongs to the past as they burn incense at their own altars. But now let us turn to the old men and learn what experience has taught them. From the summit of his years Dr. Collyer said, “Two folks have been molded into one in this old man,” and he added that he was sure that he thought a great deal more of the young blacksmith who was his younger self than he did of the man who was then trying to speak to the society. The young blacksmith “could stand all day at an anvil and could turn out twelve doz- en horseshoes in a day,” and we are left to infer that he found as much joy in the achievement as his suc- cessor has in the best work of the later years. What stood out in the old man’s reminiscences was the thought that doing something with a right good will made life worth liv- ing at every stage. And so it was with Mr. Carnegie. One of his proudest moments had been when recalling that as a boy he had fired an engine in a bobbin fac- tory, he had “shown the horny hand of toil” and gained admission to the society. He looked back with pleas- ure upon his work and he was still intensely interested in the active life about him. When he gave for libra- ries it was not the money that he thought of chief moment, but the new incentive for action. He was doing something for others that they might do the more for themselves. Experience teaches, evidently, that our youthful dreams are very mis- The old men tell you that each day of honest endeavor realizes for you the full measure of human ambition. Life can do nothing bet- ter for you if you should become famous. leading. Rejoice in your strength, Make a success of eack day by working away with a glad heart. The reward is of the present, not of the distant future. And.so perfect is it, so satisfying, that at 87 when you have won the respect and love of the world you may recall your humble triumphs not with gratitude merely, but with just a touch of a wholly pardonable envy. WORK. Work holds in its grasp all real success. The most useful men and women in a community are those who work. The best boys and girls in a school are the workers. And, what is more, they are the happiest. The man who quotes the passage, “All things come to him who waits,” as ar excuse for his inactivity usually congeals by the wayside. The boy who works all sorts of dodges to avoid doing some duty really has a much harder time of it than the one whe tugs bravely from the start. No single man has given more tu the world during this generation than Edison, and he is an indefatiga- ble worker. If he gets an idea into his head everything else is thrown out for the time. He sees, hears and thinks only the problem in hand. “The longest time I ever worked contunuously, he told some of his friends, “was five days -and five nights without sleep. That was dur- iag some of the’ lighting experi- ments.” Yet it almost scares one to think of what might have been the result had he let go of the problem just at the crucial time. Snobbishness no longer casts a slur upon the working:man. He has shown that he can become a_ mil- lionaire; that he can encompass the globe with his voice; that on him the man who will not work is dependent for his sustenance. He has proved that not work but the method by which it is given renders it noble or menial. Honest toil brings out the best that is in man. To sit down and wait for opportunity is not real liv- ing. Personal exertion and service are duties which we owe to our fel- lowmen, to ourselves and to our Cre- ator. The best that is in us is none too good to give, and we may be assured that the more we give of this the more bountifully will we have it to give. Gold that is kept burnished is more durable than that which is allowed to become tarnish- ed through disuse. © thereiore, and exercise it. glorious LOYALTY TO HOME TOWN. The spirit of loyalty to one’s own town and practical ways of mani- festing it is the subject of an edi- torial in a newspaper of Central New York. -After giving some _ sugges- tions in regard to this loyalty, and making the point that it has much to do in securing the prosperity of the community, it refers to Cobles- kill, a neighboring village, as an ex- ample to be followed by those in its own community. A citizen of that town, it says, will get into the dumps on every other subject but Cobles- kill. It is not claimed that its resi- dents are free from the infirmities and trials to which humanity in gen- eral is subject, but the background of life there is an abiding satisfaction and pride in their own town. It il- lustrates the local spirit by saying that the citizen of that town will tell you that his back aches, his hair is getting gray, his wife has rheumatism, his hens all want to set at once, his stocks have gone down or his automobile has blown up; he will look the picture of de- spair until you ask, “Well, how about Cobleskill?” Then the lines on his face begin to smooth out, the crow’s feet about his eyes deepen and the sweetest smile appears as he says, “Cobleskill, she’s all right, the best village on the map. Come over and visit us.” The paper then goes on to say that that is the way to boom a village—“the way to be a booster and not a blighter,’ and makes an earnest appeal for more of this spirit in its own community as having a great deal to do with the advance- ment of its business interests and its attractiveness generally as a place of residence. In this breezy counsel it will be recognized that there is practicel wis- dom and a cheerful optimism which should carry a lesson to the mer- chants in many another town. To be interested only in one’s own im- mediate affairs without regard to the interests of others and of the com- munity is a mark of narrowness. Those who are thus contracted in their sympathies and aims deprive themselves of the honor which be- longs to those who are known as public spirited citizens, having an in- terest in and helping to promote the general welfare of the community. Apart from the obligation of the broader and higher principles of un selfishness, the observance of which in the very nature of things brings its own reward, there is practical ad- vantage in taking a sincere interest in the local welfare and advance- ment, emphasizing the advantages and opportunities of the town and in general manifesting a spirit of loy- alty and optimism in regard to it, A merchant who has this spirit is pret- ty sure to be a better merchant than if he were animated by a different spirit. Such exercise of enthusiasm and earnestness will increase the en- thusiasm and earnestness with which he will conduct his own affairs. He will also make friends, as his cheer and hopefulness will attract, while in- difference or pessimism would ex- pel. A few strong and earnest men animated by this spirit can do much to promote the welfare of the town and with its advancement there will be a broadening of the business field and an increase in the volume of its trade. His example will be conta- gious and friends and fellow mer- chants will catch something at least of his spirit, and loyalty to the home town may become a characteristic of its citizens. Then unless seriously handicaped it is on the high road to better things. One of the signs of the times which is full of promise is found in the in- dications in many directions that the cultivation of local interests and the development of local loyalty is com- manding a degree of attention not heretofore given to it. In a_ con- stantly increasing number of places there are local organizations of mer- chants or boards of trade which sometimes are broad enough to take in all who are interested in local ad- vancement along business lines. Civic leagues or associations, too, are be- ginning to multiply, in which atten- tion is given to the beautifying and improvement of the town without primary regard to its trade—an ef- fort which should have the heartiest sympathy of the business classes be- cause of the direct bearing the at- tractiveness of a town has upon its trade and its standing as a trade cen- ter. There is adso coming into vogue the observance of local festivals, as, for example, the celebration of home week or something analogous, when the spirit of attachment to the place finds expression and the citizens unite in a common effort to honor it and promote its welfare. All these are significant not because any one of them by itself accomplishes a great deal, but because they are symptoms of a_ broadening interest and a movement for the promotion of local welfare. They are to be re- garded with unqualified commenda- tion as the natural expression of at- tachment to the place in which one’s lot is cast, in whose well being he and those dearest to him are so closely concerned. Regarded in this light local loyalty is akin to love of country and affection for one’s own home, while at the same time it is justified on the lower and_ utilita- rian ground, that it is immediately cornected with the advancement of the business interests of the place and the increasing of opportunities for making money.—lIron Age. It is interesting and often profit- able to study other people and it is likewise very essential to thoroughly know yourself. Some of us watch the other fellow too closely and pay too little attention to ourselves, and in studying one’s self it is very es- sential to be strictly honest. If we do that we often find out that there is great cause for charity and just- ness towards others. “As a man thinketh in his heart so is he.” Size up to that standard before finding fault with others, especially compet- itors in business. MICHIGAN TRADESMAN November 23, 1910 oe i % —_ i = “ac v = di 4, eee md GG : i 9) eae ZS Z ee g NDOWAND INTERIOR: a = Z : s _— me — = 22: DECORATIONS ff i ( | , M wen rrr mM | Ons 4 a ee 4 < AOSD - EZ AAS ee 2 Gaayv oS } Holiday Advertising Helps. lasting satisfaction to the recipient.” Most of the following phrases : were culled from last year’s Christ- The store that is all the year mas advertising of metropolitan de around dependable; where oo are always satisfactory in variety and partment stores. They are present- ed merely as suggestions for busy holiday advertisement writers: world— “Again the world—our yields to the gay, glad, carressive spell of Christmas. The sweet emo- tions it inspires are sympathetic— universal. Other legends may dim and fade, but the traditions that clus- ter about the white, bright brow ot Santa Claus will thrill the heart of humanity as long as little children live to love and to be loved. The festival spirit is supreme. Grand- mothers aroused by the pertinacious babble of memory will glow again as they come here to buy dolls . and toys for their children’s children, and in the raptures of the little ones feel once more the tingling delight that fifty years ago stirred their own souls. Happiness, like history, re- peats itself.” “The basement toy section beckons to young and old alike. Doesn't mat- ter what your age—here are inspira- tion and genuine merriment; just wander through this wonderland of make-believe, listen to the peals of laughter, and watch the glow of crimson on happy faces as they en thuse and make merry at the funny antics of the various conceits; watch the little ones capering gleefully from counter to counter.” “If you are forlorn and adrift— come to us. Come where dolls and tops and the blended radiance of gilt, and tinsel, and crystal, and color glis- ten prodigally and magically in my- riad forms. Plunge into the thick of the throngs and you can’t escape the contagion—the contagion of hap- piness.” “In Toyland, the City of Make-Be- lieve, trains are in motion and ma- chinery is busy reproducing the in- dustries of the world in miniatures. Blue-eyed dollies are laughing and crying and winking their eyes; clown dolls are performing their antics— everything is trying to encourage the Christmas spirit. Shop early for toys, as many of the things here now can not be duplicated when they are gone.” “We are Christmas specialists. We undertake to relieve the season’s bur- dens and embarrassments by provid- ing suitable articles for old and young, rich and poor, the learned and unlearned—gifts that will give quality; where prices are never rais- ed because it is Christmas season and people may not have time to make comparisons.” “Don’t wait until you have decid- ed upon what you are going to give. You can decide here—inspired by the sight of our great showing of ac- ceptable articles. If you come now your gift will be right if bought at 9 ” ’s “Bountiful assortments of gift merchandise—multitudes of happy faces and a pervading spirit of good cheer throughout the store—all point to the nearness of the Christmas fes- tival.” “Our purpose is to suit and please vou by affording a service in keep- ing with our merchandising stand- ard—-and to make your trading more gratifying than it has ever been be- fore.” “We have but one fear, which is that you will judge our merchandise by the prices. Don’t do it. Remem- ber, the prices are over our signa- ture, and that is an absolute guar- antee.” “Every nook and corner of the big store reflect the lightness and bright- ness of the season of good will; every department is resplendent in its holiday garb.” “The economy basement is man- ned and managed by specialists who understand your needs and require- ments in lesser priced lines of trust- worthy merchandise.” “While we have crowded every available space of our store with beautiful gift-things, the very choic- est must necessarily go to those who come first.” “Time, energy and_ health-saving guides to economical shopping. We have whittled our advertising down to the mere point of suggestion.” “The Christmas gift of this year is the heirloom of to-morrow—pro- viding you have been thoughtful in its selection.” “Gather your Christmas troubles and bring them here for quick and economical solution.” “Santa Claus has ‘lifted the lid’ at this store and finds it filled to the roof.” “The store where lasting satisfac- tion follows every transaction.” —— Houston’s Boosting Way. Written for the Tradesman. During the second week of No- vember the big show windows of all of the leading stores in the main business district of Houston carried elaborate displays of the products of home factories and institutions. It was “Houston Made Goods Week” and was one step in the campaign being waged by the Chamber of Commerce in promoting the patron- age of home industry as the chief element in city building. Attractive display cards which all of the exhibits carried were prepar- ed by the Chamber of Commerce with the words, “Money Talks,” in large letters at the top and under- neath were the telling phrases: “When you spend your money for Houston made goods it shouts ‘Until we meet again.’ When you spend your money for foreign made goods it sighs, ‘Farewell forever.” These cards were distributed among the local manufacturers and they were accompanied by a letter urging them to secure permission of their custom- ers or friends in the retail trade to permit them to make a window dis- play during the week indicated. Dur- ing that period thousands of visitors thronged the city as it was the oc- easion of the annual No-Tsu-Oh Carnival, a week given over to pa- rades, music and conventions. Many | of the manufacturers in addition to) their window display arranged booths in the stores and had demonstra- tors explain the merits of their goods. The exhibit was a success in every particular. Whether it is because of too great familiarity or the enchantment which distance is supposed to lend, there is no use attempting to disguise the fact that in the smaller cities the home manufacturer finds it difficult to get a foothold for his product when he comes into competition with foreign made goods. It might be worth while to point out to the home manufacturer that he seldom makes the same strong bid for his goods at home as-does the manufacturer from outside points seeking the co- operation of the retailer in attracting the buying public. Take the cards in the street cars in any of the cit- ies of fifty to one hundred thousand population and you will find ten ad- vertisements by foreign industries to one by local concerns. If the home manufacturers were as zealous in familiarizing the public with the names of local firms handling their products as are the foreign institu- tions there might be a different story to tell. Here is a chance for the ad- vertising man to get busy. There was tried in this city a few months ago an experiment which will prove of interest to those engaged in advancing the interests of home in- dustries. Through the Chamber of Commerce all of the manufacturers and the leading merchants were in- vited to participate in a “Knowing Houston” excursion. An itinerary was very carefully prepared providing for a visit of from fifteen to forty-five minutes at each of the manufacturing concerns in Houston. At a designat- ed hour all of the excursionists as- sembled at the Chamber of Com- merce and then boarded automobiles for the tour of the factories. In many of these there were exhibits specially prepared, many had attractive sou- venirs to distribute and at each place the plants were in full operation. Four afternoons were devoted to these excursions. It was a unique schooling in what is being done in a manufacturing way and many learned for the first time that cer- tain lines were strongly represented here. That this should have been so was a reflection upon those man- ufacturers and discloses as sad a lack of foresight in advertising at home as the public displays in pat- ronizing home industries. The good effects of this exchange of visits by the manufacturers themselves and the big retailers are yet apparent. This excursion was followed up by the Chamber of Commerce issuing a sinall directory setting forth in detail the articles manufactured in Hous- ton. This little book was offered for free distribution in order to ac- quaint the public with home manu- factured articles and contained a strong appeal for greater co-opera- tion. The next step in the campaign was the show window display, and this is to be followed next spring or fall with an exhibition by Houston manufacturers, and present features indicate that “Houston Made Goods Week” is to be a permanent affair. Other cities are adopting other sys- tems for advancing the spirit of home industry patronage and if the manu- facturers will do their part the day should not be far distant when pres- ent complaints against the buying public should cease. W. S. Gard. Houston, Texas. —_—_+ +. How to Wash Windows. Strange as it may seem, there is a right and wrong way to wash win- dows, and, as the question is usually dreaded, the following method will doubtless be appreciated, as it saves both time and_ labor. Choose a dull day, or at least a time when the sun is not shining on the windows, for when the sun shines on the window it causes it to be streaked, no matter how much it is rubbed. Take a painter’s brush and dust them inside and out, washing all the woodwork inside before touching the glass. The latter must be washed slowly in warm water diluted with ammonia —do not use soap. Use a small cloth with a pointed stick to get the dust out of the corners; wipe dry with soft piece of cotton cloth—do not use linen, as it makes the glass linty when dry. Polish with tissue paper or old newspaper. You will find that this can be done in half the time taken where soap is used and the result will be brighter windows.— Storekeeper. pe pe November 28, 1910 ceived during the year just past New Striped Storm Serge at 59c oe yd. 89c Quality. A phenomenal purchase of 42-inch All-wool Self-striped Storm Serge—one of the most effective and fashionable dress materials shown this season. We bought it at such a low figure that we can name a price that will further po larize this Dress Goods Department and make the force of its underselling felt wherever low prices for stylish and reliable quality fabrics are appreciated. To all appearancts these are the same as the regular all-wool storm serges, except for the new self-striped effect, which is exceedingly smart and desirable. In the most sought-after shades—NAVY BLUE, BROWN. GREEN and BLACK Regular 89c quality tomorrow at 59¢ a yard $1.50 BLACK BROADCLOTH—A special purchase of 5o-inch Black All- 7 wool French B-oadojoth, the desirable soft chiffon inish quality. Exceptionally rich, high luster + Cc and fine twill back. Perfect crow black. Regular $1.50 value. Sale price, YO. 22-2 eee eee enrees | $1.00 CHEVRON SERGES—«8-inch All-wool Chevron Serges, in the lat- } ent wide-wsle effect. Not the extreme diagonal weave, but a moderate size heavy twill quality. 5 Cc Choice of black. navy blue, reisin, reseda, tan and gray. Regular $1.00 quality for....-...---..++ ; "go SUITINGS—38-inch Suitings, in a number of the most desirable wes, including Basket Weave, Tw w wea’ Roueh id, Hopsacking Fancy Mannish Mixtures—service- able and dressy materials for fall wear. Choice of navy blue, gray, green, rose. brown and } Diack; also the desirable dDlack and navy blue effects with white stripes Regular Wc values at, j Most merchants give their customers a sack of candy. a cigar, a calendar or some little trinket of no value as a token of their appreciation for the patronage re- “AiLLinen Table Cloths. Regular $1.69 99c Value at.... A sale of Fine Quaiity Table Cloths that comes right in the nick of time to -upply Thanks- giving needs. ' g An importer’s overstock of All-linen Austrian Satin Damask Table Cloths, hemmed with fine row of open work all around. Choice of five handsome patterns. Size €ox6o in. Suitable for: breakfast or luncheon usq : Imported to retail at $1.69. Sale price, 99¢ each. 6a-inch Best Grade Imported German Mer- 200 dozen Ail-nen Bleached Satin x © give satis- Irtsh Satin Dane rarer cae oe terns: size T2Kr> tes Seces cae ee eantae cae $1.45 : . ‘ ih 4 3 Mercerize: i Two Yards Wide Extra Fine All-linen | oneness Mee ee an Irth Barn Demask: choice of six beautiful de- | Rien beautiful patterns. Regular 31.50 value. . cigne, Worth $119 yard. Sale price «+... C+ Sale price, Goren asecenseccseesencrsesssssnssnsnsses 904c ; t Vv {action and to retain its desutiul luster; six pretty patterns. Worth 660 yard. Sale price..... 48c manner by giving our customers the benefit of a New Year Greeting Sale We believe that the way to the people’s hearts ts through their pocketbooks. and this sale is going to open the pocketbooks of the people of this city and vicinity and Welcome Us To Enter =D eS ’ From the Railroad Ce. ' Leather Bags » t $4 & $5 Values | ‘For $1.98. .t they received @ slight © rene wetting on the outside. | | i ‘i Bass i perfect, but while In | Sable High-cut Leather || | w- I , made on a durable co frame; full rubber 634c yd. Regularly 10c yards of All-linen Bleached | 1,000 Barnesiey Crash Toweling, in plain wh te weave and with red border. Patel every thread pure linen ax Excelient for roller and tea owels. Regulur i@c value. at €%&c 2 Yd (Linen Dept.) t o i Antiseptic | Birdeye, | | 84c Piece, Regular Price. $1.25 | one-day sale of 20-inch | | Piranesi pat ap n \) — packages of ten yards | Thoroughly absorbent and | a@ntisepiic. Note the width— |) 20 inc! ) No mail or phone orcers filed. i —————— Black Sable Fur' } a MICHIGAN TRADESMAN Present—F. E. Darby, preside The following bills were then sented, read, referred to the & committes and allowed: Kalkaska Leader, printing......$ S. Swarthout, labor on water WO coe ce sneer ens ~osneee Swaverly Telephone Co., H. E. Stover, mdse for office... pomping...... ...-..---- street lights.....-.-...------- ‘The bills of M. N. Lehner and W. Pearsall were referred bact committees, and the bilis of Martin and Chas. Sessions were * No further business appearin: cil adjourned. A. C. Bee & Pythian Sisters’ Fa’ ‘The Pythian Sisters will he fair in the Glenan building [ 9 and 10. Booths of every der For pains in the side or chest fa piece of flannel with Cham | Liniment and bind it on over | |of pain. There is nothing be* a | ee All-linen Crash, Colo. “We have used it and it has never failed to gi* | Por sale by all dealers. A Word to my Cv Owing to the enorm little better meal, I har up a 36 cent meal, anc ask you not to mb meaning, for | still se as before. Positive’ town for 25 esnts regular council rooms on Monday, Novemte. We are going to show you our appreciation in a far more substantial |+« 730 p. m. : Council called to order and roll ¢: Isa Suggestion As to how you can use the special New Year Greeting Cut Made especially for our sub- scribers by our art department. Remember we will sell this cut to but one advertiser in each town. If you want to use it Send your order in at once There are many ways this cut can be used. Some will want to use it in connection with a special sale, others will want to make a New Year An- nouncement or a New Year Greeting to their customers. The cut is very suggestive and attractive and will add much to any newspaper advertisement that may be run the first of the New Year. Price for this One four column cut $1.50 One six column cut 2.75 Money must accompany all i i Call and ser Battenberg Centerpieces. | xm te vas. | ecial cut \ | Te p Worth $1.75, $2 for $26.50 | = S || ‘The New Sable Fur Coats are SL ° ees” | Handsome art pieces for home decoration or for gifts. To see these Battenberg Center {cease oes, about pieces is to desire possession—an easy matter at. tomorrow’s low price. }) bie Coats, in Mo : inch size, in round or square shapes. Some in all over iace designs and others plain i ue a Jinen and drawnwork centers, trimmed w.th Battenberg buttons. a Kinds sold regularly at $1.75, $2.00 and $2.50 at $1.19 for choice. $: and $6.00 LUNCH ; $1.25 SCARFS—Batten- | = $1.>- ¢ Fine Quality, Batienverg | berg Bureau Scarfs, the three-pece | ~ —. eee a es pecs into | bene a ee - a oe ders a orders. CUT THIS OUT AND SEND IT IN TODAY Tradesman Company, Grand Rapids, Mich. Gentlemen: Enclosed find §$.............-.-- for which please send one..............---. column special New Year Greeting Cut with the understanding that 1 am the only merchant in my town that is to receive this cut. Send by ........-----------------------0----n ne express. Magee ee ihe entre cent pe nen de ete ee aca taee Oe Tradesman Company, “6 Grand Rapids, Mich. MICHIGAN TRADEBMAN November 23, 1910 iy vyNN) e(( f = LS = = el | BUTTER, EGGS 4» PROVIS ie , yy Fai a ONS TOM er AM Batiss “yy 2 Ay oN ara mane 44, (fut! AUK My Bd es AN i, AS When the Frost Is On the Punkin. There’s somepin kind 0’ hearty-like about the atmosphere When the heat of summer's over and the coolin’ fall is here. Of course we miss the flowers, and the blossoms on the trees, And the mumble of the hummin’ birds} and the buzzin’ of the bees, But the air’s so appetizin’, and the land- scape through the haze Of a crisp and sunny mornin’ of the early autumn days Is a picture that no painter has the colorin’ to mock, When the frost is on the punkin and the fodder’s in the shock, The husky, rusty rustle of the tassels of the corn, And the raspin’ of the tangled leaves as golden as the morn; The stubble in the furries—kind 0’ lone- some like, but still A preachin’ sermons to us of the barns! they growed to fill; The straw stack in the medder, and the} reaper in the shed, The hosses in their stalls below, the clov- | er overhead— Oh, it sets my heart a-clickin’ like the | tickin’ of the clock, When the frost is on the punkin and the fodder’s in the shock. —Riley. sane Sanna Large Crop of Poultry But Egg Lay Has Been Light. The receipts of eggs at New York, Chicago and Boston during the first half of Novemberin comparison with previous years, may be seen in the following table: Egg Receipts November 1 to 15. 1910 1909 1908 New York 84,584 91,165 74,354 Chicago: .:.... 38,575 65,909 41,886 Boston 2.26... 22,962 31,016 29,824 Totals 146,121 188,090 146,064 November us the fresh gathered eggs of any month in which produc- usually brings smallest supply of tion is not curtailed by severe winter weather. Long continued cold waves in producing sections may bring us to a minimum of production in De- cember, January or February, but in |those months the laying poultry is stre to produce more eggs than in | November if weather conditions are at all favorable, even if only in the southerly sections of the country. beau month, as in October, the move- |ment of fresh gathered eggs to dis- |tributing markets has been unusually | light. Although the crop of poultry |is believed to be larger than usual | the fall lay appears to have been re- |markably small, and as a result of thie we have had a more rapid re- duction of storage eggs than usual. But the quantity of storage reserve this year was remarkably large and there is a general impression that when the molt is well over, the fowls | full fledged and the pullets of egg laying maturity, production is likely | to be heavier than usual. Consump- tion has, up to this time, been larger than usual but is now decreasing as a result of high prices and a more general circulation of storage stock. There seems to be a general impres- sion among holders of stored stock that present conditions afford as good an outlet as is likely to be found later, apart from the gambling chances of a very cold winter and a possible resulting scarcity after the close of January. There is now a very free offering of storage stock at the current quotations, and many holders believe that the comparative- ly extreme prices ruling for high grade fresh eggs are detrimental to the prospect for held goods—N. Y. Produce Review. —_~2 ~~ Butter Quotations. The controversy on the Elgin But- ter Board arising primarily from dif- ferences of opinion as to the policy to be pursued in settling the official butter quotation and now leading to various propositions for changing the by-laws of the organization, brings out more and more clearly the arbi- trary character of the Elgin quota- tion. Elgin is not really a_ butter market in the sense that butter is sold there to any extent. The Elgin Board is simply a place where butter manufacturers who have plants in Illinois, Wisconsin and elsewhere, and who dispose of their product on contract in various parts of the coun- try, meet to decide upon the price to be charged on such contracts. But other trade elements have come into the Elgin Board whose interests are conflicting and the quotation, being simply an expression of the predom- inating personal interest, becomes even more unreliable as an expression of real value. It is singular that a public quotation made in that way should be adopted to any great ex- tent as a settling basis for butter or cream contracts. The principle upon which contracts may be reasonably made depends upon the ability of the settling quotation to follow closely the changes of value that occur natur- ally in a market where butter is bought and sold to a large extent. In this sense Elgin is not a butter mar- ket of importance. Chicago is a large butter market but there the official quotations are also arbitrary and do not represent the prices at which the grades specified are actually selling. New York is the largest butter mar- ket of the country and there the quotations are influenced solely by the willingness and ability of sellers and buyers to effect sales on the open wholesale market. New York presents the anomaly of a great deal of butter being sold on the basis o a quotation which must itself be based upon sales. Yet, the balance of supply and demand, the presence of surplus or the existence of short- age is quickly apparent here and the quotations respond naturally and quickly to normal changes in value. miscounts. booklet. ‘‘No Broken Eggs.” You Can't Boil a Cracked Egs Then don’t deliver broken or cracked eggs to your customers; use Star Egg Carriers and Trays For Safe Egg Delivery Every householder will have confidence in the store which uses the STAR System instead of bags and boxes. 200,000 dealers say the STAR System makes satisfied customers—saves money—stops breakage and prevents Ask your jobber and write today for our It means dollars to you. NO. 1 PATENTED U.S. MAR. 10, '03 CAN. DEC. 19, OS ENG. APR. 14, ‘06 Made in One and Two Dozen Sizes Star Egg Carrier & Tray Mfg. Co, 500 JAY ST., ROCHESTER, N.Y. | ¢ : r a i i i AN ATION November 23, 1910 MICHIGAN TRADESMAN 13 Shipping Poultry. To get the highest price for poul- try, shippers should exercise care in seeing that all fowls are properly fattened before they are shipped. Thin, poor stock means a loss for everyone, as there is no demand for that kind of fowls and in order to get rid of them commission. mer- chants are compelled to sell at pric- es away below the market and this weakens the market for fancy, fat fowls. There is no time when shippers should give the packing and shipping of poultry more care than just be- fore Thanksgiving and Christmas, for then the supply as a rule is large and the fancy stock will sell first and invariably thin poor stock is sold last, for much lower prices. In packing in a barrel or box where more than one kind of poul- try is put in the same box be sure to put in a slip on top with the num- ber of each kind the barrel or box contains. This may insure larger re- turns, as many times when a commis- sion merchant receives a barrel of poultry the top is torn off and if it is packed with chicken on top it is taken for granted that it is all chick- en, unless there is a slip to tell what the barrel contains. Shippers should see that coops are in good condition before using, so that they are not liable to come apart while in transit, as they are roughly handled sometimes. The coops should also be high enough to allow poul- try shipped room enough to stand up. Low coops should not be used, it not alone being cruel, but a great deal of poultry is lost every year by suffocation. For turkeys, higher coops than for chickens should be used. Coops may be loaded heavier in cold than in hot weather. Do not overcrowd the Coops often arrive with a good deal of dead stock. Do not blame the commission merchant for heavy shrinkage of poultry smothered in transit through carelessness in overcrowding coops. Keep different stock separate as much as possible. If a shipper has sufficient stock to fill coops it is best to ship the hens, spring chickens, roosters, turkeys, ducks and geese separately. Of course, if a shipper has not enough stock of each kind to fill a coop separately, mixed coops can be sent. coops. Spring chickens weighing less than one pound should not be shipped, as they become a drug on the market. In the first place, keep eighteen hours without food before killing. To dress chickens, kill by bleeding in the mouth or open the veins of the neck. Leave the head and feet on and do not remove the intestines. For scalding chickens, the water should be as near the boiling point as possi- ble. Be careful not to tear or remove the outside skin, as it spoils the sale. To dry pick chickens properly the work should be done while the chick- ens are bleeding; do not wait and let the bodies get cold. Before pack- ing and shipping, poultry should be thoroughly dry and cold; but not frozen. Always see that the animal heat is entirely out of the body. Ap- pearances add to the sale and, of course, the price. Poultry should be shipped so as to arrive on the market from Tues- day to Friday. Receipts generally in- crease toward the end of the week and there is enough carried-over stock on hand Saturday to supply the demand. Merchants, rather than carry stock over Sunday, would sell at a sacrifice, as the stock, when in coops, loses considerable in weight by shrinkage, and does not appear fresh and bright. Besides, Monday is us- ually a poor day to sell poultry. Tags with the name of the com mission merchant and the shipper should be tacked on the end of the coop. Tack two tags, one on each end, so that if one gets destroyed the other is likely to remain all right. Never tack the tag on the tops of the coops. Be sure and write your name and address on the tag.—Twin City Bulletin. ee ge Thanksgiving Day, Hip, Hip Hooray. Thanksgiving Day is on the way— to-morrow it is due to teach us to estimate, appreciate, our blessings great in all their glory. It doesn’t wait to come by freight, so probably on time will reach us—oh, let it find us not behind in making up our in- ventory. The lumberman, if any can, a song of thankfulness can offer at such a time of joy sublime, the glad- dest moment of the season. It’s not that he can thankful be for: golden wealth or brimming coffers but he can sing like anything for many, many other reasons. He can be glad, be gay, egad, though lumber may be off the list (a dollar low, or two or so), because it isn’t any lower. The railroads they may be passe, the service be the weirdest, yet let him yell exceed- ing well because it isn’t any slower. And, as for rates across the states, the lumber freights that are exces- sive, the shipper might express de- light because they aren’t any higher. Though terms of sale that now pre- vail the lumberman won’t think pro- gressive, let him recall that, after all, the seller’s human like the buyer. The whistle shrill of busy mill salutes the hill at every station until to land a timber stand you have to fuss and cuss and dicker. The mar- ket may be slow to-day but still the mill without cessation keeps sawing on from dawn to dawn—but let’s be glad they aren’t thicker. In fact there’s not a thing we’ve got but has a lot of comfort in it—the doubt and debt that men beset, the market that is low or jerky. The lumberman may scheme and plan and still go busted any minute; but, then again, he’s thankful when Thanksgiving comes he’s not the turkey.—Ameri- can Lumberman. —_2- 2 What can you do a little better than else? Not a_ single thing? Then it is time you got busy. Some men have even attained a rep- utation for using profane language. Make a noise, anyway. Let people know you are on earth and don’t be anyone content to drift with the crowd and live on crumbs. Dandelion Vegetable Butter Color A perfectly Pure Vegetable Butter Color and one that complies with the pure food laws of every State and of the United States. Manufactured by Wells & Richardson Co. Burlington, Vt. We Want Buckwheat If you have any buckwheat grain to sell either in bag lots or carloads write or wire us We are always in the market and can pay you the top price at all times. WATSON & FROST CO. Grand Rapids, Mich. None Better WYKES & CO. GRAND RAPIDS WANTED Eggs, Dairy Butter, Veal and Poultry at our new store F. E. STROUP, 237 S. Division Grand Rapids, Mich. 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 Prices. It will pay you to handle our SEEDS. O. Gandy & Company South Whitley, Ind. A. T. Pearson Produce Co. 14-16 Ottawa St., Grand Repids, Mich. The place to market your Poultry, Butter, Eggs, Veal For Dealers in HIDES AND PELTS Look to Crohon & Roden Co., Ltd., Tanners 37 S. Market St., Grand Papids, Mich. Ship us your Hides to be made into Robes Prices Satisfactory Clover Seed and Beans If any to offer write us ALFRED J. BROWN SEED OO., GRAND RAPIDS. MICH. OTTAWA AND LOUIS STREETS Established 1876 W ante Moseley Bros. Both Phones 1217 White Beans Red Kidney Beans Brown Swedish Beans Potatoes Clover Seed Onions, Eggs Wholesale Dealers and Shippers of Beans, Seeds and Pota- tose 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. Cc. D. CRITTENDEN CO. GRAND RAPIDS, MICH. Distributing Agents for Capital City Dairy Co.’s High Grade Butterine Write for prices and advertising matter W.C. Rea REA & WITZIG J. A. Witzig PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. ‘‘Buffalo Means Business’”’ We want your shipments of poultry, both live and dressed. Heavy demand at high prices for choice fowls, chickens, ducks and turkeys, and we can get highest prices. Consignments of fresh eggs and dairy butter wanted at all times. REFERENCES—Marine National Bank, Commercial Agents, Express Companies, Trade Established 1873 Papers and Hundreds of Shippers, 14 MICHIGAN TRADESMAN November 23, 1910 THE GROCER’S PROFIT. Personality of Trader and Service May Make a Difference. For many years the tendency of modern trading has been toward in- creased sales on a narrow margin of profit. That margin is governed by the personality of the dealer and his policy. The trader who buys for net cash and saves every discount claims that the saving thus effected is the measure of net profit. In the evolution of food distribu- tion many changes have taken place and more are to come. These have given rise to many problems that are being slowly worked out, and as far as we can see to the benefit of con- sumers—the ultimate factor. These problems concern the de- partment and chain store quantity buying; limited prices; direct trading between manufacturers and distribut- ers irrespective of their being whole- salers or retailers; value of publicity. Minor matters are within the con- trol of dealers, such as the ratio of expense to gross and net profit; loca- tion; credit or cash basis of pur- chase and sale, personal attention to business. The grocer, “always on the job,” is less apt to complain. of profits than the one who runs an auto for pleas- ure, feels the need of a long vacation, attends ball games, goes fishing, or is engaged in other lines of endeav- or. Thus a grocer, a man of sterl- ing character, abundant means, leaves the control of the store to helpers while he builds and sells houses and is more interested in architecture than food distribution—that case is typical of tens of thousands. Were they to attend to one thing, putting heart and soul into their endeavor, the profits would be increased. This question is complicated and is getting more so every day. This is due to the varying conditions and circumstances of each dealer. In cit- ies neighborhoods change with sur- prising rapidity, so that the charac- ter of demand varies. The chain stores are masters of that condition because they cater to the masses, which, as one operating 240 stores says, demands a policy radically dif- ferent frorf stores catering to the classes. Let us take for example a firm with eight or ten very high class stores distributing $11,000,000 worth of goods of which about one-quarter are at wholesale. For every $100 worth of merchandise bought it gets $122, of which over $18 goes for ex- penses, leaving less than 4 per cent. net on sales. Or take department stores selling one to three millions annually, and we find their net on sales is about 2 per cent. Their expense account is around 20 per cent. of which more than half goes for advertising. The great chain stores being di- rect buyers, and to a large extent manufacturers, save the jobbers’ profit and manage to get a more liberal net than either of the two classes of stores named. Against these mammoth concerns is the great majority that would go to the wall if their profits were in line with the big competitors. Many Philadelphia, there were 7,000 retailers a few years surrender. In where ago, there are 3,500, owing to inabili- ty to compete with chain and de-part- ment stores. How can the majority prosper against powerful competi- tors? We regret that they don’t, and the chief reason is ignorance. They do not know their business, are in- different to its demands. Through ignorance they pay more for goods than they should. Through ignorance they carry too much stock; are care- less about credits; neglect insurance; keep untidy stores; let perishable goods waste, lack system, and each one of these things reduces profits. The little store when prudently man- aged saves in expenses quite as much as the big stores save in direct buy- ing, so that they are on an equality in that respect. The character of the service is vital. The big stores are examples of scientific retailing. Every detail is guarded; not a sale is made that is not a matter of record and can be traced. To meet this the little shop must be a pattern of order and cleanliness and its service exception- al. When the policy is in that direc- tion success is certain. We deem the question of fixed prices as of minor importance. Con- sumers are not won by cost so much as by the personality of the trader and the sort of service rendered. A bunch of six stores in the same lo- cality may sell a popular proprietary article at six different prices without influencing buyers to any apprecia- ble degree—just as one cheerfully pays $1.25 for a lobster salad at Young’s, while another gets equally as good at a nearby popular restau- rant at 50 cents. Why does one pre- fer to pay 75 cents more except it is on account of better surroundings, more style, and higher class service? Profits may be increased by exer- cising individuality. Why sell staple goods at cost or less, when your own brand will afford a better profit? A grocer introduced his own trade mark, old fashioned bar soap, of only one size, pushed it, advertised and built up a splendid profit paying trade while competitors were selling cake soaps at three for — cents. In- dividuality was at work, and what that retailer did with soap he did with every possible article in stock. The result was that his store, instead of being an advertisement for job- ber’s brands, advertised himself and his business. Individuality makes money out of display. The show windows are money-makers. The shelves and counters gather in profit. In many ways its exercise increases public in- terest and increases profits. To sum up, know your business and all the minor questions will take care of themselves. Eternal vigilance is necessary. With these factors, knowledge, individuality, enthusiasm, profits will be satisfactory and a com- petency won, for there is money in the grocery business.—F. N. Barrett, Editor American Grocer. Louisiana Oysters. It is not commonly known that Louisiana is the greatest oyster state in the Union. This claim was for a long time held by Maryland, because it had control of a large area of Chesapeake Bay, while Virginia disputed with Maryland over the situation. At that time the oysters of the Louisiana waters had only a local reputation, and up to a recent date no special care was taken of them, and no defi- nite information concerning the ex- tent of our oyster area was at hand. Within a very few years past the oyster waters have been put in charge of a State Commission, and a boundary has been established be- tween those of Mississippi and our own. According to data furnished by the Chief Surveyor the oyster area of this State is nearly 500,000 acres in extent. The yield is between 200 and 300 barrels to the acre. The oyster beds in Louisiana are now producing annually something like 600,000 bar- rels, the supply being regulated by the demand. If the demand were great enough to tax the productivity of the entire oyster area to its ca- pacity the yield would run high into millions of barrels. : The Gulf Coast line, with its nu- merous bays and inlets, where the tide ebbs and flows, mixing the salt water of the sea with the fresh wa- ters of the inflowing rivers and streams, embraces the parishes of St. Bernard, Plaquemines, Jefferson, La- fourche, Terrebonne, St. Mary, Iberia, Vermilion and Cameron, and while the entire water area is not yet producing prolifically, it is all capable of being brought into pro- ductive activity. When it is reflect- ed that our oysters mature in half the time required by those in North- ern waters, our signal advantage is made manifest. One thing which has kept a large part of the consuming population ig- norant of Louisiana oysters was the fact that they have been shipped un- der Baltimore brands. Under the United States pure food laws this will be no longer possible, and they will be known and appreciated for their own excellence-—New Orleans Picayune. a Where Cranberries Grow. Cape Cod, while not the only home of the cranberry, is recognized as one of the largest producing fields and its product is usually considered the standard. One of the most widely known promontories on the New England coast is Cape Cod, where the cranberry industry is riv- aled by fishing. Wisconsin is regarded as a heavy provider and Nova Scotia and Prince Edward Island are both heavy pro- ducers. Parry Sound in Northern Ontario also grows the cranberry. In fact, it can be profitably grown in almost any swampy place if given proper attention. Nearly everyone in the Cape Cod district has his cranberry bog. Some are so extensive that their owners are enabled to live comfortably the year round on the proceeds. During this season every one, young and old, is occupied in harvesting his or her share and after that is done he helps someone else with the same purpose in view. Boxes and barrels are in evidence from one end of the Cape to the oth- er and everybody is busy picking and packing the fruit from dawn until dusk, The cranberry brings considerable wealth to the Cape and the houses generally indicate prosperity. —_—_+2———_ The window may be small and old- fashioned, but it should be as care- fully trimmed as though it were of plate-glass, and larger than the front of the store. If the stock is limited, unusual effort should be made to ar- range it tastefully. The very reasons which are often urged by small deal- ers in excuse for their lack of intelli- gent and progressive methods are those which most convincingly prove the necessity of small methods. G. J. Johnson Cigar Co. s. Cc. W. El Portana Evening Press Exemplar These Be Our Leaders 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 prices on large quantities, address The Oeder-Thomsen Co., 1942 Webster Ave., Chicago. “MORGAN” Trade Mark. Registered. Sweet Juice Hard Cider Boiled Cider and Vinegar See Grocery Price Current John C. Morgan Co. Traverse City, Mich. There is no risk or speculation in handling Re red. Or On Chocolate They are staple and the standards of the world for purity and excellence. 52 Highest Awards in Europe and America Walter Baker & Co. Ltd. Established 1780. Dorchester, Mass. psa Ea ocescattietts2 November 23, 1910 MICHIGAN TRADESMAN 15 Guard Against Holiday Fires. Merchants of Indianapolis are be- ing warned against holiday fires. The Fire Inspection Bureau of the city has issued a list of suggestions to merchants and others, which if heed- ed, ought to greatly reduce the fire risk during the holidays. The notice which was sent out contains con- siderable information useful to mer- chants besides the words of caution. Merchants are urged to especially caution employes along the following lines: “The use of Christmas greens, harvest specimens, and other inflam- mable materials, such as draperies, scenery, cotton to represent snow, and the like (especially in connection with electric and other lighting sys- tems) is decidedly an increase of hazard, it being impossible to make displays of that nature perfectly safe. One of the conditions of the insur- ance policy is that: “This entire policy, unless other- wise provided by agreement, indorsed hereon or added hereto, shall be void —if the hazard be increased by any means within the control or know- ledge of the assured.’ “The making of such displays would therefore, under a strict interpreta- tion of the conditions of the policy, render the contract of insurance void, unless the policy were indorsed with a special permission for the increased hazard, which will generally be grant- ed only in consideration of an ad- ditional premium, commensurate with the hazard.” 1. To aquaint themselves with manner and location of fire apparatus in the store; to see that such appara- tus is in working order,and prepare to use same in case of fire. 2°. Do not attach material of any kind to electric wires; allow no paper or combustible shades to be attached to globes, and in show windows par- ticularly keep materials of all sorts free from wires and globes. Any change in your electrical equipment will violate your permit unless such changes are properly passed upon, as stipulated in policy permit. 3. Request customers to refrain from smoking or holding lighted cigars or cigarettes while in store. 4. Great care should be exercised as to disposition of paper, boxes, rub- bish, packing material and similar combustibles. 5 You should arrange, during this busy season, to have all packing and surplus boxes and paper removed from premises every night. 6. After closing for the day an employe should be detailed to go over the entire building and report condt- tions to the management, and night watchmen should be instructed to make a similar report. 7. Do not store stock or material on stairways, landings or steps; keep bottom of elevator shaft clean and free from combustible material. Do not obstruct exits and aisles with counters or booths. g. See that fire doors and shutters are in operative order, and, if not automatic, detail an employe to close them before leaving premises each night. 9. Carelessness and untidiness es- pecially are causes for many fires, and immediate attention given the line of suggestions contained herein may be the means of preventing a fire in your particular risk. —eeo > Pure Food Crusade Not Dead. “Is not the pure food crusade a dead issue?” asks Alfred W. McCann in an interesting article published in the New York Globe. Mr. McCann shows that the crusade is far from being defunct. He says the question of whether it is or not, was answered three weeks ago at the annual con- vention of the American Medical Association, representing 25,000 phy- sicians, who pledged themselves un- compromisingly against benzoate of soda and all other chemical forms of food preservatives. Mr. McCann in his article says: “But why this pre- judice against benzoate of soda? Simply because through its use un- wholesome and partially decayed ma- terials can be saved from the waste heap and converted into marketable products for the table. To discourage this vicious condition Dr. Wiley sought to legislate benzoate of soda out of existence. He had almost succeeded when politics, selfish in- terests and lavishly expended moneys interfered. The proposed food laws were strangled to death by the ref- eree board after one of the bitterest fights of our nation’s history. The truth can not be eternally suppressed and for this reason we again find the most serious subject confronting the health of the Nation brought back to life. Quite naturally you ask the question: ‘Were the decisions of the referee board not final?’ The answer is easy. They would have been final had they not been farcical. The in- vestigations of the referee board were not decisive because they were not thorough or far-reaching. We are going to hear more about this sub- ject, and there are some of us bold enough to declare that we are going to see some of our present food laws reformed.” se ——_ Largest Apple in England. On Wednesday Garcia Jacobs & Co., the eminent fruit auctioneers of Covent Garden Market, offered the largest apple in England to an im- mense crowd of buyers anxious to secure the novelty. After some re- markably brisk bidding, it was knock- ed down to Messrs. Adams, the well- known fruiterers of Bond _ street. London, for fourteen sovereigns. This, it is said, is the highest price ever paid for one apple. This won- derful apple, a Gloria Mundi, weigh- ing 27 oz. with a circumference of 16 in., and with a height of 5 in., was grown by the King’s Acre Nurseries of Hereford.—London Grocer’s Re- view. ——__e2 a Crowd fancy groceries to the front. Let profit-paying articles receive the most attention. Let the store be a succession of striking and novel dis- plays, showing the richness and full- ness of the food supply and the won- derful evolution in the variety of pre- pared foods. Use of Oats as Human Food. Oats have been used as human food in Northern Europe for many centuries. In Scotland oatmeal por- ridge, or groats, is one of the princi- pal articles of diet. Hull-less oats are largely used as food in the mountain- ous districts of China, where the grain is not only used as porridge but is ground into meal and used in the making of bread and cakes. In the United States the manufacture and consumption of oatmeal have greatly increased in recent years. Most of the oatmeal now manufac- tured is more properly termed “roll- ed oats,” although the cracked or cut grain, commonly known = as “sroats,” is used to a limited extent. Oatmeal when properly cooked is one of the cheapest and best of the cereal foods. Long cooking not only makes it more palatable, but greatly increases its digestibility. The Iowa Agricultural Experiment Station found that the average price per pound of three brands of oatmeal was slightly less than that of seven uncooked foods made from other ce- reals and little more than half that of seventeen brands of prepared ce- reals. Ten cents purchased a great- er food value in the form of oatmeal than in the average of the other un- cooked cereals, and nearly double that which could be obtained in the prepared cereals. The protein con- tent of the oatmeal was greater than that of any of the other cereal foods. Similar results showing the high food value and comparatively low cost of oatmeal are reported by several oth- er agricultural experiment stations. It is generally recognized that most of the protein in oatmeal is readily di- gestible and that oatmeal is a valua- ple addition to the diet—Bulletin of the Agricultural Department. ——»=s—_———— Automobile Displaces Camel. The automobile, as all admit, has great inherent possibilities, but it scarcely could have been expected that it would supersede the faithful camel, the Arab’s “ship of the des- ert,” in oriental transportation. But the strange story comes from Rus- sia that the automobile has entered the tea trade overland between China and Moscow. That Russian city has for a long time been the center of a trade in what is called “caravan tea,” which has a delectable aroma far sur- passing any that reaches Europe by the ocean routes. It is claimed that transport by sea destroys this ex- quisite aroma. Caravan tea is shipped from Pekin in air tight canisters, across the great Gobi desert, on cam- els, over several ranges of the high mountains of Central Asia, and by that overland route reaches Moscow for a market. Lately an automobile caravan has been put in service for this commerce. A syndicate in Rus- sia has undertaken to substitute mot- or car transit for camel transporta- tion of tea, and with signal success. The motor cars now make the journ- ey in good form and save two weeks in the trip. It is the last word on the serviceability and endurance of the automobile. It is regarded as an adventure to cross the United States from San Francisco to New York in a ‘motor car, and autoists tell with bated breath of negotiations of mud holes, rocky ways and precipitous But such a trip is a trifle compared with a tour through the grades. vast deserts and rugged mountains of barbaric, almost unmapped Central Asia, and that with a load of tea. 2s “Fancy Cheese in America.” “Fancy cheese in America” is the title of a little book by Prof. Chas. A. Publow, of the New York State College of Agriculture at Cornel! University, published by the Ameri- can Sheep Breeders Company, of Chicago. Pro. Publow is recognized as one of the world’s highest authori- ties on cheesemaking, and into the ninety-six pages of print he has put a fund of knowledge and research that will be invaluable to the cheesemak- ers and at the same time of great ititerest to all who deal in cheese. He tells the cheese man, the farmer's wife and the city housekeeper just how to make forty varieties of fancy cheese, the kind that is imported from Europe and can just as well be made in this country. There are no theories or fancies, but it is all prac- tical, easily understood by the lay- man as well as by the professionai cheesemaker. The book can be procured from the American Sheep 3reeder at 75 cents. —+2>>——_ Let the array of the finest canned soups be as much of an index to the character and variety of holiday sup- plies as it is of a good dinner. THE 1910 FRANKLIN GARD Are More Beautiful, Simple and Sensible than Ever Before Air Cooled, Light Weight, Easy Riding Mode! 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. 16 MICHIGAN TRADESMAN November 23, 1910 FARMERS NOT EXEMPT. Have Their Troubles With Labor. Written for the Tradesman. “This fixing of prices by the one party to the detriment of the other is something I do not quite under- stand, and I wonder sometimes what it will lead to.” “To what do you refer, Mr. An- drews?” queried the old schoolmas- ter as he encountered Sam _ An- drews, the lard and meat drummer from St. Louis. “Something been getting out of gear in your line late- ly? It seems to me that you folks ought not to complain with prices of meats and grease goods soaring to aeroplane heights.” “Oh as for that, I’m not complain- ing,” said the drummer; “but what put the thought into my noddle was because of an incident in the bar- ber shop a short while ago.” “Been in to get a shave I see—” “Yes, and to learn that the price of a shave has gone up. folks have been led to believe that it was the gigantic, law-defying trusts that were conspiring to boost prices. Isn't that the fact now, Mr. Tan- ner?” They, Too, Now most “Such an idea has got abroad in the land I believe,” admitted the gen- tle old wielder of the birch. “What in particular has struck you now, Samuel; the mere entry into a vil- lage barber shop did not disillusion vou I trust.” “Your trust is betrayed then, old chap,” chuckled the genial drummer. “You see, with the whole country boiling over with indignation against the beef packers, board of trade gam- and the like, it seems the height of madness to accuse or even suspect the lowly citizen of an Amer- ican village with the wicked propen- sity to rob his fellow man. But I find that our ordinary American citi- zen has been inoculated with the same virus that is eating like a worm at the vitals of those higher up.” “Well now, Samuel, tell us in plain English what you are driving at.” “No great sum in trigonometry, boy, only that from the high- est to the lowest we are all going in for the elevation of No. 1. The big fellows in the business world get together to raise or lower prices as the case may be, and to stifle com- petition, which, of course, is all wrong. Then comes the man lower down, the men in small trades, who form a combine to keep up or to raise prices. The horse-shoers, shoe- makers, bakers, dozens of others, even to the barbers, unite to put prices on a plane to suit themselves regardless of blers, what the poor com- mon man thinks about it.” “Well, the barbers—” “Have decided that they must have a dime extra for shaving necks!” “Truly! And you discovered this only to-day?” “Oh, IT knew it was in vogue in some of the larger towns; but now it has struck the small places. The dapper little chap who wields the razor in that two-by-nine place across the street gravely informed me that he was compelled, because of the action of barbers throughout the State, to make an extra charge for all neck shaves.” “Perhaps he knew you were a rep- resentative of one of those _pluto- cratic Western packing firms which has been robbing the public for so long,” suggested the schoolmaster with a grin. “Like enough he did. The farmer is the only man left who isn’t in some combine to beat the long suf- fering public, I’l be bound.” “Don’t you go to making any such mistake regarding the worthy agri- culturist, my friend,” chimed in the schoolmaster. “He isn’t behind the rest, not one whit. While the gen- tle and talkative barber has raised the price of a shave but a paltry nickel, our bucolic friends have knocked off, or tried to at any rate, one-third on the price of labor.” “What, vou don’t mean to tell me that the honest farmer would do anything to enhance the already sore troubles of the workingman? You are a farmer yourself, and you—” “And I might not follow the fash- ion, but that’s not saying much as I employ so little labor. But there are others. It has come to my knowledge that not long ago one of our leading farmers got up a paper pledging each signer to pay not more than one dollar a day during the fall harvest. Now that would work some- times, providing enough farmers signed the agreement.” “And why wouldn’t it work now?” “Times are not propitious. There are two jobs for one man; not even the poorest excuse of a man need be without a job these days, at a dollar and a half at the very least.” “Then this farmer combination did not work?” “Well, I should say not. The plan fell through promptly when those farmers who had large crops to move offered up for hands, pro- curing scarcely more than half the number required for a quick move- ment of crops—and that at from one and a half to two dollars per day.” “Farmers labor under one disad- vantage,” said Andrews; “they can’t form unions and strike when things are not satisfactory.” “Well, not exactly, but they can and do combine, a la the big trusts. Now I have a circumstance in mind which shows how little you know of what the honest sod-buster can do when he takes a notion.” “Go ahead; you interest me, Mr. Tanner.” very “Not many moons ago the thresh- ers of the State got together—at Lansing, I think it was—and resolv- ed in solemn conclave to raise the price per bushel for the threshing of all grains. You see, that of course hit the farmer where he lives—in the pocketbook. The local thresher- men returned from that meeting of the brethren with smiling faces and rosy expectations of soon to come. large profits They were counting without their host, however. “Farmers read nowdays, and they read the proceedings of the thresher- men’s union and decide to act for themselves. The tillers of the soil were quite decided in their opinion that threshing prices were big enough, as doubtless they were. A dozen well to do farmers put their heads together and sent one of their number out after a machine. Re- sult, an up to date separator was shipped into the town and_ after threshing their own grain the ma chine was sent on the road to work for others. “Of course this brought all the recular threshers into line at the old rates and there has been no attempt since to boost prices, so you see what can he done by a little fore- thought and combining, even among farmers. “T see, and the ruralite isn’t so islow after all. Now, of course, if the threshermen had stuck for the raised prices other farmers would have bought machines and worsted them in the end.” “Very likely,” agreed Mr. Tan- ner. “The threshermen didn’t get over their defeat for a time and there were some tricks worked on the farmer combine that wuold have disgraced even a trades union.” “How was that?” “Qh, some one among the ma- chine owners felt resentful and tried every petty annoyance thinkable to make the road for the other fellows uncomfortable to travel. One of the meanest tricks was In a small way fully as damnable as the late blow- ing up of the Los Angeles Times. Bits of iron, stones, and the like, were stuffed into wheat bundles where the farmer machine threshed and nearly a fatal accident happened. The machine was badly managed and one man injured.” “Well, well, that was an anarcistic trick. The reprobate who did_ it ought to have been sent to the pen- itentiary.” “He would have been sent there all! right enough had the _ people found him out. A big reward was offered, but the culprit was never found. You see, farmers are no more free from troubles than other peo- ple.” “True enough!” ciaculated the jol- ly drummer. Old Timer. Personality should be the store- keeper's greatest asset. Hart Brand Canned Goods Packed by W. R. Roach & Co., Hart, Mich. Michigan People Want Michigan Products Post Toasties Any time, anywhere, a delightful food— ‘‘The Taste Lingers.”’ Postum Cereal Co., Ltd. Battle Creek, Mich. The Popular Flavor Better Than Maple Order from your jobber or The Louis Hilfer Co. Chicago, Ill. THE CRESCENT MANUFACTURING CO. SEATTLE, WASH. Poe vite ein ici should you Sia lal Far recommend 'P SEALED BOXES! 2'> Boxes-60wase (120) = | ee 5! poxes-24incase (120%) teem TEA AND COFFEE! __J_je aes $ 5 § : 4 neon chen redeem a November 23, 1910 MICHIGAN TRADESMAN 17 What Is the Best Thing To Do With My Enemy? Written for the Tradesman. This is a merry world, this old world in which we live. The follies and foibles of other folks amuse us so. And because we ourselves are so immune from everything of that sort, we can assume a very superior men- tal attitude as we contemplate these minor eccentricities in our fellow be- ings. And so we make broad our smile. Thus we airily commiserate the other fellow, and inwardly pat our- selves on the back because we be- long in another category. How serious his faults! How pain- fully evident his limitations! We are so anxious to do a little reconstruc- tive work on him our fingers fairly itch to get at the mote in his eye. But the droll thing is that, while we are patronizing him he is patron- izing us. Our faults are sins in his eyes; and his faults are sins in our eyes. We know our = slight failings— inconsequential lapses, don’t you know—are mere peccedillos. But his faults—well, they are dif- ferent. But he looks at the matter from the antipodal point of view. And so one of us is black and the other white. But which is which? That depends upon who has the floor. How shall I treat my enemies? Unfortunately we all have them. They are of many varieties; most of them passive, but some of them periodically active. And the active ones, during spor- adic fits and spasms of activity, harm or, at all events, seek to harm us. They tell unkind truths about us. And, peradventure, they may ac- tually lie somewhat about us—al- though it is not necessary for a really clever enemy to lie about the charac- ter he would injure or blight. When the mood is on our enemy, he knocks. If we run a store, he knocks the store. If we do anything in an official or professional way, that also he knocks. Thus little things that leak out from time to time, that he—our ene- my—has said about us, come to our knowledge. And so the problem is: What the dickens am I going to do with him? Elemental nature in us—brute na- ture unmodified by education, train- ing and civilization—says: “Beat him into pulp!” But retaliation process. When we retaliate, then he retali- ates. We take it by innings. And the game gets to boring our neighbors. Also customers get disgusted and go elsewhere to trade. And by and by we get to looking is a never-ending the grouch that we feel on our in- sides. For it is inevitable that meanness on the inside of a man’s soul should seep out through his body, making him sallow-looking. No, it won’t do to retaliate. Science teaches that. So does metaphysics. So also religion. And observation and the testimony of those who have tried it shows it does not solve the problem. It only aggravates the trouble and spreads the poison. What, then, shall I do with mine enemy? Shall I ignore him, loftily disdain to look upon the likes of him and thus crush him with toploftiness? The ineffectiveness of that proce- dure is evident from the stance that toploftiness is a that two can play at. If I am insolent to him, he comes at me by being supercilious towards me. And it’s tit for tat. No; one’s enemy can’t be ignored to oblivion. What, then, shall I do with mine enemy? He is pestering me. This I can do—and by jinks! will do: I'll treat him white. r First of all I'll fumigate my dis- position. I'll deliberately and painstakingly rub my own fur the right way. Then I'll recall all the good things that deuced enemy of mine has done and said. And, candidly, he isn’t as bad as T once appraised him. Yes; I’ll get all malice out of my heart—every atom of it. Malice is a deadly poison. I will divest me of every smidgen of anger and hatred. Hatred and anger are devitalizing. They cut the soul's inherent strength. They brood and rankle and poison and despoil. A malignant trait on a man’s in- side can work more harm to that man than ten thousand enemies on the outside. Therefore I will get so busy house- cleaning in my soul’s inner cham- bers I'll forget for the nonce that I ever had an enemy. And when I have set my own house in order I will have another look at my sometime troubler. Heavens above! The man is meta- morphosed! He isn’t the man he used to be. This very morning he said a pleas- ant “Good morning” as he passed me on the street. To-day, if I have an opportunity, I shall do him a good turn. And again to-morrow. And whenever I have the chance. Chas. L. Garrison.” —s ee circum- game The man who is made happy by being lazy is not the man you want on your force. He is a drag on the business wagon. —es-os_—_— Don’t cry over spilt milk but try to learn something from the spilling that will prevent a repetition of the mistake. The Good Fellow. We all know the “good fellow;” he is the inmate of most clubs. He is often to be found with his elbow on the saloon bar ready to buy a drink for any chance comer; he is always ready to take a hand in a game of draw, just to accommodate his friends; he can usually dig up a dollar or two to loan a comrade, even although he can not afford to buy his wife a new dress; the drawer in his desk that holds a box of 25 cent cigars usually contains a few unpaid bills; his clothes are al- ways well pressed, although his son’s stockings may have holes in_ the knees. But—he’s a good fellow; no- body’s enemy but his own is about the one thing that his so-called friends are agreed upon about him— a good fellow, and to be known as such is the height of his ambition. There are so many of them in the world—these good fellows. One of them was arrested the other day in Chicago by the Federal officers on a charge of having embezzled $8,000 of Government funds. When he was ar- rested he had just one-quarter of a dollar in his pockets. When he was searched by the police and this coin was found, he was asked if it was all he had. “Yes,” he said; “I was al- ways a good fellow.” Among perfectly normal and sane people the verdict on this poor devil of a postmaster will be that he was all sorts of a fool; but what a lot of them there are! We suppose that all men have to be ambitious about something, but what pitiful ambitions some of them are. Even a good burg- lar, we imagine, has an ambition to shine above his fellows, and so, try- ing something more than particularly audacious, gets caught and is sent to prison. But the ambition to get a reputation as a “good fellow”—could anything seem more insane? It be- trays in its overween- ing vanity; the desire to appear well in the eyes of his fellows, without anything inherent in himself to justi- fy the good opinons of his comrades. Yo be a good fellow is to desire the appearance of being a success with- out the ability to succeed. It means that a man, having nothing to him- self that is sufficiently appealing, no graces of intellect or charm of man- ner or unusual ability, is willing to let the free spending of money speak for him; to gather around him a set of cronies who value him not for what he is, but for what he can do in the way of spending money. So it was with this postmaster in Illinois. He spent his money freely and had hosts of “friends.” He won the name of being a “good fellow,” and, hav- ing gained it, his pitiful and wrong ambition would not let him give it up. And so, when his own means were exhausted, he borrowed from the Government, intending to replace the money some day. But before that day came the law moved, and now he is in jail and on his way, in due course, to the penitentiary, where so many “good fellows” of similar ambition have arrived already. Where are his friends now? Just possessor an | where a “good fellow’s” friends usu- ally are. They are scattered about the club, or the bar, or the poker game, and if they speak of the fate that has befallen him it is to say, probably, that “he was a good fellow, but a fool.” For it is characteristic of the “good fellow” that all his good fellowship will not find him friends that will stick in time of trouble. In the case of the Illinois postmaster there is a lesson for a good many of as. Good fellowship never got a man anywhere that was worth getting to. The road to good fellowship is the road to ruin.—Washington Herald. — OOo How To Be Popular—Not. It is not hard to win renown as having not a friend in town. Just have an ever-ready sneer to spring when other’s names you hear. And if you hear some fellow praised for deeds that left the village dazed, in- sist that he is a false alarm, and do- ing far less good than harm. If neighbors prosper more than you, just run them down, the long day through; insist that all their wealth was made by fooling with the Board of Trade. Say bitter things behind the backs of men who treat smooth as wax. Distrust men’s motives and insist that all hearts have a crooked twist, that all are cheats and out for pelf, all men are frauds, except yourself. And always raise a noisy storm when people speak of a reform. Old ways are always best, you know, and any progress here below is just the dream of foolish men and grafters pining for the pen. Protest and kick, and sneer and growl, and wear a relentless scowl, insist the world is on the bum—and folks will hate to see you come. Walt Mason. you large We have recently purchased a large amount of machinery for the improvement and better- ment of our Electrotype Department and are in a position to give the purchaser of electro- types the advantage of any of the so-called new processes now being advertised. Our prices are consistent with the service ren- dered. Any of our customers can prove it. Grand Rapids Electrotype Co. H. L. Adzit, Manager Grand Rapids, Mich 139-141 Monroe St Roth Phones GRAND RAPIDS. MICH Mica Axle Grease Reduces friction tol'‘a minimum. It saves wear and tear of wagon and harness. It saves horse en- ergy. Itincreases horse power. Put up in 1 and 3 Ib. tin boxes, 10, 15 and 25 lb. buckets and kegs, half barrels and barrels. Hand Separator Oil Is free from gum and is anti- rust and anti-corrosive. Put up in 44, 1 and 5 gallon cans. STANDARD OIL CO. Grand Rapids, Mich. L8 MICHIGAN TRADESMAN November 23, 1910 FURNITURE SIDE LINES. Some Things the Dealers Can Carry for Christmas Trade. It may be appropriate, and it cer- tainly is timely, to enumerate in this place a partial list of seasonable side lines which a furniture dealer can adopt for holiday selling. One of the features of modern retailing is the constantly shifting border line which various divisions of separates the merchandising. Stationers’ shops originally made a business of pro- viding office came supplies and writing into use, acquaintance was made with products of wood, so it was an easy progression to incor- porate in a stationery stock all kinds of furniture for use in a counting room, such as flat top desks, roller top desks, swivel chairs, arm chairs and even upholstered leather furni- ture and rugs. This fact how easily one line of illustrates trade overlap upon another even in these days of specialization. It is a legiti- inate commercial will practice for any merchant to broaden his outlet by adopting articles for exploitation which by a strict ruling would be- long to his neighbor in another line. In the furniture trade, at this sea- son of the year, there comes the op- portunity to emphasize for holiday purposes the appropriateness of fur- niture in general, and also to dis- creetly add sundry varieties of small wares, whiclr tend to lighten up the appearance of a store and provide articles of economical price with showy appearance. Each man should judge for himself how far to go in this direction. Decorative goods in brass include candelabra, novel fit- tings of either ornament or utility for the writing desk, smokers’ articles and other accessories for multiplied uses. Leather is employed in mak- ing many small things which go log- ically wit: furniture, such as pillows or cushioned seats. These can be beautifully made from scraps. of leather if they are ingeniously sew- ed together to make a pattern some- what in the effect of an old fashioned bed guilt. In this way what would otherwise be a waste is turned into a source of profit. Flower boxes, gild- ed and ornamented, cleverly built so as to hold growing plants, utility boxes, screens, tables and other piec- es covered in cretonne; the list of such furniture specialties is a large one and of such length as to forbid the space for its complete listing in this column, but a passing hint must include such things as magazine racks, muffin stands, tea trays and carts, butlers’ stands, wall cupboards, fire screens, tabourettes, and the like. It is strongly urged to add some of these specialties for Christmas and to enticingly display them. By rea- son of an attribute of human nature these things practically sell them- selves. heir use is obvious and if their appearance is helped along by adroit display and subtile showing, then every requirement is provided to excite the desire of possession which, when accomplished, will result in 2 sale. It may be told at this point what a certain fashionable haberdash- er of Chicago does to make profitable use of this very human trait. In this store one sees small tables scatter- ed about. Each table is carelessly spread with gorgeous neckties, cas- ually thrown down just as if some- one had making a_ selection. Drawers are left open with gloves and odds and ends hanging over the edge in a semblance of disray, but this is only a similitude, and is entirely a matter of studied arrangement and carciul stage setting for the business of the day; it is all done before the store opens in the morning. In this place zoods may be packed away at night where dust canot penetrate, but when the store opens for trade then things are put where people can see them, where display will attract attention and arouse the desire to purchase. This is as it should be in a furniture store. Small specialties must be displayed. People will not come in and ask for that which they do not know exists, but they will be incited to buy that which pleases the eye and charms the fancy. It is in very truth an advisable thing to add specialties for the holiday season to the stock of the regular store, and it is a matter of individual de- cision how far afield to go; but it is of the first importance that whether the added goods be few or many, the most clever and artful display oi them be made. Without being shown they will not sell. If properly ex- hibited they will sell themselves. Ii presented at the right time when peo- ple are seeking holiday gifts, the sale will carry with it a profit which will indeed be gratifying —The Furn- iture Journal. been >.> The Furniture Dealer and the Holi- day Trade. Written for the ‘Tradesman, The tendency of gift-makers seems to be towards the more practical. And assuredly the ideal gift is the one which adds to its beauty the ele- ments of utility and permanence. It is with a mingled feeling of joy and regret that one contemplates the costly, yet tawdry, gift that came to him from his friend. He finds pleas- ure in contemplating the sentiments which actuated the giver; but de- plores the wretchedness of his taste. Practical people find more pleasure both in giving and receiving practi- cal mementoes of the holiday season. For this very good and sufficient rea- son furniture dealers have an excel- lent opportunity just now for some timely and profitable advertising. Featuring Furniture as Gift- Wares. Lots of people who sally forth with lists of names—friends and relatives for whom presents are required—are apt not to think of furniture at all, unless the furniture dealers of their respective communities make such over-sight practically impossible, and this can be done only through sea- sonable advertising. People who are bent on Christmas shopping are apt to think of books bound in limp leather—faint, delicate blues and browns, with titles in gold | —or something exquisite in plaque, a portable, etc.; or they think of something in the jewelry line; or something in the leather goods line. In fact, they are likely to think of almost everything else but furniture as gift-articles. And yet of all the personality- commodities which may be given or received, none would seem to have it over furniture when it comes to a real shown-down on the score of relative merits. To begin with, fur- niture has elegance—provided, to be sure, it is furniture of merit; that is, medium or better grade furniture. It is genuine. It shows for what it is. It is something worth while. Back of it are the traditions and associa- tions of a great and honored craft. It ought, therefore, to fulfill the pri- mary function of a gift, namely, im- part pleasure to the recipient. And there is the further considera- tion of utility. It is designed and built to subserve a purpose in the home. It is, for instance, a chair, a table, a writing desk, a cheval mir- ror, a chiffonier, a hall set, an odd chair, or some novelty in the furni- ture dealer's line. It can be used indefinitely. Therefore the pleasure of it can be, as it were, perpetuated through the years; for good furniture lasts long, provided it is treated rev- erently, as it should be. In fact, when one comes to think about furniture there are very many excellent sentiments that may be ap- pealed to in its advertising for gift purposes. Inexcusably dull is the re- tail furniture dealer who can _ not appeal to these sentiments; for, be- lieve me, they are both numerous and fruitful. Wording Your Furniture Adver- vertisements for Christmas. It is important to catch the read- er’s eye at the outset. This can be done most effectively by some word or phrase suggestive of the notion or idea of a gift. And this should be done in headlines. Having done this, call attention to the gift-attributes of furniture. Suppose you use head- lines worded somewhat like this: Acceptable and Gracious Gifts, the | Gifts With Character, Presents That chinaware and pottery line, a vase, a/| Please, An Abiding Gift, Pleasure- Giving Tokens, A Permanent Me- mento, A Continual Reminder, etc., etc. The charm and romance of furni- ture constitute a theme which can be made to appeal even to the lay- man—if one goes at it in the proper manner. There is character in the wood—those pieces of quartered oak (suggestive of strength and sincerity) and figured mahogany (rich in color —the grain of the wood showing through the finish) and Circassian walnut (so soft and delicate in its satiny finish, so rich in figure); and the cabinetmaker’s craft is a theme for enlargement ad libitum, from the days of the early French wood carvers who idealized their works, and gave to the world imperishable specimens of wood sculpture; the re- sources and processes of the modern furniture makers—and the efforts to conserve the best in this ancient and honored craft, giving to the modern householder replicas of Old World creations; also modern adaptations, combining modern service-features with artistic and beautiful effects suggestive of a chivalric age. Nature supplies the materials, the accumulated experience of men who have wrought in wood, adds skill to GET OUR PRICE: ON THE DEPARTMENT STORE SPECIAL Complete catalogue on request WILMARTH SHOW CASE CO. 936 Jefferson Ave. Grand Rapids. Mich. Downtown showroom in Grand Rapids at 58 S. Ionia St. Detroit Salesroom—40 Broadway will wonder how we can do Rapids furniture. Coldbrook and Ottawa Sts. is GRAND RAPIDS make—as good as the best Grand Grand Rapids Show Case Co. Branch Factory: Lutke Mfg. Co., Portland, Ore. Offices and showrooms under our own management: City; 51 Bedford St., Boston; 1329-1331 Wash. Ave., St. Louis. The Largest Manufacturers of Store Fixtures in the World We Want Your Business Our new plant is com- pleted and we need or- ders. A case or complete outfit at prices so low you it. Remember the quality Grand Rapids, Michigan 724 Broadway, New York November 23, 1910 raw materials—and lo! the product is modern furniture—beautiful and artistic pieces for the hall, the li- brary, the parlor, the den, the din- ing room, or mylady’s boudoir. Say, friend, if you can not get up some- thing clever to say to the gift-buying public on the subject of furniture as gifts, you don’t need a series of lec- tures on advertisement writing—you need to be born again. The dope is there is you have a mind to dig it out. Cid McKay. —_—__~+< > — The Household Furniture. No.other article of household util- ity so mutely testifies as does a piece of furniture to the continued pres- ence of its user, and thus becomes cherished for its association with a beloved member of the family. Who could see without a thrill of affec- tionate memory the softly upholster- ed fireside chair, showing perhaps a slightly indented trace of her occu- pancy, with the hospitable arms re- calling the cozy corner where moth- er established her court at candle light. There involuntarily comes back in memory the vision of childhood days, of little windows where the morning sun came peeping in at dawn, of the lines one learned to recite at school: “T love it most deeply, let no one dare To disturb or to desecrate that old arm. chair.” The sentiment existing in one’s household furniture is an incontro- vettible fact, and in common with many another a sentiment has a commercial value which must be rec- ognized and seized by him who sells furniture as a business. There can be no gift for Christmastide more eloquent of personal feeling than a piece of furniture. It is indeed true that the man of great wealth can select at the jeweler’s, for the mere gratification of his wife’s vanity, @ glittering bauble of a necklace which may cost him sixty thousand dollars e eighty thousand, or even a bee ee ae beyond the ie ie os a — a raction of a : e pride of purse which preens itself on having what- ever is of great price. Gems are dis- played only on rare occasions of cer- emony; furniture is lived with hour by hour, day by day, until it becomes transiormed by the individuality of its users. Here then lies the com- mercial value of the sentiment exist- ing in furniture; here awaits the opportunity for him who is diplo- matic, wise, shrewd, who is diligent in business to seek legitimate sources of profit. seo One Chicago catalog house is go- ing to cut a melon of about $10,000,000 the first of the year to be apportioned among the common stockholders. How much of that money rightly belongs in your town? -_--_-e2—=s—_____ The man who endeavors to regu- late the whole business world to con- form with his way of thinking tackles a job that is certain to keep him busy. Such men_ generally neglect their own affairs. MICHIGAN TRADESMAN PLAN FOR CHRISTMAS. Early Start will make Holiday T rade See o More Certain. It will be only a short time until Thanksgiving. Then the linen sales will be over, and it will be only one month from Thanksgiving antil Christmas. So now is the time to get busy planning your Chiistmas displays and advertising. Many merchants have the idea that it is too early yet to think of Christmas, but there are a hundred and one things to do to get ready for the Christmas trade, and the sooner you plan and prepare the sooner your Christmas business will commence. It is none too early to get Christ- mas goods on display as soon after Thanksgiving as is possible. In getting things out early it will save quite a bit of the rush usually experienced the last few days before Christmas. If your store is showing a good display of Christmas goods early in the season, when the ma- jority of the people haven’t even thought about Christmas presents, your display will remind them that the time will soon arrive for them to decide what to buy, and it will also induce them to buy early. A good display of Christmas goods will tempt anybody. The first thing to consider is the buying of these goods. Of course, most merchants have their goods al- ready bought, but there still aie tardy ones who haven’t even thought of buying, and it’s up to them to hurry if they want to get their full share of the Christmas trade. The merchant who is a shrewd buyer will see to it that he gets the goods which will sell quickly during the holiday season. The retailer who will reap the most profit is the man who features speedy sellers. He will have on display snappy and up-to-date stuff. After your Thanksgiving goods are back in place and your store and stock are straightened up, then get ready for Christmas. Unpack new goods, and see that they are all properly marked to avoid confusion and mistakes during the busy days. Get out all the old stock, if you have any left over. Clean it up thoroughly, as a lot of old goods in bad shape will give your whole line a bad appearance if you try to display them with new goods. Now take a paper and pencil and write an opening ad, listing as many of the things you have to offer as you can without crowding your news- paper space. Feature the new goods especially, as quite a number of your customers will know it if you are ad- vertising old goods. They would probably turn up their noses and say ‘The same old truck he had last year. Why don’t he get something new?” The old goods will sell just as well without advertising them when custo- mers see them on display. Your opening ad should be printed in circular form as well as in the newspapers and sent to everybody in 'the vicinity of your city. When your ads are ready to be mailed, fix up your store and make it look as if Santa Claus had really arrived and made your place his headquarters. Get out all tables you have room for and all ove: your store make a good display of goods suitable for Christmas. Put the goods out where customers can handle them, as they like to find out what they feel like. You may lose a few things through light-fing- ered persons, but your loss will not be great. Furthermore this plan saves work, clerk’s time and sells more goods than if the goods were stored behind the counter or in show- cases. After your displays are com pleted, mail your circulars and your holiday trade will begin even if you start a few days after Thanksgiving. The holiday season is the retail merchant’s harvest. It is the time after the farmer has his crops har- vested and turned into money, and consequently the best time to tempt him to spend a little. It is to the merchant’s interest to start the ball rolling as soon as possible. —_222>—____ Wash Your Furniture. “Very few people know that furni- ture ought to be washed,” said a salesman in the furniture section of a large department store. “Vet,” he continued, “it is the best thing one can do to keep furniture. looking as 19 well as it should. One should take a bucket of tepid water and make a suds with a good, pure soap. Then, with a soft piece of cheesecloth, all the woodwork should be washed. It is astonishing how much dirt will come off. A second piece of cheese- cloth should be wrung dry out of hot water. On this should be pour- ed a tablespoonful of first class fur- niture polish. The heat will spread the polish through the cloth. Next the furniture should be gone over with the second cloth. There will be no need of putting on more polish, for that much will do all one needs. Too many persons make the mis- take of using too much polish and leaving it thick on the furniture, where it looks dauby and where it gathers more dirt.” There is furniture in homes to-day that is cast off because of its appear- ance, when it might be brought back to its original freshness by this simple process of washing. Many per- sons do not know that a fine bit of mahogany is improved by careful washing and hundreds of pianos have never been more than dusted in years. A square of cheesecloth for the washing and another for the pol- ishing will do the work, and the re- sult will well repay the effort.—The Furniture Journal. inferiors elsewhere. Opposite Morton House Klingman’s Sample Furniture Co. The Largest Exclusive Retailers of Furniture in America Where quality is first consideration and where you get the best for the price usually charged for the Don’t hesitate to write us. fair treatment as though you were here personally. Corner lonia, Fountain and Division Sts. You will get just as Grand Rapids, Mich. Churches modest seating of a chapel. Schools Lodge Halls quirements and how to meet them. luxurious upholstered opera chairs. GRAND RAPIDS NEW YORK We Manufacture Public Seating Exclusively We furnish churches of all building to harmonize with the general scheme—from the most elaborate carved furniture for the cathedral to the The fact that we have furnisheda large majority of the city and district schools throughout the country, speaks volumes for the merits of our school furniture. Excellence of design, construction and materials used and moderate prices, win. We speciaize Lodge Hall Our long experience has given us a knowledge of re- Many styles in stock and built to order, including the more inexpensive portable chairs, veneer assembly chairs, and Write Dept. Y. €merican Seating Company 215 Wabash Ave. Cy CHICAGO, ILL. denominations, designing and architectural and Assembly seating. BOSTON PHILADELPHIA —— MICHIGAN TRADESMAN November 23, 1910 Old-Fashioned Grandmother Days. Oh, where are those old-fashioned grand- mother ways, Those old-fashioned, mother days; Those cans and those slippers, the spect- acles, too; Those winsome old grandmother that we knew? easy-chair grand- ways The needles and knitting we all knew so well, : Those old-fashioned stories she often would tell? In fancy we reveled with giants of old And marveled at feats so courageous and bold. We rode with the fairies in shimmering gowns, We flew on a broomstick up over the towns ' With funny old women, and many a time With ‘Jack’? up the “bean stalk”’ we'd daringly climb. . Her recking-chair stood in its time- honored place; i ; And the years have gone by time neer can efface That sweet retrospection of days long ago, Of old-fashioned grandmother days that we know. old-fashioned remedies mother knew, Those syrups and teas that she knew how to brew Are gone and forgotten, and now for each ach Those grand- e The doctor is called and prescribes what we take. The grandmothers now are too busy, it seems, To tell fairy stories or woo baby dreams By old-fashioned crooning or tremulous lay, Which lulled us to dreamland when tired of play. The ee century grandmother’s time Seems given quite largely to problems sublime Or clubs, or society, pink teas and such; You won't find her singing to babies— not much! She much prefers ‘‘Nannie,”’ or some such a name, The very word “grandmother” seems to proclaim The fact that she’s old, which, of course, is the truth; She tries to appear simply bubbling with youth. So here’s to the grandmothers, such as we knew, Gray-haired and wrinkled, gentle and true; Who = and dozed in the firelight’s giow, In those old-fashioned grandmother days long ago. Will W. Kidd. sos The Servant Girl Problem—Root of the Difficulty. Written for the Tradesman. In the old arithmetics there were a few problems that not even the scholar best in figures in the whole school could solve. An unusual soil- ing and wearing of the book marked the places where these were locat- ed. After laboring on these posers a proper length of time we referred them to the teacher. Perhaps it was -yell we did not know how late the schoolmasters of those days sat up at night working on those terrifi “examples,” nor how many of theim were sent away, surreptitiously, of course, for solution. So far as I can recall, a correct and provable “answer” finally was obtained to every last problem in every book. That is the beauty in school work. As we went out into life prob- lems even more difficult than the stickers of the old arithmetics con- fronted us, with no teacher or other referee at hand who felt in duty bound to solve them for us. One of the perplexing life-prob- lems is the servant girl question. Vast numbers of women are diligent- ly working. away at it, but there seems at present little prospect of any result being reached that will enable them to secure the help they so sorely need, of a kind at all sat- isfactory. There are multitudes of women and girl wage-earners, but they choose anything else and everything else in the shape of occupation in prefer- ence to housework. The exceptions to this rule are so few as really to cut no figure. The brighter, the more intelligent and capable girls, those who come from the better class of homes and have had good educational advan- tages, become _ teachers, trained nurses, stenographers, book-keepers, saleswomen, telephone operators, and doctors’ and dentists’ office -attend- ants. A few become forewomen in factories or take other advanced po- sitions in such establishments. Those who are less gifted by na- ture, and have had scant opportuni- ties for training, flock to the fac- tories, where they can learn some one process and do it under supervi- sion. Or they secure places in de- partment stores, where the seliing of goods is so simplified that it requires little more than a machine to do it. After all the places we have spok- en of are filled there are some girls left. Of these the hotels and restau- rants and wealthy private employ- ers have the first pick, since almost all servants prefer the places where several work together, since they can be society for one another, and there ?3. chance for division of labor. Then who are left to become the “sirls for general housework,” al- ways in such demand for the house- holds that can afford to keep only one domestic? Manifestly only the rawest of the raw, the greenest of the green, the dullest of the dull, and not enough of these to go around. In localities where a goodly num- ber of business and professional op- portunities are open to qualified ap- plicants, and there is plenty of fac- tory work, this statement of the sit- uation is not extreme. In country lo- calities where other kinds of work are not to be had there have been and still are bright, capable girls “working out;” but the trolley and the telephone and the rural free de- livery daily are bringing the city and its opportunities nearer to the coun- try. Indeed, the most discouraging fea- ture of the servant girl problem from the employers’ point of view is the fact that the whole trend of conditions is such that the girls who will do housework at all are becom- ing scarcer every year, and less ener- getic and capable. It requires no prophet’s ken to foresee the time when no girl who is good for any- thing will consent to become a serv- ant at all. A stigma attaches to the work. The objections to housework as an occupation are summed up in a few words: The hard manual labor, the long hours and, chief of all, the loss of social prestige inevitably attend- ing the doing of work which, when done for some one else for pay, has been regarded by unnumbered gener- ations as menial. This last is the horrible bete noire of domestic service. It is useless to try to argue it down. It is idle to hold that a servant in a good family is better fed, better housed, better — clothed and has more clear money at her disposal than the average fac- tory worker or shop girl, or than many teachers and stenographers. The shop girl or the factory worker, although she may be scantily fed and have barely clothes enough to cover her respectably, still has the compla- cent satisfaction of feeling that she never has lowered herself by “work- ing out.” Her social position, such as it is, is dearer to her than money o¢ material comfort —- sometimes more precious even than life itself. Some try to solve the servant problem by advocating kind and con- siderate treatment of the girl, a pretty room, frequent afternoons off, presents of ribbons and finery and sympathy in sickness or sorrow. These are all good so far as they go, and to some slight extent efficacious. That is, a woman known to be a kind and sympathetic employer stands a better show of getting and keeping help than one who is known to be otherwise. But when a girl. will leave the nicest, kindest mistress in the world and take a position where she is domineered over by a floorwalker, or by an tyrannical ill-tempered, 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 f PREMIUM GHOCOLATE for BAKING All LOWNEY’S products are superfine, pay a good profit and are easy to sell. Advertising? Terpeneless roore & Jenks’ COLESIAN’S Lemon and Vanilla Write for our ‘‘Promotion Offer’’ that combats ‘Factory to Family’’ schemes. Insist ongetting Coleman’s Extracts from your jobbing grocer, or mail order direct to FOOTE & JENKS, Jackson, Mich. (BRAND) High Class Putnam’s Menthol Cough Drops Packed 40 five cent packages in carton. Price $1.00. Each carton contains a certificate, ten of which entitle the dealer to One Full Size Carton Free when returned to us or your jobber properly endorsed PUTNAM FACTORY, National Candy Co. Makers GRAND RAPIDS, MICH. -*® A <*® Bove November 23, 1910 MICHIGAN TRADESMAN 21 exacting forelady, it shows that housework as compared with other occupations is under a serious handi- cap, and that it is impracticable to try to hold a girl, who wants to leave, by petting her. There are critics, female quite as often as male, who maintain that the servant difficulty is all caused by the lack of executive and organizing abil- ity on the part of the women em- ployers; in short, that women are not good bosses, and that if men had the doing of it the chaotic condition of Lousehold service that now prevails would speedily be reduced to system and order. On the surface this idea looks plausible. A good manager will con- trol an office force of a dozen or twenty-five or fifty persons, or sev- eral hundred employes in a factory, with less fuss and worry than his wife has with her one hired girl. I do not say that the average housekeeping woman is specially ca- pable as an employer. The life she has led and the tendencies she has inherited from her foremothers have not been such as to develop in her ability along this line. But if as ca- pable a captain of industry as the male sex affords should go to his of- fice or factory some morning and find that every one of his force of em- ployes had become disaffected in a peculiar manner, so that not one of them cared a nickel about holding his or her job, I am of the opinion that our whilom capable manager would soon discover that he was “up against it.” If he should become righteously indignant and “fire the whole bunch,” replacing them with others equally indifferent as to their own efficiency and his approval, he would find he had not greatly better- ed things. It would not be long be- fore the pride in his executive ability, on which he previously had plumed himself, would suffer hum- bling, and in place of the smoothly- tunning industrial system to which he had been accustomed, he would be hitching along with his dozen or fifty or five hundred, precisely like his wife with her one girl, only on a larger scale. If a very astute man, he might before long reach the con- clusion that his wife’s industrial problem was not so simple nor her difficulties so trifling as he had im- agined. The story is told of Mrs. Lyman Abbott, that on one occasion, when the cook became rebellious, she went to her husband’s study and laid the case before him. Looking up from his work, the ever-ready Lyman whimsically ask- ed: “Why do you bring this to me? Can’t you see that I have the prob- lems of the universe to solve?” The witty wife quickly rejoined: “You fix the cook; I’ll solve the problems of the universe.” Between the woman worker in oth- er callings and the household serv- ant there is this important differ- ence: the stenographers, the shop girls, the factory workers, and all the others, while each one has faults and failings and inadequacies, still each, under normal conditions, is anxious SeVCre to hold her position, and will make an effort to maintain tolerable standard of efficiency in order to do so; while the servant girl knows that if she exasperates her present em- ployer beyond the point of retaining her, so scarce is household help that a dozen other women stand ready to try the experiment of hiring her. The kind of girl who is capable of doing general housework in a way acceptable to a family in the least fastidious simply will not do it at all on account of the social stigma al- ready spoken of; the incapable, who does it because nothing else is open to her, feels no necessity of doing even as well as she might do in or- der to hold her job. On the condi- tions thus brefly stated lies the root of the whole difficulty. Quillo. o_o How to Use a Broom. “Tt makes me sad,” said a broom- maker, “to see the way people use biooms. The life of a broom could be twice prolonged by proper usage, and used properly it would be vastly easier to use. “You've seen people sweeping ahead of them, pushing stuff with a broom? Why, the best broom that ever was made, of the best and most perfectly seasoned broomcorn stock that ever was put into a broom, wouldn’t stand such treatment as that. “Then you know the majority of sweepers always sweep with the same side of the broom to the front, and in this way they soon get the broom lop-sided, so that they can’t use it any other way. There couldn’t be a worse way. “Used in this manner, the points of the splints get bent all one way and then they meet together at their ends. They don’t bite, they don’t take hold of dust as they are meant to do, they don’t sweep clean; and when a broom has come to this condition the sweep- er is less careful of it, for then it is not so good a broom. Such a broom the sweeper feels that he may push ahead of him; and when he does this with it the broom is finally and ir- retrievably ruined. “Of course, the correct way to use a broom is with the handle, in its in- itial position, held vertically, so that all the splints in the face of the broom will take hold at the same time and evenly. In sweeping, the broom should be swung back and forth from a point back of the sweep- er to a point at an equal distance in front. That is the proper way to use a broom, and then every day the sweeper should turn the broom around, so as to sweep with a differ- ent side daily. Used in this manner and turned daily the broom wears down evenly. “T have seen—a delight to the pro-| fessional eye and a comfort to every- body who likes to see an implement used to the best advantage, thought- fully and considerately—I have seen brooms that had been so used that they had worn down almost to the binding threads, but bit beautifully. I am perfectly well aware that biooms carelessly used, as commonly they are, wear out faster, with a cor- responding benefit to broom manu- facturers; but still I do really hate to see anybody misuse a broom.” ee Owning Your Home. T have always felt that upon prop- erly appointed and becoming dwell- ings depends more than anything else the improvement of mankind. To sit in the evening in your comfortable armchair, to look around you and| know that everything you see there | is your very own and that you have | obtained it all so that you practically | do not feel the cost, to know —_ that if you, the breadwinner, wese suddenly called away, your home would still be your wife’s or your family’s—that is one of the pleasures of life, indeed. It is a pleasure which gives you a new heart in your work in the world. It sends you out every morning determined to get on and to earn more money, and because of that very determination you ‘do be- come worth more money. Benjamin Disraeli. For $1.90 i I will ship ERFECTIoN Brace, De Witt, Mich. G you com- D \ . ‘onin F Ov tnd lates Hack, No IRONI NGRO ARD ‘aaae. “ett _bagieaargmcme rans repameneonent Sawyer’s |“) CRYSTAL Blue. For the Laundry. DOUBLE STRENGTH. | Soldin Sifting Top Boxes. Sawyer’s Crys- tal Blue gives a beautiful tint and restores the color on and s at are worn and faded. it s twice as ae on other Blues. Sawyer Crystal Blue Co. 88 Broad Street, BOSTON - -MASS. | mr Ta y { | atari Fats t j | or SAFET 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—superior to any other in countless ways—delicate enough tor the baby’s skin, and capable of removing any stain. ’ Costs the dealer the same as regular SAPOLIO, but should be sold at 10 cents per cake. ee MICHIGAN TRADESMAN November 23, 1910 i.e 'Y Dry Goons, _FANCYGOODS “NOTIONS “ Hw a 2 = = a a = = Lefer l (046 HU((S Corset Trade Will Be Helped by At- tention To Detail. All the energy of every depart- ment is goods. To this end done, special sales are offered from time to time, displays of goods are) arranged and various devices for at- tracting the attention of customers are resorted to. One of the most direct appeals to the intelligence of the possible pur- chaser, however, is made by the de- partment which displays certain fea- tures of positive interest. In this matter the finest discrim- ination is required. The location of the store, the character of its trade, together with their actual needs and the necessity of educating them to buy higher grade articles, are to be considered, both separately and col-| lectively, in their bearing upon in- creasing the volume of business. A| might attract and| department that hold customers in one locality might frighten them away in another. In a large city, on a fashionable street, where trade is drawn from among people of wealth and money is freely spent, the corset depart- ment can not be too luxurious. Cus- tomers who come from homes where elegance is the only known condition find the best-appointed shop mean in| comparison; and in a department where they come into such close re- lations with salespeople and spend so much time as is the case with the corsets a careful study of things to delight their eyes and impart a sense of accustomed luxury will about most satisfactory results. On the other hand, elaborate deco- rations and sumptuous appointments in a poorer location would drive cus- tomers away. The woman with two or three dollars to spend would come in, look around and admire the beautiful display, but, no matter how many low-priced goods were on the shelves, her few dollars would ap- pear so small that she would lack courage to make her humble pur- chase. So she would go away, to leave her money in some less pre- tentious place. For such a trade, therefore, an en- tirely different system must be work- ed out. The woman of small means concentrated upon selling | advertising is} bring | \limited display of fancy corsets and accessories is necessary. Just enough ‘of variety to attract the attention of those who pass through the depart- ment to each particular line of stand- 'ard goods is quite sufficient. This eliminates the glass case al- most entirely, for one case of me- ‘dium size will accommodate an ade- quate display for a good-sized de- partment. A good form of each make, show- ing the latest model, is necessary and ‘will be furnished by the manufactur- er. Hose supporters should be dis- played on racks, furnished for the |purpose, showing the regular stock. With prices carefully and plainly ‘marked on the goods, such displays will sell merchandise than would a case full of ribbon and silk garters, which, although beautiful to look at, are not so useful or dura- ble. more Standard makes at standard prices lare expected, and must be kept in full lines. But here again one point |of difference is observed between ‘the department now under consider- ation and the fashionable shop. In the fashionable shop fine, light- |weight goods are in demand, in sizes |from 28 to 36, but in the moderate |priced department in sizes above 26 or 27 the trade is almost exclusively in corsets made of stout material and heavily boned, models with special reducing features being the most popular. The careful and successful buyer will keep the stocks well balanced in this respect, selecting from differ- ent makes such models as will sup- |plement each other. Instead of rele- | gating sale tables to the basement or 'to some part of the shop set apart for bargains, it is good advertising to maintain them constantly in the department, offering special induce- ments on certain days of the week. If advertising sales are conducted jon the same day, or days, each week, | the public will soon learn to watch \the papers for them and will, inci- identally, read the advertisements of |regular stock as well. Always bear in mind that the |woman who must figure her personal |expenses closely does not want to |be confused by looking over a lot of The Man That Has Been Through the Mill The woodsman—knows that the Macki- naw coat is superior to any other heavy garment for out door work, because it keeps the body warm and affords free- dom of movement in every direction. This feature makes it desirable for all classes of out door workers. Talk Empire Mackinaws to make money as well as satisfied cus- tomers. We are showing good values at $22.50, $27, $29, $30, $33, $36, $39 and $42 per dozen. Grand Rapids Dry Goods Co. Exclusively Wholesale Grand Rapids, Michigan is entitled to just the same courtesy |expensive goods that she can not and just as much consideration of her| buy. She wants to see the best to be needs as the customer of the finer|obtained at her price, and the more establishment, but she prefers plain | quickly she can make her selection and substantial surroundings—where | the better she is satisfied. she is not afraid to ask for a cheap | Another feature which contributes corset, if she wants it. } . |materially to the popularity of the In a department catering to this|corset department is a carefully kept trade in medium-priced goods a very |record of all fittings, with an accu- This scarf fits perfectly and is a splendid seller at 50 cents. This scarf, as well as our Rico to retail at 25 cents, is packed in attractive individual boxes— full line of colors and sizes. Mercerized and silk auto veils, plain and fancy colors, some exceptionally good values at $4, $4.25, $4.50, $6, $8.50, $12, $13.50. while assortments are complete. Mail your orders now P. Steketee & Sons Wholesale Dry Goods Grand Rapids, Michigan a, Ya, November 23, 1910 MICHIGAN TRADESMAN rate description of alterations. While the customer may not buy the same corset twice, it is more than proba- ble that she will; and if on mention- ing her name she is at once inform- ed as to what her model is she will be convinced that an active in- terest is taken in her welfare. This naturally creates a bond between her and the department. When advised to try some other store she will say, “Oh! I always go to the same place; they have my measures there and know just what I want.” Such a record may be kept in one large index, or each fitter may have a record of her own fittings, where she can quickly find the required in- formation. —_~+2+2>_—_ Hosiery For Holidays. Four weeks to Christmas! That does not leave any more time than necessary to prepare for holiday ho- siery sales. Not enough, in fact, for merchants far distant from big mar- kets, unless shipments are to be made by express. Even then, time is short because allowances must be made for delays in shipping by wholesalers who may not have all the wanted styles in stock, or who may be so rushed that prompt attention can not be given. Then, of course, all people do not wait until the 24th of December to buy. Every line of holiday hosiery should be complete and ready for opening by December. In no former year has so much thought, effort and expense been put into attractive boxing of Christmas hosiery. Innumerable color combina- tions are possible in any quantity or quality, to fit almost any purse or idea of beauty. As the years roll on Christmas buying leads more and more to the practical rather than the purely or- namental, and there are few things that are more practical or acceptable than hosiery, because it is something for use and not to be stowed away in the attic or elsewhere. This is a time of year when the store windows can be used liberally and profitably for color displays since old Sol has lost much of his power to do material damage through fading. Good window displays, with news- that breathes the holiday spirit first and price last, is a combination not to be beaten’ in boosting department sales and prof- its during December. paper advertising While making the preparations it is well to remember those who, al- though willing, may not be able to afford the more or less luxurious silks. The package is often more at- tractive than its contents, and there is no reason why due regard should not be given the near empty pocket by the packing of even 15-cent ho- siery so attractively that it, too, may take its place in the line of holiday gifts. —_—_—_++.____ A clerk can not distinguish himself doing “just-as well” as his fellows. He must bring himself into notice by doing something unusual. Not Dead But Possumming. The retail merchants im the interior are very apt to believe that the long drawn out and persistent fight which they, through their trade papers and through their congressmen, have made against the proposed parcels post, has killed that pernicious meas- ure. The parcels post advocates, however, are a clever lot of people. Instead of being wiped off the face of the earth and their pet measure buried forever, it has been merely covered over so as to hide it from sight for a period. They know that the average retail merchant gets ex- cited about his rights only about twice or three times in a_ lifetime. They know that he did get excited over the possibility of a parcels post, and they are going to now let him drop back into the lull of security, in the belief that the parcels post agitation is no more. In the meantime the advocates of a parcels post are about to bring forth an insidious measure, which is but the opening wedge to a wider parcels post, and which in __ itself promises to build up one of the greatest retail merchandise monopo- lies that was ever dreamed of in this or any other country’s history. This measure is the local rural parcels post, which a bill, to be introduced ‘n Congress at the coming session, aims to foist upon the rural dis- tricts. This bill is innocent on its face. It proposes to operate a parcels post delivery only from the beginning of rural routes. That is to say, Chicago could not mail packages of mer- chandise to Spodunkville and have them delivered by carrier from there along the rural delivery routes radiat- ing out from Spodunkville, but the merchants of Spodunkville, by paying the merchandise rate of postage, can have packages delivered from their town to the farmers along the adja- cent rural free delivery routes. What a magnificent boom _ this would be to the country retail mer- chant! Think how this measure would build up the business of the Spodunkville merchants and how it would eliminate the Chicago mail- order house from that territory! Think again and you will see that it will do none of these things. What it will do will be to enable either of the two big Chicago or other mail order houses to ship a hundred or half hundred packages intended for the rural routes around Spodunkville, to that town by express, with instruc- tions to the express agent there to deposit the whole lot in the post- office at Spodunkville, knowing full well that the rural free delivery car- rier will load them into the back of his spring wagon and laboriously deliver them along the route. What show would the merchant of the small town have against competition of this kind? There was never a time when ac- tive work against the parcels post was more needed than now, and any retail merchant in the smaller town who is looking to the future of his own business will address a letter to the congressman of his district at once, setting forth the fact to him that the so-called local parcels post would be as great a menace to his business as a general parcels post, and urge him to vote against it when it is presented in Congress. If this is not done, the congressman, who is usually not a business man, but a politician par simple, will be misled by the fallacious arguments of the parcels postites into thinking that the limited or local parcels post is intended to benefit the local retail merchant.—Drygoodsman. ee Sweater Coats. A constantly increasing proportion of sweater coats is being made from all-wool and all-worsted yarn. This is as it should be, for sweaters and coat sweaters are garments whose prime objects should be warmth and the absorption of perspiration. In these respects, cotton, no matter how skilfully manipulated, can never take the place of wool. A small per- centage of cotton, perhaps, does no xreat harm and may lend wear to the garment, but the trouble with the use of cotton in these goods is that it is liable to be carried too far when the price situation on worsted or wool yarn is unfavorable to the buyer. And even if the goods are represent- ed by the manufacturer in their true light, they are quite likely to be sold by the retailer as “something just as good at a much reduced figure”. This argument fools some buyers all the time, a few some of the time, but not by any means all of the buyers all of the time. In the end, it casts dis- credit on the entire industry concern- ed and often with disastrous results. -——Wool and Cotton Reporter. ——_++ > ___ Push the Art Embroideries. The art embroidery department offers an exceptionally wide choice of articles that are suitable for holli- day presents, and the wide-awake merchant or head of this department will utilize every effort; first, to make a good selection of his wares; secondly, to display them most ef- fectively and then to direct and at- tract the attention of the public to fis department. The housewife’s affection for fine table linens is proverbial, and lunch- eon sets, centerpieces, etc., are al- ways in excellent taste as_ gifts. Therefore, prominent showings of this class of goods should be made and little suggestive cardboard signs affixed to call the shoppers’ attention to the fact that now is a good time to purchase new table linen and also to the possibilities of such goods as holiday gifts. In these sets, hand- embroidered effects are in great de- mand and can be sold at most rea- sonable figures. 2.2. Have Trained Salespeople. Nowhere probably are experience, tact and capability more necessary than in the dress goods department’s selling force. The minute the sales- man begins to wait on her the custo- mer instinctively knows whether he is a novice or an experienced hand. If he is unfamiliar with the handling of dress goods the sale will be lost nine times out of ten. The salespeople must be trained to this work. When they show the goods they must be masters of the situation right from the start. They must be thoroughly conversant with the names of the different fabrics, their construction, the character of the goods and their adaptability to the purpose required, must have an aver- age degree of intelligence and educa- tion. As the new goods arrive the buyer should, when possible, call the atten- tion of the salespeople to them, ex- plaining their merits, desirability, etc. This gives the selling force confi- dence and helps to familiarize them with the fabrics. ——_—~. 2. > Every merchant should have some leaders in stock. He can make a big point in his advertising in so doing, make doubly attractive his show windows and draw customers to his store. We are manufacturers of Trimmed and Untrimmed Hats For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Division St. Grand Rapids, Mich. BAGS For Beans, Potatoes Grain, Flour, Feed and Other Purposes New and Second Hand ROY BAKER Wm. Alden Smith Bullding Grand Rapids, Mich. H. A. Seinsheimer & Co. CINCINNATI Manufacturers of “The Frat”’ YOUNG MEN’S CLOTHES “Graduate” and “Viking System” Clothes for Young Men and “Viking” for Boys and Little Fellows. Made in Chicago by BECKER, MAYER & CO. 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 Men Chicago [reason eines MICH. MIGHIGAN TRADESMAN November 23, 1910 yd) — 4)))) TRAINING RETAIL SALESMEN. Begin With the Rudiments and Give Concrete Examples. Have a plan outlined. Begin with the simple rudiments. Go on to the more complicated affairs. Show the | clerk what kinds of things happen | in his work that call for special treatment. him concrete amples of the things he will be call- Give ex- ed upon to do. Teach him salesman- ship by actual sales. If there is just one clerk, give him little talks on storekeeping, and if there are a doz en or a hundred, give them talks, The clerks want to learn to do their work better because they will in that way become worth more money to themselves. because they valuable to TOO. You want them to learn will then become more you. Furnish your employes with all the | good business literature that they will read. Keep a shelf full of books and trade journals where they can get at them and do all you can to in- terest them in reading such matter. The man with few clerks can talk to them himself as offers, teaching them his methods as they | work together. occasion clerks may well establish a system of | some sort, having after-hours meet- ines with short talks by himself and | by heads of departments or by out- siders. with a question box or any other method possible for exciting | interest. Fach person in your employ has some particular fitness for a special branch of the work, and it is profita- ble as far as possible for the mer- chant te study the peculiarities of his men and try to fit each one into his | own particular niche. One man can dress windows best. Another cards, has a knack for making still another is a Tf the window dresser is kept at work mak- | ing show cards, like to make and can not make well, and if the man handy with the brush | is never allowed to make a card, | things will be at odds and the force will lack a good deal of getting the | best results. It sometimes happens that the whole force will be kept in a state of turmoil by some one belligerent spirit. If there is a trouble-maker in the force it is better to let him | go, no matter what his ability may be in certain ways. Some clerks have | the power of keeping their associ- | ates discontented, even while doing good work themselves. There must show while good stock-keeper. So it goes. not | which he does be harmony and a united purpose be- | The man with many | hind the clerk force if it is to work | together. A cheerful man is a constant in- | spiration to his associates, and the | man with a grouch gives every one | he meets a mental downhill shove. If |you are going to get the best out of lyour clerks or out of yourself you lwill have to be cheerful. Cheerful clerks do their work twice as easily land twice as well as clerks who are perpetually disgruntled. | Optimism will spread istore if it gets a chance, gloom will spread. Either is “catch- ling.’ The head of a store can to a ‘large degree determine whether his istore is to exhibit the optimistic or ithe spirit. There is no ‘doubt in any one’s mind as to which lis the more profitable or the more pleasant. Treat clerks in the way that you would like to be treated if you your- | self through a just as pessimistic clerk—not in were a the way lyou might have chosen when you 'were a clerk, for at that time your ‘judgment might have called for more ‘leniency and easier times than would ‘have been to your advantage—but in ithe way you would wish to be treat- led if vou were a clerk now possess- ling a desire to get ahead in every |way that would result to your per- ‘one advantage. This kind of ltreatment can have but one result, |and that will be the making of a lmore useful, valuable and contented | foree of employes. ——— >a Young Men the Moving Power. The young man is the great mov- |ing power of this age. With the ex- |pansion of trade, the promotion of industries and the conservation of |waste in natural and industrial _ re- | sources, there never was a time when |more golden opportunities were w ait- ‘ing for him. There is not now the lack of opportunity of our forefa- ‘thers in an educational way for the larger pursuits, as compared with ‘the special courses and preparation | of to-day. is one continu- ous struggle for supremacy, demand- ing specialization. With specializa- ltion there is no lost time nor mo- tien and the cost of production is | minimized. Bright young men of | brains who have learned mental con- lcentration, and who have courage, |genius and perseverance must furnish the initiative. They must evolve the new ways. They have the ambition ‘essential for success. Many a young man becomes impatient, restless and | shifting at a time when he is really ‘past the experimental period and has, ‘in fact, planned out a successful ca- reer for the one who follows in his Business path. It is not easy for every man to decide what is his true vocation in life. Thackeray at first believed that his was as an illustrator, and had Dickens agreed with him and given him the work of drawing pictures for his books the world might never have had “Vanity Fair,” “The New- comes” and other masterpieces. But, in a general way, every person has in him a sense of the thing for which he is best fitted. With some this bent is shown early in childhood; with others the feeling is less distinct. It requires thought to reach a deter- mination on the subject and the wise parent will give assistance toward that end. It has saved many young persons from comparative failure that fortunately they have stumbled sud- denly upon their life work. It has been the misfortune of others that they have hunted aimlessly about without ever finding it. In very many of the latter cases versatility has been at the hottom of the failure. There are some persons who can do many things and do them almost equally well. Some musicians can play on a variety of instruments, and from each of them draw melody with a master hand. A few writers are as good artists as they are authors. A physi- cian has been knighted for his con- tributions to the world of literature and Dr. S. Weir Mitchell, of Phila- delphia, is as famous in the world of letters as in medicine. But the or- dinary individual must concentrate his efforts in order to attain success. tle must specialize upon some clear- cut line of endeavor, some carefully selected vocation. And no less care should be exercised in the selection if it be in the more modest walks of life, instead of in those which bring the greatest material returns. Not everybody can be a captain of indus- try or a great actor. Versatility may be an advantage if it does not lead to a habit of restlessness and of making changes, but it is too often abused in this way. —— +s The Best Man. Are you the best salesman in your store? If you are not, why? Being the best man is the thing that counts. The secret is work. If you are not the best man try to be just as good as the fellow who is, and then there will be two good men instead of one best; that will be better for you and the store, too. Sometimes the best fellow leaves for another place and then the next best steps in his shoes. Let that one be you. It is easy. A good definition of the boss would be to say that he is the man at the head of the store who appreciates this kind of effort on the part of the boys. It is the employes of a store who are in position to discover the little leaks that are letting the profits slip away. When you want to find a leak inqvire of the man most likely to know about it. —_—_»+2>—__ Every salesman in every store should understand that the goods in that store are no more his property than they would be if he were a cus- tomer instead of an employe. The Quitter Will Not Make Good. “If it were all simply coming for- ward in the store with a smile to greet a customer, show them the goods that they want and make a sale,” said a retail man the other day, “the work of a clerk would be pretty near ideal. But the young fellow in the store who has to get down early, clean the windows per- haps and brush the floor, get stock straightened up and shoes put away that have been left over from a busy evening, and all of that sort of thing may think that he has a kick com- ing. “T ant speaking advisedly because IT have been all through the same thing myself, and I know that I was inclined to regard these things as in a way beneath me, and I will admit of heing sorry at times that I was in a shoe store instead of having taken up some other line of work. “But the point I want to make is that most things that are unpleasant pass in time, for the man who is big enough to stand for them so long as they are necessary, and the chap who had to do the disagreeable things yesterday is the boss ef the store or the head of his department to- morrow. In the scope of my obser- vation there is no place in the busi- ness world for a quitter no matter what line he may desire to follow, and on the other hand the young fellow who has the grit to stay on the job and take the unpleasant along with the pleasant, will with even a moderate degree of ability accom- plish a great deal more and be more certain of making good than his more brilliant fellow who is inclined to side-step the less desirable duties of his position.” —_—_~2+7+>—_—_—_ Quality in Employes. We have always found it the best policy to secure the services of the best help we could and pay the highest salary in order to have per- fectly satisfied and loyal employes. When you have good goods to sell you should have correspondingly good help to sell them, for a cheap clerk can not sell quality goods and attract trade. When you have relia- ble help it is much easier to organize properly and install systems that are necessary. We have apportioned off among our clerks different departments to care for, and each one is made re- sponsible for goods in his charge. They report to the office, goods need ed and any trouble with goods of quality is also reported at once. [n this way things run smoothly and each one has his special work to do, and if any work is neglected the one in charge is known to be remiss, and you can be sure each one takes a pride in keeping up his end. There ‘5 no question as to who shall do certain work, for each one knows what has to be done. We insist that each man keep his department in per- fect shape, or we want a reason why. Geo. H. Filbert, Minneapolis. —_2+2>—____ Most fortunes are made by going into debt with good judgment and paying out by self-sacrifice. > . — MICHIGAN TRADESMAN 25 Progressive Merchants Are Now Buying Our Most Up-to-date National Cash Register E build this register with from one to nine adding counters, and with from one to nine cash drawers, depending upon the number of clerks employed. The price depends upon the size of the register. Gives you more protection and information about your business than any other business sys- tem that can be installed in your store. Each clerk has a separate cash drawer and each clerk’s sales are added on separate adding wheels This tells you which clerk makes the most sales, so that you can reward him—or which clerk makes mistakes. This National prints the amount of each sale on a strip of paper and also prints a receipt showing the amount paid by each customer, which guarantees to the proprietor that the proper Can be Se built to stand amount of money is put into the register. This Is The Pree This register tells you at ~ Detail Strip night these four most im- 183 SEP 30 This Is The portant things: Printed Check c 2 ca i JOOno | | | | EL VERN ome « cle * 1.00 1—Total cash sales made i OR customers’ re- makes acashsale | Dy A 0) 75 by each clerk. *B—1.75 ceipt that the or a ‘‘charge’’ sale, ' - ; ; ; ; *B -0.32 2—Total of your credit megieey prams ees? or receives money on * =a s sales time a sale is made, account, or pays out F oo 2.1 5 : or money is paid out, money, the Register : * H —Q.| 0 3—Total amount of MITCHELL & SEABURG “nae © © ; ; a t, teeingt money the Bott A 1.75 | | Maney received on || Stati | heparan this strip of paper. RcK 3 0. 00 account. Groceries and Meats. proper amount of s ‘ 6 2 é In the meantime the oa D 9 3 | 4—Total amount of Pe visage cca ond of money is put into the Register is also add- * E —0.25 money paid out. your purchase. See that register. This check ingon separate wheels te = Ss you get it. cover) makes a fine thing to the totals of these B —] 15 Also the secret adding print your advertise- : i counter tells you the total ment on. — Actual Size amount of all cash taken in. Actual Size Write and tell us the number of clerks you employ and we will send you description and price of this register built to suit your business, This will place you under no obligation to buy. The National Cash Register Company, Dayton, Ohio Salesrooms, 16 N. Division St., Grand Rapids; 79 Woodward Ave., Detroit 26 MICHIGAN TRADESMAN November 23, 1910 THE GROWTH OF CITIES. Development of Special Industries Has Helped Many Towns. The growth of cities is one of the marvels of modern life. It is easy to see why people in ancient times were forced to gather in cities, because government was poorly organized and the rural dis- tricts were constantly liable to inva- the and sion by barbarian tribes from outside and by robber nobles their gangs from the inside, and the people, therefore, found it necessary fortified towns, where they could defend themselves. Most of the agriculture was carried on in the neighborhood of such towns to which the people could flee on the advance of an en- emy. Most of the commerce was carried on rivers or other waterways, and it was along the banks of such water- that of the towns and cities were located. There were a few great caravan routes across the country, traveled proces- sions of camels or horses, carrying to assemble in walled or ways most by long packs of merchandise on their backs They traversed deserts where there were springs or wells of water, sup- posed in many cases to be artesian borings made by armies marching to the conquest of nations. These roads or routes for the most part were im- practicable for any and than trails worn into the earth and winding their way through the moun tain passes. The the country in every direction, as we have them now, prevented the settlement of the rural and confined these settlements to the river valleys and the vicinity of the waterways. wheel carriages oft sort, were nothing more lack of roads crossing regions There was another condition of the ancient times that is but little considered, and that was the sparseness of the population generally. There are no reliable sta- tistics of the population of the coun- tries of the ancient world, but ac- cording to careful estimates it is held that the population of the Roman Empire, in the time Augustus, when it included a great part of Eu- rope, parts of Asia Minor and Egypt, was not greater than 54,000,- 000, something over half that of the United States to-day. At that time the bubonic plague, the pneumonic plague known as the “black death,” cholera, and other diseases swept over the world periodically and decimated the popu- lation everywhere. Therefore, many of the which obtained then are unknown now, nevertheless the people are animated everywhere countries in various of measles conditions to-day by an irresistible desire to crowd and herd together in cities, and it is, therefore, necessary that they should be able to find employ- ment. The Manufacturers’ Record, in re- cent remarks upon the growth of the cities of the United States, and par- ticularly the smaller ones, as shown by the new census, notes that in the past decade 204 cities, each now hav- ing a population greater than 25,000, increased their aggregate population from 19,515,000 to 25,822,000, or by more than 6,307,000, equal to 32.3 per cent. About 100 of these cities had a rate of increase greater than the average rate. The Record, having made a special study of the subject, learns that those where the increase of popula- tion is most marked have derived the greatest advantages from the estab- lishment of manufacturing industries or the expansion of those which have been in operation for a number of years. In a number of instances a special industry is given the main credit. Akron, Ohio, estimates that 70 per cent. of automobile tires made in the United States come from its factories, while Detroit, counts 40 or 50 per cent. of all the automobiles made in the country among its prod- ucts. New Bedford, Mass., a fine ex: ample of the ability of the New Eng- lander to turn defeat into victory, has its textile industry, dating back to the decline of whaling in the North Atlantic. Pipe and tube plants and ship-building, added to the advan- tages of a magnificent harbor, have made Lorain, Ohio, what it is, and other particular industries have built up many other cities. It should be possible to learn val- uable lessons from these facts. Popu- lation must find employment and be able to earn living wages and people will go where they can find this, and they will leave localities where it is not to be had. Manufacturing takes raw material and by manipulating it converts it into articles of daily and constant use, while greatly increas- ing its value. Manufacturing, in order to accomplish its manifold purposes, employs more labor and intelligence than does the production of crude material or the buying and selling of the articles. It is to the creation and maintenance of a finished necessary ereat city and without it there can be none.—New Orleans Picayune. Municipal Ownership in Vienna. Municipal ownership and govern- ment control of private affairs, which ig sometimes called paternalism, is carried to a greater degree in Vienna than in any other place in the world, writes Wm. E. Curtis in the Chicago Record-Herald. The officials regulate the conduct of the citizens from the cradle to the grave. They fix the prices at which certain com- are sold; they determine what wages shall be paid to certain classes of mechanics and laborers: they set the time when a man shall be in his apartments at night and appoint representatives of the public to serve on boards of directors of corporations. No one can open a boarding house without the permis- sion of the police, who decide the prices that may be charged the pa- trons; no one can rent a room or a suite of rooms in an _ apartment house until it has been inspected by an official of the building depart- ment. All transactions are subject to the supervision of the State, and city modities there does not seem to be much com- plaint or dissatisfaction. The municipal government of Vi- enna is also engaged in many busi- ness undertakings, both commercial and industrial, in which it comes di- rectly into competition with private individuals and corporations for the benefit of the public, and in that way is able to keep down prices and pre- vent monopolies. That is the theory upon which the system is based, but there is a difference of opinion as to its practical success. For example, the city officials reg- ulate the prices that are paid for the manufacture of ready-made clothing, shirts, gowns, underwear, shoes and other articles of apparel, and dealers in such goods are prohibited from doing custom work or repairing. A merchant who deals in ready-made garments is not permitted to make them to measure. A_ tailor who makes goods to order is not permit- ted to sell them ready-made. The same rule applies to boot and shoe dealers, and the purpose is to pro- tect the little shoemaker, the sewing girl and others who are earning their living without capital in a small way. The practical operation of this sys- tem is said to be an advantage to the working classes. The law which authorizes the of- Seials to fix the wages that are paid factory operatives and other em- ployes is said to be am absolute pre- ventive of lockouts and strikes. At the same time the rates of wages are so low that the cost of the products to the public has not been increased to any extent. It must not be under- stood that the price of every article that is offered for sale in a haber- dasher’s shop is fixed by city officials. They do not go so far as that, ex- cept in the sale of milk, bread, fuel and other absolute necessities of life. No milkman can charge more than the and every loaf of bread must be of a certain weight. fixed price, The prices of meat are supposed be regulated by a slaughter-house, where the to municipai govern- ment kills cattle, hogs, sheep, geese, ducks. chickens and distributes the meat among twenty or thirty retail shops in different parts of the city, where it is sold at a profit of 10 per cent. The proceeds go into an insur- ance and sinking fund. These shops are located in those portions of the city which are occupied by the work- ing classes. The rich people are sup- posed to be able to take care of themselves, and there is no interfer- ence with the prices charged by re- tail dealers. If their customers are not satisfied, they can go to the gov- ernment shops and buy their beef and chickens. I am told that nearly all the pri- vate dealers charge from 10 to 30 per cent. more for all kinds of meats than the same cut costs at the gov- ernment shops. There are no. private slaughter houses. All animals intended for food must be killed at the government abattoirs. The city government owns all cold storage and refrigerator plants, and thus has control of the food supply. It sells butter and eggs, lard, bacon, ham, fish and all other forms of food, fresh and cured, at its butcher shops, the prices being 10 per cent. above actual cost. Evidence Is what the man from Mis- souri wanted when he said “SHOW ME.”’ ‘ He was just like the grocer who buys flour—only the gro- cer must protect himself as well as his customers and it is up to his trade to call for a certain brand before he will stock it. “Purity Patent” Flour Is sold under this guarantee: If in amy ome case ‘‘Purity Patent’’ does not give Satis- faction in all cases you can return it and we will refund your money and buy your customer a supply of favorite flour. However, a single sack proves our claim about “Purity Patent’’ Made by Grand Rapids Grain & Milling Co. 194 Canal St.,, Grand Rapids, Mich. Are Youa Troubled Man? We want to get in touch with grocers who are having trouble in satisfying their flour customers. To such we offer a proposi- tion that will surely be wel- come for its result is not only pleased customers, but a big re- duction of the flour stock as well. Ask us what we do in cases of this kind, and how we have won the approval and patron- age of hundreds of additional dealers recently. i 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. ey Par November 238, 1910 MICHIGAN TRADESMAN 27 WHERE WORDS COME FROM. Study of Dictionary May Be Found Full of Interest. Did you know that one of the most interesting books to read is the dictionary? I am not joking. Some- time when time hangs heavily take down the big unabridged, lay it on the table and ramble through its leaves. For you will find in words more surprise and romance and history than in the latest “best seller.” It is not to be wondered at that some men can devote their lives to philol- ogy, and that this study can grow into as absorbing a madness as chess or the collecting of antiques or the solving of riddles. It is related of a certain German savant, to show how strong the rul- ing passion is in death, that as he was dying he exclaimed in French, in which language he was deeply learned, “Je meurs” (I die). Pretty soon he opened his eyes before pass- ing away and added: “Man kann auch sagen, Je me meurs!” (one can also in French use the reflective form of the verb “to die.”) His last flicker of interest was in the word more than in the fact of death. Old Dr. Johnson, the great diction- ary maker, said: “I am not so lost in lexicography as to forget that words are the daughter’s of earth, while things are the sons of heaven.” But these “daughters of earth” are cap- tivating, nevertheless, and no one loved them more than the old doc- tor. Let us ramble leisurely through the pages of the big dictionary and see what strange things we can find. Here is the word “generous” and we find it originally meant “well born.” “Geranium” is a Greek word, signify- ing “crane,” and the flowering plant gets its name from the resemblance of its seed pod to a crane’s bill. “Gas” is taken from the German word “geist,” meaning a ghost or spirit, just as “spirit” at first meant breath. “Gin” has nothing to do with the city Geneva, but is a contraction of the Dutch word “giniva,” which is in turn derived from the French “ge- aievre,” junper, since gin is made from juniper. Among the F’s I read the curious fact that “forestall” was originally to waylay a dealer and buy his goods before he reached his stall in the market; that “fond” is from “fon, | an idiot, so used by Spencer, and once meant weak, silly and foolish, and that “florin” was so-called be- cause this coin came from Florence. This latter word suggests looking up some other terms derived from Italian cities and we find that “pis- tol” comes from Pistola, a “leghorn” hat is named from the city of Leg- horn, and we have “mantuamakers” from Mantua. “Finger,” we are told, is derived from fang, that with which anything is seized: and in turn “figure” is a modification of the word finger, as people at first used their fingers in counting. How do we get our meaning of failure into the Italian word “fiasco,” which means simply a_ bottle or flash? The process is curious. Venice is noted for its glass workers, who for centuries have made all sorts of delicate things out of this substance. It used to be their custom when they spoiled a fine piece of work to make a bottle out of it; hence the term “fiasco,” signifying that what one is doing is useless. The word “fee,” the sum of money paid for services, and the like, brings out the peculiar fact that many of our money terms came from cattle. Feoh, the Anglo-Saxon word from which fee comes, means either cat- tle or money; “pecuniary” comes from the Latin “pecunia,” derived from “pecus,” cattle; and “capital” we get from the counting of cattle by the head, “caput.” The German word for cattle is “vieh,’ and is pro- nounced like our word “fee.” Here we have in our common speech a bit of history showing the nature of our primitive money. Let us give the leaves a flop for fear this should look like study. We land over in the H’s. The word “hus- band” strikes our eye. He is the “house bond,” the one who holds the household together. Let us look for the names of the other members of the family. There is history and poetry in each one. “Wife” is she who “weaves” for the house! “son” is the “cleaner,” “daughter” is the “milker” and “spinster” is an unmarried woman, such as the husband’s or wife’s sis- ter, who “spins.” We can see the primitive English family all ‘at work. We glance along and come to the word “humble;” and there is the phrase “humble pie.” We have al- ways wondered how such a saying arose; and now that we find it we find a bit of picturesque old times. For the word is properly ‘“umble pie.” The “umbles” of a deer corre- spond to the giblets of a goose. When the big venison pasties were made for the lord and lady and guests, pies made of the scraps and “umbles” were baked for the inferior folk, those who sat “below the salt,” or at the foot of the table. Wondering where we get our word “pie,” we turn to it and dis- cover that it is nothing but the word pastie, which, being commonly writ- ten pie, like ye for the, finally came to be called “pie.” Over on another page we strike a word whose origin is about as cu- rious as any in the language, “pocket handkerchief.” The French “couvre chef” meant head covering, and from it comes our word “kerchief.” By pre- fixing “hand” we get “handkerchief,” as the head covering was carried in the hand. Then “pocket” was added to signify it was carried in the pock- et, and now the term meaning “head covering to be held in the hand and carried in the pocket” is not used for covering the head at all. “Pocket,” by the way, is a little “poke” or bag, “et” being a common diminutive, and the word “poke” still lingering in common use in the prov- erb, “to buy a pig in a poke,” and the term, “poke bonnet.” “Q” has always struck children learning their alphabet as a funny letter. It is derived, some say, from the French “queue,” a tail, its form being that of the letter O with a tail. “Quandary” is a word with an odd history. It is from the French, “Ou’en diraije?”’ meaning, “What shall I say of it?” and hence has come to signify puzzle or perplexity. A great many other diverting and interesting things can be found in the big book, to which we usually go only in cases of doubt, to find the meaning of a strange word or the spelling of a familiar one. For lov- ers of rare and out of the way bits of information no volume compares with it. Words are like coral, the dead houses of once living, fresh ideas. In them are preserved the history, ro- mance and adventure of the human mind. They are full of old customs, imaginative conceits and trickery no- tions. Dr. Frank Crane. gg The Universal Hand Shake. Tn this country a sentiment has de- veloped against the handshake. It has promiscuous come to mean nothing to many people, who care less for ceremony than for sincerity. When two men meet in the prize ring prepared to maul each other into insensibility they shake hands. So do two friends who meet after a long separation. Then when these two gladiators have ended their com- bat and one lies helpless on the floor the conquerer walks over and gal- lantly extends his right hand, where- upon they shake. As Mr. Jeffries ob- served to Mr. Johnson, who propos- ed this truce of war, “I shake, I’m whipped, but by a dog.” In such cir- cumstances the handshake comes to be an empty fashion. Too many men do not think otherwise when they practice it, and it is these who bring the custom into disrepute. It is urg- ed that you can not squeeze real cor- diality, or felicitation into a man; you can not do it by breaking the bones in his right hand. The fellow with the clammy, fishtail hand is no more exasperating than the one who tries to show you by a single grip how powerful he is or how much he loves you. Handshaking when prac- ticed in a sensible, dignified manner is a significant symbol, but when it is made the means of many kinds of hypocrisy it is a question if it could not be dropped entirely without working any great misunderstanding. 2» os When a customer buys on time there should be a distinct understand- ing as to just when the bill becomes due and payable, and such agreement be strictly adhered to. That is the next thing to a cash business. TRACE FREIGHT Easily and Quickly. We can tell you how BARLOW BROS., Grand Rapids, Mich YOUR DELAYED good? Only those who have used CERESOTA FLOUR know how good It is. million housekeepers use it, and the number increases every year. CERESOTA if a cheaper kind were just as JUDSON GROCER CO. Distributers Grand Rapids, Mich More than a Would they buy 28 MICHIGAN TRADESMAN November 23, 1910 COLLINS’ MAIL ORDER FIASCO Chain of Industry Is No Stronger Than Weakest Link. Written for the Tradesman. One day Collins stung with the splendor of a new idea. And perhaps you know just how it feels when a big idea gets to buzzing vig- orously under your panama. Well, Collins felt that It was evi- dent he was walking on thin air, and if I remember aright he was saying something otoh errIsrdl dl nu nnn something or other about a blue bod- ied honk-honk wagon of some sev- enty-odd horse power which he hop- ed shortly to own. You see Collins was taking this idea seriously. was way. Collins had a five-cent cigar income and a ten-cent cigar taste. And per- haps you also know what that means. Nothing to it; Collins did love a good, clean Havana -cigar; and his hobby was to discover the very best five-cent cigar, East or West, North or South, to be had in exchange for the coin mentioned. I have known Collins to order seven boxes of five- cent cigars from as many different manufacturers, in separated sections of the country, within a pe- riod of two months. Collins smoked about eight or ten cigars that his smoke basis, ran year. Collins of some widely a day, so five-cent like $110 per bill, on a something Southern thousand inhabitants; and he was, and still is, for that mat- ter, a bank cashier in that city. So he has lots of time and opportunity for incubating ideas and trying out forthcoming brands of gars. But the immediate inspiration of Collins’ idea, above referred to, was the coming of a cigar manufac- turer into our little town. lived in a town two five-cent ci- This man- ufacturer was an itinerant, ne’er-do- weel, from. the opened up who blew in Lord a shop in our surreptitiously knows. where and town. He had some genuine Havana stock and an interesting line of molds, and with the assistance of a and a boy whom he brought with him he turn- ed out a pretty showy line of goods— man principally five-cent cigars, although he did make at ten cents. a few to retail Tt was a new thing for our towns- folk and it created quite a stir—es- pecially among our smokers. Our two druggists and several grocers who carried cigars bought some of the home product; and he also had, in a short time, a fairly good box trade. And the were good enough for the price. Collins, our ci- cigars gar connoisseur, said they were the real thing, and as for him he would smoke no other. Collins was so pro- digiously enthusiastic about this five- cent cigar—with a real Havana core— that I suppose one might say his luminous idea grew up out of the soil of this enthusiasm. His idea was to build up a colossal mail order busi- ness in the cigar line, and this is the way he figured the dope: “You know, Bud,” said Collins, as he cocked his feet up on the flat-top desk and blew fanciful smoke-rings, ‘St’s this way: Smokers who really know and appreciate a good five-cent smoke are everlastingly in the mar- ket for a good, substantial, fortifying smoke. They know the real thing when they try it. But what do they get for the most part? Punk. Every now and then a new brand comes out. It is advertised from Portland, Maine, to Puget Sound. Fora while it is pretty good. They are putting val- ue in the goods now and building up their reputation. By and by, when they get the demand built up, what do they do? Make it as cheap and rotten as they know how. The fel- lows that do not know keep on smok- ing it just the same; but the con- noisseur, the fellow who really knows and loves a good smoke, he has to hunt up another brand. That is the trouble with nine thousand, nine hun- dred and ninety-nine five-cent Ci- gars—they peter out, run down, get punk. Now my plan is just this: I am going to get this man Billings to make cigars according to my plans and specifications, put them in spe- cial boxes with my name on them and supply them to me, then I am going to build up a big mail order business: and I am going to cinch every smoker who knows when he has a good article.” A few questions on my part as to details elicited the following get-rich- quick scheme: Collins proposed to send out some real live circular let- ters, together leaflets or succinct folders, on cigars, tobac- with | brief, co and cigar making. This dope, he gave me to understand, the real thing. was to be He himself was go- ing to concoct it. He was going to go after business in a frank, aggres- sive and intimately personal way and thereupon produced some copy that he proposed to turn over to the printer right away. The first circu- lar letter must confess, a corker. It was bright and fetching. There was wit, tragedy and was, | down- right good rhetoric in that letter. It recounted the struggles of the man good ive-cent cigar; suggested the desper- who seeks to locate a really ation to which this will-o’-the-wisp pursuit sometimes drives a man—a man who is really sensitive to the smell of a good cigar. It suggested that he, Collins, had at last attained. Eureka! Collins had the goods. It was the long-sought five-cent cigar— the commodity de luxe. the spot wtere all It went to others failed. It superinduced golden dreams and was calculated to make a man forget his debts, his domestic asperities (if he happened to have any) and his busi- ness snarls. It acted like a cocktail, yet it was free from dope; it filled the soul with rare exhilaration and exuberant optimism, yet the price of it was only five cents, the twentieth patt of one bone. The little folder was much in the same strain, only more so. Collins guaranteed to keep’ the quality up. “No let down in this ci- gar,” said he. “I am right back of it, and don’t you forget that. I know what it is to smoke punk, and I have definitely made up my mind that no customer of mine shall ever have cause to complain. This cigar is go- ing to be good to the end of the chapter, and the longer you smoke them the better you will like them.” Being a bank cashier, Collins sought first to circularize the bank- ers, and he began on the bankers of a certain Western State. Using his bank record as a mailing order, he got busy. He sent out letters a hun- dred at a clip, and in them he pro- posed to send to any responsible smoker, anywhere in the United States, one box of fifty “Tony Col- lins Cigars.” Mr. Smoker could open the box, smell the goods and sample them. He could smoke two, four, six of them—more if he were unconvinc- ed—and if they did not burn better, smell sweeter and go to the spot more certainly than any other five- cent cigar the smoker had ever smoked, then Mr. Smoker could close the box and send the remaining cigars back—and no_ charges. Collins thought so highly of his cigars he was willing to take the risk. Out of every one hundred letters, so he in- formed me, he got about ten orders for cigars on the terms stipulated. The cigars cost him $30. He sold them at $50. That left a gross profit of $20 per thousand. Collins figured that it would cost him not to exceed $7 to secure twenty orders, and that it would cost him, at 25 cents per box for express, $5 to ship the ci- gars. This would leave a net profit of $8 per thousand; or, allowing 5 per cent. leeway for damaged goods, returned goods and non-pay, he saw at least $6.50 per thousand in all the cigars sold. And Collins thought, after the thing got a-going, he could cut down the expenses considerably below that figure, and he saw no reason why he shoud not sell two or three or four thousand cigars a day. So Collins and his stenographer worked over time and they circular- ized one state after another, and the orders came pouring in. Every mail brought orders. Collins’ advertising dope was the real stuff and he un- covered more bankers in quest of good five-cent cigars than one would suppose there were in all creation. For a time the sky looked rosy with the tints of dawning stccess—and then the fall came. It was sudden, tragic. overwhelming. To this day Collins hasn’t recovered from the slump. It happened thus: In the evolution of his mail order theory Collins overlooked one impor- tant factor: he failed to keep an eye on the product, and that itinerant, ne’er-do-weel cigarmaker worked him for a sucker. Instead of putting in good clean filler, with a big, rich Havana core, that chap began to work in cabbage leaves, excelsior and manila paper. And the cigars began to come back: and they came back fast and furious. Say, but some of the letters poor, old Collins re ceived were enough to make your hair stand on end. How they roasted him, flayed him and parboiled him. Boxes were partially empty, cigars were crushed, customers were fu- rious and the brilliant mail order scheme had received a solar plexus blow. Collins had unfortunately got- ten in with a crook and the whole business went punk in no time. The very thing that Collins had vowed by the eternals would never happen, did happen. It was a_ thing that could not be satisfactorily explained. So poor, old Collins set him down and wrote a frank letter telling the boys that he was It; that he had been buncoed good and proper, and that now, after his preliminary fling at the big and juicy cigar proposition, he was done. In the future he proposed to stick strictly to banking. I felt mighty sorry for Collins; still he brought the trouble on himself. As a general thing the average man can find enough trouble in his own line without butting into the other fel- low’s line in search of it. Eli Elkins. —_—o o-n————"—_ Pointers for Merchants. If you won’t adopt modern busi- ness methods, don’t sit back and claim that you never did have any luck anyway. Don’t allow yourself to be per- suaded, bamboozled or inveigled in- to buying goods that you do not want. If the salesman insists upon larger quantities than you want, ex- cuse yourself and go to work. The final decision in all your buy- ing rests with your judgment. If you allow that to become warped = or prejudiced, or if you neglect to use it, you may expect to get “stuck.” If you take for your example noth- ing higher than yourself how can you hope to improve? You will not shoot any higher than you aim. The man who never makes any mistakes is a man who never does anything. He is a stand-patter, and while a stand-patter may get some- where in politics he will never get ahead in business. When you get customers into the store with your advertising and then fail to live up to your advertisement in any particular you are committing business suicide. Only by civility to employes can you command civility from employes. Like begets like. Every user of your goods who goes by the store is a possible cus- tomer and amendable to the infiu- ence of your windows. Are you mak- ing your windows count? If you have any trouble in get- ting enthusiastic get out and rub up against people who are not built on the cold storage plan. Enthusiasm is contagious and you might catch a little of it. If you will hustle you will have no time to spend in idle wishing and you will have no need to spend time so. Ideas are what count. If you can not evolve your own, make haste to adopt some good ones from another source. Ideas you must have. Frank Farrington. —__2so—_—_ There is nothing clever in taking advantage of a person in your own place of business where you are at home and the customer is to a degree a stranger. November 23, 1910 MICHIGAN TRADESMAN 29 EXCESS BAGGAGE. Many Business Men Are Carrying It in Store and in Mind. Written for the Tradesman. Enthusiasm, affection; the right quality of endurance, a natural dis- position and a deep sense of earn- estness, together with a profound feeling of justice for all concerned, will make any business a great suc- cess. There is no use to even try to build a successful retail business or anything else if everybody connect- ed with it is not hooked up with the same impressions and imbued with inspirations that are in sympa- thy with the management. Too many of us err in thinking that we are so constituted that we can drive a business up to the high- est point of success by and through our own mental energy and do not need the assistance of our employes. We can form, mold and temper iron by and through our own strength, but we need other forces to help us place each and every piece in its right position. Our employes are the forces that put things either in the right or wrong place and through their ener- gy the business is either a success or a failure. So if we wish our busi- ness to continue to succeed we must begin with the enthusiasm, affection and earnestness within ourselves. The quick, strong and sharp sense of activity will penetrate the minds of every one around us if we will do the right thing concerning those in our employ. The throbbing and bursting heart never fails to attract attention. The fullness of the inner man will respond to this influence if the equality is right. We are always filled with courage. The protection we need is ever ready and wisdom flows through our brains when we move with Nature. What is Nature? I hear some one ask. It is that force which makes us move naturally. It is that force which comes from within our own bodies and brains. It is that force which shows us all the things we see with- out the suggestion coming from some one else. How true it is that the world moves by suggestion. When we are filled with courage and are well pro- tected and have original wisdom the suggestion is not second-hand—it comes from headquarters. There is always a very valuable premium on loyalty to one’s own in- tellect. We read a great deal about forc- ing business up a notch or two each day; but there is no such thing as compelling things to move. All things move naturally if we only knew it and if we are getting tired fighting this battle of competition we ought to begin to attract the Force of Nature and let it work through us, and if we can do this we will pass over the hard rocks and build a business that all of the arti- ficial forces in the world can not move. Every strong man does his work easily. You know a few of them and you wonder at their power. But they have found something which they themselves can not explain but know how to use—that something is Na- tnre. Let us try to be natural by doing our work by and through our own energy and I believe—this within it- self—will bring us in connection with Nature—the power that never fails. We are all carrying excess bag- gage and the rate charged by our natural transportation company is more than some of us can afford. Excess baggage in the way of bad accounts, over stock, left-overs from last season, are too large for some of us and we are very foolish to be paying the extra rate on these things year in and year out. We ought to cut down this load we are carry- ing to a point where there will not be any excess charges made against our physical and mental energy. It is just as easy to travel in the business world without excess bag- gage as it is to load ourselves up with things where the extra charges eat up all our profits. Let us try to build our business upon a cash basis and buy as we need the goods and perhaps the left- overs will not trouble us so much. Profits are never made until the goods are sold and the cash is in the bank. Let us figure the amount of ex- cess baggage we are carrying and see what we have to pay each year— in the way of unrest and mental energy for the load we allow our- selves to carry. If we are working for profits, peace of mind—a little more time for ourselves and families—and success generally—why not cut out all of the excess baggage and travel in an airship. Let us fly high and get away from all of the unnecessary things we know are holding us down to the idea of carrying excess baggage. It is easy to unload if you know how Some find it easier to load up, but they have failed to put the baggage in a dumpcart. There is nothing more profitable or powerful in any business than a good working system. We shall not advise just what kind of a system each one who reads this should have, for no man is capable of ad- vising another just how he should manage his own affairs, still there are.many good systems that can be made to apply to any retail busi- ness. For the retail merchant, in my opinion, discipline and a good code of morals is the foundation of a sys- tem that is worth a great deal. We should have discipline in each de- partment and we should let it be fully understood that it is consider- ed dishonest for any of the employes or the manager, yes, and the pro- prietor himself to expect immunity from the rules laid down. What right have I to ask any of my employes to be more strict in following discipline than I myself? The around any business are the strongest men and women ones who should be most correct in ac- tion and discipline. If the strong do not help the weak in the business all None of us should be exempt from world of us will fail. the moral codes or the laws of jus- tice. If one man or woman is sup- posed to be on hand ready for duty at a given time, every one employed around the store should be as prompt —not excepting the merchant him- self. Victory is only another name for defeat when we succeed in getting our customer's attention by talking about our competitors. The only re- lief concerning what our competitors are doing is education, business edu- cation. War with our neighbor is hell. Some of us think that as long as we have money—more money than our neighbors—just so long we can put up this warfare or fighting our competitors. This warfare, as all others, is going to come to an end. The wise man is a peaceable citizen and he really hates warin all its phas- es. The wise man is so deeply in- terested in his business that he even forgets himself. Self-forgetfulness is something we all ought to develop. No man can really be successful, wise and happy unless he is so wrapped up in his business that he is never side-tracked on account of what some one else is doing. The individual must be absorbed completely by and through his own intellectual powers if he hopes to be led successfuly through his whole business career. So it can be plainly seen that our successful campaign against our com- petitors is spelling defeat on all sides. The public is never satisfied with what we are doing for them. If we are giving them the best we have to-day, to-morrow they are looking for something different and some- thing better and this rule works the same in our ideas in talking about our competitors. If the public knows that we are fault finders, it will ex- pect us to furnish something differ- ent and something better to-morrow. Let us give the public the necessi- ties of life—that is our business. Talking about our neighbors seems to be enjoyment for some women; “Jet the women do the work.” Edward Miller, Jr. The first National Thanksgiving was the one offered up at St. Paul’s Cathedral for the defeat of the Span- ish armada, September, 1588. The English settlers in this country nat- urally adopted the custom of their native land, and at an early period in our Colonial history Thanksgiv- ing became quite common. The insti- tution may be considered as the nat- ural outgrowth of human nature, and has existed, in some form or other, from the earliest times. Middle Names. Midd!e names, hard as it is to cred- it in this generation, were once ille- gal. The old English law was very definite as to the naming of chil- dren, and, according to Coke, “A man can not have two names of bap- tism.” “It is requisite,” this law goes on, “that the purchaser be named by the name of his baptism and his sur- name, and that special heed be taken to the name of baptism.” Royal personages have always been allowed to have more than one given name, but as late as 1600, it is said, there were only four persons in all England who had two given names. In 1620 the Mayflower sailed for America, and there was not a man or woman upon it who had a middle name. Even a century and a half ago double names were very uncommon. The English used to dodge the law at times by ingeniously compound- ing names. Thus on old parish regis- ters in England there is occasionally seen stich combinations as Fannasa- bilia, which is Fanny and Sybil join- ed together, and Annameriar, made up of Anna and Maria. Maria is one of the earliest middle names of rec- ord for boys. It was given in honon of the Virgin Mary. As much as they dared, beginning along in the eighteenth century, parents evaded the “one-name law.” But even as late as 100 years ago custom was against the middle name. If the names of the signers of the Declaration of Independence be look- ed over it will be found that only three of them had middle names. The first five presidents of the United States had only one name each— George Washington, John Adams, Thomas Jefferson, James Madison and James Monroe. Before Grant, eighteenth of the line, there were only three double-named executives— John Quincy Adams, William Henry Harrison and James Knox Polk. When middle names got going and became the fashion, the law having dropped into disuse, parents went to work combining names for their off- spring enthusiastically. One custom was done away with in England in consequence of this, the plan of nam- ing the eldest son for the estate, par- ticularly when he succeeds to that estate through his mother. This old idea is still followed to some extent in this country by the mother’s maid- en name being given to the eldest son. It identifies the boy when he grows to manhood, and so has a pos- itive value. During the time of the Civil War and just after hundreds of parents named sons simply Lincoln and Grant. Such instances have, however, been uncommon for the past fifty years. The middle name has become well nigh universal. Sometimes the case arises of a man prominent in public life or literature leaving off his first name altogether and becoming known by his midle name. Grover Cleveland, whose baptismal name was Stephen Grover Cleveland, has been the most conspicuous example of this—Harpers’ Weekly. MICHIGAN TRADESMAN November 23, 1910 IMPORTANCE OF RETAILERS. As Distributers Their Rights Should Be Respected. The to the consuming public is the busi- distribution of merchandise ness of the retailer. This doctrine has been repeatedly expounded that to a retail merchant belongs exclusively the function of supplying the needs of the people living in his territory. The prosperity of manufacturer or jobber, of capitalist or banker, depends upon the undisturbed conduct of mer- chandising and that it be left in the accepted and customary channels of trade. The tendency of all lines of commerce is to accentuate the impor- tance of manufactured products be- ing branded with the name or trade mark of the maker and to leave ab- solutely free to the dealer’s exploita- tion that province covering the con- sumers’ wants. The supreme impor- tance of the retailer is recognized by all business periodicals. Iron Age says: “Retail merchants themselves frequently underestimate the impor- tance of the class of trade to which they belong as a factor and a power in the commercial world. The same mistake is not infrequently made by those in other great departments, namely, those of the manufacturer and the jobber. Without detracting in any way from the recognized im- portance of manufacturers, it is well to bear in mind the large place filled, and most admirably filled, by retail distributers. The relative importance of retailers as compared with manu- facturers and jobbers who solicit their business is shown in a few cold facts: The retail merchants of the country are many times more numer- ous than jobbers and manufacturers combined. This establishes their nu- merical superiority. The retail mer- chants of the country have a much larger investment of capital in their business than the aggregate capital of jobbers and manufacturers. This is significant of their importance fi- nancially. The retail merchants trans- act a larger volume of business than either manufacturers or the jobbers, and probably a larger volume than both of them together. The office of the retail merchant is peculiarly re- sponsible and useful. He is in imme- diate contact with the public. Through him the goods fabricated by the enterprirse and skill of manufac- turers reach the open market and the people by whom they are to be used. They are brought out by him into the light. His store is where people can see them. Every’ merchant maintains all year around a perma- nent exhibition where a great variety of articles of merit used in the work- shops, fields and homes of the peo- ple are displayed, with constant ad- ditions to the assortment as new ap pliances are put on the market and publicly advertised. The tens of thou- sands of stores of the retail mer- chants may be regarded as the ware- houses in which the products of the factories are accumulated and kept for prompt delivery to all who pur- chase. The importance of the serv- ice thus rendered by retail merchants as distributers it is difficult to over- estimate. They render a useful and indispensable service to manufactur- ers and are obviously essential to the jobbers, who are dependent on them for their trade. Those retail stores, too, are the life of the towns and villages of the country. Local well- being depends on their prosperity. For this reason a measure like the parcels post is a blow not only at the retail merchants of the land, but at the communities which they have built up, and which, in turn, make it possible and profitable for them to do business. They have thus a large place in the economy of trade, con- tributing directly to the growth and well-being of countless cities, towns and hamlets in every state and terri- tory. If retail distribution were abol- ished a commercial and social revolu- tion would result, with the desola- tion of many a community whose ex- istence and prosperity are essential to the highest well-being of the coun- try. The manner in which this re- sponsibility has been discharged is greatly to the credit of the retailers of the country.” ———— A Greenback Story. The other day in the Treasury building a heap of worn-out green- backs lay awaiting Nirvana by the Gre route when, in greenback lingo, of course, a bill suggested: “Let’s kill time by autobiograph- ing a bit. Wake up there. Onebuck! Suppose you tell us upon what occa- sion in your opinon your purchasing power was greatest, or least?” A lop-eared bill yawned and an- swered: “I’ve bought some pretty nifty things in my day. Drinks for two boes who’d just hit town after 200 miles of imprisonment in an empty freight car, a photograph a girl had taken to send her soldier boy. sick in the Phillippines. Once I paid for a ticket out of Chicago to some In- diana town—” “Pretty good as far as you went,” cut in the interlocutor. “Now we will hear from Fiver.” “Well, I urged a messenger boy to walk a block in fifteen minutes—” “Listen to the bromide!’ Greek chorused the others. “Next!” Another one-dollar bill responded. Judging by appearances he had the heart of the poet, for even in that tattered company his raggedness was noticeable. He spoke softly: “T once paid for the pearl of great- est price. A woman, whom the world had bruised, took me to a drug store and converted me into a tiny vial of rest.” The interlocutor cleared his throat suddenly and called on Old Hundred. “T’ve never bought anything worth much, I must confess,” responded the hundred-dollar bill, “and I always got a grouch when I saw myself bring in so little of the real goods. Oftenest I’ve been spent in such fool ways that I blush at the remem- brance, as for instance, when Reggie left me in a Broadway shop in ex- change for a gift basketful of purple blossoms not to be named in the same day with the common or garden flowers. At one time I thought I had fallen into quiet quarters for good. That was the time when a horny- handed jay of the good old home- stead species took me in payment for his crop of ’tators, and let me sleep out the spring and early summer in a red yarn sock, but one morning in August, before the dawn had flushed the faintest rose, even before Chan ticleer had flapped his wings, I was yanked out of the sock and deep down within me I knew that it was me for the giddy whirl again. “After all, it was refreshing to be back where things were doing and being done at the county fair. I longed to get out of Jay’s trousers pocket, but Jay was foxy. The barkers barked strenuously before I got out of the pocket. However, come out I did, and—well, thinking it over dispassionately, I believe the privi- lege of seeing what was not under the walnut shell came higher to Jay than did the fool gilt basket of flow- ers to Reggie on Broadway.” Onebuck held up his hand, craving speech. “Well, Onebuck, what is it?” asked the interlocutor. “T once bought the blue chip with which a good but erring youth stak- ed the last dollar of his employer’s money which he had taken, meaning to pay it back—the chip with which the youth recouped and saved honor, good name, and—” “Shut up, Onebuck! This experience meetin’ is on the _ level. Twospot, what’s the story of your biggest pur- chase?” The two-dollar bill spoke, delib- erately, soberly: “Upon a certain May morning a young man with dreams in his eyes grasped me with trembling fingers and took me to the city hall. I could feel his heart beat as he went, and every rod or two I heard him say: ‘Angel! Joy of my soul! Beautiful darling, soon to be my own!’ “Arrived at the impressive stone building my young man, still trem. We will Quote, Sell or Buy Michigan Pacific Lumber Co. Stock E. B. CADWELL & COMPANY Penobscot Bldg. Detroit, Mich. GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY FIRE Grand Rapids, Mich. The Leading Agency Child, Hulswit & Company BANKERS Municipal and Corporation Bonds City, County, Township, School and [rrigation 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 Kent State Bank Main Office Fountain St. Facing Monroe Capital - - - $500,000 Surplus and Profits - 225,000 Deposits 6 Million Dollars HENRY IDEMA - - - President J. A. COVODE - - Vice President J. A.S. VERDIER - - - Cashier 34% Paid on Certificates You cantransact your banking business with usveasily by mail. Write us about it if interested. if needed? ral National City Bank MERCHANTS at times have surplus money— TRUSTEES have special funds— TREASURERS have separate accounts. If YOU have money waiting investment why not send such money to a strong central bank where it will draw interest and where you can get it any day Any questions about investments or other finan- cial affairs cheerfully and promptly replied to. long experience may be valuable in these matters. In process of consolidation to become the Grand Rapids National City Bank Capital $1,000,000 Our Grand Rapids National Bank November 23, 1910 bling, said something in an inaudible voice to the party behind the desk. Evidently the party behind the desk was accustomed to mind reading. He understood what the young man wanted all right, and after a few pre- liminaries the young man handed me to the party behind the desk and re- ceived in exchange a slip of paper. “You think a slip of paper an in- significant purchase? Well, you've got several thinks coming to you. That spring day when the young man carried me to the city hall my purchasing power was greater than it has ever been in a long lifetime. | bought more—” “I know,” buited in Onebuck. “What you bought for your young man was Happiness with a big H!” Twospot looked at Onebuck sadly, pityingly. “My boy, your innocence is posi- tively refreshing. What I bought for my young man that May morning in the city hall begins with a big H all right all right, but it doesn’t end with s.,.—New York Sun. —_>+2+>—__—_ Telephone Trade. The phone calls to your store should be received by someone who can answer questions intelligently. Stores are making much of the tele- phone nowadays, but they are doing it in a systematic, careful manner, not at haphazard. When a call is re- ceived it is answered by someone who knows what he is talking about and the person at the other end of the line receives the same courtesy she would if she were in the store. Every precaution is taken to avoid mistakes and orders are filled and delivered with accuracy and prompt- ness. When there is a selection to be made it is looked after as care- fully as it would be if the shopper were doing the buying herself. Han- dled with exact and scrupulous care, the telephone business can be devel- oped into a big thing, but if han- dled in a haphazard manner it is sure to prove a delusion and a snare to merchant and customer alike. ——_22+>__—__ Answering the Telephone. The way telephones are answered has a great deal to do with getting business. It is possible to be gruff and short over a phone just as it is easy to give a quick answer in the store. A query over the phone may not indicate a coming order and in busy times the inclination may be to choke the querist off short, but it is not good business and you can not always tell how soon the man or woman at the other end of the wire may be looking for something in your line and a pleasant answer from you may mean the capture of the trade. It is just as good busi- ness to be polite and accommodat ing when talking over a telephone as when addressing a person individual- ly. A good phone voice is getting to be an asset. It is certainly un- wise to let business cares and troub- les worry you so that you can not speak in your pleasantest voice over the telephone. penne MICHIGAN TRADESMAN HOLIDAY REMINDERS. Rush Season Suggestions That May be Helpful to Busy Retailers. The oft-repeated advice to Christmas preparations immediately after Thanksgiving still holds good. The calendar this year selling days between Thanksgiving and the end of November, and during such days many stores throughout the country will offer to bill on De- cember account all purchases then made by charge customers, rendering bills January 1st. This idea can be carried out a little further, by way of encouraging early shopping, through offering to bill charge purchases dur- ing the early part of December on January accounts, rendered February 1st. Within a few days of Christmas the same idea can again be put into force, for the purpose of increasing the late December turn-over, by of- fering to charge on January accounts, rendered February 1st, all purchases made between the 20th and 25th of December. begin shows five In the absence of a regular branch postoffice within the store many con- cerns provide a stamp and mailing section during December. Some stores also provide an express office for the shipment of small parcels, and in some localities it is possible to make an arrangement with the ex-|! press company whereby reduced rates can be offered to customers. Avoid the employment of inflam- mable materials for decorative pur- poses, and see that electric or other lighting systems and demonstrations of electrical appliances, etc., are kept either within the latitude of insurance policies, or that the policies are en- dorsed with special permission cov- ering any increased hazard that may be contemplated. It is advisable to alter, as much as possible the appearances of all de- partments—this for the sake of cre- ating an impression of newness in the merchandise. But it is not con- sidered advisable to change depart- ment locations, except to aid the holi day selling. In cases where depart- ments are changed to other locations, salespersons in all departments should be so informed. Where a store advertises a Santa Claus to greet all visitors and the Santa Claus is absent during certain hours of the day the hours of his presence should be mentioned in the store’s announcement. This will avoid disappointing children or grown-ups who might, otherwise, come to see him during his absence. A good idea for pushing a speci- fied item on which a store may be overstocked, or one which the store wishes to boost, is to give the article a number, and in the store’s adver- tising suggest that the prospective customer ask the salesperson to show a special handbag, belt or what not, numbered, say, 446. Just as soon as the holiday delivery schedule has been definitely decided upon, printed or written slips giving the stated hours at which delivery wagons leave the store for different parts of the city should be placed in the hands of every salesperson and floorman. 31 A large private bulletin board, on| i which instructions and information | aViNgS Ave ll l relative to the store Ss operation and | 1s pave better then wbeckacceest. Well the adoption of new rules or special | selected realty investments make enormous holiday methods can be posted fron | eee and moss productive time to time, will prove an aid for On Dee. Ist, to introduce ourselves we will ’ ae offer 1000 buildinglots. This property is situat- the store’s employes. | ed only thirty minutes ride by trolley from the | business center of the City. We predict that : : : - [ these lots willincrease 50 percent. within three making a special point of quick wrap- | years. Buffalo has practically no vacant houses : ‘ +49 .s and a population of 450,000 Extension is the ping on “take-with” parcels. With | order of the day and with extension. values onc jeanne at wists vecentle, | Willinerease wonderfully. The starting price the inconvenience of waiting actually Will be $25 00 cash, per lot, balance in thirty-six eliminated, there will be less equal installments. The majority of lots face f he dolce : on street carline. The most outlying within or the delivery department. 5 minutes walk. The property is already im- proved, cement sidewalks, sewerage, water works, gas main and electric light service. Price of lots will advance Jan, ist. Getin now and reap the benefits. By depositing $10.00 per lot, before Dec. ist, we allow @ credit of 10 per cent. on your purchase. Satisfaction guaranteed or your money refupced ‘Title to each lot will be conveyed to Trust Company to be delivered when payments are completed. If youdie before you complete payments. & clear title is made to your heirs, at no further cost Thisis better than life insurance. We want agents in your localty. Send us Let it be known that your store is work The best wrapping for “take-with” packages is a colored or water-mark- ed paper, something by which the store can be identified, yet not so prominent as to give the purchaser the appearance of carrying an adver- tisement through the streets. One dollar is a popular price for a A ; the names and addresses of ne: guLers who you gift doll. It would be advisable,| think may be interested. Do it now. therefore, for every store to feature _ Enormous profits are being u ave by others. : : Join before it is toolate. This i. o e of the at least one exceptionally strong] best Realty investments ever offered. Write leader at this price. for further particulars. By encouraging children to write letters to Santa Claus and address them in care of the store, the juve- nile interest in the toy department will be increased. —_+. > The window, shelf and counter ex- hibits should be so arranged as to attract attention, awaken desire and compel purchases. Buffalo Land Security Co. 395 Ellicott Sq. Bldg. Buffalo, N. Y. USE THE , Jo DISTANCE SERVICE MICHIGAN STATE TELEPHONE CO. Capital $800,000 Surplus $500,000 O NATIONAL BANK N21 CANAL STREET Our Savings Certificates Are better than Government Bonds, because they are just as safe and give you a larger interest return. 3% if left one year. 53 DIVIDENDS IN AN INVESTMENT THE MOST IMPORTANT, THE ESSENTIAL, ELEMENT IS THE UNDERLYING PRINCIPLE OF SAFETY. Speculative features, as a rise in value, however desirable are sec- ondary. A combination of the two is rare and one that only the shrewd- est can see, and take advantage of. The officers of the CITIZENS’ TEL- EPHONE CO. believe that its stock possesses the first element beyond qustion. There are no bonds, liens or mortgages on its property, no in- debtedness except current obligations, and the ratio of assets to debts is more thantwelve to one. A suspension of dividends for one year would practically pay every dollar of debts. Can any other public corporation say so much? Every year, every quarterly period of its fifteen years’ existence has been of steady uninterrupted progress. The business is NOT AFFECT- ED BY PANICS OR HARD TIMES. Dispensing with the telephone is almost the last thing thought of, and its discontinuance is rarely ordered as a matter of economy. The failure of a well established, well managed telephone compay is yet to be recorded. THE CITIZENS’ 53 DIVI- DENDS have been paid with as UNFAILING RUGULARITY as the interest on GOVERNMENT BONDS. While the tremendous development of the telephone business the past fifteen years has necessitated the issue of large amounts of securities, as the time approaches when the demand for such service slackens, the ne- cessity for the sale of stock will also decrease and stop. While past ex- perience warrants nothing in the shape of a prophecy, the Citizens com- pany believes that sucha period is not far off. The territory served by it is fairly covered, there are few towns init not now cared for, its larger ex- changes have been rebuilt, its toll line system well developed. There is nothing in sight that calls for such large expenditures of money as in the past. It appears evident that the time is not far distant when the sale of stock can be curtailed, if not entirely ceased. If these deductions are correct and are justified by the future, then the Citizens’ stock possesses the second element of having a speculative feature as well asthe MORE IMPORTANT ONE OF SAFETY. Full information and particulars can be obtained from the secretary at the com- pany’s office, Louis street and Grand River. oo bo x a © fo — q2 A A, TRADESMAN November 23, 1910 “ Se LAE € Soe _ Lae w@ ‘tr 86 = = + = = _ = 2" . = 2 = > A vena 5 = = - os. 2 a = eh Watson ppg 327 Z AM Ay? ZL Cs 4 a NV eos Shoe FALL AND WINTER SHOES. _|they used to be in the selection of ° their footwear. Be Up To Date in Styles and in Ad- : : . : Is a ‘Shoe of vertsiee. have a perennial interest in shoe oe : Sheitten for the Svekmannn. store advertisements. My wife says Distinction and Retail shoe dealers the country it is one of my most pronounced hob- over are now out after the fall and bies. She is probably right. But the | Merit winter shoe trade. reason is not far to seek; for I have Tudging from such indications as a general interest in commercial ad- [ have been able to light upon in my vertising and a very particular inter- It is made and sold at the lowest possible prices to meet going to and fro among the dealers |¢St 1 the shoe retailing branch - all demands. Every shoe in this line is a winner, made of of my section, the volume of busi- modern commercialism; therefore my solid, high grade leathers, guaranteed to give satisfaction in ness so far this fall compares fav- interest in shoe advertisements. if I wear and fit. orably with that of last fall up to this

2>—__—_ Gaining the Public’s Confidence. The matter of gaining and retain- ing the confidence of the public is one which extends back over a con- siderable period, and which depends largely upon the store’s past history and present policy. If the public’s confidence, and particularly that of the feminine portion of it, can be gained, it is worth a great deal of money to the business. Once gained, it should never be abused in any par- ticular. Regard it with the greatest care. The store’s advertising, at the same time, will have much to do with gain- ing and also with retaining, the con- fidence of the people of the town and vicinity. If the advertising matter is written in a straightforward, simple, convincing way, with an absence of exaggeration and misrepresentation, your local public will quickly learn to trust your announcements, and if the store’s policies are proper and rigidly adhered to, the time will come when a small amount of advertising on its part will be much more effec- tive than a large amount by some other store which has not gained the confidence of the public to so great a degree as has yours. The confidence of the people of your community is worth working your hardest for, because it will give you a tremendous advantage over every possible form of competition. Trade Loyalty and Retailers. No word appeals more strongly to the average retailer than loyalty. We all like to be spoken of as loyal to family, friends, country and to our ideals. We should also include our home city. There is no doubt of our sincerity in this and we would feel very much offended were it ques- tioned, but is this loyalty always of the right sort; is it intelligent and active, or is it sometimes a sentimen- tal and pleasing fancy with which we delude ourselves? The happiness of the people of a city depends largely on the prosperi- ty of the community as a whole; and this prosperity depends, in part, on the amount of money circulating there. The more money the people send away for things they can buy from their own merchants the poor- er the community will become, and conversely, the more they spend at home the more the place will thrive. Do those who patronize distant nail order houses ever think of the harm done? If all the good people of any city or town should ignore the local merchants and for one year buy all their supplies in Chicago and New York there would be “For Sale” signs on the city hall, the public li- brary and other public buildings. The same principle applies all communities. to Patronage of home merchants is the life of a city. The mail order houses by offering attractive(?) pre- miums with indifferent goods have drawn from numberless communities large amounts of money which, it spent at would have helped to pay for schools, paving, lighting and general civic improvement. Out- side business houses do not pay any part of the city or town taxes. home, But “business is business,” some say. Yes; but business is more than that, it is reciprocity, and it should be apparent to every one that business dealings with those who are work- ing for the same local interests will be far more productive of good than trading with people who are _ far away, who buy nothing from local houses and whose only interest in the community is the amount of money they can get out of it. Do you recall when times have been hard that the mail order houses ever extended credit to help one over the hard places? Will they? Not ina thousand yvears—it’s money down or no goods. The local merchant who suffers from the competition of mail order houses must be alert, intelligent and progressive. He should always sell as good, or better, merchandise at the same, or lower, prices, that the mail order houses can, or will, and deliver the goods at once—no express charges. no long delays, no disap- pointments. Let the local dealer do his in educating his home industries. is being done where dealers part trade to support It can be done; it in many communities, have awakened to the fact that the duty devolves upor them to make it known to their cus- tomers that what they buy from mail order houses can be secured at home, where the goods may be seen before being purchased and exchanged if unsatisfactory, at the same, or lower, prices than those asked by the mail order houses; that there are no long delays waiting for the goods to be received, and, most important of all, that by loyalty to home retailers the people are contributing to the fu-| ture prosperity of their —Shoe Retailer. —_——-__-o-- oe Helps in Shoe Selling. Tt is now time for merchants to pre pare for the warm shoe and slipper business. This trade is increasing yearly and shrewd retailers have made good profits on felt footwear. in no small number of instances the warm shoe business is made a Fall feature by merchants. Some special style is advertised and very often an entire show window is given to the display of comfort and felt shoes and slippers. The fact that felt footwear sells at comparatively low prices should not cause merchants to hold back and re- community. fuse to push the goods. To many consumers these shoes are little short, of an absolute necessity. There is a steady trade for warm shoes and a great many more people would wear felt footwear if merchants would feature them in season. > Get Rid of Slow Movers. A few days before Christmas it is a good plan to go over your stock of holiday goods and pick out those that threaten to become stickers. If you don’t get rid of these slow mov- before Christmas you ar pretty sure to have them on yout hands for another year or you will have to sacrifice them after the hol- idays are over. It is better to the knife and get rid of them while there is a demand. > ¢rs eve, use Surface work may fool some people for a time, but it takes genuine hard digging to accomplish results. Comfort Mey cai Trade Winners MarthaWashington TOON ARNT 146-148 Jefferson Ave. Selling Agents BOSTON RUBBER SHOE CO. DETROIT hristmas Is Only Four Weeks Away The best part of your season’s business should be during these few intervening weeks oliday Goods in the line of warm shoes, slippers, leggings spats, etc., will be in great demand Are You Ready? We have a large stock ready to take care of your needs Mail us your order today Hirth-Krause Co. Hide to Shoe Tanners and Shoe Manufacturers Grand Rapids, Mich. 34 MICHIGAN TRADESMAN November 23, 1910 Shoes, Findings and Subsidiary Stock As Christmas Gifts. Written for the Tradesman. Just now the alert shoe dealer is in a position to render a double-bar- reled service by some timely hints (per newspaper advertisements) con- cerning the suitability for holiday gifts of the wares in his line. The two-foldness of the service lies in the fact that such suggestions may be of real value to the shopper who is genuinely perplexed over the ques- tion of what to give, while the busi- ness-building possibilities of such talk just now commend the proposi- tion to the shoe dealer on other grounds. With mingled hopes and fears the average shopper—more particularly if your average shopper happens to be a man—faces the problem of se- lecting his holiday wares. When the male citizen fares forth to choose, from the bewildering assortment of excellent and pseudo-excellent com- modities everywhere proffered him, something appropriate and service- able for his wife, his daughter—or, mayhap, his sweetheart—he goes forth with infinite misgivings. He is distraught with brilliant hopes and blighting fears; and he feels himself at one and the same time the hero and the serf. And the monotonous, rhythmic impact of heels on the con- crete keeps time to the ever-recur- rent, idiotic, maddening question which gyrates in his consciousness much after the fashion of a dog chas- ing his tail about some stationary ob- ject— What shall I buy for Polly Anne? What shall I buy for Dixy Lou? What shall I buy for Katherine? And what shall I buy for Sue? Chorus. What shall I buy? What shall I buy? What shall I buy? What shall? What shall? What shall I buy? Shoe Dealers To the Rescue. Now when a thing like that gets to singing itself in one’s noggin the poor boy needs help. No wonder certain people who are somewhat copiously endowed with nerves look with gloomy forebodings upon the annual return of Christmas. It means that we shall wrestle and worry once again with our old enemy, the gift problem. Any merchant, therefore, who can give a valid suggestion bearing upon the solution of this problem is a friend in one’s day of need. And my contention is that the shoe merchant can, and ought to, prove himself such a friend: for, believe me, he has many things in his regular line as well as in shoe findings and subsidiary stock (if he happens to have that also) which make excellent and acceptable gifts. We naturally want our gifts to be worth while—not mere tawdry gim- cracks, embellished with tinsel and sprigs of holly; we want our gifts to have character—pleasure-giving, heart-cheering attributes, to be sure— and by all means we would have Now, the retail shoe dealer has many commodities them serviceable. on his shelves and in his display cas- es that may very readily be featur- ed as holiday gifts, possessing all of the various attributes which we asso- ciate with Christmas and New Year presents. Wording Your Seasonable Sug- gestions. Much depends upon the manner, as well as the matter, of your sugges- tions. Permit me to suggest a few ideas for newspaper advertisements to be used during the three or four weeks prior to Christmas: Run some small, single or double column newspaper advertisements, with display lines like these: Good Things For Christmas. Why not give something practical—something com- bining utility with ele- gance, etc.? Or again: What Shall I Give? Ever get addled trying to solve that question? Let us help you. Or again: For Christmas Day and Every Day. There is no gift more ac- ceptable to the average man or woman than a _ pair of modish shoes for street wear or for dress purposes., etc. Or again: Ready For Christmas? Time flies. Delay complicates your problem. Visit our store at your earliest convenience. We have some suggestions that will interest you—also help you to a wise gift deci- sion, etc. A Welcome Gift. We all want our gifts to be welcome. Shoes, Slippers, dainty and elegant Silk and Lisle Hosiery— make welcome gifts. We were thinking of you—and your friends when we bought these pleasure-giving, personali- ty things—Shoes, Slippers, exqui- site Handkerchiefs, modish leath- er bags, dainty Hosiery—and we want you to seé how wilsely we bought., etc. A Christmas Pleasure., etc. Timely Tips For Christmas Shop- pers, etc. Seasonable Hints For Gift Makers Timely Hints For Christmas. We have Gifts for every member of the family— Gifts that are practical and gratifying to the re- cipient: A Gift for Mother. A Gift for Father. A Gift for Sister. A Gift for Brother. the sole guaran- tees your custom- ® A Gift for the Baby. And Gifts for All Your Lov- ed Ones Far and Near, etc. Holiday Spirit in Shoe Store. It goes without saying that the holiday spirit ought to be rife in the shoe store. It ought to manifest it- self in appropriate window trims, in the decorations on the interior of the store and in the quality of the sales- manship. An ample supply of Christmas cards should be provided for the use of the shopper (who may not have suitable cards for this purpose— dainty white cards, 2 or 2% inches by 3 or 8% inches in length, with holly leaves and berries—upon which the purchaser can write his or her name. Then the carton in which the shoes are placed should be of the Christmas sort, as also the wrap- ping paper, and the parcel should be most tastefully done up. There are large possibilities in this Christmas trade for the shoe dealer who starts after it soon enough and goes after it in the right way. Cid McKay. —_22<._—_ Keeping Open Evenings. Christmas time is harvest time for the retailer. There is so much easy business that the ambitious mer- chant bends every effort to garner in as much of the crop as he can while the good days last. At best there are only a few weeks, and these must be made the most of. With this in view there are many stores that keep open nights during the holidays—some of them throughout the entire month ot December and others for ten days or so before Christmas. Of course the matter of keeping open in the evening is governed largely by local conditions. In some instances it is practically a necessity to keep the store open after supper, but, on the other hand, there are many stores that remain open when there is no real reason for it. There is a growing tendency among the bet- ter class of stores in the large cities to close up not later than 6:30 in the evening. While a broad spirit of humanity has something to do with this course, it is also based on sound business principles. A sales force that has worked for ten hours in a holiday and is required to come back after supper and work for three or four hours more can not be expected to be at its best the next morning, and when this strain has been kept up for days, weeks perhaps, the sales- people are likely to become thor- oughly worn out and demoralized. Then, too, the stock is likely to suf- fer because there is no time to straighten it up. However, if it is necessary to keep open, arrangements should be made to relieve at least part of the force every evening. This can be done by working the salespeople in shifts. Those who work late at night should be given an opportunity to sleep later in the morning. And it should be unnecessary to work many of them two nights in succession. A bright, well-rested clerk can sell more goods in ten hours than a worn-out one can in twice that time. room The adel | GRAND RAPIDS | wear are particularly hard on any sort of footwear. Medium or heavy sole, also high cut. It is practical as well as comfort- able Our trade mark on ers the best shoe satisfaction, and then some. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. Hard Pan : Is a shoe that out-lasts all others where the conditions of a Genuine acct ¢ November 23, 1910 YOUR LINE OF THOUGHT. Is It the Kind That Inspires or Does It Lead to the Graveyard? Written for the Tradesman. The outbreak of our initiative busi- ness inspirations are always smoth- ered by the thought of idleness. _ The turning point of owr business career is determined by no other in- fluence than that of a sound, strong organization of either a good or bad line of thought. We are in duty bound to be a good creator, organizer or builder if we ex- pect our business to grow. In this age of progression we must create something new each and every day. We must organize ourselves into a strong line of thought before we are enabled to build additions to our business. Nature—if we comply with her re- quest—will build a new body for us every seven years and she expects us to do likewise in all of our work. Each and every one of us can build a new business every seven years if we would only try. It is not neces- sary that we should hold on to the old business and build a new one each year and add to them from time to time and build a chain of stores. That is not the idea. We should do as Nature does with us, in giving us a new body every seven years—the old one goes back where it came from and so it should be with our business. If we are not improving our en- vironments, our store and our busi- ness in general, then we are sick and need a doctor. Some of us treat our business as we treat ourselves. In childhood we grew up good and strong by follow- ing Nature, and in our earlier busi- ness career we followed the regular, uniform thought of activity, and this put the business on a sound founda- tion. But after a few years we be- came just a little careless and be- gan to follow other thoughts— thoughts of carelessness and idleness and the business is either standing in a mud hole or it is going down hill. None of us get too old to create new conditions. This idea of dying and being carted off to a graveyard is foolishness: it is only a habit; we do these things just because we see others doing them. What is the use to create things, to make them beautiful, fine, grand and magnificent if they are not go- ing to stand for many years? The only reason we are taken to the “dump” is because we are not filled with the best of material or we have failed to take care of our- selves. The graveyard idea kills too much enthusiasm and hope. The physical value of our own energy is throttled every time we let a thought of death enter our minds. Some of us are dying inch by inch —physically and commercially — and we don’t seem to realize it. Who ever heard of prospexity in a grave- yard? Let us make a broad road for our own individuality and travel on it for eternity. To build such a MICHIGAN TRADESMAN ‘road one must not entertain thoughts of decay or sit around in idleness. Every moment we sit with our hands folded there is something made that causes a reaction in life. Let us be as the little child, if we can not do something useful—let.us kick up the dust. There is life in action and ex- pression. Public opinon has the same creative power over the wel- fare of the retail merchant that the opinion of the mother has over the child. The mother knows that if her child wil! keep on kicking that it will grow strong. So it is with the public in regard to the retailer. If he stops thinking about the graveyard and be- gins to show real life the public will begin to entertain hope of more life and energy and it will help rebuild his business so it can walk alone. Too many merchants treat their business as many mothers treat their children. Too many mothers turn their children over to the public without educating them in the bad things they are apt to run up against. So it is with too many merchants. They, too, turn their business over to the public—thinking that it is going to get along all right—but the time soon arrives when many such a mer- chant finds there is something wrong and they wonder where it is. But few find the real cause. It is with them as it is with the mother. They have failed to educate themselves in the business world and their child (business) is running at large and going over “the bumps.” Let us take those good thoughts that came with our earlier business career, the same as those good thoughts we had when the babe was born, and be active with them and perhaps we ourselves can be born again and then rebuild our business on a more solid foundation. It takes great courage and persis- tency to build a successful business. Naturally each day we are traveling ouward and upward to better things and those who keep in line are the ones who will be carried along with the wave. Come on, boys, and let us feed the goose that lays the gold- en egg. You and I know where to find her. We have not forgotten where she lays her eggs. Too many of us are destroyers in- stead of being builders. We want the easy job. We seem to think it is eas- ier to destroy than it is to build—at the same time we do not intend to destroy—but things are tumbling all around us and we are going to be covered up if we do not begin to craw! out from under the falling tim- bers. There are two great fundamental forces you and I must fully under- stand if we expect to rebuild our business every seven years— the in- herent and external. We must be careful not to get crossed with too many foolish ideas. Too many va- rieties is a dangerous thing in the business world. It may be a good thing in plant life, but the human family must not get mixed up too much. We must have definite plans, must be able to estimate correctly the ac- tion of our daily work, and are in duty bound to have these based upon progressive principles. The ordinary, uneducated, unprac- ticed person can not by any possi- bility discover progressive thoughts. Progression moves within its own workshop. It has its own motive power, its own machines, its own tools—these things are nothing other than the minds of men who think. No man is a thinker within the work- shop of progression if he is not a machine, a tool backed up by Na- ture’s Motive Power. Our continued existence has been secured only by the inherent habits of these progressive thoughts we are thinking and talking about. We are allowed to continue our lives and our work only under certain special con- ditions. We all should be wise enough to take advantage of these natural things by taking just a few moments each day to study them. The accumulation of Natural Knowl- edge makes the individual as power- ful as Nature itself. Why? Because such knowledge is a part of It. The five and ten cent stores are all right, but say, boys, let’s try to go up higher. Edward Miller, Jr. —_>-o > Know Your Business. Written for the Tradesman. “You have got to know a business before you can make a success of it.” These few lines of bright, intelli- gent and reasonable thoughts, which I read in the last issue of the Trades- man, made me take my night cap off and put on my thinking hood. IT have been in business over twen- ty-four years and I don’t know my A, B, C’s as yet. I see people all around me who are up-to-date and making lots of money and I guess that is what most of us would call success. I have a much larger busi- ness than most of my competitors, still I have cess because I do not know my busi- ness. Maybe you would like to learn why I say this. Well, every traveling man on the road knows more about my business than I do. That is, they think they do, and I guess they are right, for I took a look around over the store this morning to see if I realy knew my own business, and I find that I am covered up with stuff that Mr. Traveling Man said I ought to have. Now, I am-sure that I do not know my own business. I did not stop at this. I looked tHrough my books and found them overflow- ing with failed to make a suc- and lots of them will never be paid at all. I used to think I knew my busi- ness, but these few lines put my wits in a wise, sound, reasonable and sensible state of thinking and now I am going to study my business from an altogether different point of view. T am going to try to learn more about myself, and after I can control this human machine I believe that success will come of its own ac- I Am That I Am. bad accounts, cord. al Have a time for work and a time for play and when you borrow from one to accommodate the other, see that the loan is repaid. Are gaining popularity. Reynolds Asphalt Pliable Slate and Re-Ro-Co Asphalt Granite Shingles structed on the same principle as the SHIN- GLES. They are surfaced with ground slate in- stead of granite and we make them in GRAY GREEN and RED, both very handsome and attractive. Write us for our proposition to dealers and samples of both SHINGLE and SLATE. Manufactured by H. M. Reynolds Roofing Co. Grand Rapids, Mich. Established 1868 The SLATE are con- MICHIGAN TRADESMAN November 23, 1910 . ~ y = ~ a; = fe — = — 2 a4 = = .@£ £2 : z [i fe 2 ‘ = i 3 r =e = = 3 | = STOVES 48> HARDWARE: | f . > 4S = S = ait z z = oe os x t ce i iz Zz 2 z Zz Z 4 . = Sr a — Sag PAT “te mero son Wo Bi i) as PO 29) A he fi SSGY) ly oe’ a More Money in Rope Than in Nails and Sells Year Round. Give him enough rope and he will hang himself, is a common expression and a very true one. Were you never talked into buying rope by the car, knowing quite well could that quantity in three years? It sort of makes a fel- low feel as frayed out at the ends as the apprentice boy who is forever opening a coil of rope on the tangle end. But we all pull occasionally without pushing the end back through the center, and the un- threading of tangles is what makes impressions that endure. you not use That rope is generally stocked in the store basement is usually taken to be an accident or a habit; but a second thought or a first experience tells us that it is a more. pliable, sal- able article if kept in a cool, dark place, as is usually the cellar. Rope is a commodity so com- monly used that remnants or unsala- ble stock is the exception. If there is a piece of merchandise in which an inferior article is easier spotted than rope. I don’t know it. Its off color is as plainly visible as its short strands are plainly feelable. I pulled on such a sample not long ago, and next day as I picked at the festered little slivers I thought of the old cellar door I once slid down and remembered that I went against the grain. The manager of the store in which I found that sample told me that his rope purchase went against the grain also, but that if he were ever foolish enough to buy another until his doubled, he hoped some one would string him up with a piece of it. I told him that hanging to a resolve would beat the necktie party. carload demand His competitor was doing an equal amount of rope business on one-tenth the capital, as he bought neatby jobber. Both out red hot for the One used a window stores were rope business. full of and a newspaper advertisement telling of an immense purchase and its effect on the cost and selling price. rope The other man wrote personal let- ters to the great number of farmers whom he knew users. He told of the advantages of cellar stor- age, of fresh stock bought often, of | a new extra length exceptionally | strong fiber, and ended his quality talk with the brief pointed statement that sun-dried rope harder to use than unsoaked stock fish was to eat. He lived in a Yorwegian settlement where his customers knew to be rope was Swedish-N from a} | the value of both fish and rope, and by the personal follow-up system he “Did you get my rope lettered” them into placing advance orders and turn- ed a small rope stock several times during the haying season. His com- petitor was by no means asleep, and will pull the same kind of ropes next year. Lath, yarn, various sizes of cot- ton rope, clothes lines, binder twine, sash cord and a good stock of sin- gle, double and triple tackle blocks are good running mates for the va- rious sizes of sisal and manila rope your customers may demand. Rope is as standard a seller as nails, and a more profitable one. Rope is a good seller the year round, although in certain sections it has seasons. For instance, the haying season of the Northwestern States hundreds of tons of 34, 7% and 1 inch rope, to say nothing of the thousands of feet of 34 inch trip rope that go out with the larger sizes. sells Trunk ropes are sold in your store every week, and the use of rope for decorative purposes is so that a school boy common recently wrote on examination day that “Rope was a long, slender article used to pull loads and to make Santa Claus whiskers.” The boy was not wrong, nor was ke wholly right, for we find many places where rope can be used for decorative purposes. An alcove or a doorway may be draped or a window background can be made of it. Rope and tackle blocks can be used for a most effective window display. A background can be made by tack- ing 3 or ™% inch rope back and forth light frame made for that In front of this background across a purpose. a strong window display can be made by arranging tackle blocks threaded with rope. This window should prove to be something out of the ordinary and will not waste or dry out large amount of stock. any There are many ways of bringing rope from the basement up into the salesroom, and in many stores we find valuable wall or counter space given exclusively to this use. A very good plan is to have a row of holes in the floor along the side wall or counter and to bring the rope up through them from the reels below. | This saves space and is convenient. —Iron Age. | —_+-.—____ Hints for the Hardware Man. From many sides there are com- plaints from manufacturers that retail hardware merchants do not pay enough attention to the sale of small This is claimed to be espe- goods. cially true when the hardware dealer sells vehicles, implements, or stoves. Is it true that such dealers overlook the advantage of constant small, but profitable transactions as compared with an occasional large sale? Then it must be remembered that most of these small sales are for cash, while the larger are on time. The catalogs of leading wholesale drug houses show many specialties and small lines that strictly belong to the hardware trade—razors, shears, scissors, pocket knives, strops, shav- ing soap, etc., etc. Our friends care nothing about the channels of trade. A pair of shears in a dry goods store look just as good as the shears in the hardware store. It is the display and assort- ment that catches the eye. It is a simple mathematical proposition. The dealer who arranges to catch the eye of the greatest number of people in a given length of time with a certain display of shears will sell shears in just that proportion. This is true of all selling displays. Therefore, in large cities the rent of retail store room is actually regulated by the number of people who pass a given store in a certain time. Such things being true, how many shears do you expect a hardware dealer to sell who has six sizes in a flat top show case, each size lying on its side on top of a flat box? Many dealers in good towns pay next to no attention to their show windows. A show window is the best of all “ads.” Any department store man of experience will tell you that. There is no question about it. Sn When the busy days come, when the rush is on and everyone wants to be waited upon at once, is the very time when the successful employer or clerk is the coolest and fairly bubbl- ing over with good nature and desire to accomodate. There are men who get peevish because they have too much to do, because they are taking in money too rapidly, but that con- dition of affairs does not last long if they get irritable about it or cut customers off short. When you run across a man who does not read the advertisements you are pretty sure to find one not up to the times. Acorn Brass Mig. Co. Chicago Makes Gasoline Lighting Systems and Everything of Metal DON’T FAIL To send for catalog show- ing our line of PEANUT ROASTERS, CORN POPPERS, &€. LIBERAL TERMS. KINGERY MFG. CO..106-108 E. Pear! St..Clacinnati.0 Et tfhs= ra — Chae dd 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. SNAP YOUR FINGERS At the Gas and Electric Trusts and their exorbitant charges. Putin an American Lighting System and be independent. Saving in operating expense will pay for system in short time. Nothing so brilliant as these lights and nothing so cheap to run. American Gas Machine Co. 103 Clark St. Albert Lea, Minn. Walter Shankiand & Co. Michigan State Agents 66 N. Ottawa St. Grand Rapids, Mich. — Wholesale Hardware - If you buy anything bearing the brand “OUR TRAVELERS” Remember that it is GUARANTEED by Clark-Weaver Co. Grand Rapids, Michigan Wholesale 10 and 12 Monroe St. Foster, Stevens & Co. uf Grand Rapids, Mich. Hardware = 31-33-35-37 Louis St. a ae abe November 23, 1910 MICHIGAN TRADESMAN Make Paint Department Pay. There are a number of ways in which a hardware dealer can put his paint department on a profitable bas- is. One of them is to take every pos- sible advantage of the national mag- azine advertising done by the manu- facturers. It is remarkable to note the progress made along this line by paint and varnish manufacturers, who just a few years ago would have gasped at the idea of a full page ad- vertisement in the Saturday Evening Post or the Ladies’ Home Journal o1 some of our other widely circulated publications. The general use of this effective advertising medium to-day is the means of stimulating a strong demand among the purchasing pub- lic for good paints and varnishes. It is evident that if properly followed up by the hardware dealer, who han- dies the manufacturer’s paints and varnishes, a great deal of business is to be had on these profitable lines. The problem is to have the hard- ware dealer co-operate with the man- ufacturer. It is not so much the ad- vertising itself that counts as it is the effort which the hardware dealer puts behind the advertising. The in- terest of the magazine reader has been aroused by reading an adver- tisement, but the influence of the advertisement has been lost on ac- count of the inability of the individ- ual to purchase the goods in _ his town. / Another means of putting your paint and varnish department on a better basis is the special promoting in the way of personal letters and circulars which the manufacturer in most cases is willing to place at your disposal. If you are handling a repu- table line of paints and varnishes the manufacturer of these goods should assist you in disposing of them and disposing of them at a profit. Per- sonal letters help. Your part of this co-operative scheme is a very small one because all you are asked to do is to make out a list of possible pur- chasers of paints and varnishes in your vicinity, go over them carefully and send them in to the manufacturer who should be willing to send let- ters enclosing booklets and to pay the postage in his desire to build up your paint and varnish department. Last of all, the hardware dealer who insists upon a fair price for his paints will in the long run be the one to make the biggest success of this department. A high quality product, a fair price and consumers’ satisfaction always travel hand in hand. The lower price, the lower quality and dissatisfaction always travel together and multiply in pro- portion as the years go on. The only manufacturing connec- tion which the hardware dealer should make is the connection based on the very highest quality paints and varn- ishes, the very best advertising and selling propositions and the square deal first, last and always. —_~-2->————_ Ashamed of Your Town. The average young fellow, living in a small town, is ashamed of the place. If you tell him you are from the big city, he will begin to sigh and apologize for the shortcomings of his town. “It’s an awfully quiet place. We have nowhere to go. There are no parks, theaters, boule- vards, or anything like you folks in the city are used to.” That’s the ke will talk until you shut him off and tell him it is for that very reason you like tke lit- tle place, and you tell him that you are weary of the city’s empty pleas- ures, and that you want quiet, rest, peace and the sanity of the town’s simple life. way There is no earthly reason why the residents of a small town should be ashamed of it—that is, if they are making the town clean, sanitary, moral and progressive. If the town is all that it should be, if it is utiliz- ing all its opportunities for social and business betterment, then the people should be proud of it. Although I’m a denizen of a migh- ty metropolis, still I love the small Its life is saner. Conditions are not so artificial as in the large cities. The town affords better op- portunities for the attainment of true happiness. If the town is within convenient access of the city, all the better. town. Then its inhabitants can have all the advantages of town life, and at the same time occasionally participate in the city’s worth-while pleasures, such as good plays, noted lectures, etc. Boost for your home town. Do all you can to help it along. Work for it. Take an interest in its affairs. Tt’s to your advantage to do so. The greater prosperity near you, the more you are likely to have. If you are worthy, you'll grow with the town. To help to push your com- munity forward is wise selfishness. Don’t spend your time in dreaming of the great things you would do if you were living in a_ big city. Thousands in the big cities are wish- ing they lived in the small town. Take advantage of your opportunities where you are, and you will find it isn’t necessary to go to the city for a chance—American Paint and Oil Dealer. — sees Modern Stove Selling. Modern stove selling is an art which differs materially with the methods employed a few years back, and the change in methods is an illus- tration of the change in the times. A “road agent” writing for an ex- change, says on this interesting and important subject: “The old plan of saying that all of these stoves are guaranteed to be first-class bakers and will operate anywhere, and the price is so much for this one and so much for that one, has been sup- planted by an entertaining explana- tion of the many features of the con- struction which lend to the value of the stove and the convenience of its use, as well as to the superior service which it renders. This done in a per- functory way by reading a catalog is not likely to be very effective, but where the stove salesman who makes his living by the art of salesmanship imparts to the stove dealer some- thing of his art, the customer is im- pressed that the stove has something more than the mere size of the fire box and the size of the oven and the price, and, as a result, is willing to pay for the additional value which he tion. receives.” —se>_——_ Pleasant Customers. Don’t overdo the welcome to the pleasant customer. ing Mrs. Jones comes into your store to get groceries. It’s bad business to forget that. Treat her pleasantly, but don’t do this at the expense of pleasant treatment to other custom- ers. You know what I mean. I have seen a good looking girl walk into a store and six clerks try to wait on her at once. Her money is no better than anybody’s else money, and, when it figures down to brass tacks, she may not spend as much as some ugly old lady who is running a boarding house and has to buy for 15 or 20 people instead of just herself and husband. This means don’t talk to pleasant customers for a half hour while two or three other customers stand at the end of the counter tapping nervously That good look- | 37 | with their feet or strolling danger- | ously near the door and wondering | when they are going to receive atten- W. E. Sweeney. oe A red sled that gave promise of |being the best belly-buster in the |neighborhood, used to delight the ‘average boy along about Christmas |time, while the lad who could reach a pair of “club” skates was a “king bee.” To-day’s lads are looking for | minature air ships, the kind that will fly sure enough, automobiles and high priced presents, all of which tends to prove that the “world do move,” and that the merchant who wants to keep abreast of the times ought not to think of being satis- fied with a store and a stock such as father used to run. ‘Columbia Batteries, Spark Plugs Gias Engine Accessories and Electrical Toys C. J. LITSCHER ELECTRIC CO. Grand Rapids, Mich. Your Waste Something to Make Every Pound The Handy Press For bailing all kinds of waste Waste Paper Hides and Leather Rags, Rubber Metals Increases the profit of the merchant from Handy Press Co. Good Dollars $35 and $45f.0 b. Grand Rapids. TT 251-263 So. Ionia St. In the Way of Your Waste Paper Bring You the day it is introduced. Two sizes. Price Send for illustrated catalogue. Grand Rapids, Mich. crease your business. Brown & Sehler Co. Get the «Sun Beam” Line of Goods For Fall and Winter Trade Horse Blankets, Plush Robes, Fur Robes Fur Overcoats, Fur Lined Overcoats Oiled Clothing Cravenette Rain Coats, Rubber Rain Coats Trunks, Suit cases and Bags Gloves and Mittens These goods will satisfy your customers and in- Ask for catalogue. Grand Rapids, Mich. MICHIGAN TRADESMAN November 23, 1910 FOOTWEAR FOR WINTER. Season Has Been Late and Salesmen Should Sell Two Pair. The approach of winter is having its effect in forcing the demand for heavier footwear. Shoes do not show that hard and fast demarcation of seasons which is so noticeable in headwear and clothing. Fashion is not so tyrannical in its decrees, and the man who would scorn to wear his straw hat after September 15 will continue to clothe his feet with the comfortable oxfords which he has been wearing all summer, as long as they are weather-worthy, instead of casting them aside for an up-to-the- minute bal or button boot. Comfort more than style is the general rule as regards common cus- tom in footwear. And as a rule the purchase of new shoes depends more on the condition of those at present in use, and, further, the condition of the owner's pocketbook. But when the colder, wetter weather comes, pumps and oxiords, no matter how good, are likely to be laid aside and heavier, higher boots purchased. In some sections of the country winter’s advance agent has arrived, and each week from now on will show further march of the cold sea- With this comes the call for higher patterns, heavier leathers and thicker soles, of all of which the dealers have a good stock on hand and are willing, yes, anxious, to sup- ply. One effect of the lateness of win- ter’s arrival is that this trade for heavier goods is belated, and too many people are to-day wearing brand-new boots, who by good rights should have started on them a month or six weeks ago. One of the disad- vantages of this state of affairs is that the shoes will not be worn out so soon, and may be in good shape when the heavy snows and severe thaws come, whereas, if they then showed signs of leakage, the wearers would hie themselves to the shoe depart- ment for new and still heavier foot- wear. Therefore it must be the duty of every salesman at this time to use his best arguments to make each customer buy two pairs to-day. There are good arguments in favor. You have probably been told again and again that two pairs of shoes, worn alternate days, will wear more than twice as long as one pair worn day in, day out. The experiment has been tried by thousands, and in every case the longer wear has been prov- en. This habit, coupled with the use of proper shoe trees for the extra pair, has been adopted by careful as well as economical dressers. This is the argument for selling two pairs of a kind or similar kind. But an- other plan is to sell regular walking shoes, or the kind asked for, and then call attention to these oil-grain high cuts which are so useful—yes, almost indispensable in real wet or snowy weather. It may seem a little early, but the earnest salesman can undoubtedly secure some sales by these tactics. son. And these high-cuts are now made up in such styles as commend them- selves to many who in previous years were not particularly interested in them. Neater lasts, more stylish cuts and greater attention to trimmings and perforations have made these shoes not simply utilitarian, but spe- cially attractive, and young men will wear them for style, while others will commend them for their real pur- pose, namely thorough waterproof protection for the feet and ankles in the snowiest, slushiest weather. This brings to mind the rubber footwear needs which may be im- perative and which must come—and come suddenly — without warning. Many people prefer to wear com- paratively lightweight footwear and to encase this with rubber overshoes when the need comes. This is in one way a detriment to the shoe busi- ness, but in another it can not be called such because in the long run it evens up, or nearly so. What peo- ple save in shoe leather, they gen- erally have to spend for rubbers. This is the reason. The average person, old or young, male or female, is prone to consider that any old shoe is good enough to wear under a rubber. And so it is, from the standpoint of the shoe, for as the foot in its air-tight covering perspires, and as the perspiration is acid and rots the leather, it seems foolish to wear good shoes rubbers. But here’s the other side of the story. An old shoe with cracks across the vamp, and with heel run down at the back or side will wear out a rubber three or four times as fast as a sound shoe with a good heel. The crack in the vamp sets up a wrinkle over it in the rubber, and sooner or later—usually sooner -——the crack is duplicated in the rub- ber, and then the usefulness of the rubber is at an end. A run-down heel leaves an unfilled space in the heel of the rubber which promptly sets up with every step a bellows- like action with appropriate wrinkles which quickly crack and break, then sucks in moisture and mud as the wearer lifts and puts down his foot, and then the rubber manufacturer is blamed for poor quality, when noth- img short of cast-iron would stand such usage. Therefore it is six of one and half a dozen of the other for the shoe man. If the rubbers hold on well, they destroy the shoes. If the shoes are not good they smash the _ rub- bers. However, it is well for the salesman to explain that a good shoe—good at least in shape—is nec- essary to insure good wear in rub- bers. No rubber will wear well unless it is of proper shape so there is no severe strain upon any part or at any particular point. The manufac- turers of rubber footwear are well aware of this fact, and they follow very closely the prevailing styles of the leather shoe producers, and the department manager or buyer can find just the shapes he requires for his own trade. under The salesman who fits and sells a pair of shoes at this time can add materially to his sales if he suggests to the customer that he buy a pair of rubbers or overshoes now so as to have them when the necessity pre- sents itself. This argument, coupled with the statement that you can give a proper, careful fit, and an offer to deliver them at the residence will undoubtedly result in many ¢ es. The fitting of thing worth care and perhaps study. Too tight a fit will cut and tear. Too loose will result in slipping at the rubbers is some- heel, dissatisfaction of the customer because of discomfort, and perhaps loss. The present high box toes, some of them with a sharp central line like the ridgepole of a roof, will need room, for if the rubber is tight- ly stretched over it, a slight knock against any obstacle will result in almost immediate breakage, even as a bubble will burst when touched with the finger, or a toy balloon is destroyed by a pin prick. Many a shoe man believes that there is no profit in rubbers, or so little as not to pay for the trouble, added to the dissatisfaction which is shown by customers because of these various causes of poor wear. The department manager may share these views, but he is likely to think twice before he decides to send his customers to his competitors for rubbers, for fear that later the sell- er of rubbers may become a rival seller of shoes to the customer.— Clothier and Furnisher. —___22+>_—_- Advice on Buying. The most essential qualification of a successful retail buyer, is to be able to come somewhere near guessing the intrinsic value of any and every- thing. Unless you possess that par- ticular gift all the knowledge to be gained from books and all the exper- ience you may have will never make you a successful buyer. You mast get over that old foolish notion that you must beat or get the best of some one at all times in order to do shrewd buying. A satisfactory purchase must be beneficial both ways—buyer and seller must both be satisfied. Best results are obtained by pleasant relationship with the seller. It is certainly desirable to establish the reputation of being a “ten day” man, and one who does not change his mind and return goods without just cause. It is impossible to make a great deal of money nowadays by ordinary buying and selling. To be successful today in the retail business you must do out of the ordinary things contin- ually. Every little while you should have a big sale on some particular item. The foundation of these sales is laid by the buyer and must often be laid months in advance of the date of the event. 272. Be content if you will with each step of your progress as a step, but do not accept any such step as a des- tination. Keep going. For the Good of the Business. Have you ever considered how much what you do both in and out of the store has a bearing on the busi- ness? It's a pretty good plan to give attention to these trifling details if you expect the returns you should get, the results you hope to attain. This is for you, Mr. Merchant, as well as for your clerks. You re- member the little party you had at your home last week. Of course, you couldn’t invite every one. No- one would expect that—but Mrs. Jones, that lived next door, while she wasn’t a personal friend was a good customer at the store. She couldn’t understand why she was not among the invited guests, and came to the conclusion that you were getting “stuck up” and turned her patronage and her influ- ence to your competitor. And the other day, in the barber shop, John Brown, whose wife is one of your steady patrons, wondered why you didn’t speak to him. True he hadn’t been in the store often, and possibly you didn’t recog- nize him as one of your customers, but he felt slighted to think you would overlook him, and when he went home, told his wife, “Never to spend a cent in Merchant’s store again.” Then that little altercation you had with the plumber, who was putting in the heating plant at the residence. It didn’t’ do any good, and probably if you had known what a large circle of friends he had, and how influen- tial he was, you wouldn’t have talked that way. Anyway that little quarrel cost you many dollars in patronage. You can’t afford to forget at any time that you are a servant of the public. You are certain to be im- posed upon as all servants are at times. But if you would be truly successful you must ask yourself be- fore almost every action, “How will it affect my business?” And you Mr. or Miss Clerk, can you recall the funny old lady that you ridiculed at the theater last week? Certainly you wouldn’t have done so if you had known that she was going to remember your face and deliber- ately refuse to buy at your depart- ment on that account. And the girl who aroused your envy at the fast dancing party because of the fine- ness of her raiment, till you remark- ed to a friend that “Miss Codfish was awfully stuck on herself” really might have favored you with a purchase of a set of nice furs from your depart- inent, but your untimely remark was not forgotten, and she went across the street to the other store. Of course, it’s difficult to think quick enough at all times to do the thing that’s for the good of the busi- ness, but by continually doing things that way, you'll soon get the habit, and will do them unconsciously. And in just such proportion as you get this habit, will you become valuable to your employer. And in propor- tion as your employer acquires the habit will he become prosperous.— James W. Fisk, Oshkosh, Wis. November 23, 1910 The Pleasures of Fall. Written for the Tradesman. The author of the famous lines anent the coming of “the melancholy days, the saddest of the year,” must have been in a grouchy mood at the time those lines were indited. Fall impresses me as being any- thing ‘but sad. I regard it as the best, or at least one of the best, seasons of the year. Our temperature of extremes shuts. us in a great deal more than we real- ize. In extremely cold weather we house ourselves in walls—thus deny- ing ourselves both sunshine and fresh air. In hot weather we take all the fresh air we can get—but we deny ourselves sunshine. It is only between seasons that we get out into the open. Fresh air and sunshine oxygenate the blood. Therefore it is good to interpolate our work-a-day tasks with liberal supplies of both. Spring hath her devotees. Some of them take to poetry. The transition from ice-bound win- ter to salubrious spring is a peren- nial source of song. Some of it is worth while. Some of it is punk. But that’s neither here nor there. Aside from these lyrical effusions the season is all right. But spring isn’t one whit better than fall. Fall is the real season of the year for getting out into God’s out- of-doors. Nature is now yielding her best. The air is purest and most life-giv- ing. The rays of the sun are charg- ed with recuperative properties, es- pecially in the early morning when the frost-crystals sparkle in the sun. How vast and fresh and good the world feels in these early morning hours! It is grateful to the lungs to in- hale deep drafts of life-giving air. It makes the blood sing merrily in one’s veins. Also drives the cobwebs out of one’s brain. If he has any work to do he feels like buckling down to it. If he has any life-problems to solve he’s in trim to tackle them. If he is a think- er now is the time parexcellence for vigorous and resultful mental effort. If he is a salesman now is the time to sell; for every faculty should be nimble and alert. If he is a dealer the glorious season that is on has placed him under lasting obligations. For now is also the time to sell goods. People need furniture and fixtures for their homes. They also require food for their bodies. And they are also in the market for wearing ap- parel. Every merchant from the hardware dealer to the haberdasher comes in for his share of the busi- ness. And people have the money. The year’s work is practically at an end. The crops have been harvested. Much of it has already been sold— and moved. Take it all in all, it was a good crop, too. Some people miss- ed it on corn; but hit it on wheat. Some people had a poor peach crop; MICHIGAN TRADESMAN but oodlings of apples. If the yield was a trifle below an average yield, increased price evened it up. And our farmers the country over constitute 4 successful and happy class. The prosperity of the country is solid, substantial, indisputable. Everybody seems to have plenty to eat. Most people have ready money for the necessities of life and a little left over for luxuries. The pretty And this is a propitiuus fall. weather has behaved itself decently. Retailers report encourag- ing business. Hunters are speiling yarns about abundant game. Pump- kins are just as sweet and juicy as they ever were. Our Thanksgiving turkey was just as plump and tender as usual. The cranberry-sauce was not to be discounted. The fall is just as full and rich as any other old fall. And you.can’t beat fall—-all things considered. Some people, of course, like ex- tremes. If it has to rain, they want to see it rain pitchforks. If it has to snow, they like to see it banked fence-high. If it isn’t sizzling hot, they want it sixteen below zero. Any- thing temperate and moderate gets on their nerves. They are barn-storm- ers. But as for me, fall pleaseth me well. I like to see the frost rime in the early morning. I enjoy the brac- ing air, so crisp and pure and tonic- ful. I delight in autumn foliage— Nature’s holiday attire. With what witchery she paints the leaves! How rich and warm and glorious those reds and browns and golden tints! And how variegated! And how jaunt- ily they wave at you as you speed along! I fancy the leaves are happy for their hard summer’s work is over. No more do they have to gather car- bon from the air and pass it on to the twig, the branch, the limb and the sturdy stock! Their work is fin- ished and they are suffused with the wine of happiness. They are cele- brating the consummation of their labors. What boots it that they are a trifle coquettish! But by and by they will loosen their grasp and fall fluttering to the ground. If you are near enough— and happen to have an ear attuned to Nature’s subdued melodies—you'll hear a slight, metallic “ping” when they let go—and you'll see them ca- reening and gliding as they drop to join their companions below., and there'll be a faint, musical, sibilant sound. By and by some fitful gust of wind will send the rollicking leaves hither and yon. They'll scurry away as happy and care-free as school children when the afternoon session is ended. If there’s melody in your soul the sound of the sibilant leaves will in- spire you. If there’s poetry in your heart the sights and sounds and joys of fall will thrill you. If you are a dealer you'll see vast, merchandising possibilities in this glorious season. You'll let your imagination get busy and you'll think of homes that need new furniture. Of housewives who need new rang- es and kitchen utensils. Of homes that need new carpets and rugs. Of people who need heavy winter underwear. Of people who ought to have new suits and dresses and hats. Of people who are now—or can readily be persuaded presently to be —in the market for the wares you happen to sell. It isn’t too hot to shop. It isn’t too cold to shop. It isn’t too wet to shop. It isn’t too dry to shop. In other words, it is a blame good time to shop. Since people need things to go with the season—and have the mon- ey to buy with—therefore it seems to be up to you what you get out of fall. But it looks mighty good to me. And if you'll get right down to hard work it’ll look good to you, too. Chas. L. Garrison. ——_2+>—_—_ The Song of the Tramp. I gather here and there a pie, And here and there a biscuit; I snatch a spoon when no one’s by, It always pays to risk it. I sleep at noon where waters flow To soothe the weary comer, For men may come and men may g0, But I go on all summer. I ride beneath the rushing freight From Boston to Chicago; I watch each chance to desecrate The box of Wells & Fargo, I sing and whistle as I go— November’ll find me lonely, For in November falls the snow— I walk in summer only. +2 If you have the idea that little things are not worth troubling with, you will find that you will never be, troubled with big things. 39 Swimming Taught in Rochester. Rochester is one of the first Amer- ican cities to introduce swimming in the public schools. Chicago has been discussing the subject for a year or two, and Mrs. Ella Young, the head of the Chicago schools, is known as a strong adherent of the plan to make swimming a compulsory part of the child’s education. As to com- pulsory swimming in public schools, opinions differ. Many persons are old-fashioned enough to regard such instruction as a part of the duty of parents, and the fact that parents do not always interest themselves in their children’s natatorial education in ne wise injures the argument that in theory a school is to supply men- tal training that a child can not re- ceive at home. The Rochester Board of Education has happily solved the problem by not making swimming a compulsory part of the curriculum. The course of instruction will be out of school hours, so that no time will be taken from study and so that chil- dren who may not want to go, OF whose parents do not want them to vo, need not attend. This is as it should be, and undoubtedly now that | Rochester has solved the problem of \introducing swimming in the public | schools, other cities will follow our | example.—Rochester Post-Express. ———_»ss——— The salesman who can bring his l friends to trade where he works is a help to the store, but he who brings them there to loaf can well be spared —or at least his friends can. Local View We are Expert Publishers of Our expert German color artist always brings out true colors on our cards No other merchandise pays better profits Prompt delivery, close prices, a square deal Post Cards The American. No. 9-15 Park Place Write for booklet showing many styles with prices and all needed information for ordering Post Card department—Desk X News Company NEW YORK CITY |S MICHIGAN TRADESMAN November 23, 1910 (tile LT 7? ie wt ({ ia | Gi H rr owe TaN ANTANA 5 LAA cdeeney Wie {( ¢ 6 ae Keiz nit ( Se JMIMERCIAL TRA' ra SONNY s(t eee ‘ Munkey PO: AN AAD ) @ Sif) LE , \ “There Are Reasons.” I can not buy, you are too high, My Head-of-stock’s away; . When are you coming around again? We have a sale to-day. I'm all bought up, don’t like your line, Besides, you substitute; We're handling other-merchandise, Our trade we have to suit. Sorry, but you're too early, Your bills you never date; Our merchandise man will not counter- sign; Next trip—you are too late. We've never made money on your goods, No space to show your line, And then I'm going to New York, Will see you some other time. I am not open for any goods, From New York I’ve just returned; You never answer our letters, Rush orders are always spurned, Your goods are not like sample, Just now I’m over-bought; We have our regular houses, With whom we've never fought. The lines we carry are all right, A poor time for your stuff, You sell to every store in town And your discount is not enough. I'm going on my vacation, Won't ‘buy until I get back, My figures are running away behind, And business is very slack. Ill take a look, but will not buy; What number is your room? How long will you be in town? Why don’t trade start a boom? I like your house, I like your line, And like you just as well, But not to-day, I’m sorry to say, I, too, have goods to sell. Stock-taking time, you know, is here, Won't buy until we're through, On Saturdays we can not look; Good-bye, good luck to you. —‘ ‘The Southern Traveler.” —_— oo Lot of the Traveling Man Not All Roses and Pie. A peculiar thing is the generally mistaken idea the young man, or even the uninformed elderly man, kas of the position of a_ traveling salesman. To them it seems that the life is a path strewn with roses, and one to be sought after as a pro- fession, there being enough vicissi- tude in it to make life spicy and in- teresting. While there my be change and va- riety enough for a time, after a few trips over the same territory it be- comes quite uninteresting and dull, | and far more apt to be a burden than a pleasure. Of course there are exceptions, and men are found who, once broken in and successful, would be harder to change than adamant; but sire to be on the go is second na- ture, and it is simply a question whether they would travel in that ca- pacity or as an adventurer, were cir- cumstances different. A man desirous of home life, or to be settled, at a certain age loses all desire to see the world, as it were, and you will find that if he has any money’ saved he enters some busi- ness to which he can devote his they | are the ones to whom a constant de- | gained through makes a success. traveling, The oldest hands in the business have regretted their | starting, or, once started, their stick- ling to it after tasting the experience. usually | Then again, all is not rosy in the : |treatment accorded them by some of | the buyers whom they visit. It is 1 . | hard on the salesman, as he 1s try- 1 |ing most of the time to do the mer- |chant a good service, for, by his | : . ’ calling, he brings to the dealer's per- | sonal merchandise which | the buyer would perhaps have to go jto a distant market to attention see—maybe |at a great expense and loss of valua- ‘ble time—things which probably lcould be ill afforded. Were he forced | to do without these offerings, the 'dealer would find his stock without | variety, and, because of a poor or \limited assortment, the merchant |who could not travel would lose cus- |tom, to the benefit of the merchant | who could travel to the market and |choose his own merchandise. Thus |one can readily see the position the |traveling salesman holds towards | the very ones who do not appreciate |his efforts. He puts all merchants jon an equal basis, as far as purchas- |ing the newest merchandise is con- _cerned, bringing to the customer’s |very door the pick of many manu- 'facturers’ efforts and labor, thus re- \lieving the merchant of a great bur- | den. 4 | All the luster, like that of an ac- (tor’s life, rubs off with close asso- |ciation, and if a young fellow were |wise, a good, steady position in a \fixed place and where his efforts are ‘appreciated is far preferable to one where nothing is absoluely certain, ,and in which luck, courage and per- | severance must be dominant factors \to make a success. Then, again, if the “crusty” buyers ‘were farsighted they would realize ‘that the salesmen, as a rule, are a 'good class to know well, for often- |times it is at the salesman’s option ‘to make offers which are exceptional ‘values and which probably would en- jable the buyer to score a beat on competition. | It is an absolute certainty that the isalesman remembers where this re- | ception is cordial, and where he is |ungraciously received; so the chanc- les are that the friendly buyer gets the preferences at all times. By | working mutually it is to the benefit |of all concerned to treat a man as a i'man—even although you do not need \his goods. Joseph Matthews. That which comes without effort is irarely worth having, in fact often attention, and, from the experience | proves a curse rather than a blessing. The Modern Country Hotel. Written for the Tradesman. Naturally modern ideas in sanita- tion and comfortable living are more or less promptly reflected in the hos- telries of the smaller towns and vil- lages. Tt was the fortune of the writ- er of these lines to share the vicissi- tudes of the grip bearers through many of the Northwestern States something over a quarter of a cen- tury ago. Since that time a consid- erably interrupted experience in the same direction has perhaps enabled him to realize the degrees of im- provement possibly better than those whose steady work has given them a more gradual! change. A midwinter trip “making” the towns of Iowa, Wisconsin and Min- nesota, to say nothing of Michigan, was an experience to be remember- ed. Then, as now, in the first three states especially, twenty below zero was moderate winter weather. Then, more than now, train service was largely in the night. Well, to make a long story short, there was no steam heat or any other kind of heat in most of the Northwest hotels twen- ty-five years ago—one shivers at the recollection. Getting in at 2:30, climbing between cotton sheets in “the hard, dull bitterness of cold’— well, there was no other way. Trav- eling at that time was healthful, but weaklings cther vocations. accounted soon found In most of the towns of any im- portance the hotel managements ear- lv saw the need of heat and water pressure. It was early discovered that “fires extra” would not answer in hostelries ambitious for any con- siderable commercial trade. Indeed, modern sanitation in the country towns and villages received a decided impulse from the need of providing such comforts as would secure a moiety of the commercial patronage to such towns. The life of the commercial travel- er to-day is by no means a path of roses. But in most of the towns where he is compelled to spend some time the contrast with even a few years ago is very marked. Even in comparatively small towns to-day the landlord who would send his guest into an unwarmed room would stand a chance of meeting violence not- withstanding the increased tameness of the modern commercial pilgrim. The country hotels to-day, then, show a marked contrast with even recent years. Of such importance is this factor in the growth of towns that the hotels generally represent a higher devélopment than such towns would seem to warrant. This is not the case with all, however. Every traveler can point to examples not far from Grand Rapids where the hotel accommodations are techni- cally modern—steam heat, etc.—yet the character of the service, the sub- ordination of all interests to the sa- loon and pool rooms, is such as to practically eliminate all but the most imperative commercial trade. There are such towns, I say, not far from Grand Rapids where the lack of de- cent hotels seems to be rapidly driv- ing their commercial, political and other interests elsewhere. Ex-Pilgrim. a Where Firmness Won. “Last month,” said a cigar sales- man, “I had a funny experience with a big jobber on the Pacific coast. There was a deal between us for a brand of my factory’s cigars and a big order hung in the balance. We got along swimmingly until we struck a snag on a point which I insisted should be granted. I knew about what my firm would say and I stuck fast to my decision and finally when the deal began to look dubious, I said to the customer: “I'll tell you what I'll do. I'll sub- mit it to the factory by wire and if they are willing to accept, I am.’ “‘No, sir,’ said the jobber, ‘it’s now or never. You know how far you can go.’ ‘Very well, then,’ I said, ‘I refuse the order with your demand attached to it.. The deal is off.’ “The jobber looked me squarely in the face for a full minute and then rose from his chair. He came over to me and put his hand on my shoulder and said: “Tf T had a lot of salesmen like you I would have the best and big- gest business in the United States. The greatest courage and the best test of salesmanship a man can dis- play are shown in his ability to re- fuse to take an order. I accept the proposition you have made and will gladly sign up the deal with you.” “Now, what do you think of that?” -—Tobacco Leaf. ___ o> __ Don’t hire a man of bad habits with the idea of reforming him. Like marrying a man to reform him, it is beginning at the wrong end. Reform him first. Cross-Country Run Knowing travelers take a cross-country run every Saturday. The race ends at the Hotel Livingston Grand Rapids, Mich. the ideal place to spend Sunday. Hotel Cody Grand Rapids, Mich. A. B. GARDNER, Mgr. Many improvements have been made in this popular hotel. Hot and cold water have been put in all the rooms. Twenty new rooms have been added, many with private bath. The lobby has been enlarged and beautified, and the dining room moved to the ground fioor. The rates remain the same—$2.00, $2.50 and $3.00. American plan. All meals 50c. November 28, 1910 MICHIGAN TRADESMAN 41 INDIANA ITEMS. Business News From the Hoosier State. Portland—Herbert Long has pur- chased the Lewis Whipple drug store and the business will be carried on by Mrs. Long, who is an experienced registered pharmacist. Indianapolis — Captain Jesse T. Powers, identified with the retail grocery trade in this city since 1875, died a few days ago. Kendallville — Seagley Bros., of Stroh, have purchased the Ammer- man, formerly Sherwood, stock of hardware at Topeka. Ft. Wayne—The old drug firm of Dreier & Bro, has incorporated as the Dreier Drug Co., capital $30,000, with these officers: President, W. H. Dreier; Vice-President, C. F. Freese; Secretary, Martin Scheele; Treasurer, George F. Miller. The Dreiers have been in business here about fifty years. Mishawaka—The_ stock of mer- chandise in the H. G. Beemer dry goods and furnishings store, which has been closed since the death of H. G. Beemer, its proprietor, will be disposed of at an executor’s sale, commencing November 25. The stock inventories at about $12,500. Monroe—Z. O. Lewellen, who for twenty-four years owned and _ con- ducted the tile mill here, has sold it to Monroe and Berne men, who formed a stock company and _ took immediate possession. Richmond—The grocery on South Fifth street, owned by the late Her- man Schnoeing, and one of the oldest in the city, has been sold to Kayle & Snyder, of Springfield, Ohio. Indianapolis — Hibben, Hollwig & Co. have purchased the property at 131-133 South Meridian street for $30,000 as a site for the eight-story building they plan to erect in the spring. Ft. Wayne—L. P. Scherer has pur- chased the J. M. Neufer & Co. gro- cery at 1216 Maumee avenue and will assume immediate charge. He plans to make numerous additions to the store. Kendallville—Roy Miller has pur- chased the grocery business of Joe Emerick and will carry on the busi- ness. Decatur—Fred Tague, a former shoe dealer of this city, and Clayson Carroll, a young business man of this place, are preparing to open a shoe store in Ft. Wayne about Feb. 1. Geneva—L. L. Mason and Frank Hale will soon open a grocery store in the Mann building. + + ___- What Other Michigan Towns Are Doing. Written for the Tradesman. Northport, in Leelanau county, has a fruit growers’ association and is buying fruit trees and spraying compounds for its members. Cadillac and surrounding country are greatly benefited through the turpentine plant. For many years the pine stumps have occupied the land, refusing to rot or to burn, grim reminders of the forest harvest, and now the farmers are getting an in- come of $4 per ton from them, while at the same time their land is being redeemed for the plow. Big Rapids has a committee of twenty, with W. N. Ferris as chair- man, appointed to consider ways and means to increase the population. The city has industrial advantages in the way of cheap water power and good transportation facilities that other towns might well covet. Kalamazoo is talking grade sep- aration since the terrible collision and loss of lives at the Main street crossing of the Michigan Central. This crossing will be watched day and night by flagmen hereafter. The Saginaw & Flint railway re- fused to give a five-cent fare to the new city limits of Flint and now the city is asking the company to place steel poles for its trolley wires along the paved portion of Saginaw street within sixty days. The industries at Flint are picking up again. The Weston-Mott com- pany has taken on 200 additicnal men within the past month at its four fac- tories, with an output for November more than double that of the preced- ing month. Plucky Jerry Boynton, of Grand Rapids, the railroad builder, though bumped hard by fate, the state rail- way commission and seemingly all the powers that be, is not through fighting yet. As President of the Grand Rapids Electric Railway com- pany he has filed at Marshall a mort- gage for $250,000 covering right of way between Battle Creek and Cold- water. He proposes to build an elec- tric road from Grand Haven through eight counties of the State, connect- ing Grand Rapids, Battle Creek, Coldwater and other cities, and hav- ing its southern terminal in Obio. Prospects point to the success of the industrial exhibit to be made by the manufacturers at Port Huron, under auspices of the Young Men’s Business Association. Nearly all the space in the Auditorium has already been taken and it is expected their show will be a great boost for the city. The Oakland Motor Co.’s plant at Pontiac will be running to its full capacity within two weeks and it is planned to build 7,000 cars during the coming year, or double the out- put for 1910. The sum of $70,000 was raised to- wards a new hotel in a single evening by the Pontiac Commercial Associa- tion at the annual banquet held last week. Jackson’s method of buying its fuel is an example of how not to do it. Instead of asking for bids and secur- ing its coal in early summer at min imum prices the city waits until early winter, when prices have reached the maximum, before buying. Mayor Ryno has started a clean-up campaign in Benton Harbor and pur- poses to enforce the ordinance rela- tive to the dumping of ashes and other refuse and dirt in the alleys and streets during the winter months. The Jackson Chamber of Com- merce has appointed a convention hall committee and hopes to secure a new auditorium for that city. Pentwater business men are nego- tiating for a direct steamer line be- tween that port and Milwaukee next season, with daily service. Kalamazoo has only twenty men on its regular police force and the number will probably be increased in the spring. The plan of the state highway commissioner, Governor Warner and others, to employ prison labor at Marquette in crushing trap rock for use on the highways of Michigan de- velops strong opposition at Mar- quette. It seems that there are private concerns engaged in _ the stone business there and it is urged that the State can not legally enter into competition with established in- dustries within the State. Another point made is that the rock quarry can be operated only in summer in that climate, which would necessi- tate turning the men onto different employment during the rest of the year. Almond Griffen. —_~+<-.——__ Coldwater U. C. T. Festival. Friday evening, Nov. 18, was a Red Letter festival for Coldwater Coun- el, No. 452, Untted Commercial Travelers. Invitations sent out by the Council brought visiting broth- ers from Grand Rapids, Detroit, Marquette, Hillsdale, Kalamazoo, Battle Creek and Columbus, Ohio. A banquet supper was served in their dining hall, the tables being waited on by four young ladies, all dressed in white, daughters of members of Coldwater Council, and then the meeting was called to order by Se- mior Counselor J}. A. Hatch, Jr. a large class of candidates being initiat- ed. The Supreme Council sent a rep- resentative in the person of Riley N. Hull, Supreme Treasurer, and the Grand Council of Michigan was rep- resented by Grand Counselor C. A. Wheeler, Grand Conductor John Quincy Adams and members of the Grand Executive Committee, John A. Hoffman and John D. Martin. The visiting brothers gave interest- ing and instructive talks, those of Grand Counselor C. A. Wheeler and Supreme Treasurer Riley N. Hull being especially full of suggestions for the good of the order and how best to gain results. Great praise is due Senior Counselor John A. Hatch, Jr., for the very efficient way he han- dles the business of his Council, and he was ably assisted by the other of- ficers. It was remarked by the visit- ors that there would be more good councils in Michigan if every one had its John A. Hatch, Jr. >> ____ Behind the Counter. Kalamazoo—C. B. Hill has resign- ed his position with the National Cash Register Co. to become gener- al sales manager of the Shutts-Dew- ey-Sterling Co., arts and craft sup- plies. Kalamazoo—L. E. Baxter, for twenty-one years connected with lo- cal dry goods stores, will leave soon for Jackson to take charge of the A. E. Fletcher store. Hudson—Dolph Lawrence has tak- Lowe & Brown’s en a position at store. Holland—Gilbert Vanderwater has accepted a position with the City Grocery and Market on River street. He was formerly Molenaar & DeGoed. Charlotte—Chas. M. Powers, for years a clerk in Lamb & Spencer’s grocery store and who recently conducted a branch store for that firm in Brookfield township, has gone to Mantua, Ohio, where he will go into business for himself. Wayland—E. R. Birchard has re- signed his position at the Day gro- cery and will resume work with the Walter Cabinet Co. Manton—Arthur O’Brien, of Trav- erse City, will take a position as salesman at the LaBonte & Ransom general store. Kalamazoo—F. K. Clark has ac- cepted a position at Collins & Mc- Donald’s shoe store. Nashville—John Mahar, for sever- al years with the O. G. Munroe clothing store, has gone to Grand Haven to accept a position with the Enterprise Clothing Co. +> Shoe Wholesalers Annual. The annual meeting of the Western Association of Shoe Wholesalers will be held at St. Louis Dec. 15 and 16, and the indications are good for a large The St. Louis Manufacturers’ and Jobbers’ Associa- tion will banquet the convention Fri- day evening, Dec. 16, and able speak- ers have been secured for the occa- The constitution of the Asso- ciation limits the membership to a single member or representative of a firm or house, but President I. H. Sawyer and Secretary S. W. Camp- bell, in their call, say that “while for convenience the voting power rests with one representative house, just as many will be welcome from each house as desire to attend, and they will be free to participate in the deliberations of the meeting. Al- ready many have signified their in- tention to have more than one rep- resentative present. We voice the wish of the Executive Committee when we say it is hoped that every house will have two or more repre- sentatives present at the St. Louis meeting. Years ago some members brought their salesmen to our meet- ings. Would not that be a good thing to do now? The saiesmen and junior partners of to-day will be the future heads of our houses; our Association work will help. to educate them, broaden their views and make them employed with attendance. sion. from each self reliant. Bring them along. In behalf of the members we _ hereby tender a cordial invitation to every shoe manufacturer and wholesaler in the Central Western not now a member of our Associa- tion, to attend all the two days’ ses- sions of our annual meeting, and with us be the guests of the St. Louis Association at the barquet they will give on Friday evening, Dec. 16. States, who is —_—_+>2>—___ Lyon Lake—The Lyon Lake Gro- cerv & Provision Co. has engaged in business with an authorized capital stock of $1,000, which has been sub- scribed and $250 paid in in cash. The business office is at R. F. D. No. 5, Marshall. Albert L. Melvin is the chief share holder. MICHIGAN TRADESMAN November 23, 1910 = Sx DRUGGISTS f “y ~ 1 G ~ ) { a oodd in AY wn) WY, a 4 UNDRIES. ese = = ec : = - ’ u c(t Weer 7 yas, \ ‘ 1 \ = 2. 3 Z 2 H 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 Retail Druggists’ Association. prenient—<. A. Bugbee, Traverse City. First Vice-President—Fred Brundage, Muskegon. Grand Rapids. Secretary—H. R. MeDona City. Treasurer—Henry Riechel, Grand Rap- ids. Executive Committee—W. C. Kirch- gessner, Grand Rapids; R. A. Abbott, Muskegon; D. D. Alton, Fremont; S. T. Collins, Hart; Geo. L. Davis, Hamilton. Michigan State Pharmaceutical Assocla- on. President—E. E. Calkins, Ann Arbor. First Vice-President—F. Cc. Cahow, Reading. “Second Vice-President—W. A. Hyslop, B e City. Cary H. Goodale, Battle Creek. Treasurer—Willis Leisenring, Pontiac. Next Meeting—Battle Creek. Grand Rapids Drug Club. President—Wm. C. Kirchgessner . Vice-President—O. A. Fanckboner. Secretary—wm. H. Tibbs. Treasurer—Rolland Clark. Executive Committee—Wm. Quigley, Chairman; Henry Riechel, Theron Forbes. PROPOSED PHARMACY LAW. Leading Features in Bill the Next Legislature May Pass. The Pennsylvania pharmacists are getting ready to seek the enactment revised pharmacy law at the of the State legis- lature. A debate over the principles of the proposed the chief feature of the annual meeting of the State at Buena Vista Springs in June, and the pur- pose of the bill is to strengthen, sup- or a coming session measure was Association plement and generally bring up to date the acts already on the statute book. Some of the unique features of the draft are: 1. All physicians’ prescriptions shall be kept and filed for a period of at least five years. This provision, borrowed the Beal ap- A. Ph. A. several years the from model proved by the ago, will answer historic ques- tion: 9 A second conviction of viola- tion of this or any other statute re- | lating to the practice of pharmacy | will render a druggist subject to the | conviction of his license. 3. Pennsylvania, of course, already has the and in addition to the diploma of a recognized graduation college of pharmacy the successful passing of the State exam- the 21 of age, and four years’ experience ination, attainment of years "in In the original draft the committee simply provided for four years’ experience, and did not add the store.” a retail drug store.” words ‘in a retail drug Some of the members argu- ed that experience in a hospital, for story | instance, was just as useful as ex- perience in a store, but the majori- ty thought otherwise and store ex- perience was therefore made mand- 4. Under the provisions of the | proposed act there will be no exemp- ‘tion of patent or proprietary reme- Second Vice-President—C. H. Jongejan, dies from the restrictions imposed on 1d, Traverse | the compounding and sale of drugs, | i i medicines, and poisons. | | This represents an attempt to pre- vent the sale of patent medicines by grocers and general merchants, and also to bring the operations of the itinerant vender under the control of the Board of Pharmacy. 5. ime unlicensed sale unregistered and persons in stores other than pharmacies, of commonly used drugs and medicines, will be permit- ted in from a regular pharmacy, provided however, that all the drugs and medi- thus offered for sale are in original packages prepared and dis- pensed by licensed pharmacists, prop- erly labeled with the dosage clearly by towns and villages remote cines stated, and provided also that the store has been properly registered with the Board as provided by the act ( 6. Perhaps the most interesting feature of the proposed law, however, “Who owns the prescription?” | prerequisite, | is that touching on the question of medical dispensing. In draft the the original committee recommended | the following: | Nothing in the act shall be con- istrued to interfere with the dispens- ling and compounding by any legally |authorized practitioner of medicine inecessary to enable them to supply bona fide patients with the medicines | deemed necessary; provided, however, ithat all such drugs conform to the \law May 9; 1909, known the i|Pure Drug Act, and are subject to ithe jurisdiction of the Board as pro- Act. caused medicines the and standards of of as i vided said This discussion by section the longest the meeting, and the general consensus of opinion seemed to be that it was time to curtail the active competition of the dispensing physician. ihe that on a vote of was was consequence the paragraph changed to read as follows: In places and villages of one thous- and inhabitants or less that do not have within three miles thereof a pharmacy or drug store,- physicians may compound medicines, fill pre- scriptions, and sell poisons as requir- ed by this article, provided, however, that all such drugs and medicines |conform to the standards of the law of May 9, Drug Act, 1909, know as the Pure and are subject to. the jurisdiction of the Board as provid- ed by said Act. The meaning of the decision is plain. The committee which had drafted the principles of the law be- lieved that physicians ought to be permitted to continue dispensing their own medicines if they desired, and that it was enough to provide that such medicines conform to the standards of the pure food law and be subject to the jurisdiction of the Board of Pharmacy. The associa- tion, however, felt in the mood to go farther and practically to prohibit medical dispensing except in villages of 1,000 inhabitants or less where there is no pharmacy three miles. Pennsylvania pharmacists have thus decided to throw down the gauntlet to physicians, and we be- lieve the pharmacists in Illinois have arrived at the same decision. within In addition to the proposed pharm- acy law, the Pennsylvania Associa- tion also approved of the draft of a new anti-narcotic measure, and the statement is made on the cover of the Proceedings of the Association that “the passage of these bills would be the greatest step forward taken hy State in pharmaceutical leg- during the past generation.’ It is apparent that the main purpose of the pharmacy bill is to eliminate what the Association calls “the unfair competition of physicians, grocers, and medicine peddlers and venders.” A bill having a similar object, though presumably without the medical dis- pensing feature, is to be drawn up soon, by Attorney Errant of the N. A. R. D. for use in the different States. any islation The Pennsylvanians are aggressive and determined workers, and they are making every preparation to push their measures through the State leg- islature this winter or else know the reason why. Retiring president John C. Wallace of New Castle is chair- man of the Committee ation. on Legisl- 2. ——_—__ Druggists Unjustly Accused of Cater- ing to Depraved Appetites. There seems to be an impression among so-called reformers, the news- paper fraternity, boards of health, some physicians, government byreau- crats and the ill-informed generally that the mere handling of cocaine, morphine and allied products by a druggist constitutes him a criminal. It is apparently a difficult thing for these gentry to realize that it is the druggist’s function as medicine purveyor to the people to handle these articles. When any misuse is made of them by the people the above mentioned enthusiasts and theorists are quick to devise most outlandish measures for the detection of the druggist in evil doing and his rigorous punishment therefor. We doubt if ill and suffering hu- manity has ever been the recipient of greater blessings than are afforded by the drugs named. Think of the relief from pain and suffering which countless thousands have received a through the proper employment of these narcotics. Surgery and disease have been robbed of their greatest terrors by their employment. It is the druggist’s duty and his right to keep in his stock and to dispense ap- propriately these pain - relieving agents. But, alas! there is occasionally a druggist of low motives and leather conscience who places gain above professional duty and responsibility. Alas, and also alack! there is some- times a member of the great public, the dear “peepul,’”’ who misuses these substances. Therefore let us take away from all druggists their rights and deprive all the people. Let the many suffer for the crime of one. ——__ 2 - —_ Asking For Information. One of the prominent physicians of the city is noted for his wretched penmanship. A druggist who fre- quently fills prescriptions for him, it is said, on one occasion glanced hur- riedly at an order that a man pre- sented to him, and without noticing the doctor’s name on the piece of pa- per, sent the patron to a Chinese laundry around the corner, thinking it was a laundry check. Several weeks ago the doctor at- tended a meeting of physicians in an- other city. He signed his name in the guests’ book at a prominent ho- tel and waited until the clerk had as- signed him to a room. Just as he was turning to follow the bell boy with the suitcase, the clerk leaned across the desk and said courteously: “IT beg your pardon, sir, but would you mind telling me what name?” The doctor stopped. “Why, it’s there on the register,’ he said, testily. “Yes, I know,” responded the clerk suavely, “but would you mind telling me what it is?” > >. Lake of Epsom Salt. An immense deposit of epsom salts has been found in a small lake in Okanogan County, Washington, and the lake is being drained to secure the salts. Laboratory tests made by a member of the company which owns the mineral right to the lake, are said to have shown the salts to be equal to the best German product which sells for 25 cents a pound. The lake in which the deposit was found is 1,000 feet long, about 180 feet wide and its depth has not yet been ascer- tained. The bed and banks are cover- ed with a thick deposit and it is be- lieved that there are thousands of tons of salts there suitable for com- mercial purposes. Merchants, Attention Just Opened Alfred Halzman Co. Wholesale Novelties, Post Cards BERT RICKER, Manager A complete line of Christmas, New Year, Birthday, Comics, ete. Our stock is not rusty— itisnew. Fancy Christmas Cards from $3.50 der™M up. Write for samples or tell us to call on you any where in the state. We are located opposite Union Station and fill 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. November 23, 1910 MICHIGAN TRADESMAN 43 WHOLESALE DRUG PRICE CURRENT Acidum ‘ 3 Copatba ......... 1 75@1 8. a al Cubebae ....... 4 80@5 00 ee Oe: A eee 2 35@2 56 cum ‘ 16 = Evechthitos .....1 00@1 i Cltricum ........ 45@ 50| qgauitheria ..... " Hydrochtor ..... 3@ 5& — 4 8005 . Nitrocum ...... - 8@ 10; Geranium ..... oO Oxaltcum ....... 14@ 15/ Gossippii Sem gal 70@ 7: ees 0 dg ail. “un | Hedeoma ........ 2 50@2 Tt cylicum ..... Sulphuricum 1%@ 5|Junipera ........ 40@1 20 Tannicum ....... 75@ 85} Lavendula ....... 90@3 66 Tartaricum ..... 38@ 40! Limons .......... 1 15@1 25 Ammonia Mentha Piper .. 2 20@2 40 —_ 4@ $| Mentha Verid ...3 40@3 50 CaUe ee 7) 18@ 15|Morrhuae, gal. ..2 00@2 7% Chloridum ....... 12 14) Myricia ......... 3 VO@3 50 Aniline CVS oe ea 1 00@3 60 Black... 1.23... 2 00@2 26] Picis Liquida .... 16@ 12 a £0G" fo| Picis Liquida gal. @ 40 ce @ Crmea MeL TROIS) occ sa. 94@1 0¢ Yellow .......--- 2 50@3 @)| Ricina .... Rosae oz. ..... 8 00@8 50 ccae Cubebae .......-; 70@ 75|Rosmarini ....... @1 0 Junipers ....... 6@ 8/Sabina .......... 90@1 @0 Xanthoxylum .. 100@110/santal @4 6 Balsamum Sassafras ....... 90@1 00 Copaiba ......... bee : Sinapis, ess. oz. 0% * CTU wees eoeese Succipi -..:..-..- Terabin, Canad 70@ 80! Thyme .......... 40@ Se Tolutan ...... La. ee 45 Thyme, opt. ae . Theobromas ..... ( } Cortex Abies, Canadian 18 Tight Se 90@1 00 Cassiae ......- Cinchona Flava. ‘ 48/ Bi-Carb ......... - Buonymus atro.. 60| Richromate pa Myrica eg : . maga Se eee a - Prunus ni... MOTO (oc ces salague Quillaia. oF 4 y espana euoae po. a 7 Sassafras, po ‘ ‘yanide .......-- BG are 20| Iodide .......... 2 25@2 30 oe Potassa, Bitart pr 30 32 Extractum Potass Nitras opt 7@ 10 Glycyrrhiza, Gla.. 24@ 80) potass Nitras 8@ 8 Glycyrrhiza, po.. 28@ 80) prussiate ........ 23 26 Haematox ...... 11 12 Sulphate po : 15@ 18 Haematox, is ... 18 14 Ra a eyeliner : y - Aconitum ....... 20 2 eT eee 30 Ferru Amenusa ..-:...- we 12 Carbonate Precip. 15] Arum po ........ z Citrate and Quina 2 06! Calamus ........: 20@ Citrate Soluble... 65|Gentiana po 15.. 12@ 16 Ferrocyanidum 8 40| Glychrrhiza pv 15 16@ 18 Solut. Chloride .. 15] Hellebore, Alba 12@ 15 Sulphate, com’l ... 2] Hydrastis, Canada @3 00 Sulphate, com’l, by Hvedrastis, Can. po » bbl. per cwt. 10|Inula, po ....... ae 25 Sulphate. pure 7 Tppeae, PO soveicem o _ . iris PIOX ...----- ae ‘ Flora gp | (apa, pr. ...... 10@ 15 Arnioa ....-----: 20@ go | Maranta, Iga de g 35 ono eer coces es = 3 Podophyllum po 15 a 18 atricaria ...--- ome) 3. eu eae ke 5 1 00@1 25 Fella Rhel, cut ....... arosma Rhel, DWV, «2. e045 75@1 00 ee asia Acutifol, eee Sanguinari, po 18 @ 15 aio Acutifol, 16@ 20] Scillae, po 45 .... 20@ 265 eve ee 5 ; Cassia, Acutifol. 25@ 80|Senega .......... 5@ a Salvia’ oficinalls, : id ee ee 50@ = we and Ye ... eae owe Hi q 48 oe ‘@ » Spigella ene 451 50 Gummi Symploecarpus A ist pkd. 65| Valeriana Eng... @ 2 — 2nd pkd. 45] Valeriana, Ger. 15@ 20 Acacia, 8rd_pkd. 35| Zingiber a ...... 12@ 16 Acacia, sifted sts IS} Zingiber jo... .-: 25@ 28 oe SoG aie - ¢ : Semen “ e, Be ctor Anisum po 22 .. Aloe, Cape ...... @ 25 tee iq is Aloe, Socotri es... £=x * Ammoniac .....- 55@, 60 Cannabis Sativa ™@ 8 Asafoetida ..... 2 ne? 20 oan 10@ 90 ociuZOINnuin ...... 50 = Carui po 15 ..... 12@ 16 Catechu. 1s ..... @ i Chenopodium %@ 31 i. a. g 16 eos Los o at lg Voonium:...,..-- 5@ Camphorae ..... 580 fo | Dipterix Odorate 3 50@4 00 uphorblum @1 00| Toeniculum ..... 80 Galbanum ......-. Foenugreek, po.. 1a g 1 25@1 86 See a MS aie... 6@ & sa ae Lint, gra. bbl 5% 6@ 8 Se OMG 6 ieee. @ ) Mestic --------55 @ jg{bbarlaris Cana’n 9@ to Gen... pe. 6 50@5 60| Rapa ae 2. Snettae [occkic... 45@ 655 ee = ~ 9a 10 Shellac, bleached Se ° BAD sp! an ( Tragacanth ..... Frumenti . D. 2 00@2 56 Herba Frumenti ........ 1 25@1 50 Absinthium ce le 50@7 00 Juniperis Co. uy 753 50 aiupaterium oz pk 20] Juniperis Co O T 1 65@2 60 l.obelia ... oz pk 20/ Saccharum N E 1 902 16 Majorium ..oz pk 28) Spt Vini Galli ..1 75@6 50 Mentra Pip. oz pk 23/ Vini Alba ....... 1 252 Ov Mentra Ver oz ne * Vini Oporto ....1 25@2 00 Rae 2.4. ce. oz pk Sponges See e -V.. k = Extra yellow sheeps’ Thymus 2 wool carriage @1 25 Magnesia Florida sheeps’ wool Calcined, Pat. .. 55@ 60 carriage . wees 3 00@3 50 Carbonate, Pat. 18@ 20| Grass sheeps’ wool Carbonate, K-M. 36 20 carriage ....... @1 25 Carbonate ....... 18 20 ard. —— ga ue @i 00 Oleum aoe : carriage ...... 3 50@3 75 ——— Duic. ‘ . S Velvet extra sheeps’ _ es 25| wool carriage @2 00 Amygdalae, Ama 8 wos ? Aviat ooo. 3. is 90@2 00| Yellow Reef, for a Auranti Cortex 2 2 ee s slate me soos @ B HM ..)..... yrups Cajiputl .....0... oe Gites .......... @ 50 Caryophilli ...... 1 40@1 50} Auranti Cortex .. @ bu COGBP one cecee 85@ 990 pernt ted. 2. 5;. @ se eee 3 16q@4 & See wcue Sy w@ comnieegs ..-- 1 7541 | Rhei Arom om RE Conium Mae ... oa 90} Smilax Offi’s 50@ 60 Citronelia ..,,,.. 60 70 MEGR . 6.6... ks: @ 50 ’| Cubebae SQUIG 4226s... Seillae Co. Tetetan 32266008. Prunus virg Zingiber eee eee 8H99Od Aloes & Myrrh.. Anconitum Nap’sF Anconitum Nap’sR MEWICe 3. ke: Asafoetida ...... Atrope Beliadonna Auranti Cortex.. Barosma Benzoin Benzoin Co. Cantharides Capsicum Cardamon ...... Cardamon Co. ... Cassia Acutifol .. Cassia Acutifol Co Castor Catechu Cinchona ...... Cinchona Co. Columbia i ea eeeee io Ferri Chloridum Gentian ....2..%. Gentian Co. GUNACR .. we kas Guiaca ammon .. Hyoscyamus Todine Iodine, colorless sere eesene MOYEEN ooo. lle. — Vomica Onl: 6c. soe. Oil, cam horatea Opil, deodorized Quassia noe Sanguinaria Serpentaria Stromonium Tolutan Velerian. .... 5... Veratrum ‘Veride ZANGIDOY ici kas Miscellaneous Aether, Spts Nit 3f 30 Aether, Spts Nit 4f 34 Alumen, grd po 7 3 AGAMALEO. 2 o.oo... 40 Antimoni, po .... 4 Antimoni et po T 40 Antifebrin Amtipyrin ....... Argenti Nitras oz Arsenicum ...... Balm Gilead buds 60@ Bismuth S N ...2 20@2 Calcium Chlor, ‘Is Calcium Chlor, 4s Calcium Chlor, 4s Cantharides, Rus. Capsici Frue’s af Capsici Fruc’s po Cap'i Fruc’s B po Sarmine. No. 40 Carphyllus ...... Cassia ructus Cataceum Centraria Cera Alba Cera Flava CROCUS oo ec. "hloroform 2... .. Chloral Hyd Crss 1 25 Shloro’m Squibbs Chondrus ee Cinchonid’e Germ 38 “inchonidine P- ~ ao “WCAING 22.022. 05@3 Corks list, less 16% Creosotum Creta Creta, prep. ..... Creta, precip. - «. 9 Creta, Rubra .... Cudbear 2... .4..:. Cupri Sulph ..... Dextrine ........ Emery, all Nos... Emery, po Ergota ....po 65 60 Ether Sulph .... 35 flake White 12 Galla eer eee ~- ~ aco te dn azz3_ 8 SOSHONE H 93OOOOOE oS y1 SaSeogsaossaeseese 8 wo Gelatin, Cooper Gelatin, French 35@ Glassware, fit boo 75% Less than box 70% Glue, brown Glue, white ..... Glycerina ...... Grana Paradisi Humulas 62.35... Hydrarg Ammo’l Hydrarg Ch..Mt. Hydrarg Ch Cor eeeee 1 9 Hydrarg Ungue’m 45 @ 00} Quina, S. Hydrarg Ox Ru’m = Hydrargyrum ... 80 icnthyobolla, Am. 90@1 0v Indteo ........... 75@1 00 Iodine, Resubi 3 00@3 25 tugoluria ........ 90@4 00 ‘“ianor Arsen et Hydrarg Iod. Liq. Potass Arsinit 10 25 12 ||Moschus Canton Rubia Tinctorum Saccharum La’s Salacin Sanguis Drac’s Sapo, G Sapo, M Bape, Wu. .ceeee - 15@ deiuhtz Mixture ZU iw Lupulin ........ Lycopodium ..... MOONS oo. cane 65@ 70 Magnesia, Sulph. 3@ 6 Magnesia, Sulph. bbl @ 1% Mannia 8S. F. .. sone Menthol ........ Morphia, SP 1 iy, wad bees, Ce SLE «ee 1 00@2 1 Axle Grease .......-+.- Un banen 8 Gon, 8 55 8 346TD. it boxes, : doz. : 4 95 10tb. pails, per doz.... ee sea i 15tb. pails, per doz....7 20] marly June Sifted 1 15 Bluing ay "*! 4] 25m. pails, per doz...12 00 basaeurnnonecses : cas cae Brooms .....+++eeeees Pie Brushes pretense : i>. ra ae 90 | No. 10 ‘size ‘can pie Butter Color ........--+ oe ae = c BATH BRICK Gandies .........-..+s- 1 ees Canned Goods ....... 1-2 Canned Meats ..... wo a oho. ae Carbon Oils ........--- ; y ge : Catsu beaneeneeenkenee Sl i 2 Bae week Oe oe 1 co ned eaten me Sina 6. £ os. wood ben 7 68 ree. Gum cere 3| Sawyer Crystal Bag . ie Bina eke Chicory .......--+-eee: 3 Chocolate (sbneeeaiee hee 3 BROOMS Clothes Lines ........-- No. 1 Carpet 4 sew ..4 75 COCOA ..cee cece eeetseee 3 No. 2 Carpet 4 sew . 4 25 Cocoanut ....---+-eeee 3 No, 3 Carpet 3 sew ..4 00 Cocoa Shells ........-- 3 No. 4 Carpet 3 sew 3295 WORD, oo ca ea ces es SB moor Gam .......... 475 Confections .....-.---- 11]Gommon Whisk ...... 1 40 Crackers .....-cccceses 3 Fancy Whisk ......... 1 50 Cream Tartar .....--- 5|-Warchouse .........- 5 00 BRUSHES a . Scrub rn Bt 118 Dried Fruits ........-. 5 Solid Back, 8 in, 7 15 ws Solid Back, Ro ole: F Farinaceous Goods .... 5 Pointed geen settee 85 ban ee shee ees Fish and Oysters ...... SOINo. BS ...:.-.-.---..-- : ’ Fishing Tackle ........ No 2 ...... ee. ‘© ao Extracts .... 4 No. 1 aa Sleep eee ci ee eco eens oe Fresh Meats .......-.- No 8 1 00 G No. : Sua dhe e eee : % Ne 8 4... ee Gelatine ...------+---- g| NO. 8 ----eeeeseeee ee 1 90 Grain Bags .......+-+- : BUTTER COLOR inn Sig ssiisecinal: hiehee dul fae Dandelion, 25c size ....2 00 : 1 H CANDLES 8 Pesce. 6| Paraffine, 6s ...........- CARBON OILS nh Pole .....-- 10| Paraffine, 12s ..........8% Hides and Pelts oor a B 1 J ¢ CANNED GOODS SONY 2 occu see e eee es >= > Apples ' ae . 3th. Standards . @i a Deodor’d Nap’a Gallon .2..2..6. 3 20@3 50 ; TApOTIOW ....---2..--s-- 6 Blackberries: a sa ae 50a { Matches M 6 Standards gallons @5 00 oe eo a on bona Mine =. Slukne .... -.. 85@1 36 ood Penohes 4 68 Sictuneen seus 6| Red Kidney ...... oe ee: trea of Wheat 36 21D 4 50 re. Siniving ......5- 0... va 5 eerere tren Wax. o30 5. ccs 75@1 25] post Togsties T No. 2 Biueberrie 2 gs Nuts ....... . wenn eeees 11] Standard sited . oe Post Toastles T No. 3 SAUIOM 5b. s cance - Oo ok rout Apetiao “Biscutt, 24 pk : 00 Oly: ae nS ee es 6 i unk all alot Clam Pipes ae 6] iatth Neck Tb. 1 00@1 28 : ie 6 te Neck 7h @1 8) Cisbury's Vitos, 3 dz. Playing Cards ........ 6 Ciam Boutlion Ralston Health Food Potash Cac ee | a ese 6! Burnham's Ae: PE ta 2 25 2h 2th 4 Provisions ..........-. 6| Burnham's pts. .....- 3 76 Baas aWheat Food, 24 Burnham's ats. .....-- 7 5 3 R Cherries Shred “Wheat Biscuit, BUCO... -- we e-em 7 Red Standards ol 4" 36 pk ..8 60 Ss BAInE ... 2: 7 1h ‘ ( — ee es 7 White a @1 oy 36 pis in “es. 2 80 ial edn .............- qd : : Vigor, 36 pkgs. .......- gig Boe ccce ce ae Qi Wair .-..-------+>- 90@1 Voigt Cream Flakes Anil Wish 7 pe pees eee 1 one: y Seems ELS 7] ancy ---.--+---- Shoe Blacking ........ : one ee bea mw oe eck. $} Monbadon va 2 one foe eee 8 per doz. 6. 52..... 45 Steel Cut, 100 tb. sks. 2 is a cee eee : Gooseberrics ar PICS ..-- cece eee eeeee No 40)... toed eaters? 4 awit ee Freee te? Standard .2..-5.-2-:.. 8i Ciaciied Wiest T Lobster 2 So sa Ok we ee eee ee me ic. 8 a eee : ; 24 2tb. packages TODRCCO ...2.56025--+>- 9 haa as 2 7b Tee 666s) ko, 9 be acces + eo | Solumbla. 25 Mustard, lth. bee oes nider’s : v 9 has zit eee 2 80] Snider’s % pints WAnOeer 2.6. ee. Soused. 2D Se i 80 Ww soused, . Pe ee 2 1A Yomato, bo ee eee eke } oe ee : Tomeco 2tb 12 30 Wrapping Paper ...... 10 Mushrooms Minteis 2... ......- @ 17 Buttons, %s .... @ 14 eae COAke 2... 4.4... 19 | Buttons, Is ...... @ 23 1} go. 3 Limburger ...... 17 Pineapple .......40 60 Sap Sago : 20 wiss, Sis 13 CHEWING GUM American Flag Spruce = Beeman’s Pepsin ..... Adams’ Pepsin ....... Best Pepsin .......... Best Pepsin, 5 boxes 2 0 Biack Jack ....ss.s0%% Largest Gum Made .. 55 Sen SOM boos. cesses. Sen Sen Breath Perf 1 = Peete co es ees ‘Spearmint .6.....55.6 55 CHICORY Eagle ee Franck’s SCRENErS: o 5 56sec sea es CHOCOLATE Walter Baker & Co.’s German’s S'weet ...... 73|Premium ......+ececees 81 ROATAORS cae oa ccs ss Walter M. Lowney Co. Premium, 4S ......... Premium, %s ........ 80 CIDER, SWEET “Mor rgan’s” Regualr barrel 50 gals 7 50 Trade barrel, 28 gals. 4 50 1% Trade barrel, 14 gals 2 - Boiled, per gal. Seeeue : Hard, per gal. ...... os 20 COCOA Baers oo Shoei 37 (Aeveland ..620.....45. 41 Colonial, MS. ......... 35 Ktolonial, 468) 35. cu 33 MBPS) fo ee 42 Huyler i em omeun eee souls 45 Lowney, 8 .........4 36 Lowney: 458)... 6.2555 36 LOWREY; 468)... 5. 6. S55 36 Lowney, 15) ..52.....: 40 Van Houten, ks ...... 12 Van Houten, Ms ..... 20 Van Houten, %s ...... 40 Van Houten, ES eS 72 Wenn 6552.0: ion 33 Wiper, 465°... 6.00.02: 33 Wilbur, Ws). .6.26. 25. 32 ee . Dunham’s %*s & as 26% Dunham's 38 2.26054. 27 Dunham’s \s ........ 28 BI oe . a3 COFFEE Rio Common ........ - 10@18% At cc eee ea coos noice .. 5.05. cise eee = . % MARCY . o.oo es antos Common ......... 12@138% ART eae cee a CHOICE 2. ic ss sete c es 16% AaPAMCY os bosses <6 30 WCRDCITY .2.6.055506 Bee Maracalbo Hair 2. - 16 CHOICE 66. oes ee ees 19 Mexican PReice 2 ecs cee ok 16% PaANCyY ooo os os 19 Guatemaia CNSICE 25. ass es: 15 Java AITICAN oo ee 12 Fancy African ....... 17 Goes eee se 25 ee. 31 Mocha Arapian 2.220... ....4 21 Package New York Basis Arbuckle 26.02.52. 5522 17 25 BHON es es E 16 75 McLaughlin’s XXXX McLaughlin’s XXXX sold to retailers only. Mail all orders’ direct to F. McLaughlin & Co., Chica- Extract Holland, % gro boxes 95 56 Felix, % gross ....... 115 Hummel’s foil, % gro. 85 Hummel’s tin, % gor. 1 43 CRACKERS National Biscuit Company cued B.C. sq. USbL 6% bi 0 abe Rd. bbl 6% b x 6 x 6 Soda IN. 8B: C., boxes ...... 6 Nelect: ob 9 Saratoga Flakes .... 13 Ui Zephyrette ........ 13 Oyster N. B. C. Rd. bbl 61% bx 6 Gem, bbl, 6% boxes .. 6 PeaMst oe 8 Sweet Goods Animals: 22.56... s000 AMAMMCS ooo Ls 12 Atlantic, Assorted ... 12 Arrowroot Biscuit ... 16 Avena Fruit Cake ... 12 Brite oe Bumble Bee ......... 10 OAMCES 65). co ls 2 Cartwheels Assorted .. 9 Chocolate Drops ...... 16 Choc. Honey Fingers 16 %'Circle Honey Cookies 12 | Currant Fruit Biscuits 12 ,Cracknels ........ ie | Cocoanut Brittle Cake 12 Cocoanut Taffy Bar ..12 Cocoanut Bar .. Cocoanut Drops . Cocoanut Macaroons .. Cocoanut Hon. Fingers 12 Cocoanut Hon Jumbles 12 Coffee Cake, iced ..... 11 Dinner Biscuit Dixie Sugar Cookie ... Family Cookie Fig Cake Assorted .... Hig Newtons .......... 12 Florabel Cake . Fluted Cocoanut Bar 10 Forsted Creams . Frosted Ginger Cookie 8 Frosted Honey Cake .. Fruit Lunch Iced Ginger Gems, Iced . Graham Crackers Ginger Snaps Family Ginger Snaps N. B. C. Ginger Snaps N. B. C. Hippodrome Bar .... Honey Cake, N. B. C. 12 Honey Fingers As. Ice 12 Honey Jumbles, Honey Flake ....... - 12% Household Cookies .. Household Cookies Iced 9 Jersey Lunch 10 Lemon Biscuit Square 8 Lemon Wafer ........ 17 9 Marshmallow Walnuts 17 Molasses Cakes 8 Molasses Cakes, Molasses Fruit Cookies eeu sec teu eae 1 Mottled Square ...... 10 Oatmeal Crackers ... Orange Gems ........ Penny Assorted Pretzels, Hand Md. Pretzelettes, Hand Md. Pretzelettes, Mac. Md. Raisin Cookies 10 Raisin Gems ......... 11 Revere, Assorted Rittenhouse Fruit F @ eee eres sneceseses Scalloped Gems ....... - 10 Scotch Cookies Sviced Currant Cake . Sugar Fingers ....... 12 Sultana Fruit Biscuit 16 Spiced Ginger Cake .. 9 oe ee Cake Ica = Socces” Lady Fingers Vanilla Wafers In-er Seal Goods Arrowroot Biscuit ... Athena Lemon Cake Baronet Biscuit Bremmer’s siecle Cameo Biscuit > Cheese Sandwich ... Chocolate Wafers .... Cocoanut Dainties ... beh bak faa a bak fh ek Five O’clock Tea . Ginger Snaps. N. B. wey Crackers, Rea Lemon Snaps ........ Oatmeal Crackers .. Old Time Sugar Cook. Oval Salt Biscuit .... Saltine Biscuit Saratoga Flakes Social Tea ao eee Soda Crackers N. B.C. Soda Crackers Select S. S. Butter Crackers 1 Uneeda Biscuit 50 Tineeda Jinjer Wayfer 1 Tineeda Lunch Biscuit Vanilla Wafers Water Thin Biscuit .. 7u Zu Ginger Snaps .. och jack feck fc fk cha pmb ek n as ; : 1 In Special Tin Packages. Nabisco, 10c .......... 1 5 Champagne we -. 2 50 Per tin in ~— BOTDCULO Gi cscccccccce LO INBBISCD ok oe cc 2 HOCRUING cece ve ec eens Bent’s Water Crackers i ry CREAM TARTAR Barrels or drums .... 83 BOXGS (25550. sk Reece cee Square cans ......... . Bf Fancy caddies ....... ea DRIED FRUITS Apples Sundried ........ Evaporated .... 10%@11% Apricots California ......:... 12@15 Citron Corsican ........ @15 Currants [mp’d 1 tb. pkg. @ 9% Imported bulk .. @ 9% Peel Lemon American .. 13 Orange American .. 13 Raisins Connosiar Cluster ....3 25 Dessert Cluster ...... 4 00 i.oose Muscatels 3 cr. Loose Muscatels 3 cr. 6 Loose Muscatels 4 cr. 6% L. M. Seeded 1 th. 744@8 California Prunes L. M. Seeded, bulk Sultanas, Bleached mt be RO COCOMINIM IOI 50- 60 25tb. boxes. 30- 40 25U. boxes.. ¥%c less in 50%. cases FARINACEOUS @00D8 Beans Dried ‘Tima 2200556056 - 6% Med, Hand Picked ..2 40 Brown Holland ...... 3 25 100-125 25tb. boxes..@ 6% 90-100 25tb. boxes..@ 80- 90 25tb. boxes..@ 7% 70- 80 25tb. boxes..@ 60- 70 25tb. boxes..@ 8% -@ @ Farina 25 1 Th. packages ....1 50 Bulk, per 100 Tbs. ..... 3 50 Hominy Pearl, 100 Tb. sack ....1 75 Maccaroni and Wermicelli Domestic, 10 Th. box .. 60 Imported, 25 th. box ..2 50 Pearl Barley Chester ..01 40.55. sees 2 40 MMPILG 2. a ce ee 3 65 Peas Green, Wisconsin, bu. Green, Scotch, bu. ae Spit) AD: 2 s5.508 so: 3 04 Kast India .2....5.. oc. OD German, sacks ....... 5 German, broken pkg. .. Taploca Flake, 10 Otb. sacks... 6 Pearl, 130 tb. sacks .. 4% Pearl, 24 tb. pkgs. .... 7% FLAVORING EXTRACTS Foote & Jenks Coleman Vanilla ING. 2 SIZE seo ee 14 00 INO A CIO on. eG cts oe 24 00 INO: 3) S170) oo eck 36 00 INO. R SIZe os ki ce 48 00 Coleman Terp.. Lemon INO SIZO cue leas 9 60 OO NO 4 Size... el oe 18 00 INOS SIZE. oes as. 21 00 NG 8 size .. 7. se 36 00 Jaxon Mexican Vanilla. LOZ OVAL os... 55 ee+e 15 00 2 OF Oval os 28 20 40m: Hat 2. cs ae 55 20 BR OZ. at 2 oo ee oe 108 00 Jaxon Terp. Lemon. A OZ: OVEN oy. elle ese 10 20 2 OZ OVal ose ae 16 80 A Oz, Mat eek ke on 33 00 S07. Mae) Fo ie 63 00 Crescent Mfg. Co. Mapleine 2 OZ: per dom ..... 3. 3 00 GRAIN BAGS Amoskeag, 100 in bale 19 Amoskeag, less than bl 19% GRAIN AND FLOUR Wheat OO eu es a 91 DICE see 88 Winter Wheat Flour Local Brands PeAtOOtS ooo ee es 5 40 Second Patents ...... 5 20 Bimaione oc ce ek 4 80 Second Straight ..... 4 60 CA te 0 Flour in barrels, 25e per 9 | barrel additional. Lemon & Wheeler Co. Big Wonder %s cloth 5 25 Pig Wonder \s cloth 5 25 Worden Grocer Co.’s Brand Ouaker, paper ...... 5 10 = Quaker, cloth ........ 5 20 Wykes & Co. iclipse. 3... <0, eee 435 (ech tNRa November 23, 1910 MICHIGAN TRADESMAN 45 6 lemon & Wheeler Co. White Star, %s cloth 6 10 White Star, %s cloth 6 00 White Star, %s cloth 5 90 Worden Grocer Co. _ American Kagle % cih 6 10 Grand Rapids Grain’ & Milling Co. Brands. Purity, Patent pe Sc 5 20 Seal of Minnesota .5 80 Wizard Flour ........ 4 80 Wizard Graham ....... 4 80 Wizard Gran. Meal ...3 80 Wizard Buckwheat ..6 00 Kye opring wheat Flour Roy Bakers Brand Golden Horn, —-- 90 Golden Horn, bakers.. ao Wisconsin hye ....... Judson Grocer Co.’s Brand Ceresota, 4%s 64 Ceresota, 4S Ceresota, Ys 6 Lemon & Wheeler's Brand Wingold, 4s 7 Wingold, %s Wingold, ¥s .......... 6 55 Worden Grocer Co.’s Brand Laurel, %s cloth .....6 20 Laurel, %s cloth ....6 10 Laurel, %&%s cloth 6 Qu Laurel, %s cloth ......6 00 Vulgt ‘Mining Co.'s Brand Voigt’s Crescent ...... dD 6U Voigt’s Flouroigt .... 5 60 Voigt’s Hygicuic SPANO 4.566555 5 5 00 Voigt’s Royal ........ 5 80 Wykes & Co. Sleepy Eye, %s cloth..6 50 Sleepy Eye, %4s cloth..b 40 Sleepy Eye, Yes cloth..6 30 blieepy Hye, 4gs paper 6 30 Sleepy Kye, 4S paper 6 30 Watson & FYUst ee Perfection Flour ...... 5 60 Tip Top Flour .......5 20 Goiden sheaf Flour ..4 78 Marsnall’s Best Flour 5 90 Perfection Buckwheat 2 50 Tip Top Buckwheat 2 40 Badger Dairy Feed 24 00 Alfaifa Horse Feed — 00 Kafir Corn rs Hoyle Scratch Feed | cs i 65 Bolted Golden Granulated ...3 80 st. Car Feed screened 23 0U No. 1 Corn and Oats 238 0vu Corn, cracked ...... zz 0U Corn Meal, coarse ..22 Ov Winter Wheat Bran 24 Ov Middlings 26 Buffalo Gluten Feed 33 00 Danry Feeds Wykes & Co. O Pr Linseed Meal ..35 0: U FP Laxo-Cake-Meal 33 - 7 OTASH Babbitt’s ........e00. PROVISIONS Barreled Pork Clear Back Short Cut 23 Short Cut Clear .... 23 75 Been cece ces os. 23 00 — Clear 4 00 & Clear Family Ory Sait Meats S P Bellies Lard Pure in tierces .......13% Compound Lard ...... 10% Tb. tubs ....advance % . tubs ....advance ¥% tins ....advance 4 pails ...advance % . pails ...advance % pails ...advance 1 pails ...advance 1 Smokeu Meats Hams, 12 Ib. average..18% Hams, 14 Ib. average.. Hams, 16 Ib. average... Hams, 18 fb. average. .184 Skinned Hams ........ 20 Ham, dried beef sets ..164% California Hams ..... ll%& Picnic Boiled Hams ..15 Boiled Ham Berlin Ham, pressed ..11 Minced Ham .......... a Bacon 5.2 .2..652 lee Sausages BOIOSNS 2.055. 2.....:. 9 EAVOR 26s ak ce 5 Frankfort (2.25... ..< 10% OP ek ee 11 NO@QE oe oor. 11 PONBUC 6. te ee 11 Headcheese .......... 9 Reef Boneless ............. 14 00 Rump, MGW .........; 14 00 Pig’s Feet % bbls. Bs ute cle aialslara 1 60 \% bbis., 40 Ibs. ....... 2 00 Be IBS ee es oe ss 4 00 OE ke eee ee ea aia 9 00 Tripe its. 16 Ths... oo. 80 % Dbis., 40 ips. ...:.... 1 60 % bbis., 80 Ibs. ...... 3 00 Casings Hogs: per Ip: .........- 32 Beef, rounds, set ...... 25 Beef, middles, set .... 80 Sheep, per bundle .... 90 Uncolored Butterine Solid dairy ..... 10 @12 Country Rolls ...104%W16% Canned Meats Corned beef, 2 Ib. ....3 40 Corned beef, . Lea ek OO Roast beef, 2 tbh. ..... -3 40 Roast beef, im. 1 90 Potted Ham, 4s ...... 50 8 J Mackerel 10tb. cans, 2 dz. in cs. 1 65 Mess, 100: Ibs. ........ as 50| 5tb. cans, 2 dz. in es. 1 75 Mess, 40 Ibs. ........ 00 | 242tb. cans, 2 dz. in cs. 1 80 Mess: 10) hs... 0.2). 1 85 Pure vane Meds 8 Ws. os ou ee Fer Re ee eee ccs aae 16 No. E200 iis. a BS SU GOOG Ses ae ccc cee 20 No. td. 401s. i....5.. © OF CROCS o.oo coos cc ee cecs 25 No. 1, 30) Toe. 220. ce. 1 70 TEA Now td, 8 Mya... 6. 1 40 Japan Whitefish Sundried, medium 24@20 ; Yo. 1, No. 2 Fam. | Sundried, choice SUu@s3 100° Ibs... 3. 2.8 75 350 Sundried, fancy .36@40 BO TRS. ceive cases 5 25 190 Reguiar, medium ...24@26 FO TBS. Ses ss 1 12 55 | Regular, choice ..... 30@33 & Ws. 2 .i.323.5 92 8 | Regular, fancy ...... 36@40 SHOE BLACKING Basket-fired, medium ..30 Handy Box, large 3 dz 2 50| Basket-fired, choice 35@37 Handy Box, small ....1 25|Basket-fired, fancy .40@43 Bixby’s Royal Polish Re | Es beac. ce 26@30 Miller’s Crown Polish g5|Siftings .......... - LO@13 SNUFF Panniigs ... 0.2.2.0: 14@15 Scotch, in bladders ..... 37 Gunpowder Maccaboy, in jars ....... 35|Moyune, medium ....... 7 French Rappie in jars ..43|Moyune, choice ........ SOAP Moyune, fancy ...... i0@4s J. S. Kirk & Co. Pingsuey, medium ..25@28 American Family ..... 4 00| Pingsuey, choice ........ 30 Dusky Diamond, 50 80z 2 80} Pingsuey, fancy . 40@ 45 Dusky D'nd 109 6 oz 3 80| | = Young Hyson Jap Rose, 50 bars ..... 3 6f|Choice ................. Savon Tmperial BARC oo sas ‘s@se White Russian ...... ‘ Oolong Dome, oval bars Formosa, fancy ..... ee Satinet, oval ......... Amoy, medium ......... 25 Snowberry, 100 eakes 4 0} Amoy, choice ...........32 Proctor & Gamble Co. Englisn Breakfast Eenee oe. aidcc me BO Medium :......... ao oa ore ae EVOry, G@ Of ..2.....5.- 4 06| Choice ........... «2.230 Ivory, 10 62. 3.05). 0..: G 7s PORHCE 2.6. ce eek k .- 40@45 Sar ee. 3 50 indi Lautz Bros. & Co. Ceylon, choice ...... 30@35 Acme, 30 bars, 75 Ibs. 4 00; Fancy ............... 45@50 Acme, 25 bars, 75 Ibs. 4 00 TOBACCO Acme, 25 bars, 70 Ibs. 3 80 Fine Cut Acme, 100 cakes ...... © GG ee ee ae sk 1 45 Big Master, 70 bars ..2 85|Hiawatha, 16 oz. ...... 60 German Mottled ...... 3 35| Hiawatha, 1 oz. ....... 56 German Mottled, 5 bxs 3 30}No Limit, 7 oz. ....... 1 65 German Mottled, 10bxs 3 25|No Limit, 14 oz. ...... 3 15 German Mottled, 25bxs 3 20!Ojibwa, 16 oz. ........ 40 Marseilles, 100 cakes ..6 00 Ojibwa, 5c pkg. ...... 1 8 Marseilles, 100 ckes 5c 4 00/Ojibwa, 5c ............ 47 Marseilles, 100 ck toil 4 00| Petoskey Chief, 7 oz. ..1 8 Marseilles, 4ebx toilet 2 10; Petoskey Chief, 14 oz. 3 70 A. B. Wrisley Sterling Dark, 5c ..... 5 76 Good Cheer ........... 4 00|Sweet Cuba, ic ....... 5 60 Old Country |. 22.0000. . 3 40|Sweet Cuba, 10c ..... 11 10 Soap Powders Sweet Cuba, 1 Ib. ..... 5 00 Snow Boy, 24 4lbs. -4 00) Sweet Cuba, 16 oz. ....4 20 Snow Boy, 60 dc ...... 2 40|Sweet Cuba, % Ib. ....2 10 Snow Boy, 30 10c ....2 40|Sweet Burley, ic ...... 5 76 Gold Dust, 24 large ..4 50|/Sweet Mist, % gr. ....5 70 Gold Dust, 100-5¢ ..... 4 00|Sweet Burley, 24 Ib. cs 4 90 Kirkoline, 24 4b. ..... 3 80\'Tiger, % gross ........ 6 00 Pearine <2 ccs05. 6. «eo. 8 (tiger, 5c tins .-....... 5 50 SOADING 2.5.4. 0.2 +s ss « 4 10' Uncle Daniel, 1 Ib. .... 60 Babbitt's 1776 .......- 3 75}Uncle Daniel, 1 oz. ....5 22 HOSeine 2.610. 66.3, : = Plug STMOUrS 22525055... 5 Am. Navy, 1 oe PYVISGOMY. 2. osc cas a 3 8 7 Stea ¢ ™ Drummond, Nat Leaf, Cottonseed Meal .....34 5 y| Potted Ham, %s ..... 90) Soap Compounds & 5 bb. Se 60 Gluten Feed .........28 BO Deviled Ham, \%s .... 50 Johnson's Fine ....... 5 10)Drummond Nat. Leaf Brewers’ Grains .....28 Qy| Deviled Ham, %s .... 90 |Johnson’s XXX ....... 4 25 men dos 2. oe: 95 Hammond Dairy Feed 24 Qu | Potted tongue, %s ... 50 Nine O'clock .......... 3 80[ Battle Ax .........0006 37 Alfaifa Meal ......... 5 gq | Potted tongue, %s .... 90) Rub-No-More ......... SMieraccee ee, 3 Oats RICE Scourin eS . a Michigan carlots 36% | Fancy ......... . @ 7% |_ Enoch Morgan's Sons. as. 86 Less than carlots ..... 38 | FAPAN .- esses - 54@ 6% | Sapolio, gross lots ....9 0O0PBullion, 16 oz. ........ 46 Corn Broken ......... 2%@ 3% |Sapolio, half gro. lots 4 50|Cjimax’ Golden Twins .. 48 Gurlots Joe 55 | oo ts a ea er ene — 4 z Daves Work -.0........ 38 s Solumbir. pint .... apolio and .........5 20perby ............c.¢ ot one — se ae Columbia, 1 pint ......4 00|Scourine Manufacturing “pe ce = Carlots 16 Durkee's, large, 1 doz. 4 50|Scourine, 50 cakes ....1 Gilt Edge 43 Less than ‘earlote |. 17 Durkee’s, small, 2 doz. 5 25|Scourine, 100 cakes ..3 a Gold Rope, 7 to Ib-.... 58 MAPLEINE _ Snider’s, large, 1 doz. 2 35 SODA Gold Rope, 14 to fb. .. 58 2 oz. bottles, per doz. 3 00 Snider’s, small, 2 doz. 1 35} Boxes ..... ese mene - Sale Oop 32 MOLASSES SALERATUS Kegs, English ...---. 4% ape a ‘Twist <.... «ss 4 New Orleans Packed 60 Ibs. in box. SPICES Me, 37 Fancy Open Kettle .. 40 pps —_ Hammer —- on | Aidess age oe aie Sige (22... 43 Choice ..... ue oe.. $6) AMC owes ee sone spice, Jamaica ..... Honey Dip Twist ..... 45 Good 22 Dwight’s Cow ....... er 00| Allspice large Garden 11 Jolly Tar 40 Pair 20 cs os Eola sive sla aig em «ua ; o peta Fe sias gd Sua 7 oT fe |... 35 Oe ewe ge eg MGGQIG 2.65 -ceccecss assia, Canton ....... eee mee Half barrels 2¢ extra Wyandotte. 109 %s 3 00 | Cassia, 6c pkg. doz.... 25 Keystone ‘T _— ae : - S Per “dee 20.1... 85} G SODA ata a. Nobby Spun Roll ..... 58 MUSTARD ranulated, bbls. .... nger, Cochin ....... WES oe ihc cc cus _ Manufacturing Matters. Harbor Springs—A. Elliott has built a large lumber and feed mill at Five Mile Creek. Muskegon — The Muskegon Iron Works has changed its name to the Eagle Iron Works. Boyne City—The capital stock of the Boyne City Chemical Co. has been increased from $125,000 to $500,- 090. Deford—Citizens are taking up a subscription to rebuild the Neeper & Son creamery and cheese factory, re- cently distroyed by fire. Cadillac—The Water & Light Co. is installing a new 200 horse power soon engine and 200 k. dynamo, increas- ing its capacity 66 per cent. Otsego— The Eady Shoe Co. is now doing business in its new three story factory. The company has been in business seven years and now has 150 employes. St. Johns—The St. Johns Cement Tile Manufacturing Co. has moved into its new quarters on Lansing street and is making 1,000 tile a day, finding a ready market. Saginaw—Deeds transferring the Jackson-Church-Wilcox Co. and the Marquette Motor Co. properties to the General Motors Co. for $132,000 and $475,000, respectively, have been filed. Detroit—The Ross & Young Ma- chine Co. has merged its business in- to a stock company under the same stvle, with an authorized capitaliza- tion of $35,000, of which $20,000 has been subscribed and paid in in prop- erty. Schoolcraft — The Inter-Brace i peeeersosirer ernie ener Chair Co., $100,000 capital, chased the unused factory building here to their patent P. Van Dommelin, lately of the Limbert factory at Holland, is in charge. Tecumseh—The Tecumseh Butter Co. has merged its business into a stock company under the same style, with an authorized capital stock of $20,000, of which $12,000 has been subscribed and $10,000 paid in in property. has pur- manufacture chair. Kalamazoo—A new company has been organized under the style of the Kalamazoo Cast Stone Co., with an authorized capital stock of $6,000, of which $3,000 has been subscribed and paid in in property. Gustav and Chas. Riedel and Jos. Stohrer hold the shares. Detroit—Walker & Frank, manu- facturers of brick, have merged their business into a stock company under the style of the Walker & Frank Rrick Co., with an authorized capital stock of $50,000, of which $30,000 has been subscribed, $2,174.08 being paid in in cash and $14,452 in property. Lansing—Wagenvoord & Co., book binders, has merged its business into a stock company under the same style with an authorized capital stock of $4,000, of which $3,150 has been subscribed, $1,050 being paid in in cash and $2,100 in property. Those interested are J. William, Fred J. and Florence J. Wagenvoord. —_—»-+- “Uncle Remus’” Thanksgiving. When the late Joel Chandler Har- ris, on one of the last Thanksgiving days of his life, was asked to state his reasons for thankfulness he said: “When a man passes a little be- yond middle life he is able to look at things with eyes that are some- what different from those he em- ployed in his youth; at least, this is so in my own case. He is able to be thankful even for the small troubles and vexations that are sure to beset him; they give him something to think about; they give to his mind a broader and a finer perspective in its daily view of things. And this is true of the real griefs and the deeper sor- rows that overtake us now _ and again. If we are wise we are thank- ful for the results that follow in their train. For myself, if I have no great prosperity of my own—a thing I nev- er wished for—I am thankful for the prosperity of my neighbors and for the prosperity of the country at large. I am thankful that the public conscience has awakened from _ its deep sleep; that sectional feeling has been dissipated, and that the people of all portions of the country are trying to know one another more familiarly; that all my thoughts are cheerful, and that all my dreams are peaceful; that benevolence is tending to more practical results, and _ that charity is more widespread—in short, for almost everything that happens, for I know that the remote result will be the uplifting of the spirits of men. I am somewhat old-fashioned, and I am thankful even for that, un- important as it is.” DEMOCRATIC HOPES. Democrats the country over feel greatly encouraged. In the returns from the recent elections they see signs of returning strength, and the more optimistic among them are an- ticipating a return of the party to power in the general election two years hence. The Tradesman is not a partisan publication. The rise or the decline of political parties as such gives it little concern. The real issues are honesty in public places, wise princi- ples of government, safe and sane policies and good citizenship, and these issues should win under what- ever party label they may be pre- sented. Whether or not the elections this fall presage a Democratic victory in 1912 need not be discussed at this time. One thing is certain, however, and that is that these elections have brought forward a better and higher type of leadership than the Demo- cratic party has been accustomed to in recent years. Wilson in New Jer- sey, Dix and Gaynor in New York, Harmon in Ohio, Baldwin in Con- necticut, Plaisted in Maine and Foss in Massachusetts—with such men as these holding high places in the councils of the Democracy, and with the follies and breaks of Bryanism eliminated the party will once more be worthy of some respect and a de- gree of public confidence. The De- mocracy under such leadership may not win, but it will at least compel the Republicans to put forward their wisest and best men if they would hold their own. And this will be to the good of the entire country. Against Fake Advertising. The leading retail merchants’ of Kalamazoo have adopted a resolu- tion and subscribed to it, as follows: “We are members of the Commer- cial Club and are subscribers to a fund controlled by the Advertising and Charities Committee, who are delegated to settle for the subscriber all calls made upon them for con- tributions or donations for any pur- pose or for advertising aside from that of the acknowledged regular publications.” This does not mean, it is stated, that all advertising for churches, so- cieties or trades unions is to be abol- ished. Whatever manner of schemes is advanced it must first be sub- mitted to the Committee, and if found worthy the necessary donation will be made. It is the plan of the Committee to assist all worthy proj- ects, but to get away from purely fake propositions. —~- > E. CC. Bramble, of Muskegon Heights, whose store was closed three weks ago upon the filing of an involuntary petition in bankruptcy, through Stephen H. Clink, his attor- ney, has made an offer to compro- mise at 40 cents. His own inventory showed assets of $5,600. A combined grocery and meat market for sale; a money-maker; easy terms. Address Box 18, Ashley, Mich. 47 The Western Sales Plan—$5 for com- plete plan, including outline copy _ for sales bill. Address Geo. Raveling, Rock Rapids, Ia. ; For Sale—Circular saw mill made by Sinker-Davis Co. a locomotive type fire box boiler, 85 H. Chandler & Tay- lor 60 H. P. engine. P will sell at sacri- fice for immediate shipment. Davis Cooperage Co., Martinsville, Ind. 14 For Sale—Clean up- Tt jewelry stock and fixtures. In lumberi and manufacturing town en 2,800, Go business. Will sell for $2,400. Write for terms. Lowe’s Jewelry Store, Onaway, Mich. 22 Good farm for exchange. 16U acres im- proved, with water and native timber and good dark soil; will take a mortgage back on the land for $3,000 and $5,000 in merchandise. Land is worth $8,000. R. D. Winfield, Renfrow, Oklahoma. 12 For Sale—Grocery stock,’ $1,800 to $2,v00u required; good location; old established firm; reason for selling, sickness. Ad- _ 413 North Jefferson, eat, nd. E Shoe store, established 25 years, choic- est location; main business center; thriv- ing manufacturing, agricultural town 15,000; best reasons for selling. Address Lock Box 304, Tiffin, Ohio. 4 Cash for your business or real estate. I bring buyer and seller together. No matter where located if you want to buy, sell or exchange any kind of business or property anywhere at any price, address Frank P. Cleveland, Real Estate Expert, 1261 Adams Express Building, Chicago, Illinois. 984 For Sale or Exchange—For real es- tate, first-class stock of general mer- chandise in up-to-date town. Address No. 988, care Tradesman. 988 For Sale—Half interest in an estab- lished shoe store in best city in the Northwest. Monthly payroll over $1,000,- 000. Party purchasing to take the en- tire management of business. About $6,590 required. Address No. 975, care Tradesman. 975 For Sale—Cash or part trade, millinery store. finest Best location in Denver, Colorado, for unimcumbered Detroit or Ann Arbor property. Box 109, Denver, Colo. 968 Safes Opened—W. L. Slocum, safe ex- pert and locksmith. 62 Ottawa _ street, ‘isrand Rapids. Mich. 104 For Sale—Stock of general merchandise in one of the hest towns in Michigan, in- voices $8009. Can reduce stock to suit purchaser. poor nm leaving. One com- Reason for selling, Address Box H, care — health and my so: petitor. man, 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 Wanted—Stock general merchandise, clothing or shoes. correspondence confidential. R. W. Johnson, Minneap- olis, Minn. 913 For Sale—My store, with dwelling at- tached. Stock of general merchandise, situated at Geneva, Mich. health rea- son for sellingg E. A. Clark, R. D. Townley, Mich. 871 For Sale—Two 8 fcot plate glass, oak frame, electric lighted showcases. Three 8 foot, oak, wall hat cases, with sliding glass doors. One outside marble base, electric lighted display case. One triple mirror, one 20 foot oak counter. All in good condition. "Will sell any one or all. Gannon-Paine Co., 84 Monroe St., Grand Rapids, Mich. 94 “For Sale—One 300 account McCaskey register cheap. Address A. B., care Michigan Tradesman. 548 HELP WANTED. Salesman with established trade to car- ry first-class line of brooms on com- mission. Central Broom Co., Jefferson City, Mo. 42 Local Representative Wanted—Splendid income assured right man to act as our representative after learning our business thoroughly by mail. Former experience unnecessary. All we require is honesty, ability, ambition and willingness to learn lucrative business. No solicitng or trav- elng. This is an exceptional opportunity for man in your section to get into big jaying business without capital and be- some independent for life. Write at once for full particulars. Address E. R. Mar- den. Pres. The National Co-Operative Real Estate Company, Suite 371, sae Bldg., Washington, D. C. Wanted—Clerk for general store. Saat be sober and industrious and have some orevious experience. References required. Address Store, care Tradesman. 242 BUSINESS CHANCES For Sale—One eng eats typewriter. Also a National Cash Register (gold fin- ish), with five counters and ticket detail strip, one drawer. in perfect order. Address Lock Box 80, Lake Odessa, — SITUATIONS WANTED. Wanted—Position as manager of dry goods, clothing or shoe store. Young married man, 12 years’ experience. Pre- fer town of 1,500 or 2,000. References furnished. Address No. 11, care Trades- man, 1 nA OCI A IES eS ae ke. aS OTE LL in Ae — leieninain SEE isan 5 a — = a ae gg ~~ _——_ If Your WHAT OF 1911? Will you keep books next S mer year in the same manner as did your father and grand- father? Will you permit your- losses, errors, dispute’, de- lays, the thousand and one vexations arising from the an- tiquated methods of handling accounts? Or will you install e self to be subjected to the Find the THE McCASKEY GRAVITY Pirst and which with OVE WRITING U O ur will handle every detail of your business from the time the goods are purchased un- 66 99 til the money for them is in the bank. . If, next year, you want to . stop the leaks and losses in on their packages of Coffee your business, prevent dis- : putes with customers over and Spices they will be : Certain they bought : the RIGHT KINDS. WORDEN ([ROCER COMPANY Grand Rapids The ‘‘Right Kind’’ Wholesalers ACCOUNT REGISTER SYSTEM _ sest their accounts, draw new trade, improve your collec- tions and intelligently and scientifically set credit limits on your patrons, write today for full and free information. So you do not forget—we repeat—write that letter or postal card today. The McCaskey Register Company Alliance, Ohio Agencies in all Principal Cities Detroit Office 1014 Chamber of Commerce Bldg. Grand Rapids Office 256 Sheldon St. Citz. Phone 9645 Manufacturers of Surety Non-Smut Duplicating and Triplicating Saies Books and Single Carbon Pads in ail varieties Here's The Proof Kelloggs “Square Deal Policy Protects Both rere (| GROCER «a» CONSUMER Assured *NO SQUARE DEAL POLICY Some time ago | assisted in adjusting a fire loss for a grocer. Among the stuff set aside for adjustment of loss sustained was a lot of breakfast food supposed to be damaged by smoke. 1 opened several packages and found them not damaged A | 4 Quality and | Flavor always the same ne Bh Deals” by smoke—but decidedly stale, and refused to make any allowance whatever on these. We also found a lot of packages Goods never Price-Cutting containing a biscuit—popular and well known. Upon examination | found these decidedly rancid and unfit for food. | oo Price” to favor learned later that all these goods had been bought in large quantities in order to get the pnce, and, as 1s often the case, the quantity could not be disposed of while fresh and saleable. Age does not improve anything edible. There is a limit even to ageing Limburger and Rocheford cheese—where loud smell gives some class in the nostnl of the epicure, but | have yet to find the first cereal or package foods, or foods sold in any form, that improve by age, and the sooner manufacturers No “Quantity ‘ of food-stuffs change their system of quantity price and follow the “Square Deal” policy of a Battle Creek cereal the better 7 Sold only in E big buyers put out as damaged by smoke, none of which had the least trace of smoke, were “Kellogg's Toasted Corn for themselves, the reputation of their product, and the better for the grocer. I just want to add here that among the Cereals jo| the genuine Kellogg package Loophartie eete | Flakes,” (and three other brands®) and others, not one of them crisp and fresh but Kellogg's Toasted Com Flakes. Why? Kellogg's was the only cereal there not bought in quantity. Single case purchases kept it Nothing to E: on the shelf fresh, crisp, wholesome and appetizing. From every standpoint, considering quality, capital or Disid Mie ani encourage over- £ warehouse room, the square deal policy 1s the best and only policy for the Grocer. buying goods *Names furnished on application. % REPRINT FROM “UP-TO-DATE” Edited by J. W. Rittenhouse, official organizer of the Retail Merchant’s Association of Pennsylvania, is, according to its official title “Published in the Interest of the Retail Mer- chants of Pennsylvania for the parece of Promoting Or- | ee and Maintaining in Pennsylvania the largest y of Organized Merchants in the United States.” IT PAYS EVERYONE TO STICK TO Kebliggs and most popular American Cereal everywhere and to everybody Pays an honest profit to the Backed by.the Kellogg name and reputation 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 fora moment. How many of these accounts could vou collect in full if your books were destroyed by fire? How many notes which you hold would ever be paid if the notes themselves were destroyed? How many times the cost of a safe would you lose? Where would you be, financially, if you lost these accounts? Only a very wealthy man can afford to take this chance and he won’t. Ask the most successful merchants in your town, or any other town, if they have fire-proof safes. Perhaps you say you carry your accounts home every night. Suppose your house should burn some night and you barely escape with your life. The loss of your accounts would be added to the loss of your home. Insur- ance may partly cover your home, but you can’t buy fire insurance on your accounts any way in the world except by buying a fire-proof safe. ; Perhaps you keep your books near the door or window and hope to get them out safely by breaking the glass after the midnight alarm has finally awakened you. Many have tried this, but few have succeeded. The fire does not wait while you jump into your clothes and run four blocks down town. It reaches out after you as well as your property. Suppose you are successful in saving your accounts. Have you saved your inventory of stock on hand and your record of sales and purchases since the inventory was taken? If not, how are you going to show your insur- ance companies how much stock you had? The insurance contract requires that you furnish them a full statement of the sound value of your stock and the loss thereon, under oath. Can you do this after a fire? If you were an insurance adjuster, would you pay your company’s money out on a guess-so statement? A knowledge of human nature makes the insurance man guess that the other man would guess in his own favor. The insurance adjuster must pay, but he cuts off a large percentage for the uncertainty. And remember that, should you swell your statement to offset this apparent injustice, you are making a sworn statement and can be compelled to answer all questions about your stock under oath. If you have kept and preserved the records of your business in a fire-proof safe, the adjustment of your insurance is an easy matter. How much credit do you think a merchant is entitled to from the wholesale houses if he does not protect his creditors by protecting his own ability to pay? We carry a large stock of safes here in Grand Rapids, which we would be glad to show you. We also ship direct from the factory with difference in freight allowed. If a merchant has other uses for his ready money just now, we will furnish a safe for part cash and take small notes, payable monthly, with 6% per annum interest for the balance. If he has a safe and requires a larger one, we will take the old safe in part payment. The above may not just fit your case, but if you have no safe, you don’t need to have us tell you that you ought to have one. You know it but have probably been waiting for a more convenient time. If you have no safe tell us about the size you need and 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. oetig cet” we Oe Sag Sn